WEBVTT 1 00:00:00.000 --> 00:00:03.320 What makes it that some people succeed with programs, with education, with 2 00:00:03.320 --> 00:00:08.400 customers, with vendors? Why do some people win and others don't? I break down 3 00:00:08.400 --> 00:00:11.200 the five levels of competence as I see it and how it can apply to different 4 00:00:11.200 --> 00:00:14.760 domains in your business and how it can use that framework to level yourself 5 00:00:14.800 --> 00:00:18.080 up and get your customers more successful, get your employees more successful, 6 00:00:18.080 --> 00:00:21.520 and make yourself more successful. And break down the reasons that the 7 00:00:21.520 --> 00:00:25.040 business might not be growing that you're identifying with yourself as the 8 00:00:25.040 --> 00:00:28.760 reason that you're not winning rather than the reason you have to win. I had 9 00:00:28.760 --> 00:00:33.120 someone say this recently to me, they're like, you know, how do you know what 10 00:00:33.520 --> 00:00:38.640 programs to buy? How do you know what workshops to go to? How do you know what 11 00:00:38.640 --> 00:00:43.560 courses to listen to or what channels to watch in order to learn? Right? And 12 00:00:43.640 --> 00:00:46.880 they're like, how do you know that it's going to work? And I think that's the 13 00:00:46.880 --> 00:00:50.080 question that always gets asked is like, how do you know it's going to work? And 14 00:00:50.080 --> 00:00:55.280 I think that fundamentally asking that question shows that it won't work 15 00:00:55.360 --> 00:00:59.920 because it is never going to be the thing that works. You are going to be 16 00:00:59.920 --> 00:01:05.240 the thing that makes it work. And so when I look back at my history as a 17 00:01:05.240 --> 00:01:09.480 student of and continue to be a student, but a student of the game of business, 18 00:01:10.160 --> 00:01:15.480 the I have yet to have a negative ROI on any purchase that I've made, 19 00:01:15.480 --> 00:01:19.160 whether it's tutoring courses, workshops, and to be fair, I've bought from 20 00:01:19.160 --> 00:01:22.640 from from bad people. I brought from some scumbags. I've bought from bad 21 00:01:22.680 --> 00:01:27.360 teachers, but I have absolutely all-wide every single purchase that I've made. 22 00:01:27.600 --> 00:01:30.320 And so whenever I hear someone say like, I bought something and it and it 23 00:01:30.320 --> 00:01:34.600 didn't work, it kind of guides my gears. And I think I've had it and heard it 24 00:01:34.600 --> 00:01:38.360 enough times the last month or so that I wanted to make this podcast about 25 00:01:38.360 --> 00:01:42.000 it. And so this is this is what I want to kind of zoom out on is that I want 26 00:01:42.000 --> 00:01:44.440 to give you a top down approach in terms of levels of competence and that 27 00:01:44.440 --> 00:01:47.320 bottom up approach from a skills perspective. And I think if you combine both 28 00:01:47.320 --> 00:01:52.480 of the things together, you will make a lot more money. And you will be 29 00:01:52.480 --> 00:01:55.840 more successful at the things that you try to learn. And so if you're like 30 00:01:55.840 --> 00:01:59.200 try to learn how to make TikTok ads to start a second, you know, acquisition 31 00:01:59.200 --> 00:02:01.760 channel for your business, then this will apply to you. If you're if you're a 32 00:02:01.760 --> 00:02:05.240 customer of an agency, then this will apply to you. If you're trying to be a 33 00:02:05.240 --> 00:02:09.480 student and just get in the game, then this will apply to you. And so the first 34 00:02:09.480 --> 00:02:14.800 thing is understanding the levels of competence. And so at the top, the best 35 00:02:14.800 --> 00:02:19.040 and the highest level of competence is something that I will call positive 36 00:02:19.280 --> 00:02:22.600 active. Alright, so you've got you've got the inclination and you've got active 37 00:02:22.600 --> 00:02:26.800 repassive. And so there's five levels. Alright, so the top is and the 38 00:02:26.800 --> 00:02:31.360 characteristics of somebody who has this belief set is that no one has proven 39 00:02:31.360 --> 00:02:36.320 that it cannot be done. And they ask other people to prove to them why they 40 00:02:36.320 --> 00:02:41.760 can't do it. And they think I will be the best student that this person has 41 00:02:41.760 --> 00:02:46.680 ever had, no matter what, no matter how incompetent of a teacher they are, I 42 00:02:46.760 --> 00:02:52.000 will make it happen. I will win because that's who I am, not who they are. 43 00:02:52.080 --> 00:02:55.920 Basically, the idea that we make our success dependent on the quality of the 44 00:02:55.920 --> 00:03:01.680 teacher puts the power in their hands rather than ours. And so on the flipside 45 00:03:01.680 --> 00:03:04.960 of this, the reason that basically any single program in the world will still 46 00:03:04.960 --> 00:03:08.880 be able to get positive reviews of some sort is that no matter what, some 47 00:03:08.880 --> 00:03:12.200 percentage of real winners will always go into everything. You just look at 48 00:03:12.200 --> 00:03:16.440 the public school system, like more or less a dog shit system, but there are 49 00:03:16.440 --> 00:03:18.840 still winners that come out of it. And it's not because the quality of the 50 00:03:18.840 --> 00:03:24.280 teachers is because of the mindset of winners, because winners will win. And so 51 00:03:24.280 --> 00:03:26.880 the highest level of this is example of like Elon, where he's like breaking 52 00:03:26.880 --> 00:03:29.360 down to physics. He's like, if you can't show me that it's physically 53 00:03:29.360 --> 00:03:32.880 impossible based on the laws of physics that we know that it is possible. 54 00:03:32.880 --> 00:03:36.240 I'm going to go do it. It's the same concept as rad Roger Bandister running 55 00:03:36.240 --> 00:03:39.920 the first four minute mile, like no one had done it before. And he's like, 56 00:03:39.920 --> 00:03:43.040 well, physically it's not impossible. It's not breaking the laws of physics for 57 00:03:43.040 --> 00:03:49.960 me to run a four minute mile. And so that is positive active. Now, underneath 58 00:03:49.960 --> 00:03:53.120 of that, you've got the second class of competence, which I would consider 59 00:03:53.120 --> 00:03:57.760 positive passive. This is all the people who ran the four minute mile after 60 00:03:57.760 --> 00:04:01.880 Roger Bandister. They're the people who say, okay, he did it so I can do it. And 61 00:04:01.880 --> 00:04:06.080 to be clear, this is still good. There's still winners. Absolutely that can do 62 00:04:06.080 --> 00:04:09.960 that. And when I look at the people that I've worked with customers, 63 00:04:09.960 --> 00:04:13.560 employees, anything, I can identify. And these are honestly, these are these 64 00:04:13.560 --> 00:04:17.520 are your A minus players. Like they're like, okay, he did it. I can do it. And 65 00:04:17.520 --> 00:04:21.600 honestly, that's a great perspective. Like it's not impossible. I just need to do 66 00:04:21.600 --> 00:04:24.760 the same stuff they did. And that's awesome. That's the that's the replicate 67 00:04:24.760 --> 00:04:27.600 before you iterate. They're like, I'm going to just do what they did and get 68 00:04:27.600 --> 00:04:31.800 what they got. And that's an awesome perspective. Now, there's three more levels 69 00:04:31.800 --> 00:04:35.720 of this. And as we go down, some of you will start nodding your heads as 70 00:04:35.720 --> 00:04:37.880 seeing that they're like, you are this person or you know someone who's this 71 00:04:37.880 --> 00:04:42.400 person. The third level of competence here is what I'll call neutral passive. 72 00:04:42.640 --> 00:04:46.120 And so this is somebody who just says, well, it's worked for other people. 73 00:04:46.280 --> 00:04:52.120 Let's see if it works for me. So it no longer goes from I will like prove to 74 00:04:52.120 --> 00:04:57.560 me why I can't make it work. Level one, level two, okay, someone has made it 75 00:04:57.560 --> 00:05:02.160 work. Therefore, I can make it work to let's see if it works. You're passively 76 00:05:02.160 --> 00:05:05.880 accepting whatever happenings and you're just open. Now, this is where the 77 00:05:05.880 --> 00:05:09.360 majority of people are. This is where most people just sit. They just live their 78 00:05:09.360 --> 00:05:13.880 life passively, letting things quote, happen to them. And they're sometimes 79 00:05:13.880 --> 00:05:18.560 mediocre customers for for an agency or a vendor. They're mediocre customers 80 00:05:18.560 --> 00:05:21.440 for you. This is the person who goes into the gym and it's like, we'll see if 81 00:05:21.440 --> 00:05:26.640 your program works for me. Like, I'm, you know, we'll see if it works. Now, 82 00:05:27.880 --> 00:05:30.960 underneath of that, you've got level four. Alright, this is now we're going down. 83 00:05:31.120 --> 00:05:35.040 This is it might work for other people, but it probably won't work for me. 84 00:05:35.360 --> 00:05:39.800 This is negative passive. So they're still in the passive seat, but they're 85 00:05:39.800 --> 00:05:42.960 negatively inclined. This is the person who half asses. And I'll give you a 86 00:05:42.960 --> 00:05:46.880 story about this that happened recently. So we had a business owner who came out. 87 00:05:47.200 --> 00:05:52.560 I was a salon owner. Okay. So a salon hair salon. And the guy said, Hey, 88 00:05:52.600 --> 00:05:58.760 I used your gift card campaign. And it didn't work. And I was like, I 89 00:05:58.840 --> 00:06:04.280 bro, like, so I just went through it. I was like, did you get a referral from 90 00:06:04.280 --> 00:06:08.720 all the people? Did you write the name down of? He's like, well, I didn't do, 91 00:06:08.720 --> 00:06:11.960 I mean, I asked them and I told them that they had to use the card on other 92 00:06:11.960 --> 00:06:14.440 people, but they came back in trying to use the card for themselves. I was 93 00:06:14.440 --> 00:06:17.920 like, well, that's not the play. He's like, well, I told them that. And I was 94 00:06:17.920 --> 00:06:20.920 like, well, obviously you didn't tell them well enough because that's not the 95 00:06:20.920 --> 00:06:25.440 play. So and the thing is, I just let's just stop. I was like, do you want me to 96 00:06:25.440 --> 00:06:29.520 take accountability for the fact that the gift card play has worked for so many 97 00:06:29.520 --> 00:06:33.240 businesses and just not yours. I was like, do you want me to just say it's my 98 00:06:33.240 --> 00:06:37.360 fault? And I was like, would that make you feel better? And he's like, well, no, 99 00:06:37.360 --> 00:06:39.960 I was like, that's what you're coming for. You want me to say that it's my 100 00:06:39.960 --> 00:06:46.040 fault. I was like, you didn't do it. You didn't do it right. So you just did 101 00:06:46.040 --> 00:06:49.160 something else. And yeah, that's something else didn't work because that's 102 00:06:49.160 --> 00:06:52.960 not what the program is. That's not how the gift card play works. If you don't 103 00:06:52.960 --> 00:06:56.760 talk about it, it's on my YouTube video. It's a whole play. And so eventually I 104 00:06:56.760 --> 00:07:00.400 got to be like, okay, I just didn't do it. I was like, cool. Guess what? Now you 105 00:07:00.400 --> 00:07:03.200 can do it again. And you can do it right because you know what you messed up. You 106 00:07:03.200 --> 00:07:06.040 had to let him know it's for somebody else. And you had to get the referral. And 107 00:07:06.040 --> 00:07:08.560 you had to get the three way introduction. Otherwise, they're going to try and use 108 00:07:08.560 --> 00:07:11.400 it on themselves, not bringing people in. And you're just giving away services 109 00:07:11.400 --> 00:07:15.880 for a discount. That sucks. Don't want to do that. He's like, okay, fine. And so we 110 00:07:15.880 --> 00:07:19.360 had a little moment and he got over it. Okay. But that's negative passive. That's 111 00:07:19.360 --> 00:07:22.840 like, it might work, but it probably won't work for me. And by the theme of this 112 00:07:22.840 --> 00:07:27.520 podcast, if you want to be the best student ever out of all of Mozination, I have 113 00:07:27.520 --> 00:07:31.720 two books. They actually audio books that are for free that I have here on this 114 00:07:31.720 --> 00:07:35.680 podcast, starting at $579. It's my $100,000 offer is $100,000 leads. They have 115 00:07:35.680 --> 00:07:40.120 sold over a million copies, 26,000 five stories on Amazon if you like hard copies. But if 116 00:07:40.120 --> 00:07:44.120 you actually follow the steps, I've got courses on the site that are also free 117 00:07:44.120 --> 00:07:48.520 acquisition.com for its last training. If you just follow the steps, prove why it 118 00:07:48.520 --> 00:07:52.760 will work for you, and it will. Now, here's the fifth level. This is the bottom of 119 00:07:52.760 --> 00:07:57.960 the barrel. Alright, this is the, this is your one star customers. This is a, this is, 120 00:07:57.960 --> 00:08:02.760 this is the customer you sign on who just generally sucks at everything. And they take 121 00:08:02.760 --> 00:08:08.800 an active role. Alright, so this is negative active. I can prove that this will work for 122 00:08:08.800 --> 00:08:14.880 everyone, but me. I have bad luck. Nothing works out for me in the end. I am the special 123 00:08:14.880 --> 00:08:19.680 snowflake that nothing works for me. My, my body is different. Calories don't affect 124 00:08:19.680 --> 00:08:25.120 me. I could starve to death and I am immune to death because I could not eat for years 125 00:08:25.120 --> 00:08:30.600 and my body would still hold on to fat because I am special. And so what's interesting about 126 00:08:30.600 --> 00:08:35.480 this is somebody guys may be laughing about this right now, but some of you are this person, 127 00:08:35.480 --> 00:08:40.240 but you just might not be this person in business. You might be this person with your weight, 128 00:08:40.240 --> 00:08:43.560 but you're not this way in business. You might be this way in your marriage, but you're 129 00:08:43.560 --> 00:08:46.680 not that way in business or you are that way in business and you're not in your marriage. 130 00:08:46.680 --> 00:08:50.920 You're like, oh, but you know what? Oh, this, this way of communicating. It's not going 131 00:08:50.920 --> 00:08:56.280 to work for us, not in our relationship, but I'll prove it. I'll, I'll go to your fucking 132 00:08:56.280 --> 00:09:00.720 sessions. I'll follow your little framework for communicating with my wife or my husband. 133 00:09:00.720 --> 00:09:05.800 Then I'll prove to you that it won't work because we're so special that nothing works 134 00:09:05.800 --> 00:09:10.040 for us. You want to prove it. And what's interesting about this is that it because it underpins 135 00:09:10.040 --> 00:09:15.080 a whole set of beliefs behind this that your identity is attached to. So it's so much 136 00:09:15.080 --> 00:09:21.640 harder to say, listen, I've been fat my whole life and, and it's my fault. It's so much 137 00:09:21.640 --> 00:09:25.000 easier to just not have it be that way. It's so much easier to be like, you know, I've 138 00:09:25.000 --> 00:09:28.600 always struggled with with women or our, you know, our marriage has kind of been on the 139 00:09:28.600 --> 00:09:33.280 rock, but that's kind of how it's always been that way, right? And so we, it's so much 140 00:09:33.280 --> 00:09:36.400 more difficult to accept that all of that pain and suffering that you've been through 141 00:09:36.480 --> 00:09:42.920 is 100% your fault. And so instead, it's easier to just try and actively prove that it 142 00:09:42.920 --> 00:09:47.280 won't work. Now, there's some good, there's some interesting stuff about number five. So 143 00:09:47.280 --> 00:09:51.680 I actually find number five people very, very interesting because they, in my opinion, 144 00:09:51.680 --> 00:09:56.280 have the highest potential to jump from five all the way to one. And I've had so many 145 00:09:56.280 --> 00:09:59.640 experiences in my life, this is the one star becomes the five star. This is the, the 146 00:09:59.640 --> 00:10:03.240 person that all of a sudden like something switches and the things they go from negative 147 00:10:03.240 --> 00:10:08.160 to active, they have the active. They're trying to prove it, but they're proven the wrong 148 00:10:08.160 --> 00:10:11.360 thing. They're trying to prove it wrong. But all of a sudden, sometimes if you can get 149 00:10:11.360 --> 00:10:16.720 it to swap, they just try to prove it right. And then they become absolute fucking animals. 150 00:10:16.720 --> 00:10:22.400 And so I'll tell you a story. So there was a gym owner at gym lunch and he was, he was 151 00:10:22.400 --> 00:10:26.320 definitely one of these number fives, right? He was like, it's not like my gym's in a 152 00:10:26.320 --> 00:10:30.680 different market. The people, the people here are different. My weight loss leads are 153 00:10:30.680 --> 00:10:34.960 different than everyone else's weight, Leslie's. My market's different. My zip coach, 154 00:10:34.960 --> 00:10:41.120 the corner that my gym is on is different. But all of a sudden he'd been on enough calls 155 00:10:41.120 --> 00:10:48.160 and I probably ranted it in or something on some, on some live call. And he was like, 156 00:10:48.160 --> 00:10:52.640 you basically just called me a pussy. And I was like, yeah, probably one to one way or 157 00:10:52.640 --> 00:10:59.520 another. And so he said, I just decided, what if, what if it did work? And what if I took 158 00:10:59.520 --> 00:11:04.240 the same energy that I'm, that I'm doing to try and prove myself right and try and prove 159 00:11:04.240 --> 00:11:09.720 this system works? And what if I just did everything as though I, as though it was going 160 00:11:09.720 --> 00:11:15.040 to work and I assumed it was going to work. And so he did that. And he ended up becoming 161 00:11:15.040 --> 00:11:20.360 one of the top facilities out of the thousands that we had and then we ended up hiring him. 162 00:11:20.360 --> 00:11:23.000 Because he completely outsourced his gym, made it profitable, made it make more money 163 00:11:23.000 --> 00:11:28.840 using the setup that we had. And the interesting part here, and this is what's crazy. Same 164 00:11:28.840 --> 00:11:36.520 system, same gift card play, same advertising, same gym model, different approach, different 165 00:11:36.520 --> 00:11:40.920 level of components showed up and executed in an entirely different way. I'll give you 166 00:11:40.920 --> 00:11:44.960 you a different example. I had a lady, this is one of my first probably 50 customers 167 00:11:44.960 --> 00:11:50.000 at my gym. Her name was Autumn. So Autumn came in and she had the, nothing works for 168 00:11:50.000 --> 00:11:55.360 me. I have a special thyroid, you know, whatever, you know, if calories, I could starve myself 169 00:11:55.360 --> 00:12:01.320 forever and I'd still live. I defy the laws of physics. And, and after like two, three, 170 00:12:01.320 --> 00:12:05.960 four weeks, all the people that she'd started with started losing weight. And of course, 171 00:12:05.960 --> 00:12:09.280 now normally in that level five, she'd be like, well, that's of course, of course, that's 172 00:12:09.280 --> 00:12:13.240 what way. Because I'm different than them. I'm special. I get my identity from being 173 00:12:13.240 --> 00:12:18.880 special. And I just just like, listen, I was like, do you want to be right and fat? Or 174 00:12:18.880 --> 00:12:21.840 do you want to, or do you want to, do you want to get skinny? I was like, which one matters 175 00:12:21.840 --> 00:12:25.520 more to you? Being right or being thin? I was like, I just had a, I had to have a sit 176 00:12:25.520 --> 00:12:28.440 on with her. And I was like, just be real. But if being right is more born to you, I was 177 00:12:28.440 --> 00:12:32.360 like, then, then you can be right. I was like, but which one's more important to you? 178 00:12:32.360 --> 00:12:36.480 Being right, being thin. And she was like, I want to be thin. And I was like, then 179 00:12:36.480 --> 00:12:43.080 fucking do this. And so she did. And of course, she lost a bunch of weight and then she became 180 00:12:43.080 --> 00:12:46.440 one of my top clients and then she started referring everyone. And the thing is, is that 181 00:12:46.440 --> 00:12:50.360 when you see a level five, turn into a level one, you're like, oh my God. And the thing 182 00:12:50.440 --> 00:12:54.440 is they become absolute ambassadors, brand champions for you because you help them get 183 00:12:54.440 --> 00:12:57.840 over that. And so I say this from a business owner perspective, because don't lose hope 184 00:12:57.840 --> 00:13:02.360 on those people. Sometimes you just have to say, do you want to be right or do you want 185 00:13:02.360 --> 00:13:10.400 this outcome? I'm cool either way. But you're the one who has to live with it. And so she 186 00:13:10.400 --> 00:13:15.360 decided that she wanted to be thin, which is awesome. And so it's kind of one of those, 187 00:13:15.360 --> 00:13:19.000 it's kind of like, it's interesting that in like neat, so matrix and star were probably 188 00:13:19.000 --> 00:13:26.280 two of my favorite kind of universes of movies. But like Morpheus and Yoda sit in very 189 00:13:26.280 --> 00:13:31.400 similar positions in terms of the guide for the main character. And so there's a point 190 00:13:31.400 --> 00:13:35.960 in the dojo where Morpheus looks at Neo and he says, stop trying to hit me and hit me. 191 00:13:35.960 --> 00:13:40.480 And so the point there is that when you, it's basically the difference between going through 192 00:13:40.480 --> 00:13:48.480 the motions, acting as if versus actually trying to succeed. There's trying to do the 193 00:13:48.480 --> 00:13:53.120 things that looks like success versus actually trying to win. So replace stop trying to hit 194 00:13:53.120 --> 00:13:57.840 me and hit me with stop trying to win and win. Stop trying to make ads work and make 195 00:13:57.840 --> 00:14:02.560 ads work. Stop trying to hire the sales guy and hire the sales guy. Right. And so that's 196 00:14:02.560 --> 00:14:07.680 the idea that like a no fail situation where there's absolutely somebody. This is like 197 00:14:07.680 --> 00:14:11.520 the the founder who says, no one can sell like I can sell. Yeah. No shit. There's people 198 00:14:11.520 --> 00:14:15.480 who sell way better than you. Right. You just haven't found them yet. Okay. That means 199 00:14:15.560 --> 00:14:20.600 that it's possible. So what are you complaining about? You just need to go do more. Stop 200 00:14:20.600 --> 00:14:25.160 trying to make your marketing work and make your marketing work. Stop trying to prove yourself 201 00:14:25.160 --> 00:14:30.760 right that you're special and win. It's the same reason that Yoda says there is no try. 202 00:14:32.120 --> 00:14:38.040 There's only fail or do and not do. And so it's the same concept because the reason that 203 00:14:38.040 --> 00:14:43.960 try is such an insidious concept is because it allows the possibility of failure. It basically 204 00:14:44.040 --> 00:14:49.640 says that there is a way that this won't work. But if you fundamentally believe that if like 205 00:14:49.640 --> 00:14:54.520 even at level two, if someone else can do it so can I, then there is zero possibility of failure 206 00:14:54.520 --> 00:15:01.720 because if they can do it, I will do it. And obviously the level above that is even though no one 207 00:15:01.720 --> 00:15:08.840 has done it, it is not impossible. And therefore I will. And so that's the that's the top down 208 00:15:08.840 --> 00:15:13.000 approach that I would approach. I said there's two levels of this in terms of of thinking through 209 00:15:13.000 --> 00:15:18.040 becoming the best student is that where are you on that on that pyramid? Are you level one, 210 00:15:18.040 --> 00:15:21.960 are you level two, level three, level four? And are you in different places in different domains? 211 00:15:21.960 --> 00:15:26.520 Are you some way in your fitness life or some way in your marriage or spouse life or some way in 212 00:15:26.520 --> 00:15:32.680 your in your business life? And notice how you approach it differently. And then look at the one 213 00:15:32.680 --> 00:15:36.280 that you're most successful because you're probably going to be better, hopefully better, one of those 214 00:15:36.280 --> 00:15:40.680 domains than the other. And think about the thought process you have when you approach it and use 215 00:15:40.680 --> 00:15:45.960 try and think about using that set of beliefs and systems on the one that you fail at the most. 216 00:15:45.960 --> 00:15:52.440 And that has been helpful for me. Now, the question that I always like to ask because obviously 217 00:15:52.440 --> 00:15:59.480 good I've been in the education world and I like education a lot is why do we have unequal outcomes? 218 00:15:59.480 --> 00:16:03.960 Why is it that you've got a hundred people who start and you've got one guy who murders it, 219 00:16:03.960 --> 00:16:08.920 one guy who tanks and then you've got all these people in between. And so this is the bottom 220 00:16:08.920 --> 00:16:16.280 up approach in terms of thinking about this is the number of skills someone has going into an 221 00:16:16.280 --> 00:16:25.560 education process program, whatever predicts their success. So let me explain. So if you and this 222 00:16:25.560 --> 00:16:29.000 this happens all the time, this is the I went through three different things and then I did this 223 00:16:29.000 --> 00:16:32.920 thing and then it finally worked. But what you didn't know is that you were building this bridge 224 00:16:32.920 --> 00:16:37.800 towards an outcome. And the first thing you did gave you the first five bricks. And the second 225 00:16:37.800 --> 00:16:41.960 thing you did give you the second five bricks and the third thing you'd give the next five bricks. 226 00:16:41.960 --> 00:16:45.560 And then the last thing you did just gave you the one last brick you needed to finish the bridge 227 00:16:45.560 --> 00:16:50.840 across from where you are to wherever you wanted to go. But the thing is that we attribute all of 228 00:16:50.840 --> 00:16:55.560 the success to the last brick just because it was the most recent, not because it was the most 229 00:16:55.560 --> 00:16:59.800 important. It's the same thing is like it's kind of weird in the world of like education and 230 00:16:59.800 --> 00:17:04.520 business education. It's like, oh man, I you know, I used to think this guy was good. Now I 231 00:17:04.760 --> 00:17:09.160 learned from this guy, but it's like saying, yeah, my kindergarten teacher taught me a simple 232 00:17:09.160 --> 00:17:13.720 addition. And then my algebra teacher, wow, he really taught me that guy who taught me, you 233 00:17:13.720 --> 00:17:18.600 know, simple additions and idiot is like, no, he taught you what you needed to get to where you're at 234 00:17:18.600 --> 00:17:24.040 now because skills and education builds on themselves. And so you were able to be successful 235 00:17:24.040 --> 00:17:28.840 with the algebra teacher because you had the simple arithmetic teacher beforehand. And so 236 00:17:29.560 --> 00:17:32.840 we have this weird thing where you get to an advanced level and you think that the person who 237 00:17:32.840 --> 00:17:37.480 taught you the basics was somehow wrong. They were just the different part in your process in 238 00:17:37.480 --> 00:17:43.560 the stage and building the bridge. And so the reason that's that that some people are successful 239 00:17:43.560 --> 00:17:48.440 and you are the last brick, if you were a business owner for that particular business is that 240 00:17:48.440 --> 00:17:53.800 they were able to assemble all those skills at a time. Now the more skills someone comes in with 241 00:17:53.800 --> 00:17:57.720 and also the more meta skills that someone comes in with, the more likely they are to be successful. 242 00:17:57.720 --> 00:18:02.680 And the reason for that is the vaguer, the instructions can be. And so for example, 243 00:18:02.680 --> 00:18:07.080 someone can come to me and say, hey, Alex, can you build a nose strip company for me? And I would 244 00:18:07.080 --> 00:18:11.960 say, sure, because I have that skill set to build. I have all of them, right? Like I know how to 245 00:18:11.960 --> 00:18:15.400 market, I know to sell, I know to get product, I know to do logistics, all that stuff. They can 246 00:18:15.400 --> 00:18:20.440 just say that vague of instructions and I can go do it because I have that skill, right? Now that 247 00:18:20.440 --> 00:18:25.560 stack of skills rather, the meta skills you have allowed you to bridge the gap where things are vague. 248 00:18:25.560 --> 00:18:30.520 And the vast majority of education basically has to meet people at some level because if you truly 249 00:18:30.520 --> 00:18:34.920 start at zero, then it has to be like, here's how a computer works. Here's how a phone works. 250 00:18:34.920 --> 00:18:39.400 Here's how you use the internet, right? And of course, most things that you do in education aren't 251 00:18:39.400 --> 00:18:43.640 at that level. They're higher up than that. But the thing is, is that you might be a level four 252 00:18:43.640 --> 00:18:47.720 of education here, but a level one at one of the steps. And then all of a sudden, it quote, 253 00:18:47.720 --> 00:18:52.840 doesn't work for you. But it's because you actually are have a remedial level of education on that 254 00:18:52.840 --> 00:18:58.680 step. And that's where having the meta cut meta, meta skill of like, I mean as simple as this is 255 00:18:59.320 --> 00:19:07.560 30% of people can't read good. They're not even literate. And so of course, they're going to have 256 00:19:07.560 --> 00:19:12.760 a harder time trying to learn anything because they can't even have the ability to learn, right? 257 00:19:13.400 --> 00:19:19.080 And so I think about this. And so if something is filled for you in the past, rather than blaming the 258 00:19:19.080 --> 00:19:24.760 thing, blaming the fact that you did not have sufficient skills to make it work. And even in the 259 00:19:24.760 --> 00:19:29.640 most counter example where something's absolutely just absolute toxic because it does happen, right? 260 00:19:30.200 --> 00:19:36.520 I think you can still learn what not to do. Some of us had phenomenal examples of what not to do 261 00:19:36.520 --> 00:19:43.000 in a marriage from our parents. Some of us had exceptional examples of how not to parent from our 262 00:19:43.000 --> 00:19:48.680 parents. We've had exceptional examples of how not to boss from our bosses. We've had exceptional 263 00:19:48.680 --> 00:19:54.680 examples of how not to deliver a product from a business. And so sometimes it's using inversion 264 00:19:54.680 --> 00:19:59.480 thinking of like, okay, what are all the things that made this horrible? And then do the exact 265 00:19:59.480 --> 00:20:05.480 opposite of that. And I think that that's why you can always ROI every single experience you have 266 00:20:05.480 --> 00:20:10.600 because you can always either benefit from it or benefit from the inverse of it. And I think both 267 00:20:11.560 --> 00:20:15.880 if you have such a terrible experience, you're like new and innovative ways to ruin my experience. 268 00:20:15.880 --> 00:20:21.000 Wow. I didn't even know this existed. Well, if I can do the inverse of that, then still will give 269 00:20:21.000 --> 00:20:26.600 me the benefit of learning from this experience. I still, as much as they wanted to make me fail, 270 00:20:26.600 --> 00:20:36.840 I still got better. Like I still will win. And so I'll wrap this with a scene that I like a lot 271 00:20:36.840 --> 00:20:43.480 from Invictus, which is a movie from 2006. It's Morgan Freeman and Matt Damon and Morgan Freeman's 272 00:20:43.480 --> 00:20:47.640 Nelson Mandela and Matt Damon's like the head of the rugby team and it's right during the apartheid 273 00:20:47.640 --> 00:20:54.040 when it's the whole racism is that it's, you know, max or whatever. And he says, I'll read to the 274 00:20:54.040 --> 00:20:58.360 quote. He says, how's your ankle? Is it healed? It's one of the first questions he asks, he's like, 275 00:20:58.360 --> 00:21:02.760 I heard that your ankle, you know, it was hurt. You know, is it healed? He asked that the head guy 276 00:21:02.760 --> 00:21:06.520 and he said, the truth is, sir, this is Matt Damon responding. He said, the truth is, sir, 277 00:21:06.600 --> 00:21:13.960 you never played 100% and Mandela responds as in sports, as in life. And I liked that a lot. 278 00:21:13.960 --> 00:21:17.800 I remember hearing it being like, whoa, that like for whatever reason, it just hit me when I heard 279 00:21:17.800 --> 00:21:24.120 that because we have so many times where we blame the conditions for the lack of success, 280 00:21:24.120 --> 00:21:29.960 but the reality is that the champions create success regardless of the conditions. And so they 281 00:21:29.960 --> 00:21:35.080 don't look at the education system. They don't look at the thing that the teacher gave. They don't 282 00:21:35.080 --> 00:21:40.040 look at what the vendor provided and think, well, I'm going to prove that they were bad so that I 283 00:21:40.040 --> 00:21:45.960 can be right. They just win no matter what. And so I think it's like kind of like Tom Brady of like, 284 00:21:45.960 --> 00:21:50.360 okay, well, he can go to a different team and still go to the championship, still change the 285 00:21:50.360 --> 00:21:57.080 conditions because he forces the winning to occur. And that's why like that is the like that is the 286 00:21:57.080 --> 00:22:01.240 quintessential thing that like if you look at your team, if you're a business owner, you're like, 287 00:22:01.240 --> 00:22:06.120 who on my team is a level one? Who's a level two? Who's a level three? Who's a level four? 288 00:22:06.120 --> 00:22:09.960 Who's a level five? Who wants to just like prove that my thing's not going to work? Who's 289 00:22:09.960 --> 00:22:14.200 just like, we'll see if it works? Who's like, I think this can work. Other people have done it. We 290 00:22:14.200 --> 00:22:19.080 can do it too. And who's like, we will be the first to do it because there's no reason we can't. 291 00:22:19.800 --> 00:22:24.520 And I think it's a great way to measure and assess your team. I think it's a great way for you to 292 00:22:24.520 --> 00:22:29.720 measure and assess yourself and apply it between different domains. And so I think as I think about 293 00:22:29.720 --> 00:22:39.400 these things for myself, I think the biggest thing that I've been fortunate with is I hate the idea 294 00:22:39.400 --> 00:22:44.360 of someone making me worse and I hate the idea of, quote, not getting better from something I invest 295 00:22:44.360 --> 00:22:50.360 time and money into. And so I've always had the desire to be the number one person in anything that 296 00:22:50.360 --> 00:22:54.840 I ever try and learn. And so it's like, even if this guy's mediocre, I'm going to be the best 297 00:22:54.840 --> 00:22:58.600 student he's ever had, no matter what, which has come to bite me in the ass because every 298 00:22:58.600 --> 00:23:02.120 single person ever bought something from has claimed that they're the reason for my success. 299 00:23:02.120 --> 00:23:06.600 But the thing is, is that, all right, I'm just going to get real nasty with you. 300 00:23:07.480 --> 00:23:10.520 I've been more successful than every one of their customers and them. 301 00:23:13.320 --> 00:23:20.280 So like, fuck you. And so I've always taken it from the approach of replicate before you iterate. 302 00:23:20.360 --> 00:23:24.600 So I don't try and get fancy. So this is, I'm shifting gear sale because I just got a little 303 00:23:24.600 --> 00:23:31.800 little passionate about this. But like, I, I will do everything they said to the T 304 00:23:33.960 --> 00:23:37.480 to replicate what they've done. So if I want to learn something from them, they have been able 305 00:23:37.480 --> 00:23:42.440 to do it. And I will do exactly what they did. And then I can get the same result. And then once 306 00:23:42.440 --> 00:23:45.720 I replicated it, then I'm like, all right, here's seven ways I can do this better than them. 307 00:23:46.440 --> 00:23:50.440 And then I will iterate. But I think one of the other issues that happens is people try to iterate 308 00:23:50.440 --> 00:23:53.720 before they replicate. And the thing is, unless you, unless you've learned to replicate, you don't 309 00:23:53.720 --> 00:23:57.720 know why it worked to begin with. And so you have to retrace the steps. You have to pick up the 310 00:23:57.720 --> 00:24:02.040 breadcrumbs and be like, okay, that's, we did this because there's that hole there. Okay, we did 311 00:24:02.040 --> 00:24:05.480 this because there's that problem there. Okay, got it, got it. Now I have a good lay of the land. 312 00:24:05.480 --> 00:24:10.120 Now with the other skills that I have that the person who taught me doesn't have, I will make 313 00:24:10.120 --> 00:24:14.920 this better. And that's how I think you can stare step your way, learn from as many people as 314 00:24:14.920 --> 00:24:19.160 you can. And when you learn by your, from your third teacher, you can pull from your first and 315 00:24:19.160 --> 00:24:22.920 second teacher to try and make what you learn from the third teacher better. But the thing is, 316 00:24:22.920 --> 00:24:28.120 is that any of these paths, you just have to start learning and be willing to know that no matter 317 00:24:28.120 --> 00:24:32.200 what happens, as long as you execute, you will learn either what to do or what not to do, but you 318 00:24:32.200 --> 00:24:37.080 learn either way. And I think that gives you a no fail situation as a student because it means 319 00:24:37.080 --> 00:24:44.360 you become an inevitability. Like I will win. Whether it's with you, the next guy, the guy for 320 00:24:44.360 --> 00:24:49.640 that I will win. I will figure this out because there's no way that this is impossible. There's no 321 00:24:49.640 --> 00:24:54.520 reason that Facebook ads can work for other people's businesses. No, Mike, there's no reason that 322 00:24:54.520 --> 00:24:58.360 doing a drug mail campaign, if I can get it into the right business, I understand that I cannot 323 00:24:58.360 --> 00:25:04.440 find a way to monetize that. There's no way that somebody else can be have a, have a billion dollar 324 00:25:04.440 --> 00:25:08.200 roofing company and I have a roofing company that's only doing a million dollars a year. I don't need 325 00:25:08.280 --> 00:25:16.600 to change industries. If they can do it, I can do it. There's a way. And I just don't know how yet, 326 00:25:16.600 --> 00:25:21.320 but that's a me problem, not a universe problem. And the thing that everyone keeps messing up about 327 00:25:21.320 --> 00:25:25.240 this is that they're trying to think that like they're proving the system right or they're proving 328 00:25:25.240 --> 00:25:29.800 their teacher right or proving the guru right, but you're not doing any of that. You're proven to 329 00:25:29.800 --> 00:25:35.720 yourself yet again that you can win no matter what. And I think that's the big difference because 330 00:25:35.720 --> 00:25:39.720 some people like don't want to win because they want to prove that the teacher is bad. It's like 331 00:25:39.720 --> 00:25:43.720 that's that's like drinking poison and hoping the other person dies. It's one of the dumbest things 332 00:25:43.720 --> 00:25:49.080 I can possibly imagine like you want to sacrifice your outcome, your success because you want to show 333 00:25:49.080 --> 00:25:52.920 that someone else is bad. Like the best way to show that someone else is bad is to beat them. 334 00:25:55.400 --> 00:25:58.760 And then just keep winning and move on with your life and get them to shrink into a relevance as 335 00:25:58.760 --> 00:26:02.760 you grow into your potential. I really wanted to give you sexy outro for this podcast, but at the 336 00:26:02.760 --> 00:26:07.240 end of the day winners win and they win because of who they are, not because of what happens to them. 337 00:26:07.800 --> 00:26:08.920 That's it. See you next week.