WEBVTT 1 00:00:00.000 --> 00:00:03.120 how you are acting the present already proves the thing 2 00:00:03.120 --> 00:00:04.720 that you're claiming that you want. 3 00:00:04.720 --> 00:00:05.760 So you're already wanted. 4 00:00:05.760 --> 00:00:07.800 You're just gonna keep doing the stuff. 5 00:00:07.800 --> 00:00:09.320 There's no magic bullet. 6 00:00:09.320 --> 00:00:11.120 You just keep going. 7 00:00:11.120 --> 00:00:13.280 Because either you keep going or you die. 8 00:00:13.280 --> 00:00:15.520 And if you don't die, you succeed it. 9 00:00:15.520 --> 00:00:17.760 I would just say, stop, just don't judge yourself 10 00:00:17.760 --> 00:00:19.240 on how you feel. 11 00:00:19.240 --> 00:00:21.800 Judge yourself by what you do, despite how you feel. 12 00:00:21.800 --> 00:00:28.520 Welcome to the game where we talk about how to get more customers, 13 00:00:28.520 --> 00:00:30.520 how to make more customers, how to keep them longer. 14 00:00:30.520 --> 00:00:32.960 And the many failures and lessons we have learned along the way. 15 00:00:32.960 --> 00:00:35.720 I hope you enjoy and subscribe. 16 00:00:35.720 --> 00:00:37.560 One question that I had. 17 00:00:37.560 --> 00:00:40.480 It's been brewing in my mind since I'm pretty early in my career 18 00:00:40.480 --> 00:00:46.600 in the sense of two years, three years. 19 00:00:46.600 --> 00:00:49.920 Is what's the one question that you wish you would have asked 20 00:00:49.920 --> 00:00:54.160 to yourself earlier in your entrepreneurial career 21 00:00:54.160 --> 00:00:58.160 went face with a little bit on certainty and direction. 22 00:00:58.160 --> 00:00:59.840 And I know that's probably a hefty question. 23 00:00:59.840 --> 00:01:02.680 And what's it give you gotten context for myself, too? 24 00:01:02.680 --> 00:01:06.360 It's like 90% of my business is in person. 25 00:01:06.360 --> 00:01:10.160 In terms of online, that's the kind of the direction 26 00:01:10.160 --> 00:01:12.240 of whether or not I really want to go towards. 27 00:01:12.240 --> 00:01:16.600 More specifically creating almost like a wad of five version 28 00:01:16.600 --> 00:01:19.120 of kettlebells platform. 29 00:01:19.120 --> 00:01:21.800 So it's just basically just trying to figure out 30 00:01:21.800 --> 00:01:25.720 what step is going to be there. 31 00:01:25.720 --> 00:01:27.920 OK, so me asking myself a question is always going 32 00:01:27.920 --> 00:01:29.720 to be different than you asking something for you 33 00:01:29.720 --> 00:01:30.840 because we're different people, right? 34 00:01:30.840 --> 00:01:31.680 And we have different goals. 35 00:01:31.680 --> 00:01:34.480 And so everything usually ladders up to like, what's the goal? 36 00:01:34.480 --> 00:01:35.640 What's the why? 37 00:01:35.640 --> 00:01:38.280 And so right now, do you have like a monetary goal? 38 00:01:38.280 --> 00:01:39.320 Do you have an impact goal? 39 00:01:39.320 --> 00:01:40.480 And believe me, I have no issues. 40 00:01:40.480 --> 00:01:42.040 If you're like, I just want to make a certain amount of money. 41 00:01:42.040 --> 00:01:44.720 I get that because any of the businesses that you just mentioned, 42 00:01:44.720 --> 00:01:47.240 so whether it's the brick and mortar business 43 00:01:47.280 --> 00:01:50.000 or you want to start doing training for those people online 44 00:01:50.000 --> 00:01:52.720 or it's doing the wad of five version, which is basically 45 00:01:52.720 --> 00:01:55.360 no service and just providing workouts and whatnot. 46 00:01:55.360 --> 00:01:57.320 All of those are potential businesses, 47 00:01:57.320 --> 00:01:59.440 but pursuing all of them at the same time 48 00:01:59.440 --> 00:02:02.040 will virtually guarantee that you don't succeed at any of them. 49 00:02:02.040 --> 00:02:04.440 And so the biggest issue when you're starting out 50 00:02:04.440 --> 00:02:07.200 is just picking the path and being willing to commit to it 51 00:02:07.200 --> 00:02:09.640 with the uncertainty that comes with it. 52 00:02:09.640 --> 00:02:11.800 Because like every entrepreneurial path has uncertainty. 53 00:02:11.800 --> 00:02:13.680 Like, and that's what makes entrepreneurship hard. 54 00:02:13.680 --> 00:02:15.440 It's literally the not knowing. 55 00:02:15.520 --> 00:02:18.320 And the pain of suffering consequences for ignorance. 56 00:02:18.320 --> 00:02:19.840 For things that you've learned now that you're like, 57 00:02:19.840 --> 00:02:21.520 if I had only known then, what I know now, 58 00:02:21.520 --> 00:02:23.840 and that's every entrepreneur until the day they die. 59 00:02:23.840 --> 00:02:25.760 And it's just wishing that it were different 60 00:02:25.760 --> 00:02:27.440 that causes a lot of the struggle. 61 00:02:27.440 --> 00:02:30.160 So which of these things of the three that I just mentioned, 62 00:02:30.160 --> 00:02:32.600 like which of those is the one that like lights you up the most? 63 00:02:32.600 --> 00:02:34.440 I mean, in person training, obviously, 64 00:02:34.440 --> 00:02:36.440 like we live in a small beach town community 65 00:02:36.440 --> 00:02:40.320 where everybody knows everybody on a family, it can be. 66 00:02:40.320 --> 00:02:42.800 I would say there's that comfort factor. 67 00:02:42.800 --> 00:02:45.720 It almost in one scope is very beneficial 68 00:02:45.720 --> 00:02:48.600 because it is so comfortable in reality to do 69 00:02:48.600 --> 00:02:51.000 like comfort is the enemy of achievement and growth. 70 00:02:51.000 --> 00:02:53.640 So it's like, I know like the comfortable side 71 00:02:53.640 --> 00:02:55.800 is the in person, and it's the community 72 00:02:55.800 --> 00:02:57.000 and it's fun, it's family friends, 73 00:02:57.000 --> 00:02:59.560 whereas the uncomfortable more challenging, 74 00:02:59.560 --> 00:03:03.840 but also very big picture wise would be the online, 75 00:03:03.840 --> 00:03:05.280 the only full tilt that side. 76 00:03:05.280 --> 00:03:08.600 Now I've briefed into the gap of like three day launches, 77 00:03:08.600 --> 00:03:11.800 four day launches of small ticket, low ticket offers, 78 00:03:11.800 --> 00:03:16.080 but in terms of trying to scale and make an impact. 79 00:03:16.080 --> 00:03:17.960 The world's really big, that's always really hard 80 00:03:17.960 --> 00:03:19.800 because I remember I had a, we had an event 81 00:03:19.800 --> 00:03:20.920 with gym owners and somebody stood up, 82 00:03:20.920 --> 00:03:21.760 I said, what's your mission? 83 00:03:21.760 --> 00:03:23.640 They're like, I want to impact one million lives. 84 00:03:23.640 --> 00:03:25.480 I was like, did you have a brick and mortar location 85 00:03:25.480 --> 00:03:26.840 that has like 200 members? 86 00:03:26.840 --> 00:03:28.760 Like if you really want to do that, 87 00:03:28.760 --> 00:03:30.480 then you'd approach it very differently 88 00:03:30.480 --> 00:03:32.600 or you'd have a time rise and that's the rest of your life. 89 00:03:32.600 --> 00:03:33.520 Right, it's like one of the other. 90 00:03:33.520 --> 00:03:34.960 I feel like I want to do that in three years, 91 00:03:34.960 --> 00:03:36.400 you wouldn't start with a brick and mortar location. 92 00:03:36.400 --> 00:03:38.760 And so the thing is, is that what you said earlier 93 00:03:38.760 --> 00:03:41.000 is like you feel comfortable and it sounds like you want to grow. 94 00:03:41.000 --> 00:03:43.000 I just want to make sure that's correct before I keep going. 95 00:03:43.000 --> 00:03:45.800 Okay, so there was like an underlying assumption 96 00:03:45.800 --> 00:03:46.960 at least that was unspoken 97 00:03:46.960 --> 00:03:48.480 and I just want to draw attention to it, 98 00:03:48.480 --> 00:03:51.720 which was the brick and mortar thing is comfortable, 99 00:03:51.720 --> 00:03:53.000 it's family, it's friendly, it's fun, 100 00:03:53.000 --> 00:03:54.720 I'm assuming it's profitable, I'm assuming you're making 101 00:03:54.720 --> 00:03:55.960 some money doing that. 102 00:03:55.960 --> 00:03:58.160 The thing is is like you could just doing more 103 00:03:58.160 --> 00:03:59.480 of what you're currently doing 104 00:03:59.480 --> 00:04:01.440 and saying like how do I open a second location 105 00:04:01.440 --> 00:04:04.200 or how do I open five locations over the next five years 106 00:04:04.200 --> 00:04:06.920 or whatever it is, that would produce probably 107 00:04:06.920 --> 00:04:09.680 just as much of a challenge as going on linewood 108 00:04:09.680 --> 00:04:12.520 except you already have two years of learnings 109 00:04:12.520 --> 00:04:14.800 on how to run that business where you have none 110 00:04:14.800 --> 00:04:16.120 in the online space. 111 00:04:16.120 --> 00:04:19.240 And so like you always just want to stack knowledge 112 00:04:19.240 --> 00:04:21.120 within a specific vertical so that you just go deeper 113 00:04:21.120 --> 00:04:22.600 and deeper on it because that's where the compounding 114 00:04:22.600 --> 00:04:23.760 returns happen. 115 00:04:23.760 --> 00:04:24.880 Like the richest people that I know 116 00:04:24.880 --> 00:04:26.840 have been in the same space for 40 years. 117 00:04:26.840 --> 00:04:28.600 They just know everything there is to know about the space 118 00:04:28.600 --> 00:04:30.880 and like that's how they've made their money. 119 00:04:30.880 --> 00:04:33.520 And so with what you're doing, 120 00:04:33.520 --> 00:04:35.440 you can either open a location that's not necessarily 121 00:04:35.440 --> 00:04:37.280 and it's you beach down and test your metal 122 00:04:37.280 --> 00:04:38.200 and see how good you are. 123 00:04:38.200 --> 00:04:41.080 It actually scaling a team, hiring somebody else, 124 00:04:41.080 --> 00:04:43.320 seeing if you can actually incentivize people, 125 00:04:43.320 --> 00:04:46.120 build a culture so that people want to work for you 126 00:04:46.120 --> 00:04:47.960 that you can recreate the success. 127 00:04:47.960 --> 00:04:50.080 And that'll show you whether the success that you had 128 00:04:50.080 --> 00:04:52.520 was because of you or because of your ability 129 00:04:52.520 --> 00:04:54.000 as a businessman, right? 130 00:04:54.000 --> 00:04:55.320 Cause like you can be a charismatic, 131 00:04:55.320 --> 00:04:56.800 razzle dazzle, dancing bear, 132 00:04:56.800 --> 00:04:58.920 in any brick and mortar business and it will work. 133 00:04:58.920 --> 00:05:01.600 It'll work, surface of the smile always works, right? 134 00:05:01.600 --> 00:05:03.800 And it's just hard to scale because most people 135 00:05:03.800 --> 00:05:05.240 don't care as much as owners do. 136 00:05:05.240 --> 00:05:07.760 But if you can create the model that has the incentives 137 00:05:07.760 --> 00:05:09.600 and the training in place and the procedures 138 00:05:09.600 --> 00:05:12.120 that can consistently create that five out of five 139 00:05:12.120 --> 00:05:14.120 experience that allow a second location 140 00:05:14.120 --> 00:05:16.960 to have the same amount of success as your first location, 141 00:05:16.960 --> 00:05:18.520 then you have something that absolutely can scale 142 00:05:18.520 --> 00:05:22.000 and create lots of enterprise value over time. 143 00:05:22.000 --> 00:05:27.000 So I would say either scale that or basically dial down 144 00:05:27.200 --> 00:05:30.240 your in person to as little as humanly possible 145 00:05:30.240 --> 00:05:32.280 of your time and then go on the online thing. 146 00:05:32.280 --> 00:05:34.800 But trying to do both will be very hard 147 00:05:34.800 --> 00:05:37.080 because what will happen is you'll start to do some online stuff, 148 00:05:37.080 --> 00:05:38.120 you'll start to see this traction, 149 00:05:38.120 --> 00:05:39.120 your gym will start going down, 150 00:05:39.120 --> 00:05:40.520 but that's your main source of income. 151 00:05:40.520 --> 00:05:42.800 Then you'll hop back to the gym, the online little dip 152 00:05:42.800 --> 00:05:43.840 and you'll go back and forth. 153 00:05:43.840 --> 00:05:45.880 And so that's why I'm so big on just committing 154 00:05:45.880 --> 00:05:47.760 to whatever thing is because any of them would work, 155 00:05:47.760 --> 00:05:49.960 but you'd have to be all in on it. 156 00:05:49.960 --> 00:05:51.080 And I know I'm running out of time, 157 00:05:51.080 --> 00:05:52.600 but I guess on that point too, 158 00:05:52.600 --> 00:05:55.880 it's like the one pillar that I guess I failed at that 159 00:05:55.880 --> 00:05:58.040 who was the freement flexibility. 160 00:05:58.040 --> 00:06:00.280 You know, this being a seasonal town, 161 00:06:00.280 --> 00:06:03.680 where it's like being able to essentially create a life 162 00:06:03.680 --> 00:06:07.440 where it allows me to own and be at the brick and mortar 163 00:06:07.440 --> 00:06:09.040 for, say, four months out of the year 164 00:06:09.040 --> 00:06:10.920 and then from there being able to let it all swear 165 00:06:10.920 --> 00:06:12.160 and then from there because at the end of the day, 166 00:06:12.160 --> 00:06:14.480 I don't have much responsibility here and aside 167 00:06:14.480 --> 00:06:16.360 from just the gym. 168 00:06:16.360 --> 00:06:18.320 I don't have anything else really that's kind of too home, 169 00:06:18.320 --> 00:06:22.200 but that's where I guess my owner was sorted in for a long period. 170 00:06:22.200 --> 00:06:24.160 Let me just give you step one here. 171 00:06:24.160 --> 00:06:26.480 I own a ton of brick and mortar locations as is. 172 00:06:26.480 --> 00:06:29.040 Like right now I've got 70 stores 173 00:06:29.040 --> 00:06:30.280 that I own between different companies 174 00:06:30.280 --> 00:06:31.400 that are brick and mortar locations. 175 00:06:31.400 --> 00:06:33.320 I'm not in any of them. 176 00:06:33.360 --> 00:06:36.440 And so like the idea that you need to go online 177 00:06:36.440 --> 00:06:38.560 in order to not be in person is a fallacy. 178 00:06:38.560 --> 00:06:39.640 That's not true. 179 00:06:39.640 --> 00:06:40.960 Like you can own your gym 180 00:06:40.960 --> 00:06:42.440 because like if you were to open a second location, 181 00:06:42.440 --> 00:06:43.520 you would be there either. 182 00:06:43.520 --> 00:06:46.320 And so the easiest way to test this one point of test 183 00:06:46.320 --> 00:06:47.520 is like if you can step out 184 00:06:47.520 --> 00:06:49.480 and just not go to the gym for a year, 185 00:06:49.480 --> 00:06:51.200 then maybe you can do the other thing. 186 00:06:51.200 --> 00:06:52.920 And if you haven't gone to the gym for a year, 187 00:06:52.920 --> 00:06:54.240 then maybe you'll do a second gym. 188 00:06:54.240 --> 00:06:55.920 And so I think no matter what path you do, 189 00:06:55.920 --> 00:06:58.040 this is probably a perfect end for this, 190 00:06:58.040 --> 00:07:01.840 which is you either are going to do the online thing 191 00:07:01.840 --> 00:07:03.480 after you figure out how to outsource the gym 192 00:07:03.480 --> 00:07:05.440 or delegate it and hire people who are awesome, 193 00:07:05.440 --> 00:07:08.240 or you decide you're going to do a second location. 194 00:07:08.240 --> 00:07:09.920 Either way, you're going to have to start 195 00:07:09.920 --> 00:07:11.640 with outsourcing the first gym. 196 00:07:11.640 --> 00:07:12.960 Appreciate you AJ. 197 00:07:12.960 --> 00:07:14.200 I appreciate you both. 198 00:07:15.280 --> 00:07:16.120 What's up? 199 00:07:16.120 --> 00:07:17.920 How do you say your name? 200 00:07:17.920 --> 00:07:18.720 He rod. 201 00:07:18.720 --> 00:07:19.800 He rod. 202 00:07:19.800 --> 00:07:20.640 How's it going? 203 00:07:20.640 --> 00:07:21.480 Yeah. 204 00:07:21.480 --> 00:07:22.320 Pretty good. 205 00:07:22.320 --> 00:07:23.160 How are you doing? 206 00:07:23.160 --> 00:07:24.000 Good man. 207 00:07:24.000 --> 00:07:26.760 So first of all, really appreciate the chance 208 00:07:26.760 --> 00:07:28.200 that you gave me. 209 00:07:28.200 --> 00:07:29.560 This means a lot to me. 210 00:07:29.560 --> 00:07:32.760 So let's say I want to start a business. 211 00:07:32.760 --> 00:07:37.480 And I can have a very grand vision of the business. 212 00:07:37.480 --> 00:07:41.920 So like Apple or Michael, they had this vision 213 00:07:41.920 --> 00:07:43.440 of like changing the whole world. 214 00:07:43.440 --> 00:07:43.960 OK. 215 00:07:43.960 --> 00:07:48.280 But I also can have a vision of just making enough money 216 00:07:48.280 --> 00:07:51.360 for me to survive and just work on my journey. 217 00:07:51.360 --> 00:07:51.880 Yeah. 218 00:07:51.880 --> 00:07:55.960 Let's for now assume that I've chosen the grand vision one. 219 00:07:55.960 --> 00:07:56.640 All right. 220 00:07:56.640 --> 00:08:00.400 So the real question here is, how do we keep working 221 00:08:00.400 --> 00:08:03.600 on this business for years when we're 222 00:08:03.600 --> 00:08:06.280 worried that it might get outdated? 223 00:08:06.280 --> 00:08:09.480 Because of a new AI or a technology? 224 00:08:09.480 --> 00:08:13.240 Or in other words, what do we do when we think our project might 225 00:08:13.240 --> 00:08:15.360 not be useful in the long run? 226 00:08:15.360 --> 00:08:17.840 I mean, what you're talking about is strategy. 227 00:08:17.840 --> 00:08:20.040 Like these are strategic decisions that we have to make. 228 00:08:20.040 --> 00:08:21.920 Like you make a big bet on where you think the market is 229 00:08:21.920 --> 00:08:23.400 going to be, not where it is today. 230 00:08:23.400 --> 00:08:25.680 If you're going to go after something that's that big, 231 00:08:25.760 --> 00:08:27.920 if you look at the companies that you just referenced, right? 232 00:08:27.920 --> 00:08:30.840 Like you look at Basos with Amazon, you look at Zuckerberg, 233 00:08:30.840 --> 00:08:34.120 you look at Microsoft, everyone of those guys 234 00:08:34.120 --> 00:08:37.080 started well off and well capitalized. 235 00:08:37.080 --> 00:08:40.880 So Basos was an investment banker from Wall Street, Bill Gates, 236 00:08:40.880 --> 00:08:43.280 parents were really well off and he was well off 237 00:08:43.280 --> 00:08:46.520 and whatnot Zuckerberg went to Harvard, same deal. 238 00:08:46.520 --> 00:08:48.720 And so like, if you want to really go after that, 239 00:08:48.720 --> 00:08:50.760 you would have to try and recreate the conditions. 240 00:08:50.760 --> 00:08:52.600 And I think that right now, the likelihood 241 00:08:52.600 --> 00:08:55.080 that that happens, giving your current situation is low. 242 00:08:55.080 --> 00:08:56.280 And I'm not saying that to dissuade you, 243 00:08:56.280 --> 00:08:58.080 I'm saying because I want to be realistic with you. 244 00:08:58.080 --> 00:09:00.400 Which is that you need to get your own head above water. 245 00:09:00.400 --> 00:09:03.000 Cause like right now, if you don't have the ability 246 00:09:03.000 --> 00:09:06.080 to make money on your own from a watchman or a perspective, 247 00:09:06.080 --> 00:09:07.840 like you need to get your head above water, 248 00:09:07.840 --> 00:09:09.800 because the only way that you can stick with something 249 00:09:09.800 --> 00:09:12.200 for the required amount of time 250 00:09:12.200 --> 00:09:15.280 in order for it to become world changing, 251 00:09:15.280 --> 00:09:16.800 like we're not talking even a decade. 252 00:09:16.800 --> 00:09:18.320 I mean, those companies, they're, you know, 253 00:09:18.320 --> 00:09:20.400 Facebook's 20 something years old, right? 254 00:09:20.400 --> 00:09:21.600 Just like context. 255 00:09:21.600 --> 00:09:24.640 And so the only way to get there is be able to breathe 256 00:09:24.680 --> 00:09:25.480 while you're going. 257 00:09:25.480 --> 00:09:27.520 And so I think that from a 101 perspective, 258 00:09:27.520 --> 00:09:29.680 starting, starting a simple business 259 00:09:29.680 --> 00:09:31.680 that you can generate income on that you know, 260 00:09:31.680 --> 00:09:34.080 you can learn the basics of business 261 00:09:34.080 --> 00:09:37.040 before trying to take on the biggest competitors 262 00:09:37.040 --> 00:09:39.760 in the most well capitalized arena, absolutely on your own. 263 00:09:39.760 --> 00:09:41.240 Not to say that that's impossible. 264 00:09:41.240 --> 00:09:44.200 It's just incredibly improbable given the circumstances 265 00:09:44.200 --> 00:09:45.160 that you just laid out. 266 00:09:45.160 --> 00:09:47.280 It would be really romantic for me to be like, 267 00:09:47.280 --> 00:09:49.200 dude, go chase your dream, go do that. 268 00:09:49.200 --> 00:09:52.040 But like I also would rather have you in a year 269 00:09:52.040 --> 00:09:53.920 making money on your own so that you can breathe. 270 00:09:53.920 --> 00:09:55.360 Because you might find out that if you actually 271 00:09:55.360 --> 00:09:58.560 start making money on your own, you might just like that. 272 00:09:58.560 --> 00:10:00.280 Because right now it's just the idea of the status 273 00:10:00.280 --> 00:10:02.600 of the dream of that, like it's in a morphous idea, 274 00:10:02.600 --> 00:10:03.720 with the amount of pain and suffering 275 00:10:03.720 --> 00:10:05.520 that you have to be able to put up with 276 00:10:05.520 --> 00:10:07.080 and not make money for that whole period of time, 277 00:10:07.080 --> 00:10:08.200 really tough. 278 00:10:08.200 --> 00:10:10.920 Okay, but wouldn't that cause another issue 279 00:10:10.920 --> 00:10:14.520 where because you decide to choose to solve a problem 280 00:10:14.520 --> 00:10:18.720 that is small, like smaller than the grandchildren, 281 00:10:18.720 --> 00:10:21.080 then you won't be able to scale much. 282 00:10:21.080 --> 00:10:22.000 That's not necessarily true. 283 00:10:22.000 --> 00:10:23.680 And also every one of those companies start small. 284 00:10:23.680 --> 00:10:24.520 Like Facebook wasn't like, 285 00:10:24.520 --> 00:10:26.640 we want to be the social media platform for the whole world. 286 00:10:26.640 --> 00:10:28.880 He wanted to map colleges. 287 00:10:28.880 --> 00:10:31.240 So they start with a niche and then they expand outwards. 288 00:10:31.240 --> 00:10:33.560 And so you'd want to much more narrowly define your problem 289 00:10:33.560 --> 00:10:34.480 before you go attack it. 290 00:10:34.480 --> 00:10:35.920 Because what you're going to try and do is build something 291 00:10:35.920 --> 00:10:36.880 that's going to be everything for everyone 292 00:10:36.880 --> 00:10:38.200 and it's going to be nothing for nobody. 293 00:10:38.200 --> 00:10:40.040 Strategy is prioritization. 294 00:10:40.040 --> 00:10:41.840 It's allocating limited resources 295 00:10:41.840 --> 00:10:43.560 against unlimited options. 296 00:10:43.560 --> 00:10:45.280 And so you have unlimited options, 297 00:10:45.280 --> 00:10:47.120 but you have very limited resources. 298 00:10:47.120 --> 00:10:49.160 And so in order to be successful, 299 00:10:49.160 --> 00:10:51.400 you have to narrow the problem that you're trying to solve. 300 00:10:51.400 --> 00:10:53.680 So you can allocate the small amount of resources you have 301 00:10:53.680 --> 00:10:56.240 to adequately solve that problem completely. 302 00:10:56.240 --> 00:10:58.960 And then from adequately solving that problem completely, 303 00:10:58.960 --> 00:11:00.640 like Amazon started with books 304 00:11:00.640 --> 00:11:03.480 and Facebook started with colleges you've solved 305 00:11:03.480 --> 00:11:05.040 and then you can go adjacent, right? 306 00:11:05.040 --> 00:11:07.080 So right now it just sounds exciting to say this, 307 00:11:07.080 --> 00:11:08.000 but like it's not reality. 308 00:11:08.000 --> 00:11:09.000 Like you have to pick one problem 309 00:11:09.000 --> 00:11:10.280 that you're going to get really good at solving 310 00:11:10.280 --> 00:11:11.280 and that's it. 311 00:11:11.280 --> 00:11:13.680 And then you can have an idea that in the future, 312 00:11:13.680 --> 00:11:16.200 but real, real, so many things are going to change between now 313 00:11:16.200 --> 00:11:19.160 and then and there's so much luck that has to concur. 314 00:11:19.160 --> 00:11:21.080 Because if you think about this zooming all the way out, 315 00:11:21.080 --> 00:11:24.480 the biggest companies in the world have super well capitalized people 316 00:11:24.480 --> 00:11:28.320 who are the best in the world made a good call and had luck. 317 00:11:28.320 --> 00:11:29.320 Because if you're number one, 318 00:11:29.320 --> 00:11:31.160 you have all the things plus luck. 319 00:11:31.160 --> 00:11:33.280 Like if you're number one in the whole world, 320 00:11:33.280 --> 00:11:35.640 it's all of it plus luck. 321 00:11:35.640 --> 00:11:37.760 The market moves in a direction that you never know. 322 00:11:37.760 --> 00:11:39.840 And so I would rather you just stick to a problem 323 00:11:39.840 --> 00:11:40.920 that you know you can absolutely solve 324 00:11:40.920 --> 00:11:42.520 given the resources you have. 325 00:11:42.520 --> 00:11:45.840 Learn the skills, make income, and then from there, 326 00:11:45.840 --> 00:11:47.400 you can go solve an adjacent problem 327 00:11:47.400 --> 00:11:48.320 or you might decide, you know what, 328 00:11:48.320 --> 00:11:49.680 I like this and I'm going to keep going with it. 329 00:11:50.200 --> 00:11:51.200 Thank you very much. 330 00:11:51.200 --> 00:11:52.040 You bet. 331 00:11:52.040 --> 00:11:52.880 That was really awesome. 332 00:11:52.880 --> 00:11:53.640 You bet you're right. 333 00:11:53.640 --> 00:11:55.000 Good luck, Matt. 334 00:11:55.000 --> 00:11:55.920 You too, thank you. 335 00:11:57.080 --> 00:11:59.480 All right, so this is our first tweet break interruption 336 00:11:59.480 --> 00:12:01.080 or not interruption, just tweet central. 337 00:12:01.080 --> 00:12:02.560 You're going to lose sleep. 338 00:12:02.560 --> 00:12:04.240 You'll doubt whether it'll work. 339 00:12:04.240 --> 00:12:06.240 You'll stress to make ends meet. 340 00:12:06.240 --> 00:12:07.880 You won't finish your to-do list. 341 00:12:07.880 --> 00:12:10.080 You'll wonder if you made the right call 342 00:12:10.080 --> 00:12:12.400 and have no way to know for years. 343 00:12:12.400 --> 00:12:15.160 This is what hard feels like and that's okay. 344 00:12:15.160 --> 00:12:17.520 When I was tweeting that, I was thinking to myself about, 345 00:12:17.520 --> 00:12:19.400 I think it was just stuff that I was going through 346 00:12:19.400 --> 00:12:20.240 at the moment. 347 00:12:20.240 --> 00:12:21.720 So if you guys don't know, my tweets actually just, 348 00:12:21.720 --> 00:12:23.240 they're not ghost-written, they're just me 349 00:12:23.240 --> 00:12:24.200 and they come throughout the day, 350 00:12:24.200 --> 00:12:25.400 like right before I got here. 351 00:12:25.400 --> 00:12:26.240 Jason Grabefoto is like, 352 00:12:26.240 --> 00:12:28.000 wait, I got to tweet this, something just came my head. 353 00:12:28.000 --> 00:12:29.240 And I think I was just just trying, 354 00:12:29.240 --> 00:12:31.240 because a lot of people say like entrepreneurship is hard, 355 00:12:31.240 --> 00:12:32.880 but I was like, it's such a vague term. 356 00:12:32.880 --> 00:12:34.600 I was like, what about it? 357 00:12:34.600 --> 00:12:36.120 Makes it difficult. 358 00:12:36.120 --> 00:12:38.200 And the thing that I keep coming back to 359 00:12:38.200 --> 00:12:39.360 that makes entrepreneurship difficult 360 00:12:39.360 --> 00:12:43.400 is that you have a known cost for an unknown payoff. 361 00:12:43.400 --> 00:12:46.280 You know every day that you're continuing to pay these bills 362 00:12:46.320 --> 00:12:49.880 both in time, energy, money, all of it. 363 00:12:49.880 --> 00:12:52.280 Every day you're paying this bill, right? 364 00:12:52.280 --> 00:12:54.800 But you don't get the paycheck back, 365 00:12:54.800 --> 00:12:55.960 you don't get the reward back. 366 00:12:55.960 --> 00:12:57.920 And sometimes it's a week, sometimes it's a month, 367 00:12:57.920 --> 00:12:58.760 sometimes it's a year. 368 00:12:58.760 --> 00:13:01.000 And sometimes more realistically, it's a year's plural 369 00:13:01.000 --> 00:13:02.280 before you get the paycheck back. 370 00:13:02.280 --> 00:13:03.560 And the paycheck isn't always money. 371 00:13:03.560 --> 00:13:05.320 Sometimes it's just knowing that the thing you said 372 00:13:05.320 --> 00:13:06.640 was going to happen happens, 373 00:13:06.640 --> 00:13:08.400 where that maybe your wife looks at you a different way 374 00:13:08.400 --> 00:13:10.200 or maybe it's your family that looks at you a different way. 375 00:13:10.200 --> 00:13:12.360 You want status in your community, whatever it is. 376 00:13:12.360 --> 00:13:13.640 Whatever that thing is, that paycheck 377 00:13:13.640 --> 00:13:15.720 that you're working for figuratively. 378 00:13:15.720 --> 00:13:19.280 And it just comes down to this absolute soul crushing 379 00:13:19.280 --> 00:13:22.400 uncertainty with the idea that no one can actually tell you. 380 00:13:22.400 --> 00:13:25.440 And you have this unquench desire to be able 381 00:13:25.440 --> 00:13:28.000 to predict the future while at the same time knowing 382 00:13:28.000 --> 00:13:29.000 that you can't. 383 00:13:29.000 --> 00:13:31.400 And you have this desire because every day you learn something 384 00:13:31.400 --> 00:13:32.600 and then you look back a year ago 385 00:13:32.600 --> 00:13:35.160 and you're like, why the hell did I not know this? 386 00:13:35.160 --> 00:13:36.000 Like I'm such an idiot. 387 00:13:36.000 --> 00:13:38.120 It feels like I'm starting all over again today 388 00:13:38.120 --> 00:13:39.720 because of what I just recently learned. 389 00:13:39.720 --> 00:13:43.280 All the work that I did at this point is useless. 390 00:13:43.320 --> 00:13:46.800 But that's the wrong way to see it 391 00:13:46.800 --> 00:13:49.320 because you are the work that you've been working on 392 00:13:49.320 --> 00:13:50.360 this entire time. 393 00:13:50.360 --> 00:13:52.840 And the fact that you can see what you were doing before 394 00:13:52.840 --> 00:13:55.080 was not nearly as fruitful as it could have been 395 00:13:55.080 --> 00:13:57.360 is the progress that you are making. 396 00:13:57.360 --> 00:14:00.440 And so like trying to consistently reframe that for myself 397 00:14:00.440 --> 00:14:03.760 has been really powerful in getting through harder times. 398 00:14:05.920 --> 00:14:07.640 Real quick guys, if you can think about how you found 399 00:14:07.640 --> 00:14:10.240 this podcast, somebody probably tweeted it, 400 00:14:10.240 --> 00:14:12.160 told you about it, shared it on Instagram 401 00:14:12.200 --> 00:14:13.400 or something like that. 402 00:14:13.400 --> 00:14:15.840 The only way this grows is through word of mouth. 403 00:14:15.840 --> 00:14:18.120 And so I don't run ads, I don't do sponsorships, 404 00:14:18.120 --> 00:14:19.120 I don't sell anything. 405 00:14:19.120 --> 00:14:21.480 My only ask is that you continue to pay it forward, 406 00:14:21.480 --> 00:14:23.240 whoever showed you or however you found out 407 00:14:23.240 --> 00:14:25.400 about this podcast that you do the exact same thing. 408 00:14:25.400 --> 00:14:28.520 So if it was a review, if it was a post, if you do that, 409 00:14:28.520 --> 00:14:29.360 it would mean the world to me 410 00:14:29.360 --> 00:14:30.440 and you'll throw some good karma out there 411 00:14:30.440 --> 00:14:31.640 for another entrepreneur. 412 00:14:33.160 --> 00:14:35.360 Oh my gosh, hi, you're amazing. 413 00:14:35.360 --> 00:14:36.840 Hello, what's up? 414 00:14:36.840 --> 00:14:39.120 So I learned a writing something, 415 00:14:39.120 --> 00:14:39.880 yeah, right? 416 00:14:39.880 --> 00:14:41.480 Or it's a lever, you can heal. 417 00:14:41.480 --> 00:14:44.280 Because I took your advice and I started writing 418 00:14:44.280 --> 00:14:46.400 for people that have more money and it's, yeah. 419 00:14:46.400 --> 00:14:48.520 So for each people problems, they pay better. 420 00:14:48.520 --> 00:14:51.360 Yes, but I also published my own book. 421 00:14:51.360 --> 00:14:52.200 Cool. 422 00:14:52.200 --> 00:14:54.240 And I traditionally published with publishers. 423 00:14:54.240 --> 00:14:55.080 Okay. 424 00:14:55.080 --> 00:14:56.240 And I've done it really well. 425 00:14:56.240 --> 00:14:58.680 But in the future, going forward, 426 00:14:58.680 --> 00:15:01.440 I want to publish my own book, self-publish my own. 427 00:15:01.440 --> 00:15:02.280 Love it. 428 00:15:02.280 --> 00:15:04.880 Cause that's just necessary, right? 429 00:15:04.880 --> 00:15:05.880 Yeah. 430 00:15:05.880 --> 00:15:07.680 Well, I have analysis paralysis. 431 00:15:07.680 --> 00:15:12.680 Because there's so many options to execute a strategy. 432 00:15:13.200 --> 00:15:15.160 Sometimes I don't know which options to pick 433 00:15:15.160 --> 00:15:17.480 to just execute the strategy for my next book. 434 00:15:17.480 --> 00:15:19.960 And my first goal is just to sell a thousand e-book copies. 435 00:15:19.960 --> 00:15:21.400 Not thin, even grand. 436 00:15:21.400 --> 00:15:22.400 Yeah, okay. 437 00:15:22.400 --> 00:15:25.560 And then when I settle on a strategy, 438 00:15:25.560 --> 00:15:28.640 I get scared because I don't know if it's going to work. 439 00:15:28.640 --> 00:15:29.480 Oh, yeah. 440 00:15:29.480 --> 00:15:30.360 And I said it went, oh, I'm just going to use 441 00:15:30.360 --> 00:15:32.040 like click-windows and that and that. 442 00:15:32.040 --> 00:15:34.200 And I'm like, oh, but I don't know if it's going to work. 443 00:15:34.200 --> 00:15:35.960 And then I'm back into the same place. 444 00:15:35.960 --> 00:15:36.800 Yeah. 445 00:15:37.160 --> 00:15:38.000 And then I do nothing. 446 00:15:38.000 --> 00:15:39.320 Yeah, understood. 447 00:15:39.320 --> 00:15:40.680 So two questions real quick. 448 00:15:40.680 --> 00:15:42.400 So when you say you have so many different strategy 449 00:15:42.400 --> 00:15:43.600 you can pick from, we're talking about different topics 450 00:15:43.600 --> 00:15:44.600 for the book. 451 00:15:44.600 --> 00:15:45.600 Is that what you're saying? 452 00:15:45.600 --> 00:15:46.600 No. 453 00:15:46.600 --> 00:15:47.920 So I know the book topic, but different options 454 00:15:47.920 --> 00:15:49.000 to execute a plan. 455 00:15:49.000 --> 00:15:51.840 So I think it's quick, quick funnels to execute a plan. 456 00:15:51.840 --> 00:15:53.720 Have you ridden the book yet? 457 00:15:53.720 --> 00:15:56.120 No, but the book will be your next easy part. 458 00:15:56.120 --> 00:15:57.120 Okay. 459 00:15:57.120 --> 00:15:57.640 I'm a writer. 460 00:15:57.640 --> 00:15:58.640 Okay. 461 00:15:58.640 --> 00:15:59.640 Okay. 462 00:15:59.640 --> 00:16:00.640 Okay. 463 00:16:00.640 --> 00:16:01.640 Cause I was like, I'm like, the book's the hard part. 464 00:16:01.640 --> 00:16:02.640 It sounds like it's the easy part. 465 00:16:02.640 --> 00:16:03.640 Um. 466 00:16:04.640 --> 00:16:05.640 Is it rough? 467 00:16:05.840 --> 00:16:06.840 Non-understood. 468 00:16:06.840 --> 00:16:08.800 You're asking the universe for a G&T 469 00:16:08.800 --> 00:16:10.080 that it will never give you. 470 00:16:10.080 --> 00:16:13.120 And you're waiting for a response 471 00:16:13.120 --> 00:16:16.840 in order to move forward from a universe that stays silent. 472 00:16:16.840 --> 00:16:17.840 Yeah. 473 00:16:17.840 --> 00:16:18.840 Right. 474 00:16:18.840 --> 00:16:20.080 And so you're just talking to dead people 475 00:16:20.080 --> 00:16:21.760 and waiting for a response. 476 00:16:21.760 --> 00:16:24.560 So like the thing is is the person you should be talking to 477 00:16:24.560 --> 00:16:25.680 is the marketplace. 478 00:16:25.680 --> 00:16:27.200 Cause they will always respond. 479 00:16:27.200 --> 00:16:28.800 Like when you knock they will open the door 480 00:16:28.800 --> 00:16:31.000 and they will tell you if fuck off or they open the door 481 00:16:31.000 --> 00:16:32.000 and they'll tell you they'll let you in. 482 00:16:32.000 --> 00:16:33.440 But either way they'll open the door. 483 00:16:33.440 --> 00:16:34.720 Let's play this out the other way. 484 00:16:34.760 --> 00:16:35.760 What are you afraid of? 485 00:16:35.760 --> 00:16:37.400 Cause like you seem very upbeat and you see, 486 00:16:37.400 --> 00:16:38.440 like obviously you've written this, 487 00:16:38.440 --> 00:16:39.760 you've written stuff before. 488 00:16:39.760 --> 00:16:41.560 And so like I'm not worried about your writing 489 00:16:41.560 --> 00:16:43.040 so you'll give them what you've said so far. 490 00:16:43.040 --> 00:16:44.280 So like what are you afraid of? 491 00:16:44.280 --> 00:16:45.600 Okay, so let's play it out. 492 00:16:45.600 --> 00:16:47.440 So let's say you, you have your book 493 00:16:47.440 --> 00:16:48.720 and you pick path one. 494 00:16:48.720 --> 00:16:49.560 It doesn't matter what it is. 495 00:16:49.560 --> 00:16:50.400 Pick path one. 496 00:16:50.400 --> 00:16:51.400 Okay, so what happens? 497 00:16:51.400 --> 00:16:52.240 So you put on an Amazon. 498 00:16:52.240 --> 00:16:53.320 You're like, I'm just gonna put on an Amazon 499 00:16:53.320 --> 00:16:54.160 and see what happens. 500 00:16:54.160 --> 00:16:55.400 All right, that's the easy path. 501 00:16:55.400 --> 00:16:56.480 Okay, then what? 502 00:16:56.480 --> 00:17:00.080 Yeah, I'm scared that I won't reach my number. 503 00:17:00.080 --> 00:17:01.160 And then what happens? 504 00:17:01.160 --> 00:17:02.560 I mean, I'll survive. 505 00:17:03.280 --> 00:17:05.840 But then I still don't know how to do it. 506 00:17:05.840 --> 00:17:08.720 And I'm also scared because I have self-published 507 00:17:08.720 --> 00:17:11.720 a couple books in the past that didn't reach my goal. 508 00:17:11.720 --> 00:17:12.560 Okay. 509 00:17:12.560 --> 00:17:14.560 And I know that feels like I don't want to feel like that again. 510 00:17:14.560 --> 00:17:15.720 So let me do this then. 511 00:17:15.720 --> 00:17:17.840 Let's reframe this because I have a lot of experience 512 00:17:17.840 --> 00:17:18.680 with setting goals. 513 00:17:18.680 --> 00:17:19.560 All right, so I feel pretty confident 514 00:17:19.560 --> 00:17:22.280 to talk about the topic, especially big goals. 515 00:17:23.400 --> 00:17:25.240 Make the big goals that you set, 516 00:17:25.240 --> 00:17:27.080 things that you can absolutely control. 517 00:17:27.840 --> 00:17:30.560 Like you cannot control how many people are your book. 518 00:17:30.560 --> 00:17:32.360 But you can control the amount of actions 519 00:17:32.360 --> 00:17:33.840 that you're willing to take that make it unreasonable 520 00:17:33.840 --> 00:17:35.760 that you don't sell the thousand copies. 521 00:17:35.760 --> 00:17:39.280 And so then you can judge how successful you were 522 00:17:39.280 --> 00:17:42.360 by how much you adhered to the actions that you committed to. 523 00:17:43.560 --> 00:17:46.880 And so if I were to say, you have to sell 10,000 books, 524 00:17:46.880 --> 00:17:50.760 not 1,000 books, 10,000 books. 525 00:17:50.760 --> 00:17:53.000 You have to or you lose your life in 12 months. 526 00:17:53.000 --> 00:17:53.920 You just die. 527 00:17:53.920 --> 00:17:54.760 That's it. 528 00:17:54.760 --> 00:17:55.600 You die. 529 00:17:55.600 --> 00:17:56.600 What would you do? 530 00:17:56.600 --> 00:17:57.440 Do. 531 00:17:57.440 --> 00:17:58.280 Every floor? 532 00:17:58.280 --> 00:18:00.200 Okay, okay. 533 00:18:00.200 --> 00:18:01.360 Like you're thinking about it. 534 00:18:01.880 --> 00:18:03.240 You have the leads book, right? 535 00:18:03.240 --> 00:18:05.040 There's eight different ways to advertise. 536 00:18:05.040 --> 00:18:06.680 And so you know that the more people find out about your stuff, 537 00:18:06.680 --> 00:18:08.280 the more people buy it. 538 00:18:08.280 --> 00:18:10.280 And you know, there's only four things you can do, right? 539 00:18:10.280 --> 00:18:11.360 You can talk to people in a one, 540 00:18:11.360 --> 00:18:13.240 you can make content, you can run ads, right? 541 00:18:13.240 --> 00:18:14.240 Or you can get other affiliates, 542 00:18:14.240 --> 00:18:15.800 you can get referrals once they read your book, 543 00:18:15.800 --> 00:18:16.960 or you can get agencies, 544 00:18:16.960 --> 00:18:18.720 or you can get employees to help you out. 545 00:18:18.720 --> 00:18:19.560 So what you got? 546 00:18:19.560 --> 00:18:20.640 Yeah. 547 00:18:20.640 --> 00:18:23.400 Okay, and so if you know that you have to take those actions, 548 00:18:24.480 --> 00:18:25.600 let's play this out a year. 549 00:18:25.600 --> 00:18:28.920 Let's say that you did absolutely everything on the plan. 550 00:18:28.960 --> 00:18:30.240 Like you're a plan of advertising, 551 00:18:30.240 --> 00:18:33.240 of letting people know about it for a year. 552 00:18:33.240 --> 00:18:34.440 And you did everything. 553 00:18:35.360 --> 00:18:37.400 And you sold 999 books. 554 00:18:37.400 --> 00:18:39.640 Would you consider it a failure? 555 00:18:39.640 --> 00:18:40.960 No, that would be a win. 556 00:18:40.960 --> 00:18:43.720 Okay, now if you sold 90 books, 557 00:18:43.720 --> 00:18:45.400 what's crazy is that it's just a number. 558 00:18:45.400 --> 00:18:46.920 It's just made up. 559 00:18:46.920 --> 00:18:48.120 It's completely made up. 560 00:18:48.120 --> 00:18:50.440 But I just want to reframe this because honestly, 561 00:18:50.440 --> 00:18:51.360 the thing that you're talking about 562 00:18:51.360 --> 00:18:53.560 is something that so many people deal with. 563 00:18:53.560 --> 00:18:56.360 And it's because you want to control things. 564 00:18:56.360 --> 00:18:57.920 You want to control the outcome and you're saying, 565 00:18:57.920 --> 00:19:00.040 I'm only willing to pay this price if there's this outcome. 566 00:19:00.040 --> 00:19:02.360 But you're seeing the outcome as the outcome 567 00:19:02.360 --> 00:19:03.600 rather than the skills that you develop 568 00:19:03.600 --> 00:19:04.520 along the way as the outcome. 569 00:19:04.520 --> 00:19:05.760 Because I can promise you this, 570 00:19:05.760 --> 00:19:08.000 this will not be the last book you write. 571 00:19:08.000 --> 00:19:08.840 Right. 572 00:19:08.840 --> 00:19:12.400 And so if you get to 100 sales instead of 1,000, 573 00:19:13.680 --> 00:19:15.200 then what's gonna happen realistically 574 00:19:15.200 --> 00:19:17.080 is that you will figure out the one thing 575 00:19:17.080 --> 00:19:19.800 or two things that actually work to sell books. 576 00:19:19.800 --> 00:19:23.200 And then I'll say, do 100 times more of that. 577 00:19:23.200 --> 00:19:25.120 And you can either choose to do that on this book 578 00:19:25.120 --> 00:19:27.360 or you can choose to do it on the next book. 579 00:19:27.360 --> 00:19:29.000 But the idea of like, I'm setting this thousands 580 00:19:29.000 --> 00:19:30.160 because you could have set a million books. 581 00:19:30.160 --> 00:19:31.000 It doesn't really matter. 582 00:19:31.000 --> 00:19:31.840 You're just setting it. 583 00:19:31.840 --> 00:19:32.680 You're making up a number and saying, 584 00:19:32.680 --> 00:19:34.040 this I feel is reasonable for me. 585 00:19:34.040 --> 00:19:35.880 But instead of making the number reasonable, 586 00:19:35.880 --> 00:19:38.200 make the actions that would lead to that, 587 00:19:38.200 --> 00:19:39.040 the reasonable thing. 588 00:19:39.040 --> 00:19:42.400 Like what can you commit to four hours a day of promotion? 589 00:19:42.400 --> 00:19:43.320 Yeah. 590 00:19:43.320 --> 00:19:44.160 Okay. 591 00:19:44.160 --> 00:19:45.440 Then make that the commitment. 592 00:19:45.440 --> 00:19:48.480 And I'll promise you that if you do that every day, 593 00:19:48.480 --> 00:19:49.680 one at the end of the year, 594 00:19:49.680 --> 00:19:51.640 you will feel accomplished because you actually 595 00:19:51.640 --> 00:19:53.680 did what you said you were gonna do. 596 00:19:53.680 --> 00:19:55.440 And I will tell you that the marketplace 597 00:19:55.440 --> 00:19:57.320 will also always recognize someone 598 00:19:57.320 --> 00:20:00.440 who puts four hours of work every single day into one thing. 599 00:20:00.440 --> 00:20:02.000 Well. 600 00:20:02.000 --> 00:20:03.240 And that you can control. 601 00:20:03.240 --> 00:20:04.080 Don't do my back. 602 00:20:04.080 --> 00:20:05.400 It was required. 603 00:20:05.400 --> 00:20:06.400 That's right. 604 00:20:06.400 --> 00:20:07.240 That's right. 605 00:20:07.240 --> 00:20:08.800 Because your best might not be good enough yet. 606 00:20:08.800 --> 00:20:09.560 That's true. 607 00:20:09.560 --> 00:20:11.120 Man, that was amazing. 608 00:20:11.120 --> 00:20:11.960 That's what I needed. 609 00:20:11.960 --> 00:20:12.800 Thank you. 610 00:20:12.800 --> 00:20:13.640 Good. 611 00:20:13.640 --> 00:20:14.640 Just promise me that you'll actually just commit 612 00:20:14.640 --> 00:20:16.240 to doing the work. 613 00:20:16.240 --> 00:20:17.880 If you do that, you do like, 614 00:20:17.880 --> 00:20:19.640 I have to get sell 10,000 books. 615 00:20:19.640 --> 00:20:21.600 What would I actually do to do that? 616 00:20:21.600 --> 00:20:22.560 Yeah. 617 00:20:22.560 --> 00:20:24.400 Find somebody who has an audience that is relative 618 00:20:24.920 --> 00:20:26.920 to the topics that you're talking about. 619 00:20:26.920 --> 00:20:27.920 And reach out to that. 620 00:20:27.920 --> 00:20:28.760 Now it's okay. 621 00:20:28.760 --> 00:20:30.400 If I got one person, they sold 20 books. 622 00:20:30.400 --> 00:20:31.240 Okay. 623 00:20:31.240 --> 00:20:33.000 How do I reach out to a thousand people 624 00:20:33.000 --> 00:20:34.440 who all have my audience? 625 00:20:34.440 --> 00:20:35.280 If you do that, 626 00:20:35.280 --> 00:20:37.800 you'll probably sell more than a thousand books. 627 00:20:37.800 --> 00:20:39.320 But you just got to do it four hours every day. 628 00:20:39.320 --> 00:20:40.160 Okay. 629 00:20:40.160 --> 00:20:41.000 Thank you. 630 00:20:41.000 --> 00:20:41.840 I love you. 631 00:20:41.840 --> 00:20:42.680 You're back. 632 00:20:42.680 --> 00:20:43.520 I love you back. 633 00:20:43.520 --> 00:20:44.560 Good luck with the book. 634 00:20:44.560 --> 00:20:47.120 I know how much work goes into that. 635 00:20:47.120 --> 00:20:47.960 Hey. 636 00:20:47.960 --> 00:20:48.800 Alex. 637 00:20:48.800 --> 00:20:49.640 How are you doing? 638 00:20:49.640 --> 00:20:50.480 Good man. 639 00:20:50.480 --> 00:20:51.320 Nice hat. 640 00:20:51.320 --> 00:20:52.320 Thank you. 641 00:20:52.320 --> 00:20:53.320 I like it quite a lot. 642 00:20:54.320 --> 00:20:55.120 Oh my God. 643 00:20:55.120 --> 00:20:56.680 It's the best hat for the gym. 644 00:20:56.680 --> 00:20:57.520 Good. 645 00:20:57.520 --> 00:20:59.280 So what's up, man? 646 00:20:59.280 --> 00:20:59.800 Awesome. 647 00:20:59.800 --> 00:21:02.280 So I have two topics that I kind of want to, 648 00:21:02.280 --> 00:21:03.520 you know, trade with you. 649 00:21:03.520 --> 00:21:06.280 And, you know, you're tied to this advice for hard days. 650 00:21:06.280 --> 00:21:06.960 Cool. 651 00:21:06.960 --> 00:21:08.360 It's been tough lately. 652 00:21:08.360 --> 00:21:10.800 So I'm just going to catch you up on a little 653 00:21:10.800 --> 00:21:12.160 a couple of things that are happening. 654 00:21:12.160 --> 00:21:14.640 So about three months ago, 655 00:21:14.640 --> 00:21:18.240 my grandmother was diagnosed with cancer two months ago. 656 00:21:18.240 --> 00:21:20.520 My girlfriend, the girl that I built 657 00:21:20.520 --> 00:21:22.640 with I was going to marry kind of left. 658 00:21:22.960 --> 00:21:25.080 Then two weeks ago, 659 00:21:25.080 --> 00:21:28.040 I traveled to London to speak at Europe's biggest business 660 00:21:28.040 --> 00:21:30.560 event on the first day of my arrival. 661 00:21:30.560 --> 00:21:32.760 And I granddad passed away. 662 00:21:32.760 --> 00:21:33.280 I'm sorry. 663 00:21:33.280 --> 00:21:38.080 So I had to basically speak in front of thousands of people. 664 00:21:38.080 --> 00:21:38.600 Yeah. 665 00:21:38.600 --> 00:21:41.480 I kicked my smile and then traveled back and burrow him. 666 00:21:41.480 --> 00:21:42.000 Did you? 667 00:21:42.000 --> 00:21:44.040 And so yesterday, I did. 668 00:21:44.040 --> 00:21:44.560 OK. 669 00:21:44.560 --> 00:21:46.080 I did all of it. 670 00:21:46.080 --> 00:21:48.480 And so the question is, well, yesterday, everything 671 00:21:48.480 --> 00:21:50.960 just kind of hit me because now I'm back in the office, 672 00:21:50.960 --> 00:21:53.520 taking the course and I'm trying to deal with everything. 673 00:21:53.520 --> 00:21:56.840 But the question is, how do I make my composure 674 00:21:56.840 --> 00:21:59.000 and kind of stay strong? 675 00:21:59.000 --> 00:21:59.480 Yeah. 676 00:21:59.480 --> 00:22:01.120 Because it's a tough period. 677 00:22:01.120 --> 00:22:02.440 Totally. 678 00:22:02.440 --> 00:22:04.680 Well, first off, I'm sorry that you're going through that. 679 00:22:04.680 --> 00:22:06.720 That being said, honestly, you've got a lot of good stuff 680 00:22:06.720 --> 00:22:07.240 going for you. 681 00:22:07.240 --> 00:22:09.640 So this is, I feel like almost a relatively easier one for me 682 00:22:09.640 --> 00:22:11.440 to take, given what you just said. 683 00:22:11.440 --> 00:22:13.440 Like you just asked a question, how do I do something 684 00:22:13.440 --> 00:22:14.440 I've already done before? 685 00:22:14.440 --> 00:22:16.640 Which is, you got in front of thousands of people 686 00:22:16.640 --> 00:22:19.720 and gave a presentation and had a smile and you crushed it. 687 00:22:19.720 --> 00:22:23.600 Despite the fact that you had other circumstances, right? 688 00:22:23.600 --> 00:22:25.600 And so you asked the question, how do I do something 689 00:22:25.600 --> 00:22:27.920 that I already have done? 690 00:22:27.920 --> 00:22:29.240 You've already done it. 691 00:22:29.240 --> 00:22:31.800 What you're saying is, how do I keep living? 692 00:22:31.800 --> 00:22:34.240 And you keep living by keeping living. 693 00:22:34.240 --> 00:22:35.520 It's the same thing with breakups, right? 694 00:22:35.520 --> 00:22:37.640 It's like, I've heard this quote, and I heard it from Layla, 695 00:22:37.640 --> 00:22:38.680 I think the first time. 696 00:22:38.680 --> 00:22:40.800 The amount of time it takes you to get over someone. 697 00:22:40.800 --> 00:22:41.880 Do you know how long it is? 698 00:22:41.880 --> 00:22:43.240 There's a math equation for it. 699 00:22:43.240 --> 00:22:45.640 It's exactly as long as you decide it takes. 700 00:22:45.640 --> 00:22:47.200 And what I'm going to say is going to sound really dark 701 00:22:47.200 --> 00:22:48.760 right now, so I want you to take this the right way. 702 00:22:48.760 --> 00:22:49.960 Take it the way I mean it. 703 00:22:49.960 --> 00:22:53.720 All right, which is that you just had, you had three deaths, right? 704 00:22:53.720 --> 00:22:55.800 You had death of a life that you thought you were going to have 705 00:22:55.800 --> 00:22:56.920 with a girlfriend. 706 00:22:56.920 --> 00:22:59.760 And then you had the death of two different grandparents, right? 707 00:22:59.760 --> 00:23:00.960 You had three deaths. 708 00:23:00.960 --> 00:23:01.800 But. 709 00:23:01.800 --> 00:23:05.000 Well, on the positive side, my grandmother is still badly. 710 00:23:05.000 --> 00:23:06.240 Oh, okay, she's still badly. 711 00:23:06.240 --> 00:23:08.040 Wait, we're plus one. 712 00:23:08.040 --> 00:23:10.640 All right, so not only two deaths now, right? 713 00:23:10.640 --> 00:23:12.400 But sure, we can even play it out. 714 00:23:12.400 --> 00:23:13.360 All right, on a long enough time, 715 00:23:13.360 --> 00:23:15.280 Ryzen, she will eventually pass away, right? 716 00:23:15.280 --> 00:23:16.280 It's going to happen. 717 00:23:17.280 --> 00:23:21.480 And the thing is, is that you are already standing it. 718 00:23:21.480 --> 00:23:22.840 Like you're asking, how do I stand it? 719 00:23:22.840 --> 00:23:25.720 But you are standing here already. 720 00:23:25.720 --> 00:23:29.480 You talking to me today is evidence of the success 721 00:23:29.480 --> 00:23:30.880 that you're asking for. 722 00:23:30.880 --> 00:23:31.760 You're already one, dude. 723 00:23:31.760 --> 00:23:33.400 You're shown up and you're working every day. 724 00:23:33.400 --> 00:23:34.640 You come in here to ask questions 725 00:23:34.640 --> 00:23:36.520 to actually still try and grow yourself. 726 00:23:36.520 --> 00:23:38.360 The stuff that you go through become the stories 727 00:23:38.360 --> 00:23:39.360 that you will someday tell. 728 00:23:39.360 --> 00:23:42.040 And no one likes epic heroes without epic monsters. 729 00:23:42.040 --> 00:23:43.920 And so you have to go through the rocky cutscene. 730 00:23:43.920 --> 00:23:45.920 You have to have those periods of time 731 00:23:45.920 --> 00:23:46.800 where you doubt yourself, 732 00:23:46.800 --> 00:23:47.880 what everyone else doubts yourself 733 00:23:47.880 --> 00:23:49.320 where the walls are crumbling around you. 734 00:23:49.320 --> 00:23:51.520 Because if you ever read shoe dog, 735 00:23:51.520 --> 00:23:54.120 feel my story about Nike, even if you haven't, 736 00:23:54.120 --> 00:23:56.320 the entire story is just him getting kicked 737 00:23:56.320 --> 00:23:58.160 in the nuts for 30 years. 738 00:23:58.160 --> 00:23:59.000 It's the whole story. 739 00:23:59.000 --> 00:24:01.800 And then he's like, oh yeah, and then I build Nike, right? 740 00:24:01.800 --> 00:24:03.200 And now if he had just said, yeah, 741 00:24:03.200 --> 00:24:05.240 I started this company and everyone loved it. 742 00:24:05.240 --> 00:24:07.800 And all my suppliers were on time. 743 00:24:07.800 --> 00:24:09.760 And I just scaled straight. 744 00:24:09.760 --> 00:24:11.680 And as the money came in, I just bought more inventory 745 00:24:11.680 --> 00:24:13.200 and then we just went public. 746 00:24:13.240 --> 00:24:17.160 No one would care because it's not relatable. 747 00:24:17.160 --> 00:24:18.480 And the thing is is that when you die, 748 00:24:18.480 --> 00:24:19.960 the only thing that will remain is the story 749 00:24:19.960 --> 00:24:22.040 that people will tell of you. 750 00:24:22.040 --> 00:24:24.080 And so wouldn't you want that to be an epic story? 751 00:24:24.080 --> 00:24:24.920 Yeah. 752 00:24:24.920 --> 00:24:27.560 And so the things that you're going through are required 753 00:24:27.560 --> 00:24:29.960 for the person you want to be in for the goals that you have. 754 00:24:29.960 --> 00:24:32.920 And how you are acting in the present already proves 755 00:24:32.920 --> 00:24:34.840 the thing that you're claiming that you want. 756 00:24:34.840 --> 00:24:36.280 So you already wanted. 757 00:24:36.280 --> 00:24:38.400 And you're gonna just stand it by tomorrow. 758 00:24:38.400 --> 00:24:40.200 You're gonna wake up and you go to work. 759 00:24:41.200 --> 00:24:42.800 And the next day you're gonna wake up and you go to work. 760 00:24:42.800 --> 00:24:44.040 And then you're gonna text and it's gonna say 761 00:24:44.040 --> 00:24:45.360 that your grandmother's cancer's getting worse. 762 00:24:45.360 --> 00:24:46.200 And what are you gonna do? 763 00:24:46.200 --> 00:24:47.320 You're gonna get back to work. 764 00:24:48.320 --> 00:24:50.360 You're just gonna keep doing the stuff. 765 00:24:50.360 --> 00:24:51.880 There's no magic bullet. 766 00:24:51.880 --> 00:24:53.680 You just keep going. 767 00:24:53.680 --> 00:24:55.840 Because either you keep going or you die. 768 00:24:55.840 --> 00:24:58.080 And if you don't die, you succeed it. 769 00:24:58.080 --> 00:24:58.960 I would just say, stop. 770 00:24:58.960 --> 00:25:01.800 Just don't judge yourself on how you feel. 771 00:25:01.800 --> 00:25:04.360 Judge yourself by what you do despite how you feel. 772 00:25:05.360 --> 00:25:06.320 So you can feel shitty. 773 00:25:06.320 --> 00:25:08.480 You can wake up and have a terrible day 774 00:25:08.480 --> 00:25:11.200 and still show up with a smile in front of the thousand people. 775 00:25:11.200 --> 00:25:13.520 And so if you can do it with a thousand people, 776 00:25:13.520 --> 00:25:14.920 you can do it with one. 777 00:25:14.920 --> 00:25:16.360 And that first one is the person that looks 778 00:25:16.360 --> 00:25:18.200 at you in the mirror in the morning. 779 00:25:18.200 --> 00:25:19.040 You can do it for them. 780 00:25:19.040 --> 00:25:20.040 You can do it for you. 781 00:25:20.040 --> 00:25:20.880 Got it. 782 00:25:20.880 --> 00:25:22.760 That was kind of like the life part. 783 00:25:22.760 --> 00:25:24.720 And now when it comes to business, 784 00:25:24.720 --> 00:25:26.480 I just have a real quick question. 785 00:25:26.480 --> 00:25:27.320 Okay, sure. 786 00:25:27.320 --> 00:25:30.440 So I built an Instagram audience over 100,000. 787 00:25:30.440 --> 00:25:31.840 I speak about sales and marketing. 788 00:25:31.840 --> 00:25:32.680 Awesome. 789 00:25:32.680 --> 00:25:34.000 I've been doing it for the past two years. 790 00:25:34.000 --> 00:25:36.800 I've been posting kind of like every day. 791 00:25:36.800 --> 00:25:38.160 I know the content game, 792 00:25:38.160 --> 00:25:40.840 but the one thing that I'm struggling to balance is, 793 00:25:40.840 --> 00:25:43.800 you know, how you say, give, give you until they ask. 794 00:25:43.800 --> 00:25:45.760 And you know, I love it. 795 00:25:45.760 --> 00:25:49.200 But sometimes it takes a while until they ask. 796 00:25:49.200 --> 00:25:50.840 Catch those students to go. 797 00:25:50.840 --> 00:25:51.840 Yeah. 798 00:25:51.840 --> 00:25:52.840 I understand. 799 00:25:52.840 --> 00:25:53.840 Yeah. 800 00:25:53.840 --> 00:25:54.840 The service based. 801 00:25:54.840 --> 00:25:55.840 Yeah. 802 00:25:55.840 --> 00:25:58.720 And so how do I balance it out without hiring my audience? 803 00:25:58.720 --> 00:26:01.640 Because I also, my community is known for, you know, 804 00:26:01.640 --> 00:26:03.040 really big in the comments, 805 00:26:03.040 --> 00:26:05.640 chatting with me, being there for me. 806 00:26:05.640 --> 00:26:07.440 So how do I do it? 807 00:26:07.440 --> 00:26:09.200 So if you want to have a one step away 808 00:26:09.240 --> 00:26:11.720 from like just giving forever, right? 809 00:26:11.720 --> 00:26:14.280 Is that you've given public selling private, 810 00:26:14.280 --> 00:26:17.400 which is when people respond to your stories, right? 811 00:26:17.400 --> 00:26:20.760 When people DM you, when people ask questions, 812 00:26:20.760 --> 00:26:22.760 you can still define a scope and say, 813 00:26:22.760 --> 00:26:24.680 hey, like at a certain point, 814 00:26:24.680 --> 00:26:26.680 I have, like I've given you all this value 815 00:26:26.680 --> 00:26:27.640 and use all the free stuff. 816 00:26:27.640 --> 00:26:28.480 If you want more than that, 817 00:26:28.480 --> 00:26:30.840 I'd be happy to hop on a call and see if I can help you more. 818 00:26:30.840 --> 00:26:31.680 Right? 819 00:26:31.680 --> 00:26:34.840 So it's not like everyone by this thing right now, right? 820 00:26:34.840 --> 00:26:36.480 You're not like getting super aggressive about it. 821 00:26:36.480 --> 00:26:39.600 You still publicly just keep pumping all the goodwill 822 00:26:39.600 --> 00:26:40.440 and the value that you are. 823 00:26:40.440 --> 00:26:41.320 And that'll grow your audience 824 00:26:41.320 --> 00:26:43.000 and increase goodwill in all of those things. 825 00:26:43.000 --> 00:26:43.840 And that's what you want. 826 00:26:43.840 --> 00:26:44.960 And you're going to keep doing that. 827 00:26:44.960 --> 00:26:47.440 It's just that you could still have a call to action 828 00:26:47.440 --> 00:26:49.000 that's just in the comment section 829 00:26:49.000 --> 00:26:50.440 or put a story up that says, 830 00:26:50.440 --> 00:26:52.560 hey, by the way, if you need help with that thing, 831 00:26:52.560 --> 00:26:53.920 I'm happy to help. 832 00:26:53.920 --> 00:26:55.640 Like those are very light touch things. 833 00:26:55.640 --> 00:26:57.040 Because I understand you got to pay bills. 834 00:26:57.040 --> 00:26:57.880 I understand that. 835 00:26:57.880 --> 00:26:59.720 And so you could put those things out 836 00:26:59.720 --> 00:27:01.440 without necessarily damaging the goodwill 837 00:27:01.440 --> 00:27:03.320 that I think you're, that you're obviously building. 838 00:27:03.320 --> 00:27:07.120 Yeah, that's kind of like the one thing that I had in mind. 839 00:27:07.120 --> 00:27:09.560 Yeah, I don't just make an amazing offer. 840 00:27:09.560 --> 00:27:10.760 But that's what I think. 841 00:27:10.760 --> 00:27:11.600 Well, good. 842 00:27:11.600 --> 00:27:13.080 Irresistible. 843 00:27:13.080 --> 00:27:13.920 Yeah, so good. 844 00:27:13.920 --> 00:27:15.760 They feel stupid saying now. 845 00:27:15.760 --> 00:27:16.600 I got it. 846 00:27:16.600 --> 00:27:17.440 100 million offers. 847 00:27:17.440 --> 00:27:18.840 That's right. 848 00:27:18.840 --> 00:27:20.960 All right, well, dude, I appreciate you, man. 849 00:27:20.960 --> 00:27:22.200 You're fantastic. 850 00:27:22.200 --> 00:27:23.240 You are too, man. 851 00:27:23.240 --> 00:27:24.640 To hang in there, you'll be fine. 852 00:27:24.640 --> 00:27:25.480 You'll get through it. 853 00:27:25.480 --> 00:27:28.080 And then it'll be a story that you'll send me to tell. 854 00:27:28.080 --> 00:27:29.200 Yeah, and thank you for everything 855 00:27:29.200 --> 00:27:31.280 that you do not just for me, but for everyone else. 856 00:27:31.280 --> 00:27:33.520 Because I think you're marking a new path. 857 00:27:33.520 --> 00:27:34.840 And that's kind of cool. 858 00:27:34.840 --> 00:27:35.640 I appreciate you, Rob. 859 00:27:35.640 --> 00:27:36.640 Thank you.