WEBVTT 1 00:00:00.000 --> 00:00:01.640 The big problem is that the more generally you are, 2 00:00:01.640 --> 00:00:03.080 the more impossible it becomes 3 00:00:03.080 --> 00:00:05.080 to standardize value creation. 4 00:00:05.080 --> 00:00:07.400 And that's the big advantage of niching down. 5 00:00:07.400 --> 00:00:09.400 So you have to productize it. 6 00:00:13.400 --> 00:00:15.640 Welcome to the game where we talk about how to get more customers, 7 00:00:15.640 --> 00:00:16.760 how to make more customers, 8 00:00:16.760 --> 00:00:17.640 how to keep them longer, 9 00:00:17.640 --> 00:00:19.440 and the many failures and lessons we have learned 10 00:00:19.440 --> 00:00:20.280 along the way. 11 00:00:20.280 --> 00:00:21.760 I hope you enjoy and subscribe. 12 00:00:25.400 --> 00:00:27.400 So, man, in your opinion, 13 00:00:27.400 --> 00:00:29.880 what are the three most powerful skills 14 00:00:29.880 --> 00:00:31.320 that someone should develop 15 00:00:31.320 --> 00:00:33.320 if they want to make a lot of money? 16 00:00:33.320 --> 00:00:34.440 I mean, the three core skills, 17 00:00:34.440 --> 00:00:35.320 are you going to learn how to build, 18 00:00:35.320 --> 00:00:36.160 are you going to learn how to sell, 19 00:00:36.160 --> 00:00:38.040 and are you going to learn how to lead? 20 00:00:38.040 --> 00:00:38.960 Just like that. 21 00:00:38.960 --> 00:00:39.800 There we are. 22 00:00:39.800 --> 00:00:41.120 In terms of maybe like hard skills 23 00:00:41.120 --> 00:00:42.840 that someone should really focus on learning 24 00:00:42.840 --> 00:00:45.800 to develop like sales, copywriting, leadership, 25 00:00:45.800 --> 00:00:47.400 what would you say the most important? 26 00:00:47.400 --> 00:00:49.600 Well, those are the three big buckets, right? 27 00:00:49.600 --> 00:00:52.160 So it's like, one is that leadership is just the internal bucket 28 00:00:52.160 --> 00:00:55.040 of getting people to do what you want them to do at scale, right? 29 00:00:55.040 --> 00:00:56.760 And then from a selling perspective, 30 00:00:56.760 --> 00:00:59.120 I include that in all things that are marketing, 31 00:00:59.120 --> 00:01:01.120 letting people know about your stuff, promotion, 32 00:01:01.120 --> 00:01:03.560 and actually converting people into customers. 33 00:01:03.560 --> 00:01:06.160 And then the third piece of building product and services 34 00:01:06.160 --> 00:01:09.440 is so that at scale, if the product is good enough, 35 00:01:09.440 --> 00:01:11.120 then you won't lose customers. 36 00:01:11.120 --> 00:01:12.040 And if it's exceptional, 37 00:01:12.040 --> 00:01:14.160 the product itself will get you more customers. 38 00:01:14.160 --> 00:01:16.640 And so most businesses taking to their natural extreme 39 00:01:16.640 --> 00:01:19.240 on a promotional level typically are leaky buckets 40 00:01:19.240 --> 00:01:20.680 because the product actually sucks. 41 00:01:20.680 --> 00:01:22.680 And most businesses suck in general, 42 00:01:22.680 --> 00:01:24.240 because most products are good, 43 00:01:24.240 --> 00:01:26.000 and most people want to cancel very quickly, 44 00:01:26.000 --> 00:01:27.200 and don't want to continue to use them, 45 00:01:27.200 --> 00:01:29.800 which is why very good companies are very rare, 46 00:01:29.800 --> 00:01:32.680 most of them generally are mediocre or not good. 47 00:01:32.680 --> 00:01:35.280 And so I prefer to solve a business from back to front, 48 00:01:35.280 --> 00:01:37.920 which is like, can we find something that people actually like 49 00:01:37.920 --> 00:01:40.800 and want to continue to use and continue to pay for? 50 00:01:40.800 --> 00:01:43.520 And then the marketing is almost a commoditized skill. 51 00:01:43.520 --> 00:01:45.920 Like it's very easy to let other people know about your stuff, 52 00:01:45.920 --> 00:01:48.200 and do so louder and louder and louder, 53 00:01:48.200 --> 00:01:49.920 provided the product is good. 54 00:01:49.920 --> 00:01:51.960 And then the internal has to get run with a leader 55 00:01:51.960 --> 00:01:54.240 that can attract the challenge to continue to do this, 56 00:01:54.240 --> 00:01:56.200 because quickly the business will bottleneck 57 00:01:56.200 --> 00:01:58.840 based on the founder and their expertise, 58 00:01:58.840 --> 00:02:00.920 or usually they have a niche that might be product people, 59 00:02:00.920 --> 00:02:02.680 they might be tech people, they might be finance people, 60 00:02:02.680 --> 00:02:03.680 they might be whatever. 61 00:02:03.680 --> 00:02:07.120 And then they have to be of the character to attract 62 00:02:07.120 --> 00:02:10.080 the talent that will allow them to get to nine figures 63 00:02:10.080 --> 00:02:11.960 or whatever it is that the goal is. 64 00:02:11.960 --> 00:02:13.640 Yeah, 100%. 65 00:02:13.640 --> 00:02:17.800 Let's say my only goal was just to get rich AF. 66 00:02:17.800 --> 00:02:19.960 What is rich AF just so we define it? 67 00:02:19.960 --> 00:02:20.880 100 million. 68 00:02:20.880 --> 00:02:21.720 Why not? 69 00:02:21.720 --> 00:02:22.560 The good number. 70 00:02:22.560 --> 00:02:23.800 You're willing to work hard, 71 00:02:23.800 --> 00:02:25.680 but you have limited skills and experience. 72 00:02:25.680 --> 00:02:27.840 What business would you start right now? 73 00:02:31.960 --> 00:02:33.720 And I have no money, right? 74 00:02:33.720 --> 00:02:34.840 Very limited. 75 00:02:34.840 --> 00:02:36.120 I mean, a couple thousand. 76 00:02:36.120 --> 00:02:38.080 Yeah, so then I would probably, 77 00:02:38.080 --> 00:02:40.760 I would probably build a boring business in services, 78 00:02:40.760 --> 00:02:44.000 and I would probably pick something around the body. 79 00:02:44.000 --> 00:02:46.040 Like, you know, I wouldn't start a design firm, 80 00:02:46.040 --> 00:02:48.200 because I think that has a highlight of getting disrupted 81 00:02:48.200 --> 00:02:51.000 in some way by AI, as silly as the sounds, 82 00:02:51.000 --> 00:02:54.080 like a nail salon or a lawn care service. 83 00:02:54.080 --> 00:02:56.520 I mean, especially body ones, dentist stuff. 84 00:02:56.520 --> 00:02:59.280 Like you still have to go in and get your teeth taken care of. 85 00:02:59.280 --> 00:03:03.400 And many times people value the human exchange 86 00:03:03.400 --> 00:03:05.160 more than something robotics. 87 00:03:05.160 --> 00:03:06.680 So for example, in the fitness world, 88 00:03:06.680 --> 00:03:08.400 this is my like my data point around this. 89 00:03:08.400 --> 00:03:10.320 There was a brand called Coco Fit. 90 00:03:10.320 --> 00:03:12.880 They struggled a ton and then eventually went out of business 91 00:03:12.880 --> 00:03:14.600 because they tried to automate personal training. 92 00:03:14.600 --> 00:03:16.440 So they created these all-in-one machines 93 00:03:16.440 --> 00:03:18.840 that would you'd have a key fob and it would count your reps. 94 00:03:18.840 --> 00:03:19.840 And every time you went to the machine, 95 00:03:19.840 --> 00:03:22.160 you would say, how to do more and what way you did last time. 96 00:03:22.160 --> 00:03:23.320 Really cool concept. 97 00:03:23.320 --> 00:03:25.440 The problem was their theory was that the reason 98 00:03:25.440 --> 00:03:27.120 that people are getting results is that they didn't know 99 00:03:27.120 --> 00:03:28.520 what to do when the reality is that they don't 100 00:03:28.520 --> 00:03:29.600 were shocked with the gym. 101 00:03:29.600 --> 00:03:32.200 And so people hire personal trainers 102 00:03:32.200 --> 00:03:34.400 because they want another human to talk to 103 00:03:34.400 --> 00:03:36.040 and to hold them accountable to showing up. 104 00:03:36.040 --> 00:03:38.480 Same reason, like if you had a robot cutting hair, 105 00:03:38.480 --> 00:03:39.920 there might be a percentage of the population to do it, 106 00:03:39.920 --> 00:03:42.400 but a lot of women like the going to the hair salon 107 00:03:42.400 --> 00:03:43.360 and having that exchange. 108 00:03:43.360 --> 00:03:46.680 And so I would probably build a business around services 109 00:03:46.680 --> 00:03:48.360 in general, would be my way, 110 00:03:48.360 --> 00:03:49.800 and then I would continue to scale that. 111 00:03:49.840 --> 00:03:51.560 And you could do that at a local chain level 112 00:03:51.560 --> 00:03:52.760 and you can make a lot of money doing that. 113 00:03:52.760 --> 00:03:53.920 Or you could do it at a national level 114 00:03:53.920 --> 00:03:56.200 which would be like professional services. 115 00:03:56.200 --> 00:03:57.040 Yeah, 100%. 116 00:03:57.040 --> 00:03:58.800 I love the idea behind the core stuff 117 00:03:58.800 --> 00:04:00.560 that's going to be here forever, you know? 118 00:04:00.560 --> 00:04:01.960 Yeah, really cool, man. 119 00:04:01.960 --> 00:04:03.560 So dude, this was an interesting one. 120 00:04:03.560 --> 00:04:05.400 Like obviously, I know you can't go back 121 00:04:05.400 --> 00:04:06.720 and split test life. 122 00:04:06.720 --> 00:04:09.800 And obviously you have achieved quite enormous success. 123 00:04:09.800 --> 00:04:11.480 So things ended up working out. 124 00:04:11.480 --> 00:04:13.360 But let's say I could thirdically, 125 00:04:13.360 --> 00:04:16.680 the great fires of Las Vegas burn everything to the ground. 126 00:04:16.680 --> 00:04:18.840 You lost everything, you had to start again. 127 00:04:18.840 --> 00:04:20.800 What would you say is the number one thing 128 00:04:20.800 --> 00:04:22.240 that you would have done differently 129 00:04:22.240 --> 00:04:24.000 to get to where you are now? 130 00:04:24.000 --> 00:04:25.720 And I have no reputation, right? 131 00:04:25.720 --> 00:04:27.440 Yeah, no reputation. 132 00:04:27.440 --> 00:04:30.080 It burns my reputation on the ground with it. 133 00:04:30.080 --> 00:04:32.120 So I actually have lost everything before. 134 00:04:32.120 --> 00:04:33.640 And so I know what I did 135 00:04:33.640 --> 00:04:35.520 and I probably would have done the same thing. 136 00:04:35.520 --> 00:04:39.240 So the easiest way that I did to like go make a hundred grand 137 00:04:39.240 --> 00:04:40.840 at a month when I had nothing 138 00:04:40.840 --> 00:04:43.480 was that I would go find a business that was local, 139 00:04:43.480 --> 00:04:46.840 that I understood and that I could sell something expensive for. 140 00:04:46.840 --> 00:04:48.960 I would front the capital to market. 141 00:04:48.960 --> 00:04:49.960 I would work the leads 142 00:04:49.960 --> 00:04:51.760 and I would sit at the front desk and sell 143 00:04:51.760 --> 00:04:54.640 and I would negotiate what they would be willing to do. 144 00:04:54.640 --> 00:04:56.120 A big bulk of services. 145 00:04:56.120 --> 00:04:57.800 I wanted to find a car tractor and I'd say, 146 00:04:57.800 --> 00:05:00.720 hey, if I sent you a hundred customers this month, 147 00:05:00.720 --> 00:05:02.600 what's the lowest rate you would do 148 00:05:02.600 --> 00:05:05.840 all hundred customers for this level of service? 149 00:05:05.840 --> 00:05:08.040 And then I would just negotiate that down 150 00:05:08.040 --> 00:05:10.000 and then I would spend as much as I could 151 00:05:10.000 --> 00:05:11.360 and sell it for as much as I can 152 00:05:11.360 --> 00:05:12.800 so I could make the spread 153 00:05:12.800 --> 00:05:14.200 and then they would service the customers. 154 00:05:14.200 --> 00:05:15.600 And for them, it's a zero risk offer 155 00:05:15.600 --> 00:05:16.800 because they don't have to do anything. 156 00:05:16.800 --> 00:05:18.400 I front everything else. 157 00:05:18.400 --> 00:05:19.960 And then for me, I don't have to do anything 158 00:05:19.960 --> 00:05:21.640 but market and sell and I can take all that. 159 00:05:21.640 --> 00:05:23.360 So like when I lost everything, 160 00:05:23.360 --> 00:05:25.200 I immediately was able to make a hundred grand 161 00:05:25.200 --> 00:05:28.000 the next month by doing that playbook. 162 00:05:28.000 --> 00:05:29.000 To just stories crazy. 163 00:05:29.000 --> 00:05:30.600 Like there's no amount of times you can tell me 164 00:05:30.600 --> 00:05:32.400 and I still want to hear it every time. 165 00:05:32.400 --> 00:05:33.560 It's so inspiring. 166 00:05:33.560 --> 00:05:34.400 It's insane. 167 00:05:34.400 --> 00:05:35.600 Yeah, really cool man. 168 00:05:35.600 --> 00:05:37.240 So that was kind of like the high level stuff. 169 00:05:37.240 --> 00:05:39.080 I want to ask three rapid fire, 170 00:05:39.080 --> 00:05:43.120 like more granular tactical questions on ads specifically. 171 00:05:43.120 --> 00:05:45.080 So switching gears for a second. 172 00:05:45.080 --> 00:05:47.720 What would you say is the best lead nurturing process 173 00:05:47.720 --> 00:05:50.680 to take people from paid ad to booked call 174 00:05:50.680 --> 00:05:52.360 in your experience? 175 00:05:52.360 --> 00:05:53.800 Real talk, brailed. 176 00:05:53.800 --> 00:05:56.600 But like actually, 177 00:05:56.600 --> 00:05:58.680 but what I can tell you is that from all the portfolio 178 00:05:58.680 --> 00:06:00.560 that we have, there's no silver bullets. 179 00:06:00.560 --> 00:06:01.920 It's a lot of golden babies. 180 00:06:01.920 --> 00:06:03.600 It's basically doing the fundamentals at scale. 181 00:06:03.600 --> 00:06:05.000 So all the things that you know you should be doing 182 00:06:05.000 --> 00:06:08.120 but aren't doing just actually doing all of those things 183 00:06:08.120 --> 00:06:10.040 tends to be the thing that works best, 184 00:06:10.040 --> 00:06:12.240 which is contacting the leads immediately, 185 00:06:12.240 --> 00:06:13.880 following them multiple times per day, 186 00:06:13.880 --> 00:06:15.760 personalizing the messages to the person, 187 00:06:15.760 --> 00:06:17.600 having some sort of open loop between first call 188 00:06:17.600 --> 00:06:18.440 and second call, 189 00:06:18.440 --> 00:06:21.240 something that you can provide value to in a very real way. 190 00:06:21.240 --> 00:06:22.440 That's why I like having, 191 00:06:22.440 --> 00:06:23.400 I think I talked about this in the book, 192 00:06:23.400 --> 00:06:26.520 like having services that people actually know have value, 193 00:06:26.520 --> 00:06:29.120 like a real value, not just like a scribe value. 194 00:06:29.120 --> 00:06:30.720 And saying I can complete the second half 195 00:06:30.720 --> 00:06:31.920 of this on our next call, 196 00:06:31.920 --> 00:06:34.720 it just gives people a very strong reason to show up for that 197 00:06:34.720 --> 00:06:36.440 and you get some reciprocity before you go 198 00:06:36.440 --> 00:06:37.680 for a close route. 199 00:06:37.680 --> 00:06:40.880 And so I like thinking about like each of those little checkmarks 200 00:06:40.880 --> 00:06:43.760 and saying can I make sure we're actually doing this at scale. 201 00:06:43.800 --> 00:06:45.480 I'll share this with your audience. 202 00:06:45.480 --> 00:06:48.880 Like having now gotten one company to 10 million a month 203 00:06:48.880 --> 00:06:51.160 and the portfolio significantly higher than that, 204 00:06:51.160 --> 00:06:54.840 advance people just do the basics at scale. 205 00:06:54.840 --> 00:06:56.720 Like there is enough that there is no, 206 00:06:56.720 --> 00:06:58.560 like the scale brings the complexity, 207 00:06:58.560 --> 00:06:59.840 it's not novel things. 208 00:06:59.840 --> 00:07:01.360 It's just what does it look like 209 00:07:01.360 --> 00:07:03.240 when you service clients at one-on-one? 210 00:07:03.240 --> 00:07:04.080 Everyone's like, 211 00:07:04.080 --> 00:07:05.880 it's so easy to service clients one-on-one, right? 212 00:07:05.880 --> 00:07:07.440 Because it's just you and you over-deliver it, 213 00:07:07.440 --> 00:07:08.240 you do a great job, right? 214 00:07:08.240 --> 00:07:11.520 It's like, so just standardize what that looks like 215 00:07:11.520 --> 00:07:14.800 and actually getting good people to do that too 216 00:07:14.800 --> 00:07:17.480 100 times over is what advance looks like. 217 00:07:17.480 --> 00:07:19.320 But there's not a lot of new stuff. 218 00:07:19.320 --> 00:07:21.160 It's just actually making sure that it gets done 219 00:07:21.160 --> 00:07:23.760 which becomes all about operational constraints 220 00:07:23.760 --> 00:07:25.680 more than anything else. 221 00:07:25.680 --> 00:07:27.680 Yeah, one of my favorite lines in the book 222 00:07:27.680 --> 00:07:28.800 and that I've heard you say a lot 223 00:07:28.800 --> 00:07:31.560 is the advance people never done to the basics. 224 00:07:31.560 --> 00:07:33.520 And I think it's really easy to forget the basics off 225 00:07:33.520 --> 00:07:34.560 as you start to scale up 226 00:07:34.560 --> 00:07:36.080 because you feel like you've outgrown it. 227 00:07:36.080 --> 00:07:38.640 But in reality, you really keep doing it over and over again. 228 00:07:38.640 --> 00:07:40.200 You don't outgrow fundamentals. 229 00:07:40.200 --> 00:07:41.760 Yeah, 100%. 230 00:07:41.760 --> 00:07:43.520 I may not mistake many times. 231 00:07:44.560 --> 00:07:45.400 Cool, cement, 232 00:07:45.400 --> 00:07:47.120 what would you say is some of your best practices 233 00:07:47.120 --> 00:07:50.320 for maximizing short rates for calls booked, 234 00:07:50.320 --> 00:07:52.040 especially from cold traffic? 235 00:07:54.520 --> 00:07:55.760 So we had Alan, 236 00:07:55.760 --> 00:07:57.880 which was our lead nurture software. 237 00:07:57.880 --> 00:07:59.720 And so we had 4,000 plus appointments a day 238 00:07:59.720 --> 00:08:01.200 and so I have a decent amount of data 239 00:08:01.200 --> 00:08:02.760 to provide on short rates. 240 00:08:02.760 --> 00:08:06.160 So the number one factor, which no one knows, 241 00:08:06.160 --> 00:08:09.000 four short rates is the amount of time slots 242 00:08:09.000 --> 00:08:10.360 available per day. 243 00:08:10.360 --> 00:08:12.080 So across all factors, 244 00:08:12.080 --> 00:08:14.200 being available for more times, 245 00:08:14.200 --> 00:08:16.880 more total hours and more actual slots 246 00:08:16.880 --> 00:08:18.400 creates more total throughput 247 00:08:18.400 --> 00:08:20.880 and having more days per week open. 248 00:08:20.880 --> 00:08:23.480 Because what happens is like if someone can't find 249 00:08:23.480 --> 00:08:25.360 the ideal time, they take a less ideal time 250 00:08:25.360 --> 00:08:26.360 and it's a less ideal time 251 00:08:26.360 --> 00:08:28.400 so they have a lower likelihood of showing up, right? 252 00:08:28.400 --> 00:08:31.040 And so the idea is it's completely reversed 253 00:08:31.040 --> 00:08:33.360 from this whole idea of like show a partially filled calendar. 254 00:08:33.360 --> 00:08:34.440 Like it's complete worship. 255 00:08:34.440 --> 00:08:37.000 Like just give as many times as you possibly can 256 00:08:37.000 --> 00:08:37.840 and people will pick the time 257 00:08:37.840 --> 00:08:39.120 that's most convenient for them. 258 00:08:39.120 --> 00:08:41.640 We did notice that at least in the huge amount of data 259 00:08:41.640 --> 00:08:42.840 that we looked at across all appointments 260 00:08:42.840 --> 00:08:45.520 up to five days was okay, that was surprising to me. 261 00:08:45.520 --> 00:08:47.080 I would have expected to be shorter than that, 262 00:08:47.080 --> 00:08:48.920 but that was actually what it looked like. 263 00:08:48.920 --> 00:08:51.960 Now one of the downsides of providing 264 00:08:51.960 --> 00:08:54.920 so many time slots is that you will have a higher percentage 265 00:08:54.920 --> 00:08:57.640 of people if you're just talking about throughput show, 266 00:08:57.640 --> 00:09:00.480 but you might have a lower show rate. 267 00:09:00.480 --> 00:09:02.600 So you talk about the entire funnel, 268 00:09:02.600 --> 00:09:04.680 you get a higher percentage to book 269 00:09:04.680 --> 00:09:05.760 and even if it's further up, 270 00:09:05.760 --> 00:09:08.520 like if you're just looking at how many clicks did I get 271 00:09:08.520 --> 00:09:10.560 and how many show appointments did I get, 272 00:09:10.560 --> 00:09:11.920 then you have to play the interplay 273 00:09:11.920 --> 00:09:14.080 of my salesman's calendar, right? 274 00:09:14.080 --> 00:09:16.160 Because I might have to have more sales guys 275 00:09:16.160 --> 00:09:17.200 that have fewer people show up, 276 00:09:17.200 --> 00:09:19.120 but I get more total show-ups. 277 00:09:19.120 --> 00:09:20.560 Does that make sense? 278 00:09:20.560 --> 00:09:22.520 Yeah, yeah, definitely just to subscribe 279 00:09:22.520 --> 00:09:24.520 to the partially shown calendar 280 00:09:24.520 --> 00:09:25.640 kind of thing for scarcity, 281 00:09:25.640 --> 00:09:27.680 but I've realized that what you said is true. 282 00:09:27.680 --> 00:09:28.920 More ingredients. 283 00:09:28.920 --> 00:09:30.600 So that is the single greatest thing. 284 00:09:30.600 --> 00:09:33.160 The rest of it is personalization, 285 00:09:33.160 --> 00:09:36.360 volume of reach-outs, speed of reach-out, and availability. 286 00:09:36.360 --> 00:09:38.880 So there's the fear-core nurture pillars. 287 00:09:38.880 --> 00:09:41.560 So what's the availability in terms of days per week, 288 00:09:41.560 --> 00:09:43.880 and hours per day, and number of time slots available per day? 289 00:09:43.880 --> 00:09:45.800 So there's a three functions for availability. 290 00:09:45.800 --> 00:09:47.760 For volume of reach-out, 291 00:09:47.760 --> 00:09:50.600 it's how many times am I reaching out per day 292 00:09:50.600 --> 00:09:52.600 and how many days am I doing the follow-up? 293 00:09:52.600 --> 00:09:54.760 The speed of contact at the initial 294 00:09:54.760 --> 00:09:57.080 and speed between contacts, meaning, 295 00:09:57.080 --> 00:09:58.960 if I reach out to somebody within five minutes cool, 296 00:09:58.960 --> 00:10:01.560 but if they text me back five hours later, 297 00:10:01.560 --> 00:10:04.560 am I immediately texting them back at that point too? 298 00:10:04.560 --> 00:10:07.280 So speed of, first reach-out and speed of response. 299 00:10:07.280 --> 00:10:08.960 And then you have the fourth pillar, 300 00:10:08.960 --> 00:10:10.880 which I forgot, nine, two seconds ago. 301 00:10:10.880 --> 00:10:12.160 Yeah, it's predictable. 302 00:10:12.160 --> 00:10:14.320 So it's personalization, which comes down to 303 00:10:14.320 --> 00:10:16.840 communicating with them on the channel that they prefer. 304 00:10:16.840 --> 00:10:19.520 And so some people prefer messaging on face-to-gmessengers, 305 00:10:19.520 --> 00:10:21.280 some people for phone calls, some people for email, 306 00:10:21.280 --> 00:10:24.400 some people for SMS, and it's basically lasting all four, 307 00:10:24.400 --> 00:10:25.920 and then the one that they respond on 308 00:10:25.920 --> 00:10:26.920 is the one you stay on, 309 00:10:26.920 --> 00:10:28.480 because that's the one that they've shown 310 00:10:28.480 --> 00:10:29.320 that they prefer. 311 00:10:29.320 --> 00:10:30.920 It's like, I will never respond to you. 312 00:10:30.920 --> 00:10:31.600 I don't care. 313 00:10:32.560 --> 00:10:33.480 Ever. 314 00:10:33.480 --> 00:10:35.400 But I do respond to text. 315 00:10:35.400 --> 00:10:37.320 I rarely respond to DMs, but like, 316 00:10:37.320 --> 00:10:38.360 if I were to rank these things. 317 00:10:38.360 --> 00:10:39.800 And so if someone can't text me, 318 00:10:39.800 --> 00:10:41.240 then that's the highest likelihood 319 00:10:41.240 --> 00:10:43.000 response channel for me. 320 00:10:43.000 --> 00:10:43.840 There you go. 321 00:10:43.840 --> 00:10:45.560 So if anyone wants to get in contact with Alex, 322 00:10:45.560 --> 00:10:46.880 now you know how? 323 00:10:46.880 --> 00:10:48.080 Imagine it might not work. 324 00:10:48.080 --> 00:10:48.920 Okay. 325 00:10:50.200 --> 00:10:51.040 Cool. 326 00:10:51.040 --> 00:10:52.480 I got two questions on lifestyle, 327 00:10:52.480 --> 00:10:54.240 and then I want to jam them onto AI stuff, 328 00:10:54.240 --> 00:10:55.400 and then we'll bring the other guys in. 329 00:10:55.400 --> 00:10:58.560 So you mentioned on our podcast with Tom Billi, 330 00:10:58.560 --> 00:11:00.000 that you don't have rules. 331 00:11:00.000 --> 00:11:02.320 So I, for example, quite often, 332 00:11:02.320 --> 00:11:04.960 end up working up until midnight to 3am, 333 00:11:04.960 --> 00:11:06.760 and basically fucking up my sleep schedule, 334 00:11:06.760 --> 00:11:08.760 because I have too much freedom, right? 335 00:11:08.760 --> 00:11:10.000 Because I'm self-employed. 336 00:11:10.000 --> 00:11:11.560 So how do you kind of strike that balance 337 00:11:11.560 --> 00:11:13.440 between freedom and discipline? 338 00:11:13.440 --> 00:11:14.240 You know, if you're driven 339 00:11:14.240 --> 00:11:16.200 and you want to accomplish big things? 340 00:11:17.360 --> 00:11:18.840 I think it's a micro macro look, 341 00:11:18.840 --> 00:11:20.560 like it's kind of 80-20. 342 00:11:20.560 --> 00:11:22.680 Like if you know that when you stay up late, 343 00:11:22.680 --> 00:11:24.920 like there are times when I will gas it 344 00:11:24.920 --> 00:11:27.040 and go pass my red line in terms of work, 345 00:11:27.040 --> 00:11:29.120 and I know that I'm eating into tomorrow. 346 00:11:29.120 --> 00:11:31.280 But if I'm like in a flow and I'm crushing it 347 00:11:31.280 --> 00:11:33.560 and the muse shows up and the muse wants to work, 348 00:11:33.560 --> 00:11:34.920 then I work, you know what I mean? 349 00:11:34.920 --> 00:11:36.480 But if there's some days on the flip side 350 00:11:36.480 --> 00:11:38.440 where I wake up and I just feel foggy as shit, 351 00:11:38.440 --> 00:11:40.440 and I just like for whatever reason, 352 00:11:40.440 --> 00:11:42.160 I ate too much Mexican last night, 353 00:11:42.160 --> 00:11:43.760 and I don't have it that day, 354 00:11:43.760 --> 00:11:45.000 then I might call it earlier. 355 00:11:45.000 --> 00:11:47.840 Like the idea of me pushing through and punishing 356 00:11:47.840 --> 00:11:49.360 when it comes to the type of work I do. 357 00:11:49.360 --> 00:11:52.400 Now if I were, if I were doing a more 358 00:11:52.400 --> 00:11:54.440 brute force work, then I would care less. 359 00:11:54.440 --> 00:11:55.280 You know what I mean? 360 00:11:55.280 --> 00:11:56.600 If it was just like if I was doing reach outs, 361 00:11:56.600 --> 00:11:58.040 let's do a cold cause, let's do training, 362 00:11:58.040 --> 00:12:00.400 first training sessions, I was cutting hair, 363 00:12:00.400 --> 00:12:01.960 I'm just gonna brute force my way through it 364 00:12:01.960 --> 00:12:04.000 because I don't need to have higher brain function. 365 00:12:04.000 --> 00:12:04.840 And that's not an insult. 366 00:12:04.840 --> 00:12:06.800 I'm just saying like you're not thinking 367 00:12:06.800 --> 00:12:08.160 of creative things, you know what I mean? 368 00:12:08.160 --> 00:12:09.720 You're just you're working the work. 369 00:12:09.720 --> 00:12:11.160 But when it comes to like writing 370 00:12:11.160 --> 00:12:14.240 or making presentations or communication of some sort, 371 00:12:14.240 --> 00:12:16.600 it's more I try and optimize around 372 00:12:16.600 --> 00:12:19.120 how can I maximize over a week? 373 00:12:19.120 --> 00:12:21.080 How much flow state I can be in 374 00:12:21.080 --> 00:12:24.360 so I can just get the most total quality output. 375 00:12:24.720 --> 00:12:25.640 So it's not about rules, 376 00:12:25.640 --> 00:12:26.840 it's more like which of these things 377 00:12:26.840 --> 00:12:29.000 as a high slate could have getting me the most. 378 00:12:29.000 --> 00:12:32.840 Most of the nation real quick, 379 00:12:32.840 --> 00:12:35.880 if you are a business owner that has a big old business 380 00:12:35.880 --> 00:12:37.960 and wants to get to a much bigger business, 381 00:12:37.960 --> 00:12:41.440 going to $50, $100 million plus we would love to talk to you. 382 00:12:41.440 --> 00:12:43.640 And if you like that, we'd like to hear more about it. 383 00:12:43.640 --> 00:12:46.320 Go to acquisition.com and you can plan anywhere on the page 384 00:12:46.320 --> 00:12:48.360 and talk to one of our team and see 385 00:12:48.360 --> 00:12:49.440 if we can help you get there. 386 00:12:51.520 --> 00:12:52.920 Definitely it's available. 387 00:12:52.920 --> 00:12:55.240 Switching gears for a sec to fitness. 388 00:12:55.240 --> 00:12:57.240 You don't have to answer this one if you're not comfortable 389 00:12:57.240 --> 00:12:59.200 but it is probably the number one question 390 00:12:59.200 --> 00:13:00.720 that I've got everyone. 391 00:13:00.720 --> 00:13:02.760 So I'm just going to read a word for word. 392 00:13:02.760 --> 00:13:05.960 So this guy says, Alex, you look like Hercules 393 00:13:05.960 --> 00:13:07.320 if you ate a tank. 394 00:13:07.320 --> 00:13:09.840 Obviously you're diet and you work out to on point 395 00:13:09.840 --> 00:13:12.320 but I still haven't been able to achieve a physique 396 00:13:12.320 --> 00:13:14.520 like that in over a decade of training. 397 00:13:14.520 --> 00:13:17.520 And many fitness influencers are on gear and lie about it 398 00:13:17.520 --> 00:13:18.960 which is super demotivating 399 00:13:18.960 --> 00:13:21.720 because they're selling unrealistic expectations. 400 00:13:21.720 --> 00:13:22.840 I wish more people would be honest 401 00:13:22.840 --> 00:13:24.560 because I don't see anything wrong with juicing at all 402 00:13:24.560 --> 00:13:27.200 and I don't know why there's such a stigma around it. 403 00:13:27.200 --> 00:13:28.320 So I just wanted to know, 404 00:13:28.320 --> 00:13:30.480 have you taken any performance enhancements 405 00:13:30.480 --> 00:13:32.160 or do you just have goat genetics? 406 00:13:32.160 --> 00:13:34.160 You're just expecting the way you're an idol. 407 00:13:34.160 --> 00:13:37.520 Yeah, I'll answer, I'll give the answer in a second 408 00:13:37.520 --> 00:13:38.800 but I want to address the thing 409 00:13:38.800 --> 00:13:43.800 that I think matters more here, which is why does it matter? 410 00:13:45.360 --> 00:13:48.600 Because let's say that everybody's not on steroids 411 00:13:48.600 --> 00:13:50.000 just for a hypothetical sake. 412 00:13:50.040 --> 00:13:51.920 Okay, well, what's the next thing you move to? 413 00:13:51.920 --> 00:13:53.680 Well, they all have better genetics than me. 414 00:13:53.680 --> 00:13:57.520 Okay, great, you're right, congratulations. 415 00:13:57.520 --> 00:14:00.000 You'll never achieve what you want. 416 00:14:00.000 --> 00:14:00.840 Now what? 417 00:14:02.800 --> 00:14:04.760 Okay, well, what are you gonna do? 418 00:14:04.760 --> 00:14:06.600 Well, you probably still need to train harder 419 00:14:06.600 --> 00:14:08.120 to use whatever genetics you got. 420 00:14:08.120 --> 00:14:09.360 You probably need to eat better 421 00:14:09.360 --> 00:14:10.440 no matter what genetics you got 422 00:14:10.440 --> 00:14:12.360 to get more out of what you have. 423 00:14:12.360 --> 00:14:16.200 And so like whether someone else is on gear or not 424 00:14:16.200 --> 00:14:18.360 changes nothing because even if they weren't on gear 425 00:14:18.360 --> 00:14:21.000 I might have goat genetics and you might not, 426 00:14:22.000 --> 00:14:24.320 which then becomes the new thing that you get to blame. 427 00:14:24.320 --> 00:14:25.880 And so, and I say this with love 428 00:14:25.880 --> 00:14:28.080 and I knew that I saw the message they sent me earlier. 429 00:14:28.080 --> 00:14:29.000 I know that this was out of love 430 00:14:29.000 --> 00:14:31.080 but I say this like very genuinely, 431 00:14:31.080 --> 00:14:34.200 like control the controllables. 432 00:14:34.200 --> 00:14:36.680 Like what difference in your behavior 433 00:14:36.680 --> 00:14:39.720 does me being on gear or not being on gear 434 00:14:39.720 --> 00:14:41.920 or having goat genetics or not having goat genetics? 435 00:14:41.920 --> 00:14:44.080 What does that change about your behavior? 436 00:14:44.080 --> 00:14:46.760 Why would you allow it to change your behavior? 437 00:14:46.760 --> 00:14:48.040 And so at the end of the day 438 00:14:48.040 --> 00:14:50.160 if you wanna get jacked then you do 439 00:14:50.160 --> 00:14:52.520 the maximum amount of things that jack people do. 440 00:14:52.520 --> 00:14:54.360 Now, I don't know how hard you trained. 441 00:14:54.360 --> 00:14:55.760 There's plenty of guys that I've been training for a decade. 442 00:14:55.760 --> 00:14:56.600 They look the same. 443 00:14:56.600 --> 00:14:57.400 I also see them in the gym. 444 00:14:57.400 --> 00:14:58.960 They don't train that hard, right? 445 00:14:58.960 --> 00:15:00.920 You've ever trained with an IFEB Pro, right? 446 00:15:00.920 --> 00:15:02.760 You've trained with people who compete in fitness. 447 00:15:02.760 --> 00:15:05.440 They'll probably expose you to a much higher level 448 00:15:05.440 --> 00:15:06.520 of training, right? 449 00:15:06.520 --> 00:15:07.760 Like if you feel like well, I've been, 450 00:15:07.760 --> 00:15:09.040 you know, I try to eat well, 451 00:15:09.040 --> 00:15:11.160 well, I would ask this question when I hit fitness clients. 452 00:15:11.160 --> 00:15:12.600 I would say okay, did you follow the meal plan? 453 00:15:12.600 --> 00:15:13.440 They would always say yes. 454 00:15:13.440 --> 00:15:15.120 And I'd say okay, let me ask you differently. 455 00:15:15.120 --> 00:15:17.040 Seven days a week you had three meals a day 456 00:15:17.040 --> 00:15:19.280 where I was supposed to eat and two shakes, right? 457 00:15:19.280 --> 00:15:20.680 This is what I would make for Gen Pop. 458 00:15:20.680 --> 00:15:22.120 It's not like an espouse. 459 00:15:22.120 --> 00:15:23.800 I'm just big disclaimer. 460 00:15:23.800 --> 00:15:25.680 Say of those seven days a week, 461 00:15:25.680 --> 00:15:28.200 so three meals, two shakes, seven days a week. 462 00:15:28.200 --> 00:15:30.600 How many days were you perfect on that? 463 00:15:30.600 --> 00:15:34.000 And they'd be like, oh, I mean, at least four. 464 00:15:34.000 --> 00:15:34.840 And I'd be like, right. 465 00:15:34.840 --> 00:15:36.600 So I asked you, did you follow it? 466 00:15:36.600 --> 00:15:37.480 You said yes. 467 00:15:37.480 --> 00:15:40.000 And then I asked you, did you follow it more specifically? 468 00:15:40.000 --> 00:15:41.400 And you said no. 469 00:15:41.400 --> 00:15:43.480 In one day you can fuck up your entire diet. 470 00:15:43.480 --> 00:15:45.000 It's not that hard. 471 00:15:45.000 --> 00:15:46.920 You have a 500 calorie a day surplus. 472 00:15:46.960 --> 00:15:51.000 And then one day you eat 2,000 extra, you break even, right? 473 00:15:51.000 --> 00:15:52.440 And then you're surprised that you're not looking different. 474 00:15:52.440 --> 00:15:54.240 And so like, I came from this world. 475 00:15:54.240 --> 00:15:56.120 So like, I have more charge around it 476 00:15:56.120 --> 00:15:59.200 because I've had thousands of client conversations 477 00:15:59.200 --> 00:16:02.760 around weight loss and fitness stuff, but no. 478 00:16:02.760 --> 00:16:04.160 So I'm on tier two now. 479 00:16:04.160 --> 00:16:05.960 I've been on tier two since I was 28. 480 00:16:05.960 --> 00:16:09.840 I also had state records before I went on tier two 481 00:16:09.840 --> 00:16:11.720 and I was 235 pounds. 482 00:16:11.720 --> 00:16:13.440 And muscle and fitness wrote an article 483 00:16:13.440 --> 00:16:15.840 about me being natural when I was natural. 484 00:16:16.080 --> 00:16:18.680 And so I am no longer pure natty. 485 00:16:18.680 --> 00:16:19.720 I'm on tier T. 486 00:16:19.720 --> 00:16:21.680 I take 75 milligrams a week. 487 00:16:22.640 --> 00:16:23.480 And that's why. 488 00:16:24.520 --> 00:16:25.360 Yeah. 489 00:16:25.360 --> 00:16:26.880 I mean, it's a low dose anyway. 490 00:16:26.880 --> 00:16:28.400 So there we go. 491 00:16:28.400 --> 00:16:30.280 Full the record for everyone's asking. 492 00:16:30.280 --> 00:16:32.880 Yeah. And when they tested it, I think on tier T, 493 00:16:32.880 --> 00:16:34.640 I think my testosterone's like 900. 494 00:16:35.840 --> 00:16:36.840 Boom. 495 00:16:36.840 --> 00:16:37.680 So there you go. 496 00:16:37.680 --> 00:16:39.720 Now the thing is just, now what do you do with that? 497 00:16:39.720 --> 00:16:40.560 Yeah, exactly. 498 00:16:40.560 --> 00:16:41.480 Like now what do you do with that? 499 00:16:41.480 --> 00:16:42.360 It just doesn't change it. 500 00:16:42.360 --> 00:16:43.280 It was curious. 501 00:16:43.280 --> 00:16:44.120 Yeah, no, I know. 502 00:16:44.120 --> 00:16:45.160 I say this out of luck for every, 503 00:16:45.160 --> 00:16:46.920 like for the person the audience who asked that question, 504 00:16:46.920 --> 00:16:48.040 I say that of all because it's, 505 00:16:48.040 --> 00:16:49.600 what does it change about your behavior? 506 00:16:50.600 --> 00:16:51.440 Nothing. 507 00:16:51.440 --> 00:16:52.640 And I was jacked to ship before this 508 00:16:52.640 --> 00:16:53.800 when I was 235 pounds, 509 00:16:53.800 --> 00:16:56.600 which is bigger than I am now when I was natural. 510 00:16:56.600 --> 00:16:58.160 I trained harder and I ate more. 511 00:16:59.440 --> 00:17:00.720 Fundamentals. 512 00:17:00.720 --> 00:17:02.000 Yeah. 513 00:17:02.000 --> 00:17:02.840 Yeah. 514 00:17:02.840 --> 00:17:05.000 Killa, one quick question about AI. 515 00:17:05.000 --> 00:17:06.880 And then I've got some guests that I want to bring on quickly. 516 00:17:06.880 --> 00:17:10.400 So just curious to hear thoughts on the future of AI, 517 00:17:10.400 --> 00:17:13.200 specifically as it pertains to like the digital marketing 518 00:17:13.200 --> 00:17:16.680 industry and copywriting as that's what my audience does, right? 519 00:17:16.680 --> 00:17:18.600 So short to midterm, 520 00:17:18.600 --> 00:17:21.920 I always see AI as an advantage for copywriters, right? 521 00:17:21.920 --> 00:17:23.760 It's a tool that can help us with our output, 522 00:17:23.760 --> 00:17:27.200 our dear generation, pump out first drafts a lot faster. 523 00:17:27.200 --> 00:17:29.640 But long term, let's say we do get to the stage 524 00:17:29.640 --> 00:17:32.280 where AI is able to write an entire book, 525 00:17:32.280 --> 00:17:34.360 build the whole sales funnel, write all the ads, 526 00:17:34.360 --> 00:17:37.720 film all the ads, publish everything done within an hour, right? 527 00:17:37.720 --> 00:17:40.080 What do you think happens to copywriters? 528 00:17:40.080 --> 00:17:42.400 Do you think the role of copywriter transitions 529 00:17:42.400 --> 00:17:45.480 more into like prompt engineer marketing engineer 530 00:17:45.480 --> 00:17:48.400 or should we all just pivot and run for the hills? 531 00:17:48.400 --> 00:17:50.680 Yeah. So I have thought about this a lot. 532 00:17:50.680 --> 00:17:53.800 And so I think that you just have to take things to the natural extreme, 533 00:17:53.800 --> 00:17:57.520 which is when AI and robots can do everything that a human can do better 534 00:17:57.520 --> 00:18:00.240 than a human can do, then money won't matter. 535 00:18:00.240 --> 00:18:02.200 And so then it will be irrelevant. 536 00:18:02.200 --> 00:18:04.880 And then it will be purely based on what percentage of people 537 00:18:04.880 --> 00:18:07.400 have access to the smartest AI. 538 00:18:07.400 --> 00:18:10.280 And then who governs who has access to that? 539 00:18:10.280 --> 00:18:12.480 So we'll get to a society, in my opinion, 540 00:18:12.480 --> 00:18:15.160 taking to an actual extreme where money will be irrelevant 541 00:18:15.160 --> 00:18:16.560 and there will have to just become a new system. 542 00:18:16.560 --> 00:18:18.200 No, I don't know what that system is, 543 00:18:18.200 --> 00:18:19.200 but that's what would happen. 544 00:18:19.200 --> 00:18:23.040 Now, until that happens, we don't have a ton to worry about. 545 00:18:23.040 --> 00:18:25.920 As far as like, what will I change my behavior tomorrow 546 00:18:25.920 --> 00:18:28.080 with knowing this, right? 547 00:18:28.080 --> 00:18:30.560 Well, there's always going to be arbitrage between people 548 00:18:30.560 --> 00:18:32.240 who know how to do something people who don't. 549 00:18:32.240 --> 00:18:35.560 So people were like, oh my god, like copywriting AI. 550 00:18:35.560 --> 00:18:37.000 It's like, do you know any small business owners? 551 00:18:37.000 --> 00:18:39.720 Don't even know what Chashy PT is. 552 00:18:39.720 --> 00:18:41.240 Zillions, and even if they did, 553 00:18:41.240 --> 00:18:43.320 that they don't know how to recognize good copy. 554 00:18:43.320 --> 00:18:45.640 And so like, right now, Chashy PT writes code. 555 00:18:45.640 --> 00:18:47.080 Guess what I don't know how to do? 556 00:18:47.080 --> 00:18:47.880 Write code. 557 00:18:47.880 --> 00:18:49.520 Guess what else I also don't know how to do? 558 00:18:49.520 --> 00:18:51.160 See if the code it wrote was good. 559 00:18:52.360 --> 00:18:53.200 I don't know. 560 00:18:53.200 --> 00:18:54.480 And so what ends up happening, in my opinion, 561 00:18:54.480 --> 00:18:55.680 at least in the short term is that 562 00:18:55.680 --> 00:18:58.080 you can get a 10X increase in productivity 563 00:18:58.080 --> 00:19:00.240 because you can write at such a faster rate of code 564 00:19:00.240 --> 00:19:02.920 or copy or whatever, because you have the perspective 565 00:19:02.920 --> 00:19:04.960 to make adjustment of how good it is, right? 566 00:19:04.960 --> 00:19:05.920 And you can make adjustments 567 00:19:05.920 --> 00:19:07.720 and you can tweak the prompts and all that other stuff. 568 00:19:07.720 --> 00:19:10.120 And so short term, it's going to be people 569 00:19:10.120 --> 00:19:12.440 who know how to leverage AI to get more out of what they do. 570 00:19:12.440 --> 00:19:15.080 Long, long term, nothing's going to matter anyways. 571 00:19:15.080 --> 00:19:18.240 And so I think that sounds like an eventuality, 572 00:19:18.240 --> 00:19:19.840 but what is that going to affect about today? 573 00:19:19.840 --> 00:19:20.680 Not a lot. 574 00:19:20.680 --> 00:19:23.560 And just like any technology, use it to your advantage. 575 00:19:23.560 --> 00:19:24.480 Hmm. 576 00:19:24.480 --> 00:19:26.840 Do you think that we're going to reach a point of UBI 577 00:19:26.840 --> 00:19:29.640 where humans have effectively been replaced by AI? 578 00:19:29.640 --> 00:19:33.680 And then if so, then what role do you think humans will play 579 00:19:33.680 --> 00:19:35.360 if there's no need for us? 580 00:19:35.360 --> 00:19:36.640 You know what I mean? 581 00:19:36.680 --> 00:19:38.360 I would say it's above my pay grade. 582 00:19:38.360 --> 00:19:43.360 But I am, I am, I will continue to keep active 583 00:19:43.360 --> 00:19:45.880 and I will say this other thing that might help the audience, 584 00:19:45.880 --> 00:19:48.240 which is like, if you're a competitive person, 585 00:19:48.240 --> 00:19:50.080 then you're going to have access to the same resource 586 00:19:50.080 --> 00:19:51.200 everyone else does. 587 00:19:51.200 --> 00:19:52.640 And as long as you're the type of person 588 00:19:52.640 --> 00:19:55.600 who continues to compete and continues to go above average, 589 00:19:55.600 --> 00:19:57.560 it's still you like realistically, 590 00:19:57.560 --> 00:20:00.400 you're not competing at AI, you're competing at humans. 591 00:20:00.400 --> 00:20:03.120 And so just like always, there's going to be resources, 592 00:20:03.120 --> 00:20:05.080 there's going to be tools, then someone will them better 593 00:20:05.080 --> 00:20:05.920 than others. 594 00:20:05.920 --> 00:20:07.960 And so you're still competing at people 595 00:20:07.960 --> 00:20:10.520 until eventually, you're only competing at some machines 596 00:20:10.520 --> 00:20:12.680 in which case, oh, that's rough. 597 00:20:12.680 --> 00:20:14.560 And so until that point, the only control 598 00:20:14.560 --> 00:20:17.920 I have is to get better and to compete at compete. 599 00:20:17.920 --> 00:20:19.600 Well, we'll see what happens when we use 600 00:20:19.600 --> 00:20:22.080 to get across that bridge. 601 00:20:22.080 --> 00:20:23.800 Cool man, that's been, that's been really, really helpful. 602 00:20:23.800 --> 00:20:25.400 I just want to bring Ajay on for a second. 603 00:20:25.400 --> 00:20:28.480 He's got a question about business and dating. 604 00:20:28.480 --> 00:20:30.600 Ah, yeah. 605 00:20:30.600 --> 00:20:33.400 I'm looking for spicy to be like Alex would have shown. 606 00:20:33.400 --> 00:20:35.160 Thanks for pushing this, Alex. 607 00:20:35.160 --> 00:20:36.560 He's a lot of folks here. 608 00:20:36.560 --> 00:20:38.320 So a question is actually inspired Alex, 609 00:20:38.320 --> 00:20:40.360 we have a video on hire the tiger. 610 00:20:40.360 --> 00:20:41.840 Really strong video. 611 00:20:41.840 --> 00:20:44.640 And the true thought of going all in, my question is, 612 00:20:44.640 --> 00:20:47.400 how do you juggle business and dating when you were single? 613 00:20:47.400 --> 00:20:49.000 I know you mentioned previously, you know, 614 00:20:49.000 --> 00:20:52.560 we did a millionaire, we broke the human need, right? 615 00:20:52.560 --> 00:20:54.880 So I'm curious what the nuance is here. 616 00:20:54.880 --> 00:20:56.560 A few, it's always been a cycle of focus. 617 00:20:56.560 --> 00:20:58.920 And if it's as well, then he goes to shit. 618 00:20:58.920 --> 00:21:00.680 Do you have any frameworks and advice 619 00:21:00.680 --> 00:21:02.680 around structuring dating? 620 00:21:02.680 --> 00:21:03.680 Yeah, yeah. 621 00:21:03.680 --> 00:21:04.920 I would say there's seasons. 622 00:21:04.920 --> 00:21:07.160 And I think you just got to give yourself grace around it. 623 00:21:07.160 --> 00:21:08.160 You know what I mean? 624 00:21:08.160 --> 00:21:10.520 If there were seasons where I wasn't actively looking 625 00:21:10.520 --> 00:21:12.760 for anyone and people just walked into my life 626 00:21:12.760 --> 00:21:15.960 and there were seasons where like when I had my gyms, 627 00:21:15.960 --> 00:21:17.360 I had customers walking in every day. 628 00:21:17.360 --> 00:21:19.320 They knew people, like there was just more, 629 00:21:19.320 --> 00:21:21.040 I had more surface area of luck 630 00:21:21.040 --> 00:21:22.880 in terms of exposure of meeting people. 631 00:21:22.880 --> 00:21:24.240 Once I went to multiple locations, 632 00:21:24.240 --> 00:21:25.600 I was actually at my house all the time 633 00:21:25.600 --> 00:21:26.640 trying to manage all locations. 634 00:21:26.640 --> 00:21:28.160 I didn't really go to the locations as much, 635 00:21:28.160 --> 00:21:30.360 especially during like customer hours. 636 00:21:30.360 --> 00:21:34.760 And so then I had way fewer exposure to girls. 637 00:21:34.760 --> 00:21:36.280 And so then I got on the apps 638 00:21:36.280 --> 00:21:38.080 and started going on dates and stuff. 639 00:21:38.080 --> 00:21:39.760 And so for me, I just made it work 640 00:21:39.760 --> 00:21:43.040 that during my lunch break was when I would swipe 641 00:21:43.040 --> 00:21:45.600 and do my calls because I just worked at like leads. 642 00:21:45.600 --> 00:21:48.880 And so I would just have the same two to three exchanges 643 00:21:48.880 --> 00:21:50.480 and then immediately say, hey, can I just give you a call 644 00:21:50.480 --> 00:21:51.520 on my way to lunch? 645 00:21:51.520 --> 00:21:52.520 We'll learn more about each other 646 00:21:52.520 --> 00:21:53.440 in a 10 minute phone call 647 00:21:53.440 --> 00:21:55.320 than we will on five days of texting. 648 00:21:55.320 --> 00:21:57.280 And four out of five times, they would say, sure. 649 00:21:57.280 --> 00:21:59.560 Thank God somebody's actually taking control of blah, blah, blah, blah. 650 00:21:59.560 --> 00:22:02.080 I had hop on the phone, ask him, set scripts. 651 00:22:02.080 --> 00:22:03.840 Like, what's your goal right now? 652 00:22:03.840 --> 00:22:06.240 Label them with a problem over their past experiences. 653 00:22:06.240 --> 00:22:08.400 And then, you know, open loop, okay, cool. 654 00:22:08.400 --> 00:22:09.320 Well, that sounds interesting. 655 00:22:09.320 --> 00:22:10.320 Sounds like our goals are aligned. 656 00:22:10.320 --> 00:22:11.520 A thing maybe will help you out. 657 00:22:11.520 --> 00:22:13.480 You know, how about we talk about this over drinks or whatever. 658 00:22:13.480 --> 00:22:16.640 And then if it just sounded like not a good date or person, 659 00:22:16.640 --> 00:22:17.920 I would just not do it. 660 00:22:17.920 --> 00:22:21.440 And so my biggest hack was just how many dates I said no 661 00:22:21.440 --> 00:22:22.760 to after a five or ten minute call 662 00:22:22.760 --> 00:22:24.480 rather than wasting two hours. 663 00:22:24.480 --> 00:22:25.600 I didn't full. 664 00:22:25.600 --> 00:22:26.440 Yeah. 665 00:22:27.280 --> 00:22:30.240 But that one, I had, I did my first update ever. 666 00:22:30.240 --> 00:22:33.840 And I had a girl that I met and I was like, oh, you are a fool. 667 00:22:33.840 --> 00:22:36.360 I never, I just wish I could just disappear. 668 00:22:36.360 --> 00:22:37.840 I never want to talk to you again. 669 00:22:37.840 --> 00:22:40.000 And then I was like, I will never not have a conversation 670 00:22:40.000 --> 00:22:41.880 with somebody over the phone prior to a date. 671 00:22:41.880 --> 00:22:44.920 And so that's how that's how I did it from that point on. 672 00:22:44.920 --> 00:22:45.920 Bob that. 673 00:22:45.920 --> 00:22:47.800 One last question super quick. 674 00:22:47.800 --> 00:22:48.840 I'm sorry, Steven Blas. 675 00:22:48.840 --> 00:22:51.400 But James, bring us home. 676 00:22:51.400 --> 00:22:52.560 Yo, can you hear me? 677 00:22:52.560 --> 00:22:53.760 Yep, shoot. 678 00:22:53.760 --> 00:22:56.720 I like lovely me to master inspiration, love the event, 679 00:22:56.720 --> 00:22:57.640 love the book. 680 00:22:57.640 --> 00:23:00.400 My question is I have a e-commerce coaching company 681 00:23:00.400 --> 00:23:02.080 for beginners and I'm in the process 682 00:23:02.080 --> 00:23:03.080 of doing the research right now. 683 00:23:03.080 --> 00:23:04.960 I think I actually have a record breaking 684 00:23:04.960 --> 00:23:06.520 for our industry success rate. 685 00:23:06.520 --> 00:23:08.520 So I'm growing that extremely quickly 686 00:23:08.520 --> 00:23:10.880 just on word of mouth and funnel is alone. 687 00:23:10.880 --> 00:23:14.160 But my question for you is the company is growing 688 00:23:14.160 --> 00:23:17.120 mainly because of me speaking and the ads and funnels, 689 00:23:17.120 --> 00:23:18.280 I'm the face of it. 690 00:23:18.280 --> 00:23:20.880 That said, when I get to a point where, say, 691 00:23:20.880 --> 00:23:22.960 around a million a month, I want to be in a position 692 00:23:23.000 --> 00:23:25.040 where I can create leaders for it. 693 00:23:25.040 --> 00:23:27.080 Other people in America, Europe, 694 00:23:27.080 --> 00:23:29.560 who become their own face like me 695 00:23:29.560 --> 00:23:31.000 for the company to help grow that way, 696 00:23:31.000 --> 00:23:32.440 kind of like you did with Jim launch. 697 00:23:32.440 --> 00:23:33.800 I was wondering what the process is 698 00:23:33.800 --> 00:23:36.600 to create leaders like that to grow. 699 00:23:36.600 --> 00:23:38.640 Okay, I'm going to give you three directions. 700 00:23:38.640 --> 00:23:41.920 So direction one is you can scale via events 701 00:23:41.920 --> 00:23:43.080 as a big part of your delivery. 702 00:23:43.080 --> 00:23:45.560 So if you look at the biggest kind of education businesses 703 00:23:45.560 --> 00:23:46.400 that are in the space, 704 00:23:46.400 --> 00:23:47.760 so we're talking like nine figure businesses, 705 00:23:47.760 --> 00:23:49.440 almost exclusively use events 706 00:23:49.440 --> 00:23:51.400 because scaling coaching teams is very difficult. 707 00:23:51.400 --> 00:23:52.520 So that's number one. 708 00:23:52.520 --> 00:23:55.600 Number two, like Jim launch is obviously a very big company. 709 00:23:55.600 --> 00:23:56.800 What we did was we, 710 00:23:56.800 --> 00:23:58.360 because we were hypernitched, 711 00:23:58.360 --> 00:24:01.160 we could productize almost every part of the service. 712 00:24:01.160 --> 00:24:02.880 And so that allowed me to take people 713 00:24:02.880 --> 00:24:06.240 who wouldn't otherwise be you or me or my face or whatever 714 00:24:06.240 --> 00:24:08.280 and still deliver the same level of value. 715 00:24:08.280 --> 00:24:10.120 That's the big problem is that the more general you are, 716 00:24:10.120 --> 00:24:11.560 the more impossible it becomes 717 00:24:11.560 --> 00:24:13.560 to standardize value creation. 718 00:24:13.560 --> 00:24:15.880 And that's the big advantage of niching down. 719 00:24:15.880 --> 00:24:18.160 So you have to productize it. 720 00:24:18.160 --> 00:24:21.360 The third kind of bucket here that you can do 721 00:24:21.360 --> 00:24:23.960 or like the consideration is that you can then 722 00:24:23.960 --> 00:24:26.080 bring people on if you think they are exceptional 723 00:24:26.080 --> 00:24:28.600 and basically have people who run PNLs 724 00:24:28.600 --> 00:24:30.360 of kind of departments, right? 725 00:24:30.360 --> 00:24:33.440 So for example, at Jim launch we had an agency service 726 00:24:33.440 --> 00:24:34.960 which was part of what we did for gyms. 727 00:24:34.960 --> 00:24:37.880 And so you can have someone who is in charge of that department 728 00:24:37.880 --> 00:24:40.440 but it basically runs as a as a separate company. 729 00:24:40.440 --> 00:24:42.040 Now it's under the umbrella and you cross sell 730 00:24:42.040 --> 00:24:42.960 and all that kind of stuff, 731 00:24:42.960 --> 00:24:44.880 but you really bring a leader in who's exceptional 732 00:24:44.880 --> 00:24:47.800 and they get compensated off the PNL of that micro business. 733 00:24:47.800 --> 00:24:49.960 And so like if you look at Jeff Bezos with Amazon, 734 00:24:49.960 --> 00:24:51.440 Amazon is barely even a company. 735 00:24:51.440 --> 00:24:53.960 It's just a conglomeration of many, many, many, many businesses. 736 00:24:53.960 --> 00:24:56.680 And so he even calls his CEOs. 737 00:24:56.680 --> 00:24:58.720 That's what he calls them, even though they're just employees 738 00:24:58.720 --> 00:25:00.280 but they still run their own books. 739 00:25:00.280 --> 00:25:02.040 They run their own profit and lost statements 740 00:25:02.040 --> 00:25:04.840 and that way you can incentivize them like owners. 741 00:25:04.840 --> 00:25:06.360 And so the key is to translate your question 742 00:25:06.360 --> 00:25:08.560 and say how do I get people to act like owners 743 00:25:08.560 --> 00:25:10.440 in a business they don't know? 744 00:25:10.440 --> 00:25:11.280 Genius. 745 00:25:11.280 --> 00:25:13.920 So the answer is that you try and get as close 746 00:25:13.920 --> 00:25:15.800 to ownership compensation at least in the manner 747 00:25:15.800 --> 00:25:19.000 that you attract them and compensate them as possible. 748 00:25:19.000 --> 00:25:20.240 Got it, got it. 749 00:25:20.240 --> 00:25:21.080 Thank you so much. 750 00:25:21.080 --> 00:25:22.160 I look into this. 751 00:25:22.160 --> 00:25:23.480 All right, appreciate you. 752 00:25:23.480 --> 00:25:24.320 Thank you. 753 00:25:24.320 --> 00:25:25.160 And else.