WEBVTT 1 00:00:00.000 --> 00:00:06.000 What I want to do is show you how to win and impress the only person that really matters, 2 00:00:06.000 --> 00:00:10.640 which is future you. Not the person next to you, not the person in front of you, 3 00:00:10.640 --> 00:00:16.800 not the person on stage, not your mom, future you. The point of this presentation is to give you a 4 00:00:16.800 --> 00:00:21.280 different way to think about this process so that you can make it easier to win. 5 00:00:22.880 --> 00:00:26.640 And the nice thing is that the process I'm going to show you is how you can win it anything. 6 00:00:26.640 --> 00:00:30.080 And it works for winning at health, relationships, advertising, sales, real estate, business, 7 00:00:30.080 --> 00:00:37.040 investing, anything else. We have to do things to get stuff. Cool? Awesome. All right, 8 00:00:37.040 --> 00:00:43.120 so with that being said, let's begin. How to win? So I'm going to cover five things. 9 00:00:45.360 --> 00:00:52.560 What to do? How to do it? Why to do it? Who you need to become to do it? Then finally, 10 00:00:52.560 --> 00:00:58.800 when to start. So let's start with number one. Said simply, what do you need to do to win? 11 00:00:58.800 --> 00:01:06.400 AKA impress the future version of you. And the reason I define winning this way is that for those 12 00:01:06.400 --> 00:01:12.000 you guys are at the top and you guys know who you are. You can't compare yourself to everyone 13 00:01:12.000 --> 00:01:16.800 that you're already better than. And I say that from a success like objective measurement perspective, 14 00:01:16.800 --> 00:01:22.080 not as human being. Everyone's a wonderful snowflake. But you can't compare yourself to people 15 00:01:22.080 --> 00:01:26.320 that you're beating. Because you'll just get complacent. You know that for those of you guys 16 00:01:26.320 --> 00:01:31.120 who are the winners here. For those of you guys not at the top or who are on the climb, 17 00:01:32.640 --> 00:01:38.480 you can only control what you can control. And you only know what that is. And so there might be 18 00:01:38.480 --> 00:01:44.240 advantages or disadvantages that you might have been born with. It also doesn't matter. No one 19 00:01:44.240 --> 00:01:51.040 cares. The only people who like excuses are the ones giving them, right? And so let's start with 20 00:01:51.040 --> 00:01:57.760 an activity to prove to you that you already know what not to do. So this is a process icon version. 21 00:01:57.760 --> 00:02:03.520 And I use this a hilarious amount probably too much. And so this, I think at least I will attribute 22 00:02:03.520 --> 00:02:08.080 this to Albert Einstein. Charlie Munger talks about it a lot. Invert, always invert when you have 23 00:02:08.080 --> 00:02:14.640 a tough problem. And so I use this and we use this as a very strong tool because it's easier for 24 00:02:14.640 --> 00:02:19.760 our brains to find problems than solutions. So we had to think earlier just now like, let's think 25 00:02:19.760 --> 00:02:24.400 of things for gratitude. Did anyone first split so I can be like, fuck, right? Anyone? 26 00:02:25.440 --> 00:02:28.400 Anyone else do that? Because I heard it backstage and I was like, right, you're about to be 27 00:02:28.400 --> 00:02:31.920 on stage. You could be grateful for that, right? I was just thinking about that. But like, 28 00:02:32.480 --> 00:02:36.560 but if I said, hey, can you think of a problem, I could be like, I can give you 20 right now, 29 00:02:36.560 --> 00:02:40.080 right? Right off the top of my head is like my knee kind of hurts a little bit, right? I can 30 00:02:40.080 --> 00:02:44.720 start giving you problems really easily. But that's because we're programmed to survive, not thrive, 31 00:02:44.720 --> 00:02:49.680 right? Our brains are programmed to find threats to make sure we live to see another day, not so 32 00:02:49.680 --> 00:02:56.000 that we enjoy today. And so we actually have much stronger problem finding skills than solution 33 00:02:56.000 --> 00:03:01.520 finding. And so what I want to do is use our anxiety driven threat finding brain for something good. 34 00:03:01.520 --> 00:03:07.840 And so here's the activity. I want you to imagine the least successful version of you, 35 00:03:08.800 --> 00:03:19.760 loser. What does that person do or not do to guarantee that you won't win? How do they guarantee 36 00:03:19.760 --> 00:03:24.480 that you lose? All right, so shout some of these out. Just like, what does that person do to lose? 37 00:03:24.720 --> 00:03:28.000 Netflix. Okay, I heard that one. 38 00:03:30.960 --> 00:03:34.080 Drugs. Okay, we're going way deeper and darker than I was thinking. 39 00:03:35.520 --> 00:03:41.600 He's like a heroin addiction. I'm like, okay. Yes, understood. 40 00:03:44.320 --> 00:03:46.080 I thought you guys were going to say something like this. 41 00:03:46.080 --> 00:04:00.960 Being patient, show up late, be unprepared, not confident, heroin. We can throw that up there. 42 00:04:04.160 --> 00:04:09.520 Being transactional rather than relational with your clients and customers. Don't follow up. 43 00:04:09.520 --> 00:04:13.120 Someone's like, hey, I've been thinking about selling my house and you're like, awesome. 44 00:04:13.120 --> 00:04:19.040 And then you just never call them. I've got a friend who might be interested in your services and 45 00:04:19.040 --> 00:04:25.920 you're like, that's a damn shame. Don't advertise. Don't ask for referrals. These are probably some 46 00:04:25.920 --> 00:04:29.680 things that would guarantee that you won't be successful. And there's probably more we could add 47 00:04:29.680 --> 00:04:34.320 to this list. And so I would encourage you though, if you really think about this, to really put 48 00:04:34.320 --> 00:04:38.720 these things down because this is genuinely the process that I think about when I want to grow 49 00:04:38.720 --> 00:04:43.040 a business, when I want to get into a new endeavor, I think, how could I guarantee that I would lose? 50 00:04:43.040 --> 00:04:47.840 Like, what would I, in the fewest moves I could possibly make, what are the fewest things I could do 51 00:04:47.840 --> 00:04:54.000 to absolutely guarantee that I lose? And actually, the smaller the list you can make, the more potent those 52 00:04:54.000 --> 00:04:58.000 things are. Like, if there's just one thing that you can do to guarantee that you lose, that usually 53 00:04:58.000 --> 00:05:05.680 becomes the North Star of how you win. So, how do we use these things that our brains came up with 54 00:05:05.680 --> 00:05:11.440 to win, right? We invert it. We flip it. And so this is what that would look like. So from patient, 55 00:05:11.440 --> 00:05:16.720 goes to, sorry, impatient, goes to patient, showing late, is to always being on time, being unprepared to 56 00:05:16.720 --> 00:05:21.840 being always prepared or overprepared, not confident to confident, transactional to relational, 57 00:05:21.840 --> 00:05:27.200 doesn't follow up to always follows up, to doesn't advertise to advertisers constantly, to not asking 58 00:05:27.200 --> 00:05:32.880 for referrals to always doing so. Quick story on this. One of our companies had one sales guy who's 59 00:05:32.960 --> 00:05:39.120 outperforming the previous top salesperson by 2x. And so I wanted to know what this guy was doing. 60 00:05:39.120 --> 00:05:42.960 So I hopped on the phone, which he was like, oh, all right. And so I was like, what are you doing, 61 00:05:42.960 --> 00:05:47.680 man? And he was like, after I sell someone, I just asked if they want to bring somebody else. 62 00:05:48.800 --> 00:05:53.280 And I was like, yeah? And then I looked at the sales director, is that not in the fucking script already? 63 00:05:55.760 --> 00:06:00.000 He was like, no, no, it is. And I was like, why are we not enforcing it? He was like, we are now. 64 00:06:00.000 --> 00:06:07.440 And so simple shit, right? And so a lot of you guys already know how to win because you know how to 65 00:06:07.440 --> 00:06:18.400 lose. So flip it. So after all that, I guess everybody here does know what to do to win, right? 66 00:06:20.960 --> 00:06:27.440 But maybe you just don't know how to do it. So let's talk about that. So most times we don't know, 67 00:06:27.440 --> 00:06:32.080 we don't do things because we haven't broken them down to the most basic form, all right? 68 00:06:32.640 --> 00:06:37.040 The more skills you are, the more general a command can be and you can follow it. 69 00:06:38.000 --> 00:06:43.120 So someone can go, sure, I can be like, hey, you want to jv on this company with me? And they'd be like, 70 00:06:43.680 --> 00:06:50.160 can you grow it? And I would say, sure, very general command, right? Can you grow this business? 71 00:06:50.160 --> 00:06:54.880 Sure. If you go to a toddler and say, grow this business, they're going to be like, 72 00:06:55.600 --> 00:07:00.640 what does that mean? But the thing is that we're not so dissimilar from toddlers, it's just that our 73 00:07:00.640 --> 00:07:05.840 ego is grubbed, but not our abilities. And so you might say to the CEO, go advertise. 74 00:07:07.280 --> 00:07:12.720 The less skills you are, the more broken down the command must be in order to follow it. So if I were 75 00:07:12.720 --> 00:07:17.760 to tell the toddler, genuinely, how to grow the business, it might start with hit the button. 76 00:07:18.240 --> 00:07:25.920 Then wait until light comes on. Then click the blue circle, then type in Facebook.com, hit enter. 77 00:07:26.560 --> 00:07:32.640 You guys catching this? So what's the difference? The level of detail in the instructions. 78 00:07:33.600 --> 00:07:40.000 And this is why two people can go through the same training or event and get wildly different results. 79 00:07:41.440 --> 00:07:46.320 Results come down to the number of skills the person has and the number of skills required 80 00:07:46.480 --> 00:07:53.680 to understand and execute. This is how learning happens. So skills for winner coming into this event 81 00:07:53.680 --> 00:07:58.560 today might be, they already know how to email market. They already have charisma. They know how to 82 00:07:58.560 --> 00:08:03.840 speak. They know how to follow up. They have these skills. The other person here might have no 83 00:08:03.840 --> 00:08:08.720 skills and they could tend this event and then nothing would happen. Was it the event or was it 84 00:08:08.720 --> 00:08:13.280 the person? It's just that there are requisites just like in college, you've got requisites to do 85 00:08:13.280 --> 00:08:20.720 something. You have to have former skills to advance to the next level. And unfortunately, 86 00:08:20.720 --> 00:08:25.040 and this really applies to those you have teams, and if you are a teammate, you can think about this 87 00:08:25.040 --> 00:08:30.160 in reverse. If you have one broken link in the chain of commands or instructions that someone 88 00:08:30.160 --> 00:08:36.800 does not understand, they get stuck. And then they do not complete the task. And you're like, 89 00:08:36.800 --> 00:08:40.480 why are you so incompetent? And it might just because they don't understand one step. 90 00:08:41.440 --> 00:08:45.600 And so, for example, let's say that you need to, you hear go advertise, right? 91 00:08:46.160 --> 00:08:53.200 Skilled guy says on it. The less skilled person says but how? Now compare that to turn on your 92 00:08:53.200 --> 00:08:59.680 computer. Do you think everybody in your team can do that? Right. So that means that everybody here 93 00:08:59.680 --> 00:09:05.520 can be successful if you literally just break it down to a level that you cannot fail. That you 94 00:09:05.520 --> 00:09:14.080 understand every step. Does that make sense? That I can do. So you need to break things down to 95 00:09:14.080 --> 00:09:19.280 the most basic level so that everyone can learn them. And when you do that, you make it easier 96 00:09:19.280 --> 00:09:26.560 for more skilled people and you make it possible for less skilled people. And so, for example, 97 00:09:26.560 --> 00:09:32.160 I said earlier on purpose, be more charismatic, right? Can we agree that if someone's more 98 00:09:32.160 --> 00:09:37.680 charismatic, they might do better in this field in general. Yeah? Cool. What does that mean? 99 00:09:40.640 --> 00:09:46.640 It means smile when people walk in. Change emphasis and tonality when you're talking. 100 00:09:47.680 --> 00:09:53.440 Remember people's names. Ask people about themselves. Not multiple times. And then respond when 101 00:09:53.440 --> 00:09:58.560 people are talking. Keep eye contact. Address everyone in the room when you enter and exit. 102 00:09:58.720 --> 00:10:05.360 We might then say that person's charismatic. But if someone says do you be charismatic, you might be 103 00:10:05.360 --> 00:10:12.560 like, okay. But if someone said do these six things, do you think you could do that? Yes. 104 00:10:13.600 --> 00:10:20.400 You have to break it down. And so this is the essence of good teaching and training. And learning 105 00:10:20.400 --> 00:10:25.360 how to learn will make you better at teaching yourself and then by extension your team. 106 00:10:25.360 --> 00:10:33.840 So here's the writer downer. If you can learn it, it is a skill. And if it's a skill, you can teach 107 00:10:33.840 --> 00:10:41.280 it. Which is why I wholeheartedly reject the concept of people being born a certain way. They might 108 00:10:41.280 --> 00:10:47.120 have physical attributes that orient the environment to reinforce certain behaviors. But if they became 109 00:10:47.120 --> 00:10:53.440 that way, they were taught to be that way. Either formally or informally. But they learned that 110 00:10:53.440 --> 00:10:57.840 because it was reinforced at some part in their lives. Which means right now, if you're like, I'm 111 00:10:57.840 --> 00:11:05.600 not naturally charismatic. Neither are children. They learn. And if you can pock your ego, you can too. 112 00:11:07.360 --> 00:11:12.160 Which means that these traits, everyone says the best are born with are simply buckets 113 00:11:12.160 --> 00:11:18.080 of smaller skills that we group together into a single larger term to save time when we're 114 00:11:18.160 --> 00:11:26.160 communicating. We don't say, hey, Johnny is such a good realtor because he smiles when everyone walks 115 00:11:26.160 --> 00:11:32.160 in the door. He remembers everyone's name. He changes his tonality when he speaks. He always 116 00:11:32.160 --> 00:11:36.560 addresses everyone inside and out when he enters and exits. We don't say that. He's charismatic. 117 00:11:37.280 --> 00:11:43.200 But that shorthand in language is a source of confusion. And remember at the beginning, 118 00:11:43.200 --> 00:11:49.280 as those are Mr. Miyagi think, don't worry, it'll come back. And the thing is, we know how to 119 00:11:49.280 --> 00:11:54.400 teach toddlers. But it's also how adults learn. Our egos are just too sensitive to allow it. 120 00:11:55.040 --> 00:11:59.120 And so what I want you to do is operationalize the list of actions that we figured out together 121 00:11:59.120 --> 00:12:03.360 earlier. Right? We had this big list of all the ways that you know you can lose. We flip those 122 00:12:03.360 --> 00:12:07.840 into how we can win. And then we take those words like be patient, be charismatic, always be on time. 123 00:12:07.840 --> 00:12:12.320 We say, how do I operationalize that? What do I actually do? Turn on the button, turn the computer 124 00:12:12.320 --> 00:12:16.080 on, hit enter. How do we do that? And so if you're like, well, what does operationalize mean? 125 00:12:16.960 --> 00:12:20.160 Explain using actions or behaviors you can see with your eyes. 126 00:12:22.080 --> 00:12:25.680 Someone being charismatic, I can't see with my eyes. Did they smile when they walked 127 00:12:25.680 --> 00:12:29.520 in the door? I can observe that. Did they call someone by their name? I can observe that. 128 00:12:30.160 --> 00:12:36.320 Did they, whatever the other things on my list were, right? No, it's not feelings, thoughts, 129 00:12:36.320 --> 00:12:40.560 intentions, impressions, manifestations, affirmations, or psychology. None of those things 130 00:12:41.200 --> 00:12:46.320 belong in instructions. Why? Because you have no idea what anyone else is thinking. 131 00:12:48.160 --> 00:12:54.560 All we know is that as a group, when people follow this process, more people buy. And here's 132 00:12:54.560 --> 00:13:00.000 the cool part. That's all we need to know. We don't need to test the science of the psychology. 133 00:13:00.000 --> 00:13:03.120 We just know that when we greet people, we look them in the eyes, we shake them. Remember 134 00:13:03.120 --> 00:13:10.240 their hand? And then we follow up on this cadence? It works. That's it. It's all we need to know. 135 00:13:10.240 --> 00:13:16.480 And then do it. And so we know that if we do these things, you get this outcome. 136 00:13:18.000 --> 00:13:23.840 And that makes learning and teaching a lot simpler. We deal with only what we can measure and 137 00:13:23.840 --> 00:13:28.960 observe. And I promise you, if you can look at the world this way, one, 90% of the content you see 138 00:13:28.960 --> 00:13:33.520 in your newsfeed, you will just be able to ignore as noise. Because people are like, it's the 139 00:13:33.520 --> 00:13:40.160 manifestation of the internal trauma from child. Just smile and shake their fucking hand. Like, 140 00:13:40.160 --> 00:13:43.200 just stop. Stop. Stop. 141 00:13:46.320 --> 00:13:49.600 So let me give you another example. This is one that I actually struggled with. So I spend a 142 00:13:49.600 --> 00:13:53.040 lot of my time trying to operationalize words because it just helps me understand the world better 143 00:13:53.040 --> 00:13:56.880 because I don't feel like I understand much at all. And that's, and I just share that stuff in 144 00:13:56.880 --> 00:14:00.880 my content because I share the stuff as I figure it out or at least as I figure it out for me. 145 00:14:00.880 --> 00:14:04.640 And so I have always been somebody who identified as being an impatient person. 146 00:14:05.440 --> 00:14:10.000 And I figured if I was going to be an investor, patience would probably be very important 147 00:14:10.000 --> 00:14:15.360 character trait to have. And I was like, what, how do I do that? Someone's like, be patient. You're like, 148 00:14:18.320 --> 00:14:24.800 now what? Right? So what does that mean? So patience means figuring out what to do in the meantime. 149 00:14:25.440 --> 00:14:31.840 That's it. AKA doing anything besides doing the thing you're avoiding, including doing nothing 150 00:14:31.840 --> 00:14:36.800 at all. This is why some of these dictionary definitions are very difficult to actually do anything 151 00:14:36.800 --> 00:14:41.600 with. It's not the capacity to accept or tolerate delay trouble suffering without getting angry or 152 00:14:41.600 --> 00:14:48.880 upset. Just figure out to do in the meantime. That's being patient. So quick question, who here has 153 00:14:48.880 --> 00:14:56.080 investments? This isn't like a big flex question. Okay, cool. Now, right now provided you literally 154 00:14:56.080 --> 00:15:02.960 aren't on Robinhood selling your shit. You are being patient by just being here. Like right now, 155 00:15:02.960 --> 00:15:06.320 your investments are moving in one direction or other. And you're being patient because you figured 156 00:15:06.320 --> 00:15:14.720 out something to do in the meantime. Huh? Not so hard. In other words, right. Yeah, I wrote this. 157 00:15:14.720 --> 00:15:21.680 There we go. Which brings me to my next how point, binaries and continuums real quick. 158 00:15:22.720 --> 00:15:27.120 If you are, it's not that you are patient or not. And the reason I'm emphasizing this is because 159 00:15:27.120 --> 00:15:31.920 sometimes it can feel unrealistic to try and attain these traits. It's like, well, it's so hard 160 00:15:31.920 --> 00:15:37.600 for me to be charismatic or, you know, not soft spoken or patient, right? But it's not about being 161 00:15:37.600 --> 00:15:42.880 it or not being it. The question is how patient are you? Which means that it's not a binary to 162 00:15:42.880 --> 00:15:48.640 continue them. It's can I move myself slowly in this direction by taking actions, all right? Which 163 00:15:48.640 --> 00:15:55.520 makes every skill you work on, improvable. And so everything that we do to impress our future 164 00:15:55.520 --> 00:16:03.520 selves is another proof point that we act more times than not in this way. Until eventually, 165 00:16:03.520 --> 00:16:10.080 we begin to describe ourselves as patient or detail oriented or charismatic. And this allows us 166 00:16:10.080 --> 00:16:14.880 to see progress with these quotes traits, which are really just buckets of larger skills that we 167 00:16:14.880 --> 00:16:20.000 do shorthand with so we can communicate. And so now that we covered that, I can finally define 168 00:16:20.000 --> 00:16:24.560 three terms that I think will matter for everyone in this room and cement the how. Learning, 169 00:16:24.560 --> 00:16:33.120 intelligence and confidence. So let's start with learning. Learning simply means same condition, 170 00:16:33.120 --> 00:16:39.040 new behavior. So the same thing happens and then you respond differently. That's learning. 171 00:16:40.080 --> 00:16:48.720 So if I show you a red card and then I slap you, like, wow, that sucks. Then I put it back in my 172 00:16:48.720 --> 00:16:58.880 pocket. And then I bring out my red card again. And then I slap you. And then I bring out my red 173 00:16:58.880 --> 00:17:14.320 card again. You duck. You learned. The phone rings. Hello? No script. Phone rings. 174 00:17:14.320 --> 00:17:31.920 Hi. Phone rings. Read the script. You learned. Same condition, new behavior. Learning. So please 175 00:17:31.920 --> 00:17:36.080 remember this because I'm going to hit on this multiple times throughout. Learning means same 176 00:17:36.080 --> 00:17:39.680 condition, new behavior. If you're presented with the same situation and you do not change how you 177 00:17:39.680 --> 00:17:48.240 behave, you have not learned. So that's learning. Intelligence. How fast you change what you do in 178 00:17:48.240 --> 00:18:00.400 the same situation. Intelligence is rate of learning, speed of learning. So, dumber. Phone rings, 179 00:18:00.400 --> 00:18:08.320 no script. Phone rings, no script. Phone rings, no script. Never changes. Dumber. 180 00:18:12.240 --> 00:18:22.400 Well, I can complex this is. Smarter. Phone rings, no script. Phone rings, 181 00:18:22.480 --> 00:18:32.080 reads script. Changes faster. Smarter. Everyone wants to think they're smart. But many of you will leave 182 00:18:32.080 --> 00:18:40.960 this event. Go back to the same environment and not change your behavior. So if that's you, 183 00:18:40.960 --> 00:18:48.320 which one of these two are you below? Dumber. Everyone's like, 184 00:18:52.480 --> 00:19:00.240 or smarter. So you may not have ever thought that you were smart. But if you change your 185 00:19:00.240 --> 00:19:05.520 behavior, you can beat even the quote smartest person, which is why you need to be delta, 186 00:19:05.520 --> 00:19:12.800 you need to be a triangle, change, instead of an L7 weenie, square. So I try and go as 187 00:19:12.800 --> 00:19:18.160 wind, because we change. So that's intelligence, which is simply rate of learning. How quickly 188 00:19:18.160 --> 00:19:23.280 you change your behavior under the same conditions. So how can we tie that to confidence? Because I 189 00:19:23.280 --> 00:19:27.600 think, could we agree that a realtor who's more confident would probably do better in this field 190 00:19:27.600 --> 00:19:34.000 than one who isn't? Okay, awesome. The percentage likelihood, that's something happens. In statistics, 191 00:19:34.000 --> 00:19:37.360 you have a confidence metric. How confident are we that something's going to happen? 192 00:19:38.480 --> 00:19:43.760 And confidence is domain specific. So you can be a confident realtor and a not so confident parent. 193 00:19:43.760 --> 00:19:49.840 Kind of interesting. So how do you increase your confidence percentage with proof? 194 00:19:51.200 --> 00:19:56.880 Well, how do you create proof? You do it a lot of times. And how can you make sure you have a 195 00:19:56.880 --> 00:20:01.280 high percentage likelihood that the script comes out the way you want it with a client? You do it in 196 00:20:01.280 --> 00:20:07.200 the exact situation a lot of times. Because confidence is domain specific. There are some people 197 00:20:07.200 --> 00:20:10.960 who practice their speech in the mirror, but when they get on stage, they freeze. They're like, 198 00:20:10.960 --> 00:20:15.760 but I practiced this thing. He didn't practice it in front of crowd. It becomes domain specific. 199 00:20:18.480 --> 00:20:23.680 You sound so certain. Here's how you do that. Do it enough times that you get bored of it. 200 00:20:24.480 --> 00:20:27.920 So like you can complete the sentences, you can do it while you're driving, you can do it in any 201 00:20:27.920 --> 00:20:31.280 situation you want. Because guess what? That's when you'll be performing the script. 202 00:20:33.440 --> 00:20:38.160 So here's a writer downer. Confidence comes from the past, not the present. 203 00:20:40.400 --> 00:20:46.160 If your plan requires luck, it's a bad plan. If you need to get lucky in order to win in this game, 204 00:20:46.160 --> 00:20:53.200 you will not win. So you can prepare and you do that in the past before you need the skill. 205 00:20:53.200 --> 00:20:57.920 You dig the well before you're thirsty. So now that we covered the what, you guys all know the 206 00:20:57.920 --> 00:21:04.320 big list of things that you should be doing, and you can break it down into an operationalized 207 00:21:04.960 --> 00:21:11.040 little basic nugget of, I can actually do this with the how. Let's talk about why you should, 208 00:21:11.040 --> 00:21:16.960 but aren't. So I'm going to talk about two things within my little Y category. External conditions 209 00:21:17.040 --> 00:21:23.360 and internal conditions. So I'll start here. That's supposed to be like the economy. I don't know if 210 00:21:23.360 --> 00:21:29.840 that the little visual looks economic, but I liked it. Okay. So here's why you might not be doing it. 211 00:21:31.280 --> 00:21:36.480 I call this the five stages of opportunity hopping. So you go from step one, uninformed optimism, 212 00:21:36.480 --> 00:21:41.280 you're like, man, in this low interest rate environment, my cousin is making a kill in 213 00:21:41.280 --> 00:21:47.680 and real estate. Must be amazing. I could do that too. And then you hop in. You go to step two, 214 00:21:47.680 --> 00:21:52.560 which is informed pessimism, huh? This is not as easy as I originally thought. People aren't just 215 00:21:52.560 --> 00:22:00.800 coming to give me their homes to sell. Well, what's your golly? And then you keep going, you keep 216 00:22:00.800 --> 00:22:06.480 going, and you reach this third point where you're like, the value of despair. What is life? 217 00:22:06.480 --> 00:22:12.480 Is this really what I want to do? Am I passionate about real estate? You know, I really do love 218 00:22:12.480 --> 00:22:19.760 being a family part. And then you start justifying reasons not to do something, right? And this is 219 00:22:19.760 --> 00:22:26.400 what most people do is they get to the value of despair and they jump. Because in the beginning 220 00:22:26.400 --> 00:22:32.080 there, you saw your cousin who was doing well at real and you were like, I'm going to jump in. 221 00:22:32.080 --> 00:22:35.360 But you were doing something before that. That you were just the value to spare of that thing. 222 00:22:36.240 --> 00:22:42.480 And so all you do is, or not you, but all many people do is that they just uninformed optimism, 223 00:22:42.480 --> 00:22:48.320 informed pessimism, value of despair, uninformed optimism, informed pessimism, value of despair, 224 00:22:48.960 --> 00:22:53.360 uninformed optimism and sounds repetitive. Some of you have lived this thing 10 fucking times. 225 00:22:53.360 --> 00:23:08.080 And so many of you guys are here right now. It's a tougher climate than it was 24 months ago. 226 00:23:09.520 --> 00:23:14.080 But here's what it looks like when it's right. You go to stage 4, which is informed optimism, 227 00:23:14.080 --> 00:23:18.400 which is, you know what, there is a process that when I got into this, I didn't understand, 228 00:23:18.400 --> 00:23:22.560 but now I do understand it and I've broken it down into actions that I can do and perform on a 229 00:23:22.560 --> 00:23:27.120 regular basis. And I have a feedback cycle so that I can learn how to get better. And I will 230 00:23:27.120 --> 00:23:32.800 measure myself on the progress that I do to the things that I've committed to. I know how to win. 231 00:23:35.200 --> 00:23:41.680 And then you do that stuff and you get to step 5, which is you win. And then you question why life 232 00:23:41.680 --> 00:23:44.800 is meaningless to begin with, but you know, whatever, we'll get to that later. So, 233 00:23:44.800 --> 00:23:53.520 we get more for what we put in when we stick with things. You get compounding returns when you 234 00:23:53.520 --> 00:23:58.960 stick with things longer. And so wealth is made during the hard times because the largest percentage 235 00:23:58.960 --> 00:24:10.400 of the market transfers to the few left standing. That guy, we're good. The more you do anything, 236 00:24:10.400 --> 00:24:15.680 the better you get at it. And the more environments you do it in, the better you get at it in more 237 00:24:15.680 --> 00:24:20.720 environments, especially considering a macroeconomic environment right now. Right? So, the question is, 238 00:24:20.720 --> 00:24:25.120 who would you trust more to sell your house? The agent who's been through three recessions and never 239 00:24:25.120 --> 00:24:31.120 left the profession? Not rhyme, didn't mean to do that. It sounds cool. Or the agent who juggles 240 00:24:31.120 --> 00:24:36.560 three opportunities and hops in and out when it's convenient. Oh, something you're like, that's me. 241 00:24:37.040 --> 00:24:45.680 Right. And you wonder why you don't win. And so your clients feel that way too. And so even if the 242 00:24:45.680 --> 00:24:50.320 people who see you right now aren't in the market, they're always deciding who they're going to go 243 00:24:50.320 --> 00:24:58.320 with when they do. And so people, including future you, will be watching what you do and how you act. 244 00:24:59.040 --> 00:25:03.680 And so you need to do three times the work for the same outcome today, but ten times the 245 00:25:03.680 --> 00:25:09.760 eyes are on you. And so if you close deals when times are hard, they'll know you can close their 246 00:25:09.760 --> 00:25:18.400 deal when times are easy. So TLDR. Down times is when champions are made. It's when skills are 247 00:25:18.400 --> 00:25:24.640 sharpened. If you can win now when the economy turns around, you will crush. I love this quote, 248 00:25:24.640 --> 00:25:28.720 a smooth sea never made a skilled sailor. Who here wants to be fucking great? 249 00:25:29.040 --> 00:25:38.080 Then we should fucking wish for storms. Because if you want to be a skilled sailor, then you need, 250 00:25:38.080 --> 00:25:43.200 you cannot be great unless you have something to test yourself against. You can't claim that you 251 00:25:43.200 --> 00:25:47.440 were loyal until someone, if you're married, if until somebody comes up to you and you say, 252 00:25:47.440 --> 00:25:52.960 I'm good. You can just claim loyalty all day, but until you test it, you don't have the skill because 253 00:25:52.960 --> 00:25:59.680 you have no proof. Today, these times are opportunities to give ourselves proof of who we really are. 254 00:26:00.400 --> 00:26:04.160 And I think that is one of the most motivating things of hard times, is that these are the stories 255 00:26:04.160 --> 00:26:11.440 that you will someday tell about yourself. So here's the writer down it. What makes you extraordinary 256 00:26:11.440 --> 00:26:16.800 isn't what you do. It's how long you're willing to do it for. There's nothing extraordinary about 257 00:26:16.800 --> 00:26:21.200 saying someone's name and shaking their hand. I mean, it's great, but is it extraordinary? I don't 258 00:26:21.200 --> 00:26:25.760 know, but if you do it every single time for the rest of your life, is that extraordinary? 259 00:26:26.400 --> 00:26:33.120 Something as simple as that? Yes, it is. So it's not what you do, it's how long you're 260 00:26:33.120 --> 00:26:39.840 willing to do it for. And so I was going to talk about two things. External conditions did that. 261 00:26:39.840 --> 00:26:43.200 Now I'm going to talk about this. Internal conditions for why you're not doing something 262 00:26:43.200 --> 00:26:51.120 they should be doing. So where does motivation come from? I don't know, right? Childhood trauma, 263 00:26:51.120 --> 00:26:57.200 I didn't get hugged enough, whatever, right? Motivation comes from deprivation. 264 00:26:59.120 --> 00:27:05.040 Let me get dark for a second, it'll be fun. This person, for example, is very motivated to breathe. 265 00:27:05.600 --> 00:27:13.040 Are you going to agree on that? Okay, next point. Unmotivated to have sex. 266 00:27:16.800 --> 00:27:21.280 They might be, who knows, some of you guys are wild, all right? I don't want to breathe. All right, 267 00:27:21.280 --> 00:27:27.120 hop down. Okay, so, all right, moving on, I know, moving on, moving on. 268 00:27:27.760 --> 00:27:37.200 So let me explain. So when are you more motivated to eat drink water, sleep? When you're hungry, 269 00:27:37.200 --> 00:27:42.240 thirsty, and tired? That's when you're the most motivated. If you're finished a big meal and 270 00:27:42.240 --> 00:27:48.320 been like, man, I could go for another pizza? Probably not. If you drink a big gallon of water, 271 00:27:48.320 --> 00:27:51.840 I mean, like, I don't want any more fluids. Of course not, because you're not deprived. 272 00:27:51.840 --> 00:27:57.280 And so when you're full, you don't want it anymore. After you finish things, 273 00:27:57.280 --> 00:28:01.040 giving dessert, you're stuffed. Are you still hungry? No. After you drink a bunch of water, 274 00:28:01.040 --> 00:28:05.440 do you want more? No. So what does this have to do with motivation to win and make money? 275 00:28:05.440 --> 00:28:12.480 I told you, I'll wrap it up. I'll move it, right? Because by this logic, wouldn't all poor people 276 00:28:12.480 --> 00:28:18.240 be motivated since they're deprived of money? Right? That would make sense. But we know that's not 277 00:28:18.240 --> 00:28:21.680 the case, because the people who make the most money are the ones who keep wanting to make more. 278 00:28:24.080 --> 00:28:29.520 So here's why. You know when you're tired, hungry, or thirsty. You perceive a gap. 279 00:28:31.120 --> 00:28:35.920 And your motivation is proportional to your deprivation. How much you don't have, right? 280 00:28:35.920 --> 00:28:39.600 Very hungry. Like, this guy is much hungrier than the person who's just like, maybe I'll have 281 00:28:39.600 --> 00:28:44.720 dinner on the way home. And so here's why money motivation is more complicated than hunger, 282 00:28:44.720 --> 00:28:51.920 or thirst, or being sleepy. With money, deprivation is not physiological. It's psychological. 283 00:28:53.520 --> 00:28:57.360 You only feel poor if you perceive a large gap between where you are 284 00:28:59.280 --> 00:29:05.040 and where you really want to be. So let me show you this visually. So let's say you're at $5,000 285 00:29:05.040 --> 00:29:10.320 a month in income and your desire is to get to $10,000 a month. Fair enough? Cool. 286 00:29:11.120 --> 00:29:15.440 Now let's say this guy is doing a million a month in income, but he wants to get to $10,000,000 287 00:29:15.440 --> 00:29:25.120 a month in income. Relative to their goal, one guy is closer. He's only half of his goal. The other 288 00:29:25.120 --> 00:29:36.320 guy is one tenth of his goal. Who's more deprived? Hang around five people with 10 times the net worth 289 00:29:36.400 --> 00:29:40.480 that you have, and you'll feel poor than you ever did when you were poor around poor people than you. 290 00:29:44.160 --> 00:29:47.200 That'll be a Hormosi family tongue twister for my children. 291 00:29:49.120 --> 00:29:55.600 AK changing your minimum standard, which I still from strong. The number and predictor of wealth 292 00:29:55.600 --> 00:30:01.280 is an IQ, gender, race, and this one startled me. It's the zip code you're born in. 293 00:30:01.280 --> 00:30:08.000 Kind of fox with you a little bit. You're like, huh, it's not about race, it's not about gender, 294 00:30:08.000 --> 00:30:14.400 it's not even about IQ. It's just where you're born, which means it's the things that we compare 295 00:30:14.400 --> 00:30:20.000 ourselves to. Because your environment sets your standards. If you change the environment, 296 00:30:20.000 --> 00:30:25.680 you change your behavior. This is why networks like this are so valuable. Like you can basically get 297 00:30:25.680 --> 00:30:29.760 someone to do anything if you orient the environment the right way. I can get everyone here to take 298 00:30:29.760 --> 00:30:40.800 off their clothes if I make this 150 degrees in the throat. I could. You could. If you change the 299 00:30:40.800 --> 00:30:45.760 environment, you can change behavior. If I told you to, like, everybody get digging and we're like, 300 00:30:45.760 --> 00:30:51.840 I'm good, Alex. Fair enough. Crank this thing to 150. People start stripping. 301 00:30:53.920 --> 00:30:57.120 I didn't need to say anything. The environment change your behavior more than I ever could. 302 00:30:57.360 --> 00:31:00.880 This is why the places like this and networks like this are so valuable. 303 00:31:02.400 --> 00:31:07.120 And so, if you want to feel more motivated, change who you compare yourself to. 304 00:31:09.680 --> 00:31:13.040 Our environment stretches the gap and you experience the deprivation. 305 00:31:13.840 --> 00:31:17.760 Rich people are more deprived of money than poor people because they compare themselves to richer 306 00:31:17.760 --> 00:31:24.000 people than poor people do. And so in addition to this extreme example, you've got the guy with a 307 00:31:24.000 --> 00:31:29.760 bag on his back. Nothing else he needs. I have everything I need to. I need everything. 308 00:31:31.360 --> 00:31:32.240 Who's more deprived? 309 00:31:36.160 --> 00:31:41.600 So you might be like, huh, this seems kind of dark. Is there a clean way to make this comparison 310 00:31:41.600 --> 00:31:45.680 without focusing on other people? Because that's what I would be asking. Yes, compare yourself to 311 00:31:45.680 --> 00:31:52.320 the person who generally want to become. That's how you can create the gap. So here's the writer down 312 00:31:52.320 --> 00:31:56.320 there. If you want to change what you do, change you compare yourself to. 313 00:31:59.680 --> 00:32:02.960 So we covered external conditions that might be stopping you from doing the what, 314 00:32:03.680 --> 00:32:08.240 opportunity hopping and sticking it out. Right? And now we cover the internal conditions 315 00:32:08.240 --> 00:32:11.840 that might have been preventing you. Who you compare yourself to and your internal levels 316 00:32:11.840 --> 00:32:16.960 of motivation and deprivation. So now that we cover the what, and we cover the how, 317 00:32:17.600 --> 00:32:22.240 we cover the why, internal external. Now let's talk about who you have to become to do that. 318 00:32:23.280 --> 00:32:29.840 So how do we become someone with certain traits? Well, contrary to popular opinion and the 319 00:32:29.840 --> 00:32:36.160 Instagram people, I don't think it has to be due with becoming at all. So when we describe 320 00:32:36.160 --> 00:32:41.760 who someone is, what do we do? We describe how they behave and what they do. 321 00:32:41.760 --> 00:32:50.000 Being and identities become descriptions of what we do. And so a little Aristotle will 322 00:32:50.000 --> 00:32:55.600 ancient Greek. We are what we repeatedly do. And that's why I think this whole thing that has 323 00:32:55.600 --> 00:33:00.560 been very popularized by the fluff people. Hopefully no one else said this earlier on this 324 00:33:00.560 --> 00:33:10.800 stage that would suck. Be do have is BS. So let me explain. We describe someone that's any, 325 00:33:10.800 --> 00:33:14.960 we say, hey, he's honest. He's hard working. He's a real estate agent. That's how we describe them. 326 00:33:16.560 --> 00:33:24.240 So let's translate those. He's honest. He states the facts. He's hard working. You complete tasks 327 00:33:24.240 --> 00:33:29.440 as fast or faster than expectations you agree to. He's a real estate agent. Someone who represents 328 00:33:29.440 --> 00:33:33.760 buyers and resellers in real estate transactions. All right, that's the identity. But everything that 329 00:33:33.760 --> 00:33:41.440 we use to describe the identity or things the person does. Note that being has 100% to do with 330 00:33:41.440 --> 00:33:46.480 doing. So if you want to be a certain type of person, then you need to do with that certain type 331 00:33:46.480 --> 00:33:53.520 person does. And when you do those certain things, then you get the results of those actions, 332 00:33:53.520 --> 00:34:01.120 which means you can summarize the entire thing of be do have to just do. Because by doing you be 333 00:34:01.120 --> 00:34:09.360 and by doing you get, just do. This makes the person that you want to become the actions you take 334 00:34:09.360 --> 00:34:15.280 that we later describe as identity 100% under your control, which I think is very inspiring. 335 00:34:16.480 --> 00:34:20.880 Which is why one of my favorite things of all time is, here's a writer downer, the work works on 336 00:34:20.880 --> 00:34:28.880 you more than you work on it. And so I'll tell you a little story. So I was at Sephora with my wife. 337 00:34:28.880 --> 00:34:38.000 It's a makeup store. It's where they sell paint for ladies. Anyways, so we're there and I'm standing 338 00:34:38.000 --> 00:34:43.840 against the wall like this. And Layla's doing whatever. And I see these two little girls super excited. 339 00:34:44.400 --> 00:34:51.360 And the lady in the smock comes up to them and she's like, okay, this is eyeliner and this is 340 00:34:51.360 --> 00:34:57.520 lipstick. I learned those terms. And you need to start budging for this now because they're probably 341 00:34:57.520 --> 00:35:02.880 like this height. Ish, age wise. And they were so excited and they're like, he's now that you're 342 00:35:02.880 --> 00:35:06.320 grown up and your guys are women, like you have to start budging for this every month because you 343 00:35:06.320 --> 00:35:10.480 need to start spending it. And I thought it was such a cute little story and the girls were so excited. 344 00:35:10.480 --> 00:35:15.280 But she basically said that with a new identity comes new priorities. You're going to shift how 345 00:35:15.280 --> 00:35:18.800 you allocate resources based on the person you want to become. These girls want to become women. 346 00:35:19.600 --> 00:35:25.760 And she said, great, you need to change how you behave. And so for many of you, being number one 347 00:35:25.760 --> 00:35:30.240 and winning simply comes down to doing what the number one person does or would do with the number 348 00:35:30.240 --> 00:35:36.800 one version of yourself. And then if you do those things, people eventually describe you that way 349 00:35:36.800 --> 00:35:46.080 when the evidence catches up. So we talked about, now we've talked about who you have to become, 350 00:35:46.080 --> 00:35:50.240 which is just a reminder of just doing what future version of you does for a long enough period 351 00:35:50.320 --> 00:35:56.480 that you would describe yourself that way. So finally, let's talk about the way you should start. 352 00:35:57.280 --> 00:36:01.360 So when you start this stuff, because you might be like, you know what Alex, this all sounds great, 353 00:36:01.360 --> 00:36:06.320 a little hand thing with the fingers. Cool. But I'm busy. Now it's not a good time. Maybe in the future. 354 00:36:07.520 --> 00:36:13.920 So let's put it up there. I think there's three things about time that I find interesting. 355 00:36:13.920 --> 00:36:18.960 So you can have a reason not to do something because season-wise, economically or timing in the 356 00:36:18.960 --> 00:36:23.120 season of your life isn't good. We can do about hour by hour. You're like literally, I don't have 357 00:36:23.120 --> 00:36:27.840 the time in the day to get this stuff done. That would make me number one. Or you can use something 358 00:36:27.840 --> 00:36:34.480 that I like to call the when then fallacy. So let's break it down. So if you're busy, 359 00:36:35.760 --> 00:36:42.080 that's actually the best time to change your behavior. Why? Because you guys want this to last, 360 00:36:42.080 --> 00:36:44.800 right? If you're going to change your behavior, you want your behavior changed to last, correct? 361 00:36:45.200 --> 00:36:53.120 Then if you only wait until you're not busy, then you assume that you will be not busy again in 362 00:36:53.120 --> 00:36:57.200 the future. Because if it's contingent on you being not busy, then the moment you get busy, 363 00:36:57.200 --> 00:37:04.880 again, you'll stop. So start when you're the busiest so that when you get busy again, you already 364 00:37:04.880 --> 00:37:10.880 know how to do it. And that you can stick with it. Does that make sense? Cool. Did anyone get one 365 00:37:10.880 --> 00:37:16.400 of their reasons crushed? Great. So if you're waiting until you're less busy to start a new 366 00:37:16.400 --> 00:37:19.840 hardware program, it just assumes that you get busy again. You'll stop. If you want enduring 367 00:37:19.840 --> 00:37:23.920 change the best time to start as when you're busy, learn how to make it work in the worst condition, 368 00:37:23.920 --> 00:37:34.000 and it'll stick in the best. Now is the best time. Let's go hour by hour. So I used to say the 369 00:37:34.000 --> 00:37:39.440 same thing to my wife of like, I just don't have time to do all these things. And you know what she 370 00:37:39.440 --> 00:37:45.600 did? She grabbed my phone. She looked at my time usage and she was like, huh, here's four hours 371 00:37:45.600 --> 00:37:55.280 every day. You spend on not work. I guess I found you some time. Anyone want to look at their phone 372 00:37:55.280 --> 00:38:00.160 right now? Probably not. The other way to think about this is like, do you think that there's someone 373 00:38:00.160 --> 00:38:10.560 on earth who had less make it happen? Yes, of course. If they can, you can too, right? Everyone 374 00:38:10.560 --> 00:38:17.360 has the same 24 hours. It's about how you allocate them. And the nice thing is that if you're doing 375 00:38:17.360 --> 00:38:21.600 a lot of stuff right now and you're not getting to where you want to go, you're doing the wrong stuff. 376 00:38:22.240 --> 00:38:26.080 And so the first thing when you, when you course cracked is actually elimination, not addition. 377 00:38:26.160 --> 00:38:30.320 Because most of the stuff you're doing right now is not working. So then change what you do. And you'll 378 00:38:30.320 --> 00:38:39.840 have way more time. Smart, busy, broke. Can't be L3. You got to pick two. You can be smart and busy, 379 00:38:39.840 --> 00:38:43.520 but you won't be broke. You can be busy and broke, but you're not smart. You can be smart and 380 00:38:43.520 --> 00:38:50.640 broke, but you're not busy. Super real talk. If you're working all the time and you're not making 381 00:38:50.640 --> 00:38:54.560 progress, you're doing the wrong stuff, right? People who achieve goals faster don't actually move 382 00:38:54.560 --> 00:38:59.840 faster. They achieve more with every step. This is the basis of leverage. They get more for what they 383 00:38:59.840 --> 00:39:04.720 put in. If you're not moving as fast as you want, you're doing the wrong stuff, okay? So consider 384 00:39:04.720 --> 00:39:08.560 the alternative because some of you are still like holding on to this and you're like, but I really 385 00:39:08.560 --> 00:39:13.280 don't have time. It's like, okay, you're right. And you'll never achieve the success you want. 386 00:39:13.280 --> 00:39:20.960 And it's not your fault. That feel better? Right, didn't think so. So let's assume that you've 387 00:39:20.960 --> 00:39:27.200 got the time and you're spending it the wrong way. So that's number two. Let's go to the one 388 00:39:27.200 --> 00:39:34.000 then Valsy. Always a fun one. So this one kept me stuck for years. Basically, you think when I have 389 00:39:34.000 --> 00:39:41.520 more time, I'll do it. It's like saying, I'll save money when I have more money. Or like, I'll 390 00:39:42.320 --> 00:39:48.560 get healthy before I go to the hospital. Or I'll get a, I'll go to the gym once I have a six pack. 391 00:39:49.520 --> 00:39:53.600 You invert the sequence. You're getting the, you're getting the order wrong, right? You do the 392 00:39:53.600 --> 00:39:59.280 stuff now to get the thing later. You do and then you get, you don't get in order to do. 393 00:40:02.480 --> 00:40:09.200 So that's number three. So when do you start? Answer. The moment you want to be the future version 394 00:40:09.200 --> 00:40:15.600 of yourself, aka, win. So when do you want to become the future you? Or when do you become the 395 00:40:15.600 --> 00:40:21.280 future you? When you do what they do? Because if identity is based in action, then the moment you start 396 00:40:21.280 --> 00:40:27.600 doing the things that future you does, you are that person. It just takes time for the proof to show 397 00:40:27.600 --> 00:40:35.200 up, but you are that person already. And that is enough for you. So we talked about what? How, when, 398 00:40:35.200 --> 00:40:40.560 who? And when you should start? So you're like, now what? Well, shit, I don't know. 399 00:40:40.640 --> 00:40:46.800 So the name of the presentation was how to win. Remember the whole intelligence and learning thing? 400 00:40:48.480 --> 00:40:52.800 The longer it takes you to start doing the things you know what to do and how to do, the less 401 00:40:52.800 --> 00:41:00.240 intelligent you are. And whenever you get stuck, break things down that you need to do into 402 00:41:00.240 --> 00:41:04.880 continually smaller chunks until you understand how to do them. So whenever you get stuck, just think, 403 00:41:04.880 --> 00:41:09.360 oh, there are terms or words here that I don't understand. I just need to break it down more. 404 00:41:09.440 --> 00:41:12.720 Don't want your ego get involved if you're like, someone says you need to advertise more. 405 00:41:12.720 --> 00:41:18.320 You've got to be like, okay, what does that mean? You break it down. Okay, it just means post 406 00:41:18.320 --> 00:41:23.600 this many. Okay, I get that. Okay, it means you have to do 100 DMs. Okay, I got that. So the 407 00:41:23.600 --> 00:41:28.080 reminder is you guys know how to win better than I could ever tell you. So take the inverted 408 00:41:28.080 --> 00:41:32.320 list from earlier, write out the things that would guarantee that you lose, flip them to what you 409 00:41:32.320 --> 00:41:37.280 would do to win, and then break down those terms into the action steps of what it takes to be that 410 00:41:37.280 --> 00:41:45.440 trait or have that skill. Traits are just skills. And then practice it until it becomes second nature. 411 00:41:46.640 --> 00:41:50.880 And then chunk up. So in the beginning, you just have to talk about doing 100 DMs. Once you know 412 00:41:50.880 --> 00:41:54.560 how to do that, you know how to call calls and outreach and door knocking and ads and all the 413 00:41:54.560 --> 00:41:59.600 stuff, then you can just say, advertise. You can chunk it up because you have more skills. 414 00:42:01.280 --> 00:42:05.680 And then you measure your success by whether you completed the actions that would make it unreasonable 415 00:42:05.760 --> 00:42:10.720 that you will not fail and then you succeed by default. So what would I have to do to make it 416 00:42:10.720 --> 00:42:16.960 unreasonable that I don't become number one? List those. Do those and you will get there. 417 00:42:18.320 --> 00:42:22.080 But you measure yourself on whether you did the thing. That's it. Yes or no? Very simple. 418 00:42:23.040 --> 00:42:27.360 And so all the greatest games in life that I've found, marriage, health, business, you never 419 00:42:27.360 --> 00:42:32.400 actually win. You don't win at marriage. The point is to stay married. You don't win at health. 420 00:42:32.400 --> 00:42:37.600 The point is to stay healthy. You don't win at business. The point is to stay in business. 421 00:42:39.120 --> 00:42:43.520 And so it shifts the game from winning to outlasting. And that means winning comes down to making 422 00:42:43.520 --> 00:42:50.720 a decision that you can win 100% control, which I think is cool. And so I'll tell you a little story. 423 00:42:53.040 --> 00:43:00.640 Back in the day, I pledged a fraternity. And two weeks in, my whole pledge class revolted. We were 424 00:43:00.640 --> 00:43:04.640 like, this sucks. This is what we sign up for. This is not fun and parties and girls. That's like, 425 00:43:04.640 --> 00:43:10.720 yeah, that's shit. But it wasn't what our expectations were. So they sat us down. They gave us pep talk 426 00:43:10.720 --> 00:43:14.640 and we got over it. And then when I was on the other side, I actually found out that every single 427 00:43:14.640 --> 00:43:23.200 pledge class every single year would revolt between day 10 and day 16 every year. And so I ended 428 00:43:23.200 --> 00:43:26.960 up becoming president of that fraternity. And it was my turn to give that talk. And so I go into 429 00:43:27.440 --> 00:43:31.120 this freshman dorm room. There's 20 of these guys. They're outnumbering me. They're like, 430 00:43:31.120 --> 00:43:37.200 yeah, we don't like you anymore. And so I said, I get it, guys. I said, who here thought that this 431 00:43:37.200 --> 00:43:43.360 would be easy? No one raised their hands. Who here thought it would be hard? They raised their hands. 432 00:43:44.320 --> 00:43:49.920 And I was like, this right now, I was like, this is what hard feels like. You just didn't know what 433 00:43:49.920 --> 00:43:58.640 hard felt like. This is what it feels like. Makes sense? We just reset reality. This is what hard 434 00:43:58.640 --> 00:44:05.520 feels like. You said you expected to be hard. This is hard. They all came back. And so right now, 435 00:44:05.520 --> 00:44:08.960 you may be at that point in your career. And the heart can be different for different people. 436 00:44:08.960 --> 00:44:12.640 It might be stuck at a certain level of income. It might be just getting started. It might be 437 00:44:12.640 --> 00:44:17.120 being number two and wanting to be number one. Everyone's hard different. But this is what it feels 438 00:44:17.760 --> 00:44:20.960 like. There's a level of uncertainty of not knowing whether your actions are going to yield the 439 00:44:20.960 --> 00:44:25.520 results that you want, but doing them anyways, not knowing if you're going to get credit from the 440 00:44:25.520 --> 00:44:30.800 market or on your check at the end of the month. And whether this is really the thing that you 441 00:44:30.800 --> 00:44:36.240 want to do for the rest of your life, everyone thinks these questions. But the people who win just 442 00:44:36.240 --> 00:44:41.840 continue to do the actions, regardless, which is why I say focused on the activities, not on the 443 00:44:42.240 --> 00:44:49.760 inside of your ears. You can feel terrible and still win. So that's what hard feels like. So this 444 00:44:49.760 --> 00:44:54.640 is one of my favorite Chinese proverbs. Everything must be hard before it can be easy. What makes things 445 00:44:54.640 --> 00:44:58.960 hard is in complexity, it's consistency. As boring as it gets, sometimes you just have to keep doing 446 00:44:58.960 --> 00:45:03.040 it before you get anything back. Hard times are opportunities to give yourself proof that even 447 00:45:03.040 --> 00:45:09.120 this couldn't stop you. You're going to lose sleep. You'll doubt whether it'll work. You'll 448 00:45:09.120 --> 00:45:12.880 stress to make ends meet. You won't finish your to-do list. You'll wonder if you made the right 449 00:45:12.880 --> 00:45:18.000 call and you'll have no way to know for years. But this is what hard feels like. And this is what 450 00:45:18.000 --> 00:45:24.880 you signed up for. And that's what makes it worth it. And that is okay. So in closing, said a 451 00:45:24.880 --> 00:45:32.160 little Mr. Miyagi. Everyone here knows what to do to win. Do all those things that you wrote down, 452 00:45:32.800 --> 00:45:40.480 make them positive. Cool. Figure out those ways to lose and do the opposite. You know how to do it. 453 00:45:41.280 --> 00:45:46.480 Remember, you take those things, chunk them down. Break it down. It's so small that anyone could do it. 454 00:45:46.480 --> 00:45:52.160 Even a child. You know why you should be doing it. You have these opportunities that keep 455 00:45:52.160 --> 00:45:56.720 presenting themselves. You keep looking at shiny objects. But we get more for what we put in when 456 00:45:56.720 --> 00:46:02.560 we stick with things. While this made during the hard times, the few people left standing get the 457 00:46:02.560 --> 00:46:07.200 most of it. You create motivation by changing your environment and who you compare yourself to. 458 00:46:08.160 --> 00:46:11.760 So you know why you should be doing it because you get outsized returns for sticking to things. 459 00:46:12.960 --> 00:46:18.240 And you already know how to become the person you can win. How do we do that? 460 00:46:18.640 --> 00:46:26.960 By doing. Do. Who means do? It's the easiest thing. Who do I want to become? What does that person do? 461 00:46:26.960 --> 00:46:36.320 I'll do that. And you know when you should start. Which is, if it's not, you're really busy right 462 00:46:36.320 --> 00:46:40.000 now in this season. It's the best time to start. If you don't have time, you're spending it on the 463 00:46:40.000 --> 00:46:44.560 wrong stuff. And if you think you need to get in order to do, you have it backwards. 464 00:46:44.640 --> 00:46:50.720 So when do you start? The moment you want to be the future version of you. 465 00:46:52.720 --> 00:47:00.240 So here's my final reminder. If you take one thing from this presentation. If you do not change, 466 00:47:00.240 --> 00:47:05.760 you did not learn. And everyone here has things that they've written down from many of the talks of 467 00:47:05.760 --> 00:47:10.160 things that you want to do or want to think about or whatever. I would encourage you to make that 468 00:47:10.160 --> 00:47:14.080 list of things that you will do.