WEBVTT 1 00:00:00.000 --> 00:00:00.840 Most of the nation, what's up? 2 00:00:00.840 --> 00:00:02.680 This is the second part of my interview 3 00:00:02.680 --> 00:00:06.120 with slash coach and call with Ben and Charlie 4 00:00:06.120 --> 00:00:07.280 from Chris Moan Command. 5 00:00:07.280 --> 00:00:09.040 In this section, we talk about three main things. 6 00:00:09.040 --> 00:00:12.400 One is my business equation for what I think about 7 00:00:12.400 --> 00:00:14.800 in terms of how to build amazing and wonderful businesses 8 00:00:14.800 --> 00:00:16.800 that's been off cash flow like clockwork. 9 00:00:16.800 --> 00:00:19.840 Secondly, how to look for and hire amazing talents 10 00:00:19.840 --> 00:00:22.120 so they can actually run that machine for you. 11 00:00:22.120 --> 00:00:23.680 And then finally, the meaning of life 12 00:00:23.680 --> 00:00:27.480 according to Aristotle, which is one of my grandfathers, 13 00:00:27.480 --> 00:00:28.920 one of my good homies. 14 00:00:28.920 --> 00:00:32.240 And so I hope you guys buckle up and enjoy part two. 15 00:00:32.240 --> 00:00:34.680 Not that you're gonna be the best in the world at this one thing 16 00:00:34.680 --> 00:00:37.480 is that if you can be decent at seven things, 17 00:00:37.480 --> 00:00:41.040 you'll be number one at those seven things when combined. 18 00:00:41.040 --> 00:00:43.280 Welcome to the game where we talk about how to get more customers, 19 00:00:43.280 --> 00:00:45.280 how to make more customers, how to keep them longer 20 00:00:45.280 --> 00:00:47.760 and the many failures and lessons we have learned along the way. 21 00:00:47.760 --> 00:00:49.200 I hope you enjoy and subscribe. 22 00:00:50.840 --> 00:00:51.680 And so... 23 00:00:51.680 --> 00:00:53.880 Can you give a concrete example of what like, 24 00:00:53.880 --> 00:00:55.280 not even necessarily a gym launch, 25 00:00:55.280 --> 00:00:57.160 but like of how a fitness trainer, you know, 26 00:00:57.160 --> 00:00:58.360 somebody who like understands like, 27 00:00:58.480 --> 00:00:59.880 you're gonna have to eat healthy foods, 28 00:00:59.880 --> 00:01:02.080 that's gonna suck, you're gonna have to exercise. 29 00:01:02.080 --> 00:01:04.440 Like how can this person talk about something 30 00:01:04.440 --> 00:01:08.680 as difficult to transform as physical fitness, 31 00:01:08.680 --> 00:01:10.240 which is diet and exercise? 32 00:01:10.240 --> 00:01:13.040 How can they talk about it and create a product 33 00:01:13.040 --> 00:01:14.800 that beats other physical fitness trainers? 34 00:01:14.800 --> 00:01:19.080 So the first, like, step one is delineating every single problem 35 00:01:19.080 --> 00:01:20.200 that the person is going to encounter. 36 00:01:20.200 --> 00:01:21.600 All the changes that they're going to have to have, 37 00:01:21.600 --> 00:01:22.760 the efforts and the sacrifice thing, 38 00:01:22.760 --> 00:01:25.000 that they have to start doing things they've stopped at, right? 39 00:01:25.000 --> 00:01:26.360 And so the things that they have to start doing, 40 00:01:26.360 --> 00:01:27.800 it's like, they have to, like, 41 00:01:27.800 --> 00:01:29.840 if we're going sequence here, right? 42 00:01:29.840 --> 00:01:31.680 They're gonna leave with some sort of plan of some sort. 43 00:01:31.680 --> 00:01:33.600 Now, hopefully you have that building them a plan 44 00:01:33.600 --> 00:01:35.680 as part of the thing that you're selling them, right? 45 00:01:35.680 --> 00:01:37.000 But after that, they're then gonna have to go 46 00:01:37.000 --> 00:01:38.120 to the grocery store. 47 00:01:38.120 --> 00:01:39.920 So we have to ask the questions. 48 00:01:39.920 --> 00:01:41.640 How they're gonna know which store to go to? 49 00:01:41.640 --> 00:01:43.440 Are they gonna have to go to multiple stores? 50 00:01:43.440 --> 00:01:44.280 When they go to the store, 51 00:01:44.280 --> 00:01:45.600 how are they gonna find the things they're looking for? 52 00:01:45.600 --> 00:01:46.880 What brands are they gonna need to buy? 53 00:01:46.880 --> 00:01:48.200 How much of them, right? 54 00:01:48.200 --> 00:01:49.520 All of those questions arise. 55 00:01:49.520 --> 00:01:51.280 These are all the things people get stuck on. 56 00:01:51.280 --> 00:01:53.200 So it's like, okay, well, then how can I solve 57 00:01:53.200 --> 00:01:54.720 this problem of grocery shopping? 58 00:01:54.720 --> 00:01:55.720 I haven't even gotten to... 59 00:01:55.760 --> 00:01:57.840 One-click grocery delivery or something. 60 00:01:57.840 --> 00:01:59.240 Like, you know, you got the plan. 61 00:01:59.240 --> 00:02:00.680 I'm just gonna send the food to your house. 62 00:02:00.680 --> 00:02:02.320 Or I'm gonna send the food in a chef to your house. 63 00:02:02.320 --> 00:02:03.440 Or I'm gonna send... 64 00:02:03.440 --> 00:02:04.440 Yes, okay, I got it. 65 00:02:04.440 --> 00:02:06.080 So I'm gonna take the grocery store example. 66 00:02:06.080 --> 00:02:07.520 So in the book, I have the delivery cube, 67 00:02:07.520 --> 00:02:09.120 which is the six different ways you can look, 68 00:02:09.120 --> 00:02:12.160 different lenses you can look at the product through, right? 69 00:02:12.160 --> 00:02:13.480 But just for groceries, 70 00:02:13.480 --> 00:02:14.320 because this is the first problem. 71 00:02:14.320 --> 00:02:15.400 We haven't even gotten to cooking. 72 00:02:15.400 --> 00:02:16.880 We haven't gotten to be prepping it out. 73 00:02:16.880 --> 00:02:18.080 We haven't gotten to actually shopping 74 00:02:18.080 --> 00:02:20.640 for the first time we got just groceries, all right? 75 00:02:20.640 --> 00:02:23.000 So if I were trying to help them with this one problem, 76 00:02:23.000 --> 00:02:24.720 I could say, okay, well, 77 00:02:24.880 --> 00:02:28.520 I could have a do-it-yourself grocery calculator 78 00:02:28.520 --> 00:02:29.720 that I could build so that it would adjust 79 00:02:29.720 --> 00:02:31.120 based on their weight and their goals and their calories, 80 00:02:31.120 --> 00:02:32.320 and it would adjust for them. 81 00:02:32.320 --> 00:02:34.840 Another way is I could already have a pre-made book 82 00:02:34.840 --> 00:02:36.720 based on the weeks that they could go through 83 00:02:36.720 --> 00:02:37.840 and buy that way. 84 00:02:37.840 --> 00:02:41.480 I could do a grocery store tour, right, 85 00:02:41.480 --> 00:02:43.120 where I take a big group of them out 86 00:02:43.120 --> 00:02:44.840 and we go buy groceries together. 87 00:02:44.840 --> 00:02:47.560 I could record that tour and give it as a virtual product. 88 00:02:47.560 --> 00:02:50.000 I could put people together as a buddy system 89 00:02:50.000 --> 00:02:51.240 and say, hey, you're not gonna go, 90 00:02:51.240 --> 00:02:52.320 but you're gonna go with an alumni 91 00:02:52.320 --> 00:02:53.160 and you're gonna go together 92 00:02:53.160 --> 00:02:54.120 and you're gonna do that for the first two months 93 00:02:54.120 --> 00:02:56.120 working with me until you have the skill, right? 94 00:02:56.120 --> 00:02:58.280 Or I could personally take them grocery shopping 95 00:02:58.280 --> 00:02:59.960 or to your point, I could pre-make the list 96 00:02:59.960 --> 00:03:02.400 load into Instacart and then send it to their house. 97 00:03:02.400 --> 00:03:05.760 I could also create an alliance or an affiliation 98 00:03:05.760 --> 00:03:07.320 with some sort of Miyapark company 99 00:03:07.320 --> 00:03:09.840 as an additional solution that would be done for you, right? 100 00:03:09.840 --> 00:03:12.720 So like all of these are just different ways. 101 00:03:12.720 --> 00:03:13.680 I mean, another one would be 102 00:03:13.680 --> 00:03:15.640 because I'm just going through the delivery tube in my head. 103 00:03:15.640 --> 00:03:17.320 If I said, okay, you can go grocery shopping, 104 00:03:17.320 --> 00:03:21.480 but I will be on call for phone or tech support 105 00:03:21.480 --> 00:03:23.240 at any time if you get stuck 106 00:03:23.240 --> 00:03:24.200 during your shopping experience. 107 00:03:24.200 --> 00:03:26.120 I won't be with you, but I will be there to support you. 108 00:03:26.120 --> 00:03:27.440 And you can text me a picture of anything 109 00:03:27.440 --> 00:03:29.160 and I'll immediately respond to you. 110 00:03:29.160 --> 00:03:30.680 One of the books that has had a ton of influence 111 00:03:30.680 --> 00:03:31.920 on me is Essentialism. 112 00:03:31.920 --> 00:03:34.680 I'm mostly for edit, but it's the disciplined idea 113 00:03:34.680 --> 00:03:36.360 of less is more. 114 00:03:36.360 --> 00:03:38.760 How does that idea, because it seems like it may 115 00:03:38.760 --> 00:03:42.600 compete with this, the idea that being there all the time 116 00:03:42.600 --> 00:03:44.440 having 10 different e-books for this person 117 00:03:44.440 --> 00:03:46.200 potentially to read and six different numbers 118 00:03:46.200 --> 00:03:48.120 that they can call and all of this stuff, 119 00:03:48.120 --> 00:03:49.720 do you see that as being competitive 120 00:03:49.720 --> 00:03:53.280 with this idea of solving every micro problem 121 00:03:53.280 --> 00:03:56.200 that this person might experience in their journey? 122 00:03:57.240 --> 00:03:58.080 I don't think it is. 123 00:03:58.080 --> 00:03:59.120 I'm trying to think about the nuance 124 00:03:59.120 --> 00:04:02.000 between the difference, because when I delineate 125 00:04:02.000 --> 00:04:03.600 all of these different things that we just said 126 00:04:03.600 --> 00:04:07.200 as a different ideas of how we would solve that problem, 127 00:04:07.200 --> 00:04:08.280 we would through trial and error 128 00:04:08.280 --> 00:04:10.440 figure out what the highest likelihood success, 129 00:04:10.440 --> 00:04:12.680 so like if I had to pick out of all of these, 130 00:04:12.680 --> 00:04:14.520 the most likely would be, I pre-load 131 00:04:14.520 --> 00:04:15.800 into the cart with their stuff. 132 00:04:16.720 --> 00:04:17.560 Got it. 133 00:04:17.560 --> 00:04:19.360 That would be the most simple. 134 00:04:19.880 --> 00:04:21.520 Not at the grocery store, not answering questions. 135 00:04:21.520 --> 00:04:23.480 We're just using this as an ideation process 136 00:04:23.480 --> 00:04:24.720 for everyone who's listening, so you can think about 137 00:04:24.720 --> 00:04:26.080 whatever problem you're trying to solve. 138 00:04:26.080 --> 00:04:28.880 There is a unique way to solve the problem 139 00:04:28.880 --> 00:04:30.840 that the prospect more importantly will perceive 140 00:04:30.840 --> 00:04:32.200 as an easy solution. 141 00:04:32.200 --> 00:04:35.000 And to your point, every single time we've made 142 00:04:35.000 --> 00:04:36.760 iterations in our services, 143 00:04:36.760 --> 00:04:38.360 and we have education components 144 00:04:38.360 --> 00:04:40.400 for our licensing business, right? 145 00:04:40.400 --> 00:04:45.400 Every new improved version of it gets shorter, not longer. 146 00:04:46.480 --> 00:04:47.760 It's always come less. 147 00:04:47.760 --> 00:04:49.200 And that's why the book was small, 148 00:04:49.200 --> 00:04:51.440 because it took me four versions of the book 149 00:04:51.440 --> 00:04:53.760 to get it down to 160 pages. 150 00:04:53.760 --> 00:04:56.240 So my goal was that someone could read it in one setting. 151 00:04:56.240 --> 00:04:57.440 That was the goal of the book for me, 152 00:04:57.440 --> 00:04:59.440 and each of the books that I'll have it in. 153 00:04:59.440 --> 00:05:00.680 Yeah, that was the goal. 154 00:05:00.680 --> 00:05:04.000 So 100% in terms of simplicity, 155 00:05:05.000 --> 00:05:07.520 but for you from the ideation process, 156 00:05:07.520 --> 00:05:09.360 the ideation process, you can be 11th place, 157 00:05:09.360 --> 00:05:11.720 but then that's why the fourth step is trim and stack, 158 00:05:11.720 --> 00:05:14.360 is how am I gonna trim and trim and trim down to 159 00:05:14.360 --> 00:05:17.560 the few things that have the absolute most value 160 00:05:17.560 --> 00:05:19.720 or perceived value in the prospect's mind? 161 00:05:19.720 --> 00:05:22.120 And then once you go through a handful of customers, 162 00:05:22.120 --> 00:05:23.800 you'll also learn more and get feedback 163 00:05:23.800 --> 00:05:25.480 and say they're still having trouble with this. 164 00:05:25.480 --> 00:05:27.520 I have to somehow reach week this solution, 165 00:05:27.520 --> 00:05:30.600 and this one they don't value so I can cut it out. 166 00:05:30.600 --> 00:05:33.080 And this is requiring it sounds like real time 167 00:05:33.080 --> 00:05:35.320 or at least survey interaction with your customers 168 00:05:35.320 --> 00:05:37.400 so that you're seeing like one, what are these problems? 169 00:05:37.400 --> 00:05:39.720 I didn't even think of grocery shopping as a problem. 170 00:05:39.720 --> 00:05:41.280 So I've got to be next to them 171 00:05:41.280 --> 00:05:42.480 or asking them these sorts of questions, 172 00:05:42.480 --> 00:05:46.280 and then receiving or soliciting feedback of how did that go? 173 00:05:46.280 --> 00:05:47.120 What did you like? 174 00:05:47.120 --> 00:05:50.080 Those sorts of things go into the final version of the product. 175 00:05:50.080 --> 00:05:52.600 Yeah, and especially for newer entrepreneurs, 176 00:05:52.600 --> 00:05:55.440 I tend to be, I tend to believe in kind of like the test 177 00:05:55.440 --> 00:05:57.240 by ideology of starting at the top of the pyramid 178 00:05:57.240 --> 00:05:58.080 and then working your way down. 179 00:05:58.080 --> 00:06:01.320 So the first test of Roadster was like whatever, 180 00:06:01.320 --> 00:06:03.440 500,000 or whatever, it was a lot of money, right? 181 00:06:03.440 --> 00:06:06.200 And then the next one was, I think it was 250,000. 182 00:06:06.200 --> 00:06:08.600 The next thing that came out with was the 100,000 or a car. 183 00:06:08.600 --> 00:06:12.000 And then years later they came out with the 30,000 or a version. 184 00:06:12.000 --> 00:06:14.680 And so I think that people would be best served 185 00:06:14.680 --> 00:06:16.880 starting with done for you kind of operationally 186 00:06:16.880 --> 00:06:18.560 heavy solutions for people. 187 00:06:18.560 --> 00:06:20.840 And that's because you simply don't know enough. 188 00:06:20.840 --> 00:06:24.000 And so it's do the expensive consulting work 189 00:06:24.000 --> 00:06:26.920 that is not scalable to get paid 190 00:06:26.920 --> 00:06:29.560 to learn more about how to solve problems for your prospects 191 00:06:29.560 --> 00:06:33.400 so that you will be able to then have a brand story 192 00:06:33.400 --> 00:06:36.560 right for yourself about how you started at this price anchor 193 00:06:36.560 --> 00:06:39.000 and how you can provide this level 194 00:06:39.000 --> 00:06:41.200 because it's anchored to this price of value 195 00:06:41.200 --> 00:06:43.840 at a lower mid-tier price, which might be done with you 196 00:06:43.840 --> 00:06:46.200 rather than done for you solution, 197 00:06:46.200 --> 00:06:48.240 with all of the learnings you have from. 198 00:06:48.240 --> 00:06:50.120 And this mirrors the experience that I had, 199 00:06:50.120 --> 00:06:52.040 which is like I had six gyms 200 00:06:52.040 --> 00:06:54.680 and then I did two years doing turnarounds 201 00:06:54.680 --> 00:06:56.520 where I flew out and actually literally 202 00:06:56.520 --> 00:06:58.800 did every aspect of it before I was like, 203 00:06:58.800 --> 00:07:01.160 okay, our licensing solution will work for gyms. 204 00:07:01.160 --> 00:07:03.040 Whereas the vast majority of people are like, 205 00:07:03.040 --> 00:07:04.320 well, he's doing a licensing thing, 206 00:07:04.320 --> 00:07:06.240 I'll do a licensing thing, but they didn't do the path 207 00:07:06.240 --> 00:07:07.760 that got us there and that's why they don't replicate 208 00:07:07.760 --> 00:07:08.960 the success. 209 00:07:08.960 --> 00:07:09.960 Yep, makes sense. 210 00:07:09.960 --> 00:07:12.240 Then I know that you'd want to ask about 211 00:07:12.240 --> 00:07:13.880 personal business questions. 212 00:07:13.880 --> 00:07:14.720 I do. 213 00:07:14.720 --> 00:07:17.560 So this is where we use our podcast in order to get coaching 214 00:07:17.560 --> 00:07:19.200 that would otherwise be quite expensive, 215 00:07:19.200 --> 00:07:20.600 but go ahead. 216 00:07:20.600 --> 00:07:21.600 Go ahead. 217 00:07:21.600 --> 00:07:23.200 This is a question for everyone in the audience 218 00:07:23.200 --> 00:07:25.720 that has a 5 million subscriber YouTube channel 219 00:07:25.720 --> 00:07:27.680 and has burned out from right now. 220 00:07:27.680 --> 00:07:30.880 So for all of those people listening, 221 00:07:30.880 --> 00:07:35.600 the question is we have made 300 plus videos 222 00:07:35.680 --> 00:07:38.640 and two date it has been the engine of our business. 223 00:07:38.640 --> 00:07:40.560 That's how we form a relationship with people, 224 00:07:40.560 --> 00:07:44.320 create credibility and create desire for master and charisma 225 00:07:44.320 --> 00:07:47.440 and then we give them the program that master's charisma. 226 00:07:47.440 --> 00:07:50.600 I am curious because we have tried to hire 227 00:07:50.600 --> 00:07:51.840 for a number of roles. 228 00:07:51.840 --> 00:07:54.120 We thought, well, maybe the YouTube channel 229 00:07:54.120 --> 00:07:57.040 doesn't have to be the backbone of the company. 230 00:07:57.040 --> 00:07:58.640 Maybe we can just get a really good marketer 231 00:07:58.640 --> 00:08:00.800 and so we did a multi-month search. 232 00:08:00.800 --> 00:08:02.680 Pretty much got my ideal person if I could have 233 00:08:02.680 --> 00:08:04.480 before the search. 234 00:08:04.720 --> 00:08:06.640 I was like, oh, I would love to poach this person. 235 00:08:06.640 --> 00:08:08.920 We got that person, but it didn't end up working out. 236 00:08:08.920 --> 00:08:11.600 And then I've secondly been, 237 00:08:11.600 --> 00:08:14.360 it's been hard to find someone who can write content 238 00:08:14.360 --> 00:08:16.800 at the level that we would be proud to publish it. 239 00:08:16.800 --> 00:08:20.680 And so the getting out of the business from the bottom wrong 240 00:08:20.680 --> 00:08:22.600 and being an owner and a strategist like you are 241 00:08:22.600 --> 00:08:24.720 has been something I've personally struggled with. 242 00:08:24.720 --> 00:08:28.320 And I was curious, how do you find the right people? 243 00:08:28.320 --> 00:08:31.760 Because I know your big thing is I don't hire talented people 244 00:08:31.760 --> 00:08:32.520 who I need to train. 245 00:08:32.520 --> 00:08:34.680 I hire people with pre-existing skills. 246 00:08:34.680 --> 00:08:36.520 How do you go about that? 247 00:08:36.520 --> 00:08:38.520 Because it has been something that I have either 248 00:08:38.520 --> 00:08:40.200 misjudged in the sense that I went, 249 00:08:40.200 --> 00:08:41.120 this person's gonna crush it, 250 00:08:41.120 --> 00:08:42.720 they have the pre-existing skills. 251 00:08:42.720 --> 00:08:45.120 Or I've gone, I don't know how to find someone 252 00:08:45.120 --> 00:08:47.880 with the pre-existing skill of knows a ton 253 00:08:47.880 --> 00:08:50.480 about charisma and is good at writing scripts. 254 00:08:50.480 --> 00:08:53.120 So I'm just curious if you have any suggestions 255 00:08:53.120 --> 00:08:56.200 or advice on ways I might go about this. 256 00:08:56.200 --> 00:08:59.520 And I will answer this as an on the cuff 257 00:08:59.520 --> 00:09:01.440 of me thinking through it out loud 258 00:09:01.440 --> 00:09:05.120 rather than saying this is a definitive answer. 259 00:09:05.120 --> 00:09:06.520 If I were in this position, 260 00:09:06.520 --> 00:09:07.560 when I'd be thinking through like, 261 00:09:07.560 --> 00:09:08.720 well, Justin Bieber is like, 262 00:09:08.720 --> 00:09:11.800 I just can't find someone to sing like I can on stage 263 00:09:11.800 --> 00:09:14.360 so that I can outsource my Justin Bieber brand. 264 00:09:15.440 --> 00:09:16.280 You know what I mean? 265 00:09:16.280 --> 00:09:18.720 So like sometimes I think there are some businesses 266 00:09:18.720 --> 00:09:21.040 that are more and more difficult to do that with. 267 00:09:21.040 --> 00:09:24.080 Yeah, I feel like a mix of a business and an artist. 268 00:09:24.080 --> 00:09:25.800 Yeah, and I think that's normal. 269 00:09:25.800 --> 00:09:28.080 And so I think the first thing that I would do 270 00:09:28.080 --> 00:09:30.800 is I see if I could chunk down, 271 00:09:31.080 --> 00:09:32.520 the actual activities. 272 00:09:32.520 --> 00:09:34.160 Are you familiar with Naval Robocon? 273 00:09:34.160 --> 00:09:36.680 I talk about some of this stuff because I like this stuff a lot. 274 00:09:36.680 --> 00:09:39.120 But he talks about specific knowledge being, 275 00:09:39.120 --> 00:09:41.560 not that you're going to be the best in the world at this one thing, 276 00:09:41.560 --> 00:09:44.320 is that if you can be decent at seven things, 277 00:09:44.320 --> 00:09:45.400 when you combine those seven things, 278 00:09:45.400 --> 00:09:46.400 that's what creates, 279 00:09:46.400 --> 00:09:49.240 you'll be number one at those seven things when combined, right? 280 00:09:49.240 --> 00:09:50.640 And so I think a lot of entrepreneurship 281 00:09:50.640 --> 00:09:52.760 and why you guys have been exceptional at your thing 282 00:09:52.760 --> 00:09:55.160 is that you were good on camera, 283 00:09:55.160 --> 00:09:56.640 you understand script writing, 284 00:09:56.640 --> 00:09:58.320 you also understand YouTube, 285 00:09:58.320 --> 00:10:00.160 you're also like good looking young guy, 286 00:10:01.120 --> 00:10:02.560 and then when you combine all those things, 287 00:10:02.560 --> 00:10:06.000 then you become boom, number one at this type of thing. 288 00:10:06.000 --> 00:10:08.000 And so if I could chunk down, 289 00:10:08.000 --> 00:10:10.720 because you're not going to be able to find a you 290 00:10:10.720 --> 00:10:12.360 because there's only one of you, right? 291 00:10:12.360 --> 00:10:15.040 But if can I find the number one at these seven 292 00:10:15.040 --> 00:10:16.640 or eight skills that put together, 293 00:10:16.640 --> 00:10:21.480 and it might take a village to try and replace you? 294 00:10:21.480 --> 00:10:24.720 And I'll say within the business that I had on the licensing side, 295 00:10:24.720 --> 00:10:27.200 it took me two years to replace, 296 00:10:27.240 --> 00:10:30.560 like it was a two year long process to replace me. 297 00:10:30.560 --> 00:10:33.120 And I speak candidly about the fact that 298 00:10:33.120 --> 00:10:34.360 now part of this might have been 299 00:10:34.360 --> 00:10:36.280 because there was this pandemic that went around 300 00:10:36.280 --> 00:10:38.200 at the same time as I stepped down. 301 00:10:38.200 --> 00:10:40.720 So that might have influenced the income numbers. 302 00:10:40.720 --> 00:10:42.440 So that's not a slide at the team, 303 00:10:42.440 --> 00:10:45.760 I'm saying this because my team might also listen to this. 304 00:10:45.760 --> 00:10:49.800 But I was willing to make the trade off to get the time back, 305 00:10:49.800 --> 00:10:50.640 right? 306 00:10:50.640 --> 00:10:53.120 I was willing to make half as much from that particular entity 307 00:10:53.120 --> 00:10:55.480 in order to get 100% of the time that I was, 308 00:10:55.480 --> 00:10:58.480 not a hundred, 90% of the time that I was allocating there. 309 00:10:58.480 --> 00:11:00.200 So how do you do it? 310 00:11:00.200 --> 00:11:01.520 I think you chunk down, 311 00:11:01.520 --> 00:11:03.640 and then you'll still be left with something. 312 00:11:03.640 --> 00:11:05.000 And so this might be the one fallacy 313 00:11:05.000 --> 00:11:06.320 that I can hopefully share, 314 00:11:06.320 --> 00:11:08.680 is that we have this illusion as entrepreneurs 315 00:11:08.680 --> 00:11:10.160 that we're going to quote replace ourselves 316 00:11:10.160 --> 00:11:12.840 and turn our business into passive income, right? 317 00:11:12.840 --> 00:11:15.480 It is my opinion that nothing is passive. 318 00:11:15.480 --> 00:11:18.480 And it's just you have varying degrees of active. 319 00:11:18.480 --> 00:11:23.480 And so even if I were to somehow roll everything 320 00:11:23.800 --> 00:11:26.760 into one person who all of my companies rolled into 321 00:11:26.760 --> 00:11:28.680 is I would replace myself, right? 322 00:11:28.680 --> 00:11:31.960 Well, who does that person report to, right? 323 00:11:31.960 --> 00:11:35.000 It's like you're only just you're consolidating, 324 00:11:35.000 --> 00:11:37.080 you're aggregating, but never really eliminating. 325 00:11:37.080 --> 00:11:40.920 And I think that simply eliminating the false fallacy, 326 00:11:40.920 --> 00:11:44.960 the false belief that we are failing at complete passiveness, 327 00:11:44.960 --> 00:11:47.280 somehow sometimes can solve the problem 328 00:11:47.280 --> 00:11:49.760 by realizing that it's not a problem to be solved, 329 00:11:49.760 --> 00:11:51.520 but just something that needs to be diminished 330 00:11:51.520 --> 00:11:53.240 and it's not a binary of yes or no, 331 00:11:53.240 --> 00:11:55.640 but to what degree, it's a continuum. 332 00:11:55.640 --> 00:11:57.280 And I think if you shift that way, 333 00:11:57.280 --> 00:11:59.320 then you can look back to yours from now 334 00:11:59.320 --> 00:12:01.520 and say, am I more or less involved 335 00:12:01.520 --> 00:12:02.920 in the business than I was? 336 00:12:02.920 --> 00:12:06.280 And if the answer is I am 50% or 75% less involved 337 00:12:06.280 --> 00:12:08.320 in the business and we're still making the same money, 338 00:12:08.320 --> 00:12:10.760 then I would say, I'm doing a great job. 339 00:12:10.760 --> 00:12:12.280 I'm going to keep doing this direction 340 00:12:12.280 --> 00:12:15.280 rather than I'm not passive yet, I suck. 341 00:12:15.280 --> 00:12:16.280 Sure. 342 00:12:16.280 --> 00:12:19.080 Well, I'm much less active and Ben is much more active. 343 00:12:19.080 --> 00:12:20.160 Yes. 344 00:12:20.160 --> 00:12:22.160 So it turns out there's not just one of us. 345 00:12:22.160 --> 00:12:24.160 There's two of us. 346 00:12:24.160 --> 00:12:28.680 So what, in terms of hiring, do you have tips, 347 00:12:28.680 --> 00:12:30.760 and I believe that I've heard you, again, 348 00:12:30.760 --> 00:12:31.960 I've heard, kind of heard you speak about this, 349 00:12:31.960 --> 00:12:33.760 but wanted to ask for clarification. 350 00:12:33.760 --> 00:12:35.400 I think so many things in business 351 00:12:35.400 --> 00:12:37.000 are you developed in instinct 352 00:12:37.000 --> 00:12:39.520 and you just kind of know after a lot of time. 353 00:12:39.520 --> 00:12:40.440 And that's life as well. 354 00:12:40.440 --> 00:12:43.000 But in terms of knowing if you've got the right person 355 00:12:43.000 --> 00:12:45.840 for the job, about how much time do you feel like 356 00:12:45.840 --> 00:12:49.240 is appropriate before you get that instinct 357 00:12:49.240 --> 00:12:50.680 that and allow it to kick in? 358 00:12:50.720 --> 00:12:52.480 And do you have any tips and tricks 359 00:12:52.480 --> 00:12:55.440 or particular things to look for to know 360 00:12:55.440 --> 00:12:58.960 if this is someone who needs time and TLC and training 361 00:12:58.960 --> 00:13:01.840 or if this is likely to not work out? 362 00:13:01.840 --> 00:13:04.640 That is an area that I think we are very deficient. 363 00:13:04.640 --> 00:13:05.640 Oh, hold on. 364 00:13:05.640 --> 00:13:06.640 Oh, hold on. 365 00:13:06.640 --> 00:13:07.640 So many fun things. 366 00:13:07.640 --> 00:13:08.880 So many fun things on this one. 367 00:13:08.880 --> 00:13:10.960 OK, I'll consolidate some stuff for the audience. 368 00:13:10.960 --> 00:13:13.560 So the zero to one million is about promotion. 369 00:13:13.560 --> 00:13:15.640 All right, one to 10 million is about product. 370 00:13:15.640 --> 00:13:18.080 10 to 100 million is about people, right? 371 00:13:18.080 --> 00:13:21.160 And so that is the trajectory that everyone goes through. 372 00:13:21.160 --> 00:13:24.880 First false belief is that people 373 00:13:24.880 --> 00:13:27.240 have like an impeccable picker. 374 00:13:27.240 --> 00:13:28.360 You just get better. 375 00:13:28.360 --> 00:13:29.760 You never get perfect, right? 376 00:13:29.760 --> 00:13:31.000 Just as I'm just throwing it out there, 377 00:13:31.000 --> 00:13:33.080 it's just that my error rate is lower than it used to be. 378 00:13:33.080 --> 00:13:34.440 But it's not that it's somehow like, 379 00:13:34.440 --> 00:13:35.360 I have eliminated error. 380 00:13:35.360 --> 00:13:36.720 We still make bad hires. 381 00:13:36.720 --> 00:13:38.040 But these are the thought processes. 382 00:13:38.040 --> 00:13:40.040 And this is kind of, this might be interesting for you guys, 383 00:13:40.040 --> 00:13:43.080 is that resume will have three times 384 00:13:43.080 --> 00:13:47.560 the predictive power of interviewing in terms of the success. 385 00:13:47.560 --> 00:13:50.000 Yeah, success of people in the role. 386 00:13:50.000 --> 00:13:51.800 Now, mind you, in a perfect world, 387 00:13:51.800 --> 00:13:55.240 you'd have 10 good resumes and then you pick off of interviews. 388 00:13:55.240 --> 00:13:59.240 That's kind of the, that's how you would solve for both of those, right? 389 00:13:59.240 --> 00:14:00.960 Because then you'll look for culture fit and all that kind of stuff. 390 00:14:00.960 --> 00:14:05.760 But in terms of skills, track record is going to be the greatest predictor 391 00:14:05.760 --> 00:14:08.040 that they're going to be able to do the same thing again, right? 392 00:14:08.040 --> 00:14:10.080 And so as specific as possible, 393 00:14:10.080 --> 00:14:12.200 so rather than like this person was in marketing, 394 00:14:12.200 --> 00:14:15.520 it's this person handled marketing in a YouTube channel 395 00:14:15.520 --> 00:14:16.960 that was at 10 million or higher. 396 00:14:16.960 --> 00:14:18.640 And so ideally, you want someone who's, 397 00:14:18.640 --> 00:14:20.120 who's a little bit above where you are, 398 00:14:20.120 --> 00:14:22.480 but not so far that they've forgotten where you are now. 399 00:14:24.880 --> 00:14:26.800 Hey, Mohsenation, quick break just to let you know 400 00:14:26.800 --> 00:14:29.960 we've been starting to post on LinkedIn and want to connect with you. 401 00:14:29.960 --> 00:14:31.560 All right, so send me a connection request 402 00:14:31.560 --> 00:14:33.200 and note letting me know that you listen to the show 403 00:14:33.200 --> 00:14:34.440 and I will accept it. 404 00:14:34.440 --> 00:14:36.400 There's anyone you think that we should be connected with, 405 00:14:36.400 --> 00:14:38.840 tag them in one of my relay list posts 406 00:14:38.840 --> 00:14:40.920 and I will give you all the love in the world. 407 00:14:40.920 --> 00:14:42.040 All right, so let's get back to the show. 408 00:14:42.320 --> 00:14:48.160 So and you're poaching it sounds like you're like finding that person 409 00:14:48.160 --> 00:14:50.640 and they're, they've got a job and they're, you know, 410 00:14:50.640 --> 00:14:53.480 and you're going, I want that guy or that gal. 411 00:14:53.480 --> 00:14:56.240 Yes, so and this is again, higher level, right? 412 00:14:56.240 --> 00:14:59.040 So when you're playing beginner, beginner business, 413 00:14:59.040 --> 00:15:01.240 and I'm saying this with love to all business owners, 414 00:15:01.240 --> 00:15:02.800 that's not, I'm not saying this is a pejorative thing, 415 00:15:02.800 --> 00:15:04.320 but like when you're going zero to a million, 416 00:15:04.320 --> 00:15:06.360 most of times you got to, you got to train people 417 00:15:06.360 --> 00:15:09.000 because you kind of can't afford really, really good people. 418 00:15:09.000 --> 00:15:11.160 You can't, the business economics are there, right? 419 00:15:11.160 --> 00:15:13.440 So you have to take undervalued labor and add value 420 00:15:13.440 --> 00:15:15.720 through your own skills and that's how you end up having 421 00:15:15.720 --> 00:15:18.040 still making a profit with low labor costs, right? 422 00:15:18.040 --> 00:15:19.600 And then, you know, at one to 10 million, 423 00:15:19.600 --> 00:15:22.200 you can, you can hire people with some level of skill 424 00:15:22.200 --> 00:15:24.240 and you can still use job ads and job placements 425 00:15:24.240 --> 00:15:25.080 and things like that. 426 00:15:25.080 --> 00:15:26.440 You just still get decent people. 427 00:15:26.440 --> 00:15:30.400 Once you start crossing in the $200,000, $500,000 428 00:15:30.400 --> 00:15:33.400 a year threshold, those people are always employed. 429 00:15:33.400 --> 00:15:34.800 They're never not employed. 430 00:15:34.800 --> 00:15:36.320 Yeah, they're never not employed. 431 00:15:36.320 --> 00:15:38.920 So and every company that they've ever been employed 432 00:15:38.920 --> 00:15:40.440 will work really hard to keep them. 433 00:15:40.440 --> 00:15:42.000 So those are people that have to, 434 00:15:42.000 --> 00:15:43.600 you've got to trade them out of the position 435 00:15:43.600 --> 00:15:45.120 they're in to come to work for you. 436 00:15:45.120 --> 00:15:46.880 Now, in terms of the characteristics, 437 00:15:46.880 --> 00:15:48.600 I'm going to be borrowing this for more and Buffett, 438 00:15:48.600 --> 00:15:49.920 but I think he's a pretty good source. 439 00:15:49.920 --> 00:15:52.040 And so I will share with you what he has shared 440 00:15:52.040 --> 00:15:55.080 with me personally and our many talks together, right? 441 00:15:55.080 --> 00:15:58.880 Is that he looks for intelligence, 442 00:15:58.880 --> 00:16:03.320 which I define as, I just niche that down to 443 00:16:03.320 --> 00:16:06.320 super relevant experience within the, 444 00:16:06.320 --> 00:16:08.320 and having solved the problem that I'm looking to solve, right? 445 00:16:08.320 --> 00:16:10.360 I'm hiring for solutions. 446 00:16:10.360 --> 00:16:13.080 I'm not hiring for positions. 447 00:16:13.080 --> 00:16:14.480 And I think if we can be very clear 448 00:16:14.480 --> 00:16:16.000 about what problem we are trying to solve, 449 00:16:16.000 --> 00:16:17.400 we'll be much better at defining the problem 450 00:16:17.400 --> 00:16:19.000 so we get much more clear about the solution. 451 00:16:19.000 --> 00:16:21.360 So number one is he says intelligence. 452 00:16:21.360 --> 00:16:22.920 I just define that a little bit more nuanced 453 00:16:22.920 --> 00:16:25.200 to has this person solve the problem 454 00:16:25.200 --> 00:16:26.920 in a business just like mine. 455 00:16:26.920 --> 00:16:29.600 The second is he calls it energy. 456 00:16:29.600 --> 00:16:31.280 I call it work ethic, right? 457 00:16:31.280 --> 00:16:33.800 And the way that you would judge that for me is, 458 00:16:33.800 --> 00:16:34.920 what's the speed of response 459 00:16:34.920 --> 00:16:36.720 when we're interacting with this person? 460 00:16:36.720 --> 00:16:37.720 If I ask them for something, 461 00:16:37.720 --> 00:16:39.360 how could you do they get it to me? 462 00:16:39.360 --> 00:16:40.560 Which is general communication style 463 00:16:40.560 --> 00:16:41.720 because we like to move quickly. 464 00:16:41.720 --> 00:16:43.280 And I know that if they're not moving quickly 465 00:16:43.280 --> 00:16:44.120 during the interview process, 466 00:16:44.120 --> 00:16:46.120 I'm not going to expect it to move faster afterwards. 467 00:16:46.120 --> 00:16:48.120 That is how I measure that. 468 00:16:48.120 --> 00:16:50.520 And then the third is character, right? 469 00:16:50.520 --> 00:16:51.600 Which is difficult, right? 470 00:16:51.600 --> 00:16:54.840 He says integrity, but just I would say character in general. 471 00:16:54.840 --> 00:16:56.640 And the underpinnings of that, 472 00:16:56.640 --> 00:16:57.960 which is the fourth piece, 473 00:16:57.960 --> 00:17:00.640 is do they have a long term perspective? 474 00:17:00.640 --> 00:17:02.960 Can they think in longer time horizons? 475 00:17:02.960 --> 00:17:04.000 And that's so important, 476 00:17:04.000 --> 00:17:05.680 especially as you get leadership positions. 477 00:17:05.680 --> 00:17:08.440 And because at each level of the business, 478 00:17:09.440 --> 00:17:11.400 in the beginning, you're replacing tasks, 479 00:17:11.400 --> 00:17:13.040 you're replacing doing, right? 480 00:17:13.040 --> 00:17:15.320 And then you're replacing managing. 481 00:17:15.320 --> 00:17:17.600 And then you're replacing leadership. 482 00:17:17.600 --> 00:17:20.720 And then you're replacing vision, innovation, 483 00:17:20.720 --> 00:17:23.960 and decision making. 484 00:17:23.960 --> 00:17:25.480 So each of these levels, right? 485 00:17:25.480 --> 00:17:26.560 The things that we're replacing 486 00:17:26.560 --> 00:17:28.600 become more intangible and harder to find, 487 00:17:28.600 --> 00:17:29.600 which is why most people 488 00:17:29.600 --> 00:17:31.520 should succeed and don't scale their businesses 489 00:17:31.520 --> 00:17:34.360 because it's harder to look for leadership, right? 490 00:17:34.360 --> 00:17:37.200 But that's like when we're approaching 491 00:17:37.880 --> 00:17:39.080 these interviews, 492 00:17:39.080 --> 00:17:40.200 we keep it front of mind, 493 00:17:40.200 --> 00:17:42.200 which is like, what am I looking for right now? 494 00:17:42.200 --> 00:17:43.120 They got on the interview 495 00:17:43.120 --> 00:17:44.720 because they have the track record. 496 00:17:44.720 --> 00:17:45.880 Okay. 497 00:17:45.880 --> 00:17:47.920 The correspondence has been speedy-ish. 498 00:17:47.920 --> 00:17:49.400 What I'm really looking for 499 00:17:49.400 --> 00:17:51.920 is the character that I think can lead 500 00:17:51.920 --> 00:17:53.040 this component in the company 501 00:17:53.040 --> 00:17:56.160 and do they have the teeth to really want to drive. 502 00:17:56.160 --> 00:17:57.200 Which a lot of people don't. 503 00:17:57.200 --> 00:17:58.040 Got it, right? 504 00:17:58.040 --> 00:17:59.400 And you still can get wrong. 505 00:17:59.400 --> 00:18:01.600 You just have fewer mistakes. 506 00:18:01.600 --> 00:18:03.560 Yeah, the big thing that I mean, 507 00:18:04.560 --> 00:18:09.400 if we shifted would be to target our outreach much more, 508 00:18:09.400 --> 00:18:13.040 instead of posting a job post or even even a paid job post 509 00:18:13.040 --> 00:18:15.160 on LinkedIn, which did net good applicants 510 00:18:15.160 --> 00:18:17.720 is to go know the industries 511 00:18:17.720 --> 00:18:19.200 that we're looking for a bit better and go like, 512 00:18:19.200 --> 00:18:22.600 that's the person that want to come write my videos 513 00:18:22.600 --> 00:18:26.000 or do my thing and go track them down and be like, 514 00:18:26.000 --> 00:18:27.720 you're the person, we want you, 515 00:18:27.720 --> 00:18:28.960 what do we got to do to do? 516 00:18:28.960 --> 00:18:32.440 Exactly, I mean, I would say for our marketing, 517 00:18:32.480 --> 00:18:33.280 for our marketing position, 518 00:18:33.280 --> 00:18:34.560 we did offer several hundred grand 519 00:18:34.560 --> 00:18:36.080 and we actually did poach. 520 00:18:36.080 --> 00:18:36.920 Yeah. 521 00:18:36.920 --> 00:18:40.400 Both of our top two candidates were currently employed, 522 00:18:40.400 --> 00:18:42.640 but we isn't going to lay off. 523 00:18:42.640 --> 00:18:43.880 I don't know if we'll just cut this for the podcast, 524 00:18:43.880 --> 00:18:48.160 but we're not willing to do some of the marketing strategies 525 00:18:48.160 --> 00:18:50.400 that have been successful at other places. 526 00:18:50.400 --> 00:18:51.600 And so someone might come in and say, 527 00:18:51.600 --> 00:18:54.000 hey, we want to run discounts 528 00:18:54.000 --> 00:18:55.840 that only certain people will know about. 529 00:18:55.840 --> 00:18:57.040 And so it's not unfair 530 00:18:57.040 --> 00:18:58.240 because the other people won't know about it. 531 00:18:58.240 --> 00:19:00.760 We go, well, pretend never knew about it. 532 00:19:00.760 --> 00:19:02.240 Would people be upset that this would happen? 533 00:19:02.240 --> 00:19:03.520 It goes, yeah, but they're not going to know. 534 00:19:03.520 --> 00:19:05.760 And we just don't feel comfortable doing it. 535 00:19:05.760 --> 00:19:08.400 And that was not something I had a good grasp on. 536 00:19:08.400 --> 00:19:10.160 It was like, how exactly this person, 537 00:19:10.160 --> 00:19:12.880 so, okay, you took, I'm going to make this up, 538 00:19:12.880 --> 00:19:14.240 two million to 10 million. 539 00:19:14.240 --> 00:19:17.000 What were the exact strategies that you did? 540 00:19:17.000 --> 00:19:18.800 I just saw, oh, you took two million to 10 million 541 00:19:18.800 --> 00:19:20.480 in a video that sells self improvement courses 542 00:19:20.480 --> 00:19:22.760 just like us, you're perfect, you know? 543 00:19:22.760 --> 00:19:23.600 Yeah. 544 00:19:23.600 --> 00:19:27.400 And so I think where we are particularly 545 00:19:27.400 --> 00:19:29.360 a pain in the butt for marketing people 546 00:19:29.360 --> 00:19:31.600 is our definition of honesty 547 00:19:31.600 --> 00:19:33.640 you're doing right by clients is 548 00:19:33.640 --> 00:19:35.560 annoying to most marketing people that we hire. 549 00:19:35.560 --> 00:19:37.680 They find it inconvenient and too strict. 550 00:19:37.680 --> 00:19:38.520 Yeah. 551 00:19:38.520 --> 00:19:40.320 It's short term long term, right? 552 00:19:40.320 --> 00:19:43.240 Long term, if you thought that long term 553 00:19:43.240 --> 00:19:45.600 that discount approach would actually net you more money 554 00:19:45.600 --> 00:19:48.000 forever, maybe be more inclined to do it. 555 00:19:48.000 --> 00:19:49.120 But I don't think you think that. 556 00:19:49.120 --> 00:19:50.800 I think that you think that would be a short term strategy 557 00:19:50.800 --> 00:19:53.160 and long term you'd lose brand equity. 558 00:19:53.160 --> 00:19:56.160 And for both reasons, well, even if it would long term, 559 00:19:56.160 --> 00:19:58.360 I don't know, like I said, I've solved my money problems. 560 00:19:58.360 --> 00:20:01.160 So if I'm trading a tiny bit of my own personal 561 00:20:01.200 --> 00:20:02.840 morality or integrity for more, it's just like, 562 00:20:02.840 --> 00:20:05.680 I don't really don't need that things are too good 563 00:20:05.680 --> 00:20:07.400 for me to give a damn. 564 00:20:07.400 --> 00:20:09.520 So that's kind of the other thing. 565 00:20:09.520 --> 00:20:11.560 And to, you know, to the credit of all the people 566 00:20:11.560 --> 00:20:13.640 that have come for us, I've watched a lot of your videos 567 00:20:13.640 --> 00:20:17.400 and I go, Alex could help guys with our business, 568 00:20:17.400 --> 00:20:21.240 but not with our fucking, with not with our drive. 569 00:20:21.240 --> 00:20:24.400 I've been kicking back and enjoying and I watched your video 570 00:20:24.400 --> 00:20:26.120 that you talk about the gym that you worked at 571 00:20:26.120 --> 00:20:28.240 where the boss said be here at 9 a.m. 572 00:20:28.240 --> 00:20:30.200 And he locked the door and everybody who came 573 00:20:30.200 --> 00:20:32.000 after 9 a.m. was fired. 574 00:20:32.000 --> 00:20:35.480 And I'm the guy who shoot the boss who shows up at 905, 575 00:20:35.480 --> 00:20:38.400 you know, I just don't set the standard at a level. 576 00:20:38.400 --> 00:20:40.360 But what I think is still wonderful 577 00:20:40.360 --> 00:20:42.960 and that I do like about it is that I think we have 578 00:20:42.960 --> 00:20:46.960 a lot of happy people who work here and enjoy working here. 579 00:20:46.960 --> 00:20:49.680 And it is, I don't know, I like it. 580 00:20:49.680 --> 00:20:50.920 I'm not too. 581 00:20:50.920 --> 00:20:51.760 We'll be aligned. 582 00:20:51.760 --> 00:20:52.600 Well, regardless. 583 00:20:52.600 --> 00:20:53.440 Yeah, you're not going to be aligned. 584 00:20:53.440 --> 00:20:54.440 You're not going to show up at night. 585 00:20:54.440 --> 00:20:55.680 Yes, exactly, we've aligned values. 586 00:20:55.680 --> 00:20:58.440 And it probably isn't the value of a $100 million company, 587 00:20:58.440 --> 00:20:59.880 but we can grow slowly. 588 00:20:59.880 --> 00:21:01.040 Maybe not. 589 00:21:01.040 --> 00:21:03.360 I mean, there's hedge funds that operate that way 590 00:21:03.360 --> 00:21:05.680 and they manage zillions of dollars. 591 00:21:05.680 --> 00:21:06.520 Yeah. 592 00:21:06.520 --> 00:21:08.320 Yeah, I think it's just, I think if you're being 593 00:21:08.320 --> 00:21:10.280 integrity to what you believe, then I think 594 00:21:10.280 --> 00:21:11.760 that we'll always win out in the end. 595 00:21:11.760 --> 00:21:13.400 And you can attract and look for people. 596 00:21:13.400 --> 00:21:14.760 I was going to add one more note that I think 597 00:21:14.760 --> 00:21:16.680 might be valuable for you in terms of that interviewing process. 598 00:21:16.680 --> 00:21:19.160 But my wife talks about this a lot. 599 00:21:19.160 --> 00:21:21.520 Layla, if you see her channel, her channel is super, super, 600 00:21:21.520 --> 00:21:23.240 like it's really good on building infrastructure 601 00:21:23.240 --> 00:21:24.720 because that's how the companies that we all, 602 00:21:24.720 --> 00:21:25.880 she's really the one who's building that. 603 00:21:25.880 --> 00:21:28.000 But what is her channel, Chef? 604 00:21:28.000 --> 00:21:28.920 Layla Hormosi. 605 00:21:28.920 --> 00:21:29.920 It's my name. 606 00:21:29.920 --> 00:21:30.920 Oh, I've seen it. 607 00:21:30.920 --> 00:21:31.920 You were in front of it. 608 00:21:31.920 --> 00:21:33.360 Oh, you guys got to find a way to do it. 609 00:21:33.360 --> 00:21:35.080 It's so funny, man, because you now pop up 610 00:21:35.080 --> 00:21:35.920 on my homepage. 611 00:21:35.920 --> 00:21:36.440 It's a YouTube thing. 612 00:21:36.440 --> 00:21:37.640 If you ever want to chat YouTube, by the way, 613 00:21:37.640 --> 00:21:38.880 I don't know if you have somebody that's helping you. 614 00:21:38.880 --> 00:21:41.160 I'm happy to sit down and talk thumbnails, titles, 615 00:21:41.160 --> 00:21:42.000 all that kind of stuff. 616 00:21:42.000 --> 00:21:42.840 It's a beautiful, what I have. 617 00:21:42.840 --> 00:21:44.840 So yeah, who would love it? 618 00:21:44.840 --> 00:21:46.200 It can definitely help because it's also 619 00:21:46.200 --> 00:21:48.400 interesting that she's not popping up on my homepage 620 00:21:48.400 --> 00:21:51.000 given how much similarity their YouTube would imagine. 621 00:21:51.000 --> 00:21:53.640 So there's some things that you guys can do to cross pollinate 622 00:21:53.640 --> 00:21:54.160 as well. 623 00:21:54.160 --> 00:21:55.120 Sweet, I appreciate it. 624 00:21:55.120 --> 00:21:56.960 She says this process, and I like it a lot, 625 00:21:56.960 --> 00:21:59.360 is that she uses the interview process. 626 00:21:59.360 --> 00:22:01.400 And one point you're saying directly reach out. 627 00:22:01.400 --> 00:22:02.800 You can also just hire a head hunter. 628 00:22:02.800 --> 00:22:04.720 So at this point now, we just have several head hunting 629 00:22:04.720 --> 00:22:06.000 firms that we know that are reputable. 630 00:22:06.000 --> 00:22:06.800 We know the owners. 631 00:22:06.800 --> 00:22:09.040 And we just, they know exactly what we're looking for. 632 00:22:09.040 --> 00:22:10.880 And so it makes it so much faster and easier for us, 633 00:22:10.880 --> 00:22:12.960 because I just write a check in the problem solved. 634 00:22:12.960 --> 00:22:14.680 And I have three beautiful candidates. 635 00:22:14.680 --> 00:22:15.520 We make a pick. 636 00:22:15.520 --> 00:22:17.160 It's just way faster that way. 637 00:22:17.160 --> 00:22:19.280 And sometimes the people that like show, I just hired, 638 00:22:19.280 --> 00:22:20.640 I'll tell you guys, this is cool. 639 00:22:20.640 --> 00:22:23.560 So on Monday, my new executive assistant 640 00:22:23.560 --> 00:22:24.840 starts very excited about this. 641 00:22:24.840 --> 00:22:30.760 She was seldom Adelson's assistant for 10 years. 642 00:22:30.760 --> 00:22:32.440 And he just recently passed this. 643 00:22:32.440 --> 00:22:34.720 So she happened to have been on the job market 644 00:22:34.720 --> 00:22:37.320 at the exact moment that I needed an executive assistant. 645 00:22:37.320 --> 00:22:40.160 And for those who don't know, he's worth $33 billion. 646 00:22:40.160 --> 00:22:41.960 So I'm not quite there. 647 00:22:41.960 --> 00:22:44.000 But hopefully I'll learn from some stuff from her. 648 00:22:44.000 --> 00:22:45.800 But yeah, like those people exist. 649 00:22:45.800 --> 00:22:46.720 It's crazy. 650 00:22:46.720 --> 00:22:49.000 And using the interview process itself 651 00:22:49.000 --> 00:22:50.720 as a learning process for you. 652 00:22:50.720 --> 00:22:53.920 So when you talk to, let's say, 10 of these high level 653 00:22:53.920 --> 00:22:56.320 marketing people, and you ask, no, specifically, 654 00:22:56.320 --> 00:22:57.000 what would you do? 655 00:22:57.000 --> 00:22:58.400 Because that is part of our interview process. 656 00:22:58.400 --> 00:23:00.360 I want to know specifically what you would do. 657 00:23:00.360 --> 00:23:01.320 We had one guy who was like, well, I'm not 658 00:23:01.320 --> 00:23:02.520 going to share that with you until you hire me. 659 00:23:02.520 --> 00:23:05.240 We were like, next. 660 00:23:05.240 --> 00:23:05.880 So another guy. 661 00:23:05.880 --> 00:23:07.360 And then he wrote this massive thing 662 00:23:07.360 --> 00:23:08.520 about how we were horrible. 663 00:23:08.520 --> 00:23:10.440 And it's so unfashionably expect that. 664 00:23:10.440 --> 00:23:12.440 And I was like, thank God, we didn't hire you. 665 00:23:12.440 --> 00:23:15.480 And so the other guys were all like, I would do this. 666 00:23:15.480 --> 00:23:16.000 I would do this. 667 00:23:16.000 --> 00:23:16.520 I would do this. 668 00:23:16.520 --> 00:23:17.360 I would do this. 669 00:23:17.360 --> 00:23:19.200 And the thing is, by the 10th interview, 670 00:23:19.200 --> 00:23:21.480 we've got a list of like 30 really good ideas. 671 00:23:21.480 --> 00:23:23.680 And we have other guys who are like, 672 00:23:23.720 --> 00:23:24.360 what do you think about this? 673 00:23:24.360 --> 00:23:25.920 It's like, oh, I have experience with those things. 674 00:23:25.920 --> 00:23:27.840 So the interviews get better and better and better 675 00:23:27.840 --> 00:23:30.320 as we get more really nuanced information 676 00:23:30.320 --> 00:23:32.040 and solutions from people who have already done it. 677 00:23:32.040 --> 00:23:33.640 And so we actually get, it's like a two-sided learning 678 00:23:33.640 --> 00:23:34.320 process. 679 00:23:34.320 --> 00:23:36.160 And I think that even thinking about it that way, 680 00:23:36.160 --> 00:23:37.720 shifts the perspective of like, God, 681 00:23:37.720 --> 00:23:39.880 it's such a waste of time interviewing all these people. 682 00:23:39.880 --> 00:23:41.560 So this is a learning process for me 683 00:23:41.560 --> 00:23:44.120 just as much as it is an interview for them. 684 00:23:44.120 --> 00:23:45.120 Mm. 685 00:23:45.120 --> 00:23:45.920 Cool. 686 00:23:45.920 --> 00:23:46.520 Interesting. 687 00:23:46.520 --> 00:23:47.440 Is there, did you have other stuff 688 00:23:47.440 --> 00:23:49.480 that you wanted to do on the hiring piece? 689 00:23:49.480 --> 00:23:52.400 I know that that was a big thorn in your side. 690 00:23:52.400 --> 00:23:53.920 I wish there were a magic cure. 691 00:23:53.920 --> 00:23:56.320 I think what I've been aiming for what you described, 692 00:23:56.320 --> 00:23:58.120 which is you're not going to get the person, 693 00:23:58.120 --> 00:24:01.800 but maybe you can get someone that takes half the work away. 694 00:24:01.800 --> 00:24:03.600 And so that's what I've shifted what I'm aiming for. 695 00:24:03.600 --> 00:24:05.800 So like, OK, I'm not going to be able to just send a title 696 00:24:05.800 --> 00:24:08.720 on the topic and have them write it, record it, 697 00:24:08.720 --> 00:24:10.320 send it over to our editor, and I'm not involved. 698 00:24:10.320 --> 00:24:13.320 But maybe they can do a bunch of early research 699 00:24:13.320 --> 00:24:15.600 and a first draft such that I do have the work. 700 00:24:15.600 --> 00:24:18.080 So that's, that is where I'm actually leaning. 701 00:24:18.080 --> 00:24:20.360 I was just kind of hoping you'd have some magic Alex 702 00:24:20.360 --> 00:24:23.000 or mosey bullet that I didn't know about where I could clone 703 00:24:23.000 --> 00:24:24.400 myself, but lobotomize him. 704 00:24:24.400 --> 00:24:30.280 So he loves working and hates fun, but he hates money. 705 00:24:30.280 --> 00:24:31.840 So I can do that. 706 00:24:31.840 --> 00:24:34.000 No, he loves, yeah, he hates money. 707 00:24:34.000 --> 00:24:38.400 He hates sunshine and surfing, but he's my clone. 708 00:24:38.400 --> 00:24:42.200 But no, I mean, I think you're your advice 709 00:24:42.200 --> 00:24:44.040 is exactly what I'm going to try to pursue. 710 00:24:44.040 --> 00:24:46.520 So it's comforting to know that that's at least 711 00:24:46.520 --> 00:24:47.920 in the right direction. 712 00:24:47.920 --> 00:24:51.480 So OK, well, then I'll start to bring us back home 713 00:24:51.480 --> 00:24:54.240 and we can wind down with sort of a follow-up. 714 00:24:54.240 --> 00:24:56.840 You talked about flying private is really cool. 715 00:24:56.840 --> 00:24:57.920 All this stuff is really cool. 716 00:24:57.920 --> 00:24:59.720 You're getting to do what you like. 717 00:24:59.720 --> 00:25:03.000 Without using the term happy, but I will use the term happy, 718 00:25:03.000 --> 00:25:04.920 maybe joy is a better word. 719 00:25:04.920 --> 00:25:06.200 What is bringing you joy? 720 00:25:06.200 --> 00:25:06.880 What is working? 721 00:25:06.880 --> 00:25:08.560 Because like you said, you've solved your money problems, 722 00:25:08.560 --> 00:25:10.480 and these are the problems that you're solving now. 723 00:25:10.480 --> 00:25:14.400 Is these interviews and these kinds of making videos 724 00:25:14.400 --> 00:25:15.800 for acquisition and those challenges? 725 00:25:15.800 --> 00:25:17.320 Do you find that joyous? 726 00:25:17.600 --> 00:25:19.920 Have you found a way to solve your, I don't know, 727 00:25:19.920 --> 00:25:22.840 joy problem that all humans face now that you're really 728 00:25:22.840 --> 00:25:24.520 probably more heavily focused on that? 729 00:25:24.520 --> 00:25:26.720 So I've been looking into this a lot, 730 00:25:26.720 --> 00:25:30.320 and this is probably, as they're probably 25% to 30% 731 00:25:30.320 --> 00:25:34.800 of my time is focused on these types of questions. 732 00:25:34.800 --> 00:25:37.200 And so what's really interesting is that, I think, 733 00:25:37.200 --> 00:25:41.080 Aristotelium, Aristotle, I kind of made this point. 734 00:25:41.080 --> 00:25:44.360 And it actually gave me a lot of solace in thinking about it. 735 00:25:44.360 --> 00:25:47.320 But it was that you cannot see whether a man's life 736 00:25:47.320 --> 00:25:51.040 was well-lived until after he is dead. 737 00:25:51.040 --> 00:25:52.680 And I thought that was, for me, it actually 738 00:25:52.680 --> 00:25:54.360 gave me a lot of comfort, because it was like, 739 00:25:54.360 --> 00:25:56.640 so then it decreases the pressure that I have 740 00:25:56.640 --> 00:25:58.680 in terms of how to always try and create meaning, 741 00:25:58.680 --> 00:26:01.080 because meaning is actually created posthumously. 742 00:26:01.080 --> 00:26:03.680 So rather than think, as I'm doing something, 743 00:26:03.680 --> 00:26:05.080 is this thing meaningful? 744 00:26:05.080 --> 00:26:07.240 Instead, I could finish my weekend and look back 745 00:26:07.240 --> 00:26:11.200 and say, I will ascribe this meaning to these activities. 746 00:26:11.200 --> 00:26:14.000 And that has actually been very helpful for me. 747 00:26:14.000 --> 00:26:15.840 In terms of the meaning in life, I'm 748 00:26:15.840 --> 00:26:20.480 borrowing this from a friend of mine, who quoted Albert Camus, 749 00:26:20.480 --> 00:26:24.160 who's a Moroccan, I believe, a Moroccan philosopher. 750 00:26:24.160 --> 00:26:25.600 And he said, the meaning of life is the reason you don't 751 00:26:25.600 --> 00:26:26.840 kill yourself. 752 00:26:26.840 --> 00:26:31.160 And it's super morbid, but it's also kind of true. 753 00:26:31.160 --> 00:26:33.520 Whatever the reason we get, if you think of it, 754 00:26:33.520 --> 00:26:34.440 why would I not do this? 755 00:26:34.440 --> 00:26:36.720 Well, whatever the actual first or second answer 756 00:26:36.720 --> 00:26:38.200 that you have is your meaning. 757 00:26:38.200 --> 00:26:40.840 And I thought that that was actually really, really powerful. 758 00:26:40.840 --> 00:26:43.600 So for me, that was also very useful. 759 00:26:44.560 --> 00:26:46.120 What did you come up with for that? 760 00:26:46.120 --> 00:26:48.040 The game. 761 00:26:48.040 --> 00:26:49.040 Oh, the game. 762 00:26:49.040 --> 00:26:52.520 The game is in and of itself is pleasurable. 763 00:26:52.520 --> 00:26:54.600 I love the game in my wife, Leila. 764 00:26:54.600 --> 00:26:55.600 I would edit it. 765 00:26:55.600 --> 00:26:58.480 No, in that order. 766 00:26:58.480 --> 00:26:59.360 She's part of the game. 767 00:26:59.360 --> 00:27:00.600 She's got a YouTube channel. 768 00:27:00.600 --> 00:27:01.960 No, Leila's awesome. 769 00:27:01.960 --> 00:27:06.440 And I mean, I'm going to selfishly take the next 50 seconds. 770 00:27:06.440 --> 00:27:10.920 For everybody who's deciding on who their life partner is 771 00:27:10.920 --> 00:27:11.440 going to be. 772 00:27:11.440 --> 00:27:13.480 And I call it that way rather than my spouse or wife 773 00:27:13.480 --> 00:27:17.040 or husband, because I think it is really a life partner. 774 00:27:17.040 --> 00:27:19.800 I'm such a proponent of loving logically. 775 00:27:19.800 --> 00:27:24.480 And I know that's an oxymoron, as most people understand it. 776 00:27:24.480 --> 00:27:29.000 But I think that arranged marriages make a lot of sense 777 00:27:29.000 --> 00:27:31.360 like, because parents look, you could probably 778 00:27:31.360 --> 00:27:33.000 know your friends and see some of the people they're 779 00:27:33.000 --> 00:27:33.520 doing. 780 00:27:33.520 --> 00:27:34.880 Like, what are they thinking? 781 00:27:34.880 --> 00:27:36.360 Like this, what an idiot. 782 00:27:36.360 --> 00:27:37.600 All of a sudden, all the time. 783 00:27:37.600 --> 00:27:39.160 And the thing is, is that sometimes you're 784 00:27:39.160 --> 00:27:43.280 in that front, right? 785 00:27:43.280 --> 00:27:46.360 And so I think that like the biggest, the second biggest 786 00:27:46.360 --> 00:27:49.520 risk I've taken into my life besides quitting the job that I did 787 00:27:49.520 --> 00:27:51.960 was when Leila and I got married, I was petrified. 788 00:27:51.960 --> 00:27:53.680 Because I was like, I can't believe I'm an adult enough 789 00:27:53.680 --> 00:27:55.240 to actually do this and make this decision. 790 00:27:55.240 --> 00:27:56.560 This isn't saying. 791 00:27:56.560 --> 00:27:57.760 How are they letting me do this? 792 00:27:57.760 --> 00:27:59.000 Really, no, really. 793 00:27:59.000 --> 00:28:01.320 And I was like, I can't believe that I can actually just 794 00:28:01.320 --> 00:28:02.160 choose to marry someone. 795 00:28:02.160 --> 00:28:04.720 This sounds insane, right? 796 00:28:04.720 --> 00:28:07.160 But the reason I was able to move forward with it, 797 00:28:07.160 --> 00:28:10.040 and I wasn't able to move forward in the past is that logically, 798 00:28:10.040 --> 00:28:12.640 my logic brain kept stepping in whenever I had these 799 00:28:12.640 --> 00:28:14.880 relationships that I was like, really passionate and love 800 00:28:14.880 --> 00:28:17.440 and all this stuff and this chemistry, right? 801 00:28:17.440 --> 00:28:19.040 And it was just like, but this doesn't make sense. 802 00:28:19.040 --> 00:28:20.680 They don't like the stuff I like. 803 00:28:20.680 --> 00:28:21.520 You know what I mean? 804 00:28:21.520 --> 00:28:22.920 I would just think I was like, but they don't like it. 805 00:28:22.920 --> 00:28:24.760 It would always be like, okay, don't talk about business. 806 00:28:24.760 --> 00:28:26.480 Now let's talk about what I like to talk about. 807 00:28:26.480 --> 00:28:28.360 And I was just like, I don't want to stop talking about 808 00:28:28.360 --> 00:28:29.520 what I want to stop talking about. 809 00:28:29.520 --> 00:28:30.880 I don't want to compromise. 810 00:28:30.880 --> 00:28:34.000 And so I feel like for me, what we, what with Leila's, 811 00:28:34.000 --> 00:28:35.880 I kind of have a life without compromise. 812 00:28:36.800 --> 00:28:39.120 I was like, this is exactly how I want to live. 813 00:28:39.120 --> 00:28:40.280 Do you want to do that? 814 00:28:40.280 --> 00:28:41.760 And I remember when I was dating people were like, 815 00:28:41.760 --> 00:28:44.040 that's so selfish and one-sided 816 00:28:44.040 --> 00:28:46.840 and you're never going to find anybody who likes that. 817 00:28:46.840 --> 00:28:48.960 And I was like, well, I only need to find one. 818 00:28:50.240 --> 00:28:51.400 And that's what I think you'll miss. 819 00:28:51.400 --> 00:28:52.400 It's like that in the past. 820 00:28:52.400 --> 00:28:54.840 It's like, it's like, well, what's the likely that you find? 821 00:28:54.840 --> 00:28:56.040 I'm like, I only need one. 822 00:28:56.040 --> 00:28:58.080 Any equals one is all I have to find. 823 00:28:58.080 --> 00:28:59.440 So it's okay that it's an outlier. 824 00:28:59.440 --> 00:29:01.040 I expect it to be an outlier. 825 00:29:01.040 --> 00:29:04.280 It should be an outlier, but it doesn't mean I can't find it. 826 00:29:04.280 --> 00:29:05.840 It just means it'll take me longer. 827 00:29:07.200 --> 00:29:08.680 And so I would just say to those, for everyone, 828 00:29:08.680 --> 00:29:10.440 the single most important decision I think that we make 829 00:29:10.440 --> 00:29:11.880 in terms of subjective wellbeing, 830 00:29:11.880 --> 00:29:14.000 and that supported with data is that you have a point 831 00:29:14.000 --> 00:29:17.080 seven one correlation to your own subjective wellbeing 832 00:29:17.080 --> 00:29:19.360 based on the strength of your relationship 833 00:29:19.360 --> 00:29:20.760 with your significant other. 834 00:29:20.760 --> 00:29:22.560 And so for me, I've taken the, 835 00:29:22.560 --> 00:29:23.960 they're in the business with me approach. 836 00:29:23.960 --> 00:29:25.360 I'm not saying you have to do that, 837 00:29:25.360 --> 00:29:26.760 but I'm saying that is what worked for me 838 00:29:26.760 --> 00:29:28.440 because I could have this shared experience. 839 00:29:28.440 --> 00:29:29.880 And we were aligned in where we're trying to go 840 00:29:29.880 --> 00:29:31.760 and we both are exposed to the same stimuli 841 00:29:31.760 --> 00:29:33.240 so we grow together in that direction. 842 00:29:33.240 --> 00:29:34.920 And that has been very valuable to me. 843 00:29:36.040 --> 00:29:36.800 Interesting. 844 00:29:36.800 --> 00:29:38.640 No, we've talked about compromises 845 00:29:38.640 --> 00:29:39.960 with regards to relationships in the past. 846 00:29:39.960 --> 00:29:41.800 And it is a sticky question. 847 00:29:41.800 --> 00:29:42.920 You know, a lot of people tell you 848 00:29:42.920 --> 00:29:45.480 that compromises the bedrock of relationships 849 00:29:45.480 --> 00:29:48.240 and that has always for me gone, 850 00:29:48.240 --> 00:29:50.120 it's not been the bedrock of my friendships. 851 00:29:50.120 --> 00:29:50.960 Yeah. 852 00:29:50.960 --> 00:29:53.960 It is not been like, it has been not at all 853 00:29:53.960 --> 00:29:55.640 really in my friendships, almost never 854 00:29:55.640 --> 00:29:57.200 in my friendships, is there a compromise? 855 00:29:57.200 --> 00:30:00.560 It's just shared desire to do and not do the same 856 00:30:00.560 --> 00:30:01.640 in words of things. 857 00:30:01.640 --> 00:30:05.800 So why would that be completely different in a relationship? 858 00:30:05.800 --> 00:30:07.640 And then there's a bunch of reasons that are offered 859 00:30:07.640 --> 00:30:09.560 that tend not to make a ton of sense. 860 00:30:10.840 --> 00:30:13.920 So that's something that I have not gotten to the bottom of, 861 00:30:13.920 --> 00:30:15.960 but we've discussed in the past here. 862 00:30:15.960 --> 00:30:18.840 And I've felt similarly that compromise sounds 863 00:30:18.840 --> 00:30:21.520 like a dirty word to me, sometimes. 864 00:30:21.520 --> 00:30:23.000 Anything else that you wanted to get to 865 00:30:23.000 --> 00:30:24.560 before we hop off then? 866 00:30:24.560 --> 00:30:25.640 No, nothing comes from mine. 867 00:30:25.640 --> 00:30:27.800 Yeah, I want you to let you do a, you know, 868 00:30:27.800 --> 00:30:28.640 I'll shout you out. 869 00:30:28.640 --> 00:30:29.800 I think your channel's awesome. 870 00:30:30.080 --> 00:30:31.880 I've gotten a lot out of it myself. 871 00:30:31.880 --> 00:30:35.640 It has really crystallized why we are at the level 872 00:30:35.640 --> 00:30:37.400 that we are at and why we are growing at the speed, 873 00:30:37.400 --> 00:30:38.240 which is still good. 874 00:30:38.240 --> 00:30:39.600 We're still growing, but why we're, you know, 875 00:30:39.600 --> 00:30:41.400 not parabolic at this point, because I'm going, 876 00:30:41.400 --> 00:30:43.280 oh, you know, that's what would be required 877 00:30:43.280 --> 00:30:45.280 and it totally makes sense. 878 00:30:45.280 --> 00:30:48.200 So no matter where you're at, I think one of the cool things 879 00:30:48.200 --> 00:30:50.920 is that you can't always tell with Alex's channel 880 00:30:50.920 --> 00:30:52.680 immediately whether it's a video for somebody 881 00:30:52.680 --> 00:30:55.280 who's just getting started or somebody who is making 882 00:30:55.280 --> 00:30:56.680 three, five, 10 million dollars. 883 00:30:56.680 --> 00:30:59.160 And there's tons of value at every single level. 884 00:30:59.160 --> 00:31:01.640 So it's Alex from Ozzy on YouTube. 885 00:31:01.640 --> 00:31:04.040 Anything else you want people to check out? 886 00:31:04.040 --> 00:31:06.880 There's the books 99 cents on Amazon. 887 00:31:06.880 --> 00:31:08.640 It's got a hundred million dollar offers. 888 00:31:08.640 --> 00:31:11.440 I'll be making nine more books in the series. 889 00:31:11.440 --> 00:31:13.160 Each book comes with a course that's free. 890 00:31:13.160 --> 00:31:14.920 It's on my site, acquisition.com. 891 00:31:14.920 --> 00:31:16.800 You don't have to opt in for anything. 892 00:31:16.800 --> 00:31:18.000 So it's there. 893 00:31:18.000 --> 00:31:19.360 You can just consume everything. 894 00:31:19.360 --> 00:31:22.280 There's downloads, checklists, everything for making 895 00:31:22.280 --> 00:31:23.560 the offer that you have more compelling. 896 00:31:23.560 --> 00:31:26.440 So you get more people to say yes at higher prices. 897 00:31:26.800 --> 00:31:29.200 And I've gone through the one course that was up 898 00:31:29.200 --> 00:31:31.920 and I last checked and you know, if you like reading, 899 00:31:31.920 --> 00:31:32.760 check the book. 900 00:31:32.760 --> 00:31:35.400 If you like watching videos, go to acquisition.com. 901 00:31:35.400 --> 00:31:36.240 It's all awesome. 902 00:31:36.240 --> 00:31:37.080 Thanks so much for coming on in. 903 00:31:37.080 --> 00:31:38.080 Appreciate having me. 904 00:31:38.080 --> 00:31:40.080 Thank you guys so much, it's a honor to be here.