WEBVTT 1 00:00:00.000 --> 00:00:01.720 I don't know what everybody, happy hump day, 2 00:00:01.720 --> 00:00:03.840 happy Wednesday, hope you guys are having an awesome, 3 00:00:03.840 --> 00:00:05.800 awesome week so far. 4 00:00:05.800 --> 00:00:08.440 Today I had a video that I have been pondering 5 00:00:08.440 --> 00:00:10.880 for a really long time in terms of like putting notes down 6 00:00:10.880 --> 00:00:12.760 and what I wanted to cover. 7 00:00:12.760 --> 00:00:15.840 I really hope that comes out the way that I want it to, 8 00:00:15.840 --> 00:00:17.520 but that being said, one of the more questions 9 00:00:17.520 --> 00:00:20.200 I get from people in general is how to level up, 10 00:00:20.200 --> 00:00:21.960 how to move up in their skill set 11 00:00:21.960 --> 00:00:25.160 and I made the headline, when to stop coaching classes 12 00:00:25.160 --> 00:00:26.880 and how to level up your skill set, 13 00:00:26.880 --> 00:00:27.920 to scale your business. 14 00:00:27.920 --> 00:00:30.880 So ultimately the business will always be limited 15 00:00:30.880 --> 00:00:33.360 by your personal growth and your skill set growth. 16 00:00:33.360 --> 00:00:36.880 So an easy example to illustrate that 17 00:00:36.880 --> 00:00:39.200 is somebody who's just starting out in fitness 18 00:00:39.200 --> 00:00:40.320 is coaching their sessions, right? 19 00:00:40.320 --> 00:00:41.560 So some of the people who are in this group right now, 20 00:00:41.560 --> 00:00:45.480 who are popping right now, they coach their sessions, right? 21 00:00:45.480 --> 00:00:46.920 And so sometimes we get the questions like, 22 00:00:46.920 --> 00:00:49.480 well, how can I stop coaching these sessions 23 00:00:49.480 --> 00:00:52.480 because I can't afford to pay someone 24 00:00:52.480 --> 00:00:54.520 to coach these sessions instead of me, right? 25 00:00:54.520 --> 00:00:56.680 And the honest truth is that a lot of times 26 00:00:56.680 --> 00:00:58.360 you can't afford not to pay someone. 27 00:00:58.360 --> 00:01:00.320 Now, the caveat is that the reason 28 00:01:00.320 --> 00:01:02.240 that you can't afford to pay someone at this point 29 00:01:02.240 --> 00:01:04.760 is because you lack a skill set that allows you 30 00:01:04.760 --> 00:01:07.400 to make more money than the $15 an hour 31 00:01:07.400 --> 00:01:09.800 that you're making coaching the classes. 32 00:01:09.800 --> 00:01:12.280 And so if you have a desire to make more money 33 00:01:12.280 --> 00:01:14.640 and yet you are filling your time with tasks 34 00:01:14.640 --> 00:01:18.000 that are a $10 an hour or $15 an hour, whatever, 35 00:01:18.000 --> 00:01:18.840 you know what I mean? 36 00:01:18.840 --> 00:01:21.680 Then hourly wage that is below you would like to be making 37 00:01:21.680 --> 00:01:23.200 then that should be an indicator for you 38 00:01:23.200 --> 00:01:25.680 that you need to level up in a car more skills. 39 00:01:25.680 --> 00:01:30.680 So the nice thing is once like high value skills 40 00:01:31.200 --> 00:01:33.240 are not difficult to acquire, 41 00:01:33.240 --> 00:01:35.960 but most people just don't know that that's how it works. 42 00:01:35.960 --> 00:01:38.040 So here's the example. 43 00:01:38.040 --> 00:01:39.800 The gym owner who's been coaching all of his sessions 44 00:01:39.800 --> 00:01:42.440 for three years at his gym and then all of a sudden 45 00:01:42.440 --> 00:01:44.480 the revenue and the business triples 46 00:01:44.480 --> 00:01:46.320 because he uses gym launch stuff. 47 00:01:46.320 --> 00:01:48.880 Now, you can forget that it's gym launch, 48 00:01:48.880 --> 00:01:51.080 but the point is is that what happens is he shifts 49 00:01:51.080 --> 00:01:53.680 from his time being spent telling people 50 00:01:53.680 --> 00:01:56.760 how to squat right and then turns into him selling 51 00:01:56.760 --> 00:01:59.480 because selling is a more valuable skill set 52 00:01:59.480 --> 00:02:00.600 in the marketplace. 53 00:02:00.600 --> 00:02:03.720 Like, and so for that, for every hour he meets with two people 54 00:02:03.720 --> 00:02:07.120 and he closes one or two at $5, $600. 55 00:02:07.120 --> 00:02:09.160 And now he goes for making $15 an hour 56 00:02:09.160 --> 00:02:10.920 to making $500 to 1,000 an hour. 57 00:02:10.920 --> 00:02:14.400 Now, how many hours of $500 an hour does it take 58 00:02:14.400 --> 00:02:16.640 to cover all of your training sessions? 59 00:02:16.640 --> 00:02:19.840 One sale covers all of your training sessions for the week. 60 00:02:19.840 --> 00:02:21.480 How important do you think that it is for you 61 00:02:21.480 --> 00:02:23.640 to get all of your training sessions hours back? 62 00:02:25.560 --> 00:02:27.080 Probably pretty important, right? 63 00:02:27.080 --> 00:02:28.880 And so that would probably be the next skill set 64 00:02:28.880 --> 00:02:30.880 that you would need to acquire in order to get out 65 00:02:30.880 --> 00:02:33.560 of the day-to-day operations of your gym, right? 66 00:02:33.560 --> 00:02:35.760 Now, the next thing is how to, 67 00:02:35.760 --> 00:02:37.120 but let's be real though, you're like, 68 00:02:37.120 --> 00:02:38.920 well, I'm sure I can sell it out to people 69 00:02:38.920 --> 00:02:39.760 to walk you in the door. 70 00:02:39.760 --> 00:02:42.240 So the reason that the actual gym launch gyms 71 00:02:42.240 --> 00:02:44.160 and gym like the gym make so much more and make it 72 00:02:44.160 --> 00:02:46.440 so quickly is that we give them two skills, 73 00:02:46.440 --> 00:02:49.000 not just sales, but sales and marketing. 74 00:02:49.000 --> 00:02:51.320 And once you have both those together, 75 00:02:51.320 --> 00:02:52.680 that's when you can really start cranking 76 00:02:52.680 --> 00:02:54.480 and make your own paycheck, right? 77 00:02:54.480 --> 00:02:57.640 And so if you aren't making the money that you want to make, 78 00:02:57.640 --> 00:02:59.720 it's because you lack these skills that are necessary 79 00:02:59.720 --> 00:03:01.840 to just like, right now you're trading your time for dollars 80 00:03:01.840 --> 00:03:03.120 for a $15 an hour thing and you're like, 81 00:03:03.120 --> 00:03:04.560 I don't know how to make more. 82 00:03:04.560 --> 00:03:05.680 Do I need to train more sessions? 83 00:03:05.680 --> 00:03:07.160 And no, obviously not. 84 00:03:07.160 --> 00:03:08.160 You need to think differently 85 00:03:08.160 --> 00:03:10.080 in terms of what you're trading your time for dollars for. 86 00:03:10.080 --> 00:03:12.040 Ultimately, we're always trading our time for dollars, 87 00:03:12.040 --> 00:03:13.560 just by what anyone will say. 88 00:03:13.560 --> 00:03:15.760 But it's just that like a skill set of leadership 89 00:03:15.760 --> 00:03:19.640 is just more difficult to track the hours being spent 90 00:03:20.640 --> 00:03:22.600 on leading or casting a vision. 91 00:03:22.600 --> 00:03:25.160 But is that more valuable than sales? 92 00:03:25.160 --> 00:03:26.200 Yes, right? 93 00:03:26.200 --> 00:03:27.440 And so that's the next natural question. 94 00:03:27.440 --> 00:03:29.240 It's like, okay, so first thing I need to learn 95 00:03:29.240 --> 00:03:32.640 is how to coach sessions and that's the first thing you do. 96 00:03:32.640 --> 00:03:34.080 And then you're like, okay, well, 97 00:03:34.080 --> 00:03:37.920 if I can make more than four times, five times as much 98 00:03:37.920 --> 00:03:39.640 as that, then for every one hour selling, 99 00:03:39.640 --> 00:03:41.520 I can replace 10 hours of training. 100 00:03:41.520 --> 00:03:43.960 Awesome, so I just need to sell for five more hours. 101 00:03:43.960 --> 00:03:44.840 Boom, right? 102 00:03:44.840 --> 00:03:47.200 Now for anyone who has who's like working at a gym right now, 103 00:03:47.200 --> 00:03:49.040 like this is how you become more valuable. 104 00:03:49.080 --> 00:03:50.600 This is how you become more valuable to the business 105 00:03:50.600 --> 00:03:53.280 is because you acquire skills that are valued by the business 106 00:03:53.280 --> 00:03:54.400 that are valued at a higher rate. 107 00:03:54.400 --> 00:03:55.400 You wanna get paid more? 108 00:03:55.400 --> 00:03:56.920 This is how you do it, right? 109 00:03:56.920 --> 00:04:00.280 Now, what happens, and this is where business owners 110 00:04:00.280 --> 00:04:01.680 and entrepreneurs will get stuck, right? 111 00:04:01.680 --> 00:04:05.600 This is the obstacle part is that once you make a transition 112 00:04:05.600 --> 00:04:09.560 from let's say sales, so you made the transition 113 00:04:09.560 --> 00:04:11.400 from coaching to sales, which I think is really, really easy 114 00:04:11.400 --> 00:04:14.720 because the value discrepancy is so enormous. 115 00:04:14.720 --> 00:04:18.600 Like one sale covers an entire week of training sessions. 116 00:04:18.640 --> 00:04:21.040 That is how huge the value discrepancy is 117 00:04:21.040 --> 00:04:24.000 and what's crazy is if you watch an hour's worth of videos 118 00:04:24.000 --> 00:04:26.520 and recordings, you can acquire that skill. 119 00:04:27.600 --> 00:04:28.840 You should do it, right? 120 00:04:28.840 --> 00:04:29.680 That should make sense. 121 00:04:29.680 --> 00:04:32.080 Now, once you do start selling, and then you're like, 122 00:04:32.080 --> 00:04:34.040 you know what, now I've been selling for a while, 123 00:04:34.040 --> 00:04:36.920 I get this gig, I feel good about it, right? 124 00:04:36.920 --> 00:04:39.200 It should be at the point where you're almost bored selling. 125 00:04:39.200 --> 00:04:41.360 Now, once you're bored selling, what does that mean? 126 00:04:41.360 --> 00:04:42.960 You mean you need to make a process about it 127 00:04:42.960 --> 00:04:44.400 because now you've gotten so good at it 128 00:04:44.400 --> 00:04:45.800 that you're subconsciously taking over, 129 00:04:45.800 --> 00:04:48.960 you have unconscious competence, awesome, document it, right? 130 00:04:48.960 --> 00:04:50.760 And once you document it, then you can transfer the skill 131 00:04:50.760 --> 00:04:52.840 to the next person because teaching people how to sell 132 00:04:52.840 --> 00:04:55.600 is more valuable than being able to sell, right? 133 00:04:55.600 --> 00:04:57.160 Because you're scaling an ability, right? 134 00:04:57.160 --> 00:04:59.760 So that is the next thing that you would need to do. 135 00:05:00.760 --> 00:05:01.920 Real quick, guys, if you can think about 136 00:05:01.920 --> 00:05:05.080 how you found this podcast, somebody probably tweeted it, 137 00:05:05.080 --> 00:05:07.000 told you about it, shared it on Instagram 138 00:05:07.000 --> 00:05:08.240 or something like that. 139 00:05:08.240 --> 00:05:10.680 The only way this grows is through word of mouth. 140 00:05:10.680 --> 00:05:12.920 And so I don't run ads, I don't do sponsorships, 141 00:05:12.920 --> 00:05:13.920 I don't sell anything. 142 00:05:13.960 --> 00:05:16.320 My only ask is that you continue to pay it forward, 143 00:05:16.320 --> 00:05:18.080 do whoever showed you or however you found out 144 00:05:18.080 --> 00:05:20.240 about this podcast that you do the exact same thing. 145 00:05:20.240 --> 00:05:23.360 So if it was a review, if it was a post, if you do that, 146 00:05:23.360 --> 00:05:24.160 it would mean the world to me 147 00:05:24.160 --> 00:05:25.280 and you'll throw some good karma out there 148 00:05:25.280 --> 00:05:26.440 for another entrepreneur. 149 00:05:28.440 --> 00:05:29.280 Learn. 150 00:05:29.280 --> 00:05:31.800 Now, once you're scaling your ability to sell, 151 00:05:31.800 --> 00:05:34.520 then you have to start owning the next thing, right? 152 00:05:34.520 --> 00:05:36.320 And so the next thing for you is going to be 153 00:05:36.320 --> 00:05:38.880 owning the actual business, which is going to be mostly 154 00:05:38.880 --> 00:05:41.320 in the beginning, just making sure that it's continuing 155 00:05:41.320 --> 00:05:43.440 to reign and what I mean by that is marketing, right? 156 00:05:43.440 --> 00:05:45.840 And then casting the vision and running an actual team 157 00:05:45.840 --> 00:05:47.000 because that is a skill. 158 00:05:47.000 --> 00:05:49.560 How many people have had really shitty managers, right? 159 00:05:49.560 --> 00:05:50.600 They didn't have the skill. 160 00:05:50.600 --> 00:05:52.320 And so the entire team is a whole, 161 00:05:52.320 --> 00:05:53.680 operated at a lower level. 162 00:05:53.680 --> 00:05:55.600 And so if you can get everybody to operate it 163 00:05:55.600 --> 00:05:59.200 twice the productivity, that is a very, very valuable skill. 164 00:05:59.200 --> 00:06:01.080 But a lot of people don't have that in the beginning. 165 00:06:01.080 --> 00:06:04.160 And so what happens is there's this jump that needs to happen 166 00:06:04.160 --> 00:06:08.760 where you go from selling to leading and marketing, 167 00:06:08.760 --> 00:06:11.200 marketing still because it's still more valuable 168 00:06:11.200 --> 00:06:12.640 and probably no one else will do it 169 00:06:12.640 --> 00:06:15.560 or have that skill set in your area, right? 170 00:06:15.560 --> 00:06:17.280 But marketing and leadership. 171 00:06:17.280 --> 00:06:20.440 Now, the thing is is that when you make that jump, 172 00:06:20.440 --> 00:06:22.960 the new person who's coming into sales, 173 00:06:22.960 --> 00:06:24.840 isn't that good yet, right? 174 00:06:24.840 --> 00:06:26.600 And when you jump into leadership, 175 00:06:26.600 --> 00:06:28.160 you're not that good yet either. 176 00:06:28.160 --> 00:06:29.840 And that's where people get in trouble. 177 00:06:29.840 --> 00:06:31.680 So how do you not get in trouble 178 00:06:31.680 --> 00:06:33.080 when you make your transitions? 179 00:06:34.000 --> 00:06:36.120 You stay in the boring zone for a little longer 180 00:06:36.120 --> 00:06:37.840 than you think you should, right? 181 00:06:37.840 --> 00:06:39.480 And the boring zone is where you're like, 182 00:06:39.480 --> 00:06:40.640 you just boring makes you rich. 183 00:06:40.640 --> 00:06:41.640 I'll say it over and over again, 184 00:06:41.640 --> 00:06:43.680 like a boring business will make you rich. 185 00:06:43.680 --> 00:06:46.240 As in every day, the front desk girl smiles 186 00:06:46.240 --> 00:06:47.480 and greets people by name. 187 00:06:47.480 --> 00:06:48.480 That is boring. 188 00:06:48.480 --> 00:06:50.000 But that is fundamental business, right? 189 00:06:50.000 --> 00:06:52.880 Every day, the sessions are great, right? 190 00:06:52.880 --> 00:06:55.880 Like the bathrooms are clean, the music is fresh. 191 00:06:55.880 --> 00:06:57.280 Like these are simple things. 192 00:06:57.280 --> 00:06:59.080 Like you don't always need to do different. 193 00:06:59.080 --> 00:07:00.200 A lot of times you just need to be better 194 00:07:00.200 --> 00:07:02.080 at the thing that you are doing. 195 00:07:02.080 --> 00:07:03.240 Something that is really refreshing 196 00:07:03.240 --> 00:07:04.600 for maybe the people who are on me right now 197 00:07:04.600 --> 00:07:05.560 just as total side note. 198 00:07:05.560 --> 00:07:06.920 And I'll make a whole video about this. 199 00:07:06.920 --> 00:07:08.640 But half the people who are watching this 200 00:07:08.640 --> 00:07:09.840 are below average. 201 00:07:11.640 --> 00:07:15.440 Just mathematically, half the people watching this right now 202 00:07:15.440 --> 00:07:16.480 are below average. 203 00:07:17.880 --> 00:07:19.800 So if you think about it from that standpoint, 204 00:07:19.800 --> 00:07:21.640 there's a lot of growth. 205 00:07:21.640 --> 00:07:24.120 There's a lot of things that you can do to be better, right? 206 00:07:24.120 --> 00:07:25.600 Because half the people watching this 207 00:07:25.600 --> 00:07:27.360 are not even middle. 208 00:07:27.360 --> 00:07:28.760 So when everyone's like, man, 209 00:07:28.760 --> 00:07:30.120 we're totally over-delivered. 210 00:07:30.120 --> 00:07:31.200 Like we're the best in the area. 211 00:07:31.200 --> 00:07:32.360 Like you're probably not, 212 00:07:32.360 --> 00:07:34.240 because if you were, you'd already be full. 213 00:07:35.760 --> 00:07:38.600 Anyways, so let me get back to the main point. 214 00:07:38.600 --> 00:07:39.640 Skill set wise. 215 00:07:39.640 --> 00:07:41.160 As you are acquiring these skills, 216 00:07:41.160 --> 00:07:43.560 you have this little gap period. 217 00:07:43.560 --> 00:07:45.240 The first thing is when the business is boring, 218 00:07:45.240 --> 00:07:46.480 that is when you need to document. 219 00:07:46.480 --> 00:07:47.720 All right, this is number one. 220 00:07:47.720 --> 00:07:49.120 And you're documenting the process. 221 00:07:49.120 --> 00:07:51.520 And then at that point is when you start bringing someone in, 222 00:07:51.520 --> 00:07:52.320 just start shadowing. 223 00:07:52.320 --> 00:07:54.560 Take over a third of the sales, half of the sales. 224 00:07:54.560 --> 00:07:55.880 And that we can give feedback, 225 00:07:55.880 --> 00:07:58.720 but you're not at huge cash flow risk, right? 226 00:07:58.720 --> 00:08:00.520 The next thing is that you wanna make sure 227 00:08:00.520 --> 00:08:01.760 you're stacking cash. 228 00:08:01.760 --> 00:08:03.040 That's why it's one of the big things 229 00:08:03.040 --> 00:08:03.960 that we have in Legacy. 230 00:08:03.960 --> 00:08:05.600 Stack cash this whole time. 231 00:08:05.600 --> 00:08:07.400 Don't then think like, okay, 232 00:08:07.400 --> 00:08:09.080 now I finally deserve my vacation 233 00:08:09.080 --> 00:08:10.880 because this is for three months in a row, 234 00:08:10.880 --> 00:08:12.440 I've made $15,000 net. 235 00:08:12.440 --> 00:08:13.280 Awesome. 236 00:08:13.280 --> 00:08:14.680 That's what you should have been doing for a long time. 237 00:08:14.680 --> 00:08:15.800 Put it in the bag, right? 238 00:08:15.800 --> 00:08:18.400 Because you don't know how good things will be forever. 239 00:08:18.400 --> 00:08:20.120 Period, I don't know how good things are gonna be. 240 00:08:20.120 --> 00:08:22.520 Things are great for us right now, but I don't know. 241 00:08:22.520 --> 00:08:26.480 And so I like to have a huge war chest, just in case, right? 242 00:08:26.480 --> 00:08:28.000 And so you have that war chest, 243 00:08:28.000 --> 00:08:29.840 so that when you do make that final transition, 244 00:08:29.840 --> 00:08:31.440 you push the person full time into sales, 245 00:08:31.440 --> 00:08:33.840 get for some reason cash flow drops or sales drop. 246 00:08:33.840 --> 00:08:36.560 You can do so without having to jump back in, 247 00:08:36.560 --> 00:08:38.840 because you have a cash flow cushion, right? 248 00:08:38.840 --> 00:08:40.000 You have a cushion here. 249 00:08:40.000 --> 00:08:41.200 And that's what you want. 250 00:08:41.200 --> 00:08:42.600 Now, during that period of time, 251 00:08:42.600 --> 00:08:43.880 it's you're making such a transition 252 00:08:43.880 --> 00:08:45.360 from one third of sales to half sales 253 00:08:45.360 --> 00:08:47.520 to three quarter sales being the other person. 254 00:08:47.520 --> 00:08:49.280 That's when you start really investing 255 00:08:49.280 --> 00:08:52.920 in consuming all the content around leadership, right? 256 00:08:52.920 --> 00:08:56.120 And then practicing it, because no shit, 257 00:08:56.120 --> 00:08:58.760 if you're trying to sell, right, what do you do? 258 00:08:58.760 --> 00:09:00.200 You practice, you get in front of people 259 00:09:00.200 --> 00:09:01.760 because reading the book is just the beginning. 260 00:09:01.760 --> 00:09:03.640 Watching the modules is just the beginning, 261 00:09:03.640 --> 00:09:06.240 but how do you know that you're leading people well? 262 00:09:06.240 --> 00:09:07.520 You can see, right? 263 00:09:07.520 --> 00:09:08.840 You can see if you're selling them, 264 00:09:08.840 --> 00:09:09.880 because that's really what it is. 265 00:09:09.880 --> 00:09:11.280 It's just a higher level sell. 266 00:09:11.280 --> 00:09:12.600 You're selling them on the business, 267 00:09:12.600 --> 00:09:13.680 you're selling them on the vision, 268 00:09:13.680 --> 00:09:14.720 you're selling them on the future, 269 00:09:14.720 --> 00:09:16.800 you're selling them on your customers, right? 270 00:09:16.800 --> 00:09:18.360 Rather than selling them to get their credit card, 271 00:09:18.360 --> 00:09:19.360 which is transactional, 272 00:09:19.360 --> 00:09:20.800 and can only be one time, 273 00:09:20.800 --> 00:09:21.920 now you're selling them for life, 274 00:09:21.920 --> 00:09:24.000 and you're selling them on a continual basis, right? 275 00:09:24.000 --> 00:09:26.840 Because the reality is, you don't just sell 276 00:09:26.840 --> 00:09:27.800 an employee one time, 277 00:09:27.800 --> 00:09:29.760 you have to sell them on a daily basis, right? 278 00:09:29.760 --> 00:09:30.920 You have to sell them on a weekly basis. 279 00:09:30.920 --> 00:09:32.840 That's why the comp cycles exist. 280 00:09:32.840 --> 00:09:35.160 That's why you have to have repeated 281 00:09:35.160 --> 00:09:36.000 communication cycles, 282 00:09:36.000 --> 00:09:39.120 because people's motivation dips, right? 283 00:09:39.120 --> 00:09:41.320 They forget because their kids get sick, 284 00:09:41.320 --> 00:09:42.400 and because they get sick, 285 00:09:42.400 --> 00:09:44.440 and because their parents have issues, 286 00:09:44.440 --> 00:09:45.800 and blah, blah, blah, blah, right? 287 00:09:45.800 --> 00:09:47.120 The other things take their attention, 288 00:09:47.120 --> 00:09:48.160 because they are not new yet, 289 00:09:48.160 --> 00:09:49.280 they don't manage their attention 290 00:09:49.280 --> 00:09:50.680 the way you are trying to, 291 00:09:50.680 --> 00:09:52.640 because they're not that staged yet. 292 00:09:52.640 --> 00:09:54.800 Their attention just gets taken from them left and right, 293 00:09:54.800 --> 00:09:56.600 and they don't even know that it's happening, right? 294 00:09:56.600 --> 00:09:57.960 But you have to know that it's happening, 295 00:09:57.960 --> 00:09:59.440 you have to take responsibility for the fact 296 00:09:59.440 --> 00:10:00.280 that it's happening, 297 00:10:00.280 --> 00:10:01.320 so you have to be the one 298 00:10:01.320 --> 00:10:03.920 who's repeatedly selling them on a regular basis, 299 00:10:03.920 --> 00:10:05.080 so that they get bought in, 300 00:10:05.080 --> 00:10:06.720 and so that they keep their productivity high, 301 00:10:06.720 --> 00:10:09.080 and they ultimately make the business profitable. 302 00:10:09.080 --> 00:10:12.720 So here's your litmus test, 303 00:10:12.720 --> 00:10:13.720 for knowing if this is something 304 00:10:13.720 --> 00:10:15.520 that you should be investing in. 305 00:10:15.520 --> 00:10:18.520 If right now your income has been stagnant 306 00:10:18.520 --> 00:10:20.120 for a period of time, right? 307 00:10:20.120 --> 00:10:21.360 We're not grown in the amount 308 00:10:21.360 --> 00:10:23.960 that you think it should have grown in this period of time. 309 00:10:23.960 --> 00:10:28.680 It is because you have a lack of skills, right? 310 00:10:28.680 --> 00:10:30.000 You have a lack of skills. 311 00:10:30.000 --> 00:10:32.840 And so if you want to make more, 312 00:10:32.840 --> 00:10:34.200 and it has been stagnant, 313 00:10:34.200 --> 00:10:37.080 then it could be you don't know how to sell, right? 314 00:10:37.080 --> 00:10:38.640 And so you're just coaching sessions, 315 00:10:38.640 --> 00:10:40.200 or maybe you're selling, 316 00:10:40.200 --> 00:10:42.360 but you don't know how to get someone else to sell for you 317 00:10:42.360 --> 00:10:45.360 so that you can scale your time, right? 318 00:10:45.360 --> 00:10:47.360 Maybe that's the set, maybe that's what it is. 319 00:10:47.360 --> 00:10:48.840 Or maybe you don't know how to lead, 320 00:10:48.840 --> 00:10:50.600 and manage people to get the most productivity 321 00:10:50.600 --> 00:10:51.760 out of the entire team, 322 00:10:51.760 --> 00:10:54.120 because whenever you take yourself out of the training 323 00:10:54.120 --> 00:10:55.720 or like being micromanaging on the trainer, 324 00:10:55.720 --> 00:10:57.440 or being micromanaging on the admin in front desk, 325 00:10:57.440 --> 00:11:00.080 or being micromanaging sales, everything drops. 326 00:11:00.080 --> 00:11:00.920 Why? 327 00:11:00.920 --> 00:11:02.560 Because you're lacking leadership skills, right? 328 00:11:02.600 --> 00:11:04.440 And so just look at that as a little litmus test 329 00:11:04.440 --> 00:11:05.800 of what skills am I lacking. 330 00:11:06.760 --> 00:11:07.840 And if it's been the same, 331 00:11:07.840 --> 00:11:10.720 just trying to identify what skill it is. 332 00:11:10.720 --> 00:11:12.040 And then once you know what skill it is, 333 00:11:12.040 --> 00:11:13.720 then the easy part is just attacking you, 334 00:11:13.720 --> 00:11:15.840 and then just doing it until it gets better. 335 00:11:15.840 --> 00:11:16.960 Crazy, right? 336 00:11:16.960 --> 00:11:21.360 So anyways, I hope that this was bad before you. 337 00:11:21.360 --> 00:11:23.480 I think I covered all of the notes, 338 00:11:23.480 --> 00:11:25.960 not in any order that I wanted to. 339 00:11:26.960 --> 00:11:28.480 But I hope that made sense for you guys. 340 00:11:28.480 --> 00:11:31.240 I hope you guys have an awesome, amazing week. 341 00:11:31.240 --> 00:11:33.880 Thank you all for giving me your most valuable asset, 342 00:11:33.880 --> 00:11:34.760 which is your attention. 343 00:11:34.760 --> 00:11:36.560 I hope I give you a good return on it. 344 00:11:38.080 --> 00:11:38.920 Out!