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First off, I just want to say I'm extremely humbled to be here.

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Honestly, just hearing the few conversations that I was able to have with the people who

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were here, honestly, didn't think anyone really knew who we were.

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That's not necessarily a bad thing.

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We keep very much to ourselves.

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I probably don't leave the house for like four or five days at a time, so it's a little

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bit different than I think maybe most people's entrepreneurial journey.

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But no one am I good to rock?

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I can't see him.

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I'm good to rock.

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Okay.

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Cool.

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Kind of what David was saying, I'd like to understand who I'm talking to, so I can try

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and cater this a little bit more to your desires.

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Is that cool?

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Okay.

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So, first thing, well, without it, pretend this is anonymous and no one else knows you're

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here.

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Who here is still working a full-time job?

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Can you raise your hand?

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And for the one moment of the night, I'd ask you to just not do the like, hey, I'm going

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to be too cool to raise my hand because then it, like, it's to your detriment.

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So the second thing, who here is a full-time entrepreneur who's doing $100,000 or less

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per year?

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Okay.

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Cool.

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Who's doing between a hundred and a million a year?

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Okay.

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Who's doing a million plus?

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Okay.

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Cool.

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A nice smathering.

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Fantastic.

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All right.

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So, one of the concepts, or one of the things that I get asked a lot when I go, well, on

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the rare occasions that I go out in public, is, you know, how do I make more money?

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How did you get started?

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What should I be investing in?

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And I think that it's really important to understand that if someone's able to achieve

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something faster than you, they're using the same resources that you have from a time

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standpoint.

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And so it just means that they're allocating their attention in places that they're

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getting disproportionate returns on it, right?

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And so the objective is how can we find the biggest ROI buckets that we can put our time

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into so that we can extract as much value as seemingly possible as fast as possible?

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And so my belief in this is that information is the single best investment that you can

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have because information is the only thing that buys you time.

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Does that make sense?

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A lot of people want to go faster, but then they don't want to spend money on learning

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how to go faster.

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And that is the only thing that gets you from point A to point B in a shorter period of

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time.

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And so where it gets really interesting is how do you acquire those skills?

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And so I'll give you, can I give you two, like, habits that I think have done really

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well for me in terms of acquiring skills?

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So the first thing is, like, I was up to three o'clock in the morning.

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I'm usually in bed right now.

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So this is my amped voice.

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But I say that because I also know some, I have a few billionaire friends who are night

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hours.

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And so I don't think it's a morning thing specifically.

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I think it's more important that you can always have four to five hours a day of uninterrupted

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time to yourself.

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The biggest breakthrough that I was able to have in my own life from a business standpoint

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came when I was able to move the big pieces forward every single day because I started

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my day that way.

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And for me, that's what I'm the most creative is in the morning.

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And so that's where I invest all of my time in getting and acquiring skills.

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Just so I have an idea.

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Does anyone like an early bird here?

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Early birds?

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Okay?

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What is early?

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Before six?

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Before five?

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Before four?

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Okay?

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Well, it's really big in our community because, like, so does anyone like me?

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Anyone know what Gimlaunch does?

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Okay.

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A couple of people.

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All right.

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Can I give you a 60-second pitch on what we do?

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Okay.

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So we own a company called Gimlaunch.

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We help small business owners that are specifically Gimlaunch, so CrossFit's Bootcamp, semi-private

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facilities, MMA, BJJ type facilities that are service-based facilities.

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On average, increase their top line revenue by $240,000 a year.

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They decrease their turn from 10.4% to 6.8% month over month, which is awesome.

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They triple their profit on average, and that's in their first 11 months working with

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us.

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Every nine days, we create another million-dollar facility, so we're pretty good at it.

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And that has been the focus of pretty much my entire adult life.

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It started when I had my chain of gyms in Teller, California.

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I was able to open up a new facility every six months as a 23-year-old off of cashflow.

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So I pre-sold every facility so that I could open them at full capacity on the first

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day.

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I thought everyone was doing that.

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I didn't know that that was something that was different.

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And so I had my six.

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I sold them when I was 26, and then I started flying out with my lovely wife, who was my

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girlfriend that I met on Bumble at the time, that I got to quit her job and joined me.

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Her parents were very stoked that she left her job for some Bumble Dude on the internet

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to go launch gyms.

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So we would actually fly out to these gyms and do, basically, like bar rescue, we do

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gym rescue.

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And I did that for six months, and then we had an eight-man team, and then we did that

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for another six months.

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So every month we'd go out to eight gyms and launch them.

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And we'd go from zero to full capacity in 21 days.

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And we did that over and over and over and over again.

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That short period of time that I was referencing in the beginning when I had my own six facilities.

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During that period of time, I looked back at our CRM, and I had done over 4,101 sales.

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In that three-year period.

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And so I had my, and that was actually closes because I couldn't count consultations,

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you said, no.

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So I did a lot of sales.

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And I'm telling you this because a lot of people ask, like, how did you get here without

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knowing how to replicate what happened?

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And so despite the fact that gym launch in March of 2017 is when we transition to the model

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that we have now, which is an information-based model, we consult, and we help them

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implement the systems to acquire customers, send them, increase the value of their services,

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and then keep them longer.

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But it's understanding the things that got you there because for us, we were able to go

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from zero to a $50 million a year run rate within 20 months.

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And so a lot of people think that that comes from nothing, but a lot of it's the eating

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shit period.

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Hopefully the profanity is okay.

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And so when I had my conversation with David, and some, like, my sales guys come up to

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me and they're like, dude, I got 25 grand, you know, I'm feeling pretty good.

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So I'm just like, curious, you know, what kind of investments should I be getting into,

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you know, like, crypto is looking pretty good right now.

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And it drives me nuts because I'm pretty sure I didn't have any money in my bank account

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at any time until I had a million dollars in my bank account within a couple months.

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And the reason for that was because my belief is that you should spend all of the money

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that you have to acquire skills until you can't spend money on acquiring skills anymore.

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And you can pretty much always spend money on to acquire skills.

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It uses, do it differently.

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And so like the higher up you go, now I have to make donations to charities in hundreds

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and millions of dollars in order to get access to the boards of these charities who are

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other dudes who can donate hundreds of thousands and millions of dollars to those charities

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so that I can then see what they know so that I can learn faster.

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And so I'm going to give you an example of what this whole concept of talent stacking

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is.

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So let's say you're good at math, right?

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So that's where you're starting.

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You're like, I'm good at math.

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Cool.

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That's a skill, not very monetizable, but it's a skill.

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And then you're like, okay, well, I could kind of do credits and debits, keep someone's

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books.

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Great.

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That's a level one skill.

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You've now put two skills together and now you have something that is actually monetizable.

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And then you're like, you know what?

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I'm going to learn accounting.

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All right.

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So I'm going to get my degree in accounting.

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So I'm going to become a CPA.

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All right.

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Now this is something that is becoming more valuable.

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And then you learn about tax strategies, right?

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And then all of a sudden, you're able to work with a business and save them hundreds of

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thousands or millions of dollars a year because of your understanding of the tax code.

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And then you learn how to decrease liability with insurance because you continue down

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this path of stacking your skills.

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And then if you're following along and like the next round will be like, and then I understood

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how to talk to bankers and financiers and race funding and do exits and equity deals, etc.

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Same person stacks one talent on top of the other and each talent becomes disproportionately

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more valuable than the talents all before them.

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Does that make sense?

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And so it's a hockey stick, right?

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And so in the beginning, you don't make anything for a very long time.

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And so if you're in the crowd right now and you have not been able to increase your income

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for an extended period of time, which I would define as probably a year, if your income

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has not had a significant increase in that period of time, it's because you've chosen to

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not look or understand what the next skill that you need to stack on top of your prior skill

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is.

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In the entrepreneur world, usually who would consider themselves pretty decent at sales?

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Most entrepreneurs, right, were more promoter type people.

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And so I hear this stuff all the time.

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There's no good sales people.

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I can't get anyone to sell like I can sell.

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What's the skill that that person lacks?

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They lack the ability to hire, find, recruit, train, and manage a sales person.

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That's lots of skills, but that's the essence of what they're missing.

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Then they have one or two sales people or three sales people and they're like, man, we

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have good months and then we have bad months and then we have good months.

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I can't keep it solid like why isn't it?

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It's always variable, right?

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What's the skill they lack?

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They don't know how to manage a sales team.

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And so the biggest piece of advice that I can say is that it's a frame shift that everything

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is 100% your fault.

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And at the same time, there are self-made millionaires and self-made billionaires, but they're

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also self-made 50,000 a dollar a year a year a year.

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They just don't claim it because they don't want to be responsible, right?

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And so you're 100% responsible for the income level that you have and if you're dissatisfied

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with it, it's because you're just not that valuable.

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And so you have to learn how to become more valuable.

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And the first way to do that is to admit that you have a deficit.

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And so if you have an ego about it, you'll be incapable of becoming better than you are.

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Does that make sense?

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The people who you see who are really talented and then cap is because they can't admit

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that they're not good or they could be better.

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I want to give you a different example of the talent stacking because I want to show

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that like the math one's pretty simple because everyone understands it.

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So let's say Jay-Z.

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When he started his career, he understood he had a rhythm, right?

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He was naturally pretty good with beats.

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Okay, got it.

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Then all of a sudden he learned how to perform, another skill.

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So he took his sensitivity to music, et cetera, and then he learned how to perform.

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Okay, great.

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Once he learned how to perform, then he learned how to sell and market his own materials.

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Another big skill.

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Then after that, he learned how to create a label, a more leverage skill.

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Then he learned how to attract and find other skilled performers and bring them into his

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label and promote them.

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All he did was stack one talent on top of the other and for every additional talent

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he had, he got exponential returns on the stack that was underneath of it.

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Does everyone here understand what the next skill that you lack is?

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Is there any reason why you're not aggressively pursuing it if you claim to not have what

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you want?

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If you don't wake up at three o'clock or four o'clock in the morning and you're dissatisfied,

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I don't get you because for me, dissatisfaction is so soul crushing that I will do anything

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to not feel that way and so it might not be in the morning, it might be after you put

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your kids to bed, but there has to be that time where you can invest in learning those

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skills so that you can stack the next thing.

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So one of the issues with being newer in the entrepreneur space is that you see a course

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that's marketed, you're like copywriting, right?

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If I buy this copywriting course, it says I'm going to make money, right?

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If I buy this traffic course, it says that I'm going to make money.

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If I buy this funnel course, money, sales course, money, right?

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The reality is that it's all yeses and all knows.

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It just depends which is the weak link in the bridge that's going to get you from the

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bank to your first dollar going over.

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Once the first dollar comes over, the second dollar comes immediately, right?

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The thing is that you're like, I need to learn how to market.

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What does that mean?

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Okay, I need to learn how to write copy, I need to learn how to write headlines, I need

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to learn how to create creative that attracts attention, I need to learn how to place advertisements

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on media platforms, I need to be able to analyze the data to know how it's actually doing

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and know how to adjust it based on the performance.

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I need to know how to create landing pages that convert traffic.

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Once I have a lead, holy shit, I have a lead.

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Once I have a lead, I have to know how to get that person nurtured in such a way that

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they will eventually convert.

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And whether that's a phone sale or that's going towards a nurture sequence, those are

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two different paths, those are different conversion mechanisms.

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But the point is you see how each of these is a skill that you have to acquire, right?

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And so whenever you see these courses, don't get but hurt that you didn't make a million

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dollars after buying one course, you're not supposed to.

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And so the goal is to get as many of them as you possibly can, the key is having the

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discernment to know which is the one that you're missing right now, right?

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And so like the only thing that I'm not sure how to teach is discernment because it's

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the only thing that allows you to prioritize.

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And so if you see people who are like I said earlier moving faster than other people,

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it just means that given the resource that they have that we all have are equal which

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is time, they're able to with discernment allocate that to the highest skill that would

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be next in the stack of skills that they need to learn.

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So my opinion is that if you have $25,000, if you have $50,000, if you have a quarter

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million dollars, if you have $500,000 in your bank account, I genuinely believe that there

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is no point to trying to save money if your income is less than two, three, $500,000

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a year.

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I don't think there's a point and I mean that genuinely and that's not in a definitive

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way.

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It's just that saving, not going to Starbucks to become a millionaire, congrats.

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You made 40 years and you enjoyed nothing in life like now you have a million dollars.

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I feel like that's not the, I mean, is that a life that anyone wanted?

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Right, fuck that.

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So.

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Hey, if you're a return listener and you have not rated or reviewed the show, I want

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you to know that you should feel absolutely terrible about yourself and everything else

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in the world.

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I'm kidding.

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But it would mean the absolute words to me if you guys would go ahead and do that.

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You don't even have to pause to show you, keep listening and you can just do it with

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your thumb right now.

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It'll take you less than 60 seconds.

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And like I said, the only way that podcast girls do word of mouth and this is you joining

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hands with me and helping as many entrepreneurs as a possible can because no one is coming

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to save us.

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It's just us.

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All right.

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So please go do that now and let's get back to the show.

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Thank you.

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I'll be here all night until 9.15, we're going to go to bed, I'm kidding.

289
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Sorry, entrepreneur ADD, totally, where was I?

290
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Yeah, yeah, so exactly.

291
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So my objective for when you should actually consider looking at investments is when

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you have so much money coming in that even when you're aggressively searching to find a

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way to allocate the money to acquire the next skill, there's still an access and abundance

294
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that is coming on top of it.

295
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That is the state that you need to get to when in my opinion you have like the Alec stamp

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of approval, not that I'm some whatever, but I'm just saying like that.

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And my opinion is where it actually starts to make sense.

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The next piece of it is that once you have that abundant flow of money that's coming towards

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you, you also probably have a lot of skills.

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And so then looking at investment vehicles of like Bitcoin, the stock market, real estate,

301
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you have to also understand because all the things that got you to where you are, like

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I'm petrified of going into real estate.

303
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Because I know that there's guys like me willing to crush me the moment I go in there because

304
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they know the game and I don't know the rules yet.

305
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And so there's a person in every one of your spaces who has a talent stack that farcer

306
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passes you and what you need to figure out is deconstruct, look at their path so you can

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figure out what talents they were able to stack together so that they can, so they're

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able to continue to crush you so that eventually you can get strong enough to crush them, right?

309
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And so it takes so long to get good at the game.

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And the amount of effort, this is really, okay, I'm trying, I wish, okay, first of all,

311
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I did not know that we could have presentation power points.

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I'm a big visuals person, so I apologize.

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But the amount of effort, the amount of return that you get from learning a new skill goes

314
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down with time, right?

315
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Your first 20 hours of reading about sales, your first 20 hours of sales in general,

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your first 20 sales consults, you will learn more from zero to then than you ever will

317
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in the rest of the career of sales, but despite the fact that you have marginal returns,

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the absolute incremental return at the end goes up.

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So an example of that would be an Olympic runner.

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In the beginning you can get much faster, much faster, right?

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And then as they get better and more advanced and more advanced, they're trying to shave

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off quarter, you know, quarter seconds from their time.

323
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And so they put months and years to save a half a second on their 100 meter, right?

324
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Right here, right at the very end.

325
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But what's the difference between first and second and third?

326
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So the absolute return you get on the very small incremental return you get at the very

327
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end is where all the juice is.

328
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When you're just this much better than everyone else at marketing, when you're just this much

329
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better than everyone else at sales, when you're just this much better at messaging and

330
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strategy, then that's when you go like this.

331
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And so that's why they have these overnight successes and it's usually because they stacked

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20 skills and it was on the 21st skill that the bridge was finally completed and then

333
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it popped up.

334
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Has anyone heard the story of the bamboo tree?

335
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Okay.

336
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One person.

337
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Fantastic.

338
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So you all be punished for not responding.

339
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So I'm pretty sure this is Chinese proverb, hopefully I'm not butchering it, but essentially

340
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a bamboo tree, so if you plant a bamboo tree and you keep it underground and you look

341
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and you wait a whole season and it doesn't seem like it's growing, the stubborn farmer

342
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will go and dig it up and try and plant it again be like I must have been a bad seed, right?

343
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And the stubborn farmer goes back a year later, ah must have been a bad seed, changes the

344
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area, changes the sunlight, changes the watering, changes all of these things constantly, right?

345
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But the wise farmer knows that he plants it and it takes five years for the sapling to break

346
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the ground and then within the first three months it's like 60 feet tall because it's

347
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spending the whole time digging down rather than digging up so that it can have the root

348
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system to support the growth and talent stacking works the exact same way.

349
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So I want to make sure that I, is there a direction that you'd want me to take this at

350
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all or is that good or is there a, is there like hey I'd like to know more about selling

351
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shit or like hey yes perfect yep love it love it yep I will so he asked an awesome

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question thank you he said could you give revenue guidelines for what skills you need

353
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to acquire at different revenue levels that's a great question I wish I had a graph

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and I could have pondered it more but if you're under $100,000 a year in your business

355
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I'm assuming yourself employed you probably don't have anyone else who's working for you

356
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it's probably just you at that point everything is going to be about promotion right you're

357
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going to have to know how to market know how to sell I highly highly highly highly recommend

358
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never outsourcing anything for as long as you possibly can so that you can like I still

359
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think I'm probably the best marketer in my business even though I have a whole department

360
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and I know how to make adjustments on what they're doing and I also know who's trying

361
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to bullshit me right I know what at cost are supposed to be and the only way that you

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know that is having done it the same thing with sales don't try and hire a sales guy

363
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because you're like well I'm not good at sales well then that's always going to be a

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weak link for you and you're never going to have a good sales team because you don't

365
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have the the confidence to be able to look back at them in the eye and say like this

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is wrong you're not doing it right they're going to be like well how do you know and you're

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not going to be able to have the confidence to look back and have an answer and so in

368
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the beginning it's all about okay I'm going to pause that does anyone want to have like

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a hundred million dollar blueprint okay great so if you want to get to a hundred million

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dollar valuation type company in my opinion the way that you have to do it is get really

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fucking good at one thing and this is what David was talking about earlier so I wanted

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to make sure I brought it up and I mean so good that people start coming to you because

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of how good you are because of how people talk about you if you don't have that happen

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that is the quota for not being good enough it means you need to keep doing that thing

375
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and so you have passed the incremental return where it starts going like this and in some

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businesses that means referrals and that's usually what it starts with until you're

377
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so good at that thing you do nothing else and it's counter to your entrepreneurial character

378
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to stay disciplined enough on this one track because you want to be scatterbrained and

379
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chase the next opportunity and dig up your seed and start another one and dig up your

380
00:23:08.140 --> 00:23:11.700
seed and start another one I'm going to do fitness for a while actually I want to be a

381
00:23:11.700 --> 00:23:16.540
marketing agency actually I want to sell a course actually I want to do a webinar you

382
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know affiliate marketing sounds cool sound familiar anyone right if you get so fucking

383
00:23:23.980 --> 00:23:30.500
good at any of those things any one of them you can get to 100 million I had a friend

384
00:23:30.500 --> 00:23:35.620
who called me and I'm going to complete that I had a friend who called me from high school

385
00:23:35.620 --> 00:23:39.820
and he's got a roofing company he was like yeah you know we we buy these homes and then

386
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we we fix them and we flip them and I was like that's awesome man he's like we also do

387
00:23:45.860 --> 00:23:50.780
windows I was like okay he's like we also do roofs though and that's like really our

388
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bread and butter and I was like okay he's like so like you know so this is what I'm

389
00:23:56.380 --> 00:24:00.180
thinking we got all that I was like great so pick one he's like what do you mean I was

390
00:24:00.180 --> 00:24:05.220
like pick one like any one of them can be a hundred million dollar business the biggest

391
00:24:05.220 --> 00:24:10.060
fallacy that you have is an entrepreneur is that you need more things to make more money

392
00:24:10.060 --> 00:24:13.780
when it's the opposite you need less things to make more money and it's the only way you'll

393
00:24:13.780 --> 00:24:18.220
make more money is when you do less so that you can get better and dig deeper because that's

394
00:24:18.220 --> 00:24:21.980
how you're going to be better than everyone else because the other guys you're competing against

395
00:24:21.980 --> 00:24:27.060
are also scatterbrained as fuck right and so you can out discipline them by knowing that

396
00:24:27.060 --> 00:24:31.660
you're going to dig deep and deep and deep and deep I can say with a lot of confidence

397
00:24:31.660 --> 00:24:35.940
that there aren't too many people who know how to make a gym as profitable as me it's been

398
00:24:35.940 --> 00:24:41.260
really boring for me for a very long time I really understand how to make gyms profitable

399
00:24:41.260 --> 00:24:45.440
but we stay here and we still keep innovating and figuring out new things because we try

400
00:24:45.440 --> 00:24:49.720
and put blinders on so that I don't look at the other opportunities so that we can keep

401
00:24:49.720 --> 00:24:56.800
getting better and better and better once you have your one skill so I'm coming back

402
00:24:56.800 --> 00:25:03.280
once you have your one skill you can then monetize teaching that skill now you have a high

403
00:25:03.280 --> 00:25:08.080
margin business that has high value because you really are good at that thing now remember

404
00:25:08.080 --> 00:25:12.640
it takes years to become good enough that people talk about how good you are before you

405
00:25:12.640 --> 00:25:18.640
enter the room and when you leave people like dude that guy is fucking legit that's what you

406
00:25:18.640 --> 00:25:22.760
want if you don't have that you're not good enough in my opinion everyone wants to start

407
00:25:22.760 --> 00:25:27.520
preemptively but their product isn't strong enough and then they fizzle because they can't

408
00:25:27.520 --> 00:25:33.520
hit the next level because their actual product isn't strong enough so thanks man appreciate

409
00:25:33.520 --> 00:25:42.120
it I thought it was the music I was like I shit okay so you have your first skill so you've

410
00:25:42.120 --> 00:25:45.840
got your years right we're talking about what revenue levels if you're doing your revenue

411
00:25:45.840 --> 00:25:50.160
level it's awesome that you're like that you're making money but you have to just keep doing

412
00:25:50.160 --> 00:25:55.120
that thing until you get so good at it that you're stock full like you can't take any more

413
00:25:55.120 --> 00:25:59.320
clients and then you raise your prices and then you do it again and then you raise your

414
00:25:59.320 --> 00:26:02.720
prices and then you do it again and then you raise your prices then you do it again and

415
00:26:02.720 --> 00:26:07.840
you keep doing that and so you're the most sought after at that point you can then sell

416
00:26:07.840 --> 00:26:11.480
that skill that you have acquired whether you're a videographer whether you're a graphic

417
00:26:11.480 --> 00:26:16.800
designer whether you're a salesperson whether you're a marketer any of those skills are

418
00:26:16.800 --> 00:26:21.120
skills at other people value and you can teach people how to do it in a very high margin

419
00:26:21.120 --> 00:26:26.680
environment now when you have your high margin environment business it is not a business

420
00:26:26.680 --> 00:26:32.480
that has enterprise value because it's you you've just productized your skill does that

421
00:26:32.480 --> 00:26:37.280
make sense which means that after you've taken out the profits from that business and

422
00:26:37.280 --> 00:26:43.120
that what should 100% be your objective in that first phase first skill acquisition second

423
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is monetization of that skill third is reinvesting the profits from that high margin business

424
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into a business that does have enterprise value that does not require you so that could

425
00:26:53.680 --> 00:27:00.520
be software that could be product that could be anything once you have that you use the

426
00:27:00.520 --> 00:27:04.120
talent stack that you've acquired up to this point to grow that business to the point

427
00:27:04.120 --> 00:27:09.800
that you can then flip it and sell it does that make sense that's the hundred million

428
00:27:09.800 --> 00:27:14.680
dollar plan or billion depends how big you play but that's exactly how you do it if you

429
00:27:14.680 --> 00:27:19.760
have no money which is how I did it well hold on not that I did it what I'm saying is like

430
00:27:19.760 --> 00:27:27.200
that's who here has funding like for my outside vendor okay three people so for everybody

431
00:27:27.200 --> 00:27:32.160
else who's bootstrapping that was for you if you have outside money you can start in different

432
00:27:32.160 --> 00:27:36.360
ways and I think that there's some disadvantages to that as well because then there's some talent

433
00:27:36.360 --> 00:27:41.560
stacks that you skip over that then you don't know you got this jet pack and then you don't

434
00:27:41.560 --> 00:27:50.320
know what the missing link is when you get there so if you hit a plateau who here has been

435
00:27:50.320 --> 00:27:58.200
at a plateau for over a year okay awesome great this is for you right now you're not good enough

436
00:27:58.200 --> 00:28:04.720
you're not good enough and if you can accept that and internalize it then you can create

437
00:28:04.720 --> 00:28:09.200
actions around the thing that you need to do and do over and over and over again the actions

438
00:28:09.200 --> 00:28:13.880
that you need to take has to be in terms of number of volume and so what I mean by that is if

439
00:28:13.880 --> 00:28:20.040
you're like I'm just not that good at sales cool how many consultations can you get into per day

440
00:28:20.040 --> 00:28:25.640
I'm not that good at marketing one of the best things I was ever given was from Ezra Firestone if

441
00:28:25.640 --> 00:28:31.320
you've ever heard of him he was at a small event a private event with me and some other guys and

442
00:28:31.320 --> 00:28:37.880
he said I take a percentage a fixed percentage every month of my marketing spend and I spend it

443
00:28:37.880 --> 00:28:45.400
on crazy ideas that I have with zero intention of making an ROI and he did that because there was

444
00:28:45.400 --> 00:28:50.400
no point in him trying to learn from other marketers at that point because he was above most the

445
00:28:50.400 --> 00:28:55.120
marketers courses that were out there and so the only way that he could learn was by learning in

446
00:28:55.120 --> 00:29:01.680
the real world and so each of the skills that you're lacking has a way to do that it can be taking

447
00:29:01.680 --> 00:29:06.800
more sales it can be saying I'm going to always create so where's my videographer where's Nolan

448
00:29:06.800 --> 00:29:13.120
somewhere if I'm Nolan I'm gonna think every single day I'm gonna make two commercials every day

449
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I'm gonna make two commercials and every day we're gonna run them and I'm gonna see which ones did

450
00:29:18.080 --> 00:29:23.600
better and I'm gonna deconstruct the ones that did well and then I'm gonna try and do more of those

451
00:29:23.840 --> 00:29:28.960
until I get so fucking good at it that every single video that I make is a winner and I'm gonna

452
00:29:28.960 --> 00:29:34.240
keep doing that and it doesn't take a week or a month it usually takes years right that's how it

453
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works I was on a podcast not that long ago and the host has a slightly younger male audience and he

454
00:29:41.120 --> 00:29:45.440
was like you know man I know you always talk about doing the boring work and just like eating shit

455
00:29:45.440 --> 00:29:52.320
and like waking up at you know midnight he's like and you know you totally suffered and we love

456
00:29:52.320 --> 00:29:58.000
that it's great but um so for anybody who like wants that success and wants to just shortcut that

457
00:29:58.000 --> 00:30:06.800
like what's your advice to them um and uh I was like you're not going to like you're you're not going

458
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to because you're not gonna be good enough because the guy who did do that and took four thousand

459
00:30:12.480 --> 00:30:20.480
one-on-one sales is gonna be better and one question that Layla and I got at this event a while back

460
00:30:20.480 --> 00:30:26.800
was a lady in the audience said how are you guys so certain like when you guys talk about your gyms

461
00:30:26.800 --> 00:30:33.120
or when you talk about your business how are you so certain um and I think that level of certainty

462
00:30:33.120 --> 00:30:38.560
just comes from being like I did it four thousand fucking times like it's not a joke it's not like

463
00:30:38.560 --> 00:30:44.160
I wake up I say my affirmations like I'm a I'm a gym guru I'm a gym guru I'm amazing I'm an

464
00:30:44.160 --> 00:30:51.760
expert you know I mean I'm an expert like I just it kills me um because it gets to a point

465
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where we've done it so many times that it's not amazing it's not fantastic you're just stating

466
00:30:56.320 --> 00:31:02.800
observations of history and when you get to that point that's when you've probably acquired

467
00:31:02.800 --> 00:31:10.480
the level of mastery that is required to be able to monetize that skill does that make sense

468
00:31:11.280 --> 00:31:19.280
okay cool uh so I think I went probably way over so anyways uh thank you guys I'm very

469
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honored to be here I appreciate you thank you