WEBVTT

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The fact that you don't know if it's going to work is exactly what makes it worth doing.

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It's why entrepreneurship isn't for the faint of heart. You have to embrace uncertainty.

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What makes entrepreneurship isn't the work itself. It's actually just not knowing

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if the work will work. We're afraid of wasted effort. But if it makes you better,

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then no effort is wasted.

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Welcome to the game where we talk about how to sell more stuff to more people in more ways and

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build businesses worth owning. I'm trying to build a billion dollar thing with acquisition.com.

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I always wish pesos, musk, and buffet had documented their journey,

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so I'm doing it for the rest of us. Please share and enjoy.

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This is my most brutally honest advice to my younger self.

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You can beat 99% of people simply by continuing to work without needing your immediate reward.

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This bit is advice to my younger self on how I'd work harder.

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You're going to lose sleep. You'll doubt whether it'll work. You'll stress to make ends meet.

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You won't finish your to-do list. You'll wonder if you made the right call and have no way to know

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for years. But that's what hard feels like. The other great reason for working

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harder is that the harder you work, the more you realize what you used to think was hard work,

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isn't even close to what you're capable of. Because if you want to know with the most

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dangerous money making combo in the world, it's work ethic and time.

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Because once you realize just how much more work it takes to get from good to great,

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you realize you can only be graded a few things and you're forced to ignore the rest.

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The amount of work it takes to be good negates the ability to be great at more than one or two

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things. Because there's just only so much time. It just takes work,

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shit loads and shit loads of work and every time I dress it up or cut a corner,

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I get brutally reminded by life that the work just needs doing. So yes, this is your friendly

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reminder that it's okay to work on weekends. I used to think that if I worked on something for a

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day, it was a lot. I was like, dude, I worked on this for a whole day. That was like a huge amount

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of work and I would say that to someone to show them how hard I worked. And then it became like I

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worked on this for a week and then a month. And I would say now that I can work on the same

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project for a year or two years. And that's what like to the books has been huge projects for me.

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My quickest shorthand on the shift in work is that I started counting in hundreds. Hundreds of

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minutes, hundreds of hours, hundreds of days towards a specific goal. If you count in hundreds,

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it just automatically forces you to do a significantly larger amount of effort. Just sheer volume of work.

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I think one of my favorite parables about work is that there was an art class. They split the

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class into two groups. And one group they said, make the absolute best pot and turn in one pot.

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And the other group, they said, make as many pots as you possibly can. At the end of the semester,

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the team that had to make as many pots as only possible, not only made more pots, but also

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ended up making better pots than the one that's been all their time trying to make one. I think a

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lot of people need that permission to have a lot of shitty first drafts in order to start working

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harder on anything. But that's not how I operate. Because for me, I'd rather spend a lot more time

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my first drafts that don't have to make so many more edits. If you do it the right way, you realize

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how many hours you're going to have to put into something. And usually most people that I feel like

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haven't done that level of effort confront the work and then they get scared about it. I have to

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find a different way. This can't actually be how people do this. That is how you do it. The work

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just needs doing and no one's going to do it for you. I started with a normal early job and I think

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a lot of people do. A lot of early job thoughts or lessons are that when you show up to work,

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you are working because you're getting paid to be there. When you start working for yourself,

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you're not getting paid to be there. You're only getting paid on what you do. I've gone on

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vacations with other entrepreneurs. They're like, man, we had a crazy workshop. I was like, I was with

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you. Homie like, that was not a work. These are off days for me. These are like real work days.

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Because work occurred to me is not a work day. Unless I have a clear output for what I have done or

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move forward, work didn't have. The longer you can delay when you need to be rewarded for the work

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that you do, the greater the outcome is. It's kind of like a plane taking off.

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The longer the runway, the bigger the plane. And so a lot of people can barely even get a bottle

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rocket off the ground because they have such a short attention span and such a need for a

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immediate reward. If you feel like you're behind where you should be by now, if you feel like

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you're losing, if you're not sure it's going to work, there's nothing wrong with you. That is

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entrepreneurship. You're on the right path. You're doing the right things. You're seeing the

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milestones along the way, but the milestones aren't parades. It's uncertainty. It's a sleepless

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nice. It's not knowing if you can make payroll. It's not even being sure that the five years you

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put into this idea is actually going to turn into something that you'll get credit for eventually.

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The biggest shift that I had internally during those harder times was that I am the output of my work.

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All of this effort is to create who I want to become. I get to use that as my reward every day,

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rather than the approval of strangers. Sitting in uncertainty is the feeling of entrepreneurship.

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You're not doing it wrong. That's what it feels like. It's kind of this weird dichotomy of feeling

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like you never have enough time, but then you also have all the time in the world. The biggest

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reason that a lot of entrepreneurs don't succeed is because they're in a rush. The rush is what

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creates poor decisions and so they consistently hop from thing to thing to thing because they think

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this thing will get them there faster. By hopping consistently to guaranteed it, they'll never get

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there. I think we have a culture that rewards speed because everybody wants things fast and easy.

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In $100 million offers, the book I talk about value. You have a dream outcome and then you have

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basically everything that discounts or multiplies it. A discount would be risk associated with it. I

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want this thing, but I want it to be guaranteed. I want it to be easy and I want it to be fast.

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And entrepreneurship is literally the opposite of that. The dream outcomes there, but it is not

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guaranteed, incredibly hard and takes forever. The problem is that it's so compelling to sell people

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on that and there's so many more ad dollars that go into its fast, it's easy and it's guaranteed

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that it's really tough to shift the landscape of the language around entrepreneurship because there's

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just so much money to be made by making that promise. The concept of the billionaire who starts

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back over and they're like, could he do it again? It's like, well, of course, the problem with the

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show is is that they give you 90 days. The premise is wrong. And I get why they do it is because they

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have to cater to people who think that way, which is most people. Can he build a million dollar

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business in 90 days? But it's like, but he could build a much bigger business in two years.

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And that billionaire would probably never build the business that he builds on the show. So it actually

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reinforces the wrong perspective. From a brand foundation perspective, it's how can I build a

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reputation over a long period of time, not necessarily with the intent to transact, but simply

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to build a reputation associating myself with these positive things? That takes time. For one,

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lots of people find out about you and two, for a lot of people to develop a strong affinity and make

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multiple associations with you so that it's stronger. The classic example of that is somebody who

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makes content for five years and then launches a product and the product's immediately a billion

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dollar thing. Well, it's not that they made a billion dollars in a year. It's that they spent five

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years letting the roots go down for the bamboo tree and then eventually it shoots up, right? On the

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other hand, you've got kind of product-based foundation software. You might take a long time to

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code and like write a huge code base that could go after some big problem. It can be regulatory

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stuff because if you want to get into like banking, for example, there's lots of barriers to entry.

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Even if you're starting an e-commerce brand, you would be talking to different manufacturers,

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you'd be going through prototypes, you'd be trying things out, you'd be testing it in beta groups

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to get feedback, and then you'd probably have some sort of capital investment to capitalize your

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first inventory run. All of those things are the foundations. The reason I like service business

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for people who are starting out is that you don't have to do either of those things, but if you

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had one or two or both of those things, then you can create something bigger, faster on a longer

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time horizon. It's actually the classic example of how long you sharpen the axe. If someone is doing

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a business that they have no leverage because they built no foundation, they basically just take whatever

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axe is given to them and they just start hacking away at the tree, except in the game of business,

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the tree might be a mile wide and the axe that you have could be a lightsaber. If you spend

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enough time sharpening it, even if it took one guy a year of going from dull axe to lightsaber,

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he would still catch up at year two, and then from year two to 10, doesn't even get close to the

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other guy, but the problem is that everybody listens to everyone else who's judging them on their

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time horizon. You quit your job on an employee time horizon, your family is like, have you started

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making money yet? And you're like, it's been two weeks. They're like, well, yeah, this is when

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you would normally get a paycheck. You're measuring stick has to change when you get into a different game.

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Sometimes the fastest way to get to a million dollars a year isn't the fastest way to get to

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10 million dollars a year. And to the same degree, the fastest way to get to 10 isn't the fastest

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way to go to 100. If we're measuring effort in terms of stress and hours per day, running a local

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restaurant takes the same amount of work as building an application that could be a billion dollar

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application. And it might take you a few years for a restaurant to build a reputation in the area,

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get locals coming in, hire and train good talent, like it takes a lot of work to do all that stuff.

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And to the same degree, hiring really good development engineers and creating a prototype,

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like the actual work and stress is almost identical. It's almost like you have three slot machines

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that you're going up to and they all cost the same cost. But one of them has a billion dollar

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payout and one has a 10 million dollar payout and one has a 100,000 dollar payout. And everyone

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just lines out for the 100,000 dollar payout. Third variable if we're going to like make this in

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terms of dimensions, the next one is how long are we measuring the payout for the slot machine? We

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assume that slot machines pay out immediately. But if one slot machine pays out now, one pays out

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in a year and one pays out in five years. What if the odds were the same, but you only got one coin,

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which one would you do? People say they would do the billion dollar one. But based on their behavior,

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they're just standing at the fast token machine, not being able to break it.

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The fact that you don't know if it's going to work is exactly what makes it worth doing. It's why

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entrepreneurship isn't for the faint of heart. You have to embrace uncertainty. What makes

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entrepreneurship isn't the work itself. It's actually just not knowing if the work will work. We're

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afraid of wasted effort. But if it makes you better, then no effort is wasted. As long as you can

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make that connection, you're not going to burn out. You're just doing what it takes. The biggest

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meta lesson of my entire life was when I lost everything the first time. I had sold all the gyms

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and then that was my nest egg for my five years of work, even though it was not as much as I had

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hoped, but it was still something. And then I put that all into the next thing and then lost it all.

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But after losing it all, I was able to immediately go out and make 100,000 dollars the next month with

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nothing, maxing out a credit card to do it. That moment was like, oh, like I thought that the gyms

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were the thing that I had built, but it was my skills is the thing that I had built. I consider

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skills income insurance. You just know that you will be able to make money. People want to invest

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in the stock market because they want to have a retirement. If you invest in skills, that is your

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retirement because you will always be able to trade them for money. And whether the money is in

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Bitcoin, C shells, or dollars, you'll always be able to trade something of value.

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This is going to piss off the exact same people that we think it's going to piss off. You don't

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need a weekend. The concept is barely 100 years old. It's a modern invention. You really need

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his work that you don't need a weekend from. Instead of thinking about work life balances like a

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seven day work week, think about work life balances like on like a seven year time horizon.

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And so there are seasons of work and there are seasons of less work. My goal would always be that

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I just never have something I want to retire from. In some ways, you could say I retired from

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owning gyms for a while, but I haven't retired from work. I don't think anyone who wants to live a

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long life should retire from. All the people that I know were really old, they pretty much die when

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they stop working. I've seen the people who stay alive the longest every instance to stay alive and

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work is a good one. The problem is that everyone's idea like the masses who are listening to this,

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their idea of what work is is not what I'm talking about. There's like the soul sucking work at a

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job you hate for a boss that doesn't appreciate you for a company that doesn't do good in the world.

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I completely understand why you would not be motivated to do that and you would want to get away from

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that as soon as possible. You'd be amazed at how much faster you can get to your goals when you

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don't go backwards 104 days a year. Contrary to what the mediocre masses will tell you, weekends can

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also be for work. We had a contractor once who said, I quit my job so that I wouldn't have to work

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weekends and he was upset that he had worked a weekend. Do you do not have an accurate estimation of

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reality? If you think that starting a business is going to mean that the first business you ever

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started not going to work weekends. Right now, if I started a business, I could take weekends if I

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wanted to, but I think that's because there's a level of skill you have to get you to get there.

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A buddy of mine was talking to me about how he had an employee who was asking for like six weeks of

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paid vacation. They had like not a lot of experience. He was like, I need this time. He's like, well,

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I tell you what? He's like, what if I give you 110 days a year off paid without work? They were

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like, yeah, and he's like, cool, that's weekends and federal holidays. If you just don't go backwards

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on weekends, you can move ahead so much faster. If you go out drinking or you do your cheat days on

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the weekend, then you can undo all of the work that you're doing in the rest of the days of the

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year and be neutral or even negative, then the year depending on how bad off track you go during

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those 104 days. From a business perspective, you might get inquiries over the weekend. If you don't

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work your leads over the weekend, you started a deficit and you might lose those sales. If you

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generate income during the week and then you don't on weekends, it's 104 days a year that you're

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not generating income out of 365. You're also going into a deficit that you have to then make up for

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in the first two days. So let's say that the two-day negative has to get offset by two days of

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positive. Then you're really only working three days. Now, you compare that to somebody who's either not

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losing steam on the weekends or actually getting ahead on the weekends. That person isn't moving

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ahead like twice as fast. The movie had like seven times as fast. And so I think that's the

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piece that a lot of people are missing is the look at somebody who's further ahead be like,

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well, this person works like this. It's like, well, if you work the same amount as them, they're

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actually going to keep getting further ahead. So you have to work as much as them to match,

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probably a little bit more because they're more skilled at working than you are. And then even more

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to get ahead. Success is the only revenge. As you expand, they shrink into a relevance. As you get

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louder, no one can hear them. You don't beat them. You cast a shadow so big, no one can see them to

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begin with. Because at the end of the day, there's no greater waste of time than justifying your

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actions to people who have a life that you don't want. And there's no amount of pain you can inflict

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on a hater that will be more painful than their own life. Last part was from Layla. Like, there is

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no retaliation. There's no retribution. There's no actual revenge. So I have beaten a lot of

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business people in the field. People that I saw as competitors, like where it was very clear,

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we're going head to head for a market. What's really weird is that when you actually win,

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when someone actually goes out of business, it's like, not cool. You don't like spit on their

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corpse. You're just like, oh, there is a tipping point at some point where you start to gain an

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advantage. You start to separate from them. But then like, they start flailing and acting erratic and

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trying to get ahead. And then that further, you know, they go down that vicious cycle because you

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are their hater, their mind or their competition. The biggest mistake in my career I made because of

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a competitor, that mistake cost me somewhere in the neighborhood of $25 million. Actual money,

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not like, like, oh, this is an opportunity that I did. Like, I actually lost like $25 million

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on this. And I just swore to myself that I would never let somebody else dictate my behavior.

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Winners focus on winning, losers focus on winners. So the same thing goes with competitors.

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Winners focus on customers, competitors focus on winners. They're always trying to copy you,

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but because they're trying to copy you, they're not looking at the customers, they're looking at you.

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And so they're completely distracted. They're not looking at the data source that matters most.

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First off, if anyone ever copies you, you already won because they need you, you don't need them.

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You should be afraid when people stop copying you because it means that you've got nothing.

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And so I see people copying what I'm doing as a positive sign that I'm on the right path.

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Rather than a distraction that merits all of my attention, getting redirected to trying to destroy

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someone, if you walk like downtown in any city, well, that building is a $400 million building.

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And that building is $400 million. That's how much money a billionaire has.

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Everything else that's there is still up for grabs. There's so much out there. It's super hard

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to comprehend. When we had 5,000 plus gyms in gym launch, I think we had 45 gyms in Atlanta.

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They would be like, well, there's another gym down the street. And I'm like, there's also 1,500

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gyms in Atlanta. So the 45 that are all gym launch gyms are just going to do better than the other

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1,455. The pie is so much bigger than people think it is. If you feel like you are the output of

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your life, get the end of your life, who you are is the thing that is the thing that you became.

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Then competition is good for you. Like, if you look back at that person, would you want that

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person to have no challenges? Like, if you were at the end of your life and you looked back,

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would you be like, I'm glad I overcame no adversity. I'm glad no one ever put me to the test.

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I'm glad I never got to see what I was truly capable of. I'm glad I never had to risk it all

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when the chips were down. You would never say that. We just don't like going through it in the

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short term, but we do want the outcome of it. If you just accept that that's the price tag

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for the person you want to be, then you just pay it willingly.

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My two simple lenses for friendship. Number one, do they generally root for you when you win?

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Number two, do they make you better? Finding people who do even one of those two things is rare.

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Both is even rare, which is why they get the highest title, a friend. One of the highest ROI

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traits in life that you can make is all the fake friends that you have for one real friend that

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has your back even when all seems lost. Bonus points if it's your spouse. The rear people in

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your life who root for you to hit your goals are more valuable than the goals themselves. Consider

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yourself lucky if you find even one human who believes in you more than you do and never let

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them go. When you start out, people are happy for you that you're doing something, but I,

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this is going to be really fucked up, but I actually think that people are happy that you quit

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your job because it counts you out of the race because the likelihood that you win is so low.

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And so they're happy because you're actually taking a step back. You literally take a step back

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in income, take a step back in status because you're not doing as well. Like I went from a white

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collar job to being a personal trainer. Like it was a big step back. So any of my peer group

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were like, oh yeah, so good that you're doing that. If I had immediately jumped and started a

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tech startup and raised $100 million, they probably immediately wouldn't have been happy for me.

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I think the reason that you get that underdog rooting in the beginning is because you actually

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take a step down in status. And so they're relative standing actually increases, so they encourage

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you. But then as you come up, your success reminds them of the dreams that they didn't pursue

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to begin with. It also reminds them that you started with probably the same resources. And that's

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why it's so hard to go home for a lot of people because everyone who you grew up with in middle

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school and high school, you become a glaring example of what they could have done, but didn't.

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It's what you make them think about them. So astonishingly, more people know what they should do,

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than claim to know what they should do is usually a voice on some level acting as a hypothetical

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punishment. They haven't actually experienced yet. We're taking action that they haven't done yet.

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Because we fear this hypothetical punishment, we don't take the real action. A lot of people just

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stay stuck there. There was one specific voice that I was like really afraid of for selling gym

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launch because I thought 46 million wasn't enough that that person would be impressed. And then

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when I thought about it, I was like, this person is going to prevent me from doing like this person's

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opinion. I was like, what do I care? You can do his own life. What if he does sell his company for

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more money than me? Does that mean I sucked? No, it just means that like I decided to do something,

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he decided to do something. I'm only ascribing value to this person's opinion just because I know who

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they are. There's a hundred thousand times more people who I don't know. We're beating me. Then

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the ones that I do. So why would I listen to this one person? Unless someone is ahead of you,

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take their hate as envy and then disregard. Envy is when you want something that someone else has.

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Jealousy is when you fear losing something that you have. So if you've got your girl and some

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guy comes up, you get jealous. If someone has a girl that you wish you had, you experience envy.

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So envy is about something you don't have. Jealousy about fear of losing something you do.

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If people are further behind you, then they're envious of you. If someone's ahead of you,

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then they're afraid that you're going to take what they have. Mind you, in either of those scenarios,

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it doesn't. I see hate as feedback. Nothing more, nothing less. And I think feedback is worth

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taking into consideration and what level of validity there is. So if someone says, hey, you copied

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my entire business and you've never met them, but you know that that's not true. I had this guy

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come up to me, saw me on the street randomly. He was like, hey man, I need to apologize to you for

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what? I've like really, really hated you for a long time. Why? He's like, because you stole the

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closer framework from me. And I was like, dude, I know the fuck you are. He was like, let's be

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honest. Like what's the likelihood that we both came up with the same acronym? And I was like,

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hi, do you take an acronym that's for a closer than you fit the words? I actually went back. I found

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my first document that had closer on it. And I screenshoted the date, and it was before he had

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started selling. He squashed it and I was like, you're copying me, motherfucker. I said it joking,

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because I'll give a shit. The hate's feedback. If I'm getting data from the environment, it's data.

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It's not good or bad. It just is. If everybody ahead of you is afraid that you're going to

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beat them, that's probably decent data. If everybody behind you is envious of where you're at,

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that's probably decent data to know. If people are all trying to sue you at the same time for

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something, then maybe there's something there that you shouldn't have done that you did. It's the

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second layer of judgment is the one that everyone gets in trouble with. This thing happened.

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Now I'm going to describe meaning to it. What does the hate mean? I mean anything. It's just

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feedback. And then you take the data and do it everyone with it. Sadness comes from a lack of

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options, which is why it feels like hopelessness. Anxiety comes from many options, but a lack of

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priorities, which is why it feels like paralysis. Looking everywhere, but moving nowhere,

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solves sadness with knowledge and anxiety with a decision. Understanding this changed my life.

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Let's say somebody gets really depressed because they get laid off. Why are they sad? Because

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they have a perceived lack of options. If I have five job offers on my table, am I sad that I

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got laid off because my job offers are better than what I just left. No. Now if I had 100 options

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on the table, am I having anxiety? Because I have too many options that I don't know which one to do.

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It's a perceived lack of option. With sadness, you don't know it's due because you don't know

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anything to do. With anxiety, you don't know which to do. Disappointment is when an expectation

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was on me. You need to change your expectations or change your reality. The stoic frame for that is

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that you imagine all the things that could have gone worse. There's a lot of frames, but that's one

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of them. The other one is that you imagine that that thing happens a thousand times in a row.

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What would you feel in a thousand time? Probably nothing. Why? Because you'd already adjusted your

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expectations. If you already adjusted your expectations, then you can adjust them. Buddhist monks

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fundamentally basically do that. They just change nothing externally and only change internally,

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which is fine, but to a certain degree, I want to benefit humanity. I don't know how beneficial

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that is. To be fair, me saying that I want to do that also creates an expectation of myself,

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which I could be let down for. I do create a possibility that I am let down by saying I want to help

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people. If I don't help them, then I would be disappointed. You can shoot big as long as you

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don't make missing mean that you suck. I think that being has been the best goal for me to pursue,

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because it's the one that's 100% under my control. If I have something that is disappointed that

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occurs, what type of risk do I want to be in this instance? And then what would that man do?

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And as closely as I can map my actual behavior to that person's more joy I'll experience,

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because I'm present in doing the things that I think I should be doing. And I can still give

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myself kudos for how well I handled a shitty situation and then end up driving joy from something

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that otherwise might have been bad. I remember seeing this quote once I was like, if you follow your

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own advice, you'd already be way further than you currently are. And I thought about that and I was

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like, yeah, I don't think I need to follow anyone else's advice. I think I should be doing the things

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I already know I should be doing. Then you just have like kind of the emotional component of feeling

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like you want to maybe release something or whatever. And me being able to talk to my future

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version of myself in a dialogue format allows me to get grace from a future version of self and

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also get approval from a future version of self. So somebody that I esteem higher than myself is

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future may, who's hopefully better and his judgment on my current situation and his advice.

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It tends to be really good advice. The best advice I've gotten has been from future may.

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No one's afraid of failing. They're afraid of what other people think of them when they fail.

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But if they're afraid of that, imagine what those other people think of you when you're not even

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trying. Well, the reality is they're not at all. If they don't have what you want, don't listen to

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what they say. Having what you want is a really easy evidence point. That's high likelihood.

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Basically, it decreases the risk of whatever advice they're providing. That's not a perfect

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frame because there are amazing Olympic coaches that never won the goal. The fastest way to move forward

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in life is listening to people who can give you advice that can get you there faster. So not having

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to suffer and experience and waste all that time and back step to learn the lesson to move forward.

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And so the faster you can avoid those lessons and just keep moving forward, the faster you move.

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But the problem is we don't know who to trust. And so I have made seven levels of how I weigh

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advice that have served me well. But the lowest level, number seven, comments on social media,

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which is basically comments from strangers who don't know me and don't have what I want.

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Number six, people giving their two cents who do know me, but don't have what I want. Number five,

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someone who knows me and knows someone who went to where I'm trying to go. Number four,

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someone who's been there. Number three, someone who took someone else there. Number two,

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someone who took someone just like me to exactly where I want to go. And number one, someone who

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has been there, took someone else there just like me multiple times. Do I trust somebody who has

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taken someone else there because I am the someone else more than somebody's only taken themselves

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there because if someone's taken someone else there, then I could slide in and there's a likely

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they could do it again. If they've only taken themselves there and not taken anyone else there,

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then they might not be a very good teacher, which happens all the time. Michael Jordan has an insane

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record playing basketball has a very poor record owning a basketball team. I'm big on give, give,

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give until they ask, right? And especially if you're starting out, the best thing to do is give away

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stuff for free for multiple reasons. One, because you probably suck because you haven't done it yet.

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And it's a gift if someone allows you to work for them because you have a chance at providing value

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and from there, you can leverage that into testimonials, referrals, and potentially even a paying

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customer. They might, if you continue to provide this value for free, eventually say, hey, I've got

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too many people providing for free. I have too much demand on my time at price of free and I can go

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to 20% of the price that I want to go to. And if everyone says yes and you still have demand,

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then you go to 40% of the price and then 60 and then 100 and then 100 and then 500%, right? You keep going.

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But what happens is a lot of people will shortchange that. And so I get DMs every day of people saying,

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hey, I want to give you value in exchange for and it's just stop. Don't tell me what value you want

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to give me and what you want to trade that value for. And usually it's them actually massively undervaluing

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my time. As though them making it free to me is somehow more valuable than me paying for something.

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Like I have tons of money. I don't have tons of time. And so it's my much scarier resource.

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And this kid was like, yeah, I have a lot of advice that I think I can give you on social media.

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And I click over his profile. He's got 100 followers. And he said, I'll do it in exchange for

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a testimonial. And it was just like, it was so blind to reality. First off, you have no evidence

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that you're good. Second off, it's delusion. And so the way to do it right is to go above and beyond.

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Do a ton of work and then just give it to the person not in exchange for or an expectation of,

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but just give it to that person. And then guess what will happen? Nothing. Because most times,

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if someone's way ahead of you, they might not want it or might not need it. But you make your best

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approximate guess of what they might need. Do your best shot at it. There's probably three things

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that can happen. One, most likely, nothing happens. They don't respond to you. They don't care.

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The second option is that they see how hard you worked on something. And even though they don't

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need that thing, everyone, one level up needs people who work hard on things. And then you

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see, you still prove how hard you work by how good the thing that you give is. And so they might

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have an opportunity for you not even in the main thing, but on something else. And then the third

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and probably the least likely, but probably the one you want the most is that they say, wow,

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that's amazing. I would love for you to do that. Now to be fair, most of people, my team,

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came from doing that. You roll the dice and people roll the dice one time with their time and say,

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I did this work for this one guy. And he didn't immediately hire me and on retainer.

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But did you do it for a hundred people? If you give tremendous value to a hundred people,

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you'll be able to make more income than most jobs in America, simple, but by providing

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a tremendous amount of value to a hundred business owners, one of them or five of them,

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or respond back and say, yes, I would like more work from you. Or I can offer you a job.

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I was afraid to charge people money, but I did want them to like be invested. And so I started

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a nonprofit called the free training project where I said, if they donated $500, $2,000,

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the charity, their choice, I would train them for 12 weeks. That's how I got my first customers.

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But then after the 12 weeks, some of them were like, I still want to keep training with you. And I was

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like, hey, I'm the charity now. I am poor, please help me. That's literally at the end of the 12

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weeks, I was like, I think I want to do this full time because I did it while I slept my job.

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And then I was like, I think I want to do this full time. I hope you guys are okay with this.

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I like, if you could pay me instead, I just kind of like everyone dead. No one had any problems with it.