WEBVTT

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The objective of a business is to make a profit, that is the point, that is what separates

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it from a nonprofit, right?

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And so it is my belief that you should take as much money as you can out more than you

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probably feel comfortable with.

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Welcome to the Jim Secrets podcast where you talk about how to get more customers, how

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to make more per customer and how to keep them longer, and the many failures and lessons

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that we have learned along the way.

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I hope you enjoy and subscribe.

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What's going everyone?

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Happy Tuesday.

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I hope you guys are rocking and rolling.

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I wanted to talk about something that's a little different than the actual business,

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but very important, which is just about the money of the business.

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So I'm just calling this one to take chips off the table.

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So as business owners, you know, we're always trying to grow, we're always trying to reinvest

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in our businesses.

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And a mistake that I see happen many, many, many times and something that I made earlier

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on in my business career was reinvesting in the business.

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So there's a difference in my mind between reinvesting in the business versus reinvesting

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in yourself.

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I think you should always reinvest in yourself, but reinvesting in your business, your

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business may come and go, but you will always stay, right?

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I mean, as long as you stay alive, right?

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And as long as you keep playing the game.

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And so the whole idea here is a lot of people were like, why?

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You know, I didn't take anything out because I wanted to reinvest it and grow.

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The thing is, like you really think about it, you're reinvesting in growing because you're

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trying to make money, but the thing is they're kind of like counter to one another.

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Which means that at some point you have to decide, I'm going to take this money and keep

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it for me, right?

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And it's hard because you're like, man, some of that money that I'm taking out is money

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that I could be using to grow up.

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The thing is, is what is the end game, right?

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And so if the end game, let's say, like, let's play out a couple different alternative

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because when I'm having my one day's, the VIP days that one guys are coming out, a lot

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of times we'll get into this, which is like, what's the goal, right?

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And so if you have a gym, right, a single location and you want to, like you enjoy running

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the gym, you enjoy that business, then the objective should be to make as much money

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from that business in real time, which means month over month, you take as much money

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as you can out of the business and the business is serving you, right?

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That's the goal.

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Now, if your goal is then, you know what, I'd rather have multiple locations.

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For me, in my opinion, the only reason to have multiple locations is because you're trying

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to have proof of concepts so that you can then go into licensing or franchising.

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There are very, very, very, very, very, very, very few people who make a substantial amount

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of money through owning multiple brick and mortar service businesses.

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It's typically made on the licensing and franchising side because with each new location, you take

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on a more overhead, you take on a cost capital to open them.

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And so like that nest egg that you had then gets blown into this new thing.

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And if you have a hiccup, all of a sudden, the nest egg and all you built at one disappears

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in two, right?

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And so the objective of a business is to make a profit.

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That is the point.

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That is what separates it from a nonprofit, right?

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And so it is my belief that you should take as much money as you can out more than you

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probably feel comfortable with.

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And that'll put you into a place of needing to make more money to pay you, which is good,

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because then it means you'll actually think like a business owner like you're trying to

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make money rather than just trying to build something, right?

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And what's weird is that a lot of times when you think from the frame shift of, shoot,

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I really need to make money, you tend to make money, right?

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And that means that your business actually has better.

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It's kind of backwards, but it's true.

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I mean, I'm sure most of you guys at some point have had to make payroll in three days

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or had to make rent in a week or had to, you know, get hit with a tax bill or who knows,

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right?

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And you've had to make five grand, ten grand, fifteen grand in a week.

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And then you do, right?

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And here you are still breathing.

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And the thing is, is you still always have that skill set.

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You just don't utilize it to feed yourself.

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You only use it to feed other people.

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Which you can, I can dig more into later, but you can think about that for yourself.

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So back to one to take tips off the table.

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The only outcome besides, you know, opening another location for the desire to franchise

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or license that model would be an exit, meaning you're selling the location.

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But the thing is, is if you're selling the location, you're going to want to show as

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much profit as possible.

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If you're consistently putting money back into the business, now this comes into accounting

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stuff, but when you're buying more equipment, things like that, a lot of that stuff is

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not going to be considered reinvestment that's going to be considered, you know, equipment

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costs or upkeep, which will take from the multiple that you would get from that business.

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And so if your desire is to exit your business at some point, then you want to take as much

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profit out of that business as you can.

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Now, mind you, big full disclaimer, I do not know your business, I do not know your

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situation, everyone is unique, having self-awareness is key to making big decisions in your life.

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But just from like an overarching standpoint, this is something that I see all the time.

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And so I figured I would at least speak to it.

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So back to the tips, if you're like, you should try to run as lean as possible.

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You have to be incredibly disciplined to not just spend the excess on fun stuff or things

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that you think might make money.

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Like you have to make an argument for like, how is this thing going to make me this

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amount of profit?

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So if it's like, I'm going to go by $4,000 worth of equipment, I'm going to use the example.

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Now, if you know what your profit margins are, which the average gym runs 12 and a half

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percent margins average, I'm not saying it's certainly you guys, but the average gym,

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I have a CPA friend who runs just gyms, and it's as 12 and a half percent, which means

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to make $4,000 profit back, right, back, then you're going to have to make eight times

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that in revenue to make the $4,000 back.

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So you have to make an equivalent argument.

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It's not, can I just make $4,000 more?

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It's, can I make $32,000 more because I'm taking this off of bottom line.

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I'm taking this off of profit.

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And moreover, if you wanted to sell your facility, you'll probably get three ish, three to

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four depending on the buyer, but three times your earnings, your profit at the end of the

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year, right?

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So if the profit at the end of the year is $5,000 less, right, that is actually losing

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you $15,000 on your actual sale number, right?

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Which again, so you're losing on the actual real profit in real time, but you're also losing

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on the actual valuation of your business, all right?

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And so it's really difficult to make that money back, especially if I'm being real for

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the majority of people who are small business owners, the things that they choose to spend

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money on are stupid, right?

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Now, that being said, I think that when you take the money out of your business, you

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should not just spend it on yourself, on shit, right?

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Spend it on learning more skills so that you can make more money, right?

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That's typically, like leveling up your skillset is going to do more for you than probably

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anything that you can invest in the actual business itself, right?

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In terms of buying stuff, your skills will make you money, right?

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Hey, guys, real quick, if you're new to the podcast, I have a book on Amazon called

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100 million dollar offers that over 8,000 five star reviews and it has almost a perfect

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score.

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You can get it for 99 cents on Kindle.

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The reason I bring it up is that I put over a thousand hours into writing that book

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and it's my biggest gift to our community.

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So it's my very shameless way of trying to get you to like me more and ultimately make

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more dollars to that later on in your business career, I can finish the part with you.

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So that's my gift.

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Go check it out.

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Amazon and back to the show.

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And so that's what you should invest in beyond that.

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It is my belief and I made a podcast about this that, you know, really unless you're making

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a hundred thousand dollars a month in profit or more, this is like I'm just been row

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with you, I think you should consistently spend money on acquiring skills because that's

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the problem, right?

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Making the money you want is because you're lacking a skillset, right?

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And if you feel like you're not lacking a skillset, then you're lacking a character trait

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or you have a belief about the world that is false, right?

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It's just false.

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And so you have to figure out what that belief is and sometimes that investment comes

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with going into communities, connecting, paying to have access to people who can break

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that belief for you, right?

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I'm not saying me, do whatever you want, but I'm just saying like just having that approach.

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And so back to chips off the table, I'm going to go make sure my ADD stays in check.

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When you are running the business every month, take as much as you can out, have a number

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that you drain the bank account to every single month and do that religiously, all right?

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You drain it and you rip the cash out and you stack it and you do that every single month,

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all right?

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You don't give yourself an excuse to not take out money one month or it's, oh, I kind

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of close.

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If there's only $800 above the line, you take the $800 out, like you have to be disciplined

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about that.

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You drain the account and the thing is, is it'll keep you on it.

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One of the habits that I did for a very long time that was extremely useful before cash

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flow became kind of crazy.

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Until we were doing more than a hundred thousand a day, I looked at the total bank accounts

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of all assets, my personal, my savings, my, everything that was cash, that was liquid

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across all accounts every morning and I totaled it up.

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And so every morning I do exactly how much money I had across everything and the thing

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is if you look at that and the beginning you're not going to do it, it's going to be

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uncomfortable.

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And if you do this religiously, you'll have a mind for where your money is going.

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You'll see a big pop and you'll be like, hey, where did that go from?

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And then you'll start to start, there's a rhythm that starts happening.

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You'll start seeing it, this pattern on Tuesday's payroll hits on, on Wednesday we get our credit

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cards, on Thursday we get our ACH deposits, right?

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You'll start seeing these hits and you'll start feeling the rhythm and then you'll start

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seeing if something seems high or something seems low, right?

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And just by being mindful of that, you will make more money.

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I promise you, because you'll see how hard it was for you to make the money that you

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made and see actually come into your account, you won't be as quick to spend it, right?

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So rip the cash out as much as you can every month because both that's going to increase

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your net worth, right?

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Because at the end of the day, if you keep going and I saw someone have this happen to

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somebody and this is why I'm making this for you, I saw someone who, quote, reinvested

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in their business during the good times, right?

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They're just just making tons and tons and tons of money, right?

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And then bad times hit, right?

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Something happened, trainer leaves, takes half the clients, whatever, right?

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And they had nothing, right?

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And they ended up having to close their facility after three years of what was good times, but

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they didn't have a dollar to show for it.

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Now if during the good times, they'd been consistently stacking cashed, consistently stacking

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cash, one, you have a parachute that if you need to switch opportunities, you have it

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there.

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Two, from an emotional standpoint, you feel like you have something to show for what you've

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done.

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I can tell you, after having sold the gyms and then having a partner at one point, basically,

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essentially drain the funds out of the account and then send it to somebody offshore, the

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person been indicted for fraud twice and I just didn't know.

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I saw six, all my locations, all the money that I had made, vanish.

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And I can tell you it's soul crushing and I don't want that to happen to you.

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And so, hey, don't do that.

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Just take money out every month so that you have something to show for it.

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Now no matter what, what you have to show for it at the end of the day, at the end of

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this entire game is who you are, right?

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Is the character you've built is the belief that you have and the skills that you've acquired

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which create your reality, right?

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That is truly going to always be the end goal.

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But in the real material world that we live in, there are some things that money can do

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that can help, like money can't buy you happiness, but poverty can't buy you anything.

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And I heard that the other day, so that's not my quote.

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But the other side of is that money can't buy you happiness, but it can sure help you

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avoid pain, right?

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I'll tell you that much.

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Like it can help you avoid pain in your life.

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And so if you can smooth transitions out for you, for your family, for whatever, your

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kid has a learning disability and it costs $2,000 a month to get some special tutor for

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them to learn how to read.

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Like that shit happens, right?

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And for you to be able to be prepared for that, we'll allow you to be prepared, right?

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Or when those types of things come, so take your chips off every month.

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It's not helping you grow your business for most of you, for the vast, vast majority

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of you, the things that you're investing in or not, actually things that are going

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to help you grow your business.

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So make it a priority to profit as much as you can every month and stop buying stupid

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shit, all right?

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If you want to exit, it's still going to increase the value of your business by being

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disciplined in that process because then you're going to show lower overhead, higher profit,

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and it's going to be more attractive to a potential investor in the future, all right?

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So just don't make this mistake because I'm just telling you, when the times are good

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is when you need to take money out.

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That is when you need to do it.

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That's when you rip your cash out.

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Like you think it's going to keep going, but the game business is cyclical, right?

226
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After every good time, there is a bad time, right?

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Every up cycle is followed by a down cycle and every down cycle is followed by an up cycle.

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We don't be like everyone else and think it's always going to be this way, right?

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It's not.

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It's probably going to be something that's happening on the horizon, right?

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Like the yield curve is flipped, like we're on borrowed time right now.

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So right now, things just still get, right?

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Economy is still frothy.

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Take some chips off the table, all right, because you don't know what's going to happen.

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So anyways, I hope that was useful.

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I hope right now, if you can think to yourself, man, there's some extra money in my bank

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out right now.

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What should we do with it?

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Take it out, right?

240
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Run a paid and full play every once in a while, right?

241
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Just take some, scrape some cash off.

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Make sure you run internal plays to your existing clients at least four times a year because

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that's just pure access profit and you shouldn't reinvest into business.

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You just take it right out and you put it in the bank of you, all right?

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Because number one thing that is guaranteed to make you more money is more money.

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So if you take the money out, it's guaranteed to actually increase your net worth.

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Whereas if you invest it, it is not guaranteed to do that.

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And likely if you look at it from a profit standpoint, if you're doing 12% margins or even

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20% margins, you have to make five times that investment just to make it back.

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Just to make it back, all right?

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So just be super mindful of that.

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Hope you guys have an amazing Tuesday.

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I hope this is valuable for you.

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I'll come back at you with you guys with the second part of the sale.

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But this one was on my mind, so this is what I was feeling.

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Like and comment if you do, dig it and if you don't, then I'm sorry.

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But hopefully you did.

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All right, lots of love.

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Keep being awesome.

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And I'll catch you on the flip side.

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Bye.