WEBVTT 1 00:00:00.000 --> 00:00:01.120 What are you afraid of? 2 00:00:01.120 --> 00:00:03.280 I'm scared that I'll fail at the goal. 3 00:00:03.280 --> 00:00:05.840 Then you can judge how successful you were 4 00:00:05.840 --> 00:00:08.640 by how much you adhered to the actions that you committed to. 5 00:00:11.120 --> 00:00:13.440 The wealthiest people in the world see business as a game. 6 00:00:13.440 --> 00:00:16.800 This podcast, the game, is my attempt at documenting the lessons I've learned on my way to 7 00:00:16.800 --> 00:00:19.440 building acquisition.com into a billion dollar portfolio. 8 00:00:19.440 --> 00:00:22.480 My hope is that you use the lessons to bring your business and maybe someday soon partner 9 00:00:22.480 --> 00:00:25.280 with us to get to a hundred million dollars and beyond. I hope you share and enjoy. 10 00:00:30.640 --> 00:00:36.560 So I run a writing company. I write for celebrities and CEOs because I took your advice and 11 00:00:36.560 --> 00:00:40.400 I started writing for people that have more money. And, yeah, gosh. 12 00:00:40.400 --> 00:00:42.240 Software's people problems. They pay better. 13 00:00:42.240 --> 00:00:48.800 Yes. But I also publish my own books. And I've traditionally published with publishers. 14 00:00:48.800 --> 00:00:54.480 And I've done it really well. But in the future, going forward, I want to publish my own books, 15 00:00:54.480 --> 00:00:59.600 self-publish my own books. But I have analysis paralysis because there's so 16 00:00:59.680 --> 00:01:06.160 many options to execute a strategy. Sometimes I don't know which option to pick to just 17 00:01:06.160 --> 00:01:10.560 execute the strategy for my next book. And my first goal is just to sell a thousand ebook copies. 18 00:01:10.560 --> 00:01:18.080 Nothing is even grand. Then when I settle on a strategy, I get scared because I don't know if 19 00:01:18.080 --> 00:01:22.000 it's going to work. So two questions real quick. So when you say you have so many different 20 00:01:22.000 --> 00:01:24.560 strategy to pick from, we're talking about different topics for the book. Is that what you're saying? 21 00:01:24.560 --> 00:01:29.360 I know the book topic, but different options to execute a plan. So I could use quick 22 00:01:29.360 --> 00:01:33.920 quick funnels to execute a plan to sell a thousand copies. Yeah, just selling it. Yeah, 23 00:01:33.920 --> 00:01:37.920 just selling the thousand copies. That's my goal. I want to be able to sell a thousand copies 24 00:01:37.920 --> 00:01:40.960 for my next self-publish book. Have you read the book yet? Have you read in the book yet? 25 00:01:41.760 --> 00:01:46.000 No, but the book will be here. That's an easy part. I'm the writer. So that's an easy part. 26 00:01:46.000 --> 00:01:51.280 Okay. Okay. Okay. Yeah. You're asking the universe for a G&T that it will never give you. 27 00:01:51.280 --> 00:01:57.440 And you're waiting for a response in order to move forward from a universe that stays silent. 28 00:01:57.440 --> 00:02:00.800 And so you're just talking to dead people and waiting for a response. 29 00:02:02.720 --> 00:02:06.560 The thing is the person you should be talking to is the marketplace because they will always 30 00:02:06.560 --> 00:02:10.720 respond. When you knock, they will open the door and they will tell you if fuck off or they open 31 00:02:10.720 --> 00:02:14.320 the door and they'll tell you they'll let you in, but either way, they'll open the door. Let's 32 00:02:14.320 --> 00:02:19.520 play this out the other way. What are you afraid of? Because you seem very upbeat and obviously 33 00:02:19.520 --> 00:02:23.120 you've written this, you've written stuff before. And so like, I'm not worried about your writing 34 00:02:23.120 --> 00:02:27.120 still given what you've said so far. So like, what are you afraid of? Okay. So let's play it out. 35 00:02:27.120 --> 00:02:31.120 So let's say you have your book and you pick path one. It doesn't matter what it is. 36 00:02:31.120 --> 00:02:34.480 Pick path one. Okay. So what, so what happens? So you put on an Amazon. You're like, I'm just 37 00:02:34.480 --> 00:02:38.480 going to put on Amazon and see what happens. All right. That's the easy path. Okay. Then one. 38 00:02:38.480 --> 00:02:44.240 Yeah. I'm scared that I won't reach my number. I'm scared that I'll fail at the goal. 39 00:02:45.040 --> 00:02:48.080 And then, then what happens? But then I still won't know how to do it. 40 00:02:48.640 --> 00:02:54.080 Like, and I'm also scared because I have self published a couple books in the past that didn't 41 00:02:54.080 --> 00:02:58.080 reach my goal. Okay. And I know that feels like I don't want to feel like that again. 42 00:02:58.080 --> 00:03:02.160 Yeah. So let me, so let me do this then. Let's reframe this because I have a lot of experience 43 00:03:02.160 --> 00:03:04.960 with setting goals. All right. So I feel pretty confident to talk about the topic. 44 00:03:04.960 --> 00:03:08.400 Make the big goals that you set, things that you can absolutely control. 45 00:03:09.280 --> 00:03:13.440 Like, you cannot control how many people are your book, but you can control the amount of 46 00:03:13.440 --> 00:03:16.640 actions that you're willing to take that make it unreasonable that you don't sell a thousand copies. 47 00:03:17.280 --> 00:03:22.960 And so then you can judge how successful you were by how much you adhered to the actions 48 00:03:22.960 --> 00:03:29.440 that you committed to. And so if I were to say, you have to sell 10,000 books, not a thousand books, 49 00:03:29.440 --> 00:03:36.800 10,000 books. You have to or you lose your life in 12 months. You just die. That's it. You die. 50 00:03:36.800 --> 00:03:43.680 What would you do? You have the leads book, right? There's eight different ways to advertise, 51 00:03:43.680 --> 00:03:46.640 right? And so you know that the more people find out about your stuff, the more people buy it. 52 00:03:47.440 --> 00:03:50.560 And you know that there's only four things you can do, right? You can talk to people in one, 53 00:03:50.560 --> 00:03:54.080 you can make content, you can run ads, right? Or you can get other affiliates, you can get referrals, 54 00:03:54.080 --> 00:03:57.200 once they read your book, or you can get agencies, or you can get employees to help you out. 55 00:03:57.920 --> 00:04:02.400 So what you got? Yeah. Okay. And so if you know that you have to take those actions, 56 00:04:03.760 --> 00:04:09.520 then wouldn't success be, so let's play this out of here. Let's say that you did absolutely 57 00:04:09.520 --> 00:04:15.120 everything on the plan, like your plan of advertising, of letting people know about it for a year, 58 00:04:15.120 --> 00:04:19.760 and you did everything, and you sold 999 books. Would you consider it a failure? 59 00:04:20.480 --> 00:04:25.920 No, that would be a win. Okay. Now if you sold 90 books, I just want to reframe this because 60 00:04:25.920 --> 00:04:29.680 that honestly, the thing that you're talking about is something that so many people deal with, 61 00:04:29.680 --> 00:04:34.000 and it's because you want to control things. You want to control the outcome. And you're saying, 62 00:04:34.000 --> 00:04:38.000 I'm only willing to pay this price if there's this outcome, but you're seeing the outcome as 63 00:04:38.000 --> 00:04:40.960 the outcome rather than the skills that you develop along the way as the outcome, because I can 64 00:04:40.960 --> 00:04:46.800 promise you this, this will not be the last book you write. Right. And so if you get to 100 65 00:04:47.440 --> 00:04:52.800 sales instead of a thousand, then what's going to happen realistically is that you will figure out 66 00:04:52.800 --> 00:04:58.640 the one thing or two things that actually work to sell books, and then I'll say, do 100 times more 67 00:04:58.640 --> 00:05:02.640 of that. And you can either choose to do that on this book, or you can choose to do it on the 68 00:05:02.640 --> 00:05:06.880 next book. But the idea of like, I'm setting this thousand, because you could have set a million 69 00:05:06.880 --> 00:05:09.120 books. It doesn't really matter. You're just setting it. You're making up a number and saying, 70 00:05:09.120 --> 00:05:13.840 this I feel is reasonable for me. But instead of making the number reasonable, make the actions 71 00:05:13.840 --> 00:05:17.200 that would lead to that, the reasonable thing, like, what can you commit to four hours a day 72 00:05:18.480 --> 00:05:25.520 of promotion? Yeah. Okay. Then make that the commitment. And I will promise you that if you do 73 00:05:25.520 --> 00:05:29.680 that every day, one at the end of the year, you will feel accomplished because you actually did 74 00:05:29.680 --> 00:05:34.400 what you said you were going to do. And I will tell you that the marketplace will also always 75 00:05:34.400 --> 00:05:38.400 recognize someone who puts four hours of work every single day into one thing. Just what I need it. 76 00:05:38.400 --> 00:05:43.360 Thank you. Just promise me that you'll actually just commit to doing the work. If you do that, 77 00:05:43.360 --> 00:05:47.120 you do like, I have to get sell 10,000 books. What would I actually do to do that? 78 00:05:47.840 --> 00:05:52.480 Yeah. Find somebody who has an audience that is relative to the topics that you're talking about. 79 00:05:53.040 --> 00:05:57.120 And reach out to that. Now it's okay. If I got one person, they sold 20 books. Okay. How do I 80 00:05:57.120 --> 00:06:02.560 reach out to a thousand people? You all have my audience. If you do that, you'll probably sell more 81 00:06:02.640 --> 00:06:08.480 than a thousand books. But you just got to do four hours every day. Thank you. Thank you. Good luck 82 00:06:08.480 --> 00:06:14.480 with the book. I know how much work goes into that. So I have two topics that I kind of want to 83 00:06:14.480 --> 00:06:19.760 you know, trade with you. And you know, you titled this advice for hard days. And it's been, 84 00:06:19.760 --> 00:06:26.080 it's been tough lately about three months ago. My grandmother was diagnosed with concert two months 85 00:06:26.080 --> 00:06:32.400 ago. My girlfriend, the girl that I thought was going to marry kind of left. And then 86 00:06:33.280 --> 00:06:39.040 two weeks ago, I traveled to London to speak at Europe's biggest business event. And on the first 87 00:06:39.040 --> 00:06:48.560 day of my arrival, my granddad passed away. And so I had to basically speak in front of thousands 88 00:06:48.560 --> 00:06:55.840 of people and keep my smile and then travel back and bury him. And so yesterday I did. I did. I did. 89 00:06:55.840 --> 00:07:01.280 I did all of it. And so the question is, well, you know, yesterday, everything just kind of hit 90 00:07:01.280 --> 00:07:05.600 me because now I'm back in the office and I'm making the calls and I'm trying to deal with everything. 91 00:07:05.600 --> 00:07:12.640 But the question is, how do I maintain my composure and kind of stay strong, right? It's a tough 92 00:07:12.640 --> 00:07:17.280 period. Well, first off, I'm sorry that you're going through that. That being said, honestly, 93 00:07:17.280 --> 00:07:20.800 you've got a lot of good stuff going for you. So this is, I feel like almost a relatively easier 94 00:07:20.800 --> 00:07:24.960 one for me to take, given what you just said. Like you just asked a question, how do I do something 95 00:07:24.960 --> 00:07:29.280 I've already done before, which is you got in front of thousands of people and gave a presentation 96 00:07:29.280 --> 00:07:33.920 and had a smile and you crushed it despite the fact that you had other circumstances, right? 97 00:07:35.280 --> 00:07:40.320 And so you asked the question, how do I do something that I already've done? You've already done 98 00:07:40.320 --> 00:07:46.080 it. Like what you're saying is, how do I, how do I keep living? And you keep living by keeping living? 99 00:07:46.960 --> 00:07:52.000 It's the same thing with breakups, right? It's like, I've heard this quote and I heard it from Laila, 100 00:07:52.000 --> 00:07:56.080 I think the first time. Like the amount of time it takes you to get over someone. Do you know how long 101 00:07:56.080 --> 00:08:01.360 it is? There's a math equation for it. There's a great math equation for it. You'll love it. 102 00:08:02.080 --> 00:08:06.000 It's exactly as long as you decide it takes. And what I'm going to say is going to sound really 103 00:08:06.000 --> 00:08:08.880 dark right now. So I want you to take this the right way. Take it the way I mean it. 104 00:08:08.880 --> 00:08:13.840 All right, which is that you just had, you had three deaths, right? You had death of a life that 105 00:08:13.840 --> 00:08:17.920 you thought you were going to have with a girlfriend. And then you had the death of two different 106 00:08:17.920 --> 00:08:23.520 grandparents, right? You're three deaths. But on the positive side, my grandmother is still 107 00:08:23.520 --> 00:08:27.760 about to liquidate. Oh, okay, she's still about, wait, wait, we're plus one. All right, so 108 00:08:27.760 --> 00:08:31.680 no only two deaths now. But sure, we can even play it out. All right, on a long enough time, 109 00:08:31.680 --> 00:08:36.480 Ryzen, she will eventually pass away, right? It's going to happen. Yeah. And the thing is, 110 00:08:36.480 --> 00:08:41.760 is that you are already standing it. Like you're asking, how do I stand it? But you are standing 111 00:08:41.760 --> 00:08:49.120 here already. Like you are evidence to the fat, you are, you, you talking to me today is evidence 112 00:08:49.200 --> 00:08:53.520 of the success that you're asking for. You're already one, dude, you're showing up in your work 113 00:08:53.520 --> 00:08:56.800 and every day. You come in here to ask questions to actually still try and grow yourself. 114 00:08:57.360 --> 00:09:01.600 Like the, the stuff that you go through become the stories that you will someday tell. And no one 115 00:09:01.600 --> 00:09:06.000 likes epic heroes without epic monsters. And so you have to go through the rocky cutscene. You have 116 00:09:06.000 --> 00:09:09.680 to have those periods of time where you doubt yourself, what everyone else doubts yourself, 117 00:09:09.680 --> 00:09:13.200 where the walls are crumbling around you. Because if you ever read shoe dog, 118 00:09:13.200 --> 00:09:18.080 fill my story about Nike, even if you haven't, the entire story is just him getting kicked 119 00:09:18.080 --> 00:09:21.840 in the nuts for 30 years. That's the whole story. And then he's like, oh, yeah. And then I built 120 00:09:21.840 --> 00:09:27.680 Nike, right? And now if he had just said, yeah, I started this company and everyone loved it. 121 00:09:27.680 --> 00:09:33.520 And all my suppliers were on time. And I just scaled straight. And as the money came in, I just bought 122 00:09:33.520 --> 00:09:38.720 more inventory. And then we just went public. No one would care because it's not relatable. 123 00:09:39.520 --> 00:09:42.640 And the thing is, is that when you die, the only thing that will remain is the story that people 124 00:09:42.640 --> 00:09:48.000 will tell of you. And so wouldn't you want that to be an epic story? Yeah. And so the things that 125 00:09:48.000 --> 00:09:52.640 you're going through are required for the person you want to be and for the goals that you have. 126 00:09:52.640 --> 00:09:57.440 And how you are acting in the present already proves the thing that you're claiming that you want. 127 00:09:57.440 --> 00:10:01.920 Tomorrow you're going to wake up and you go to work. And the next day you're going to wake up and 128 00:10:01.920 --> 00:10:04.480 go to work. And then you're going to text and it's going to say that your grandmother's cancer is 129 00:10:04.480 --> 00:10:08.400 getting worse. And what are you going to do? You're going to get back to work. You're just going to 130 00:10:08.400 --> 00:10:15.520 keep doing the stuff. Like there's no there's no magic bullet. You just keep going because either 131 00:10:15.520 --> 00:10:23.360 you keep going or you die. And if you don't die, you succeed it. I would just say stop. Just don't 132 00:10:23.360 --> 00:10:29.840 judge yourself on how you feel. Judge yourself by what you do despite how you feel. So you can feel 133 00:10:29.840 --> 00:10:34.080 shitty. You can wake up and have a terrible day and still show up with a smile in front of the 134 00:10:34.080 --> 00:10:39.040 thousand people. And so if you can do it, the thousand people you can do with one. And that 135 00:10:39.040 --> 00:10:42.960 first one is the person that looks at you in the mirror in the morning. And now when it comes to 136 00:10:42.960 --> 00:10:49.520 business, I just have a real quick question. So I built an Instagram audience over a hundred 137 00:10:49.520 --> 00:10:54.400 thousand. I speak about sales and marketing. I've been doing it for the past two years. I've been 138 00:10:54.400 --> 00:10:59.920 posting kind of like every day. I know the content game, but the one thing that I'm struggling to 139 00:11:00.000 --> 00:11:06.080 balances, you know, how you say give, give, give until they ask. And you know, I love it. But 140 00:11:06.080 --> 00:11:11.840 sometimes it takes a while until they ask, right? And cash flow still needs to come in. And I run 141 00:11:12.880 --> 00:11:19.680 a service based business. And so how do I balance it out without tiring my audience? Because I also 142 00:11:19.680 --> 00:11:24.880 my community is known for, you know, really being in the comments chatting with me and being 143 00:11:24.960 --> 00:11:29.840 there for me. So how do I do it? So if you want to have a one step away from like just giving 144 00:11:29.840 --> 00:11:36.560 forever, right? Is that you, you give in public selling private, which is when people respond to 145 00:11:36.560 --> 00:11:41.040 your stories, right? When people DM you, like those are conversations that they're usually asking 146 00:11:41.040 --> 00:11:45.600 or they're like, they're basically asked, when people ask questions, they're, you can still define 147 00:11:45.600 --> 00:11:51.040 a scope and say, Hey, like at a certain point, I have, like I've given you all this value and 148 00:11:51.040 --> 00:11:54.000 use all the free stuff. If you want more than that, I'd be happy to hop on a call and see if I can 149 00:11:54.000 --> 00:11:59.440 help you more, right? So it's not, it's not like everyone buy this thing right now, right? You're 150 00:11:59.440 --> 00:12:03.840 not like getting super aggressive about it. You still publicly just keep pumping all the good will 151 00:12:03.840 --> 00:12:07.040 on the value that you are. And that'll grow your audience and increase goodwill on all those 152 00:12:07.040 --> 00:12:10.240 things. And that's what you want. You're going to keep doing that. It's just that you could still 153 00:12:10.240 --> 00:12:15.440 have a call to action that's just in the in the in the comment section or put a story up that says, 154 00:12:15.440 --> 00:12:20.000 Hey, by the way, if you need help with that thing, I'm happy to help. Like those are, those are 155 00:12:20.000 --> 00:12:24.240 very light touch things because I understand you got to pay bills. I understand that. And so 156 00:12:24.240 --> 00:12:27.600 you could put those things out without necessarily damaging the goodwill that I think you're, 157 00:12:27.600 --> 00:12:31.040 that you're, that you're obviously building to hang in there. You'll be fine. You'll get through 158 00:12:31.040 --> 00:12:34.880 it. And then it'll be a story that you'll somebody tell. Yeah. And thank you for everything that 159 00:12:34.880 --> 00:12:38.720 you do not just for me, but for everyone else, because I think you're marking a new path. 160 00:12:39.520 --> 00:12:42.720 And that's, that's kind of cool. I appreciate your help. Thank you. 161 00:12:43.680 --> 00:12:51.120 What's the one question that you wish you would have asked yourself earlier in your entrepreneurial 162 00:12:51.120 --> 00:12:57.520 career when faced with a little bit of uncertainty and direction? 90% of my business is in person. 163 00:12:57.520 --> 00:13:01.680 Online, that's the kind of the direction of whether or not I really want to go towards. 164 00:13:03.040 --> 00:13:08.800 More specifically, you know, creating almost like a modify version of kettlebells, 165 00:13:08.800 --> 00:13:12.960 just trying to figure out what the next step is going to be. So me asking myself a question is 166 00:13:12.960 --> 00:13:16.000 always going to be different than you asking something for you because we're different people, 167 00:13:16.000 --> 00:13:19.920 right? And we have different goals. And so everything usually ladders up to like, what's the goal? 168 00:13:19.920 --> 00:13:24.960 What's the why? And so like right now, do you have like a monetary goal? Do you have an impact 169 00:13:24.960 --> 00:13:27.840 goal? And believe me, I have no issues if you're like, I just want to make a certain amount of money. 170 00:13:27.840 --> 00:13:32.560 Like I get that because any of the businesses that you just mentioned, so whether it's the brick-and-mortar 171 00:13:33.360 --> 00:13:37.760 business or you want to start doing training for those people online or it's doing the 172 00:13:37.760 --> 00:13:42.320 modify version, which is basically no service and just providing workouts and whatnot. All of those 173 00:13:42.320 --> 00:13:47.040 are our potential businesses, but pursuing all of them at the same time will virtually guarantee 174 00:13:47.040 --> 00:13:51.440 that you don't succeed at any of them. And so the biggest issue when you're starting out is just 175 00:13:51.440 --> 00:13:55.680 picking the path and being willing to commit to it with the uncertainty that comes with it. 176 00:13:56.320 --> 00:14:00.000 Because like every entrepreneurial path has uncertainty. Like and that's what makes entrepreneurship 177 00:14:00.000 --> 00:14:04.960 hard. It's literally the not knowing and the pain of suffering consequences for ignorance. 178 00:14:05.040 --> 00:14:08.240 For things that you've learned now that you're like, if I had only known then what I know now, 179 00:14:08.240 --> 00:14:12.480 and that's every entrepreneur until the day they die. And it's just wishing that it were different 180 00:14:12.480 --> 00:14:16.720 that causes a lot of the struggle. So which of these things of the three that I just mentioned? 181 00:14:16.720 --> 00:14:18.960 Like which of those is the one that like lights you up the most? 182 00:14:18.960 --> 00:14:23.360 I mean in-person training obviously like we live in a small beach town community where everybody 183 00:14:23.360 --> 00:14:28.640 knows everybody and it's fun. It's family, it's convenient. I will say there's that comfort factor 184 00:14:28.640 --> 00:14:34.960 that it almost in one scope is very beneficial because it is so comfortable but in reality 185 00:14:34.960 --> 00:14:39.920 you like comfort is the enemy of achievement and growth. So it's like I know like the comfortable 186 00:14:39.920 --> 00:14:44.560 side is the in-person and it's the community and it's fun. It's family friends. Whereas the 187 00:14:44.560 --> 00:14:49.680 uncomfortable more challenging but also very big picture wise would be the online 188 00:14:50.320 --> 00:14:55.200 going full tilt that side. Now I've I've briefed into the gap of like three day launches, 189 00:14:55.200 --> 00:15:01.360 four day launches of small ticket, low ticket offers but in terms of you know trying to scale and 190 00:15:01.360 --> 00:15:05.440 make an impact on the world. The world's really big. That's so that's always really hard because I 191 00:15:05.440 --> 00:15:08.800 remember I had a we had an event with your motor since somebody stood up I said what's your mission? 192 00:15:08.800 --> 00:15:12.720 They're like I want to impact one million lives. I was like did you have a brick and mortar location 193 00:15:12.720 --> 00:15:18.480 that has like 200 members? Like let's like if you really want to do that then you would actually just 194 00:15:18.480 --> 00:15:22.160 you would you would approach it very differently or you'd have a time rise and that's the rest of your 195 00:15:22.160 --> 00:15:25.200 life right? It's like one of the other if you're like I want to do that in three years you wouldn't 196 00:15:25.200 --> 00:15:29.360 start with a brick and mortar location. And so the thing is is that what you said earlier is like you 197 00:15:29.360 --> 00:15:32.080 you feel comfortable and it sounds like you want to grow. I just want to make sure that's correct 198 00:15:32.080 --> 00:15:37.600 before I like you going. Okay so there there was like an underlying assumption at least that was unspoken 199 00:15:37.600 --> 00:15:42.320 and I just want to draw attention to it which was you're like the brick and mortar thing is comfortable 200 00:15:42.320 --> 00:15:45.360 it's family it's friendly it's fun I'm assuming it's profitable I'm assuming you're making 201 00:15:45.360 --> 00:15:49.200 somebody doing that. The thing is is like you could like just doing more of what you're currently 202 00:15:49.200 --> 00:15:53.520 doing and saying like how do I open a second location or how do I you know like how do I open 203 00:15:53.520 --> 00:15:58.800 like five locations over the next five years or whatever it is that would produce probably just 204 00:15:58.800 --> 00:16:04.480 as much of a challenge as going on linewood except you already have two years of learnings on how 205 00:16:04.480 --> 00:16:10.000 to run that business where you have none in the online space you always just want to stack knowledge 206 00:16:10.000 --> 00:16:12.960 within a specific vertical so that you just go deeper and deeper on it because that's where the 207 00:16:12.960 --> 00:16:17.840 compounding returns happen like the richest people that I know have been in the same space for 40 years 208 00:16:17.840 --> 00:16:21.200 they just know everything there is to know about the space and like that's how they've made their 209 00:16:21.200 --> 00:16:25.440 money you can either open a location that's not necessarily that you beach down and test your metal 210 00:16:25.440 --> 00:16:29.920 and see how good you are it actually scaling a team you know hiring somebody else seeing if somebody 211 00:16:29.920 --> 00:16:34.480 if you can actually incentivize people build a culture so that people want to work for you that you 212 00:16:34.480 --> 00:16:39.360 can recreate the success and that'll show you whether the success that you had was because of you 213 00:16:39.360 --> 00:16:43.840 or because of your ability as a as a business man right because like you can be a charismatic 214 00:16:43.840 --> 00:16:47.120 razzle dazzle dancing bear in any brick and mortar business and it will work 215 00:16:48.720 --> 00:16:53.600 it'll work surface of the smile always works right and it's just hard to scale because most people 216 00:16:53.600 --> 00:16:57.840 don't care as much as owners do but if you can create the model that has the incentives and the 217 00:16:57.840 --> 00:17:02.640 training in place and the in the procedures that can consistently create that five out of five 218 00:17:02.640 --> 00:17:07.440 experience that allow a second location to have the same amount of successes your first location 219 00:17:07.440 --> 00:17:13.280 then you have something that absolutely can scale and create lots of enterprise value over time so 220 00:17:13.280 --> 00:17:19.920 I would say either scale that or basically dial down your in-person to as little as 221 00:17:19.920 --> 00:17:25.680 seemingly possible of your time and then go on the online thing but trying to do both will be very 222 00:17:25.680 --> 00:17:28.960 hard because what will happen is you'll start to do some online stuff you'll start to see this 223 00:17:28.960 --> 00:17:32.160 traction your gym will start going down but that's your main source of income then you'll hop 224 00:17:32.160 --> 00:17:36.400 back to the gym the online will dip and you'll go back and forth and so that's why I'm so big 225 00:17:36.400 --> 00:17:39.760 I'm just committing to whatever thing is because any of them would work but you'd have to be all in 226 00:17:39.840 --> 00:17:45.840 the one pillar that I guess I failed to mention was the freedom and flexibility as being a seasonal 227 00:17:45.840 --> 00:17:50.880 town where I'm at it's like being able to essentially create a life where it allows me to 228 00:17:51.760 --> 00:17:56.000 own and be at the brick and mortar for say four months out of a year and then from there being 229 00:17:56.000 --> 00:17:58.960 able to live elsewhere and then from there because at the end of the day I don't have much 230 00:17:58.960 --> 00:18:03.440 responsibility here aside from the just just the gym I don't have anything else really that's 231 00:18:03.440 --> 00:18:08.640 time me to home but that's where I guess my my north star has been for a long period of time 232 00:18:08.640 --> 00:18:12.880 let me just give you step one here I own a ton of brick and mortar locations as is like right now 233 00:18:12.880 --> 00:18:17.600 I've got 70 stores that I own between different companies that are brick and mortar locations I'm 234 00:18:17.600 --> 00:18:23.760 not in any of them and so like the idea that you need to go online in order to not be in person 235 00:18:23.760 --> 00:18:28.080 is a fallacy that's not true like you can own your gym because like if you were to open a second 236 00:18:28.080 --> 00:18:33.680 location you would be there either right and so the easiest way to test this 1.0 test is like if you 237 00:18:33.680 --> 00:18:39.040 can step out and just not go to the gym for a year then maybe you can do the other thing and if 238 00:18:39.040 --> 00:18:42.560 you haven't gone to the gym for a year then maybe you'll do the you'll do a second gym and so I 239 00:18:42.560 --> 00:18:47.760 think no matter what path you do this is probably a perfect end for this which is you either are going 240 00:18:47.760 --> 00:18:52.640 to do the online thing after you figure out how to outsource the gym or delegate it and hire people 241 00:18:52.640 --> 00:18:57.680 who are awesome or you decide you're going to do a second location either way you're going to have 242 00:18:57.680 --> 00:19:04.400 to start with outsourcing the first gym because love that you're listening to the podcast 243 00:19:04.400 --> 00:19:09.040 if you ever want to have the video version of this which usually has more effects more visuals 244 00:19:09.040 --> 00:19:14.320 more graphs you know drawn out stuff sometimes it can help hit the brain centers in different ways 245 00:19:14.320 --> 00:19:18.160 you can check my youtube channel it's absolutely free to check that out if that's what you are into 246 00:19:18.160 --> 00:19:26.720 and if not keep enjoying the show let's say I I want to start a business I can have a very 247 00:19:26.720 --> 00:19:34.240 grand vision of the business so like Apple or Microsoft they they had this vision of like changing 248 00:19:34.240 --> 00:19:41.040 the whole world how do we keep working on this business for years when we're worried that it might 249 00:19:41.040 --> 00:19:48.640 get outdated because of a new AI or a technology or in other words what do we do when we think our 250 00:19:48.640 --> 00:19:54.240 project might not be useful in the long run I mean what you're talking about a strategy like these 251 00:19:54.240 --> 00:19:57.600 are strategic decisions that we have to make like you make a big bet on where you think the 252 00:19:57.600 --> 00:20:01.120 market is going to be not where it is today if you're going to go after something that's that big 253 00:20:01.760 --> 00:20:07.440 but do you do you have investors right now I'm I'm a one-trupper nor if you say that if you 254 00:20:07.440 --> 00:20:11.600 look at the companies that you just referenced right like you look at basis with Amazon you look at 255 00:20:11.600 --> 00:20:18.080 you know Zuckerberg you look at Microsoft every one of those guys started well off and well 256 00:20:18.080 --> 00:20:24.320 capitalized okay so basis was an investment banker from Wall Street Bill Gates parents were 257 00:20:24.320 --> 00:20:29.520 really well off and he was well off and what not Zuckerberg went to Harvard same deal you if you 258 00:20:29.520 --> 00:20:33.520 want to really go after that you would have to try and recreate the conditions and I think that 259 00:20:33.520 --> 00:20:37.600 right now the likelihood that that happens giving your current situation is low and I'm not saying 260 00:20:37.600 --> 00:20:41.280 that to dissuade you I'm saying because I want to be realistic with you which is that you need to 261 00:20:41.280 --> 00:20:45.360 get your own head above water because like right now if you're if you don't have the ability to make 262 00:20:45.360 --> 00:20:50.240 money on your own right from a watch burner perspective like you need to get your head above water 263 00:20:50.240 --> 00:20:54.960 because the only way that you can stick with something for the required amount of time in order 264 00:20:54.960 --> 00:21:00.400 for it to become world changing like we're not talking even a decade I mean those companies they're 265 00:21:00.400 --> 00:21:05.280 you know 20 Facebook's 20 something years old right just like context and so the only way to get 266 00:21:05.280 --> 00:21:10.960 there is be able to breathe while you're going and so I think that from a 101 perspective starting 267 00:21:11.520 --> 00:21:15.840 starting a simple business that you can generate income on that you know you can you can learn 268 00:21:15.840 --> 00:21:21.520 the basics of business before trying to take on the biggest competitors in the most well capitalized 269 00:21:21.520 --> 00:21:26.800 arena absolutely on your own I see not to say that that's impossible it's just incredibly improbable 270 00:21:26.800 --> 00:21:31.360 given the circumstances that you just laid out right it would be really romantic for me to be like 271 00:21:31.360 --> 00:21:36.720 dude go chase your dreams go to that but like I also would rather have you in a year making money 272 00:21:36.720 --> 00:21:39.840 on your own so that you can breathe because you might find out that if you actually start making 273 00:21:39.840 --> 00:21:44.400 money on your own you might just like that because right now it's just the idea of the status of 274 00:21:44.400 --> 00:21:48.320 the dream of that like it's in a morphous idea the amount of pain and suffering that you have to 275 00:21:48.320 --> 00:21:52.560 be able to put up with and not make money for that whole period of time really tough wouldn't that 276 00:21:52.560 --> 00:21:59.040 the cause another issue where because you you decide to choose a pro choose to solve a problem that 277 00:21:59.040 --> 00:22:06.800 is small like smaller than the grand vision then you won't be able to scale much that's not necessarily 278 00:22:06.800 --> 00:22:09.920 true and also every one of those companies start small like Facebook wasn't like we want to be 279 00:22:09.920 --> 00:22:14.960 the social media platform for the whole world he wanted to map colleges saw they start with a niche 280 00:22:14.960 --> 00:22:19.040 and then they expand outwards and so you would want to much more narrowly define your problem before 281 00:22:19.040 --> 00:22:21.440 you go attack it because what you're going to try and do is build something that's going to be 282 00:22:21.440 --> 00:22:26.000 everything for everyone it's going to be nothing for nobody strategy is prioritization it's allocating 283 00:22:26.000 --> 00:22:30.960 limited resources against unlimited options and so you have unlimited options but you have very 284 00:22:30.960 --> 00:22:36.080 limited resources and so in order to be successful you have to narrow the problem that you're trying 285 00:22:36.080 --> 00:22:40.320 to solve so you can allocate the small amount of resources you have to adequately solve that problem 286 00:22:40.320 --> 00:22:45.680 completely and then from adequately solving that problem completely like Amazon started with books 287 00:22:45.680 --> 00:22:50.720 and Facebook started with colleges right you've solved and then you can go adjacent right so right 288 00:22:50.720 --> 00:22:54.480 now it just sounds exciting to say this but like it's not reality you have to pick one problem 289 00:22:54.480 --> 00:22:58.480 that you're going to get really good at solving and that's it and then you can have an idea 290 00:22:58.480 --> 00:23:02.080 that in the future but real real so many things are going to change between now and then and there's 291 00:23:02.080 --> 00:23:06.960 so much luck that that that has to concur because if you think about this zooming all the way out 292 00:23:06.960 --> 00:23:12.000 the biggest companies the world have super well capitalized people who are the best in the world 293 00:23:12.000 --> 00:23:17.280 made a good call and had luck because if you're number one you have all the things plus luck like if 294 00:23:17.280 --> 00:23:22.320 you're number one it up like in the whole world it's all of it plus luck the market moves in a 295 00:23:22.320 --> 00:23:27.440 direction that that you never know right and so I would rather you just stick to a problem that you 296 00:23:27.440 --> 00:23:32.640 know you can absolutely solve given the resources you have learn the skills make income and then 297 00:23:32.640 --> 00:23:36.240 from there you can go solve an adjacent problem or you might decide you know what I like this and I'm 298 00:23:36.240 --> 00:23:40.880 going to keep going with it. Thank you very much that's that was really awesome. Yeah very good luck 299 00:23:42.640 --> 00:23:46.480 all right so my question is basically I've been an online finished coach for last like three years 300 00:23:46.480 --> 00:23:51.200 now and like you've forgotten from like the first time you came up with three years ago and like 301 00:23:51.200 --> 00:23:56.080 25 came up a couple months ago I kind of felt like I got a little near the more successful 302 00:23:56.160 --> 00:24:01.680 gods even though I do have pretty big audience now like maybe you went through something like that 303 00:24:01.680 --> 00:24:06.400 or maybe you have it in that sense I was just wondering like maybe how you got over that self-loving 304 00:24:06.400 --> 00:24:10.560 ability because I feel like that's kind of holding me back. I want to make sure that I want to 305 00:24:10.560 --> 00:24:15.200 clearly understand your question so you're saying that being lonely is the thing that is holding you 306 00:24:15.200 --> 00:24:19.280 back most of my life so I'll change this I'll obviously hear your release from one of the way 307 00:24:19.280 --> 00:24:24.800 the conversation is a lot different than once but just like especially if I'm going in person 308 00:24:24.800 --> 00:24:30.640 being a full-time in first training and going online top of that just a lot more lonely kind 309 00:24:30.640 --> 00:24:36.000 of the long different aspects of losing that touch did you just have to join a community man 310 00:24:37.040 --> 00:24:39.760 like just straight up like you just need to you just need to get around people who are doing 311 00:24:39.760 --> 00:24:44.160 the same things you and so that might mean physically moving to a different area because right now 312 00:24:44.160 --> 00:24:49.920 I'm assuming online page like pager bills correct yeah right so if online pager bills that you can 313 00:24:49.920 --> 00:24:54.080 literally be anywhere in the world and so if you where are you live right now I'm Evan Sonoma 314 00:24:54.080 --> 00:24:59.520 and I'm flying to Kolodat smart like in his town in Canada like two more in style I would do that 315 00:24:59.520 --> 00:25:04.240 and I would also join a bunch of online communities of people who are like trying to make money in 316 00:25:04.240 --> 00:25:08.080 the fitness space because you'll find a ton of other people who are doing the same thing as you 317 00:25:08.080 --> 00:25:11.440 that are on the path that are ahead of you that are the same as you that are behind you and you 318 00:25:11.440 --> 00:25:16.080 you can get a little bit of some some fulfillment from helping out some of the people behind you but 319 00:25:16.080 --> 00:25:20.400 you can also get help from the people ahead of you um who are you know because you show that you'll 320 00:25:20.400 --> 00:25:24.960 you'll execute and you'll do what they say um and you'll and you'll grow but this is the nice 321 00:25:24.960 --> 00:25:28.480 news is that this problem is super solved like you just got to get around people and you got to be 322 00:25:28.480 --> 00:25:32.080 willing to be rejected I mean it's just like fitness sales it's just like friend sales that's the 323 00:25:32.080 --> 00:25:36.320 same thing just go out you go you go you go on a bunch of dates they're just friend dates you know 324 00:25:36.320 --> 00:25:40.160 go hang out go get it lift in I mean it's fitness so like just go ask a bunch of people to get a 325 00:25:40.160 --> 00:25:43.200 lift in and you'll see who's cool and you'll see who isn't worst case scenario you're gonna work up 326 00:25:43.200 --> 00:25:46.880 yeah have you ever experienced that I had to kind of leveled up and leveled up I know you are 327 00:25:47.440 --> 00:25:52.400 as long as you keep growing this is not gonna stop you're gonna find new friends and if you keep 328 00:25:52.400 --> 00:25:56.640 growing you'll pass them and then you'll find new friends that are above them and you'll pass them 329 00:25:56.640 --> 00:26:02.720 and you'll just keep going um and so it just depends on how like what you see the role of friends as 330 00:26:02.720 --> 00:26:08.400 in your life and so you know for me I just want my requirement for friend isn't necessarily that they 331 00:26:08.400 --> 00:26:13.120 make the same or more money than me at all is do they make me better do they make me better 332 00:26:13.760 --> 00:26:18.640 do they have my best intentions in art just already too incredibly difficult things to pass 333 00:26:19.360 --> 00:26:24.160 but if someone passes both those things then they are a friend and so I would just use that 334 00:26:24.160 --> 00:26:29.200 as a limit test like is this person making me better and do they have my best you know incentive 335 00:26:29.200 --> 00:26:34.160 at heart yeah and the house making friends I guess now because obviously you're a higher level 336 00:26:34.320 --> 00:26:38.880 and things are different with the social status and all that I mean first four is probably different 337 00:26:38.880 --> 00:26:44.720 so do you kind of the same status now kind what is what is the kind dude is harder for me than it is for 338 00:26:44.720 --> 00:26:54.880 you no for real it is but the thing is is that most of the my closest friends don't live here like 339 00:26:54.880 --> 00:26:59.040 don't live in the same physical area that I do most of the closest friends that I have live all over 340 00:26:59.680 --> 00:27:04.880 and so I see most of my friends once or twice a year and that's it and I work in the meantime the 341 00:27:04.880 --> 00:27:08.720 thing is is that like the higher up you go here like and I'll just tell you something like from 342 00:27:08.720 --> 00:27:14.640 my level whatever you want to call that all the friends I have everyone complete like there is 343 00:27:14.640 --> 00:27:20.640 zero social obligations for anything like none and if I don't respond to a text for three days there 344 00:27:20.640 --> 00:27:25.200 is zero drama and it's not even acknowledged it's just we know that busy people understand that 345 00:27:25.200 --> 00:27:31.280 busy people are doing shit and so if everyone you have everyone who's who's in your world understands 346 00:27:31.280 --> 00:27:35.760 that you're trying to take this hill then if they're truly your friend then they want you to take 347 00:27:35.760 --> 00:27:39.280 the hill more than they want you to respond to their text or come out with them for the weekend 348 00:27:39.280 --> 00:27:43.680 like I just got invited to a seven day thing that with a with a a couple of friends that 349 00:27:43.680 --> 00:27:49.280 layman I both really really adore but we'll probably not be able to do it because we have so much 350 00:27:49.280 --> 00:27:54.400 stuff that we were that we're doing at that same time and I really want to go but I also really 351 00:27:54.400 --> 00:27:59.440 want to do this other stuff and I know that I will feel worse about myself if I don't have this 352 00:27:59.440 --> 00:28:04.880 other stuff done and so we're going to say that I can't go and that's going to be it and they're 353 00:28:04.880 --> 00:28:10.160 not going to hold it against me and so until you find friends you are a hundred percent aligned with 354 00:28:10.160 --> 00:28:14.320 you achieving your goals we're making you better and want you to hit your goals then you just keep 355 00:28:14.320 --> 00:28:19.520 looking but the thing is like everybody goes through the period that you're at like I think I think 356 00:28:19.520 --> 00:28:24.400 I did made a road a tweet about this but like there is this lonely period that always happens 357 00:28:24.400 --> 00:28:29.360 when you start growing because it happens is that you're too big for the old friend group but you're 358 00:28:29.360 --> 00:28:33.600 not quite big enough for the group that you want to get into right so you kind of have this path 359 00:28:33.600 --> 00:28:37.840 in the middle where you just kind of like keep trudging along but like every single person who's 360 00:28:37.840 --> 00:28:42.800 accomplished anything material has been in your exact same shoes and you just keep going and you 361 00:28:42.800 --> 00:28:46.960 keep going you keep networking you enter you go into the communities you see the people who are 362 00:28:46.960 --> 00:28:51.200 adding value to those communities and you message them you find the givers because givers 363 00:28:51.200 --> 00:28:55.520 recognize givers almost immediately you can see the people who are always giving more above and 364 00:28:55.520 --> 00:28:59.200 beyond and you can understand they get the game and so like in that first meeting if they're like 365 00:28:59.200 --> 00:29:03.040 like let me see if I can do this for you let me like take care of this for you let me help you in 366 00:29:03.040 --> 00:29:09.200 this way rather than like hey could you help me with this like wrong person but if you just start 367 00:29:09.200 --> 00:29:14.000 by giving to a whole bunch of people who are where you want to be you'll get more back even if nine 368 00:29:14.000 --> 00:29:17.680 out of 10 don't give you anything back provide show loads of value people will message you and 369 00:29:17.680 --> 00:29:21.680 then be like hey let's hop on a zoom let's grab a zoom lunch whatever and so like you can have 370 00:29:21.680 --> 00:29:24.880 a ton of friend dates or whatever that you meet people and see if they have game and if they 371 00:29:24.880 --> 00:29:29.680 have game then you keep in touch because you're making them better too I appreciate everything 372 00:29:29.680 --> 00:29:37.920 you better build a content game just after doing full-time entrepreneurship for three years 373 00:29:38.320 --> 00:29:44.080 right wow and you know raising a family I got four four small children all under the age of five 374 00:29:44.880 --> 00:29:49.040 I found myself in a very hard position where I had to go back to a nine to five I would say 375 00:29:49.040 --> 00:29:55.360 entrepreneurship is like like you said it's hard and and I know what hard feels like but after 376 00:29:55.360 --> 00:30:00.880 discussing it with my wife like I felt like this was like the right decision after getting 377 00:30:00.880 --> 00:30:07.680 myself into business debt and other things like that and I never have a paycheck to live on you know 378 00:30:08.160 --> 00:30:14.960 so how do I know when it's like like how do I get back into entrepreneurship like now I'm just 379 00:30:14.960 --> 00:30:20.880 running my stuff on the side so for example right when I was laid off three years ago I was doing 380 00:30:20.880 --> 00:30:26.240 taxes and that just doing like bookkeeping then I worked my way up starting to offer accounting 381 00:30:26.240 --> 00:30:32.160 services and then I leveled up and I started look going after higher leverage like now I started 382 00:30:32.240 --> 00:30:39.440 doing CFO services and I went through that value of despair thing and that's probably why I'm 383 00:30:39.440 --> 00:30:45.920 out where I'm at right now you know just being completely honest and I appreciate you being 384 00:30:45.920 --> 00:30:48.720 candid and upfront about it because otherwise this wouldn't be very valuable because you tell me 385 00:30:48.720 --> 00:30:52.080 a bunch of fake information I'll give you a response to fake information it wouldn't matter for 386 00:30:52.080 --> 00:30:56.960 either of us so thank you for being honest um that being said you're not honestly you're in a pretty 387 00:30:56.960 --> 00:31:02.880 good spot and I'll tell you why so you have a valuable skill set that will always be in demand 388 00:31:02.880 --> 00:31:06.320 because a lot of people don't want to do money stuff so people don't do budgets people don't 389 00:31:06.320 --> 00:31:10.240 be bookkeeping people don't do CFO work they want to do financials projections forecast no one 390 00:31:10.240 --> 00:31:15.040 wants to do any of that stuff and you do and you're good at it so presumably you're good at 391 00:31:15.040 --> 00:31:17.600 because you keep doing it right I'll just I'll leave it at that I'm going to assume that for 392 00:31:17.600 --> 00:31:23.760 for the sake of our call right so um one I think it was wise that you got a job because you have 393 00:31:23.760 --> 00:31:29.440 wife you have four kids I think that was a smart noggin move okay now that being said there is going 394 00:31:29.440 --> 00:31:34.080 to be a conversation that you probably have to have with your wife about what because your nights and 395 00:31:34.080 --> 00:31:39.680 weekends either are going to have to go to family or they're going to have to go to the new thing 396 00:31:39.680 --> 00:31:45.520 and so I think that you need to have a candid conversation with her and say listen my prime and 397 00:31:45.520 --> 00:31:49.680 I'm just I'm putting words in your mouth here so this is if I were in your shoes I would say 398 00:31:49.760 --> 00:31:56.320 as a man my primary drive is to provide and right now I feel like I'm failing you 399 00:31:57.520 --> 00:32:04.960 and I want to lead our children by example so that when they are 20 or 30 and they're thinking 400 00:32:04.960 --> 00:32:11.760 about making that jump I can speak to it because I wasn't afraid to take the risk again because 401 00:32:11.760 --> 00:32:15.840 in gymnastics as soon as you fall off the pummel horse even if you twist or break your ankle 402 00:32:15.840 --> 00:32:19.680 you know what they do they try and get you right back on the horse again and they do that because if 403 00:32:19.680 --> 00:32:23.280 you don't and you take enough time off you start developing these fears around getting back on you 404 00:32:23.280 --> 00:32:26.720 never get on again and so they want you to get back on the horse and right now I think you got 405 00:32:26.720 --> 00:32:31.840 bucked by the entrepreneurial horse and that's okay it happens it's part of the game right like 406 00:32:31.840 --> 00:32:36.560 it's the it's the the scene in rocky 17 or whatever fucking rocky it is where it's like it's not 407 00:32:36.560 --> 00:32:41.360 about how hard you can hit but it's about hard you can get hit and keep going forward right and so 408 00:32:41.360 --> 00:32:46.880 you got hit big you know big whoop everybody gets hit everyone fucking loses all the time 409 00:32:46.880 --> 00:32:51.840 I lost everything twice before this time right and so like you've lost everything once you still 410 00:32:51.840 --> 00:32:58.320 you still owe me one right you tell your wife I said that and so let's get into tactics all right so 411 00:32:58.320 --> 00:33:02.240 right now that in my opinion the issue that you missed is you didn't know how to advertise 412 00:33:03.120 --> 00:33:07.520 you didn't know how to promote and so you have the service you just got to let people know about it 413 00:33:07.520 --> 00:33:11.760 and so you were full-time as an entrepreneur but you probably weren't spending four hours a day promoting 414 00:33:12.320 --> 00:33:17.840 and so when you are right and so that's that's what you need to do so nights and weekends for you 415 00:33:17.840 --> 00:33:23.680 is you log out of work go home kiss the dog high five the kids and then you spend four hours promoting 416 00:33:24.240 --> 00:33:29.040 and promoting is you make content you reach out to people or you run ads and given your financial 417 00:33:29.040 --> 00:33:34.880 situation it's going to be making content and reaching out to people that's it literally if that's 418 00:33:34.880 --> 00:33:38.640 what you're you start your timer four hours you make content you reach out to people and you do 419 00:33:38.640 --> 00:33:41.760 that for four straight hours every day you do that you're gonna have more business in the next six 420 00:33:41.760 --> 00:33:45.520 months than you even know what to do with that's it that's all you have to do like you're the thing 421 00:33:45.520 --> 00:33:49.600 is that you're in a good spot because you have the skill that there's already demanded like I don't 422 00:33:49.600 --> 00:33:54.080 have to test your idea you're trying to provide bookkeeping services it's a commoditized service like 423 00:33:54.080 --> 00:33:58.800 if you do a good job you're on time like you are responsive you deliver things on the first of 424 00:33:58.800 --> 00:34:02.320 the month people want to do business with the end they'll stay with you and so you just got to let 425 00:34:02.320 --> 00:34:06.640 people know about it faster because I'm guessing that your rate was based on referrals you had one or two 426 00:34:06.640 --> 00:34:10.640 customers maybe three and by the time you get one you were four over two or three months one would 427 00:34:10.640 --> 00:34:14.960 drop and you stayed there until eventually you couldn't right I'm guessing that was the story right 428 00:34:14.960 --> 00:34:18.080 so you just need to increase your sales velocity which means you got a lot more people know about it 429 00:34:18.080 --> 00:34:23.200 and you got to learn how to sell because it was just you right did you have any employees no I had a 430 00:34:23.200 --> 00:34:28.480 virtual assistant during tax season but yeah it was mainly just me yeah then you have the easiest 431 00:34:28.480 --> 00:34:33.520 business in the world because a hundred percent of the revenue is profit right it's just you for now 432 00:34:33.520 --> 00:34:38.720 and so you can absolutely get yourself to 10 20 accounting clients and you're going to be working 433 00:34:38.720 --> 00:34:42.320 like a dog at this point but you'll be making way more than you are now and then you'll have new 434 00:34:42.320 --> 00:34:45.280 problems because then your wife's like I don't see you anymore you're like yeah but now we're making 435 00:34:45.280 --> 00:34:49.120 three times of money and I will find a way to use the money to buy back some time and you can do 436 00:34:49.120 --> 00:34:54.640 that but I deal like you're you're like you already have the hard shit done you're like six months away 437 00:34:54.640 --> 00:34:57.840 seriously like I don't normally say that like you're six months away you got to you got to reach out 438 00:34:58.560 --> 00:35:04.000 let's call it let's call it 10,000 people you reach out to 10,000 people you'll have you'll have 439 00:35:04.000 --> 00:35:10.320 the business you want because I'm telling you right now as a business owner dude the amount of crappy 440 00:35:10.320 --> 00:35:14.720 accounts and bookkeepers that are out there outnumbered the good ones a hundred to one like no one 441 00:35:14.720 --> 00:35:19.840 stoked about their bookkeeper so like like it's not heart and like think about it those guys don't 442 00:35:19.840 --> 00:35:22.880 like those guys suffer the same issue that you have is they don't how to promote themselves 443 00:35:23.520 --> 00:35:28.000 they're not business people they're being counters and so like you you've been you've been in 444 00:35:28.000 --> 00:35:31.760 being counter mode and you got to get in you got to get in promoter mode especially as a as a 445 00:35:31.760 --> 00:35:36.240 solo entrepreneur it's all promotion in the beginning so would you suggest just mainly cold 446 00:35:36.240 --> 00:35:40.400 outreach or should I try to do content or just go straight cold out you can do both I mean do one 447 00:35:40.400 --> 00:35:44.560 post a day one post a day see who interacts with it so who likes it who comments on it you can 448 00:35:44.560 --> 00:35:49.600 message all those people and then you can reach out as well but the thing is is with your profession 449 00:35:49.600 --> 00:35:55.600 finding someone who has an adjacent audience so you know if someone who's an HR company or 450 00:35:55.600 --> 00:35:59.520 recruiting company right like if you can figure out a way to just work with them they already have 451 00:35:59.520 --> 00:36:03.360 a whole engine of people coming in and just see if you can just get off the backside and give 452 00:36:03.360 --> 00:36:10.000 them a kickback just for intros like that's a super productive way of of leveraging the amount 453 00:36:10.000 --> 00:36:13.440 of reach out like you can just reach out to 10,000 business owners and you'll you'll get your not 454 00:36:13.440 --> 00:36:17.360 but you could probably reach out to a thousand B2B businesses and see if you can structure a 455 00:36:17.360 --> 00:36:21.040 partnership with them that they can refer you business anywhere for it back to them but yes 456 00:36:21.040 --> 00:36:25.840 content and outreach you and real talk the content is probably not in the beginning where you're 457 00:36:25.840 --> 00:36:28.720 going to get the majority of your business I just want to just prepare you for that but the 458 00:36:28.720 --> 00:36:31.840 reason that you're making the content in the beginning is that so when you do reach out people 459 00:36:31.840 --> 00:36:35.520 will go to your page and they will consume your content and then they will decide to respond 460 00:36:37.520 --> 00:36:41.760 based on the quality so think about that stuff as lead nurture more than lead gen in the beginning 461 00:36:43.040 --> 00:36:46.000 over time you'll get better at it will start generating business but it might take you a year 462 00:36:46.160 --> 00:36:49.760 to like it takes time to get good at that you've inspired me and that's the reason why I took 463 00:36:49.760 --> 00:36:54.640 the jump in the beginning so I appreciate you well I appreciate you for taking the jump and I will 464 00:36:54.640 --> 00:36:59.440 ask you to trust me one more time which is that four hours a day have the conversation with your wife 465 00:36:59.440 --> 00:37:05.360 10,000 reach outs and let me know in six months she's watching so she knows all right let's 466 00:37:05.360 --> 00:37:09.920 Celeste take his 10,000 reach outs that's it like on the other side of 10,000 reach outs is you 467 00:37:09.920 --> 00:37:14.160 making the money that you want to make and having the skill of promotion and sales that's it 468 00:37:14.160 --> 00:37:17.440 I just want you to know and I hope that motivation exists here for this one reason which is that 469 00:37:17.440 --> 00:37:21.920 like you are not alone there are other people going through it and so despite that it may 470 00:37:21.920 --> 00:37:34.720 deal lonely you are not alone keep being one of zero