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People overthink a lot.

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They use overthinking as a proxy for action,

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and it just isn't.

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They think that they're being productive

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by thinking more about the business they want to start

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rather than just starting it.

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You can boil all of this down to fear of rejection.

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People are okay with failing.

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They're just not okay with other people seeing them fail.

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Welcome to the game where we talk about how to get more

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customers, how to make more per customer,

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and how to keep them longer,

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and the many failures and lessons we have learned

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along the way.

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I hope you enjoy and subscribe.

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How often?

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And I want a serious answer to this question, okay?

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How often do you look at yourself in the mirror

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and you flex both biceps?

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How often do you do it?

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Probably a few times an hour.

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A few times an hour?

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I think you need to increase those numbers.

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I might have to.

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That's ridiculous.

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Is your workout split?

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I'm guessing it's the same thing as it was last time?

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Haven't changed, been a decade.

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So can you just walk us through real quick?

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If I want a body like you, what is a split?

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What a body like me?

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Yeah, give me 30 days.

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What split do I need?

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We should preface it by saying this.

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How much do you charge for your time?

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Really, what is one hour of your time worth?

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Ah, I don't know.

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I probably wouldn't do anything for less than 50 grand.

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50 grand.

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For like, just like hanging out for advice,

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50 grand an hour, probably about right?

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So if this is a two hour podcast,

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it's just like 200 to 50.

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Let's just say if someone wants your advice,

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50 grand an hour.

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If this podcast is two hours long,

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whoever's watching this is theoretically getting

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$100,000 of value just by listening to this.

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So I just want to preface it by saying,

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stick around for the episode.

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You're getting a lot of value from this.

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Wow.

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That was fantastic.

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Now, how often do you go in the mirror and just flex?

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A few times a year.

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Okay.

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You know, I mean, really when there's a reflective surface,

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I'll definitely give it a, whatever's convenient,

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it might be a calf, it might be a calf flex,

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it could be a tricep flex.

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Sometimes it might be a double front.

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Right.

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I would say mostly to other people, it's one of these.

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I'll throw one of those up all the time.

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I would be intimidating.

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Like if you want to throw it off an enemy,

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it's just, just like a bear.

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Yeah.

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Yeah.

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Yeah.

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No, like at the gym for sure.

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I'll flex only all the time.

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That's good.

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I want to know, because I've heard from other people,

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people that are like larger, bigger, muscular, tall,

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like they, other people will feel threatened by these people.

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So they'll try to instigate some sort of fight

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because it's like an alpha mentality.

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You feel like you've been threatened by some massive dude.

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Do people come up to you and you feel like you've been

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instigated in something?

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Not really.

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Never.

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So that's just a farce.

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I don't give off a lot of like, let's fight energy.

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You don't think so?

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No.

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Because I mean, it'd be really hard because if someone's like,

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you man, I'd be like, you're right.

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Yeah, I just don't care.

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I'd be like, you're a piece of shit.

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I'd be like, probably.

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Like, I agree.

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This is where I want to be at, at level of undeniable,

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just confidence, just raw confidence.

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Okay.

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And I don't even think it's.

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Yeah.

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I appreciate the translate that way.

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It's just not having anything that bothers you.

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Comfort with oneself, right?

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Well, it's like if someone comments on a post

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and they're like, Alex, you're an asshole.

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I'm like, you're right.

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Okay.

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Because a lot of it's like, I want to put a lot of effort

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into trying to like make them wrong.

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Like, why?

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A, I'm not going to change their mind at all anyways.

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But like, the flip side is, why is that such a bad thing?

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Like, why is that not okay?

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Because I'm like, you're an asshole.

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I've been in it many times in my life.

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I'm sure.

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I'm sure I have.

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And so like, they're right.

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Okay.

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It's just like, there's just not like, I've noticed it.

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I can end a lot of these things.

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Like, there's no endless loop when someone's like,

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you should have done this, this, and this.

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I'm like, right.

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So what personality traits do you think are negative?

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Because you're saying being an asshole necessarily

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is not a negative thing.

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Where I would say by definition, it kind of is.

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It could be.

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Yeah, I mean, it's just, it's all because we think

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that somehow get her bad.

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You know what I mean?

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And I think there's just like, all of us

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have lots of different aspects to who we are.

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And I think at different times in our lives,

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we've been really impatient.

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We've been really patient.

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We've been really nice.

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We've been really mean.

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I've had many of those things.

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And then if we're really gonna say,

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I have a character trait.

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It's like, to what degree do I have that trait?

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Like, it's not a binary.

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It's not like, are you patient or not patient?

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How patient are you?

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And so for me, it's just like,

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a lot of people get really upset

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around someone calling them a name

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because they think that having that label

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ascribed to them by this one individual

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somehow means something.

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And it's like, I just don't think it means anything.

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I think that's because you have this security,

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and I could be projecting.

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But I would say most people, if they are insulted,

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if the insult is valid to some capacity

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and picks out their insecurity,

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then they respond, and they react, and they deny,

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and they take it personally.

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Exactly.

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That's all it is.

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It's having that affect them.

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But I think that's just being affected

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by outside influence.

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Like for you, you're very just self-assured.

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It's just like, your reality is your reality.

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Someone else tells you otherwise.

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It doesn't matter to you.

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It's like someone telling you,

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you have blue hair, and you're like, no, I don't.

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Right.

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It's your point.

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It's a really fun little side story.

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So I was walking with Leila on the strip,

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and some guy bumped into her or something,

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and he was like, watch yourself skinny,

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like you said that to her.

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And she was like, do you think I'm skinny?

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And so she said it like half jokingly,

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to me afterwards, not anything.

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She just obviously kept walking.

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But I thought it was such an interesting things

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that he meant it as an insult.

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She chose to take it as a compliment,

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which then meant that all of the things

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that we toss at one another, it's like,

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it's only because we choose to accept that it's an insult

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that it becomes insulting.

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Like I'm sure someone at some point in your life

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has said something that they intended to insult you with,

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and you're like, oh, well, that's not that bad.

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I'm actually kind of okay with that.

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It's like, well, if I can make that thing okay one time,

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then I can do that every time,

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because it's literally just a choice on how I want to perceive it.

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So you can obscure the intentions of other people,

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to even if it's not necessarily the way that they intended it.

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I have no idea what their intention is.

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None.

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I don't know what their psychology is.

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I don't know what their affirmations are.

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I don't know what they say in the morning.

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Like, I don't know if they wanted to hurt me

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or if they wanted to help me.

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Just doesn't like, all I can know is like,

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I can observe a fact, which is they said this.

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Okay.

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Now what?

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Like they said these words to me.

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Okay.

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You know what, for people that aren't familiar with you,

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because I bet there's a subset of the audience right now

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who is this guy as your personal trainer on.

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Yes.

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Tell people why they should listen to you.

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You definitely should not listen to me.

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First and foremost, got into the fitness industry,

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I started a gym, opened a chain of gyms,

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head six, sold those six locations

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in Southern California when I was 26 years old,

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started my first gym when I was 23.

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Took the IP from that, started doing gym turnarounds,

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flew around the country, did 30 something turnarounds.

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From there, I really got the system dialed

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and then I started licensing it out.

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And over the next five or six years,

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we got up to 5,000 locations.

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Licensed our model in our company called gym launch.

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I started a supplement company called Prestige Labs,

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which sold through that distribution-based of gyms.

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They sold our supplements kind of specifically made

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for gym owners with a lot of benefits

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we made specifically for gyms.

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And then I started a software company called Allen

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2020, that was also to work brick and mortar leads

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because that's one of the big issues

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that a lot of brick and mortar business owners do.

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They get a phone call or they get a text

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and they don't respond.

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And so they just lose business for no reason.

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So we wanted to solve that problem too.

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All three of those businesses we chose to exit in 2021.

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Two of them we sold together to American Pacific Group

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for $46.2 million in an all cash deal.

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SL2, there was a big excuse me.

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And then the software company we did an entirely stock sale

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and SL2, 75% of that company.

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And then starting into 2022,

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we started our family office formally

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up to that point my wife and I had made private investments

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into three companies that had done really, really well.

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And we done well enough with that that we said,

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you know, we'll take all the difference

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and distributions we'd taken up to that point

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plus the liquidation event that we had

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from American Pacific Group.

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And we said let's start our family office

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which is acquisition.com.

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And so we started with three companies

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and now over the last, you know, however long

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that portfolio in total does over $200 million a year.

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And I started making content on the internet

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with the intention to help

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as many people get into business

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as soon as possible because I don't have a lot of faith

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in the larger institutions.

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And so I think that if we're going to solve our problems,

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we need to do it for ourselves.

268
00:07:46.240 --> 00:07:48.000
And I think entrepreneurship is one of those paths

269
00:07:48.000 --> 00:07:48.840
in order to do that.

270
00:07:48.840 --> 00:07:50.480
Don't necessarily need to be an entrepreneur

271
00:07:50.480 --> 00:07:51.800
but just getting involved in businesses

272
00:07:51.800 --> 00:07:53.440
and private enterprise in general.

273
00:07:53.440 --> 00:07:54.840
I think is the most efficient way

274
00:07:54.840 --> 00:07:56.760
that we can allocate the resources of humanity

275
00:07:56.760 --> 00:07:57.880
to solve humanity's problems.

276
00:07:57.880 --> 00:08:01.760
And what do you say acquisition.com does exactly?

277
00:08:01.760 --> 00:08:06.760
We buy companies, usually 49% or more of a business.

278
00:08:06.760 --> 00:08:10.880
And then we basically inject our expertise

279
00:08:10.880 --> 00:08:13.760
and capital into the business to grow it.

280
00:08:13.760 --> 00:08:16.280
And so we have to have a combination of

281
00:08:16.280 --> 00:08:17.960
do we like this business on its own?

282
00:08:17.960 --> 00:08:19.400
Do we think that we are a really good,

283
00:08:19.400 --> 00:08:21.120
unique partner that can add a huge amount of like,

284
00:08:21.120 --> 00:08:23.280
basically do we have an unfair advantage with this deal?

285
00:08:23.280 --> 00:08:24.360
In terms of value creation,

286
00:08:24.360 --> 00:08:25.960
not just like that we have prepared to deal flow

287
00:08:25.960 --> 00:08:27.440
because that's why I make the content I do.

288
00:08:27.440 --> 00:08:29.080
But do we actually have a real way of like,

289
00:08:29.080 --> 00:08:32.200
do we see a 10X that we can like implement and execute on?

290
00:08:32.200 --> 00:08:34.040
And so that's a lot of our kind of our front end diligence

291
00:08:34.040 --> 00:08:35.600
is okay, this might be a good business

292
00:08:35.600 --> 00:08:37.680
but it's not our perfect business to work on.

293
00:08:37.680 --> 00:08:39.920
And so we try and find those deals where it's just like,

294
00:08:39.920 --> 00:08:42.480
there's no way we can lose and we try to do those deals.

295
00:08:42.480 --> 00:08:43.960
How do you tell if there's a 10X?

296
00:08:43.960 --> 00:08:44.800
What do you look for?

297
00:08:44.800 --> 00:08:46.080
What sort of qualities do you see?

298
00:08:46.080 --> 00:08:47.200
So it's actually just looking at the business

299
00:08:47.200 --> 00:08:48.040
like a pipeline.

300
00:08:48.040 --> 00:08:49.560
So it's like basically you just have to understand everything

301
00:08:49.560 --> 00:08:51.440
from click to close to renewal.

302
00:08:51.440 --> 00:08:53.080
And so every business more or less is like,

303
00:08:53.080 --> 00:08:56.520
you have eyeballs that at some point get converted into leads

304
00:08:56.520 --> 00:08:58.320
or they can convert it into customer.

305
00:08:58.320 --> 00:09:00.640
So if it's leads and they eventually have to get

306
00:09:00.640 --> 00:09:02.640
a scheduled appointment, they have to show, they have to close.

307
00:09:02.640 --> 00:09:04.640
And then on the back end, once they are closed,

308
00:09:04.680 --> 00:09:06.360
they have to get a product delivered or service delivered

309
00:09:06.360 --> 00:09:07.720
and then they have to buy again and again,

310
00:09:07.720 --> 00:09:09.640
or get upsold into other things.

311
00:09:09.640 --> 00:09:12.640
So if we look at that, we can see breakages along that line

312
00:09:12.640 --> 00:09:14.520
because that would be something that we'd get indigent

313
00:09:14.520 --> 00:09:15.800
just like, okay, what are the click through rates

314
00:09:15.800 --> 00:09:17.080
on the ads or the CPMs on the ads?

315
00:09:17.080 --> 00:09:18.760
What are the conversion rates on the pages?

316
00:09:18.760 --> 00:09:19.680
What percentage are scheduling?

317
00:09:19.680 --> 00:09:20.520
What percentage are showing?

318
00:09:20.520 --> 00:09:21.280
What percentage are closing?

319
00:09:21.280 --> 00:09:22.120
What's the average offer rate?

320
00:09:22.120 --> 00:09:24.000
What percentage are we collecting cash upfront?

321
00:09:24.000 --> 00:09:25.160
What's the average close rate?

322
00:09:25.160 --> 00:09:26.720
On the back end, like how many dropouts

323
00:09:26.720 --> 00:09:27.920
do we have in the first 48 hours?

324
00:09:27.920 --> 00:09:30.560
After that, what does it look like over the next 12 months

325
00:09:30.560 --> 00:09:31.960
or 24 months for those customers?

326
00:09:31.960 --> 00:09:34.120
What percentage are sending to the next level of service?

327
00:09:34.120 --> 00:09:35.880
And so if we look at that and we have our benchmarks

328
00:09:35.880 --> 00:09:38.280
for what we think we can do with the processes

329
00:09:38.280 --> 00:09:40.640
that we have already tested, then we're like,

330
00:09:40.640 --> 00:09:42.880
okay, well, these guys are getting 30% of their appointments

331
00:09:42.880 --> 00:09:44.640
to show up and we know that we can get that to 80.

332
00:09:44.640 --> 00:09:46.440
It's okay, well, there's a two and a half X.

333
00:09:46.440 --> 00:09:47.920
Okay, boom, there's one.

334
00:09:47.920 --> 00:09:50.160
And we're like, okay, I think they're mispriced

335
00:09:50.160 --> 00:09:53.200
on this offer and I think we can at least double this.

336
00:09:53.200 --> 00:09:54.600
It's like, okay, well, there's five X,

337
00:09:54.600 --> 00:09:55.960
you got two and a half and two.

338
00:09:55.960 --> 00:09:57.400
They're like, okay, and right now,

339
00:09:57.400 --> 00:09:58.800
they're not doing anything to reduce their turn.

340
00:09:58.800 --> 00:10:00.280
They're at 10%, I think we can get them to three.

341
00:10:00.280 --> 00:10:01.120
So there's a triple.

342
00:10:01.120 --> 00:10:03.540
And so we're like, okay, so that's 15 X.

343
00:10:03.540 --> 00:10:06.220
What's our confidence score in terms of like our likelihood

344
00:10:06.220 --> 00:10:07.380
that we'll be able to implement these changes?

345
00:10:07.380 --> 00:10:08.860
Is it like a super big overhaul?

346
00:10:08.860 --> 00:10:10.100
Or is it just like there's a handful of things

347
00:10:10.100 --> 00:10:11.980
that we can implement immediately see that?

348
00:10:11.980 --> 00:10:14.300
The easier it is, the more likely we want to do it.

349
00:10:14.300 --> 00:10:16.860
And so like I just bought a chain of teeth-widing students,

350
00:10:16.860 --> 00:10:19.060
we got 32 locations, we just bought.

351
00:10:19.060 --> 00:10:21.500
And I just got so excited because I saw their sales process

352
00:10:21.500 --> 00:10:22.500
and I was like, I'm going to remember that.

353
00:10:22.500 --> 00:10:24.540
It's a very interesting business.

354
00:10:24.540 --> 00:10:25.780
Oh, very interesting.

355
00:10:25.780 --> 00:10:28.540
I've seen a lot of this direct to consumer products though

356
00:10:28.540 --> 00:10:30.140
that you see that you get on the subscription

357
00:10:30.140 --> 00:10:32.860
and they just send you, I actually have a whole bunch

358
00:10:32.860 --> 00:10:37.860
from Ollie, I think that was an Alpha M product.

359
00:10:37.940 --> 00:10:39.460
Alpha M, yeah.

360
00:10:39.460 --> 00:10:42.300
Well, I saw their sales process and it was like,

361
00:10:42.300 --> 00:10:44.620
I could make this, like we literally can just change

362
00:10:44.620 --> 00:10:46.100
a handful of things around here,

363
00:10:46.100 --> 00:10:47.860
switch it from one time to membership,

364
00:10:47.860 --> 00:10:50.020
make these packages based on these price points,

365
00:10:50.020 --> 00:10:52.220
have an intake questionnaire, like do some of the things

366
00:10:52.220 --> 00:10:54.580
that we already know work over and over and over again.

367
00:10:54.580 --> 00:10:56.140
And we 5X, the LTV of the customer.

368
00:10:56.140 --> 00:10:58.620
So 5X, how much people were worth to the business?

369
00:10:58.620 --> 00:11:01.020
And so it's like, great, well, there's a 5X

370
00:11:01.020 --> 00:11:02.380
then all have to do is double locations

371
00:11:02.380 --> 00:11:04.100
over the next five years, I got to 10X, great.

372
00:11:04.100 --> 00:11:05.300
And then what do you do once you do that?

373
00:11:05.300 --> 00:11:07.660
Is it just collecting cash or is it to eventually

374
00:11:07.660 --> 00:11:09.020
then sell that business?

375
00:11:09.020 --> 00:11:10.100
Depends on the bond of the next one.

376
00:11:10.100 --> 00:11:11.060
Depends on the business.

377
00:11:11.060 --> 00:11:11.900
I would say they're definitely,

378
00:11:11.900 --> 00:11:13.020
like I used to give a probably,

379
00:11:13.020 --> 00:11:15.020
like I always wanted to hold everything forever.

380
00:11:15.020 --> 00:11:18.020
But I think there are times where businesses get to a point

381
00:11:18.020 --> 00:11:21.020
where the next like increment of growth

382
00:11:21.020 --> 00:11:23.860
requires like an order of magnitude in terms of effort

383
00:11:23.860 --> 00:11:26.380
that it's not worth or we might determine,

384
00:11:26.380 --> 00:11:27.900
you know what, we're good cash and add on this one,

385
00:11:27.900 --> 00:11:30.060
like we might not be the right partners

386
00:11:31.060 --> 00:11:32.420
to take it from here to there.

387
00:11:32.420 --> 00:11:33.980
It also just depends on what's on the horizon.

388
00:11:33.980 --> 00:11:35.420
If it's like, you know, interest rates are super low.

389
00:11:35.420 --> 00:11:37.860
I mean, I sold literally everything I owned in 2021

390
00:11:37.860 --> 00:11:39.340
because money was free.

391
00:11:39.340 --> 00:11:41.260
And so I was like, I sold my house, I sold my cars,

392
00:11:41.260 --> 00:11:42.700
I sold all three of my companies, I sold everything.

393
00:11:42.700 --> 00:11:45.740
I was just completely cash because it just seemed ridiculous

394
00:11:45.740 --> 00:11:46.660
when people were willing to pay.

395
00:11:46.660 --> 00:11:48.220
So I was like, okay, and so if like something like that

396
00:11:48.220 --> 00:11:49.420
comes along, but I would be considered.

397
00:11:49.420 --> 00:11:51.580
If someone wants to buy it more than I want to own it,

398
00:11:51.580 --> 00:11:53.620
then I always, I always entertain offers.

399
00:11:53.620 --> 00:11:55.580
And on hindsight, it seems like you made a pretty good deal

400
00:11:55.580 --> 00:11:57.900
by selling everything somewhat at the peak of the market.

401
00:11:57.900 --> 00:11:59.980
I think you cashed out the market kept going

402
00:12:00.100 --> 00:12:01.420
up a little bit in the district.

403
00:12:01.420 --> 00:12:02.860
Yeah, amazing time.

404
00:12:02.860 --> 00:12:05.500
And then I think you were in contract by a house, weren't you?

405
00:12:05.500 --> 00:12:07.140
And then you backed out of that.

406
00:12:07.140 --> 00:12:08.820
And also a fantastic time.

407
00:12:08.820 --> 00:12:10.620
Yeah, so things have worked up pretty okay

408
00:12:10.620 --> 00:12:11.620
on the timing of that.

409
00:12:12.620 --> 00:12:14.540
So it wasn't like, I think I'm timing the market.

410
00:12:14.540 --> 00:12:16.540
It was just more like, this makes sense.

411
00:12:16.540 --> 00:12:18.180
Like this is a deal that I will accept

412
00:12:18.180 --> 00:12:19.220
on the flip side when you're buying.

413
00:12:19.220 --> 00:12:20.940
I'm like, I don't know if this is a deal I want to do.

414
00:12:20.940 --> 00:12:22.020
And there's just more like that.

415
00:12:22.020 --> 00:12:23.300
Unless you have like an absolute need,

416
00:12:23.300 --> 00:12:24.740
which I would say on the flip side.

417
00:12:24.740 --> 00:12:26.060
Like if you need a house by house,

418
00:12:26.060 --> 00:12:27.820
you know what I mean, like whatever.

419
00:12:27.820 --> 00:12:30.220
If you need an office for your company, like buy an office

420
00:12:30.220 --> 00:12:32.660
because you're gonna make more than trying to time the market

421
00:12:32.660 --> 00:12:34.100
perfectly, at least in my opinion.

422
00:12:34.100 --> 00:12:34.940
Yeah.

423
00:12:34.940 --> 00:12:37.220
So what are you doing now strategically?

424
00:12:37.220 --> 00:12:39.500
Do you think that things are gonna be getting better?

425
00:12:39.500 --> 00:12:40.900
What are you holding on to?

426
00:12:40.900 --> 00:12:42.820
Like where do you place your importance today?

427
00:12:42.820 --> 00:12:45.300
I focus all my stuff on the things I can control, honestly.

428
00:12:45.300 --> 00:12:47.860
Like I actually spend a laughably small amount of time

429
00:12:47.860 --> 00:12:50.060
on like the economy and interest rates

430
00:12:50.060 --> 00:12:51.300
and things that are happening right now.

431
00:12:51.300 --> 00:12:53.100
Like I spend almost no time on it.

432
00:12:53.100 --> 00:12:55.100
Like the only time that I will think about that stuff

433
00:12:55.100 --> 00:12:58.340
is just to what degree will that affect our businesses?

434
00:12:58.340 --> 00:13:00.100
And like the only way that those things have affected

435
00:13:00.100 --> 00:13:01.780
our businesses is just that some of our businesses

436
00:13:01.780 --> 00:13:03.620
require financing or like use financing

437
00:13:03.620 --> 00:13:04.620
for consumer purchases.

438
00:13:04.620 --> 00:13:05.980
Like if you're buying a car, you know,

439
00:13:05.980 --> 00:13:07.260
sometimes you just financing.

440
00:13:07.260 --> 00:13:10.020
And so the interest rates on the loans that they're getting

441
00:13:10.020 --> 00:13:11.580
are higher so their actual payments are higher.

442
00:13:11.580 --> 00:13:13.260
And so that affects sales and the average ticket

443
00:13:13.260 --> 00:13:15.540
that you can sell for those businesses.

444
00:13:15.540 --> 00:13:17.100
But then to what degree do I control that?

445
00:13:17.100 --> 00:13:18.140
It's more that I'm aware of it

446
00:13:18.140 --> 00:13:20.460
and we do our best to mitigate those things.

447
00:13:20.460 --> 00:13:22.140
One thing I do wanna talk about before we go

448
00:13:22.140 --> 00:13:24.780
into a lot of the other subjects is $100 million leads.

449
00:13:25.260 --> 00:13:29.420
I watched that and was blown away at that presentation.

450
00:13:29.420 --> 00:13:31.700
How many people did you have watching at that time?

451
00:13:31.700 --> 00:13:33.940
We had 180,000 people clicked to go live.

452
00:13:33.940 --> 00:13:35.620
How much work went into that presentation?

453
00:13:35.620 --> 00:13:36.860
A lot. A lot.

454
00:13:36.860 --> 00:13:39.260
To me this was, it was structured in such a way

455
00:13:39.260 --> 00:13:41.540
where I'm listening to you and I'm thinking

456
00:13:41.540 --> 00:13:43.140
how could I use this in my own life?

457
00:13:43.140 --> 00:13:45.260
Because it was that incredible.

458
00:13:45.260 --> 00:13:49.100
Every slide and every way you framed it was like

459
00:13:49.100 --> 00:13:52.180
you're getting this positive feedback loop

460
00:13:52.180 --> 00:13:55.100
by saying because you're here it worked.

461
00:13:55.100 --> 00:13:58.740
And because it works you should listen to me.

462
00:13:58.740 --> 00:14:00.780
Because all these people are here because it works

463
00:14:00.780 --> 00:14:03.300
and it was incredible how you pitch this.

464
00:14:03.300 --> 00:14:06.700
So walk us through exactly what $100 million leads is.

465
00:14:06.700 --> 00:14:09.780
Yeah, so it's the sequel to the first book

466
00:14:09.780 --> 00:14:12.540
$100 million offers which was the purpose of that book

467
00:14:12.540 --> 00:14:14.100
was to answer the question, what should I sell?

468
00:14:14.100 --> 00:14:15.580
So like the first thing people were trying to get

469
00:14:15.580 --> 00:14:16.980
an entrepreneurship, they're like what should I sell?

470
00:14:16.980 --> 00:14:18.420
Like I'm trying to figure out like what am I?

471
00:14:18.420 --> 00:14:20.100
They asked the question, what business should I start?

472
00:14:20.380 --> 00:14:22.500
The question they really should ask is what should I be selling

473
00:14:22.500 --> 00:14:24.220
or who should I be selling it to?

474
00:14:24.220 --> 00:14:26.980
And so offers answer that question is what I'm going to sell.

475
00:14:26.980 --> 00:14:29.180
Leads answers the second question which I was just gave away

476
00:14:29.180 --> 00:14:30.180
which is who do I sell it to?

477
00:14:30.180 --> 00:14:31.260
Do you need leads?

478
00:14:31.260 --> 00:14:32.980
And so once you figure out what to sell

479
00:14:32.980 --> 00:14:34.060
you have to go find those people

480
00:14:34.060 --> 00:14:36.260
and you can force people to find you through advertising.

481
00:14:36.260 --> 00:14:39.020
And so I split test the name six or seven different times

482
00:14:39.020 --> 00:14:40.900
and so the book is about advertising

483
00:14:40.900 --> 00:14:42.700
but leads be advertising in the split test

484
00:14:42.700 --> 00:14:44.300
so it's $100 million leads.

485
00:14:44.300 --> 00:14:45.660
But it's basically how do you let other people know

486
00:14:45.660 --> 00:14:46.500
about your stuff?

487
00:14:46.500 --> 00:14:48.500
And so there are eight ways that you can let people know about

488
00:14:48.500 --> 00:14:49.540
stuff for that you can do on your own,

489
00:14:49.540 --> 00:14:51.060
for that you need other people for.

490
00:14:51.060 --> 00:14:53.260
And so the book basically details step by step

491
00:14:53.260 --> 00:14:55.020
how to do each of the eight.

492
00:14:55.020 --> 00:14:56.820
And fundamentally if you're getting into business

493
00:14:56.820 --> 00:14:58.620
you only need to do one of them and do them well.

494
00:14:58.620 --> 00:15:00.260
And if you do more than one then awesome.

495
00:15:00.260 --> 00:15:03.020
Now I specifically have used all eight in my life

496
00:15:03.020 --> 00:15:04.540
for a variety of businesses.

497
00:15:04.540 --> 00:15:07.180
And for the book launch I purposely

498
00:15:07.180 --> 00:15:09.740
like the offers book wanted it to be a meta concept.

499
00:15:09.740 --> 00:15:14.180
Meaning the offers book was $0.99 and it came with a course

500
00:15:14.180 --> 00:15:16.900
and all of that and it was all basically free.

501
00:15:16.940 --> 00:15:18.820
But it was an offer so good people feel stupid saying no

502
00:15:18.820 --> 00:15:22.580
until like the book itself was an example of what it taught.

503
00:15:22.580 --> 00:15:25.540
Leads was about getting leads and advertising.

504
00:15:25.540 --> 00:15:28.060
And so I wanted to demonstrate all the things

505
00:15:28.060 --> 00:15:29.580
in the book to advertise the book.

506
00:15:29.580 --> 00:15:31.260
Like there was a book on Amazon I think I used

507
00:15:31.260 --> 00:15:33.060
in the presentation who said how to market a book.

508
00:15:33.060 --> 00:15:35.100
It was like four years old and had 14 reviews.

509
00:15:35.100 --> 00:15:36.460
I'm like I don't need to read this book

510
00:15:36.460 --> 00:15:38.900
to know that you have no idea how to market a book.

511
00:15:38.900 --> 00:15:40.260
I have proof in front of me that you have no idea

512
00:15:40.260 --> 00:15:41.100
how to market a book.

513
00:15:41.100 --> 00:15:41.900
Because if you did know how to market a book

514
00:15:41.900 --> 00:15:43.180
this wouldn't have 14 reviews.

515
00:15:43.180 --> 00:15:44.780
And so if I was gonna have a book about how to advertise

516
00:15:44.780 --> 00:15:46.660
like I better be good at advertising.

517
00:15:46.660 --> 00:15:48.140
And so I thought that the event would be

518
00:15:48.140 --> 00:15:51.020
a great demonstration of that to show that these stuff,

519
00:15:51.020 --> 00:15:52.140
I purposely cause I want it

520
00:15:52.140 --> 00:15:54.020
cause I knew people would come back later to it.

521
00:15:54.020 --> 00:15:56.660
I purposely used literally step by step

522
00:15:56.660 --> 00:15:59.020
what like I didn't go outside of the book.

523
00:15:59.020 --> 00:16:01.060
So like the ads that I wrote for the book

524
00:16:01.060 --> 00:16:04.180
I used the templates in the book to write the ads for the book.

525
00:16:04.180 --> 00:16:06.020
Like the content that I made for the book

526
00:16:06.020 --> 00:16:08.020
I used the templates that I showed people use

527
00:16:08.020 --> 00:16:08.860
on how to make content.

528
00:16:08.860 --> 00:16:10.780
The emails that we wrote were emails

529
00:16:10.780 --> 00:16:13.100
that we used from the outbound part of the book.

530
00:16:13.100 --> 00:16:15.260
And so just like every single part of this

531
00:16:15.300 --> 00:16:17.860
was using the book itself to market itself.

532
00:16:17.860 --> 00:16:19.820
And so that was what the book was about.

533
00:16:19.820 --> 00:16:22.420
So like if you want, if you have something to sell

534
00:16:22.420 --> 00:16:23.740
you need people to sell it too.

535
00:16:23.740 --> 00:16:25.020
And in order to have people to sell it too

536
00:16:25.020 --> 00:16:26.100
they've got to find out about you.

537
00:16:26.100 --> 00:16:27.300
In order to do that you need to advertise

538
00:16:27.300 --> 00:16:28.340
and that book teaches you how to do it.

539
00:16:28.340 --> 00:16:30.140
How important was social proof?

540
00:16:30.140 --> 00:16:32.340
Was it just a random coincidence

541
00:16:32.340 --> 00:16:34.060
you had all the people in the background?

542
00:16:34.060 --> 00:16:35.380
Cause I'm looking at this and I'm thinking

543
00:16:35.380 --> 00:16:38.140
this is so strategic to have everyone in the back

544
00:16:38.140 --> 00:16:40.820
versus you it's just like a gray wall

545
00:16:40.820 --> 00:16:42.540
with nothing going on in the background.

546
00:16:42.540 --> 00:16:44.340
I obviously want to show that there's lots of people there.

547
00:16:44.340 --> 00:16:47.700
I think the live indicator with how many people are alive

548
00:16:47.700 --> 00:16:49.140
also helps for that stuff.

549
00:16:49.140 --> 00:16:50.980
But I actually think the biggest weakness honestly

550
00:16:50.980 --> 00:16:52.260
of that presentation was that there wasn't enough

551
00:16:52.260 --> 00:16:55.420
social proof, social proof for like the stuff in the book.

552
00:16:55.420 --> 00:16:57.020
So most times if I'm going to like markets

553
00:16:57.020 --> 00:16:59.500
if I were to like start a business around this

554
00:16:59.500 --> 00:17:01.780
I would probably have had a beta group,

555
00:17:01.780 --> 00:17:04.220
have them go through it, show their results

556
00:17:04.220 --> 00:17:06.700
or their changes and then I would have used those stories

557
00:17:06.700 --> 00:17:09.140
and reviews and testimonials throughout the presentation.

558
00:17:09.140 --> 00:17:10.980
But because it was so important to me to keep this

559
00:17:10.980 --> 00:17:14.100
like just this Mundo secret until the day I released it

560
00:17:14.100 --> 00:17:15.340
I didn't have that luxury.

561
00:17:15.340 --> 00:17:17.540
And so a lot of the stories that I told were actually

562
00:17:17.540 --> 00:17:19.740
basically borrowing from success stories from offers

563
00:17:19.740 --> 00:17:22.540
being like these books work in general.

564
00:17:22.540 --> 00:17:23.780
And if this works for offers that don't work

565
00:17:23.780 --> 00:17:26.060
even better for leads, I kind of had to transfer it that way.

566
00:17:26.060 --> 00:17:27.540
But yeah, there's always the implied.

567
00:17:27.540 --> 00:17:30.300
And I tried to use to your point.

568
00:17:30.300 --> 00:17:33.860
I couldn't show people yet because the book had just come out

569
00:17:33.860 --> 00:17:36.660
that people could use the book to grow their businesses.

570
00:17:36.660 --> 00:17:38.300
So I had to go one degree separated from that

571
00:17:38.300 --> 00:17:41.140
which is I use the book to market the book look.

572
00:17:41.140 --> 00:17:43.260
The one thing I also noticed throughout that

573
00:17:43.260 --> 00:17:47.060
is that you kept putting a price on what this was worth.

574
00:17:47.060 --> 00:17:50.860
Like this is worth $3,000 and this is worth this.

575
00:17:50.860 --> 00:17:52.180
And then I think at the very end you're like

576
00:17:52.180 --> 00:17:55.140
you're getting $8,000 worth of value.

577
00:17:55.140 --> 00:17:57.780
And it was interesting for me to see the immediate switch

578
00:17:57.780 --> 00:18:00.460
when people thought you were going to sell them something.

579
00:18:00.460 --> 00:18:03.220
And for me that makes me upset in a way

580
00:18:03.220 --> 00:18:06.660
because I'm like here's someone providing so much value

581
00:18:06.660 --> 00:18:09.860
offering nothing but free content this entire time.

582
00:18:09.860 --> 00:18:11.700
And you're there learning from something

583
00:18:11.700 --> 00:18:15.700
and it's like oh gosh, now maybe you have to spend some money

584
00:18:15.700 --> 00:18:18.140
for something else that you're not even forcing on.

585
00:18:18.140 --> 00:18:20.180
Like seeing the switch up in people

586
00:18:20.180 --> 00:18:23.180
of going from like these avid supporters to all of a sudden

587
00:18:23.180 --> 00:18:26.180
just like Alex Sox, okay sell out.

588
00:18:26.180 --> 00:18:27.020
This is horrible.

589
00:18:27.020 --> 00:18:28.140
I can't believe I wasted my time

590
00:18:28.140 --> 00:18:30.140
but you hung through that.

591
00:18:30.140 --> 00:18:31.980
Did the very end when you said it was free.

592
00:18:31.980 --> 00:18:33.580
And then you had the book.

593
00:18:33.580 --> 00:18:35.260
What was going through your mind at that point?

594
00:18:35.260 --> 00:18:36.660
They don't know everything yet.

595
00:18:36.660 --> 00:18:39.700
So like I understand why some people would be upset.

596
00:18:39.700 --> 00:18:41.540
We have the last chapter hasn't been written yet.

597
00:18:41.580 --> 00:18:43.140
So it's like leaving a book halfway through.

598
00:18:43.140 --> 00:18:45.700
It's like okay, well, you haven't heard the whole story.

599
00:18:45.700 --> 00:18:49.900
And so I was willing to bet that the only loss

600
00:18:49.900 --> 00:18:51.340
that I would have would be the people

601
00:18:51.340 --> 00:18:53.940
who would have already have made it 60 minutes in.

602
00:18:53.940 --> 00:18:55.180
So I was willing to bet that the people who made it

603
00:18:55.180 --> 00:18:59.740
60 minutes in were going to make it another 15 minutes.

604
00:18:59.740 --> 00:19:04.340
And the only loss was the people who made it 60 dipped

605
00:19:04.340 --> 00:19:06.020
and then didn't make it the last 15.

606
00:19:06.020 --> 00:19:07.860
And that's like you know from video retention stuff.

607
00:19:07.860 --> 00:19:10.140
Like it's a tiny tiny time and in life it's even less.

608
00:19:10.140 --> 00:19:13.060
Like it's the retention curve on the videos like flat.

609
00:19:13.060 --> 00:19:16.460
It actually goes up during the entirety of that process

610
00:19:16.460 --> 00:19:18.500
because everyone wants to see a train wreck.

611
00:19:18.500 --> 00:19:20.180
Like everyone wants to see what's gonna happen.

612
00:19:20.180 --> 00:19:22.660
It's the ultimate open loop, the whole way through.

613
00:19:22.660 --> 00:19:24.060
And so yeah, I mean, I saw the comments.

614
00:19:24.060 --> 00:19:25.260
I knew that they didn't know.

615
00:19:25.260 --> 00:19:27.900
And if anything it just kind of got me,

616
00:19:27.900 --> 00:19:30.940
because I went into it knowing or at least expecting

617
00:19:30.940 --> 00:19:32.340
that was going to happen.

618
00:19:32.340 --> 00:19:35.740
And so I knew that it would just like be even crazier

619
00:19:35.740 --> 00:19:38.940
rubber band like snap when I flipped it.

620
00:19:39.180 --> 00:19:41.620
For me, it's sad to think that so many people would switch.

621
00:19:41.620 --> 00:19:43.140
Oh yeah, after two years of giving value.

622
00:19:43.140 --> 00:19:46.020
Yeah, it's like two years and they get upset

623
00:19:46.020 --> 00:19:49.420
at something that fast without even knowing anything.

624
00:19:49.420 --> 00:19:51.460
What do you think that says about people

625
00:19:51.460 --> 00:19:52.900
that are watching in general?

626
00:19:52.900 --> 00:19:54.100
I would say if you were one of those people

627
00:19:54.100 --> 00:19:55.980
who got upset for like a brief moment,

628
00:19:55.980 --> 00:19:58.060
I would look internally because if you get upset

629
00:19:58.060 --> 00:19:59.540
when people sell, good luck trying to sell.

630
00:19:59.540 --> 00:20:02.500
But people are people, they're gonna be them.

631
00:20:02.500 --> 00:20:03.940
I'm gonna do my best to serve the audience.

632
00:20:03.940 --> 00:20:06.300
And there are people who even though I give everything

633
00:20:06.300 --> 00:20:08.620
away for free, we're like what the hell?

634
00:20:08.620 --> 00:20:10.060
Now it's hard for us to compete.

635
00:20:10.060 --> 00:20:11.460
He's giving all the stuff away for free.

636
00:20:11.460 --> 00:20:13.860
Like there was my newsfeed was just all these people

637
00:20:13.860 --> 00:20:16.620
who were upset that I had given away stuff for free

638
00:20:16.620 --> 00:20:18.660
because it made it harder for them to sell stuff.

639
00:20:18.660 --> 00:20:21.420
So like there's no way to please everyone.

640
00:20:21.420 --> 00:20:23.060
And so like I kind of just went into it saying like,

641
00:20:23.060 --> 00:20:26.060
I will do what is right by me and what I have said.

642
00:20:26.060 --> 00:20:28.020
I will meet expectations.

643
00:20:28.020 --> 00:20:29.100
And like that is what I will commit to.

644
00:20:29.100 --> 00:20:30.380
If I say I will do something I will do it.

645
00:20:30.380 --> 00:20:31.460
I said I was going to do this thing

646
00:20:31.460 --> 00:20:32.300
and that's what I'm going to do.

647
00:20:32.300 --> 00:20:34.460
And the next book is gonna be cool

648
00:20:34.460 --> 00:20:36.500
and I'll have a whole new bag of tricks for that one.

649
00:20:36.500 --> 00:20:38.820
I'm just why do all of that for free?

650
00:20:38.820 --> 00:20:41.140
For those wondering just like why would you not

651
00:20:41.140 --> 00:20:41.980
try to make money?

652
00:20:41.980 --> 00:20:43.820
Why would you not try to get more of something?

653
00:20:43.820 --> 00:20:45.260
I saw so many Twitter threads

654
00:20:45.260 --> 00:20:47.620
that were analyzing how much you would have made

655
00:20:47.620 --> 00:20:50.140
had you charged at different price points.

656
00:20:50.140 --> 00:20:51.380
I would have made about 50 million.

657
00:20:51.380 --> 00:20:52.220
Yeah.

658
00:20:52.220 --> 00:20:55.020
So why turn down 50 million dollars?

659
00:20:55.020 --> 00:20:57.780
Because I have, I'm not trying to make 50 million dollars.

660
00:20:57.780 --> 00:20:59.140
I'm trying to make a billion dollars.

661
00:20:59.140 --> 00:21:01.180
And that's me making 50's not gonna,

662
00:21:01.180 --> 00:21:03.220
it's not really gonna make a big dent in that.

663
00:21:03.220 --> 00:21:04.780
And so I believe.

664
00:21:04.780 --> 00:21:06.940
But though, no, is that five percent?

665
00:21:06.940 --> 00:21:08.100
Yeah, you know.

666
00:21:08.100 --> 00:21:09.140
But like, substantial.

667
00:21:09.140 --> 00:21:11.140
I think it, so we're gonna take a segue

668
00:21:11.140 --> 00:21:12.580
and I think you'll like it.

669
00:21:12.580 --> 00:21:13.740
You'll find this interesting call.

670
00:21:13.740 --> 00:21:16.220
So I have my next book coming out

671
00:21:16.220 --> 00:21:18.060
but the book after that is the one that I'm thinking about

672
00:21:18.060 --> 00:21:19.380
because I already ridden the next book.

673
00:21:19.380 --> 00:21:21.220
And I wasn't going to write this next one

674
00:21:21.220 --> 00:21:22.860
but it's the one that's been like on my mind the most

675
00:21:22.860 --> 00:21:24.340
which is on branding.

676
00:21:24.340 --> 00:21:27.260
And I think it is one of the most misunderstood concepts

677
00:21:27.260 --> 00:21:30.100
and I think it's why so few people can build big things.

678
00:21:30.100 --> 00:21:32.940
And I think brand is the single most valuable thing

679
00:21:32.940 --> 00:21:34.220
that you can build in a business

680
00:21:34.220 --> 00:21:37.140
because brand is basically persuasion

681
00:21:37.140 --> 00:21:39.020
or suggestion or influence at scale.

682
00:21:39.020 --> 00:21:40.620
And so if you were to go to like the etymology of brand,

683
00:21:40.620 --> 00:21:41.980
like what is branding come from?

684
00:21:41.980 --> 00:21:43.300
Braining comes from cattle, right?

685
00:21:43.300 --> 00:21:45.100
You see your cattle with your brand

686
00:21:45.100 --> 00:21:46.340
and you literally brand them.

687
00:21:46.340 --> 00:21:47.580
And what is the point of that?

688
00:21:47.580 --> 00:21:50.260
The point of that is to change someone else's behavior.

689
00:21:50.260 --> 00:21:52.700
So if you have two cows, one that has a brand and one doesn't,

690
00:21:52.700 --> 00:21:54.900
the one that doesn't have a brand, you will treat differently

691
00:21:54.900 --> 00:21:55.740
than the one that does have a brand.

692
00:21:55.740 --> 00:21:57.380
The one that does have a brand you might return to its owner,

693
00:21:57.380 --> 00:21:58.380
you might steal it, you might kill it,

694
00:21:58.380 --> 00:21:59.860
depending on your relationship with the owner,

695
00:21:59.860 --> 00:22:02.300
which then depending on the brand, you'll behave differently.

696
00:22:02.340 --> 00:22:04.580
But at the end of the day, it will change your behavior.

697
00:22:04.580 --> 00:22:08.020
And so the point of a brand is to actually teach

698
00:22:08.020 --> 00:22:09.220
a change of behavior.

699
00:22:09.220 --> 00:22:11.020
And so if you have a white shirt that's plain

700
00:22:11.020 --> 00:22:11.900
and a white shirt with a check mark,

701
00:22:11.900 --> 00:22:13.180
you train a behavior that you want people

702
00:22:13.180 --> 00:22:14.580
to do something when they see that

703
00:22:14.580 --> 00:22:16.340
and then behave accordingly.

704
00:22:16.340 --> 00:22:18.740
And so the idea of branding is basically teaching.

705
00:22:18.740 --> 00:22:20.500
It's pairing, it's making associations

706
00:22:20.500 --> 00:22:22.540
between things people know, things people don't know.

707
00:22:22.540 --> 00:22:23.740
And then you do that enough time.

708
00:22:23.740 --> 00:22:25.820
Like if I wear this hat out of times,

709
00:22:25.820 --> 00:22:27.220
people eventually just want to wear the hat

710
00:22:27.220 --> 00:22:29.460
if they like what I have associated the hat with.

711
00:22:29.460 --> 00:22:31.740
If they like me, like fitness, they like free value,

712
00:22:32.260 --> 00:22:33.660
the values in general that I stand for,

713
00:22:33.660 --> 00:22:34.660
they will start associating that.

714
00:22:34.660 --> 00:22:35.580
If they want to be more patient,

715
00:22:35.580 --> 00:22:36.540
they want to be more ambitious,

716
00:22:36.540 --> 00:22:37.780
they want to be more fit,

717
00:22:37.780 --> 00:22:39.340
want to be more driven whatever it is,

718
00:22:39.340 --> 00:22:41.260
whatever they associate me with,

719
00:22:41.260 --> 00:22:43.900
they might put this hat on because it stands for that for them.

720
00:22:43.900 --> 00:22:45.500
They've made that association.

721
00:22:45.500 --> 00:22:47.660
And so they'd be willing to pay more for this hat

722
00:22:47.660 --> 00:22:50.380
than just a generic hat, and like that is branding.

723
00:22:50.380 --> 00:22:52.820
And so to the point that you might as like,

724
00:22:52.820 --> 00:22:54.580
why not make 50 million?

725
00:22:54.580 --> 00:22:57.020
I think that I want my brand to stand for something

726
00:22:57.020 --> 00:22:58.540
more than that.

727
00:22:58.540 --> 00:23:00.220
And so I made it the mission

728
00:23:00.220 --> 00:23:02.380
to make real business education accessible for everyone.

729
00:23:02.380 --> 00:23:03.620
And that is what I have been.

730
00:23:03.620 --> 00:23:06.300
I have not wavered from that since I started doing this.

731
00:23:06.300 --> 00:23:08.020
And I have two aspects to that.

732
00:23:08.020 --> 00:23:11.460
One is like the distribution of how do I get this to everybody?

733
00:23:11.460 --> 00:23:12.500
And how to make it accessible?

734
00:23:12.500 --> 00:23:13.460
And that has multiple levels to it,

735
00:23:13.460 --> 00:23:15.420
which is one is like, is it easy to understand?

736
00:23:15.420 --> 00:23:17.420
But also like, is it fun and entertaining?

737
00:23:17.420 --> 00:23:18.260
And I'm getting better at that.

738
00:23:18.260 --> 00:23:20.660
I think I'm better at the easy to understand part.

739
00:23:20.660 --> 00:23:23.580
I'm still working on how do I make this more entertaining

740
00:23:23.580 --> 00:23:27.780
so that like a stay at home mom will actually click

741
00:23:27.780 --> 00:23:30.260
and maybe get interested in something like this.

742
00:23:30.260 --> 00:23:32.020
And maybe recommend her son or her daughter

743
00:23:32.020 --> 00:23:33.060
to like watch something like that.

744
00:23:33.060 --> 00:23:33.900
I'm not there yet.

745
00:23:33.900 --> 00:23:35.540
Like, but that's like in order for me

746
00:23:35.540 --> 00:23:37.420
to get that level of accessibility,

747
00:23:37.420 --> 00:23:38.700
like I need to get better.

748
00:23:38.700 --> 00:23:40.580
But on the flip side, the context

749
00:23:40.580 --> 00:23:42.740
that the content is consumed within

750
00:23:42.740 --> 00:23:43.820
is basically my background.

751
00:23:43.820 --> 00:23:44.660
So like at the very beginning,

752
00:23:44.660 --> 00:23:45.940
you're like, hey, just for everybody who doesn't know,

753
00:23:45.940 --> 00:23:46.940
here's this guy.

754
00:23:46.940 --> 00:23:49.580
Right, if I had said, hey, I make $100,000 a year,

755
00:23:49.580 --> 00:23:52.580
listen to me, I think fewer people would listen to me.

756
00:23:52.580 --> 00:23:53.580
I mean, maybe some would,

757
00:23:53.580 --> 00:23:56.060
but like far fewer would listen to me as a quote,

758
00:23:56.060 --> 00:23:58.740
authority on making money in general.

759
00:23:58.740 --> 00:24:00.380
We had to provide the context up front

760
00:24:00.380 --> 00:24:02.380
because the context is, in my opinion,

761
00:24:02.380 --> 00:24:04.980
a larger percentage of the message than message itself.

762
00:24:04.980 --> 00:24:06.620
Like Elon Musk can tweet on the toilet

763
00:24:06.620 --> 00:24:08.420
and say like, I'm shitting right now.

764
00:24:08.420 --> 00:24:10.100
And everyone will like think it's hilarious

765
00:24:10.100 --> 00:24:10.940
and whatever.

766
00:24:10.940 --> 00:24:12.700
If I tweet that or you tweet that,

767
00:24:12.700 --> 00:24:14.300
we probably wouldn't have the same response

768
00:24:14.300 --> 00:24:16.900
because we're not the richest man in the world.

769
00:24:16.900 --> 00:24:18.700
And so like that message is consumed

770
00:24:18.700 --> 00:24:20.340
within the context of Elon Musk.

771
00:24:20.340 --> 00:24:23.780
And so what I'm building with my personal brand

772
00:24:23.780 --> 00:24:27.100
is the context to deliver a message

773
00:24:27.100 --> 00:24:28.460
at scale that I want to deliver.

774
00:24:28.460 --> 00:24:29.300
And we're not there yet.

775
00:24:29.300 --> 00:24:32.100
And so this is much more of like a 10 year, 15, 20 year plan

776
00:24:32.100 --> 00:24:33.900
that I'm trying to outline.

777
00:24:33.900 --> 00:24:35.820
And I'm showing pages one at a time.

778
00:24:35.820 --> 00:24:36.980
Like the book conscious is one piece.

779
00:24:36.980 --> 00:24:38.300
There's gonna be another piece next year.

780
00:24:38.300 --> 00:24:40.620
And like people will see that as it unveils.

781
00:24:40.620 --> 00:24:42.780
So it's more about the perception of you

782
00:24:42.780 --> 00:24:44.900
rather than potentially optimizing for impact

783
00:24:44.900 --> 00:24:46.340
because there is an argument I feel like to be had

784
00:24:46.340 --> 00:24:47.740
if you were to charge some money for the book,

785
00:24:47.740 --> 00:24:49.300
I do think people would pay more attention

786
00:24:49.300 --> 00:24:51.260
and potentially it would make more of an impact

787
00:24:51.260 --> 00:24:52.820
on those who do read it

788
00:24:52.860 --> 00:24:54.740
than just giving it out universally for free.

789
00:24:54.740 --> 00:24:55.580
I'll give you the argument for it.

790
00:24:55.580 --> 00:24:57.820
So I do think that perception overall, people are like,

791
00:24:57.820 --> 00:24:59.980
oh, this is the guy that gives all of this value for free.

792
00:24:59.980 --> 00:25:01.900
Whether or not it impacts them, who's to say?

793
00:25:01.900 --> 00:25:03.300
So I've been on both sides of this.

794
00:25:03.300 --> 00:25:04.580
I have charged lots of money for things.

795
00:25:04.580 --> 00:25:06.780
And so you make a greater impact

796
00:25:06.780 --> 00:25:08.260
giving way things for free.

797
00:25:08.260 --> 00:25:09.580
That's just objective, you'd say?

798
00:25:09.580 --> 00:25:10.420
Yes.

799
00:25:10.420 --> 00:25:12.380
Because you get a hundred times more people to consume it.

800
00:25:12.380 --> 00:25:13.980
But the percentage of people who consume it

801
00:25:13.980 --> 00:25:15.140
who are impacted is smaller.

802
00:25:16.060 --> 00:25:17.540
So if I charge for something,

803
00:25:17.540 --> 00:25:19.620
a higher percentage of people who consume the thing

804
00:25:19.620 --> 00:25:22.300
if they paid for it will be likely to follow through

805
00:25:22.540 --> 00:25:25.780
but if it's free a hundred times, a thousand times

806
00:25:25.780 --> 00:25:26.980
more people will consume it,

807
00:25:26.980 --> 00:25:28.820
but a smaller percentage,

808
00:25:28.820 --> 00:25:31.540
but a larger absolute amount of people will be impacted.

809
00:25:31.540 --> 00:25:33.820
I respect the objectivity on that

810
00:25:33.820 --> 00:25:34.660
or the objective answer.

811
00:25:34.660 --> 00:25:35.500
Cause I had to do that.

812
00:25:35.500 --> 00:25:36.340
Cause I had to do it.

813
00:25:36.340 --> 00:25:37.540
Cause I had to deal with that myself.

814
00:25:37.540 --> 00:25:39.780
I was like, well, if I claim this, like,

815
00:25:39.780 --> 00:25:42.180
now if you have like, for example, a really in debt,

816
00:25:42.180 --> 00:25:44.020
like if I were, if I were flying out to people's houses

817
00:25:44.020 --> 00:25:45.820
and trying to like do huge interventions with people

818
00:25:45.820 --> 00:25:48.820
and like recook their shit, like, no, you can't do that for free.

819
00:25:48.820 --> 00:25:51.420
But like there are certain things that you can give away

820
00:25:51.540 --> 00:25:53.460
for free, information, give away for free, media in general.

821
00:25:53.460 --> 00:25:55.100
Like you can give away for free software.

822
00:25:55.100 --> 00:25:56.580
If you're really good at coding, give away for free.

823
00:25:56.580 --> 00:25:58.180
Like there are elements, there are things you can give away

824
00:25:58.180 --> 00:25:59.780
for free tools sometimes.

825
00:25:59.780 --> 00:26:02.620
And I think that this is from a business perspective,

826
00:26:02.620 --> 00:26:05.860
you ultimately make more money serving a huge amount of people

827
00:26:05.860 --> 00:26:07.740
and then having some bar that people can jump over.

828
00:26:07.740 --> 00:26:09.580
Now I purposely put my bar really high

829
00:26:09.580 --> 00:26:12.060
because I know that like I only need one Facebook.

830
00:26:12.060 --> 00:26:14.180
Like people would be surprised by how few deals we do.

831
00:26:14.180 --> 00:26:17.100
Like I get 2,000, I get 2,400 companies a month

832
00:26:17.100 --> 00:26:19.860
that reach out to me to do a deal every month inbound.

833
00:26:19.860 --> 00:26:20.860
Like can we do a deal with you?

834
00:26:20.900 --> 00:26:24.420
And in two years I've done 22 deals in total.

835
00:26:25.420 --> 00:26:27.940
So like you look at that over, you know,

836
00:26:27.940 --> 00:26:31.740
whatever, like a 50,000, 60,000 deals that I've looked at

837
00:26:31.740 --> 00:26:32.860
and I've done 22.

838
00:26:32.860 --> 00:26:33.700
It's very small.

839
00:26:33.700 --> 00:26:35.980
Part of me thinks what's the message that you want to share

840
00:26:35.980 --> 00:26:38.140
that you can't already share with your platform?

841
00:26:38.140 --> 00:26:39.340
It seems like the platform is big enough

842
00:26:39.340 --> 00:26:41.500
that whatever you say will have an impact.

843
00:26:41.500 --> 00:26:43.700
What can you not already do right now?

844
00:26:43.700 --> 00:26:44.700
I don't think it's what I can do.

845
00:26:44.700 --> 00:26:46.500
I think it's who will reach.

846
00:26:46.500 --> 00:26:48.300
So like I think right now sure I've got whatever,

847
00:26:48.300 --> 00:26:50.620
six, seven million, whatever followers

848
00:26:50.620 --> 00:26:52.220
across different social medias and whatnot

849
00:26:52.220 --> 00:26:54.300
but there's a different level of impact there

850
00:26:54.300 --> 00:26:56.780
compared to if I had 70 across that.

851
00:26:56.780 --> 00:26:57.820
And I'm still learning this game.

852
00:26:57.820 --> 00:26:59.460
I'm like super new to this.

853
00:26:59.460 --> 00:27:01.260
I came from the business side and was like,

854
00:27:01.260 --> 00:27:02.780
I see the value in this.

855
00:27:02.780 --> 00:27:04.580
And part of this because just my general review

856
00:27:04.580 --> 00:27:06.020
is like I believe in education over everything.

857
00:27:06.020 --> 00:27:08.580
And I think that if you die and you die with any knowledge

858
00:27:08.580 --> 00:27:09.780
left in your brain that you have in shape

859
00:27:09.780 --> 00:27:12.180
with other people, it's just a waste of life.

860
00:27:12.180 --> 00:27:14.380
Like the idea that you could learn something

861
00:27:14.380 --> 00:27:16.100
and then share it with no one and then die

862
00:27:16.100 --> 00:27:17.300
is just such a waste.

863
00:27:17.300 --> 00:27:18.460
It would be like the guy inventing the wheel

864
00:27:18.460 --> 00:27:20.260
and be like nah, not sharing it.

865
00:27:20.260 --> 00:27:21.100
Like why?

866
00:27:21.100 --> 00:27:24.500
Do you have firm long-term goals on why you focus

867
00:27:24.500 --> 00:27:26.300
so much on branding, what you're optimizing for?

868
00:27:26.300 --> 00:27:28.900
Is it for the next Facebook or is it for something?

869
00:27:28.900 --> 00:27:32.260
So I mean, I've built this brand on the idea of faith

870
00:27:32.260 --> 00:27:35.100
which is that like I believe that opportunities

871
00:27:35.100 --> 00:27:36.660
present themselves when they're right.

872
00:27:36.660 --> 00:27:38.420
And I like, it's not like I'm sure with you

873
00:27:38.420 --> 00:27:39.740
like there's no shortage of opportunities.

874
00:27:39.740 --> 00:27:40.980
The amount of things that kind of come my way

875
00:27:40.980 --> 00:27:42.580
but it's like it has to be the right one.

876
00:27:42.580 --> 00:27:43.940
And I'll know when I see it.

877
00:27:43.940 --> 00:27:45.020
But yeah, I'm pretty patient about it

878
00:27:45.020 --> 00:27:46.140
because I also enjoy doing it.

879
00:27:46.140 --> 00:27:47.380
Like the only reason I can still do this

880
00:27:47.380 --> 00:27:48.220
is because I enjoy doing it.

881
00:27:48.220 --> 00:27:49.700
And I also have other means of income.

882
00:27:49.700 --> 00:27:51.420
I think it's worth saving the context

883
00:27:51.420 --> 00:27:53.340
that I can deliver the message in

884
00:27:53.340 --> 00:27:55.780
to give away some of the short-term money

885
00:27:55.780 --> 00:27:58.700
to have the trust of a much larger audience later.

886
00:27:58.700 --> 00:28:00.900
How much did you end up making from that?

887
00:28:00.900 --> 00:28:02.660
I think it was like five million.

888
00:28:02.660 --> 00:28:03.860
Still impressive.

889
00:28:03.860 --> 00:28:04.700
Yeah, I think.

890
00:28:04.700 --> 00:28:06.220
Yeah, in 30 bucks.

891
00:28:06.220 --> 00:28:07.740
Yeah, it takes a lot of work.

892
00:28:07.740 --> 00:28:08.580
Exactly.

893
00:28:08.580 --> 00:28:11.220
Yeah, I mean, the books probably in general right now

894
00:28:11.220 --> 00:28:13.140
make about a million bucks a month

895
00:28:13.140 --> 00:28:15.420
but like it's not an efficient business.

896
00:28:15.420 --> 00:28:16.660
You know what I mean, like books are not

897
00:28:16.660 --> 00:28:17.860
a great business to get into.

898
00:28:17.860 --> 00:28:20.420
Like there's cost, there's no price control on a book.

899
00:28:20.420 --> 00:28:21.900
Like you can't charge $50 for a book.

900
00:28:21.900 --> 00:28:23.660
Like you're stuck at what books go for,

901
00:28:23.660 --> 00:28:24.500
which is 29 bucks.

902
00:28:24.500 --> 00:28:26.100
Like that's what books go for, right?

903
00:28:26.100 --> 00:28:27.300
It's an actual physical product

904
00:28:27.300 --> 00:28:28.140
that you have to mail to everyone.

905
00:28:28.140 --> 00:28:29.700
So you've got logistics, you've got shipping,

906
00:28:29.700 --> 00:28:30.540
you have to print the books.

907
00:28:30.540 --> 00:28:33.060
Like there's a lot of costs that go into just like 29 bucks.

908
00:28:33.060 --> 00:28:35.020
And then you make the margin on that.

909
00:28:35.020 --> 00:28:36.580
So on a million a month,

910
00:28:36.580 --> 00:28:39.260
what's your net profit on something like that?

911
00:28:39.260 --> 00:28:40.900
360, I think.

912
00:28:40.900 --> 00:28:42.820
It seems like that's still incredible.

913
00:28:42.820 --> 00:28:44.700
I'm just for a book.

914
00:28:44.700 --> 00:28:45.820
Yeah, no, I mean, don't be wrong.

915
00:28:45.820 --> 00:28:47.620
It's a top, like there's whatever.

916
00:28:47.620 --> 00:28:50.020
It's 60 million titles on Amazon.

917
00:28:50.020 --> 00:28:52.100
Both books are top 200.

918
00:28:52.100 --> 00:28:53.820
Like it's point, it's like not a 1% book.

919
00:28:53.820 --> 00:28:56.780
It's like a 0.001% book.

920
00:28:56.780 --> 00:28:59.180
Yeah, we were talking to Mark Manson recently.

921
00:28:59.180 --> 00:29:01.940
And he told us that I think it was like $20, $30 million.

922
00:29:01.940 --> 00:29:02.940
And he really did the math.

923
00:29:02.940 --> 00:29:05.940
The reverse engineered how much one successful book

924
00:29:05.940 --> 00:29:07.820
made net profit.

925
00:29:07.820 --> 00:29:08.660
Yeah.

926
00:29:08.660 --> 00:29:09.500
Which is incredible.

927
00:29:09.500 --> 00:29:12.060
I mean, it's why Ingram built like owns Vanderbilt.

928
00:29:12.060 --> 00:29:13.980
University like Ingram is publishers.

929
00:29:14.020 --> 00:29:15.500
Like you literally print money.

930
00:29:15.500 --> 00:29:17.100
Well, the thing that's interesting with books

931
00:29:17.100 --> 00:29:18.820
is that they're the oldest form media, right?

932
00:29:18.820 --> 00:29:21.220
And so you print a book.

933
00:29:21.220 --> 00:29:24.860
And if the book is good enough that when people read the book,

934
00:29:24.860 --> 00:29:26.300
more than like on average,

935
00:29:26.300 --> 00:29:29.060
each book creates at least more than one other book buyer

936
00:29:29.060 --> 00:29:30.780
from like Word of Mouth,

937
00:29:30.780 --> 00:29:32.100
then it just becomes a perennial.

938
00:29:32.100 --> 00:29:33.500
Like how, I think about how to make friends

939
00:29:33.500 --> 00:29:34.700
that influence people, you know,

940
00:29:34.700 --> 00:29:36.500
habits of successful people, Stephen Covey,

941
00:29:36.500 --> 00:29:38.860
like Rich Stapordad, Dave Ramsey,

942
00:29:38.860 --> 00:29:41.460
his millionaire makeover, those ones, right?

943
00:29:41.460 --> 00:29:44.740
Like those books, when you sell 5 million copies of a book,

944
00:29:44.740 --> 00:29:45.660
it's $30.

945
00:29:45.660 --> 00:29:47.580
That's $150 million.

946
00:29:48.860 --> 00:29:51.460
And so, and now might that might be spent over a decade,

947
00:29:51.460 --> 00:29:53.620
but the thing is like Stephen King still collects checks

948
00:29:53.620 --> 00:29:55.940
for carry, like still.

949
00:29:55.940 --> 00:29:57.340
And so from a leverage perspective,

950
00:29:57.340 --> 00:29:58.180
it's kind of interesting.

951
00:29:58.180 --> 00:29:59.500
Like now that I'm in the publishing business,

952
00:29:59.500 --> 00:30:00.420
which is kind of ironic,

953
00:30:00.420 --> 00:30:02.900
because I guess I'm a top super high percentage author,

954
00:30:02.900 --> 00:30:04.500
but like I don't consider myself on that way.

955
00:30:04.500 --> 00:30:05.580
It is a really interesting business

956
00:30:05.580 --> 00:30:08.340
because it requires almost no employees

957
00:30:08.340 --> 00:30:10.460
if any, like I employ my father in law.

958
00:30:10.460 --> 00:30:11.740
It's my only direct report.

959
00:30:11.740 --> 00:30:13.580
And he, I just like, just managed the book stuff.

960
00:30:13.580 --> 00:30:14.420
Just in general.

961
00:30:14.420 --> 00:30:16.540
Like the Amazon listings in the warehouse,

962
00:30:16.540 --> 00:30:17.340
in the printer, you know,

963
00:30:17.340 --> 00:30:18.340
making sure we order more books,

964
00:30:18.340 --> 00:30:19.340
like just arrange all that.

965
00:30:19.340 --> 00:30:20.180
And so he does that.

966
00:30:20.180 --> 00:30:22.020
But like, we could probably do it,

967
00:30:22.020 --> 00:30:24.180
or I could take a few hours and do that, I just don't.

968
00:30:24.180 --> 00:30:26.700
What's the difference between putting that in a book

969
00:30:26.700 --> 00:30:30.140
and making like a YouTube video that's 10 hours long?

970
00:30:30.140 --> 00:30:31.340
I do it, I mean, I did that too.

971
00:30:31.340 --> 00:30:32.180
Yeah.

972
00:30:32.180 --> 00:30:33.260
So I just did it in every format.

973
00:30:33.260 --> 00:30:35.220
So it's like if you want a physical copy of the book,

974
00:30:35.220 --> 00:30:37.060
then you can pay for a physical copy of the book.

975
00:30:37.060 --> 00:30:38.620
But you can literally get an audio version of the book

976
00:30:38.620 --> 00:30:41.220
for free on my podcast and not pay for it.

977
00:30:41.220 --> 00:30:44.420
You can get the video version for free on my website,

978
00:30:44.420 --> 00:30:46.100
not even opt in for it, it's free on the site.

979
00:30:46.100 --> 00:30:47.140
You can watch the entire book

980
00:30:47.140 --> 00:30:48.500
just with a visual presentation

981
00:30:48.500 --> 00:30:49.980
because if I'm going to try to make it accessible

982
00:30:49.980 --> 00:30:51.500
for everyone, then I need to make it

983
00:30:51.500 --> 00:30:52.500
for whatever learning format.

984
00:30:52.500 --> 00:30:54.020
A lot of people don't read.

985
00:30:54.020 --> 00:30:54.860
A lot of people only watch video.

986
00:30:54.860 --> 00:30:55.780
A lot of people only listen.

987
00:30:55.780 --> 00:30:57.300
Everyone's very different in terms of how they consume.

988
00:30:57.300 --> 00:30:59.020
And so I just wanted to make it for everyone.

989
00:30:59.020 --> 00:30:59.900
You might find this interesting.

990
00:30:59.900 --> 00:31:01.860
It's like an almost perfect split

991
00:31:01.860 --> 00:31:03.980
of how people consume it.

992
00:31:03.980 --> 00:31:05.660
So it's almost, I think it's 25%,

993
00:31:05.660 --> 00:31:09.420
hard copy, 25% ebook, 25% audio,

994
00:31:09.420 --> 00:31:10.820
and then 25% like video.

995
00:31:10.820 --> 00:31:12.380
What do you think the biggest problem people have

996
00:31:12.380 --> 00:31:14.460
right now is when it comes to business?

997
00:31:15.460 --> 00:31:16.300
Oh man.

998
00:31:16.300 --> 00:31:17.820
Just from your observation,

999
00:31:17.820 --> 00:31:20.260
because up 200,000 people watching it,

1000
00:31:20.260 --> 00:31:21.100
you have to notice,

1001
00:31:21.100 --> 00:31:22.780
these 200,000 people have a problem

1002
00:31:22.780 --> 00:31:24.220
that they're trying to solve.

1003
00:31:24.220 --> 00:31:25.780
It's got to be some solution that you have

1004
00:31:25.780 --> 00:31:26.620
that they won't.

1005
00:31:26.620 --> 00:31:28.300
That I have.

1006
00:31:28.300 --> 00:31:31.540
No honestly, I think a lot of it is people overthink a lot.

1007
00:31:31.540 --> 00:31:33.940
And they use overthinking as a proxy for action

1008
00:31:33.940 --> 00:31:34.820
and it just isn't.

1009
00:31:34.820 --> 00:31:35.940
They think that they're being productive

1010
00:31:35.940 --> 00:31:37.020
by thinking more about the business

1011
00:31:37.020 --> 00:31:38.980
they want to start rather than just starting it.

1012
00:31:38.980 --> 00:31:39.980
And it's just, it's fear.

1013
00:31:39.980 --> 00:31:42.940
You can boil all of this down to fear of rejection.

1014
00:31:42.940 --> 00:31:44.180
People are okay with failing.

1015
00:31:44.180 --> 00:31:46.140
They're just not okay with other people seeing them fail.

1016
00:31:46.140 --> 00:31:49.060
For success, let's say a recipe for success,

1017
00:31:49.060 --> 00:31:51.780
what percentage would you say should be thinking

1018
00:31:51.780 --> 00:31:53.380
about action versus action?

1019
00:31:53.380 --> 00:31:56.060
Like premeditating what you're going to do versus action?

1020
00:31:56.060 --> 00:31:56.900
Yeah, in the beginning,

1021
00:31:56.900 --> 00:31:58.940
you need to think a lot less and do a lot more.

1022
00:31:58.940 --> 00:31:59.740
And the more advanced you are,

1023
00:31:59.740 --> 00:32:01.340
the more you need to think unless you need to do.

1024
00:32:01.340 --> 00:32:02.580
It just flips over time.

1025
00:32:02.580 --> 00:32:04.580
And you just know automatically that,

1026
00:32:04.580 --> 00:32:05.820
I think it happens naturally.

1027
00:32:05.820 --> 00:32:06.660
Like I don't think, you know,

1028
00:32:06.660 --> 00:32:07.500
think about Warren Buffett.

1029
00:32:07.500 --> 00:32:08.620
He makes like one move a year.

1030
00:32:08.620 --> 00:32:10.420
And it's like he spends basically the rest of the time

1031
00:32:10.420 --> 00:32:12.220
trying to make the right decision.

1032
00:32:12.220 --> 00:32:13.460
And so like you move,

1033
00:32:13.460 --> 00:32:15.020
the speed with which you move through business

1034
00:32:15.020 --> 00:32:16.620
is directly proportional amount of leverage

1035
00:32:16.620 --> 00:32:18.540
you have with the actions you take.

1036
00:32:18.540 --> 00:32:20.140
And so leverage being defined as the difference

1037
00:32:20.140 --> 00:32:21.180
in what you put into what you get out.

1038
00:32:21.180 --> 00:32:22.300
Like if you have a lot of leverage,

1039
00:32:22.300 --> 00:32:23.500
then like with this podcast,

1040
00:32:23.500 --> 00:32:24.340
we have a lot of leverage.

1041
00:32:24.340 --> 00:32:25.660
Like there's a lot of people that will listen to this

1042
00:32:25.660 --> 00:32:27.780
even though we might only take us a couple hours, right?

1043
00:32:27.780 --> 00:32:28.620
To do this.

1044
00:32:28.620 --> 00:32:29.700
So there's, we put a little bit in,

1045
00:32:29.700 --> 00:32:31.420
but we get hundreds of thousands of people

1046
00:32:31.420 --> 00:32:33.460
who will see and listen to this later.

1047
00:32:33.460 --> 00:32:34.820
But when you start, you don't have leverage.

1048
00:32:34.820 --> 00:32:35.740
And so you need to make up for that

1049
00:32:35.740 --> 00:32:37.900
with just shit loads and shit loads of effort.

1050
00:32:37.900 --> 00:32:40.100
And basically do, like you can see output

1051
00:32:40.100 --> 00:32:43.300
as volume of repetitions,

1052
00:32:43.300 --> 00:32:44.940
times leverage equals output.

1053
00:32:44.940 --> 00:32:45.980
And if you have no leverage,

1054
00:32:45.980 --> 00:32:47.940
then you just need to crank on volume

1055
00:32:47.940 --> 00:32:48.940
until you can create leverage.

1056
00:32:48.940 --> 00:32:50.380
And one of the things that creates leverage is skill.

1057
00:32:50.380 --> 00:32:52.500
So like Graham can make a video

1058
00:32:52.500 --> 00:32:53.660
and someone else can make a video.

1059
00:32:53.660 --> 00:32:55.820
And it might take Graham and the other person

1060
00:32:55.820 --> 00:32:57.420
the same amount of time to make the video

1061
00:32:57.420 --> 00:32:59.300
and Graham's video will have a hundred times more people

1062
00:32:59.300 --> 00:33:00.340
who see it.

1063
00:33:00.340 --> 00:33:01.180
That's leverage.

1064
00:33:01.180 --> 00:33:02.580
Skill created that leverage.

1065
00:33:02.580 --> 00:33:03.620
But how do you get the skill,

1066
00:33:03.620 --> 00:33:05.380
the volume that he did beforehand?

1067
00:33:05.380 --> 00:33:08.340
You can work smarter, not harder,

1068
00:33:08.340 --> 00:33:10.660
but you have to work hard in order to work smarter.

1069
00:33:12.020 --> 00:33:13.820
So you have to do that first.

1070
00:33:13.820 --> 00:33:17.100
So we just had on Dr. K or healthy gamer on the podcast.

1071
00:33:17.100 --> 00:33:19.620
I wanted to know how people start taking action

1072
00:33:19.620 --> 00:33:20.940
in the first place.

1073
00:33:20.940 --> 00:33:22.340
And he gave me a very interesting answer.

1074
00:33:22.340 --> 00:33:23.540
I wanna know what your answer is.

1075
00:33:23.540 --> 00:33:24.660
Like if they can't find motivation

1076
00:33:24.660 --> 00:33:26.820
to just start taking action in the first place,

1077
00:33:26.820 --> 00:33:29.580
where do they start, if not just action?

1078
00:33:29.900 --> 00:33:34.060
I think motivation can be measured by its equal opposite,

1079
00:33:34.060 --> 00:33:35.660
which is deprivation.

1080
00:33:35.660 --> 00:33:37.820
So you want water.

1081
00:33:37.820 --> 00:33:39.020
You're motivated to get in water

1082
00:33:39.020 --> 00:33:41.460
to directly proportional how thirst you are.

1083
00:33:41.460 --> 00:33:42.900
You were horny in the direct proportion

1084
00:33:42.900 --> 00:33:45.940
to how long it's been, I'll leave it that.

1085
00:33:45.940 --> 00:33:47.580
And so those are physiological needs

1086
00:33:47.580 --> 00:33:49.180
that most people kind of understand.

1087
00:33:49.180 --> 00:33:50.180
Like hunger works the same way.

1088
00:33:50.180 --> 00:33:51.460
Like you're really hungry if you have need

1089
00:33:51.460 --> 00:33:53.020
and also you're more deprived or more motivated.

1090
00:33:53.020 --> 00:33:54.420
So money is kind of interesting

1091
00:33:54.420 --> 00:33:56.420
because you then think, okay, well poor people

1092
00:33:56.420 --> 00:33:57.260
should be the most motivated,

1093
00:33:57.260 --> 00:33:59.700
but that we can see with our eyes that that's not the case.

1094
00:33:59.700 --> 00:34:01.340
So then like what's different there?

1095
00:34:01.340 --> 00:34:03.660
Is that the deprivation has to be perceived.

1096
00:34:03.660 --> 00:34:05.260
So like you feel when you're hungry,

1097
00:34:05.260 --> 00:34:07.580
like you have a physiological need to eat or you'll die.

1098
00:34:07.580 --> 00:34:12.060
But I see more motivation among rich people to make money,

1099
00:34:12.060 --> 00:34:14.220
which by that context would mean

1100
00:34:14.220 --> 00:34:16.100
that they feel more deprived of money

1101
00:34:16.100 --> 00:34:17.140
than poor people do.

1102
00:34:17.140 --> 00:34:18.580
And I would say me personally, like I'm talking about

1103
00:34:18.580 --> 00:34:20.460
how I wanna get to a billion dollars plus,

1104
00:34:20.460 --> 00:34:22.620
I'm extremely motivated.

1105
00:34:22.620 --> 00:34:24.860
And the difference between my current level of wealth

1106
00:34:24.860 --> 00:34:27.580
and a billion dollars is greater than the person

1107
00:34:27.580 --> 00:34:28.820
who is at 5,000 dollars a month,

1108
00:34:28.820 --> 00:34:29.980
who wants to make 10,000 dollars a month,

1109
00:34:29.980 --> 00:34:31.860
both in relative and absolute amounts.

1110
00:34:31.860 --> 00:34:34.300
I'm more deprived of my goal than they are.

1111
00:34:34.300 --> 00:34:35.620
And so I'm more motivated.

1112
00:34:35.620 --> 00:34:38.380
And so from a tactical perspective,

1113
00:34:38.380 --> 00:34:39.740
if you wanna change your behavior,

1114
00:34:39.740 --> 00:34:41.260
you need to change your environment.

1115
00:34:41.260 --> 00:34:43.140
It's the fastest way to change behavior.

1116
00:34:43.140 --> 00:34:44.220
Like if you wanna get good at swimming,

1117
00:34:44.220 --> 00:34:45.860
you join a great swim team.

1118
00:34:45.860 --> 00:34:46.700
It's the fastest way.

1119
00:34:46.700 --> 00:34:47.660
Like you wanted to get great at ping pong,

1120
00:34:47.660 --> 00:34:50.100
you join a great ping pong team.

1121
00:34:50.100 --> 00:34:50.940
And you play on the team,

1122
00:34:50.940 --> 00:34:52.500
you surround yourself with other people

1123
00:34:52.500 --> 00:34:54.060
who then you can compare yourself to

1124
00:34:54.060 --> 00:34:56.940
and get fast feedback loops going to get better.

1125
00:34:56.940 --> 00:34:59.540
And so like if you're like at home in your mom's basement

1126
00:34:59.540 --> 00:35:02.100
and that environment consistently does not help you

1127
00:35:02.100 --> 00:35:03.700
change the behavior you want,

1128
00:35:03.700 --> 00:35:04.620
then you need to move.

1129
00:35:07.020 --> 00:35:09.340
Hey guys, love that you're listening to the podcast.

1130
00:35:09.340 --> 00:35:12.140
If you ever want to have the video version of this,

1131
00:35:12.140 --> 00:35:14.700
which usually has more facts, more visuals, more graphs,

1132
00:35:14.700 --> 00:35:16.100
you know, drawn out stuff,

1133
00:35:16.100 --> 00:35:18.580
sometimes it can help hit the brain centers

1134
00:35:18.580 --> 00:35:19.420
in different ways.

1135
00:35:19.420 --> 00:35:20.260
You can check out my YouTube channel.

1136
00:35:20.260 --> 00:35:21.460
It's absolutely free.

1137
00:35:21.460 --> 00:35:23.100
Go check that out if that's what you are into.

1138
00:35:23.100 --> 00:35:24.860
And if not, keep enjoying the show.

1139
00:35:26.780 --> 00:35:29.180
What if the person knows what's good for them

1140
00:35:29.180 --> 00:35:30.300
to move and change their environment,

1141
00:35:30.300 --> 00:35:32.140
yet they still don't do it?

1142
00:35:32.140 --> 00:35:33.060
Then they won't do it.

1143
00:35:33.060 --> 00:35:34.460
There has to be some level of something

1144
00:35:34.460 --> 00:35:35.300
that they are deprived from.

1145
00:35:35.300 --> 00:35:36.420
So they're probably comfortable.

1146
00:35:36.420 --> 00:35:37.540
They're actually not that deprived.

1147
00:35:37.540 --> 00:35:38.780
So like they're like, I'm really motivated.

1148
00:35:38.780 --> 00:35:39.780
It's like, you're not.

1149
00:35:39.780 --> 00:35:40.620
You're not.

1150
00:35:40.620 --> 00:35:42.540
If you don't want to be that successful, that's fine.

1151
00:35:42.540 --> 00:35:43.740
Like it's only like you thinking

1152
00:35:43.740 --> 00:35:45.700
that there's a problem with it is why there's a problem.

1153
00:35:45.700 --> 00:35:47.340
Like you're going to die, I'm going to die.

1154
00:35:47.340 --> 00:35:48.220
Both of us will be forgotten

1155
00:35:48.220 --> 00:35:49.060
long enough period of time.

1156
00:35:49.060 --> 00:35:50.420
So like it doesn't really matter.

1157
00:35:50.420 --> 00:35:51.420
I find this interesting.

1158
00:35:51.420 --> 00:35:52.540
And so that's the game I play.

1159
00:35:53.060 --> 00:35:54.860
If I love video games as much as I love business,

1160
00:35:54.860 --> 00:35:55.700
I'd play more video games.

1161
00:35:55.700 --> 00:35:57.060
I just love business more.

1162
00:35:57.060 --> 00:35:59.380
So you're pursuing business, pursuing a billion dollars

1163
00:35:59.380 --> 00:36:00.220
because it interests you.

1164
00:36:00.220 --> 00:36:01.060
It muses you.

1165
00:36:01.060 --> 00:36:02.660
Or do you have a certain like North Star

1166
00:36:02.660 --> 00:36:03.700
like we talked to Tom Billy,

1167
00:36:03.700 --> 00:36:05.420
we've done something with him twice, I think.

1168
00:36:05.420 --> 00:36:08.380
Now he says his North Star is increased human flourishing

1169
00:36:08.380 --> 00:36:10.060
and decreased human suffering.

1170
00:36:10.060 --> 00:36:12.340
Do you have a true North that you kind of like always

1171
00:36:12.340 --> 00:36:13.780
base all decisions off of?

1172
00:36:13.780 --> 00:36:15.380
Or are you in pursuit of this billion dollars

1173
00:36:15.380 --> 00:36:16.380
just because it muses you?

1174
00:36:16.380 --> 00:36:17.220
No, it's not.

1175
00:36:17.220 --> 00:36:20.340
I mean, billion dollars is just an objective measure.

1176
00:36:20.340 --> 00:36:21.740
And when I hit that, it'll be 10.

1177
00:36:21.900 --> 00:36:23.260
I'll just move the goalpost.

1178
00:36:23.260 --> 00:36:26.140
It's more I want to die with nothing left.

1179
00:36:26.140 --> 00:36:29.220
And so what I would love to have be true on my tombstone,

1180
00:36:29.220 --> 00:36:31.700
not just have it there, but what I would love to be true

1181
00:36:31.700 --> 00:36:33.580
or at least that people say is that like that man died

1182
00:36:33.580 --> 00:36:35.020
with nothing left to give.

1183
00:36:35.020 --> 00:36:37.820
And that would be a life well-lived for me.

1184
00:36:37.820 --> 00:36:38.980
And so like I deem that.

1185
00:36:38.980 --> 00:36:40.820
Why do you need a billion to be able to do that?

1186
00:36:40.820 --> 00:36:43.100
Oh, I just think that having that contrast

1187
00:36:43.100 --> 00:36:44.980
will force me to be a better version of me.

1188
00:36:44.980 --> 00:36:46.780
Like I'll have to level up.

1189
00:36:46.780 --> 00:36:49.140
And so I want to be like for me to have nothing left to give

1190
00:36:49.140 --> 00:36:51.380
means that I've used up every ounce of my potential.

1191
00:36:51.380 --> 00:36:53.340
And so do I think I can be a billionaire?

1192
00:36:53.340 --> 00:36:54.180
Absolutely.

1193
00:36:54.180 --> 00:36:55.340
And so that's what I'm going to do.

1194
00:36:55.340 --> 00:36:57.820
You can measure your giving in a billion dollars?

1195
00:36:57.820 --> 00:36:58.660
No.

1196
00:36:58.660 --> 00:36:59.980
No, I think, I mean, I think the stuff

1197
00:36:59.980 --> 00:37:01.100
that I do with my content, my books,

1198
00:37:01.100 --> 00:37:03.380
is my opinion, far more impactful.

1199
00:37:03.380 --> 00:37:06.140
Now, to be fair, a billion dollars,

1200
00:37:06.140 --> 00:37:08.260
$5 billion, $10 billion dollars can do a lot of good.

1201
00:37:08.260 --> 00:37:10.300
And like if I'm thinking about this in a long term,

1202
00:37:10.300 --> 00:37:13.380
which I try to, if I spend 10, 20 more years building

1203
00:37:13.380 --> 00:37:16.700
this amazing audience of people that I can help,

1204
00:37:16.700 --> 00:37:18.260
and then I over that same period of time

1205
00:37:18.260 --> 00:37:20.660
I'm able to aggregate a tremendous amount of wealth.

1206
00:37:20.660 --> 00:37:21.700
One, it gives me credibility

1207
00:37:21.700 --> 00:37:22.820
of the things that I'm trying to talk about.

1208
00:37:22.820 --> 00:37:24.380
But also like there will be emerging

1209
00:37:24.380 --> 00:37:26.260
of those few things that can create something really magical.

1210
00:37:26.260 --> 00:37:27.180
And that's what I look forward to.

1211
00:37:27.180 --> 00:37:29.460
And who I am today doesn't necessarily

1212
00:37:29.460 --> 00:37:30.540
have all of the details yet.

1213
00:37:30.540 --> 00:37:31.460
And I'm like, I'm fine with that.

1214
00:37:31.460 --> 00:37:32.740
Like future me is pretty smart too.

1215
00:37:32.740 --> 00:37:34.060
He'll figure it out.

1216
00:37:34.060 --> 00:37:35.060
I want to talk about Solomon.

1217
00:37:35.060 --> 00:37:36.060
Okay.

1218
00:37:36.060 --> 00:37:37.540
You said this during a couple of podcasts,

1219
00:37:37.540 --> 00:37:39.140
which is like your 85 year old self,

1220
00:37:39.140 --> 00:37:40.780
you name them Solomon.

1221
00:37:40.780 --> 00:37:44.100
And that's the counselor that you use

1222
00:37:44.100 --> 00:37:46.980
to base decision making off of in this day.

1223
00:37:46.980 --> 00:37:48.740
Can you talk us through the last thing

1224
00:37:48.740 --> 00:37:50.060
that you consulted with Solomon?

1225
00:37:50.060 --> 00:37:52.500
And maybe if I didn't properly describe Solomon as,

1226
00:37:52.500 --> 00:37:53.660
I'll give some context.

1227
00:37:53.660 --> 00:37:55.180
So Solomon was named after something

1228
00:37:55.180 --> 00:37:56.220
called the Solomon Paradox.

1229
00:37:56.220 --> 00:37:58.060
And for those who don't know who Solomon was in the Bible,

1230
00:37:58.060 --> 00:38:02.900
he was a very wealthy ruler who many other kingdoms

1231
00:38:02.900 --> 00:38:05.300
came to seek counsel or advice.

1232
00:38:05.300 --> 00:38:06.740
The reason it's called Solomon's paradox

1233
00:38:06.740 --> 00:38:08.340
is that he was amazing giving advice,

1234
00:38:08.340 --> 00:38:10.340
but his actual life was in shambles.

1235
00:38:10.340 --> 00:38:12.020
So he cheated on his wife and his son

1236
00:38:12.020 --> 00:38:14.420
was a bad relationship with the son.

1237
00:38:14.420 --> 00:38:16.620
And so the idea is that as humans,

1238
00:38:16.620 --> 00:38:19.900
we are better at giving advice than we are at following it.

1239
00:38:19.900 --> 00:38:21.860
And so that's why it's called Solomon's paradox.

1240
00:38:21.860 --> 00:38:26.460
And so in an effort to try and get better answers,

1241
00:38:26.460 --> 00:38:27.980
the higher up, and I'll use quotes here,

1242
00:38:27.980 --> 00:38:29.700
that you get in business or whatever,

1243
00:38:29.700 --> 00:38:31.140
endeavor you're going after,

1244
00:38:31.140 --> 00:38:32.340
the harder it is to find people

1245
00:38:32.340 --> 00:38:34.420
who can actually help you out.

1246
00:38:34.420 --> 00:38:36.580
And part of having or getting help from people

1247
00:38:36.580 --> 00:38:39.620
is that I want someone who has aligned incentives,

1248
00:38:39.620 --> 00:38:41.900
I want someone who is competent,

1249
00:38:41.900 --> 00:38:43.660
and I want someone, there's a third piece,

1250
00:38:43.660 --> 00:38:45.260
I want them to have complete context.

1251
00:38:45.260 --> 00:38:47.140
So like they have to have complete context,

1252
00:38:47.140 --> 00:38:48.700
they have to be competent with that context

1253
00:38:48.700 --> 00:38:50.540
to give advice, and they have to be aligned.

1254
00:38:50.540 --> 00:38:52.340
Because if someone's super competent

1255
00:38:52.340 --> 00:38:54.300
and has complete context and not aligned,

1256
00:38:54.300 --> 00:38:56.340
they just know how to ruin my life.

1257
00:38:56.340 --> 00:38:57.180
You know what I mean?

1258
00:38:57.180 --> 00:38:58.180
If they're really aligned and they're competent,

1259
00:38:58.180 --> 00:38:59.580
they have no context, they might have good advice

1260
00:38:59.580 --> 00:39:01.540
in general, but it won't be specific to me.

1261
00:39:01.540 --> 00:39:03.780
Right, if they're aligned and have context,

1262
00:39:03.780 --> 00:39:04.900
but they're incompetent, it's your mother.

1263
00:39:04.900 --> 00:39:07.540
She completely understands you, and she loves you,

1264
00:39:07.540 --> 00:39:09.540
but she has no idea how to tell you how to invest.

1265
00:39:09.540 --> 00:39:12.180
And so I wanted someone who would have all three.

1266
00:39:12.180 --> 00:39:13.900
And so in trying to think through this,

1267
00:39:13.900 --> 00:39:16.700
I had had multiple experience with the executive coaches,

1268
00:39:16.700 --> 00:39:18.100
counselors therapists, whatever you want to call it.

1269
00:39:18.100 --> 00:39:20.020
And I've always had very short lived experience

1270
00:39:20.020 --> 00:39:23.060
with those people, and I think part of my experience

1271
00:39:23.060 --> 00:39:26.020
was that I felt like their incentive was not aligned.

1272
00:39:26.020 --> 00:39:28.460
It was that their goal from a financial perspective

1273
00:39:28.460 --> 00:39:29.620
was that I just continued to pay.

1274
00:39:29.620 --> 00:39:31.100
And I was like, well, that doesn't really solve problems

1275
00:39:31.100 --> 00:39:33.020
for me, like you just want me to keep staying.

1276
00:39:33.020 --> 00:39:35.580
No matter what you say, that's how you get paid, right?

1277
00:39:35.580 --> 00:39:38.500
The other piece was that, from a context perspective,

1278
00:39:38.500 --> 00:39:40.860
I would notice that I would spend 60 minutes

1279
00:39:40.860 --> 00:39:43.580
trying to just give color to the decision

1280
00:39:43.580 --> 00:39:45.540
that I was trying to make that I was faced with

1281
00:39:45.580 --> 00:39:49.580
just so that they could give me some valuable feedback on it.

1282
00:39:49.580 --> 00:39:52.020
And the third piece is, if I'm talking to a therapist,

1283
00:39:52.020 --> 00:39:53.260
I'm probably better at business in them,

1284
00:39:53.260 --> 00:39:55.020
and the vast majority of the problems that I face

1285
00:39:55.020 --> 00:39:56.740
on a daily basis have to do with business.

1286
00:39:56.740 --> 00:39:58.660
And so I'm asking somebody who is basically

1287
00:39:58.660 --> 00:40:00.260
a solar printer or a self-employed

1288
00:40:00.260 --> 00:40:02.420
on how I'm trying to manage a $200 million

1289
00:40:02.420 --> 00:40:04.700
of your portfolio and how I'm gonna allocate resources.

1290
00:40:04.700 --> 00:40:07.060
And they're probably not gonna have a good answer for me

1291
00:40:07.060 --> 00:40:08.740
in terms of their competence level.

1292
00:40:08.740 --> 00:40:10.820
And so in trying to tackle that,

1293
00:40:10.820 --> 00:40:12.380
I came upon the Solomon paradox.

1294
00:40:12.380 --> 00:40:15.220
I was like, what if I could give myself advice?

1295
00:40:15.220 --> 00:40:17.500
Because I'm sure everybody who's listening to this

1296
00:40:17.500 --> 00:40:20.460
is given somebody advice on a relationship or on fitness

1297
00:40:20.460 --> 00:40:21.460
or whatever, and you're like, man,

1298
00:40:21.460 --> 00:40:23.900
if I follow that advice, I'd be in better shape too.

1299
00:40:23.900 --> 00:40:27.380
And so I was like, well, maybe I have the answers,

1300
00:40:27.380 --> 00:40:28.980
and I just need to package it differently.

1301
00:40:28.980 --> 00:40:31.140
And so I started having these sessions with

1302
00:40:31.140 --> 00:40:32.700
what I call, you know, my 85 year old self,

1303
00:40:32.700 --> 00:40:34.780
who I call Solomon for whatever purpose

1304
00:40:34.780 --> 00:40:37.820
that seems to separate my personal self and my older self.

1305
00:40:37.820 --> 00:40:39.620
Because that man is the only person who has

1306
00:40:39.620 --> 00:40:41.420
absolutely aligned incentives with me,

1307
00:40:41.420 --> 00:40:43.020
has complete context of my situation

1308
00:40:43.020 --> 00:40:44.260
and who's as competent as I am.

1309
00:40:44.260 --> 00:40:45.660
And I'm trusting the fact that I give better advice

1310
00:40:45.660 --> 00:40:46.500
than I heed.

1311
00:40:46.500 --> 00:40:50.580
And so I have basically chat forum messages with Solomon.

1312
00:40:50.580 --> 00:40:51.700
It's an ongoing document.

1313
00:40:51.700 --> 00:40:53.740
It's the first hour of every Monday for me.

1314
00:40:53.740 --> 00:40:55.300
It's like, what's top of mind for me?

1315
00:40:55.300 --> 00:40:57.140
And the nice thing is that it also can last seven minutes

1316
00:40:57.140 --> 00:40:58.580
and sometimes it can last 45 minutes.

1317
00:40:58.580 --> 00:41:00.700
I don't need to like stay for 60 or drive somewhere

1318
00:41:00.700 --> 00:41:01.540
or take a Zoom call.

1319
00:41:01.540 --> 00:41:03.860
Like if I get to the bottom, what I wanted to get to,

1320
00:41:03.860 --> 00:41:04.700
it's done.

1321
00:41:04.700 --> 00:41:06.620
And I don't need to waste all this time giving context.

1322
00:41:06.620 --> 00:41:09.540
And so I usually keep going with Solomon,

1323
00:41:09.540 --> 00:41:10.900
literally back and forth like it's chat.

1324
00:41:10.900 --> 00:41:12.860
I just hit Enter and I just keep going back and forth

1325
00:41:12.900 --> 00:41:14.380
until I get to the root of the issue.

1326
00:41:14.380 --> 00:41:16.900
And I usually have some sort of thing

1327
00:41:16.900 --> 00:41:19.700
that Solomon will tell me that will kind of like close the loop.

1328
00:41:19.700 --> 00:41:20.900
And I know when I get it.

1329
00:41:20.900 --> 00:41:21.740
And then at that point, it's like,

1330
00:41:21.740 --> 00:41:23.100
I don't think about that thing anymore.

1331
00:41:23.100 --> 00:41:25.260
Like the decisions made or like I know

1332
00:41:25.260 --> 00:41:27.420
I resolve the inconsistency.

1333
00:41:27.420 --> 00:41:30.460
And so an example of that was I had a big snafu

1334
00:41:30.460 --> 00:41:31.300
that happened.

1335
00:41:31.300 --> 00:41:33.060
I'd worked for a while on a project

1336
00:41:33.060 --> 00:41:35.540
and ended up falling through because of a vendor

1337
00:41:35.540 --> 00:41:37.700
and it cost me about $15 million

1338
00:41:37.700 --> 00:41:39.020
of actual money really sucked.

1339
00:41:39.020 --> 00:41:42.060
And so I was really upset that I won't go into the details

1340
00:41:43.020 --> 00:41:44.380
but basically thinking about this way,

1341
00:41:44.380 --> 00:41:47.220
like I paid a big chunk of money for insurance

1342
00:41:47.220 --> 00:41:49.540
against a $15 million loss.

1343
00:41:49.540 --> 00:41:51.940
And the person that I paid,

1344
00:41:51.940 --> 00:41:53.460
that was literally their only job

1345
00:41:53.460 --> 00:41:54.980
that I paid a good chunk of money,

1346
00:41:54.980 --> 00:41:56.380
a fraction of that but a good chunk of money,

1347
00:41:56.380 --> 00:41:57.420
several hundred thousand dollars

1348
00:41:57.420 --> 00:41:58.780
to ensure that didn't happen.

1349
00:41:58.780 --> 00:42:00.500
And then after paying, it did happen.

1350
00:42:01.500 --> 00:42:04.100
And I was like, this was the only job you had.

1351
00:42:04.100 --> 00:42:05.740
This is the only thing I hired you for.

1352
00:42:05.740 --> 00:42:08.180
Was this one thing that you said you specialized in?

1353
00:42:08.180 --> 00:42:10.020
I was really upset about it.

1354
00:42:10.020 --> 00:42:11.860
And so I'm having this conversation

1355
00:42:12.220 --> 00:42:13.780
and the more I talk to the person,

1356
00:42:13.780 --> 00:42:16.100
the more I realized that they were just truly incompetent.

1357
00:42:16.100 --> 00:42:18.300
It wasn't malicious, they were just stupid.

1358
00:42:18.300 --> 00:42:20.900
And they made the promises just because they're stupid.

1359
00:42:20.900 --> 00:42:23.740
And so it's almost like if you have a Babe Ruth Ricky card

1360
00:42:23.740 --> 00:42:25.780
and your toddler pours pain on it,

1361
00:42:25.780 --> 00:42:26.620
what do you do?

1362
00:42:26.620 --> 00:42:28.380
You hit the kid, like they don't understand.

1363
00:42:28.380 --> 00:42:29.460
Like you just have to take it.

1364
00:42:29.460 --> 00:42:30.300
You should get kicked in the nuts,

1365
00:42:30.300 --> 00:42:31.140
just as is what it is.

1366
00:42:31.140 --> 00:42:34.380
And so I was going through this process with Solomon

1367
00:42:34.380 --> 00:42:38.260
and he said, I am the asset you are building

1368
00:42:38.260 --> 00:42:41.340
and I am satisfied with the effort you put in.

1369
00:42:41.380 --> 00:42:42.180
And that is enough.

1370
00:42:43.180 --> 00:42:45.820
And that was kind of it for me.

1371
00:42:45.820 --> 00:42:48.660
I was like, I put all this work two years into this thing

1372
00:42:48.660 --> 00:42:52.500
in this project and it was because of the person

1373
00:42:52.500 --> 00:42:53.460
that I ultimately want to be

1374
00:42:53.460 --> 00:42:55.220
because I'm going to die, it's not going to matter anyways.

1375
00:42:55.220 --> 00:42:57.220
And so the person I'm becoming is the ultimate asset

1376
00:42:57.220 --> 00:42:59.500
that I'm trying to build to answer the billion dollar question.

1377
00:42:59.500 --> 00:43:01.420
Like, billion is just a reflection of the asset

1378
00:43:01.420 --> 00:43:02.580
I'm trying to build.

1379
00:43:02.580 --> 00:43:04.540
And that's the person who I want to impress.

1380
00:43:04.540 --> 00:43:07.140
And the interesting thing with Solomon is that,

1381
00:43:07.140 --> 00:43:09.020
like you, especially the higher performing you are

1382
00:43:09.020 --> 00:43:10.380
because I'm sure you get this question a lot.

1383
00:43:10.420 --> 00:43:11.980
Like, how do you see motivated whatever

1384
00:43:11.980 --> 00:43:12.980
if you've achieved a certain amount?

1385
00:43:12.980 --> 00:43:14.300
It's by not comparing yourself to other people,

1386
00:43:14.300 --> 00:43:16.140
it's by comparing yourself to the person you want to be.

1387
00:43:16.140 --> 00:43:17.780
And so the tough part about that,

1388
00:43:17.780 --> 00:43:18.780
if you're really real about it,

1389
00:43:18.780 --> 00:43:22.300
is that like Solomon knows if I could have tried harder.

1390
00:43:22.300 --> 00:43:23.980
So like with a presentation for the leads book,

1391
00:43:23.980 --> 00:43:25.380
I couldn't put more effort in.

1392
00:43:25.380 --> 00:43:27.540
About 200 hours in over 28 days.

1393
00:43:27.540 --> 00:43:28.900
It's basically every day.

1394
00:43:28.900 --> 00:43:30.620
I'd review the slides in the morning,

1395
00:43:30.620 --> 00:43:32.060
I would do a live recording

1396
00:43:32.060 --> 00:43:33.940
and then I would watch the recording afterwards

1397
00:43:33.940 --> 00:43:35.500
and I would edit the slides in real time

1398
00:43:35.500 --> 00:43:36.980
as I watch the recording.

1399
00:43:36.980 --> 00:43:40.340
And I did that every day for the entire month leading up to it.

1400
00:43:40.380 --> 00:43:41.380
I had no idea.

1401
00:43:41.380 --> 00:43:42.220
Yeah.

1402
00:43:42.220 --> 00:43:43.060
Wow.

1403
00:43:43.060 --> 00:43:44.380
I thought maybe there was like a teleprompter

1404
00:43:44.380 --> 00:43:46.820
or something and you're kind of going based on the slides,

1405
00:43:46.820 --> 00:43:47.660
but yeah.

1406
00:43:47.660 --> 00:43:50.220
And so it was funny because like right before I got on stage,

1407
00:43:50.220 --> 00:43:51.340
I'm going to loop back to Solomon,

1408
00:43:51.340 --> 00:43:53.260
like the lady who was the one who ran the venue

1409
00:43:53.260 --> 00:43:55.140
with the screens and whatnot was like,

1410
00:43:55.140 --> 00:43:58.340
I've literally never seen anyone so chill about something like this.

1411
00:43:58.340 --> 00:44:01.380
And this is like the biggest event we've ever even had here.

1412
00:44:01.380 --> 00:44:03.020
I was like, I've done this before.

1413
00:44:03.020 --> 00:44:04.100
I've done this before.

1414
00:44:04.100 --> 00:44:05.180
Like this isn't my first time.

1415
00:44:05.180 --> 00:44:06.580
Like I know this presentation.

1416
00:44:06.580 --> 00:44:09.980
Like there's nothing more I could have done to prepare for this.

1417
00:44:09.980 --> 00:44:12.860
And so in that instance, Solomon in that mini setting

1418
00:44:12.860 --> 00:44:15.100
would be like, I am proud of the effort I know you put in

1419
00:44:15.100 --> 00:44:18.460
because at that time, whether all the cameras cut off

1420
00:44:18.460 --> 00:44:21.260
and the storm came through and everything blew up,

1421
00:44:21.260 --> 00:44:22.980
there was nothing more I could do.

1422
00:44:22.980 --> 00:44:26.060
And so for that, I try to make that man proud of me.

1423
00:44:26.060 --> 00:44:29.140
But the tough part is, is that he knows how hard I can try.

1424
00:44:29.140 --> 00:44:31.860
And then a lot of times, if you are a high achiever,

1425
00:44:31.860 --> 00:44:32.980
if you compare yourself to other people,

1426
00:44:32.980 --> 00:44:34.420
you're going to beat them anyways.

1427
00:44:34.420 --> 00:44:36.420
And so like you can't compare yourself to them.

1428
00:44:36.420 --> 00:44:37.780
And it's like, well, who's the one person

1429
00:44:37.780 --> 00:44:39.700
who always knows how much more I could have tried?

1430
00:44:39.700 --> 00:44:40.700
And that's future me.

1431
00:44:40.700 --> 00:44:42.180
And I also think that hopefully a future me

1432
00:44:42.180 --> 00:44:43.980
has even higher work capacity

1433
00:44:43.980 --> 00:44:46.420
and more focus and better skills than I do to work.

1434
00:44:46.420 --> 00:44:48.900
And so that's the man I ultimately try to impress.

1435
00:44:48.900 --> 00:44:51.220
And if I'm brutally honest with myself,

1436
00:44:51.220 --> 00:44:53.620
I think he gives me ruthless honesty

1437
00:44:53.620 --> 00:44:54.660
in terms of my efficiencies

1438
00:44:54.660 --> 00:44:55.660
and the things that I can work on.

1439
00:44:55.660 --> 00:44:58.420
And I am good enough at giving that advice.

1440
00:44:58.420 --> 00:44:59.260
I can take it.

1441
00:44:59.260 --> 00:45:01.420
So for the 15 million loss though,

1442
00:45:01.420 --> 00:45:02.580
what was the takeaway for you?

1443
00:45:02.580 --> 00:45:05.620
It's just like, I know you did everything you could,

1444
00:45:05.620 --> 00:45:07.060
but then wouldn't that also say

1445
00:45:07.060 --> 00:45:08.700
that you should have done a better job

1446
00:45:08.700 --> 00:45:10.860
than vending people to make sure they're more confident?

1447
00:45:10.860 --> 00:45:12.500
Yeah, I'm going to always do that.

1448
00:45:12.500 --> 00:45:14.500
But I would say this, which is that

1449
00:45:14.500 --> 00:45:16.260
when you play with bigger stakes,

1450
00:45:16.260 --> 00:45:17.700
your chips will are worth more.

1451
00:45:17.700 --> 00:45:18.940
If you're playing a poker game

1452
00:45:18.940 --> 00:45:20.620
and you're buying a million bucks,

1453
00:45:20.620 --> 00:45:22.260
every hand you're betting 50 grand.

1454
00:45:22.260 --> 00:45:24.420
As the game gets bigger,

1455
00:45:24.420 --> 00:45:25.940
you just add zeros to the stakes.

1456
00:45:25.940 --> 00:45:28.060
And so if you want to make a billion dollars,

1457
00:45:28.060 --> 00:45:29.500
you have to be willing to lose 100 million.

1458
00:45:29.500 --> 00:45:30.900
I mean, you've lost money now.

1459
00:45:30.900 --> 00:45:32.540
But after this, I'm sure you've lost money on things

1460
00:45:32.540 --> 00:45:33.780
and been like, fuck, I learned from that.

1461
00:45:33.780 --> 00:45:35.620
Given the information that I had at the time

1462
00:45:35.620 --> 00:45:37.140
about the vendor and their experience

1463
00:45:37.140 --> 00:45:38.300
and how they came recommended,

1464
00:45:38.300 --> 00:45:40.700
I think that the decision that I made was reasonable.

1465
00:45:40.700 --> 00:45:43.980
I can always go and 100% quadruple check every single thing,

1466
00:45:43.980 --> 00:45:45.380
but at what point do I become micromanaging

1467
00:45:45.380 --> 00:45:46.660
and then blow that blows up in my face?

1468
00:45:46.660 --> 00:45:48.540
So it's like, redality talked about this

1469
00:45:48.540 --> 00:45:50.820
with I think crypto in the early days.

1470
00:45:50.820 --> 00:45:53.820
But he basically said, I don't feel bad

1471
00:45:53.820 --> 00:45:55.500
about missing out on opportunities

1472
00:45:55.500 --> 00:45:57.820
because if I were to make the decision

1473
00:45:57.820 --> 00:45:58.740
to pursue that opportunity,

1474
00:45:58.740 --> 00:46:01.100
I'd have to also apply that same decision-making process

1475
00:46:01.100 --> 00:46:03.300
to all the other opportunities that I would have bought

1476
00:46:03.300 --> 00:46:05.420
and then lost all my money on.

1477
00:46:05.460 --> 00:46:08.660
And so sometimes you just get kicked in the nuts.

1478
00:46:08.660 --> 00:46:10.500
And I think that you do the best you can.

1479
00:46:10.500 --> 00:46:12.540
There's always gonna be things that are uncontrollable

1480
00:46:12.540 --> 00:46:13.820
and is what it is.

1481
00:46:13.820 --> 00:46:15.260
When is the last time you've fallen short

1482
00:46:15.260 --> 00:46:16.620
of Sullivan standards?

1483
00:46:16.620 --> 00:46:17.460
Every day.

1484
00:46:17.460 --> 00:46:18.300
Every single day?

1485
00:46:18.300 --> 00:46:19.260
Yeah, of course.

1486
00:46:19.260 --> 00:46:20.100
Like for real.

1487
00:46:20.100 --> 00:46:21.220
There's always things I could do better on.

1488
00:46:21.220 --> 00:46:22.300
I could have been kinder to lay

1489
00:46:22.300 --> 00:46:24.020
like to put more effort into what I was gonna say

1490
00:46:24.020 --> 00:46:24.860
over this morning.

1491
00:46:24.860 --> 00:46:26.580
There's always things I can do better.

1492
00:46:26.580 --> 00:46:27.940
But I will say that my talks of Sullivan

1493
00:46:27.940 --> 00:46:30.220
are typically about one specific thing.

1494
00:46:30.220 --> 00:46:31.060
So when we ask you questions,

1495
00:46:31.060 --> 00:46:33.540
it sounds like you place a lot of value

1496
00:46:33.540 --> 00:46:35.860
and fulfillment in who you eventually will be

1497
00:46:35.860 --> 00:46:37.180
at some point, right?

1498
00:46:37.180 --> 00:46:39.340
Which is like the guy providing the most amount of value

1499
00:46:39.340 --> 00:46:41.220
the billion dollar guy, et cetera, Sullivan.

1500
00:46:41.220 --> 00:46:43.260
Yes, yet at the same time you do say things

1501
00:46:43.260 --> 00:46:45.300
like I do not wanna place my value

1502
00:46:45.300 --> 00:46:49.740
in some sort of future event that could happen, right?

1503
00:46:49.740 --> 00:46:50.700
Because then you're creating a distance

1504
00:46:50.700 --> 00:46:52.860
between who you are right now and who you need to be.

1505
00:46:52.860 --> 00:46:54.540
How do you maintain that balance

1506
00:46:54.540 --> 00:46:57.740
of like putting so much value in this future self

1507
00:46:57.740 --> 00:47:00.580
yet at the same time being fulfilled and happy

1508
00:47:00.580 --> 00:47:01.420
in a present moment?

1509
00:47:01.420 --> 00:47:02.940
I think it's just the process of becoming.

1510
00:47:02.940 --> 00:47:04.660
If you ask me truthfully, like,

1511
00:47:04.660 --> 00:47:06.980
I enjoyed every minute of the suffering

1512
00:47:06.980 --> 00:47:10.140
of doing that presentation five, six hours every single day

1513
00:47:10.140 --> 00:47:11.540
for the entire month leading up to that.

1514
00:47:11.540 --> 00:47:13.940
Like I enjoyed it because I knew I felt

1515
00:47:13.940 --> 00:47:15.420
like I was becoming the worst of me

1516
00:47:15.420 --> 00:47:17.500
or as living through the values that I choose

1517
00:47:17.500 --> 00:47:18.620
to believe matter to me.

1518
00:47:18.620 --> 00:47:20.980
How do you find something or how does someone

1519
00:47:20.980 --> 00:47:22.540
that's watching this find something

1520
00:47:22.540 --> 00:47:25.020
that they can set as their true North,

1521
00:47:25.020 --> 00:47:28.020
that every single action will make them fulfilled

1522
00:47:28.020 --> 00:47:29.100
on their way to that?

1523
00:47:29.100 --> 00:47:30.620
I don't think you're gonna figure it out on the first shot.

1524
00:47:30.620 --> 00:47:34.100
I think an easier North Star is learning to work.

1525
00:47:34.100 --> 00:47:34.900
I'll give you a different example.

1526
00:47:34.900 --> 00:47:37.780
So I had a buddy who was in the fitness industry

1527
00:47:37.780 --> 00:47:40.060
and he had a pretty successful fitness business

1528
00:47:40.060 --> 00:47:43.220
and then he quit that to start cookies, a cookie store.

1529
00:47:43.220 --> 00:47:44.380
Completely, I was like,

1530
00:47:44.380 --> 00:47:45.620
he's getting people skinny and he's making a fat.

1531
00:47:45.620 --> 00:47:47.100
He was like, yeah, I've got a complete system, right?

1532
00:47:47.100 --> 00:47:48.180
He's joking, right?

1533
00:47:48.180 --> 00:47:50.420
He wasn't passionate about cookies.

1534
00:47:50.420 --> 00:47:54.620
He was passionate about being excellent at whatever he did.

1535
00:47:54.620 --> 00:47:57.900
And I really like that as the frame, which is like,

1536
00:47:57.900 --> 00:47:59.580
first off, you're not gonna find your passion

1537
00:47:59.580 --> 00:48:01.180
because anything that you start doing

1538
00:48:01.180 --> 00:48:02.620
that you haven't done before, you're gonna suck at

1539
00:48:02.620 --> 00:48:04.100
because that's what you do when you do something

1540
00:48:04.100 --> 00:48:06.540
for the first time and you tend to only like things

1541
00:48:06.540 --> 00:48:08.140
that you are good at.

1542
00:48:08.140 --> 00:48:10.580
And so sucking is a prerequisite for liking

1543
00:48:10.580 --> 00:48:13.140
most of the time and so you just have to be willing to suck

1544
00:48:13.140 --> 00:48:14.420
in order to quote find your passion,

1545
00:48:14.420 --> 00:48:16.100
which all you end up doing is creating a passion,

1546
00:48:16.100 --> 00:48:16.940
but whatever.

1547
00:48:16.940 --> 00:48:18.700
And so anyways, he had his cookie store

1548
00:48:18.700 --> 00:48:20.620
and it wasn't like he woke everyone in me like,

1549
00:48:20.620 --> 00:48:22.300
I just wanna feed cookies to the world.

1550
00:48:22.300 --> 00:48:24.260
Like I just want everyone to understand how butter

1551
00:48:24.260 --> 00:48:25.500
and chocolate and salt work.

1552
00:48:25.500 --> 00:48:26.740
Well, he didn't think that way.

1553
00:48:26.740 --> 00:48:29.220
He was like, I wanna run an excellent business.

1554
00:48:29.220 --> 00:48:31.020
And so whether he was doing a dry cleaning business

1555
00:48:31.020 --> 00:48:32.940
or a tractor supply store business

1556
00:48:32.940 --> 00:48:34.660
or he was wholesaling real estate,

1557
00:48:34.660 --> 00:48:36.060
it was his dedication to excellence,

1558
00:48:36.060 --> 00:48:39.220
that single value, which then permeated everything else.

1559
00:48:39.220 --> 00:48:40.700
And so I think that for somebody who's starting out,

1560
00:48:40.700 --> 00:48:44.060
like simply dedicating yourself to understanding

1561
00:48:44.060 --> 00:48:46.300
what hard work feels like.

1562
00:48:46.300 --> 00:48:49.260
And the commitment to the repetitive actions

1563
00:48:49.260 --> 00:48:51.900
that you have to do day and day out without reward,

1564
00:48:51.900 --> 00:48:54.620
making that the W gets you there.

1565
00:48:54.620 --> 00:48:56.220
And I think the long term is that you just make

1566
00:48:56.220 --> 00:48:58.780
that the W period, you're not thinking about getting there.

1567
00:48:58.780 --> 00:49:00.380
You just win every day.

1568
00:49:00.380 --> 00:49:01.940
And you think that will serve most people,

1569
00:49:01.940 --> 00:49:04.780
is this to strive for excellence in a given field?

1570
00:49:04.780 --> 00:49:06.180
Oh, a million percent.

1571
00:49:06.180 --> 00:49:07.580
And then creating, you said,

1572
00:49:07.580 --> 00:49:10.260
creating interesting rather than finding a passion.

1573
00:49:10.260 --> 00:49:11.100
No one finds a passion.

1574
00:49:11.100 --> 00:49:12.420
I mean, some people do.

1575
00:49:12.420 --> 00:49:14.820
Sure, I think the vast majority people,

1576
00:49:14.820 --> 00:49:16.580
the vast majority of people find themselves in careers

1577
00:49:16.580 --> 00:49:18.420
because they, like think about like the first job

1578
00:49:18.420 --> 00:49:20.300
you ever got is probably just like on a whim,

1579
00:49:20.300 --> 00:49:21.580
somebody told you there was a thing

1580
00:49:21.580 --> 00:49:22.940
and then you find yourself 10 years later,

1581
00:49:22.940 --> 00:49:26.940
like off a tree branch from this first path of career

1582
00:49:26.940 --> 00:49:27.780
that you got into.

1583
00:49:28.180 --> 00:49:29.860
I would disagree and not for me.

1584
00:49:29.860 --> 00:49:31.260
Yeah, the aquarium stuff.

1585
00:49:31.260 --> 00:49:32.580
I want it to do that.

1586
00:49:32.580 --> 00:49:33.620
But you still do.

1587
00:49:33.620 --> 00:49:34.700
You're still off a tree branch.

1588
00:49:34.700 --> 00:49:36.060
I mean, we've logged on this to family

1589
00:49:36.060 --> 00:49:37.340
about your aquarium and stuff like that.

1590
00:49:37.340 --> 00:49:39.700
Oh, yeah, but I feel like I have control in my life.

1591
00:49:39.700 --> 00:49:41.540
That was just something I would love to do.

1592
00:49:41.540 --> 00:49:43.180
Yeah, my point here was just that,

1593
00:49:43.180 --> 00:49:44.860
dedicating yourselves to being excellent

1594
00:49:44.860 --> 00:49:46.100
and doing the repetitive tasks,

1595
00:49:46.100 --> 00:49:47.140
you get better at the thing.

1596
00:49:47.140 --> 00:49:48.460
And then you tend to like the things

1597
00:49:48.460 --> 00:49:49.660
when you get better at them.

1598
00:49:49.660 --> 00:49:52.460
And then external reinforcers start kicking over.

1599
00:49:52.460 --> 00:49:54.500
Like you just need to have enough in the beginning

1600
00:49:54.500 --> 00:49:55.340
to get you going.

1601
00:49:55.340 --> 00:49:57.340
And then after that, like being good at playing ping pong,

1602
00:49:57.340 --> 00:49:58.980
takes over for playing ping pong.

1603
00:49:58.980 --> 00:50:00.620
Do you like anything you're bad at?

1604
00:50:00.620 --> 00:50:01.460
Like what are the some of the things

1605
00:50:01.460 --> 00:50:02.300
that you're bad at?

1606
00:50:02.300 --> 00:50:03.740
Maybe Laila's like, oh, let's go ax throwing.

1607
00:50:03.740 --> 00:50:05.660
And you're like, I hate ax throwing,

1608
00:50:05.660 --> 00:50:06.500
but I will do it.

1609
00:50:06.500 --> 00:50:07.860
And you do it and you suck, but you like it.

1610
00:50:07.860 --> 00:50:09.180
There's not many things.

1611
00:50:09.180 --> 00:50:11.180
I don't do many things that I like to be fair.

1612
00:50:11.180 --> 00:50:12.620
I don't do a lot of stuff.

1613
00:50:12.620 --> 00:50:14.380
I recently picked up ping pong, which is fine.

1614
00:50:14.380 --> 00:50:15.220
You actually?

1615
00:50:15.220 --> 00:50:16.380
Yeah, I recently picked up a ping pong.

1616
00:50:16.380 --> 00:50:17.420
I can coach you.

1617
00:50:17.420 --> 00:50:18.260
I did.

1618
00:50:18.260 --> 00:50:19.100
Are you going?

1619
00:50:19.100 --> 00:50:19.940
I'm disgusting at ping pong.

1620
00:50:19.940 --> 00:50:20.780
Oh, there you get it.

1621
00:50:20.780 --> 00:50:21.620
That's my one thing.

1622
00:50:21.620 --> 00:50:22.380
Did you compete?

1623
00:50:22.380 --> 00:50:23.300
No, I've never competed.

1624
00:50:23.300 --> 00:50:24.660
Have you been to Las Vegas table tennis?

1625
00:50:24.660 --> 00:50:25.500
No.

1626
00:50:25.500 --> 00:50:26.740
It's like a club on the strip.

1627
00:50:26.740 --> 00:50:27.900
It's the people there are incredible.

1628
00:50:27.900 --> 00:50:28.740
Oh, sweet.

1629
00:50:28.740 --> 00:50:29.580
Yeah.

1630
00:50:29.580 --> 00:50:30.420
I might partake.

1631
00:50:30.420 --> 00:50:32.220
No, I've just like, I used to play at home

1632
00:50:32.220 --> 00:50:35.060
when I was a kid because I didn't have siblings for a while.

1633
00:50:35.060 --> 00:50:36.180
And so I just played against the wall

1634
00:50:36.180 --> 00:50:37.180
for fucking hours.

1635
00:50:37.180 --> 00:50:38.540
What do you like about ping pong?

1636
00:50:38.540 --> 00:50:39.540
What's the appeal of it?

1637
00:50:39.540 --> 00:50:40.380
Low-state baby.

1638
00:50:40.380 --> 00:50:41.740
Yeah, it's not a percent thought.

1639
00:50:41.740 --> 00:50:43.060
Do you find a way to zone out?

1640
00:50:43.060 --> 00:50:44.500
Oh, I'm not there.

1641
00:50:44.500 --> 00:50:45.500
I am not there.

1642
00:50:45.500 --> 00:50:46.340
It's like racing.

1643
00:50:46.340 --> 00:50:48.620
If you've ever done race cars, it's the same thing.

1644
00:50:48.620 --> 00:50:50.700
Like you, not just like rallying,

1645
00:50:50.740 --> 00:50:52.460
like if you're really playing,

1646
00:50:52.460 --> 00:50:55.900
you can't focus on anything besides the ball.

1647
00:50:55.900 --> 00:50:57.500
And so like everything else disappears.

1648
00:50:57.500 --> 00:50:58.860
What do you get out of that?

1649
00:50:58.860 --> 00:50:59.700
I just enjoy that.

1650
00:50:59.700 --> 00:51:00.740
It's like unplugging.

1651
00:51:00.740 --> 00:51:02.140
Like that's just truly like a record range.

1652
00:51:02.140 --> 00:51:03.620
Like I just enjoy it.

1653
00:51:03.620 --> 00:51:05.620
I would say the same thing is true for lifting for me.

1654
00:51:05.620 --> 00:51:07.820
When you have a huge amount of weight on your back,

1655
00:51:07.820 --> 00:51:09.300
you can't think about anything else.

1656
00:51:09.300 --> 00:51:10.460
You just have to be there.

1657
00:51:10.460 --> 00:51:12.420
An old time lifter Dave Tate used to talk about

1658
00:51:12.420 --> 00:51:14.340
that you wrote this kind of like epic blog post

1659
00:51:14.340 --> 00:51:15.780
on a called Going Into the Void.

1660
00:51:15.780 --> 00:51:16.980
As he said, when his father died,

1661
00:51:16.980 --> 00:51:18.300
the thing that he would look forward to most

1662
00:51:18.300 --> 00:51:19.300
was like getting under the bar

1663
00:51:19.300 --> 00:51:20.780
because like during those few seconds

1664
00:51:20.780 --> 00:51:22.820
where he had like his life literally like on his back.

1665
00:51:22.820 --> 00:51:24.100
Because if you fuck it up with a thousand pounds

1666
00:51:24.100 --> 00:51:25.940
in your back, like you just break your rack.

1667
00:51:25.940 --> 00:51:27.900
He's like, it was like the world wouldn't quiet.

1668
00:51:27.900 --> 00:51:30.100
And I think that's, that's what I like the most.

1669
00:51:30.100 --> 00:51:31.700
But I lift.

1670
00:51:31.700 --> 00:51:34.380
I now recently picked up Ping Pong back up again

1671
00:51:34.380 --> 00:51:35.220
and I do business.

1672
00:51:35.220 --> 00:51:36.140
And that's what I do.

1673
00:51:36.140 --> 00:51:37.980
Just since you're here and you're like such a strong guy,

1674
00:51:37.980 --> 00:51:38.820
okay?

1675
00:51:38.820 --> 00:51:41.700
I'm wondering because I've been thinking about,

1676
00:51:41.700 --> 00:51:43.740
like I did get on creatine and I kind of slowed it down

1677
00:51:43.740 --> 00:51:44.580
and picked it back up.

1678
00:51:44.580 --> 00:51:46.100
But I heard from somewhere that it can build muscle

1679
00:51:46.100 --> 00:51:47.500
like 33% faster.

1680
00:51:47.500 --> 00:51:48.780
As someone who's just absolutely shredded,

1681
00:51:48.780 --> 00:51:49.780
you probably do creatine.

1682
00:51:49.780 --> 00:51:50.620
Like, oh.

1683
00:51:50.620 --> 00:51:52.420
Well, we don't make assumptions.

1684
00:51:52.420 --> 00:51:54.780
Yeah, I mean, I just thought everyone was taking it

1685
00:51:54.780 --> 00:51:55.620
to be honest.

1686
00:51:55.620 --> 00:51:56.460
Everyone's honest.

1687
00:51:56.460 --> 00:51:57.300
Everyone's honest.

1688
00:51:57.300 --> 00:51:58.460
Is it not?

1689
00:51:58.460 --> 00:51:59.700
You don't take creatine.

1690
00:51:59.700 --> 00:52:00.540
No.

1691
00:52:00.540 --> 00:52:01.380
If you eat a lot of meat,

1692
00:52:01.380 --> 00:52:02.620
you already have a ton of creatine in it.

1693
00:52:02.620 --> 00:52:04.020
If you look up the data, like creatine,

1694
00:52:04.020 --> 00:52:05.700
you should be taking five milligrams per day

1695
00:52:05.700 --> 00:52:07.100
that you have to eat so much meat

1696
00:52:07.100 --> 00:52:08.140
in order to get that much.

1697
00:52:08.140 --> 00:52:10.180
So have you ever seen like the mid-wit memes

1698
00:52:10.180 --> 00:52:12.780
where it's like the IQ where it's like the dummy

1699
00:52:12.780 --> 00:52:14.420
and then like the middle guy and then like the guy

1700
00:52:14.420 --> 00:52:15.260
at the chance?

1701
00:52:15.260 --> 00:52:16.780
Yeah, at the very end.

1702
00:52:16.780 --> 00:52:18.980
A lot of stuff in fitances like that.

1703
00:52:18.980 --> 00:52:19.980
That makes a lot of sense.

1704
00:52:19.980 --> 00:52:23.420
So it's like pick the right parents, eat protein,

1705
00:52:23.420 --> 00:52:24.740
live progressively, have your weight

1706
00:52:24.740 --> 00:52:25.860
and then you're like set schemes,

1707
00:52:25.860 --> 00:52:26.860
red schemes, blah, blah, blah, blah.

1708
00:52:26.860 --> 00:52:28.820
And it's like pick the right parents,

1709
00:52:28.820 --> 00:52:31.380
like eat protein, live for more weight over time.

1710
00:52:31.380 --> 00:52:32.900
Have you ever gotten your testosterone checked?

1711
00:52:32.900 --> 00:52:33.740
Of course you have.

1712
00:52:33.740 --> 00:52:34.740
Yeah, actually recently.

1713
00:52:34.740 --> 00:52:35.740
What's your testosterone?

1714
00:52:35.740 --> 00:52:37.100
It was 124.

1715
00:52:37.100 --> 00:52:38.100
124?

1716
00:52:38.100 --> 00:52:38.940
Yeah, certainly.

1717
00:52:38.940 --> 00:52:40.820
I thought it goes into like a thousand.

1718
00:52:40.820 --> 00:52:41.660
Yeah.

1719
00:52:41.660 --> 00:52:43.380
Isn't five three hundred to a thousand

1720
00:52:43.380 --> 00:52:44.780
is the recommended rate?

1721
00:52:44.780 --> 00:52:45.940
I'm below the recommended range.

1722
00:52:45.940 --> 00:52:46.780
How?

1723
00:52:46.780 --> 00:52:48.340
How is that even physically possible?

1724
00:52:48.340 --> 00:52:49.260
I've always been though.

1725
00:52:49.260 --> 00:52:51.380
The highest reading I've ever had is 270.

1726
00:52:51.380 --> 00:52:52.380
You read lots of soy?

1727
00:52:52.380 --> 00:52:53.380
No.

1728
00:52:53.380 --> 00:52:55.460
That makes no sense because I see that like the beard

1729
00:52:55.460 --> 00:52:57.140
and the muscle didn't have to have

1730
00:52:57.140 --> 00:52:58.620
in the deep voice.

1731
00:52:58.620 --> 00:53:00.460
Like you have to have more testosterone.

1732
00:53:00.460 --> 00:53:01.900
You can be indigent sensitive.

1733
00:53:01.900 --> 00:53:03.300
It's like me very sensitive to indigent.

1734
00:53:03.300 --> 00:53:04.500
Some people are not sensitive at all.

1735
00:53:04.500 --> 00:53:06.460
So it's like if you add testosterone to your system,

1736
00:53:06.460 --> 00:53:09.020
like you, somebody will get a significantly higher response

1737
00:53:09.020 --> 00:53:10.180
than other people.

1738
00:53:10.180 --> 00:53:12.780
And so you have, you know, genetic potential from parents,

1739
00:53:12.780 --> 00:53:14.260
but you also have just like how responsive

1740
00:53:14.260 --> 00:53:16.020
you are to animal hormones in general.

1741
00:53:16.020 --> 00:53:17.260
Like some of the big, because we,

1742
00:53:17.260 --> 00:53:18.660
the Olympia just happened for bodybuilding

1743
00:53:18.660 --> 00:53:19.660
like this last week.

1744
00:53:19.660 --> 00:53:20.980
A lot of those guys, some of them,

1745
00:53:20.980 --> 00:53:22.740
some of the genetic factors that they have

1746
00:53:22.740 --> 00:53:25.140
are just that their body is just more responsive

1747
00:53:25.140 --> 00:53:26.860
to animals than other people.

1748
00:53:26.860 --> 00:53:29.060
And so like you can just be more indigent sensitive.

1749
00:53:29.060 --> 00:53:32.180
You need less testosterone to make the same muscle.

1750
00:53:32.180 --> 00:53:35.620
And so like those ranges are, they're arbitrary.

1751
00:53:35.620 --> 00:53:37.060
They're completely arbitrary.

1752
00:53:37.060 --> 00:53:39.220
Now if you are below that, you know, 300,

1753
00:53:39.220 --> 00:53:40.620
and I'm not going to get into side stuff,

1754
00:53:40.620 --> 00:53:41.740
everyone don't listen to me.

1755
00:53:41.740 --> 00:53:43.940
So I put that as my disclaimer.

1756
00:53:43.940 --> 00:53:45.420
But if you're, you know, below 300,

1757
00:53:45.420 --> 00:53:47.700
but you're not suffering from low testosterone issues,

1758
00:53:47.700 --> 00:53:49.300
like you don't have erectile dysfunction,

1759
00:53:49.300 --> 00:53:51.020
you don't have like issues getting out of bed

1760
00:53:51.020 --> 00:53:52.100
in the morning, you're not depressed,

1761
00:53:52.100 --> 00:53:53.700
you're not moody, you're like, you're, you're,

1762
00:53:53.700 --> 00:53:55.460
you pretty much just like, you don't have like

1763
00:53:55.460 --> 00:53:58.500
supremely low muscle mass compared to normal men.

1764
00:53:58.500 --> 00:54:01.300
Then you're probably just injured and it's fine.

1765
00:54:01.300 --> 00:54:02.660
Wow.

1766
00:54:02.660 --> 00:54:05.340
So I noticed this theme in you of like,

1767
00:54:05.340 --> 00:54:06.620
I don't care what anything's happening,

1768
00:54:06.620 --> 00:54:07.660
I'm controlling what I'm controlling

1769
00:54:07.660 --> 00:54:09.140
and I'm being exactly what I want to be.

1770
00:54:09.140 --> 00:54:10.860
Were you always like this as a kid?

1771
00:54:10.860 --> 00:54:13.580
Or was this something that you have developed over time?

1772
00:54:13.580 --> 00:54:15.260
Yeah, I think it's a skill that's developed over time.

1773
00:54:15.260 --> 00:54:16.860
I mean, I think there's definitely like,

1774
00:54:16.860 --> 00:54:18.540
when we talk about deprivation earlier,

1775
00:54:18.540 --> 00:54:20.460
I definitely felt deprived of money.

1776
00:54:20.460 --> 00:54:22.020
I've always wanted to make a lot of money.

1777
00:54:22.020 --> 00:54:24.820
That's like been a very big desire of mine.

1778
00:54:24.820 --> 00:54:26.420
And I just have gotten better and better

1779
00:54:26.420 --> 00:54:28.420
at pursuing that goal.

1780
00:54:28.420 --> 00:54:29.260
You know, like in the beginning,

1781
00:54:29.260 --> 00:54:31.020
I just had general motivation, but I had no scale.

1782
00:54:31.020 --> 00:54:33.020
So it's like, I heard this works.

1783
00:54:33.020 --> 00:54:34.940
I heard that you wander and you just have lots of activity

1784
00:54:34.940 --> 00:54:36.460
to try and burn through things to figure out,

1785
00:54:36.460 --> 00:54:37.900
like what starts to give you some feedback

1786
00:54:37.900 --> 00:54:39.380
and then you start moving in that direction.

1787
00:54:39.380 --> 00:54:40.740
I've always been motivated.

1788
00:54:40.740 --> 00:54:42.020
I've always been pretty high achieving.

1789
00:54:42.060 --> 00:54:43.620
I don't have the like, I failed school

1790
00:54:43.620 --> 00:54:45.060
and like, I was grade at school.

1791
00:54:45.060 --> 00:54:47.540
You know, I think I had 13 AP credits going into college.

1792
00:54:47.540 --> 00:54:48.660
I'd been in college in three years,

1793
00:54:48.660 --> 00:54:49.500
I had to come out of here.

1794
00:54:49.500 --> 00:54:50.500
I was vice president of powerlifting came.

1795
00:54:50.500 --> 00:54:52.020
I was president of fraternity.

1796
00:54:52.020 --> 00:54:53.180
I always try to fuck life.

1797
00:54:53.180 --> 00:54:54.020
You know what I mean?

1798
00:54:54.020 --> 00:54:54.860
Everyone's different.

1799
00:54:54.860 --> 00:54:55.700
But like at the same time,

1800
00:54:55.700 --> 00:54:57.460
there's plenty of people who didn't have any of that stuff

1801
00:54:57.460 --> 00:54:59.140
and then crush it later.

1802
00:54:59.140 --> 00:55:00.940
But you, I think you can just always make the decision

1803
00:55:00.940 --> 00:55:02.900
to do whatever you want to do and ever want to do it.

1804
00:55:02.900 --> 00:55:04.220
The idea that you haven't been successful

1805
00:55:04.220 --> 00:55:05.420
for your entirety of your life

1806
00:55:05.420 --> 00:55:07.860
has absolutely no impact on why you can't be successful right now.

1807
00:55:07.860 --> 00:55:11.420
The work that needs to be done for someone to succeed

1808
00:55:11.460 --> 00:55:13.020
remains unchanged.

1809
00:55:13.020 --> 00:55:14.860
And so like whenever you choose to start that,

1810
00:55:14.860 --> 00:55:15.700
you choose to start that

1811
00:55:15.700 --> 00:55:17.340
and everything before that moment doesn't really matter.

1812
00:55:17.340 --> 00:55:19.180
Well, I think it's easier when you have momentum behind you.

1813
00:55:19.180 --> 00:55:20.020
For sure.

1814
00:55:20.020 --> 00:55:22.060
Yeah, I'm just saying like objectively,

1815
00:55:22.060 --> 00:55:23.980
if you had zero momentum and you still do the thing,

1816
00:55:23.980 --> 00:55:24.820
it still works.

1817
00:55:24.820 --> 00:55:26.140
My thought is that it might be harder

1818
00:55:26.140 --> 00:55:28.940
if you don't have that previous success to draw from.

1819
00:55:28.940 --> 00:55:29.940
Totally.

1820
00:55:29.940 --> 00:55:33.580
Might hold you back in ways of maybe being more cautious,

1821
00:55:33.580 --> 00:55:35.620
self-doubt, things like that.

1822
00:55:35.620 --> 00:55:37.780
Yeah, I think I use the term chunking up or chunking down,

1823
00:55:37.780 --> 00:55:39.860
but like the biggest predictor of future success

1824
00:55:40.820 --> 00:55:41.660
regardless.

1825
00:55:41.660 --> 00:55:43.940
And so the idea is like, okay, well,

1826
00:55:43.940 --> 00:55:45.380
you might be like, well, I want to take this big jump,

1827
00:55:45.380 --> 00:55:46.540
but I've never done that before.

1828
00:55:46.540 --> 00:55:47.620
Like, how do I take this job?

1829
00:55:47.620 --> 00:55:48.820
How do I take this risk, right?

1830
00:55:48.820 --> 00:55:50.180
Well, it's like, can you generalize

1831
00:55:50.180 --> 00:55:52.060
some of the other things you've done in the past

1832
00:55:52.060 --> 00:55:53.620
that would give you some level of confidence

1833
00:55:53.620 --> 00:55:55.540
that this is not unreasonable?

1834
00:55:55.540 --> 00:55:58.260
It's like, if I've been really disciplined at school

1835
00:55:58.260 --> 00:55:59.940
and exercise, then it might be,

1836
00:55:59.940 --> 00:56:01.700
it might follow that I'll be relatively disciplined

1837
00:56:01.700 --> 00:56:02.980
with my job as a guaranteed, no,

1838
00:56:02.980 --> 00:56:04.980
but I could still make a generalization

1839
00:56:04.980 --> 00:56:06.780
that it's plausible.

1840
00:56:06.780 --> 00:56:09.340
And so I think it's like stacking those wins

1841
00:56:09.340 --> 00:56:11.020
as low as a common denominator as you can.

1842
00:56:11.020 --> 00:56:12.700
I mean, for somebody who's absolutely

1843
00:56:12.700 --> 00:56:13.940
just like sucking a life right now,

1844
00:56:13.940 --> 00:56:14.980
then it's like, if you got out of bed today,

1845
00:56:14.980 --> 00:56:16.500
they're cool, call to W, you know what I mean?

1846
00:56:16.500 --> 00:56:18.980
Like, just regress it back and then you start

1847
00:56:18.980 --> 00:56:20.100
just like you'd add weight to a bar,

1848
00:56:20.100 --> 00:56:21.300
you add weight to the goals.

1849
00:56:21.300 --> 00:56:23.780
So is it as simple as just waking up in the morning?

1850
00:56:23.780 --> 00:56:26.820
Great, then it would be, kick a walk for 10 minutes.

1851
00:56:26.820 --> 00:56:28.780
Great, and then just building on that.

1852
00:56:28.780 --> 00:56:30.060
Yeah, I think your bar always moves.

1853
00:56:30.060 --> 00:56:32.820
Like when a toddler in the beginning begins speaking,

1854
00:56:32.820 --> 00:56:34.420
they approximate the word mom.

1855
00:56:34.420 --> 00:56:36.620
They're like, and you're like, yeah,

1856
00:56:36.620 --> 00:56:37.940
you're so excited, but like, you know,

1857
00:56:37.940 --> 00:56:40.300
10-year-old says mom and you tell him to screw off, right?

1858
00:56:40.300 --> 00:56:41.860
Like the bar moves.

1859
00:56:41.860 --> 00:56:43.660
Yeah, I'm not your mom.

1860
00:56:43.660 --> 00:56:45.140
Right, yeah, sure, I'm not your mom.

1861
00:56:45.140 --> 00:56:46.940
No, but the bar moves because like your standards

1862
00:56:46.940 --> 00:56:48.180
for excellence continue improve.

1863
00:56:48.180 --> 00:56:50.020
So it's like if you're like, don't use someone else's

1864
00:56:50.020 --> 00:56:51.540
standards, use your own.

1865
00:56:51.540 --> 00:56:53.220
And once you can say mom really consistently,

1866
00:56:53.220 --> 00:56:54.940
then like start saying sentences.

1867
00:56:54.940 --> 00:56:56.380
I want to know, because we talked,

1868
00:56:56.380 --> 00:56:57.500
I think it was the first or second time

1869
00:56:57.500 --> 00:56:59.100
you came with a podcast about trauma.

1870
00:56:59.100 --> 00:56:59.940
Sure.

1871
00:56:59.940 --> 00:57:01.940
So you have very interesting takes on trauma, okay?

1872
00:57:01.940 --> 00:57:04.380
And recently, not to be that guy,

1873
00:57:04.380 --> 00:57:07.780
but I feel like I have gotten more similar to your beliefs

1874
00:57:07.780 --> 00:57:08.900
with regard to trauma.

1875
00:57:08.900 --> 00:57:11.580
Everyone goes through traumatic experiences in their life.

1876
00:57:11.580 --> 00:57:12.900
It's their response to that trauma

1877
00:57:12.900 --> 00:57:14.300
that actually ends up making the difference.

1878
00:57:14.300 --> 00:57:15.140
Now, I saw this video.

1879
00:57:15.140 --> 00:57:16.500
I don't know if you've seen this before,

1880
00:57:16.500 --> 00:57:19.380
but it was someone holding the baby.

1881
00:57:19.380 --> 00:57:23.020
And then they knock on a doorway nearby or a door nearby

1882
00:57:23.020 --> 00:57:24.420
and they're like, oh my God, I'm so sorry.

1883
00:57:24.420 --> 00:57:25.260
I hear your head and the baby's like,

1884
00:57:25.260 --> 00:57:27.660
man, it starts crying as though it's in pain, right?

1885
00:57:27.660 --> 00:57:29.300
And that could be a traumatic experience for that baby.

1886
00:57:29.300 --> 00:57:32.100
And then I saw another video of a baby that took a tumble,

1887
00:57:32.100 --> 00:57:33.660
like a pretty bad spill.

1888
00:57:33.660 --> 00:57:35.660
And the mom's like, oh, look, we just had a happy spill.

1889
00:57:36.500 --> 00:57:37.980
This is so funny and the baby starts laughing.

1890
00:57:37.980 --> 00:57:38.980
Yeah.

1891
00:57:38.980 --> 00:57:41.300
And like one actually went through something

1892
00:57:41.300 --> 00:57:44.620
and one did not, yet the responses were completely different.

1893
00:57:44.620 --> 00:57:49.620
So I think now my opinion from these two baby TikToks

1894
00:57:49.900 --> 00:57:51.900
is that like it really has to do

1895
00:57:51.900 --> 00:57:54.540
with the way that other people respond to your trauma

1896
00:57:54.540 --> 00:57:56.740
and then your perception of how you should be feeling

1897
00:57:56.740 --> 00:57:58.620
after a specified event occurs.

1898
00:57:58.620 --> 00:57:59.460
I agree.

1899
00:57:59.460 --> 00:58:00.740
Which is crazy.

1900
00:58:00.740 --> 00:58:02.260
I'll add one piece to what you said.

1901
00:58:02.260 --> 00:58:04.980
Yes, which is that you said people experience trauma.

1902
00:58:04.980 --> 00:58:05.820
I've just erased that.

1903
00:58:05.820 --> 00:58:06.660
Things happen.

1904
00:58:07.660 --> 00:58:08.500
Things happen.

1905
00:58:08.500 --> 00:58:09.460
No need to label good or bad.

1906
00:58:09.460 --> 00:58:10.300
Right.

1907
00:58:10.980 --> 00:58:11.820
Things happen to people.

1908
00:58:11.820 --> 00:58:14.300
It's mean that that's a very hard switch though.

1909
00:58:14.300 --> 00:58:15.140
Totally.

1910
00:58:15.140 --> 00:58:16.980
That's a whole different level to this.

1911
00:58:16.980 --> 00:58:17.820
Sure.

1912
00:58:17.820 --> 00:58:20.020
Like was I traumatized by the $15 million loss?

1913
00:58:20.020 --> 00:58:21.180
No.

1914
00:58:21.180 --> 00:58:22.060
Was it unfortunate?

1915
00:58:22.060 --> 00:58:22.900
Yes.

1916
00:58:22.900 --> 00:58:23.740
Did I deal with it?

1917
00:58:23.740 --> 00:58:24.580
Yes.

1918
00:58:24.580 --> 00:58:25.420
Okay.

1919
00:58:25.420 --> 00:58:26.260
I'm not traumatized.

1920
00:58:26.260 --> 00:58:27.340
I'm not like I can never make it better again.

1921
00:58:27.340 --> 00:58:28.180
No.

1922
00:58:28.180 --> 00:58:29.020
It is what it is.

1923
00:58:29.020 --> 00:58:29.860
Things happen.

1924
00:58:29.860 --> 00:58:31.500
The toddler can spill pain on your baby with cart.

1925
00:58:31.500 --> 00:58:32.340
What do you do now?

1926
00:58:32.340 --> 00:58:33.180
Are you traumatized?

1927
00:58:33.180 --> 00:58:33.940
Do you blame your baby?

1928
00:58:33.940 --> 00:58:35.780
I'm like, man, I've got all these issues because my baby...

1929
00:58:35.780 --> 00:58:39.700
But there could be instances that happen

1930
00:58:39.700 --> 00:58:41.660
that definitely change your entire mindset.

1931
00:58:41.660 --> 00:58:45.100
Let's say you are driving fast on the fruit all the time

1932
00:58:45.100 --> 00:58:47.500
and then you get in a horrible car accident.

1933
00:58:47.500 --> 00:58:48.980
You could be terrified of driving,

1934
00:58:48.980 --> 00:58:51.780
especially if that speed for good reason.

1935
00:58:51.780 --> 00:58:54.460
Maybe your entire perception is changed after that.

1936
00:58:54.460 --> 00:58:57.140
Trauma is just accelerated learning.

1937
00:58:57.140 --> 00:58:58.100
It's all of this.

1938
00:58:58.100 --> 00:58:59.340
It's accelerated learning.

1939
00:58:59.340 --> 00:59:01.420
And the question is, is the behavior that I learned

1940
00:59:01.420 --> 00:59:03.260
something that I want, does it serve me?

1941
00:59:03.260 --> 00:59:04.980
Now, if you were driving really fast

1942
00:59:04.980 --> 00:59:07.740
and then you drive slower, does that serve you?

1943
00:59:07.740 --> 00:59:09.020
Well, forgetting places on time,

1944
00:59:09.020 --> 00:59:10.340
you might have to leave a couple minutes earlier.

1945
00:59:10.340 --> 00:59:11.660
Besides that, does it serve you

1946
00:59:11.660 --> 00:59:13.420
and the likely that you die in a car accident?

1947
00:59:13.420 --> 00:59:14.260
Yeah, probably.

1948
00:59:14.260 --> 00:59:17.740
So is that traumatic or is that like you just learned?

1949
00:59:17.740 --> 00:59:19.020
I think just calling it trauma makes it

1950
00:59:19.020 --> 00:59:19.940
this really heavy thing.

1951
00:59:19.940 --> 00:59:21.860
Like, well, here's maybe a better example.

1952
00:59:21.860 --> 00:59:23.700
There is that video of a car in the freeway.

1953
00:59:23.700 --> 00:59:25.660
All of a sudden the car is just driving along,

1954
00:59:25.660 --> 00:59:27.460
going to speed limit and a tire.

1955
00:59:27.460 --> 00:59:29.020
At the end of the fall to that car,

1956
00:59:29.020 --> 00:59:31.500
tire comes out, the car flips.

1957
00:59:31.500 --> 00:59:32.900
I would be terrified of driving.

1958
00:59:32.900 --> 00:59:35.780
Just because you never realize how dangerous it is

1959
00:59:35.780 --> 00:59:37.300
until you're in an experience like that.

1960
00:59:37.300 --> 00:59:38.140
Yeah.

1961
00:59:38.140 --> 00:59:38.980
And then the question would be,

1962
00:59:38.980 --> 00:59:40.900
is that the lesson that you want to learn from it?

1963
00:59:40.900 --> 00:59:43.180
Or is it that there was a baby

1964
00:59:43.180 --> 00:59:44.500
and he'd ruined her baby with a car?

1965
00:59:44.500 --> 00:59:46.500
Like, you were driving and something happened.

1966
00:59:46.500 --> 00:59:47.700
It's just like, is the adaptation,

1967
00:59:47.700 --> 00:59:49.340
is the learning useful?

1968
00:59:49.340 --> 00:59:51.620
If it isn't, then maybe we don't call it trauma

1969
00:59:51.620 --> 00:59:53.100
and maybe we call it bad luck.

1970
00:59:53.100 --> 00:59:57.780
But trauma to a certain degree is a thing, right?

1971
00:59:57.780 --> 01:00:00.340
Because, well, if you look at all available data

1972
01:00:00.340 --> 01:00:01.660
and people that go through certain things,

1973
01:00:01.660 --> 01:00:02.500
I don't know what that means.

1974
01:00:02.500 --> 01:00:03.980
But like, if you look at all available data,

1975
01:00:03.980 --> 01:00:04.820
but if you're saying like,

1976
01:00:04.820 --> 01:00:06.300
do people have emotional disturbances,

1977
01:00:06.300 --> 01:00:07.260
I would agree with you.

1978
01:00:07.260 --> 01:00:08.580
I think if you tell people that they have trauma,

1979
01:00:08.580 --> 01:00:10.460
they will absolutely be affected by whatever the thing is.

1980
01:00:10.460 --> 01:00:11.300
I agree.

1981
01:00:11.300 --> 01:00:13.060
I'm saying that things are going to happen.

1982
01:00:13.060 --> 01:00:14.660
So I gave the extreme example last time,

1983
01:00:14.660 --> 01:00:15.900
but it's probably worth repeating.

1984
01:00:15.900 --> 01:00:17.580
So you're a 14 year old girl

1985
01:00:17.580 --> 01:00:20.660
and you all of a sudden have this man you don't know

1986
01:00:20.660 --> 01:00:22.460
and he has sex with you.

1987
01:00:22.460 --> 01:00:25.300
He's 35 years old, traumatic.

1988
01:00:26.380 --> 01:00:27.100
I think most people will be like,

1989
01:00:27.100 --> 01:00:29.100
oh, that's traumatic experience.

1990
01:00:29.100 --> 01:00:30.300
It was also just the middle ages

1991
01:00:30.300 --> 01:00:31.980
and you might actually be a wonderful daughter

1992
01:00:31.980 --> 01:00:34.500
doing her duty because that's when they got married

1993
01:00:34.500 --> 01:00:35.340
and they would be married to men

1994
01:00:35.340 --> 01:00:38.220
who were significantly older for alliances for their family.

1995
01:00:38.220 --> 01:00:39.580
Were they traumatized?

1996
01:00:39.580 --> 01:00:41.140
Or was that just like actually the,

1997
01:00:41.140 --> 01:00:42.340
they were actually being a good daughter

1998
01:00:42.340 --> 01:00:45.660
doing their duty as a daughter of their family?

1999
01:00:46.660 --> 01:00:51.660
So there's literally things that we can state with facts.

2000
01:00:52.060 --> 01:00:53.300
This happened.

2001
01:00:53.300 --> 01:00:56.180
A 35 old man had sex with someone that he had never seen before

2002
01:00:56.180 --> 01:00:57.300
and that she had never seen him

2003
01:00:57.300 --> 01:00:58.860
and she was 14 years old.

2004
01:00:58.900 --> 01:01:00.380
That happened.

2005
01:01:00.380 --> 01:01:03.220
Everything else we do is the narrative we created around it.

2006
01:01:03.220 --> 01:01:04.260
And I use that extreme example,

2007
01:01:04.260 --> 01:01:06.220
which everyone like pulls away when I say that,

2008
01:01:06.220 --> 01:01:09.300
but it's like you have to use the extremes to make the point.

2009
01:01:09.300 --> 01:01:13.980
And so like if that can be both duty in one setting

2010
01:01:13.980 --> 01:01:15.940
and horribly traumatic in another,

2011
01:01:15.940 --> 01:01:16.980
then it means that the narratives

2012
01:01:16.980 --> 01:01:18.340
the thing that gives all the power.

2013
01:01:18.340 --> 01:01:20.900
The context has changed in society.

2014
01:01:20.900 --> 01:01:23.220
There's a lot of things that are different today

2015
01:01:23.220 --> 01:01:24.980
that were normalized back then.

2016
01:01:24.980 --> 01:01:26.900
It doesn't make it necessarily okay.

2017
01:01:26.900 --> 01:01:28.420
But it's the surrounding context.

2018
01:01:28.420 --> 01:01:30.620
That's exactly my exact point is that

2019
01:01:30.620 --> 01:01:32.740
if you have something bad that happens,

2020
01:01:32.740 --> 01:01:34.580
another human at a different time period

2021
01:01:34.580 --> 01:01:35.900
might have experienced that same thing.

2022
01:01:35.900 --> 01:01:38.460
And so the only reason that you choose to get upset about it

2023
01:01:38.460 --> 01:01:39.740
and then get into a hyper-learning phase

2024
01:01:39.740 --> 01:01:42.260
about something good or bad is because you were told to.

2025
01:01:42.260 --> 01:01:45.500
It could also be in context of what's happening around you

2026
01:01:45.500 --> 01:01:47.900
where if it's like if everyone else is doing it around you,

2027
01:01:47.900 --> 01:01:50.340
if you're now today you're the outlier

2028
01:01:50.340 --> 01:01:52.900
or it's maybe back then you're fitting in

2029
01:01:52.900 --> 01:01:54.300
with everyone else who's also.

2030
01:01:54.300 --> 01:01:55.420
But that's just narrative.

2031
01:01:55.420 --> 01:01:56.660
Like I'm saying, as a tool,

2032
01:01:56.660 --> 01:01:58.420
so for everybody who's listening to this,

2033
01:01:58.420 --> 01:02:00.340
if you have something bad happen,

2034
01:02:00.340 --> 01:02:03.820
you can think I will subscribe to the traumatic experience

2035
01:02:03.820 --> 01:02:05.780
that my counselors told me that I have gone through

2036
01:02:05.780 --> 01:02:06.780
and they've labeled this thing

2037
01:02:06.780 --> 01:02:07.620
and then I get to have,

2038
01:02:07.620 --> 01:02:09.500
I just get to keep this problem with me forever.

2039
01:02:09.500 --> 01:02:10.500
Whenever I go in a new relationship to say,

2040
01:02:10.500 --> 01:02:12.500
oh, I had, I was traumatized earlier,

2041
01:02:12.500 --> 01:02:13.940
like I have a hard time trusting people

2042
01:02:13.940 --> 01:02:15.740
because of this reason that I'm making up right now.

2043
01:02:15.740 --> 01:02:17.420
Okay, cool.

2044
01:02:17.420 --> 01:02:20.980
Or something happened.

2045
01:02:20.980 --> 01:02:23.820
Okay, moving on.

2046
01:02:23.820 --> 01:02:25.380
It just doesn't matter.

2047
01:02:25.380 --> 01:02:26.540
It just doesn't matter.

2048
01:02:26.540 --> 01:02:29.460
Creating the label that you are now this way

2049
01:02:29.460 --> 01:02:31.580
because is the problem.

2050
01:02:31.580 --> 01:02:32.620
Not the thing.

2051
01:02:32.620 --> 01:02:33.620
That's the problem.

2052
01:02:33.620 --> 01:02:34.740
Is the label that people describe

2053
01:02:34.740 --> 01:02:36.420
to whatever circumstance,

2054
01:02:36.420 --> 01:02:38.660
like, and the more you start to note it,

2055
01:02:38.660 --> 01:02:40.260
like the more attuned to this you get,

2056
01:02:40.260 --> 01:02:41.660
the more you see it all the time.

2057
01:02:41.660 --> 01:02:43.460
People are like, I'm the type of person who,

2058
01:02:43.460 --> 01:02:45.780
I am A, right, I'm a neat freak.

2059
01:02:45.780 --> 01:02:47.420
Okay, so you have this label

2060
01:02:47.420 --> 01:02:48.580
that you've described yourself.

2061
01:02:48.580 --> 01:02:50.220
Now, does that serve you in some way?

2062
01:02:50.220 --> 01:02:51.500
And like in the beginning of every relationship,

2063
01:02:51.500 --> 01:02:53.260
like you're single now, you're dating, right?

2064
01:02:53.260 --> 01:02:54.140
So girls like, you know,

2065
01:02:54.140 --> 01:02:55.180
or you'll probably come in and be like,

2066
01:02:55.180 --> 01:02:56.260
I'm the type person who does this,

2067
01:02:56.380 --> 01:02:57.260
and this, and I am this way.

2068
01:02:57.260 --> 01:02:59.260
Like you just give, you're like, you're all my labels.

2069
01:02:59.260 --> 01:03:02.300
But like, what if you didn't do any of that?

2070
01:03:02.300 --> 01:03:03.860
You're like, I do things.

2071
01:03:04.900 --> 01:03:06.300
Like sometimes I do these things.

2072
01:03:06.300 --> 01:03:07.260
Other times I don't.

2073
01:03:07.260 --> 01:03:08.260
I mean, in practical sense,

2074
01:03:08.260 --> 01:03:09.500
I feel like it is important

2075
01:03:09.500 --> 01:03:11.540
to have some of those belief statements, right?

2076
01:03:11.540 --> 01:03:12.380
Would you agree with that?

2077
01:03:12.380 --> 01:03:13.460
If they serve you.

2078
01:03:13.460 --> 01:03:14.300
If they serve you.

2079
01:03:14.300 --> 01:03:15.580
So you're saying belief statements like,

2080
01:03:15.580 --> 01:03:17.740
I am somebody who likes to keep my room clean.

2081
01:03:17.740 --> 01:03:18.580
Sure.

2082
01:03:18.580 --> 01:03:20.580
That is a fine belief statement.

2083
01:03:20.580 --> 01:03:21.540
If it serves you.

2084
01:03:21.540 --> 01:03:22.380
If it's a good thing,

2085
01:03:22.380 --> 01:03:24.660
but if it's like, I am lazy, I am worthless,

2086
01:03:24.660 --> 01:03:25.820
I am unmotivated.

2087
01:03:25.860 --> 01:03:26.940
I'm not funny.

2088
01:03:26.940 --> 01:03:27.940
People don't like me.

2089
01:03:27.940 --> 01:03:28.780
Stuff like that.

2090
01:03:28.780 --> 01:03:29.620
I'm not content.

2091
01:03:29.620 --> 01:03:32.340
Because my mom didn't tell me enough when I was a kid.

2092
01:03:32.340 --> 01:03:34.260
One, eliminate the, because part,

2093
01:03:34.260 --> 01:03:35.460
because you don't know that.

2094
01:03:35.460 --> 01:03:36.660
There's a hundred other things I could have

2095
01:03:36.660 --> 01:03:37.500
that made you not motivate.

2096
01:03:37.500 --> 01:03:39.220
You just pick that one out of thin air.

2097
01:03:39.220 --> 01:03:40.060
Like, here's the reason.

2098
01:03:40.060 --> 01:03:40.980
Like, you don't know.

2099
01:03:40.980 --> 01:03:43.020
So you really do not believe in psychotherapy.

2100
01:03:43.020 --> 01:03:44.020
No.

2101
01:03:44.020 --> 01:03:45.620
Well, my understanding is like,

2102
01:03:45.620 --> 01:03:48.460
you are who you are today because of these.

2103
01:03:48.460 --> 01:03:50.540
Well, you do what you've been rewarded for doing in the past,

2104
01:03:50.540 --> 01:03:52.060
and you avoid things you've been punished for in the past.

2105
01:03:52.060 --> 01:03:53.420
That I will absolutely agree with to the day.

2106
01:03:53.420 --> 01:03:55.100
But don't you believe even as a child,

2107
01:03:55.100 --> 01:03:57.700
let's say you could be shaped by your parents.

2108
01:03:57.700 --> 01:03:59.380
So let's just say you're told by your parents,

2109
01:03:59.380 --> 01:04:01.500
you are worthless, you can never do anything like that.

2110
01:04:01.500 --> 01:04:03.180
It's hard to break, I think, as an adult.

2111
01:04:03.180 --> 01:04:05.220
Why don't you agree with the fact that the heart of the break?

2112
01:04:05.220 --> 01:04:08.220
I'm just saying you choose to believe it.

2113
01:04:08.220 --> 01:04:09.100
There's a choice.

2114
01:04:10.180 --> 01:04:12.740
Could it also be that your brain is wired in such a way

2115
01:04:12.740 --> 01:04:17.180
that the neural pathways all point to you being worthless

2116
01:04:17.180 --> 01:04:20.260
and you're told that you will amount to nothing.

2117
01:04:20.260 --> 01:04:23.980
And it's so ingrained that when you become an adult,

2118
01:04:23.980 --> 01:04:27.260
it's just like these are patterns that are really difficult

2119
01:04:27.260 --> 01:04:29.100
to break because you've been told your entire life

2120
01:04:29.100 --> 01:04:30.740
and you believe one thing,

2121
01:04:30.740 --> 01:04:34.100
and shattering all of that takes a lot of work.

2122
01:04:34.100 --> 01:04:38.100
So to anyone who has that paradigm, you're right.

2123
01:04:38.100 --> 01:04:39.580
It's not your fault.

2124
01:04:39.580 --> 01:04:41.260
You're never gonna be successful.

2125
01:04:42.300 --> 01:04:43.740
Now what?

2126
01:04:43.740 --> 01:04:45.220
Okay, well maybe I can do something about it.

2127
01:04:45.220 --> 01:04:46.860
Okay, great, there's no benefit.

2128
01:04:46.860 --> 01:04:48.140
I get Q&A's every once in a while,

2129
01:04:48.140 --> 01:04:50.500
and someone's like, can't grow my business because of my kids.

2130
01:04:50.500 --> 01:04:51.620
I like they take up all my time,

2131
01:04:51.620 --> 01:04:54.140
and it's just impossible for me to do the things.

2132
01:04:54.140 --> 01:04:55.700
So would you tell me?

2133
01:04:55.700 --> 01:04:57.020
I just say you're right.

2134
01:04:57.020 --> 01:04:59.300
You're never gonna be successful when it's not your fault.

2135
01:04:59.300 --> 01:05:01.940
And then you can just watch the person just rife.

2136
01:05:01.940 --> 01:05:02.780
They're just like,

2137
01:05:04.100 --> 01:05:05.300
well, I mean, and I'm like, what?

2138
01:05:05.300 --> 01:05:06.300
You're gonna fight me on the fact

2139
01:05:06.300 --> 01:05:07.460
that you're gonna be successful, great.

2140
01:05:07.460 --> 01:05:08.300
The fighter showed up.

2141
01:05:08.300 --> 01:05:10.260
So what are we talking about?

2142
01:05:10.260 --> 01:05:11.900
Do you want my permission to not be successful

2143
01:05:11.900 --> 01:05:13.340
or do you want to accept that you're not gonna be like,

2144
01:05:13.340 --> 01:05:14.380
what do you want?

2145
01:05:14.380 --> 01:05:16.340
And they're like, well, okay.

2146
01:05:16.340 --> 01:05:17.580
I was like, well, yeah, there's your answer.

2147
01:05:17.580 --> 01:05:19.100
Like whatever reason you're giving yourself

2148
01:05:19.100 --> 01:05:20.580
is the very reason you should do the thing.

2149
01:05:20.580 --> 01:05:22.660
Like if your mom was mean to shit to your entire life

2150
01:05:22.660 --> 01:05:23.500
and she told you you were worthless,

2151
01:05:23.500 --> 01:05:25.900
that's a great reason to be successful.

2152
01:05:25.900 --> 01:05:26.900
There's just as many people who've had

2153
01:05:26.900 --> 01:05:28.300
terrible uprightness became successful.

2154
01:05:28.300 --> 01:05:30.020
See, why wouldn't you tell that person who says,

2155
01:05:30.020 --> 01:05:32.500
I have kids, I can't be, give the business the time it needs.

2156
01:05:32.500 --> 01:05:34.700
Why wouldn't you tell that person practically?

2157
01:05:34.700 --> 01:05:37.220
Well, you're gonna have to structure your day better.

2158
01:05:37.220 --> 01:05:38.860
You're gonna have to sacrifice some time with your kids.

2159
01:05:38.860 --> 01:05:40.220
You're gonna have to wake up a little earlier.

2160
01:05:40.220 --> 01:05:41.340
It's gonna suck in the beginning.

2161
01:05:41.340 --> 01:05:42.340
You'll get used to it.

2162
01:05:42.340 --> 01:05:43.860
Why not go in with that approach?

2163
01:05:43.860 --> 01:05:46.860
Because I think that person's looking for permission.

2164
01:05:46.860 --> 01:05:48.020
I think they're looking for an excuse.

2165
01:05:48.020 --> 01:05:49.460
It's reasonable to protect their ego.

2166
01:05:49.460 --> 01:05:50.300
I don't think so.

2167
01:05:50.300 --> 01:05:52.700
I think sometimes people just need to be told what to do.

2168
01:05:52.700 --> 01:05:54.740
They might know what the answer is,

2169
01:05:54.740 --> 01:05:57.620
but if you tell them what the answer is, they'll do it.

2170
01:05:57.620 --> 01:05:59.820
And they'll believe it because you're the one telling him.

2171
01:05:59.820 --> 01:06:00.820
Well, this person was saying,

2172
01:06:00.820 --> 01:06:01.980
I'm not going to be successful.

2173
01:06:01.980 --> 01:06:02.980
In the premise that I was saying,

2174
01:06:02.980 --> 01:06:04.700
this person is saying, I'm not gonna be successful.

2175
01:06:04.700 --> 01:06:05.660
Here's my excuse.

2176
01:06:05.660 --> 01:06:07.300
Tell me it's okay that I have this excuse.

2177
01:06:07.300 --> 01:06:08.660
Then I say, you're right.

2178
01:06:08.660 --> 01:06:10.540
It's not your fault, you're never gonna win.

2179
01:06:10.540 --> 01:06:12.180
And then all of a sudden their whole psyche changes

2180
01:06:12.180 --> 01:06:13.020
because they want a contrast.

2181
01:06:13.020 --> 01:06:13.860
They want to rebel against that.

2182
01:06:13.860 --> 01:06:14.780
And they're like, what do you mean?

2183
01:06:14.780 --> 01:06:16.340
I mean, I'm totally gonna be like, right.

2184
01:06:16.340 --> 01:06:17.300
Cool, so you agree.

2185
01:06:17.300 --> 01:06:18.140
So you are gonna win.

2186
01:06:18.140 --> 01:06:19.500
So what are we talking about?

2187
01:06:19.500 --> 01:06:21.260
Right, it's just this back and forth

2188
01:06:21.260 --> 01:06:22.740
that people always rebel.

2189
01:06:22.740 --> 01:06:24.380
I just find that that context interesting

2190
01:06:24.380 --> 01:06:25.900
because a lot of times if you actually just like,

2191
01:06:25.900 --> 01:06:27.220
put a knife in and just twist

2192
01:06:27.220 --> 01:06:28.540
and say, sure, let's take it to the natural end.

2193
01:06:28.540 --> 01:06:29.380
Don't ever win.

2194
01:06:29.380 --> 01:06:30.420
Okay, how do you feel now?

2195
01:06:30.420 --> 01:06:32.940
Right, so then you making all of that fanfare

2196
01:06:32.940 --> 01:06:34.340
about all these reasons.

2197
01:06:34.340 --> 01:06:36.100
Why it's justified that you won't win.

2198
01:06:36.100 --> 01:06:37.260
How does that serve you?

2199
01:06:37.260 --> 01:06:38.100
It does it.

2200
01:06:38.100 --> 01:06:39.580
So you might as well act as though it didn't matter anyways

2201
01:06:39.580 --> 01:06:41.100
and do the stuff that is required.

2202
01:06:41.100 --> 01:06:42.220
Just to be clear for everybody,

2203
01:06:42.220 --> 01:06:43.740
like I share the stuff that worked for me.

2204
01:06:43.740 --> 01:06:44.980
If what you're doing is working for you,

2205
01:06:44.980 --> 01:06:47.100
then I love you, keep crushing it.

2206
01:06:47.100 --> 01:06:47.940
You know what I mean?

2207
01:06:47.940 --> 01:06:49.500
I just share this stuff because people ask,

2208
01:06:49.500 --> 01:06:51.700
they're like, how to do this by this time or whatever

2209
01:06:51.700 --> 01:06:52.780
and I share my worldviews.

2210
01:06:52.780 --> 01:06:53.860
And they're relatively contrary.

2211
01:06:53.860 --> 01:06:56.900
And a lot of people believe as little as I believe

2212
01:06:56.900 --> 01:06:58.060
about anything, really.

2213
01:06:58.060 --> 01:06:59.580
There are a few things that I absolutely believe

2214
01:06:59.580 --> 01:07:00.420
through and through.

2215
01:07:00.420 --> 01:07:01.980
And then everything else for the most part,

2216
01:07:01.980 --> 01:07:02.900
I feel is noise.

2217
01:07:02.900 --> 01:07:05.500
And that has helped me a lot because it has gotten me out

2218
01:07:05.500 --> 01:07:07.900
of like 99% of the, oh, 99% who knows,

2219
01:07:07.900 --> 01:07:10.100
but like a vast majority of the content

2220
01:07:10.100 --> 01:07:11.940
that I see on the internet is there's a lot of fluff.

2221
01:07:11.940 --> 01:07:14.180
There's a lot of just like, just, yes,

2222
01:07:14.180 --> 01:07:15.020
a lot of people giving advice

2223
01:07:15.020 --> 01:07:15.860
that have never done the thing

2224
01:07:15.860 --> 01:07:17.340
that they're trying to give advice on.

2225
01:07:17.340 --> 01:07:20.860
And so it's like when people talk about energy

2226
01:07:20.860 --> 01:07:23.980
and manifesting and psychology and affirmations

2227
01:07:23.980 --> 01:07:25.740
and all these things, it's like,

2228
01:07:25.740 --> 01:07:28.180
even the statement like if you're a B do have,

2229
01:07:28.180 --> 01:07:29.580
you heard that, it's like a pretty big

2230
01:07:29.580 --> 01:07:30.780
and like the personal development safe.

2231
01:07:30.780 --> 01:07:31.740
It's like, be the certain way,

2232
01:07:31.740 --> 01:07:34.300
so you do the things to get what you want or have the thing, right?

2233
01:07:34.300 --> 01:07:35.660
And it has to be the person first

2234
01:07:35.660 --> 01:07:37.780
and then you can, to do the things to have the thing, right?

2235
01:07:37.780 --> 01:07:38.620
That's like a B and I was like,

2236
01:07:38.620 --> 01:07:41.540
B do have, I think it's complete bullshit

2237
01:07:41.540 --> 01:07:45.500
because being is a function of doing.

2238
01:07:45.500 --> 01:07:47.900
If we were to say who is this person,

2239
01:07:47.900 --> 01:07:50.340
we would describe there at any by the things they do,

2240
01:07:50.340 --> 01:07:52.300
like he is a carpenter, he's into these things,

2241
01:07:52.300 --> 01:07:53.500
he does, he takes these actions,

2242
01:07:53.500 --> 01:07:56.260
that is what creates his identity, how we describe it.

2243
01:07:56.260 --> 01:07:58.380
So if being is a function of doing,

2244
01:07:58.380 --> 01:08:00.540
then we can just cut being out, right?

2245
01:08:00.540 --> 01:08:02.460
So it's just doing and then have.

2246
01:08:02.460 --> 01:08:05.660
But if the having comes from the doing,

2247
01:08:05.660 --> 01:08:09.100
then that's an after effect, that's an outcome,

2248
01:08:09.100 --> 01:08:11.500
not the thing that created it.

2249
01:08:11.500 --> 01:08:13.340
And so the doing creates the having.

2250
01:08:13.340 --> 01:08:14.900
And so you can cut out the half.

2251
01:08:14.900 --> 01:08:17.060
And so it just comes down to doing.

2252
01:08:17.060 --> 01:08:19.380
And so we don't need to like obsess about like,

2253
01:08:19.380 --> 01:08:20.660
am I a good person, am I bad person,

2254
01:08:20.660 --> 01:08:21.700
am I villain, am I an asshole?

2255
01:08:21.700 --> 01:08:22.740
That's the point that we're making

2256
01:08:22.740 --> 01:08:23.740
the very beginning of this.

2257
01:08:23.740 --> 01:08:27.820
It's like, maybe you are an asshole, maybe you are a loser.

2258
01:08:27.820 --> 01:08:30.500
You can still do the stuff to win and win anyways.

2259
01:08:30.500 --> 01:08:32.980
If Graham identified as a loser tomorrow,

2260
01:08:32.980 --> 01:08:35.620
like truly through his being identified as a loser

2261
01:08:35.620 --> 01:08:37.420
and still made the same video and posted it,

2262
01:08:37.420 --> 01:08:38.740
it would still crush.

2263
01:08:38.780 --> 01:08:39.940
And for me, that's actually given me

2264
01:08:39.940 --> 01:08:43.140
a lot of shelter and hard times,

2265
01:08:43.140 --> 01:08:46.860
which is like, I don't need to be the best whatever.

2266
01:08:46.860 --> 01:08:48.500
And I don't even need to be in a great mood.

2267
01:08:48.500 --> 01:08:51.740
I don't need to identify as like some shiny night hero.

2268
01:08:51.740 --> 01:08:54.580
But I can still run these ads or make these calls

2269
01:08:54.580 --> 01:08:56.060
or do these outreach attempts

2270
01:08:56.060 --> 01:08:57.260
or make this partnership deal.

2271
01:08:57.260 --> 01:08:58.980
And I will still get the end result.

2272
01:08:58.980 --> 01:09:01.540
And to me, that is very reassuring

2273
01:09:01.540 --> 01:09:03.780
because it puts a lot more into my control.

2274
01:09:03.780 --> 01:09:06.700
Do you think that you would do better in that case

2275
01:09:06.700 --> 01:09:09.300
if you're feeling bad, if you were feeling better

2276
01:09:09.300 --> 01:09:12.420
about yourself, that you would have a better result?

2277
01:09:12.420 --> 01:09:14.540
If the exact same activity was done, no.

2278
01:09:14.540 --> 01:09:16.740
If I send the same hundred emails to the same exact people

2279
01:09:16.740 --> 01:09:17.940
whether I'm in bad mood or good mood,

2280
01:09:17.940 --> 01:09:19.260
the same response rates could come back.

2281
01:09:19.260 --> 01:09:21.300
If you feel like you're in a really great mood,

2282
01:09:21.300 --> 01:09:23.100
don't you feel like you could craft those emails

2283
01:09:23.100 --> 01:09:25.140
in such a way that's maybe one percent bad?

2284
01:09:25.140 --> 01:09:28.100
And I'm talking about, if we just stick to what the doing,

2285
01:09:28.100 --> 01:09:28.980
it's good that at that point, it's like,

2286
01:09:28.980 --> 01:09:30.580
she ain't great, we shifted the doing.

2287
01:09:30.580 --> 01:09:32.900
But like, the doing itself can just be done.

2288
01:09:32.900 --> 01:09:35.500
And I like that a lot because for people

2289
01:09:35.500 --> 01:09:37.340
who are in hard times, it's like,

2290
01:09:37.340 --> 01:09:39.860
you don't have to feel confident to do shit.

2291
01:09:39.860 --> 01:09:41.860
You can still get the result for it.

2292
01:09:41.860 --> 01:09:43.420
Like, you don't need to be confident to go up to the girl,

2293
01:09:43.420 --> 01:09:45.580
you just go up to the girl and not be confident.

2294
01:09:45.580 --> 01:09:46.700
And still ask her out.

2295
01:09:46.700 --> 01:09:48.020
Basically, what I'm trying to prevent against

2296
01:09:48.020 --> 01:09:50.420
is the person who's waiting to be in a good mood to work

2297
01:09:50.420 --> 01:09:51.820
because that's sometimes that good mood never comes.

2298
01:09:51.820 --> 01:09:52.660
Yeah.

2299
01:09:52.660 --> 01:09:53.820
But the work still needs to work.