WEBVTT 1 00:00:00.000 --> 00:00:01.760 Business is different from baseball in that. 2 00:00:01.760 --> 00:00:03.280 In baseball, when you swing for the fences, 3 00:00:03.280 --> 00:00:06.120 the most you can ever score is four runs, right? 4 00:00:06.120 --> 00:00:07.320 But in business, every once in a while, 5 00:00:07.320 --> 00:00:08.440 when you step up to the plate, 6 00:00:08.440 --> 00:00:09.440 if you hit the ball hard enough, 7 00:00:09.440 --> 00:00:10.960 you can score a thousand runs. 8 00:00:10.960 --> 00:00:13.920 If you have a chance of a hundred times pay off, 9 00:00:13.920 --> 00:00:16.920 and you've got a one at a 10 chance of hitting it, 10 00:00:16.920 --> 00:00:18.280 you should take that bet every time. 11 00:00:18.280 --> 00:00:22.160 I think that that's not, it's correct mathematically, 12 00:00:22.160 --> 00:00:24.560 but in practicality, I think there's another sentence 13 00:00:24.560 --> 00:00:26.480 that needs to be added to it. 14 00:00:26.480 --> 00:00:27.880 Welcome to the Jim Secrets podcast, 15 00:00:27.880 --> 00:00:29.400 where you talk about how to get more customers, 16 00:00:29.400 --> 00:00:30.640 how to make more customers, 17 00:00:30.640 --> 00:00:31.880 and how to keep them longer. 18 00:00:31.880 --> 00:00:33.480 And the many failures and lessons 19 00:00:33.480 --> 00:00:35.280 that we have learned along the way, 20 00:00:35.280 --> 00:00:37.320 I hope you enjoy and subscribe. 21 00:00:39.320 --> 00:00:40.120 What's going on, everyone? 22 00:00:40.120 --> 00:00:42.680 Happy, I think today's Saturday. 23 00:00:42.680 --> 00:00:45.480 Give you a nice, beautiful lake view. 24 00:00:46.400 --> 00:00:47.800 Very, very pretty out here. 25 00:00:47.800 --> 00:00:51.080 We're in a bearer lake on the quarter of Utah in Idaho. 26 00:00:52.200 --> 00:00:55.080 But recently, I've been spending a lot of time reading. 27 00:00:55.080 --> 00:00:56.680 It's specifically reading from people 28 00:00:56.680 --> 00:00:58.560 who make a lot more money than I do. 29 00:00:58.640 --> 00:01:02.160 And I think that I haven't had a good, 30 00:01:02.160 --> 00:01:03.920 kind of a little bit more head-y of a podcast 31 00:01:03.920 --> 00:01:07.400 until recently, so I'm gonna try and break that streak today. 32 00:01:07.400 --> 00:01:10.120 So one of the hardest learned lessons 33 00:01:10.120 --> 00:01:12.520 that I've, I mean, and I'm still actively learning it, 34 00:01:12.520 --> 00:01:14.320 but every time I take a step towards 35 00:01:14.320 --> 00:01:16.720 kind of a better ideal in this direction, 36 00:01:16.720 --> 00:01:18.160 I make significantly more money. 37 00:01:18.160 --> 00:01:20.200 And so I figured I'd share it with you. 38 00:01:20.200 --> 00:01:22.840 So in some of my earlier podcasts, 39 00:01:22.840 --> 00:01:26.360 I talk a lot about focus, right, about learning to say no. 40 00:01:26.400 --> 00:01:30.840 And I think that over the last year and a half, two years, 41 00:01:30.840 --> 00:01:32.920 there have been my hardest learned lessons 42 00:01:32.920 --> 00:01:34.960 where I said yes to opportunities 43 00:01:34.960 --> 00:01:36.720 that were now at a larger size 44 00:01:36.720 --> 00:01:38.880 than what I used to learn to say no to. 45 00:01:38.880 --> 00:01:41.000 And so I've referenced the opportunities 46 00:01:41.000 --> 00:01:44.120 that come to us as like the woman in the red dress, 47 00:01:44.120 --> 00:01:45.960 if you're familiar with the matrix, is that, 48 00:01:45.960 --> 00:01:48.160 the thing is that at every opportunity level, 49 00:01:48.160 --> 00:01:51.440 as you level up, the opportunities become sexier, right? 50 00:01:51.440 --> 00:01:53.880 The woman in the red dress becomes more attractive, 51 00:01:53.880 --> 00:01:55.880 because in the very beginning, 52 00:01:55.880 --> 00:01:58.640 before you've made any money, anything is attractive. 53 00:01:58.640 --> 00:02:00.160 You say yes to anything. 54 00:02:00.160 --> 00:02:01.680 But then as you acquire more and more skills, 55 00:02:01.680 --> 00:02:02.880 more and more opportunities open up, 56 00:02:02.880 --> 00:02:04.720 and better and better opportunities open up, 57 00:02:04.720 --> 00:02:09.520 which is why you have to like relearn the same concept 58 00:02:09.520 --> 00:02:11.160 but at a different level, right? 59 00:02:12.160 --> 00:02:14.680 Because at one point, you don't say, 60 00:02:14.680 --> 00:02:16.920 you say yes to a $10 million opportunity, 61 00:02:16.920 --> 00:02:19.600 or $1 million opportunity, everything's relative, right? 62 00:02:19.600 --> 00:02:22.600 But at another level, you have to learn to say no to that, 63 00:02:22.600 --> 00:02:24.240 if you were above that at that certain time, 64 00:02:24.240 --> 00:02:27.200 and I think I've made that mistake multiple times 65 00:02:27.200 --> 00:02:28.440 at different levels. 66 00:02:28.440 --> 00:02:31.720 And so I'm partially making this video for me. 67 00:02:31.720 --> 00:02:35.120 And so there's a book called The Road Less Stupid. 68 00:02:35.120 --> 00:02:36.240 It's really, really good. 69 00:02:36.240 --> 00:02:40.000 I'd highly recommend it, especially if you're an entrepreneur. 70 00:02:40.000 --> 00:02:42.760 And especially if you're prone to getting excited 71 00:02:42.760 --> 00:02:44.480 about new ideas constantly wanting to innovate, 72 00:02:44.480 --> 00:02:46.840 constantly wanting to tweak and change things, 73 00:02:46.840 --> 00:02:49.360 which is really, really the thing that excites us a lot. 74 00:02:49.360 --> 00:02:53.200 And it's a lot of times it's the key to big breakthroughs. 75 00:02:53.200 --> 00:02:55.520 That being said, one of the quotes I used to quote a lot 76 00:02:55.520 --> 00:02:59.800 was from Jeff Bezos, who said, basically business 77 00:02:59.800 --> 00:03:02.080 is different from baseball in that. 78 00:03:02.080 --> 00:03:04.680 In baseball, when you swing for the fences, 79 00:03:04.680 --> 00:03:07.520 the most you can ever score is four runs, right? 80 00:03:07.520 --> 00:03:08.720 But in business, every once in a while, 81 00:03:08.720 --> 00:03:10.840 when you step up to the plate, if you hit the ball hard enough, 82 00:03:10.840 --> 00:03:12.680 you can score 1,000 runs. 83 00:03:12.680 --> 00:03:16.440 And so people who bet big win big, 84 00:03:16.440 --> 00:03:19.000 but they bear the cost of experimentation, right? 85 00:03:19.000 --> 00:03:23.080 And so he references earlier on in that little address 86 00:03:23.080 --> 00:03:26.480 that he said, if you have a chance of 100 times pay off, 87 00:03:26.480 --> 00:03:29.880 and you've got a one at a chance of hitting it, 88 00:03:29.880 --> 00:03:31.680 you should take that bet every time. 89 00:03:31.680 --> 00:03:33.320 And after having thought about this, 90 00:03:33.320 --> 00:03:36.120 I mean, Jeff obviously makes a lot more money than I do. 91 00:03:36.120 --> 00:03:39.960 I think that that's not, it's correct mathematically. 92 00:03:39.960 --> 00:03:41.680 But in practicality, I think there's 93 00:03:41.680 --> 00:03:43.880 another sentence that needs to be added to it. 94 00:03:43.880 --> 00:03:46.280 And so to give it a realistic context, 95 00:03:46.280 --> 00:03:48.120 imagine you're going to the casino, 96 00:03:48.120 --> 00:03:49.640 and that's the bet, right? 97 00:03:49.640 --> 00:03:54.880 That's the bet is you have to put, let's say, $10 down, 98 00:03:54.880 --> 00:03:57.520 and you can win 1,000, but you've got a one at a 10 chance, 99 00:03:57.520 --> 00:03:58.840 right? 100 00:03:58.840 --> 00:04:01.120 Now here's where it makes it realistic. 101 00:04:01.120 --> 00:04:04.600 Let's say you only go into the casino with $30, 102 00:04:04.600 --> 00:04:06.280 then what do you do? 103 00:04:06.280 --> 00:04:07.400 Think about it. 104 00:04:07.400 --> 00:04:09.720 So that means that if you were to bet three times, 105 00:04:09.720 --> 00:04:12.200 you've only got a one at a three chance 106 00:04:12.200 --> 00:04:15.600 of coming out of the casino with anything, right? 107 00:04:15.600 --> 00:04:18.720 And so that's, I think, a more realistic paradigm 108 00:04:18.720 --> 00:04:20.120 for what most entrepreneurs go into is 109 00:04:20.120 --> 00:04:23.120 because you have a constrained amount of capital money, 110 00:04:23.120 --> 00:04:24.960 and a constrained amount of time and resources 111 00:04:24.960 --> 00:04:26.640 and bandwidth for your team. 112 00:04:26.640 --> 00:04:29.480 And so kind of adapting that extra sentence on there 113 00:04:29.480 --> 00:04:31.160 of just understanding that there's a cost 114 00:04:31.160 --> 00:04:32.160 to making that bet. 115 00:04:32.160 --> 00:04:35.040 It's not just, oh, if I have a one at a 10 chance 116 00:04:35.040 --> 00:04:38.800 of scoring 1,000, then I should definitely 117 00:04:38.800 --> 00:04:41.480 make that bet every time for a $10 bet. 118 00:04:41.480 --> 00:04:43.680 Yes, you absolutely should mathematically. 119 00:04:43.680 --> 00:04:47.080 And in Jeff's case, he's had an access to unlimited money, 120 00:04:47.080 --> 00:04:49.960 virtually unlimited money for 20 years. 121 00:04:49.960 --> 00:04:52.560 He's been able to race funding and fund, 122 00:04:52.560 --> 00:04:54.600 I mean, they have $500 million mess ups 123 00:04:54.600 --> 00:04:56.320 and they're like, whoops, that didn't work, 124 00:04:56.320 --> 00:04:58.080 but a lot of us don't have that. 125 00:04:58.080 --> 00:05:01.880 And so there's in the book, The Road Less Stupid, 126 00:05:01.880 --> 00:05:03.880 he gives a context that I think 127 00:05:03.880 --> 00:05:06.720 has really, really been useful for me even lately 128 00:05:06.720 --> 00:05:10.440 in making decisions about opportunities, right? 129 00:05:10.440 --> 00:05:12.960 It's the things that I have to say no to. 130 00:05:12.960 --> 00:05:14.880 And so the three questions are really simple, 131 00:05:14.880 --> 00:05:16.160 which is why I've been using them so much, 132 00:05:16.160 --> 00:05:18.960 which is, what's my upside? 133 00:05:18.960 --> 00:05:20.640 What's my downside? 134 00:05:20.640 --> 00:05:24.320 And can I live assuming that the downside's going to happen? 135 00:05:24.320 --> 00:05:26.560 And so the third question stated a little bit differently, 136 00:05:26.560 --> 00:05:27.840 but that's how I'm using it. 137 00:05:27.840 --> 00:05:31.280 And in phrasing the three questions that way, 138 00:05:31.280 --> 00:05:36.200 it's helped me so much in saying no, right? 139 00:05:36.200 --> 00:05:38.800 In like, man, why don't we try this new follow-up sequence 140 00:05:38.800 --> 00:05:42.040 so that we can get more leads in? 141 00:05:42.080 --> 00:05:43.600 Well, what's my upside? 142 00:05:43.600 --> 00:05:45.480 Maybe I get a 10% boost. 143 00:05:45.480 --> 00:05:46.720 What's my downside? 144 00:05:46.720 --> 00:05:49.720 I lose 50% because the test doesn't work or it bombs, 145 00:05:49.720 --> 00:05:51.280 because what I'm going against is a control 146 00:05:51.280 --> 00:05:53.640 which has already been tested against other things 147 00:05:53.640 --> 00:05:54.480 and is working. 148 00:05:57.200 --> 00:05:58.680 Hey, if you're a return listener 149 00:05:58.680 --> 00:06:01.200 and you have not rated or reviewed the show, 150 00:06:01.200 --> 00:06:02.520 I want you to know that you should feel 151 00:06:02.520 --> 00:06:04.560 absolutely terrible about yourself 152 00:06:04.560 --> 00:06:06.320 and everything else in the world I'm kidding. 153 00:06:06.320 --> 00:06:07.720 But it would mean the absolute world to me, 154 00:06:07.720 --> 00:06:08.920 if you guys would go ahead and do that, 155 00:06:08.920 --> 00:06:09.920 and you don't even have to pause to show you, 156 00:06:09.920 --> 00:06:11.600 keep listening and you can just do it with your thumb right now, 157 00:06:11.680 --> 00:06:12.760 take less than 60 seconds. 158 00:06:12.760 --> 00:06:15.400 And like I said, the only way that podcast grows 159 00:06:15.400 --> 00:06:18.760 through word of mouth and this is you joining hands with me 160 00:06:18.760 --> 00:06:20.320 and helping as many entrepreneurs as we possibly can 161 00:06:20.320 --> 00:06:22.920 because no one is coming to save us, it's just us. 162 00:06:22.920 --> 00:06:24.360 All right, so please go do that now 163 00:06:24.360 --> 00:06:25.480 and let's get back to the show. 164 00:06:29.480 --> 00:06:32.480 And can I live with my downside of losing 50% 165 00:06:32.480 --> 00:06:34.640 for the hopes of gaining 10? 166 00:06:34.640 --> 00:06:36.160 No, I can't because I'm going to assume 167 00:06:36.160 --> 00:06:38.640 I'm going to make that loss and so then I just say no. 168 00:06:38.720 --> 00:06:41.720 And what's happening is it's giving me so much attention back 169 00:06:41.720 --> 00:06:43.400 so that when I'm making my bets 170 00:06:43.400 --> 00:06:45.640 because ultimately if you really think about what business is 171 00:06:45.640 --> 00:06:48.480 and it's very basic, it's just betting, 172 00:06:48.480 --> 00:06:51.160 which is why a lot of entrepreneurs love gambling. 173 00:06:51.160 --> 00:06:52.920 Because it's what we do, we do it in controlled setting, 174 00:06:52.920 --> 00:06:56.200 it's like businesses the ultimate version of poker, right? 175 00:06:56.200 --> 00:06:59.640 Like poker is a combination of skill and luck, right? 176 00:06:59.640 --> 00:07:01.840 Business I would say is even more skill 177 00:07:01.840 --> 00:07:03.200 and still a little bit of luck. 178 00:07:03.200 --> 00:07:05.080 And so it just has more skill in our control, 179 00:07:05.080 --> 00:07:06.920 but the end of the day they're still bets they're replacing. 180 00:07:07.000 --> 00:07:09.760 It's not just on black and red. 181 00:07:09.760 --> 00:07:12.120 It's should I hire a salesperson first 182 00:07:12.120 --> 00:07:14.920 or should I spend more on this marketing campaign? 183 00:07:14.920 --> 00:07:17.200 Should I test out this new follow-up sequence 184 00:07:17.200 --> 00:07:20.360 or should we try and run SEO 185 00:07:20.360 --> 00:07:23.040 or should we do cold outbound messenger, right? 186 00:07:23.040 --> 00:07:24.720 And so it's like all of these things 187 00:07:24.720 --> 00:07:25.840 or decisions where you're choosing 188 00:07:25.840 --> 00:07:27.760 between two different opportunities. 189 00:07:27.760 --> 00:07:29.720 And I think if you apply that framework, 190 00:07:29.720 --> 00:07:31.040 that three question framework, 191 00:07:31.040 --> 00:07:33.520 it's been, for me it's been a game changer, 192 00:07:33.520 --> 00:07:35.000 it's been so helpful. 193 00:07:35.520 --> 00:07:38.360 And we've seen huge reaps, 194 00:07:38.360 --> 00:07:40.640 we've reaped the benefit in the business. 195 00:07:40.640 --> 00:07:42.640 Just in the last 90 days, even during COVID, 196 00:07:42.640 --> 00:07:44.320 we've had some explosive growth. 197 00:07:44.320 --> 00:07:47.680 I'll tell you more about it in a couple of months. 198 00:07:47.680 --> 00:07:49.760 But it's been in really trying to hone that discipline 199 00:07:49.760 --> 00:07:51.080 and I feel like at every level, 200 00:07:51.080 --> 00:07:53.480 you get that discipline muscle gets stronger 201 00:07:53.480 --> 00:07:54.600 and stronger and stronger 202 00:07:54.600 --> 00:07:55.720 and the things that I'm able to say notes 203 00:07:55.720 --> 00:07:56.800 you get better and better and better. 204 00:07:56.800 --> 00:07:58.840 And so one of the things that, 205 00:07:58.840 --> 00:08:00.720 if you look at, if you study like Charlie Mugler 206 00:08:00.720 --> 00:08:01.640 or in front of it, 207 00:08:01.640 --> 00:08:03.880 you talk about the best, the best bettors, 208 00:08:03.880 --> 00:08:08.560 the best gamblers actually bet the least frequently. 209 00:08:08.560 --> 00:08:11.200 They actually bet the fewest amount of times, 210 00:08:11.200 --> 00:08:13.800 but when they bet, they bet big. 211 00:08:13.800 --> 00:08:16.680 And so I'm trying to really apply that 212 00:08:16.680 --> 00:08:18.200 and when they bet big, 213 00:08:18.200 --> 00:08:20.400 they bet on what they call no brainers, right? 214 00:08:20.400 --> 00:08:22.800 It shouldn't be like, you should have, 215 00:08:22.800 --> 00:08:26.880 in their mind, virtually no chance of not succeeding 216 00:08:26.880 --> 00:08:28.480 when you make the bet, right? 217 00:08:28.480 --> 00:08:29.640 And then if you think about that, 218 00:08:29.640 --> 00:08:30.720 then you're like, well shoot, there's, 219 00:08:30.720 --> 00:08:33.480 I mean, when will I ever see those types of bets? 220 00:08:33.480 --> 00:08:35.240 If you look at them over 40 years, 221 00:08:35.240 --> 00:08:36.880 they only have 15 bets that have created 222 00:08:36.880 --> 00:08:38.720 all of the billions that they've been able to generate. 223 00:08:38.720 --> 00:08:41.320 15, 15 winning bets out of all the bets 224 00:08:41.320 --> 00:08:42.480 they've made have been the winning bets 225 00:08:42.480 --> 00:08:43.720 that got them to where they are. 226 00:08:43.720 --> 00:08:46.400 And I think that in business, it's a lot like that. 227 00:08:46.400 --> 00:08:50.400 So let me just tell you one quick anecdote to wrap this up. 228 00:08:50.400 --> 00:08:52.480 To make this real for you, 229 00:08:52.480 --> 00:08:54.800 tell me if this sounds realistic. 230 00:08:54.800 --> 00:08:57.480 You get really excited about a new concept, 231 00:08:57.480 --> 00:09:00.280 a new idea that you think you're gonna test out, right? 232 00:09:00.280 --> 00:09:04.000 And you pitch it to the team, 233 00:09:04.000 --> 00:09:05.160 you let them know what's gonna happen, 234 00:09:05.160 --> 00:09:06.280 you're saying we're starting on Monday, 235 00:09:06.280 --> 00:09:08.320 this can be the new way we do things. 236 00:09:08.320 --> 00:09:11.240 The team's not 100% trained up on it, 237 00:09:11.240 --> 00:09:12.880 but they're kinda flies you go, 238 00:09:12.880 --> 00:09:13.880 you're actually just kidding, 239 00:09:13.880 --> 00:09:15.240 let's rock and roll with this thing, 240 00:09:15.240 --> 00:09:16.800 you know, we'll pick it up as we go. 241 00:09:16.800 --> 00:09:20.120 And after a month or two months, 242 00:09:20.120 --> 00:09:23.480 you look back at your stats and they're pretty much the same. 243 00:09:23.480 --> 00:09:25.080 Maybe even a little bit less. 244 00:09:25.080 --> 00:09:26.080 But there's like three other things 245 00:09:26.080 --> 00:09:27.280 that happened during that same period of time. 246 00:09:27.280 --> 00:09:28.600 So you're like, I don't know if it was this 247 00:09:28.600 --> 00:09:30.400 or it was because of the new process. 248 00:09:30.400 --> 00:09:32.360 Honestly, you know, there's this and that. 249 00:09:32.360 --> 00:09:34.200 And then all of a sudden, 250 00:09:34.200 --> 00:09:36.600 you realize that you didn't even get a definitive answer 251 00:09:36.600 --> 00:09:37.800 on the test that you ran. 252 00:09:38.760 --> 00:09:40.240 And you definitely didn't get the result 253 00:09:40.240 --> 00:09:41.480 that you were hoping for. 254 00:09:41.480 --> 00:09:44.040 And so what ends up happening is that your company 255 00:09:44.040 --> 00:09:47.720 and you incurred this enormous cost of change 256 00:09:47.720 --> 00:09:50.560 without any real upside. 257 00:09:50.560 --> 00:09:54.880 And so in thinking through the bets that I'm making now, 258 00:09:54.880 --> 00:09:56.760 I'm assuming the cost. 259 00:09:56.760 --> 00:09:58.560 And what I mean, like I'm assuming 260 00:09:58.560 --> 00:10:00.320 that I'm gonna have the downside. 261 00:10:00.320 --> 00:10:01.480 Even the one that I'm understanding, 262 00:10:01.480 --> 00:10:03.000 but I'm assuming there's gonna be some that are unknown 263 00:10:03.000 --> 00:10:04.560 that I'm going to have to incur. 264 00:10:04.560 --> 00:10:06.520 And so when I'm making that assumption, 265 00:10:06.520 --> 00:10:07.680 which is that third question, 266 00:10:07.680 --> 00:10:09.240 which is, and can I live with it, 267 00:10:09.240 --> 00:10:11.560 assuming that it does happen? 268 00:10:11.560 --> 00:10:14.320 It's just like, it's been so illuminating for me 269 00:10:14.320 --> 00:10:16.560 and so helpful for me because what happens is, 270 00:10:16.560 --> 00:10:18.800 you get in these vicious cycles especially, 271 00:10:19.960 --> 00:10:22.360 especially if you're in an emotional situation right, 272 00:10:22.360 --> 00:10:26.120 because I know a lot of business owners in general right now 273 00:10:26.120 --> 00:10:28.160 are cash constrained, they're trying to figure out what to do, 274 00:10:28.160 --> 00:10:29.120 they're trying to pivot fast, 275 00:10:29.120 --> 00:10:31.480 make fastest decisions on incomplete information, 276 00:10:31.480 --> 00:10:34.960 sometimes that's just the name of the game, right? 277 00:10:34.960 --> 00:10:39.960 But in doing that, they're hoping for the Hail Mary. 278 00:10:40.280 --> 00:10:42.080 And so their internal optimism, 279 00:10:42.080 --> 00:10:44.240 which is what leads them to be an entrepreneur, 280 00:10:44.240 --> 00:10:47.560 ends up weighing against them. 281 00:10:47.560 --> 00:10:50.200 It ends up stacking the chips against them 282 00:10:50.200 --> 00:10:54.280 because that one thing which has been your hope, right? 283 00:10:54.280 --> 00:10:56.040 Your greatest strengths can become your greatest weakness 284 00:10:56.040 --> 00:10:58.000 as an entrepreneur, there's no different, right? 285 00:10:58.000 --> 00:11:00.200 Our optimism can become our Achilles heel 286 00:11:00.200 --> 00:11:03.400 because we believe that the chance of success 287 00:11:03.400 --> 00:11:05.400 is actually greater than it really is 288 00:11:05.400 --> 00:11:09.040 and we underestimate the cost of taking the bet. 289 00:11:09.040 --> 00:11:11.480 And that's where we get fucked, right? 290 00:11:11.480 --> 00:11:13.480 And so when you go back to the casino 291 00:11:13.480 --> 00:11:15.640 and when you're considering the bets and you're like, 292 00:11:15.640 --> 00:11:18.560 man, if this hits, this could be 10 times 293 00:11:18.560 --> 00:11:20.600 what we're doing right now, right? 294 00:11:20.600 --> 00:11:23.080 But just remember, you only might have three bets to make 295 00:11:23.080 --> 00:11:24.840 and you got a one out of 10 shot. 296 00:11:24.840 --> 00:11:27.080 So use them wisely. 297 00:11:27.080 --> 00:11:28.680 So anyways, I hope that was useful for you. 298 00:11:28.680 --> 00:11:30.680 It's been incredibly useful for me. 299 00:11:30.680 --> 00:11:34.600 I've been saying no to way more tests and tweaks 300 00:11:34.600 --> 00:11:38.480 and variations and just small things 301 00:11:38.480 --> 00:11:39.960 that would really distract the team 302 00:11:39.960 --> 00:11:43.440 and just saying, guys, we're just gonna keep focusing 303 00:11:43.440 --> 00:11:45.240 on executing, we're gonna keep focusing 304 00:11:45.240 --> 00:11:47.400 on doing better at the fundamentals 305 00:11:47.400 --> 00:11:49.280 and it continues to pay dividends 306 00:11:49.280 --> 00:11:51.240 because the team doesn't have to be scattered. 307 00:11:51.240 --> 00:11:53.680 They just have to think how can we get 1% better every day 308 00:11:53.680 --> 00:11:56.600 rather than 1% better for two weeks and then change everything 309 00:11:56.600 --> 00:11:57.920 and then 1% better for two weeks 310 00:11:57.920 --> 00:11:59.800 and then change everything, right? 311 00:11:59.800 --> 00:12:01.760 Where they never actually get to get that long-term 312 00:12:01.760 --> 00:12:05.560 compounding improvement, which is what ultimately 313 00:12:05.560 --> 00:12:06.600 will separate you over time. 314 00:12:06.600 --> 00:12:09.000 So like I said, hope that was valid before you. 315 00:12:09.000 --> 00:12:11.880 It's been a huge lesson for me and in studying 316 00:12:11.880 --> 00:12:14.000 some of the greats, the all time greats, 317 00:12:14.000 --> 00:12:15.240 seeing how they make decisions, 318 00:12:15.240 --> 00:12:17.040 seeing where they place their bets. 319 00:12:18.240 --> 00:12:20.440 I wish I had learned it earlier, 320 00:12:20.440 --> 00:12:23.520 but hopefully I can pass at least that 321 00:12:23.560 --> 00:12:25.360 and not get on to you because it's been really helpful for me. 322 00:12:25.360 --> 00:12:26.600 So lots of love, keep being awesome. 323 00:12:26.600 --> 00:12:27.840 Hope you've been meeting Saturday.