WEBVTT 1 00:00:00.000 --> 00:00:05.600 Happy Thursday, everyone. Hope you are having an amazing second half of your week post-hump day. 2 00:00:06.480 --> 00:00:13.040 I want to make a quick vid slash podcast for you. I'm planning to unlock the power of boring, 3 00:00:13.040 --> 00:00:17.600 do the boring work, whatever it is. We recently changed out one of our core tenants at gym 4 00:00:17.600 --> 00:00:22.160 launch from Go the Extra Mile to do the boring work. And I think that's been an alignment with 5 00:00:22.160 --> 00:00:26.640 what our own team was talking about. And I just finished the presentation that we're 6 00:00:26.640 --> 00:00:31.440 releasing later today to the whole team. But even recently, I've had a couple messages coming in 7 00:00:31.440 --> 00:00:36.080 from different gym owners. And they're like, man, it really is just about doing the boring work. 8 00:00:36.080 --> 00:00:39.680 And so I kind of wanted to highlight it in a couple different instances, different 9 00:00:39.680 --> 00:00:46.000 lights or examples that I think would shed just eliminated for some people. So I think that the reason 10 00:00:46.000 --> 00:00:50.800 that doing the boring work is one of the most powerful things to unlocking growth is because the 11 00:00:50.800 --> 00:00:56.960 underlying principle behind it is the most underrated aspect of success, which is consistency. 12 00:00:56.960 --> 00:01:04.080 There's nothing sexy about it. Yet we recognize it in other people. We value it in other people. 13 00:01:04.080 --> 00:01:09.040 But just doing things consistently doesn't yield consistent results. It actually yields 14 00:01:09.840 --> 00:01:15.680 parabolic results because of the effect of compounding. And so when you see, like comp, 15 00:01:15.680 --> 00:01:20.160 was it, Einstein said the eighth wonder of the world is compounding interest. Because if you gain 16 00:01:20.160 --> 00:01:24.320 10% year over year over year and you start with $100, you end up like a billionaire like Warren Buffett, 17 00:01:24.320 --> 00:01:30.240 right? Because doing something like if you look at any one of his years, it's never crazy. It's 18 00:01:30.240 --> 00:01:35.840 just good. He just never doesn't have those good years. And so to the same degree, like 19 00:01:36.720 --> 00:01:44.000 we've been able to grow gym launch at a very insane rate from the outside, right? But internally, 20 00:01:44.000 --> 00:01:48.960 we're focused on doing the same things every single day, right? And doing those same things every 21 00:01:48.960 --> 00:01:54.800 single day are boring. It is not fun to continue to work leads. It is not fun or sometimes it's fun 22 00:01:54.800 --> 00:02:02.080 to continue to make ads, right? It's not fun to have the 19,000th conversation of, you know, a gym 23 00:02:02.080 --> 00:02:05.600 owner who's like, well, how do I know this is going to work for me in my market, right? You're like, 24 00:02:05.600 --> 00:02:09.120 well, here's 40 other people who are in your market and it worked for them. You know what I mean? But 25 00:02:09.120 --> 00:02:13.920 the point is that if you're the one having that, you're in the trenches, you're doing the blocking 26 00:02:14.000 --> 00:02:18.960 tackling, right? There's a lot of times it doesn't feel special. And so we start seeking 27 00:02:18.960 --> 00:02:23.600 exciting things. We start seeking things that are shiny and that are new. But I can tell you that 28 00:02:23.600 --> 00:02:28.480 ever having spoken with so many entrepreneurs, both from the coaching side and also just like 29 00:02:28.480 --> 00:02:35.200 within my network, you can see how successful someone is based on their ability to focus and do 30 00:02:35.200 --> 00:02:40.880 the exact same things over and over and over and over again. And so there's a book called 31 00:02:40.960 --> 00:02:46.240 Rid by Angela Duckworth. I may have mentioned it before, but I think it's so good. I think I read 32 00:02:46.240 --> 00:02:52.080 the first half of the book in the first sitting. But she was able to unlock the psychology behind 33 00:02:52.080 --> 00:02:57.040 success. And so this is something that they've been trying to do for years. Dean Gilbert was the 34 00:02:57.040 --> 00:03:00.080 cover of her book saying like people who are trying to figure it out for decades, right? They thought 35 00:03:00.080 --> 00:03:05.440 is it intelligence? Nope, it's not intelligence. Is it is it EQ? Nope, it's not EQ. Is it, you know, 36 00:03:05.440 --> 00:03:09.920 whatever it was, right? Everyone trying to figure out what's that one thing that makes that sets 37 00:03:09.920 --> 00:03:14.720 apart people who are successful from people who aren't, right? And there's two aspects to grit, 38 00:03:14.720 --> 00:03:18.080 all right? And that's and that's what she created is her index called the grit index or the grit 39 00:03:18.080 --> 00:03:22.000 scale. And so it's a series of questions, eight questions. I think if you google grit scale, you can 40 00:03:22.000 --> 00:03:29.120 find it. But the questions cover two basic characteristics that create grit, create people who are 41 00:03:29.120 --> 00:03:35.360 unreasonably successful doing the to whatever they put their their their hands to, right? And 42 00:03:36.160 --> 00:03:43.840 the two characteristics are how do you do with failure? A, and then B, how how willing are you 43 00:03:43.840 --> 00:03:50.320 to stick things out when they suck and not get distracted or start a new project? So it's the shiny 44 00:03:50.320 --> 00:03:55.840 object syndrome on one hand and then the other end is responsive failure, right? And so the people 45 00:03:55.840 --> 00:04:00.880 who have extremely high grit, which is the thing that was most positively associated with success, 46 00:04:00.880 --> 00:04:06.000 right? With accomplishment where people who responded extremely well to failure didn't even 47 00:04:06.000 --> 00:04:11.440 see failure as failure, just thought it was learning and who saw new shiny objects as distractions 48 00:04:11.440 --> 00:04:16.720 that would take away from their mastery of the thing that they are already doing, right? And the 49 00:04:16.720 --> 00:04:20.640 reason that she, because she goes, I mean, she's a whole book about it, right? But that's the those 50 00:04:20.640 --> 00:04:26.080 the two basic characteristics she tries to tease out in her questionnaire. Now the reason that she 51 00:04:26.160 --> 00:04:33.360 posits that it's such such an important quotient is because effort counts twice. And so if you look at 52 00:04:33.360 --> 00:04:39.520 achievement, you have talent times effort equals skill, right? So if you have some talent, cool, 53 00:04:39.520 --> 00:04:42.560 but if you don't put effort to it, it doesn't become a skill, right? You might be decent at math, 54 00:04:42.560 --> 00:04:46.960 but if you don't apply yourself, you're never going to learn calculus or whatever, right? It takes 55 00:04:47.840 --> 00:04:53.760 effort to become skilled in something even if you have talent, right? And then again, if you once 56 00:04:53.760 --> 00:04:59.120 you have skill, you have to apply effort with that skill to accomplish something, right? And so 57 00:04:59.120 --> 00:05:04.320 effort counts twice in the equation of achievement and the equation of accomplishment. And so 58 00:05:05.280 --> 00:05:10.800 all this to say in the business world, you can see, and I guarantee you, like for those of you 59 00:05:10.800 --> 00:05:15.360 who are part of our group or people who are in our community or who can even open your eyes and see, 60 00:05:15.360 --> 00:05:19.920 you can tell the people who are constantly distracted, right? Every time you talk to them, they're like, 61 00:05:19.920 --> 00:05:23.760 yeah, we're doing this new thing. I can tell you, every time I hear somebody was doing a new thing, 62 00:05:23.760 --> 00:05:27.120 in the beginning of my career, I was like, oh, that's so cool. They're doing stuff. They're being 63 00:05:27.120 --> 00:05:32.560 active. But now I just recognize as a sign of 80, like, ah, you can't focus. Like if someone's like, 64 00:05:32.560 --> 00:05:36.400 oh, yeah, I'm starting this new venture. I'm like, all right, all right. So I'm guessing the other 65 00:05:36.400 --> 00:05:39.680 venture didn't work out either. And this probably won't either because you're not going to stick with it, 66 00:05:39.680 --> 00:05:46.880 right? And so you have to train unlearn the characteristics that got you to end your first thing 67 00:05:46.880 --> 00:05:51.760 to start this business that you are in, right? But once you have abandoned that first ship to enter 68 00:05:51.760 --> 00:05:57.520 this new vehicle, all of what you do has to be about mastering the mundane and doing the shit that 69 00:05:57.520 --> 00:06:03.600 is boring as hell because it compounds, right? What you get on your two is more than what you get on 70 00:06:03.600 --> 00:06:09.600 your one from doing the same thing, right? Doing the same 10% improvement, your one versus your five, 71 00:06:09.600 --> 00:06:16.000 that 5% on your, or that 10% on your five is so much more than the 10% you got at your one, right? 72 00:06:16.000 --> 00:06:21.200 Because it compounds. And so I was talking to Chad, uh, Scrooter's dude. So right now he's, 73 00:06:21.200 --> 00:06:25.040 he said himself a huge goal because he's trying to absolutely come, he's already crushing hybrid, 74 00:06:25.040 --> 00:06:30.480 but he wants to massively crush it and be number one. And so when we boil the gold down, 75 00:06:30.480 --> 00:06:34.800 I was like, dude, all you got to do is sell three a day, right? Like, it's not hard, right? And it's 76 00:06:34.800 --> 00:06:39.120 the same thing with exercise, right? Like people were like, man, like, like, how do you, how do you get 77 00:06:39.280 --> 00:06:46.480 swollen? It's like anybody who does one workout like with us is never like, man, that was horrible. 78 00:06:46.480 --> 00:06:50.160 I mean, they're like, yeah, that was training. But the thing is is that when you want to like 79 00:06:50.160 --> 00:06:56.320 massively grow, you just do that same thing every single day. And it's not day two that's hard. 80 00:06:56.320 --> 00:07:04.000 It's day 17. It's day 67. It's day 127, right? That's when it gets hard is because you're bored, 81 00:07:04.000 --> 00:07:08.080 right? But most people know from the physical training side, the more volume you do, the more you 82 00:07:08.080 --> 00:07:13.120 respond, right? But the thing is, it's true on all aspects, right? The more volume of sales you do, 83 00:07:13.120 --> 00:07:18.160 the better you get at it, right? The more you make advertised, if you looked at our marketing 84 00:07:18.160 --> 00:07:23.360 departments, advertisements that we were making nine months ago, compared to the advertisements that 85 00:07:23.360 --> 00:07:27.760 we're making right now, it's night and day difference. But if you look at it week to week, you can 86 00:07:27.760 --> 00:07:34.960 barely tell. But night and day across more significant periods of time, right? And so it's that, 87 00:07:34.960 --> 00:07:39.520 it's the the reason that we we underlying this in our core tenants is and we took out go the 88 00:07:39.520 --> 00:07:44.560 extra miles because go the extra mile has this underlying underpinning concept of intensity of like, 89 00:07:44.560 --> 00:07:48.480 you know what? I'm going to put the team on my back and I'm going to carry to the end zone. But then 90 00:07:48.480 --> 00:07:53.280 but then what about tomorrow, right? Because for us, we would go in the extra miles just like, that's 91 00:07:53.280 --> 00:07:57.440 you should do that. You should go above and beyond as part of your job. That's an expectation, right? 92 00:07:57.440 --> 00:08:02.240 But doing the boring work is whether you can do that consistently, right? It's doing it day and day 93 00:08:02.480 --> 00:08:07.280 out because consistency matters so much more than intensity any day of the week, right? Would you 94 00:08:07.280 --> 00:08:12.560 rather have that trainer who comes in four days a week and is late on one, but does great sessions, 95 00:08:12.560 --> 00:08:17.040 or would you rather have the guy who's never late? Who always shows up on time that always gives you 96 00:08:17.040 --> 00:08:21.280 an eight because it's predictable, right? And if you can make your business predictable, 97 00:08:22.160 --> 00:08:26.560 then you have a stable business and then you have a business that you can now have less variables 98 00:08:26.560 --> 00:08:28.560 that you have to worry about, and you can tweak one thing at a time to improve. 99 00:08:31.280 --> 00:08:34.560 Hey, most of the nation, quick break just to let you know that we've been starting to post on 100 00:08:34.560 --> 00:08:38.560 LinkedIn and want to connect with you. All right, so send me a connection request and note letting 101 00:08:38.560 --> 00:08:42.240 me know that you listen to the show and I will accept it. There's anyone you think that we should 102 00:08:42.240 --> 00:08:47.040 be connected with, tag them in one of my or layless posts and I will give you all the love in the 103 00:08:47.040 --> 00:08:54.240 world. All right, so let's get back to the show. Right? But when everything is constantly in a state 104 00:08:54.240 --> 00:08:59.120 of flux and a state of chaos, you can never improve because everything's in flux, right? And so 105 00:09:00.400 --> 00:09:05.440 setting goals that like reverse engineering goals is one of the single things that every time I have 106 00:09:05.440 --> 00:09:10.560 like consulting days and when I talk to people like even on my own team, we were sitting like 107 00:09:10.560 --> 00:09:13.440 they were like, I want to make more money. And like as much as you've probably heard this, 108 00:09:14.320 --> 00:09:18.000 some of the people on here still do this. I want to make more money. I'm like, what does that mean? 109 00:09:18.000 --> 00:09:23.200 Right? Well, I want to, what do you make now? I'm not even sure. They don't even know what they're 110 00:09:23.200 --> 00:09:28.080 making right now. Okay? Cool. Now you know what you're making. Okay. You want to make $10,000 more 111 00:09:28.080 --> 00:09:33.200 than that. Great. What do we need to do to make $10,000 more than that? I need to make an extra, 112 00:09:33.200 --> 00:09:38.000 you know, two sales a week. Okay. And you make the extra two sales a week. How, how did, like, 113 00:09:38.800 --> 00:09:44.240 how many sales do you close an average? 50%? Okay. So you need four appointments. Okay. Per week extra. 114 00:09:44.240 --> 00:09:48.880 Okay. How do you get your appointments? Well, I have to set, you know, whatever. I have to set 115 00:09:48.880 --> 00:09:54.000 seven appointments to get four to show. Okay. So we need seven appointments to get four to show, 116 00:09:54.000 --> 00:09:58.400 to get two to close. Okay. So now we have seven appointments then. Now what percentage of people 117 00:09:58.400 --> 00:10:04.000 do you set on appointments? 70%. Okay. Cool. So I need 10 leads a day. Well, how much does it cost you 118 00:10:04.000 --> 00:10:11.440 to get a lead? Well, it costs me $15. Okay. So we're spending $150 a day extra to get the two sales 119 00:10:11.440 --> 00:10:17.360 to hit my goal. Awesome. So let's do that, right? But everyone says like, I want to make more, 120 00:10:17.360 --> 00:10:21.040 but it's like cool than what you need to do is make the ads and spend an extra 150 a day 121 00:10:22.320 --> 00:10:26.880 to get your extra 10 grand a month. Right? And then you have lifetime value on all the other. 122 00:10:26.880 --> 00:10:32.000 Right? But that's the point is that like, like, that is boring as hell. But making massive growth 123 00:10:32.000 --> 00:10:36.880 year over year, right? Like, people look at the numbers that we had. We did half a million, 124 00:10:36.880 --> 00:10:41.440 we did 5.5 million, we did 28 million, and then she would have done 45 million. All right. That's, 125 00:10:41.440 --> 00:10:46.640 that's what our run rate growth has been. But if you look at it week to week, nothing is sexy. 126 00:10:46.720 --> 00:10:52.080 Nothing is special. Everyone asks us, what's the secret? There is no fucking secret. You don't 127 00:10:52.080 --> 00:10:57.360 know what I mean? Like, we're like, we make fresh ads every week, right? And we put out good 128 00:10:57.360 --> 00:11:02.240 creative that has compelling hooks and offers that sound interesting with attention grabbing headlines. 129 00:11:02.240 --> 00:11:05.760 Right? And we drive those people to appointments and we remind them of their appointments. And when 130 00:11:05.760 --> 00:11:10.320 they get on the call, we ask them clarifying questions. We ask them why they were there. We figure 131 00:11:10.320 --> 00:11:14.240 out what the past things they've done. We examine the gap of where they are and where they want to go 132 00:11:14.240 --> 00:11:18.480 and we break it down just like we just did of what you actually need to do actionably to achieve 133 00:11:18.480 --> 00:11:24.560 what you want, right? And then we fulfill the promises that we made. That is it, right? That is 134 00:11:24.560 --> 00:11:28.880 really it. And so simple, not easy. And it's one of the big things that we have in the 135 00:11:28.880 --> 00:11:33.840 presentation is that like most things that are advanced, right? Most of the things that, that, 136 00:11:33.840 --> 00:11:39.920 that give people these crazy results are simple, not easy. Stop eating shit and move. Simple, 137 00:11:39.920 --> 00:11:45.040 not easy. And so one of the biggest things that I see is that people discount, especially business 138 00:11:45.040 --> 00:11:52.000 owners, discount simple tactics because it seems simple, right? It must be, it can't be just that. 139 00:11:52.000 --> 00:11:56.080 But the thing is is they don't even do the fundamentals. They don't even do the simple things 140 00:11:56.080 --> 00:12:01.440 that make you successful, right? They're expecting that it's gotta be, it's gotta be the infusion soft, 141 00:12:01.440 --> 00:12:07.440 crazy follow-up retargeting campaign. I still don't even, like I've never even seen the emails 142 00:12:07.440 --> 00:12:12.080 that we said, I have no idea what we said. I literally have no clue, right? Like because that 143 00:12:12.080 --> 00:12:18.400 is not what drives it, right? What drives it is it's making compelling hats, getting applications 144 00:12:18.400 --> 00:12:23.040 in, working them, working at least to get them to show up for appointments, making sure that we'd 145 00:12:23.040 --> 00:12:26.720 sound like normal human beings on the phone examining what they need and then matching their 146 00:12:26.720 --> 00:12:31.760 need with what we have. And we do the same thing as fitness as we do in gym lunch. It's all the same, 147 00:12:31.760 --> 00:12:36.320 right? And so right now when we looked at Chad's goals, he was like, I really just have to sell 148 00:12:36.320 --> 00:12:40.240 to a day. I was like, yep, it's all we have to do. And right now he's, every day he's just been 149 00:12:40.240 --> 00:12:44.480 messaging when he's like, sold to more. He's like, this really is like, that's all I have to do. 150 00:12:44.480 --> 00:12:48.880 And I was like, yep, it's just that people go through these spurts of intense effort, right? 151 00:12:48.880 --> 00:12:52.320 You need to make money, you need to pay bills, you need to pay your rent, whatever it is, right? 152 00:12:52.320 --> 00:12:55.360 And then all of a sudden you go all out, you're like, oh yeah, we're just gonna crank it in, 153 00:12:55.360 --> 00:12:59.920 rip it in, we're on, right? And then you hit your goal, you exhale and you stop and you're like, 154 00:13:00.640 --> 00:13:06.400 man, because it's not sustainable, right? But sustainable progress is actually pretty simple 155 00:13:06.400 --> 00:13:11.920 to do, right? And it compounds far more than these intense bouts of effort. And it gives your 156 00:13:11.920 --> 00:13:16.800 business consistency, it gives your business predictability. It allows you to systematize things, 157 00:13:16.800 --> 00:13:21.520 it allows you to increase your margin because you have consistent flows in, consistent flows out, 158 00:13:21.520 --> 00:13:25.440 you know, exactly what's going to happen because you're doing the boring work of making sure 159 00:13:25.440 --> 00:13:29.680 that it's going to happen. And so what does that look like for a sales manager, right? So like 160 00:13:29.680 --> 00:13:33.840 Cole, for example, who's our sales manager, crushes it. He's doing an amazing job. He's like, 161 00:13:33.840 --> 00:13:39.280 he's totally like, he's done such a good job. And so what did Cole do when he came in, right? 162 00:13:39.280 --> 00:13:44.080 When he massively increased the productivity of our sales team, what did he do? He said, I don't want 163 00:13:44.640 --> 00:13:50.160 to do anything new. I don't want to change any processes. I don't want to change any compensation 164 00:13:50.160 --> 00:13:54.400 structures. I just want to hop on one-on-ones with every single one of the sales guys and I want 165 00:13:54.400 --> 00:13:58.960 to coach and role play and listen to their recordings and give them feedback. That is all I'm going 166 00:13:58.960 --> 00:14:03.760 to do. He's like, we're just going to play fundamental football. And that is a two and a half 167 00:14:03.760 --> 00:14:10.640 x, the productivity of each of the people on the team. Two and a half x, not 50 percent in 168 00:14:10.640 --> 00:14:15.440 brief, which would have been awesome, a two and a half x increase per person on the team. 169 00:14:16.240 --> 00:14:21.440 That is what doing the boring work yields on boring results. But when you ask him, what did you do? 170 00:14:21.440 --> 00:14:26.720 He's like, well, I did the one-on-ones. I listened to recordings of each of the sales guys before 171 00:14:26.720 --> 00:14:31.280 I would get on the calls. I have a list of notes of what they could improve on. And then I gave 172 00:14:31.280 --> 00:14:35.600 them the improvements and then I coached them through it. We'd watch some of the footage together 173 00:14:35.600 --> 00:14:39.200 to show them where they should have said a different question or their tonality was off here. 174 00:14:39.200 --> 00:14:44.000 They talked too much. They didn't ask enough questions, right? And coached them so that they 175 00:14:44.000 --> 00:14:51.600 improved. That's it, right? Simple, definitely not easy, right? And so like, I'm hoping that from 176 00:14:51.600 --> 00:14:56.720 from this, this tiring, this rant of doing the, of doing the boring work is that right now in your 177 00:14:56.720 --> 00:15:00.560 business there is boring work that you need to do that will yield the unborn results that you were 178 00:15:00.560 --> 00:15:04.000 after. And it is simple and you already know what it is. You're just choosing not to do it because 179 00:15:04.000 --> 00:15:09.360 you think it's too easy. But it's not too easy because you're not doing, right? And so look at your 180 00:15:09.360 --> 00:15:13.200 business, look at the things that you're not consistently doing. Like it blows me away with 181 00:15:13.200 --> 00:15:17.360 you're like, I don't always advertise. I'm like, why? Like you're choosing actively to not make 182 00:15:17.360 --> 00:15:23.600 money. That's a choice. You're choosing to make less money. Cool, right? Okay, I don't really get it. 183 00:15:23.600 --> 00:15:27.600 But fine, if you're doing these big ballots, then it doesn't create consistency because then you 184 00:15:27.600 --> 00:15:30.720 have like, okay, well, we do this one thing four times a year. Like, all right, why don't you just do 185 00:15:30.720 --> 00:15:35.040 it every week of the year and decrease the flow so that you can give everyone a better experience. 186 00:15:35.040 --> 00:15:41.040 You don't overwhelm yourself and then slowly increase the flow so that what used to be a huge 187 00:15:41.040 --> 00:15:47.040 bang for you is now just every day. But it doesn't happen overnight. It happens over weeks and weeks 188 00:15:47.040 --> 00:15:51.120 of incremental improvements of doing the boring work until eventually like we can turn this up 189 00:15:51.120 --> 00:15:55.360 and you keep going and you keep going and you keep going. And that is how you incrementally improve 190 00:15:55.360 --> 00:16:00.080 and those incremental improvements are what absolutely changed the game. And then when somebody asks you 191 00:16:00.080 --> 00:16:05.840 how the fuck did you grow your gym so fast, you're like, we make ads consistently, we work our leads, 192 00:16:05.840 --> 00:16:10.000 we ask them clarifying questions. I make sure I meet with my team, make sure I give them feedback 193 00:16:10.000 --> 00:16:14.240 that's productive, we go over game footage, we look at what we're doing and we improve, right? 194 00:16:14.240 --> 00:16:18.080 And they're like, no, no, but what do you really do? And then you get to laugh on the other side of 195 00:16:18.080 --> 00:16:22.320 the table because you remember what you were like when you used to ask the same questions wondering 196 00:16:22.320 --> 00:16:28.480 what's the magic sauce? What's the secret? Because there is no secret. You get the guys on stage, 197 00:16:28.480 --> 00:16:32.560 you see the billionaires and they're like, just do the work, right? They're like, just do the shit, 198 00:16:32.560 --> 00:16:36.880 do the boring shit because that's the stuff that makes you money, right? All the fun stuff is usually 199 00:16:37.360 --> 00:16:44.480 that makes you money, right? And so, woo, a little rant, but maybe this is what you needed to hear 200 00:16:44.480 --> 00:16:48.480 today, I'm not sure. But anyways, I want to give Kudo a start team because we've been doing the 201 00:16:48.480 --> 00:16:54.720 boring work. So hats off, we had our best month ever, last month, highest number of sales, lowest 202 00:16:54.720 --> 00:17:00.800 amount of turn all time, which is phenomenal. So it's just like, great job. And he did it from doing 203 00:17:00.800 --> 00:17:05.280 nothing sexy, but doing all of the boring work and just following the fundamentals and just doing 204 00:17:05.280 --> 00:17:09.680 a great job. And so maybe you need to pass this to your team today, I don't know what it is, but 205 00:17:09.680 --> 00:17:14.480 throw a like, throw a comment. Hope you have an amazing Thursday and I hope that nothing shiny 206 00:17:14.480 --> 00:17:18.800 distracts you and no failure gets in your way so that you have the grittiest, you become the grittiest 207 00:17:18.800 --> 00:17:23.840 motherfucker around and you can just keep moving forward. One person a day, every day until all of a 208 00:17:23.840 --> 00:17:28.400 sudden you look back and you're like, holy shit, look at what we just did. All right, have an amazing day 209 00:17:28.400 --> 00:17:38.400 guys. Keep being awesome. Catch you soon.