WEBVTT 1 00:00:00.000 --> 00:00:02.920 If you have less than $100,000 in savings, 2 00:00:02.920 --> 00:00:05.760 and you would like to have $100,000 in more in savings, 3 00:00:05.760 --> 00:00:07.560 these are the things that I would recommend doing. 4 00:00:07.560 --> 00:00:09.680 And that means that you have to check out your ego. 5 00:00:09.680 --> 00:00:11.160 Your ego is gone for this. 6 00:00:11.160 --> 00:00:12.640 All right, you don't care what other people think, 7 00:00:12.640 --> 00:00:14.200 because they're not going to be there in 10 years. 8 00:00:14.200 --> 00:00:15.840 All right, because you have a whole new group of friends 9 00:00:15.840 --> 00:00:17.160 that are way fucking better and cooler. 10 00:00:17.160 --> 00:00:20.360 So one, stop eating out, discount groceries only. 11 00:00:20.360 --> 00:00:21.920 That's if you're a super poor. 12 00:00:21.920 --> 00:00:25.360 If, here's my caveat, if you know how to make money, 13 00:00:25.360 --> 00:00:27.280 you already have a base level of skills, 14 00:00:27.360 --> 00:00:31.400 then eating Chipotle and whatever you can door dash it in 15 00:00:31.400 --> 00:00:32.840 so that you can keep working, 16 00:00:32.840 --> 00:00:35.840 the moment I realize I can make $500 every 30 minutes 17 00:00:35.840 --> 00:00:38.400 by selling, I was like, oh, I'm never buying, 18 00:00:38.400 --> 00:00:40.720 I'm never cooking food or grocery shopping ever again. 19 00:00:40.720 --> 00:00:43.640 Anything that was less than $500 an hour 20 00:00:43.640 --> 00:00:46.120 was now immediately outsourced, all right? 21 00:00:46.120 --> 00:00:49.840 But this advice is for people who are super broke, okay? 22 00:00:49.840 --> 00:00:53.400 So if you don't have the skillset yet, at all, 23 00:00:53.400 --> 00:00:55.960 and you're struggling to just get things going, 24 00:00:55.960 --> 00:00:58.000 then you need to be completely on the defensive 25 00:00:58.000 --> 00:00:59.680 so that you can have enough money 26 00:00:59.680 --> 00:01:01.400 so that you can start taking bets. 27 00:01:01.400 --> 00:01:03.240 Because the only way that you're going to get ahead 28 00:01:03.240 --> 00:01:04.560 is that you have to make bets. 29 00:01:04.560 --> 00:01:05.960 You got to make bets on education, 30 00:01:05.960 --> 00:01:07.240 you got to make bets on opportunities, 31 00:01:07.240 --> 00:01:08.520 you got to make bets on inventory, 32 00:01:08.520 --> 00:01:10.160 you got to make bets on software, 33 00:01:10.160 --> 00:01:11.560 you want to start a Shopify score, 34 00:01:11.560 --> 00:01:12.960 you want to start a school community, 35 00:01:12.960 --> 00:01:13.800 you want to start something, 36 00:01:13.800 --> 00:01:15.680 it's still going to cost some money, right? 37 00:01:15.680 --> 00:01:16.600 You might have to buy a camera, 38 00:01:16.600 --> 00:01:18.880 you have to buy some software that helps you edit videos. 39 00:01:18.880 --> 00:01:20.920 Like there's some expenses, all right? 40 00:01:20.920 --> 00:01:24.320 And so having a big stockpile allows you to be patient. 41 00:01:24.840 --> 00:01:27.320 The more money you have, the longer you out you can think 42 00:01:27.320 --> 00:01:29.160 because you don't have to worry about tomorrow. 43 00:01:29.160 --> 00:01:30.760 You know that next month and the month after 44 00:01:30.760 --> 00:01:31.760 and the month after taking care of, 45 00:01:31.760 --> 00:01:34.040 because even if you made no money, you've got enough. 46 00:01:34.040 --> 00:01:35.560 That's how you can start thinking long term. 47 00:01:35.560 --> 00:01:37.400 People are like, think long term, think long term, 48 00:01:37.400 --> 00:01:39.160 but unless if you have payroll 49 00:01:39.160 --> 00:01:42.280 and you've got rent or you've got groceries to pay, 50 00:01:42.280 --> 00:01:44.920 you can't think long term because you're in survival mode. 51 00:01:44.920 --> 00:01:46.880 And so I'm trying to get survival 52 00:01:46.880 --> 00:01:48.960 to be as low as seemingly possible for you 53 00:01:48.960 --> 00:01:52.200 so that you can get into thrive mode, but it's all relative. 54 00:01:52.200 --> 00:01:53.440 If you make 40 grand a month, 55 00:01:53.440 --> 00:01:54.280 and spend 40 grand a month, 56 00:01:54.280 --> 00:01:55.600 you're gonna be in the same survival mode. 57 00:01:55.600 --> 00:01:57.920 But if you make 40 grand a month and spend four, 58 00:01:57.920 --> 00:01:59.680 you're gonna have, you're gonna have every month, 59 00:01:59.680 --> 00:02:01.960 you make 10 months worth of income. 60 00:02:01.960 --> 00:02:03.360 And so in two months, you've got, 61 00:02:03.360 --> 00:02:04.960 you've got 20 months saved up, you're good. 62 00:02:04.960 --> 00:02:06.600 And then you can get super aggressive 63 00:02:06.600 --> 00:02:10.440 that other 36 and start really betting to double down. 64 00:02:10.440 --> 00:02:14.600 All right, so here's the very broke five, six things 65 00:02:14.600 --> 00:02:17.760 that you can do to immediately spend way less. 66 00:02:17.760 --> 00:02:19.720 One, stop eating out, just count groceries only. 67 00:02:19.720 --> 00:02:22.440 Two, stop buying new clothes, go to goodwill only. 68 00:02:22.520 --> 00:02:25.600 Three, only attend free friend events. 69 00:02:25.600 --> 00:02:27.040 All right, so think of what I just said. 70 00:02:27.040 --> 00:02:29.320 Think about all the events that friends will tell you 71 00:02:29.320 --> 00:02:33.000 to come to, weddings, bachelor parties, birthdays, 72 00:02:33.960 --> 00:02:37.120 just nights out because it's Thursday, Thursday, whatever. 73 00:02:37.120 --> 00:02:39.080 Only attend free friend events. 74 00:02:39.080 --> 00:02:42.720 And if they don't support your goals, they are not your friends. 75 00:02:42.720 --> 00:02:43.680 Think about that. 76 00:02:43.680 --> 00:02:45.680 If I said, hey, I've got this goal, 77 00:02:45.680 --> 00:02:47.120 and I said, hey, there's this human being 78 00:02:47.120 --> 00:02:48.600 and he wants to get you to not have the goal. 79 00:02:48.600 --> 00:02:51.480 Would you describe him as a friend or an enemy? 80 00:02:51.520 --> 00:02:52.840 Think about it. 81 00:02:52.840 --> 00:02:54.560 Some of you, some of the people in your life 82 00:02:54.560 --> 00:02:57.840 that you call friends are actually your enemies. 83 00:02:57.840 --> 00:02:59.800 You just don't know it. 84 00:02:59.800 --> 00:03:02.160 Now, four, take the rest of the time that you have 85 00:03:02.160 --> 00:03:05.520 to A, apply to jobs that make more than your current job. 86 00:03:05.520 --> 00:03:07.840 B, pick upside hustle work. 87 00:03:07.840 --> 00:03:11.440 C, learn skills that you can trade for a higher hourly rate 88 00:03:11.440 --> 00:03:12.440 than you currently do. 89 00:03:14.000 --> 00:03:16.040 When I say trade, I mean, you make more per hour 90 00:03:16.040 --> 00:03:18.120 than what your current skills pay you. 91 00:03:18.120 --> 00:03:20.800 All right, and then five, find the hardest worker 92 00:03:20.800 --> 00:03:24.080 in the room when you enter that new job or that new place 93 00:03:24.080 --> 00:03:26.680 and then double their level of input. 94 00:03:26.680 --> 00:03:28.960 So if they knock on a hundred doors, you knock on 200. 95 00:03:28.960 --> 00:03:31.560 They make a hundred dollars, you make 200 dollars, right? 96 00:03:31.560 --> 00:03:33.360 When I had Jacob, my young neighbor, 97 00:03:33.360 --> 00:03:35.480 I gave him this exact advice 98 00:03:35.480 --> 00:03:39.120 and he was expected to on his team do a hundred dollars a day, 99 00:03:39.120 --> 00:03:40.760 he did between 300 and 400. 100 00:03:40.760 --> 00:03:43.600 And so guess what, he got better faster. 101 00:03:43.600 --> 00:03:45.640 And then once you follow all of those steps, 102 00:03:45.640 --> 00:03:47.120 this is what you need to do next. 103 00:03:47.120 --> 00:03:48.960 Wait, 36 months. 104 00:03:48.960 --> 00:03:52.120 And this is what I mean by patient with your outputs, 105 00:03:52.120 --> 00:03:54.120 inpatient with your inputs. 106 00:03:54.120 --> 00:03:57.720 And the crazy thing is that you can change your life 107 00:03:57.720 --> 00:03:58.840 in one decision. 108 00:03:58.840 --> 00:04:01.880 I can get drunk, drive in a car and change my life forever. 109 00:04:01.880 --> 00:04:03.160 Right, I can happen like that. 110 00:04:03.160 --> 00:04:05.240 But it can happen just like that the other way. 111 00:04:05.240 --> 00:04:07.440 It's just that the outcome's delayed. 112 00:04:07.440 --> 00:04:08.280 That's the only difference. 113 00:04:08.280 --> 00:04:10.640 You can change your life two day in this moment 114 00:04:10.640 --> 00:04:15.080 by making these decisions and your life path will have veered. 115 00:04:15.080 --> 00:04:16.120 You will have change direction. 116 00:04:16.120 --> 00:04:18.440 Your tree of life will move. 117 00:04:18.440 --> 00:04:20.640 It's just that it takes time for that new direction 118 00:04:20.640 --> 00:04:22.080 to bear fruit. 119 00:04:22.080 --> 00:04:23.720 Whereas you can poison the fruit in a second. 120 00:04:23.720 --> 00:04:25.560 You can kill a tree real fast. 121 00:04:25.560 --> 00:04:27.000 You just can't grow when real fast. 122 00:04:27.000 --> 00:04:28.400 But it doesn't mean that if a seed's planted 123 00:04:28.400 --> 00:04:30.080 and you're watering it, it's not growing. 124 00:04:30.080 --> 00:04:32.320 It just takes a second to get above the surface. 125 00:04:32.320 --> 00:04:34.640 I think you can solve a lot of male problems 126 00:04:34.640 --> 00:04:36.720 by getting in shape and making money. 127 00:04:36.720 --> 00:04:38.520 You'll still have problems. 128 00:04:38.520 --> 00:04:41.200 They'll just be smaller and you'll have more resources 129 00:04:41.200 --> 00:04:42.080 to handle them. 130 00:04:42.080 --> 00:04:45.440 So let's talk about the making money part first. 131 00:04:45.440 --> 00:04:47.200 Fundamentally, in order to make money, 132 00:04:47.200 --> 00:04:50.080 you have to provide value to someone, either an employer 133 00:04:50.080 --> 00:04:51.120 or customers. 134 00:04:51.120 --> 00:04:53.320 But either way, you have utility, which 135 00:04:53.320 --> 00:04:54.440 you exchange for money. 136 00:04:54.440 --> 00:04:57.600 And so by making that a goal, then it 137 00:04:57.600 --> 00:05:00.600 means that you're going to increase your own usefulness. 138 00:05:00.600 --> 00:05:03.160 And so somebody who is more useful, 139 00:05:03.160 --> 00:05:05.640 all of a sudden develops other ancillary skills 140 00:05:05.640 --> 00:05:07.240 around that utility that they can use 141 00:05:07.240 --> 00:05:08.400 in other parts of their lives. 142 00:05:08.400 --> 00:05:10.040 If you're good at sales, guess what? 143 00:05:10.040 --> 00:05:11.800 You can do when you're talking to girls. 144 00:05:11.800 --> 00:05:14.120 You can use the same conversational skill set. 145 00:05:14.120 --> 00:05:17.840 If you are trying to negotiate a purchase for a car 146 00:05:17.840 --> 00:05:20.840 or a house or whatever, those skills 147 00:05:20.840 --> 00:05:23.360 generalize the transfer across domains. 148 00:05:23.360 --> 00:05:24.760 And so a lot of people think it's like, 149 00:05:24.760 --> 00:05:27.240 well, when would I ever be a salesperson 150 00:05:27.240 --> 00:05:29.520 or when would I ever be outbound? 151 00:05:29.520 --> 00:05:30.240 It doesn't matter. 152 00:05:30.240 --> 00:05:31.960 It's not about that thing. 153 00:05:31.960 --> 00:05:34.800 The thing is, real life skills actually do generalize. 154 00:05:34.800 --> 00:05:37.400 This isn't elementary school or middle school 155 00:05:37.400 --> 00:05:40.160 when you're learning calculus or algebra or whatever. 156 00:05:40.160 --> 00:05:42.200 And thinking, what am I going to use this in real life? 157 00:05:42.240 --> 00:05:43.880 One, it is real life right now. 158 00:05:43.880 --> 00:05:48.800 Two, these skills do get used across domains. 159 00:05:48.800 --> 00:05:50.680 Of all of my friends who are sent to millionaires 160 00:05:50.680 --> 00:05:54.840 and billionaires, to a person, they started 161 00:05:54.840 --> 00:05:58.920 in what I would consider a high volume sales environment. 162 00:05:58.920 --> 00:06:02.840 So that's either door knocking, cold calling, 163 00:06:02.840 --> 00:06:05.480 or some sort of in-person business 164 00:06:05.480 --> 00:06:07.840 where they had many, many, many conversations 165 00:06:07.840 --> 00:06:10.120 with strangers on a daily basis. 166 00:06:11.000 --> 00:06:14.000 And I'm talking not like a month or six months. 167 00:06:14.000 --> 00:06:16.720 I'm talking like three, five years 168 00:06:16.720 --> 00:06:18.200 where no new their name. 169 00:06:18.200 --> 00:06:20.440 They were just some faceless representative 170 00:06:20.440 --> 00:06:23.560 that stood there at the door, saw people, 171 00:06:23.560 --> 00:06:27.280 sold memberships, sold insurance, sold solar, 172 00:06:27.280 --> 00:06:29.040 sold whatever. 173 00:06:29.040 --> 00:06:31.280 And the thing is, is skill development 174 00:06:31.280 --> 00:06:33.800 happens through volume and feedback loops. 175 00:06:33.800 --> 00:06:36.120 So it's the number of repetitions you have 176 00:06:36.120 --> 00:06:38.800 times the amount of improvement between repetitions. 177 00:06:38.800 --> 00:06:41.200 Brute forcing the amount of volume definitely will help 178 00:06:41.200 --> 00:06:42.720 if you can give yourself feedback. 179 00:06:42.720 --> 00:06:45.080 I've seen people say, hey, I've actually made 180 00:06:45.080 --> 00:06:46.240 100 pieces of content. 181 00:06:46.240 --> 00:06:47.640 Now this is like 1% of people, 182 00:06:47.640 --> 00:06:49.080 because most people do nothing. 183 00:06:49.080 --> 00:06:51.720 But of the 1% of people who say, okay, 184 00:06:51.720 --> 00:06:53.280 I post it every day for a year. 185 00:06:53.280 --> 00:06:55.800 The thing is, is they didn't do the most important part, 186 00:06:55.800 --> 00:06:57.920 which is you don't just like make a video and post it 187 00:06:57.920 --> 00:06:59.720 and just every day like, I make a video post it, 188 00:06:59.720 --> 00:07:02.080 make a video post it, you have to look at what you did 189 00:07:02.080 --> 00:07:03.400 and what you could do better. 190 00:07:03.400 --> 00:07:06.360 Fundamentally, that is the cornerstone of feedback. 191 00:07:06.360 --> 00:07:08.200 And so you look at the top 10 videos 192 00:07:08.200 --> 00:07:10.360 you made over the last month and you say, okay, 193 00:07:10.360 --> 00:07:11.560 how do I do more of that? 194 00:07:11.560 --> 00:07:13.520 And how do I do less of the bottom 10%? 195 00:07:13.520 --> 00:07:15.480 And you just pick one thing that you did well there 196 00:07:15.480 --> 00:07:17.400 and you try and do it in every video going forward. 197 00:07:17.400 --> 00:07:20.120 And that develops a checklist of things to do 198 00:07:20.120 --> 00:07:21.960 so that you develop skill. 199 00:07:21.960 --> 00:07:23.920 And so speaking from my own experience, 200 00:07:23.920 --> 00:07:25.960 the first sales conversation ever had, 201 00:07:25.960 --> 00:07:27.680 first off, I had zero sales training. 202 00:07:27.680 --> 00:07:29.360 No one was like, hey, this is the script, 203 00:07:29.360 --> 00:07:30.640 this is how you go over. 204 00:07:30.640 --> 00:07:34.920 They're like, hey, here's a new lady, go sign her up. 205 00:07:34.920 --> 00:07:36.600 And so I was like, okay, 206 00:07:36.600 --> 00:07:38.360 and I didn't even know this was a sale. 207 00:07:38.360 --> 00:07:40.760 I didn't know the term sales. 208 00:07:40.760 --> 00:07:43.880 I just, he said, go sign her up and I said, okay. 209 00:07:43.880 --> 00:07:46.240 And so I walked over and she was like, 210 00:07:46.240 --> 00:07:48.280 hey, I want to know more about the gym 211 00:07:48.280 --> 00:07:50.400 and I said, well, what do you want to know? 212 00:07:50.400 --> 00:07:54.240 And she was like, well, I mean, how much is it? 213 00:07:54.240 --> 00:07:57.480 And I was like, oh, it's whatever, 150 bucks a month 214 00:07:57.480 --> 00:07:58.880 and she was like, okay. 215 00:07:58.880 --> 00:08:00.360 And I was like, you want to sign up? 216 00:08:00.360 --> 00:08:03.840 And she said, I left my credit card at home. 217 00:08:03.840 --> 00:08:05.200 And I was like, okay. 218 00:08:05.200 --> 00:08:07.120 And she was like, I'll be back with the credit card. 219 00:08:07.120 --> 00:08:08.400 And I was like, cool. 220 00:08:08.400 --> 00:08:11.840 And so I walked out and it was like two minutes, right? 221 00:08:11.840 --> 00:08:14.560 And I walked out and the owner Sam was there 222 00:08:14.560 --> 00:08:16.120 with a few of other gym owners. 223 00:08:16.120 --> 00:08:17.000 He had brought a few gym owners. 224 00:08:17.000 --> 00:08:18.800 And so it was like, three or four gym owners there. 225 00:08:18.800 --> 00:08:22.160 And he was like, damn, he was like, that was fast. 226 00:08:22.160 --> 00:08:24.040 And I was like, yeah, he's like, you closer? 227 00:08:24.040 --> 00:08:25.560 And I was like, yeah. 228 00:08:25.560 --> 00:08:28.600 And he was like, with a credit card? 229 00:08:28.600 --> 00:08:30.840 And I was like, oh no, she's gonna go get it 230 00:08:30.840 --> 00:08:31.680 and she'll be back. 231 00:08:31.680 --> 00:08:33.960 And they just looked at each other 232 00:08:33.960 --> 00:08:37.000 and then looked back at me and then just started laughing at me. 233 00:08:37.000 --> 00:08:39.160 Uncontrollably, like couldn't breathe 234 00:08:39.160 --> 00:08:41.600 at how dumb what I had just said was. 235 00:08:41.600 --> 00:08:43.440 And the thing is, is I had no experience. 236 00:08:43.440 --> 00:08:47.200 And I tell that story because so many people assume 237 00:08:47.200 --> 00:08:49.640 that like I walked out of the womb closing deals. 238 00:08:49.640 --> 00:08:50.480 You know what I mean? 239 00:08:50.480 --> 00:08:51.960 Like, hey, nurse, what are you doing later? 240 00:08:51.960 --> 00:08:52.800 You know what I mean? 241 00:08:52.800 --> 00:08:57.000 Like, but it wasn't like that, right? 242 00:08:57.000 --> 00:08:58.240 Like I didn't know. 243 00:08:58.240 --> 00:08:59.680 I didn't even know the term. 244 00:08:59.680 --> 00:09:03.480 And so over time, I just started developing like, 245 00:09:03.480 --> 00:09:04.480 okay, well, what do you do? 246 00:09:04.480 --> 00:09:05.400 And I watched other people, 247 00:09:05.400 --> 00:09:07.120 and I was like, okay, they start with asking them 248 00:09:07.120 --> 00:09:09.080 why someone's there, asked them what about their goals, 249 00:09:09.080 --> 00:09:10.360 asking them things that they've done 250 00:09:10.360 --> 00:09:11.200 that past they didn't work. 251 00:09:11.200 --> 00:09:13.600 I said, okay, that seems to work okay. 252 00:09:13.600 --> 00:09:15.800 And then when they asked them to buy, 253 00:09:15.800 --> 00:09:17.240 then if they don't want to say yes, 254 00:09:17.240 --> 00:09:18.480 they asked them more questions 255 00:09:18.480 --> 00:09:20.080 rather than just saying, okay. 256 00:09:20.080 --> 00:09:21.760 So I started developing at least an understanding 257 00:09:21.760 --> 00:09:23.440 of the framework of how sales occurred. 258 00:09:23.440 --> 00:09:25.200 But it still wasn't good, right? 259 00:09:25.200 --> 00:09:27.760 And so then I went through like that rocky cutscene period 260 00:09:27.760 --> 00:09:29.720 where this is where I'm very grateful for this, 261 00:09:29.720 --> 00:09:32.400 is that Facebook ads is when I started running them 262 00:09:32.400 --> 00:09:34.480 in 2013 were super cheap. 263 00:09:34.480 --> 00:09:38.920 And so it actually gave me so many repetitions. 264 00:09:38.920 --> 00:09:43.080 Cause not only was I taking 15 to 20 consults a day in person, 265 00:09:43.080 --> 00:09:44.280 I was also working leads. 266 00:09:44.280 --> 00:09:46.120 And so I'm talking to strangers over the phone 267 00:09:46.120 --> 00:09:46.960 to set the appointments. 268 00:09:46.960 --> 00:09:48.840 And so all I got was just names on a list. 269 00:09:48.840 --> 00:09:50.600 And I would call them, set the appointment, 270 00:09:50.600 --> 00:09:51.800 like who's this again? 271 00:09:51.800 --> 00:09:53.240 You know, all of that. 272 00:09:54.520 --> 00:09:57.280 And then, and by the way, if you are local, 273 00:09:57.280 --> 00:09:59.360 you just say the name pause with a question mark 274 00:09:59.360 --> 00:10:01.840 at the beginning, like John. 275 00:10:01.920 --> 00:10:04.840 And they'll be like, yeah, you're like, this is Alex. 276 00:10:04.840 --> 00:10:05.680 I'd pause. 277 00:10:05.680 --> 00:10:08.000 And they'd be like, they're like, who the fuck is Alex? 278 00:10:08.000 --> 00:10:10.160 I'd be like, from Facebook, you signed up 279 00:10:10.160 --> 00:10:11.520 for a blah, blah, blah, blah. 280 00:10:11.520 --> 00:10:14.280 Our thing, yeah, I'm just calling to make sure 281 00:10:14.280 --> 00:10:16.120 that you're not a crazy person on the internet 282 00:10:16.120 --> 00:10:17.120 and neither am I. 283 00:10:17.120 --> 00:10:19.760 I was like, we're actually on the corner of X and Y. 284 00:10:19.760 --> 00:10:21.320 I was like, right next to the 7-11. 285 00:10:21.320 --> 00:10:22.680 And they're like, yeah, I'm like, okay, cool. 286 00:10:22.680 --> 00:10:25.400 Well, I just wanted to see what time we want to come by. 287 00:10:25.400 --> 00:10:26.640 I was like, we have the sweetest facility in the world, 288 00:10:26.640 --> 00:10:29.160 not really, but it's at least pretty decent for this area. 289 00:10:29.160 --> 00:10:31.880 But we have five out of five coolness. 290 00:10:31.880 --> 00:10:32.720 And they would just laugh. 291 00:10:32.720 --> 00:10:34.160 And they'd be like, I can make it at six. 292 00:10:34.160 --> 00:10:35.600 And I'm like, six works. 293 00:10:35.600 --> 00:10:36.800 I was like, do you want a picture of me 294 00:10:36.800 --> 00:10:37.880 or just of the address? 295 00:10:37.880 --> 00:10:39.360 And I'm like, just the address. 296 00:10:39.360 --> 00:10:40.680 I'm like, all right, sounds good. 297 00:10:40.680 --> 00:10:42.760 I'll text it to you and I'll see you later today, right? 298 00:10:42.760 --> 00:10:45.040 So that, like, notice the like half giggles 299 00:10:45.040 --> 00:10:46.440 between each word. 300 00:10:46.440 --> 00:10:49.160 Like, it's showing that you're a positive tone person, 301 00:10:49.160 --> 00:10:52.400 high energy, someone's like, man, this guy seems cool 302 00:10:52.400 --> 00:10:54.280 or this guy seems cool, right? 303 00:10:54.280 --> 00:10:55.880 And so they're more likely to show up. 304 00:10:55.880 --> 00:10:58.640 They're more likely, now if I maintain that tone, 305 00:10:58.640 --> 00:11:01.520 if they give me an objection, I can pivot really easily. 306 00:11:01.520 --> 00:11:03.480 If I'm like neutral or like, hi, 307 00:11:03.480 --> 00:11:06.280 I saw that you signed up on the internet for our thing. 308 00:11:06.280 --> 00:11:07.240 Would you like to come in? 309 00:11:07.240 --> 00:11:09.240 They're like, well, tell me more about it. 310 00:11:09.240 --> 00:11:12.720 They're like, well, you have no room for messing up. 311 00:11:12.720 --> 00:11:16.440 And so I always tried to have more rapport 312 00:11:16.440 --> 00:11:17.800 and bring a lot of energy. 313 00:11:17.800 --> 00:11:19.560 And the thing is, if you've seen any of my content, 314 00:11:19.560 --> 00:11:22.720 I'm not naturally like a high energy person. 315 00:11:22.720 --> 00:11:24.320 I will continue to work, which is different 316 00:11:24.320 --> 00:11:26.480 than being up here. 317 00:11:26.480 --> 00:11:28.320 And so I developed a lot of things 318 00:11:28.320 --> 00:11:30.880 to try and keep myself energized. 319 00:11:30.880 --> 00:11:35.040 And so I had a small trampoline that I would bounce on 320 00:11:35.040 --> 00:11:37.600 before and between every sales appointment. 321 00:11:37.600 --> 00:11:40.320 It sounds ridiculous, but if you, I'm telling you, 322 00:11:40.320 --> 00:11:41.680 it's like a hundred bucks. 323 00:11:41.680 --> 00:11:43.440 If you buy one of those little trampolines 324 00:11:43.440 --> 00:11:45.440 and you bounce either between sales calls 325 00:11:45.440 --> 00:11:48.640 or between people, like I'd have people coming in 326 00:11:48.640 --> 00:11:49.760 as I was still bouncing. 327 00:11:49.760 --> 00:11:51.440 And I'd be like, I know this is ridiculous. 328 00:11:51.440 --> 00:11:53.800 I was like, but try and be in a bad mood on a trampoline. 329 00:11:53.800 --> 00:11:54.720 You can't do it. 330 00:11:54.720 --> 00:11:55.640 You can't do it. 331 00:11:55.640 --> 00:11:56.480 You can't do it. 332 00:11:56.480 --> 00:11:57.320 I have challenged you too. 333 00:11:57.320 --> 00:11:58.320 You could be in a bad mood. 334 00:11:58.320 --> 00:12:00.600 If you try a trampoline, like you feel like such a child, 335 00:12:00.600 --> 00:12:01.480 it's ridiculous. 336 00:12:01.480 --> 00:12:03.000 But what would have happened is like, I would really, 337 00:12:03.000 --> 00:12:04.080 I would also go a little bit exercise, 338 00:12:04.080 --> 00:12:05.600 my blood would keep moving. 339 00:12:05.600 --> 00:12:09.360 But it's also just like mentally, literally bouncing, 340 00:12:09.360 --> 00:12:12.120 gave me a lot of energy for these appointments. 341 00:12:12.120 --> 00:12:14.360 And so I say this because I developed 342 00:12:14.360 --> 00:12:16.200 all of these things over time. 343 00:12:16.200 --> 00:12:20.640 And so if you're starting out, you're not gonna be good. 344 00:12:20.640 --> 00:12:21.640 That's why you're new. 345 00:12:21.640 --> 00:12:23.080 You have no experience. 346 00:12:23.080 --> 00:12:24.560 But there's a difference between, 347 00:12:24.560 --> 00:12:27.720 there's a story that shoot a camera where it is. 348 00:12:27.720 --> 00:12:32.320 But there was a foreign kid who had never seen a banana before. 349 00:12:32.320 --> 00:12:36.360 And so the adult gave the kid a banana. 350 00:12:36.360 --> 00:12:38.600 And so the banana, so the kid took the banana 351 00:12:38.600 --> 00:12:41.960 and then bit right into it with the skin and everything. 352 00:12:41.960 --> 00:12:44.720 And another child was like, you're a such an idiot. 353 00:12:44.720 --> 00:12:47.560 And then the adult yelled at that child and said, 354 00:12:47.560 --> 00:12:49.920 no, he just doesn't know any better. 355 00:12:49.920 --> 00:12:52.960 And there's a very big difference between being dumb 356 00:12:53.000 --> 00:12:54.480 and being inexperienced. 357 00:12:54.480 --> 00:12:56.360 Right now you just don't have reps. 358 00:12:56.360 --> 00:12:58.000 And so you're gonna make a lot of mistakes 359 00:12:58.000 --> 00:12:59.400 like biting into the banana. 360 00:12:59.400 --> 00:13:01.680 Like for just walking, letting someone walk away 361 00:13:01.680 --> 00:13:03.200 assuming it's a close and they say that 362 00:13:03.200 --> 00:13:04.760 they're just gonna come back and call you 363 00:13:04.760 --> 00:13:06.080 with their credit card, right? 364 00:13:06.080 --> 00:13:08.000 By the way, that never happens. 365 00:13:08.000 --> 00:13:09.520 Very rarely. 366 00:13:09.520 --> 00:13:12.880 But instead, you wanna just peel that banana. 367 00:13:12.880 --> 00:13:15.240 You wanna bite into the banana, bite into the orange. 368 00:13:15.240 --> 00:13:18.360 All of those mistakes as quickly as possible 369 00:13:18.360 --> 00:13:20.960 and not judge yourself for making the mistake. 370 00:13:20.960 --> 00:13:23.080 And see the mistake as part of the process 371 00:13:23.080 --> 00:13:25.040 of being like, that didn't work. 372 00:13:25.040 --> 00:13:25.880 That didn't work. 373 00:13:25.880 --> 00:13:28.240 And if I develop enough of these doesn't works, 374 00:13:28.240 --> 00:13:31.120 then you just kinda walk the minefield 375 00:13:31.120 --> 00:13:32.440 and you get to where you're trying to go. 376 00:13:32.440 --> 00:13:33.680 And people are like, wow, you're so good at this. 377 00:13:33.680 --> 00:13:35.280 And you're like, oh, no, no, no, I actually just know 378 00:13:35.280 --> 00:13:37.640 all the things not to say in a sale. 379 00:13:37.640 --> 00:13:39.080 And then they end up buying. 380 00:13:39.080 --> 00:13:40.320 I just devoid all that. 381 00:13:40.320 --> 00:13:41.360 And then they buy. 382 00:13:41.360 --> 00:13:44.560 And to be clear, I think I have a similar piece of advice 383 00:13:44.560 --> 00:13:46.120 but for very different reasons 384 00:13:46.120 --> 00:13:49.800 of telling young men in general or men to work harder. 385 00:13:50.080 --> 00:13:53.040 And it's not because I think it's some sort of 386 00:13:53.040 --> 00:13:56.680 beating your chest, I'm on alpha, whatever thing. 387 00:13:56.680 --> 00:13:58.880 It's just that for me, the point of my life 388 00:13:58.880 --> 00:14:00.360 is to become the best version of me. 389 00:14:00.360 --> 00:14:02.200 And in order to do that, I need to learn. 390 00:14:02.200 --> 00:14:04.160 Because there's huge discrepancy between where I am 391 00:14:04.160 --> 00:14:05.000 and where I wanna go. 392 00:14:05.000 --> 00:14:08.400 And the discrepancy is going to get filled with skills, 393 00:14:08.400 --> 00:14:11.600 which means that I need to do repetitions 394 00:14:11.600 --> 00:14:14.720 to acquire failures that I can learn from, 395 00:14:14.720 --> 00:14:16.680 to get better from. 396 00:14:16.680 --> 00:14:20.560 And if I can do more of that in a shorter period of time, 397 00:14:20.560 --> 00:14:21.880 I will learn more skills. 398 00:14:21.880 --> 00:14:23.800 And by definition, I will shrink the distance 399 00:14:23.800 --> 00:14:27.000 between myself and my ideal self. 400 00:14:27.000 --> 00:14:30.680 And so that is pretty much the only thought process 401 00:14:30.680 --> 00:14:32.000 I have around this. 402 00:14:32.000 --> 00:14:36.440 And I also believe that you need to be patient 403 00:14:36.440 --> 00:14:39.320 with outputs and impatient with inputs. 404 00:14:39.320 --> 00:14:40.720 So let me unpack that. 405 00:14:40.720 --> 00:14:44.480 Patients in general is figuring out what to do in the meantime. 406 00:14:44.480 --> 00:14:45.840 So when someone says, hey, be patient. 407 00:14:45.840 --> 00:14:47.800 What they just mean is figure out something else to do 408 00:14:47.800 --> 00:14:48.640 in the meantime. 409 00:14:48.640 --> 00:14:51.200 And so if I'm telling you to be patient with outputs, 410 00:14:51.200 --> 00:14:53.160 it means that you basically just have to figure out 411 00:14:53.160 --> 00:14:55.200 something else to do in the meantime 412 00:14:55.200 --> 00:14:56.960 while you wait for outputs to occur. 413 00:14:56.960 --> 00:14:57.960 Because you can't output. 414 00:14:57.960 --> 00:14:59.880 You can't, money doesn't appear. 415 00:14:59.880 --> 00:15:02.400 You have to do something and then money happens. 416 00:15:02.400 --> 00:15:05.120 But the doing something part is the thing that you can control. 417 00:15:05.120 --> 00:15:07.440 The money happening is the part that you don't control. 418 00:15:07.440 --> 00:15:08.440 That comes afterwards. 419 00:15:08.440 --> 00:15:10.320 It's an outcome. 420 00:15:10.320 --> 00:15:13.280 And so when I say, patient with outputs, 421 00:15:13.280 --> 00:15:14.440 that's the first part. 422 00:15:14.440 --> 00:15:16.960 The second part is impatient with inputs. 423 00:15:16.960 --> 00:15:18.680 And so if being patient is figuring out 424 00:15:18.680 --> 00:15:20.800 to do in the meantime, impatience 425 00:15:20.800 --> 00:15:23.920 is doing the thing in the meantime. 426 00:15:23.920 --> 00:15:25.320 And so it's the opposite of that. 427 00:15:25.320 --> 00:15:27.560 It's the thing you do in the meantime. 428 00:15:27.560 --> 00:15:29.760 And so if you want to be impatient with the input, 429 00:15:29.760 --> 00:15:30.880 the input is the thing. 430 00:15:30.880 --> 00:15:32.600 That's the action you do. 431 00:15:32.600 --> 00:15:36.440 And so by delineating that, if you hear yourself thinking, 432 00:15:36.440 --> 00:15:38.560 man, why hasn't this happened yet, 433 00:15:38.560 --> 00:15:40.040 you're talking about outputs. 434 00:15:40.040 --> 00:15:40.960 And that means great. 435 00:15:40.960 --> 00:15:44.200 If I think that thought, I need to do more of this input. 436 00:15:44.200 --> 00:15:48.200 And so use your input, your action, your doingness, 437 00:15:48.200 --> 00:15:54.200 the thing you use your hands for as your coping mechanism 438 00:15:54.200 --> 00:15:57.520 for your impatience with outputs. 439 00:15:57.520 --> 00:15:59.000 I want to say that one more time. 440 00:15:59.000 --> 00:16:01.200 Whenever you have that feeling that things should be 441 00:16:01.200 --> 00:16:06.680 happening faster, use action as your coping mechanism. 442 00:16:06.680 --> 00:16:10.000 I used to write this down a lot and say it, 443 00:16:10.000 --> 00:16:12.720 which was action alleviates anxiety. 444 00:16:12.720 --> 00:16:14.600 And so when I would have this anxiety 445 00:16:14.600 --> 00:16:16.840 about the future of why haven't I made it yet, 446 00:16:16.840 --> 00:16:19.280 why are these other people doing better than me? 447 00:16:19.280 --> 00:16:20.960 Is this not going to work? 448 00:16:20.960 --> 00:16:22.440 What if I'm on the wrong path? 449 00:16:22.440 --> 00:16:24.040 Action alleviates anxiety. 450 00:16:24.040 --> 00:16:26.920 The only thing I could control with that I would work 451 00:16:26.920 --> 00:16:27.760 is that I would get better. 452 00:16:27.760 --> 00:16:30.120 And the key point there was that it wasn't just working 453 00:16:30.120 --> 00:16:30.880 for work's sake. 454 00:16:30.880 --> 00:16:33.400 It was working with the intention to improve. 455 00:16:33.400 --> 00:16:35.880 And so you want to do repetitions 456 00:16:35.880 --> 00:16:37.400 because by doing things more times, 457 00:16:37.400 --> 00:16:40.600 you get better at them, typically just by accident. 458 00:16:40.600 --> 00:16:43.480 But if you were deliberate about the point of doing this, 459 00:16:43.480 --> 00:16:45.560 when I started working at a gym, 460 00:16:45.560 --> 00:16:47.040 going from a white collar job, 461 00:16:47.040 --> 00:16:48.560 it wasn't because I wanted to become a trainer 462 00:16:48.560 --> 00:16:49.680 for the rest of my life. 463 00:16:49.680 --> 00:16:53.080 It was because I wanted to learn the skills. 464 00:16:53.080 --> 00:16:55.280 And then I knew that once I learned those skills 465 00:16:55.280 --> 00:16:58.080 by own to gym, then I would know how to do the training part 466 00:16:58.080 --> 00:17:00.040 as well, and that would be good for me. 467 00:17:00.040 --> 00:17:01.720 And so then when I was a gym owner, 468 00:17:01.720 --> 00:17:03.880 and when I started and started working at a gym, 469 00:17:03.880 --> 00:17:05.680 I wanted to own a big chain of gyms. 470 00:17:05.680 --> 00:17:07.280 That was my whole goal to start with. 471 00:17:07.280 --> 00:17:08.880 I wasn't getting into this for one. 472 00:17:09.040 --> 00:17:11.920 I never had the goal of only owning just one gym. 473 00:17:11.920 --> 00:17:14.280 And so even when I started that gym, the whole point, 474 00:17:14.280 --> 00:17:15.200 and I worked all the time, 475 00:17:15.200 --> 00:17:16.200 because I thought of all the things 476 00:17:16.200 --> 00:17:17.840 that I didn't know how to do yet. 477 00:17:17.840 --> 00:17:20.400 And so it wasn't about great I've made it, 478 00:17:20.400 --> 00:17:21.240 I own a gym. 479 00:17:21.240 --> 00:17:23.760 It was like, I'm so deprived of where I want to be. 480 00:17:23.760 --> 00:17:27.040 I have to fill this gap as fast as I possibly can. 481 00:17:27.040 --> 00:17:29.160 And so that's why I spent so much time on this 482 00:17:29.160 --> 00:17:32.520 and got feedback from as many human beings 483 00:17:32.520 --> 00:17:34.560 as I possibly could who are ahead of me. 484 00:17:34.560 --> 00:17:36.360 So I want to say this clearly. 485 00:17:36.400 --> 00:17:37.880 Once I started my gym, 486 00:17:37.880 --> 00:17:40.920 one, I paid for a mastermind for gym owners 487 00:17:40.920 --> 00:17:42.000 before owning a gym. 488 00:17:42.960 --> 00:17:44.280 And I did that because I figured, 489 00:17:44.280 --> 00:17:45.360 well, why would I start a gym 490 00:17:45.360 --> 00:17:47.840 until I learned all the stuff that you guys did wrong? 491 00:17:47.840 --> 00:17:50.240 I was like, I'll just learn from all of y'all's mistakes. 492 00:17:50.240 --> 00:17:52.080 It sounds like a great deal for me. 493 00:17:52.080 --> 00:17:53.560 And I almost felt unfair. 494 00:17:53.560 --> 00:17:54.560 I was like, yeah, okay. 495 00:17:54.560 --> 00:17:56.080 He said, don't start at one of those locations. 496 00:17:56.080 --> 00:17:57.320 He said, have good storefront. 497 00:17:57.320 --> 00:17:59.840 He said, make sure that you have good parking us. 498 00:17:59.840 --> 00:18:01.160 Ooh, these are all good things. 499 00:18:01.160 --> 00:18:02.400 He was like, don't go too big. 500 00:18:02.400 --> 00:18:03.320 I was like, okay, that's good. 501 00:18:03.320 --> 00:18:04.640 And they're like, make sure you're rents under this 502 00:18:04.640 --> 00:18:05.480 per foot. 503 00:18:05.480 --> 00:18:06.320 Make sure I got that. 504 00:18:06.320 --> 00:18:07.140 Right? 505 00:18:07.140 --> 00:18:07.980 And so I took all these notes 506 00:18:07.980 --> 00:18:09.440 and that I would have just made huge mistakes 507 00:18:09.440 --> 00:18:10.680 on the upfront. 508 00:18:10.680 --> 00:18:12.640 Now, once I did start my gym, 509 00:18:12.640 --> 00:18:15.280 what a lot of people don't know is that every weekend, 510 00:18:15.280 --> 00:18:17.400 I would either be on phone calls 511 00:18:17.400 --> 00:18:19.720 or I'd be driving out to other gym owners. 512 00:18:19.720 --> 00:18:21.720 And thankfully, because I was so young 513 00:18:21.720 --> 00:18:22.960 when I started my business, 514 00:18:22.960 --> 00:18:24.800 they felt bad for me. 515 00:18:24.800 --> 00:18:26.840 And so they would just sit there 516 00:18:26.840 --> 00:18:28.280 and I'd be like, hey, why do you do that? 517 00:18:28.280 --> 00:18:29.240 Hey, why do you do that? 518 00:18:29.240 --> 00:18:30.280 Hey, why do you do that? 519 00:18:30.280 --> 00:18:32.360 And it was like, they'd be like, 520 00:18:32.360 --> 00:18:34.880 God, just such a pain in the ass. 521 00:18:34.880 --> 00:18:35.960 But I just wanted to learn, right? 522 00:18:35.960 --> 00:18:37.320 But I was always like willing to help them 523 00:18:37.320 --> 00:18:38.160 with anything they had. 524 00:18:38.160 --> 00:18:39.000 You know what I mean? 525 00:18:39.000 --> 00:18:39.840 I was like, let me show you the stuff 526 00:18:39.840 --> 00:18:40.680 that's working well for me. 527 00:18:40.680 --> 00:18:42.440 And I would always just share it. 528 00:18:42.440 --> 00:18:43.600 And the thing is, is I would go there 529 00:18:43.600 --> 00:18:44.560 and they would say they did something 530 00:18:44.560 --> 00:18:45.800 and I'd be like, oh, that's weird. 531 00:18:45.800 --> 00:18:46.760 That's different than the other guy. 532 00:18:46.760 --> 00:18:48.120 And I like that way better. 533 00:18:48.120 --> 00:18:50.480 And it didn't mean I'd take everything as fact, 534 00:18:50.480 --> 00:18:52.200 but I got a lot of ideas from that. 535 00:18:52.200 --> 00:18:53.040 And then I would use them. 536 00:18:53.040 --> 00:18:54.840 And if they didn't work, I would just toss them out. 537 00:18:54.840 --> 00:18:55.920 And if they did, I kept it. 538 00:18:55.920 --> 00:18:59.320 And that's how I quickly iterated the gym model 539 00:18:59.320 --> 00:19:01.840 to become much better than a lot of people's models, 540 00:19:01.840 --> 00:19:03.340 despite me being younger. 541 00:19:03.340 --> 00:19:06.660 Because I was able to leverage everyone else's experiences 542 00:19:06.660 --> 00:19:09.420 fast as I could and jam it into my own. 543 00:19:09.420 --> 00:19:12.140 And so I think like the people who move faster than life 544 00:19:12.140 --> 00:19:13.620 learn faster. 545 00:19:13.620 --> 00:19:16.820 And the only way you learn is by changing your behavior 546 00:19:16.820 --> 00:19:18.220 with the same conditions, which means 547 00:19:18.220 --> 00:19:22.180 that if a person walks in, I say, this is my six point script. 548 00:19:22.180 --> 00:19:24.780 A person who's identical walks in right afterwards. 549 00:19:24.780 --> 00:19:27.260 If I've learned something, that script changes. 550 00:19:27.260 --> 00:19:29.620 Means same condition, new behavior. 551 00:19:29.620 --> 00:19:32.060 And so if you keep doing the exact same thing 552 00:19:32.060 --> 00:19:34.580 every single day, then you may not be learning. 553 00:19:34.580 --> 00:19:35.500 And it's a key point. 554 00:19:35.500 --> 00:19:39.100 It's good to work hard, but it's good to work hard and smart, 555 00:19:39.100 --> 00:19:41.340 which means that the work you do gets better 556 00:19:41.340 --> 00:19:42.780 because you tweak things. 557 00:19:42.780 --> 00:19:45.580 And so if you're not documenting the process that you have, 558 00:19:45.580 --> 00:19:47.300 and I'm not saying you're making content about it, 559 00:19:47.300 --> 00:19:49.020 but literally looking back at game footage, 560 00:19:49.020 --> 00:19:51.620 looking at the calls you did, looking at the content you did, 561 00:19:51.620 --> 00:19:53.100 I do this today. 562 00:19:53.100 --> 00:19:55.220 People ask me like, what are the masterminds you're into? 563 00:19:55.220 --> 00:19:57.780 What are the courses you learn from? 564 00:19:57.780 --> 00:20:00.780 I have now broken apart the learning process 565 00:20:00.820 --> 00:20:02.260 that I have that works best for me 566 00:20:02.260 --> 00:20:03.780 because I see the biggest gains 567 00:20:03.780 --> 00:20:06.020 and improvement haven't come from advice for me, 568 00:20:06.020 --> 00:20:07.100 for the most part. 569 00:20:07.100 --> 00:20:08.740 They came from looking at data, 570 00:20:08.740 --> 00:20:11.700 which was, let me look at the last 2000 ads I made. 571 00:20:11.700 --> 00:20:13.260 Let me look at the top 50. 572 00:20:13.260 --> 00:20:15.380 Let me look at what these ones have in common. 573 00:20:15.380 --> 00:20:16.900 Let me look at what they don't look like 574 00:20:16.900 --> 00:20:18.380 compared to the bottom 50. 575 00:20:18.380 --> 00:20:20.100 Okay, these ones have these characteristics, 576 00:20:20.100 --> 00:20:20.940 these don't. 577 00:20:20.940 --> 00:20:22.140 I'll do more of this unless of that. 578 00:20:22.140 --> 00:20:23.500 And then I do another hundred ads. 579 00:20:23.500 --> 00:20:24.620 And I look at the top 10 again. 580 00:20:24.620 --> 00:20:26.460 I say, what do these ones have that these ones don't? 581 00:20:26.460 --> 00:20:27.780 And I do that for sales calls. 582 00:20:27.780 --> 00:20:28.620 I do that for content. 583 00:20:28.620 --> 00:20:29.460 I do that for meetings. 584 00:20:29.460 --> 00:20:32.660 I do that for businesses in general 585 00:20:32.660 --> 00:20:34.180 when he starts zooming out. 586 00:20:34.180 --> 00:20:37.700 And so that process of do a lot of volume, 587 00:20:37.700 --> 00:20:40.860 then look at the outcomes that were good. 588 00:20:40.860 --> 00:20:43.060 Look at the activities that led to those outcomes 589 00:20:43.060 --> 00:20:44.140 that are positive. 590 00:20:44.140 --> 00:20:46.140 Do more of those activities. 591 00:20:46.140 --> 00:20:47.700 Look at the bottom percentages. 592 00:20:47.700 --> 00:20:50.660 Look at the things that led to not having that happen 593 00:20:50.660 --> 00:20:52.220 and do less of those. 594 00:20:52.220 --> 00:20:54.980 And if you're younger and this is specific for everyone 595 00:20:54.980 --> 00:20:55.820 who's listening to this video, 596 00:20:55.820 --> 00:20:59.420 if you're probably sub 30, sub 28 maybe, right? 597 00:20:59.420 --> 00:21:01.300 If you're in your 20s or less, 598 00:21:01.300 --> 00:21:02.580 you can probably get away with this, 599 00:21:02.580 --> 00:21:04.660 which is that people ahead of you 600 00:21:04.660 --> 00:21:07.460 are more willing, believe it or not, 601 00:21:07.460 --> 00:21:09.860 to feel like they have status. 602 00:21:09.860 --> 00:21:13.900 So you can give them status by say, be a mentor. 603 00:21:13.900 --> 00:21:15.940 And the thing is a lot of young guys have a lot of ego, right? 604 00:21:15.940 --> 00:21:16.780 Because you're trying to prove yourself, 605 00:21:16.780 --> 00:21:18.460 trying to be a man, whatever. 606 00:21:18.460 --> 00:21:21.860 The thing is is that if you humble yourself, 607 00:21:21.860 --> 00:21:24.260 it's not like there's some fucking massive scoreboard 608 00:21:24.260 --> 00:21:26.260 where it's like who humbled themselves to whom 609 00:21:26.260 --> 00:21:27.300 across the whole US? 610 00:21:27.300 --> 00:21:28.940 It doesn't, it's not exist. 611 00:21:28.980 --> 00:21:30.940 It's just within one dynamic, right? 612 00:21:30.940 --> 00:21:33.780 And so if you go and say, hey, I don't know anything, 613 00:21:33.780 --> 00:21:35.380 I'm happy to learn. 614 00:21:35.380 --> 00:21:37.060 If you do that, then a lot of people are like, 615 00:21:37.060 --> 00:21:38.180 oh, well, he humbled himself. 616 00:21:38.180 --> 00:21:39.460 Well, yeah, I'm happy to teach you. 617 00:21:39.460 --> 00:21:40.860 And the thing is, they'll give you advice. 618 00:21:40.860 --> 00:21:44.620 It's worth thousands of dollars, years of your life for free. 619 00:21:44.620 --> 00:21:47.540 If you just say, you're better than I am at this. 620 00:21:47.540 --> 00:21:49.780 But the thing is that the end of the day, 621 00:21:49.780 --> 00:21:50.620 none of it matters. 622 00:21:50.620 --> 00:21:52.620 But scoreboard would be the thing 623 00:21:52.620 --> 00:21:54.620 that matters in business, right? 624 00:21:54.620 --> 00:21:57.980 And so the only thing that precedes the scoreboard 625 00:21:57.980 --> 00:21:59.100 is your learning. 626 00:21:59.100 --> 00:22:01.060 I've spent ego points. 627 00:22:01.060 --> 00:22:02.580 I've spent dollars. 628 00:22:02.580 --> 00:22:04.540 I've spent time. 629 00:22:04.540 --> 00:22:06.580 I've spent social capital. 630 00:22:06.580 --> 00:22:11.420 I spent every resource that I had to get more learning faster. 631 00:22:11.420 --> 00:22:13.060 Because fundamentally, the only thing, 632 00:22:13.060 --> 00:22:14.620 and I think this is probably one of the biggest gifts 633 00:22:14.620 --> 00:22:18.380 my father gave me, is believing that I am the asset 634 00:22:18.380 --> 00:22:19.820 I am investing in. 635 00:22:19.820 --> 00:22:23.700 And the cool thing is that you are the permanent hold, right? 636 00:22:23.700 --> 00:22:25.380 You can't sell you. 637 00:22:25.380 --> 00:22:27.540 Like you until you die. 638 00:22:27.660 --> 00:22:29.660 And so this is the one asset you've got. 639 00:22:29.660 --> 00:22:32.180 Because you compound, skills compound. 640 00:22:32.180 --> 00:22:33.180 When you get really good at sales 641 00:22:33.180 --> 00:22:34.300 and really good at finance, guess what? 642 00:22:34.300 --> 00:22:35.780 You can raise a billion dollars. 643 00:22:35.780 --> 00:22:37.660 Because you know how the finance world works 644 00:22:37.660 --> 00:22:39.500 and you know how the sales world works, right? 645 00:22:39.500 --> 00:22:43.020 If you know how to code and market, then guess what? 646 00:22:43.020 --> 00:22:45.340 You can build software and sell it to gazillions of people 647 00:22:45.340 --> 00:22:47.660 because you have the product and the acquisition. 648 00:22:47.660 --> 00:22:49.820 Like skills stack disproportionately. 649 00:22:49.820 --> 00:22:51.820 If you only know one, you might not be able to make 650 00:22:51.820 --> 00:22:54.100 a tenth as much as if you know two. 651 00:22:54.100 --> 00:22:55.700 Now obviously, there's our big bucket of terms. 652 00:22:55.700 --> 00:22:57.580 You can have many, many, many skills in underneath of them. 653 00:22:57.580 --> 00:22:59.220 But fundamentally, when you think about it that way, 654 00:22:59.220 --> 00:23:00.260 you become a weapon. 655 00:23:00.260 --> 00:23:01.500 So let's tackle the second part. 656 00:23:01.500 --> 00:23:04.420 I said, you can solve a lot of male problems 657 00:23:04.420 --> 00:23:06.340 by getting in shape and making money. 658 00:23:06.340 --> 00:23:08.820 And so let's talk about the getting in shape side. 659 00:23:08.820 --> 00:23:13.500 So you can avoid tons of problems in life 660 00:23:13.500 --> 00:23:16.620 by doing one thing, going to bed on time. 661 00:23:16.620 --> 00:23:19.020 And so instead of setting alarms to wake up, 662 00:23:19.020 --> 00:23:20.780 set alarms to go to sleep on time. 663 00:23:20.780 --> 00:23:23.700 It's hard to wake up late when you go to bed at nine. 664 00:23:23.700 --> 00:23:24.540 Right? 665 00:23:24.540 --> 00:23:26.700 That one simple behavior actually 666 00:23:26.700 --> 00:23:31.300 can eliminate a lot of the things that derail men, especially young men. 667 00:23:31.300 --> 00:23:33.340 And so Charlie Munger talks about this a lot, which is like, 668 00:23:33.340 --> 00:23:37.300 all I want to do is find out where I'm going to die and never go there. 669 00:23:37.300 --> 00:23:40.540 The whole point is he thought so much more 670 00:23:40.540 --> 00:23:43.540 about avoiding stupidity than trying to be intelligent. 671 00:23:43.540 --> 00:23:44.860 It's kind of like, the stupidity is 672 00:23:44.860 --> 00:23:46.100 very easy to identify. 673 00:23:46.100 --> 00:23:47.620 The intelligence is hard. 674 00:23:47.620 --> 00:23:49.820 But if you avoid all stupidity, you just 675 00:23:49.820 --> 00:23:51.900 become intelligent by default. 676 00:23:51.900 --> 00:23:54.020 And so if you define intelligence the way I do, 677 00:23:54.020 --> 00:23:56.860 which is rate of learning, so how quickly you pick things up, 678 00:23:56.860 --> 00:24:00.140 that is intelligence, if you can't avoid all of these things 679 00:24:00.140 --> 00:24:03.340 that make you look like an idiot, right? 680 00:24:03.340 --> 00:24:05.140 Then you become more intelligent. 681 00:24:05.140 --> 00:24:08.780 And so let's talk about this from the getting in shape perspective. 682 00:24:08.780 --> 00:24:12.180 Show me a situation where you have two groups of men. 683 00:24:12.180 --> 00:24:15.300 One group of men that is really out of shape and fat. 684 00:24:15.300 --> 00:24:17.500 And another group of men that's really in shape 685 00:24:17.500 --> 00:24:20.580 that are going to outperform one another. 686 00:24:20.580 --> 00:24:21.500 And this is generalized. 687 00:24:21.500 --> 00:24:23.500 You have to take random sampling of the population. 688 00:24:23.540 --> 00:24:25.940 A bunch of in-shape guys, a bunch of overweight guys. 689 00:24:25.940 --> 00:24:28.620 Who is going to do better at any task over and over again? 690 00:24:28.620 --> 00:24:30.940 If we pick 10 tasks that are completely different, 691 00:24:30.940 --> 00:24:32.300 the in-shape guys are going to do better 692 00:24:32.300 --> 00:24:33.460 than the out-of-shape guys. 693 00:24:33.460 --> 00:24:35.020 Period, they're going to have more energy. 694 00:24:35.020 --> 00:24:36.100 They're going to be more focused. 695 00:24:36.100 --> 00:24:38.620 If it's anything interrelations based, 696 00:24:38.620 --> 00:24:40.940 like those guys are going to close higher percentages. 697 00:24:40.940 --> 00:24:43.420 If you're better looking, you will close more. 698 00:24:43.420 --> 00:24:45.580 If you're better looking, you get paid more. 699 00:24:45.580 --> 00:24:48.060 If you're better looking, you get more promoted. 700 00:24:48.060 --> 00:24:51.380 If you're better looking, you do better in content. 701 00:24:51.380 --> 00:24:52.100 Period. 702 00:24:52.100 --> 00:24:53.580 Fight me. 703 00:24:53.580 --> 00:24:55.980 And so the thing is, if you have this one thing 704 00:24:55.980 --> 00:24:58.980 that affects every way that people see you, 705 00:24:58.980 --> 00:25:00.700 and the only thing you have to do 706 00:25:00.700 --> 00:25:02.980 is control what you put into your mouth. 707 00:25:02.980 --> 00:25:04.700 Then don't you think it's worth developing 708 00:25:04.700 --> 00:25:07.420 that most basic skill of discipline 709 00:25:07.420 --> 00:25:08.380 at this point in your life? 710 00:25:08.380 --> 00:25:11.820 Because the thing is, is that you want to get in shape young. 711 00:25:11.820 --> 00:25:14.700 Because if you're not in shape, guess who's fault that is? 712 00:25:16.100 --> 00:25:17.980 So, get in shape now. 713 00:25:17.980 --> 00:25:21.020 The thing is, is it cost time not money. 714 00:25:21.020 --> 00:25:24.540 And right now, you've got time and not money. 715 00:25:24.540 --> 00:25:28.580 And time only becomes more expensive as you age. 716 00:25:28.580 --> 00:25:31.940 So buy it now while time cost you the least 717 00:25:31.940 --> 00:25:34.220 and you have the fewest responsibilities. 718 00:25:34.220 --> 00:25:37.060 It'll help you no matter what life path you choose.