WEBVTT 1 00:00:00.000 --> 00:00:06.960 So let's face it, getting other people to do what you want is arguably the most important 2 00:00:06.960 --> 00:00:11.240 skill because if you have that one skill that unlocks every other skill that every other 3 00:00:11.240 --> 00:00:15.600 person potentially has, the problem is other people don't always do what you want them 4 00:00:15.600 --> 00:00:16.600 to do. 5 00:00:16.600 --> 00:00:19.840 So I'm going to share a five step framework that I call the star system that you can use 6 00:00:19.840 --> 00:00:23.320 whether you're a business owner or you work within a business to influence other people. 7 00:00:23.320 --> 00:00:27.680 So let's dive into it. 8 00:00:27.680 --> 00:00:33.520 Thanks to everyone, welcome back to the game where we talk about making money so that 9 00:00:33.520 --> 00:00:36.720 we can eventually question the meaning of life to begin with. 10 00:00:36.720 --> 00:00:41.560 And today I've got a fun little star system, very tactical, fundamentally the thing that 11 00:00:41.560 --> 00:00:49.800 separates your business's growth from happening is people doing stuff that you want them 12 00:00:49.800 --> 00:00:51.280 to do. 13 00:00:51.280 --> 00:00:57.360 And I have a little five star system that has worked very well for me to have very direct 14 00:00:57.360 --> 00:01:03.280 conversations that in no way feel direct and have really, really helped a ton. 15 00:01:03.280 --> 00:01:06.760 And I would show this framework to every one of the people who works for you so that they 16 00:01:06.760 --> 00:01:09.160 know what you're going to be going through. 17 00:01:09.160 --> 00:01:14.120 And then it should become almost like a, it's just, it's almost like an unspoken language 18 00:01:14.120 --> 00:01:15.920 or performance management. 19 00:01:15.920 --> 00:01:19.080 And so when you walk through all five of these, you can remember them very easily. 20 00:01:19.080 --> 00:01:22.600 And you can run through it in five seconds with a teammate who's not performing the way 21 00:01:22.600 --> 00:01:23.600 you want to. 22 00:01:23.600 --> 00:01:25.280 So with that being said, enjoy. 23 00:01:25.280 --> 00:01:28.960 So I want to read you a real exchange I had with an employee that wasn't performing the 24 00:01:28.960 --> 00:01:30.960 way I wanted them to. 25 00:01:30.960 --> 00:01:33.280 I said, Hey, what are you doing today? 26 00:01:33.280 --> 00:01:35.280 And then he gave me his little rundown. 27 00:01:35.280 --> 00:01:41.120 And I said, I asked because I haven't felt like I've seen a lot of production from you compared 28 00:01:41.120 --> 00:01:43.760 to what I think you're capable of. 29 00:01:43.760 --> 00:01:46.400 So I'm curious whether it's not knowing what to do. 30 00:01:46.400 --> 00:01:50.160 That I want you to do it, how to do it or that something's preventing you. 31 00:01:50.160 --> 00:01:55.840 Or if you're not motivated to be above. 32 00:01:55.840 --> 00:02:02.280 And by fraying with that way, it completely shifts the whole vibe of the conversation. 33 00:02:02.280 --> 00:02:06.840 And by adding the piece, and I think this is really key in terms of how I was framed, 34 00:02:06.840 --> 00:02:10.000 it's just like compared to what I believe you're capable of. 35 00:02:10.000 --> 00:02:13.960 So I basically weaving in a compliment saying, I think you're capable of more. 36 00:02:13.960 --> 00:02:17.680 I think your potential is significantly higher rather than saying, Hey, you suck. 37 00:02:17.680 --> 00:02:19.240 I'm actually saying, Hey, I think you're awesome. 38 00:02:19.240 --> 00:02:24.160 And I think your performance, which is separate from you as a human being, is below what I believe 39 00:02:24.160 --> 00:02:25.440 you're capable of. 40 00:02:25.440 --> 00:02:26.840 So what do we think the gap is? 41 00:02:26.840 --> 00:02:28.280 Is that you know that? 42 00:02:28.280 --> 00:02:29.280 How? 43 00:02:29.280 --> 00:02:30.280 What? 44 00:02:30.280 --> 00:02:31.280 When? 45 00:02:31.280 --> 00:02:32.280 Or you're not, or something's blocking you? 46 00:02:32.280 --> 00:02:33.280 Or you're not motivated? 47 00:02:33.280 --> 00:02:34.840 Help me help you. 48 00:02:34.840 --> 00:02:39.360 And from this perspective, both of you are basically attacking the problem on the same 49 00:02:39.360 --> 00:02:43.160 side of the table, trying to figure out how to get the person to their potential, which 50 00:02:43.160 --> 00:02:45.120 both of you are aligned to have happened. 51 00:02:45.120 --> 00:02:48.400 And I'm telling you, it's just like, imagine if I had started that being like, Hey, 52 00:02:48.400 --> 00:02:53.960 man, you're at your subpar right now, you're under expectations. 53 00:02:53.960 --> 00:02:56.240 Like that sounds pretty bad, right? 54 00:02:56.240 --> 00:02:57.440 And that everyone's going to be defensive. 55 00:02:57.440 --> 00:03:00.520 They're going to be thinking it's attacking their character when it couldn't be further 56 00:03:00.520 --> 00:03:01.520 from the truth. 57 00:03:01.520 --> 00:03:04.520 And so having little frameworks like this have just like made life so much easier for 58 00:03:04.520 --> 00:03:07.440 getting people back to where you want them to be. 59 00:03:07.440 --> 00:03:09.000 So let's paint the scene. 60 00:03:09.000 --> 00:03:15.080 You say, Hey, Kyle, I need you to make me that TPS report by Monday. 61 00:03:15.080 --> 00:03:16.080 Fine. 62 00:03:16.080 --> 00:03:17.080 You said that. 63 00:03:17.080 --> 00:03:18.080 Monday comes. 64 00:03:18.080 --> 00:03:20.280 Kyle doesn't have the TPS report. 65 00:03:20.280 --> 00:03:21.280 What do you do? 66 00:03:21.280 --> 00:03:24.960 Now, normally you could be like, I could yell at Kyle, yeah, be like, what the hell, Kyle, 67 00:03:24.960 --> 00:03:25.960 whatever, right? 68 00:03:25.960 --> 00:03:28.680 But the thing is, there's a lot of people who don't confront people who work for them 69 00:03:28.680 --> 00:03:31.880 because they're afraid of pissing them off because they're afraid of losing influence. 70 00:03:31.880 --> 00:03:34.320 Like, Hey, if I bring it up, I don't want things to be weird. 71 00:03:34.320 --> 00:03:39.040 And so being able to have these kind of confrontational conversations and having a framework around 72 00:03:39.040 --> 00:03:44.080 it has made it so much easier for me to have really good conversations that don't in 73 00:03:44.080 --> 00:03:46.280 any way attack the other person, all right? 74 00:03:46.280 --> 00:03:48.880 And so thinking through this framework is how I do it. 75 00:03:48.880 --> 00:03:51.640 And so I'm going to make this really simple because it has to be simple. 76 00:03:51.640 --> 00:03:53.480 It was never going to use it, all right? 77 00:03:53.480 --> 00:03:56.920 And so it's called a star because there's five points to the star and there's really 78 00:03:56.920 --> 00:04:02.040 a five points that you work through when you're figuring out why they didn't do something. 79 00:04:02.040 --> 00:04:07.600 And so the first thing is, Hey, Kyle, and I set this frame so the people who work from 80 00:04:07.600 --> 00:04:08.760 you already know that I have this room. 81 00:04:08.760 --> 00:04:10.640 So I don't think you need to keep this a secret. 82 00:04:10.640 --> 00:04:13.760 I mean, listen, there's only five reasons someone doesn't do anything. 83 00:04:13.760 --> 00:04:17.760 It's either number one, you didn't know that I wanted you to do it. 84 00:04:17.760 --> 00:04:22.160 So did you know that I wanted you to give me that TPS report? 85 00:04:22.160 --> 00:04:23.880 And he might be like, Oh, I thought we were just talking. 86 00:04:23.880 --> 00:04:28.600 Now you might hear that and think, wow, Kyle, what an insignificant or what an arrogant 87 00:04:28.600 --> 00:04:29.600 ass, right? 88 00:04:29.600 --> 00:04:31.120 No, but like, let's be real for a second. 89 00:04:31.120 --> 00:04:36.160 Like you probably don't follow up on a lot of stuff that you tell people to do. 90 00:04:36.160 --> 00:04:37.920 And what do you think people learn? 91 00:04:37.920 --> 00:04:40.920 They learn that if you don't follow up, it's like, Oh, it probably wasn't that important 92 00:04:40.920 --> 00:04:41.920 to him. 93 00:04:41.920 --> 00:04:44.320 So probably maybe as an entrepreneur, have a lot of ideas. 94 00:04:44.320 --> 00:04:48.000 And if someone actually acted on every single thing that you said, they would have a mountain 95 00:04:48.000 --> 00:04:49.000 of stuff. 96 00:04:49.000 --> 00:04:50.480 They wouldn't be able to do their normal job, right? 97 00:04:50.480 --> 00:04:54.120 And so they kind of just like wait for you to maybe cool off on the idea for a second. 98 00:04:54.120 --> 00:04:56.840 And if you mention it two, three, four, five times, they're like, Okay, this is something 99 00:04:56.840 --> 00:04:59.040 I actually have to do, right? 100 00:04:59.040 --> 00:05:04.480 And so the solution for the that problem is you write it. 101 00:05:04.480 --> 00:05:05.480 All right. 102 00:05:05.480 --> 00:05:08.680 And so one of the things that we have in total acquisition.com is if it isn't written, 103 00:05:08.680 --> 00:05:09.680 it never happened. 104 00:05:09.680 --> 00:05:10.680 Right. 105 00:05:10.680 --> 00:05:15.600 So if you just have a verbal conversation that exists IRL just in the air, it doesn't 106 00:05:15.600 --> 00:05:18.400 ever matter because no one has proof of it. 107 00:05:18.400 --> 00:05:19.200 You don't have proof of it. 108 00:05:19.200 --> 00:05:20.200 They don't remember it. 109 00:05:20.200 --> 00:05:21.200 You remember it differently than them. 110 00:05:21.200 --> 00:05:24.000 And so this is why crystallizing those experiences so important because then you can 111 00:05:24.000 --> 00:05:25.000 point back to it. 112 00:05:25.000 --> 00:05:26.000 Now, everyone's on the same page. 113 00:05:26.000 --> 00:05:29.240 Hey, I thought you said you want me to send you the KPIs by Monday. 114 00:05:29.240 --> 00:05:31.000 And it's like, no, I said the TPS report. 115 00:05:31.000 --> 00:05:33.240 It's like, Oh, well, I hear the KPIs. 116 00:05:33.240 --> 00:05:34.560 It's like, that's not what I asked for. 117 00:05:34.560 --> 00:05:35.560 But how do we know? 118 00:05:35.560 --> 00:05:36.840 Maybe you did say KPIs. 119 00:05:36.840 --> 00:05:38.760 You thought like, how many times have you said something? 120 00:05:38.760 --> 00:05:39.760 You thought you said something different. 121 00:05:39.760 --> 00:05:40.760 Have a little time. 122 00:05:40.760 --> 00:05:41.760 Right. 123 00:05:41.760 --> 00:05:46.560 And so number one, figure out, set the frame that these are the five reasons and be like, 124 00:05:46.560 --> 00:05:47.640 Hey, Kyle, you didn't do it. 125 00:05:47.640 --> 00:05:48.640 There's five reasons. 126 00:05:48.640 --> 00:05:49.640 I'm just doing anything. 127 00:05:49.640 --> 00:05:51.760 So did you not know that I wanted to do it? 128 00:05:51.760 --> 00:05:54.280 If it says, I didn't know, then you're like, great. 129 00:05:54.280 --> 00:05:55.280 Problem solved. 130 00:05:55.280 --> 00:05:56.280 I'm going to write it down next time. 131 00:05:56.280 --> 00:05:57.280 Here we go. 132 00:05:57.280 --> 00:05:58.280 I'm going to write down for you right now. 133 00:05:58.280 --> 00:06:01.240 And if you want, I'm going to memorialize this with an email and send it to you that way 134 00:06:01.240 --> 00:06:03.640 we have a timestamp and everything. 135 00:06:03.640 --> 00:06:07.280 But what if he's like, Oh, no, I knew that you wanted me to do it. 136 00:06:07.280 --> 00:06:12.840 I was like, Oh, well, then did you not know how to do it? 137 00:06:12.840 --> 00:06:15.520 So once it was like, Okay, Kyle, did you not know that? 138 00:06:15.520 --> 00:06:16.520 I wanted to do it. 139 00:06:16.520 --> 00:06:19.040 They might be like, Okay, yeah, I did know that. 140 00:06:19.040 --> 00:06:22.840 But then did you not know what I wanted you to do? 141 00:06:22.840 --> 00:06:27.240 Because he did send me something that, Okay, what's the that versus the what? 142 00:06:27.240 --> 00:06:28.240 Let me explain. 143 00:06:28.240 --> 00:06:31.960 So two things don't always mean the same things. 144 00:06:31.960 --> 00:06:33.880 And it's like, what does that even mean? 145 00:06:33.880 --> 00:06:39.280 Well, you want to define what you're asking someone to do in terms of behavior or outcomes. 146 00:06:39.280 --> 00:06:44.800 So if I wanted that TPS report, right, now that's a really simple example, I would probably 147 00:06:44.800 --> 00:06:47.840 be like, well, when I say like, give me that, I was like, does that mean it's going to 148 00:06:47.840 --> 00:06:48.840 be printed out? 149 00:06:48.840 --> 00:06:50.520 Does that mean I want to print it on my desk? 150 00:06:50.520 --> 00:06:51.640 Does that mean it's an email? 151 00:06:51.640 --> 00:06:54.480 Does that mean it's going to be like, like verbally given to me? 152 00:06:54.480 --> 00:06:56.960 Is it going to means a presentation in what format? 153 00:06:56.960 --> 00:06:59.640 And the thing is just like, you might hear this and be like, Oh, that sounds like such 154 00:06:59.640 --> 00:07:00.640 a pain. 155 00:07:00.920 --> 00:07:05.160 It probably takes like two or three extra minutes for you to be like, very clear. 156 00:07:05.160 --> 00:07:08.280 And then someone's going to take that two or three extra minutes and then save themselves 157 00:07:08.280 --> 00:07:09.960 like two or three extra hours. 158 00:07:09.960 --> 00:07:14.320 And so it's high leverage, like clarity is high leverage work, right? 159 00:07:14.320 --> 00:07:18.960 And so like, I would say that if this is something that makes you uncomfortable, you need 160 00:07:18.960 --> 00:07:21.960 to break that habit for real. 161 00:07:21.960 --> 00:07:23.640 Let me explain why. 162 00:07:23.640 --> 00:07:26.560 How do you think AI works? 163 00:07:26.560 --> 00:07:30.680 What do you think prompt engineering is such a high leverage skill right now? 164 00:07:30.680 --> 00:07:33.480 Because the problem is no one even knows how to communicate. 165 00:07:33.480 --> 00:07:36.560 Like you have this ultimate being, or whatever you want to call it, right? 166 00:07:36.560 --> 00:07:39.760 You've got this thing of ultimate intelligence that can do things incredibly quickly as access 167 00:07:39.760 --> 00:07:41.400 to the world's information. 168 00:07:41.400 --> 00:07:43.920 And yet you can't get AI to do stuff for you. 169 00:07:43.920 --> 00:07:46.680 It's not because AI is dumb, because you don't want to talk to AI. 170 00:07:46.680 --> 00:07:49.240 And if you can't talk to AI, you can't talk to a human, right? 171 00:07:49.240 --> 00:07:53.480 AI honestly has more context and more like tries to waste to figure out what you're trying 172 00:07:53.480 --> 00:07:56.240 to say because we communicate like monkeys, right? 173 00:07:56.240 --> 00:07:58.920 The thing is when we're communicating with other monkeys, we got to be as crystal clear 174 00:07:58.920 --> 00:07:59.920 as humanly possible. 175 00:07:59.920 --> 00:08:03.080 Now, what's interesting is that the bigger the organization gets, the more this banana 176 00:08:03.080 --> 00:08:05.120 foundation becomes a problem. 177 00:08:05.120 --> 00:08:10.480 And so this little five, this little five system, the star system, I run through it in 178 00:08:10.480 --> 00:08:12.080 my head all the time, right? 179 00:08:12.080 --> 00:08:13.080 Did they not know that? 180 00:08:13.080 --> 00:08:14.080 I want them to do it. 181 00:08:14.080 --> 00:08:15.080 Did I? 182 00:08:15.080 --> 00:08:18.200 Did that know what I wanted them to do, which I defined in terms of behaviors or outcomes 183 00:08:18.200 --> 00:08:23.040 and you need, I need this thing on my desk by Monday printed out with that nice paper. 184 00:08:23.600 --> 00:08:28.920 It's, I need you to, when someone says this, say this instead next time, right? 185 00:08:28.920 --> 00:08:33.720 Not be less of a dick or, you know, you know, stop harassing Courtney. 186 00:08:33.720 --> 00:08:35.680 It's like, well, what does harassing Courtney look like? 187 00:08:35.680 --> 00:08:37.680 He obviously isn't trying to harass Courtney. 188 00:08:37.680 --> 00:08:39.880 She might describe his behavior as harassing. 189 00:08:39.880 --> 00:08:42.360 He might describe his behavior as being cordial. 190 00:08:42.360 --> 00:08:46.920 So now what happens until you actually break down the behavior that they're both labeling 191 00:08:46.920 --> 00:08:50.120 differently, he's saying, hey, I said good morning to her. 192 00:08:50.120 --> 00:08:52.040 She's saying, hey, he's hitting on me. 193 00:08:52.040 --> 00:08:54.800 And you're like, well, what the hell, like, what's going on? 194 00:08:54.800 --> 00:08:58.400 But until you figure out, wait, Courtney, when you say he's hitting on you, what exactly 195 00:08:58.400 --> 00:08:59.400 did he do? 196 00:08:59.400 --> 00:09:02.400 It was just like, we always like smiles at me in waves when he comes in. 197 00:09:02.400 --> 00:09:04.240 It's like, I don't think he's hitting on you, Courtney. 198 00:09:04.240 --> 00:09:06.040 I think he's being polite, right? 199 00:09:06.040 --> 00:09:09.400 And you might, on the flip side, it's like, what do you think hitting on you is? 200 00:09:09.400 --> 00:09:11.240 It's like, he always squeezes my ass when he walks by. 201 00:09:11.240 --> 00:09:13.200 It's like, well, that's a fucking problem, right? 202 00:09:13.200 --> 00:09:17.840 And so, like, let's be clear here, Mike, you shouldn't squeeze anybody's ass. 203 00:09:17.840 --> 00:09:18.840 Let alone a girl. 204 00:09:18.840 --> 00:09:19.840 All right? 205 00:09:19.840 --> 00:09:21.800 On the flip side, like, you go to the saying here, but like, if we say, like, if we 206 00:09:21.800 --> 00:09:27.280 say he's hitting on me or be less creepy, no one knows what it means, because one person 207 00:09:27.280 --> 00:09:30.800 thinks they're trying to do something like, no one wakes up and says, I want to be creepy 208 00:09:30.800 --> 00:09:31.800 today. 209 00:09:31.800 --> 00:09:33.440 No one does that. 210 00:09:33.440 --> 00:09:36.080 Creepy people act in ways that they don't think is creepy. 211 00:09:36.080 --> 00:09:40.160 And so by telling them to stop be creepy, they don't know what the fuck that means. 212 00:09:40.160 --> 00:09:41.280 That's the problem. 213 00:09:41.280 --> 00:09:44.640 And this is why we have to describe the, as might be one of the best explanations I've 214 00:09:44.640 --> 00:09:45.640 given of this. 215 00:09:45.640 --> 00:09:47.520 This, like, this is the problem. 216 00:09:47.520 --> 00:09:50.360 And this is why so many people behave in ways that they don't want to, not because they 217 00:09:50.360 --> 00:09:52.880 don't want to do a good job, but because they don't know what doing a good job looks 218 00:09:52.880 --> 00:09:55.120 like because they hasn't been topped enough. 219 00:09:55.120 --> 00:09:57.040 And so you just got to tell them, right? 220 00:09:57.040 --> 00:09:59.440 And so, number one, they didn't know that. 221 00:09:59.440 --> 00:10:00.840 They want to do it. 222 00:10:00.840 --> 00:10:04.080 If they did know that you're like, hey, you know, be nice to Courtney. 223 00:10:04.080 --> 00:10:05.080 He did. 224 00:10:05.080 --> 00:10:06.840 He grabbed Courtney's ass rather than saying, hello, right? 225 00:10:06.840 --> 00:10:08.920 He didn't know what to do, right? 226 00:10:08.920 --> 00:10:12.520 So if he did know those two things, well, what's the third thing that could be the issue? 227 00:10:12.520 --> 00:10:13.520 Okay, well, they do that. 228 00:10:13.520 --> 00:10:16.760 They wanted the TPS report and they knew how to deliver it. 229 00:10:16.760 --> 00:10:17.760 Okay. 230 00:10:17.760 --> 00:10:18.760 They knew that. 231 00:10:18.760 --> 00:10:21.880 They knew the TPS report and they knew exactly what it was. 232 00:10:21.880 --> 00:10:24.200 Well, then why didn't, why didn't it happen? 233 00:10:24.200 --> 00:10:28.080 Well, did they know how to do it? 234 00:10:28.080 --> 00:10:32.120 So I told you to do that, but I was like, honestly, you asked me to, but I don't know how 235 00:10:32.120 --> 00:10:33.120 to put a TPS report together. 236 00:10:33.120 --> 00:10:36.440 And I'm like, wait, I didn't, like, you didn't get that in on-boarding? 237 00:10:36.440 --> 00:10:37.840 It's like, honestly, no. 238 00:10:37.840 --> 00:10:45.520 It's like, oh, okay, well, the solution to this is training. 239 00:10:45.520 --> 00:10:50.320 And all you do, by the way, if you're like, man, and I, like, this drives me absolutely 240 00:10:50.320 --> 00:10:56.200 insane is that I will hear people say, you know, these things aren't trainable. 241 00:10:56.200 --> 00:10:57.200 Everything is trainable. 242 00:10:57.200 --> 00:10:58.880 How do you think a baby learns how to do anything? 243 00:10:58.880 --> 00:11:01.720 How do you think humans learn things to begin with? 244 00:11:01.720 --> 00:11:06.160 It's just that some things are more trainable, take longer to train than others. 245 00:11:06.160 --> 00:11:08.200 And it's not even that a specific thing takes longer to train. 246 00:11:08.200 --> 00:11:14.400 It's just that that term has more skills underneath of it that ladder up to the larger 247 00:11:14.400 --> 00:11:20.840 thing, meaning if I say be kind, be kind has like 500 behaviors underneath of it. 248 00:11:20.840 --> 00:11:26.480 And so yeah, it's harder to train aptitude than attitude because attitude is 500 behaviors 249 00:11:26.480 --> 00:11:28.360 aptitude might be 20. 250 00:11:28.360 --> 00:11:32.920 And so yes, it is easier to train this than that, but it's not that something isn't trainable. 251 00:11:32.920 --> 00:11:35.400 And this is why specificity is so important. 252 00:11:35.400 --> 00:11:38.920 And so we have to do is like, okay, if you don't know how to do it, what part do you 253 00:11:38.920 --> 00:11:39.920 not know how to do it? 254 00:11:39.920 --> 00:11:40.920 Do you not know how to turn on a computer? 255 00:11:40.920 --> 00:11:42.160 Do you not know how to turn on the internet? 256 00:11:42.160 --> 00:11:43.400 Do you not know how to send an email? 257 00:11:43.400 --> 00:11:44.400 Do you not know how to use Excel? 258 00:11:44.400 --> 00:11:45.400 No, I know how to use all this stuff. 259 00:11:45.400 --> 00:11:46.400 Okay. 260 00:11:46.400 --> 00:11:47.400 Boom, underneath that. 261 00:11:47.400 --> 00:11:48.400 Do you not know where the data is? 262 00:11:48.400 --> 00:11:49.720 That you need to extract this from? 263 00:11:49.720 --> 00:11:50.720 No, I know where the data is. 264 00:11:50.720 --> 00:11:51.720 Okay. 265 00:11:51.720 --> 00:11:52.720 Got it. 266 00:11:52.720 --> 00:11:56.200 Then once you have the data, do you not know how to format it? 267 00:11:56.200 --> 00:11:57.600 Yeah, I don't know how to format it. 268 00:11:57.600 --> 00:11:58.600 Got it. 269 00:11:58.600 --> 00:12:01.280 So now instead of being like, oh, this guy's an idiot, it's just like, he knew how to do 270 00:12:01.280 --> 00:12:02.280 eight of the nine steps. 271 00:12:02.280 --> 00:12:03.600 You just couldn't do the last step. 272 00:12:03.600 --> 00:12:04.600 So now I can say cool. 273 00:12:04.600 --> 00:12:06.200 Let me show you how to format it. 274 00:12:06.200 --> 00:12:07.200 Done. 275 00:12:07.200 --> 00:12:09.640 And from here on out, when I ask you for a TPS report, this one I'm looking for. 276 00:12:09.640 --> 00:12:10.640 Make sense? 277 00:12:10.640 --> 00:12:11.640 Yes. 278 00:12:12.480 --> 00:12:17.720 Real quick, guys, I have a special, special gift for you for being loyal listeners of 279 00:12:17.720 --> 00:12:19.200 the podcast. 280 00:12:19.200 --> 00:12:24.640 Layla and I spent probably an entire quarter putting together our scaling roadmap. 281 00:12:24.640 --> 00:12:30.160 It's breaking, scaling into 10 stages and across all eight functions of the business. 282 00:12:30.160 --> 00:12:33.360 So you've got marketing, you've got sales, you've got product, you got customer success, 283 00:12:33.360 --> 00:12:37.320 you've got IT, you've got recruiting, you've got HR, you've got finance, and we show the 284 00:12:37.320 --> 00:12:40.800 problems that emerged at every level of scale and how to graduate to the next level. 285 00:12:40.800 --> 00:12:45.920 It's all free and you can get it personalized to you since about 30-ish pages for each 286 00:12:45.920 --> 00:12:46.920 of the stages. 287 00:12:46.920 --> 00:12:50.800 Once you answer the questions, it will tell you exactly where you're at and what you need 288 00:12:50.800 --> 00:12:51.800 to do to grow. 289 00:12:51.800 --> 00:12:56.000 It's about 14 hours of stuff, but it's narrowed down so that you only have to watch the 290 00:12:56.000 --> 00:12:58.920 part that's relevant to you, which will probably be about 90 minutes. 291 00:12:58.920 --> 00:13:03.160 And so if that's at all interesting, you can go to acquisition.com forward slash roadmap, 292 00:13:03.160 --> 00:13:08.520 R-O-A-D map, roadmap. 293 00:13:08.520 --> 00:13:12.280 Now let me give you a little approach to the higher, the general skill and competence 294 00:13:12.280 --> 00:13:17.200 of the individual, the greater the expertise of the person in the domain, the more vague 295 00:13:17.200 --> 00:13:18.640 you can be with your directions. 296 00:13:18.640 --> 00:13:20.560 All right, so let me explain. 297 00:13:20.560 --> 00:13:25.520 So if someone comes to me and says, hey, I've got this product, this new marker, and it 298 00:13:25.520 --> 00:13:28.560 writes upside down, and it's invisible ink, it's amazing. 299 00:13:28.560 --> 00:13:29.840 Alex, can you build a business around this? 300 00:13:29.840 --> 00:13:34.800 I could just say yes, because I have all the other skills that take us to build a business. 301 00:13:34.800 --> 00:13:38.800 Now if you go to somebody who might be less skilled, you might have just said, hey, can 302 00:13:38.800 --> 00:13:41.240 you make a marketing campaign around this? 303 00:13:41.240 --> 00:13:43.880 Now that person probably might not be able to set up the end of the structure at a tax 304 00:13:43.880 --> 00:13:48.400 efficient manner, or be able to source the materials, or be able to set up HR practices 305 00:13:48.400 --> 00:13:51.840 and all this other stuff, but they could do the marketing campaign, and you might be 306 00:13:51.840 --> 00:13:54.120 able to go to a good marketer and say, hey, can you run a good marketing campaign? 307 00:13:54.120 --> 00:13:55.120 They say sure. 308 00:13:55.120 --> 00:13:57.880 Now if you go to a junior marketer, you'd be like, hey, can you run a marketing campaign? 309 00:13:57.880 --> 00:14:01.320 They'd be like, okay, can you write some emails about this? 310 00:14:01.320 --> 00:14:07.440 We just keep chunking it down, and so the more skilled the person, the vaguer, the instructions 311 00:14:07.440 --> 00:14:12.120 can be, the less skilled the person, the more specific it has to be, and for anything 312 00:14:12.120 --> 00:14:16.240 around trading, I talk about this length, but basically document, demonstrate, duplicate, 313 00:14:16.240 --> 00:14:20.360 which means that I do it in front of you, I write it down, I do it in front of you, you 314 00:14:20.360 --> 00:14:23.040 do it in front of me, and then sign on it. 315 00:14:23.040 --> 00:14:24.040 That's how it works, right? 316 00:14:24.040 --> 00:14:25.520 So we create the list, is me doing it. 317 00:14:25.520 --> 00:14:29.280 I observe myself, or someone observes me doing it, puts the list down, I then do that 318 00:14:29.280 --> 00:14:33.160 list in front of the person, they do that list in front of me, and then we have a great 319 00:14:33.160 --> 00:14:34.160 day, right? 320 00:14:34.160 --> 00:14:37.960 And so with the TPS report, I say, hey, here's the step for formatting, I'm going to write 321 00:14:37.960 --> 00:14:41.840 them down, and then I'm going to do those steps in front of them, and then I'm say, hey, 322 00:14:41.840 --> 00:14:45.280 let's do a second TPS report for next week, we can do it together, they do it in front 323 00:14:45.280 --> 00:14:49.280 of me, following the exact same steps I wrote down, they did it, skills transferred, and 324 00:14:49.280 --> 00:14:54.760 now next time I ask for the TPS report, it'll be on time. 325 00:14:54.760 --> 00:14:58.920 You guys are amazing, I can't believe you guys keep sharing this, it's like, it's going 326 00:14:58.920 --> 00:15:04.320 nuts right now, we've had record ones back to back, and it's all because of you, and 327 00:15:04.320 --> 00:15:08.120 so I just want to thank you guys so much again for sharing the podcast, it's why I keep 328 00:15:08.120 --> 00:15:14.960 doing this, and yeah, so if you can text it to a friend, or an enemy, slack it to maybe 329 00:15:14.960 --> 00:15:20.920 a work rival, or just slack it to a work friend, that works as well, or share this on the 330 00:15:20.920 --> 00:15:27.240 brim to the many strangers who follow you, so that they too can grow enlightened by business 331 00:15:27.240 --> 00:15:31.840 principles, or just share it because you feel like it, anyway, I love you all, and I 332 00:15:31.840 --> 00:15:33.120 enjoy the rest of the fun. 333 00:15:33.120 --> 00:15:38.520 All right, so slight recap, first we figure out if they knew even that we wanted them to 334 00:15:38.520 --> 00:15:42.400 do it, second we made sure that they knew what we wanted them to do, and the third it's 335 00:15:42.400 --> 00:15:45.200 like, okay, if they know those two, then do they even know how to do it, now if they 336 00:15:45.200 --> 00:15:51.240 do, then did they know, and this is a big one which happens all the time, is did they 337 00:15:51.240 --> 00:15:58.760 know when I wanted it done by, and this sounds so silly, but the reality is that the solution 338 00:15:58.760 --> 00:16:06.400 for this is deadlines, right, and so let me, but it's not just deadlines, I'm going to give 339 00:16:06.400 --> 00:16:10.400 you a little little two or one version of this. 340 00:16:10.400 --> 00:16:17.160 If I say, hey Kyle, when can you get me the TPS reports by, he might say Monday, now 341 00:16:17.160 --> 00:16:22.280 a boss or leader or whatever, who doesn't pay as much attention, might just say, short, 342 00:16:22.280 --> 00:16:27.880 that sounds good, I like to push on this, and I say, cool, how long do you think it will 343 00:16:27.880 --> 00:16:33.240 take you in order to get the TPS report done, the actual work itself, not from now until 344 00:16:33.240 --> 00:16:37.200 you can deliver it, but how long will the work take, and usually someone will say something 345 00:16:37.200 --> 00:16:42.680 like, I don't know, probably like two hours, I'm like, okay, well, it's Wednesday and 346 00:16:42.680 --> 00:16:47.840 it's two o'clock, what are you doing between now and four o'clock? 347 00:16:47.840 --> 00:16:51.320 Now if they have something that's more important, then they can be like, well, I have to finish 348 00:16:51.320 --> 00:16:54.920 this thing by tomorrow, and then I've got this other thing that I'm going to do, and then 349 00:16:54.920 --> 00:16:58.360 that should take a full day, and then after that, I've got this thing, and then after 350 00:16:58.360 --> 00:17:01.880 that, I was planning on working on it over the weekend so I could get it to you by Monday. 351 00:17:01.880 --> 00:17:03.920 That I'd be like, okay, that makes sense. 352 00:17:03.920 --> 00:17:07.680 Now if I look at all those other things, I might find out a couple of things. 353 00:17:07.680 --> 00:17:12.440 Number one is, maybe they don't have all these other things, in which case, we'll do this 354 00:17:12.440 --> 00:17:16.280 now, and maybe they do have all these other things, but this thing is more important, 355 00:17:16.280 --> 00:17:18.520 in which case, do it now. 356 00:17:18.520 --> 00:17:23.520 And so the thing is, is that by consistently asking when they can do it, how long it will 357 00:17:23.520 --> 00:17:29.000 take, and then what else they have going on, allows you to have a way better idea of 358 00:17:29.000 --> 00:17:33.600 everyone else's workload in real time, whenever asking people, and also, it just makes 359 00:17:33.600 --> 00:17:36.680 you way better boss in my opinion, because if people are like, oh, I've got these, you're 360 00:17:36.680 --> 00:17:37.680 like, oh, no, finish that. 361 00:17:37.680 --> 00:17:38.680 That's more important. 362 00:17:38.680 --> 00:17:39.680 Do that first. 363 00:17:39.680 --> 00:17:42.040 After this, we'll do my thing. 364 00:17:42.040 --> 00:17:47.120 And this is kind of, I would say a pervasive mindset that I have, that's, I'll write it down 365 00:17:47.120 --> 00:17:55.520 because I think it's cool, but basically, end of day is better than end of week. 366 00:17:55.520 --> 00:17:58.040 I want end of day to be my default. 367 00:17:58.040 --> 00:18:01.920 I want everyone's default in my life to be end of day. 368 00:18:01.920 --> 00:18:05.000 And think about how impactful this is. 369 00:18:05.000 --> 00:18:09.280 If you just assume whatever you ask for anything, that it should be done by end of day, your 370 00:18:09.280 --> 00:18:12.560 organization will move at seven times the speed. 371 00:18:12.560 --> 00:18:17.000 Like some organizations like, their default is end of month, end of week. 372 00:18:17.000 --> 00:18:20.720 This is like, an end of month organization will literally work at one thirtieth of the 373 00:18:20.720 --> 00:18:23.240 pace of an end of day organization. 374 00:18:23.240 --> 00:18:25.120 And you might think, oh, my God, that's crazy. 375 00:18:25.120 --> 00:18:29.160 But do you think that some companies grow 30 times faster than others? 376 00:18:29.160 --> 00:18:30.440 Hell yeah, there are. 377 00:18:30.440 --> 00:18:33.680 And this is why the rich care richer and the poor get poor. 378 00:18:33.680 --> 00:18:38.360 And there's the great divide between the doers and everyone else is because you really 379 00:18:38.360 --> 00:18:40.600 can't outwork someone a thousand times. 380 00:18:40.600 --> 00:18:43.240 You really can't, I can put out a thousand times work out something new. 381 00:18:43.240 --> 00:18:45.760 I really can't, I can do that. 382 00:18:45.760 --> 00:18:48.160 We can work that, but we can work a thousand times faster than you. 383 00:18:48.160 --> 00:18:51.760 If it takes you 90 days to get something done and we get it done in two hours, we worked 384 00:18:51.760 --> 00:18:53.240 a thousand times faster than you. 385 00:18:53.240 --> 00:18:55.040 It's crazy. 386 00:18:55.040 --> 00:18:58.080 And so then it shouldn't be as big of a surprise that some people out earn other people by 387 00:18:58.080 --> 00:18:59.880 a thousand times. 388 00:18:59.880 --> 00:19:02.840 And so I'm saying this, I'm trying to transfer this to you so that you can go get rich 389 00:19:02.840 --> 00:19:03.840 into what everyone. 390 00:19:03.840 --> 00:19:04.840 Because I'm going to die. 391 00:19:04.840 --> 00:19:06.240 And it was going to go fuck anyways, long term. 392 00:19:06.240 --> 00:19:08.840 And so like you might as well do something useful. 393 00:19:08.840 --> 00:19:09.840 Yeah. 394 00:19:09.840 --> 00:19:14.120 And what's interesting about the star system that it actually creates stars because if 395 00:19:14.120 --> 00:19:18.800 you tell somebody and they are clear because you wrote it down, they know that they should 396 00:19:18.800 --> 00:19:19.800 do it. 397 00:19:19.800 --> 00:19:24.320 They understand the what that must be done accurately. 398 00:19:24.320 --> 00:19:27.280 They understand how to do the thing because you've done it with them before. 399 00:19:27.280 --> 00:19:31.160 They know how to do it your way and you've taught them you've broken it down. 400 00:19:31.160 --> 00:19:35.360 And then they'll be able to do it faster because they've absolutely clarity on this point. 401 00:19:35.360 --> 00:19:38.440 And this is what starts to really move an organization. 402 00:19:38.440 --> 00:19:46.080 And so the other pro tip is that Jeff Bezos has an amazing one pager that I tweeted about 403 00:19:46.080 --> 00:19:47.480 not that long ago. 404 00:19:47.480 --> 00:19:50.000 And it was almost like the theme of the month for me. 405 00:19:50.000 --> 00:19:55.480 But he basically takes Richard, an excerpt from Richard Dawkins talking about biology 406 00:19:55.480 --> 00:20:00.240 that basically biology fights against this environment to stand out, right? 407 00:20:00.240 --> 00:20:03.680 On a long time horizon, once something dies, it basically merges with this environment. 408 00:20:03.680 --> 00:20:07.360 Like it becomes inseparable on a long time horizon, like you just become dirt, like literally 409 00:20:07.360 --> 00:20:09.480 you become the same thing. 410 00:20:09.480 --> 00:20:13.080 And the thing is is that it takes energy, a tremendous amount of energy to stand out to 411 00:20:13.080 --> 00:20:14.080 be different. 412 00:20:14.080 --> 00:20:18.640 And so things is that the world will try to pull you down, pull you into mediocrity and 413 00:20:18.640 --> 00:20:20.520 the same thing happens within companies. 414 00:20:20.520 --> 00:20:25.160 Like the trend line is regression towards the mean that exists for a reason. 415 00:20:25.160 --> 00:20:30.320 You have to basically be willing to be so potent as a person that a drop of you into an 416 00:20:30.320 --> 00:20:34.520 ocean of clear water turns the entire clear water the same color as you. 417 00:20:34.520 --> 00:20:38.880 And fundamentally, that is what disseminating culture is from a leadership perspective. 418 00:20:38.880 --> 00:20:41.200 Like that is how great organizations are built. 419 00:20:41.200 --> 00:20:43.680 And so you have to hold the fucking line. 420 00:20:43.680 --> 00:20:46.280 And so that means that this always happens. 421 00:20:46.280 --> 00:20:49.320 That means that like every time I'm on a meeting, if we're driving something, the key 422 00:20:49.320 --> 00:20:51.160 word is that we're driving it. 423 00:20:51.160 --> 00:20:54.440 Like I was actually talking to one of my leaders on the company, early to day and last 424 00:20:54.440 --> 00:20:55.440 week about this. 425 00:20:55.440 --> 00:20:57.360 So I was like, I want you to replace the word leader. 426 00:20:57.360 --> 00:20:59.600 And I want you to switch it with a driver in your mind. 427 00:20:59.600 --> 00:21:00.920 I was like, because that's what I need. 428 00:21:00.920 --> 00:21:02.240 I need people who drive. 429 00:21:02.240 --> 00:21:05.440 And it's not like you're a slave driver. 430 00:21:05.440 --> 00:21:07.880 The point is that you're driving things to get done. 431 00:21:07.880 --> 00:21:09.840 It's like, hey, where is that? 432 00:21:09.840 --> 00:21:11.320 How can we do it faster? 433 00:21:11.320 --> 00:21:16.440 What else can I pull off your plate, which I'm already giving you a little bit of pre-framing 434 00:21:16.440 --> 00:21:21.040 for the fifth and maybe the most important part of the star, which is if someone knows 435 00:21:21.040 --> 00:21:22.920 that, they need to do it. 436 00:21:22.920 --> 00:21:24.120 They know what they're supposed to do. 437 00:21:24.120 --> 00:21:25.120 They know how to do it. 438 00:21:25.120 --> 00:21:28.440 They know what is do by what's the last thing that could stop them. 439 00:21:28.440 --> 00:21:31.120 And I'm going to take a motivation out of this and I'll tell you why. 440 00:21:31.120 --> 00:21:37.440 But the last thing that could stop them is circumstances. 441 00:21:37.440 --> 00:21:38.960 Now what does that mean? 442 00:21:38.960 --> 00:21:40.480 It means something else. 443 00:21:40.480 --> 00:21:43.360 So if I actually do all that stuff that you're like, but dude, you asked me to do 10 other 444 00:21:43.360 --> 00:21:44.680 things. 445 00:21:44.680 --> 00:21:47.320 So something else got in the way, an obstacle. 446 00:21:47.320 --> 00:21:48.800 Something is blocking them, right? 447 00:21:48.800 --> 00:21:51.800 If I asked the best chef in the world, hey, can you make me an omelette? 448 00:21:51.800 --> 00:21:52.800 You know how to make an omelette? 449 00:21:52.880 --> 00:21:54.080 I was like, you know, what an omelette is? 450 00:21:54.080 --> 00:21:55.200 You know how to make it? 451 00:21:55.200 --> 00:21:57.600 And I want you to make it for me right now. 452 00:21:57.600 --> 00:21:58.600 That guy might not do it. 453 00:21:58.600 --> 00:21:59.880 I'd be like, why didn't you make me an omelette? 454 00:21:59.880 --> 00:22:04.520 You might be like, I don't have any eggs. 455 00:22:04.520 --> 00:22:06.560 We want me to do I don't have any eggs, right? 456 00:22:06.560 --> 00:22:09.400 And to the same degree in a real business setting, it might be like, I don't have the ram 457 00:22:09.400 --> 00:22:13.640 on my laptop to be able to process this size file and edit this thing on time. 458 00:22:13.640 --> 00:22:16.040 I have to get this other thing or I have to move to this other place and that's going 459 00:22:16.040 --> 00:22:17.040 to take some time. 460 00:22:17.040 --> 00:22:18.040 Right? 461 00:22:18.040 --> 00:22:19.800 Like, there's some things that sometimes block people. 462 00:22:19.800 --> 00:22:22.760 Now the reason this is so important, and this is the one, I'll tell you what. 463 00:22:22.760 --> 00:22:23.760 See you right now. 464 00:22:23.760 --> 00:22:26.840 We go through the other four first because as soon as you mentioned this fifth one, everyone 465 00:22:26.840 --> 00:22:28.360 blames this one because why? 466 00:22:28.360 --> 00:22:30.200 Because then it's not that, right? 467 00:22:30.200 --> 00:22:33.320 And so people's egos are protected when they say, Oh, I've got this other thing. 468 00:22:33.320 --> 00:22:34.320 I got this other work. 469 00:22:34.320 --> 00:22:35.320 I got this. 470 00:22:35.320 --> 00:22:36.320 I don't have eggs. 471 00:22:36.320 --> 00:22:37.320 I don't have a Wi-Fi. 472 00:22:37.320 --> 00:22:38.520 I don't have a blah, blah, blah. 473 00:22:38.520 --> 00:22:43.440 Now this is where this is where the real leadership start comes in because this is where 474 00:22:43.440 --> 00:22:48.720 we say like, well, how hard would it have been for you to go get eggs? 475 00:22:48.720 --> 00:22:50.440 It's been three days. 476 00:22:50.440 --> 00:22:55.640 Like how hard was it to get eggs? 477 00:22:55.640 --> 00:22:57.280 The Wi-Fi was slow. 478 00:22:57.280 --> 00:23:00.960 Was there any way to get faster Wi-Fi? 479 00:23:00.960 --> 00:23:06.120 And so this is where I start to make judgments on someone's agency, their ability to solve 480 00:23:06.120 --> 00:23:08.480 problems on their own. 481 00:23:08.480 --> 00:23:16.440 Because the thing that we always want to tease out long-term is this, why? 482 00:23:16.440 --> 00:23:17.440 Right? 483 00:23:17.440 --> 00:23:18.680 Because that's the big motivation question. 484 00:23:18.680 --> 00:23:20.880 Because you'd assume why didn't someone do it? 485 00:23:20.880 --> 00:23:22.320 Because they weren't motivated. 486 00:23:22.320 --> 00:23:26.280 The thing is, is that I can, me asking someone, Hey, were you not motivated to do this, 487 00:23:26.280 --> 00:23:28.920 no one's going to say, I'm just being real, it's not going to happen. 488 00:23:28.920 --> 00:23:29.920 Right? 489 00:23:29.920 --> 00:23:30.920 And so we asked these other questions. 490 00:23:30.920 --> 00:23:36.640 The first four are what I would consider very standard business practices. 491 00:23:36.640 --> 00:23:41.480 But the here's the thing that's really clever with this is that by asking the first four, 492 00:23:41.480 --> 00:23:46.480 you basically give many opportunities for it to not be attacked on the person. 493 00:23:46.480 --> 00:23:51.560 When you have the circumstances one, it also has realistic options where it might not 494 00:23:51.560 --> 00:23:52.560 be the person's fault. 495 00:23:52.560 --> 00:23:54.600 They might actually have too much stuff on their plate. 496 00:23:54.600 --> 00:23:59.760 But this is where the nuance comes in, where you get to judge, are those circumstances 497 00:23:59.760 --> 00:24:01.920 really the things that blocked you? 498 00:24:01.920 --> 00:24:03.400 Or are you actually not trying? 499 00:24:03.400 --> 00:24:07.720 Now with the, Hey, I just need an omelette by next Monday on my desk. 500 00:24:07.720 --> 00:24:11.880 And the person gets to you next Monday and says, I didn't have any eggs. 501 00:24:11.880 --> 00:24:14.320 What are we talking about here? 502 00:24:14.320 --> 00:24:16.240 I mean, your technique could be correct. 503 00:24:16.240 --> 00:24:18.600 If you have no eggs, you can't make an omelette. 504 00:24:18.600 --> 00:24:23.480 But do you lack the other skills of acquiring eggs? 505 00:24:23.480 --> 00:24:30.160 If you do, then we ask the larger question is, I know I could train you on how to get eggs, 506 00:24:30.160 --> 00:24:31.960 but is it worth the hassle? 507 00:24:31.960 --> 00:24:36.080 I got to train you on how to use computer, but is it worth the time? 508 00:24:36.080 --> 00:24:39.920 And so this is why this is my fundamental belief about training in general, which is that 509 00:24:39.920 --> 00:24:41.440 everything is trainable. 510 00:24:41.440 --> 00:24:44.480 It's just not everything's worth training. 511 00:24:44.480 --> 00:24:47.120 Some things you expect to have someone have batteries included, and that's why there 512 00:24:47.120 --> 00:24:48.360 are requisites for jobs. 513 00:24:48.360 --> 00:24:51.320 That's why when you go to school, you have to take English 101 before you take English 514 00:24:51.320 --> 00:24:53.120 201, right? 515 00:24:53.120 --> 00:24:56.560 Notwithstanding the fact that it's all retarded, but let's just like pretend it's useful. 516 00:24:56.560 --> 00:25:01.000 Well, English is useful, but let's, you get my point, all right? 517 00:25:01.000 --> 00:25:07.120 So the reason this is such a powerful frame is that if someone comes back and says something 518 00:25:07.120 --> 00:25:09.480 like, well, I didn't think that was my job. 519 00:25:09.480 --> 00:25:13.520 Well, then they probably shouldn't do anything else in your company either, right? 520 00:25:13.520 --> 00:25:17.240 Because fundamentally, like, what creates motivation? 521 00:25:17.240 --> 00:25:23.920 So motivation is the opposite of deprivation, but somebody who motivates other people is 522 00:25:23.920 --> 00:25:29.640 able to temporarily increase the value of an outcome, fundamentally as a motivation is. 523 00:25:29.640 --> 00:25:31.600 And if you think about that, that's also a persuasion is. 524 00:25:31.600 --> 00:25:32.600 That's also what sales is. 525 00:25:32.600 --> 00:25:34.800 And so there's a lot of words that fundamentally mean the same thing. 526 00:25:34.800 --> 00:25:37.040 If I motivate you to buy, that's what a salesman does. 527 00:25:37.040 --> 00:25:40.560 If I motivate you to move, I motivate you to change your behavior, I, for a short period 528 00:25:40.560 --> 00:25:44.560 of time, change the relative value of an outcome, which then changes your behavior. 529 00:25:44.560 --> 00:25:47.880 So if I talk to you and talk about your weight and you haven't done anything about losing 530 00:25:47.880 --> 00:25:52.200 weight in a very long time, but in a short period of time, I changed the relative value 531 00:25:52.200 --> 00:25:57.480 to you about what it might be like to lose weight or said differently, the pain associated 532 00:25:57.480 --> 00:25:58.480 with losing weight. 533 00:25:58.480 --> 00:26:01.440 You might have always wanted to lose weight, but didn't realize it could be easier, right? 534 00:26:01.440 --> 00:26:05.560 Or you might realize it's hard, but I realize I help explain even more value. 535 00:26:05.560 --> 00:26:09.520 Like hey, I don't know if you knew this, but you'll live 10 years longer, statistically, 536 00:26:09.520 --> 00:26:13.440 if you lose 50 pounds, then all of a sudden, you say your daughter's about to get married. 537 00:26:13.440 --> 00:26:15.200 Don't you want to see your kids, right? 538 00:26:15.200 --> 00:26:19.840 So my mother, side note, the only reason she lost weight was because the doctor told her 539 00:26:19.840 --> 00:26:22.000 that she wasn't going to see my grandkids. 540 00:26:22.000 --> 00:26:25.520 And that was the thing, try to lose weight or whole life, 30 fucking years, try to lose 541 00:26:25.520 --> 00:26:27.080 weight, couldn't do it. 542 00:26:27.080 --> 00:26:29.320 That was, that was the line, right? 543 00:26:29.320 --> 00:26:32.200 He was able to motivate her because that was the one thing for her. 544 00:26:32.200 --> 00:26:33.600 And so sometimes we have to dig through ourselves. 545 00:26:33.600 --> 00:26:37.800 Okay, what, what other things are we playing with that we can change the relative value 546 00:26:37.800 --> 00:26:40.440 of either decreasing the pain or increasing the carrot, right? 547 00:26:40.440 --> 00:26:44.720 Do you know, decreasing the stick or increasing the carrot associated with getting the stick? 548 00:26:44.720 --> 00:26:45.720 You know what I'm saying? 549 00:26:45.720 --> 00:26:46.800 I'll give you an example. 550 00:26:46.800 --> 00:26:52.000 So sometimes a salesperson will get tired of selling because it's the same conversation 551 00:26:52.000 --> 00:26:54.400 over and over again. 552 00:26:54.400 --> 00:26:58.080 And they will say they'll get bored. 553 00:26:58.080 --> 00:27:02.320 But there's a huge amount of time between the first time you get bored in sales and 554 00:27:02.320 --> 00:27:04.400 when you're exceptional in sales. 555 00:27:04.400 --> 00:27:09.760 And so explaining that in and of itself to a salesperson is that your ability to maintain 556 00:27:09.760 --> 00:27:15.120 focus is itself a skill that needs to be developed in order for you to become world 557 00:27:15.120 --> 00:27:18.040 class, which is what you said you wanted. 558 00:27:18.040 --> 00:27:24.240 And so sometimes just reframing their current struggle as a skill deficiency on their way 559 00:27:24.240 --> 00:27:28.160 to getting what they ultimately want is one of the most motivating things that you can 560 00:27:28.160 --> 00:27:32.560 do to help someone do the thing that they ultimately probably want to do too. 561 00:27:32.560 --> 00:27:34.800 They just haven't been motivated to. 562 00:27:34.800 --> 00:27:36.760 And so we knock out all of the peripheral things. 563 00:27:36.760 --> 00:27:38.760 They didn't know that we wanted. 564 00:27:38.760 --> 00:27:39.760 They didn't know what it was. 565 00:27:39.760 --> 00:27:40.760 They didn't know how to do it. 566 00:27:40.760 --> 00:27:41.760 They didn't know when we want to do by. 567 00:27:41.760 --> 00:27:43.400 They had something in the block but not really. 568 00:27:43.400 --> 00:27:46.280 And so the main one is that we can get to the motivation. 569 00:27:46.280 --> 00:27:50.400 But if some people just fundamentally don't have enough motivation on this thing, sometimes 570 00:27:50.400 --> 00:27:51.480 they just don't need to work for you. 571 00:27:51.480 --> 00:27:52.480 That's okay. 572 00:27:52.480 --> 00:27:55.440 There's tons of other companies that will employ mediocre people. 573 00:27:55.440 --> 00:27:56.800 It just doesn't have to be yours. 574 00:27:56.880 --> 00:28:01.560 If I can give you a fun one because some of you guys have employed people that you know 575 00:28:01.560 --> 00:28:02.560 shouldn't be working for you. 576 00:28:02.560 --> 00:28:03.560 It's your sister. 577 00:28:03.560 --> 00:28:04.560 It's your sister's husband. 578 00:28:04.560 --> 00:28:06.040 It's your cousin. 579 00:28:06.040 --> 00:28:10.160 And you think yourself, man, if I let them go, no one's going to hire them. 580 00:28:10.160 --> 00:28:13.880 It's like, yeah, no one would hire them. 581 00:28:13.880 --> 00:28:17.480 And somehow you think it's a good idea that you continue to employ them. 582 00:28:17.480 --> 00:28:23.040 That feels max silly, silly, silly game, silly to your S to your S to your silly. 583 00:28:23.040 --> 00:28:26.440 Now leave you a little bonus reframe on this. 584 00:28:26.440 --> 00:28:30.000 If you have, if you're trying to look at your businesses as a business owner, right, 585 00:28:30.000 --> 00:28:35.760 from a strategic perspective, there's a lot of things that you could do, right? 586 00:28:35.760 --> 00:28:40.160 But we have to ask ourselves, what are the things that are the most important for us to 587 00:28:40.160 --> 00:28:43.400 do by when would it be the most meaningful? 588 00:28:43.400 --> 00:28:45.880 Now here's where it gets really interesting. 589 00:28:45.880 --> 00:28:48.560 You more often than not are going to have how issues. 590 00:28:48.560 --> 00:28:50.920 You're not going to know how to do it. 591 00:28:50.920 --> 00:28:57.360 And reframing the things that you know you need to do as questions that you don't know 592 00:28:57.360 --> 00:29:05.520 the answer to is so much more valuable than there's no one who can sell like me. 593 00:29:05.520 --> 00:29:08.560 I don't know how to get someone to sell like me. 594 00:29:08.560 --> 00:29:09.720 No one can mark a like I can. 595 00:29:09.720 --> 00:29:13.040 I don't know how to find someone who can mark a like I can. 596 00:29:13.040 --> 00:29:14.360 That's solvable. 597 00:29:14.360 --> 00:29:17.600 No one can is a statement that you can do anything with. 598 00:29:17.600 --> 00:29:21.920 And so what I would really, really push back on is my kind of like leaving thought that 599 00:29:21.920 --> 00:29:25.680 might be the most powerful thing of this video, being incredibly wary about the statements 600 00:29:25.680 --> 00:29:32.920 that you make that you believe are facts because those statements exist as truth only in 601 00:29:32.920 --> 00:29:34.560 your mind. 602 00:29:34.560 --> 00:29:38.720 And so basically your reality will be influenced by the laws that you choose to create and 603 00:29:38.720 --> 00:29:39.720 live by. 604 00:29:39.720 --> 00:29:44.120 And so if you want to bend your own reality, you have to be able to change the laws that 605 00:29:44.120 --> 00:29:45.640 exist. 606 00:29:45.640 --> 00:29:50.600 And so in the matrix, it's like every system is built on rules, right? 607 00:29:50.600 --> 00:29:54.040 Some, some rules you can bend, others you can break. 608 00:29:54.040 --> 00:29:58.640 And the thing is, is that wouldn't you want to build a business in a world that had 609 00:29:58.640 --> 00:30:00.680 the fewest rules possible? 610 00:30:00.680 --> 00:30:04.120 And then what's interesting to me is that the amount of conversations that I have with 611 00:30:04.120 --> 00:30:08.600 business owners who tell me rules that limit their business like, oh, we can't charge 612 00:30:08.600 --> 00:30:11.440 more than that because no one else does. 613 00:30:11.440 --> 00:30:13.240 That sounds like a terrible reason. 614 00:30:13.240 --> 00:30:15.760 We can't pay people that much. 615 00:30:15.760 --> 00:30:16.760 Why? 616 00:30:16.760 --> 00:30:20.680 Because it's not industry standard. 617 00:30:20.680 --> 00:30:21.680 Okay. 618 00:30:21.680 --> 00:30:25.360 Well, everybody in your industry makes no money, so why would we do what they're doing? 619 00:30:25.360 --> 00:30:30.000 Like the biggest gift that I can give you is that the vast majority of business owners 620 00:30:30.000 --> 00:30:32.400 are broke, the vast majority. 621 00:30:32.400 --> 00:30:34.640 The average business owner makes like 50,000 dollars a year, right? 622 00:30:34.640 --> 00:30:36.880 I'm not saying this broke, it would be clear. 623 00:30:36.880 --> 00:30:40.200 But for many people, the aspirations of being a business owner come with significantly 624 00:30:40.200 --> 00:30:42.440 higher goals than that reality. 625 00:30:42.440 --> 00:30:46.200 And if that's true, then the vast majority of business owners are wildly underperforming 626 00:30:46.200 --> 00:30:48.120 their aspirations. 627 00:30:48.120 --> 00:30:52.720 And a big part of that is because they model people like them. 628 00:30:52.720 --> 00:30:55.920 Most business owners look around, they see what everyone else is doing and say, oh, I'll 629 00:30:55.920 --> 00:30:56.920 do that. 630 00:30:56.920 --> 00:30:59.080 And I'll do it a little bit better for a little bit less. 631 00:30:59.080 --> 00:31:02.360 But then every other person does that too until eventually you can't do any more for 632 00:31:02.360 --> 00:31:03.720 any less. 633 00:31:03.720 --> 00:31:08.600 And so many of these businesses function as essentially nonprofit organizations where the 634 00:31:08.600 --> 00:31:14.080 person's barely above water, selling a largely commoditized service at a commoditized price 635 00:31:14.080 --> 00:31:17.920 with no differentiation in the marketplace whatsoever. 636 00:31:17.920 --> 00:31:20.280 That's a game where if you choose to play like everyone else, you will lose. 637 00:31:20.280 --> 00:31:25.040 And so I would encourage you to, if everyone's doing something, it's a great reason not 638 00:31:25.040 --> 00:31:26.040 to do it. 639 00:31:26.040 --> 00:31:29.600 If anything, that, like that alone would be, that would be a reason not to do it. 640 00:31:29.600 --> 00:31:30.600 At least it's different, right? 641 00:31:30.600 --> 00:31:33.280 At least you have an angle, you have something that's different. 642 00:31:33.280 --> 00:31:36.000 Well, if everyone else is paying this, maybe if I pay more, I'll be able to suck up 643 00:31:36.000 --> 00:31:37.520 the top, the top 10%. 644 00:31:37.520 --> 00:31:38.520 Right? 645 00:31:38.520 --> 00:31:42.400 One of the things that people will talk about Henry Ford is Henry Ford paid people better 646 00:31:42.400 --> 00:31:47.400 than his competitors, so that he could scoop up the entirety of the talent at his plants. 647 00:31:47.400 --> 00:31:51.560 He's the one who invented like the manufacturing line, like, yeah, he did. 648 00:31:51.560 --> 00:31:56.600 He also paid people better than anyone else so that you could get the top talent. 649 00:31:56.600 --> 00:31:58.720 People thought of him as the guy who was just automating humans out. 650 00:31:58.720 --> 00:32:02.160 It's like, no, he just ended up paying the best people to work for him. 651 00:32:02.160 --> 00:32:03.480 But he did something that people weren't. 652 00:32:03.480 --> 00:32:05.520 He did something that other people didn't. 653 00:32:05.520 --> 00:32:08.880 And so I would walk through this star system so that you can also think about your own 654 00:32:08.880 --> 00:32:10.600 business in that same frame. 655 00:32:10.600 --> 00:32:12.920 Why aren't you doing what you know you need to be doing? 656 00:32:12.920 --> 00:32:13.920 Do you not know that? 657 00:32:13.920 --> 00:32:14.920 It needs to be done. 658 00:32:14.920 --> 00:32:15.920 Do you not know what it is? 659 00:32:15.920 --> 00:32:16.920 Do you don't know how to do it? 660 00:32:16.920 --> 00:32:19.760 You don't know when it would be meaningful that it's do it being done by, or do you have 661 00:32:19.760 --> 00:32:22.000 something that is blocking you? 662 00:32:22.000 --> 00:32:23.280 And do you have something that's blocking you? 663 00:32:23.280 --> 00:32:24.640 Is it more important than that thing? 664 00:32:24.640 --> 00:32:28.600 And if the answer's no, then stop doing it and do the thing and stuff. 665 00:32:28.600 --> 00:32:31.920 And if you were struggling to be motivated, maybe you need to look at yourself in the mirror, 666 00:32:31.920 --> 00:32:34.200 and I don't know what you'd say to yourself in the mirror, but like you could look at yourself 667 00:32:34.200 --> 00:32:36.640 and then eventually you actually just do it because the look at yourself in the mirror 668 00:32:36.640 --> 00:32:38.360 is not going to change anything anyways. 669 00:32:38.360 --> 00:32:40.120 But you know, maybe you look good. 670 00:32:40.120 --> 00:32:41.120 Maybe that'll get you motivated. 671 00:32:41.120 --> 00:32:42.120 All right. 672 00:32:42.120 --> 00:32:43.120 Love you all. 673 00:32:43.120 --> 00:32:44.120 Rock and roll. 674 00:32:44.120 --> 00:32:46.520 And use the star system next time with a hard conversation. 675 00:32:46.520 --> 00:32:48.520 Hey, real quick. 676 00:32:48.520 --> 00:32:49.520 Did you not know that? 677 00:32:49.520 --> 00:32:50.520 I wanted to do it. 678 00:32:50.520 --> 00:32:51.520 Did you not know what I wanted to do? 679 00:32:51.520 --> 00:32:52.520 Did you not know how to do it? 680 00:32:52.520 --> 00:32:53.520 Did you not know that? 681 00:32:53.520 --> 00:32:54.520 I wanted to do it by Tuesday. 682 00:32:54.520 --> 00:32:55.520 Or was there something blocking you? 683 00:32:55.520 --> 00:32:57.000 There was something blocking you. 684 00:32:57.000 --> 00:32:59.280 Is it reasonable that it blocked you for that long? 685 00:32:59.280 --> 00:33:00.280 No. 686 00:33:00.280 --> 00:33:01.280 Okay. 687 00:33:01.280 --> 00:33:02.280 What's the issue? 688 00:33:02.280 --> 00:33:03.280 Or you know what? 689 00:33:03.280 --> 00:33:05.080 Do that first and then do this after.