WEBVTT 1 00:00:00.000 --> 00:00:02.380 Entrepreneurship fucking sucks a lot of the time. 2 00:00:02.380 --> 00:00:04.080 Most of the day-to-day of entrepreneurship 3 00:00:04.080 --> 00:00:06.640 is just getting kicked in the nuts every single day 4 00:00:06.640 --> 00:00:09.760 for years on end with an occasional glimmer of hope 5 00:00:09.760 --> 00:00:11.480 followed by a swift kick in the nuts 6 00:00:11.480 --> 00:00:13.360 and the price that we are willing to pay 7 00:00:13.360 --> 00:00:14.440 for the thing that we want. 8 00:00:14.440 --> 00:00:15.920 And that's the thing, it's like we have the choice, 9 00:00:15.920 --> 00:00:17.120 it's voluntary. 10 00:00:17.120 --> 00:00:18.520 We chose to become entrepreneurs, 11 00:00:18.520 --> 00:00:19.880 we chose to start businesses 12 00:00:19.880 --> 00:00:22.080 and with that choice comes consequences. 13 00:00:22.880 --> 00:00:28.880 Welcome to the game where we talk about how to get more customers, 14 00:00:28.880 --> 00:00:30.000 how to make more customers, 15 00:00:30.000 --> 00:00:30.880 how to keep them longer, 16 00:00:30.880 --> 00:00:32.680 and the many failures and lessons we have learned 17 00:00:32.680 --> 00:00:33.680 along the way. 18 00:00:33.680 --> 00:00:35.280 I hope you enjoy and subscribe. 19 00:00:35.280 --> 00:00:39.040 All right, Kevin, the man in the middle of the legend, 20 00:00:39.040 --> 00:00:40.240 black tank, looks nice. 21 00:00:40.240 --> 00:00:41.080 What's up? 22 00:00:41.080 --> 00:00:43.080 I don't think it's bad, that's a copy of Reader. 23 00:00:43.080 --> 00:00:45.360 I don't get jammed in this though. 24 00:00:45.360 --> 00:00:46.440 I've got good lighting. 25 00:00:46.440 --> 00:00:47.920 You're good. 26 00:00:47.920 --> 00:00:49.520 All right, so my question is basically 27 00:00:49.520 --> 00:00:51.960 I've been a online fitness coach for last three years now. 28 00:00:52.480 --> 00:00:54.720 And like you've got some from like the first 10 29 00:00:54.720 --> 00:00:56.240 game month or three years ago, 30 00:00:56.240 --> 00:00:57.560 then like 25 game months. 31 00:00:57.560 --> 00:00:58.760 Congrats, it's going. 32 00:00:58.760 --> 00:01:01.240 I kind of felt like I got more years more successful 33 00:01:01.240 --> 00:01:04.880 to go out, even though I do have a big challenge. 34 00:01:04.880 --> 00:01:05.720 Well, for one million years. 35 00:01:05.720 --> 00:01:07.120 You should've got lonelyer? 36 00:01:07.120 --> 00:01:08.800 You should've got lonelyer? 37 00:01:08.800 --> 00:01:09.800 Yeah, okay. 38 00:01:09.800 --> 00:01:12.160 It comes with Facebook, YouTube, TikTok, 39 00:01:12.160 --> 00:01:13.440 Instagram itself. 40 00:01:13.440 --> 00:01:16.920 Like it just, maybe you went through something like that 41 00:01:16.920 --> 00:01:18.920 or maybe you have it to that set. 42 00:01:19.040 --> 00:01:21.640 I don't know, maybe how you got more of a self-loathing 43 00:01:21.640 --> 00:01:24.840 because I'm showing that's kind of holding me back. 44 00:01:24.840 --> 00:01:26.320 I want to make sure that I want to clearly understand 45 00:01:26.320 --> 00:01:27.160 your question. 46 00:01:27.160 --> 00:01:29.200 So you're saying that being lonely 47 00:01:29.200 --> 00:01:31.040 is the thing that is holding you back? 48 00:01:31.040 --> 00:01:34.280 Well, it was more like, I suppose my lifestyle changes. 49 00:01:34.280 --> 00:01:36.440 Oh, obviously you're going to lose from the long way. 50 00:01:36.440 --> 00:01:38.600 The conversation's long, different, that's, 51 00:01:38.600 --> 00:01:41.920 I'm just like, especially from going in person 52 00:01:41.920 --> 00:01:44.520 being a full-time, in-person life. 53 00:01:44.520 --> 00:01:46.720 So with that, just like, 54 00:01:47.000 --> 00:01:49.160 we're going into the long, different aspects. 55 00:01:50.120 --> 00:01:50.960 Yeah. 56 00:01:50.960 --> 00:01:52.320 You just have to join a community, man. 57 00:01:52.320 --> 00:01:53.160 Just straight up. 58 00:01:53.160 --> 00:01:54.000 You just need to get around people 59 00:01:54.000 --> 00:01:55.440 who are doing the same thing as you. 60 00:01:55.440 --> 00:01:58.240 And so that might mean physically moving to a different area 61 00:01:58.240 --> 00:01:59.960 because right now I'm assuming online-pays are bills. 62 00:01:59.960 --> 00:02:01.280 So if online-pays are bills 63 00:02:01.280 --> 00:02:03.040 then you can literally be anywhere in the world. 64 00:02:03.040 --> 00:02:05.080 And so where are you live right now? 65 00:02:05.080 --> 00:02:06.840 And so I'm going to apply and script to Cologne 66 00:02:06.840 --> 00:02:08.600 that's more like a finished town again. 67 00:02:08.600 --> 00:02:09.440 Okay. 68 00:02:09.440 --> 00:02:10.280 Wait, two years time? 69 00:02:10.280 --> 00:02:11.120 Yeah. 70 00:02:11.120 --> 00:02:12.840 I'm seeing your result because I know more finishing. 71 00:02:12.840 --> 00:02:13.680 Yeah. 72 00:02:13.680 --> 00:02:14.760 I guess we have a job there. 73 00:02:14.760 --> 00:02:17.160 So if you're like, God be, make help too. 74 00:02:17.160 --> 00:02:18.000 I would do that. 75 00:02:18.000 --> 00:02:20.400 And I would also join a bunch of online communities, 76 00:02:20.400 --> 00:02:22.640 of people who are like trying to make money 77 00:02:22.640 --> 00:02:24.760 in the fitness space because you'll find a ton of other people 78 00:02:24.760 --> 00:02:27.280 who are doing the same thing as you that are on the path 79 00:02:27.280 --> 00:02:28.800 that are ahead of you, that are the same as you, 80 00:02:28.800 --> 00:02:29.880 that are behind you and you, 81 00:02:29.880 --> 00:02:31.960 you can get a little bit of some fulfillment 82 00:02:31.960 --> 00:02:33.680 from helping out some of the people behind you 83 00:02:33.680 --> 00:02:36.000 but you can also get help from the people ahead of you 84 00:02:36.000 --> 00:02:37.400 because you show that you'll execute 85 00:02:37.400 --> 00:02:39.560 and you'll do what they say and you'll grow. 86 00:02:39.560 --> 00:02:42.760 But the nice news is that this problem's super solved. 87 00:02:42.760 --> 00:02:43.880 Like you just got to get around people 88 00:02:43.880 --> 00:02:46.440 and you got to be willing to be rejected. 89 00:02:46.440 --> 00:02:47.640 I mean, it's just like fitness sales. 90 00:02:47.640 --> 00:02:48.640 It's just like friend sales. 91 00:02:48.640 --> 00:02:49.840 That's the same thing. 92 00:02:49.840 --> 00:02:51.880 You just go out, you go, you go on a bunch of dates, 93 00:02:51.880 --> 00:02:53.120 they're just friend dates, you know, 94 00:02:53.120 --> 00:02:54.280 go hang out, go get it lift in. 95 00:02:54.280 --> 00:02:55.120 I mean, it's fitness. 96 00:02:55.120 --> 00:02:57.240 So like just go ask a bunch of people to get a lift in 97 00:02:57.240 --> 00:02:58.880 and you'll see who's cool and you'll see who isn't, 98 00:02:58.880 --> 00:03:00.240 worst case scenario, you're gonna work out. 99 00:03:00.240 --> 00:03:01.520 Yeah, you're just kind of like this, 100 00:03:01.520 --> 00:03:02.760 that I got a little of them. 101 00:03:02.760 --> 00:03:04.960 Of course, you're, of course. 102 00:03:04.960 --> 00:03:08.120 Like as long as you keep growing, 103 00:03:08.120 --> 00:03:10.240 this is not gonna stop. 104 00:03:10.240 --> 00:03:11.280 You're gonna find new friends 105 00:03:11.280 --> 00:03:13.280 and if you keep growing, you'll pass them. 106 00:03:13.280 --> 00:03:14.920 And then you'll find new friends that are above them 107 00:03:14.920 --> 00:03:17.520 and you'll pass them and you'll just keep going. 108 00:03:17.520 --> 00:03:18.880 And so it just depends on how, 109 00:03:18.880 --> 00:03:22.360 like what you see the role of friends as in your life. 110 00:03:22.360 --> 00:03:23.560 And so, you know, for me, 111 00:03:23.560 --> 00:03:25.640 I just want, my requirement for friends 112 00:03:25.640 --> 00:03:27.040 is necessarily that they make the same 113 00:03:27.040 --> 00:03:28.600 or more money than me at all. 114 00:03:28.600 --> 00:03:29.880 Is do they make me better? 115 00:03:29.880 --> 00:03:31.360 Do they make me better? 116 00:03:31.360 --> 00:03:33.440 Do they have my best intentions in art? 117 00:03:33.440 --> 00:03:36.960 Just already two incredibly difficult things to pass. 118 00:03:36.960 --> 00:03:38.640 But if someone passes both those things, 119 00:03:38.640 --> 00:03:39.760 then they are a friend. 120 00:03:39.760 --> 00:03:41.440 And so I would just use that as a limit test. 121 00:03:41.440 --> 00:03:43.280 Like, is this person making me better 122 00:03:43.280 --> 00:03:46.600 and do they have my best, you know, incentive at heart? 123 00:03:46.600 --> 00:03:47.440 Yeah. 124 00:03:47.440 --> 00:03:49.120 And now I was making friends and I guess now, 125 00:03:49.120 --> 00:03:50.680 because obviously you're a higher level 126 00:03:50.680 --> 00:03:52.880 and yeah, these are definitely social status 127 00:03:52.880 --> 00:03:53.880 and all that. 128 00:03:53.880 --> 00:03:55.360 I mean, first of all, it's quite a good one. 129 00:03:55.360 --> 00:03:57.320 So, do you kind of have the same status now? 130 00:03:57.320 --> 00:03:59.640 I kind of, what is this kind of? 131 00:03:59.640 --> 00:04:01.400 Dude, it's harder for me than it is for you. 132 00:04:02.400 --> 00:04:04.160 Right? 133 00:04:04.160 --> 00:04:05.040 No, for real, it is. 134 00:04:05.040 --> 00:04:08.840 But the thing is is that most of the my closest friends 135 00:04:08.840 --> 00:04:09.800 don't live here. 136 00:04:09.800 --> 00:04:12.080 Like, don't live in the same physical area that I do. 137 00:04:12.080 --> 00:04:14.800 Most of the closest friends that I have live all over. 138 00:04:14.800 --> 00:04:18.400 And so I see most of my friends once or twice a year. 139 00:04:18.400 --> 00:04:19.240 And that's it. 140 00:04:19.240 --> 00:04:20.080 And I work in the meantime. 141 00:04:20.080 --> 00:04:22.160 The thing is, is that like, the higher up you go here, 142 00:04:22.160 --> 00:04:24.520 like, and I'll just tell you something like from my level, 143 00:04:24.520 --> 00:04:25.760 whatever you want to call that, 144 00:04:25.760 --> 00:04:28.160 all the friends I have, everyone complete, 145 00:04:28.160 --> 00:04:30.640 like there is zero social obligations for anything. 146 00:04:30.640 --> 00:04:31.680 Like none. 147 00:04:31.680 --> 00:04:33.640 And if I don't respond to a text for three days, 148 00:04:33.640 --> 00:04:35.440 there is zero drama that's not even acknowledged. 149 00:04:35.440 --> 00:04:38.160 It's just we know that busy people understand 150 00:04:38.200 --> 00:04:40.280 that busy people are doing shit. 151 00:04:40.280 --> 00:04:41.840 And so if everyone you have, 152 00:04:41.840 --> 00:04:43.800 everyone who's in your world understands 153 00:04:43.800 --> 00:04:45.520 that you're trying to take this hill, 154 00:04:45.520 --> 00:04:47.320 then if they're truly your friend, 155 00:04:47.320 --> 00:04:49.560 then they want you to take the hill more than they want you 156 00:04:49.560 --> 00:04:51.080 to respond to their text or come out with them 157 00:04:51.080 --> 00:04:52.120 for the weekend. 158 00:04:52.120 --> 00:04:53.760 Like, I just got invited to a seven day thing 159 00:04:53.760 --> 00:04:55.640 that, with a couple of friends that, 160 00:04:55.640 --> 00:04:57.920 Layla and I both really, really adore. 161 00:04:57.920 --> 00:04:59.320 But we'll probably not be able to do it 162 00:04:59.320 --> 00:05:01.240 because we have so much stuff that we were doing 163 00:05:01.240 --> 00:05:02.480 at that same time. 164 00:05:02.480 --> 00:05:04.280 And I really want to go. 165 00:05:04.280 --> 00:05:06.120 But I also really want to do this other stuff. 166 00:05:06.120 --> 00:05:09.320 And I know that I will feel worse about myself 167 00:05:09.320 --> 00:05:11.520 if I don't have this other stuff done. 168 00:05:11.520 --> 00:05:14.560 And so we're going to say that I can't go. 169 00:05:14.560 --> 00:05:15.320 And that's going to be it 170 00:05:15.320 --> 00:05:18.040 and they're not going to hold it against me. 171 00:05:18.040 --> 00:05:20.640 And so until you find friends who are 100% aligned 172 00:05:20.640 --> 00:05:21.880 with you achieving your goals, 173 00:05:21.880 --> 00:05:24.400 who are making you better and want you to hit your goals, 174 00:05:24.400 --> 00:05:25.960 then you just keep looking. 175 00:05:25.960 --> 00:05:27.800 But the thing is like, everybody goes through 176 00:05:27.800 --> 00:05:28.800 the period that you're at. 177 00:05:28.800 --> 00:05:30.320 I think I made a row to tweet about this. 178 00:05:30.320 --> 00:05:32.360 But like, there is this lonely period 179 00:05:32.360 --> 00:05:35.240 that always happens when you start growing. 180 00:05:35.240 --> 00:05:37.440 Because it happens is that you're too big 181 00:05:37.440 --> 00:05:38.640 for the old friend group. 182 00:05:38.640 --> 00:05:40.080 But you're not quite big enough 183 00:05:40.080 --> 00:05:42.000 for the group that you want to get into, right? 184 00:05:42.000 --> 00:05:43.600 So you kind of have this path in the middle 185 00:05:43.600 --> 00:05:45.680 where you just kind of like keep trudging along. 186 00:05:45.680 --> 00:05:47.800 But like every single person who's accomplished 187 00:05:47.800 --> 00:05:50.760 anything material has been in your exact same shoes. 188 00:05:50.760 --> 00:05:51.840 And you just keep going. 189 00:05:51.840 --> 00:05:54.040 And you keep going, you keep networking, you enter it, 190 00:05:54.040 --> 00:05:55.480 you go into the communities, 191 00:05:55.480 --> 00:05:57.520 you see the people who are adding value to those communities 192 00:05:57.520 --> 00:05:59.480 and you message them, you find the givers. 193 00:05:59.480 --> 00:06:01.840 Because givers recognize givers almost immediately. 194 00:06:01.840 --> 00:06:03.840 You can see the people who are always giving more 195 00:06:03.840 --> 00:06:05.200 above and beyond and you can understand 196 00:06:05.200 --> 00:06:06.480 they get the game. 197 00:06:06.480 --> 00:06:07.600 And so like in that first meeting, 198 00:06:07.600 --> 00:06:09.560 if they're like, let me see if I can do this for you, 199 00:06:09.560 --> 00:06:11.240 let me take care of this for you, 200 00:06:11.240 --> 00:06:12.800 let me help you in this way. 201 00:06:12.800 --> 00:06:15.720 Rather than like, hey, could you help me with this? 202 00:06:15.720 --> 00:06:17.440 Like wrong person. 203 00:06:17.440 --> 00:06:19.240 But if you just start by giving to a whole bunch of people 204 00:06:19.240 --> 00:06:22.240 who are where you want to be, you'll get more back. 205 00:06:22.240 --> 00:06:24.360 Even if nine out of 10 don't give you anything back. 206 00:06:24.360 --> 00:06:25.680 Give out was very helpful over there. 207 00:06:25.680 --> 00:06:27.640 Especially, I mean, with a community side, 208 00:06:27.640 --> 00:06:29.240 moving definitely helps. 209 00:06:29.240 --> 00:06:30.360 It's giving to those groups 210 00:06:30.360 --> 00:06:32.720 and those like kind of people, especially like that. 211 00:06:32.720 --> 00:06:35.480 Yeah, dude, if you give out a lot publicly, 212 00:06:35.480 --> 00:06:36.920 the people who message you privately 213 00:06:36.920 --> 00:06:39.280 will be people who recognize what you are providing. 214 00:06:39.280 --> 00:06:40.920 And so like be loud. 215 00:06:40.920 --> 00:06:43.000 Provide shit loads of value, people will message you. 216 00:06:43.000 --> 00:06:44.400 And then be like, hey, let's hop on a Zoom, 217 00:06:44.400 --> 00:06:46.080 let's grab a Zoom lunch, whatever. 218 00:06:46.080 --> 00:06:48.120 And so like you can have a ton of friend dates 219 00:06:48.120 --> 00:06:50.040 or whatever that you meet people and see if they have game. 220 00:06:50.040 --> 00:06:52.120 And if they have game, then you keep in touch. 221 00:06:52.120 --> 00:06:53.760 Because you're making them better too. 222 00:06:53.760 --> 00:06:55.160 Yeah, you also said that pretty much 223 00:06:55.160 --> 00:06:56.600 all your friends count around the world 224 00:06:56.600 --> 00:06:58.000 and also a little different, so. 225 00:06:58.000 --> 00:06:59.600 Yeah, I kind of feel like you almost lose 226 00:06:59.600 --> 00:07:01.040 a little bit of that personal touch then. 227 00:07:01.040 --> 00:07:02.960 Of course, it's just a trade. 228 00:07:02.960 --> 00:07:03.800 It's a trade. 229 00:07:03.800 --> 00:07:06.000 So like if you're willing to make the trade, 230 00:07:06.000 --> 00:07:08.680 then I mean, like I'll put it this way. 231 00:07:08.680 --> 00:07:11.920 If that were the price that you had to pay 232 00:07:11.920 --> 00:07:16.160 to live the life that you want to live, would you pay it? 233 00:07:16.160 --> 00:07:18.440 That you just have friends that you meet up with once a month, 234 00:07:18.440 --> 00:07:19.640 then that's just the price tag. 235 00:07:19.640 --> 00:07:21.520 And those are the Nike's, you can pay the 500 or not, 236 00:07:21.520 --> 00:07:22.880 but that's the price tag. 237 00:07:22.880 --> 00:07:24.200 I appreciate everything. 238 00:07:24.200 --> 00:07:25.200 You bet, brother. 239 00:07:25.200 --> 00:07:26.920 I'm going to kill the content game. 240 00:07:27.160 --> 00:07:28.160 Haha. 241 00:07:31.160 --> 00:07:33.680 Most nation real quick, if you are a business owner 242 00:07:33.680 --> 00:07:35.880 that has a big old business and wants to get 243 00:07:35.880 --> 00:07:39.120 to a much bigger business, going to $50 million plus, 244 00:07:39.120 --> 00:07:40.760 we would love to talk to you. 245 00:07:40.760 --> 00:07:42.960 And if you like that, we'd like to hear more about it. 246 00:07:42.960 --> 00:07:45.640 Go to acquisition.com and you can plan anywhere on the page 247 00:07:45.640 --> 00:07:48.600 and talk to one of our team and see if we can help you get there. 248 00:07:51.240 --> 00:07:52.640 What's up, Flesy? 249 00:07:52.640 --> 00:07:53.560 What's up, violence? 250 00:07:53.560 --> 00:07:56.160 Hey, thank you so much for having me on here. 251 00:07:56.200 --> 00:07:57.840 I'll get right into my question. 252 00:07:57.840 --> 00:08:02.680 So after doing full-time entrepreneurship for three years, 253 00:08:02.680 --> 00:08:06.200 and you know, raising a family, I got four small children 254 00:08:06.200 --> 00:08:08.400 all under the age of five. 255 00:08:08.400 --> 00:08:10.400 I found myself in a very hard position 256 00:08:10.400 --> 00:08:12.120 where I had to go back to a nine to five. 257 00:08:12.120 --> 00:08:13.480 I'm at my nine to five right now. 258 00:08:13.480 --> 00:08:14.400 I'll tell anybody. 259 00:08:16.560 --> 00:08:21.160 So now, Mike, I'm like in a place that like, 260 00:08:21.160 --> 00:08:23.480 I would say entrepreneurship is like you said, 261 00:08:23.480 --> 00:08:26.320 it's hard and I know what hard feels like. 262 00:08:26.320 --> 00:08:27.920 But after discussing it with my wife, 263 00:08:27.920 --> 00:08:31.720 like I felt like this was like the right decision. 264 00:08:31.720 --> 00:08:33.640 After getting myself into business debt 265 00:08:33.640 --> 00:08:35.360 and other things like that. 266 00:08:35.360 --> 00:08:39.360 And yeah, I've never have a paycheck to live on, you know? 267 00:08:39.360 --> 00:08:42.640 So how do I get back into entrepreneurship? 268 00:08:42.640 --> 00:08:44.560 Like now I'm just running my stuff on the side. 269 00:08:44.560 --> 00:08:48.760 So for example, right when I was laid off three years ago, 270 00:08:48.760 --> 00:08:51.720 I was doing taxes and I was doing a bookkeeping. 271 00:08:51.880 --> 00:08:54.600 I worked my way up, starting to offer accounting services. 272 00:08:54.600 --> 00:08:58.040 And then I leveled up and I started looking 273 00:08:58.040 --> 00:08:59.120 going out to higher leverage. 274 00:08:59.120 --> 00:09:01.360 Like now I started doing CFO services. 275 00:09:01.360 --> 00:09:05.000 And I went through that valley of despair thing 276 00:09:05.000 --> 00:09:07.720 and that's probably why I'm not right now. 277 00:09:07.720 --> 00:09:08.600 Okay. 278 00:09:08.600 --> 00:09:10.080 Just being completely honest. 279 00:09:10.080 --> 00:09:14.560 And did you find man, you're good. 280 00:09:14.560 --> 00:09:15.880 Now I said you're good, man. 281 00:09:15.880 --> 00:09:17.720 I appreciate you being candid and upfront about it. 282 00:09:17.720 --> 00:09:19.120 Because otherwise this wouldn't be very valuable 283 00:09:19.120 --> 00:09:20.880 because you tell me a bunch of fake information. 284 00:09:20.880 --> 00:09:22.520 And I'll give you a response to fake information 285 00:09:22.520 --> 00:09:23.720 that wouldn't matter for either of us. 286 00:09:23.720 --> 00:09:25.480 So thank you for being honest. 287 00:09:25.480 --> 00:09:26.840 That being said, you're not honestly, 288 00:09:26.840 --> 00:09:29.640 you're in a pretty good spot and I'll tell you why. 289 00:09:29.640 --> 00:09:33.400 So you have a valuable skill set that will always be in demand 290 00:09:33.400 --> 00:09:35.600 because a lot of people don't want to do money stuff. 291 00:09:35.600 --> 00:09:37.280 So people don't do budgets, people don't do bookkeeping, 292 00:09:37.280 --> 00:09:39.320 people don't do CFO work, people don't do financials, 293 00:09:39.320 --> 00:09:42.320 projections, forecasts, no one wants to do any of that stuff. 294 00:09:42.320 --> 00:09:44.480 And you do and you're good at it. 295 00:09:44.480 --> 00:09:46.360 So presumably you're good at it because you keep doing it, right? 296 00:09:46.360 --> 00:09:47.440 I'll leave it at that. 297 00:09:47.440 --> 00:09:49.840 I'm going to assume that for the sake of our call, right? 298 00:09:49.840 --> 00:09:53.040 So one, I think it was wise that you got a job 299 00:09:53.040 --> 00:09:54.400 because you have wife, you have four kids. 300 00:09:54.400 --> 00:09:56.320 I think that was a smart noggin move. 301 00:09:56.320 --> 00:09:58.560 Okay, now that being said, 302 00:09:58.560 --> 00:09:59.760 there is going to be a conversation 303 00:09:59.760 --> 00:10:01.160 that you probably have to have with your wife 304 00:10:01.160 --> 00:10:03.360 because your nights and weekends 305 00:10:03.360 --> 00:10:05.680 either are going to have to go to family 306 00:10:05.680 --> 00:10:07.920 or they're going to have to go to the new thing. 307 00:10:07.920 --> 00:10:10.800 And so I think that you need to have a candid conversation 308 00:10:10.800 --> 00:10:13.840 with her and say, listen, my problem, 309 00:10:13.840 --> 00:10:15.360 and I'm putting words in your mouth here. 310 00:10:15.360 --> 00:10:17.280 So this is if I were in your shoes. 311 00:10:17.280 --> 00:10:21.840 I'd say, as a man, my primary drive is to provide. 312 00:10:22.720 --> 00:10:24.760 And right now I feel like I'm failing you. 313 00:10:25.840 --> 00:10:29.480 And I want to lead our children by example 314 00:10:29.480 --> 00:10:32.280 so that when they are 20 or 30 315 00:10:32.280 --> 00:10:34.800 and they're thinking about making that jump, 316 00:10:34.800 --> 00:10:37.680 I can speak to it because I wasn't afraid 317 00:10:37.680 --> 00:10:39.240 to take the risk again. 318 00:10:39.240 --> 00:10:42.280 Because in gymnastics, as soon as you fall off the pummel horse, 319 00:10:42.280 --> 00:10:44.800 even if you twist or break your ankle, you know what they do, 320 00:10:44.800 --> 00:10:46.840 they try and get you right back on the horse again. 321 00:10:46.880 --> 00:10:48.200 And they do that because if you don't 322 00:10:48.200 --> 00:10:49.200 and you take enough time off, 323 00:10:49.200 --> 00:10:50.480 you start developing these fears 324 00:10:50.480 --> 00:10:52.440 around getting back on you, never get on again. 325 00:10:52.440 --> 00:10:53.840 And so they want you to get back on the horse. 326 00:10:53.840 --> 00:10:56.000 And right now I think you got bucked by the entrepreneur horse 327 00:10:56.000 --> 00:10:57.200 and that's okay. 328 00:10:57.200 --> 00:10:58.040 It happens. 329 00:10:58.040 --> 00:10:59.560 It's part of the game, right? 330 00:10:59.560 --> 00:11:02.320 Like it's the scene in Rocky 17 331 00:11:02.320 --> 00:11:03.640 or whatever fucking Rocky it is. 332 00:11:03.640 --> 00:11:05.680 Whereas like it's not about how hard you can hit it, 333 00:11:05.680 --> 00:11:06.760 but it's about how hard you can get hit 334 00:11:06.760 --> 00:11:08.400 and keep going forward, right? 335 00:11:08.400 --> 00:11:09.680 And so you got hit. 336 00:11:09.680 --> 00:11:10.680 Everybody gets hit. 337 00:11:10.680 --> 00:11:12.440 Everyone fucking loses all the time. 338 00:11:12.440 --> 00:11:15.000 I lost everything twice before this time, right? 339 00:11:15.000 --> 00:11:16.880 And so like you've lost everything once. 340 00:11:16.880 --> 00:11:19.400 You still owe me one, right? 341 00:11:19.400 --> 00:11:20.600 You can tell your wife I said that. 342 00:11:20.600 --> 00:11:22.760 And so let's get into tactics. 343 00:11:22.760 --> 00:11:24.960 All right, so right now in my opinion, 344 00:11:24.960 --> 00:11:27.680 the issue that you missed is you didn't know how to advertise. 345 00:11:27.680 --> 00:11:29.120 You didn't know how to promote. 346 00:11:29.120 --> 00:11:30.440 And so you have the service, 347 00:11:30.440 --> 00:11:32.000 you just gotta let people know about it. 348 00:11:32.000 --> 00:11:34.520 And so you were full time as an entrepreneur, 349 00:11:34.520 --> 00:11:36.840 but you probably weren't spending four hours a day promoting. 350 00:11:36.840 --> 00:11:37.680 That's what you need to do. 351 00:11:37.680 --> 00:11:40.800 So nights and weekends for you is you log out of work, 352 00:11:40.800 --> 00:11:43.040 go home, kiss the dog, high five the kids, 353 00:11:43.200 --> 00:11:45.560 and then you spend four hours promoting. 354 00:11:45.560 --> 00:11:47.560 And promoting is you make content, 355 00:11:47.560 --> 00:11:49.520 you reach out to people or you run ads. 356 00:11:49.520 --> 00:11:51.040 And given your financial situation, 357 00:11:51.040 --> 00:11:54.520 it's gonna be making content and reaching out to people. 358 00:11:54.520 --> 00:11:55.360 That's it. 359 00:11:55.360 --> 00:11:57.520 Literally if that's what you start your timer, 360 00:11:57.520 --> 00:11:59.680 four hours, you make content, you reach out to people 361 00:11:59.680 --> 00:12:01.560 and you do that for four straight hours every day. 362 00:12:01.560 --> 00:12:02.640 You do that, you're gonna have more business 363 00:12:02.640 --> 00:12:04.880 in the next six months than you even know what to do with. 364 00:12:04.880 --> 00:12:05.720 That's it. 365 00:12:05.720 --> 00:12:06.880 That's all you have to do. 366 00:12:06.880 --> 00:12:08.280 The thing is that you're in a good spot 367 00:12:08.280 --> 00:12:10.960 because you have the skill that there's already demanded, 368 00:12:10.960 --> 00:12:12.680 like I don't have to test your idea. 369 00:12:12.680 --> 00:12:14.120 You're trying to provide bookkeeping services. 370 00:12:14.120 --> 00:12:15.480 It's a commoditized service. 371 00:12:15.480 --> 00:12:17.840 Like if you do a good job, you're on time, 372 00:12:17.840 --> 00:12:19.640 you are responsive, you deliver things 373 00:12:19.640 --> 00:12:20.680 on the first of the month, 374 00:12:20.680 --> 00:12:23.000 people wanna do business with you and they'll stay with you. 375 00:12:23.000 --> 00:12:24.640 And so you just gotta let people know about it faster 376 00:12:24.640 --> 00:12:27.360 because I'm guessing that your rate was based on referrals, 377 00:12:27.360 --> 00:12:29.200 you had one or two customers, maybe three, 378 00:12:29.200 --> 00:12:30.920 and by the time you get one, you were four or every two 379 00:12:30.920 --> 00:12:32.360 or three months, one would drop, 380 00:12:32.360 --> 00:12:34.200 and you stayed there until eventually you couldn't. 381 00:12:34.200 --> 00:12:36.080 So you just need to increase your sales velocity, 382 00:12:36.080 --> 00:12:37.320 which means you gotta let more people know about it 383 00:12:37.320 --> 00:12:39.160 and you gotta learn how to sell. 384 00:12:39.160 --> 00:12:39.960 Because it was just you, right? 385 00:12:39.960 --> 00:12:41.760 Did you have any employees? 386 00:12:41.760 --> 00:12:43.680 No, I had a verbal assistant. 387 00:12:43.680 --> 00:12:44.760 I know you've had a ton of season, 388 00:12:44.760 --> 00:12:46.440 but yeah, it mainly just me. 389 00:12:46.440 --> 00:12:48.280 Yeah, then you have the easiest business in the world 390 00:12:48.280 --> 00:12:51.360 because 100% of the revenue is profit, right? 391 00:12:51.360 --> 00:12:52.680 It's just you for now. 392 00:12:52.680 --> 00:12:55.840 And so you can absolutely get yourself to 10, 393 00:12:55.840 --> 00:12:56.960 20 accounting clients, 394 00:12:56.960 --> 00:12:59.000 and you're gonna be working like a dog at this point, 395 00:12:59.000 --> 00:13:00.760 but you'll be making way more than you are now. 396 00:13:00.760 --> 00:13:02.240 And then you'll have new problems. 397 00:13:02.240 --> 00:13:03.080 Because then your wife's like, 398 00:13:03.080 --> 00:13:04.080 I don't see you anymore, you're like, 399 00:13:04.080 --> 00:13:05.080 yeah, but now we're making three times of money 400 00:13:05.080 --> 00:13:07.800 and I will find a way to use the money to buy back some time. 401 00:13:07.800 --> 00:13:08.720 And you can do that. 402 00:13:08.720 --> 00:13:10.880 But you already have the hard shit done. 403 00:13:10.880 --> 00:13:12.520 You're like six months away. 404 00:13:12.520 --> 00:13:13.840 Seriously, like I don't normally say that. 405 00:13:13.840 --> 00:13:16.280 Like you're six months away, you gotta reach out to, 406 00:13:16.280 --> 00:13:18.240 let's call it 10,000 people. 407 00:13:18.240 --> 00:13:19.560 You reach out to 10,000 people. 408 00:13:19.560 --> 00:13:20.760 You'll have the business you want. 409 00:13:20.760 --> 00:13:22.760 Even if you suck, you'll have the business 410 00:13:22.760 --> 00:13:23.800 you want to reach out to 10,000 people. 411 00:13:23.800 --> 00:13:25.920 And just ask them if they need help with that thing. 412 00:13:25.920 --> 00:13:28.840 Because I'm telling you right now, as a business owner, 413 00:13:28.840 --> 00:13:31.400 dude, the amount of crappy accounts 414 00:13:31.400 --> 00:13:32.320 and bookkeepers that are out there, 415 00:13:32.320 --> 00:13:34.640 outnumber the good ones, a hundred to one. 416 00:13:34.640 --> 00:13:37.000 Like no one stoked about their bookkeeper. 417 00:13:37.000 --> 00:13:37.840 It's not hard. 418 00:13:37.840 --> 00:13:38.680 And like, think about it. 419 00:13:38.680 --> 00:13:39.760 Those guys suffer the same issue that you have 420 00:13:39.760 --> 00:13:41.640 because they don't have to promote themselves. 421 00:13:41.640 --> 00:13:42.800 They're not business people. 422 00:13:42.800 --> 00:13:44.320 They're being counters. 423 00:13:44.320 --> 00:13:46.080 And so like, you've been in being counter mode 424 00:13:46.080 --> 00:13:47.320 and you gotta get in promoter mode. 425 00:13:47.320 --> 00:13:49.280 Especially as a solo entrepreneur, 426 00:13:49.280 --> 00:13:51.280 it's all promotion in the beginning. 427 00:13:51.280 --> 00:13:53.520 So would you suggest as mainly cold outreach 428 00:13:53.520 --> 00:13:54.680 or should I try to do content 429 00:13:54.680 --> 00:13:55.680 or just go straight cold? 430 00:13:55.680 --> 00:13:56.520 You can do both. 431 00:13:56.520 --> 00:13:57.840 I mean, dude, one post a day. 432 00:13:57.840 --> 00:13:58.680 One post a day. 433 00:13:58.680 --> 00:13:59.520 See who interacts with it. 434 00:13:59.520 --> 00:14:00.800 So who likes it, who comments on it. 435 00:14:00.800 --> 00:14:02.360 You can message all those people. 436 00:14:02.360 --> 00:14:03.960 And then you can reach out as well. 437 00:14:03.960 --> 00:14:06.080 But the thing is with your profession, 438 00:14:06.080 --> 00:14:08.760 finding someone who has an adjacent audience. 439 00:14:08.760 --> 00:14:10.680 So if someone who's an HR company 440 00:14:10.680 --> 00:14:11.920 or recruiting company, right? 441 00:14:11.920 --> 00:14:14.400 Like if you can figure out a way to just work with them, 442 00:14:14.400 --> 00:14:16.280 they already have a whole engine of people coming in 443 00:14:16.280 --> 00:14:18.480 and just see if you can just get off the backside 444 00:14:18.480 --> 00:14:20.760 and give them a kickback, just for intros. 445 00:14:20.760 --> 00:14:22.800 Like that's a super productive way 446 00:14:22.800 --> 00:14:24.640 of leveraging the amount of reach outs. 447 00:14:24.640 --> 00:14:26.320 Like you can just reach out to 10,000 business owners 448 00:14:26.320 --> 00:14:27.720 and you'll get your nut. 449 00:14:27.720 --> 00:14:30.680 But you could probably reach out to a thousand B2B businesses 450 00:14:30.680 --> 00:14:32.560 and see if you can structure a partnership with them 451 00:14:32.560 --> 00:14:33.600 that they can refer you business 452 00:14:33.600 --> 00:14:34.640 and you will refer back to them. 453 00:14:34.640 --> 00:14:35.800 Either of those would work. 454 00:14:35.800 --> 00:14:37.240 But yes, content and outreach. 455 00:14:37.240 --> 00:14:40.320 And real talk, the content is probably not in the beginning 456 00:14:40.320 --> 00:14:41.760 where you're going to get the majority of your business. 457 00:14:41.760 --> 00:14:43.320 I just want to just prepare you for that. 458 00:14:43.320 --> 00:14:44.600 But the reason that you're making the content 459 00:14:44.600 --> 00:14:46.440 in the beginning is that so when you do reach out, 460 00:14:46.440 --> 00:14:48.920 people will go to your page and they will consume your content 461 00:14:48.920 --> 00:14:51.240 and then they will decide to respond based on the quality. 462 00:14:51.240 --> 00:14:53.400 So think about that stuff as lead nurture 463 00:14:53.400 --> 00:14:55.200 more than lead gen in the beginning. 464 00:14:55.200 --> 00:14:56.280 Over time, you'll get better at it. 465 00:14:56.280 --> 00:14:57.240 It will start generating business 466 00:14:57.240 --> 00:14:58.240 but it might take you a year or two. 467 00:14:58.240 --> 00:15:00.000 Like it takes time to get good at that. 468 00:15:00.000 --> 00:15:01.640 Yeah, thank you so much, Alex. 469 00:15:01.640 --> 00:15:03.240 I just want to say thank you so much 470 00:15:03.240 --> 00:15:05.720 because like the past three years, 471 00:15:05.720 --> 00:15:08.400 I just listened to the game pocket fund all the time 472 00:15:08.400 --> 00:15:11.040 and that's honestly what's got me through everything. 473 00:15:11.040 --> 00:15:11.960 All good, man. 474 00:15:11.960 --> 00:15:14.560 It just honors me and it makes me so happy 475 00:15:14.560 --> 00:15:18.200 like as a father and as like a aspiring entrepreneur 476 00:15:18.200 --> 00:15:20.760 to meet you and everything that you do. 477 00:15:20.760 --> 00:15:23.560 Like you've inspired me and that's the reason why 478 00:15:23.560 --> 00:15:24.680 it's at the jump in the beginning. 479 00:15:24.680 --> 00:15:25.880 So I appreciate you. 480 00:15:25.880 --> 00:15:27.440 Well, I appreciate you for taking the jump 481 00:15:27.440 --> 00:15:29.120 and I will ask you to trust me one more time, 482 00:15:29.120 --> 00:15:32.080 which is that four hours a day have the conversation 483 00:15:32.080 --> 00:15:34.600 with your wife 10,000 reach outs. 484 00:15:34.600 --> 00:15:35.960 And let me know in six months. 485 00:15:35.960 --> 00:15:36.800 All right. 486 00:15:36.800 --> 00:15:38.200 Let's the less you take is 10,000 reach outs. 487 00:15:38.200 --> 00:15:39.040 That's it. 488 00:15:39.040 --> 00:15:40.400 Like on the other side of 10,000 reach outs 489 00:15:40.400 --> 00:15:42.480 is you making the money that you want to make 490 00:15:42.480 --> 00:15:44.840 and having the skill of promotion and sales. 491 00:15:44.840 --> 00:15:45.680 That's it. 492 00:15:45.680 --> 00:15:46.680 Just tick them off. 493 00:15:46.680 --> 00:15:47.960 A hundred every day. 494 00:15:47.960 --> 00:15:49.040 We live one hundred. 495 00:15:49.040 --> 00:15:50.280 There you go. 496 00:15:50.280 --> 00:15:51.840 Life is hard. 497 00:15:51.840 --> 00:15:54.360 Believing it should be easy makes it harder. 498 00:15:54.360 --> 00:15:55.360 Man, it was, 499 00:15:56.520 --> 00:15:59.880 Dr. CEO Ghostride, I feel so bad right now. 500 00:15:59.880 --> 00:16:01.400 But you had this issue which was that you said 501 00:16:01.400 --> 00:16:04.120 you wanted to have a thousand books to sell. 502 00:16:04.120 --> 00:16:06.120 And you basically made an equation that was 503 00:16:06.120 --> 00:16:08.360 if I don't get X, I will be unhappy. 504 00:16:09.640 --> 00:16:11.960 And so I think the first one I heard this was from Nevol 505 00:16:11.960 --> 00:16:15.320 but he said, desire is making a contract 506 00:16:15.320 --> 00:16:17.360 to be unhappy until you get what you want. 507 00:16:18.640 --> 00:16:20.960 And so it's like signing a contract 508 00:16:20.960 --> 00:16:22.480 by saying life should be easy. 509 00:16:22.480 --> 00:16:25.000 In every moment it isn't easy, I will be unhappy. 510 00:16:25.000 --> 00:16:26.280 Like that makes it more difficult 511 00:16:26.280 --> 00:16:29.920 than just being willing to weather the harder times. 512 00:16:29.920 --> 00:16:32.440 And so when I do get down on myself 513 00:16:32.440 --> 00:16:33.360 because I do too, 514 00:16:33.400 --> 00:16:34.640 I actually had a pretty sad day. 515 00:16:34.640 --> 00:16:37.160 I woke up this morning and I actually messaged Laila. 516 00:16:37.160 --> 00:16:38.440 I was like, I'm really sad today. 517 00:16:38.440 --> 00:16:39.480 I was like, I don't know why. 518 00:16:39.480 --> 00:16:41.320 I was like, I'm just giving you a heads up. 519 00:16:41.320 --> 00:16:44.600 I try and think what expectation spoken or unspoken 520 00:16:44.600 --> 00:16:47.680 am I making of the universe that I feel is unfulfilled 521 00:16:47.680 --> 00:16:50.040 and is that expectation reasonable? 522 00:16:50.040 --> 00:16:51.320 And more often than not, 523 00:16:51.320 --> 00:16:52.920 I can identify what the expectation is. 524 00:16:52.920 --> 00:16:54.080 And once you pull it out and look at it, 525 00:16:54.080 --> 00:16:55.840 you think about how ridiculous it is. 526 00:16:55.840 --> 00:16:58.000 Like the expectation that I have of the universe 527 00:16:58.000 --> 00:17:00.360 is that I should be able to sell a thousand books 528 00:17:00.360 --> 00:17:02.160 because I deserve it. 529 00:17:02.160 --> 00:17:05.960 And by the way, deserving is the exact opposite of gratitude. 530 00:17:05.960 --> 00:17:08.720 So I want to publicly state wholeheartedly 531 00:17:08.720 --> 00:17:11.280 that I am hardcore against anyone thinking 532 00:17:11.280 --> 00:17:12.680 they deserve anything. 533 00:17:12.680 --> 00:17:14.160 So people are like, get what you deserve, 534 00:17:14.160 --> 00:17:15.440 ask for what you want. 535 00:17:15.440 --> 00:17:17.480 But you don't deserve anything. 536 00:17:17.480 --> 00:17:19.440 You can get things for what you do, 537 00:17:19.440 --> 00:17:20.800 but you don't deserve them. 538 00:17:20.800 --> 00:17:24.280 Because if you do get things when you believe 539 00:17:24.280 --> 00:17:25.200 you deserve them, 540 00:17:25.200 --> 00:17:27.160 then you will not be grateful for them. 541 00:17:27.160 --> 00:17:28.840 You will expect them. 542 00:17:28.840 --> 00:17:30.160 And then it takes something that otherwise 543 00:17:30.160 --> 00:17:33.160 would have been amazing and nullifies it. 544 00:17:33.160 --> 00:17:34.960 It's like spitting on a gift. 545 00:17:34.960 --> 00:17:38.160 And so I try to take this perspective of, 546 00:17:38.160 --> 00:17:41.080 I deserve nothing and I'm grateful for everything. 547 00:17:41.080 --> 00:17:42.480 And obviously that's very hard 548 00:17:42.480 --> 00:17:44.200 because life is about creating predictions 549 00:17:44.200 --> 00:17:45.560 and trying to meet those predictions. 550 00:17:45.560 --> 00:17:47.760 But as much as I can be aware of the times 551 00:17:47.760 --> 00:17:49.640 where I feel more anxious or more sad or more angry 552 00:17:49.640 --> 00:17:51.640 or more upset or frustrated, 553 00:17:51.640 --> 00:17:54.400 it usually comes down to what expectation 554 00:17:54.400 --> 00:17:58.520 am I demanding from life that is unreasonable? 555 00:17:58.520 --> 00:17:59.880 And realistically, it's almost always 556 00:17:59.880 --> 00:18:01.920 just any expectation that I have of life 557 00:18:01.920 --> 00:18:03.200 that does not care. 558 00:18:03.200 --> 00:18:04.560 And so that perspective, 559 00:18:04.560 --> 00:18:05.800 and I share that one because, 560 00:18:05.800 --> 00:18:08.720 like, entrepreneurship fucking sucks a lot of the time. 561 00:18:08.720 --> 00:18:10.400 Most of the day today of entrepreneurship 562 00:18:10.400 --> 00:18:13.360 is just getting kicked in the nuts every single day 563 00:18:13.360 --> 00:18:16.480 for years on end with an occasional glimmer of hope 564 00:18:16.480 --> 00:18:19.040 followed by a swift kick in the nuts. 565 00:18:19.040 --> 00:18:21.720 And so like, one, you have to have pain tolerance. 566 00:18:21.720 --> 00:18:24.240 But that makes it sound super alpha and whatever 567 00:18:24.240 --> 00:18:25.920 because I don't really think it's pain tolerance. 568 00:18:25.920 --> 00:18:28.880 I think it's reframing pain as reality 569 00:18:28.880 --> 00:18:32.000 and something to be expected and the price 570 00:18:32.000 --> 00:18:34.720 that we are willing to pay for the thing that we want. 571 00:18:34.720 --> 00:18:35.720 And that's the thing, 572 00:18:35.720 --> 00:18:37.400 it's like we have the choice, it's voluntary. 573 00:18:37.400 --> 00:18:38.800 We chose to become entrepreneurs, 574 00:18:38.800 --> 00:18:40.160 we chose to start businesses 575 00:18:40.160 --> 00:18:42.200 and with that choice comes consequences. 576 00:18:42.200 --> 00:18:45.320 And one of those consequences is forever feeling uncertain 577 00:18:45.320 --> 00:18:46.800 and always dealing with pain. 578 00:18:46.800 --> 00:18:49.520 I don't think entrepreneurship sucks less 579 00:18:49.520 --> 00:18:50.680 the higher up you go. 580 00:18:50.680 --> 00:18:52.760 I think you just get so used to it. 581 00:18:52.760 --> 00:18:53.760 I mean, I'll tell you a story. 582 00:18:53.760 --> 00:18:57.400 Like, I remember the first time I had legal concerns. 583 00:18:57.400 --> 00:18:59.480 An employee said that they're wrongful termination 584 00:18:59.480 --> 00:19:00.840 or whatever, right? 585 00:19:00.840 --> 00:19:02.800 And I would like, you know, I love the anxiety. 586 00:19:02.800 --> 00:19:03.800 What if they're gonna end the business? 587 00:19:03.800 --> 00:19:05.120 What's gonna happen now? 588 00:19:05.120 --> 00:19:07.240 But then I got the second one and my third one 589 00:19:07.240 --> 00:19:08.080 and my fifth one. 590 00:19:08.080 --> 00:19:11.000 And at this point, like Elon Musk is always engaged 591 00:19:11.000 --> 00:19:13.920 in a hundred ongoing lawsuits at all times. 592 00:19:13.920 --> 00:19:17.680 If you have shit, people will try to take it from you. 593 00:19:17.680 --> 00:19:18.920 It is how it works. 594 00:19:18.920 --> 00:19:20.960 And so if you have never had a legal concern, 595 00:19:20.960 --> 00:19:23.400 it means you have never had anything worth taking. 596 00:19:23.400 --> 00:19:25.680 And so it's not that you are failing. 597 00:19:25.680 --> 00:19:28.800 It is a sign that you are on the right path. 598 00:19:28.800 --> 00:19:29.960 Like, you don't have hardship 599 00:19:29.960 --> 00:19:31.360 if you're not moving forward. 600 00:19:31.360 --> 00:19:33.400 Like, the only time that you truly have no hardship 601 00:19:33.400 --> 00:19:34.760 is if you're not growing. 602 00:19:36.200 --> 00:19:39.520 Like, nothing says stagnation like a comfortable entrepreneur. 603 00:19:39.520 --> 00:19:41.320 And so the fact that you're in pain 604 00:19:41.320 --> 00:19:42.320 means that you are growing, 605 00:19:42.320 --> 00:19:44.480 which is why they call them growing pains. 606 00:19:44.480 --> 00:19:47.400 Like, and that is voluntary because we chose 607 00:19:47.400 --> 00:19:48.640 to become better. 608 00:19:48.640 --> 00:19:50.000 And part of that becoming better 609 00:19:50.000 --> 00:19:52.240 means breaking the old self that you had 610 00:19:52.240 --> 00:19:53.440 those thousand pieces 611 00:19:53.440 --> 00:19:55.720 and feeling every single crack that has to happen. 612 00:19:55.720 --> 00:19:58.800 And then watching the new fresh skin come underneath of it 613 00:19:58.800 --> 00:20:00.560 stronger and thicker than before.