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My goal in life was to be wise.

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Well, like when I was really young, I was like,

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I want to be wise.

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And wisdom is seen what other people cannot say.

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It's understanding the circumstances and having

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the discernment to see what is true and what it's not.

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Welcome to the game where we talk about how to get

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more customers, how to make more customers,

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how to keep them longer, and the many failures

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and lessons we have learned along the way.

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I hope you enjoy and subscribe.

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But I mean, certainly, Alex, there has to be some people

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in your umbrella and your company that you do train up.

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And those are kind of the people that they're like the foundation

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of your company, right?

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Or is it completely objective?

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Like you can just buy all talent when you're

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starting a company.

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Depends on the nature of the work and what you're able to pay.

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So for example, like frontline work in general,

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you're going to get lower skilled labor.

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And so it becomes a competitive advantage

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to have a very good training program

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because then you're getting the work done for less than the market.

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So if someone comes equipped with the skill,

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you have to pay the premium of them

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having already acquired the skill.

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If we have a really robust training system,

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like if you're a door-to-door business,

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door-to-door sales business, like solar, pest control, whatever,

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then a really big business will pride itself

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on the fact that it can take somebody off the street,

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put them, run them through their gauntlet of training,

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and then on the other side, they've got

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a 400,000 on your producer.

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And so it depends on the nature of the thing

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that you're selling and what your competitive advantages are.

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Yeah, I think I've been so slow to hire simply

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because I feel like I want to have a few people

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that I build up and train simply

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because I want them to speak Rob and no Rob and right, Rob, right?

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And think the way that I think

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so that when we start hiring externally,

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they can then train all those people

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because they've been trained by me.

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But it's harder than you think.

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I mean, I just hired a COO for my education brand

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and that was a really pride-busting moment for me

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to really finally sit down and say, OK, it's not

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that I was failing, but I was failing myself

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from a personal standpoint of being able to be sane

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and not stressed and fulfilling family needs

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and everything like that.

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And I really feel the moment that they accepted the offer,

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I was like, oh, I can finally stop saying no to everything

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because anytime I have a new idea or something

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new that I want to do with my program,

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I would immediately say, oh, yeah, but the logistics on that

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are a headache.

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I would never do it.

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But it's a really cool thing.

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And I was in the meeting with my COO yesterday,

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and there was like three ideas that came up.

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And I stopped him from riffing on it

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because I was like, no, the logistics on that

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are a nightmare.

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And then I was like, wait a minute,

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I don't have to worry about the logistics.

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It's literally your job to do that.

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And he's like, that's right, man, you tell me what you want me

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to do, and I won't make it happen.

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And I was like, wow, this is,

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and now I understand why people hire people.

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So I think a lot of this came down to, like,

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one of the reasons I chose him is he came for my organization.

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He was paid me for a consultation.

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I didn't charge him 120,000 though.

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I think I charged him like 150 bucks like a year ago.

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Then he joined my program, then he joined my mastermind,

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then he joined my sales team,

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and then he quit because he was too busy

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working his full-time job.

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And I said, no, wait, don't quit.

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I like you too much.

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Come back.

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And I was able to bring him on and integrate him,

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but one of the reasons I think I saw him early on

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was actually something that you said,

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and it's your philosophy on superstars.

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I'd like to talk about that for a second,

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where when you see a superstar, you know it.

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Can you tell us, expand on this a little bit?

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It's not common, and I think you get better

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at recognizing it over time.

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I think the amount of people who hear me talk about superstars,

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and they're like, oh yeah, so it's a super star.

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I already meet a superstar.

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They're a superstar.

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I'm like, I don't know if that's a superstar.

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Because I'd a mentor who sold his business for multiple bees.

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And he said, you know Alex, you have to remember that.

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The best talent has yet to come.

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He's like the best hire you've ever made is in the future.

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And so it's always like this constant raising bar,

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but superstars, when you find them, you have to hold onto them

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and you have to find a way to, now mind you,

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the big common here is that as long as they do not break the culture,

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and you're not making exceptions to them from a cultural basis.

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Because that's one of the biggest issues,

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is that you've got this super high individual contributor

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who actually detracts and is a cancer for the overall company.

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And so that's the hardest fire to make,

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but it's the one you have to make.

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But superstars who fit within the culture,

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I mean you want to give them as much opportunities you can

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and support them in their growth so that they can grow.

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But even then with like the salesman to the COO move out of the line,

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huh, that's interesting.

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It's a very different character trait and very different skill set.

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So I'm like, huh, interesting.

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That wouldn't have been my first guess.

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Yeah, well, I think the salesman thing,

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that was definitely part of his,

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I think he just wanted to be a part of the organization.

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And so he was willing to do sales for me just to be like,

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hey, I just want you to know I'm in.

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And I had seen him like, throughout the whole journey,

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he was kind of not the ground level of like the Robilt channel,

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but pretty close to the beginning of everything.

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And so I was like, all right, well, this guy has been around since the beginning.

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He's had faith in me.

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So I'm going to have a little bit of faith in him.

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And honestly, I mean, just in the one week that we've started,

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I'm already like, really I needed someone that was complimentary to me, right?

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Because the phrase for me that I always think about is,

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if we're both the same, one of us is unnecessary.

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And so for me, if I can't work with someone who's a visionary

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and like has big strategy, big ideas,

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because that's what I have, I don't need that.

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I need someone to actually go and run with it.

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So I want to kind of talk about a little bit here.

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Can you give me your opinion on when you're talking about scaling?

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What is the more difficult stage?

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Is it that first reaching the million dollars?

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Is it reaching the three or the 30 or even any numbers past that?

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It's so difficult, it's so difficult to say which one's the hardest.

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I would say the hard feels different.

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So the first stage, zero to six, zero to seven,

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the hardest that you don't know what the **** you're doing.

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I don't know if I'm a lot of cuss, if I'm not then believe me.

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We'll believe you out, it's all good.

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Yeah, you have no idea what you're doing.

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The biggest threat you have your business is ignorance.

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It's just not knowing what the hell you're doing.

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That's the threat, right?

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And that is hard because you feel like you're just flying

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through space and you have no idea, you're disoriented.

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Once you cross like getting from a million to three million

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is very difficult because you have to learn

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an entirely new skill set, which is like you have to hire

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your first team, right?

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And that's very difficult for a lot of people.

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Three to 10 is difficult because you have to unlearn

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the thing that made you successful up to this point,

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which is you're focusing on front end rather than on product and back end.

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And so that becomes, it's very difficult.

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It's like, it's spiritually difficult at that point.

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You know what I mean?

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Once you're at three to 10, you're already out of the,

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like I have to cry my face off in terms of like hours in

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because at some point the amount of work that has to get done

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surpasses your ability to work,

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which means you have to work through other people.

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You know, at 10 million, the difficulty is,

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you have to give up even more control.

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And so at each of these levels,

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you're giving up different types of control.

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You know, in the beginning,

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you're giving up control of fulfillment.

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The next level, you're giving up control of sales.

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Then you're giving up control of, you know,

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finances, things like that.

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Then you're giving up control of marketing.

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Then you're giving up control of managing all those things.

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Then you're giving up control of leading,

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you know, the company and so on and so forth.

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So like, there's always this relinquishing of control,

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which is I would say spiritually very difficult.

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And it's easy to say very hard to do.

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And that's what we look for in the portfolio companies

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that we're thinking about taking on.

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We look at the CEOs and we're like,

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do I think this person has the humility

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to give up control when it is required?

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Yeah, David, I think you're pretty good at this.

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I think you're really good at finding people

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that you can, as you say, develop them and help, you know,

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run the different companies that you've created.

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What's been the toughest, I guess, phase for you

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when it came to scaling?

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I'm like, I'm having a whole psychological session

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with myself as I'm listening to Alex talking to you.

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Bringing out into hives over there.

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Yeah, like it keeps on coming back that like every issue

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I'm having in business is a reflection or a symptom

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of an issue I have with myself.

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So like as I'm thinking about why what he's saying

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makes perfect sense, why don't I do that?

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There's this big arrow that comes pointing at some character

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flaw that I have or a fear that I would have

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or like maybe I don't want to commit to being there

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every single day at eight o'clock.

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And if I'm going to hire this person

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and pay them $300,000, I have to be just as committed

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as I want them to be.

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So maybe Alex, at some point we could talk more

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about like what your advice would be,

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but Rob, I'm sorry, what was your question there?

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This is how deep I am in cycle.

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I know.

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Well, I can already see the YouTube title is Alex Hormozzi

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exposes David Reid, nice, nice click made title.

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I want to know from your standpoint,

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what's been the most difficult stage for you to scale

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in any of your companies?

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Was it getting to the zero to one million mark

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or was it any stage after that?

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I think by Alex's definition here,

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the three to 30s where I keep getting stuck.

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So I am very good at what you said a business

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is just a leverage job.

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You have one person, a bunch of support pieces, right?

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And I get to where I max, I cannot get any higher than this.

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I am doing as much as I possibly can.

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And then I pick the person and I hand over

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a lot of my responsibilities.

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And then I go off and I crush it in another thing

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and when I come back, I'm like, ah, like what happened?

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And then I have to take that person out

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and put a new person in and I just get stuck in that

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like leap off cycle and then I fall right back down.

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And it's definitely a problem with hiring.

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Like I'm sure someone who's good at this

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would look at it right away and say,

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you're doing it wrong.

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But I've been probably three years on that treadmill.

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Yeah.

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You know, it's an interesting concept to think about

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Blale and I discuss this a lot publicly,

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but it's like called the Hidden Funnel

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or the Missing Funnel.

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00:09:21.800 --> 00:09:23.120
But if you think about what has to happen

253
00:09:23.120 --> 00:09:24.200
to acquire a customer, right?

254
00:09:24.200 --> 00:09:25.680
So you have to do some sort of lead generation

255
00:09:25.680 --> 00:09:26.560
and there's some sort of lead nurture,

256
00:09:26.560 --> 00:09:28.280
there's some sort of sales,

257
00:09:28.280 --> 00:09:29.720
there's some sort of delivery

258
00:09:29.720 --> 00:09:31.080
and then there's some sort of retention

259
00:09:31.080 --> 00:09:32.520
and then some sort of a tension, right?

260
00:09:32.520 --> 00:09:35.560
So those are kind of like the steps that you take for a customer.

261
00:09:35.560 --> 00:09:37.840
Well, the same funnel exists on the other side of the business,

262
00:09:37.840 --> 00:09:38.920
which is as the business grows,

263
00:09:38.920 --> 00:09:40.880
you need to have a funnel to acquire talent,

264
00:09:40.880 --> 00:09:41.920
acquire employees.

265
00:09:41.920 --> 00:09:43.480
And so you have instead of lead generation,

266
00:09:43.480 --> 00:09:44.640
you have application generation

267
00:09:44.640 --> 00:09:46.840
instead of lead nurture, you have application nurture.

268
00:09:46.840 --> 00:09:48.840
So it's like, how quickly are we getting these people

269
00:09:48.840 --> 00:09:49.640
booked for interviews?

270
00:09:49.640 --> 00:09:52.480
Like the best talent finds a job in eight days.

271
00:09:52.480 --> 00:09:54.320
Eight days, they start searching.

272
00:09:54.320 --> 00:09:56.600
If your entire job hunting process takes longer than eight days,

273
00:09:56.600 --> 00:09:58.520
you've already lost all the good people, right?

274
00:09:58.520 --> 00:10:01.040
And then from there, the sale is the interview, right?

275
00:10:01.040 --> 00:10:03.960
And with good talent, it should be a sale, right?

276
00:10:03.960 --> 00:10:05.080
Because they should be able to be picking,

277
00:10:05.080 --> 00:10:06.840
like if the person that you're trying to hire

278
00:10:06.840 --> 00:10:08.920
doesn't have any other opportunities,

279
00:10:08.920 --> 00:10:09.960
do you really want to hire them?

280
00:10:09.960 --> 00:10:10.800
Right?

281
00:10:10.800 --> 00:10:11.640
Yeah.

282
00:10:11.640 --> 00:10:12.680
You know, and then from there,

283
00:10:12.680 --> 00:10:13.560
you have the delivery,

284
00:10:13.560 --> 00:10:15.600
which within the context of an employee

285
00:10:15.600 --> 00:10:17.000
is going to be the onboarding process

286
00:10:17.000 --> 00:10:19.720
of like how am I going to acclimate you to this business?

287
00:10:19.720 --> 00:10:21.200
What are our culture, what are our values?

288
00:10:21.200 --> 00:10:22.120
How do you get paid?

289
00:10:22.120 --> 00:10:23.160
How do we do with time off?

290
00:10:23.160 --> 00:10:24.520
What's our compensation philosophy?

291
00:10:24.520 --> 00:10:25.440
What is your career path?

292
00:10:25.440 --> 00:10:26.480
What is your ascension?

293
00:10:26.480 --> 00:10:27.320
Blah blah blah blah blah.

294
00:10:27.320 --> 00:10:28.480
All these things that have to get covered

295
00:10:28.480 --> 00:10:29.600
and it takes time, right?

296
00:10:29.600 --> 00:10:31.960
Like we at onboard a new like senior executive,

297
00:10:31.960 --> 00:10:33.680
it's going to be a month of one to two hours a day

298
00:10:33.680 --> 00:10:34.760
with the executive.

299
00:10:34.760 --> 00:10:37.160
And then finally, we have a retention and ascension, right?

300
00:10:37.160 --> 00:10:38.480
So it's like, okay, now that we have this person,

301
00:10:38.480 --> 00:10:39.960
they're onboarding their productive,

302
00:10:39.960 --> 00:10:40.920
it's like how do we retain them

303
00:10:40.920 --> 00:10:42.000
and continue to get them motivated?

304
00:10:42.000 --> 00:10:43.680
And that is their the opportunity for ascension.

305
00:10:43.680 --> 00:10:45.680
The same way we have that with the customer.

306
00:10:45.680 --> 00:10:47.120
And so you really have this mirror funnel

307
00:10:47.120 --> 00:10:48.480
that exists in the middle of the business

308
00:10:48.480 --> 00:10:50.320
that's external versus internal,

309
00:10:50.320 --> 00:10:52.440
but the promotion process is the same.

310
00:10:52.440 --> 00:10:54.000
And most people build this front end

311
00:10:54.000 --> 00:10:55.440
and they don't have a concurrent funnel

312
00:10:55.440 --> 00:10:56.360
that funnels into the business

313
00:10:56.360 --> 00:10:58.440
to build the infrastructure of the business to support

314
00:10:58.440 --> 00:11:00.400
the leads and customers that are coming in.

315
00:11:00.400 --> 00:11:01.960
And ultimately, that's how you're able to scale it.

316
00:11:01.960 --> 00:11:03.600
By having, if you remember what I said earlier,

317
00:11:03.600 --> 00:11:06.360
there's one avatar, one product, one channel.

318
00:11:06.360 --> 00:11:07.960
We can have the same process on the back.

319
00:11:07.960 --> 00:11:09.480
And which is like, we have a specific avatar

320
00:11:09.480 --> 00:11:10.520
that we're searching for.

321
00:11:10.520 --> 00:11:12.200
And we have a specific job that we have.

322
00:11:12.200 --> 00:11:13.880
And then we have a channel that we're looking

323
00:11:13.880 --> 00:11:15.520
to get them on a consistent basis.

324
00:11:15.520 --> 00:11:18.120
Getting the consistency down is really what gets you

325
00:11:18.120 --> 00:11:22.200
from one off hires to having a consistent hiring process.

326
00:11:22.200 --> 00:11:24.080
Just like your lead generation process, right?

327
00:11:24.080 --> 00:11:26.360
Like you get to that point.

328
00:11:26.360 --> 00:11:27.720
You get comfortable with the process.

329
00:11:27.720 --> 00:11:29.200
I always have to be lead generating.

330
00:11:29.200 --> 00:11:31.000
And then you need to sort of take that same pattern

331
00:11:31.000 --> 00:11:32.360
and apply it to, well, I'm lead generating

332
00:11:32.360 --> 00:11:33.680
for talent at this point.

333
00:11:33.680 --> 00:11:34.560
Yes.

334
00:11:34.560 --> 00:11:35.400
Yeah.

335
00:11:35.400 --> 00:11:36.800
So that's where I've been stuck.

336
00:11:36.800 --> 00:11:38.320
And that's just the challenge.

337
00:11:38.320 --> 00:11:40.600
I like until I can figure out what it is in me

338
00:11:40.600 --> 00:11:43.240
or find the right person that can do that for me, right?

339
00:11:43.240 --> 00:11:44.560
Like there's probably a person that is good

340
00:11:44.560 --> 00:11:46.960
at hiring people that if I had someone like that, man,

341
00:11:46.960 --> 00:11:49.040
I think I would, I would 10x pretty quickly.

342
00:11:49.040 --> 00:11:51.600
That's, and just a last advice there.

343
00:11:51.600 --> 00:11:52.440
Oh, yeah.

344
00:11:52.440 --> 00:11:53.440
And I was just gonna say like,

345
00:11:53.440 --> 00:11:54.520
and that's why for us within our firm,

346
00:11:54.520 --> 00:11:57.720
like the only thing that we keep in house is recruiting.

347
00:11:57.720 --> 00:11:58.720
Because at least for me,

348
00:11:58.720 --> 00:12:00.400
I think about the highest leverage ways.

349
00:12:00.400 --> 00:12:03.960
Because like if I were to do anything us as a hold code,

350
00:12:03.960 --> 00:12:05.520
do anything for the portfolio companies,

351
00:12:05.520 --> 00:12:07.680
actually doing this rather than advice.

352
00:12:07.680 --> 00:12:10.400
In addition to recruiting,

353
00:12:10.400 --> 00:12:12.160
that means that that company becomes less sellable

354
00:12:12.160 --> 00:12:13.480
in the future because that hold code

355
00:12:13.480 --> 00:12:14.320
have to go with it, right?

356
00:12:14.320 --> 00:12:16.280
It has to sit within the enterprise

357
00:12:16.280 --> 00:12:17.680
for the value to be created, right?

358
00:12:17.680 --> 00:12:19.160
In the enterprise value itself.

359
00:12:19.160 --> 00:12:21.040
And so the most efficient way of us doing that

360
00:12:21.040 --> 00:12:23.200
is for us to hire and find that talent,

361
00:12:23.200 --> 00:12:24.640
which is what we can do with our reputation,

362
00:12:24.640 --> 00:12:27.240
our reach, et cetera, that's our competitive advantage.

363
00:12:27.240 --> 00:12:29.280
And we can bring the all-star into the business.

364
00:12:29.280 --> 00:12:32.120
And then now the value's being created on a consistent basis.

365
00:12:32.120 --> 00:12:33.440
The problem's been solved for good.

366
00:12:33.440 --> 00:12:35.400
And then that value sits inside of the enterprise,

367
00:12:35.400 --> 00:12:37.680
which then makes everybody more money later.

368
00:12:37.680 --> 00:12:39.320
I wanna take a slightly different approach

369
00:12:39.320 --> 00:12:39.920
to what we're talking about

370
00:12:39.920 --> 00:12:41.480
and get your opinion on something.

371
00:12:41.480 --> 00:12:43.480
I'm writing above for bigger pockets right now,

372
00:12:43.480 --> 00:12:44.920
and I think it's gonna be called pillars.

373
00:12:44.920 --> 00:12:48.520
But the basic concept is instead of trying to find out

374
00:12:48.520 --> 00:12:50.280
how to buy a bunch of real estate

375
00:12:50.280 --> 00:12:51.800
without acquiring any skills

376
00:12:51.920 --> 00:12:53.600
or without having any money,

377
00:12:53.600 --> 00:12:56.440
why don't you just solve the problem of why you're broke, right?

378
00:12:56.440 --> 00:12:58.960
Get your spending under control, get a budget, right?

379
00:12:58.960 --> 00:13:00.640
Here's some tools to do that.

380
00:13:00.640 --> 00:13:02.200
Get good at making money

381
00:13:02.200 --> 00:13:03.240
because that's actually something

382
00:13:03.240 --> 00:13:05.840
that is possible to do, especially in America.

383
00:13:05.840 --> 00:13:07.040
So there's defense offense

384
00:13:07.040 --> 00:13:08.200
and then you invest the difference

385
00:13:08.200 --> 00:13:09.960
and that will be the part on investing.

386
00:13:09.960 --> 00:13:12.800
In this look, I'm trying, thank you.

387
00:13:12.800 --> 00:13:16.840
I'm trying to come up with advice for people

388
00:13:16.840 --> 00:13:20.360
who are not making enough money in their job.

389
00:13:20.360 --> 00:13:23.120
Because as what I notice is as we talk to people like you,

390
00:13:23.120 --> 00:13:25.000
the constant problem is how do I get talent?

391
00:13:25.000 --> 00:13:26.400
How do I get someone to do a good job?

392
00:13:26.400 --> 00:13:29.880
How do I, it's not like we're holding people down

393
00:13:29.880 --> 00:13:31.360
saying I don't wanna pay you more money.

394
00:13:31.360 --> 00:13:33.920
We're desperately looking for these leads

395
00:13:33.920 --> 00:13:35.400
of people that can help our business

396
00:13:35.400 --> 00:13:38.200
and then you've got a whole population of people

397
00:13:38.200 --> 00:13:39.600
that are saying I wanna make more money.

398
00:13:39.600 --> 00:13:42.080
There is a huge disconnect that's happening here.

399
00:13:42.080 --> 00:13:43.440
So do you have any advice either for me

400
00:13:43.440 --> 00:13:44.280
that I can put in the book

401
00:13:44.280 --> 00:13:45.440
or for the people who are listening

402
00:13:45.440 --> 00:13:47.440
who are not happy with how well they're doing

403
00:13:47.440 --> 00:13:49.600
for what they can do to actually bring more value

404
00:13:49.640 --> 00:13:51.040
to their employer and make more money?

405
00:13:51.040 --> 00:13:53.080
Yeah, so I think everyone needs to turn off

406
00:13:53.080 --> 00:13:55.560
their 19 year old finance expert, Guru,

407
00:13:55.560 --> 00:13:58.680
and stop trying to invest in the S&P 500

408
00:13:58.680 --> 00:14:01.480
and invest in the S&P 500.

409
00:14:01.480 --> 00:14:03.120
Right, they should be putting every dollar they have

410
00:14:03.120 --> 00:14:04.720
into themselves rather than an index

411
00:14:04.720 --> 00:14:07.080
because I can promise you if they put $1,000 into themselves,

412
00:14:07.080 --> 00:14:08.520
they're gonna make more than $100 a year

413
00:14:08.520 --> 00:14:09.680
off that increase in skills.

414
00:14:09.680 --> 00:14:11.920
And so the biggest issue that most people have

415
00:14:11.920 --> 00:14:13.200
is they don't have the ability to discern

416
00:14:13.200 --> 00:14:15.120
what their missing link is or what their next step is.

417
00:14:15.120 --> 00:14:17.280
What's the, if you think about the theory of constraints,

418
00:14:17.280 --> 00:14:19.160
which is that a system will grow until it's constrained.

419
00:14:19.160 --> 00:14:22.320
And so what happens is most people add potential to a system

420
00:14:22.320 --> 00:14:24.920
but they don't actually increase the throughput of the system.

421
00:14:24.920 --> 00:14:27.600
So for example, if I had a bridge, right,

422
00:14:27.600 --> 00:14:29.440
and it has a weak link in the bridge

423
00:14:29.440 --> 00:14:31.200
or let's say a chain is probably simpler.

424
00:14:31.200 --> 00:14:33.040
So if you have a chain and you have to pull two things,

425
00:14:33.040 --> 00:14:34.600
the amount of force that you can put on the chain

426
00:14:34.600 --> 00:14:36.600
is just predicated based on the weakest link.

427
00:14:36.600 --> 00:14:39.000
And so what happens is that people reinforce a strong link

428
00:14:39.000 --> 00:14:40.120
and not the weak link in the chain.

429
00:14:40.120 --> 00:14:41.400
And so they add potential to the chain

430
00:14:41.400 --> 00:14:43.000
but they don't actually add any more strength

431
00:14:43.000 --> 00:14:44.000
that can be pulled.

432
00:14:44.000 --> 00:14:45.120
And so if you think about the amount of money

433
00:14:45.120 --> 00:14:46.320
that you're trying to make as a amount of money

434
00:14:46.320 --> 00:14:47.720
that you're literally trying to pull towards you,

435
00:14:47.720 --> 00:14:50.880
that weak link is going to be the skilled efficiency that you have.

436
00:14:50.880 --> 00:14:53.200
And so most people solve problems that aren't really there.

437
00:14:53.200 --> 00:14:55.040
And they spend a lot of their time reinforcing skills

438
00:14:55.040 --> 00:14:57.040
that they enjoy, but that's not their deficiency.

439
00:14:57.040 --> 00:14:59.240
And so that's why I like the entrepreneurship thing

440
00:14:59.240 --> 00:15:00.920
is you have to be a jack-of-all-trades master

441
00:15:00.920 --> 00:15:03.120
but you have to be good enough to get the thing across

442
00:15:03.120 --> 00:15:05.920
across the finish line to pull the money towards you.

443
00:15:05.920 --> 00:15:07.360
You don't have to have the strongest link.

444
00:15:07.360 --> 00:15:09.040
You just need all of the links to be strong enough.

445
00:15:09.040 --> 00:15:10.960
And so I think most people aren't good

446
00:15:10.960 --> 00:15:13.280
at assessing their own deficiencies.

447
00:15:13.280 --> 00:15:14.360
And so if the follow-up question is,

448
00:15:14.360 --> 00:15:17.000
how do you assess deficiencies, right?

449
00:15:17.000 --> 00:15:19.120
How do you know what's missing?

450
00:15:19.120 --> 00:15:21.600
The question is, what are the revenue generating activities

451
00:15:21.600 --> 00:15:22.440
within a business?

452
00:15:22.440 --> 00:15:23.480
How can I get myself closer to those

453
00:15:23.480 --> 00:15:25.040
revenue generating activities?

454
00:15:25.040 --> 00:15:27.440
And so you can look at product as a revenue generating activity.

455
00:15:27.440 --> 00:15:29.240
You can look at sales as a revenue generating activity.

456
00:15:29.240 --> 00:15:31.480
You can look at marketing as a revenue generating activity.

457
00:15:31.480 --> 00:15:32.320
And so if you think about those,

458
00:15:32.320 --> 00:15:34.640
it's kind of the three core pillars of what business is.

459
00:15:34.640 --> 00:15:35.880
And then you have back-of-house, right?

460
00:15:35.880 --> 00:15:38.600
You've got finance, you've got IT, you've got the other pieces.

461
00:15:38.600 --> 00:15:40.480
But the people who ascend even in the back office

462
00:15:40.480 --> 00:15:44.960
know how to generate revenue and bottom line for their division.

463
00:15:44.960 --> 00:15:47.480
So for example, my CFO, Suzanne Chiflett,

464
00:15:47.480 --> 00:15:50.720
she let a $15 billion acquisition,

465
00:15:50.720 --> 00:15:52.080
$5 billion, $1 billion.

466
00:15:52.080 --> 00:15:54.240
The last company she was out was $700 billion.

467
00:15:54.240 --> 00:15:56.320
She's been $1 to $100 million two times.

468
00:15:56.320 --> 00:15:58.120
So she's been there.

469
00:15:58.120 --> 00:16:00.320
And the first thing she did on our first interview,

470
00:16:00.320 --> 00:16:02.200
she was like, oh, you won't have to pay for me.

471
00:16:02.200 --> 00:16:03.760
And she's paid very well.

472
00:16:03.760 --> 00:16:06.440
And she's like, you don't have to pay for me.

473
00:16:06.440 --> 00:16:10.400
She's like, I'll save more than what you're ever going to pay me.

474
00:16:10.400 --> 00:16:12.680
Just first six months, I'll save you that.

475
00:16:12.680 --> 00:16:14.400
And I was like, oh, cool.

476
00:16:14.400 --> 00:16:17.040
And so smart people know how to do that.

477
00:16:17.040 --> 00:16:20.320
An intelligent video editor is going to come and say,

478
00:16:20.320 --> 00:16:21.880
dude, I can 10x the amount of views

479
00:16:21.880 --> 00:16:23.000
that you're getting on this thing.

480
00:16:23.000 --> 00:16:24.880
Because he's going to time-self-demarketing.

481
00:16:24.880 --> 00:16:26.800
A good product person is going to say,

482
00:16:26.800 --> 00:16:29.840
I can decrease our turn, which is going to increase your LTV.

483
00:16:29.840 --> 00:16:31.320
I'm going to be able to get more people to ascend

484
00:16:31.320 --> 00:16:32.440
because they have a higher NPS score

485
00:16:32.440 --> 00:16:34.560
and they're more likely to want to keep buying from us.

486
00:16:34.560 --> 00:16:36.960
So they have to just figure out a way to tie whatever the thing.

487
00:16:36.960 --> 00:16:38.000
If they're really passionate about something,

488
00:16:38.000 --> 00:16:39.000
by all means, go all in on it.

489
00:16:39.000 --> 00:16:40.280
If you're IT, then you're thinking,

490
00:16:40.280 --> 00:16:41.560
how can I decrease page load times?

491
00:16:41.560 --> 00:16:42.640
How can I get conversion rates up?

492
00:16:42.640 --> 00:16:44.080
You start getting into the CRO side.

493
00:16:44.080 --> 00:16:45.640
How can I organize the data in such a way

494
00:16:45.640 --> 00:16:47.280
that the CEO can make better decisions?

495
00:16:47.280 --> 00:16:49.080
And we have real-time reporting against all the sales guys

496
00:16:49.080 --> 00:16:51.800
so we can optimize our phonos towards the best converting guys,

497
00:16:51.800 --> 00:16:52.800
right?

498
00:16:52.800 --> 00:16:55.040
All aspects of the business can make more money,

499
00:16:55.040 --> 00:16:56.440
but people don't think about it through that lens.

500
00:16:56.440 --> 00:17:00.280
So the first thing is, how do I tie what I do every day

501
00:17:00.280 --> 00:17:02.000
to making more money in the business?

502
00:17:02.000 --> 00:17:04.520
You connect that dot and then you improve that connection.

503
00:17:04.520 --> 00:17:07.880
Let me ask if I understand your chain link analogy there,

504
00:17:07.880 --> 00:17:08.960
because I thought that was really good.

505
00:17:08.960 --> 00:17:11.640
And I also love what you said is solve a problem for somebody

506
00:17:11.640 --> 00:17:13.480
bring value to them and you're paying your own salary.

507
00:17:13.480 --> 00:17:15.120
You can name your own price if you're making

508
00:17:15.120 --> 00:17:16.840
or saving the company that money.

509
00:17:16.840 --> 00:17:19.680
I did a TED talk about building skills.

510
00:17:19.680 --> 00:17:21.560
And in it, I described how when I was,

511
00:17:21.560 --> 00:17:22.880
you wouldn't think it from looking at me now,

512
00:17:22.880 --> 00:17:24.440
but I used to be incredibly skinny.

513
00:17:24.440 --> 00:17:25.880
Like I was very insecure.

514
00:17:25.880 --> 00:17:29.720
I was a beanpull six foot one in like 150 pounds.

515
00:17:29.720 --> 00:17:30.920
It was terrible.

516
00:17:30.920 --> 00:17:33.560
And so it was just a challenge for me to get to the gym at all.

517
00:17:33.560 --> 00:17:35.360
I just was working out next to Meatheads

518
00:17:35.360 --> 00:17:37.520
and I hated how it felt.

519
00:17:37.520 --> 00:17:40.280
And I was trying to work out my own gym launch, man.

520
00:17:40.280 --> 00:17:41.280
Exactly.

521
00:17:41.640 --> 00:17:43.920
We didn't have that back then, Alex.

522
00:17:43.920 --> 00:17:45.400
I was trying to work out my arms

523
00:17:45.400 --> 00:17:46.800
because that was the biggest area of insecurity

524
00:17:46.800 --> 00:17:47.640
that I would have.

525
00:17:47.640 --> 00:17:48.720
I would wear like extra long t-shirts

526
00:17:48.720 --> 00:17:50.520
because I don't want people to see how skinny my arms are.

527
00:17:50.520 --> 00:17:53.000
So I'm doing these curls and I realized

528
00:17:53.000 --> 00:17:55.160
I can't even get a bicep workout

529
00:17:55.160 --> 00:17:58.480
because my wrist would get tired before that muscle would.

530
00:17:58.480 --> 00:18:00.600
The muscles of my wrist were not strong enough to do it.

531
00:18:00.600 --> 00:18:02.640
And then I finally got my wrist strong

532
00:18:02.640 --> 00:18:04.160
and I had that same problem with my forearms.

533
00:18:04.160 --> 00:18:06.360
They would burn too much and I couldn't get to the biceps.

534
00:18:06.360 --> 00:18:09.640
So I had this like process where I had to strengthen

535
00:18:09.640 --> 00:18:11.240
individual links in that chain

536
00:18:11.240 --> 00:18:13.400
before I got to the actual freaking biceps

537
00:18:13.400 --> 00:18:14.840
so I could work it out.

538
00:18:14.840 --> 00:18:17.000
Am I, is that close to what you're describing

539
00:18:17.000 --> 00:18:19.120
that people have with their own personal skills

540
00:18:19.120 --> 00:18:22.280
that they're, maybe they want to get to this part

541
00:18:22.280 --> 00:18:24.160
in bringing value, but they've got these weak links

542
00:18:24.160 --> 00:18:26.000
they have to strengthen before they get there?

543
00:18:26.000 --> 00:18:28.000
Like, it's perfect analogy.

544
00:18:28.000 --> 00:18:29.640
The one that you had, it's a perfect analogy.

545
00:18:29.640 --> 00:18:31.920
And as a total side note,

546
00:18:31.920 --> 00:18:33.880
because rub your in the education space,

547
00:18:33.880 --> 00:18:35.800
like one of the big things that people,

548
00:18:35.800 --> 00:18:36.880
there's a big misconception

549
00:18:36.880 --> 00:18:39.000
which is that one product or one course

550
00:18:39.000 --> 00:18:40.520
or one coaching thing or one mastermind

551
00:18:40.520 --> 00:18:41.840
is going to be their Messiah.

552
00:18:41.840 --> 00:18:43.840
It's going to be the one thing that sets them off.

553
00:18:43.840 --> 00:18:46.400
And the thing is that the testimonials that anybody

554
00:18:46.400 --> 00:18:49.080
receives is not purely because of the program that they have.

555
00:18:49.080 --> 00:18:50.800
And that's hard for a lot of educators to take on

556
00:18:50.800 --> 00:18:52.800
because they want to take responsibility for everyone's success.

557
00:18:52.800 --> 00:18:54.520
But the thing is if you take responsibility for everyone's success,

558
00:18:54.520 --> 00:18:56.600
you have to also take responsibility for everyone's failures.

559
00:18:56.600 --> 00:18:59.040
And so I think that a realistic approach is probably better.

560
00:18:59.040 --> 00:19:00.800
Like you didn't teach the person how to read.

561
00:19:00.800 --> 00:19:02.000
You didn't teach the person arithmetic.

562
00:19:02.000 --> 00:19:03.160
You didn't teach the multiplication.

563
00:19:03.160 --> 00:19:05.400
And so education sits atop foundations.

564
00:19:05.440 --> 00:19:06.840
And so a lot of times,

565
00:19:06.840 --> 00:19:08.760
and this is for everyone who's listening to this,

566
00:19:08.760 --> 00:19:10.720
who's going through educational programs

567
00:19:10.720 --> 00:19:12.000
and they haven't made money yet,

568
00:19:12.000 --> 00:19:14.080
the point is to make progress.

569
00:19:14.080 --> 00:19:15.680
And the hardest part in the beginning

570
00:19:15.680 --> 00:19:16.920
of entrepreneurship is ignorance.

571
00:19:16.920 --> 00:19:18.960
And you have to pay down the time tax of ignorance

572
00:19:18.960 --> 00:19:20.080
as fast as you can.

573
00:19:20.080 --> 00:19:22.480
And so you pay down that time tax of ignorance

574
00:19:22.480 --> 00:19:23.720
through education.

575
00:19:23.720 --> 00:19:26.240
And the thing is that if you are fortifying different aspects

576
00:19:26.240 --> 00:19:28.680
of the chain, if there is a link that is literally missing,

577
00:19:28.680 --> 00:19:30.360
let's say there's 30 pieces of the chain

578
00:19:30.360 --> 00:19:31.920
that have to get built for us to pull

579
00:19:31.920 --> 00:19:33.440
a certain amount of money towards us.

580
00:19:33.440 --> 00:19:36.200
All right, just to keep the analogy parallel.

581
00:19:36.200 --> 00:19:38.400
If there's 30 links, the first course you take

582
00:19:38.400 --> 00:19:40.680
might give you 20 of them, right?

583
00:19:40.680 --> 00:19:41.720
But you didn't make money.

584
00:19:41.720 --> 00:19:43.880
And so that person then said they shake their fist at the guy

585
00:19:43.880 --> 00:19:45.840
and say, screw that guy, he took my money,

586
00:19:45.840 --> 00:19:48.160
but you're 20 links out of 30, right?

587
00:19:48.160 --> 00:19:49.160
And then you take another thing

588
00:19:49.160 --> 00:19:51.440
because you at least accurately identify what was wrong

589
00:19:51.440 --> 00:19:53.080
and you get another eight links.

590
00:19:53.080 --> 00:19:54.360
Now you get two links.

591
00:19:54.360 --> 00:19:56.200
And then you go to this next final guy

592
00:19:56.200 --> 00:19:57.880
and he gives you the last two links that you need.

593
00:19:57.880 --> 00:19:59.440
And then you're like, this guy's the Messiah,

594
00:19:59.440 --> 00:20:01.400
this guy's the stuff, I did two other programs,

595
00:20:01.400 --> 00:20:03.520
but if you get any results, the thing is

596
00:20:03.520 --> 00:20:06.120
is that you were measuring your measuring based on outputs

597
00:20:06.120 --> 00:20:07.400
not on inputs.

598
00:20:07.400 --> 00:20:09.200
And you were measuring based on how much money you were make

599
00:20:09.200 --> 00:20:11.200
rather than how much work you were doing on you.

600
00:20:11.200 --> 00:20:12.600
And so I think if people can make that shift

601
00:20:12.600 --> 00:20:15.280
based on them being the investment that they are making,

602
00:20:15.280 --> 00:20:16.960
then they will always see the return.

603
00:20:16.960 --> 00:20:19.000
And then it obviously focuses more on the process

604
00:20:19.000 --> 00:20:19.840
and the outcome.

605
00:20:19.840 --> 00:20:20.840
And if you can do that,

606
00:20:20.840 --> 00:20:21.840
because I can tell you from you personally,

607
00:20:21.840 --> 00:20:23.320
because I get asked a lot and hopefully comes out

608
00:20:23.320 --> 00:20:25.080
the right way, how did you move so quickly?

609
00:20:25.080 --> 00:20:26.080
Because we're 32 years old,

610
00:20:26.080 --> 00:20:28.600
across $100 billion in that worth last year.

611
00:20:28.600 --> 00:20:30.280
And we get asked this question all the time.

612
00:20:30.280 --> 00:20:33.240
And it was because we always took 100%

613
00:20:33.240 --> 00:20:35.560
as much of the access cash that we had

614
00:20:35.560 --> 00:20:38.160
and just plowed it into education.

615
00:20:38.160 --> 00:20:39.600
My goal in life was to be wise.

616
00:20:39.600 --> 00:20:41.760
Like when I was really young, I was like, I want to be wise.

617
00:20:41.760 --> 00:20:44.040
And wisdom is, see what other people cannot say.

618
00:20:44.040 --> 00:20:45.760
It's understanding the circumstance

619
00:20:45.760 --> 00:20:47.240
and having the discernment to see what is true

620
00:20:47.240 --> 00:20:48.080
and what is not.

621
00:20:48.080 --> 00:20:50.640
And so if we look at why you're not doing well in business,

622
00:20:50.640 --> 00:20:52.080
it's being able to properly discern

623
00:20:52.080 --> 00:20:53.520
and identify what those problems are.

624
00:20:53.520 --> 00:20:54.960
And you only get that through repetition,

625
00:20:54.960 --> 00:20:55.800
you get that through experience,

626
00:20:55.800 --> 00:20:57.600
you get that through mentors and people who have more

627
00:20:57.600 --> 00:21:00.320
context than you who can breathe into your life.

628
00:21:00.320 --> 00:21:01.920
And so anyways, I'm very passionate about that.

629
00:21:01.920 --> 00:21:03.800
And so I just think that a lot of people

630
00:21:03.800 --> 00:21:05.440
do the education industry into service

631
00:21:05.440 --> 00:21:08.280
because they go to college and four years later

632
00:21:08.280 --> 00:21:10.080
with a Spanish degree, they can barely speak Spanish

633
00:21:10.080 --> 00:21:11.720
and then they take one course

634
00:21:11.720 --> 00:21:12.880
and they're like, I'm not a millionaire.

635
00:21:12.880 --> 00:21:16.720
And if it's hard, then that's what makes it worth doing.

636
00:21:16.720 --> 00:21:19.520
Like if it were easy, it wouldn't be worth doing.

637
00:21:19.520 --> 00:21:21.120
You wouldn't even want it if it were easy.

638
00:21:22.920 --> 00:21:23.760
We'll go quiz.

639
00:21:23.760 --> 00:21:26.040
You guys already know that I don't run any ads on this

640
00:21:26.120 --> 00:21:27.400
and I don't sell anything.

641
00:21:27.400 --> 00:21:29.240
And so the only ask that I can ever have

642
00:21:29.240 --> 00:21:30.640
are you guys that you help me spread the word

643
00:21:30.640 --> 00:21:32.120
so we can have more entrepreneurs,

644
00:21:32.120 --> 00:21:33.840
make more money, feed their families,

645
00:21:33.840 --> 00:21:36.240
make better products and have better experiences

646
00:21:36.240 --> 00:21:37.840
for their employees and customers.

647
00:21:37.840 --> 00:21:40.040
And the only way we do that is if you can rate

648
00:21:40.040 --> 00:21:42.280
and review and share this podcast.

649
00:21:42.280 --> 00:21:44.880
So the single thing that I have to do is you can just leave a review

650
00:21:44.880 --> 00:21:46.800
but take 10 seconds or one type of the thug

651
00:21:46.800 --> 00:21:48.920
that it means the absolute will to me and more importantly,

652
00:21:48.920 --> 00:21:50.840
it may change the world to someone else.

653
00:21:51.680 --> 00:21:56.680
I feel like the education space gets poo pooed on a little too much,

654
00:21:56.680 --> 00:21:59.640
especially for all the legitimate people out there teaching stuff.

655
00:21:59.640 --> 00:22:02.640
And it's like the way I say it is, I've learned it the hard way

656
00:22:02.640 --> 00:22:05.320
so you can learn it the easy way, but the bad news is

657
00:22:05.320 --> 00:22:07.440
is that you still have to put in a lot of hard work

658
00:22:07.440 --> 00:22:08.760
for it to work out.

659
00:22:08.760 --> 00:22:12.360
It's not hard, but it is hard work a lot of the time

660
00:22:12.360 --> 00:22:16.240
in real estate, you know, it is hard to if you're really getting started.

661
00:22:16.240 --> 00:22:20.080
But I like that you said ignore the 19 year old finance

662
00:22:20.360 --> 00:22:22.600
because I do feel like that is the thing.

663
00:22:22.600 --> 00:22:25.840
I actually got interviewed for a podcast or for a YouTube video

664
00:22:25.840 --> 00:22:27.960
about a month ago and it was a buddy of mine

665
00:22:27.960 --> 00:22:29.920
and he was asking a bunch of millionaires,

666
00:22:29.920 --> 00:22:33.880
hey, if you were talking to someone just getting started,

667
00:22:33.880 --> 00:22:36.760
how would you recommend investing $1,000?

668
00:22:36.760 --> 00:22:39.200
And every single one was like S&P 500.

669
00:22:39.200 --> 00:22:41.440
I would think like Salana or like Bitcoin.

670
00:22:41.440 --> 00:22:42.280
Really?

671
00:22:42.280 --> 00:22:45.200
I was like, yeah, and I was like, you're not going to make any money

672
00:22:45.200 --> 00:22:49.600
really that's like life changing with $1,000 in a stock investment.

673
00:22:49.600 --> 00:22:53.080
Invest in education by $1,000 a course or $2,500 a course

674
00:22:53.080 --> 00:22:55.760
and learn a skill that allows you to make more money.

675
00:22:55.760 --> 00:22:58.720
Maybe it's video editing, maybe it's, I don't know,

676
00:22:58.720 --> 00:23:01.360
Amazon real estate, whatever it is, I don't really care,

677
00:23:01.360 --> 00:23:04.320
but learn, empower yourself, give yourself knowledge

678
00:23:04.320 --> 00:23:05.440
and use that to make more money

679
00:23:05.440 --> 00:23:08.400
because at the end of the day, starting out $1,000,

680
00:23:08.400 --> 00:23:09.800
I mean, while some people have done it

681
00:23:09.800 --> 00:23:13.320
and become billionaires from it, I'm sure it's not something,

682
00:23:13.320 --> 00:23:15.320
I mean, you know, you gotta get real lucky

683
00:23:15.320 --> 00:23:17.520
with the $1,000 on like a Bitcoin call

684
00:23:17.520 --> 00:23:19.200
or something like that to make a ton of money.

685
00:23:19.200 --> 00:23:22.480
So I always say go learn and that is what's going to make you

686
00:23:22.480 --> 00:23:26.040
the money, not necessarily like a tiny little investment.

687
00:23:26.040 --> 00:23:31.040
In my opinion, 100% of anyone's money, especially sub-30,

688
00:23:32.240 --> 00:23:33.960
should be invested in only one thing

689
00:23:33.960 --> 00:23:35.800
which is increasing the earning capacity.

690
00:23:35.800 --> 00:23:38.400
That's it, is increasing your earning capacity.

691
00:23:38.400 --> 00:23:41.960
So much so that you cannot spend the money that is coming in.

692
00:23:41.960 --> 00:23:45.280
And then and only then, when you literally can't find places

693
00:23:45.280 --> 00:23:47.440
to spend the money on education, which is why I get so excited

694
00:23:47.440 --> 00:23:50.520
to spend a 130 grand for the calls with grant or anything,

695
00:23:50.520 --> 00:23:52.920
I've done that a number of times, $25,000 a call,

696
00:23:52.920 --> 00:23:54.680
I've paid plenty of those types of calls

697
00:23:54.680 --> 00:23:56.200
and they've always returned.

698
00:23:56.200 --> 00:23:58.320
And the constant is that you have to be willing to work

699
00:23:58.320 --> 00:23:59.800
and if you have the belief which I do,

700
00:23:59.800 --> 00:24:01.640
which is that I always want to be the best student.

701
00:24:01.640 --> 00:24:03.200
So if I go into somebody's program, I will say,

702
00:24:03.200 --> 00:24:04.760
if someone else can, then so can I

703
00:24:04.760 --> 00:24:06.280
and then I will do whatever they did

704
00:24:06.280 --> 00:24:08.840
and do a little bit more or a lot more.

705
00:24:08.840 --> 00:24:10.640
And that way, I can always, because if it worked

706
00:24:10.640 --> 00:24:13.480
for one other person, then it means it can work for me.

707
00:24:13.480 --> 00:24:15.840
And so like I've always had that as a deep seated belief,

708
00:24:15.840 --> 00:24:17.200
at least it served me well and maybe it,

709
00:24:17.200 --> 00:24:18.560
maybe it'll serve the audience.

710
00:24:18.560 --> 00:24:20.880
I know I went on a quick tangent with that, but,

711
00:24:20.880 --> 00:24:22.640
I've just definitely really lights me up

712
00:24:22.640 --> 00:24:24.320
because it's like what I, what I care a lot about,

713
00:24:24.320 --> 00:24:25.320
I'll give you a quick example

714
00:24:25.320 --> 00:24:26.480
because I think it'll drive this home.

715
00:24:26.480 --> 00:24:28.880
So a friend of mine has a daughter, she's 17 years old,

716
00:24:28.880 --> 00:24:30.560
she got a job at a bowling alley

717
00:24:30.560 --> 00:24:32.680
and she was making minimum wage, I think it was like 750,

718
00:24:32.680 --> 00:24:33.520
whatever.

719
00:24:33.520 --> 00:24:35.520
And he's like, why don't you just get us

720
00:24:35.520 --> 00:24:36.720
full body be certification.

721
00:24:36.720 --> 00:24:40.760
It's a weekend and you immediately make $25 an hour, right?

722
00:24:40.760 --> 00:24:42.560
And so people think about that and I'm like, guys,

723
00:24:42.560 --> 00:24:45.560
it's $500 and two days, it's a weekend

724
00:24:45.560 --> 00:24:48.440
to get a full body certification and forever.

725
00:24:48.440 --> 00:24:50.400
She will have three and a half extra earning capacity

726
00:24:50.400 --> 00:24:51.600
for the rest of her life.

727
00:24:51.600 --> 00:24:55.040
And so if you take that same $1,000 and put it in the S&P,

728
00:24:55.040 --> 00:24:57.640
maybe it goes up 10%, maybe it goes up 25%

729
00:24:57.640 --> 00:24:59.120
because that's a crazy year, right?

730
00:24:59.120 --> 00:25:02.200
Well, cool, you have $250 extra.

731
00:25:02.200 --> 00:25:05.040
You could have $250 extra per week

732
00:25:05.040 --> 00:25:06.680
just by investing in that one thing

733
00:25:06.680 --> 00:25:09.720
where you get a 50 extra turn or a 100 extra turn, right?

734
00:25:09.720 --> 00:25:12.360
And then you take that excess to your point, David, right?

735
00:25:12.360 --> 00:25:14.520
And you say, okay, full body is this skill,

736
00:25:14.520 --> 00:25:16.760
is there another skill I can stack on top of this?

737
00:25:16.760 --> 00:25:18.960
Maybe it's project management or management skills

738
00:25:18.960 --> 00:25:21.160
in general and I can manage 50 full body mists.

739
00:25:21.160 --> 00:25:22.400
It's leveling up the skill set

740
00:25:22.400 --> 00:25:24.160
and the opportunity vehicle that we're pursuing.

741
00:25:24.160 --> 00:25:26.600
So I could be a blender tender, you know what I mean?

742
00:25:26.600 --> 00:25:27.800
At a smoothie shop, right?

743
00:25:27.800 --> 00:25:29.400
Or I could be a manager, a little bit better,

744
00:25:29.400 --> 00:25:30.760
probably still not a good vehicle.

745
00:25:30.760 --> 00:25:32.240
Or I could own a smoothie shop,

746
00:25:32.240 --> 00:25:34.080
or I could own the franchise of all the smoothie shops,

747
00:25:34.080 --> 00:25:35.520
like it's always just degrees of leverage

748
00:25:35.520 --> 00:25:37.080
and acquiring the skill set are required.

749
00:25:37.080 --> 00:25:38.920
And just as long as you know what the path looks like,

750
00:25:38.920 --> 00:25:39.920
then you can ask the question,

751
00:25:39.920 --> 00:25:42.200
what do I lack that that person has?

752
00:25:42.200 --> 00:25:44.080
And I think that's usually one of the more valuable

753
00:25:44.120 --> 00:25:47.520
questions, rather than envy and point in casting stones

754
00:25:47.520 --> 00:25:49.760
about why someone's ahead of you and why they were cheap.

755
00:25:49.760 --> 00:25:51.720
And you're actually a really virtuous person

756
00:25:51.720 --> 00:25:54.680
and they must be doing something negative to be ahead of you.

757
00:25:54.680 --> 00:25:56.080
Maybe they're just better than you.

758
00:25:56.080 --> 00:25:57.280
And if you can at least admit that

759
00:25:57.280 --> 00:25:58.480
and have the humility to do so,

760
00:25:58.480 --> 00:26:00.960
then you can create the deficit that you can then solve.

761
00:26:00.960 --> 00:26:01.800
I love it, man.

762
00:26:01.800 --> 00:26:03.760
I think what you're saying right now

763
00:26:03.760 --> 00:26:05.360
has the ability to change lives

764
00:26:05.360 --> 00:26:07.920
more than almost anything else that could be said.

765
00:26:07.920 --> 00:26:10.320
And it hits right at the core of like,

766
00:26:10.320 --> 00:26:13.280
you are actually in charge of your own success.

767
00:26:13.280 --> 00:26:15.360
If you take the responsibility for building skills,

768
00:26:15.360 --> 00:26:17.080
you just don't hear people talk about how important

769
00:26:17.080 --> 00:26:18.080
it is to have skills.

770
00:26:18.080 --> 00:26:20.640
Like you get that Napoleon dynamite complex, right?

771
00:26:20.640 --> 00:26:22.360
Girls like guys that have skills.

772
00:26:22.360 --> 00:26:23.520
I don't have any skills.

773
00:26:23.520 --> 00:26:27.640
But that's what we'll put you in the position of empowerment.

774
00:26:27.640 --> 00:26:29.680
It's not the net to get rich quiz scheme.

775
00:26:29.680 --> 00:26:31.240
It's not some clever marketer telling you

776
00:26:31.240 --> 00:26:32.680
you could have a Ferrari like me

777
00:26:32.680 --> 00:26:34.400
if you do this type of a thing.

778
00:26:34.400 --> 00:26:35.880
Like what you're trying to do

779
00:26:35.880 --> 00:26:37.120
when you're taking these courses

780
00:26:37.120 --> 00:26:39.800
or educating yourself really is building skills.

781
00:26:39.800 --> 00:26:41.160
And I think like you take anyone,

782
00:26:41.160 --> 00:26:42.280
you put them in a Jamba Juice

783
00:26:42.280 --> 00:26:43.560
and they're the blender tender.

784
00:26:43.560 --> 00:26:44.720
And they take the right approach

785
00:26:44.720 --> 00:26:47.040
and then they learn how to become a shift manager.

786
00:26:47.040 --> 00:26:48.960
And then from there they learn how to manage the other people

787
00:26:48.960 --> 00:26:50.640
and then they get put in charge of hiring

788
00:26:50.640 --> 00:26:52.080
and then they're looking at company books.

789
00:26:52.080 --> 00:26:53.160
And well, we can increase revenue

790
00:26:53.160 --> 00:26:56.040
if we sell up cinnamon bun with every smoothie or whatever.

791
00:26:56.040 --> 00:26:57.840
You're actually building skills that then they say,

792
00:26:57.840 --> 00:26:59.600
let me put you in charge of the whole Jamba Juice.

793
00:26:59.600 --> 00:27:02.280
Let me put you in charge of my other five Jamba Juice

794
00:27:02.280 --> 00:27:04.680
is now you learn how to franchise and you can buy a Jamba.

795
00:27:04.680 --> 00:27:06.480
I mean, that's literally kind of what you did.

796
00:27:06.480 --> 00:27:07.320
Yeah, I'm telling you.

797
00:27:07.320 --> 00:27:09.680
And this is the key to making it.

798
00:27:10.400 --> 00:27:12.960
And for everyone's always, I don't know where to start.

799
00:27:12.960 --> 00:27:14.360
Start with the money.

800
00:27:14.360 --> 00:27:15.600
Watch where the money goes.

801
00:27:15.600 --> 00:27:16.920
How does the money come in the door?

802
00:27:16.920 --> 00:27:19.560
Like you just have to watch the path of the money.

803
00:27:19.560 --> 00:27:22.320
Like from click to close, cradle to grave.

804
00:27:22.320 --> 00:27:23.480
So how does this person find out

805
00:27:23.480 --> 00:27:24.760
about whatever business you're working in?

806
00:27:24.760 --> 00:27:25.920
Like ask those questions.

807
00:27:25.920 --> 00:27:28.120
Like that is fundamentally what the understanding of business is.

808
00:27:28.120 --> 00:27:31.160
Is understanding how do I monetize raw attention?

809
00:27:31.160 --> 00:27:32.480
How do I get raw attention?

810
00:27:32.480 --> 00:27:33.720
How do I attract it towards me?

811
00:27:33.720 --> 00:27:35.160
How do I convert that attention

812
00:27:35.160 --> 00:27:37.760
in exchange goods and services for dollars?

813
00:27:37.760 --> 00:27:40.360
Right, how do I get that good and service person

814
00:27:40.360 --> 00:27:41.840
to come back and spend more money?

815
00:27:41.840 --> 00:27:44.680
Right, like if you know what that path of the money looks like

816
00:27:44.680 --> 00:27:45.880
and that's where you can ask,

817
00:27:45.880 --> 00:27:48.400
I remember when I actually was a smoothie blender tender

818
00:27:48.400 --> 00:27:50.920
because that's why it's exactly because I was born.

819
00:27:50.920 --> 00:27:54.240
I remember, if you're like, man, I haven't thought about that.

820
00:27:54.240 --> 00:27:55.360
It's okay, neither did I.

821
00:27:55.360 --> 00:27:56.200
You know what I mean?

822
00:27:56.200 --> 00:27:58.640
Like I worked for two years at a smoothie store

823
00:27:58.640 --> 00:28:01.680
and every day I would look at the total sales I would add it up

824
00:28:01.680 --> 00:28:03.120
and I never actually thought about.

825
00:28:03.120 --> 00:28:04.880
I never once multiplied it up

826
00:28:04.880 --> 00:28:06.440
to see what the monthly revenue was.

827
00:28:06.440 --> 00:28:07.480
It was just numbers to me.

828
00:28:07.520 --> 00:28:09.560
Like I didn't care, it just didn't matter.

829
00:28:09.560 --> 00:28:11.080
I just came in and clocked out.

830
00:28:11.080 --> 00:28:13.640
But like, I'm telling you now, sitting where I'm at,

831
00:28:13.640 --> 00:28:16.960
if I can save you that time, follow the money.

832
00:28:16.960 --> 00:28:18.400
If you can follow the money and get yourself closer

833
00:28:18.400 --> 00:28:19.520
to the money, you will become more valuable.

834
00:28:19.520 --> 00:28:20.800
And if you don't know how to get closer to the money,

835
00:28:20.800 --> 00:28:23.440
ask most business owners, even if they are small business owners,

836
00:28:23.440 --> 00:28:24.760
we'll know a little bit more than you.

837
00:28:24.760 --> 00:28:26.080
And in that, you can learn over.

838
00:28:26.080 --> 00:28:29.320
Yeah, do you think the owner of Smoothie King

839
00:28:29.320 --> 00:28:31.440
told the owner of John Medjuice,

840
00:28:31.440 --> 00:28:35.160
hey, man, you can't do Smoothie's or else we can't be friends?

841
00:28:35.160 --> 00:28:36.160
They probably are friends.

842
00:28:36.160 --> 00:28:40.440
But probably when they were starting up,

843
00:28:40.440 --> 00:28:44.360
but now it's both as companies are multiple decades old.

844
00:28:44.360 --> 00:28:45.560
Yeah, who knows?

845
00:28:45.560 --> 00:28:47.400
But yeah, I mean, it's funny, though,

846
00:28:47.400 --> 00:28:49.320
because like Ed said, it's like the 20 year,

847
00:28:49.320 --> 00:28:51.480
I can't wait to get into the 30 or 40 year club

848
00:28:51.480 --> 00:28:55.160
because you think about a guy who's 65 plus years old,

849
00:28:55.160 --> 00:28:57.920
do you see that guy shaking his fist at the other?

850
00:28:57.920 --> 00:28:58.760
No, of course not.

851
00:28:58.760 --> 00:29:01.640
He's old, so if you're gonna be that way eventually,

852
00:29:01.640 --> 00:29:02.560
why not be that way now?

853
00:29:02.560 --> 00:29:03.400
I agree.

854
00:29:03.400 --> 00:29:05.280
I'm competitive in my own respect,

855
00:29:05.640 --> 00:29:08.120
like I've had friends that have started similar things in me

856
00:29:08.120 --> 00:29:09.480
and they've come to me and they're like,

857
00:29:09.480 --> 00:29:11.720
hey, I just wanted to bring it up.

858
00:29:11.720 --> 00:29:14.040
Like, is it okay if I do this?

859
00:29:14.040 --> 00:29:17.160
I don't, I'm like, dude, I didn't invent Airbnb

860
00:29:17.160 --> 00:29:17.960
or short-term rental.

861
00:29:17.960 --> 00:29:20.040
I didn't invent investing in this city.

862
00:29:20.040 --> 00:29:21.840
I didn't invent this concept.

863
00:29:21.840 --> 00:29:22.840
You can do whatever you want

864
00:29:22.840 --> 00:29:24.880
because I got nothing again from being competitive

865
00:29:24.880 --> 00:29:26.760
with friends in this space, right?

866
00:29:26.760 --> 00:29:28.160
We can only help each other grow.

867
00:29:28.160 --> 00:29:30.600
There's a lot of people right on.

868
00:29:30.600 --> 00:29:32.360
And you also get into like psychographics,

869
00:29:32.360 --> 00:29:34.440
which is kind of interesting if you're a mass market thing,

870
00:29:34.720 --> 00:29:36.920
like anyone can do Airbnb, short-term rentals, right?

871
00:29:36.920 --> 00:29:39.040
So somebody might be attracted to you,

872
00:29:39.040 --> 00:29:40.000
someone would be attracted to me,

873
00:29:40.000 --> 00:29:41.040
someone would be attracted to David,

874
00:29:41.040 --> 00:29:42.440
someone would be attracted to Leyla.

875
00:29:42.440 --> 00:29:44.680
So like not only do you have demographic differences

876
00:29:44.680 --> 00:29:46.560
in terms of like who's the avatar that we're marketing to,

877
00:29:46.560 --> 00:29:48.480
but like psychographic, we have different values,

878
00:29:48.480 --> 00:29:49.720
we stand for different things.

879
00:29:49.720 --> 00:29:51.280
And so people are just naturally gonna just say like,

880
00:29:51.280 --> 00:29:52.600
I want this flavor of Airbnb,

881
00:29:52.600 --> 00:29:54.640
even though the actual mechanics might be the same.

882
00:29:54.640 --> 00:29:55.560
It's just I want this flavor

883
00:29:55.560 --> 00:29:56.600
because I just prefer this community

884
00:29:56.600 --> 00:29:57.440
and I prefer these values.

885
00:29:57.440 --> 00:29:59.840
This is more of my vibe, which is fine, you know?

886
00:29:59.840 --> 00:30:01.520
Really appreciate you sharing your experience here, Alex.

887
00:30:01.520 --> 00:30:04.160
This is like legit, really gold information.

888
00:30:04.280 --> 00:30:06.040
I think can change lines for lives,

889
00:30:06.040 --> 00:30:07.480
for those that have ears to hear.

890
00:30:07.480 --> 00:30:09.480
Please listen to this one again,

891
00:30:09.480 --> 00:30:11.040
let it sink into your heart,

892
00:30:11.040 --> 00:30:12.560
ask yourself those tough questions

893
00:30:12.560 --> 00:30:15.240
because this will get you more money than you would need

894
00:30:15.240 --> 00:30:17.240
and investing in real estate becomes a lot easier

895
00:30:17.240 --> 00:30:19.680
when you have a lot of capital to go do it.

896
00:30:19.680 --> 00:30:21.080
All right, we're gonna move on to the last segment

897
00:30:21.080 --> 00:30:21.920
of the show.

898
00:30:21.920 --> 00:30:24.520
This is the world famous, famous for.

899
00:30:25.520 --> 00:30:28.360
And this segment of the show we ask every guest the same

900
00:30:28.360 --> 00:30:30.720
for questions we will take turns firing them off at you.

901
00:30:30.720 --> 00:30:31.760
Question number one, Alex,

902
00:30:31.760 --> 00:30:35.400
what is your favorite real estate related book?

903
00:30:35.400 --> 00:30:37.240
Crushing it with real estate apartments.

904
00:30:37.240 --> 00:30:39.840
Wow, I'm impressed you had a book to say there.

905
00:30:39.840 --> 00:30:40.680
I was thinking you might be like,

906
00:30:40.680 --> 00:30:41.920
I don't do real estate, I do business.

907
00:30:41.920 --> 00:30:43.480
So I thought you were gonna say the burr book

908
00:30:43.480 --> 00:30:44.720
since you've read it before.

909
00:30:44.720 --> 00:30:47.400
Yeah, I've read probably five real estate books

910
00:30:47.400 --> 00:30:48.240
and that one is really good.

911
00:30:48.240 --> 00:30:49.160
It was really well written.

912
00:30:49.160 --> 00:30:50.560
The guy didn't sell anything.

913
00:30:50.560 --> 00:30:52.160
I was like, I like he had a really cool story.

914
00:30:52.160 --> 00:30:53.400
It's Brian Murray, right?

915
00:30:53.400 --> 00:30:55.200
I can't remember the author name, but it was Brian.

916
00:30:55.200 --> 00:30:57.600
It's black with a red, yeah, it's black with a red thing.

917
00:30:57.600 --> 00:30:58.440
That's him.

918
00:30:58.440 --> 00:31:00.440
Yeah, he partnered with my former co-host

919
00:31:00.600 --> 00:31:01.480
of this Brandon Turner.

920
00:31:01.480 --> 00:31:03.920
Oh, no, Brian is now the partner with him

921
00:31:03.920 --> 00:31:05.280
in his company ODC.

922
00:31:05.280 --> 00:31:06.800
They buy mobile home parks.

923
00:31:06.800 --> 00:31:07.640
Super cool.

924
00:31:07.640 --> 00:31:09.160
Yeah, yeah, and it was a good book.

925
00:31:09.160 --> 00:31:10.920
Okay, question number two,

926
00:31:10.920 --> 00:31:13.720
what is your favorite business book?

927
00:31:13.720 --> 00:31:15.280
For what stage in business?

928
00:31:15.280 --> 00:31:19.520
For someone just struggling with scaling, how about that?

929
00:31:19.520 --> 00:31:20.480
Struggling with scaling.

930
00:31:20.480 --> 00:31:23.960
I think Ready Fire Aim by what's his pen name?

931
00:31:23.960 --> 00:31:26.200
Mike Masterson, it's Mark Ford.

932
00:31:26.200 --> 00:31:27.920
He's the co-founder of Agora,

933
00:31:27.920 --> 00:31:30.080
which is a direct response giant.

934
00:31:30.080 --> 00:31:32.440
They do, I think, a billionaire.

935
00:31:32.440 --> 00:31:34.760
So he has a book that goes all the way up.

936
00:31:34.760 --> 00:31:36.960
He said it was a Ready Fire Aim.

937
00:31:36.960 --> 00:31:38.000
Ready Fire Aim, okay.

938
00:31:38.000 --> 00:31:39.640
Yeah, he talks about the transitions in business

939
00:31:39.640 --> 00:31:41.320
between each of those levels too.

940
00:31:41.320 --> 00:31:42.160
Okay, great.

941
00:31:42.160 --> 00:31:45.600
I always write down these books whenever people say it

942
00:31:45.600 --> 00:31:47.640
with the aspirations to read them one day.

943
00:31:47.640 --> 00:31:48.960
So got it on the list.

944
00:31:48.960 --> 00:31:51.240
I'll give you a flip side one.

945
00:31:51.240 --> 00:31:53.120
Any of the books by Patrick Lentzioni,

946
00:31:53.120 --> 00:31:54.840
he talks about operations.

947
00:31:54.840 --> 00:31:56.560
And fundamentally, that's why most,

948
00:31:56.560 --> 00:31:57.760
if you're talking scaling, right?

949
00:31:57.760 --> 00:31:58.600
That's people.

950
00:31:58.600 --> 00:32:00.000
And so those books are fables.

951
00:32:00.000 --> 00:32:00.960
So they're really light reads.

952
00:32:00.960 --> 00:32:02.160
You can read them in one setting.

953
00:32:02.160 --> 00:32:03.720
And they really teach really important lessons.

954
00:32:03.720 --> 00:32:06.400
The book called The Motive changed my life

955
00:32:06.400 --> 00:32:09.440
and is what got me to break through the, that plus,

956
00:32:09.440 --> 00:32:10.640
I was in a big reading mode

957
00:32:10.640 --> 00:32:13.000
because I just felt stuck at in the mid-30s

958
00:32:13.000 --> 00:32:13.840
and I couldn't get through.

959
00:32:13.840 --> 00:32:17.000
And that was among the books that most deeply,

960
00:32:17.000 --> 00:32:19.560
most profoundly shifted how I acted as an entrepreneur.

961
00:32:19.560 --> 00:32:20.400
Awesome, man.

962
00:32:20.400 --> 00:32:21.920
Question number three.

963
00:32:21.920 --> 00:32:24.480
When you're not out there building $100 million

964
00:32:24.480 --> 00:32:27.880
gym empires, what are some of your hobbies?

965
00:32:27.880 --> 00:32:28.880
I don't have many.

966
00:32:28.880 --> 00:32:31.640
I work out, I work, I eat.

967
00:32:31.640 --> 00:32:33.280
That's most of what I do.

968
00:32:33.280 --> 00:32:35.000
Actually, this is very topical

969
00:32:35.000 --> 00:32:37.640
because I am somewhat known on the internet

970
00:32:37.640 --> 00:32:39.440
as the Chipotle guy.

971
00:32:39.440 --> 00:32:42.480
And then I recently saw that you posted,

972
00:32:42.480 --> 00:32:45.640
you ate at Chipotle 500 times in a year one time,

973
00:32:45.640 --> 00:32:47.480
which is that actually does put me to shame

974
00:32:47.480 --> 00:32:50.920
and embarrassed me that I haven't done that before.

975
00:32:50.920 --> 00:32:53.960
Yeah, I did, because I was a single guy.

976
00:32:53.960 --> 00:32:56.880
And so it was way more efficient for me, money,

977
00:32:56.880 --> 00:32:58.400
like the amount of time it takes

978
00:32:58.400 --> 00:33:01.320
to grocery shop, prep, cook, lean, et cetera.

979
00:33:01.320 --> 00:33:03.520
It was way easier for me to just get Chipotle twice a day.

980
00:33:03.520 --> 00:33:05.280
And the end of the day, Chipotle was easy

981
00:33:05.280 --> 00:33:06.440
because it didn't track from work.

982
00:33:06.440 --> 00:33:08.120
So the only thing I really had to do was the lunch Chipotle

983
00:33:08.120 --> 00:33:08.960
and I didn't eat breakfast.

984
00:33:08.960 --> 00:33:12.080
So I would just go, nothing, bowl, nothing, bowl,

985
00:33:12.080 --> 00:33:13.040
and that was all I ate.

986
00:33:13.040 --> 00:33:15.080
I didn't even have anything in my fridge besides egg whites,

987
00:33:15.080 --> 00:33:18.520
Coke Zero, Red Bull, and Johnny Walker Black Web.

988
00:33:18.520 --> 00:33:19.360
It makes sense though,

989
00:33:19.360 --> 00:33:20.840
because when you're making a certain amount of money,

990
00:33:20.840 --> 00:33:22.840
it might be a $20,000 lunch that you just ate

991
00:33:22.840 --> 00:33:25.080
if you had to go to the grocery store and you had to shop

992
00:33:25.080 --> 00:33:26.360
and you had to come cook your food.

993
00:33:26.360 --> 00:33:29.240
So that makes a lot of sense.

994
00:33:29.240 --> 00:33:30.280
All right, last question from me.

995
00:33:30.280 --> 00:33:32.960
In your opinion, what sets apart successful entrepreneurs

996
00:33:32.960 --> 00:33:35.320
from those who give up fail or never get started?

997
00:33:35.320 --> 00:33:37.280
The ability to deal with short-term discomfort

998
00:33:37.280 --> 00:33:39.280
for long-term achievement.

999
00:33:39.280 --> 00:33:40.680
That comes through everything.

1000
00:33:40.680 --> 00:33:43.080
It's like if you literally boil success down in any field,

1001
00:33:43.080 --> 00:33:45.280
it's just the ability to endure

1002
00:33:45.280 --> 00:33:47.720
short-term discomfort for long-term achievement.

1003
00:33:47.720 --> 00:33:48.720
Whether you wanna lose weight,

1004
00:33:48.720 --> 00:33:50.080
whether you wanna have a good marriage,

1005
00:33:50.080 --> 00:33:51.640
whether you wanna be a good leader,

1006
00:33:51.640 --> 00:33:52.680
whether you wanna have a six pack,

1007
00:33:52.680 --> 00:33:53.720
whether you wanna make money,

1008
00:33:53.720 --> 00:33:55.480
it's like you have to be willing to endure

1009
00:33:55.480 --> 00:33:57.440
short-term sacrifice for a long-term achievement.

1010
00:33:57.440 --> 00:34:00.360
Okay, that is very good because me and David

1011
00:34:00.360 --> 00:34:02.640
are currently both working on our six packs,

1012
00:34:02.640 --> 00:34:05.800
so it really took us a lot to heart.

1013
00:34:05.800 --> 00:34:08.320
I'm sorry, I'm with the four pack first, you know?

1014
00:34:08.320 --> 00:34:11.240
Got some, got the other way to go there.

1015
00:34:11.240 --> 00:34:13.280
Okay, and then last one for Alex,

1016
00:34:13.280 --> 00:34:15.240
where can people find out more about you

1017
00:34:15.240 --> 00:34:18.160
or what you're doing all on the internet?

1018
00:34:18.160 --> 00:34:20.000
I have a podcast called The Game,

1019
00:34:20.000 --> 00:34:22.360
so you can just search the game on any place

1020
00:34:22.360 --> 00:34:23.480
that you listen to podcasts,

1021
00:34:23.480 --> 00:34:25.640
Spotify, Apple, all that jazz,

1022
00:34:25.640 --> 00:34:26.920
Stitcher, all the weird ones.

1023
00:34:26.920 --> 00:34:28.400
We're on all of them now.

1024
00:34:28.400 --> 00:34:29.840
That's the best thing, and if you like videos,

1025
00:34:29.840 --> 00:34:31.240
we have a pretty good YouTube channel,

1026
00:34:31.240 --> 00:34:33.520
and we're on all the social medias,

1027
00:34:33.520 --> 00:34:36.320
so search my name, Alex from Rosie, and you should find me.

1028
00:34:36.320 --> 00:34:39.360
Go do it everybody, go subscribe to his YouTube channel.

1029
00:34:39.360 --> 00:34:40.520
Yeah, I don't know, I haven't,

1030
00:34:40.520 --> 00:34:41.800
I've said this a watch your channel.

1031
00:34:41.800 --> 00:34:43.360
It's been really cool to see you blow up, man.

1032
00:34:43.360 --> 00:34:45.400
You're like the YouTube poster child

1033
00:34:45.400 --> 00:34:46.880
for all entrepreneurs out there,

1034
00:34:46.880 --> 00:34:48.840
so very much appreciate all the content

1035
00:34:48.840 --> 00:34:50.320
that you put out there.

1036
00:34:50.320 --> 00:34:51.160
David, what about you, man?

1037
00:34:51.160 --> 00:34:52.000
Where can people find you?

1038
00:34:52.040 --> 00:34:54.120
Online at David Green 24 on YouTube

1039
00:34:54.120 --> 00:34:55.720
at David Green real estate,

1040
00:34:55.720 --> 00:34:57.280
and on bigger pockets everywhere,

1041
00:34:57.280 --> 00:34:58.800
so you can message me on there.

1042
00:34:58.800 --> 00:35:01.320
If you have any questions for me, Rob, how about you?

1043
00:35:01.320 --> 00:35:04.160
You can find me on the YouTubes at Robbilt

1044
00:35:04.160 --> 00:35:05.440
on Instagram at Robbilt,

1045
00:35:05.440 --> 00:35:07.880
and then if you want to see me do crazy little cute dances

1046
00:35:07.880 --> 00:35:10.440
on TikTok, find me at Robbilt, though.

1047
00:35:10.440 --> 00:35:11.440
I'm just getting out.

1048
00:35:11.440 --> 00:35:13.640
Alex, last, I lied, I have one more question for you.

1049
00:35:13.640 --> 00:35:16.160
How long do you anticipate we have to endure before

1050
00:35:16.160 --> 00:35:19.080
we stop having to look at the little like TikTok

1051
00:35:19.080 --> 00:35:20.320
pointing at bubbles thing?

1052
00:35:20.800 --> 00:35:23.080
I'm losing my mind every time I see these now.

1053
00:35:23.080 --> 00:35:24.080
Yeah, it's really interesting,

1054
00:35:24.080 --> 00:35:26.880
because we've grown a decent amount.

1055
00:35:26.880 --> 00:35:28.640
I mean, we started September of last year,

1056
00:35:28.640 --> 00:35:30.240
so we're almost coming in on a year.

1057
00:35:30.240 --> 00:35:31.520
I think we've grown 400,000,

1058
00:35:31.520 --> 00:35:33.400
or something like that as of today,

1059
00:35:33.400 --> 00:35:34.880
in that period of time from zero.

1060
00:35:34.880 --> 00:35:36.560
And I didn't do any dances ever.

1061
00:35:36.560 --> 00:35:39.520
And so I think people look at,

1062
00:35:39.520 --> 00:35:41.040
because it was musically before this.

1063
00:35:41.040 --> 00:35:42.920
So it made sense that there was a little bit more dancing

1064
00:35:42.920 --> 00:35:45.840
kind of embedded in the culture of it,

1065
00:35:45.840 --> 00:35:47.480
but fundamentally it's not a dancing app.

1066
00:35:47.480 --> 00:35:48.840
It's a short form video app.

1067
00:35:48.880 --> 00:35:51.800
And so I think it's just about whether you can deliver value

1068
00:35:51.800 --> 00:35:53.960
in an entertaining way in 60 seconds or less.

1069
00:35:53.960 --> 00:35:56.760
And so the dancing is just like a non,

1070
00:35:56.760 --> 00:35:57.880
like when I see business people

1071
00:35:57.880 --> 00:36:00.040
or like lawyers doing dances of like five things

1072
00:36:00.040 --> 00:36:01.040
you need before you do a deal.

1073
00:36:01.040 --> 00:36:02.160
It's like due diligence.

1074
00:36:02.160 --> 00:36:04.560
And like I just, you know what I mean?

1075
00:36:04.560 --> 00:36:06.560
Like, you don't need to dance at point.

1076
00:36:06.560 --> 00:36:08.080
Just talk to like about the five things

1077
00:36:08.080 --> 00:36:09.720
and how you do it and keep it under 60 seconds

1078
00:36:09.720 --> 00:36:10.960
and you've got a TikTok, you know what I mean?

1079
00:36:10.960 --> 00:36:13.880
And so I think it's people misunderstanding the platform.

1080
00:36:13.880 --> 00:36:15.920
And this is by no means me being some social media expert,

1081
00:36:15.920 --> 00:36:17.240
but just at least my understanding of

1082
00:36:17.280 --> 00:36:18.760
as it currently stands, as it currently is,

1083
00:36:18.760 --> 00:36:20.840
it's just like, it's just short form video.

1084
00:36:20.840 --> 00:36:23.280
And then you just know that there's a slightly different demo

1085
00:36:23.280 --> 00:36:24.680
there and trying to cater it a little bit more.

1086
00:36:24.680 --> 00:36:27.040
Like my general things about marriage and food

1087
00:36:27.040 --> 00:36:29.400
and fitness tend to do better than my business stuff,

1088
00:36:29.400 --> 00:36:30.840
but it's also probably because the audience

1089
00:36:30.840 --> 00:36:33.560
in general is a little bit younger probably.

1090
00:36:33.560 --> 00:36:35.120
But it'll age up, you know, in five years

1091
00:36:35.120 --> 00:36:36.600
they'll all be starting their businesses

1092
00:36:36.600 --> 00:36:37.800
and hopefully, you know, they'll be able

1093
00:36:37.800 --> 00:36:38.640
to get some value from it.

1094
00:36:38.640 --> 00:36:39.640
Did you hear that people?

1095
00:36:39.640 --> 00:36:41.880
You don't have to dance and point at bubbles

1096
00:36:41.880 --> 00:36:42.880
that have a little piece of,

1097
00:36:42.880 --> 00:36:44.720
please share this video, make it go viral,

1098
00:36:44.720 --> 00:36:48.040
get out collectively, we can end this horrible trend

1099
00:36:48.040 --> 00:36:51.320
that makes me want to poke my own eye out every single time

1100
00:36:51.320 --> 00:36:52.880
I see these things in the way.

1101
00:36:52.880 --> 00:36:54.040
I think it might be a realtor thing.

1102
00:36:54.040 --> 00:36:55.160
I follow a lot of realtor's in there.

1103
00:36:55.160 --> 00:36:56.000
A lot of realtor's in there.

1104
00:36:56.000 --> 00:36:57.960
Oh, that's what I'm supposed to do.

1105
00:36:57.960 --> 00:37:01.560
Oh, I'm going to start making exclusively that content

1106
00:37:01.560 --> 00:37:03.000
and then tagging both of you in it.

1107
00:37:05.000 --> 00:37:06.360
All right, Alex, thank you very much, man.

1108
00:37:06.360 --> 00:37:07.360
We really appreciate you.

1109
00:37:07.360 --> 00:37:08.360
We're going to let you get out of here.

1110
00:37:08.360 --> 00:37:09.680
Rob, I know you love when I do this.

1111
00:37:09.680 --> 00:37:11.160
Any last words before we go?

1112
00:37:11.160 --> 00:37:13.680
No, man, no, no final words other than things

1113
00:37:13.960 --> 00:37:18.240
for coming on and I watch all your TikToks.

1114
00:37:18.240 --> 00:37:19.080
There you go.

1115
00:37:19.080 --> 00:37:19.920
Appreciate you guys.

1116
00:37:19.920 --> 00:37:21.560
Thank you so much for having me into the audience.

1117
00:37:21.560 --> 00:37:24.480
I hope you were able to get some return on your attention.

1118
00:37:24.480 --> 00:37:25.600
I know that's all of our hopes.

1119
00:37:25.600 --> 00:37:26.760
So thank you so much.