WEBVTT 1 00:00:00.000 --> 00:00:05.280 My entire goal of this podcast right now is to reset your expectations of the amount 2 00:00:05.280 --> 00:00:07.520 of preparation that it takes to be good. 3 00:00:07.520 --> 00:00:09.600 People are like, why isn't it working for me? 4 00:00:09.600 --> 00:00:13.480 It's not working for you because you're not working nearly as what is required to get 5 00:00:13.480 --> 00:00:17.360 that level of output. 6 00:00:17.360 --> 00:00:19.680 The wealthiest people in the world see business as a game. 7 00:00:19.680 --> 00:00:23.080 This podcast, the game, is my attempt at documenting the lessons I've learned on my way to building 8 00:00:23.080 --> 00:00:25.720 acquisition.com into a billion dollar portfolio. 9 00:00:25.720 --> 00:00:28.520 My hope is that you use the lessons to grow your business and maybe someday soon partner 10 00:00:28.520 --> 00:00:30.200 with us to get to a hundred million dollars and beyond. 11 00:00:30.200 --> 00:00:36.680 I hope you share and enjoy. 12 00:00:36.680 --> 00:00:42.180 Today's topic is going to be preparation within the context of work and how most of you are 13 00:00:42.180 --> 00:00:46.200 under-prepared and are thinking about it as though it's anxiety. 14 00:00:46.200 --> 00:00:49.840 You think that you have imposter syndrome when the reality is you just haven't prepped 15 00:00:49.840 --> 00:00:50.840 nearly enough. 16 00:00:50.840 --> 00:00:54.640 And so what I want to do today is actually reset your bar for what preparation looks like 17 00:00:54.640 --> 00:00:57.400 for the highest achieving people that I know within different contexts. 18 00:00:57.400 --> 00:01:02.020 Whether that's sales, marketing, content, whatever, customer success, all of these 19 00:01:02.020 --> 00:01:04.040 contexts have different types of prep. 20 00:01:04.040 --> 00:01:08.160 There's two different ways to prep that I'll talk about and give some tactics that you 21 00:01:08.160 --> 00:01:12.520 can use and maybe send to your team as well because hey, if they prep more, you'll make 22 00:01:12.520 --> 00:01:13.520 more. 23 00:01:13.520 --> 00:01:17.120 A lot of people know the saying, ounce of prevention is where the pound of cure. 24 00:01:17.120 --> 00:01:22.520 Well, I think the same is true in sales and customer success, in marketing, in making 25 00:01:22.520 --> 00:01:23.520 content. 26 00:01:23.600 --> 00:01:27.000 Like an ounce of prep is where the pound of posts, right? 27 00:01:27.000 --> 00:01:30.400 And I've never heard that said, but I'm going to coin it myself. 28 00:01:30.400 --> 00:01:33.800 And so I want to share a couple of quick hitting quotes and then I'll get into like really 29 00:01:33.800 --> 00:01:37.760 tactical stuff that's really helped me make the most of prep in the shortest period of 30 00:01:37.760 --> 00:01:39.480 time to make the most money. 31 00:01:39.480 --> 00:01:42.880 So more important than the will to win is the will to prepare. 32 00:01:42.880 --> 00:01:48.840 I think that's wooden or it's Vince Lombardi or either way, it's one of those guys. 33 00:01:48.840 --> 00:01:52.640 Then you've got on one side, this massive camp of people who want to win and then you've 34 00:01:52.640 --> 00:01:58.080 got people who want to do what it takes to win, which is a tiny, tiny, itty bitty camp. 35 00:01:58.080 --> 00:02:00.480 This one I heard from Jimmy Carr, which I love. 36 00:02:00.480 --> 00:02:04.360 Everyone is jealous of what you've got known as jealous of how you got it, which I just 37 00:02:04.360 --> 00:02:05.680 love. 38 00:02:05.680 --> 00:02:11.040 And this is me rewording the Navy seal one, which is we don't rise to the level of our expectation. 39 00:02:11.040 --> 00:02:13.240 We fall to the level of our preparation. 40 00:02:13.240 --> 00:02:15.840 I like that, that phrasing of it. 41 00:02:15.840 --> 00:02:19.080 And my personal one, you'd be amazed at how much money you can look with 20 minutes of 42 00:02:19.080 --> 00:02:20.080 prep. 43 00:02:20.080 --> 00:02:23.560 And so what I want to do is actually just reset the expectations about how much work you 44 00:02:23.560 --> 00:02:26.240 have to do to get good. 45 00:02:26.240 --> 00:02:30.280 And one of the biggest benefits I've gotten for prep sounds like a couple quick stories 46 00:02:30.280 --> 00:02:32.520 that I'll maybe set this up for you. 47 00:02:32.520 --> 00:02:35.280 And I do want to differentiate between two types of preparation. 48 00:02:35.280 --> 00:02:38.920 So you've got preparation for things that you do all the time. 49 00:02:38.920 --> 00:02:42.960 So like meetings, like if you have a sales meeting or you have a meeting with your company, 50 00:02:42.960 --> 00:02:45.800 meeting with your employees, those are things that you do on a regular basis. 51 00:02:45.800 --> 00:02:48.440 And I think there's a different type of preparation that we do for that. 52 00:02:48.440 --> 00:02:51.080 And then you have things, how you prepare to do something that you've never done before 53 00:02:51.080 --> 00:02:53.360 that you're doing for the first time, which is a different type of preparation. 54 00:02:53.360 --> 00:02:55.040 So I'm going to delineate both of those. 55 00:02:55.040 --> 00:02:56.040 All right. 56 00:02:56.040 --> 00:03:00.480 Now, I'll give you an example of like a resetting that just recently happened for me. 57 00:03:00.480 --> 00:03:03.800 So I'm obviously very big on the amount of reps that it takes. 58 00:03:03.800 --> 00:03:08.080 Like volume negates luck is the is the number one quote that we have in the sales team 59 00:03:08.080 --> 00:03:11.640 wall, so that the guys understand like it's just about the reps. 60 00:03:11.640 --> 00:03:12.720 And we just say it all the time. 61 00:03:12.720 --> 00:03:16.360 It's repeated over and over again, because we also believe repetition of the same beliefs 62 00:03:16.360 --> 00:03:20.640 is something that will drive them to remember this thing, because we need to be reminded 63 00:03:20.640 --> 00:03:22.000 more than we need to be taught. 64 00:03:22.000 --> 00:03:27.080 But recently, even getting into this content game, this is about a year ago, I was talking 65 00:03:27.080 --> 00:03:28.080 to Eric. 66 00:03:28.080 --> 00:03:32.560 And so Eric's a content creator who has 10, 15 million subscribers, something like that 67 00:03:32.560 --> 00:03:34.040 on YouTube. 68 00:03:34.040 --> 00:03:39.600 And we were saying, I was like, hey, what can we do to make our YouTube videos better? 69 00:03:39.600 --> 00:03:44.800 And so he said, oh, just send me over your prep case for the videos. 70 00:03:44.800 --> 00:03:47.400 And I was like, what do you mean? 71 00:03:47.400 --> 00:03:49.560 And I was like, you mean like the notes on my phone? 72 00:03:49.560 --> 00:03:50.560 He was like, no. 73 00:03:50.560 --> 00:03:52.440 And I was like, can you send me one of yours? 74 00:03:52.440 --> 00:03:54.080 So I know what you're talking about. 75 00:03:54.080 --> 00:03:58.280 And so he sends me his most recent prep for one of his videos. 76 00:03:58.280 --> 00:04:03.720 And it was like 22 pages for like a 15 minute video. 77 00:04:03.720 --> 00:04:07.200 And I was like, oh, okay. 78 00:04:07.200 --> 00:04:13.000 So my understanding of how much work it takes to do something at this level is wildly 79 00:04:13.000 --> 00:04:16.720 under what the reality of it is at that level. 80 00:04:16.720 --> 00:04:20.880 And so I attended something, he invited me to like a little creator meetup with some 81 00:04:20.880 --> 00:04:22.480 of the biggest guys on YouTube. 82 00:04:22.480 --> 00:04:26.360 I'll just say this way, you would know everybody in the room. 83 00:04:26.360 --> 00:04:29.960 And when we were there, they were all discussing how much time it took them to prep for videos. 84 00:04:29.960 --> 00:04:34.400 And a lot of these guys were spending two, three, four straight weeks of 12 hours a day 85 00:04:34.400 --> 00:04:37.880 to make one video per month. 86 00:04:37.880 --> 00:04:41.560 And I will tell you this is that it was in no way surprising to me after going there 87 00:04:41.560 --> 00:04:48.440 for two days, what it took and why those guys were the number one in that industry 88 00:04:48.440 --> 00:04:51.200 for making content that was exceptional. 89 00:04:51.200 --> 00:04:55.600 And so it completely reset my standard, reset my bar for how much preparation was required 90 00:04:55.600 --> 00:04:56.600 to be exceptional. 91 00:04:56.600 --> 00:04:59.960 And it was because, and this is why it's so silly for me, because I feel like I keep 92 00:04:59.960 --> 00:05:04.120 learning and relearning the same lessons, but just in new domains, is that the people 93 00:05:04.120 --> 00:05:06.880 who are doing way better than you are just working so much harder. 94 00:05:06.880 --> 00:05:10.360 And the things that people think that someone's working like two times as hard or three 95 00:05:10.440 --> 00:05:12.120 times as hard, because we tend to think in increments. 96 00:05:12.120 --> 00:05:14.120 We're like, okay, well, I work, I work this much. 97 00:05:14.120 --> 00:05:17.200 Someone must be doing twice as much work, but it's not even close to that. 98 00:05:17.200 --> 00:05:19.960 These guys are doing like literally a hundred times the work. 99 00:05:19.960 --> 00:05:25.480 And it's not only that, they have a team of 10 people spending four weeks to prepare 100 00:05:25.480 --> 00:05:29.720 one 15 minute video, like the order of magnitude in terms of effort there to you multiply 101 00:05:29.720 --> 00:05:34.320 by 10 times, times 12 hours a day, times four weeks, all of a sudden, you really are 102 00:05:34.320 --> 00:05:41.320 at 1,000 times the work, 1,500 times the work, to create to be fair, an outcome that is 103 00:05:41.320 --> 00:05:46.120 1,500 or 10,000 times better than the average YouTube video or whatever it is that you're 104 00:05:46.120 --> 00:05:47.120 making. 105 00:05:47.120 --> 00:05:49.760 And obviously, I'm just using this as a content example, but it applies to anything. 106 00:05:49.760 --> 00:05:53.080 It applies to sales meetings, it applies to how you prep for a date, it applies to how 107 00:05:53.080 --> 00:05:55.160 you meet the parents or the in-laws. 108 00:05:55.160 --> 00:05:57.360 And so, let's tell you a second story. 109 00:05:57.360 --> 00:06:04.200 So I used to do some consulting stuff and I had a guy who was a friend, I was like, you 110 00:06:04.200 --> 00:06:07.640 know, business acquaintance, who said, hey, man, I would love it if we could spend a 111 00:06:07.640 --> 00:06:08.640 day together. 112 00:06:08.640 --> 00:06:09.640 And I was like, I really do that. 113 00:06:09.640 --> 00:06:13.120 And he's like, just name a price and I said, fine, actually, total fun side note story 114 00:06:13.120 --> 00:06:14.120 with this. 115 00:06:14.120 --> 00:06:16.360 I was like, fine, I'll do it for 50 grand. 116 00:06:16.360 --> 00:06:17.360 This was ages ago. 117 00:06:17.360 --> 00:06:21.400 And he said, he said, how about, how about 35? 118 00:06:21.400 --> 00:06:23.000 And I said, how about 75? 119 00:06:23.000 --> 00:06:24.400 And he was like, all right, 50 is cool. 120 00:06:24.400 --> 00:06:25.600 And I was like, all right. 121 00:06:25.600 --> 00:06:28.720 And so just a side note, when someone says, hey, can you do it for less? 122 00:06:28.720 --> 00:06:30.560 You can always say, hey, I can do it for more. 123 00:06:30.560 --> 00:06:33.840 And every single time I have used that, overcome, it has worked. 124 00:06:33.840 --> 00:06:36.240 So right now it's like 100% overcome for using that. 125 00:06:36.240 --> 00:06:40.200 Highly recommend using it in a sales situation because people are like, okay, I got it, 126 00:06:40.200 --> 00:06:41.200 understood. 127 00:06:41.200 --> 00:06:42.200 Like, oh, that's your price, right? 128 00:06:42.200 --> 00:06:46.000 I hate negotiating on that stuff, or rather, I just refuse to. 129 00:06:46.000 --> 00:06:49.160 So that was story number two, or sorry, first half of story number two, it's a consult 130 00:06:49.160 --> 00:06:50.160 together. 131 00:06:50.160 --> 00:06:55.040 So when I did that day, what I did was I started them morning, I think that we were 132 00:06:55.040 --> 00:06:56.880 going to start meeting at nine. 133 00:06:56.880 --> 00:07:02.280 And so I woke up at five and I spent four hours reviewing his business, right? 134 00:07:02.280 --> 00:07:04.000 Because I figured my day was going to be shot. 135 00:07:04.000 --> 00:07:05.000 This is going to be my day. 136 00:07:05.000 --> 00:07:06.280 I'm not going to try and do anything else. 137 00:07:06.280 --> 00:07:11.000 And so I spent the four hours prepping and I came in to the day with I think four or 138 00:07:11.000 --> 00:07:15.040 five pages of notes of like, okay, here are things we could do here that would be better. 139 00:07:15.040 --> 00:07:16.240 Here's things on your follow up sequence. 140 00:07:16.240 --> 00:07:19.040 Here's things on the on your on your on your landing pages. 141 00:07:19.040 --> 00:07:20.920 Here are things that you can do from a content. 142 00:07:20.920 --> 00:07:23.800 Here's how I think your CTAs can be better, all of this stuff, right? 143 00:07:23.800 --> 00:07:25.320 And so I came in with it. 144 00:07:25.320 --> 00:07:30.160 And the next like four hours, I just spent showing him what I had spent the morning 145 00:07:30.160 --> 00:07:31.160 going over. 146 00:07:31.160 --> 00:07:36.880 And at the end of the day, he was like, I have genuinely never had anyone come this prepared 147 00:07:36.880 --> 00:07:37.880 to something. 148 00:07:37.880 --> 00:07:40.200 And to me, I was like, it was four hours of prep. 149 00:07:40.200 --> 00:07:43.680 It wasn't like a crazy, you know, to me four hours of prep is nothing, you know, I mean, 150 00:07:43.680 --> 00:07:45.080 in terms of work. 151 00:07:45.080 --> 00:07:49.440 But it was really confirming because this guy obviously had the money to spend 50 grand 152 00:07:49.440 --> 00:07:53.080 for a day or whatever and that he had not had that type. 153 00:07:53.080 --> 00:07:55.120 I was like, it still bewilders me. 154 00:07:55.120 --> 00:08:02.160 And I see that more so that it is remarkable how low the bar is to beat everyone else. 155 00:08:02.160 --> 00:08:04.360 And so that's what I take that is my takeaway from that. 156 00:08:04.360 --> 00:08:08.600 Like on one hand, you've got air act and some of these super craters who are spending thousands 157 00:08:08.600 --> 00:08:10.840 of hours on a one single piece of content. 158 00:08:10.840 --> 00:08:14.760 But I think if you like do consulting or you do some sort of work or you do the same 159 00:08:14.760 --> 00:08:18.000 thing over and over again, like you can have like a four to one ratio. 160 00:08:18.000 --> 00:08:20.680 If I go into a meeting and it's a 60 minute meeting, you can take 15 minutes before 161 00:08:20.680 --> 00:08:22.400 you get into the meeting. 162 00:08:22.680 --> 00:08:25.160 I think like a four to one ratio is really our one to four ratio. 163 00:08:25.160 --> 00:08:29.360 Like if it's a eight hour day, spending two hours, if it's a 60 minute meeting, 164 00:08:29.360 --> 00:08:32.960 spending 15 minutes, the 20 minute meeting, spending five minutes before you get on, 165 00:08:33.720 --> 00:08:38.400 we'll make the 20 minutes to three times more effective by just having that little bit 166 00:08:38.400 --> 00:08:40.240 of block to say, who's on this meeting? 167 00:08:40.360 --> 00:08:41.560 What's the background of this? 168 00:08:41.560 --> 00:08:42.320 What's the agenda? 169 00:08:42.320 --> 00:08:43.480 What problem we're trying to solve? 170 00:08:43.720 --> 00:08:48.360 It just it just absolutely focuses you and makes you a driver in the meeting. 171 00:08:48.360 --> 00:08:50.320 I can just absolutely like promise you that. 172 00:08:50.960 --> 00:08:55.360 Now, third one, when we have founders who come into the portfolio, 173 00:08:55.360 --> 00:08:59.000 so when we invest in a company, one of the things that happens most commonly is 174 00:08:59.000 --> 00:09:01.040 a lot of them are running paid ads or they start running paid ads. 175 00:09:01.040 --> 00:09:01.520 So it's either way. 176 00:09:01.520 --> 00:09:05.560 So either they're running ads and they hit some sort of plateau or they want to get into 177 00:09:05.560 --> 00:09:06.080 running ads. 178 00:09:06.320 --> 00:09:09.800 And so I'll tell you the story that I explained to almost all of them, which is, 179 00:09:10.440 --> 00:09:13.600 I say, all right, how many, you know, what do you, what do you guys spend in today? 180 00:09:13.600 --> 00:09:15.200 And they're like, all right, we're spending five thousand a day. 181 00:09:15.240 --> 00:09:15.760 Okay, fine. 182 00:09:16.160 --> 00:09:20.000 So how many new ads are you making per week? 183 00:09:20.120 --> 00:09:22.960 And a lot of times they're like, oh, we record ads once a month. 184 00:09:22.960 --> 00:09:24.240 And I'm like, okay, well, how many ads do you make? 185 00:09:24.240 --> 00:09:26.920 They're like, usually five or seven ads. 186 00:09:26.920 --> 00:09:27.560 And I'm like, okay. 187 00:09:28.160 --> 00:09:29.520 So let me give you some context. 188 00:09:30.160 --> 00:09:36.600 We make about 30 ads a week new and that's new unique video. 189 00:09:36.600 --> 00:09:37.920 Now, that's not repurposing of that. 190 00:09:37.920 --> 00:09:43.000 That's 30 core pieces, which then get zillion down in terms of like, 191 00:09:43.000 --> 00:09:45.280 let's take the hook for number one and put his number three. 192 00:09:45.520 --> 00:09:46.680 And then redo the same video. 193 00:09:46.680 --> 00:09:50.080 Those would be permutations that go from 30 to like a hundred pieces of creative. 194 00:09:50.640 --> 00:09:55.240 And as soon as I explained that, they're like, oh, I was like, so you're doing five to seven 195 00:09:55.240 --> 00:09:58.440 and you're complaining that you can't scale, but the reality is that you just can't scale 196 00:09:58.440 --> 00:09:59.920 given this level of creative. 197 00:10:00.120 --> 00:10:03.440 Like if you're a creative is a five out of 10, you can get to five thousand a day 198 00:10:03.440 --> 00:10:06.640 profitably, but you're not going to get to 50,000 a day profitably because you're not 199 00:10:06.640 --> 00:10:12.760 getting that one out of a hundred ad that can scale to colder audiences or newer people. 200 00:10:12.960 --> 00:10:18.360 And so it's just the like, if you have a mediocre ad, like many of you guys to start running ads 201 00:10:18.360 --> 00:10:21.640 are like, oh, I get it to a hundred dollars a day, but I can't get it to be profitable 202 00:10:21.640 --> 00:10:22.640 at five hundred dollars a day. 203 00:10:22.880 --> 00:10:26.680 It's like, yeah, because your ad is so bad it can only go to the absolute hottest audience. 204 00:10:26.880 --> 00:10:30.440 And then as soon as it goes outside of that very hot audience that kind of knows you 205 00:10:30.440 --> 00:10:32.760 a little bit, it stops working, right? 206 00:10:32.840 --> 00:10:35.520 And so if you had, if you went from a five out of 10 ad to a seven out of 10 ad, 207 00:10:35.520 --> 00:10:37.560 then all of a sudden, it's like, oh, I can get to five hundred dollars a day. 208 00:10:37.800 --> 00:10:40.920 And if you get to an eight out of a 10 ad, you can go to a five thousand dollars a day, right? 209 00:10:40.920 --> 00:10:44.440 But the nine out of 10 out of 10 ads, like that's what converts the world. 210 00:10:44.560 --> 00:10:48.920 But in order to get that 10 out of 10 ad, you have to do so much more preparation before you 211 00:10:48.920 --> 00:10:52.360 do the ads and actual total volume of work of doing the ads itself. 212 00:10:52.360 --> 00:10:56.880 And so I share this stuff because my entire goal of this podcast right now is to reset 213 00:10:56.880 --> 00:11:00.560 your expectations of the amount of preparation that it takes to be good. 214 00:11:01.320 --> 00:11:02.800 Because it's so easy. 215 00:11:03.120 --> 00:11:07.000 It's like mediocrity is the is so easy to do because you just do something. 216 00:11:07.000 --> 00:11:08.480 And hey, anything's better than nothing. 217 00:11:08.480 --> 00:11:10.400 So if you're doing nothing, then absolutely start. 218 00:11:10.560 --> 00:11:14.640 But what happens is people are like, why isn't it working for me? 219 00:11:14.920 --> 00:11:18.520 And it's not working for you because you're not working nearly as much as you, 220 00:11:18.680 --> 00:11:22.080 as what is required to get that level of output, right? 221 00:11:22.680 --> 00:11:24.440 So let me tell you a different story. 222 00:11:24.560 --> 00:11:28.920 So I had a buddy of mine's a billionaire and he wants to start making content, 223 00:11:28.920 --> 00:11:32.720 which is I am a huge proponent of this because he actually has stuff to say. 224 00:11:33.680 --> 00:11:35.680 And but he's still learning the content game, right? 225 00:11:36.240 --> 00:11:39.440 And so he's like, Hey, man, can you look at my Instagram and tell me, 226 00:11:39.640 --> 00:11:42.400 or sorry, can you look at my, he said, can you look at my social media and tell me 227 00:11:42.400 --> 00:11:44.440 what I'm, what I'm doing wrong or what I should be doing better? 228 00:11:44.800 --> 00:11:48.400 And so before I pulled up his thing, I was like, well, how many posts are you making 229 00:11:48.400 --> 00:11:49.480 a day across all platforms? 230 00:11:49.480 --> 00:11:52.360 And he was like, one, I'm doing one a day right now. 231 00:11:52.640 --> 00:11:55.280 And he said it like that kind of like he was like, yes, I'm doing one a day right now. 232 00:11:55.760 --> 00:12:00.880 And I was like, all right, man, we make at the time we were, we were making 50 a day. 233 00:12:00.880 --> 00:12:01.600 We make more than that. 234 00:12:01.600 --> 00:12:05.440 No. And he just looked at me and he was like, you don't need to say anymore. 235 00:12:05.440 --> 00:12:06.240 And he's like, I got it. 236 00:12:06.800 --> 00:12:10.080 Like he understood in that moment the same thing I did when I, when air act 237 00:12:10.080 --> 00:12:13.760 told showed me his prep case for his YouTube videos, I was like, I get it. 238 00:12:13.760 --> 00:12:18.640 Like I'm, I'm, I'm, he's like, thank you for resetting my, my, my measuring stick. 239 00:12:19.200 --> 00:12:19.840 That's what he said. 240 00:12:20.000 --> 00:12:25.040 He was like, my, you reset my bar, reset my expectations of how much, how much work it 241 00:12:25.040 --> 00:12:27.360 takes to get to that level that I want to get to. 242 00:12:27.840 --> 00:12:32.560 And so I share this stuff because I think what are the biggest gifts of 243 00:12:33.280 --> 00:12:34.960 surrounding yourself in a championship team. 244 00:12:34.960 --> 00:12:38.720 So there's a book by Angela Duckworth called grit, which is a good book. 245 00:12:38.880 --> 00:12:42.480 But one of the things that they talk about in the book is that one of the best ways 246 00:12:43.120 --> 00:12:46.080 to develop grit is to surround yourself with people who have grit. 247 00:12:46.080 --> 00:12:49.680 So one of the four sure ways to get better at a skill is surround yourself with people 248 00:12:49.680 --> 00:12:51.120 who already have that skill who are ahead of you. 249 00:12:51.120 --> 00:12:56.080 And so that's why joining a championship team is one of the best things you can do 250 00:12:56.080 --> 00:12:58.400 to understand what is required to win. 251 00:12:58.480 --> 00:13:01.280 And so when you're in the, the story that she tells in the book is 252 00:13:02.080 --> 00:13:03.840 swimmers who want to get better at swimming. 253 00:13:03.840 --> 00:13:07.840 If you can make the, the state team or whatever of like a championship team, 254 00:13:08.400 --> 00:13:14.000 all of a sudden there's standards of work that you didn't understand is what everyone's doing. 255 00:13:14.000 --> 00:13:16.240 So you go from like, oh, I'm swimming twice a week. 256 00:13:16.240 --> 00:13:18.640 And that's what you can do to be best in your high school or whatever. 257 00:13:18.640 --> 00:13:20.240 I'm making up the numbers. 258 00:13:20.240 --> 00:13:23.680 But when you go to the championship team, you realize that they do three hours a day twice a day. 259 00:13:24.240 --> 00:13:27.920 And all of a sudden you're like, oh, and it's that same moment I had with Eric, 260 00:13:27.920 --> 00:13:32.240 I was like, oh, in the same moment my friend had one, when we talked about the social media was like, 261 00:13:32.720 --> 00:13:38.800 oh, it's just this massive bar reset of like, oh, this isn't like a two times as, as much thing. 262 00:13:38.800 --> 00:13:42.240 This is like a 50, 100 times as much. 263 00:13:42.240 --> 00:13:45.920 And so it's just when you realize how much work it takes to get good, you realize how few things 264 00:13:45.920 --> 00:13:47.120 you can get good at. 265 00:13:47.680 --> 00:13:52.640 And that's where the focus becomes so important because the only way to get that good is to do 266 00:13:52.640 --> 00:13:53.680 a few things. 267 00:13:53.680 --> 00:13:57.520 And so that's where the strategy of picking or prioritizing the things that you want to get 268 00:13:57.520 --> 00:14:02.640 good at becomes more important because you just can't do 100 times the work on 100 different 269 00:14:02.640 --> 00:14:07.600 things. And so making sure that you're allocating your resources to the one thing that matters most, 270 00:14:07.600 --> 00:14:10.960 which then forces you to prioritize what you're spending your time on. 271 00:14:10.960 --> 00:14:12.960 But by the way, I think it's a really good activity. 272 00:14:12.960 --> 00:14:18.320 If you can spend a day or a week thing, okay, if I could only have one thing be true about our 273 00:14:18.320 --> 00:14:23.360 business, if I could have like if we have more traffic than anyone else, we will win based on 274 00:14:23.360 --> 00:14:27.200 this model or whatever it is that we have. If we have more referrals than anyone else, 275 00:14:27.200 --> 00:14:28.640 then we will win no matter what. 276 00:14:28.640 --> 00:14:34.080 If we have the best advertising in terms of paid ads, if we just had that one thing, we will win. 277 00:14:34.080 --> 00:14:39.760 If you can be very clear about that one point of leverage, then you attack it with absolute 278 00:14:39.760 --> 00:14:46.480 onslaught of value, onslaught of hours of work and repetition and preparation for those repetitions 279 00:14:46.480 --> 00:14:48.000 that then you'll do even more. 280 00:14:48.000 --> 00:14:50.080 And so it's like, I'll give you the ad example I was saying earlier. 281 00:14:50.800 --> 00:14:55.520 If I'm doing 100 ads a week, and my competitor's doing seven ads a month, 282 00:14:55.520 --> 00:14:58.240 I'm doing 400 to his seven, all right? 283 00:14:58.240 --> 00:15:01.440 So I'm doing, I don't know what the math is there, but a lot. 284 00:15:01.440 --> 00:15:03.760 Let's, it's at least 50 times, 60 times more, right? 285 00:15:04.320 --> 00:15:06.960 Then he is in terms of volume. 286 00:15:06.960 --> 00:15:11.840 But not only that, but when I go into that advertising day, what am I doing beforehand? 287 00:15:11.840 --> 00:15:14.880 I'm prepping all the, I want to prep all the hooks at a time. 288 00:15:14.880 --> 00:15:18.000 I want to do research of past ads that have done really well. 289 00:15:18.000 --> 00:15:21.760 I want to take different ad styles that I've seen across social media in general that I liked. 290 00:15:21.760 --> 00:15:25.840 I'm like, I wonder if we can make a version of this for how we're going to advertise our thing. 291 00:15:25.840 --> 00:15:31.200 And by the way, I love taking from other spaces like seeing a hotel ad or an Airbnb ad. 292 00:15:31.200 --> 00:15:34.640 I mean, that would work really well in the software company that we have. 293 00:15:34.640 --> 00:15:38.240 Oh, we've got this, you know, we've got this dry cleaning business that would work really well, 294 00:15:38.240 --> 00:15:40.560 this ad for a gym or whatever, right? 295 00:15:40.560 --> 00:15:44.800 And I have this little swipe on my phone where whenever I see an ad, I like, I save it, 296 00:15:44.800 --> 00:15:48.080 and then I also screenshot it so that when I get into my prep sessions, 297 00:15:48.080 --> 00:15:52.640 I already have my stuff that I want to use to prep in front of me. 298 00:15:52.640 --> 00:15:58.320 And so one of the, one of the big other things besides resetting your bar of expectation of how 299 00:15:58.320 --> 00:16:02.720 much prep it takes to win is that the more you prepare for stuff, the more frequently you do it, 300 00:16:02.720 --> 00:16:03.920 the better you will get it preparing. 301 00:16:03.920 --> 00:16:05.760 So preparing it of itself is a skill. 302 00:16:08.000 --> 00:16:10.400 Hey guys, love that you're listening to the podcast. 303 00:16:10.400 --> 00:16:15.040 If you ever want to have the video version of this, which usually has more effects, more visuals, 304 00:16:15.040 --> 00:16:20.080 more graphs, you know, drawn out stuff, sometimes it can help hit the brain centers in different 305 00:16:20.080 --> 00:16:23.360 ways. You can check out my YouTube channel. It's absolutely free to check that out if that's 306 00:16:23.360 --> 00:16:25.840 what you are into. And if not, keep enjoying the show. 307 00:16:28.000 --> 00:16:32.640 And so like the first time you prep for making ads, the part time you prep for making content, 308 00:16:32.640 --> 00:16:35.920 it's going to take you longer and you're going to be less efficient at it. 309 00:16:35.920 --> 00:16:40.480 But if you know, for example, this is your 100th time preparing for making a podcast or whatever, 310 00:16:40.480 --> 00:16:44.240 like this is my prep for this little, this little podcast here. I wrote this out ahead of time. 311 00:16:44.240 --> 00:16:47.040 I was like, these are all the things I wanted to hit on because I think they're important. 312 00:16:47.040 --> 00:16:51.440 Right. And so I think in terms of resetting the bar, start thinking at hundreds rather than 313 00:16:51.440 --> 00:16:55.120 ones and twos. So it's not that somebody's doing twice as much work or three times as much work. 314 00:16:55.120 --> 00:16:59.360 They're doing 100 times the work. And in the example I gave earlier, sometimes way more than 100 315 00:16:59.360 --> 00:17:05.440 times the work. And so two, two, two more quick things on this. And then I'll, I'll let you go 316 00:17:05.440 --> 00:17:09.280 about your days so you can start preparing. So Elon Musk recently talked about something, 317 00:17:09.280 --> 00:17:12.320 well, not recently, but I've heard, I heard an article or an interview from him that he said, 318 00:17:13.120 --> 00:17:16.720 he referenced Parkinson's law. So Parkinson's law for those you guys do don't know is that work 319 00:17:16.720 --> 00:17:22.000 expands the time a lot. Right. And so I think what you don't want to do is over prepare for the 320 00:17:22.000 --> 00:17:28.400 wrong thing. And let me, let me put my caveat there is that I actually think there's tremendous ROI 321 00:17:28.400 --> 00:17:34.960 to cramming, meaning he uses Parkinson's law in reverse, which is that it also, if, if work expands 322 00:17:34.960 --> 00:17:39.760 the time a lot, it can also shrink to the time that you shrink to. And there's a reason that kids 323 00:17:39.760 --> 00:17:44.800 cram. It's because it's really high ROI ROI on their time, right? If they, if they prefer weeks and 324 00:17:44.800 --> 00:17:48.640 weeks and then they, they take the week before the exam off and don't look at anything, sometimes 325 00:17:48.640 --> 00:17:54.400 they do worse than just cramming right before the test. And so people aren't idiots. Like we know 326 00:17:54.400 --> 00:17:58.560 that cramming works, which is why we do it. But I think I'd highly encourage thinking about 327 00:17:58.560 --> 00:18:03.520 prepping is cramming. I actually think it works amazingly well in a business context. But people, 328 00:18:03.520 --> 00:18:07.360 somehow, somehow I've said it's like a bad thing because I don't even know why teachers say it's 329 00:18:07.360 --> 00:18:12.080 a bad thing. At the end of the day, like, either ace the test, you didn't. And so whatever. Now, 330 00:18:12.080 --> 00:18:16.880 in terms of long, like, I think, you know, not sleeping the night before probably impacts your, 331 00:18:16.880 --> 00:18:21.520 if you, like, probably impacts your performance more. But if you just study the day before and you 332 00:18:21.520 --> 00:18:25.600 study the morning of, I'll promise you that the studying the morning of will get you more than what 333 00:18:25.600 --> 00:18:30.720 you did the night before in terms of immediate result on the test more than long term retention, 334 00:18:30.720 --> 00:18:34.640 which is different just to be clear. But the thing is, if you're doing a meeting, you're going to 335 00:18:34.640 --> 00:18:37.760 take notes and then you're going to delegate stuff. And so you being able to run that meeting 336 00:18:37.760 --> 00:18:44.160 effectively based on you cramming for that meeting, super high ROI on your time. And so I absolutely 337 00:18:44.160 --> 00:18:48.160 love the concept of cramming within within the world of business because a lot of times you do have 338 00:18:48.160 --> 00:18:51.840 something you just need to do once and you need to impress the client, you need to impress the boss, 339 00:18:51.840 --> 00:18:55.600 you need to, you need to just come prepared for a company, a presentation that you're doing in 340 00:18:55.600 --> 00:18:59.920 front of a whole team or a department or the whole, the whole company entirely. And so 341 00:19:01.120 --> 00:19:05.760 going back to the two types of work there are is that are two types of preparation you have. 342 00:19:05.760 --> 00:19:09.360 You have preparation for things you're going to do that you do many, many, many times, which you 343 00:19:09.360 --> 00:19:12.480 get better and better preparing for, which means you can actually shrink the amount of time you need 344 00:19:12.480 --> 00:19:17.840 to prepare. And I think the close you do the preparation to the event itself, the more valuable it is. 345 00:19:17.840 --> 00:19:23.120 And so that is why take the five minutes, literally actually take the five minutes before the meeting 346 00:19:23.200 --> 00:19:28.800 to say, okay, this is John. Let me look at his profile real quick. Okay, John's, he's out of Milwaukee. 347 00:19:28.800 --> 00:19:32.800 Okay, the box are doing well. Let me see if he follows the box. Okay, he tackes something there. 348 00:19:32.800 --> 00:19:36.400 And his wife's name is Joyce. Okay, got it. So you get on the meeting, you're like, dude, John, 349 00:19:36.400 --> 00:19:40.880 how's it going? Do the box are killing it? Oh, that's fantastic. How's Joyce doing? She's good. 350 00:19:40.880 --> 00:19:46.720 Great. And I saw, do we have, is this Mike? Is this Mike? He's your VP of customer success? 351 00:19:46.720 --> 00:19:50.800 Hey, Mike, nice to meet you, man. I was just looking you guys up before up before I got on a really 352 00:19:50.800 --> 00:19:54.640 cool stuff that you guys are doing to X, Y, Z corp, right? As soon as I say that, they're like, 353 00:19:54.640 --> 00:19:59.760 immediately in 60 seconds, they're like, this guy prepared. And that's what it communicates. 354 00:19:59.760 --> 00:20:05.280 And the thing is, is that the idea that someone knows that you prepare literally separates you from 355 00:20:05.280 --> 00:20:09.600 so many other people who just show up and they're like, you know, I'm going to try to use a less 356 00:20:09.600 --> 00:20:13.760 explicit type of like dick in their hand, like, oh, what are we going to do today, right? And so 357 00:20:14.560 --> 00:20:18.400 sure you should absolutely be prepared in terms of the agenda in terms of your scripting for how 358 00:20:18.400 --> 00:20:23.920 you run these meetings, but you get so much return on demonstrating that you prepared. 359 00:20:24.480 --> 00:20:30.480 Like, people know if you prepared, it just, it completely blows them away. And I still to this day, 360 00:20:30.480 --> 00:20:34.960 I get people are so, they're like, do you, thank you so much for taking the time. Like, you, 361 00:20:34.960 --> 00:20:38.720 I feel like you knew our, our company. I feel like you knew our business, like, even better than 362 00:20:38.720 --> 00:20:43.040 people that I've spent, you know, I've had all, you know, I've vendors who did all this stuff. And 363 00:20:43.040 --> 00:20:46.960 I was like, yeah, I mean, I'm not going to walk into a meeting, not knowing who I'm talking to. 364 00:20:47.760 --> 00:20:51.680 Like, what are we going to do to spend the whole, the whole time fact finding before I can actually 365 00:20:51.680 --> 00:20:54.880 make a recommendation around something? Well, that's such a waste of time for you and me because 366 00:20:54.880 --> 00:20:57.920 I know what I'm looking for. And it's going to be really inefficient for you to exchange 367 00:20:57.920 --> 00:21:02.160 a via, via verbal and I can just click around and find out what I need to do, especially if you're 368 00:21:02.160 --> 00:21:06.240 looking at from an external way in to like, okay, why are prospects not converting? Well, 369 00:21:06.240 --> 00:21:10.880 I don't need to talk to you. I should look at what somebody who doesn't talk to you would see 370 00:21:10.880 --> 00:21:13.920 so that I can make the recommendations or conclusions. And sometimes that kind of 371 00:21:13.920 --> 00:21:17.040 preparation is more valuable because they're not going to color. They're not going to give me the 372 00:21:17.040 --> 00:21:21.120 wise and the why it's difficult because I don't care. I'm a prospect, right? At least I'm going to put 373 00:21:21.120 --> 00:21:28.000 those glasses on. And so back to the one time thing versus the many time thing. If you do it a lot 374 00:21:28.000 --> 00:21:32.000 of times, you're going to get better, better prepping. And I would say prep as close to the event as 375 00:21:32.000 --> 00:21:36.800 you can. And I think a four to one ratio in the beginning is good, 15 minutes to 60, one hour to 376 00:21:36.800 --> 00:21:40.560 four hours in terms of prep to how much work you're going to do for whatever the thing is. And over 377 00:21:40.560 --> 00:21:43.760 time, it can shrink a little bit so you can be like one of 10s. It's five minutes for a 60 minute 378 00:21:43.760 --> 00:21:49.680 meeting. But for the things that you're going to do one time that you have never done before, 379 00:21:49.680 --> 00:21:56.080 that's where it actually expands the other way. It goes like 10, 20 hours of prep for one hour 380 00:21:56.080 --> 00:22:02.880 of presenting. And so the to determining how much you're willing to prepare for something that 381 00:22:02.880 --> 00:22:07.280 you're only going to do once rather than something that you do all the time in my opinion comes 382 00:22:07.440 --> 00:22:11.360 up to the stakes and the returns. And so if you're going to go do a speech in front of a thousand 383 00:22:11.360 --> 00:22:15.200 people, and you've never spoken before, and it's a, ideally, hopefully, it's a topic that you do 384 00:22:15.200 --> 00:22:18.960 understand, but you just haven't spoken in that environment before. Then I want to control for 385 00:22:18.960 --> 00:22:22.480 every other variable that can approximate me speaking in front. So one, I want to, I want to 386 00:22:22.480 --> 00:22:25.840 match the material for sure. If you're getting up there and you don't know what you're talking about 387 00:22:25.840 --> 00:22:29.760 or like the things you're going to talk about, well, dear God, you know, like no wonder that you 388 00:22:29.760 --> 00:22:35.440 suck at talking, right? Now beyond that, it's how many ways can I approximate this? Like for example, 389 00:22:35.440 --> 00:22:42.080 going live on social media can help you approximate a live audience in person. Is it perfect? No, 390 00:22:42.080 --> 00:22:46.960 but is it better than just talking to the mirror? Probably. Now, if you aren't going to, 391 00:22:46.960 --> 00:22:51.120 now this is a row one. This is actually from the fitness world. If you get used to squatting, 392 00:22:51.120 --> 00:22:55.760 for example, I'll bring it home. If you squat in the mirror every day and you can see yourself and 393 00:22:55.760 --> 00:22:59.360 you're squatting, if you go to a competition, this actually happened to me in my first competition. 394 00:22:59.360 --> 00:23:02.880 I worked out at a gym that had a mirror in front of the squat rack. And so I just, I just always 395 00:23:02.880 --> 00:23:07.520 squatted there. I didn't think about it. When I got to a competition, I had the squat rack and when 396 00:23:07.520 --> 00:23:12.000 I looked out, there was no mirror. It was just a crowd of people watching me squat. And I was like, 397 00:23:12.000 --> 00:23:17.840 oh, this is weird because I didn't even realize, but I, it was actually so different from how I trained. 398 00:23:17.840 --> 00:23:21.360 And so from that point going forward, I turned around in the rack so that I would be facing the gym 399 00:23:21.360 --> 00:23:25.200 at least so that I wasn't looking at the mirror so that it was closer approximation to competition. 400 00:23:25.200 --> 00:23:30.880 And so as many of those variables as you can control for, you want to have in the prep so that the 401 00:23:30.880 --> 00:23:37.040 prep as closely as possible approximates the performance. And so there's cramming for, for it like, 402 00:23:37.040 --> 00:23:43.120 you having information that'll better arm you for consulting sales, customer success, whatever, 403 00:23:43.120 --> 00:23:46.240 which by the way, if you're in customer success, like spending five minutes before you get on the call 404 00:23:46.240 --> 00:23:50.400 with a customer, like reviewing the call notes, reviewing the notes from the sales team, 405 00:23:50.400 --> 00:23:53.520 looking at the person's profile before you get on, dear God, well, they think it's absolutely 406 00:23:53.520 --> 00:23:58.080 amazing and it takes this much work. Like you'll, you'll, like they will think you're three times 407 00:23:58.080 --> 00:24:02.640 cooler with five minutes of work for a 60 minute call. Like I almost think that you're saying, 408 00:24:02.640 --> 00:24:07.040 hey, give me five minutes at the beginning of the call and starting five minutes late will still, 409 00:24:07.040 --> 00:24:12.480 even though I hate starting late would still yield you a better outcome at the end of the 60 minutes 410 00:24:13.120 --> 00:24:18.560 than starting on time and not being prepared. So with the approximation for performance, 411 00:24:19.600 --> 00:24:23.760 it comes down to the return on effort and return on time. And so if you're going to talk to 412 00:24:24.400 --> 00:24:29.760 a thousand people and this and these are let's say your ideal customers, well, if I was going to have 413 00:24:29.760 --> 00:24:34.240 a thousand 101 meetings, how much would I prepare for each of those 101 meetings? That was 60 minutes. 414 00:24:34.240 --> 00:24:40.160 I might prepare 10 minutes, right? Well, if I've 10 minutes times a thousand, okay, that's a lot of, 415 00:24:40.160 --> 00:24:43.920 that's a lot of it's 10,000 minutes. I don't know what that is in terms of hours, but let's see, 416 00:24:43.920 --> 00:24:50.720 that'd be a thousand divided by six. That's like, I don't know, 167 hours, right? Something like that. 417 00:24:50.720 --> 00:24:56.720 And so if 167 hours of prep for that one thing, now realistically, that might not make sense, 418 00:24:56.720 --> 00:25:00.480 because you do have diminishing returns. And so that's why speaking one to many is higher return, 419 00:25:00.480 --> 00:25:03.920 but just to give yourself a context is like, when we did the book launch, I was like, 420 00:25:03.920 --> 00:25:08.240 dear God, how much do I prep for a thousand person audience? And I'm going to have half a million 421 00:25:08.240 --> 00:25:13.440 people there. I mean, if 500,000 have 500 times, well, I better not waste anyone's time while I'm 422 00:25:13.440 --> 00:25:18.800 there and make sure that every second, the value per second is super high. And so I think, again, 423 00:25:18.800 --> 00:25:22.880 we have to reset our expectations of how much work it takes to prepare for the one-time 424 00:25:22.880 --> 00:25:27.280 performances based on what you expect to get from it. So if it's, if you're going to do one-time 425 00:25:27.280 --> 00:25:32.320 performance to 10 people, then maybe, maybe you prepare for four hours, right? But if you're going 426 00:25:32.320 --> 00:25:36.880 to talk to a thousand people, then maybe you prepare for 40 hours. And if you're going to talk to 427 00:25:36.880 --> 00:25:41.360 10,000 people, then maybe you do prepare for 400 hours, or it does have a diminishing term, 428 00:25:41.360 --> 00:25:46.000 so maybe it's 200 hours, right? But I think what most people miss out on is they get up and they say 429 00:25:46.000 --> 00:25:50.320 they're talk once, and they do it once to their wife and once their dog. And they're like, 430 00:25:50.320 --> 00:25:56.720 you know, I'm super nervous. And so I'll leave you with this. You are not nervous. You're under 431 00:25:56.720 --> 00:26:01.200 prepared. It's not that you have anxiety. It's that you didn't do the work that you know you should 432 00:26:01.200 --> 00:26:07.440 have done. And so if I have anxiety about something that's coming up, that has become my tail tail 433 00:26:07.440 --> 00:26:11.680 sign that I am under prepared, that I didn't do the work that I know I should have done. And that's 434 00:26:11.840 --> 00:26:16.160 when you get nervous, when you can get up on stage and you can do or whatever whatever your 435 00:26:16.160 --> 00:26:20.720 your version of the performance is and have absolutely zero anxiety, it's because you absolutely 436 00:26:20.720 --> 00:26:26.320 habituated to the stressor. And so for example, if you want to get someone to stop being afraid of 437 00:26:26.320 --> 00:26:31.600 spiders, the fastest way to do that is get them into a room with spiders and let them sit there, 438 00:26:31.600 --> 00:26:35.600 have a fucking panic attack, pass out, wake up again, pass out, wake up again until eventually 439 00:26:35.600 --> 00:26:39.600 they habituate. They just realize that they don't die and they're still there and there are 440 00:26:39.680 --> 00:26:45.280 spiders and they keep living. And then the phobia is gone. They habituate. And so what you want to do, 441 00:26:45.280 --> 00:26:49.600 or at least how I like to do it, is I want to habituate to the stressor, which is if I'm stressed 442 00:26:49.600 --> 00:26:56.560 about this thing, then it means I haven't prepared enough. And so it's not imposter syndrome. 443 00:26:56.560 --> 00:27:01.200 You're just inexperienced. You're just not good enough yet. And so I want to make sure that I can 444 00:27:01.200 --> 00:27:06.320 control for all the controllables first and then leave room for the uncontrollables but have all of 445 00:27:06.320 --> 00:27:12.560 my bandwidth available so that when the mic cuts out or the presentation isn't working or my 446 00:27:12.560 --> 00:27:17.120 clicker runs out of battery, all of these things have happened that I still I'm still prepared 447 00:27:17.120 --> 00:27:20.960 enough that people have been like, damn, he handled that really well. It's because this wasn't my 448 00:27:20.960 --> 00:27:26.880 first time. And that's the difference is that like when you you don't want people to think it's 449 00:27:26.880 --> 00:27:31.840 your first rodeo and so many of you are going into every meeting, every call, every appointment, 450 00:27:31.840 --> 00:27:38.000 like it's your first rodeo and they can tell. Everyone can tell. And the people who can tell the 451 00:27:38.000 --> 00:27:44.000 most are the people who you want to impress the most. Like it's very easy to impress poor people 452 00:27:44.000 --> 00:27:48.560 because they don't know any better. Much more difficult to impress a wealthy person because they 453 00:27:48.560 --> 00:27:54.400 know how the game works. And so I see this with the like the Rolex flex or the I rented the Lambo 454 00:27:54.400 --> 00:27:58.480 for the day and look at my Instagram picture. Anybody who's really in the game is like, 455 00:27:58.560 --> 00:28:03.200 dude, my jet costs 500 Lamborghinis. Like I could give a fuck what you drive, right? Like the way 456 00:28:03.200 --> 00:28:08.720 you impress them is you outwork them. So to impress poor people, you outspend them to press wealthy 457 00:28:08.720 --> 00:28:15.280 people, you outwork them. That's the difference. So if I see a kid who's not flexing any of that stuff, 458 00:28:15.280 --> 00:28:20.640 but I see how hard this kid's working, that's what impresses me. If I if anything, I see a younger 459 00:28:20.640 --> 00:28:26.080 guy who's like blowing cash to like flex, I'm not even neutral. I'm less impressed. I'm like, 460 00:28:26.080 --> 00:28:31.040 dude, what do you plant? Like who I mean? I'm like, who are you trying to impress? And then wherever 461 00:28:31.040 --> 00:28:36.400 they say, I'm like, it's the wrong person, man, because the right girl also is impressed by how hard 462 00:28:36.400 --> 00:28:42.320 you work because they know what that leads because people take wealth as an approximation for character 463 00:28:42.320 --> 00:28:47.360 and that's not true. They say, I have this Lamborghini, therefore, I work hard. But if you just spend 464 00:28:47.360 --> 00:28:52.640 a way beyond your means, which is what I see it as, especially if you're younger, I just see that 465 00:28:52.640 --> 00:28:58.560 as you're responsible and insecure. And so it's making sure that you're putting the right bait out. 466 00:28:58.560 --> 00:29:05.360 And the best bait for getting the right people is the effort that they know you put in when they 467 00:29:05.360 --> 00:29:11.040 weren't looking. And you only do that by when you show up the first time, it looks like it's your 468 00:29:11.040 --> 00:29:16.720 hundredth time. And they know it's the only meaning you have with them and that you took 20 hours to 469 00:29:16.720 --> 00:29:21.680 prep for it. They're like, all right, this kid's got it or this guy's got it, this guy's got it, 470 00:29:21.680 --> 00:29:26.480 she gets it. Like that's all I look at, I'm like, immediately, it's just like I had that conversation 471 00:29:26.480 --> 00:29:31.760 with my billionaire buddy. He was like, you don't need to say anymore, I get it. And I feel that way 472 00:29:31.760 --> 00:29:36.320 with vendors. So if I go to the phone with someone and they have clearly 10 hours of preparation, 473 00:29:36.320 --> 00:29:41.440 20 hours of preparation for that call, they don't need to sell me that hard. I'm like, I get it. 474 00:29:41.440 --> 00:29:45.600 You've demonstrated in advance the value that you want to provide before we start to work together. 475 00:29:46.240 --> 00:29:50.240 Like, I get it. Like, whatever the bill is, send the invoice, team will take care of it. Let's start 476 00:29:50.240 --> 00:29:54.240 working together. When someone spends all their time trying to sell me and I'm like, what did you do 477 00:29:54.240 --> 00:29:59.120 to prepare and they're trying to overcome with their words? You already lost. And so so many of you 478 00:29:59.120 --> 00:30:04.960 guys are losing before you step into the arena. You're trying to ride a bull for the first time 479 00:30:05.600 --> 00:30:10.400 on your first rodeo. And then thinking that you need to have some special talent or some natural 480 00:30:10.400 --> 00:30:15.520 whatever that's going to make it make it work like why why so and so is different or better. 481 00:30:15.520 --> 00:30:20.880 It's because that guy has been three hours a day morning and afternoon every day for the last two 482 00:30:20.880 --> 00:30:26.480 years riding bulls. And so he doesn't have to think about that. His only thing that he's thinking 483 00:30:26.480 --> 00:30:31.040 about when he's on the ring is the uncontrollable. So they can use a hundred percent of his bandwidth 484 00:30:31.040 --> 00:30:34.880 for, oh, I had the meeting and then he brought two people I didn't expect. Well, tell me more about 485 00:30:34.880 --> 00:30:38.800 that. Oh, that would work well with page two. If you're trying to page two in the prep file I have, 486 00:30:38.800 --> 00:30:42.240 I think this will be really applicable for you. And when we get there, I'll definitely need your 487 00:30:42.240 --> 00:30:46.400 insight. Oh, wow, he included them in. But if I didn't have that prep ahead of time, I'd be like, 488 00:30:46.400 --> 00:30:50.160 oh, wow, I had a game plan. And now it's totally screwed because there's two other people who are 489 00:30:50.160 --> 00:30:57.520 stakeholders. So TLDR, you're under prepared most of the time, most of you. And I'm saying this 490 00:30:57.520 --> 00:31:03.440 because I talk to you guys a lot. Five minutes of prep for 60 minute meeting will do more than 491 00:31:04.000 --> 00:31:09.920 trying to razzle dazzle your way through with your words once you're on. I think Sunsu said 492 00:31:09.920 --> 00:31:15.600 every battle is one before the battle begins. And I think preparation is one of those things that 493 00:31:16.240 --> 00:31:20.720 an ounce of preparation is worth a pound of cure or pound of post. And if you want to be the 494 00:31:20.720 --> 00:31:23.920 most efficient with your time, and this is the thing is that I can already hear the obstacle 495 00:31:23.920 --> 00:31:28.080 where someone's like, I just don't have time to prepare. You don't, if you don't have time to prepare, 496 00:31:28.080 --> 00:31:33.760 you don't have time to afford not to prepare because you get so much more out of that five minutes 497 00:31:33.760 --> 00:31:38.640 than you do out of the 60. And so if anything shorten the meeting to 45 minutes and then take the 498 00:31:38.640 --> 00:31:44.080 15 minutes of prep because the 45 will still be worth more. You don't have time not to prepare 499 00:31:44.080 --> 00:31:48.480 because you will get so much more out of the time. The rest of your time that it's the highest ROI 500 00:31:48.480 --> 00:31:52.880 time that you have. Hey guys, if you got value from this and you think it's going to help you make 501 00:31:52.880 --> 00:32:00.080 more money, then don't be lame. Share the game. The way that we keep making stuff is based on your 502 00:32:00.080 --> 00:32:05.280 feedback. And so you probably notice I'll continue to iterate content based on y'all's feedback. But 503 00:32:05.280 --> 00:32:10.640 if you like this and want us to make more of it, this is what you can do screenshot whatever it is 504 00:32:10.640 --> 00:32:15.280 that you're consuming this podcast on and share it to whatever social media have and tag me in it. 505 00:32:15.280 --> 00:32:19.920 If you tag me in it, I'm going to share as many of them as I can because it means the world to me. 506 00:32:19.920 --> 00:32:24.640 And this is how we know that we're on the right path for the type of stuff that business owners want 507 00:32:24.640 --> 00:32:28.960 to consume. And if it means sharing it on your Slack channel, sharing it with your team, sharing 508 00:32:28.960 --> 00:32:32.320 with an employee, sharing with their spouse, who so they can understand why you have to prep, why 509 00:32:32.400 --> 00:32:37.200 you can't go to the game tonight, why you can't go to the bar, whatever it is because prep is just 510 00:32:37.200 --> 00:32:46.800 as much of work as the work itself if not more important.