WEBVTT 1 00:00:00.000 --> 00:00:02.280 The tough part about the entrepreneurial journey 2 00:00:02.280 --> 00:00:05.440 is that the thing that got you to quit your job 3 00:00:05.440 --> 00:00:07.540 is the very thing that you have to stop doing. 4 00:00:11.020 --> 00:00:12.640 Welcome to the game where we talk about how to get 5 00:00:12.640 --> 00:00:14.400 more customers, how to make more customers, 6 00:00:14.400 --> 00:00:16.160 how to keep them longer, and the many failures 7 00:00:16.160 --> 00:00:17.760 and lessons we have learned along the way. 8 00:00:17.760 --> 00:00:19.400 I hope you enjoy and subscribe. 9 00:00:22.400 --> 00:00:27.400 In that story about quitting, it's like you are acting, 10 00:00:28.200 --> 00:00:31.720 were you acting in fear or faith in that situation? 11 00:00:31.720 --> 00:00:36.040 And, could you also talk about the distinction 12 00:00:36.040 --> 00:00:39.560 between shifting your world from fear to faith? 13 00:00:40.520 --> 00:00:45.520 So I will say that I did not have fear and anger 14 00:00:46.800 --> 00:00:48.360 or would drove me to take action. 15 00:00:48.360 --> 00:00:51.120 Like I didn't have a lot of faith. 16 00:00:51.120 --> 00:00:55.640 I had a lot of anger and that's what I had. 17 00:00:55.640 --> 00:00:57.280 And so that's what I used. 18 00:00:57.280 --> 00:01:02.280 And it took me years, like years, not like A year, like six, 19 00:01:02.720 --> 00:01:06.200 to like I would say even switch to not always being driven 20 00:01:06.200 --> 00:01:08.920 by anger and trying to prove people wrong 21 00:01:08.920 --> 00:01:11.200 and make the point that I was right. 22 00:01:11.200 --> 00:01:12.520 You know what I mean? 23 00:01:14.760 --> 00:01:17.320 And I wouldn't say that I'm purely faith driven now. 24 00:01:17.320 --> 00:01:20.040 I would say that I have elements of it. 25 00:01:20.040 --> 00:01:22.240 And so I just don't know if it's a binary for me. 26 00:01:22.240 --> 00:01:25.240 I would just say that over time I have less of that 27 00:01:25.240 --> 00:01:26.920 and I have more of some other stuff. 28 00:01:26.920 --> 00:01:29.720 Like I enjoy what I do now a lot. 29 00:01:29.720 --> 00:01:31.840 And so I do a lot of it. 30 00:01:31.840 --> 00:01:35.320 And so, you know, trying to find what the fuel is now, 31 00:01:36.360 --> 00:01:37.720 I don't think about it much. 32 00:01:37.720 --> 00:01:39.200 I just do the things that I enjoy 33 00:01:39.200 --> 00:01:40.840 and that I've been rewarded for doing in the past. 34 00:01:40.840 --> 00:01:42.440 And so like I work hard on things 35 00:01:42.440 --> 00:01:44.240 because the harder I work on things, 36 00:01:44.240 --> 00:01:46.240 the better things tend to work out for me. 37 00:01:46.240 --> 00:01:48.280 And so the projects that I work on now, 38 00:01:48.280 --> 00:01:49.880 I have a way longer time horizon than I did. 39 00:01:49.880 --> 00:01:51.840 Like Jim Launch was just like, 40 00:01:51.840 --> 00:01:54.480 I mean I told Leila when we started making like, 41 00:01:54.480 --> 00:01:55.920 I'll say crazy money in quotes here. 42 00:01:55.920 --> 00:01:57.200 Well, we were taking home like a million a month 43 00:01:57.200 --> 00:01:58.240 this year and we're in our 20s. 44 00:01:58.240 --> 00:02:03.080 Like I didn't think it was gonna last. 45 00:02:03.080 --> 00:02:05.240 So I was like, we need to live so cheap 46 00:02:05.240 --> 00:02:06.920 and take every dollar we possibly get. 47 00:02:06.920 --> 00:02:08.360 And I told her as soon as it started working, 48 00:02:08.360 --> 00:02:09.440 I was like, we have 18 months. 49 00:02:09.440 --> 00:02:10.280 I told her I sat her down. 50 00:02:10.280 --> 00:02:11.840 I was like, we have 18 months 51 00:02:11.840 --> 00:02:13.240 before this is gonna not work. 52 00:02:13.240 --> 00:02:14.880 So like we need to just make this work. 53 00:02:14.880 --> 00:02:16.720 And they hear Jim Launch's six years later 54 00:02:16.720 --> 00:02:18.200 still crushing it, you know what I mean? 55 00:02:18.200 --> 00:02:19.840 But like I didn't know that, right? 56 00:02:19.840 --> 00:02:22.120 And so there was no faith in a zero. 57 00:02:23.080 --> 00:02:25.160 Like people were like, what was the vision of Jim Launch? 58 00:02:25.160 --> 00:02:27.120 I was like, the vision was don't be broke. 59 00:02:27.120 --> 00:02:28.120 Like that was it. 60 00:02:28.120 --> 00:02:29.520 That was the whole vision. 61 00:02:29.520 --> 00:02:31.400 And so I think what happens is like, 62 00:02:31.400 --> 00:02:32.880 you have to get your head above water 63 00:02:32.880 --> 00:02:35.240 so that you can even breathe and like look around. 64 00:02:35.240 --> 00:02:37.160 But like if it's kind of like the air mass scenario 65 00:02:37.160 --> 00:02:38.080 which is overused. 66 00:02:38.080 --> 00:02:40.400 But like if you're looking at how you're gonna pay rent 67 00:02:40.400 --> 00:02:41.480 and how you're gonna make payroll 68 00:02:41.480 --> 00:02:43.040 and all that stuff, like it's very hard 69 00:02:43.040 --> 00:02:44.880 to make strategic decisions. 70 00:02:44.880 --> 00:02:47.960 Like in some ways it's like, I do like having the idea 71 00:02:47.960 --> 00:02:50.440 of some entrepreneurs who have saved up enough 72 00:02:50.440 --> 00:02:53.080 from a job or career that like they're not worried 73 00:02:53.080 --> 00:02:55.600 about shelter, they're not worried about food. 74 00:02:55.600 --> 00:02:58.120 So they can actually think on a 10 year time horizon. 75 00:02:58.120 --> 00:02:59.400 Like it's easy for me to stand here 76 00:02:59.400 --> 00:03:01.120 and be like, guys, be more long-term thinking 77 00:03:01.120 --> 00:03:02.880 except you're like, well rent's fucking due tomorrow. 78 00:03:02.880 --> 00:03:04.760 So what do I do now, right? 79 00:03:04.760 --> 00:03:07.800 And like the reality is you decrease your liabilities. 80 00:03:07.800 --> 00:03:10.640 You decrease all of the things that stress you out. 81 00:03:10.640 --> 00:03:12.080 And so if the things that stress you out 82 00:03:12.080 --> 00:03:14.000 are the things that you spend money on a regular basis, 83 00:03:14.000 --> 00:03:15.920 then it's like decrease those to the absolute 84 00:03:15.920 --> 00:03:16.760 greatest degree possible. 85 00:03:16.760 --> 00:03:19.800 So that you're not in fight or flight every month. 86 00:03:19.800 --> 00:03:21.960 So that you can breathe. 87 00:03:21.960 --> 00:03:23.880 And then you can actually make the better decisions. 88 00:03:23.880 --> 00:03:27.000 Cause like if you're in that state, it's so hard to win. 89 00:03:27.000 --> 00:03:28.440 Because other people who are competing 90 00:03:28.440 --> 00:03:29.440 against you aren't there. 91 00:03:30.320 --> 00:03:32.880 You're sleeping on the gym floor. 92 00:03:32.880 --> 00:03:36.160 Where you're fully in that state, I assume. 93 00:03:36.160 --> 00:03:37.000 Yeah. 94 00:03:38.600 --> 00:03:41.160 Take me through that scenario and also like wanting 95 00:03:41.160 --> 00:03:44.360 to be seen as the person who was sleeping on the gym floor. 96 00:03:45.240 --> 00:03:47.320 So that was not external. 97 00:03:47.320 --> 00:03:48.360 So that was more, okay. 98 00:03:48.360 --> 00:03:49.680 So I'll impact this. 99 00:03:49.680 --> 00:03:51.120 So for everyone who's listening. 100 00:03:51.120 --> 00:03:54.880 So I, I quit my job, drove a horse in the country, 101 00:03:55.880 --> 00:03:59.800 mentored with a guy for three months, then opened my own gym. 102 00:03:59.800 --> 00:04:01.720 And I didn't have enough money for two rents. 103 00:04:01.720 --> 00:04:04.680 My rent was $5,000 a month, which I was 20. 104 00:04:04.680 --> 00:04:07.120 Like it was all, I couldn't even, I mean, it was insane. 105 00:04:07.120 --> 00:04:08.280 Like it was $5,000. 106 00:04:08.280 --> 00:04:10.160 I was like, that was more than, that was like my salary. 107 00:04:10.160 --> 00:04:10.680 You know what I mean? 108 00:04:10.680 --> 00:04:12.560 It was like, what am I going to live on for everything else? 109 00:04:12.560 --> 00:04:13.320 Right? 110 00:04:13.320 --> 00:04:15.840 And so I moved out of the place that I was at, 111 00:04:15.840 --> 00:04:17.200 which was just a spare bedroom. 112 00:04:18.080 --> 00:04:19.600 And I slept at the gym. 113 00:04:19.600 --> 00:04:22.960 And I remember like, you know, I would read the Instagram 114 00:04:22.960 --> 00:04:25.680 Motivation Manifesto when it was just like stock images 115 00:04:25.680 --> 00:04:27.960 of girls that were like, chase your dreams, you know, 116 00:04:27.960 --> 00:04:28.480 like whatever. 117 00:04:28.480 --> 00:04:32.000 And I'd be like, like, you know, and the thing is, 118 00:04:32.000 --> 00:04:36.600 is that like I had a very different idea of what that 119 00:04:36.600 --> 00:04:39.360 suffering would feel like, right? 120 00:04:39.360 --> 00:04:43.160 Like it was very praised and loud at L-A-U-D-E-D 121 00:04:44.120 --> 00:04:47.000 by Instagram and the world and Motivation Manifesto. 122 00:04:47.000 --> 00:04:51.200 But like when I was alone in a city I didn't know 123 00:04:51.200 --> 00:04:55.080 in a dark warehouse that was underneath of a parking garage 124 00:04:55.080 --> 00:04:58.240 and people would drive over the metal cracks 125 00:04:58.240 --> 00:05:02.120 in the concrete on the ceiling six, seven times a night 126 00:05:02.120 --> 00:05:05.040 and he was like, and it was like this gunshot. 127 00:05:05.040 --> 00:05:10.040 And there'd be kids my age, partying on the roof illegally. 128 00:05:10.960 --> 00:05:12.840 And I'm trying to like wake up at four o'clock 129 00:05:12.840 --> 00:05:15.240 in the morning to do the first sessions. 130 00:05:15.240 --> 00:05:17.880 Like it wasn't fun. 131 00:05:17.880 --> 00:05:20.720 Like there was no like, like the rocky cutscene 132 00:05:20.720 --> 00:05:23.840 lasts 30 seconds in the movie in the last five years 133 00:05:23.840 --> 00:05:25.480 in your life. 134 00:05:25.480 --> 00:05:26.240 It's powerful. 135 00:05:27.200 --> 00:05:28.480 That's powerful. 136 00:05:28.480 --> 00:05:31.640 And so you have to find ways to win in the meantime. 137 00:05:31.640 --> 00:05:33.920 And that's where the patience comes in. 138 00:05:33.920 --> 00:05:38.840 It's like I didn't, I didn't, I've said this before 139 00:05:38.840 --> 00:05:43.400 but I didn't know if I was gonna win 140 00:05:43.400 --> 00:05:45.760 but I did know I wasn't gonna stop. 141 00:05:45.760 --> 00:05:48.960 And that was the only thing that I felt okay committing to. 142 00:05:48.960 --> 00:05:51.160 Because when we talk about fuel 143 00:05:51.160 --> 00:05:53.440 it was like when it got back down to it 144 00:05:53.440 --> 00:05:55.880 the wall that my back was against 145 00:05:55.880 --> 00:05:58.960 was going home a failure. 146 00:05:58.960 --> 00:06:00.680 And to me I would have rather died. 147 00:06:01.720 --> 00:06:02.840 And so that was it. 148 00:06:02.840 --> 00:06:06.880 So like I love this quote which is, 149 00:06:07.920 --> 00:06:09.240 it's amazing what you're gonna accomplish 150 00:06:09.240 --> 00:06:10.400 when you have no choice. 151 00:06:11.400 --> 00:06:15.560 And so like, and this is a really visceral example 152 00:06:15.560 --> 00:06:18.920 but I'm gonna use it for the sake of being visceral. 153 00:06:20.320 --> 00:06:23.360 Slavery has happened for thousands of years. 154 00:06:23.360 --> 00:06:25.200 We think about it in America with our American slavery 155 00:06:25.200 --> 00:06:26.760 but slavery's exist everywhere, right? 156 00:06:26.760 --> 00:06:27.560 Thousands of years. 157 00:06:28.560 --> 00:06:32.880 Slaves work all day, every day. 158 00:06:34.880 --> 00:06:37.520 And some, and the idea of being a slave right now 159 00:06:37.520 --> 00:06:41.720 for many people who are free is incomprehensible, right? 160 00:06:41.720 --> 00:06:44.320 And so I remember, as twisted as this is, 161 00:06:44.320 --> 00:06:46.360 maybe I started thinking this was what I was younger, 162 00:06:46.360 --> 00:06:49.080 is that I would be in this gym alone 163 00:06:50.160 --> 00:06:52.440 not having slept for a long time, 164 00:06:52.440 --> 00:06:56.600 doing all the jobs and being like this is horrible. 165 00:06:56.600 --> 00:07:00.600 And then I would think well, being a slave 166 00:07:00.600 --> 00:07:03.600 and being whipped every single day 167 00:07:03.600 --> 00:07:05.240 and not being compensated 168 00:07:05.240 --> 00:07:08.280 and having sunburned everything with everything 169 00:07:08.280 --> 00:07:10.360 chapped and peeling constantly. 170 00:07:10.360 --> 00:07:13.600 And the only respite that I would have 171 00:07:13.600 --> 00:07:15.200 would be a meal at the end of the day 172 00:07:15.200 --> 00:07:17.400 and then eventually maybe a day off once a month 173 00:07:17.400 --> 00:07:19.800 and then eventually have the good grace of dying. 174 00:07:20.840 --> 00:07:23.360 And yet those slaves continued to work. 175 00:07:24.320 --> 00:07:26.600 And I was like, how are they able to do that? 176 00:07:26.600 --> 00:07:28.320 They would do because they had no choice. 177 00:07:28.320 --> 00:07:29.800 The choice was death or work. 178 00:07:29.800 --> 00:07:31.040 So they worked. 179 00:07:31.040 --> 00:07:32.960 And so when I thought about it like that 180 00:07:32.960 --> 00:07:33.960 within the context of the gym, 181 00:07:34.040 --> 00:07:37.720 I was like, for me, I wasn't in an extreme scenario like that. 182 00:07:37.720 --> 00:07:39.240 But it felt that way 183 00:07:39.240 --> 00:07:41.360 because to me the idea of going home a failure 184 00:07:41.360 --> 00:07:42.600 might as well have been done. 185 00:07:44.520 --> 00:07:46.640 You had to do with your dad too, right? 186 00:07:46.640 --> 00:07:47.480 Of course. 187 00:07:47.480 --> 00:07:48.720 Yeah, and all the people that, you know, 188 00:07:48.720 --> 00:07:52.520 and all the people real and fake in my mind 189 00:07:52.520 --> 00:07:54.480 that were speaking against me. 190 00:07:55.320 --> 00:07:58.960 And I still probably have this issue 191 00:07:58.960 --> 00:08:03.040 is that like I will fabricate other people 192 00:08:03.040 --> 00:08:04.400 talking shit about me. 193 00:08:04.400 --> 00:08:07.320 Who aren't even thinking about it, right? 194 00:08:07.320 --> 00:08:09.760 And so in that time though, 195 00:08:09.760 --> 00:08:13.240 I had gone from what would be considered a high status setup. 196 00:08:13.240 --> 00:08:14.400 You know, I've been doing everything right. 197 00:08:14.400 --> 00:08:16.600 Know it like my dad could brag about me at the cocktail parties 198 00:08:16.600 --> 00:08:18.320 and I could see guys at the reunion 199 00:08:18.320 --> 00:08:20.120 and be like, oh yeah, I've got a good consulting job. 200 00:08:20.120 --> 00:08:22.360 Like I've got a 401k, whatever, right? 201 00:08:23.560 --> 00:08:26.720 And going from that to this that I was art, 202 00:08:26.720 --> 00:08:29.720 I already swallowed the pill of looking foolish. 203 00:08:29.720 --> 00:08:31.960 Like why would I leave my white collar job 204 00:08:31.960 --> 00:08:33.080 to be a personal trainer? 205 00:08:34.080 --> 00:08:35.800 And I don't say that it's an insult to personal training. 206 00:08:35.800 --> 00:08:38.280 I just say that in the general run of status, 207 00:08:38.280 --> 00:08:39.560 white collar management consultant 208 00:08:39.560 --> 00:08:42.200 is perceived as higher than personal trainer. 209 00:08:42.200 --> 00:08:44.240 And so I swallowed that pill once 210 00:08:44.240 --> 00:08:45.920 and I was like, I'm not swallowing it again. 211 00:08:45.920 --> 00:08:48.440 Like I will not go down a run and then fail. 212 00:08:50.400 --> 00:08:52.480 And so it was just like there wasn't an option. 213 00:08:52.480 --> 00:08:54.640 Like if I, if the gym had gone, 214 00:08:54.640 --> 00:08:56.840 if I somehow wouldn't have figured it out, 215 00:08:56.840 --> 00:08:58.600 I wouldn't have told anyone. 216 00:08:58.600 --> 00:09:01.880 I would have just kept working and found a way. 217 00:09:02.000 --> 00:09:03.840 And I've already told my plan before. 218 00:09:03.840 --> 00:09:05.080 But like my plan being my head, 219 00:09:05.080 --> 00:09:07.080 which allowed me to do this is that I was going to drive Uber 220 00:09:07.080 --> 00:09:09.840 and I would strip, that's what I would have done. 221 00:09:09.840 --> 00:09:11.480 Because I knew that if I lived on, you know, 222 00:09:11.480 --> 00:09:12.800 a thousand dollars a month 223 00:09:12.800 --> 00:09:15.040 and I made another 150 the next year if I did, 224 00:09:15.040 --> 00:09:17.040 driving Uber and I stripped at night, 225 00:09:17.040 --> 00:09:18.280 then I could start over again. 226 00:09:19.240 --> 00:09:20.320 And I would have done that cycle 227 00:09:20.320 --> 00:09:21.960 as many times as I took until I won. 228 00:09:22.960 --> 00:09:24.480 And so like the thing that I could commit to 229 00:09:24.480 --> 00:09:27.080 is that my actions were under my control. 230 00:09:27.080 --> 00:09:28.560 And that was the only, like I didn't know 231 00:09:28.560 --> 00:09:29.400 if I was going to win. 232 00:09:29.400 --> 00:09:30.760 Honestly, there's many times where 233 00:09:30.760 --> 00:09:31.920 it didn't look like I was. 234 00:09:33.160 --> 00:09:35.360 But the only thing I could commit to was like, 235 00:09:35.360 --> 00:09:37.680 okay, well, slaves continue to work and so can I. 236 00:09:39.280 --> 00:09:41.000 Take me through those voices that you make up 237 00:09:41.000 --> 00:09:42.440 in your head currently. 238 00:09:43.640 --> 00:09:47.560 Oh, I mean, they're like what I would call fake enemies. 239 00:09:47.560 --> 00:09:48.400 You know what I mean? 240 00:09:48.400 --> 00:09:49.520 Like they're not real. 241 00:09:49.520 --> 00:09:50.400 I know they're not real. 242 00:09:50.400 --> 00:09:53.520 But sometimes it's just, it just gets the juices going. 243 00:09:53.520 --> 00:09:54.360 Like what? 244 00:09:54.360 --> 00:09:57.240 And I'll tell you this, a lot of times it's like some 245 00:09:57.240 --> 00:09:59.480 of my content, like my more spirited content 246 00:09:59.480 --> 00:10:01.240 comes from me seeing someone post something 247 00:10:01.240 --> 00:10:03.080 and then I'm like, this is such a shit. 248 00:10:03.080 --> 00:10:06.560 And then I just go off on basically that person, 249 00:10:06.560 --> 00:10:09.080 but I'm doing it to a camera and anonymizing it. 250 00:10:11.320 --> 00:10:16.320 But I think I think I, I, I, I, I resent the passion 251 00:10:20.040 --> 00:10:23.760 thing, not long term, but in the short term 252 00:10:23.760 --> 00:10:25.480 for people who are starting. 253 00:10:25.520 --> 00:10:28.400 And I think that's because it sets too high of a bar. 254 00:10:28.400 --> 00:10:29.840 I understand the intention behind it. 255 00:10:29.840 --> 00:10:30.920 And I think the intention is pure. 256 00:10:30.920 --> 00:10:32.840 And I think the intention is right. 257 00:10:32.840 --> 00:10:34.960 But I think the execution of that is where people fall 258 00:10:34.960 --> 00:10:36.880 short is that they wait for something 259 00:10:36.880 --> 00:10:38.360 that they're going to fall in love with. 260 00:10:38.360 --> 00:10:40.320 And you don't fall in love with things unless you're good. 261 00:10:40.320 --> 00:10:42.480 And you only get good at things if you suck first. 262 00:10:44.480 --> 00:10:47.680 And so I think it's really about like lots of action, 263 00:10:47.680 --> 00:10:49.560 even if it's disjointed until you're like, 264 00:10:49.560 --> 00:10:51.520 oh, I have seen some progress on this. 265 00:10:51.520 --> 00:10:53.280 I will do more of it. 266 00:10:53.280 --> 00:10:55.080 And then all of a sudden you get good at whatever 267 00:10:55.080 --> 00:10:56.480 the thing is, and then you like it, 268 00:10:56.480 --> 00:10:57.880 and then you find your passion. 269 00:10:57.880 --> 00:10:59.120 But you didn't find your passion. 270 00:10:59.120 --> 00:11:02.600 You created it and you created it through excellence 271 00:11:02.600 --> 00:11:05.080 and through finding ways to consistently win over time. 272 00:11:06.560 --> 00:11:08.040 And so I think if we lowered the bar 273 00:11:08.040 --> 00:11:10.240 for a lot of people who are starting out like the, 274 00:11:10.240 --> 00:11:11.560 it's kind of, it's kind of the same thing 275 00:11:11.560 --> 00:11:12.960 with like romantic partners right now 276 00:11:12.960 --> 00:11:14.360 for a lot of younger, younger people. 277 00:11:14.360 --> 00:11:16.080 It's like you have the paradox of choice 278 00:11:16.080 --> 00:11:17.520 is that there's so many fish in the sea. 279 00:11:17.520 --> 00:11:18.880 There's so many swipe rights. 280 00:11:18.880 --> 00:11:22.320 There's so many opportunities to meet girls or meet guys 281 00:11:22.320 --> 00:11:23.960 that you're looking for this perfect key 282 00:11:24.040 --> 00:11:26.320 or this perfect lock that's going to like unlock 283 00:11:26.320 --> 00:11:29.160 all the amazing romantic thing that, 284 00:11:29.160 --> 00:11:30.920 and it's just not like that. 285 00:11:30.920 --> 00:11:33.200 And I think that you could probably look at careers 286 00:11:33.200 --> 00:11:34.200 the same way. 287 00:11:34.200 --> 00:11:36.080 And so people haven't connected like, 288 00:11:36.080 --> 00:11:37.200 there's some element of people are like, 289 00:11:37.200 --> 00:11:38.600 okay, marriage isn't perfect. 290 00:11:38.600 --> 00:11:40.120 And there is no perfect partner. 291 00:11:40.120 --> 00:11:41.920 Well, there's also no perfect career. 292 00:11:43.280 --> 00:11:45.560 And so it's like everything has overhead. 293 00:11:45.560 --> 00:11:46.800 That's a basis quote. 294 00:11:46.800 --> 00:11:48.840 Like everything has elements that you don't want. 295 00:11:48.840 --> 00:11:52.200 And I think the expectation that everything is going to work out 296 00:11:52.200 --> 00:11:54.640 makes it so that nothing does for most people. 297 00:11:55.600 --> 00:11:58.440 Wow, I needed to hear that so, so much. 298 00:11:58.440 --> 00:12:00.960 Thank you for laying that out. 299 00:12:00.960 --> 00:12:05.680 What do you think the modern day version of the cigarette is? 300 00:12:05.680 --> 00:12:08.760 The thing that we accept is normal currently, 301 00:12:08.760 --> 00:12:11.720 but that the rest of in 50 years will look back 302 00:12:11.720 --> 00:12:15.040 and be like, how are we so dumb to do this thing? 303 00:12:17.000 --> 00:12:22.160 I think brain meds are, 304 00:12:22.160 --> 00:12:24.920 like we have no idea what's going on in the brain. 305 00:12:24.920 --> 00:12:26.120 And so like we take, 306 00:12:26.120 --> 00:12:28.040 you know, it's kind of like electric shock therapy 307 00:12:28.040 --> 00:12:29.440 of like 50 years ago where like, 308 00:12:29.440 --> 00:12:31.240 I can't believe we did that or like lobotomies. 309 00:12:31.240 --> 00:12:33.320 You know, I mean, like, I can't believe we used to do that. 310 00:12:33.320 --> 00:12:35.960 But I think a lot of the psych drugs 311 00:12:35.960 --> 00:12:40.960 that people put kids on really early is tough. 312 00:12:41.400 --> 00:12:42.680 I think there are, there are, 313 00:12:42.680 --> 00:12:44.200 the problem with this stuff, 314 00:12:45.280 --> 00:12:46.640 there's probably even hates that I got into it. 315 00:12:46.640 --> 00:12:51.320 But like, wherever there's a need, 316 00:12:51.320 --> 00:12:56.320 there's always a 10 times bigger amount of abuse 317 00:12:56.520 --> 00:12:58.440 of the solution, right? 318 00:12:58.440 --> 00:12:59.680 And so it's kind of like workers calm. 319 00:12:59.680 --> 00:13:00.680 Charlie Munger talks about this, 320 00:13:00.680 --> 00:13:03.960 but it's like, it is absolutely wrong 321 00:13:03.960 --> 00:13:08.160 that someone should work and get injured on the job 322 00:13:08.160 --> 00:13:09.800 and not be compensated by the company 323 00:13:09.800 --> 00:13:12.800 that they were doing work rightfully so for, right? 324 00:13:14.000 --> 00:13:18.120 The problem is, how do you manage that 325 00:13:18.120 --> 00:13:20.600 when there's no way to hold people accountable? 326 00:13:20.600 --> 00:13:23.840 And so what happens is you actually sacrifice the system 327 00:13:23.840 --> 00:13:25.040 for a select few. 328 00:13:28.040 --> 00:13:33.040 And so I tend to be a global optimizer 329 00:13:33.040 --> 00:13:34.520 but a local minimizer. 330 00:13:34.520 --> 00:13:38.120 Well, that means it's like, I'm willing to sacrifice the small, 331 00:13:38.120 --> 00:13:40.360 I'm really to sacrifice the pawn for the game. 332 00:13:41.640 --> 00:13:44.200 And society is not willing to sacrifice the pawn for the game 333 00:13:44.200 --> 00:13:45.560 because the pawn is a headline. 334 00:13:46.640 --> 00:13:48.320 And that's the problem with how media, 335 00:13:48.320 --> 00:13:49.160 I'm not even getting into that. 336 00:13:49.160 --> 00:13:53.160 But that's what makes it hard. 337 00:13:53.160 --> 00:13:56.640 And that's why it's hard for sometimes cultures to move forward. 338 00:13:56.640 --> 00:13:58.560 But I think most people on a common sense level 339 00:13:58.560 --> 00:14:00.040 would rather have the whole benefit 340 00:14:00.040 --> 00:14:02.000 but they cannot make the decision the shorter. 341 00:14:02.000 --> 00:14:04.000 And so like total side note on this. 342 00:14:04.960 --> 00:14:06.840 If you want an amazing razor 343 00:14:06.840 --> 00:14:09.640 for predicting people's behavior, 344 00:14:09.640 --> 00:14:11.760 just look at what will work than the fastest. 345 00:14:13.680 --> 00:14:16.280 And you can with favorable certainty, 346 00:14:16.280 --> 00:14:18.600 guess what people and groups of people will do. 347 00:14:20.560 --> 00:14:24.440 Should we print more money or should we real things back? 348 00:14:24.440 --> 00:14:26.840 Well, short term, this one's better. 349 00:14:26.840 --> 00:14:27.760 That's what we'll do. 350 00:14:29.720 --> 00:14:31.840 It's near impossible. 351 00:14:31.840 --> 00:14:33.880 It's hard for one person to do it for themselves. 352 00:14:33.880 --> 00:14:35.560 It's almost impossible for a group. 353 00:14:37.040 --> 00:14:39.120 And so groups will always optimize for the short term 354 00:14:39.120 --> 00:14:41.360 until eventually they run out in another group points. 355 00:14:42.960 --> 00:14:44.680 It almost seems like there's a heaviness 356 00:14:44.680 --> 00:14:46.960 within you when you're speaking about it. 357 00:14:47.920 --> 00:14:49.080 Is that accurate? 358 00:14:49.080 --> 00:14:52.360 Because your food and complexion change completely. 359 00:14:52.360 --> 00:14:53.680 I don't like getting into this 360 00:14:53.680 --> 00:14:57.400 because it gets off the beat and path of... 361 00:15:01.160 --> 00:15:02.440 It's just a bummer. 362 00:15:02.440 --> 00:15:03.960 And I would get more into it 363 00:15:03.960 --> 00:15:06.120 but I don't like getting into the politics from things. 364 00:15:06.120 --> 00:15:08.000 I've never been in it. 365 00:15:08.920 --> 00:15:12.240 Ever, I've just never gotten involved. 366 00:15:13.200 --> 00:15:15.600 Because I try to play games 367 00:15:15.600 --> 00:15:18.600 that I have variables that I've control over. 368 00:15:19.520 --> 00:15:23.400 And so I got this from my dad, actually. 369 00:15:23.400 --> 00:15:26.600 But he said, I only play games 370 00:15:26.600 --> 00:15:27.680 if I know I'm gonna win. 371 00:15:29.280 --> 00:15:31.000 And people might take that 372 00:15:31.000 --> 00:15:32.760 and take a lot of different things from it, 373 00:15:32.760 --> 00:15:35.240 but I'll tell you what he meant by that. 374 00:15:35.240 --> 00:15:40.200 Was that he wanted to do all the preparation 375 00:15:40.200 --> 00:15:42.960 and have all the unfair advantages he possibly could 376 00:15:42.960 --> 00:15:45.960 before taking the first step into a game? 377 00:15:45.960 --> 00:15:47.240 And I would say that that's probably 378 00:15:47.240 --> 00:15:48.480 the biggest difference between people 379 00:15:48.480 --> 00:15:52.160 who are big time winners and everyone else 380 00:15:52.160 --> 00:15:55.720 is that once you learn the rules of the game, 381 00:15:55.720 --> 00:15:58.160 then you learn how to stack the deck. 382 00:15:58.160 --> 00:16:00.680 And you can do it ethically and you can do it illegally. 383 00:16:00.680 --> 00:16:02.640 Like easy way to stack the deck 384 00:16:02.640 --> 00:16:04.280 weight longer than your competition. 385 00:16:06.440 --> 00:16:07.920 You can come in with unfair advantages 386 00:16:07.920 --> 00:16:10.760 simply by measuring success on different time horizons 387 00:16:10.760 --> 00:16:13.520 or measuring a different metric for success. 388 00:16:13.520 --> 00:16:15.080 But I like right now, what am I optimizing for? 389 00:16:15.080 --> 00:16:16.080 I'm optimizing for brand. 390 00:16:16.080 --> 00:16:18.760 I'm not optimizing for money, right? 391 00:16:18.760 --> 00:16:19.920 So I'm measuring something different 392 00:16:19.920 --> 00:16:21.280 than somebody else might be. 393 00:16:21.280 --> 00:16:22.640 And so someone who maybe may start 394 00:16:22.640 --> 00:16:24.120 making content at the same time as me 395 00:16:24.120 --> 00:16:26.160 might be making more money than me today. 396 00:16:27.200 --> 00:16:28.240 But are they winning? 397 00:16:29.200 --> 00:16:30.040 I don't know. 398 00:16:30.040 --> 00:16:32.120 We're playing different games, right? 399 00:16:32.120 --> 00:16:37.120 And so I think that that lens can be used 400 00:16:37.120 --> 00:16:39.880 by most people and most people don't do that 401 00:16:39.880 --> 00:16:40.880 because they don't even know the rules 402 00:16:40.880 --> 00:16:42.680 that they're of the game that they're trying to play. 403 00:16:42.680 --> 00:16:45.400 And so they are pawns in someone else's game. 404 00:16:46.720 --> 00:16:49.520 And so I think that's where the heaviness 405 00:16:49.520 --> 00:16:51.720 of this whole thing comes from for me is that like, 406 00:16:51.720 --> 00:16:56.720 I hate not feeling like I have an element of control 407 00:16:57.000 --> 00:16:58.880 over the outcomes in my life. 408 00:16:58.880 --> 00:17:01.000 And a lot of the stuff that's happening in the world, 409 00:17:01.000 --> 00:17:04.760 I don't feel like I have control over and that annoys me. 410 00:17:04.760 --> 00:17:07.560 And so I focus on the few things that are control 411 00:17:07.560 --> 00:17:10.200 before me and I direct all of my attention there. 412 00:17:11.760 --> 00:17:12.760 Makes a lot of sense. 413 00:17:12.760 --> 00:17:15.320 I've also taken a similar approach 414 00:17:15.320 --> 00:17:17.600 and then I'll hear from loved ones 415 00:17:17.600 --> 00:17:19.680 or you should be paying attention to the news. 416 00:17:19.680 --> 00:17:22.280 You should and it's like, well, 417 00:17:22.280 --> 00:17:25.280 I mean, I'm gonna control the things that I'm gonna control. 418 00:17:25.280 --> 00:17:28.160 And part of me is like, maybe when I'm that age 419 00:17:28.160 --> 00:17:29.940 and I can impact it more, I will. 420 00:17:29.940 --> 00:17:31.360 But in this moment, I can't. 421 00:17:31.360 --> 00:17:34.080 Is that a similar approach you take as well? 422 00:17:34.080 --> 00:17:39.080 Yeah, yeah, yeah, I am, the question always comes down 423 00:17:40.280 --> 00:17:42.160 to what am I going to do, right? 424 00:17:42.160 --> 00:17:46.360 And so if the input, like, I consume all this media, 425 00:17:46.360 --> 00:17:50.880 right, I get quote educated, which not even getting into 426 00:17:50.880 --> 00:17:52.720 like where you get sources of information 427 00:17:52.720 --> 00:17:55.200 which conflict and it's tough for anybody right now, 428 00:17:55.200 --> 00:17:57.600 like to even know what an informed decision is, right? 429 00:17:57.600 --> 00:18:00.280 Cause no one actually can touch the situation anymore. 430 00:18:00.280 --> 00:18:03.680 Everything's, it's banana foam times 100, right? 431 00:18:03.840 --> 00:18:05.760 Now across all media. 432 00:18:05.760 --> 00:18:07.880 So it's really hard to have an informed decision. 433 00:18:07.880 --> 00:18:11.680 And so for me, and I really thought about this. 434 00:18:11.680 --> 00:18:13.960 And I was like, the reason I actually haven't, 435 00:18:13.960 --> 00:18:16.480 I voted one time in my life. 436 00:18:17.600 --> 00:18:22.600 The reason that it's so tough is that if I'm going to vote, 437 00:18:22.680 --> 00:18:24.640 I would like to be an informed voter. 438 00:18:24.640 --> 00:18:26.080 In order for me to be informed voter, 439 00:18:26.080 --> 00:18:27.320 people like it only takes 10 minutes. 440 00:18:27.320 --> 00:18:29.320 I'm like, if you're an idiot, 441 00:18:29.320 --> 00:18:32.320 it only takes 10 minutes to literally click the buttons. 442 00:18:32.320 --> 00:18:34.200 It takes weeks to be informed 443 00:18:34.200 --> 00:18:35.560 about what buttons you're pressing. 444 00:18:37.400 --> 00:18:41.000 And so for me, that's where the time trade off has not been good. 445 00:18:41.000 --> 00:18:42.800 And this isn't me saying I'm an advocate for not voting. 446 00:18:42.800 --> 00:18:44.280 I'm an advocate for being informed, 447 00:18:44.280 --> 00:18:46.400 but the cost of being informed relative 448 00:18:46.400 --> 00:18:48.880 to the amount of change I can make with my vote 449 00:18:48.880 --> 00:18:50.760 is relatively small. 450 00:18:50.760 --> 00:18:53.440 And so for me, I look at the opportunity cost of that time 451 00:18:53.440 --> 00:18:56.800 and could I, with that same time, 452 00:18:56.800 --> 00:18:59.320 more positively impact my life 453 00:18:59.360 --> 00:19:02.760 than what my one vote will impact my life through. 454 00:19:02.760 --> 00:19:04.440 And for me, the answer is yes. 455 00:19:04.440 --> 00:19:06.040 And so then I choose not to. 456 00:19:06.040 --> 00:19:07.320 And so I am uninformed, 457 00:19:07.320 --> 00:19:09.480 which is why I try not to give a political opinion 458 00:19:09.480 --> 00:19:11.480 because that's exactly what they would be, opinions. 459 00:19:11.480 --> 00:19:12.440 I have no idea. 460 00:19:12.440 --> 00:19:14.520 So it's same as me making up answers, 461 00:19:14.520 --> 00:19:15.800 because I don't know. 462 00:19:15.800 --> 00:19:17.600 So I try to talk about only the few things 463 00:19:17.600 --> 00:19:19.720 that I feel relatively confident that I know about. 464 00:19:19.720 --> 00:19:20.560 I had a DM the other day, 465 00:19:20.560 --> 00:19:22.120 it was like, I watched one of your videos 466 00:19:22.120 --> 00:19:25.880 and you said, you don't know how to get to nine figures a month 467 00:19:25.880 --> 00:19:27.120 and so I wanted to tell you. 468 00:19:29.320 --> 00:19:30.960 Mind you, the only person is going to say, 469 00:19:30.960 --> 00:19:32.520 this is not someone doing nine figures a month, 470 00:19:32.520 --> 00:19:34.120 but we'll leave it aside. 471 00:19:34.120 --> 00:19:36.600 The point is, is that I will only talk 472 00:19:36.600 --> 00:19:37.880 about getting to eight figures a month 473 00:19:37.880 --> 00:19:39.240 because I have been there. 474 00:19:39.240 --> 00:19:40.920 And so I know what it takes to get there. 475 00:19:40.920 --> 00:19:42.880 And I said, once I get to nine figures a month, 476 00:19:42.880 --> 00:19:44.120 I will tell you that. 477 00:19:44.120 --> 00:19:46.000 Not that I don't have a map or a roadmap 478 00:19:46.000 --> 00:19:47.520 of how I plan to get there, 479 00:19:47.520 --> 00:19:50.200 but I won't talk about it until I've walked it. 480 00:19:51.880 --> 00:19:52.720 And so like right now, 481 00:19:52.720 --> 00:19:54.760 I don't feel like I could walk any political discussion 482 00:19:54.760 --> 00:19:55.880 because I would get trapped 483 00:19:55.880 --> 00:19:57.040 by anybody who's more educated than me. 484 00:19:57.040 --> 00:19:58.360 And I'd be like, you're probably right. 485 00:19:58.400 --> 00:19:59.320 I don't know. 486 00:19:59.320 --> 00:20:00.760 And then I would be like, why am I here? 487 00:20:00.760 --> 00:20:01.800 I'd be like, oh, this is a game 488 00:20:01.800 --> 00:20:03.560 that I don't know the rules to. 489 00:20:04.520 --> 00:20:07.000 I'm going into a game that I don't have an advantage. 490 00:20:07.000 --> 00:20:08.560 I don't want to play. 491 00:20:08.560 --> 00:20:10.760 And so I play games that I know that I can win. 492 00:20:12.000 --> 00:20:16.200 Could you see yourself going into that realm after? 493 00:20:16.200 --> 00:20:18.560 I don't, not on any time horizon 494 00:20:18.560 --> 00:20:21.040 that I associate with the current identity that I have. 495 00:20:21.040 --> 00:20:22.280 That's what I'm saying. 496 00:20:22.280 --> 00:20:24.160 That's so good. 497 00:20:24.160 --> 00:20:25.000 So good. 498 00:20:25.960 --> 00:20:28.440 I like my life a lot. 499 00:20:28.440 --> 00:20:30.480 And so like I'm good. 500 00:20:30.480 --> 00:20:32.000 Like I like the path I'm on. 501 00:20:32.000 --> 00:20:33.560 I like what I'm doing. 502 00:20:33.560 --> 00:20:36.000 I like the impact that we're making. 503 00:20:36.000 --> 00:20:38.960 I love seeing the businesses that come in every day. 504 00:20:38.960 --> 00:20:41.120 I can stop in the street from, you know, 505 00:20:41.120 --> 00:20:44.160 every day from most people being like, dude, I read your book. 506 00:20:44.160 --> 00:20:46.000 I quit my job and I'm doing a million dollars a year. 507 00:20:46.000 --> 00:20:48.800 And I'm like, that might not have happened 508 00:20:48.800 --> 00:20:52.160 if I hadn't taken the extra 20 hours in that one page. 509 00:20:52.160 --> 00:20:53.080 That's true. 510 00:20:53.080 --> 00:20:54.880 And my editor said this to me and it's been like, 511 00:20:54.880 --> 00:20:56.680 it's haunted me to a degree. 512 00:20:56.680 --> 00:20:59.800 When we were, when things would get hard, right? 513 00:20:59.800 --> 00:21:00.680 In the editing process. 514 00:21:00.680 --> 00:21:02.320 It's like there are times where we, you know, 515 00:21:02.320 --> 00:21:04.160 I mean, we're the closest to friends, 516 00:21:04.160 --> 00:21:06.120 but we would really argue viciously over a point 517 00:21:06.120 --> 00:21:07.200 because we wanted to get to the truth. 518 00:21:07.200 --> 00:21:08.640 We wanted to the bottom of it. 519 00:21:08.640 --> 00:21:10.800 And he was like, Alex, he's like, 520 00:21:10.800 --> 00:21:12.760 there is a 16 year old kid who's going to sleep 521 00:21:12.760 --> 00:21:14.200 with his book under his pillow. 522 00:21:16.360 --> 00:21:19.040 He's like, you owe it to him, man. 523 00:21:19.040 --> 00:21:21.520 And I was like, fuck, he's right. 524 00:21:21.520 --> 00:21:22.360 He's right. 525 00:21:22.360 --> 00:21:23.880 So let's keep working through it. 526 00:21:23.880 --> 00:21:24.720 Let's make it simpler. 527 00:21:24.720 --> 00:21:25.640 Let's not cut the corner. 528 00:21:25.640 --> 00:21:26.640 Like, let's explain it. 529 00:21:26.640 --> 00:21:28.360 Let's define the term. 530 00:21:28.360 --> 00:21:29.600 Let's make a visual. 531 00:21:29.600 --> 00:21:30.600 You know, even though it's going to take me 532 00:21:30.600 --> 00:21:32.480 to the other five fucking hours. 533 00:21:32.480 --> 00:21:35.640 Like, I didn't, you know, like, it's, that's the hard part. 534 00:21:35.640 --> 00:21:37.840 You know, and it was during the writing process 535 00:21:37.840 --> 00:21:39.120 that I tweeted this tweet that one, 536 00:21:39.120 --> 00:21:41.360 pretty whatever, got a lot of lift. 537 00:21:41.360 --> 00:21:43.800 It was, whenever I, whenever I, like, 538 00:21:43.800 --> 00:21:45.200 it gets really hard. 539 00:21:45.200 --> 00:21:46.240 And I just think to myself, like, 540 00:21:46.240 --> 00:21:47.640 why am I even bothering? 541 00:21:47.640 --> 00:21:50.000 Why should it, why should I even keep doing this? 542 00:21:50.000 --> 00:21:53.760 I just remind myself that this is where most people stop. 543 00:21:54.080 --> 00:21:55.280 And this is why they don't win. 544 00:21:57.280 --> 00:21:59.200 And so that's, that's a quote that has helped me get 545 00:21:59.200 --> 00:22:01.800 through some of those, like, really tough times. 546 00:22:01.800 --> 00:22:03.400 And it's like, well, do I want to win 547 00:22:03.400 --> 00:22:04.520 more than I want to fail? 548 00:22:04.520 --> 00:22:05.360 Yes. 549 00:22:05.360 --> 00:22:07.520 It's like, well, then this is a Trevor quote, 550 00:22:07.520 --> 00:22:09.480 is my, my editor and my closest friend. 551 00:22:09.480 --> 00:22:11.120 He said, well, whenever someone says 552 00:22:11.120 --> 00:22:13.080 they can't stand it anymore. 553 00:22:13.080 --> 00:22:15.520 He said, well, if you're alive, 554 00:22:15.520 --> 00:22:17.160 you have proof that you can stand it. 555 00:22:18.960 --> 00:22:21.880 And if you die, you won't have to stand it anymore. 556 00:22:22.880 --> 00:22:24.720 So you can always stand it. 557 00:22:26.440 --> 00:22:28.920 And I think that's a really powerful message. 558 00:22:28.920 --> 00:22:29.960 It's really simple. 559 00:22:29.960 --> 00:22:31.920 But like, if you are going through it, 560 00:22:31.920 --> 00:22:33.640 then you are going through it. 561 00:22:33.640 --> 00:22:35.920 You may be uncomfortable, it may be painful, 562 00:22:35.920 --> 00:22:38.200 you may hate it, but you're still here. 563 00:22:40.560 --> 00:22:42.720 And I think, like, to me, it reminds me of this, 564 00:22:42.720 --> 00:22:45.760 the Morpheus quote, I think it was in one of the matrixes. 565 00:22:45.760 --> 00:22:49.560 And he says, I stand here truthfully and afraid, 566 00:22:49.560 --> 00:22:51.600 not because of the path of lies before me, 567 00:22:51.720 --> 00:22:54.120 but because of the path of lies behind me. 568 00:22:54.120 --> 00:22:56.120 And so I think that that's like the gift that we all have. 569 00:22:56.120 --> 00:22:58.880 It's like, we all have stood life to this point. 570 00:23:00.440 --> 00:23:01.920 And I think that's like all the proof you need 571 00:23:01.920 --> 00:23:04.280 that you can keep standing it. 572 00:23:04.280 --> 00:23:07.320 Or just sit down and then get back up with the first thing. 573 00:23:07.320 --> 00:23:08.800 Sure. 574 00:23:08.800 --> 00:23:10.400 Yeah, I would love to talk to you 575 00:23:10.400 --> 00:23:11.680 about a couple of your tweets here. 576 00:23:11.680 --> 00:23:16.120 I have a bunch listed, but there's, they're so good. 577 00:23:16.120 --> 00:23:18.760 And your writing is like, it's really one of your gifts 578 00:23:18.920 --> 00:23:21.480 or one of the things that you've built to be amazing at it. 579 00:23:21.480 --> 00:23:23.760 So I really just want to give you that acknowledgement. 580 00:23:25.040 --> 00:23:28.440 Oddly effective, had a coaching call with myself. 581 00:23:28.440 --> 00:23:31.320 I typed up a chat conversation with some problems I was having 582 00:23:31.320 --> 00:23:33.640 and pretended to be my 85 year old self. 583 00:23:33.640 --> 00:23:36.360 I got some really insightful replies, worth a try. 584 00:23:36.360 --> 00:23:38.920 After all, no one cares about younger you 585 00:23:38.920 --> 00:23:40.120 as much as older you. 586 00:23:41.320 --> 00:23:43.320 Thought that was really cool and impactful 587 00:23:43.320 --> 00:23:45.080 and a practice that anyone can do. 588 00:23:45.080 --> 00:23:48.480 I'd love to learn about, are there specific problems? 589 00:23:48.480 --> 00:23:50.640 Questions, things you say to yourself 590 00:23:50.640 --> 00:23:53.720 that make for the best conversation? 591 00:23:53.720 --> 00:23:54.920 This is the perfect question. 592 00:23:57.520 --> 00:23:59.760 Real quick guys, you guys already know that I don't run 593 00:23:59.760 --> 00:24:02.000 any ads on this and I don't sell anything. 594 00:24:02.000 --> 00:24:03.880 And so the only ask that I can ever have 595 00:24:03.880 --> 00:24:05.200 if you guys that you help me spread the word 596 00:24:05.200 --> 00:24:06.760 so we can have more entrepreneurs, 597 00:24:06.760 --> 00:24:08.440 make more money, feed their families, 598 00:24:08.440 --> 00:24:10.840 make better products and have better experiences 599 00:24:10.840 --> 00:24:12.440 for their employees and customers. 600 00:24:12.440 --> 00:24:15.480 And the only way we do that is if you can rate and review 601 00:24:15.480 --> 00:24:16.920 and share this podcast. 602 00:24:16.920 --> 00:24:18.600 So the single thing that I ask you to do is you can just 603 00:24:18.600 --> 00:24:21.400 leave a review, but take 10 seconds or one type of the thumb 604 00:24:21.400 --> 00:24:23.560 to the absolute world to me and more importantly, 605 00:24:23.560 --> 00:24:25.440 it may change the world to someone else. 606 00:24:27.120 --> 00:24:28.360 Well done. 607 00:24:28.360 --> 00:24:32.080 So this is something that I learned about later 608 00:24:32.080 --> 00:24:34.960 that stems from a psychological concept 609 00:24:34.960 --> 00:24:37.120 called the Solomon Paradox. 610 00:24:37.120 --> 00:24:40.080 And so the Solomon Paradox, if you don't know who anyone's 611 00:24:40.080 --> 00:24:41.400 listening is, there was King Solomon 612 00:24:41.400 --> 00:24:43.080 who was known for being wise and he had, 613 00:24:43.080 --> 00:24:45.760 he was one of the richest men of all time, et cetera. 614 00:24:45.760 --> 00:24:47.920 And so people, King's rulers would come to him 615 00:24:47.920 --> 00:24:49.680 and ask for his advice. 616 00:24:49.680 --> 00:24:52.120 The reason that it's a paradox is that he gave exceptional 617 00:24:52.120 --> 00:24:54.360 advice to everyone else, but his actual life was in ruins. 618 00:24:54.360 --> 00:24:59.240 His son was terrible son and he had many wives and he cheated 619 00:24:59.240 --> 00:25:00.840 and he had this lust for money and all these things, 620 00:25:00.840 --> 00:25:03.080 but his advice to other people was amazing. 621 00:25:03.080 --> 00:25:05.760 And so the Solomon Paradox and it's been studied 622 00:25:05.760 --> 00:25:09.960 in multiple facets that people give better advice 623 00:25:09.960 --> 00:25:11.840 than they follow themselves. 624 00:25:11.840 --> 00:25:15.320 And so they've studied this with relationships. 625 00:25:15.320 --> 00:25:19.520 They'll have somebody in a weird romantic relationship, 626 00:25:19.520 --> 00:25:22.320 tough setup, and they'll whitewash the names 627 00:25:22.320 --> 00:25:25.000 and say, hey, there's a lady and she's 628 00:25:25.000 --> 00:25:27.040 getting beat by her husband once a month. 629 00:25:27.040 --> 00:25:30.880 And it's happened for four years. 630 00:25:30.880 --> 00:25:33.800 And this time she says that her husband says 631 00:25:33.800 --> 00:25:35.200 that it's not going to happen again. 632 00:25:35.200 --> 00:25:37.280 What do you think that that woman should do? 633 00:25:37.280 --> 00:25:39.360 And then the person would give advice 634 00:25:39.360 --> 00:25:41.720 and it completely conflicts with how that woman actually 635 00:25:41.720 --> 00:25:44.040 lives her life even though she's giving advice 636 00:25:44.040 --> 00:25:46.360 to somebody who's not her, right? 637 00:25:46.360 --> 00:25:49.120 And they have postulated why this is. 638 00:25:49.120 --> 00:25:50.880 And you could say you remove the emotions from it, 639 00:25:50.880 --> 00:25:53.920 you've removed the tensions, whatever you want to say. 640 00:25:53.920 --> 00:25:57.600 But what we do know is that people give better advice 641 00:25:57.600 --> 00:25:59.360 than they follow. 642 00:25:59.360 --> 00:26:03.840 And so if you pair that concept with the idea 643 00:26:03.840 --> 00:26:07.960 that no one has more context on your life than you do, 644 00:26:07.960 --> 00:26:09.920 then you have a very powerful combo. 645 00:26:09.920 --> 00:26:11.680 And so one of the issues that I've had with like 646 00:26:11.680 --> 00:26:13.840 therapists and performance coaches and things like that 647 00:26:13.840 --> 00:26:15.040 is that I've done a hint. 648 00:26:15.040 --> 00:26:17.840 I would say maybe I've spent like five, maybe 10 hours 649 00:26:17.840 --> 00:26:19.680 in total in a setting like that. 650 00:26:19.680 --> 00:26:22.360 I'm not very good at it. 651 00:26:22.360 --> 00:26:24.200 And it's because I usually feel like I'm spending 652 00:26:24.200 --> 00:26:26.600 the majority of my time trying to give them 653 00:26:26.600 --> 00:26:31.320 enough context in order to give me advice, right? 654 00:26:31.320 --> 00:26:33.400 But they don't know every one of my skill sets. 655 00:26:33.400 --> 00:26:34.920 They don't know every one of my backgrounds. 656 00:26:34.920 --> 00:26:37.480 They don't know how that business deal like. 657 00:26:37.480 --> 00:26:38.520 You kind of looked a little dodgy, 658 00:26:38.520 --> 00:26:40.280 but I didn't have time to give more context to it 659 00:26:40.280 --> 00:26:42.480 so that they could give me the advice, right? 660 00:26:42.480 --> 00:26:45.680 And so I have failed at most of those things. 661 00:26:45.680 --> 00:26:48.200 And so when I tried this experiment, 662 00:26:48.200 --> 00:26:49.720 it was because I was actually really stressed 663 00:26:49.720 --> 00:26:50.600 about a decision. 664 00:26:50.600 --> 00:26:54.920 And so I said, OK, and this has been a mental practice of mine 665 00:26:54.920 --> 00:26:56.880 was just talking to my 85 year old self. 666 00:26:56.880 --> 00:26:58.600 But I was like, let me formalize this a little bit. 667 00:26:58.600 --> 00:27:00.840 I'm actually going to write it out in a document. 668 00:27:00.840 --> 00:27:04.480 And so I started talking to my future self. 669 00:27:04.480 --> 00:27:09.720 And what's kind of interesting is I could hear myself 670 00:27:09.720 --> 00:27:12.000 laughing at myself. 671 00:27:12.000 --> 00:27:15.160 So I'm like, this thing isn't having fast enough. 672 00:27:15.160 --> 00:27:16.280 Like, I don't know what's going on. 673 00:27:16.280 --> 00:27:18.080 And then I'd be like, what did you expect? 674 00:27:18.080 --> 00:27:21.640 You're trying to build a billion dollar thing in what a year. 675 00:27:21.640 --> 00:27:23.040 And then I'm like, well, I mean, no. 676 00:27:23.040 --> 00:27:24.360 And I'm like, well, what's the objective? 677 00:27:24.360 --> 00:27:25.720 And I'm asking the same questions out 678 00:27:25.720 --> 00:27:28.320 ask a portfolio company, or CEO, right, or whatever. 679 00:27:28.320 --> 00:27:32.080 And I'm now getting coached by me. 680 00:27:32.080 --> 00:27:34.960 And some people might take that as like wildly 681 00:27:34.960 --> 00:27:37.360 statistical, which hopefully they don't. 682 00:27:37.360 --> 00:27:40.280 But the other side of it is that like, 683 00:27:40.320 --> 00:27:44.040 this person has two things that no therapist has. 684 00:27:44.040 --> 00:27:46.400 They've complete context on my situation. 685 00:27:46.400 --> 00:27:49.440 And they have completely aligned incentives. 686 00:27:49.440 --> 00:27:52.720 And there's no one else in the entire world who has that. 687 00:27:52.720 --> 00:27:56.080 And I would argue that most people know what they should do. 688 00:27:56.080 --> 00:27:58.600 They just don't do it. 689 00:27:58.600 --> 00:28:01.640 So I'll relate this back to weight loss sales way back in the day. 690 00:28:01.640 --> 00:28:03.200 Let's sit across the table from Sandy. 691 00:28:03.200 --> 00:28:05.080 And she's like, I don't know what to do. 692 00:28:05.080 --> 00:28:06.640 And I used to just like playing to that. 693 00:28:06.640 --> 00:28:08.120 Be like, oh, yeah, well, I'll help you to educate 694 00:28:08.120 --> 00:28:08.960 and all that stuff. 695 00:28:08.960 --> 00:28:10.400 And as I got more and more experience with sales, 696 00:28:10.400 --> 00:28:12.160 I'd be like, sure you do. 697 00:28:12.160 --> 00:28:13.720 And they would look at me because they didn't expect that. 698 00:28:13.720 --> 00:28:14.560 And I'd be like, what do you mean? 699 00:28:14.560 --> 00:28:15.560 And it's also, it breaks the frame. 700 00:28:15.560 --> 00:28:17.800 And all of a sudden, you actually get their attention. 701 00:28:17.800 --> 00:28:19.440 But I would say that. 702 00:28:19.440 --> 00:28:21.120 And they'd look at me cross-eyed. 703 00:28:21.120 --> 00:28:25.040 And I'd be like, if you had to lose weight, what would you do? 704 00:28:25.040 --> 00:28:27.160 And they'd be like, well, I probably like, I'd work out for it. 705 00:28:27.160 --> 00:28:28.600 I'm like, OK, I was like, what else would you do? 706 00:28:28.600 --> 00:28:30.120 They're like, I'll probably eat a little better. 707 00:28:30.120 --> 00:28:30.960 I'm like, OK. 708 00:28:30.960 --> 00:28:33.160 I was like, pretty much got it. 709 00:28:33.160 --> 00:28:34.800 I was like, but that's not the issue with it. 710 00:28:34.800 --> 00:28:35.640 And I'm like, well, no. 711 00:28:35.640 --> 00:28:37.200 I was like, it's that you're not doing it. 712 00:28:37.200 --> 00:28:37.720 Just like, yeah. 713 00:28:37.720 --> 00:28:39.560 And I was like, I can help you with that. 714 00:28:39.560 --> 00:28:42.400 And so the issue is that a lot of times we think 715 00:28:42.400 --> 00:28:45.680 that we have a knowledge gap. 716 00:28:45.680 --> 00:28:47.720 But a lot of times it's not that we have a knowledge gap. 717 00:28:47.720 --> 00:28:49.880 We just need someone else to hold us accountable. 718 00:28:49.880 --> 00:28:53.040 And so the ultimate gift that I think you can give yourself 719 00:28:53.040 --> 00:28:54.960 in life is holding yourself accountable. 720 00:28:54.960 --> 00:28:57.720 Like if you can do that, if you can really hold yourself 721 00:28:57.720 --> 00:28:59.600 accountable, you can do anything. 722 00:28:59.600 --> 00:29:02.120 And so sometimes it's really hard to hold yourself accountable. 723 00:29:02.120 --> 00:29:06.360 And so I'm just asking my 85 year old self to hold me accountable 724 00:29:06.360 --> 00:29:08.480 to what I say I want, right? 725 00:29:08.480 --> 00:29:10.320 Because even the flip side, and I said there's two things. 726 00:29:10.320 --> 00:29:12.560 There's the knowledge and there's the incentive, right? 727 00:29:12.560 --> 00:29:14.880 Somebody might be able to help you out, 728 00:29:14.880 --> 00:29:16.920 but their incentives aren't a lot. 729 00:29:16.920 --> 00:29:19.360 So as terrible as I'm about to say my sound, 730 00:29:19.360 --> 00:29:21.440 there are therapists that I think are very good 731 00:29:21.440 --> 00:29:22.800 and really help people. 732 00:29:22.800 --> 00:29:25.040 But there are also therapists that are human and have bills 733 00:29:25.040 --> 00:29:27.720 to pay and have families and they look at their business 734 00:29:27.720 --> 00:29:29.640 like a business and have a recurring revenue stream 735 00:29:29.640 --> 00:29:32.600 and say like if I solve your problem, you won't leave. 736 00:29:32.600 --> 00:29:34.280 And so you come here and you vent to me 737 00:29:34.280 --> 00:29:36.200 and I say let's do the same same time next week. 738 00:29:36.200 --> 00:29:37.640 They're not trying to solve your problem. 739 00:29:37.640 --> 00:29:39.080 They're trying to make you feel better in the moment 740 00:29:39.080 --> 00:29:40.880 but not solve it long-term. 741 00:29:40.880 --> 00:29:44.760 And so I want someone who has complete context 742 00:29:44.760 --> 00:29:45.960 and completely aligned incentives. 743 00:29:45.960 --> 00:29:49.040 And there's only one person who has that and that's me. 744 00:29:49.040 --> 00:29:51.120 And so the question is like how can I give me advice? 745 00:29:51.120 --> 00:29:53.200 It's like well me giving me advice isn't working. 746 00:29:53.200 --> 00:29:55.960 So I need old me to give advice who has 85 years of context. 747 00:29:55.960 --> 00:29:58.160 And the nice thing is, is that most of the time 748 00:29:58.160 --> 00:29:59.600 he just laughs at me and makes fun of me 749 00:29:59.600 --> 00:30:02.440 and tells me that none of this is going to matter. 750 00:30:02.440 --> 00:30:04.000 And so it's been a very nice razor 751 00:30:04.000 --> 00:30:06.120 for focusing on the few things that do. 752 00:30:06.120 --> 00:30:07.920 And so when I am stressed or I have a big business 753 00:30:07.920 --> 00:30:10.200 decision, I also know that I don't have to educate 754 00:30:10.200 --> 00:30:12.520 a therapist or a coach on at least my level of business 755 00:30:12.520 --> 00:30:15.680 acumen to get good advice, right? 756 00:30:15.680 --> 00:30:19.120 And so that has been what I've called the Salmon Project. 757 00:30:19.120 --> 00:30:22.760 And so I have a recurring calendar meetup with myself 758 00:30:22.760 --> 00:30:25.880 for an hour on Mondays, it's the first thing I do. 759 00:30:25.960 --> 00:30:31.000 And I have a back-and-forth dialogue with 85-year-old mate. 760 00:30:31.000 --> 00:30:34.120 And I, I mean, it's a dialogue. 761 00:30:34.120 --> 00:30:35.440 It's just like a chat. 762 00:30:35.440 --> 00:30:38.160 And so I chat to me and then I click enter 763 00:30:38.160 --> 00:30:40.000 and then I chat back. 764 00:30:40.000 --> 00:30:42.480 And I do the whole thing, like it's, you know, I'm like, 765 00:30:42.480 --> 00:30:43.480 well, dot, dot, dot. 766 00:30:43.480 --> 00:30:44.680 And I'm like, what, dot, dot. 767 00:30:44.680 --> 00:30:46.120 And it's like, well, you kind of know. 768 00:30:46.120 --> 00:30:47.200 And I'm like, what do you mean? 769 00:30:47.200 --> 00:30:50.960 I have the whole thing, but I can't tell you, 770 00:30:50.960 --> 00:30:52.880 it's been one of the most rewarding experiences 771 00:30:52.880 --> 00:30:54.280 that I've been through because like, 772 00:30:55.240 --> 00:30:59.280 I, old me has absolute grace for young me. 773 00:30:59.280 --> 00:31:02.680 And old me appreciates the sacrifice 774 00:31:02.680 --> 00:31:05.920 that young me right now is putting in for old him. 775 00:31:05.920 --> 00:31:07.760 And it's like, I wouldn't be living the life I have 776 00:31:07.760 --> 00:31:09.760 if you weren't doing what you're doing right now. 777 00:31:09.760 --> 00:31:11.200 So thank you. 778 00:31:11.200 --> 00:31:12.920 And it like, it hits. 779 00:31:14.720 --> 00:31:16.440 Because like, there aren't many people 780 00:31:16.440 --> 00:31:18.760 who thank you for doing what you do. 781 00:31:18.760 --> 00:31:22.240 But like, there's no one that it benefits more than you, right? 782 00:31:22.240 --> 00:31:24.000 But actually to be thanked by, it's very weird. 783 00:31:24.000 --> 00:31:24.840 It's very meta. 784 00:31:24.840 --> 00:31:28.200 But like, it's been a really powerful experience for me. 785 00:31:28.200 --> 00:31:30.840 And I think from a mental health or anxiety 786 00:31:30.840 --> 00:31:32.560 or long-term planning perspective, 787 00:31:32.560 --> 00:31:34.200 it's allowed me to pump the breaks 788 00:31:34.200 --> 00:31:35.720 on reactivity in my life, 789 00:31:35.720 --> 00:31:38.160 whether it's with relationships or business decisions 790 00:31:38.160 --> 00:31:42.000 and be able to just be wiser if we call it that. 791 00:31:42.000 --> 00:31:43.120 But really just, you know, 792 00:31:43.120 --> 00:31:45.360 most of wisdom is just thinking over a longer time horizon. 793 00:31:45.360 --> 00:31:47.040 And so it's like, my eyes will talk to the guy at the end 794 00:31:47.040 --> 00:31:48.600 and see what I should do today. 795 00:31:48.600 --> 00:31:49.640 Hmm. 796 00:31:49.640 --> 00:31:53.080 And this is through a Google doc or just a, 797 00:31:53.080 --> 00:31:54.280 just a Google doc. 798 00:31:54.280 --> 00:31:56.080 Yeah, yeah. 799 00:31:56.080 --> 00:31:56.920 Let's just click enter. 800 00:31:56.920 --> 00:31:57.760 Yeah. 801 00:31:57.760 --> 00:31:59.120 It's just simple. 802 00:31:59.120 --> 00:32:01.000 I mean, it's, I can tell who's talking. 803 00:32:01.000 --> 00:32:04.160 Look, I know who's who's turned to this. 804 00:32:04.160 --> 00:32:06.120 You know what I mean? 805 00:32:06.120 --> 00:32:08.120 Yeah, I love it. 806 00:32:08.120 --> 00:32:09.680 It's really powerful. 807 00:32:09.680 --> 00:32:12.160 I'm going to do that right after this. 808 00:32:12.160 --> 00:32:16.720 And I got to get another tweet with you while we're here. 809 00:32:16.720 --> 00:32:20.360 In a similar vein, advice to my younger self. 810 00:32:20.360 --> 00:32:21.720 Document your life more. 811 00:32:21.760 --> 00:32:24.960 Otherwise, you'll forget the details and the details 812 00:32:24.960 --> 00:32:27.800 are what make it worth remembering. 813 00:32:28.800 --> 00:32:29.640 It's powerful. 814 00:32:29.640 --> 00:32:31.560 I always tell my friends, we got to, 815 00:32:31.560 --> 00:32:34.120 we got to take more pictures, more videos, 816 00:32:34.120 --> 00:32:36.680 whatever the amount that you take, it's not enough. 817 00:32:36.680 --> 00:32:39.480 Like always take more, not because you want to show anybody, 818 00:32:39.480 --> 00:32:43.080 but just because when I have those from the years past, 819 00:32:43.080 --> 00:32:44.880 I'm always so grateful I do. 820 00:32:44.880 --> 00:32:47.280 So what role has that played in your life 821 00:32:47.280 --> 00:32:49.760 and how do you have you done that? 822 00:32:49.760 --> 00:32:52.920 Well, I was notorious for not documenting anything. 823 00:32:52.920 --> 00:32:54.040 For most of my life. 824 00:32:54.040 --> 00:32:55.520 And I think I have a different tweet that says, 825 00:32:55.520 --> 00:32:58.880 the biggest regret I have is not documenting the failures. 826 00:32:58.880 --> 00:33:00.960 It's like not documenting the low points. 827 00:33:00.960 --> 00:33:03.080 Because everyone wants to document the success story. 828 00:33:03.080 --> 00:33:04.640 But the only way you have success stories 829 00:33:04.640 --> 00:33:06.480 if you show where you came from, 830 00:33:06.480 --> 00:33:08.720 and where you came from is the shitty part. 831 00:33:08.720 --> 00:33:11.240 And so like I did 30 something launches of gyms. 832 00:33:11.240 --> 00:33:14.040 I only made one recording. 833 00:33:14.040 --> 00:33:16.200 It's like two minutes. 834 00:33:16.200 --> 00:33:19.280 And that one recording made me like 10 million dollars 835 00:33:19.320 --> 00:33:20.920 because I read it as an ad. 836 00:33:20.920 --> 00:33:23.200 Wow, imagine if I had 30 other ones. 837 00:33:24.160 --> 00:33:27.040 But it was me in some random gym being like, 838 00:33:27.040 --> 00:33:29.560 look at this random gym I'm in in the middle of nowhere. 839 00:33:29.560 --> 00:33:31.240 And I'm like, isn't this weird? 840 00:33:31.240 --> 00:33:33.160 I was like, I just sold 200 people into this thing. 841 00:33:33.160 --> 00:33:34.640 Look at the stack of contracts. 842 00:33:34.640 --> 00:33:36.200 And I was actually not making it as an ad. 843 00:33:36.200 --> 00:33:38.000 I was sending it to a group that I had just joined 844 00:33:38.000 --> 00:33:39.920 to try and show that I was cool. 845 00:33:39.920 --> 00:33:41.200 They were all these internet people 846 00:33:41.200 --> 00:33:43.840 and I was like, I do cool stuff too, you know? 847 00:33:43.840 --> 00:33:45.560 I was like, I do stuff. 848 00:33:45.560 --> 00:33:46.800 Look at those contracts. 849 00:33:46.800 --> 00:33:49.160 It was me flexing to a group. 850 00:33:49.160 --> 00:33:50.680 It wasn't even an ad. 851 00:33:50.680 --> 00:33:52.640 And then I ran it as an ad and then it murdered. 852 00:33:52.640 --> 00:33:54.080 Like people in the gym world are like, 853 00:33:54.080 --> 00:33:55.480 I remember that ad, right? 854 00:33:55.480 --> 00:33:57.760 Because it was so crazy, because it was real. 855 00:33:57.760 --> 00:33:59.960 And so I think that the biggest mistake 856 00:33:59.960 --> 00:34:01.600 that I made from a marketing perspective, 857 00:34:01.600 --> 00:34:04.080 maybe a life perspective, biggest is strong. 858 00:34:04.080 --> 00:34:06.960 One of the mistakes I made is that I didn't document 859 00:34:06.960 --> 00:34:07.800 the low points. 860 00:34:08.960 --> 00:34:11.240 And so like I have a screenshot in my first book 861 00:34:11.240 --> 00:34:14.200 that's when I had a thousand dollars in my bank account. 862 00:34:14.200 --> 00:34:16.400 And for the audience who's listening, 863 00:34:16.400 --> 00:34:19.200 the thousand dollars in my bank account for me, 864 00:34:19.200 --> 00:34:21.360 I had had six locations before that. 865 00:34:21.360 --> 00:34:24.520 So going from six gyms to a thousand dollars 866 00:34:24.520 --> 00:34:27.920 in a matter of like 90 days was very hard for me. 867 00:34:27.920 --> 00:34:31.640 And, but it was hard enough that I do remember screenshoting it 868 00:34:31.640 --> 00:34:34.360 and being like, fucking remember this. 869 00:34:34.360 --> 00:34:37.040 Like don't make this mistake again. 870 00:34:37.040 --> 00:34:38.840 And it was a little bit of like at the time, 871 00:34:38.840 --> 00:34:40.760 like self punishment of being like, 872 00:34:40.760 --> 00:34:43.040 you will not forget this. 873 00:34:43.040 --> 00:34:46.560 But as I've gained a little bit more grace to my younger self, 874 00:34:46.560 --> 00:34:47.880 I have those screenshots. 875 00:34:47.880 --> 00:34:50.240 And I've used that one screenshot of a thousand dollars 876 00:34:50.240 --> 00:34:52.240 in my bank account probably more than any screenshot 877 00:34:52.240 --> 00:34:53.840 I've had from my past. 878 00:34:53.840 --> 00:34:55.880 And I've used the, I took one picture 879 00:34:55.880 --> 00:34:57.440 of me sleeping on the floor at the gym. 880 00:34:57.440 --> 00:34:58.760 One, and I just sent it to my dad 881 00:34:58.760 --> 00:35:01.080 being like, first night here, you know? 882 00:35:01.080 --> 00:35:03.760 And I'm so grateful that I took the picture, 883 00:35:03.760 --> 00:35:04.880 because if I hadn't, I would, 884 00:35:04.880 --> 00:35:07.560 and I have so many other crazy things that happened 885 00:35:07.560 --> 00:35:09.800 that I have no documentation of it. 886 00:35:09.800 --> 00:35:13.960 And so it's easy to say, hey, document. 887 00:35:13.960 --> 00:35:15.400 But the thing is, is that documenting 888 00:35:15.400 --> 00:35:18.240 is a local cost for global benefit. 889 00:35:18.240 --> 00:35:20.480 It costs you now, but it benefits you long-term, 890 00:35:20.480 --> 00:35:22.560 which is why most people don't do it. 891 00:35:22.560 --> 00:35:26.720 And so what I've tried to do with what we've oriented our life 892 00:35:26.720 --> 00:35:30.160 is that I give myself local benefit and global benefit. 893 00:35:30.160 --> 00:35:35.080 So I get fast feedback loops for documenting what we do now. 894 00:35:35.080 --> 00:35:36.640 And so we document everything, 895 00:35:36.640 --> 00:35:39.720 but I also get really fast feedback because I post it. 896 00:35:39.720 --> 00:35:42.800 Now, the problem is if you're not posting things, 897 00:35:42.800 --> 00:35:46.320 then you have no feedback cycle for remembering them, 898 00:35:46.320 --> 00:35:47.640 especially if they're tough. 899 00:35:49.160 --> 00:35:50.920 And so I think that one of the, 900 00:35:50.920 --> 00:35:54.680 one of the genius concepts of capture don't create, et cetera, 901 00:35:54.680 --> 00:35:57.360 is that it actually gives you a feedback loop 902 00:35:57.360 --> 00:36:00.200 on something that otherwise has no benefit. 903 00:36:00.200 --> 00:36:02.160 Because in the moment, you remember it, it just happened. 904 00:36:02.160 --> 00:36:05.280 And in some ways, you're trying to forget it, right? 905 00:36:05.280 --> 00:36:07.080 But like, when you think about the human experience, 906 00:36:07.080 --> 00:36:08.400 when I think about my 85 year old soft, 907 00:36:08.960 --> 00:36:11.400 what makes the human experience in its entirety 908 00:36:11.400 --> 00:36:13.600 the human experience is the highs and the lows. 909 00:36:15.320 --> 00:36:18.400 And so like, we were talking about frames of mine 910 00:36:18.400 --> 00:36:19.920 for getting through hard things earlier, 911 00:36:19.920 --> 00:36:22.080 but I'll give you another one, which is, 912 00:36:23.840 --> 00:36:26.320 there was a guy, a friend of a friend, 913 00:36:26.320 --> 00:36:29.480 a success entrepreneur, and he got really bad cancer. 914 00:36:29.480 --> 00:36:31.840 Like super bad, really fast, right? 915 00:36:31.840 --> 00:36:36.280 And I think he lost his trachea and some other stuff, 916 00:36:36.280 --> 00:36:38.760 and they thought he was gonna die, he ended up making it. 917 00:36:40.480 --> 00:36:45.480 And he was telling my friend, he was like, man, so grateful. 918 00:36:46.280 --> 00:36:48.040 And he was like, about, you think it was like 919 00:36:48.040 --> 00:36:49.480 the whole I see life a different way now. 920 00:36:49.480 --> 00:36:52.440 It wasn't that, it was always going through it. 921 00:36:52.440 --> 00:36:55.040 And his reasoning was, how cool is it 922 00:36:55.040 --> 00:36:57.080 that I get to live this part of the human experience? 923 00:36:57.080 --> 00:36:58.680 He's like, so many people don't get to live this. 924 00:36:58.680 --> 00:37:01.240 Like, I get to know what it's like to have cancer. 925 00:37:01.240 --> 00:37:02.720 Like so many people live their whole lives and then die, 926 00:37:02.720 --> 00:37:03.720 not knowing what cancer was like. 927 00:37:03.720 --> 00:37:04.720 I get to know that. 928 00:37:05.680 --> 00:37:08.400 And I just thought about that as like a very interesting frame. 929 00:37:08.400 --> 00:37:11.720 It's like whether it's bankruptcy, going to jail, 930 00:37:11.720 --> 00:37:13.600 like even the depths of human suffering, 931 00:37:13.600 --> 00:37:15.120 and some people who are still going through that trauma, 932 00:37:15.120 --> 00:37:18.360 I'm not saying that, like, I'm not justifying it. 933 00:37:18.360 --> 00:37:21.160 It's just a frame on like, being human 934 00:37:21.160 --> 00:37:22.800 is the rainy and the sunny days. 935 00:37:23.840 --> 00:37:25.680 Like you can't skip weather. 936 00:37:25.680 --> 00:37:29.280 And so I think like embracing the totality of the experience 937 00:37:29.280 --> 00:37:32.320 can give you gratitude for what feels locally like a low point. 938 00:37:32.320 --> 00:37:34.240 But most of the defining moments in our life 939 00:37:34.240 --> 00:37:37.160 broken like, then he doesn't have to go to war, right? 940 00:37:37.160 --> 00:37:38.760 When you expand the time rise and those are the things 941 00:37:38.760 --> 00:37:39.800 that create us. 942 00:37:39.800 --> 00:37:43.160 And so again, I mean, I talked to my 85 year old self a lot, 943 00:37:43.160 --> 00:37:48.160 which sounds really weird, but whenever I'm like 944 00:37:48.160 --> 00:37:51.360 complaining about something, one of the common things 945 00:37:51.360 --> 00:37:54.160 I'll ask me back is like, who do you want to be? 946 00:37:54.160 --> 00:37:55.720 And I'll be like, well, I want to be like this. 947 00:37:55.720 --> 00:37:56.760 And he's like, do you think that person 948 00:37:56.760 --> 00:37:58.120 would not go through hard times? 949 00:37:59.120 --> 00:38:00.920 You're like, yeah. 950 00:38:00.920 --> 00:38:02.320 And he's like, well, it sounds like you're wishing 951 00:38:02.320 --> 00:38:04.280 for the outcome, but not willing to pay the price. 952 00:38:04.280 --> 00:38:05.400 He's like, are you willing to pay the price? 953 00:38:05.400 --> 00:38:06.720 And I'm like, well, yeah. 954 00:38:06.720 --> 00:38:10.240 He's like, well, this is what paying the price feels like. 955 00:38:10.240 --> 00:38:11.000 Embrace it. 956 00:38:12.160 --> 00:38:14.080 Because these will be the stories you tell. 957 00:38:14.080 --> 00:38:17.240 And so I think that's given me the ability 958 00:38:17.240 --> 00:38:21.600 to weather rainy days, sunny days. 959 00:38:21.600 --> 00:38:23.640 Because like, there are a lot of those days 960 00:38:23.640 --> 00:38:26.560 in the entrepreneurial journey because that rocky cut scene 961 00:38:26.560 --> 00:38:28.880 is five years, not 30 seconds. 962 00:38:28.880 --> 00:38:30.480 And so I think you need as many of those tools 963 00:38:30.480 --> 00:38:32.040 as you can possibly put together in your tool belt 964 00:38:32.040 --> 00:38:33.040 to just keep going. 965 00:38:34.280 --> 00:38:37.600 So, so beautifully said, I want to highlight too 966 00:38:37.600 --> 00:38:39.600 the part about sleeping in the basement 967 00:38:39.600 --> 00:38:42.640 and that sleeping in the gym and taking a picture of it. 968 00:38:42.640 --> 00:38:45.160 You post it on social media that day 969 00:38:45.160 --> 00:38:46.560 and it gets zero likes. 970 00:38:46.560 --> 00:38:50.320 You post it on social media today and it gets a million. 971 00:38:50.320 --> 00:38:52.360 And I think there's something interesting to that 972 00:38:52.360 --> 00:38:54.320 is like, the more you build the story, 973 00:38:54.320 --> 00:38:56.560 the more the low points actually mean. 974 00:38:56.560 --> 00:39:00.160 And the greater the, yeah, you have some action. 975 00:39:00.760 --> 00:39:02.080 I'll give you some that you probably didn't expect 976 00:39:02.080 --> 00:39:02.920 from me on this one. 977 00:39:02.920 --> 00:39:05.080 It's actually, I think it's a smiley face. 978 00:39:05.080 --> 00:39:08.080 So, if you post it when you're going through it, 979 00:39:08.080 --> 00:39:12.080 people will respond saying, keep chasing your dreams, 980 00:39:12.080 --> 00:39:14.240 keep at it, et cetera. 981 00:39:14.240 --> 00:39:17.160 And then when you start succeeding, all of a sudden, 982 00:39:17.160 --> 00:39:18.040 they won't do that. 983 00:39:18.960 --> 00:39:20.440 And then later, they'll be like, 984 00:39:20.440 --> 00:39:22.480 it's cool that you came from that. 985 00:39:22.480 --> 00:39:24.000 But like, when you're on the come up and I remember, 986 00:39:24.000 --> 00:39:27.040 I wrote this essay and I've actually tried to find it. 987 00:39:27.040 --> 00:39:29.480 And it was because I liked creative writing. 988 00:39:29.480 --> 00:39:31.200 I had a creative writing scholarship back in it. 989 00:39:31.200 --> 00:39:32.440 Like, I didn't actually take that scholarship 990 00:39:32.440 --> 00:39:33.280 one to bit. 991 00:39:33.280 --> 00:39:35.080 But anyways, point is, I've liked writing for a long time. 992 00:39:35.080 --> 00:39:38.800 And I wrote this essay to myself because I'm worried about. 993 00:39:38.800 --> 00:39:41.560 I said, everyone believes in the American dream 994 00:39:41.560 --> 00:39:42.480 until it comes true. 995 00:39:44.520 --> 00:39:46.480 And so I was like the heading. 996 00:39:46.480 --> 00:39:49.320 And it was this weird observation that I had 997 00:39:49.320 --> 00:39:51.560 because like, everyone was rooting for me 998 00:39:51.560 --> 00:39:52.800 when I was slipping on the floor. 999 00:39:52.800 --> 00:39:55.160 So like in my head, I had back home everybody 1000 00:39:55.160 --> 00:39:56.920 that I was running away from. 1001 00:39:56.920 --> 00:39:58.560 But everyone in the local, like the people 1002 00:39:58.560 --> 00:39:59.400 who bought my gym and stuff, 1003 00:39:59.400 --> 00:40:00.480 they were like rooting for me. 1004 00:40:00.480 --> 00:40:01.320 You know what I mean? 1005 00:40:01.320 --> 00:40:02.680 They're like, good for you chasing your dreams. 1006 00:40:02.680 --> 00:40:04.520 Like, you know, you're sleeping at the gym. 1007 00:40:04.520 --> 00:40:05.360 Like you're gonna get it. 1008 00:40:05.360 --> 00:40:07.360 You're gonna make it, man, right? 1009 00:40:07.360 --> 00:40:09.360 But like nine months later, when I had like a team 1010 00:40:09.360 --> 00:40:11.400 and I had a manager and like, 1011 00:40:11.400 --> 00:40:13.840 I wasn't at the gym every hour of every day. 1012 00:40:13.840 --> 00:40:15.040 I was working from home sometimes 1013 00:40:15.040 --> 00:40:16.480 because I got more dunks that wouldn't, you know, 1014 00:40:16.480 --> 00:40:17.480 disrupt me. 1015 00:40:17.480 --> 00:40:19.160 And I would show up to the gym. 1016 00:40:19.160 --> 00:40:20.720 I'd show up to a second location. 1017 00:40:20.720 --> 00:40:22.880 And they'd be like, oh big man. 1018 00:40:22.880 --> 00:40:24.840 Like, can't be too bothered by us. 1019 00:40:24.840 --> 00:40:26.200 Like, don't forget us little people, right? 1020 00:40:26.200 --> 00:40:27.280 You know, all that stuff. 1021 00:40:27.320 --> 00:40:28.840 And I remember being like, 1022 00:40:28.840 --> 00:40:30.320 when did I be, I was like, when did I go 1023 00:40:30.320 --> 00:40:32.400 from the underdog to the man, 1024 00:40:34.240 --> 00:40:35.400 as in like working for the man, 1025 00:40:35.400 --> 00:40:38.720 which is a saying that Gen Z probably doesn't mean no. 1026 00:40:38.720 --> 00:40:41.720 But I think that there's a quote 1027 00:40:41.720 --> 00:40:43.760 that I think Chris Williamson said that I really, 1028 00:40:43.760 --> 00:40:44.760 and he I think he was quoting something, 1029 00:40:44.760 --> 00:40:45.600 I don't remember what it was. 1030 00:40:45.600 --> 00:40:50.120 But anyways, he said, people root for you on your way up 1031 00:40:50.120 --> 00:40:52.160 because you remind them of their dreams. 1032 00:40:53.440 --> 00:40:56.440 And they try to tear you down once you're there 1033 00:40:56.440 --> 00:40:59.960 because you remind them that they gave up on them. 1034 00:40:59.960 --> 00:41:00.800 Something. 1035 00:41:01.600 --> 00:41:05.680 And I, I've lived that. 1036 00:41:06.720 --> 00:41:09.240 And it's weird because I think there's these cycles 1037 00:41:09.240 --> 00:41:12.280 as you kind of gain an influence. 1038 00:41:12.280 --> 00:41:13.440 It's kind of like the crab story, 1039 00:41:13.440 --> 00:41:14.920 like in the beginning, like all the crabs try 1040 00:41:14.920 --> 00:41:17.080 and pull the other crabs back into the bucket. 1041 00:41:17.080 --> 00:41:18.920 So I think like you start succeeding 1042 00:41:18.920 --> 00:41:21.400 and people are like, good for you that gives them hope. 1043 00:41:21.400 --> 00:41:23.520 And then you start passing them. 1044 00:41:23.520 --> 00:41:26.120 And it's like, everyone wants you to do well. 1045 00:41:26.120 --> 00:41:28.320 It's not better than them, right? 1046 00:41:28.320 --> 00:41:29.920 And so then you start passing them 1047 00:41:29.920 --> 00:41:32.320 by the objective measure, whatever you want to call it. 1048 00:41:32.320 --> 00:41:34.040 And then they start cutting it, right? 1049 00:41:34.040 --> 00:41:35.400 Well, he cut corners, he's not ethical. 1050 00:41:35.400 --> 00:41:37.280 He's, you know, they start making things up, whatever. 1051 00:41:37.280 --> 00:41:38.120 Right? 1052 00:41:38.120 --> 00:41:41.960 But then what happens is people who are not from your hometown 1053 00:41:41.960 --> 00:41:44.360 start recognizing for who you are now. 1054 00:41:44.360 --> 00:41:46.360 And they didn't see the path. 1055 00:41:46.360 --> 00:41:48.160 They didn't see you suck in the beginning. 1056 00:41:48.160 --> 00:41:49.720 They just see who you are now. 1057 00:41:49.720 --> 00:41:51.280 And they're like, wow, this guy's great. 1058 00:41:51.280 --> 00:41:53.680 He's provides so much value, whatever it is, right? 1059 00:41:53.720 --> 00:41:55.320 And I think there's a saying that Jesus, 1060 00:41:55.320 --> 00:41:57.800 Jesus wasn't the Messiah in his hometown, right? 1061 00:41:57.800 --> 00:41:59.600 Like that it's counterintuitive, 1062 00:41:59.600 --> 00:42:01.160 but you'd think that the place that someone was from 1063 00:42:01.160 --> 00:42:02.880 is the place that they would root for it. 1064 00:42:02.880 --> 00:42:04.320 But it's the last place that accepted him 1065 00:42:04.320 --> 00:42:06.480 as Lord in the story, right? 1066 00:42:06.480 --> 00:42:08.720 And I think there's a lot of truth to that. 1067 00:42:08.720 --> 00:42:11.360 And so it's also I'm a big advocate of leaving. 1068 00:42:12.280 --> 00:42:14.520 Like if you want to become a different person 1069 00:42:14.520 --> 00:42:15.760 than change your environment, 1070 00:42:15.760 --> 00:42:16.960 because the environment you have 1071 00:42:16.960 --> 00:42:18.880 is reinforcing the person you used to be. 1072 00:42:20.320 --> 00:42:21.360 It's so crazy. 1073 00:42:21.440 --> 00:42:24.880 Six months ago, I know you probably got to go soon, 1074 00:42:24.880 --> 00:42:27.720 but six months ago, I moved to Austin 1075 00:42:27.720 --> 00:42:29.320 and haven't had more growth personally 1076 00:42:29.320 --> 00:42:31.080 and professionally in my own life 1077 00:42:31.080 --> 00:42:32.480 because I moved to a different place. 1078 00:42:32.480 --> 00:42:34.880 And then I go home and I notice the patterns 1079 00:42:34.880 --> 00:42:36.240 again that I was once living with. 1080 00:42:36.240 --> 00:42:38.640 So that's how life goes. 1081 00:42:38.640 --> 00:42:40.800 But that's awesome. 1082 00:42:40.800 --> 00:42:41.840 Yeah, thank you. 1083 00:42:41.840 --> 00:42:44.560 I'd love to, I end these podcasts with a challenge. 1084 00:42:44.560 --> 00:42:46.880 Ask the guest for a challenge of the audience 1085 00:42:46.880 --> 00:42:49.080 to do something and take the action 1086 00:42:49.080 --> 00:42:51.120 from the hour and a half we've spoke. 1087 00:42:51.120 --> 00:42:52.320 Does the challenge come to mind? 1088 00:42:53.320 --> 00:42:55.360 Define the input, output equation 1089 00:42:55.360 --> 00:42:57.520 that gets you closer to where you want to go. 1090 00:42:59.000 --> 00:43:00.400 And then 10x the input. 1091 00:43:01.360 --> 00:43:03.320 So whatever your thing is, 1092 00:43:03.320 --> 00:43:04.800 like if you're like, I want to be an editor, 1093 00:43:04.800 --> 00:43:07.680 I want to be an agency owner, I want to be whatever, 1094 00:43:07.680 --> 00:43:10.640 whatever the thing is, the first thing you have to do 1095 00:43:10.640 --> 00:43:12.520 is figure out the input output equation, 1096 00:43:12.520 --> 00:43:13.800 which is what do I have to do 1097 00:43:13.800 --> 00:43:15.800 that will get me closer to where I want to go? 1098 00:43:15.800 --> 00:43:18.680 Step one, if you can't define your output equation, 1099 00:43:18.680 --> 00:43:20.240 then you need to define your input output equation 1100 00:43:20.240 --> 00:43:22.720 because otherwise you're working for no goal. 1101 00:43:22.720 --> 00:43:26.000 Once you define that, then do 10 times more. 1102 00:43:26.000 --> 00:43:28.000 This is the flyer story. 1103 00:43:28.000 --> 00:43:30.840 Like you probably, you might be doing the right stuff. 1104 00:43:30.840 --> 00:43:31.840 You might be working out, 1105 00:43:31.840 --> 00:43:33.200 but you're working out five minutes a week 1106 00:43:33.200 --> 00:43:35.560 and being like, I don't know why I'm not losing weight. 1107 00:43:35.560 --> 00:43:36.520 It's like you're not even close. 1108 00:43:36.520 --> 00:43:37.800 You're like, no, I think I need to double it 1109 00:43:37.800 --> 00:43:38.640 to 10 minutes a week. 1110 00:43:38.640 --> 00:43:40.640 It's like, no, you're not even close. 1111 00:43:40.640 --> 00:43:43.320 The thing is, in fitness, we have some context, right? 1112 00:43:43.320 --> 00:43:45.720 But in business, you have no idea. 1113 00:43:45.720 --> 00:43:47.520 And that's the big disconnect. 1114 00:43:47.520 --> 00:43:49.440 Is that people might be doing the right stuff 1115 00:43:49.440 --> 00:43:51.040 but doing the wrong amount. 1116 00:43:51.040 --> 00:43:52.200 They're doing weights too little of it. 1117 00:43:52.200 --> 00:43:54.160 And they think you, they think in doubles, 1118 00:43:54.160 --> 00:43:57.880 not in orders of magnitude, as in 10x, 100x. 1119 00:43:57.880 --> 00:44:00.960 But like, you want to make 100 times more money 1120 00:44:00.960 --> 00:44:03.440 than you are, you need 100 times more input. 1121 00:44:04.520 --> 00:44:06.040 Like, hold on, I'm going to hit this homework 1122 00:44:06.040 --> 00:44:08.920 because this is important. 1123 00:44:08.920 --> 00:44:13.680 I have right now 10,000 times the input 1124 00:44:13.720 --> 00:44:16.920 that I used to have when I was running my gyms. 1125 00:44:18.440 --> 00:44:20.800 I just have leverage on my input. 1126 00:44:22.280 --> 00:44:26.600 And so, for example, so I could do 200 cold calls a day 1127 00:44:26.600 --> 00:44:29.040 and get a certain amount of sales. 1128 00:44:29.040 --> 00:44:31.600 The next level is I could go get somebody 1129 00:44:31.600 --> 00:44:33.720 to do those 200 phone calls for me 1130 00:44:33.720 --> 00:44:35.520 and then I make the same amount of sales, 1131 00:44:35.520 --> 00:44:38.480 but that'll do anything, more leverage. 1132 00:44:38.480 --> 00:44:41.320 Another leverage above that is I go call, 1133 00:44:41.320 --> 00:44:43.320 do 200 phone calls a day until I get a recruiter 1134 00:44:43.320 --> 00:44:45.560 and then that recruiter brings me a new person every week. 1135 00:44:45.560 --> 00:44:48.240 And then every week I get another added 200 phone calls 1136 00:44:48.240 --> 00:44:49.560 per day that keeps stacking 1137 00:44:49.560 --> 00:44:51.520 and the number of customers that comes from that. 1138 00:44:51.520 --> 00:44:52.760 But what did I do there? 1139 00:44:52.760 --> 00:44:54.680 I made calls for a week to get one recruiter. 1140 00:44:54.680 --> 00:44:55.880 And then from that point going forward, 1141 00:44:55.880 --> 00:44:58.240 every single month I get more and more sales. 1142 00:45:00.560 --> 00:45:02.840 And so that's three levels of leverage. 1143 00:45:02.840 --> 00:45:04.280 There are more than that. 1144 00:45:04.280 --> 00:45:08.840 And so, what you unlock in the game of entrepreneurship 1145 00:45:08.840 --> 00:45:10.480 is leverage. 1146 00:45:10.480 --> 00:45:13.040 And the way that you unlock leverage 1147 00:45:13.040 --> 00:45:15.640 is through relinquishing control. 1148 00:45:15.640 --> 00:45:18.200 And so the tough part about the entrepreneurial journey 1149 00:45:18.200 --> 00:45:21.360 is that the thing that got you to quit your job 1150 00:45:21.360 --> 00:45:24.080 is the very thing that you have to stop doing. 1151 00:45:24.080 --> 00:45:26.880 And so what happened is you felt out of control 1152 00:45:26.880 --> 00:45:27.720 and so you quit your job 1153 00:45:27.720 --> 00:45:29.640 so you could take complete control of your life. 1154 00:45:29.640 --> 00:45:31.680 And when you're self-employed, you take complete control. 1155 00:45:31.680 --> 00:45:35.560 You hunt, you kill, you produce, you do everything, right? 1156 00:45:35.560 --> 00:45:39.040 And then the thing that you got the big master for word for 1157 00:45:39.040 --> 00:45:40.280 because you quit your job, 1158 00:45:40.280 --> 00:45:42.040 you started making money living life your own terms, 1159 00:45:42.040 --> 00:45:43.920 you now have to unlearn them. 1160 00:45:43.920 --> 00:45:46.840 And you have to say, now I'm going to give up control again. 1161 00:45:46.840 --> 00:45:49.200 And then the rest of the journey is unlearning the control 1162 00:45:49.200 --> 00:45:52.680 that you so hard core rewarded for in that first action. 1163 00:45:54.520 --> 00:45:56.960 Because in the beginning you have to give up 1164 00:45:56.960 --> 00:45:59.400 doing production or doing delivery, right, on the back end. 1165 00:45:59.400 --> 00:46:01.760 And then you have to give up doing admin work. 1166 00:46:01.760 --> 00:46:03.840 And then you have to give up doing sales. 1167 00:46:03.840 --> 00:46:05.320 And then you have to give up doing marketing. 1168 00:46:05.320 --> 00:46:06.600 Then you have to give up doing management. 1169 00:46:06.600 --> 00:46:08.000 Then you have to give up doing leadership. 1170 00:46:08.000 --> 00:46:09.240 Then you have to give up doing financing. 1171 00:46:09.240 --> 00:46:11.080 Then you have to give up all these things 1172 00:46:11.160 --> 00:46:13.160 until eventually you're like, but I'm not needed. 1173 00:46:13.160 --> 00:46:17.640 And then you have to give up the desire to be needed 1174 00:46:17.640 --> 00:46:18.560 by your business. 1175 00:46:20.080 --> 00:46:21.280 Because many people make their business 1176 00:46:21.280 --> 00:46:23.920 to fulfill personal desires. 1177 00:46:23.920 --> 00:46:25.920 But the business doesn't need to do that. 1178 00:46:25.920 --> 00:46:27.080 It doesn't exist for you. 1179 00:46:27.080 --> 00:46:28.760 It exists for the customer. 1180 00:46:28.760 --> 00:46:29.760 You're not required. 1181 00:46:30.800 --> 00:46:34.080 You think you are because it makes you feel more important. 1182 00:46:34.080 --> 00:46:36.160 And so that's the unlearning experience 1183 00:46:36.160 --> 00:46:37.680 and that's where leverage comes from. 1184 00:46:37.680 --> 00:46:40.000 And so right now to answer the question, 1185 00:46:40.000 --> 00:46:41.480 the challenge for the people is figure out 1186 00:46:41.480 --> 00:46:45.360 what the input output equation is and do 10 times more. 1187 00:46:45.360 --> 00:46:47.600 And if you can figure out how to do 10 times more, 1188 00:46:47.600 --> 00:46:49.640 figure out how to do 100 times more. 1189 00:46:49.640 --> 00:46:51.920 And the secret is that if you're trying to do 100 times more, 1190 00:46:51.920 --> 00:46:53.040 it's probably not just you. 1191 00:46:55.240 --> 00:46:57.920 Alex from Mosy, thank you so much for being you. 1192 00:46:57.920 --> 00:46:59.920 You are a world class human being. 1193 00:46:59.920 --> 00:47:01.840 And I'm so grateful for you. 1194 00:47:01.840 --> 00:47:05.160 And the world is a better place because you're on it. 1195 00:47:05.160 --> 00:47:06.840 And I truly mean that. 1196 00:47:06.840 --> 00:47:09.400 You roll your eyes, but it comes from the bottom of my heart. 1197 00:47:09.400 --> 00:47:10.240 I really mean that. 1198 00:47:10.240 --> 00:47:11.080 Thank you. 1199 00:47:11.080 --> 00:47:12.080 Thank you for being here.