WEBVTT 1 00:00:00.000 --> 00:00:04.240 Sometimes you have to go slow to go fast. One of the real issues that plays entrepreneurs, 2 00:00:04.240 --> 00:00:07.840 especially as you're starting out, and I dealt with this, and I still continue to deal with this, 3 00:00:08.480 --> 00:00:15.520 is that there are so many things that can move your business forward. It's difficult to pick, 4 00:00:15.520 --> 00:00:23.120 and so a lot of times we get lost in the busy work of going from thing to thing to thing to thing to 5 00:00:23.120 --> 00:00:29.840 thing. One of the most telling stories that influenced my perspective on this has been, 6 00:00:30.400 --> 00:00:37.040 so Tim Ferris had somebody asked him at one of his bents. What does your normal day look like? 7 00:00:37.600 --> 00:00:43.040 And he said, I think you'd be incredibly bored to see what my normal day looks like, because most 8 00:00:43.040 --> 00:00:50.320 of the time is like, I wake up, I meditate, I work out, I drink my kombucha or whatever, and he's 9 00:00:50.320 --> 00:00:54.960 like, I usually spend three to four hours just thinking about my business and about what I'm going to 10 00:00:54.960 --> 00:01:02.480 do. And what I'm trying to find is not all the things that I have to do, but what's the one thing, 11 00:01:02.480 --> 00:01:08.080 the big domino, that if I push that one domino down, it makes all of the other things that I have 12 00:01:08.080 --> 00:01:13.680 left to do either, either accomplishes them or makes them irrelevant. And I think that's incredibly 13 00:01:13.680 --> 00:01:17.920 telling, because as we grow as entrepreneurs and as the businesses that we have on anything 14 00:01:17.920 --> 00:01:22.480 must grow, I know Sarah Goosen asked this a while ago, she's like, you know, my gym is really running 15 00:01:22.480 --> 00:01:28.800 on its own for the most part, like I'm trying to figure out what I need to do. And what happens is that 16 00:01:28.800 --> 00:01:34.160 as you grow, what you need to do goes down, but you need to think about what you're going to do, 17 00:01:34.160 --> 00:01:40.160 goes up. And so there's only one of you, right? There's only one of you. And that means that 18 00:01:40.160 --> 00:01:45.360 there's a really limited amount of things that only one person can do, right? Like we have teams 19 00:01:45.520 --> 00:01:50.800 now, and I can say this now from experience, because we have the size team that we do, that like so 20 00:01:50.800 --> 00:01:54.560 many more things can get done at a much larger scale and a much faster rate, because we have a team, 21 00:01:54.560 --> 00:01:59.440 right? But if you are the sole entrepreneur, right? And you're really the one who drives most of 22 00:01:59.440 --> 00:02:05.440 these, you know, projects forwards, the difficulty is when you write down or you come back from a master 23 00:02:05.440 --> 00:02:11.120 man, right? And you're like, oh, I have two pages worth of ideas, right? The reality is that most 24 00:02:11.120 --> 00:02:16.560 of them won't get done. But what I will push to you or what I'll posit is that most of them 25 00:02:16.560 --> 00:02:22.080 should not get done. And so my point here is I had a mentor early on and he said sometimes, 26 00:02:22.080 --> 00:02:25.520 because I used to just always want to just work, work, work, work, work, work, work, work, work, 27 00:02:25.520 --> 00:02:31.040 right? And so he'd be like, I don't know, he's like slow down. It's like sometimes you have to go 28 00:02:31.040 --> 00:02:35.040 slow to go fast. And I always like, it always tripped me up when you say stuff like that. I'd be like, 29 00:02:35.040 --> 00:02:38.880 all right, sage, goo, goo, goo, goo. Like what does that even mean? It's like sometimes you 30 00:02:38.880 --> 00:02:43.200 got to go slow to go fast. And it's the same same type of saying is like you should spend three 31 00:02:43.200 --> 00:02:48.960 hours or six hours sharpening your blade and only an hour cutting, right? And so if you were to 32 00:02:48.960 --> 00:02:56.960 look at my day and like what my weeks look like, I would say I do it a astonishingly small amount of 33 00:02:56.960 --> 00:03:04.240 work. But what we focus on or what I focus the work on, I try to make sure that it is the biggest 34 00:03:04.240 --> 00:03:10.400 ball that I can personally move through, right? So like I have tons of requests of me all the time 35 00:03:10.400 --> 00:03:14.960 from clients, from employees, from other, you know, managers, directors, et cetera, that come and 36 00:03:14.960 --> 00:03:18.800 ask for my time, right? And so they're like, hey, can you build this thing out? Can you make these 37 00:03:18.800 --> 00:03:22.640 videos for this? Can you make us a training on this? Can you, like there's all of these different 38 00:03:22.640 --> 00:03:28.640 things? And a hundred percent of them would make our business better, right? But as the entrepreneur, 39 00:03:28.640 --> 00:03:31.840 you have the one resource you have, which is time and attention, right? I'm going to just put 40 00:03:31.840 --> 00:03:38.400 those together. And so if I have all of these requests that are coming in, rather than being reactive 41 00:03:38.400 --> 00:03:41.200 and thinking like, I have to start this one and then another one comes in, I'm going to have to start 42 00:03:41.200 --> 00:03:47.040 this one like in your constantly bouncing from the same thing. And then either you're a more 43 00:03:47.040 --> 00:03:50.720 effective entrepreneur and you're getting all of these little things done, right? And they're all 44 00:03:50.720 --> 00:03:57.680 moving the ball forward a little bit, a little bit at a time. Or you just step back and look at 45 00:03:57.680 --> 00:04:05.440 everything and then think which one of these things will make me the most money and give me the 46 00:04:05.440 --> 00:04:11.600 highest return on my time and attention. And a lot of times when you look at that whole list, 47 00:04:11.600 --> 00:04:17.040 you can easily cross out three quarters of it right off the bat. And that's like one of the keys 48 00:04:17.040 --> 00:04:21.440 to keeping your anxiety low as an entrepreneur because like the higher up you get, the more, 49 00:04:22.240 --> 00:04:27.920 the more noisy life becomes, right? And so dealing with stress and dealing with anxiety and dealing 50 00:04:27.920 --> 00:04:32.320 with pools on your attention is like a real skill that you need to develop. And a lot of times it 51 00:04:32.320 --> 00:04:37.840 comes from being able to say no. And it's not that you're saying no, this idea is not good. And I 52 00:04:37.840 --> 00:04:43.440 want to be clear about that because almost 100% of the idea is that I get that potentially need me, 53 00:04:43.440 --> 00:04:47.440 you know, to implement or revise or whatever on would make our business more money. 54 00:04:48.160 --> 00:04:51.760 But the question is, are you doing things that would make your business this much more money? 55 00:04:52.640 --> 00:04:55.600 Instead of doing the one thing that will make your business this much more money. 56 00:04:57.680 --> 00:05:02.240 Real quick guys, you guys already know that I don't run any ads on this and I don't sell anything. 57 00:05:02.240 --> 00:05:05.440 And so the only ask that I can ever have are you guys that you help me spread the words, 58 00:05:05.440 --> 00:05:10.000 we cannot more entrepreneurs, make more money, feed their families, make better products and have 59 00:05:10.000 --> 00:05:14.400 better experiences for their employees and customers. And the only way we do that is if you can 60 00:05:14.400 --> 00:05:18.880 rate and review and share this podcast. So the single thing that I have to do is you can just 61 00:05:18.880 --> 00:05:23.040 leave a review, take 10 seconds or one type of a thug that would mean the absolute world to me and 62 00:05:23.040 --> 00:05:30.080 more importantly, it may change the world for someone else. And losing sight of that because 63 00:05:30.080 --> 00:05:35.040 usually the one that's this big, a lot of times requires more effort. And so we get busy doing 64 00:05:35.040 --> 00:05:42.080 these little fixits rather than focusing on the big thing. And so a lot of times when I have 65 00:05:42.080 --> 00:05:46.880 like an entrepreneur who come in and like, you know, I'll do like sort of a, I don't want to say 66 00:05:46.880 --> 00:05:50.560 coaching call because it's not part of our business. But like I have people who right now are 67 00:05:50.560 --> 00:05:55.440 doing between 5 to 15 million that I have a regular communication cycle with. And I talk to them 68 00:05:55.440 --> 00:06:00.000 about business. Most of the time the conversations are astonishingly simple. I'm just saying like, 69 00:06:00.000 --> 00:06:07.040 cool. Where are you at right now? What's the biggest major bottleneck that you have? Is it like 70 00:06:07.040 --> 00:06:11.440 and I just go through it. I'm like, is it Lee Jen? Is it getting people to show? Is it getting people 71 00:06:11.440 --> 00:06:17.760 to give you money? Is it like, is your journey issue? So fulfillment related? Like, what's the problem? 72 00:06:17.760 --> 00:06:22.560 Right? And then once we identify what the problem is based off of numbers, not off emotions, 73 00:06:22.560 --> 00:06:28.320 but based off of numbers, then we say, cool, ignore everything else that could probably make you 74 00:06:28.320 --> 00:06:33.200 more money and just do that. Right? And so sometimes it takes someone from the outside to give you 75 00:06:33.200 --> 00:06:38.560 the clarity or the permission to say no to everything else that is being asked of you. But the 76 00:06:38.560 --> 00:06:42.400 round is like the really effective entrepreneurs have the same amount of time that every other 77 00:06:42.400 --> 00:06:47.040 entrepreneur has. And the only thing that they're doing is they're doing activities that are more 78 00:06:47.040 --> 00:06:52.240 productive that will move the ball forward much further than their counterparts and the people who 79 00:06:52.240 --> 00:06:56.560 are competing against them. And so it's like, everyone has the same hours. And so you have to ask 80 00:06:56.560 --> 00:07:00.240 yourself like, and I ask this like myself all the time. So I'm not saying like I'm separate things 81 00:07:00.240 --> 00:07:07.120 like moving together in this. Like, okay, Richard Granson has the same 24 hours that I do and he's 82 00:07:07.120 --> 00:07:12.320 making way more than I. Right? So what is he doing with his time that I'm not doing with my time? 83 00:07:12.320 --> 00:07:18.880 And a lot of like a lot of that comes from, okay, what are all the things that I don't need to do? 84 00:07:18.880 --> 00:07:24.160 And what's the one thing that I do that will actually move me way further forward than everyone else? 85 00:07:24.160 --> 00:07:29.360 And if you look at that, your anxiety goes down and then your clarity on what the actual objective 86 00:07:29.360 --> 00:07:33.280 of what your day is supposed to be becomes really clear. And then when things get clear, things get 87 00:07:33.280 --> 00:07:36.960 easy, right? A lot of times when we have these struggles, I'm like, what am I supposed to do? 88 00:07:36.960 --> 00:07:40.800 Like I feel so busy. I'm so pulled like whenever you have that anxiety of like I feel like I have so 89 00:07:40.800 --> 00:07:48.960 many things to do, slow down. Look, like look around, look at your business, look at the big picture. 90 00:07:49.600 --> 00:07:54.560 What am I struggling with? Is it lead generation? Is it getting people to show? 91 00:07:54.560 --> 00:07:58.400 Is it getting people to give me money? Is it getting them an amazing experience? Is it getting 92 00:07:58.400 --> 00:08:05.600 them to stay? That's it. Like which one is it? And if like, and when you look at those, 93 00:08:05.600 --> 00:08:09.520 then you can look at all the projects you have in your plate and forget about all of the ones that 94 00:08:09.520 --> 00:08:13.840 aren't related to the one that you have in your shoes. And then when you do, just do that one. 95 00:08:14.560 --> 00:08:19.440 That's it. And you will make way more money because you're only focusing on the things that matter, 96 00:08:20.000 --> 00:08:25.280 right? And that's how you're more effective. And that's how everyone's like, how do they get so much 97 00:08:25.280 --> 00:08:30.000 stuff down? We don't actually get more down than anyone else does, right? We just get the things 98 00:08:30.000 --> 00:08:34.480 that matter done more than everyone else does. I mean, we sit on top of a community, 99 00:08:35.280 --> 00:08:39.280 a thousand plus gyms who have ideas for us to do every day. You know what I mean? I have a 100 00:08:39.280 --> 00:08:43.200 million ideas that get shot to me every single day from our own community and our employees. 101 00:08:43.200 --> 00:08:47.520 And so sifting through that to say like, then how is it that we make gyms the most money 102 00:08:47.520 --> 00:08:51.760 more than everyone else's because we have an ability to say no to most things, not that it's not 103 00:08:51.760 --> 00:08:57.280 valuable, not that it wouldn't work. It's just that of all of the opportunities. This is the one 104 00:08:57.280 --> 00:09:01.760 that's we've identified as the highest impact. And that's what we're going to focus on. 105 00:09:01.760 --> 00:09:06.400 So anyways, if you feel spread then or you're like, I'm not sure what I need to do, 106 00:09:07.520 --> 00:09:12.960 slow down, look around, look at those, that pipeline of how your money comes in, 107 00:09:12.960 --> 00:09:18.080 they generationally nurture sales fulfillment and then resell retention, right? Look at all of 108 00:09:18.080 --> 00:09:23.280 those different things and figure out which one is the issue, right? And sometimes the problems 109 00:09:23.280 --> 00:09:28.720 don't manifest the way that would be obvious, right? And so right now if you're like, I can't keep 110 00:09:28.720 --> 00:09:34.400 like my gym won't grow, right? Sometimes everyone looks at acquisition, right? An acquisition for a 111 00:09:34.400 --> 00:09:38.160 lot of people means like getting people in the door getting cash flow, which is important. But 112 00:09:38.800 --> 00:09:43.040 if the issue is really that everyone keeps falling off the back end, which is why you need so many 113 00:09:43.040 --> 00:09:46.560 people to come in on the front end, your actual processes for acquisition might be actually 114 00:09:46.640 --> 00:09:51.200 pretty strong. It might be actually what's keeping you in business. But the thing that's keeping you out 115 00:09:51.200 --> 00:09:56.160 of growth is not your acquisition system. That's not where you should be focusing. It should be 116 00:09:56.160 --> 00:10:00.560 focusing on the retention fees, right? I'm getting, I'm cutting down that turn so that all of this 117 00:10:00.560 --> 00:10:05.840 effort you're putting into acquisition that you're really good at now can actually grow the business. 118 00:10:05.840 --> 00:10:10.640 And so taking a second to look at it and then really say like which one of these things 119 00:10:11.120 --> 00:10:17.520 is the bottom neck to my growth, which is the hole in my bucket. And then focus on that. 120 00:10:17.520 --> 00:10:23.120 Put the other ones on your 80-20 like, okay, if we go red line on this on acquisition, we might be 121 00:10:23.120 --> 00:10:29.520 able to hit 80 sales this month. But if we go like blue line on acquisition, maybe we hit 40. 122 00:10:29.520 --> 00:10:35.600 Okay, are we cash flow good enough to be able to just do 40 so that I can focus all of my attention 123 00:10:35.600 --> 00:10:40.640 on the real hole that's stopping growth. And then if you take a month and you fix that hole, 124 00:10:41.680 --> 00:10:46.320 then you can go red line on your acquisition again, but then everyone's six, right? And if you 125 00:10:46.320 --> 00:10:50.880 look at your business piecewise like that, and then you focus your time and attention in the 126 00:10:50.880 --> 00:10:55.520 effective ways, then all of a sudden your life gets less noisy, your anxiety goes down. And then 127 00:10:55.520 --> 00:11:01.440 all of a sudden all of these things that could benefit your business become irrelevant because the 128 00:11:01.440 --> 00:11:04.960 things that actually are going to grow your business become really simple and the only things you need 129 00:11:05.520 --> 00:11:10.480 to do. So anyways guys, as my little tidbit for today, sometimes you got to go slow to go fast. 130 00:11:10.480 --> 00:11:16.960 And just think about all the things that like I'm giving you permission to say no to all of these 131 00:11:16.960 --> 00:11:21.600 things that are great ideas. They're awesome ideas and they will all grow your business. But not 132 00:11:21.600 --> 00:11:26.640 as much as the one that's your big hole and just focus on that. All right guys, have an amazing day 133 00:11:26.640 --> 00:11:36.960 and I'll catch you guys on the flip side.