WEBVTT 1 00:00:00.000 --> 00:00:04.480 If you make your stuff so fucking good that only one person gets exposed to it 2 00:00:04.480 --> 00:00:09.200 sends it to somebody else, then you have nothing to worry about and you will eventually get discovered. 3 00:00:09.200 --> 00:00:13.280 It's a time game. And in the meanwhile, you just keep getting better. 4 00:00:17.040 --> 00:00:20.480 Welcome to the game where we talk about how to sell more stuff to more people in more ways and 5 00:00:20.480 --> 00:00:24.640 build businesses worth owning. I'm trying to build a billion dollar thing with acquisition.com. 6 00:00:24.640 --> 00:00:28.320 I always wished pesos, musk and buffet had documented their journey, so I'm doing it for the 7 00:00:28.320 --> 00:00:36.400 rest of us. Please share and enjoy. The first sales consult I ever took, I didn't close. 8 00:00:36.400 --> 00:00:41.680 And I say that because everyone just imagines that Mozy just came in just slinging credit cards 9 00:00:41.680 --> 00:00:47.200 and stacking bodies, right? It didn't work that way. I came in, it was five in a conversation. 10 00:00:47.200 --> 00:00:51.840 The girl was like, I need to go get my card from home and I said, oh yeah, okay, go do that. 11 00:00:51.840 --> 00:00:55.360 And she walked away and I went to my boss. He's like, how to go? I said, oh, I closed. 12 00:00:56.000 --> 00:00:58.480 And he was like, oh, that's awesome. He's like, you got the credit card. I said, 13 00:00:58.480 --> 00:01:03.360 oh no, she's going to come back with the card. And he literally stopped what he was doing 14 00:01:03.360 --> 00:01:10.320 with six other guys around him. And they all non-stop laugh for a minute straight. 15 00:01:10.320 --> 00:01:14.080 Like they couldn't breathe because they thought how stupid what I just said was. 16 00:01:14.080 --> 00:01:18.400 But I had no idea. And so that was my first ever experience in sales. 17 00:01:19.280 --> 00:01:24.480 I'm known for sales now. And I wouldn't even say I'm confident in sales. It's just more like, 18 00:01:24.480 --> 00:01:31.120 this is what works and has worked for me. Take it or leave it. And so people perceive that as 19 00:01:31.120 --> 00:01:37.440 confidence, but it's simply just based on experience. And confidence comes from experience. 20 00:01:37.440 --> 00:01:43.120 What it really is is a prediction. What you think is going to happen will happen. And so even 21 00:01:43.120 --> 00:01:48.160 in statistic, what is your confidence metric? This is 0.7, 0.8. It's literally just what the 22 00:01:48.160 --> 00:01:52.080 percentage likelihood that what you think's what it happened is going to happen. And so how do 23 00:01:52.240 --> 00:01:54.480 you increase the likelihood that what you think's going to happen is going to happen? 24 00:01:55.120 --> 00:02:00.480 Haven't happened already. I could have either spent 30 minutes every day looking at myself in the 25 00:02:00.480 --> 00:02:03.520 mirror and telling myself I was going to be a great sales guy or I could have reviewed the 26 00:02:03.520 --> 00:02:08.640 fucking script. Which one do you think would make me a better salesperson? Reviewing the script. 27 00:02:08.640 --> 00:02:12.640 You can take all the time that you're trying to spend sucking yourself up and you'll feel 28 00:02:12.640 --> 00:02:16.800 significantly more confident not having done that and simply knowing what you're going to set, 29 00:02:16.800 --> 00:02:22.880 which you get from practice. The world belongs to those who can keep doing without seeing the 30 00:02:22.880 --> 00:02:27.200 result of their doing. And the longer you can wait to see the result of your doing while still 31 00:02:27.200 --> 00:02:33.520 continuing to do is the extent to which you can win big in life. For example, to be a top 1% 32 00:02:33.520 --> 00:02:41.920 podcaster, you have to upload 21 podcasts. 21, top 1%, 90% of people don't get past 1%, 33 00:02:42.000 --> 00:02:50.880 9% don't get past 20. And then 1% of podcasters of all of them make it to 21+. So when people say 34 00:02:50.880 --> 00:02:57.280 try harder, it usually just means don't give up. The price for excellence has never been so low. 35 00:02:57.280 --> 00:03:05.440 People give up so easily now that it's just so easy to win by just being willing to post 20 times. 36 00:03:05.440 --> 00:03:11.840 You're in the top 1%. I'm at the top 1%. We're not even talking 10 to a top half. Top 1 37 00:03:11.840 --> 00:03:19.600 percent. People are so afraid of being humiliated. They get the long-term humiliation of never 38 00:03:19.600 --> 00:03:24.960 amounting to anything. No one's going to watch you for 20 episodes anyways. And even if they do, 39 00:03:24.960 --> 00:03:29.600 it doesn't matter because that's not what you're building towards. Like you posting those 20 isn't 40 00:03:29.600 --> 00:03:33.120 what you judge yourself on. You should judge yourself on the difference between your first one and 41 00:03:33.120 --> 00:03:38.400 your 20th one. Are you better? Probably. And the difference between your 20th one and your 100th 42 00:03:38.560 --> 00:03:45.280 one. Because the win is you. You are the asset you're building, not the downloads that you get on 43 00:03:45.280 --> 00:03:50.640 your first shot. Mosey immediately had a podcast with millions of downloads every single month. 44 00:03:51.280 --> 00:03:58.800 No. I spent four and a half years making two podcasts a week straight. Didn't miss. And guess how 45 00:03:58.800 --> 00:04:02.960 many podcasts downloads I was getting per month at the end of that? Two to three thousand downloads 46 00:04:03.760 --> 00:04:09.920 not a lot. I used to think to myself, okay, well each one of these podcasts gets like 200 downloads. 47 00:04:09.920 --> 00:04:15.520 Well 200 downloads is like an auditorium of people. And so would I feel okay giving a speech 48 00:04:15.520 --> 00:04:20.960 to 200 people? Yeah. And even before that when they was getting like 10 or 15 downloads 49 00:04:20.960 --> 00:04:25.200 per episode, if I had a little lunch and learn that I would I used to have to do to like get 50 00:04:25.200 --> 00:04:30.320 leads for a business, I'd be fine talking to a group of 10 or 15 people because the reality is that 51 00:04:30.320 --> 00:04:34.320 those people are doing me more favorite than I'm doing them. They're literally giving me their 52 00:04:34.320 --> 00:04:40.160 ears so that I can practice my voice and how to talk and how to present. And it was only a year 53 00:04:40.160 --> 00:04:44.480 four and a half to five when things started taking off. And you know the two things that changed 54 00:04:44.480 --> 00:04:50.800 our one is I did call it I changed it from Jim secrets to just the game, which was a business 55 00:04:50.800 --> 00:04:55.280 thing. So it made it more apical more people. And the second thing here's the real one is that I 56 00:04:55.280 --> 00:05:00.560 sold a company for $46 million. And so people were like, Oh, what does this guy have to say? 57 00:05:00.560 --> 00:05:04.000 And the big thing that everyone misses is people trying to dissect my content. 58 00:05:04.960 --> 00:05:13.120 The message is 10% of how people consume it. 90% is the context around the message. So Elon 59 00:05:13.120 --> 00:05:18.320 Musk can tweet on the toilet and be like, I'm on the throne taking a shit and it'll get a million 60 00:05:18.320 --> 00:05:23.040 likes. Why? Because it's Elon Musk and he's the richest man in the world and it's three of the 61 00:05:23.040 --> 00:05:27.520 biggest companies that are most innovative of all time. I don't kid myself and think they're like, 62 00:05:27.520 --> 00:05:30.560 my content is so much better than other people. There's plenty of people who have better 63 00:05:30.560 --> 00:05:34.640 content than me that don't get the same views. And the reason is because of the context, 64 00:05:34.640 --> 00:05:39.680 they don't have the proof and solve for the proof and then the content will take care of itself. 65 00:05:39.680 --> 00:05:43.680 Because one, you will know what you're talking about because you have proof that you know what 66 00:05:43.680 --> 00:05:49.120 you're talking about and people will believe you, which is why you should solve for evidence 67 00:05:49.840 --> 00:05:53.360 above everything else. Like, evidence gives you the confidence. If someone says, Alex, 68 00:05:53.360 --> 00:05:57.360 I don't think you know shit about business, I'd be like, okay, it doesn't really affect me. 69 00:05:57.360 --> 00:06:01.840 I do know we crossed $100 million in net worth at age 32. I know that. But if someone said that 70 00:06:01.840 --> 00:06:06.480 to you and you haven't accomplished anything, you don't have anything to stand back on and it 71 00:06:06.480 --> 00:06:11.120 hurts you more. But I have proof. So it's like, you just deflect it towards the proof and keep 72 00:06:11.120 --> 00:06:17.200 living your life. Real quick, guys, if you can think about how you found this podcast, 73 00:06:17.200 --> 00:06:21.840 somebody probably tweeted it, told you about it, shared it on Instagram or something like that. 74 00:06:21.840 --> 00:06:26.560 The only way this grows is through word of mouth. And so I don't run ads. I don't do sponsorships. 75 00:06:26.560 --> 00:06:30.800 I don't sell anything. My only ask is that you continue to pay it forward. Do whoever showed you 76 00:06:30.800 --> 00:06:35.440 or however you found out about this podcast that you do the exact same thing. So if it was a review, 77 00:06:35.440 --> 00:06:38.640 if it was a post, if you do that, it would mean the world to me and you'll throw some good karma 78 00:06:38.640 --> 00:06:44.160 out there for another entrepreneur. The secret to longevity is, especially in the content game, 79 00:06:44.160 --> 00:06:49.280 really in any game that you're trying to at least help other people with is that if you've done 80 00:06:49.280 --> 00:06:54.240 the thing, you can be certain rather than confident. Be certain based on what you've done, not 81 00:06:54.240 --> 00:06:59.040 based on what you say other people should do. There used to be too big to fail. And I think there's 82 00:06:59.040 --> 00:07:04.240 an alternative which is too good to fail. If you make your stuff so fucking good that only one person 83 00:07:04.240 --> 00:07:08.960 gets exposed to it, sends it to somebody else, then you have nothing to worry about and you will 84 00:07:09.040 --> 00:07:14.160 eventually get discovered. It's a time game. And in the meanwhile, you just keep getting better, 85 00:07:14.720 --> 00:07:18.000 which is the point. Because the end of the day, you're going to die. Everyone's going to 86 00:07:18.000 --> 00:07:21.520 forget about you anyways. And so you might as well just work on the one asset that you get to 87 00:07:21.520 --> 00:07:26.640 keep for the rest of your life, which is you. And rather than measuring yourself based on how many 88 00:07:26.640 --> 00:07:31.760 views he gets versus how many views you get, measure yourself by how much work he puts into one of 89 00:07:31.760 --> 00:07:36.320 his shorts versus what you put into one of your shorts. And then you might think the output is 90 00:07:36.320 --> 00:07:40.480 more reasonable. And if there's a top sales guy in your organization who's making more money than 91 00:07:40.480 --> 00:07:45.920 you, compare not what his commission check is to yours every month, compare how many calls he's 92 00:07:45.920 --> 00:07:50.560 making, how many times you practice in the script, how many calls he's made before you, how many 93 00:07:50.560 --> 00:07:55.600 sales he's closed before you, what time of day he shows up at work, what time of day he leaves, 94 00:07:55.600 --> 00:08:00.880 whether he works weekends or not, whether he's willing to hop on the phone in a family context so 95 00:08:00.880 --> 00:08:05.920 they can still close the deal. If you're doing all the inputs, the outputs will always match on 96 00:08:05.920 --> 00:08:11.520 a long enough time horizon. And if you are new to the game, then my recommendation is not only to 97 00:08:11.520 --> 00:08:16.400 match inputs, but to double or triple the inputs that someone ahead of you is doing. And the reason 98 00:08:16.400 --> 00:08:20.400 you do that is because if you just match your inputs, then you're always going to be behind them 99 00:08:20.400 --> 00:08:24.000 because they're already ahead of you because they're better than you. And so if you both do the same 100 00:08:24.000 --> 00:08:27.200 amount of work, they're going to keep getting better and so are you. So you have to do twice the work. 101 00:08:27.200 --> 00:08:32.080 You've got to be like Kobe, right? Everyone else is doing one practice a day. You do two practices a day. 102 00:08:32.080 --> 00:08:35.280 And in the beginning, they'll be better than you. And then you'll match them. But because you're 103 00:08:35.280 --> 00:08:40.000 doing twice the work, eventually you'll get better. And then that's how you win. And one of the biggest 104 00:08:40.000 --> 00:08:43.840 misnomer is in whatever endeavor you're trying to track is people track the wrong metrics. They 105 00:08:43.840 --> 00:08:48.880 track the lagging metrics rather than the leading metrics. Lagging metrics are what happen. Those 106 00:08:48.880 --> 00:08:54.000 are the outputs. And if you want to track those fine, but the real things to track are what you're 107 00:08:54.000 --> 00:08:59.280 doing to create the outputs. So I don't want to necessarily even track sales. I want to track 108 00:08:59.280 --> 00:09:03.360 how many calls I'm making. If I'm trying to get in shape, I'm not necessarily going to track the 109 00:09:03.360 --> 00:09:07.680 weight. I'm doing. I'm going to track how many calories I'm eating. And so the more ways you measure, 110 00:09:07.680 --> 00:09:13.840 the more ways you can win. And so the idea, the ultimate win at life is where you can shift 111 00:09:14.400 --> 00:09:18.480 things that are out of your control that you deem winning to things that are under your control, 112 00:09:18.480 --> 00:09:23.200 which you can deem winning. Because if you're measuring on whether you lost the fat or not, 113 00:09:23.200 --> 00:09:27.760 sometimes people take longer, some people don't, that's something that you actually can't control. 114 00:09:27.760 --> 00:09:33.520 Well, you can control the inputs. And so if you say, based on this, if I do this one thing every 115 00:09:33.520 --> 00:09:38.400 day for a long enough period of time, I'll eventually get there. The real winners cut out the 116 00:09:38.400 --> 00:09:43.840 I'll eventually get there and say, if I do this every day, I have won. The thing that I try and 117 00:09:43.840 --> 00:09:50.320 focus on now is the delts between how hard I tried and how hard I can possibly try. And if I 118 00:09:50.320 --> 00:09:56.400 know that the gap between those two is zero, then I have won. And I've decided to spend an 119 00:09:56.400 --> 00:10:02.000 inordinate amount of effort trying to make that my definition of winning is that there's nothing 120 00:10:02.000 --> 00:10:07.280 left in the tank. If you get into a harder career path or one that takes more reps to get good at 121 00:10:07.280 --> 00:10:14.000 or more reps to get into, then every day you can win based on saying like, everyone else does 100, 122 00:10:14.000 --> 00:10:20.480 I do 250 and I have nothing left to give. I won. And that should satisfy you. And if you're 123 00:10:20.560 --> 00:10:26.000 if you're obsessive on the external thing, that takes too long and you will give up too soon. 124 00:10:27.200 --> 00:10:30.400 One of the things that took me too long to learn was the difference in the finite and infinite 125 00:10:30.400 --> 00:10:37.520 frame. And so finite frame is where you have known players agreed upon rules and away to win or 126 00:10:37.520 --> 00:10:42.640 lose at the end and the game is over. In infinite frame, you have known and unknown players, no 127 00:10:42.640 --> 00:10:47.120 agreed upon rules. And the point of the game is to keep the game going. And all the greatest games that 128 00:10:47.120 --> 00:10:53.920 I've ever participated in, marriage, health, business, you don't win at marriage. The point is to 129 00:10:53.920 --> 00:10:58.960 stay married. You don't win at health. The point is to stay in shape. You don't win at business. 130 00:10:58.960 --> 00:11:08.320 The point is to stay in business. And so by default, if you don't give up, you win. And so that's 131 00:11:08.320 --> 00:11:12.800 the big frame shift, which is why leaving everything on the field is the way you have to define 132 00:11:12.960 --> 00:11:19.120 winning. If you want to win in the long term, anything worth doing takes great time. If you stick with 133 00:11:19.120 --> 00:11:25.200 it and you make that the win, you'll notice that the external win will just happen on its own. 134 00:11:25.200 --> 00:11:30.640 And if you really commit to that perspective, it won't even mean much to you. Because if you make 135 00:11:30.640 --> 00:11:34.960 that everything, it's the same thing with the guys who win the golds and then kill themselves or 136 00:11:34.960 --> 00:11:38.960 win the championship and then go to these massive depressions is because they're playing the wrong 137 00:11:38.960 --> 00:11:44.000 game. When Kobe was asked, surely before he died, like, do you think that you're somebody who's 138 00:11:44.000 --> 00:11:48.480 afraid of losing or do you think you're somebody who loves winning? He basically denied both frame. 139 00:11:48.480 --> 00:11:54.320 He said, I'm paraphrasing. I just love playing to the best of my ability. And that's what he 140 00:11:54.320 --> 00:11:58.800 measures himself off of. The fact that the world chooses to measure him on the fact that he's won 141 00:11:58.800 --> 00:12:05.840 so many games, that's the world's problem. Not ours. It's saying, I'm game master, not a player, 142 00:12:05.840 --> 00:12:11.360 and I choose to play by these rules. And as long as I am playing, I win by default. And it's because 143 00:12:11.360 --> 00:12:17.600 I'm not accepting the world's rules for winning. I make my own. An easier analogy here is, and this 144 00:12:17.600 --> 00:12:22.480 is a Naval revocon quote, he said, what looks like work to other people should feel like play for you. 145 00:12:22.480 --> 00:12:26.960 If you look at an artist and he's painting, you're like, hey, how soon you're going to finish that 146 00:12:26.960 --> 00:12:33.360 painting? The point for the artist is to paint. He'll finish that piece and he'll start the next one. 147 00:12:33.360 --> 00:12:39.440 But the process of painting is the thing that they enjoy. And so the idea is that if you can commit 148 00:12:39.440 --> 00:12:44.000 and the broader you can generalize what you're committing to, the easier will be to stick with it. 149 00:12:44.000 --> 00:12:49.040 So you might be like, I love making calls, but I hate entering things in the CRM. Well, 150 00:12:49.040 --> 00:12:53.920 both of those are required for the role of sales. And so I prefer to chunk up a level and say, I 151 00:12:53.920 --> 00:13:00.960 prefer to do hard work because of what that worked as to me. Then whether I'm putting shit into the 152 00:13:00.960 --> 00:13:06.640 CRM or adding a document or having a hard conversation, all of those things are difficult. And I see 153 00:13:06.640 --> 00:13:11.120 those as all contributing to the person I ultimately want to be until eventually I die and it won't 154 00:13:11.120 --> 00:13:15.760 matter anyways. And so the only asset that you really get to keep with you is your character. And 155 00:13:15.760 --> 00:13:20.960 that's the only thing you keep building. And so if you make the character, the W, at the end of the 156 00:13:20.960 --> 00:13:25.920 day, did or I did, I not contribute to the character of the person that I want to become. If that's the 157 00:13:25.920 --> 00:13:36.480 W every day, you can never lose.