WEBVTT 1 00:00:00.000 --> 00:00:04.760 Most of the nation welcome back to this day's episode of the game 2 00:00:04.760 --> 00:00:09.640 We talk about three topics on just Vince Del Monte's podcast from March of 22 3 00:00:09.720 --> 00:00:12.960 We talk about investments. We talk about reinforcing behavior 4 00:00:12.960 --> 00:00:19.000 We talk about scaling teams so that other people can do the work for you so that you can also we print that monies without doing all of the works 5 00:00:19.000 --> 00:00:22.360 I think you guys will enjoy it and I'll see you in there 6 00:00:22.360 --> 00:00:31.360 Welcome to the game where we talk about how to get more customers how to make more 7 00:00:31.360 --> 00:00:35.360 Processor and how to keep them longer and the many failures and lessons we have learned alone the way 8 00:00:35.360 --> 00:00:37.360 Hope you enjoy and subscribe 9 00:00:37.360 --> 00:00:41.360 This is might be a question in the weeds here, but you know if we're going to ask you 10 00:00:41.360 --> 00:00:47.360 reinforcement of this I guess this is you know of course you need to reinforce 11 00:00:47.360 --> 00:00:51.360 If this is probably a dedicated role to you know if somebody's staying ahead and get results 12 00:00:51.360 --> 00:00:56.360 I mean the whole idea is to put this stuff in motion and then to find out issues as it shows up 13 00:00:56.360 --> 00:01:01.360 What would you say to somebody who's afraid to like me kind of attest that you need a better program 14 00:01:01.360 --> 00:01:05.360 You probably need somebody dedicated to helping these red light clients etc 15 00:01:05.360 --> 00:01:10.360 I can I can hear people's thoughts they're fearful of okay, I'm going to put this in motion 16 00:01:10.360 --> 00:01:14.360 But what if this creates a customer service nightmare? It's kind of like the point though 17 00:01:14.360 --> 00:01:20.360 It's like then you go fix those problems too. Yeah, and then you have this crazy front end and then you fix the problems in the back 18 00:01:20.360 --> 00:01:22.360 And you have a business you're making ten hundred 19 00:01:22.360 --> 00:01:27.360 I love it all right with some time we have left here 20 00:01:27.360 --> 00:01:33.360 Anything else you want to talk about on offer that you get asked there might maybe I missed asking you 21 00:01:33.360 --> 00:01:38.360 That just will make this the mafia offer well the other two types of guarantees you have anti-guarantees 22 00:01:38.360 --> 00:01:44.360 Which is we're looking for the type of like we're and you can do this which is all sales are final which is we're looking for the type of people that don't want guarantees 23 00:01:44.360 --> 00:01:48.360 We're looking we want to do the type of work and we're going to be investing a tremendous amount of time in you 24 00:01:48.360 --> 00:01:51.360 And if that's if that sounds scary to you then you can definitely go buy an ebook for nine bucks 25 00:01:51.360 --> 00:01:57.360 So many times I see so as many I'm sure you have two they they fast it close right they're like oh yeah 26 00:01:57.360 --> 00:02:03.360 I mean if there's any issues you know like either fucking have a guarantee or don't it own it right 27 00:02:03.360 --> 00:02:05.360 Oh no I love that 28 00:02:05.360 --> 00:02:11.360 The fourth one is a performance offer which is based on some sort of thing that's supposed to happen and it's proportional 29 00:02:11.360 --> 00:02:16.360 So it's like hey here's the deal you pay me a hundred bucks every penny that's it 30 00:02:16.360 --> 00:02:21.360 That's interesting wow we there's so many different creative ways to do I'll just let what you're saying this is all different 31 00:02:21.360 --> 00:02:27.360 But my first business coach got me on the anti-guarantee by the way I remember when I was 25 32 00:02:27.360 --> 00:02:33.360 It was $7,500 six months it was actually with Corey Roodle's internet marketing center 33 00:02:33.360 --> 00:02:41.360 I bought his DVDs 300 bucks they called me up on the phone they asked me how it was doing I said I know what I want to do the rest of my life but I'm overwhelmed 34 00:02:41.360 --> 00:02:46.360 And he said all right we want some help as a sure so I had to put it on two credit cards 35 00:02:46.360 --> 00:02:55.360 And I actually get to follow up with me and I said when I go on the follow up call I got him I'm going to tell him if you can guarantee me an extra Alex get this 36 00:02:55.360 --> 00:03:02.360 My grand ambition when I started was an extra three to four thousand dollars a month so I said if you can help me do that I'm in 37 00:03:02.360 --> 00:03:09.360 So when I said that to him he laughed and I said what are you laughing at you know if you can guarantee this I'm in 38 00:03:09.360 --> 00:03:18.360 And he said Vince we don't do guarantees over here I said you know what do you mean he's like well we're guaranteeing our time but we don't know what you're doing with your time 39 00:03:18.360 --> 00:03:25.360 There's no guarantees and that was my first introduction to the whole concept that successes your responsibility and your duty 40 00:03:25.360 --> 00:03:32.360 I wasn't doing him a favor by becoming a client he was doing me a favor of offering his services to help me so I love that anti-guarantee 41 00:03:32.360 --> 00:03:34.360 I just wanted to share that 42 00:03:34.360 --> 00:03:39.360 Yeah the book goes into a ton of detail on all these things but yeah big picture of those elements 43 00:03:39.360 --> 00:03:47.360 KFC urgency we didn't even talk about bonuses but KFC urgency guarantees bonuses each of them has depth and then the actual offer itself 44 00:03:47.360 --> 00:03:53.360 And then which things should be bonuses which things should be core offers the high position and how you should play it with the numbers of people 45 00:03:53.360 --> 00:03:58.360 How you should add in the rolling cohorts all that kind of stuff so that you can ultimately sell more people at higher prices 46 00:03:58.360 --> 00:04:04.360 Awesome well hey maybe just for a few final minutes out you know now this is what's going to break the business 47 00:04:04.360 --> 00:04:11.360 Maybe just start giving some insights on how to build your first team there's that shows up for a lot of entrepreneurs business owners 48 00:04:11.360 --> 00:04:18.360 Whatever they call themselves these days first person you're gonna hire like what is that first team of four or five people look like 49 00:04:18.360 --> 00:04:28.360 And just your process of letting go of control delegating responsibilities setting standards of performance in order to you know free up your time to keep scaling 50 00:04:28.360 --> 00:04:38.360 Yeah, so they're just they're miniature big businesses you know that means so most entrepreneurs you know when you're when you're starting because you have to learn 51 00:04:38.360 --> 00:04:45.360 And do them all fractionally and then over time with the business grows you have almost enough work for full time person right and it might scare you 52 00:04:45.360 --> 00:04:51.360 Because you're like well I was running this business on my own so if I have one person then I should be able to have they should be able to do the same amount as me 53 00:04:51.360 --> 00:04:56.360 It doesn't work that way so you probably need to hire five people to do the same amount of this you because they're going to do one fraction of the thing that you're doing 54 00:04:56.360 --> 00:05:04.360 And so I always outsource in reverse order of market so if I think that right now if you look at the easiest way to do this is do a time study 55 00:05:04.360 --> 00:05:12.360 So you get a sheet of paper and put it in 15 minute blocks and then you look at what you're doing at your time so most people are massively disorganized 56 00:05:12.360 --> 00:05:17.360 And if you're like that sounds like it'll take time I promise you you'll triple your productivity when you measure what you're actually doing 57 00:05:17.360 --> 00:05:22.360 Right because you want to brag to yourself and like you're really productive and then by doing that you'll actually get a lot more done 58 00:05:22.360 --> 00:05:30.360 So you'll never waste how many to time stays so you do a time study and then what you do is you block it into like what type of work it is 59 00:05:30.360 --> 00:05:39.360 And then you can describe the value to replace that job so if you're doing administrative work that's 15 bucks an hour if you're doing you know customer success 60 00:05:39.360 --> 00:05:46.360 Which would be responding to is this the right brand of food and pay I'm stuck with my weight what do I do? 61 00:05:46.360 --> 00:05:54.360 Again probably 15 bucks an hour like not a lot of skill is required there right sales higher value marketing higher value 62 00:05:54.360 --> 00:06:02.360 CEO making big decision strategy decisions higher value product so making all the higher value so if what we're doing is 63 00:06:02.360 --> 00:06:04.360 First you'd probably be 64 00:06:05.360 --> 00:06:12.360 Fromline support or fulfillment right next might be administrative you can swap those they're relatively equivalent I think 65 00:06:12.360 --> 00:06:22.360 On it would be better to think some sort of operations person so some sort of administrative help kind of like an ex office manager is a great one to look at you know somebody 66 00:06:22.360 --> 00:06:27.360 Brand two debts offices and then they want to work remote like those are great options there they're Swiss army knives 67 00:06:27.360 --> 00:06:29.360 They're used to doing lots of little things 68 00:06:29.360 --> 00:06:34.360 So that would probably because it'll that person will give you a lot of time back they can also help you with your personal life 69 00:06:34.360 --> 00:06:40.360 Which still takes very real time for you right so that probably number one number two would be customer success and then 70 00:06:40.360 --> 00:06:44.360 Number three would probably be something around products 71 00:06:45.360 --> 00:06:54.360 Number four would be sales and then I might have to hire a probably I probably get a vendor for you know bookkeeping and finances and things like that 72 00:06:54.360 --> 00:06:58.360 So some of these things can be vendors that would probably be the first core you know four or five 73 00:06:58.360 --> 00:07:05.360 You're still you're still going to probably be running marketing and running the ads and making the videos and making the pages because that's going to be your thing 74 00:07:05.360 --> 00:07:12.360 What's your thoughts on going on you know building an internal team where you know what role is like you know we 75 00:07:12.360 --> 00:07:21.360 Just recently discontinued services with our sales agencies great guys, but you know I needed a squeeze out more profits and wanted to have more control have more 76 00:07:21.360 --> 00:07:28.360 The dynamic sales team you know making offers and that so one of you really you know I guess I know if there's a right way or wrong 77 00:07:28.360 --> 00:07:31.360 But what are your definitely your thoughts and best practices around 78 00:07:31.360 --> 00:07:38.360 Internalizing your team and just kind of keeping a lean mean like a high functioning team that can coordinate action 79 00:07:38.360 --> 00:07:47.360 It doesn't get too fat where your profits are bigger just I think that would be some great advice because I see some guys they hire this team and then they hire this agency then they hire this agency 80 00:07:47.360 --> 00:07:55.360 And now they're just they're losing a lot of control and they're not they're kind of like maybe delegated way to early some of these things 81 00:07:55.360 --> 00:08:04.360 Yeah, I hesitate to make a broad sweeping generalization because sometimes an agency is a good fit sometimes a sales agency is a good fit 82 00:08:05.360 --> 00:08:13.360 You sacrifice control for speed often times morning adventures is you know just as hard as finding an employees like there's a lot of them and not a lot more good. 83 00:08:13.360 --> 00:08:19.360 So it just takes time and effort. I think most people I think the biggest problem is that people are just really impatient and so 84 00:08:19.360 --> 00:08:21.360 Yeah, do you say people are really patient? 85 00:08:21.360 --> 00:08:28.360 Inpatient yeah because they're impatient because they just want to hire the you know they have the interview five people and just hire one and they're like well I guess that's it. 86 00:08:28.360 --> 00:08:35.360 Did this person blow you away and blow you away then why are we all right there's just a body and then now you're going to have to spend more time getting them on board 87 00:08:35.360 --> 00:08:45.360 You have to continue to spend your time getting them to do stuff. It's just it's just like the first million is learning how to promote right you know one to 10 is product. 88 00:08:45.360 --> 00:08:47.360 10 to 100 is people. 89 00:08:47.360 --> 00:08:54.360 Yeah, once you cross a million buck ish it's going to be the life time gross profit for customer which is going to be directly related to the quality of the product in 90 00:08:54.360 --> 00:09:03.360 Modestation system behind it which is going to be the series of offers upsells price points etc right it's going to be the machine is is the second word right and then after that once you hit you know a million 91 00:09:03.360 --> 00:09:05.360 bucks a month then it's all people. 92 00:09:05.360 --> 00:09:13.360 The people who need to be taught are low quality is their raw potential they're not realized right so if someone's like smart and hard working that's 93 00:09:13.360 --> 00:09:19.360 Raw potential but they don't have experience right and I can tell you that very first you know 100,000 employee. 94 00:09:19.360 --> 00:09:22.360 It's different to how you're first 250,000 employee. 95 00:09:22.360 --> 00:09:26.360 It's different when you hire first million dollar each and different gain. 96 00:09:26.360 --> 00:09:29.360 And so I can tell you having done all of these things. 97 00:09:29.360 --> 00:09:35.360 It's a different level of acumen different level of delegation that you can have different level of freedom and what's 98 00:09:35.360 --> 00:09:39.360 ironic is that people entrepreneurs want freedom and control and you have to pay. 99 00:09:39.360 --> 00:09:45.360 You can't have absolute control and then try and have freedom because if you control it you are not free. 100 00:09:45.360 --> 00:09:52.360 And that's the entrepreneurial journey is that you go from having no control to complete control and use your life giving away control again. 101 00:09:52.360 --> 00:09:55.360 I love it oh man that's still great. 102 00:09:55.360 --> 00:10:01.360 I'm going to ask everybody what their biggest takeaway is the stuff about offering the renewals earlier on was was just really for me. 103 00:10:01.360 --> 00:10:04.360 I want to thank you for that Alex thank you for sharing that so generously. 104 00:10:04.360 --> 00:10:10.360 This one our young guy is on the rise just speak to just last question I promise just on the best I've never asked you. 105 00:10:10.360 --> 00:10:13.360 I didn't even think of what asking you on investing but since you touched on it. 106 00:10:13.360 --> 00:10:16.360 What's a good use of like you know how you're utilizing your money. 107 00:10:16.360 --> 00:10:22.360 You know I've heard you know card on kind of summarizing you know investing yourself investing your brand and investing the assets. 108 00:10:22.360 --> 00:10:27.360 Can you have a little a tear out just kind of like a simplified version of your investing strategy. 109 00:10:27.360 --> 00:10:30.360 I think that's a pretty good I think it's a foundation. 110 00:10:30.360 --> 00:10:37.360 I mean overall it's like you invest in yourself because you get when to get skills you invest in your brand because as a matter of what you do your brand is still be there. 111 00:10:37.360 --> 00:10:40.360 I know jumpstart anything right and then you have assets for success. 112 00:10:40.360 --> 00:10:44.360 I think the biggest issue most people have is they start trying to invest ways more. 113 00:10:44.360 --> 00:10:52.360 I mean I didn't actually make my first investment decision and so I think I had 14 million after taxes in my bank account. 114 00:10:52.360 --> 00:10:55.360 Like I didn't even I didn't even make that and somebody will be like that's crazy. 115 00:10:55.360 --> 00:10:58.360 That's ridiculous but it's at the same time like. 116 00:10:58.360 --> 00:11:02.360 I'm investing all this money but they're broken like what are you investing. 117 00:11:02.360 --> 00:11:04.360 I'm like you're broke. 118 00:11:04.360 --> 00:11:08.360 The only people who will criticize that are poor than you. 119 00:11:08.360 --> 00:11:09.360 Right. 120 00:11:09.360 --> 00:11:17.360 So number one tip of advice don't listen to people poor than you second piece of advice don't listen to people poor than you want to be. 121 00:11:17.360 --> 00:11:19.360 If you're an employee then it's a totally different equation. 122 00:11:19.360 --> 00:11:25.360 If you're an employee and you know what you're what you're fixed income you know I mean like what your income is going to be more or less. 123 00:11:25.360 --> 00:11:28.360 Then I would still invest in skills so I could get a better job that pays more. 124 00:11:28.360 --> 00:11:29.360 That's me. 125 00:11:29.360 --> 00:11:32.360 Unless you're like I'm a teacher I love being a teacher and this is all I wonder if there's my life. 126 00:11:32.360 --> 00:11:33.360 Cool. 127 00:11:33.360 --> 00:11:39.360 If that's what you're doing then you've already won because you love what you're doing and then you're you know you're putting a certain percentage your paycheck away. 128 00:11:39.360 --> 00:11:45.360 If you're like I I want to make more money then you should be investing the skills that are going to take you to the next level of your job. 129 00:11:45.360 --> 00:11:53.360 Because trying to save on $60,000 a year when if you just invest in yourself you can get to $250,000 a year in a better position. 130 00:11:53.360 --> 00:12:04.360 Like like 12 months later then why would we waste time trying to invest the excess 10 grand to get the S&P return when you can 4X your income. 131 00:12:04.360 --> 00:12:10.360 Right. It's just it doesn't make sense right and I'll tell you this last point because I get passionate about this is that. 132 00:12:10.360 --> 00:12:17.360 Like every super rich person you see and people ask me for investing advice this isn't a shake you I'm just saying in general. 133 00:12:17.360 --> 00:12:21.360 People ask me for investing advice because now I have money to invest. 134 00:12:21.360 --> 00:12:27.360 Amos and Asian quick break just to let you know that we've been starting to post on LinkedIn and want to connect with you. 135 00:12:27.360 --> 00:12:32.360 All right. So send me a connection request and note letting me know that you listen to the show and I will accept it. 136 00:12:32.360 --> 00:12:38.360 There's anyone you think that we should be connected with tag them in one of my or layless posts and I will give you all the love of the world. 137 00:12:38.360 --> 00:12:40.360 All right. So let's get back to the show. 138 00:12:42.360 --> 00:12:45.360 I got money by making money not by investing. 139 00:12:45.360 --> 00:12:50.360 Every single wealthy super you see you know Mr. Wonderful. Yeah. A $400 million exit. 140 00:12:50.360 --> 00:12:56.360 Mark Cuban billion dollar exit. So people see this and they're like oh you must be a good investor is like well he just received. 141 00:12:56.360 --> 00:13:03.360 All this cash and then he had to allocate it right and so then at that point then yeah it's then the fundamentals come in by stuff or less than it's worth. 142 00:13:03.360 --> 00:13:09.360 So for more than it is right like I mean that the stuff doesn't have to be overly complex but most people do it way out of sequence. 143 00:13:09.360 --> 00:13:18.360 I had an 18 year old message me yesterday saying hey I invested $2,000 I'm getting $100 a month quote passively for my $2,000 what should I do and I'm like you should take the two grand. 144 00:13:18.360 --> 00:13:23.360 And buy a course on how to make more money. That's awesome because we're dealing with no flow. 145 00:13:23.360 --> 00:13:30.360 So I think it's the fact that you're an entrepreneur really if you're an employee or an entrepreneur if you're an entrepreneur then I think that the threshold is even higher. 146 00:13:30.360 --> 00:13:36.360 For an employee it's a lower threshold and because there's there's less variability you can you can always park certain amount. 147 00:13:36.360 --> 00:13:44.360 With entrepreneurs like I spent every dollar I had on more education more skills more beliefs more network more whatever. 148 00:13:44.360 --> 00:13:48.360 So I couldn't find places to put the excess money. 149 00:13:48.360 --> 00:13:56.360 Thank you so much man you guys all go out and buy out this book it is like by far the best book on marketing. 150 00:13:56.360 --> 00:14:09.360 Some of our top students one of our guys in our group Frank I get Frank a little shut up he does over you know 40 can a bad day and he's one of our top guys and he said to me I just listen out for Moses book all day. 151 00:14:09.360 --> 00:14:19.360 I talked to Tanner to he said I'm going to make a few extra million off that book so guys these are like these are exceptional marketers who are already doing incredible things. 152 00:14:19.360 --> 00:14:30.360 And Alex is here sharing and giving you guys I know he's got loads and loads more this is the best stop on this subject matter that we're talking about today to help you guys grow. 153 00:14:30.360 --> 00:14:47.360 But also here a store I really appreciate you Alex they're sharing your story on your podcast you really humanizes himself I think that's really crucial to help people break out of that survival and scarcity mindset when they're first starting and I was really inspired just to hear those first few years of your journey so thank you for sharing all that. 154 00:14:47.360 --> 00:14:53.360 How awesome it was to not make my first million dollars for until your six you know. 155 00:14:53.360 --> 00:15:04.360 Most people don't hear that and they think that they're the only person struggling out there right yeah person going through this right now I'm the only person that's you know having all this you know rejection. 156 00:15:04.360 --> 00:15:06.360 Like no that's pretty normal. 157 00:15:06.360 --> 00:15:18.360 Just in the fitness space it's it's it's by its nature very aesthetic you know status driven space overall right everyone's posting on Instagram literally right sure you know looking cool. 158 00:15:18.360 --> 00:15:28.360 I'll tell you the story to maybe drive this point home but like there's a guy that I know who's right reached out to me multiple times for help he's almost lost everything multiple times last couple years. 159 00:15:28.360 --> 00:15:35.360 He's in the how to make money in space and I saw little really put up and it was like how to be a millionaire before 30. 160 00:15:35.360 --> 00:15:43.360 And I texted them and I said are you a million is like well I mean I've done a million dollars in sales and I was like do you need me to define what millionaire is. 161 00:15:43.360 --> 00:15:53.360 He was like well okay well no I'm not a millionaire I was like then stop fucking pretending to be ones so that you stop feeling like a piece of shit all the time because you text me about how you feel like a fraud and like it's because you are one. 162 00:15:53.360 --> 00:16:04.360 So stop and so I think it's like it's so much it's so much better and I'll just say this from from experience it's so much easier to have influence once you know the thing. 163 00:16:04.360 --> 00:16:13.360 Then to try and get influence to make money make money and then you'll have the influence and then you won't feel like a fraud because you can point back to evidence. 164 00:16:13.360 --> 00:16:20.360 Most people have no evidence so you have to rely on your own pump up and stories and emotions which are fleeting. 165 00:16:20.360 --> 00:16:27.360 And I think the only way to stay in the game for a long period of time is to have a bedrock a foundation upon which to build your own church right. 166 00:16:27.360 --> 00:16:34.360 And so if the business is your church then you have to build on a strong foundation like I love Gary these things like the first thing I made was I was 34. 167 00:16:34.360 --> 00:16:40.360 He's like we've already done 60 million you know in annual revenue before I even started talking about this stuff right. 168 00:16:40.360 --> 00:16:47.360 And so I would say there's a common theme throughout like the the little trajectory and I'm going over but I talk to you nuts. 169 00:16:47.360 --> 00:16:52.360 Like I had one gym and that gym was very profitable. 170 00:16:52.360 --> 00:16:56.360 I didn't start selling how to make money with your gym for my one gym. 171 00:16:56.360 --> 00:17:00.360 I didn't start it after two gyms. I didn't start it after five gyms. 172 00:17:00.360 --> 00:17:05.360 I didn't start it after six gyms right. But even when I had six gyms I wasn't sure if I was going to be good enough yet. 173 00:17:05.360 --> 00:17:10.360 So I started doing turn-arounds and I did almost a year of turn-arounds before I got rid of my gyms. 174 00:17:10.360 --> 00:17:16.360 And then from there after doing the 33 turn-arounds at that point for almost two years was when I was like you know. 175 00:17:16.360 --> 00:17:23.360 I feel like maybe I'd be able to do this new right and then when we did 30 million in our second year. 176 00:17:23.360 --> 00:17:28.360 People were like dude you shit is this coaching. I'm like I think I'm just going to keep doing this thing that I'm doing. 177 00:17:28.360 --> 00:17:33.360 Dude you should do this for Cairo. You should do this for so long. I was like I think I'm just going to keep doing what I'm doing. 178 00:17:33.360 --> 00:17:41.360 And then for another two years right. 120 million in sales and I'm like okay you know I'll write a 99 cent book and just see how that goes. 179 00:17:41.360 --> 00:17:46.360 Yeah after it was a gold medal it isn't start coaching on how to create gold medals. 180 00:17:46.360 --> 00:17:51.360 And then he's already thinking about the next Olympics, the next Super Bowl, the next championship fight. 181 00:17:51.360 --> 00:18:00.360 Yeah I get you. No I mean I'm not anywhere near where you know that level but I totally appreciate you know wanting to respect the process of seeing how far you can take it. 182 00:18:00.360 --> 00:18:06.360 The process I think that the longer you wait the higher the peak the pyramid is. 183 00:18:06.360 --> 00:18:12.360 The reason so much stuff everyone sees on the internet is so useless is because it's recurgitated. 184 00:18:12.360 --> 00:18:17.360 It's not first knowledge. People are teaching stuff they've never done. 185 00:18:17.360 --> 00:18:21.360 Which means they're not good at teaching it because they don't actually understand it. 186 00:18:21.360 --> 00:18:26.360 Which is why you should never fear a competitor who copies you. Very nature they won't be better than you. 187 00:18:26.360 --> 00:18:30.360 They require you to exist. You do not require them. 188 00:18:30.360 --> 00:18:35.360 You were like dude I saw your value equation someone else they didn't give you credit. 189 00:18:35.360 --> 00:18:40.360 It's all said the team after them. Oh let's press a lawsuit. Yeah exactly. 190 00:18:40.360 --> 00:18:47.360 Exactly because they're trailing right there if you're innovating and they're always trail they're always a couple steps behind this. 191 00:18:47.360 --> 00:18:49.360 Never is known owns truth. 192 00:18:49.360 --> 00:18:58.360 It's just true right and so anyways the reason people sound better than other people is because they have depth of knowledge. 193 00:18:58.360 --> 00:19:03.360 And you create depth of knowledge through executing the same patterns in different stimuli in different environments. 194 00:19:03.360 --> 00:19:10.360 So you see different outcomes and so then you see this huge pattern huge array and you're able to have deeper inferences around the things that actually matter. 195 00:19:10.360 --> 00:19:16.360 We talked about the early early selling thing we talked about earlier in terms of resize right. 196 00:19:16.360 --> 00:19:18.360 That comes because I've done it. 197 00:19:18.360 --> 00:19:23.360 Yeah someone else had been on here and had not done it they would have made something up and it wouldn't have worked. 198 00:19:23.360 --> 00:19:31.360 Yeah you're saying TD, TD Bishop James asked he says a lot of people use language to cover up lifestyle. 199 00:19:31.360 --> 00:19:42.360 And it's this we live in the Twitter nation right and yet everybody kind of skims the surface nobody can really smooth it out with their subject matter and I think you know that's why I'm never going to write a parenting book out. 200 00:19:42.360 --> 00:19:53.360 I tell my kids are about 45 years old then maybe out and they're out of the house securely married then maybe I'll write a parenting book but that's why yeah my dad always says don't export things that aren't working inside the home. 201 00:19:53.360 --> 00:20:04.360 It's like Vince don't go preach on social media how your marriage is when you and Flavia are still fighting it's like get your own ship in order right and I think that's just what a great standard to hold to. 202 00:20:04.360 --> 00:20:11.360 And to just say hey I'm going to get my before start preaching I got to be living this out I love it.