VIDEO
TITLE: “How Do I Know Which Business to Go All In On?”
URL: https://youtu.be/-CHW1SDGW_c
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/-CHW1SDGW_c?t=0 || “How Do I Know Which Business to Go All In On?”
I sell Tik Tok shop agency services to ecom brands. Uh we do two and a half million in revenue. I'd like to be at 12\. Um and what's stopping me is uh woman in the red dress who's with me today. Here she's there she is. Stunning. Um so started at the same time hedging my bets. I came out of a very sour partnership and um both have grown

[0:23] YouTube https://youtu.be/-CHW1SDGW_c?t=16 || “How Do I Know Which Business to Go All In On?”
really nicely in since since last year. Um I'm I'm very good at growing the business like kind of both sides. Fio is there as a supplements brand just for a bit background. Supplements brand growing like crazy on Tik Tok shop. Obviously the agency kind of services the growth which is great. Um and FIO is great with content and

[0:42] YouTube https://youtu.be/-CHW1SDGW_c?t=35 || “How Do I Know Which Business to Go All In On?”
product knowledge right um I can't do both because obviously now we've hit a point with the agency service where we're bringing on like a lower ticket. Um, and I also kind of want to, and you're probably going to I know what you're going to say, but um, on the higher ticket or like done for you service, you know, our kind of main

[1:01] YouTube https://youtu.be/-CHW1SDGW_c?t=54 || “How Do I Know Which Business to Go All In On?”
Who do you sell to for the agency? Um, ecom brands that what size? It's a tough one because like the top two brands we have are completely different avatars. Um, and hence why a reason we also wanted to bring in a lower level service because like we don't know what they're going to be like till we get them the other side.

[1:18] YouTube https://youtu.be/-CHW1SDGW_c?t=71 || “How Do I Know Which Business to Go All In On?”
Um hence why we can kind of like incubate them through a lower level service and cherrypick hopefully. Um ecom brands have a good appetite for risk and throw money at it till it works. So the question is the question is um I want to mer so I know typically it's like one or the other. I kind of want to merge it

[1:36] YouTube https://youtu.be/-CHW1SDGW_c?t=89 || “How Do I Know Which Business to Go All In On?”
because we can also invest in these brands that look good at the a third business look good. We could solve our two business problem by adding another one and investing. Yeah. Yeah. Well, that's that's the thing. Like we have opportunities daily coming to me like saying, you know, I've got this brand, jump in. And I'm like,

[1:53] YouTube https://youtu.be/-CHW1SDGW_c?t=106 || “How Do I Know Which Business to Go All In On?”
we could smash it. I just need like that extra little department to clean up the brand and then it becomes a good client for the agency. Yeah. And yeah, that's the two places making most money. One with a big brand, so a whale, and one with a brand we own, which is also the next whale, which is why it's like it's 50/50. I

[2:09] YouTube https://youtu.be/-CHW1SDGW_c?t=122 || “How Do I Know Which Business to Go All In On?”
don't know which way to go. I'll tell you this. First off, there's there's no right answer. It's going to be what you want to do. Um, second thing though is that I I like to I like to think about things from like what's the end state going to look like and then kind of reverse it into the present. And so the end state of

[2:24] YouTube https://youtu.be/-CHW1SDGW_c?t=137 || “How Do I Know Which Business to Go All In On?”
your Tik Tok agency, there's going to be two there's two issues with your existing model that will decrease the likelihood that you have a very big agency. Number one is that you service small customers. Small customers are inherently volatile. Their volatility will relate back to your volatility as a business, will make

[2:39] YouTube https://youtu.be/-CHW1SDGW_c?t=152 || “How Do I Know Which Business to Go All In On?”
your business unsellable or not valuable and definitely not very fun to run. Problem number one. Problem number two is that Tik Tok shop for now is a hot arbitrage opportunity and will not be here forever. And so in three years um the likely that it has the same you know returns is low. And so you basically have again an

[2:58] YouTube https://youtu.be/-CHW1SDGW_c?t=171 || “How Do I Know Which Business to Go All In On?”
arbitrage opportunity that exists. So there's two kind of big long-term issues there. You're selling to the wrong people and you're you're selling to short-term people a short-term opportunity. So it doesn't build a long-term business. If what I do like is that you have this good infrastructure uh for marketing. I

[3:18] YouTube https://youtu.be/-CHW1SDGW_c?t=191 || “How Do I Know Which Business to Go All In On?”
don't think the idea of the whole merging thing is as I think there's a tweak on it that would make it better. Yeah. So if I were you, I would take my existing very large infrastructure on the agency side there. Cut all my clients and then take all of that marketing horsepower and put it towards Theo

[3:36] YouTube https://youtu.be/-CHW1SDGW_c?t=209 || “How Do I Know Which Business to Go All In On?”
and then own a big ass brand. You're good. I can pick up my own water bottle. You're good. I see what stops you from doing that. It's volatile. It's Tik Tok shop only that brand. We're slow on meta, etc. We're getting there. We've got an agency on board. We're going for it. So, that's that's the only reason I would say like

[3:59] YouTube https://youtu.be/-CHW1SDGW_c?t=232 || “How Do I Know Which Business to Go All In On?”
not sure. Theo's volatile. No mood. No, no, he gives Moody vibes. Feels great. It's cool. Careful. Um, no, no, no. Um, no, no, it's good. And I love the agency side and I think okay I love it but also I do see a huge opportunity in the info product model with it because it doesn't exist in the UK and a lot of people would buy it.

[4:23] YouTube https://youtu.be/-CHW1SDGW_c?t=256 || “How Do I Know Which Business to Go All In On?”
Well yeah but what do you want what do you want to have happen? So I would like that to go I would like the info product. You said you want to get to 12 million. Mhm. Either of those could get to 12 million. Coaching business gets to 12 million. You can sell socks and get to 12 million. So what do you want to do?

[4:38] YouTube https://youtu.be/-CHW1SDGW_c?t=271 || “How Do I Know Which Business to Go All In On?”
Okay. Would you prefer to be an agency owner? Yeah. Yeah, I would. What I would like to do is bring in a big hitter to make sure that that that the growth and stability of that side can go so can keep marketing the out of it. That'd be great. And then agency side, I would love the the lower ticket like 3K, learn it all,

[4:55] YouTube https://youtu.be/-CHW1SDGW_c?t=288 || “How Do I Know Which Business to Go All In On?”
etc. um by pieces of the agency model as and when you kind of need to is much more scalable for us rather than doing like everything sell that to masses and then cherry pick like the ideal clients out of that when we see them performing in an ideal world of course. Yeah, an ideal world where great people

[5:12] YouTube https://youtu.be/-CHW1SDGW_c?t=305 || “How Do I Know Which Business to Go All In On?”
fall out of the sky and immediately know what to do and just run everything for you for a fraction of the compensation. So you're 50/50 on this brand. Yeah. Okay. And it would have been so elegant if you were like, you know what, I'm just going to go all in on this Theo thing. It's so nice. Um, but you're like, "No, I want

[5:34] YouTube https://youtu.be/-CHW1SDGW_c?t=327 || “How Do I Know Which Business to Go All In On?”
to be an agency owner." Uh, it's it's it's really just it's it's limited by your ambition. So, if you want to do $12 million a year, literally any of those things will be 12 million, which actually doesn't serve as a really good filter. If you were like, I want to build a hundred million dollar thing,

[5:50] YouTube https://youtu.be/-CHW1SDGW_c?t=343 || “How Do I Know Which Business to Go All In On?”
then I would say it's going to either well, I mean, you could, your existing agency model wouldn't get you there, you'd have to service higherend customers. You'd find like Hexclad and, you know, whatever, you know, F. Yay, that's the yogurt, right? What I'm just naming consumer brands and you'd find

[6:07] YouTube https://youtu.be/-CHW1SDGW_c?t=360 || “How Do I Know Which Business to Go All In On?”
big brands and then you probably wouldn't sell Tik Tok for yogurt, but you get the idea, right? You you'd find those big brands and be like, "Okay, we're going to build this whole thing out for you. will do some sort of revshare on it. And I think rather than trying to invest in the brands, just do a revenue share.

[6:20] YouTube https://youtu.be/-CHW1SDGW_c?t=373 || “How Do I Know Which Business to Go All In On?”
It'll be much easier. It'll be much cleaner. And most of these brands will never sell anyway. So you might as well just like get the cash because that's the only thing they're really going to produce. Makes sense. Yeah. That's that's the model now. We So our main done for you service on the agency side is like revshare and fixed

[6:33] YouTube https://youtu.be/-CHW1SDGW_c?t=386 || “How Do I Know Which Business to Go All In On?”
costs. Um but it's But you sell to small businesses. Yeah. You sell bigger businesses. A mixture. Yeah. Stop selling to small businesses and you'll build a bigger business. Okay. So would it be would it be reasonable to say like okay so main service that takes a lot of the manpower like big businesses only price raise

[6:50] YouTube https://youtu.be/-CHW1SDGW_c?t=403 || “How Do I Know Which Business to Go All In On?”
high ticket and then the the info product a lot of people might be interested in we can just sell that and then yeah or you could just not sell it. You could just you could just live your life and just service high-end customers and make more money. Cool. You like it. So last year was the first year that I noticed in my life

[7:07] YouTube https://youtu.be/-CHW1SDGW_c?t=420 || “How Do I Know Which Business to Go All In On?”
that I didn't have FOMO. It was weird. It's been a lot of years that I've had FOMO where I'd see somebody doing something really cool and I'm like, man, I really want to do that. I should stop what I'm doing and I should do that. Um, I don't I don't know what happened where FOMO disappeared for me. Um, but I

[7:22] YouTube https://youtu.be/-CHW1SDGW_c?t=435 || “How Do I Know Which Business to Go All In On?”
can tell you that it is the worst is the worst um drive as an entrepreneur. It's really fear is the driver. It's the first letter. And so it's this fear of missing out or like and so there will you there will always be more opportunities than you can possibly do. It's just the nature of life. Life's short and you

[7:42] YouTube https://youtu.be/-CHW1SDGW_c?t=455 || “How Do I Know Which Business to Go All In On?”
like and the more skilled you are, the more amazing opportunities you have to say no to in order to do one opportunity all the way. Because if you just do one thing really well for the rest of your life, it'll get really big. But if you do two things for the rest of your life, you won't either do either of them

[7:56] YouTube https://youtu.be/-CHW1SDGW_c?t=469 || “How Do I Know Which Business to Go All In On?”
really well and neither of them will get big. And so it's like you have to just learn to say no. And so you're like, but there's also this other it's like, you know what? I also thinking like all these small guys, they also need a little software and we could I could put this. It's like, dude, stop.

[8:09] YouTube https://youtu.be/-CHW1SDGW_c?t=482 || “How Do I Know Which Business to Go All In On?”
Like why not sell them newspapers, right? Why some orange juice? They drink orange juice. I mean, you know, like like what are we doing, right? So like there's always something else you can sell, especially if you know how to sell and promote. Like you have to like this is a discipline thing. Like you have to learn

[8:21] YouTube https://youtu.be/-CHW1SDGW_c?t=494 || “How Do I Know Which Business to Go All In On?”
how to say no and you have to think about what's the most valuable version of this business. The most valuable version of this business is going to be big brands who you have big rev shares with and they're you're just their Tik Tok guy. They don't even think about it. You send them a check every month, they're happy.

[8:32] YouTube https://youtu.be/-CHW1SDGW_c?t=505 || “How Do I Know Which Business to Go All In On?”
Those are the right customers. Everybody's like, "Hey, do you think you can make it big for me?" Wrong avatar. They're going to turn out and and you're going to be their savior. Which also means that you're their villain the moment it doesn't work. It makes sense, right? And there's volatility and you

[8:45] YouTube https://youtu.be/-CHW1SDGW_c?t=518 || “How Do I Know Which Business to Go All In On?”
have an arbitrage opportunity. Does not make it a very stable business. So, go big. Go big companies. Make your rates appropriate. Change the the marketing, the branding. Like I'm saying, you wanted to have a big agency. That's what a big agency looks like. Yeah. Yeah. If you're like, you know what, I have this skill set of knowing

[9:01] YouTube https://youtu.be/-CHW1SDGW_c?t=534 || “How Do I Know Which Business to Go All In On?”
how to do these things, then you can build a big brand and be like, the agency. I'm really good at this. Okay. But you, but like you can also ignore my advice entirely and make a few hundred,000 a month and like and feel cool. Makes sense. Appreciate it. Just being real. No, I hear it. Thank you. Appreciate it.

[9:20] YouTube https://youtu.be/-CHW1SDGW_c?t=553 || “How Do I Know Which Business to Go All In On?”
So,


VIDEO
TITLE: Focus on Winning, Not the People Beating You
URL: https://youtu.be/-OOVVQvhUpU
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/-OOVVQvhUpU?t=0 || Focus on Winning, Not the People Beating You
Here's the the uncomfortable truth, which is that winners focus on winning. Losers focus on winners. And you never receive hate from above, always below, because winners have their eyes on the goal, not on other people. And so, you have to decide whether you want to be a loser or a winner. And I'm just being

[0:16] YouTube https://youtu.be/-OOVVQvhUpU?t=9 || Focus on Winning, Not the People Beating You
real with you. What this looks like in reality, and maybe for you in 2025, will be like this. First, you look like an idiot to everyone else while you try to figure it out. Then everyone else looks like an idiot for ever doubting you. Seasons. And so everyone takes a different amount of years to stop giving

[0:34] YouTube https://youtu.be/-OOVVQvhUpU?t=27 || Focus on Winning, Not the People Beating You
a about what everyone else thinks. And if you're going to get there eventually, you might as well start today and enjoy the benefits longer. So if I'm 85 years old, I think about what that man cares about. And that man cares about very, very little. All you have to do is talk to an elderly person or a

[0:52] YouTube https://youtu.be/-OOVVQvhUpU?t=45 || Focus on Winning, Not the People Beating You
grandparent and be like, "What do you think about this?" A lot of like ah, who cares? like it doesn't matter. Life is literally too short. They literally don't have time for it. And so I think to myself, if that's the ultimate version of me, if I'm going to get there eventually, and that's what the wisest

[1:07] YouTube https://youtu.be/-OOVVQvhUpU?t=60 || Focus on Winning, Not the People Beating You
people think after having the most life experience, then why would I not try to cheat code that into today and then not have to go looking back from 85 and think, man, I wish I knew then what I know now. look forward to 85-year-old self and say, "I am going to choose to learn the lesson I know I'm going to

[1:24] YouTube https://youtu.be/-OOVVQvhUpU?t=77 || Focus on Winning, Not the People Beating You
learn and act as if I knew it today." Because the difference between them and you is that what they consider work, you consider life. And so, you have to accept that you have a fundamental different understanding of how life works. And I believe that is a more accurate view of reality. The reason that the rich can get richer is because

[1:45] YouTube https://youtu.be/-OOVVQvhUpU?t=98 || Focus on Winning, Not the People Beating You
they see the world differently than the poor. And so it makes sense that if your poor friends don't see what you see that they see through the lens of poverty. And all my goal in life is to be able to see reality more accurately. And so in the beginning you have to develop this armor, this thick skin around people

[2:02] YouTube https://youtu.be/-OOVVQvhUpU?t=115 || Focus on Winning, Not the People Beating You
saying those little snide comments of like you work too hard, you're too obsessed, you have a toxic work capacity, and why are you working weekends? Why are you working late nights? You're you're not like this is not worth it. They're not paying you enough for the work that you do. all of these different things because

[2:18] YouTube https://youtu.be/-OOVVQvhUpU?t=131 || Focus on Winning, Not the People Beating You
eventually that armor on the outside actually just becomes one with you and you don't even hear it anymore because I can promise you that those people who were in my life decades ago. They're just not even I don't hear those those claims anymore for two reasons. One, because my reality changed so drastically that they couldn't say

[2:39] YouTube https://youtu.be/-OOVVQvhUpU?t=152 || Focus on Winning, Not the People Beating You
anything. And secondarily, they're just not in my world anymore. I was only able to get here because what they deemed acceptable, I deemed intolerable. How far you go in life, I truly believe this, is based and predicated only on one thing, which is your actual standard. And so I believe that the person who runs any company or runs any

[3:01] YouTube https://youtu.be/-OOVVQvhUpU?t=174 || Focus on Winning, Not the People Beating You
division should be the person who has the highest standards. And if there's ever a day that someone has a higher standard for acquisition.com than me, they should run this instead of me because they would be the one who's best serving the company. And so the person who should have the highest standard for

[3:16] YouTube https://youtu.be/-OOVVQvhUpU?t=189 || Focus on Winning, Not the People Beating You
you is you. And so it makes sense that they have a lower bar. But why would I listen to their bar on my life? I think that that standard is the one thing that rich kids get from rich parents more than anything else is because they have an expectation of life. they don't accept opportunities that are below that

[3:37] YouTube https://youtu.be/-OOVVQvhUpU?t=210 || Focus on Winning, Not the People Beating You
standard and so they actually get their huge leg up on the pick on the vehicles that they choose to pursue. And so one of the tougher parts if you're not from an area where people make a lot of money or not from you don't know anybody who's a you know super successful entrepreneur is that you basically have to borrow

[3:53] YouTube https://youtu.be/-OOVVQvhUpU?t=226 || Focus on Winning, Not the People Beating You
someone else's measuring stick and you have to say is this the standard that Elon would pursue? Is this the standard Bezos would pursue? Is this the standard jobs would pursue? If it isn't, then why are you doing it? If you want to be like them, then act like them. If you want to be like your friends, then you can act

[4:11] YouTube https://youtu.be/-OOVVQvhUpU?t=244 || Focus on Winning, Not the People Beating You
like your friends, but don't be surprised that you have what they have or lack what they lack. If we're thinking about elimination, we're eliminating bad friends and tangentially their opinions about you that are affecting your behavior. So, the next thing are what things are playing interference on your time and your

[4:26] YouTube https://youtu.be/-OOVVQvhUpU?t=259 || Focus on Winning, Not the People Beating You
attention. All right. So I would say opinions of other people are affecting your behavior and your decisions. I think that your environment affects your efficiency of behavior. So think about how much more you get per hour of output. Real quick, if you're a business owner and you are not growing as fast as

[4:42] YouTube https://youtu.be/-OOVVQvhUpU?t=275 || Focus on Winning, Not the People Beating You
you'd like, I'd like to give you a free gift. So my team and I put together the $100 million scaling road map which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And

[4:57] YouTube https://youtu.be/-OOVVQvhUpU?t=290 || Focus on Winning, Not the People Beating You
so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information it'll tell you where you're at and the most important part for you what to do for each of functions of the business across product marketing sales customer success recruiting IT human

[5:10] YouTube https://youtu.be/-OOVVQvhUpU?t=303 || Focus on Winning, Not the People Beating You
resources and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.comroadmap, plug in your business information, and if you want us to actually help you deconstrain the business and you're

[5:25] YouTube https://youtu.be/-OOVVQvhUpU?t=318 || Focus on Winning, Not the People Beating You
trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help. And if we can, we'll invite you out to Vegas and we'll do this in person


VIDEO
TITLE: The Mental Trick That Killed My FOMO
URL: https://youtu.be/-QmnCJL_dGE
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, wealth

[0:00] YouTube https://youtu.be/-QmnCJL_dGE?t=0 || The Mental Trick That Killed My FOMO
when we change goals we become deprived around some other thing like we notice a discrepancy in our lives and I think we saw the greatest discrepancy so like in the beginning like the biggest discrepancy was for me was like I'm broke dude like doesn't matter what like I'm broke I can't do anything I can't

[0:12] YouTube https://youtu.be/-QmnCJL_dGE?t=5 || The Mental Trick That Killed My FOMO
make an impact I can't support family I can't I can't I can't live where I want to live like I just all of that so that becomes the glaring hot pain in my life and then like once that's solved it's like okay well what I'm I'm not painfree right like there's still pain and so then you have other things that become

[0:29] YouTube https://youtu.be/-QmnCJL_dGE?t=22 || The Mental Trick That Killed My FOMO
the pains of your and those become the things that you're deprived of. I do think that we're exceptionally good at finding problems. So, I don't think that's going to like go away. I think you just get different problems as you level up. And I will also say like on a personal note, I'm about as happy as I

[0:43] YouTube https://youtu.be/-QmnCJL_dGE?t=36 || The Mental Trick That Killed My FOMO
was two years ago as I was probably two years before that. Like I'm not I'm not like materially different in terms of my like subjective well-being. And so I think I it's like what else am I going to do? And when I also think about these things that quote, you know, could potentially stress me out or even these

[0:59] YouTube https://youtu.be/-QmnCJL_dGE?t=52 || The Mental Trick That Killed My FOMO
opportunities that I want to pursue, I try to fast forward the president, which like I'll probably be just about as happy and content as I am now, which also eliminates a lot of the FOMO, which I think some people suffer from. A lot of like regrets of like, oh, I should have done that thing or I should have

[1:11] YouTube https://youtu.be/-QmnCJL_dGE?t=64 || The Mental Trick That Killed My FOMO
that this opportunity or should have made that bet or I should have dated that girl or whatever your thing is, right? It's like, well, you probably be about as happy or unhappy as you are right now. And that actually like has dramatically quelled down the amount of attention that I allocate to those paths

[1:25] YouTube https://youtu.be/-QmnCJL_dGE?t=78 || The Mental Trick That Killed My FOMO
not taken because they're just completely unproductive. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had

[1:39] YouTube https://youtu.be/-QmnCJL_dGE?t=92 || The Mental Trick That Killed My FOMO
and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you,

[1:53] YouTube https://youtu.be/-QmnCJL_dGE?t=106 || The Mental Trick That Killed My FOMO
what to do for each of the functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free.

[2:06] YouTube https://youtu.be/-QmnCJL_dGE?t=119 || The Mental Trick That Killed My FOMO
free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help, and if

[2:21] YouTube https://youtu.be/-QmnCJL_dGE?t=134 || The Mental Trick That Killed My FOMO
we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: Nobody Is Thinking About You as Much as You Think
URL: https://youtu.be/-TPsWUK8FeU
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/-TPsWUK8FeU?t=0 || Nobody Is Thinking About You as Much as You Think
You're not afraid of failing. You're afraid of what other people will think of you if you fail. But if you're afraid of that, imagine what they think of you when you aren't even trying. Oh yeah, they aren't. I'm such a dick sometimes. Um, does it is it is it strange to hear that your like angry toilet tweets

[0:21] YouTube https://youtu.be/-TPsWUK8FeU?t=14 || Nobody Is Thinking About You as Much as You Think
read back to you now in the cold, harsh light of day? God, that was a particularly difficult poo I was cracking like that. You know, real talk, the the tweets that I have, people don't know this, but the tweets are notes to self. Y so they're just directed at me so that I can look back on them and like be reminders of like, hey, don't don't do that. And so like I think to myself, man, I'm afraid of doing this. And I'm

[0:44] YouTube https://youtu.be/-TPsWUK8FeU?t=37 || Nobody Is Thinking About You as Much as You Think
like, no, I'm not. I'm afraid of what this person's going to think about me because if I were to be able to fail in quiet, in complete isolation, then I wouldn't care. And then I think, well, what if I what if I what if I don't succeed in public? Well, what do they 1 minute think then? Nothing, right? They don't think about me at all. And so, obviously, that comes from the perspective of uh seeking to gain

[1:07] YouTube https://youtu.be/-TPsWUK8FeU?t=60 || Nobody Is Thinking About You as Much as You Think
approval and attention from others anyway. So, it's like, listen, if you're insecure, which everybody is, let's be real, um you might as well use the insecurity to get something out of it, right? Like, one of my one of my favorite things about entrepreneurship is like use what you've got. And so a lot of people think that they need to fix their conditions in in order to get like the perfect conditions before they

[1:23] YouTube https://youtu.be/-TPsWUK8FeU?t=76 || Nobody Is Thinking About You as Much as You Think
start. But the perfect condition is whatever one you're in because it gives you whatever assets you have. That's the cards that you're dealt. And so you just play the hand. And a lot of people have great cards. It's like, man, I'm so afraid of it's like use it. It's like I have nothing. It makes you very dangerous because you have nothing to lose, right? Like one of the um really

[1:39] YouTube https://youtu.be/-TPsWUK8FeU?t=92 || Nobody Is Thinking About You as Much as You Think
interesting things about I think about it from a business perspective, but it probably applies to everything is that there's always an advantage and a disadvantage from every position, right? So like I remember when I mean gym launch is still a big company and still continues to grow but in the gym licensing space there's not many people who can compete with us there right and

[1:54] YouTube https://youtu.be/-TPsWUK8FeU?t=107 || Nobody Is Thinking About You as Much as You Think
I would talk to guys who were in the space you know I would talk you know talk at a conference whatever and you know younger guys would be like well I want to I want to be in the space too and it's not fair because you know you have this big advantage and I was like you have a way bigger advantage than I do I was like because if I were in your position I would go to every single gym

[2:10] YouTube https://youtu.be/-TPsWUK8FeU?t=123 || Nobody Is Thinking About You as Much as You Think
owner and be like you don't want to be with Jim Launch you don't want to be with Alex you're just a number to him like you're never going to talk to him like you're just cog in the wheel there with me, you're going to get my personalized attention there. He's just some employee down the chain that's following some process, right? I was like, but on the flip side, if I'm talking to that same gym owner, then I'm going to say, you don't want to talk to

[2:26] YouTube https://youtu.be/-TPsWUK8FeU?t=139 || Nobody Is Thinking About You as Much as You Think
Jimmy. He lives in his mom basement. He has no proof that he's good at what he's what he's at. The reason that we're number one in the space is because we've done it so many times and we have a system that we know that if you go on this side, you will get this result on the outside. I was like, there's always a position and there's always an advantage. I was like, you just have to play the one you've got. And most people just look at what everyone else's advantage is and don't think which one

[2:43] YouTube https://youtu.be/-TPsWUK8FeU?t=156 || Nobody Is Thinking About You as Much as You Think
do I have. when you're talking about it's not you that's afraid of failing. Yeah. You're afraid of other people's opinions about why you're going to fail. Like the reason I think that cynicism is so popular on the internet is that the upside of never trying is never having to feel the pain of failure.

[3:02] YouTube https://youtu.be/-TPsWUK8FeU?t=175 || Nobody Is Thinking About You as Much as You Think
That's fundamental. It's sour grapes at an existential level. Right? It is a cynicism safety blanket. It is protecting you from ever having to feel the downside of anything. I will assure my own failure in private so that I never have to face my failure in public. It's kind of like investing. Like everyone's afraid of losing money when they invest, but the only guaranteed investment that doesn't work is never

[3:30] YouTube https://youtu.be/-TPsWUK8FeU?t=203 || Nobody Is Thinking About You as Much as You Think
investing to begin with. And so it's like they take the long failure rather than the short one, right? I mean, it's what it is, right? You just fail long. And they're like, I prefer that. Um that's I mean, that's Yeah. I it's it's like you and I are going back and forth on trying to figure out how many different ways can I say that either the people that you're worried about judgment are going to die or that

[3:56] YouTube https://youtu.be/-TPsWUK8FeU?t=229 || Nobody Is Thinking About You as Much as You Think
you're going to die or that even if you do achieve the thing they won't care anyways or if you don't do anything they won't think about you to begin with and don't you want to be thought about to begin with like don't you want some level of significance I just you're gonna die. And I think like I was I was very grateful that so one of my biggest inspirations or whatever, you

[4:21] YouTube https://youtu.be/-TPsWUK8FeU?t=254 || Nobody Is Thinking About You as Much as You Think
know, influences when I was in Baltimore was I would have lunch with my grandfather three times a week. So he was 90, old guy. So I would go to the nursing home and we'd have lunch three days a week. And listening to him talk about the regrets that you had in life. It's so much more painful to watch someone who has no options left. Like he's going to die. I mean, he's going to die tomorrow and he died a couple years

[4:47] YouTube https://youtu.be/-TPsWUK8FeU?t=280 || Nobody Is Thinking About You as Much as You Think
later. I mean, like and he lost all his mental faculties, you know, almost sadly. Basically, when I stopped when I left Baltimore, one of the sad parts is I was one of the only people that kind of like kept him lucid, you know what I mean? And after that, no one really no one really visited him. No one really

[5:02] YouTube https://youtu.be/-TPsWUK8FeU?t=295 || Nobody Is Thinking About You as Much as You Think
did anything. And so I think he he just rolled downhill. I think the lunches might have been the only thing that he looked forward to. And um seeing someone old with no options and nothing but regret. Now not that he had everything to regret. He had things that he did really well and I took those things from

[5:18] YouTube https://youtu.be/-TPsWUK8FeU?t=311 || Nobody Is Thinking About You as Much as You Think
him. Um he would he would repeat the same lessons you like every lunch. to be where a lot of older people kind of repeat a few key lessons and everything that he had. He flew during he fled during the um during the World War II. Uh you know, he fled from the Germans and all that stuff cuz he had a a Jewish sounding last name. Um he wasn't, but he it was enough that he was fleeing,

[5:39] YouTube https://youtu.be/-TPsWUK8FeU?t=332 || Nobody Is Thinking About You as Much as You Think
right? Um and he always used to say, he's like, "You have two hands and one brain." I was like, "Use them." And that was always his thing that he said to me. And um I think just like when when I would think about the things that he was going up against compared to the things that we're going up against now, it just

[5:54] YouTube https://youtu.be/-TPsWUK8FeU?t=347 || Nobody Is Thinking About You as Much as You Think
made me feel like all right like this is not as big of a deal as I really think it is. I don't have Germans at the at my door. You know what were the regrets that he had him? Yeah. He would have spent I mean again there's death bed regrets and then there's real life regrets but there's there's things that he would have done differently in terms of the business. There's things he would have done differently with his

[6:13] YouTube https://youtu.be/-TPsWUK8FeU?t=366 || Nobody Is Thinking About You as Much as You Think
wife. he had he got divorced. Um that you know uh he would have done things very differently with his kids. So my mother um and her sisters um which actually talking to him about how he raised my mother helped me in some way forgive her for some of the things that I felt were wrongdoings that she had done to me. And so it's funny because you know one of my

[6:38] YouTube https://youtu.be/-TPsWUK8FeU?t=391 || Nobody Is Thinking About You as Much as You Think
favorite quotes from Bla1 Pascal is to understand is to forgive. And like when you when you I think there's another saying that I like a lot which is it's really hard to hate close up. It's like if you really see someone and you see all the things that they went through and the things that they that happened to them to become who they are, then you understand them and then you understand why they did X, Y, and Z.

[6:56] YouTube https://youtu.be/-TPsWUK8FeU?t=409 || Nobody Is Thinking About You as Much as You Think
Because if we don't understand, we assume that it's because they're just evil people. And most people aren't that way. They're this way because they've been reinforced or punished for doing something like that in the past. And especially for her, she was reinforced for acting a certain way over and over and over again to the point that it was it was core to her character. And so when that got put on me, I was like, I hate you. You're terrible. You're evil.

[7:13] YouTube https://youtu.be/-TPsWUK8FeU?t=426 || Nobody Is Thinking About You as Much as You Think
Like blah. But like when I looked at it on a much longer time horizon of like she was four years old when she came here. She couldn't speak English. She got beat up as a kid. Like all these things. I'm like, you know what? Maybe give her a little grace, you know? And I remember when when I came back and it was right around that same time where I realized I was giving this person all

[7:29] YouTube https://youtu.be/-TPsWUK8FeU?t=442 || Nobody Is Thinking About You as Much as You Think
this power. She yelled at me for something when I came back home from college my freshman year. And it was a standard fight, you know, like here's the button that I press to get into the normal fight that we get into. Um, I just remember she hit the button and I just like wasn't that upset. And I it's like I felt nothing. She like hit the button. She like hit it again harder and

[7:44] YouTube https://youtu.be/-TPsWUK8FeU?t=457 || Nobody Is Thinking About You as Much as You Think
I was like and I just remember looking at her and being like, I get it. I'm sorry. Like you had a tough tough life. And then she just broke down and, you know, started crying because it was like she felt understood. And I think um I know that was a roundabout way of getting back to regrets, but he regretted how he had raised her. But his through his regrets, I got to see why

[8:07] YouTube https://youtu.be/-TPsWUK8FeU?t=480 || Nobody Is Thinking About You as Much as You Think
she was the way she was. And then it diffused the bomb that was between me and her. Real quick,


VIDEO
TITLE: How To Know If You’re Actually Working Hard Enough
URL: https://youtu.be/-_03Pd5RFTk
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, pricing

[0:00] YouTube https://youtu.be/-_03Pd5RFTk?t=0 || How To Know If You’re Actually Working Hard Enough
You know, a fun frame with that is when someone says, "Must be nice." You can just say, "Yeah, it is." Or someone says, "Man, you must have exceptional genetics to have the body you have." And it just happens so easily for you and you're like, "Yeah, it's sweet." And the thing is is that if we think if we were to just say like if we

[0:22] YouTube https://youtu.be/-_03Pd5RFTk?t=15 || How To Know If You’re Actually Working Hard Enough
lean into it, right, to some degree by leaning into it, you also eliminate a competitor. if you want to hear my my ugly side because if I just affirm the fact that they think it happened overnight or that it was genetic or whatever makes it more out of reach, right? Yeah. I've thought, dude, I've thought

[0:38] YouTube https://youtu.be/-_03Pd5RFTk?t=31 || How To Know If You’re Actually Working Hard Enough
about this. So, this is such a good point. Such a good point that somebody telling you going David Gogggins mode and somebody saying, "This is how hard I had to work to achieve this thing. Look at how hard I had to go through and look at all of the setbacks I had and look at just how in the red I was before I got to the black

[1:00] YouTube https://youtu.be/-_03Pd5RFTk?t=53 || How To Know If You’re Actually Working Hard Enough
before I got to the green. Just look at all of these things. People see that as a threat. People see that as a humble brag. But what it is is a treasure map. This is where I was and this is where I went and me with all of my inefficiencies and deficiencies and setbacks got from there to here. You aren't even as far into the red as I

[1:20] YouTube https://youtu.be/-_03Pd5RFTk?t=73 || How To Know If You’re Actually Working Hard Enough
was. So all of the talk I I understand why Hustle Pawn kind of gets a cringe push back from the world, but what it actually should be is an unbelievably empowering message that anybody can get from wherever they are to wherever you are. The much more disempowering one was, "Yeah, man. It, you know, it just comes

[1:42] YouTube https://youtu.be/-_03Pd5RFTk?t=95 || How To Know If You’re Actually Working Hard Enough
to me easily." So yeah, if you really want to somebody up, tell them that it's ineffable. tell them that it's ethereal and astral and you can't get here. One of my favorite ways to help someone overcome an excuse or a limiting belief is to tell them I believe them. And so if I'm like, "Hey, why don't you double

[2:04] YouTube https://youtu.be/-_03Pd5RFTk?t=117 || How To Know If You’re Actually Working Hard Enough
your prices?" And then they give four reasons why they can't double your their prices. And then I'll say, "Then you'll fail forever." And then they're like, "Well, no, because x, y, and z." And it's like, great, glad we got there. That's like your thing about only one person can be in the angry boat. One

[2:24] YouTube https://youtu.be/-_03Pd5RFTk?t=137 || How To Know If You’re Actually Working Hard Enough
person can only be in the negative boat. Yeah, it work. It's unbelievable how powerful that is. Um, what's interesting about a lot of the discontent that we have around how people judge our success or achievement is that we have this unspoken demand that they have a visceral understanding of everything that we went through

[2:51] YouTube https://youtu.be/-_03Pd5RFTk?t=164 || How To Know If You’re Actually Working Hard Enough
without having been there. And the problem with that is that if they understood everything, then they would have a complete understanding of how to do it themselves. And so it's making an impossible demand of strangers to somehow be successful already so that they can appreciate our success. Also removing your competitive

[3:11] YouTube https://youtu.be/-_03Pd5RFTk?t=184 || How To Know If You’re Actually Working Hard Enough
advantage. And so it's interesting, this is just for everyone who's listening, is that Chris, you can probably attest to this, is that um of the people that I've met in my life who've been extremely successful at any endeavor, there's this kind of and I want to make a video about this, but it's what people say in the

[3:30] YouTube https://youtu.be/-_03Pd5RFTk?t=203 || How To Know If You’re Actually Working Hard Enough
back room. And there are these common things that we say to one another that other people wouldn't believe. So, we're like, they just don't get how much actual work it is to do a podcast like this. PE like you don't actually get that what 100 hours of preparation for one 1-hour event looks like. you you can understand

[3:54] YouTube https://youtu.be/-_03Pd5RFTk?t=227 || How To Know If You’re Actually Working Hard Enough
it conceptually, but when you actually set a timer and you only use that timer and you pause it when you stop working and you do 100 hours of work, all of a sudden by the end of that 100 hours, you have a very different understanding to the very granular level of what it takes to be great at anything.

[4:16] YouTube https://youtu.be/-_03Pd5RFTk?t=249 || How To Know If You’re Actually Working Hard Enough
And that's a 100 hours, not 10,000 hours, but 100 hours with feedback. And so everyone's like in the back room. They want this magic pill. They want to they want to know the secret. But there is no secret. It's just hard work. But I think the thing that everyone who's who's listening lacks is the context on how

[4:35] YouTube https://youtu.be/-_03Pd5RFTk?t=268 || How To Know If You’re Actually Working Hard Enough
hard hard work is. Not in that it's complex, but just in that it's a continuous and unending focus on one thing and noticing the details that separate mediocrity from greatness. And if you're like, I don't know what the difference between those two things is, that is the opportunity that hard work reveals. Is that it takes watching

[4:57] YouTube https://youtu.be/-_03Pd5RFTk?t=290 || How To Know If You’re Actually Working Hard Enough
10 hours of you presenting and then taking notes at every time that you say um or that a transition between slides is unclean or that the audience kind of gets lost there because I can see that there's no reactions to that. I should probably add a visual there. And then when you go slide by slide realizing

[5:13] YouTube https://youtu.be/-_03Pd5RFTk?t=306 || How To Know If You’re Actually Working Hard Enough
that, okay, I can put a thousand slides together for 90 minutes of presenting if I really put one thought with one visual per slide. And every one of them, and I love this description, is like a coat of paint. It's like you just put another coat of paint on the skill set or the achievement that you're working towards.

[5:32] YouTube https://youtu.be/-_03Pd5RFTk?t=325 || How To Know If You’re Actually Working Hard Enough
And most people expect that the pencil wireframe that they do on their first shot is hard work because that's the hardest they've worked, not the amount of hard work that is required in order to get the level of outcome that they say they want or that they expect. And so there's a divorce in reality because

[5:55] YouTube https://youtu.be/-_03Pd5RFTk?t=348 || How To Know If You’re Actually Working Hard Enough
they don't have the context from which to make a judgment because they've never been great at anything. And until you get great, because as soon as you get great at one thing, you realize just the tremendous amount of hours and work that it takes to be great at one thing. And then there's this oh moment that I

[6:11] YouTube https://youtu.be/-_03Pd5RFTk?t=364 || How To Know If You’re Actually Working Hard Enough
can express personally, which is you realize that there's so few things that you can be great at. And then the discipline comes down to saying, what are the two or three things that I can be really good at in my life? Because it will take me five to seven years to be exceptional at this one thing. And so

[6:25] YouTube https://youtu.be/-_03Pd5RFTk?t=378 || How To Know If You’re Actually Working Hard Enough
like even like making content, a lot of people see my stuff now, but I just had a friend send me a video that he interviewed me before I made any other videos and I showed I sent it to my team and uh he was like, "Dude, I I watched it and he was like and it was you, but then I like I covered the face and it he

[6:44] YouTube https://youtu.be/-_03Pd5RFTk?t=397 || How To Know If You’re Actually Working Hard Enough
was like I mean it's your voice but he's like your clarity of thinking wasn't there and the way that you articulated and the thing is is it's it's uh if to the untrained I to a beginner, they look at that video and they look at my current videos and say, "I don't get why he blew up because it's the same dude."

[7:03] YouTube https://youtu.be/-_03Pd5RFTk?t=416 || How To Know If You’re Actually Working Hard Enough
But the master or the expert level can say, "I can give you a hundred different things that could have been better about his now or his old videos compared to his now videos." And it's the granularity of that feedback that allows you to see the discrepancy between your current and your desired. And I think

[7:22] YouTube https://youtu.be/-_03Pd5RFTk?t=435 || How To Know If You’re Actually Working Hard Enough
that once you actually give yourself the reality glasses, not the wo is me glasses, but think, no, really, if I had to do this, what are what are all of the things that I would have to improve? Then you see how incredibly long that list is? And then you take this deep breath and that list is the hard work. It's starting at

[7:44] YouTube https://youtu.be/-_03Pd5RFTk?t=457 || How To Know If You’re Actually Working Hard Enough
the top and then wanting to cross the first one off after your first day, but then realizing you still haven't done it well enough to cross it off and you're like, "Wait, I have to do another day and I still haven't quote made a dent in this list." And then you do it another day and a third day and a fifth day and

[7:59] YouTube https://youtu.be/-_03Pd5RFTk?t=472 || How To Know If You’re Actually Working Hard Enough
a fifth week. And then all of a sudden you're like, "Okay, I think I've got the first one done." And then you still look at this list, but along the way of doing that first one, you realize 20 other things that you could add to that list. For every one that you cross off, you create 10 more because you start to win

[8:14] YouTube https://youtu.be/-_03Pd5RFTk?t=487 || How To Know If You’re Actually Working Hard Enough
in the weeds. You start to look at a higher resolution. And that's the neverending cycle of excellence. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over

[8:34] YouTube https://youtu.be/-_03Pd5RFTk?t=507 || How To Know If You’re Actually Working Hard Enough
all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're

[8:47] YouTube https://youtu.be/-_03Pd5RFTk?t=520 || How To Know If You’re Actually Working Hard Enough
at and the most important part for you, what to do for each of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you

[9:02] YouTube https://youtu.be/-_03Pd5RFTk?t=535 || How To Know If You’re Actually Working Hard Enough
this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help, and if

[9:17] YouTube https://youtu.be/-_03Pd5RFTk?t=550 || How To Know If You’re Actually Working Hard Enough
we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: The Real Skill Behind Wealth: Saying No
URL: https://youtu.be/-aX5ccYfVHU
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, productivity

[0:00] YouTube https://youtu.be/-aX5ccYfVHU?t=0 || The Real Skill Behind Wealth: Saying No
Here's something that's taken me way too long to learn. Staying focused is like beating addiction. It's not a one-time victory. You have to fight it all day, every day, then wake up and do it again tomorrow. Because the thing that's going to distract you is going to change every day. The thing that's going to trigger

[0:15] YouTube https://youtu.be/-aX5ccYfVHU?t=8 || The Real Skill Behind Wealth: Saying No
your addiction to distraction is going to keep morphing and changing its form so that it can steal or rob you of your future. And so, you have to be adaptable in knowing that you have to fight it every day. And so it's not good enough to just say, "I was focused for this week." You've got to wake up on the

[0:32] YouTube https://youtu.be/-aX5ccYfVHU?t=25 || The Real Skill Behind Wealth: Saying No
eighth day and the ninth day and do it again. And so, you remember that guy who uh got rich drop shipping and day trading and uh buying crypto and wholesaling all at the same time? Yeah, me neither. Focus. To win in business, you need to be able to say no without remorse and hear no without a loss of

[0:52] YouTube https://youtu.be/-aX5ccYfVHU?t=45 || The Real Skill Behind Wealth: Saying No
enthusiasm. which means that you have to keep feeling rejection, keep failing and keep going while being willing to reject basically everyone else. And that seems so counter because you're right there and you're like, man, I don't want to reject this person because I know what it feels like to be rejected. You need

[1:11] YouTube https://youtu.be/-aX5ccYfVHU?t=64 || The Real Skill Behind Wealth: Saying No
to be able to maintain this discrepancy so that you can create the space to do the work that needs doing. So, there have been a couple of lessons that I have learned over and over again in my career. I've had to relearn. So, it's a lot like a like a fine wine. It's like it it gets better with age and there's

[1:28] YouTube https://youtu.be/-aX5ccYfVHU?t=81 || The Real Skill Behind Wealth: Saying No
more nuance to the flavor. So, I think focus is not a are you focused or not, it's how focused are you? And you can measure someone's focus by again the quality and quantity of things that they say no to. Which means that as you get better, more opportunities will emerge, which is interesting because people who

[1:45] YouTube https://youtu.be/-aX5ccYfVHU?t=98 || The Real Skill Behind Wealth: Saying No
start out can't see opportunity anywhere. And it's because they have so few skills and so there's very few opportunities for them. When you have a lot of skills, there are so many opportunities that are in front of you that you feel like you're missing out. But the real opportunity is actually in solving the problems in front of you. I

[2:02] YouTube https://youtu.be/-aX5ccYfVHU?t=115 || The Real Skill Behind Wealth: Saying No
was able to, in my opinion, become another order of magnitude greater in terms of entrepreneurship, which I would just measure by wealth. Once I was able to learn to say no and accept that I would not be able to pursue the many things that I know I could crush because once you realize how much actual work it

[2:24] YouTube https://youtu.be/-aX5ccYfVHU?t=137 || The Real Skill Behind Wealth: Saying No
takes to make something good, you realize how few things you're actually going to be able to do in your entire life. And so this is why picking becomes so important. Right now, the things that you're going to have to say no to are really the distractions and kind of in some ways easy. Saying no to fantasy

[2:40] YouTube https://youtu.be/-aX5ccYfVHU?t=153 || The Real Skill Behind Wealth: Saying No
football, say no to drinking beers with the boys, going out with the club, whatever. But in a year from now, once you have more skills, there will be more opportunities. You're going to have multiple $10,000 a month income opportunities that you're going to have to say no to to stick with the one that

[2:52] YouTube https://youtu.be/-aX5ccYfVHU?t=165 || The Real Skill Behind Wealth: Saying No
you have. And then once that thing becomes a $100,000 a month thing that you're doing, you're going to have to start saying no to multiple $100,000 a month opportunities. And here's the thing with opportunities that come up. They only show you the upside and not the downside. You have to know where the

[3:06] YouTube https://youtu.be/-aX5ccYfVHU?t=179 || The Real Skill Behind Wealth: Saying No
skeletons are buried. You have to know where the bodies are. If you don't know, and I've gone through this this this visual because I think about it every single time I have to walk through not doing something. You are here. You see this new opportunity here. Then you understand the downsides here. Then you

[3:24] YouTube https://youtu.be/-aX5ccYfVHU?t=197 || The Real Skill Behind Wealth: Saying No
live the downsides. Then you experience the upside. Then you achieve your goal. And so this is the starting point. This is called uninformed optimism. This is now informed pessimism. This is the value of despair. And this is where most people quit. But what they do is they don't even quit because they don't want

[3:43] YouTube https://youtu.be/-aX5ccYfVHU?t=216 || The Real Skill Behind Wealth: Saying No
to say they quit. What they do is they start another one of these things and they say, "Oh, this is now my uninformed optimism." And then, "Oh, now I understand this more." But the thing is is that they never actually get through to this upside. And so they just keep jumping from thing to thing to thing

[3:59] YouTube https://youtu.be/-aX5ccYfVHU?t=232 || The Real Skill Behind Wealth: Saying No
over and over again. And so the reason it takes so long is because you're in a rush. Big things don't happen on small timelines because you have to start from zero over and over again. And if you actually stick with it, it's actually the shortest way to get to where you want to go. It just takes longer than

[4:14] YouTube https://youtu.be/-aX5ccYfVHU?t=247 || The Real Skill Behind Wealth: Saying No
you think. Must be easy for you to say is probably something that you might think by watching this or listening to this. And I like to tell this story because in July of 2017 is when I started my podcast. And it was 90 days after I lost everything the last time. And from that point until now, it's taken that period of time to get to over

[4:38] YouTube https://youtu.be/-aX5ccYfVHU?t=271 || The Real Skill Behind Wealth: Saying No
a million downloads a month. And for the first three years, and I was making multiple podcasts, so we're talking three 400 episodes. For the first few years, I never really cracked 3,000 downloads a month. And so I could say, man, why is this taking so long? But the real real is that it took me that long

[4:55] YouTube https://youtu.be/-aX5ccYfVHU?t=288 || The Real Skill Behind Wealth: Saying No
to get good. It also being extra real took me that long to have proof on the outside that what I was saying was true on the inside. And right now, no one who listens to my podcast cares that it took me seven years to get here. They just cared that it's good today. And so people quit here when things get hard

[5:13] YouTube https://youtu.be/-aX5ccYfVHU?t=306 || The Real Skill Behind Wealth: Saying No
because the thought of something being hard forever is unbearable. They think that this line is just going to keep going this way forever. But it's not because once you fully understand all the bodies where the skeletons are hidden, then you can actually start solving them one by one. The thing is is

[5:30] YouTube https://youtu.be/-aX5ccYfVHU?t=323 || The Real Skill Behind Wealth: Saying No
that that distraction only is distracting because you don't know what sucks about it. You might think you know what sucks about it, but you don't know what sucks about it. And so the big difference is you have something called declarative versus procedural knowledge. And so there's two types of learning and

[5:47] YouTube https://youtu.be/-aX5ccYfVHU?t=340 || The Real Skill Behind Wealth: Saying No
this is actually formal. This is uh this is from academia. So you have declarative knowledge which is knowing about something. So if you go memorize a fact or you you you learn how private equity works, right? This is knowing about. The other type of knowledge is procedural which is knowing how to. And so a lot of people mistake

[6:10] YouTube https://youtu.be/-aX5ccYfVHU?t=363 || The Real Skill Behind Wealth: Saying No
declarative knowledge for procedural. And so they mistakenly think that if they watch 10 videos on doing a private equity deal that it means they understand how to do a private equity deal. Or they watch 10 videos on cold outbound and they think it means they understand how to do cold outbound or 10

[6:26] YouTube https://youtu.be/-aX5ccYfVHU?t=379 || The Real Skill Behind Wealth: Saying No
videos on sales and so forth. But you're never really going to learn how to do it until you do it. And so you're going to learn more from your first hundred cold calls or 100 cold knock on doors than you will from a hundred books or videos that you watch. But I have good news. Nothing hard lasts forever. There's only

[6:46] YouTube https://youtu.be/-aX5ccYfVHU?t=399 || The Real Skill Behind Wealth: Saying No
three things that can happen. You either quit, it gets easier, or you get better. So no matter what, it always ends. You only lose when you quit before you see it all the way through. And I think that's incredibly encouraging. So no matter how hard whatever it is that you're doing is, which by the way just

[7:04] YouTube https://youtu.be/-aX5ccYfVHU?t=417 || The Real Skill Behind Wealth: Saying No
means that your expectation doesn't match reality. But no matter how hard it is, you either quit, it gets easier because something changes externally or you get harder. Something changes internally. But no matter what, it will end. Think about it like you're you're mining for gold, right? You're you're

[7:20] YouTube https://youtu.be/-aX5ccYfVHU?t=433 || The Real Skill Behind Wealth: Saying No
chiseling away underground and you've got this pile of gold. You don't know how far away it is, but it's underground and you're digging towards it. This difficulty of swinging the the the pickaxe can end when one, you walk out of the mine and say there's, you know what, marketing doesn't work. Sure. The

[7:35] YouTube https://youtu.be/-aX5ccYfVHU?t=448 || The Real Skill Behind Wealth: Saying No
second is that all of a sudden you hit a soft patch and then you're like, "Oh my god, I'm digging so much faster now. This is great." And then you get to the gold. Or you just start swinging the axe harder because you get more muscled, you get more efficient with your movements, and you just keep chiseling away. Even

[7:51] YouTube https://youtu.be/-aX5ccYfVHU?t=464 || The Real Skill Behind Wealth: Saying No
if it goes from dirt to rock, you just keep chiseling away at a slower pace, but you eventually break through and get there. But in all three of those scenarios, hard doesn't last forever. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift.

[8:07] YouTube https://youtu.be/-aX5ccYfVHU?t=480 || The Real Skill Behind Wealth: Saying No
So, my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it in these 10 stages and we

[8:22] YouTube https://youtu.be/-aX5ccYfVHU?t=495 || The Real Skill Behind Wealth: Saying No
made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no

[8:34] YouTube https://youtu.be/-aX5ccYfVHU?t=507 || The Real Skill Behind Wealth: Saying No
matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconrain the business and you're trying

[8:48] YouTube https://youtu.be/-aX5ccYfVHU?t=521 || The Real Skill Behind Wealth: Saying No
to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: A Great Rule to Live By: Only Suffer Once
URL: https://youtu.be/-lWPAnNhpQQ
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, productivity

[0:00] YouTube https://youtu.be/-lWPAnNhpQQ?t=0 || A Great Rule to Live By: Only Suffer Once
Did you tell me the story of uh Buddha in the second era? No. Oh, it's great. So, the Buddha was trying to teach a lesson and he says, "If I um shoot you with an arrow, uh does it hurt?" And you know, the student was like, "Uh, yes, it would be hurtful or like, you know, that that would suck." And so he says, "Okay,

[0:20] YouTube https://youtu.be/-lWPAnNhpQQ?t=13 || A Great Rule to Live By: Only Suffer Once
if I were to shoot you with, you know, a second arrow in the same spot after the first arrow, would that hurt?" And he said, "Yes." He said, "The first arrow is life." He said you can't avoid the first arrow. He said but the second arrow is you and that one you can avoid. And so suffering is a constant. That's a

[0:37] YouTube https://youtu.be/-lWPAnNhpQQ?t=30 || A Great Rule to Live By: Only Suffer Once
fixed cost of life. We're going to have downsides. We're going to have bad seasons, bad moments, bad days. But I think a great rule to live by is like only suffer once. Like great. I will and I mean my god I think if everyone only suffered once like just cuz I like tiny little monikers that I can remind myself in the

[0:55] YouTube https://youtu.be/-lWPAnNhpQQ?t=48 || A Great Rule to Live By: Only Suffer Once
moment of okay this happened. I will only allow it. I will only suffer this one time. I will not relive this moment over and over again. I will not judge myself for not, you know, behaving the way I would have liked to have behaved. I will not judge the the the the version of me that I should have been in this moment. And

[1:11] YouTube https://youtu.be/-lWPAnNhpQQ?t=64 || A Great Rule to Live By: Only Suffer Once
round and round you go. It's like an infinite regress of self-castigation. Yeah. Right. And so it's like I want me I want memory dividends, not memory liabilities. Real quick, I'm going to show you the exact 10stage road map from zero to 100 million plus that less than 1% of companies finish. I've now done

[1:29] YouTube https://youtu.be/-lWPAnNhpQQ?t=82 || A Great Rule to Live By: Only Suffer Once
multiple times. And so I can say with a lot of confidence that these are the stages as headcount increases that you need to get through. And I broke each of these down by eight different functions of the business, what the constraint feels like, like what are the symptoms of it when you're going through it, and

[1:42] YouTube https://youtu.be/-lWPAnNhpQQ?t=95 || A Great Rule to Live By: Only Suffer Once
then what steps we actually took to graduate. We've done this across software, physical products, uh, service businesses, brick and mortar, all of this, and it works. And it's my gift to you. It's absolutely free. And so the link's in the description, but you just go acquisition.comroadmap. Just enter your info and it'll spit it

[1:58] YouTube https://youtu.be/-lWPAnNhpQQ?t=111 || A Great Rule to Live By: Only Suffer Once
right back to you. Offering.


VIDEO
TITLE: Missionaries vs Mercenaries: Who Makes More Money
URL: https://youtu.be/-nfAO26sCzY
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, scaling, wealth

[0:00] YouTube https://youtu.be/-nfAO26sCzY?t=0 || Missionaries vs Mercenaries: Who Makes More Money
A lot of people just like blow their workload, for lack of a better term, uh, for the school games and then they're like, "Okay, I'm done now." It's like, bro, like that effort is how you do business for an extended period of time. Like you work that hard and then you just don't stop working. And I think the reason that people don't do it is because they're doing it to win, not to help the community.

[0:21] YouTube https://youtu.be/-nfAO26sCzY?t=14 || Missionaries vs Mercenaries: Who Makes More Money
Yeah. And so, uh, if you really believe in your mission, then you don't stop because you're not doing it for you. So, just as a side note, like that's that's in my opinion the reason the people who are missionaries versus mercenaries make the most money over the long haul is that mercenaries it's it's

[0:36] YouTube https://youtu.be/-nfAO26sCzY?t=29 || Missionaries vs Mercenaries: Who Makes More Money
easy to satisfy your own bucket. Even though you know people's goals for themselves can get bigger and bigger, when you have a goal that's so much bigger than any one person like Bezos with he's like I just want to make a store for every that just delivers stuff conveniently for everyone, right? Um he's a missionary, right? And Elon is a

[0:52] YouTube https://youtu.be/-nfAO26sCzY?t=45 || Missionaries vs Mercenaries: Who Makes More Money
missionary. And so those guys build things bigger because it's not about the wealth. Of course, they get the wealth along the way. That's an outcome. But um 1 minute they keep pushing past their own personal needs because they're driven by something bigger. So just a little selfch check for anybody who and this I'm looking at you guys who uh have won

[1:09] YouTube https://youtu.be/-nfAO26sCzY?t=62 || Missionaries vs Mercenaries: Who Makes More Money
in the games in the past and then all of a sudden you took your foot off the the gas pedal. Um that level of effort at a sustained rate is what makes you a champion. So how do you transition I mean, honestly, I think you just get used to working at that level. I also think that what people don't do is they they gas themselves, but they don't think, how can I keep this input continued? So, it's like, if this input

[1:34] YouTube https://youtu.be/-nfAO26sCzY?t=87 || Missionaries vs Mercenaries: Who Makes More Money
created $50,000 in MR, can I have somebody else take off twothirds of the things on my plate? And then we still have that same input. Like, my team still does more input than most of you all do. Well, I'm gonna say all of you. I'm just gonna say it. I'm gonna be I'm gonna I'm gonna I'm gonna I'm gonna generalize. broad broad broad

[1:49] YouTube https://youtu.be/-nfAO26sCzY?t=102 || Missionaries vs Mercenaries: Who Makes More Money
brush strokes. My team does more than you guys do. Um, but I probably do less than you do. And so it's it's looking at the inputs from a macro perspective, not from like your own work ethic. The work ethic that you have to do now is like, sure, you have to learn the skill and then you have to transfer the skill, which is the second step. And a lot of you guys don't get to that second step.

[2:05] YouTube https://youtu.be/-nfAO26sCzY?t=118 || Missionaries vs Mercenaries: Who Makes More Money
You just say, I can't do this forever. And of course, you can't because you're doing four people's work. Um, but the work that you have to do is transitioning to getting somebody else to be able to do it just as well. Um, or sometimes it's two people or three people who do it just as much as you to do one person's work. And that's okay.


VIDEO
TITLE: Be a Perfectionist
URL: https://youtu.be/0ACmZguiDyc
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:03] YouTube https://youtu.be/0ACmZguiDyc?t=0 || Be a Perfectionist
like you're procra like it's just another word for procrastination. I actually think that's complete I think that that's my quote being is it perfectionism is procrastination masquerading as quality control. Yes. Okay. So then I'm going to I'm going to put a sub a sub a footnote on it that I think will will add context

[0:21] YouTube https://youtu.be/0ACmZguiDyc?t=14 || Be a Perfectionist
which is that most people who claim to be perfectionists are not perfectionists. they're actually procrastinating because they're not doing anything. And so it just is a socially acceptable label because the real perfectionists feel this this sickness where they like want to itch their skin off until the thing's done,

[0:43] YouTube https://youtu.be/0ACmZguiDyc?t=36 || Be a Perfectionist
but they are trying to get it done. Whereas the perfectionist or the the procrastinator uses that to say like I'm not sure. I'm just getting it right. But like the person who's an actual perfectionist one wants to finish and is working every hour of every day on the thing and seeing progress towards it. Because if

[1:01] YouTube https://youtu.be/0ACmZguiDyc?t=54 || Be a Perfectionist
you don't know how your thing is getting better, you're not a perfectionist. You're just ignorant. They're also moving toward the goal every single step of the way as opposed to just sitting back at this huge list of things that are not doing the thing. Planning to do the thing isn't doing the thing.

[1:13] YouTube https://youtu.be/0ACmZguiDyc?t=66 || Be a Perfectionist
Thinking about the thing isn't doing the thing. Getting angry at people on the internet that have already done the thing isn't doing the thing. And um there's also a people who are perfectionists within the thing that matters most are prepared to see things that are ancillary to that. For instance, you're not absolutely a

[1:31] YouTube https://youtu.be/0ACmZguiDyc?t=84 || Be a Perfectionist
perfectionist. I'm going to guess with the short form content that goes out on your Instagram. It's like this is sawdust as you call it. This is just it's extra, right? It's it's it's freebie stuff. Look, if we have one in a hundred videos that have got a a typo or the hyphen's missing or something like

[1:47] YouTube https://youtu.be/0ACmZguiDyc?t=100 || Be a Perfectionist
that, all right. But if we're talking about the school announcement release, if there's a typo in that or if in the the video one of the links is broken or even if one of the links is slightly pixelated, Yeah. that's something that I can have a problem with. So picking your battles as a perfectionist, I think actually or

[2:05] YouTube https://youtu.be/0ACmZguiDyc?t=118 || Be a Perfectionist
someone as someone with high standards is super important because you can't have that degree of high standards at absolutely everything because if you don't pick your battles, you're not going to make sufficient movement at the velocity you need to actually make progress. So find the areas that are the

[2:19] YouTube https://youtu.be/0ACmZguiDyc?t=132 || Be a Perfectionist
highest contribution. Yeah. Don't compromise on those. And it's funny you say that because I the way that I immediately reframe that was that the perfectionism was around volume. is like that is what we will that is what we are optimizing towards and then we can because if we look at if we knew how people responded ahead of

[2:41] YouTube https://youtu.be/0ACmZguiDyc?t=154 || Be a Perfectionist
time to content then we would make things differently than we do. But I probably like you am often surprised pleasantly and sometimes unpleasantly by the stuff that just grabs hold and then just goes, you know, viral as hell um in content. And so I think part of that is making up for our own ignorance by

[3:01] YouTube https://youtu.be/0ACmZguiDyc?t=174 || Be a Perfectionist
increasing volume. And and so that would be like it my reframe on the perfectionism there is like we know that if we make 10 pieces of content it is more likely that we will have more people see it than if we try really hard at one. And so we make 10 because the net benefit of the 10 is greater. And so

[3:17] YouTube https://youtu.be/0ACmZguiDyc?t=190 || Be a Perfectionist
that's the ideal that we commit to. Thiago Forte has a fantastic take on this where he talks about perfectionism allows people to sit back and not produce work at a rate required to work out what actually works. Have you heard the the story of the the pottery class? Oh, I feel like the All right. Wow. This feels like total modern

[3:37] YouTube https://youtu.be/0ACmZguiDyc?t=210 || Be a Perfectionist
way. Is this where someone comes in behind and then holds the thing in front? So there's two two uh there's a teacher and he's got two classes that he teaches and one class he says the only assignment for this whole semester is that you come with a come back with a perfect uh clay pot. That's it. That's the assignment.

[3:55] YouTube https://youtu.be/0ACmZguiDyc?t=228 || Be a Perfectionist
The other class he says your objective is to make the most total quantity of clay pots and you'll be measured by how many pots you make. And at the end of the quarter, the pots that came from the team that had to just make sheer volume, not only did they make more pots, but the quality of all of their pots was

[4:13] YouTube https://youtu.be/0ACmZguiDyc?t=246 || Be a Perfectionist
better compared to the teams that only had to make one. And it just underlines the the biggest lesson that I've learned in my life, which is that volume negates luck. is that you can try to be lucky and pick the one perfect thing and try and make it, but if you don't want to try and be lucky, you can just do so

[4:29] YouTube https://youtu.be/0ACmZguiDyc?t=262 || Be a Perfectionist
much work that you will you will brute force your way to figuring it out. Like, if you do a thousand podcasts, you'll be pretty good at podcasts, right? But if you try to say, "Okay, you're you're brand new and all you have to do is make one perfect podcast." The problem is that you don't have the perspective from which to make

[4:47] YouTube https://youtu.be/0ACmZguiDyc?t=280 || Be a Perfectionist
a judgment to say what is good because you have zero data to base anything off of. And so you're basing your idea of a perfect podcast on something that you've literally never done before. And so doing the volume gives you the perspective to then have the best podcast at number 1,00 or 101. Anyways,

[5:03] YouTube https://youtu.be/0ACmZguiDyc?t=296 || Be a Perfectionist
I just thought you'd love the clay pot. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had

[5:17] YouTube https://youtu.be/0ACmZguiDyc?t=310 || Be a Perfectionist
and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you,

[5:31] YouTube https://youtu.be/0ACmZguiDyc?t=324 || Be a Perfectionist
what to do for each of the functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You

[5:44] YouTube https://youtu.be/0ACmZguiDyc?t=337 || Be a Perfectionist
can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help, and if

[5:59] YouTube https://youtu.be/0ACmZguiDyc?t=352 || Be a Perfectionist
we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: Helping 6 Business Owners Scale in 33 Minutes
URL: https://youtu.be/0EqJD2o-Mnk
PRIMARY_TOPIC: mindset
TOPICS: mindset, scaling, mindset, offers

[0:00] YouTube https://youtu.be/0EqJD2o-Mnk?t=0 || Helping 6 Business Owners Scale in 33 Minutes
I've been in business for 14 years. I recently did a $ 106 million book launch in a weekend. And our portfolio of companies at acquisition.com is over $250 million in aggregate revenue. And a portion of that is brick-andmortar chains that we own. And so in this video, I'm answering your questions about how to scale specifically a brick-and-mortar HVAC business. And for

[0:16] YouTube https://youtu.be/0EqJD2o-Mnk?t=9 || Helping 6 Business Owners Scale in 33 Minutes
all those questions, I try to do my very best to make the solutions as tactical as humanly possible so that you watching promote can actually use the stuff. Enjoy. My name is Thomas. I uh sell roofing and exterior remodeling. We do uh close to 6 Roofing & Exterior Remodeling ($6M → $100M) million this year. I would like to be at 100 million. What's stopping me? And I I'll be a little bit vulnerable. I would

[0:34] YouTube https://youtu.be/0EqJD2o-Mnk?t=27 || Helping 6 Business Owners Scale in 33 Minutes
say it's comfort, distractions, and fear. And food. Fear. Oh, sorry. I was like, "All right, good to know." You know, food. Sometimes I feel that way, too. Um, so the the comfort is I have built the business. I've replaced myself in every aspect. I can work two to three hours a week and it run fine. Okay. Um fear, I would say the fear of

[1:00] YouTube https://youtu.be/0EqJD2o-Mnk?t=53 || Helping 6 Business Owners Scale in 33 Minutes
losing family time, uh the work life balance. Sure. And the distractions are uh my other I've got another business, drunk removal business. Um I've got real estate. I've got uh just all kinds of little What do you think you should do that you're not doing that you want me to tell you to do? So So I know I need to go all in again. Okay. And and I did that the first 5 years that I that business and it worked out

[1:26] YouTube https://youtu.be/0EqJD2o-Mnk?t=79 || Helping 6 Business Owners Scale in 33 Minutes
great. Um went through co um I got, you know, kept the business going really well and I worked myself out of a job, got comfortable. Okay. So, I don't know what I'm looking for you to tell me to do. Well, I'll say I'll say this differently. Um, I think regrets come when we imagine the upside that we don't have without taking into account the

[1:51] YouTube https://youtu.be/0EqJD2o-Mnk?t=104 || Helping 6 Business Owners Scale in 33 Minutes
cost that we didn't suffer. And so I think we regret um when we imagine the upside that we didn't get without also considering the downside that we didn't suffer to get it. Um, and so I think that's where a lot of regret comes from cuz it's not it's not real. So, it's like maybe there's some girl that got away or some business opportunity that got away and we just imagine this amazing thing, but not the

[2:16] YouTube https://youtu.be/0EqJD2o-Mnk?t=129 || Helping 6 Business Owners Scale in 33 Minutes
trade-off that we would have to do in order to get it. We just imagine the upside without the downside. And so, I would say a couple things. So, one is um I think that there are there are trade-offs that we always have to make and I don't I don't think they're right or wrong. I think they're just their preference. There's no right answer to how much work life balance you want to have. It's right for you. And so said

[2:37] YouTube https://youtu.be/0EqJD2o-Mnk?t=150 || Helping 6 Business Owners Scale in 33 Minutes
differently, if I like cookies and I'm good with that and I also want a six-pack, I just prefer cookies to a six-pack. It's just that's the trade. And I think the the dissatisfaction comes from wanting both. Right. Right. And so either want less or trade more. And I think that's really what it comes down to in terms of like is there a path where I can work no more than I currently am um to go from 6 to 100? There probably is.

[3:05] YouTube https://youtu.be/0EqJD2o-Mnk?t=178 || Helping 6 Business Owners Scale in 33 Minutes
It depends on how much you're willing to pay other people. And so you might have to take a short-term hit in terms of profitability uh to bring in the level of talent that you want to expand the business on your behalf to where you want it to go. And so as long as you are the type of person character-wise that they would want to follow and believe in your vision and you can make your vision big enough that they think that their aspirations can fit within it, you can

[3:24] YouTube https://youtu.be/0EqJD2o-Mnk?t=197 || Helping 6 Business Owners Scale in 33 Minutes
get that type of person. But like it's it's 100% like you're you're graduating right now into the who game. Um, but there's levels of who's, you know, like I remember the first time I hired a $50,000 year employee and I was like, "This is This is what I'm talking about." You know what I mean? Like I went from minimum wage, you know, labor to 50. I was like, "This

[3:43] YouTube https://youtu.be/0EqJD2o-Mnk?t=216 || Helping 6 Business Owners Scale in 33 Minutes
they can read. They can write. Like, let's let's go." You know what I mean? Uh, and then I I hired my first six figure employee and I was like, "Oh, what was I talking about?" Like, "This is what's going on." And then I hired my first 250, first 500, first million, first multi-million dollar per year employee. Um, and it's just levels. And so, um, Chiron, who's our president,

[4:01] YouTube https://youtu.be/0EqJD2o-Mnk?t=234 || Helping 6 Business Owners Scale in 33 Minutes
said this to me years ago, but I always remembered. He said, "The best the best talent's always in the future." So, whatever we have today, the best people are always ahead of you, not behind you. And so, um, I think for you, if we if you really do want to accomplish it without making the trade, you will make a trade because if you change nothing, nothing will change,

[4:18] YouTube https://youtu.be/0EqJD2o-Mnk?t=251 || Helping 6 Business Owners Scale in 33 Minutes
right? So, we have to change some some component of your life. And so, the question is, which thing do you value the least? Do you value having more profit or more time with your family in the short term? In the long term, you can make it up. You won't make up family time in the long term. You can't make the profit up in the long term,

[4:34] YouTube https://youtu.be/0EqJD2o-Mnk?t=267 || Helping 6 Business Owners Scale in 33 Minutes
right? So, if you're willing to give up short-term profit, you can bring in highle talent and then they can lead the growth. Okay? In terms of the uh the fear stuff, I mean, I would just say like just hold the line. If you they're like, I'm afraid of losing time with the family, it's like just don't like I you know, and then in terms of the real estate thing, I see real estate

[4:51] YouTube https://youtu.be/0EqJD2o-Mnk?t=284 || Helping 6 Business Owners Scale in 33 Minutes
because I know a bunch of entrepreneurs. have a ton of real estate. Um I don't like as long as you're not like actively running it. Um like that's why I'm a big fan of like REITs and funds. Uh because you have if you have you know good partners and that stuff um they can just run it. You can make better than the market and then but

[5:10] YouTube https://youtu.be/0EqJD2o-Mnk?t=303 || Helping 6 Business Owners Scale in 33 Minutes
it's not it doesn't change anything about what I do. Like me putting in the S&P or me buying another big building changes nothing about my life. And so it's not a distraction unless you're like, you know, if we could add a gazebo and what if we added a different roof because I'm a roofer and what if I combined what I'm really? And you're like, dude, stop. Just like let the real estate be the real estate, let the

[5:28] YouTube https://youtu.be/0EqJD2o-Mnk?t=321 || Helping 6 Business Owners Scale in 33 Minutes
business be the business and just keep them apart. As long as you're good there, cuz I think you said distraction. Um, actually, let me double checking that real quick, which is when you said you're uh the distraction thing that you're afraid of. Why are you afraid of that? I'm not afraid of it. Okay. I'm just I've got ADHD and I I I collect gold and

[5:45] YouTube https://youtu.be/0EqJD2o-Mnk?t=338 || Helping 6 Business Owners Scale in 33 Minutes
silver. I buy houses, I buy buildings, I I mean it's just yeah, little bit of the red dress. Well, as long as it doesn't change anything about what you do, I don't care. But if it's like now I check this stuff all the time and it like eats up my days, then yeah, I would say that's a problem. Um, and it's only a problem if

[6:03] YouTube https://youtu.be/0EqJD2o-Mnk?t=356 || Helping 6 Business Owners Scale in 33 Minutes
you decide it's a problem. Like you might just like that stuff. It's just like I sacrifice my goals cuz I enjoy this ADD. You know what I Like the cost of the big thing is the new stuff that you have to give up to keep it going. Yeah. Thank you. I feel like we need some amens. This is great. Like a good meal, right? Yeah. I appreciate it.

[6:23] YouTube https://youtu.be/0EqJD2o-Mnk?t=376 || Helping 6 Business Owners Scale in 33 Minutes
Um but yeah, that's like the cost of the big thing is all the new stuff you have to give up that you don't get to pursue. All the exciting things that you will no longer participate in because you want to do one thing big. Okay. And I think um for me personally, I had this moment um I think a while ago, but like I had this realization of how long it takes to get good at anything. And then I thought

[6:42] YouTube https://youtu.be/0EqJD2o-Mnk?t=395 || Helping 6 Business Owners Scale in 33 Minutes
about, oh, I only have like 30 or 40 more productive years at most. And so I'm like, I've got like four or five big seasons in me left. Yeah. And so that's it. And so I don't have like unlimited shots on goal. I've got four or five big runs in me. So hopefully that helps. I appreciate that answer because I thought you were going to say sell everything and I mean they're investments. I mean I'm

[7:08] YouTube https://youtu.be/0EqJD2o-Mnk?t=421 || Helping 6 Business Owners Scale in 33 Minutes
not going to tell you to sell your investments. I would say keep passive stuff passive. Don't make it active. That's like incurring cost because if you're going to make it active then make active money. Yeah. If you're like I I want to take my passive money and then make it cost me more time to get 5% better returns. It's like you're going to get way better returns in your active income than your

[7:25] YouTube https://youtu.be/0EqJD2o-Mnk?t=438 || Helping 6 Business Owners Scale in 33 Minutes
passive and just I would just keep active active. Keep passive passive. Thank you. Appreciate My name is Cory. I'm an Electrical Contracting ($1.6M → $5M) electrical contractor. I do 1.6 million a year. Probably keep about 650 of that. I'd like to be about five is kind of what I can see right now. Okay. My biggest constraint is myself plus

[7:44] YouTube https://youtu.be/0EqJD2o-Mnk?t=457 || Helping 6 Business Owners Scale in 33 Minutes
hiring quality candidates. So, you can handle the volume you have right now? So, you can't handle the volume you have. You could get more business, but you can't handle it. I can handle it when the whole crew is here. And then as soon as one guy's gone, I'm back in the van. Yeah. So, you need more people. More people. Yeah. I got So we have to think about

[8:00] YouTube https://youtu.be/0EqJD2o-Mnk?t=473 || Helping 6 Business Owners Scale in 33 Minutes
like so this is probably a multi-step thing just for everybody like as we're following through this is like if we have if you have enough business which it sounds like you do that's not the constraint then it probably means we need to bump price and we bump price so that we can have the cash flow so that we can hire the extra person so that you have redundancy in the team right like

[8:18] YouTube https://youtu.be/0EqJD2o-Mnk?t=491 || Helping 6 Business Owners Scale in 33 Minutes
if Alex had to hop in if if Tim's sick that's not going to work right we have to have two or three backups for any person who's here so that I can keep doing my job right and so but I only do that if I have the cash flow to sustain multiple tips, right? And so, this is where sometimes it's like a multi-step solution. So, it's like we have to fix the pricing uh component and it's like,

[8:40] YouTube https://youtu.be/0EqJD2o-Mnk?t=513 || Helping 6 Business Owners Scale in 33 Minutes
okay, well, I feel weird charging more because other people in my market charge even less than I do and I'm a little bit above the market, right? So, then we have to think about the offer. It's like, okay, so the offer might be the issue, which is like, okay, can we make our thing faster? Can we make it more reliable? Or we can make it easier, right? And can we guarantee around that?

[8:57] YouTube https://youtu.be/0EqJD2o-Mnk?t=530 || Helping 6 Business Owners Scale in 33 Minutes
And if the answer is yes, then it's like great. Well, then that's what we're going to charge our premium and bump prices by 20 to 40%. Which sounds like a lot. I know. But we say, hey, if we don't meet any of these qualifications, I'll give you all my profit back. Which means that you raise the price and if for some reason you don't meet it, you go back to the exact same price you're charging now. But everyone that you do

[9:14] YouTube https://youtu.be/0EqJD2o-Mnk?t=547 || Helping 6 Business Owners Scale in 33 Minutes
meet everything on, you get all the juice. And if no one else does those kind of guarantees, which basically no one does, uh, then you can basically say, well, the reason that they're not doing that is because they're not confident they're going to be on time and on budget. Right. And I am. And so it's very easy

[9:30] YouTube https://youtu.be/0EqJD2o-Mnk?t=563 || Helping 6 Business Owners Scale in 33 Minutes
for for somebody else to say, "Hey, I'll do this job for you and maybe I'll be on time and maybe I'll be on budget." Uh, but if I have no teeth in that agreement, I might promise that it'll be free and I'll be done tomorrow. But if I don't have to be right about it, who cares? Sure, I'll be done tomorrow. And

[9:43] YouTube https://youtu.be/0EqJD2o-Mnk?t=576 || Helping 6 Business Owners Scale in 33 Minutes
they'll be like, "Oh, I guess I get your point." Like, right? I'll be done by this time and it'll be done satisfactory at this price. Period. And you know that when you sign this, you get that. That's it. And if for some reason something happens, we'll come back and fix it. Right? And so by doing that, um, you'll

[9:57] YouTube https://youtu.be/0EqJD2o-Mnk?t=590 || Helping 6 Business Owners Scale in 33 Minutes
be able to increase the cash flow, which will then allow you to go recruit the extra tech that you need so you can stay above the business and then ultimately honestly just keep advertising it so that you can keep hiring and and backfilling. Okay, I can see that totally for my service calls and stuff like that. Kind of my bread and butter is I chase six or seven different heating and

[10:15] YouTube https://youtu.be/0EqJD2o-Mnk?t=608 || Helping 6 Business Owners Scale in 33 Minutes
cooling companies around and do all their electrical work. Cool. So they take the lead. They I have a flat rate sheet for that. But the biggest thing they always complain about is price. And we're super efficient. We get in, get out, but they're always complaining about the cost that we came in at. Do they still buy from you?

[10:33] YouTube https://youtu.be/0EqJD2o-Mnk?t=626 || Helping 6 Business Owners Scale in 33 Minutes
Have for six years. Yeah. I mean, I care more about what people do than what they say. Okay. Everyone would like it cheaper, right? I would like it cheaper. I would like all of you guys to get paid less, right? But it's it's it Yeah. I just I I pay very little attention to that. Okay. Like customers will always want it cheaper. They will always want it faster. They always want it guaranteed.

[10:57] YouTube https://youtu.be/0EqJD2o-Mnk?t=650 || Helping 6 Business Owners Scale in 33 Minutes
Like these are all like that will not change. So when I'm moving my prices, don't even Yeah. Be like this is what it is. Okay. Yeah. Now to to make yourself sleep better, you have six or seven guys. It's like wouldn't it be cool if you had like 60? Yeah. Right. So then we go back to the top here, which is you have your way of getting customers, which is mostly

[11:16] YouTube https://youtu.be/0EqJD2o-Mnk?t=669 || Helping 6 Business Owners Scale in 33 Minutes
chasing these six or seven heating and cooling companies around. And so it's like what do you get? What do you do to get the heating and cooling companies? Basically, I've worked for one for 15 years and it's just constant. Yeah. And then uh the other ones since I opened my business shortly after they've been with me and so really I have no you have no marketing function. Yeah. So

[11:34] YouTube https://youtu.be/0EqJD2o-Mnk?t=687 || Helping 6 Business Owners Scale in 33 Minutes
you should start doing this is what I would do if I were you. I'd start doing outreach to other heating and cooling companies. Say, "Hey, let me quote some of these jobs for you." Like a lot of people are just stuck with the person they're they're with. They're not happy. They're not unhappy. They're just

[11:44] YouTube https://youtu.be/0EqJD2o-Mnk?t=697 || Helping 6 Business Owners Scale in 33 Minutes
whatever. Like let me at least bid some it'll just keep them honest at least. Mhm. Right. Okay. And so then you can just start bringing business for yourself and that'll just give you more leverage with all of the other kind of uh negotiations that you have with the existing companies. Okay. Cuz right now you're just dependent on them. So they have all the leverage.

[12:00] YouTube https://youtu.be/0EqJD2o-Mnk?t=713 || Helping 6 Business Owners Scale in 33 Minutes
Well, yeah. And then as soon as they like I'm missing out on work. Yeah. Because as soon as they say, "Hey, we have a job tomorrow." Yeah. I'm going cuz they're my Yeah. They're my whales, right? So it's more whales. Okay. Yeah. So we need more whales. But to get more whales, we have to tweak price to get so that we can hire the manpower. Like it's usually multi-step solutions

[12:19] YouTube https://youtu.be/0EqJD2o-Mnk?t=732 || Helping 6 Business Owners Scale in 33 Minutes
because like for most businesses it's if it were one thing you probably would have already seen it. So it's usually second order or third order that has to change so we can reverse engineer it back to the fixing the core problem. Gotcha. Thank you. Does that feel good though? Yeah. Okay. Appreciate it.


VIDEO
TITLE: How to Get More Customers Without Ever Spending More on Advertising
URL: https://youtu.be/0XHcgQ9PLCE
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/0XHcgQ9PLCE?t=0 || How to Get More Customers Without Ever Spending More on Advertising
If you want to you want to win on plans that don't require luck. And so if more people find about my stuff, I'll make more money. Okay? If more people like my product and tell their friends, I'll make more money. If every person who bought my product told at least one other person, I would never need to

[0:17] YouTube https://youtu.be/0XHcgQ9PLCE?t=10 || How to Get More Customers Without Ever Spending More on Advertising
advertise ever again. So if that were the actual problem, why would I not put all of my emphasis on solving for that? Like that alone? Because if you accomplish that one thing, you're done. And so people spend a lot of time on the logo, the brand, the website, the colors, the whatever when it's like, how

[0:33] YouTube https://youtu.be/0XHcgQ9PLCE?t=26 || How to Get More Customers Without Ever Spending More on Advertising
do I make it so good that people a are like, "Oh my god, I have to get this and let me tell my friends about it after I've consumed it." And if that's where you put the disproportionate amount of your energy, you'll get a leveraged return. And so I talk about leverage a lot because I just believe the game of

[0:51] YouTube https://youtu.be/0XHcgQ9PLCE?t=44 || How to Get More Customers Without Ever Spending More on Advertising
business about leverage. And to define leverage, it's the difference between what you put in and what you get out, right? So, if I do if I if I DM people one-on-one, I put a certain amount of effort in and I get something out. If I use a dialer that does 10 times the amount, I put the same amount in in

[1:04] YouTube https://youtu.be/0XHcgQ9PLCE?t=57 || How to Get More Customers Without Ever Spending More on Advertising
terms of effort, but I might get 10 times back. So, that technology gave me leverage, right? If I can borrow someone else's money to start a business 10 times bigger right off the bat, that's leverage, right? It's just the difference between what you put in and what you get out. and brand for example

[1:16] YouTube https://youtu.be/0XHcgQ9PLCE?t=69 || How to Get More Customers Without Ever Spending More on Advertising
the reason I think it's a a worthwhile endeavor to invest in it is because if you build it one time then you can use it multiple times so it's the idea of um build once sell twice so if you can build things that like I mean you spent a long time on Alpha Brain and the work that you did on the onset of Alpha Brain

[1:34] YouTube https://youtu.be/0XHcgQ9PLCE?t=87 || How to Get More Customers Without Ever Spending More on Advertising
continues to pay dividends to this day that's a high leverage activity in those early years you put a lot in but then there was significantly more on the tail and so the rush is ultimately what kills most people because they're so concerned about like I need to make money tomorrow. And I can appreciate the

[1:49] YouTube https://youtu.be/0XHcgQ9PLCE?t=102 || How to Get More Customers Without Ever Spending More on Advertising
short-term need for that. If any of you guys know my story, um I get that. But as much as you possibly can balance how can I solve a problem for good so that I can just move on to the next boss rather than having to keep fighting every month to pay payroll or pay myself or make whatever nut I need to make. And so

[2:08] YouTube https://youtu.be/0XHcgQ9PLCE?t=121 || How to Get More Customers Without Ever Spending More on Advertising
building a brand works like that in terms of if more people my reputation can spread on its own then I don't need to do more advertising to get more customers. And so I'm going to I'm going to hit the the eight real quick just because I think it'll be helpful for for you guys. But you can reach out to

[2:23] YouTube https://youtu.be/0XHcgQ9PLCE?t=136 || How to Get More Customers Without Ever Spending More on Advertising
friends oneonone. You can reach out to strangers one-on-one. That's cold calls, cold DMs, cold messages, whatever. You start with friends cuz they're a little nicer. Go to strangers. You can post content publicly or you can run paid ads. Those are the only four things that you can do to let other people know

[2:37] YouTube https://youtu.be/0XHcgQ9PLCE?t=150 || How to Get More Customers Without Ever Spending More on Advertising
about your stuff. And so right now, if you're like, "The majority of my day, I'm not making money and I'm not doing those four things, you're You're not going to make more money." Like, those are the only four things that one person can do to let other people know about their stuff. Period. Now, the more

[2:51] YouTube https://youtu.be/0XHcgQ9PLCE?t=164 || How to Get More Customers Without Ever Spending More on Advertising
leverage is getting other people to do that stuff for you. And so, version number one is that you get your customers to do those core four for you. They tell their friends, they tell strangers, they tell their audience by posting about your stuff, leaving a review, leaving a testimonial, whatever. or now they're probably not going to run

[3:05] YouTube https://youtu.be/0XHcgQ9PLCE?t=178 || How to Get More Customers Without Ever Spending More on Advertising
ads for you, but those are the four things that that customer could do on your behalf. You could get uh an employee to do that. So, you hire somebody say, "Hey, I've got this system where I reach out to this many people or I cold cold email this many people or I cold call this many people or I make this amount of content. Can you I'll

[3:17] YouTube https://youtu.be/0XHcgQ9PLCE?t=190 || How to Get More Customers Without Ever Spending More on Advertising
record these videos. Can you edit it and cut it so I can do more?" Right? So, you get some time back. So, now you just record and then they do all the cutting and distribution so you get more for what you put in. Leverage. You can hire an advertising agency to either make content for you or run ads for you,

[3:34] YouTube https://youtu.be/0XHcgQ9PLCE?t=207 || How to Get More Customers Without Ever Spending More on Advertising
right? Those are things that there's also cold outbound agencies that do that as well. You can hire an agency to do it. And then finally, you can get affiliates, which is just other businesses that already have your customers. And so affiliates also work like influencers. So like Rogan would be an he equity and

[3:50] YouTube https://youtu.be/0XHcgQ9PLCE?t=223 || How to Get More Customers Without Ever Spending More on Advertising
whatnot, but fundamentally somebody who already has your customer base. They've already done all of the work to assemble everyone. They already have everyone's attention. And then you make, and this is why the uh the the thing that we started with is with deals, um you make an agreement that makes sense. And so

[4:04] YouTube https://youtu.be/0XHcgQ9PLCE?t=237 || How to Get More Customers Without Ever Spending More on Advertising
maybe you do have a friend that has a medium-sized following, treat them as though they weren't your friend and ask them to treat you like you're not friends. And then if you can still come to a deal, then you'll both then you'll both benefit because you would have done it anyways with a stranger. And so those

[4:18] YouTube https://youtu.be/0XHcgQ9PLCE?t=251 || How to Get More Customers Without Ever Spending More on Advertising
are the four ways you can get other people to promote your stuff. And so right now, if you're not using the core four, because you can use the core four to get those other ones. So you can use the core 4, paid ads, outreach, posting content to get employees, you can use those to get affiliates. You can use

[4:34] YouTube https://youtu.be/0XHcgQ9PLCE?t=267 || How to Get More Customers Without Ever Spending More on Advertising
those to get agencies. You can do those to get customers. And then that's the cycle. So you use those four get customers, and then those customers use the core four to get you more customers. Use the core four to get affiliates who then get your customers, and then it goes in a round and around. Is this

[4:47] YouTube https://youtu.be/0XHcgQ9PLCE?t=280 || How to Get More Customers Without Ever Spending More on Advertising
making sense? Okay. So, if you're not spending your time doing that, you are not spending your time trying to build your business. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling road

[5:04] YouTube https://youtu.be/0XHcgQ9PLCE?t=297 || How to Get More Customers Without Ever Spending More on Advertising
map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly, where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business

[5:18] YouTube https://youtu.be/0XHcgQ9PLCE?t=311 || How to Get More Customers Without Ever Spending More on Advertising
information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with

[5:32] YouTube https://youtu.be/0XHcgQ9PLCE?t=325 || How to Get More Customers Without Ever Spending More on Advertising
it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just

[5:45] YouTube https://youtu.be/0XHcgQ9PLCE?t=338 || How to Get More Customers Without Ever Spending More on Advertising
book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: I Helped Business Owners Overcome Their Fear of Failure
URL: https://youtu.be/0_Gf5v8DEMY
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, productivity

[0:00] YouTube https://youtu.be/0_Gf5v8DEMY?t=0 || I Helped Business Owners Overcome Their Fear of Failure
what are you afraid of I'm scared that I'll fail at the goal then you can judge how successful you were by how much you adhered to the actions that you committed to so I run a writing company I write for celebrities and CEOs because I took your advice and I started writing for people that have more money and it's oh

[0:20] YouTube https://youtu.be/0_Gf5v8DEMY?t=13 || I Helped Business Owners Overcome Their Fear of Failure
gosh solve rich people problems they pay better yes um but I also publish my own books and I traditionally published with Publishers and I've done well but in the future going forward I want to publish my own book self-publish my own books but I have analysis paralysis because there's so many options to execute a

[0:43] YouTube https://youtu.be/0_Gf5v8DEMY?t=36 || I Helped Business Owners Overcome Their Fear of Failure
strategy sometimes I don't know which option to pick to just execute the strategy for my next book and my first goal is just to sell a thousand ebook copies not nothing even Grand yeah okay then when I settle on a strategy I get scared because I don't know if it's going to work so two questions real quick so when you say you have so many

[1:01] YouTube https://youtu.be/0_Gf5v8DEMY?t=54 || I Helped Business Owners Overcome Their Fear of Failure
different strategies you can pick from you're talking about different topics for the book is that what you're saying I know the book topic but different options to execute a plan so I could use Quick clickfunnels to execute a plan to sell a thousand cop yeah just selling it yeah just selling a thousand copies

[1:15] YouTube https://youtu.be/0_Gf5v8DEMY?t=68 || I Helped Business Owners Overcome Their Fear of Failure
that's that that's my goal I want to be able to sell a thousand copies for my next self-published book have you read the book yet have you written the book yet no but the book will be that's the easy part okay I'm a writer so that's the easy part okay okay okay yeah you're asking the universe for a guarantee that it will never give you and you're waiting for a response in order to move

[1:35] YouTube https://youtu.be/0_Gf5v8DEMY?t=88 || I Helped Business Owners Overcome Their Fear of Failure
forward from a universe that stays silent and so you're just talking to dead people um and waiting for a response so like um the thing is is the person you should be talking to is the marketplace because they will always respond like when you knock they will open the door and they will tell you to off or they you open the door and they'll tell you they'll let you in but

[1:52] YouTube https://youtu.be/0_Gf5v8DEMY?t=105 || I Helped Business Owners Overcome Their Fear of Failure
either way they'll open the door right let's play this out the other way what are you afraid of cuz like you seem very upbeat and you see like obviously WR this you've written stuff before and so like I'm not worried about your writing skill given what you've said so far so like what are you afraid of okay so let's let's play it out so let's say you you have your book and you pick path one

[2:10] YouTube https://youtu.be/0_Gf5v8DEMY?t=123 || I Helped Business Owners Overcome Their Fear of Failure
it doesn't even matter what it is pick path one okay so what so what happens so you put it on Amazon you're like I'm just going to put it on Amazon and see what happens all right that's the easy path okay then what yeah I'm I'm scared that I won't reach my number I'm scared that I'll fail at the goal and then then what happens but then I still won't know how to do it like and and I'm also

[2:30] YouTube https://youtu.be/0_Gf5v8DEMY?t=143 || I Helped Business Owners Overcome Their Fear of Failure
scared because I have self-published a couple books in the past that didn't reach my goal and I know that feels like I don't want to feel like that again yeah so let me so let me do this then let's reframe this because I have a lot of experience with setting goals all right so I feel pretty confident talk about the topic make the big goals that you set things that you could absolutely

[2:48] YouTube https://youtu.be/0_Gf5v8DEMY?t=161 || I Helped Business Owners Overcome Their Fear of Failure
control like you cannot control how many people buy your book but you can control the amount of actions that you're willing to take that make it unreasonable that you don't sell a th000 copies and so then you can judge how successful you were by how much you adhered to the actions that you committed to and so if I were to say you have to

[3:07] YouTube https://youtu.be/0_Gf5v8DEMY?t=180 || I Helped Business Owners Overcome Their Fear of Failure
sell 10,000 books not a thousand books 10,000 books you have to or you lose your life in 12 months you just die that's it you die what would you do knock on every door okay you have the leads book right you there all there's eight different ways to advertise right and so you know that the more people find out about your stuff the more

[3:26] YouTube https://youtu.be/0_Gf5v8DEMY?t=199 || I Helped Business Owners Overcome Their Fear of Failure
people buy it and you know there's only four things you can do right you can talk to people oneone you can make content you can run ads right or you can get other Affiliates you can get referrals once they read your book or you can get agencies or you can get employees to help you out that's what you got yeah okay and so if you know that you have to take those actions then wouldn't success be so

[3:46] YouTube https://youtu.be/0_Gf5v8DEMY?t=219 || I Helped Business Owners Overcome Their Fear of Failure
let's play this out a year let's say that you did absolutely everything on the plan like your plan of advertising of letting people know about it for a year and you did everything and you sold 999 bucks would you consider it a failure no that would be a win okay now if you sold 90 books I just want to

[4:05] YouTube https://youtu.be/0_Gf5v8DEMY?t=238 || I Helped Business Owners Overcome Their Fear of Failure
reframe this because the honestly the thing that you're talking about is something that so many people deal with and it's because you want to control things you want to control the outcome and you're saying I'm only willing to pay this price if there's this outcome but you're seeing the outcome as the

[4:18] YouTube https://youtu.be/0_Gf5v8DEMY?t=251 || I Helped Business Owners Overcome Their Fear of Failure
outcome rather than the skills that you develop along the way as the outcome because I can promise you this this will not be the the last book you write right and so if you get to a hundred sales instead of a thousand mhm then what's going to happen realistically is that you will figure out the one thing or two things that actually work to sell books and then

[4:36] YouTube https://youtu.be/0_Gf5v8DEMY?t=269 || I Helped Business Owners Overcome Their Fear of Failure
I'll say do a hundred times more of that and you can either choose to do that on this book or you can choose to do it on the next book but the idea of like I have I'm setting this thousand because you could have said a million books it doesn't really matter you're just setting it you're making up a number and saying this I feel is reasonable for me but instead of making the number reasonable make the actions that would

[4:54] YouTube https://youtu.be/0_Gf5v8DEMY?t=287 || I Helped Business Owners Overcome Their Fear of Failure
lead to that the reasonable like what can you commit to four hours a day of promotion yeah okay then make that the commitment and I will I'll promise you that if you do that every day one at the end of the year you will feel accomplished because you actually did what you said you were going to do and I will tell you that the

[5:12] YouTube https://youtu.be/0_Gf5v8DEMY?t=305 || I Helped Business Owners Overcome Their Fear of Failure
marketplace will also always recognize someone who puts four hours of work every single day into one thing just what I needed thank you just promise me that you'll actually just commit to doing the work if you do that you do like I have to get sell 10,000 books what would I actually do to do that yeah yeah find somebody who has an audience

[5:30] YouTube https://youtu.be/0_Gf5v8DEMY?t=323 || I Helped Business Owners Overcome Their Fear of Failure
that is relative to the the topics that you're talking about and reach out to that now it's okay if I got one person they sold 20 books okay how do I reach out to a thousand people who all have my audience if you do that you'll probably sell more than a thousand books but you just got to do it four hours every day thank you thank you good

[5:48] YouTube https://youtu.be/0_Gf5v8DEMY?t=341 || I Helped Business Owners Overcome Their Fear of Failure
luck with the book I know how much work goes into that so I have two topics that uh I kind of want to you know trade with you and you know you titled this advice for hard days and it's been it's been tough lately about three months ago uh my grandmother was diagnosed with cancer two months ago uh my girlfriend the the

[6:07] YouTube https://youtu.be/0_Gf5v8DEMY?t=360 || I Helped Business Owners Overcome Their Fear of Failure
girl that I thought with I was going to marry kind of left and then two weeks ago uh I traveled to London to speak at Europe's biggest business event and on the first day of my arrival my granddad passed away and so uh I had to basically uh speak in front of thousands of people and keep my smile and then travel back and bury him so yesterday I I did I did

[6:34] YouTube https://youtu.be/0_Gf5v8DEMY?t=387 || I Helped Business Owners Overcome Their Fear of Failure
I did all of it and so the question is well you know yesterday everything just kind of hit me because now I'm back in the office and I'm taking the calls and I'm trying to deal with everything but the question is how do I maintain my composure and kind of stay strong right because it's it's a tough period well

[6:52] YouTube https://youtu.be/0_Gf5v8DEMY?t=405 || I Helped Business Owners Overcome Their Fear of Failure
first off I'm sorry that you're going through that um that being said honestly you've got a lot of good stuff going for you so this is a I feel like almost a relatively easier one for me to take given what you just said like you just asked a question how do I do something I've already done before which is you

[7:05] YouTube https://youtu.be/0_Gf5v8DEMY?t=418 || I Helped Business Owners Overcome Their Fear of Failure
got in front of thousands of people and gave a presentation and had a smile and you crushed it despite the fact that you had other circumstances right yeah and so you ask the question how do I do something that I already done you've already done it like what you're saying is how do I how do I keep living and you keep living by keeping

[7:24] YouTube https://youtu.be/0_Gf5v8DEMY?t=437 || I Helped Business Owners Overcome Their Fear of Failure
living it's the same thing with breakups right it's like I I've heard this quote I I heard it from Lea I think the first time like the amount of time it takes you to get over someone do you know how long it is there's a math equation for it there's a great math equation for it you'll love it it's exactly as long as you decide it takes and what I'm going

[7:43] YouTube https://youtu.be/0_Gf5v8DEMY?t=456 || I Helped Business Owners Overcome Their Fear of Failure
to say is going to sound really dark right now so I want you to take this the right way take it the way I mean it all right which is that you just had you had three deaths right you had death of a life that you thought you were going to have with a girlfriend and then you had the death of uh two different grandparents right you had three deaths but well um on the positive sides my my

[8:01] YouTube https://youtu.be/0_Gf5v8DEMY?t=474 || I Helped Business Owners Overcome Their Fear of Failure
grandmother is still battling with it oh okay she's still B wait we're plus one all right so only two deaths now but sure we can even play it out all right on a long enough time rizon she will eventually pass away right it's going to happen yeah and the thing is is that you are already standing it like you're asking how do I stand it but you are standing here already like you are

[8:22] YouTube https://youtu.be/0_Gf5v8DEMY?t=495 || I Helped Business Owners Overcome Their Fear of Failure
evidence to the F you are you you talking to me today is evidence of the success that you're asking asking for you're already one dude you're showing up and you're working every day you're coming here to ask questions to actually still trying and grow yourself like the the stuff that you go through become the stories that you will someday tell and

[8:39] YouTube https://youtu.be/0_Gf5v8DEMY?t=512 || I Helped Business Owners Overcome Their Fear of Failure
no one likes epic Heroes without Epic monsters and so you have to go through the rocky cut scene you have to have those periods of time where you doubt yourself well everyone else doubts yourself where the walls are crumbling around you because have you ever read shoe dog fil knight story about Nike

[8:53] YouTube https://youtu.be/0_Gf5v8DEMY?t=526 || I Helped Business Owners Overcome Their Fear of Failure
even if you haven't the entire story is just him getting kicked in the nuts for 30 years that's the whole story and then he's like oh yeah and then I built Nike right and now if he had just said yeah um I started this company and everyone loved it and all my suppliers were on time and I just scaled straight and as

[9:11] YouTube https://youtu.be/0_Gf5v8DEMY?t=544 || I Helped Business Owners Overcome Their Fear of Failure
the money came in I just bought more inventory and then we just went public no one would care because it's not relatable and the thing is is that when you die the only thing that will remain is the story that people will tell of you and so wouldn't you want that to be an epic story yeah and so the things that you're going through are required for the person you want to be and for

[9:29] YouTube https://youtu.be/0_Gf5v8DEMY?t=562 || I Helped Business Owners Overcome Their Fear of Failure
the goals that you have and how you are acting in the present already proves the thing that you're claiming that you want tomorrow you're going to wake up and you go to work and the next day you're going to wake up and you're go to work and then you're going to text and it's going to say that your grandmother's cancer is getting worse and what are you going to do you're going to get back to work you're just going to keep doing the

[9:48] YouTube https://youtu.be/0_Gf5v8DEMY?t=581 || I Helped Business Owners Overcome Their Fear of Failure
stuff like there's no there's no magic bullet you just keep going because either you keep going or you die yeah and if you don't die you succeeded I would just say stop just don't judge yourself on how you feel judge yourself by what you do despite how you feel so you can feel shitty you can wake up and have a terrible day and still show up with a smile in front of a

[10:12] YouTube https://youtu.be/0_Gf5v8DEMY?t=605 || I Helped Business Owners Overcome Their Fear of Failure
thousand people and so if you can do with a thousand people you can do it with one and that first one is the person that looks at you in the mirror in the morning and and now when it comes to business I just have a real quick question okay uh so I've built an Instagram audience to over a 100,000 I speak about sales and marketing uh I've

[10:31] YouTube https://youtu.be/0_Gf5v8DEMY?t=624 || I Helped Business Owners Overcome Their Fear of Failure
been doing it for the past two years I've been posting kind of like every day uh I know the content game but the one thing that I'm struggling to balance is you know how you say give give give until they ask and you know I love it but sometimes it takes a while until they ask right and cash flow still needs to come in and I run uh a service based

[10:53] YouTube https://youtu.be/0_Gf5v8DEMY?t=646 || I Helped Business Owners Overcome Their Fear of Failure
uh business and so how do I balance it out without tiring my audience because I also my community is known for you know really being in the comments chatting with me and being there for me so how do I do it so if you want to have a one step away from like just giving forever right is that you you give in public sell in private which is when people

[11:14] YouTube https://youtu.be/0_Gf5v8DEMY?t=667 || I Helped Business Owners Overcome Their Fear of Failure
respond to your stories right when people DM you like those are conversations that they're usually asking or they're like they're basically ask when people ask questions there you can still Define a scope and say hey like at at a certain point I have like I've given you all this value use all the free stuff if you want more than that I'd be happy to hop on a call and see if I can help you more right so it's

[11:34] YouTube https://youtu.be/0_Gf5v8DEMY?t=687 || I Helped Business Owners Overcome Their Fear of Failure
not it's not like everyone buy this thing right now right you're not you're not like getting super aggressive about you still publicly just keep pumping all the Goodwill and the value that you are and that'll grow your audience and it'll increase goodwi and all of those things that's what you want you're going to keep doing that it's just that you could still have a call to action that's just in the in the in the comment section or

[11:53] YouTube https://youtu.be/0_Gf5v8DEMY?t=706 || I Helped Business Owners Overcome Their Fear of Failure
put a story up that says hey by the way if you need help with that thing I'm I'm happy to help like those are those are very light touch things cuz I understand you got to pay bills I understand that and so you can put those things out without necessarily damaging the Goodwill that I think you're that you're that you're obviously building to hang in there you'll be fine you'll get

[12:09] YouTube https://youtu.be/0_Gf5v8DEMY?t=722 || I Helped Business Owners Overcome Their Fear of Failure
through it and then it'll be a story that you'll someday tell yeah and thank you for everything that you do not just for me but for everyone else because I think you're marking A New Path uh and that's that's kind of cool I appreciate you br thank you what's the one question that you wish you would have asked yourself earlier in your entrepreneurial

[12:28] YouTube https://youtu.be/0_Gf5v8DEMY?t=741 || I Helped Business Owners Overcome Their Fear of Failure
career when faced with a little bit of uncertainty and Direction 90% of my business is in person online that's the kind of the the direction of whether or not I really want to go towards um more specifically you know creating almost like a watify version of kettle bells just trying to figure out what the next step is going to be so me asking myself a question is always going to be different than you asking something for

[12:52] YouTube https://youtu.be/0_Gf5v8DEMY?t=765 || I Helped Business Owners Overcome Their Fear of Failure
you because we're different people right and we have different goals and so everything usually Lads up to like what's the goal what's the why and so like right now do you have like a monetary goal do you have an impact goal and believe me I have no issues if you're like I just want to make a certain amount of money like I get that because any of the businesses that you just mentioned so whether it's the brick and mortar uh business or you want to

[13:11] YouTube https://youtu.be/0_Gf5v8DEMY?t=784 || I Helped Business Owners Overcome Their Fear of Failure
start doing training for those people online or it's doing the watify version which is basically no service and just providing workouts and whatnot all of those are are potential businesses but pursuing all of them at the same time will virtually guarantee that you don't succeed at any of them and so the biggest issue when you're starting out is just pick the path and being willing

[13:29] YouTube https://youtu.be/0_Gf5v8DEMY?t=802 || I Helped Business Owners Overcome Their Fear of Failure
to commit to it with the uncertainty that comes with it because like every entrepreneurial path has uncertainty like and that's what makes entrepreneurship hard it's literally the not knowing and the pain of suffering consequences for ignorance for things that you've learned now that you're like if I had only known then what I know now and that's every entrepreneur until the day they die and it's just wishing that

[13:48] YouTube https://youtu.be/0_Gf5v8DEMY?t=821 || I Helped Business Owners Overcome Their Fear of Failure
it were different that causes a lot of the struggle so which of these things of the three that I just mentioned like which of those is the one that like lights you up the most I mean iners training obviously like we live in a small Beach toown Community where everybody knows everybody and it's fun it's family it's convenient I will say there's that comfort factor that it

[14:06] YouTube https://youtu.be/0_Gf5v8DEMY?t=839 || I Helped Business Owners Overcome Their Fear of Failure
almost in one scope is very beneficial because it is so comfortable but in reality too like Comfort is the enemy of achievement and growth so it's like I know like the comfortable side is the inperson and it's the community and it's fun it's family friends whereas the uncomfortable more challenging but also very big picture-wise would be the

[14:26] YouTube https://youtu.be/0_Gf5v8DEMY?t=859 || I Helped Business Owners Overcome Their Fear of Failure
online going Full Tilt that side now i' I've breached into the gap of like three-day launches four day launches of you know small ticket low ticket offers but in terms of you know trying to scale and make an impact on the world the world's really big that so that's always really hard because I remember I had a we had an event with Jim owners and somebody stood up I said what's your

[14:45] YouTube https://youtu.be/0_Gf5v8DEMY?t=878 || I Helped Business Owners Overcome Their Fear of Failure
mission they're like I want to impact 1 Million Lives I was like dude you have a brck and morar location that has like 200 members like let's like if you really want to do that then you would actually just you would you you would you would approach it very differently or you'd have a Time rise and that's the rest of your life right it's like one or the other if you're like I want to do that in 3 years you wouldn't start with a brick and mor location and so the

[15:04] YouTube https://youtu.be/0_Gf5v8DEMY?t=897 || I Helped Business Owners Overcome Their Fear of Failure
thing is is that what you said earlier is like you you feel comfortable and it sounds like you want to grow I just want to make sure that's correct before I like keep going okay so there there was like an underlying assumption at least that was unspoken and I just want to draw attention to it which was you're like the brick and mortar thing is

[15:18] YouTube https://youtu.be/0_Gf5v8DEMY?t=911 || I Helped Business Owners Overcome Their Fear of Failure
comfortable it's family it's friendly it's fun I'm assuming it's profitable I'm assuming you're making some money doing that the thing is is like you could like just doing more of what you're currently doing and saying like how do I open a second location or how do I you know like how do I open like

[15:31] YouTube https://youtu.be/0_Gf5v8DEMY?t=924 || I Helped Business Owners Overcome Their Fear of Failure
locations over the next 5 years or whatever it is that would produce probably just as much of a challenge as going online would except you already have two years of learnings on how to run that business where you have none in the online space you always just want to Stack knowledge within a specific vertical so that you just go deeper and

[15:49] YouTube https://youtu.be/0_Gf5v8DEMY?t=942 || I Helped Business Owners Overcome Their Fear of Failure
deeper on it because that's where the compounding returns happen like the richest people that I know have been in the same space for 40 years they just know everything there is to know about the space and like that's how they've made their money you can either open a location that's not necessarily in a

[16:01] YouTube https://youtu.be/0_Gf5v8DEMY?t=954 || I Helped Business Owners Overcome Their Fear of Failure
beach down and test your metal and see how good you are at actually scaling a team you know hiring somebody else seeing if somebody else if you can actually incentivize people build a culture so that people want to work for you that you can recreate the success and that'll show you whether the success that you had was because of you or because of your ability as a as a

[16:18] YouTube https://youtu.be/0_Gf5v8DEMY?t=971 || I Helped Business Owners Overcome Their Fear of Failure
businessman right because like you can be a charismatic razzled Dazzle dancing bear in any brick-and mortar business and it will work it'll work surface with a smile always works right and it's just hard to scale because most people don't care as much as owners do but if you can create the model that has the incentives and

[16:34] YouTube https://youtu.be/0_Gf5v8DEMY?t=987 || I Helped Business Owners Overcome Their Fear of Failure
the training in place and the and the procedures that can consistently create that five out of five experience that allow a second location to have the same amount of success as your first location then you have something that absolutely can scale and create lots of Enterprise Value over time so I would say either scale that or basically dial down your

[16:55] YouTube https://youtu.be/0_Gf5v8DEMY?t=1008 || I Helped Business Owners Overcome Their Fear of Failure
iners to as little ass humanely possible of your time and then go all in on the online thing but uh trying to do both will be very hard because what'll happen is you'll start to do some online stuff you'll start to see some traction your gym will start going down but that's your main source of income then you'll hop back to the gym the online will dip and you'll go back and forth and so

[17:12] YouTube https://youtu.be/0_Gf5v8DEMY?t=1025 || I Helped Business Owners Overcome Their Fear of Failure
that's why I'm so big on just committing to whatever thing is because any of them would work but you just have to be all in on it the one pillar that I guess I failed to mention was the freedom and flexibility this being a seasonal town where I'm at it's like being able to essentially create a life where it allows me to own and be at the brick and mortar for say four months out of a year

[17:32] YouTube https://youtu.be/0_Gf5v8DEMY?t=1045 || I Helped Business Owners Overcome Their Fear of Failure
and then from there being able to live elsewhere and then from there because at the end of the day I don't have much responsibility here aside from the just just the gym I don't have anything else really that's Tim me to home but that's where I guess my my North Star has been for a long period of time let me just give you step one here I own a ton of brick and mortar locations as is like

[17:49] YouTube https://youtu.be/0_Gf5v8DEMY?t=1062 || I Helped Business Owners Overcome Their Fear of Failure
right now I've got 70 stores that I own between different companies that are brick and mortar locations I'm not in any of them and so like the idea that you need to go online in order to not be in person is a fallacy that's not true like you can own your gym because like if you were to open a second location

[18:05] YouTube https://youtu.be/0_Gf5v8DEMY?t=1078 || I Helped Business Owners Overcome Their Fear of Failure
you wouldn't be there either right and so the easiest way to test this 1.0 test is like if you can step out and just not go to the gym for a year then maybe you can do the other thing and if you haven't gone to the gym for a year then maybe you'll do the you'll do a second gym and so I think no matter what path you do this is probably a perfect end for this which is you either are going

[18:24] YouTube https://youtu.be/0_Gf5v8DEMY?t=1097 || I Helped Business Owners Overcome Their Fear of Failure
to do the online thing after you figure out how to Outsource gym or delegate it and hire people who are awesome or you decide you're going to do a second location either way you're going to have to start with Outsourcing the first gym let's say I um I want to start a business I can have a very Grand Vision

[18:42] YouTube https://youtu.be/0_Gf5v8DEMY?t=1115 || I Helped Business Owners Overcome Their Fear of Failure
of the business so like apple or Microsoft they they had this vision of like changing the whole world how do we keep working on this business for years when we're worried that it might get outdated because of a new AI or a technology or in other words what do we do when we think our project might not

[19:04] YouTube https://youtu.be/0_Gf5v8DEMY?t=1137 || I Helped Business Owners Overcome Their Fear of Failure
be useful in the long run I mean what you're talking about is strategy like these are strategic decisions that we have to make like you make a big bet on where you think the market is going to be not where it is today if you're going to go after something that's that big but do do you have investors right now I'm I'm a entrepreneur if you you say that if you look at the companies that

[19:22] YouTube https://youtu.be/0_Gf5v8DEMY?t=1155 || I Helped Business Owners Overcome Their Fear of Failure
you just referenced right like you look at basos with Amazon you look at you know Zuckerberg you look at Microsoft every one of those guys started well off and well capitalized okay so basos was a investment banker from Wall Street Bill Gates parents were really well off and he was well off and whatnot Zuckerberg

[19:42] YouTube https://youtu.be/0_Gf5v8DEMY?t=1175 || I Helped Business Owners Overcome Their Fear of Failure
went to Harvard same deal you if you want to really go after that you would have to try and recreate the conditions and I think that right now the likelihood that that happens given your current situation is low and I'm not saying that to disuade you I'm saying because I want to be realistic with you which is that you need to get your own head above water cuz like right now if you're if you don't have the ability to

[19:59] YouTube https://youtu.be/0_Gf5v8DEMY?t=1192 || I Helped Business Owners Overcome Their Fear of Failure
make money on your own right from a entrepreneurial perspective like you need to get your head above water because the only way that you can stick with something for the required amount of time in order for it to become world changing like we're not talking even a decade I mean those companies they're you know 20 Facebook's 20-some years old

[20:17] YouTube https://youtu.be/0_Gf5v8DEMY?t=1210 || I Helped Business Owners Overcome Their Fear of Failure
right just like context and so the only way to get there uh is be able to breathe while you're going and so I think that from a a one-on-one perspective starting starting a simple business that you can generate income on that you know you can you can learn the basics of business before trying to take on the biggest competitors in the most

[20:35] YouTube https://youtu.be/0_Gf5v8DEMY?t=1228 || I Helped Business Owners Overcome Their Fear of Failure
well capitalized Arena absolutely on your own I see not to say that that's impossible it's just incredibly improbable given the the circumstances that you just laid out it would be really romantic for me to be like dude go chase your dreams go do that but like I also would rather have you in a year making money on your own so that you can

[20:51] YouTube https://youtu.be/0_Gf5v8DEMY?t=1244 || I Helped Business Owners Overcome Their Fear of Failure
breathe because you might find out that if you actually start making on money on your own you might just like that because right now it's just the idea of the status of the dream of that like it's an amorphous idea but the amount of pain and suffering that you have to be able to put up with and not make money

[21:04] YouTube https://youtu.be/0_Gf5v8DEMY?t=1257 || I Helped Business Owners Overcome Their Fear of Failure
through that whole period of time really tough wouldn't that cause another issue where because you you decide to choose a pro choose to solve a problem that is small like smaller than the Grand Vision uh then you won't be able to scale much that's not necessarily true and also every one of those company start small

[21:23] YouTube https://youtu.be/0_Gf5v8DEMY?t=1276 || I Helped Business Owners Overcome Their Fear of Failure
like Facebook wasn't like we want to be the social media platform for the whole world he wanted to map colleges s they start with a niche and then they expand outwards and so you would want to much more narrowly Define your problem before you go attack it because what you're going to try and do is build something that's going to be everything for everyone and it's going to be nothing for nobody strategy is prioritization

[21:39] YouTube https://youtu.be/0_Gf5v8DEMY?t=1292 || I Helped Business Owners Overcome Their Fear of Failure
it's allocating limited resources against unlimited options and so you have unlimited options but you have very limited resources and so in order to be successful you have to narrow the problem that you're trying to solve so you can allocate the small amount of resources you have to adequately solve that problem completely and then from

[21:56] YouTube https://youtu.be/0_Gf5v8DEMY?t=1309 || I Helped Business Owners Overcome Their Fear of Failure
adequately solving that problem completely like Amazon started with books and Facebook started with colleges right you solve and then you can go adjacent right so right now it just sounds exciting to say this but like it's not reality you have to pick one problem that you're going to get really good at solving and that's it and then you can have an idea that in the future but real real so many things are going

[22:15] YouTube https://youtu.be/0_Gf5v8DEMY?t=1328 || I Helped Business Owners Overcome Their Fear of Failure
to change between now and then and there's so much luck that that that has to concur because if you think about this zooming all the way out the biggest companies the world have super well capitalized people who are the best in the world made a good call and had luck because if you're number one you have all the things plus luck like if you're number one at like in the whole world it's all of it plus luck the market

[22:36] YouTube https://youtu.be/0_Gf5v8DEMY?t=1349 || I Helped Business Owners Overcome Their Fear of Failure
moves in a direction that that you never know right and so I would rather you just stick to a problem that you know you can absolutely solve given the resources you have learn the skills make income and then from there you can go solve an adjacent problem or you might decide you know what I like this and I'm going to keep going with it thank you very much that's that was really awesome

[22:54] YouTube https://youtu.be/0_Gf5v8DEMY?t=1367 || I Helped Business Owners Overcome Their Fear of Failure
you're on good luck man all right so my question is basically I've been an online fitness coach for the last like three years now and like even progressing from like the first 10K a month like three years ago and like 25k a month a couple months ago I kind of felt like I got loner the more successful I got even though I do have a pretty big audience now like maybe you

[23:12] YouTube https://youtu.be/0_Gf5v8DEMY?t=1385 || I Helped Business Owners Overcome Their Fear of Failure
went through something that something like that or maybe you haven't in that sense I was just wondering like maybe how you got over that self liim belief because I feel like that's kind of holding me back I want to make sure that I'm I want to clearly understand your question so you're saying that being

[23:26] YouTube https://youtu.be/0_Gf5v8DEMY?t=1399 || I Helped Business Owners Overcome Their Fear of Failure
lonely is the thing that is holding back I know my lifestyle changes oh obviously you're going to lose friends along the way the conversation is a lot different in that sense but just like especially from going in person and being a full-time in person training and going line top of that just like a lot more lonely can in a lot of different aspects

[23:44] YouTube https://youtu.be/0_Gf5v8DEMY?t=1417 || I Helped Business Owners Overcome Their Fear of Failure
of losing that kind of touch you just need you just have to join a community man like just straight up like you just need you just need to get around people who are doing the same thing as you and so that might mean physically moving to a different area cuz right now I'm assuming online pay like pays your bills correct yeah right so if online pays

[24:02] YouTube https://youtu.be/0_Gf5v8DEMY?t=1435 || I Helped Business Owners Overcome Their Fear of Failure
your bills then you can literally be anywhere in the world and so if you where do you live right now I'm Emon Alberta I'm planning to move to Colona it's more of like a fitness town in Canada like two months time I would do that and I would also join a bunch of online communities of people who are like trying to make money in the fitness space because you'll find a ton of other people who are doing the same thing as

[24:20] YouTube https://youtu.be/0_Gf5v8DEMY?t=1453 || I Helped Business Owners Overcome Their Fear of Failure
you that are on the path that are ahead of you they're the same as you that are behind you and you you can get a little bit of some some fulfillment from helping out some of the people behind you but you can also get help from the people ahead of you um who are you know because you show that you'll you'll

[24:33] YouTube https://youtu.be/0_Gf5v8DEMY?t=1466 || I Helped Business Owners Overcome Their Fear of Failure
execute and you'll do what they say um and you'll and you'll grow but this is the nice news is that this problem is super solvable like you just got to get around people and you got to be willing to be rejected I mean it's just like Fitness sales it's just like friend sales it's the same thing you just go you go you go on a bunch of dates they're just friend dates you know go hang out go get a lift in I mean it's

[24:50] YouTube https://youtu.be/0_Gf5v8DEMY?t=1483 || I Helped Business Owners Overcome Their Fear of Failure
Fitness so like just go ask a bunch of people to get a lift in and you'll see who's cool and you'll see who isn't worst case scenar you get a workout yeah have you ever kind of experienced that as a kind of leveled up and leveled up I know you as long as you keep growing this is not going to stop you're going to find new friends and if you keep growing you'll pass them and then you'll

[25:06] YouTube https://youtu.be/0_Gf5v8DEMY?t=1499 || I Helped Business Owners Overcome Their Fear of Failure
find new friends that are above them and you'll pass them and you'll just keep going um and so it just depends on how like what you see the role of friends as in your life and so you know for me I just want my requirement for friend isn't necessarily that they make the same or more money than me at all is do they make me better do they make me

[25:25] YouTube https://youtu.be/0_Gf5v8DEMY?t=1518 || I Helped Business Owners Overcome Their Fear of Failure
better do they have my best intentions in heart which is already two incredibly difficult things to pass but if someone passes both those things then they are a friend and so I would just use that as a limit test like is this person making me better and do they have my best you know incentive at heart yeah and how is making friends I guess now because

[25:45] YouTube https://youtu.be/0_Gf5v8DEMY?t=1538 || I Helped Business Owners Overcome Their Fear of Failure
obviously you're a higher level and things are different with social status and all that I mean vers four it's probably different so do kind of have the same standards now are kind of like what is what is it kind of like dude it's harder for me than it is for you yeah right um no for real it is but the

[26:02] YouTube https://youtu.be/0_Gf5v8DEMY?t=1555 || I Helped Business Owners Overcome Their Fear of Failure
thing is is that uh most of the my closest friends don't live here like don't live in the same physical area that I do most of the closest friends that I have live all over and so I see most of my friends once or twice a year and that's it and I work in the meantime the thing is is that like the higher up you go here like and I'll just tell you something like from My Level whatever

[26:22] YouTube https://youtu.be/0_Gf5v8DEMY?t=1575 || I Helped Business Owners Overcome Their Fear of Failure
you want to call that um all the friends I have everyone completely like there are zero social obligations for anything like none and if I don't respond to a text for 3 days there is zero drama it's not even acknowledged it's just we know that busy people understand that busy people are doing and so if everyone you have

[26:41] YouTube https://youtu.be/0_Gf5v8DEMY?t=1594 || I Helped Business Owners Overcome Their Fear of Failure
everyone who's who's in your world understands that you're trying to take this hill then if they're truly your friend then they want you to take the hill more than they want you to respond to their text or come out with them for the weekend like I just got invited to a 7-Day thing that um with a with a couple friend that Lea and I both really really adore um but we'll probably not be able

[27:01] YouTube https://youtu.be/0_Gf5v8DEMY?t=1614 || I Helped Business Owners Overcome Their Fear of Failure
to do it because we have so much stuff that we were that we doing at that same time and I really want to go but I also really want to do this other stuff and I know that I will feel worse about myself if I don't have this other stuff done and so we're going to say that I can't go and that's going to be it and they're not going to hold it against

[27:19] YouTube https://youtu.be/0_Gf5v8DEMY?t=1632 || I Helped Business Owners Overcome Their Fear of Failure
me and so until you find friends who are 100% aligned with you achieving your goals who are making you better and want you to hit your goals then you just keep looking but the thing is like everybody goes through the period that you're at like I think I I think I made I wrote a tweet about this but like there is this lonely period that always happens when you

[27:37] YouTube https://youtu.be/0_Gf5v8DEMY?t=1650 || I Helped Business Owners Overcome Their Fear of Failure
start growing because it happens is that you're too big for the old friend group but you're not quite big enough for the group that you want to get into right so you kind of have this path in the Middle where you just kind of like keep trudging along but like every single person who's accomplished anything material has been in your exact same shoes and you just keep going and you

[27:55] YouTube https://youtu.be/0_Gf5v8DEMY?t=1668 || I Helped Business Owners Overcome Their Fear of Failure
keep going you keep networking you enter you go into the communities you see the people who are adding value to those communities and you message them you find the givers cuz givers recognize givers almost immediately you can see the people who are always giving more above and beyond and you can understand they get the game and so like in that first meeting if they're like like let me see if I can do this for you let me

[28:13] YouTube https://youtu.be/0_Gf5v8DEMY?t=1686 || I Helped Business Owners Overcome Their Fear of Failure
like take care of this for you let me help you in this way rather than like hey could you help me with this like wrong person but if you just start by giving to a whole bunch of people who are where you want to be you'll get more back even if nine out of 10 don't give you anything back provide shitloads of value people will message you and they

[28:30] YouTube https://youtu.be/0_Gf5v8DEMY?t=1703 || I Helped Business Owners Overcome Their Fear of Failure
be like hey let's hop on a zoom let's grab a zoom lunch whatever and so like you can have a ton of friend dates or whatever that you meet people and see if they have game and if they have game then you keep in touch because you're making them better too I appreciate everything you bet brother kill the

[28:43] YouTube https://youtu.be/0_Gf5v8DEMY?t=1716 || I Helped Business Owners Overcome Their Fear of Failure
content game after doing full-time entrepreneurship for three years right um and you know raising a family I got four four small children all under the age of five I found myself in a very hard position where I had to go back to a 9 to-5 I would say entrepreneurship is like like you said it's hard and and I

[29:04] YouTube https://youtu.be/0_Gf5v8DEMY?t=1737 || I Helped Business Owners Overcome Their Fear of Failure
know what hard feels like but after discussing it with my wife like I felt like this was like the right decision after getting myself into business dead and other things like that and I didn't never have a paycheck to live on you know so how do I know when it's like like how do I get back into entrepreneurship like now I'm just running my stuff on the Sid so for example right when I was laid off uh

[29:30] YouTube https://youtu.be/0_Gf5v8DEMY?t=1763 || I Helped Business Owners Overcome Their Fear of Failure
three years ago I was doing taxes and I just doing like um bookkeeping and then I worked my way up starting to offer accounting services and then I leveled up and I started look going after higher levers like now I started doing CFO services and um I went through that Valley of Despair thing and that's probably why I'm at where I'm at right now you know okay um just being

[29:53] YouTube https://youtu.be/0_Gf5v8DEMY?t=1786 || I Helped Business Owners Overcome Their Fear of Failure
completely honest and I I appreciate you being hand in upfront about it cuz otherwise this wouldn't be very valuable cuz you'd tell me a bunch of fake information and I'll give you a response to fake information it wouldn't matter for either of us so thank you for being honest um that being said you're not honestly you're in a pretty good spot and I'll tell you why so you have a

[30:11] YouTube https://youtu.be/0_Gf5v8DEMY?t=1804 || I Helped Business Owners Overcome Their Fear of Failure
valuable skill set that will always be in demand because a lot of people don't want to do money stuff so people don't do budgets people don't do bookkeeping people don't do CFO work people want to do financials projections forecasts no one wants to do any of that stuff and you do and you're good at it so presumably you're good at it because you keep doing it right I'll just I'll I'll leave it at that I'm going to assume

[30:28] YouTube https://youtu.be/0_Gf5v8DEMY?t=1821 || I Helped Business Owners Overcome Their Fear of Failure
that for for the sake of our call right so um one I think it was wise that you got a job because you have a wife you have four kids I think that was a smart Noggin move okay now that being said there's going to be a conversation that you probably have to have with your wife about what because your nights and weekends either are going to have to go

[30:47] YouTube https://youtu.be/0_Gf5v8DEMY?t=1840 || I Helped Business Owners Overcome Their Fear of Failure
to family or they're going to have to go to the new thing and so I think that you need to have a candy conversation with her and say listen my Prim and I'm I'm put I'm putting words in your mouth here so this is if I were in your shoes I would say as a man my primary drive is to provide and right now I feel like I'm

[31:06] YouTube https://youtu.be/0_Gf5v8DEMY?t=1859 || I Helped Business Owners Overcome Their Fear of Failure
failing you and I want to lead our children by example so that when they are 20 or 30 and they're thinking about making that jump I can speak to it because I wasn't afraid to take the risk again because in gymnastics as soon as you fall off the pommel horse even if you twist or break your ankle you what they do they try and get you right back on the horse again and they do that

[31:30] YouTube https://youtu.be/0_Gf5v8DEMY?t=1883 || I Helped Business Owners Overcome Their Fear of Failure
because if you don't and you take enough time off you start developing these fears around getting back on you never get on again and so they want you to get back on the horse and right now I think you got bucked by the entrepreneurial horse and that's okay it happens it's part of the game right like it's the

[31:43] YouTube https://youtu.be/0_Gf5v8DEMY?t=1896 || I Helped Business Owners Overcome Their Fear of Failure
it's the the scene in Rocky 17 or whatever Rocky it is where he's like it's not about how hard you can hit about but it's about hard you can get hit and keep going forward right and so you got hit big you know big whoop everybody gets hit everyone loses all the time I lost everything twice before this time right and so like

[32:01] YouTube https://youtu.be/0_Gf5v8DEMY?t=1914 || I Helped Business Owners Overcome Their Fear of Failure
you've lost everything once you still you still owe me one you can tell your wife I said that and so let's get into tactics all right so right now the in my opinion the issue that you miss is you didn't know how to advertise you didn't know how to promote and so you have the service you just got to let people know about it and so you

[32:19] YouTube https://youtu.be/0_Gf5v8DEMY?t=1932 || I Helped Business Owners Overcome Their Fear of Failure
were full-time as an entrepreneur but you probably weren't spending four hours a day promoting and so when you are you're 100% correct right and so that's that's what need to do so nights and weekends for you is you log out of work go home kiss the dog high five the kids and then you spend four hours promoting and promoting is you make content you

[32:37] YouTube https://youtu.be/0_Gf5v8DEMY?t=1950 || I Helped Business Owners Overcome Their Fear of Failure
reach out to people or you run ads and given your financial situation it's going to be making content and reaching out to people that's it literally if that's what you're you start your timer four hours you make content you reach out to people and you do that for four straight hours every day you do that you're going to have more business in the next six months than you even know know what to do with that's it that's

[32:55] YouTube https://youtu.be/0_Gf5v8DEMY?t=1968 || I Helped Business Owners Overcome Their Fear of Failure
all you have to do like you the thing is you're in a good spot cuz you have the skill that there's already demand like I don't have to test your idea you're trying to provide bookkeeping services it's a commoditized service like if you do a good job you're on time like you are responsive you deliver things on the first of the month people will want to do business with you and they'll stay with you and so you just got to let

[33:13] YouTube https://youtu.be/0_Gf5v8DEMY?t=1986 || I Helped Business Owners Overcome Their Fear of Failure
people know about it faster because I'm guessing that your rate was based on referrals you had one or two customers maybe three and by the time you get one new referral every two or three months one would drop and you stayed there until eventually you couldn't right I'm guessing that was the story right so you

[33:26] YouTube https://youtu.be/0_Gf5v8DEMY?t=1999 || I Helped Business Owners Overcome Their Fear of Failure
just need to increase your sales velocity which means you got to let more people know about it and you got to learn how to sell because it was just you right did you have any employees no I had a virtual assistant during tax season but yeah it was mainly just me yeah then you have the easiest business in the world because 100% of the revenue is profit right it's just you for now

[33:44] YouTube https://youtu.be/0_Gf5v8DEMY?t=2017 || I Helped Business Owners Overcome Their Fear of Failure
and so you can absolutely get yourself to 10 20 accounting clients and you're going to be working like a dog at this point but you'll be making way more than you are now and then you'll have new problems cuz then your wife's like I don't see you anymore you're like yeah but now we're making three times money and I will find a way to use the money to buy back some time and you can do that but idea like you're you're like

[34:02] YouTube https://youtu.be/0_Gf5v8DEMY?t=2035 || I Helped Business Owners Overcome Their Fear of Failure
you already have the hard done you're like 6 months away seriously like I don't normally say that like you're 6 months away you got to you got to reach out to let's call it let's call it 10,000 people you reach out to 10,000 people you'll have you'll have the business you want because I'm telling you right now as a business owner dude

[34:19] YouTube https://youtu.be/0_Gf5v8DEMY?t=2052 || I Helped Business Owners Overcome Their Fear of Failure
the amount of crappy accountants and bookkeepers that out there outnumber the good ones 100 to one like no one's stoked about their book keeper so like like it's not hard and like think about it those guys don't like those guys suffer the same issue that you have is they don't know how to promote themselves they're not business people they're Bean counters and so like you

[34:38] YouTube https://youtu.be/0_Gf5v8DEMY?t=2071 || I Helped Business Owners Overcome Their Fear of Failure
you've been you've been in bean counter mode and you got to get in you got to get in promoter mode especially as a as a solo entrepreneur it's all promotion in the beginning so would you suggest just mainly cold Outreach or should I try to do content or just go straight cold Outreach you can do both I mean dude one post a day one post a day see who interacts with it so who likes it who comments on it you can message all

[34:56] YouTube https://youtu.be/0_Gf5v8DEMY?t=2089 || I Helped Business Owners Overcome Their Fear of Failure
those people and then you can reach out as well but the thing is is with your profession finding someone who has an adjacent audience so uh you know if someone who's an HR company or a recruiting company right like if you can figure out a way to just work with them they already have a whole engine of people coming in and just see if you can just get off the backside and give them

[35:14] YouTube https://youtu.be/0_Gf5v8DEMY?t=2107 || I Helped Business Owners Overcome Their Fear of Failure
a kickback just for intros like that's a super productive way of uh of leveraging the amount of reach outs like you can just reach out to 10,000 business owners and you'll you'll get your nut but you could probably reach out to a th000 B2B businesses and see if you can structure a partnership with them that they can refer you business and you refer it back to them but yes content and Outreach you

[35:33] YouTube https://youtu.be/0_Gf5v8DEMY?t=2126 || I Helped Business Owners Overcome Their Fear of Failure
and real talk the content is probably not in the beginning where you're going to get the majority of your business I just want to just prepare you for that but the reason that you're going to be making the content in the beginning is that so when you do Reach Out people will go to your page and they will consume your content and then they will

[35:45] YouTube https://youtu.be/0_Gf5v8DEMY?t=2138 || I Helped Business Owners Overcome Their Fear of Failure
decide to respond based on the quality so think about that stuff as lead nurture more than lead genen in the beginning over time you'll get better at it it'll start generating business but it might take you a year or two like it takes time to get good at that you've inspired me and that's the reason why I took the jump in the beginning so I appreciate you well I appreciate you for

[36:04] YouTube https://youtu.be/0_Gf5v8DEMY?t=2157 || I Helped Business Owners Overcome Their Fear of Failure
taking the jump and um I will ask you to trust me one more time which is that four hours a day have the conversation with your wife 10,000 reach outs and let me know in six months she's watching so she knows all right let celese take his 10,000 reach outs that's it like on the other side of 10,000 reach outs is you

[36:21] YouTube https://youtu.be/0_Gf5v8DEMY?t=2174 || I Helped Business Owners Overcome Their Fear of Failure
making the money that you want to make and having the skill of promotion and sales that's it I just want you to know and I and I hope that mation exists here for this one reason which is that like you are not alone there are other people going through it and so despite that it may feel lonely you are not alone keep being one of zero


VIDEO
TITLE: If You Make $15/Hour, Stop Doing Chores
URL: https://youtu.be/0hO89FCmAF0
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/0hO89FCmAF0?t=0 || If You Make $15/Hour, Stop Doing Chores
buy time like a rich person, buy stuff like a poor person. And so when you're thinking about time being the most valuable thing, if you've already dedicated yourself to working and earning an income and learning the skills, then you just want to pour as much time into that as you can. And so fundamentally, you're buying your time

[0:19] YouTube https://youtu.be/0hO89FCmAF0?t=12 || If You Make $15/Hour, Stop Doing Chores
back, your lowcost time or low income time. So, it's prepping food, going grocery shopping, cleaning your house, whatever else you do with more income earning time. I remember the first time I closed a $500 sale at my gym, I realized that that sale took me 30 minutes. And I knew that for me to buy groceries for the whole month, four

[0:42] YouTube https://youtu.be/0hO89FCmAF0?t=35 || If You Make $15/Hour, Stop Doing Chores
times would take me $500 and far more than 30 minutes. And so I thought to myself, my god, if all of that time I was grocery shopping and and food prepping and and and and cleaning up after myself and then doing laundry, if all of that time I could just sell more in a couple hours, I could do all of

[1:00] YouTube https://youtu.be/0hO89FCmAF0?t=53 || If You Make $15/Hour, Stop Doing Chores
that stuff for free. And my poor mind was like, "Hey, that's wasteful. You could be doing that stuff on your own." But you buy time like you're rich. You spend money on stuff like you're poor. So buy time, not stuff. Because when you buy time, you can replace the money you bought it with and some. Let me put some

[1:17] YouTube https://youtu.be/0hO89FCmAF0?t=70 || If You Make $15/Hour, Stop Doing Chores
real numbers to this. So, the average American spends $1,500 a month on 96 hours of work. And that breaks down roughly to cleaning their house, cleaning their clothes, buying food, preparing food, and cleaning food. I'm not even going to get into the 4 hours a day that the average person spends on social media and

[1:41] YouTube https://youtu.be/0hO89FCmAF0?t=94 || If You Make $15/Hour, Stop Doing Chores
watching television. You're going to keep doing that. So, I'm not even going to try to convince you not to. But, if you just replace those things that you probably don't want to do, it costs about $1,500 per month. And so, as long as you make more than $15 per hour, because it costs about 96 hours to

[1:55] YouTube https://youtu.be/0hO89FCmAF0?t=108 || If You Make $15/Hour, Stop Doing Chores
replace those activities, which means if I can replace 96 hours of work for $1,500, and it's also 96 hours of draining work. Like, it expends energy. It's not like you just sit there for 96 hours. You're actually getting actively tired from doing that stuff. If you took that same thing and if you make more

[2:12] YouTube https://youtu.be/0hO89FCmAF0?t=125 || If You Make $15/Hour, Stop Doing Chores
than $15 per hour in your active job, it makes sense. It's the logical decision for you to buy that and then go make more because you're also going to make money twice. Not only are you going to save the time and then work and make more, but you also get better at your job because all of those extra hours

[2:30] YouTube https://youtu.be/0hO89FCmAF0?t=143 || If You Make $15/Hour, Stop Doing Chores
aren't just making you more money, you're also becoming more skilled. So, you get better faster. And so, if I have a year-long guy where he spends $1,500 a month to replace all of those things, at the end of that year, not only does he have more money at the end end of the year, but because he had an extra 100

[2:47] YouTube https://youtu.be/0hO89FCmAF0?t=160 || If You Make $15/Hour, Stop Doing Chores
hours of high energy time that he didn't have to spend per month, he's getting 50% better per year. And so, that assumes that he doesn't get rewarded in his work for getting better, which by the way, in reality, you typically do as long as you ask. Real quick, if you're a business owner and you are not growing

[3:06] YouTube https://youtu.be/0hO89FCmAF0?t=179 || If You Make $15/Hour, Stop Doing Chores
as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how

[3:20] YouTube https://youtu.be/0hO89FCmAF0?t=193 || If You Make $15/Hour, Stop Doing Chores
they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer

[3:32] YouTube https://youtu.be/0hO89FCmAF0?t=205 || If You Make $15/Hour, Stop Doing Chores
success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you

[3:48] YouTube https://youtu.be/0hO89FCmAF0?t=221 || If You Make $15/Hour, Stop Doing Chores
deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: How to Outlast the 10-Year Grind Before You Win
URL: https://youtu.be/0l11i7sn6fY
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/0l11i7sn6fY?t=0 || How to Outlast the 10-Year Grind Before You Win
I call the rocky cut scene. And almost every successful person that I have ever encountered has gone through not a month or a year, but many years of doing work without reward where they have to do things that other people find boring and they have to sacrifice things that everyone finds interesting that most

[0:21] YouTube https://youtu.be/0l11i7sn6fY?t=14 || How to Outlast the 10-Year Grind Before You Win
people want to do during that entire season of their life. And they basically sacrifice a season of other things that they would prefer to do to do stuff that they would not prefer to do because of the one thing they want most. And that's the rocky cut scene. And instead of lasting 5 minutes, it just usually

[0:39] YouTube https://youtu.be/0l11i7sn6fY?t=32 || How to Outlast the 10-Year Grind Before You Win
lasts 5 or 10 years. You're going to lose sleep. You'll doubt whether it'll work. You'll stress to make ends meet. You won't finish your to-do list. You'll wonder whether you made the right call and have no way to know for years. This is what hard feels like. And that's okay. Everything worth doing is hard.

[0:58] YouTube https://youtu.be/0l11i7sn6fY?t=51 || How to Outlast the 10-Year Grind Before You Win
And the more worth doing it is, the harder it is. The greater the payoff, the greater the hardship. If it's hard, good. It means no one else will do it. More for you. I think a lot of entrepreneurship and even personal growth is training yourself on how you respond to hard. Because in the early days, hard was

[1:23] YouTube https://youtu.be/0l11i7sn6fY?t=76 || How to Outlast the 10-Year Grind Before You Win
stop. This isn't good. I should I should this is a warning sign. This is a red flag. I should slow down or I should stop, you know, I should pivot. But the more I think about it as a competitive landscape as I'm clear on what this path is supposed to look like and these rocks and these dragons are things that I'm

[1:39] YouTube https://youtu.be/0l11i7sn6fY?t=92 || How to Outlast the 10-Year Grind Before You Win
going to have to slay along the way to get the princess or get the treasure, I get happier about the harder it is because I know that no one else will follow. It's a selection effect. And I think if you can if you can shift from this is hard to no one else will be able to do this, then it it's it flips from

[1:57] YouTube https://youtu.be/0l11i7sn6fY?t=110 || How to Outlast the 10-Year Grind Before You Win
being this thing that you're like, "Oh, poor me to oh, poor everyone else who's going to have to try." Yeah. And I think that is so much more motivating as a frame for the exact same circumstance. Yeah. That's awesome. I was thinking a lot about the lonely chapter that we talked about the last time. That was the

[2:14] YouTube https://youtu.be/0l11i7sn6fY?t=127 || How to Outlast the 10-Year Grind Before You Win
best most powerful idea I think that we came up with. And if you see there basically being no shortcuts toward getting the thing that you want, there are ways to be more and less efficient and there are ways to do things with more and less of a positive disposition which can actually make the journey feel an awful lot easier. But

[2:36] YouTube https://youtu.be/0l11i7sn6fY?t=149 || How to Outlast the 10-Year Grind Before You Win
ultimately, if you assume that largely everyone needs to go through the same challenges that you're going through, every single difficult thing that you do is kind of like a massive wall that you need to get over and you go, "Wow, I'm so glad that I've got over that wall." And think about how many people

[2:54] YouTube https://youtu.be/0l11i7sn6fY?t=167 || How to Outlast the 10-Year Grind Before You Win
are going to be selected out. It's like the Hunger Games, you know? Think about how many other people are going to fall that wall there. People only root for people who don't need it. like the amount of times when I was on my lonely path where I was too different from the friends that I had but not successful enough to be friends with the

[3:16] YouTube https://youtu.be/0l11i7sn6fY?t=189 || How to Outlast the 10-Year Grind Before You Win
people that I wanted to be friends with. That's when that's when you want people to root for you. That's when you want people to support you. Once you've already won, people are like, "He's amazing. He's so good." But like that's the time when you need it the least. And so you always have to be the person who

[3:39] YouTube https://youtu.be/0l11i7sn6fY?t=212 || How to Outlast the 10-Year Grind Before You Win
roots for you before everybody else does. And it's usually a single clap in the auditorium for a very long period of time. It is a slow clap that's just you rooting for you. Um and that visual I think is one that you can kind of take because it is people struggle to do things alone and the path of the exceptional person

[4:07] YouTube https://youtu.be/0l11i7sn6fY?t=240 || How to Outlast the 10-Year Grind Before You Win
is one of an exception which means that you are not with other people and rather than fighting that or bemoning it see it as an indicator that you're on the right path because if everyone else were cheering you on, then it means you're not in the right place because it means you're just like everyone else and

[4:25] YouTube https://youtu.be/0l11i7sn6fY?t=258 || How to Outlast the 10-Year Grind Before You Win
that's not where you want to be. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had

[4:39] YouTube https://youtu.be/0l11i7sn6fY?t=272 || How to Outlast the 10-Year Grind Before You Win
and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at. And the most important part for you,

[4:53] YouTube https://youtu.be/0l11i7sn6fY?t=286 || How to Outlast the 10-Year Grind Before You Win
what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You

[5:07] YouTube https://youtu.be/0l11i7sn6fY?t=300 || How to Outlast the 10-Year Grind Before You Win
can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you

[5:22] YouTube https://youtu.be/0l11i7sn6fY?t=315 || How to Outlast the 10-Year Grind Before You Win
out to Vegas and we'll do this in person live.


VIDEO
TITLE: Helping an $810K Home Service Business Get to $3M
URL: https://youtu.be/0n24OKyNvuQ
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/0n24OKyNvuQ?t=0 || Helping an $810K Home Service Business Get to $3M
I sell pressure washing, gutter cleaning to homeowners. Um I did 810,000 last year. Uh this coming year I want to do 15 then the following three. Um so we're kind of throughout this we switched to the subscription model. Uh that's what everyone's been suggesting. So um how do now I get into neighborhoods or allocate resources?

[0:23] YouTube https://youtu.be/0n24OKyNvuQ?t=16 || Helping an $810K Home Service Business Get to $3M
because a lot of people are saying just do one channel, but then we we do a lot of like door hangers, yard signs, and I feel like that all kind of like goes into one with like uh ads like how would you kind of rush neighborhoods and home service? So, can you can you can you restate the question? Yeah, like how would how would you spend

[0:43] YouTube https://youtu.be/0n24OKyNvuQ?t=36 || Helping an $810K Home Service Business Get to $3M
your marketing money if you want to get as many on this yearly subscription? Currently, how are you acquiring customers? Uh just old school uh yard signs, door hangers, uh re referrals, stuff like that. What stops you from doing 10 times more of that? Um probably just people. Okay. So then people a lot of it myself.

[1:02] YouTube https://youtu.be/0n24OKyNvuQ?t=55 || Helping an $810K Home Service Business Get to $3M
Okay, got it. So then the So what's the return? What's the Do you know what your LTV CAC is on I guess 10? It's 10. And that's with your time being free. Yeah. Okay. So, if you paid someone full-time to do that, do you know how much that would impact your rorowise? Um, someone would probably be about 50 60

[1:26] YouTube https://youtu.be/0n24OKyNvuQ?t=79 || Helping an $810K Home Service Business Get to $3M
grand, like a sales guy. Uh, okay. So, wait, are you you're knocking on doors and getting the business? Yeah. Got it. Uh, and then you and then the truck follows you and then like does the work or whatever. Got it. um you'll have so I think in the beginning you'll have to keep stacking the subscriptions so that you can generate

[1:44] YouTube https://youtu.be/0n24OKyNvuQ?t=97 || Helping an $810K Home Service Business Get to $3M
the cash flow because then you'll have the basically the for sure business and then once that starts stacking then you'll have the cash flow to hire the other sales guy um who's going to be able to take over your role thing is most door-to-d dooror guys need to make like decent money because it's terrible.

[1:58] YouTube https://youtu.be/0n24OKyNvuQ?t=111 || Helping an $810K Home Service Business Get to $3M
Yeah. Uh, and so, um, like you'll probably need to be like they'll probably need to make like I mean a decent I how many sales a day can you make? Um, anywhere from like 8 to 10. Okay. Okay. Yeah. So, I think I mean one of those guys could eas if you can pay them shoot 50 100 bucks a sale. Uh, they can make a,000 bucks a day. I think

[2:18] YouTube https://youtu.be/0n24OKyNvuQ?t=131 || Helping an $810K Home Service Business Get to $3M
you'd be able to get somebody to be able to do that. to like sprinkle in some type of like Facebook or Instagram or Google or like I just don't want to add complexity because like right now you have limited resources and so I'd rather just like do more of that thing rather than be like oh on top of that now I have to start

[2:33] YouTube https://youtu.be/0n24OKyNvuQ?t=146 || Helping an $810K Home Service Business Get to $3M
calling leads and have to like create a whole like on like the online world and then working those leads is a whole different monster versus like you're right here you say yes I call truck we clean I get money like it's good business right just keep it easy yeah I would rather you keep it long term like once you have if you ever like

[2:52] YouTube https://youtu.be/0n24OKyNvuQ?t=165 || Helping an $810K Home Service Business Get to $3M
hey I've got you know 15 trucks for the city or whatever and I've got 15 teams that are out doing it then I'd be like yeah I think having a you know a canvased you know top off of funnel kind of awareness stuff that generates leads and a centralized phone team that can then also proactively send trucks out to

[3:05] YouTube https://youtu.be/0n24OKyNvuQ?t=178 || Helping an $810K Home Service Business Get to $3M
people that you already sold over the phone I think that makes sense but given the fact you already know the script you know the process I'd rather you just stack some of the recurring so you have the cash to bring the new guy in that being said if you get a little bit more generous on the commissions you can

[3:17] YouTube https://youtu.be/0n24OKyNvuQ?t=190 || Helping an $810K Home Service Business Get to $3M
probably get someone to pay work commission only. Um, so then you wouldn't have to take the risk on. Okay. So, I revised my original answer. Do that. Thank you. If you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million

[3:37] YouTube https://youtu.be/0n24OKyNvuQ?t=210 || Helping an $810K Home Service Business Get to $3M
scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business

[3:52] YouTube https://youtu.be/0n24OKyNvuQ?t=225 || Helping an $810K Home Service Business Get to $3M
information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with

[4:05] YouTube https://youtu.be/0n24OKyNvuQ?t=238 || Helping an $810K Home Service Business Get to $3M
it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out. On the thank you page, you can just

[4:18] YouTube https://youtu.be/0n24OKyNvuQ?t=251 || Helping an $810K Home Service Business Get to $3M
book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: Industry Averages Are Dumb. Here’s Why
URL: https://youtu.be/0yYUQRH6zvQ
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/0yYUQRH6zvQ?t=0 || Industry Averages Are Dumb. Here’s Why
Industry averages are dumb. And so what do I mean by that? The amount of times I've had a conversation where someone says, "Hey, you know, manufacturing these these uh you know, these are these margins are pretty good for manufacturing." Or, "Hey, uh you know, our margins are this in our industry." It's like, if the

[0:18] YouTube https://youtu.be/0yYUQRH6zvQ?t=11 || Industry Averages Are Dumb. Here’s Why
average American is in debt, divorced twice, overweight, and just mid as right? Why would I want to have that be my bar to compare myself against? You say you have this I mean so many so many you know business owners have this hatred for their competition. They hate their competition. They want to crush their

[0:37] YouTube https://youtu.be/0yYUQRH6zvQ?t=30 || Industry Averages Are Dumb. Here’s Why
competition. And yet you want to measure yourself by the same stick that your competition measures themselves. Well, it's a great way to be average, right? Is use averages as as your determination of whether or not you're good. And so I would highly encourage you to just ignore averages altogether and play to

[0:53] YouTube https://youtu.be/0yYUQRH6zvQ?t=46 || Industry Averages Are Dumb. Here’s Why
win. And that is just something that is that has really served me well, which is like somebody will I'll come into his space. We'll say, "Well, you know, you'll learn, you know, I don't know if you guys have seen this clip um of Tiger Woods when he's doing his first interview before his first masters or

[1:10] YouTube https://youtu.be/0yYUQRH6zvQ?t=63 || Industry Averages Are Dumb. Here’s Why
something." And the guy's like, he's like, "Well, uh, you know, how do you feel being so young, you know, coming on the Masters tour?" And he's I don't know how he gets to it, but he's like, "I'm here to win or I'm playing to win." And the guy's like, "You'll learn. you know, you'll see. And then they play it

[1:26] YouTube https://youtu.be/0yYUQRH6zvQ?t=79 || Industry Averages Are Dumb. Here’s Why
forward like a year or two or whatever and he's there with his jacket talking to the same guy and the guy just has to like eat his words. Like it's so visceral. Like the moment is amazing. And so like that is what I envision when I go into an industry that I don't know anything about. It's like that is the

[1:42] YouTube https://youtu.be/0yYUQRH6zvQ?t=95 || Industry Averages Are Dumb. Here’s Why
advantage. I'm not going to you I'm not going to I'm not going to operate within your frame of reality. Like why would I operate within the frame of beliefs that what the average person has achieved is what I will achieve. Why would I say that is the appropriate outcome that I should be shooting for? Why? Because

[1:58] YouTube https://youtu.be/0yYUQRH6zvQ?t=111 || Industry Averages Are Dumb. Here’s Why
fundamentally when you quote an average to say this is good enough, you've accepted that you are no longer going to try to get better. And I just wholeheartedly reject that. Like like the winner of every category is not the industry average. And I and I can almost promise you that they don't look at the industry average because why

[2:16] YouTube https://youtu.be/0yYUQRH6zvQ?t=129 || Industry Averages Are Dumb. Here’s Why
would they care? Like there is only like one rule that matters which is physics. If it's as long as the rules of physics allow it to exist, there's no reason these that that we cannot get this outcome that we desire. Period. And so I'll get asked a question like, do you think you can have uh margins in

[2:34] YouTube https://youtu.be/0yYUQRH6zvQ?t=147 || Industry Averages Are Dumb. Here’s Why
a manufacturing business that are above 10%. Yes. You know how I know? I also have a friend of mine who does complex machinery. You know what his margins are? Net 70%. Net. Well, what does that mean about his gross margins? That means they got to be way above 70. You want to know what how he did it? He builds machines that he

[2:54] YouTube https://youtu.be/0yYUQRH6zvQ?t=167 || Industry Averages Are Dumb. Here’s Why
sells to big industries that automate a huge function of different workflows. And he will charge $400,000 and a machine will cost him 17 grand because he has knowhow. And so if you think about what a business is, a business is functionally a black box that transforms raw materials into an output where the value is higher than

[3:19] YouTube https://youtu.be/0yYUQRH6zvQ?t=192 || Industry Averages Are Dumb. Here’s Why
the inputs. That's it. That's all a business does is we have raw inputs. We transform these inputs into something that is more valuable at the end. That is all a business does. And when we do this over and over again over an entire civilization, we take many raw inputs and we we increase value and that is how

[3:37] YouTube https://youtu.be/0yYUQRH6zvQ?t=210 || Industry Averages Are Dumb. Here’s Why
the entire world moves forward. And so that being said, those are my 12 rules of thumb uh that I have learned uh in business. Different ratios that I use as my guidepost, my lights, my lights, my what's the light towers? What are those things on the edge of oceans? Lighthouse. Lighthouse. Those are the lighouses that

[3:53] YouTube https://youtu.be/0yYUQRH6zvQ?t=226 || Industry Averages Are Dumb. Here’s Why
guide my path. Um and I hope they serve you as much um as they have served me. Real quick, I'm going to show you the exact 10-stage road map from zero to 100 million plus that less than 1% of companies finish. I've now done multiple times. And so I can say with a lot of confidence that these are the stages as

[4:10] YouTube https://youtu.be/0yYUQRH6zvQ?t=243 || Industry Averages Are Dumb. Here’s Why
headcount increases that you need to get through. And I broke each of these down by eight different functions of the business, what the constraint feels like, like what are the symptoms of it when you're going through it, and then what steps we actually took to graduate. And we've done this across software,

[4:23] YouTube https://youtu.be/0yYUQRH6zvQ?t=256 || Industry Averages Are Dumb. Here’s Why
physical products, uh service businesses, brickandmortar, all of this. and it works. And it's my gift to you. It's absolutely free. And so the link's in the description, but you just go acquisition.comromadap. Just enter your info and it'll spit it right back to you.


VIDEO
TITLE: Why “Figuring Out Why” Is a Waste of Time
URL: https://youtu.be/13UIEi0Xz50
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/13UIEi0Xz50?t=0 || Why “Figuring Out Why” Is a Waste of Time
When we say, "Oh, I figured out why." In my opinion, for the vast majority of people, when they figured out why, it means that I have crafted a narrative that I accept, which may or may not have any bearing on reality. And so, I focus purely on the observable because they are far more predictable in terms of

[0:20] YouTube https://youtu.be/13UIEi0Xz50?t=13 || Why “Figuring Out Why” Is a Waste of Time
predicting your own behavior and predicting other people's behavior. And so with regard to the relationship, it's like people have many counter controls that they do and so because of that you change your behavior and then all of those things are removed at once. Now were there other things that are also

[0:36] YouTube https://youtu.be/13UIEi0Xz50?t=29 || Why “Figuring Out Why” Is a Waste of Time
variables in your life that occur during that period of time? Of course. Do we know them all? No. And so I take the position that there are so many variables. Why do I need to know why? And I never will anyways. And so why would I waste my time trying to figure out whether do you think you're this way

[0:54] YouTube https://youtu.be/13UIEi0Xz50?t=47 || Why “Figuring Out Why” Is a Waste of Time
because your father didn't hug you enough? I don't know. I know that I am this way. Period. And might be 20 different things because we're going to generalize work ethic to your dad didn't hug you enough when it might be like I write because I've had enough reinforcing contingencies around writing that I'd write and that's different than

[1:10] YouTube https://youtu.be/13UIEi0Xz50?t=63 || Why “Figuring Out Why” Is a Waste of Time
when I'm willing to speak which is different than when I do podcast which is different than all these others. And so when we get into the basically we extrapolate out reasoning by analogy works really well. When we get really down to what are the behaviors that changed when you were in the relationship versus not in the

[1:23] YouTube https://youtu.be/13UIEi0Xz50?t=76 || Why “Figuring Out Why” Is a Waste of Time
relationship. And if you can get isolating on that which you can be specific about not necessarily why it happened but that it changed and what behaviors changed then you can look at your laundry list of okay these are the changes in my behavior that I have continued to keep post relationship. Are any of these uh conducive to me getting

[1:39] YouTube https://youtu.be/13UIEi0Xz50?t=92 || Why “Figuring Out Why” Is a Waste of Time
a more attractive or better partner in the future? Now, if the person that I was with got me to go to the gym because they went to the gym and then the gym itself became reinforcing because uh basically totems of reinforcement can shift uh over time in terms of the work itself can be reinforcing. I might say

[1:55] YouTube https://youtu.be/13UIEi0Xz50?t=108 || Why “Figuring Out Why” Is a Waste of Time
this was a laundry. This is one of the items that changed when I was in this relationship and I am okay with it. And so if we have that laundry list then again why do I need time? And so I anyways I I push back on this very hard because me discovering why I did something gives me zero value. That's interesting. I

[2:19] YouTube https://youtu.be/13UIEi0Xz50?t=132 || Why “Figuring Out Why” Is a Waste of Time
I would class myself as a uh understanding why especially around myself is one of the greatest sources of pleasure that I've got in my life. Okay. This be maybe where me and you differ. Oh no. I'm gonna we're gonna jam on this. I love this. Okay. So I will give you I think a perfect analogy for this and the reason that I'm in general

[2:40] YouTube https://youtu.be/13UIEi0Xz50?t=153 || Why “Figuring Out Why” Is a Waste of Time
uh somebody who's not the biggest fan of therapy as is traditionally practiced. If I were playing tennis, right, and I went to a coach and they said, "Hey, I need you to change your grip from this to this straightforward." Would I spend the vast majority of that session with the coach being like, "Let's try to

[3:00] YouTube https://youtu.be/13UIEi0Xz50?t=173 || Why “Figuring Out Why” Is a Waste of Time
discover why you hold the grip that way. Who cares? I do. Now, when we get to why I used the word control before, if we can understand the dependent variables, then it means basically if you can predict, it means you can control, which people don't like that. But if you can predict what's going to happen, it means

[3:21] YouTube https://youtu.be/13UIEi0Xz50?t=194 || Why “Figuring Out Why” Is a Waste of Time
that you know what the variables are and you can influence those variables, which you can influence the outcome, which means you can control the system. And so knowing why um from a narrative perspective, I think again You'll never know why. You will have a narrative that you've accepted. And so what? Because then what do I want

[3:41] YouTube https://youtu.be/13UIEi0Xz50?t=214 || Why “Figuring Out Why” Is a Waste of Time
to do next? I only want to ch like we have a set of behaviors or skills that will increase the likelihood of goal achievement. Whatever that goal is, being spiritual, being a good husband, whatever it is, these behaviors will do that. To increase the likelihood of me doing these behaviors, then I have to have

[3:58] YouTube https://youtu.be/13UIEi0Xz50?t=231 || Why “Figuring Out Why” Is a Waste of Time
more good stuff, less bad stuff. I will I will die down that hill. Beyond that, what does anything that happened prior to this matter at all in so far as it only works if I can use that same variable? And then and then use it again to change my behavior yet again to be conducive to the goal. What if I love this

[4:16] YouTube https://youtu.be/13UIEi0Xz50?t=249 || Why “Figuring Out Why” Is a Waste of Time
Yeah, I can tell. I can tell. I can tell it's either the nicotine or or the debate. Uh so what if the actual outcome that you wanted was the pursuit of trying to work out why? Because for me, and tried to word that relatively carefully, not finding out the actual why, but the pursuit of trying to work out

[4:38] YouTube https://youtu.be/13UIEi0Xz50?t=271 || Why “Figuring Out Why” Is a Waste of Time
why. Uh it's the reason that I fell in love with evolutionary psychology because to me it started to explain why we are the way we are. It's one of the common themes in this podcast over 900 and something episodes. It is a place for people to come to try and get some approximation of why they are the way they are. And even if that's

[4:57] YouTube https://youtu.be/13UIEi0Xz50?t=290 || Why “Figuring Out Why” Is a Waste of Time
wrong, yeah, even if it does not fully explain, partly explain, the process of that discovery for me is fascinating. I have a a a journal entry from a long time ago when I was on mushrooms and I was it was post post party or post whatever and I was back at the house and I had some music on and I was just thinking through ideas like

[5:20] YouTube https://youtu.be/13UIEi0Xz50?t=313 || Why “Figuring Out Why” Is a Waste of Time
this and I could feel this game of tennis occurring in my mind as I thought a thing and then I asked why and then I asked why and then I asked why and then I asked why and it felt like this sort of movement almost probably certainly was default mode off and you know hemispheres talking and all the rest of

[5:36] YouTube https://youtu.be/13UIEi0Xz50?t=329 || Why “Figuring Out Why” Is a Waste of Time
And I wrote down not what I was thinking about, but I wrote down the sentence. I love the way that my mind works because I like that conversation of tighter and tighter spirals of sort of deeper and deeper questions. And for me, I enjoy the why such. It's something that in and of itself brings me joy to try and work

[5:59] YouTube https://youtu.be/13UIEi0Xz50?t=352 || Why “Figuring Out Why” Is a Waste of Time
out why we are the way we are or why I am the way I am. I I wholeheartedly accept that learning things is enjoyable. And I think what you described more or less was that the um I I come purely from the perspective of changing behavior and the why is super important and not always knowable. And so I I push back on narrative so heavily

[6:31] YouTube https://youtu.be/13UIEi0Xz50?t=384 || Why “Figuring Out Why” Is a Waste of Time
because in a way and like take this not as a as a slight. I see a lot of that as mental masturbation. I would agree. And I do not decry that in any way. If someone wants to do something with their time, awesome. Play video games. Do whatever you want. Mhm. If we want to say this increases or decreases the likelihood that we achieve

[6:57] YouTube https://youtu.be/13UIEi0Xz50?t=410 || Why “Figuring Out Why” Is a Waste of Time
a goal, then that is where I will because that we can know. Does this increase or decrease the likely that we achieve a goal and the difficulty with ascribing why is that we cannot know because we cannot relive the same circumstances again. And so in any equals one situations, it has and I and I say this as somebody that um

[7:16] YouTube https://youtu.be/13UIEi0Xz50?t=429 || Why “Figuring Out Why” Is a Waste of Time
obsessed for a a long period of my life. Um, and this is not to say that now I'm better or different or anything like that. Um, over the wise, but when I the reason I have two two two three statements on on on my wall, the good day and those three. What does that mean? How do you know that? And why does

[7:35] YouTube https://youtu.be/13UIEi0Xz50?t=448 || Why “Figuring Out Why” Is a Waste of Time
it matter? And so if we say these are the changes that occur in this relationship. Okay, that's what it means rather than like I'm stressed now or you know what, she rubbed off on me because she was really anal. What does that mean? Okay, it just means that she counted her calories and uh I now, you

[7:52] YouTube https://youtu.be/13UIEi0Xz50?t=465 || Why “Figuring Out Why” Is a Waste of Time
know, when I go to a menu, I order like a diva. Whatever, right? Like these are the two behavior changes. When I say anal, this is what I mean. Great. Okay. How do you know that? Well, did I do that two or three times or is this every single time that I go out? And so, okay, now I know the extent to which this

[8:08] YouTube https://youtu.be/13UIEi0Xz50?t=481 || Why “Figuring Out Why” Is a Waste of Time
thing that I have now defined. And who cares? Why does that matter? I'm anal now. Well, anal just means I change the way I order. Does that matter? No. Okay. And so instead of trying to maybe I maybe it was because I sought out approval from her and other people because I have this hole inside of me

[8:28] YouTube https://youtu.be/13UIEi0Xz50?t=501 || Why “Figuring Out Why” Is a Waste of Time
and I I wanted to gain um some sort of you know in-group outgroup. I wanted to be accepted by her and her friends who also do that. I think maybe that's what who cares. And so it was that that's does me counting my calories and being a diva when I order decrease the likelihood that I find the next mate? If

[8:47] YouTube https://youtu.be/13UIEi0Xz50?t=520 || Why “Figuring Out Why” Is a Waste of Time
the answer is yes, then I'll change the behavior. If no, it. Real quick, I'm going to show you the exact 10stage road map from zero to 100 million plus that less than 1% of companies finish I've now done multiple times. And so I can say with a lot of confidence that these are the stages as headcount

[9:03] YouTube https://youtu.be/13UIEi0Xz50?t=536 || Why “Figuring Out Why” Is a Waste of Time
increases that you need to get through. And I broke each of these down by eight different functions of the business. what the constraint feels like, like what are the symptoms of it when you're going through it, and then what steps we actually took to graduate. And we've done this across software, physical

[9:16] YouTube https://youtu.be/13UIEi0Xz50?t=549 || Why “Figuring Out Why” Is a Waste of Time
products, uh, service businesses, brickandmortar, all of this, and it works. And it's my gift to you. It's absolutely free. And so the link's in the description, but you just go acquisition.comroadmap, just enter your info and it'll spit it right back to you. Offering.


VIDEO
TITLE: You Are the Problem
URL: https://youtu.be/1LRv0Bif2vM
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset

[0:00] YouTube https://youtu.be/1LRv0Bif2vM?t=0 || You Are the Problem
And I'm sure that you've met I mean so many entrepreneurs that they have their exit and everyone almost has invariably the same story. I went to a beach. I drank my ties for a month and then realized that this wasn't for me. And so so one of the refrains that I have in my head all the time is uh you are the

[0:15] YouTube https://youtu.be/1LRv0Bif2vM?t=8 || You Are the Problem
problem like me talking to me but like we are the problem. And so we have this issue where we fundamentally just always want what we what we can't have. Single people want to get married. Married people want to be single. And so it's more that we just want something different almost all the time. And so

[0:28] YouTube https://youtu.be/1LRv0Bif2vM?t=21 || You Are the Problem
it's that that desire and you're you're the monk here so you know more about this than I do. That's the issue like that's the core problem. Um and so even everyone right now who who doesn't have a business is like man I would like to start a business someday. And then all the people who started businesses are

[0:40] YouTube https://youtu.be/1LRv0Bif2vM?t=33 || You Are the Problem
like my god I can't wait to get out of this thing. Right? And so it's just there are pros and cons on both sides. There are trade-offs. And I would say that if there was a fourth myth that we were we we would tackle it's that people want the benefits of multiple paths without the trade-offs of each. M

[0:56] YouTube https://youtu.be/1LRv0Bif2vM?t=49 || You Are the Problem
and so I think one of the reason so there's lots of you know content of like you know talk to 80-year-olds and they'll tell you you know their biggest life regrets but what I find really interesting is that typically what they will do is they will assume all the benefits of their current life and say I

[1:08] YouTube https://youtu.be/1LRv0Bif2vM?t=61 || You Are the Problem
also wish I had the benefits of this other path yes without the costs of that other path that are unknown and also they don't they forget to subtract all the benefits of their existing path and so I like to play it out it's like okay well if I were to do this other path and make that trade um would I be would I be better off? And

[1:28] YouTube https://youtu.be/1LRv0Bif2vM?t=81 || You Are the Problem
most times it ends up just being like I'd probably be about as happy as I am now. Like it's like, oh man, that the one that got away, it's like you'd probably be about just as happy as you are now. As soon as you play it out a couple years, it's like you probably be about the same. And so that's actually

[1:40] YouTube https://youtu.be/1LRv0Bif2vM?t=93 || You Are the Problem
dramatically reduced my kind of regret uh analysis from from a living perspective. But I think the trade-off part is so important because especially when you're starting out or even when you're more advanced in business, there's a what I call the fallacy of the perfect pick, which is that we overanalyze things because we think that

[1:55] YouTube https://youtu.be/1LRv0Bif2vM?t=108 || You Are the Problem
we have to get it just right. Because we think that if we pick just perfectly, we'll find a way to get only benefits and no costs, and it doesn't exist. And so instead, people just stay stuck thinking that there is some pick that they're not seeing, but it's just not true. And so I think the faster you're

[2:08] YouTube https://youtu.be/1LRv0Bif2vM?t=121 || You Are the Problem
willing to make the trade-offs and actually spell them out like these are the things I'm willing to trade because I think a lot of people when they want to like pursue any endeavor they they immediately think and I think this is a little bit more western is that they think about addition. They think about

[2:21] YouTube https://youtu.be/1LRv0Bif2vM?t=134 || You Are the Problem
how can how many more things can I do? How many more things can I add to my calendar? But most like right now you currently have a quote full calendar. You live 24 hours a day and you do stuff. And so I think it's more valuable to think what am I willing to give up? What am I willing to sacrifice? And

[2:35] YouTube https://youtu.be/1LRv0Bif2vM?t=148 || You Are the Problem
because we have to create space we have to create this vacuum so that we can put this other thing in. And so those are the trades. And I think in the beginning the trades are sometimes uh you know more emotional uh because in the beginning it's more you know my friends will think this is weird. Uh they don't

[2:49] YouTube https://youtu.be/1LRv0Bif2vM?t=162 || You Are the Problem
want to get this text. What if someone says oh yeah you're starting your business I forgot. Or oh you're not not coming out with us. Are you really doing that thing again? Dude it's not gonna I mean hey man I love you man. Like I I'm supporting you. Right. Or your your mom's like are you really going to

[3:00] YouTube https://youtu.be/1LRv0Bif2vM?t=173 || You Are the Problem
pursue podcasting as a thing? Right. Yeah, I think like the the you know the first rule of entrepreneurship is use what you got, right? It's not waiting for some perfect condition because um starting is the perfect condition. Yeah. Real quick, if you're a business owner and you are not growing as fast as you'd

[3:15] YouTube https://youtu.be/1LRv0Bif2vM?t=188 || You Are the Problem
like, I'd like to give you a free gift. So my team and I put together the $100 million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And

[3:30] YouTube https://youtu.be/1LRv0Bif2vM?t=203 || You Are the Problem
so we broke it in these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT,

[3:43] YouTube https://youtu.be/1LRv0Bif2vM?t=216 || You Are the Problem
human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you

[3:57] YouTube https://youtu.be/1LRv0Bif2vM?t=230 || You Are the Problem
deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look into the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: How To Stop Being Anxious About Your Goals
URL: https://youtu.be/1dOAbkPE0vg
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/1dOAbkPE0vg?t=0 || How To Stop Being Anxious About Your Goals
There's no perfect way to live your 20s. You either live them up and become an underskilled 30-year-old or you work them up and become an underlived 30-year-old. You just have to figure out which you'd rather be, accept the trade-offs, and know that there are no doovers. In door three, if you consider

[0:21] YouTube https://youtu.be/1dOAbkPE0vg?t=14 || How To Stop Being Anxious About Your Goals
work life, then you get to do both. That one ruffled a lot of feathers. Well, it's because people look back on their 20s and realize that they are one or the other. All right, I'm going to lean into this. I I am okay. I had a conversation with my team about this and I said, I am okay being a beacon of

[0:50] YouTube https://youtu.be/1dOAbkPE0vg?t=43 || How To Stop Being Anxious About Your Goals
relentless hard work. I'm okay being the guy who says, "Fuck your mental health." I'm okay with it because I've given it a lot of thought. I think that there is the other side is wildly over represented and I'm willing to sit on the logical extreme because I think it will help more people and there are more people that I have met in

[1:12] YouTube https://youtu.be/1dOAbkPE0vg?t=65 || How To Stop Being Anxious About Your Goals
my life who are dissatisfied by their live it up 20s than dissatisfied by their work it up 20s because most of the time in your 20s you have no idea what you want but knowing what you need to do to work and move ahead is fairly straightforward. board. And so you can take the known and make progress on the

[1:32] YouTube https://youtu.be/1dOAbkPE0vg?t=85 || How To Stop Being Anxious About Your Goals
one that you have high confidence that you can make progress on. And then along the way, gain perspective on what are the things that are actually important to you in your life. And you may find out often that they're far fewer of those things than you really originally thought. Because what you thought live

[1:46] YouTube https://youtu.be/1dOAbkPE0vg?t=99 || How To Stop Being Anxious About Your Goals
them up in your 20s was was actually your mom and your two homies who are both mediocre and you don't care about their opinion now when you're 30 anyways. But what a waste of a life it would have been to quote live up your mom's dream or your friend's dreams to then only get to your 30s and realize you didn't live it up and you also

[2:06] YouTube https://youtu.be/1dOAbkPE0vg?t=119 || How To Stop Being Anxious About Your Goals
didn't work it up and now you have neither. I think a lot about, you know, the first day that I sat down at university, my first ever seminar, I sat next to my what would be future business partner for 15 years. So I'm skint. I say to him, I'd spent all of my money partying during freshes week. The first week I'd

[2:32] YouTube https://youtu.be/1dOAbkPE0vg?t=145 || How To Stop Being Anxious About Your Goals
spent my entire maintenance loan, which was supposed to be food and everything else for the rest of the term until Christmas. And it's September the 29th. It was a big week. It was a good week. um which I could not survive now. And I think uh I think back to sort of the the time that I spent and the endless hours. I'm not kidding. And

[2:59] YouTube https://youtu.be/1dOAbkPE0vg?t=172 || How To Stop Being Anxious About Your Goals
I don't talk I I don't reflect that much on the the club promo stuff. Maybe to my detriment. I should do it more. Uh I've spent between five and 10,000 hours stood on the front door of nightclubs. I've spent at least 3,000 hours stood on the front door of the same nightclub only on Saturdays, right? I didn't miss 202

[3:23] YouTube https://youtu.be/1dOAbkPE0vg?t=196 || How To Stop Being Anxious About Your Goals
Saturdays in a row. I took 4 day holidays from Sunday to Thursday so that I could come back to come and do this thing. And I look back at my 20s and I think, you know, was that how much was living? How much was accumulating skills? And the grass is always greener with this because in hindsight you think

[3:38] YouTube https://youtu.be/1dOAbkPE0vg?t=211 || How To Stop Being Anxious About Your Goals
well you know you imagine that you could have gone back and still accumulated all of the insights and the skills that you really value in yourself that would have still happened but that you would have got to maybe have more variety or you would have maybe the fun or the whatever the thing and uh when I look for me with

[3:58] YouTube https://youtu.be/1dOAbkPE0vg?t=231 || How To Stop Being Anxious About Your Goals
my constitution at what I value most in myself almost all of those things have been accumulated by having a 20s and now a 30s that has been dedicated to work it up not to live it up to 4 day holidays in between those things. Now remembering that now is not forever I think is really important. Again you're

[4:22] YouTube https://youtu.be/1dOAbkPE0vg?t=255 || How To Stop Being Anxious About Your Goals
on the outlier right hand end of the distribution for work. Most people are going to pull themselves back across in terms of balance between work and play. But you can periodize what you're doing right now. You can accumulate all of that work, all of that experience, all of that explore time to work out. Actually, I don't like

[4:44] YouTube https://youtu.be/1dOAbkPE0vg?t=277 || How To Stop Being Anxious About Your Goals
doing admin stuff. It turns out I'm really great at creative or I really don't like traveling. It turns out I'm really great at routine. All of those things. There's like a buyin. You remember CrossFit? You do the you do a buyin thing. You It's a one mile run and then it's this workout. You have to do

[4:57] YouTube https://youtu.be/1dOAbkPE0vg?t=290 || How To Stop Being Anxious About Your Goals
that buyin. Let's say everyone has to do that buyin. Doing that buyin when you're 25 is way easier than doing that buyin when you're 40. Right? I finally work out who I am in the world because you start to accumulate all of these better directional assistances. You're moving in a more directionally accurate way

[5:13] YouTube https://youtu.be/1dOAbkPE0vg?t=306 || How To Stop Being Anxious About Your Goals
earlier which means that you make more progress over the long term. So in retrospect, I'm glad that I did work it up 20s and I'm glad that I did work it up 30s as well. So I'll say two two things that are might be helpful. Um, one is you obviously know my stance if you're listening to this on work life balance,

[5:33] YouTube https://youtu.be/1dOAbkPE0vg?t=326 || How To Stop Being Anxious About Your Goals
but maybe as a as a concession for you, your work life balance obsession may just be too narrowly focused on the present and not extended into seasons. And so you can have work life balance where I work for 3 years and then I have a more chill year. And I think that most people think about work life in terms of their split

[5:59] YouTube https://youtu.be/1dOAbkPE0vg?t=352 || How To Stop Being Anxious About Your Goals
of the day rather than their split of the year or the decade. And I think that you can have a much better outcome on both sides if you were to split it up on a longer time horizon. So good. I mean, everybody knows what it's like to go through it every January intense period of diet. I it at Christmas again. Too much chocolate, too

[6:20] YouTube https://youtu.be/1dOAbkPE0vg?t=373 || How To Stop Being Anxious About Your Goals
much too much dinner. And you go, okay, well, what are you going to do? I'm going to work hard. I'm going to focus on my diet and my training for a while, and then I'm going to hold those gains for a period, or I'm going to build a business. Okay, my health's probably going to take a hit for a little while. Or I just got out of a

[6:37] YouTube https://youtu.be/1dOAbkPE0vg?t=390 || How To Stop Being Anxious About Your Goals
relationship. I need to go dating. All right. Well, I'm probably not going to be able to spend so much time at work. Or maybe I'm going to be sleeping later, so my my fitness is going to knock off a little bit. All of these things happen for periods of time. And yeah, remembering that now isn't forever is

[6:53] YouTube https://youtu.be/1dOAbkPE0vg?t=406 || How To Stop Being Anxious About Your Goals
and that's such a great frame like a hyperbolic discounting an inability to be able to imagine that this is not the way that it's always going to be and that's good for good things and for bad things. This isn't the way it's always going to be. So I better en enjoy this win. This isn't the way it's always going to be.

[7:09] YouTube https://youtu.be/1dOAbkPE0vg?t=422 || How To Stop Being Anxious About Your Goals
So I better not get too disheartened by this loss. You will come back. That's the the beautiful thing about this sort of uh hyonic renormalizing. you go, good things aren't as good as you think they are. Bad things aren't as bad as you think they are. So, if you if you use that extended frame as a way to approach different

[7:26] YouTube https://youtu.be/1dOAbkPE0vg?t=439 || How To Stop Being Anxious About Your Goals
types of goals, I I'll break a a very standard one, which is that people measure the amount of calories that they need to eat per day. But very few people measure the amount of calories they need to eat per week. And so, people will blow the day and say, "Well, screw it. I messed up today. I might as well have a

[7:41] YouTube https://youtu.be/1dOAbkPE0vg?t=454 || How To Stop Being Anxious About Your Goals
pizza on top of it because I had chocolate and I went off my diet or whatever." But if you have a weekly outlook even, then all of a sudden you're like, "Oh, well, I can have a pizza tonight. I'll just like skip most of my food tomorrow besides protein." Or I'll have a wedding weekend and know that this whole week I'm going to be

[7:57] YouTube https://youtu.be/1dOAbkPE0vg?t=470 || How To Stop Being Anxious About Your Goals
light. And so I have, you know, 13,000 calories for the next seven days that I can work my way through, which gives me a tremendous amount of flexibility. And the thing is is that the further you extend the time horizon, the more flexible you can be with your achievement of it, as long as you only get the few things that matter most. And

[8:14] YouTube https://youtu.be/1dOAbkPE0vg?t=487 || How To Stop Being Anxious About Your Goals
so it allows you to focus and prioritize on those few things that move the needle rather than be overly obsessive on such a small narrow window of time that is irrelevant anyways. So there's a there's a coordination problem that happens when you try to balance too quickly when you try to have a little bit of fun and a

[8:34] YouTube https://youtu.be/1dOAbkPE0vg?t=507 || How To Stop Being Anxious About Your Goals
little bit of play and a little bit of fun and a little bit of play. Whether it's task switching, whether it's just sort of the cognitive effort of uh your personality, like your identity is I'm gym guy for three months. Hooray. I'm work guy for 3 months. Hooray. But when it's I'm gym guy this morning, I'm work

[8:50] YouTube https://youtu.be/1dOAbkPE0vg?t=523 || How To Stop Being Anxious About Your Goals
guy this afternoon. It's tough. It's tough to do that. So yeah, kind of the same as you get disconomies of scale as a business grows because there's more interconnectedness and communication between each person. The more use there are going on inside. So, this is an argument for sort of aggressive periodizing.

[9:06] YouTube https://youtu.be/1dOAbkPE0vg?t=539 || How To Stop Being Anxious About Your Goals
I'm a hyper proponent of one single narrow focus. I'll define two more terms since the audience didn't ask for it. Sadness is a perceived lack of options. It's why it feels like hopelessness because you don't know what to do. You don't know what options are available. You see none, which is why it feels like

[9:28] YouTube https://youtu.be/1dOAbkPE0vg?t=561 || How To Stop Being Anxious About Your Goals
there's no way out. Anxiety is many options but no priorities which is why you feel scattered but you can't decide. They feel very different but fundamentally those are the difference in the conditions that make people feel like they're anxious or they feel like they're sad. And so when we're working

[9:46] YouTube https://youtu.be/1dOAbkPE0vg?t=579 || How To Stop Being Anxious About Your Goals
through what you were just talking about with okay, I want to be gym guy and I also want to be work guy, we have many options but a lack of priorities. And so we have anxiety over the fact that we're not making progress on any of them because we have not been able to say this comes first. And so if you think

[10:01] YouTube https://youtu.be/1dOAbkPE0vg?t=594 || How To Stop Being Anxious About Your Goals
about what priority means, it means prior. It comes before everything else. And what I think a lot of people have a hard time doing is being okay with saying no and saying, "Okay, I will allow myself to just not get fatter rather than get fitter during this period." And what's interesting about most skills is that the amount of effort

[10:25] YouTube https://youtu.be/1dOAbkPE0vg?t=618 || How To Stop Being Anxious About Your Goals
that it takes to maintain a skill versus the amount of effort it takes to grow a skill is like onetenth the amount of effort. And so this is where the effort arbitrage is so important in terms of allocation. And so if you do a four out of 10 on 10 things, you will make progress on none. You will make the same

[10:44] YouTube https://youtu.be/1dOAbkPE0vg?t=637 || How To Stop Being Anxious About Your Goals
amount of progress that you could have made if you just did one out of 10, which is none. You just don't regress. But the extra three points that you save on the nine, you could put on one other item and have a 10 out of 10 or a 13 out of 10 in effort. And then after every periodized chunk of time have a big W or

[11:02] YouTube https://youtu.be/1dOAbkPE0vg?t=655 || How To Stop Being Anxious About Your Goals
win that you can look back on and say, I did that and therefore I am. And so I think that that's how you step up the mountain of progress when you're trying to work on many different skills quote at the same time. It's just that the at the same time is over a year, not over a day. George told me told me this while we

[11:22] YouTube https://youtu.be/1dOAbkPE0vg?t=675 || How To Stop Being Anxious About Your Goals
were on mushrooms in Nashville. brilliant. So I'm there watching the hook. Got to got to get people in the door. I'm there. Fourth of July, George turned to me and he said, "General ambition gives you anxiety. Specific ambition gives you direction. There is nothing more anxietyinducing than I want to be

[11:44] YouTube https://youtu.be/1dOAbkPE0vg?t=697 || How To Stop Being Anxious About Your Goals
better and I don't know what at and I don't know how. Like just think about that for a second. Sort of embody that. I I it it's sort of a chasing. It's a lean in and it's it's tight and sort of your shoulders are up and there's a ringing in your ears and you have no idea. It's like a threat. You've heard a noise in the forest and

[12:02] YouTube https://youtu.be/1dOAbkPE0vg?t=715 || How To Stop Being Anxious About Your Goals
you have no idea where it's come from. Specific ambition gives you direction. And I think the concept of specific versus general ambition ladders up to bundled terms. I want this big thing, but I haven't broken that thing down into what I can actually do. Once you get specific into the actions, you don't

[12:18] YouTube https://youtu.be/1dOAbkPE0vg?t=731 || How To Stop Being Anxious About Your Goals
have a lot of anxiety because you can see what is required in order to get it. And so to circle the loop back on sadness, which is because some people who are listening to this may be sad. So this is for you to get out of sadness and I've been sad many times in my life. The thing that's helped me get out of it is realizing

[12:37] YouTube https://youtu.be/1dOAbkPE0vg?t=750 || How To Stop Being Anxious About Your Goals
that a perceived lack of options is what causes sadness. Not a lack of options, a perceived lack of options, which means that all I have to do is figure out what I need to do. And figuring it out becomes the option. And so then I have clarity on the one thing that I need to do to pull myself out of this moment of

[12:57] YouTube https://youtu.be/1dOAbkPE0vg?t=770 || How To Stop Being Anxious About Your Goals
sadness, which is, oh, I just have to figure out what to do. And that is how I get, at least for me, have gotten out of my Saturn periods. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling road map, which is

[13:14] YouTube https://youtu.be/1dOAbkPE0vg?t=787 || How To Stop Being Anxious About Your Goals
basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so, we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business

[13:28] YouTube https://youtu.be/1dOAbkPE0vg?t=801 || How To Stop Being Anxious About Your Goals
information, it'll tell you where you're at. And the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so, no matter what you're struggling with, someone else has already struggled with

[13:42] YouTube https://youtu.be/1dOAbkPE0vg?t=815 || How To Stop Being Anxious About Your Goals
it and solved it. And so, I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a

[13:55] YouTube https://youtu.be/1dOAbkPE0vg?t=828 || How To Stop Being Anxious About Your Goals
call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: Champions Interpret Anxiety as Excitement
URL: https://youtu.be/1judnbflO6w
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset

[0:00] YouTube https://youtu.be/1judnbflO6w?t=0 || Champions Interpret Anxiety as Excitement
Things are not what they are. Things are what we think they are. For instance, you're doing a hard workout which gives you a signature feeling. You're laid on the floor, panting, heart rate at 180, sweating from everywhere with the taste of metal in your mouth. This is oddly enjoyable, but if this exact same

[0:16] YouTube https://youtu.be/1judnbflO6w?t=9 || Champions Interpret Anxiety as Excitement
sensation was to spontaneously occur in your car while sat in traffic, you'd call an ambulance for fear that you're having a heart attack. Framing is everything. Rory Sutherland says, "Sometimes you just want to stand in the corner and stare out of the window. The problem is when you're not smoking and

[0:32] YouTube https://youtu.be/1judnbflO6w?t=25 || Champions Interpret Anxiety as Excitement
staring out of the window, you're an antisocial, friendless idiot. If you stand and stare out of the window with a cigarette, you're a philosopher. The power of reframing things cannot be overstated. It's significantly easier to find a way to reframe your experiences as enjoyable while you improve them rather than waiting for them to be done before you give yourself license to be

[0:53] YouTube https://youtu.be/1judnbflO6w?t=46 || Champions Interpret Anxiety as Excitement
happy. So, a friend of mine, she's a a very very successful therapist. Uh, and she always asks her patients when they come to her and say some terrible thing happened, she said, "What would it take for this to be amazing?" And so, for example, Ladycom says, "We're getting a divorce." And she says, "So, what would it take for this to be amazing?" And so it just completely shifts the reality of like, okay, how could this be an amazing thing that could happen to me? And this is relevant

[1:17] YouTube https://youtu.be/1judnbflO6w?t=70 || Champions Interpret Anxiety as Excitement
for me shifting gears because I we just had a big try out inside of our company for a presentation slot that we have an event. So we had a bunch of the leaders in the company like the hunger games. Yeah, we put a cash prize. Fight to the death pitchforks. We did. No, we put a big cash prize out there. Oh yeah, I totally did that.

[1:34] YouTube https://youtu.be/1judnbflO6w?t=87 || Champions Interpret Anxiety as Excitement
I I told her I was like, I'll have no no expression just in a toga. Yeah, exactly. And um and I could tell that some of them were nervous and I thought about this because you know I speak a fair amount and I don't get a lot of nerves in general and I have a whole bunch of thoughts on that but um the most basic one is that if you're still feeling anxiety which many of them

[1:54] YouTube https://youtu.be/1judnbflO6w?t=107 || Champions Interpret Anxiety as Excitement
were like hey I'm so nervous or hey I have a lot of anxiety before going up. I thought about it and champions just interpret anxiety as excitement and if you're excited to go up then you're like I'm amped versus I'm stressed but it feels the same but the way you frame it totally changes how you feel when you're stepping on stage. Um but my two cents of if you are feeling lots of anxiety it

[2:17] YouTube https://youtu.be/1judnbflO6w?t=130 || Champions Interpret Anxiety as Excitement
means you need to practice more. That's just my two cents and that comes for everything whether it's to have a meeting or give a presentation or write an email or do a book like if you feel nervous before you release it then you probably didn't work on it enough. And I think the reality is that most people to get not anxious about whatever they're

[2:34] YouTube https://youtu.be/1judnbflO6w?t=147 || Champions Interpret Anxiety as Excitement
doing you have to do it so many times that by the last time you're doing it you're bored of it. Like you don't even want to see the thing again. When you're sick of it is the point where you'll have no adrenal response to the stimulus because you've seen it so many times. You could do it in your sleep because you hate it at this point. And then when you get up, you're like, "Oh my god, let's just do this because I'm I can

[2:56] YouTube https://youtu.be/1judnbflO6w?t=169 || Champions Interpret Anxiety as Excitement
breathe this thing over with." Yeah. Real quick, if you were a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went

[3:12] YouTube https://youtu.be/1judnbflO6w?t=185 || Champions Interpret Anxiety as Excitement
through and more importantly, where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT,

[3:29] YouTube https://youtu.be/1judnbflO6w?t=202 || Champions Interpret Anxiety as Excitement
human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconrain the business and you're trying

[3:45] YouTube https://youtu.be/1judnbflO6w?t=218 || Champions Interpret Anxiety as Excitement
to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: Use Your Shame to Build Your Empire
URL: https://youtu.be/1vHTG2WEoYc
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, productivity

[0:00] YouTube https://youtu.be/1vHTG2WEoYc?t=0 || Use Your Shame to Build Your Empire
There is a lot of judgment online about how people choose to work, what fuels them, which fundamentally is it reward or punishment. Are they are they going away from an aversive stimulation towards, you know, a positive one? The answer in my opinion doesn't matter. And what I mean by that is I think the

[0:22] YouTube https://youtu.be/1vHTG2WEoYc?t=15 || Use Your Shame to Build Your Empire
first rule of all entrepreneurship is use what you have because that's not going to change. Today you have what you have. Those are the only resources you have available to you. You must become more resourceful. And that means that if you have shame and people tell you shame is bad, in what world could shame be good? If

[0:42] YouTube https://youtu.be/1vHTG2WEoYc?t=35 || Use Your Shame to Build Your Empire
the shame you have creates this amazingly positive thing in your life, was it bad? If your dad not hugging you enough created the catalyst for you to go to the gym and live 20 years longer because you work out regularly, was it bad? Do we need to label it at all? All we know is that it happened and so what?

[1:00] YouTube https://youtu.be/1vHTG2WEoYc?t=53 || Use Your Shame to Build Your Empire
There are these actions that increase the likelihood that you get what you want. Whether you do them because you had some negative thing or because you're going towards some positive thing. I think for the vast majority of people is narrative. They only they'd create the story. If I said, "Hey, why did you do this thing?" We are trained

[1:18] YouTube https://youtu.be/1vHTG2WEoYc?t=71 || Use Your Shame to Build Your Empire
to give an answer. But that answer may have zero grounding in the truth. Not because you lie, but because you have no idea. Because most people don't know why they do what they do. They just do it and then they ascribe a reason afterwards. We know that it's mostly BS and you're not going to have a double

[1:33] YouTube https://youtu.be/1vHTG2WEoYc?t=86 || Use Your Shame to Build Your Empire
blind controlled placebo study on your life to be able to determine what the true root cause of was this the dependent variable. If you're not going to be able to do that anyways, who cares? Use whatever you've got to get whatever you want. Give you a behavioral, you know, thing for this is like you might be going through

[1:49] YouTube https://youtu.be/1vHTG2WEoYc?t=102 || Use Your Shame to Build Your Empire
something difficult or a hard season or a bad day or a bad moment, right? And I've heard this saying and it drives me absolutely bananas, which is that bad things come in threes. Anyone heard this before? Right. I so wholeheartedly disagree, but I will explain why I believe that saying is a saying. Bad

[2:02] YouTube https://youtu.be/1vHTG2WEoYc?t=115 || Use Your Shame to Build Your Empire
things do not come in threes. Bad things occur. People do not know how to cope. They allow one bad thing to snowball into more bad things. And bad stuff sucks. And the only thing worse than letting one bad thing be a bad thing is to let one bad thing ruin many good things. If you think about a bad thing

[2:19] YouTube https://youtu.be/1vHTG2WEoYc?t=132 || Use Your Shame to Build Your Empire
as a cancer, it's like, well, we want to isolate that cancer as fast as possible and not let that cancer of you losing your job affect your marriage and then let you affecting your marriage affect how you're, you know, a parent and let, you know, how you're a parent affect how you were going to pursue this new

[2:32] YouTube https://youtu.be/1vHTG2WEoYc?t=145 || Use Your Shame to Build Your Empire
endeavor. People just basically give themselves an excuse for misbehaving. I had a bad day, therefore, I now have a legitimate excuse for being a bad husband or not being nice to my wife. They use it as an excuse to not exercise self-control. And that is when things snowball. This is why resilience is so

[2:50] YouTube https://youtu.be/1vHTG2WEoYc?t=163 || Use Your Shame to Build Your Empire
important. Can something bad happen and I recover before I talk to somebody else. When things get bad, it looks like this. Something bad happens, something else bad happens, something else bad happens, and it keeps going down until eventually everyone in your life that is good has removed themselves. And then

[3:06] YouTube https://youtu.be/1vHTG2WEoYc?t=179 || Use Your Shame to Build Your Empire
you slowly recover or you don't recover at all. And you've seen these people. He lost his job. He gained weight and man, he's just never been the same.


VIDEO
TITLE: I Put On 20 Pounds of Muscle During My Worst Year
URL: https://youtu.be/24tqnT9lkaA
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, productivity, wealth

[0:00] YouTube https://youtu.be/24tqnT9lkaA?t=0 || I Put On 20 Pounds of Muscle During My Worst Year
The problem is to achieve the highest levels, you have to give up proportional amounts of the things you hope the achievements would get you. Yeah. What's that? I'll give a micro example of a sacrifice that I've chosen to reverse, which is that I love training. I love working out. I've been I've been doing it. It was it was my first love. The first

[0:20] YouTube https://youtu.be/24tqnT9lkaA?t=13 || I Put On 20 Pounds of Muscle During My Worst Year
thing I ever liked, like really got obsessed with. And over probably the last, you know, however many years, I still obviously trained. I was still, you know, in shape, but my training was, you know, sometimes two days a week, sometimes three days a week. It would be, you know, 60 minutes, maybe 90 if I

[0:35] YouTube https://youtu.be/24tqnT9lkaA?t=28 || I Put On 20 Pounds of Muscle During My Worst Year
got lucky. Um, and I had this realization, it was during this year, 2025, where I was like, you know, I have all this money and I can do whatever I want. And I was like, and I can't even have my workout be as long as I want it to be. And so I basically made a rule for myself that I will not work out if I am rushed. That's the deal. And so I will work out for as long as it takes to work out and that's that.

[1:00] YouTube https://youtu.be/24tqnT9lkaA?t=53 || I Put On 20 Pounds of Muscle During My Worst Year
1 minute And so that means that if my workout takes two hours or takes two and a half hours or I'm with a friend and it takes three hours because we're just like talking between sets and having a great time, there are three things in this world that bring me joy. Working out with somebody that I like, eating food with somebody that I like ideally after I worked out and writing. The three

[1:16] YouTube https://youtu.be/24tqnT9lkaA?t=69 || I Put On 20 Pounds of Muscle During My Worst Year
things that bring me the most joy in life. And I was like, why am I sacrificing one of the only three things in this world that I know that I enjoy to get something that I hoped would buy me the freedom to work out as much as I wanted whenever I wanted. And so what are the things that I put on the altar of the success? What are the things that I sacrificed for this this god of achievement? And I was like, this one I'm not willing to sacrifice anymore.

[1:39] YouTube https://youtu.be/24tqnT9lkaA?t=92 || I Put On 20 Pounds of Muscle During My Worst Year
And so I think part of the reason that like has been a life a lifeboat for me or a life raft while this kind of worst season has happened is like I've put on like 20 pounds of muscle so far this year because I've been able to like I've been using that as a really wonderful outlet and I was like man and I'm

[1:56] YouTube https://youtu.be/24tqnT9lkaA?t=109 || I Put On 20 Pounds of Muscle During My Worst Year
focusing more on this like my training partner every day I'm like dude thank you for doing this with me like this is this is awesome like this is great like my I've won the day like if I did nothing else I get to the end of the day and I'm like I crushed this workout and that was and that's enough.


VIDEO
TITLE: You’re In Control of How Hard Work Feels
URL: https://youtu.be/2D77qLcN9Fk
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, productivity

[0:00] YouTube https://youtu.be/2D77qLcN9Fk?t=0 || You’re In Control of How Hard Work Feels
If you can be in a bad mood for no reason, you might as well be in a good mood for no reason. If it's not going to change your life, it shouldn't change your mood. If the cost is peace of mind, don't buy it. Yeah. If you can be in a bad mood for no reason, then you can be in a good mood for no reason. Which means that if you

[0:19] YouTube https://youtu.be/2D77qLcN9Fk?t=12 || You’re In Control of How Hard Work Feels
can do something that's amazing and still have a day, it means you can do something that sucks and have a good day. Which means the entire excuse around I don't want to do all these hard things because as a proxy it makes my mood sad is ridiculous because it means that we are ultimately in control of how

[0:39] YouTube https://youtu.be/2D77qLcN9Fk?t=32 || You’re In Control of How Hard Work Feels
we want to perceive the work that we do. And so I think that is ultimately the most freeing thing that you can do in terms of how you can equip yourself to get through those harder periods. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift.

[0:53] YouTube https://youtu.be/2D77qLcN9Fk?t=46 || You’re In Control of How Hard Work Feels
So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it in these 10 stages and we

[1:08] YouTube https://youtu.be/2D77qLcN9Fk?t=61 || You’re In Control of How Hard Work Feels
made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of the functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no

[1:21] YouTube https://youtu.be/2D77qLcN9Fk?t=74 || You’re In Control of How Hard Work Feels
matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconrain the business and you're trying

[1:34] YouTube https://youtu.be/2D77qLcN9Fk?t=87 || You’re In Control of How Hard Work Feels
to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help. And if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: The Difference Between an Owner and a CEO
URL: https://youtu.be/2TtFI3OMWAI
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, scaling, niche

[0:00] YouTube https://youtu.be/2TtFI3OMWAI?t=0 || The Difference Between an Owner and a CEO
Entrepreneurship is far more a war of the heart than it is a war of the mind. Like we can understand what we should do, we just don't do it. And I think that's why um we are so much better at giving advice than we are at following it. So most people if they just followed their own advice, they'd be successful,

[0:16] YouTube https://youtu.be/2TtFI3OMWAI?t=9 || The Difference Between an Owner and a CEO
right? And so um with this kind of valley of despair, I call it um niche slapping. is like, "Don't make me nitlap you." Which is like when you have three things going on, it's like, "Let me like slap you into just picking one." Because the thing is is that any of them can work, but none of them will work unless you

[0:36] YouTube https://youtu.be/2TtFI3OMWAI?t=29 || The Difference Between an Owner and a CEO
pick only one. Because it's actually, in my opinion, an exercise in arrogance to assume that you doing three things is somehow going to beat somebody who's doing one. And I can promise you, the competitor who is going to beat you is only doing that one thing. and you think a third of your time is going to be there. No, it's not

[0:55] YouTube https://youtu.be/2TtFI3OMWAI?t=48 || The Difference Between an Owner and a CEO
going to I think it's arrogant. And so there's actually like an under there's like an underpinning of ego underneath of this. And I say this as somebody who did this. So like when I had the launch business, I also had my six gyms. I also had a chiropractor agency and I also had a dental agency. And so I would

[1:10] YouTube https://youtu.be/2TtFI3OMWAI?t=63 || The Difference Between an Owner and a CEO
introduce myself and like oh I own lots of companies. But I think one of the biggest misconceptions when you're an entrepreneur is not understanding the difference between being an owner and being the CEO. And so they might hear that you have a portfolio. might hear that I have a portfolio and be like,

[1:22] YouTube https://youtu.be/2TtFI3OMWAI?t=75 || The Difference Between an Owner and a CEO
"Okay, well, they have a portfolio, so I must model that. That guy's tall. I should play basketball." Doesn't work that way, right? I should be, so if I want to be rich, I should fly private. Doesn't work that way, right? Um it's conflating order. And so we must do these things in order uh to get the outcome. We have to concentrate

[1:41] YouTube https://youtu.be/2TtFI3OMWAI?t=94 || The Difference Between an Owner and a CEO
on only one thing in order to get the outsized return. and that spreading of attention, especially when you're newer in the entrepreneurial career, it's like you already don't know so many things. How do you now want to have three sets of unknowns that you want to try and conquer at the same time? And the the fallacy of thinking is

[1:59] YouTube https://youtu.be/2TtFI3OMWAI?t=112 || The Difference Between an Owner and a CEO
that I'm going to try all of them and see which one works, but none of them will work because you're waiting to see which one will work. because you can force in my opinion you can force one thing to work provided like I'm just I'm going to just assume basics like you're selling you're not selling $5 bills for $4 like you

[2:18] YouTube https://youtu.be/2TtFI3OMWAI?t=131 || The Difference Between an Owner and a CEO
know the normal economics of a business like if if if if a real estate business exists there are other people are making money there are hair salon businesses where people are making money there are lawnmowing business where people are making money you can make money in all of them you just can't make money in all

[2:30] YouTube https://youtu.be/2TtFI3OMWAI?t=143 || The Difference Between an Owner and a CEO
of them yeah yeah at the same and it it's when you walked in today and you sat down on the chair I said like what's going on with you professionally I remember what you said you said more of the same and better, which clearly comes from your wisdom, my my infinite wisdom, right? Well, it's just from from from from suffering. Um the

[2:48] YouTube https://youtu.be/2TtFI3OMWAI?t=161 || The Difference Between an Owner and a CEO
the the woes of this. Like the biggest entrepreneurial mistakes I've made in my career have all come from splitting my attention. Every one of them. Like every single one of them. Like I talked about how I had the e-commerce business that I bolted onto my to my licensing company. I should not have done that. As soon as I did that,

[3:06] YouTube https://youtu.be/2TtFI3OMWAI?t=179 || The Difference Between an Owner and a CEO
my my revenue started slowing down in its growth. Why did you? Because I was add like I just I was like, "Oh my, I don't want to leave money on the table." And I want to I want to be so violent about this. You are always going to leave money on the table. That is the result of focus. But you're you're leaving a small amount of

[3:26] YouTube https://youtu.be/2TtFI3OMWAI?t=199 || The Difference Between an Owner and a CEO
money on the table to pursue the much larger money that's on another table of just sticking with the thing that you're on right now. Because compounding, if I were to show a chart here, it's like if you're at year three of your thing and you want to think about moving to year zero of a new thing, you have to compare

[3:43] YouTube https://youtu.be/2TtFI3OMWAI?t=216 || The Difference Between an Owner and a CEO
maybe year zero of a new thing grows faster, but it has to grow faster than year 3 to four of the thing that you're on right now. And I think that's that people will compare year 0 to year zero, but not year four to year zero. And the thing is is you actually we have a linear life. And so we that is it's an unfair but

[4:02] YouTube https://youtu.be/2TtFI3OMWAI?t=235 || The Difference Between an Owner and a CEO
true comparison of the opportunity cost. And every exceptionally um successful entrepreneur that I know has just stuck with one thing for such an inordinate amount of time. And I think there's a quote by um I want to say Shane Parish, but he said um success is doing the obvious thing for an extraordinary

[4:21] YouTube https://youtu.be/2TtFI3OMWAI?t=254 || The Difference Between an Owner and a CEO
period of time without believing that you're smarter than you are. Yeah. And it's just like you we we know what we need to do. And comp so we don't need to make our lives more complex. Complexity will come with scale. I promise. And so just simply trying to do more of what you're already doing well is already hard enough. Don't

[4:43] YouTube https://youtu.be/2TtFI3OMWAI?t=276 || The Difference Between an Owner and a CEO
add anything else. And so like if you need to write some sort of commitment of like I'm just going to stick with this, then do that. But the what happens is when we were talking about the levels earlier about like beating the bosses. So what happens is you know how to beat boss one through three of of the game. And so then you

[5:05] YouTube https://youtu.be/2TtFI3OMWAI?t=298 || The Difference Between an Owner and a CEO
just say, "Okay, well I'm just going to start the game over and beat boss I mean this is this time it's going to be different." But then you just get to level three again and then you're stuck again. And so people just keep getting up to level three and new and new and and new endeavors over and over again

[5:19] YouTube https://youtu.be/2TtFI3OMWAI?t=312 || The Difference Between an Owner and a CEO
because they never learn how to get past that boss. And so you just have to confront the uncertainty of knowing that you don't know how to do it, but that you will figure it out if you keep doing enough repetitions. And that's where you talk to as many people as you can. You see what they said, you consolidate it

[5:36] YouTube https://youtu.be/2TtFI3OMWAI?t=329 || The Difference Between an Owner and a CEO
all. You say, "I think this is the highest likely path. It might not work." But I do believe fundamentally that if we cut people's hair well and we do it for a long period of time, we will have a thriving business. And if we have a really good model from that thing, we might be able to open up another

[5:48] YouTube https://youtu.be/2TtFI3OMWAI?t=341 || The Difference Between an Owner and a CEO
location. And if we keep our cost down, we might be able to have an actual model that we could either invest our own capital or bring somebody else and take it national, right? Like all of these like I have yet to find a business that can't get to $100 million a year that has a permutation of it that exists.

[6:04] YouTube https://youtu.be/2TtFI3OMWAI?t=357 || The Difference Between an Owner and a CEO
You're a dry cleaner. Fine. Well, cool. we'll build the model and either we can license the model, we can franchise the model out, we can get outside investors, we can scale it nationally, we can do it. But the crazy goals are only crazy because people have crazy timelines. They're actually very sane goals if you

[6:17] YouTube https://youtu.be/2TtFI3OMWAI?t=370 || The Difference Between an Owner and a CEO
extend the timeline out. If you have a a true 10-year goal or true 20-year goal, almost anything is accomplishable. I mean, almost every multi-billion dollar company is about, you know, they get it's usually between like year six and 10 when companies get to kind of like those big numbers. And most people who

[6:33] YouTube https://youtu.be/2TtFI3OMWAI?t=386 || The Difference Between an Owner and a CEO
are listening to this are 5 years into entrepreneurship, but you're 6 months into the thing that you've been working on right now. And you keep restarting the clock for getting to year 10 every time you start over. And I think that's the part that it took me a very long time to figure out. And I think it takes

[6:47] YouTube https://youtu.be/2TtFI3OMWAI?t=400 || The Difference Between an Owner and a CEO
a lot of entrepreneurs like everyone messes around with a lot of stuff in the beginning because you just don't know what you're doing. And so in my experience, it takes about five years for most entrepreneurs that I know to just like find something that works. Like I'm like takes about 5 years to figure out which way is

[7:03] YouTube https://youtu.be/2TtFI3OMWAI?t=416 || The Difference Between an Owner and a CEO
north. Yeah. Yeah. And then it takes like another five years and a lot of people that's it. Like they they restart they they they go off crash and burn. Um and it takes another 5 years to build something that can can create generational wealth. So it's about a 10ear slug. And here's the really hard truth about it. If you have a job right

[7:22] YouTube https://youtu.be/2TtFI3OMWAI?t=435 || The Difference Between an Owner and a CEO
now, for almost all of that five years, you quit your job because you don't want to work as hard as you are and you want to make more money. And as soon as you quit, you will realize that you are now going to work way harder than you were and you're going to make less money for an extended period of time. The one

[7:39] YouTube https://youtu.be/2TtFI3OMWAI?t=452 || The Difference Between an Owner and a CEO
benefit is that you get to claim all responsibility for how little you make and how much you work because you're like, "My boss is an idiot and it's me." But it's the truth. And I think that in some ways having that um optimistic ignorance is actually one of the really redeeming traits of entrepreneurs. And

[7:59] YouTube https://youtu.be/2TtFI3OMWAI?t=472 || The Difference Between an Owner and a CEO
one of the really hard parts is that the biggest jump you have to make gets so immediately reinforced from the freedom you have from being able to, you know, chart your own path. But that big success of quitting one thing and starting another, you need to immediately forget. And I think that fundamentally that is why so many

[8:23] YouTube https://youtu.be/2TtFI3OMWAI?t=496 || The Difference Between an Owner and a CEO
entrepreneurs keep doing it is because the first time you do it, it's the biggest rush ever. You quit your job, you do the business, and and you get some some first traction. And that that first dollar that you make when the new business, it's like the best dollar ever, right? But it's such a strong

[8:39] YouTube https://youtu.be/2TtFI3OMWAI?t=512 || The Difference Between an Owner and a CEO
reinforcer that what does it reinforce? It reinforces stopping what you're doing and starting something else. And so I think one of the fundamental errors of entrepreneurship is that sometimes the jumping ship to start this thing is the lesson that you need to immediately unlearn because after that you have to

[8:56] YouTube https://youtu.be/2TtFI3OMWAI?t=529 || The Difference Between an Owner and a CEO
just stick with it for a very long period of time. Real quick I'm going to show you the exact 10stage road map from zero to 100 million plus that less than 1% of companies finish. I've now done multiple times and so I can say with a lot of confidence that these are the stages as headcount increases that you

[9:12] YouTube https://youtu.be/2TtFI3OMWAI?t=545 || The Difference Between an Owner and a CEO
need to get through and I broke each of these down by eight different functions of the business what the constraint feels like what are the symptoms of it when you're going through it and then what steps we actually took to graduate and we've done this across software physical products uh service businesses

[9:26] YouTube https://youtu.be/2TtFI3OMWAI?t=559 || The Difference Between an Owner and a CEO
brickandmortar all of this and it works and it's my gift to you it's absolutely free and so the link's in the description but you just go acquisition.com/roadmap just enter your info and it'll spit it back to you offering.


VIDEO
TITLE: The Mental Trick Michael Jordan Used to Win
URL: https://youtu.be/2aUhv-GLnpk
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset

[0:00] YouTube https://youtu.be/2aUhv-GLnpk?t=0 || The Mental Trick Michael Jordan Used to Win
I know you hate the word manifestation. Hate it. Yeah. Well, the word I've But if I was to re if I was to refact and I agree with you just for the record. If I was to repackage it into visualization. Sure. And also comma and also bring up the fact that Michael Phelps visualizes, Michael Jordan visualizes. People that have

[0:22] YouTube https://youtu.be/2aUhv-GLnpk?t=15 || The Mental Trick Michael Jordan Used to Win
accomplished great things use this tool of visualization. Is there room for visualization? So I think visualization and manifestation are different. So we I would have to define the terms, right? So like um and I've had a really tough time. So I've I've probably gotten in a handful of uh heated heated discussions

[0:40] YouTube https://youtu.be/2aUhv-GLnpk?t=33 || The Mental Trick Michael Jordan Used to Win
about this, but I've yet to have anyone clearly define manifest manifestation for me, which is why I like manifestation to me, as I define it, is a word that people say to other people that gets them to nod and give them approval for saying the word. And so and not and also not take the action that is required to actually get there.

[0:58] YouTube https://youtu.be/2aUhv-GLnpk?t=51 || The Mental Trick Michael Jordan Used to Win
And that's and that's and now some people then go to well you have to change things in your mind before they you know occur in reality and then I would just say like how do you know that and what what can we observe right and so I just focus on the observable world and I pretty much ignore everything else

[1:14] YouTube https://youtu.be/2aUhv-GLnpk?t=67 || The Mental Trick Michael Jordan Used to Win
and it's been one of the most useful razors for honestly predicting reality much more accurately. It's like evidence based versus 100%. Yeah, of course. And and where does visualization obviously you could probably run a scientific experiment but it's not very evidence-based. Is there So that's a tough one because um I I um I do think that there's a decent amount

[1:35] YouTube https://youtu.be/2aUhv-GLnpk?t=88 || The Mental Trick Michael Jordan Used to Win
of evidence that like you can like like if you practice free throws in your mind for like you do it. Yeah. There was a real study on that. Yeah. And your your percentages go up. Yeah. Um, and by by like almost more than if you just do like it's and when you pair them it gets it gets crazy. And the visualization exercise I think is really interesting especially for like athletes because you have no joint wear and tear and so it's risk-free upside. So So

[2:01] YouTube https://youtu.be/2aUhv-GLnpk?t=114 || The Mental Trick Michael Jordan Used to Win
again, I'm I'm all for that. Now me telling someone, hey, you have to visualize how do I know they did it? Like, so this is where I get into like I just try to focus on the things that I can see. And I'm I'm trying to think like in what in what context would I say visualization is the thing that I would tell someone to do

[2:27] YouTube https://youtu.be/2aUhv-GLnpk?t=140 || The Mental Trick Michael Jordan Used to Win
because they're not going to change reality until they interact with reality. And so that's why I just focus on that. So like, did visualization help people? Sure. and they still had to pick up the basketball and they still had to go do free throws, too. And so, I think that's the that's the the yin and yang of it.

[2:45] YouTube https://youtu.be/2aUhv-GLnpk?t=158 || The Mental Trick Michael Jordan Used to Win
But for me, I just focus purely on what we can see. And I think it makes conversation so much easier. And um I do owe a disproportionate amount of I think the accolades that I receive um from content and whatnot. Um because I exclusively focus on that. And so people say things like, "Man, your content is so digestible. It's so easy to understand. It's because I just eliminate everything that is not observable and then it becomes very

[3:11] YouTube https://youtu.be/2aUhv-GLnpk?t=184 || The Mental Trick Michael Jordan Used to Win
clear and that I mean that's the thing is just repeatable and people use words people use words that other people don't understand. People use words that they themselves don't understand and so it's like if we can't even define the terms that we're talking about what are we doing? We're just making noise at each other and then one person nods, the other

[3:25] YouTube https://youtu.be/2aUhv-GLnpk?t=198 || The Mental Trick Michael Jordan Used to Win
person nods. Neither person knows what they're talking about but they've been rewarded for nodding and talking and making noise at one another for a long time in their lives. And so they keep doing it and that's fine. But it doesn't really change behavior. And so I'm very obsessed with what changes behavior because if I change behavior then I change what happens in reality and that has a high predictive function.

[3:40] YouTube https://youtu.be/2aUhv-GLnpk?t=213 || The Mental Trick Michael Jordan Used to Win
Real quick,


VIDEO
TITLE: The Best Entrepreneurs Do These 2 Things Better
URL: https://youtu.be/2iqDp4RXRYI
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, scaling

[0:00] YouTube https://youtu.be/2iqDp4RXRYI?t=0 || The Best Entrepreneurs Do These 2 Things Better
It is very easy to Monday morning quarterback and to armchair be like, "Oh, of course, you know, just like just make the food better." It's like it's very obvious to say that, but when you're running the actual business and like inventory is going bad and you have to, you know, pick between organic and

[0:15] YouTube https://youtu.be/2iqDp4RXRYI?t=8 || The Best Entrepreneurs Do These 2 Things Better
and whatever chicken and you've got one staff member who's hitting on somebody else and you're debating whether you should get in, you know, interfere so that they don't create a relationship, but at the same time, it's like you don't want to, you know, overstep your bounds as a boss and you've got rent due

[0:29] YouTube https://youtu.be/2iqDp4RXRYI?t=22 || The Best Entrepreneurs Do These 2 Things Better
and you got payroll due and you got marketing dollars and you got leads you got to work. It's like it's a lot of man. It's very easy to say this and just be like, "Oh, yeah. uh just just you know XYZ. It's like no it's like we the big thing is this. The best entrepreneurs are allocators of resources. It means

[0:47] YouTube https://youtu.be/2iqDp4RXRYI?t=40 || The Best Entrepreneurs Do These 2 Things Better
they get more for what they put in which means they do two things better than other people. They're better at curating opportunities and then once they curate, which means they see the opportunities, they then prioritize what they see. Most people can't do either. Some people can do one. Very rare for people to do two

[1:03] YouTube https://youtu.be/2iqDp4RXRYI?t=56 || The Best Entrepreneurs Do These 2 Things Better
both. And so I would say an example of somebody who can do level one of strategy is, hey, here's six things. Which one do you think is more important? They're going to be like, I mean, some people get that wrong, but decent people will be like, well, I think that's more important than that. And then they'll be right. But the best

[1:17] YouTube https://youtu.be/2iqDp4RXRYI?t=70 || The Best Entrepreneurs Do These 2 Things Better
entrepreneurs are like, oh, but did you see option door number three that you didn't think about? That's a 10x. That is the basis of strategy. So if you've ever heard the term strategy, it's the curation and prioritization of opportunities with the limited resources you have to deploy. That is what it

[1:32] YouTube https://youtu.be/2iqDp4RXRYI?t=85 || The Best Entrepreneurs Do These 2 Things Better
means. If you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went

[1:46] YouTube https://youtu.be/2iqDp4RXRYI?t=99 || The Best Entrepreneurs Do These 2 Things Better
through and more importantly where they got stuck and how they got past it. And so we broke it in these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the

[1:59] YouTube https://youtu.be/2iqDp4RXRYI?t=112 || The Best Entrepreneurs Do These 2 Things Better
business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. free. You can go to acquisition.com/roadmap,

[2:13] YouTube https://youtu.be/2iqDp4RXRYI?t=126 || The Best Entrepreneurs Do These 2 Things Better
plug in your business information, and if you want us to actually help you deconrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas

[2:27] YouTube https://youtu.be/2iqDp4RXRYI?t=140 || The Best Entrepreneurs Do These 2 Things Better
and we'll do this in person live.


VIDEO
TITLE: Why I Was Trying to Prove My Father
URL: https://youtu.be/2zdUPuStNok
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, wealth

[0:00] YouTube https://youtu.be/2zdUPuStNok?t=0 || Why I Was Trying to Prove My Father
I I realized when I was about 28, right, um that I had been trying really hard to beat I mean, you'll notice a common theme with a lot of my stories, but I have one central person that I was trying to prove for a very long time, which was my father. Um and we're on good terms, by the way, because I always

[0:17] YouTube https://youtu.be/2zdUPuStNok?t=10 || Why I Was Trying to Prove My Father
get that question. But, uh this was after I left and he disapproved of my whole thing and for five years we didn't talk very much. And so he calls me up um to he says, "Hey, you're going to want to sit down for this." And I'm like, "Okay, what are you pregnant?" You know, um and so he says, "I'm sorry." And and I

[0:39] YouTube https://youtu.be/2zdUPuStNok?t=32 || Why I Was Trying to Prove My Father
was like, "For what?" And he was like, "For everything." Right? Now, mind you, like this is a Middle Eastern father born in Iran to a Middle to a Middle Eastern father there who was even more legit. Like when where my father was born, women weren't allowed to drive cars. Cars came with drivers with them

[0:55] YouTube https://youtu.be/2zdUPuStNok?t=48 || Why I Was Trying to Prove My Father
when you bought them. The driver came with the car. Like he was born in a very different world. Like fathers don't apologize to sons. It just it was it just wasn't that way. And I have a little bit more a little bit more awareness than I did then. And I can see that now. But for me, I was like, now you apologize. You know what I mean?

[1:14] YouTube https://youtu.be/2zdUPuStNok?t=67 || Why I Was Trying to Prove My Father
Um, and so rather than take it for the olive branch that it was, uh, I said, "I didn't care about your opinion 5 years ago when I left." And I was like, "And I don't care now." And he was like, "Well, we'll see how long your success lasts." And so, what could have been a really nice exchange ended up becoming pretty pretty ugly.

[1:34] YouTube https://youtu.be/2zdUPuStNok?t=87 || Why I Was Trying to Prove My Father
But the the main point there was that I wanted to in the beginning like make as much as my father, then it was make more than my father, and then it was make more than my father had ever made in his entire life. And once I had achieved that, I realized that as much as like it sounds terrible to say this, but like I

[1:48] YouTube https://youtu.be/2zdUPuStNok?t=101 || Why I Was Trying to Prove My Father
was trying to beat him at his game. And and this is pretty alive in a lot of a lot of Asian culture, same thing. Making money is a big, you know, like when my dad would introduce somebody, he'd be like, "This is so and so. He makes this much a year." Like it was just really clear like this is how much

[2:01] YouTube https://youtu.be/2zdUPuStNok?t=114 || Why I Was Trying to Prove My Father
status someone has. And so like it was really deep for me. Um, but it was only when I realized that I had won at his game that I realized I'd never even asked the question of like, what game am I trying to win? And I don't know how many people are actually trying to win at a game that they didn't even set the

[2:18] YouTube https://youtu.be/2zdUPuStNok?t=131 || Why I Was Trying to Prove My Father
rules up for so many when they're in it. And that's why I say like I think I was fortunate that I, you know, I hit a a really tough goal because my dad was is is a successful man um relatively early on. Um, but that that exchange and then think like and then reflecting back and feeling terrible about myself for like saying

[2:37] YouTube https://youtu.be/2zdUPuStNok?t=150 || Why I Was Trying to Prove My Father
what I said and then I was like I'm I did everything that I've done to this point to beat him, beat my father, the man who actually raised me, who tried to make me the best man I can. And when I think when I really start thinking about it, I'm like, I like who I am. He raised me. So, doesn't that mean that he might have

[2:56] YouTube https://youtu.be/2zdUPuStNok?t=169 || Why I Was Trying to Prove My Father
been the perfect father? And then that really messes with me. And so, yeah. So, go ahead. Well, it's just it's hard to think that the people you used to have contempt for or distaste or hatred or whatever shaped you in a way that you couldn't have been. And I often think about how the things I'm most proud of

[3:15] YouTube https://youtu.be/2zdUPuStNok?t=188 || Why I Was Trying to Prove My Father
in myself are the light side of something that I was so embarrassed about, so ashamed about. Um, you know, being an outcast as a kid meant that uh I love or I'm capable of being on my own way beyond how anybody else is. Yeah. So far beyond it. I I can work on my own in solitude for an endless amount of time. I I can

[3:42] YouTube https://youtu.be/2zdUPuStNok?t=215 || Why I Was Trying to Prove My Father
outwork anybody in solitude. Why? because I spent almost all of my time between the ages of six and 16 in my bedroom listening to audio tapes, right? Listening to audio books and like throwing like a tennis ball against the wall or like playing with my like Mighty Mouse from Mars or whatever they were called. What was it

[4:01] YouTube https://youtu.be/2zdUPuStNok?t=234 || Why I Was Trying to Prove My Father
called? Bike of ice from Mars. That was it. Um and that was what I did. Yeah. So, but I all of that discomfort and all of the challenges that I went through there are the thing one of the things that I'm so proud of myself for now. Okay. So, what if I look back and I said, "Well, all of the the um the bullying that I went through and the

[4:26] YouTube https://youtu.be/2zdUPuStNok?t=259 || Why I Was Trying to Prove My Father
challenges of feeling alone and being on the outside of social groups meant that I developed such attenuation and attention and focus and an ability to distill down what's happening socially, which is why I became one of the best club promoters in the UK for a decade and a half, right? Because for all of my school

[4:44] YouTube https://youtu.be/2zdUPuStNok?t=277 || Why I Was Trying to Prove My Father
life, I'd been obsessing over how Alex wears his tie. Maybe that's why he has friends and I don't have friends. Or the particular brand of shoes that he's wearing or the like he carries his bag on that shoulder and I carry carry mine on this shoulder because I couldn't deconstruct why I didn't have friends

[4:59] YouTube https://youtu.be/2zdUPuStNok?t=292 || Why I Was Trying to Prove My Father
and everybody else did. Right. Okay. So looking back, would I have rather had the friends and had the brother or sister and not develop this skill? I can't split test life. So, I don't know, right? But my life's ended up pretty good and I'm happy with it. So, I need to not only look back at that stuff as

[5:20] YouTube https://youtu.be/2zdUPuStNok?t=313 || Why I Was Trying to Prove My Father
something not to hate, but something to genuinely be thankful for. And that is frankly something I'm still working through. Well, yeah, it goes it goes back to the the first thing which is like the most traumatic events that happen in our life, you know, they happen for us, not to us. But when you expand the time

[5:41] YouTube https://youtu.be/2zdUPuStNok?t=334 || Why I Was Trying to Prove My Father
horizon, like those things, and to be fair, there are people who do have really crappy things happen to them and then it destroys them and then that's it. And then they're just done and that's all it is. Not everyone has like a moderate amount of childhood bullying and an only child with like parents that care about them

[5:55] YouTube https://youtu.be/2zdUPuStNok?t=348 || Why I Was Trying to Prove My Father
or whatever. Like because you were a child coping with the world with the coping skills of a child. I'm still largely that as an as an adult infant, right? And so, um, but I think that I mean the key the at least for me, you know, my my key takeaway from both both of these kind of stories is more that

[6:16] YouTube https://youtu.be/2zdUPuStNok?t=369 || Why I Was Trying to Prove My Father
all of the all of the the negative things that happen on the micro have the opportunity, if doubled down on, to be huge wins in the macro and sometimes in ways that just a micro win would never have the ability to be doubled down on and become a a capital W win in the macro. Real quick, if you're a business

[6:34] YouTube https://youtu.be/2zdUPuStNok?t=387 || Why I Was Trying to Prove My Father
owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they

[6:49] YouTube https://youtu.be/2zdUPuStNok?t=402 || Why I Was Trying to Prove My Father
got stuck and how they got past it. And so we broke it in these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing,

[7:02] YouTube https://youtu.be/2zdUPuStNok?t=415 || Why I Was Trying to Prove My Father
sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. free. You can go to acquisition.com/roadmap, plug in your business information, and

[7:16] YouTube https://youtu.be/2zdUPuStNok?t=429 || Why I Was Trying to Prove My Father
if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look into the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person

[7:30] YouTube https://youtu.be/2zdUPuStNok?t=443 || Why I Was Trying to Prove My Father
live.


VIDEO
TITLE: What is Confidence?
URL: https://youtu.be/36uQ-V9OgBg
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/36uQ-V9OgBg?t=0 || What is Confidence?
And if we think of confidence as the percentage likelihood what we think is going to happen will happen as a predictive metric, then in order to be more confident, we want to have more proof that what we think will happen will happen. And so the easiest way to do that is to do it a lot of times. And so it would be

[0:18] YouTube https://youtu.be/36uQ-V9OgBg?t=11 || What is Confidence?
reasonable to say that you're confident that it will go the way you want because it has gone the way you've wanted so many times in a row before. I've just realized I've never thought of this before. The fact that the word confidence as in how we describe it from a psychological perspective and confidence as in the interval level that

[0:34] YouTube https://youtu.be/36uQ-V9OgBg?t=27 || What is Confidence?
you have numerically are the same word. That's so funny. Operationalizing. What? How do you become confident? Do it enough times that you feel like it is unlikely that what you think should happen won't happen. My model of the world is accurate. I'm confident when I go up to girls. Well, you start going with girls and you

[0:57] YouTube https://youtu.be/36uQ-V9OgBg?t=50 || What is Confidence?
start tanking and then one out of 10 times it goes well and then you do it another 10 times and two out of 10 times goes well and then four out of 10 times and then eight out of 10 times and all of a sudden you're confident because you have a high degree of predictive power when you say it will go this way.

[1:10] YouTube https://youtu.be/36uQ-V9OgBg?t=63 || What is Confidence?
That's a such a good reframing of confidence. And the best part is you get to use the same word and you can boil it down to inputs. You just have to do more. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put together the $100 million scaling

[1:27] YouTube https://youtu.be/36uQ-V9OgBg?t=80 || What is Confidence?
roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it in these 10 stages and we made this little kind of quiz thing where if you put in

[1:41] YouTube https://youtu.be/36uQ-V9OgBg?t=94 || What is Confidence?
your business information, it'll tell you where you're at and the most important part for you, what to do for each of the functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and

[1:55] YouTube https://youtu.be/36uQ-V9OgBg?t=108 || What is Confidence?
solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will

[2:10] YouTube https://youtu.be/36uQ-V9OgBg?t=123 || What is Confidence?
look into the business, see if we can help. And if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: How to Win When Everything Takes Longer Than Expected
URL: https://youtu.be/391bllD_W8o
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, productivity

[0:00] YouTube https://youtu.be/391bllD_W8o?t=0 || How to Win When Everything Takes Longer Than Expected
It's always harder, takes longer, and costs more than you think it will. That is a reflection of poor expectations, not that that reality is bad. And so, it makes sense that it would be harder, take longer, and cost more because if it didn't, then everyone would have it and everyone had it, then it wouldn't be

[0:19] YouTube https://youtu.be/391bllD_W8o?t=12 || How to Win When Everything Takes Longer Than Expected
worthwhile. And so, literally, the difficulty of the task that you embark on is proportional to the reward that you ultimately get because you are the asset that you build more than the achievement. And so if it's hard, that's amazing because it will make you that much harder once you conquer it. And it

[0:34] YouTube https://youtu.be/391bllD_W8o?t=27 || How to Win When Everything Takes Longer Than Expected
will also make it harder for anybody else who wants to follow in your footsteps. And so the higher up the mountain you climb, the thinner the air gets. And the rarer the climber or explorer must be in order to get there. And so I don't know about you, but I would so much rather climb a mountain that so few people have been able to

[0:51] YouTube https://youtu.be/391bllD_W8o?t=44 || How to Win When Everything Takes Longer Than Expected
climb so that I can see a view that other people haven't seen. And so speaking of expectations, let me talk about the worst expectation of all, which is entitlement, which is the expectation of life or other people to give you something without earning it. And I think that this is is a is a virus in today's culture right now. And so

[1:09] YouTube https://youtu.be/391bllD_W8o?t=62 || How to Win When Everything Takes Longer Than Expected
there's the famous quote, hard times create strong men, strong men create good times, good times create weak men, and weak men create hard times. It makes sense that right now we have a lot of weak men because it's been pretty good times. The good news about that is that it's so easy to beat them. You just have

[1:29] YouTube https://youtu.be/391bllD_W8o?t=82 || How to Win When Everything Takes Longer Than Expected
to show up, be on time, prepare the night before, remembers people's names, actually follow up when you say you were going to, and try like you mean it rather than trying like you want to get credit for trying. And I see this is this this thing that's that that's pervasive right now is that people will

[1:48] YouTube https://youtu.be/391bllD_W8o?t=101 || How to Win When Everything Takes Longer Than Expected
comment or they'll DM me and they're like, "Hey, I'm trying really hard." As though I'm supposed to give them credit for trying. The world doesn't work that way. It gives you credit for achieving. And the reason that you want credit for trying is because you want it to cost less, take shorter time period, and be

[2:05] YouTube https://youtu.be/391bllD_W8o?t=118 || How to Win When Everything Takes Longer Than Expected
easier. And so if you restate your complaint about the difficulty as, "Oh, I have false expectations about the ease or the price tag of this goal," then all of a sudden you realize that the only real problem was that you expected it to cost less. It's like going to the store and being like, "Oh, I've got these

[2:23] YouTube https://youtu.be/391bllD_W8o?t=136 || How to Win When Everything Takes Longer Than Expected
Jordans that I really want to buy. I got $50. I'm so excited to buy them." You go to the store, it's and see that they're $300. At that point, you can just say, "Jordans aren't for me." Or you can say, "Oh, I will have to keep working and keep saving so that I can afford this." And so it's a lot about affording the

[2:39] YouTube https://youtu.be/391bllD_W8o?t=152 || How to Win When Everything Takes Longer Than Expected
goals that you want to achieve. And a lot of things that we have to spend in order to get them is the time and the rejection of not achieving what we want on the timeline we originally thought. Like what makes success hard is that the expectation that society puts because we only see the highlight reel. You

[2:56] YouTube https://youtu.be/391bllD_W8o?t=169 || How to Win When Everything Takes Longer Than Expected
actually only see people after they finish the race. People think success is like watching a marathon, not running a marathon. When you watch a marathon, you look at the beginning and you look at the end. It only takes you a couple of seconds to see both of those. But running a marathon is four, five, six

[3:13] YouTube https://youtu.be/391bllD_W8o?t=186 || How to Win When Everything Takes Longer Than Expected
straight hours of breathing heavy, wondering when it's going to end, counting, starting to play games in your mind of like, okay, I'm I'm twothirds of the way there. I'm two two more quarters of that. I'm only one of the of 1/8 of the way there. And you keep doing this to play tricks on your mind to keep

[3:29] YouTube https://youtu.be/391bllD_W8o?t=202 || How to Win When Everything Takes Longer Than Expected
going. But the thing is is that in a mile marker race, it's very clear to know how you're going to get to the finish line and how long it's going to take. The only difference with success is that you just have to keep running and you don't know where the finish line is. And people will only cheer you on at

[3:42] YouTube https://youtu.be/391bllD_W8o?t=215 || How to Win When Everything Takes Longer Than Expected
that finish line that they don't know where it is either. Which means you have to get used to running alone. And so the difficulty is you have to start running and you have to keep running, but you just don't know whether you're running for a mile or 300. And so this is where the pacing is important. So a lot of

[3:59] YouTube https://youtu.be/391bllD_W8o?t=232 || How to Win When Everything Takes Longer Than Expected
people will run really hard. They'll they'll think because they only saw the beginning of the marathon on TV and the finish of the marathon on TV that they can just sprint because both of those clips only lasted a couple of seconds. So, they start their marathon of success of whatever it is they're going after by

[4:16] YouTube https://youtu.be/391bllD_W8o?t=249 || How to Win When Everything Takes Longer Than Expected
sprinting as hard as they can and then they realize that there's no one around and there's just a bunch of open road ahead of them and they're like, "How long is this going to take?" And that's when reality sets in. And so, I make these videos to say that a lot of times it's going to take longer. Real quick,

[4:32] YouTube https://youtu.be/391bllD_W8o?t=265 || How to Win When Everything Takes Longer Than Expected
if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and

[4:47] YouTube https://youtu.be/391bllD_W8o?t=280 || How to Win When Everything Takes Longer Than Expected
more importantly where they got stuck and how they got past it. And so we broke it in these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of the functions of the

[4:59] YouTube https://youtu.be/391bllD_W8o?t=292 || How to Win When Everything Takes Longer Than Expected
business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap,

[5:13] YouTube https://youtu.be/391bllD_W8o?t=306 || How to Win When Everything Takes Longer Than Expected
plug in your business information, and if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look into the business, see if we can help. And if we can, we'll invite you

[5:26] YouTube https://youtu.be/391bllD_W8o?t=319 || How to Win When Everything Takes Longer Than Expected
out to Vegas and we'll do this in person live.


VIDEO
TITLE: The Secret to Being Your Authentic Self
URL: https://youtu.be/3ToMCkWz4w4
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, branding

[0:00] YouTube https://youtu.be/3ToMCkWz4w4?t=0 || The Secret to Being Your Authentic Self
And so a lot of people feel like imposters because what they think, what they say, and what they do are completely different. Um, but from an operational perspective, because that's how I like to define a lot of words, which is what do I have to do to be that, right? What do I have to do to be authentic? And you can describe someone

[0:16] YouTube https://youtu.be/3ToMCkWz4w4?t=9 || The Secret to Being Your Authentic Self
as authentic by saying, how would you behave if there was no possibility of punishment? And so if you could not be punished at all, that behavior is who you are authentically. And so in my opinion, our degrees of freedom are predicated on how much to what extent we act as though we could not be punished.

[0:38] YouTube https://youtu.be/3ToMCkWz4w4?t=31 || The Secret to Being Your Authentic Self
And so if what we want to do and what we do have no possibility of punishment, that is what we are when we are our true selves. Jimmy Car talks about um nobody throws a Coke can out of the window with kids in the back, right? That means you're a monster. Yeah. It's what you do when there's no one around. your uh old one about

[1:00] YouTube https://youtu.be/3ToMCkWz4w4?t=53 || The Secret to Being Your Authentic Self
authenticity. People are attracted to authenticity, but it's hard to define for me. Here's my best attempt. True alignment of what you think, what you say, and what you do. The hardest part is realizing that our thoughts are and that we have to fix them instead of faking the next two. And it's exactly that. And I think that I

[1:18] YouTube https://youtu.be/3ToMCkWz4w4?t=71 || The Secret to Being Your Authentic Self
actually think ground zero of that is living out your thoughts and then slowly trying. Like I think it's it's it's it's I think the hardest jump is actually doing and saying what you think. When someone's like, "Hey, what do you think about this?" And you're like, "I wasn't paying attention at all." It's like, "Oh, wow. Okay." And so

[1:37] YouTube https://youtu.be/3ToMCkWz4w4?t=90 || The Secret to Being Your Authentic Self
then you basically become because I think if personal truth of not lying to if you start by not lying to yourself and then you start saying those things, then you start not lying to other people. And I think if you can decrease the the friction between what you really think and what you say, it starts to

[1:53] YouTube https://youtu.be/3ToMCkWz4w4?t=106 || The Secret to Being Your Authentic Self
create some virtuous cycle outside of you that starts to orient your behavior so that you actually start doing what you really think. And I have integrity, but in the tr truest sense is one of my personal kind of goals. Um, but it's it's jarring to people when you're just honest and like really honest like, "Hey, what do you

[2:14] YouTube https://youtu.be/3ToMCkWz4w4?t=127 || The Secret to Being Your Authentic Self
do? Do you want to go to this uh to to Sarah's birthday party? No. And they're like, uh, what do you mean? You busy? Like, no, I'm not busy, but I don't want to go. People have a hard time just saying no to things. And I would encourage you if you're listening to this, like try saying no to try actually telling the truth when you

[2:34] YouTube https://youtu.be/3ToMCkWz4w4?t=147 || The Secret to Being Your Authentic Self
don't want to do something because we say we have so many social nicities that we say, "Oh, I'm really busy or it's a really bad time right now or whatever." Um, I had somebody the other day. I was with a friend and he like I didn't notice that I did this. So sometimes it's nice to have somebody from the

[2:47] YouTube https://youtu.be/3ToMCkWz4w4?t=160 || The Secret to Being Your Authentic Self
outside. And so somebody came up to me. We were looking at a real estate property and someone knew I was going to be there. And so that guy showed up unannounced or whatever. And he was like, "Hey man, can we do a podcast?" And I was like, "Um, I'm just in town going to hang out with Ila for the next

[3:02] YouTube https://youtu.be/3ToMCkWz4w4?t=175 || The Secret to Being Your Authentic Self
few days, like not really trying to do that." And he asked again and he was like, "Hey, um, he was like 20 minutes. let's you like we can just we can just rock one out. And I was like, well, let me show you my calendar. And I pulled up my calendar and it was all empty. And I said, see, it's there's nothing on

[3:19] YouTube https://youtu.be/3ToMCkWz4w4?t=192 || The Secret to Being Your Authentic Self
there. And I was like, and I I just want to keep it that way. And I didn't think anything of it, but apparently he left. And then my friend just start just starts crying, laughing, just thinking how hilarious. He's like, I can't believe you said that. You that was so boss blah blah. And I was like, what is he talking about? He's like,

[3:37] YouTube https://youtu.be/3ToMCkWz4w4?t=210 || The Secret to Being Your Authentic Self
"You just showed him your calendar that you had nothing and you were still like, you're still not going to get any of my time." And I didn't perceive any of this extra narrative that he added to it. But I think just being able to say no to stuff when people ask you for it because people ask you for stuff all the time.

[3:51] YouTube https://youtu.be/3ToMCkWz4w4?t=224 || The Secret to Being Your Authentic Self
It's these little these little nibs, these little tiny things. Hey, can you do this or hey, can we show up to this thing or hey, you're supposed to or hey, your aunt did that one thing for you, so therefore you owe her. Um, and saying like I don't subject myself to those rules. And I had a a New Year's

[4:07] YouTube https://youtu.be/3ToMCkWz4w4?t=240 || The Secret to Being Your Authentic Self
resolution, which I do believe in making resolutions, like why not? Um if you stick with them. And so one of uh my more recent ones was um there are no such thing as social obligations, only consequences. So you have no social obligations. You have social consequences, but you don't have social obligations. And so

[4:28] YouTube https://youtu.be/3ToMCkWz4w4?t=261 || The Secret to Being Your Authentic Self
you have to go. I don't have to go. If I don't go, they what will happen as a result? it decreases the likelihood they will invite me again which is great because then I won't have to say no again. So this actually saves me time in the future. And so a lot of people don't play out the like what happens if it's

[4:44] YouTube https://youtu.be/3ToMCkWz4w4?t=277 || The Secret to Being Your Authentic Self
like oh more of the thing that I would prefer which is not getting invited to these stupid weddings or not getting invited to these you know christrists or whatever they're called you know bris whatever I don't bris whatever the thing is you you probably know what the word I'm trying to say what you're talking

[4:57] YouTube https://youtu.be/3ToMCkWz4w4?t=290 || The Secret to Being Your Authentic Self
yeah well kids getting circumcised or uh I think you go watch it like a viewing thing. Yeah. Is it? Yeah. I think risk whatever it doesn't matter. All right. Point being, if you say no and are honest about why you said no, people will be jarred. But then you get this muscle when we're talking about that muscle of being

[5:18] YouTube https://youtu.be/3ToMCkWz4w4?t=311 || The Secret to Being Your Authentic Self
authentic, which is just saying what you really think. And I think that when you do that, you unlock a certain level of confidence in yourself. You're like, "Oh, I didn't die. Oh, actually, what I would prefer to have happened happened as a result of that. Oh, you know what? It's Friday night and I am going to get

[5:34] YouTube https://youtu.be/3ToMCkWz4w4?t=327 || The Secret to Being Your Authentic Self
a good night's sleep because I do have a clear day tomorrow and I'm going to work my face off and I didn't have to go to Sarah's thing. And to me that's like over time I think I just do more and more and more of that and it feels better and better and better. Real quick, if you're a business owner and

[5:48] YouTube https://youtu.be/3ToMCkWz4w4?t=341 || The Secret to Being Your Authentic Self
you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they

[6:02] YouTube https://youtu.be/3ToMCkWz4w4?t=355 || The Secret to Being Your Authentic Self
got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of the functions of the business across product, marketing,

[6:15] YouTube https://youtu.be/3ToMCkWz4w4?t=368 || The Secret to Being Your Authentic Self
sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and

[6:29] YouTube https://youtu.be/3ToMCkWz4w4?t=382 || The Secret to Being Your Authentic Self
if you want us to actually help you deconrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: You need to post more
URL: https://youtu.be/3TtgqWKobdY
PRIMARY_TOPIC: mindset
TOPICS: mindset, leads, content, closing

[0:00] YouTube https://youtu.be/3TtgqWKobdY?t=0 || You need to post more
Hi John. What's up man? Tell me about the business. Yeah, so we help people with chronic back pain get painf free with our online program. We're doing about talk a little slower. Talk a little slower. I think our constraint is uh talk a little slower consistency. Can you hear me? Oh yeah, sure. Okay,

[0:14] YouTube https://youtu.be/3TtgqWKobdY?t=7 || You need to post more
I can talk slower. Yeah. Yeah. Talk slower. Talk louder. Okay. Okay. Yep. So we help people with chronic back pain and satica. Um we have an online program. Okay. So online. Okay. Yep. And you help with back pain. Got it. That's correct. What's revenue? And we're doing nu 95 grand a month. Okay. So you're doing a million bucks a

[0:33] YouTube https://youtu.be/3TtgqWKobdY?t=26 || You need to post more
year roughly. Okay. So you're doing a million a year. Great. Um how are you? So I know you're online. Are you selling via checkout page or via sales call? We do a DM to triage call to sales call. Okay. So sell Okay, cool. You're doing online sales people. Okay. Yep. Okay. Got it. And how are you getting

[0:51] YouTube https://youtu.be/3TtgqWKobdY?t=44 || You need to post more
leads? Uh it's we have a million followers on Instagram. Okay. One million on IG. Anything else? Uh yeah, like 200 grand on Tik Tok. Okay, cool. Well, you've probably already seen the difference of uh the value of 200,000 on Tik Tok versus 1 million on IG. Yeah. Want me to give you a quick hack to turn

[1:10] YouTube https://youtu.be/3TtgqWKobdY?t=63 || You need to post more
those uh Tik Tok people into uh more value, please? Yeah. So, we have found that the best uh call to action for Tik Tok if you want to sell higher ticket stuff is actually make the CTA DM me on Instagram and then put the link to your Instagram. Wow. Okay. Yeah. So, like on Tik Tok you get people to DM

[1:31] YouTube https://youtu.be/3TtgqWKobdY?t=84 || You need to post more
on Instagram. I know. But you already have your whole DM team set up on on Instagram anyway. So, like it works great. Yeah. Cool. All right. So, that's thing one. Great. So, uh what do you want to do? What's the limit? What's what's holding you back? Uh it feels like it's consistency. So, we have one sales rep and two setters

[1:47] YouTube https://youtu.be/3TtgqWKobdY?t=100 || You need to post more
and I want to get more sales reps, but it's just like one week we'll be filled out weeks in advance and then another week we barely get, you know, enough lead to fill up one and then we just end up pitching on every single post. That just feels fatiguing for the for clients. So, I'm curious, do we start

[2:00] YouTube https://youtu.be/3TtgqWKobdY?t=113 || You need to post more
ads, can we start retargeting or do we need to fix something first? How many posts a day are you putting out? Uh, we're putting out one post a day on Instagram. Uh, we tested two, but it's just uh like we really focus on we edit it for eight hours, we make it great, so it's one a day. Okay. I think you can

[2:16] YouTube https://youtu.be/3TtgqWKobdY?t=129 || You need to post more
probably make more. I'll just I'll just put that out there. I would I would 100% not believe in the mythology of like there's a platform limit. There totally isn't. And that's on and I I I pretty much stand by that on every platform. Um like Fox News puts out one I just looked this we were we were calling up

[2:32] YouTube https://youtu.be/3TtgqWKobdY?t=145 || You need to post more
this morning. Uh does one long per hour on YouTube. Oh wow. Right. And they do like 300 million views. Right. And uh there's a Bollywood account that gets a billion views a month on Instagram and puts out a 100red posts a day on Instagram. Jeez. Yeah. So you have to think about it like this. So instead So I hear what you're saying

[2:51] YouTube https://youtu.be/3TtgqWKobdY?t=164 || You need to post more
with the fatiguing audience. I think more realistically you're fatiguing your editor, not your audience. I think they're not making good enough stuff. No, I'm being real. I think they're not making good enough stuff. Like your audience has no has an insatiable demand for value. Would you like believe that in your

[3:05] YouTube https://youtu.be/3TtgqWKobdY?t=178 || You need to post more
core? Your audience has an insatiable demand. It will literally never it's an endless pit when it comes to value and has almost no appetite for fluff and waste. So if we I don't know if you can see the YouTube but if we have let's imagine that this circle represents a million people. Okay. When you make a post you're getting like

[3:24] YouTube https://youtu.be/3TtgqWKobdY?t=197 || You need to post more
1 to 2% of your audience to actually see it right? Mhm. And so if you make more posts you'll just have more one to two%s that see it. Okay. Okay. Now, where your issue comes up is that when you make your call, you know, your direct call to action posts, then it's like goes from like that kind of thicker dot to just like an itty bitty

[3:44] YouTube https://youtu.be/3TtgqWKobdY?t=217 || You need to post more
speck because your your reach gets um hammered, right? We actually do a call to action on every post like at the end. Well, it's it's not it's not the end of the world. Again, all that matters is like how long is the CTA relative to the post, right? So, it's usually like are you doing a mini chat integration?

[4:03] YouTube https://youtu.be/3TtgqWKobdY?t=236 || You need to post more
Yeah. Yeah. So, how long is the CTA? Uh, it's like six seconds. Is it That's long. Is it pre-recorded or is it like pre-recorded then stapled on or are you making them native every time? It's native but it's the same every time almost. Yeah. So, you want to swap out what the lead magnets are constantly?

[4:22] YouTube https://youtu.be/3TtgqWKobdY?t=255 || You need to post more
Oh, okay. Got it. Right now, because like why would they respond? They already got it. Yeah. Right. So, all right. So, I'm gonna I'm gonna write down little nuggets for you. So, number one, we're going to go Tik Tok Tik Tok uh DMs to IG as CTA. Number two, we're going to make more lead magnets so that you can alternate

[4:45] YouTube https://youtu.be/3TtgqWKobdY?t=278 || You need to post more
through them. Number three, uh I think more content is a good idea. Okay. Number four is I think you need to lower your time uh your CTA time. So, I would probably I would shoot for like 3 seconds or less um for your CTA. The thing is it'll kill the it'll kill the viewthrough rate, right? And then that's killing the

[5:05] YouTube https://youtu.be/3TtgqWKobdY?t=298 || You need to post more
amount of reach you're getting. Mhm. Yeah. Okay. And you're doing comment like book or comment whatever and then it DM them the thing. No, we actually do a like for free static assessment and then we just basically say comment for an assessment and then we book a call at DMs. Yeah. I mean that's also a really heavy

[5:22] YouTube https://youtu.be/3TtgqWKobdY?t=315 || You need to post more
ask. So it might be worth considering like a cheat sheet and then a triage question. Okay. Because I mean like that's like the heaviest right hook you can do. Um yeah, I'll give you guys a little insight also to the my live stream bros. Um on one hand like when we do ads that are like direct to workshop that's like

[5:44] YouTube https://youtu.be/3TtgqWKobdY?t=337 || You need to post more
quote the heaviest ass like hey come out to Vegas right that's pretty you know you got to have a hurdle etc now when we have a scaling road map which you may have seen ads for right the scaling road map um has lower immediate uh rorowaz but over a 60 or 90 day window has superior roz to direct workshop in

[6:03] YouTube https://youtu.be/3TtgqWKobdY?t=356 || You need to post more
addition to that it also has like 10 times the reach because getting somebody who's a little bit like somebody who's like, "Yep, I want to come to a workshop." Like they've already consumed. Like this that's almost like it's almost like uh warm audience retargeting more than it's like an ad and a process that like nurtures, you

[6:17] YouTube https://youtu.be/3TtgqWKobdY?t=370 || You need to post more
know, prospects and then, you know, warms them up, provides value, etc. And so I think if you want to broaden uh kind of like the net that you're going through, just make the ask that you have a little bit lighter. So, I think one you've got your direct like if you're doing one a day, I would do like maybe two a week of the direct one

[6:35] YouTube https://youtu.be/3TtgqWKobdY?t=388 || You need to post more
and then do the remainder of them as posts that are um like lead magnet centered, right? Like seven tips to fix this or whatever, right? And you you can spin I'm sure you can spin a hundred of those things. It's not it's not that hard. And then the triage question is like, "Hey, are you here for free stuff

[6:50] YouTube https://youtu.be/3TtgqWKobdY?t=403 || You need to post more
or do you want to solve the problem for good?" And they're going to say, "I want to solve the problem." And you're like, "Great." And then you're you're into a sales conversation. That's great. And then at what point would you start retargeting ads? The thing is is okay this is this will be great for everybody. So again I don't

[7:05] YouTube https://youtu.be/3TtgqWKobdY?t=418 || You need to post more
know if you can see my thing. Um so if you think about your audience is this pyramid right? The people who are buying from you right now are this like tiny tiny little top 1% here. And so there are some things that there's some actions that could get you to to convert just a higher percentage of that 1%. Which means that

[7:26] YouTube https://youtu.be/3TtgqWKobdY?t=439 || You need to post more
like we could make the the well or the pyramid larger, which we would do by posting more times and making better content, right? Or we can keep that pyramid the same size, right? And then we can move this line of what percentage we're converting and make that a little bit deeper. When you add a sales team,

[7:45] YouTube https://youtu.be/3TtgqWKobdY?t=458 || You need to post more
that converts a higher percentage of the audience. When you add ads, you're going to convert a higher percentage of the audience because you're just going to have your ads shown to a bigger percentage of people. in that sphere, right? And so it's almost like reaching into forward revenue and pulling it

[8:01] YouTube https://youtu.be/3TtgqWKobdY?t=474 || You need to post more
forward, which is fine as long as you're filling up the bucket, right? So I would, right, you get what I'm saying with that? So you will absolutely make more money if you have a sales team and run ads, no question. But then you will hit another plateau and you will still be limited by the growth of your organic unless you create

[8:17] YouTube https://youtu.be/3TtgqWKobdY?t=490 || You need to post more
a true cold traffic acquisition channel, which is a different monster and beyond the scope of right now. All right? And so my recommendation is um I would want you to double your content and if you want to keep one of your your CTAs as uh because I don't want you to like I don't want your business to go down. Uh keep

[8:35] YouTube https://youtu.be/3TtgqWKobdY?t=508 || You need to post more
one CTA as your direct to uh you know book a call and keep the other and make the second CTA for the lead magnet and just do two a day. Sounds good. Cool. Sounds great. All right, rock and roll. Appreciate you, John. Awesome. Thank you. Yeah, thanks for calling her hotline.


VIDEO
TITLE: The #1 Thing That Separates You From 99% of Your Competition
URL: https://youtu.be/3Ttwj8cdR40
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, productivity

[0:00] YouTube https://youtu.be/3Ttwj8cdR40?t=0 || The #1 Thing That Separates You From 99% of Your Competition
The bar for excellence has never been so low. Most of your competition quits after the first sign of difficulty because they've never known what hard feels like. If it's hard for you, it's hard for everyone. And most people avoid hard things, which is why you can beat most people by just trying. I think the vast majority of people

[0:18] YouTube https://youtu.be/3Ttwj8cdR40?t=11 || The #1 Thing That Separates You From 99% of Your Competition
don't actually know what it looks like to put tremendous effort into something. And I think one of the most valuable things that the office which now you're going to have um has given me is the people who now work in my proximity. One of the number one things that I get back as feedback is like I really didn't

[0:33] YouTube https://youtu.be/3Ttwj8cdR40?t=26 || The #1 Thing That Separates You From 99% of Your Competition
understand how much he works and like he doesn't stop and it's it's easy to say these things and it's hard to act because one of the difficulty especially the vast majority of successful people have one thing in common which is they're consistent and consistency you cannot see in a snapshot. You can't see consistency in a sound

[0:54] YouTube https://youtu.be/3Ttwj8cdR40?t=47 || The #1 Thing That Separates You From 99% of Your Competition
bite. You can't see consistency in a real. And so consistency is one of those things. I think you talked about un unlearnable lessons. I think they are difficult to learn without large amounts of exposure. And so those and I think those are the types of lessons that become unlearnable is that you need

[1:09] YouTube https://youtu.be/3Ttwj8cdR40?t=62 || The #1 Thing That Separates You From 99% of Your Competition
large amounts of exposure in order to encapsulate the lesson itself. You and so trying is one of those like the act of trying. Yes. And so I so uh Ila had a mentor of hers say this uh to her and I've been and it's it's lived rent free in my mind since then. Um so we had this thing that we we had this house that we were pursuing and

[1:38] YouTube https://youtu.be/3Ttwj8cdR40?t=91 || The #1 Thing That Separates You From 99% of Your Competition
the and and we we ended up not getting the house or whatever. The mentor first said, "Are you settling or did you move mountains?" And it's just a great it's it was just a great visual for me in terms of like did you did you try or did you move the world to make it happen? And when you think about like the extreme

[2:06] YouTube https://youtu.be/3Ttwj8cdR40?t=119 || The #1 Thing That Separates You From 99% of Your Competition
versions of this, which is maybe the person that you care about most in the world dies if you don't, the amount of options of action that open up is dramatic. And I think people are so constrained in their thinking of what level of effort is because they haven't considered what trading way more for that thing is. But they would be they

[2:28] YouTube https://youtu.be/3Ttwj8cdR40?t=141 || The #1 Thing That Separates You From 99% of Your Competition
would be willing to trade far more for that thing if the trade were clear. But because they've never tried hard at anything, they just think, "Oh, this is what trying looks like." Which might be like the occasional Google search and a couple hours a week of like watching some videos on YouTube on something.

[2:44] YouTube https://youtu.be/3Ttwj8cdR40?t=157 || The #1 Thing That Separates You From 99% of Your Competition
It's like that is not trying. Like that is not trying. Like if you cannot count the amount of repetitions that you're having in the hundreds, that is not trying. and like and and the the longer I've been doing stuff um that's that's you know yielded material reward the the greater my history of delay on me getting what I

[3:07] YouTube https://youtu.be/3Ttwj8cdR40?t=180 || The #1 Thing That Separates You From 99% of Your Competition
want with volume and so it's like I know that this thing like everything in my life volume negates luck you know violence is the answer like these are sayings that are plastered around the wall of this office because they've been so true for me that you can brute force what you want into reality And yes,

[3:24] YouTube https://youtu.be/3Ttwj8cdR40?t=197 || The #1 Thing That Separates You From 99% of Your Competition
today, you know, we talked about trades that we're not willing to make. But if you want something like, did you move mountains? Well, the trades that you're not willing to make is you saying, I don't want to move that mountain. And I think and that's and that's perfectly acceptable. Yes, you might say, uh, I could do like

[3:46] YouTube https://youtu.be/3Ttwj8cdR40?t=219 || The #1 Thing That Separates You From 99% of Your Competition
I so I thought so because she posed that question, I thought about all these other things that I could do. I was like, "Well, I could offer an extra $20 million for the house. That would probably get me the house." Okay. Am I willing to do that? No. Okay. What else? I was like, "I could like I had I was like completely deconstrained

[4:04] YouTube https://youtu.be/3Ttwj8cdR40?t=237 || The #1 Thing That Separates You From 99% of Your Competition
thinking. I was like, could I pay somebody to Yeah. Well, that that was a thought, but I was going to say that one. um could I um pay someone to, you know, we could figure out I could have a private investigator figure out when basically tail them uh the other buyer who's thinking about buying the home and uh

[4:22] YouTube https://youtu.be/3Ttwj8cdR40?t=255 || The #1 Thing That Separates You From 99% of Your Competition
when they're visiting it have crime occur next to them or near them or in that vicinity to be like oh this is not a safe area right like what and I was like oh man I completely opened up my now am I willing to do that no but it it completely deconstrained my thinking when I raise the bar of, okay, let's say

[4:41] YouTube https://youtu.be/3Ttwj8cdR40?t=274 || The #1 Thing That Separates You From 99% of Your Competition
I would pay anything. And let's start at this guarantees me success. Okay, I'm not willing to I'm not willing to to pay that. Okay, well this also pretty close to guaranteeing me success. Am I willing to pay that? No. Well, this one still guarantees me. Oh, I'm willing to pay that. And so it starts at goal

[5:00] YouTube https://youtu.be/3Ttwj8cdR40?t=293 || The #1 Thing That Separates You From 99% of Your Competition
achievement and then works backwards on price rather than starting with price. You negotiate you negotiate the cost with yourself backwards from the assumed success which is why do so much volume it would be unreasonable that you are successful. Real quick I'm going to show you the exact 10stage road map from zero to 100

[5:19] YouTube https://youtu.be/3Ttwj8cdR40?t=312 || The #1 Thing That Separates You From 99% of Your Competition
million plus that less than 1% of companies finish I've now done multiple times and so I can say with a lot of confidence that these are the stages as headcount increases that you need to get through. And I broke each of these down by eight different functions of the business. what the constraint feels

[5:34] YouTube https://youtu.be/3Ttwj8cdR40?t=327 || The #1 Thing That Separates You From 99% of Your Competition
like, like what are the symptoms of it when you're going through it, and then what steps we actually took to graduate. And we've done this across software, physical products, uh, service businesses, brickandmortar, all of this, and it works. And it's my gift to you. It's absolutely free. And so the link's

[5:48] YouTube https://youtu.be/3Ttwj8cdR40?t=341 || The #1 Thing That Separates You From 99% of Your Competition
in the description, but you just go acquisition.comroadmap, just enter your info and it'll spit it right back to you. Offer.


VIDEO
TITLE: Hard work is the goal
URL: https://youtu.be/3UZ-0Er9Cns
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/3UZ-0Er9Cns?t=0 || Hard work is the goal
So during my year off that I took after you know during the year of the sale when I couldn't you couldn't I couldn't really work on the business because you want to change anything major when you're going through a sale. Um but I didn't know if I was going to be owning this business soon. So I basically just

[0:14] YouTube https://youtu.be/3UZ-0Er9Cns?t=7 || Hard work is the goal
had to do nothing cuz I also had to demonstrate that the team could do it without me. So that's still a sellable asset. So I basically just sat there for a year. That's when a lot of my like thoughts kind of caught up from you know when I had started years earlier and that was when I kind of refined my kind

[0:30] YouTube https://youtu.be/3UZ-0Er9Cns?t=23 || Hard work is the goal
of theory of living for me which was that hard work is the goal and so it's not like work hard so that X because as soon as you have a so that then the X is the thing but if the goal is to work as hard as you possibly can then the only real output we have is who we become along the And so in reframing that then it's

[0:54] YouTube https://youtu.be/3UZ-0Er9Cns?t=47 || Hard work is the goal
something that I can win or measure myself against every day in real time throughout the day which is how hard am I working because that is the goal and then even I say this just for audio but like everything else takes care of itself still puts the everything else as the goal still it's just being vagger

[1:13] YouTube https://youtu.be/3UZ-0Er9Cns?t=66 || Hard work is the goal
but if you just say like the only point is working hard because I know that whatever I'm going to get is stuff that I will become accustomed too. And the I guess opposite of the hedonic treadmill is like your the resilience piece is that my ability to work hard itself is growable. And so I just need

[1:33] YouTube https://youtu.be/3UZ-0Er9Cns?t=86 || Hard work is the goal
to keep my RP my rate of perceived exertion at 8 or 9 or 10 because I know that when I look back on my life, the days that I loved the most were days when I had nothing left in the tank. And there's this thing that Jesse Ler has this and I love it. I hate him for having it because it's so good. Um, but he has he taught us to his kids,

[1:51] YouTube https://youtu.be/3UZ-0Er9Cns?t=104 || Hard work is the goal
which is he has them, they have a little zero means that there's nothing left in the tank. And when they finish a race or they do whatever, it's like, did you leave? Did you leave anything in the tank? And I thought about that and the best days of my life were ones when I had nothing left in the tank. And so then

[2:07] YouTube https://youtu.be/3UZ-0Er9Cns?t=120 || Hard work is the goal
the goal becomes to empty the tank. Not what where I drive, but just to drive the car as hard as I possibly can. And that means that in the beginning it's just straightaways and just seeing how high I can rev the engine. But as I become more advanced it's like all right well now we've got turns and then it's

[2:23] YouTube https://youtu.be/3UZ-0Er9Cns?t=136 || Hard work is the goal
turns and elevation and then it's turns and elevation without guard rails because we have risk. And so when I think about how hard I want to work the interesting thing about that is that the only person who can judge you on your success is you because you're the only one who knows how much left in the tank

[2:37] YouTube https://youtu.be/3UZ-0Er9Cns?t=150 || Hard work is the goal
you really had. And the better you get and you can resonate with this, you start winning exteriorly. And that's when people are like, it felt so empty. It's because they didn't actually work as hard as they could have. They just worked hard enough to beat everyone else. But that discrepancy between how

[2:54] YouTube https://youtu.be/3UZ-0Er9Cns?t=167 || Hard work is the goal
hard you could have worked to work your hardest versus what was required in order to win. To me, that's the opportunity that shifting towards the work being the goal unlocks for you. And I work harder now than I did when I was poor. And I think it's because I've learned to enjoy it. How do you ensure that the hard work

[3:15] YouTube https://youtu.be/3UZ-0Er9Cns?t=188 || Hard work is the goal
focus doesn't detach you from outcomes and inputs? This seems like there's a little bit of a tension with what we started talking about in the beginning. Just totally. It's direction over speed is the first one, but we're now talking about maximizing for speed. So, how do we balance direction and speed? So with the question, if the

[3:37] YouTube https://youtu.be/3UZ-0Er9Cns?t=210 || Hard work is the goal
outcome that we're trying to have is being present, then the outcome actually is irrelevant because it's about how much you empty the tank. If we're talking about the science of achievement, then the outcome the outcome does matter obviously. Um and so balancing both of those things, which is that if I want to

[3:51] YouTube https://youtu.be/3UZ-0Er9Cns?t=224 || Hard work is the goal
accomplish all my goals, then I need to make sure that my inputs are tied as closely as humanly possible to the outcome. If I want to be satisfied, it doesn't matter at all. And so I think it's marrying those two ideas where the perfect world in my opinion would be you work as hard as you possibly can because

[4:07] YouTube https://youtu.be/3UZ-0Er9Cns?t=240 || Hard work is the goal
you thought ahead of time what is the input that has the closest correlation with the outcome that I want and then you put your blinders on and you start digging. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put

[4:22] YouTube https://youtu.be/3UZ-0Er9Cns?t=255 || Hard work is the goal
together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you

[4:38] YouTube https://youtu.be/3UZ-0Er9Cns?t=271 || Hard work is the goal
put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of the functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone

[4:51] YouTube https://youtu.be/3UZ-0Er9Cns?t=284 || Hard work is the goal
else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a

[5:05] YouTube https://youtu.be/3UZ-0Er9Cns?t=298 || Hard work is the goal
call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: 1 SIMPLE mental technique that will SKYROCKET your sales…
URL: https://youtu.be/42SOlVhDwWE
PRIMARY_TOPIC: mindset
TOPICS: mindset, closing, mindset, objections

[0:00] YouTube https://youtu.be/42SOlVhDwWE?t=0 || 1 SIMPLE mental technique that will SKYROCKET your sales…
in this video i want to talk about how to close a higher percentage of deals and how to close more deals overall and it's all sent around a single concept which is the belief continuum all right and so if you think about this visual that i have right here so you've got your salesman here and you've got

[0:12] YouTube https://youtu.be/42SOlVhDwWE?t=5 || 1 SIMPLE mental technique that will SKYROCKET your sales…
your prospect here right and you see this bubble that i put over head the prospect has no bubble inside it's completely empty and they might have a negative bubble as well and then you've got the salesman who's got his belief bubble so many people like to think like do you believe in what you are selling right they ask the question

[0:26] YouTube https://youtu.be/42SOlVhDwWE?t=19 || 1 SIMPLE mental technique that will SKYROCKET your sales…
as though it's a binary answer yes or no i believe or i don't believe but it would be much more accurate to say to what extent do you believe in right because belief is not a binary question it is a continuum it is how much do you believe in what you are selling because if you thoroughly 100 believe with all of your heart and mind

[0:42] YouTube https://youtu.be/42SOlVhDwWE?t=35 || 1 SIMPLE mental technique that will SKYROCKET your sales…
that what you are selling is true i guarantee you that you will sell significantly more and so what i want to show you is these two equations that i wrote down as simple equations for how to actually sell many people focus i would say a disproportionate amount of people focus on the skill of selling and there

[0:57] YouTube https://youtu.be/42SOlVhDwWE?t=50 || 1 SIMPLE mental technique that will SKYROCKET your sales…
absolutely is a skill to sales you have to know exactly what to say you have to know how to say it but you can shortcut that path to success by having conviction and the way that you have conviction is by a dramatically understanding the needs of your prospects so that when you are talking to somebody

[1:14] YouTube https://youtu.be/42SOlVhDwWE?t=67 || 1 SIMPLE mental technique that will SKYROCKET your sales…
you know exactly what their problem is so that if your product perfectly matches their problem you can have conviction in order to sell it most salespeople don't even listen to the prospect at all and simply want to deliver their pitch which inherently means that they can't believe in the product that much because

[1:29] YouTube https://youtu.be/42SOlVhDwWE?t=82 || 1 SIMPLE mental technique that will SKYROCKET your sales…
they're not even thinking about whether it solves the problem for the prospect because you can't be convicted that it's going to solve the problem if you don't even know what the problem is and so they haven't taken any time to understand the prospect most sales training is currently focused on educating

[1:44] YouTube https://youtu.be/42SOlVhDwWE?t=97 || 1 SIMPLE mental technique that will SKYROCKET your sales…
salesmen around the product when it should be most time focused on educating the salesmen around the prospect and their problems not the product all right key understanding shift that has to happen when you're educating a sales team and or yourself especially if you're entering a market that you are not the

[2:00] YouTube https://youtu.be/42SOlVhDwWE?t=113 || 1 SIMPLE mental technique that will SKYROCKET your sales…
avatar right one of the reasons that many successful businesses happen from somebody who suffered from a pain and then went to go solve it for themselves and then ended up solving it for other people is because they desperately and they so clearly understand the thoughts needs and pains of the prospect

[2:15] YouTube https://youtu.be/42SOlVhDwWE?t=128 || 1 SIMPLE mental technique that will SKYROCKET your sales…
and they know how the product solves those problems the first equation here is for increasing closing percentage and so if it's you that's selling or if it's a sales team that's selling it's the skill of sales multiplied by the extent to which you believe it is not yes i believe no i believe this number can be a hundred right

[2:35] YouTube https://youtu.be/42SOlVhDwWE?t=148 || 1 SIMPLE mental technique that will SKYROCKET your sales…
and the thing is is that i believe that this number of conviction can grow far higher than what skill can give you you can be a very skilled salesman but let's say the skill of sales is one to ten right i'll put this on here so who can see it let's say your skills tails can be one to ten i believe that your skill your your

[2:50] YouTube https://youtu.be/42SOlVhDwWE?t=163 || 1 SIMPLE mental technique that will SKYROCKET your sales…
beliefs around conviction can be one to a hundred right so even if your skill of sales is a two you could have a hundred belief and i guarantee you that you will close because people can sense whether you believe what you are telling them is true and they believe that what you are selling them is going to solve their

[3:09] YouTube https://youtu.be/42SOlVhDwWE?t=182 || 1 SIMPLE mental technique that will SKYROCKET your sales…
problem right and so most people most sales teams most sales managers do not focus enough on this bubble which is conviction which is this part of the equation right if you think about what sales is it's fundamentally a transference of belief and so how can you how can you transfer an empty cup how can you transfer a cup that is only

[3:28] YouTube https://youtu.be/42SOlVhDwWE?t=201 || 1 SIMPLE mental technique that will SKYROCKET your sales…
one third full into another empty cup and expect it to be over the threshold of the amount of belief that's required for a prospect to make a purchasing decision of course not right and so we still try and get the person to say a certain thing or pause in this way or have this tonality or this emphasis and that is important

[3:44] YouTube https://youtu.be/42SOlVhDwWE?t=217 || 1 SIMPLE mental technique that will SKYROCKET your sales…
right and there's definitely a place for that you have to have the basis of sales in place but a much much bigger lever that is often and most underutilized or unutilized at all is the conviction or the extent to which the salesman believes in what they are selling and to what extent it can help solve the

[4:01] YouTube https://youtu.be/42SOlVhDwWE?t=234 || 1 SIMPLE mental technique that will SKYROCKET your sales…
prospects problems all right and so that will influence the closing percentage of an individual or team the second piece is going to be the work ethic right so a lot of people have probably seen really good closers versus really bad closers based on their closing percentage but also total number of deals closed

[4:19] YouTube https://youtu.be/42SOlVhDwWE?t=252 || 1 SIMPLE mental technique that will SKYROCKET your sales…
personally when you have somebody who has really high work ethic then they can make up for a lower closing percentage by having more activity so that means that they are following up with their pipeline faster they are following up more times right they are reaching out to people on their own in their own time to give

[4:32] YouTube https://youtu.be/42SOlVhDwWE?t=265 || 1 SIMPLE mental technique that will SKYROCKET your sales…
themselves more opportunities and they can compensate for a lower closing percentage by simply having more at bats right and so if you think about the expert salesman as having these two things together which is you want to have a high closing percentage and you want to have lots of units sold all right and so there's three variables

[4:48] YouTube https://youtu.be/42SOlVhDwWE?t=281 || 1 SIMPLE mental technique that will SKYROCKET your sales…
here you've got skill you've got conviction and you've got work ethic but conviction counts twice because if you believe that what you are selling is genuinely going to help people you will follow up faster you will fall more religiously you will follow up as though you were trying to help someone and so let me let me ask you this

[5:04] YouTube https://youtu.be/42SOlVhDwWE?t=297 || 1 SIMPLE mental technique that will SKYROCKET your sales…
question as a is a good mental thought process if you could go back in time let's say you could go back in time five years and you could talk to yourself and say hey i want you to put a hundred percent of the money that we have right now mind you you couldn't tell the person that is you your past self that

[5:18] YouTube https://youtu.be/42SOlVhDwWE?t=311 || 1 SIMPLE mental technique that will SKYROCKET your sales…
you are you in the future right so you you can't say anything like that but in this thought experiment and you went back in time and you said hey we've got this money in the bank account i want you to put 100 of money into this thing called bitcoin or hey i want you to put 100 money into something called amazon i want you put

[5:32] YouTube https://youtu.be/42SOlVhDwWE?t=325 || 1 SIMPLE mental technique that will SKYROCKET your sales…
all that money into tesla or whatever right something that blew up over the last five years all right if you were to tell yourself that let's say you were talking to you and you were like um i'm good thanks right how many times would you follow up with yourself to get yourself to do that thing or do that action or

[5:53] YouTube https://youtu.be/42SOlVhDwWE?t=346 || 1 SIMPLE mental technique that will SKYROCKET your sales…
make that investment a lot and it's because you truly believe that it would solve your prospects problem and you have pure conviction that what you are selling them the investment the opportunity that whatever it is is 100 going to work think about how you would approach that how many times would you follow up how

[6:12] YouTube https://youtu.be/42SOlVhDwWE?t=365 || 1 SIMPLE mental technique that will SKYROCKET your sales…
how convicted would you be when you spoke would you even be focused on the skill of selling or would you be focusing on how true what you say is and if you can make that perspective shift and if you're a sales manager and you're trying to manage a sales team i would implore you to focus way more of your time around the thing that counts

[6:27] YouTube https://youtu.be/42SOlVhDwWE?t=380 || 1 SIMPLE mental technique that will SKYROCKET your sales…
twice in the equation of selling and creating great sales people which is the belief to which the extent the extent to which they believe what they are selling and to whom they are selling then boring with the with the uh the monotony of the skill which which don't get me wrong it is very important to sell there's lots of videos

[6:44] YouTube https://youtu.be/42SOlVhDwWE?t=397 || 1 SIMPLE mental technique that will SKYROCKET your sales…
that you've probably heard where i talk about the skill of sales but i think when you when you rate this and you were in a forced multiplication standpoint i don't think that they are equated i don't think they are equivalent right and the the proof that i have in this is that if you look at every single

[6:57] YouTube https://youtu.be/42SOlVhDwWE?t=410 || 1 SIMPLE mental technique that will SKYROCKET your sales…
religious you know movement you are selling something very hard to sell which is a completely new frame of view around the world the people who believe this many times they don't train them in the skill of selling they just get them to believe wholeheartedly in what they are selling right and so if your salesman and your

[7:14] YouTube https://youtu.be/42SOlVhDwWE?t=427 || 1 SIMPLE mental technique that will SKYROCKET your sales…
sales team are not drinking the kool-aid quite literally of the products that you sell or the services that you sell then that is your problem not whether or not they are clarifying the problem the beginning now they should because they should be listing and they should believe they want to should make sure

[7:26] YouTube https://youtu.be/42SOlVhDwWE?t=439 || 1 SIMPLE mental technique that will SKYROCKET your sales…
that the the prospect is is going to be best served by this right but big picture if you fix this everything else will happen and i'll tell you this is the one last story around this if you believed wholeheartedly in the the solution that you are selling would you not then spend lots of time honing your skill probably because you

[7:48] YouTube https://youtu.be/42SOlVhDwWE?t=461 || 1 SIMPLE mental technique that will SKYROCKET your sales…
would want to help more people because you believe in the thing that you were selling them right you would you not if you believe in this thing wholeheartedly follow up with as many people as possible be quick to respond because you know how much it's going to change their life probably and so i think that just like

[8:01] YouTube https://youtu.be/42SOlVhDwWE?t=474 || 1 SIMPLE mental technique that will SKYROCKET your sales…
simon sinek says start with why i believe that the skill of sales is fundamentally a transference of belief and we do need to start with why for salespeople because it is not a question of whether or not they believe it is an ext it is the question of to what extent do they believe and if you can get that to 100 you will never

[8:18] YouTube https://youtu.be/42SOlVhDwWE?t=491 || 1 SIMPLE mental technique that will SKYROCKET your sales…
have problems selling ever again so hope you found this valuable click subscribe lots of love and i'll see in


VIDEO
TITLE: Having a Clue is Overrated - The #1 Lie That Holds You Back
URL: https://youtu.be/48tO9DasgVk
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset

[0:00] YouTube https://youtu.be/48tO9DasgVk?t=0 || Having a Clue is Overrated - The #1 Lie That Holds You Back
Having a clue is overrated. There's this funny myth that people actually know what they're doing. I've spent time around some of the richest, smartest, highest status people on the planet. And let me tell you, it's idiots all the way up. Normalize saying, "I don't have a clue. I'm going to work out how to do it

[0:17] YouTube https://youtu.be/48tO9DasgVk?t=10 || Having a Clue is Overrated - The #1 Lie That Holds You Back
anyway. Having a clue is overrated." One of my green flags for intellect is someone being able to say that they don't know. like it's almost inverted at this point because I think at some point during school if a teacher calls on you and you say you don't know you're punished for that and so we have such a repetitive cycle

[0:41] YouTube https://youtu.be/48tO9DasgVk?t=34 || Having a Clue is Overrated - The #1 Lie That Holds You Back
of both having it happen to us and watching people like us have a punishing experience that it's very very hardcore taught to us to never say that we don't know. But that most basic lie trains us over and over again to never say what we actually think. And if we don't know, then that may be one of the

[1:04] YouTube https://youtu.be/48tO9DasgVk?t=57 || Having a Clue is Overrated - The #1 Lie That Holds You Back
easiest ways to start telling the truth. It's kind of the same as the if I can't trust your no, I can't trust your yes. I love it. Yeah. It's the exact same energy. Not knowing is really powerful because then learning becomes the only clear directive. And so if we know what learning is, which is same condition,

[1:33] YouTube https://youtu.be/48tO9DasgVk?t=86 || Having a Clue is Overrated - The #1 Lie That Holds You Back
new behavior, then it's like what do I need to change about what I do in order to learn this thing? It also allows us to say many things are not worth learning because they probably won't affect my life in any way. Well, think how much you pity the person who like it is literally the worst. If you imagine a quadrant of knowing and

[1:49] YouTube https://youtu.be/48tO9DasgVk?t=102 || Having a Clue is Overrated - The #1 Lie That Holds You Back
not knowing and thinking you know and thinking you don't know. The worst quadrant to be in is thinking you know whilst not knowing. Right. And that is every single person who isn't prepared to say I don't know. Yeah. And internally doesn't believe it. I've already got the answer for that. You know they they they are unable to

[2:10] YouTube https://youtu.be/48tO9DasgVk?t=123 || Having a Clue is Overrated - The #1 Lie That Holds You Back
transition across into white belt or beginner mentality. They're always in there. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. I I know about that. I know about that. I think Mark Twain said, "It's not the things we know that kill us, but the things that just that we think we know, but just ain't so." Real quick, if you're a business owner

[2:29] YouTube https://youtu.be/48tO9DasgVk?t=142 || Having a Clue is Overrated - The #1 Lie That Holds You Back
and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they

[2:44] YouTube https://youtu.be/48tO9DasgVk?t=157 || Having a Clue is Overrated - The #1 Lie That Holds You Back
got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing,

[2:56] YouTube https://youtu.be/48tO9DasgVk?t=169 || Having a Clue is Overrated - The #1 Lie That Holds You Back
sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and

[3:10] YouTube https://youtu.be/48tO9DasgVk?t=183 || Having a Clue is Overrated - The #1 Lie That Holds You Back
if you want us to actually help you deconrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: The Math of Hard Days (And Why You Need Them)
URL: https://youtu.be/4aj84P1eqzU
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset

[0:00] YouTube https://youtu.be/4aj84P1eqzU?t=0 || The Math of Hard Days (And Why You Need Them)
If you can be in a bad mood for no reason, then you might as well be in a good mood for no reason, too. One of the things that's been helpful for me is just actually recognizing the math of hard days. Think about you having a hundred days, right? Let's just say that, you know, last 100 days of your life. Well, the top 10% of those days,

[0:16] YouTube https://youtu.be/4aj84P1eqzU?t=9 || The Math of Hard Days (And Why You Need Them)
you're going to have 10 days that are smiley face days. And then you might have, you know, kind of the middle 80 that's going to be kind of neutral days, right? And then you're going to have your bottom 10% days. Now, this is just normal because of a standard distribution of how days work. When I think back on, you know, my days,

[0:32] YouTube https://youtu.be/4aj84P1eqzU?t=25 || The Math of Hard Days (And Why You Need Them)
sometimes I'm like, you know what, maybe today is just a bottom 10% day. And if I didn't have this bottom 10% day, then I wouldn't be able to recognize the difference between these days and the top 10% days. And so, in order for me to want to have top 10% days, I by definition must also have bottom 10%

[0:47] YouTube https://youtu.be/4aj84P1eqzU?t=40 || The Math of Hard Days (And Why You Need Them)
days. I think the most important skill that you can have is being able to reframe reality. And I say this because I had a very good friend of mine this year say something to me and it was it was really powerful and it's been top of mind since he said it. He said, "You're Alex Heroszi. You can get away with

[1:04] YouTube https://youtu.be/4aj84P1eqzU?t=57 || The Math of Hard Days (And Why You Need Them)
whatever you want as long as you frame it right." And I really thought a lot about that and I've I've brought that perspective to a lot of the conversations, a lot of the difficult things I've had to go through this year. It reminds me of a quote from Victor Frankl who wrote the book a man's search for meaning which he wrote while he was

[1:19] YouTube https://youtu.be/4aj84P1eqzU?t=72 || The Math of Hard Days (And Why You Need Them)
in the concentration camps during the Holocaust and he survived or he wrote about that time period. And one of the things that he said is he who has a why to live for can bear almost any how. If you think about that the why is the reframe for dealing with the how. How can I frame this this difficult thing

[1:36] YouTube https://youtu.be/4aj84P1eqzU?t=89 || The Math of Hard Days (And Why You Need Them)
this thing that I'm about to go through or that I just went through. How can I reframe that? In what world would this be an amazing thing? In what world were when I tell this story 40, 50 years from now, would I be like, this is a pivot point for me. I had to have this origin story in order to get to where I wanted

[1:48] YouTube https://youtu.be/4aj84P1eqzU?t=101 || The Math of Hard Days (And Why You Need Them)
to go or to become the type of person I wanted to be. These have been some of the mental frames that I've used on some of the harder days that I've had. So this year I had a gigantic bill come out of nowhere. So it was a a multiate figure bill that was required to get paid in 72 hours in cash. I, you know,

[2:05] YouTube https://youtu.be/4aj84P1eqzU?t=118 || The Math of Hard Days (And Why You Need Them)
thankfully had that available to me, but I had obviously different plans for that money than dealing with this gigantic bill that I had to all of a sudden pay within 72 hours. Basically, the moment between when I got the news to me paying it to then kind of reflecting back because it almost felt so faster or was like, I've

[2:24] YouTube https://youtu.be/4aj84P1eqzU?t=137 || The Math of Hard Days (And Why You Need Them)
got, you know, I've got all these plans and then boom, this happens and then 72 hours later it's like, wow, okay, what am I going to do? What am I going to do kind of moving forward from this? And there's this great quote by Marcus Aurelius which is what are you so afraid of losing when nothing in this world

[2:37] YouTube https://youtu.be/4aj84P1eqzU?t=150 || The Math of Hard Days (And Why You Need Them)
belongs to you? I really thought a lot about that which it's like I can't take it with me in the end. And so being sad about losing something that was never really mine anyways like I'm going to have to push all my chips to the middle of the board when when the game's over. I'm going to have to cash my chips and

[2:53] YouTube https://youtu.be/4aj84P1eqzU?t=166 || The Math of Hard Days (And Why You Need Them)
somebody else. You know, other people are going to distribute my chips when I die. And so it's like I'm really just a steward of these chips. I'm just renting these chips for a minute to be upset and to ruin the one thing that I'm only that is that is finite which is the present moment for something that actually

[3:04] YouTube https://youtu.be/4aj84P1eqzU?t=177 || The Math of Hard Days (And Why You Need Them)
doesn't affect how I live. So this is the second piece. This is actually kind of a utilitarian perspective. It really helped me by losing that money. I asked myself, what does this change about what I do? What does this change about my life? It doesn't change the food I eat. It doesn't change where I live. It

[3:18] YouTube https://youtu.be/4aj84P1eqzU?t=191 || The Math of Hard Days (And Why You Need Them)
doesn't change where I work. It doesn't change what I do. It actually changes nothing. All that changed was just like in my mind I had an expectation of the future that changed. That was it. And I said, "Okay, because of this thing that existed in my mind, I am choosing to punish myself for not having seen this

[3:36] YouTube https://youtu.be/4aj84P1eqzU?t=209 || The Math of Hard Days (And Why You Need Them)
or not paying attention or whatever number of reasons I could blame myself for." But at the end of the day, I was like, "Okay, so you just get to pick how long you want to beat yourself up for." And I was like, "Huh, well, what am I so afraid of losing if nothing in this world belongs to me? Nothing. This

[3:48] YouTube https://youtu.be/4aj84P1eqzU?t=221 || The Math of Hard Days (And Why You Need Them)
wasn't mine to begin with." And so that really kind of helped me quell that kind of negative thought pattern pretty quickly. So there's to put a little comedic spin on this. Mark Twain, which has some of the best quotes like ever, by the way. He said, "I've lived through uh many terrible tragedies. Um only some

[4:02] YouTube https://youtu.be/4aj84P1eqzU?t=235 || The Math of Hard Days (And Why You Need Them)
of them actually happened." And so it's like, you know, most of us suffer almost exclusively in our minds. I found it helpful when I'm in a bad season like I am right now. To be fair, I don't try to like put big labels on things, but I guess I'm just giving myself a little bit of grace, but to just focus on

[4:18] YouTube https://youtu.be/4aj84P1eqzU?t=251 || The Math of Hard Days (And Why You Need Them)
having a good day. And so, it's like, okay, even though this is a bad season, I'm going to have a good day in a bad season. It's kind of like a bite-size victory. And if I start stringing enough of those good days in a row, I'm going to turn a bad season back into a good season. And it makes it feel a little

[4:32] YouTube https://youtu.be/4aj84P1eqzU?t=265 || The Math of Hard Days (And Why You Need Them)
less bad because I feel like I'm making progress. I heard this bit by Bill Aman who was like getting sued. He was going through a divorce. He just lost $4 billion in Perishing Square for his capital. So he was like, honestly, all of this happened at the same time. And he realized all these projects for these

[4:46] YouTube https://youtu.be/4aj84P1eqzU?t=279 || The Math of Hard Days (And Why You Need Them)
big massive things, which is a lot of kind of the stuff I'm dealing with right now, they're not like, okay, I had a bad day. They're like things that just la they last and they prolong, right? And he said, you just got a little bit done every day. That's it. He's like, you just got to make a little bit

[4:58] YouTube https://youtu.be/4aj84P1eqzU?t=291 || The Math of Hard Days (And Why You Need Them)
of progress every day. And kind of like compounding and investing, it's like you don't really you don't see it in in a day or two or a week or two. It's like, but you look at back at 30 days, you're like, all right, I moved the ball a little bit. you look back at 90, you're like, "All right, I made some progress."

[5:10] YouTube https://youtu.be/4aj84P1eqzU?t=303 || The Math of Hard Days (And Why You Need Them)
And it's just like if you have big goals, you're also going to have equally large obstacles. And so, you can't assume that, oh, my big goals are going to take many, many years, and that the obstacles that I have to maneuver around are going to happen overnight. Sometimes obstacles that you have to maneuver

[5:24] YouTube https://youtu.be/4aj84P1eqzU?t=317 || The Math of Hard Days (And Why You Need Them)
around might take a year or multiple years to get around. And so, you have to be able to manage your head space and basically keep your internal combustion engine going during those harder times. And so, it's kind of like a monkey swinging from good good moment to good moment. Because even going from bad

[5:38] YouTube https://youtu.be/4aj84P1eqzU?t=331 || The Math of Hard Days (And Why You Need Them)
season to good day, you can even have bad day and good moment. So I was trying to thought, okay, today was a shitty day. Fine. What good moments did I have? And by focusing on the moments, when I look back on my life, you forget most of your life. Like if we're being real, like you can't recall most of your life.

[5:54] YouTube https://youtu.be/4aj84P1eqzU?t=347 || The Math of Hard Days (And Why You Need Them)
Most people can't even recall what they ate like three days ago. But you can have the moments. And so the moments when I think about at the end of my life, looking backwards, those are the only things I'm really going to remember. I just want to make sure that I take those down. Feels like a bad season now. I can try and forget most of

[6:09] YouTube https://youtu.be/4aj84P1eqzU?t=362 || The Math of Hard Days (And Why You Need Them)
the bad stuff and just try and remember the good moments. In retrospect, I can have rose rosecolored glasses when it comes to this this season. Well, how do you have a good day? And I think this is different for everyone, but I'll tell you what my little formula is for for having a good day. Good day formula. For me, there's

[6:25] YouTube https://youtu.be/4aj84P1eqzU?t=378 || The Math of Hard Days (And Why You Need Them)
only three things. Number one is eat with people I like. Simple enough. Number two, lift with people I like. And the third is write something. If I do those three things, I had a pretty good day. Like I look back and I'm like, I earned my shower today. I feel good about this. Maybe for you, your three things are going to be

[6:49] YouTube https://youtu.be/4aj84P1eqzU?t=402 || The Math of Hard Days (And Why You Need Them)
entirely different. Now, I'll give you a little wrinkle on something that's been really valuable for me, like absurdly valuable. The thing that I noticed that made these two things significantly better and really all three of these things is not being in a rush. If I have to lift and it's like I only have 60

[7:04] YouTube https://youtu.be/4aj84P1eqzU?t=417 || The Math of Hard Days (And Why You Need Them)
minutes to lift, I don't like that. Some people are fine with it. Some people are like, well, this is how my life has to be. That's fine. I have come to a point in my life where I was like, I have a lot of money and I have the ability to not work anymore and there are not a huge amount of things that bring me big

[7:21] YouTube https://youtu.be/4aj84P1eqzU?t=434 || The Math of Hard Days (And Why You Need Them)
joy. If these are the few things that bring me joy, which is eating without a clock with people I like, lifting without a clock uh with people I like and writing something for as long as I feel like, then I should organize my day so that I don't have as like many many heart stops so that if I want to lift in

[7:39] YouTube https://youtu.be/4aj84P1eqzU?t=452 || The Math of Hard Days (And Why You Need Them)
the morning, I don't have something at 9. And if I do have something at 9, it's something that's movable, right? Like if I have to, you know, make this video, it could be at 9:00, but the team knows if I show up at 9:30 or 9:45 cuz I lifted longer, that's fine. It's all good. It has taken my good day formula and made

[7:54] YouTube https://youtu.be/4aj84P1eqzU?t=467 || The Math of Hard Days (And Why You Need Them)
it like my super good day formula. And so sometimes it's like what are the tiny nuances that actually make something different between good and great. I thought about like the days that I had these three things happen and then I had better days that has those three things happen. I was like what was the

[8:07] YouTube https://youtu.be/4aj84P1eqzU?t=480 || The Math of Hard Days (And Why You Need Them)
difference? And the difference was that I didn't have to be somewhere else. And in trying not to have a rush, it means I have to give something else up. Then the question is, is the thing that I'm giving up worth having a better day? For me, I was like, yes, I'm willing to give up some money or some upside in

[8:25] YouTube https://youtu.be/4aj84P1eqzU?t=498 || The Math of Hard Days (And Why You Need Them)
order to have consistently better days. And that's a trade I'm willing to make at this point in my career.


VIDEO
TITLE: Why Sales and Marketing Won’t Save You
URL: https://youtu.be/5K1avyxo9FU
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/5K1avyxo9FU?t=0 || Why Sales and Marketing Won’t Save You
I can't go back in time, but if I could go back in time to talk to my 20-year-old self, and it wouldn't change the outcome of my life now, cuz I would never roll that dice, is I would say there's two things that you don't understand that will massively change your life. You don't understand brand, and you don't understand product.

[0:13] YouTube https://youtu.be/5K1avyxo9FU?t=6 || Why Sales and Marketing Won’t Save You
Because I was obsessive in my 20s on sales and marketing and what I would consider fast money. I had fast feedback loops. So, I would I'd get better at sales and then I'd immediately make more sales. I get better at marketing, immediately make more money. And so I had this very fast feedback loop that gave me the misinformation or

[0:29] YouTube https://youtu.be/5K1avyxo9FU?t=22 || Why Sales and Marketing Won’t Save You
the false belief that this was the right path, but I was actually just playing the wrong game. Because it's kind of like in the Matrix when Neo says to Morpheus, "So you're saying when I'm fast enough, I'll be able to dodge bullets." And he said, "No, I'm saying when you're ready, you won't have to."

[0:43] YouTube https://youtu.be/5K1avyxo9FU?t=36 || Why Sales and Marketing Won’t Save You
Me being obsessive about sales and marketing was me trying to get faster and faster in the matrix and not being the one and seeing the code for what it is, which is that if you make a product that's good enough, people will do the marketing and sales for you. If your brand is strong enough, people will

[1:00] YouTube https://youtu.be/5K1avyxo9FU?t=53 || Why Sales and Marketing Won’t Save You
make the association that they want to buy your stuff regardless of how good your copy and your headline and your landing pages and your conversion rate optimization and your media buying are. I kept getting really good at a game that if I knew how to master the big things that mattered would make those skills almost irrelevant. When 100

[1:16] YouTube https://youtu.be/5K1avyxo9FU?t=69 || Why Sales and Marketing Won’t Save You
million dollar offers came out the book, I didn't make it for anything. I made it for me. And it was originally intended to be an internal document. And so I just wanted to make it exceptional. And what happened once I released it is what shocked me the most was that I posted once and I just said, "Hey, I wrote this

[1:30] YouTube https://youtu.be/5K1avyxo9FU?t=83 || Why Sales and Marketing Won’t Save You
book. Hope you guys like it." And then we sold out in minutes. And I was like, "That's weird." The next month, more copies sold. And then the next month, more copies sold. And then the next month, more copies sold. and has continued to sell more copies month after month after month for 2 years and it's still number one in its

[1:42] YouTube https://youtu.be/5K1avyxo9FU?t=95 || Why Sales and Marketing Won’t Save You
category on Amazon. And that was with zero paid marketing purely off of people telling people about the book. And so when I saw how much leverage that was that that book sells thousands a day, not dollars, thousands of copies a day, I have never marketed anything well enough to sell a,000 customers a day. Now mind you, I've

[2:02] YouTube https://youtu.be/5K1avyxo9FU?t=115 || Why Sales and Marketing Won’t Save You
always had more expensive stuff that I've sold, but like I'd never seen that kind of transaction volume. And the only way to get that kind of transaction volume is to have a huge amount of leverage. The leverage that product unlocked for me or that understanding was that if you make it good enough and I love this

[2:14] YouTube https://youtu.be/5K1avyxo9FU?t=127 || Why Sales and Marketing Won’t Save You
saying which is there's too big to fail and I love the other which is too good to fail. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of

[2:28] YouTube https://youtu.be/5K1avyxo9FU?t=141 || Why Sales and Marketing Won’t Save You
us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll

[2:42] YouTube https://youtu.be/5K1avyxo9FU?t=155 || Why Sales and Marketing Won’t Save You
tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and

[2:55] YouTube https://youtu.be/5K1avyxo9FU?t=168 || Why Sales and Marketing Won’t Save You
solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will

[3:10] YouTube https://youtu.be/5K1avyxo9FU?t=183 || Why Sales and Marketing Won’t Save You
look into business, see if we can help. And if we can, we'll invite you out to Vegas and we'll do this in person


VIDEO
TITLE: You Have 300 Free Users and You’ve Called 3 of Them
URL: https://youtu.be/5Th9mds7e2E
PRIMARY_TOPIC: mindset
TOPICS: mindset, leads, closing, niche

[0:00] YouTube https://youtu.be/5Th9mds7e2E?t=0 || You Have 300 Free Users and You’ve Called 3 of Them
Hey, Alex. Can you hear me? I can't hear you. What's up, dude? Hey. Yeah. So, this is Sebastian. I sell rental relocation services to people who want to move to the Netherlands or want to move within the Netherlands itself. We make zero dollars at this point. Uh what is stopping me is that I am getting

[0:17] YouTube https://youtu.be/5Th9mds7e2E?t=10 || You Have 300 Free Users and You’ve Called 3 of Them
free users uh for a free tool I built to kind of host all the listings. So, it's a software thing that you built. Okay. That's it. Yeah. But barely any conversions to the paid offer. Um, so if I can't be a paying customer, I'll basically have to get back to having a job in about a year, but I got some

[0:32] YouTube https://youtu.be/5Th9mds7e2E?t=25 || You Have 300 Free Users and You’ve Called 3 of Them
saved up to to work on this. Okay. Um, so really my focus is on how to define my avatar so I can specifically target higher paying clients. Uh, the free service is doing well. I'm getting about 330 free users there. So like it's growing by itself. It's to um just in the last three months by word of mouth basically.

[0:50] YouTube https://youtu.be/5Th9mds7e2E?t=43 || You Have 300 Free Users and You’ve Called 3 of Them
So 100 100 users a month. Yes. Yes. Is it accelerating? Um yeah. So, for example, today I got five free users without doing any marketing. Yesterday I got like six. Um, I've had cases where I get like 80 in a day if a group shares it. It just like that's more so students and young people that feel like they can do

[1:10] YouTube https://youtu.be/5Th9mds7e2E?t=63 || You Have 300 Free Users and You’ve Called 3 of Them
the tech. My ideal was let me share it that way and then some of the users will be willing to pay for it. And that transition has been hard for me. Uh, how many of them have you got on the phone with? Um, so in total just three. Um, a lot of them are just students where like their their income is just way too low. Like

[1:28] YouTube https://youtu.be/5Th9mds7e2E?t=81 || You Have 300 Free Users and You’ve Called 3 of Them
they're looking to rent for 900 bucks uh a month. I'm not able to sell them a 1,500 euro service or more. Um, for the ones that got on the phone, I got one person as a someone who will be a client essentially. The thing is he's only starting to look for an apartment in September. So, it's just too long of a

[1:45] YouTube https://youtu.be/5Th9mds7e2E?t=98 || You Have 300 Free Users and You’ve Called 3 of Them
timeline for me to wait for that to get a referral and like get that as a result. So, I have two considerations. So the first one is the volume that you have for a free tool is actually still pretty low. Um and so I would normally say maybe we need to constrain down the amount of free stuff that you're giving so that the paid tier

[2:08] YouTube https://youtu.be/5Th9mds7e2E?t=121 || You Have 300 Free Users and You’ve Called 3 of Them
is more attractive, right? So it's like if if Spotify had no ads ever, then you would just never upgrade, right? If they make the ads annoying enough, you make the upgrade, right? And so there's always a sweet spot with premium. Freeman is one of the toughest models out there. But if done well, you basically have zero cost of acquisition

[2:23] YouTube https://youtu.be/5Th9mds7e2E?t=136 || You Have 300 Free Users and You’ve Called 3 of Them
and all of your your marketing efforts. So just so you can reccharize how you think about the business, your marketing spend if premium is done well is on ascension. So think about all of the free users, they should be zero. That the cost of that should be zero. And then where you deploy capital or effort

[2:40] YouTube https://youtu.be/5Th9mds7e2E?t=153 || You Have 300 Free Users and You’ve Called 3 of Them
should be on the ascension. And so right now, if you've only gotten on the phone with three out of 300 users, I see that as silly because right now, given the if you're getting five a day, if you told me I have five sales calls a day, the likelihood that you're not going to make money is really low. So I would say like

[2:55] YouTube https://youtu.be/5Th9mds7e2E?t=168 || You Have 300 Free Users and You’ve Called 3 of Them
can can you add in an onboarding component that you manually do it? Because I think those conversations like if you told me 6 months from now uh cuz at the rate that you're currently growing because it's accelerating, uh you probably have another 500 users conservatively. If you take 500 calls over the next three months, one, you

[3:11] YouTube https://youtu.be/5Th9mds7e2E?t=184 || You Have 300 Free Users and You’ve Called 3 of Them
will make money. Two, you will learn very quickly rather than me telling you what your users want from them what what they will want more and you might end up pivoting the business. I don't know because it's obviously super new. Um, but that is that is what I would do because right now you're super early.

[3:28] YouTube https://youtu.be/5Th9mds7e2E?t=201 || You Have 300 Free Users and You’ve Called 3 of Them
So, it's like we just need to make dollars. You have free lead genen which is the hardest part to crack. So, kudos to you for doing that. But that's what I would focus on. Okay. Yeah. Yeah. So, that's one thing I, like I said, I have one client that's willing to pay in September. The one caveat I've had so far is just because I

[3:43] YouTube https://youtu.be/5Th9mds7e2E?t=216 || You Have 300 Free Users and You’ve Called 3 of Them
can see the uh the type of home they're looking for is like 80% of the free users that basically have a budget of $1,000 or less. And it's being shared under students. So, that's where like I I I feel like maybe just um even if I could get them on the phone, like there's still students who literally have no money. It would be

[4:01] YouTube https://youtu.be/5Th9mds7e2E?t=234 || You Have 300 Free Users and You’ve Called 3 of Them
you want to ask them because the thing is is you're you're thinking about only one let me say it differently. the we want to channel demand. We do not want to create demand. So demand already exists and we want to we it's like think about this like these rivers of desire and when we market or sell we just want

[4:19] YouTube https://youtu.be/5Th9mds7e2E?t=252 || You Have 300 Free Users and You’ve Called 3 of Them
to like carve out a tiny little piece of that river and direct it towards us. And so right now you've got a flow that's coming towards you. You've got these students that want your thing, right? And so there might be a rivullet that exists there that's like maybe there is an automated thing that's $50 or $100

[4:34] YouTube https://youtu.be/5Th9mds7e2E?t=267 || You Have 300 Free Users and You’ve Called 3 of Them
that you can sell them that and there's a ton of volume there too. So like there might be a play there. But either way right now I think you tinkering on the computer is not going to be the solution. Yeah. So getting on the phone and also you'll find out quickly. Are there messaging that they're responding to that the people who have

[4:52] YouTube https://youtu.be/5Th9mds7e2E?t=285 || You Have 300 Free Users and You’ve Called 3 of Them
money aren't? Because obviously you're getting all these students now. Maybe you got shared in these groups and that's fine and we don't want to shift the whole you know the whole product roadmap because you had some early traction with a specific demo that wasn't your your your goal but we also have the real the financial

[5:06] YouTube https://youtu.be/5Th9mds7e2E?t=299 || You Have 300 Free Users and You’ve Called 3 of Them
reality of like the like the likely in order for this to succeed and increase its chances we need to make money and so I'm okay with it yeah right with it being bootstrapped and you making a couple hundred bucks a day uh just from having those conversations and what'll probably happen too is that when you

[5:20] YouTube https://youtu.be/5Th9mds7e2E?t=313 || You Have 300 Free Users and You’ve Called 3 of Them
serve a cheaper demographic first you end up finding ways to automate almost everything which if you can do that you might end end up finding out that you automating everything for them allows you to be a lowc cost leader which then allows you to serve a huge base at a really affordable price but still have a

[5:34] YouTube https://youtu.be/5Th9mds7e2E?t=327 || You Have 300 Free Users and You’ve Called 3 of Them
high gross margin. Got it. Yeah, that's basically what the free tool does is I looked at what are that kind of software are currently charging for like 40 bucks a month and I basically just copied that but for free. Now I just have to yeah figure out how to get people through that. Um just ask them what they're what they're

[5:49] YouTube https://youtu.be/5Th9mds7e2E?t=342 || You Have 300 Free Users and You’ve Called 3 of Them
struggling with. Like you might find out that you actually are lead gen from moving services, dude. M like the just think the next problem like whenever you solve a problem for a customer if you do it well it always creates another problem if I solve leads you'll have sales if I solve sales you'll have delivery if you have

[6:04] YouTube https://youtu.be/5Th9mds7e2E?t=357 || You Have 300 Free Users and You’ve Called 3 of Them
delivery issues you're going to have revenue retention expansion issues if all of those things are right then you're going to have leadership and scaling issues if all of that's right too like we go back to the beginning create more demand right so like there's always problems so as long as you're doing it well just ask them the next

[6:17] YouTube https://youtu.be/5Th9mds7e2E?t=370 || You Have 300 Free Users and You’ve Called 3 of Them
thing they're doing like you could sell the you could sell the student leads probably like there's a version of this business that doesn't sell anything, just sells the leads themselves. Just a bold self. Yeah. Yeah. And just sell the leads cuz the moving company will happily sell, you know, pay you 200 bucks or 300 bucks for

[6:35] YouTube https://youtu.be/5Th9mds7e2E?t=388 || You Have 300 Free Users and You’ve Called 3 of Them
a warm handoff and then you have no work. So like there's there's plays here, but I think it all is going to start with you getting on the phone with these customers. Okay. So just make like within the onboarding flow whenever they give their email name basically make one step before finalizing just like get on a

[6:50] YouTube https://youtu.be/5Th9mds7e2E?t=403 || You Have 300 Free Users and You’ve Called 3 of Them
call essentially. Yeah. And you're going to have no shows to be clear. You're going to But you can also like the moment you get it, I would outbound call. Okay, got it. Sounds good. Okay, that's what I would do, man. Like I'm working on that. You bet, dude. I appreciate you, man. All right, see you. Good luck.

[7:08] YouTube https://youtu.be/5Th9mds7e2E?t=421 || You Have 300 Free Users and You’ve Called 3 of Them
Later, brother. Hey, and real quick, I spent 200 hours this year just making this one project for you, which is the $100 million scaling road map, and I broke up the stages of business into 10 stages. And you can identify where you're at by simply just putting in your business information. You go to

[7:24] YouTube https://youtu.be/5Th9mds7e2E?t=437 || You Have 300 Free Users and You’ve Called 3 of Them
acquisition.com/roadmap and it'll spit out this custom report that tells you what the constraints are at that current level and what you need to do to graduate and get to the next level. This is our gift to you absolutely free. On the thank you page, you can book a call with our team and we'd love to help you uh figure that out

[7:39] YouTube https://youtu.be/5Th9mds7e2E?t=452 || You Have 300 Free Users and You’ve Called 3 of Them
and ideally get past


VIDEO
TITLE: The 5-a-Day Rule for Being Present
URL: https://youtu.be/5cjxX3QoAWM
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, productivity

[0:00] YouTube https://youtu.be/5cjxX3QoAWM?t=0 || The 5-a-Day Rule for Being Present
You know, you look at somebody that's a master meditator or you set yourself high bars for what it means to be mindful and you realize that you can be present with a sip of a coffee. Okay, I can be present with this one sip of a coffee and then it like sand in your hands or like trying to remember a

[0:14] YouTube https://youtu.be/5cjxX3QoAWM?t=7 || The 5-a-Day Rule for Being Present
dream, it just evaporates, right? Okay. Well, what if your goal was just to try and get five of those a day? Yeah. What if that was it? What if being mindful was just five moments when you allow yourself to be where your feet are? Where your feet are underneath you? And then what if you tried to just

[0:34] YouTube https://youtu.be/5cjxX3QoAWM?t=27 || The 5-a-Day Rule for Being Present
string like two of those together five times a day like just this first sip and then as I put it down the view out of the window. Oh my god. Like that's two things in one and then I can do that five times. And it it if I'd asked him, I would have said really is the path to just increase the frequency of the times

[0:52] YouTube https://youtu.be/5cjxX3QoAWM?t=45 || The 5-a-Day Rule for Being Present
that you are where your feet are underneath you. Uh and one other cue that I love that I got from an embodiment coach is the times when you see in your peripheral vision, you're looking and the way that our vision actually works, you're focused so heavily on what's directly in front of you. If there's ever a time

[1:08] YouTube https://youtu.be/5cjxX3QoAWM?t=61 || The 5-a-Day Rule for Being Present
when you see what's out here, you realize that you it's impossible to see all of that and not be in the present moment because you've naturally just opened yourself up. And I love that cue. So during the times when I'm doing things like that Sam episode, I'm like the next question and there's millions

[1:23] YouTube https://youtu.be/5cjxX3QoAWM?t=76 || The 5-a-Day Rule for Being Present
of people watching and all this stuff and there's this guy in front of me and he's super smart or whatever. This is cool. Just that one moment and that when I look back on that episode, that's what I enjoyed. That's what I enjoyed about it. So, I think that being where your feet are underneath you and allowing yourself to

[1:40] YouTube https://youtu.be/5cjxX3QoAWM?t=93 || The 5-a-Day Rule for Being Present
open up and stringing those together largely allows you to enjoy being whilst you're in the process of becoming. It's also interesting those moments you can capture a moment independent from your surroundings because a lot of times those moments you're not thinking about the goal that you have the meeting that you have the

[2:02] YouTube https://youtu.be/5cjxX3QoAWM?t=115 || The 5-a-Day Rule for Being Present
the prep that you have to do for some talk or some podcast or whatever it is and I can't remember where I heard this but they were talking about Gladiator the movie and the film opens with this like little bird on a bow right with like the the leaves and whatnot and then they zoom out from that little bird on the on

[2:20] YouTube https://youtu.be/5cjxX3QoAWM?t=133 || The 5-a-Day Rule for Being Present
the on the bow and it's this disgusting war scene, right? And so it's kind of like micro macro micro um of how no matter how tough whatever the moment that you're going through is if you can just take a picture of the corner of the room and look at the beauty in that right of being present in that moment

[2:44] YouTube https://youtu.be/5cjxX3QoAWM?t=157 || The 5-a-Day Rule for Being Present
even if it's the suffering right like you get punched and you're spitting blood out but it's like this moment that you capture then all of a sudden like everything fades away and you are present and so it can take this what would be a brutal war scene of death and dismemberment. And the thing that makes

[3:00] YouTube https://youtu.be/5cjxX3QoAWM?t=173 || The 5-a-Day Rule for Being Present
it memorable is the zooming in on a detail. And so it's like if we're going if you feel like you're going through life too fast, it's like just look for a detail. Whenever I wanted to try and get myself back into the present, I used to have brain fog a lot in my 20ies really. And maybe not brain fog, maybe just the

[3:18] YouTube https://youtu.be/5cjxX3QoAWM?t=191 || The 5-a-Day Rule for Being Present
clarity of my thoughts now is so much better than it used to be. I don't know. Maybe I was hung over. Yeah, I got that. That was a big Maybe it was just the drugs. I don't know. Um, but one of the things I used to I used to have this I still have this BMW sat on my drive with a perforated steering wheel and I remember that if I

[3:33] YouTube https://youtu.be/5cjxX3QoAWM?t=206 || The 5-a-Day Rule for Being Present
ran my thumbs across the steering wheel and I really felt the perforation, really felt it or I do it with a leaf. I'd pick a leaf up and I'd really feel the sensation of the leaf. I couldn't think about anything else. You can only have one thought at one time. You cannot think two things, right? You have a super computer inside

[3:50] YouTube https://youtu.be/5cjxX3QoAWM?t=223 || The 5-a-Day Rule for Being Present
of your head and it's got one megabyte of RAM. Yeah. Yeah. So, just think the one thought. We'll get back to talking to Alex in one minute, but first I need to tell you about Surf SharkVPN. If you're browsing the internet without a VPN, it's like dancing in a muddy field without any shoes on. You can do it, but it's not

[4:04] YouTube https://youtu.be/5cjxX3QoAWM?t=237 || The 5-a-Day Rule for Being Present
good for you. If you're using a public Wi-Fi network, the internet admin can see all of the data going back and forth between yourself and the internet. All of this is protected with Surf SharkVPN. Plus, it gives you access to the entire world's Netflix library. Any territory that you want. If you're anywhere

[4:19] YouTube https://youtu.be/5cjxX3QoAWM?t=252 || The 5-a-Day Rule for Being Present
outside of the US, you can access way more Marvel series and movies over here than you can in your domestic territory. And if you're in the US, maybe you could watch some Japanese anime or get access to the Inbetweeners. Best of all, it's available across unlimited devices, your laptop, your iPad, your phone, even your

[4:35] YouTube https://youtu.be/5cjxX3QoAWM?t=268 || The 5-a-Day Rule for Being Present
smart TVs. And there is a 30-day money back guarantee. So, you can buy it and try it for 29 days. If you do not like it, they'll give you your money back. You can get an exclusive offer from Surf Shark today. Three months free and that 30-day money back guarantee by going to surf sharkark.dealswisdom.

[4:51] YouTube https://youtu.be/5cjxX3QoAWM?t=284 || The 5-a-Day Rule for Being Present
That's surfshark.deals/modern wisdom. Okay. So, this next one, me and you text each other pretty frequently about we've seen this cool thing and someone's repurposed like one of the things that we've done, which is cool and it makes me feel good that things that we've said or that you've said largely get repurposed. Um,

[5:09] YouTube https://youtu.be/5cjxX3QoAWM?t=302 || The 5-a-Day Rule for Being Present
this is something that hadn't happened before, which is you misqued me, but improved the quote. So, this was like the human centipede of content creation. And then I named it. Okay, so this is fame's seessaw. When you're on your way up, everyone roots for you because you remind them of their dreams.

[5:28] YouTube https://youtu.be/5cjxX3QoAWM?t=321 || The 5-a-Day Rule for Being Present
When you're at the top, everyone tears you down because you remind them that they gave up on them. And you have one which is for anyone who needs a reminder. No one is going to hate on you for doing worse than them.


VIDEO
TITLE: Why I Hate the Word Mindset
URL: https://youtu.be/5xWG6jb6vB8
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset

[0:00] YouTube https://youtu.be/5xWG6jb6vB8?t=0 || Why I Hate the Word Mindset
It's like I hate the term mindset. I think it sucks. I think people have all this mythology around it. They're like these things get stored in your body and and there's these synchronicities and frequencies and vibrations and manifestation. It's like dude, just define what you're talking about like what are you saying? And whenever

[0:17] YouTube https://youtu.be/5xWG6jb6vB8?t=10 || Why I Hate the Word Mindset
whenever people say those things, I'm going to I'm going to go a little amorphous and I'm going to get back to business. All right? So, don't worry. Give it two minutes. Two minutes and we're going to hit business again. All right? This is my last point. um when you begin to see language as behavior. So let me explain what that

[0:33] YouTube https://youtu.be/5xWG6jb6vB8?t=26 || Why I Hate the Word Mindset
means. If I say hi, then I'm soliciting a response from someone, the the sound hi, then they have been reinforced for saying hi back or what's up, right? And so what happens is, for example, I'll give you a different version of this. If I begin to cry, then I'm going to solicit a certain type of response from people around me.

[0:59] YouTube https://youtu.be/5xWG6jb6vB8?t=52 || Why I Hate the Word Mindset
And this is where people start to create vicious cycles. Let me give you an example of one. This is one that I realized with with Ila, my wife. So, I'll just be real with you. So, if I cries in the earlier part of our relationship, well, for many years, I'll be real with you. Many years when Ila would cry, I would I would try and

[1:15] YouTube https://youtu.be/5xWG6jb6vB8?t=68 || Why I Hate the Word Mindset
comfort. And if she was still crying, I would stay quiet because I didn't know what to do. And she would still cry. And then I would get angry and then she would stop crying. And so what ended up happening is that I ended up being reinforced for getting angry when she was sad. And so when she would cry, I

[1:33] YouTube https://youtu.be/5xWG6jb6vB8?t=86 || Why I Hate the Word Mindset
would get angry and then she would stop crying because I learned to get not not consciously, right? But I learned to get Ila to stop crying, get upset. And so then Ila was like, "Why do I want to be upset around you because you only get angry with me?" And then I had to learn more about behavior. And then I

[1:48] YouTube https://youtu.be/5xWG6jb6vB8?t=101 || Why I Hate the Word Mindset
was like, "Oh, wow. I learned the wrong lesson here. And I bring this up to say that the words we say often times we don't even mean the words because we've never defined the words, but we say the words because of how other people respond when we say them. And so if you're in a community of people, for

[2:04] YouTube https://youtu.be/5xWG6jb6vB8?t=117 || Why I Hate the Word Mindset
example, that say manifestation, frequency, synchronicities, all this wild right? You say these things, these people agree with you and say you are one of us. You are accepted. We love you. Then of course you're going to believe those words. You just haven't defined them. But you love the reaction you get when you say them. And so when

[2:21] YouTube https://youtu.be/5xWG6jb6vB8?t=134 || Why I Hate the Word Mindset
you see these words as behavior, you begin to do that behavior more when good things happen. And so this is why for any of you obviously you guys have, you know, maybe you followed followed my stuff for a little bit. Um this is why I take definitions so seriously like words matter like what are we talking about,

[2:36] YouTube https://youtu.be/5xWG6jb6vB8?t=149 || Why I Hate the Word Mindset
right? Which is why the first step of the three steps I have when I'm breaking down any problem is what does this mean? How do we know? And why does it matter? And so I would encourage you that's logic, evidence, utility, by the way. What does it mean? How do you know?


VIDEO
TITLE: Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
URL: https://youtu.be/6G8cz2G0fsg
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:01] YouTube https://youtu.be/6G8cz2G0fsg?t=0 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
Um, I appreciate you being here, man. I'm super excited to catch up with you. Um, uh, I think you are incredibly um, aspirational first, um, inspirational second, and really, really tactful third for your audience and the people who are looking to build. I know as a as a longtime follower myself, you know, I feel like it was not that long ago that you came out of nowhere and I was just like, I don't know why I'm favoring

[0:28] YouTube https://youtu.be/6G8cz2G0fsg?t=21 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
every video I see from this guy. He either speaks in perfect sound bite. Um, I don't know if he can breathe normally. I hope he's working on that. Or it could be for brand recognition, which I'm totally fine for. Right. I don't I don't dye my hair brown because the gray is how people recognize me. I'm all about it. Um, and I'm a big fan of of of your books, right? $100 million offers, $100 million leads, and now you have hundred

[0:51] YouTube https://youtu.be/6G8cz2G0fsg?t=44 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
million dollar money models. And so I'd love to spend the majority of the the the time here um really kind of like digging digging into it. And my first question from someone who's written three books myself um is why what why did you write another book with everything that you're doing? And what like what what problem do you think

[1:14] YouTube https://youtu.be/6G8cz2G0fsg?t=67 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
volume three solves that volume one and two might have not been ready to solve? Yeah. So I actually believe it or not all three books were one book and it would end up being this tome uh when I finished it and I started writing it in 2021 and it was originally called lead generation and monetization structures because I thought it would like sound cooler and like a textbook and then I

[1:36] YouTube https://youtu.be/6G8cz2G0fsg?t=89 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
realized no one would know what that meant anyways. And so, uh, then it was like, okay, you know, this repeated thing. I was like, okay, I want to get I want to get this out there, which is fundamentally like how to how to make money, right? Um, and it was really just trying to crystallize kind of the the thinking processes that had created a

[1:52] YouTube https://youtu.be/6G8cz2G0fsg?t=105 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
lot of the material success that I had up to that point. And a mentor of mine said, write it down now because you'll forget the little details. And so, that's why I want I I documented a lot 2 minutes of this while I was selling the company in the year after. And so, um, what I I I wanted to put this out, but I was like, shoot, no one can no one can

[2:08] YouTube https://youtu.be/6G8cz2G0fsg?t=121 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
really use this until they like really know how to advertise. And then it was like, oh, shoot. Well, they can know how to advertise, but if they don't have an offer, then they need to have that first. And so, if we think about the three questions that someone has to answer first is like, what do I sell?

[2:22] YouTube https://youtu.be/6G8cz2G0fsg?t=135 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
Like, you have to start with what you're going to sell. Like, what are you going to sell? And so, offers answers that question, right? Which is an offer so good people feel stupid saying no. And it talks about the value equation. um which I'm happy to get into, but like the value equation of like how is value created in general? Because people are like create value, create value. Like no one says like okay cool. I look at a six-year-old I say create value. They

[2:38] YouTube https://youtu.be/6G8cz2G0fsg?t=151 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
just look at you back like I don't know what that means. And I think a lot of terms are like that. They're thrown around a lot on the internet and people nod along because they're rewarded for nodding along but it doesn't actually make no one defines the terms. And so once you have an offer and you know how to make it valuable which we talk about then it's like you got to let people

[2:55] YouTube https://youtu.be/6G8cz2G0fsg?t=168 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
know about it which is everything that leads is about which is really a book on advertising. It's called leads because when I tested eight different titles, leads is the one that people selected as the best title. But fundamentally, it's a book on it's a book on advertising. So, it's like you can reach out to people oneonone, you can reach out to people one to many via paid ads, you can reach out to people one to many via content. Um, and that's basically a

[3:14] YouTube https://youtu.be/6G8cz2G0fsg?t=187 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
fourbox of hot and cold, people who know you and people who don't, and oneonone and one to many. That's the four box. Cold outreach, warm outreach is the the two there. And then you have the other four box, which is lead lead getters. And so, it's like you have affiliates. So partners, people who have your basically spheres of influence or center centers of influence, people who already have the audience you want uh and then

[3:34] YouTube https://youtu.be/6G8cz2G0fsg?t=207 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
trying to do a deal with them to send it to you. You've got your own customers who will send you other customers like them. You've got your employees who will do the core four on your behalf. They'll do oneonone outbound. They'll do they'll post content on your behalf. They'll run ads on your behalf or uh finally, you've got agencies that can do the core on your behalf as well. And so those are basically the eight ways that you can do

[3:51] YouTube https://youtu.be/6G8cz2G0fsg?t=224 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
anything uh in terms of advertising. And so once you have the thing and you have all the ways to advertise it, then it's like, okay, shoot. Well, I'm still poor, right? I'm still not rich yet. Like what the hell? Um, now any no matter what, functionally, if you have a working business, it already generates some sort of revenue. If you make the offer

[4:08] YouTube https://youtu.be/6G8cz2G0fsg?t=241 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
better, you'll make more money. If you advertise more, you'll make more money. But the book, this book money models is about the monetization structures which is what are the different mechanisms behind uh basically reverse engineered from the ultimate goal of the business which is like how do I get someone to buy number one how do I get them to

[4:25] YouTube https://youtu.be/6G8cz2G0fsg?t=258 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
spend more number two and then how do I get them to spend that money faster number three and then number four how do I get them to do it over and over again and so if you accomplish all four of those objectives in terms of how you create the monetization of the business that you have then you'll be um cash flow positive And the specific goal that

[4:42] YouTube https://youtu.be/6G8cz2G0fsg?t=275 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
I set out to accomplish within this book is um something that I've always sought to do in each business, uh which is I like to generate two times the amount of uh cash, like net free cash from a new customer that it costs to both get and deliver them. So basically, it's 2x CAC plus COGS is the is the is the equation.

[4:59] YouTube https://youtu.be/6G8cz2G0fsg?t=292 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
No one really cares what that is, but basically you make you make twice as much from them as it cost you to get them and deliver to them. That's it. And you do in the first month. And the reason that's important is that if you can do that in the first month, then it removes money as a constraint to growth.

[5:12] YouTube https://youtu.be/6G8cz2G0fsg?t=305 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
And so then you no longer need outside capital. And so we've been able to have a lot of very large businesses that have grown very quickly because capital was a constraint to growth. And I I'll walk through the first time this ever happened for me. Is that okay? Yeah, let's do it. Um, so like when I had my my my first gym was my first business, I I would run these weight

[5:32] YouTube https://youtu.be/6G8cz2G0fsg?t=325 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
loss challenges and I would cost me like 10 bucks a lead to get a lead and then I would close one out of five leads and uh I would sell them on something that was 500 bucks. And so I would spend, you know, uh, $50 to get the customer and then I'd make 500 and then two days later I'd make $200 in supplement sales.

[5:49] YouTube https://youtu.be/6G8cz2G0fsg?t=342 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
So now I'm at 700. Now not all of that's profit. So maybe called 100 bucks in profit. So, I'm at 600. And then, uh, you know, three weeks into this six week challenge that I would run, I would try and get them to sign up for a recurring membership. And then the next week, I would say, "Hey, now that you're, you know, signed up for a membership, you want to prepay for the year?" And I give

[6:05] YouTube https://youtu.be/6G8cz2G0fsg?t=358 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
them another deal. And so then I would pull more cash forward. And so by doing that, I was able to open up six locations when I was by the time I was 25 just using the cash flow from each facility and being able to preload basically I could open a bank account, put $5,000 in, sign a lease, and I would have a hundred grand in the bank account minus whatever cost of opening it would be uh by the end of the month. And so I

[6:27] YouTube https://youtu.be/6G8cz2G0fsg?t=380 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
could I could cash flow the opening of each facility using customers to finance it. And so I ended up calling it customer finance acquisition as the as the objective. And um and fundamentally that's what this B book basically breaks down is like okay those are the four objectives. You have some offers that attract customers. You have some offers

[6:43] YouTube https://youtu.be/6G8cz2G0fsg?t=396 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
that are better structured for upsells, some that are better for downsells, and then some that are better for continuity. And when you put all four of those together, you create something that creates a lot of money really quickly over and what are the what are the intangibles though? Why why were you able to do that? Not just because you're following

[6:57] YouTube https://youtu.be/6G8cz2G0fsg?t=410 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
this process for your gyms and other people can open up a gym, it doesn't it doesn't work out. I think I think there's I think you know it's really interesting. I think we're motivated by deprivation. So it's you know the equal opposite like a lack is what drives us. Um it's like you want something because it's not there. And so that vacuum drives you. And I think I've

[7:20] YouTube https://youtu.be/6G8cz2G0fsg?t=433 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
always been relatively ambitious. And so I always wanted to have I never wanted like when I opened my first gym I was never like oh this is going to be the only thing I do. I wanted to I immediately wanted to have a big chain of gyms. I wanted to go national you know called it United Fitness America's gym. I wanted to that was where I wanted to go. Um and then we ended up switching

[7:36] YouTube https://youtu.be/6G8cz2G0fsg?t=449 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
to licensing and doing it that way um as the backbone. But that that was always the goal. And so to answer the question that you originally asked like why why you know why me? No idea. But I would say that that would be an observation that I think some people don't have the same goals. And so it makes sense that they follow a different path. Um and

[7:52] YouTube https://youtu.be/6G8cz2G0fsg?t=465 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
then I think to a degree I think there's a lot of ego that a lot of well a lot of everybody has. Um because it's hard to say that like you're not good at 8 minutes something because it makes it means it means you're bad or if you make it mean that. Um and I think a lot I think I honestly just think that's like and I

[8:08] YouTube https://youtu.be/6G8cz2G0fsg?t=481 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
know you're the same way so you'll probably agree with this. Um like I will pay whatever it takes to learn from someone who's better than me. It just like it's not even a question. Like whatever it is, whatever whatever the money, whatever the f like I'll do whatever it takes to get better. and and I just don't think a lot of people think

[8:27] YouTube https://youtu.be/6G8cz2G0fsg?t=500 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
that way. And I and that's okay. That's fine. But that's just how I've operated. Can I can I double click though a little bit on the the upsell section. So in the book you you you just listed it out. Um and a lot and a lot of words, but for everyone who's watching and listening, super simple, right? It's attraction offers, upsell offers, downell offers,

[8:48] YouTube https://youtu.be/6G8cz2G0fsg?t=521 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
continuity offers, right? Okay. So attraction offers I think I think I I I understand I think most people understand you have the product you have some product market fit you could sell it to one person and there's a reason right like I think in the book you talk about uh $21 for 21 days at a gym great

[9:06] YouTube https://youtu.be/6G8cz2G0fsg?t=539 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
right nice but then you go into the upsell I think a lot of people get stuck at the upsell I know I've been stuck there before I mean most of my audience right is in is in sales and specifically in real estate sales around the world, right? Once someone becomes a a lead, right? Like a buyer, a seller, um um or an agent, right? Or a brokerage firm, we have multiple ways to monetize that relationship, premium services, referrals, development, consulting,

[9:33] YouTube https://youtu.be/6G8cz2G0fsg?t=566 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
education, all those things. Do you think if you're a real estate agent anywhere on the globe, do you think agents who figured out product market fit with a with a product that they don't actually have to build or or create in any way, shape, or form? It just exists exists and they're they're brokering the deal. Do you think that they should build upsell ladders the way you talk about? Right. If if your if the

[9:57] YouTube https://youtu.be/6G8cz2G0fsg?t=590 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
the asset isn't yours, like do you think any real estate agent should then offer, okay, great. I'm going to offer coaching, personal brand packages, media production add-ons either to other agents or my clients, or or are there some jobs where just that upsell train just doesn't work? I think I think to me

[10:14] YouTube https://youtu.be/6G8cz2G0fsg?t=607 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
the upsell would be more so basically I can take a larger percentage using the same basically it's like the way I collect the money versus what I'm like what words I use and how I position the offer can be sometimes they're the same sometimes they're divorced so like an equal example would be like okay I'm in wealth management like I charge a percentage of you know I have a carry I

[10:37] YouTube https://youtu.be/6G8cz2G0fsg?t=630 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
have whatever you know I have 1% of assets under management like how do this work for me well it's like well if you're charging 50 basis points versus 1% or 100, you know, 100 basis points. It's like that upsell might be the other things you get for those additional fees. And so I think you absolutely can do that. Um, you then get into what

[10:54] YouTube https://youtu.be/6G8cz2G0fsg?t=647 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
level of operational complexity am I willing to, you know, endure to get this extra revenue and then you make the trade. How do you think about packaging versus segmenting offers? So a lot of what you talk about too because you go through through the list you're hooking people you know sometimes at at low cost or relative low cost we upsell from

[11:20] YouTube https://youtu.be/6G8cz2G0fsg?t=673 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
there you hook create continuity create great MR and round and round and round we go right but sometimes I also think that the best offer is the one that's the most inclusive right so you think about like Amazon Prime you know Netflix has every single show on there you're not paying a little bit you're not paying a dollar a month for drama a dollar a month for reality TV, a dollar a month this, the same the way you used to do for cable, right?

[11:45] YouTube https://youtu.be/6G8cz2G0fsg?t=698 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
They took all the channels, boom, one package, and now it's everything's changing. It's probably going to go back to the way we were before. Do you think high-end concierge packages in the real estate world, maybe that include the brokerage of the deal, interior design, property management for 12 months, uh maybe something tagged on with with home financing? Do you think that could be

[12:10] YouTube https://youtu.be/6G8cz2G0fsg?t=723 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
the future of continuity using your language in in my business or do you think there are some things that just can't be packaged and it's better to hook in and then upsell up the ladder? It's a really good question because I think about this a lot. Um like you know what is the what is the one perfect business model? Um you know you look at

[12:29] YouTube https://youtu.be/6G8cz2G0fsg?t=742 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
like Amazon Prime to your point like okay well Prime has one membership and they just keep you know loading more and more stuff into that one membership. Did they make the wrong call? Well, clearly they, you know, the most widely adopted product in in the US. Um, in terms of memberships, um, I think I see it more

[12:45] YouTube https://youtu.be/6G8cz2G0fsg?t=758 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
as these are the functions that must occur and the mechanisms that I have in the book allow basically facilitate those functions to happen and most businesses and also it's who's who's this targeted for. So my book is targeted for what I would say like not 13 minutes so basically bootstrapped so non non investorbacked businesses who have to make money from customers that come in the door. Um, and number two, typically

[13:09] YouTube https://youtu.be/6G8cz2G0fsg?t=782 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
they're ones like because both of those are tech large technology platforms. And so most of the time, like 78% of businesses in the US are service-based, right? And so at least the last time I checked. And so most of the times these each of these functions can exist uh separately. You can put them all together as long as those functions occur. So if we if we divorce it from the quote offers and just think about what happens, it's like I have to have something that gets people in the door.

[13:35] YouTube https://youtu.be/6G8cz2G0fsg?t=808 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
I have to have something that gets them to pay me money. And ideally, I have to have a mechanism to get them to come back and do it again. That's that's what we're doing here. Now, if that means that they're coming back and then we fill that with more advertising, that's fine. but having a mechanism to bring

[13:50] YouTube https://youtu.be/6G8cz2G0fsg?t=823 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
them back uh for the vast majority of businesses who don't have premium brands just being real. Um having that hand to hand and what's been interesting for me is like I have to write as though I don't have a brand for the people like is like it's like oh how do you know how do you get talent? I'd be like, "Oh,

[14:07] YouTube https://youtu.be/6G8cz2G0fsg?t=840 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
just make a post and then get the best people to just immediately like it doesn't." So I not not to cut you off, but I remember I gave a a keynote speech in um uh I think it was in Dubai. Yeah. And I get out there, I did the thing. I told everyone what to do. Gary Vee follows me. I think it was in Dubai. Maybe Abu Dhabi follows

[14:23] YouTube https://youtu.be/6G8cz2G0fsg?t=856 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
me. The first thing he says on stage is, "All right, guys. I'm gonna talk to you about what you're actually gonna do if you don't have a TV show like that guy. love him, but nothing he just said is going to work for any of you people. And I was like, do I stay back? Stay do I go back out? Is this a fight now? What do I do? I what do I do now?

[14:44] YouTube https://youtu.be/6G8cz2G0fsg?t=877 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
And I appreciate what he what he brought to the to the table as well. But like, you know, it's like that that classic saying like, you know, um uh uh what is it like, you know, if you if you don't work for money, right, you'll never work a day in your life. It's like, okay, well, that's easy to say when you have money. Say when you're Yeah. Step one, be born beautiful,

[15:00] YouTube https://youtu.be/6G8cz2G0fsg?t=893 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
15 minutes right? Step two, be born rich. Like, you know what I mean? Like, yeah. No, I'm I'm with you. So, I've tried to take it from that perspective. The vast majority of the people that are in my audience, I mean, we're talking, you know, a dentist, a chiropractor, a lawn care guy, an HVAC, a plumber. Like, most of them have they're not like I am

[15:19] YouTube https://youtu.be/6G8cz2G0fsg?t=912 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
the I am the the white glove. Like, you pay me one time a year and I do everything for it. Doesn't it that's not how the vast majority of businesses work. And so, this book is for the vast majority of businesses. Um, obviously you can just be, you know, Bernard Arno and just start Louis Vuitton and just

[15:34] YouTube https://youtu.be/6G8cz2G0fsg?t=927 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
have a the biggest most premium brand ever and then you can just charge so much money for something that you just automatically include everything else in it. And that's ideal. Like so I was talking to a business owner the other day um not the other day, yesterday um she's in the beauty space doing like 30-ish million a year

[15:52] YouTube https://youtu.be/6G8cz2G0fsg?t=945 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
and you know she was like hey there's all these kind of and she's talking a lot about like the little mechanics you know like hey I think we could do this to tweak this pricing. I think we could do this to improve the churn. And we're 16 minutes just going through everything. And we sat there for a minute and I was like, you've been about the same revenue the last two years, right? And she was like, yeah. I was like, okay, I think you just

[16:09] YouTube https://youtu.be/6G8cz2G0fsg?t=962 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
need to like go get a Kardashian. And I was like, you don't actually need to get a Kardashian. I was like, but you need I think you just need a massive brand association that's going to get you from 30 to 150, right? And it was just kind of sitting there for a second. And I was like, that's the like to your point,

[16:25] YouTube https://youtu.be/6G8cz2G0fsg?t=978 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
you can't conversion rate optimize a 10x. Yeah. You're not like you're not going to you're not going to little trickle your way like little tweaks tweak your way to 10x. And I think that's actually one of the mistakes that small business owners make. Um is not thinking big enough. Like well what like instead of doing that, how do I just get a hundred times the traffic? And you're like I'll just start it I'll start a massive TV show

[16:47] YouTube https://youtu.be/6G8cz2G0fsg?t=1000 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
that'll murder. Now obviously you didn't know it was going to murder, but you made a bet, right? and it was worth the shot and obviously it's paid off. Um, and that's carried over into everything that you've done and you know that's why that's why I mean you're crushing it on the personal brand side. It's super impressive. As a side note, I love it.

[17:03] YouTube https://youtu.be/6G8cz2G0fsg?t=1016 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
Thanks. So, you bring up a lot of good points. I just want to want to narrow in as much as we can. Um, you also talk a lot about kind of hacking a monet monetization train, I guess, if you will. you use those those words specifically, but like in again in our business Yeah. You know, we spend a all of our resources before getting paid. Yeah.

[17:29] YouTube https://youtu.be/6G8cz2G0fsg?t=1042 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
Right. It's a lot of time, money, effort before getting paid. Okay. For us, it could be months. You might never get paid. If you're, you know, if you're a personal trainer, right, you might collect on a credit card or maybe they pay you 30 days later, something like that. How I I think a lot about fast money models and slow money models. Yeah.

[17:48] YouTube https://youtu.be/6G8cz2G0fsg?t=1061 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
Right. and which one is more long-term viable in 2030. Now, and in our business, we've tried to hack this monetiz this kind of by monetizing faster through media, through partnerships, early funnel services, the way you're talking about, right? Create micro infl make sure as many people are out there. What would you do if you had to flip the cash flow equation in our business?

[18:12] YouTube https://youtu.be/6G8cz2G0fsg?t=1085 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
How would you how would you think about economic disruption? Because I think we've done a a pretty strong job and we've created a lot of mini me now and a lot the the market has kind of followed us now with the value disruption, right? If we're going to charge a fee, we've got to give the absolute most value. The value has to change. We have to adapt with the times. Yeah.

[18:29] YouTube https://youtu.be/6G8cz2G0fsg?t=1102 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
I don't think anyone's really cracked the cash flow equation in disrupting the economics for the for the agent of a firm that kind of like turned real estate into a subscription fee model and 100% commissions. You've got to get to like the greatest level of volume at all times. It's hard to keep control of quality and I don't know. You have ideas.

[18:51] YouTube https://youtu.be/6G8cz2G0fsg?t=1124 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
Basically, how do you crack the commission? Yeah. The delayed commission structure that has permeated the industry forever. Yeah. I I What keeps me up at night? Exactly. What keeps me up at night is disrupting the economic model um uh in a way that hasn't really been done because right now you have traditional commission models for most salespeople.

[19:10] YouTube https://youtu.be/6G8cz2G0fsg?t=1143 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
It's been like that a hundred years. You also have kind of you know revenue share right capped model that have been done since the early 80s. Yeah. Nothing else has changed since then. You can play with the percentages this that the other but flipping the cash flow equation in our business has never happened. And maybe there isn't a way sometimes it's like dude you make the sandwich pay for the sandwich. No one's gonna have

[19:35] YouTube https://youtu.be/6G8cz2G0fsg?t=1168 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
subscription sandwiches. It might be possible this just doesn't exist. Yeah. But if I'm going to ask anybody, I'm gonna ask you. Well, I think about it I actually think about it in terms of risk. So it's like why? So why are the commissions so crazy, right? I mean like you I mean obviously sometimes you the other side of like I worked forever and then the guy backdoored me to some other dude and they got the commission. Like they have you have all those horror stories,

[19:57] YouTube https://youtu.be/6G8cz2G0fsg?t=1190 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
right? And on the equal opposite there's you know the guy who like I got the listing, sold it the next day and made 200 grand or whatever it is, right? Um, but the thing is is that I think most agents prefer to take risk to get upside. And so basically if you establish a lot of people Yeah. Yeah. So if you establish enough of a brand or reputation that you sell houses and you said, "Hey, here's my deal. You pay me 50 grand upfront and I sell it when I sell it or you pay you know pay 50 now

[20:22] YouTube https://youtu.be/6G8cz2G0fsg?t=1215 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
50 when I when I sell it independent of the price." So it saves you but it improves my cash flow. Now that might be something you start in the beginning but it'd be hard in the beginning because you don't have a reputation. And at the end when you have a reputation, you want to get more money so you're willing to take the risk. And so I mean I guess to to to answer the question um I don't

[20:38] YouTube https://youtu.be/6G8cz2G0fsg?t=1231 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
have a good answer but I would say like that's the to me that's the big variable is risk is who takes the risk on. And that's why like that would be the only way to break the the um the the the the dynamic. So imagine you're somebody forget real estate for a moment. You have a job. You're nineto-ive. Hate your life.

[20:57] YouTube https://youtu.be/6G8cz2G0fsg?t=1250 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
It's not what you thought right? Maybe you're like me and you turn 40 and you're like, "I'm not having a midlife. Oh my god, what? I'm gonna do this one more time and I'll be 80. I'm having a midlife crisis right now. Am I doing the right thing? What am I doing? Where am I spending my time? You know what? I'm

[21:10] YouTube https://youtu.be/6G8cz2G0fsg?t=1263 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
going to go I'm gonna I'm going to jump into this multi-billion dollar a year creator economy. I've always liked doing X, Y, or Z. Um, uh, where do you think today creators are going wrong when they try to monetize their audience with products? And how could they learn if they're watching this right now? Yeah. From from building out a money model.

[21:35] YouTube https://youtu.be/6G8cz2G0fsg?t=1288 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
Yeah. I think um I think one of the mistakes is trying to do too many businesses. So like what Okay. So if we're talking I have a fixed audience for example like I have one audience. So what happens is they sell something and then they think oh I should like if I like let's say they make a million dollars a year selling whatever the widget is. Okay. Well, if I need to if I want to make more money, I need to just add another widget. And so what

[21:59] YouTube https://youtu.be/6G8cz2G0fsg?t=1312 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
happens, they they end up starting three, four, five, six quote different businesses selling to the same audience to make more money rather than simply growing the audience. And so it's the hard thing, which is usually the right thing. Not always, but like if you have a million person audience and you're making a million dollars a year, the

[22:14] YouTube https://youtu.be/6G8cz2G0fsg?t=1327 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
answer might not be let's just sell let me sell three more SKs. It might just be how do I go from 1 million to 10 million because that's probably the right answer. It's just harder and it takes longer. And so I think that that's that's probably number one the biggest mistake that I think creators are making from a monetization perspective is they just want to start too many companies

[22:30] YouTube https://youtu.be/6G8cz2G0fsg?t=1343 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
and they don't have the bandwidth or the resources to do it right. Um and then the second um I think big issue is that they're typically undermonetized and don't really understand kind of like the continuum that exists uh for them to monetize. So it's like at the at the very end extreme in terms of risk and reward you have start my own business, start my own product, whatever. So I front the capital, I make

[22:53] YouTube https://youtu.be/6G8cz2G0fsg?t=1366 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
the brand, I run the logistic, I run all of it, right? And on the other extreme, it's like you can just get paid to post stuff, right? So just as like a sponsor, actually even more so would be uh an affiliate. So it's like someone gets you a code and then you get a percentage, right? And so as you walk down the risk,

[23:10] YouTube https://youtu.be/6G8cz2G0fsg?t=1383 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
you know, risk uh pathway, you have these different vehicles for monetizing. So you have affiliate structures, you have sponsorships that you can just get paid up front no matter what happens. Um you can do sponsorships in addition to licenses of NIL. So name image likeness where they can start using your face to advertise the brand. Um and then if you structure that well then maybe you get a

[23:31] YouTube https://youtu.be/6G8cz2G0fsg?t=1404 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
royalty on the revenue or in a or you get shares uh or a profit share. All of those would be things. And then next to that you'd be okay well I'm going to I'm going to have I'm going to own the LLC but I'm not going to actually own the stuff. So it's like I'm going to white label and I'm just going to be the

[23:47] YouTube https://youtu.be/6G8cz2G0fsg?t=1420 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
promotion engine. And then finally, you have the I'm going to own everything soup to nuts. I'm going to manufacture it. I'm going to whatever. That's assuming physical products, but same same if you're going to do services like uh I'm going to actually like hire the people and I'm going to create a company that helps people make content or whatever it is, right? And so there's

[24:02] YouTube https://youtu.be/6G8cz2G0fsg?t=1435 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
this huge uh selection that someone can go through and I think not even not even being aware that these are the different options that they have available to them. Um but yeah, so they're not aware of them. So they pick the wrong vehicle and then underneath of that vehicle thinking about what I have this massive audience the the right product might not be the thing that the most people buy and depending on your goal like let's say if

[24:25] YouTube https://youtu.be/6G8cz2G0fsg?t=1458 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
the goal is monetization so max maximum money let's just say that's the goal well there might be a subsegment of the audience that's worth 10 times more and so it's not necessarily like if we slice it and say okay where's the largest you know where's the largest segment what we want to reverse engineer is gross profit

[24:41] YouTube https://youtu.be/6G8cz2G0fsg?t=1474 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
per unit sold times number of units sold And so it's both of those things together. And I think that's where that's probably the secondary kind of big big one that I guess that's the third one. So number one, too many SKUs. They try to start more businesses rather than growing the business. Number two, they structure the vehicle that they're pursuing it through incorrectly

[25:00] YouTube https://youtu.be/6G8cz2G0fsg?t=1493 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
25 minutes affiliate sponsorship uh you know some sort of partnership, white label, and then them actually doing everything souped to nuts. Um, and then finally, uh, not actually picking the correct product to even promote based on the absolute basically it's the area under the curve that you'd be calculating like what's the what's the most amount of money I can make in terms of number of units times gross profit. Longwinded, but hopefully that was a more complete answer.

[25:27] YouTube https://youtu.be/6G8cz2G0fsg?t=1520 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
It was, you know, your audience for this book, like you said, is yeah, is probably not a massively venturebacked business, right? bootstrap founders, new entrepreneurs, people who need cash flow to be positive. Yeah. 2x CAC. Yeah. Right. The business that can spend the most to acquire a customer wins

[25:53] YouTube https://youtu.be/6G8cz2G0fsg?t=1546 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
for anyone who feels that that might be counterintuitive. How do you balance that with risk? Especially when you're bootstrapping and you can't outspend yet. Is there a certain level of cash investment you got to come to the table with because you're not starting from zero? Really good question. To me, I will continue to tinker with the money model until that happens.

[26:15] YouTube https://youtu.be/6G8cz2G0fsg?t=1568 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
Like I will not hit the gas until I have a way to and like the thing is is there's always a way. I gen like the whole idea behind like unless so like for venturebacked stuff, right? I would I would wager because we do we have a big venture arm at acquisition.com. Um, I would wager that the vast majority of venture doesn't need to be venture. They just tend to get they they play the valuation arbitrage game, which is a different a different game altogether

[26:39] YouTube https://youtu.be/6G8cz2G0fsg?t=1592 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
than the actual core economics of the business. But like unless you're seeking some sort of network effect that you have to artificially lower your price such that you drain the market and then lock it down, which the vast majority of businesses are not do not actually operate that way. they just happen to have technology and then we operate under the assumption that because it's technical it's going to cost a lot of money to build which is no longer the

[27:04] YouTube https://youtu.be/6G8cz2G0fsg?t=1617 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
case and that's kind of like what I would say like I think the venture model itself is going to get turned around because so many single founders or double or triple founders can just like you can start these things up for like 50 grand and vibe code a lot and that you know AI is getting so much faster and so much better from a technical perspective

[27:20] YouTube https://youtu.be/6G8cz2G0fsg?t=1633 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
had our lead investor not to cut you off conversation with last last night and he was just talking about just general cash flows, etc. And he's like just he's like reminding me um how much did it cost us hard cost to open up Arizona as a market. Right now, we obviously didn't open the entire state in one day, but we

[27:36] YouTube https://youtu.be/6G8cz2G0fsg?t=1649 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
we entered that market. We had and I reminded him like remember five years ago or no, four years ago when we first started the business, I was interviewing, you know, different like growth heads, CRO's from all the major brokerages. And I was really just kind of digging in how much does it cost you to open a market? I want to go sell in

[27:53] YouTube https://youtu.be/6G8cz2G0fsg?t=1666 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
New York. I want to sell in what's it cost? And the average outside of like the wackos who spend millions, the average is about like you got to bake in 28 minutes about half a million dollars to open a market. Okay. Um we opened up Arizona with 25,000 bucks. More like it's like 26,000. Yeah. Right. In terms of in terms of hard costs. Yeah.

[28:11] YouTube https://youtu.be/6G8cz2G0fsg?t=1684 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
Um soft costs are in my mind kind of all all baked in. And so you're right. Which which then but it makes me nervous because it means if it's cheap for me, it's getting cheaper for everyone. It's kind of like one of the things you talk about at the time, like if it's really, really hard for me. It's really, really hard for

[28:27] YouTube https://youtu.be/6G8cz2G0fsg?t=1700 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
everyone. If I stick it out, it means more people are going to bail, right? Um, so if it's cheaper for me, it's going to be cheaper for everyone. More and more and more competition, harder and harder and harder to find product market fit, harder and harder and harder to find upsell opportunities, harder and harder to find continuity. So, so what do we do?

[28:46] YouTube https://youtu.be/6G8cz2G0fsg?t=1719 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
Um, I mean, I think I feel like it was it was a big question. Um, I I know that you think this way and I don't know if you if you say it publicly, but like if more people are in, then it's fine. More people to beat like whatever. You know what I mean? Like I think winners win at the end of the day no matter what. And

[29:03] YouTube https://youtu.be/6G8cz2G0fsg?t=1736 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
if it's easier, then I'll just work harder. Like, and if it's harder for everyone, then other people will fall off. But at the end of the day, there's as long as it's humans versus humans, the people who try harder will always have edge. And so like I I kind of shrug a little bit there. Like you it it was

[29:18] YouTube https://youtu.be/6G8cz2G0fsg?t=1751 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
cheaper for you because you have more skill. Sure. And skill still takes time to develop. And so to this like yeah just go have a TV show. Yeah. Just be born beautiful. Like just go build a 15 million person you know business owner audience. Yeah just go do that and then you'll be fine. It's like yeah sure just do that. Just that small thing. Just go do that and then you're good to go. And so the thing is

[29:41] YouTube https://youtu.be/6G8cz2G0fsg?t=1774 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
is the the hard cost has decreased but the barrier for skill is still high. And fundamentally if you zoom all the way out it has always been humans plus tools against humans plus tools. And so tools simply create more leverage. Every person gets every person has more ability with more leverage with technology. And so the best players just get even better. And so, um, I'll use a

[30:05] YouTube https://youtu.be/6G8cz2G0fsg?t=1798 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
quote from the wire, which is, um, it's the same game, just twice as fierce. Solid throwback quote. Of the four offer types, as I think about kind of the different customers I have and the different types of businesses, attraction, upsell, downell, continuity, right? Should every business try to use all four or some models better off focusing on just one or two? I think you can have just like what I talk about in the book

[30:34] YouTube https://youtu.be/6G8cz2G0fsg?t=1827 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
is like you just you want to implement one and we've had businesses um so for example we we bought a teeth whitening chain that has had 14 locations corporate and when we bought it we're like okay I thought that the LTV was lower than I thought it could be and so all we did was we just implemented a better upsell structure in terms of when people walked in the door and we ended up doubling LTV for the business and

[30:57] YouTube https://youtu.be/6G8cz2G0fsg?t=1850 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
kept the cost basis the same. And so like when you double LTV, it more than disproportionately drops to the bottom line because revenue goes up, fixed costs stay the same. And so there's a huge amount of basically incremental margin we were able to add to the business. And so in like two years went from 14 to 28 locations. And a large part of that growth was funded by

[31:13] YouTube https://youtu.be/6G8cz2G0fsg?t=1866 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
basically the improved model. And so I bring that up to say like that business was changed with just one of these being implemented. And so when you're looking at a business, I see this as lenses uh and that business was bringing customer in, you know, no problem. Now, could we maybe have improved the the attraction offer? Yeah, but was it the constraint?

[31:32] YouTube https://youtu.be/6G8cz2G0fsg?t=1885 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
Not really. And so, we didn't need to focus there. And so, really depends. If it's like if you are more demand constrained, then the attraction offer is going to be more important for you. If you're demand constrained because you're not, you don't have enough LTV per customer, then it could be any of the other three. It could be you need more, you need to sell more people

[31:48] YouTube https://youtu.be/6G8cz2G0fsg?t=1901 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
because you have some sort of other ways for them to buy via downells. It could be you just need get more upsells. Or it's like, can we create some sort of stability and cash flow via continuity? Now, when I look at my businesses that I've had, at least in the hardcore service side, um they've almost always had all four, almost always. Um but so it's universal for the most part.

[32:08] YouTube https://youtu.be/6G8cz2G0fsg?t=1921 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
For for the most part, and here's the here's the messed up part, right? Across fitness, SAS, services. Oh, 100% across those. But the thing is is when I don't have a brand, when you have a brand, basically all the rules that I write about don't matter. So, it's like the Matrix where like everybody who's in the Matrix who's fighting has to play by the rules of the Matrix until you're Neo. And then he's

[32:34] YouTube https://youtu.be/6G8cz2G0fsg?t=1947 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
like, "So, what are you telling me that I can dodge bullets?" And he's like, "No, when you're ready, when you have a brand that's big enough, you won't have to. You can just say, "This is the price. Pay it or not. Go away." And you can do that because you have so much demand that you now have all the cards. You have all the leverage. But when you don't have the leverage, when

[32:51] YouTube https://youtu.be/6G8cz2G0fsg?t=1964 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
you don't have that demand, it's like we have to generate that demand. We have to get people interested. We have to lower the bear to get them in and then we can mousetrap them their way up so that we can actually make this business profitable. I have two final questions for you. Number one, you're the guy who's watching this.

[33:11] YouTube https://youtu.be/6G8cz2G0fsg?t=1984 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
Maybe you're in real estate. Maybe you're an accountant. Maybe you're 19. You don't really know what your passion is. You know you want to be successful. You know you want to have a great life. You don't do anything 100% well, but you're also not an idiot. What business do you go start today? Oh, I'd be hardcore looking at AI stuff.

[33:33] YouTube https://youtu.be/6G8cz2G0fsg?t=2006 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
I mean, I think that there's a gigantic opportunity from a service side of AI implementation in small business main street because I think so many businesses are like they recognize that they they're like, man, AI is scary. And then they're like, wait, what do I they like use chat GPT for Google, you know

[33:49] YouTube https://youtu.be/6G8cz2G0fsg?t=2022 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
what I they get, you know, it helps them with their emails, maybe some makes write writes a memo or two for them, but they're not like using AI. And so I think that most business owners probably have big insecurity, big fear around that. Um, and I think that if you're a younger person and you're a little bit

[34:05] YouTube https://youtu.be/6G8cz2G0fsg?t=2038 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
more, you know, technical savvy and even if you're not tech-savvy, just become it because these things are all learnable and then you can sell a super high lever skill. And with AI specifically, there's so much value that can get created in a business and you can you can always charge a percentage of the

[34:21] YouTube https://youtu.be/6G8cz2G0fsg?t=2054 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
value they create. And so if you can approach a business that has a hundred salespeople and say, I think I can automate half of their jobs, that's a huge delta and one person can do that. And that's I mean that's the beauty of technology. It's also the scary part, but it's the beauty of it. They're relating it back to our business. It's like this argument that I've had with the investment community for a long time. You know, one of the

[34:44] YouTube https://youtu.be/6G8cz2G0fsg?t=2077 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
questions I'd ask you is, you know, how do you flip the cash equation and the money model in what we do? Yeah. Right. And what what is, you know, our our probably highest our highest cash business? Pretty sure lowest multiple business. Um uh and like okay, well, you have simple we have we have an AI service as a software, right? It is real. It is awesome. I don't even fully understand

[35:05] YouTube https://youtu.be/6G8cz2G0fsg?t=2098 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
it, but I know it works. I know how it works. I pay for it to work. Um and it's completely redefined the game. So half of the investment community will say great SAS monetize it monthly subscription enterprise software the other side and where I've kind of aired on I'm like that feels super cancelellable to me at any time and I don't know if I am going to outpace everybody else in the AI space.

[35:29] YouTube https://youtu.be/6G8cz2G0fsg?t=2122 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
What I do know is I know people love to feel like things are free until they're not. Yeah. And so instead of charging 50 to $1,000 a month or whatever it might be, why not just say, "Here you go. Just take it, use it, just give me a percentage of what you make. If you don't make anything, yeah, as a success fee, you don't have to pay me and use it. It's fine. But if you do

[35:50] YouTube https://youtu.be/6G8cz2G0fsg?t=2143 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
make money, we have an agreement and we take a success fee based on your income." And there's just so much more money to be made over here. But the investment community doesn't value it because it's not classically ARR. Yeah. It's like drives me I get frustrated. No, I hear you. I think super I mean I actually really love this conversation.

[36:11] YouTube https://youtu.be/6G8cz2G0fsg?t=2164 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
Um because investors like things to fit into neat clean boxes. They're like, "Oh, it's a SAS. This is how I value SAS and so blah blah blah, right?" And I actually think it's lack of first principles thinking because I mean investors more than anything just kind of follow trends. Follow, "Oh, my buddy

[36:27] YouTube https://youtu.be/6G8cz2G0fsg?t=2180 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
invested in I guess it's a good idea." uh which is I mean even at the highest levels like even at the highest levels like oh Sequoia is in or oh A6Z is in fine I'll I'll throw in right um but if we just reason from first principles the only reason that SAS is valued the way it is is because it has high gross

[36:42] YouTube https://youtu.be/6G8cz2G0fsg?t=2195 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
margins especially high contribution margin um and is traditionally uh super sticky and if structured well also has um uh netr growth as in like the same customer can can increase in how much they spend over time so that's that's ideal right? Net negative MR AR and but most most um uh investors don't think

[37:06] YouTube https://youtu.be/6G8cz2G0fsg?t=2219 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
about it that way. Just think about like what what does SAS accomplish that makes it valuable? And then are there other businesses that like I'll give you a totally different example that I think functions like SAS. If you're in hormone replacement, very few people get off hormone replacement or switch from hormone replacement. And it has, you know, and like do they take more hormones over time? Probably, right? And do they stick

[37:30] YouTube https://youtu.be/6G8cz2G0fsg?t=2243 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
with the same provider most of the times? Yeah. It's like, okay, so this is something that actually functions like SAS even though it's not technical, right? And so I think about that type of stuff when it like and and I think we have to reverse engineer from the goal because I'm 100% the same. I'm in the same exact bucket as you and I am

[37:46] YouTube https://youtu.be/6G8cz2G0fsg?t=2259 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
entrepreneur like fundamentals first. If this thing makes more money, I don't care if it's in a cleaner box over here. this makes more money and that money is stickier and it has more upside etc etc etc right um the other piece that's kind of interesting from an investor perspective is the difference between

[38:01] YouTube https://youtu.be/6G8cz2G0fsg?t=2274 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
volatility and risk and I think that I would imagine that with the performance structure that you have there's greater volatility but not necessarily greater risk so I'll give an example yeah I'll give an example for the audience so like if you think about insurance right like every year that there's no Katrina that

[38:16] YouTube https://youtu.be/6G8cz2G0fsg?t=2289 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
hits you're crushing it and then Katrina hits every seventh year and then you just lose your ass it's volatile but not risky as long as as you know as long as weather doesn't get crazy but you you I'm not going to get into that argument right but but fundamentally we we know that is predictable but it is volatile

[38:33] YouTube https://youtu.be/6G8cz2G0fsg?t=2306 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
and so I think it's the same degree like real estate's going to be seasonal or you know it's cyclical we know that it's also seasonal too right it has both of those elements but it's predictable and so but investors don't like that traditionally every every investor wants to approximate a bond how close to a

[38:49] YouTube https://youtu.be/6G8cz2G0fsg?t=2322 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
bond can you make this business and that's usually because the less you know about business, the more you think that way and the more like those types of beautiful things only exist in the vague. The more you know about something, the more details the more the real the more you realize there's always bodies in every business. There's always skeletons. There's always And so

[39:05] YouTube https://youtu.be/6G8cz2G0fsg?t=2338 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
that's why I tend to not be as romantic about like, oh, how are they going to think about me? Now, if we're approaching a sale, like you're trying to exit, then yeah, I think there's a little bit of horse and pony show of actually we're kind of like this and you know, there's a little bit of that. But as far as like if you're owning it for the long haul, um at least this is me

[39:21] YouTube https://youtu.be/6G8cz2G0fsg?t=2354 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
talking more than anything. Um I just build it to make the absolute most money over the longest period of time and I I you know to hell with anybody who has an issue with it. My last question for you, you've said that business is an endurance game. Yeah. So what keeps you from defaulting back to hard mode when things finally get easier? You know, I'll tell you a story.

[39:48] YouTube https://youtu.be/6G8cz2G0fsg?t=2381 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
I had um so the first time I felt like I made it, um I lost everything twice and then like this is right when we started the licensing after losing everything two times and I had $100,000 in my bank account and it wasn't in the business bank account or the checking which would end up getting, you know, drained for

[40:04] YouTube https://youtu.be/6G8cz2G0fsg?t=2397 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
some random expense that would hit or some pipe that would burst or whatever, but actually in my personal account and um I think three or four months after that, I had a million dollars in my bank account. And so it happened super fast from like bankrupt to like holy I'm a millionaire. Um, and I went to

[40:21] YouTube https://youtu.be/6G8cz2G0fsg?t=2414 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
this this meetup with these entrepreneurs and I didn't deserve to be in the room and it was supposed to be for people who were making 10 million or more a year. And at the time I think I was pacing like three or $400,000 a month. And mind you, like seven months earlier, I was dead broke. So it was like I just was like, "Oh my." And I recognized all the people there. I was like, "Oh my god, what am I doing here?"

[40:38] YouTube https://youtu.be/6G8cz2G0fsg?t=2431 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
And anyways, I went up and I kind of told my story. This is what's happening. This was working, whatever. And uh one of the guys there was was a big baller and he came up to me right after I had my little I said my little piece and he said, "Hey man, if what you said is true, like if all those are your economics for the business, he said,

[40:57] YouTube https://youtu.be/6G8cz2G0fsg?t=2450 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
"You need to go hard as right now." And I was like I just like turned white. And he said, "Because if what you say is true, then somebody bigger than you is going to take all your stuff and they're going to immediately distribute it with their brand and their distribution and squash you." And I just remember I remember that m both Leila and I remember this moment because it was like we had this six week puppy dog period.

[41:18] YouTube https://youtu.be/6G8cz2G0fsg?t=2471 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
We had just gotten married. We're making, you know, two- $300,000 a month. Was me, her, and like I had an assistant selling her at the kitchen counter. I was like, "This is the dream." Um, and then from that point on, he said when it when it gets easy is when you go hard. And so I think I think it's to your point of like when things get easy is when we we have the we have the desire to put our you know pull our foot off the gas but it's like once everything

[41:41] YouTube https://youtu.be/6G8cz2G0fsg?t=2494 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
clicks it's like that's when you got to run because also opportunity windows close and I think that's a big one. It's a straightaway. Straight away. Yeah. It's exactly it's a straight like the windows closed though. There's a turn that's coming you just don't see it yet. And so it's like I've always I control for risk by like when the iron's

[41:58] YouTube https://youtu.be/6G8cz2G0fsg?t=2511 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
hot like hit it as hard as you can. And then to be fair, like during COVID, I'm very grateful that I did that because we ran super hard the two years going into CO or three years going into COVID and we had stockpiled a ton of cash. So that when that happened and we operated super lean, we just like so many of our competitors went out of business and we just like kept going through and we had a 20% decrease in

[42:22] YouTube https://youtu.be/6G8cz2G0fsg?t=2535 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
business in an industry where 100% of our customers are not legally allowed to do business. So like it was one of the biggest entrepreneurial accomplishments I had in my life, but it was because that guy's voice was in the back of my head, which is like when it gets easy is when you go hard. And then when it's hard, you also go hard. So really, you just have to go hard all the time.

[42:39] YouTube https://youtu.be/6G8cz2G0fsg?t=2552 || Alex Hormozi REVEALS the Secrets Behind $100M Money Models (Ryan Serhant, 42min)
Never not go hard. You're the man. Hund$undred million dollar money models. Thanks so much for chatting with me, dude. It's always a pleasure. Um and I will see you on the next one. I appreciate it. Thank you for having me.


VIDEO
TITLE: Wish for the Skill Not Just the Weapon
URL: https://youtu.be/6TViiqEqJLk
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, wealth

[0:00] YouTube https://youtu.be/6TViiqEqJLk?t=0 || Wish for the Skill Not Just the Weapon
I'll tell you a really weird story just to show you how how how messed up I am. I remember this is I was 20 20 20 21 somewhere in there 20. I bought a Powerball ticket with my uh girlfriend at the time and uh it was like when it was like a billion dollars or something crazy, right? Every everyone got a

[0:20] YouTube https://youtu.be/6TViiqEqJLk?t=13 || Wish for the Skill Not Just the Weapon
ticket what what do we want? And I remember after we bought it that I had this or after I bought it that I had this moment of like sheer terror when the drawing was happening. And the terror that I had was that I would win because I thought if I win I will never be able to prove that I could do it. And thank God I didn't win the Powerball

[0:48] YouTube https://youtu.be/6TViiqEqJLk?t=41 || Wish for the Skill Not Just the Weapon
and win a billion dollars because if I had I don't think I would I don't think I'd be me and I'm very happy with who I am. And so I think that luck as much as you could say, man, that guy's lucky. Think about how unlucky they are because they never had the opportunity to go through the gauntlet that you get to go through to

[1:08] YouTube https://youtu.be/6TViiqEqJLk?t=61 || Wish for the Skill Not Just the Weapon
become the person you're going to become. And I think that's something I'll rest my case on that. I think I'll wrap on that. So, hope you guys dug that. That's how we learn anything. Um, at least that's how I learn Uh, and so, let's do let's do some Q's and A's. Let's do some Q's and A's, baby. Uh, it's interesting he feels this way

[1:31] YouTube https://youtu.be/6TViiqEqJLk?t=84 || Wish for the Skill Not Just the Weapon
because if someone won a billion dollars was able to level up to more billions, you'd say, uh, they're still smart. But here's the reality. If you want a billion dollars, the reason that my favorite Magic card is Burning Wish is they wished for a weapon but not for the skill to wield it. And so if you win a

[1:48] YouTube https://youtu.be/6TViiqEqJLk?t=101 || Wish for the Skill Not Just the Weapon
billion dollars, the potential energy, if you will, the potential output that a billion dollars has, it's very hard to comprehend. So let me let me give you guys a up visual for this. The difference between $1,000 and a million dollars is the same difference between a million dollars and a billion dollars. Think about how

[2:10] YouTube https://youtu.be/6TViiqEqJLk?t=123 || Wish for the Skill Not Just the Weapon
little $1,000 is compared to a million. That's how little a million dollars is. To a billion. Wild. So, I think there's another one that's like if you do it with time, I think a thousand seconds is like 14 minutes or something. I could do the math on it. And then uh a million seconds is I don't know a

[2:35] YouTube https://youtu.be/6TViiqEqJLk?t=148 || Wish for the Skill Not Just the Weapon
few weeks. And then a billion seconds is like 30 years. It's very hard to comprehend just how much that is. So with that being done, with that being said, real quick, I'm going to show you the exact 10stage road map from zero to 100 million plus that less than 1% of companies finish. I've now done multiple times. And so I can

[2:57] YouTube https://youtu.be/6TViiqEqJLk?t=170 || Wish for the Skill Not Just the Weapon
say with a lot of confidence that these are the stages as headcount increases that you need to get through. And I broke each of these down by eight different functions of the business. What the constraint feels like what are the symptoms of it when you're going through it and then what steps we actually took to graduate. And we've

[3:12] YouTube https://youtu.be/6TViiqEqJLk?t=185 || Wish for the Skill Not Just the Weapon
done this across software, physical products, uh service businesses, brickandmortar, all of this. And it works. And it's my gift to you. It's absolutely free. And so the link's in the description, but you just go acquisition.comroadmap. Just enter your info and it'll spit it right back to you. Offering.


VIDEO
TITLE: Your Identity Is Just a List of Behaviors
URL: https://youtu.be/70LSQk_RH_M
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset

[0:00] YouTube https://youtu.be/70LSQk_RH_M?t=0 || Your Identity Is Just a List of Behaviors
Do people love me for the things that I do or do they love me for the person that I am? And then the followup is do I love me for the things I do versus who you know who I am. And I think I texted you afterwards which is what is the difference? Mhm. And I mean that now people get all the woo world gets really upset. But when I

[0:16] YouTube https://youtu.be/70LSQk_RH_M?t=9 || Your Identity Is Just a List of Behaviors
but if you say if I said who is John the first thing that you would do to describe who John is is talk about what John does. And so I think that the whole being is XYZ thing just confuses a lot of people. And so our identity in you know Alex's worldview is just the amalgamation or the or the aggregation

[0:37] YouTube https://youtu.be/70LSQk_RH_M?t=30 || Your Identity Is Just a List of Behaviors
of all of the behaviors that we do just put together. It's all the stuff we do. We are like he is a carpenter. Chris has a podcast. He does podcasting. Like that's that's part of quote who you are. But like it's just what you do. And so to to hold a specific action that you have on a pedestal, you make it mean something, but

[0:59] YouTube https://youtu.be/70LSQk_RH_M?t=52 || Your Identity Is Just a List of Behaviors
fundamentally it's just a behavior. And so I think that if we see ourselves as just this list of a thousand behaviors, then we get to ask the question, does me changing this behavior and going through the effort of doing that mean more to me than this relationship? And if the answer is no, well then then

[1:17] YouTube https://youtu.be/70LSQk_RH_M?t=70 || Your Identity Is Just a List of Behaviors
change it. And especially if it's at virtually no cost to you and a significant benefit to them. And I think that trade is when you when you see yourself as I am just a person who does these things, then there's way less emotional rigidity uh with change because you're like, oh well, I'm happy to trade this for that. No big deal.

[1:34] YouTube https://youtu.be/70LSQk_RH_M?t=87 || Your Identity Is Just a List of Behaviors
Real quick, I'm going to show you the exact 10stage road map from zero to 100 million plus that less than 1% of companies finish. I've now done multiple times. And so I can say with a lot of confidence that these are the stages as headcount increases that you need to get through. And I broke each of these down

[1:50] YouTube https://youtu.be/70LSQk_RH_M?t=103 || Your Identity Is Just a List of Behaviors
by eight different functions of the business. What the constraint feels like, like what are the symptoms of it when you're going through it. And then what steps we actually took to graduate. And we've done this across software, physical products, uh service businesses, brickandmortar, all of this. And it works. And it's my gift to you.

[2:05] YouTube https://youtu.be/70LSQk_RH_M?t=118 || Your Identity Is Just a List of Behaviors
It's absolutely free. And so the link's in the description, but you just go acquisition.comromadap. Just enter your info and it'll spit it right back to you. Offering.


VIDEO
TITLE: You need to focus
URL: https://youtu.be/70PR8iQG2_o
PRIMARY_TOPIC: mindset
TOPICS: mindset, productivity, scaling, mindset

[0:00] YouTube https://youtu.be/70PR8iQG2_o?t=0 || You need to focus
like this has just been a very hard lesson learned for me is that what you think should take you six weeks, oftentimes six takes six months, sometimes a year. And so what what you realize the longer you do business is that there are just far fewer things, fewer new things that you can take on than you really think. And so there's

[0:18] YouTube https://youtu.be/70PR8iQG2_o?t=11 || You need to focus
always going to be an issue with translating these things to your team so that they can actually execute. And forget about new people coming in who haven't even gone through this process. They're just adopting this final solution, but they don't know how you got here and how you derived it. And so being more patient about the idea and

[0:33] YouTube https://youtu.be/70PR8iQG2_o?t=26 || You need to focus
I'll I'll give you I'll give you a pro tip. This is a little side quest for you. So in any given function, let's say that this is your baseline of performance. All right. Now, whenever you change anything, in my experience, you get about a 20% decrease in performance immediately. All right. So if you change a sales script, you get a

[0:48] YouTube https://youtu.be/70PR8iQG2_o?t=41 || You need to focus
decrease in performance. You change your your ad copy, you're going to decrease in performance often time. You change your landing page, most times the page that you had probably was working. And so something that's not that has a lower likelihood of succeeding than something that is more of that, right? It's a lot

[0:58] YouTube https://youtu.be/70PR8iQG2_o?t=51 || You need to focus
of times when you make a change and this is especially operational changes more so than anything else often times you get a decrease or decrement in performance. And so if I know that I'm guaranteed to have this 20% decrease then it means that I need to make changes that I have a very strong idea that they're going to have at least a

[1:14] YouTube https://youtu.be/70PR8iQG2_o?t=67 || You need to focus
20% increase effect. And so the result of this line of thinking which has made me a significantly better entrepreneur this is a huge breakthrough for me is that number one some things will never get fixed. And that means that some things you're like, man, this could be 5% better. The cost of the change, if

[1:31] YouTube https://youtu.be/70PR8iQG2_o?t=84 || You need to focus
you are constantly changing things, because here's the thing is you're like, well, it's still I would I'd be willing to give the 20 to four months from now, have that, you know, return to baseline and then get the 5% improvement. Yeah, but that assumes that you're going to change nothing else in that fourmonth

[1:43] YouTube https://youtu.be/70PR8iQG2_o?t=96 || You need to focus
period, but you might be an add entrepreneur and you might just change it, which means that you're actually permanently kind of sitting at this 20% decrease in performance because you've never given anyone a chance to get good at their job. you're always changing And so I traditionally will overindex now on stability because we

[2:02] YouTube https://youtu.be/70PR8iQG2_o?t=115 || You need to focus
get consistent improvements in performance across the team because people just get better at their job, right? And then if I really think that something's worth changing, it better be north of 20%. And so it's like, man, I keep doing the math like I think this is like a 30 to 50% boost for us. If that's

[2:18] YouTube https://youtu.be/70PR8iQG2_o?t=131 || You need to focus
the case, then it's probably worth the bet. But most of the small changes that I used to mess around with my company where I'd be like, "Oh, no, I'm Steve Jobs. Every detail has to be there." Like, if you're building a physical product that is manufactured, that's different. If you're building software,

[2:32] YouTube https://youtu.be/70PR8iQG2_o?t=145 || You need to focus
one times change, different. In a service business, if you're changing process that people have to execute, very tough. Make sure that it's worth


VIDEO
TITLE: Embrace uncertainty…
URL: https://youtu.be/7KhFlaYv9ZU
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/7KhFlaYv9ZU?t=0 || Embrace uncertainty…
The people who are rewarded most in life are the ones who are willing to simply embrace uncertainty and just embracing the idea that you do not know what will happen. I have no idea what this is going. Okay. And so big picture, zooming back out, if we were to quantify the trades that we're willing to make, right, in

[0:23] YouTube https://youtu.be/7KhFlaYv9ZU?t=16 || Embrace uncertainty…
terms of I know I'm going to lose these years, but I will probably look back on this time and not be upset by it because of what I got in return. And a lot of this comes down to the framing of life happening for you, not to you. And I think that you can live a life without regret as long as you always believe

[0:44] YouTube https://youtu.be/7KhFlaYv9ZU?t=37 || Embrace uncertainty…
that you had to go through that to get to where you are now. Period. So as much as you say like and believe me, I can go back and say if I had known this at this time, my god, I'd be so much further. But how could I have known that at that time? I had to go through this to know this, right? And played out the other way.

[1:09] YouTube https://youtu.be/7KhFlaYv9ZU?t=62 || Embrace uncertainty…
Let's say that I did know it at that time and then I I was better off now. Now what? I'm just better off and I'm still going to be probably about as dissatisfied and satisfied as I am right now. And so some of you guys are sitting on the edge in decision purgatory. You're trading the time you have. You're trading the

[1:30] YouTube https://youtu.be/7KhFlaYv9ZU?t=83 || Embrace uncertainty…
years of life, but you're not getting anything for it. And so the only thing that I would encourage you to do is be number one conscious of what you're trading. And number two, be conscious of what you're trading it for. And as much as the people around you will decry or speak down or speak against you

[1:48] YouTube https://youtu.be/7KhFlaYv9ZU?t=101 || Embrace uncertainty…
for making trades, the question is, do you want their life? Real quick, I'm going to show you the exact 10stage road map from zero to 100 million plus that less than 1% of companies finish. I've now done multiple times. And so I can say with a lot of confidence that these are the stages as headcount increases

[2:04] YouTube https://youtu.be/7KhFlaYv9ZU?t=117 || Embrace uncertainty…
that you need to get through. And I broke each of these down by eight different functions of the business. What the constraint feels like, like what are the symptoms of it when you're going through it, and then what steps we actually took to graduate. And we've done this across software, physical products, uh, service businesses,

[2:19] YouTube https://youtu.be/7KhFlaYv9ZU?t=132 || Embrace uncertainty…
brickandmortar, all of this. And it works. And it's my gift to you. It's absolutely free. And so the link's in the description, but you just go acquisition.comroadmap. Just enter your info and it'll spit it right back to you. Offering.


VIDEO
TITLE: Win So Big You Shrink Them Into Irrelevance
URL: https://youtu.be/7moVAy2UBkA
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset

[0:00] YouTube https://youtu.be/7moVAy2UBkA?t=0 || Win So Big You Shrink Them Into Irrelevance
Do you believe success is the best revenge? My um my ninth grade uh tennis coach who was also this gigantic jack dude. Um who ended up always staying after school with me and working out with me, like taught me how to lift weights. Uh he told me that when I was like a really, you know, angsty teenager when I was

[0:22] YouTube https://youtu.be/7moVAy2UBkA?t=15 || Win So Big You Shrink Them Into Irrelevance
like, I'm going to get back with these guys. He's like, no you're not. He's like, no you're not. He said, "If you came back at a 10-year reunion and you told them like, "Look at me." He said, "You would look like the biggest loser in the world, but in in your 15-year-old mind, you're like, "It's going to be

[0:35] YouTube https://youtu.be/7moVAy2UBkA?t=28 || Win So Big You Shrink Them Into Irrelevance
awesome." But it's but when you play it out, it's like, "No, it actually isn't awesome." Like, the only way that you can really quote it back is that you would, you know, win so big that you shrink them into irrelevance. And so, I think like the real real behind the success is the only revenge is that you

[0:50] YouTube https://youtu.be/7moVAy2UBkA?t=43 || Win So Big You Shrink Them Into Irrelevance
just don't really think about them anymore. It's just not really a thing. Because if if I actually thought about somebody every day, they won. Like they won. And so I I balance or I hedge that against if you want something out of life, then I am willing to burn whatever fuel I've got. And so I think a

[1:09] YouTube https://youtu.be/7moVAy2UBkA?t=62 || Win So Big You Shrink Them Into Irrelevance
lot of people um so there's this boat, this seems like a nonsequitter, but I'll wrap it around. Um there's this boat that I remember seeing in a harbor once and it said, "Don't analyze your pleasures." And I thought that was a really interesting name for a boat first off, but it was a really interesting

[1:23] YouTube https://youtu.be/7moVAy2UBkA?t=76 || Win So Big You Shrink Them Into Irrelevance
phrase. And so I thought about that and I was like, well, don't analyze your fuel because I think a lot of people are, you know, I mean, some people want to have passion, but like passion, I think, is very fleeting. There's there's a lot of things. There's a lot of overhead in doing the things that you

[1:36] YouTube https://youtu.be/7moVAy2UBkA?t=89 || Win So Big You Shrink Them Into Irrelevance
want to do. If you want to get in shape, there's plenty of days you don't want to work out, plenty days you'd rather just eat cookies. Like there's overhead, right? Uh there's things that you don't want to do even if you like fitness. Um, but if you need to use revenge as your fuel to become successful, which you

[1:51] YouTube https://youtu.be/7moVAy2UBkA?t=104 || Win So Big You Shrink Them Into Irrelevance
want, then use it. And so if you don't have any of the positive, you know, emotions, if you want to call it that, um, then use the negative ones, you know, and then maybe you'll get to a point where you can use some positive ones. Cuz I remember I went to a performance coach years and years ago. Um, it didn't last long, but I said, I

[2:11] YouTube https://youtu.be/7moVAy2UBkA?t=124 || Win So Big You Shrink Them Into Irrelevance
feel like I have fuel. I said, "But I feel like it burns dirty. Like, I feel like I can accomplish whatever I want." I was like, "But I just I don't I don't like the fuel that I use to to get there." And um she didn't really have a good answer for me, but that's why it didn't last very long, but um but even

[2:29] YouTube https://youtu.be/7moVAy2UBkA?t=142 || Win So Big You Shrink Them Into Irrelevance
even going through the process of asking the question made me think about it and I was like, "Why do I say it burns dirty?" Like, "What about it does it affect in my life?" And then I was like, "Huh, well, is there a way that I can do the same behaviors I do when I'm quote angry about something when I'm not

[2:44] YouTube https://youtu.be/7moVAy2UBkA?t=157 || Win So Big You Shrink Them Into Irrelevance
angry?" And then over time, I was like, "Well, then I can just get rewarded from the activities and shift away from kind of the original catalyst uh for beginning the behavior set." And so I think there is some sort of kind of inertia that you have to overcome in the beginning. And that's why I recommend to

[2:57] YouTube https://youtu.be/7moVAy2UBkA?t=170 || Win So Big You Shrink Them Into Irrelevance
people just use whatever you got. You know, if you're ashamed, use that. If you're scared, use that. If you're anxious, use that. If you're angry, use that. Use whatever you have. Um, but if doing it over time isn't getting what you want, then change so that you can get more of what you want. And but

[3:12] YouTube https://youtu.be/7moVAy2UBkA?t=185 || Win So Big You Shrink Them Into Irrelevance
like I the the difficulty that I think some people have with my, you know, my content is that I just I really have no judgment. So I don't I don't I don't pretend to have a moral high ground. I don't have like I don't I'm not just I'm just not going to judge someone on what they do. Like if if that's that's what

[3:29] YouTube https://youtu.be/7moVAy2UBkA?t=202 || Win So Big You Shrink Them Into Irrelevance
works for you, do it. You know, if that's if that's what's getting what you want out of life, amazing. Pro. I mean, for me, I would say like my my my secular views are, you know, try not to impact other people negatively. But beyond that, you know, if you want to eat bubble gum and watch and I don't

[3:44] YouTube https://youtu.be/7moVAy2UBkA?t=217 || Win So Big You Shrink Them Into Irrelevance
know why you eat bubble gum, but that's what you want to do, right? And you want to watch Netflix all day and play video games, then like great. Like I it's just like some people are like, why could you say that? It was like how could I say that? How am I going to project my my desires on somebody else?

[3:56] YouTube https://youtu.be/7moVAy2UBkA?t=229 || Win So Big You Shrink Them Into Irrelevance
If they're could they're they want to do that, then they can do that. And if they're and they can do that and here's the thing is you don't have to do it forever. You can do it as long as it serves you. And if something else serves you differently, because I mean I get I get I get attacked sometimes. They're

[4:07] YouTube https://youtu.be/7moVAy2UBkA?t=240 || Win So Big You Shrink Them Into Irrelevance
like, "What he's doing is not sustainable. If there's a day where I don't want to do what I'm doing anymore, I'll stop or I'll just shift. I'll do less." It's like we have this idea that anything that someone does is forever and always. And the only thing that's guaranteed is that it won't be forever.

[4:22] YouTube https://youtu.be/7moVAy2UBkA?t=255 || Win So Big You Shrink Them Into Irrelevance
And it's certainly not always. And so it's just like we we make these projections of other people that they're we we fictionalize them. We create these we these straw men that we attack. um and they're just not real. And so at the same time, that's a great way of overcoming kind of the the multitude of

[4:39] YouTube https://youtu.be/7moVAy2UBkA?t=272 || Win So Big You Shrink Them Into Irrelevance
hate you get when you just, you know, expose yourself to millions and millions of people is like they're not attacking me. They're attacking an idea that they have in their head of somebody else that I remind them of. And that's okay. So, at the end of the day, it really just comes down to if the belief is

[4:53] YouTube https://youtu.be/7moVAy2UBkA?t=286 || Win So Big You Shrink Them Into Irrelevance
useful. Um, real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of

[5:08] YouTube https://youtu.be/7moVAy2UBkA?t=301 || Win So Big You Shrink Them Into Irrelevance
growth they went through and more importantly where they got stuck and how they got past it. And so we broke it in these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for

[5:21] YouTube https://youtu.be/7moVAy2UBkA?t=314 || Win So Big You Shrink Them Into Irrelevance
each of the functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go

[5:34] YouTube https://youtu.be/7moVAy2UBkA?t=327 || Win So Big You Shrink Them Into Irrelevance
to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look into the business, see if we can help. And if we can, we'll invite you

[5:49] YouTube https://youtu.be/7moVAy2UBkA?t=342 || Win So Big You Shrink Them Into Irrelevance
out to Vegas and we'll do this in person live.


VIDEO
TITLE: How to Shrink the Gap Between Thought and Action
URL: https://youtu.be/7oR0NMLiFJ8
PRIMARY_TOPIC: mindset
TOPICS: mindset, productivity, mindset

[0:00] YouTube https://youtu.be/7oR0NMLiFJ8?t=0 || How to Shrink the Gap Between Thought and Action
The biggest risk to your future isn't your competition. It's the distractions you insist on keeping in your life rather than doing the things you know you should be doing but aren't. People delay doing things they don't like for longer than it takes to do them. There have been so many times in my life

[0:23] YouTube https://youtu.be/7oR0NMLiFJ8?t=16 || How to Shrink the Gap Between Thought and Action
where I knew I needed to do something and then I filled all this extra time not doing that thing. And then the moment I did it, I was like, "Wow, that took way less time than I thought it was going to take." And not only that, it took way less time than it took me to delay to actually get to this point. And

[0:41] YouTube https://youtu.be/7oR0NMLiFJ8?t=34 || How to Shrink the Gap Between Thought and Action
if I had only started with just doing what I was supposed to do, I could have done four or five other things that I was also supposed to do by this exact same point. And so thinking about it from that perspective, I've tried to eliminate as much time between I think I should do this thing and beginning doing

[0:57] YouTube https://youtu.be/7oR0NMLiFJ8?t=50 || How to Shrink the Gap Between Thought and Action
it. And I think you get this positive reinforcement cycle that occurs every time you start I call it pulling the thread. It's like I just need to start pulling the thread. And then all of a sudden what feels really unknown becomes very tangible and you're like oh I understand the six problems I have to

[1:12] YouTube https://youtu.be/7oR0NMLiFJ8?t=65 || How to Shrink the Gap Between Thought and Action
solve to do this big thing but now I know the problems and then it feels like you can you can wrap your arms around it and then you can start taking it one bite at a time. The same thing works in reverse as well that when you put something off it makes putting it off more mana mñana mñana. I used to define power by the distance

[1:31] YouTube https://youtu.be/7oR0NMLiFJ8?t=84 || How to Shrink the Gap Between Thought and Action
between thoughts and reality. Um, meaning if you think about somebody who's omnipotent, so if God or the God figure would be omnipotent as he thinks things are, so there's zero space between thoughts and reality. And so if we want to be more godlike in our lives, the distance that we can shrink between

[1:51] YouTube https://youtu.be/7oR0NMLiFJ8?t=104 || How to Shrink the Gap Between Thought and Action
wanting to do something or thinking something should be done and it being done is a direct indication of our personal power in our lives. And so that has helped me basically think don't be a powerless Like just shrink the shrink the gap. And I think that's why a lot of my my little like personal hacks of waking

[2:12] YouTube https://youtu.be/7oR0NMLiFJ8?t=125 || How to Shrink the Gap Between Thought and Action
up and then trying to shrink the time between when I wake up and when I start working and shrinking the time between one task and the next task. Like you don't need to take 30 minutes of getting ready to start working. Like you can just start working because as soon as you get into it, you start pulling the

[2:25] YouTube https://youtu.be/7oR0NMLiFJ8?t=138 || How to Shrink the Gap Between Thought and Action
thread and you're like, "Oh, here it is." And all of the time that I was getting ready to work, I was just using up my best brain power time on things that truly don't move the needle at all. Yeah. I came to call that the productivity rain dance that you sort of do this weird sacred ritual beforehand.

[2:40] YouTube https://youtu.be/7oR0NMLiFJ8?t=153 || How to Shrink the Gap Between Thought and Action
And we've spoken about this before, but it's, you know, there are certain things that you can do that will make uh success or productivity or focus more likely and better. That doesn't mean that you should disregard them. that over reliance on them makes a very fragile um uh unrost way to get into working. I would delineate the

[3:01] YouTube https://youtu.be/7oR0NMLiFJ8?t=174 || How to Shrink the Gap Between Thought and Action
difference between preparation and routine. And so if I'm preparing for a presentation, for example, I might assemble my notes. I might read some stuff about the audience ahead of time. I might read about whoever's, you know, doing the the event and learn more about that. I see that as preparation for the

[3:18] YouTube https://youtu.be/7oR0NMLiFJ8?t=191 || How to Shrink the Gap Between Thought and Action
thing, which I still see as work. And I think some people I made a a post about how preparation is like everything. I put a lot into preparation. They're like, "Oh, see you have a morning routine." I was like, "No, no, no. I don't need to to, you know, stand on one foot and do 17 cold plunges and write

[3:33] YouTube https://youtu.be/7oR0NMLiFJ8?t=206 || How to Shrink the Gap Between Thought and Action
six affirmations because none of those things are directly related to the work that I'm going to do." And so for me, if it's basically preparation is just a stage of the work. And so if I need to prepare to work, then that's fine as long as it's related to the work that I'm going to be doing. Real quick, if you're a business owner

[3:49] YouTube https://youtu.be/7oR0NMLiFJ8?t=222 || How to Shrink the Gap Between Thought and Action
and you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put together the $100 million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they

[4:04] YouTube https://youtu.be/7oR0NMLiFJ8?t=237 || How to Shrink the Gap Between Thought and Action
got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing,

[4:17] YouTube https://youtu.be/7oR0NMLiFJ8?t=250 || How to Shrink the Gap Between Thought and Action
sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and

[4:31] YouTube https://youtu.be/7oR0NMLiFJ8?t=264 || How to Shrink the Gap Between Thought and Action
if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person

[4:45] YouTube https://youtu.be/7oR0NMLiFJ8?t=278 || How to Shrink the Gap Between Thought and Action
live.


VIDEO
TITLE: How to Get Good at Anything
URL: https://youtu.be/89VxEjv3PUM
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/89VxEjv3PUM?t=0 || How to Get Good at Anything
If I said I want to get good at foul shots. All right, so foul shots probably have different parts associated with it. There's probably going to be I have to measure the distance and I could probably say what percentage of my shots did I hit within the box. Okay, what percentage of the shots did I get within

[0:15] YouTube https://youtu.be/89VxEjv3PUM?t=8 || How to Get Good at Anything
the hoop? What percentage of them did I get in altogether? Right? Um and then within that I could probably say how many times did I finish my followrough? And like I don't know anything about basketball, but I would be like, "Okay, am I finishing above my head?" Because that's where I want the follow through

[0:30] YouTube https://youtu.be/89VxEjv3PUM?t=23 || How to Get Good at Anything
to be. And where is my shoulder position? Am I twisted? Am I straight up? Am I scoring with the basket? How many times did I do this? And so you might hear this and be like, "Wow, this sounds overly complex." It's like, well, welcome to winning, right? We have to break things down. And you have to think

[0:44] YouTube https://youtu.be/89VxEjv3PUM?t=37 || How to Get Good at Anything
about yourself in some ways like a child because our ability to learn gets worse over time, right? We are less plastic but our skill at learning so rather our horsepower at learning is worse but our skills at learning can get better. All right. So how how do we how do we reconcile this? If our skills get better

[1:00] YouTube https://youtu.be/89VxEjv3PUM?t=53 || How to Get Good at Anything
then it means that we are better at at at being specific about the thing that we need to change. Right? And if you are not specific about those things you will wonder for a long time why you are not getting good. So you have to quantify to the highest degree possible. And to be clear, you'll start quantifying things in the

[1:17] YouTube https://youtu.be/89VxEjv3PUM?t=70 || How to Get Good at Anything
beginning and then you'll get better at describing them. But if you do not track, you do not care. Period. On anything in any skill worth learning, if you aren't tracking it, you already demonstrate that you don't care because there's no way for you to know if you're getting better. Real quick, I'm going to

[1:32] YouTube https://youtu.be/89VxEjv3PUM?t=85 || How to Get Good at Anything
show you the exact 10stage road map from zero to 100 million plus that less than 1% of companies finish. I've now done multiple times. And so I can say with a lot of confidence that these are the stages as headcount increases that you need to get through. And I broke each of these down by eight different functions

[1:48] YouTube https://youtu.be/89VxEjv3PUM?t=101 || How to Get Good at Anything
of the business. What the constraint feels like, like what are the symptoms of it when you're going through it. And then what steps we actually took to graduate. And we've done this across software, physical products, uh, service businesses, brickandmortar, all of this. And it works. And it's my gift to you.

[2:03] YouTube https://youtu.be/89VxEjv3PUM?t=116 || How to Get Good at Anything
It's absolutely free. And so the link's in the description, but you just go acquisition.comroadmap. Just enter your info and it'll spit it right back to you. Offer.


VIDEO
TITLE: Stop Consuming Content and Start Taking the Action
URL: https://youtu.be/8IbONtxx1lQ
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/8IbONtxx1lQ?t=0 || Stop Consuming Content and Start Taking the Action
How does someone who listens to this episode versus someone who applies this episode live differently today or tomorrow? Well, if someone just listens to the episode, tomorrow will be the same for you. Uh, so that's that's an easy one. This was just entertainment for you. Just define in terms of actions what you

[0:18] YouTube https://youtu.be/8IbONtxx1lQ?t=11 || Stop Consuming Content and Start Taking the Action
going to do. I mean, that is really it. And so like you can prove to yourself that you learned something from this podcast rather than just being entertained by this podcast by simply doing something different, taking an action. And so maybe it is just recording that selfie video and texting it to 100 people. That's it. You could

[0:34] YouTube https://youtu.be/8IbONtxx1lQ?t=27 || Stop Consuming Content and Start Taking the Action
just do that and you would have I mean you would be so much further ahead than than you were yesterday. And what's crazy is that the amount of uh progress that you make in that first 20 hours is greater than any amount of progress that you will likely make over the remainder of your career. because going from

[0:48] YouTube https://youtu.be/8IbONtxx1lQ?t=41 || Stop Consuming Content and Start Taking the Action
absolutely terrible to proficient happen so fast. Now, to be clear, all of the gains come from going from proficient to master, which take a huge amount of time, but it's it's one of the most exciting times because you're like, "Oh my look, I can build an app now." Oh, look, I can build a web page or look, I

[1:02] YouTube https://youtu.be/8IbONtxx1lQ?t=55 || Stop Consuming Content and Start Taking the Action
I I can I can show other people how to sell stuff, whatever it is. And I think I would I would just want to get to that like get to that fast learning curve as fast as you can. And the only way we can do that is starting. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like

[1:14] YouTube https://youtu.be/8IbONtxx1lQ?t=67 || Stop Consuming Content and Start Taking the Action
to give you a free gift. So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it in

[1:29] YouTube https://youtu.be/8IbONtxx1lQ?t=82 || Stop Consuming Content and Start Taking the Action
these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of the functions of the business across product, marketing, sales, customer success, recruiting, IT, human

[1:41] YouTube https://youtu.be/8IbONtxx1lQ?t=94 || Stop Consuming Content and Start Taking the Action
resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconrain the business and you're trying

[1:57] YouTube https://youtu.be/8IbONtxx1lQ?t=110 || Stop Consuming Content and Start Taking the Action
to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help. And if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: Your Team Won’t Change Until You Do
URL: https://youtu.be/8N8_Jgx97jA
PRIMARY_TOPIC: mindset
TOPICS: mindset, hiring, scaling, mindset

[0:00] YouTube https://youtu.be/8N8_Jgx97jA?t=0 || Your Team Won’t Change Until You Do
Bobby, damn businesses are ruthless. No, man. Standards. Like standards, bro. Like every business that you like that you think does a amazing job, they have standards. Every business that you think is a piece of that you're like, "Fuck that business." That's because as an owner didn't have standards, period.

[0:20] YouTube https://youtu.be/8N8_Jgx97jA?t=13 || Your Team Won’t Change Until You Do
And the vast majority of owners don't have standards that they communicate into observable actions. And they don't even model what they want to have done. It's like it's like somebody saying, "I want all my team to show up on time or I want all my team to show up early and they're not there early." Like you have

[0:32] YouTube https://youtu.be/8N8_Jgx97jA?t=25 || Your Team Won’t Change Until You Do
to lead by example or no one takes you seriously. Like there's a story of Gandhi where a woman comes to Gandhi and she says, "Gandhandi, can you help my kid uh stop eating candy and sugar?" And he says, "Okay, come back to me in a month." And so the mother comes back with the kid and says, you know, Gandhi,

[0:50] YouTube https://youtu.be/8N8_Jgx97jA?t=43 || Your Team Won’t Change Until You Do
can you help my my kid stop eating sugar? Uh and so Gandhi looks at the kid and he says, "Stop eating sugar." And then the kid stops eating and she's like, "Why did that take a month?" And he's like, "Well, I had to stop eating sugar." And so, like, that is how you lead. If you're a business owner and you are not

[1:04] YouTube https://youtu.be/8N8_Jgx97jA?t=57 || Your Team Won’t Change Until You Do
growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly, where they got stuck and

[1:19] YouTube https://youtu.be/8N8_Jgx97jA?t=72 || Your Team Won’t Change Until You Do
how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer

[1:31] YouTube https://youtu.be/8N8_Jgx97jA?t=84 || Your Team Won’t Change Until You Do
success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you

[1:47] YouTube https://youtu.be/8N8_Jgx97jA?t=100 || Your Team Won’t Change Until You Do
deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look into the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: How to See Reality More Clearly Than 99% of People
URL: https://youtu.be/8YJEyMYYwnE
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset

[0:00] YouTube https://youtu.be/8YJEyMYYwnE?t=0 || How to See Reality More Clearly Than 99% of People
In the beginning we have to start defining terms of like what's the what's the meta concept that I kind of operate off of and the biggest one is fundamentally that like what is learning right like what is learning adaptation so it's it's same condition new behavior that's fundamentally like from a from a

[0:16] YouTube https://youtu.be/8YJEyMYYwnE?t=9 || How to See Reality More Clearly Than 99% of People
behavioral science perspective it's like if you were so if you're you know person is condition A and then we teach them something when they reenter condition A they change their behavior so it's observable so same condition behavior if you the phone rings and you say XY YZ and then I say hey don't say XYZ say Z YW the phone

[0:33] YouTube https://youtu.be/8YJEyMYYwnE?t=26 || How to See Reality More Clearly Than 99% of People
rings again you say XYZ you haven't learned if you say ZYW you have learned if you say something else you've learned but the wrong thing right but fundamentally it's a change in behavior within the same condition and so it's like okay if we say that as as kind of like tenant number one the next ten is

[0:45] YouTube https://youtu.be/8YJEyMYYwnE?t=38 || How to See Reality More Clearly Than 99% of People
like okay then what is intelligence so intelligence is going to be rate of learning so if I have to do that you know example 10 times with you know Jack and five times with Graham then Jack has less intelligence than Graham does in this context this is a hypothetical Jack and hypothetical Graham these names are

[0:58] YouTube https://youtu.be/8YJEyMYYwnE?t=51 || How to See Reality More Clearly Than 99% of People
completely taken at at random. Um but then it's like that but but the reason I think that's important is because then it allows people to have um direct influence on their own intelligence. So if you learn faster, you change your behavior faster than somebody else then you can in a very real way be more intelligent than them.

[1:13] YouTube https://youtu.be/8YJEyMYYwnE?t=66 || How to See Reality More Clearly Than 99% of People
And so when we asked originally like you know do you have to have real intelligence? I think it depends on what type of intelligence talking about when it comes to to learning behaviors. This is how I define it. But beyond that it's like okay well then uh like a lot of words like so what's an excuse? So like

[1:26] YouTube https://youtu.be/8YJEyMYYwnE?t=79 || How to See Reality More Clearly Than 99% of People
an excuse is a statement to avoid punishment which is very simple. It's like okay that's what it's a statement that like someone says to somebody like what's an excuse like show me when an excuse has occurred and by by looking at like you know patience I've defined this plenty of times cuz I had to use it all

[1:37] YouTube https://youtu.be/8YJEyMYYwnE?t=90 || How to See Reality More Clearly Than 99% of People
the time which is figuring out what to do in the meantime. So if you say to a young kid be patient they don't know what that means. It's a bundled term it means nothing. Be patient. It means nothing. So how would I give some directions on how to be patient? Figure out something else to do. That's all you

[1:49] YouTube https://youtu.be/8YJEyMYYwnE?t=102 || How to See Reality More Clearly Than 99% of People
have to do. We are all being patient right now for our S&P 500 accounts. We're being p we're doing something else. That's all we have to do is just something else. And so it makes patients uh operationalized, right? Like how can I do patients? I have a very So you're really just kind of redefining all of these words or at least

[2:02] YouTube https://youtu.be/8YJEyMYYwnE?t=115 || How to See Reality More Clearly Than 99% of People
simplifying the words that are important and and by defining them, it's more putting them into a context that we're all talking on the same plane. Well, it's it's it's it's defining them within the observable universe. Oh, that way we can all agree these are the things that we see. When someone has exhibited resiliency, it means that

[2:20] YouTube https://youtu.be/8YJEyMYYwnE?t=133 || How to See Reality More Clearly Than 99% of People
they've returned to a baseline of behavior. And how resilient they are depends on how quickly they do that. If someone's not very resilient, it means that they extend the the change in behavior for a long period of time. If they're permanently quote traumatized, it means they never change their behavior, right? So it's like what's

[2:33] YouTube https://youtu.be/8YJEyMYYwnE?t=146 || How to See Reality More Clearly Than 99% of People
trauma, right? Trauma is a permanent change of behavior based on an aversive stimulus, a negative stimulus, right? But then the question is, okay, if we have this trauma, right? And then people are like, I store trauma in my spine. It's like, what? Where is there? Is there a hard drive in your like where

[2:48] YouTube https://youtu.be/8YJEyMYYwnE?t=161 || How to See Reality More Clearly Than 99% of People
what cell is this being? People just say things and so it's just it's a permanent change of behavior from something bad happening. Okay. Now, if you're a little baby and you touch a stove and it burns your hand and that's an aversive stimulus and you change your behavior, you don't touch hot stoves again. Was

[3:03] YouTube https://youtu.be/8YJEyMYYwnE?t=176 || How to See Reality More Clearly Than 99% of People
trauma bad? I love that. I actually like once you said that you're redefining everything into terms of the observable universe. I think that that I think it'll be my most I think it'll be my most successful. Curious though for something as I would say like like what's courage? What's courage? Right.

[3:21] YouTube https://youtu.be/8YJEyMYYwnE?t=194 || How to See Reality More Clearly Than 99% of People
So the interval of time a potentially bad thing affects whether you do it. What about something that's so like like like purpose or meaning? Those I feel like are really like I can't imagine how to define those. I don't know. I think they're they're definable. It just takes a long time to really think like

[3:36] YouTube https://youtu.be/8YJEyMYYwnE?t=209 || How to See Reality More Clearly Than 99% of People
the the the question you have to answer is what would someone do for me to say purpose has occurred? I guess maybe that's why it's so hard. That's why you have to because you have to completely shift how you're seeing things and be able to observe them kind of like firsthand. And so it's like what's authenticity?

[3:49] YouTube https://youtu.be/8YJEyMYYwnE?t=222 || How to See Reality More Clearly Than 99% of People
It's how you behave when you have no risk of punishment and someone that obeys all of the terms that you've outlaid in that book. It's not of obeying. It's just like this is t like I have to define these terms in order to talk about them because they're all if I never define them then I would just be making face noise and

[4:03] YouTube https://youtu.be/8YJEyMYYwnE?t=236 || How to See Reality More Clearly Than 99% of People
other people would be perceiving my face noise in whatever way they think it means which they haven't defined anyways. And so then there'd be a lack of communication. I think fundamentally like good communicators are able to transfer ideas efficiently because they use language that everyone understands

[4:16] YouTube https://youtu.be/8YJEyMYYwnE?t=249 || How to See Reality More Clearly Than 99% of People
and ideally things that everyone can observe with their own two eyes. And so that's I try and stick to everything being observable. And so as a result it's made persuasion way easier. It's being the most important one is that like if I want to train which is happens a lot in a business setting. It's like how do you

[4:31] YouTube https://youtu.be/8YJEyMYYwnE?t=264 || How to See Reality More Clearly Than 99% of People
train someone and you're like be more confident. What does that mean? Tell a six-year-old be confident. It means nothing. It means nothing. They might just say like that means talk louder. I don't know what that means. Right? And so it's a bundled term. And so we have to break the term down and say like okay

[4:44] YouTube https://youtu.be/8YJEyMYYwnE?t=277 || How to See Reality More Clearly Than 99% of People
well this is actually a series of many behaviors underneath of confidence that when taken in aggregate we then describe that person as confident. So maybe they look at you in the eyes when they talk. Maybe they nod their head when they're listening. Maybe they repeat back the last thing that you said. Um maybe when

[4:57] YouTube https://youtu.be/8YJEyMYYwnE?t=290 || How to See Reality More Clearly Than 99% of People
um when there's uh when there's something that has potential risk or downside, they're willing to do it. Like these are all things that we can observe and they say, "Okay, well, if you have these these you exhibit these traits, these skills in this setting, people describe you as confident." Does that

[5:12] YouTube https://youtu.be/8YJEyMYYwnE?t=305 || How to See Reality More Clearly Than 99% of People
make sense? And so being able to break things down like that has allowed me to um help my team when I'm like, "Hey, you know, I've told this story before, but basically I had a guy who um you know, a lot of people were saying, hey, this guy's acting like a dick, but he was a star performer. So we're like, okay,

[5:27] YouTube https://youtu.be/8YJEyMYYwnE?t=320 || How to See Reality More Clearly Than 99% of People
let's see if we can save him, you know." And so we talked to three or four of the leaders in the company and he was still a dick. And so I was like, "What' you tell him?" We're like, "Oh, we told him to stop being a dick." And I was like, "Okay, well." So I ended up meeting with him and I was like, "I want to be clear.

[5:38] YouTube https://youtu.be/8YJEyMYYwnE?t=331 || How to See Reality More Clearly Than 99% of People
I don't really care if you're a dick or not. Um, I do care if people describe you as a dick. Um, and I want to like the purpose of this meeting is to decrease likelihood that anyone talks to me about you again in a negative context." Cool. Great. So that was the, you know, agenda. It's like, "All right,

[5:51] YouTube https://youtu.be/8YJEyMYYwnE?t=344 || How to See Reality More Clearly Than 99% of People
so in order for that to occur, um, let's talk about the things that when you do them, people don't like them and they call you a dick." So, it's like when you interrupt people during a meeting, they they think you're a dick and they call you a dick later. Uh when you tell someone how to do their job, uh they

[6:05] YouTube https://youtu.be/8YJEyMYYwnE?t=358 || How to See Reality More Clearly Than 99% of People
call you a dick and you try and force your agenda, whatever. It was two or three examples. And he was like, "So, that's all I have to do." I was like, "Yep, that's all you have to do." He's like, "But what if uh you know, I present this thing and then they they don't execute on it?" I was like, "Then that's not on you. That's on

[6:19] YouTube https://youtu.be/8YJEyMYYwnE?t=372 || How to See Reality More Clearly Than 99% of People
the manager and I'll talk to the manager and make sure that they're executing, but that's not on you. That's not your role." And so, um, once that got clear, all of a sudden, he just stopped doing the three things that everyone the three behaviors that people then laded up to saying, "He's a dick." And then they

[6:34] YouTube https://youtu.be/8YJEyMYYwnE?t=387 || How to See Reality More Clearly Than 99% of People
stopped calling him a dick. And then everyone's like, "Oh, he's like night and day, totally different." But it was just like no one's specific with their language. And so, no one knows what anyone's talking about. And I think the vast majority of people don't communicate well with one another because both people are saying words

[6:46] YouTube https://youtu.be/8YJEyMYYwnE?t=399 || How to See Reality More Clearly Than 99% of People
that neither person understands, and no one's defining anything. And that's why most people can't communicate at all. And that's why most people are dissatisfied with their life. That's why they can't manage the relationships cuz they're like both people get upset. No one knows how to communicate and then

[6:54] YouTube https://youtu.be/8YJEyMYYwnE?t=407 || How to See Reality More Clearly Than 99% of People
that's it. They just like they want the other person to guess what behavior they don't like. And so it's like even if I said, "Oh, you know, John's lazy." You have to think, and this is why most people don't do is because it takes work. You have to think, "Okay, I think John's lazy. Why do I think John's lazy?

[7:08] YouTube https://youtu.be/8YJEyMYYwnE?t=421 || How to See Reality More Clearly Than 99% of People
What what occurred? What did I observe that then made me think that?" Now, you might find out it's like, you know what? He's actually just slow to respond. Okay. Is there anything else? There was one meeting he came ill prepared. Is there anything else? No, I think that was actually it. Okay. So, when I go to

[7:22] YouTube https://youtu.be/8YJEyMYYwnE?t=435 || How to See Reality More Clearly Than 99% of People
John, instead of being like, "Hey, you're lazy." I'm going to say, "Hey, I need you to speed up your responses to under five minutes, and when you come to a meeting, have your notes ahead of time. Just send them to me." All of a sudden, John's not lazy anymore, but it's because it was this very micro

[7:35] YouTube https://youtu.be/8YJEyMYYwnE?t=448 || How to See Reality More Clearly Than 99% of People
thing that we then lad up to this amorphous term that no one can understand. And so, this is this has been uh a huge area of interest for me um in defining reality. And I think that honestly it's helped me navigate reality really well um and make higher quality decisions. If someone reads his book, how would it

[7:53] YouTube https://youtu.be/8YJEyMYYwnE?t=466 || How to See Reality More Clearly Than 99% of People
be actionable for them to get those ideas across with somebody else who hasn't read the book? And they would have to define the terms. They have to define the terms. That's it's it's it's getting a a complicated word and then simplifying it into the lay well they're not they're currently not communicating with that person.

[8:09] YouTube https://youtu.be/8YJEyMYYwnE?t=482 || How to See Reality More Clearly Than 99% of People
So like how would they talk to somebody who hasn't read the book the way they always do which is nothing which the thing is is the point that you hit on underpins the fact that most people can't communicate well at all right and so if a lot of people want to be different than they are and I am you know first in line on that there are

[8:26] YouTube https://youtu.be/8YJEyMYYwnE?t=499 || How to See Reality More Clearly Than 99% of People
many things that I I've wanted to be different about myself for a very long period of time and this book and these ideas have been the culmination of trying to change these things about myself. I would say, I want to be more authentic. And I'm like, well, what's authenticity? How do I be more authentic? What do I do? Well, it's

[8:44] YouTube https://youtu.be/8YJEyMYYwnE?t=517 || How to See Reality More Clearly Than 99% of People
like, okay, well, authenticity is how you behave when there's no risk of punishment. And so, if there's no risk of punishment, how you behave, basically, if you're alone and no one can find out about what you do, that's you authentically. Now, the problem is that in society, we also have rules that govern other people's uh behavior,

[8:58] YouTube https://youtu.be/8YJEyMYYwnE?t=531 || How to See Reality More Clearly Than 99% of People
right? Which means that the only truly authentic person is someone who behaves the exact same way alone as they do in public, which will probably have something to do with your preferences. And so, can you be truly authentic? Only in that subset of people who act with complete freedom and when they act with

[9:13] YouTube https://youtu.be/8YJEyMYYwnE?t=546 || How to See Reality More Clearly Than 99% of People
complete freedom, act within the rules of the law. Anyone else who has any inclinations to do anything that's outside of society's preferences or the rules that govern um how we interact with each other uh or the laws, right, has to by their very definition not be authentic or be less than 100% authentic. And I see many of these

[9:30] YouTube https://youtu.be/8YJEyMYYwnE?t=563 || How to See Reality More Clearly Than 99% of People
traits as not binaries, are you authentic or not authentic, but how authentic are you? And also in the setting. And if it's like, man, this sounds like it's a little bit more complex. It's like, yeah, welcome to reality. So, how have you been holding yourself back in terms of authenticity? Well, it's also the question of uh is

[9:46] YouTube https://youtu.be/8YJEyMYYwnE?t=579 || How to See Reality More Clearly Than 99% of People
being 100% authentic something that is I should be. I mean, realistically, probably not, right? And so, again, but but but the thing is once we define the term, we actually can have a discussion about it because now we're all talking the same language and it's much more productive. It's also way less charged from a like if we had

[10:03] YouTube https://youtu.be/8YJEyMYYwnE?t=596 || How to See Reality More Clearly Than 99% of People
never defined the term then you would have maybe been like what do you mean like you don't think you're authentic? I'd be like well not 100% of the time. It's like wait so you're lying to people right? It's like we don't define the term and then all of a sudden we're attacking each other rather than just

[10:15] YouTube https://youtu.be/8YJEyMYYwnE?t=608 || How to See Reality More Clearly Than 99% of People
saying like well no I I act differently in private than I do in public to a certain degree. I walk around naked. Like if I w walk around naked in public that would probably be but I'm being a little bit inauthentic right now. I'm wearing clothing. I normally wouldn't wear clothing, right? You get what I'm

[10:30] YouTube https://youtu.be/8YJEyMYYwnE?t=623 || How to See Reality More Clearly Than 99% of People
saying? Like, and so again, that what it does is it adds nuance. But BF Skinner, who's a famous behavioral scientist, said um if many variables exist, many variables must be studied. And so a lot of people want a very neat box with clean lines and say like this is the way it is. And um I don't think reality is

[10:47] YouTube https://youtu.be/8YJEyMYYwnE?t=640 || How to See Reality More Clearly Than 99% of People
that way. Like it's not is this person honest or dishonest, it's how honest are they? How loyal are they? I'm curious. You take a blank slate person. They read and apply everything that you write in this book. What does their life look like a year down the road, five years down the road? Great question. So, it's the book will

[11:03] YouTube https://youtu.be/8YJEyMYYwnE?t=656 || How to See Reality More Clearly Than 99% of People
by no means be a here is how to live life because that assumes that I know and that I think they should do something. I think it's more if you want these things, these are the recipes for achieving them. So, if you want to be perceived as patient, figure out things to do in the meantime. If you want to be

[11:19] YouTube https://youtu.be/8YJEyMYYwnE?t=672 || How to See Reality More Clearly Than 99% of People
perceived as authentic, behave more in a way that you were that you do in private and public. If you want to um you know be perceived as more courageous then decrease the time between uh when you perceive something as risky and when you take action on it like all of a sudden it's like oh so I want these traits and

[11:35] YouTube https://youtu.be/8YJEyMYYwnE?t=688 || How to See Reality More Clearly Than 99% of People
so this would in my opinion be the first way that at least the first place I've seen where there's like a recipe like do this how would you explain it to a child who doesn't know what the words mean and I think that's what allows well I mean it's it's what allowed me it's what has allowed me to exhibit more traits

[11:53] YouTube https://youtu.be/8YJEyMYYwnE?t=706 || How to See Reality More Clearly Than 99% of People
um that I that I wanted to have versus traits that I didn't want to have. And until I had that, I just was like, why do people describe me this way? And it's because I couldn't break down what I had to change about what I did um to change basically reality. You're in a great position to talk about it, too. It's interesting because I've

[12:08] YouTube https://youtu.be/8YJEyMYYwnE?t=721 || How to See Reality More Clearly Than 99% of People
you've mentioned this years ago that you had an issue, I think it was with anger, and you also had the patience thing. Yeah. But it does appear as though you've made pretty significant strides in applying corrective behavior. Yeah. To those. more on patience, less on anger, but better and and how does anger

[12:25] YouTube https://youtu.be/8YJEyMYYwnE?t=738 || How to See Reality More Clearly Than 99% of People
affect negatively maybe your business or your life? Like what have you noticed? Um, okay. Well, I'd say that the negative effects of anger for me have probably just come in in almost entirely from the way that people treat me, not in terms of negative outcomes business-wise. I think the reason that I still have anger

[12:43] YouTube https://youtu.be/8YJEyMYYwnE?t=756 || How to See Reality More Clearly Than 99% of People
is because it has served me. So, I think we repeat things that have served us in the past. And so I think one of the reasons that people misunderstand why they do things is because people ask the question what triggered that. You heard that? It's like oh something triggered this behavior. But it's not about what happened before.

[12:58] YouTube https://youtu.be/8YJEyMYYwnE?t=771 || How to See Reality More Clearly Than 99% of People
It's about what happened after the last time you did it. So I'll give you I'll give you a real example. So if Ila gets upset and this is something that I've I've really actively worked a lot on. If Ila gets upset and she gets like she cries if we're having some you know whatever. I had a tendency um to try and comfort

[13:19] YouTube https://youtu.be/8YJEyMYYwnE?t=792 || How to See Reality More Clearly Than 99% of People
comfort for a short period and then if that didn't work, I would get angry. When I would get angry, she would get scared. When she would get scared, she would stop crying. And so when I got angry, she stopped crying. And so I learned that if I got angry, I got my wife to stop crying. And so it was a very reinforced I only

[13:35] YouTube https://youtu.be/8YJEyMYYwnE?t=808 || How to See Reality More Clearly Than 99% of People
figured that out later. And so it's a very reinforcing thing. It's like, oh, if I can I this gets Leila to stop crying, right? Um and so to the same degree. So, I've been rewarded in that setting, but obviously she's like long-term iter, you know, so then I have to work on that, right? Um, if I value the relationship, which I do.

[13:51] YouTube https://youtu.be/8YJEyMYYwnE?t=824 || How to See Reality More Clearly Than 99% of People
Um, but the same context with uh my team, right? If I am quick to anger or be cold or sharp with someone, and it doesn't even have to happen often, like if you do it once or twice, or even if you do it in front of somebody, not directed towards them, they're like, well, I never want because modeling is a

[14:07] YouTube https://youtu.be/8YJEyMYYwnE?t=840 || How to See Reality More Clearly Than 99% of People
great way that people learn. If someone shows up late and I yell at that person, then that everyone else is still afraid of me and doesn't want to show up late either, right? And so what happens is the flow of communication from other people to me slows down because they're afraid of getting punished by me. And so

[14:22] YouTube https://youtu.be/8YJEyMYYwnE?t=855 || How to See Reality More Clearly Than 99% of People
I see that as not positive for the business is me not having the information. Now, how do I cover for that? Well, I have somebody like Leila who always gets all the information and that's why she's CEO and doesn't have direct reports. And so we've been able to man manage that um within the business operationally, but in terms of

[14:35] YouTube https://youtu.be/8YJEyMYYwnE?t=868 || How to See Reality More Clearly Than 99% of People
me personally, like I want to be better about that. And so that's like an example of something that I'm working on. What's interesting is I I kind of have a similar thing in terms of like if I if someone's emotional to me, I have very very little patience unfortunately for and it's one of my shortcomings.

[14:51] YouTube https://youtu.be/8YJEyMYYwnE?t=884 || How to See Reality More Clearly Than 99% of People
Since you fixed that, how have you noticed fixed, you know, Sure. Okay. Since you uh try to improve upon that, how have you noticed that that change in in real observable ways? Well, I mean Ila has now also because she understands how this stuff works too cuz we talk about all the time like she has tried to

[15:07] YouTube https://youtu.be/8YJEyMYYwnE?t=900 || How to See Reality More Clearly Than 99% of People
reinforce whenever I'm not angry and she's upset and so either in the moment or immediately afterward she's like thank you for not getting upset and thank you for being there for me and thank you for just hugging me and you know just waiting it out essentially. Um and so I just have to remember that when

[15:22] YouTube https://youtu.be/8YJEyMYYwnE?t=915 || How to See Reality More Clearly Than 99% of People
I'm in those settings and the more time she reinforces it the less strong the other reinforcer is the stronger the the the new one is. A lot of this stuff has has come from suffering, like being like, why can't I be this way? Like, I want to be this way and I can't. Like, why can't I? And it's like, cuz I don't

[15:37] YouTube https://youtu.be/8YJEyMYYwnE?t=930 || How to See Reality More Clearly Than 99% of People
know how. Why don't I know how? Because I have no words that described how to do it well. So, how do I change this in reality? And so, it's been it's been the result of of of a lot of seeking and a lot of pain. And that's so I don't I don't see it as logical. I see this as just descriptive like this is this is

[15:54] YouTube https://youtu.be/8YJEyMYYwnE?t=947 || How to See Reality More Clearly Than 99% of People
how it works. But but you're able to to to assign a new timeline in terms of when you learn something to to to a longer period of time rather than most people which assess things over a shorter period of time for example like you know when you would get angry at Ila like she would quiet and they're like okay like this works but

[16:13] YouTube https://youtu.be/8YJEyMYYwnE?t=966 || How to See Reality More Clearly Than 99% of People
then you're able to then see way deeper into the future and then make decisions based off of that even that this isn't going to work long term. Yeah. Well, yeah. I'll get feedback and I mean to be fair, I'll get feedback immediately afterwards where you know she might not be happy. I got to you know what I mean? And so

[16:26] YouTube https://youtu.be/8YJEyMYYwnE?t=979 || How to See Reality More Clearly Than 99% of People
um I think like it comes down to what are the things that we want to change and then how do we change them and ideally we want to have some sort of reward cycle as fast as possible with that new behavior. And that's I think that's how fundamentally you can change what you do which then letters up to who

[16:41] YouTube https://youtu.be/8YJEyMYYwnE?t=994 || How to See Reality More Clearly Than 99% of People
you are. Real quick, I'm going to show you the exact 10-stage road map from zero to 100 million plus that less than 1% of companies finish. I've now done multiple times. And so, I can say with a lot of confidence that these are the stages as headcount increases that you need to get through. And I broke each of

[16:57] YouTube https://youtu.be/8YJEyMYYwnE?t=1010 || How to See Reality More Clearly Than 99% of People
these down by eight different functions of the business, what the constraint feels like, like what are the symptoms of it when you're going through it, and then what steps we actually took to graduate. And we've done this across software, physical products, uh, service businesses, brickandmortar, all of this.

[17:11] YouTube https://youtu.be/8YJEyMYYwnE?t=1024 || How to See Reality More Clearly Than 99% of People
and it works and it's my gift to you. It's absolutely free and so the link's in the description, but you just go acquisition.com/roadmap. Just enter your info and it'll spit it right back to you.


VIDEO
TITLE: How to Make Hard Decisions
URL: https://youtu.be/8eb1wJLiKdg
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/8eb1wJLiKdg?t=0 || How to Make Hard Decisions
Regrets are baked in to our existence. And I'd always thought that the reason I had a regret was due to some suboptimal decision I had made. If only I'd made this decision better, I could have ameliated the regret. Okay, so regrets are an unavoidable part of being a human and they're a byproduct of opportunity

[0:20] YouTube https://youtu.be/8eb1wJLiKdg?t=13 || How to Make Hard Decisions
cost, which you can't get away from. But what does it mean that you have to choose your regrets? Okay. Well, if regrets are inevitable, if they're going to happen no matter what, an easy way to look at the decision is rather than which do I want to do, which regret could I live with? Mhm. Because there are certain regrets that

[0:41] YouTube https://youtu.be/8eb1wJLiKdg?t=34 || How to Make Hard Decisions
you can't bear living with. Now, you can bear living with them, but they're going to be worse than other ones. Yeah. So, what is the difference between I need to have a difficult decision, I need to have a difficult conversation with my boss about leaving to go and do this thing, or I need to That's the

[0:55] YouTube https://youtu.be/8eb1wJLiKdg?t=48 || How to Make Hard Decisions
regret. That's one regret of the sitting down and seeing them face to face and telling you're going to leave their small mom and pop business and you're the main salesperson and it's going to be terrible and they're going to cry and you're going to feel like a piece of That's one regret. Another regret is looking back at a

[1:08] YouTube https://youtu.be/8eb1wJLiKdg?t=61 || How to Make Hard Decisions
decade that you waste in a job that you hate. Yeah. So, in life, you have to choose your regrets. I love that as a decision-making frame because it also jumpst starts our fear engine because rather than saying like what do I want, it's what do I what do I hate least and so we get to run. So then you get to

[1:30] YouTube https://youtu.be/8eb1wJLiKdg?t=83 || How to Make Hard Decisions
use your run away from engine rather than your go towards to mouse and the cheese again. Yeah. And was it you was telling me that uh with a cat? Yeah. I mean Yeah. So I'm just going to butcher what you told me. Um but why don't you share the like how much Yeah. Yeah. This was on our last episode. So

[1:46] YouTube https://youtu.be/8eb1wJLiKdg?t=99 || How to Make Hard Decisions
this is sequel for the people that were listening. Um Jordan Peterson talks about the study where they starve a rat and they put it into a tube. They waft the smell of cheese in from the front and there's a spring attached to the rat's tail so they can work out how hard it's pulling. How hard it's pulling is a proxy for desire for how

[2:02] YouTube https://youtu.be/8eb1wJLiKdg?t=115 || How to Make Hard Decisions
much it wants it. You'd think this rat is starving. It's going to pull as hard as it can. So it they w the smell of cheese in and it runs towards it and whatever. They do another iteration of the study. This time they waft the smell of cheese in from the front and the smell of a cat in from behind. Yeah.

[2:16] YouTube https://youtu.be/8eb1wJLiKdg?t=129 || How to Make Hard Decisions
It pulls harder. Yeah. Why? Because not only in life do you want to run towards something you want, but you want to run away from something that you fear. And this ties into your the three most common traits of very successful people. Superiority complex. Uh massive crippling insufficiency and impulse

[2:32] YouTube https://youtu.be/8eb1wJLiKdg?t=145 || How to Make Hard Decisions
control. So superiority complex. I can achieve this thing. That's the cheese. Uh crippling sense of insufficiency. I fear the cat. Impulse control. I'm in a tube. There's only one direction I can go. I don't need to make a choice. Yep. I love this a lot as a frame for for for decision-m because that like think about the decision that

[2:55] YouTube https://youtu.be/8eb1wJLiKdg?t=168 || How to Make Hard Decisions
we were just talking about, right? So, it's like I'm I'm the sales guy and I stay and like if you were to frame it in upsides, it's like upside is I keep these friends, right? Um, and but I want to leave so that I can start this business, right? Those are the upsides. But when you think about it in terms of

[3:13] YouTube https://youtu.be/8eb1wJLiKdg?t=186 || How to Make Hard Decisions
like I waste a decade of my life not living the life I want to me, I mean, even when I say it, it sounds more motivating even though it's the exact same thing. It's like losing $100 versus gaining $100. People have three times higher loss aversion. And so it's like if you can't get yourself to do something, think about it from the

[3:31] YouTube https://youtu.be/8eb1wJLiKdg?t=204 || How to Make Hard Decisions
perspective of what you have to lose rather than what you have to gain. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over

[3:44] YouTube https://youtu.be/8eb1wJLiKdg?t=217 || How to Make Hard Decisions
all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're

[3:58] YouTube https://youtu.be/8eb1wJLiKdg?t=231 || How to Make Hard Decisions
at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to

[4:12] YouTube https://youtu.be/8eb1wJLiKdg?t=245 || How to Make Hard Decisions
give you this thing absolutely free. free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at

[4:26] YouTube https://youtu.be/8eb1wJLiKdg?t=259 || How to Make Hard Decisions
the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: The Problem with Getting Advice for Your Business
URL: https://youtu.be/8pzL2ZSgW-E
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, scaling

[0:00] YouTube https://youtu.be/8pzL2ZSgW-E?t=0 || The Problem with Getting Advice for Your Business
How do you know what you don't know? This ignorance debt that you talk about. Oh yeah. Um, it's a really good question. I mean, I spent the I spent I spend all the time and all the money that I have to try and solve ignorance debt. And so I don't I don't know if there's a solution besides like trying to talk to people who are

[0:21] YouTube https://youtu.be/8pzL2ZSgW-E?t=14 || The Problem with Getting Advice for Your Business
ahead of you who can help you look around corners and being it's it's I think I think advice is one of the hardest things to even think about because so much advice is wrong because people lack context right or they have misaligned incentives which is huge. Either they lack lack context, they lack confidence or lack incentive. And if you

[0:38] YouTube https://youtu.be/8pzL2ZSgW-E?t=31 || The Problem with Getting Advice for Your Business
have any of those three that are off the advice is not necessarily good. And so and that's it's common to have one of at least one of those three off. And so it's like advice is so tough. Um because at some points like you have to have a a a parallel kind of engine that's like I have to be willing to take advice but I

[0:53] YouTube https://youtu.be/8pzL2ZSgW-E?t=46 || The Problem with Getting Advice for Your Business
have to run it through some sort of filter that I'm responsible for which you know typically be some sort of you know first principles reasoning of like does this make sense given the the things that I absolutely know to be true. Um and a lot of people can't bridge that gap. And so there are some people actually do have maxed out um

[1:09] YouTube https://youtu.be/8pzL2ZSgW-E?t=62 || The Problem with Getting Advice for Your Business
execution. But the problem is they change direction so quickly because they will just listen to different people who give them different advice that's conflicting. And not because anybody has bad intentions, but just because they either aren't competent enough or they don't have enough context or both.

[1:20] YouTube https://youtu.be/8pzL2ZSgW-E?t=73 || The Problem with Getting Advice for Your Business
And human beings are wired, they learn from people with higher social status. They look somebody Yeah. achieve some kind of skill and they listen to that person. Tell me about that. And how does that act as a guide to contextualize information? So really interesting question. Um because it's so I think it's it's like what so I

[1:44] YouTube https://youtu.be/8pzL2ZSgW-E?t=97 || The Problem with Getting Advice for Your Business
think many people give advice some people's advice is listened to more than others which we could latter up to like some people have more influence than others and then it's then what then what are the things that create influence that make your advice more likely to be followed than others and so you have

[2:00] YouTube https://youtu.be/8pzL2ZSgW-E?t=113 || The Problem with Getting Advice for Your Business
status which is somebody who who is controlling reinforcers. So if you have money, you have fame, you have something that other people want and you control that, then that gives you status in any in any situation, right? Like if you're a bartender in the bar, you have status because you control scarce resource. As

[2:14] YouTube https://youtu.be/8pzL2ZSgW-E?t=127 || The Problem with Getting Advice for Your Business
soon as you walk out of the bar, your status disappears. But right in the bar, you have power or excuse me, status. Um you've got credibility, which is that you've said something that would occur and then it does occur. Uh you have uh power, which is say do correspondence, which essentially like if I say, "Hey,

[2:30] YouTube https://youtu.be/8pzL2ZSgW-E?t=143 || The Problem with Getting Advice for Your Business
follow this recipe and this is going to happen and it's a good thing." and then someone follows the recipe and then that happens then they're more likely to adhere to instruction uh later and then finally of likeness which is uh how similar are we like I'll tell you a story so I had um so we had a small

[2:46] YouTube https://youtu.be/8pzL2ZSgW-E?t=159 || The Problem with Getting Advice for Your Business
event at our headquarters and uh there was a a a logging company like loggers like lumberjacks and the guy comes up to me the guy who's running it and he's like dude I've grown this thing from you know uh $2 million a year to 13.9 million in the last four years just listening exclusively to your content

[3:02] YouTube https://youtu.be/8pzL2ZSgW-E?t=175 || The Problem with Getting Advice for Your Business
Um, and I was like, "That's awesome." And he said, "Um, is there any way we can get a picture?" And so, um, I was I was before I like had a chance to answer, um, he said, just because, um, you have a hardcore following in the logging community. And I was like, "What do you mean?" He's like, "We're all Mosy

[3:22] YouTube https://youtu.be/8pzL2ZSgW-E?t=195 || The Problem with Getting Advice for Your Business
Nation." But it was like it was like dead serious. And I remember thinking about that and I was like, "Well, that makes sense." I was like, "I look and dress like this." I was like I have such similar likeness you like just like I have that as a baseline and then that's like for the whole community and then

[3:36] YouTube https://youtu.be/8pzL2ZSgW-E?t=209 || The Problem with Getting Advice for Your Business
the other three above that it's like do I control some sort of you know reinforces they want which might be fame or money sure I've got that then it's like okay have I done did he do things that I told him to do and good things happened yes so I had power that was checked off and so it's like you can

[3:50] YouTube https://youtu.be/8pzL2ZSgW-E?t=223 || The Problem with Getting Advice for Your Business
look through that as your litmus test to how much how much people or a specific person will adhere to your directives um based on that criteria And that's kind of how I like reverse engineer that of like okay how much influence do I have in a given context and there's a fifth column which is truly first principles thinkers being

[4:09] YouTube https://youtu.be/8pzL2ZSgW-E?t=242 || The Problem with Getting Advice for Your Business
able to take in information that you're giving apply kind of pattern matching to their own experience and saying this guy knows what he's talking about. Yeah. I see this as just like this is the psychology side, the soft human side of human behavior. And then there's the physics that's kind of like the art and

[4:25] YouTube https://youtu.be/8pzL2ZSgW-E?t=258 || The Problem with Getting Advice for Your Business
the science. Like then there's the physics side of like well if we want to boil water and we want to boil water at 100° it's not going to happen. So like if that's what was required to get this water over there and it has to be boiling it's only 100 like it's not going to happen because I found it really interesting

[4:38] YouTube https://youtu.be/8pzL2ZSgW-E?t=271 || The Problem with Getting Advice for Your Business
and par almost paradoxical the your mosy nation in Silicon Valley is mostly the super successful entrepreneurs and the billionaire venture capitalists and the reason my theory for that is they're able to appreciate your first principles thinking despite maybe a a pattern matching that does not match the Evan Spiegel and

[5:01] YouTube https://youtu.be/8pzL2ZSgW-E?t=294 || The Problem with Getting Advice for Your Business
the Mark Zuckerberg. It is something that we've seen, me and my partner Curtis see it all the time. The smartest people are like, "Yeah, I love I love Herozi. I listen to all this stuff." And the other people are inadvertently saying, "Well, I don't love the titles. I don't love the packaging. Like, it doesn't pattern match to what I

[5:19] YouTube https://youtu.be/8pzL2ZSgW-E?t=312 || The Problem with Getting Advice for Your Business
think is is a great first principle." Well, that just made my day. So, great. I'm glad the billionaires in in in the VC world like my stuff. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling

[5:34] YouTube https://youtu.be/8pzL2ZSgW-E?t=327 || The Problem with Getting Advice for Your Business
roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it in these 10 stages and we made this little kind of quiz thing where if you put in

[5:48] YouTube https://youtu.be/8pzL2ZSgW-E?t=341 || The Problem with Getting Advice for Your Business
your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and

[6:03] YouTube https://youtu.be/8pzL2ZSgW-E?t=356 || The Problem with Getting Advice for Your Business
solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a

[6:16] YouTube https://youtu.be/8pzL2ZSgW-E?t=369 || The Problem with Getting Advice for Your Business
call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: The One Leadership Move I Stole From My Wife
URL: https://youtu.be/8uGV4LW9Q9M
PRIMARY_TOPIC: mindset
TOPICS: mindset, hiring, mindset

[0:00] YouTube https://youtu.be/8uGV4LW9Q9M?t=0 || The One Leadership Move I Stole From My Wife
What's the one leadership move Ila does better than anyone that you've quietly adopted yourself quietly. Uh that I've quiet that sounds like a GPT question. Um that you've quietly adopted yourself. Uh I give I give more kudos now than I used to. I used to have a little bit more of the like if you didn't hear from

[0:25] YouTube https://youtu.be/8uGV4LW9Q9M?t=18 || The One Leadership Move I Stole From My Wife
me everything's fine perspective. Um, and what that basically is is it means that I build I I train my team to extinct good behavior. Uh, and so I have dramatically increased the amount of kudas that I give out to people on a regular basis. I'd say that's the biggest thing I've taken from Ila. And for those of you who do know uh Ila,

[0:50] YouTube https://youtu.be/8uGV4LW9Q9M?t=43 || The One Leadership Move I Stole From My Wife
my dear wife, uh she uh is working on a book about this particular topic. So stay very tuned for that. It's going to be very good. I have read the initial draft and it's quite savage. If you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put

[1:07] YouTube https://youtu.be/8uGV4LW9Q9M?t=60 || The One Leadership Move I Stole From My Wife
together the $100 million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so, we broke it in these 10 stages and we made this little kind of quiz

[1:22] YouTube https://youtu.be/8uGV4LW9Q9M?t=75 || The One Leadership Move I Stole From My Wife
thing where if you put in your business information, it'll tell you where you're at. And the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so, no matter what you're struggling with,

[1:35] YouTube https://youtu.be/8uGV4LW9Q9M?t=88 || The One Leadership Move I Stole From My Wife
someone else has already struggled with it and solved it. And so, I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you

[1:49] YouTube https://youtu.be/8uGV4LW9Q9M?t=102 || The One Leadership Move I Stole From My Wife
out on the thank you page. You can just book a call with my team and we will look into business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: The Problem with Wanting to be a Millionaire, Not the Climb
URL: https://youtu.be/94ihFyYGEds
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, wealth

[0:00] YouTube https://youtu.be/94ihFyYGEds?t=0 || The Problem with Wanting to be a Millionaire, Not the Climb
Most people want to become millionaires because of what being a millionaire allows you to do, not because of what you have to do to become a millionaire. What do we do about that mindset? It's uh it's wanting the view without the climb. It's uh Jimmy Carr has a great quote on this. Uh it's uh everyone

[0:17] YouTube https://youtu.be/94ihFyYGEds?t=10 || The Problem with Wanting to be a Millionaire, Not the Climb
wants what you have but not what you did to get it. M I think that if we make who we become the goal rather than the thing that we achieve instead of winning once a decade we can win every day because you can continually get better at being who you are and then the achievement is just one milestone along along the path but at

[0:38] YouTube https://youtu.be/94ihFyYGEds?t=31 || The Problem with Wanting to be a Millionaire, Not the Climb
least in my experience is as I've actually approached milestones when it becomes increasingly likely that I'm going to achieve it matters less and less. When I was in the lifting world, if I if I thought whatever my lift was and added 100 pounds, I would be like, "Oh my god, man. If I lifted that, that

[0:50] YouTube https://youtu.be/94ihFyYGEds?t=43 || The Problem with Wanting to be a Millionaire, Not the Climb
would be insane." But by the time you actually do lift that, you also lifted 5 lbs less than that before and you lifted 10 lbs less than that before. So, you're like, "Well, it's really not that big of a stretch anymore." And so, it actually in some ways it's it's not even nearly as fulfilling as you think it is. Cuz by

[1:03] YouTube https://youtu.be/94ihFyYGEds?t=56 || The Problem with Wanting to be a Millionaire, Not the Climb
the time it happens, you're so close to it, it seems obvious. And so um shifting from who I become rather than what I achieve or who I become as the achievement um has been a wonderful reframe for like sure you want to be a millionaire but what you really want to do is become the person who can become a

[1:18] YouTube https://youtu.be/94ihFyYGEds?t=71 || The Problem with Wanting to be a Millionaire, Not the Climb
millionaire and that you can win every day and then that takes away the um I don't want to do the things that real quick if you're a business owner and you are not growing as fast as you'd like I'd like to give you a free gift. So my team and I put together the $100 million scaling road map, which is basically 200

[1:34] YouTube https://youtu.be/94ihFyYGEds?t=87 || The Problem with Wanting to be a Millionaire, Not the Climb
hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it in these 10 stages and we made this little kind of quiz thing where if you put in your business information,

[1:47] YouTube https://youtu.be/94ihFyYGEds?t=100 || The Problem with Wanting to be a Millionaire, Not the Climb
it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and

[2:01] YouTube https://youtu.be/94ihFyYGEds?t=114 || The Problem with Wanting to be a Millionaire, Not the Climb
solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will

[2:16] YouTube https://youtu.be/94ihFyYGEds?t=129 || The Problem with Wanting to be a Millionaire, Not the Climb
look into business, see if we can help. And if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: I Was Just as Happy When I Was Poor
URL: https://youtu.be/97EW_Q39pNc
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, wealth

[0:00] YouTube https://youtu.be/97EW_Q39pNc?t=0 || I Was Just as Happy When I Was Poor
you once wanted the life you have. And if you don't like the life you have, you probably won't like the one you want but don't have either. Yeah, this one I think about all the time because I think about the life that I have now, and I know that I wanted this life, but I obviously do a lot of thinking about this type of stuff. Um, but the equal opposite of that is that when I was poor, I was pretty happy. I was okay

[0:27] YouTube https://youtu.be/97EW_Q39pNc?t=20 || I Was Just as Happy When I Was Poor
with being poor. And now that I am rich, I'll put quotes on that degrees. Um, it's about the same. And so then it just goes down to, well then the richness had nothing to do with the level of contentedness, which means that my wants in past and present and future all go into the bucket of irrelevant in terms

[0:50] YouTube https://youtu.be/97EW_Q39pNc?t=43 || I Was Just as Happy When I Was Poor
of their ability to affect my perception of reality in the present. And so in thinking about that, it makes my wants have less stake today. And so a lot of anxiety that I think a lot of people have is around things that haven't happened yet, either good or bad. Like I hope this speech goes well or I hope I get this job promotion. But the reality

[1:12] YouTube https://youtu.be/97EW_Q39pNc?t=65 || I Was Just as Happy When I Was Poor
is that once you get the job promotion, you wanted it, you resettle. And the negative version of this is, and I and you've probably seen this stuff, but when handicapped people get handicapped, so they have a terrible accident, they get paralyzed or they lose a leg or whatever, there's a dip in their subjective well-being, but after 3 to 6

[1:28] YouTube https://youtu.be/97EW_Q39pNc?t=81 || I Was Just as Happy When I Was Poor
months, it typically restabilizes, which means that if I didn't get paralyzed, or even if I did get paralyzed, I'd be just about as content as I am right now. It's like whatever is about to happen is probably not as bad as that. And so that's the worst case scenario, which is nothing. So, okay. Good things aren't as

[1:45] YouTube https://youtu.be/97EW_Q39pNc?t=98 || I Was Just as Happy When I Was Poor
good as you think they are. Bad things aren't as bad as you think they are. Yeah, life is life. Real quick,


VIDEO
TITLE: How To Overcome the Fear of Selling
URL: https://youtu.be/9AV0Er3NXz4
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/9AV0Er3NXz4?t=0 || How To Overcome the Fear of Selling
Why are we so uncomfortable with selling, promoting ourselves, putting ourselves out there? So, I would put that as two two separate buckets. So, one is the promotion, which is kind of public embarrassment, public harass, you know, that stuff. Yeah. The second one is um why am I scared to ask this person for money, right? And so, I

[0:18] YouTube https://youtu.be/9AV0Er3NXz4?t=11 || How To Overcome the Fear of Selling
think on some level it comes down to some people feel like imposters. They're like, I you know, I don't deserve this and things like that. But I think that there's a there's a very tactical way to overcome that which is you outwork your self-doubt. And so if you um if you've done those 20 and I think it's the

[0:36] YouTube https://youtu.be/9AV0Er3NXz4?t=29 || How To Overcome the Fear of Selling
people who haven't done the 20 who feel like imposters, but if you've done it 20 times and you're like I know what's going to happen next and I know what your problem is and I also know I can solve it. And so your conviction goes up because you're not you're not exaggerating anything. You're not puffing your chest. You're just one of

[0:50] YouTube https://youtu.be/9AV0Er3NXz4?t=43 || How To Overcome the Fear of Selling
my big rules of persuasion is state the facts and tell the truth. And so you're like, "Listen, I've done 20 of these. You have the same issues as these people. This is what I did for them. I think I can do the same thing for you." We're not exaggerating. We're not claiming anything. We're just saying

[1:01] YouTube https://youtu.be/9AV0Er3NXz4?t=54 || How To Overcome the Fear of Selling
like, "This is this is what's happened." And so I think that that will dramatically decrease the anxiety around the conversation. The second piece is the fear of like rejection in the micro. And so um it's it's always overstated because the worst thing they can say is no. And then you say, "Okay, fine. No

[1:19] YouTube https://youtu.be/9AV0Er3NXz4?t=72 || How To Overcome the Fear of Selling
worries." Like not a big deal. I'll just ask somebody else. Right? If anything, sales is like dating. It's a numbers game. Like you have to be willing to say I would and this is why I like rule of 100 a lot is have a hundred conversations. And I promise you your anxiety will go down because you'll just

[1:33] YouTube https://youtu.be/9AV0Er3NXz4?t=86 || How To Overcome the Fear of Selling
habituate. And so everyone like and this is the psychological way of actually curing phobias. If you're afraid of spiders, the fastest way to cure spiders is lock you in a room with spiders. You'll have a couple panic attacks. You'll you'll you'll pass out. You wake back up. The spiders are still there.

[1:45] YouTube https://youtu.be/9AV0Er3NXz4?t=98 || How To Overcome the Fear of Selling
You wake pass out. Wake back up. And eventually you're just like, "All right, I'm used to it." Yeah. It's because they've done this before. And so we just have to get you to the we've done this before part as fast as we can. Yeah. What about people who feel like the approaches are manipulative, okay?

[2:06] YouTube https://youtu.be/9AV0Er3NXz4?t=119 || How To Overcome the Fear of Selling
Or these tactics are like you're praying on someone's vulnerabilities and insecurities and of course that person wants to lose weight for their partner and you're playing to that. Like what about someone who feels that way and that's what gets in their head like oh I know I have a valuable service. I know I

[2:22] YouTube https://youtu.be/9AV0Er3NXz4?t=135 || How To Overcome the Fear of Selling
want to help people but actually like they should want to do it themselves. I'm not going to convince them. So I'm going to I'll define two things. So one I see the process of selling as arranging the variables to increase the likelihood a sale occurs. That is a selling process. And so we want to use

[2:35] YouTube https://youtu.be/9AV0Er3NXz4?t=148 || How To Overcome the Fear of Selling
all the variables we can because if we can control the variables we control the outcome. And so I see then underneath of that the difference between help and manipulation is intention. And so you use the exact same uh variables to influence someone's purchasing decision. But if your intention is to scam them

[2:50] YouTube https://youtu.be/9AV0Er3NXz4?t=163 || How To Overcome the Fear of Selling
out of money and not help them, then for sure you should I hope you feel all the feelings that you have right now. But on the flip side, if you're if you know that you're going to do your absolute best and and you've not misrepresented something. And I think this is the key part where people feel the imposter syndrome is because they

[3:03] YouTube https://youtu.be/9AV0Er3NXz4?t=176 || How To Overcome the Fear of Selling
misrepresent. If you state the facts and tell the truth, most of your anxiety goes away. And I have this conversation sometimes with entrepreneurs even at a million dollar a year, $5 million a year. And they're like, I just feel this imposter syndrome with my business and I'll say, "Are you stating anything

[3:15] YouTube https://youtu.be/9AV0Er3NXz4?t=188 || How To Overcome the Fear of Selling
that's not true?" And then they'll kind of look at me and they're like, "Well, you know, I teach agencies how to, you know, grow their customer base." And I'm like, "Okay, and why do you feel like an imposttor?" They're like, "Well, you know, I had an agency and it just really wasn't that successful." And I'm like,

[3:29] YouTube https://youtu.be/9AV0Er3NXz4?t=202 || How To Overcome the Fear of Selling
"Okay, are your clients successful?" They're like, "No, the clients are successful." I'm like, "Okay, so what do you teach them that you were not able to do for yourself?" And they're like, "Well, I was actually really good at the sales side. I was really bad at the delivery side." I said, "If you just

[3:40] YouTube https://youtu.be/9AV0Er3NXz4?t=213 || How To Overcome the Fear of Selling
say, "Hey, I had an agency. I was really good at selling customers, really bad at delivering on them. But if you're good at delivering on them and you need a sales process, I can help you." I was like, "Would you feel like you're being an imposter?" He's like, "No." I was like, "And believe it or not, that's

[3:52] YouTube https://youtu.be/9AV0Er3NXz4?t=225 || How To Overcome the Fear of Selling
actually more compelling because you have a damaging admission, which actually makes you it's one of the components of persuasion, right? Like you just just tell people all the things that are not good because when you tell them the good things, they'll actually believe them more." And so I would tell,

[4:04] YouTube https://youtu.be/9AV0Er3NXz4?t=237 || How To Overcome the Fear of Selling
you know, I was in the gym space for a while and so, you know, a gym owner would have, you know, a bad location and bad parking. And they're like, you know, I I don't I don't it's it's embarrassing. And I say, include it in the ad. Just say, "Hey, by the way, we have the uh we don't have the newest equipment. Uh our parking is

[4:19] YouTube https://youtu.be/9AV0Er3NXz4?t=252 || How To Overcome the Fear of Selling
terrible. We have a tiny location, but we have the best workouts on this side of the Mississippi." Right? And if you say that, then it's like people are like, "I love that guy." Right? Because he told the truth. And so you'll be significantly more persuasive and have less anxiety by just stating the facts

[4:31] YouTube https://youtu.be/9AV0Er3NXz4?t=264 || How To Overcome the Fear of Selling
and tell the truth. And if the facts aren't compelling enough, do the free work so the facts are compelling. Yeah. Oh, I love that so much because I'm thinking of a friend right now who has a service he offers and he's always scared that he's a one-man band and he's scared that companies are going to ask for a service and he's almost

[4:47] YouTube https://youtu.be/9AV0Er3NXz4?t=280 || How To Overcome the Fear of Selling
embarrassed of saying, well, I'm just one guy and he wants to present himself as a company. And I'm always saying to him, well, no, tell them because you're one guy, you can actually be there. You're present. You're doing all the work yourself. You're committed. you're not just rolling out that I have an awesome frame for this. So,

[5:05] YouTube https://youtu.be/9AV0Er3NXz4?t=298 || How To Overcome the Fear of Selling
when we had our software company, Allen, which we sold in 21, uh it was a software that helped uh agencies kind of manage schedules. It did automated texting stuff back before all the new stuff now, right? And so, um I actually had agencies that sold to gym owners and I obviously also owned Gym Launch at the time, too, which is which

[5:22] YouTube https://youtu.be/9AV0Er3NXz4?t=315 || How To Overcome the Fear of Selling
is the category, you know, king in that space, right? It's the biggest company there. And so, they were like, "How do we how do we compete against you?" And I said, "Every position has an advantage." And so you are going to say, "Man, Alex, Alex isn't going to be the one take, you know, he's not the one taking your

[5:36] YouTube https://youtu.be/9AV0Er3NXz4?t=329 || How To Overcome the Fear of Selling
calls. He's just going to you're going to be client number 77. He's not even going to know your name. You're going to be assigned to some account rep that he pays, you know, nothing to." And of course, we paid well, but like I don't know, you know, he just pays way less um that he onboarded in two days.

[5:49] YouTube https://youtu.be/9AV0Er3NXz4?t=342 || How To Overcome the Fear of Selling
Uh and like that's the level of service you're going to get. Whereas with me, you get the highest person, you get the CEO, and you call me, I'll respond immediately. I'm the one working your account. So don't compare Jim, the size of Gym Launch, the size of my company. Compare the person you're actually going

[6:02] YouTube https://youtu.be/9AV0Er3NXz4?t=355 || How To Overcome the Fear of Selling
to work with, and am I going to be better than his rep number seven? Yes. That's a compelling pitch. Now, if I'm flipping the table, I'm going to say, "Listen, this guy's in his mom's basement. He hasn't proven any track record. We've been here for 10 years, and the reason we've been here for 10 years, and we've gotten so big is

[6:16] YouTube https://youtu.be/9AV0Er3NXz4?t=369 || How To Overcome the Fear of Selling
because we're actually good at what we do. And if we weren't good at what we do, we wouldn't be this big, and we wouldn't been doing it for this long. This guy has no process. He might be gone tomorrow. We both have advantages that we can cater. So there's no position on the board that doesn't have advantage. You just got to play what you

[6:28] YouTube https://youtu.be/9AV0Er3NXz4?t=381 || How To Overcome the Fear of Selling
got. Again, rule number one, right? Yeah. And and and the idea of pointing it out, Yeah. is just so masterful because that's what's blocking us. It takes away We're all trying to be everything to everyone and we want to portray that we've thought about every part of the puzzle and we're the one-stop shop. And I feel

[6:45] YouTube https://youtu.be/9AV0Er3NXz4?t=398 || How To Overcome the Fear of Selling
like whenever anyone says they're the one-stop shop, there's nothing there, right? because it's like, well, wait a minute. There's no way you could have figured out this and this and this and this and this with just you. With just you and you've been in the business for two years, right? Like it's it's just not possible. And so and

[7:03] YouTube https://youtu.be/9AV0Er3NXz4?t=416 || How To Overcome the Fear of Selling
that's so freeing. Like I'm hoping people hear that and just feel so much lighter and go tell the truth, state the facts, and and that's it. You know, if they say no, that's okay. Because honestly, if they say no, then they weren't going to be a fit. Yeah. And so I can promise you some of the best deals are the ones you never do

[7:19] YouTube https://youtu.be/9AV0Er3NXz4?t=432 || How To Overcome the Fear of Selling
because right now any business owner can tell you this like there are customers that you're like I wish we did not ever talk to this person, right? And so like you're just avoiding some of these things that are going to be calamities later. So you might as well just get it up front. And the thing is is that when you set those

[7:32] YouTube https://youtu.be/9AV0Er3NXz4?t=445 || How To Overcome the Fear of Selling
expectations, it just it creates such a clean relationship from there on. It's like these are the expectations you can set. This is what I will do. Anything outside of that, I'm not going to pretend like I have done it. Now if we want to figure this out, I'll be figuring it out with you. And if you if

[7:44] YouTube https://youtu.be/9AV0Er3NXz4?t=457 || How To Overcome the Fear of Selling
you like the stuff I have here, I can apply some of those principles, but I haven't done it. I want to be upfront about that. And so, where's the imposter syndrome? Where's the fear? It's like there shouldn't be any. And it's all about the deception piece. And I think that's where that's where people get in

[7:55] YouTube https://youtu.be/9AV0Er3NXz4?t=468 || How To Overcome the Fear of Selling
trouble. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more

[8:11] YouTube https://youtu.be/9AV0Er3NXz4?t=484 || How To Overcome the Fear of Selling
importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across

[8:23] YouTube https://youtu.be/9AV0Er3NXz4?t=496 || How To Overcome the Fear of Selling
product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.comroadmap, plug in your business information. And

[8:38] YouTube https://youtu.be/9AV0Er3NXz4?t=511 || How To Overcome the Fear of Selling
if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help. And if we can, we'll invite you out to Vegas and we'll do this in person

[8:52] YouTube https://youtu.be/9AV0Er3NXz4?t=525 || How To Overcome the Fear of Selling
live.


VIDEO
TITLE: Charge Premium Prices in a Commoditized Market
URL: https://youtu.be/9NK1YsX6IWc
PRIMARY_TOPIC: mindset
TOPICS: mindset, offers, pricing

[0:00] YouTube https://youtu.be/9NK1YsX6IWc?t=0 || Charge Premium Prices in a Commoditized Market
Many people still have terrible offers and/or terrible lead magnets. So, I'm going to cover kind of like the common troubleshooting that I go into with people who have bad offers, bad lead magnets, or both. All right, so let's just focus on the offer side. I forgot to put the little thing so that it uh

[0:17] YouTube https://youtu.be/9NK1YsX6IWc?t=10 || Charge Premium Prices in a Commoditized Market
comes one at a time. So, I apologize. So, these are these are all popping up at once. Okay, so let's imagine that and this is actually probably the most common thing like this is especially true with home services, but if you are in an industry where it's very difficult for other people to compare your offer or very easy for

[0:35] YouTube https://youtu.be/9NK1YsX6IWc?t=28 || Charge Premium Prices in a Commoditized Market
people to compare your offer to someone else's, you need to win on one of these three vectors, you need to either be faster than somebody else, you need to be less risky than somebody else, or you need to be easier or multiple. But you have to from a strategy perspective, you want to focus on at least one of those

[0:49] YouTube https://youtu.be/9NK1YsX6IWc?t=42 || Charge Premium Prices in a Commoditized Market
three things. And so whether you're doing kitchen remodeling, you're doing roofing, you're doing concrete, it doesn't matter. There's always a way to be faster, there's always a reason to be to less be less risky. There's always a way to make it easier for the customer. I promise you, there's always a way. Now

[1:03] YouTube https://youtu.be/9NK1YsX6IWc?t=56 || Charge Premium Prices in a Commoditized Market
then you might think, "Oh, but I can't afford to do that." No That's why you raise your prices to reflect this premium because you're no longer commoditized product. And guess what? People will pay for it. So what I would encourage you to think about your offer is what would it take for me to get this outcome for a

[1:24] YouTube https://youtu.be/9NK1YsX6IWc?t=77 || Charge Premium Prices in a Commoditized Market
customer in one-third the time like actually answer that question? This is why it's good to do this with your teams. Like what would it really take? So rather than saying we can't do it or we can't afford to do it, answer the damn question. What would it take? Now, if it would take paying contractors 50%

[1:44] YouTube https://youtu.be/9NK1YsX6IWc?t=97 || Charge Premium Prices in a Commoditized Market
more to get them to do same day, next day responses for you, fine. Then the next question is, can we sell that to customers? Now, if the answer is yes, then ding, ding, ding, we have a winner. Now, if the answer is no, then we just go up market to rich people who absolutely value speed, risk, and ease.

[2:03] YouTube https://youtu.be/9NK1YsX6IWc?t=116 || Charge Premium Prices in a Commoditized Market
So, if you need to improve the offer, one of the first places I look is speed, right? What would it, you know, what would what would it take for us to get to get it all done in one third of the time? So, I know we're getting X-rated. Did I talk about this? This is this is going to be my launch of only Alex. I

[2:19] YouTube https://youtu.be/9NK1YsX6IWc?t=132 || Charge Premium Prices in a Commoditized Market
didn't I didn't I didn't tell you guys that. The next one is is risk, right? So, can we ensure the biggest fear or can we guarantee against it? So, you can think about this from a warranties perspective. You can think about it from a guarantees perspective or one of my personal favorites because this is

[2:36] YouTube https://youtu.be/9NK1YsX6IWc?t=149 || Charge Premium Prices in a Commoditized Market
something that I've implemented with plenty of businesses is you actually just get an insurance policy on whatever their biggest fear is and you say don't worry we cover damages up to X because we already have insurance for it and you include that into your cost which typically is not nearly as expensive as you think as you think it

[2:57] YouTube https://youtu.be/9NK1YsX6IWc?t=170 || Charge Premium Prices in a Commoditized Market
would be. So, that's the second vector that you can consider from a from a from an offers angle. And yes, I'll be here all night and I I've got even less underneath. Calm down. Uh so the third uh is ease. And so the way to think about ease is how much can we kind of prepare the way for the customer ahead of time? Like how can we prepare

[3:19] YouTube https://youtu.be/9NK1YsX6IWc?t=192 || Charge Premium Prices in a Commoditized Market
for them? Is there anything we can do in the intake? Is there anything we can do the onboarding? Can we do any kind of this prep ahead of time so we can do pre-work for them so we can make their experience that much more seamless? And what's crazy is that so few businesses think this way or do it that customers

[3:32] YouTube https://youtu.be/9NK1YsX6IWc?t=205 || Charge Premium Prices in a Commoditized Market
will almost always appreciate and recognize it when you do in your business, right? like this is this is a this is a a soft toss. But for those of you who have been out to L1 um or L3 or L2 for for in person, many of you can probably tell like we take a huge amount of care in making this an exceptional

[3:49] YouTube https://youtu.be/9NK1YsX6IWc?t=222 || Charge Premium Prices in a Commoditized Market
experience for everyone and try to bring in as many of these tiny little details as we possibly can. Um so like when people know your name when you walk in, they know about your business. Like all that stuff takes work on our side so we can make it a delightful experience for you. And so when we're thinking about the

[4:05] YouTube https://youtu.be/9NK1YsX6IWc?t=238 || Charge Premium Prices in a Commoditized Market
offer like I think about these value vectors because these are the things that are really going to drive the business. And right now if you're like I'm suffering because I'm a commodity. This is how you solve it. Now the fourth one here is now introduced because we have money models book out. But you can

[4:19] YouTube https://youtu.be/9NK1YsX6IWc?t=252 || Charge Premium Prices in a Commoditized Market
always just wrap what you currently have in giveaways. Win your money back decoy. Pay pay less now pay more later or buy XKY free. So you can immediately take whatever it is that you're selling and you're like, "Man, if I could just get cheaper leads, then do one of the attraction offer mechanisms, do a

[4:34] YouTube https://youtu.be/9NK1YsX6IWc?t=267 || Charge Premium Prices in a Commoditized Market
giveaway, do a kitchen remodel giveaway, and I promise you, guess what? You call everybody else uh who's in second place uh who who who didn't win the grand prize and offer them a second place prize. Offer them a participation pro. Hey, here, second place, by the way, is $2,000 discount on your kitchen. You

[4:50] YouTube https://youtu.be/9NK1YsX6IWc?t=283 || Charge Premium Prices in a Commoditized Market
won. Congrats." Right? And if it's something that's more service based where they have to do stuff, win your money back works awesome. If you have a more transactional style business, decoy works great. Uh, buy get free works in so many different versions of this. The key with buy free by the way guys is you

[5:06] YouTube https://youtu.be/9NK1YsX6IWc?t=299 || Charge Premium Prices in a Commoditized Market
want to give away more free than someone pays for and you just adjust the price accordingly. So let's say instead of uh let's say it's $100 a month for 12 months, it would be,200 bucks. What you do is you do like buy six get six or buy four get eight. That's like a crazy deal, but you just make the four $300

[5:23] YouTube https://youtu.be/9NK1YsX6IWc?t=316 || Charge Premium Prices in a Commoditized Market
each. Just big tip. Um, and you know, check with the legal people in your area, all that stuff. Okay, great. Advertising laws differ by by county and region. And so, check with your attorney to make sure that things are advertising compliant. But these are the things that I would do upfront to improve my offer.

[5:42] YouTube https://youtu.be/9NK1YsX6IWc?t=335 || Charge Premium Prices in a Commoditized Market
Now, this one is super common, and let me see if I include this in my examples. Yeah. before I do. Okay, we have a relatively large brand, right? And you might think, oh, uh, if I if I had Alex's brand, then I would be able to just say like, hey, just give me money. Doesn't really work that way. And

[6:05] YouTube https://youtu.be/9NK1YsX6IWc?t=358 || Charge Premium Prices in a Commoditized Market
so, you might find this interesting. Uh, we run ads for our workshops, right, that we have here in Vegas. And we also run ads to the scaling roadmap, which is a lead magnet that I made. Now, here's what's really interesting. The direct to workshop ads have higher rorowaz upfront, which sounds kind of

[6:26] YouTube https://youtu.be/9NK1YsX6IWc?t=379 || Charge Premium Prices in a Commoditized Market
obvious. Oh, when people come say, "Yes, I would like to buy a workshop." And then we offer them a workshop, more of them buy it. Duh. But what's more interesting to me is that the scaling road map has higher rorowes overall. ah when you expand out the time horizon and and this is the part that people

[6:45] YouTube https://youtu.be/9NK1YsX6IWc?t=398 || Charge Premium Prices in a Commoditized Market
miss and it scales better. So workshop is a very direct call to action and if I if I if I made my whole business about saying hey come to a workshop it would be tough because I'm only going to be offering the people who are the absolute warmest in my audience right and so you guys if you hopefully you went through

[7:05] YouTube https://youtu.be/9NK1YsX6IWc?t=418 || Charge Premium Prices in a Commoditized Market
the hooks and uh hooks playbook and the goated ads playbook and if you didn't shame on you because you should but we talked about this with this uh the the pill the the advertising stages of awareness excuse me if I'm just saying, "Hey, buy a workshop." I'm really only hitting these two segments of the market, which are

[7:23] YouTube https://youtu.be/9NK1YsX6IWc?t=436 || Charge Premium Prices in a Commoditized Market
not that big. But if I'm if I'm going scaling roadmap, I'm going to be able to get way more people up here than all of this put together, right? And so if I have higher rorowes here and I can reach more customers, it's by far better front end, which is why I still, it's so funny because I hear people be like, "Lead

[7:42] YouTube https://youtu.be/9NK1YsX6IWc?t=455 || Charge Premium Prices in a Commoditized Market
magnets don't work." It's just like it's small businesses who say this, right? And small is relative. Maybe maybe the person you listen to is making $5 million a year, whatever. But like everything's relative here. And so it's not right or wrong. If you only are trying to make a smaller amount of money, you for sure will get higher row

[8:00] YouTube https://youtu.be/9NK1YsX6IWc?t=473 || Charge Premium Prices in a Commoditized Market
if you just say, "Hey, go buy my stuff." Like there's no question about that. But if you want to get into huge higher realms, you have to soften the ask and make it more attractive for people to take action and then create the conversion process around that. if you have a better dream outcome match. So,

[8:17] YouTube https://youtu.be/9NK1YsX6IWc?t=490 || Charge Premium Prices in a Commoditized Market
right now it's like my lead magnet is just not first off, many of you don't have these. You just straight up, especially you home services guys, you guys do this all the time, right? Like you're like, I'm just running Google ads to my website. I'm like, well, what's on your website? They're like, well, just

[8:30] YouTube https://youtu.be/9NK1YsX6IWc?t=503 || Charge Premium Prices in a Commoditized Market
my website. I'm like, and then you look on it, it says request quote. For the love of God, no one wants to request a quote. All right, so give them something in exchange for their contact information. And how do we make it even more enticing? Give them something they actually want. Give them a better dream

[8:44] YouTube https://youtu.be/9NK1YsX6IWc?t=517 || Charge Premium Prices in a Commoditized Market
outcome. Describe it in their own language of what they want. Right? 11 frameworks we use to build wildly profitable gyms. Helpful. Now, there's three types of lead magnets. You can reveal a problem, you can do a trial of the solution, or you can do a one step of multi-step. All right, this is a splinter offer. So, reveal a problem.

[9:02] YouTube https://youtu.be/9NK1YsX6IWc?t=535 || Charge Premium Prices in a Commoditized Market
Seven mistakes homeowners make when fixing their HVAC. Very simple, right? Trial solution. Hey, so I actually had a really cool company come out for an L3 last week. Um, basically they had figured out how to get any local business onto number one, two, or three in local maps. That was all they do. They just get people on one, two, or

[9:23] YouTube https://youtu.be/9NK1YsX6IWc?t=556 || Charge Premium Prices in a Commoditized Market
three when someone searches like, you know, gym near me. One, two, or three local maps. That's what they're they're able to do. And so their their whole lead magnet is we'll just get you one, two, or three for free, and then we'll call you in seven days and ask you if you still want it. It works great.

[9:40] YouTube https://youtu.be/9NK1YsX6IWc?t=573 || Charge Premium Prices in a Commoditized Market
They're crushing it. All right? Like if you can give a trial of the solution, one of the most valuable ways to do it, super easy. You will get a ton of leads for it. Now, the third is the one step of multi-step. This is a splinter offer. All right? So, I had a Cash guys episode where I had a lady named Ashley who did

[9:55] YouTube https://youtu.be/9NK1YsX6IWc?t=588 || Charge Premium Prices in a Commoditized Market
fashion consulting. And so, she had a request a quote type thing like just book a call with me for an assessment. It's okay. It's just like I' I'd rather have some sort of incentive to do it, right? And so we came up with she's going to figure out my my color palette, right? Like what are the what are the

[10:12] YouTube https://youtu.be/9NK1YsX6IWc?t=605 || Charge Premium Prices in a Commoditized Market
colors I should be wearing with my skin tone, with my personality, with my whatever with my zodiac sign. Who cares? All right, but the point is I'm going to get some some sort of value from this exchange. So then I ask, okay, how quickly can you automate it? And she's like, yeah, I can auto quickly. It's

[10:24] YouTube https://youtu.be/9NK1YsX6IWc?t=617 || Charge Premium Prices in a Commoditized Market
like great. So that's what we can do. And when you do a one step and multi-step, everyone like my push back that I almost always get is everything I do comes together. No, it doesn't. There are always pieces that you do in a process. Well, I I'm not going to fix someone's door. It's like, well, you can fix part of it. You

[10:44] YouTube https://youtu.be/9NK1YsX6IWc?t=637 || Charge Premium Prices in a Commoditized Market
can put a coat of paint on. You can put a sealant on before you before. There's always you can just measure it. Like, you can There's always some piece that you can pull out and say, I'll do this for free or for a significant discount. And so, let's think about it like this. Let's say that you have an offer. All

[11:00] YouTube https://youtu.be/9NK1YsX6IWc?t=653 || Charge Premium Prices in a Commoditized Market
right. Let's see if my drawing is going to be up to up to snuff here. messed that one up. All right, there we go. Let's Oh, I almost had it. I just messed it up. Okay, so we've got this this this offer that has A, B, C, D. We got four components to our offer, right? And let's say you currently sell this

[11:24] YouTube https://youtu.be/9NK1YsX6IWc?t=677 || Charge Premium Prices in a Commoditized Market
for $2,000. It's often more powerful for you to have just take this guy, move it over here, and have B over here. That's gone. And then give this away for 90% off or free. And then once someone has this, they then want to buy ACD. That's how that works. And so there's almost always a version of this that can

[12:08] YouTube https://youtu.be/9NK1YsX6IWc?t=721 || Charge Premium Prices in a Commoditized Market
get someone in the door. And this is also how you can make what I prefer to have, which is insane discounts. Not like I hate the idea of a 10 or 20% discount. There's no point, right? I want to have crazy discounts because I want I want a discount to be significant enough that it changes someone's behavior. And so a 90 or 80% discount

[12:25] YouTube https://youtu.be/9NK1YsX6IWc?t=738 || Charge Premium Prices in a Commoditized Market
that will change people's behavior. And the reason I do that is I can just pull it off on something that cost me very little so that I can then create my upsell process into my main thing. This will help you get cheaper leads. So many of you right now your offer sucks, which is why you can't get cheap

[12:42] YouTube https://youtu.be/9NK1YsX6IWc?t=755 || Charge Premium Prices in a Commoditized Market
leads for whatever business or market you're in. You don't promise anything around speed. You don't promise anything around ease. You don't do anything to reverse risk. And you don't have to do all three to be clear. just focus on one and hammer it and do it really well. And preceding your offer, you just don't

[12:59] YouTube https://youtu.be/9NK1YsX6IWc?t=772 || Charge Premium Prices in a Commoditized Market
have anything and you don't give people a good reason to engage in your ads and actually give you their cocktail information. So, make something that's really compelling. My personal favorite way of giving lead magnets is give something that people other people charge for. The the more real the lead

[13:13] YouTube https://youtu.be/9NK1YsX6IWc?t=786 || Charge Premium Prices in a Commoditized Market
magnet is, the more that it actually has true cost, the more likely it is that it will work.


VIDEO
TITLE: Helping a $5M Plumbing Business Double Revenue
URL: https://youtu.be/9ZyHkYEfqOY
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/9ZyHkYEfqOY?t=0 || Helping a $5M Plumbing Business Double Revenue
I sell plumbing services to commercial and residential customers. Sorry. Plumbing services to who? Uh to residential and commercial people. Okay. Uh we do about 5 million in revenue. Half of that's construction, half of it service work. Okay. I would like to do about $10 million in service revenue. And what's stopping me

[0:18] YouTube https://youtu.be/9ZyHkYEfqOY?t=11 || Helping a $5M Plumbing Business Double Revenue
is really the construction side. It's a huge focus in a drain. So I'm just kind of wondering if I should kill that side or refocus it so I can pay more attention to the service side. What do you think I'll say? What do I think you'll say? Yeah, I mean there's a not as a slight. I just I mean it genuinely.

[0:37] YouTube https://youtu.be/9ZyHkYEfqOY?t=30 || Helping a $5M Plumbing Business Double Revenue
I don't know. That's what I was asking. Okay. Yeah. Yeah. Okay. No, that's fair. Um I is I mean fundamentally is the construction thing just like a separate business? Yeah. There they're essentially ran two separate ways. Yeah. Just under one income statement. I bought the business a year and a half ago. And

[0:55] YouTube https://youtu.be/9ZyHkYEfqOY?t=48 || Helping a $5M Plumbing Business Double Revenue
you bought the construction business? I I bought both together a year and a half ago. So interesting. Yeah. From an entrepreneur who is retiring. Yes. Got it. Okay. What's the IBIDA contribution of each? It's about 50/50, but the the pay like the accounts receivable collection on the construction and the capital working

[1:15] YouTube https://youtu.be/9ZyHkYEfqOY?t=68 || Helping a $5M Plumbing Business Double Revenue
capital requirements is much longer. The cash flow sucks, right? Exactly. Yeah. Um is there one of those two businesses that you like better? Yes. Service. Yeah. I would be willing to let it go. It's some cost. It's like it's already in your hand. Even if even if you bought it and paid for it, it's it's that decision is done and the

[1:36] YouTube https://youtu.be/9ZyHkYEfqOY?t=89 || Helping a $5M Plumbing Business Double Revenue
only decision you have now is like, well, if I were to start this today, would I do it this way? Probably not. And so if you're looking at also from an acquisition perspective, like if you want to get acquired in the future, which is I'm guessing because you bought it here. Um it's cleaner. It's like what's because they're going

[1:50] YouTube https://youtu.be/9ZyHkYEfqOY?t=103 || Helping a $5M Plumbing Business Double Revenue
to probably want to carve out because they're like, well, we only want this piece and this is different than that. And especially if it's splitting your attention, um you'll be amazed at how much faster the other one will grow by getting rid of the headache. It's just really painful in the short term because

[2:03] YouTube https://youtu.be/9ZyHkYEfqOY?t=116 || Helping a $5M Plumbing Business Double Revenue
you have all these like I made this mistake. I should have and I will refer back to the nine failed businesses I have and losing all of my money twice. And so like I think the game's long and it's um I think your gut was right. I think you kind of know. Okay. Thank you. Yeah. You if you're a business owner and

[2:20] YouTube https://youtu.be/9ZyHkYEfqOY?t=133 || Helping a $5M Plumbing Business Double Revenue
you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they

[2:34] YouTube https://youtu.be/9ZyHkYEfqOY?t=147 || Helping a $5M Plumbing Business Double Revenue
got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing,

[2:47] YouTube https://youtu.be/9ZyHkYEfqOY?t=160 || Helping a $5M Plumbing Business Double Revenue
sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.comroadmap, plug in your business information, and

[3:01] YouTube https://youtu.be/9ZyHkYEfqOY?t=174 || Helping a $5M Plumbing Business Double Revenue
if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help. And if we can, we'll invite you out to Vegas and we'll do this in person

[3:15] YouTube https://youtu.be/9ZyHkYEfqOY?t=188 || Helping a $5M Plumbing Business Double Revenue
live.


VIDEO
TITLE: Should You Do What You Love or What Pays the Bills
URL: https://youtu.be/9p9aoeO3n2g
PRIMARY_TOPIC: mindset
TOPICS: mindset, career, mindset

[0:00] YouTube https://youtu.be/9p9aoeO3n2g?t=0 || Should You Do What You Love or What Pays the Bills
I used to really believe that everyone should try to do what they love and love what they do. Yeah. And I've changed my mind about that. And I used to believe it very strongly probably like 10 years ago. Mhm. Only to then realize that that works great for the 1 to 10%. Yeah. But for the majority of people that's

[0:22] YouTube https://youtu.be/9p9aoeO3n2g?t=15 || Should You Do What You Love or What Pays the Bills
going to be really really hard. Mhm. And recently I was giving the Princeton commencement speech for their graduation and I was thinking about it a lot before I gave that speech because I was like, "Wait a minute, these are like the most talented, smartest people in the country who have everything at their disposal." And I

[0:41] YouTube https://youtu.be/9p9aoeO3n2g?t=34 || Should You Do What You Love or What Pays the Bills
know that even some of these people may not get a job they love or may never ever build something they love. But guess what? Everyone needs money to survive. So the question is and I want to hear your take on it and I'll reflect back is should you do what you love for money and love what you do? I think this is big myth number two. So

[0:59] YouTube https://youtu.be/9p9aoeO3n2g?t=52 || Should You Do What You Love or What Pays the Bills
if we have we start with you know passive versus active is big problem number one. Um number two is follow your passion. I think the reason that this is so espoused I'll start where I think the idea comes from and then kind of break down from there. I think it's because most of those commitment speeches are

[1:15] YouTube https://youtu.be/9p9aoeO3n2g?t=68 || Should You Do What You Love or What Pays the Bills
billionaires or very successful people and they say follow your passion. But if we think through what other advice could they give that would be socially acceptable. They can't say you know I got lucky. They can't say um I worked you know super hard cuz people were like sure you know like and so then it's like okay well they're

[1:31] YouTube https://youtu.be/9p9aoeO3n2g?t=84 || Should You Do What You Love or What Pays the Bills
never going to get attacked for saying follow your passion. But the problem with that is it also assumes that your passion or your interest will never change. And I mean anybody who's listening to this just think about what you were really interested in 10 years ago. It's probably different than it is now. And

[1:45] YouTube https://youtu.be/9p9aoeO3n2g?t=98 || Should You Do What You Love or What Pays the Bills
if you extrapolate that another 10 years, it'll probably be different again. And so if we can think about the hypothetical extreme of a really successful person is someone who sticks with the same thing for an extended period of time, which is something that I believe because you learn all the lessons you possibly can in a very

[1:59] YouTube https://youtu.be/9p9aoeO3n2g?t=112 || Should You Do What You Love or What Pays the Bills
narrow field, right? And that you basically try and make as many mistakes as you can. And if you basically, you know, pay off all the all the ignorance debt you can, it's like you end up just succeeding by default if you just fail every other way. But if you try and if you try and do too many things, you

[2:11] YouTube https://youtu.be/9p9aoeO3n2g?t=124 || Should You Do What You Love or What Pays the Bills
never actually get to to push the road all the way, you know? trudge through the mud and get there because you're only learning one or two mistakes in many fields and not many in one. Yeah. And so the follow your passion issue is that yeah, number one, the the passions will change. Number two is that

[2:26] YouTube https://youtu.be/9p9aoeO3n2g?t=139 || Should You Do What You Love or What Pays the Bills
sometimes you're passionate about things that people don't value. And the thing is is there's nothing wrong with that. It's just that it'll be very hard to make an income that way. The third thing is that I think that it creates an emotionality around business or income, which is that the moment it doesn't feel good that you believe the

[2:41] YouTube https://youtu.be/9p9aoeO3n2g?t=154 || Should You Do What You Love or What Pays the Bills
myth that you should stop. When I think that Oh, good. you if you and I were to talk about you know the business side of anything there are elements that I love and there are elements that I hate and I see them as both required you know I would love to maximize one versus the other but it's just the cost of doing

[2:58] YouTube https://youtu.be/9p9aoeO3n2g?t=171 || Should You Do What You Love or What Pays the Bills
business literally but I try to reframe that pain that comes from doing the things that I don't want to do to do the things that I do want to do as the price tag required to become the person that I want to become and so if we think about the traits of any person so it's like if I want to be patient, then I can't

[3:15] YouTube https://youtu.be/9p9aoeO3n2g?t=188 || Should You Do What You Love or What Pays the Bills
expect things to happen faster, right? Like if we were to go to the end of our lives and say, "Hey, I want these character traits." It's like, well, if you had to play a character, you know, in a video game and make them that way, it's like, well, what would you have to put them through in order to get those

[3:26] YouTube https://youtu.be/9p9aoeO3n2g?t=199 || Should You Do What You Love or What Pays the Bills
traits? It's like, well, if you want patience, then you're not going to get things quickly. If you want to have endurance, it's like you have to be able to tolerate suffering, right? If you uh if you want to be wise, it's like you're going to have to get burned and you're going to have to learn the value of

[3:38] YouTube https://youtu.be/9p9aoeO3n2g?t=211 || Should You Do What You Love or What Pays the Bills
judgment. And sometimes that means you're going to get betrayed in order to learn that pattern. And so it's like we we lament the price tag for the things that we want. And I think that at least for me, my ultimate, you know, long-term goal is just to become the person that I the best version of me, right? And I

[3:53] YouTube https://youtu.be/9p9aoeO3n2g?t=226 || Should You Do What You Love or What Pays the Bills
think that in order for that to happen, I will have to go through pain. And so the follow your passion, you know, moniker also creates this emotionality that gets you to quit when you really are on the right path. And it's just this is just part of it. And so I think those are probably the big three um that

[4:08] YouTube https://youtu.be/9p9aoeO3n2g?t=241 || Should You Do What You Love or What Pays the Bills
I think about when it comes to why follow your passion doesn't serve most people. And the other I'll say bonus fourth might be that you might be really good at something and people are very willing to exchange money for that thing and it doesn't mean that you actually have to do the thing that you work on

[4:23] YouTube https://youtu.be/9p9aoeO3n2g?t=256 || Should You Do What You Love or What Pays the Bills
that you make money on all the hours of the day, right? Like you can work for 20 or 30 hours a week and then have the other 120 to do whatever you want, 130 to do whatever you want. Um, and that's I mean not a bad not a bad thing in my opinion. Real quick, if you're a business owner and you are not growing as fast as you'd

[4:41] YouTube https://youtu.be/9p9aoeO3n2g?t=274 || Should You Do What You Love or What Pays the Bills
like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And

[4:56] YouTube https://youtu.be/9p9aoeO3n2g?t=289 || Should You Do What You Love or What Pays the Bills
so, we broke it in these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at. And the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT,

[5:08] YouTube https://youtu.be/9p9aoeO3n2g?t=301 || Should You Do What You Love or What Pays the Bills
human resources, and finance. And so, no matter what you're struggling with, someone else has already struggled with it and solved it. And so, I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you

[5:22] YouTube https://youtu.be/9p9aoeO3n2g?t=315 || Should You Do What You Love or What Pays the Bills
deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. just book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: Helping a Young Entrepreneur Decide If He Needs a Partner
URL: https://youtu.be/9rmlwfBhsNA
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/9rmlwfBhsNA?t=0 || Helping a Young Entrepreneur Decide If He Needs a Partner
So, you have pest control, $200ish, thousand dollars a year. You want to get to $10 million yesterday, and you're not sure what's holding you back. Well, this question might be a little bit different than what you're used to. Where's Ed? He's like, he's like, I we went through the whole four things. Tossed out the window.

[0:15] YouTube https://youtu.be/9rmlwfBhsNA?t=8 || Helping a Young Entrepreneur Decide If He Needs a Partner
No, toss it out the window because I have a partnership question. Okay. I'm 18 and I'm looking at doing partnership with my buddy who owns the pest control company. Okay. Initially, I made the decision to partner with him. Okay. After coming here and talking to as many people as I can and just absorbing,

[0:33] YouTube https://youtu.be/9rmlwfBhsNA?t=26 || Helping a Young Entrepreneur Decide If He Needs a Partner
people are telling me that maybe it's not a good partnership. Okay. Well, what does he have that you don't have? He's aggressive. Okay. I mean, that's I mean Okay. Yeah. He He find aggression. I've been asked that. But he's willing to chase it. So they know he's willing to take a big risk and and go for it.

[1:01] YouTube https://youtu.be/9rmlwfBhsNA?t=54 || Helping a Young Entrepreneur Decide If He Needs a Partner
Okay. Now he I don't know that he has really a successful track record. Okay. So I don't Yeah. To me like I haven't done a partnership before. I'm pretty limited with my my experiences. What problem does the partnership solve for you? Like culture. I've been a soloreneur for two years building by myself and it's

[1:23] YouTube https://youtu.be/9rmlwfBhsNA?t=76 || Helping a Young Entrepreneur Decide If He Needs a Partner
culture. This is something where he's like culture of you with you me with him. This would be my person. Let's use a different word than culture. Okay. I'm just I'm just I don't think culture is the right word unless you mean it's the rules that govern reinforcement in organization which I don't think is what

[1:39] YouTube https://youtu.be/9rmlwfBhsNA?t=92 || Helping a Young Entrepreneur Decide If He Needs a Partner
you mean. Everyone's aligned with growing the business and getting better. I do see skill deficits with some of the team members and for you even the partner not not nec I mean obviously within myself as well. Okay. Do you have any equity in this business? 5% if I bring 2 million revenue in. So it's contingent on revenue.

[1:59] YouTube https://youtu.be/9rmlwfBhsNA?t=112 || Helping a Young Entrepreneur Decide If He Needs a Partner
So 5% if you bring 2 million revenue. Correct. So you have zero now. Correct. Is right. And he has 100% and this has $200,000 in revenue currently as a business. Yeah. So, what stops you from driving $2 million in revenue to your own business? I mean, I guess nothing beyond a lot of, of course, 2 million is a lot of

[2:23] YouTube https://youtu.be/9rmlwfBhsNA?t=136 || Helping a Young Entrepreneur Decide If He Needs a Partner
revenue, but Well, you'd have to do it to get the 5%. So, that's fixed either way. Agreed. I figured it would be easier to do it without having to do the fulfillment side. So, I'm in a sales position. Yeah. So, that's kind of how I evaluated it. So, Is this the first thing you've ever done? No, I've I've been through some hustles.

[2:44] YouTube https://youtu.be/9rmlwfBhsNA?t=157 || Helping a Young Entrepreneur Decide If He Needs a Partner
I I did mailboxes. Mailbox replacements. That's We won't go down that alley, but um um Okay. So, what do you want to have happen? Man, you life? This is not normally how these go, by the way. I I know it. Um I mean, I want to work with the best, be the best, and be close to business specific business itself. I

[3:09] YouTube https://youtu.be/9rmlwfBhsNA?t=182 || Helping a Young Entrepreneur Decide If He Needs a Partner
I don't know beyond that to be honest if I'm being very honest. No, honesty works. Um you know my first boss, how old are you? 18\. So my first boss that I had, well my first adult boss, not my first like teenage boss, but that might, you know, kind of apply there. But um she said something to me that that I've taken

[3:30] YouTube https://youtu.be/9rmlwfBhsNA?t=203 || Helping a Young Entrepreneur Decide If He Needs a Partner
I've taken to heart, which was um figuring out what you want is 99% of it. Getting what you want is the easy part. And I think there's a lot to that because like if you really know what you want, then get it, right? And so I think that it's probably like now you might be like, well, I haven't tasted

[3:48] YouTube https://youtu.be/9rmlwfBhsNA?t=221 || Helping a Young Entrepreneur Decide If He Needs a Partner
anything. And that's okay. So maybe you're in a tasting mode. I think if you don't judge yourself as much, uh you won't constantly have this like existential angst of like, am I making the right decision? Am I ruining my life by by making this or that? And kind of stay in this analysis paralysis cycle.

[4:02] YouTube https://youtu.be/9rmlwfBhsNA?t=235 || Helping a Young Entrepreneur Decide If He Needs a Partner
Um if you've done a handful of hustles, you can go out on your own. If this guy like I would rather you not I would rather you get your experience with an entrepreneur who's more experienced. Okay. Like if I if I want to if I want to earn in at 5% I would like to go to a business that is at 10 million a year so

[4:21] YouTube https://youtu.be/9rmlwfBhsNA?t=254 || Helping a Young Entrepreneur Decide If He Needs a Partner
that I can learn how to do this right because the partner and hopefully he's not here and if he is here sorry. Um if you're at $200,000 a year like you've just figured out that your ass is down and your head is up, right? And so it's like you have so you you you know so little compared to what there is to know

[4:40] YouTube https://youtu.be/9rmlwfBhsNA?t=273 || Helping a Young Entrepreneur Decide If He Needs a Partner
that um like you're both he's one step ahead of you not 100. Yeah. Right. And so I'll zoom out since you guys are both here wherever you are. Um in order for a partnership to make sense longterm and this should make sense for him too. Now if he's like how do I incentivize a sales guy? I think the way

[5:02] YouTube https://youtu.be/9rmlwfBhsNA?t=295 || Helping a Young Entrepreneur Decide If He Needs a Partner
you did it is a great way to do it. Yeah. But if I'm talking to you, right, if you want to do a partnership, they got to have money you don't have. They got to have skills you don't have. They got to have time you don't have or they got to have network or distribution you don't have. Those are the things, right?

[5:15] YouTube https://youtu.be/9rmlwfBhsNA?t=308 || Helping a Young Entrepreneur Decide If He Needs a Partner
Okay. Money, time, experience, skill, distribution. Those are the things. And so if somebody doesn't have one of those things, then why are we partnering? If we're both the same, then one of us isn't necessary. Because if it's like, hey, we both like this thing. Let's just like attack it together. Quickly, it's like, well, I

[5:40] YouTube https://youtu.be/9rmlwfBhsNA?t=333 || Helping a Young Entrepreneur Decide If He Needs a Partner
take out the trash and I think that's a 10 out of 10 effort. You take out the trash and I think it's a four out of 10 effort. One of us will disagree. That's where you see a partnership that foundation going. Yeah. Okay. the like Rockefeller said this and then I'll transition, but um he said it's rare for

[5:59] YouTube https://youtu.be/9rmlwfBhsNA?t=352 || Helping a Young Entrepreneur Decide If He Needs a Partner
great businesses to come out of great friendships, but it's common for great friendships to come out of great businesses. So if you start with a friendship and then try to build a business, very hard. If you start with a business and then you become friends, much easier. And so you would like very tactical advice. And

[6:17] YouTube https://youtu.be/9rmlwfBhsNA?t=370 || Helping a Young Entrepreneur Decide If He Needs a Partner
so I will I will try to leave you with this. Um, I would recom like if you want to keep selling doing what you're doing, that's fine. If you're like, I would like to make $50 million, it won't happen with you owning 5% of this. So, it depends on your goal. You have to figure that out. I can't tell you that. Once you figure

[6:33] YouTube https://youtu.be/9rmlwfBhsNA?t=386 || Helping a Young Entrepreneur Decide If He Needs a Partner
out that goal, then you think about what path is the highest likely of getting there. It might not be you starting that on your own right now. It might be I take four years to learn what it looks like in a company that's going from 10 to 100 or from two to 20. And then once you get that feeling of what it looks

[6:48] YouTube https://youtu.be/9rmlwfBhsNA?t=401 || Helping a Young Entrepreneur Decide If He Needs a Partner
like to do it right, then you can peel off and do your own thing. But I think it's wildly under undervalued for somebody who's starting out to get into I would say a company that's at call it 15ish headcount to like scaling from 15 to 100ish. You learn so much in that setting that it's worth letting someone

[7:07] YouTube https://youtu.be/9rmlwfBhsNA?t=420 || Helping a Young Entrepreneur Decide If He Needs a Partner
else take that risk so you can learn how to do it right. Um but it'll still start with what you want to do. If you're like, I would like to make $100,000 a year, you could just do that right now and you could you could discrete everything I say and just go sell. Um, but once you uh if you're like, I want to make 10 or whatever,

[7:26] YouTube https://youtu.be/9rmlwfBhsNA?t=439 || Helping a Young Entrepreneur Decide If He Needs a Partner
then you can still do that. But just know that as you're following that path, the goal is for you to learn, not earn. Yeah. Right. So, you're in maximizing skill acquisition mode right now. Okay. That's the entire point. And that was a very long answer to your question of if you want to keep selling, dude, you can

[7:44] YouTube https://youtu.be/9rmlwfBhsNA?t=457 || Helping a Young Entrepreneur Decide If He Needs a Partner
keep selling. Just make sure that you're learning everything else about the business. If you don't feel like you're learning everything else about the business, you can start your own or go to a business that is going to do that. You said you wanted to partner. Realistically, you getting 5% is not you

[7:56] YouTube https://youtu.be/9rmlwfBhsNA?t=469 || Helping a Young Entrepreneur Decide If He Needs a Partner
being a partner. It's you having a stake in the company. Very different. Okay. Thank you. If you were a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the

[8:14] YouTube https://youtu.be/9rmlwfBhsNA?t=487 || Helping a Young Entrepreneur Decide If He Needs a Partner
portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it in these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the

[8:28] YouTube https://youtu.be/9rmlwfBhsNA?t=501 || Helping a Young Entrepreneur Decide If He Needs a Partner
most important part for you, what to do for each of the functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to

[8:41] YouTube https://youtu.be/9rmlwfBhsNA?t=514 || Helping a Young Entrepreneur Decide If He Needs a Partner
give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at

[8:55] YouTube https://youtu.be/9rmlwfBhsNA?t=528 || Helping a Young Entrepreneur Decide If He Needs a Partner
the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: How I Kill 99% of Negative Thoughts
URL: https://youtu.be/9tBpPH3TmEk
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset

[0:00] YouTube https://youtu.be/9tBpPH3TmEk?t=0 || How I Kill 99% of Negative Thoughts
What practical steps do you take to reverse negative thoughts? Well, I would say first step is why is it negative? Yeah, like why am I judging this thought? And that usually diffuses 99% of them. Um, but if it's a thought that I don't think serves me, then I'd be like, is there a thought that's alternative to this? Is

[0:20] YouTube https://youtu.be/9tBpPH3TmEk?t=13 || How I Kill 99% of Negative Thoughts
there a reality in which this thought could be a good thought? So, it's reframing the thought. Um, then there's the frame of the veteran, which is if this bad thing happened a thousand times in a row, I still think it's bad, which is habituation. Um, and so I think it's just useful to have like multiple cards

[0:34] YouTube https://youtu.be/9tBpPH3TmEk?t=27 || How I Kill 99% of Negative Thoughts
you can flip through, like a fourth frame that I'll go through is like, okay, well, um, I'm a slightly advanced ape on a little blue marble and in three generations, everyone who knows me will be dead and this problem is probably not going to be meaningful. And so it's just like how many different, you know,

[0:53] YouTube https://youtu.be/9tBpPH3TmEk?t=46 || How I Kill 99% of Negative Thoughts
reframes do I need in order to make this irrelevant? But I think cosmic irrelevance is probably the most powerful one that I shift to most frequently, which is just like, oh right, we're, you know, orbiting the sun, which is orbiting a galaxy, which is orbiting another thing. And I'm like, okay, this

[1:08] YouTube https://youtu.be/9tBpPH3TmEk?t=61 || How I Kill 99% of Negative Thoughts
doesn't matter. Like by the time the sun, you know, like the the light from the other galaxy comes to us is like I will be dead many times over. That's just for the time for the light to get here. And so just like it just it just minimizes a lot of the the quote negative thoughts. But you know I I I

[1:28] YouTube https://youtu.be/9tBpPH3TmEk?t=81 || How I Kill 99% of Negative Thoughts
get I get I get asked a lot of questions and I get invited on podcasts like this like I have um you know some sort of answer. Uh, and I I just I don't I've just had like I think if we're being like super real, like if we're dropping all the the pretenses, like I get invited onto these things because I make

[1:46] YouTube https://youtu.be/9tBpPH3TmEk?t=99 || How I Kill 99% of Negative Thoughts
a lot of money and I have a lot of followers. Like we're like just being real. Um, and so it's like these two skills, which is like how to make videos and how to make a profit, sometimes related, sometimes not, are the reason that I get invited and then ask questions around life. um which I find just kind of interesting. But

[2:05] YouTube https://youtu.be/9tBpPH3TmEk?t=118 || How I Kill 99% of Negative Thoughts
fundamentally, I I think that so few people know anything about anything that that has been kind of my ultimate um stress reliever. Just like, oh, I don't know. I'm like, I no one else does either, you know? And um that's just like and I think I think there are some people who have like natural predispositions

[2:25] YouTube https://youtu.be/9tBpPH3TmEk?t=138 || How I Kill 99% of Negative Thoughts
because I do think there's something to say with like mental chemistry and things like that because I I'll give you my my logical reasoning around that like nature versus nurture. like there are wolves and there are golden retrievers and there are golden doodles, right? And all they did was they just found the

[2:40] YouTube https://youtu.be/9tBpPH3TmEk?t=153 || How I Kill 99% of Negative Thoughts
nice wolves and they kept breeding the nice wolves until eventually they had dogs, right? And then they they bred the nicest, cutest ones to make, you know, perma puppies or whatever. And so if I think about 8 billion humans, I'm sure there are some lines that are perma puppies that exist that are just pretty

[2:56] YouTube https://youtu.be/9tBpPH3TmEk?t=169 || How I Kill 99% of Negative Thoughts
much always happy, that are just golden retrievers, that just are that way. And I think that there are also some lines that are just Doberman's and there are some pitbulls that are there. And I think that you can try to take a pitbull and get it to be a couple order, you know, the happiest pitbull, but it's

[3:10] YouTube https://youtu.be/9tBpPH3TmEk?t=183 || How I Kill 99% of Negative Thoughts
probably never going to be happier than a golden doodle, even the worst golden doodles. And so I do think that there are bands of kind of change that are possible. So there's like, wait, how doesn't this conflict with the nature nurture thing? Sort of. But the thing is is like I can't control that and it's

[3:25] YouTube https://youtu.be/9tBpPH3TmEk?t=198 || How I Kill 99% of Negative Thoughts
also not useful for it's like maybe I actually have golden doodle jeans and I've just been living you know in the life that I have. Um maybe that's I'm just an unexpressed golden noodle. That's what that's what this comes down to. Uh I'm not just a Doberman. Uh but but uh it's the question is does it

[3:41] YouTube https://youtu.be/9tBpPH3TmEk?t=214 || How I Kill 99% of Negative Thoughts
serve me? So I believe that about the world but in thinking that I'm pre-ordained to a certain set of believing doesn't serve me. So, it's like, okay, what are things under my control, my behaviors, and then I'm going to try and adjust those things, you know, to to to maximize likelihood that things that I want to have happen

[3:54] YouTube https://youtu.be/9tBpPH3TmEk?t=227 || How I Kill 99% of Negative Thoughts
do happen. Um, anyways, to circle back to to to the original uh thought around this, I I've basically spent the vast majority of my life trying to achieve things that I thought would be uh really cool. And I realized about myself that I am not the person who wants to be the richest man in the world. I'm not the person who

[4:19] YouTube https://youtu.be/9tBpPH3TmEk?t=252 || How I Kill 99% of Negative Thoughts
wants to be the most jacked person in the world. Um, but I do have goals that are just significantly higher than most people's, but not the highest. Like I got to 250 lbs. Um, like much bigger than I am now. Um, and I was like, "This is enough. This is a little too much." Um, and most people who are in that game

[4:38] YouTube https://youtu.be/9tBpPH3TmEk?t=271 || How I Kill 99% of Negative Thoughts
just always want more. And I I was like, "No, this is enough." And from a money perspective, like I'm I'm pretty pretty close to there. Like I this is this is enough. Like I I don't need more than a billion or $2, right? And that sounds absurd to say and I recognize that, but but I don't need a hundred, right? And

[4:58] YouTube https://youtu.be/9tBpPH3TmEk?t=291 || How I Kill 99% of Negative Thoughts
like now maybe we'll continue to grow and we'll continue to do things beyond that, but like I know when I feel like I I I can recognize when enough is enough. Um, and then you can unplug and then the g all the pieces of the board change because then you're like, "Okay, well, what are my new objectives?" And so I I

[5:14] YouTube https://youtu.be/9tBpPH3TmEk?t=307 || How I Kill 99% of Negative Thoughts
for sure see a world where at 45 10 years from now, I'll probably get super into longevity and things like that. I I could see that happening. Um, but for right now, um, my life has been more or less just setting goals and then trying to make the days that I have to live in order to achieve them um, as enjoyable

[5:33] YouTube https://youtu.be/9tBpPH3TmEk?t=326 || How I Kill 99% of Negative Thoughts
as possible. And I said at the, you know, 10, 15 minutes ago, um, that I have three things on my board for what makes a great day. And so for me right now, a great day is a day that I work out with somebody that I like. It's, uh, I eat with people that I like, uh, and I build something. If I do those three things, at the end

[5:54] YouTube https://youtu.be/9tBpPH3TmEk?t=347 || How I Kill 99% of Negative Thoughts
of the day, um, I will have earned my shower. And I kind of think like that, like I always want to leave nothing on the field. And those are the days that I enjoy the most when I have nothing left to give. And so in seeing that and knowing that that is the kind of the pattern of good days, then I try to work

[6:10] YouTube https://youtu.be/9tBpPH3TmEk?t=363 || How I Kill 99% of Negative Thoughts
as hard as I can because I know that those at the end of those days are the days that I enjoy the most. And so for some people, they don't like working like that and their ideal day looks different than mine does. And I would say then great, live that day. This isn't me saying live my way. Um you know, my my favorite way of saying this

[6:24] YouTube https://youtu.be/9tBpPH3TmEk?t=377 || How I Kill 99% of Negative Thoughts
is like uh my life is not a sermon. It is a documentary. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had

[6:43] YouTube https://youtu.be/9tBpPH3TmEk?t=396 || How I Kill 99% of Negative Thoughts
and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it in these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you,

[6:56] YouTube https://youtu.be/9tBpPH3TmEk?t=409 || How I Kill 99% of Negative Thoughts
what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free.

[7:10] YouTube https://youtu.be/9tBpPH3TmEk?t=423 || How I Kill 99% of Negative Thoughts
free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help, and if

[7:25] YouTube https://youtu.be/9tBpPH3TmEk?t=438 || How I Kill 99% of Negative Thoughts
we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: How I learned to SELL…[mindset training]
URL: https://youtu.be/AGCtZmgJ1JA
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, productivity, scaling

[0:00] YouTube https://youtu.be/AGCtZmgJ1JA?t=0 || How I learned to SELL…[mindset training]
you know a lot of and like you've clearly packaged this in really easy to understand ways it's almost exhausting listening because it's like every it's like when you read a really good historical book or something it's like every sentence is packed with a fact you seem like a grinder when you were building these businesses were you just

[0:16] YouTube https://youtu.be/AGCtZmgJ1JA?t=9 || How I learned to SELL…[mindset training]
like doing 80 hour 100 work weeks and what about now because you're like yolked you're huge you're like a bodybuilder so so like how did you balance like being fit and getting married and you but i don't know you well but you seem like you'd be grinding hard so my wife works in the business with me so we are true 50 50 partners

[0:34] YouTube https://youtu.be/AGCtZmgJ1JA?t=27 || How I learned to SELL…[mindset training]
like it's very rare i like i recognize how rare it is she actually is 100 matched with me and like should just as much be on this call because she runs the other half like she from a work standpoint she has more output than i did she is the operator so she builds the infrastructure she does the recruiting she sets the they are the hr

[0:49] YouTube https://youtu.be/AGCtZmgJ1JA?t=42 || How I learned to SELL…[mindset training]
stuff she does the culture she like she does i mean she runs everything um i just you know occasionally come up with a good idea and try and stick with it long enough um to see it come true but in terms of grinding like i love business like i love this and there's nothing that really stimulates me like

[1:05] YouTube https://youtu.be/AGCtZmgJ1JA?t=58 || How I learned to SELL…[mindset training]
this and so i do as much of it as i can and if we want to go out to dinner we'll go out to dinner you know but like worst i was just saying we're single so we don't have kids and so we work from like five-ish to four and then you know usually in the middle of the day we'll probably go to the gym for an hour or

[1:20] YouTube https://youtu.be/AGCtZmgJ1JA?t=73 || How I learned to SELL…[mindset training]
two and then come back and keep working and go out to dinner at night and that's that's kind of our lives you seem pretty um this isn't i would say i'm a little bit i'm i'm definitely this sean has a little bit of it too like manic's not the right word but like neurotic maybe is a better word um where it's like uh

[1:36] YouTube https://youtu.be/AGCtZmgJ1JA?t=89 || How I learned to SELL…[mindset training]
there's something that's deep rooted inside of you it's not like you want to do something necessarily it feels like you're it's more compulsive or obsessed you're obsessed about stuff which i am as well if that's true what's that rooted in what are you trying to get done so i think originally the drive was

[1:52] YouTube https://youtu.be/AGCtZmgJ1JA?t=105 || How I learned to SELL…[mindset training]
from just crippling insecurity and needing approval right and then i think from like a behavioral conditioning standpoint i got immediate feedback that was positive and then i was conditioned to continue those actions now i continue to do them without the original catalyst that got them going to begin with i

[2:07] YouTube https://youtu.be/AGCtZmgJ1JA?t=120 || How I learned to SELL…[mindset training]
don't think i suffer you know from the insecurities as much as i used to i'd say i'm probably 30 better than i was at the beginning and it might just be because i have this massive big pile of money that i can use as an emotional crutch to why i'm not a piece of that would help i'm just being like i

[2:21] YouTube https://youtu.be/AGCtZmgJ1JA?t=134 || How I learned to SELL…[mindset training]
mean and if it were all disappeared i'd find out how much actual growth i had or if i just compensated by circumstance and you know compensate for the division yeah i don't know you can send it to me and we'll we'll find out we'll see let's run the experiment i like so there's the compulsion and like this last year i pretty much took

[2:38] YouTube https://youtu.be/AGCtZmgJ1JA?t=151 || How I learned to SELL…[mindset training]
off like i did not work that much and so i saw the difference and i have come to accept that i love working and i don't need to judge myself for that or or take in other people's judgment on how much i should quote do like this is my life and this is what i like doing and their ideals that they've arbitrarily made up

[2:57] YouTube https://youtu.be/AGCtZmgJ1JA?t=170 || How I learned to SELL…[mindset training]
as what they define as balance are irrelevant to me you said you took last year off what'd you do what'd you get up to um we traveled a lot uh went to cabo went to scottsdale went to sedona went to flagstaff traveled all over one out felt felt honestly pretty empty like you can only eat so many times like there's

[3:15] YouTube https://youtu.be/AGCtZmgJ1JA?t=188 || How I learned to SELL…[mindset training]
just not a lot to do it feels good having that rest though like you can't be in the trenches i think like or rather you need breaks from being at war i think and maybe even phrasing it i'm just throwing this out there like phrasing it is instead of a like a break is a shift in how you're thinking because like it's going from dirt to

[3:29] YouTube https://youtu.be/AGCtZmgJ1JA?t=202 || How I learned to SELL…[mindset training]
clouds but i still think it's high leverage activity you know i mean or like output it's just a different type of output you said something on one of your videos that uh you're one of the only other people that i have heard say this phrase i use it a lot which is yeah i had a season like or this season i'm

[3:44] YouTube https://youtu.be/AGCtZmgJ1JA?t=217 || How I learned to SELL…[mindset training]
doing this or i had a season where i was really just focusing on x and that's been like a game changer for me my personal trainer and kind of coach she's like my mindset coach plus trainer he does this all the time but he's like he's like i'm in a season right now where i'm i'm just uh he'll be like you

[3:58] YouTube https://youtu.be/AGCtZmgJ1JA?t=231 || How I learned to SELL…[mindset training]
know i'm practicing not waiting and he's like he comes up with these little themes or he'll be like right now i'm in a season where i'm going to eat whatever i want and it's kind of like in the entrepreneurial world it's like time boxing's like all right i'm going to give myself two hours to get this

[4:10] YouTube https://youtu.be/AGCtZmgJ1JA?t=243 || How I learned to SELL…[mindset training]
done or i'm going to launch in the next two weeks no matter what right like we i've used time boxing for productivity and now this season's thing it makes every like decision you're making less heavy of a commit because you're like it's okay yeah because there's yeah there's beginnings and ends and this season is gonna feel a little

[4:25] YouTube https://youtu.be/AGCtZmgJ1JA?t=258 || How I learned to SELL…[mindset training]
different just like winter feels different than summer that's how i use it do you do you use it like that i just noticed you said that phrase 100 yeah i mean i i think about it in terms of entrepreneurial seasons and i at least for me might have been like five-year chunks and so this is gonna be my fourth

[4:39] YouTube https://youtu.be/AGCtZmgJ1JA?t=272 || How I learned to SELL…[mindset training]
season and they've roughly been about the same length so i think that it probably takes me like three ish years to like really see something through and then two years to figure out how i'm going to transition from that thing or realize or mod you know whatever that's right it's kind of like a pe cycle

[4:53] YouTube https://youtu.be/AGCtZmgJ1JA?t=286 || How I learned to SELL…[mindset training]
almost give us kind of like um give us an example of normal like here's the default way people are doing something and then here's the rephrase of the reframe that has better results um i would love to get two minutes of learning sales from alex sure so it's my belief if you look at belford you look

[5:10] YouTube https://youtu.be/AGCtZmgJ1JA?t=303 || How I learned to SELL…[mindset training]
at bradley you look at grant cardone some of the big sales trainers that are out there almost all of them invariably have the same story which was i started selling and was the best guy on the team by a mile and then i tried to figure out what i was doing and so i do think that some people naturally based

[5:24] YouTube https://youtu.be/AGCtZmgJ1JA?t=317 || How I learned to SELL…[mindset training]
on their childhood their upbringings their whatever or just have a higher proclivity for selling which yeah just a gift of gab and and empathy yeah and i think it carries over into how you recruit for selling too because we built a lot of sales teams and i actually have a very short allowing for people to fail

[5:39] YouTube https://youtu.be/AGCtZmgJ1JA?t=332 || How I learned to SELL…[mindset training]
at sales cycle probably much shorter than most people and it's just because i've never had a killer salesperson who didn't do pretty well the first week and so for me we you know we turn through this quickly but as a result of that the team is just killers and they know that in terms of uh sales stuff i think

[5:54] YouTube https://youtu.be/AGCtZmgJ1JA?t=347 || How I learned to SELL…[mindset training]
people don't know how people are really freaked out about the idea of selling and the front part of that is that i do think that the number one predictor of good sales is conviction fundamentally you have one person who should believe in something another person who does not believe it yet and trust is the thing

[6:09] YouTube https://youtu.be/AGCtZmgJ1JA?t=362 || How I learned to SELL…[mindset training]
that transfers that conviction so if fundamentally there's the two things you need you need trust and need conviction most times sales people don't have 100 trust sorry 100 conviction and so the also the idea of conviction as a binary is false so it's not like i believe it or i don't believe it is to what extent

[6:23] YouTube https://youtu.be/AGCtZmgJ1JA?t=376 || How I learned to SELL…[mindset training]
do i believe right and so that's why like in terms of if i want to improve a sales team i can do the drills which we do and that's like blocking tackling but the thing that really juices the sales team is hearing the testimonials of the people that they sold last week and what they're doing today and how their lives

[6:36] YouTube https://youtu.be/AGCtZmgJ1JA?t=389 || How I learned to SELL…[mindset training]
have changed and so i noticed this because on my sales teams when we were in person whenever i did weigh out day which is when everyone finished their challenges and everybody was crying and so excited i tried to stack as many sales appointments as i could while people were weighing out and during those days we closed like 100 because

[6:51] YouTube https://youtu.be/AGCtZmgJ1JA?t=404 || How I learned to SELL…[mindset training]
people were like dude how can you not think this works it's right there and so the thing is is like you can either trick yourself into having the right tone or you can train yourself and i think that it's much easier to trick yourself into it by just simply believing because if you talk if you truly believe in the product you will

[7:06] YouTube https://youtu.be/AGCtZmgJ1JA?t=419 || How I learned to SELL…[mindset training]
talk about it differently and so in terms of an understanding of selling if you need to have conviction you need to have trust trust is going to come from expertise and some level of rapport right i think that overarchingly to help someone sell we just have to ask the right questions to get someone to come

[7:21] YouTube https://youtu.be/AGCtZmgJ1JA?t=434 || How I learned to SELL…[mindset training]
to the conclusion on their own and so most sales conversations follow more or less the same framework if you know what you're doing otherwise people are just chasing their tail and trying to chase a prospect to an outcome that the prospect doesn't know how like we've had this conversation a hundred times they have

[7:34] YouTube https://youtu.be/AGCtZmgJ1JA?t=447 || How I learned to SELL…[mindset training]
only had it once we should be the one knowing how this conversation's supposed to go right we should also come in with a massive advantage to how to have this conversation go the way we wanted to because we do it on day right and so big front end pieces is like why are they there what's the problem what

[7:49] YouTube https://youtu.be/AGCtZmgJ1JA?t=462 || How I learned to SELL…[mindset training]
have they done so far understanding where they failed seeing why our product is different from the things that they failed asking for permission to explain about the product explaining the product not in any way based on features but only based on the experiences that they will have as a result of it and using

[8:03] YouTube https://youtu.be/AGCtZmgJ1JA?t=476 || How I learned to SELL…[mindset training]
analogies to explain those experiences and then having a close at the end which the the tick tock i think that you he references like a no base close and i think a lot of natural sales people do this anyways like if i want something i might be like hey can you do this for me i'm like hey would you mind and they say

[8:18] YouTube https://youtu.be/AGCtZmgJ1JA?t=491 || How I learned to SELL…[mindset training]
no they don't i don't mind right like it's natural communication dynamics that most people who naturally know how to persuade people or at least influence do that on their own this is just retroactively looking at it and saying what did i do different like why is this different in terms of like overcoming

[8:31] YouTube https://youtu.be/AGCtZmgJ1JA?t=504 || How I learned to SELL…[mindset training]
because people are afraid of confrontation right that's what they're afraid of and so i believe that you can sell without ever having confrontation and you can do that with what i like to call childlike curiosity and so if someone says well my husband's not going to approve that i'm like why wouldn't he

[8:45] YouTube https://youtu.be/AGCtZmgJ1JA?t=518 || How I learned to SELL…[mindset training]
like huh that's so interesting tell me more about that rather than like all right let's like your husband's an like that's not going to work because in arguments no one wins right and so you're like why why would he think that because because i would think that he wants what's best for you right yeah he wants what's best does he know

[9:00] YouTube https://youtu.be/AGCtZmgJ1JA?t=533 || How I learned to SELL…[mindset training]
you're struggling with this right now well i mean yeah he knows i'm struggling with it okay so he wants a specialty he knows you're struggling with it so why do you think he would be opposed of solving something that you're currently struggling with just so i understand would he be happier if you continue to

[9:12] YouTube https://youtu.be/AGCtZmgJ1JA?t=545 || How I learned to SELL…[mindset training]
struggle well no it's like well great then would you be opposed to moving forward today and that way and hey if you go home to your husband and you make a joke in the lightning scenario then you close it right and so it's i think child like curiosity is the immediate that you have to train because people

[9:25] YouTube https://youtu.be/AGCtZmgJ1JA?t=558 || How I learned to SELL…[mindset training]
get defensive so that is one thing that like fighters talk about when they're in the ring like in the beginning you breathe in too much right i don't know if like if you've been like sparring and stuff like you breathe in you breathe too much you hyperventilate and so the guys who've done it enough they slow

[9:38] YouTube https://youtu.be/AGCtZmgJ1JA?t=571 || How I learned to SELL…[mindset training]
down their breathing because when they get things get intense they can slow it down and so i think sales is a lot the same way where you're like your adrenaline kicks in start breathing faster as fight or flight so you gotta be able to slow down and be like huh that's crazy i wouldn't have thought that okay tell me more about that and

[9:51] YouTube https://youtu.be/AGCtZmgJ1JA?t=584 || How I learned to SELL…[mindset training]
like now you're interested and then they don't feel like you're combating them they feel like you genuinely are interested and want to help them which is what you should be doing because you should be only if it makes sense you are full of like interesting insights and like you know a lot of and like you've

[10:08] YouTube https://youtu.be/AGCtZmgJ1JA?t=601 || How I learned to SELL…[mindset training]
clearly packaged this in really easy to understand ways it's almost exhausting listening because it's like every it's like when you read a really good historical book or something it's like every sentence is packed with a fact yeah and it's like oh my gosh like i cuz i got it i want to pay attention

[10:21] YouTube https://youtu.be/AGCtZmgJ1JA?t=614 || How I learned to SELL…[mindset training]
i was like exhausting this is awesome nation if you enjoyed that video smash the subscribe button and hit the little notification bell the reason for that is because i don't actually have a cadence for when i make these videos so if you want to make sure you don't miss the next one that comes out go subscribe

[10:34] YouTube https://youtu.be/AGCtZmgJ1JA?t=627 || How I learned to SELL…[mindset training]
notify and i'll see you the next one bye


VIDEO
TITLE: How I’d Build a Business in 90 Days With $0
URL: https://youtu.be/AJPfqylTyao
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, productivity

[0:00] YouTube https://youtu.be/AJPfqylTyao?t=0 || How I’d Build a Business in 90 Days With $0
Uh, if you had a business, if you had to build a business today with no audience, no capital in only 90 days, what would you do that almost nobody else would be willing to do what I've already done? Um, work, man. Work. No one like no one's willing to work. It's interesting because um maybe Julian can speak to

[0:21] YouTube https://youtu.be/AJPfqylTyao?t=14 || How I’d Build a Business in 90 Days With $0
this because he he's here a lot with me at 4 a.m. Um but I think what the hardest thing to see that that no one will ever be able to witness unless they literally work at acquisition.com is consistency because the only way to witness consistency is to also be consistent. Like you have to be there to see someone

[0:41] YouTube https://youtu.be/AJPfqylTyao?t=34 || How I’d Build a Business in 90 Days With $0
show up every day, right? Like if I showed you an hour and a half long workout, you might be like that's it. And so like the thing is is like the one workout isn't impressive. It's just that you do it for 20 straight years. That's the impressive part. And so there's so much like where you will beat everyone

[0:58] YouTube https://youtu.be/AJPfqylTyao?t=51 || How I’d Build a Business in 90 Days With $0
is in longevity. Like it's where it's one of the last remaining alphas that exists is the patience of consistency. Is being willing to do the same thing over and over again without immediate reward. And that is the thing that almost nobody else is willing to do. which is why all the fruits are on the

[1:11] YouTube https://youtu.be/AJPfqylTyao?t=64 || How I’d Build a Business in 90 Days With $0
other side of consistency because so few willing people are able to take it. But the thing is is it is simple. It's just hard because there's so many every day that you have to do something. There's a hundred reasons not to do it and there's only one reason to do it and it's far in the future and you have to convince

[1:24] YouTube https://youtu.be/AJPfqylTyao?t=77 || How I’d Build a Business in 90 Days With $0
yourself that that reason is worth it. If you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what

[1:40] YouTube https://youtu.be/AJPfqylTyao?t=93 || How I’d Build a Business in 90 Days With $0
stages of growth they went through and more importantly where they got stuck and how they got past it. And so, we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you,

[1:52] YouTube https://youtu.be/AJPfqylTyao?t=105 || How I’d Build a Business in 90 Days With $0
what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You

[2:06] YouTube https://youtu.be/AJPfqylTyao?t=119 || How I’d Build a Business in 90 Days With $0
can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You genius, just book a call with my team and we will look at the business, see if we can

[2:20] YouTube https://youtu.be/AJPfqylTyao?t=133 || How I’d Build a Business in 90 Days With $0
help. And if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: The Only 3 Things That Actually Make You Money
URL: https://youtu.be/AL1775NTMpQ
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, content, offers

[0:00] YouTube https://youtu.be/AL1775NTMpQ?t=0 || The Only 3 Things That Actually Make You Money
I think you were you answered this question which was how do you filter all the information what's changing you answered it from the point where you have already figured that out because now you're like what should I make a video on you've already decided I should make a video I don't think anyone's getting to that

[0:17] YouTube https://youtu.be/AL1775NTMpQ?t=10 || The Only 3 Things That Actually Make You Money
I think honestly most people are so overwhelmed like should I learn clawed code this new thing that's been buzzing recently or should I learn NFTTS or crypto or whatever um how do you trust that what you've decided on is the right thing to do and that you don't need to go back and check you know I think what you just said was like the

[0:40] YouTube https://youtu.be/AL1775NTMpQ?t=33 || The Only 3 Things That Actually Make You Money
the operative word that Sam said was trust and so I think the the scatteredrainedness comes from a place of fear is I'm afraid I'm going to be left behind I'm afraid my stuff's not going to be relevant I'm afraid if I don't learn how to code I etc etc I have a belief. I trust that when something is significant enough that it

[1:04] YouTube https://youtu.be/AL1775NTMpQ?t=57 || The Only 3 Things That Actually Make You Money
actually affects my business, I will change. Until then, I will continue to do what I know works, which is that I will gather attention. I will point it in a direction. I'll make a compelling offer, and then I'll deliver on that promise. And so, fundamentally, like, especially most of y'all here are below

[1:21] YouTube https://youtu.be/AL1775NTMpQ?t=74 || The Only 3 Things That Actually Make You Money
a million bucksish, somewhere in that neighborhood. What makes you money is letting people know about the stuff and then delivering the stuff and making the stuff you have to deliver. Those are the only components of the business because for those of you who have a conversion mechanism that's automated,

[1:42] YouTube https://youtu.be/AL1775NTMpQ?t=95 || The Only 3 Things That Actually Make You Money
let's just like the about page, there's no like real sales motion. You just point it there. If you do have a sales motion, you have a sales call or you do a webinar or whatever, you'll have that extra step that's in there. But that is usually a very curated. You don't need to remake your sales script. You don't

[1:55] YouTube https://youtu.be/AL1775NTMpQ?t=108 || The Only 3 Things That Actually Make You Money
need to remake your webinar once you know this is the thing that converts. That's just kind of like a performance that either gets, you know, automated or you just do it on a weekly basis or whatever. But what are the inputs and the outputs of the system? The inputs in the system are more people knowing about

[2:08] YouTube https://youtu.be/AL1775NTMpQ?t=121 || The Only 3 Things That Actually Make You Money
the stuff which means paid ads and content by and large for most of you guys. That's the input. We have this automated conversion for many of you. And then delivery also for many of you is relatively leveraged in that like there's recordings and maybe you do one call a week. If you have 10 times the

[2:24] YouTube https://youtu.be/AL1775NTMpQ?t=137 || The Only 3 Things That Actually Make You Money
people on that call it still probably works pretty okay. And so pretty much everyone here should be spending the lion share of your time promoting. And I don't say like in a shilly way. I'm saying like let people know about your stuff and do it in a and go two levels deeper. Spend more time on the problem

[2:42] YouTube https://youtu.be/AL1775NTMpQ?t=155 || The Only 3 Things That Actually Make You Money
in and then let that come out in the content or the ads. And that's what's going to to create the differentiation. So yes, like right now my my my simple advice is if you have I don't know what let's assume you work a 12-h hour day, you can shrink it down to whatever hours you work. I know we had the French guy

[2:58] YouTube https://youtu.be/AL1775NTMpQ?t=171 || The Only 3 Things That Actually Make You Money
who was like I don't like working more than four hours per week. Uh it's too much. So yeah, right. Shrink that down according to you. But I just like first four hours of the day I'm promoting. uh next four hours of the day I'm I'm building the stuff and then last last one I'm delivering the stuff that I

[3:17] YouTube https://youtu.be/AL1775NTMpQ?t=190 || The Only 3 Things That Actually Make You Money
built. That's that's the just third third and just set a timer and stick to that block like don't like have like some fire camp like you have if you know what you do every day because it shouldn't be a surprise to you. There's slacks, there's decisions, there's whatevers, but many of you guys don't have like massive teams you have to deal

[3:34] YouTube https://youtu.be/AL1775NTMpQ?t=207 || The Only 3 Things That Actually Make You Money
with either. And so like if it's not that, it is a distraction. And so if you think about like what is focus? Focus is doing is doing one thing, which means that anything that's not that thing is less focused. Like the most focused video game player would not sleep, would not eat, would only play video games. As

[3:53] YouTube https://youtu.be/AL1775NTMpQ?t=226 || The Only 3 Things That Actually Make You Money
soon as they introduce any activity that's not playing video games, they become a less focused video game player. Now, you can't be 100% focused because you'll die because you need to drink water. You need to eat food. So, it's like, okay, well, what degrees of not focus can I introduce into the system?

[4:04] YouTube https://youtu.be/AL1775NTMpQ?t=237 || The Only 3 Things That Actually Make You Money
But fundamentally, that is it. Like the ultimate productivity hack is no. Is this you seem to understand this problem, right? Are we getting at it like the are we? Oh, good. Why do you think these people just endlessly scrolling and not doing anything? Like what is going on in their mind? You're talking about consumers

[4:28] YouTube https://youtu.be/AL1775NTMpQ?t=261 || The Only 3 Things That Actually Make You Money
just you seem to know what we're talking about. Like people do this. They they're trying to figure out what's going on. What should I do? And they never quite figure it out because every day it changes. Right. Right. And so they never are like I'm this is it. I'm going to do this and I'm going to ignore everything and I'm just going

[4:41] YouTube https://youtu.be/AL1775NTMpQ?t=274 || The Only 3 Things That Actually Make You Money
to do it. They don't do that. Like why not? I think just speaking from personal experience, we try to learn as much as we can and consume as much as we can and then we listen to somebody who's a YouTube expert that says do this. Then we listen to a copyriter that says do this. And at the end of the day, I know deep

[4:57] YouTube https://youtu.be/AL1775NTMpQ?t=290 || The Only 3 Things That Actually Make You Money
down that everything does work if you just do it for long enough and get good at it. But we we get into this circle of Did you used to do this sort of thing? I used to do more of it. Not not to this extent. I had a gym. I was like, but you read books and like I read I read books around specific problems

[5:17] YouTube https://youtu.be/AL1775NTMpQ?t=310 || The Only 3 Things That Actually Make You Money
though to be real. But I remember you saying something too where it's like you were reading all these self-help books. Oh, that was before I started business. But even just in general, the concept of reading all these self-help books of and at some point they all end up contradicting each other and you're

[5:29] YouTube https://youtu.be/AL1775NTMpQ?t=322 || The Only 3 Things That Actually Make You Money
like, "Oh, I'm in the same exact spot. I just need to pick one and do it." But I think picking that one gets tough for all a lot of us. I I'll give you a a a wonderful piece of advice that even very high level entrepreneurs will forget. So it's something we need to be reminded of more than taught. But it's like you will do

[5:43] YouTube https://youtu.be/AL1775NTMpQ?t=336 || The Only 3 Things That Actually Make You Money
something and as soon as it begins to work, do not stop doing that thing until it stops working. Do not stop doing that thing because you fear it will stop working. not stop doing that. Like if it keeps working, you keep doing it. Repeat successful actions. That was a success. We should repeat that. We

[5:58] YouTube https://youtu.be/AL1775NTMpQ?t=351 || The Only 3 Things That Actually Make You Money
should do that again. But we did it yesterday. Do it again. Aren't they tired of it? Did it work? Yes. Do it again. I I'll tell you the most extreme version of this and like why I'm like, so I did the book launch, right? The second day there was all this juju about like uh you have to have a rep pitch is a different presentation.

[6:17] YouTube https://youtu.be/AL1775NTMpQ?t=370 || The Only 3 Things That Actually Make You Money
All this type of stuff. I I was so adamant about this that I was like, "No, I think I can give the exact same presentation again, same exact presentation and more people will buy because I believe that it is about asking again more like it worked so I will do it again." And so I did the exact same presentation day two and we

[6:37] YouTube https://youtu.be/AL1775NTMpQ?t=390 || The Only 3 Things That Actually Make You Money
had did like $25 million in sales day two. Same presentation. Now you're like, "But would it be different people?" Tons of the same people. They just watched it again. We watch reruns of shows that we already know happened and we think, "Oh, we I have to somehow come up with a new business model every

[6:55] YouTube https://youtu.be/AL1775NTMpQ?t=408 || The Only 3 Things That Actually Make You Money
week. If you have something and it works and you make money from it, then you have an input output equation." And so then it's like, great, h the real question becomes, how can I actually do a hundred times the inputs? Now, part of that comes from work ethic. The other part comes just leverage. What kind of

[7:12] YouTube https://youtu.be/AL1775NTMpQ?t=425 || The Only 3 Things That Actually Make You Money
systems can I put in there so that this one piece of content gets put in 10 places? That kind of stuff. But like, school has pro one of the simplest business models in the world. Promote point to page, cha-ching, deliver And I repeat the out of that on every single I'm like, look, they have a Instagram

[7:31] YouTube https://youtu.be/AL1775NTMpQ?t=444 || The Only 3 Things That Actually Make You Money
link in bio about page money. Yeah. Again and again and again and again and again and everyone's still like, what do I do? Yeah. But it's the so like so when we look at that which of those has volume the conversion is there's no real volume there maybe there's a split test if that the delivery most of you has a fixed

[7:52] YouTube https://youtu.be/AL1775NTMpQ?t=465 || The Only 3 Things That Actually Make You Money
delivery in that it's like I do a call a week I do some sort of Q&A or breakdown or review for a pickup guy or I do a a page breakdown for Evelyn or an ads breakdown whatever right that's it's a fixed backend it's an automated conversion the only thing the only part of the system that actually you have to

[8:09] YouTube https://youtu.be/AL1775NTMpQ?t=482 || The Only 3 Things That Actually Make You Money
do is the input is the ads and when I say ads I mean in the formal sense advertising let people know about stuff that means content and paid and now that content and paid are merged it's just content and finding the good content and then putting more money behind it so more people see it that's it traffic conversion rate churn like one

[8:29] YouTube https://youtu.be/AL1775NTMpQ?t=502 || The Only 3 Things That Actually Make You Money
of those things might be the problem maybe all maybe all but I swear most people don't even start it so yeah but we've talked talked a bit about this too. It's like maybe it this term for it is too nerdy but like first party data. Mhm. Cuz I was telling Hoszi once in one of our calls that I was like I don't

[8:50] YouTube https://youtu.be/AL1775NTMpQ?t=523 || The Only 3 Things That Actually Make You Money
even know when the last time I read a book was. Yeah. It was like two years ago which seems crazy right if but um when I when I was younger and I didn't know what was going on. I would read a lot and I would take a lot of course. I would consume a lot and that's because I didn't have anything to do to

[9:13] YouTube https://youtu.be/AL1775NTMpQ?t=546 || The Only 3 Things That Actually Make You Money
test if it worked or not. I was trying to figure out what I should do, right? So, I was like all over the place. And then when I finally figured out, okay, I'm going to do this, then I did it. And then if it worked, I would be like, okay, now I'll just make it keep working. Or and if there's a problem, I

[9:28] YouTube https://youtu.be/AL1775NTMpQ?t=561 || The Only 3 Things That Actually Make You Money
will seek information to solve the problem. And then I was consuming less. But then the more I got, the further on I got, the less the more first party data you have from doing it. And that's obviously so much more accurate and relevant to you than third party data, which is other people sharing what they think

[9:49] YouTube https://youtu.be/AL1775NTMpQ?t=582 || The Only 3 Things That Actually Make You Money
worked for them. Do you do you see what I'm saying? Yeah. And I think that once you get that first party data, you can totally tune out a lot of things. like you can tune out everything that's going on because none of that if that matters it will touch the first party data right like you'll see a movement

[10:11] YouTube https://youtu.be/AL1775NTMpQ?t=604 || The Only 3 Things That Actually Make You Money
and you're like oh maybe that is important but if it doesn't who cares and is this making any sense I endorse this message I love figuring out my favorite thing to do is like I can completely ignore that I don't give a like that is what I'm trying to do to everything basically because I'm trying to figure out what

[10:31] YouTube https://youtu.be/AL1775NTMpQ?t=624 || The Only 3 Things That Actually Make You Money
can I ignore. Um, and I try to ignore a lot really. And I should I repeat? Yeah. It's signal versus noise. Regarding the the earlier question, finding out what is signal, what is noise? And once you get more first party data, the signal becomes stronger, the noise becomes smaller, right? Yeah. you'll do stuff and then either

[10:56] YouTube https://youtu.be/AL1775NTMpQ?t=649 || The Only 3 Things That Actually Make You Money
your conversion rate will be a problem and then you consume a YouTube video about conversion rates and you're like, "Okay, that gives me like six things to try." And until you try those six things, there's really no point in consuming more stuff because you just need to try the six things. And I will say, um,

[11:10] YouTube https://youtu.be/AL1775NTMpQ?t=663 || The Only 3 Things That Actually Make You Money
Leila says this a lot, uh, which is just like a great reminder for me, which is like don't change things when a solution is on the way. So like we will we'll be mid split test on a price thing and be like man our turn is a problem. It's like we're we're running the test right now. So why should ch it's like dude we're

[11:29] YouTube https://youtu.be/AL1775NTMpQ?t=682 || The Only 3 Things That Actually Make You Money
we're mid-flight like unless we land the until we land the plane if we change mid-flight everyone dies and it was a complete waste. And so some things just take time is that you just have to let a certain number of repetitions certain number of post certain number whatever occur. So you can actually get feedback

[11:43] YouTube https://youtu.be/AL1775NTMpQ?t=696 || The Only 3 Things That Actually Make You Money
on that data which I think is the sec once you get into the first party world that becomes the next issue is like you want to try too many things even with the data that you have and then that's where strategy becomes important because strategy is prioritization of resources right and so you have 20 I mean how big

[11:57] YouTube https://youtu.be/AL1775NTMpQ?t=710 || The Only 3 Things That Actually Make You Money
I mean the school list of like things that we can do with the platform is longer is very long there's a 2,000 new ones each day um from you guys thank you um and so you have to pick and so that to be fair like that at the absolely absolute core in my opinion is the core of entrepreneurship is being able to

[12:16] YouTube https://youtu.be/AL1775NTMpQ?t=729 || The Only 3 Things That Actually Make You Money
choose I have these very limited resources and time money energy and there's a hundred things I can do but which of these hundred things that if I were to implement has the highest likelihood of yielding the biggest outcome for most people you don't have enough data for it to even make sense like ask again

[12:32] YouTube https://youtu.be/AL1775NTMpQ?t=745 || The Only 3 Things That Actually Make You Money
that's why it's not a feature in school by the way uh you know you are not going to implement AB testing for about page it's just not worth it because we see how much traffic most people get and we see how schizophrenic their behavior is. And we see people think that their about page change bombed after five clicks,

[12:53] YouTube https://youtu.be/AL1775NTMpQ?t=766 || The Only 3 Things That Actually Make You Money
right? Like and they change it four times in a day with like 20 clicks. And I'm like, and they want to AB test it. I'm like, no, you need to leave it alone for at least a week with your amount of traffic, right? And I've got this method I use and I still use it internally at school. We don't even run a lot of AB tests and

[13:13] YouTube https://youtu.be/AL1775NTMpQ?t=786 || The Only 3 Things That Actually Make You Money
we've got a shitload of traffic, right? I call it cowboy testing and I just change it and watch the number to see if it goes up or down. And a lot of the time, a lot of the time I can get away with that when it's more sensitive, like very sensitive, I'll run an AB test and properly set it up, and I'm still

[13:35] YouTube https://youtu.be/AL1775NTMpQ?t=808 || The Only 3 Things That Actually Make You Money
continuously amazed at how hard it is to make something that can beat the control that um I think most people don't really understand the the actual underlying mechanics of an AB test. And if you don't understand that, you're just going to create more noise. We ran 16 AB tests on the school games. 14 of them lost.

[13:58] YouTube https://youtu.be/AL1775NTMpQ?t=831 || The Only 3 Things That Actually Make You Money
I'll put it this way. This is another way to look at it, right? So, we've got the sign up page for school. We send an enormous amount of traffic to that page. So, it's obviously very important. We have tried so hard to like make it better. Most of the time we make it worse in an AB test, right? However, if

[14:14] YouTube https://youtu.be/AL1775NTMpQ?t=847 || The Only 3 Things That Actually Make You Money
we try a different random creative on meta, it can work five times better. So like the leverage in the creative is so much more powerful than the leverage on the the page. It's insane. I think okay this is a I want to continue down this. The earlier on in the funnel that you are the bigger the leverage is in terms of the throughput.

[14:38] YouTube https://youtu.be/AL1775NTMpQ?t=871 || The Only 3 Things That Actually Make You Money
So if you change your your CTRs on your ads from 1% to 2% you double the whole business. For you to do for you you're probably not going to double the conversion of your page. It's just it's just very unlikely. You might get a 10 or 20% lift maybe if it's a really good, you know, improvement, but you could. But the

[14:55] YouTube https://youtu.be/AL1775NTMpQ?t=888 || The Only 3 Things That Actually Make You Money
crazy part is like you absolutely can get a double or a triple in convers in in CTR on the ad side and that can get paired with if it's a really good creative. You might get double or triple the conversion rate and your CPMs might be one6th of what they are. And so all of a sudden you have an 18x improvement

[15:11] YouTube https://youtu.be/AL1775NTMpQ?t=904 || The Only 3 Things That Actually Make You Money
and there's just nothing downfunnel that gets you that kind of gain besides maybe a 10x or 20x in price or something like that. But like for the actual mechanics, it's very rare. And so like these are the biggest levers in the business are going to be price all the way at the end because you can you can make that kind

[15:24] YouTube https://youtu.be/AL1775NTMpQ?t=917 || The Only 3 Things That Actually Make You Money
of change and then the the pure volume uh of creative on the front. Most people don't have about page conversion problems. It's what we see is they mostly need more traffic or they need a fixed churn. Yeah. Um but you know if your about page doesn't convert, you do have an about page problem and that is possible. Um

[15:45] YouTube https://youtu.be/AL1775NTMpQ?t=938 || The Only 3 Things That Actually Make You Money
so for example uh we had monthly subscription which is $9 and then we added premium and it was only yearly price uh for 77 and our conversion to yearly uh rate was like 20%. And then we add VIP which was 20 for 249 per year and we we thought that we're gonna increase the uh uh the RPU but our premium conversion rate dropped to 5%

[16:13] YouTube https://youtu.be/AL1775NTMpQ?t=966 || The Only 3 Things That Actually Make You Money
because we added third tire. So my point was like I want to test like different types of uh about page. Uh so one of them like just uh uh normal and uh premium and the second one is just for VIP for example. Can you can you cowboy test it? I think you just did. Yeah. So, you know what works better? Uh, no. I mean, if I got two tires, the

[16:37] YouTube https://youtu.be/AL1775NTMpQ?t=990 || The Only 3 Things That Actually Make You Money
uh conversion to premium is really high. But if I run three tires, that's so the conversion to premium is uh is not so good. So, which one works better? The first one, but I already got a lot of VIP people in the group, right? Maybe do the first one. So, what should I do with the people who already bought the VIP for yearly? I

[16:58] YouTube https://youtu.be/AL1775NTMpQ?t=1011 || The Only 3 Things That Actually Make You Money
don't know. Um, keep keep him or cancel them, whatever you want. Also, to his point, first party data, right? Like you can you can read like, hey, having a high anchor works in a lot of scenarios. In yours, it didn't. Good to know. Real quick, I'm going to show you the exact 10-stage road map from zero to 100

[17:22] YouTube https://youtu.be/AL1775NTMpQ?t=1035 || The Only 3 Things That Actually Make You Money
million plus that less than 1% of companies finish. I've now done multiple times. And so I can say with a lot of confidence that these are the stages as headcount increases that you need to get through. And I broke each of these down by eight different functions of the business. What the constraint feels

[17:37] YouTube https://youtu.be/AL1775NTMpQ?t=1050 || The Only 3 Things That Actually Make You Money
like, like what are the symptoms of it when you're going through it. And then what steps we actually took to graduate. And we've done this across software, physical products, uh service businesses, brickandmortar, all of this. And it works. And it's my gift to you. It's absolutely free. And so the link's

[17:51] YouTube https://youtu.be/AL1775NTMpQ?t=1064 || The Only 3 Things That Actually Make You Money
in the description, but you just go acquisition.comromadap. Just enter your info and it'll spit it right back to you. Offer.


VIDEO
TITLE: If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
URL: https://youtu.be/AN2KpRBsmRY
PRIMARY_TOPIC: mindset
TOPICS: mindset, wealth, mindset, career

[0:01] YouTube https://youtu.be/AN2KpRBsmRY?t=0 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
this is the blueprint to making your first million dollar and I'm going to walk you through it step by step even if you're starting with your first dollar so there's three levels in the blueprint and level one is fundamentals and it starts with who you are and the reason we start with who you are is because you are the foundation of everything that you want to have and so there's a thing of me and the building blocks of who you

[0:25] YouTube https://youtu.be/AN2KpRBsmRY?t=18 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
are are first the knowledge that you have the things you know about second the skills you know how to do third the motivation to actually do them and fourth the environment to make it easy so the first pillar of this is knowledge in order to become a millionaire the first thing we have to do is know what a millionaire even is to begin with a millionaire means that you have over $1

[0:48] YouTube https://youtu.be/AN2KpRBsmRY?t=41 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
million in investable assets liquid minus your house so your primary residence is actually excluded from this now I'll give you a fun fact that you probably don't know one out of nine Americans is a millionaire and the thing that separates the people who are the millionaires from everybody else is what they know exists and if you're like who are you to even say this uh my name is

[1:13] YouTube https://youtu.be/AN2KpRBsmRY?t=66 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
Alex rosi I own acis.com our portfolio of companies deser over $250 million a year and since 2016 every single business I've ever started has gone to over $10 million a year and we have three companies that are worth over $100 million plus so the reason that rich kids for example have an advantage over

[1:29] YouTube https://youtu.be/AN2KpRBsmRY?t=82 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
poor kids kids is because rich kids have parents who tell them about opportunities that exist that get better Returns on their time if you don't know private Equity exists you sure as hell aren't going to get into it if you don't know that you can become an investment banker and sell companies worth hundreds

[1:46] YouTube https://youtu.be/AN2KpRBsmRY?t=99 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
of million dollars and get percentages of companies that you didn't even found and take on no risk then you're not going to pursue it and so I make these videos so that you can know things that you might not naturally have around you or anyone in your surrounding area who knows that these things exist and to give you some context I was 22 when I

[2:03] YouTube https://youtu.be/AN2KpRBsmRY?t=116 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
started this journey and ultimately quit my job before I ended up starting my first business when I did go to quit my job I emailed a bunch of different gym owners cuz I figured I wanted to get into fitness cuz it was something I was into and only one of them got back to me and that gym owner was a business owner and he was making money and so I moved out to California I changed my environment so that I could be around

[2:25] YouTube https://youtu.be/AN2KpRBsmRY?t=138 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
this guy and this guy helped me learn the ropes and taught me about my first business which opening a gym and it was only after learning and paying for Consulting for a gym business that I didn't have that I felt comfortable enough to begin on my own so the second component of knowing who you are are the

[2:41] YouTube https://youtu.be/AN2KpRBsmRY?t=154 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
skills you have these are the things that you do and so what can be really deceiving about this is people say hey I want to be confident I want to be charismatic I want to be good on camera but they make it seem as though it's a trait so a trait isn't a real thing what it really is is a Bund bundle of skills so let's say if you wanted to learn the skill of sales and so underneath of

[3:06] YouTube https://youtu.be/AN2KpRBsmRY?t=179 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
sales we may have being able to actively listen being able to repeat back what someone says nodding and keeping eye contact being able to shake a hand firmly walking into a room and be able to project your voice being able to have reason to arguments with someone if they have some fallacy that they believe that you can help them overcome all of these are subskills that if someone exhibits all of them someone say he's a good

[3:30] YouTube https://youtu.be/AN2KpRBsmRY?t=203 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
salesman now if you have this first level skill you can usually become a millionaire literally with just that but then fundamentally if you want to level up you can learn marketing and marketing is basically sales done one to many and so all the things that you learn how to do one-on-one you start projecting to large amounts of people and so this is just sales at scale and so underneath of marketing you would also have to

[3:56] YouTube https://youtu.be/AN2KpRBsmRY?t=229 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
understand media so like where your communication is happening you'd want to understand headlines uh because that's going to be the first line of communication you'd probably have to learn something about web pages and you'd have to learn conversion right these are all subskills underneath of marketing that would make you a good marketer now if you know sales and marketing then you know acquisition because that

[4:20] YouTube https://youtu.be/AN2KpRBsmRY?t=253 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
means that you can completely acquire customers and so each of these skills stacks on top of one another and makes all of the skills retroactively more valuable so the more you learn the better you get the better you get the more you get and so the path to becoming the person who can make the first million is predicated on the knowledge you have about the world so that you pursue the right path to get the skills

[4:46] YouTube https://youtu.be/AN2KpRBsmRY?t=279 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
within and so sure it's just as hard to learn how to pack boxes in a warehouse probably as it is to learn how to do sales they take about the same amount of time to learn this one just has significantly higher returns and so this is where the knowledge shows you where to orient your effort so you get the highest returns back on the skills you learn so now let's talk about motivation

[5:08] YouTube https://youtu.be/AN2KpRBsmRY?t=301 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
my tiny little box of motivation and so motivation fundamentally comes from deprivation it's from what you don't have that creates the action or urgency around acting in general and so for example if I'm sleepy I'm motivated to sleep if I'm hungry I'm motivated to eat and so right now if you're motivated to become a millionaire it's because you lack a million dollars one of the easiest ways to become more motivated in

[5:34] YouTube https://youtu.be/AN2KpRBsmRY?t=327 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
money rather than physiological stuff like hunger sleep whatever is to surround yourself with people who make significantly more money now immediately you're like wait a second I don't know anybody who's a millionaire of course you don't but you may be able to create a reference group that you compare

[5:49] YouTube https://youtu.be/AN2KpRBsmRY?t=342 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
yourself to who are millionaires and so for me for example when I had my job in Baltimore which is what I left to become an entrepreneur and start my first business most people were just like this is a terrible idea why would you throw away your college Years why would you throw away this good job that you have that's steady and stable and looks good

[6:06] YouTube https://youtu.be/AN2KpRBsmRY?t=359 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
on paper and sounds good at cocktail parties and it was because I hated it and at some point I realized that basically everyone except for one guy that I kind of knew who we talk about our entrepreneurial dreams together all of them thought this was a bad idea and so at some point this is where High

[6:20] YouTube https://youtu.be/AN2KpRBsmRY?t=373 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
agency or high self-belief has to become more important your belief about yourself has to be more important than what other people say about you and so this is a perfect segue to my second tiny little box environment and so think about your environment as friction or a lubricant on your goals and so if you want to

[6:37] YouTube https://youtu.be/AN2KpRBsmRY?t=390 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
change someone's Behavior you change their environment so let me give you a really simple example of this I can guarantee you that I can get every single person in a building to take their clothes off how could I do that I could do that by locking the doors that's one change to the environment second putting them all together in one room second change to the environment

[6:54] YouTube https://youtu.be/AN2KpRBsmRY?t=407 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
third cranking the heat until it's 200° eventually everyone would strip down because it would be so hot in there and so you are that little rat in the experiment and you want to create the Box around you that lubricates the activities that you want to do and so fundamentally what you want to think about is how do I make it as easy as possible to work as hard as I can and then how do I eliminate everything else

[7:16] YouTube https://youtu.be/AN2KpRBsmRY?t=429 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
that distracts me from my goals more specifically how do I eliminate everything that distracts me from doing the stuff that gets me the skills that takes me towards my goals and so that means that it could be people it could be software it could be alcohol if you just simply put this as your filter thinking does this increase or decrease the likely that to hit my goals cut out everything that decreases the likel that

[7:41] YouTube https://youtu.be/AN2KpRBsmRY?t=454 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
hit your goals cuz sometimes that's easier to see and then all that you'll be left with is nothing and time and the ability to learn and act I've talked about something that I call the season of know which I've entered multiple times in my career as an entrepreneur which is basically where you're not

[7:57] YouTube https://youtu.be/AN2KpRBsmRY?t=470 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
successful enough to be in the group of friends that you want to be in but you want to have a completely different lifestyle than the people you're currently with and so you basically just have to say no to everything and that means that you're saying no to the social Gatherings because you know none of those people there have the goals that you want and none of them understand what you want to do it's

[8:12] YouTube https://youtu.be/AN2KpRBsmRY?t=485 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
saying no to the distractions and no to the entertainment that you do normally because you know that that's not going to increase the likelihood that you hit your goal so for me I gave up fantasy football I gave up drinking with the boys I gave up going out I gave up really just like friend gatherings in

[8:28] YouTube https://youtu.be/AN2KpRBsmRY?t=501 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
general and so the only thing that I did was I worked and then I went home at 5:00 and then I worked from 5:00 to 9:00 and so I'd work 5:00 to 9:00 in the morning go to work work 500 to 9 again at night and so I had 8 hours of time that I could work on me and what I wanted to do next and 5 to 9 that I or 9

[8:45] YouTube https://youtu.be/AN2KpRBsmRY?t=518 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
to 5 that I worked in the middle of the day that was basically how I paid my bills and if you're like wait there was no time yes there was no time I didn't have a girlfriend I wasn't going out to the movies right like it was just 100% focused on removing everything that wasn't getting me Clos to where I wanted to go go and if you're like wow this

[9:01] YouTube https://youtu.be/AN2KpRBsmRY?t=534 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
makes me a weirdo yes yes it makes you odd and if you expect to be normal and Achieve odd and outlier results good luck so we've just covered who you are and you made a little bit of money the next step is figuring out who to sell to and I want to make this really real for you and so a lot of people think that you got to to make a million dollars you

[9:25] YouTube https://youtu.be/AN2KpRBsmRY?t=558 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
got to sell 10,000 people something for bucks right and that would be $1 million right that's that's what that equals but it's way easier to just sell a 100 people something that cost $10,000 which also equals 1 million bucks and so believe me finding a 100 people way easier than finding 10,000 and so the real problem that you're

[9:51] YouTube https://youtu.be/AN2KpRBsmRY?t=584 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
solving is what do I have that's worth $10,000 well the thing is is they also don't have to pay you now this can be split over 4 years 10 minutes right which would then be 2500 bucks a year which is now $200 per month and for you to acquire the 100 customers you're talking about two people per week which is not that hard and if you're reaching out to 100 people per

[10:16] YouTube https://youtu.be/AN2KpRBsmRY?t=609 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
day then you getting two out of 700 people to be willing to spend $200 a month with you all of a sudden this million dollar goal becomes a lot more real if you're trying to figure out who to focus on on for these two people a week that you're selling to that's what I'm going to cover right now you have three basic circles that I've identified from all the entrepreneurs that I've talked to number one is that you help

[10:40] YouTube https://youtu.be/AN2KpRBsmRY?t=633 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
someone who is like you overcome something that you overcame in the past and so that's typically some sort of painful thing or some sort of problem you figured out a solution to and then you operationalize that for other people the second is something that you're just very passionate about so it's like you're really into this thing and then you help other people get into that

[10:56] YouTube https://youtu.be/AN2KpRBsmRY?t=649 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
thing too the third is some sort of professional skill and that's like oh I used to do accounting or bookkeeping for this business or I used to do building management or I used to do Property Management like whatever it is you have some sort of skill that you learn in the professional Marketplace that you help other people do and so all of those

[11:13] YouTube https://youtu.be/AN2KpRBsmRY?t=666 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
things those three PS pain passion profession are the three fundamentals that I look at in terms of trying to pick the who so pain passion profession underneath of this if you're like okay where do I want to start the reason that I like helping fewer people rather than more people in the beginning is because you don't have money and you don't have resources and

[11:36] YouTube https://youtu.be/AN2KpRBsmRY?t=689 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
so if you're going to start a business you might as well start with fewer people that pay you more because it's easier to run that business and so I like to use the uh the old Tesla analogy here which is when Tesla started he wasn't trying to bring in the model 3 into Mass Market he started with the Roadster which was the most expensive version of the car because he knew that the fewest amount of people would be

[12:01] YouTube https://youtu.be/AN2KpRBsmRY?t=714 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
able to afford it the other thing that this does is it actually positions you at the top of the marketplace then he moved down market and created the model S which was now a $120,000 car then he went and got the model X and then he had the model 3 and then he has the uh the cybertruck which I think is why anyways the point here is that he basically worked his way down and went broader and

[12:23] YouTube https://youtu.be/AN2KpRBsmRY?t=736 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
broader and broader Market as he continued to get resources and be able to redeploy them into broader and broader parts of the marketplace and so for you you're going to probably pick what pain passion or profession you're going to go to you're going to start with the smallest version of that market

[12:40] YouTube https://youtu.be/AN2KpRBsmRY?t=753 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
that you can the most specific the closest to who you can help the most and so I will give you this third little piece here which is if you're for some reason split between two of these like oh I like this and I also overcame this thing help the person that you can provide the most value to now if you're

[12:57] YouTube https://youtu.be/AN2KpRBsmRY?t=770 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
like okay I can help this poor person go up by $10 and I can help this rich person go up by $100,000 then in a real way that $100,000 is a representation of how much value you can provide that person meaning go do that one first now once you've identified okay I'm going to start with a niche I'm going to pick one of these three PS then you run them through these filters that I have is

[13:21] YouTube https://youtu.be/AN2KpRBsmRY?t=794 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
that number one you want them to have the problem to solve now all of these things fundamentally are problems right they there's not enough information about about this passion there's not enough information of this pain or there's not enough information about this profession they want to learn but fundamentally all of those are the problem so you have to have a problem

[13:36] YouTube https://youtu.be/AN2KpRBsmRY?t=809 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
that you're trying to solve and the people you're trying to sell to need to have that problem number two is they have to have the money to spend if they don't have the money to spend but they got the problem then you don't have a business around it you got a nonprofit which is not the point of this video this is about making money underneath of this problem to solve you want them to

[13:54] YouTube https://youtu.be/AN2KpRBsmRY?t=827 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
have the urgency to solve it now so this can't be something that they're like that would be nice it has to be something that they want to solve right now because this will overcome all of the people who are like ah I going to think about it they keep pushing it off if you have cancer and somebody has a cancer treatment you want it now now on

[14:10] YouTube https://youtu.be/AN2KpRBsmRY?t=843 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
the money side you also want them to have the authority to spend it so you want them to be the one ideally who's the principal who's the one who makes the decision about the implementation that you're going to help them with and I want to be really clear I use these as thought exercises to help you get

[14:25] YouTube https://youtu.be/AN2KpRBsmRY?t=858 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
started and pick the who that you're going to serve but the end of day if I had to boil all of this down it just comes down to this one truth which is that you want to serve the person that you can provide the most value too I'll tell you that a16z y combinator Etc they have one rule that they learned in years which I will share with you is that they now only invest in Founders who already have experience with the problem and I

[14:49] YouTube https://youtu.be/AN2KpRBsmRY?t=882 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
again I Define problem very broadly here that you have overcome this sort of difficulty and you've lived with the problem for five plus years if you've lived with it then you intimately understand understand it because that means that you'll also intimately understand the prospect that you want to sell to and so it kind of is like this hack for already knowing what their

[15:06] YouTube https://youtu.be/AN2KpRBsmRY?t=899 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
thoughts and dreams are what the pains that they're experiencing how they talk the words they use so it's kind of this big time warp of saying oh I already spent the last years of my life living being me if I can sell to people who are just like me then I don't need to do 5 years of studying and figuring this out and so for me I had struggled getting

[15:22] YouTube https://youtu.be/AN2KpRBsmRY?t=915 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
into shape that was my problem I was not jacked enough uh and so then I spent all my time learning about it so that I could become Mor jacked so much though that I annoyed everyone at at work enough that they were like please quit this and start something Fitness related and so for me that was the perfect first

[15:37] YouTube https://youtu.be/AN2KpRBsmRY?t=930 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
pick now I was between SAT prep and why was that because I had been pretty good at test prep I tested pretty well and I'd gone through a process of improving my own scores and I was like I could probably help other people improve their scores too the other thing that I was considering was frozen yogurt because I

[15:53] YouTube https://youtu.be/AN2KpRBsmRY?t=946 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
actually really liked froo at the time this is before frozen yogurt boomed and so I actually was you know to Young Alex was actually not a terrible time to get into frozen yogurt and so fundamentally it's like I had two things I was passionate about or pain these are really just equal sides of the same

[16:08] YouTube https://youtu.be/AN2KpRBsmRY?t=961 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
thing right it was a pain and then I became passionate about it when I solved it sat froo JY and so actually all three of these were in this pain/ passion bucket and I chose to start the gym because uh frozen yogurt cost 150 Grand open which I didn't have then it was really just between SAT prep and fitness and I actually started on the SAT prep path first first and then I was going to

[16:30] YouTube https://youtu.be/AN2KpRBsmRY?t=983 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
partner with someone and then I'll just say it it ended poorly and because of that kind of negative experience and I wasn't emotionally mature enough I said fine I'm not doing that uh I'm just going to do Fitness so it was kind of like a process of elimination I couldn't do yoga CU I didn't have the money I felt like I got uh burned on my SAT prep

[16:46] YouTube https://youtu.be/AN2KpRBsmRY?t=999 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
thing and so then I just ended up with well I guess I'll just do Fitness and so the only disclaimer that I have about all of this stuff that I just covered so this is my warning right this is my warning call for you is that you want to make sure you're going to be in a market that's at least flat or growing you

[17:02] YouTube https://youtu.be/AN2KpRBsmRY?t=1015 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
don't want to get into a market that's shrinking and so if I wanted to get into retirement homes for old folks that's a growing Market that's a good thing and so if you had just recently placed your grandmother and it was a pain process for you and then you figured out how to do it in a way that was really smart and efficient then you could provide that

[17:19] YouTube https://youtu.be/AN2KpRBsmRY?t=1032 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
solution to other people who are in the exact same position as you and it probably urgent and they have the money and authority to do it you just don't want to get into selling print newspapers today so we've covered who you are who to sell to and you've made a little bit more money and now we talk about what to sell so there's four elements that I like to have in every product that I sell number one is that it's Unique and the reason for that is

[17:45] YouTube https://youtu.be/AN2KpRBsmRY?t=1058 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
because I don't want anyone else to be able to sell it the second is that it's expensive because expensive stuff makes you more money per unit third is that I want it to be sticky I want it to be things that people don't just just buy once but keep buying again and again and the fourth is I want it to be air so unique expensive sticky air meaning it's something that doesn't cost me a lot to

[18:07] YouTube https://youtu.be/AN2KpRBsmRY?t=1080 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
deliver and so this is basically the relationship of your gross profit it means it costs you a penny you can sell it for a buck and people keep buying it again and again and no one else can sell it but me so let me show you a product that everyone's heard of that actually matches all four of these Coca-Cola it's

[18:24] YouTube https://youtu.be/AN2KpRBsmRY?t=1097 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
Unique in that no one else knows the recipe for Coca-Cola it's expensive Rel relative to how much it costs it might cost a few pennies to put this together really probably the can is the most expensive part of the product itself and it's sticky in that I mean literally if you spill this on the floor it is sticky

[18:39] YouTube https://youtu.be/AN2KpRBsmRY?t=1112 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
but on top of that is that when people start drinking Coke they don't stop drinking Coke products for usually their entire lives imagine introducing someone to a product and then knowing that they would literally always buy a product they'd always go to restaurants and Order what you had when they go home they crack up in your thing when they

[18:54] YouTube https://youtu.be/AN2KpRBsmRY?t=1127 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
eat food they drink your products that's a great business so these are all exceptional things for making your first million dollars now if you want to make a gazillion dollars then you want to add something else to this which is scale so if I just need to have 25 clients like I talked about earlier then I very much I could just do myself give people time give people service give people some skill set and transfer to them that's

[19:19] YouTube https://youtu.be/AN2KpRBsmRY?t=1152 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
unique because no one else can do it because it's just me I can charge a lot because it's just my time which is the cost and if I'm good people pay again and again and again and so these like a normal service business with one really good person meets all four of these things the issue then becomes scale and

[19:35] YouTube https://youtu.be/AN2KpRBsmRY?t=1168 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
so what a walk you through is different ways to make any product more scalable I think that people have a massive misunderstanding about what it even means so the first part is that it's not is something scalable or not it's how scalable is it so this is really easy to scale and then this is really hard to

[19:52] YouTube https://youtu.be/AN2KpRBsmRY?t=1185 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
scale and so oneon-one with you is harder to scale than let's say me adding use your own School the software 20 minutes platform and so everything about scalability has to do with something called the incremental cost of adding a customer but all that really means is how much cost do we have to incur as a business to bring on one additional customer the most scalable businesses

[20:16] YouTube https://youtu.be/AN2KpRBsmRY?t=1209 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
bring on an additional customer cost almost nothing imagine your cell phone carrier if another person signs on to their network of cell phone usage it doesn't really cost them much at all to add the additional user if another person comes on to Facebook it's not that much if another person comes onto school it's not that much to

[20:33] YouTube https://youtu.be/AN2KpRBsmRY?t=1226 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
add the person and so all of these things are easier to scale now I will tell you one of the things that's very interesting about very scalable businesses is that typically they are more demand constrained meaning it's harder to get people to buy that stuff whereas there are some businesses that are very hard to scale think like a very high service business so like accounting

[20:57] YouTube https://youtu.be/AN2KpRBsmRY?t=1250 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
for example is harder to scale because it's hard to find really good accountants and be able to maintain that quality of service at a high level scaling a law firm really hard because it's all about expertise which means you have to get lots of people in it takes a really long time to get them good enough and you always have the risk of them leaving and so often times very

[21:13] YouTube https://youtu.be/AN2KpRBsmRY?t=1266 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
unscalable businesses have partnership structures so that people come in so that they feel like partial owners in that business but if you're the ultimate original owner it can be harder for you to scale again there are massive law firms it doesn't mean that it's impossible it just means that it's harder congrats you're onethird of the way there and now we move on to level two and this is level two and we start

[21:38] YouTube https://youtu.be/AN2KpRBsmRY?t=1291 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
with get them to buy and there's two steps to this Step One is they have to find out about whatever it is that you sell and in fact I wrote an entire book about this thing in $100 million leads which is getting strangers to to want to buy your stuff all right this is $100M Leads: How To Get Strangers To Want To Buy Your Stuff (Hardcover) acquisition.com

[21:53] YouTube https://youtu.be/AN2KpRBsmRY?t=1306 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
advertising the second thing that you do is you get them to buy so let's start with number one find out so there are eight things that you can do to let people know about your stuff the first four only you can do the second four are things that other people do on your behalf these I call the core four these I call the

[22:20] YouTube https://youtu.be/AN2KpRBsmRY?t=1333 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
four lead Getters so these are the only four things that one person can do to let other people know about their stuff so you've got warm Outreach which is letting people who know you know about your stuff cold is letting people who don't know you know about your stuff then you've got content which is letting people who know you one to many know about your stuff and then you've got paid ads which is letting people who

[22:45] YouTube https://youtu.be/AN2KpRBsmRY?t=1358 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
don't know you one to many know about your stuff these are the only four things that you can do to let someone else know to force them to find out about whatever it is you have to sell because they cannot buy it unless they know you exist now if you want to get more leverage because this is about 23 minutes becoming a millionaire then you can use these four things to get lead Getters now the first type of lead getter is a

[23:07] YouTube https://youtu.be/AN2KpRBsmRY?t=1380 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
customer this is the people who you actually get to buy now they can get they can do the core for themselves they can let people they know one-on-one they can let strangers know oneon-one they can be in ads for you or they can make content that's when they make a review or they make a post talking about how

[23:24] YouTube https://youtu.be/AN2KpRBsmRY?t=1397 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
great your stuff is that lets more people know about it the next is you've got employees employees do the same core four as you do on your behalf so they do warm Outreach they do cold out bound they make ads for you they make content on your behalf the next version of this is Affiliates so Affiliates are businesses

[23:46] YouTube https://youtu.be/AN2KpRBsmRY?t=1419 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
that already have your customers in their business and so let's say I have a gym if I want to get more people in my gym I can make a deal with a chiropractor and I can say hey I will send you patience when they dings VES uh at my gym and then when you have somebody who wants to lose weight because that's why they're back hurts

[24:02] YouTube https://youtu.be/AN2KpRBsmRY?t=1435 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
you can send them to my gym so that creates a reciprocal relationship between you and another business and every customer they acquire they can send to you and vice versa and the last is agencies so these are other businesses that specialize typically in one of these so you've got content agencies you've got paid ads agencies

[24:19] YouTube https://youtu.be/AN2KpRBsmRY?t=1452 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
you've got outbound agencies in all of those you'd still have to start with the core 4 to contact the agency and then they would use the core 4 to actually advertise so these are the only things any person can do to let other people know and these are the types of people that become the targets of the core 4 that can then do it on your behalf now if you're trying to get 25 customers

[24:36] YouTube https://youtu.be/AN2KpRBsmRY?t=1469 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
right like I talked about like you only need 25 people to pay $10,000 a year for four years to become a millionaire okay so the thing that you have and that's assuming no taxes I'm just going to assume this is international video uh the first thing and the easiest is here is warm out bound you just let people know who already know you that you have

[24:52] YouTube https://youtu.be/AN2KpRBsmRY?t=1485 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
this thing for sale and that you're willing to help them one of the easiest offers is hey I'll help you for free so that means I'll put 3 hours or 5 hours of my time to helping you achieve some $100M Offers: How To Make Offers So Good People Feel Stupid Saying No (Hardcover) acquisition.com 25 minutes sort of outcome and at the end if you don't mind I'd love to make you an offer about what it would look to work with me for paid for money in the future very

[25:08] YouTube https://youtu.be/AN2KpRBsmRY?t=1501 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
simple offer and the thing is is when you offer 2 three four 5 hours plus of your time for free a lot of people are willing to do that and so fundamentally just think about it like five sales calls that you do in a row except it's really smooth and you're just providing value and that way it kind of gets the Jitters out for people who've never sold

[25:23] YouTube https://youtu.be/AN2KpRBsmRY?t=1516 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
before and when we actually talk about how to close I'll cover that in much more detail but but this is the easiest way for people to start now you can pair this with content because then you let people know publicly hey I'm doing this thing one to hit me up in fact I'll put my hopefully first post somewhere over

[25:39] YouTube https://youtu.be/AN2KpRBsmRY?t=1532 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
here this is the first post I ever made to promote my business and it was something called the free training project and I had already worked with people doing War outbound for a year at that point I think I had 13ish customer something like that and then I published their results and I said hey if you guys want to work with me I got a few spots open and that's what became my first

[25:57] YouTube https://youtu.be/AN2KpRBsmRY?t=1550 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
content post to let people know so they could find out about my stuff now over time I learned how to run PID ads and do cold outbound which is like calls emails DMS to strangers to say hey can I give you this amazing offer and ads work the same way except we call them up bring them in and close them and if you're starting out this can seem like a lot of stuff to do you're like oh I'm going to do all eight until you get to a million dollars you can just do one of these and

[26:21] YouTube https://youtu.be/AN2KpRBsmRY?t=1574 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
if you're going to do two do content and warm outbound this is the easiest way to start it's also the cheapest here you have to have a really good skill set this is also pretty cheap it's just harder to do but if you're going to do cold outbound you might as well start with warm start with people who aren't strangers and then level up to people

[26:37] YouTube https://youtu.be/AN2KpRBsmRY?t=1590 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
who are strangers but these ones are the least expensive way of getting customers this is the most expensive but it's scales quickly so once people have found out about our stuff great so now they know but now we got to get them to give us money so now we got to get them to buy when I started my gym I hated the

[26:53] YouTube https://youtu.be/AN2KpRBsmRY?t=1606 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
idea of sales I even some someone say hey you're a Salesman and I was like I was disgusted by the idea I was like I'm an academic and so then I had to pay rent and clearly was like how do I get these strangers to give me money and immediately learned sales now over the last 10 plus years I've done 4,000 plus

[27:09] YouTube https://youtu.be/AN2KpRBsmRY?t=1622 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
consults and it wasn't until I had to transfer that skill of sales to other people that had to create a framework that was repeatable for other people to also close I remember the first time I went home for Christmas uh I had an employee closed their first sale without me and I got teary because I realized it was the first time that my business

[27:27] YouTube https://youtu.be/AN2KpRBsmRY?t=1640 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
could make money without me and so this is the framework I have which is closer and so this is an acronym and it's very simple and it's easy to remember and the reason that one's smaller is not because R is less important it's because Amazon Jeffy B decided to only send us five of the right ones instead of the six so the

[27:42] YouTube https://youtu.be/AN2KpRBsmRY?t=1655 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
first of the closer framework is clarify why the person is there and so fundamentally the big advantage that we have as a business is that these customers have reached out to us and so we need to clarify why they're even why they even took the time to reach out why did you respond to our ad why did you respond to my email why' you comment on

[27:59] YouTube https://youtu.be/AN2KpRBsmRY?t=1672 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
my post whatever it is if you have't engaged leads which means that they've responded in some way then they've taken the first step and basically every form of advertising this exists and most people aren't cold calling and then immediately closing and so even in that situation you would call them said an

[28:14] YouTube https://youtu.be/AN2KpRBsmRY?t=1687 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
appointment and then on the appointment you would then say hey what made you take this appointment what made this worth it for you and then what we're doing here is we're clarifying the problem that leads us to the next letter which is L which is label them with the problem now that may sound similar but it's actually very different so what

[28:30] YouTube https://youtu.be/AN2KpRBsmRY?t=1703 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
we're doing is when we label we say huh so it sounds like you are here you want to get here and this is the thing that's getting in the way does that sound about right and so what we've done is we've said this is your current this is your desired and we've established a gap and sometimes an obstacle that's a monster okay and what we want to do is we want to position ourselves as the sword that can kill the

[28:55] YouTube https://youtu.be/AN2KpRBsmRY?t=1728 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
monster and ultimately get them to their desire to state but we can't sell unless we have a gap and that is why CNL are so important before you get into anything else so for example you're 200 lb you want to be 150 50 lbs is the gap the reason that you're struggling is because you don't know how to work out you don't know how to eat let me see if I can do a spoon here or a fork there you go you don't know how to eat and you have no one who's holding you accountable to

[29:19] YouTube https://youtu.be/AN2KpRBsmRY?t=1752 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
making sure that you do these first two in a B2B setting it's like you're doing 10K a month and you want to make 100K a month and the issue is that you don't have ads that are working or you don't have enough leads that are coming in that brings us to the next thing once we've clarified we're there we've clearly labeled them with a problem you're here you want to be here this is

[29:35] YouTube https://youtu.be/AN2KpRBsmRY?t=1768 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
the problem then you overview past pain all right I call this the pain cycle so you overview past experiences the reason this is so important is that pain is what motivates action and so if you think about motivation in general it's always from deprivation like I said earlier so you being overweight and

[29:52] YouTube https://youtu.be/AN2KpRBsmRY?t=1785 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
reminding them of how overweight they are and the cost of being overweight this whole time it basically f further brings them this way it expands the gap 30 minutes between where they are and where they want to go and the further that Gap is the bigger the rubber band is and so remember this is our amount of deprivation which is the amount of

[30:08] YouTube https://youtu.be/AN2KpRBsmRY?t=1801 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
motivation to get someone to buy and so when we do the pain cycle we simply say what have you done before how' that work out for you and then the pieces that they liked you compare you associate with your solution and the pieces they don't like you associate with why it didn't work and why your solution is

[30:25] YouTube https://youtu.be/AN2KpRBsmRY?t=1818 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
different this time once you get to the end of okay okay what' you do how'd that work for you oh it's different in this way oh it's similar in this ways what else have you tried you keep going through that pain cycle to continue to poke on that pain button to keep expanding the gap between where they are and where they want to go and the frustration in the present for not

[30:41] YouTube https://youtu.be/AN2KpRBsmRY?t=1834 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
having achieved it and so once we've overviewed the pain now we sell the vacation S A lot of people salesmen this is when salesman blab this is when salesman lose the sale and the reason they lose the sale is because they just do this massive monologue and that doesn't work instead what you want to do

[30:56] YouTube https://youtu.be/AN2KpRBsmRY?t=1849 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
is come up with what I call a three-pillar pitch and each of the pillars is usually one or two statements and Then followed by an analogy or metaphor and so you say hey if you want to create SEO to get more leads then it's kind of like and then we basically make our transition it's kind of like when you get a paycheck and when you have an investment account your paycheck you work and you get paid every single month but you put a little bit of that

[31:20] YouTube https://youtu.be/AN2KpRBsmRY?t=1873 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
money towards your investment over time that investment compounds until eventually it makes you more than what you make in your active and so SEO kind of works the same way now realistically there's really no similarity to getting traffic to a website as there is between paychecks and investment accounts but it Compares something that people understand with something that they

[31:37] YouTube https://youtu.be/AN2KpRBsmRY?t=1890 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
don't understand so they can learn and so fundamentally you should come up with three analogies that explain each of the pillars of what differentiates Your solution if I was selling leads which I came up with a script for mortgage brokers it was the leads had to be exclusive they had to be timely and they had to be qualified and so you just say

[31:54] YouTube https://youtu.be/AN2KpRBsmRY?t=1907 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
okay have you ever got on the phone with somebody who doesn't have money and they're just window browsing yeah it's in the ass totally right and so it's like cool you just give an example you give an analogy that explains it if it's something easy to understand examples if it's something hard to understand metaphor and the reason I call it sell the vacation is that you'll notice that

[32:08] YouTube https://youtu.be/AN2KpRBsmRY?t=1921 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
I'm not actually explaining much about the product at all and the main reason is because they care about themselves they don't care about our product they care about their problems not about our product and the only reason they care about our product is if there's a way that they know with high conviction it's going to get them to their goal and so we want to talk about Maui we want to

[32:24] YouTube https://youtu.be/AN2KpRBsmRY?t=1937 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
talk about Hawaii we want to talk about where they're going what it's going to be like when they're at 150 what it's going to be like when they're making $100,000 a month not all the steps it's going to take to get there we're not talking about TSA we're not talking about taking your shoes off and sitting next to somebody who stinks and and getting on the plane and having bad plane food cuz guess what all of that

[32:41] YouTube https://youtu.be/AN2KpRBsmRY?t=1954 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
stuff is I just gave you an analogy and so once we've done s we then go to E which is explain away their concerns so at this point after you've overviewed the pain you say hey I think I might have something for you would you like to hear about it they say yes and then you go sell the vacation once you've sold the vacation you ask you say you're

[32:58] YouTube https://youtu.be/AN2KpRBsmRY?t=1971 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
ready to get started does that sound good to you any kind of closing question you want fair enough great now if they then say anything but yes I want to buy you then go to E explain away they're concerns and so the way that you explain away they're concerns is that typically there's three big categories so people blame their circumstances for why they

[33:14] YouTube https://youtu.be/AN2KpRBsmRY?t=1987 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
can't do something they blame other people for why they can't do something or they avoid the decision altogether which is basically blaming themselves they give their power elsewhere and So within that you basically have six categories of questions that fall underneath so one is they say they don't have the time I'm too busy right now

[33:29] YouTube https://youtu.be/AN2KpRBsmRY?t=2002 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
now's not a good time the second is they say I don't have the money to do this right now this is too expensive this is outside of my budget number three is they say somebody else has the decision-making Authority all right the fourth is they say I'm not sure this is right for me this is a fit question all right which is really just means that they have a preference that isn't aligned or that they believe is in

[33:53] YouTube https://youtu.be/AN2KpRBsmRY?t=2026 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
aligned with the product that you sell oh I have to follow meal plan I don't want to count Cal five is they blame other people's past 34 minutes experiences with them and so this is one that we overcome with something I call ber you twice but it's other people's products then finally they avoid this is a stall this is sounds

[34:16] YouTube https://youtu.be/AN2KpRBsmRY?t=2049 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
similar to this but it's actually very different this is I don't have time this is give me time that covers the explaining away the concerns there's a hundred other closes I give you but those are the theories behind each of them finally we have to reinforce the decision so now we have somebody who's made the decision they've choosen to

[34:31] YouTube https://youtu.be/AN2KpRBsmRY?t=2064 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
given us money which is amazing we love them for that but the thing is is that sometimes people change their minds when they go away especially if you're good at sales and so when you have the r what we're doing is we're reinforcing that they made a good call now this actually Begins the handoff to onboarding all

[34:48] YouTube https://youtu.be/AN2KpRBsmRY?t=2081 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
right so when you onboard a new customer this is what happens in the first 24 48 Hours post purchase and what you want to do is make as many promises as you can in that time period and keep them so that they feel and we're talking like hey this is what's going to happen next in the next 30 minutes this is going to

[35:05] YouTube https://youtu.be/AN2KpRBsmRY?t=2098 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
happen right you're going to get an email and then you can click that link and then this is going to happen next and you want as many of those things that you tell them to have happen to happen and from this we do something called bamfam which is book a meeting from a meeting and when you do bamfam it means that no one ever gets uh left in the cracks no one falls through and so

[35:22] YouTube https://youtu.be/AN2KpRBsmRY?t=2115 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
the reason that a lot of customers cancel is because you said someone's going to reach out to them and they thought it was going to take 30 minutes you didn't set the expectations it takes two days and they're like you know what this isn't for me I actually I've changed my mind right instead you want to always have them it's like a Baton Pass it's like sales passes to

[35:38] YouTube https://youtu.be/AN2KpRBsmRY?t=2131 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
onboarding onboarding one passes to onboarding two onboarding two passes the senior engineer or the media buyer or whatever it is that you do to deliver results for people and at that point you've kept them through the process and you've reinforced you know what these guys are on top of it they're legit and if you want to make this extra

[35:55] YouTube https://youtu.be/AN2KpRBsmRY?t=2148 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
magic what you do is you you pass on the notes so you never want a customer to repeat themselves and so the way you do that is that you take notes on every call and so if you get on a sales call for example and the setter had notes then you can start the call being like hey I know you talked to Andrew and you said this this and this and these are

[36:11] YouTube https://youtu.be/AN2KpRBsmRY?t=2164 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
the problems you're struggling with they're like wow these guys are on it and when that goes to onboarding and they have their onboarding conversation with Sarah and then Sarah says oh I know you talked to Andrew and you talked to Jeff and you said these things they're like wow this business is legit very small change massive Improvement in terms of how satisfied customers will be

[36:26] YouTube https://youtu.be/AN2KpRBsmRY?t=2179 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
and because this is all about making more money the likelihood that they actually Ascend and buy more in the future yeah and if you're a beginner you're the one taking all of these calls so at the very least take your own notes and remember what you're talking about with these people and if you have multiple customers review the notes before you get back on the call with them close more deals make more money

[36:43] YouTube https://youtu.be/AN2KpRBsmRY?t=2196 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
save the world we got them to buy we got our first customers we've made a little bit of money now we get them to buy even more so now we got to get them to buy more times and specifically this is all the different ways that you can make a customer worth more money to your business and so the idea is that the customers or the businesses that make customers worth the most are the ones that make the most money unsurprising but there are eight

[37:05] YouTube https://youtu.be/AN2KpRBsmRY?t=2218 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
specific ways that you can do this with literally any business so the first way is that you can increase the price so for this example let's say I'm selling gum all right so I'm selling gum and what I can do is instead of charging $5 for this I can charge $6 it costs me the same amount but I've now made more money

[37:22] YouTube https://youtu.be/AN2KpRBsmRY?t=2235 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
the second way that I can do this is I can decrease my costs all right so if this thing was originally $5 and it cost me a dollar to make I can buy more inventory I can do advances so that I can get this down to0 50 Cent so I still make 50 cents more per box that's the second way that we make uh any product

[37:39] YouTube https://youtu.be/AN2KpRBsmRY?t=2252 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
more profitable for us the third way we can do this is we can get them to buy more times so right now I say hey you want to buy my gum great but wouldn't it be cool if you got on a gum subscription so you get one of these every single month the fourth way is to get them to buy something else that's new or different all right so right now I'm selling you this gum but wouldn't it be cool if you

[38:01] YouTube https://youtu.be/AN2KpRBsmRY?t=2274 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
got these Nicorette patches as well so wouldn't these patches go great with your gum it doesn't matter what you sell you could have burger with fries you could have an iPhone case with your iPhone there's always something else that pairs or is complimentary to whatever your core offer is and sometimes you make more profit on this thing than you do on the main thing the fourth thing that you can do is get people to buy more quantity all right so this is when the number goes up so

[38:25] YouTube https://youtu.be/AN2KpRBsmRY?t=2298 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
currently you're buying one box what if you bought three boxes of gum and so the difference between this and this is this is how many times they're buying over a period of time this is how we're increasing the quantity all at once so this is think about this as bulk purchases buying more volume the second

[38:41] YouTube https://youtu.be/AN2KpRBsmRY?t=2314 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
way that we can do this is increase quality so now we say okay how do we sell you a better version of this so these ones are 2 milligrams of nicotine these ones are 4 mg so if I have a box of the same size but i s you a 4 migr version then it might be a higher quality or maybe the nicotine in this one comes from a magic plant in the Amazon either way we sawell a higher quality version if I were selling

[39:04] YouTube https://youtu.be/AN2KpRBsmRY?t=2337 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
burgers instead of selling mystery meat you could sell sirloin burgers right if you're selling iPhone cases it would go from plastic to Kevlar it would go from uh plastic to metal or wood we have a higher quality version of whatever it is that we sell and if you're selling services there's a zillion ways you can

[39:20] YouTube https://youtu.be/AN2KpRBsmRY?t=2353 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
make more valuable but it's like you have higher uh quality Representatives who are going to be answering your thing you have priority support you get answered first uh you have extended hours so you get more times all of those things are different versions of higher quality the next is that you can do the equal opposite you decrease the quantity

[39:35] YouTube https://youtu.be/AN2KpRBsmRY?t=2368 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
you decrease the number that someone buys so instead of buying 160 pieces you just buy 20 so you can have a down sell now the reason that this can make you more money is that it actually makes you more money per person you talk to not per customer and so with this is you make money here when you take a no and turn into a yes so it's taking a no a small no turning into a small yes and then later you have all these other things to turn into a big

[40:00] YouTube https://youtu.be/AN2KpRBsmRY?t=2393 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
40 minutes yes and then finally we go from something that's higher quality to something that's lower quality so is there a version of your product that could be the the the discount version the economy class version and with Services it's literally the equal opposite you have Junior reps who answer it you have extended times you don't get calls you only get chat support it's all just thinking what are different ways all the components and features that I have with my service most times if you

[40:24] YouTube https://youtu.be/AN2KpRBsmRY?t=2417 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
have a service you just have you haven't even defined all the stand standards you have you just need to think through every single thing what about speed what about quality about who they're talking to what about the medium they're on is it one to many is it one-on-one is it recorded is it live like all of these things are factors that make something more or less valuable and so with

[40:40] YouTube https://youtu.be/AN2KpRBsmRY?t=2433 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
physical products the same idea except it's usually going to be the ingredients and how new it is this is an older model those are all things that decrease the quality and so when you're looking at this these are the eight ways that you can get any customer to be worth more and so if you're a beginner you want to know the easiest one of these to make

[40:55] YouTube https://youtu.be/AN2KpRBsmRY?t=2448 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
more money charge more for the exact same thing and often times when you're a beginner you want to start low so it's okay but what I would recommend doing is what I call the five to five to five model so basically every five you sell you bump it by 20% all right very easy so if we're at $5 for our gum here the first five people if everyone buys no

[41:19] YouTube https://youtu.be/AN2KpRBsmRY?t=2472 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
problem we bump it to $6 so $5 goes up 20% it goes to $6 and if the next five buy no problem then we go up to 720 and we keep going up by 20% and you can keep doing this Forever Until people stop buying and so then you just look at how much gross profit do I have times the conversion rate and that gives you your perfect price and so I'm telling you you might be worried about what if what if I sell fewer people you just have to do the math and you never discount in order

[41:46] YouTube https://youtu.be/AN2KpRBsmRY?t=2499 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
to make a sale you can choose to test your price but you have to stick with it for the number that you said you would the second easiest one of these to do besides obviously raising the prices over time is just getting people to buy more stuff this one requires nothing new from you this one also requires nothing new you're just asking them to buy again

[42:02] YouTube https://youtu.be/AN2KpRBsmRY?t=2515 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
next month this one gets them to buy more today and so these ones are among the easiest that you can do as a beginner this one decreasing cost super valuable for you usually takes more time for you to negotiate with vendors get economies of scale things like that but still valuable all these other things are things that you add to the business

[42:19] YouTube https://youtu.be/AN2KpRBsmRY?t=2532 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
which creates more products not say anything wrong with that but it's typically a more advanced move so these three right here are the ones that you want to focus on if you're a beginner and this is a concept that you should understand how to master this is the language of business and so it doesn't matter what we're talking about you

[42:35] YouTube https://youtu.be/AN2KpRBsmRY?t=2548 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
should be able to apply all eight of these to anything so if I'm selling whiteboards I say okay I can raise the price of this whiteboard next is I can get people to buy more whiteboards over an extended period of time wasn't that one great wouldn't it be great if you had more of those for your team or I could get them to buy five whiteboards

[42:50] YouTube https://youtu.be/AN2KpRBsmRY?t=2563 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
today one for every room in their office right uh or I could say hey this is a you know flimsy metal uh whiteboard let me get you a wood one it'll look better on camera or I can make it higher quality by saying hey I won't put my logo on yours so that it's not in all your camera shoots the next is I can

[43:06] YouTube https://youtu.be/AN2KpRBsmRY?t=2579 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
decrease how much it costs me to actually manufacture each of these whiteboards this also increases my profit the next thing is I say okay you got these whiteboards but what about your paper right that you know what would go great with your whiteboard rolls of paper the next is okay uh can I decrease the quantity okay so instead of

[43:22] YouTube https://youtu.be/AN2KpRBsmRY?t=2595 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
buying five you buy one right and then in terms of quality we go the other direction so instead of buying this wood one you buy this metallic one and if you're starting with metallic then maybe you should go from this metal one to really flimsy metal or an older model you should be able to apply this to anything you sell and once you've

[43:38] YouTube https://youtu.be/AN2KpRBsmRY?t=2611 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
mastered this you can become a master of increasing the lifetime value AKA how much people spend with you imagine this bucket is your business and imagine this is new customers coming in the door if you don't fix this leaky bucket they're never going to be able to stack up and so once you fix it you can flow all as much as you want but now you're keeping your customers and your Revenue

[44:02] YouTube https://youtu.be/AN2KpRBsmRY?t=2635 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
compounded and if you do that for a long enough period of time while we wait for my friend over here to fill up the bucket this is a cyber truck and this is 100 Grand and in the next 30 days September October November December each month in 2024 I'm giving one of these to someone who's watching this video right

[44:18] YouTube https://youtu.be/AN2KpRBsmRY?t=2651 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
now and so the way that you win this stuff is by building the largest group on school within the next month and last month's winner just to give you some context got you about $50,000 per month in recurring revenue and we make it pretty easy so right now one out of two people who starts a community on school

[44:32] YouTube https://youtu.be/AN2KpRBsmRY?t=2665 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
that's paid makes at least $1 online and often times it's a lot more than that in fact right now the average is $1,360 per month so no this isn't going to get you on the Forbes list but it can help get you started and so if that sounds at all interesting the best part is you can start your own community on school absolutely free going to

[44:49] YouTube https://youtu.be/AN2KpRBsmRY?t=2682 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
school.com games all right join the community have fun make money save the world and I'll see you on the other side and if you keep doing it over dive you'll have more money than you know what to do it and you'll be overflowing with customers and cash and that's how you create a cash flow explosion and once you got people buy it and people are buying again and again again now you're making a little bit more money but the next thing you

[45:15] YouTube https://youtu.be/AN2KpRBsmRY?t=2708 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
need is going to be help and so you're going to have to have other people help you along the way cuz this is how you scale and these are two mannequins that represent employees so let me share a framework with you that's really expanded my vision in terms of how companies grow and this has taking me years to develop but fundamentally I see

[45:31] YouTube https://youtu.be/AN2KpRBsmRY?t=2724 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
the size of a company is always going to be limited by the number of brains or the cumulative knowledge that exists within the company and so that should make some sort of sense like the amount of total knowledge that that exists is going to be the potential of the business which is why as entrepreneurs you have to learn more because if you make your brain bigger and you make your knowledge base bigger look how much bigger the company can get but the thing

[45:55] YouTube https://youtu.be/AN2KpRBsmRY?t=2748 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
is is that you don't realize that you can get three or four or five other people's lives built into the business by saying hey I don't need to learn Finance I'm going to go find somebody who's got 20 years of Finance experience in this industry hey I don't need to learn HR and recruiting Because I'm

[46:11] YouTube https://youtu.be/AN2KpRBsmRY?t=2764 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
going to go find somebody who has that experience because what happens is once you do that the potential of the business you can't even see it because the peak would be all the way up here and so this is the big unlock this is how Steve Jobs built the biggest you know one of the biggest Tech companies

[46:27] YouTube https://youtu.be/AN2KpRBsmRY?t=2780 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
in the world it wasn't because he knew how to build the iPhone he knew how to build the team sh that could build the iPhone and so the most valuable skill set fundamentally that you can have as a business owner is the ability to get other people to do stuff for you and so on one level you have the influence to get them to want to do that thing for you and then everything else after that is enabling them to know how to do the

[46:49] YouTube https://youtu.be/AN2KpRBsmRY?t=2802 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
right stuff and so the first is the persuasion side now that I think I covered during the closer stuff that's going to be the values you have what you present and if people really admire you and that's where you have to continue to level up yourself this is the who you are part in order to attract the best talent but once you have good talent how

[47:05] YouTube https://youtu.be/AN2KpRBsmRY?t=2818 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
do you make sure that they know how to do the right stuff and so I call this the Management Diamond all right so it's very simple so I reversed this from if somebody doesn't do what I want them to do why would that be the first reason is they didn't know that you wanted them to do it at all because you hadn't told

[47:23] YouTube https://youtu.be/AN2KpRBsmRY?t=2836 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
them or you weren't clear about it now if they know that you wanted them to do it it they might not have known how to do it because they're like okay I got that you wanted me to do it but I just don't know how the third is that they knew how they knew that and how but they didn't know when you wanted them to do

[47:39] YouTube https://youtu.be/AN2KpRBsmRY?t=2852 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
it by so they could have just been totally able they just didn't know that you wanted it right now the next is they knew that how and when but they didn't have any motivation to do it they didn't know why you wanted them to do it and so when I think about each of these things you can actually solve this so you solve

[47:55] YouTube https://youtu.be/AN2KpRBsmRY?t=2868 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
this through Comm so this is through clear communication where you include the deadlines which is here what you saw for this one is that whenever you include what you want someone to do you give them a Time duration and then you ask them how long they expect it's going to take to solve the how what we do is we have the 3DS which is document which

[48:13] YouTube https://youtu.be/AN2KpRBsmRY?t=2886 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
is you figuring out a checklist of exactly what you do because often times when you're a beginner or when you're starting your own business you have to do every single job and so you know how to do the job better than they do the problem is in the beginning you're more unconsciously competent or you do a lot of other things that you don't know that you do which is what makes you

[48:29] YouTube https://youtu.be/AN2KpRBsmRY?t=2902 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
successful you're like no one can sell like I can sell what it really means is I don't know how to teach anyone like I can sell and so that means it's a deficit on you not a deficit on them and so the first thing you do is you document step by step through a checklist what you do to get the result whether it's making a website or it's

[48:45] YouTube https://youtu.be/AN2KpRBsmRY?t=2918 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
doing outbound or it's doing sales or making content whatever it is you document step bystep what you do the next is you demonstrate it which means you do it in front of them using the document so you say hey let me show you how I'm following the checklist and then look at what happens so I follow the

[49:01] YouTube https://youtu.be/AN2KpRBsmRY?t=2934 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
checklist and look at what happens and they gain trust in the checklist in the documentation and so after you've documented and you demonstrated in front of them then they duplicate which means they now do it in front of you using the same document and if they get the same outcome as you do using just the

[49:17] YouTube https://youtu.be/AN2KpRBsmRY?t=2950 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
document then you have duplicated the skill and now they can do it and so they know how now finally the why is a question of motivation so I'm not going to be able to solve human motivation in one video but what I will say is explaining and leveling up what this thing does within an organization a lot of people do want to do a good job and they do want to be contributing

[49:39] YouTube https://youtu.be/AN2KpRBsmRY?t=2972 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
members of society but a lot of times we haven't explained how what you do here feeds this overall machine which hopefully does some good in the world and so it's simply explaining in simple terms how customer service for example it's like hey you do customer service and you respond to tickets using this

[49:56] YouTube https://youtu.be/AN2KpRBsmRY?t=2989 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
process we get happier customers happier customers stay longer pay more and refer their friends and if we want to have this big mission one we want to make sure we're delivering to the people that we're currently serving but on top of that we want to be able to help more people over time and so you very much are important to our whole business to

[50:12] YouTube https://youtu.be/AN2KpRBsmRY?t=3005 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
success and so if every person in the organization knows how they tie what they do directly or indirectly to you being successful as a business then they have a larger motivation for why they should do it and so if you ever have a conversation where you're like why is my employee not doing anything I would also suggest using this as a framework

[50:29] YouTube https://youtu.be/AN2KpRBsmRY?t=3022 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
because then it's not none of these blame them you say hey John I asked you to do this and then you didn't do this and so help me understand was it that you didn't know that I wanted you to do it because I see this message here so was that part unclear is it that you didn't know how to do it was it that you didn't know when to do it by you didn't know why to do it and let me give you the bonus number

[50:52] YouTube https://youtu.be/AN2KpRBsmRY?t=3045 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
five was there something blocking you and so this is actually one of the most common ones of the diamond because what 51 minutes it is is for example hey I could have the best chef in the world and I say hey make me an omelette he understands what baking omet is he knows how to do it and I say make it for me right now he's

[51:08] YouTube https://youtu.be/AN2KpRBsmRY?t=3061 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
motivated because he's on live television what's the problem he ain't got no eggs and so the whole point is and I had this I'll give you a real example with my team I was like Hey guys why are you guys not getting these edits out on time and they were like ah we want to spend more time at home we want to spend it at the headquarters and I was like I built this massive

[51:24] YouTube https://youtu.be/AN2KpRBsmRY?t=3077 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
headquarters for you guys like why are you not spending time here and so it turned out they knew how to do it they knew that I wanted it they knew when they needed to buy they were very motivated to do it the problem was the internet at our headquarters wasn't fast enough they were way faster at home and so we spent 200 Grand to get Google Fiber drilled down into the building so

[51:40] YouTube https://youtu.be/AN2KpRBsmRY?t=3093 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
we get a gigabyte a second now and now they all edit here and so the thing is is a lot of times as a as a boss or an owner you have to see what are the things that are blocking because most people do want to do their jobs but this little five five five-part framework this diamond is one of the most valuable tools I have because this actually makes

[51:57] YouTube https://youtu.be/AN2KpRBsmRY?t=3110 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
a productive discussion cuz either you can solve the constraint for them or you find out that you've got somebody who despite all of these thing still chooses not to do it in which case maybe it's not a good fit for them so we had a a new sales rep that came in uh and we were really excited about him and he you know he seemed really sharp really

[52:14] YouTube https://youtu.be/AN2KpRBsmRY?t=3127 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
understood what was going on and within three days he was doing all of the stuff but he came to us and was like I really hate this now that's something that I can't fix if you hate you know talking to new people and talking to customers or talking to prospects all day long then sales is probably not for you now that being said we also want to break down like hey everything's got periods of suck you got to learn skills things like that but if I check every one of

[52:39] YouTube https://youtu.be/AN2KpRBsmRY?t=3152 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
these boxes and someone says checks all of them and nothing's stopping them except for themselves then it makes the conversation really easy it's like dude I don't want you to do something you don't want to do no worries so boom why do I bring a tripod here if you're like what are the three pillars of business these are the three pillars of businesses Alex understands them the

[52:55] YouTube https://youtu.be/AN2KpRBsmRY?t=3168 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
first the for the spear is acquisition that's marketing and sales that's letting people know about your stuff and getting them to exchange money in order to get it the second pillar is delivering that stuff so someone advertises someone sells and then someone has to create and deliver the iPhone so once you advertise and you

[53:11] YouTube https://youtu.be/AN2KpRBsmRY?t=3184 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
sell now you have to deliver the product you got to give the person the iPhone so that comes from the design that's product that's distribution that's delivery in service businesses that's customer success that's onboarding that's delivering the service itself that is all the stuff that goes into this delivery it's how you fulfill the

[53:27] YouTube https://youtu.be/AN2KpRBsmRY?t=3200 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
promises that acquisition made the third one and this is the one that a lot of people forget and this often limits businesses is operations so this is everything else that's not included in these two but that support these two so think it legal Finance payroll HR recruiting all of that stuff supports these two other functions these are the core value creators in the business you got a market and sell stuff you got to

[53:51] YouTube https://youtu.be/AN2KpRBsmRY?t=3224 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
deliver that stuff but everything else that has to exist in order for these two to continue to function you got to pay taxes you got to pay payroll you got to send people checks right these are all things that must exist but most entrepreneurs are severely lacking and this is sometimes where the biggest

[54:07] YouTube https://youtu.be/AN2KpRBsmRY?t=3240 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
outside help can come and help expand the overall business so that the potential of how big the thing is that you want to build can get so much bigger and then you just keep adding more and more people to this and you keep expanding the stool but the Three core pillars of the business remain unchanged and so if these are the three pillars of the business and you want to take a partner on so let's say that I want to

[54:31] YouTube https://youtu.be/AN2KpRBsmRY?t=3264 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
take this partner not necessarily a life partner but I want to take a partner on in my business because this happens a lot really early and usually it's because there's so much work and you have no capital and you're like well you know what if two of us work at least twice as much stuff will get done the problem is most Partnerships come from two guys or two gals who are buddies and

[54:48] YouTube https://youtu.be/AN2KpRBsmRY?t=3281 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
say hey let's get like we have fun hanging out let's and we love talking about business let's do business together but the problem is let's say they both love marketing and sales or they both love product or they both love operational stuff just like people and things like that well then you actually are super uh topheavy and what happens

[55:05] YouTube https://youtu.be/AN2KpRBsmRY?t=3298 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
is this goes like this because you're over over indexed on one and the tripod Falls over and so you want to be balanced in the business so that the business can continue to scale proportionately across all functions and so if somebody is going to partner with you they have to have a skill that you don't have time you don't have or Capital you don't have and from the skill perspective it means they have to have one of the other legs of the stool

[55:29] YouTube https://youtu.be/AN2KpRBsmRY?t=3322 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
that you don't have from a capital perspective that might be the thing that flows into the business that allows these people to work in the beginning when it might not be as profitable or for you to buy inventory for you to buy a machine that you're going to do the equipment with or let's say it's you sending the capital somebody else is going to be running the business on your

[55:44] YouTube https://youtu.be/AN2KpRBsmRY?t=3337 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
behalf as an operator or owner now they're putting in time or energy that you don't have because you're doing other stuff congrats you're now done with level two more money and now it's time to go to level three so here we are on level three and I want to Quick take a quick pause to invite you if you're a business owner doing

[56:02] YouTube https://youtu.be/AN2KpRBsmRY?t=3355 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
over a million dollars a year and you'd like to scale to the next level I want to invite you to come out to our workshops here in Vegas to my headquarters to meet with me and my team each of my functional directors who are working with companies in my portfolio doing hundreds of millions of dollars a year to help you

[56:26] YouTube https://youtu.be/AN2KpRBsmRY?t=3379 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
have advertising go from 1 to 10 we know what it looks like to have delivery go from 10 to 30 we know what it like looks like to have Finance go from 30 to 100 and so we can help you DEC constrain those things and help you ultimately scale if that sounds at all interesting I'm sure the URL is around here and we'd love to have you out otherwise keep

[56:41] YouTube https://youtu.be/AN2KpRBsmRY?t=3394 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
enjoying the vid let's go to the first level of level three keeping your advantage so things are working people are working for you you're making sales now we want to expand the gap between you and everybody else and if you're like why is there a big seesaw here I'll explain in a second but the fundamental Crux of all this this is the big word

[56:57] YouTube https://youtu.be/AN2KpRBsmRY?t=3410 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
leverage which is let's define it how much you get for what you put in so leverage doesn't mean good or bad it's just how much you get now if I do this many times and let's say I'm pumping something then I'm doing more repetitions and the amount of Leverage I get is proportional to the size of this lever right now if I want to get more for what I put in then it means I would extend this lever all the way out here

[57:22] YouTube https://youtu.be/AN2KpRBsmRY?t=3435 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
and i' would get more for every push if I wanted to have less which why would you I would put my heads here and I have a much smaller lever so it's much harder to do the same amount of work and so how much you get is leverage High Leverage is I get a lot for what I put in low Leverage is I get very little for what I put in and so there's lots of forms of Leverage in a business and the idea is that you want to have as many working

[57:45] YouTube https://youtu.be/AN2KpRBsmRY?t=3458 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
for you at the same time as seemly possible so I'll give you a couple examples so one one that I've built mine on is brand it's reputation so that means that if I have a brand versus is not having a brand the brand gives me leverage in a lot of ways so number one is I have higher click the rates if I

[58:02] YouTube https://youtu.be/AN2KpRBsmRY?t=3475 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
run an ad with a trusted figure then more people will click than otherwise would have normally without a brand that means I get more for what I put in high leverage second I get higher conversion rates and so the people who click also have a higher likelihood of opting in following through and ultimately buying and once people do that then they're able to say yes or they're

[58:25] YouTube https://youtu.be/AN2KpRBsmRY?t=3498 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
willing to say yes at higher prices another form of Leverage is people if I can get more for what I put in I only lived one life one lifespan but I can get somebody else's life basically their experience to help Propel my business towards my goal then I get my life plus their life and so that gives me more leverage so I want to make this real for

[58:49] YouTube https://youtu.be/AN2KpRBsmRY?t=3522 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
you so imagine you see an advertisement for this blank t-shirt all right are you inclined to buy it probably not unless you're just in the market for white t-shirts but all of a sudden if you see this one right next to it you might have a much higher likelihood of clicking converting and then buying at a higher price so literally if these are side by side this might be $30 and this might be $5 and you still might be more likely to

[59:14] YouTube https://youtu.be/AN2KpRBsmRY?t=3547 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
buy this one that is the leverage that bring gets you because they for the same ad and the same dollars get more sales for what they put in and you can see leverage everywhere if I write code and I write it one time and then millions of people use it that gives me leverage I did work once people use it millions of

[59:30] YouTube https://youtu.be/AN2KpRBsmRY?t=3563 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
times so for example if I write a book then it takes me x amount of time to write the book but once the book's written I don't have to work again for the book but if people keep telling their friends about the book and saying it's good then it continues to sell copies and spread the word that's leverage I'll give you another one so if

[59:46] YouTube https://youtu.be/AN2KpRBsmRY?t=3579 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
I get if I do this in the beginning I'm probably really inefficient at it but if I do this for days and days on end I probably realize I got to put my weight on it you know what I can lock my arm out so I don't have have to use my muscles and I can just lower my weight on this thing so my skill gets better and so I get more per unit of effort and

[1:00:03] YouTube https://youtu.be/AN2KpRBsmRY?t=3596 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
so skill is also another form of Leverage and so one of the most important relationships to get leverage earlier on in your career is understanding what work is so work which is what you do every day is volume times leverage equals output which means work equals output so it's not about how hard you work it's about how much you get for the work you do and

[1:00:34] YouTube https://youtu.be/AN2KpRBsmRY?t=3627 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
so if I have a lot of Leverage awesome but if I have a lot of Leverage and I do a lot of repetitions then I get even more output and so the thing is and this is what people don't understand is in the beginning you need to do volume because volume gives you skill skill is leverage and so for example let's say I'm doing cold calls in the beginning of

[1:00:51] YouTube https://youtu.be/AN2KpRBsmRY?t=3644 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
my career if I do 100 cold calls and somebody who's been doing cold calls for 10 years and has an amazing skill set does 100 cold calls he's going to get more appointments booked than I will and so for the same work same volume he's going to get more output so in a very real way he worked more than I did he got more for what he put in and so there

[1:01:08] YouTube https://youtu.be/AN2KpRBsmRY?t=3661 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
is a reciprocal relationship between volume and leverage because the more you do the better you get and the better you get the more you like it the more you like it the more you do it and so this is The Virtuous cycle of work but you have to get started in the beginning when you have low leverage and so the

[1:01:24] YouTube https://youtu.be/AN2KpRBsmRY?t=3677 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
only thing you can do is compensate with volume it means you have to do a thousand door knocks a thousand cold calls a thousand cold emails a thousand pieces of content so that you can start getting good and so one of my favorite and least favorite sayings is work smart not hard because the reality of it is

[1:01:41] YouTube https://youtu.be/AN2KpRBsmRY?t=3694 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
that you have to work hard in order to work smart and so now we just finished keeping your advantage so you've made even more money and you're continuing to scale your business and so now we move on to the next part of level three sticking with it because if everything's going well the only thing that can stop

[1:01:58] YouTube https://youtu.be/AN2KpRBsmRY?t=3711 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
you is you and so I'll give you one of my favorite quotes from Charlie Munger which I'll paraphrase he more or less says compounding is the eighth wonder of the world and the objective of compounding is to never interrupt it and so he talks about this to stop people from day trading and getting people buy

[1:02:13] YouTube https://youtu.be/AN2KpRBsmRY?t=3726 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
in and out of stocks he says you should be willing to buy a company and have the stock market be closed for the next five years because you bought a share of a company and you believe it's going to go up for a long period of time so that's why you buy high quality businesses but the concept of not interrupting compounding is one of the key

[1:02:29] YouTube https://youtu.be/AN2KpRBsmRY?t=3742 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
philosophies that I have around focus focus is one of the most important things of entrepreneurs and if you talk to the most successful entrepreneurs they talk about ruthlessly focusing for long periods of time and Steve Jobs was famous for grilling his direct reports and asking them when he would start meetings what have you said no to lately and so I Define focus by the

[1:02:52] YouTube https://youtu.be/AN2KpRBsmRY?t=3765 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
quality and quantity of things you you say no to so if you say yes to many things then you are not focused if you say no hypothetically to literally everything except for one thing you would Define that person as incredibly focused probably obsessive but like imagine a kid for example who did nothing but play video games all day he's incredibly focused on video games he doesn't eat he

[1:03:18] YouTube https://youtu.be/AN2KpRBsmRY?t=3791 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
doesn't sleep I'm saying hypothetically does nothing else he's incredibly focused at some point I'm not saying you do that but it points out the hypothetical stream of what Focus really is and so some people claim to be focused but it's not are you focused or not it's how focused are you and so if you followed any of my stuff at all I

[1:03:35] YouTube https://youtu.be/AN2KpRBsmRY?t=3808 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
talk about the woman in the red dress and the reason I love this analogy is it's perfect so in The Matrix there's this moment if you haven't seen the movie where Morpheus who's the guide or the teacher in the story is teaching Neo the main character about how the Matrix works and so they're walking through a

[1:03:50] YouTube https://youtu.be/AN2KpRBsmRY?t=3823 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
crowded City he's talking about something and he says were you looking were you listening to me or are you looking at the women in the red dress and he says 'what and he says 'l again and he says and when he looks again there's a gun pointed at his head and so he says if you're not one of us you're one of them and so these are agents

[1:04:04] YouTube https://youtu.be/AN2KpRBsmRY?t=3837 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
agents basically are the things that disrupt everything in the system and so what appears to be a woman in the red dress what appears to be this shiny object this amazing thing that catches your attention this big opportunity you think you should leave your current thing for that is often an agent in

[1:04:20] YouTube https://youtu.be/AN2KpRBsmRY?t=3853 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
Disguise meant and sent to kill you and destroy your progress and your focus but let me tell you how deceptive this is and this is what it looks like for entrepreneurs and so there's five stages that I think entrepreneurs go through in the beginning you have uh zero right and then you have uninformed optimism which means that you don't know what you're talking about but it looks really good this is the grasses

[1:04:44] YouTube https://youtu.be/AN2KpRBsmRY?t=3877 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
greener on the other side then you have informed pessimism which is now that I got into it oh it actually isn't that easy to make money in this thing even though my cousin's doing he's actually been doing it for five years there's all these other things I didn't know about but now you know about it you're like o this is actually a little harder than I

[1:05:00] YouTube https://youtu.be/AN2KpRBsmRY?t=3893 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
1 hour, 5 minutes thought then if you keep going you have the valley of Despair this is where everyone gives up and everyone stops trying now what happens most times is they never get to step four what happens again well I'll tell you step four and then I'll tell you what happens to so step four is you get to informed optimism so now remember the optimism here now you're informed about

[1:05:22] YouTube https://youtu.be/AN2KpRBsmRY?t=3915 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
it so you're like okay I get what it takes to make this work and I can see a way for me to win and then finally you get to here which is you achieve the goal right you do what you set out to do to begin with but you have to go through the valley of the spirit this happens in every single business especially when you're starting out but what happens for most entrepreneurs is dotted

[1:05:45] YouTube https://youtu.be/AN2KpRBsmRY?t=3938 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
line they start it all over again and so they say oh you know what I'm GNA go find my point of uninformed optimism because there's another thing it's not Drop Shipping it's crypto it's not crypto it's wholesaling it's not wholesaling it's insert whatever opportunity you think is quick and easy and I promise you none of them are because think about it this way if something were quick and easy everyone would do it and already be winning so I

[1:06:09] YouTube https://youtu.be/AN2KpRBsmRY?t=3962 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
want to break this myth in half because I think it's so important because it is the number one thing that destroys most businesses is disrupting compounding and I think part of the reason that this myth is proliferated is because the people who are selling you that myth make money on you buying their solution

[1:06:25] YouTube https://youtu.be/AN2KpRBsmRY?t=3978 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
and so what they is they say oh the average millionaire has seven income streams right and so you think oh millionaires have seven income streams therefore I have that's like saying oh the average billionaire has a private jet therefore I should fly private to be a billionaire it confuses sequence it's

[1:06:41] YouTube https://youtu.be/AN2KpRBsmRY?t=3994 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
not that you get tall when you play basketball it's that tall people play basketball and so for you in your career most people who make a lot of money Focus all of their eggs in one basket and then once they've achieved all the success then they diversify but after they diversify their returns go down not up Bill Gates for example if he had never sold his Microsoft shares right

[1:07:06] YouTube https://youtu.be/AN2KpRBsmRY?t=4019 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
now would be a trillionaire he'd be worth one and a half trillion today instead he's worth 100 to 150 billion and the main reason is because he Diversified after he focused all of his wealth building into Microsoft now Steve Balmer his number two man in the very beginning had a much much much smaller share so I think Balmer has like two or three 3% a tiny slice of Microsoft Bill Gates had 49% when they went public so

[1:07:30] YouTube https://youtu.be/AN2KpRBsmRY?t=4043 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
he had half the company and so today Steve Balmer his number two is almost as wealthy as Bill Gates because he has stayed focused this whole time and never liquidated his shares and continued to grow in Microsoft and so they want to feed you this myth that somehow 17th of you splits between all these things they say try a bunch of stuff see what works the reality is any of these things can

[1:07:54] YouTube https://youtu.be/AN2KpRBsmRY?t=4067 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
work if you concentrate all of your attention into one then see overflows then that is how you get an overflowing opportunity you keep working it you keep doubling down on it and you say no to the woman in the red dress because you know that she's just the value of Despair she's just an agent in Disguise and if you stick with it you will win and that's the thing that separates the

[1:08:19] YouTube https://youtu.be/AN2KpRBsmRY?t=4092 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
people who win from the people who don't is that they can just keep saying no to everything else they keep saying yep you know what that's an amazing opportunity for someone else that's an amazing opportunity for someone else and let me show you this mathematically so let's say that you're in your third month your

[1:08:36] YouTube https://youtu.be/AN2KpRBsmRY?t=4109 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
third week your third year whatever increment you want of you developing some skill right you continue to get a little bit better every single year fine now you see this new opportunity that you're a ground zero for and you think man I think I could grow faster by doing this thing and so you have to reason let's say that you're on year four of opportunity number one that instead of

[1:08:58] YouTube https://youtu.be/AN2KpRBsmRY?t=4131 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
saying okay well I'm going to go to you know I'm going to go to my fifth year so you're not you haven't done this yet so this is hypothetical instead you say you know what I'm going to start this new opportunity and new opportunity I'm going to be here which is higher than where I was before and it's going to be a double the rate okay but now I'm on year two here guess where I'm going to be if I'm on year two past this on this

[1:09:16] YouTube https://youtu.be/AN2KpRBsmRY?t=4149 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
opportunity and so you can't compare year two here to year two here you have to compare year two here to year five here and so this increment I promise you it's significantly easier to take something from $10 million to $15 million than it take from zero to five in a year so you finished keeping your advantage and sticking with it and you've made even more money we just keep

[1:09:39] YouTube https://youtu.be/AN2KpRBsmRY?t=4172 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
making money we're crazy and so we move on to the last and final step of level three get better and keep getting better and so one of the key skills that I've developed over my career that I want to share with you is the ability to learn but not in the way that you might think traditionally and so what happens is sure in the beginning you want to get from courses and experts and things like that but over time what you want to double down

[1:10:02] YouTube https://youtu.be/AN2KpRBsmRY?t=4195 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
on is volume because what volume does is it gives you data and then data you can do something called a common factors analysis so let's say that I make 10 pieces of content okay these are my 10 pieces of content hopefully that's 10 all right now that means that within those top 10 pie those 10 pieces of content there's going to be a top one and there's going to be a bottom one and this is going to be the one that did better and this is going to be the one that did the worst and so what I want to

[1:10:27] YouTube https://youtu.be/AN2KpRBsmRY?t=4220 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
do is see what did the top 10% have that this one didn't have what are the discrepancies between these two and those discrepancies are the golden nuggets that build together to help you acquire skills and so one of the things that people shy away from in the beginning is how low leverage you are you have no Capital you have no friends you have no other people who can help you out so it's just you and when you

[1:10:50] YouTube https://youtu.be/AN2KpRBsmRY?t=4243 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
start you suck but the thing is is that the pain of how bad it is and how hard it is in the beginning is the thing that forces you to seek out better ways to do it and so you have to go through that pain so that you can seek out these improvements and then all of a sudden you figure out a new way to use that lever that takes on Tenth of the time you figure out how to tweak your email headings to get way more open rates or you tweak your offer to get way more

[1:11:14] YouTube https://youtu.be/AN2KpRBsmRY?t=4267 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
responses or you make your ad hooks better so you get higher you know people clicking the ad all of those things are skills and so this pain and this volume and this is the poor part getting a feedback loop going is what creates skills so it's not just doing a lot you have to do a lot so that you can see what works so that you can get better fundamentally common factors analysis is

[1:11:36] YouTube https://youtu.be/AN2KpRBsmRY?t=4289 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
how I learn everything because a lot of the skills that I have to learn now are things that no one teaches there's no courses for what I for what I'm trying to learn now and so I have to just try a lot of things and see huh what are the top 10% have in common and this works for figuring out your customer Avatar

[1:11:52] YouTube https://youtu.be/AN2KpRBsmRY?t=4305 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
you're like hey what are my top 10% of customers what do they have in common in terms of what they did and who they are what are the bottom 10% what did they do and who are they okay well I want less of those and more of these and so this is a continuous loop that you do on your customers the same thing works in your

[1:12:07] YouTube https://youtu.be/AN2KpRBsmRY?t=4320 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
content what are the top 10 pieces and the bottom 10 pieces what are the top 10 ads and the bottom 10 ads what are the top 10 uh perfect sales scripts in terms of recordings what do we say differently on those calls than we said on these calls it literally applies to everything and that continuous loop of progress and

[1:12:23] YouTube https://youtu.be/AN2KpRBsmRY?t=4336 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
feedback is how you get better and that is the core of Leverage from a skills perspective and so right now if you're watching this video maybe a million dollars is your goal and if it is your goal then you have to deconstruct it to what you need to do remember from the very beginning and what are the actions that I have to take and you take these

[1:12:39] YouTube https://youtu.be/AN2KpRBsmRY?t=4352 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
actions so that you can look at what worked and what didn't so that you can get better and so this is fundamentally how you create goals and know this isn't your mama's goal video because you've already seen that this isn't about smart goals this is about your relationship with your goals and this is something that I don't see people talk about but you have a relationship with your goals it is something that you're willing to sacrifice in order to keep and so when I

[1:13:03] YouTube https://youtu.be/AN2KpRBsmRY?t=4376 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
think about this for myself I had a conversation with Lea for example where I said you know what I Define love as what you're willing to give up in order to keep something and so you say hey man that guy Rod he must love that car because he's he continues to keep working on it over and over again it still doesn't work he must love that

[1:13:19] YouTube https://youtu.be/AN2KpRBsmRY?t=4392 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
thing because of what he's willing to put up in order to keep it and so if we think about that as the measuring stick of how much not do I love something or not but how much do I love something then you can see in a very real way how much do you really love your goals are you willing to lose a friend over it are

[1:13:34] YouTube https://youtu.be/AN2KpRBsmRY?t=4407 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
you willing to give that up in order to keep your goals are you willing to give up a girlfriend for it in order to keep your goals are you willing to give up a wife or a spouse for it in order to keep your goals for me the answer is honestly yes and the reason that I have such an intimate relationship with my goals sounds kind of weird is because my goals

[1:13:51] YouTube https://youtu.be/AN2KpRBsmRY?t=4424 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
have fed me more than anything in my life they have helped me become the person that I want to be because they have oriented my behavior to help me do the activities that create the character traits that create the outcomes and so I use that as my filter for the people who are in my world so if someone comes in my world and I think do I need to sacrifice my goals in order to keep you now a lot of times it's not an allout sacrifice sometimes I just ask

[1:14:16] YouTube https://youtu.be/AN2KpRBsmRY?t=4449 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
the question is my goal achievement more or less likely with this person in my life and often times it's just neutral which then for me is okay well then you're going to drain me of resources that don't get me to my goals that I could otherwise those marbles that I could otherwise keep focused on the main thing which means I have to say no to

[1:14:33] YouTube https://youtu.be/AN2KpRBsmRY?t=4466 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
this because I choose my goals over that now this may sound extreme and that's because it is but you can't want to be exceptional and not be willing to be the exception it is normal to be not normal to have not normal outcomes if you can't expect this is a preference thing from the closes you can't want my outcomes but want it your way if you change the variables you change the outcome and

[1:14:57] YouTube https://youtu.be/AN2KpRBsmRY?t=4490 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
what I can tell you universally is that the people who achieve outsized returns are the ones who did outsized work and more specifically made outsized sacrifices in order to continue to be able to pour in to that which mattered most and so I'll I'll be real with you for a second I've hit my million dollar

[1:15:14] YouTube https://youtu.be/AN2KpRBsmRY?t=4507 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
goal I hit my $100 million goal and now I've been pretty public I'm trying to document everything that I do to hit a billion and Beyond and at the same time the billion dollar goal matters a ton to me and at the same time not at all because the billion dollar goal is not because I want to hit a billion dollars

[1:15:32] YouTube https://youtu.be/AN2KpRBsmRY?t=4525 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
for some reason I can't buy there's nothing I can buy at a billion that I can't really buy now that would that I can consume as an individual sure maybe I buy companies or buy big buildings or something like that but it doesn't actually change my day-to-day living but the reason that I hold on to that billion dollar goal is because I would like to meet the man who I would become

[1:15:48] YouTube https://youtu.be/AN2KpRBsmRY?t=4541 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
who's able to achieve that and so for me the quantitative measure of what my business has grown has been an indicator of my personal growth and so I have a belief that either your business is growing or you are and so when your business is grow is going down guess what you're usually growing a ton because it's painful and that's why they

[1:16:05] YouTube https://youtu.be/AN2KpRBsmRY?t=4558 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
call it Growing Pains not growing Joys it's not fun but the thing is is that most things in life aren't fun decline is painful stagnation is painful growth is painful the question is which of those pains get you closer to where you want to go follow the steps in this video and hit your million but you should want to make as soon as you hit

[1:16:22] YouTube https://youtu.be/AN2KpRBsmRY?t=4575 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
the million set it for 10 and as soon as you had 10 10 set it for 100 not because you need the money because but because you want to meet the man or woman who's capable of making that a reality the biggest gains in life the best players in life play Infinite games because the objective isn't to win you're not going to win at business like take it to the Natural extreme let's say you become the richest man in the world let's say

[1:16:46] YouTube https://youtu.be/AN2KpRBsmRY?t=4599 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
historically at the richest men none of them was the richest man for their entire lives they touch the top for a brief second for a year for two years and then they disapp appear or they die so it's this whole idea that's not even true you don't win the point of business is to stay in business that is why it's an infinite game the point of marriage is not to get married it's to stay married the point of fitness and health

[1:17:10] YouTube https://youtu.be/AN2KpRBsmRY?t=4623 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
isn't to get fit or get healthy it's to stay healthy and so most of the games worth playing in life are not finite games they're infinite and so if you can adopt this learning mentality then there is no end because you are the asset you are the outcome and so by saying that you are finished playing means that you are finished becoming and for me I don't want to stop getting better until the day I die so we started your journey to

[1:17:36] YouTube https://youtu.be/AN2KpRBsmRY?t=4649 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
your first Million by figuring out what skills you needed to have what knowledge you needed to know to get started then figured out who you were going to sell to then what you were going to sell them then figuring how to advertise and close in order to get them to buy then from there we increased how much they were worth by getting them to buy more times

[1:17:51] YouTube https://youtu.be/AN2KpRBsmRY?t=4664 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
then we recruited the people who need to be our team to help us along along the way and scale then we keep and expand our advantage through leverage and we stick with it to unlock compound and growth within the business and ourselves and then finally we get better through a continuous learning Loop and that is how

[1:18:08] YouTube https://youtu.be/AN2KpRBsmRY?t=4681 || If I Wanted To Become a Millionaire in 2026, This Is What I’d Do [FULL BLUEPRINT]
you get to your first money and if you enjoyed this click the next video which is 13 years of brutally honest business advice because at this point hopefully you'll have your first million or be on the way to it and then I'm going to get you with some harsh truths of getting from 1 to 10 and Beyond


VIDEO
TITLE: You Might Make More Money From Affiliate Links Than Clients
URL: https://youtu.be/AhYCD0CmePI
PRIMARY_TOPIC: mindset
TOPICS: mindset, offers, niche, leads

[0:00] YouTube https://youtu.be/AhYCD0CmePI?t=0 || You Might Make More Money From Affiliate Links Than Clients
Not an expert yet, but I have close to three years of personal experience in my niche. My free group helps people design and start growing food based on location and available space. Question: How do I get my first paid client? Okay, I actually really like this. Like, you actually did this. You've done this for

[0:17] YouTube https://youtu.be/AhYCD0CmePI?t=10 || You Might Make More Money From Affiliate Links Than Clients
a few years. You're clearly passionate about it. Um, I really think this is cool. So, uh I think so what's the So, you would know this better than me, but I don't know the avatar in terms of the pain point. So, I don't know if it's like not like not having chemicals because you're the one who's growing it,

[0:34] YouTube https://youtu.be/AhYCD0CmePI?t=27 || You Might Make More Money From Affiliate Links Than Clients
so you know what's inside of it. I don't know if it's like you want to have fresh. I don't know if it's being sustainable. Like, I'm sure that some people are going to have different like like basically I want to figure out what the promise is. So, the promise is like don't have to buy vegetables because you

[0:48] YouTube https://youtu.be/AhYCD0CmePI?t=41 || You Might Make More Money From Affiliate Links Than Clients
can grow them all your own. Like that's that has a money-saving component to it. and some of these other benefits. If it's like be chemical free within a year of using my system of growing fruits and vegetables or whatever, then that would be a different promise. So, I think getting really clear on and you're like,

[1:04] YouTube https://youtu.be/AhYCD0CmePI?t=57 || You Might Make More Money From Affiliate Links Than Clients
"Well, how do I figure that out?" You talk to people. So, I'm sure you're in like Reddit forums and things like that because this definitely feels like a Reddit type thing. Um, I would go in there and ask people like what like hop on calls, talk to people. If you're like, "Wow, that sounds like work." It's

[1:16] YouTube https://youtu.be/AhYCD0CmePI?t=69 || You Might Make More Money From Affiliate Links Than Clients
like, "Well, welcome to business." um you'll find out data about what they want and then as soon as it's like wow I wish someone would have helped me it's like I help people and this is like I give them my hookups for all my seeds I have you know and this is by the way for this particular business you might

[1:32] YouTube https://youtu.be/AhYCD0CmePI?t=85 || You Might Make More Money From Affiliate Links Than Clients
actually make more from affiliate stuff of like Amazon affiliate links for like jars and seeds and like whatever synthetic soil if you have to if people have to buy that because they live in the city um like you know watering equipment lights if you have to do that I'm thinking like a cannabis setup. I

[1:49] YouTube https://youtu.be/AhYCD0CmePI?t=102 || You Might Make More Money From Affiliate Links Than Clients
don't know. But like you know all of these, you know, maybe a humidifier. I don't know how this works, right? But you all of those things you might actually make more from the affiliate. So, interestingly, this type of business can sometimes lend itself to being a free community and they support you by

[2:05] YouTube https://youtu.be/AhYCD0CmePI?t=118 || You Might Make More Money From Affiliate Links Than Clients
using your affiliate link. So, there's a there's a business called um uh Garage Gym Reviews. It's on YouTube uh by a guy named Coupe. I I watch the channel because I I buy a lot of gym equipment and so he gets all these all the because he has a big reputation now and so he gets a lot of new stuff before

[2:20] YouTube https://youtu.be/AhYCD0CmePI?t=133 || You Might Make More Money From Affiliate Links Than Clients
it comes out and he reviews it and he gives really honest reviews and so for you it's like you can review six different jars, right? And he makes all of his money off of people clicking the affiliate links for gym equipment. And so you just always want to make sure that you're being honest about the

[2:33] YouTube https://youtu.be/AhYCD0CmePI?t=146 || You Might Make More Money From Affiliate Links Than Clients
reviews. Like don't say something's good if it's not good just because it has a good affiliate commission. And longterm you'll earn the relationship with that community. So that has that has two potential income streams because the nature of that business. Very cool.


VIDEO
TITLE: “Why Am I Making No Profit?”
URL: https://youtu.be/B-LAgU5EghY
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/B-LAgU5EghY?t=0 || “Why Am I Making No Profit?”
So, my name is Zach Lavine. We sell pain management services to New Yorkers. Okay. Um, integrative pain, so I amput um like old people, young people, women, men. It we have a bunch of avatars right now, which is potentially a problem. Brick and mortar. Brick and mortar. We're out of network insurance, which is a dying, which we'll

[0:19] YouTube https://youtu.be/B-LAgU5EghY?t=12 || “Why Am I Making No Profit?”
get to reason. We do 4.2 in revenue. But you're mostly insurance or you're mostly cash. Mostly insurance. Oh, mostly insurance. Out of network. Got it. Understand? Yeah. 4.2. Want to get to 20. Okay. Got it. We have three offices and don't know exactly how to transition out of the dying business model. Obviously,

[0:35] YouTube https://youtu.be/B-LAgU5EghY?t=28 || “Why Am I Making No Profit?”
our industry is growing. Yeah. So, what business model are you thinking about switching to cash? I have a bunch of friends who are in network and murdering it. In network, yeah. Why don't you get in network? We've just heard it's a grind comm you know it's commoditized down to the bottom. Race to the bottom. Yeah.

[0:52] YouTube https://youtu.be/B-LAgU5EghY?t=45 || “Why Am I Making No Profit?”
Why do you feel like the one that you have right now is dying from out of network? uh because reimbursements from payers are declining each year whereas inflation costs are going up. Um and because the amount of people who have out of network benefits is dwindling as well. It's mostly just corporate.

[1:08] YouTube https://youtu.be/B-LAgU5EghY?t=61 || “Why Am I Making No Profit?”
Um and that's even declining. Uh yeah, they're just getting smarter and they want to push everyone in network. So we're getting squeezed. Administrative burdens through the roof with prior off all this crazy So this is a therapy provider who bills insurance. He's dealing with an issue that a lot of uh out of network are

[1:26] YouTube https://youtu.be/B-LAgU5EghY?t=79 || “Why Am I Making No Profit?”
dealing with which is that reimbursements aka what insurance companies pay providers is going down but inflation and costs are going up and so that's squeezing their margins and for this individual he was making zero profit and so he felt like he needed to change his model quickly and so basically had two options. You get to go

[1:41] YouTube https://youtu.be/B-LAgU5EghY?t=94 || “Why Am I Making No Profit?”
in network, which is you have guaranteed customers, but you're getting in a lot of ways like lower quality customers that you know the government and things like that are paying for mass market insurance is paying for or you can go cash cash pay, right? Like you can people can just pay privately for

[1:56] YouTube https://youtu.be/B-LAgU5EghY?t=109 || “Why Am I Making No Profit?”
whatever you want. And so he felt more aligned with the cash payment. So either way though, I think understanding what strategy is required to win within each of those paths was kind of the real decision which is like what problem do you want to solve? Do you want to solve the problem of learning how to market

[2:12] YouTube https://youtu.be/B-LAgU5EghY?t=125 || “Why Am I Making No Profit?”
and sell customers? Because that's what it's like when you are in kind of the cash business, right? And if they've never done that before, then that's a real that's a real beast to get over. On the other hand, if you want to be in network, then it's going to be a business all about operational efficiency. It's about returns on

[2:26] YouTube https://youtu.be/B-LAgU5EghY?t=139 || “Why Am I Making No Profit?”
capital and basically how efficiently you can staff up and how low you can keep costs across the business because you have no pricing power, right? So it has to all be off of efficiency. And so those are basically the two paths that he had. And so I wanted to walk him through the the kind of the questions to

[2:41] YouTube https://youtu.be/B-LAgU5EghY?t=154 || “Why Am I Making No Profit?”
figure out which of those he felt more aligned with. And it sounded like he definitely wanted to go more the premium cash pay version. And so that was kind of the direction that I let him in. So you basically see it as like I could either go in network and then make your entire business model around operational

[2:54] YouTube https://youtu.be/B-LAgU5EghY?t=167 || “Why Am I Making No Profit?”
efficiency. Yeah. Um, which is which is I mean I've got somebody who murder it doing that. So I don't think there's anything wrong with that. Um, or alternatively you just go premium be the best and be be private, right? Be cash back. So the question is how do you transition it? Yeah. Yeah. I think we've decided as a

[3:10] YouTube https://youtu.be/B-LAgU5EghY?t=183 || “Why Am I Making No Profit?”
team collectively we just don't want to be a network. Sure. Because of the lifestyle, you know, whatever. I get it. So and who you deal with? Yeah. Yeah. A pain. Um, literally for you uh or really I guess for them. Uh so fundamentally I think you just have to think about this as basically starting a business over but

[3:26] YouTube https://youtu.be/B-LAgU5EghY?t=199 || “Why Am I Making No Profit?”
with resources already. You don't really have to think about the service. You probably have to think about the packaging itself like what's the what's the grand sim offer for this. Yeah. Um and you'll you'll have a number of like you're you're just going to become a normal business which is just like you

[3:42] YouTube https://youtu.be/B-LAgU5EghY?t=215 || “Why Am I Making No Profit?”
will run advertisements and you will make offers to people and they will come in and then they will take their credit card out and they will buy stuff from you. Um, and so it's probably more that it conceptually feels complex more than it actually is. And so it's probably a ripping the band-aid off thing, which is

[3:57] YouTube https://youtu.be/B-LAgU5EghY?t=230 || “Why Am I Making No Profit?”
that I would just out like So one is what channel of acquisition you going to use? I'm guessing right now is it mostly word of mouth? Yeah, it's referrals in business for a long time. Yeah. So um, one is you can start sell upselling existing customers. So like obviously they have what's covered from

[4:12] YouTube https://youtu.be/B-LAgU5EghY?t=245 || “Why Am I Making No Profit?”
insurance, but then um, you know, upselling other packages that'll get your team a little bit used to being like it's okay to pay us. That's from like a really tactical level. Uh but from an acquisition perspective, you've got content, you've got outreach, and then you've got you've got paid ads, right? And alternatively, you could have

[4:26] YouTube https://youtu.be/B-LAgU5EghY?t=259 || “Why Am I Making No Profit?”
affiliates. So, we have to pick. So, of those four things, which ones do you feel like you are better suited? So, from affiliates, it's like uh go to shoot, injury attorneys or like you want to find the the person that they're going to see prior to hitting you. I've tried a bunch of that and the issue

[4:40] YouTube https://youtu.be/B-LAgU5EghY?t=273 || “Why Am I Making No Profit?”
there is that they want to send in network or if you're injury attorneys to workers comp cases, which don't pay very well. So, you don't want to go from that perspective. So, you don't want to do affiliates. Content probably, in my opinion, probably isn't the the the best way. Um, so then you have outreach and you've

[4:55] YouTube https://youtu.be/B-LAgU5EghY?t=288 || “Why Am I Making No Profit?”
got paid ads. I'm going to bet paid ads is going to be your better bet since it's local. It's pretty straightforward. Um, operationally, it's not complex. Like running paid ads in a local area is like pretty easy. Um, you drop a pen, you do. You say we need more like so obviously we have a bunch of different types of

[5:10] YouTube https://youtu.be/B-LAgU5EghY?t=303 || “Why Am I Making No Profit?”
avatars. like really nail like how would you say going about you're probably going to end up finding that you have one to three offers that actually convert and then the remainder of your business will be upselling and cross-selling when they walk in the door. So instead of thinking about your business as having like

[5:25] YouTube https://youtu.be/B-LAgU5EghY?t=318 || “Why Am I Making No Profit?”
you know we have 15 services we advertise all 15. You're going to have one to three that convert really profitably on the front end and then the remainder of your business is cross-selling and upselling. So, it's like you're going to have the most efficient door into your business and then you'll end up just cross-elling and

[5:37] YouTube https://youtu.be/B-LAgU5EghY?t=330 || “Why Am I Making No Profit?”
upselling people and retaining people from from from there. And so, like in terms of next steps, it's you need to record an actual ad for an offer and then put it on Meta and then drop a pin on the map and do a 10 mile radius. Hopefully, all three are close together. And you'll run the ad. That'll then go

[5:54] YouTube https://youtu.be/B-LAgU5EghY?t=347 || “Why Am I Making No Profit?”
to either a CRM or if you're low tech, you can just go to a Google Sheets and then you can have your front desk call them within 60 seconds. And then if they don't pick up, call them again and get them booked. Because your time is valuable, you'll probably want to consider running some sort of highly

[6:10] YouTube https://youtu.be/B-LAgU5EghY?t=363 || “Why Am I Making No Profit?”
discounted assessment on the front end. So that'd be like a $200. Yeah. X-ray or something like that that they can get for 19 or 20. You don't care about that. You just want a credit card on file so that when they walk in the door, you have two things. One is that when they walk in the door, uh well,

[6:24] YouTube https://youtu.be/B-LAgU5EghY?t=377 || “Why Am I Making No Profit?”
one, you you want them to walk in the door because they paid. Two, you can charge a no-show fee if you want to. Um but typically if you're getting even a low ticket amount, you'll be in the 70 to 80% show rate. So you won't waste uh practition. Yeah. Yeah. Okay. And just for the for the discount offer.

[6:40] YouTube https://youtu.be/B-LAgU5EghY?t=393 || “Why Am I Making No Profit?”
Now when they come in the door, you'll do the assessment and then after the assessment, you don't treat them. You'll do the sale appointment. Then you sell it point of greatest need, not point of greatest satisfaction. So at that point is when you'll make the offer. Um and then you'll be like, "Hey, awesome. Do

[6:53] YouTube https://youtu.be/B-LAgU5EghY?t=406 || “Why Am I Making No Profit?”
you want to use the card we have on file?" Because you already have it on file because you got it earlier. It makes a much smoother sale. So the issue he's dealing with is that he's at he's at optimized stage. He's 20 to 49 in terms of his headcount. And the issue number one that he has is that he can't

[7:07] YouTube https://youtu.be/B-LAgU5EghY?t=420 || “Why Am I Making No Profit?”
hire higher level talent because they expect full compensation and he basically has very little cash to bring in the talent that he needs. Right? So that's number one issue that he's dealing with. Um he's spending money to grow but he's not growing. Money's missing and so that's an issue that he's dealing with in finance because he has

[7:24] YouTube https://youtu.be/B-LAgU5EghY?t=437 || “Why Am I Making No Profit?”
so many kind of products and services. the improvement between those things has gone down and ads aren't convert basically he doesn't have any real ads or real way of getting customers in and the costs are going up right and so these are the issues he's dealing with which is really common at this stage now

[7:38] YouTube https://youtu.be/B-LAgU5EghY?t=451 || “Why Am I Making No Profit?”
let's look at what he has to probably do in order to improve it and so he has to create customer segmentation by cohort and activation process and then install sales training uh for his team so that he can start segmenting people and upselling them down a customer journey path. Instead of marketing all of these

[7:58] YouTube https://youtu.be/B-LAgU5EghY?t=471 || “Why Am I Making No Profit?”
different products, he basically needs to make one or two or three entrance points in the business, then cross-ell and upsell all of these additional services that might not convert as well on the front end, but work very well for continuity or for upsells and downells or even high ticket upselles on the back

[8:12] YouTube https://youtu.be/B-LAgU5EghY?t=485 || “Why Am I Making No Profit?”
end. And so he basically has to shift his perspective from somebody who builds insurance that's just like whatever they take off the menu, you know, because insurance encourages people to be like, here's all the different services and this is what we pay for them. And so people just try and offer lots of stuff.

[8:25] YouTube https://youtu.be/B-LAgU5EghY?t=498 || “Why Am I Making No Profit?”
Once you have a cash business, it's all about efficiency of acquisition. You're trying to acquire customers as profitably as possible and then ascend them to the highest LTV. And so this is basically what he has to build is the sales system, the uh the ad assembly process to increase the volume of people

[8:39] YouTube https://youtu.be/B-LAgU5EghY?t=512 || “Why Am I Making No Profit?”
coming in, segment the customers, and then learn to head hunt higher level roles once he increases the cash flow. Got it. Does that help? Yeah, definitely. That's what you have to do. Like you you have to learn how to acquire customers that are cashbased. And so that means that you have to run ads and you have to

[8:52] YouTube https://youtu.be/B-LAgU5EghY?t=525 || “Why Am I Making No Profit?”
sell What would you do like if you were saying from a strategy standpoint like we have the current business that's doing 4.2 million in revenue you're going to keep that business but you're all of your discretionary resources are going to go towards this if you want to build a build a bridge to tomorrow.

[9:06] YouTube https://youtu.be/B-LAgU5EghY?t=539 || “Why Am I Making No Profit?”
Yeah. Should we do any of the more on the things that are still working within out of network like it's really just a you know we have limited resources. How much should we spend on each profit? We're basically at zero. Oh Yeah. It's part of the problem. Yeah, we waited. Yeah, we waited longer than Yeah.

[9:26] YouTube https://youtu.be/B-LAgU5EghY?t=559 || “Why Am I Making No Profit?”
Yeah. Yeah, I understand. Like because you can't control how you're reimbured. No, but we can remove the lowest reimbursement. We're reimbursing patients, which is like remove Medicare, then we can lower our cost structure. We can go that route. I think that would probably be the first thing that I would do

[9:39] YouTube https://youtu.be/B-LAgU5EghY?t=572 || “Why Am I Making No Profit?”
and then you want to free up cash flow. So, yeah, you you use this resources in terms of time and money to build a bridge. Make sense? Yeah. Thanks a lot, Alex. Yeah, you bet. So, if you've hit a revenue ceiling or your entire business relies on you to grow, then I'd love to invite you out to our headquarters here

[9:54] YouTube https://youtu.be/B-LAgU5EghY?t=587 || “Why Am I Making No Profit?”
in Vegas to learn how we scale. And so, my team spends two days with you to identify the thing that's holding your business back. And so, if that sounds interesting, click book a call. And if you're a fit, we'd love to potentially see you out here in


VIDEO
TITLE: Stop Waiting to Find Your Passion. Create It
URL: https://youtu.be/B5eGKuIJl20
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/B5eGKuIJl20?t=0 || Stop Waiting to Find Your Passion. Create It
So when we ask you questions, it sounds like you place a lot of value and fulfillment in who you eventually will be at some point, right? Which is like the the guy providing the most amount of value, the billion dollar guy, etc. Solomon. Yeah. Yes. Um yet at the same time, you do say things like, I do not want to place my

[0:15] YouTube https://youtu.be/B5eGKuIJl20?t=8 || Stop Waiting to Find Your Passion. Create It
value in some sort of future event that could happen, right? Because then you're creating a distance between who you are right now and who you like to be. um how do you maintain that balance of like putting so much value in this future self yet at the same time being fulfilled and happy in a present moment?

[0:32] YouTube https://youtu.be/B5eGKuIJl20?t=25 || Stop Waiting to Find Your Passion. Create It
I think it's just the process of becoming you know I mean like I like if you ask me truthfully like I enjoyed every minute of the of the suffering of doing that presentation five six hours every single day for the entire month leading up to that like I I enjoyed it because I knew I felt like I was becoming the worst of me or I was

[0:50] YouTube https://youtu.be/B5eGKuIJl20?t=43 || Stop Waiting to Find Your Passion. Create It
living through the values that I choose to believe matter to me. How do you find something or how does someone that's watching this find something that they can set as their true north that every single action will make them fulfilled on their way to that? I don't think you're going to figure it out on the first shot. I think I think

[1:05] YouTube https://youtu.be/B5eGKuIJl20?t=58 || Stop Waiting to Find Your Passion. Create It
an easier north star is um learning to work basically I'll give you I'll give you a different example. So, I had um I had a buddy who was in the fitness industry and he had a pretty successful fitness business and then he quit that uh to start cookies, a cookie store completely. I he's getting people skinny

[1:22] YouTube https://youtu.be/B5eGKuIJl20?t=75 || Stop Waiting to Find Your Passion. Create It
and he's making a fat. He's like, "Yeah, I've got a complete system." Right? Joking, right? And um he wasn't passionate about cookies. He was passionate about being excellent at whatever he did. And I really like that as the frame which is like you don't need to try like first off you're not going to find your passion because

[1:40] YouTube https://youtu.be/B5eGKuIJl20?t=93 || Stop Waiting to Find Your Passion. Create It
anything that you start doing that you haven't done before you're going to suck at because that's what you do when you do something for the first time. And you tend to only like things that you are good at. And so sucking is a prerequisite for liking most of the time. And so you just have to be willing

[1:52] YouTube https://youtu.be/B5eGKuIJl20?t=105 || Stop Waiting to Find Your Passion. Create It
to suck um in order to quote find your passion which all you ended up doing is creating a passion but whatever. And so anyways, he had his uh his cookie store and it wasn't like he woke up every morning be like, I just want to feed cookies to the world. Like I just want everyone to understand how butter and

[2:05] YouTube https://youtu.be/B5eGKuIJl20?t=118 || Stop Waiting to Find Your Passion. Create It
chocolate and salt work. Well, he didn't think that way. He was like, I want to run an excellent business. And so whether he was doing a dry cleaning business or a tractor supply store business or he was wholesaling real estate, it was his dedication to excellence, that single value, which then permeated everything else. And so I

[2:20] YouTube https://youtu.be/B5eGKuIJl20?t=133 || Stop Waiting to Find Your Passion. Create It
think that for somebody who's starting out like simply dedicating yourself to understanding what hard work feels like and and the commitment to the repetitive actions that you have to do day in day out without reward like making that the W gets you there. And I think the long term is that you just make that the W

[2:40] YouTube https://youtu.be/B5eGKuIJl20?t=153 || Stop Waiting to Find Your Passion. Create It
period. You're not thinking about getting there. You just win every day. And you think that will serve most most people? Is it absolutely to strive for excellence in a given field? million%. And then creating you said creating interesting rather than finding a passion. No one finds passion. I mean some people

[2:56] YouTube https://youtu.be/B5eGKuIJl20?t=169 || Stop Waiting to Find Your Passion. Create It
do. Sure. Some I think the vast majority of people the vast majority of people find themselves in careers because they on like think about like the first job you ever got. It was probably just like on a whim somebody told you there was a thing and then you find yourself 10 years later like off a tree branch uh from

[3:10] YouTube https://youtu.be/B5eGKuIJl20?t=183 || Stop Waiting to Find Your Passion. Create It
this this first path of career that you got into. What? I would disagree. Not for me. I don't. Yeah. The aquarium stuff. I wanted to do that. But you still do. You're still off a tree branch. I mean, we vlogged on this to family about your aquarium and stuff like that. Oh, yeah. But but I feel like I have

[3:24] YouTube https://youtu.be/B5eGKuIJl20?t=197 || Stop Waiting to Find Your Passion. Create It
control. That was just something I would love to do. Yeah. Well, my my my my point here was just that um dedicating yourselves to being excellent and doing the repetitive tasks, you get better at the thing. And then you tend to like the things when you get better at them. Like, and then external reinforcers start kicking over. Like,

[3:43] YouTube https://youtu.be/B5eGKuIJl20?t=216 || Stop Waiting to Find Your Passion. Create It
you just need to have enough in the beginning to get you going. And then after that, like being good at playing ping pong takes over for playing ping pong. Do you like anything you're bad at? Do I like anything I'm bad at? Um, what are the some of the things that you're bad at? Maybe Leila's like, "Oh,

[3:56] YouTube https://youtu.be/B5eGKuIJl20?t=229 || Stop Waiting to Find Your Passion. Create It
let's go axe throwing." You're like, "I hate axe throwing, but I will do it." And you do it and you suck, but you like it. Um, there's not many things really. Yeah. No, what's something? I don't I mean I don't do many things that I like, to be fair, I don't do a lot of stuff. Like I literally I I um I

[4:12] YouTube https://youtu.be/B5eGKuIJl20?t=245 || Stop Waiting to Find Your Passion. Create It
recently picked up ping pong, which is You actually? Yeah. Yeah, I recently picked up. I I can coach you, dude. Are you good? I'm disgusting at ping pong. I'm very good at That's like That's my one. Did you compete? No, I've never competed. Have you been to Las Vegas table tennis? No. Okay. It's like a club on the strip.

[4:26] YouTube https://youtu.be/B5eGKuIJl20?t=259 || Stop Waiting to Find Your Passion. Create It
It's The people there are incredible. Oh, sweet. Yeah, I might I might partake. Okay. No, I've just like I I I used to play at home when I was a kid. Um cuz I didn't have siblings for a while and so I just played against the wall for hours every day. What do you like about ping pong? What's the appeal of it?

[4:40] YouTube https://youtu.be/B5eGKuIJl20?t=273 || Stop Waiting to Find Your Passion. Create It
Low state, baby. Yeah, it's 100% that. Is it do you find a way to zone out? Is that just like I I am not there while I'm presently in the moment. Your mind is just it's like racing. If you've ever done like race cars, it's the same thing. Like you there there's too like not just like rallying but like if you're really

[4:57] YouTube https://youtu.be/B5eGKuIJl20?t=290 || Stop Waiting to Find Your Passion. Create It
playing you can't focus on anything besides the ball and so like everything else disappears. What do you get out of that? I just enjoy that. It's like unplugging. Like that's just truly like a recreation. Like I just enjoy it. I would say the same thing is true for lifting for me. Like when you have a

[5:12] YouTube https://youtu.be/B5eGKuIJl20?t=305 || Stop Waiting to Find Your Passion. Create It
huge amount of weight on your back, you're you can't think about anything else. You just have to be there. An old time lifter Dave Tate used to talk about he wrote this kind of like epic blog post called Going into the Void. And he said when his father died, he um like the thing that he would look forward to

[5:26] YouTube https://youtu.be/B5eGKuIJl20?t=319 || Stop Waiting to Find Your Passion. Create It
most was like getting under the bar because like during those few seconds where he had like his life literally like on his back cuz if you it up with a,000 pounds on your back like you'll just break your back. He's like it was like the world went quiet. And I think that's that's what I like the most. But I lift. I now recently picked

[5:41] YouTube https://youtu.be/B5eGKuIJl20?t=334 || Stop Waiting to Find Your Passion. Create It
up Ping Pong Backup again. Um, and I do business. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio

[5:56] YouTube https://youtu.be/B5eGKuIJl20?t=349 || Stop Waiting to Find Your Passion. Create It
companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most

[6:09] YouTube https://youtu.be/B5eGKuIJl20?t=362 || Stop Waiting to Find Your Passion. Create It
important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you

[6:22] YouTube https://youtu.be/B5eGKuIJl20?t=375 || Stop Waiting to Find Your Passion. Create It
this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look into the business, see if we can

[6:38] YouTube https://youtu.be/B5eGKuIJl20?t=391 || Stop Waiting to Find Your Passion. Create It
help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: How Long Can You Go Through Hardship Before You Crack
URL: https://youtu.be/B6yMJkT7CJo
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset

[0:00] YouTube https://youtu.be/B6yMJkT7CJo?t=0 || How Long Can You Go Through Hardship Before You Crack
So the first component of mental toughness in my model is tolerance. And to be clear, I don't think these words matter as much as the thing that they're measuring. All right? So the definitions matter far more than the label I'm describing to it. So your tolerance, which is this first part here, this is

[0:14] YouTube https://youtu.be/B6yMJkT7CJo?t=7 || How Long Can You Go Through Hardship Before You Crack
how much hardship, the number of hardships or how long you can endure hardship. I keep want to say hard Hard before you have a change in behavior. All right? How much tough stuff can you go through before you crack? All right. before you snap, right? And so if you're somebody who has a long fuse, aka it takes a lot to rock

[0:36] YouTube https://youtu.be/B6yMJkT7CJo?t=29 || How Long Can You Go Through Hardship Before You Crack
your boat, you have high tolerance, right? It takes a lot of stuff for before you just say like screw it, right? Whatever that moment is, that is your tolerance. How long that fuse is. And so as I'm going through these, I would love you to think for yourself like okay, am I do I have high tolerance? Do I have medium tolerance?

[0:54] YouTube https://youtu.be/B6yMJkT7CJo?t=47 || How Long Can You Go Through Hardship Before You Crack
Do I have low tolerance? Because none of us is perfect. And so we can always if we if we can start measuring the components of mental toughness for our own behavior, it means we begin the the process of being able to improve it. Right? So high tolerance is that first period. It's that first the the first

[1:10] YouTube https://youtu.be/B6yMJkT7CJo?t=63 || How Long Can You Go Through Hardship Before You Crack
kiss of hardship until eventually you crack. How long that fuse is, that is your tolerance. So like I said, short fuse, anything can set you off and you demonstrate low tolerance in that situation compared to the first example. So it's not um so fundamentally it would mean that it doesn't take a lot to set you off. Now a

[1:30] YouTube https://youtu.be/B6yMJkT7CJo?t=83 || How Long Can You Go Through Hardship Before You Crack
long fuse on the other hand versus short fuse would look like this. So here's my visual example for you. You guys pulling this in? So super long fuse, high tolerance, super short fuse, low tolerance. That's thing one. Okay. So and I want to be very clear about this. Tolerance is not about ignoring pain but about how long you maintain

[1:51] YouTube https://youtu.be/B6yMJkT7CJo?t=104 || How Long Can You Go Through Hardship Before You Crack
your intended behavior before disruption as in how long do you act normally before you stop acting normally. Now you can deal with pain. Now one of the really uh I don't know if you guys have seen this there's a there's an Instagram well there's tons of channels that talk have like animals in the wild. It's like

[2:08] YouTube https://youtu.be/B6yMJkT7CJo?t=121 || How Long Can You Go Through Hardship Before You Crack
when you see that deer that's walking around normally like eating grass with its guts like spilled out or you see that that lion or whatever that has like porcupine needles in it and it's just like walking along like nothing's bothering. Of course, it's in pain. But the question is how long can you maintain your behavior? How long do you

[2:26] YouTube https://youtu.be/B6yMJkT7CJo?t=139 || How Long Can You Go Through Hardship Before You Crack
act normally before you stop acting normally?


VIDEO
TITLE: The Question Every Employee Should Ask Their Boss
URL: https://youtu.be/BHJEEqDLyaw
PRIMARY_TOPIC: mindset
TOPICS: mindset, career, mindset

[0:00] YouTube https://youtu.be/BHJEEqDLyaw?t=0 || The Question Every Employee Should Ask Their Boss
We were at the gym, Jack and I, uh, the other day. Actually, two people came up to us, and they said that they love the podcast that we did together, the first one. I think that's how they found the podcast. But that was their both people separate referenced that podcast like when and one person said, "When are you going to

[0:17] YouTube https://youtu.be/BHJEEqDLyaw?t=10 || The Question Every Employee Should Ask Their Boss
have Hormosi back on?" I said, "Well, coincidence." You know, he's coming like next week. They had a question for you that I told them I would ask you. So, if you ever see me in person, you want to have me ask Alex or Mosi something, you just ask. Uh, he was a W2 employee. Okay. And he says he really likes your content

[0:33] YouTube https://youtu.be/BHJEEqDLyaw?t=26 || The Question Every Employee Should Ask Their Boss
and wants to know your advice to people who aren't selling anything. Sure. But they're an employee and they want to make more money. They want to get better at what they're doing. How could they apply your advice to them? You have to figure out how your job directly ties to revenue in the business. And if you don't know, ask.

[0:50] YouTube https://youtu.be/BHJEEqDLyaw?t=43 || The Question Every Employee Should Ask Their Boss
Like fundamentally like if you don't know how your job makes the business money then ask and then once you understand how you directly tie to money then drive towards that because like fundamentally every position in the business makes the business more money if I mean if the job is welldesigned otherwise why are you there right I mean

[1:07] YouTube https://youtu.be/BHJEEqDLyaw?t=60 || The Question Every Employee Should Ask Their Boss
even if you're like I'm a frontline customer service rep it's like okay well how do you like if I had to ask that person like how do you make the business money the answer is if I do a good job people will come back and buy again if I do a good job we'll have a lower percentage of people who will refund. If

[1:21] YouTube https://youtu.be/BHJEEqDLyaw?t=74 || The Question Every Employee Should Ask Their Boss
I do a good job, the business will be able to command higher prices off of word of mouth in the future. Like these are the things that you can explain and say like, okay, well then if those are the things that drive revenue, then I'm going to try and focus on those things. And then you can ask your boss, and this

[1:33] YouTube https://youtu.be/BHJEEqDLyaw?t=86 || The Question Every Employee Should Ask Their Boss
is a great question, is what would it take for me to make this? It's not saying I need to make that. It's just asking them to solve the problem like what would it take for me to earn that? And then they can give you an objective metric. Now, your boss might might not be high enough. And then you say, cool,

[1:46] YouTube https://youtu.be/BHJEEqDLyaw?t=99 || The Question Every Employee Should Ask Their Boss
can you ask the person above you? And um by doing it that way, you're also being clear like I want to make the business more money. What would it take for? And and and in doing so, I would like a small percentage of the increase that I'm able to bring. Like what would it take? And I think that's a great way to

[2:01] YouTube https://youtu.be/BHJEEqDLyaw?t=114 || The Question Every Employee Should Ask Their Boss
have that conversation. Laya, my wife, also makes tons of content for like how to ask for raises, how to negotiate that stuff on her channel. As a side note, when she's more knowledgeable than I am, I do think though a lot of careers out there will never give you that opportunity. you say, "I want to, you

[2:16] YouTube https://youtu.be/BHJEEqDLyaw?t=129 || The Question Every Employee Should Ask Their Boss
know, make more money or I want to do more." They're going to You get back get back to your desk. Just focus. You just focus on that. And there aren't really those opportunities out there. In those situations, would you recommend looking for work elsewhere? I think I think um small businesses are a good opportunity for that stuff. So,

[2:32] YouTube https://youtu.be/BHJEEqDLyaw?t=145 || The Question Every Employee Should Ask Their Boss
if you're like in a massive corporation, um you can quickly cap out and get like lost in the shuffle if it's this massive org. And so I think it makes sense to go get uh basically a stamp of approval from maybe a name brand company that you can then leverage into a smaller business that you'll have a lot more

[2:48] YouTube https://youtu.be/BHJEEqDLyaw?t=161 || The Question Every Employee Should Ask Their Boss
impact, a lot more opportunity for growth. Most entrepreneurs are far more receptive to anyone who says, "I will help you make more money." Uh and so um again, if you can change your environment, you'll often be able to change your behavior. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like

[3:03] YouTube https://youtu.be/BHJEEqDLyaw?t=176 || The Question Every Employee Should Ask Their Boss
to give you a free gift. So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it in

[3:18] YouTube https://youtu.be/BHJEEqDLyaw?t=191 || The Question Every Employee Should Ask Their Boss
these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of the functions of the business across product, marketing, sales, customer success, recruiting, IT, human

[3:30] YouTube https://youtu.be/BHJEEqDLyaw?t=203 || The Question Every Employee Should Ask Their Boss
resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconrain the business and you're trying

[3:46] YouTube https://youtu.be/BHJEEqDLyaw?t=219 || The Question Every Employee Should Ask Their Boss
to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help. And if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: 12 Hours, No Phone: How I Actually Get Work Done
URL: https://youtu.be/BJVp1NImURw
PRIMARY_TOPIC: mindset
TOPICS: mindset, productivity

[0:00] YouTube https://youtu.be/BJVp1NImURw?t=0 || 12 Hours, No Phone: How I Actually Get Work Done
It's amazing how much you can get done if you work for 12 hours without your phone. So, I mean, so simple yet so profound. So, I defined So, the here's the the the number one the the highest value productivity hack that I can give anyone. So, this is the the hack of productivity. Do nothing except for the task you set

[0:20] YouTube https://youtu.be/BJVp1NImURw?t=13 || 12 Hours, No Phone: How I Actually Get Work Done
out to achieve. That's it. So, everything that people do in order to increase productivity that is not working on the task at hand is by very definition making them less productive. period. And so I think people have these very long routines. I think they have these like I got to get in the mood. I got in this. It's like what if you can

[0:36] YouTube https://youtu.be/BJVp1NImURw?t=29 || 12 Hours, No Phone: How I Actually Get Work Done
start taking action despite your mood and then get into the mood faster through taking the action. And so all of the things that have made me more productive in life have been through elimination, not addition. And so it is eliminating outside stimulus besides the one task that I'm working on. And so if

[0:49] YouTube https://youtu.be/BJVp1NImURw?t=42 || 12 Hours, No Phone: How I Actually Get Work Done
we think the hypothetical ideal or hypothetical extreme of the most focused person in the world is that that person would do literally nothing besides that one thing, which means they wouldn't eat, they wouldn't sleep. Now at some point you're like okay well in order for he has to eat and he has to sleep. Okay

[1:01] YouTube https://youtu.be/BJVp1NImURw?t=54 || 12 Hours, No Phone: How I Actually Get Work Done
so every other hour is just this one thing. And so if we take that as hypothetical extreme we want to approximate that or get as close as possible to that extreme as humanly possible. And so for me it's good night's sleep knowing what I'm going to start on the day before caffeinate earplugs. I I double ear plug. I put the

[1:16] YouTube https://youtu.be/BJVp1NImURw?t=69 || 12 Hours, No Phone: How I Actually Get Work Done
plugs and then I put the things on. And I work in a room that has no windows. Now some people are like that's depressing for me but for me it allows me to lose myself in my work not get distracted by something that's going on outside. Well, I was just about to say I'm glad you brought up environment

[1:27] YouTube https://youtu.be/BJVp1NImURw?t=80 || 12 Hours, No Phone: How I Actually Get Work Done
because everyone has an environment they thrive in. So, I'm the same. I need I need instrumental music. I don't can't have music with lyrics when I'm thinking I just I just can't do it. So, I I have some artists that I'm happy to listen to instrumentals of. It also can't be songs that I know. It has to be music that's

[1:40] YouTube https://youtu.be/BJVp1NImURw?t=93 || 12 Hours, No Phone: How I Actually Get Work Done
totally unpredictable and totally random because it helps me with creativity. Then I do need windows. I need natural light, but I need to not see anything real happening. So, it's like sky tree. It's like it's nondescript and there's not like Oh, correct. Yeah. Not people. It can't be people. And I I can't work in

[1:58] YouTube https://youtu.be/BJVp1NImURw?t=111 || 12 Hours, No Phone: How I Actually Get Work Done
noisy coffee shop. Like I can't work in environments like that. And to me, the environment is more important than this whole mood builder thing because that's like deep work like you're in the cave doing the thing. Can I can I tell a wild example? Yeah. So I believe you if you control the conditions, you can control the outcome,

[2:16] YouTube https://youtu.be/BJVp1NImURw?t=129 || 12 Hours, No Phone: How I Actually Get Work Done
right? If you know all the variables. And so if we want to be productive, we want to control as many of those conditions as possible. And so to type hypothetical extreme, if I were to say, "Hey, I guarantee um that everybody who's listening to this, if we were all in one room, I could get everyone naked

[2:28] YouTube https://youtu.be/BJVp1NImURw?t=141 || 12 Hours, No Phone: How I Actually Get Work Done
without saying a word." People would hear that and be like, "Oh my god, that's insane." What I would do is I would lock all the doors and I would turn up the the heat to 200 and then just wait and eventually everyone would get naked. And the point to that is that we can reconstruct the environment to get the desired outcome

[2:41] YouTube https://youtu.be/BJVp1NImURw?t=154 || 12 Hours, No Phone: How I Actually Get Work Done
if we control as many of those variables as possible. And so you if you don't feel as productive as you want, you get distracted easily, you might not have even given yourself a shot, right? If you're trying to work while having your notifications on, while letting people text you and call you, and you're at, you know, in a in an area

[2:58] YouTube https://youtu.be/BJVp1NImURw?t=171 || 12 Hours, No Phone: How I Actually Get Work Done
where people are coming by and like, is this is this chair free? Is this table free? And you're constantly getting pulled. It's like, you haven't even gotten a chance. And maybe you have a roommate who who walks in and out, maybe they listen to music. I'm like, and the thing is is that many people are in

[3:09] YouTube https://youtu.be/BJVp1NImURw?t=182 || 12 Hours, No Phone: How I Actually Get Work Done
those conditions and they're like, man, I I think I have I think I have a medical condition. I think I need to get medicated. And it's like, dude, you didn't give yourself a shot. Like Jerry Seinfeld talks about how his his writing condition is he has a desk in a room that has nothing else and he's got a pad

[3:21] YouTube https://youtu.be/BJVp1NImURw?t=194 || 12 Hours, No Phone: How I Actually Get Work Done
and he's got a pen and he's he doesn't have to write but he can't do anything else. And so if we define commitment as the elimination of alternatives then we need to commit to the work. Yeah. Right. If focus is anything that is not the work is not the work then that's it. And so I think that we get there through

[3:39] YouTube https://youtu.be/BJVp1NImURw?t=212 || 12 Hours, No Phone: How I Actually Get Work Done
elimination not through addition. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had

[3:52] YouTube https://youtu.be/BJVp1NImURw?t=225 || 12 Hours, No Phone: How I Actually Get Work Done
and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you,

[4:06] YouTube https://youtu.be/BJVp1NImURw?t=239 || 12 Hours, No Phone: How I Actually Get Work Done
what to do for each of the functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free.

[4:19] YouTube https://youtu.be/BJVp1NImURw?t=252 || 12 Hours, No Phone: How I Actually Get Work Done
free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help, and if

[4:34] YouTube https://youtu.be/BJVp1NImURw?t=267 || 12 Hours, No Phone: How I Actually Get Work Done
we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: Why I Don’t Listen to People Who Can’t Even Attend My Funeral
URL: https://youtu.be/BJsWuGcCMf8
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset

[0:00] YouTube https://youtu.be/BJsWuGcCMf8?t=0 || Why I Don’t Listen to People Who Can’t Even Attend My Funeral
When I die, people will be dividing up my assets, arguing over who gets what. There's going to be a caterer at my funeral. Some people won't make it because something came up and they got busy. And then the few people that are there are probably no one that I have in my life right now. And the fact that every single person that I have in my life might not even make it to the funeral to

[0:23] YouTube https://youtu.be/BJsWuGcCMf8?t=16 || Why I Don’t Listen to People Who Can’t Even Attend My Funeral
speak over me while I'm dead. It's like, why on earth would I listen to them while I'm alive? like they can't even make it to probably the single most important in you know personal day of someone's life is someone's funeral right the one time you can pay your last respect and they don't even do that and so it's like why would I give any weight

[0:39] YouTube https://youtu.be/BJsWuGcCMf8?t=32 || Why I Don’t Listen to People Who Can’t Even Attend My Funeral
to what these people are doing when they're not even going to be there on the day that matters most and 6 months later they're not even remember who I was and anybody who's had a death in their family recently knows that in the moment it's terrible for you and then six months later life moves on but the thing is is that we just never paint

[0:54] YouTube https://youtu.be/BJsWuGcCMf8?t=47 || Why I Don’t Listen to People Who Can’t Even Attend My Funeral
ourselves as the person who dies but to me that's incredibly freeing because then it's like if 6 months after I'm dead, no one is going to say my name, no one is going to remember what I did, then no one's going to then it doesn't matter what I do today. And I think that some people see it as really uh hopeless, but I see it as very hopeful

[1:10] YouTube https://youtu.be/BJsWuGcCMf8?t=63 || Why I Don’t Listen to People Who Can’t Even Attend My Funeral
because it means we have absolute freedom and we can do crazy like why have you money if you can't say you. Yeah, learning isn't a spectator sport. It comes from doing. Which means if you're not doing the stuff you consume every day, you're not learning. You're just procrastinating. Oo, this is fun. All right, so I'm going to define some terms learning.

[1:34] YouTube https://youtu.be/BJsWuGcCMf8?t=87 || Why I Don’t Listen to People Who Can’t Even Attend My Funeral
Let me say this way. Intelligence means rate of learning. Like that's what that's how remember I talk about operationalizing words. So rate of learning is intelligence. So then you which means it's a rate not a not an attribute as an aside which then means you have to define learning. Learning means same condition, new behavior. So if I hold up a red card and then I slap you and then I hold a red

[1:59] YouTube https://youtu.be/BJsWuGcCMf8?t=112 || Why I Don’t Listen to People Who Can’t Even Attend My Funeral
card again and then you duck, you've learned. If you wake up every day and life shows you a red card and then you don't duck and you don't change, then you have learned nothing. And so if you go to a weekend and you go to a workshop and then the next day you go back and you do the exact same activities in the same conditions and you have no new behavior, it means you learned nothing.

[2:21] YouTube https://youtu.be/BJsWuGcCMf8?t=134 || Why I Don’t Listen to People Who Can’t Even Attend My Funeral
It also means you're stupid because it means your rate of learning is slow. So if someone is intelligent, I can show them the red card and on the first go they change their behavior. And so by defining intelligence that way and defining learning that way, it allowed me to start thinking, well, I want to be

[2:38] YouTube https://youtu.be/BJsWuGcCMf8?t=151 || Why I Don’t Listen to People Who Can’t Even Attend My Funeral
smart and this circumstance had this outcome last time. And so the next time I see this circumstance, this red card, I'm going to change my behavior. And so when we consume the information that you have on this podcast or whatever it is, there's probably a circumstance whether it's a conversation that you're supposed

[2:54] YouTube https://youtu.be/BJsWuGcCMf8?t=167 || Why I Don’t Listen to People Who Can’t Even Attend My Funeral
to have but you aren't having. It's a decision that you need to make but you're putting off. That's the red card. It comes up again and the question is whether you're going to get slapped or you're going to duck and that's whether you know whether you learned or not. And every time you get shown the red card and you do the same exact thing, you just prove to yourself that your rate of learning is slower. And so for me, I want to have that evidence that I learn

[3:16] YouTube https://youtu.be/BJsWuGcCMf8?t=189 || Why I Don’t Listen to People Who Can’t Even Attend My Funeral
quickly. And for me, that's why like people see me as ruthless, as you said, because I'm willing to cut relationships. Because if I think that I'm going to eventually cut the relationship, then why would I not cut it today? Because I might as might as well start enjoying the benefits of cutting that relationship as soon as humanly possible.


VIDEO
TITLE: Some People Just Don’t Hate Their Current Life Enough
URL: https://youtu.be/BOfa5JxQVSU
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset

[0:00] YouTube https://youtu.be/BOfa5JxQVSU?t=0 || Some People Just Don’t Hate Their Current Life Enough
I hated my current existence. And so I think some people like don't hate their current existence enough. And so like I don't think you know like you either have to really believe that this thing's going to happen or you have to know that your life sucks. And I knew that my life sucked. And so I knew that if I did

[0:16] YouTube https://youtu.be/BOfa5JxQVSU?t=9 || Some People Just Don’t Hate Their Current Life Enough
something else it would have it would have a higher likelihood of changing my life than not doing something. And at least that's how I would say that I probably saw it in the beginning. It's like I didn't know if it was going to work, but I knew that I wasn't going to stop. I read I heard a quote some 10

[0:31] YouTube https://youtu.be/BOfa5JxQVSU?t=24 || Some People Just Don’t Hate Their Current Life Enough
years ago which just came to mind when you said that on some YouTube family vlog where he said change happens when the pain of staying the same becomes greater than the pain of making a change and in your situation though it sounds like well this is less painful 100% I think and I think that's the basis of of most either you have to have

[0:50] YouTube https://youtu.be/BOfa5JxQVSU?t=43 || Some People Just Don’t Hate Their Current Life Enough
a reward that is that that incentivizes you it's the away towards or away it's either we're going away from pain or we're going towards pleasure and I think a lot of people are really looking for that passion that's going to be toward words. But I think early days and I talk a lot about this, but like I think

[1:02] YouTube https://youtu.be/BOfa5JxQVSU?t=55 || Some People Just Don’t Hate Their Current Life Enough
negative motivation is poo pooed too much. Like if you are angry, use it. If you are sad, use it because like what else are you going to do with it? Like you might as well let it help you like or it uses you. You know what I mean? And so I always like to see when I was in my earlier days, I felt like I

[1:24] YouTube https://youtu.be/BOfa5JxQVSU?t=77 || Some People Just Don’t Hate Their Current Life Enough
was wielding my anger at least in a direction. And I think also a lot of people think that they have to get like it right on the first shot. But one of the beliefs that I had was that I just want to be directionally correct. Like if I move I like I know that I don't like this and so this way is not where I

[1:39] YouTube https://youtu.be/BOfa5JxQVSU?t=92 || Some People Just Don’t Hate Their Current Life Enough
am and so I will start taking steps this way. And from the story that you at least heard it's like I'll ping pong a little bit to try and directionally move that way. And it's funny because Caleb's seen plenty of things from what we do at acquisition.com where we're like we'll try it out and if it doesn't work then

[1:54] YouTube https://youtu.be/BOfa5JxQVSU?t=107 || Some People Just Don’t Hate Their Current Life Enough
we're like oops. All good. Do you believe in yourself? I think that I have a high likelihood of repeating activities that I've done in the past and up to this point I have lots of evidence that would suggest that it that I will continue. Why didn't you say yes? Um because I base the answer on that question on

[2:18] YouTube https://youtu.be/BOfa5JxQVSU?t=131 || Some People Just Don’t Hate Their Current Life Enough
what I've done before and I think it's been it's just based on evidence now. So it's it's not like a like a charisma thing at least for me. It's just like I've done these things and so I think it's probable that I'll be able to continue. Is there a deeper reason to why you didn't just say yes? That's actually how I think about it.

[2:40] YouTube https://youtu.be/BOfa5JxQVSU?t=153 || Some People Just Don’t Hate Their Current Life Enough
Is that because it's feels difficult to say you believe in yourself? Yeah, it feels weird. I don't know if hokey is the right word um for what that feels like for me, but like saying the way that I said it is how I is how I feel about it. Real quick, if you're a business owner and you are not growing

[2:55] YouTube https://youtu.be/BOfa5JxQVSU?t=168 || Some People Just Don’t Hate Their Current Life Enough
as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how

[3:10] YouTube https://youtu.be/BOfa5JxQVSU?t=183 || Some People Just Don’t Hate Their Current Life Enough
they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer

[3:22] YouTube https://youtu.be/BOfa5JxQVSU?t=195 || Some People Just Don’t Hate Their Current Life Enough
success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you

[3:38] YouTube https://youtu.be/BOfa5JxQVSU?t=211 || Some People Just Don’t Hate Their Current Life Enough
deconrain the business and you're trying to scale, we'd love to help you out. On the thank you page, you can just book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: You Don’t Need to Act Out Your Feelings
URL: https://youtu.be/BQFoFZy98vQ
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset

[0:00] YouTube https://youtu.be/BQFoFZy98vQ?t=0 || You Don’t Need to Act Out Your Feelings
I am not saying that you're supposed to numb yourself at all or not feel your feelings. I'm stating that you not do not need to act out your feelings. In other words, just because you feel like doesn't mean you need to act like treat other people like or treat yourself like I think separating our feelings from how

[0:22] YouTube https://youtu.be/BQFoFZy98vQ?t=15 || You Don’t Need to Act Out Your Feelings
we behave is a sign of maturity, which has almost nothing to do with how old you are, only how skilled And that means that you can work on it. And if that's not a hopeful message, I don't know what is.


VIDEO
TITLE: Helping an Online Coaching Business Fix His Offer
URL: https://youtu.be/Bd6LCkwh7G8
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/Bd6LCkwh7G8?t=0 || Helping an Online Coaching Business Fix His Offer
So using your delivery cube as an example in LTB to C ratio when you're thinking about uh modifying components of your offer that are maybe fairly fulfillment intensive uh where you have maybe a unicorn or keyman risk how are you massaging that how are you thinking about this problem knowing that okay I

[0:20] YouTube https://youtu.be/Bd6LCkwh7G8?t=13 || Helping an Online Coaching Business Fix His Offer
can't have the unicorn keyman risk I want to increase LTV for my customers but my customers really like this thing so think like 101 support launch kind of you have to. So whenever you get into key man risk in general, just for everybody, you it's what makes things rare is combinations. What makes them

[0:38] YouTube https://youtu.be/Bd6LCkwh7G8?t=31 || Helping an Online Coaching Business Fix His Offer
commoditized is breaking into chunks. And so if someone's an exceptional painter, it's because they can combine color and movement and whatever, you know, like I don't know, painting, but I'm sure there's other components of painting. And so and so within the support component, there's probably three or four things that this person

[0:57] YouTube https://youtu.be/Bd6LCkwh7G8?t=50 || Helping an Online Coaching Business Fix His Offer
does very well. And so you just chunk it down, right? It's kind of like the example I gave yesterday. It's like, how do you replace Alex in this business for delivery? Like I was key man. Well, I wasn't going to expect somebody to be better at being Alex than me. So I was like, but I can find somebody who's

[1:10] YouTube https://youtu.be/Bd6LCkwh7G8?t=63 || Helping an Online Coaching Business Fix His Offer
really good at phone sales, who's really good at phone sales, and they're just as good as I am. Now, they're not going to be also as good at retention and strategy and ads, but they can be just as good at that. And then I find somebody else who's really good at ads and like he's just as good as me at ads.

[1:22] YouTube https://youtu.be/Bd6LCkwh7G8?t=75 || Helping an Online Coaching Business Fix His Offer
He's just not as good at all the other stuff. And so fundamentally, like when you scale in a company, that is how you replace keyman risk. It's chopping the unicorn's horn off and saying, "Okay, I can find a rhinoceros." And you're like, "Okay, now I just need a horse and I need some, you know, fireflies to get

[1:35] YouTube https://youtu.be/Bd6LCkwh7G8?t=88 || Helping an Online Coaching Business Fix His Offer
the glitter." And there we go. It took three people to, you know, replace my unicorn with things that are more readily available. And so you just chunk down what the skills that this one person has into component parts. And then you can teach those component parts much more easily. So it takes the mysticism out of it. Does that make

[1:51] YouTube https://youtu.be/Bd6LCkwh7G8?t=104 || Helping an Online Coaching Business Fix His Offer
sense? Yeah. I was thinking in terms of the So let's say you had like Zoom community learning management. Sure. And the community is becoming the intensive part. I'm not doing the fulfillment of a director of education who still could parse out the unicorn, but we need to eventually for scalability purposes. One thing I talked about with

[2:08] YouTube https://youtu.be/Bd6LCkwh7G8?t=121 || Helping an Online Coaching Business Fix His Offer
Neil is maybe moving people on like more of a we already do Zooms, but doing more Zooms instead of one community interaction or something along those lines. So more so you need to change the offer from oneonone to semi-private. it is semi-private already, but there tends to be a time intensive component of like

[2:25] YouTube https://youtu.be/Bd6LCkwh7G8?t=138 || Helping an Online Coaching Business Fix His Offer
reviewing specific case studies if that makes sense. So either so here's okay so I'm going to I will tell you a story to answer hopefully answer your question. So I had so my first ever gym model um I tweaked a couple times and then I got it right and I had this setup where people would do six weeks of weight loss and kind of

[2:45] YouTube https://youtu.be/Bd6LCkwh7G8?t=158 || Helping an Online Coaching Business Fix His Offer
like more high-intensity training. There's a point to this. and 6 weeks of like weights to tone. So, it's like burn and tone. I This is commercialized for mass market for those of you who are in the fitness space. Just breathe. All right. And so, what ended up happening is that my sessions got so full that I

[3:04] YouTube https://youtu.be/Bd6LCkwh7G8?t=177 || Helping an Online Coaching Business Fix His Offer
was like, shoot, I should change how I'm doing delivery because I can't fit any more people in my gym, which was the wrong solution. I had found something that everyone actually liked. And so, what I should have done was just more of that. And so you're in a situation where you're like, how do I scale delivery more? I don't think your

[3:20] YouTube https://youtu.be/Bd6LCkwh7G8?t=193 || Helping an Online Coaching Business Fix His Offer
delivery is unscalable. You just need more people to do that thing that people like. And so either do you have margin to support it? I could probably swing that in terms of just reallocating some of our expenses. Well, if the answer is not really, then it's a you're mispriced. Not necessarily need to change what you're like. So

[3:41] YouTube https://youtu.be/Bd6LCkwh7G8?t=214 || Helping an Online Coaching Business Fix His Offer
basically either I can either charge more to increase LTV and continue the service. or adjust the service. Yes, I will say it's harder to find something that everyone really likes than it is to just change the price. So, if you have something that everyone really loves, then you probably can support a price change.

[4:01] YouTube https://youtu.be/Bd6LCkwh7G8?t=234 || Helping an Online Coaching Business Fix His Offer
And so, I want to make sure you're solving the right problem. Like, sure, you can go from semi-private to group, but that might lose all of the value. And then if you charge the same thing, now you have your price to value discrepancies out of whack. So what I did, this was the mistake, is I took my

[4:17] YouTube https://youtu.be/Bd6LCkwh7G8?t=250 || Helping an Online Coaching Business Fix His Offer
sessions and I shortened them so I could fit more sessions in. And by doing that, I destroyed the thing that worked. So don't do that. Product market fit is much harder to find than pricing. So if you've hit a revenue ceiling or your entire business relies on you to grow, then I'd love to invite you out to our headquarters here

[4:34] YouTube https://youtu.be/Bd6LCkwh7G8?t=267 || Helping an Online Coaching Business Fix His Offer
in Vegas to learn how we scale. And so my team spends two days with you to identify the thing that's holding your business back. And so if that sounds interesting, click book a call.


VIDEO
TITLE: You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
URL: https://youtu.be/BpJ_aZ3UYKQ
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset

[0:00] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=0 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
Not to piss off the positive polies in the room, but if you haven't gotten what you want, then you're not worthy of it. Period. And that's okay. Now you can admit that you suck and improve. Better to know you're bad for a season than pretend you're good for a lifetime. You're not making as much money as you want because

[0:18] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=11 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
you're not as good as you think you are. You're not struggling from imposter syndrome. You're a student and pretending to be a teacher. No students say they feel like frauds for trying to learn. You're a fraud when you get up to teach the class and you've never done it deep. I think it's just giving yourself

[0:42] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=35 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
permission to suck. It's giving yourself permission to be unhappy. It's giving yourself permission to not achieve while you do for a long period of time. It's giving yourself permission to lose friends. It's giving yourself permission to do things that's different than people in your social circle or your age

[0:58] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=51 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
group are doing. It's giving you permission, giving yourself permission to be an exception so that you can become exceptional. And a lot of that the whole positive poly mantra of like the I saw that I saw a post a girl made and she was like you are worthy and that's what made that tweet. All my tweets are just responses to I see.

[1:19] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=72 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
And so this girl was like, "You like I say this to myself in the morning like you are worthy. You are amazing. You are a goddess." And I was like, "You're not a goddess because you don't control me." Um, and you don't have the things that you want. You keep thinking that you saying that you're worthy is going to

[1:32] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=85 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
somehow make it true. But like the way that you know you're worthy is that you have it. That's it. Like that is the limus test. Are you worthy of a billion dollars? Well, are you a billionaire? No. Then you're not worthy. And so just like I think we have these things. It's just like uh you're unbalanced. It's like

[1:51] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=104 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
you're not worthy. There's these things that we're programmed to say, "Oh, that's bad. You have to tell everyone they're worthy. Everyone's beautiful." No. If everyone were beautiful, then no one's beautiful. And yet again, we're back at square one. And so it's it's I guess drinking the tonic. It's it's

[2:08] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=121 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
going through the which is honestly the boring stuff that no one wants to do for an extended period of time. and uh accepting that you suck and that it is okay because the first step is accepting that you suck. You suck so that you can do the second step which is doing something about it. What about you're not making as much

[2:33] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=146 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
money as you want because you're not as good as you think you are. That's I mean I'm obviously in the business space and that follows up with the other one with the imposter syndrome. People are like, "Man, um, how do you not suffer from imposter syndrome?" I was like, "Because I've done what I said

[2:47] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=160 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
I've done." And the people who get up on stage and try and teach a class on they haven't done. It's like that. Like, you feel like an imposttor when you're an imposttor. Like, don't try and kill that voice. Listen to that voice and get the evidence to make that voice shut the up. Like if like if I get on stage

[3:09] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=182 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
and I say I can bench 315 is there like do I feel like an imposttor when I say that? No. I stay fact. Presumably if you're if you're pioneering and breaking new ground, you know, you're you just put the biggest investment that you ever did into this new thing. That is a new level that you get to. And that's one

[3:28] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=201 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
that's to do with finance, but there could be another one that's to do with capacity or competence. You could be sitting down in a room doing a deal which is time bound in a way that it's never been before or is in an industry only tangential to one that you've been in before. Each time that you do something new by

[3:44] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=217 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
definition you're an imposter because you haven't done it before. Now if you're teaching that's different but if you're entering if you're growing sufficiently quickly most of the time it's fresh snow. So I would like this is a f a topic I love but I think the difference between doing something new and being an imposttor is one is

[4:03] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=236 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
pretending to be something that they're not. So like I made the biggest investment in school. I'm making a bet that I think communities are going to be huge and I think that there's a ton of people who want to learn, you know, teach skills they have in communities, etc. And school.com can help. But like

[4:19] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=252 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
it would only be an imposttor if I said this is like I guarantee it no matter what this is going to be the biggest thing ever. And one of the big things that I repeat and from the marketing front I say all the time I say state the facts and tell the truth. Like the best marketing in the entire world is truth.

[4:37] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=270 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
Now, if the truth isn't compelling, it doesn't mean you lie. It means you change the world to make the facts compelling. As in, if I say, "Man, I want to be like I" You see this one all the time, uh, 18-year-olds who are like, "I want to be a motivational speaker." Right? You say, "Okay, well, what are your facts? You've

[5:02] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=295 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
done nothing." Great. So they then lie so that they can try and claim success that they don't deserve so they can get authority that they can't back up and eventually are called out and are or are flattened. To be fair, they only impress people who don't know anything anyways. So if they're honest about it, they look

[5:24] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=317 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
at their fact sheet and say, "What would what would a motivational speaker have to have in order for them to have authority?" And then that becomes your action list of what you need to do. And then once those facts are the truth, then you can state the facts and tell the truth. And then people will be like, "Wow, that's

[5:42] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=335 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
so motivational." But all you did was tell the truth. And so like that is why I've so wholeheartedly rejected one like you are worthy. You are not worthy. If you had it, then you wouldn't even need to say you were worthy because you'd already have it. And if you were and like I struggle with imposter

[5:58] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=351 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
syndrome. Why? You only struggle with imposter syndrome? because you're lying. Like that's why you feel like an imposter. And now they're like, "Well, I didn't." The thing is is you can fudge the truth. Like you can you can not lie is very different than telling the truth. Like I can make something seem a certain way without

[6:14] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=367 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
deliberately breaking the law, but I'll know. And that's why you feel like an imposttor because you know. And there's the guy in the other room who's clearing his throat. Be like, "That's not true." And then that discord. But if you just say what you have done or you say what you are doing, I'm making this big investment. It's a

[6:32] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=385 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
big bet for me. The reason I'm making this bet is because I see this trend and I think it's a good idea. I could be wrong, but I'm not going to feel like an imposttor because of it because that's the truth. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give

[6:45] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=398 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
you a free gift. So my team and I put together the $100 million scaling road map which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages

[7:00] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=413 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
and we made this little kind of quiz thing where if you put in your business information it'll tell you where you're at and the most important part for you what to do for each of functions of the business across product marketing sales customer success recruiting IT human resources and finance. And so no matter

[7:14] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=427 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.comroadmap, plug in your business information, and if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you

[7:29] YouTube https://youtu.be/BpJ_aZ3UYKQ?t=442 || You’re Not Suffering From Imposter Syndrome. You’re Just Lying.
out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help. And if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: The Problem with Comparison in Business & How to Use It Correctly
URL: https://youtu.be/C0gt1GQ6pY8
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, wealth

[0:00] YouTube https://youtu.be/C0gt1GQ6pY8?t=0 || The Problem with Comparison in Business & How to Use It Correctly
The nuance of comparison I think I find really interesting. Uh because I find comparison to be an exceptional tool. It's the judgment of the comparison that hurts. Right? So it's like I can say that Broen is doing better than me. Period. And that's objective. There's nothing wrong with that. He's doing

[0:16] YouTube https://youtu.be/C0gt1GQ6pY8?t=9 || The Problem with Comparison in Business & How to Use It Correctly
better than me. He's got more more listeners. All that stuff. It's where it's like he's doing better than me and therefore I suck is the it's the second part I think that that people get in trouble with. So like I love comparison from a measuring tool perspective. just not as a judgment tool. And I think

[0:31] YouTube https://youtu.be/C0gt1GQ6pY8?t=24 || The Problem with Comparison in Business & How to Use It Correctly
that's been helpful for me because then I can like look at everyone's stuff and say, "What is he doing better than me?" Because one of my one of my big rules in business is that if someone's making more money than me, they're better at the game of business in some way. And that has served me really well because a

[0:43] YouTube https://youtu.be/C0gt1GQ6pY8?t=36 || The Problem with Comparison in Business & How to Use It Correctly
lot of people don't like Well, I don't like what they do. It's like, "Okay, well, do they make more money than you?" Yeah, but they're not what are they doing better than you? Because they're making more money than you. And the nice thing in business is that it's a it's a very objective game. Like, you can see

[0:54] YouTube https://youtu.be/C0gt1GQ6pY8?t=47 || The Problem with Comparison in Business & How to Use It Correctly
how someone's doing objectively. Like, they're doing better. And so it means that they're doing something or they did something prior to that point better than you did. And I think dissecting that like the reason that I'm on this stage right now is because Kylie Jenner was on the front of Forbes when she was

[1:09] YouTube https://youtu.be/C0gt1GQ6pY8?t=62 || The Problem with Comparison in Business & How to Use It Correctly
20. And when I was 27, I felt like really cool. Like I was I think I told him just under 20 million that year personally and I was like I'm good at business. And then she was a billionaire and she was a girl and she was eight years younger than me and I was like what the And so now I did feel terrible. Um but I

[1:33] YouTube https://youtu.be/C0gt1GQ6pY8?t=86 || The Problem with Comparison in Business & How to Use It Correctly
was like she is doing something she understands something that I don't understand. And at that point it was brand. I didn't get it. I was super transactional with business which was just like I was all about like conversion rate optimization. How much like what are our CPM like cost per impression? How much are we spending?

[1:47] YouTube https://youtu.be/C0gt1GQ6pY8?t=100 || The Problem with Comparison in Business & How to Use It Correctly
How much are we making? Like what are conversion rates across the whole process? Like where can we do more upsell? All that kind of stuff. Like it was all quant. And when I saw her just like overnight become a billionaire, I questioned kind of like my fundamentals around business. And it was that and

[2:04] YouTube https://youtu.be/C0gt1GQ6pY8?t=117 || The Problem with Comparison in Business & How to Use It Correctly
then The Rock and then Clooney and then Conor McGregor and Huda Beauty, all of these people starting these billion-dollar brands overnight that I was like, I don't understand brand. And so that's what actually launched me into doing this. It was only because of that. and it was but I think if if there had

[2:20] YouTube https://youtu.be/C0gt1GQ6pY8?t=133 || The Problem with Comparison in Business & How to Use It Correctly
been a flip side of like well it's just because Chris Jenner's her mom and whatever to protect me like my ego then I don't think I'd be here and so I think it is valuable to compare um and be able to pull out like what what they're doing better than you and then just looked at that objectively like I'm not saying I

[2:34] YouTube https://youtu.be/C0gt1GQ6pY8?t=147 || The Problem with Comparison in Business & How to Use It Correctly
want her brand but I can see what she did and then emulate that in my way or at least that's how I see it. Real quick if you're a business owner and you are not growing as fast as you'd like I'd like to give you a free gift. So my team and I put together the $100 million scaling road map, which is basically 200 hours of us looking over

[2:50] YouTube https://youtu.be/C0gt1GQ6pY8?t=163 || The Problem with Comparison in Business & How to Use It Correctly
all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're

[3:03] YouTube https://youtu.be/C0gt1GQ6pY8?t=176 || The Problem with Comparison in Business & How to Use It Correctly
at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to

[3:17] YouTube https://youtu.be/C0gt1GQ6pY8?t=190 || The Problem with Comparison in Business & How to Use It Correctly
give you this thing absolutely free. You can go to acquisition.comroadmap, plug in your business information, and if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will

[3:31] YouTube https://youtu.be/C0gt1GQ6pY8?t=204 || The Problem with Comparison in Business & How to Use It Correctly
look at the business, see if we can help. And if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: You’re Not Burned Out, You’re Just Focused
URL: https://youtu.be/C6zVkp8OJE4
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, productivity

[0:00] YouTube https://youtu.be/C6zVkp8OJE4?t=0 || You’re Not Burned Out, You’re Just Focused
You don't have to feel good about it. You just have to keep going. The feeling will pass, but you will remain. You are greater than your feelings. Going to bed late and waking up early to work for a few days won't kill you. You're not going to burn out. You're doing what it takes. If you're one of those people

[0:17] YouTube https://youtu.be/C6zVkp8OJE4?t=10 || You’re Not Burned Out, You’re Just Focused
that push work life balance, just remember the people who like working a lot don't care. I've never regretted trying harder at anything ever. Hard times last long, but an epic story feels like a lifetime. Nailed it. yeah. I just think when I look at you in particular, and I I realized this during our second conversation at the

[0:43] YouTube https://youtu.be/C6zVkp8OJE4?t=36 || You’re Not Burned Out, You’re Just Focused
start of this year, the reason that people get confused about your motivation and your workload is that they don't realize that the thing you do for work is the thing that you do for fun. That's a fundamental misunderstanding that people have. And because of that, you're prepared to work hard. And working hard doesn't feel like wasted time. Lots of people

[1:06] YouTube https://youtu.be/C6zVkp8OJE4?t=59 || You’re Not Burned Out, You’re Just Focused
associate working hard with not making progress. Therefore, working feels like wasting. So the idea that working hard doesn't make progress is one of the biggest farces that exists in humanity because at the end of the day whatever you amount to isn't going to matter anyways, right? And so if there is anything that's eternal for us at least as individuals, it's going to be who we

[1:29] YouTube https://youtu.be/C6zVkp8OJE4?t=82 || You’re Not Burned Out, You’re Just Focused
become in the process. And so one of my favorite quotes is the works on you more than you work on it. And so if you want to be the best in the world at something, you do the work to become the best in the world. and the work works on you. And so, I mean, there's a there's a a biblical proverb, I think. It says

[1:46] YouTube https://youtu.be/C6zVkp8OJE4?t=99 || You’re Not Burned Out, You’re Just Focused
like, um, there is there is profit in all labor. And that means that even if the thing that you're working on right now doesn't amount to the outcome that you expected that it would, it doesn't mean that you don't become better through doing it. And so, I'll give you a very real example. So, I spent 5 years building a chain of gyms. So I had six locations

[2:11] YouTube https://youtu.be/C6zVkp8OJE4?t=124 || You’re Not Burned Out, You’re Just Focused
and after that I sold five of them. I shut one down and then I transitioned to doing turnarounds. In the transition between shutting my gyms down, I got a big payday because I sold my five gyms. Big for me relative. I took all that money and I put it into the next thing. The partner that I had in that next thing ended up taking the money and disappearing, filing

[2:33] YouTube https://youtu.be/C6zVkp8OJE4?t=146 || You’re Not Burned Out, You’re Just Focused
bankruptcy and sending it to his girlfriend in Sweden. I couldn't make this up. So there was no way I could get the money back. and he had filed bankruptcies. There's no there's no course of action for a lawsuit. And so a lot of people would probably go through that mental situation and think and I went through this was thinking I just wasted the last 5 years. Like I literally started to change like put everything into the second location, put

[2:55] YouTube https://youtu.be/C6zVkp8OJE4?t=168 || You’re Not Burned Out, You’re Just Focused
everything in the third location, the fourth location kept kept going, right? I kept doubling down and then I get my big payday and I put it all all on black and then it disappears with one spin of the roulette. And so here I am and I'm like I have nothing to show for the last 5 years of work. But then in the next 12 months I made more money than I had ever made in my entire life up to that point. The five years I made I made the I made more

[3:19] YouTube https://youtu.be/C6zVkp8OJE4?t=192 || You’re Not Burned Out, You’re Just Focused
profit in the next 12 months than I made in the last 5 years times like five. And it was because and this is only I was only able to re realize this in retrospect which is why I'm sharing it which is that the thing that was the outcome of those five years was me and the skills and the experiences that I possessed through

[3:36] YouTube https://youtu.be/C6zVkp8OJE4?t=209 || You’re Not Burned Out, You’re Just Focused
going through it. And so whatever the next mountain that you're trying to climb is, of course it's going to be higher, but it's going to require you to go through the smaller mountains to get to that point. So because the more able you are, the more able you realize you can become and you will get way bigger

[3:51] YouTube https://youtu.be/C6zVkp8OJE4?t=224 || You’re Not Burned Out, You’re Just Focused
outcomes from the things that you have like the path that led you here than than you than you think you can. And so that's why since that moment where I lost everything and then I was able to make more in the next 12 months, I realized that no work is wasted because I am the output of the work, not the outcome. And that was one of the biggest

[4:14] YouTube https://youtu.be/C6zVkp8OJE4?t=247 || You’re Not Burned Out, You’re Just Focused
frame shifts for me in never thinking that work is wasted because the more I work, the bigger my work ethic, the more my work capacity increases. And to give an exercise example because I think it's it's cool and interesting is that a lot of people talk about this concept of overtraining. Don't worry, I'll bring it back. All right, they talk about this

[4:30] YouTube https://youtu.be/C6zVkp8OJE4?t=263 || You’re Not Burned Out, You’re Just Focused
concept of overtraining. I remember I was talk I had this a woman that uh Leila and I are friends with very successful business owner had a boy toy with her and he was like, "Aren't you concerned about overtraining?" And I was feeling a little pissy that day and I said, "Bro, once you start looking like you work out, you can worry about overtraining." I was like, "Until that point, you don't need to worry about

[4:51] YouTube https://youtu.be/C6zVkp8OJE4?t=284 || You’re Not Burned Out, You’re Just Focused
overtraining." I was being a little bit mean, but I think he he did remember it and he did change the way he trained and he did gain muscle afterwards. So, I felt okay about it. Now, the point of 5 minutes that little quip, right, was that what I explained to him is that your ability to recover from working out itself is

[5:08] YouTube https://youtu.be/C6zVkp8OJE4?t=301 || You’re Not Burned Out, You’re Just Focused
trainable. So when you do more volume, your ability to withstand volume, your work capacity increases. And so to the same degree, people are like, I feel burnt out. The thing is is that you either die or you adapt. That's it, right? And in the fitness world, you either die, get injured, or adapt, right? And since you're probably not going to die, you really just need to make sure that you don't get injured.

[5:27] YouTube https://youtu.be/C6zVkp8OJE4?t=320 || You’re Not Burned Out, You’re Just Focused
And if you don't get injured and you don't die, you get better. And so that mental process in terms of how I see work has been like the most self-fulfilling prophecy that I've had because the more I work, the better I get at working, the more productive I am per unit of time. And so and then I get the outcomes that happen eventually. But the point is, and you probably I mean I already know you know this, but the outcomes become so irrelevant compared

[5:51] YouTube https://youtu.be/C6zVkp8OJE4?t=344 || You’re Not Burned Out, You’re Just Focused
to the reward that you get in the meantime because the people who are experts and this is from my my good friend Dr. Cashy. People who are experts at any skill become experts because they learn how to become rewarded from the work itself. And so like they don't actually have something that you don't.

[6:08] YouTube https://youtu.be/C6zVkp8OJE4?t=361 || You’re Not Burned Out, You’re Just Focused
It's just that they measure success differently. Real quick,


VIDEO
TITLE: Shrink the Gap Between Thought and Action
URL: https://youtu.be/CdrNB-55sLU
PRIMARY_TOPIC: mindset
TOPICS: mindset, productivity, mindset

[0:00] YouTube https://youtu.be/CdrNB-55sLU?t=0 || Shrink the Gap Between Thought and Action
And so a big thing that richer people do is that they will act with urgency. And I would say this is just not even richer people. This is entrepreneurs specifically that I'm making this video for is that they act with urgency. All right? And so you can tell in some ways how how successful someone's going to be

[0:15] YouTube https://youtu.be/CdrNB-55sLU?t=8 || Shrink the Gap Between Thought and Action
by how quickly they do things. The gap between thoughts and action. And so this is something I personally work on a lot which is like how quickly between when I make a decision to do something does it actually occur. And you can improve your potency as a person, how powerful you are. By decreasing the gap between

[0:30] YouTube https://youtu.be/CdrNB-55sLU?t=23 || Shrink the Gap Between Thought and Action
thoughts and action. Like if you think about the hypothetical extreme of this, the god figure if you will, thoughts and reality are one and the same. He thinks planets and universes and they appear. And so that would be the ultimate demonstration of power in my opinion. And so we can approximate that. We can

[0:44] YouTube https://youtu.be/CdrNB-55sLU?t=37 || Shrink the Gap Between Thought and Action
get as close to that as we can by shrinking the time it takes between when we think and when we decide and then when we ultimately do. When you don't have any more information to collect in order to make a decision, then you make the decision. And you make the decision by eliminating alternatives. So like

[1:00] YouTube https://youtu.be/CdrNB-55sLU?t=53 || Shrink the Gap Between Thought and Action
literally the word decide comes from decadere, which is Latin for to cut off. And so the question is, what thing are you eliminating by making the decision that you're going to make? And a really easy tactical thing is is whenever you say, I'm going to get this done by the end of the week, ask yourself, can I get

[1:12] YouTube https://youtu.be/CdrNB-55sLU?t=65 || Shrink the Gap Between Thought and Action
it done by the end of the day? And that seems like a very small hack, but that increases your pace of progress by 7x. And so if you hear that, you're like, wow, 7x. It's like yeah and for that reason there are people who are working 100 times faster than you and I think that this is a really good cultural

[1:26] YouTube https://youtu.be/CdrNB-55sLU?t=79 || Shrink the Gap Between Thought and Action
thing which is uh you can just say end of day not end of week and not end of month end of week. So in each of the instances this is a 4x increase this is a 7x increase right and you can even go end of day goes into end of hour. Now, this is one that Ila talks about a lot and she's a master operator is that she heard this

[1:50] YouTube https://youtu.be/CdrNB-55sLU?t=103 || Shrink the Gap Between Thought and Action
from a mentor. She said, "If it's a five minute task and you have five minutes, do it now." And so, the amount of times where I'm like, "Hey, we should do this thing." And then literally in 60 seconds it's handled by Ila like while I'm just walking around talking just like shooting ideas out there is baffling.

[2:06] YouTube https://youtu.be/CdrNB-55sLU?t=119 || Shrink the Gap Between Thought and Action
And so her speed of like that's a great idea, it's already been you know delegated out like she doesn't keep things on her plate. And so there's this big falseness that I think is propagated by a lot of the social media world because it feels good and to get lots of shares because it gives people permission to be lazy. It gives people

[2:24] YouTube https://youtu.be/CdrNB-55sLU?t=137 || Shrink the Gap Between Thought and Action
permission to tell themselves that they're great just the way they are. I wholeheartedly reject that entire notion. The idea that they sell you is that you're young. You've got time. And I think that is false because all this does is extend how long it takes you to remember that number one, tomorrow isn't

[2:43] YouTube https://youtu.be/CdrNB-55sLU?t=156 || Shrink the Gap Between Thought and Action
guaranteed. Like I just looked at my newsfeed this morning and I there was a guy that I knew who's my age and he just died of stomach cancer. Really sad. Really nice guy. Wife and three kids into fitness, really in shape. Just a freak thing that happened. And so the assumption that you've got time assumes

[2:58] YouTube https://youtu.be/CdrNB-55sLU?t=171 || Shrink the Gap Between Thought and Action
that you know you're going to live forever, that you know you're going to live to 100. And we know that that's not true. And let me put this in perspective. Three out of 10,000 people live to 100. And so everyone has this assumption in their mind that they're like, "Yeah, I'm at 50, so I'm going to make it to 100." Yeah. Well, you've got

[3:13] YouTube https://youtu.be/CdrNB-55sLU?t=186 || Shrink the Gap Between Thought and Action
a 3 in 10,000 shot at doing that. Very unlikely. More realistically, you'll die at the median, which is 74 for men in the US, which means that at 37, you're actually at the halfway point, just in years. But if you adjust for the increase in speed of time, so the same reason that your kid at five years old

[3:31] YouTube https://youtu.be/CdrNB-55sLU?t=204 || Shrink the Gap Between Thought and Action
thinks that something takes forever when you say it's going to happen next year and when you're 40 something that happens next year feels like you blink your eyes and it's there is that when you're five, one year is 20% of your life. When you're 40, one year is 2 and a half% of your life. And so it very

[3:44] YouTube https://youtu.be/CdrNB-55sLU?t=217 || Shrink the Gap Between Thought and Action
much in real way is nine times faster than it is for your 5-year-old. And so it's my belief that as we get older, we don't become more patient. Time just moves faster. And so if you adjust for that time speed, your midpoint isn't 37. It's closer to 21. And so this is also why in my opinion when you think back on

[4:02] YouTube https://youtu.be/CdrNB-55sLU?t=235 || Shrink the Gap Between Thought and Action
your life, you have so much meat in the first 20 years. So much stuff happens, all these material life events. And it's because in that time period, it was half of your life. And then after that, everything happens real fast. And so what you have to realize is one, tomorrow isn't guaranteed. Two, nothing

[4:17] YouTube https://youtu.be/CdrNB-55sLU?t=250 || Shrink the Gap Between Thought and Action
is going to be easy. Just get over it. Every time you think, "Oh, this could look," just get immediately skip to, "Oh, that's not true. There's something I don't know about that." Just skip to it. The faster you can train that muscle that as soon as you have this FOMO, just slow down and realize that you don't

[4:31] YouTube https://youtu.be/CdrNB-55sLU?t=264 || Shrink the Gap Between Thought and Action
know enough. Three, it takes time to get good. There's no one who's good at anything that was immediately good at it. And the people who are immediately good at it, I remember telling a professor, I was like, "You know, I've just naturally been good at languages." He was like, "When you were a kid, did

[4:42] YouTube https://youtu.be/CdrNB-55sLU?t=275 || Shrink the Gap Between Thought and Action
you have multiple languages in your household?" I was like, "Well, yeah, I'm bilingual." And he's like, "What are you even talking about? like you literally started with that. So of course languages are easier for you. And so the thing is is that the people who have things that come naturally to them, they

[4:54] YouTube https://youtu.be/CdrNB-55sLU?t=287 || Shrink the Gap Between Thought and Action
just only came because they forgot the work that generalize to the new skill. Once you realize that it takes time and repetitions to get good, then you also realize that the sooner you start, the sooner you get. And don't stop until you do. Real quick, if you're a business owner and you are not growing as fast as

[5:11] YouTube https://youtu.be/CdrNB-55sLU?t=304 || Shrink the Gap Between Thought and Action
you'd like, I'd like to give you a free gift. So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And

[5:26] YouTube https://youtu.be/CdrNB-55sLU?t=319 || Shrink the Gap Between Thought and Action
so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT,

[5:38] YouTube https://youtu.be/CdrNB-55sLU?t=331 || Shrink the Gap Between Thought and Action
human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.comroadmap, plug in your business information, and if you want us to actually help you

[5:52] YouTube https://youtu.be/CdrNB-55sLU?t=345 || Shrink the Gap Between Thought and Action
deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help. And if we can, we'll invite you out to Vegas and we'll do this in person live.


VIDEO
TITLE: What makes a good friend?
URL: https://youtu.be/CsYH0eFkGtE
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/CsYH0eFkGtE?t=0 || What makes a good friend?
A friend was recently asked who his best friend is. He said he wasn't sure. It's a bit of a rare question after age 12. So, the question was asked differently, who do you have the least amount of filter with when you're around them? Another good question is who can you sit in silence with and not have to fill it?

[0:15] YouTube https://youtu.be/CsYH0eFkGtE?t=8 || What makes a good friend?
Mhm. Even if there isn't a single person that wins, these are the people who you should prioritize spending your time with. We all feel the compulsion to change ourselves to fit in. We adjust our behavior, words, nature, everything in an attempt to be liked, validated, and accepted. The more people who make

[0:29] YouTube https://youtu.be/CsYH0eFkGtE?t=22 || What makes a good friend?
it feel safe for you to truly be yourself around them, the more confidence you'll have to be that person every day. And I feel like that's a correlate to the you you partner should be someone that helps you become more of you, not dilute. They should be salt to bring out the flavor. Yeah. Obviously, analogies have limit

[0:51] YouTube https://youtu.be/CsYH0eFkGtE?t=44 || What makes a good friend?
Yeah. analogies have limits, but like salt more of you. And so you brought up authentic. Authenticity as I define it from a behavior perspective is how you behave if you have no if you have no risk of punishment. Mhm. And so what would you do if you could not get punished? And if you behave that way in front of

[1:11] YouTube https://youtu.be/CsYH0eFkGtE?t=64 || What makes a good friend?
them, then it means that either they do not punish you or they have no desire to punish you. Either way, it accomplishes the same thing, which is that you behave as though they weren't there. Real quick, I'm going to show you the exact 10 stage road map from zero to 100 million plus that less than 1% of

[1:28] YouTube https://youtu.be/CsYH0eFkGtE?t=81 || What makes a good friend?
companies finish. I've now done multiple times. And so I can say with a lot of confidence that these are the stages as headcount increases that you need to get through. And I broke each of these down by eight different functions of the business, what the constraint feels like, like what are the symptoms of it

[1:41] YouTube https://youtu.be/CsYH0eFkGtE?t=94 || What makes a good friend?
when you're going through it. And then what steps we actually took to graduate. And we've done this across software, physical products, uh, service businesses, brickandmortar, all of this, and it works. And it's my gift to you. It's absolutely free. And so the link's in the description, but you just go

[1:55] YouTube https://youtu.be/CsYH0eFkGtE?t=108 || What makes a good friend?
acquisition.comroadmap. Just enter your info and it'll spit it right back to you. Offering.


VIDEO
TITLE: 
URL: https://youtu.be/CwyDIz7EWT4
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/CwyDIz7EWT4?t=0 || (title unavailable)
Well, thanks for this opportunity. You bet. Um, a little bit background about me. I'm a dentist uh owned my practice for 15 years and I focus on dental implants and um the primary uh patient inflow method has been Google ads for the past eight years. Uh, I'd say about half of my patients come from internal referrals from friends and

[0:26] YouTube https://youtu.be/CwyDIz7EWT4?t=19 || (title unavailable)
family and then the other half come from Google Ads. That company that I've been with for eight years has had the same landing page for eight years and has not gotten any feedback from us about lead quality or anything. And past year, I would say, don't you wish you had him as a customer? Like, I love this, right?

[0:46] YouTube https://youtu.be/CwyDIz7EWT4?t=39 || (title unavailable)
That's easy. Quality has gone down. You know, it's just all gone to So last year I decided, you know, this is a really important part of my business. I want to just take ownership of this. So I partnered up with these people who I was introduced to say, "Hey, you cracked the Google Ads algorithm. I'm going to uh

[1:04] YouTube https://youtu.be/CwyDIz7EWT4?t=57 || (title unavailable)
work on the the coaching and lead nurturing and value building aspect of it." So we and that didn't work out. This company didn't know what they were doing, so it all went to So anyways, now I'm working with another company trying to build um the funnel, the landing page and whatnot. Have not made any content, but I have all the

[1:25] YouTube https://youtu.be/CwyDIz7EWT4?t=78 || (title unavailable)
setup to start doing that. Uh so I wanted to uh build content specifically for the funnel. So when people click on the ad, they have a video of me, you know, social proof, all that kind of stuff. But I also want to build uh or create content uh just for general like social presence and and also value building. Um so should I

[1:48] YouTube https://youtu.be/CwyDIz7EWT4?t=101 || (title unavailable)
focus primarily on the Google ads first and lean on that and then start working on the general content? Second question I have for you is I've been doing what you had said that everyone does, which is survey the market for what the price is, charge a little bit less, and offer ton more value. So the ton more value

[2:08] YouTube https://youtu.be/CwyDIz7EWT4?t=121 || (title unavailable)
that I'm offering is a lot of additional procedures that go along with the service that I'm providing that help create predictability and long-term. And I want to lean in on that as a differentiating factor because a lot of the competition is newer, newer chains, newer doctors, they don't have the track

[2:25] YouTube https://youtu.be/CwyDIz7EWT4?t=138 || (title unavailable)
history. And I have a lot of patients that I've treated 10, 12, 15 years ago that I want to sort of highlight. And so in that regard, should I continue charging or advertising the price that I am advertising and just highlight the more value that I'm getting to get more more revenue coming in first and then

[2:44] YouTube https://youtu.be/CwyDIz7EWT4?t=157 || (title unavailable)
try to raise my price or you know love feedback on how to position myself in this new funnel of this new My favorite way of doing it would be just raise your price. Okay. I mean I' I've told my father this for the entirety of my life and he has still never listened to me. So, you know, maybe maybe it'll work for you. He's

[3:04] YouTube https://youtu.be/CwyDIz7EWT4?t=177 || (title unavailable)
like, I booked out for 9 years. And I'm like, yeah, what if you just doubled your price? You could work the same amount you currently do every day and just make twice as much money. Uh, and so unless you have a demand issue or a conversion, like, do you have a conversion issue right now? Like, when you get people in, do they not buy?

[3:19] YouTube https://youtu.be/CwyDIz7EWT4?t=192 || (title unavailable)
Um, so I don't really have a sales process, a sales system. It's all just me. Well, you do have a sales process. You just haven't documented it. Yeah. Right. But I just, you know, I just talk to them and let them know, hey, this is what your situation is. This is how I would end. I'll bet you if I recorded you and I

[3:33] YouTube https://youtu.be/CwyDIz7EWT4?t=206 || (title unavailable)
played 50 of those side by side, second by second, you'd be like, "Oh, this is the part where I make the same amount of jokes about this thing." And then I asked them why they're here. And then I say, "What have you thought about before? Why now? Why why is this to help you out?" "Okay, got it." "Okay, has

[3:49] YouTube https://youtu.be/CwyDIz7EWT4?t=222 || (title unavailable)
there been anything else?" "No." "Want me to tell you about this thing? I think you might be a good fit. Here's what you can expect." Great. Do you have any questions for me? Blah blah blah. And so, you probably do have a process. You just don't write it down. Now after you know reading your books and listen everything now we're we're

[4:04] YouTube https://youtu.be/CwyDIz7EWT4?t=237 || (title unavailable)
working on creating a system and then educating the team on it so they can carry the baton. So um that's where I am and uh you know um raising the price I certainly can justify it just because like I said I have you'd also do it even if you couldn't justify it. You just raise it anyways because you felt like it cuz it's Tuesday cuz who

[4:25] YouTube https://youtu.be/CwyDIz7EWT4?t=258 || (title unavailable)
cares? You raise it cuz you want to. it's America and you can ch charge what you want and they can choose to say no and you can choose to say this is all what I'll what I pay what I uh what I charge and so like it's like just in terms of the idea of like I have to do this because to do this it's like you can

[4:40] YouTube https://youtu.be/CwyDIz7EWT4?t=273 || (title unavailable)
just do it like we just bought a company a year ago and I mean I tell the story because I like breaking the belief and so we bought it we did this massive analysis and I was just like I had the whole leadership team and they're like so what's the big how are we going to like grow the hell out of this company. I was

[4:57] YouTube https://youtu.be/CwyDIz7EWT4?t=290 || (title unavailable)
like, I think I'm just going to double the price. And they were like, what else are we going to do? I was like, I think that's it. I think that's all I'm going to do. And they're like, but what about all these other things? I was like, I don't think that's I think we're just going to do that. And so we did that.

[5:12] YouTube https://youtu.be/CwyDIz7EWT4?t=305 || (title unavailable)
And the sales team was like, so would we need to retrain the sales team? I was like, no, no. I was like, you're going to say the same thing. And then the very end when you say the price, I was like, instead of saying this number, you say this number. That's it. And then we did that. And um it took me nine calls with

[5:26] YouTube https://youtu.be/CwyDIz7EWT4?t=319 || (title unavailable)
the founder, nine uh and he didn't agree. And so we settled on 50% increase. So we increased the price by 50%. And close rates went up because they were mispriced. And so we sold a higher percentage people at 50% more money. And if you do more times more, it's way more because all that goes to the bottom line. And so

[5:49] YouTube https://youtu.be/CwyDIz7EWT4?t=342 || (title unavailable)
uh that's the beautiful thing with price increases is that it's all profit. One of my favorite ways to make more profit, just charge more. So, um, TLDDR, yes, I think you should charge more. And in terms of uh the ad stuff, uh you're either going to have to learn this yourself, which feels unlikely, uh, or

[6:07] YouTube https://youtu.be/CwyDIz7EWT4?t=360 || (title unavailable)
you're going to have to keep doing this trial and error. Well, I am learning it myself. I actually have uh started the courses and gotten into Google ads and Facebook ads. It's again, it's not something I'm going to do myself, but I can't delegate until I have full in-depth knowledge, which is kind of how I built the rest of the

[6:24] YouTube https://youtu.be/CwyDIz7EWT4?t=377 || (title unavailable)
business. I like it. We have uh the lab side also on site, so it's vertically integrated. We just need to just crank that engine of of Once you get that going, the ultimate version of the business is that you start buying other practices, right? Because then you can install your systems on top, your reputation, etc.

[6:40] YouTube https://youtu.be/CwyDIz7EWT4?t=393 || (title unavailable)
And like that's when this gets a lot more interesting. So, if you've hit a revenue ceiling or your entire business relies on you to grow, then I'd love to invite you out to our headquarters here in Vegas to learn how we scale. And so, my team spends two days with you to identify the thing that's holding your

[6:55] YouTube https://youtu.be/CwyDIz7EWT4?t=408 || (title unavailable)
business back. And so, if that sounds interesting, click book a call. And if you're a fit, we'd love to potentially see you out here in


VIDEO
TITLE: The Bar For Excellence Is Embarrassingly Low
URL: https://youtu.be/DGxhtMFtqfA
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, productivity

[0:00] YouTube https://youtu.be/DGxhtMFtqfA?t=0 || The Bar For Excellence Is Embarrassingly Low
Charlie Munger in one of his seinal speeches, he talks about how to guarantee failure. How to make sure that you are a failure and he inverts the the concept of success. It's like, what could you do to make sure that you were a failure? It's like, well, you would definitely get involved in drugs, drinking. He says, was it leverage

[0:17] YouTube https://youtu.be/DGxhtMFtqfA?t=10 || The Bar For Excellence Is Embarrassingly Low
liquor and women? That's you know the Charlie's Charlie's big one, right? But one of the ones that he has, I think he has seven in his in his in his speech is consistency. He's like, "You have to make sure that you're inconsistent." He's like, "Because if you are consistent and you have none of the other attributes," he's like, "It's you

[0:36] YouTube https://youtu.be/DGxhtMFtqfA?t=29 || The Bar For Excellence Is Embarrassingly Low
still might be successful." He's like, "It's it's very tough for people who are consistent to not be successful." And he makes an especially pointed point about consistency because in my opinion, it's one of the most difficult of the virtues for humans to do because we're so attracted to novelty. And so, like, I

[0:52] YouTube https://youtu.be/DGxhtMFtqfA?t=45 || The Bar For Excellence Is Embarrassingly Low
mean, I used to deal with this with, you know, people on their diets all the I remember I ran gyms and so someone would come in and I would always ask the question, "So, have you been following the meal plan?" And then they would say, "Yes." And so then I started changing the way I asked the question. So I'd

[1:04] YouTube https://youtu.be/DGxhtMFtqfA?t=57 || The Bar For Excellence Is Embarrassingly Low
say, "Out of the 21 meals that you were supposed to eat, how many of the 21 did you have exactly the way it was on the meal plan?" And then they would be like, "Oh, I mean, at least half." And they would say it as though that was a mark of success. And right now, the meal plan could be your content plan. It could be

[1:20] YouTube https://youtu.be/DGxhtMFtqfA?t=73 || The Bar For Excellence Is Embarrassingly Low
your it could be your showing up to work on time plan. It could be the time that you want to put towards your side hustle. doesn't really matter. But if there's one muscle that you can flex, it's learning to do the same thing over and over again. Like one of the one of the values that we had at Gym Launch is

[1:34] YouTube https://youtu.be/DGxhtMFtqfA?t=87 || The Bar For Excellence Is Embarrassingly Low
do the boring work. Because boring is what makes you rich, right? It's it's it's it's writing the follow-up sequence to your to the purchase page that you don't feel like doing, but you know you should do. It's running the split test for the 10th time. It's it's actually going through and prepping for 20

[1:52] YouTube https://youtu.be/DGxhtMFtqfA?t=105 || The Bar For Excellence Is Embarrassingly Low
minutes before you have the meeting because it's amazing how much smarter you can appear with 20 minutes of preparation. Like you can appear 50 IQ points smarter if you just prepare for meetings for 20 minutes. I remember I did a consulting day, which I've only done three in my entire life. And when I showed up uh to

[2:10] YouTube https://youtu.be/DGxhtMFtqfA?t=123 || The Bar For Excellence Is Embarrassingly Low
the day, because I always want to make sure that everyone always gets more for me than I than they give me. Um I had taken I don't know 4 hours not a long time but a long time for I think some people but for me four hours is nothing. I counted hundreds so this was irrelevant and so I put took four hours

[2:25] YouTube https://youtu.be/DGxhtMFtqfA?t=138 || The Bar For Excellence Is Embarrassingly Low
and actually took the time and put it in to do research on the individual. So I looked at every single page they had every landing page every offer every everything. And I had seven pages of things that I thought would make them more money. And so when I started I was like this is what we're going to go

[2:38] YouTube https://youtu.be/DGxhtMFtqfA?t=151 || The Bar For Excellence Is Embarrassingly Low
through today and I'll walk you through line by line and you'll have this as a take behind so you can execute it with your team. It was a bigger company and the guy was shocked. He was like, "Never in my entire life has anyone had this much preparation." And that's when it goes back to like you need 20

[2:54] YouTube https://youtu.be/DGxhtMFtqfA?t=167 || The Bar For Excellence Is Embarrassingly Low
podcasts to be in the top 1%. The the bar for excellence like I have this timer that I have on my desk which it's it's the easiest purchase you can make. I think it was like seven bucks on Amazon. It's a little twist kitchen timer. It's very easy. And it's been probably my biggest focus hack, you know, to date, which is I turn it when I

[3:13] YouTube https://youtu.be/DGxhtMFtqfA?t=186 || The Bar For Excellence Is Embarrassingly Low
want to start working. And part of it allows me to think how long I I get better at predicting how long it's going to take me to do something. So I think I think this will take me 35 minutes. So I turn the clock to 35 and I click on and then I start working on the thing. And the moment my phone rings or I look at

[3:25] YouTube https://youtu.be/DGxhtMFtqfA?t=198 || The Bar For Excellence Is Embarrassingly Low
Slack or whatever, I stop the timer. And so you actually see that your time on task is usually significantly less than you think it is. And I think that in my early days, I would spend a very long time in front of a computer telling myself that I was working with very few minutes actually on task. And that's why

[3:42] YouTube https://youtu.be/DGxhtMFtqfA?t=215 || The Bar For Excellence Is Embarrassingly Low
I think that most things are actually significantly easier than people think they are. They just don't know how to try hard. Because the harder that you try, the easier it gets. And so it's like if you can just learn to love what trying hard feels like, then all of a sudden it becomes unreasonable that you

[3:58] YouTube https://youtu.be/DGxhtMFtqfA?t=231 || The Bar For Excellence Is Embarrassingly Low
can't win. So like for the presentation that I'm giving, I explained a little bit earlier about what my process looks like. If you were to say what would it take for somebody to be unreasonably good that it would be impossible for them to not be a top 1% salesman or a top 1% content creator and you said what

[4:12] YouTube https://youtu.be/DGxhtMFtqfA?t=245 || The Bar For Excellence Is Embarrassingly Low
would that person need to do irrelevant from outcome? What would be the actions or evidence that they would have to do prior to that thing that would make it unreasonable that they couldn't succeed? And then you do those things. What happens is you realize that it's actually not that hard because you put

[4:25] YouTube https://youtu.be/DGxhtMFtqfA?t=258 || The Bar For Excellence Is Embarrassingly Low
so much work into it and the bar from other people working is so embarrassingly low that they then ask you how you did it and it must be easy. Consistency doesn't guarantee that you'll be successful, but not being consistent will guarantee that you won't reach success. You have a productivity hack, an easy productivity

[4:48] YouTube https://youtu.be/DGxhtMFtqfA?t=281 || The Bar For Excellence Is Embarrassingly Low
hack. Instead of spending time getting in the mood to work, just start working. Confront the work. People think they need perfect conditions to start when in reality starting is the perfect condition. I'm married to that. I love that because if you think like I, you know, I obviously am somebody who always wants

[5:10] YouTube https://youtu.be/DGxhtMFtqfA?t=303 || The Bar For Excellence Is Embarrassingly Low
to optimize how much work I do per unit of time. And so I I was, you know, there was definitely times earlier in my life I was really romanticized by these like very extensive morning routines and supplement rituals and like all this stuff of mental masturbation around the work that needed to be done. But when I

[5:25] YouTube https://youtu.be/DGxhtMFtqfA?t=318 || The Bar For Excellence Is Embarrassingly Low
looked at 2 hours later and nothing had actually gotten done, the moment you begin working is when your output per unit of time goes up. And so that makes beginning the single greatest hack that you can have for everything else that you do in work. Because thing is when you start working you start getting in the mood to work

[5:45] YouTube https://youtu.be/DGxhtMFtqfA?t=338 || The Bar For Excellence Is Embarrassingly Low
right like everything else is procrastinating around the work that you think you should do but like I have noticed for me at least I have these I have some big mental tasks you know what I mean like big content piece or big thing that you need like you know it's going to take real mental effort it takes me like five minutes of actually

[5:59] YouTube https://youtu.be/DGxhtMFtqfA?t=352 || The Bar For Excellence Is Embarrassingly Low
being in it to then get a a little bit of a lay of the land to then get into it but I used to take hours to delay to start the first five minutes and so my time compression of when I thought I should start doing something and when I started doing it. Over time, it's just compressed to the point where it's like

[6:14] YouTube https://youtu.be/DGxhtMFtqfA?t=367 || The Bar For Excellence Is Embarrassingly Low
the moment I think that I need to start doing it. Sometimes I just start it because then what happens? I get this open loop. And so rather than complete work at like cuz a lot of people are like, I want to complete it at this really nice clean point. Stop halfway through the sentence cuz it'll drive you

[6:26] YouTube https://youtu.be/DGxhtMFtqfA?t=379 || The Bar For Excellence Is Embarrassingly Low
mad. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went

[6:41] YouTube https://youtu.be/DGxhtMFtqfA?t=394 || The Bar For Excellence Is Embarrassingly Low
through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the

[6:54] YouTube https://youtu.be/DGxhtMFtqfA?t=407 || The Bar For Excellence Is Embarrassingly Low
business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap,

[7:08] YouTube https://youtu.be/DGxhtMFtqfA?t=421 || The Bar For Excellence Is Embarrassingly Low
plug in your business information, and if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help. And if we can, we'll invite you

[7:22] YouTube https://youtu.be/DGxhtMFtqfA?t=435 || The Bar For Excellence Is Embarrassingly Low
out to Vegas and we'll do this in person live.


VIDEO
TITLE: The Secret to Developing Skills That Transfer Across Domains
URL: https://youtu.be/E-jrNJ8Ci0A
PRIMARY_TOPIC: mindset
TOPICS: mindset, career, mindset

[0:00] YouTube https://youtu.be/E-jrNJ8Ci0A?t=0 || The Secret to Developing Skills That Transfer Across Domains
skills are typically chunked up or chunked down. So basketball, so people like he is good at basketball. They're saying he has many skills as it relates to this thing. Now within basketball, you've got dribbling, you've got shooting, you've got passing, right? These are subsklls underneath of basketball. To the same degree in

[0:19] YouTube https://youtu.be/E-jrNJ8Ci0A?t=12 || The Secret to Developing Skills That Transfer Across Domains
business, you can be good at business versus good at marketing, good at sales, but good at product, good at hiring. All of these are subsklls underneath of those larger skills. Now, if we were to go uh even deeper than that, we also have generalizable skills across domains. So, if I have great hand eye

[0:37] YouTube https://youtu.be/E-jrNJ8Ci0A?t=30 || The Secret to Developing Skills That Transfer Across Domains
coordination, I might be better or learn something faster, like I will learn how to shoot faster, but I'll also learn how to play ping pong faster. I'll also learn how to serve a tennis uh serve faster because I have generalizable skills. And so, a specific skill is a skill that does not generalize across

[0:53] YouTube https://youtu.be/E-jrNJ8Ci0A?t=46 || The Secret to Developing Skills That Transfer Across Domains
domains. Now, when you have more specific skills, the the am it's more a degree to which it generalizes rather than does it generalize or not. So, I could have that eye hand coordination thing, which would pretty much generalize to anything that I use my hands and my eyes, which is a lot of stuff, right? But would would uh would

[1:10] YouTube https://youtu.be/E-jrNJ8Ci0A?t=63 || The Secret to Developing Skills That Transfer Across Domains
shooting the specific skill uh generalize over to I don't know, chess? Probably not. It's like, well, you're using your eyes and hands, but not really. It's a lot more about decision-m, right? And so are there are there closer ones? Would it would that go uh better for beer pong? Probably. That would generalize over my foul shots

[1:32] YouTube https://youtu.be/E-jrNJ8Ci0A?t=85 || The Secret to Developing Skills That Transfer Across Domains
versus beer pong. Probably does generalize to a great degree. Not 100% but decent. And so the reason this is important is that people like language matters. And so some of you will say, I want to get good at business, Alex, but business is not something you can get good at. It is a bucketed term that has

[1:52] YouTube https://youtu.be/E-jrNJ8Ci0A?t=105 || The Secret to Developing Skills That Transfer Across Domains
many skills underneath of it. And since we just defined what skills are, which is adaptive chains in behavior, you start something and you do three or four things in a row that get an outcome, right? Business has marketing. And guess what? Marketing is also a skill that is an adaptive chain. And so you basically

[2:10] YouTube https://youtu.be/E-jrNJ8Ci0A?t=123 || The Secret to Developing Skills That Transfer Across Domains
have to keep chunking down until you finally figure out the the the skills that you can quantify in terms of behavior. And so this goes all the way up and all the way down. Like reading, writing, and speaking are are are generalizable skills that will apply to everything. Learning in and of itself is a skill.

[2:32] YouTube https://youtu.be/E-jrNJ8Ci0A?t=145 || The Secret to Developing Skills That Transfer Across Domains
Like your ability to learn, your ability to figure it out, right? And so back to this little example I have here, many of you want to learn more stuff, but because you have not broken down the thing you want to learn, you stare at the screen and keep searching, hoping that you're going to get some recipe.

[2:55] YouTube https://youtu.be/E-jrNJ8Ci0A?t=168 || The Secret to Developing Skills That Transfer Across Domains
But the recipe is that you have to keep breaking it down into smaller and smaller constituent parts so that you can get it into an understandable unit that you can change your behavior within. Real quick, I'm going to show you the exact 10 stage road map from zero to 100 million plus that less than 1% of companies finish I've now done

[3:13] YouTube https://youtu.be/E-jrNJ8Ci0A?t=186 || The Secret to Developing Skills That Transfer Across Domains
multiple times. And so I can say with a lot of confidence that these are the stages as headcount increases that you need to get through. And I broke each of these down by eight different functions of the business, what the constraint feels like, like what are the symptoms of it when you're going through it, and

[3:27] YouTube https://youtu.be/E-jrNJ8Ci0A?t=200 || The Secret to Developing Skills That Transfer Across Domains
then what steps we actually took to graduate. And we've done this across software, physical products, uh, service businesses, brickandmortar, all of this. And it works. And it's my gift to you. It's absolutely free. And so the link's in the description, but you just go acquisition.comroadmap. Just enter your info and it'll spit it

[3:42] YouTube https://youtu.be/E-jrNJ8Ci0A?t=215 || The Secret to Developing Skills That Transfer Across Domains
right back to you. Offering.


VIDEO
TITLE: How to Get in Shape
URL: https://youtu.be/ECkcEc0KHtw
PRIMARY_TOPIC: mindset
TOPICS: mindset, mindset, productivity

[0:00] YouTube https://youtu.be/ECkcEc0KHtw?t=0 || How to Get in Shape
Final thing I wanted to ask you about. So, I think I think I heard you say in one of the interviews that you've had six-pack abs since the age of like 16 or something something like that. Um, see if I still got them. No. Oh, love it. Still got them. I I've had six pack abs on my kind of annual bucket list for the last several years and just never really gotten there. Is there like a single resource?

[0:26] YouTube https://youtu.be/ECkcEc0KHtw?t=19 || How to Get in Shape
Is it a lack of knowledge or is it a lack of knowledge or motivation? motivation. Okay. Well, that's that's a totally different thing. You know what I mean? Like you might you might also want to be a trillionaire. You might want a lot of things, but like if you don't want it enough, it doesn't matter. I think it's just more accepting that you're not going to have it because you're not

[0:41] YouTube https://youtu.be/ECkcEc0KHtw?t=34 || How to Get in Shape
willing to pay the price. And that's fine. What is the price? You want to be motivated? Yeah. What is the price of a six-pack? It's not that hard, though. That's why I'm like, yeah. Um and everyone is who's listening is like, "Fuck this guy." Um I don't know. I've counted my macros for 20 years. Have you? Okay. Uh, so go away. Uh, but but it's just calorie deficit, you know what I mean? It's just it's like

[1:04] YouTube https://youtu.be/ECkcEc0KHtw?t=57 || How to Get in Shape
there's tons of people in Africa who have six packs. They just don't see the sign of status there. It's just everyone's everyone's skinny, you know what I mean? And so six-pack is purely body fat percentage. That's it. It's just body fat percentage. It just means you eat too much. That's all. And a six-pack plus being jacked is progressive overload protein. I've seen one of your videos where you sort of break that down. And then to get to six

[1:25] YouTube https://youtu.be/ECkcEc0KHtw?t=78 || How to Get in Shape
pack abs, you're just sort of calorie deficit. And while training broadly, it's lit. I mean, truly that is it. And so like I hit every muscle group, do it three times a week, add weight reps over the bar over a long period of time. That's all you have to do. And then eat less than you burn. Do that for a long period of time, you'll gain muscle, you'll lose fat, and then you'll look up after 18 months and you'll have a six-pack. Like it just that's it.

[1:48] YouTube https://youtu.be/ECkcEc0KHtw?t=101 || How to Get in Shape
Damn. when people are signing up to the weight loss programs or or like a gym program and stuff presumably they know this. So like is it that like the motivation gap the accountability gap like what is it that is the the the quote secret source that makes someone lose the weight? Yeah. So to your to your point even of alternative education in general when you say hey you could learn the stuff on YouTube etc etc. The issue that we're solving for is not that it's not a knowledge gap. The issue is an

[2:11] YouTube https://youtu.be/ECkcEc0KHtw?t=124 || How to Get in Shape
accountability gap is that people don't do stuff like that is the primary issue with all humans in general is that they will not endure short-term discomfort for a long-term achievement. That is it. You hack that, you hack success. That's all it is. And so, it's just how can I how can I make it more inconvenient for them to not follow than to follow it.

[2:30] YouTube https://youtu.be/ECkcEc0KHtw?t=143 || How to Get in Shape
So, I can still lean into their humanity and just say, "How can I make it more uncomfortable for them to not follow it?" And that's an element of that is accountability is that someone says, "Hey, bad boy. um you had a cookie when you shouldn't have. You feel bad. Feel bad. I'm punishing you because like the

[2:44] YouTube https://youtu.be/ECkcEc0KHtw?t=157 || How to Get in Shape
only way to change, you only have two things you can do to change behavior, right? You can reinforce or you can threaten. You can punish. That's it. You have carrots and sticks. That is literally it. And so, currently, they're getting reinforced by their, you know, by their current way of living. So, think about this way. What does not

[3:00] YouTube https://youtu.be/ECkcEc0KHtw?t=173 || How to Get in Shape
3 minutes having a six-pack do for you? It does something for you because you keep buying it. What does not having a six-pack do for me? Yeah. Cuz you choose something else over a six-pack. So, the food the food just tastes too good and I know that I Yeah, but it's probably not and I get a McDonald's drive-thru at like midnight and I know it's bad and like could be convenience convenience and then the story you wrap around like I'm an entrepreneur, I need to just do

[3:22] YouTube https://youtu.be/ECkcEc0KHtw?t=195 || How to Get in Shape
things on my own time, etc. Right? So, I think if you if like it's unpacking those things of just trying to find your own andor if it if it's meaningful for you cuz like I understand why it wouldn't be. I was on this podcast and I got in an argument with the this the spokesperson. He's like, "Don't you agree that every entrepreneur

[3:37] YouTube https://youtu.be/ECkcEc0KHtw?t=210 || How to Get in Shape
should be working every day?" And I was like, "No." And he it did not go the direction he was expecting. He looks at me and he expects I'm going to say that. I'm like, "No." Like, "What are we solving for? If you just want to live a long time, then just walk. Walk and don't eat a lot. Like that's all you have to do." Like literally it. That's

[3:51] YouTube https://youtu.be/ECkcEc0KHtw?t=224 || How to Get in Shape
all you have to do if you don't live the longest amount possible. Like I am going to live a shorter amount of time because I have more muscle mass. I'm shortening my life by being how big I am. So it just depends on what's what problem we're solving. But given how you look now, you could you could look fit

[4:08] YouTube https://youtu.be/ECkcEc0KHtw?t=241 || How to Get in Shape
in 12 months. Like you could look like a person that people are like, "Oh, wow. This guy works out because you don't have a baseline of fat that you really have. I mean, you do you have you have body fat, but like you're not you're not overweight. You're just you have your body composition is poor. Not poor, but you know what I'm saying? It's not it's not what you want. Yeah, I know what you're saying. Yeah.

[4:26] YouTube https://youtu.be/ECkcEc0KHtw?t=259 || How to Get in Shape
Nice. So, figure out what you want. Uh find out what the price is and just be willing to pay that price and Yeah. Or don't, which is also fine. I don't buy everything that I see on the shelf. If it were free, I'd want it, right? Maybe if I were, you know, a hoarder of some sort, but like we like like the thing that everybody has is we

[4:42] YouTube https://youtu.be/ECkcEc0KHtw?t=275 || How to Get in Shape
all have a wallet with the same dollars in it. We have $24, right? And so it's like everything has a ticket on it and we're just choosing to spend that dollar whenever we want. Now, $8 we got to spend on on sleep. It's like, okay, well, now I only have, you know, $16 left. I'm like, all right, well, what does this cost? Well, this costs a dollar a day. It's pretty every day I'm

[4:58] YouTube https://youtu.be/ECkcEc0KHtw?t=291 || How to Get in Shape
committing to a dollar of my $12 or whatever my my $16. It's a big cost. Does it make sense? Coming back to the six-pack example again, like how much time effort do you h how many dollars do you pay each day to maintain the six-pack? Minimal. I have a passive income body now. Okay, fine. I already Yeah, this is this is passive dividends. I don't need to do much to maintain this. To get to here is much harder. To maintain here is easy. I mean, think about this. How much effort

[5:24] YouTube https://youtu.be/ECkcEc0KHtw?t=317 || How to Get in Shape
does it cost you right now to maintain your current body? Oh, zero. Absolutely. Right. That's how it really does not take like unless you give your body a reason to eat muscle, it's spent a lot of resources to to build it, right? And so you can have minimal stimulation on a weekly basis to maintain contractile tissue and provided you're eating sufficient protein, your body will take

[5:45] YouTube https://youtu.be/ECkcEc0KHtw?t=338 || How to Get in Shape
the protein it needs from your intake rather than its stores of protein, which is your muscle. I mean, you if you watch the video there, it's like you just shoot a pound a pound a day of meat or something. Yeah. Yeah. Yeah. Real quick,


VIDEO
TITLE: Your ADHD Isn’t the Problem. Your Environment Is.
URL: https://youtu.be/EJMV79U6_0U
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/EJMV79U6_0U?t=0 || Your ADHD Isn’t the Problem. Your Environment Is.
I recently got diagnosed with ADHD and I suppose it explains a lot of the inaction I've always had. Should I just try to take meds for it or is that cheating or should I just try to use willpower for more discipline? Where is she giving me this one? Well, um, what have people told you? Oh my god. How many times have you been diagnosed

[0:20] YouTube https://youtu.be/EJMV79U6_0U?t=13 || Your ADHD Isn’t the Problem. Your Environment Is.
with something? people diagnosed or people selling that Alex HD is um so I'll tell you I'll tell you a speech that I gave to um someone that I cared about deeply um who let ADD ADHD and other letters I think ruin their lives. And so when I had the conversation with this individual, I said, "What you see as a handicap, I see

[0:49] YouTube https://youtu.be/EJMV79U6_0U?t=42 || Your ADHD Isn’t the Problem. Your Environment Is.
as a superpower. It's all how we frame it." Somebody who has ADHD or ADD typically has a harder time abandoning tasks um and can focus on one thing for extended periods of time. Um the issue is that like when that happens, it's like everything else disappears. And so the idea that like you have something or don't have

[1:12] YouTube https://youtu.be/EJMV79U6_0U?t=65 || Your ADHD Isn’t the Problem. Your Environment Is.
something, medicate, don't medicate. I'm not a doctor. Listen to your own whatever legal disclaimer we'll put below here. But at the end of the day, like needs to get done. And most of the time you have other things in your environment that are more interesting to you than the thing the task at hand. And

[1:28] YouTube https://youtu.be/EJMV79U6_0U?t=81 || Your ADHD Isn’t the Problem. Your Environment Is.
so I will explain how I work and different people work in different ways. What has worked well for me as somebody who's very easily distracted is that I remove all stimulus from the entire from the environment. And so, let me give you an extreme example. If I were locked into a room that had no corners, all

[1:43] YouTube https://youtu.be/EJMV79U6_0U?t=96 || Your ADHD Isn’t the Problem. Your Environment Is.
white everywhere around and there was nothing but a single black dot on the wall, what becomes the most interesting thing that gathers all my attention? The black dot. And so there's probably a black dot in the room that you are right now watching this, but you haven't noticed the black dot because there are

[2:00] YouTube https://youtu.be/EJMV79U6_0U?t=113 || Your ADHD Isn’t the Problem. Your Environment Is.
other things that are competing for your attention. And so in order to focus, focus is through subtraction, not addition. There is no productivity hack that works. The only one is by removing everything else that removes productivity. And so somebody who is fully focused does literally nothing but the work. And the best way to make sure

[2:20] YouTube https://youtu.be/EJMV79U6_0U?t=133 || Your ADHD Isn’t the Problem. Your Environment Is.
that you do nothing but the work is to make sure there's nothing else to do but the work. And so fundamentally I think for you, you would get a larger lift in your throughput or your work capacity by removing everything else that you do that is not what you intend to do. And that is my productivity hack for you.

[2:41] YouTube https://youtu.be/EJMV79U6_0U?t=154 || Your ADHD Isn’t the Problem. Your Environment Is.
So whether you want to medicate yourself or not, that's your call. I don't think it's going to change much. I'll say it differently. There's a lot of people I know who take Adderall who still can't get done. So, I don't think it's going to be like you'll probably benefit more from just exercising and and limiting the stimuli in your

[3:00] YouTube https://youtu.be/EJMV79U6_0U?t=173 || Your ADHD Isn’t the Problem. Your Environment Is.
work environment so that you have minimal disruptions. And I think what you need to do is you need to confront the work. The reality is that most times it takes significantly less time to accomplish a task than you think it does once you begin. But you delay longer from beginning the task than the entire

[3:17] YouTube https://youtu.be/EJMV79U6_0U?t=190 || Your ADHD Isn’t the Problem. Your Environment Is.
task takes in totality. And so this is the classic. It takes 20 hours to become proficient at almost any skill. It's just that people delay the first 20 hours by a decade. You just keep waiting for some perfect environment that's ever going to happen. That was a great answer. Thank you. I appreciate that, my love.

[3:36] YouTube https://youtu.be/EJMV79U6_0U?t=209 || Your ADHD Isn’t the Problem. Your Environment Is.
Real quick, I'm going to show you the exact 10 stage road map from zero to 100 million plus that less than 1% of companies finish I've now done multiple times. And so I can say with a lot of confidence that these are the stages as headcount increases that you need to get through. And I broke each of these down

[3:52] YouTube https://youtu.be/EJMV79U6_0U?t=225 || Your ADHD Isn’t the Problem. Your Environment Is.
by eight different functions of the business, what the constraint feels like, like what are the symptoms of it when you're going through it. and then what steps we actually took to graduate. And we've done this across software, physical products, uh, service businesses, brick and mortar, all of this. And it works. And it's my gift to

[4:07] YouTube https://youtu.be/EJMV79U6_0U?t=240 || Your ADHD Isn’t the Problem. Your Environment Is.
you. It's absolutely free. And so the link's in the description, but you just go acquisition.comroadmap. Just enter your info and it'll spit it right back to you. Offering.


VIDEO
TITLE: Helping a $10M/Year Transportation Company Scale
URL: https://youtu.be/EXudDKvJC54
PRIMARY_TOPIC: mindset
TOPICS: mindset

[0:00] YouTube https://youtu.be/EXudDKvJC54?t=0 || Helping a $10M/Year Transportation Company Scale
I sell a service. I own a transportation company. Cool. We uh deliver chemicals to the fracking companies. Last mile transportation, I guess. Um there we go. Nice. Revenue-wise, uh we did 10 million last year. The year before that was seven. The year before that was five. Kind of just kept growing. Um

[0:20] YouTube https://youtu.be/EXudDKvJC54?t=13 || Helping a $10M/Year Transportation Company Scale
Awesome. And this year decided to slow it down a little bit. Not like, well, I guess slow it down to get myself out of the dayto-day. Okay. And it's worked. While doing that, I realized that I can make more money taking and selling to customers that my customers don't sell to the same product that we're transporting.

[0:42] YouTube https://youtu.be/EXudDKvJC54?t=35 || Helping a $10M/Year Transportation Company Scale
Let's hit that last part again. All right. So, I'm more of a specific type of person. I sell polymers or I I transport polymers, friction reducers. Uh SNF is one of the biggest. They make it. There's 40% of customers they won't deal with that want to deal with me that want to buy from us. My struggle is is I figured out how to

[1:04] YouTube https://youtu.be/EXudDKvJC54?t=57 || Helping a $10M/Year Transportation Company Scale
continue to replicate the trucking industry like the trucks and grow that. So, do I keep focusing on that which is a very cash intensive business like I have to put a lot of money up front or do I use my trucks to sell the product to the end user but I also struggle with that because how do I balance the two cash like sorry

[1:25] YouTube https://youtu.be/EXudDKvJC54?t=78 || Helping a $10M/Year Transportation Company Scale
how do I balance the two like so if I like I'm regularly floating a million and a half two million in receivables for BKT yeah and I want to start buying the product well I have to pay in 30 days not going to get paid. Kind of same cash thing is you're going to add another cash flow constraint to the business.

[1:43] YouTube https://youtu.be/EXudDKvJC54?t=96 || Helping a $10M/Year Transportation Company Scale
Say that again. So basically if you're buying the the the the stuff that you're going to sell to the end users like you're going to add cash constraint to the business. Okay. Right. Yeah. So then they would further constrain it would basically pile on the existing constraint. So said differently why do it versus just doubling the

[2:02] YouTube https://youtu.be/EXudDKvJC54?t=115 || Helping a $10M/Year Transportation Company Scale
existing business. because like the way that I I'll explain where my thinking is. So, I had um a good friend of mine from high school actually um that's a strong statement, an acquaintance of mine from high school. Um who uh had a had a a general contracting business and um in his general general contracting business, he realized he was

[2:29] YouTube https://youtu.be/EXudDKvJC54?t=142 || Helping a $10M/Year Transportation Company Scale
he was pretty good at roofs. And so, he started doing roofs. Um and I called him up. I was like, "Hey, how's the business going?" He's like, "Ah, we're growing. It's great." And so he was explaining to me. He's like, "So we we do roofs primarily." I was like, "Okay." He's like, "We also do, you know, some

[2:41] YouTube https://youtu.be/EXudDKvJC54?t=154 || Helping a $10M/Year Transportation Company Scale
contracting work." And I was like, "Okay, that's another thing." He's like, "We also kind of buy and flip houses." I was like, "Okay." Um, he's like, "But that's" He's like, you know, didn't want to leave money on the table. Um, which is like my favorite entrepreneur statement ever. Um, and I was like, "So,

[2:56] YouTube https://youtu.be/EXudDKvJC54?t=169 || Helping a $10M/Year Transportation Company Scale
what stops you from being a billion dollar a year roofing company?" And the answer is the general contracting and the real estate flipping. I was like, "Well, what stops you from being a billion dollar a year real estate flipper?" The answer is the roofing and the general contracting. And so, basically, if you already have a

[3:10] YouTube https://youtu.be/EXudDKvJC54?t=183 || Helping a $10M/Year Transportation Company Scale
winning model, to me, I'm like, there's no reason to not just become even better at the thing that you're currently doing and compound the competitive advantage that you have. There's always going to be better. You know, there's always going to be opportunities. I guess I looked at it as a more of a

[3:24] YouTube https://youtu.be/EXudDKvJC54?t=197 || Helping a $10M/Year Transportation Company Scale
control thing like cuz there's for the most part, our customers we've started with have been with us for six or seven years. Um, on the trucking side. Yes. on the truck. Uh, but they also do dictate the rates. Like I can, you know, continue to raise my prices and eliminate customers, which we have done,

[3:42] YouTube https://youtu.be/EXudDKvJC54?t=215 || Helping a $10M/Year Transportation Company Scale
but they're only willing to pay so much. And it's like, well, if I'm selling the chemical, I'm still going to get what I want for transporting it, and then you're getting paid to sell it, too. So, I don't It's just one of those things. It's like, the only reason I hesitate is like it's adding it's just it adds complexity to the

[4:00] YouTube https://youtu.be/EXudDKvJC54?t=233 || Helping a $10M/Year Transportation Company Scale
business. Um again given the limited context that I have of like five minutes of hearing about the business like um it's a huge decision um but from my personal experience when I had um gym launch and prestige labs I basically said oh I've got this distribution base of gyms and so why don't I just sell supplements through my distribution

[4:22] YouTube https://youtu.be/EXudDKvJC54?t=255 || Helping a $10M/Year Transportation Company Scale
base which on the service level seems like a smart idea but what it ended up doing is that it completely slowed down the growth of my main business, which was the license licensing business. And so it felt like, oh, there's this big pot of gold right here. But if I took all the attention that I put into

[4:39] YouTube https://youtu.be/EXudDKvJC54?t=272 || Helping a $10M/Year Transportation Company Scale
starting this supplement company and manufacturing it and distributing it and, you know, the testing it and the flavors and the marketing and all that stuff and the support team that I had to do for the product, I could have taken all of that energy and just gone double down into the thing that I should have

[4:52] YouTube https://youtu.be/EXudDKvJC54?t=285 || Helping a $10M/Year Transportation Company Scale
done. It was one of the bigger mistakes that I've made. And so if you already have a business that's gone from five to seven to 10, I'm like, well, maybe next year you're at 13. Year after that you're at 17. I'm like, that sounds like a pretty good business. Yeah, I guess I guess it was more of I wanted to do.

[5:13] YouTube https://youtu.be/EXudDKvJC54?t=306 || Helping a $10M/Year Transportation Company Scale
Well, if you want to do it, that's a that's a life question more than a business question. Yeah. But how do I how do I make it make sense to not screw my first business up? Well, yeah, that's always the I mean like there's always opportunities and the thing is is the bigger your distribution base is, which it will continue to grow,

[5:28] YouTube https://youtu.be/EXudDKvJC54?t=321 || Helping a $10M/Year Transportation Company Scale
the more enticing the other opportunity will be, right? The woman in the red dress, she just always is more and more attractive. The more distribution you build, the more skills you have, and the more opportunities you see, like, believe me, the amount of opportunities that have to turn down now is sickening.

[5:41] YouTube https://youtu.be/EXudDKvJC54?t=334 || Helping a $10M/Year Transportation Company Scale
But it's just like taking to the natural extreme, can I build a $100 million per year trucking business? If the answer is yes, then what risks that? Everything that isn't that. That's fair. I mean, it seems like a simplistic way of viewing the world, but it's also really hard. But I also think it's probably the right call.

[5:59] YouTube https://youtu.be/EXudDKvJC54?t=352 || Helping a $10M/Year Transportation Company Scale
I guess I was more or less thinking of it in transportation. Most of the time for hazmats companies once you get to where you do 15 to 20 million revenue, you get bought out. Okay. Quantics, Henf, Dana. Do you not want to get bought out? No. No. I started this cuz a lot of you could always just keep owning it

[6:18] YouTube https://youtu.be/EXudDKvJC54?t=371 || Helping a $10M/Year Transportation Company Scale
because they can't force you to give they can't force the money down your throat like no I'm just being real like I mean a lot of people take the exit then because at that point they probably have you know between I know what what are margins 20%. Okay. Yeah. Yeah. So at 20 you got 4 million in Ebida maybe five, right? And

[6:36] YouTube https://youtu.be/EXudDKvJC54?t=389 || Helping a $10M/Year Transportation Company Scale
so at that point they maybe give you eight or 10 on it. And so most people are like okay well for 40 million bucks I'll walk away. And that's why a lot of people like usually that's I mean I think part of the reason that institutional investors come in at that five-ish million is that at that point is where most business owners are like

[6:50] YouTube https://youtu.be/EXudDKvJC54?t=403 || Helping a $10M/Year Transportation Company Scale
okay this is enough for me to be done forever. And that's probably why there's a ton of M\&A activity. This is me just speaking speculatively. So, I don't think there's anything inherently like, okay, if a lot of people get bought out at 20, like fine, but there's also companies that get to 100. And it's

[7:02] YouTube https://youtu.be/EXudDKvJC54?t=415 || Helping a $10M/Year Transportation Company Scale
usually just a a more stubborn founder who does it for different reasons, which I actually think is a good thing. Okay. No, that gives me peace of mind. Thank you. Yeah, you bet. If you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put together the

[7:17] YouTube https://youtu.be/EXudDKvJC54?t=430 || Helping a $10M/Year Transportation Company Scale
$100 million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it in these 10 stages and we made this little kind of quiz thing

[7:31] YouTube https://youtu.be/EXudDKvJC54?t=444 || Helping a $10M/Year Transportation Company Scale
where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with,

[7:44] YouTube https://youtu.be/EXudDKvJC54?t=457 || Helping a $10M/Year Transportation Company Scale
someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you

[7:58] YouTube https://youtu.be/EXudDKvJC54?t=471 || Helping a $10M/Year Transportation Company Scale
out on the thank you page. You can just book a call with my team and we will look into business, see if we can help. And if we can, we'll invite you out to Vegas and we'll do this in person live.
