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you’re starting from scratch at zero how do you make your first million if I was today going to make my first million bucks a lot of people would say I’d go build my own social media I wouldn’t do that from scratch if you guys saw the ad revenue on YouTube you’d be like no you wouldn’t yes I could go start from zero get my first couple thousand dollar and work my way up or I could leverage so the best thing that you can do is get in proximity to most people have read like Tim Ferris is 4-Hour Work week and I feel like this is that book now on steroids when you went and wrote this what was the one piece of this book that you thought why doesn’t anybody do it this way is not what everybody would want to learn it’s kind of the chocolate broccoli like people I wrote that book that way because I knew it would get people to start the book but the broccoli is actually like towards the back part of it and it’s transformational leadership so like most people that run companies don’t realize that they are actually a little insane right Cody no not at all not over here we are nutty and I mean we have to be cuz we’re deciding to do stuff that very few people do right which is start companies buy companies which is if everybody did it it wouldn’t be abnormal or extra so transformational leadership is a simple concept that when you have people that report to you okay there’s two ways to do it you can do transactional leadership or transformational most people if you’ve never been taught any different it sounds super logical that you do transaction leadership which is you hire somebody you tell them what to do you check that they got done and you tell them what to do next most of us have experienced this in our work capacity this is how we’ve always done it and it sounds super normal the problem with that is that as you hire more people and it usually happens around a dozen folks on your team direct reports where you’ll wake up in the morning with all the motivation to get a bunch of stuff done and then you like check your inbox and then you realize this person’s working on the wrong thing and then oh what about this new person we just hired are they being trained and and you literally spend the whole day doing a tell check next Loop to only find out that after you had dinner and you put the kids to bed that none of projects you touched ever got done so then you work from 7:00 to 11:00 at night try and actually get your own work done and that’s where you hit essentially what I call the pain line where anything more that you want to do in your life becomes really painful so you might be sitting with an opportunity sitting there like I could go do this but I can’t do anything more because I’m stuck in this transaction leadership style versus transformational which is number one it’s outcome Focus so I don’t tell anybody on my team what to do I tell them what it looks like when it is done at the highest level and my team’s here you can talk to them this is just how I am and sometimes they’ll pull me into that like what do you think I should do and I literally act like a six-year-old I go I don’t know and’s laughing because I do it a lot but literally it’s like I was like what do you want to do and they’re like but I I’m asking you I know but I don’t know of course you know pretend like I don’t if I wasn’t here what Would You Do Well I probably hit the internet or I’d probably call this person I said that sounds like a great idea so I focus on outcome then I go to measure which is what’s the what is the numbers that we’re going to agree upon means you’re making progress so if I said we’re going to take that mountain I might say well let’s measure the daily elevation gain per per day right and every day if you text me how many feet of elevation you made then as long as you’re moving upwards we’re good but if all of a sudden you report back a negative I’d be like did you fall off a cliff you know did you take a wrong turn and then they’d be like yeah I got lost it’s like cool what could you do not to be lost I don’t know you tell me I don’t know what you know what I mean get it outcome so we’re going to the mountain top that’s the outcome measure every day and they might come back with ideas like I should probably get a map that sounds like a great idea where could you get a map I don’t know map store maybe somebody else has you know been up this mountain okay good good go find that out and then what I do the third part is coach right and Coach is what’s funny for a lot of us to have communities like we do we actually do this naturally or maybe you’ve been a coach like a real like you know athletic coach you use those same principles so I don’t tell people what to do I talk about principles right sorry guys I talk about the principle that is missing so if I see somebody do something they shouldn’t have done I’ll just write it down and then in our one-on ones I’ll be like they’ll be like what’s on your list because that’s one of the prompts and then I go to my list and I said oo last Tuesday I saw you post this in slack and I just want to ask you like did you feel that was clear a little unclear well it’s was clearly unclear cuz 17 people were very confused and I caused this whole thread of you know people going left right and all over the place okay cool I would agree let me tell you about this principle about clear communication that’s probably my wife calling me back cuz I did this to her earlier it is and she’ll call me again she’s in my VIP list it always Rings through it’s a smart happy wife happy life I know but she I did it to her earlier and and she kept hanging out like I’m doing and then I kept calling her so she might she might do it again I know and she was probably recording a podcast and she was loving me at the time that’s amazing so so then we do um the coaching so it’s always principal not activity so I never attack the activity I talk about the principle so the principal is clear communication here’s the way I learned this one time I remember I jumped into a meeting I didn’t have context and I said something I wasn’t clear next thing I turned around and it was a $26,000 mistake so I’ve learned in the future sometimes it’s better to slow down to measure twice to cut once see and then at the end this is the third part of the coaching is you ask them based on the story I just shared with you what did you take away from that so notice I didn’t I didn’t tell them anything I I I created a methodology for evolving my people and my whole philosophy and big thing in the book and that’s why it’s a productivity book but it’s also a leadership book is you build the people the people build the business Define clear communication because I think everybody thinks they’re clear and then everyone else does not very simple these these three words DOD definition of done definition of done right you buy a piece of real estate you have a vision for what that looks like to the degree that you can describe exactly what that looks like completed done like really go there see most people we never taught how to do this what is the definition of that if I buy an old house and I hire somebody to manage renovating it what does that look like well one there’s a date there’s an experience see I’m not talking about the the colors of the wall I’m talking about like on this date I will drive into this yard and I will open the door and all my stuff’s going to be here and I’m moving into this house with my family and we’re going to have a party the day after and everything’s going to be catered and like I’m describing the outcome and the experience and I think that most people never ask themselves like what is the definition of done I’m a software guy so it actually comes from agile programming it’s a software concept and I think I every time I’m trying to ask somebody to support me in anything I always go to a definition of done which is the outcome concept right but I think DOD is is kind of what I would tell people to think about I really really like it we use the Braun method so basically just who what when where how and why and we leave the how to them and I think a lot of the reason that that helps is you know the other day we were talking about it and we’re like well if you don’t know who this is for then a financial projection sheet that is for you or I who run a bunch of holding companies is going to look a lot different than financial projection that uh you know my admin needs to see a budget for an event those are two very different things and so um I think I stole it from journalism because the Brun method is what use in journalism you can’t really write a story unless you have who what how when where and why and it’s really the same thing when you Define communication and scope projects so I really I liked that from your book um the other thing that I really liked from your book is you talk about uh Focus versus ADHD a little bit in your content and in your book can you talk a little bit about like do we really have this ADHD epidemic or is a lot of this just our Focus you’re going to get me in trouble I I so a few things I think I I have a problem with labels of anybody for anything I think we’re all beautiful expressions of our unique experience Souls all that stuff I have I’m zero label for if if doctors need it to like describe a person to each other then keep it for yourselves like like anytime anybody’s tried to label me or my kids or my friends any way I’m like hey it’s a weird thing because there’s nothing wrong with you right you have a default so like a lot of people that have ad DDD or ADH I was diagnosed when I was 11 diagnosed right put on riddlin told I was special and broken all this turns out they just didn’t know where to point me right if this was 300 years ago we’d call me an evolutionary Hunter that’s what I am like I’m the I if this was 300 years ago you’d want one of me in your tribe cuz I’m the guy that’s it’s going to go out in the woods and I’m going to bring back the food and then you guys can all eat see we went to this like agricultural farming Society where now we all have to sit in these chairs and learn and study and show up and everybody do the same thing in the right order or you or you’re an issue so anyways um I think in regards this in regards to the chaos side of things of just like how you show up at your work so what happens is because a lot of us I can only speak for my experience because I I grew up in like chaos and ADHD and just like that’s where I thrive unfortunately when things go good in your business if you have this problem you will throw hand grenades and create problems in your business when things are actually starting you create durable revenue and it’s predictable and it’s like okay yay you’ll be like we’re changing the website adding a new product I just hired I bought a new company there’s 14 other people there they’re going to and the team’s like what are you doing why because that chaos is is actually incredibly normal for us and what we’ve learned to do and it’s our superpower is deal with a large amounts of uncertainty and still move forward so when things are certain it feels awkward and we all have an emotional home that we want to get back to even if it doesn’t look positive it’s still familiar so for me I always think about like is this strategically the right decision or am I throwing a massive hand grenade in my business to give me ground cover to then go have a problem to solve because that feels good I’m sure nobody in here can relate to any of one thing that I like about you too we talk a lot about power of place and how you know it really can be beneficial or can be detrimental what you surround your work environment with you’re very particular about your work environment very intentional can you talk a little bit about what’s on the walls how you structure things and why and and I like also how you do it in a way that’s it’s not that it’s expensive or fancy although you can afford that it’s just very intentional yeah I think it’s evolved and I continue to evolve it like we just got a a new um Studio started a compy called Martel media very inspired by Cody and our friends like at the end of the day it occurred to me that everything that I want to achieve in life accelerates on the other side of reach and reputation so we got this new studio space and I started building a team and I would say because that’s probably the most recent company that I’ve kind of like like kind of built out first off it’s the people like I have a zero space for anybody that I don’t Vibe with it doesn’t mean that we have to share the same preferences and watch the same shows or any of that or even look the same none of that if you don’t hold a high standard if you don’t have a desire to create something magical if you don’t want to go on a journey of building something that may have never been built before this is not the room for you and I’m not upset about it I get mad at myself when they accidentally get in we had one recently it is so funny I feel bad for an it was Ann’s assistant and she resigned and we’re like whoa that’s weird cuz if you read my book sixth chapter test verse hire method very structured I mean to get on the team is a gauntlet and she resigned and I was like that’s weird so I reached out to her and I did a clearing conversation with her and she she goes I’ll be honest with you Dan she was from South Africa she goes I’ve never been on a team where somebody swore oh that’s I told and she’s like and I’m like oh how did this how did did this happen like where did we mess up when we were recruiting where you were not aware I thought you didn’t did you watch my content like did you you think of Googling me or something I think that to the degree that you can be just really honest with yourself and this is the thing it comes down to you giving yourself permission to deciding what is a 10 out of 10 and not coming down to a six or a seven because that’s what happens you know if I asked you like what would it look like to have to enjoy going to work to own a business to really appreciate it you would say well I want to surround myself with these kind of people so it’s always people first so I start with the people that’s first and foremost then I look at like the the the flow in the structure so I don’t believe we manage time I believe we manage energy that’s a big Concept in my book okay because I don’t know about you but when I went to math class it felt like three hours when I went to art class it felt like seven minutes you see what I’m saying so we managed the energy that we experience in that space that time so everything I do and it’s very intentional in regards to just even transition points when I travel here I’ve got the team and it’s just like we’re very intentional about like what’s Dan’s energy level going to be at different parts of the day so some people are like how do you do so much and keep the energy going it’s like oh well I I do this kind of work in the morning this kind of work after lunch this kind of work towards the end of the day and I and I save these things for these they’re like oh oh that makes sense and I’m like yeah even the space of like how the studio is designed and you come in and there’s like these the literally where we put we have a gym in the studio we have like a play area has anybody played the new Spider-Man on a PS5 anybody am I the only one with kids okay good dud it’s so good it is so good it is like it’s like playing a movie you’re like playing this thing so anyways even where we put that and then had the studio set up and my in my office it’s just you know the words we put on the wall everything is you know it says prioritize the pump it says sweat every day so like I’m very intentional about the words like if you talk with me and I hear you say a word that is disempowering I will invite you to consider a different one right how would that conversation go oh you like let’s talk about so let’s say like I go well it’s just like we didn’t have enough time to do it the way that I wanted to do it really Cody you decided not to make enough time maybe there we go yeah so playful fun um Sam say that that would be be cool when that happens it will be cool if there’s no yeah so it’s just words mean things to you words mean things matter set intention at the end of the day we don’t get what we want we get what we expect think about that you will never get a penny more than you expect to earn you think you deserve never I don’t care [ __ ] beeh haags and big hair like man $10 million I don’t care do you believe that that’s you cu the problem is you’ll just act ly if you expect it here’s how I know like just check this out tomorrow morning you go into your bank accounts whatever Banks you use I’m Canadian so like you know Chase or whatever it is in the US and you log in and the number you thought to see is half do you change the rest of your day do you the energy you bring to the rest of your day yes why don’t you act like that today think about that why don’t you act like that today when you s stand on the scale and you look down and it’s like no that’s cool no no are you really in the best like are you where you want to be what would that number should be act as if you put on 20 lounds act as if the bank account dropped 50% cuz like I think that that expectation is actually what drives the right Behavior because too often that identity of what we think we’re worth is actually the issue it’s really good so you run Iron Man’s and marathons and I think you were skiing this weekend with a bun of people yeah entrepreneurs yeah exactly so so obviously you’re you’re playing a lot while you’re working too yeah um talk about how you started to prioritize correctly because for a lot of people who are new at this what I hear most often is I don’t have time for X I feel overwhelmed by why yeah I never hear those words from you why and how do you prioritize properly yeah I mean it’s easy to look at my life and look at Cody and I and go but you guys are rich like I’m not an idiot I I was at one point in a room just like this listening to two rich people on stage talk about they’re [ __ ] you’re like shut up like like I’m very self-aware but I think that you know there’s two parts to your question the one is when I do this I feel overwhelmed I totally agree and it’s your experience the cool part is you decide so guess what you can be overwhelmed then you may be overwhelmed and I don’t I don’t discredit I’m not going to take away that that’s exactly how you feel but if you actually stayed in that feeling and you were willing to explore it a little bit you could if you were open to it get to a place where in that same activity you’re no longer overwhelmed overwhelmed is kind of it’s a funny thing because it’s all about the meaning that we associate to the activity so here’s a cool idea I’m GNA really you guys are like who is this guy you don’t control your first thought you don’t control it it’s given to you from wherever call it the Universal Mind God Consciousness it’s just there but you do control your second thought and the second thought in that space between the first one that is a gift and the second one how you respond that’s the feeling so if you’re overwhelmed yes you are do you have to be no you don’t and if you just even think of the frame Alex Heros taught me this this like thousand expert frame so like whatever is overwhelming you imagine you did this thing a thousand times Honestly by the 100th time 500th time the thousandth time it’s just you just do it you don’t even think about it so when people see my life today and they go how do you do all that I go oh but this is capacity expanded at the extremities and the first time I might have felt overwhelmed but then I got easier and easier and easier and now it’s just I don’t even think about it so that’s on the feeling side in regards to the time side what I do and I teach in the book pre-loaded year the perfect week these two Frameworks is I’m very intentional about reflecting so every like quarter and then you know every year I look back at what I did because everything’s in my calendar right and it’s kind of colorcoded but not really but we can just evaluate it and I just ask myself simple questions like was that a was that the right use of my my quarter right use of my year when I look at the stuff I said yes to was that like Charleston for me that was a hell yeah that was a great time so yes maybe I do that again or the ski trip do I want to do that again did and then when I look at it and I look at it over a year I have this onepage template because and my wife and I do this we each individually look at like what work-wise and then our family and we just go like was that too much or too little okay I’ll give you a simple example I used to go on vacation before my events now as I say this out loud all of you probably go that’s dumb why why would you go on vacation the week before you have a major event I don’t know if you guys have ever run an event uh the seven days prior there’s zero on your brain other than did this like like so I would go on vacation with the family and they be talking to me and it’s like I’m not there and I’m like checking my phone did do you guys remember to get the badges change the color you know what I mean so now all we did when we looked at the year I said oh okay instead of doing the vacation here right after oh wow what a change all of a sudden now I deliver for my clients and then I go on vacation everybody’s full and I can disconnect without guilt Etc so it’s just I’m really good at that retro and being intentional about my time and then also just evaluating the different aspects of my life that I feel I need to feel like fulfilled I don’t even believe in the word happiness per se I think it’s a moment in fleets but fulfilled have I designed my life in a way where I’ve have like all aspects of like my relationship and my my friendships and like the the ski trip you mentioned I’ve been doing that for 10 years and it is three days it’s a magical 3 days 48 of like some of my favorite entrepreneural friends in the back country going down Steep and deep powder we’ll probably do it until till we don’t we’re just it’s just the best thing so like again every year we just we’re very intentional so the way I think about it is anytime I have a conversation with somebody I’m trying to do two things one I’m genuinely curious about their situation see some people that are nervous about talking to other people the problem is is they think they got to talk shut don’t say anything it’s so funny they’re like so nervous that they say nothing when I’m like you don’t have to talk you just have to ask a question they’re like this literally this guy came to my house one day and he was nervous and I was like dude I can feel your he’s like well I’ve been following you for five years and I’m really don’t know what to say I go you don’t have to say anything just ask me a question he’s like what I anything so so here’s the deal when you meet somebody new just and you can just write them down have some canned questions like I’m just curious how did you get into that business how long have you been doing it what do you like best Cody what do you like best about running this this incredible Empire building and let them talk and then so what happens is I look for two things I look for one something that they’re doing that could be helpful to me and two something that they’re they’re they’re going to do or struggling with that is actually my genius so and and I didn’t even know I was doing this until somebody asked me about three weeks ago this exact same question and I was like oh actually i’ probably do this so here’s what I do I ask the questions to but I’m generally curious Like I Do I Do Love people so I’m like how do let you do this you know well how did you solve that problem oh we’re doing this like the media stuff the YouTube like do you guys monetize that oh gez we don’t do that uh okay so there’s my thing how do you guys monetize I need to know that oh we got to turn that thing on I don’t know how to do that I’m okay so I got the thing I need then I try to figure out okay what what are they building into the future see most people discount their value yep they literally go why would this person want to talk to me at to add to their life that is the silliest thing ever every person has something it could and guess what your thing could be that you listen with a kind heart and that is awesome because I will tell you as Cody knows in this world of business sometimes that person ain’t a kind person so if you all you do is listen with kind heart that is actually valuable and you can offer that so then but let’s say it’s a real thing like you know you’re good at marketing or whatever and you’re like oh you know how are you guys marketing your business and they’re like well thinking of starting Facebook ads and you’re like I’m a Facebook ad expert then then I go to the next part which is I offer to be helpful and I might say something like well that’s cool the thing you’re doing with your sales motion there we’ve been thinking of doing we haven’t done it and you know like the Facebook ads or the SAS stuff like I think I probably did I was like you know anytime you need me love to do that but if you want let’s schedule a 30- minute call and on that call we can do the first 15 minutes where I help you and I’ll show you and this is the kicker again I don’t remember I do this but like this is how it’s a 10 out of 10 10 show them everything show them like literally show them here’s our p&l here’s our dashboard here’s my ad sets here’s my thing like whatever you can help them show them here’s why because if you do that for them guess what happens when it’s now your turn to receive the information from them they’re going to be like well let me just show you our CRM it’s so funny when I’m people like I could help you and then I get on a call and they’re like what are you dealing with and I tell them they’re like oh you could do this this and this I go no what are you doing sh show me or they ask for advice from a mentor and then they get on a call with the mentor and they don’t even tell them what their business is doing how much profit they have their team size I literally tell friends of mine that want a mentor when they get on that call you have to disclose everything CU in that moment you separated yourself from everybody else cuz you’re honest and truthful and they can feel that that I’m just here to like try to win and it doesn’t matter I’m not ashamed of where I’m at I’m starting here but I have an aspiration to go more and those 30 minute phone calls I probably and knows we probably do two or three a week and that’s just my way as I meet people that I want to be helpful to and learn from that it’s really cool they’re short meetings super valuable and then we can figure out what’s next it’s huge the other thing that I’ve found too on the same vein is um I really think that there’s some sort of magical uh there’s some sort of magical action you can take when you meet somebody who you might have a slight different Power differential with so let’s say for instance um you know I met the one of the presidential candidates VC ramaswami and he’s a presidential candidate plus I think he’s worth a couple billion bucks I’m neither of those things yet and so when I met him what’s the normal thing that you do you kind of ask them questions you ask if they’re curious you know you pretend to be curious or you are curious with a person and then you know you maybe say well if I can ever help you I’d love to that’s actually really annoying to somebody who’s really successful because I don’t know it’s not my homework to help you help me in some way annoying uh what’s not annoying is doing a little bit of research which we did in the moment we didn’t even know the guy was going to be there and realized oh this guy’s social media is really terrible and because his social media is really terrible I bet in 30 seconds we could tell him a few things to change in fact we’ll tell his number two because he doesn’t even have time to listen to that and because we told his number two that we said just give me your give me your email or your assistant email so you play it down right because they might not want to give me their contact information give me your assistant email I’m going to send you a social media breakdown of what we would do for years and oh by the way I don’t even sell this I don’t this isn’t what I do for a living I just think you’re amazing I want to see you be successful this is some small way I could potentially help and if it’s not just own and trash and of course you know we sent that out we did this breakdown um sent it to them and then you know we became Consultants on their social media strategy again not paid but now if I want to call Vivic I can if I want to make a phone call I can and so I think you know anytime there might be some sort of power differential between you and somebody else that you want something from in the future the best way to fill that Gap is an meet an unexpected need with your zone of Genius and you have it in some way shape or form but so few people will actually deliver you something that you would find valuable and that is not that hard to do in fact you could probably pay somebody on upwork to do a social media strategy for somebody that you met that’s better than what they’re doing and so it always surprises me if you want to buy back your time the best way to buy back your time sometimes is to give your time upfront to the right people doing the right things and so I really like how you do that okay I want to open it up um but before that is there anything else you want to end with I want to ask I want to ask you a question uh oh so Cody here is my question you’re starting from scratch at zero how do you make your first million here’s the problem you have a recency bias and a confirmation bias right so what I did did in the past would I do it again um if I was today going to make my first million bucks and let’s remove the relationship and the social and all the distribution yeah I would go and come really valuable to the most valuable person I could find I wouldn’t a lot of people would say I’d go build my old social media I wouldn’t do that from scratch actually I would go and immediately probably try to glom on to somebody I could find in any sort of industry and I would deliver that thing I just told you I’d deliver the most valuable thing that I because I have inherent knowledge know and I deliver that to probably 10 people because nine of them are going to say no and one of them is going to think that that’s really useful and I’m probably not going to ask for much money so I’m probably going to like bartend do something something on the side and say like pay me whatever you think this is worth or let me take a cut of whatever you think this is worth and then I would go and work for somebody else who already has X because there’s a weird thing about money which is when somebody has money already and you can accelerate their money you can make money faster if I had to go start from zero do again yes I could go start from zero get my first couple thousand dollars and work my way up or I could leverage Dan’s money uh much more intelligently and as long as I took zero from him and said I only want side only pay me if this wins and succeeds and it’s just net you know to you and then some net to me on top um that’s what I would do and I also think it’s ridiculous somebody else asked me this question the other day and their answer was like I would go become a YouTube Star like you know I don’t know if you guys saw the ad revenue on YouTube you’d be like no you wouldn’t and so and also everything’s really expensive these cameras are like 770 $80,000 so the best thing that you can do is get in proximity to people who already have power and figure out a way to become more valuable to them than anybody else it is such a great answer you have no idea how freaking awesome that answer is because and and honestly I’ve asked that question a lot of people and nobody’s giving me that answer interesting yeah but in hindsight when I think about it all the people in my life that are my business partners is because they did what Cody just said when you can come to somebody and say hey I’m going to take nothing I’ll do all this work I’m going to bet on me and I just I’ll take 10% of The Upside they then they have unlimited leverage cuz I have whatever amount of capital it’s like how many times would you know you give me a dollar or like you know you trade a dollar for 10 it’s like how many times you want to do that trade so that’s actually a brilliant idea yeah it’s true I mean Lloyd basically was hugely valuable in our membership and did it for nothing um and was incredible at it for like three years basically and then finally when we had this new position I was like wait a second I feel like Lloyd is the perfect guy for this position and we want to do some deals together and so that’s happened sort of again and again and again so I totally agree okay let’s open it up to you guys who has the first question for Dan Athena um so you talked about you know getting time with people that would be you know you derive some value from that conversation but a place I find myself in very often is people asking to pick my brains right and also like asking for things that’s actually proprietary to my business so you mentioning opening the kimono and taking time I’m curious because I know both of you probably get these pick my brain requests all the time and asking to see how your business runs so how do you how do you respond to those in a way that’s still warmhearted and or you know some of these people potentially could be clients so what’s the pivot there that’s yeah I mean there’s there’s a lot of filters let me I’ll give you some tactical stuff so first off I love everybody and if I had all the time and unlimited Reas resources I would spend oneon-one time with each and every one of you but I can’t CU I have kids and anytime I say yes to something this is a big idea every time you say yes to somebody else you’re saying no to your dreams and goals and every time you say no to something you’re saying yes to what you’ve already decided you want to go achieve so understand a no is yes and a yes is a no so knowing that what I do because I do want to make myself available for anybody and I’m I’m one of the few people that probably do this it’s kind of naughty anybody can fly to where I live and on Tuesday morning there is a hike it’s called the founders hike it’s at 6:30 in the morning and you’re invited and people fly in from all over the freaking world there’s a guy from new two guys from New Zealand Dubai we almost killed a guy from Louisiana it’s a it’s a real hike all right people I live in Canada like this guy we had to put his Apple watch on his heart rate cuz I was like if it stays above 165 too long I’m going to stop the hike and you’ll wait for us on the way down it’s not that crazy like it’s just a 45-minute hike but in that time uh there’s a bunch of us that do it and and I that and I’ll tell you why I do that I had a mentor once and I reached out to him and I mean cold email but you know local person knew my name I had a small business and I asked him for time and he said meet me at in Canada you guys know Tim Hortons anybody Canadian all right cool so meet me at Tim Hortons right it’s like the Dunkin’ Donuts of Canada and uh but it was 7 a.m. on Sunday morning and I was like why does this guy want to meet at 7: a.m. back I was 203 24 right 7: a.m. was early I was like this is weird so anyways I went there suit and tie all dressed for Success you know and he shows up in like normal t-shirt and stuff and but this guy was the owner of the number one software company in our town and at the end of it I said uh Steve his name is Steve Palmer I said Steve I’m just curious man why did you want to meet at 7 a.m. at Tim Horton’s on a Sunday morning don’t you have like your family and stuff you go it’s a filter and if you would have barked at that it would have been a no and the fact that you showed up dressed like that by the way crazy I was like okay I don’t know you know uh it shows me you’re serious so that’s how I do it so for 99% of the people that I do not know that cold email that want to pick my brain buy me coffee buy me meal I don’t need coffee or meals you can come to the founder site and literally an has an auto reply for everybody else the way I decide is a here’s where I want to go because again every yes to somebody else is no to my kids if you guys put that into context your family members or your health then you would be a lot more um discriminate with your time see I just think a lot of people step one to buy back your time is value your time some of you do not value your time and it’s probably because of a self- worth thing so I definitely um I will do 15minute meetings if it’s one-on-one I like doing uh dinners so I like to I mean we did a dinner with eight people and the cool part about that is is oftentimes you know I can help them but really maybe they need meet somebody else there’s eight people there I can deepen relationship with other folks so it’s it’s a really high leverage activity so I do those all the time I’ve got one tonight I done one almost every night I’ve been here and then uh I’m just really good at saying no I’m okay with saying no and sometimes you’ll have you know a false positive or whatever it’s called false negative where that you said no to somebody you shouldn’t have and that’s a feedback loop and that’s okay and I live in abundance and if that hurts their feelings that’s on them it’s not on me it’s really good yeah the only thing I’d add to you know what do you do when somebody’s trying to steal your time and you know the the numerous picky brain requests um I use a filter for even responding to emails um because it’s just the amount of stuff that comes at you and I always ask them to do asking me for work I asked them for work first so good so immediate response would be something like hey uh you know what I think is helpful to most everybody cuz all the questions are the same thing how do you buy a business how do you run a business like you do how do you become successful whatever the case may be and I always give them a book so I just say and thing hey this is a link to a book that I think is really useful to you go ahead and read this and if you have any questions afterwards let me know do you know how many people follow up with me on that2 and so the you know I think if people want you to do the work for them kind of immediate red flag and this is like normalized but you could say you know it be a perfect example you’d go hey you want to learn about how to buy businesses go read contrarian go read like these five articles on contrarian thinking is free business buying newsletter come back to me with your specific questions then you know they’re a player they’re willing to do some of the work first um and if if you feel weird deferring them to something like that I always go oh man I I hate giving any version of a shortened um non-contextualized response there’s nothing worse than off-hand advice that somebody gives you without really understanding your situation so before I give you any any advice I want you to go do this thing over here because then we at least have context we have set definitional understanding and so um that’s one thing that’s helpful to me and then uh I set a lot of rules around how people can get to me and so you used something before that was like what I would term like strategically uh incompetent oh yeah strategic you know like that’s good you know like oh strategically incompetent how would I do that I don’t know how would you do that which is I need to do that more you’re really good at that yeah really good at playing stupid I should I I got to save your complex like you wouldn’t believe but the the the second thing that I found is just being strategically um what do we say we say we’re easy to find hard to reach I’m easy to find I’m all over the Internet anybody can find me I’m impossible to reach I never respond to text messages I barely do emails I have rules around voice notes I don’t [ __ ] do them d l our friends I do not want to have you whisper in my ear like it’s so creepy a stranger hey um just uh saw your video like no no yeah out I want that Apple update creepy what about when this person could be a potential client maybe they don’t understand ask what they’re looking for I mean to Cody’s point you know like I like I just I’m always like my response is always positive and exciting again I don’t do it an does IT team does it but it’s like oh thanks for reaching out super appreciate would love to meet up but before I do that could you give me a bit more cont cont what do you what specifically do you need CU I again strategically incompetent I actually might be the wrong person to CH chat with and then you put homework on them again half of those people will never reply yeah so that just told you they they probably sent that email to 14 people right and they were just looking for anybody to go like yeah let’s me copy because they want to sell you insurance but you know what you actually have there you don’t have an Outreach issue in this case if they’re going to be a client you have a business model issue you have a business that is a service not a productized service that you can standardize that people actually can fall into you have both of our least favorite types of businesses he’s the SAS King because he wants to build once sell continuously and I bet his advice you would be something like create a product ised service that allows somebody to buy some component yeah uh as opposed to RFP for their time which is what you’re doing when they’re like can we talk first you’re you’re having to apply for an RFB and that’s not the type of business model you actually want to run long term you’re pretty big on productized models yeah I don’t do custom some Job Shop anything it always it’s hard I try I mean it’s it’s so funny though because it’s the easiest business to start and it’s where everybody goes to immediately even you know like my husband we have a couple businesses and he’ll be like we have this huge opportunity to do an RFP for them I’m like nope shut it down no you either press the button and buy or you don’t okay let’s do another question here yes Robert you talk about the value of failure and how getting through that enables you to buy back your time yeah I mean John Maxwell wrote a great book sometimes win sometimes you learn and that’s just the way I think about it so I just start with the premise anytime I start any company this might be a little weird for you guys I just assume I’m wrong what a crazy frame if I start a new business the first thing I believe is I am wrong now I’m on a journey to validate that I’m right so my conversations my Approach are completely different so when I fail I actually get excited because I’m like that doesn’t work let’s not do that again perfect how fast can I move through an experiment get to a place where I learn and that I would say that’s actually like when we think of like poor mindset Rich mindset that’s the difference between the people that are wealthy is that they don’t call it failure like I can’t remember last time I was like I failed nope I learned I got to a place of experience yeah I think I have the same take on that the only thing that I might add there is the other thing that I’ve noticed really successful people don’t do is there’s not a lot of blame like I’ve noticed on my team sometimes somebody go oh that’s my fault cuz I did X or Y or Z or like I should take the blame for that I’m like why would we ever use that word blame like the only reason that you should blame yourself for something or you should accept quote unquote fault is if you did something on purpose repetitively otherwise it’s not that it’s oh wow this happened hm we should have done this what did we learn differently about that I did take that part next time I’d like actually to do this I hate that blame work and I think that like lines up directly with failure and if you start blaming yourself for failures you really get into trouble you used the word Rich earlier and then now you’re using wealthy could you kind of provide some context on the difference of the two I’m just going to tell you what I think wealthy is I think wealthy is realizing you’ve already arrived the place you’re trying to get to to become the person that you can be today I like that I’ll just like leave that little nugget for you to think about what I just said love that okay who’s got another question can you elate a little bit on the manage energy not time because some of the books that I read usually they say eat the Frog first like you know you start with the most complex task then you have the energy and then go down to a smaller task that you can tiest later um is that something that you sub it is 100% part of it um but it’s also more like in the book I have this thing called the buyback Loop which is how I have done everything I’ve ever done in my life it’s how I execute and grow and scale and every year my life gets better and better and better bigger but better it just is and and if you look at the formula like well of course it would have to because one of the concepts is is doing a twoe time and energy audit depending on how my how how big my life is growing this year I might have to do it three times a year once a year twice a year but part of that is evaluating what things in my calendar give me energy versus take my energy does that make sense so what’s funny though is is one of the big ideas that people have to remind themselves is something can start off as a bright green love this and immediately turn into a yellow and then a red but you forget to reassess so for example I was a board member on a in a company and at first it was awesome and then it was like oh this is boring well I don’t want to be on but I forgot to renegotiate with the people to resign from the board to create the space and it sounds so subtle because it’s like it’s only a 90minut call maybe once every six weeks it’s still 90 minutes I want my 90 minutes back right or the other day I was doing I do one-on ones with my direct reports I don’t have a lot but I still have them and I noticed they were 60 Minutes in the calendar because they’ve always been 60 minutes and we’re always finishing early so guess what I did shrink them down 45 so now all my 101s are 45 times 5 that’s I get back a couple so like my whole thing is yes start the morning so if you follow I have a whole video on my morning routine first thing I do in the morning is work on the thing that needs to get done the Frog for sure because that’s where your mind’s the fresh as you’re connected you know it’s awesome but I also look at the work I do and that’s why I buy back your time is really about buying back the time from not doing the stuff to take your energy that costs very little to have somebody else support you on and that’s that’s the thing and it doesn’t there’s a whole chapter called the time assassins because it costs zero doar to buy back your time you just got to stop doing the five time assassins so people think I don’t have the money I’ve got a job I can’t buy my time back no you can by not doing the five time assassins what are the five time assassins that’s always good when you wrote are you WR your book right little tip memorize the things you know people are going to ask I I knew as soon as I said that somebody’s going to ask me but it’s the sa I know okay please if you don’t mind reading my book okay yeah that that part that part always stresses me out too there’s five SES the staller yes okay that yes do you want to talk about I will I’ll do it real quick the staller is the person that takes more time to make a decision to make the decision and the potential downside which is probably not going to be there and they just delay it just make a decision that is what Cody does beautifully I do the top people they what information do I need they know I’m G to make an imperfect I have imperfect data to make a decision it’s not about making the right decision it’s about making a decision and making it right so don’t be a staller love it the Speed Demon Speed Demon is the opposite it’s a person that’s moving fast and like I got to go and da I watch this movie and d and then all of a sudden they’re cleaning up because of the freaking wake of stupid hiring their cousins cuz they had a pulse like like just dumb moving too fast done it literally we all sorry um the the other part that I thought was really good about the speed demon that you talk about is how to offset your speed demon Nature by um I forget what you used in the book but but basically what I took away from it is if I know I’m a speed demon which I am that means that I need callers I basically need a caller around me so if I know I want to higher fast that means I need a great recruiter because I’m going to move and they have the experience to move it fast process yeah um okay the supervisor yeah you over manage people you’re a micromanager you H this is funny you hire people and then tell them what to do yep anybody hire people and have them tell you what to do really actually hard to do super hard really hard to do the saver yeah you literally walk over dollars to save pennies it’s hilarious like I had a buddy I talked about in the book he had a I think it was like a three million a year Mastermind and he was hating it he was going to shut it down but he saw what I was doing and he’s like how did you create all the systems I feel like there’s a framework I said oh it’s my buddy Simon he like this is his genius he’s like oh how much is he and I’m like I don’t know like I honestly I maybe I got a broad I don’t know what is maybe five grand maybe 10 but you’re about to shut down a 3 million Mastermind what do we tell he goes does he have a book dude I don’t know if he has a book I’m going to introduce you to the guy that’s going to solve the problem so you don’t shut down your business it’s making you you know six 700 Grand a year he’s that guy oh painful and the self- medicator The Vices The Vices some people end of the year rolls around and depending honestly if it’s a good year they drink to celebrate and if it’s a bad year they drink to to to numb it right I used to be that person I quit drinking 12 years ago but I I’ve always had that issue and it’s not even about alcohol or drugs or video games or it’s you know you just got to check in with yourself so somebody asked me one time they’re like how do I know what I need to stop doing right because it’s not what I’m doing that I’m winning it’s what I don’t do like that’s the biggest idea we should all consider when people stop me and they see me drive my fancy car and they go what do you do I’m like it’s what I don’t do dude right I don’t go to the buffet and try to get my money’s worth I don’t go gambling I don’t [ __ ] Vape I don’t do a ton of stuff that I know you do so figure that out one other thing that both you and maybe the most successful people that I know overall it’s the name of your book but literally where to buy back your time so for instance every time I go and meet with one of my mentors Bill Perkins he says to me uh he asked me if I if I put the my my own gas in my own car which originally I thought God that’s so pretentious I can’t even fill up my own car like what kind of [ __ ] doesn’t do that and then he explained to me uh what my time is worth in order for me to go fill up my own car every single time and so each time he’ll come up with something new he’ll be like did you schedule your own doctor’s appointments have you been doing landscaping and the the mission is basically just you are basically a representation of the tasks you do every single day and so if the tasks that you every do every single day are lowlevel what are you you’re actually kind of low level um and you you can’t level up unless you change your tasks what odd things do you do like the weirder the better to buy back your do or buy back I’ll give you the my new test this is like cuz I have a lot of friends like I have an assistant I’m like M my an and I have been playing this game of like she’s going to do a video of all the assistance evaluation because she deals with them all and some of them are like they’re like did they really do they talk to each other it’s like cuz she’s trying to coordinate stuff and some people are dialed in some people are not so uh what are the weird things that I do to buy back my time here’s one this is the test is do you pack your own bags for your travel I know that that’ll probably be that’ll be like the the final boss in the levels right like I know CU you imagine how crazy that would be to just pick up a bag and go straight to the airport and trust that your passports there if you’re going International to everything you need and all your pills and everything it’s like do you do that now I don’t I don’t pack my bags an no Ann doesn’t do it Betty does it but she reports an that’s incredible okay yeah so I do a lot of stuff so yeah I don’t I don’t wash my car put gas in my car um the weirder stuff I have this thing about a certain type of gun I’m in these uh toothpicks that I like uh to keep my teeth clean and they are lit they’re always in the right places in my car in my office everywhere we have this cool thing like all the repurchasing in every home all the stuff there’s like a little spot that we put stuff if it’s almost finished and you just put it there it’s like a magic little square I know men you guys are going to love this magic little square guess what happens when you put something about it gets reordered more shows up it is awesome so uh I do a lot of stuff I don’t shop right I have a shopper and she just sends me a bunch of stuff I put it on I create two piles I walk away and all of a sudden I get the right stuff it’s kind of awesome the way I think about it for me I only do two things I I create in my unique genius or I hug and I hang out with people I love think about it that’s literally all I do that’s all I want to do the the the part and one of the reason why I want to hit on this is because the world is crazy and if you guys if we were to post this segment on either of our Instagram what would happen massive shame you know you rich tat the rich right like that’s the world we live in and here’s the problem with that this is why we have to have rooms like this because guess how the wealthy get wealthier it’s the small things the things that they never share out loud because they would get lambasted for it and so because of that more people stay poor and we don’t actually give the hand up to the Next Generation how did we all I started as an assistant back in high school I had a rich family that I worked for I drove their cars sometimes I ran into things I didn’t always tell them about it and I did a bunch of awful work when I was young and and I’m sure somebody could say that woman couldn’t have washed her car well those first 20 bucks let me make my very first Investments and so shame on every single one of us if we think that it’s pretentious to allow somebody else to do a lower level task for oursel that is how we stay poor
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