Full transcript
0:00[Music]
0:07cool so the next point I kind of wanted
0:09to touch on is all about confidence and
0:12there's a lot of people that are writing
0:13in and one particular person said I'm 19
0:16years old and I have no self-confidence
0:18at all
0:18how do I even get started developing
0:20confidence in what I can do you know the
0:25important thing to know is that you
0:28don't you you know like born with
0:30confidence you don't just have
0:31confidence and when you start something
0:33new you definitely don't have confidence
0:35in it but we could find a very confident
0:37person and if I ask them to fly an
0:40airplane like to Australia they're not
0:44going to have much confidence right you
0:46know what I mean so like people think oh
0:48I'm just supposed to be confident but it
0:50takes practice and you need to get good
0:52at the thing before you have confidence
0:54like otherwise no one's going to just be
0:57confident doing something they've never
0:58done mmm
0:59so that's the first kind of mind trick
1:02that people do to themselves you know
1:05they might try business for a day they
1:07don't feel very confident in it so
1:09they've like oh I'm just not good at
1:11this or I don't have the confidence and
1:13they might say that the confidence is
1:14the thing stopping them from doing the
1:16business but it's not it's you know they
1:20need to keep doing it keep doing it and
1:21then they get it so the key really is is
1:24practice like you know it's like let's
1:28say you wanted to be good at basketball
1:29or football or whatever or swimming you
1:33know you it takes practice and that's
1:35like you know hours in the pool or hours
1:37on the court or you know the amount of
1:40like miles you've run if you're training
1:42for a marathon or whatever but you need
1:45to practice and you need to practice a
1:46lot and pretty much someone's confidence
1:49is in direct proportion to practice hmm
1:52so you know why you know why is some
1:56pilots so confident to land and you know
1:59really tough airports because these
2:01airports around the world like Hong Kong
2:02is one of them where it's like really
2:04hard to land in Queenstown in New
2:06Zealand that's another one that's really
2:08hard because of the mountains and
2:09everything
2:10Oh God you know people like did the
2:12pilots that have done the most hours in
2:14the pilots that have you know flown in
2:16really tough situations that's how they
2:19gain confidence and you know why you
2:23know why was that dude willing to walk
2:24across that wire between the twin towers
2:28I didn't know so if someone did that you
2:30know like when the twin towers were
2:31there there was a wire that went between
2:32them and a dude walked across it like a
2:34tightrope janitor it's like a
2:36documentary man on wire or something
2:38it's really good but why was he
2:39confident to do that would you like
2:42would you or I be confident of it no way
2:44definitely because it he practiced it
2:46his entire life that's how he got the
2:49confidence to do it so I bet you the
2:50person asking that question like how do
2:53I gain self-confidence well in what you
2:58know that's the first question right and
3:00then once you've defined that then it's
3:02practice of that so it's how do efforts
3:05like how do I gain self-confidence in in
3:07business like how do I gain
3:09self-confidence to be able to sell to
3:11people we'll practice practice doing
3:14that and it doesn't have to be a good
3:16cheat to get around like the actual
3:19thing because sometimes a lot of people
3:21think oh in order to get good at sales I
3:24have to just do sales but it's easier
3:27said than done because you're petrified
3:29themselves so how can you do sales to
3:31get good at it when you picture afraid
3:32to even start all right so you get stuck
3:35it's like a stalemate and one thing that
3:39I figured out when training our you know
3:42our students in the consulting comp
3:44programs is I could teach them how to
3:47sell really well and for some people
3:49that gave them the confidence they
3:50needed to start but still for most even
3:53if they knew what to do in they had the
3:55script and they knew who to do the
3:57course worth they still didn't have the
3:59confidence to do it hmm
4:01so I thought how can we get around this
4:05and the the best way to do it was like
4:08you know I just thought about sports
4:10there's a lot you can learn from looking
4:12at sports and then business because in
4:14sports they have practice no they have
4:16mock games they have you know they have
4:19drills they have you know
4:21different exercises that they do so that
4:24they're confident when those situations
4:25happen during the game and if you think
4:28about an alive sales call with an actual
4:31prospect as the game then you want to
4:34start thinking of what can be a good
4:35practice environment and the best way
4:39I've found so far is to get is to peer
4:42the the students up so say you know we
4:45tell everyone in our program like post
4:47in the Facebook group and look for
4:49someone who's willing to practice the
4:50sales script with you and then what
4:53happens is people pair up and they
4:55roleplay like someone will be the the
4:59prospect and then someone will be the
5:01consultant and they'll go through a mock
5:04conversation and then they go through
5:06levels of like intensity so if someone's
5:09brand-new to selling you know the the
5:12prospect will be easy on them but as
5:15they get better the prospect gets more
5:17and more like difficult to deal with to
5:20practice and at first I had my
5:23reservations about doing this because I
5:25was like will this really simulate the
5:27real-world environment and everything
5:29and it definitely did like people would
5:32just do these practice calls and then
5:34after they did enough of them they
5:36weren't scared at all to do the real
5:38ones hmm so it seems silly to practice
5:41something like a sales call but it it
5:44isn't because just think about it like
5:46in sports you know no one just goes out
5:48and jumps into an NBA game without a
5:51whole lot of practice and no one goes
5:54and competes at the Olympics without
5:55four years of preparation for that one
5:58race like you know in behind an Olympic
6:02race is four years of prep and in
6:04probably a whole lifetime before that of
6:06practice as well absolutely
6:07so to answer his question I mean
6:11self-confidence in what because you know
6:14one is just self-confident and
6:15everything and if they are they're an
6:16idiot because they're gonna get burned
6:18right you shouldn't be self-confident
6:20and everything and there
6:21becomes arrogance at that point well it
6:23become a stupidity because the person
6:25can't fly in the airplane mm-hmm so he's
6:28gonna die and so that's why you don't
6:30have self-confidence and everything and
6:33so in what is the question and then once
6:36we know what that is then it the answer
6:38is practice and if he stood too scared
6:41to practice with the real-world
6:42environment
6:43simulate one mmm what if they're too
6:48scared to even reach out and ask someone
6:49else for a practice well then they
6:53that's a good question and that the
6:55stage before that is learning so you
6:59can't practice until you know what to do
7:01you know what I mean
7:02so the food the stage really before
7:05practice is learning and that's just
7:07reading and just just being a sponge in
7:10sucking up information so you want to
7:13read books on sales I'm assuming here
7:15like let's just say for this
7:17conversation sake that it's sales
7:19because it's a big way probably is
7:21pretty much everyone's afraid of sales I
7:22was and a lot of people are so you know
7:27you're not going to be confident
7:28practicing until you know what to do so
7:30read sales books like you know read at
7:34least five books once you read five
7:37books you're gonna know quite a lot and
7:38then you know figure out how sales is
7:41done for your particular thing which
7:44you're doing and then once you know all
7:46the information then start practicing in
7:49a simulated environment once you're good
7:51there go to the real world one mmm
7:54now on those sales calls too so I agree
7:58I think they can get through just about
7:59anything and then even the prospects can
8:01ask more difficult questions where they
8:03have the objection handle and whatnot
8:05but what about the actual taking of the
8:07money I feel like when people go to make
8:09an ask for money and I had this problem
8:11early in my career too is like there's
8:13always that slight hesitation when you
8:15want to flip the corner and then you're
8:17gonna make your offer and I see it time
8:19and time again with people in the
8:20community too is when they drop the
8:23price it comes something like this
8:25they're like and I'm it's a $3,000 for
8:29the service how did you get over the
8:32fear of asking people for money
8:34yourself it's a good question and you
8:38can't just get over it but it takes time
8:41right because it's really conditioned in
8:43you like from not having money and not
8:47being able to buy things that because
8:49when someone's young they can't because
8:51they don't have lots of money right so
8:53they used to not being able to afford
8:55anything and being let down in the
8:56process more than and so you're like
8:58conditioned this way and so it takes
9:02time and it's a gradual process to get
9:04over it more and more and more and more
9:06and more but the the best way really is
9:10to get so good at what you do and what
9:15you're selling that you feel like you're
9:18doing the person a disservice by not
9:20selling them your thing mmm so you turn
9:23it upside down people think they're
9:26doing a disservice by taking someone's
9:27money well I think that I'm doing a
9:31disservice by not taking someone's money
9:33and giving them what I've got mm-hmm
9:35because you know if someone takes gives
9:38me their money and they take my training
9:40program and they actually do it they're
9:42gonna make way more money than what they
9:44gave me
9:44mm-hmm so it's a no-brainer for me and
9:48like I I have that actual mindset I
9:53don't feel an ounce of guilt at all
9:55because I know what I've gots good and
9:58it's proven and everything and so the
10:02best way to change that belief is to
10:05make your thing insanely good just keep
10:08working on it keep working on it keep
10:09working on it until you're really
10:12confident in it that you have that
10:14belief mmm now I know we get people who
10:17come up to us too and maybe another
10:19factor too it's like people always say
10:21oh that's too cheap like you should be
10:23selling that for more - do you think
10:24that you should strategically price what
10:27you have a little bit under what people
10:30perceive the value is just so you have
10:32that confidence that what you what
10:34you're selling is not only great gonna
10:35have the results but it's also it's also
10:39like way way more valuable than you
10:41could potentially have by increasing the
10:44price say like people are like I'd pay
10:46five times that amount what's what's the
10:48right
10:48price is it okay to sell something that
10:50someone only gets one point five times
10:52the amount of value from investing one
10:54in and like what's that ratio that you
10:56can just have extreme self-confidence oh
10:59it's so speculative price that like
11:01there is no formula and I don't think
11:05that if it will be because it's just one
11:06of those things it's what someone's
11:08willing to pay and you know it's like
11:10what is you know what is a particular
11:14painting worth I don't think last week
11:16someone bought like a famous painting
11:18for like 400 million you is you know is
11:21that how can we prove the value ratio on
11:24that right you know so like price is a
11:26very weird thing and the best way when
11:30you're starting out is to really look at
11:33what other people are charging and kind
11:36of price similar to that because like
11:40when you're starting out it's you your
11:43price isn't the main thing you know when
11:46you're starting out getting started is
11:47the main thing and doing it because from
11:50there everything else happens and so you
11:52don't want to be too scientific about
11:54all other stuff because over time or
11:55everything is going to change and the
11:57main thing when you're getting started
11:59is to start so if I think back to my
12:02first things like when I was selling one
12:07of my first ever things was their online
12:09job board I just looked at what like
12:12other job boards kind of charged and I
12:14priced below that mm-hm and then you
12:16know with my property inspection
12:18software ant I looked at what the market
12:20was charging and I just kind of
12:21positioned pretty much around there and
12:23there was no science behind that but
12:26that wasn't the main thing you know the
12:29thing I needed to be improving on was
12:31just doing it and then over time the
12:34price morphs and changes in it it gets
12:36to the right base so I think we can
12:39starting out just look at what other
12:40people are doing kind of match that and
12:44also a good value ratio is really like
12:49you know look at the person look at the
12:51value someone can get from what you
12:53provide and I think a real good sweet
12:56spot is like ten to one so if you help
12:59someone with a service in
13:00they make you know they make $10,000
13:05well if you charge $1,000 for your
13:07service
13:08that's insanely good value and a person
13:11who gets 10 grand from 1 grand and
13:13services they're gonna recommend that to
13:16their friends they're going to do all of
13:17that and the higher you can get that
13:20ratio of value to price the more viral
13:24your thing's going to become you know
13:26like the iPhone it's got a lot of stuff
13:29for like the 600 or $800 price that it's
13:32got like it's really good value and
13:35that's why people talk about a lot they
13:38could probably price the iPhone at like
13:3910 grand and they'd still have a huge
13:42market but you know they want it to be
13:44down there so that people just rave
13:46about it because then you know the net
13:49effect is they're going to make more and
13:51that takes time and practice to play
13:53with and everything and I do think it's
13:56always better to have people rave about
13:58it in price cheaper then it is to price
14:01expensive make more money but not have
14:04it spread like a virus right got it
14:07yeah it's a better long-term play I
14:09agree and then also I guess going back
14:12to the confidence thing to when you were
14:14starting what was the biggest break
14:19point where you had to jump out of your
14:20comfort zone like what was the situation
14:22you were terrified and how did you
14:24overcome like if you had to think about
14:26business-wise the most terrified you
14:28ever were in a certain situation there's
14:31lots of thing and probably one of the
14:35first ones overhead was like sales calls
14:41you know when one of the very first ones
14:44I had was when I had that job board
14:45business and that didn't require sales
14:48calls it required like marketing and I
14:50had no idea how to market anything so I
14:52thought well I'm just gonna go to the
14:53universities on foot and just hand out
14:56brochures so I spent like pretty much
14:59the last 500 bucks I had printing
15:01brochures like this huge box of them I
15:03think I got 5,000 of them and the Enlai
15:06was like yellow handout 5 now I wasn't
15:07easy and then I arrived here in my car
15:10with this box of brochures and
15:12so nervous to get out that I didn't go
15:15the first day to sat there then the
15:17second I came back and I somehow like
15:19mustered up the courage to start handing
15:21them out no one wanted them so it was
15:22like even harder and I definitely
15:26remember that that's vivid in my memory
15:27and that business didn't work out and
15:30then the next sort of business I did
15:33required like phone calls to try and
15:35sell like websites and things to people
15:37and I remember I was petrified of that I
15:39put it off I wouldn't get out of beard
15:41and you know I'd tell myself I'll call
15:44them at 9:00 a.m. when they get into the
15:46office but then no name would come and
15:47I'd be like are they probably just
15:49getting into the office you know I'll
15:50let them kind of get these things under
15:52control then I'll call them then
15:54mid-morning would come then I'd think
15:55are they're probably getting ready for
15:56lunch and then it would get to the end
15:58of the day and then it would be the next
15:59day and the more I put it off it it was
16:02that was really hard like that that
16:06really got me like the sales calls
16:08probably way more than the the the
16:10brochure thing was the first one but the
16:13sales call one was way worse yeah
16:15because the first cold call they even
16:17made the guy just hung up on me straight
16:19away so like oh that was so hard to get
16:23around because they had such a bad start
16:24and I tried everything even having like
16:27a couple of beers before like doing the
16:30phone calls and man that was a tough one
16:33but have you ever dialed someone then
16:36hung out before they could even answer I
16:41can't remember probably but I remember
16:44when I was calling I was always just
16:45hoping that they actually didn't pick up
16:47there you go to choice mail which is
16:49kind of me stuff because you're really
16:50trying to sell things right your brain
16:52just plays tricks with you mm-hmm
16:55that's funny so what what was the the
16:57tipping point there was there any moment
17:00you can remember where you're like maybe
17:02it's starting to get easier if it was a
17:03gradual process or there was one moment
17:05where you're like okay I got this what
17:07was that point it's just practice
17:10honestly like nothing really changed the
17:14amount of people who would like hang up
17:16hang up on me or or not listen to me or
17:19whatever we're still the same but I just
17:21done it more so it just kind of rolled
17:23off my tongue easier and I just got
17:25hardened
17:26- I got hardened to like - the rejection
17:30and everything mm-hmm and over time you
17:33get hardened like you know you get once
17:35you've like a good way to put it might
17:38be you know if you've spend time in the
17:40cold like out and snow and everything
17:42like that when cold comes around you're
17:45not you're all right you're like I've
17:47been here this is fine this isn't even
17:49cold but the first time you have that
17:52you you think you're going to die like
17:54I've had friends come over from Florida
17:55and I'm like dude they're freaking out
17:59like they're totally freaking out in New
18:01York and one of them won't even come
18:02just just no flying in in the winter
18:06because they're petrified of it yeah and
18:09so it's just like that you know you're
18:11just not used to it and you're not you
18:13haven't been exposed to it so it's gonna
18:16ski you and you know another one another
18:19good example might be like the window
18:21washers that I see out here dude I look
18:23at them and they like I'm scared for
18:26them and I'm uncomfortable I'm like I'm
18:29like getting sweaty and stuff just
18:31looking at them because it's so high but
18:33you know they've just done it enough
18:34time it's not scary anymore and phone
18:37calls is just like that like after you
18:40do it in the amount that it takes to
18:43actually for the fear to kind of
18:44disappear it isn't that many times it's
18:47just that initial hump I would say after
18:50probably I'd say after two weeks of
18:54actually doing it daily it the fear kind
18:57of started to disappear
18:59it's just a matter of just when you woke
19:02up knowing that you had to do that and
19:05you were gonna do it no matter what like
19:06cuz on some of them you said you would
19:08procrastinate like 9:15 would you
19:10eventually call those people or would
19:11you just kind of call it a day let's say
19:13at 5 p.m. and just pick oh yeah in the
19:14beginning I just call it a day
19:16and but once I started you know
19:20consistently doing it daily that's when
19:22that's when I started to conquer the
19:26fear the key is consistency it's because
19:29once you let it slip for one day it's
19:31like one day becomes - - becomes a week
19:34a week becomes a month month becomes a
19:36year like an avalanche happens from
19:38one small thing mmm and you've got to be
19:40extremely careful of that like you can't
19:43lie to yourself because no even now like
19:47I think about it with with going to the
19:49gym in the morning if I let one day go I
19:53know what's gonna happen like it's an
19:55avalanche you know one days we're gonna
19:56become that we can all the same with
19:58diet if you you know let your diet slip
20:01or or any of these things so the key is
20:04to consistently do it and not lie to
20:07yourself and think all this one day
20:09doesn't matter right yeah so and also we
20:13had someone who wrote in this is very
20:14similar to what they were kind of
20:16experiencing they said what they're
20:18struggling with is the fear of knowing
20:20what they must do and I'm guessing that
20:21what they know they must do is probably
20:23the sales call like they know that
20:25that's what they need to do in order to
20:26make money make their whole business
20:27work and then doing something without
20:30knowing if they'll be able to pull it
20:31off as their biggest fear like how do
20:35you get past that of like they know they
20:37got to do it but they're just sitting
20:38there paralyzed not knowing if they're
20:40gonna pull it off or not well you never
20:43know if you're gonna be able to do it or
20:45not mmm like you you get you get a
20:48higher level of possibility of being
20:51able to pull it off over time but it's
20:53dangerous to think that you're going to
20:55pull anything off because they're that
20:58means that you you know you've broken
21:00like the universe and that you can you
21:03control the world pretty much so I you
21:05know even the best investors in the
21:06world they say the times which they've
21:09lost everything is when they think they
21:11know everything right so you you're
21:13never gonna get to that point because it
21:16doesn't exist
21:16you just get a slightly more confidence
21:19each time but like to answer as question
21:23why is he afraid to do the thing he
21:27knows he must do it's honestly me stuff
21:30that's like that's the dates like the
21:34human condition he's asking like the
21:36question which is which could like fix
21:38the whole world that like why do people
21:42really what I've noticed in observed is
21:44that people's choice of daily actions
21:48totally miss aligned to the
21:50desired future so someone might have
21:53this desired future for themselves in
21:55their life and in their choice of daily
21:57actions is pretty much the exact
21:59opposite of that mmm so I used to have a
22:02you know a vision in a desired future to
22:06have like a successful business and all
22:08of this but it was very hard to change
22:10my daily actions of you know partying
22:12drinking going out with friends and
22:14going out for lunch and all in keeping
22:17up social appearances and things like
22:19that and really it's just it's a
22:23misalignment of like future and current
22:25imprisoned so the presence you've got to
22:29break habits that's the that's the
22:32problem with the present the future you
22:34can change your vision out here like
22:35it's very easy to change your vision but
22:38the hard part is to to break the habits
22:40that make the vision hmm so like I'm
22:44guessing that whatever his vision is the
22:47habits he's got now don't equal that and
22:52he's got to break those things right so
22:55in in often times I remember you
22:59mentioned before you had to change your
23:00environment before you could even do
23:02that to is the easiest way yeah it's
23:04like a hat it's like a computer cheat
23:07like if if you want to change your
23:09habits just change your environment
23:11because the in pretty much it all goes
23:13right so for you how many times do you
23:16think you've like actually change your
23:17environment in a big way through the
23:20course of your your career so far one
23:23the first one was moving out of my
23:28parents know they actually before that I
23:31used to like have roommates and stuff
23:33and we'd be renting when I first was at
23:36college and everything mm-hmm and then
23:38to start my own business I actually had
23:40to move back in with my parents because
23:43that I had to sacrifice the being cool
23:46and having you know the freedom and
23:48everything I had to sacrifice that to
23:51have the money to start the business so
23:54there was the first environment change
23:55and while the environment was you know
23:58moving back home it meant there wasn't
24:00parties and everything I mean there
24:01wasn't always people to talk to but it
24:03was also a decision
24:04sacrifice something mmm so like I was
24:07purposefully putting myself in a worse
24:09situation so that I could win in the
24:12future and that was a good decision like
24:14I was sacrificing now for the future and
24:16it was
24:17it's like putting skin in the game you
24:19know that was the first environment
24:21changed in the second one was moving out
24:24of there and into my first like
24:26apartment which I had to myself and
24:28there was a big jump because they're
24:30involved like having lease to commit to
24:34right so I'd be I you know I'd grown my
24:37business up to the point where it was
24:38making about five grand a month in my
24:40parent's garage and having no actual
24:45real obligations you know my parents
24:49didn't force me to pay anything and all
24:53of ours all of this expenses we had
24:54could be canceled within a month and
24:56this was my first like it was a two-year
25:00lease and it was like I was like am I
25:02going to be able to make money
25:03consistently I never thought about my
25:05five grand a month is that really good
25:08every month and so that changed there
25:11put me on the hook for something and
25:13that was really good because it lit a
25:15fire in me and I a that's where my
25:18business took a big jump because all of
25:19a sudden I was on the hook and so I
25:21moved I you know I I worked harder and
25:24then the next one was probably the
25:28biggest jump I've ever done was moving
25:30from New Zealand to New York because you
25:33know you bring New Zealand dollars to
25:35New York and you bring New Zealand
25:37dollars to America and they're just cut
25:38in half and then everything's in New
25:40York is the most expensive in the world
25:42I mean they're like my power bill here
25:46was like per month versus bite pretty
25:48much more than my rent so there was one
25:50hell of a jump and that scared the
25:53out of me and everything was so
25:56expensive and you know I moved straight
25:59into this place which is really
26:01expensive and all of a sudden everything
26:04just got way more expensive and my money
26:06got cut in half and I was in a foreign
26:08country so logically that means that
26:11it's a stupid decision yeah but what
26:14happened in reality was it just lit a
26:17man
26:18serve fire in me and I just worked
26:20harder than ever and that's when I made
26:23the biggest jump I've ever made so
26:25sometime in the beginning I think it's
26:27good to change your environment
26:28sometimes you got to move backwards a
26:30bit because you know you've loaded
26:32yourself up with too many personal life
26:35expenses which you don't need so the
26:37first one is a set as a decision to
26:39sacrifice and then once you have
26:41sacrificed and you've gotten started
26:43it's a decision to to like play it a
26:46bigger level you know what I mean right
26:48yeah and then at this and at this point
26:51- so like you always hear the phrases of
26:54people that say like to always live
26:55within your means like that doesn't it's
26:57good advice but it doesn't always work
26:59and it doesn't always get you to where
27:00you need to go if you're wanting
27:02something more out of life I suppose I
27:04think in the beginning most people live
27:07outside of their means and that's the
27:09problem you know most people I know that
27:12have a day job and wish they didn't they
27:15spend all their money every every month
27:17like their when they get paid it's like
27:20oh we can go out tonight like to the pub
27:22and these people are my age and some of
27:24them even make like six-figure salaries
27:26right it's it's there that sort of
27:32behavior is is not going to help you
27:36either
27:37you should never live like that it's
27:40it's not the way to live and it's
27:42because it's no self-control and it's
27:44it's not saving anything for like a
27:46rainy day and it's pretty much thinking
27:48that it's always going to be there and
27:49then it's not so that's a bad way to
27:52live I think most people need to learn
27:54first to go within their means it's a
27:57bit of self control and then once
27:59they've mastered that though there's
28:01like decisions of playing at a bigger
28:03level and that's you know that's
28:06deciding to put yourself on the hook
28:08foot for big expenses and things knowing
28:12that by doing that it's going to like
28:14light a fire on you to stretch there
28:16mm-hmm
28:17yeah and it doesn't have to be
28:18necessarily like a living situation - it
28:20could be like a business investment as
28:22well just like something that they're
28:24leveling up their playing field maybe
28:25it's like rent for their office or or a
28:29business loan because they need the
28:31inventory
28:31to cover a purchase order that they just
28:34purchased something like that it suppose
28:36you really feel if it's a smart business
28:38decision but it stretches you hmm that's
28:40a that's like a good one got it
28:42you know you don't want to be stretching
28:43yourself for like a Lamborghini although
28:46you know sometimes even things like that
28:47can make someone work but there was I
28:51read a book on sites like psychology and
28:54they said that if you gave someone their
28:57sales Ripper Ferrari and then said if
29:00you don't meet your quota you we take it
29:02back they work really hard yeah so you
29:06know once someone has a once someone's
29:08achieved a level they will never want to
29:10let it go so like sometimes even weird
29:13things like that can make can light
29:15fires in you but I think in the
29:17beginning most people were too used to
29:19living outside and they've got to pull
29:21it back got it and then comes the sort
29:24of the increase got it that makes sense
29:28cool and then alternatively so that that
29:31was like a person saying the fear of
29:33knowing what I must do then
29:34alternatively there was someone who I
29:37thought was interesting said that the
29:38fear of knowing what to do so it's like
29:40the exact opposite it's like someone who
29:43is they know exactly what they do and
29:45they're just paralyzed but then someone
29:47who has so many options they're also
29:49paralyzed both people are equally
29:50paralyzed what what do you do what did
29:53you do about putting yourself out there
29:55in the beginning and feeling insecure
29:56about the different things you were
29:58considering like what's what's the best
30:00possible situation for someone
30:01considering a lot of things sure the you
30:07really learn in life like that you can't
30:09you can do almost nothing like you know
30:13with the amount of time you have the
30:14amount of you know in your life and in
30:16the amount of time in your days and
30:17weeks and years I mean you can pretty
30:19much achieve nothing unless you just go
30:23all-in on someone on one thing and even
30:26then it's hard so I think a lot of
30:28people think like starting multiple
30:30businesses and having a you know a side
30:32gig here in a psychic here and all but
30:34it never works like that the people who
30:36do good at things just do one thing and
30:38that's it
30:39like Michael Phelps daily to-do list was
30:42wake up
30:43getting pull however there was it and
30:47pretty much miners wake up go to disk
30:50well there's pretty much what I do isn't
30:52I don't really do anything else so then
30:54that's how I get good at it
30:56and really you've got to understand that
30:59to get good at things you're going to
31:01have to sacrifice everything that isn't
31:03that thing mmm
31:05like I think a lot of people they think
31:08that they can start a business and keep
31:10this social life as it is and keep like
31:13they're drinking life if they like going
31:15out and partying and keep their
31:17videogame life and keep keep all of
31:20these lives like while starting this
31:22business and it's not really true like
31:25it but starting a business and becoming
31:28you know you can you can start a
31:30mediocre business with a whole bunch
31:32going on right but to get really good at
31:34something you've got to you've got to
31:37sacrifice at all everything has got to
31:39get cut and I mean you can I'm not
31:42saying like you know you can still have
31:43a family in a relationship in those
31:45things but all those other things which
31:47you're probably used to like they're
31:48gonna get cut mm-hmm so I would just if
31:52I was that person asking that question I
31:54would think what do I truly want like
31:59one year three years five years what do
32:03I want like we do I want maybe they
32:05can't answer it specifically but what
32:07sort of life do they want where do they
32:09want to live what do they want to do
32:11like how much money do they want to have
32:13kind of paint that picture in the future
32:16and that will dictate what they need to
32:19do now and then they just they need to
32:22you know practice like non-attachment to
32:27all of these things because you need to
32:29get rid of it all
32:30bike hired to get rid of everything
32:33because you carry around so much like
32:35baggage of things that you need to just
32:37drop it all and just channel everything
32:40in mm-hmm so someone's considering let's
32:43say three different businesses and
32:45they're like I'm going to shoot I'm
32:46gonna do three at once which obviously
32:48it's most the time a bad idea how what
32:53what's the better way to evaluate which
32:55of those three businesses they should do
32:57they just pick one and then go after
32:58that randomly like flip a coin or should
33:01they
33:02maybe evaluate each one separately kind
33:05of learn a little bit these bodies me
33:07that I'd be the same for it got into
33:09your head
33:09got into your head so just imagine that
33:11you're you know someone literally pulls
33:14a gun puts it to your head and they're
33:16like you have to choose the one business
33:18that's going to be successful and if it
33:21isn't successful and you choose it you
33:23get killed anyway but if you don't pick
33:27one and then that's like two minutes you
33:29get killed anyway mmm all right right
33:32and be serious about that decision and
33:34Pete sometimes they get people to do
33:36this and they're like I know but I can't
33:37do that and right but then you're dead
33:39if this you have to and they still can't
33:41get their head around it but they did
33:43yeah so you have to choose one and then
33:46they're trying to use logic and all of
33:48this stuff but you don't have time for
33:50that
33:50you don't have time to evaluate
33:52pros/cons all of that stuff's pretty
33:54much anyway like when you're
33:56put in a situation like that where it's
33:59life or death you you make really good
34:01decisions so you know that's the that's
34:05what I would do every time gun to a head
34:07what is it and then start with that
34:10because the the beauty of it is is if
34:12that's wrong anyway it doesn't matter
34:15because at least you've started now you
34:16can start on the second one and you've
34:18already got the momentum and pretty much
34:20the first thing people start with is
34:22never the thing that's successful so the
34:24key is just to start but a lot of people
34:27get paralyzed at the start lines trying
34:29to find the right business I mean the
34:31people who when I first started the
34:33people who were paralyzed there with me
34:34they still there now and I've done 12
34:37wrong things and found the right one
34:39yeah so but they still haven't picked
34:42the right one
34:43because it's impossible so the key is
34:45just do the gun to your here exercise
34:47whatever it is start it if that's wrong
34:50it doesn't matter start the next one
34:51play your gun to your head again and
34:53just keep going I like it
34:57you