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 For people who are poor, it's because they actually don't see reality for what it is.
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Because the way they see reality, they see making money to be impossible or incredibly difficult or it's only for a certain select people, not for them, right?
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It's just because they literally cannot see it.
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SPEAKER_01
 Welcome to the School of Greatness.
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SPEAKER_01
My name is Lewis Howes, a former pro athlete turned lifestyle entrepreneur.
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And each week we bring you an inspiring person or message to help you discover how to unlock your inner greatness.
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Thanks for spending some time with me today.
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Now let the class begin.
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 I feel like a lot of society keeps people kind of trapped in this broke mindset.
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It's hard to kind of get ahead, right?
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Because of people investing in things when they don't have money, so they're in debt and they kind of stay in debt.
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What is necessary for people to break the broke mindset that society has kind of trapped people in that keeps them poor?
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 So I think people have two sets of resources that they allocate.
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So they've got time and they've got money.
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And so if you look at someone's bank statement and you look at their calendar, you know what their life is.
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And you can also predict where their life is going to be in X amount of years.
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 And so if someone wants to change what their life is going to look like, you have to reallocate where you're investing the resources that you have.
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And so from a time perspective, people who are poor, in my opinion, spend a lot of time not doing stuff.
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And that sounds terrible to say, but at the base level, they're distracted.
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They're procrastinating.
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They're not doing the right stuff.
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Right.
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I would even say not doing anything.
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 Just distracting them, playing video games.
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Netflix, et cetera, you know, all that stuff, right?
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So they've got, there's like the basis, like they don't do anything.
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They're purely distracting themselves from their current state, which is hard because it's hard to confront reality.
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SPEAKER_00
If you're like not happy, it's easier to distract yourself, right?
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SPEAKER_00
 Now the level above that is you've got people who are operating, they are working every day, but they're operating in low leverage opportunities, right?
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So they're doing things that do not give them a lot of return on their time, right?
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And so it's like I could work, it doesn't matter how many hours I work at McDonald's, like it's very, very difficult to become wealthy there, right?
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It's just near impossible, right?
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Versus like you could,
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 buy a building for $10 million and then sell it to somebody else for $11 million, just get the contract and make $1 million on the exchange.
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Super high leverage, right?
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From a time perspective, which is crazy for somebody who doesn't have money to even contemplate something like that.
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But the only way that that happened, and that required no money, is skill, right?
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And so that's an example of it didn't require money to make that money.
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That's skill that's required to do that.
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 versus the time right people are not doing stuff with the time that they have or they're doing low leverage activities with the time they have and then they're not trying to increase their output per unit time which means investing in their skill set so like one of the easiest ways to gain leverage on your time and when I say leverage just for everybody like leverage is the difference between inputs and outputs in a system so
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SPEAKER_00
 You know Archimedes said if you give me a lever long enough I can move the world and so the same degree if you have enough skills you can do anything right and so Skills give you leverage on your time.
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So you get more out of each unit of time So if I'm a master cold caller, I will get more sales and calls booked for the same unit of time That's gonna use sucks at it same time more output right because they developed a skill at a masterful level hundred percent.
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Yeah, and so
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 when people are allocating their time, they're not, by percentage, they're kind of like consuming their time rather than investing their time.
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SPEAKER_00
So they're either doing nothing, or they're consuming the time rather than putting time into getting higher returns on their time, which is education, right?
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SPEAKER_00
And so education you can have from like the conceptual learnings, watching stuff like this, or, and or, the actual doing, right?
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And so, you know, you learn more.
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Taking action, failing, messing up, you know, feeling like an embarrassment in the actions, yeah.
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 The first 1,000 cold calls you make, the first 1,000 cold emails you do, the first 1,000 doors you knock on, the first 1,000, you'll learn more from that than you'll learn from every single book you read up to that point on the concept.
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You'll learn, right?
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And so people don't allocate nearly enough time to that in the beginning.
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And so I think one of the things that the formal education system did really well, that people poo-poo on it, is the idea of going into debt to gain education is something that fundamentally makes sense.
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 But it's got to be the right education that can make you money.
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You got to get a return on it.
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That's the issue, right?
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You have to get a return on it.
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Because the idea of borrowing from a future self that can make more money to pay for the thing that you're getting the skill for makes total sense.
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I think Elon was saying something about how Neuralink in the future, it's going to be such a competitive advantage that they could price it at whatever they want.
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Because once you have it, you'll be so much more able than anyone who doesn't have it that you could so easily pay off the price of the thing.
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That's how it should work conceptually, right?
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So education is supposed to work.
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SPEAKER_00
 This is the simplest example that I have.
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A friend of mine has a 17-year-old daughter.
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She got a job at a bowling alley, and she makes minimum wage.
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He said, why don't you become a phlebotomist?
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She was like, well, I don't want to spend the money.
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He's like, it's 500 bucks, and it's a two-day certification, and then after you have that, you make $25 an hour.
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She didn't have the money.
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Now, she could save it to get the $500, or she could take a loan.
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SPEAKER_00
 for the 500 bucks from her dad and pay it back in a week, right?
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Because she has higher earning capacity.
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And so it was like she could either save for eight weeks, right, from her bowling alley to pay the 500, or she could take a loan for the 500, do the two days, and then pay it off in a week.
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So at that one week, she now has seven more weeks of earning capacity.
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This is a micro example, right?
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Seven weeks of earning capacity at her new level, and she'd be net positive on the next seven weeks of earnings.
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SPEAKER_00
 And so that's just a micro example of what skill investing does.
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A lot of us talk about you got to get educated, you got to learn stuff, and you learn stuff by doing it.
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And a lot of times you pay for that education or access to people who can teach you those skills, because a lot of people aren't going to give it to you for free.
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And that makes sense, it's okay.
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It took them time to learn the thing, and they compressed that time to give it to you.
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So that's why if there's one thing that's my life's mission, it's education.
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 I was telling my coaching students last night on a call that I had with them that I have multiple coaches that someone was asking about mentors.
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Like how do you find mentors?
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How often do you stay in touch with them?
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And I was like, listen, when I was broke,
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 whatever it was, 15 years ago, just getting started in this space, I was lucky enough that I had a couple local mentors in Columbus, Ohio that kind of had pity on me, but they saw that I had this hunger, this desire.
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I was like, I'll do whatever you tell me to do.
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And then I came back two weeks later and I was like, I did it.
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Here's the results.
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Here's where I failed.
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And that's a fuel for mentors to be like, I gave you wisdom.
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You took action.
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You got results.
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I'll give you some more feedback.
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But if you just keep asking and you don't act,
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 We talked about this with a mutual friend we have.
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It's frustrating for a mentor.
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They don't want to give you that time.
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And I told him, I go, this is why I pay mentors.
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There's a big guy in media that has a massive business that I message him.
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I'm an acquaintance with him.
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I said, hey, I would love to pay you for some coaching.
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He said, I'll just do it for you for free for 30 minutes.
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Now, I want to pay him because I want to be able to do it more frequently.
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SPEAKER_01
 He said I'll give it to you for 30 minutes because he likes me we're friendly But I know I can't call upon him for 30 minutes every week So now I'll go back in six months and say I take action on everything you said in that 30 minutes.
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Here's our results We do another call.
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SPEAKER_01
Yeah, and that's kind of like what you can expect with a mentor Is that type of opportunity unless you have a serious bond and they just want to give up their time?
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SPEAKER_01
 But investing in it, like you said, is so much more powerful in getting that speed of information, in my opinion.
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SPEAKER_00
Totally.
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The single highest return on investment thing I've ever done, and not to sound trite here, but I just like using scenarios.
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Like if I had taken all the money that I'd spent on coaching mentorships, courses, workshops, seminars, and put that in the S&P 500 when I, you know, 10 years ago, right?
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 the amount that I would have right now is inconsequential compared to what I currently have.
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And it's because I invested in something different.
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So rather than investing in the S&P 500, I invested in the S&P 500.
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So I took all of the excess cash that I had every single month, and rather than saying like, oh, I'm gonna dollar cost average, you know, I'm long-term, I wait four years, whatever, I was like, I just don't make enough money.
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So like, I could be the millionaire next door who saves every penny, doesn't go to Starbucks for my entire life, and have $2 million when I'm old, or eight, you know, whatever.
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For the last 10 years of my life.
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SPEAKER_00
Right, and literally enjoy nothing during that period of time.
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SPEAKER_00
 That doesn't sound like this.
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It's not a trade I wanted to make and so I had a belief that I know I I will work hard and if I'm given the right tools I will be able to implement them And so I took all my extra money and this is kind of you know A lot of people might not necessarily agree with me on this but it worked for me so I put all of every dollar I had even went into debt and
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 to get access to communities and mentors and coaching programs and masterminds.
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Those were the biggest gifts of all.
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The biggest gifts I got from those wasn't even the education, but it was the perspectives on reality.
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It was people disproving things that I thought to be true.
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 So I was like, this is the way the world is.
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And they're like, that's false.
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And my whole paradigm shifted because I just, I had distortions of reality.
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I thought reality was different than it was.
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And so right now for people who are poor, it's because they actually don't see reality for what it is.
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SPEAKER_00
Because the way they see reality, they see making money to be impossible or incredibly difficult, or it's only for a certain select people, not for them.
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SPEAKER_00
 And it's just because they literally cannot see it.
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SPEAKER_00
And so I'm trying to think of an example of when like you can see something that, you know, an easier example is like kids and parents, right?
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Like a kid thinks the world is a certain way and the parent's like, you just haven't seen enough stuff yet.
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And so, you know, as you level up in the entrepreneur space, there's also just more levels of that where the people are like, this is the perspective you need to have.
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And you're like, no way that's possible.
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SPEAKER_00
 And so that's where those rooms gave me the highest ROI.
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The other skills, because there's so many people there that are trying to learn the same things, they already said, hey, get this program, read this book, and so they helped sift through the mountain of information that's out there, because I only have one resource, which is time at that time, right?
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SPEAKER_00
And so it's like, okay, I'll spend it, but where do I spend it?
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And they were like, okay, if you wanna learn real estate, these are the top three guys, you can join this Facebook group, get into this guy's community, he has a coaching program that helps you do wholesaling.
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 This guy's a coach brother that does Airbnbs.
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And so it's like, which one do I choose?
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The answer, for everybody who's curious, is do them all.
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Because you're not, people are like, which one should I do?
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You're not gonna be poorer by learning more.
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And it's not like you have a finite capacity to learn.
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The more you learn, the better you get at learning.
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And then the more lines and synergies you find between different skill sets and opportunities.
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 The more dangerous you become hundred percent just learn cold calling.
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SPEAKER_01
Yeah, but you didn't also learn, you know copywriting and email marketing or Speaking on stage, you know, it's the combination of multiple skills that make your earning power so much greater I get I'm literally getting goosebumps
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SPEAKER_00
 Oh, dude, I love it.
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It's the compound.
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SPEAKER_00
And so I have this example where I break down Jay-Z, right?
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And so if you look at Jay-Z in the beginning, he probably had a natural proclivity for rhyming and beat or rhythm, whatever.
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So that was his first kind of skill.
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You probably practiced that a little bit because he was into it.
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And then he started rapping.
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So that was his first level skill.
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And then he learned writing lyrics and psychokinesis.
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That's another skill.
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Producing.
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Exactly.
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Then he learned producing.
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And then he learned marketing.
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SPEAKER_01
And then he learned- Performing on stages or something.
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SPEAKER_00
Yes.
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SPEAKER_00
 And then he learned how to sign other people to his, how to start a label.
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And so with each of these skills, it wasn't one plus one, it was like one plus one plus one equals 10, right?
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SPEAKER_00
And so like in a formal world, like the world that's not rap, like if someone's good at math, they can learn accounting or bookkeeping first, right?
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It's like, okay, that's a level one skill.
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Then you learn accounting.
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Okay, now you're making more.
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 and then you learn how insurance works, and you're like, oh, okay, now you can start to see this person evolve.
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And then you learn how tax and tax efficiencies work, and you're like, oh.
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And then you learn how to package and sell businesses and negotiate those deals with private equity and things like that.
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SPEAKER_00
All of a sudden, that's a CFO, that's somebody who's making multiple million dollars a year, but it's the same basic few skills that stack on top of each other and get disproportionate returns on all the prior skills with each new additional skill.
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SPEAKER_00
 And so the idea is not, like people ask the wrong question, they're like, which course should I buy?
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SPEAKER_00
Which program should I do?
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SPEAKER_01
Do them all.
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SPEAKER_01
Do them all.
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SPEAKER_00
Yeah, like each one of them you will learn things.
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And there's gonna be either different ways that someone's teaching, they'll have different communities, they'll have different beliefs, you'll learn from all of them.
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And this is something I think, I hear this sometimes where people say, well, I just invested in this program, I don't know if I have the time to invest in this next course or read this book or whatever it is.
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And you gotta think of like,
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 Believe you know, I'm doing five six interviews a week where I'm constantly learning, you know, every time you come on I learn something new It's not like there are things that confirm what I already know, but I'm also learning new things It's not like I've said after ten years of doing this.
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I don't need to learn anymore.
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SPEAKER_01
Yeah
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 I don't have any more time to learn.
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It's so important for me to develop as a human being, and that's why I'm constantly learning.
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People don't need to sit down and do interviews with people all day long.
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They can learn in different ways.
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But I don't think the investment ever ends in how much you can learn.
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SPEAKER_00
And it compounds.
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SPEAKER_00
Compounds.
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SPEAKER_01
That's the best part.
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What would you say are the three main skills for someone to want to have the potential of being a six or seven figure earner?
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 that they need to start learning now.
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So 2023, they have that potential.
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SPEAKER_00
This is my opinion.
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SPEAKER_00
There's three main skills in business in general.
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You got to learn how to sell.
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You got to learn how to build.
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You got to learn how to lead.
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 So you gotta learn how to get people to give you money for stuff, gotta have the stuff to sell them, and then you gotta have people that work on your side to help deliver on those other two.
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If you can do those three things, you're unstoppable.
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And if you do one of those three things, you can make as much, like you can still make a ton of money, but if you can do all three, you're unbeatable.
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SPEAKER_01
 Sell build like building a team building building.
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SPEAKER_00
So that would be on the lead side The building is like the product and services that you have so you have to figure out a way to deliver value to somebody Develop a program a product a service that you can package and sell and people are like, well, how do I do that?
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all you have to do there's
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SPEAKER_00
 This is the perspective thing we were saying earlier.
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It's like I don't know where the opportunity is and people who are entrepreneurs see opportunity everywhere.
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It's like my biggest red line is that I can't live multiple lives because there's so many things I want to do.
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But it's because all you have to do is look for problems.
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You look for things that people hate.
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You look for inefficiencies.
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You just look for things that are nuisances.
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Like what are things that people do every day that they hate doing?
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SPEAKER_00
And a big misnomer I think is that people think they need to have a new thing.
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SPEAKER_00
You can start a cleaning business and become a billionaire.
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SPEAKER_00
 You can start a lawn care business, become a billionaire.
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You can start a roofing business, become a billionaire.
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There's clear problems.
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All you have to do is just do what everyone else is doing, learn how to sell, learn how to deliver consistently, and learn how to lead.
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If you do those three things, you can do just as well as everyone else and just do it better.
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SPEAKER_01
I was in the elevator this morning coming here, and I have this cat sitter that used to watch my cats, right?
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SPEAKER_01
 And he mostly works in a different building that I used to live in.
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Now I'm in a new building.
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SPEAKER_01
He was in the new building because he had some other dogs.
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SPEAKER_01
He's a dog walker, right?
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SPEAKER_01
But I asked him to watch my cats one time.
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SPEAKER_01
 He literally, for 30 seconds in the elevator, I was like, hey man, good to see you.
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And I go, dude, how much you making now?
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Because I see him hustling.
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I see him walking around with all these dogs.
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And his prices went up over the last few years.
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When I first had him watch my cats, it was like 25 bucks.
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Now it's like 40 bucks for a session.
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SPEAKER_01
 I go, dude, what are you making like five, 600 bucks a day?
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SPEAKER_01
He goes, I got a thousand.
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SPEAKER_01
I got 2000.
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SPEAKER_01
He goes, I got three.
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He goes around 3K a day.
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SPEAKER_01
I go, what?
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Walking dogs.
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And I go, he goes, now it's seven days a week.
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SPEAKER_01
It's a grind.
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SPEAKER_01
I've got three employees now who are like, I'm walking dogs.
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SPEAKER_01
But he's like the go-to guy in Beverly Hills.
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SPEAKER_01
 And he's like independent, he's not with some big dog walking company or something, but three grand a day walking dogs.
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I go, there's a need, especially in this community where people are busy, but they love their dogs and they have money to spend on their dogs.
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SPEAKER_01
 And he is providing a service.
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SPEAKER_01
It's incredible.
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SPEAKER_01
Three grand a day, man.
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SPEAKER_01
That's crazy.
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SPEAKER_00
I love this example.
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SPEAKER_00
I'm in the wrong business.
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SPEAKER_00
I need to be walking dogs, you know?
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SPEAKER_00
I love this example because it's perfect.
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Because everyone can understand it.
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SPEAKER_00
It's like, what's the problem that they're solving?
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SPEAKER_00
It's like, people don't have time to walk their dogs.
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SPEAKER_00
Whenever you're looking at any problems, time is one of the easiest ones to solve.
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SPEAKER_00
It's like, people don't want to take the time to do something, right?
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SPEAKER_00
It takes too long.
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SPEAKER_00
You want to do it faster.
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SPEAKER_00
Jason Fladling said the easiest business model in the world is find what someone else is doing, do it in half the time.
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SPEAKER_00
 It's just you can do it and you can look at any business that exists and do that, right?
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SPEAKER_00
And so it's like, what did he have to do?
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SPEAKER_00
He had to learn how to sell, which means he had to get people to give him money for the dogs, which part of that's marketing, but I'm just wrapping that promotion, getting people to give you money.
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SPEAKER_00
He had to learn how to deliver, which is like, okay, what are the best routes to walk on?
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SPEAKER_00
How do I manage 17 leashes at the same time?
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SPEAKER_00
Like you had to figure all that stuff out, right?
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SPEAKER_00
And then you don't learn how to lead.
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SPEAKER_00
So he has two employees or three employees.
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SPEAKER_01
Now he's got employees, but before he was like exhausted, but now he's figuring out how to build and lead.
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SPEAKER_01
And what'll happen is he'll stop walking dogs and then he'll have 10.
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He'll be managing it.
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SPEAKER_00
 And so it's like that's like such a that's such a perfect microcosm of the three skills being put to use now It's taking him years to do it.
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SPEAKER_01
It didn't happen overnight.
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SPEAKER_01
He had to build his brand He had a you know show that he could deliver the value of the product consistently and all these different things He had to be communicating and yeah, you know be reliable all these things and he was like, I'm doing it seven days a week Yeah, so he has no life, right?
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SPEAKER_01
So it's like an extreme but it's possible and So the three skills I heard you say is sell build and lead you can
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SPEAKER_01
 Never get enough training on how to lead yourself and how to lead others because there's so much of a world inside of each one of us that has to learn how to overcome insecurities, fears, traumas, triggers that will make us poor leaders of ourselves and of others so that people respect and trust us.
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SPEAKER_01
So leading skills is probably the hardest.
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SPEAKER_00
 And it's also the one that's almost a meta skill in that it actually can layer on top of the other two.
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So if you think about it as a hypothetical example, imagine I know how to recruit and lead people.
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And I don't know anything about marketing.
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I don't know anything about sales.
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I don't know anything about delivery.
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But I have a vision for what I want to accomplish, a problem that I want to solve that's meaningful to me and I think will be meaningful to other people.
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 I can compel people, I can persuade them and influence them to want to work and help me solve this huge problem together.
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Real talk, you don't even have to know how to sell and how to market.
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SPEAKER_00
You don't have to know how to build a product, build a service team, because if you can lead, you can get all those other people to do that.
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SPEAKER_01
 And leading is also selling in a sense.
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If you're a leader, your energy is an enrolling energy.
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Your way of being, how you show up, how you communicate is selling you and your vision.
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You don't need to know how to sell a product and get on stage and say, buy my stuff.
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 But you need to be able to enroll people into a vision that they are in alignment with.
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And I think that is one of the hardest skills, because people don't have the belief in themselves.
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A lot of people don't believe in themselves.
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They don't love themselves enough to be enrolling, in my opinion.
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And so they discount.
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SPEAKER_01
And that doubt, people can feel that energy in that doubt.
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SPEAKER_00
Yeah.
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SPEAKER_00
You have to be certain, not confident.
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SPEAKER_00
You know what I mean?
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SPEAKER_00
So it's easy to say what we just said about the whole leading thing.
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SPEAKER_00
And as much as everyone's like, well, I'll just jump straight to leading.
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SPEAKER_00
 I feel like there's some sort of like and this is me.
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SPEAKER_00
I could be speaking a limiting belief of my own or so, you know Disclaimer right, but it is my belief that there's a certain amount of like spiritual strength that you gain from having done stuff Still developing skill right developing the skills because we don't confidence with these skills.
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SPEAKER_00
Yeah, because you have evidence results
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SPEAKER_00
 Yeah, and so people, you can enroll someone, you can subscribe someone to your vision, because the first question someone's going to always ask is, why should I listen to you?
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SPEAKER_00
Or why should I follow you specifically?
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SPEAKER_00
And unless you have a solid answer that's not you being crazy, being like, I have done these things, they give me evidence that I can move the goalpost further than what we have done before because of what I have done behind me, because of the path I've already walked.
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SPEAKER_00
 So I think like learning how to sell learning how to build the first two skills and then leading you learn Consistently along the way for the rest of your life.
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SPEAKER_01
Mm-hmm.
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SPEAKER_01
What would you say the most?
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SPEAKER_01
Important habits someone can develop for themselves on a daily basis to support their opportunities for earning more Most of the important most important lessons that I've learned in my life have come from doing and mentors
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SPEAKER_00
 And so on a day-to-day basis, it's reducing the time between when you wake up and when you begin working.
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A lot of people lollygag and delay and procrastinate and things like that.
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SPEAKER_00
And if you just think about there's only a certain amount of time in the day, I want to increase my output per unit of time as much as possible.
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SPEAKER_00
A lot of people have these superstitions that they have to do a certain thing or they must do X, Y, and Z. But all you have to do is talk to a single mom who has like five kids and they still start businesses.
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SPEAKER_00
 They're not doing any of that stuff.
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SPEAKER_00
They're waking up and they're working before their kids are up, and then once their kids go to bed, they work then, too.
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SPEAKER_00
They're not doing all the lollygag stuff that you see trending all over social media.
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SPEAKER_00
It's like they're working.
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SPEAKER_00
The single greatest skill, in my opinion, is being able to find a place that you can shut out external stimuli and you can focus.
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SPEAKER_00
For me, the single highest ROI that I have is that
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SPEAKER_00
 For me, between 5am and noon, I have nothing on my calendar.
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It is just work.
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No meetings, and then all my meetings happen after noon.
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SPEAKER_00
This is for the entrepreneur.
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SPEAKER_00
If you're in a job right now, then it's got to be in the morning before you go to work, and in the evening after you come back from work.
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SPEAKER_00
 Having that dedicated time and if you're like, well, I'm not a morning person fine then just work late Like that's okay.
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SPEAKER_00
Like I've got billionaire buddies who were like, oh I wake up at 10, but they work really late That's their that's their special time that no one bothers them It tends to be at the bookends of the day though just from my experience because in the middle of the day you get pestered and it's hard to get into that deep focus that really the deep learning that you get when you really pour yourself into something
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SPEAKER_01
 Yeah, and I think I saw Layla mention this in a video clip where she was like, I just wake up and I start working.
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SPEAKER_01
She's not spending an hour morning routine or something like that.
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SPEAKER_01
And I think you gotta figure out who you are.
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SPEAKER_01
It's like if you wanna spend an hour or two in the morning and taking coffee and going for a walk and working out and kind of like preparing yourself, great.
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SPEAKER_01
I think for me, there is some importance to, at some point in the day, setting an intention either for the day or at night for the next day.
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SPEAKER_01
 So if you want to get up and work right away at night, what are the three most important things or what are the actions you're going to take there to get you closer to your vision that next day?
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SPEAKER_01
So having some five, 10 minutes to have an intention and then act on it, right?
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SPEAKER_01
As opposed to just reacting to the world.
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SPEAKER_00
Yeah, a hundred percent.
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SPEAKER_00
That's what I believe.
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SPEAKER_00
There was this one, to consolidate what we were saying earlier, because this matters a lot to me.
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SPEAKER_00
 Most skills can be learned decently with about 20 hours of focused effort.
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SPEAKER_00
20 hours.
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SPEAKER_00
Like the first 20 hours of you actually doing something, you learn the most you're gonna learn about the thing.
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SPEAKER_00
If you just consider by percentage of learning from like, you know nothing, to 20 hours in, you already have a really good understanding of the thing.
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SPEAKER_00
The problem is that most people will take years to start the first hour.
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SPEAKER_00
 And so that habit that you're referencing is that my speed, at least now as I've gotten better at this stuff, is that I try and detract the time from when I want to learn something or when I want to start doing something to starting it as soon as I can, because I just want to start getting through those 20 hours as fast as I can.
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SPEAKER_00
And so that's just been a very tangible, because it seems like this amorphous thing, but there was a study that was done that was like, in the first 20 hours, you can learn almost any skill, playing guitar,
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SPEAKER_00
 running an ad, doing a quote, like, you will learn more in that first 20 hours than any other time.
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SPEAKER_00
So it's like, then just get to that 20 hours and don't delay.
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SPEAKER_00
And that's been one of the deepest lessons I've had because it took me four years to learn how to build a website, and it took me one day to actually learn.
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SPEAKER_01
 Crazy, because you decided to act on the learning.
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SPEAKER_00
Four years to delay and procrastinate and say, I'm not a tech guy.
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SPEAKER_00
I'm not a tech person.
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SPEAKER_00
This isn't my kind of thing.
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SPEAKER_00
I'm a gym guy.
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SPEAKER_00
I'm a local business owner.
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SPEAKER_00
I should pay somebody to do this.
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SPEAKER_00
I'm above this kind of thing.
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SPEAKER_00
Like all these stories, right?
0
SPEAKER_00
And then one day I sat down on a Sunday morning.
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SPEAKER_00
I was like, I'm going to learn this thing.
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SPEAKER_01
You Googled it and you just learned it.
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SPEAKER_00
Step by step by step.
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SPEAKER_00
And you know what?
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SPEAKER_00
I set the whole day aside.
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SPEAKER_00
It took me four hours.
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SPEAKER_00
Crazy.
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SPEAKER_01
 It's amazing you'll you'll hear I bet you've heard this so many times that people are like I want to launch a podcast I want to start a youtube.
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SPEAKER_01
I want to launch a book Yeah, and they've been saying it for years and years and years when you can literally go on amazon and upload a book in an hour If you just learn the steps it might feel daunting and over like I don't know how to do this and how do I link my payments and create a book and put it up there, but You can create a one-page book and launch it.
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SPEAKER_01
Yeah to at least say you did it and now you know the steps So it's not as scary.
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SPEAKER_01
I think so many people are afraid to launch
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SPEAKER_01
 Their thing because they don't understand how to do it and they think it's going to take a lot more time than it actually is You may not be good at it right away.
0
SPEAKER_01
Yeah, your website probably wasn't perfect.
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SPEAKER_01
Yeah, but you've got the website up within four hours Yeah, and then you can make it better over time and there's this there because the the that first hour is you paying down the fear of uncertainty
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SPEAKER_00
 It's all these fears of not being enough.
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SPEAKER_00
What if I feel stupid?
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SPEAKER_00
Because you have felt stupid when you try to figure something else out.
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SPEAKER_00
But if you remember how hard it was to learn how to tie your shoes when you were a kid, right?
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SPEAKER_00
Because it's like, I have to remember.
0
SPEAKER_00
And then this one, and the two bunny ears, the whole thing, right?
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SPEAKER_00
But now you can do it in your sleep.
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SPEAKER_00
And it's just the emotions we have about beginning work because of the judgments we're going to put on ourselves about how we're doing.
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SPEAKER_00
But if we can remove the judgment of how we're going to do and say, I assume I'm going to suck.
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SPEAKER_00
And all I'm doing is I'm going to start pulling the thread of this 20 hours.
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SPEAKER_00
That's my only goal is to start sucking.
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SPEAKER_00
That's it.
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SPEAKER_00
I just want to start sucking rather than not
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SPEAKER_01
 Right you gotta love you gotta love Embarrassing yourself the way I feel I get these skills are you gonna learn they're gonna bring you a lot of value long-term They're not easy to start with they're not and so you've got to be okay with accepting embarrassment of your own self What's the what's the belief that Why is it so hard for people that haven't made money?
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SPEAKER_01
Let's talk about like the daunting number for a lot of people which is seven figures, which is a
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SPEAKER_01
 It was hard for me to get over the hump mentally and psychologically of like, how do I go from $5,000 a month to $10,000?
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SPEAKER_01
Then $10,000 to $20,000.
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SPEAKER_01
And then how do you get a business, I'm talking about business owners, how do you get it to six figures and then to the seven figure mark as a business owner?
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SPEAKER_01
Do we overcomplicate money in our minds if we've been taught stories as kids or been taught beliefs about it?
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SPEAKER_01
And how do we get over
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SPEAKER_01
 the overcomplication of making seven figures as entrepreneurs?
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SPEAKER_00
I agree with you that I think it gets overcomplicated, and so we just have to boil it down to the first principles of the math.
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SPEAKER_00
What math is required to make a million dollars, right?
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SPEAKER_00
We can either sell $100, $10,000 things.
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SPEAKER_00
We can sell $1,000, $1,000 things.
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SPEAKER_00
And when I say things, you don't have to price your product at $1,000.
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SPEAKER_00
Your just lifetime value if a customer wants to be $1,000.
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SPEAKER_00
 So, just how much somebody's going to spend with you over the period of time that they buy from you in general.
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SPEAKER_00
Now, if you sell those products, that might just be the lifetime value.
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SPEAKER_00
But if you sell services like the dog guy, he probably has people who stay with him for years.
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SPEAKER_00
And so, he has to add up that total lifetime value as the number.
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SPEAKER_00
And it's like, well, how many of those do I need to sell?
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SPEAKER_00
And then you just divide it to back into it.
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SPEAKER_00
And so, once you know the math, so the first is like, what is the math to get to the million?
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SPEAKER_00
And you have to figure out how many units you're going to sell.
0
SPEAKER_00
So, let's just use something that's...
0
SPEAKER_00
 Let's use $1,000, because it's an easy one.
0
SPEAKER_01
So we have 1,000 sales for $1,000.
0
SPEAKER_00
Exactly.
0
SPEAKER_00
So we have to do 1,000 sales.
0
SPEAKER_00
Now, how are we going to break that down on an annual basis?
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SPEAKER_00
Because 1,000 sounds like a huge number.
0
SPEAKER_00
Well, it's about three a day, right?
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SPEAKER_00
Like, OK, well, three a day is all of a sudden a lot more manageable.
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SPEAKER_00
And we're like, OK, well, what creates a sale?
0
SPEAKER_00
So at some point,
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SPEAKER_00
 I'm going to take one step before for six figures for anybody who's not there.
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SPEAKER_00
It's like you have to sell, and this is again for business owners, entrepreneurs, if you have a job, then awesome.
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SPEAKER_00
But if you're trying to make money, you have to sell something to someone.
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SPEAKER_00
That's it.
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SPEAKER_00
That's all you have to do to get to six figures to do that.
0
SPEAKER_00
So that's one avatar, one medium, one channel.
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SPEAKER_00
One product, one channel.
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SPEAKER_00
That's all that is.
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SPEAKER_00
You add the fourth piece, which is consistency.
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SPEAKER_00
That's what goes from six to seven.
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SPEAKER_00
That's hard for people.
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SPEAKER_00
Yeah, 100%.