2
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 It's all judgment.
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So here I am, oh, just being for 40, 54 years of feeling judged.
2
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And I just, you know, I meditate a lot and that really helps you process and connect with whatever it is that you connect with.
2
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And man, it is, it's been a light bulb moment.
2
SPEAKER_00
Because I don't give.
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SPEAKER_00
 But it took you 50 years.
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SPEAKER_00
Exactly.
2
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And by the way, definitely progress over 54 years.
2
SPEAKER_01
It's not like it was a complete light bulb moment.
2
SPEAKER_01
I saw little bits of it, but it came really clear in the last few months.
2
SPEAKER_01
So do you feel like the fear of failure and success was based on the judgment, fear of judgment?
2
SPEAKER_01
If I look at it, for sure.
2
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Because think about it.
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I feared failure because people would laugh at me.
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If I failed, oh, how embarrassing.
2
SPEAKER_01
 I wasn't worried about me failing.
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I was worried about people's perception of me failing.
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Me succeeding, that wasn't worrying about me succeeding.
2
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I was worried about what other people were gonna say and do.
2
SPEAKER_01
It was all about them, them, them, them.
2
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It's all judgment.
2
SPEAKER_01
It was all judgment.
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This is my journey.
2
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I'm not trying to teach anybody anything right now.
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I'm just telling you my personal story.
2
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And again.
2
SPEAKER_00
So how'd you flip the switch then from saying?
2
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I wish I could tell you.
2
SPEAKER_01
 But I stayed with it and I sat in it.
2
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So what I've learned as well is whenever you have pain, and I saw your book, Letting Go, on the shelf there, that book teaches you how to do this.
2
SPEAKER_01
And Untethered Soul, we briefly talked about, that teaches you.
2
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But when you have pain, and so again, some of us are sitting with that seven year old pain, when you hit that, you have to sit in it.
2
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And sometimes you sit in it for a minute,
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 and you cry your eyes out and it hurts like hell and you want to keep stuffing it down but at some point you got to stop.
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Sometimes you have to sit with it for months.
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And this one I sat with for months so I just was just very aware and I just... What was the pain for you?
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I wouldn't describe it as pain.
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I was disgusted with myself.
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I was disgusted with myself.
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I was so... How could I let
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 how could I worry so much about people's judgment?
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So that's all pain.
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The root of all that is pain.
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So I can't describe it as pain to you now, but it's just sitting in that disgust and feeling like, ah.
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SPEAKER_00
Is this like every day you would think about, like, what does this person think about me?
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SPEAKER_00
What is this, I'm putting this book out, what are people's reviews gonna be, or?
2
SPEAKER_01
So I would say, no, it wasn't that specific.
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It was just being really hyper-aware.
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Because then somebody shared something with me that was really cool, and they said,
2
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 So all day, every day, think about every decision you make and everything you do, and are you doing it out of fear or are you doing it out of love?
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 and every decision was out of fear.
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Really?
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Fearing some ramification.
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Not everyone, I'm not being a little too extreme.
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But most of them.
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But a lot, I mean a lot of them.
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Yeah.
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Yeah, so that's, it's all in there.
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Interesting.
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So it's really, really powerful.
2
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And again, I'm not saying, I'm a work in progress man.
2
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Of course.
2
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And I'm gonna be working on this when I'm 100 as well.
2
SPEAKER_01
But that was a good aha, and that was, you talk about being 10,000, I shed a lot with that awareness.
2
SPEAKER_01
 I'm floating a little more today with that awareness.
2
SPEAKER_00
You gained, yeah, you're 10 years younger now.
2
SPEAKER_01
Yeah, yeah, exactly.
2
SPEAKER_00
Because I think this is something I've been thinking about for a while, that you mentioned it already.
2
SPEAKER_00
You gave the answer.
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SPEAKER_00
The fear of failure, the fear of success, the fear of judgment, the core of that that I've realized and learned from all the people I've interviewed in my personal experience is that at the core of that is I don't feel I'm enough.
2
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Everyone doesn't feel that they're enough.
2
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So when we go back to knowing that you deserve it,
2
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 which is what you've been saying, you deserve it, then people, and this is something that I believe also, people are going to judge you if you're on the couch making no money, and people are going to judge you if you're at the top of the mountain, they're going to judge you every stage of the way.
2
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But also here's what else is worth.
2
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 half of them aren't even thinking about you.
2
SPEAKER_01
You know, you're sitting there worrying about their, half of them aren't even thinking about you, but yes, the rest are judging you.
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SPEAKER_01
You can't, I mean, anyway, I cut you off.
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SPEAKER_01
I gotta shut my mouth, I couldn't.
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SPEAKER_00
No, you're good.
2
SPEAKER_00
I mean, I think people are going to judge you no matter what you do, so you might as well do what you love with the people you love.
2
SPEAKER_00
Make a difference, doing the things that you're good at, get compensated in the process, and have time to enjoy your life on the side.
2
SPEAKER_00
 If everyone knew this is part of the mission that I'm on, is giving people the tools to learn how to heal.
2
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We got here just in time.
2
SPEAKER_01
We got here just in time.
2
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It's to learn how to heal.
2
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Whatever that thing is inside, learn how to heal.
2
SPEAKER_00
I think that's the most important work that we can, as humans, learn to do.
2
SPEAKER_00
 Learn how to heal whatever frustration from career, business, relationships, parents, family, whatever it is.
2
SPEAKER_00
Something in the news we saw that triggered us, like figure out where does that trigger come from?
2
SPEAKER_00
Learn how to heal that thing because it'll shed that weight.
2
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It'll give us confidence and courage.
2
SPEAKER_00
 to go after what we want, to ask the hard questions.
2
SPEAKER_01
Yeah, and this is gonna piss a bunch of people off, but I wanna say it because you're so right on.
2
SPEAKER_01
In my humble opinion, I happen to agree with you 100%, and it is simple to heal that.
2
SPEAKER_01
Now I just pissed off all the psychologists.
2
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Half your audience is mad at me now.
2
SPEAKER_01
But it is simple is what I'm learning.
2
SPEAKER_01
But here's how I'll try and make it simple, because it's definitely hard work.
2
SPEAKER_01
 But it's starting by saying, I've got pain, I'm screwed up, and I don't want that pain anymore.
2
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And so I wanna...
2
SPEAKER_01
 acknowledge, identify, discover all of my pain, where it came from, and I want it gone.
2
SPEAKER_01
And there's a thousand different ways to do that.
2
SPEAKER_01
So I don't think there's just one way to do it.
2
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Just start by saying, I'm screwed up, I've got pain, I want it gone.
2
SPEAKER_01
The second you decide that, the answers come, because that's what started to happen for me 20 years ago, and these people would come into my life that would take me deep, help me with things.
2
SPEAKER_01
So you gotta start by just saying, I want it gone.
2
SPEAKER_00
 And be willing to try stuff, okay.
2
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You gotta be willing, and you gotta be willing to cry.
2
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There's not any, each time you get rid of one, oh, there's gonna be tears, man.
2
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So get comfortable crying.
2
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I think I cried a lot from like zero to seven or eight years old.
2
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And I would cry, you know, I remember screaming for my mom at the top of my lungs probably once every two weeks at like 1 a.m.
2
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because I was just terrified.
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 and she would come and sleep next to me.
2
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Probably until I was seven, eight years old, right?
2
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Like, once every couple weeks at least.
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SPEAKER_00
 Then, you know, as you get older and you show a little emotion in grade school and kids start making fun of you, you learn to toughen up, right?
2
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Or this was my experience.
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I don't know if this was like you.
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SPEAKER_01
Oh, I'm relating, brother, I'm relating.
2
SPEAKER_00
Especially in the Midwest, I didn't grow up in like, you know, a hippie commune where everyone loved each other.
2
SPEAKER_00
You learn to toughen up and live up to the standards of society and how it was portrayed.
2
SPEAKER_00
And then I held onto this wall for, I don't know, 20,
2
SPEAKER_00
 Two years probably right and it and it built me into a athletic machine a business machine Competitive machine.
2
SPEAKER_00
Yes, but it left me feeling so unfulfilled hurt lonely sad jealous insecure Afraid for 20 years and I think I was making decisions based on fear Yeah for a lot of that time and it wasn't until so many things were breaking down in my life and I was just like
2
SPEAKER_00
 I'm making money and this is this looks good on the outside, but why is everything seems like it's suffering?
2
SPEAKER_00
And that's when I started the the healing journey, which is a journey because it's not like it happens overnight It's been a you know, eight nine year journey.
2
SPEAKER_01
Yeah, and if there's a million people listening Half a million just agreed with you and know that and and so just to play along with you My crying years were 11 to 15.
2
SPEAKER_01
I was such a sad
2
SPEAKER_01
 It was so painful in those years.
2
SPEAKER_01
And then I became a workaholic in all of my 20s.
2
SPEAKER_01
So that's how I hid from all that.
2
SPEAKER_01
Yes, exactly right.
2
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So it's identical, but now a million people maybe can relate.
2
SPEAKER_01
It's just, it's the process.
2
SPEAKER_00
And I've cried more in the last eight, nine years.
2
SPEAKER_00
I feel like I've gone back to like my childhood of like, I'm just allowing myself when I feel it, like let it go.
2
SPEAKER_00
And it's incredible.
2
SPEAKER_00
 The lightness, you know, the lightness of it.
2
SPEAKER_00
And I think you have to get to, or I had to get to a place of like, it doesn't matter what people think of me when I'm vulnerable.
2
SPEAKER_00
The judgment.
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SPEAKER_00
Because I was so afraid of people making fun of me if I cry.
2
SPEAKER_00
Or if I just expressed a vulnerability.
2
SPEAKER_00
You don't have to cry to do that.
2
SPEAKER_00
 And once I did it once, I feel like it took 20 years of courage to build up to do it that one time.
2
SPEAKER_00
And then it became easier every time to just speak what I need to speak, to express myself vulnerably.
2
SPEAKER_00
And it feels incredible.
2
SPEAKER_00
It doesn't mean there's no problems or challenges.
2
SPEAKER_00
It feels incredible to be on the other side of that journey.
2
SPEAKER_00
But it all goes back to knowing you deserve it and knowing you're enough.
2
SPEAKER_00
Whether you're in business, in a relationship, in health, it doesn't matter.
2
SPEAKER_01
And that's why I started there, because if you can't get past that hurdle,
2
SPEAKER_01
 Everything we're talking about is meaningless and you're just, the subconscious is not gonna allow you to have it.
2
SPEAKER_01
So you gotta get past it and you gotta believe you deserve it.
2
SPEAKER_01
And even, you know, we're talking about letting go, so it's David Hawkins, right?
2
SPEAKER_01
Is the author?
2
SPEAKER_00
I think it's David Hawkins.
2
SPEAKER_01
So he has this great quote, I'll mess it up, but he says, you know, your subconscious
2
SPEAKER_01
 will only allow you to have what you feel you deserve.
2
SPEAKER_01
And so this is what we're talking about here.
2
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If you don't feel you deserve it, you can read a thousand books.
2
SPEAKER_01
You're not gonna start to move the needle.
2
SPEAKER_00
And here's what I realized.
2
SPEAKER_00
This was the secret for me.
2
SPEAKER_00
There are, I remember, here's an example.
2
SPEAKER_00
There was a kid in my high school.
2
SPEAKER_00
I was a freshman or I was in eighth grade and he was like a senior at the school.
2
SPEAKER_00
 He was the most talented freak of nature athlete I've ever seen, ever in my life.
2
SPEAKER_00
Like, I think he was more talented than the guys in the NFL right now.
2
SPEAKER_00
He was a freak, like a sculpted, muscular, genetic freak.
2
SPEAKER_00
He had like a 44 inch vertical.
2
SPEAKER_00
He ran like a four, three, 40 yard dash.
2
SPEAKER_00
He was unbelievable.
2
SPEAKER_00
Did you say eighth grade?
2
SPEAKER_00
Did I hear you say that correctly?
2
SPEAKER_00
He was a senior.
2
SPEAKER_01
He was a senior, okay.
2
SPEAKER_00
In high school, I was in eighth grade.
2
SPEAKER_00
So he was like four or five years older than me.
2
SPEAKER_00
 And I was playing basketball with him and like all the upperclassmen because I was taller and they used me for that.
2
SPEAKER_00
And I was like, this guy is a freak of nature.
2
SPEAKER_00
And everyone was like, you're the man, everyone.
2
SPEAKER_00
But he didn't believe it.
2
SPEAKER_00
Everyone believed in him.
2
SPEAKER_00
Everyone would give him the ball, but then he would buckle under the pressure.
2
SPEAKER_01
My heart aches.
2
SPEAKER_00
He like didn't even go on to college or do anything.
2
SPEAKER_00
And I was like, give me some of that talent.
2
SPEAKER_00
Like I'll use it.
2
SPEAKER_00
And it doesn't matter if,
2
SPEAKER_00
 The world believes in you.
2
SPEAKER_00
If you don't believe in yourself and don't believe that you're deserving and don't believe you're enough, it doesn't matter all the skills and talents, you're going to fumble the ball at some point.
2
SPEAKER_00
 The other flip side of that, it doesn't matter if the world doesn't believe in you.
2
SPEAKER_00
If you believe you're enough, if you believe you're deserving, you can take on any challenge you want in a beautiful way.
2
SPEAKER_00
And that's the lesson that I had to learn and I saw that many times with great athletes who never made it because they didn't believe they were deserving.
2
SPEAKER_00
It's crazy.
2
SPEAKER_00
I'm curious about the entrepreneur,
2
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 who has a big vision, a big dream, they wanna go serve the world in a massive way with whatever their skill or their tool is, how important is it to have an amazing partner?
2
SPEAKER_00
Husband, wife, on your side, whether you're the female entrepreneur or same-sex marriage, whatever it is, how important is it to have a marriage component, a healthy marriage partner with you as the visionary?
2
SPEAKER_00
 And what have you seen from the thousands of entrepreneurs you've worked with on what they've shared, on divorces they've gone through, partners that were amazing for them, partners that sucked the energy out of them?
2
SPEAKER_00
You've been married for almost 40 years?
2
SPEAKER_01
Been married for 30.
2
SPEAKER_01
We've been together for 37 years.
2
SPEAKER_00
So almost four decades.
2
SPEAKER_00
 What have you learned from your relationship journey?
2
SPEAKER_00
You don't have to share everything, but what have you learned from what it's like having a partner by your side, what that's the importance, what you need from them if you're the crazy visionary, and what to look out for in a relationship?
2
SPEAKER_00
Because I truly believe the quality of your life will be highly dictated by the partner that you're choosing to be with.
2
SPEAKER_00
 You've got a lot more wisdom and experience on this than I do, and you've done pretty well in your business, so I'm assuming things have had to go well for you to be married for this long, to a certain degree.
2
SPEAKER_00
Can you shed any light on this?
2
SPEAKER_01
Sure, yeah, for sure.
2
SPEAKER_01
And I don't hold myself out to be some marriage expert, and the last thing I'll ever do is say my marriage is perfect, because that's the kiss of death, so it's always a work in progress, but when you ask that question, I'm calling on a thousand experiences, so I'm gonna say a few different things, if you'll just let me riff for a minute.
2
SPEAKER_01
 So first, you know, the answer to your question is it is vital.
2
SPEAKER_01
You have to have support at home.
2
SPEAKER_01
So if you are a visionary, crazy entrepreneur, you've got to have support.
2
SPEAKER_01
So if you have someone at home, a significant other that
2
SPEAKER_01
 does not support you, is constantly upset because you're working too hard, is constantly upset because you're not home.
2
SPEAKER_01
Whatever it is, you gotta have that support.
2
SPEAKER_01
But that support is also an agreement you have to have.
2
SPEAKER_01
So again, my intensity and the way that I work, I work 55 hours a week, 40 weeks a year.
2
SPEAKER_01
I still take time off.
2
SPEAKER_01
I take the month of August off every year.
2
SPEAKER_01
I have for 20 years.
2
SPEAKER_01
 So, I am relatively balanced, but there's no question, the 40 weeks that I'm working, a lot of times I'm not entirely there because there's so many things I'm thinking about and my creativity is through the roof.
2
SPEAKER_01
 Cathy, my wife, has been incredibly supportive.
2
SPEAKER_01
I am so blessed how she supports me.
2
SPEAKER_01
And she had an entrepreneurial father, so that helps.
2
SPEAKER_01
So the short answer is it's incredibly helpful.
2
SPEAKER_01
And then when I talk about these 1,000 things, a really funny story is
2
SPEAKER_01
 One of the EOS implementers tells a story about how they were in a session and these sessions that we do with clients, they're really intense, you know, because we're helping them build great companies and we got to clear all the crap.
2
SPEAKER_01
And so it's a husband and wife and they literally decided to get divorced in the session, literally in the session in front of everybody.
2
SPEAKER_01
And then and then she leaves.
2
SPEAKER_01
And then it was funny because it was
2
SPEAKER_01
 I think she was the integrator, she left, visionary's still there, and then the visionary looks at the implementer and says, hey, can you give me a ride home, because we drove here together.
2
SPEAKER_01
So the point is, it is vital, and you just, it pains me to say this, but you have to really look at your support system, because when we talk about the EOS life, and doing it with people you love, what I push you to do out there is not only think about, once you get the business part down, and you're surrounded by people you love in your business,
2
SPEAKER_01
 and your customers and clients and your vendors, I urge you to expand your circle to your friends and family and make sure that everyone, that when you are with everyone in your life, your energy fills up as opposed to drains.
2
SPEAKER_01
And if you have someone at home that is draining your energy, listen, we are not all meant to be together forever, okay?
2
SPEAKER_01
I don't subscribe to that belief.
2
SPEAKER_01
Now I just pissed off 20% of your audience.
2
SPEAKER_01
But,
2
SPEAKER_01
 If you don't have the support system, you just have to make a decision.
2
SPEAKER_01
And so this is why some people don't take the entrepreneur leap, is because they don't have the support.
2
SPEAKER_01
And sometimes their significant other is correct, so they've probably saved your life.
2
SPEAKER_01
But you have to look at that, and you have to make a decision, and you have to have an agreement.
2
SPEAKER_01
In my humble opinion, I am just blessed, because I don't know what would have happened if Kathy wasn't supportive.
2
SPEAKER_01
 I don't know how to not be this passion.
2
SPEAKER_01
I don't know how to not put this dent in the universe.
2
SPEAKER_01
I don't know how to not do this work.
2
SPEAKER_01
And so it might have ended badly for us, but who knows?
2
SPEAKER_01
It's like I was gonna go in the military out of high school because I was such a derelict and lost and scared.
2
SPEAKER_01
And she talked me out of going the day before swearing in.
2
SPEAKER_00
Come on.
2
SPEAKER_01
 But I knew she was the one, and I just, I knew she was the one, and to this day, I know I made the right decision there.
2
SPEAKER_01
And so the point is, you know, I got lucky.
2
SPEAKER_00
What are three questions or conversations they should have, knowing they're about to go on a 10, 20, 30-year run of visionary, insanity, work ethic?
2
SPEAKER_01
I feel nothing but heaviness, aches, and pains right now, and here's why.
2
SPEAKER_01
 ill-equipped to talk about relationships.
2
SPEAKER_00
But the people that you've worked with.
2
SPEAKER_00
I know.
2
SPEAKER_00
If you're like, you know what, if they just asked these three things and got clear on it before.
2
SPEAKER_01
Yeah, but let me talk this out because I am not great with relationships.
2
SPEAKER_01
It takes work.
2
SPEAKER_01
It's constant work.
2
SPEAKER_01
I'm so intense.
2
SPEAKER_01
I'm so many, I'm a control.
2
SPEAKER_01
I'm so many things, these poor people in my life, but somehow they love me and somehow they support me and I love them so much.
2
SPEAKER_01
 Relationships are not my expertise, but knock on wood, my kids love me, my wife loves me, most of my family loves me, most of my friends love me, but I can't answer that.
2
SPEAKER_01
I mean, literally, my body is like, oh, I feel heavy, so when my gut tells me don't answer that, I'm trusting my gut, because I just, I ain't that good, man.
2
SPEAKER_01
But man, you need help running your business?
2
SPEAKER_00
You're the guy, I like that.
2
SPEAKER_01
But help with your marriage?
2
SPEAKER_01
I can't do it, it's not my thing.
2
SPEAKER_00
 Would there be a conversation you'd have before that in the marriage though?
2
SPEAKER_01
Knowing everything we talked about, so if I'm in the audience listening right now, hearing this guy ramble, if I'm in their shoes and I just met somebody who I think I love, I'd have this conversation tonight that, hey, I just had an uh-huh, I'm a crazy frickin' visionary entrepreneur and I'm gonna be obsessed for the next 40 years and I can't turn it off
2
SPEAKER_01
 And so before we go further, I just need you to know what you are about to join forces with, because I don't wanna let you down.
2
SPEAKER_01
So that's what I would do if I'm hearing this sitting in the audience.
2
SPEAKER_01
I didn't have the luxury of having that conversation with Kathy.
2
SPEAKER_01
We're having those conversations now.
2
SPEAKER_01
But I got lucky, you know, I got lucky.
2
SPEAKER_01
And somehow she puts up with me, man.
2
SPEAKER_01
God, I don't know how she does it.
2
SPEAKER_01
But she does, and I love her to death.
2
SPEAKER_00
That's great, man.
2
SPEAKER_00
 What else do people, okay, so there's also three things I think you mentioned in, is it traction?
2
SPEAKER_00
The accountability chart, and then people, the right seat, the right people, right?
2
SPEAKER_00
Is that what it is?
2
SPEAKER_01
So now, let me get back to being comfortable now, because I'm shedding this relationship thing.
2
SPEAKER_01
Well, there's five foundational tools in EOS that I, just thinking about your audience, five, six, three, four, oh, you poor people out there.
2
SPEAKER_01
 So in EOS, there are 20 tools we ultimately teach you that you embed in your organization to build a great company.
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But there are five of them that we call the foundational tools.
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And if you just implement these five, it's 80% of the battle.
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So the first one is the vision traction organizer.
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The second one is the accountability chart.
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Third is rocks.
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 Fourth is the level 10 meeting and fifth is scorecard.
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 And so very quickly, number one, the vision traction organizer.
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That's that tool that we get you and your leadership team to answer eight questions about your business.
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When you all answer it 100%, you've got a vision and plan.
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Accountability chart is the tool we get you to take a big step back now that you know where you're going.
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What is the right and best structure to get you there?
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And so we literally help you create the structure for your organization.
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If you wanna go from 10 to 50 million, we help you create the right structure so that you can then get to work on getting all the right people in the right seats.
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Again, these great people you wanna be surrounded by.
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 Number three is rocks, that's quarterly prioritizing.
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And so I had a discovery when I took over and turned around the family business.
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And it was that human beings have a 90 day attention span, I call it the fray.
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And so I would meet with my leadership team, we'd have these great meetings.
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And then I'd find out 90 days later, I realized we don't even know each other anymore.
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We're so off the same page.
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And so we started meeting every 90 days.
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And I realized there's this 90 day pulse that's just so powerful.
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 And so what we get every client to do is come together every 90 days and set new priorities for the next 90 days.
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Three to seven, we call them rocks.
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That's cool.
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That's the Stephen Covey analogy with the time management, rocks, sand, pebble, water.
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I learned it from Vern Harnish.
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He learned it from Stephen Covey.
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And Stephen Covey, if you work it all the way back, it comes from biblical times, but it's a very powerful time management teaching.
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 Level 10 meeting is a 90-minute weekly meeting that I created that is a very powerful meeting.
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It's getting that leadership team to come together every week and solve all their problems, get on the same page, know where they are.
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And then number five is the scorecard.
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That's that 5 to 15 activity-based numbers the leadership team's looking at every week to make sure everything's on track.
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And so if you just implement those in the organization top to bottom,
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 It's 80% of the battle in EOS.
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Very, very powerful stuff.
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Very, very simple stuff.
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Simple, powerful stuff.
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It's all simple, man.
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That's the thing.
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That's the number one piece of feedback we get.
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Man, this is so simple.
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Once you get it in place, and that's everything I do.
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Simple, practical.
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It does not have to be complex, everybody.
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If someone's watching or listening, and they're like, man, is this all in the book?
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Or do you have charts so that people can print off and they can just have all these five things?
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It's all interaction.
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 Everything is downloadable and free from the website.
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So we want you to self-implement this.
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You don't need to pay us a bunch of money for this.
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Go to eosworldwide.com, read the book, download the tools.
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It's all there.
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We have 130,000 companies self-implementing it all over the world.
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Now, like I said, 13,000 have engaged us as EOS implementers have taken through the process.
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So you decide if you need the help.
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Yeah.
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 You can do it yourself, or you can have the accountability from somebody on your team.
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So EOSworldwide.com, they have all the downloads for free.
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You got it.
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That's pretty amazing.
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So people can print them out, they can save them, they can start implementing them, and move them.
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Abundance mindset.
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We give it away.
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It's smart, man.
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And if you need help, call us.
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Unfortunately, some do, which helps.
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But no, you can go buy a $20 book and download everything for free, and you're running on EOS.
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And then you just run it.
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You got it.
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That's amazing, man.
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 Where do people find the most challenge on these five tools?
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What's the hardest thing?
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Well, so the way I describe it is when we start the process with a client, the very first session, which is a full day session, the first three hours of that session, we are creating your accountability chart.
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So literally, within 30 minutes of knowing you, we are creating your accountability chart because I always describe it as the accountability chart is the root of all evil for every company, okay?
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Yeah.
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 most of the problems lie in the wrong structure and the wrong people in the wrong seats.
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And so what we do is first get you to all agree as a leadership team, this is the right structure to get us to the next level.
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And in that three-hour conversation, we aren't even talking about people yet.
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We're just trying to get you to get your structure right.
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Meaning what?
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Like, OK, we don't have a sales person.
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Meaning who's the visionary?
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Who's the integrator?
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Not who.
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I shouldn't say who yet.
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 Visionary integrator function, do we have a marketing function?
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Do we have a sales function?
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So it starts with a basic belief that there are three major functions in every business, sales and marketing, operations, finance.
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From there, your organization is gonna have three to seven major functions because sometimes you have IT, NHR, customer service, account management, marketing.
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Nonetheless, it's agreeing on those major functions, and then what is the structure below those functions?
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 When that is clear, then we go to work on putting all the people in the right seats.
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And sadly, if you're a 50 person organization, we do that work, not all 50 are going to have a home after that exercise.
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So you made some mistakes growing and building your business, and we're going to clean all that up.
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And so
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 as important, the 50 in the organization, that leadership team is gonna get cleaned up.
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So 80% of the time, there's going to be a change on that leadership team.
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It's one of the reasons the company's stuck.
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They're keeping people around that are just not getting them to the next level.
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And that we address in that three hours.
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And so everybody gets a real time performance review, get it, want it capacity, very, very powerful.
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And you pretty much know who's going and who's staying at the end of that.
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 What happens when an entrepreneur keeps on 5, 10, 20 people that aren't in the right role?
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Or that aren't the right people, don't have the right tools, and they're not in the right role.
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What happens if they just continue to keep them on, like hoping they figure it out, you know, trying to push them in certain directions and giving them opportunities, but...
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 Yeah, well, it's a couple of different things because again, they're just not going to get to where they want to go, or at least they're not going to get there as fast as they want to go.
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They're not going to fully live their EOS life because they're not working with a bunch of people they love.
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They're not doing what they love because they're dealing with this poisonous energy in the organization.
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And again, let's assume these five people don't belong in this organization.
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 They are deteriorating your culture.
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They're chipping away at what you're trying to create.
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They're holding your back.
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Again, it's those anvils that you're dragging.
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And so you gotta make those people changes.
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But if you won't, then you are forever going to be experiencing some level of frustration and some level of resistance to you getting to where you wanna go.
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Wow.
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Yeah.
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Why do so many people, including myself, not make those decisions faster?
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Because you're wimps.
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 So most of it is just fear.
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I mean, they're people.
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These are human beings.
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You love them.
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I mean, come on.
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We have compassion.
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We have empathy.
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But you have to make a choice.
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And so we always say, for the greater good of the company, what's the right decision?
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Again, love or fear.
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And it's always fear in that case.
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So we're human beings.
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And it's not easy to fire somebody.
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But you have to make a fundamental decision.
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If you're a $10 million company, you want to go to 50.
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I mean, you've got to make tough decisions.
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This is why you've got to decide, do you really want that thing?
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 and most don't, so nothing wrong with staying a $10 million company.
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But if you wanna go to 50, you gotta make some decisions.
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What's the difference between $10 million and a $100 million company?
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 Well, here's what I always say.
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Whenever I have a client that says they want to build a $100 million company, I always say, do you really want to build a $100 million company?
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So the example I give is it's a heck of a lot easier to have a $10 million company that throws off a 20% profit than a $100 million company that throws off a 2% profit.
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Same profit, same bottom line, same money going in your pocket.
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 10 times the people, 10 times the complexity, 10 times the everything.
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So it's just not all it's cracked up to be, but it's okay if that's what you want.
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I've got lots of clients that go to a hundred million.
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You just have to know that that's what you want and you want that complexity.
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And I hope you're generating a 20% profit at a hundred million, but keep it in this proper perspective because what is the motive?
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Why are you really wanting to go to a hundred million?
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And when we dig into why and we facilitate that leadership team having that conversation in almost every case, they say, whoa, we don't want a hundred million.
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 We're good with 30.
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Why do most people want to make a hundred?
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The people that say, I want to.
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Cause everybody's saying a hundred.
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Now it's a billion, by the way, everybody wants to be a billion dollar tech unicorn.
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Okay.
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Cause that's what the media is telling us.
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It's come on.
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Not everybody's cut out for that.
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Most aren't because that's what they're hearing.
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That's what the organization they, but every time a hundred, so they just, they hear it and they think, wow, a hundred million, that's got a nice ring to it.
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They just have no comprehension of what of the hell they're about to put themselves through if they don't really want it.
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 But for the ones that want it, they make those really tough decisions, and it's masterful, and it's beautiful, and it's impressive.
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For the ones who say, I want $100 million, here's exactly why.
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And you heard them say, like, an amazing answer.
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Not just because, well, the media is saying everyone's selling for $100 million or whatever.
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What is that answer?
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Well, the visionary is rambling about why they want $100 million, and the rest of the team is going.
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 It's making no sense to nobody, including the visionary.
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Once they keep talking and now they're going, maybe I don't want this.
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But one last point that came to me.
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So let's pretend they say they want to go to a hundred million and you have a $10 million marketing person.
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 serving, helping, you're being the example.
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That's my best definition of greatness.
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Gino, thank you so much, man.
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I appreciate this.
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Thank you so much for listening.
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I hope you enjoyed today's episode and it inspired you on your journey towards greatness.
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Make sure to check out the show notes in the description for a full rundown of today's show with all the important links.
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And also make sure to share this with a friend and subscribe over on Apple Podcasts as well.
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SPEAKER_01
 I really love hearing feedback from you guys, so share a review over on Apple and let me know what part of this episode resonated with you the most.
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And if no one's told you lately, I want to remind you that you are loved, you are worthy, and you matter.
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And now it's time to go out there and do something great.