Eben Pagan | The Inner Work of Scaling a Business

WEBVTT
1
00:00:00.160 --> 00:00:02.680
You know, I was a dating guru, and like I said,
2
00:00:02.720 --> 00:00:05.200
I was the world's most unlikely dating guru because I
3
00:00:05.280 --> 00:00:08.640
really had no sense at all. All of my intuitions
4
00:00:08.640 --> 00:00:11.039
about girls and when I was a kid were wrong,
5
00:00:11.080 --> 00:00:13.359
and all of you know, all my intuitions about women
6
00:00:13.400 --> 00:00:15.160
when I was a young man were wrong. I was
7
00:00:15.160 --> 00:00:18.600
doing everything like exactly backwards. And then I learned how
8
00:00:18.640 --> 00:00:21.399
the whole thing worked. I learned how the mating game worked,
9
00:00:21.440 --> 00:00:23.399
and the mating dance and flirting, and it was all
10
00:00:23.440 --> 00:00:25.839
this very counterintuitive stuff to me. But then once I
11
00:00:25.960 --> 00:00:28.199
learned it, I was able to go and teach, you know,
12
00:00:28.199 --> 00:00:31.480
a whole generation of young, kind of socially awkward men
13
00:00:31.719 --> 00:00:34.759
because I had been through it and I could translate
14
00:00:34.920 --> 00:00:38.200
into the language of someone who wasn't confident. And so
15
00:00:38.479 --> 00:00:41.280
wherever you're not confident, or wherever you feel like you
16
00:00:41.679 --> 00:00:44.079
just haven't been able to figure things out in a
17
00:00:44.119 --> 00:00:47.359
certain area, or where you don't have intuition, go to
18
00:00:47.399 --> 00:00:50.159
work there, figure it out, solve it, because then all
19
00:00:50.200 --> 00:00:52.039
of a sudden you can help so many other people.
20
00:00:54.600 --> 00:00:58.560
Welcome to the Radical Responsibility Podcast. I'm doctor Fleet Mal
21
00:00:58.679 --> 00:01:01.159
and I'm excited to guy you on a journey of
22
00:01:01.200 --> 00:01:04.879
authentic transformation. In each episode, I'll bring you insights from
23
00:01:04.959 --> 00:01:10.319
leading experts to explore trauma recovery, mindfulness practices, positive psychology,
24
00:01:10.359 --> 00:01:15.000
and innovative breakthroughs in health, wellness, and life optimization. This
25
00:01:15.079 --> 00:01:18.640
is a space for real conversations that inspire meaningful change,
26
00:01:18.719 --> 00:01:21.599
helping you find alignment with the person you are always
27
00:01:21.599 --> 00:01:30.840
meant to be. Let's get started. What if transformation isn't
28
00:01:31.000 --> 00:01:35.280
just about thinking differently, but feeling differently. Science shows us
29
00:01:35.280 --> 00:01:38.480
that true change happens when we align not just our minds,
30
00:01:38.760 --> 00:01:42.079
but also the neural networks in our hearts and guts.
31
00:01:42.680 --> 00:01:46.519
This heart mind connection is the key to deeper healing, resilience,
32
00:01:46.560 --> 00:01:50.200
and expanded awareness. That's why I created the Heart Mind
33
00:01:50.359 --> 00:01:53.840
All access, membership and community, a space designed to help
34
00:01:53.879 --> 00:01:57.959
you rewire your nervous system, cultivate heart intelligence, and live
35
00:01:58.040 --> 00:02:02.079
with greater clarity and purpose. With over one thousand hours
36
00:02:02.079 --> 00:02:07.359
of transformational teachings specifically curated to meet your needs, You'll
37
00:02:07.480 --> 00:02:13.560
learn from world renowned meditation teachers, neuroscientists, and experts in neuroplasticity,
38
00:02:13.919 --> 00:02:17.639
all sharing powerful tools to help you shift your mindset
39
00:02:17.960 --> 00:02:22.599
and heartset, regulate your emotions and unlock your full potential.
40
00:02:23.400 --> 00:02:26.919
You'll also gain unlimited access to every summit and course
41
00:02:26.960 --> 00:02:30.479
we've ever produced, a Treasure Trouble Wisdom worth over ten
42
00:02:30.560 --> 00:02:34.319
thousand dollars in growing, plus live gatherings and an inspiring
43
00:02:34.360 --> 00:02:37.960
global community to support your journey. If you're ready to
44
00:02:38.000 --> 00:02:41.240
step into a more heart centered, connected and conscious life,
45
00:02:41.360 --> 00:02:43.800
I invite you to join us. Clip the link to
46
00:02:43.879 --> 00:02:48.560
learn more and start your journey today. Have you ever
47
00:02:48.599 --> 00:02:53.080
wondered what truly sets successful entrepreneurs apart, not just in business,
48
00:02:53.400 --> 00:02:56.080
but in how they live and lead. In this episode,
49
00:02:56.120 --> 00:02:59.120
I sit down with Even Pagan, a brilliant mind and
50
00:02:59.199 --> 00:03:04.159
deeply reflective entrepreneur whose journey from financial insecurity to multi
51
00:03:04.199 --> 00:03:08.840
business success reveals something deeper than strategy. Even shares how
52
00:03:08.919 --> 00:03:12.400
real growth happens not from chasing hacks or hustle, but
53
00:03:12.439 --> 00:03:16.639
by doing the inner work, developing emotion regulation, aligning with
54
00:03:16.719 --> 00:03:20.280
your calling, and serving from a place of authentic connection.
55
00:03:20.919 --> 00:03:24.240
We explore how mindset shapes outcomes, why teaching is one
56
00:03:24.240 --> 00:03:27.400
of the most powerful tools for learning, and how coaches
57
00:03:27.439 --> 00:03:31.639
and so entrepreneurs can build meaningful businesses rooted in service
58
00:03:31.879 --> 00:03:35.520
and clarity. Whether you're building your first offer or scaling
59
00:03:35.560 --> 00:03:39.719
a thriving practice. You'll find both grounded insights and spiritual
60
00:03:39.800 --> 00:03:43.599
depths in this conversation. This isn't just about growing a business,
61
00:03:43.879 --> 00:03:46.680
It's about becoming the kind of human being who can
62
00:03:46.759 --> 00:03:51.560
hold that growth with wisdom, presence, and purpose. My name
63
00:03:51.599 --> 00:03:53.719
is doctor Fleet Maull, your co host for the session,
64
00:03:53.919 --> 00:03:57.240
and I'm really thrilled to be here today with Evan Pagan. Welcome, Evan,
65
00:03:57.560 --> 00:03:59.719
Hey Fleet. Great to be here, though I know it's
66
00:03:59.759 --> 00:04:02.639
really unfair to ask you to encapsulate it in just
67
00:04:02.680 --> 00:04:04.560
a couple of minutes, but I would like to touch
68
00:04:04.560 --> 00:04:07.520
in on your origin story a little bit eman as
69
00:04:07.560 --> 00:04:10.840
an entrepreneur, a teacher and an entrepreneur, How did you
70
00:04:11.039 --> 00:04:13.319
fumble into that or make the leap into that? I
71
00:04:13.400 --> 00:04:15.840
remember when I first tuned into you, you would build
72
00:04:15.919 --> 00:04:18.519
quite a business just with you and a whiteboard and
73
00:04:18.600 --> 00:04:21.480
teaching from that whiteboard I think, in a basement studio
74
00:04:21.720 --> 00:04:24.800
and teaching great content. So how did this arise?
75
00:04:25.240 --> 00:04:28.120
Well, I mean it really all started when I was broke,
76
00:04:28.600 --> 00:04:31.120
which was for about the first twenty five years of
77
00:04:31.120 --> 00:04:34.560
my life, and I had these very cool hippie parents
78
00:04:34.600 --> 00:04:38.319
who moved out to the backwoods of Oregon to raise me.
79
00:04:38.399 --> 00:04:40.120
They wanted me to kind of grow up in the country,
80
00:04:40.120 --> 00:04:42.560
and so I grew up you know, this kind of farm,
81
00:04:42.759 --> 00:04:45.519
this very off the grid kind of lifestyle, and I
82
00:04:45.560 --> 00:04:49.199
mean kind of culturally. I had no influences that had
83
00:04:49.199 --> 00:04:53.439
figured out business, money, success, entrepreneurship. I was a long
84
00:04:53.439 --> 00:04:56.639
haired rock and roll guitar player, and I got up
85
00:04:56.639 --> 00:04:58.199
into my early twenties and you know, I was making
86
00:04:58.199 --> 00:05:00.519
seventy five dollars a week as a guitar play and
87
00:05:00.680 --> 00:05:03.439
ten dollars an hour in my manual labor job, and
88
00:05:03.480 --> 00:05:05.720
I just said, I want to have nicer things. You know,
89
00:05:05.720 --> 00:05:07.879
I'm tired of driving two and three hundred dollar cars.
90
00:05:07.959 --> 00:05:11.879
And so I got a real estate license, assuming like, okay, well,
91
00:05:11.920 --> 00:05:14.120
people that made a lot of money they seem to
92
00:05:14.120 --> 00:05:16.480
have either made the money in real estate or invested
93
00:05:16.519 --> 00:05:18.199
it in real estate. And I was kind of a
94
00:05:18.240 --> 00:05:20.839
miserable failure there because I was a long haired kid
95
00:05:20.839 --> 00:05:22.959
trying to sell real estate with a two door Camaro.
96
00:05:23.519 --> 00:05:26.439
And then that led me to learn, well, to have
97
00:05:26.480 --> 00:05:28.920
a business, you need to get clients, and so I
98
00:05:29.000 --> 00:05:33.160
discovered sales and marketing, and finally, after several years. I
99
00:05:33.199 --> 00:05:34.800
put all the pieces together and I learned how to
100
00:05:34.800 --> 00:05:38.199
get clients. That was really the game changer was realizing
101
00:05:38.319 --> 00:05:40.680
that business. You know, you don't just hang out your
102
00:05:40.720 --> 00:05:42.279
shingle and then all of a sudden, you know, you
103
00:05:42.360 --> 00:05:44.600
make millions of dollars, but you actually have to learn
104
00:05:44.600 --> 00:05:47.560
the skill of how to create value for people, how
105
00:05:47.560 --> 00:05:50.399
to advertise, how to market, how to get clients. And then,
106
00:05:50.439 --> 00:05:52.120
as you mentioned there, I wrote a book of dating
107
00:05:52.160 --> 00:05:55.079
advice in the early two thousands and I put that online.
108
00:05:55.279 --> 00:05:57.279
My good friend Dean Jackson showed me what he was
109
00:05:57.319 --> 00:05:59.720
doing there and kind of mentored me a little bit
110
00:05:59.800 --> 00:06:02.000
and done. It took off, and I built it into
111
00:06:02.000 --> 00:06:04.920
a really successful online company. But I'm so curious. I
112
00:06:04.920 --> 00:06:07.160
have to learn everything about everything, And so I learned
113
00:06:07.160 --> 00:06:10.560
about business and growth and scaling and hiring teams and
114
00:06:10.600 --> 00:06:13.120
started teaching that. And yeah, I've just taught a bunch
115
00:06:13.160 --> 00:06:16.399
of different topics. Now launched several startups, have an AI
116
00:06:16.480 --> 00:06:21.480
startup called daily dot ai that now delivers positive daily
117
00:06:21.560 --> 00:06:24.800
news to over six million people. I'm just interested in
118
00:06:24.800 --> 00:06:26.560
a lot of stuff. Fleet I really love being an
119
00:06:26.639 --> 00:06:29.360
entrepreneur and I love helping other people to become more
120
00:06:29.360 --> 00:06:31.480
independent and make value for other people.
121
00:06:31.800 --> 00:06:35.160
It's fascinating and fabulous and inspiring. And I got to
122
00:06:35.199 --> 00:06:37.959
ask you, though, were you in relationship with Lala at
123
00:06:38.000 --> 00:06:40.319
the time that you started putting out your dating advice.
124
00:06:40.519 --> 00:06:41.439
Was that before Oh.
125
00:06:41.480 --> 00:06:45.800
No, no, no, no no. I met Annie. Let's see about
126
00:06:46.279 --> 00:06:48.160
to think this one through, but probably about eight or
127
00:06:48.240 --> 00:06:51.560
nine years after I was, you know, a dating guru
128
00:06:51.680 --> 00:06:53.680
kind of thing. So I went through that whole phase
129
00:06:53.680 --> 00:06:56.120
of my life that was kind of over, and you know,
130
00:06:56.279 --> 00:06:58.160
I was onto a couple of new things, and then
131
00:06:58.160 --> 00:07:00.360
I met her and she of course loved Coach, and.
132
00:07:00.319 --> 00:07:02.680
Then we fell in love and yeah, yeah, it kind
133
00:07:02.800 --> 00:07:05.560
came full circle there. So were you a dating expert
134
00:07:05.560 --> 00:07:06.680
when you put that out there?
135
00:07:07.160 --> 00:07:09.160
Well, I mean I had become I mean, for a
136
00:07:09.199 --> 00:07:11.680
few minutes there, I was the number one dating guru
137
00:07:11.720 --> 00:07:13.959
in the world, which is very strange. I like to
138
00:07:13.959 --> 00:07:17.240
say I'm the world's most unlikely dating guru because I had,
139
00:07:17.279 --> 00:07:19.600
you know, no girlfriends when I was a kid. I
140
00:07:19.639 --> 00:07:21.560
had no idea how this all worked, and I had
141
00:07:21.600 --> 00:07:23.879
to kind of go, you know, learn it step by step.
142
00:07:24.120 --> 00:07:27.600
But I can say that possibly because I mean, you met,
143
00:07:27.639 --> 00:07:30.319
you know, my wife Annie, She's amazing, and I guess
144
00:07:30.319 --> 00:07:30.839
it worked.
145
00:07:31.319 --> 00:07:34.560
Yeah, absolutely, obviously it worked. Then, Annie is absolutely amazing.
146
00:07:34.600 --> 00:07:39.000
We're really happy to have recently interviewed for our Relationships Summit,
147
00:07:39.079 --> 00:07:43.279
so very excited that. You know, entrepreneurs inevitably deal with
148
00:07:43.319 --> 00:07:46.480
fear and confidence issues and it's pretty easy to get
149
00:07:46.519 --> 00:07:49.040
stuck and overwhelmed and all kinds of things. And oh no,
150
00:07:49.120 --> 00:07:52.759
you emphasized the importance of really looking at our fears,
151
00:07:52.759 --> 00:07:55.360
facing our fears to build resilience. Also being able to
152
00:07:55.360 --> 00:07:58.240
have multiple perspectives, which I guess is kind of a
153
00:07:58.399 --> 00:08:01.680
human psychological flexile ability. And being able to have multiple
154
00:08:01.680 --> 00:08:04.720
perspectives that fairly advanced human trait. And so I wonder
155
00:08:04.720 --> 00:08:05.959
if you could talk about that a little bit.
156
00:08:06.000 --> 00:08:09.480
On the road to entrepreneurship, well, being an entrepreneur is
157
00:08:09.600 --> 00:08:13.959
such a cool adventure because you get to learn so much,
158
00:08:14.480 --> 00:08:17.560
you get to create value for other people, and in
159
00:08:17.639 --> 00:08:20.680
a lot of ways, it's kind of this ultimate personal
160
00:08:20.720 --> 00:08:25.600
development accelerator because wherever you haven't worked through your own stuff,
161
00:08:25.720 --> 00:08:28.759
that's where you get blocked as an entrepreneur. You know,
162
00:08:28.800 --> 00:08:32.679
when I got started, I was terrified of calling people
163
00:08:32.799 --> 00:08:35.720
or reaching out to people or talking to people. In fact,
164
00:08:35.759 --> 00:08:39.159
this is before I learned about dating, which it turned
165
00:08:39.200 --> 00:08:41.240
out that was a kind of root cause there as well,
166
00:08:41.440 --> 00:08:43.799
and so therefore I wasn't able to get any clients,
167
00:08:43.840 --> 00:08:47.399
and I had to learn to overcome this kind of
168
00:08:47.480 --> 00:08:50.360
inner challenge and this fear that I had. But when
169
00:08:50.360 --> 00:08:53.519
I learned to it made such a massive difference because
170
00:08:53.559 --> 00:08:57.039
I learned, oh, people aren't that scary. And in fact,
171
00:08:57.360 --> 00:09:00.519
most of the time, almost all the time, if you
172
00:09:00.639 --> 00:09:03.080
reach out to people and you know you have a
173
00:09:03.080 --> 00:09:05.879
good kind of high value offer that you're making and
174
00:09:05.919 --> 00:09:08.559
you're doing it in a high integrity way, most of
175
00:09:08.600 --> 00:09:11.279
the time, people are really actually happy to hear from you.
176
00:09:11.639 --> 00:09:13.879
And if you do you know, if you do it correctly,
177
00:09:14.159 --> 00:09:15.799
not only are they happy to hear from you, but
178
00:09:15.879 --> 00:09:18.000
they're really glad you showed up in their life so
179
00:09:18.039 --> 00:09:20.000
that they can get involved with your business.
180
00:09:20.399 --> 00:09:20.600
Right.
181
00:09:20.759 --> 00:09:23.600
But if you believe that people are scary and that
182
00:09:23.639 --> 00:09:25.639
they're going to reject you, and you're afraid of them,
183
00:09:25.639 --> 00:09:27.480
then they're going to show up that way because you're
184
00:09:27.480 --> 00:09:29.480
not going to be prepared. You're going to be showing
185
00:09:29.559 --> 00:09:32.519
up expecting people to not want to hear from you,
186
00:09:32.559 --> 00:09:35.480
So you're going to behaving like a person who is
187
00:09:36.000 --> 00:09:37.879
feeling like they're annoying a part, you know. I mean
188
00:09:37.879 --> 00:09:40.120
it's just it's all a big self fulfilling prophecy in
189
00:09:40.159 --> 00:09:42.440
a lot of ways. And so so yeah, I mean
190
00:09:42.480 --> 00:09:44.480
we have to learn to overcome our fears if we
191
00:09:44.519 --> 00:09:47.799
want to succeed. And I think entrepreneurship is such a
192
00:09:47.840 --> 00:09:50.600
great path. Business is such a great path to learn
193
00:09:50.639 --> 00:09:54.480
this because it has the dual payoff of being able
194
00:09:54.519 --> 00:09:59.240
to take your natural your gifts, your intelligence, your genius,
195
00:09:59.559 --> 00:10:01.600
and then go use that to create a lot of
196
00:10:01.679 --> 00:10:03.559
value for other people, so you can make an impact,
197
00:10:03.600 --> 00:10:05.919
You can help real people in their lives, and then
198
00:10:06.320 --> 00:10:08.879
you can have a more scalable income. You know, it
199
00:10:08.879 --> 00:10:12.399
has a kind of endless upside potential. And so for
200
00:10:12.440 --> 00:10:15.360
all of these reasons, I think it's a very important
201
00:10:15.440 --> 00:10:16.840
phase of life to go through.
202
00:10:17.120 --> 00:10:19.679
And I think you've described yourself as an introvert, so
203
00:10:20.159 --> 00:10:22.200
to being able to step out from that and become
204
00:10:22.240 --> 00:10:24.840
a public teacher and so forth. I've actually heard from
205
00:10:24.919 --> 00:10:28.960
quite a few successful entrepreneurs who teach and you know,
206
00:10:29.039 --> 00:10:31.879
teach frameworks and models and so forth, who have all
207
00:10:31.919 --> 00:10:34.519
said they start off as an introvert, so there seems
208
00:10:34.519 --> 00:10:37.440
to be something there about overcoming some of our native
209
00:10:37.559 --> 00:10:39.399
challenges that allows us to succeed.
210
00:10:39.799 --> 00:10:42.200
That's the interesting thing. I mean, as you you know,
211
00:10:42.200 --> 00:10:44.639
if you get into psychology, if you get into you know,
212
00:10:44.720 --> 00:10:48.519
Carl Jung's work and so forth, you start realizing, okay,
213
00:10:49.039 --> 00:10:53.960
life is set up such that you do something for
214
00:10:54.039 --> 00:10:56.039
several decades, and then you get to this kind of
215
00:10:56.120 --> 00:10:59.320
middle phase of your life and you start changing and
216
00:10:59.360 --> 00:11:03.279
a whole different dimension of your personality comes out. So
217
00:11:03.559 --> 00:11:05.919
if you were, you know, kind of a more stoic
218
00:11:06.080 --> 00:11:09.519
person and more closed off emotionally, and maybe more kind
219
00:11:09.519 --> 00:11:11.799
of pragmatic and rational, you get to the middle of
220
00:11:11.840 --> 00:11:13.200
your life and all of a sudden, you start feeling
221
00:11:13.200 --> 00:11:15.440
all these feelings and you start caring about people and
222
00:11:15.480 --> 00:11:18.000
wanting to express yourself and wanting to make you know,
223
00:11:18.039 --> 00:11:20.519
and wanting to contribute. Or if you start off your
224
00:11:20.519 --> 00:11:23.639
life in the first several decades, you're more of an
225
00:11:23.639 --> 00:11:27.639
emotional person, much more sensitive, maybe very empathic, you like
226
00:11:27.639 --> 00:11:29.639
connecting with people. You get to the middle of your
227
00:11:29.679 --> 00:11:31.240
life and then a whole other side of you comes
228
00:11:31.240 --> 00:11:33.519
out and then says, hey, you know what I've done
229
00:11:33.600 --> 00:11:36.720
enough supporting of other people and living for other people.
230
00:11:36.759 --> 00:11:39.519
It's time for me to express myself and live for myself.
231
00:11:40.159 --> 00:11:44.960
And entrepreneurship allows you, in my experience, to explore these
232
00:11:45.240 --> 00:11:48.879
different dimensions of your personality. And if you look at
233
00:11:48.919 --> 00:11:53.440
your fears, your weaknesses, the places where maybe you feel
234
00:11:53.480 --> 00:11:55.720
like you don't have as much confidence, if you look
235
00:11:55.759 --> 00:11:58.799
at those as your biggest opportunities to then go and develop.
236
00:11:59.440 --> 00:12:02.440
When you do, you learn to overcome them. All of
237
00:12:02.440 --> 00:12:04.720
a sudden, Now you're one of the few people that
238
00:12:04.879 --> 00:12:08.440
actually faced their fears and found a path. You went
239
00:12:08.480 --> 00:12:11.559
on the hero's journey. So this becomes this massive asset
240
00:12:11.639 --> 00:12:13.679
that you can come back. So for example, you know,
241
00:12:13.720 --> 00:12:16.519
I was a dating guru, and like I said, I
242
00:12:16.559 --> 00:12:19.279
was the world's most unlikely dating guru because I really
243
00:12:19.320 --> 00:12:22.720
had no sense at all. All of my intuitions about
244
00:12:22.840 --> 00:12:24.919
girls and when I was a kid were wrong, and
245
00:12:24.960 --> 00:12:27.320
all of you know, all my intuitions about women when
246
00:12:27.320 --> 00:12:29.080
I was a young man were wrong. I was doing
247
00:12:29.120 --> 00:12:32.799
everything like exactly backwards. And then I learned how the
248
00:12:32.840 --> 00:12:35.480
whole thing worked. I learned how the mating game worked,
249
00:12:35.480 --> 00:12:37.480
and the mating dance and flirting, and it was all
250
00:12:37.480 --> 00:12:40.320
this very counterintuitive stuff to me. But then once I
251
00:12:40.399 --> 00:12:43.080
learned it, I was able to go and teach, you know,
252
00:12:43.159 --> 00:12:46.440
a whole generation of young, kind of socially awkward men
253
00:12:46.879 --> 00:12:49.960
because I had been through it and I could translate
254
00:12:50.120 --> 00:12:53.639
into the language of someone who wasn't confident. And so
255
00:12:54.159 --> 00:12:57.240
wherever you're not confident, or wherever you feel like you
256
00:12:57.639 --> 00:13:00.639
just haven't been able to figure things out a certain area,
257
00:13:00.720 --> 00:13:04.240
or where you don't have intuition, go to work there,
258
00:13:04.480 --> 00:13:06.799
figure it out, solve it, because then all of a
259
00:13:06.799 --> 00:13:09.080
sudden you can help so many other people. Yeah, I
260
00:13:09.120 --> 00:13:11.039
think you made a really important point there. You had
261
00:13:11.080 --> 00:13:13.440
been through it, right, so you're teaching what you learned.
262
00:13:13.440 --> 00:13:16.799
You didn't you weren't just naturally great at dating, but
263
00:13:16.919 --> 00:13:18.960
you had actually gone through the struggle and learned it
264
00:13:19.000 --> 00:13:21.440
and overcome that, and then you're able to teach it.
265
00:13:21.519 --> 00:13:24.480
So that's I think that's really key. So today we're
266
00:13:24.480 --> 00:13:29.159
focused on the entrepreneurial mindset, which seems so foundational our mindset,
267
00:13:29.200 --> 00:13:30.919
and in some way we could even talk about the
268
00:13:30.960 --> 00:13:33.360
heart set a little bit sometimes, But what do you
269
00:13:33.399 --> 00:13:36.879
feel is like the most critical shift in mindset that
270
00:13:36.919 --> 00:13:39.399
an entrepreneur needs to make to be successful, and then
271
00:13:39.600 --> 00:13:42.320
that may evolve. There may be more shifts coming along
272
00:13:42.440 --> 00:13:44.840
as we develop our business and things change or we
273
00:13:44.919 --> 00:13:46.000
scale and so forth.
274
00:13:46.360 --> 00:13:49.440
Yeah. Well, I think the key mindset to have, the
275
00:13:49.480 --> 00:13:53.480
thing that really separates entrepreneurs from most other people is
276
00:13:53.519 --> 00:14:00.799
that entrepreneurs look around reality and everywhere they see gaps, problems, frustrations, inefficiency,
277
00:14:01.279 --> 00:14:04.720
they see opportunity. Right, So, entrepreneurs look through the world
278
00:14:05.200 --> 00:14:09.039
and instead of being frustrated and just like being saying,
279
00:14:09.120 --> 00:14:10.799
oh man, it's you know, it's too hard to get
280
00:14:10.799 --> 00:14:13.919
my car fixed, or oh you know, this particular service
281
00:14:13.960 --> 00:14:16.279
is wasting my time, or I can't find a good
282
00:14:16.279 --> 00:14:19.399
handyman or whatever, they say. You know it's hard for
283
00:14:19.440 --> 00:14:23.639
me to find a handyman. That's probably a good business opportunity.
284
00:14:24.039 --> 00:14:26.000
I should start a business, and I should go and
285
00:14:26.039 --> 00:14:29.200
get a bunch of really great handyman and then I
286
00:14:29.240 --> 00:14:30.919
can be the one to call and then I can
287
00:14:30.960 --> 00:14:33.759
send out a handyman. They kind of you know, they
288
00:14:33.759 --> 00:14:37.039
turn lemons into lemonade. They always see that other way
289
00:14:37.159 --> 00:14:39.799
of looking at things. I'm thinking right now of man
290
00:14:39.840 --> 00:14:42.320
that I met several years ago who sold his company,
291
00:14:42.360 --> 00:14:44.879
I think for seven hundred million dollars and I was
292
00:14:44.919 --> 00:14:48.000
talking to him, and he worked at YouTube and they
293
00:14:48.000 --> 00:14:50.600
were getting lots of calls at YouTube for running a
294
00:14:50.639 --> 00:14:54.279
certain kind of ads before their videos, and YouTube was
295
00:14:54.279 --> 00:14:56.600
growing so fast they weren't interested. They just didn't have
296
00:14:56.639 --> 00:14:58.360
time to do it or pay attention to it. And
297
00:14:58.360 --> 00:15:00.559
he said, well, I'll do it. So he left and
298
00:15:00.600 --> 00:15:02.600
he went and started a company, built it and I
299
00:15:02.600 --> 00:15:04.240
think they sold it. I think it was seven hundred
300
00:15:04.240 --> 00:15:07.120
million they sold it for. And so that's an entrepreneur
301
00:15:07.480 --> 00:15:10.159
is someone who's looking for all those places where people
302
00:15:10.240 --> 00:15:12.840
want things or they need them, or they have frustrations
303
00:15:13.480 --> 00:15:15.279
and they're not getting them solved, and they go, hey,
304
00:15:15.279 --> 00:15:17.600
this is a place to create value. And there's an
305
00:15:17.679 --> 00:15:23.960
unlimited kind of landscape of those opportunities in life. The challenge, though,
306
00:15:24.480 --> 00:15:27.600
is that not all of them work, and you have
307
00:15:27.639 --> 00:15:29.879
to solve a bunch of different puzzles in order to
308
00:15:30.000 --> 00:15:35.120
turn one of these opportunities or challenges or frustrations or
309
00:15:35.159 --> 00:15:37.919
places where value could be created to turn it into
310
00:15:38.000 --> 00:15:42.679
a product, a service, a business, something that's actually a
311
00:15:42.799 --> 00:15:46.879
value delivering machine that throws off money and profit. So
312
00:15:46.919 --> 00:15:48.799
it's not like you just go, oh, I've got a
313
00:15:48.799 --> 00:15:52.120
handyman business idea, and then the next day you know
314
00:15:52.120 --> 00:15:54.360
you're making a million dollars. You actually have to go
315
00:15:54.440 --> 00:15:58.120
solve a bunch of sequential problems, like, you know, how
316
00:15:58.159 --> 00:16:00.679
am I going to advertise, who are the hand How
317
00:16:00.679 --> 00:16:02.679
am I going to make sure that the you know,
318
00:16:02.679 --> 00:16:04.840
the quality of the service is good. How am I
319
00:16:04.840 --> 00:16:06.440
going to get referrals? How am I going to make
320
00:16:06.440 --> 00:16:09.039
sure I make a profit? But each of the puzzles
321
00:16:09.399 --> 00:16:12.399
to me anyway, while they're challenging, each of them, is
322
00:16:12.720 --> 00:16:15.080
it's like a little Rubik's cube that allows you to
323
00:16:15.159 --> 00:16:17.799
learn a new set of skills and then learn more
324
00:16:17.799 --> 00:16:20.360
about how the world works, and how relationships work, and
325
00:16:20.399 --> 00:16:22.960
how money works and so forth. So yeah, I think
326
00:16:23.000 --> 00:16:26.679
the key mindset is entrepreneurs look through the world and
327
00:16:26.720 --> 00:16:30.200
they see those gaps, They see those places where you know,
328
00:16:30.279 --> 00:16:34.399
there's a lack of something that everybody wants, or where
329
00:16:34.399 --> 00:16:37.559
there's a frustration or a problem, and they say, there
330
00:16:37.840 --> 00:16:40.000
I could create a product or service that could help people.
331
00:16:40.399 --> 00:16:43.080
That's such an important distinction. Some people say entrepreneurs are
332
00:16:43.080 --> 00:16:45.200
born and some maybe some of us are kind of
333
00:16:45.200 --> 00:16:49.000
born with entrepreneurial instincts or that pelection. But people can
334
00:16:49.320 --> 00:16:51.480
train themselves to be entrepreneurs as well. And kind of
335
00:16:51.519 --> 00:16:53.879
what you were describing there is I think a majority
336
00:16:53.919 --> 00:16:56.519
of human beings kind of live in a state of reactivity.
337
00:16:56.559 --> 00:16:59.279
And also that reactivity becomes habitual, it comes out of
338
00:16:59.279 --> 00:17:02.320
our childhood. And you're talking about entrepreneur lives more in
339
00:17:02.320 --> 00:17:05.519
a state of curiosity instead of a state of reactivity,
340
00:17:05.759 --> 00:17:09.200
and that implies they have some skills of self regulation.
341
00:17:09.279 --> 00:17:11.519
And now you not only teach business and marketing, but
342
00:17:11.559 --> 00:17:13.960
you teach personal development. I wonder if you could just
343
00:17:13.960 --> 00:17:17.039
point to the importance of having some way to regulate
344
00:17:17.079 --> 00:17:19.839
ourselves so that we can be in a more proactive,
345
00:17:19.920 --> 00:17:22.359
curious stamps in life instead of just being back in
346
00:17:22.440 --> 00:17:25.279
this reactivity all the time. Yeah.
347
00:17:25.400 --> 00:17:28.519
Yeah, So my favorite mental model, I'm a collector of
348
00:17:28.559 --> 00:17:32.119
mental models, and I love Charlie Munger's idea of the
349
00:17:32.200 --> 00:17:34.880
lattice work, where you need one hundred mental models from
350
00:17:35.000 --> 00:17:37.799
diverse areas of life that you use in your mind
351
00:17:38.079 --> 00:17:42.279
to understand situations, to be productive, to communicate, to make decisions,
352
00:17:42.319 --> 00:17:44.519
and you know, plan vision and so forth, and then
353
00:17:44.559 --> 00:17:48.640
you become very creative. Okay, so my favorite mental model
354
00:17:48.920 --> 00:17:52.000
is called the triune brain. And it's a model that
355
00:17:52.079 --> 00:17:55.440
comes from doctor Paul McClain, who was a neuroscientist, and
356
00:17:55.480 --> 00:18:00.359
he studied comparative brain anatomy and he noticed that we humans,
357
00:18:00.599 --> 00:18:04.240
we have kind of these brain structures in common with reptiles,
358
00:18:04.720 --> 00:18:08.400
with mammals, and then kind of with higher primates with apes.
359
00:18:08.799 --> 00:18:11.319
And so some people don't like this model, but it's
360
00:18:11.319 --> 00:18:13.519
so useful to me because I use it almost like
361
00:18:13.559 --> 00:18:16.160
a metaphor that we have a part of our brain
362
00:18:16.400 --> 00:18:18.920
that is the ancient reptilian part of the brain, that's
363
00:18:18.960 --> 00:18:22.359
really the physical brain, and it runs the autonomic nervous system,
364
00:18:22.759 --> 00:18:26.240
and it keeps us alive and it keeps us reproducing. Right,
365
00:18:26.279 --> 00:18:28.519
it's the fight or flight brain, and it's the survival
366
00:18:28.559 --> 00:18:31.440
and sex brain, but it runs the physical world. And
367
00:18:31.440 --> 00:18:33.720
then we have another brain that emerged beyond that, right,
368
00:18:33.839 --> 00:18:37.279
that's the mammalian brain, and that's the emotional social brain,
369
00:18:37.359 --> 00:18:39.759
and that allows us to have these emotional feelings and
370
00:18:39.880 --> 00:18:44.359
have attachment bonds and have these complex relationships with family
371
00:18:44.519 --> 00:18:48.079
and tribe and community. And then we have the thinking
372
00:18:48.119 --> 00:18:50.079
part of the brain, which is the human part of
373
00:18:50.079 --> 00:18:53.039
the brain, which is the dense kind of cortex, and
374
00:18:53.039 --> 00:18:56.839
particularly the prefrontal cortex, very dense, nerve packed part of
375
00:18:56.880 --> 00:18:59.799
the brain that allows us to do this abstract thought
376
00:19:00.079 --> 00:19:02.960
or we can use symbols and language and so forth. Okay,
377
00:19:03.240 --> 00:19:05.039
So I'm not trying to talk about, you know, some
378
00:19:05.559 --> 00:19:08.079
brain anatomy class here, but what I am trying to
379
00:19:08.079 --> 00:19:10.000
say is that we basically have three brains in one.
380
00:19:10.079 --> 00:19:12.599
We have a physical brain okay, that runs the physical
381
00:19:12.799 --> 00:19:15.960
that deals with the physical world. We have an emotional
382
00:19:16.119 --> 00:19:19.680
social brain that deals with relationships and feelings. And then
383
00:19:19.720 --> 00:19:25.559
we have a mental brain that deals with abstract thought, calculation, planning, language,
384
00:19:25.559 --> 00:19:29.039
and so forth. So you're talking about self regulation, and
385
00:19:29.119 --> 00:19:31.319
I think that it's because self regulation is a big
386
00:19:31.359 --> 00:19:33.599
part of the zeitgeist right now. It's a big part
387
00:19:33.640 --> 00:19:36.319
of the conversation. And I think most people think of
388
00:19:36.359 --> 00:19:40.559
this as an emotional phenomena, right. Self regulation is emotional,
389
00:19:40.720 --> 00:19:43.319
and it is our emotional state is very important. But
390
00:19:43.400 --> 00:19:47.880
I think that it's key to really see that physical regulation,
391
00:19:48.440 --> 00:19:52.799
emotional regulation, and mental regulation that we need to practice
392
00:19:52.839 --> 00:19:56.640
in all three dimensions. Okay, And if you just want
393
00:19:56.680 --> 00:19:59.359
to have a real wake up call in life, okay,
394
00:19:59.599 --> 00:20:03.720
try three different things. Okay. Number one, try fasting Okay,
395
00:20:03.839 --> 00:20:07.160
if you've never fasted, just try fasting one night, go
396
00:20:07.279 --> 00:20:09.319
to sleep the next day. When you wake up, don't
397
00:20:09.319 --> 00:20:12.079
eat any food the whole time you're awake. Go to
398
00:20:12.119 --> 00:20:14.599
sleep again, and then wake up whatever thirty six hours
399
00:20:14.680 --> 00:20:18.240
later and eat. Then just watch your emotions and your
400
00:20:18.319 --> 00:20:21.440
mind through that experience, and just watch what it does
401
00:20:21.559 --> 00:20:22.039
to do that.
402
00:20:22.200 --> 00:20:22.559
Okay.
403
00:20:22.880 --> 00:20:24.759
Another one, if you really want to wake up, is
404
00:20:24.799 --> 00:20:28.119
try meditation. You know, just sit down and just try
405
00:20:28.160 --> 00:20:31.519
for twenty minutes to still your mind. If you've never meditated,
406
00:20:31.559 --> 00:20:35.519
and again, you'll realize immediately how out of control your
407
00:20:35.559 --> 00:20:38.720
mind is. And another one could be next time you're
408
00:20:38.720 --> 00:20:41.000
with your romantic partner or talking to your mom or
409
00:20:41.039 --> 00:20:43.119
your brother, your sister and they do the thing that
410
00:20:43.240 --> 00:20:46.640
normally triggers you to get upset, just stay very cool
411
00:20:46.680 --> 00:20:49.160
and calm and don't let it bother you at all emotionally.
412
00:20:49.559 --> 00:20:52.519
And what you'll see if you practice these things is
413
00:20:52.559 --> 00:20:56.680
you'll see that you're really running on autopilot. That we're
414
00:20:56.680 --> 00:20:59.559
being bounced around in life like a pinball and a pinball,
415
00:21:00.720 --> 00:21:03.839
and we don't realize it. We don't really notice this.
416
00:21:03.960 --> 00:21:05.839
And so when we're talking about self regulation, what we're
417
00:21:05.839 --> 00:21:10.000
talking about is living more consciously, living intentionally and directing ourselves.
418
00:21:10.000 --> 00:21:11.920
And so we can go down any of these rabbit
419
00:21:11.960 --> 00:21:15.680
holes that you want fleet But self regulation is very important,
420
00:21:16.119 --> 00:21:18.759
but we have to learn the practices and the methods
421
00:21:18.799 --> 00:21:21.920
and the techniques to do it physically with our bodies
422
00:21:21.960 --> 00:21:25.319
and in our physical world, with our emotions and our relationships,
423
00:21:25.319 --> 00:21:27.160
and also with our thoughts and our communication.
424
00:21:27.599 --> 00:21:29.400
Yeah. Absolutely, And if I had to say, we teach
425
00:21:29.440 --> 00:21:32.240
one thing at Hardmind Institute self regulation. We also teach
426
00:21:32.279 --> 00:21:34.599
coregulation and other things. But I think it just self
427
00:21:34.680 --> 00:21:38.720
foundational to being a successful human being, a conscious, successful
428
00:21:38.799 --> 00:21:41.799
human being, whatever our endeavors are. For entrepreneurs that face
429
00:21:41.839 --> 00:21:44.359
all the anxieties and the overwhelming the changes and the
430
00:21:44.440 --> 00:21:47.279
UNCERTAINTC and so forth, it just seems so critical. It
431
00:21:47.319 --> 00:21:50.480
seems like trying to be an entrepreneur without self regulation
432
00:21:50.640 --> 00:21:53.720
skills is like walking through a mindfield blindholder or something.
433
00:21:53.799 --> 00:21:55.200
It's just very well said.
434
00:21:55.559 --> 00:21:58.720
So you know, we're also social beings, and we're really
435
00:21:58.759 --> 00:22:01.759
influenced by the people we have with and emulate and
436
00:22:01.920 --> 00:22:04.359
the mentors we have or don't have, and so forth.
437
00:22:04.559 --> 00:22:07.720
And so I know you've talken about the transformative power
438
00:22:07.799 --> 00:22:11.000
of choosing the right social influences, whether it's a human
439
00:22:11.039 --> 00:22:13.440
being in general, but as an entrepreneur specifically. So I
440
00:22:13.480 --> 00:22:14.880
wonder if you could talk about that a bit.
441
00:22:15.200 --> 00:22:18.559
Yeah, you know, somehow, when I was late teenage years,
442
00:22:18.599 --> 00:22:20.759
maybe I got a copy of Think and Grow Rich,
443
00:22:21.079 --> 00:22:24.240
which by now most people have ever read, and I,
444
00:22:24.359 --> 00:22:25.920
you know, don't know, I don't remember how it showed
445
00:22:25.960 --> 00:22:27.640
up in my life. Maybe found it a good will
446
00:22:27.680 --> 00:22:30.839
store or something. And in there, Napoleon Hill says, no
447
00:22:30.960 --> 00:22:35.000
great power or success as possible without the mastermind, right,
448
00:22:35.039 --> 00:22:37.400
And the mastermind is a group of people that comes
449
00:22:37.440 --> 00:22:41.559
together right with the conscious, intentional kind of focus on
450
00:22:41.640 --> 00:22:45.000
the success of the individual members. So I read that
451
00:22:45.400 --> 00:22:47.440
and maybe I played with it a little bit, but
452
00:22:47.480 --> 00:22:49.799
I didn't really understand it. I didn't really get it, okay.
453
00:22:50.160 --> 00:22:52.920
And then a few years later I got a copy
454
00:22:53.000 --> 00:22:58.000
of Brian Tracy's Psychology of Achievement. And at this point,
455
00:22:58.079 --> 00:23:00.000
this is maybe I was maybe twenty two or twenty five,
456
00:23:00.519 --> 00:23:03.000
and I had been listening to Tony Robbins and reading
457
00:23:03.039 --> 00:23:06.200
some Wayne Dyer and Dennis Waiteley and kind of you know,
458
00:23:06.240 --> 00:23:08.880
going through the self help gurus. Back then and then
459
00:23:08.880 --> 00:23:12.279
I found Psychology of Achievement and what an amazing program
460
00:23:12.359 --> 00:23:14.359
that was, like it had the best of all the others,
461
00:23:14.640 --> 00:23:16.880
plus you know, some other ideas. And in there he
462
00:23:16.960 --> 00:23:21.759
talked about the psychological research around what's called the reference group,
463
00:23:22.240 --> 00:23:25.480
and he talked about how your reference group is essentially
464
00:23:25.559 --> 00:23:28.039
what shapes you, and that even if you're taken out
465
00:23:28.039 --> 00:23:29.480
of your reference group and you go when you learn
466
00:23:29.519 --> 00:23:31.519
a new set of behaviors, a new way of thinking,
467
00:23:31.559 --> 00:23:33.799
a new way of feeling, that if you get dropped
468
00:23:33.839 --> 00:23:36.039
back into your reference group, you just revert, you go
469
00:23:36.160 --> 00:23:37.920
right back to who you were, because it has so
470
00:23:38.039 --> 00:23:40.640
much power. And then I went on and later, you know,
471
00:23:40.720 --> 00:23:43.400
learned about Robin Dunbar and this whole idea that if
472
00:23:43.440 --> 00:23:45.359
you take the five people closest to you and you
473
00:23:45.400 --> 00:23:47.519
average them out, that's you know who you are and
474
00:23:47.559 --> 00:23:50.440
your self esteem. So this just became this recurrent theme
475
00:23:50.440 --> 00:23:53.599
that I started seeing through life, and at some point
476
00:23:53.720 --> 00:23:56.799
I was like, oh, maybe I should start doing something
477
00:23:56.839 --> 00:23:59.640
with this and actually getting masterminds together and kind of
478
00:23:59.720 --> 00:24:02.319
seeing how this works. And that's when you know the
479
00:24:02.359 --> 00:24:04.799
game changed, because if you want to make a change
480
00:24:04.799 --> 00:24:07.799
in your life, if you actually want to transform yourself
481
00:24:07.839 --> 00:24:11.799
physically emotionally in business, you can read books, you can
482
00:24:11.799 --> 00:24:13.960
sit at home messing around with it and so forth,
483
00:24:14.319 --> 00:24:17.440
but nothing has the power of going and finding a
484
00:24:17.480 --> 00:24:22.119
community of practice where there are real, actual people doing
485
00:24:22.200 --> 00:24:24.839
the thing and you can see it and they're all
486
00:24:24.920 --> 00:24:28.839
operating in a culture. It just reformats and reprograms your
487
00:24:28.839 --> 00:24:32.039
whole system. And so yes, if you want to make change,
488
00:24:32.200 --> 00:24:34.880
add social influences who have already achieved the thing that
489
00:24:34.920 --> 00:24:37.680
you want to achieve. So it's just totally normal. And
490
00:24:37.720 --> 00:24:40.240
if you really want to accelerate it, get a group
491
00:24:40.279 --> 00:24:43.079
of them together, or join a mastermind or a community
492
00:24:43.079 --> 00:24:45.960
of people that practice this way, and it'll have like
493
00:24:46.079 --> 00:24:49.200
ten or one hundred times the impact of sitting at
494
00:24:49.200 --> 00:24:51.799
home and trying to do it yourself. And again because
495
00:24:51.839 --> 00:24:54.599
it normalizes it. You know, if you want to become
496
00:24:54.640 --> 00:24:58.079
a millionaire, start a mastermind that's got eight or ten
497
00:24:58.119 --> 00:25:01.039
millionaires in it and just start meeting up with them
498
00:25:01.079 --> 00:25:04.359
and talking to them, and then you just realize, oh,
499
00:25:04.519 --> 00:25:08.200
it's normal for these people to all be millionaires. It's
500
00:25:08.240 --> 00:25:10.400
normal for them to have a business. Or you know,
501
00:25:10.440 --> 00:25:12.599
when you show up and you're like, oh, man, i
502
00:25:12.640 --> 00:25:15.279
had a problem, one of my customers asked for a
503
00:25:15.319 --> 00:25:18.319
refund today, or one of my employees didn't show up
504
00:25:18.359 --> 00:25:20.960
on time, or you know, and you're feeling like, oh,
505
00:25:21.000 --> 00:25:22.880
why me? And then you go meet up with your
506
00:25:22.880 --> 00:25:25.119
mastermind group of people who are already a level or
507
00:25:25.119 --> 00:25:27.680
two beyond you, and they say, oh, yeah, yeah, you know,
508
00:25:27.720 --> 00:25:30.079
that's normal, that's natural, happens to us all the time.
509
00:25:30.119 --> 00:25:33.240
Here's what you do about that. Again, it just normalizes everything.
510
00:25:33.240 --> 00:25:35.240
It makes everything totally natural so that you can just
511
00:25:35.319 --> 00:25:38.559
kind of keep going. And so, yes, absolutely and do this.
512
00:25:38.920 --> 00:25:39.680
It's a big deal.
513
00:25:40.039 --> 00:25:42.160
I love you use the term community practice. I'm very
514
00:25:42.200 --> 00:25:43.920
familiar with that term from the work we do in
515
00:25:44.000 --> 00:25:46.680
the public safety feel of bringing skill sets and mindfluance
516
00:25:46.759 --> 00:25:48.759
based skills and there we can find it as a
517
00:25:48.759 --> 00:25:51.640
group of professionals coming together to and hance their professional
518
00:25:51.640 --> 00:25:54.680
skill sets together and just the idea of practice altogether
519
00:25:55.039 --> 00:25:57.880
to realize and again this comes back to your personal development.
520
00:25:57.960 --> 00:26:00.640
We're always practicing something. A question is what we're practicing.
521
00:26:00.920 --> 00:26:03.960
But when we get in the mindset of practicing the
522
00:26:04.039 --> 00:26:07.680
behaviors and skills that will lead to being a successful.
523
00:26:07.240 --> 00:26:08.920
Entrepreneur, Yeah, exactly.
524
00:26:09.319 --> 00:26:12.799
So one of the ways that you stepped into further
525
00:26:12.920 --> 00:26:16.440
levels of success was beginning to teach what you learned, right,
526
00:26:16.519 --> 00:26:18.680
So you teach data, you learned how to do the
527
00:26:18.799 --> 00:26:21.720
dating thing, you started teaching that, and you learned other
528
00:26:21.759 --> 00:26:24.519
things you started teaching that. I have to keep giving
529
00:26:24.519 --> 00:26:26.200
a shout out to. I don't know if it's, of
530
00:26:26.200 --> 00:26:28.640
course you recommend anymore because it's the course you did
531
00:26:28.640 --> 00:26:30.720
a long time ago, but you're waking up productive. For
532
00:26:30.880 --> 00:26:33.839
me was a real game changer. So I recommend people
533
00:26:33.880 --> 00:26:36.440
find out about that course. But could you talk about
534
00:26:36.480 --> 00:26:40.119
the role of teaching in terms of developing yourself as
535
00:26:40.200 --> 00:26:40.960
an entrepreneur.
536
00:26:41.359 --> 00:26:45.440
Yeah, this is like the coolest self development and success
537
00:26:45.519 --> 00:26:49.079
hack that I think I've ever discovered, which is, if
538
00:26:49.119 --> 00:26:53.359
you teach something, you not only learn it, but you
539
00:26:53.400 --> 00:26:56.680
also learned it at a higher level. So, because what
540
00:26:56.720 --> 00:26:59.880
you're doing when you're teaching something is you're thinking strategically
541
00:27:00.359 --> 00:27:03.400
about the knowledge, and you're also thinking from the perspective
542
00:27:03.400 --> 00:27:06.640
of the other person and imagining how they're hearing it.
543
00:27:07.160 --> 00:27:09.759
And so I don't remember right now where I stumbled
544
00:27:09.799 --> 00:27:12.799
upon this idea or how this worked, but at some
545
00:27:12.880 --> 00:27:16.640
point I realized, oh, everything that I learned that's important.
546
00:27:16.799 --> 00:27:19.519
As soon as possible, I should start teaching it. And
547
00:27:19.559 --> 00:27:21.880
it just became a you know, a way of being,
548
00:27:21.920 --> 00:27:24.559
a way of living. If I really want to learn something,
549
00:27:24.880 --> 00:27:28.400
start teaching it. Another thing is that if you learn
550
00:27:28.559 --> 00:27:32.480
things expecting that you're going to teach it, you learn
551
00:27:32.480 --> 00:27:34.799
it in a different way too. It kind of encodes
552
00:27:34.799 --> 00:27:38.559
itself into your neurology of your brain in a different way.
553
00:27:38.799 --> 00:27:41.359
It's kind of like when you're in school and you're
554
00:27:41.519 --> 00:27:43.759
you know, you're doing a reading of a textbook or
555
00:27:43.799 --> 00:27:48.000
a story. If you're reading it to just read it
556
00:27:48.039 --> 00:27:49.480
and you're like, okay, well, I'm just going to read this.
557
00:27:49.559 --> 00:27:51.799
It's one level. But if you're reading it and then
558
00:27:51.839 --> 00:27:53.839
you know that at the end of that hour, you're
559
00:27:53.880 --> 00:27:56.799
going to be tested on the knowledge you read in
560
00:27:56.839 --> 00:28:00.079
a different way, you think about it differently. Or if
561
00:27:59.880 --> 00:28:02.079
you are reading it because you know you're going to
562
00:28:02.079 --> 00:28:05.640
write a report, your brain is literally looking at the
563
00:28:05.799 --> 00:28:09.119
knowledge with a different kind of perspectable lens, and you're
564
00:28:09.160 --> 00:28:12.799
taking notes and you're rereading things, you're making sure that
565
00:28:12.880 --> 00:28:16.079
you understand. And so if you kind of shift to
566
00:28:16.160 --> 00:28:18.799
this mindset of I'm going to you know, I'm going
567
00:28:18.839 --> 00:28:21.440
to learn a lot of really valuable things, and then
568
00:28:21.519 --> 00:28:24.079
I'm going to make sure I teach every single thing
569
00:28:24.119 --> 00:28:27.640
that I learned that's valuable. Changes how you approach learning,
570
00:28:27.720 --> 00:28:31.960
It changes what you learn, It changes how you take notes,
571
00:28:32.400 --> 00:28:35.519
how you think about things I have. I mean, at
572
00:28:35.519 --> 00:28:39.279
this point, it's got to be hundreds of note files
573
00:28:39.920 --> 00:28:44.759
with different sets of ideas and different topics. Dozens and
574
00:28:44.839 --> 00:28:48.000
dozens of them are courses and programs and books and
575
00:28:48.039 --> 00:28:50.440
things that I would like to do in the future
576
00:28:50.440 --> 00:28:54.200
at some point. So I'm just collecting and I put links,
577
00:28:54.240 --> 00:28:57.400
and I put insight, and I try to organize my
578
00:28:57.559 --> 00:29:00.279
knowledge so that when the time comes to go and
579
00:29:00.440 --> 00:29:03.799
teach on that topic, that it'll all be there. And
580
00:29:03.839 --> 00:29:05.839
then if I'm going to create a course or do
581
00:29:05.880 --> 00:29:07.880
a teaching session on that topic, I can open it
582
00:29:07.960 --> 00:29:10.039
up and I can you know, kind of review and
583
00:29:10.079 --> 00:29:13.920
so forth. But as a practice, just teaching every important
584
00:29:13.920 --> 00:29:16.839
thing that you learn as soon as possible, call someone up,
585
00:29:17.400 --> 00:29:21.599
go online, do a podcast, write a newsletter, restate an
586
00:29:21.640 --> 00:29:24.839
important thing that you learn, and then make sure you're
587
00:29:24.880 --> 00:29:28.200
learning about topics where you could teach on them or
588
00:29:28.240 --> 00:29:30.480
where you could create a little video or do a
589
00:29:30.480 --> 00:29:34.160
little course against just such a cool hack for learning
590
00:29:34.279 --> 00:29:35.440
and making value.
591
00:29:35.559 --> 00:29:39.000
And I assume you didn't start off as a natural teacher, right,
592
00:29:39.160 --> 00:29:43.079
You probably spent a lot of time looking into a camera, teaching,
593
00:29:43.279 --> 00:29:45.480
practicing doing things. But over the time, I mean, I
594
00:29:45.519 --> 00:29:48.720
think you're an amazing teacher today, But is that something
595
00:29:48.799 --> 00:29:50.720
you incrementally learned over time?
596
00:29:51.039 --> 00:29:53.039
Yeah, if you really want to see, go see if
597
00:29:53.039 --> 00:29:54.920
you can find a copy of you know, one of
598
00:29:54.960 --> 00:29:57.000
the first videos I made when I first started teaching,
599
00:29:57.000 --> 00:29:59.480
do wr dating. What I would do is I'd go
600
00:29:59.720 --> 00:30:03.240
up and I had these PowerPoint presentations where I'd put
601
00:30:03.279 --> 00:30:06.759
up a slide that would have like fifteen bullets that
602
00:30:06.799 --> 00:30:10.839
were tiny, and I'd just read all the bullets and
603
00:30:10.880 --> 00:30:12.920
then I would turn and I'd make a couple of comments,
604
00:30:12.920 --> 00:30:14.319
and then I'd go to the next line and I'd
605
00:30:14.359 --> 00:30:18.079
read all the bullets and you know, I just, yeah,
606
00:30:18.119 --> 00:30:21.519
it wasn't there, But I kept going, And after doing
607
00:30:21.559 --> 00:30:23.039
it for a while, I realized, oh, I need to
608
00:30:23.119 --> 00:30:25.480
learn how to do this. I need to learn how
609
00:30:25.480 --> 00:30:28.319
to be comfortable if I'm teaching things. And so I
610
00:30:28.359 --> 00:30:30.720
went and started studying it, and I read books about teaching,
611
00:30:30.759 --> 00:30:32.960
and I learned more about it, and then at some
612
00:30:33.079 --> 00:30:36.200
point I just said, I am not comfortable when I'm
613
00:30:36.240 --> 00:30:39.279
standing on a stage. I get nervous. I don't feel
614
00:30:39.359 --> 00:30:41.400
natural there. So I need to figure that out. And
615
00:30:41.480 --> 00:30:44.960
so I just started teaching and speaking at anything I could.
616
00:30:45.240 --> 00:30:48.079
If anybody asked me, I'd go, I'd fly on my
617
00:30:48.160 --> 00:30:51.079
own dime to go teach. I would take up I
618
00:30:51.119 --> 00:30:53.440
said yes to every offer to do an interview or
619
00:30:53.440 --> 00:30:56.279
a program, and I did a lot of my own courses,
620
00:30:56.480 --> 00:30:58.839
and I just said, I'm going to do this until
621
00:30:58.880 --> 00:31:01.000
I can just walk onto a stage or go into
622
00:31:01.039 --> 00:31:03.720
an interview anywhere and be comfortable. So I just practiced
623
00:31:03.720 --> 00:31:05.839
that and until I did, and then one day I
624
00:31:05.880 --> 00:31:07.519
was like, okay, I feel pretty good about it. I
625
00:31:07.559 --> 00:31:10.680
still get a little bit nervous before talks and teaching
626
00:31:10.759 --> 00:31:14.440
and things, but I generally am okay now in any environment.
627
00:31:14.559 --> 00:31:17.240
And you know, toast Masters is really good. I never
628
00:31:17.279 --> 00:31:19.920
did toast Masters, but I did a networking group that
629
00:31:20.039 --> 00:31:22.200
was similar, where you go in the morning, you know,
630
00:31:22.200 --> 00:31:25.359
and you have breakfast and then everyone stands up and
631
00:31:25.359 --> 00:31:27.519
gives like a little two minute you know, kind of
632
00:31:27.559 --> 00:31:30.119
pitch or a thing, and you just practice, you know,
633
00:31:30.200 --> 00:31:32.599
you just practice, So things like that can be really
634
00:31:32.640 --> 00:31:33.480
helpful as well.
635
00:31:33.920 --> 00:31:36.359
It's all practice. I know you've worked with Tony Robbins.
636
00:31:36.680 --> 00:31:39.400
His story always stuck with me that when he wanted
637
00:31:39.440 --> 00:31:41.480
to develop himself as a great speaker, you know, most
638
00:31:41.480 --> 00:31:43.640
people might get a gig a month, a gig a week.
639
00:31:43.759 --> 00:31:47.000
So over five years, how many he went out and
640
00:31:47.160 --> 00:31:49.839
sign up for any speaking He was speaking three four
641
00:31:49.920 --> 00:31:52.240
times a day at the garden club whoever would listen
642
00:31:52.279 --> 00:31:54.960
to him, and so he was getting like, you know,
643
00:31:55.240 --> 00:31:58.039
one hundred x the opportunities most people get, and developed
644
00:31:58.079 --> 00:32:00.000
themselves as a speaker so much more quickly.
645
00:32:00.240 --> 00:32:03.160
Like that, so most people can relate to typing. You know,
646
00:32:03.200 --> 00:32:05.799
most people have learned how to touch type, and so
647
00:32:06.079 --> 00:32:08.519
I used to hunt and peck, okay for a long time.
648
00:32:08.680 --> 00:32:10.200
In fact, I would sit there and look at my
649
00:32:10.240 --> 00:32:12.440
fingers and you know, type with three fingers and whatever.
650
00:32:12.839 --> 00:32:15.440
Until I was in my late twenties and I needed
651
00:32:15.440 --> 00:32:17.599
to get a date and one of my friends showed
652
00:32:17.599 --> 00:32:20.079
me how he was doing online dating, and that was
653
00:32:20.119 --> 00:32:22.880
the motivation. I needed to actually learn to touch type
654
00:32:22.920 --> 00:32:26.960
because I couldn't type fast enough to chat. And so
655
00:32:27.359 --> 00:32:29.599
I went and got a little book on you know,
656
00:32:29.759 --> 00:32:31.519
had a touch type and I was like okay, f
657
00:32:31.799 --> 00:32:34.119
r F, and you know all that kind of stuff.
658
00:32:34.240 --> 00:32:36.440
But the point I'm making is that if you've learned
659
00:32:36.440 --> 00:32:39.400
a touch type, something happens where after you do it
660
00:32:39.440 --> 00:32:42.200
for maybe a couple few months, all of a sudden,
661
00:32:42.200 --> 00:32:45.920
you stop thinking about the letters, and now you can
662
00:32:46.039 --> 00:32:49.359
just take your thoughts and you can translate them directly
663
00:32:49.680 --> 00:32:54.599
into the words, right into the keys, and then like
664
00:32:54.920 --> 00:32:57.119
it unlocks a whole new level of productivity.
665
00:32:57.440 --> 00:32:57.640
Right.
666
00:32:58.079 --> 00:33:00.359
So the typing, what you're trying to do is you're
667
00:33:00.359 --> 00:33:02.920
trying to automate it, or create what's called an automaticity.
668
00:33:03.319 --> 00:33:06.319
With public speaking, it's the same kind of thing teaching
669
00:33:06.400 --> 00:33:09.240
public speaking. You want to learn it and practice it
670
00:33:09.480 --> 00:33:12.359
as much as you can so that it becomes like
671
00:33:12.519 --> 00:33:16.519
the touch typing, so that you can just now communicate
672
00:33:16.559 --> 00:33:18.440
what you're trying to communicate. You don't have to think
673
00:33:18.440 --> 00:33:21.240
about it anymore. Another metaphor would be like driving. I
674
00:33:21.359 --> 00:33:23.599
like to use this one sometimes. You remember when you
675
00:33:23.640 --> 00:33:26.319
first got your first driving lesson where you sat down
676
00:33:26.359 --> 00:33:30.160
and you learned, Okay, push down the accelerator pedal, Okay,
677
00:33:30.200 --> 00:33:33.279
that goes forward. Okay, now turn the wheel Okay, now
678
00:33:33.319 --> 00:33:35.599
you have to push down the accelerator pedal and turn
679
00:33:35.640 --> 00:33:38.119
the wheel to navigate. Oh, you want to stop, you
680
00:33:38.160 --> 00:33:39.960
have to take your foot off the gas and put
681
00:33:40.000 --> 00:33:41.799
it on the brake, and you have to do all
682
00:33:41.839 --> 00:33:44.880
these things, and your cars jerking around, and you're feeling
683
00:33:44.880 --> 00:33:47.559
awkward and you're getting scared because it's all unnatural. But
684
00:33:47.720 --> 00:33:50.519
you practice for a few months and then all of
685
00:33:50.519 --> 00:33:53.920
a sudden, you don't think anymore about putting your foot
686
00:33:53.920 --> 00:33:55.279
on the gas or putting your foot on the brake.
687
00:33:55.279 --> 00:33:57.079
It's all automatic. You don't think about which way you
688
00:33:57.079 --> 00:33:59.799
turn the wheel, and then you can go drive some
689
00:34:00.640 --> 00:34:03.000
And that's the key is you're not learning how to
690
00:34:03.000 --> 00:34:05.160
put your foot on the accelerator pedals so that you
691
00:34:05.200 --> 00:34:07.680
can accelerate. You're doing it so that it can become
692
00:34:07.720 --> 00:34:09.679
one of the skills that you have, one of the
693
00:34:09.719 --> 00:34:13.320
automatic kind of elements of being able to go somewhere.
694
00:34:13.599 --> 00:34:16.039
And that is really key with public speaking, because again,
695
00:34:16.119 --> 00:34:18.519
once you learn how to do it, once it becomes natural,
696
00:34:18.760 --> 00:34:21.360
once it becomes something that's kind of integrated. Well, now
697
00:34:21.440 --> 00:34:23.320
you can take your message and get it out to
698
00:34:23.360 --> 00:34:25.679
lots of people, and that's where most people are stopped.
699
00:34:26.079 --> 00:34:29.280
So another thing you emphasize is adding ten x the
700
00:34:29.360 --> 00:34:31.800
value that we're going to receive. I have a question
701
00:34:31.880 --> 00:34:34.880
about that. You know, I certainly believe add value, add value,
702
00:34:34.880 --> 00:34:37.800
add value, and as a principle of reciprocity, and a
703
00:34:37.840 --> 00:34:41.880
lot of teachers of entrepreneurship and especially online teaching coaching
704
00:34:41.920 --> 00:34:43.760
all the kind of ways we put ourselves out there
705
00:34:43.760 --> 00:34:46.440
and teach and create value that way. And there are
706
00:34:46.480 --> 00:34:49.719
some others that say, no, don't forget, you got to sell,
707
00:34:49.840 --> 00:34:52.039
and they they say some people spend too much time
708
00:34:52.079 --> 00:34:54.559
teaching and not of time selling. So it seems to
709
00:34:54.599 --> 00:34:56.800
be some kind of balance in there. And I'm sure
710
00:34:56.880 --> 00:34:58.719
it's not all black and white, but there's some kind
711
00:34:58.719 --> 00:35:02.320
of balance in there of really wanting that value for sure,
712
00:35:02.440 --> 00:35:05.760
having that mindset by adding value, but then also the
713
00:35:05.800 --> 00:35:09.840
ways in which we create the desire or the need
714
00:35:09.880 --> 00:35:12.400
for somebody to then you know, engage with our products
715
00:35:12.400 --> 00:35:13.119
for more value.
716
00:35:13.360 --> 00:35:15.800
Yeah. Well, let's talk for a moment about what value
717
00:35:16.000 --> 00:35:19.119
is what we're even talking about here. Okay, So an
718
00:35:19.159 --> 00:35:21.960
exercise that I recommend when I'm teaching this stuff is
719
00:35:22.000 --> 00:35:24.639
to take a post it note, So for everyone listening,
720
00:35:24.679 --> 00:35:26.159
if you've got to post it. Note that's set, it's
721
00:35:26.159 --> 00:35:29.440
around okay, Just grab one, okay, and then on it
722
00:35:29.639 --> 00:35:32.920
write the question what is value? Put a question mark
723
00:35:32.960 --> 00:35:35.440
after it, and then stick it up on your computer monitor,
724
00:35:35.440 --> 00:35:37.280
put it up on your bulletin boarder somewhere where you'll
725
00:35:37.280 --> 00:35:39.480
see it a few times a day, and for the
726
00:35:39.519 --> 00:35:42.480
next month or so, every day just consider, ask yourself
727
00:35:42.480 --> 00:35:45.480
a few times a day what is value? What actually
728
00:35:45.639 --> 00:35:47.840
is it? And how does it work? And how do
729
00:35:47.880 --> 00:35:50.280
we experience it? And why are some things valuable in
730
00:35:50.400 --> 00:35:54.559
some things not? But most importantly, what's valuable to your
731
00:35:54.719 --> 00:35:57.920
ideal client? Okay, to what I call your avatar of
732
00:35:57.960 --> 00:36:00.440
your client. And in fact, if you want to talk
733
00:36:00.800 --> 00:36:04.280
business and entrepreneurship, we should talk avatars at some point, Fleet,
734
00:36:04.360 --> 00:36:06.599
so you might want to bring that in here. But
735
00:36:06.639 --> 00:36:09.639
the point is, imagine that you are an ideal client,
736
00:36:10.239 --> 00:36:12.639
and then go talk to a bunch of ideal clients
737
00:36:13.039 --> 00:36:16.480
and find out what value is to them, what does
738
00:36:16.519 --> 00:36:19.239
it actually mean, and how do they experience it? And
739
00:36:19.239 --> 00:36:21.039
where do they have challenges and where do they have
740
00:36:21.079 --> 00:36:24.639
opportunities and where do they have needs that you could
741
00:36:24.639 --> 00:36:27.159
help fill. Because the problem is a lot of people
742
00:36:27.239 --> 00:36:30.639
are teaching and teaching, and they're trying to give away
743
00:36:30.840 --> 00:36:33.280
and they're trying to serve and they're trying to be helpful,
744
00:36:33.800 --> 00:36:39.119
but they're missing because they're not connecting with their ideal client.
745
00:36:39.599 --> 00:36:42.400
They're saying a bunch of stuff that's I don't want
746
00:36:42.440 --> 00:36:45.280
to use the term narcissistic, because that's not it, but
747
00:36:45.360 --> 00:36:49.280
it's kind of because it's they're talking about what they want,
748
00:36:49.519 --> 00:36:52.280
and they're talking about what they would think is valuable,
749
00:36:52.480 --> 00:36:55.719
but they're not really tuned into their ideal client. And
750
00:36:55.800 --> 00:36:58.920
so when we're talking about creating ten times the value here,
751
00:36:59.360 --> 00:37:03.440
what we're first talking about is asking what is valuable
752
00:37:03.519 --> 00:37:05.880
to you? Okay? In other words, what are your big
753
00:37:05.880 --> 00:37:08.679
fears and frustrations and challenges, and what are your wants
754
00:37:08.760 --> 00:37:12.239
and your desires and your aspirations and your visions. I mean,
755
00:37:12.440 --> 00:37:15.079
most people that have you been married to someone for
756
00:37:15.199 --> 00:37:17.559
twenty or thirty or forty years, have never sat down
757
00:37:17.599 --> 00:37:20.280
with the other person and said, okay, honey, let me
758
00:37:20.320 --> 00:37:22.920
ask you something, all right, what is love to you?
759
00:37:23.280 --> 00:37:25.679
What is it right? What is the thing that I
760
00:37:25.800 --> 00:37:28.400
do that makes you feel the most loved? What's the
761
00:37:28.440 --> 00:37:30.360
thing I could do that would make you feel the
762
00:37:30.400 --> 00:37:33.400
most loved and then if you know, the person said, oh,
763
00:37:33.480 --> 00:37:35.159
you know, well, thank you for asking. I would really
764
00:37:35.239 --> 00:37:36.760
love it if you'd, you know, look me in the
765
00:37:36.800 --> 00:37:38.199
eyes and give me a hug and tell me that
766
00:37:38.239 --> 00:37:41.199
you loved me. They don't then say okay, well let
767
00:37:41.199 --> 00:37:43.199
me try it. Let me see how do you want
768
00:37:43.199 --> 00:37:45.280
the hug. Do you want it this way? How do
769
00:37:45.280 --> 00:37:48.400
you want the eye contact? What's my voice tone? Right?
770
00:37:49.039 --> 00:37:51.039
Because even if they say, oh, look me in the
771
00:37:51.079 --> 00:37:52.719
eyes and give me a hug, they will then look
772
00:37:52.760 --> 00:37:54.800
the person in the eyes, say it and give them
773
00:37:54.840 --> 00:37:57.559
a hug in a way that doesn't communicate that they
774
00:37:57.599 --> 00:37:59.639
love them because the other person was thinking a different
775
00:37:59.719 --> 00:38:01.199
kind of hug and a different kind of voice. Town
776
00:38:01.519 --> 00:38:04.639
they don't actually get the specs of what will help
777
00:38:04.719 --> 00:38:08.159
their own romantic partner to feel loved, and they don't
778
00:38:08.239 --> 00:38:10.719
go back and forth, and they don't ask the question, well,
779
00:38:10.760 --> 00:38:12.480
what's the thing that I do that makes you feel
780
00:38:12.480 --> 00:38:15.880
the most unloved or not considered or the thing that
781
00:38:15.920 --> 00:38:18.800
annoys you the most? Show me that thing and then
782
00:38:18.840 --> 00:38:20.679
let's see if that, you know, we can change that.
783
00:38:21.199 --> 00:38:23.320
And so if we're not doing it with our romantic
784
00:38:23.360 --> 00:38:26.119
partners and with our children, and you know with our friends,
785
00:38:26.599 --> 00:38:29.119
this means we're probably not doing it with our clients.
786
00:38:29.519 --> 00:38:32.000
But holy cow, when you start going through the world
787
00:38:32.000 --> 00:38:34.960
and actually just getting the specs and asking people what
788
00:38:35.239 --> 00:38:38.760
is value to you? What do you need? Where's your frustration,
789
00:38:38.880 --> 00:38:42.079
where's your problem, where's your challenge, and you really pay
790
00:38:42.119 --> 00:38:44.360
a lot of attention. I mean, this is the great
791
00:38:44.360 --> 00:38:47.559
companies out there. Their customer focused. And that's what this
792
00:38:47.719 --> 00:38:51.320
means is they're just maniacally focused on taking great care
793
00:38:51.320 --> 00:38:53.960
of their clients and helping them out. So ten x.
794
00:38:54.000 --> 00:38:56.840
The value starts with going and figuring out what value
795
00:38:56.840 --> 00:38:59.360
means to the client and then delivering lots of that.
796
00:39:00.039 --> 00:39:02.159
And then the second part of what you're talking about here,
797
00:39:02.159 --> 00:39:03.679
and I know I'm getting off on a rant here,
798
00:39:03.920 --> 00:39:05.719
but the second part then is then how do you
799
00:39:05.840 --> 00:39:08.800
lead that into getting a sale? Because if you just
800
00:39:09.199 --> 00:39:11.800
give everything away, you know, if you opened up a
801
00:39:11.880 --> 00:39:13.440
you know, an ice cream shop and you just put
802
00:39:13.440 --> 00:39:16.239
a big sign that said free ice cream forever, it's
803
00:39:16.239 --> 00:39:18.480
going to be hard to turn that into a business.
804
00:39:18.519 --> 00:39:20.440
At some point, you know, you can't give it all
805
00:39:20.480 --> 00:39:22.599
away but make it up in volume. Right, That's a
806
00:39:22.599 --> 00:39:25.280
way of an accelerated way to go broke. And so
807
00:39:25.320 --> 00:39:28.719
you have to find that balance of having someone stand
808
00:39:28.760 --> 00:39:32.719
outside and say free ice cream samples and then what's
809
00:39:32.760 --> 00:39:36.119
the right mix of the samples so that someone says, Wow,
810
00:39:36.199 --> 00:39:39.239
this is great ice cream. And then the person is
811
00:39:39.480 --> 00:39:42.079
you know, trained to say, go walk in right there,
812
00:39:42.199 --> 00:39:45.480
here's a cupeon and here's one for your friend, you know,
813
00:39:45.599 --> 00:39:47.119
and tell them I sent you and you're going to
814
00:39:47.159 --> 00:39:49.480
get a special extra thing. And then to lead that,
815
00:39:49.599 --> 00:39:51.519
have that be an on ramp so that it leads
816
00:39:51.559 --> 00:39:53.920
to a sale, and then follow up so that you
817
00:39:53.960 --> 00:39:56.559
turn that customer into a lifetime client.
818
00:39:56.880 --> 00:40:00.440
So you're really talking about really tuning in and learning
819
00:40:00.679 --> 00:40:03.000
how to be in relationship and meets the needs right
820
00:40:03.119 --> 00:40:06.239
ideal client. And you reference this idea of Avatar before.
821
00:40:06.360 --> 00:40:08.039
So I'd like to frame this and another thing I
822
00:40:08.039 --> 00:40:09.400
want to make sure we have time for you to
823
00:40:09.400 --> 00:40:12.760
talk about. I would imagine there's quite a few coaches
824
00:40:12.880 --> 00:40:16.239
are aspiring coaches in our audience. Maybe they already have
825
00:40:16.239 --> 00:40:18.760
a coaching practice or a solopreneur they'd like to build
826
00:40:18.800 --> 00:40:20.800
that practice, they'd like to be able to charge more,
827
00:40:21.199 --> 00:40:23.280
or maybe they'd like to develop a coaching business. And
828
00:40:23.320 --> 00:40:26.320
train other coaches, or maybe there's still someone who just
829
00:40:26.440 --> 00:40:28.360
the idea of being a life coach or a business
830
00:40:28.360 --> 00:40:30.719
coach or executives really appeals to them. They want to
831
00:40:30.719 --> 00:40:34.559
step into that. So figuring out who their ideal client is,
832
00:40:34.599 --> 00:40:37.519
figuring out that avatar is going to be really critical
833
00:40:37.559 --> 00:40:39.679
to their success. So I wonder if you could talk
834
00:40:39.719 --> 00:40:42.360
about that maybe in the context of that profession, because
835
00:40:42.400 --> 00:40:45.519
I know you train coaches and you train people coaches
836
00:40:45.559 --> 00:40:46.599
how to build a business.
837
00:40:47.039 --> 00:40:50.320
Yes, well, let's talk for a moment about what coach is,
838
00:40:50.360 --> 00:40:52.159
what a coach means, what it means to be a coach.
839
00:40:52.360 --> 00:40:56.559
So coaching is a sports metaphor. Okay, so it comes
840
00:40:56.760 --> 00:40:59.639
basically out of being a sports coach. And this is
841
00:40:59.639 --> 00:41:02.079
different from a therapist. Now a lot of people don't
842
00:41:02.119 --> 00:41:04.880
realize this. A lot of people who are really empathic,
843
00:41:05.000 --> 00:41:08.119
caring people are drawn to coaching, but they come in
844
00:41:08.360 --> 00:41:11.800
kind of with this therapist mindset, like I'm going to
845
00:41:11.960 --> 00:41:15.159
help all of these people. I'm going to support them emotionally.
846
00:41:15.320 --> 00:41:18.559
I'm going to help them to get up the courage
847
00:41:18.599 --> 00:41:21.159
to be able to do things in life. And sometimes
848
00:41:21.239 --> 00:41:23.320
some of this is, you know, is part of coaching.
849
00:41:23.519 --> 00:41:25.800
But coaching comes out of sports and it's about performance,
850
00:41:25.840 --> 00:41:28.519
and coaching is about looking back into your past and saying,
851
00:41:28.559 --> 00:41:31.039
how are you broken? Coaching is about looking forward into
852
00:41:31.079 --> 00:41:33.119
your future and saying, what do you want to achieve?
853
00:41:33.199 --> 00:41:35.199
What do you want to create? And then let's go
854
00:41:35.239 --> 00:41:38.719
to work right now into turning you into a high performance, creative,
855
00:41:38.760 --> 00:41:42.320
productive human being. Okay, so that's one piece. In terms
856
00:41:42.320 --> 00:41:44.960
of being a coach, one of my definitions of coaching
857
00:41:45.559 --> 00:41:48.400
is essentially that a coach is someone who supports people
858
00:41:48.840 --> 00:41:52.599
through change. So most coaches who are successful, if you're
859
00:41:52.639 --> 00:41:55.840
talking six figure, seven figure coaches, the bread and butter
860
00:41:56.320 --> 00:42:00.360
for these coaches is three to six month coaching packages, okay,
861
00:42:00.599 --> 00:42:03.519
where you earn thousands to tens of thousands of dollars
862
00:42:03.559 --> 00:42:06.679
from each client for a coaching package. And what you
863
00:42:06.760 --> 00:42:11.079
find the successful coaches, they're usually working with people who
864
00:42:11.119 --> 00:42:13.880
have come into a challenge or a change or some
865
00:42:13.920 --> 00:42:16.639
transition in their life. They woke up one day and
866
00:42:16.639 --> 00:42:19.480
they were forty pounds overweight and their doctor said, your
867
00:42:19.599 --> 00:42:21.480
cholesterol's high and you need to make a change, and
868
00:42:21.480 --> 00:42:23.079
they're like, oh my god, how did I get here?
869
00:42:23.480 --> 00:42:25.639
And then they go on a quest to lose those
870
00:42:25.679 --> 00:42:28.599
forty pounds and that might take six or twelve months,
871
00:42:28.719 --> 00:42:30.559
and then that's what they work with a coach on.
872
00:42:30.800 --> 00:42:33.000
Or they wake up one day and they're single and
873
00:42:33.119 --> 00:42:35.199
lonely and they're in their late thirties and they want
874
00:42:35.199 --> 00:42:37.159
to start a family, and they're like, I need to
875
00:42:37.199 --> 00:42:39.199
do something about this, and so they hire a coach
876
00:42:39.199 --> 00:42:41.000
and they work with a coach to help them find
877
00:42:41.039 --> 00:42:43.960
a partner and have a successful relationship. Where they wake
878
00:42:44.039 --> 00:42:45.719
up one day and they're fired from their job and
879
00:42:45.719 --> 00:42:47.280
they need to go find a new one, or they
880
00:42:47.280 --> 00:42:50.559
want to launch a business or whatever. But coaching is
881
00:42:50.599 --> 00:42:52.920
based on people reaching a stage in their life where
882
00:42:52.960 --> 00:42:54.639
they want to make a transition, they want to make
883
00:42:54.639 --> 00:42:57.159
a change, or they run into a challenge and so forth.
884
00:42:57.480 --> 00:43:00.840
So when you get this, when you start to understand
885
00:43:01.079 --> 00:43:03.719
that coaching is about supporting people through changes and helping
886
00:43:03.719 --> 00:43:08.079
them achieve big visions in their life, well then you realize, oh,
887
00:43:08.280 --> 00:43:10.880
I need to go find the best clients for me.
888
00:43:11.199 --> 00:43:13.239
I need to find those clients that are like an
889
00:43:13.239 --> 00:43:17.559
exact perfect match for my kind of intelligence, my experience,
890
00:43:18.119 --> 00:43:21.760
my style right, my unique way of interacting with people,
891
00:43:22.199 --> 00:43:24.159
and I think the best way to do this is
892
00:43:24.199 --> 00:43:26.599
to just get out there and call everybody you know
893
00:43:26.760 --> 00:43:31.000
from your personal network, professional network, anyone who you think
894
00:43:31.239 --> 00:43:34.559
might be like a good client, and just call them
895
00:43:34.639 --> 00:43:36.960
up and say, I'm a coach now, okay, or I'm
896
00:43:36.960 --> 00:43:39.239
starting to be a coach, and you're the kind of
897
00:43:39.239 --> 00:43:41.199
person that I would love to work with as a client.
898
00:43:41.719 --> 00:43:43.920
And maybe it's a friend or someone you know from
899
00:43:43.920 --> 00:43:46.480
the past who you wouldn't actually want them to be
900
00:43:46.519 --> 00:43:48.320
a client, but what you're saying is you're the kind
901
00:43:48.360 --> 00:43:50.760
of person who I would love to have as a client,
902
00:43:51.159 --> 00:43:53.480
and so I just want to interview you. What are
903
00:43:53.519 --> 00:43:55.679
the challenges you're dealing with in your life, what are
904
00:43:55.679 --> 00:43:57.920
you trying to accomplish? And what you want to do
905
00:43:58.159 --> 00:44:00.199
is you want to interview a bunch of people and
906
00:44:00.239 --> 00:44:05.159
build a psychological profile, find all the common denominators that
907
00:44:05.679 --> 00:44:09.719
kind of make these people unique for being good clients
908
00:44:09.760 --> 00:44:12.159
for you. And when you put all of these traits together,
909
00:44:12.280 --> 00:44:15.920
all these unique common denominators, and you create an image
910
00:44:15.960 --> 00:44:19.079
of that ideal client, I call that an avatar, okay.
911
00:44:19.440 --> 00:44:22.320
And most people don't realize this. It's really interesting. Fleet
912
00:44:22.519 --> 00:44:25.519
most people have heard the term avatar or customer avatar.
913
00:44:25.960 --> 00:44:27.920
Most people don't know that I am the one that
914
00:44:28.039 --> 00:44:30.679
gave that name to it. I started teaching this in
915
00:44:30.719 --> 00:44:33.400
my Altitude program in two thousand and seven and now
916
00:44:33.440 --> 00:44:36.000
it's literally become the name through the whole industry, which
917
00:44:36.079 --> 00:44:39.840
is very cool. And so the reason you create your
918
00:44:39.880 --> 00:44:42.480
avatar though, Okay, so most people kind of get, okay,
919
00:44:42.480 --> 00:44:44.679
I need to create an avatar. It's an ideal client.
920
00:44:45.039 --> 00:44:47.159
But the reason most people don't get the reason and
921
00:44:47.199 --> 00:44:50.320
the reason why is, you know, in this day and age, okay,
922
00:44:50.320 --> 00:44:53.760
in the twenty twenties, the way to get clients is
923
00:44:53.800 --> 00:44:59.800
to go online, run ads, create content, make videos, write
924
00:44:59.800 --> 00:45:02.679
now news letters. In other words, get your message out
925
00:45:02.679 --> 00:45:05.639
there to the world by creating some value in some way.
926
00:45:06.159 --> 00:45:09.519
And when you're doing that, you need to have a voice.
927
00:45:09.639 --> 00:45:12.159
You need to have a way that you communicate. Most
928
00:45:12.199 --> 00:45:14.440
people flip on their phone and they start making a
929
00:45:14.519 --> 00:45:18.519
video and they sound like a bored, scared person who's,
930
00:45:18.920 --> 00:45:22.079
you know, writing a science paper that they don't want
931
00:45:22.119 --> 00:45:27.000
to write. It's boring, it's flat, it's not interesting. It
932
00:45:27.119 --> 00:45:29.719
sounds like they're kind of making some kind of a
933
00:45:29.840 --> 00:45:31.559
writing a paper that they're trying to get an a
934
00:45:31.800 --> 00:45:35.480
on and the content that's interesting is the content that
935
00:45:35.639 --> 00:45:38.440
grabs you. You know, when it feels like the person
936
00:45:38.519 --> 00:45:41.079
is talking right to you. It feels like the person
937
00:45:41.199 --> 00:45:45.639
is communicating like somehow coming through the device, like they're
938
00:45:45.639 --> 00:45:48.920
calling you up personally. And the way that you get
939
00:45:48.920 --> 00:45:51.039
to that place where you can write, that way, you
940
00:45:51.079 --> 00:45:52.960
can speak, that way you can create videos that way
941
00:45:53.239 --> 00:45:56.239
is you build this profile of your avatar so that
942
00:45:56.320 --> 00:45:59.119
you have someone to talk to in your mind. Now,
943
00:45:59.119 --> 00:46:01.760
I know I'm put a lot of concepts together here,
944
00:46:02.039 --> 00:46:04.760
but the point is that it's important to have a
945
00:46:04.840 --> 00:46:07.360
sense of who your ideal client is and then to
946
00:46:07.400 --> 00:46:09.320
have an image of that person in your mind. You
947
00:46:09.320 --> 00:46:10.800
want to give them a name, you want to give
948
00:46:10.840 --> 00:46:13.880
them a personality, and then to start talking to them
949
00:46:14.280 --> 00:46:17.599
in your writing, in your newsletters, in your videos, in
950
00:46:17.639 --> 00:46:20.519
your podcasts, and your marketing, because that's what gives you
951
00:46:20.519 --> 00:46:23.559
that voice where you sound interesting, you sound like you're
952
00:46:23.559 --> 00:46:26.719
talking to someone you know, and your clients start feeling like, wow,
953
00:46:26.719 --> 00:46:28.400
it really feels like you're talking to me, and they
954
00:46:28.559 --> 00:46:30.280
like having that relationship with you.
955
00:46:30.679 --> 00:46:34.000
And I would imagine once we really learn the principles
956
00:46:34.039 --> 00:46:36.599
of coaching, we can probably get skillful of coaching people
957
00:46:36.639 --> 00:46:39.800
through lots of different types of challenges. But I would
958
00:46:39.840 --> 00:46:42.480
imagine a good place to start is that person we
959
00:46:42.480 --> 00:46:45.960
were before we change made the change, and I don't know,
960
00:46:46.280 --> 00:46:48.920
before we learned something, before we developed the capacity to
961
00:46:49.000 --> 00:46:51.599
have something to offer that person we were. That's the
962
00:46:51.679 --> 00:46:54.199
journey we know best, and we can probably communicate to
963
00:46:54.239 --> 00:46:56.800
that person with the greatest ease in some ways.
964
00:46:57.199 --> 00:47:00.079
Exactly. If you know, like me, if you were saying
965
00:47:00.480 --> 00:47:02.119
and you couldn't figure out how to get a date,
966
00:47:02.199 --> 00:47:04.000
and then you overcame a bunch of things and then
967
00:47:04.000 --> 00:47:06.400
you learned how to get a date, you are really
968
00:47:06.400 --> 00:47:09.559
an ideal person to teach people who are single and
969
00:47:09.599 --> 00:47:11.840
are trying to figure out how to get a date. See,
970
00:47:12.000 --> 00:47:16.039
most people don't realize where they were weak, where they
971
00:47:16.239 --> 00:47:21.679
have now compensated, learned, developed strength, developed skill. They don't
972
00:47:21.679 --> 00:47:24.440
really They go, well, yeah, but I'm not a natural
973
00:47:24.960 --> 00:47:29.599
at surfing, or I'm not a natural at sales. I
974
00:47:29.639 --> 00:47:31.840
had to go learn it. It didn't really come natural
975
00:47:31.880 --> 00:47:34.880
for me. Turns out makes you a great coach because
976
00:47:35.119 --> 00:47:37.599
you're relatable, you can make sense, you can go and
977
00:47:37.800 --> 00:47:40.000
enter the world of the other person. I mean, do
978
00:47:40.079 --> 00:47:42.599
you want to learn how to lose weight from somebody
979
00:47:42.599 --> 00:47:45.840
who was thirty pounds overweight and then lost weight, Or
980
00:47:45.880 --> 00:47:47.199
do you want to learn how to lose weight from
981
00:47:47.239 --> 00:47:50.639
a supermodel who's never been overweight? I mean, come on, yeah,
982
00:47:50.639 --> 00:47:53.159
it makes a lot of sense. So we're just about
983
00:47:53.199 --> 00:47:55.199
to the end of our time here, Evan, thank you
984
00:47:55.239 --> 00:47:57.800
so much. This has been illuminating. I want to ask you,
985
00:47:58.079 --> 00:47:58.960
as though, something.
986
00:47:58.760 --> 00:48:00.800
About your journey. I have a whole day on scaling,
987
00:48:00.800 --> 00:48:04.400
et cetera. But you've gone from being a solopreneur to
988
00:48:04.440 --> 00:48:08.159
having multiple businesses to managing a team over seventy five.
989
00:48:08.199 --> 00:48:10.679
I think it's set in your bio contractors through which
990
00:48:10.719 --> 00:48:13.960
you run all these businesses. Can you say something about
991
00:48:14.000 --> 00:48:17.880
that journey as we develop ourselves as an entrepreneur, because
992
00:48:17.920 --> 00:48:19.519
I'm sure there's people on our audience who are at
993
00:48:19.599 --> 00:48:22.400
all the different stages on that, whether they're just starting
994
00:48:22.400 --> 00:48:24.360
out or trying to go from six figures to seven
995
00:48:24.440 --> 00:48:26.000
or seven to eight. So I wonder if you could
996
00:48:26.000 --> 00:48:27.800
talk to us a little bit about your journey and
997
00:48:27.840 --> 00:48:30.559
maybe some of the key elements that kept you moving
998
00:48:30.599 --> 00:48:32.880
forward and succeeding on that journey. Yeah.
999
00:48:32.920 --> 00:48:35.920
Sure, yeah, that part of my bio there that probably
1000
00:48:35.960 --> 00:48:39.519
refers to when my core business had that many team members.
1001
00:48:39.840 --> 00:48:42.360
Now I actually have several companies and businesses I've started
1002
00:48:42.360 --> 00:48:44.159
that have different teams that work for them. So I've
1003
00:48:44.159 --> 00:48:47.000
gotten to see this now in lots of different contexts.
1004
00:48:47.360 --> 00:48:50.239
But the key is Michael Gerber wrote a great book
1005
00:48:50.360 --> 00:48:53.559
several years ago called The E Myth. Now it's published
1006
00:48:53.599 --> 00:48:56.239
as The E Myth Revisited, and I recommend to go
1007
00:48:56.280 --> 00:48:58.760
get the original one because it's thinner, and to me,
1008
00:48:58.800 --> 00:49:02.320
it's just better. It's more condensed. And what he said
1009
00:49:02.440 --> 00:49:06.000
is the myth is the entrepreneurial myth, and it's the
1010
00:49:06.079 --> 00:49:10.280
myth that it's mostly entrepreneurs who are starting businesses. And
1011
00:49:10.360 --> 00:49:12.679
it turns out that most of the people who start
1012
00:49:12.719 --> 00:49:17.039
businesses are not really true like hardcore entrepreneurs. Most of
1013
00:49:17.079 --> 00:49:20.639
them are actually what he called technicians who can do
1014
00:49:20.679 --> 00:49:22.599
a particular skill and then they say, hey, I should
1015
00:49:22.639 --> 00:49:25.039
start a business doing this. So the person who can
1016
00:49:25.079 --> 00:49:27.880
clip poodles says, I'm going to start a poodle clipping business,
1017
00:49:27.920 --> 00:49:29.760
you know. Or the person who's you know, a good
1018
00:49:29.840 --> 00:49:31.880
chef says I'm going to start a restaurant, and then
1019
00:49:31.880 --> 00:49:34.440
they get themselves into business and they go, oh, no,
1020
00:49:34.599 --> 00:49:36.599
there's all this other stuff that I have to learn
1021
00:49:36.639 --> 00:49:39.400
how to do. And he says it can almost be
1022
00:49:39.480 --> 00:49:41.440
like a disadvantage if you know how to do the
1023
00:49:41.480 --> 00:49:44.599
work of the business. And what he recommends is and
1024
00:49:44.639 --> 00:49:46.800
I love this mindset. He says, you want to build
1025
00:49:46.960 --> 00:49:51.280
a franchise prototype. So as you make your business, you
1026
00:49:51.360 --> 00:49:54.639
want to build it such that you could franchise it.
1027
00:49:55.000 --> 00:49:58.199
So each time you have a process that's inside your business,
1028
00:49:58.239 --> 00:50:01.400
you want to make a little sop or standard operating procedure.
1029
00:50:01.920 --> 00:50:03.800
This way, if you have to hire another person do it,
1030
00:50:03.840 --> 00:50:06.880
you can train them quickly. You know how your business runs.
1031
00:50:06.920 --> 00:50:09.320
You want to make metrics and dashboards that you can
1032
00:50:09.360 --> 00:50:10.960
look at so you can see how all of the
1033
00:50:10.960 --> 00:50:14.039
different things work. You want to make hiring and recruiting
1034
00:50:14.079 --> 00:50:16.480
and training. You know, you want to do all this stuff.
1035
00:50:16.519 --> 00:50:20.480
So once you do find a product or service that
1036
00:50:20.639 --> 00:50:23.320
works and that you can start scaling. You have a
1037
00:50:23.360 --> 00:50:27.119
different set of puzzles to actually scale the business that
1038
00:50:27.360 --> 00:50:30.679
delivers such thing. But the mindset is a lot of
1039
00:50:30.719 --> 00:50:34.039
other people have done it. Steve Jobs, Okay, he said himself.
1040
00:50:34.039 --> 00:50:36.000
He said, you know the business stuff is not that
1041
00:50:36.199 --> 00:50:38.760
hard to learn. It's not that hard to learn, but
1042
00:50:38.960 --> 00:50:40.880
you do have to go and learn it, and it's
1043
00:50:40.920 --> 00:50:44.599
a different set of skills. And what's really cool now
1044
00:50:44.760 --> 00:50:47.760
is we've got books, we've got classes, we've got courses,
1045
00:50:47.760 --> 00:50:51.039
we've got generative AI. And if you look at each
1046
00:50:51.199 --> 00:50:54.280
of the different dimensions of building a business as another
1047
00:50:54.360 --> 00:50:58.000
personal development opportunity, you can learn so many things and
1048
00:50:58.039 --> 00:51:00.360
it can make your whole life make more sense sense,
1049
00:51:00.559 --> 00:51:03.559
you know. But scaling a business is about taking all
1050
00:51:03.599 --> 00:51:06.559
that stuff you did and then breaking it into different
1051
00:51:06.559 --> 00:51:09.480
specialties that you hire people to do. And what can
1052
00:51:09.519 --> 00:51:11.880
be cool is you want to hire people who are
1053
00:51:11.920 --> 00:51:15.599
better than you at each of those particular roles. And
1054
00:51:15.800 --> 00:51:18.599
right now, you know, kind of my main business where I,
1055
00:51:19.079 --> 00:51:20.559
you know, we're Annie and I my wife and I.
1056
00:51:20.639 --> 00:51:23.239
We teach and we do coaching. We probably have ten
1057
00:51:23.320 --> 00:51:26.599
or twelve people on our core team there, and they're
1058
00:51:26.639 --> 00:51:28.840
all better than me at the things that they do.
1059
00:51:29.280 --> 00:51:31.440
And it's really great to work with people who are
1060
00:51:31.440 --> 00:51:34.639
better than you at those kinds of things. Right, But
1061
00:51:34.719 --> 00:51:37.039
what you're good at is seeing the bigger picture, and
1062
00:51:37.119 --> 00:51:39.719
you become the conductor. You become kind of the orchestrator
1063
00:51:39.880 --> 00:51:42.280
and again it's another whole skill set to learn, but
1064
00:51:42.360 --> 00:51:43.119
it's super cool.
1065
00:51:43.519 --> 00:51:44.880
So Im and I know you have a free, a
1066
00:51:44.960 --> 00:51:47.159
very cool free gift that you're offering to our audience,
1067
00:51:47.199 --> 00:51:48.119
So tell us about that.
1068
00:51:48.480 --> 00:51:51.840
Sure, well, Fleet, because we're talking about entrepreneurship, I want
1069
00:51:51.840 --> 00:51:54.800
to offer all of the entrepreneurs and the budding entrepreneurs
1070
00:51:54.840 --> 00:51:59.320
my study of the core element of entrepreneurship. I noticed
1071
00:51:59.360 --> 00:52:02.159
years ago that all my friends who are really successful
1072
00:52:02.199 --> 00:52:05.639
business people, all the successful entrepreneurs, they had one commonality,
1073
00:52:05.679 --> 00:52:11.440
which is they were great at finding and developing, discovering opportunities.
1074
00:52:12.000 --> 00:52:14.519
They always seem to have lots of opportunity in their life.
1075
00:52:14.559 --> 00:52:18.440
So I made a multi year study of opportunity itself,
1076
00:52:19.239 --> 00:52:22.039
and I studied the mental models for opportunity, how to
1077
00:52:22.039 --> 00:52:24.400
create opportunity, how to develop it, And I wrote a
1078
00:52:24.400 --> 00:52:28.119
book called Opportunity, and I've got some great quotes from
1079
00:52:28.159 --> 00:52:30.239
Larry King and others about it, and I'd love to
1080
00:52:30.320 --> 00:52:33.199
offer the ebook, the digital version of it to your
1081
00:52:33.239 --> 00:52:36.280
audience for free. So anybody who wants it, will make
1082
00:52:36.280 --> 00:52:37.920
sure that you've got a link here to get it,
1083
00:52:38.000 --> 00:52:40.159
and you can just come to our website and we'll
1084
00:52:40.199 --> 00:52:40.920
send that out.
1085
00:52:40.719 --> 00:52:43.280
To you wonderful and that link is right down below,
1086
00:52:43.440 --> 00:52:45.679
so I encourage people to do I'm looking forward to
1087
00:52:45.679 --> 00:52:48.400
reading opportunity myself. Thank you very much. Well, this has
1088
00:52:48.440 --> 00:52:52.519
been incredibly valuable Evan, and you just so exemplify. You know,
1089
00:52:52.599 --> 00:52:56.039
we're talking about mindset today, the learner's mindset, the growth mindset.
1090
00:52:56.159 --> 00:52:58.440
You just modeled that so beautifully. And thank you for
1091
00:52:58.480 --> 00:53:01.159
everything you shared with us, all the value keep bringing
1092
00:53:01.199 --> 00:53:03.599
to the world through all your programs and so forth.
1093
00:53:03.639 --> 00:53:05.199
So thank you for being part of the summit.
1094
00:53:05.440 --> 00:53:06.760
Thanks Fleet, Thanks everyone.
1095
00:53:07.280 --> 00:53:11.159
Thank you for joining me on the Radical Responsibility Podcast. Remember,
1096
00:53:11.239 --> 00:53:13.920
real change happens when we commit to our growth, face
1097
00:53:13.960 --> 00:53:17.559
our challenges with compassion, and stay open to transformation. If
1098
00:53:17.559 --> 00:53:20.840
you found this episode helpful, I encourage you to subscribe
1099
00:53:20.840 --> 00:53:24.199
and help us spread the message of healing and personal empowerment.
1100
00:53:24.280 --> 00:53:27.480
Stay grounded, stay present, and stay true to you. Take
1101
00:53:27.519 --> 00:53:27.760
care