WEBVTT
00:00:00.500 --> 00:00:15.220
This is a part of my story that's a little bit tough to share sometimes, but it's important because it was another one of those things where I had this massive mind shift about how people work and how we lead for them, not for us.
00:00:15.769 --> 00:00:19.649
And, uh, I, I, I got screwed for lack of a better term.
00:00:19.829 --> 00:00:21.269
Um, I did my job.
00:00:21.269 --> 00:00:33.429
I did what was expected of me, surpassed my goals by miles because I started to shift the way it That I help people achieve what they were after and came down to the end of a season.
00:00:33.450 --> 00:00:37.659
We had signed a contract that if I did a certain thing, I would be paid a certain bonus.
00:00:38.134 --> 00:00:41.545
Well, the company I was working for decided they didn't want to pay the bonus.
00:00:41.905 --> 00:00:47.255
They wanted to use my bonus to get me some help because I was working a lot of hours and went, wait a minute.
00:00:47.274 --> 00:00:49.064
I already did this with a lot of hours.
00:00:49.064 --> 00:00:49.984
I earned that bonus.
00:00:49.984 --> 00:00:52.104
If we want to renegotiate, we can certainly do that.
00:00:52.494 --> 00:00:53.634
They said, no, we're going to use it.
00:00:53.634 --> 00:01:00.744
And so long story short, what ended up happening is, Hey, I can't work for you because you broke your word.
00:01:01.115 --> 00:01:03.435
So I'm going to go start my own company.
00:01:04.355 --> 00:01:07.105
And this is a story that you see a lot in a lot of industries.
00:01:07.454 --> 00:01:13.944
And so word to the wise and big warning on mind shifts about how you treat people and how you give your word to people.
00:01:14.415 --> 00:01:17.034
If you don't give your word and keep it.
00:01:17.480 --> 00:01:22.290
You're going to run into situations where you're going to create your competition.
00:01:22.549 --> 00:01:24.349
And that's exactly what happened in this case.
00:01:24.829 --> 00:01:29.500
My whole burning desire was to go beat them as fast as I possibly could.
00:01:29.939 --> 00:01:33.989
And so now I had this thing driving me that, hey, I got screwed.
00:01:34.019 --> 00:01:35.439
I'm going to go start my own thing.
00:01:35.810 --> 00:01:38.980
And not only am I going to do well in that, I'm going to beat you at it.
00:01:39.030 --> 00:01:40.420
And so I was focused on that.
00:01:40.959 --> 00:01:45.180
And because I was focused on that, Um, I went about hiring a group of guys.
00:01:45.219 --> 00:01:46.659
I didn't go after any of their guys.
00:01:46.659 --> 00:01:49.500
I hired my own guys, went after my own thing.
00:01:49.920 --> 00:01:52.239
And the goal was to do 5 million in the first year.
00:01:52.409 --> 00:01:53.689
And we did no problem.
00:01:53.819 --> 00:01:57.700
Then we didn't beat them, but we had a great start to our first year.
00:01:58.310 --> 00:02:00.459
Then it was time to go ahead and go get them.
00:02:00.959 --> 00:02:07.909
And so I decided to go into hiring phase, training phase, bringing on all these people, thinking of that math equation.
00:02:07.909 --> 00:02:11.379
That's important of each person means a certain amount of dollars.
00:02:11.840 --> 00:02:14.590
And, uh, sure enough, we blew away all of our goals.
00:02:14.590 --> 00:02:28.939
We did 22 million that second year because we hired the right amount of people that average the right numbers, set proper expectations, gave good training, and, uh, we achieved the goals that we were after again, this achievement of goals and things like that.
00:02:30.349 --> 00:02:32.569
And that went pretty well for quite some time.
00:02:32.985 --> 00:02:43.895
Uh, about four years, uh, everything was running smooth, going amazing and, uh, I walked in on January 3rd of the year and my partner was with me.
00:02:43.905 --> 00:02:45.395
We didn't have anything going on.
00:02:45.395 --> 00:02:47.324
It was middle of the winter in Minneapolis.
00:02:47.534 --> 00:02:59.435
Most of our offices were, um, pretty, uh, low key at that point in the year and we had walked in and we were going to do some planning session and we grabbed the mail and inside the mail was a bank statement.
00:02:59.844 --> 00:03:01.125
We had never looked at it before.
00:03:01.164 --> 00:03:05.675
We'd never looked at one in almost five years and we decided to open it.
00:03:05.735 --> 00:03:12.504
And as we opened it, we saw the first couple of checks and there was a check for 5, 000 to our bookkeeper's husband.
00:03:12.995 --> 00:03:14.254
I'm like, that's weird.
00:03:14.655 --> 00:03:15.294
What was that for?
00:03:15.294 --> 00:03:16.145
Did we approve that?
00:03:16.245 --> 00:03:16.995
I was like, what's this for?
00:03:16.995 --> 00:03:17.854
I knew they were moving.
00:03:17.854 --> 00:03:21.395
So maybe we had agreed to this moving stipend or something.
00:03:21.935 --> 00:03:24.694
And we went a few more checks and there was another one for 5, 000.
00:03:25.125 --> 00:03:40.435
And then the bells, you know, the spidey senses went off and, uh, we started to look into it and make a long story short over about a three month time span, we figured out that the bookkeeper had pilfered about 585, 000, which was significant.
00:03:40.574 --> 00:03:43.085
We didn't have the money we thought we had.
00:03:43.465 --> 00:03:50.055
Um, and she had done it in a variety of different ways and it wasn't the money that made me so angry.
00:03:50.365 --> 00:03:51.344
It was the why.
00:03:51.784 --> 00:04:00.155
Like I, I, I took you from being a bookkeeper making 50, 000 a year to being a, a small partner in our business making 250, 000.
00:04:00.194 --> 00:04:01.465
Why would you do this to me?
00:04:01.865 --> 00:04:02.965
Why would you do that?
00:04:04.235 --> 00:04:08.014
The next step of that was calling her on the carpet.
00:04:08.254 --> 00:04:10.705
Yes, there was a problem.
00:04:10.715 --> 00:04:15.564
Um, and so she was leaving and it caused a huge fracture in my company.
00:04:16.295 --> 00:04:21.925
A guy that I looked at as like my little brother decided to go into business with her.
00:04:22.680 --> 00:04:23.899
Which completely broke me.
00:04:23.899 --> 00:04:26.379
I mean, it just absolutely shattered everything.
00:04:26.379 --> 00:04:28.060
I'm like, what in the world is happening?
00:04:28.060 --> 00:04:30.959
How can this person steal this kind of money from me after everything I've done?
00:04:31.329 --> 00:04:37.779
How can this guy that I took from delivering pizzas, um, to making a hundred thousand dollars plus a year do this to me?
00:04:38.050 --> 00:04:40.360
How could all these people do this stuff to me?
00:04:40.360 --> 00:04:41.379
And they weren't the first two.
00:04:41.379 --> 00:04:46.079
There were several circumstances like that, um, over that previous year.
00:04:46.360 --> 00:04:49.949
Where it was me asking, how could they be doing this to me?
00:04:51.019 --> 00:04:56.389
And so when something repetitive like that happens, I tend to go, why I start asking those questions.
00:04:56.389 --> 00:04:58.220
And how do I, how do I solve this?
00:04:59.829 --> 00:05:06.939
And as I dug into it more and started to ask why a lot, um, I started to realize it was actually me.
00:05:07.730 --> 00:05:09.709
And this was a massive mind shift for me.
00:05:10.350 --> 00:05:16.040
This thing that everything that we had been doing to achieve the numbers that we were after.
00:05:16.569 --> 00:05:40.995
Was about glorifying me and I didn't realize it until a guy that I looked at as my little brother wanted to be in business with a thief instead of Working with me, that meant I was worse than a thief that I was a human being that wasn't about other human beings, but more about myself.
00:05:43.064 --> 00:05:46.004
So it changed me that day was literally transformational.
00:05:46.074 --> 00:05:55.595
I went from being selfish and all about me to selfless and all about we, how can I serve you better whenever I change to that?
00:05:55.615 --> 00:05:57.045
How could I serve you better?
00:05:57.394 --> 00:06:00.805
The first thing that happened was everybody looked at me like I was insane because I literally like.
00:06:00.975 --> 00:06:03.944
Transformed overnight from being the most, what are you doing for me?
00:06:03.954 --> 00:06:05.074
How many sales are you making?
00:06:05.074 --> 00:06:06.144
How much work did you get done?
00:06:06.144 --> 00:06:08.485
How did you get everything done so we can hit these numbers?
00:06:08.504 --> 00:06:11.925
Everything was about me and where I wanted to see us get to.
00:06:12.694 --> 00:06:15.954
And when I went in and started saying, how do I help you get to where you need to be?
00:06:15.954 --> 00:06:17.845
What can I do to make your job easier?
00:06:18.095 --> 00:06:29.504
We literally changed the purpose statement of our business to we make it easy and not just for our customers or the insurance companies or our vendors, but also for everybody that worked for us.
00:06:30.254 --> 00:06:38.194
And nobody believed me at first because it wasn't who they knew and it wasn't the culture they were used to seeing.
00:06:39.644 --> 00:06:48.464
They literally looked at me like I had horns growing out of my head or something, but through some consistency and being very like, Hey, I want to help you.
00:06:48.464 --> 00:06:49.045
I want to serve you.
00:06:49.045 --> 00:06:51.644
What can I do to help you get to where you want to be in life?
00:06:52.375 --> 00:06:56.004
Um, I started to get some belief in it.
00:06:57.189 --> 00:07:00.279
And people started going, Hey, he really is this new person.
00:07:00.480 --> 00:07:06.110
Now, along the way, a lot of people left because they were used to this other culture and now it was something different.
00:07:06.139 --> 00:07:13.259
They didn't feel right to them for where they were, but the new people that came in, as I was more and more consistent.
00:07:13.910 --> 00:07:24.459
The more they wanted to work for us, the more they wanted to be a part of what we were doing, because we were doing something as much for them as we were for our clients, as we were doing for the business.
00:07:24.959 --> 00:07:35.709
We had this concept that we were a team doing something together that benefited all instead of benefiting an individual or the pride of a human being.
00:07:36.870 --> 00:07:40.889
Whenever that shift happened, our numbers went through the roof.
00:07:41.464 --> 00:07:44.845
It was insane what we were able to accomplish together as a team.
00:07:45.404 --> 00:07:46.785
Our turnover went down.
00:07:47.074 --> 00:07:49.254
We were able to retain people longer.
00:07:49.254 --> 00:07:50.555
We grew better leaders.
00:07:50.555 --> 00:07:52.404
We were able to open new offices.
00:07:52.735 --> 00:07:59.055
We were able to do things that I would never been able to do before because I made it about them instead of me.
00:07:59.055 --> 00:08:00.675
And what's the best thing about all that?
00:08:01.375 --> 00:08:02.605
This is 20 years later.
00:08:02.605 --> 00:08:11.964
Now I see these people that after I shifted to being self listens to the selfish achieving great things.
00:08:12.654 --> 00:08:16.454
Achieving things that they never thought was possible.
00:08:16.464 --> 00:08:19.404
Hitting potential that they didn't even know that they could do.
00:08:20.004 --> 00:08:28.944
That is my proudest moment as a human being, is to see others doing well because I decided to start serving them instead of them serving me.
00:08:29.894 --> 00:08:38.845
I promise you, if you start to make it about your people, your people will make it about your clients and your clients will make it about your business.
00:08:39.595 --> 00:08:42.144
It's not the people making it about your business.
00:08:42.865 --> 00:08:49.625
It's your people making it about your clients, creating an experience that they get to have in your business because you put them first.
00:08:49.634 --> 00:08:52.815
They start putting your clients first, which will put your business first.
00:08:53.965 --> 00:08:54.945
Don't forget that one.
00:08:55.054 --> 00:09:00.595
It's a massive mind shift that when we are able to achieve that as business owners.
00:09:02.455 --> 00:09:11.924
The fulfillment and joy of what you do and the lifestyle that you get to live because of it becomes so much more fulfilling.
00:09:13.370 --> 00:09:21.129
There becomes a purpose to what it is that you do in this life, that every day you have impact on somebody that helps them be a little bit better.
00:09:21.129 --> 00:09:26.799
You cause this ripple effect, not only with them, but everybody they ever come in contact with that.
00:09:27.450 --> 00:09:31.529
It's not about you and your legacy or your legend or any of that kind of stuff.
00:09:31.909 --> 00:09:38.879
It's about your impact is going to impact other people to be better human beings and do right by others.
00:09:39.429 --> 00:09:40.649
It's an amazing feeling.
00:09:40.940 --> 00:09:42.220
I hope you get to feel it too.
00:00:00.500 --> 00:00:15.220
This is a part of my story that's a little bit tough to share sometimes, but it's important because it was another one of those things where I had this massive mind shift about how people work and how we lead for them, not for us.
00:00:15.769 --> 00:00:19.649
And, uh, I, I, I got screwed for lack of a better term.
00:00:19.829 --> 00:00:21.269
Um, I did my job.
00:00:21.269 --> 00:00:33.429
I did what was expected of me, surpassed my goals by miles because I started to shift the way it That I help people achieve what they were after and came down to the end of a season.
00:00:33.450 --> 00:00:37.659
We had signed a contract that if I did a certain thing, I would be paid a certain bonus.
00:00:38.134 --> 00:00:41.545
Well, the company I was working for decided they didn't want to pay the bonus.
00:00:41.905 --> 00:00:47.255
They wanted to use my bonus to get me some help because I was working a lot of hours and went, wait a minute.
00:00:47.274 --> 00:00:49.064
I already did this with a lot of hours.
00:00:49.064 --> 00:00:49.984
I earned that bonus.
00:00:49.984 --> 00:00:52.104
If we want to renegotiate, we can certainly do that.
00:00:52.494 --> 00:00:53.634
They said, no, we're going to use it.
00:00:53.634 --> 00:01:00.744
And so long story short, what ended up happening is, Hey, I can't work for you because you broke your word.
00:01:01.115 --> 00:01:03.435
So I'm going to go start my own company.
00:01:04.355 --> 00:01:07.105
And this is a story that you see a lot in a lot of industries.
00:01:07.454 --> 00:01:13.944
And so word to the wise and big warning on mind shifts about how you treat people and how you give your word to people.
00:01:14.415 --> 00:01:17.034
If you don't give your word and keep it.
00:01:17.480 --> 00:01:22.290
You're going to run into situations where you're going to create your competition.
00:01:22.549 --> 00:01:24.349
And that's exactly what happened in this case.
00:01:24.829 --> 00:01:29.500
My whole burning desire was to go beat them as fast as I possibly could.
00:01:29.939 --> 00:01:33.989
And so now I had this thing driving me that, hey, I got screwed.
00:01:34.019 --> 00:01:35.439
I'm going to go start my own thing.
00:01:35.810 --> 00:01:38.980
And not only am I going to do well in that, I'm going to beat you at it.
00:01:39.030 --> 00:01:40.420
And so I was focused on that.
00:01:40.959 --> 00:01:45.180
And because I was focused on that, Um, I went about hiring a group of guys.
00:01:45.219 --> 00:01:46.659
I didn't go after any of their guys.
00:01:46.659 --> 00:01:49.500
I hired my own guys, went after my own thing.
00:01:49.920 --> 00:01:52.239
And the goal was to do 5 million in the first year.
00:01:52.409 --> 00:01:53.689
And we did no problem.
00:01:53.819 --> 00:01:57.700
Then we didn't beat them, but we had a great start to our first year.
00:01:58.310 --> 00:02:00.459
Then it was time to go ahead and go get them.
00:02:00.959 --> 00:02:07.909
And so I decided to go into hiring phase, training phase, bringing on all these people, thinking of that math equation.
00:02:07.909 --> 00:02:11.379
That's important of each person means a certain amount of dollars.
00:02:11.840 --> 00:02:14.590
And, uh, sure enough, we blew away all of our goals.
00:02:14.590 --> 00:02:28.939
We did 22 million that second year because we hired the right amount of people that average the right numbers, set proper expectations, gave good training, and, uh, we achieved the goals that we were after again, this achievement of goals and things like that.
00:02:30.349 --> 00:02:32.569
And that went pretty well for quite some time.
00:02:32.985 --> 00:02:43.895
Uh, about four years, uh, everything was running smooth, going amazing and, uh, I walked in on January 3rd of the year and my partner was with me.
00:02:43.905 --> 00:02:45.395
We didn't have anything going on.
00:02:45.395 --> 00:02:47.324
It was middle of the winter in Minneapolis.
00:02:47.534 --> 00:02:59.435
Most of our offices were, um, pretty, uh, low key at that point in the year and we had walked in and we were going to do some planning session and we grabbed the mail and inside the mail was a bank statement.
00:02:59.844 --> 00:03:01.125
We had never looked at it before.
00:03:01.164 --> 00:03:05.675
We'd never looked at one in almost five years and we decided to open it.
00:03:05.735 --> 00:03:12.504
And as we opened it, we saw the first couple of checks and there was a check for 5, 000 to our bookkeeper's husband.
00:03:12.995 --> 00:03:14.254
I'm like, that's weird.
00:03:14.655 --> 00:03:15.294
What was that for?
00:03:15.294 --> 00:03:16.145
Did we approve that?
00:03:16.245 --> 00:03:16.995
I was like, what's this for?
00:03:16.995 --> 00:03:17.854
I knew they were moving.
00:03:17.854 --> 00:03:21.395
So maybe we had agreed to this moving stipend or something.
00:03:21.935 --> 00:03:24.694
And we went a few more checks and there was another one for 5, 000.
00:03:25.125 --> 00:03:40.435
And then the bells, you know, the spidey senses went off and, uh, we started to look into it and make a long story short over about a three month time span, we figured out that the bookkeeper had pilfered about 585, 000, which was significant.
00:03:40.574 --> 00:03:43.085
We didn't have the money we thought we had.
00:03:43.465 --> 00:03:50.055
Um, and she had done it in a variety of different ways and it wasn't the money that made me so angry.
00:03:50.365 --> 00:03:51.344
It was the why.
00:03:51.784 --> 00:04:00.155
Like I, I, I took you from being a bookkeeper making 50, 000 a year to being a, a small partner in our business making 250, 000.
00:04:00.194 --> 00:04:01.465
Why would you do this to me?
00:04:01.865 --> 00:04:02.965
Why would you do that?
00:04:04.235 --> 00:04:08.014
The next step of that was calling her on the carpet.
00:04:08.254 --> 00:04:10.705
Yes, there was a problem.
00:04:10.715 --> 00:04:15.564
Um, and so she was leaving and it caused a huge fracture in my company.
00:04:16.295 --> 00:04:21.925
A guy that I looked at as like my little brother decided to go into business with her.
00:04:22.680 --> 00:04:23.899
Which completely broke me.
00:04:23.899 --> 00:04:26.379
I mean, it just absolutely shattered everything.
00:04:26.379 --> 00:04:28.060
I'm like, what in the world is happening?
00:04:28.060 --> 00:04:30.959
How can this person steal this kind of money from me after everything I've done?
00:04:31.329 --> 00:04:37.779
How can this guy that I took from delivering pizzas, um, to making a hundred thousand dollars plus a year do this to me?
00:04:38.050 --> 00:04:40.360
How could all these people do this stuff to me?
00:04:40.360 --> 00:04:41.379
And they weren't the first two.
00:04:41.379 --> 00:04:46.079
There were several circumstances like that, um, over that previous year.
00:04:46.360 --> 00:04:49.949
Where it was me asking, how could they be doing this to me?
00:04:51.019 --> 00:04:56.389
And so when something repetitive like that happens, I tend to go, why I start asking those questions.
00:04:56.389 --> 00:04:58.220
And how do I, how do I solve this?
00:04:59.829 --> 00:05:06.939
And as I dug into it more and started to ask why a lot, um, I started to realize it was actually me.
00:05:07.730 --> 00:05:09.709
And this was a massive mind shift for me.
00:05:10.350 --> 00:05:16.040
This thing that everything that we had been doing to achieve the numbers that we were after.
00:05:16.569 --> 00:05:40.995
Was about glorifying me and I didn't realize it until a guy that I looked at as my little brother wanted to be in business with a thief instead of Working with me, that meant I was worse than a thief that I was a human being that wasn't about other human beings, but more about myself.
00:05:43.064 --> 00:05:46.004
So it changed me that day was literally transformational.
00:05:46.074 --> 00:05:55.595
I went from being selfish and all about me to selfless and all about we, how can I serve you better whenever I change to that?
00:05:55.615 --> 00:05:57.045
How could I serve you better?
00:05:57.394 --> 00:06:00.805
The first thing that happened was everybody looked at me like I was insane because I literally like.
00:06:00.975 --> 00:06:03.944
Transformed overnight from being the most, what are you doing for me?
00:06:03.954 --> 00:06:05.074
How many sales are you making?
00:06:05.074 --> 00:06:06.144
How much work did you get done?
00:06:06.144 --> 00:06:08.485
How did you get everything done so we can hit these numbers?
00:06:08.504 --> 00:06:11.925
Everything was about me and where I wanted to see us get to.
00:06:12.694 --> 00:06:15.954
And when I went in and started saying, how do I help you get to where you need to be?
00:06:15.954 --> 00:06:17.845
What can I do to make your job easier?
00:06:18.095 --> 00:06:29.504
We literally changed the purpose statement of our business to we make it easy and not just for our customers or the insurance companies or our vendors, but also for everybody that worked for us.
00:06:30.254 --> 00:06:38.194
And nobody believed me at first because it wasn't who they knew and it wasn't the culture they were used to seeing.
00:06:39.644 --> 00:06:48.464
They literally looked at me like I had horns growing out of my head or something, but through some consistency and being very like, Hey, I want to help you.
00:06:48.464 --> 00:06:49.045
I want to serve you.
00:06:49.045 --> 00:06:51.644
What can I do to help you get to where you want to be in life?
00:06:52.375 --> 00:06:56.004
Um, I started to get some belief in it.
00:06:57.189 --> 00:07:00.279
And people started going, Hey, he really is this new person.
00:07:00.480 --> 00:07:06.110
Now, along the way, a lot of people left because they were used to this other culture and now it was something different.
00:07:06.139 --> 00:07:13.259
They didn't feel right to them for where they were, but the new people that came in, as I was more and more consistent.
00:07:13.910 --> 00:07:24.459
The more they wanted to work for us, the more they wanted to be a part of what we were doing, because we were doing something as much for them as we were for our clients, as we were doing for the business.
00:07:24.959 --> 00:07:35.709
We had this concept that we were a team doing something together that benefited all instead of benefiting an individual or the pride of a human being.
00:07:36.870 --> 00:07:40.889
Whenever that shift happened, our numbers went through the roof.
00:07:41.464 --> 00:07:44.845
It was insane what we were able to accomplish together as a team.
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Our turnover went down.
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We were able to retain people longer.
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We grew better leaders.
00:07:50.555 --> 00:07:52.404
We were able to open new offices.
00:07:52.735 --> 00:07:59.055
We were able to do things that I would never been able to do before because I made it about them instead of me.
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And what's the best thing about all that?
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This is 20 years later.
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Now I see these people that after I shifted to being self listens to the selfish achieving great things.
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Achieving things that they never thought was possible.
00:08:16.464 --> 00:08:19.404
Hitting potential that they didn't even know that they could do.
00:08:20.004 --> 00:08:28.944
That is my proudest moment as a human being, is to see others doing well because I decided to start serving them instead of them serving me.
00:08:29.894 --> 00:08:38.845
I promise you, if you start to make it about your people, your people will make it about your clients and your clients will make it about your business.
00:08:39.595 --> 00:08:42.144
It's not the people making it about your business.
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It's your people making it about your clients, creating an experience that they get to have in your business because you put them first.
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They start putting your clients first, which will put your business first.
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Don't forget that one.
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It's a massive mind shift that when we are able to achieve that as business owners.
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The fulfillment and joy of what you do and the lifestyle that you get to live because of it becomes so much more fulfilling.
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There becomes a purpose to what it is that you do in this life, that every day you have impact on somebody that helps them be a little bit better.
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You cause this ripple effect, not only with them, but everybody they ever come in contact with that.
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It's not about you and your legacy or your legend or any of that kind of stuff.
00:09:31.909 --> 00:09:38.879
It's about your impact is going to impact other people to be better human beings and do right by others.
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It's an amazing feeling.
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I hope you get to feel it too.
