התמלול המלא של 31 Degrees

--> 00:04:00.949 We're asking, how do you know whether you need more 79 00:04:01.009 --> 00:04:03.830 time or whether you need a different plan? 80 00:04:05.469 --> 00:04:10.699 I think, you know, I think driven people have a 81 00:04:10.780 --> 00:04:13.639 really hard time with that invisible progress sometimes. 82 00:04:15.280 --> 00:04:20.579 Yeah. Because we're scorekeepers. Yeah. We want proof. Scale moved. 83 00:04:21.300 --> 00:04:27.560 Revenue went up. Leads have increased. Investment paid off. Employee 84 00:04:27.600 --> 00:04:31.360 got better. My body changed. Something. We're looking for the 85 00:04:31.420 --> 00:04:32.480 needle to move. Yeah. 86 00:04:32.540 --> 00:04:35.610 And if the scorecard is not changing, then we start 87 00:04:35.670 --> 00:04:36.350 messing with things. 88 00:04:37.730 --> 00:04:39.290 Again, autobiographical. 89 00:04:39.569 --> 00:04:39.709 You. 90 00:04:40.279 --> 00:04:41.709 Never. Shut up. 91 00:04:43.180 --> 00:04:47.300 But yes, there have absolutely been times where I haven't 92 00:04:47.339 --> 00:04:50.519 given something long enough to work. And I think part 93 00:04:50.540 --> 00:04:55.029 of that comes from being very capable. Because if something 94 00:04:55.110 --> 00:04:59.569 isn't working, my brain immediately goes, okay, fix it. Which 95 00:04:59.790 --> 00:05:03.050 it sounds like a good quality until you're fixing something 96 00:05:03.069 --> 00:05:07.990 that actually isn't broken. One of my coaching mantras is 97 00:05:08.069 --> 00:05:11.730 no sudden movements. Guys, if you're listening, you hear me 98 00:05:11.769 --> 00:05:15.220 say it all, no sudden movements. I had a client 99 00:05:15.259 --> 00:05:19.759 who was doing everything we agreed on, but the scale 100 00:05:19.980 --> 00:05:25.670 wasn't moving fast enough for her liking. So immediately, should 101 00:05:25.689 --> 00:05:28.610 we cut calories? I should do more cardio. Should we 102 00:05:28.629 --> 00:05:33.029 change my macros? Nope. No sudden movements. Because if we 103 00:05:33.089 --> 00:05:36.899 change five things, every time the scale pisses us off, 104 00:05:37.040 --> 00:05:42.379 we never actually learn what is working. We stayed the course, 105 00:05:43.139 --> 00:05:46.589 watched the data, and gave her body time to respond. 106 00:05:47.029 --> 00:05:50.009 And I've seen that happen so many times where someone 107 00:05:50.110 --> 00:05:53.360 changes multiple things. It's okay to change some things, but 108 00:05:53.379 --> 00:05:56.829 they change multiple things Because they aren't seeing it working 109 00:05:57.149 --> 00:05:59.069 the way they want it to. And when they do that, 110 00:05:59.110 --> 00:06:01.930 they can never pinpoint what actually, what changed, what helped 111 00:06:01.970 --> 00:06:04.769 them and what didn't help them because they just don't 112 00:06:04.790 --> 00:06:05.750 have accurate data. 113 00:06:07.189 --> 00:06:11.699 That's a really important distinction. Was

it not working or 114 00:06:11.740 --> 00:06:15.360 was she just uncomfortable? Because those aren't the same thing. 115 00:06:16.839 --> 00:06:21.269 Sometimes high performers mistake discomfort for bad feedback. 116 00:06:21.850 --> 00:06:24.089 Investing is the same thing. You can't look at something 117 00:06:24.410 --> 00:06:27.439 every five minutes and decide whether that strategy works. You 118 00:06:27.449 --> 00:06:28.060 just can't do that. 119 00:06:30.040 --> 00:06:31.439 This is where you're better than me. 120 00:06:31.860 --> 00:06:32.379 In some things. 121 00:06:32.939 --> 00:06:33.939 Let's not get carried away. 122 00:06:34.759 --> 00:06:38.319 You know, but I will tell you my entire business 123 00:06:38.360 --> 00:06:40.579 model and you may not be in real estate. You 124 00:06:40.620 --> 00:06:43.379 may not be interested in real estate, but listen to this. 125 00:06:43.399 --> 00:06:47.519 My entire business model is built around that principle. Because 126 00:06:47.660 --> 00:06:49.639 I looked at everything in real estate before I started 127 00:06:49.660 --> 00:06:52.279 in real estate. And I looked at single family homes. 128 00:06:52.319 --> 00:06:53.870 I looked at duplexes. I could have done all of it. 129 00:06:54.259 --> 00:06:56.540 And I'll tell you right now, they would pay off 130 00:06:56.620 --> 00:07:00.420 much quicker than what I do. Way quicker. But instead, 131 00:07:00.439 --> 00:07:03.579 I'm doing what you just said. I'm playing the long game, 132 00:07:03.860 --> 00:07:07.579 which is not always comfortable in the short term. It 133 00:07:07.620 --> 00:07:10.319 just isn't. And let me explain a little bit more. 134 00:07:10.360 --> 00:07:15.569 So most people don't know, anyone listening, they probably have 135 00:07:15.589 --> 00:07:19.670 no clue that I don't make any money on real estate. 136 00:07:20.170 --> 00:07:22.439 for at least three years after we've closed on that 137 00:07:22.480 --> 00:07:26.139 apartment complex. Now, my investors, they make money every single quarter, 138 00:07:26.860 --> 00:07:29.040 but I don't start making any money until they hit 139 00:07:29.079 --> 00:07:32.120 a certain level, which is good. That's what you want 140 00:07:32.180 --> 00:07:35.279 as an investor. You want the person in charge to 141 00:07:35.860 --> 00:07:38.980 have to make you money before they get paid. But 142 00:07:39.000 --> 00:07:41.720 it's just like the ice cube example. It's exactly what 143 00:07:41.740 --> 00:07:45.819 you just said. It takes time to get things that 144 00:07:45.860 --> 00:07:48.800 you really want that are the big payoff. And I 145 00:07:48.839 --> 00:07:50.899 have to be patient. I have to trust this process 146 00:07:50.920 --> 00:07:53.449 that it's going to take three plus years because I'm 147 00:07:53.509 --> 00:07:56.970 essentially working for free for three years before I start 148 00:07:57.009 --> 00:08:00.009 making anything. And I think that is the definition of 149 00:08:00.069 --> 00:08:03.029 that ice cube example and that of patience. And that's 150 00:08:03.069 --> 00:08:05.529 what I, I'm trying to hope everyone here is that 151 00:08:05.569 --> 00:08:07.500 sometimes you just don't get that immediate payoff and you 152 00:08:07.519 --> 00:08:08.620 don't see the results right away. 153 00:08:08.879 --> 00:08:10.680 I think you have to know that going in as well. 154 00:08:10.740 --> 00:08:10.920 Yes. 155 00:08:11.040 --> 00:08:15.639 Like you're playing the long game. So how do you 156 00:08:15.680 --> 00:08:20.959 decide that? Whether you're patiently waiting or you're just being stubborn. 157 00:08:22.920 --> 00:08:24.500 In this example, I know the numbers and I have 158 00:08:24.540 --> 00:08:28.019 faith in my team. That's different than I have faith 159 00:08:28.060 --> 00:08:29.670 in the result. I have faith in the team and 160 00:08:29.709 --> 00:08:31.810 I know the numbers and the projections. So I'm good. 161 00:08:32.029 --> 00:08:33.570 And I think you can look at anything in life 162 00:08:33.610 --> 00:08:37.029 like that. Are you being stubborn or are you patiently waiting? 163 00:08:38.909 --> 00:08:41.549 I want to take fitness as an example. Sorry, I 164 00:08:41.549 --> 00:08:43.710 have something in my eye. I want to take fitness 165 00:08:43.750 --> 00:08:47.029 as an example. Because this happens, I mean, obviously this 166 00:08:47.070 --> 00:08:47.950 happens constantly. 167 00:08:47.970 --> 00:08:49.450 That's a great parlay from what I just said. 168 00:08:49.470 --> 00:08:53.950 Yeah. Someone starts eating better. Protein is up. They're lifting. 169 00:08:53.970 --> 00:08:58.340 They're getting their steps. They're sleeping more. They're consistent for 170 00:08:59.899 --> 00:09:03.320 nine days. And then nothing's happening. 171 00:09:03.539 --> 00:09:04.220 A whole nine days. 172 00:09:04.539 --> 00:09:10.139 Nine whole fucking days. A lifetime. Sometimes what their body 173 00:09:10.230 --> 00:09:11.889 needs is one more degree. 174 00:09:12.870 --> 00:09:14.710 And you, yeah, and you probably, it's the same thing 175 00:09:14.750 --> 00:09:15.210 at the scale. 176 00:09:16.029 --> 00:09:20.070 All the time, yeah. Yeah. Because someone may actually be improving. 177 00:09:21.049 --> 00:09:26.240 They're holding more glycogen. Inflammation is changing. Digestion is changing. 178 00:09:26.679 --> 00:09:31.360 They're building strength. Measurements may be starting to move. Their 179 00:09:31.399 --> 00:09:36.210 behaviors are absolutely improving. But they're looking at one outcome. 180 00:09:37.269 --> 00:09:37.529 Weight. 181 00:09:38.529 --> 00:09:42.330 And because... That one thing hasn't rewarded them yet. They 182 00:09:42.370 --> 00:09:47.649 assume it's not working. That's dangerous because you can abandon 183 00:09:47.669 --> 00:09:51.120 the behaviors that would have eventually created the results. 184 00:09:51.120 --> 00:09:53.789 And I hope

everyone's tying my real estate story to 185 00:09:53.789 --> 00:09:55.789 what she just said. That's that's what we're trying to 186 00:09:55.809 --> 00:09:59.950 do on, on two different scales. It's about trust and 187 00:09:59.990 --> 00:10:01.870 knowing the numbers and the data and, and what would 188 00:10:01.889 --> 00:10:05.029 have happened if she would have stopped at 31 degrees? 189 00:10:06.200 --> 00:10:07.320 What would happen when someone does that? 190 00:10:07.500 --> 00:10:10.159 She would have started over. And that's what a lot 191 00:10:10.179 --> 00:10:14.529 of people call being stuck. They're not actually stuck. They're 192 00:10:14.570 --> 00:10:17.809 repeatedly restarting the heating process. Yeah. 193 00:10:17.909 --> 00:10:19.549 And business is the exact same way for all you 194 00:10:19.580 --> 00:10:22.100 business owners. You launch something and three people buy it. 195 00:10:22.899 --> 00:10:24.879 Instead of looking at what worked, you say, well, fuck, 196 00:10:24.899 --> 00:10:26.600 I got to change this offer. This offer sucks. 197 00:10:27.580 --> 00:10:27.960 Been there. 198 00:10:28.620 --> 00:10:32.139 Yeah. And then you launch another offer and another audience 199 00:10:32.179 --> 00:10:34.759 and another product and another strategy and nothing is ever, 200 00:10:35.960 --> 00:10:39.860 you never do anything long enough with repetition to become good. 201 00:10:40.580 --> 00:10:42.080 It takes time. That's huge. 202 00:10:42.100 --> 00:10:46.519 That's huge. Because now we're talking about another kind of compounding. 203 00:10:46.639 --> 00:10:46.799 Yep. 204 00:10:47.159 --> 00:10:50.840 You never get better at something you're constantly replacing. 205 00:10:52.120 --> 00:10:54.080 But let's, and I kind of hit it on this earlier. 206 00:10:54.120 --> 00:10:57.460 Let's go to the obvious pushback because someone listening may 207 00:10:57.480 --> 00:11:00.019 be thinking, so am I just supposed to keep doing 208 00:11:00.059 --> 00:11:01.980 something even though it isn't working? And the answer is no, 209 00:11:02.139 --> 00:11:04.250 absolutely not. That is not what you're supposed to do. 210 00:11:04.659 --> 00:11:10.710 And I think that's really a simple distinction. Before you 211 00:11:10.730 --> 00:11:12.570 change the plan, you've got to ask a couple of things. 212 00:11:12.610 --> 00:11:14.070 And we've hit on this already a couple of times. 213 00:11:14.110 --> 00:11:16.509 Do you have enough data yet to know that this 214 00:11:16.549 --> 00:11:19.049 plan is wrong or it's not working? Or do you 215 00:11:19.070 --> 00:11:21.289 just not have the result yet? Let me repeat that. 216 00:11:22.149 --> 00:11:25.539 Anything you're doing right now, do you have the data 217 00:11:25.960 --> 00:11:27.460 to tell you this is the wrong plan or you 218 00:11:27.500 --> 00:11:29.980 just don't have the result? Think about what you're doing 219 00:11:30.039 --> 00:11:32.919 right now and see which one

of those falls into it. 220 00:11:33.590 --> 00:11:34.809 Those are completely different. 221 00:11:34.870 --> 00:11:35.090 Yes. 222 00:11:36.470 --> 00:11:40.919 No result yet. Doesn't automatically mean no process. 223 00:11:41.080 --> 00:11:45.220 Exactly. Let's give another example of that. This is so important. Oh, 224 00:11:45.259 --> 00:11:47.080 fat loss. Yes. 225 00:11:47.139 --> 00:11:49.799 Not even scale, fat loss. You want to talk about 226 00:11:49.840 --> 00:11:54.730 the long game? Holy shit. You've been following the plan 227 00:11:54.750 --> 00:11:59.389 for four weeks. Weight hasn't changed. Okay. Let's look deeper. 228 00:11:59.950 --> 00:12:03.870 Are you actually following the calories and the breakout that 229 00:12:03.950 --> 00:12:08.169 your coach wants you to do? Are you hitting your protein? 230 00:12:08.370 --> 00:12:11.909 Are you walking? Are you lifting? Are you lifting heavy enough? 231 00:12:12.950 --> 00:12:16.539 Are you lifting heavy enough to actually create change to 232 00:12:16.700 --> 00:12:22.799 shift lean muscle? Are your measurements changing? Is strength increasing? 233 00:12:23.179 --> 00:12:27.460 How's your digestion? How's your sleep? What's happening with your hormones? 234 00:12:28.659 --> 00:12:31.629 What's happening with all of that? Now we actually have 235 00:12:31.669 --> 00:12:37.049 feedback and I like data. These watches are so vital. 236 00:12:37.490 --> 00:12:39.330 Not because I want you to count your steps. It's 237 00:12:39.350 --> 00:12:43.149 because it gives me consistent data 24-7. I can identify 238 00:12:43.190 --> 00:12:46.629 immediately what the problem is. And if you're doing 50% 239 00:12:46.629 --> 00:12:48.860 of the plan, we don't need a new plan. 240 00:12:49.340 --> 00:12:50.620 We need you to do the plan. 241 00:12:50.980 --> 00:12:55.000 Fair. Correct. But if compliance is high, like 80 to 90%, 242 00:12:55.000 --> 00:13:01.340 notice I did not say 100%. If you're at 80%, 243 00:13:01.960 --> 00:13:06.000 we've given an appropriate amount of time and the actual 244 00:13:06.159 --> 00:13:09.980 data says we're not moving, then we adjust. Yeah. 245 00:13:10.059 --> 00:13:13.490 So basically you don't adjust and change because of emotion. 246 00:13:14.110 --> 00:13:15.490 You change because of that feedback. 247 00:13:16.070 --> 00:13:17.830 Yeah. That's the whole fucking episode. 248 00:13:18.049 --> 00:13:18.230 Yeah. 249 00:13:18.769 --> 00:13:19.570 That's it. Wrap. 250 00:13:20.269 --> 00:13:21.750 You know what though is really strange. I got to 251 00:13:21.769 --> 00:13:27.480 throw this in. We have disagreed about We've had disagreements 252 00:13:27.519 --> 00:13:30.009 in business, but we've disagreed about one thing over and 253 00:13:30.169 --> 00:13:32.129 over and over, and we continue to disagree about it. 254 00:13:32.769 --> 00:13:36.309 And anyone that knows me, I am the most data-driven 255 00:13:36.389 --> 00:13:37.330 person you've ever found.

256 00:13:38.169 --> 00:13:39.909 That is an understatement. 257 00:13:40.710 --> 00:13:43.659 Yeah, but for some reason it comes to the opposite 258 00:13:43.700 --> 00:13:48.259 when it comes to us hiring an agency, an ad agency, 259 00:13:48.279 --> 00:13:51.080 and we always disagree on this. Every time we've hired them, 260 00:13:52.580 --> 00:13:54.779 we give them sufficient time. We do all the right things. 261 00:13:55.370 --> 00:13:58.409 And then you come to me with the data and say, Hey, 262 00:13:58.429 --> 00:14:01.169 we've done everything they've said. The data is here. It's 263 00:14:01.190 --> 00:14:03.450 not working. We need to make a change. And what 264 00:14:03.470 --> 00:14:05.730 do I do every time I go with my emotion? 265 00:14:05.750 --> 00:14:07.470 I say, we got to give it more time. And 266 00:14:07.509 --> 00:14:10.809 in those instances, you've always given the data and I 267 00:14:10.830 --> 00:14:12.870 always push back and I'll give you the punchline. The 268 00:14:12.889 --> 00:14:14.450 end of the story is, is I'm always fucking wrong 269 00:14:14.669 --> 00:14:17.149 every time on that with that one disagreement. And I just, 270 00:14:17.230 --> 00:14:19.490 I still haven't learned. And then I had to go 271 00:14:19.529 --> 00:14:19.889 tell Jen. 272 00:14:19.929 --> 00:14:20.070 Yep. 273 00:14:20.230 --> 00:14:21.429 I was wrong every damn time. 274 00:14:22.789 --> 00:14:24.789 I do appreciate you calling yourself out there. Yeah. 275 00:14:25.070 --> 00:14:27.009 It's just weird because that is not how I operate. 276 00:14:27.070 --> 00:14:28.870 It's just with ad agencies. 277 00:14:30.049 --> 00:14:31.809 I'd like to recognize that I'm right. 278 00:14:32.549 --> 00:14:34.690 Yes, we're recognizing it. It's on air here. 279 00:14:34.789 --> 00:14:36.029 Let's say it again. Yeah, I know. 280 00:14:36.090 --> 00:14:36.830 I just said it enough. 281 00:14:36.889 --> 00:14:42.210 Say it slower and deeper. But there's other areas where 282 00:14:42.309 --> 00:14:46.450 I think we have to call ourselves out because there 283 00:14:46.490 --> 00:14:50.149 are absolutely things in our lives where we have quit 284 00:14:50.330 --> 00:14:50.919 where we were at 31. 285 00:14:50.909 --> 00:14:52.409 Oh, yeah, exactly. Exactly. 286 00:14:53.490 --> 00:14:55.690 Something might've worked if we'd stayed with it longer and 287 00:14:55.730 --> 00:14:57.929 we'll never really know. So I want to put you 288 00:14:57.950 --> 00:15:00.690 on the spot. What's one thing you think we stopped 289 00:15:00.789 --> 00:15:01.330 too soon? 290 00:15:01.350 --> 00:15:06.370 Uh, for me personally, or we, me personally, my baseball career, 291 00:15:06.470 --> 00:15:08.610 but I don't think anyone wants to hear about that. Um, 292 00:15:08.710 --> 00:15:12.090 example for we, you would have looked really good pants. 293 00:15:13.669 --> 00:15:14.649 I think we stopped. 294 00:15:14.789 --> 00:15:15.549 Get those pants though. 295 00:15:18.009 --> 00:15:23.320 Can't be serious. Uh, I, I think we have stopped. 296 00:15:23.850 --> 00:15:27.409 a little shy with our consulting and coaching area. And 297 00:15:28.909 --> 00:15:31.029 just so everyone knows in the past, Jen and I 298 00:15:31.090 --> 00:15:35.169 have been hired as coaches or consultants for businesses. And 299 00:15:35.190 --> 00:15:37.950 this isn't something we advertise. This isn't something we went after. 300 00:15:38.190 --> 00:15:39.120 It's just, it's happening. 301 00:15:39.340 --> 00:15:40.360 It was very organic. 302 00:15:40.399 --> 00:15:44.460 We had people reach out to us and it's, let 303 00:15:44.480 --> 00:15:46.240 me start by saying, I freaking love doing that. I 304 00:15:46.340 --> 00:15:48.600 love working with other business owners and I love doing that. 305 00:15:48.620 --> 00:15:50.000 And I mean, I wouldn't do it for free, but 306 00:15:50.019 --> 00:15:51.139 it is something I do love. 307 00:15:52.110 --> 00:15:53.970 Did you see my eyes just got really big when 308 00:15:54.009 --> 00:15:55.110 you said no? 309 00:15:55.129 --> 00:15:57.490 Well, because I do a lot of calls where I 310 00:15:57.529 --> 00:16:00.000 do talk to people and I share our failures and 311 00:16:00.009 --> 00:16:03.460 our successes and, you know, there's no money exchange. I 312 00:16:03.480 --> 00:16:05.879 just don't want to help people. But for me, I 313 00:16:05.980 --> 00:16:08.480 think in this example, I probably should have been a 314 00:16:08.480 --> 00:16:10.259 little bit more picky on some of the first people 315 00:16:10.299 --> 00:16:14.679 that I started coaching in that area. I think. 316 00:16:15.070 --> 00:16:16.049 Yes, you should have. 317 00:16:16.370 --> 00:16:18.070 I think they wrote a check and thought that just 318 00:16:18.090 --> 00:16:19.830 because they wrote the check, everything was going to happen. 319 00:16:19.889 --> 00:16:21.970 And That's just not the case. That's not the way 320 00:16:22.009 --> 00:16:24.570 it works. You know, when I can give them the frameworks, 321 00:16:24.669 --> 00:16:26.570 I can, I can, I can hold their hand and 322 00:16:26.610 --> 00:16:28.690 I can teach them everything, but I, they still have 323 00:16:28.710 --> 00:16:32.429 to do the work. And I think they get to that. 324 00:16:33.049 --> 00:16:35.149 I think we've got to that 31 degrees because we 325 00:16:35.210 --> 00:16:39.389 have that unintentionally that business built out, but I can't 326 00:16:39.450 --> 00:16:41.580 want it more than the other person wants it. So 327 00:16:41.720 --> 00:16:43.840 I think that's probably where I stopped at that 31. 328 00:16:43.840 --> 00:16:45.779 I think we could have a very successful career in that, 329 00:16:45.840 --> 00:16:48.820 but it just hasn't happened. Haven't chased it, haven't pursued it. 330 00:16:49.659 --> 00:16:50.659 Why do you think you stopped? 331 00:16:52.039 --> 00:16:54.480 I get impatient. I go back to, I, I, I 332

00:16:54.580 --> 00:16:56.659 wanted their success more than they wanted it. And I, 333 00:16:56.799 --> 00:16:58.720 and we've talked about in the previous podcast, that's one 334 00:16:58.740 --> 00:17:00.039 of the things that I had to wrap my head 335 00:17:00.080 --> 00:17:02.700 around is I can't want something more than someone else 336 00:17:02.740 --> 00:17:05.420 wants it. If they want it, then man, let's freaking go. 337 00:17:05.500 --> 00:17:07.779 Let's hold hands and let's, let's, let's rock. But I 338 00:17:07.799 --> 00:17:09.140 just haven't found that, that client yet. 339 00:17:09.420 --> 00:17:13.759 Okay. Now the opposite. What's something you're incredibly grateful. We 340 00:17:13.900 --> 00:17:17.369 did stay with long enough for it to work. Yeah. 341 00:17:18.609 --> 00:17:19.890 So many things. I don't know how I couldn't start 342 00:17:19.930 --> 00:17:21.230 with marriage. That'd be the first one. 343 00:17:21.269 --> 00:17:21.509 Yeah. 344 00:17:21.670 --> 00:17:22.470 Oh, that was mine too. 345 00:17:22.569 --> 00:17:26.779 Yeah. You know, our business, my fitness was a big one. And, 346 00:17:27.640 --> 00:17:31.539 you know, I don't know. I mean, I think pre-COVID 347 00:17:31.599 --> 00:17:34.380 and even during COVID, you and I and our businesses 348 00:17:34.420 --> 00:17:36.559 and everything else could have folded in every area. It 349 00:17:36.579 --> 00:17:38.359 just could have. And I don't think anyone would have 350 00:17:38.380 --> 00:17:42.250 blamed us if they knew everything was going on. Every 351 00:17:42.309 --> 00:17:45.430 area of our life was sideways from health to business 352 00:17:45.450 --> 00:17:45.890 and marriage. 353 00:17:46.029 --> 00:17:48.029 It was upside down and fucking twisted. Yeah. 354 00:17:48.279 --> 00:17:50.420 And parenting too. I mean, I think all that stuff. And, 355 00:17:50.440 --> 00:17:53.000 you know, we both committed to each other during that 356 00:17:53.059 --> 00:17:55.660 time and we committed to getting better every day. And 357 00:17:55.680 --> 00:17:58.920 it was just one step every day, not leaps and bounds, 358 00:17:59.140 --> 00:18:00.900 one step, look at the data, where are we at? 359 00:18:00.940 --> 00:18:02.019 What do we need to change? What do we need 360 00:18:02.039 --> 00:18:04.309 to adjust? And I just can't imagine where we would 361 00:18:04.349 --> 00:18:08.730 be if we hadn't made those commitments and then brought 362 00:18:08.769 --> 00:18:09.349 in coaches. 363 00:18:10.490 --> 00:18:11.829 And those recommitments. 364 00:18:11.869 --> 00:18:13.710 Yes, those coaches. Because I'll go back to what I 365 00:18:13.750 --> 00:18:17.529 said earlier about wanting it more than the other person. 366 00:18:17.900 --> 00:18:21.480 And in that instance, you wanted it as bad as 367 00:18:21.559 --> 00:18:23.740 I wanted it. Our kids wanted it as bad as 368 00:18:23.799 --> 00:18:25.339 we wanted it. And if you're in a relationship, you 369 00:18:25.400 --> 00:18:28.160 both have to want that. If you're trying to lose weight, 370 00:18:28.180 --> 00:18:30.240 you have to want that. You have to be committed. 371 00:18:30.269 --> 00:18:32.289 If you're starting a business, you have to be committed. 372 00:18:32.630 --> 00:18:34.890 And when I say committed and wanted, I'm not saying 373 00:18:35.009 --> 00:18:38.549 sort of wanted. You have to be all in. And 374 00:18:38.609 --> 00:18:42.930 that is what I would say. Those things is where 375 00:18:42.970 --> 00:18:45.690 we could have stopped short. And we didn't. And we 376 00:18:45.730 --> 00:18:47.809 got past that 32 degrees. And that's where we're at today. 377 00:18:47.829 --> 00:18:48.410 Yeah. 378 00:18:48.750 --> 00:18:49.430 Great question, though. 379 00:18:49.450 --> 00:18:54.089 Yeah. I would say the same for my answer. That 380 00:18:55.289 --> 00:18:58.289 immediate investing in us. 381 00:18:59.430 --> 00:19:01.630 Yeah. Just you can never go wrong when you invest 382 00:19:01.690 --> 00:19:05.150 in yourself, no matter what it is. Even if it's failure, 383 00:19:05.210 --> 00:19:06.630 it's still a win if you invest in yourself. 384 00:19:07.869 --> 00:19:12.650 That first mindset check was big. There were a few 385 00:19:12.670 --> 00:19:13.380 zeros on it. 386 00:19:14.420 --> 00:19:15.960 When she says check, she's talking about the check we 387 00:19:15.980 --> 00:19:16.259 had to write. 388 00:19:16.279 --> 00:19:16.740 The check. 389 00:19:16.779 --> 00:19:17.460 Yeah. 390 00:19:17.640 --> 00:19:21.609 Honestly, at the time, it felt like a massive fucking, 391 00:19:21.670 --> 00:19:23.529 like we had only met William once. 392 00:19:23.549 --> 00:19:24.029 Yeah. 393 00:19:24.869 --> 00:19:27.430 On a Zoom call for 15 minutes. And I just, 394 00:19:27.670 --> 00:19:32.279 there was such overwhelming peace. And I looked at you 395 00:19:32.319 --> 00:19:35.599 and I said, well, it's the most expensive therapy we've 396 00:19:35.640 --> 00:19:36.759 ever had. It better work. 397 00:19:37.980 --> 00:19:38.400 Big gamble. 398 00:19:38.420 --> 00:19:39.660 It was a big gamble. 399 00:19:39.680 --> 00:19:39.759 Yeah. 400 00:19:40.509 --> 00:19:43.519 We were spending money on ourselves when there was absolutely 401 00:19:43.539 --> 00:19:47.470 no guarantee anything was going to change. But we both 402 00:19:47.630 --> 00:19:52.579 were ready to change ourselves. and our relationship. We were 403 00:19:52.619 --> 00:19:55.940 both ready. And it was not overnight. But it gave 404 00:19:56.000 --> 00:20:01.799 us something we desperately needed. Momentum. And it shifted what 405 00:20:01.839 --> 00:20:05.299 we believed was possible for ourselves and our marriage. And 406 00:20:05.319 --> 00:20:09.910 we made another change and another. Looking back, that one decision... 407 00:20:10.109 --> 00:20:14.430 was really the catalyst for so much of what came after. 408 00:20:14.450 --> 00:20:19.029 So yeah, I'm incredibly

grateful we stayed the course and 409 00:20:19.049 --> 00:20:24.349 invested in us long enough to become completely different people together. 410 00:20:24.369 --> 00:20:31.430 So I want to shift. There's another reason 31 degrees matters. 411 00:20:32.710 --> 00:20:35.609 The version of you doing the work at 25 degrees 412 00:20:36.049 --> 00:20:40.470 isn't the same version of you who gets to 32. 413 00:20:40.640 --> 00:20:43.859 Something has happened to you during those seven degrees. 414 00:20:43.900 --> 00:20:45.799 You know, you said you want to transition. Was that 415 00:20:45.819 --> 00:20:47.799 what you said? Or shift? I don't think that's a 416 00:20:47.859 --> 00:20:50.480 shift at all. What you said is exactly what we 417 00:20:50.500 --> 00:20:54.240 were going through. We were not the same people at 25, 26, 27, 28, 29, 31. 418 00:20:54.240 --> 00:21:00.579 I think that, I think what you're saying, keep going. 419 00:21:00.599 --> 00:21:01.980 Cause what you're saying is right in line in the 420 00:21:02.029 --> 00:21:02.980 story we just talked about. 421 00:21:03.049 --> 00:21:07.250 Absolutely. We got better. We learned things. We created discipline, 422 00:21:08.509 --> 00:21:14.450 developed skills. gathered data, learned what not to do. Maybe 423 00:21:14.490 --> 00:21:18.650 the visible breakthrough happened at 32, but 32 does not 424 00:21:18.710 --> 00:21:20.559 exist without 25 to 31. 425 00:21:20.559 --> 00:21:23.119 I want to go back to that in a minute. 426 00:21:23.579 --> 00:21:25.640 Don't let me forget that. But this is where I 427 00:21:25.680 --> 00:21:31.009 think people accidentally dismiss huge parts of their life. Well, 428 00:21:31.029 --> 00:21:32.990 that business didn't work. Maybe. 429 00:21:33.210 --> 00:21:33.630 Maybe. 430 00:21:33.769 --> 00:21:34.049 Maybe. 431 00:21:34.069 --> 00:21:36.769 But what did it teach you on that next step? 432 00:21:37.690 --> 00:21:38.710 Possible opportunity. 433 00:21:38.730 --> 00:21:41.210 Oh god, I would not be the trainer. I am 434 00:21:41.309 --> 00:21:45.089 without that failed yoga studio I would not have any 435 00:21:45.130 --> 00:21:46.190 of the knowledge I have. 436 00:21:46.230 --> 00:21:50.750 Yeah or maybe you know You learned something if you're 437 00:21:50.789 --> 00:21:52.130 in a fat loss phase and it didn't go the 438 00:21:52.150 --> 00:21:53.869 way you wanted Maybe you learned something about your body 439 00:21:53.890 --> 00:21:55.930 that you didn't know before and you desperately needed to 440 00:21:55.990 --> 00:21:58.089 know the relationship in it That's the same thing. It's 441 00:21:58.190 --> 00:22:00.730 not that that you waste all that time. It's it's 442 00:22:02.210 --> 00:22:05.539 Just that investment wasn't a home run. It's simple Okay, 443 00:22:05.559 --> 00:22:08.190 what did you learn? You don't have to call everything 444 00:22:08.230 --> 00:22:11.829 a win. Every experience does not have to be a win. Correct. 445 00:22:12.269 --> 00:22:17.549 Some things absolutely fail. But failure and wasted aren't the 446 00:22:17.589 --> 00:22:22.519 same word. They're not... They're different. That's important. Because high 447 00:22:22.559 --> 00:22:26.099 performers get obsessed with ROI. What did I get? 448 00:22:26.500 --> 00:22:27.049 Was it worth it? 449 00:22:27.200 --> 00:22:32.740 Did I win? But sometimes the return isn't visible until later. Yeah. 450 00:22:32.849 --> 00:22:34.430 I think you brought up that yoga thing because we 451 00:22:34.450 --> 00:22:36.799 were talking about it last night. So just... everyone knows 452 00:22:36.839 --> 00:22:38.599 last night we were, we were talking with some friends 453 00:22:38.640 --> 00:22:41.519 and we were talking about business. And the quick, quick 454 00:22:41.559 --> 00:22:43.039 version of the story is, is we went in that 455 00:22:43.059 --> 00:22:45.420 we own some yoga studios and we had massive financial 456 00:22:45.460 --> 00:22:47.930 losses and they were like, how much? And I told Mike, 457 00:22:47.970 --> 00:22:50.650 holy shit. And I will quote you what Jen says 458 00:22:50.670 --> 00:22:52.150 is she immediately, as soon as I started talking about 459 00:22:52.170 --> 00:22:53.950 the money, she cut, cut me off and said, I 460 00:22:53.970 --> 00:22:56.890 wouldn't be the coach, the business woman, or the leader 461 00:22:56.910 --> 00:22:58.769 that I am today. If I hadn't gone through that. 462 00:22:58.789 --> 00:23:00.269 I mean, that was a quote from her last night. 463 00:23:00.289 --> 00:23:03.049 And that's not, everything's a win, but it doesn't mean 464 00:23:03.089 --> 00:23:07.130 it's a loss. And, At the time, it was a 465 00:23:07.210 --> 00:23:10.029 massive loss financially, but little did we know that would 466 00:23:10.069 --> 00:23:13.589 change where we were going and it would shape where 467 00:23:13.630 --> 00:23:15.559 we were at. We could never imagine that time when 468 00:23:15.579 --> 00:23:18.950 we were going through it. And I think the win 469 00:23:19.079 --> 00:23:21.059 isn't hitting the 32 degrees. This is where I want 470 00:23:21.079 --> 00:23:23.099 to go back to what I was saying earlier. The 471 00:23:23.160 --> 00:23:27.880 win for me, this is me personally, that 32 degrees 472 00:23:27.940 --> 00:23:30.019 feels really fucking good when you've got a result and 473 00:23:30.059 --> 00:23:31.640 you can see it, but that's not the win for me. 474 00:23:32.619 --> 00:23:35.680 It's looking back and saying, okay, oh my God, here 475 00:23:35.799 --> 00:23:39.200 is where I've shifted. I have a totally new identity. 476 00:23:39.920 --> 00:23:41.480 And that's where the win is for me, looking back 477 00:23:41.519 --> 00:23:44.599 and seeing how I've changed or that I invested myself somehow. 478 00:23:45.349 --> 00:23:49.029 And I'm a different person today than I was six 479 00:23:49.069 --> 00:23:52.049 months ago, a year ago, five years ago. That's the

win. 480 00:23:52.109 --> 00:23:54.829 This is the part I want everybody listening to think about. 481 00:23:55.789 --> 00:23:58.890 This part right here. Where might you be at 31 482 00:23:58.890 --> 00:24:04.759 degrees in your body, your business, your marriage? your finances, 483 00:24:05.099 --> 00:24:09.789 your career, something with your kids. You've been doing the work. 484 00:24:10.700 --> 00:24:15.089 I can think of years praying that the level of 485 00:24:15.150 --> 00:24:17.809 parenting would get us to where we are now. Do 486 00:24:17.829 --> 00:24:18.609 you remember that? 487 00:24:18.630 --> 00:24:19.289 Because you just don't know. 488 00:24:19.549 --> 00:24:23.930 You just don't know. There's so many variables. And we 489 00:24:23.990 --> 00:24:27.269 are in such an amazing space right now with our 490 00:24:27.309 --> 00:24:30.890 kids because we stayed the course. We knew what we 491 00:24:30.930 --> 00:24:34.250 wanted out of our family dynamic. You've been doing the work. 492 00:24:34.970 --> 00:24:38.750 You've been showing up. You've been making deposits. But because 493 00:24:38.789 --> 00:24:43.309 you can't see the payoff, you're thinking about stopping. Before 494 00:24:43.369 --> 00:24:48.470 you do, ask yourself, do I actually have evidence this 495 00:24:48.650 --> 00:24:52.809 isn't working? Or am I just frustrated because it hasn't 496 00:24:52.849 --> 00:24:53.509 worked yet? 497 00:24:54.259 --> 00:24:57.619 We've said that three times, three different ways. I hope 498 00:24:57.680 --> 00:25:00.109 everyone's catching that because if the data says change it, 499 00:25:00.119 --> 00:25:01.400 then change it. 500 00:25:01.700 --> 00:25:02.140 Absolutely. 501 00:25:02.460 --> 00:25:02.960 Absolutely. 502 00:25:03.000 --> 00:25:05.980 We are not about marrying bad plans. But if the 503 00:25:06.000 --> 00:25:09.710 data says keep going, then maybe your job isn't to 504 00:25:09.750 --> 00:25:16.869 find something new. Maybe your job is simply one more degree. Yeah. 505 00:25:17.569 --> 00:25:21.740 I love that. Everyone wants the 32, but they don't 506 00:25:21.819 --> 00:25:24.579 post about the 27. And they don't talk about it. 507 00:25:24.700 --> 00:25:26.480 Oh, yeah. The icky goo phase. 27 sucks. 508 00:25:26.519 --> 00:25:26.680 Yeah. 509 00:25:28.220 --> 00:25:30.059 I talk about the icky goo phase all the time. 510 00:25:30.099 --> 00:25:35.839 Nobody celebrates 29. I told you I celebrated afterwards. Of course, 511 00:25:35.859 --> 00:25:40.920 because you got to 32. Nobody says, guys, still can't 512 00:25:40.960 --> 00:25:47.069 see shit happening. But those degrees count. Maybe that's the lesson. 513 00:25:48.329 --> 00:25:51.930 The breakthrough gets the attention, but the invisible work created 514 00:25:51.970 --> 00:25:57.950 the breakthrough. That dark work, that zero dark 30 work, right? 515 00:25:59.230 --> 00:26:02.220 So if you're sitting at 31 right now, don't blindly 516 00:26:02.279 --> 00:26:07.339 keep going. Look at the feedback. Analyze the feedback. Look 517 00:26:07.359 --> 00:26:11.819 at the data. Ask better questions. Make adjustments if you 518 00:26:11.859 --> 00:26:14.940 need to, but don't confuse I can't see it yet 519 00:26:15.160 --> 00:26:16.619 with it's not working. 520 00:26:17.099 --> 00:26:19.220 Yeah. And let's wrap up here. This has been great. 521 00:26:19.500 --> 00:26:21.480 And I don't want this to be totally cliche, but 522 00:26:21.500 --> 00:26:24.220 God damn it, it is right on. You could be 523 00:26:24.259 --> 00:26:26.859 just one degree away and you don't want to start 524 00:26:26.980 --> 00:26:29.920 over if you're 25. 525 00:26:29.920 --> 00:26:30.079 Yeah. 526 00:26:30.319 --> 00:26:30.920 Let's wrap. 527 00:26:31.130 --> 00:26:32.579 Let's wrap. We'll see you guys next week.