Ep. 122 - Announcing The Recycling Summit Mastermind

WEBVTT

00:00:04.993 --> 00:00:08.074
Hello again, fine junk removal people.

00:00:08.214 --> 00:00:09.435
Here we are at episode one,

00:00:09.615 --> 00:00:11.356
twenty-two of the Trash

00:00:11.436 --> 00:00:13.317
Talk Business Podcast.

00:00:13.577 --> 00:00:15.477
This is our weekly opportunity to grow,

00:00:15.778 --> 00:00:18.440
build, and expand our junk removal dream.

00:00:18.480 --> 00:00:21.140
So whether you're a landscaper, hardscaper,

00:00:21.440 --> 00:00:23.582
cleaner, junk removal, demolition,

00:00:23.621 --> 00:00:24.301
deconstruction,

00:00:24.562 --> 00:00:25.902
dumpster hauling individual,

00:00:26.082 --> 00:00:26.882
you have come to the right

00:00:26.922 --> 00:00:28.684
place to grow and expand

00:00:28.724 --> 00:00:30.605
your mind and your business.

00:00:30.945 --> 00:00:32.566
This week is a very special episode.

00:00:33.045 --> 00:00:34.046
Well, I guess they're all special.

00:00:34.087 --> 00:00:34.908
This week's a little more

00:00:34.968 --> 00:00:36.469
special because today is

00:00:36.509 --> 00:00:38.350
the first time ever I'm

00:00:38.369 --> 00:00:39.390
doing an episode by myself.

00:00:39.691 --> 00:00:40.572
So there'll be a short and

00:00:40.612 --> 00:00:41.612
sweet episode this week.

00:00:41.853 --> 00:00:42.893
I'm going to talk about a

00:00:42.993 --> 00:00:43.914
book I recently read.

00:00:46.515 --> 00:00:46.975
Then, of course,

00:00:47.036 --> 00:00:47.877
I conveniently left it on

00:00:47.896 --> 00:00:48.817
the other side of my room.

00:00:48.976 --> 00:00:49.137
Right?

00:00:49.398 --> 00:00:52.039
Ten X is easier than two X.

00:00:52.079 --> 00:00:53.240
Great book by Dan Sullivan.

00:00:53.600 --> 00:00:55.201
And what within the book

00:00:55.540 --> 00:00:57.042
resonated with me and how

00:00:57.121 --> 00:00:59.203
to apply it to junk removal.

00:00:59.222 --> 00:01:00.362
So we're going to talk about that.

00:01:00.402 --> 00:01:00.804
First, though,

00:01:01.103 --> 00:01:02.124
I want to go over this

00:01:02.183 --> 00:01:03.405
recycling weekend event

00:01:03.645 --> 00:01:05.206
that I announced last week on the show.

00:01:05.506 --> 00:01:07.206
And we've sent out invites already.

00:01:07.644 --> 00:01:08.905
Maybe we put it in the Facebook group,

00:01:08.924 --> 00:01:09.165
whatever.

00:01:09.465 --> 00:01:11.286
It's available out there on the interwebs.

00:01:11.865 --> 00:01:13.626
This recycling event we're having October,

00:01:13.667 --> 00:01:15.206
twenty fifth and twenty six.

00:01:15.606 --> 00:01:17.028
So today we are I'm going to

00:01:17.067 --> 00:01:18.787
go as long as I have

00:01:18.847 --> 00:01:21.069
content for people are listening live.

00:01:21.088 --> 00:01:22.510
If you want to drop in some comments,

00:01:22.670 --> 00:01:24.250
I am free to answer questions.

00:01:24.650 --> 00:01:26.430
Also, I'm standing.

00:01:27.051 --> 00:01:28.831
Because I do my other show standing.

00:01:29.212 --> 00:01:30.253
It allows me to project and

00:01:30.272 --> 00:01:31.713
be more engaged and I'm excited.

00:01:32.093 --> 00:01:33.114
And so I'm standing this week.

00:01:33.153 --> 00:01:35.296
So I'm going to come across maybe louder,

00:01:35.376 --> 00:01:36.816
more elevated, more animated,

00:01:36.876 --> 00:01:38.316
more excited, all the things.

00:01:39.477 --> 00:01:40.459
So if you're listening, you're like,

00:01:40.519 --> 00:01:41.618
why is this guy all hyper?

00:01:41.659 --> 00:01:42.859
Well, that's because I'm standing.

00:01:43.159 --> 00:01:43.819
Gets the blood flowing.

00:01:44.120 --> 00:01:45.941
Also, I'm a keynote speaker by trade.

00:01:45.980 --> 00:01:46.740
That's my discipline.

00:01:46.760 --> 00:01:47.641
That's the thing I love doing.

00:01:47.680 --> 00:01:48.841
I love being in front of a live audience.

00:01:49.121 --> 00:01:49.762
So this is now my

00:01:49.802 --> 00:01:51.221
opportunity to take some of

00:01:51.242 --> 00:01:52.423
the best parts of keynoting

00:01:52.763 --> 00:01:55.602
and do it in a podcasting kind of forum.

00:01:55.983 --> 00:01:56.243
All right.

00:01:56.463 --> 00:01:57.004
So here we are.

00:01:57.024 --> 00:01:57.623
We're going to talk.

00:01:57.823 --> 00:01:58.584
That's our agenda.

00:01:58.683 --> 00:01:59.384
Boom, boom, boom.

00:01:59.504 --> 00:02:00.644
I'm going to go as long as

00:02:00.665 --> 00:02:01.325
there's an audience

00:02:01.364 --> 00:02:03.105
listening and asking questions.

00:02:03.125 --> 00:02:03.986
And this is free for all.

00:02:04.025 --> 00:02:05.346
Free for all Tuesday.

00:02:05.365 --> 00:02:06.825
It's already Tuesday because

00:02:06.846 --> 00:02:07.667
we have Labor Day Monday.

00:02:07.686 --> 00:02:08.106
All right, here we go.

00:02:08.287 --> 00:02:08.787
Let's talk about it.

00:02:08.847 --> 00:02:09.646
I got my notes over here.

00:02:09.887 --> 00:02:10.766
I'm going to butcher block

00:02:10.787 --> 00:02:11.587
to go right there so I can

00:02:11.627 --> 00:02:12.508
look right over the camera.

00:02:12.807 --> 00:02:16.409
But for now, and still for now,

00:02:16.430 --> 00:02:17.110
I'm going to look over here.

00:02:17.150 --> 00:02:17.770
So this is what we're doing.

00:02:18.711 --> 00:02:19.010
Friday,

00:02:19.270 --> 00:02:22.271
October twenty-fifth from twelve to five.

00:02:22.331 --> 00:02:23.492
Well, let me take a step back.

00:02:23.812 --> 00:02:24.552
Recycling weekend.

00:02:24.573 --> 00:02:25.013
This is it.

00:02:26.054 --> 00:02:26.854
I bring people in my

00:02:26.894 --> 00:02:28.275
warehouse throughout the entire year.

00:02:28.294 --> 00:02:29.294
I'll do two hundred plus

00:02:29.335 --> 00:02:30.955
tours everywhere from a one

00:02:30.996 --> 00:02:33.817
person grab lunch and enjoy

00:02:33.856 --> 00:02:35.818
each other's company all the way up to.

00:02:36.638 --> 00:02:37.098
you know,

00:02:37.138 --> 00:02:38.378
fifteen to twenty lunch and

00:02:38.419 --> 00:02:40.300
learns to open houses of

00:02:40.341 --> 00:02:41.681
seventy five to one hundred people.

00:02:41.861 --> 00:02:42.942
So this is what I do.

00:02:43.723 --> 00:02:44.903
This is our opportunity now

00:02:44.943 --> 00:02:47.064
to open it up to junk removal companies,

00:02:47.185 --> 00:02:48.806
independently owned junk

00:02:48.826 --> 00:02:49.667
removal companies

00:02:49.866 --> 00:02:51.008
throughout the entire country.

00:02:51.407 --> 00:02:52.348
And as I do with all my

00:02:52.429 --> 00:02:54.290
other open houses and lunch and learns,

00:02:55.211 --> 00:02:57.893
I treat, my hosting, I got you, right?

00:02:57.913 --> 00:02:59.593
So come on out free of charge.

00:02:59.614 --> 00:03:00.895
You get yourself here to Milwaukee,

00:03:01.194 --> 00:03:01.775
it's on me.

00:03:02.155 --> 00:03:03.756
So I will pay for our coffee.

00:03:04.135 --> 00:03:07.038
I'll pay for lunch on Saturday.

00:03:07.318 --> 00:03:08.199
I'm buying lunch.

00:03:08.699 --> 00:03:09.539
That's it, right?

00:03:10.319 --> 00:03:11.600
I want people to recycle more.

00:03:11.701 --> 00:03:12.681
I want people to network.

00:03:12.763 --> 00:03:14.304
I want to build this junk removal company,

00:03:14.623 --> 00:03:15.064
country,

00:03:15.344 --> 00:03:18.328
junk removal industry within our country.

00:03:18.687 --> 00:03:19.248
And in order to do so,

00:03:19.288 --> 00:03:20.210
I'm going to give it myself.

00:03:20.270 --> 00:03:21.450
No different than the podcast, right?

00:03:21.670 --> 00:03:22.551
I come out of pocket for the

00:03:22.592 --> 00:03:23.932
podcast every week to build

00:03:23.973 --> 00:03:24.574
this industry.

00:03:24.774 --> 00:03:25.514
And now we're going to take

00:03:25.534 --> 00:03:28.076
this thing in person, October,

00:03:28.296 --> 00:03:30.338
the whole idea behind this

00:03:30.378 --> 00:03:32.561
weekend is to come together, to network,

00:03:32.600 --> 00:03:34.143
to learn, to meet each other in person.

00:03:34.603 --> 00:03:35.623
to go over operations.

00:03:35.644 --> 00:03:36.283
Let's talk about best

00:03:36.324 --> 00:03:37.283
practices and running your

00:03:37.343 --> 00:03:38.085
overall business.

00:03:38.405 --> 00:03:38.985
And then finally,

00:03:39.064 --> 00:03:39.846
how we do things

00:03:39.925 --> 00:03:41.425
warehousing wise so that we

00:03:41.447 --> 00:03:42.986
can maximize our recycling.

00:03:43.007 --> 00:03:43.548
It's really simple.

00:03:43.587 --> 00:03:44.448
When we drive revenue,

00:03:44.728 --> 00:03:45.968
when we have the best operations,

00:03:46.248 --> 00:03:47.830
when we have a warehouse,

00:03:47.969 --> 00:03:49.090
we will recycle more.

00:03:49.150 --> 00:03:50.070
We keep more material out of

00:03:50.091 --> 00:03:51.371
the landfills and we will

00:03:51.771 --> 00:03:52.951
identify ourselves in this

00:03:53.051 --> 00:03:55.453
industry more in the recycling world,

00:03:55.532 --> 00:03:57.213
more as an asset to the environment,

00:03:57.593 --> 00:03:58.235
less of a

00:03:58.794 --> 00:04:00.716
destruction or destructive

00:04:00.756 --> 00:04:02.377
force that landfills everything.

00:04:02.457 --> 00:04:04.118
So that's why I give my knowledge for free,

00:04:04.419 --> 00:04:05.680
whether it's here on the podcast,

00:04:05.860 --> 00:04:06.439
on YouTube,

00:04:06.760 --> 00:04:08.542
or now coming to you live in person.

00:04:09.770 --> 00:04:10.409
October twenty fifth,

00:04:10.430 --> 00:04:11.030
we're going to kick things

00:04:11.110 --> 00:04:12.531
off noon on that Friday.

00:04:12.890 --> 00:04:13.350
Fly in.

00:04:13.371 --> 00:04:14.391
You can fly into Milwaukee.

00:04:14.412 --> 00:04:15.611
It's about thirty minutes from here.

00:04:15.891 --> 00:04:17.312
Chicago's ninety minutes from here.

00:04:17.612 --> 00:04:18.213
Fly in.

00:04:18.432 --> 00:04:19.833
Get here between twelve and

00:04:19.872 --> 00:04:20.934
five on Friday afternoon.

00:04:21.413 --> 00:04:22.533
This will allow us to have

00:04:22.553 --> 00:04:23.975
an open house as people come.

00:04:24.615 --> 00:04:25.574
You'll be able to see how we

00:04:25.615 --> 00:04:26.596
run our operation.

00:04:26.896 --> 00:04:27.495
That time of year,

00:04:27.516 --> 00:04:28.036
we're probably going to be

00:04:28.055 --> 00:04:29.916
running between four to six trucks a day.

00:04:30.137 --> 00:04:30.817
You're going to see how we

00:04:30.857 --> 00:04:32.177
run box trucks and dump trucks.

00:04:32.557 --> 00:04:33.718
What it's like when the guys

00:04:33.757 --> 00:04:34.278
are coming back.

00:04:34.317 --> 00:04:35.418
What our operations is like.

00:04:35.439 --> 00:04:36.319
What is it like on a Friday

00:04:36.338 --> 00:04:37.259
afternoon with the phones?

00:04:37.478 --> 00:04:38.500
And how do we dispatch trucks?

00:04:38.540 --> 00:04:39.339
How do we route trucks?

00:04:39.660 --> 00:04:41.180
for the following week also

00:04:41.221 --> 00:04:42.201
the warehouse operations

00:04:42.420 --> 00:04:43.480
how do they load material

00:04:43.560 --> 00:04:44.382
onto trucks how do they

00:04:44.521 --> 00:04:45.781
sort it originally this

00:04:45.822 --> 00:04:46.401
event was going to be

00:04:46.461 --> 00:04:47.523
saturday only and I thought

00:04:47.543 --> 00:04:48.622
well I can sit there on

00:04:48.682 --> 00:04:49.803
saturday explain how we

00:04:49.843 --> 00:04:51.684
load trucks or we can have

00:04:51.744 --> 00:04:53.685
people watch us unload and

00:04:53.704 --> 00:04:54.725
because it's twelve to five

00:04:54.824 --> 00:04:56.086
on friday you get in when

00:04:56.105 --> 00:04:56.766
you get in whether you

00:04:56.805 --> 00:04:58.367
drive in or fly in open

00:04:58.406 --> 00:04:59.706
house come and go as you

00:04:59.747 --> 00:05:00.867
please if you have to make

00:05:00.887 --> 00:05:01.887
a you know go to your

00:05:01.968 --> 00:05:03.267
airbnb or your hotel to

00:05:03.307 --> 00:05:05.228
check in you do you right

00:05:05.249 --> 00:05:06.189
you get here you figure it

00:05:06.209 --> 00:05:07.829
out twelve to five open house

00:05:08.430 --> 00:05:09.130
From five to six,

00:05:09.151 --> 00:05:09.730
we're going to do some

00:05:10.112 --> 00:05:11.213
networking introductions,

00:05:11.233 --> 00:05:12.033
get to know each other here

00:05:12.053 --> 00:05:14.016
in the warehouse so we can

00:05:14.036 --> 00:05:15.697
all come together, one central location.

00:05:16.197 --> 00:05:17.379
And then around six o'clock,

00:05:17.399 --> 00:05:18.240
we're going to go over to

00:05:18.279 --> 00:05:20.201
the world-famous Butler Inn

00:05:20.603 --> 00:05:23.245
for a Wisconsin traditional fish fry.

00:05:23.786 --> 00:05:24.346
Keep it simple.

00:05:24.646 --> 00:05:25.406
We'll get a big table.

00:05:25.427 --> 00:05:26.146
We'll sit upstairs.

00:05:26.187 --> 00:05:26.607
We'll laugh.

00:05:26.627 --> 00:05:27.127
We'll joke.

00:05:27.547 --> 00:05:28.747
We'll eat fried food.

00:05:28.788 --> 00:05:30.228
Tell our hearts content.

00:05:30.988 --> 00:05:31.749
And so Butler and it's the

00:05:31.769 --> 00:05:32.488
place that I go with.

00:05:32.509 --> 00:05:33.970
So I take people for lunch and learn.

00:05:33.990 --> 00:05:35.711
So again, as we're experiencing this,

00:05:35.771 --> 00:05:37.011
I'm giving you the same experience.

00:05:37.310 --> 00:05:38.711
I give others slightly

00:05:38.732 --> 00:05:39.531
different being a Friday

00:05:39.572 --> 00:05:41.973
night versus a Tuesday during the day.

00:05:42.601 --> 00:05:42.942
Saturday morning,

00:05:42.982 --> 00:05:43.642
we're going to kick things

00:05:43.702 --> 00:05:44.362
off at eight a.m.

00:05:44.483 --> 00:05:44.923
Eight a.m.

00:05:45.124 --> 00:05:45.463
to nine a.m.

00:05:45.483 --> 00:05:46.404
We're going to go over intros.

00:05:46.425 --> 00:05:46.985
We're going to talk a little

00:05:47.004 --> 00:05:48.326
bit about our companies.

00:05:48.646 --> 00:05:50.168
The more you can share about your company,

00:05:50.208 --> 00:05:50.947
the more you're being

00:05:50.987 --> 00:05:51.809
willing to be vulnerable,

00:05:52.069 --> 00:05:53.110
the more you'll be able to

00:05:53.129 --> 00:05:55.071
connect with your other fellow attendees.

00:05:55.271 --> 00:05:56.091
So very simple things.

00:05:56.112 --> 00:05:57.052
How long you've been in business?

00:05:57.093 --> 00:05:57.812
Where are you located?

00:05:57.833 --> 00:05:58.454
How many employees?

00:05:58.733 --> 00:05:59.314
What's revenue?

00:05:59.334 --> 00:06:00.274
What's your biggest struggle?

00:06:00.675 --> 00:06:01.415
What are you hoping to get

00:06:01.435 --> 00:06:02.055
out of this weekend?

00:06:02.196 --> 00:06:02.375
Really,

00:06:02.396 --> 00:06:03.276
those are the questions I want to

00:06:03.317 --> 00:06:03.656
talk about.

00:06:03.918 --> 00:06:04.077
Right.

00:06:04.298 --> 00:06:05.559
Where's their deficit in your company?

00:06:06.259 --> 00:06:06.639
What do you do?

00:06:06.680 --> 00:06:07.000
Actually,

00:06:07.019 --> 00:06:08.221
what do you do well in your company?

00:06:08.540 --> 00:06:08.800
And also,

00:06:08.821 --> 00:06:10.283
what do you want to get out of Saturday?

00:06:10.302 --> 00:06:11.564
Because you're making a time commitment.

00:06:11.764 --> 00:06:12.845
Forget the money, right?

00:06:12.904 --> 00:06:13.564
You already flew.

00:06:14.045 --> 00:06:14.826
You already got your hotel.

00:06:14.867 --> 00:06:16.507
You're paying for chow, right?

00:06:16.867 --> 00:06:18.428
What is your time going to

00:06:18.449 --> 00:06:19.589
be worth so that we can say

00:06:19.951 --> 00:06:20.670
by four o'clock,

00:06:20.711 --> 00:06:22.252
five o'clock on Saturday afternoon, yep,

00:06:22.533 --> 00:06:23.574
we made mission.

00:06:24.588 --> 00:06:24.827
From there,

00:06:24.848 --> 00:06:25.749
we're going to go to the warehouse.

00:06:25.769 --> 00:06:26.470
About two hours we're going

00:06:26.490 --> 00:06:27.250
to spend in our warehouse.

00:06:27.490 --> 00:06:28.230
We have twenty seven

00:06:28.271 --> 00:06:30.173
thousand square feet on two acres.

00:06:30.353 --> 00:06:31.173
We will take the time

00:06:31.233 --> 00:06:32.755
necessary to go over all

00:06:32.776 --> 00:06:33.896
the warehousing operations,

00:06:34.096 --> 00:06:35.398
how we recycle and sort

00:06:35.418 --> 00:06:36.499
mattresses and clothes,

00:06:36.740 --> 00:06:38.180
ferrous and non-ferrous metal,

00:06:38.540 --> 00:06:40.283
go over our donation process,

00:06:40.622 --> 00:06:41.343
all of these things.

00:06:41.564 --> 00:06:42.725
So you can start envisioning

00:06:42.764 --> 00:06:44.406
what your process is and

00:06:44.447 --> 00:06:45.427
where you want it to be.

00:06:46.459 --> 00:06:46.778
From there,

00:06:46.798 --> 00:06:47.920
we're going to come back inside.

00:06:48.220 --> 00:06:49.882
We're going to go over partners, right?

00:06:50.101 --> 00:06:50.822
What does it take?

00:06:51.223 --> 00:06:52.302
What strategic partnerships

00:06:52.363 --> 00:06:55.165
do you need so that you can

00:06:55.185 --> 00:06:56.406
have a warehouse like we have?

00:06:56.927 --> 00:06:57.187
Right now,

00:06:57.226 --> 00:06:59.149
we have around forty vendors for

00:06:59.269 --> 00:07:00.569
all of our different types of material.

00:07:00.990 --> 00:07:01.850
So who are those partners in

00:07:01.870 --> 00:07:02.471
your local area?

00:07:02.490 --> 00:07:03.732
And we'll dive in and some

00:07:03.771 --> 00:07:04.512
people will do a little

00:07:05.112 --> 00:07:06.653
uh you know right right in

00:07:06.812 --> 00:07:08.413
in um in the moment

00:07:08.694 --> 00:07:09.533
trainings we'll pull up

00:07:09.553 --> 00:07:10.274
some zip codes we'll pull

00:07:10.293 --> 00:07:11.113
up some people and look for

00:07:11.494 --> 00:07:12.574
partners for clothing and

00:07:12.634 --> 00:07:13.754
mattresses maybe

00:07:13.834 --> 00:07:14.714
non-ferrous metal that's a

00:07:14.735 --> 00:07:15.355
better price than what

00:07:15.375 --> 00:07:16.134
you're currently getting

00:07:16.495 --> 00:07:17.636
electronics right some of

00:07:17.656 --> 00:07:19.076
the main places that we can

00:07:19.096 --> 00:07:19.735
keep things out of the

00:07:19.755 --> 00:07:20.696
landfill we're going to dig

00:07:20.716 --> 00:07:22.016
into that we'll break for

00:07:22.057 --> 00:07:22.896
lunch and after that we're

00:07:22.916 --> 00:07:23.297
going to dig into

00:07:23.416 --> 00:07:24.497
operations I'm going to

00:07:24.516 --> 00:07:25.617
show you how we run

00:07:25.697 --> 00:07:27.057
operations here and I'm

00:07:27.077 --> 00:07:27.838
going to challenge you to

00:07:27.877 --> 00:07:28.677
take what your current

00:07:28.718 --> 00:07:30.117
operations are look at our

00:07:30.177 --> 00:07:31.999
operations and where are their gaps

00:07:32.778 --> 00:07:34.040
and what can you do right so

00:07:34.060 --> 00:07:34.879
you can have some end of

00:07:34.920 --> 00:07:36.480
year goals to fill in those

00:07:36.521 --> 00:07:39.062
gaps from there we'll do q

00:07:39.182 --> 00:07:40.144
a that's gonna be an

00:07:40.163 --> 00:07:41.283
opportunity to be free for

00:07:41.303 --> 00:07:42.865
all right ask me anything

00:07:42.884 --> 00:07:43.446
and everything you've

00:07:43.466 --> 00:07:44.065
already made the time

00:07:44.105 --> 00:07:45.146
commitment to come all the

00:07:45.166 --> 00:07:46.507
way up here let's have some

00:07:46.547 --> 00:07:47.648
real conversations I

00:07:47.747 --> 00:07:48.788
guarantee you the question

00:07:48.809 --> 00:07:50.269
that you have that you want

00:07:50.389 --> 00:07:51.810
answered somebody else has

00:07:51.831 --> 00:07:53.130
that same question so it'll

00:07:53.151 --> 00:07:54.012
give us an opportunity to

00:07:54.052 --> 00:07:56.552
have a no conversation this

00:07:56.612 --> 00:07:58.194
is again open to all

00:07:58.375 --> 00:07:59.956
independently owned junk

00:07:59.995 --> 00:08:00.615
removal companies

00:08:00.956 --> 00:08:02.057
If you're a franchise or

00:08:02.076 --> 00:08:02.978
you're a corporation or

00:08:02.997 --> 00:08:03.999
you've got a PE firm,

00:08:04.139 --> 00:08:04.740
we're going to treat it on

00:08:04.759 --> 00:08:05.860
a case-by-case basis

00:08:06.021 --> 00:08:06.682
because I'm going to be

00:08:06.742 --> 00:08:09.165
inclusive of the people I really enjoy.

00:08:09.185 --> 00:08:09.764
I know they're going to get

00:08:09.785 --> 00:08:10.305
a lot out of it.

00:08:10.505 --> 00:08:11.627
And I also want to have some

00:08:11.687 --> 00:08:12.927
parameters because this is

00:08:12.987 --> 00:08:14.370
all about independent junk

00:08:14.389 --> 00:08:15.011
removal companies.

00:08:15.250 --> 00:08:16.132
We're going to limit this to

00:08:16.211 --> 00:08:18.113
twenty-five different individuals.

00:08:18.494 --> 00:08:18.694
Right.

00:08:18.733 --> 00:08:20.375
So up to two people per company.

00:08:20.536 --> 00:08:20.896
That's it.

00:08:21.437 --> 00:08:22.197
We want to make this

00:08:23.077 --> 00:08:24.038
inclusive of the people

00:08:24.059 --> 00:08:24.899
that want to be here.

00:08:25.199 --> 00:08:25.961
So sign up now.

00:08:26.221 --> 00:08:27.422
Taylor already put the links in,

00:08:27.862 --> 00:08:28.822
or he's going to put the links in.

00:08:28.843 --> 00:08:29.403
Did he put the links in?

00:08:29.423 --> 00:08:30.303
He put the links in, right?

00:08:30.644 --> 00:08:32.445
So event invite, it's free.

00:08:33.206 --> 00:08:33.686
Register.

00:08:33.706 --> 00:08:34.586
If you're not going to make it,

00:08:34.606 --> 00:08:34.986
let us know.

00:08:35.528 --> 00:08:36.469
The goal is that we have our

00:08:36.489 --> 00:08:38.409
head count sooner rather than later.

00:08:38.669 --> 00:08:39.451
We can start to look at our

00:08:39.471 --> 00:08:40.291
itineraries and make sure

00:08:40.331 --> 00:08:41.172
people are flying in.

00:08:41.471 --> 00:08:42.072
Last thing we want is

00:08:42.092 --> 00:08:42.972
someone to sign up and then

00:08:43.073 --> 00:08:44.335
decide week of they don't want to go.

00:08:44.615 --> 00:08:46.676
So October, October, the first,

00:08:46.716 --> 00:08:47.297
that's where we're going to

00:08:47.317 --> 00:08:48.017
cut everything off.

00:08:48.298 --> 00:08:48.817
We're going to have our

00:08:50.318 --> 00:08:51.360
individuals to come up here

00:08:51.600 --> 00:08:53.381
and we're going to have a great weekend.

00:08:53.743 --> 00:08:54.504
If you have any questions,

00:08:54.583 --> 00:08:55.485
drop them in the chat.

00:08:55.544 --> 00:08:56.525
I'd love to answer them now

00:08:56.725 --> 00:08:58.006
and I will answer them in

00:08:58.447 --> 00:08:59.087
the next couple of weeks.

00:08:59.389 --> 00:09:01.490
I've had about a dozen people email me,

00:09:01.510 --> 00:09:02.111
hey, what's the dates?

00:09:02.131 --> 00:09:02.851
You know, basic things.

00:09:02.871 --> 00:09:03.592
So basically everything I

00:09:03.633 --> 00:09:05.115
covered now today is now

00:09:05.154 --> 00:09:06.076
covered in the podcast.

00:09:06.316 --> 00:09:07.576
It's also covered in the event.

00:09:07.618 --> 00:09:08.759
So we're good there.

00:09:10.148 --> 00:09:11.969
All right.

00:09:12.129 --> 00:09:13.690
A couple of years ago, two years ago,

00:09:14.330 --> 00:09:15.890
I was on a panel discussion

00:09:16.370 --> 00:09:17.831
for Marketplace Wisconsin.

00:09:17.851 --> 00:09:20.332
Marketplace Wisconsin is a

00:09:21.073 --> 00:09:22.975
part of Wisconsin workforce development.

00:09:23.495 --> 00:09:24.355
And what they do is they

00:09:24.416 --> 00:09:26.096
highlight minority veteran

00:09:26.336 --> 00:09:27.417
and woman owned businesses.

00:09:27.456 --> 00:09:28.418
So there's more economic

00:09:28.457 --> 00:09:29.577
opportunities for these businesses.

00:09:30.078 --> 00:09:31.219
And I was on a panel

00:09:31.899 --> 00:09:32.779
representing the token

00:09:32.820 --> 00:09:34.360
veterans of the great state of Wisconsin.

00:09:35.020 --> 00:09:36.981
And one of the questions they asked me was,

00:09:37.543 --> 00:09:39.864
what is a must read or must

00:09:39.985 --> 00:09:40.845
listen to podcast?

00:09:41.325 --> 00:09:42.505
What's a gotta have it?

00:09:42.966 --> 00:09:43.767
And at the time I said,

00:09:43.807 --> 00:09:45.227
seven habits of highly effective people.

00:09:45.268 --> 00:09:46.369
That's still a must read

00:09:46.528 --> 00:09:47.289
from my perspective.

00:09:47.309 --> 00:09:49.030
That's my go-to book.

00:09:49.071 --> 00:09:50.110
That's the book that really

00:09:50.392 --> 00:09:52.673
kicked off my life when it

00:09:52.692 --> 00:09:53.594
comes to self-development.

00:09:53.813 --> 00:09:54.674
Whenever I think of speakers,

00:09:54.695 --> 00:09:55.715
it always goes to Les Brown.

00:09:55.934 --> 00:09:57.275
He's the one guy where I'm like, yep,

00:09:57.316 --> 00:09:57.976
that's my guy.

00:09:58.456 --> 00:09:59.658
recently I've known about

00:09:59.697 --> 00:10:00.938
dan sullivan for years I've

00:10:00.958 --> 00:10:01.820
watched some of his stuff

00:10:02.120 --> 00:10:03.441
very passive right on the

00:10:03.480 --> 00:10:04.822
outskirts recently I read

00:10:04.982 --> 00:10:06.563
ten x is easier than two x

00:10:07.485 --> 00:10:08.405
um and I'm gonna do

00:10:08.466 --> 00:10:10.586
something today that you

00:10:10.606 --> 00:10:11.607
couldn't pay me enough

00:10:11.727 --> 00:10:12.969
money in grade school to do

00:10:13.409 --> 00:10:15.490
I'm gonna give us a book

00:10:15.552 --> 00:10:19.274
report on tedx is easier than two x um

00:10:20.322 --> 00:10:22.202
Because I fell in love with this book.

00:10:22.482 --> 00:10:23.722
I've read it over the last three weeks.

00:10:24.203 --> 00:10:25.283
Two hundred fifty pages.

00:10:25.323 --> 00:10:27.205
This book is it took me

00:10:27.605 --> 00:10:28.885
about two minutes a page.

00:10:29.466 --> 00:10:30.846
So do the hillbilly math

00:10:31.687 --> 00:10:32.746
about five hundred minutes

00:10:32.807 --> 00:10:33.427
into this book.

00:10:33.727 --> 00:10:37.188
So sixty sixty minutes an hour.

00:10:37.229 --> 00:10:38.309
Talk about eight and a half hours.

00:10:38.370 --> 00:10:38.990
I put in this book.

00:10:39.070 --> 00:10:40.029
That's about right.

00:10:40.090 --> 00:10:40.711
Eight to ten hours.

00:10:41.270 --> 00:10:41.951
Um, the book I'm reading right now,

00:10:41.971 --> 00:10:42.592
it's like, it's like, it's like,

00:10:42.613 --> 00:10:43.193
it's like, it's like, it's like,

00:10:43.214 --> 00:10:43.794
it's like, it's like, it's like,

00:10:43.815 --> 00:10:44.195
it's like, it's like,

00:10:44.215 --> 00:10:45.116
physically small or it's

00:10:45.317 --> 00:10:46.018
simple to digest.

00:10:46.258 --> 00:10:48.562
So I'm eight to ten hours into this book.

00:10:48.861 --> 00:10:51.525
Plus, I probably spent an hour a day, um,

00:10:52.873 --> 00:10:54.333
reflecting on this book in

00:10:54.394 --> 00:10:55.455
addition to and what it's a

00:10:55.495 --> 00:10:57.216
phenomenal book so this now

00:10:57.255 --> 00:10:59.157
goes on I have now two uh

00:10:59.297 --> 00:11:00.658
must read books seven

00:11:00.697 --> 00:11:01.538
habits highly effective

00:11:01.578 --> 00:11:03.340
people steven covey uh and

00:11:03.399 --> 00:11:04.541
now ten x is easier than

00:11:04.581 --> 00:11:05.461
two x so the whole premise

00:11:05.480 --> 00:11:07.062
behind this book is by

00:11:07.142 --> 00:11:08.342
doing more of something

00:11:08.802 --> 00:11:09.764
that's all we end up doing

00:11:09.844 --> 00:11:11.585
we're doing more or we end

00:11:11.605 --> 00:11:12.765
up doing different

00:11:13.854 --> 00:11:15.735
And yet the same effort or

00:11:15.836 --> 00:11:16.917
even more effort is put in

00:11:17.076 --> 00:11:18.938
and the result is maybe double,

00:11:19.499 --> 00:11:20.720
never ten X. Right.

00:11:20.740 --> 00:11:22.081
And so one of the one of the

00:11:22.160 --> 00:11:23.142
simplest things they talk

00:11:23.182 --> 00:11:24.923
about is how do we get to Oregon?

00:11:25.124 --> 00:11:25.244
Right.

00:11:25.283 --> 00:11:26.205
How do we get out west?

00:11:26.625 --> 00:11:27.905
Because one hundred fifty years ago.

00:11:28.427 --> 00:11:28.647
Right.

00:11:28.687 --> 00:11:29.168
One hundred.

00:11:29.408 --> 00:11:30.528
Let's call almost two hundred years ago.

00:11:30.708 --> 00:11:32.691
Lewis and Lewis and Clark walked.

00:11:33.893 --> 00:11:34.854
And then we had wagons,

00:11:34.874 --> 00:11:35.815
and then we had a train,

00:11:35.975 --> 00:11:36.956
and then we had cars.

00:11:37.316 --> 00:11:38.356
And now what used to take

00:11:38.797 --> 00:11:40.619
months takes a matter of a few hours.

00:11:40.859 --> 00:11:42.700
The task is the exact same.

00:11:42.740 --> 00:11:44.621
Get west, Oregon Trail.

00:11:45.001 --> 00:11:45.903
Get to Oregon.

00:11:46.082 --> 00:11:46.883
The task is the same.

00:11:47.104 --> 00:11:48.043
And yet if we two-axed,

00:11:48.684 --> 00:11:49.785
we would just get more

00:11:50.885 --> 00:11:52.167
animals to pull the wagons.

00:11:52.206 --> 00:11:53.347
We would get bigger wagons.

00:11:53.548 --> 00:11:54.448
Maybe we make the road

00:11:54.489 --> 00:11:55.649
slightly bigger for the

00:11:55.690 --> 00:11:56.831
wagons because we're only

00:11:56.990 --> 00:11:57.932
doubling our effort by

00:11:57.971 --> 00:11:58.672
doing the same thing.

00:11:58.952 --> 00:11:59.312
And yet, no,

00:11:59.332 --> 00:12:00.413
let's look at the problem from

00:12:00.433 --> 00:12:01.293
another perspective,

00:12:01.534 --> 00:12:02.755
and now we're going to fly a plane.

00:12:03.436 --> 00:12:06.076
So that's a very large idea,

00:12:06.157 --> 00:12:07.596
and yet it can apply to

00:12:07.657 --> 00:12:09.238
junk and roll companies all day,

00:12:09.258 --> 00:12:09.638
every day.

00:12:10.278 --> 00:12:11.019
So the first thing he says

00:12:11.038 --> 00:12:12.339
is you've got to be hyper-focused.

00:12:12.458 --> 00:12:13.318
What are the things that you

00:12:13.339 --> 00:12:16.240
are doing that are two X and not ten X?

00:12:16.880 --> 00:12:17.360
And when you look at

00:12:17.380 --> 00:12:19.100
something that's two X, right,

00:12:19.442 --> 00:12:20.162
typically you're going to

00:12:20.182 --> 00:12:21.422
spend eighty percent of

00:12:21.442 --> 00:12:23.383
your time doing two X functions,

00:12:23.602 --> 00:12:24.302
if not more.

00:12:24.562 --> 00:12:24.663
Right.

00:12:24.682 --> 00:12:25.923
There's old eighty twenty principle.

00:12:26.384 --> 00:12:26.543
Right.

00:12:26.583 --> 00:12:27.563
Focus on the twenty.

00:12:28.384 --> 00:12:29.085
That's going to give you the

00:12:29.105 --> 00:12:29.745
greatest result.

00:12:30.365 --> 00:12:31.806
And yet we get caught into the eighty.

00:12:32.884 --> 00:12:33.683
And what ends up happening

00:12:33.705 --> 00:12:34.945
is this word busy.

00:12:35.325 --> 00:12:36.225
I do things that make me

00:12:36.306 --> 00:12:37.807
busy because I am all important.

00:12:38.167 --> 00:12:39.168
I answer all the phone calls.

00:12:39.207 --> 00:12:40.307
I answer all the emails.

00:12:40.368 --> 00:12:41.349
I do all the jobs.

00:12:41.428 --> 00:12:42.809
I go to all the networking events.

00:12:43.549 --> 00:12:43.710
Well,

00:12:43.730 --> 00:12:45.230
something's got to give eventually in

00:12:45.270 --> 00:12:47.111
order for you to ten X and

00:12:47.172 --> 00:12:48.633
ten X isn't merely you're

00:12:48.653 --> 00:12:50.053
going to get ten times the result.

00:12:50.114 --> 00:12:52.174
It's the idea that you get

00:12:52.215 --> 00:12:54.216
ten times the result of your time.

00:12:54.395 --> 00:12:55.777
It's about qualitative time,

00:12:55.976 --> 00:12:57.638
not quantitative time.

00:12:57.878 --> 00:13:00.059
Qualitative time is Kairos time.

00:13:00.620 --> 00:13:02.201
This idea that when I put forth effort,

00:13:02.221 --> 00:13:04.101
I'm not measuring time linearly.

00:13:04.461 --> 00:13:05.903
I'm measuring the effort I

00:13:05.962 --> 00:13:07.023
put in the result.

00:13:07.644 --> 00:13:08.783
Versus Kronos time,

00:13:09.083 --> 00:13:10.225
these are both Greek things,

00:13:10.424 --> 00:13:12.285
versus Kronos time, which is very linear.

00:13:12.605 --> 00:13:13.326
I put an hour in,

00:13:13.366 --> 00:13:14.346
this is what I get in an hour.

00:13:14.547 --> 00:13:15.388
If I pay someone an hour,

00:13:15.467 --> 00:13:16.628
this is what they get done in an hour.

00:13:17.028 --> 00:13:18.349
Very linear time.

00:13:18.649 --> 00:13:21.630
So Karyo's time is more like this.

00:13:21.990 --> 00:13:23.871
I'm going to pay someone, right,

00:13:24.192 --> 00:13:25.212
twenty dollars an hour

00:13:25.472 --> 00:13:26.453
because for twenty dollars,

00:13:26.494 --> 00:13:28.894
I'm going to free up my time.

00:13:29.809 --> 00:13:31.591
the quality of value and the

00:13:31.610 --> 00:13:33.071
quality of work and the

00:13:33.091 --> 00:13:34.491
quality of vision I can

00:13:34.552 --> 00:13:36.712
produce when my time is

00:13:36.793 --> 00:13:38.033
free not the hour when my

00:13:38.072 --> 00:13:39.014
time is free when I'm no

00:13:39.053 --> 00:13:40.995
longer focusing on that is

00:13:41.335 --> 00:13:43.355
significantly greater and

00:13:43.416 --> 00:13:44.275
hillbilly math says right

00:13:44.956 --> 00:13:45.716
you're worth two hundred

00:13:45.735 --> 00:13:47.797
dollars an hour all day for

00:13:47.817 --> 00:13:48.898
your business so the math

00:13:49.118 --> 00:13:50.357
does check out ten x so

00:13:50.418 --> 00:13:51.139
first thing we need to do

00:13:51.178 --> 00:13:52.859
is identify what are those

00:13:52.879 --> 00:13:54.179
things within your business

00:13:56.211 --> 00:13:57.131
That can be delegated.

00:13:57.371 --> 00:13:59.053
So I talk about it here often, right?

00:13:59.833 --> 00:14:01.355
Automate, eliminate, delegate.

00:14:02.456 --> 00:14:02.876
Right?

00:14:02.897 --> 00:14:03.758
There's things I can't eliminate.

00:14:03.798 --> 00:14:04.259
Yes, there are.

00:14:04.698 --> 00:14:05.399
I guarantee you there's

00:14:05.419 --> 00:14:06.240
things you can eliminate.

00:14:07.000 --> 00:14:08.442
So you can do a fifteen minute time study.

00:14:08.523 --> 00:14:10.244
Take two weeks of your life,

00:14:10.845 --> 00:14:12.787
put down fifteen minutes intervals.

00:14:13.006 --> 00:14:14.467
What were you doing in those times?

00:14:15.241 --> 00:14:16.522
What are those things can you automate,

00:14:16.582 --> 00:14:17.763
delegate, or eliminate?

00:14:18.602 --> 00:14:19.443
Someone say, well,

00:14:19.543 --> 00:14:20.823
I can't delegate because I need somebody.

00:14:20.964 --> 00:14:21.264
Okay.

00:14:21.724 --> 00:14:22.644
So the constraint here is

00:14:22.664 --> 00:14:24.225
getting somebody else to do the thing.

00:14:24.284 --> 00:14:24.524
Okay.

00:14:24.825 --> 00:14:25.485
Hire the person.

00:14:25.566 --> 00:14:26.145
What does it look like?

00:14:26.166 --> 00:14:27.125
What's the job description?

00:14:28.167 --> 00:14:29.486
You can do it, right?

00:14:30.527 --> 00:14:31.327
There are constraints.

00:14:31.868 --> 00:14:31.947
Well,

00:14:31.967 --> 00:14:33.908
what do you need to do to overcome

00:14:33.969 --> 00:14:35.688
those constraints, those barriers?

00:14:35.769 --> 00:14:37.409
That's your job as a business owner.

00:14:38.225 --> 00:14:39.746
So figure that out, right?

00:14:39.767 --> 00:14:40.706
In junk removal, we often say,

00:14:40.767 --> 00:14:41.827
I got to get off the truck, right?

00:14:41.967 --> 00:14:43.048
And I even saw earlier today

00:14:43.067 --> 00:14:45.269
in one of the junk removal groups,

00:14:45.289 --> 00:14:45.889
it was like, hey,

00:14:46.129 --> 00:14:47.331
I worked really hard to get off the truck,

00:14:47.650 --> 00:14:48.331
and now I don't know what

00:14:48.350 --> 00:14:49.351
to do to keep myself busy.

00:14:49.751 --> 00:14:50.392
Okay, great.

00:14:50.871 --> 00:14:52.332
So you went from eighty-twenty,

00:14:52.352 --> 00:14:53.193
you hired somebody to do

00:14:53.214 --> 00:14:53.854
the eighty percent,

00:14:54.114 --> 00:14:55.335
and now you've freed up your time.

00:14:55.514 --> 00:14:56.394
You still have this linear

00:14:56.434 --> 00:14:57.316
thinking and this,

00:14:57.336 --> 00:14:58.515
what do I have to do to keep myself busy?

00:14:58.936 --> 00:15:01.097
Don't be busy, right?

00:15:01.118 --> 00:15:02.258
So then that comes down to the next thing.

00:15:02.457 --> 00:15:03.678
What is your unique ability?

00:15:04.769 --> 00:15:06.471
What is it that only you and

00:15:06.490 --> 00:15:08.451
your unique ability can do?

00:15:09.393 --> 00:15:10.953
Because when you're in Kronos time,

00:15:11.053 --> 00:15:12.355
when you're in these one hour blocks,

00:15:12.495 --> 00:15:13.215
you're a manager,

00:15:13.436 --> 00:15:14.655
you're managing processes,

00:15:14.676 --> 00:15:15.596
you're managing people,

00:15:15.777 --> 00:15:17.158
you're managing expectations.

00:15:18.563 --> 00:15:19.865
Well, when you're in Kairos time,

00:15:20.206 --> 00:15:21.126
you're a maker.

00:15:21.706 --> 00:15:22.989
You're making shit happen.

00:15:23.028 --> 00:15:24.190
You got the vision to see

00:15:24.490 --> 00:15:25.631
what is yet to come.

00:15:26.251 --> 00:15:27.092
You got the vision to say, hey,

00:15:27.113 --> 00:15:28.413
I'm going to make my company into that.

00:15:29.014 --> 00:15:29.956
Okay, I got off the truck.

00:15:30.176 --> 00:15:31.918
How do I get to four trucks?

00:15:32.118 --> 00:15:33.200
How do I get to a warehouse?

00:15:33.399 --> 00:15:35.061
How do I get to a second location?

00:15:35.542 --> 00:15:36.822
How do I get to sell someday

00:15:37.024 --> 00:15:38.184
so that I can retire and

00:15:38.225 --> 00:15:39.025
live on the fucking beach?

00:15:39.946 --> 00:15:40.125
Right.

00:15:40.285 --> 00:15:41.307
That's what makers do.

00:15:41.907 --> 00:15:43.486
They make shit happen

00:15:43.707 --> 00:15:45.607
because they free up their time.

00:15:45.628 --> 00:15:46.369
They talk about the four

00:15:46.448 --> 00:15:48.470
freedoms in this book, freedom of time,

00:15:48.509 --> 00:15:50.309
freedom of money, freedom of relationship,

00:15:50.490 --> 00:15:51.410
freedom of purpose.

00:15:52.410 --> 00:15:53.272
When you have your four

00:15:53.312 --> 00:15:54.532
freedoms or when you have

00:15:55.251 --> 00:15:56.653
time and you no longer look

00:15:56.692 --> 00:15:57.513
at time as linear,

00:15:57.712 --> 00:15:59.813
but time is this abstract, infinite,

00:16:00.193 --> 00:16:01.375
infinite amount of time.

00:16:02.414 --> 00:16:03.836
Now you have the freedom of time.

00:16:04.875 --> 00:16:05.615
You make enough money where

00:16:05.635 --> 00:16:06.655
you have the freedom of money.

00:16:06.676 --> 00:16:07.956
It's not a dollar amount.

00:16:07.976 --> 00:16:09.197
It's about being wealthy.

00:16:09.398 --> 00:16:10.359
It's about being able to do

00:16:10.379 --> 00:16:12.159
what you want with the money you have.

00:16:12.860 --> 00:16:13.640
Freedom of relationship.

00:16:13.801 --> 00:16:17.344
You choose who's going to be in your life.

00:16:17.364 --> 00:16:18.784
We often talk about firing customers.

00:16:19.065 --> 00:16:20.225
That's what this directly is about.

00:16:20.966 --> 00:16:22.027
Some of your best customers

00:16:22.047 --> 00:16:23.148
from a revenue standpoint

00:16:23.288 --> 00:16:24.589
are the biggest pain in the asses.

00:16:25.693 --> 00:16:26.794
When you have freedom of relationship,

00:16:26.855 --> 00:16:28.936
you can choose to fire those customers.

00:16:29.416 --> 00:16:30.235
Also employees.

00:16:30.576 --> 00:16:32.037
I have definitely been in

00:16:32.057 --> 00:16:33.018
the spot where I've had

00:16:33.038 --> 00:16:34.477
employees where they were

00:16:34.498 --> 00:16:35.599
what Simon Sinek calls the

00:16:35.658 --> 00:16:36.558
highest performing,

00:16:36.599 --> 00:16:37.720
most toxic individual.

00:16:38.360 --> 00:16:39.041
So they made a lot of

00:16:39.081 --> 00:16:39.961
revenue for the business

00:16:40.000 --> 00:16:41.341
and yet they were the office asshole.

00:16:42.042 --> 00:16:42.822
They were the person you had

00:16:42.841 --> 00:16:43.722
to treat with special gloves.

00:16:43.743 --> 00:16:44.363
They were the person that

00:16:44.562 --> 00:16:45.484
came in hung over and you

00:16:45.504 --> 00:16:46.183
couldn't talk to a lot.

00:16:46.203 --> 00:16:46.864
Otherwise you pissed them

00:16:46.904 --> 00:16:47.804
off and you couldn't afford

00:16:47.825 --> 00:16:48.585
for them to leave because

00:16:48.605 --> 00:16:49.066
they're the ones that

00:16:49.086 --> 00:16:49.826
produce the most revenue

00:16:49.846 --> 00:16:50.745
and they got the most jobs done.

00:16:50.765 --> 00:16:51.506
And then they're where all

00:16:51.547 --> 00:16:52.807
the tools were and share

00:16:52.826 --> 00:16:53.768
information with other people.

00:16:55.136 --> 00:16:56.277
When you have freedom from relationship,

00:16:56.376 --> 00:16:58.378
you no longer need those

00:16:58.418 --> 00:16:59.498
people and you get to

00:16:59.538 --> 00:17:01.778
choose who you want to be around.

00:17:01.818 --> 00:17:03.499
That's another highlight in this book.

00:17:03.779 --> 00:17:05.500
It talks about the wants.

00:17:06.400 --> 00:17:07.401
This is something I learned.

00:17:07.901 --> 00:17:09.740
I've often lived in a need-based life.

00:17:10.582 --> 00:17:11.741
I need to do this so I can do that.

00:17:12.001 --> 00:17:12.801
I need to make this money so

00:17:12.842 --> 00:17:13.402
I can buy this.

00:17:13.862 --> 00:17:15.202
I need to drive here so I can do that.

00:17:16.106 --> 00:17:17.147
And it goes into that whole

00:17:17.208 --> 00:17:18.209
have to mindset.

00:17:18.609 --> 00:17:19.931
In my book, Words Fucking Matter,

00:17:19.971 --> 00:17:22.192
I talk about Dr. Bill Crawford.

00:17:22.913 --> 00:17:23.555
And one of my favorite

00:17:23.575 --> 00:17:25.336
quotes of all times that he said,

00:17:25.355 --> 00:17:27.018
and I put it in my books, it's so good,

00:17:27.097 --> 00:17:27.979
is there's only three

00:17:28.019 --> 00:17:29.840
things in this world you have to do.

00:17:30.060 --> 00:17:31.201
You have to be born.

00:17:31.402 --> 00:17:32.383
You have to die.

00:17:32.564 --> 00:17:34.204
And in between, you have to live.

00:17:34.605 --> 00:17:36.748
Everything else is a choice.

00:17:37.912 --> 00:17:39.173
When I first started writing my book,

00:17:39.232 --> 00:17:40.792
I was talking about things that I admire,

00:17:40.913 --> 00:17:42.233
I desire, and I require.

00:17:42.534 --> 00:17:43.874
And I put them as things that I liked,

00:17:44.013 --> 00:17:45.375
I wanted, and I needed.

00:17:45.994 --> 00:17:46.955
And I started to get into

00:17:46.996 --> 00:17:48.036
Maslow's hierarchy of needs

00:17:48.056 --> 00:17:48.655
and go down this whole

00:17:48.695 --> 00:17:49.457
rabbit hole of need.

00:17:49.676 --> 00:17:50.836
And I realized, well, hold on.

00:17:52.137 --> 00:17:53.518
When I live a need-based life,

00:17:53.798 --> 00:17:55.699
I'm living for somebody else.

00:17:55.759 --> 00:17:57.140
I'm living for this idea

00:17:57.160 --> 00:17:58.259
that I cannot achieve more.

00:17:58.941 --> 00:17:59.820
And as soon as I start

00:17:59.840 --> 00:18:00.980
living a want-based life,

00:18:01.280 --> 00:18:02.981
I get to decide the parameters.

00:18:03.261 --> 00:18:04.522
I get to say the boundaries.

00:18:05.491 --> 00:18:06.553
How does that reflect Junker Bowl?

00:18:06.573 --> 00:18:07.833
Well, hey, I want to get off the truck.

00:18:08.933 --> 00:18:10.015
I want to make six figures.

00:18:10.055 --> 00:18:11.536
Hey, I want to make seven figures.

00:18:12.635 --> 00:18:13.916
Hey, I want to take a vacation.

00:18:14.257 --> 00:18:15.917
Hey, I want to take a six-week sabbatical.

00:18:16.739 --> 00:18:18.279
Hey, I want to sell my business.

00:18:19.079 --> 00:18:20.000
These are all wants.

00:18:21.500 --> 00:18:23.102
When you start thinking ten X,

00:18:23.482 --> 00:18:24.883
you get to decide your wants.

00:18:25.144 --> 00:18:25.743
You write them down,

00:18:25.763 --> 00:18:26.564
write them on my board.

00:18:26.944 --> 00:18:27.984
I have my wants.

00:18:28.105 --> 00:18:29.165
I look at them every day and

00:18:29.205 --> 00:18:30.186
I say to myself, self,

00:18:30.567 --> 00:18:31.567
this is what I want.

00:18:31.646 --> 00:18:32.508
How do I get there?

00:18:33.854 --> 00:18:34.714
And I'm standing here for

00:18:34.734 --> 00:18:36.218
you today because one of my

00:18:36.278 --> 00:18:37.880
wants is to share the stage

00:18:37.900 --> 00:18:38.881
with Jordan Peterson.

00:18:39.382 --> 00:18:40.503
I also want to get gigs in

00:18:40.564 --> 00:18:41.325
twenty twenty five.

00:18:41.365 --> 00:18:42.026
I want to book fifty

00:18:42.066 --> 00:18:43.228
thousand dollars worth of

00:18:43.268 --> 00:18:44.509
gigs in twenty twenty five.

00:18:45.851 --> 00:18:47.011
And so how do I achieve that today?

00:18:47.051 --> 00:18:48.211
Well, I'm doing the podcast.

00:18:48.231 --> 00:18:49.192
It's Tuesday and I can give

00:18:49.231 --> 00:18:50.232
myself the excuse.

00:18:50.452 --> 00:18:51.032
Well, it's Tuesday.

00:18:51.053 --> 00:18:52.233
The podcast normally comes on a Monday.

00:18:52.253 --> 00:18:52.894
I'm not going to do it this

00:18:52.913 --> 00:18:53.453
week because I have an

00:18:53.473 --> 00:18:54.775
excuse to free up an hour of my time.

00:18:55.355 --> 00:18:55.535
Nope.

00:18:56.035 --> 00:18:56.855
I'm doing the podcast

00:18:56.875 --> 00:18:58.276
because I have meaningful

00:18:58.355 --> 00:18:59.217
Mondays and meaningful

00:18:59.277 --> 00:19:00.336
Monday turn into meaningful

00:19:00.376 --> 00:19:01.116
Tuesday this week.

00:19:01.817 --> 00:19:03.117
I am choosing to stand up

00:19:03.157 --> 00:19:05.298
because I know I project better.

00:19:05.558 --> 00:19:06.579
I have better energy.

00:19:06.640 --> 00:19:10.221
I have better enthusiasm when I stand up.

00:19:10.280 --> 00:19:11.422
So now I'm choosing to

00:19:12.317 --> 00:19:13.479
to do what I want.

00:19:13.900 --> 00:19:14.599
One of the things I take

00:19:14.619 --> 00:19:15.540
away from this book is I

00:19:15.740 --> 00:19:16.842
historically for years said,

00:19:17.163 --> 00:19:17.963
I do what I want.

00:19:18.003 --> 00:19:19.464
And now I've changed that slightly.

00:19:20.665 --> 00:19:24.430
Now I say, I only do what I want.

00:19:25.656 --> 00:19:26.538
When I look at my calendar,

00:19:26.557 --> 00:19:27.239
when I go to events,

00:19:27.259 --> 00:19:28.780
when I find myself on my

00:19:28.820 --> 00:19:30.303
phone flipping through Facebook,

00:19:30.982 --> 00:19:32.464
searching for another hit of dopamine,

00:19:32.865 --> 00:19:35.008
I realize I'm not living in

00:19:35.028 --> 00:19:35.969
the place I want to live.

00:19:36.289 --> 00:19:37.270
I'm not doing what I want.

00:19:37.651 --> 00:19:39.393
I'm here because I need to be here.

00:19:39.413 --> 00:19:40.855
And as soon as I feel the need to be here,

00:19:41.135 --> 00:19:43.898
I say, okay, I do not want to be here.

00:19:45.403 --> 00:19:46.324
And I still have responsibilities.

00:19:46.364 --> 00:19:47.163
I want to run a business.

00:19:47.223 --> 00:19:48.365
I want to be successful.

00:19:48.404 --> 00:19:49.265
I want to have freedom of

00:19:49.325 --> 00:19:50.345
time and money and

00:19:50.404 --> 00:19:51.905
relationships and purpose.

00:19:51.986 --> 00:19:52.326
Okay.

00:19:52.665 --> 00:19:52.786
Well,

00:19:52.806 --> 00:19:54.385
then I want to hire someone to come

00:19:54.486 --> 00:19:55.747
here because the company

00:19:55.926 --> 00:19:57.247
wants to be here because

00:19:57.267 --> 00:19:59.106
the company wants to grow.

00:19:59.307 --> 00:20:00.847
The company wants to employ

00:20:00.907 --> 00:20:01.627
people here locally.

00:20:01.788 --> 00:20:03.228
Well, let's find these two things.

00:20:03.248 --> 00:20:03.607
All right.

00:20:03.627 --> 00:20:04.409
I have a great business

00:20:04.429 --> 00:20:05.509
development manager that

00:20:05.769 --> 00:20:06.888
loves hanging out at golf

00:20:06.909 --> 00:20:07.528
courses all day.

00:20:07.749 --> 00:20:09.089
He loves talking to people

00:20:09.130 --> 00:20:10.190
at seven thirty in the morning.

00:20:10.490 --> 00:20:13.131
He loves going to business after fives.

00:20:13.230 --> 00:20:13.530
Great.

00:20:15.003 --> 00:20:16.464
I have something he wants.

00:20:17.365 --> 00:20:18.566
I give it to him.

00:20:19.227 --> 00:20:20.807
And another theme in the book, Ten X,

00:20:20.827 --> 00:20:23.750
is about buyer-buyer relationship.

00:20:24.549 --> 00:20:25.790
I'm not selling it to him.

00:20:26.090 --> 00:20:27.872
He's not selling me what he's got.

00:20:28.113 --> 00:20:29.313
We're both buying.

00:20:30.473 --> 00:20:31.595
He's buying what I got.

00:20:31.775 --> 00:20:32.635
I'm buying what he's got.

00:20:32.675 --> 00:20:33.076
Let me tell you,

00:20:33.615 --> 00:20:35.376
I can pay you to go do

00:20:35.457 --> 00:20:37.598
something so that I can

00:20:37.618 --> 00:20:39.279
have my freedom of time.

00:20:39.740 --> 00:20:40.401
How much?

00:20:41.561 --> 00:20:42.903
Where do I send the check?

00:20:43.584 --> 00:20:45.066
Y'all want Venmo or Zello?

00:20:45.286 --> 00:20:47.669
I don't care.

00:20:47.689 --> 00:20:49.530
Because freedom of time, to me,

00:20:50.050 --> 00:20:51.692
I can have a transactional want.

00:20:51.772 --> 00:20:52.834
I want to hire people.

00:20:53.275 --> 00:20:54.476
I want to have freedom of time.

00:20:54.655 --> 00:20:55.636
He wants to work and he

00:20:55.676 --> 00:20:56.898
wants to go do these things.

00:20:57.538 --> 00:20:58.901
Well, that's a great idea.

00:21:00.199 --> 00:21:00.598
So for you,

00:21:00.638 --> 00:21:02.019
maybe you love the golf courses.

00:21:02.259 --> 00:21:03.340
Maybe you want to golf every day.

00:21:03.560 --> 00:21:05.142
Maybe you love going to networking events,

00:21:05.201 --> 00:21:05.481
right?

00:21:06.323 --> 00:21:07.324
When we look at EOS,

00:21:07.463 --> 00:21:08.944
EOS has things in four buckets.

00:21:09.585 --> 00:21:10.285
It is the things that you

00:21:10.384 --> 00:21:11.425
love that you're great at.

00:21:12.166 --> 00:21:13.106
Dan Sullivan would call that

00:21:13.126 --> 00:21:13.907
your unique ability.

00:21:14.468 --> 00:21:15.368
There's the things that you

00:21:15.669 --> 00:21:17.170
like doing that you're good at.

00:21:18.150 --> 00:21:19.451
There's things that you

00:21:19.471 --> 00:21:21.553
don't like doing that you're good at.

00:21:22.053 --> 00:21:23.114
And there's things that you

00:21:23.513 --> 00:21:25.214
hate doing that you're bad at.

00:21:26.584 --> 00:21:27.944
I did a time study six months ago,

00:21:27.984 --> 00:21:28.965
and I realized I had one

00:21:29.047 --> 00:21:29.967
fifteen minute period in my

00:21:30.008 --> 00:21:31.328
entire my entire week.

00:21:31.749 --> 00:21:33.050
That was the things I hated doing.

00:21:33.230 --> 00:21:34.291
Now, that took years to get there.

00:21:34.372 --> 00:21:36.213
I'd say probably back in the day,

00:21:36.233 --> 00:21:37.935
a quarter of my day or better was right.

00:21:38.236 --> 00:21:39.676
Best thing I did talk about in this book,

00:21:39.917 --> 00:21:40.778
executive assistant,

00:21:41.179 --> 00:21:42.861
go get you a virtual assistant,

00:21:43.040 --> 00:21:44.501
twenty hours a month and

00:21:44.602 --> 00:21:45.743
free up your life.

00:21:45.763 --> 00:21:46.865
That's one of the best things I ever did.

00:21:48.105 --> 00:21:50.106
My fifteen minutes of things

00:21:50.126 --> 00:21:50.928
that I don't like doing

00:21:50.948 --> 00:21:53.108
that I hate doing was talking to vendors.

00:21:53.630 --> 00:21:54.670
Not my favorite thing to do.

00:21:54.950 --> 00:21:56.612
I'm on a Zoom call and I'm

00:21:56.652 --> 00:21:59.794
getting shitty with vendors.

00:21:59.814 --> 00:22:00.834
So I don't do them anymore.

00:22:01.394 --> 00:22:02.855
I have other people manage

00:22:02.895 --> 00:22:05.057
relationships with our outside vendors.

00:22:05.817 --> 00:22:06.597
It's not my thing.

00:22:07.699 --> 00:22:08.699
I love operations.

00:22:09.359 --> 00:22:10.380
I love figuring things out.

00:22:10.580 --> 00:22:12.461
I like doing things strategically.

00:22:13.885 --> 00:22:15.007
I love casting the vision.

00:22:15.086 --> 00:22:16.169
I like having conversations

00:22:16.189 --> 00:22:17.470
with our employees on the field.

00:22:17.589 --> 00:22:17.931
Okay.

00:22:18.171 --> 00:22:19.192
Those are the things I want to do.

00:22:19.451 --> 00:22:20.493
That's where I'm going to put my energy.

00:22:20.834 --> 00:22:22.816
That is my unique ability.

00:22:23.056 --> 00:22:24.417
Those are the things that I

00:22:24.557 --> 00:22:26.059
love doing that I'm great at.

00:22:27.096 --> 00:22:27.955
Those are the things that

00:22:28.156 --> 00:22:29.836
only I can do within this business.

00:22:30.458 --> 00:22:31.478
Somebody else can answer the phone,

00:22:31.518 --> 00:22:32.378
go to the networking events,

00:22:32.398 --> 00:22:32.979
do the marketing,

00:22:33.278 --> 00:22:34.380
post the things on social media,

00:22:34.400 --> 00:22:35.681
take pictures, write the copy,

00:22:35.901 --> 00:22:36.560
pick up the phone,

00:22:36.601 --> 00:22:38.142
follow up on the emails, book the jobs,

00:22:38.182 --> 00:22:40.042
facilitate the jobs, do the jobs,

00:22:40.563 --> 00:22:41.903
take the couches out of the basement,

00:22:42.304 --> 00:22:43.084
bill the customer,

00:22:43.765 --> 00:22:44.724
hand them a thank you card,

00:22:44.765 --> 00:22:46.286
get a five-star review, get the picture,

00:22:46.326 --> 00:22:47.086
put the yard sign out,

00:22:47.106 --> 00:22:48.487
put out the door hangers, come back here,

00:22:48.747 --> 00:22:50.548
unload the truck, close out the building,

00:22:50.587 --> 00:22:51.308
wrap up the day.

00:22:51.348 --> 00:22:52.509
Those are a lot of things

00:22:52.849 --> 00:22:54.069
that other people want to do.

00:22:54.130 --> 00:22:55.490
And I want to pay them to do that.

00:22:57.076 --> 00:22:58.577
So here in junk room, we'll figure out,

00:22:58.978 --> 00:23:00.780
right, your wants versus your needs.

00:23:01.020 --> 00:23:02.083
You can make it very, very simple.

00:23:02.182 --> 00:23:05.446
Want versus need.

00:23:05.567 --> 00:23:07.308
Also, this talks about, right,

00:23:07.429 --> 00:23:09.211
you get to choose your minimum standards.

00:23:09.893 --> 00:23:11.253
So I talk about that with boundaries,

00:23:11.315 --> 00:23:11.474
right?

00:23:11.535 --> 00:23:12.336
Again, want.

00:23:12.977 --> 00:23:13.897
What do you want to do?

00:23:14.337 --> 00:23:15.299
You get to choose that.

00:23:18.426 --> 00:23:19.967
This chapter is all about, well, this is,

00:23:20.007 --> 00:23:20.887
we jumped in the wants, right?

00:23:20.907 --> 00:23:22.688
Your intrinsic wants, right?

00:23:23.107 --> 00:23:24.087
What are the things you want

00:23:24.107 --> 00:23:26.068
to do that are intrinsically within you?

00:23:26.469 --> 00:23:26.929
So in life,

00:23:26.949 --> 00:23:28.049
there's two types of motivation.

00:23:28.069 --> 00:23:29.390
There's intrinsic motivation

00:23:30.170 --> 00:23:31.529
and instrumental motivation.

00:23:31.589 --> 00:23:32.510
I learned about this quite a

00:23:32.550 --> 00:23:36.692
bit at mass resiliency training, the army,

00:23:36.791 --> 00:23:37.571
the army puts that on,

00:23:38.632 --> 00:23:39.471
based on research by the

00:23:39.511 --> 00:23:40.373
University of Pennsylvania.

00:23:40.593 --> 00:23:41.173
And it talks about

00:23:42.667 --> 00:23:44.451
intrinsic motivation versus

00:23:44.531 --> 00:23:45.615
instrumental motivation.

00:23:45.914 --> 00:23:47.097
Instrumental motivation is

00:23:47.137 --> 00:23:47.940
carrot and stick.

00:23:48.119 --> 00:23:49.303
I do this, I get that.

00:23:50.281 --> 00:23:53.084
intrinsic motivation is I want to do this.

00:23:53.384 --> 00:23:55.786
When I do this, I feel fulfilled.

00:23:56.346 --> 00:23:58.827
When I do this, I am living my best life.

00:23:59.068 --> 00:23:59.709
When I do this,

00:23:59.949 --> 00:24:01.770
I know I'm making an impact, right?

00:24:01.810 --> 00:24:03.731
And you hit Maslow's hierarchy of needs,

00:24:03.932 --> 00:24:06.153
that self-actualization.

00:24:07.015 --> 00:24:07.634
A couple months ago,

00:24:07.674 --> 00:24:09.336
I talked about closing down the podcast.

00:24:09.676 --> 00:24:11.377
Casey, who was a visionary for the podcast,

00:24:11.478 --> 00:24:12.358
left the podcast.

00:24:12.999 --> 00:24:14.259
And I said, okay, a couple months ago,

00:24:14.279 --> 00:24:15.000
I said, you're on the show.

00:24:15.020 --> 00:24:15.941
Hey, as long as I have guests,

00:24:16.020 --> 00:24:16.821
I will do the podcast.

00:24:18.237 --> 00:24:19.336
And then I got people who are like, oh,

00:24:19.356 --> 00:24:19.936
yeah, I'll be a guest.

00:24:19.977 --> 00:24:20.417
I'll be a guest.

00:24:20.438 --> 00:24:20.478
Oh,

00:24:20.498 --> 00:24:21.758
you should have this person or should

00:24:21.857 --> 00:24:22.998
you need to have this person as a guest?

00:24:24.238 --> 00:24:25.318
I want this person to be a guest.

00:24:25.338 --> 00:24:25.439
See,

00:24:25.479 --> 00:24:26.818
we did some real time language

00:24:27.078 --> 00:24:27.578
reassessment.

00:24:27.598 --> 00:24:28.138
All right.

00:24:28.159 --> 00:24:29.259
I want this person as a guest.

00:24:29.420 --> 00:24:29.640
Right.

00:24:29.740 --> 00:24:30.680
Let me make it as an introduction.

00:24:30.700 --> 00:24:31.099
Here we go.

00:24:31.759 --> 00:24:33.141
And then this last week, I thought, OK,

00:24:33.701 --> 00:24:35.181
I can easily go a week

00:24:35.201 --> 00:24:35.921
without the podcast.

00:24:35.961 --> 00:24:37.981
And no, I want to the podcast.

00:24:38.162 --> 00:24:39.001
I want to share.

00:24:40.164 --> 00:24:41.066
What I learned about in TEDx,

00:24:41.105 --> 00:24:42.385
I'm so excited about this book.

00:24:42.906 --> 00:24:44.227
I told my guys earlier this year,

00:24:44.247 --> 00:24:44.708
I'm getting this.

00:24:44.748 --> 00:24:45.768
Everyone's getting this for Christmas.

00:24:45.847 --> 00:24:46.828
This is what their Christmas gift.

00:24:47.128 --> 00:24:49.309
I may buy it sooner than that.

00:24:50.211 --> 00:24:51.250
And I want to have a library

00:24:51.270 --> 00:24:52.152
down in our conference room

00:24:52.311 --> 00:24:53.352
with some of the books that

00:24:53.432 --> 00:24:55.093
I consider to be essential reading.

00:24:55.292 --> 00:24:56.314
So anybody in our company,

00:24:56.834 --> 00:24:59.455
people that come visit the

00:24:59.476 --> 00:25:00.476
facility can come by,

00:25:00.556 --> 00:25:01.616
see the books that we read.

00:25:01.916 --> 00:25:03.458
I'll give them the copies.

00:25:03.478 --> 00:25:03.998
That's wealthy.

00:25:04.057 --> 00:25:04.838
I'm wealthy enough.

00:25:05.778 --> 00:25:07.398
to pass on knowledge to others, right?

00:25:07.439 --> 00:25:12.820
Because I get to choose my wants, right?

00:25:12.840 --> 00:25:13.961
Next thing, chapters,

00:25:14.060 --> 00:25:16.182
uncover your Tenex past to

00:25:16.221 --> 00:25:17.182
clarify your future.

00:25:18.142 --> 00:25:20.301
Here's the beautiful thing about Tenex.

00:25:21.143 --> 00:25:22.182
You've already done it.

00:25:22.942 --> 00:25:23.742
You've done it at several

00:25:23.762 --> 00:25:25.044
iterations throughout your life.

00:25:26.084 --> 00:25:26.624
At some point,

00:25:26.644 --> 00:25:27.644
you went from crapping your

00:25:27.683 --> 00:25:29.045
pants and crawling to

00:25:29.105 --> 00:25:30.184
walking and using the potty.

00:25:31.986 --> 00:25:32.507
All the way through,

00:25:32.527 --> 00:25:34.248
you went from being of the employee,

00:25:34.728 --> 00:25:35.588
working for somebody else,

00:25:35.608 --> 00:25:36.990
to now working for yourself.

00:25:37.990 --> 00:25:38.951
You went from not having the

00:25:38.971 --> 00:25:39.790
slightest clue how to run a

00:25:39.911 --> 00:25:41.352
company to having the

00:25:41.372 --> 00:25:42.633
slightest clue to running a company.

00:25:43.733 --> 00:25:45.015
All because you got out of

00:25:45.055 --> 00:25:46.055
your comfort zone.

00:25:46.675 --> 00:25:49.196
You chose to ten-X your life.

00:25:50.218 --> 00:25:51.838
So this book talks about the

00:25:51.878 --> 00:25:52.638
gap in the game.

00:25:52.659 --> 00:25:53.579
The gap in the game is one

00:25:53.599 --> 00:25:55.201
of the other books leading up to.

00:25:55.641 --> 00:25:57.402
So the three books in series

00:25:57.442 --> 00:25:58.282
is the gap in the game,

00:25:59.570 --> 00:26:00.371
who not how,

00:26:00.852 --> 00:26:02.251
and then ten X is easier than

00:26:02.311 --> 00:26:05.394
two X. The gap in the game

00:26:05.973 --> 00:26:07.355
focuses on what you have

00:26:07.394 --> 00:26:09.536
done so far and how you did

00:26:09.596 --> 00:26:10.557
it and how you're going to

00:26:10.576 --> 00:26:13.018
repeat it versus the gap,

00:26:13.878 --> 00:26:15.179
which is where do I want to

00:26:15.199 --> 00:26:16.099
be and where am I at now?

00:26:16.119 --> 00:26:16.579
And oh my God,

00:26:16.599 --> 00:26:17.961
look at how scary and crazy

00:26:17.980 --> 00:26:19.221
and weird and all this shit

00:26:19.241 --> 00:26:19.842
I got to deal with.

00:26:20.622 --> 00:26:21.482
No, the gap,

00:26:22.417 --> 00:26:23.857
the gain the gain is where

00:26:23.917 --> 00:26:25.118
we set our focus we say to

00:26:25.138 --> 00:26:26.298
ourselves okay that's why I

00:26:26.318 --> 00:26:27.179
tell people do a hundred

00:26:27.199 --> 00:26:28.159
jobs when I say hi I've

00:26:28.179 --> 00:26:29.259
done ten jobs I love this

00:26:29.278 --> 00:26:30.719
chunkable thing cool you're

00:26:30.739 --> 00:26:33.160
done ten go do another ten

00:26:33.200 --> 00:26:33.900
you already did the first

00:26:33.940 --> 00:26:35.160
ten do another ten and then

00:26:35.180 --> 00:26:36.000
do another ten and before

00:26:36.019 --> 00:26:36.861
you know you got a hundred

00:26:37.060 --> 00:26:37.820
and once you do a hundred

00:26:37.840 --> 00:26:40.000
go for a thousand figure

00:26:40.040 --> 00:26:41.240
out what did you do right

00:26:41.260 --> 00:26:43.922
on those first ten what got

00:26:43.942 --> 00:26:45.301
you okay let's focus let's

00:26:45.321 --> 00:26:46.922
put all our energy on what

00:26:46.961 --> 00:26:48.022
we did right those first

00:26:48.063 --> 00:26:50.323
ten jobs let's do more of that

00:26:52.023 --> 00:26:53.826
And when you focus on the

00:26:53.846 --> 00:26:54.826
things you're doing right,

00:26:55.987 --> 00:26:56.867
often the things that

00:26:56.887 --> 00:26:58.308
you're doing wrong dissipate.

00:26:59.390 --> 00:27:00.450
It's no different than employees.

00:27:01.151 --> 00:27:02.172
Catch your employees doing

00:27:02.211 --> 00:27:02.932
something right.

00:27:03.712 --> 00:27:04.732
When you take the time to

00:27:04.953 --> 00:27:06.253
highlight what your

00:27:06.273 --> 00:27:07.315
employees are doing right,

00:27:07.796 --> 00:27:08.955
they're going to do more of it.

00:27:09.656 --> 00:27:11.278
And you coach them for the

00:27:11.357 --> 00:27:12.159
right behaviors.

00:27:12.419 --> 00:27:15.161
And the wrong behaviors will dissipate.

00:27:16.481 --> 00:27:18.042
So with you, focus on the gain.

00:27:18.083 --> 00:27:19.104
What have you done so far?

00:27:19.203 --> 00:27:20.865
Okay, you want to get here?

00:27:21.046 --> 00:27:21.547
Okay.

00:27:22.467 --> 00:27:24.628
So for me, I want to book speaking gigs.

00:27:24.689 --> 00:27:25.190
All right.

00:27:25.569 --> 00:27:26.590
I booked some speaking gigs.

00:27:26.871 --> 00:27:27.892
What went right?

00:27:29.073 --> 00:27:30.074
How do I double down the

00:27:30.173 --> 00:27:31.736
right to get more gigs?

00:27:33.446 --> 00:27:34.528
Same with you in junk removal.

00:27:34.667 --> 00:27:36.368
Okay, you got yourself off the truck.

00:27:36.388 --> 00:27:37.170
You're running a truck.

00:27:37.190 --> 00:27:38.931
You got one truck, one crew going.

00:27:39.010 --> 00:27:39.751
What's going right?

00:27:39.971 --> 00:27:41.292
How do I double that?

00:27:41.333 --> 00:27:42.894
How do I get a second truck running?

00:27:43.515 --> 00:27:43.934
How do I do it?

00:27:43.974 --> 00:27:45.175
It took me a year to get the first truck.

00:27:45.276 --> 00:27:46.116
How do I get the next truck

00:27:46.156 --> 00:27:47.038
up and functional in six

00:27:47.057 --> 00:27:49.259
weeks or four weeks or twelve weeks?

00:27:49.298 --> 00:27:50.621
Whatever your training program is.

00:27:51.461 --> 00:27:52.442
Oh, you don't have a training program?

00:27:52.541 --> 00:27:52.781
Okay.

00:27:53.502 --> 00:27:54.063
We've been talking about

00:27:54.083 --> 00:27:55.163
this for years on the podcast.

00:27:55.344 --> 00:27:57.306
Document, document, document, document.

00:27:57.546 --> 00:27:58.906
Document the things you did

00:27:59.027 --> 00:27:59.928
right along the way.

00:28:01.573 --> 00:28:03.394
look at it, and then put it into a plan.

00:28:03.594 --> 00:28:04.554
You've already done the work.

00:28:04.614 --> 00:28:05.634
You've already done the things right.

00:28:05.654 --> 00:28:07.755
You're already in business.

00:28:07.775 --> 00:28:08.756
Some weeks we celebrate, hey,

00:28:08.915 --> 00:28:09.776
we're still in business.

00:28:10.435 --> 00:28:11.317
There's weeks to this day,

00:28:11.336 --> 00:28:12.116
it's eight years later,

00:28:12.576 --> 00:28:13.857
where I look back and I say, okay,

00:28:13.897 --> 00:28:16.259
we made payroll.

00:28:16.278 --> 00:28:17.239
That's what we did this week.

00:28:18.358 --> 00:28:19.819
Because there was weeks, years ago,

00:28:19.900 --> 00:28:23.401
where making payroll wasn't

00:28:23.461 --> 00:28:24.862
always something we did with ease.

00:28:25.798 --> 00:28:27.799
And so focusing on the gain,

00:28:27.840 --> 00:28:29.101
what have you done so far?

00:28:29.541 --> 00:28:30.583
Take three or four times in

00:28:30.603 --> 00:28:31.482
your life and look at how

00:28:31.502 --> 00:28:33.044
did I go from here to there?

00:28:33.984 --> 00:28:35.486
Look back at your life two months ago,

00:28:36.106 --> 00:28:37.528
six months ago, a year ago.

00:28:39.088 --> 00:28:40.430
Look back at where you were

00:28:40.470 --> 00:28:43.132
and where you are now.

00:28:43.152 --> 00:28:44.232
Would you have been jealous

00:28:45.393 --> 00:28:46.854
of yourself back then if

00:28:46.875 --> 00:28:48.615
you were where you're at right now?

00:28:50.066 --> 00:28:50.726
And now imagine where you're

00:28:50.747 --> 00:28:51.926
going to be in two months from now,

00:28:52.146 --> 00:28:53.648
six months from now, two years from now.

00:28:54.128 --> 00:28:55.410
By applying those same

00:28:55.450 --> 00:28:56.931
principles that got you where you're at,

00:28:56.990 --> 00:28:57.631
all of a sudden you start

00:28:57.671 --> 00:28:58.932
focusing on what you can do.

00:28:59.132 --> 00:29:00.192
You start focusing on the

00:29:00.252 --> 00:29:01.614
gain and not the gap.

00:29:02.454 --> 00:29:03.535
You focus on what you can,

00:29:03.555 --> 00:29:04.355
not what you can't.

00:29:04.996 --> 00:29:05.777
The gap and the gain.

00:29:06.037 --> 00:29:07.178
Gap and the gain is the

00:29:07.198 --> 00:29:08.479
first book focusing on.

00:29:09.159 --> 00:29:11.240
Second book is who, not how.

00:29:12.402 --> 00:29:13.261
Find the right people.

00:29:13.823 --> 00:29:14.762
Let them figure it out.

00:29:15.384 --> 00:29:16.203
And then the third book here

00:29:16.223 --> 00:29:18.365
is ten X is easier than two X.

00:29:20.386 --> 00:29:21.586
Oh, this is a good one.

00:29:21.606 --> 00:29:22.846
All right.

00:29:22.926 --> 00:29:23.667
Oh, I love this chapter.

00:29:24.087 --> 00:29:25.028
Okay.

00:29:25.248 --> 00:29:26.228
I skipped a chapter somehow.

00:29:26.288 --> 00:29:28.568
I think I covered it all.

00:29:28.808 --> 00:29:29.409
I think I know.

00:29:29.588 --> 00:29:30.509
I'm covering the things that

00:29:31.108 --> 00:29:32.009
pop in my mind.

00:29:32.068 --> 00:29:32.388
All right.

00:29:33.028 --> 00:29:33.588
Chapter five,

00:29:33.628 --> 00:29:34.230
take a hundred and

00:29:34.250 --> 00:29:35.710
fifty-three days per year.

00:29:36.450 --> 00:29:38.609
So he talks about this and he uses,

00:29:38.630 --> 00:29:40.070
I'm going to use the first

00:29:40.090 --> 00:29:41.030
analogy he uses here.

00:29:41.290 --> 00:29:42.951
He talks about actors and actresses,

00:29:42.990 --> 00:29:44.191
how they have performance days,

00:29:44.911 --> 00:29:47.571
practice days, and rejuvenation days.

00:29:49.141 --> 00:29:50.061
When I sit down with people,

00:29:50.082 --> 00:29:50.701
the other book I'm

00:29:51.103 --> 00:29:51.803
currently writing is called

00:29:51.843 --> 00:29:52.683
Numbers Fucking Matter.

00:29:52.723 --> 00:29:53.364
And one of the first things

00:29:53.403 --> 00:29:54.265
I talk to people about is

00:29:54.305 --> 00:29:55.145
how much money do you want to make?

00:29:55.405 --> 00:29:56.826
How many weeks a year do you want to work?

00:29:57.406 --> 00:29:57.567
Right?

00:29:57.988 --> 00:29:58.848
We plan it out.

00:29:59.148 --> 00:30:01.089
He talks in this book how they plan out.

00:30:01.170 --> 00:30:01.971
And he's been planning out

00:30:01.990 --> 00:30:03.711
for years how many days off,

00:30:03.791 --> 00:30:04.792
what days off they are.

00:30:05.294 --> 00:30:06.314
He puts in artificial

00:30:06.354 --> 00:30:08.135
constraints so that he can

00:30:08.155 --> 00:30:09.836
be more focused during his

00:30:09.896 --> 00:30:10.538
performance days.

00:30:11.305 --> 00:30:12.066
Let's look at an athlete.

00:30:12.086 --> 00:30:13.948
Let's take the NFL, right?

00:30:14.147 --> 00:30:14.969
Season kicks off.

00:30:15.609 --> 00:30:18.932
Packers, Eagles in Brazil, maybe.

00:30:18.952 --> 00:30:19.554
Now they're talking about

00:30:19.653 --> 00:30:21.016
air quality issues, whatever, right?

00:30:21.336 --> 00:30:23.117
Football season kicks off.

00:30:23.137 --> 00:30:25.580
Football season is seven games, right?

00:30:25.721 --> 00:30:28.384
Maybe two or three playoff games, right?

00:30:28.403 --> 00:30:29.365
Four if everything goes right.

00:30:30.884 --> 00:30:32.526
Those players take days, right?

00:30:32.546 --> 00:30:33.425
That Monday after the game,

00:30:33.445 --> 00:30:34.286
they're not practicing.

00:30:34.445 --> 00:30:35.886
It's rejuvenation day.

00:30:36.166 --> 00:30:37.166
They're down.

00:30:37.446 --> 00:30:38.626
They're resting their bodies.

00:30:38.646 --> 00:30:39.627
They're resting their minds.

00:30:39.647 --> 00:30:40.748
They're resting their souls.

00:30:41.548 --> 00:30:43.009
And then they have practice

00:30:43.028 --> 00:30:44.348
days and then they have game days.

00:30:45.269 --> 00:30:47.150
And NFL players play in seventeen,

00:30:47.210 --> 00:30:48.530
maybe twenty games a year,

00:30:48.770 --> 00:30:50.131
either three or preseason

00:30:50.151 --> 00:30:51.070
or three playoff games.

00:30:51.111 --> 00:30:51.332
Right.

00:30:51.751 --> 00:30:54.192
They have twenty days a year

00:30:54.413 --> 00:30:55.292
where they need to perform.

00:30:56.407 --> 00:30:58.790
Actors and actresses all the same, right?

00:30:58.990 --> 00:31:00.311
They have a finite number of

00:31:00.491 --> 00:31:01.834
days where they need to perform.

00:31:02.615 --> 00:31:03.875
In order for them to perform

00:31:03.915 --> 00:31:05.417
at the highest level,

00:31:06.117 --> 00:31:08.039
they need days in between to rest.

00:31:08.340 --> 00:31:12.365
They need days in between to practice.

00:31:13.405 --> 00:31:14.186
And as a business owner,

00:31:14.267 --> 00:31:15.808
this is your opportunity.

00:31:18.038 --> 00:31:19.019
I've talked about it for years.

00:31:19.058 --> 00:31:20.759
Years ago, I started taking Sundays off.

00:31:20.959 --> 00:31:21.960
I do not work Sundays.

00:31:22.140 --> 00:31:23.079
I go to the beach on Sundays.

00:31:23.140 --> 00:31:24.000
That's my sanctuary.

00:31:24.260 --> 00:31:25.300
I was at the beach, well,

00:31:25.340 --> 00:31:26.122
Saturday this weekend,

00:31:26.281 --> 00:31:27.041
because I go to the beach

00:31:27.061 --> 00:31:27.801
when the weather is nice.

00:31:28.282 --> 00:31:29.143
I'm going to the beach this

00:31:29.182 --> 00:31:31.903
week when I'm done doing practice,

00:31:31.983 --> 00:31:33.065
actually rejuvenation.

00:31:33.105 --> 00:31:34.244
I leave tomorrow morning for

00:31:34.325 --> 00:31:35.385
four days of rejuvenation

00:31:35.405 --> 00:31:37.846
down in Key West, a business retreat.

00:31:38.406 --> 00:31:40.667
That is my scheduled rejuvenation time.

00:31:42.259 --> 00:31:43.340
Even back when I first started,

00:31:43.480 --> 00:31:44.804
I took off Sundays to give

00:31:44.844 --> 00:31:47.888
myself one day to let my brain rest,

00:31:49.392 --> 00:31:50.795
to let that muscle recover.

00:31:51.894 --> 00:31:53.115
And then I started taking off Saturdays.

00:31:53.134 --> 00:31:54.076
I remember I was maybe a

00:31:54.135 --> 00:31:55.277
year and a half into business.

00:31:55.876 --> 00:31:56.416
And someone said,

00:31:56.857 --> 00:31:57.557
what's the best thing going

00:31:57.577 --> 00:31:58.358
in your business right now?

00:31:58.638 --> 00:31:58.999
And I said,

00:31:59.480 --> 00:32:00.840
I slept in on a Saturday

00:32:01.560 --> 00:32:02.342
because I had the phones

00:32:02.362 --> 00:32:03.803
for the first year or I

00:32:03.823 --> 00:32:04.923
would be in the office every day.

00:32:05.384 --> 00:32:06.525
And finally, I got to a point where I said,

00:32:06.565 --> 00:32:08.105
OK, I'll work on Saturday.

00:32:08.247 --> 00:32:10.307
I don't want to be at work at seven a.m.

00:32:10.868 --> 00:32:11.108
Right.

00:32:11.128 --> 00:32:11.848
So what do I need to do?

00:32:11.909 --> 00:32:12.068
Well,

00:32:12.108 --> 00:32:13.490
I gave the phone to an operations guy.

00:32:13.730 --> 00:32:14.951
He answered the phone on Saturdays.

00:32:15.759 --> 00:32:17.320
Well, then I needed it or I needed it.

00:32:17.340 --> 00:32:18.221
I wanted to train him.

00:32:18.261 --> 00:32:19.243
I wanted him to get to speed.

00:32:19.263 --> 00:32:20.525
I wanted the company to be successful,

00:32:21.145 --> 00:32:21.547
right?

00:32:21.567 --> 00:32:22.627
Because sleeping in on a

00:32:22.688 --> 00:32:25.991
Saturday trumped all the things.

00:32:26.051 --> 00:32:26.933
It allowed me to do all the

00:32:26.953 --> 00:32:27.875
things I wanted to do

00:32:27.914 --> 00:32:29.076
because I had alignment.

00:32:30.136 --> 00:32:31.518
And now I've structured my week very,

00:32:31.557 --> 00:32:32.077
very simple.

00:32:32.518 --> 00:32:33.557
I have meaningful Mondays.

00:32:33.718 --> 00:32:35.398
Monday, I do all the meetings.

00:32:35.818 --> 00:32:36.818
I do my podcast.

00:32:37.140 --> 00:32:37.980
I do everything that's

00:32:38.039 --> 00:32:39.681
meaningful that I do every

00:32:39.701 --> 00:32:40.480
week that I have one

00:32:40.520 --> 00:32:41.500
hundred percent control over.

00:32:42.060 --> 00:32:43.382
I go to counseling every other Monday.

00:32:43.882 --> 00:32:44.461
I have my meetings.

00:32:44.521 --> 00:32:45.262
I have my podcast.

00:32:45.303 --> 00:32:46.022
That's my Monday.

00:32:46.854 --> 00:32:48.035
Tuesday, Wednesday, Thursday,

00:32:48.734 --> 00:32:49.315
I've broken down.

00:32:49.375 --> 00:32:50.476
I used to have one-hour

00:32:50.536 --> 00:32:52.076
blocks of managerial time,

00:32:52.416 --> 00:32:53.458
and now I've broken it down

00:32:53.498 --> 00:32:55.298
to two or three blocks a

00:32:55.338 --> 00:32:57.180
day of two or three hours.

00:32:57.200 --> 00:32:58.060
Sometimes it's a.m.

00:32:58.080 --> 00:32:58.520
and a p.m.

00:32:58.540 --> 00:33:00.082
with a lunch in between, and that's it.

00:33:00.902 --> 00:33:02.063
And I give myself the two or

00:33:02.103 --> 00:33:03.223
three hours so I can work

00:33:03.263 --> 00:33:05.525
on one thing and be fully

00:33:05.585 --> 00:33:06.885
invested into that thing so

00:33:06.945 --> 00:33:09.468
I can bring my unique ability in.

00:33:10.362 --> 00:33:11.442
I do business coaching for

00:33:11.682 --> 00:33:12.463
different businesses

00:33:12.503 --> 00:33:13.644
because when I learn about

00:33:13.704 --> 00:33:14.506
other businesses,

00:33:15.066 --> 00:33:16.567
I inevitably see things

00:33:17.248 --> 00:33:18.469
from my perspective that's

00:33:18.489 --> 00:33:19.891
going to support their business.

00:33:20.191 --> 00:33:21.451
And I also start to see my

00:33:21.491 --> 00:33:22.772
business from another perspective.

00:33:23.314 --> 00:33:24.494
Those are my practice days.

00:33:25.834 --> 00:33:27.875
So I build in my days to perform.

00:33:28.015 --> 00:33:29.275
On Monday, here I am.

00:33:29.474 --> 00:33:30.496
This is my stage.

00:33:30.736 --> 00:33:31.715
This is my arena.

00:33:31.955 --> 00:33:32.817
This is my audience.

00:33:32.856 --> 00:33:33.817
This is my performance.

00:33:33.836 --> 00:33:35.238
This is the one hour a week

00:33:35.577 --> 00:33:36.438
out of a hundred sixty

00:33:36.478 --> 00:33:37.818
eight hours that I get to

00:33:37.878 --> 00:33:40.359
perform in the junk removal space.

00:33:41.892 --> 00:33:43.392
And for the next hundred sixty seven hours,

00:33:43.531 --> 00:33:44.211
I'm going to schedule in

00:33:44.231 --> 00:33:45.153
some time to practice.

00:33:45.432 --> 00:33:46.272
I'm going to talk to other

00:33:46.292 --> 00:33:46.913
junk mode companies.

00:33:46.932 --> 00:33:48.653
I'm going to plan out our

00:33:48.692 --> 00:33:49.634
junk removal weekend.

00:33:49.834 --> 00:33:50.854
So on October twenty fifth

00:33:50.874 --> 00:33:51.433
and twenty sixth,

00:33:51.634 --> 00:33:55.295
I can perform and be at peak performance.

00:33:55.494 --> 00:33:57.795
He uses perform practice and

00:33:57.835 --> 00:33:59.015
rejuvenation because this

00:33:59.055 --> 00:34:00.635
came from the theater and

00:34:00.655 --> 00:34:01.675
he changes it into.

00:34:03.175 --> 00:34:03.895
Focus days,

00:34:04.076 --> 00:34:05.116
those are your performance days.

00:34:06.116 --> 00:34:06.896
Buffer days,

00:34:07.156 --> 00:34:08.197
those are your prep days or

00:34:08.237 --> 00:34:08.956
practice days.

00:34:09.858 --> 00:34:11.378
And then finally, free days.

00:34:13.134 --> 00:34:14.675
So Saturday, Sunday are my free days.

00:34:14.916 --> 00:34:17.177
I take that time to rest my mind, body,

00:34:17.217 --> 00:34:17.557
and soul.

00:34:17.577 --> 00:34:18.117
This last week,

00:34:18.157 --> 00:34:19.239
I went to the beach on Saturday.

00:34:19.639 --> 00:34:21.922
I worked on the farm on Sunday.

00:34:21.961 --> 00:34:22.521
Focus days.

00:34:22.722 --> 00:34:24.264
Here I am, focused.

00:34:24.364 --> 00:34:25.063
I'm in performance.

00:34:25.103 --> 00:34:25.804
I got my book.

00:34:26.726 --> 00:34:27.746
We're doing a book report

00:34:27.786 --> 00:34:29.789
and talking about junk removal, right?

00:34:30.088 --> 00:34:30.548
And then I have my

00:34:30.588 --> 00:34:31.650
preparation days and my

00:34:31.730 --> 00:34:32.710
organization days.

00:34:33.532 --> 00:34:34.893
The days that I'm working so

00:34:34.932 --> 00:34:36.894
that when I get in front of an audience,

00:34:37.454 --> 00:34:39.237
I'm ready to take on the world.

00:34:40.335 --> 00:34:41.157
The same is with you.

00:34:41.896 --> 00:34:42.838
Look at what you do.

00:34:42.978 --> 00:34:43.719
There are days where you

00:34:43.759 --> 00:34:44.679
need to be a manager.

00:34:45.039 --> 00:34:45.661
There are days where you

00:34:45.681 --> 00:34:46.380
need to manage your

00:34:46.400 --> 00:34:47.681
business or hours in which

00:34:47.702 --> 00:34:48.782
you need to manage your business.

00:34:49.764 --> 00:34:50.945
The goal is you find those

00:34:51.105 --> 00:34:52.266
eighty percent of your time

00:34:52.286 --> 00:34:53.646
that you're doing busy work.

00:34:54.568 --> 00:34:55.389
Busy is a shit word.

00:34:55.568 --> 00:34:56.630
When you're doing busy work,

00:34:56.789 --> 00:34:57.951
when you're performing tasks,

00:34:58.311 --> 00:34:59.251
managing processes,

00:34:59.311 --> 00:35:00.313
managing people where

00:35:00.373 --> 00:35:01.454
somebody else can do it,

00:35:01.793 --> 00:35:03.675
you find a way to eliminate, delegate,

00:35:04.780 --> 00:35:06.864
and automate those days and those times.

00:35:07.483 --> 00:35:08.806
Last week after reading this book,

00:35:09.387 --> 00:35:12.010
I no longer check emails during the day.

00:35:12.030 --> 00:35:13.192
That sounds scary.

00:35:14.422 --> 00:35:14.702
Now,

00:35:14.822 --> 00:35:16.083
my executive assistant checks my

00:35:16.143 --> 00:35:16.923
emails throughout the day.

00:35:17.224 --> 00:35:17.864
At four thirty,

00:35:17.884 --> 00:35:19.204
she sends me a wrap up email.

00:35:19.724 --> 00:35:21.043
Here are the emails you need to address.

00:35:21.164 --> 00:35:21.585
Earlier today,

00:35:21.644 --> 00:35:23.184
I saw I had twenty nine emails.

00:35:23.784 --> 00:35:25.025
I get twitchy if it's above ten.

00:35:25.284 --> 00:35:26.726
I have twenty nine unread emails.

00:35:26.766 --> 00:35:28.085
Well, I have an audit.

00:35:28.186 --> 00:35:30.847
I delegated this responsibility to me.

00:35:31.266 --> 00:35:32.226
I have an automation.

00:35:32.487 --> 00:35:33.646
She's going to send me an email.

00:35:33.967 --> 00:35:35.047
And between five and six,

00:35:35.447 --> 00:35:36.608
I will spend one hour.

00:35:37.742 --> 00:35:38.961
taking care of all the emails for the day.

00:35:39.161 --> 00:35:40.342
And when I set aside that one hour,

00:35:40.362 --> 00:35:41.402
it ends up being about fifteen,

00:35:41.443 --> 00:35:41.943
twenty minutes.

00:35:42.523 --> 00:35:45.483
That's how much time I need or I want,

00:35:46.344 --> 00:35:48.844
right, to take care of emails.

00:35:48.905 --> 00:35:50.105
The first day was like two hours.

00:35:50.244 --> 00:35:50.465
Well,

00:35:50.744 --> 00:35:51.646
here are all the things that someone

00:35:51.686 --> 00:35:52.266
else can answer.

00:35:52.405 --> 00:35:53.686
Here are the things I'm going to pass off.

00:35:53.945 --> 00:35:54.706
Here are the emails that we

00:35:54.746 --> 00:35:55.586
can delete because I don't

00:35:55.606 --> 00:35:56.226
need to read them.

00:35:57.387 --> 00:35:57.947
I don't want to.

00:35:57.967 --> 00:35:58.447
Forget need.

00:35:58.688 --> 00:35:59.887
I don't want to read them.

00:36:01.849 --> 00:36:03.510
Last chapter talks about the

00:36:03.590 --> 00:36:05.291
self-managing company.

00:36:06.052 --> 00:36:07.231
And this is the goal that

00:36:07.311 --> 00:36:08.592
most of us have as an entrepreneur,

00:36:08.612 --> 00:36:08.733
right?

00:36:09.753 --> 00:36:10.994
We want to own our business.

00:36:11.034 --> 00:36:13.536
We do not want our business to own us.

00:36:13.896 --> 00:36:14.757
So how do we create a

00:36:14.797 --> 00:36:15.617
self-managing company?

00:36:15.898 --> 00:36:16.757
This is his argument.

00:36:17.038 --> 00:36:20.239
There are four types of businesses.

00:36:23.422 --> 00:36:23.842
Where am I at?

00:36:23.862 --> 00:36:24.402
I'll just go from here.

00:36:24.422 --> 00:36:24.742
All right.

00:36:26.297 --> 00:36:27.358
Level one entrepreneurs,

00:36:27.599 --> 00:36:28.460
these are the ones that are

00:36:28.599 --> 00:36:31.204
in the weeds all day, every day.

00:36:31.563 --> 00:36:32.626
They are an entrepreneur.

00:36:32.686 --> 00:36:35.068
This is the business is running you.

00:36:35.650 --> 00:36:36.891
You're focusing on the gap

00:36:37.092 --> 00:36:38.434
more than you're focusing on the gain.

00:36:39.414 --> 00:36:40.577
So to go from level one

00:36:40.657 --> 00:36:43.320
entrepreneur to level two entrepreneur,

00:36:44.813 --> 00:36:45.612
You need to level one

00:36:45.652 --> 00:36:46.853
entrepreneur being rugged.

00:36:46.873 --> 00:36:47.454
That's what he uses.

00:36:47.974 --> 00:36:49.175
Rugged individual who either

00:36:49.215 --> 00:36:50.275
does everything themselves

00:36:50.516 --> 00:36:53.737
or micromanages the few who's they have.

00:36:54.137 --> 00:36:54.798
So they might've hired the

00:36:54.838 --> 00:36:56.199
who's and yet they're not

00:36:56.239 --> 00:36:57.619
letting the who's do the what yet.

00:36:58.280 --> 00:36:59.681
Level two entrepreneur is

00:36:59.721 --> 00:37:00.981
where you've evolved beyond

00:37:01.021 --> 00:37:03.163
the how focused, not your who focused.

00:37:03.804 --> 00:37:04.443
Rugged individual,

00:37:05.447 --> 00:37:08.467
to who focused leadership, applying who,

00:37:08.568 --> 00:37:09.128
not how,

00:37:09.347 --> 00:37:11.048
in all areas of life and business.

00:37:11.688 --> 00:37:13.108
This is where I see a lot of

00:37:13.369 --> 00:37:16.210
us struggle here in this space.

00:37:16.230 --> 00:37:18.050
You want to tighten up your business.

00:37:18.391 --> 00:37:19.992
You want to micromanage everything.

00:37:20.032 --> 00:37:21.192
You either want to do it or

00:37:21.211 --> 00:37:22.351
you want to manage it.

00:37:23.472 --> 00:37:24.432
The book talks about this,

00:37:24.472 --> 00:37:25.713
and I'm living proof of this.

00:37:26.514 --> 00:37:27.594
Get out of the fucking way.

00:37:28.474 --> 00:37:29.153
Take a day.

00:37:29.213 --> 00:37:29.875
Take an hour.

00:37:29.934 --> 00:37:30.875
Take a vacation.

00:37:32.300 --> 00:37:33.101
What you'll see,

00:37:33.300 --> 00:37:34.161
you'll be able to see what

00:37:34.181 --> 00:37:35.282
your team is capable of.

00:37:35.922 --> 00:37:36.742
And moreover,

00:37:36.981 --> 00:37:39.443
your team will be able to see

00:37:39.463 --> 00:37:40.322
what they're capable of.

00:37:40.742 --> 00:37:42.083
Within our first year of business,

00:37:42.623 --> 00:37:43.543
I was given orders to go to

00:37:43.583 --> 00:37:45.003
a military school for three weeks.

00:37:45.903 --> 00:37:48.423
I told our then operations officer, Zell,

00:37:48.443 --> 00:37:51.344
he had eighty seven days to learn my job.

00:37:51.625 --> 00:37:52.545
This was in January.

00:37:52.704 --> 00:37:53.664
I left in April.

00:37:54.766 --> 00:37:56.126
During the three weeks I was gone,

00:37:56.465 --> 00:37:58.085
the first week the place was on fire.

00:37:58.186 --> 00:37:58.806
I was on the phone

00:37:58.847 --> 00:38:00.467
constantly and everything went to shit.

00:38:01.260 --> 00:38:02.260
The second week,

00:38:02.581 --> 00:38:03.402
they figured it out and

00:38:03.422 --> 00:38:05.804
they wanted or needed me a little bit.

00:38:06.244 --> 00:38:07.545
By the third week,

00:38:08.666 --> 00:38:09.447
I didn't need to come back.

00:38:09.786 --> 00:38:10.648
They had it all figured out.

00:38:11.568 --> 00:38:12.750
And during those three weeks,

00:38:12.989 --> 00:38:14.391
they also landed the

00:38:14.530 --> 00:38:16.432
largest project to date

00:38:17.293 --> 00:38:18.193
that our company had done.

00:38:18.353 --> 00:38:18.954
And it was the largest

00:38:18.994 --> 00:38:20.295
project we did for the

00:38:20.335 --> 00:38:21.577
first like five years.

00:38:22.237 --> 00:38:25.159
So the company flourished without me.

00:38:25.940 --> 00:38:26.601
As an owner,

00:38:26.621 --> 00:38:28.202
it's my job as the visionary

00:38:28.262 --> 00:38:29.623
to build the ship.

00:38:31.364 --> 00:38:33.887
It's also my responsibility

00:38:34.128 --> 00:38:36.291
to hire the who's, not the what.

00:38:36.650 --> 00:38:39.373
It's my job for them to run the ship.

00:38:39.655 --> 00:38:40.315
I get to build it.

00:38:40.876 --> 00:38:42.177
I get to set course and

00:38:42.217 --> 00:38:43.579
decide that's the direction we're going.

00:38:43.858 --> 00:38:44.460
And beyond that,

00:38:44.760 --> 00:38:47.402
I get to sit back and watch them

00:38:48.708 --> 00:38:49.650
run this ship,

00:38:49.710 --> 00:38:50.971
this company as a

00:38:51.030 --> 00:38:52.431
self-managing company that

00:38:52.771 --> 00:38:54.072
I was part of building.

00:38:54.434 --> 00:38:56.255
And I allow them to make

00:38:56.295 --> 00:38:57.655
modifications and I put

00:38:57.715 --> 00:38:59.438
processes in place so that

00:38:59.518 --> 00:39:00.679
they can make the ship even

00:39:00.719 --> 00:39:02.940
better than I originally built it.

00:39:02.960 --> 00:39:04.161
To go from a level two to a

00:39:04.202 --> 00:39:07.003
level three entrepreneur is

00:39:07.043 --> 00:39:08.085
going from level two,

00:39:08.224 --> 00:39:09.346
an entrepreneur being the

00:39:09.385 --> 00:39:10.666
leader of the who, not the how,

00:39:11.704 --> 00:39:12.784
The level three entrepreneur

00:39:12.804 --> 00:39:13.666
means that you've replaced

00:39:13.706 --> 00:39:14.947
yourself with better

00:39:14.987 --> 00:39:16.268
fitting leaders to run your

00:39:16.327 --> 00:39:17.289
self-managing company.

00:39:17.789 --> 00:39:19.431
Hire a new captain to run the ship.

00:39:19.771 --> 00:39:21.974
Hire the guys, the fucking riggers,

00:39:21.994 --> 00:39:23.695
the paddlers, the gunmen,

00:39:23.715 --> 00:39:25.577
the fucking navigator, right?

00:39:25.916 --> 00:39:27.518
Hire the people and chances

00:39:27.619 --> 00:39:30.621
are they are better than

00:39:30.661 --> 00:39:31.563
you at doing the thing.

00:39:32.338 --> 00:39:33.177
Put your ego aside.

00:39:33.637 --> 00:39:36.059
Your focus on, your focus needs to be,

00:39:36.619 --> 00:39:38.239
your focus, how do I say?

00:39:38.699 --> 00:39:41.139
When your focus is on the twenty percent,

00:39:41.960 --> 00:39:42.981
you can take a step back.

00:39:43.001 --> 00:39:43.701
You can look at things from

00:39:43.740 --> 00:39:44.561
thirty thousand feet.

00:39:44.740 --> 00:39:45.382
You can look at things

00:39:45.422 --> 00:39:47.621
running on their boat and

00:39:47.641 --> 00:39:48.822
start to figure out what

00:39:48.862 --> 00:39:50.262
your company needs to move forward.

00:39:51.117 --> 00:39:52.338
Growing from level three

00:39:53.398 --> 00:39:54.559
entrepreneur to level four.

00:39:54.619 --> 00:39:55.239
Growing from three

00:39:55.280 --> 00:39:56.300
entrepreneur of having a

00:39:56.360 --> 00:39:57.521
self-managing company to

00:39:57.581 --> 00:39:58.802
level four entrepreneurship

00:39:58.822 --> 00:40:00.983
means that everything happens around you,

00:40:01.742 --> 00:40:02.684
including your business.

00:40:03.704 --> 00:40:04.585
Operates as a

00:40:04.684 --> 00:40:07.045
self-multiplying unique ability teamwork.

00:40:07.085 --> 00:40:08.527
In self-multiplying unique

00:40:08.547 --> 00:40:09.206
ability teamwork,

00:40:09.347 --> 00:40:10.487
all individuals are

00:40:10.527 --> 00:40:12.208
encouraged to continually

00:40:12.509 --> 00:40:14.590
and automatically, autonomously,

00:40:14.929 --> 00:40:15.670
autonomously,

00:40:16.190 --> 00:40:17.570
refine their roles down to

00:40:17.610 --> 00:40:18.431
their twenty percent.

00:40:19.833 --> 00:40:20.632
Once you have that level

00:40:20.673 --> 00:40:21.954
three self-managing company,

00:40:22.233 --> 00:40:23.735
now you look at your entire team and say,

00:40:23.775 --> 00:40:24.556
okay, entire team,

00:40:24.856 --> 00:40:26.536
what is your unique twenty percent?

00:40:27.858 --> 00:40:28.918
What situations,

00:40:29.097 --> 00:40:31.079
processes do we get to

00:40:31.119 --> 00:40:33.521
create so that you can be

00:40:33.561 --> 00:40:34.360
in your unique twenty

00:40:34.400 --> 00:40:36.742
percent majority of your time?

00:40:37.463 --> 00:40:38.483
And when you do that,

00:40:38.523 --> 00:40:39.724
when all levels of your

00:40:39.764 --> 00:40:41.184
business are operating and

00:40:41.224 --> 00:40:44.586
they're unique twenty percent, then you

00:40:45.099 --> 00:40:46.119
You have those freedoms we

00:40:46.159 --> 00:40:47.960
talked about earlier, the freedom of time,

00:40:48.280 --> 00:40:49.001
the freedom of money,

00:40:49.601 --> 00:40:50.782
the freedom of relationships,

00:40:50.802 --> 00:40:53.943
and the freedom of purpose.

00:40:54.083 --> 00:40:55.163
I highly encourage everybody

00:40:55.202 --> 00:40:56.184
here on the Trash Talk

00:40:56.204 --> 00:40:58.083
Business Podcast to get out

00:40:58.485 --> 00:40:59.204
of the day-to-day,

00:40:59.644 --> 00:41:05.067
to get out of the grind that is,

00:41:06.067 --> 00:41:09.668
and instead get into working on yourself.

00:41:09.887 --> 00:41:11.588
Get into your unique ability.

00:41:12.608 --> 00:41:14.389
Get into why you got into

00:41:14.429 --> 00:41:15.509
this thing in the first place.

00:41:16.489 --> 00:41:18.389
What do you want out of your business?

00:41:18.989 --> 00:41:20.751
You get to decide what you want.

00:41:20.831 --> 00:41:22.130
You get to decide the boundaries.

00:41:22.411 --> 00:41:23.992
You get to set the course of

00:41:24.112 --> 00:41:26.592
how you're going to get there.

00:41:26.672 --> 00:41:27.853
Focus on the gains.

00:41:28.072 --> 00:41:29.393
Focus on what you've done before,

00:41:29.693 --> 00:41:30.514
what you've done right,

00:41:30.554 --> 00:41:31.614
and what you're going to do again.

00:41:32.355 --> 00:41:33.255
Focus on the who's.

00:41:33.514 --> 00:41:34.454
Who do you need to hire?

00:41:35.135 --> 00:41:36.295
Right people, right seats.

00:41:36.335 --> 00:41:37.096
Develop the seat.

00:41:37.155 --> 00:41:38.217
What does the seat look like?

00:41:38.336 --> 00:41:39.336
Who fits into the seat?

00:41:41.876 --> 00:41:43.077
And then start to look at your company.

00:41:43.117 --> 00:41:44.418
How do I self-manage this?

00:41:44.619 --> 00:41:45.898
How do we get all the who's

00:41:45.918 --> 00:41:47.440
to run the business day to day?

00:41:47.800 --> 00:41:49.221
When you do that,

00:41:50.061 --> 00:41:50.882
you'll be able to live the

00:41:50.922 --> 00:41:51.782
life that you want to live.

00:41:51.802 --> 00:41:52.702
You'll be able to run your

00:41:52.762 --> 00:41:53.483
business instead of your

00:41:53.543 --> 00:41:55.125
business running you.

00:41:56.126 --> 00:41:57.168
I'm excited to be part of

00:41:57.188 --> 00:41:57.867
your journey here on the

00:41:57.907 --> 00:41:59.188
Trash Talk Business Podcast.

00:41:59.208 --> 00:42:01.208
I'm excited to see you again next week.

00:42:01.228 --> 00:42:02.389
We've got a guest coming up.

00:42:02.409 --> 00:42:04.130
I have no idea who it is offhand.

00:42:04.210 --> 00:42:05.030
I know we have one.

00:42:05.351 --> 00:42:06.112
Taylor might tell me.

00:42:06.152 --> 00:42:06.711
Taylor's going to come in

00:42:06.731 --> 00:42:09.032
here in like seven seconds and teach me.

00:42:09.333 --> 00:42:09.572
Again,

00:42:09.693 --> 00:42:12.135
October twenty-fifth and twenty-sixth,

00:42:12.155 --> 00:42:12.675
we're going to have our

00:42:12.695 --> 00:42:13.655
recycling weekend.

00:42:14.536 --> 00:42:15.215
Taylor's late.

00:42:15.235 --> 00:42:16.056
Maybe I'll just check my phone.

00:42:17.097 --> 00:42:18.677
Twenty-fifth and twenty-sixth.

00:42:19.097 --> 00:42:22.699
And from there, Connor Young.

00:42:23.300 --> 00:42:24.059
How do we know Connor Young?

00:42:24.079 --> 00:42:25.920
Hey.

00:42:27.193 --> 00:42:27.833
All right.

00:42:27.853 --> 00:42:28.054
All right.

00:42:28.333 --> 00:42:29.134
My guys are looking for me.

00:42:29.153 --> 00:42:30.054
Connor Young next week.

00:42:30.094 --> 00:42:30.375
That's it.

00:42:30.414 --> 00:42:30.594
All right.

00:42:30.936 --> 00:42:32.135
So I'm excited to be part of

00:42:32.155 --> 00:42:33.117
your junk removal journey.

00:42:33.177 --> 00:42:33.998
I thank you for giving me

00:42:34.038 --> 00:42:34.697
your time this week.

00:42:34.978 --> 00:42:35.778
And I look forward to seeing

00:42:35.798 --> 00:42:37.380
you next week on the Trash

00:42:37.420 --> 00:42:38.380
Talk Business Podcast.

00:42:43.916 --> 00:42:44.695
Thanks for listening.

00:42:45.137 --> 00:42:46.657
Tap subscribe or follow to

00:42:46.697 --> 00:42:47.818
get the latest episode.

00:42:48.119 --> 00:42:49.599
And if you enjoyed this episode,

00:42:49.719 --> 00:42:50.519
be sure to leave us a

00:42:50.579 --> 00:42:52.260
review and tell a friend to listen.

00:42:52.721 --> 00:42:53.362
To learn more,

00:42:53.621 --> 00:42:55.083
visit Trash Talk Business

00:42:55.123 --> 00:42:56.282
Podcast dot com.

00:42:56.724 --> 00:42:57.123
Bye now.