Success Story with Scott D. Clary

indeed is a success story partner now here's your tech hiring tip of the week from indeed seventy three percent of tech workers say flexibility is one of their top priorities so if your job posting doesn't mention flexible hours or remote options you're basically invisible to three at a four candidates keep that in mind look hiring tech talent right now it's tough you are competing for people with super specific skills everyone wants hybrid work and the salary expectations are through the roof it's a lot that's why indeed actually makes sense they're the number one place where tech people go to apply for jobs we're talking three million tech professionals in the us and eighty six percent of them have applied through indeed it's not just some job board where you post and pray they've got tools like smart searching and their tech network that use ai to connect you with people who actually have the skills that you need companies using the tech network saw over four times more relevant applications that's huge more qualified people way less time wasted whenever i've needed tech talent in the past indeed is the only platform choosing if i needed to hire top tier tech talent today i'd still go with indeed post your first job and get seventy five dollars off at indeed dot com slash tech talent that's indeed dot com slash tech talent to claim this offer indeed build for what's now and what's next in tech hiring the james hardy alliance helps take your reputation further with tools training and homeowner leads to help you stand out join forces with the number one brand of siding in north america visit james hardy dot com slash alliance i like figure it out this formula what if astro astrology like an umbrella to work other things i think everybody looks for faith or a sores do you know what's gonna happen to them mia pine is the strategist who turned marginalized voices into powerful brands from grassroots beginnings to scaling movements she's mastered the art of influence with in ent the place that i start is like looking what's your self concept who do you think you are and i believe the natalie chart is a great place to start on unraveling changing the narrative so that way you are understanding who you are and enlighten the potential all entrepreneurs all the people that i have admire they don't have easy charts they have very difficult charts and that difficulty in their charts is the same muscle that pushes them through everything her work blends bold storytelling community building an action shifting culture while building impact she's not just advising others she's living what she teaches aligned courageous and purpose driven i think faith is healthy when it questioned itself question even what i'm saying how did you experience it you need to have a alive you need to make their own choices i focus more on big trends that we're gonna see and unraveling through time for people to study develop and get a sense of it mia you've built one of the largest astrology platforms in the world by teaching something that most astro won't they can completely rewrite what their chart says about them explain to me why that is so novel and so not common in the world of astrology first of all i think everybody looks for like faith or a source or in this case astrology to know what's gonna happen to them like i need something to tell me that this is not gonna last forever this break up the the loss of a job or the loss of a person and i just need something to give me external certainty i practice cabal astrology and the whole foundation is the certainty within you so i'm not gonna teach you or not i'm not gonna tell you like be dependent to me or to the astrology or be dependent to an answer outside yourself let's create the answers i believe like we can all create like this refugee inside of us that place to go but that place to go has to be like a stable rock like even in the storm if you wanna see it that way and that's gonna happen when you understand how you're thinking when you're listen to the things that you say it to yourself and the place that i start is like looking what's your like self concept who do you think you are and from that i start creating with my clients and students like the pillars of this person you wanna be and i do believe that if you have the desire of the this way or that way you have the potential to do it why you and i don't have the same desires like i don't wanna be the president of united states do you no i don't either so maybe that's the same but yeah a lot of other people for example maybe you wanna be this great podcast that's not one of my desires i have other other desires and i do believe that that seed of the desire if it's within you is because you have something there a light that can be sparked to develop it so i do start in okay who do you think you are what what do you know so far and i believe the na chart is a great place to start to start unraveling but changing the narrative so that way you are creating these new neuro pathways understanding who you are and enlighten the potential of what it is but it's all based on because qa astrology tells you that each position in your nile chart is not like a degree of destiny is okay we have this here how do we wanna develop it it gives you at least this idea of freedom to say i can pause and choose if i wanna move it this way or move it the other way and i believe in the power of taking this seat inside of you for you to think i have a choice i always have a choice to be reactive or to respond to this so i think that's the difference so i love this and the reason why i love this so much is because my biggest i don't wanna say issue i don't know much about as astrology but i would say my biggest issue with sort of following anything that seems to place the responsibility outside of yourself it could be a religion it could be a spiritual practice it could be a astrology it could be anything that says i'm not responsible for my own life because this is what the universe said should happen to me i find that to be a very defeat attitude i find it to be very depressing i find it to almost be this self fulfilling prophecy where you're like well if it's not meant for me i'm gonna give up and the reason why i don't like that idea is because i've found in my life the exact opposite of that if i put enough energy and effort and like life force towards something i find that the world starts to change and bend to my will and i think that that's one of the strongest ideas and i don't think that it's easy and it's not just my idea a lot of big entrepreneurs believe this if they put enough energy towards something the world will let them eventually figure it out and i just wish more people wouldn't quit before they start just because they believe that they're not supposed to do it if that makes sense and i love the version of what you're talking about because you're saying understand who you are through astrology through charts through all these different in all these different things that we can read and understand and then use that to set up your life and carve your life and and use that as like a guide but not as like a sentence exactly the thing is when i that i was born into astrology in the sense that this was the language of my household thank god my grandmother who raised me never used it as a yeah it's like a sentence you know but then when i started going into astrology myself like me and myself alone and started like understanding what was behind the like the mathematical side and everything first i i was coming out from this this very important person who was a an australia authority in my hometown told me you will never anything because you have this and that in your chart and then i like holding on to astrology to find a different answer developing like my astrology sense reading books starting by myself i like figure it out this formula it was very young i was like maybe sixteen or fifteen and i'm like what if astrology like an umbrella to work other things and still to this day i've been doing this professionally for eighteen years now the way that i that i feel like i attract people is through astrology but if you're looking for a horoscope that tells you this is gonna happen to you and you're gonna have to move a finger maybe you're gonna be like okay me is not for me because in every like if if if it's a tweet if it's a video if it's like a mean whatever it is it's like okay i'm bringing you here but let's let's look like further and let's let's work inside of us so i'm not this person who's gonna tell you what's gonna happen and you don't have to do anything or the other thing i don't do is fear a lot of astro use fear mostly in the recent times like as hook cups or as way to get a lot of clicks on youtube like these headlines and i believe that people don't learn through fear you're not gonna open yourself to learn and grow just by fear fear indeed is effective but i do leave like the most effective thing you can do long term is working on yourself like we're live in yourself like you said when you believe something is gonna happen and you put you pour all your energy into it i believe the world bends to you because you start looking for ways that if you just say to yourself this is not gonna happen you close your eyes to it if you think it's gonna happen you're gonna see windows where you used to see walls you're gonna make it happen and i do believe in that all entrepreneurs all the people that i admire they don't have easy charts they have very difficult charts and that difficulty in their charts is the same muscle that pushes them through everything i've seen very easy charts and very comfortable people so i do lead that little challenge that the lil fire is what makes the world bend to you and so much so if you go back to like when you were a child growing up and you mentioned before that there was this one astro said you would never mount to anything yeah obviously that didn't that didn't turn out like you've obviously did you take that and say i need to prove this wrong i need to do something that's going to prove this this astro wrong this is like was this almost like motivation you know there's a lot of questions people ask me and i was so young that i can see it one way right now yeah but i'm in my forties very different when for when i was a teenager but this is the thing i was warning a very like different conditions from everyone around me my mother had me very young i was raised by my grandparents and when i turn like fourteen fifteen i had this burning question that didn't let me sleep because my mother had me very young and we didn't live together she came to united states to finish high school i stayed in venezuela and i remember every time that i called my mom i was like what do you help me like what made you make the choice of having me you were super young and this burning question i was like why did i came here like other people in this circumstances stand circumstances would have chosen something else to handle differently and i was like i didn't say in my mind like i came for something but i was like what am i doing here and nobody could answer that question for me i ask her and she's like yeah i don't know things happened that way this and that and i'm like no there has to be something reference your your mother was fourteen when she had you it's not like she was like eighteen nineteen twenty no idea exactly but i'm making this question when she was like maybe thirty already thirty but she still didn't have like that answer for me so i go to see this astro and he's like i don't know you should have come to the world your son is next to the south node well don't expect too much from life and mind you i was saving to have this this consultation i was saving like my my weekly money like and this this was like my gift i was graduating from high school at fifteen and this was my gift to myself before choosing what career i was gonna doing like in college it i was like do philosophy i do law school i'm gonna see this guy and then i'm gonna make my choice and the whole hour of consultation was like one depressing thing after another and i remember coming back to my apartment with this little cassette where everything was recorded and like this this folder and i'm like i'm never gonna open this again this it it can't like this this can't be it it there has to be something else i don't know if in that moment i was like i'm gonna prove the world wrong because in in the rest of my life i've never been a person of always trying to prove people wrong no like i don't i don't feel like that's one of my mean pillars of character but i do think it was more like a survival thing that no no no i'm already here like let's see what happens but i never had an idea how in which manner sense i started law school and i loved it i work as a lawyer for two three years i never thought to myself i'm gonna make a difference in the world but i do i've always known i'm a very sensitive person and that i feel things very deeply but you know what things happen the way they happened when i moved to miami and circumstances pushed me to look in astrology again and then i was like i don't know i was just following something that made me feel good i've heard this very long time ago by monica berg in the ka center she said the way you know you're connecting to your purpose is because this is lighting you up it doesn't have to be your work but you feel more light up you feel like you wanna give you feel like there's more of you that you wanna expand and also sometimes you're gonna do things that just contract you of course sometimes because of trauma sometimes because of fear but there's some things that they just close your heart and when i came to miami and i started going to the center and i started to understand potential instead of like destiny your sentence i was like there's something here and i started tweeting and i'm like i just wanna see if this can help someone that it feels like me like there's like a closed road in my perspective i was trying to look for something that said okay this is not gonna be the same for the rest of your life things are gonna evolve things are gonna change and there was like a push inside of me and i felt like more energy less fear and pushing and pushing and pushing and it keeps happening you know like last year even though i've been doing this for a long time at the end of twenty twenty four there was like a very hard situation that i was going through and it sparked the same like fire and when twenty twenty fifth five started i was like i'm gonna do everything that i haven't done because of fear and here i am talking to you about cousin english because what i'm saying is like it's not like oh i knew what i was gonna do and i felt this fire and it's been a blast for eighteen years like sometimes i feel that fear again or i feel that shell again and something things spark something i'm like okay i'm breaking through but it's not to prove people wrong it's because i feel there's something like is like expanding me like you feel you follow energy yeah i follow energy yeah i love it exactly you put turn words no it's very popular no just because as you're saying it like it resonates a lot with me i don't always know why i'm doing what i'm doing but yeah but you just kind of follow what feels good and feels right and gives you energy and doesn't take energy away and i think my whole career not just with career with people too yeah some people give me energy some people don't and for some reason whatever whatever mission that i've been put on this earth to do like even when i'm tired and i'm stressed out like when i do this it's like every this up disappears yeah and i never felt anything else like that and i've done like a lot of different jobs and been successful a lot different things too exactly like that i'm curious how you turn something that gave you energy and lit you up and you were passionate about how do you turn that into an actual job because that's something that a lot of people wish they could do but they don't do successfully okay every business is different and in my case when i started doing this like professionally i was just recently moved to united states and i did have a nine to five actually a nine to five a six to ten a lot i'm i've been very fortunate to have people in my life that have coached me without being coaches i was reading a friends post two today ago that said one of the things that looking people is that they're coach because when you meet someone that is not coach the things that know at all yeah like there's nothing going on there and i was like i'm i'm coach i i open myself to listen to people that know from things that i don't know and even if you say something that ross me the wrong way i'm open to like hearing you and asking myself like what is it that i don't like like i understand that bayer like i is something in me so starting this i had this friend she used to live me in venezuela and she was working for this company who manages personal branding and this is two thousand and nine so i had no idea what a personal brand was or like in those times you didn't talk about content like we didn't say creating content i remember the world the word influencer came in like two thousand thirteen but in that in that moment i had no idea and she's like you have this blog in blog spot this is very good you already use twitter open your twitter and don't keep it privately private start tweeting and start posting whatever you're doing in your blog spot and i'm not thinking about money at all so what happened to me was that tweeting i got like leads for people that wanted for me to do the horoscope for the newspaper this and that and the thing that changed like let's spark this money thing in me was that i found out that one of the people that was publishing my horoscope was charging for ads in the horoscope page because it had a lot of clicks i had no malice like not nothing in me was like like money driven i don't know like i didn't have it in me but when i saw that i was like wait a minute wait making money off of me they're making money off of me and that is not right and also i'm working two jobs so wait and she's like no like let's do this let's create a membership and i'm like how like nobody's is gonna pay for this and she's like you'll see i started looking for pages with like paid content and i think maybe the new york times it was one newspaper that was starting to charge for some like some articles not all and then like this is not gonna happen this is not gonna fly all my people all the people are following me following me on facebook or twitter in latin america i'm charging in dollars like this not gonna happen i remember that we did this we launched the membership in two thousand eleven so it was like some years of me working for free in this moment i'm making the decision because i got fired of getting people on consultations so i'm attending people back to back i was charging like maybe one fifty per consultation one hour of reading tornado chart transit this and that at the same time starting like to have like a very good perspective attending people i was very scared of attending people in the beginning of not being professional enough so i was like really putting myself like the time and effort to be professional i didn't have any role model it was like a little impostor syndrome yeah because like tried to travel back to two thousand eleven while in the world of astrology there was not this role model for me to say okay here or she is doing it this way i can do it this way so i had to just like fake a creating those new new pathways ways to say okay this is happening i'm gonna relieve myself that i'm this person so i'm attending people i'm earning a lot like a little bit of money we launched the membership and then the membership is like either monthly or every six months and i'm like okay this is a recurrent charge i can like start making a plan my first plan was not to buy i don't know purse or anything i was like i need a graphic designer i need a graphic designer and need somebody to help me i refused to start instagram because i was like how am i gonna translate astrology into pictures like i didn't know how to talk about like an alignment or a transit like am i gonna take a picture of the of the chart of the planet that what am i'm gonna do and then i started thinking maybe i can compose this and this is like venus in scorpio this outfit or this and that so i was like okay when i open instagram the world really open because everybody was like going into that social media platform and then i was like just promoting my my my membership my business if you wanted a horoscope you had to go in and receive it every every sunday and my membership also included class every day like monday every day you would get forty minute or fifty minute class to learn how to read your chart and that was a hit like i don't know how i still don't understand how it happened but it happened and then i organize myself like financially a little bit but my first impulse was i need a team i need people i can't do this all on my own well i think i mean you say you don't know how it happened i think it happened by you starting which is a big blocker for a lot of people regardless in terms of business or content or otherwise just starting but then also just working a lot like i think you just it sounds like you just worked a lot like i worked the lot and also you know what it's not magic it's a lot of hard works there's a lot of people that this is like very early there's a huge difference because i think early adopters we had a lot of opportunities in that moment when i see myself i look back two thousand twelve to two thousand thirteen like for example tv programs magazines were catching this drill that the content was gonna come from those people in social media so a lot of people were just like knocking on the door on do this for me come to this tv show come to that so i had so many opportunities that i also feel as humans when we see that something is getting recognition is getting you a plus you get very motivated yes so if i started astrology now now there's a lot of people creating astrology and social media you know what i of course so i think early adopters we do have this advantage that everybody was looking for us in the beginning and if you kept doing it you have an authority in the in the area because you been doing it for twelve years fifteen years but how do you how do you yes i agree but how do you keep reinventing yourself so that you keep staying relevant and you like what's the strategy because i do agree early adopters have this advantage but you still need to find a way to like keep the excitement in your audience or with your customers so this is the thing astrology wise every day something is happening like the planets are moving so regarding content for example let's say i was a fashion influencer i would be attached to trends to fall spring i don't know i'm not a fashion influencer but you have to keep looking what's going on with the brands i guess but as an astro every day something's happened so i don't have to think like what i gonna talk about like i know what transit is gonna happen in december and i'm already talking about it like i don't even have to talk about myself every day there's something going on how do i create like the attractiveness i think is the way of expressing myself i think i can transmit passion because i really love what i do and the other thing that happens is as humans with people something happens something changes i started doing this when i was like twenty three and i was a single girl in miami okay so from twenty three to thirty something i went through dates i went through a lot of breakouts i went through like the sixth in the city time and i never exposed my private life but i had a like a book deal i had to write i i think it was five six books and through book deal yeah it's a good book deal and two of those books were about relationships and that because i'm not a person to say like in this story my boyfriend left but i explained the whole story in the books with a little bit of astrology like for example he was a scorpion and this happened so i think that was a great pivot because the books were literally like sex in the city i had characters there were my friends people saw them in social media so this is glowing this is that so that was a pivot then i went in a book tour i came back to miami after like touring for like three four months i go to a yoga class for the first time in my life and i don't know i i got not at depression but i got like oh my god like my life is changing and then i was like i'm gonna pursue yoga and i'm gonna get i i'm gonna get myself certified and then i took my my followers to like get certified in yoga and and like i've been taking these people and all the people that like but it's not a lie like this is me looking for answers saying okay i did this nutrition course and last year i did this hormone workshop and this is happening and this is peri men menopause and this looks like the like the moon transit like the same way as our cycles i find ways to see everything in life and like how ways related to astrology so i think as women or as people that like astrology is interesting in seeing real life experiences with that parallel but i think that's a reinvent invention i haven't like looked for it i'm just like living life so i have a couple of thoughts i love first of all i think that's very wise i hope i i'm gonna explain what people really have to understand from what you did i don't know if you did it purposefully i think you you understand why it's so good with your content but first idea is this is like why taylor swift music is always better when she breaks up because oh yeah no experience my classes were amazing in each breakup because like let me tell you i know i love tell you what are the transit of a mama's boy like you know like that's the thing but that's a so this is what i think a lot of content creators and i say content creator you run a business but you're a content creator but a content creator is a business at the end of the day and if you don't have good content it's gonna fall flat people aren't gonna follow you but to be a good content creator you have to live a life but you have to live it's to go do shit yeah to go out you have to go travel explore like make mistakes yeah well because get up again that is what again hate the word everyone hates the word authenticity but that's what it is it's just bringing your life into your content to give you an example of how that it like impacts me like even with the podcast when i first started this podcast now just over six years ago i didn't bring any of my life into the podcast i was scared shit i didn't wanna talk about what's going on in my life with my relationship with work anything now i bring everything into the podcast and it does that much better because now people feel like they know me so they still get podcasts they still get the content but they they understand that oh i just spent two months in dubai because i'm trying to figure out a real estate transaction and that was a shit show and i was talking to somebody that's big into real estate and that drives the conversation but it's it's just you bring your life into your content and then people feel like you're not just this talking head is talking at them that you're like living vic through you and then you tie it back to what you do for a living which is astrology and then all of a sudden it's now relevant to your main content and now it's relevant to your business i think that's one of the smartest things that anybody's ever said on this show about how to create good content yeah go live a life yeah but i have to say some things about this i'm me like you like i don't bring my day today to my stories like i don't try to create engagement about what's happening in my day to today i opened myself about my breakups in a book because i felt like it was like a book like it's a book you know what i mean it happened and you needed good space and then you brought it in but this is the thing or another thing for example twenty twenty five was a year as speaking of huge change and i i i i don't like when i follow someone that is talking about something and is not following through like i'm talking about change and everybody that follows me knows that this year i've been making huge changes i'm not gonna just talk about it i'm gonna leave about it but another thing that i think is important but this is in the world of astrology astrology has always been tied to spirituality for a lot of people's spirituality is i don't need meat i don't make these mistakes if i know astrology i know what's gonna happen to me and i'm like i i feel like i'm a very spiritual person but i'm still like i make mistakes i'm impulsive i follow the energy i follow like the they love of the heart i don't i don't post myself as this spiritual elevated person and it's not gonna make mistakes because that's a lie you know i've been trying really hard to separate astrology from spirituality not because it's not tied up but because in my world in my business world if you're an astro if you do taro rake or something like that you you shouldn't charge but that's the thing i'm a very ambitious person i'm not gonna deny that in the sense that i do see all the time that i invest creating content not for social media but for my membership i work every day four to five hours just recording all the time for classes i take like workshops and courses not only astrology other things too so i do see all my effort i do see all the people that i have in my company my as astra is a big company we have people in mexico in colombia in spain in united states we used to have something in in like in netherlands like we are a big big team so i do create content and create a business to provide to all these people you know what i mean and people from outside don't see that they think that oh if it's astrology and it's spiritual you shouldn't charge and i'm like why do people say that so i don't agree with that no i don't agree with that either and i do believe that even though i'm taking all the shit for it in the sense that before me i never saw someone like saying una this is my workshop this is the value my time is valuable i'm working on myself i'm trying to get like more degrees or more like you know everything that you have to do for it and i do believe there's a value on the perspective that you have built it you know so i hope it opens the doors for other people working this type of content saying yeah if i work for your newspaper or your magazine this is like this is how much i chart for this piece because but people don't know about astrology that you study every every day there's always something happening and you have to sharpen your vision because if not for example this is the thing do you see the world as you are not as the world is so i've seen astro say oh this is a a pluto chances this is gonna be awful for you like what this guy did to me if you don't open your mind and get out of yourself you're gonna make content and horoscope for twelve signs from your little bubble from your life so for example one thing i do a lot i go into forums in another astrology sites why because i need to see another astrology perspective a astrology perspective i need to see how they frame world events i need to study the history of some transit if not it you said go out and live because if not it's just a little bubble and that takes time that takes effort that is valuable and another thing that i understood this year and it was like because i wanted to create method and i met people like you or like gary is like you have something very valuable is that you've been creating content for eighteen years so you can teach people about content and i'm like you see it like yeah but since people frame you in like if you're good at this and it's easy for you should be free it's like i know so i do have experience in this and i do have experience in that and i hope everybody that's doing something out of passion can see that there are a lot of accomplishments in all of that journey for sure one last thought on on how you've built up this incredible business because i think this is also a useful lesson for people that are they have passion mh and they're building something that they're passionate about but say they didn't take the leap they're doing it in my opinion smartly so they're still working their nine to five how do you know when you take that hobby and you turn it into something full time like you turn it into your life and your career my life is not a really good example because i had a nine to five and then an an eight to three am and my boss from my nine to five fired me because he told me like your life is not here like you really love astrology like you do your own thing i'm gonna let you go with a two months paid but you know this is i'm so grateful for that but the way that i see a lot of people have done the jump is that they know they they wanna jump and they start like saving what they call a fuck fund have you heard about it yes i have yeah that you have to have like at least six to nine months in all the expenses that you need and then you make the jump so i'm not a very good example because it was different times i like other situation but if i if i had to do it now i would have my job and i would start working on my thing regardless like a little little by little giving attention to both start looking for business opportunities in this thing that is my passion you know in in savannah say that the thing you would love the most your passion shouldn't be your main source of income because it's so pure that nothing should tainted it in a way so i do believe like try to keep your passion is sparking get from that energy to the things you have to do to keep life moving but start saving like no what you need to spend to spend and what you don't need to spend save enough to have that moment when you feel like it's time to do the jump i wouldn't do the jump if i didn't have like a a like a source of income something that is moving like maybe a business model and or an idea i would do that too like when i started i didn't know what a business model was i didn't know like about tax like about anything i had to learn on the go if i would start again i would learn how to handle money first in my personal life like me what's my relationship with money what's my relationship with growth what my what's my relationship with necessary sacrifices and then i will do that like feeling like i have an idea of what i'm doing hubspot is a success story partner now think about listening to this podcast right now you're probably multitasking you're probably catching seventy to eighty percent of what we're talking about but let's flip that and imagine you're only catching twenty percent that'd be crazy right it's really not a good use of your time if you only remember twenty percent of what we're talking about but most businesses most entrepreneurs are only using twenty percent of their data all the most important details in call logs emails chat with their customers it's just left floating in digital space not being used hubspot it gives you the access to those insights to help you grow your business because when you know more you grow more visit at hubspot dot com to get the full picture of your business today nets sweet is a success story partner now what is a future hold for 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if you wanna see how ai can transform your financial operations download the cfo guide to ai and machine learning for free that's nets sweet dot com slash scott cla that's nets sweet dot com slash scott cla nets sweet dot com slash scott cla indeed is a success story partner now say you just realized your business needed to hire someone fast how can you find amazing candidate fast it's easy just use indeed when it comes to hiring need is all you need stops struggling to get your job post seen on other job sites indeed sponsored jobs helps you stand out and hire fast and with sponsor jobs your post jumps to the top of the page for your relevant candidates so you can reach the people you want faster and it makes a huge difference according to indeed data sponsored jobs posted directly on indeed have forty five percent more applications than non sponsor jobs plus with indeed sponsor jobs there's no monthly subscription no long term contracts you only pay for results there's no need to wait any longer speed up your hiring right now with indeed and listeners of this show will get a seventy five dollar sponsored job credit to get your jobs more visibility just go to indeed dot com slash cla right now and support our show by saying you heard about indeed on this podcast indeed dot com so slash clarity terms and conditions apply if you're hiring indeed is all you need was there ever a moment as you're growing this business and by the way that's a great boss to have that understands that you should be doing something different with your life was there ever a moment were you second guest your so i'm sure that let me rephrase when you're building a business there's always moments where you second guess and end out but was there ever a moment where you just really wondered like what the hell am i doing going on this journey or was this something that you always felt like this was meant for you ever since i started i've always felt this is something i wanna do even if i didn't earn money i i would still do astrology for sure for sure but i've had my doubts not not creating content not doing astrology like in two thousand twenty two was a very hard year for me because i didn't know how to be a boss like how to lead a team how to manage my maybe fire and imp like handling teams creating groups hearing like what they needed to say like for me was very hard my best friend works with me she's here and she comes from corporate and it's not that she brought corporate to me as trial but she's she brought some practices that are like healthy practices in a company and for me like understanding for me that was like going through like flow and stream to like like a quad g cooler like a box yeah like a box but some boxes aren't needed it you know you know what i mean yeah like you you're not gonna cheat the system and not pay like you have to do everything oh forget forget even that i mean like terms of give you i'll give you an example what happens to me like sometimes when i'm like with my scrappy little podcast like i've worked in corporate before i've i've never worked you get very comfortable like i run my whole team on whatsapp yeah that's not corporate that's not corporate right corporate but you know you you laugh but no we no but it's true and i've talked about this with other business owners like we got slack and for me was like hey can you send me this and then it's like no hi good more like it does you laugh i'm laughing because you're the same you laugh but all those little things matter like getting the time to talk of one like for example taking the time to tell one of the people in your team this idea this idea you brought amazing and it did super well and the work you're doing you think that doesn't matter but you really do need to learn how to lead because the success of your your work it also relies on the success on the team and how they feel and the connection that is going in the like in in the everyday life you don't you forget because you're creating content and you have like growing the business and doing investment but you're part of their everyday life and maybe you don't know it but they look up to you and they're looking up to what like your lead to do this and that sometimes not only in business sometimes also in life and you have i know it's like another space in your mind that you're like okay i have to take this into account too but you really have to pour yourself into being in a leader knowing how to be a boss owning your mistakes and saying it and also invest in their development yeah like workshop this let's bring somebody let's do this meditation together because we do i thank god i have some like the girl in human resources she's amazing and she also is always like taking care of these things so yeah it's been like a journey to learn those things too yes but i mean when you like again if there's something that you're you are so committed to doing i'm just gonna just say it one last time like when you when you take the first step you you do figure it out like you really do figure it out it it sounds like a lot but again like all the cliches are also very you don't compare someone someone else's is your ten to your you're one like take the first step lean ins surround yourself with good people it does work out but i do have second guess myself in that sense like in my i be up to be like an owner do i need somebody to like in those situations is when i get like either frustrated or feel like i'm not doing enough i should put like and i did the jump like i used to i i remembered four or five years ago that i felt like all my job was to do astrology but no it's also b a boss it's also looking for another business like there's more to it but you grow into it i think you grow into it i also think this is a really good point at a very important point so even if you're doing something that you're passionate about a lot of the work to make that passion of business is not things that you'll be passionate about but it's a part of it it's a part of it so a lot of the a lot of the hiring and the sales and the leadership and the marketing the hr the find it like that's not things that anybody's passionate it may be something not many people are passionate actual ours some people i'm not you would be surprised you think you feel like you're a people's person yeah yeah i am i think because some people are not like i i i mean i think that's why i enjoy doing this i believe become i'm a people's person but all those things like hi good more in these like all those little details they were not like first nature for me and now they've come to be first nature in everything and i do see the value in it like for whoever is listening to us and thinking that's like a lot of things you grow you have time and you grow into it little by little by little own your mistakes like have this even though like maybe like you you manage people in different cities or places yes they're over have this open door policy of you can come to me and ask me whatever you need to ask me like i don't believe in my business in this i'm here and you're here like we're all open to like exchange ideas brainstorming give me guidance i i never hire somebody who loves loves loves the brand because i never wanna be working with somebody that is just like i love a struggle you i love me i it's not that i well i do love i love when people criticize me in our in a right way like has healthy criticism because i know it's gonna help grow the the brand and create something better but that's also why the people that you surround yourself with to your point they can't just be fans right they have to be professionals yeah and they have to be good at what they do but they also have to be comfortable like speaking up and tell him he amazon the you create that space yeah with your attitude uk that space when they can say hey i think this can be a change or this or that and i think that's also healthy in in other relationships too but you have to become aware of what you don't see yourself sometimes i ask my friends and they they tell me like yeah sometimes you're scary and i'm like i don't see myself that way but you have to ask these things there's this practice before ro in that you know when you're like the month before russia the month of you ask the people closest to you to tell you things that you don't see about yourself and it's it's funny because you think you know yourself and then these people is like i i live with you every day and you do this and that and you're like oh but it's true it happens so you have to learn how to see yourself from outside it's very wise because even people that think they're self aware and they they think they know themselves who you are is actually not who you think you are who you are is how other people perceive you that that is your reality that that is reality excuse me it's not your reality but that is reality so it doesn't matter how good or bad or nicer or mean you think you are if people don't perceive you that way it doesn't make a difference i i didn't know that was a practice in in judaism not in judaism i mean i don't know it has roots like bad roots and judaism but it's same calendar and everything but anybody can practice koala and i do follow all the holidays and and everything and i do this practice with my husband i used to do it with my friends like also in the in that is like qa like day of love we used to do this exchange of rose quartz and dressed white and as for our desires for the next year like everything i used to do everything now i do these practices with my husband and but it it's really interesting because cab is always trying to teach you to find a way to get out of your your ego i guess like the way you see yourself in astrology is like we have this method like there's a sun and your rising sign and the sun is how you think you're perceive and the rising sign is the relationship you have with yourself and when you understand both you're like there's a huge gap between what i project and what i really am so it's like i i find like everything you're gonna find a way to understand these things it it's from from numero neurology astrology human design they're always gonna find a way to understand who do i think i am and what am i projecting all of these all of these ideas and practices they're all really leading to the same end result yes like you you choose your umbrella but try to choose something to to see yourself how did you how did you decide what you wanted to include in your teachings and how did you decide okay so for people who don't understand the different versions of astrology i know there's a few versions i i don't know the names of all of them but i know a few different versions but then there is like human design there is ka which i just know because there's is like roots in judaism for ka cabal i don't know anything about human design but i've heard people speak about it before so there's so many different umbrellas how did you choose what you wanted to include what you wanted to learn from how do you combine them are there some that are not so legitimate some that are more legitimate like how do you make that because there's so much and i think that is a whole other the whole other conversation but i think that it's a valid idea i think that as people and society moved away from traditional versions of religion and god and became somewhat more secular i think that a lot of these practices filled the void because i think for faith for faith right people always need faith and i actually think it's very healthy to have faith because if you don't have faith then i think you have a very hard time removing your ego because for a moment if you don't have faith in something bigger than yourself the biggest thing in your life is yourself and i think that's very dangerous i think that's not a good way to operate through life so for me i don't really have any you know care what someone else believes or doesn't believe in but i think that the worst thing they can believe in is their own ego being the most important thing yeah they got yes i think it's very very very toxic i also i there's an an idea also when you remove god from society people find gods in other things and it could be astrology that could be the thing that they look to which is fine but it gets very bad when the god turns into a vice like work or money or something else right where they think that they're only put on this earth to serve money and to serve work or to serve some other you know worse vice like alcohol drugs ga whatever it is there's a million different devices that can replace faith and spirituality but that being said if somebody is trying to understand what they should listen to what they shouldn't listen to maybe they don't have a traditional religious god in their life how do help them navigate because there's so much out there so help them navigate what they should listen to and what they should and you can use your own experience too like how did you navigate because you probably have full view of everything that is more new i don't because for example i mentioned human design yesterday i had a like a live class meeting with all my students and somebody asked about human design i'm very frontal in insane when i don't know about something and i don't know a lot i i don't know anything about human design they told me i'm manifesto or something but it has never caught my attention like i follow what really gets my attention i do believe like for me i don't know for other people i think faith is healthy when it question itself in the sense like when i give classes i'm like okay this is happening astro i'm gonna give you these questions question even what i'm saying how did you experience it for me i take what has worked putting the work in me not putting the certainty outside so for example ka makes a lot of questions i did psycho analysis for eight years as a therapy and there were a lot of questions like in psycho analysis there's there's not like oh this is what you have or this is what it was each session ended with a question like an open question that get me through thinking many things so i follow whatever allows me the time to think never put like the god like i am the god no yeah but the certainty and the work is within me not outside and for example in astrology a lot of people use astrology saying for example you're ill so this is how you are i don't believe that i believe that each each chart is unique and i also believe that you're gonna choose what to what to show from from that chart even when you don't know it you know what i mean so whatever labels you and puts you in a little box i i don't go with that i need to have have space to question myself to question things and i follow what i think it has worked for me how do i know it has worked for me it has helped me grow it has helped me help other people or it has given me a source of strength in very dark times but never ever putting as as i said the certainty outside i don't tell people what to do i place questions like i tell you how is the energy how it can manifest and then i place the question how are you feeling it what do you feel you wanna do with it that way it's more like a dialogue i never wanna place myself in the position of a guru or tell or or knowing how everything is because of it as i told you like i feel a lot of people has used astrology or other ways of like this philosophical thinking from a a place of superiority and i don't believe in that do you ever find that because astrology i guess is is is old it's it's old wisdom cabal is also very old wisdom what is more new age i think there's a lot of things i've been going on for a long time for example human design i have no idea how long has been but i feel like it's it's becoming trend in the past us maybe ten years that it could also be what i'm just thinking of like what new age spirituality means and it could also just be looking at something that's old like kamala yeah and then it becomes popular and people start to study it and then it seems like it's more new age even though it's been around for is very interesting because it's been like a wave i remember when mad madonna started talking about nineteen ninety eight maybe and then it went away then it came back then it went away and i've seen since twenty twenty four it came right like right back but right now look like i'm gonna mention thomas transit we have the north node in pis so we're having a eclipse in pis and every time this happens there's like a search in faith and in spirituality like people need something to hold on like he's having like a renaissance it could be a struggle it could be ka it could be anything but right now and you're gonna see it like if you for me social media is like it's telling me the vibe and the mood of people and i've seen with catholicism or with j like everything is coming stronger but i don't see it like oh it's christian or is judaism for me it's like okay his spirituality something is happening here with faith like people need something to hold on to and you know so this is what's so interesting so when you see astro logically this indicator you do see a play out in real life every time there's like a huge transit coming up for example right now we're having eclipse in vi and pis every time we're having eclipse in bergen and pis like this for example diego is a south note right now there's gonna be a search in self care every little detail all the steps you do to like for your morning routine like mind you the last time we had these eclipse was nineteen years ago this type of eclipse so there's no way for me to say oh nineteen years ago we had instagram and everybody was post in the routine but before this eclipse is started i gave a class in march twenty twenty four saying to my students okay these eclipse are gonna come up berg that is the sign of like the body and all routines we're gonna have eclipse there so you guys are gonna see a search in everything that has to do with routines and monet everything because last year i was already seeing people with the ordering we did like trying to get analytics for everything and i said this is gonna get stronger pis is the other sign we're gonna have eclipse everything's gonna be into spirituality or faith and this and that i say this before the transit starts and then i'm like okay what have we seen about this like did we see the search before this eclipse says we had it in ares and libra every time there's eclipse in ares and libra there's a lot of things with war and libra rules relationships and my example was let's see what happens to bum to match because libra gonna have eclipse and if we're gonna have eclipse in the sign of relationships and now everybody's trying to connect through like online let's see what happens i didn't know how i was gonna happen the eclipse has happened and something we saw like the tendencies in social media was gen c saying i don't wanna do hint or i don't wanna do that because i wanna meet people in real life so we start seeing the trends and then we see it in real life is no it's super interesting there's this astro richard he has this book called cosmos and psyche isn't it like the huge huge book all he did was talking about transit through history and manifestation that like has happened and he's like okay astrology is not a science it's a pseudo science but it's the science of observation that every time we have certain type of transit these are the manifestations so for example every thirty six years pluto and saturn get into a conjunction and every time that happens there's like the spanish flu on the eight in nineteen eighty two was eight like there's like a viral thing that in the beginning people don't understand and then voila so in nineteen eighty two was the first time like they were handling aids and then twenty twenty came and it was the coronavirus so p tata said i don't know what's gonna happen in twenty twenty but every time we're having this there's a virus so that's a thing astrology has a lot in observation of transit through history so every time a transit it's gonna come i explained my students what has happened before the store the history is not gonna represent itself exactly the same because we're we're in another times you know like war is not gonna be the same in nineteen forty two like it's not gonna be the same now we have so much technology so i present like the basis of the energy and we see it developing in time is like the same base but in a different version if you know what i mean exactly what you mean for example this year we had a lot of transit that i've never lived like for example neptune k enter ae last time it was eighteen hundreds i was not here we were uranus entered gemini eighty four years ago i wasn't here but not only i explained my students students what happened the last time this transit seat came up i also studied people who was born with it for example i was not alive when uranus was in gemini eighty four years ago but we have some people that would was were born with this transit and i'm like taking these people and saying okay let's see for example trump is one of them he was born with uranus in gemini how how would you describe him this this and that okay so this transit is starting now what about these characteristics you think it's happening so for example uranus and gemini you are very radical with your thinking it's either this or that and another thing that happens with rain in gemini is that you say one thing but in action you do something completely different so i never leave the transit but i explained this to my students and yesterday i ask okay what have we seen about doing something doing saying something doing something completely opposite and what have we seeing about people being very radical in their thinking you know what i and exactly so when you think about the the usefulness of astrology you see some sort of how else i described it like macro trends you see macro trends with a person or personality or an event on earth what is it not useful for then what do people what do people assume that astrology can tell them that it actually isn't like in some astrology say like i know what's gonna happen this afternoon is that two micro is that too like of a niche use for it first astrology astro we use what's called an or or is the separation in mathematical degrees for an event to happen there's astro that use a huge or and they don't have precision in their predictions the other thing is they narrow mind for example seeing a pluto transit and saying immediately this is gonna be death because there's others other ways to explain it for example the thing that these astro saw in my chart sun next to the south node he can say okay the south note is a point of release so if the sun that is essence is next to the south note your essence is gonna be released and then you can see another astro say no the thing is that you help people release all thinking you know yeah so that's why it's very important to open your mind keeps starting like get different point of use but yes if you go into micro trends for example just today the moon is having seven aspects like every twenty minutes and an hour and a half if i tell you everything that's gonna happen today you're not gonna leave your life so i don't focus myself in teeny tiny transit that are just gonna drive you crazy one of the things i tell the people that follow me is don't come to me the first thing you're doing in the morning get your mindset going like ask your day like how you want your day to be don't look for astrology to tell you how it's gonna be you know i don't want people depending on astrology i don't want people like getting this source of faith just in that that's not what i wanna teach because you're gonna go crazy so many things happen as logic in a day that micro trends or micro transit they just like i think they entertain people you know what i mean like if you hold on to it you're entertained like when you have a a subject that you talk about it all the time it's good for the coffee table but it's not good to leave that you need to have a alive you need to make your own your own choices so i focus more on big trends that we're gonna see and unravel through time for people to study develop and get a sense of it i assume people go crazy if you if you try and focus on like the minute by minute i've seen astro for example there's there are australians on x that every time there's an aspect they tweet the aspect so imagine can following that and getting every two minutes every five minutes like this is parallel to that this is next to that like you go crazy and i don't wanna like me myself i have no notifications on my phone i i i love silence i would hate to be the person who's always disrupting your attention if you know what i mean for me attention is very important i'm not gonna post something just for the means of like post it every time i post something i'm saying to myself i'm taking attention from this person like why people pay attention you know what i mean so it's very important to be conscious of that in my mind like that's what that's how i think no i i think that's smart i think that's wise i think that listen i'm not a big fan of social media in general but i think that if you use it for the right way it can be very beneficial to people but we don't need any any more people just contributing to stress and anxiety and constant like information over like it's not healthy there's enough people already doing it really that are just inundated people with like non nonstop not just astrology but like this is happening in the world over here and this war is happening over here and this bad thing happened over there and like i just feel like if you can if you can give a lot of value to somebody's life it's beautiful but not not through just like constant bombardment of like up to the second sometimes you know as i told you before furious is effective and attention is a business you know and i what i watch i curate what i read because i know how everything's is just going into me and even when i'm telling myself no like i don't believe in this is just everything getting into me so i try to create what what i what i consume and i also think in the same way with what i give yeah so i'm very respectful of that and a lot of people think with people like you or me that we leave all day in social media and i don't most of the times i post i checked the comments but i try to reduce a lot of my time in social media because like you get so distracted and it's very hard to have a business or to do many things when your attention is just scattered everywhere i i don't check social through the day there you go all maybe your call is like most of my content scheduled in advance most of my content schedule i do believe in answering questions in their comments because you build a community you're there for them and i don't let other people answer comments like if you see me or if you see a typo that was me like that was me but i don't spend the day like just looking at stories this and that i do at the end of the day if i see like memes and funny things i send it to my like my mom and my friends because i i need to like to have a laugh but i take very seriously i'm not taking people's attention for granted or to scare people or for example another thing that i don't do is like every time somebody dies so told start talking about the person who died and saying the transit i i i don't do that because i respect that like this is you're not gonna take that for a hook or for engagement that's what we to do they jump on they jump on these like really horrible world events yeah to make you know content and you see it all the time i i've never liked doing that i don't even like talking about world events in the podcast me because i'm like yes can i can i get more views yeah but i feel like it's i feel like it's cheap content i i think so too i think it also like morally and ethically like i don't know i just don't the hubspot podcast network is a success story partner now a quick podcast recommendation i've been listening to truth lies and work they're in the hubspot podcast network just like success story it's this husband and wife team a and lia elliott they break down why people actually do what they do at work so if you have a business if you manage people if you have to hire people any point you have to listen to their show i just listened to an episode on why good employees suddenly quit that's an issue that we all have and it totally clicked for me one of the reasons i explained is why it's not usually about the money it's about all these little promises that we as 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innovation and technological disruption picture this you are learning directly from amy poe about creative leadership you're getting ai insights from da modi who's literally shaping the future of artificial intelligence here's what makes inbound special it's not just the great keynote you're gonna dive into breakout sessions where you can immediately implement what you learn and plus san francisco legendary startup ecosystem provides the perfect backdrop for networking with all these great entrepreneurs decision makers industry leaders peers who are actively shaping the future of business from september third to fifth at the mo center you're gonna be surrounded by forward thinking professionals who turn insights and ideas into breakthroughs don't just watch the future unfold be part of creating it visit inbound dot com slash register to get your ticket today do you ever find i find this interesting because i've never heard of astro who sort of bring all these different disciplines and ideas into their work do you ever find that there's any conflict so between ka and astrology or other things like you find it like a teaching in ka kamala runs counter to what you learn in astrology oh yeah of course like traditional astrology yeah and and cabal astrology will clash all the time because traditional astrology tells you that something is as it is and that's what it is like if you're a leo this is how how you are and who you are and cab poses the question like really are you the main goal in qa astrology is that the moment you die nobody can tell if you were a leo or a vi like the whole point of capitalist astrology is like okay this is the potential but you're gonna elevate like above and in the end you're not labeled you i don't know if i'm expanding my myself sure yeah you are but you start with you start with a guide astrology is a guide for you have a guide but yeah the the one that i practice for example i always give this example because is very strong i was born with venus in scorpio and if you go into traditional astrology i'm a jealous person i'm like super intense and like i fall in loved once and i never let go i am a very passionate person but instead of using that dino in scorpion relationships i pour it into what i like and i have a return of investment instead of like saying no i'm just gonna love ones like ka teaches you how to use that energy for something ka is sharing like that's the purpose of ka so how do you use that for something it doesn't sometimes it doesn't even have to be good or purse purposeful but do something with it and psycho teaches you the same thing you're math okay what are we gonna do with it what do you wanna do with that energy you know what i mean like everything has a i use in my in my mind like something to do with it why why is traditional astrology so rigid like how does that help anybody you know what i don't think is rigid it's not astrology is is whoever is framing it you know what i mean okay but i do think this is changing i do i do see that there's like a new wave of astro it's not about age they're not all gen like i do believe there's that there has been an opening and i see more people creating content in a way that is to help you develop instead of framing you like or or labeling you i think that labeling side of trolley was very hard maybe in the early two thousands but it's is it has flourished a lot and i give credit to that also you know it's gonna you're gonna laugh but there's a lot of people that maybe they're not astro but they they make like funny content about astrology maybe some series astro are gonna say they don't help the cause but you know what i do believe that people that create means about astrology are helping two two things like two reasons why first they bring people to astrology that maybe would have never gotten an into astrology and i think the more it grows the better why not and second i love humor i think teaching with humor is very smart and if i can teach you something with humor and you can see the light side of something that you up from now you feel you felt like is very heavy maybe it opens yourself to okay yeah okay it's not that harm i'm gonna work on this you know what i mean so i do believe that everything helps a little bit no i i agree with you i think that listen if if you're trying to influence somebody and this is again not just with astrology but if you're trying to influence anybody and teach anybody anything like you have to meet them where they're at exactly you do you really have i mean this is why this is why a lot of like political people use memes to get an ideology across like this is it's not that you forget politics but the point is like it works if you want somebody to understand what you're talking about you have to meet them where they're at and and humor and memes it's like culturally relevant exactly so language the language that people understand so especially if you wanna get a younger generation on board like you do have to joke around about things like don't take life so seriously either because that starts the curiosity right and they start to learn ass astrology he has a very difficult language if you don't know it you hear about trying sex those conjunctions parallels and you have no idea and i know that if you don't know it as soon as you hear something like that you're disengaged you don't you can't because you can follow it so i do believe like speaking to you in a language you can hear what's my what's my goal for you to understand me yes or no so that always think what's your end goal oh also always think i i see a lot of people not in a astrology in life like talking about relationships in general not not lot relationships like this is how it affects me and this has happening to me is like you happen to other people too are you aware of how you happen to other people so i'm always like very aware of okay when i say this is this gonna make people understand or no and i use the simplest language or the simplest examples in real life i feel like i create astrology for people like me like i wanna connect with something but i wanna understand and be able to carry on with my life so i think the simplest way the better your message has to be like water that goes everywhere talk to me about talk to me about spiritual bypassing so what what is spiritual bypassing because i think that that's i mean we we spoke a lot about like not just removing personal responsibility because you believe in something you can't just remove personal response but i've never heard that term before what's spiritual bypass bypassing is when you use anything spiritual to avoid responsibility for it's literally what it is it is literally but example in the world of astrology would be i forgot to come to the podcast even though we had an agreement because mercury was retro great you know what i mean or for example yes i reacted in this explosive way the moon was con junk mars today so if you come to me with any of those things my dog ate that the the homework forget it but also in life so what's spirituality for you let me ask you for for me it's believing something bigger than myself okay it it's being put on this earth to to be a good moral ethical person to try and do my best to give value to the world to not leave a legacy in terms of like people remembering my name but leave a legacy with my kids so that they can carry on my values to next generation that's spirituality it's just like doing good beyond myself that's how i see it that's great for me spirituality is okay there's a spirit a spirit yeah that came into this body in in this earth in this finite like where material beings right and is seeing beyond the material like for example we're just talking but maybe this can spark something beyond you and i something like that for a lot of people's spirituality is meditating every day or going to temple church every day or every week doing yoga all the time you don't have an idea of how many angry messages i get from people saying that i'm not spiritual because i use makeup or from people saying that i'm not because i charge my for the business yeah yeah so for me spirituality is there's one line i do what i'm say i'm gonna do i do think on the consequences of things that i'm gonna do and i try to see things not as just like i take it for granted like i just what i see there's a ninety nine percent of everything i see you know what i mean like whatever i see in this material world this is the last step of manifestation whatever material we see it came from an idea i came from an energy for me in spiritual is never to forget that there's something beyond what we just can see so i remember going into this this class and the teacher saying for me more spiritual that if a person breaks my window coming to me and saying i'm sorry i broke your window and maybe i cannot pay you today but i'm gonna take responsibility for this of a person come and say i broke a window but i'm gonna pray and i'm gonna be and like you have a responsibility everything else that you take as an excuse not to take responsibility a bypass and i do take this also into astrology when i see people saying no this happened to me because of this and that for example no i have a mental fog because mercury is opposing saturn and i'm like girl if you've been with a mental fuck for a long time do a hormone panel yeah maybe there's mold in your house like like do like do a hormone panel no like be realistic like we have i i called this the school in the sense like okay i'm a spirit i'm a spirit that and having this experience what am i gonna do with this but i do have to take responsibility into account i do have to like take ownership on the of the things i'm doing on my mistakes on everything always knowing that i'm not what we said before this god or this ego you know what i mean i like that one one quote that you have that i thought was really really smart was and i think this ties into spiritual bypassing getting rid of all responsibility assuming that anything bad that happens in your life is not your fault at all but the quote is you'll never be happy if you get rid of unhappiness because you've gotta be fully alive to get happier so i think that i don't know if this is a too much of a stretch but i feel like if people use spiritual bypassing and they say that everything bad in their life is not their fault they're not taking ownership of it so they can't actually enjoy the things that are good in their life because they've never really taken ownership over the bad you know there's also the people that say everything happens for a reason you know yeah but why do you think that is because we're meaning making machines whatever happens your brain is gonna find a way to say oh this is why it happens like an association i believe that like when you understand how the mind works how the body works how energy works too you understand that all the range of emotions serve something so you can't deny any of those parts like going back to the spiritual on the material part let's say that being spiritual is just i'm completely detached from the material world but how are you gonna completely detach from your health or taking care of your body or like for example caring you have a family or caring for your family and caring to provide for them if you have a family in the most spiritual thing to like think about how you're gonna provide for them course yeah so that's the thing i think that anything that attaches you and takes you into a extreme is not gonna help you leave what you came to live you know all the contrast is what makes like the jews happen yeah so i think that terms have to be changing around spirituality or the spiritual bypass and really connect the three sixty of what we are that quote you mentioned about unhappiness yes you need that contrast to see you need your mistakes to like but you need to believe your mistakes or your own exactly yeah yeah but also your emotions are your own like everything is happening like is happening within you understand it and create from it don't run away from it even like everything serves something as i said sometimes i i have done things out of trauma for example when you ask me did you do this because you wanna try to prove to prove this guy wrong that i don't believe that's one of my pillars but for example i'm the kind of person that if my gas tank is in the middle i i wanna feel it right away and i know that's a trauma response of some like other things but it serves something once you see that you you you know what to do with it so when you see happiness and unhappiness once you appreciate happiness you own it and you say okay this is part of it okay you create something out of it like don't neglect one of your mistakes or experiences because everything adds to where you're gonna go in life you know what i mean i i know exactly what you mean do you feel or do you see with people that gravitate towards astrology they are looking at it as a band aid for something in their life just a general out like speaking general not everyone obviously but you feel like the majority of people you have to sort of reframe what it's actually for as opposed to what they're looking for yeah and i think that happens with law but it happens in everything because for example this type of forecast that you do i still to this day like one of the first things if i have time in the morning is i listen to some inspirational and i know it's a band aid sometimes but it helps me to break imaginary glass ceilings sometimes when you interview somebody that tells something that resonates with me like you can use use anything as a band yes astrology is gonna have like this it's like a huge band but it depends on how you guide them am i gonna allow for it to continue to be a band once you come into my content and you start hearing oh but how do you handle this is this your responsibility maybe i'm not that content creator that is gonna rock you to sleep maybe i'm more like a soft slap i like that maybe like a soft cosmic lap but i never i say this in my membership all the time i don't expect to you for being this membership forever i just expect for you to get the grounds and move on like graduate from it what has been because obviously astrology and and cabal and literally everything you've brought into your life has been for some some version of personal growth it's all some some v what has been the most impactful personal growth that you've gotten what is it what has changed in your life the most of the things that i've started yeah what has really actually helped you honestly and what did it do for you this mindset of being more proactive in the sense of am i gonna let this be like a step down or a steps stone as i said we're meaning making machines so the titanic for someone is a lot both for another one it's just perspective i do believe is convenient for you to try to see something that is hard us okay this is gonna polish me or this is gonna give me the strength that i i know i have i mean it's convenient for you to think that way i do believe that if you're gonna create a mindset create a mindset that it helps you but a mindset that you know makes you feel under your potential so i do believe like that mindset even though it's like a narrative it is like that a program it has helped me go through very difficult times is the ability to choose how i wanna see something and i'm not always choosing to see the circumstances like like no this is nothing this is only unicorns i tried to see in as an as an objective way but the way that i talk to myself you know what i mean yeah it has changed the way that i talk to myself another thing that really changed me is meditation and i i know exactly share but the things that i'm a very not impatient like my mind is always thinking creating so for me sitting down and just breathe was very hard like like i'm always doing something but it made a click when i was finally able to do it and i don't do it every day honestly but when i catch myself the way that i talk like the way that i talk to myself a lot of people you know you talk to to yourself every day and a lot of people are not aware of the words they use i've seen people saying i'm so stupid you know it happens all the time and i do believe that's that creates your self concept but a a thousand percent it does also from like a biological response and then you feel it yes like if you if you say i'm stressed i'm stressed i'm stressed yeah you can try to cortisol up and if this is scientifically proven so cab made me pause then i got into meditation and then i started changing the way that i talked to myself and then i got into the daily pages i don't know if you've heard of the daily pages this writing dale yeah no i i've never heard the daily pages but i also write every day just for my own mental health to be quite honest change like this was a game changer free flow right no i used to do the free flow writing daily pages i don't know if that's like a trademark thing i have no idea that's how i call it every day i write in present time things that i want for me to have like i wanted to hop like i want this podcast to go well no no this podcast is going is gonna go well so or for example i'm patient i'm kind i'm a patient listener is not it's something that i want to develop but you write it in present time and the things that your brain doesn't fat fact check all of this so when you say it let's say you're gonna call me and i'm like i wanna be patient no i'm i'm patient i'm kind i'm a i'm a patient listener there's more probability for me to be a patient listener when you're talking to me then just going another a pilot so i do this every day on things that i want i i i right in present time and in that moment you start creating the newer pathways for that to happen and you just practice and practice and practice so let's say this week before every meeting that i have i'm a leader i'm a patient leader let's say that i do this for five meetings that i have this week and then next week i wait before three meetings i'm already practicing it so it it goes developing it's like a new way of being it's like that fake till you make it except you are literally you you're literally taking on the persona of that thing and then you actually become that thing for me it does work it has work i started doing it last year and for me it has worked but depends on how you do it i guess some people do it like i am a millionaire i am like i do things on traits that i wanna like see better in myself this example that i just gave is like my typical daily pitch and patient i listen like those things that i know that because i always go fast and i think very fast so it has create like this new persona until you're that persona you know what i mean if people are consuming your content and they and they know your content and they're looking to help themselves change their lives something's going wrong in their life and they're looking to astrology or listening to this podcast and they and they just are looking for guidance mh you've said that you cannot remove personal responsibility but what is the advice to somebody who is struggling and looking for wisdom in astrology ka kamala with your content anything else where do they go who do they listen to where do they start i tried to share content in my stories and also have to channels on instagram i'm where i leave like voice i love voice notes so i think that's one of the things that i love the most about that platform if they they're following me following me on instagram because that's if i'm gonna share that's where i share the most the channels allow me like to leave voice notes and i always leave voice notes that are not related to astrology are more like reflections of the day and a lot of people tell me like this reflection of the day like has helped me a lot help me see saw saw something in a different way so i would start there just like looking at the stories in the stories i always start the day with like what the moon is doing not telling you what to do like how the bible is and then i share inspirational things that motivate you to like take a step forward take a step forward i know that the membership is not is not for everyone not everyone wants to study the astrology but i do believe like the boys notes the stories i also share a lot of post with you're not gonna realize that is a astrology or but it is related for example yesterday i spoke in a post about collaboration like the importance of collaborating with other people because we're in libra and libra is to collaborate so as i told you astrology is like this umbrella and i'm teaching you about it sometimes without even you knowing that it's happening but you know where the wisdom coming from and this is how you should interpret exactly like i'm trying i always i ask myself what do i want people to feel when they enter into any of my pages and i want people to feel inspired to feel energy and to feel like i i wanna i click seize the day like that way so i always try to share stuff like that not with unicorns and candy candy but like with a realistic approach like an everyday approach simple things but i'm very aware of how i want people to feel so start there starting the story start simple start reading to see if it resonates with you if it doesn't resonate with you it doesn't matter it's all good i have a lot of people that day to day question me like surely he's not a science it doesn't work and i don't fight with anybody i feel like everybody should take what serves for them in the moment and if it if it sparks something they'll continue but i don't believe in forcing or improving anything like trying to prove something to somebody no i don't believe that and if people want to use it as a tool not again to remove responsibility but to better understand themselves they'll start to consume your content but what is the actual place where you can actually start to learn who you want membership that is like in the membership right now i give classes three times per week and it's gonna help you like if you're really basic intermediate or advanced you're gonna find something for you is not only gonna teach you to understand your chart but also understand the language of astrology also every monday i give this class that it's not about astrology but about mindset like how your brain works how to change your mindset how to like be aware of your yourself concept like catching your your bias or the things that you don't see and work like growing into this i don't believe i love astrology but i believe that it needs to work with other tools that make people take responsibility because when you first encounter trolley you're talking about planets that are out there and sometimes you believe that default is in the stars so with either mindset i give people other tools to say hey i'm here so this is what we're doing this week or this is what we and i do have continuity for example this monday goes with next monday so you're like growing step by step by step so i do feel like there's like i'm accountable for these people so i keep like developing the tools one by one we'll tell you where to start how to go step by step in the membership if you're new to it and people love it like people feel like they understand everything sometimes yes it's like oh like behind in classes like this class was one one hour some people love long classes other people they like go slower i do understand that that's why i do believe like if you really want to get to know yourself if you really wanna have a pause in your life like okay i'm gonna take this class thirty minutes for me is an excellent tool it's like an amazing way to start my goal is for you to listen to yourself like have that moment some people do it in yoga some people do it in other things yesterday one of the students told me like you have no idea like just listening to you sometimes i'm listening to you and i'm not doing like re reaching my chart or checking my chart but just taking a pause and listening to you is like the moment that i have with myself so whatever helps girl whatever i love it last thing i always like to ask if you've learned so much over your life and now you teach a whole bunch of different topics to your to your students and your community but if you had to pick one idea that was one of the more impactful ids it's really helped shape your life you could be teaching it to your twenty year old self you're younger self you could be it could be a lesson that you'd wanna pass on to the next generation just something that really stands out what would that lesson be and why i'm taking this question is if i have to say something to my younger self and i would say that you create your own destiny like for me to believe that there are trends energetic trends not like fashion trends like to believe that there energetic trends do we believe that for sure there's things that we came to experience in this life but that i have the freedom to choose how i'm gonna transcend these situations i think that has been my biggest learning to feel like that i have a choice that i'm not in just that this little box and everything is written and i'm just condemned to have certain life you know i do believe we have like i came to me dispute this person and i came to do this and that but you can always choose how you know what i mean like the how is up to you claude is a success story partner now as a podcast my worst nightmare used to be going into an interview under unprepared now claude has completely changed my prep game and if you don't know what claude is claude is the ai for mines that don't stop at good enough it is the collaborator that actually understands your entire workflow and thinks with you not for you whether or not you're debugging code at midnight or you're strat your next business move claude extends your thinking to tackle the problems that matter i feed claude my guest articles before i do a podcast i feed it their company updates past interviews and it helps me spot the angles that nobody else is talking about last week claude research capabilities pulled together insights from over thirty sources about my guests industry and it helped me ask questions that always make them say great question nobody's ever asked me that before claude is by far the most useful tool to grow any business any podcast and really just help you extend your thinking on whatever it is you're working on if you're ready to tackle bigger problem sign up for claude today and get fifty percent off quad pro when you use my link cloud dot ai slash success

indeed is a success story partner now here's your tech hiring tip of the week from indeed seventy three percent of tech workers say flexibility is one of their top priorities so if your job posting doesn't mention flexible hours or remote options you're basically invisible to three at a four candidates keep that in mind look hiring tech talent right now it's tough you are competing for people with super specific skills everyone wants hybrid work and the salary expectations are through the roof it's a lot that's why indeed actually makes sense they're the number one place where tech people go to apply for jobs we're talking three million tech professionals in the us and eighty six percent of them have applied through indeed it's not just some job board where you post and pray they've got tools like smart searching and their tech network that use ai to connect you with people who actually have the skills that you need companies using the tech network saw over four times more relevant applications that's huge more qualified people way less time wasted whenever i've needed tech talent in the past indeed is the only platform choosing if i needed to hire top tier tech talent today i'd still go with indeed post your first job and get seventy five dollars off at indeed dot com slash tech talent that's indeed dot com slash tech talent to claim this offer indeed build for what's now and what's next in tech hiring hey football fans drew reese here k play and owners box have teamed up for the next generation of daily fantasy sports first time players can get twenty five dollars in free entries plus two hundred and fifty fuel points and you can score all season long with two times the fuel points for every dollar spent to use it k fuel centers gambling problem call one eight hundred gambler void wear prohibited eligibility restrictions apply eighteen plus most eligible states but age varies by jurisdiction offers valid between eight six twenty five and one five twenty six terms apply see full terms and conditions at owners box dot com slash football fuel points tc in this lessons episode explore why showing your work publicly has become the ultimate currency for building credibility and opportunity online discover how transparency and proof of work drive community growth and long term success understand how creators can product their skills to create scalable income and uncover strategies to stay focused amid distract and avoid chasing every new trend i'm not sure if you if you if you did this purposefully or not but also i found that everything you did you built a great community around it so it wasn't just putting out great content like there was a great community that you built it and if i'm not mistaken even the products that you the the the course the final the second course i'm not sure about the first one but did you build those in public as well like you involve the community in so that's something else that i noticed that people that do it very well especially on twitter just because it seems to be like such a huge or the organic reaches immense compared to many other social platforms so walk me through if you have any tips on on building that community because if somebody does build one sell twice that's they have a product fine but how do you build this reach because that's really what's going to really benefit right yeah i think one of the one of the advantages i have as a designer and one of the things has been like extremely instrumental in the like the development of my career is show my work so it's like nobody's ever cared about my degree nobody's ever cared about where i went to school every interview i've gone to every like job i've even every project i've gotten to work on internally an agency has been because of the thing i did last so and you have a very tangible set of assets to point to as a designer because you you produce a portfolio of work like this is a project i worked on this is a brand i design this is a website i built and i think that was almost a subconscious advantage for such a long time because i'd always had that mentality right it's like it doesn't it doesn't matter what you tell me show me what you did and that's how that's how i'd managed to move jobs and get a job in the first place by showing my portfolio so i think that's in that's a skill that other not even a skill it's a a practice i should say that other the other industries and other disciplines are coming around to now so if you're you know if your academia does this like they published what they're thinking about right they're always producing there's is always an output of okay this is the research that we've done this is how we're gonna present it this is you know our thesis and i think convincing people that whatever is you're thinking about you have an opportunity to put like produce deliverables that convey that right and that to me is it's like a fundamental shift in thinking that seems completely obvious to me as a designer but when i introduce that concept to other people that are like oh yeah that's a great idea i'm gonna start doing that and the idea that you think you're gonna get discovered or people will you know actively seek out your thinking without doing that is i mean it's insane when you look at it that way but it's but that's what everybody does towards what everybody does right right assume that someone's just gonna come and like pluck you out and be like oh can you yeah can you sell me on your services and you know the way the i mean the internet is just monstrous force in that equation right every there's an naval evolved quote the the internet the internet democrat consumption but consolidate production so if you're the best in the world at anything you get to do it for everyone and that's like a really huge overlooked force in society i think that just because you've had this experience offline or because you have this anecdote of a friend of yours that got you know that knew somebody and got this job here proof of work is now like the currency that is gonna move your career forward i think in almost every field and people who can produce visual assets or tangible assets or record podcasts or make videos are just that much more likely to generate luck you know create relationships at scale because you know it's just sheer surface area and that is just a the one thing i think that it's hugely underestimated and it takes a long time to build it and get good at it and all of those things but yeah that but that's what differentiates that's having that asset right is what differentiates how do you so this is something that now you teach over to people that are building the the build one the build once sell twice so as part of that i'm assuming you actually have the the way to idea on on how to product ties your your knowledge and your your experience but also part of that is also the the building the community building the brand and that's is that the core lesson the core learning is to is to show your work in some format or another and i guess i'm just thinking through like for for somebody who is in a designer of podcast youtube whatever it may be that's probably the easiest way there are are there other ways that you can show work i'm just curious i don't know yeah if there's something else that you would recommend people do to build out this brand well another thing that's interesting and this is like there's so much nuance to this and it often doesn't get covered in conversations about it but the one of the fundamental things i think is do you have a skill set that allows you to produce a result for someone on your own if you do then you have a massive opportunity to teach other people that skill set right if you're a a designer a writer video producer if you produce something tangible or you have you can analyze data in a certain way there's is it's like reverse engineering the results so a huge part of the curriculum is to get people focused on the result they generate and then essentially build things that help you deliver that result with a less linear relationship to your time over time so you begin as a designer that spends three days with a founding team getting all the information out of them and then turning that into a asset the second iteration of that is you have systems to collect that information from them and you write better questions and you spend less time you spend less time like grilling people individually so it gets more and more efficient and then eventually you have a program that's so watertight because you've sent a hundred people through it and you've spike figured out all the blind spots and figured out what you need to introduce somebody to at what time in order to get them to think about something in a different way that helps you like slowly divorce your time from the delivery of the result but i think that is the intros question that all of this begins with is like if if i if i can create leverage for someone else on my own then i can produce an asset that essentially replicates my ability to do that and that like we're in a period of time now where it's really hard to build that very specific skill set and stay focused long enough to be able to produce that result right when i started my career i would get like two text messages a day and i'd read them on my lunch break people that are like practitioners and trying to learn skills now are gone on twitter or instagram every forty five seconds and it feels like you're missing the boat every time you look at something else right it's like oh i should be working on this or i should be you i should learn that skill or i should be following this person and and like emulate what they're doing so i'm really empathetic to the fact that it's harder or at least my perspective of it is it's really difficult to build these stand skills yeah you have that shiny object syndrome for sure right that's not always an issue now with social and and constant exposure and you're always questioning whether or not you're doing it right even if you're getting results should you redo it or learn something new or do it a different way so how do you how do you personally focus on what's driving results and not follow that shiny object all the time it it it's increasingly difficult right the the amazing thing about building a business like this is it sort of trails your curiosity so you have to you have to be interested in something that you're not quite great at in order to continue to like deliver those learnings to people who haven't gone down the same path as you but you also have to recognize when you are like just completely distracted and wasting time and the that's the the like the amazing thing about the internet as it cuts both ways right you can go super deep and build once sell twice the addressable market for that is enormous you could go and sell that for a decade probably right there's enough people that have not been exposed to those ideas but you can get in this little echo chamber where you've you've you start to burn out on on that thinking because you've been teaching it for a year for example but then you you could switch too far in a different direction right or for me like my shiny object is crypto so i'm like down all these different rabbit holes you know i played around with n nxt this year and i'm incredibly like i'm a huge believer in all this technology but there's also a cost to being distracted from the thing that a hundred thousand people know you for for example thanks for tuning in if you found this valuable don't forget to hit that subscription eye buttons so you never miss an episode and if you wanna dive deeper into this conversation check out the links in the description to watch the full episode see you in the next one subscribe claude is a success story partner now as a podcast my worst nightmare used to be going into an interview under prepared now claude has completely changed my prep game if you don't know what claude is claude is the ai for mines that don't stop at good enough it is the collaborator that actually understands your entire workflow and thinks with you not for you whether or not you're debugging code at midnight or you're strat your next business move claude extends your thinking to tackle the problems that matter i feed claude my guest articles before i do a podcast i feed it their company updates past interviews and it helps me spot the angles that nobody else is talking about last week claude research capabilities pulled together insights from over thirty sources but my guests industry and it helped me ask questions that always make them say great question nobody's ever asked me that before claude is by far the most useful tool to grow any business any podcast and really just help you extend your thinking on whatever it is you're working on if you're ready to tackle bigger problem sign up for claude today and get fifty percent off quad pro when you use my link cloud dot ai slash success earn up to two hundred thousand bonus points with the i g one rewards premier business card limited time offer ten twenty two visit i g dot com slash business card cards issued by jpmorgan chase bank n a member fdic offer subject to change terms supply

indeed is a success story partner now here's your tech hiring tip of the week from indeed seventy three percent of tech workers say flexibility is one of their top priorities so if your job posting doesn't mention flexible hours or remote options you're basically invisible to three at a four candidates keep that in mind look hiring tech talent right now it's tough you are competing for people with super specific skills everyone wants hybrid work and the salary expectations are through the roof it's a lot that's why indeed actually makes sense they're the number one place where tech people go to apply for jobs we're talking three million tech professionals in the us and eighty six percent of them have applied through indeed it's not just some job board where you post and pray they've got tools like smart searching and their tech network that uses ai to connect you with people who actually have the skills that you need companies using the tech network saw over four times more relevant applications that's huge more qualified people way less time wasted whenever i've needed tech talent in the past indeed is the only platform choosing if i needed to hire top tier tech talent today i'd still go with indeed post your first job and get seventy five dollars off at indeed dot com slash tech talent that's indeed dot com slash tech talent to claim this offer indeed build for what's now and what's next in tech hiring my name is kim harrison i am a eleven year survivor from a bone marrow transplant we grew up as forbes family and i have grandchildren in that play my goal was just to do everything i could to heal because i wanna be there for them i recommend people never give up because there's always hope eleven years later i got the best seat take a second for the right team at car dot org backslash second opinion or call one eight hundred car in this lessons episode explore how real leadership starts with self awareness and alignment rather than authority discover why defining core values builds clarity and confidence understand how emotional ownership strengthens relationships and choices and uncover how effective coaching drives growth through discomfort and transformation so i i i wanna dig into that point just touched sean leadership and obviously so so great points leadership is not cx xo leadership is is how you conduct yourself in your life and i think that yeah that mental shift of that lens that you look at leadership through is an important distinction so what are what are some practical steps just for we can we a lot of people here are obviously executives but also moms and dads what would be some over overarching step that people should try and take to be better leaders in their life and their vision and understand their impact yeah i love that question so one of the first think about leadership as who you be informs what you do so if you are disgruntled overwhelmed and anxious on the inside then as you are doing whatever it is you need to do that's the experience you're gonna have so one of the best ways to get really clear on who you are is to define your values and it's amazing scott i'll i'll start working with clients and also i'll okay let's talk about your values do you know your values and say yeah yeah i know my values okay great tell me your values i'm sorry you scratch the surface a little bit they don't know their values so for anybody who's watching actually you can go to my website sign up for my email i have put together a super simple turnkey guide to help you figure out your values everyone has around you know five to seven values and once you get clear on your values and you define them on your terms then you have a very different experience because if you think about it if you start to make decisions from your values rather than expectations of what you think you should be doing or what you think your family should doing already you're gonna have an experience it is much more in alignment with what matters to you so for me one of my top values is connection so as i'm moving throughout the day as well as impact i'm asking myself what value does this line with i need to make a decision okay is this in accordance with my values that's a very different experience than alright what does it i need to get done today what should i be doing and so it allows people to feel so much more empowered so i would say for anybody who's watching the very first thing you could do if you did nothing else was get get clear on your values to find them and the start to play with what does it look like to live from your values what does it like to make decisions from your values and you'll be amazed at the different kind of results you get both in the workplace and at home and i guess my question because everybody he said thinks they know their values and even if they they even if they do have an understanding of what their values are we slip we slip all the time yeah we i slip probably you know two hundred times a day on on on i think i'm a good person i think i have good values but something you know rubs me the wrong way and then i react or the conversation after the thing that rubbed me the wrong way is now you know that the emotion it's gone to that conversation is a negative emotion even though the person had no bearing on what actually triggered me in the first place these are very common human tendencies they are so how do you get rid of how do you how do you yeah what what's the answer tell you so really great point what you said so one of the biggest principles i got out of my master's program spiritual psychology is that if if we get triggered as human beings it's an unresolved issue of that belongs to us it's getting triggered it actually has nothing to do with you so if you are being disrespectful to it doesn't mean that you get a haul pass for being that way but it's on me to look at okay why did that trigger me so much so as a coach one of the things that i do is i invest a lot in my own mentorship so i work with a true team of coaches which by the way for anybody who's looking at a coach you wanna make sure you're the coach that you're working with is actually investing in themselves one of the best tools is called completion and it's a process where you are getting complete on your side of the fence of what you're bringing to the table so the ultimate goal is if you've got energy on you scott about something that is gonna carry over into how you show up and relate to someone so you wanna take on a very practical exercise which is called completion it involves writing three different letters it takes no more than twenty minutes but what it does is it helps you first and foremost express what's there for you whether you're mad or frustrated you're upset whatever it is get it all out then it's about taking a look at okay what's there for me to own what can i be responsible for and then the third piece is around what can i acknowledge both the other person and both for me and sometimes i have to do completion multiple times around the same situation or the same person but it is truly the only tool that i have learned that my coaches have taught me if i want to be able to come into a situation and feel neutral so that i can approach it from the a very clear leadership then that's that's on me to get complete and it doesn't require anyone to apologize to me it's it's it's really on me and i think that's you know if people went around in the world getting complete on their own stuff so they weren't lobbying their own stuff over to other people we would have very different experiences throughout the day because you're right we're human beings it's not that we're we we go through the day and it's not that we're in leadership twenty four seven it's that we fall out our leadership and what i always say to my clients it's like how quickly can you get back into leadership rather than withdrawing for a day or getting to do it with a colleague and you know going down that rabbit hole great question i love that i and i i i keep wanting to you know just double down in the fact that this this definition of leadership is truly changing who you are to be a better person that's that's really the end goal that's and and that actually you know when when we first connected one of the things i wanted to speak to you about was coaching as as a concept yeah of course when you when you look at it through that lens when you look at the ability to become a better person in everything you do it's not hard to understand why that could be a good thing to subscribe to but let's let's speak about let's speak about coaching and as opposed to me just going on you know it says it's funny because i i don't go on youtube and i don't investigate this but say say i i need to be sold on on coaching right i just well why would i pay somebody to teach me this when i can just go figure it out myself yeah so you know that's something that i think always comes up with coaches because people need to people need to buy into it they've either already bought into it or a lot of people will say i i have no need for that that's not gonna positively impact me they they and you know it's funny because people get a personal trainer but i know they but i think it's a physical like they see the physical result and how do you measure the roi on a coach how do you measure how do you measure whether or not a coach i i don't think anybody would shi like a good coach or somebody that can actually help them but how do you sell somebody or how do you not sell somebody how do you prove to somebody that you can actually help them impact their life oh gosh such a great question and so many places that we could that we could go with it i'm just thinking where i wanna start with this i think from you deal with it you you live it every year yeah i do you know the coaching industry has become one of the biggest industries where mh money is spent and at the same time the bar is so low that anybody can get into coaching which is dangerous because it can create integrity issue and so i i can't speak for other coaches i can only speak for myself and why why i invest in coaching and why my people invest in coaching and i think at the end of the day it's because we by nature want to be comfortable we don't wanna feel any sense of discomfort if you are wanting to deepen your connection with clients in service to doubling your bottom line if you are wanting to create a bigger impact whether it's in your personal life for your professional life any of those goals are gonna require you to do something and behave differently than you are currently doing in order to do that you're gonna have to feel uncomfortable we don't like to feel uncomfortable a i know for me and i joke with my clients but i truly believe at the end of the day the reason that they pay me isn't necessarily for accountability it's because i'm willing to say things to them that nobody else would say so for example a couple years ago i was an enrollment conversation with one of the top creative executive creative directors in the country he's just an unbelievable human being but his work is out of this world and he kept repeating the story and finally i just looked at him and i said can i give you a reflection and he said yes and i said i am so bored by the story if i'm bored by it you must be bored by it and he laughed and he said you're the first person that has told me their bored by i said i'm so bored by it but it was a story in an event that happened in the news he was a part of a company that had a huge issue with and he said he hired me on the spot but i mean that's when the conversation changed and started to talk about what it looked like to work together so i truly believe people who value growth by nature will be interested and will want to consider coaching but really the role of a good coach is to keep reflecting back to clients what they're seeing in their way of being and we all know this but our relationship to feedback including my own and i've done a lot of work around on feedback that is not easy to hear or work with and so it's less about okay here's the program we're gonna work and here's what we're i'm gonna do every week it's like no let me tell you what i'm noticing right now in your presence let me tell you what i'm noticing in your tone let me tell you what i'm seeing and so that kind of level of work requires a whole different type of leadership if you wanna have a different experience in the physical world but also internally so thanks for tuning in if you found this valuable don't forget to hit that subscribe button so you never miss an episode and if you wanna dive deeper into this conversation check out the links in the description to watch the full episode see you in the next one claude is a success story partner now as a podcast my worst nightmare used to be going into an interview under unprepared now claude has completely changed my prep game and if you don't know what claude is claude is the ai for mines that don't stop at good enough it is the collaborator that actually understands your entire workflow and thinks with you not for you whether or not you're debugging code at midnight or you're strat your next business move claude extends your thinking to tackle the problems that matter i feed claude my guest articles before i do a podcast i feed it their company updates past interviews and it helps me spot the angles than nobody else is talking about last week claude research capabilities pulled together insights from over thirty sources about my guests industry and it helped me ask questions that always make them say great question nobody's ever asked me that before claude is by far the most useful tool to grow any business any podcast and really just help you extend your thinking on whatever it is you're working on if you're ready to tackle bigger problem sign up for claude today and get fifty percent off quad pro when you use my link cloud dot ai slash success life is unpredictable but preparing for the unexpected shouldn't be take ownership of your life planning with policy genius to help your loved ones have a financial safety net in case something happens to you they offer life insurance policies starting at just two hundred and seventy six dollars a year for one million dollars in coverage don't wait for life to make other plans protect your family today heads a policy genius dot com that's policy genius dot com

and doug le and i always tell you to customize your car insurance and save hundreds with liberty mutual but now we want you to feel it queue the em music le save yourself but need to dare you will custom and save we see that may have been too much feeling only pay for what you need at liberty mutual dot com liberty liberty savings very by liberty mutual insurance company in affiliates excludes massachusetts being able to do what you want when you want with whoever you want for as long as you want is really what money buys you when i was young i didn't come from any money we had one grocery store trip every two weeks from the food ran out so i had to work growing up very early today's guest is a strategist for wealth not in theory but in practice nick perry is an investor coach who guides entrepreneurs and professionals to build scalable portfolios and un ent themselves from trading time for money when i moved to austin texas i started youtube how to do real started taking some action but i failed miserably in my first year real estate it took me like a hundred and four appointments before i got my first deal sales and marketing at the two highest skill sets that you can have that will get you paid more than anybody if you can get good at marketing and sales then you can start your own business the reason ninety percent wholesaler fail is they can't get consistent reliable high quality marketing going they're bouncing from one marketing channel to another and nothing is really working for them he teaches the rules of capital mindset and of income not just passive but purposeful wealth nick doesn't just talk about investing he builds pathways for financial freedom biggest reason that i see most people fail is shiny object syndrome they'll do something for three months six months maybe a year two and then they jump into the next thing you have to stay laser focused and i would rather be a master at one thing than a jack of ball turd nick tell me what this means to you true wealth isn't measured in dollars but in freedom to live anywhere work on anything and answer to no one yeah you know being able to do what you want when you want with whoever you want for as long as you want is really what money buys you nothing in a store is gonna give you any sort of fulfillment right this is a twenty dollar zara sure but i just got back from you know two hundred thousand dollar vacation in europe and that two hundred thousand dollar vacation was worth more to me than anything because i was able to stay out there as long as i won't give my family experiences that most people can't give them and that's what true wealth is is freedom that's what money really buys you how did you come to this realization that this is what you wanted to build because i think that a lot of people when they start entrepreneurship they're looking for more money they're looking for freedom but they end up not getting it they end up working more than they ever did in a corporate job so what allowed you to sort of escape the golden handcuffs that a lot of entrepreneurs find themselves in yeah it was a cycle when i when i was young i didn't come from any money like my parents were my dad he barely can make ends meet i mean we had you know one grocery store trip every two weeks when the food ran out it ran out and so i had to work growing up very early yeah and i would see all my friends you know getting new cars when they're sixteen being able to go out and take you know these fun trips and that wasn't in the cards for me and it used to really piss me off that money was a limiting factor in my life so from a young age i always said i do not want money to ever be a limiting factor in my life and i realized you know from then that money bought freedom it bought resources in order to do what you want with with whoever you want for as long as you want and when i got into business and i started making money that's when you know i went through the phase of buying all the designer clothes you know bought a ferrari you know did all the stuff that you know you do when you first get it and none of it brought me any fulfillment you know nothing that you can buy in a store will give you any sort of lasting thing happiness you get a short term dopamine net when you look back on your year and you say what was the best things to happen this year you're thinking about the vacations you took with your family the amazing experiences you have it's not man i went and i bought this new pair of you know designer shoes or you know i i bought this dang it's never about the thing it's always about the experiences and the impact that you make right so giving back to people and creating experiences where you're gonna have the the most lasting fulfillment so i just learned it through this yeah school or not it's funny how again like super ambitious people they all they all start something for the material like like i wanna have a nice car i wanna you know i wanna live in a bigger house i wanna buy a nicer watch i'm doing all this vanity shit basically i wrong with it if you make money go for it but then they do that and they work so hard and they don't have vacations and they don't spend time with their family and they don't do all the things that actually give joy in life and i feel like a lot of entrepreneurs they they just have it backwards it's like they feel like entrepreneurship is like you have to be working twenty four seven you if you aren't working you almost feel guilty you feel like you're you're like not being whatever like of productive you feel like you're like well if i'm taking time off like i'm not getting as much done as i could get done so like i'm not being the best possible entrepreneur this isn't what i signed up for and you almost like self i don't know what the word is self sabotage self sabotage a little bit right you like ruin all the other parts of your life in pursuit of just chasing money yeah and a lot of times when you are doing that you're actually delaying the process so being an entrepreneur is a lot like being a farmer you're going out and you're planting seeds in the ground you're watering their seeds you're being patient waiting for those seeds to you know grow but what most entrepreneurs a k farmers will do is they'll plant the seed the water it they'll sit there they'll look at it it's not growing they'll start kicking it yeah right and so you're kicking up your own seeds so when a lot of entrepreneurship is actually just patience and you got to let the seeds grow and just sit back and let let the gestation period happen and so i've realized that as long as you have the right people the right processes and things are in place you have to be patient and trust to process for things to grow and that doesn't mean working harder one of my one of my good friends i've told this story a few times i think it's so relevant so he runs a publicly traded company very busy guys he's had exist in the past and he said that having kids was the best thing that ever happened to him because it forced him to only work on certain things so i think a lot of people just focus on everything they could possibly do and they don't focus on the one the few things that actually move the needle whereas for him like having kids force him to only work on certain things because he needed time for the kids as well so it almost hyper prioritize and hyper focused him but i don't think a lot of people have that wisdom when they're just starting out like you said i had to go through it i mean i was the guy that was you know rising grind four thirty am we're putting in eighty hour weeks and it's go go go go go and i did that for fifteen years and i created amazing company and i actually kinda got forced out of my office so explain what happened you know i built a pretty successful real estate investment company and i had you know great team and it came time to promote one of my my coo to the ceo yeah and so i promoted him to the ceo of my company and when i did that it basically i fired myself yeah and so when i did that i kept going to the office every day and he's like dude you gotta let me run so i said okay you know what was like let me do my job yeah so i had to i had to get out of actually i austin texas which is where my office is from because i couldn't sit at home and knock go to the office that's so funny so i moved actually here to miami florida and i went through an identity crisis i felt useless every single day i was going to the gym twice a day going out to dinner and you know i was just kinda sitting around loss like because that was my identity and that's where i ended up learning a lot of those lessons that i think most people don't get to i think we do sabotage advertise our own success more often than not but i made more money that year when i left then when i was in my office grinding and out every day so doing very well in like corporate america nine to five so you started with indeed and you were making over two hundred grand a year with indeed so that to me is what a where a lot of people get stuck they make a ton of money in a corporate job they have a great nine to five they have like these golden handcuffs where they're making good money and i think that a lot of people just get stuck in this position for a lot of their career and they don't actually take the jump and they don't actually build something themselves why did why did you take that job and why did you why did you leave it well i took that job because i moved to austin texas and i wanted to start my own company i was a personal trainer and i saw that all my wealthy clients all own businesses and so in order to have financial freedom you couldn't work for the man your entire life that was very clear to me and when i moved to austin texas i started youtube how to do real estate started taking some action but i failed miserably in my first year real estate i think most do though yeah it was brutal took me like a hundred and four appointments before i got my first deal it was rough and so during that time i was like i got take a job in order to keep this you know dream alive yeah so i got a job at indeed i was down to eight hundred dollars in my bank account about to get a victim from my apartment indeed took a flyer on me and hired me on and i said before i showed up on my first day to myself i said i'm gonna go in here and do whatever they tell me to do absolutely crush this job so i get out of this job as quick as possible so i went from eight hundred dollars in the bank account to rookie the year top gun making you know quarter million dollars a a year very quickly at indeed but i took all that money and i put it into my business so i had my nine to five yeah then i had my five to two yeah right yeah and i worked every evening and every weekend till i was able to build myself out of that job but that was always their goal before even started that role do you think that's like the way people should sort of set themselves up because i see a lot of people that just jump into into entrepreneurship or they quit a job and have like a few month savings and then that's when they start building a company but i like the way you did it so you were making money good money mh relatively good money to grand is a good salary well i guess it's sales too so there's probably a base plus some so you're good at selling and then you just took all that money and just started like funding basically your own business do you think that's how people should start absolutely update that sales is the number one job for anybody that wants to start their own business sales and marketing are the two highest skill sets that you can have that will get you paid more than a doctor more than a lawyer more than anybody and that if you can get good at marketing and sales then you can start your own business but you need to have income coming in it's not unheard of that you can just start from cold but life's a lot easier when you have you know money was there anything else because you were an inside sales and indeed was there anything else that you learned from corporate america that was actually stuff that you learned from corporate america that is very useful for entrepreneurs that are starting sales or otherwise but also what did you learn in corporate america that is not helpful if you're trying to start a business yeah so what i learned that was helpful yeah is a ton i'm in indeed one of the top sales organizations in the entire country yeah so just corporate structure you know that accountability that you have in corporate america is the same culture that i have in my company now all of the metrics and what it takes to actually be successful in sales you know sixty calls a day a hundred and twenty minutes on the phone you know quotas all that stuff is now adopted into my own company now in terms of things that i don't think make a that that were a hindrance to entrepreneurship is i think in corporate america there's a lot of bureaucracy accuracy where you know there's channels of communication and your ideas are don't matter my company as an idea merit where i wanna know exactly what all of my guys even from you know the lowest paying role up to the highest paying role what best ideas that they have that's something that i brought in because i felt like in corporate america my ideas didn't matter yeah you know you had the corporate direction and they had their quarterly initiatives and what you say yeah it doesn't matter but the best ideas that i've got in my company have come from my team when you i think that it's smart that i think that it's very smart that you work you make money you let that fund your business but if you know there is an exit how do you commit yourself to doing this thing if you if you eventually wanna get out of it because like there's like mental gymnastics there great question this was a tough win for me but i figured out a formula so for anybody that's looking to get out of their nine to five job all you need is these numbers right here you've got you need at least three to six month of liquidity for your business and your personal so you spend ten thousand dollars a month on your personal expenses and ten thousand dollars a month on your business you need at least sixty thousand dollars at least three month runway ideally six month so ideally you would have a hundred and twenty thousand if you're spending ten k and ten k yeah and then that's just to it's just to set you up for success and it gives you that safety and that yeah and then put a date on the calendar and honor that date yeah when was the moment because you were going you were working at indeed you're making over two hundred obviously you know you wanna do something bigger or this is not where you're gonna end up but what was the moment when you knew that you wanted to quit indeed and move on like what was the thing that was outside of the money in the bank because you just said we need so much money in the bank but what's the thing that you were that you experienced that you were like i'm i can't do this anymore i need to move on i knew before i even took the job that i was gonna leave that job so you were just you were just waiting do did you wait for traction in the wholesale business first yeah okay and that's i took the job knowing that i was going in there with that plan and i executed that plan and i got out as soon as possible correct i understand but where did that start it started being told when i can go to the bathroom in school yeah like i there's no way that i can take orders from somebody my entire like i listen to god that's my only boss and that's you know the natural entrepreneur right there a hundred percent well i i think so do you think that entrepreneurship can be learned or do you think some people are just born entrepreneurs i think that i was developed into entrepreneur i think that through life circumstances happening to me yeah it it pushed me there i felt like you through getting in trouble getting all all the your know stuff you go through growing up that's what ends up you have a a decision are you going to stay beating down and just take orders your whole life or you're gonna take personal accountability and responsibility now one path is gonna be much harder the entrepreneurship path is not for the faint heart is not for the week you're gonna have to ever overcome extreme adversity a ton of odds and you're gonna have to bet on yourself over and over and over fall seven times get up eight but it is the most rewarding path for those that got the heart to do it it's not easy i'm wonder if entrepreneur entrepreneurship is right for everyone it's not i don't think like i love my family but they're you know like my sister's a phd yeah and you know she's happy she's she's a a college professor making eighty grand a year and she's got her life and her and that's it she has no desire to wanna be an entrepreneur and i'm perfectly fine with that i think that happiness and fulfillment is the true measure of success when you were doing personal training because you were exposed to so many very like high net worth an ultra high net worth successful people do you find that more people have it right or wrong like those people did they have those five ass or did you see that most people just chase the money i would say more often than not the people that i would see there was a lot of imbalances in their life yeah now i met some extremely amazing people though that had it all all figured out and those were my mentors you know my early mentors in the day were the guys that i personal training and my first mentors the ceo of quiz subs for real yeah yeah so he's like he's pulling in several million dollars a year like he's very successful yeah but he's working on stop no not really he was you know he had it figured out he was you know silver fox like fifty years old super charismatic happy amazing relationships you know just had had it all and i was like i wanna be like that and so i emulate you know those guys in those early days because i came from nothing and so i almost had impostor syndrome when i was around them and that was how i ended up learning you know the ways was from just that exposure when you first started so you're working at indeed you know that you're gonna build a wholesale business you're sort of funding your business with your with your salary but you know that's where you're gonna end up you finally start to have some traction in the wholesale business and i know it didn't come easy like you mentioned just briefly but it's an important point to touch on you went through a hundred and four i think face to face rejections when you were building out this wholesale business over eleven months that to me is just it just shows you what it takes right that's what it takes to get anything off the ground is never gonna be easy it's gonna be a lot of just you know hand to hand combat what starts to work and also just for people that are into real estate why wholesale in particular as opposed to all the other kinds of real estate you can get involved like why are you sitting at home thinking personal trainer killing it out indeed now real estate wholesale like it's such like a a wide variety of like interest so what was about wholesale that made you wanna go into it that was so compelling well the majority of my clients that were doing really well were we're also big in real estate you know even if they owned a company they had some form of real estate going on their life and our you know read enough books say you know eighty percent a million come from real estate so i wanted to get in a real estate but i didn't know how i didn't have money i didn't have credit i didn't have a real estate license and none of that and so with whole you don't need money you don't need credit you don't need a real estate license i was like well i'm qualified hubspot a success story partner now think about listening to this podcast right now you're probably multitasking you're probably catching seventy to eighty percent of what we're talking about but let's flip that and imagine you're only catching twenty percent that'd be crazy right it's really not a good use of your time if you only remember twenty percent of what we're talking about but most businesses most entrepreneurs are only using twenty percent of their data all the most important details in call logs emails chat with their customers it's just left floating in digital space not being used hubspot it gives you the access to those insights to help you grow your business because when you know more you grow more visit hubspot dot com to get the full picture of your business today nets sweet is a success story partner now what is a feature hold for business if you ask nine experts will get ten answers bull market bear market rates are up rates are down at the end of the day it'd just be easier somebody invented a crystal ball but until then over forty three thousand businesses a future proof themselves with nets sweet by oracle in number one ai cloud erp that brings accounting financial management inventory and hr into one unified platform here's what i love about it instead of juggling multiple systems you get one source of truth real time insights and forecasting that actually let you peer into the future with actionable data when you're closing your books in days instead of weeks you're spending less time looking backwards and more time focusing on what's next whether your companies earning millions or hundreds of millions nets tweet helps you tackle immediate challenges while seizing your biggest opportunities if i needed this product in my business this is what i'd use it's a game changer for business visibility and control if you wanna see how ai can transform your financial operations download the cfo guide to ai and machine learning for free that's nets sweet dot com slash scott cla indeed is a success story partner now say you just realized your business needed to hire someone fast how can you find amazing candidate fast it's easy just use indeed when it comes to hiring indeed is all you need stop struggling to eat get your job posting seen on other job sites indeed sponsor jobs helps you stand out and hire faster and with sponsored jobs your post jumps to the top of the page for your relevant candidates so you can reach the people you want faster and it makes a huge difference according to indeed data sponsored jobs posted directly on indeed have forty five percent more applications than non sponsor jobs plus with indeed sponsor jobs there's no monthly subscription no long term contracts you only pay for results there's no need to wait any longer speed up your hiring right now with indeed and listeners of this show will get a seventy five dollar sponsored job credit to get your jobs more visibility just go to indeed dot com slash cla right now and support our show by saying you heard about indeed on this podcast indeed dot com slash cla terms and conditions apply if you're hiring indeed is all you need how did you keep going after failing failing i put that in air quotes but like getting a hundred and four face to face rejections like how do you push through that because that is what it takes to be successful so how do you push through that it was a lot i mean that summer when i was doing all those appointments i remember i had back surgery too so i had a big i had a big thing like going on with my back and i'm driving in a you know beat up mazda three with no ac all over the state of texas getting told no and about appointment seventy five that was like when i started to break and i get back to my apartment and i remember sitting there and i'm like you maybe this whole thing's a scam and all these people on youtube were just lying to me to try to sell me a course maybe it is real but i'm not cut out for this and they can do it but you i don't have the soft skills in order to be able to be successful in this you you i sort having all these limiting beliefs coming into my mind and i had sunk calls fallacy where i had already come so far so i was like i didn't come this far to only come this far i'm either going to get richer die ryan it was like i will be go homeless and yeah still be going on these appointments at this point had you quit indeed no this is when right right when i starting indeed oh okay so so indeed was like an insurance so to let you keep going did you have no more it yeah i had to take a job it's smart i mean some people would have too big an ego to take a job yeah you gotta let your ego go go and you have to say what do i gotta do to make this actually work so i had to swallow my pride and say i gotta take a job and i'm gonna not let this dream die and i'm gonna persist no matter whatever it takes until i figure it out and i will become the best at it and so that's that's what i did i just so seventy five a seventy five appointment you're starting to break i started to break and then i pulled it back together real quick i was like burn the ships yeah it's either this gonna kill me or i'm gonna figure it out figure it out what worked after under hundred and forty four rejections what did you learn or was it just literally just putting in you you know we're were talking before you're like oh the podcast is going well what's the secret it's like well thousand episodes forty fifty pieces of content a day you figure it out eventually like it's not it's not that hard it's not easy but you just figure it out you just fail forward and keep getting a little better every single time and you do that until it's almost it's unreasonable for you not to be successful the statistical probability it goes down so low that you end up becoming successful so one thing that really actually helped me was indeed because in that sales job i learned so much about sales and so the sales job was actually like the catalyst that ended up moving everything forward like i wasn't following up with these appointments and i learned that fortunes in the follow when i was in corporate america and so i went home and i was i gotta follow up with all these people and guess what ended up happening people started coming back around and next thing you know i got a deal and then it started the snowball from there and eventually you quit indeed you're all in on whole at that point and things are going you're making money off whole at this point when you actually quit and yeah was there a amount was there an amount of money that you would have liked to have hit before you left indeed like that was like the number like if i double my salary or something like i don't know what the number is but is there a number that people should shoot for that you shot for before you quit the the nine to five w two and go all in yeah i had six months of liquidity and so i knew that i was having a quarterly bonus hit on april fifteenth and when that quarterly bonus hit it would put me over that liquidity amount and that was the day that i quit so i waited until i refresh my bank app and the because you know in sales they kick you out the same day i know they do yeah i know i spent a lot of my career in sales i know in corporate well not corporate canada corporate america the same difference but yeah they don't they don't keep you around if you're done and also sometimes that is a pain in the ass to collect all those commission checks that are like doing in like six months if you leave so mh you just take whatever money you can get so as you're scaling the whole business i think that a lot of entrepreneurs when they first achieve success they may not think about how like that can impact other parts of their life so at what point did this whole sort of i don't even know how to describe it shit show with a woman that you were dating and you were common law married to in the state of texas at what point did this happened in your sort of entrepreneur journey because i don't think if somebody's making a lot of money and they're dating and they're not not married yet i think people are pretty aware of what happens if you get married but from what i understand you can tell me a little bit more you were common law and you lost a lot of your savings because you broke up but even though you weren't technically married in the state of texas you still owe her a lot of money if you're common law married i don't think many entrepreneurs would think about this when they're building they probably don't think about it at all no it is complete side yeah so you know give me a time frame for it too yep you know i'm working at indeed i'm doing really well there i'm you know also working in real estate in the evenings i'm making probably you know forty fifty thousand dollars a month in real estate i meet this girl we started dating she works at oracle she's in sales as well oracle did a massive round of layoffs she's actually good on the phone so while she was laid it off i said well hey just take some phone calls from me while i'm at indeed that'll actually be helpful you know i'll give you some commission on it till you find something else and relationship was was okay we dated for eleven months and around the eight month mark i was like just come stay over you know at my house it's fine you can work out you come all months then you think for months in yeah so long story short we go to cancun and i she's just a shit showdown down there i mean she's drinking taking xanax smoking weed and i was like i gotta cut this girl off so we get back to the united states and i was like alright well here's what i'm gonna do is i gotta a work trip coming up i'm gonna go ahead and break up with their teller just move out and you know be out by the time i'm gone i knew she would need some money in order to do it so i wayne got twelve thousand dollars from wells fargo cash went back home i say hey listen i gotta a roll for work i'm coming back on friday here's twelve thousand dollars just go you know get another apartment stay with your mom whatever you wanna do do it i had a bad a high rise apartment in downtown austin you know overlooking the water you know was making fifty grand a month you can afford some it was nice and she'd only been staying with me for maybe you know month and a half two months and i get back on friday i go straight to my office at indeed and about ten thirty in the morning the receptionist office managers like hey you've got a visitor up front it's some guy on a bike i was like i didn't order anything he's like nick perry i'm like yeah he's was like you've been served i'm like sir for what yeah and i go and i pull out these papers and i look at it and it's you call it's not even common it's like divorce papers i'm like divorce papers like this is bullshit like i don't know i am worried about it whatever long story short it was divorce papers and they had a restraining order which meant i couldn't go into my house i couldn't get my vehicles couldn't get a phone charger couldn't get a toothbrush couldn't get anything your own house yes she was very smart in the way that she is professional so she went and soon as i broke over there she retained an attorney who was her uncle i didn't know at the time that was working pro bon and this is what they did were like okay well we can get this guy for pretty much everything then here's exactly what we're gonna do we're gonna go ahead and file for a common law we're gonna go ahead and put it restraining anywhere the house is gonna be yours all his shit's gonna be yours and we'll get half of his money so i didn't think this was even a thing i'm like what do you mean so like i even tried to like go back there break get all my shit they called the cops i couldn't get my stuff and so ended up having to stay in my buddy's house and how is this a thing in texas there's no statute limitations for the amount of time that they stay there it's three consecutive nights they say there three consecutive nights if they get mail there your history they can say that your common law married are you serious yes that was my welcome to texas present i was like this is not yes i've never heard us in my life it's a old outdated law that just hasn't been changed and a judge doesn't call bullshit on this no so the evidence that they used was she lived in my house she got mail there because i had her working on the business she had access to the checking account yeah and said they're like well then what do you mean you guys are pretty much married you have joint finances that link she's on the business you know judge didn't wanna hear it and i didn't know that i was basically playing a losing game because she had a pro attorney i didn't know is her always he's she can you can fight forever yeah and i was like i'm just gonna fight this and you know i'm gonna outs spend and i'll be out of this in you know probably twenty is gonna be a twenty grand hang up no it was not a twenty grand hang but ended up costing me everything i lost the apartment all the brand new furniture the family of the apartment no it was just a lease but they they i i was on the hook for it i had to pay the entire lease even though you weren't living them yeah it was terrible so so long story short i ended up torch my checking account all the way down because i tried to fight it to the end yeah and but what would she have gotten if you didn't fight it well she got she would end up getting half of half of everything but that she wanted everything she wanna the business as well so i said that was the big contention she wanted to take my business that i started and i said no because that was the that was the value because i already had a bunch of contracts that were set up to close and so that's what they're coming after and i said no absolutely not so i fought for that i got that and she got and gave her all the possessions and i started over and then i just kept grinding and then bounced back like six months later and got that craziest story i've ever heard that's the chris i've never heard of that happening ever do you think this was do you think this was targeted do you think she was planning this ahead i think it was pre meditate i don't think that i think she always had in her back pocket that if i broke up whether her that's what she was gonna do she already had that plan so she thought you're super successful i'm gonna come out of this one way or another correct after this so now you're sort of starting from scratch you did you have to give the business to her or no no i kept the business i was like you can have all the cars all the least have it all but you're prime the business out of my cold dead hands then the judge let you keep the business yes so that was the compromise and so even though it's sucked going through it like i was still hustling like i'm still doing great at indeed i still got real estate deals that are coming through so like i wasn't like tripping too much i ended up getting an part another apartment and ended bouncing back like right away and just ended up you doing better than ever and it was it's just a lesson that cell there's was a lesson how did you create sort of like a virtual completely virtual workforce how did you sort of architect freedom into your business as you as you scale it so that you weren't just working non nonstop twenty four seven yeah so my business when i started it it was all in office it i replicated indeed essentially it was you know it was just like a wolf wall street boiler pit right yeah had a bunch of sales reps in there slay the phones and then i ended up building that up i put a ceo in charge and i i left and i traveled the world up into all seven continents and then when i moved to arizona i moved it from mexico back to the states to take my real estate business further than anybody's ever taken a real estate business before i was complacent in cancun and i said i'm gonna take this to the next level on only way thirty six so i came back i opened an office i have the office in scottsdale yeah and my executives are in my office in scottsdale but the rest of my team is all remote so we have around forty people yeah and they all work in different parts of where the majority of them are actually in south africa because south africans are phenomenal at sales they have british accent and and it like it it also like you get really great talent it reduces your costs as well you have all virtual yeah when you build so talk to me about sort like the nuance or like the specifics of wholesale like what makes somebody successful at wholesale like what makes you successful at whole because i know that a lot of people try and go into it and they're not successful and they burn out or even if they put a couple years into it like they're just they're not making a ton of money with it so what makes you different the reason ninety percent of wholesaler fail is they can't get consistent reliable high quality marketing going they're bouncing from one marketing channel to another and nothing is really working for them marketing is the biggest hang up so i've got ninety nine problems but a lead a one my my business has always been blessed with good marketing yeah i master google paper click pretty early yeah and that was one of the best things i did do you see that marketing has changed a lot since like now with chat like do you have to change your strategy significantly to to still get leads or no i mean google still crush even right now in two thousand and twenty five we're we're recording this but alphabet has completely cannibal their entire strategy so google for the history of the internet they have monetized through clicks right you google something and then you click on a a sponsored ad well they've gone completely away from that they're going to a model where if you google something now you see the ai summary i know yeah yeah that's cannibal their business model so how are they going to capture revenue for the first time in twenty two years google declined on cert searches because everything going to chat e and complexity and things like that so now they are putting the majority of their their stock into other campaign types so google owns youtube we advertise heavily on youtube google also owns like a million other sites as well so you can monetize across a ton of their other sites so performance max demand gen campaigns those are where we get the majority of our leads we still do phenomenal in search yeah but search is dying i don't think search will last another five years so that's like your website and like like seo on your website you don't think that's gonna stick around no i think degree no i don't see that being a long term thing and so that is going to shift into you know ai yeah you know and with all like ai snippets has it changed your ppc strategy at all or no no our ppc strategy has remained the same we still do search campaigns we advertise heavily on youtube we take advantage of google performance max and demand gen campaigns and that's still the majority of our leads that's the majority of your leads and then it's not like those are keywords that are too expensive to bid on even in twenty twenty five no because the way that i market is different than everybody else so the majority of wholesaler will pick a market like miami florida yeah atlanta georgia fill in the blank and they will go in bid on those expensive keywords we buy houses sell house fast etcetera and they're paying fifty hundred dollars a click which is insane you know they're paying three four five hundred dollars a lead and it's not sustainable so i made a contra bet about nine or ten years ago because i did something that i found completely changed everything was if you market in metropolitan areas in small cities and things like that your cost per click is through the roof if you just expand the geographical targeting to the national it drops your cost per click by like ninety five you know ninety eight percent wow but then where are you getting your you're getting your customers outside of major metropolitan areas correct the majority of all the money that i make are in towns that you'll never hear of and no one else does this strategy well they do now i've been able to capture some market with it yeah i've captured a lot of market i made my career in that so at this point you know everybody's you know followed what i've done i kinda pioneered that in our industry i've coached over nine hundred and fifty other real estate business i've created over a hundred million through you know what we do you know worried about coaching your own income competition i have an abundance mindset and so i feel that you know that is i've i'm always out a little bit further ahead too the hubspot podcast network is a success story partner now a quick podcast recommendation i've been listening the truth lies and work they're in the hubspot podcast network just like success story it's this husband and wife team a and lia elliott they break down why people actually do what they do at work so if you have a business if you manage people if you have to hire people at any you have to listen to their show i just listened to an episode on why good employees suddenly quit that's an issue that we all have and it totally clicked for me one of the reasons i explained is why it's not usually about the money it's about all these little promises that we as founders entrepreneurs managers leaders we break without realizing it like when you tell someone you just hired that they're gonna learn all these new skills but you just keep giving them the same tasks over and over and over again it made me realize that i probably lost a lot of good people for dumb reasons 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sessions where you can immediately implement what you learn and plus san francisco legendary startup up ecosystem provides the perfect backdrop for networking with all these great entrepreneurs decision makers industry leaders peers who are actively shaping the future of business from september third to fifth at the moscow center you're gonna be surrounded by forward thinking professionals who turn insights and ideas into breakthroughs don't just watch the future unfold be part of creating it visit inbound dot com slash register to get your ticket today what's like the next thing that's working well because you obviously take contra bets you obviously sort of market a little bit different than everyone else so what are you trying now that seems to be working yeah right now i mean mixing up the geographical targeting so i used to just do where i would do blanket a nation than i did states now i do i go based on the data for real estate so i think a lot of people they get married to a certain state or a certain market that's the wrong way of looking at it if you are in real estate you market based on the data so i actually market to the counties that have the highest pending percentage that means there's a hundred houses is sitting on the market yeah i wanna see what what counties have the highest amount going pending quick that's your demand what does that mean going pending if you put a house on the you say you go to sell your house with the realtor yeah when a buyer signs you sign a contract with a buyer and it's getting ready to close it goes pending yeah yeah yeah that's that's a signal that there's demand for that house right understood okay so if there's a hundred houses on the market and only ten of them are pending that's not a good sign that means there's no demand on that market if there's sixty of them that have gone pending you know that that you know anything you put up is gonna fly so you can see that that's all public information too you can find that data yes and so most people are getting stuck in these areas i'm changing my marketing out every single month to what is the hottest essentially i'm just day trading houses i don't care where they are i just care about the statistics do you have a similar strategy for the other side because wholesale means you need buyers too or are you just selling the leads i've completely gone away from wholesale as we know it wholesale as most people know it is pretty much dead in two thousand and twenty five the traditional model of wholesale is you get an off market property from a seller and then you find an investor that wants to buy it for a markup that's that's a dead way of doing business the way that you're gonna make the most amount of money in the least amount of time with the least amount of headache is you do the same strategy get an off market property from a seller but rather than sell it to an investor for a slight markup you sell it on the retail market to an end user a family that wants to move into the house for a hundred percent of full value and through what's called a innovation a innovation basically means it's just a set of paperwork that allows you to do that so our entire business model has shifted to do that and is that also sort of sort of not what most people are doing most people still trying to sell to investors yeah i mean i've been able to i've bank swing the entire real estate investing yeah market to do that now and most people have followed what we've what we see it they see it's working it's correct working yeah correct it's just interesting how people get so married to the way it's always been and they never they never modernize their business and that's like the death of a business like when you never change when you when you say like this is the way it's always been done mh i mean i'm always looking for ways that we can reinvent ourselves how can we you know rapidly adopt artificial intelligence or systems and processes and stay ahead of marketing as an entrepreneur you gotta be looking out ahead and and and making this r and d bets and yeah with a lot of entrepreneurs i think also a lot of real estate people they seem to do a little bit of everything seem to diversify all their efforts and energy you are the opposite you're always like laser focused on one strategy one market one opportunity at a time you feel like that's the best way to really like be successful a hundred percent biggest reason that i see most people fail is shiny object syndrome yeah know they'll do something for three months six months maybe a year or two and then they jump into the next thing yeah and that is suicide i think it takes years in order to be a true master at anything especially in real estate even just real estate like is a very broad topic yeah we could talk about wholesale we could talk about subject to we could talk about airbnb commercial like they it just branches out yeah you have to stay laser focused and i would rather be you know a master at one thing than a jack of all trades and that's where you that's what that's what you do so you just focus on the one thing you do it you know ten thousand times and eventually you'll figure it out and i don't care how green the grass looks on the other side i'm staying my lane when you started you were looking for freedom fulfillment now you can travel anywhere have you ever thought of like how you take to the next level exit have you thought about that that's exactly what i'm working on now that's why i moved from mexico back to the united states was to be able to create a large enough real estate investment company to be able to sell off the private equity nobody has really been able to successfully sell a wholesale company really that's so surprising to me because private equity buys like everything once so guess a certain revenue the majority of wholesale and companies are too small they have key man risk their systems and processes are not streamlined they don't have high enough profit margins and it's just not appetizing to most pe companies you know for in order to get a decent multiple you need to be over like five million in eb yeah so once you're over five million in eb everything's system process then it starts to you be able to be sell are you doing that are you still doing that with a completely remote team yeah yeah all completely remote and one cool thing that i've also done is i'm doing it with my company but then i'm also partnering with a lot of my students as well so i have a coaching and mentorship program and the guys that are crushing it in my mentorship program will actually i'll bring them up and say listen don't pay me anymore for mentorship we're gonna do this together and i'll come into their business help them streamline everything and then we'll participate in the upside together so it's like you're almost like doing a little bit of your own roll up doing a roll up yeah you're building your own companies to roll up into something that private equity got it's very smart and that's the so are you gonna do roll up and then eventually exit out roll up and then exit out yep i think that a lot of entrepreneurs they don't think of the exit plan and they don't know where they wanna take it they just started it it's growing and then they're like okay do i pass it on to my kids do i like do i sell to private equity and i think that like having a good exit plan is probably one of the most important things just so like you have this direction that you're taking the business enough direction you don't know where you're gonna go with it no to me it's still a stepping stone yeah i still see that it's a small opportunity for you know if i could sell that this company right now for you know eighty to hundred million dollars like then that gives me some seed money to go play in a real capital now yeah so let's talk about sales for a second because sales is as we mentioned before one of the most important things in entrepreneur can learn how to do obviously it sort of major careers it's it's major business it's it's it's something that i think is one of the most important skills you learned it out indeed it helped build the whole business just give me sort of an idea of what you look for when you're training somebody on how to sell like what's the what's the skill set that an entrepreneur has to learn to be able to sell well who does be a good salesman i mean when i'm looking for guys that are on my team that can sell i wanna i wanna see body count i wanna see that they can pull girls if they can pull girls then they can usually sell that's that's one so i'll look at their facebook or their you know social media if they've got a hot girlfriend that's usually a plus is that true yes it's it's translates in high ticket sales it translates extremely well into how well somebody's gonna do number two i wanna see a successful track record i don't hire entry level salespeople people and i think that when i say successful track record it's not only in job but it's it's the other areas in life how do they treat you know themselves their their fitness their faith all the other areas and then can they hold a you know good conversation yeah that's extremely important when you close deals you contact the leads eighteen times in seventy two hours so this is a very very i don't know i would say aggressive to a degree approach but it works why does why do you need this amount of volume when you're contacting somebody and trying to close this is not just a real estate thing i'm assuming i'm assuming that there's parts of your sales strategy that you picked up from indeed you picked up from years of whole eighteen touch points for the average person would seem a lot who isn't in sales why does that work yeah it's like the first forty eight when somebody gets kidnapped you know after that it that goes cold right yeah it turns into a cold case so you've really got this first seventy two hours to get in touch with that lead or just forget it like it's gonna go into a long term follow ups sequence yeah so the mechanics that we do it's three calls a day three text today three emails a day for the first three days and that it's eighteen touch points eighteen touch points and what do you know the percentage of closing in the first seventy two hours when you do that versus when you don't it's it's through the roof i can give you an exact percentage but it's it's it's like night day night and day you have to have speed the lead especially with inbound online leads they're contacting your competitors and they're just waiting for the first person to call them so you've gotta be on it immediately and then steaks in stalker mode for those first three days how do you know how do you know when to like shut down the relationship like there's a point where persistence well to some people they would describe it as harassment but i wouldn't even say that i would say that there's actually it's just a waste of your time after a certain point if you're going on and you're commenting this so much like there has to be a point where you disqualify the lead as well correct yeah so we will hit them for this first eighteen times and seventy two hours and then they'll go on a longer term follow ups sequence where we'll have an automated follow ups sequence that goes out to them we're still calling like once a day but it doesn't get as aggressive like i said this first three days or the most when you have to hit them and this is a this is sales across the board with any product on with any product any service what do people screw up the most in sales what do they get wrong i think that right now in two thousand and twenty five when we're recording this people don't understand that iphones completely changed the game now yeah so if you've looked at your text message is it summarizes your text message on there and so you need to know what to saying a text message so you don't end up just getting tuned out and blocked by somebody number two most people have their phone on d and d and so you need to hit them three times just in order to get it to break through the d so most people know like in sales double dial somebody they'll get on but if their phone's on d d which most people's is mine is yeah always then the first ring it's gonna go straight to voice mail the second ring it might go through but the third time it'll actually punch through and you it'll it'll you ring it'll actually ring when you're just onboarding somebody you mentioned like sort of these are the prerequisites they have to be able to you know sell themselves be able to have a good conversation what's the training to get somebody up to speed on sales is it just dialing and just facing rejection after rejection no no so we've adopted artificial intelligence into our training process where we have a software that will actually role play with the new hire and we've created different personas for the ai and they can go back and forth and just get beat up by ai until they score a certain score on the ai and then we have multiple different personas they have to graduate through so it saves us a phenomenal amount of time and it doesn't burn leads doesn't burn leads it doesn't take resources and time for my internal leadership team yeah in order to do it so that's been a game changer is doing ai role play in addition to that we have a a a course that we put them through and then we have a you know sequence of of different trainings that we do in order to onboard them in that first week so if i hire hire somebody on a monday usually they're on the phones by thursday friday how do you when you're when you're onboarding a new salesperson and i say like onboarding a new salesperson some of the audience sell themselves and some of the audience they're founders and they're selling themselves so this question applies to somebody who is hiring a salesperson or somebody who's selling themselves how do you maintain the energy as a salesperson after tons of rejection now i know that you're not training them with real people but for the long time that's how you train sales reps you didn't have ai how do you get somebody to like be excited after a hundred rejections or after not closing the deal for the first two months because maybe you're gonna say they're not right for sales i don't know but there has to be something that keeps them going because there's gonna be a lot of rejection and i think that that rejection is what screws up more founders than anything that's what stops them from being able to sell yeah it's massive belief in the product or service that you are offering in order to be able to help your your client yeah and then massive belief in yourself as well so if you don't have those things you better go find it or you're gonna end up starting to fail yeah so if you start to see that your energy is waning you're dip in you're feeling like you're going downhill yeah audit okay do i really believe in what i'm offering if you don't you better go in and find that you have to find that belief yeah you can't you can't sell if you don't believe in what you're offering right and if you don't believe in yourself a lot of it's in between your ears so sales is you know a mental game but what is it's a mental game so like you mentioned if you don't have belief in the product that's one thing you can go learn about the product you can research it better you can understand how it actually adds value to the custom summer but belief in yourself this something that people struggle with and i've been asked us a lot and i have an answer but i know if it's the best answer people always ask like when you have impostor syndrome how do you overcome that because it's like a chicken and egg scenario for a lot of people they have impostor syndrome so they don't take action because they don't take action they don't have a proof point that they can be successful so they sort of hold on to the impostor or syndrome so this is a great question so i'm gonna i'm gonna play out a scenario for you okay so you've got you and me alright you're a stud you're confident you've got it all together me i'm a little shaky we go when we show up on the job day one we have the same script we do the same training the same role play you go in and you start crushing deals right out of the gate and i'm i'm sucking i'm bombing why is it we had the same training we had the same script but what was different between you and me the difference was that you had the internal fort two and where is that where's that confidence in fort two built from it's built from honoring the promises that you make to yourself it's because when you said you're gonna go work out in the morning you got yourself in there and you worked out and you gave it a hundred and ten percent when you said you're gonna make your bed you made that bed and it was tight right you do the things that you say you're gonna do every time you honor the promises that you say you're gonna make to yourself you get a little bit more confident anytime that you don't you end up becoming less confident you go out you say you're gonna follow a diet than you're out eating the cheeseburger become a little less confident so it's just from honoring the promise you make to here so i love that so it's not even about success at work it's about success everywhere else in your life yeah it it all comes together it all it's all one that's why i believe that working out being strict with your diet with your health with your wellness with all the other things in your life i think that that compounds the business success i couldn't agree more at all is the same what are the things that hurt a salesperson or an entrepreneur the most like the it could be limiting beliefs it could be self sabotage like what's the mindset that is actually detrimental to your success vice you know drugs alcohol junk food pornography like do you fill in the blank all those things will take you down at black hole social media yeah right so if you find somebody going down those past it's to slippery slope to poverty you know patrick bed david yes one of his favorite quotes i love is that if you don't have god in a traditional sense then something else will become your god so if you don't have god like and you don't sort of subscribe to something that's bigger than you then it could be work it could be drugs it could be women porn gambling there's gonna be some other vice that becomes your god that you really become like a slave to and i think that that's where i that's where a lot of people don't realize how damaging some of these habits are because it's not like they don't look at some of these habits as life running and nobody nobody watches porn and things is gonna ruin your life but because of the dopamine release that you get from a lot of these activities it's very easy to like start to let it take over your life and become the god quote unquote in your life and then distract you from what actually matters and i i think that that's probably listen i think that's probably where a lot of people let themselves go and they as a like because then it takes up time right it takes a time if you're addicted to drinking and gambling and porn like even if you are a hard worker even if you are focused when you're working like you have two three four five whatever amount of hours less per week to focus on the thing that could actually move the needle in your life or in new relationship was not even the time is the energy as well yes a hundred percent a hundred percent because it's it for sure there's that actual time but yeah the energy because if you like listen if you're like like if you're drinking three nights a week like i'm thirty five my hangover is last two days now so like that's forty eight hours of less than productive right if you are like if you are spending more time drinking or watching porn then you know going on a date night with your wife i mean compounded over a couple years is your relationship not gonna be so good hundred percent everybody that's watching this needs to go read the book napoleon hill out waiting the devil the devil placed these kinda of tricks on you and it's called drifting so what you see is like it's seemingly insignificant like you know what's you know vape gonna do or i'm just gonna go play blackjack jack you know on my phone then you know what happens is like you said that becomes your god and it's not so much about the time it's that your mental energy is looking over here when you should be focused here and you're constantly getting pulled by these devices into a direction that you don't wanna go and then a year later you don't even recognize yourself and you didn't accomplish your goals because your body so when you do these things there's like a dopamine there's some sort of like hormone release and your body crave that and it's like well i could be doing like this over here which is important but boring and no dopamine release or i i i know i i know that if i go play blackjack for like thirty minutes there is a dopamine release why social media so bad no constant dopamine it's worse than alcohol as they've done stuff percentages it is it's totally addictive so i mean i catch myself doing it now and i'm like aware of it i try and only use social media for business i try and post i try to not just scroll but i mean like like every human you get you get sucked into it and i'll be bored and boredom is good because boredom means you can think and boredom means you can sit with your thoughts and boredom means you can be creative like you don't always wanna be on a hundred percent working away right you wanna breathe a little bit it's important but i'll be bored and instead of taking a second and like breathing and taking a second right you're immediately boom exactly because my brain's like oh well i'm sure that brainstorming where my business is gonna go is useful but i also like to dopamine so let me just fuck around on tiktok and i does nothing for you right but again you do that every time you have a down you know a down thirty minutes there goes your life but you don't think about it like that i've never i've never heard of that napoleon hill book i everyone knows like thinking grow rich but i've never heard of this one out winning the devil is even better than thinking very rich what are some other we've sort of spoken about okay so biggest things that distract entrepreneurs biggest things that will make them successful what are the most important lessons that you've learned over your career that you would hope to somebody who's just starting out would learn or i would even say what is the most painful lesson that you've learned that you hope nobody else would ever have to learn but it was a useful lesson for you most important lesson that i learned growing up was do not take advice from people that are not early where you wanna be so my entire you know childhood adolescence you know i was controlled by you know parents teachers you know had to do what i was told and i realized none of these people really had it figured out and everything that they were doing was out of love yeah but it was leading me nowhere so the ones that are closest to you your friends your family that have good intentions for you does not mean that you should listen to them if they are not where you wanna be financially spiritually mentally fill it in the blank do not take advice from them you have to distance them so that was a very hard lesson that i learned in my adolescence i had to go and un wire all of that stuff in the way that i un uncovered it was i would literally brain myself with personal development youtube and i pushed away friends family everything and kinda isolated it for so you like did like a hard reset on your belief system i had to yeah that was my only way out or i would i would have been a you know been working at nine to five probably still in northern virginia claude is a success story partner now as a podcast my worst nightmare used to be going into an interview under unprepared now claude has completely changed my prep game and if you don't know what claude is claude is the ai for mines that don't stop at good enough it is the collaborator that actually understands your entire workflow and thinks with you not for you whether or not you're debugging code at midnight or you're strat your next business move claude extends your thinking to tackle the problems that matter i feed claude my guest articles before i do a podcast i feed it their company updates past interviews and it helps me spot the angles that nobody else is talking about last week claude research capabilities pulled together insights from over thirty sources but my guests industry and it helped me ask questions that always make them say great question nobody's ever asked me that before claude is by far the most useful tool to grow any business any podcast and really just help you extend your thinking on whatever it is you're working on if you're ready to tackle bigger problem sign up for claude today and get fifty percent off quad pro when you use my link cloud dot ai slash success sports injuries test you your mind your body and spirit others transform you elevating you to a stronger bolder version of yourself at summit orthopedic our experts are prepared for both for every challenge for every comeback because you deserve nothing less than the best live life at your summit with summit orthopedic summit ortho dot com

in this lessons episode discover how the four disciplines of execution help leaders turn strategy into action and focus on what truly drives results learn how to overcome uncertainty and urgency that block progress understand why clarity and leverage determine successful outcomes and explore how accountability and focus to sustain long term performance in any organization so let's let's let's queue up the the four disciplines and what they're actually so four disciplines are four disciplines that are focused on executing executing in a business context in a leadership context this is obviously what the you know this is the book that you just re released right today today is actually the today actually today we're recording it on today tuesday april twentieth yeah so congratulations that's exciting it's very exciting so actually so what's what's the what's the re release about like if people have already checked out this book what is the re release and then i actually wanna go into some of the more tactical stuff but i'm just curious what's the yeah yeah so the the if if you're familiar with four disciplines the the re release about thirty percent new content really a lot of focus on where to use this approach and wear not to use this approach okay this is not you know vitamin c this is not good for what ai you this is heavy medicine right and and where do leaders apply these disciplines and where not to how do leaders of leaders we go into much more detail on how organizational leaders apply this we do a lot with leaders that are finding themselves managing projects and they're not project managers how do you apply the disciplines to a project going instead of a of of a performance type goal and then finally sustainability a lot of organizations have been at this for almost a decade how do you keep it fresh how do you keep it alive so those are kind of i guess the headlines or the highlights of how of what's new in the second edition and there there's valid points because i can i can tell you from personal experience the the leaders of leader's point is something that nobody really nobody nobody learns in school it's the very difficult thing it's one of the most difficult things to figure out and then also just the project management piece when again another leader of leaders things when you're managing tasks that if you're in sales and you love selling and you move into sales manager and you move into director sales and you move into vp sales well now you have to manage projects and now and actually that's one of the reasons why some people don't like those executive roles because there's a lot of leaders of leadership type requirements and there's a lot of project management type requirements that is so far from the actual act right yep anyway anyways good good advice some i'm glad you said that about leaders of leaders i'm glad that note because the one of the c authors of the book jim hu and i are actually starting right now we had the same thought you did we're starting right now another work on leading leaders and we don't know if that's the name of the book it's a damn name here's on this and we we we we had to cut this chapter short we had so much on this topic and and we we had to say scott we said the same thing you did there's not a lot out there there's a lot on leadership in a general sense but in terms of the specific dynamics of when you're a leader and you have to lead another leader that is not at least at least we've not seen a great deal on those unique dynamics so that is something that we're looking at right now it's a good it's a good topic and i know that the the audience here some of them everybody here is career focused trying to build something themselves so i would just say if you aren't leading leaders right now regardless of whether or not you're starting a side hustle building something you're an entrepreneur and you wanna build something in an organization there will be a point where this will be applicable in your i mean i be today right but figure it out so you don't have to go through hell and trial by fire when you're actually living it and anyway so let's you're gonna to get this we'll need to reward of success exactly exactly we will be leading leaders that's right that's exactly yeah okay so we're trying to remove ambiguity we're trying to take on task to ambiguity so that everything clear everything is comforting we see the end result we see the vision so first of all how do we do that and then how do we apply savings for principles to executing when we have that clear vision so first how do we get rid of that ambiguity yeah so let's do this let's let's put up sort of two obstacles and then let's maybe walk through the disciplines so the one obstacle is it's not that people we think this but it's not that people necessarily resist change we think people resist change because it looks like they're resisting change a lot what they resist is uncertainty people initiate change quite a bit so it's it's really unfair to say that it's a human dynamic to resist change what people resist is the uncertainty that often comes with change k so if you said uncertainty is sort of one issue and then the the here's the second issue that gets in the way of execution and it's it's urgency it took us a long time to sort of see this this was hiding in plain sight that any goal that you're trying to achieve any strategic priority anything that's really important will always compete with the day job and we've given the day job a nickname called the whirlwind right so this day job this whirlwind always feels urgent media oh i've gotta get back to someone and so oh i promise might have that done oh i've gotta do this oh i've still got seven unanswered emails oh oh oh right and so we're working all day long and you can live in the whirlwind and not move on anything strategic and and here's the other problem in the moment when a human being is confronted with a choice between something that's happening right now or spending energy on something far more important but less urgent the human default does not go to importance the human default goes to urgency this is the great barrier to strategic execution we're not wired for it we are wired for i media so you think about those two factors this this resistance to uncertainty and this this whirlwind of urgency that we have to execute through so if you just thinking of those two things and then the what are the what are the four disciplines alright well the first one is called discipline one's called focus on the wildly important and it's a decision that a that a leader or an entrepreneur or a professional person makes when they say i am going to give something disproportionate energy i'm not gonna ignore doesn't it mean i gotta ignore everything else everything else can go into whirlwind but something's going to get disproportionate energy and i'm gonna and i'm and and not only am i gonna narrow the focus but i'm gonna it's a little bit like focusing a camera i'm gonna bring it into focus i'm gonna give it a starting line i'm gonna give it a finish line i'm gonna give it a deadline and there's a whole science around how you do that an organizational setting and how you do that between levels but that's what the first discipline is all about it the first discipline is all about targeting getting really clear on well let me let me give you a quote i really like this this this was something that was said to us twenty years ago by the gentleman who's now the president of chick f a he was vp of operations at the time his name is tim t sop and he said when i meet with a leader and so you got one of the you got one of the planets really good operators right he said when i meet with a leader the first thing i wanna know where is that leader putting disproportionate focus this where are they spending like i don't wanna know your seven priorities i i wanna know number one i wanna know what's your big bet what's you play right now otherwise i know if they don't have that they're on the defensive they're they're just they're just trying to putting on fires right they're put out fires they just wanna get through the week right and he says it really helps me know where a leader's head is and we and i think that little statement started to influence the way we use the discipline so i got discipline one is about what i'm going after discipline two is called act on the lead measures so if discipline one is about the principle of focus discipline two is the principle of leverage it basically says look i've just i've just identified something that by definition i can't move otherwise i wouldn't have identified i've i've just deliberately picked this really important thing that's really hard and so if you think about a rock that's too heavy to move yeah and then you picture a lever you can get a fu crumb you get a lever under there right and you know what are the characteristics of a lever well a lever unlike the rock you can move it the lever is influence and when the lever moves the rock moves so the levers predictive and so for twenty years we have been our had our heads into this idea of where the leverage k so the classic example that everybody gets his weight loss so people know okay if losing weight is the heavy rock i've just not been able to accomplish right diet and exercise really are the lever right i could act i don't always act on it but i can right and they're predictive if i stay with it it works right we we don't believe it works but it works right so so it's predictive and influence what we found is that in every field of human endeavor if you can get the targets low enough down to where the work is happening you can find leverage points you can find what we call lead measures now a so a lead measure predictive and influence not the same as a predictive indicator just one little distinction on this if i was trying to grow corn right and crop production was my wildly important goal that's what we call the targets and disciplined one we call them wig or wildly important goals my wiley important goal or my lag measure right was crop growth like similar to weight loss a predictive indicator of crop growth would be rainfall right we have we have a lot of rainfall we're gonna have a good crop growth okay well you can't control it can't get very good scott right it's predicting but at eight influence right lead measures are not predictive indicators lead measures are true leverage their influence and their predictive alright so so getting so you might have an organization with eight nine different teams each team we we really limit you to one wildly important goal per team per work group at a time this is what we found people get handled the day job plus one alright so they got one week that team has been very involved in creating the lead measures disciplined three now it's called keep a compelling score board and it's really about for me it's about throwing the game on switch like that's a that to me that's a that's a tangible it's a binary switch when someone goes alright it's live game on right and i engage and the hypothesis that you've created a discipline one in discipline too doesn't put it in motion but the minute you go game on and for us that's bit a score so we we have an app four x o s that we've got over a half a million people on right now utilizing and and in very simple terms it's not like it's not like a business score board it's not like a spreadsheet it's not like like a coach we we think of it this way it's not a coach score board you you need those you have those this is a players score board okay so if you think about the score board at any athletic event it's much more like that than it is the spreadsheet they hand the coach at halftime time so that's discipline three does the can we take what we did in disciplines one and two and can we make it go game on and the discipline for is create a cadence of accountability and that is every week right every team that owns a score board each individual making commitments and then reporting the next week like in addition to the hundred things i gotta do this week what's the one or two things that are gonna ensure we do the lead measures like if my lead measures are diet and exercise right what would a commitment be we'll do diet and exercise no we know that my commitment might be it's gonna rain next week i'm gonna get that gym membership because i hate running in the rain or i'm gonna go to whole foods because i've got these recipes but i don't have the ingredients right and i've gotta rick i've got right i wanna make sure that i'm not eating junk and then i'm hitting that calorie lead measure so discipline one get the focus discipline put two get the leverage discipline three game on and then discipline four if you've ever heard the adage force against leverage that's right that's applying that force so what we found is by doing that we're able to drive activities into an otherwise schedule of urgency and do it in a way that it doesn't feel overwhelming to people where they're like i don't even know where to start thanks for tuning in if you found this valuable don't forget to hit that subscribe button so you never miss an episode and if you wanna dive deeper into this conversation check out the links in the description to watch the full episode see you in the next one claude is a success story partner now as a podcast my worst nightmare used to be going into an interview under prepared now claude has completely changed my prep game and if you don't know what claude is claude is the ai for mines that don't stop at good enough it is the collaborator that actually understands your entire workflow and thinks with you not for you whether or not you're debugging code at midnight or you're strat your next business move claude extends your thinking to tackle the problems that matter i feed claude my guest articles before i do a podcast i feed it their company updates past interviews and it helps me spot the angles that nobody else is talking about last week claude research capabilities pulled together insights from over thirty sources about my guests industry and it helped me ask questions that always make them say great question nobody's ever asked me that before claude is by far the most useful tool to grow any business any podcast and really just help you extend your thinking on whatever it is you're working on if you're ready to tackle bigger problem sign up for claude today and get fifty percent off quad pro when you use my link cloud dot ai slash success

indeed is a success story partner now here's your tech hiring tip of the week from indeed seventy three percent of tech workers say flexibility is one of their top priorities so if your job posting doesn't mention flexible hours or remote options you're basically invisible to three at a four candidates keep that in mind look hiring tech talent right now it's tough you are competing for people with super specific skills everyone wants hybrid work and the salary expectations are through the roof it's a lot that's why indeed actually makes sense they're the number one place where tech people go to apply for jobs we're talking three million tech professionals in the us and eighty six percent of them have applied through indeed it's not just some job board where you post and pray they've got tools like smart searching and their tech network that use ai to connect you with people who actually have the skills that you need companies using the tech network saw over four times more relevant applications that's huge more qualified people way less time wasted whenever i've needed tech talent in the past indeed is the only platform choosing if i needed to hire top tier tech talent today i'd still go with indeed post your first job and get seventy five dollars off at indeed dot com slash tech talent that's indeed dot com slash tech talent to claim this offer indeed build for what's now and what's next in tech hiring in this lessons episode uncover why authentic communication is the core of effective sales learn how to replace scripted pitches with credibility driven language that builds trust explore science backed tactics for discovery objections and negotiation that engage both emotion and logic and understand how empathy and tone can turn any interaction into genuine connect and lasting conversion good it's a good thing to know a good point that regardless of the sales strategy or or whatever you subscribe to if it's spin or challenger or i don't there's a there's a million and one different things that different organizations use miller h like a whole bunch of different types right this underlies all of them this this this could or can be added onto to because if it's how to use tone and how to i would say be more human and more authentic in your approach and be more i don't know more confident in your approach and and i'm sure that i'm using very general words and you can probably go a little bit deeper on how this actually manifests and when a rep uses it this can be implemented in line with any sales strategy because it's it's not it's not a different strategy it's it's something that you have to add on correct correct it's it's very foundational it's very human feeling now there are a lot of tactics we talk about messaging tactics discovery tactics you know objection handling negotiation and so on but like for example people are familiar with like bands or mimic you know people have these discovery methodologies where they say hey look scott when you go into the call with the customer like here's the list of of things that you need to come out with and then what happens is we get too t to like those lists and we say so scott like what's your budget you're you say oh i don't know we haven't said it and they're like okay awesome so who's gonna sign this thing and you're like i don't know maybe my boss i'm like okay great and when do you need this buy and and your customers can feel that you're it's like a polite interrogation that you're just working down a checklist it does not feel human and so when you mean we talk about tactics it's about using tactics that you can execute with passion conviction they're not all easy to execute by any stretch right but that's the whole idea behind sales and thinking person profession you really have to unpack it some of them are easy but yes manifesting the emotion the conviction using words like you know even just like a very simple thing when you have a lot of let's say young sales reps and they go and talk to customer and they say well you know scott like what i think and what i've what i've seen and scott's they're thinking like who the hell is this kid what i mean yeah it's you've seen nothing anything k like you're not o'brien like you're not bill gates like you've seen nothing so you know one of the the tactics i talk about and this just a small little thing i i i call the eye freezing trap where we start saying well i've seen and i found and like no one cares what you think so i i say well who has credit if you don't have credibility who does your customers have credibility third party you know articles and studies and reputable journals have credibility the collective experience of your company has credibility so i say shift your eye phrasing to we phrasing and invoke the credibility of the entities that have it so i you know what what we found like we've been in business for ten years and what we found working with tons of customers like you is and you can use that on day one of your job right you just have to execute it with passion and conviction and there's lots of ways to do that but just like these little tweaks to your rep repertoire can make you feel completely different but how you execute that sales motion and when you feel completely different your customers can feel too and it's very powerful from a conversion perspective indeed is a success story partner now here's your tech hiring tip of the week from seventy three percent of tech workers say flexibility is one of their top priorities so if your job posting doesn't mention flexible hours or remote options you're basically invisible to three at of four candidates keep that in mind look hiring tech talent right now it's tough you are competing for people with super specific skills everyone wants hybrid work and the salary expectations are through the roof it's a lot that's why indeed actually makes sense they're the number one place where tech people go to apply for jobs we're talking three million tech professionals in the us and eighty six percent of them have applied through indeed it's not just some job board where you post and pray they've got tools like smart searching and their tech network that uses ai to connect you with people who actually have the skills that you need company using the tech network saw over four times more relevant applications that's huge more qualified people way less time wasted whenever i've needed tech talent in the past indeed is the only platform i choose if i needed to hire top tier tech talent today i'd still go with indeed post your first job and get seventy five dollars off at indeed dot com slash tech talent that's indeed dot com slash tech talent to claim this offer indeed build for what's now and what's next tech hiring in cognate is a success story partner now have you ever wondered how all those scammers get your phone numbers all those tele marketers how you're always drowning in all these spam calls it's data brokers right now hundreds of companies are collecting and selling your personal information without your consent your address your phone number even your family members names to anyone is willing to pay and this puts you at risk of identity theft scams and harassment and that's wherein cog comes in they contact over two hundred and thirty data broker on your behalf and legally force them to delete your personal information no more spending hundreds of hours doing it yourself and cog handles all the pay work follows up on objections and keep your data off the market with repeated removal i've actually been using incognito myself it's scary and also incredible to see how much of my data was out there but they get rid of it they've got a thirty day money back guarantee so you can try at risk free use my code success adding cog dot com slash success to get an exclusive sixty percent off their annual plans you have to take back control of your privacy today so let's break down what the current modern day iteration of cerebral selling is because now you have a book out you have a course that's been broken down into so i'm pretty sure six different components what is what is the the full complete cerebral selling when you train it when you when you teach somebody how to sell this way well you know it's funny like when you start a business like like mine when you're focused on training it's not just about the content because there's lots of great content out there i i all often times we'll we'll focus just as much on the delivery mechanism and the retention right because people forget and and actually as a consumer of sales training over the years where the sales trainer comes in and does it the the thing for two days you you forget most of it this has been been proven out so what i do is i focus on a particular topic like messaging you know and and we we focus on that and then you know i leave you to execute those tactics in the field for two three weeks before i come back and i i teach you something else so we focus on the fundamentals messaging discovery objection handling negotiation leadership focus and and in each case we focus on like science based tactics executed with the right empathy and tone and you know it's especially relevant now when you think about like the current buying climate you know whatever it is you say you do there's a million people that will say the same thing at least in the you know now you think you're this delicate snowflake and you're unique from everyone else and maybe you are but to your customers you just all all sound the same so no one really cares what it is you do and a lot of times when i say so scott what do you do and you're like oh we're a platform to like no one cares about your stupid platform and i'm saying that the best possibly no one cares about your platform k like people walk around caring about their problems and their lives and not even like features and benefits right so speaking the language of like pain and like for example if you say like so david like what do you do with cerebral selling yeah i can oh i'm it's a sales training and you know thought practice and i have a book and like then no one cares right so i said alec look i work with sales teams who realize that like people have to buy stuff but they hate talking to sales right and now you've had like a little mini epiphany of like oh yeah you know it's true i also hate talking to sales alright tell me more right so when you think about from a messaging perspective and it's not just having empathy for your customers but like really thinking like how does my customer's brain process this information when i give it to them so that i maximize my chances of creating interest and conversion later on down the road and and none of this is like this is all completely above board it's it's easy stuff it's stuff that you can execute with passion and conviction but that's that's how it breaks down in in every step messaging discovery objection handling there's all these like little tips and tricks that you can manifest you know i can give you more example i no i i think that so what i wanted to do so i saw there's messaging discovery objection handling negotiating leading for growth which i'm not sure what that actually means and then i don't know what that option mean but it sounds interesting and then it sounds great i like i like the copy it's great copy for for these for these little for these breakdowns and then mindful execution so so five and six let's we can we can sell those for a quick second so messaging discovery objection handling negotiating these are things that if you sold anything to anybody and put an ounce of effort into researching how to sell something these will come up again and again and again so let's break down the cerebral approach approach excuse me to the other three so discovery objection and negotiation and how do you do that with this cerebral nuance for sure we'll look with with discovery i kinda think about two things and you're going you go into a discovery call with the customer what is it that you wanna know like what do what do wanna talk about with that customer because there's like a million things you could talk about not all the things will be equally important and not all things will have an equally emotional impact on the customer so we talk about that the other thing we talk about is the science of self disclosure how do you get people to tell you things but they don't wanna tell you like when i come to you and i say scott like what's your budget for this project like even if you walk into a car dealership and the car salesperson like so scott like what's your budget all of a sudden you're the the hamster wheels cranking your brain your day i don't i i don't want shield up why they asking what are they gonna do with this information when i give into them what what should i should i low ball right and so we get into like the science of self disclosure and like how to kind of recognize the the kind of pictures that are going on inside people's heads and how to kind of approach those discussions with objection handling it's all about understanding before we even handle the objection it's understanding what what with the intent so for example the most common objection in sales of any kind is is too expensive right everything's too expensive everything was free life would be good but everything's not free unfortunately so when someone says though it's too expensive it's like if i if i ask you on a date scott and you don't wanna go with me and i say so scott hey let's what we we mad like saturday night i'm free you wanna go saturday night and you don't wanna go with me and you say oh david i'm sorry i'm i'm busy on saturday night right that's the that's the equivalent if it's too expensive thanks for tuning in if you found this valuable don't forget to hit that subscribe button so you never miss an episode and if you wanna dive deeper into this conversation check out the links in the description to watch the full episode see you in the next one

why is running the simplest sport it's the sport that you can do almost at any time at any moment just by yourself your successes are your own and your failures are your own i start running very seriously when i'm about fifteen and initially i do it for a love of comp petition and i do it because i'm good at it and it gives me status at high school it makes me cool he's a storyteller who turned media into mission nicholas thompson is the ceo of the atlantic and under his leadership the magazine returned to profitability earned multiple pulitzer prizes and grew its digital subscription base exponentially when you're running pain doesn't work the way we're talking most of your pain is actually just the brain sending signals because it's worried about homeostasis if you can reach that level of awareness of yourself you can actually go quite a bit faster because you can push your limits he also c founded the ata a multimedia publishing company acquired by wordpress and wrote the hawk and the dove he runs a daily video series dissect technology culture and power reaching millions and reshaping how we think about the future when your life is hard there's something about going to the track and just running to the point where you fall over that feels amazing we're all on instagram all the time we're all twitter all the time we're all constantly distracted and we fill all those empty moments with screens social interactions notifications but what's interesting is at the same time that that has happened the number of people who run marathons and the number of people who run ultra marathons to activities so nick why is running the simplest sport hey scott it's the sport that you can do almost at any time at any moment just by yourself you don't need a rack it you don't need a ball you don't need someone else you just go out you don't even necessarily need shoes though they're useful particularly if you're on rocky terrain but you have the ability to just go out there and do it whenever you want and then because it's just you you're able to observe things about yourself and understand things about yourself as you do it your successes are your own and your failures are your own you understand aging and it creates mental space that other sports don't do so my the hypothesis of my book is that if you look closely at running and you look at what it does to people's lives and you look at what it did to my life you can actually understand really deep and really meaningful things do you think that people in general have a hard time being alone with their own thoughts some people do some people don't but we all have to spend a certain amount of time alone so we all should be comfortable and you know there's this interesting phenomenon in modern life where you know we're all on instagram all the time we're all twitter all the time we're all constantly distracted and we fill all those empty moments with screens social interactions notifications but what's interesting is that at the same time that that has happened the number of people who run marathons and the number of people who run ultra marathons to skyrocketed and so there's almost an inverse relationship between how distracted we are by our phones and how much we seek sort of long distance long endurance competition that's very interesting yeah yeah i i i feel like as you describe running in such an el way and i haven't heard many people describe it that way but it's i've experienced it with a variety of different fitness things but none are as how do i describe it like when you run you get into a statement i guess it's flow state or something where you there is no distraction it is really just you and your thoughts which can be a good thing or a scary thing but it's really interesting that you notice that correlation between our thoughts being overwhelmed by social media being constantly stimulated be a constantly about bombarded with messaging and images and ideas and our need to find an outlet that gives us back our mental peace almost it gives us back our mental piece it can connects us to you know we were right we hunted ante envelopes on the you know savannah when we're you know many many you know centuries and generations ago i do think there's something very pure about running even when you it like i do it in an industrial city you know most of my running is from brooklyn manhattan over a bridge with a train so it's not like i'm off running in the fields of wild flowers so i do think that even if you do it that way there's a way it connects you to our ancestors in a way it connects you to the sky i do think they're really beautiful things that happen through it where does this sort of i don't wanna say love for running but need for being okay with your own thoughts and per through difficult times where does this inflection point or this major theme come into your life when does it first present itself i mean i start running very seriously when i'm about fifteen and initially i do it for a love of competition and i do it because i'm good at it and it gives me status at high school it makes me cool but i also very quickly also learned that it's a way to be outside be in the woods think get a deeper level process complicated things and so it's probably pretty early in my relationship with running where i realized like i didn't just want to go out and try to beat people on the track i wanted to see if i could run to the top of kin mountain right i wanted to see if i could you know get to the next ridge line and you don't do that because you want to prove anything you know now you might do it for a str segment but back then you didn't and so it was really about finding some kind of spiritual peace so i think that my my need the mental benefits that come from running started to make themselves present then but i think it was later in life when i mean the the the inspiration for the book came in a pretty important moment which was you know when i was twenty nine when at when i was thirty i ran a a fast marathon i had this long struggle to run a fast marathon i just couldn't break three hours and i finally break it and i run two forty three and i feel amazing right and then shortly thereafter after i'm diagnosed with cancer i recover let me talk more about that that process that whole thing then for the next like thirteen years i keep running and i just run two forty threes over and over again just nonstop right and two forty three is fast is cool it's great like two hundred years a great time it's objectively like it makes you the fastest person in your company right usually if you run two forty three you know fastest person on your block whatever then in my mid forties i get way faster right i run two twenty nine and now suddenly i'm like one of the best in the world in my age group you start setting records and the inspiration for the book the moment i decided to write the book came when i was trying to think through like what the heck happened like how did i get so much faster and and more importantly clearly i have this late ability why didn't i realize it while i was training my butt off in my thirties like why and i gotten faster than like makes no sense and then i had this realization oh wait it's because i had only cared about at some deep psychological level being as fast as i had been before i got sick like that was the only thing that mattered to me and so it was that realization oh wait like the things that make you fast the things that slow you down the things that determine how well you can do at the sport are buried deep inside they're not just like your cardiovascular system your legs they're deep in your mind and it was that realization that led me to start writing this book that's very interesting so you discovered that the reason why the reason why you weren't getting better is really because of i mean to put it very very simply sort of a a limiting belief or not even like a like a a baseline or a benchmark that that you thought that was what you wanted to achieve i mean this is like obviously we're talking about running and and and and sport but this is something that transcend ends almost everything you do in life totally it it like it i don't like it's there's so many multi factors and there's lots of elements but yes it was essentially like i was not i just wouldn't let myself get faster because i didn't care because all i was trying to do was prove that i was still alive and that i was like similar to the person before he had gotten sick and that seems to have them what was going on inside my head what does that what does that teach you about sort of you know aging into your prime because i think that that's something that yeah well i mean like i don't think a lot of people at at you know forty five are trying to break records i don't think that a lot and i and i always tie listen i i i am a business guy in a sports guy i i do tie a lot of sports performance and sports lessons back to business because i think that some of the mindset hurdles that you overcome to succeed in sports and teamwork working and all these different ideas they really do translate into into into business as well and just life success but i think that you're talking somebody who's forty five i don't think they're looking to you know create incredibly new milestones in their career incredibly new milestones in their in their athletic life incredibly new milestones in their relationship even though i think they should be but i think that around that ages when people are thinking okay you know i've done it i figured it out i'm good let me coast into retirement or whatever that looks like yeah a couple of things so one i had a very good model my maternal grandfather he doesn't really play a role in the book he's mentioned a couple sentences you know worked until he was eighty three years old at the highest level of us government right like and he just got fired all the time you know get fired by almost seven out of eleven us presidents and then just would work his way back right so i had a pretty good role model that said you don't stop you don't give up you don't go like you don't say okay at fifty five i'm gonna retire or like forty i'm gonna stop running you just keep going until until the end you know he was playing tennis with me when he was ninety years old put a little like chair out on the court and you would like sit down between points so that's you know that's one element of it another element is i think the lesson that i learned there are forces that slow you down as you age right it is inevitable and you know my i don't know less lean muscle mass than i had when i was twenty eight years old i have a you know lower maximal heart rate right i have they're all kinds of like i have a lower v two max there all kinds of like physiological things that un make me floor that said i also have wisdom right i've learned things about training that i didn't know before i have learned actually forms of endurance through my professional life that are useful for running so you have a bunch of forces pushing you backwards you have a few forces pushing you forward and so i'm never gonna even if i devoted my whole life to run and i'm not gonna run two twenty or two nineteen but i can you know keep i can keep pushing back against the decline declining to be better i had scrubs to my mother she was like oh my god my reflex are just getting worse and worse you know it's like every day and my reflex are worse and i was like mom you're that doesn't have to be the case like let's go out on the porch and i'm gonna throw you tennis i'm like sort toss them to the right toss them to the left i'm gonna bounce them and you're gonna catch them and throw them back to me and like we went and did she's like my reflex are getting better and you're like yeah you know you can like there are forces that push us in one you know towards decay and you can push back you know not at everything but at what you want you know we're not gonna live forever you know i'm probably gonna die at roughly the same manager is gonna die out if i didn't do all this running but i'm glad that i haven't like given in to the forces of the decline at least not yet survey monkey is a success story partner now look we get it you can hardly go anywhere or do anything these days without hearing about ai this or ai that and if you're like most people when it comes to ai you're impressed but you have a few concerns but what if ai was used not as a tool to replace people but as a way to help understand people better ai from survey monkey is designed to do just that i'm crafting the perfect survey which is harder than you might think to analysis that digs deep binds patterns and services trends quickly survey powerful suite of ai capabilities makes it faster and easier than ever before to get insight from real people helping you make confident decisions 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matters so get your ops in order get your business running smoothly so you can scale and you can really build something meaningful stop letting all this chaos steal all of your energy and listen to the op authority wherever you get your podcasts you right about running with awareness not just discipline explain what that means what's the difference yeah so when you're running this is important it gets into like a little bit of it's almost spiritual stuff but you have to the trick one of the tricks in running fast one of the most important things and so the lesson than i think applies across life pain doesn't work the way we're taught or the way we think that it when we're young and when i started running i thought that the reason i hurt when i ran was because my muscles were inflamed or you know something was going wrong with my nervous system or like i i used to think there's like there's lactic acid buildup right and the lactic acid buildup is what makes you hurt boom no it's not there is lactic acid buildup but that's not what makes you hurt most of your pain is actually just the brain sending signals because it's worried about home and so your brain is you know sending signals through the rest of your body to try to get you to slow down because it i think doesn't think it can maintain the pace you're running for the distance you wanna run so when i run a marathon or anyone runs a marathon when you get all these weird pains right and you're like three miles in your shoulder will start to hurt right and on a regular day your shoulder not gonna hurt three miles in a run because there's nothing going on with your shoulder right like it's it's just there right it barely moves but your brain is like it's worried about running twenty six point two miles on this particular day and it's worried you've taken it out too fast so it's trying to get you slow down and so it's looking for weak points and there all kinds of studies that show this and so your brain is running all these calculations how hot is it like how long is this gonna take how heal is the course how hard i work what is my part rate and it's measuring all these factors and it's like a thermostat and then if those factors kind of exceeded level it like sends a pain signal out and so when you're running you're trying to understand this and you're trying to understand these different pain signals and you're trying to understand like isn't this just something i can ignore this is like this thing in my shoulder or is it an actual pain signal is it like i've actually injured my achilles right so i was running this past saturday and let me start to go wrong on my ham right now i like okay this like a real thing or is it just worried that i'm trying to run a twenty mile run and that is like a really profound and deep body awareness that if you can reach and not that i've reached perfection but if i've read i am at a much deeper understanding in my body than i was twenty years ago ten years ago thirty years ago if you can reach that level of awareness of of yourself you can actually go quite a bit faster because you can push your limits in part by sort of it's like using your brain it i call it plain hide and seek with your brain right but the only thing i have to use your brain to play hide ahead and see with your brain but you can kind of convince yourself to go faster they're obviously physical limits like it's not like the perfect buddhist can run a one minute mile but you know you can still do better if you have a deeper understanding you actually set records for men forty five and up in a fifty k race like this is not just a casual i go for a run on a sunday morning was that done purposefully did you say i never want to be a hundred percent my work is that benefited your work is what's the relationship between this sort of the two conflicting identities well it could be a it could be a strength it could be a weakness i mean i think that like my whole life and if you look at different moments and you look at people who have evaluated me you know the people who like me and the people who are impressed by me and we i think i'm doing a good job are always like you know nick does so many things right and the people who kinda think i'm a sc are like nick's distracted right and it's a theme that goes through like my academic life my twenties my thirties my forties and you know they're there are there are trade offs when you have a life where you have a bunch of things you do there are moments where your goals end up tension with each other what i've tried to do is to make the life work and to make it so nobody the atlantic everything i'm slack on the job because of my running right i run to and from the office takes about them at the same amount of time as going on the subway i'm often listening to podcast i'm gonna work out obviously i'm knox i'm trying to cultivate awareness right i'm using running as a way that can help my job they're things i learn running that really helped my job or things from my job that helped my running so i've been able to build it into my life so they don't think any i don't think anybody at the atlantic whatever say i shi on responsibilities you know i think they mostly like and nick has this like hobby that he's able to keep contained and you know one of the things about running is that you can do it at an elite level without putting that much time in right you you know you spend i spend what eight hours a week running like it's a lot but like you could spend eight hours week we watching netflix hubspot is a success story partner now think about listening to this podcast right now you're probably multitasking you're probably catching seventy to eighty percent of what we're talking about but let's flip that and imagine you're only catching twenty percent that'd be crazy right it's really not a good use of your time if you only remember twenty percent of what we're talking about but most businesses most 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your life and i feel like a portion of you not a hundred percent but a portion of you is obsessed and that's what allowed that's what's allowed you to get to where you are what is your thoughts on obsession with running with performance with work with everything you've done i'm like that's a good question because obsession is you know i'm it's hard to be obsessive about it's hard to be like a obsessive p right and so my whole life i've never really focused in on one thing to the exclusion of others but i am very driven and very focused and i care a ton about doing well in my job i care a ton about running fast and i care a ton about being a good father in my three boys and a good husband to my wife i think obsession i think sort of like a modulate obsession where you like really care passionately and you like you it's just whatever the goal is right so the most important goal in my life right besides being a good father good husband the most important goal is figuring out a business model so this amazing publication founded by ralph walter emerson and harriet s can thrive for generations to come and play a role in helping american democracy in helping america like existence a nation right that's my objective right i don't write the stories i don't edit the stories my job is to find the business model and i am obsessed by that i think about it all the time right and it's in the back of my head looks should we are we doing are we doing this well or enough can we hit this metric right so in a way i am like profoundly obsessed about that but not to the extent that it prevents me from spend a bunch of time running no i think i i like that it's strategically obsessed yeah strategically obsessed there you go that that's that there you go i'm strategically obsessed when you get cancer at a young age you i mean to a degree you're facing mortality how does that change your relationship with running your hobbies your past times your family work like what does this do what what is the thoughts that go through your head when you do get cancer at a young age well so one of the thoughts so i got it when i was thirty you do suddenly you just you question who you are and what you are because you're like wait if i die what have i have i done anything have i left anything have i you know the world would be identical without me or at least if you're thirty and you're like i was at thirty right i mean if you're some super accomplished twenty nine year olds maybe different but it it makes you wonder your place in the world it makes you think more about the people who truly love you you go through this moment and you also you get to see how people react and you get a better sense of who truly loves you and who truly matters in your life and then if you're lucky and you get through it as i did you take life more seriously and you you have you have post traumatic growth you know you have this thing you can hold on to right you've been to the pre but you've survived and you you care more about certain things and you care less about other things and so right you may care more about trying to figure out your place in the world to journalism i mean you can maybe care less about whether the red sox when the a east right and so you just sort of like your your shift of priorities and your your way you spend your time i think changes there have been studies that have shown that people who get cancer and survive it end up with big they they end up becoming more religious they end up become becoming closer to their family members they end becoming closer to their deep friends they end up probably having fewer weak social connections and they end up more focused right like there's a kind of they do a whole bunch of things that are very solitary for the mental health and they i think they also spend more time you know outside like thinking about important things like you kind of like remove trivia and add important stuff into your mind and you know there been lots of states that show that it's not true for everybody and you do have to obviously survive it and come out the other side completely intact right and you can come out with all kinds of different outcomes but you know when i look at my life there a lot of things that didn't go right in my twenties it went right in my thirties of you know running it's a very obvious one but they're are all kinds of them and part of it was having had this really dark and scary experience with you know the thyroid cancer which is you know if you're gonna get cancer it's the the cancer you wanna get a very high survival rate i was very young there wasn't you know i was terrified and thought i was gonna die but there was no moment where like a rational doctor thought i was gonna die but you come to the other side and you're a you're a different more serious more focused person there was one line in your book it it was along the lines of when were teenagers were pulled by instinct now my emotions were those of an older man a steady rain that formed a river pushing relentlessly forward so this sort of it's just very well very well written and beautifully worded sort of evolution of a person and was that cancer that brought you through that evolution it was a couple things i mean that line in the book i was comparing two different races and they're both like very emotional races so the first was when i was eighteen years old we're seventeen years old and it was the new england championships and it was the three thousand meter race and it was for the new england title and it was both for the individual and for the team title and my race the three thousand was the last race and so it's me against my arch arrival if i win we have a good shot i win in the title if i lose we have no shot so i have to win and i go out like fall behind i get depressed he gets ahead and then i catch him right and then it's just this manic sprint and so you know what i love about those memories is that you can just like when you're running a sprint on a track you can just let your emotions out you can you can channel every element of energy you have into like forward propulsion and i don't think i've ever felt quite like i felt you know those last two hundred meters were neck and neck we're just you know we're going back and forth you know like i really like i hated the guy he he insulted me on the track like three weeks before the only person beating me all season it was like unfair he was a graduate you know like just i was like i wanted to beat the guy and so we're going at it i passed and i catch which is amazing and then i lose and he wins and so i was describing the emotions of that race and what it feels like to give it all into like be a young man and be like screaming inside yourself and moving on in the lane two which amazingly in track is called the lane of high hopes which is so cool so that was the first race and then the second race is the fifty k in oregon where i set the american record where you know in that first race i crossed the finish line and i'm blackout like i don't even know i've lost when i crossed the finish line it's so close i think i might have lost but who knows and then it's like then in the fifty k it's like i remember the end where i can see the finish line and i know i'm gonna break and record and they've pulled out the tape and i run through and the video is kind of amazing right and you watch and i go through and i break the tape and i look i look good and then and i remember feeling good and then i like topple over you know if like i've clearly like completely maxed myself to the exact you know it's like you know i don't know if you prone to the gas station and there's like one drop of gas in the tank and that was like what i had done in that race but i had done it like in sort of a steady smooth way as opposed to that first race where i'd lost by the way i will say that the the guy who beat me in that race when i was at seventeen he read an article i wrote about running and sent me an email and said it he loved it was so great to read about it and like it had inspire him to get out and play more squash and i now i'm i'm now friends with him that's so far the arch nemesis no but i think that so yes you're right it wasn't just cancer but it was like this it was just life just turning i mean a it's a lot of things right there's a lot of changes happen so i think i really like you there there's sort of four things that happen at that time period there's you know one i overcome my cancer too i start having children right so have three boys and there they appear in the years after i get healthy third i write a book and i write a book about my maternal grandfather who i mentioned who is this just you know phenomenal diplomat but also just a force of nature and a model i write a book it's the history of the cold war based on his rivalry reading in george ken and then the fourth is that i have this very intense relationship with my father and i watch is very driven man you know kind of fall off into alcoholism then despair and bankruptcy and i i like have a counter example right like if you let things slip this is what happens right and that sort of you i start to really process that so all of those things are happening at the same time in my life that's a lot that's a lot a lot one last thought on this because i think it's a useful idea and i think can help people that are going through difficult things god forbid hopefully nobody although probability dictates people who are listening this are going through cancer some sort of cancer care but just negative negative moments in people's lives in general you found a lot of relief in running to really take your mind away from the cancer or but the the the point is running physical activity it gave you something that would take your mind away from anything negative like i'm i'm assuming you've used it to escape a lot of you know really mentally exhausting and stressful situations over your life talk to me about what people should what people should know about running just when they're going through something hopefully not cancer but if it's cancer or anything else like what's the what's the thing that running gives you that nothing else really does you know i don't know i mean for i don't know if for other people it gives you something that nothing else can give you but there there are a couple of things that can happen with running so one it allows you you know sometimes when you're running what you're doing is you're actually seeking the pain right you're like you're going out there and because things are hard in your life you're just like you want the opportunity to kinda get into ultra runners called the pain cave but you wanna get into like just a point of there's something when your life is hard there's something about going to the track and just run into the point where you fall over that feels amazing right so that's one use right i don't use it that much that's more kinda like the young person's thing you know but that that that was kind of like what you know if i had like broke up with the a girl when i was young i would like just go run hard right and like you know sometimes like bringing pain on can process the other pain what i use running for now is kind of the opposite it's almost like spiritual escape like okay i'm gonna go and i'm gonna run and i'm gonna feel this different thing and i'm gonna be out in the universe and it's gonna be closer to meditation right and i'm gonna go make something hard happens in my life now i just go out and i go run in the woods right and i don't run hard i don't necessarily run long but i go and it's a way of like releasing my mind and freeing myself and so i think people can reach that mental state you know that kind of dis association you can reach it through multiple ways now you can go for a walk right you can you know go bird watching right like there are different ways of kind of escaping and going maybe you can meditate it maybe you can sit quietly in a chair but for me it's running that gets me to that state that's you know really helpful the hubspot podcast network is a success story partner now a quick cast recommendation i've been listening to truth lies and work they're in the house hubspot podcast network just like success story it's this husband and wife team a and lia elliott they break down why people actually do what they do at work so if you have a business if you manage people if you have to hire people at any point you have to listen to their show i just listened to an episode on why good employees suddenly quit that's an issue that we all have and it totally clicked for me one of the reasons i explained is why it's not usually about the money it's about all these little promises that we as founders entrepreneurs managers leaders we break without realizing it like when you tell someone you just hired they're gonna learn all these new skills but you just keep giving them the same tasks over an over and over again it made me realize that i probably lost a lot of good people for dumb reasons that i never noticed and hiring is one of the most important things you can figure out so if you manage people or if you just wanna understand what makes your coworkers tick it's worth checking out listen the truth lies and work wherever you get your podcast chip station is a success story partner you know what separates successful online businesses from literally everyone else it's not just having great products it's delivering an amazing shipping experience that keeps customers coming back all of my friends that run the biggest e commerce companies they use ships station and it has completely transformed how they handle orders they save thousands on shipping costs thanks to their rate chopper tool that finds the best discounts and what makes ships station brilliant you never need to upgrade 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da modi who's literally shaping the future of artificial intelligence here's what makes inbound special it's not just the great keynote you're gonna dive into breakout sessions where you can immediately implement what you learn and plus san francisco legendary startup up ecosystem provides the perfect backdrop from networking with all these great entrepreneurs decision makers industry leaders peers who are actively shaping the future of business from september third to fifth at the mo center you're gonna be surrounded by forward thinking professionals who turn insights and ideas into breakthroughs don't just watch the future unfold be part of creating it is it inbound dot com slash register to get your ticket today talk to me about your relationship with your father because obviously he's in the title of your book so that was something that was very important it shaped a part of your life a big portion of your life what was your relationship like with him he's a very complicated guy but my relationship with him was always we had a very strong relationship we emailed you know more or less every day throughout his life he passed away seven years ago but he's a very complicated guy where he grows up and he grows up in kind of a tough family where he's afraid of his father he grows up in oklahoma and his father they're on a native american reservation his father's president of the university there and my dad just doesn't fit in doesn't have any self confidence and so he kind of escapes he like learns about the school called andover applies gets a scholarship and then it's this just like rocket ship trajectory for the next ten years right where he goes to andover is an out cast figures it out goes to stanford wins a rhodes scholarship you know dean students you know i find these recommendation letters where they're like scott thompson the best student we've had since herbert hoover right john f kennedy says this guy is gonna be president runs every political organization he's just a d goes to oxford you know with his rhodes scholarship comes back with his fill mar my mother who is the you know glamour daughter of this important political figure and so my dad's like just you know the guy's gonna be certainly is gonna be senator right but then he doesn't really like it never gets on track professionally and you know from the time he mar my mother where he would have been me to twenty old little twenty seven years old until he's forty he's in kind of a rut he starts to drink too much becomes alcoholic he then you know if he can't really get himself going professionally can't really write an important book so it's stuck in all these sort of political battles inside the faculty where he's wears a professor he then finally like starts to make it in the late seventies and he becomes kind of a well known public intellectual ronald reagan gets elected and he's a top choice to run the policy planning staff which is a great job he doesn't get it but it's right then that he realizes realizes he's gay and you know it's something he'd thought about maybe we you know he as it's unclear exactly when he realized that he had tendencies he's clearly bisexual to some degree but that were he was his male tendencies were stronger and so then he leaves my mother he you know moved to dc and then he just unravel and he you know he starts to he would he would there would be hundreds of men we would you know would come to our house and he would you know i said he didn't spend a that alone for twenty years and he is you know there many of them are completely inappropriate right some of them are like violence some of them are thieves some of them are you know yeah i don't know just kind of like em souls right like they're not the people that scott thompson should be with there's some some like but mostly like they're not really the right people for him to be with and so then he like the next thirty years of his life he's a loving father he's fully supportive of me fully devoted to me he's an amazing man to talk to right the guy is always so smart interesting and well read and he's like he's a great person to have a parties but it's just chaos right and he like falls behind on his taxes he makes a these bad real estate deals he ends something like thousands of court cases and so maybe hundreds of court cases he eventually leads to asia he can't handle it america anymore and then by the end he's you just running this hotel in bali that is it really a hotel or is it just like people come and sleep with the male gardeners and you know it's a pretty it's a pretty dramatic story of rise and fall from like this little kid in oklahoma the you know halls of washington to the rice patties you know and then eventually dies in bat tonga philippines so it's a it's a it's a the other reason i wrote this book is because my dad's life story whether there's a lesson in and or not a lesson and it's interesting right like if i tell people that like they're like what is your dad do and they sort of assume your my dad has a kind of a different story than way he does so you know it's is it interesting guy but what's important what's most important is that he was completely devoted to me he loved me and even though he like threatened to kill himself to like get a couple hundred bucks from me or you know all kinds of like blackmail and craziness you know order prostitutes to like into my apartment there's like there's and there's even worse things that i don't put in the book despite all that like we maintain our relationship and you know we stay in touch and we have a loving father on relationships till the very end is there is there a lesson is there a lesson to me one of the lessons was don't get knocked off track and if you do get knocked off thought track and you do start to like lose yourself confidence and you do find yourself you know sort of letting slip the things you care about get it back like it seemed like what happened with my father was the way he cope with his drinking problem was to drink more and the way he cope with having drunk more was to drink more and you what you wanna do is the opposite you wanna like sort of cultivate a little bit of self awareness he was a very interesting man and that he had you know such incredible ability to view the strengths and weaknesses of other people and could see through you and could you know he wrote me a letter when i was twenty one that you know fore saw a huge portion of my life it's one the most inc letters that i've ever received and how well did he know me like i spent two weeks a year with him sometime time with him on weekends i read it that just recently i was like oh my god this man he was but he his own self awareness yeah i mean he you know what he would say is you know that like his sexuality that he came of age a wrong time that it was really hard to be had been born gay in nineteen forty two right if you're born gay in nineteen eighty two you can come out of the closet if you're born gay in nineteen twenty two you to stay in it and so he was born gay in nineteen forty two and then came out you know in during the middle of the age crisis he was as he mentioned he was diagnosed as hiv positive that turned out to be an incorrect diagnosis he would say that he you know just life life gave him life gave him a a dna a dna imposed limit and because of his sexuality he couldn't have succeeded professionally the way he wanted to like washington would not have allowed an openly gay man to succeed and once he realized he was gay he could not you know control it and because he hadn't been able to like be a young man exploring his sexuality when he's a teenager he had to compensate by you know dating this endless parade of you know nineteen year old guys he met on man jam like that's what he would say which is not i think you know fully persuasive but that was his argument no i i think that there's a lot of turmoil there for obviously but i wonder if and and you probably know you you probably thought of this at least once or twice before if even though it was a it was a good relationship and there was a certain degree of chaos in the relationship but even though it was a good relationship you're saying it was a good relationship did it you you you kind of ended up being complete one eighty like a complete opposite like you when when things don't go right you make sure that you don't lean into the wrong you find a way to correct it like i see you was actually a very disciplined person as somebody who like leans into the hard things as opposed to sort of giving way to the easier things i i think that i don't know if that's part of what shaped who you are i think for sure that there's something that comes from our parents at definitely at least imprint on us to a degree but you seem to be a complete opposite of that well it to the extent i am it's deliberate right it's like you my sister i have two sisters oldest sister a younger sister we've all talked about like our fear of becoming like him and the what we do to try to not become like him but on the other hand like i am quite similar to him in other ways you know i you know he was this like bundle of energy who was always doing lots of stuff you know people like people his old friends always say i remind i remind them with him square is a success story partner now there's his coffee shop in my neighborhood that just started as his tiny little corner spot now they've got three locations they're selling online they've even added some food so what i love is that no matter which location i go to whether i'm grabbing my morning coffee i'm picking up lunch everything just works smoothly be ordering the payments the loyalty points it all syncs up perfectly and that is the power of square and honestly it's why i keep going back every business has different goals and square the platform that supports them all whether you're opening new locations selling something new or expanding your reach i see it everywhere now the corner bagel shop that became the chain specialty markets managing thousands of items even my barber who takes appointments online square point of sale has the flexibility to run and grow your business exactly how you want so whether you're in retail running a restaurant offering services or you're just doing it all there's a square point of sale mode built specifically for what you need different settings for different parts of your business so you're always ready to make the sale go to square dot com slash go slash success story to learn more about how your business can grow with square that is s q u a r e dot com slash go slash success story monarch money is a success story partner now know what it's weird i'm doing well financially but i have this constant low level financial anxiety that i was missing something because i have crypto on all these different exchanges i have multiple investment 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that's fifty percent off your first year at monarch money dot com with code success what what makes something so simple and we did touch on this but go go a level deeper please makes something so simple becomes so profound and and such a benefit to your life yeah i think it just it opens up levels of thought and it opens up levels of experience that you know are pretty hard to open up one of the things i did in the book is i you know both tell my story and what running is done for me but i was tell the stories of five other people who have struggled with really hard things in life and use running to cope with them and you know the first maybe just tell her story maybe they'll tell to of them the first is this woman named bobby gibbs and they're all people who've have intersect with my life you she's the mother of a friend of mine and she you know grows up and she's just she's wired differently and she really doesn't she just can't stand the role that women are supposed to play in you know nineteen fifties nineteen sixties america like can't have a credit you can't have a job you just gotta be a wife she just can't stand it and the way she cope with it is she's like you know what i'm gonna do my own thing and so she goes off and she runs across the country you know not directly across her she is in a van but she like gets in the van and she'll drive starts in boston and drives to the you know berkshire shares and goes go every night she'll go and run like i don't know for four or five hours you know and then sleep in the ground and like look at the stars and look at the sky and she goes across the entire country and goes to you know it goes to san francisco and then she's like you know i kinda love this running thing and then she goes answers this hundred mile race and vermont and she you was able to run with the horses here in sixty six miles in two days and she's just like running gives her this way of being a spiritual being out in the world then nothing else does and helps her like escape these feelings so then she's was like you know what i'm gonna run the boston marathon and so her she grew up so she sends a letter and the working organizers are like sorry women are incapable of running the boston marathon it was this like belief right i the women weren't able to run i camera a second i don't nineteen sixty six really yeah it's crazy women like women didn't run distance races at the olympics until i the seventies eighties like it's it's absurd wow i i didn't know that that's insane yeah it's wild and so bobby gets this letter back and it's like women are incapable sorry you can't run boston marathon she's like we well i just ran sixty six miles with horses and so she runs it she like puts on her brother's sweatshirt and like sneaks in the bushes and then just goes out and runs a box of marathon and she runs it in like three hours and twenty minutes or something and it's this she's the first woman to run it and so it's a wonderful story about running helping this person you know find her role and civil rights find her role and you know bringing freedom bringing a equality and it's just a beautiful story there you know the other five characters i mentioned one of those guy michael west and so he lives on this tiny island thirty people out in off the coast of maine and there's nothing to do because it's a tiny island you know eating your powdered milk and you staying inside and so everybody on the island becomes a runner right and there's one two mile road and he'll run like a hundred miles a week back and forth in two mile road and they end up having like population of thirty seven of them runs sub three hour marathons at one point and so he becomes this great runner and the one he runs this road race in northeast harbor which is a town on the mainland and he wins it your one year my father runs it so nineteen eighty one i think then thirty years later my son runs the race so i'm running the race my son runs the race and i'm watching my son and he's coming you know my left and i've i've finished i've gone back to go find my kid and there's this guy right with who's like arms are fl all over the track and i'm running with his buddy mine as a cop i'm like he's like okay it's like hey it's michael west and so what happened what had happened to west is he'd got parkinson's and so he had gotten parkinson's in his like forties this like runner carpenter strong guy built up all the houses on the island and he'd had to learn how to run with it like he loved running it was the thing he did and at first he was embarrassed and then he learns how to like tie his hands behind his back so that they don't fl too much when he runs and he runs he's like qualifies boston marathon times with parkinson's he sets a world record for fast marathon park he's incredible and and so i spent a lot of time interviewing him about how he cope with like using running as a way to deal with you know i had to deal with the decline i had to do with cancer i had to do a fear he he gets a disease from which there's no return you know and he gets it at forty nine and he knows that the rest of his life it's just gonna get you know harder and harder but he wants to keep running because he loves it and it's a story about what he learned about competition what he learned about running so i tell those two stories there's others in the books that are like it but the point is there's something about this sport and the fact that you can do it like you can't play tennis if few have parkinson's right you can't like you can just go out and train and do it you know you can sneak through the bushes and get into the boston marathon course right because it's just you and it's just your shoes there's something about the freedom and the self determination that come from the sport that allow you to really reach deep places and do important things for somebody who is like a high performing individual what from work helps them with the running what from what what from running excuse me helps them with their work yeah i think that concentration is really it's something that really trends i mean you mentioned earlier that there a bunch of habits right like you eat well you sleep well you know you learn how to like modulate your energy levels like there's a bunch of like you develop this kinda stoic right i'm gonna go run today i'm gonna work today i'm gonna run i'm gonna work today right like you develop this confidence in like building up your skill step by step rick by brick run by run right you learn like the power of consistent effort you learn that through both but i also think that concentration really does come you know i've learned through running how to focus and i've learned through work how to focus and i think the two feed each other one last question about running you've run through times square at midnight you've been chased by cows and le you've dissipate like a thousand no trespassing signs just what was the most insane running story that you have not somebody else but something that you've dealt with you mean like the weirdest run or like the most oh that's a good quote you take it at however you want it give me the weirdest and give me the best whatever this one one of the points i'm making in that chapter is like just fine time to run night and you just run wherever you are actually i'll say that i say like this is actually an important one and this is this is something didn't even know this it happened until i was writing the book there was a time where i went to my my then girlfriend's house and she know she become my wife but it's the first time like meeting her parents and i go there and we have a big dinner i think they're out they living in berkeley and i don't maybe i drink some wine we have a good time maybe we all watch a movie together who knows and then it's like eleven o'clock and i'm like okay i'm going running and because i hadn't gone running that day and i leave and my future mother law's says to my future wife like wait what's wrong with that guy and my wife is like what you don't get is that he enjoys it and so there been a lot of situations like that where i just go and run in places have you know i run i like what's coming to mind as i remember once for some reason like i came out all these world i remember running like a ten mile run a a small parking lot in las vegas i can't remember why i had to do it but it was like the only place i could run that particular day you know and you just there's was actually action i remember i was i ran out during there is a time when i was up in the cats skills and i couldn't leave my kids but i had to do it run so i just like ran around the house which is like pretty small by i ran like ten miles like in a little of like tiny loops around the house you just figure out what to do i had another time running in vegas i know why i always was happens in vegas where i was like giving a speech and it was one of those things where i like show up and actually i guess i i have a whole bunch of vegas stories once i met a friend's bachelor party like he's going up the elevator with a bunch of people he's met at the you know at the club i'm coming down to go running and it's like the rest of the bachelor of the party's going up and i'm going out then there's another time where i'm in vegas and i've like forgotten to bring a t shirt and but i'm only there for like three hours and i have like fifteen minutes when i can run between meetings and so i had like a winter coat because i've been in new york and so it's like eighty degrees and i'm in shorts and a winter coat running in las vegas anyway so the the point being like i just love to run and we'll do it wherever i can what do you want what do you want if you're gonna pass on a lesson about running to your to your three boys what would that lesson be the lesson that i hope i've passed and i don't know is that they see they can't really understand my work right and they can't i mean now they can they're seventeen fifteen and eleven but like when they were little they couldn't and they didn't like quite know what i did they get some sense of it they don't really know what it means but they can see the effort right and they can see the discipline and they can see the consistency and they can see that it's like they can learn some of the lessons from running about resilience perseverance dedication building things up steadily and that's what i hope they get and i you know the in a way i like my eldest son doesn't run but he works so hard right he works so hard at to school working and he works so hard as debate tournaments right and he you know i he's clearly whether he's learned it from watching me run or watching me work or watching my wife who knows but like he's pick it up the other two boys like they both run and they do it really well you know i this one last thought i think it's like a lesson that i'm picking up from you like running you i mean like you you say running connected you to your father but you also use it as an escape when things are difficult you can use it to focus on something or you can use it for meditation to get your head out of work like it's just it's like this tool really that's that's how i see it it's this tool that you can apply it in different ways just to improve your life and it's such like a multifaceted diverse tool yeah yeah it's definitely that that's a very good way to put it because you can do you know there's no one thing i do when i run i seek different things when i run i seek meditation i seek so an intense focus i sent sometimes seek association sometimes i'm running into like away from things sometimes we're running toward things there's a lot you can do with it and i think it's beautiful because i think that we keep trying to add more complexity into our lives with routines and all these different things and all these different fitness things and health things and and they're all good to a degree but i think that sometimes simple just wins and that's that's really what it is so the book the running ground of father a son in the simplest of sports that is available october twenty eighth so we'll make sure this podcast goes up around the exact same time when this is live and you can get that book anywhere you get your podcasts if people were going to just take it home if somebody wanted to pick up this book what do you hope they would get from it what's the one lesson or the one idea that you really wanna drive home i mean the best thing that happens is when people who don't run read it and then say they went running and i happened a couple times just as i would send out drafts to friends i really love that and they're like you know i like i now can think more deeply about the sport and i wanna go do it and i love that response i love that i think it's just like a leading indicator to a picking it running like a leading indicator to a better happier healthier life last question i ask everybody you kind of already you're you already told me what lesson you wanna pass over to your kids through running but just a lesson that after going through everything in your life you would like to tell your younger self your twenty year old self what's that one lesson that was really important to you that you think would help that younger version keep at it you know i think i spent too much time i didn't understand then this thing i'm i really believe that if you do your best every day good things happen right and like you don't see it right you don't see yourself getting better you don't see it improving nothing's linear in life but if you keep at it you'll get there and one of the problems i had psychologically in my twenties is that i sort of wanted of the world in a minute you know and i like i just sort of assumed that things would happen really quickly and like whatever success i saw or whatever accomplishments or whatever like i thought i'd be able to like write really great stories as a journalist and you can't like it's you have to learn so much and it takes a long time and i didn't quite appreciate the benefits of like compound interest the compound interest of daily work and it took me a while to realize that and because of that i sort of would stop and start and i made like a bunch of sort of dumb professional mistakes in my twenties and pretty off track and i think it's because i didn't understand that i didn't have the confidence i understand that if you keep at it and if you do your best and if you treat people well and you know your kind and generous and thoughtful and work hard like it will stuff will like not always and there's all kinds of biases and injustices in the world but you know things will work out better claude is a success story partner now as a podcast my worst nightmare used to be going into an interview under unprepared now claude has completely changed my prep game and if you don't know what claude is claude is the ai for mines that don't stop at good enough it is the collaborator that actually understands your entire workflow and thinks with you not for you whether or not you're debugging code at midnight or you're strat your next business move claude extends your thinking to tackle the problems that matter i feed claude my guest articles before i do a podcast i feed it their company updates past interviews and it helps me spot the angles that nobody else is talking about last week claude research capabilities pulled together insights from over thirty sources about my guests industry and it helped me ask questions that always make them say great question nobody's ever asked me that before claude is by far the most useful tool to grow any business any podcast and really just help you extend your thinking on whatever it is you're working on if you're ready to tackle bigger problem sign up for claude today and get fifty percent off quad pro when you use my 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in this lessons episode we're talking about why ai terri you it just proved what you do isn't as special as what you thought because now you're watching a machine do your job in seconds and you're feeling your entire professional identity crack apart gonna talk about what separates people ai will replace from people it can't touch and how to make sure you're in the right category before it's too late every single creative person that i know right now is having the exact same crisis they feel like ai is taking their creativity they open check gb they type in a prompt thirty seconds later it spits out something that took them three hours last week but the worst part isn't that ai can do your job it's that they can't explain why their version is better than ai version so artists are panicking writers are protesting designers are furious this narrative is everywhere right ai is stealing our creativity it's destroying our craft it's making us obsolete but here's what's actually happening ai isn't stealing anything it's holding up a mirror and most people don't like what they see because if a machine can replicate what you do in thirty seconds maybe what you're doing wasn't as creative as you thought maybe you were following a process that you absorbed from everyone else you just didn't realize it until something could do it faster now this isn't an attack because i spent many years of my creative life in the exact same position before i figure this out but if you're feeling defensive if you're feeling angry right never saying scott that's wrong maybe examine that reaction but let me explain what i mean let me describe your creative process tell me if i'm wrong you sit down to right you scroll twitter for inspiration you read three articles in your niche you notice what's trending you absorb the patterns jim and you start to rearrange those ideas and it's something that sounds like you and then you hit publish and if ai can replicate that in thirty seconds it's not because ai stole your creativity it's because what you were doing was pattern matching it wasn't creativity so this is what's actually happening right you see a hundred examples of good content in your space and your brain learns that structure the hooks that work the frameworks that everyone uses the talking points that get engagement and then you reproduce those patterns you add your unique voice which really just means you use slightly different words to say the same thing that everyone else is saying and that's not really creativity that's curation and i know this because i've done this for years before i realized what i was actually doing see the reason ai feels so threatening isn't because it's taking your job it's because that you just realized your entire creative identity is built on doing something that a machine can replicate which means that it was never that special to begin with me tell you a story about my friend sarah she's a graphic designer ten years of experience built a very solid freelance career and then mid journey came out so her first reaction was great right this is stealing from real artists this is not real creativity it's destroying the industry so i asked her to walk me through how she creates a brand identity for a client she said well i start by looking at competitors in their space i see what's working i create a mood board on pinterest i pull color palettes from brands that i look up to i'd admire i iterate on those patterns until something clicks and i didn't have to say anything she heard it she was doing exactly what ai does analyzing patterns holding from existing work rec combining it in slightly new ways the only difference is that ai does it faster oh here's where it gets interesting sarah didn't quit design she changed how she designs so she stopped starting with pinterest she started with conversations deep ones but the founder life story their actual vision what they care about beyond just looking professional and building a business right then she'd create three completely different directions not variations of the same approach three genuinely different ways to express that specific person's worldview view and her clients started paying her triple and it's not because she got better at design because she finally started doing something that ai can't do translating a human unique perspective individual form that's the shift and most people won't make that shift because they're too busy defending a process it was never theirs in the first place see the panic around ai isn't really about losing jobs or losing income that's a lagging indicator it's about identity collapse you spent years building a skill you got good at it people paid you for it your entire sense of self is tied up in this identity of being the designer or the writer or the creative and then ai shows up and does in thirty seconds what took you three hours and that hurts because you're losing money because you realize your entire identity was built on something a machine can replicate which unfortunately means it was never that special to begin with see if ai can do what you do you were never creating you were executing and execution is exactly what machines are built for and this is the mirror that ai holds up and most people don't like what they see now here's how you know if you want if you're saying scott no i have a real creative process trust me okay fine let's test that idea out sit down right now create something in your field piece of writing a design concept a video outline whatever you do but here's the rule no research no looking at what's trending no checking what others are doing no ai just you and a blank page is that a timer for thirty minutes and just start creating and if you finish with something worth sharing you have a real creative process you can generate ideas from your own synthesis of knowledge and experience and thinking if you stare at the page for thirty minutes and you produce nothing you don't have a creative process you have a copying process with enough steps that you didn't realize that it was copying and look this is not an insult most people are in this category including me when i first started creating content but the question is not am i upset about it it's what are you gonna do about it because ai isn't going away so let's talk about what a real creative process actually looks like and before i show you the specific methods that i use you need to understand what separates a real creative process from pattern matching gust is a success story partner now look i talked to business owners every single day you know what i hear constantly scott i love running my business but i hate dealing with payroll and i get it nobody starts a company because they're excited about calculating tax withholding and benefits administration that's exactly why use gust myself and the smartest business owners use it as well gust is online payroll and benefits software built for small business it's all in one remote friendly and incredibly easy to use so you can pay higher onboard and support your team from anywhere now here's what's sold me unlimited payroll runs for one monthly price no surprises no hidden fees when you need to run that extra payroll and when you hit a tough hr situation and trust me you will you get direct access to actual certified hr experts not a chat real people who know what they're talking about plus they're the number one payroll software according to g two for fall twenty twenty five and over four hundred thousand small businesses already trust them pride gust today at gust dot com slash success story and get three months free when you run your first payroll that's three months free payroll at gust dot com slash success story survey monkey is a success story partner now look we get it you can hardly go anywhere or do anything these days without hearing about ai this or ai that and if you're like most people when it comes to ai you're impressed but you have a few concerns but what if ai was used not as a tool to replace people but as a way to help understand people better ai from survey monkey is designed to do just that i'm crafting the perfect survey which is harder than you might think to analysis that digs deep binds patterns and services trends quickly survey monkey powerful suite of ai capabilities makes it faster and easier than ever before to get insight from real people helping you make confident decisions for your business try it today at survey monkey dot com slash scott square is a success story partner now there's this coffee shop in my neighborhood that just started as this tiny little corner spot now they've got three locations they're selling online they've even added some food so what i love is that no matter which location i go to i'm grabbing my morning coffee you're aren't picking up lunch everything just works smoothly the ordering the payments the loyalty points it all syncs up perfectly and that is the power of square and honestly it's why keep going back every business has different goals and square the platform that supports them all whether you're opening new locations selling something new or expanding your reach i see it everywhere now the corner bagel shop that became the chain specialty markets managing thousands of items even my barber who takes appointments online square point of sale has the flexibility to run and grow your business exactly how you want so whether you're in retail running a restaurant offering services or you're just doing it all there's a square point of sale mode built specifically for what you need different settings for different parts of your business so you're always ready to make the sale go to square dot com slash go slash success story to learn more about how your business can grow with square that is s q u a r e dot com slash go slash success story so a real creative process isn't about following a formula it's about having a system for generating ideas that nobody else would generate because they don't have your exact combination of experience knowledge and obsessions here's what that system includes there's the real process of idea generation or you don't wait for inspiration or scroll for trending topics you have a method for surfacing ideas maybe you go on walks and you just voice note observations maybe you keep a running document of questions that bother you maybe you deliberately consume content outside your niche to create these unexpected connections whatever it is it's yours it's specific it's repeatable and it produces ideas that only you would have next you need a real process for connection so you don't just take idea a and pair it with idea b because they're obviously related you have a method for finding non obvious connections between concepts you maintain a knowledge system that allows you to pull from multiple domains simultaneously this is why reading widely matters not so you can reference books in your content but so you have more raw material to create connections than nobody else sees after connection you have a real process for synthesis so you don't just explain what others have said you have a framework for transforming input into output you have questions you ask yourself you have standards for what makes an idea worth sharing you have a filter that everything passes through before it becomes part of your work this is what makes your work yours about your style not your voice your filtering system and lastly you have a real process for iteration so you don't just publish and move on you have a method for improving you track what works you analyze why you experiment you evolve most people never get here because you're too busy trying to go viral with templates that copied from someone else now let me show you exactly how to build this system this is exactly what i do it's not theory it's the actual system that i use generate ideas and create work that can't be automated the first way i do this is something called the collision system so every sunday i spend about thirty minutes choosing three topics that i want to explore that week and they have to be from completely different domains so last week it was cognitive load theory ancient stoic philosophies and practices and how video game designers create addictive loops and throughout the week i consume content on these three ideas i'll read books i'll watch videos i'll listen to podcast but the key is that i'm not taking notes on what they say i'm writing down the questions that pop into my head so for example this is what i wrote down for this week and the questions and the assumptions don't have to be right or wrong you just write so one question i wrote down is why is reducing options make people more decisive in video games but not in real life i wrote down how did stoic handle information overload but all these modern systems and i also wrote what if cognitive load isn't about memory capacity but attention direction right so by friday i have fifteen to twenty questions from colliding these three topics and then i sit down to right i don't start with what should i write about i start with which of these questions is worth exploring this is how you generate ideas that ai can't generate and replicate it's not because you're smarter because you're connecting specific things that exist in your knowledge base in ways that require your questions the second method is a reverse engineering framework so most people study content in their niche that's the wrong move that just teaches you to copy what already exists instead find creators outside your space have qualities that you want to develop so if i wanna get better at explaining complex ideas i didn't study other writers i studied youtubers who teach technical skills so i pulled up ten videos from a creator who was explaining programming the beginners i didn't watch for content i watched for structure how do they introduce complexity when do they use examples versus definitions how do they handle objections how do they create these aha moments and then i started to document a specific pattern so start with the problem solves show one concrete example explain the principle behind it show two more examples with increasing complexity address the common confusion give a practice exercise that's a framework now i can apply that framework to any topic not because i copied their content but because i extracted their thought process again this is what ai can't do it can't execute a framework it can't reverse engineer one from a different domain and translate it to yours the third method the deliberate input so i keep four running documents just on my phone surprise facts that made me rethink something concepts i don't fully understand yet questions nobody seems to be asking and contradiction i've noticed between different thinkers and every piece of content i consume gets filtered through these four categories so if nothing from what i just read or watched fits into one of these four categories it wasn't worth consuming and this does two things first it forces me to actively process instead of passively consume i can't just binge content and call it research second it builds a database of raw materials that's already filtered for originality so when i sit down to create i'm not starting from zero i'm pulling from ideas that i've already identified as non obvious and interesting so here's what it looks like in practice so i just read an article how japanese companies approach failure different than western companies and from that one article i got three things surprising fact something i don't understand in the question so the surprising fact was that they document failures as thoroughly as successes which is a contradiction to move fast and break things the thing i didn't understand is how does this scale in fast moving industries than the question that i asked or that i thought should be asked was why do americans treat failure as a learning experience but then immediately move on without documenting the lesson so that is three potential angles for future content from one article because i'm not just consuming i'm deliberately extracting what's useful now what does this mean for you it means that building a real creative process is not a weekend project it's a complete restructuring of how you approach your craft and how you consume content and how you form ideas do you have to care more about developing genuine ideas than just performing well you have to read widely instead of staying in your lane you have to sit with concepts that you don't understand until you do you have to question your own thinking instead of defending and you have to document your process so you can improve it now most people won't do this not because it's hard because it's very uncomfortable requires admitting that what you've been calling your creative process was actually just pattern recognition and that's fine but ai will handle the pattern recognition it'll execute templates it'll optimize for what works workflow but it can't do what you can do if you actually develop the skill of thinking see the people panicking about ai right now are the ones who've never built that skill they learn to execute not create an execution is exactly what machines are built for see the people thriving with ai are the ones who generate ideas worth executing and now they have a tool that handles that execution while they focus on thinking remember ai didn't create this divide it just made it visible because there was always two types of creators two types of thinkers two types of knowledge workers there was people who generate ideas and there's is people who execute patterns people who think and people who copy people who create frameworks and people who follow them ai just revealed which category you're actually in and for most people that revelation is uncomfortable to say the least but here's the thing you can move categories you're not just stuck you just have to be willing to rebuild your entire approach from the ground up but it will make you a stronger person a stronger individual a stronger creator a stronger entrepreneur a stronger employee start with curiosity real curiosity about something specific not what's trending curiosity but what question would you explore even if nobody cared and build a system for capturing those questions connecting ideas and not just organizing them but connecting them creating new insights from this collision and develop standards for your work beyond performance what makes something worth creating even if it gets zero engagement now ironically when you create work worth creating is a very low chance it'll get zero engagement but i digress this is the work not using better prompts not learning new tools developing the capacity to think in ways that produce ideas worth sharing because ai is only gonna get better at execution the question is whether you'll get better at thinking either way mirror isn't going away claude is a success story partner now as a podcast my worst nightmare used to be going into an interview under prepared now claude has completely changed my prep game and if you don't know what claude is claude is the ai for mines that don't stop at good enough it is the collaborator that actually understands your entire workflow and thinks with you not for you whether or not you're debugging code at midnight or you're strat your next business move claude extends your thinking to tackle the problems that matter i feed claude my guest articles before i do a podcast i feed it their company updates past interviews and it helps me spot the angles that nobody else is talking about last week claude research capabilities pulled together insights from over thirty sources about my guests industry and it helped me ask questions that always make them say great question nobody's ever asked me that before claude is by far the most useful tool to grow any business any podcast and really just help you extend your thinking on whatever it is you're working on if you're ready to tackle bigger problem sign up for cloud today and get fifty percent off quad pro when you use my link cloud dot ai slash success

sports injuries test you your mind your body and spirit others transform you elevating you to a stronger bolder version of yourself at summit orthopedic our experts are prepared for both for every challenge for every comeback because you deserve nothing less than the best live life at your summit with summit orthopedic summit ortho dot com hustle hustle hustle when you consistently do that you increase your cortisol levels you decrease testosterone and also other performance indicators so we have to find this fine balance between success and also longevity on today's episode i'm joined by jc c white an entrepreneur innovator who knows what it means to build from the ground up from the early days of hustling to now creating ventures that challenge convention jc has proven that resilience and bold thinking can change entire industries body building is the greatest thing not just about like building muscles or the superficial stuff it is literally the mental and spiritual side that comes out of it because when you take those lessons and you apply it to business or you apply to other of your life you cannot lose he's not afraid to push boundaries test limits and bring ideas to life that most people wouldn't even attempt his story is about grit vision and the courage to on yourself when the odds are stacked against you the number one killer men america's heart disease million deaths happen every single year from heart disease the good thing is a lot of those things can be easily fixed which is nutrition and lifestyle and it's not like craziest people think some people can just have higher levels cholesterol just nap naturally and if that's the case then the ketogenic diet can actually be very dangerous for them so an attempt to get healthy sometimes that can actually cause you to get unhealthy and raise their risk of heart disease the fastest way to make better choices in the life is to make take more accountability over your previous choices have enough faith to begin the process and job will take care of the rest okay so jc what is modern success doing to our hormones absolutely tanking them because modern success is go go go hustle hustle hustle grind grind grind and when you consistently do that you increase your cortisol levels you decrease testosterone and also and also other performance indicators so we have to find this fine balance between success and also longevity i think that a lot of people that sort of identify as high performers listen to this podcast or looking at you or even looking at me and saying i wanna achieve success i wanna learn from scott's guess and i wanna achieve like even a little bit of fraction of what they've done i i do believe that they think that they have to sacrifice their health to get it i've heard this repeatedly like i cannot build anything significant and be in shape and go to the gym i think it's shorts sighted for sure what happens when you live your life like that because you see the guys and the world then everybody who lives their life like that what happens well typically what ends up happening is when they get into their forties and fifties their body catches up to all the years that they neglected it so that's when they'll see levels of high cholesterol they're gonna be more insulin resistant and then that's where their hormones is gonna have huge issues so cortisol issues testosterone issues and other things that come alongside it so when we start to have that type of image of success was compartment yeah you know in order to be successful in business you have to give up your health in order to be successful with your family you know you have to put work on the back burner that's when we start to be very short sighted in you know everything ends up catching itself in the end is it because people are are not good at balancing life is it because people's priorities are screwed up like why do people believe it's in the first place here fear of not making it a if fear of not being good enough fear of like well you know i don't feel like i can achieve x amount of income or x amount of business success without sacrificing something like it doesn't make sense to me doesn't make sense that i could have good body good health good relationships with my family good relationships spiritually mental health plus make money like it almost like doesn't compute yeah it's fear in its lack of patience if we set clear injectable goals and we give ourselves enough time in the yeah in the time period isn't something that is too shorten you know it's saying instead of a year we give ourselves five or ten years to actually achieve those goals in each area of life then it it almost loosen the reins a little bit so if you wanna be healthy but you also wanna build a very successful maybe multi a figure business you wanna be married and have kids and have good mental health well as opposed to just saying okay i wanna accomplish that the next year we'll just extrapolate time or and it takes the pressure off yeah but when we just started just i need to get rich tomorrow i need to get fit tomorrow yeah that's when people get into this you know they they don't get there to their goal and quicker time and they they quit you know that's what you always see in fitness right people start january one i wanna get fit this year the first time to go to the gym for people like going to the gym and worse time to go you know i actually i appreciate seeing them because i was once the person that started in that cycle too as well i just happen to stick to it but you know they get get into that cycle and then they you quitting you know a month or two later because they they they didn't see the results fast enough because it was as unrealistic i'm like bro you've been in that body for forty years do you expect to get out of it in three months that it doesn't work while when you frame it like that yeah that's the way it is it's like if you were broke for forty years you expect to be a multi millionaire in three months know working for we we gotta be more patient with the process what made you stick with it what made you stick with it that a lot of people lack because i think that something that all body builders and not just body bill they're think body builders is tough because it's like you against you there's no coach especially when you start out sort of pushing you on like if you're playing for a team you have teammates your peers your coach body building it's like such a solo sport so like the mental fort it takes to just continue on it's not easy so what made you successful at body building i think there's actually a lot of things that translate from body building and just being okay in inflict a certain amount of pain on yourself to business success but what made it like what made you successful at it have you ever like what that psychological thing was it allowed you to be successful when many people weren't i believe that i just had an innate desire to wanna be great and i felt like that was like the key in order to do that because like you just mentioned it's u verse virtue yeah there's no more excuses it's a massive amount of accountability and so with those two things in mind you can't point the finger at somebody else if you're not getting the results and as a young man that's the lesson that i needed to learn because the reason why i you know didn't do as well and other things in my life at the time times is because i lacked accountability is because i didn't look myself in the mirror and say okay this where really need to improve upon this is where your stream are this where your weaknesses are and then go to war with myself body building is is the greatest thing it's not just about like building muscles or the superficial stuff it is literally the mental and spiritual side that comes out of it and because when you take those lessons you apply it to business or you apply to the other of your life you cannot lose yeah that's the beauty in the game i mean you mean you take that mindset in the business you're not gonna win you'll crush yeah because you're not looking at your competition you're looking at you you say everything that my results that i'm producing is solely on me nobody else but a lot of people have a hard time with that a lot of people have a hard time with accountability and sort of looking inside and saying like the life that i'm living is a result of really just my choices mh whether or not whether or not you you like that or or you don't it doesn't matter it's like most people's lives is the sum of their choices and yeah there's bad luck for people for sure but still it's all on you to figure it out at day well i would just ask them and what kind of life do you wanna live at the end of the day yeah because at the end of your life it's gonna be dictated by the choices that you make and if the the the fastest way to make better choices in the life is to make better like take take more accountability over your previous choices so we are direct equation of the choices we've previously made in life you're at where you're at in life because you made good choices hopefully i didn't one you it seems like you've made pretty good choices i dude you know i'm at where i'm in life because i made good choices too as well you know i hadn't always made great choices in life but you know it's because you can take the moment to self reflect and say okay this is where i fall in short where i need to do in order to move life forward so i i just believe like that's that's one of the beauties in in body building and in fitness and you know and it's just a byproduct that you look better you feel better like that's just that's just the icing on the cake wherever were you at mentally when you were missing college basketball try you were depressed you weren't doing great how did you pull yourself out of that what like what happened yeah i was i was crushed i mean i was i was a decent high school athlete i had some d one looks you know had some recognition from you know local papers in in in statewide papers and then my college coach had set up a a try out with a like a one of the the college i went at the time which was western michigan before i transferred and i slept through it like like was it because of depression or was it you were just tired or what just irresponsible and i think a little bit of self sabotage a little bit a little bit and i woke up and i remember i just called up my max girlfriend at the time and she was like what's wrong i was had just slept to the trial it was the whole reason why i went to the school in the first place and she's was like you're gonna call your coach figure off if he can arrange another i was like nope so what are you gonna do other i don't know figure it out and that was like a very defining moment because i didn't really have a path at that point yeah i didn't know what i was gonna do i was kinda interested in law at the time but i was like i know if i really wanna go down there right i was just gonna go down there for the money but and then i just found my way into the gym later that week and i used to hate the gym dude it out was so fucking week i remember at one time i went in high school and we were bench pressing everybody was like throwing around two twenty five i only had thirty five pound place on there was like only like one fifteen barely hitting it i was like dude i hate this shit that's so fine but i went into the gym and then you know it it wasn't that i was strong when i went in there but it started to help me to feel a sense of accomplishment and relief because just doing one workout if you just knock out one you won yeah and then you do it again and you one again and so that start to stick with me and the results don't come fast yeah but as long as you stick with that and you start to learn the other skills that come with it about you know nutrition and lifestyle and sleep which we'll get into more about that then the win start to come compound and then that's where you start to see the transformation but you know to kinda to wrap that up you know it it it it it taught me like a lot of life skills doing that and enabled started to transform me from the inside out so talk to me about body building and sort of what you learned from body building that sort of shaped your view of nutrition health and wellness yeah nutrition is the most underutilized mechanism in order to transform the body people do not look at it as as how powerful it actually is when you dial it in to the degree of what your body needs not only based upon your blood chemistry but how you're training how you will you recover and then make adjustments based upon your bowel feedback that is a huge mover that's what help me don't me i was also very young too so like you're gonna have optimal hormones during that time period so i'm gonna take advantage of that but people need to really understand the power of nutrition and power of actually supplementing like intelligently not just randomly taking supplements because some a guy on the internet said take something right which a lot of people end up doing but when you take it based upon what your body actually truly needs i think when a lot of people start working out the obvious thing or the thing that feels right is to go to the best looking person on instagram and just listen to what they say yeah and a lot of the time some people are honest more than when i started working out people are more honest about if they if they take steroids or they take something but a lot of people aren't honest so a lot of people are listening to the advice of people that aren't natural and are on a whole bunch of shit and they're like why isn't you know my gym routine working compared to x influencer on social media so as somebody who's like truly natural and competed natural and sort of i would say you know figure out how to optimize yourself naturally where does somebody start like what is what is grow science versus optical science right yeah i i love this i love this so do one more quick thing for me to define be healthier what what does that mean because i can be so let's define it how do you define be healthier yeah so my definition of that would be high levels of energy optimal blood work and then you know you have you know if we were to track your sleep you have good hr and things like that is that the definition we wanna do for like okay kill and jim and be helpful what would other definitions be some people it may just be like okay i wanna have better cardiovascular endurance but i think that i think that all of that if i look at what are the the markers of of living a long life it that's different so looks like a spear right because like if you wanna go yeah you wanna kill it in gym and go muscle mass that is not optimal for longevity like if we're gonna go interesting yeah that's because that's a different path you gotta go down the macron nutrients are gonna be so like your protein carbohydrate fast for both of those yeah your recovery cycle is gonna be different like the whole game plan is gonna be different i would not be doing the same thing from now like ten years from now bro that do right now this is not good yeah this is gonna take me to eighty five ninety eighty five people wanna live to a hundred and twenty bro like yeah well yeah you know i mean right yeah like this is to just to look great you know do magazine stuff that that's it you know you know look good for women you know that's what it's most we wanna look good for women if you're if you're if you're trying to like go to the gym but i don't think many people think they wanna end up on the cover of like a a fitness magazine so there has to be a balance between both i wanna look good and then i also wanna live long okay alright so that clearly the defines what you mean by healthy so that's probably gonna put you around like thirteen percent to fifteen percent body had a true thirteen percent to fifteen percent body fat with that type of protocol then you wanna focus mainly on your cardiovascular like the most recent research shows that cardiovascular is more important in stream training i would i would say doing that three or five times per week for about thirty minutes to fifty minute sessions is gonna be most important in a zone two and then stream training is just gonna be to for bone density and that's also gonna help with some natural growth hormone release and keeping testosterone levels optimal too as well that you wanna need about three times per a week for about thirty to forty five minutes you wanna focus on like heavier compound lifts yeah and then far as nutrition now this is where it's gonna actually gonna be different we'll get more we'll get more on the weeds too i just want somebody like just starting out so yeah so go forward i i know that they're like it's so funny when you talk to somebody who's such a specialist there's like a a trillion different auctions in your head about okay well we have to measure this and your reaction to this and if you're you know genetically predisposed to this and my brain goes not where your brain goes but i i don't want people to start there because i think that they have to start somewhere and then the then once and we can talk about habit forming too i think that it's important to start at a spot where you can maintain the habit and once you maintain the habit then you can go a level deeper and a level deeper but i also believe that too many people online throw too much shit at people out of the gate and then they're like well fuck this i can't as way too much stuff right and then they just drop off and then there's they're the typical january jim go who signs up in january and then you pay the gym for the rest of the year and you never go okay yeah so the i would say just a a mix of of cardio and stream training primarily focusing on cardio then when it comes to the nutrition just to keep it like high level focus more on you know whole foods and like being the primary focus of your plate with the side of protein yeah lean more towards like lighter proteins not like you know steaks and stuff like that so like fishes and chickens and then get really good sleep that's gonna be the that is important yeah that goes against the hospital culture yeah yeah i got some stuff to say about that but yeah yeah yeah get getting really get really good sleep it's not just the the the quantity of the quality of the sleep there's tons of different ways you could track that with or ring we'll be use one in particular absolutely but i lost it in greece so going now so like trip yeah is okay so i've also heard this tell me if it's right or wrong the biggest indicators of longevity are strength training in v two max does that make sense yeah yeah there's there's also some other things too as well but yeah those are those are great indicators you said like the way that you eat and lift and live right now it's not for longevity no so is there a point in your life when you are gonna switch it up yeah absolutely and if you do switch it up you said like the way that body builders live which i agree it's not to live to ninety or a hundred or even eighty eighty five can you reverse a lifestyle at a certain point so for example if you switch your lifestyle in ten years can you live to a hundred it depends of how much damage to be brutally honest you know you know i i checked my boat probably about three to four times per year and it's usually very good but you know if i were to push in certain ways and do certain things you know you you always it's it's a fine tune i love body building i love screen training i love power that's why i've done all those things but it does come with the cost you know so you know it's just how far can i push it out how far do i wanna push it if somebody is actually really into body building and they've been body building say until like they're like you know mid to late thirties is there things that this is gonna be a smaller sample of the audience but are there things that you look for in your blood work that could indicate like oh shit i have to change my lifestyle sort of sooner than later yeah for sure i i would tell anybody who's into body to get more advanced cardiovascular panels done so like a l fourteen a like look at all those so look at particle size too as well that's very very important especially if they're using ana antibiotics because that typically drives up those inflammatory markers i'll look at c reactive protein too as well that's just a overall inflammatory marker of the body and then also don't just look at your glucose so go like your a a1c and your you know your insulin resistance or sensitivity that's really important and then also depending on upon how much testosterone when you're using if you are doing that type of game look at your red blood cell count because a lot of times i thicken your blood is there issues that you see with so many people jumping on t i think it's becoming more popular and people are i think men in general feel like they and i understand why they want to have sex drive they wanna feel like they have energy and they wanna feel like they did when they were twenty so i feel like everybody's jumping on t team now because it's not taboo okay fine but i don't think there's anybody that's really speaking about the potential negatives to sort of cruising on testosterone on your entire life yeah great question so t is the most well marketed supplement put the most highly over utilized for optimal performance we get guys that come to us every single day where we look at their blow work and it is still absolute trash yeah and they're not being monitored or supervised correctly by whoever put it on them and they'll t will drive up your ldl cholesterol which is typically thought like the bad one drive your hdl which is thought the go one thickens up the blood and it's crazy because like a lot of guys what they'll see they'll see an initial blu up at first when you get on t get a little energy back get a little beetle back they'll start to feel but then it goes right back the baseline you can't put a band aid over a bullet wound like you gotta go back down to the root cause it's just an amplifier like i started using t once i got into my thirties it a little bit more sometimes right but it it it it it only it only amplifies and helps if you're doing everything else correctly you don't have to be you know like a a crazy man with it and and track every single macro and eat out of tu where but you do need to have the like the fundamentals now i almost say like it's like it's like if you wanted to build a business and you get funding but you don't even have a business game plan yeah yeah it's like he's gonna run he's not gonna go anywhere anyway so it's like the same thing you have to have a smart strategy behind it and it's it's i don't want it to to run its course and then people just go on to the next fad because we just didn't utilize it correctly so there needs to be more education in the space like okay yes it's it's good to use if if your body is no longer producing and or producing it you know lower than especially with free test software lower than what your body actually needs but we do need to focus on the main things you need to get make sure you get good sleep and make sure you're eating correctly hubspot is a success story partner now think about listening to this podcast right now you're probably multitasking you're probably catching seventy to eighty percent of what we're talking about but let's flip that and amount and you're only catching twenty percent that'd be crazy right it's really not a good use of your time if you only remember twenty percent of what we're talking about but most businesses most entrepreneurs are only using twenty percent of their data all the most important details in call logs emails chat with their customers it's just left floating in digital space not being used to hubspot it gives you the access to those insights to help you grow your business because when you know more you grow more visit hubspot dot com to get the full picture of your business today nets sweet is a success story partner now what is a future hold for business if you ask nine experts you'll get ten answers bull market bear market rates are up rates are down at the end of the day it'd just be easier somebody invented a crystal ball but until then over forty three thousand businesses a future proof themselves with nets sweet by oracle in number one ai cloud erp that brings accounting financial management inventory and hr into one unified platform here's what i love about it instead of juggling multiple systems you get one source of truth real time insights forecasting to actually let you peer into the future with actionable data when you're 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reach the people you want faster and it makes a huge difference according to indeed data sponsored jobs posted directly on indeed have forty five percent more applications than non sponsor jobs plus with indeed sponsor jobs there's no monthly subscription no long term contracts you only pay for results there's no need to wait any longer speed up your hiring right now with indeed and listeners of this show will get a seventy five dollar sponsored job credit to get your jobs more visibility just go to indeed dot com slash cla right now and support our show by saying you heard about indeed on this podcast indeed dot com slash cla terms and conditions apply if you're hiring indeed is all you need first of all i don't even think people know what a biomarker is so what is a biomarker you test seventy nine of them this is sort of like the basic rudimentary i'm gonna start working with jc this is what what i have to do right okay so talk to me about biomarkers why are they important what are they what do they tell you yeah so bob to simply put is just individual blood tests right so and then each one had like a panel will have like either twenty or thirty three or seven or five just depends on what you're actually looking at so we start off with at least seventy nine it could be way more just depends upon once we intake a new client if we need to do more but we look at advanced cardiovascular we look at like blood sugar we look at all hormones to like testosterone free testosterone sex hormone binding gl cortisol est other things too as well just to really get a full identification of what's going on on in the person inside because that determines the road map that determines the strategy because you know you we and i are the same age but we took our blood test to probably come up very different so therefore we need different supplements different training programs different arrest recovery protocol all those things that would be different so that's what we do in order to help get people to the from a to z as fast as possible and what do you see in like somebody who's like a high performer stressed out working hard what do you see typically i mean it's gonna to be the nuances but what do he typically in their blood yeah typically it's usually high cortisol also stress a lot of stress yeah stress is usually high than because of that testosterone is lower yeah and then estrogen rises to compensate for that normally so that's like estrogen is kinda like the female hormone for our viewers who don't understand it so that usually starts to compensate that's when the body starts to get soft in doughy you know all the water watery all that kind of stuff and then there's some usually some immune system disorders to as well that's just because of the elevated stress chronically so that's usually like the things that that we'll see but the good thing is a lot of that's o n cholesterol too as well the number i'm one killer men america's heart disease about a million deaths happen every single year from heart disease so so those things the good thing is a lot of those things can be easily fixed which is nutrition nutrition and lifestyle and and it's not like craziest as people think in order to like help with cholesterol it's just increasing fiber lowering saturated fats that's pretty much it for the most part and it's just making more conscious smarter choices when you go out to so instead of having like the rib eye for dinner have the fillet yeah and it have a little bit of oatmeal for breakfast like it's just conscious choices like that and then we custom formulate supplements too as well that can help people to are there any is there any genetic predisposition to certain diets to work well for some versus others do some just work well generally versus others is there any truth to that what's true what's not yeah so we do a genetic test and then you'll look at just anything things that you're genetically predisposed exposed to so hyper cholesterol anemia as one of them so some people can just have higher levels cholesterol just naturally and if that's the case then the ketogenic diet can actually be very dangerous for them because you good ketogenic diet is high in fats high and saturated fats which will drive your cholesterol even more so it would attempt to get healthy sometimes that can actually cost people to get unhealthy and then raise their risk of heart disease so we'll look at like your particle size as well to really see if a a good look at that and you know we've been able to save some flies by doing that i have no doubt because because i i've see i see people one of my friends has exactly what you're describing and like he's a very small person like he's not not fat he's not fat at he's like he's like tiny he's very skinny but like his cholesterol is just horrible like genetically horrible and his kid's cholesterol is horrible and his kid is like very young but it's like a highly elevated cholesterol on the kid is just a kid doesn't eat like shit they feed him healthy stuff so these so this genetic predisposition he tracks his blood work now but yeah it's very scary because you wouldn't look at him you you'd look at him and like the healthiest is dude exactly healthiest is silent killer yeah yeah and but i think that like when i think i think when people think silent kill it just think like well it's gonna sneak up on me i'm not gonna feel sort of any i'm not gonna feel anything wrong with me before it happens but i don't think that people that are really skinny think that they even have a chance of of for how is misconception but but tell me when you when you if you were gonna go into the mind of somebody who's like a man you know six feet a hundred ninety pounds two hundred pounds maybe is hundred and ninety sort of a small two hundred pounds whatever they're not thinking i should worry about my cholesterol i i really doubt they are because they're like well look at i'm skinny i you know i fit into like a you know thirty two thirty four or pant like i'm like i'm like a pretty slim guy i go for runs so i don't think people even think about the fact that you could be genetically predisposed to like heart disease not directly but through high cholesterol yeah the the data says otherwise just based upon the amount of americans that have high cholesterol and the amount of americans that are either pre diabetic or diabetic which eventually usually leads to higher levels cholesterol people so one in three americans are they're pre diabetic or diabetic because thirty three percent one and three one and three yeah and they don't all look at is what we're saying like they typically don't that's why that's just so important to look at these different biomarkers in your body to understand what's going on with you yeah because when you do then you can actually make intelligent choices with your food and with your supplementation as opposed to just taking like random things so for instance if you found out like you had high levels of cholesterol are you high levels of blood sugar be is a great effective supplement you can get over the counter take a gram per day and that has really good research showing that it can lower cholesterol and also lower blood sugar but if you don't know you don't yeah you don't know you just caused you know pop men's one day which yeah yeah i'm not a great what you hear you'll fuck that and i'll be good to go it's like you gotta look at you once you look at your blood work it really just tells like a like a full story like i didn't understand because i i have high levels cholesterol naturally and i remember i got done one time getting ready for a magazine shoot and i was in great shape i looked amazing and my cholesterol was at one zero three which is about three points above the top end of the meadow range optimal about seventy to eighty so have a little bit of work i was like i'm a heck is my cholesterol no five still five yeah was like i'm eating this really like clean eye and everything like that then i gotta genetic that i was like oh i have cholesterol on email makes sense okay so i have to play with that my whole life if i get out of out of pocket for a little bit for a four month time period i don't even wanna see the blower it goes to shit dude it it's awful i'm like my cholesterol will be through the roof i gotta to get back together again like gotta have really tighten up the diet what happens what happens to somebody's actual performance when like their hormones are out of whack their cortisol too high like what do you see sort of when people come to you as the before image what what is it like their decision making abilities comp from my like what is the thing that not paying attention to your health does with your business so belly fat was the person thing that came into my mind that's one the first thing that i can see the the the decision fatigue they're gonna gonna be able to make decisions as sharply also just the amount of decisions they can making today is gonna go down tremendously brain fog mh lack of clarity usually midday crashes is something that they experience and in confidence confidence is the biggest one they don't feel like the man that they used to be and that is directly correlated to their internal health so once that gets dialed back in those things reverse and they get that that that that brain going again there's no midday crashes and they had the confidence back but that that has to be to be fixed but yeah that's usually the things that they experienced and then also i guess the last thing everybody starts talking about testosterone and and like testosterone levels and that's why again i think executives before even jumping and you know before even getting their their blood test on they jump on t i think that's probably for men that's probably like i feel like shit that's where i go it talked to me about testosterone and like what levels are normal what range should they be in where t has a place where it doesn't i'm assuming it's after you figure out your blood work in your diet but just talk to me about testosterone because i that's something that a lot of people again just assume is the one thing that's wrong with them and there's like a million other things that are wrong with them yeah so the testosterone range is quite large it's about two fifty to eleven hundred okay and most physicians once you get down to around like the two fifty is when they'll start to look at t yeah but they don't always consider look at your free testosterone which is actually what your body is utilizing so i like in total testosterone to revenue and free testosterone to profit i like that that's good it's a good analogy so you know if you if you have high revenue but low profit you should still probably look into t so say if you had like a eight hundred total tests but your free tea was low and you that that's something that you want to look at or if you look at what's called sex inviting gl which is your expenses yeah you wanna make sure that that set off to arrange you as well so it's a fine balance between all those things to actually see if that's something that you to to get on what is the difference between bio feedback and biomarkers yeah so biomarkers is gonna be your blood work so it's that's gonna be your genetics bio feedback is gonna be both a qualitative measurement that you would actually rate yourself and then also some things that we would get from data to to to quantify that okay so some good bio bio feedback so five of them that that we look at that we want you to rate so you can get more in tune with your body would be sex drive energy mood appetite digestion okay and those things are actually directly correlate it with a lot of hormones in the body so it gives us an instant feedback loop understood and then we quantify that with like hr your sleep your stress throughout the day because that can actually be measured with a lot of different tracking now so those those sort of five main bio things that you look for how should actually well actually this is probably gonna be a really good test for somebody to go through to figure out if i mean they should always get blood work we're done but they should sort of go through a test to see how these five things are how how do i say it how these five things like impact them right now to see if they're healthy right so what what were the five things again and how do you measure them yeah sex drive energy mood appetite digestion so for example sex drive what would what would that be like waking up like with an interaction is it just like being like into somebody or like is that how you measure sex drive or is there other markers you should look for yeah so think about it like this so if we had to say zero being absolute dog shirt yeah yeah no lo yeah if the most beautiful person whatever you're in into walk by you would just not be interested okay that's a zero and the best time you're life being a five where you just you know felt like you could it could be the most ugliest person in your life you sell into it that's how you would just rate that skill yeah okay now where do you fall on that right now like you for instance i'd say a four okay say it yeah i'd say a four i'd say like i think that i think that i remember like when i was like fifteen sixteen like like any girl was like i oh my god yes now i'm like yeah i'm like like three and a half four i think i'm like pretty healthy but like i'm not like only thinking about sex all day so i think that's also useful did not be distracted by sex not stop but i do notice that there's times when when i like i work too much mh and i i i pay attention to it but i also pay potentially it because i used to be really into body building so i was always very aware of how my body felt and how my body responded to food training to everything i think more aware than like the average person just like walking down the street but yeah i there's sometimes when i'm traveling a lot or when i'm stressed about work where it's like you know i could not be bothered with sex like it's just like so far away from like what i care about because it's probably because like high cortisol and other things around my mind but i can tell like when i don't know if this is like a marker like when i wake up and i have like direction in the morning like that to me like okay i'm not stressed out or if i'm like you know with the with gina like we're like okay we want each other like now like yes that's great after a day of work that's good if i work too hard then after i'm done work i have like no interest in sex at all and that is like a signal to me that something's off see what you just said there yeah is the whole reason why it needs to be tracked yes true hundred percent a honestly see so that's what i want people to by giving your example that's the importance of why the the audience should track with inside of themselves because you mentioned cortisol yeah stress you also mentioned times when maybe life's is going a little bit too fast so you need to settle down a little bit more and those are all things directly rated back to your blood biomarkers yeah so that's the importance of keeping just in tune with your body and it's not just because like alright if you find out and and there's something else i wanna say about that too as well because if if you say if you like fall down to a too right and it's life's normal not too stressed out but you still don't like wanna hook up with anybody or sleep with your wife or sleep with your husband and here's like why yeah why like i'm i'm on vacation and i should be relaxed and we should be having sex but i just don't feel it mh now there's now there's potential supplementation we can look into to actually help to boost that back up so we could look into you know zinc if you take a good amount of like thirty milligrams of zinc per day make sure your vitamin d levels are okay there's also some naturally things like diet acid three point two grams of that day shown up to increase testosterone about forty two percent using untrained man but there can be some benefits in train too as well so that's the whole reason why you you want to measure that so that you can be more in tune with your body what's going on the hubspot podcast network is a success story partner now a quick podcast recommendation i've been listening to truth lies and work they're in the hubspot podcast network just like success story it's this husband and wife team a and lia elliott they break down why people actually do what they do at work so if you have a business if you manage people if you have the hire people at any point you have to listen to their show i just listened to an episode on why good employees suddenly quit that's an issue that we all have and it totally clicked for me one of the reasons i explained is why it's not usually about the money it's about all these little promises that we as founders entrepreneurs managers leaders we break without realizing it like when you tell someone you just hired that they're gonna learn all these new skills but you just keep giving them the same tasks over and over and over again it made me realize that i probably a lot of good people for dumb reasons that i never noticed and hiring is one of the most important things you can figure out so if you manage people or if you just wanna understand what makes your coworkers tick it's worth checking out listen to truth lies and work wherever you get your podcast chip station is a success story partner you know what separates successful online businesses from literally everyone else it's not just having great products it's delivering an amazing shipping experience that keeps customers coming back all of my friends that run the biggest e commerce companies they use ships station and it has completely transformed how they handle orders 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francisco the global epi epicenter of innovation and technological disruption picture this you are learning directly from amy poe about creative leadership you're getting ai insights from da modi who's literally shaping the future of artificial intelligence here's what makes inbound special not just the great keynote you're gonna dive into breakout sessions where you can immediately implement what you learn and plus san francisco legendary startup ecosystem provides the perfect backdrop for networking with aldi these great entrepreneurs decision makers industry leaders peers who are actively shaping the future of business from september third to fifth at the mo center you're gonna be surrounded by forward thinking professionals who turn insights and ideas into breakthroughs don't just watch the future unfold be part of creating it visit inbound dot com slash register to get your ticket today what are so outside of so energy mood sex drive what are some other things that you can sort of pay attention to as you go through your day with these bio bio feedback markers that are sort of if this happens to me it's sort of a red flag that i should go get checked out or i should go do my blood work or i should fix something yeah midday energy crashes okay yeah if if you are not able to start your day go through it and crush it and then walk out and still have time with your family and do all those things that in and feel accomplished at the end there's something wrong you you your your body is engineered of millions of years to you know to be able to do these things so you know usually when people they you know they they wake up they're having multiple cups of coffee they still feel tired and so sluggish around noon and then they're dragging and everything like that and they're stressed out and their mood starts to tank there's something going on internally that needs to be looked at and it usually comes down at that point is that their body is more insulin resistant and they're not processing their food correctly so you've found a lot of gut issues hundred percent yeah and entrepreneurs executive ceo's high performing why is that that i would have thought like cortisol was like the obvious thing with the with somebody who's always on always working how do how does gut issues tie into that yeah because when you're when your body is stressed out one of the first places that it goes to is your gut there's more nerve innings endings inside of your gut there anywhere else in your body and that is where a lot of your mood comes from your energy your hormone regulation all these things are to come from your gut and a healthy microbiome yeah so when we put ourselves through chronic stress terrible sleep optimal hormones that is gonna massively disrupt your gut and that's what's gonna cause a lot of brain fog fatigue all those things that they're experiencing is usually trigger from the gut so that's why cleansers usually can be a good like short term cleanse not like the you know the the the market cleanse you know that those but things is to kinda help your gut to reset and to help it to kinda find its balance again along with some proper supplementation doing that we'll set them up for the right path to start to rebuild it properly because we're eating all this food or in america that is you know terrible it it it's such a a terrible i think a lot of people especially in like our circle people listen to the show they do folk so they focus on making money for sure and they just run towards that and then if they're lucky if they're lucky and they're fortunate then they realize that money's is not everything so then they don't sacrifice the relationships in pursuit but i i i i don't speak about it at lot but i i definitely don't think that people care about their spiritual health as much as they should at all i think there's that's i think that i think there's a whole bunch of issues with how secular a society has become whether or not it doesn't matter it to me which which god you pray to and believe in but just the way that i look at it is what god allows you what god really forces you to do it's probably a better word for it but you'll understand where i'm coming from it forces you to remove yourself from the center of the picture there's something bigger than you something more important than you and i think that when people don't have any version of god in their life they believe they're like the main character and i think that that doesn't always lead to the best decisions and i like i don't know if like people that work with you if you sort of help them re center themselves and sort of remove themselves is like the the main character and focus on things that are bigger than them and focus on maybe a north star that's bigger than money or career success maybe maybe that's like the psychological component they're like the mental component that people have to understand so that they actually you know focus on the relationships focus on their health focus on all these other things that are so important that are not just career money hundred percent and also comes down to while we're here in the first place i believe that we're here for contribution to each other yeah and when you're playing it from that lens then life becomes more meaningful it's almost like when you just you know air quotes just to make money it's almost like the most selfish thing you can do not because money's is bad but because you're it's if you sacrifice yourself in the pursuit of money like you're also like how how can you serve people with that money if you gotta know how exactly yeah exactly yep yeah i mean what what who cares if you're a billionaire but you're cro fifty five what what's gonna happen you should have another at least thirty forty years man yeah and then imagine what you can do and how that money can come compound and that how many more people that you can help and the impact that you can make it's it's a life changes to that point not just for you but for generations of people to come it's true how do you get people out of the like when somebody like running so fast like when i when i was twenty five and like running so fast how do you get somebody of that heads space like what do you tell somebody who's me ten years ago fifteen years ago mh one simple question what motivates you do people have an answer for that mh it's usually a long twenty minute answer and i just dissect what i need out of that and then reflects back to you what you said and then we just start putting the pieces together so if i was just like young super ambitious twenty twenty five year old and i said money motivates me which i think fair amount of people listening to this podcast will say yeah that makes sense to me what do you say to me to because you know what motivates me but you know that's also not the healthiest reason to wake up in the morning well i wouldn't judge so healthiest that's you don't seem very judge but i appreciate i wouldn't put judgment on that i would i would just ask okay well what about money motivates you particularly so let me go back to me at the time i would say i would say success freedom status sort of probably some probably some chip on the shoulder shit you should talk with therapist about because like you wanna achieve whatever the the house that you think is like the house you should have the the life that you feel like you should have like you're aiming for all these sort of material aspirations and i think you can make i think you can try and probably do some psychological work as to where those material aspirations actually come from but i think it's i think everything that you know your friends your instagram whatever it is it's showing you what your life should be and that's what you're running towards so it's yeah it's like status happiness whatever that is whatever that means to that twenty five year old version of scott do you think that that makes scott more valuable having those at the time i would've said yes for sure i would've said yes so scott only acquire half those things is he not still the same value i don't know i don't know valuable in different ways but i feel like i wouldn't be living to my full potential so you believe that you acquire those things the status the wealth the income is you maximizing your potential yes i would yes how would you want your life to look like once you acquire those things and who would you want around you so i don't think i ever did that exercise in my head because i don't even think i don't think i had an answer because i was i was sacrificing a relationship for work so i can't say like i can't say that i would have wanted that relationship mean there's a lot of things that are wrong with that relationship by the time that's whole different conversation but it like i i would i would say i want a family i would say i want a wife if i want kids i would say all these things but then the actions don't align with what i'm saying which is interesting and i don't really have an answer as to why because growing up i definitely wanted like family wife and kids and then at some point i was like fuck i gotta make a lot of money let me work hard and i don't really know when that point was but it's like my goal is growing up and the goals i saw have i still want like wife kids family those are like always been really important to me and i think that like money has actually mattered less to me now not that i don't think it's important to make it but i don't i don't i'm not the same person now is is when i was like early twenties so at some point something flipped in my head and i just thought i just have to work nonstop and make as much money as possible even though even though it didn't really help me achieve the goals that i had which were like my most important goals per family kids sort of that was my most important goal segment four it said were you either chasing pleasure or running away from pain which one do you think you were doing back then i think chasing pleasure because i don't think i was running away from pain because i didn't come from like a a tough childhood i didn't come from like poverty i didn't come from like some people are had very tough i didn't come from any of that so i like a pretty comfortable childhood like so i think it was probably chasing pleasure what do you believe the driver for status what that's where i think that i think that money in my mind was the driver for status it's interesting what you said it was it's kinda like the pee and the elephant if you ever heard that no i haven't so it's a reference to our brains our conscious brain where we make like our decisions is like the the this that's excuse me the flea the elephant is our subconscious yeah and you could just imagine the the difference in size or well the elephant is actually what drives a lot of our behavior and you seem like at one point you have friction between what you were saying and what you're actually doing so consciously you were saying you wanted some things so subconsciously it really wasn't i i agree but that's probably why it was so burnt out because now your brain's almost arguing with itself all the time and the stuff that you're living every single day is not in by the i don't think this is like bad abnormal i mean you you speak to a lot more people that are going through some shit than the average person because you're unpacking okay why are you even coming to me why are you coming to me like you you say you want health and wellness and you wanna feel better but like what are you doing in a day what does your day look like right and there's this this this lack of alignment between the two mh yeah alignment is the most important thing so i'll ask you this then who's the scott two point o somebody that likes the work that i do but doesn't sacrifice my life for my work i also do believe that being obsessed with what you do is important but obsessed doesn't always equate to hours i think that i understand leverage i understand delegation i understand focusing on my strengths much better than when i was twenty five where i just figured i could just out work everyone and do everything and that did not work for me like it just didn't work so now i i'm forcing myself to to be more strategic about my obsession i still am i'm obsessed with my work i absolutely love it i live and breathe it but not at the expense of like my life and i've made more money living that way and i've had you know i were talking about like what level am i at in terms of like my sexual health and my mood and my energy like so when i'm obsessed with something but obsessed with it to the point where i can do it without sacrificing my life because i have a longer time horizon that i wanna be successful with than all those other markers increase and i'm like okay this is like i like this yeah i enjoy this now i could be better i could still everyone could always be better right like there's still times when i should probably like you know take some time and go travel or you know make sure that i don't skip like a date night that week because i i'm working but it's still not as bad so i like moving in listen life is like you just have i have to always move in the right direction right so that's i guess that's got two point o here we go here we go beautiful man yeah i try i try i because i don't like listen it's been like a journey for sure i feel like you're interviewing me now it's been like a journey for sure but i don't want to i don't want to i don't wanna just work and i don't wanna just to make money and i think that also being on this podcast and interview people that have just again like just made money like made a lot a lot of money where their families are broken or their health is shit i'm like when you get a front row seat to these people it's not so attractive when somebody is worth like over a hundred million dollars and their wife hates them the kids hate them like they look like they're literally like one sandwich away from dying yeah because they are so morbid but obese and it's just that's not attractive like you can keep your money i'll just take you know happiness balance however you wanna describe it a family who loves me and my health and ability to live to hopefully older than eighty i'll take that every day right i think that that's something that i wish more people could experience when they're on these like sort of self destructive paths so what you just described there was also the beginning of creating your own masterpiece of a life it's just start write these things down sometimes i'd be sometimes it's it's like guiding north star have you figured out have you have you gone through like a similar journey yeah in your life yeah like like to yours where i was like the like i mean have you had moments of imbalance or have you had moments where that radically woke you up and rely and and you had to take a step back and say the path that i'm on is really not the path that i should be on and if i continue down this path like i'm not gonna live long i'm not gonna have the life that i want i have you gone out through this as well yeah yeah i one time i push my i was working so hard i push myself in the hospital got robbed yeah i was seriously yeah it was a the process of me starting t three i was also transitioning out of personal training at the time and i was training for a body living conversation so was in the gym about two hours per day so i was literally working from five am to about nine or ten o'clock every single night like just go go plus push my body really hard and i'm ross in the gym and i was training and my left it was warm set i was doing a hammer shrink press you know and my left side just started going out and i was like that's weird i was like maybe i'm not warmed up enough what was happening like my left side was going out yeah and then i did like another set and it literally just lost it i stand up and i go talk to my friend with a trainer i was like hey can you just stand by me for a little bit i was like i just feel kinda funny today yeah and then lily my whole left side started to go numb but i thought i was having a stroke i was so scared i was alright i'm not i'm not gonna train it today i'm gonna go home you know drink some water rest like the the intensity i was going at for that that many weeks was like insane like how hard i was pushing my body in the gym how hard i was working how hard i was like trying to put together everything that i needed to to start this company i was going insanely hard and so i go home i started drinks some water and everything like that i call my girlfriend the time she say what's wrong she was like you was just it's a gym my left sorry so i going on i think i'm fine i'm we get some rest literally i i'm drinking water i lose feeling in my hand dropped the water cut i i gotta go to hospital right now they do they do like some blood test my cr levels like the top end of that range is eight hundred yeah my was at eight thousand so my my basically my body cannot not keep up in recover what was going on between lack of sleep training hard pushing mentally all these things and that's what i really learned like okay like success is very rhythm progression is very rhythm you cannot like swim up the current you have to flow with the current yeah and so like at that point i trying to like brute force everything everybody i was like i'm gonna i'm gonna jacked his heck i'm a start this company i'm doing what i was yeah like different but not so different yeah and and i learned like okay no now you gotta ask me more strategic you have to think bigger think longer yeah and like pace yourself and be smart with it so understanding that that rhythm now it allows me to understand and i also help help to coach other people like don't try to get it all done in one month two months three months even a year sometimes like just expand it because you'll be very satisfied and probably even overwhelmed with the amount of success you'll having in five or ten years if you just give yourself more time it's interesting when people like slow down they really do speed up mh yes if somebody is going on this health journey i don't want them to be susceptible to like clickbait social content you mentioned a lot about where they should start and what they should look at but like what are the resources actually that you trust great question i think examine dot com is really good for like learning and yeah yeah it's it's boring because this is gonna give you the literature but what it does do is it really consolidate it down and it erase the actual the effectiveness of the study and it makes it super easy for you to to understand it and you can actually go to actually reference it and and take a look at like the full document if you like but that's a that's a great tool to look at i love that and then that sort of like cuts through all the social media bullshit yeah run everything through there like everything that people's with supplements diets like can run everything through there because you'll see like ninety nine percent of these influences are full of shit yeah you'll see it like right away they don't know what they're like they just they're just doing stuff to just collect dollars to the average person who has that definition of success that i had say ten years ago i know that they have to go on their own journey but what's the first step that they should take towards re evaluating what their definition of success looks like yeah the first thing i would say is ask himself like truly figure out what motivates them like really think deeply about that and it has to be an answer that you feel pulled towards not pushed towards and make sure it's not coming from fear but coming from inspiration what happens if you feel pushed towards it by your family your friends what instagram says sis like success looks like your your wife your husband is that where men midlife crisis comes from sometimes yeah you're doing it for other people you're not doing it for yourself so you're gonna have a a feeling of emptiness and you're not gonna be fulfilled by that process yeah and then when no one's looking you're not gonna wanna do the work like the true inspiration comes when nobody's looking that you're still willing to do whatever it takes to get the outcome what about what about mental health we didn't really touch on that too much but health wellness working out i think you believe a lot of the same things as i believe when it comes to like treating depression and anxiety with like lifting and busting your ass in the gym which i don't even think i don't know if that's a controversial opinion i think i'm sure it is to some people but talk to me about sort of mental health working out and how that how does that tie together yeah every good therapist i know always has that part of their protocol is getting people into the gym because it it it naturally releases hormones that help with happiness with help with mood and then once you start to take care of yourself it just raises yourself esteem so you feel better about yourself what you're gonna help with depression and all those different things but yeah i i believe the picture of health is is way more holistic like if we just look at blood biomarkers and and and all that kind of stuff and we just go directly there but we're not fixing the actual computer that's supposed to put in the solutions and follow the protocols it's all gonna be missed so we have to really like tie this stuff altogether the mind the body of the spirit because like that is what true optimal health is it you can't just look at one or the other that's it's true optimal health it's true optimal success it's it's true optimal happiness it's like not one thing right it's like mental health physical health spiritual health physical health all of it all of it and find a way like whatever that you know you mentioned like the motivation that like you're not being pushed towards but pulls you i i believe that that motivation should include sort of all these different boxes that you should check yes it will if it's correct for you you know what i'm saying if you really figure out what you're motivated towards yeah it'll it'll check every box it's not gonna be hard to find gotta just listen and that that usually takes people having to be still which is hard in today's society because there's so much noise but you when we're still then we connect with god and that's what we can get really clear on where we're supposed to be so i think that to close this out first of all where can people connect with you like what are your socials and website so drop them and i'll put them in the show on us but what are they yeah instagram it's coach jc c white and then the website is t three body training dot com why do you call t three body training it actually stands for tele soma which means become your highest self it's just a greek translation and a couple things that we turn around and make it i love that that's beautiful when people connect with you spoken a little bit about the protocols that you put people through but just so they can understand exactly what they're sort of signing up for so to speak they contact you what is the journey that they're gonna go on mh yeah it's a twelve month transformation process so it's not a ninety day just you know get beach body in out we're really in it to help you win for the long haul so first we saw off get blow work and dna test done and we do that every three to four months but we surround you with a team of experts so medical doctor functional nutrition and health coaches in a mindset coach you as well because that's a huge important part of this whole journey we gotta get this right in order to get the body to move and then we provide you with custom formula supplements based upon your labs in your dna so it's literally a one of one formula nothing stock nothing's inventory is based upon what your individual body needs and then potentially peptides and other things like that if that's what your protocols and we need to help you elevate to the next level and then yeah that's that's the whole entire journey within three to three to six months usually we we see the huge body composition change yeah so you lose the body fat that you want to lose you you gain the muscle mass you're looking for in the last six months is about putting you back into i have more of a maintenance getting your body to really just acc there and then and then setting you up for long term success so that's like what's call like reverse dieting and walking the calories back up and i think that that's something that two points on that first of all i love that you do the mindset piece of it because i think that that's what i think that that's probably the one thing that's gonna let somebody achieve success if they get in the right mindset and like we've we've spoken about this and we've been like gone through some exercises and stuff about how to focus on what actually matters in your life but that's that is the precursor right because if not they're gonna fall off and drop off but also i think a lot of people have a really hard time reverse dieting i only know that term because of body building but i don't think a lot of people understand how hard it is to make a radical life change and to achieve whatever body you wanna achieve and then actually keep it for the long term i think that this is what people are gonna have a hard time with with those epic and all and all these peptides and tries appetite and all these other ones like or even just go forget forget forget peptides and like oz epic just like even a very strict diet people rebound so hard because they don't know how to come back so i think that that's probably mindset plus reverse dieting so that this can be like just part of like a lifestyle that will indicate success better than anything i think that everybody can like stop eating for like a couple months very easy but that why don't they lose weight right why don't they keep it off yeah why do they always rebound yeah oh yeah about ninety percent of people rebound from their diet and they gain the weight back yeah it's staggering statistics so people don't actually keep the weight off when you reverse diet properly you can your body to a healthier caloric intake while maintaining the same about body fat percentage is that you have is this what set point means yeah that is yeah where you where you adjust your set point now it's it's gonna be it's it's challenging because like a lot of people wanna go full re restart once they get to yeah so you have to kind of pace yourself a little bit and just slowly walk your calories back up so usually like not to get too much of the weeds of it but you wanna put yourself back up to maintenance so you could feel you know great again is it depends how lean you get to as well and then just slowly walk up the calories over time but it's usually not a stressful process at all i've seen guys eat like more calories than they were when they were fat but now they're thirty forty fifty pounds leaner yeah and that's just such yeah it's like an amazing thing because now you can go out and live life and you look amazing and you eat way more food than what you used to that's a secret and like diet success being able to just like go back to your like quote unquote regular life and this is why this is why i actually appreciate your approach so much like not just the diet not just to working out not just the peptides not just supplements not just my like it's all of it like it is truly all of it that's why i can't stand like thirty second reels on how this particular doesn't change your life because there's so much more it than that but listen like to your point you know you spent thirty years twenty years getting yourself into this shit you're not gonna take twenty years to get out of it but like you gotta change some stuff you gotta change habits last question i like to ask about everything that you've learned in your life it could be die advice could just be life advice you have to pick the most important thing that say you could only pass this one lesson onto your kids because it is the most important okay the most important it could be the thing that you know just radically change your life it could be the best piece of advice you ever got from a mentor or whatever it is but you can only take this one thing and pass it on to your kids what would that thing be and why have enough faith to begin the process and god would take care of the rest claude is a success story partner now as a podcast my worst nightmare used to be going into an interview under prepared now claude has completely changed my prep game and if you don't know what claude is claude is the ai for mines that don't stop at good enough it is the collaborator that actually understands your entire workflow and thinks with you not for you whether or not you're debugging code at midnight or you're strat your next business move claude extends your thinking to tackle the problems that matter i feed claude my guest articles before i do a podcast i feed it their company updates past interviews and it helps me spot the angles that nobody else is talking about last week claude research capabilities pulled together insights from over thirty sources about my guests industry and it helped me ask questions that always make them say great question nobody's ever asked me that before claude is by far the most useful tool to grow any business any podcast and really just help you extend your thinking on whatever it is you're working on if you're ready to tackle bigger problem sign up for claude today and get fifty percent off quad pro when you use my link claude dot ai 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indeed is a success story partner now here's your tech hiring tip of the week from indeed seventy three percent of tech workers say flexibility is one of their top priorities so if your job posting doesn't mention flexible hours or remote options you're basically invisible to three at a four candidates keep that in mind look hiring tech talent right now it's tough you are competing for people with super specific skills everyone wants hybrid work and the salary expectations are through the roof it's a lot that's why indeed actually makes sense they're the number one place where tech people go to apply for jobs we're talking three million tech professionals in the us and eighty six percent of them have applied through indeed it's not just some job board where you post and pray they've got tools like smart searching and their tech network that use ai to connect you with people who actually have the skills that you need companies using the tech network saw over four times more relevant applications that's huge more qualified people way less time wasted whenever i've needed tech talent in the past indeed is the only platform choosing if i needed to hire top tier tech talent today i'd still go with indeed post your first job and get seventy five dollars off at indeed dot com slash tech talent that's indeed dot com slash tech talent to claim this offer indeed build for what's now and what's next in tech hiring in this lessons episode discover why effective communication starts with thinking like an entertainer not an executive explore how a emotion driven messaging builds stronger audience connection understand how the k boss framework turns bland pitches into story driven experiences and uncover why leading with problems before solutions builds credibility and engagement you gave me some good points to run with that i i wanna bring up so one of your points was don't think like an entrepreneur or executive think like an entertainer explain what that means for people that that don't understand the value of storytelling or or even just just break that down yeah of course that's and that's really like the startup up hype man like guiding mantra is think like an entertainer the idea behind that is the entertainer is solely concerned with their audience right they they have one goal in mind elicit an emotional reaction from the crowd get them to feel something get them to leave the arena buzzing about something and it's that that's actually why when you know so so scott who who's like your favorite music artist favorite music artist oof move that's a good one which which genre oh i'll go with i'll go with i'll go with somebody who who can't be controversial anymore i like a vic if vic is a great artist sure rest and peace right rest and peace exactly yeah i'm not gonna name any people that are still around because i might i might i might stir some feelings whatever but vic everybody loved the vic okay so levels of vic right so when avi hits the stage or when he he did hit the stage here's what would happen right he'd come out and be like how is everyone doing tonight and everyone's like yeah we're doing great and it's like alright let's do this k what did not happen with a vic or any artist for that matter they do not hit the stage and go how's everyone doing tonight yeah we're great okay great so check it out here's what's gonna happen i'm gonna play every song in my catalog that i've ever come out with it's like you know nine albums deep but i'm not just gonna play those songs you've heard i'm also gonna go through the b sides and the draft versions and some things that i've been working on in the garage recently because and i i don't really care that you you don't care about all those but i they really mean a lot to me and it's important me and it's gonna take about like twelve hours to get through it all who's with me you know even like the biggest of vic fan is gonna be like alright we gotta get home at some point right they you're they they think about like what's their set list and they say we're gonna compose this set list based on a take home feeling that we want them to have and and we want them buzzing with something and that set list is constructed very carefully now it doesn't mean you don't get the guitar solo or the wrapper doesn't go into like that you know that off script freestyle but the the idea is that they're working within a construct within a set list which allows them the ability to go off script momentarily but then come back to something they they you know they didn't just like go in blind and be like well a you it's a it's a three hour long free i don't know what i'm doing today yeah right so they have that set list and and again you know the actor will go off script if the scene demands it but it's because the scene demands it not because the actor demands it that's a that's a really great analogy that's a really really good analogy it really it really frames up what's wrong with demos but when you put it like that it's almost ridiculous why would you just like vomit verbally vomit on somebody everything you know if they don't need it or they don't care about it right how how like first of all there's different you know of course the ideal is to walk away from a demo with a positive impression of the person is pitching but you know maybe maybe you're looking at other vendors you have a neutral impression because they you know hit all the nails on the head and you just wanna shop around but if you're going to start pitching things then i've seen this before they open up like the feature brochure now virtually feature brochure and it's like like like just like threw everything and the person's like man i need like like a tenth of what you just showed me like chill out like let's let's let's like like in sell that for later but if you do that like and you're taking up somebody's hour hour and a half that's a negative it's a they walk away with a negative impression so not only could you not sell but could like jeopardize like your reputation as a sales rep as a company and and really really her chances of even you know selling in the future to that person of that organization so that's that's very important so entertain tailor the pitch tailor the stuff that you're giving over and and like hyper personalized so that it's like specific for them and that's it but you know well and even within that i think what's important they're the operative word you use there is tailor it right i think yeah there are like there's almost the other extreme that people fall into where they're like well every person is different so i'm gonna have nothing baseline to work off of and and and i'm just gonna you know go with the flow but that's not like tailoring means you had a suit that you adjusted for the situate situation like for the event you're going to or because you gained a couple pounds you know you brought sides a little bit or or vice versa it doesn't mean you don't even have a suit or or address to begin with yeah it means you had some base face clothing that you adjusted in the situation and that's i think the other extremist people fall into is they don't even know what the starter clothing is the starter material is yeah and then they're just doing everything on the fly yeah very smart okay so let's talk about elevator pitching what is yeah what is this is is that you pronounce it the key pas is that it key pass pass all you you clearly don't know any spanish i don't know any spanish i don't know any spanish and that's a oh that's a that's a anyways so that's embarrassing the k pass the elevator pitch framework yeah so let me let me just give some context to that so in my process we always start with what's your elevator pitch and the reason for that is everyone at the company know mean not even just sales and marketing everyone at the company should know what to say to the to the answer the question what does your company do right most companies everyone everyone's says something different that should be a pretty unified front there like that top line message about your company should be pretty unified yes you know one rep may have a slight personality tweak to it versus another but generally the message should be the same and it's not just that the elevator pitch represents what do you answer or for what do you do but it's actually like the foundation for all of your brand communication right like that is the movie trailer where and and the movie is the deeper interaction with your company with your product with your brand so while it may just be well while it is the answer to what does your company do it's also the elevator pitch is also what you deliver when you're on your demo call and you need to give that introduction to your company mh your elevator pitch is also what you build your pitch deck around right like it is the core and the deck is an extension on the value delivered in the elevator pitch the elevator pitch is also what you what your marketing team leverages for the materials they create and that's why i'm very intentional that formula i created the k pass pitch method it's like all of these things funnel back to k pos and i'll get into what that means in a second mh and and the idea is that you you you become a better storyteller by consistently speed not only like having that hard line message in that formula but then also knowing throughout a sales process throughout a demo call speaking in like sub versions of k pos specific to the you know the nuance situation so what k pas means in spanish which i think we've just identified i need to get sent some closets on ba or something yeah yeah so k pas in spanish just me it's like a cl way of saying like what's up or what's happening okay k boss go it's what you'd say if someone like comes to hang out with you right oh what's up man and and this is something that i came up with several years ago when i was looking at like where is there a gap and how people are talking about their companies how they're pitching and and presenting what they do and so what k pas represents is an acronym the second half of the psa pas which stands for problem approach solution action problem approach solution action okay that mode of communicating is inherently buyer focused it is inherently audience driven because what you're doing when you lead with the problem first you're creating context and frame of reference for why you should be why you should exist why you're talking about this in the first place but most importantly you generate and you lead with empathy mh and because you're leading with empathy then it makes sense why you have a solution for this thing what i see most companies do and honestly it's it's oftentimes driven by the ceo accidentally they will talk they'll jump immediately to solution we have a you know we we have a saas ai platform that gives you the you know the the roi on on on all of your digital spend right they lead with solution first we have a you know dashboard that does x y and z and that cuts empathy out of the equation altogether but with k pas again problem approach solution action you start with empathy so you you you make it about them out of the game again customer focus customer centric that's exactly the framework for everything that you're teaching over so i love that yeah and and while again while it's your heart elevator pitch that idea of communicating k pas right it's also how you can demo every aspect of your product when you do get to that component or when you do when you get to that part of your process right so what you'll see on a lot of demos which are just like horrible is the person will say what we'll just be like okay here's this feature here's what it does you know this widget down here does this thing yeah and and it it creates this like overwhelming amount of information in a snooze first versus if within the product level itself if you are like okay so let's start here usually when you're working you encounter this type of a challenge right okay yeah that you that's what we hear often great well our way of addressing that is this and here is what this widget does for you to address that what are your thoughts there could that work for you right so so it be become you're just kinda like weaving this tapestry mh by talking continue to communicate in that way thanks for tuning in if you found this valuable don't forget to hit that subscribe button so you never miss an episode and if you wanna dive deeper into this conversation check out the links in the description to watch the full episode see you in the next one claude is a success story partner now as a podcast my worst nightmare used to be going into an interview under prepared now claude has completely changed my prep and if you don't know what claude is claude is the ai for mines that don't stop at good enough it is the collaborator that actually understands your entire workflow and thinks with you not for you whether or not you're debugging code at midnight or you're strat your next business move claude extends your thinking to tackle the problems that matter i feed claude my guest articles before i do a podcast i feed it their company updates past interviews and it helps me spot the angles that nobody else is talking about last week claude research capabilities pulled together insights from over thirty sources about my guests industry and it helped me ask questions that always make them say great question nobody's ever asked me that before claude is by far the most useful full tool to grow any business any podcast and really just help you extend your thinking on whatever it is you're working on if you're ready to tackle bigger problem sign up for claude today and get fifty percent off quad pro when you use my link cloud dot ai slash success earn up to two hundred thousand bonus points with the i g one rewards premier business 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