Dan Martell - Meet The Genius Behind Every Online Coach

00:00:00.000 So I'm working like three or four jobs and I'm trying to feed my family and pay rent on

00:00:03.460 nothing. I'm supposed to go to the supermarket on the way home and I don't know how to pay for it.

00:00:07.900 And I come home and Kiri Marie, my wife, goes, hey babe, we've got some news. And in my brain,

00:00:11.720 I'm like, oh, I love news. And she goes, babe, we're, you know, I'm pregnant. Big hug and oh,

00:00:15.520 that's amazing. And then she leaves and I'm like, oh, yeah, I honestly thought we were going to go

00:00:18.820 under. You are the guy who taught me how to build my coaching company. I was about to stop coaching

00:00:24.200 and you were the one that showed me a completely different way. The delivery model is the big

00:00:28.020 unlocked for a lot of people. One-on-one coaching. Can I help clients? Yes. Can I make good money?

00:00:31.600 Yes. Can it scale? No. Okay. Course. You know, that's the other big model. Can I make great

00:00:36.300 money? Yes. Can I scale it? Yes. Do clients win? Hell no. 3% of people even finish the freaking

00:00:40.040 course, let alone get the results. So then how do we design a group coaching program that gets

00:00:43.740 clients even better results that they get with you one-on-one? How do we get coaches to feel

00:00:48.060 comfortable charging what they're worth? Well, you realize that your worth has nothing to do with it.

00:00:52.460 It's coaches who think way higher than themselves than they should, and coaches who think way less

00:00:56.020 themselves than they should either way they're making a mistake you're thinking about yourself

00:00:58.380 the reason we had an amazing year and got 50 coaches to a million bucks a year the hack is

00:01:03.880 we said an impact goal not an income goal and it was life-changing you're the yoda behind all these

00:01:08.120 other coaches i've walked into rooms and seen people like ryan dice jason capital mosey who

00:01:14.440 i first met in your room all past seem to lead back to talking talking more what's up man hey

00:01:23.460 man stoked to be here dude well it's good to have you in the house uh even better to have you in

00:01:27.300 Kelowna so fun it's been uh years well a couple years since most of the group moved here and we've

00:01:33.660 been talking about getting you here yeah you had to trick me into coming to speak at an event well

00:01:38.260 at first it was the Croatia trip which was like step one phase one get them closer to Canada phase

00:01:42.940 two I know one of our kids actually no asked me that this morning he goes is Croatia a lot closer

00:01:49.500 to australia and i was like i don't think so so once you leave you kind of already left yeah once

00:01:53.720 you're on the plane um talkie i've shared this publicly with many people but you are the guy

00:01:59.420 who taught me how to build my coaching company there would be no dan the coach if there wasn't

00:02:03.840 a talkie i know that's you don't like compliments but i'm gonna give you the biggest compliment

00:02:07.600 um i had the fortune uh the i was fortunate to have jason gainard sit us together at a mastermind

00:02:15.280 talk yeah first night dinner yeah like seven years ago would it be something like that and um i was

00:02:21.900 about to stop coaching and you were the one that said oh mate why are you doing it that way and i

00:02:26.100 was like i don't know any better and you showed me a completely different way to build companies

00:02:31.160 um especially coaching organizations and you've worked with some of the coolest folks yeah you

00:02:38.220 know and i know you again you're not gonna brag but i'm gonna brag for you i think at this point

00:02:42.560 my guess is you've worked to over 5 000 coaches so you've been doing this for a long time yeah

00:02:48.480 i've walked into rooms and seen people like ryan dice jason capital uh i mean kuzmich all of our

00:02:57.160 friends todd herman etc but like all these other coaches it's like you're the you know you're the

00:03:03.500 the the yoda behind all these folks that are a lot louder and run you know lots of ads but we

00:03:11.340 you know all paths seem to lead back to talking and there's something epic about watching them

00:03:16.160 on social and seeing your thumbprint or your dna in their stuff i was like okay we we did that oh

00:03:21.300 dude a lot of my stuff anybody that follows me uh hopefully they come into your world they'll see

00:03:25.860 that that thumbprint i mean even the event that i ran yeah you know the way i structured the days

00:03:30.700 that's all from your frameworks um but i want to go back and i remember one time i was watching

00:03:36.240 you share a story there was only one place i ever saw it was a facebook live you did

00:03:41.240 and you were talking about not being able to get groceries because most people don't know i think

00:03:46.200 is it seven six kids you have how many kids you have six kids three grandkids there you go three

00:03:50.280 taki's a grandpa and you were sharing the story about like where it was do or die yeah where you

00:03:56.920 had to make it happen yeah so i'm working like three or four jobs i'm in a how old would you

00:04:02.060 bit at the time i don't know araha's 14 now so 15 years ago 30 okay yeah working a bunch of jobs

00:04:14.300 i think at the time i was taking home like 60 grand a year my son's in it so you take out tax

00:04:18.400 and there's half of that left or whatever and then my son's in a private school which is 20 grand and

00:04:22.880 i'm trying to feed my family and pay rent on nothing wow talking about mate sam is this ethan

00:04:28.320 in school uh zachariah zachariah yeah there's so many kids i've got so a bunch of them in school

00:04:34.700 but zachariah was at this performing arts high school doing dance yeah and uh yeah i was talking

00:04:39.920 to my buddy sam and he's like how you going i'm like honestly dude i'm really struggling like i

00:04:44.560 was supposed to go to the supermarket on the way home and i don't know how to pay for it

00:04:49.100 and he lent me 200 bucks thank god and uh so i get the groceries i come home and kerry marie my

00:04:55.760 wife goes hey babe i've got some news in my brain i'm like oh i love news yeah and she goes oh you

00:05:00.540 might want to sit down i'm like oh i hate sit down news so i'm sitting down and she goes babe

00:05:05.000 i'm pregnant and i was you know like big hug and oh that's amazing and like and then she leaves

00:05:12.700 i'm like oh fuck like how are we gonna survive i was desperate man i was like yeah i honestly

00:05:20.180 thought we were going to go under and uh i figured that if we could get to like eight grand a month

00:05:29.020 by the time the baby was born we'd be okay and uh so stressed like just desperate what were you

00:05:36.880 doing was it all sorts of stuff man i was i was um working at a working at a job i was doing intro

00:05:43.180 seminars for my mate dan who was in melbourne i was doing the it was like study skills memory

00:05:46.340 techniques for high school kids okay uh i was doing i'd like done a little bit of consulting

00:05:50.740 with my um best mate mike i'd do the copy i'd get the clients to do the copy and he'd do the

00:05:56.120 the you know the layout and some strategy stuff as well there was enough work for both of us but

00:06:01.400 not enough money like he had five kids as well there's enough work for both of us and not enough

00:06:05.340 money for kind of either of us really yeah um yeah so i had one guy who i'd helped who

00:06:13.920 you know he went he was like it was a part of a coaching franchise and every month they'd publish

00:06:19.060 a like an email just with the names of all the franchisees from like making the most to making

00:06:22.900 the least he was at the bottom and it was two weeks before christmas and he was like super

00:06:26.960 desperate he owed head office a bunch of money another dude with five everyone's got five kids

00:06:31.500 in the story and there's a lot of kids and uh i'm like man i don't know if i can help or not he's

00:06:37.840 like i've got to pay head office back i've got 30 days to pay it back or i'm out i've signed a

00:06:41.600 non-compete and I'm like well I don't know like what's your plan he's like well if I can put on

00:06:47.920 a two-day seminar like a weekend seminar thousand bucks a head 50 people that'll pay the head office

00:06:51.820 back and 20 grand for me and my family will be okay I'm like okay but two weeks before Christmas

00:06:54.980 like who's going to show up nobody he's got no money I'm like well how big is your list he goes

00:07:00.740 well I've never really kept the list I've got seven clients I've got seven past clients but

00:07:04.160 they don't all not all of them still love me like I don't know if I can help you man but anyway so

00:07:09.200 came over to the house and we made a plan I just took talk to him every day for 30 days you know

00:07:13.400 five minutes in the morning 10 minutes in the morning what'd you do yesterday okay today do

00:07:16.360 this we'll check in tomorrow he went from like last to number two in the franchise in in our

00:07:21.340 region in 87 days paid all the money back and now everyone's like how'd you do that yeah wanting a

00:07:26.180 piece of the talkster and then we got this business kind of accident um made my grant

00:07:31.740 introduced me to a a dude who had a group of licensed consultants like marketing consultants

00:07:37.440 and i offered to you know he asked me to do an interview on his tuesday morning call

00:07:41.700 did that too scared to make an offer he was just terrified got good at marketing because i was

00:07:48.740 scared of selling and uh he goes afterwards he goes tacky that was a mate like mind-blowingly

00:07:53.920 great you just forgot to ask yeah i'm like yep i didn't think i should and he's like what are

00:08:00.240 you doing can you write me an email so i wrote this email at the time kieran marie's like super

00:08:03.760 super pregnant and so I wrote this email that he sent and I got 48 people wanting to join my thing

00:08:10.480 in like an hour so holy crap so then I had to call all the 48 people so I didn't have I didn't

00:08:16.340 know how to get money on the internet anyway some credit cards and away we go so you know

00:08:22.280 went from nothing to something real fast wow yes kind of changed my life what did you fall in love

00:08:31.320 with in that process of helping people like why i mean is there i love coaches because they're the

00:08:39.420 good guys yeah yeah i just love helping the good guys win it's them it's epic yeah um i love their

00:08:45.580 heart i love their creativity i love that i love how hungry they are and and grateful they are

00:08:52.440 i love that like it's one of the few businesses on the planet where you can

00:08:56.860 you know where income and impact are so closely related it's kind of rad it is and the person

00:09:03.920 that you get to become allows you to give more to the people yeah that's kind of cool yeah so i've

00:09:09.680 never set like a business goal yeah except once you and i talk about vision and goals all the

00:09:15.960 time just a bit yeah so uh so reading this thing it's end of the year a few years ago and we're

00:09:21.600 kind of setting the goals for the year to come and i was like you know the question was like

00:09:25.640 what's the number that if you hit it this year you'd know you've done a good job or something

00:09:28.800 like that and i was like well if we if we can get 50 coaches to a million bucks a year this year

00:09:34.480 then this would be a great year like marketing will take care of itself and sales will as well

00:09:40.140 and so that was the goal we set it's the only goal i've in my bones cared about apart from like

00:09:46.400 let's get to eight grand a month so we don't die yeah so we flogged ourselves all year to hit this

00:09:51.760 goal like we just there's all i could think about you're like where's the next million dollar coach

00:09:55.940 yeah and we get to the november event and people are reporting their numbers and we're at like 38

00:09:59.620 i was like okay well 38 is great yeah it's huge yeah but it's not 50 and it's the last big event

00:10:06.220 of the year what are we going to do and so you know over the next few weeks they came in bit by

00:10:11.380 bit by bit um alex scharfen and ari maizel were two of the last ones and then it's the it's the

00:10:19.300 second last day of work on december the 19th or something like that and i was exhausted you know

00:10:24.040 i got on the beach facebook live and the headline was i tried and we failed and i told the story of

00:10:30.020 how we almost made it and friends are like tucky that's almost better because like you can try

00:10:33.720 hard again next year or whatever and wake up the next morning i'm sitting on the toilet on my phone

00:10:37.560 like a schmuck and i get this text from you know sylvie mccracken for sure i get a text from sylvie

00:10:42.740 i love sylvie she's like hey tucky i just talked to the accountant we just hit a million bucks and

00:10:46.820 i just burst out on the toilet was she 50 she was number 50 oh man so i got snoop dog to shoot a

00:10:52.920 cameo for her and i was just like bawling my eyes out it was just like i felt like so honestly

00:10:59.580 relieved mostly yeah like so proud of you know me and the team and the clients and

00:11:04.680 yeah it was amazing where do people i want to give people a lot of value we'll come back to

00:11:12.260 talking the the person that i've gotten to know because and i've shared this with you like

00:11:16.500 you share 10 of you and i think the other 90 is actually super fascinating just as a as a father

00:11:23.080 and a friend but if we talk about coaching and coaches what are some of the moves that

00:11:30.700 coaches that get feel stuck and this is the part that for me is sad is like they have the most to

00:11:36.100 give other people yet they make decisions about how their business works earlier on that can hold

00:11:40.480 them into a place where it doesn't feel good and then they just stop yeah what are those what are

00:11:46.060 those those decisions that you think man i wish i could get to you like day zero and help you avoid

00:11:53.180 i think um like if you you can make an impact broad or deep and so that's kind of correlates

00:12:01.940 to like one-on-one or group and they're both super amazing models yeah um but i think there's

00:12:07.140 these incredibly talented people who are who care a lot who have got a ton of value to share and

00:12:10.780 they sign themselves up for a model that holds them back you know it caps you know they market

00:12:17.220 manually they sell one-on-one they deliver time for money it's like that's just a bad trade yeah

00:12:23.220 um yeah i think maybe less so now with business coaches but in the early days it was you know

00:12:33.120 mindset's the answer to everything and you know dude if mindset the only tool you've got

00:12:36.840 and coaches do more mindset than kind of anybody else on the planet except for maybe

00:12:40.660 athletes like well how come there's not more million dollar coaches yeah how come like 87

00:12:45.080 percent of you guys are broke and gone back to your job in three years what's that all about

00:12:49.200 so i think mindset's awesome and you're better than me so we all play the cards we like the

00:12:54.440 tools we've got i don't have those tools so i'm all tactics little of that um but i'm like great

00:13:01.320 you've got your mindset you can keep doing that let's talk about model like how do we market how

00:13:05.180 do we sell how do we deliver in a way that you know that we can have more fun we can help more

00:13:10.340 people we can make more money yeah so i would say model first what do you mean by model um

00:13:17.860 well and i know the answer i just yeah so like if you go i'm going to design a coaching program

00:13:22.420 what's my outcome uh can i make the money i want yeah can it does it help clients win yeah

00:13:31.040 and can i scale it yeah this is literally the conversation we had first time yeah because i

00:13:37.600 was going to stop because i made this mistake yeah and so if you go well one-on-one coaching

00:13:42.160 can i help clients yes can i make good money yes can it scale no okay course you know that's the

00:13:49.000 other big model the other end of the spectrum okay well can i make great money yes can i scale it yes

00:13:52.460 do clients win hell no no three percent of people even finish the freaking course let alone get the

00:13:56.800 results yeah so then how do we design a group coaching program that gets clients even better

00:14:00.900 results that they get with you one-on-one because you've got you know a pack now yeah even the you

00:14:07.340 You know, even the athletes who are in individual sports, they all train in squads.

00:14:10.780 Squads.

00:14:11.220 Dude, I train all my ultra.

00:14:12.460 I don't like training by myself.

00:14:14.220 Yeah.

00:14:14.540 Yeah.

00:14:15.280 Because when you're low, somebody else will lift you up.

00:14:17.780 Yeah.

00:14:18.200 Anyway, and you can like think about how many iterations it takes to get great at something.

00:14:23.800 And you can maybe, let's say you test one new thing a month.

00:14:25.740 But if you've got like 300 people testing one new thing a month and reporting in, holy crap, man, it's amazing.

00:14:29.660 Yeah.

00:14:30.840 Yeah.

00:14:31.560 I forgot the question.

00:14:32.260 Well, that's the model.

00:14:33.640 So people understand the model part.

00:14:35.120 Yeah.

00:14:35.420 And then the marketing one, right?

00:14:36.980 A lot of people get into this, like, you know, referrals only their business.

00:14:41.200 There's no marketing system.

00:14:43.300 No, there's not.

00:14:44.480 So referrals are amazing.

00:14:45.560 But if I said, Hey, could we get a hundred more clients tomorrow?

00:14:48.220 Most people can't.

00:14:49.100 Yeah.

00:14:49.740 So the, the, the marketing piece is how do we bring people into your world and then warm

00:14:54.720 them up to the point they're in eight, nine or 10 in terms of luckiness to say yes to

00:14:57.960 working with you, the right people, the sales process, it could be one-on-one, it could

00:15:02.100 be group.

00:15:02.420 It doesn't really matter.

00:15:03.840 Um, but the most important thing is it could even be.

00:15:06.980 it could be chat i love chat um how do we deliver it like i think if we the delivery model is the

00:15:14.280 big unlock for a lot of people yeah because then there's no fear i always say to people

00:15:18.740 if growth equals pain in your life you'll never do it you won't do it and most people

00:15:24.560 if they 10x their client base tomorrow yeah they die yeah especially coaches because they're

00:15:29.660 selling one-to-one yeah but even on the marketing side because this is the some of the unlocks you

00:15:34.460 shared with me earlier on is just even the idea of like putting your best stuff out there yeah

00:15:39.280 talk about that because what most people don't know if they're they're watching my stuff is i

00:15:44.020 literally share everything when i say everything you've seen me do this i'll teach it at my event

00:15:48.800 to my clients and then go give it away on my youtube for free of course including the workbook

00:15:53.460 yeah and the workbooks are great we should talk about the lead magnet yeah yeah so people are

00:15:59.140 worried about like if i teach my best stuff then people don't need me the truth is your best

00:16:03.080 prospects you know the content is just a reference check oh can this dude help me yeah they're not

00:16:08.420 looking to go like implement it all themselves the best people go they're looking for a who not

00:16:11.220 a not a how or a who with a how yeah and so uh there's this great quote i think it was um

00:16:16.580 justin roth marsh i first heard him say it and i was telling you about it the other day when you

00:16:21.800 give freely of your information you earn the right to charge a premium for implementation so good

00:16:25.320 and so if you think about any great training i wish i had a pen dude yeah i know i'm surprised

00:16:30.140 without a pen i'm like i'm drawing pictures with my fingers right now um think about any great

00:16:35.180 training it's got like four core chunks uh why it matters because you know we've all taught stuff to

00:16:40.020 people who weren't ready for it yeah and so the why is about getting people you know thirsty for

00:16:43.740 the stuff what you need to know which is kind of mindsets and how to think about it how to do it

00:16:47.580 and then uh what to do now yeah uh came from bernice mccarthy she's a primary school teacher

00:16:53.880 but why what how now is the is a great training and so if you go well what's my marketing look

00:16:59.040 like? I had this epiphany a few years ago going, well, if I'm delivering this great stuff to my

00:17:04.680 clients and I want my marketing to bring me more people just like these guys, if the content was

00:17:09.140 great for my clients, surely it'd be perfect for these guys. I mean, it would attract the perfect

00:17:13.680 clients. Right. And so here's the thing. I think a lot of coaches are running solo or very small

00:17:19.440 team. And so you don't have like unlimited resources or time. And so we like, we're making

00:17:23.060 content for our clients and then we're making like sales content for our funnel. And then we're

00:17:27.220 making marketing content like we're making a lot of stuff a lot of stuff and so if we can just take

00:17:31.380 that kind of that format model of why what how now and we get a pair of scissors and just cut down the

00:17:35.440 middle and in public we get we give the why and the what and the how and the now is for clients

00:17:40.560 done and so we make too much we make more than we need to i think most coaches create too much

00:17:47.020 and market too little oh so good and so if we can just take the stuff we've already given to our

00:17:51.820 clients i've seen you do this i do the same uh you know every week there's a there's a show and

00:17:56.700 it's the why stack from our training and the five key points from the training and then we offer a

00:18:02.680 content upgrade like a lead magnet which is just the worksheet from the training that if they watch

00:18:05.880 the video they'll have a better idea about what to do with and then you cut down your creation time

00:18:10.520 by miles and you're adding actual value to your prospects it's kind of cool i think you're like

00:18:14.260 your marketing will change more lives than your coaching ever will so good yeah it's good if you

00:18:19.600 do it right if you do it right and the people that are scared to give that away talk to those

00:18:26.920 folks like the ones are like i don't even know what was happening this morning but somebody said

00:18:31.360 that to me they're like what what if i give away my best like do i keep the best stuff though like

00:18:36.260 talking that five percent i'm like no give it away well what happens if you don't that's the

00:18:41.340 nobody knows that you got it too that's the crazy part right it's just like they say like what if i

00:18:45.780 train up my my team and then they leave i'm like what if you don't train them and they stay it's

00:18:49.540 the same game so if you don't give away your best stuff and no one's gonna go well that was like

00:18:54.780 you give them your mediocre stuff well that was pretty crap but maybe on the other side of this

00:18:58.900 paywall it's good somehow it's gonna be better no dude that's not how it works um and they're

00:19:05.180 they're paying for you you talk about the speed implementation accountability yeah the the

00:19:10.360 sequencing like talk about that yeah so i think in a coaching program people join for the stuff

00:19:18.080 the content that tricks that you've got yeah it's the chocolate right but so people join for the

00:19:22.800 content but if it was just the content would all be billionaires with perfect dabs right yeah um

00:19:28.980 and so it's not enough so what makes people actually win well what people what makes people

00:19:32.700 win is coaching and the coaching is you know give me a problem i'll look at it through my frameworks

00:19:37.680 while you're explaining your problem i'll pick which framework maps to it and i'll be able to

00:19:42.100 teach you the solution so i'm just like looking at your situation through my lens and i can give

00:19:45.820 you the the custom perfect tweak so there's a there's a customization piece yeah there's an

00:19:52.840 implementation piece there's a whole bunch of support that goes on like half the stuff is

00:19:57.080 giving people permission and so if people join for the content and they win because of the

00:20:01.700 coaching but they stay for community and so as a coach you don't just have one

00:20:06.200 asset you've got these three but the the prospects don't care about the community

00:20:11.880 they care about the stuff because it promised to solve a you know a bleeding neck problem

00:20:16.380 and so we lead with that always give them that and then i've i've heard you share with people

00:20:21.220 that um we get bored with our marketing before the market does or something that i mean that's

00:20:27.160 another part it's they're creating too much and or they're moving on too quick yeah we get bored

00:20:32.160 you know of saying the same stuff answering the same questions again and again and again yeah

00:20:36.040 but you're not talking to the same person again and again and again you're talking to a movie

00:20:39.760 parade yeah and so like sell by chat we were teaching that you're talking about that the

00:20:45.020 other day yeah dude it's like nine years old in my world i know but every person this is a high

00:20:50.820 level seven eight figure coaches in that room and they were all like frothing of course they're

00:20:56.960 like oh teach it again again it's sometimes we have to be reminded not

00:21:00.780 taught new right yeah true not new true not new yeah agreed so marketing the

00:21:06.220 same way we just got to keep yeah yeah it's like parenting you have very few

00:21:09.680 rules and you repeat them a lot very few rules yeah it's like here's the 19

00:21:14.720 principles well no kids gonna remember 19 principles but if it's like seeks like

00:21:17.600 on your wall I can remember that yeah so that we get the marketing out of the way

00:21:21.360 so that we we create the content we're already teaching becomes the stuff we

00:21:26.360 giveaway for free yeah that takes care of a big hurdle for a lot of coaches and then how do we

00:21:31.580 get coaches to feel comfortable charging what they're worth asking for the order yeah this is

00:21:38.640 essentially yes this is so good because this was my challenge i was shit scared of you asking for

00:21:45.620 money and all this stuff so i got good at marketing so that because great marketing makes sales easy

00:21:49.540 maybe even unnecessary in some cases um so how do you get comfortable charging what you're worth

00:21:54.840 well you realize that your worth has nothing to do with it so like my self-esteem has got nothing

00:21:59.020 to do with my value to a client um nobody wants a taki if they could do it without me they would

00:22:05.220 i'm a necessary evil this is how i think about it that's a good frame yeah so my self-confidence

00:22:10.120 irrelevant like i could be you know useless to people but have incredibly high self-esteem

00:22:15.460 i'm i'm not that helpful yeah i could be the most coaches the other way around really great

00:22:20.760 and no confidence so your confidence is irrelevant uh the way we think about this is um is to price

00:22:27.700 based on the cost of not hiring you and so if you think about let's let's go to a client that

00:22:33.840 you've worked with who's got an amazing result yeah like okay well if they hadn't have got this

00:22:38.160 transformation where would they have ended up uh and not just like okay well let's say you got

00:22:43.620 someone to a million bucks well they wouldn't have got to a million bucks that's cool what else

00:22:47.040 wouldn't have happened there's all these like processionary effects how would their family

00:22:50.560 have changed etc so the cost of not hiring you is really expensive yeah um i think most coaches

00:22:55.860 their self-esteem gets in the way and i like i don't have mindset skills so i just do what i

00:22:59.780 call the confidence bypass which is like your confidence doesn't matter we're just going to

00:23:02.400 focus on the value and the value is the cost of not hiring you and the return that they get when

00:23:06.940 they do and so in a in a chat conversation we ask you know what's your monthly income up to right

00:23:12.660 now where do you want to be and let's say someone's at 20 grand a month and they want to be at 50 well

00:23:15.920 it's costing them 30 grand a month not to know this stuff yeah okay so my two and a half grand

00:23:20.780 a month is cheap yeah and that's how you price your stuff it's funny i think i saw i think it

00:23:26.440 was today hermosi who i first met in your room alex and layla you invited them to come speak

00:23:31.360 they're incredible and he said something he said if your potential is a million a month but you're

00:23:36.100 only making 50 then your cost of not knowing is 950 yeah the ignorance tax yeah it's and it's

00:23:43.700 brutal like and we're all paying it right now yeah it's a beautiful frame because it does take the

00:23:48.820 the confidence out but then then how do you recommend because you have a different ways

00:23:53.000 like sell by chats the new like it's not new it's all for you you've been doing it forever but like

00:23:57.140 a lot of people still are doing it so like what's what's the different ways people could think of

00:24:01.820 selling and how do they cue up the conversation so that it is easy as where do you want to go

00:24:07.240 from here and the answer is let's work together yeah so so just so i'm clear is that about how do

00:24:13.220 we get the conversations or how do we have the conversations no let's do have like because it

00:24:17.420 doesn't matter if it's sell by chat or i'm on in a group or one-on-one there's still a flow yeah so

00:24:22.640 i think the first thing you want to do is if our value is predicated on the the problem they've got

00:24:29.920 then we need to be in diagnosis mode yeah and so doctor frame doctor frame yeah exactly so my job

00:24:35.840 is kind of clipboard in hand how long has this been going on yeah first do you work with ideal

00:24:40.820 customer yeah yeah like qualify them yeah so our our flow is basically five or six questions um is

00:24:47.240 it really hard for you to talk without drawing right i can see i can see you doing your fingers

00:24:50.980 like yeah i've never had a conversation this long without a pen i can see the visual models that

00:24:55.700 you're thinking through because i've seen you teach it so many times it's awesome by the way

00:24:58.900 if you're watching this i apologize for the hand gestures i'm not italian i just literally know

00:25:02.740 which one you're going to yeah i just want to draw so much yeah um okay so we have to start a

00:25:08.260 conversation that's an opener yeah uh and the opener like if it's an inbound lead we're just

00:25:13.180 like what kind of clients do you work with yeah um because i want to know are they in our market

00:25:16.900 and it's an easy soft easy to reply to question yeah then uh you know assuming that they're in

00:25:21.840 our market will continue it also sets the frame see i think people spend too much time asking

00:25:25.820 questions to build friendship no right and like even the questions like which clients do you coach

00:25:31.200 i'm not asking you like what city do you live in correct i'm not asking you like did you see the

00:25:35.480 game on the weekend i'm going this or that yes correct and he's he's that he's the frame around

00:25:40.720 that is uh you know what they're trying to do with the friendship questions is build rapport

00:25:46.160 yeah rapport is is defined as a relationship of trust and responsiveness and what they're trying

00:25:52.140 to do is earn trust and kind of create responsiveness but leaders don't do that no

00:25:57.460 leaders assume trust and demand responsiveness so that's what i'm doing yeah um so what kind

00:26:04.680 of clients you work with one-on-one or a group fascinating uh what's your monthly income up to

00:26:08.580 right now and where do you want it to be yep that stretches the gap that stretches the gap it just

00:26:13.460 gives me a sense of like what's the you know what's the goal here what's the are they crazy

00:26:16.960 right yeah right i'm at six dollars and i love to be a millionaire by friday okay that's probably

00:26:21.040 not gonna happen yeah i mean maybe but i don't have those yes um and then it's just a question

00:26:27.200 of okay so if this is the gap what are the two or three things you need most right now to bridge it

00:26:31.960 and they'll tell you their kind of buying criteria would you like some help i know it's kind of great

00:26:38.620 when you can actually have them tell you what then you need to just yeah if they want some help it's

00:26:44.900 like yeah and it's good well we have a thing and then you just map yeah 100 thing to your thing

00:26:49.320 because the other mistake that we make a lot uh in coaching is we've got a let's say we've got a

00:26:54.020 group program and we've been doing it for a while we've got a lot of training a lot of videos and

00:26:56.540 there's a facebook group and there's events and all the stuff yeah we want to give them it all

00:26:59.380 yeah and they don't need it all no i mean it i'm happy for them discover that it's better than they

00:27:04.100 expected but to get somebody to go from curious to committed i just need to like show them that

00:27:09.260 the stuff they care about is in my thing yeah you don't have to overwhelm them with all the

00:27:13.220 i used to do that a lot oh same yeah i was like oh we got all these i got 14 things that we do and

00:27:17.800 they're like okay well now it's time to feel like hard work totally yeah and and i don't know well

00:27:22.880 now i don't i feel a little confused should i go see if other people have other stuff that's

00:27:26.480 different because i didn't even know that there was all these other stuff yeah or that sounds

00:27:29.780 like a lot maybe i'll just go to someone who's got just the piece i want and not all the other

00:27:32.620 stuff and then you do this really cool thing with the objections where you ask you know as they come

00:27:38.640 up you answer them but then you add them to the faq to like the yeah you know so it just helps

00:27:44.000 yeah so uh in a sell by chat scenario usually we've got some kind of document that we send

00:27:49.060 people yeah google doc or just and just to give people context you have clients doing a million

00:27:53.060 a month just on sell by chat yeah so some people that have not even sold on chat you have people

00:27:59.620 selling big things little things yeah i used to believe that you could only sell like a two thousand

00:28:03.620 dollar or less thing by chat it's so stupid yeah beliefs yeah beliefs i just i hadn't seen it and

00:28:08.500 then one of my clients was like i don't like sales calls why don't we try it and next thing you know

00:28:12.820 they've sold a 48 000 thing on channels like holy crap you know sharon yeah sharon sold like a

00:28:16.740 a million dollar deal on text message chat yeah that's pretty rad so if you've

00:28:24.880 got a an offer document and with you know like here's how the program works

00:28:28.740 yeah and after sending it to people they come back with questions and if it if

00:28:33.000 it happens once fine no big deal answer the question and move on but if it comes

00:28:36.180 up again and again well then clearly there's something missed or us people

00:28:38.500 wouldn't be asking the question yeah so let's just take the thing and turn it

00:28:40.920 into an FAQ at the bottom so that now you can handle the objection beforehand

00:28:45.360 yeah or even like seed it in the presentation if it's a webinar or my favorite is using the q a

00:28:52.580 seed the q a from some client or whatever on the call to ask you the questions you wish people

00:28:57.140 would ask to deal with the objections yeah because like at the end of the day if i know i can help

00:29:02.660 somebody i'm trying to help them get themselves out of their own way because we all have these

00:29:06.600 like weird things about delaying stuff putting it off etc and um creating the environment where

00:29:12.780 you can answer those questions is like the thing we can do it's almost like our responsibility

00:29:17.480 if we want to serve is to help them where what i see people do talking and i know you teach this

00:29:23.280 is they start coaching in the sales process right yeah so conversation that's a sales process then

00:29:29.620 the client and they're not good at coming back from that frame so all of a sudden now they're

00:29:34.360 like coaching in the dms or coaching on a on a sales call it's like my job is to create an

00:29:39.560 awareness of a problem and an awareness that the solution exists that's it yeah and my job on a

00:29:45.860 sales in a sales process isn't even to sell it's to like i got this from a guy right at the early

00:29:51.300 days ari galper it's like um you know this is on phone sales it's like my job's not to sell it's

00:29:58.200 to work out if we're a fit or not and if we are a fit of course we'll work together if we're not

00:30:02.140 of course we won't and so i'm not attached to a damn thing uh i don't like i don't have to

00:30:09.060 answer objections because they're just questions and i respond and if it makes sense we do it

00:30:13.160 it's kind of elegant easy yeah yeah i love it it's the uh it's the selling from the heels not

00:30:19.740 the toes right exactly not having that commission breath commission breath stinks stinks and people

00:30:25.060 know they can feel especially if you're like you know you're too needy in that sales conversation

00:30:30.280 which makes a weird setup for them being a coach anyway our client yeah yeah like that yeah anyone

00:30:36.900 who was like what they say a mind convinced against its will is of the same opinion still

00:30:40.620 like you can push someone over the line so good yeah it's probably from lincoln or some sounds

00:30:45.600 like dr zoo totally not lincoln or dr zoo it's hard to tell one of those guys um but yeah if

00:30:52.000 you have to like push someone across the line to be a client that's not going to be it's not a

00:30:54.860 great start to a working relationship no they're gonna be quick to cancel and give your team a

00:30:59.180 bunch of grief yeah um let's talk about models because obviously you know you're sitting here

00:31:03.740 doing this because you're you like to drop in right now and and before the our conversation

00:31:08.420 i reached out to friends of ours and your wife that know you well and i said what are some of

00:31:12.380 the things that you admire and that was the you know it's unanimous it's like talking you've got

00:31:16.880 this incredible skill to hear pain under and and then also interview for solutions and and deconstruct

00:31:24.780 and then visualize it and then also teach it in a way that just lands yeah where did that come from

00:31:32.760 i don't i don't know that i kind of know i kind of know kind of know yeah let's pull on that thread

00:31:42.320 okay so the first guy i saw do this there's two people i saw do it well um first introduction

00:31:47.960 to like online marketing is dude ebon pagan yeah everybody knows i loved ebon yeah uh the rest of

00:31:52.440 like very like sleek sales dudes and evan was like the first like thinker i was like okay this

00:31:56.620 guy teaches in circles and triangles and squares i can get that and then um so i really resonated

00:32:01.360 with his teaching style personality wise we're super different but his teaching style i really

00:32:04.840 liked um and then uh it's a guy in sydney called matt church who you know who solidified circles

00:32:15.500 triangles and squares for me in a way that no one else had um but just like now we were at your

00:32:23.280 event talking to someone who's like never taught anything to anyone he's like i'd love to learn to

00:32:27.180 teach in models i'm like okay what's something maybe we're getting ice cream yeah what's something

00:32:30.180 in line yeah what's something you want to teach and it took him a while to even figure he couldn't

00:32:33.520 even know what he would teach and then it was about driving costs down yeah i'm like okay well

00:32:38.840 just gut feel does that feel like a circle or a triangle or a square and he thought about it for

00:32:42.680 while and he said a triangle 100 it's a triangle because it's got some direction to it and so

00:32:46.660 you're part of its direction you know like uh part of it is like if there's three things you

00:32:52.180 want to teach that's going to lean naturally to a triangle or three circles that overlap or

00:32:55.300 something but but what i love about it is the ability to like draw a picture that sets context

00:33:00.200 yeah there's no disagreement at context everyone like so like when you see a good model you

00:33:04.840 project yourself into it and it creates a whole bunch of meaning oh that's interesting so you're

00:33:08.540 creating a container for the conversation which is sets the context exactly and then the how-to

00:33:14.240 can follow from there ah yeah there's no if not then everybody can still be i don't know if i

00:33:19.900 agree yet right but the moment i've seen myself in a shape yeah i know where i am i know what's

00:33:25.140 missing i can see what's important okay now you lean in exactly draws them in that's really cool

00:33:30.840 yeah and then but you also because i remember one time we were doing a session for your group

00:33:35.320 and i was unpacking something it might actually early days of the book maybe is just as your book

00:33:40.420 launched yeah and and as i'm talking you're you're putting it into a model yeah and at the end i sent

00:33:46.800 you a voice note i was like dude do you have a training on how did you just do that you're like

00:33:50.620 not really mate let me let me record you something yeah and then you shot and i was just like wow so

00:33:54.960 just there's more to it than the shape there's the language 100 yeah how do you like i really

00:34:00.840 want coaches listening to this to maybe walk away with like their first quadrant or like so what

00:34:06.940 else would you give them as like how do you label things for is yeah you're looking for

00:34:11.180 um let's so let's go quadrant because yeah it's easy yeah a quadrant before any of the fancy

00:34:19.120 stuff around it it needs what's this line called and what's that line called yeah so the first

00:34:22.580 thing i'm looking for is x y so yeah in this it's about money up and time down yeah right yeah as

00:34:28.120 an example and so this is money and that's time everybody knows that the top right of a quadrant

00:34:32.620 is the good bit and the bottom left is the bad bit yeah and so it's going to be high money low

00:34:37.180 money lots of time not much time and so first thing we need is get the axes right

00:34:42.500 then we get to um then we go what are the quadrants yeah what are the so basically goes

00:34:49.600 awareness distinctions like what's what's in the overlap between these two lines

00:34:53.640 distinctions and then prescriptions prescriptions is so what do i do with this that goes on the

00:34:58.660 outside that goes on the outside yeah uh and then then we kind of come back and we look at language

00:35:03.240 palette yeah and language palettes we've all got different styles my palette is generally pretty

00:35:09.080 casual and action oriented so all of my not all a lot of my stuff is like verb noun yeah you know

00:35:14.260 pick up the pen it's like very i know what to do you know drive sales yeah so you use that as your

00:35:19.540 label in the quadrant or the action yeah exactly right and so i'm just if you but if you think

00:35:24.860 about like awareness like what are the angles which makes sense distinctions if i have this

00:35:28.560 and that what do i get if i have this and that what do i get yeah or if i have those but i don't

00:35:32.560 have this what you know what's missing yeah uh and then prescriptions is like okay what are the

00:35:37.160 three things i should do about it yeah all of a sudden you've got a useful shape and then we do

00:35:41.220 otherwise we've got a list in a square yeah well and that's the thing i think i did that for a long

00:35:45.220 time until yourself and simon bowen you know miles of cells yeah yeah brilliant but then there's the

00:35:51.260 if you don't do these things you get this yeah so that's another that's the red stuff on the

00:35:56.860 correct yeah and then you can add color so like yeah greens are good reds are bad blues are do

00:36:01.000 these things yes for me um yeah yes it's really weird not being able to drive when we're talking

00:36:08.700 about a picture man it's so weird yeah it's like describing radio to people who are describing tv

00:36:12.700 to people on the radio you'll get it it's weird but and then to just put the bow on it it's the

00:36:19.440 the naming because that's another thing people are like how do you name all these stuff well i was

00:36:23.700 like talkie taught me yeah right the product handle yeah so like because because for me if

00:36:27.960 i don't give it a name then there's no container yeah it's a difference between like a concept

00:36:33.340 and something really concrete yes the moment it's got a name a model a worksheet it's a thing now

00:36:37.960 it's such a thing i always think about my stuff like um it wants to sound like the sort like

00:36:44.880 something so solid and so like an object that batman would strap on his utility belt yeah

00:36:48.820 and so it's always the something something um the product handle is you go through a little

00:36:54.660 activity where you go kind of um what is it what's the benefit of it yeah the metaphor

00:36:59.120 yep a metaphor and then that'll give you some like raw ingredients and then there's a list

00:37:03.360 of like describing words you know it's it's blueprint process focuser i know them all by

00:37:07.400 of course that's a maximizer yeah or whatever it is uh and then you just play you pick two or three

00:37:13.660 uh from each column yeah and then you just you know match them up and you find one that sounds

00:37:18.660 that kind of sings and the key for me is i always have to go to what do i naturally want to call it

00:37:23.980 because i've definitely made the mistake of calling it something else because maybe it sounded cooler

00:37:28.400 on paper yeah but then when later for recall right and they're like what is it well it's the

00:37:33.480 da da da and then they're like no it's not it's called this i'm like i really should have called

00:37:37.440 it the da da da because that's the thing yeah that my brain goes to yeah right there's sometimes we

00:37:42.420 can get a bit clever yeah and we name it we name it clever instead of like what someone would search

00:37:46.760 for in your website totally yeah yeah and then we tm it because it's talking more we do tmdm my team

00:37:52.140 gives me crap for it all the time um so that that is all like if coaches are listening to this

00:37:58.580 we've just given them a clear like don't do these things consider this understand how to unpack a

00:38:06.020 little bit of ip yeah but even in your world that's like six percent of what you do i know it's

00:38:12.300 so small like there's yeah there's everything around even you know orchestrations of events

00:38:18.180 and understanding the team structures and the content creatives and all that i want to go back

00:38:23.700 to to the talkie i know i asked kira marie about you know your wife what she admires of you she

00:38:30.480 she had a long list it was really beautiful listening to her just be a fan of talkie but

00:38:36.680 she mentioned um a moment recently in paris where there was a guy in a wheelchair oh did she yes and

00:38:44.680 she said that's the kind of stuff i love about talkie yeah what was that about so welcome back

00:38:50.220 we found this great coffee shop coffee in paris is historically difficult if you care a lot about

00:38:55.640 coffee and we found a coffee shop run by three guys two aussies and a mexican so my first day

00:39:00.340 i'm like i don't know about paris i'm not sure about this get there and meet the barista he he's

00:39:06.140 giving me directions to some local restaurant he's croatian so we were chatting about sasha

00:39:09.580 who makes the best coffee in australia and all this nerdy stuff and we're walking back out and

00:39:14.620 I see this guy

00:39:18.460 and he's in a wheelchair

00:39:20.380 it's hot

00:39:21.920 it's like 32 degrees

00:39:23.180 it's hot

00:39:23.640 and he's

00:39:24.980 not using his arms

00:39:26.340 he's just like

00:39:27.000 foot walking a wheelchair

00:39:28.400 really slowly

00:39:29.100 and I've done a bunch

00:39:30.440 of wheelchair pushing

00:39:31.080 you've seen me

00:39:31.840 yeah

00:39:32.020 Ethan

00:39:32.340 I was like

00:39:34.180 hey man

00:39:34.440 do you want to push

00:39:35.180 and he looked at me

00:39:37.740 and obviously

00:39:38.680 he speaks French

00:39:39.200 and I don't

00:39:40.020 and I'm like

00:39:40.500 do you want me to push

00:39:42.300 and he's

00:39:42.600 wait

00:39:43.240 and we got chatting

00:39:44.340 And I said, parlez-vous anglais?

00:39:45.960 No.

00:39:46.820 And for some reason he said, Portuguese.

00:39:49.160 I speak Portuguese.

00:39:49.940 I lived in Brazil for a year.

00:39:51.380 So we had this great chat.

00:39:54.760 I'm trying to remember his name.

00:39:55.640 It started with G.

00:40:00.040 We had this long conversation all the way up the street,

00:40:02.260 pushing this guy, got him to the station and said ciao

00:40:05.120 and walked off and didn't really think,

00:40:07.100 I hadn't even remembered him until now.

00:40:08.980 Yeah.

00:40:09.820 But he was just a guy on a hot day who needed a hand

00:40:11.500 and looked like him.

00:40:12.700 that that's that's you talking yeah and like i remember when we started working together i was

00:40:19.600 in san diego you have you were downtown you're like let's get together and you like jumped in

00:40:24.160 an uber met me at the hotel in del mar and we designed my whole program yeah sas academy dude

00:40:30.280 like dude it's crazy i actually did an event recently back at that same hotel is almost like

00:40:35.380 a homage an homage to to where it all started but i've seen you do this where you go way above and

00:40:42.400 beyond for your clients i want anyone i care about really 100 yeah how much of that did your

00:40:51.520 was always there or or even having so many kids and you know obviously raising ethan who's also

00:40:58.040 in a wheelchair and yeah i think with eth i got the when we found out ethan had cerebral palsy

00:41:07.280 like we found out one morning and that day we were catching up with two friends i talked to

00:41:11.800 my friend costa who i love and he had some physical challenges himself and he just broke

00:41:17.340 down in tears and he said like who do you blame and i just couldn't compete i was like what do

00:41:20.680 you mean i don't what do you mean everyone's got their own race he's running his and i'm not going

00:41:25.120 to compare him to anyone else and i was chatting with my other friend carl same day and we said

00:41:29.160 you know apparently something like one in one in a hundred or one in a thousand kids get several

00:41:33.920 whatever the number was he said isn't that amazing i'm like what he goes isn't it incredible

00:41:37.860 that out of all the parents he got you i'm like oh i'm gonna latch onto that and so we've always

00:41:43.620 been really aware of kids with different needs and i think um early stage i'll work with kids

00:41:50.320 because i was scared of grown-ups turns out grown-ups are just kids with bigger excuses

00:41:53.380 um i don't know man i think um what has ethan taught you oh so much he's a cool dude man he's

00:42:04.620 a cool dude he's so funny yeah uh he's taught me um he's taught me that it's okay to be different

00:42:11.820 he's also taught me i think that um like everyone's disabled

00:42:16.040 just like his is obvious and external but we've all got it yeah yeah but i've got stuff we've all

00:42:23.480 got stuff yeah they say what do they say um everyone's fighting a battle you know nothing

00:42:29.120 about or something like that i think that's true and so a little bit of um i'm not perfect at this

00:42:34.140 by any stretch of that but a little bit of a little bit care goes a long way

00:42:37.860 totally yeah if somebody's listening to this and they're three four or five

00:42:43.980 years into their coaching company and you know maybe their client called their

00:42:49.020 last client cancelled yesterday and yeah and they're just like why am I doing

00:42:53.820 this yeah talk to them so I think you you chose coaching for a reason like you

00:43:01.380 care about people a lot and you you know that like i mean there's three things you can get you

00:43:06.200 know money and meaning and freedom money's awesome some people are really motivated by it um i think

00:43:11.880 it's a byproduct of doing meaning meaning really well but if you care about clients then quitting

00:43:18.280 is really stupid because you're robbing them and you're robbing yourself for the chance of meeting

00:43:22.180 and helping them uh so you know first thing back on the horse there's always you know you're going

00:43:31.040 to be doing this hopefully for a long ass time you know every client you ever have eventually

00:43:35.060 will probably i don't want to sound negative but eventually your clients will leave even team

00:43:39.420 members will come and go you're the constant and by design it should be yeah 100 we had this great

00:43:44.540 conversation the other day about alumni yeah honoring alumni totally we've got a thing we've

00:43:48.680 been wanting to for boardroom for a while you know when like an nba player like a star retired

00:43:52.800 the jersey jersey up on the ceiling i want to do that with boardroom yeah um so if you've just had

00:43:59.720 your client leave well then you know you can grieve for you know 24 hours i think 24 hours

00:44:05.480 is completely okay but after that let's get back on the game um and the the secret's the same as

00:44:12.380 it's always been like you're probably a bit low on confidence right now fix nervous with service

00:44:15.920 it's not about fix nervous with service yeah anytime like if i'm gonna give a speech even

00:44:21.300 coming to this freaking interview thing this is like two cameras on me i'm talking to you and

00:44:24.720 but i'm like okay well how can i help um and so if you care about people and you do then um find

00:44:33.740 someone who needs help and help them it's about as simple as that just reset yeah it's hard to feel

00:44:38.720 down on yourself when you're helping other people you can't at the same time it's impossible yeah

00:44:43.400 yeah it's such a great life hack if you can actually default to that type of action yeah when

00:44:48.240 you start to feel that way yeah so there's coaches who like back to the conversation we had about

00:44:52.660 pricing is coaches who think way higher than themselves than they should and coaches who

00:44:56.600 think way less of themselves than they should either way they're making a mistake you're

00:44:59.360 thinking about yourself and so the the hack is you think about others like the reason we had

00:45:06.660 an amazing year and got 50 coaches to a million bucks a year yeah we did great financially out

00:45:12.140 of that year yeah but we only did great because we cared about the 50 coaches to a million bucks

00:45:16.760 we said an impact goal not an income goal and it was life-changing yeah last question talkie

00:45:22.640 who have you needed to become to be the person that gets to lead this tribe of incredible coaches

00:45:30.720 over the years i think i've needed to become more me than i was say more

00:45:38.120 like if you met me today and you met me when i was six i'm kind of at my essence the same kid

00:45:46.760 mm-hmm i'm more skilled obviously but um you know i've always been super curious and

00:45:55.140 really enthusiastic a fast friend a uh a hungry learner and a sharer of you know simple truths

00:46:04.220 probably at six i wasn't a sharer of simple truth but you know

00:46:07.580 I was so fucking zen right then.

00:46:10.400 I was like, wow.

00:46:12.240 Simple truth about sex.

00:46:14.220 Super humble.

00:46:16.220 I think

00:46:16.660 I think

00:46:20.120 my skin is thicker.

00:46:23.400 Yeah.

00:46:23.880 Like I've had to pick myself off the floor a few times.

00:46:28.260 But who I've had to become really

00:46:30.080 is somebody who can

00:46:31.080 who can see magic

00:46:34.360 in ideas and people

00:46:36.280 and connect people and ideas together.

00:46:38.260 That's kind of really what it's about.

00:46:39.880 Yeah.

00:46:40.940 Allowing yourself to just be that kid fully expressed.

00:46:45.040 Fully expressed.

00:46:46.140 And like even dumb stuff like I hate shoes, as you know.

00:46:50.660 Yep.

00:46:51.680 And so for years and years and years, I haven't worn shoes.

00:46:53.940 Like if I go to a restaurant, I'll put shoes on.

00:46:56.280 But only for them or a plane.

00:46:58.020 But the rest of the time, I'm barefoot.

00:46:59.600 You always hide in your, what do you call them?

00:47:01.780 Flip-flops?

00:47:02.380 No, you don't call them flip-flops.

00:47:03.840 Thongs.

00:47:04.320 I'm hiding in bushes.

00:47:05.100 yeah i did my flip-flops in a bush and they got stolen yeah um but like for years i'd like i'd be

00:47:12.640 barefoot and then i'd go run our events and i put shoes on because i thought you were supposed to

00:47:15.800 i'm like this is for like three events i grabbed i was like dude i don't want to put shoes on for

00:47:20.300 these guys i don't know so then i took the shoes off i was like oh this is amazing so i think like

00:47:25.700 for me more than anything else it's about expression it's like how do i i see myself

00:47:31.640 as an artist more than a business guy to be honest yeah and how do i express and so part of that is

00:47:37.100 like who do i get to co-create with and who do i get to share this with and then how do we just

00:47:40.900 make a little bit of magic i love it yeah taki super grateful for um you deciding to lean into

00:47:49.720 the challenge that you face when you couldn't buy groceries yeah me too create what you created man

00:47:54.980 because not only when i look back the impact you had on my life on just like taking all this stuff

00:48:03.620 putting it out there you know 100 000 subs on youtube which isn't a lot dude it's so good i

00:48:09.640 was so pumped i know your kids were pumped oh yeah i was so pumped yeah and and but then just

00:48:15.260 it wasn't that long ago that it was 20 and before that it was no dude it went it just went but it

00:48:19.880 was the consistency but you know the the people i've met at your events that literally become some

00:48:25.160 of my best friends you know you know i just think of kevin rest in peace like i just i'm super

00:48:31.660 grateful for you and i know there's been hardship and there will always be that you just keep being

00:48:38.400 talky yeah i think we've always sorry man i just had an idea and i've got go for it yeah i think

00:48:45.700 in a sales situation we've always come from the place of like we're not here to sell a program

00:48:49.040 we're here to build a community and that makes who we let in who we don't really easy yeah because

00:48:54.060 if you're going to run a workshop and clients are going to hang out together only takes one

00:48:56.300 idiot to ruin it for everybody so we've all been there right that one guy at the table being the

00:49:00.260 guy if there's nobody in the room it's you yeah that's right but yeah man i'm just grateful that

00:49:06.680 you um you kept pushing you kept creating created the space for everybody to learn and um i just

00:49:12.300 appreciate you being here bro cheers bro talkie thanks man thank you

00:49:19.040 Thank you.

Dan Martell - July 31, 2023

Meet The Genius Behind Every Online Coach - Taki Moore Interview

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