Dan Martell - May 17, 2024


Why You'll Never Achieve Your Goals [Dan Martell FULL Keynote]

Hosted by
Dan Martell
Mentioned
Johnny John Maxwell Paul Gary Vee Matt Dana White Jason Tony Robbins Michael Require Boo-hoo Kevin Renee Plane Blah Alex Jaya Venn
Most People Don’t Even Like Themselves Living An Extraordinary Life Requires You To Be Abnormal

Episode Stats


Length

56 minutes

Words per minute

189.65

Word count

10,634

Sentence count

720

Harmful content

Toxicity

12

sentences flagged

Hate speech

3

sentences flagged


Summary

Summaries generated with gmurro/bart-large-finetuned-filtered-spotify-podcast-summ .

In this episode, I sit down with the CEO of a startup to talk about how to deal with the challenges of running a startup with two businesses and a team of 20 people. We talk about the importance of alignment and how you can leverage the tools and resources you have at your disposal to achieve your goals.

Transcript

Transcript generated with Whisper (turbo).
Toxicity classifications generated with s-nlp/roberta_toxicity_classifier .
Hate speech classifications generated with facebook/roberta-hate-speech-dynabench-r4-target .
Hosts, guests, and mentioned names generated with spaCy (en_core_web_sm), reconciled against Wikidata.
00:00:00.000 Can you explain to me what that future life that you want to create looks like to the same level
00:00:08.480 of specificity as you can your current situation? You cannot hit a target you can't see. That's why
00:00:15.440 I'm not hitting my goals because I haven't decided to be specific about what I want to do. That's why
00:00:19.820 you have a hard time. 100% clear. Gary Vee, what does he want to buy?
00:00:23.760 fascinating you just all happen to know his primary north star clarity to the detail you're
00:00:31.680 strangers to him but you can tell me his goal and i guarantee your team can't tell me your goal
00:00:43.200 we have two businesses we've got 3 500 active users on one side and 20 on the other we're
00:00:48.640 reason the same team how do we tackle this in the right way that we continue
00:00:53.020 to serve our existing client base and then we go after this new market which
00:00:56.500 is a much more competitive landscape than what we're currently winning in
00:01:00.520 with I love the question right yes how many people in the room have dealt with
00:01:05.500 like conflicting priorities and focus just show of hand just curious all right
00:01:09.340 I thought maybe I was the only one and yourself all right we're cool so we're
00:01:13.880 the only ones um i think there's different approaches for different stages so let's say
00:01:19.800 we're starting off we have a team of 12 and we have a new idea and again the question is is like
00:01:25.000 is that new idea an expansion of what we're doing is it a net new idea if it's a net new idea and i
00:01:31.080 have the ability i like to create a separate team the reason why is because new ideas require the
00:01:37.640 space and the focus and the opportunity to to converse without having to pollute or distract
00:01:43.240 the other people. Have you guys ever noticed that especially if you like have
00:01:45.880 one slack and everybody two different teams same slack and and then like the
00:01:50.020 new person's like hey what's this other BSD like some acronym right because
00:01:54.000 they're just like I seen it and then somebody's like oh that's a different
00:01:57.220 thing we're doing don't worry about that and they're like well how am I not like
00:01:59.740 are they not are they on our team yeah they're on our team but it's a different
00:02:02.860 company we have two companies well not really and then you get like the
00:02:08.800 feedback for your employee surveys and it's like I'm confused I don't understand
00:02:12.860 what we're doing and so the truth is like the number one thing that we can do to compete period
00:02:20.620 doesn't matter who you are is have alignment okay so everybody should write down that okay alignment
00:02:25.340 equals acceleration alignment equals acceleration so if i have the opportunity i'm going to build a
00:02:35.100 separate team and i'm going to keep them separate even if it's one person i'm not gonna i'm gonna
00:02:40.380 to try to create their own Slack channels and what's not. And then I as the CEO or the leader
00:02:45.940 will then look at my calendar and choose the themes in the week where I focus on those different
00:02:51.800 businesses. I like to structure it that way because that way if it's a Monday and I get an email
00:02:57.380 and it's regarding the other business, I know that I have Thursday afternoons and Tuesday
00:03:03.360 afternoons to work on it. I'll tell the person, are you free Tuesday at three o'clock or Thursday
00:03:07.480 day at three o'clock. See the difference? So it's like, it allows me to take the demand on my
00:03:13.240 calendar and then push it into where I've allocated that time. The worst thing you could possibly do
00:03:18.440 is try to do it all at once at the same time. So alignment equals acceleration. So when you're
00:03:24.860 small, 12 people, I would give you that context. If the team is big enough, then you can create
00:03:30.640 different essentially projects, jobs, or P&Ls within the same company. I still want a dedicated
00:03:36.560 leader. So I'm all about cross-functional teams. You have a marketing team, an HR team, a finance
00:03:40.840 team, etc. Like, don't, like, kind of handicap one team because you don't want to distract the
00:03:47.040 other team. I mean, if you're recruiting, you need to hire people. Use the same team for recruiting
00:03:50.800 for both companies. But at a certain point, you want to clear that up, clean it up if it's got
00:03:57.320 traction. Because if you think about it, having another thing that you're working on, regardless
00:04:02.840 Regardless if you mean to do it or not, you're telling the team that this thing isn't as
00:04:06.900 important as this other thing.
00:04:08.080 Does that make sense?
00:04:09.820 So it's really tough because I think in business we want to get people's hearts, not their
00:04:13.900 hands.
00:04:14.900 Write that down.
00:04:15.900 Hearts over hands.
00:04:16.900 Hearts over hands.
00:04:17.900 Write it down.
00:04:18.900 I'm looking right at you.
00:04:19.900 I can see you.
00:04:20.900 The lights aren't that bright.
00:04:21.900 Okay?
00:04:22.900 You're going to take notes.
00:04:24.900 Okay?
00:04:25.900 Because if we don't write it down, we don't remember anything.
00:04:28.320 I used to be the guy that used to be all about systems, SOPs, and checklists.
00:04:32.080 I mean, I wrote a book about it, okay?
00:04:34.380 I've learned since then there's no amount of checklist processes,
00:04:38.100 playbooks I could ever write to take care of every situation.
00:04:40.520 So the only alternative to that is to get people's hearts enrolled in your vision.
00:04:46.280 And if you communicate to one team that this is important, I want to see you win,
00:04:51.460 and at the same time they see you distracted with the other thing,
00:04:54.640 then it sends a confusing message and you won't get their hearts, okay?
00:05:00.220 At best, you'll get their hands, but that's not what we want.
00:05:02.880 We want people that show up every day to create a future
00:05:05.560 that we all agree we want to create together.
00:05:07.900 So I would just say also, the last thing I'll share on that
00:05:11.760 is just talk about it up front.
00:05:14.300 Like before I start any new company, and Johnny can attest to this,
00:05:17.160 I called Johnny, and I called Matt, and I called Kevin,
00:05:19.860 my other business partner, and I said,
00:05:21.020 hey, I'm thinking of doing this thing.
00:05:22.340 It's going to require this level of focus.
00:05:24.160 It's going to mean this in my calendar.
00:05:25.980 I've made these agreements to you.
00:05:27.500 That's going to shift.
00:05:28.720 I'm not going to go do that unless you're on the same page and we want to do this.
00:05:33.460 Okay?
00:05:34.980 And now I'll get to the next question, but this is really important.
00:05:37.000 Especially, how many of you guys are in a relationship with another human being?
00:05:40.820 All right, if your hand's not up, I feel bad for you.
00:05:42.680 It's a lot of fun.
00:05:43.600 I would encourage it.
00:05:45.680 It's a really cool thing to do.
00:05:49.180 I've always gotten in trouble with Renee, my wife,
00:05:52.900 anytime I've said yes to a new thing without talking to her first about it.
00:05:56.640 Anybody resonate with that?
00:05:59.600 Why?
00:06:00.380 Because essentially what we do is we make sometimes
00:06:04.120 unspoken agreements with people in our lives
00:06:07.180 and when we decide to take on something new,
00:06:09.560 it means that we'll have less time to do
00:06:11.660 what we already committed and we never talk to them about it.
00:06:15.260 So it's not that they don't want to support the new thing,
00:06:17.900 they just want to know that you've shared
00:06:20.600 and we had a conversation.
00:06:22.200 So it's not necessarily like I need their approval,
00:06:24.940 I just need them to be part of the decision.
00:06:28.020 So a lot of you guys that wanna go do the new thing,
00:06:30.600 I'm not saying don't do it,
00:06:31.900 I'm saying talk to your team about it.
00:06:33.760 Have them involved in making that decision
00:06:35.600 so that together as this old team,
00:06:38.060 the new team gets the support because as an old team,
00:06:40.440 it's just like when I recruit,
00:06:42.060 we don't force team members on people,
00:06:44.120 the team that they're gonna work on,
00:06:45.600 they interview and they decide
00:06:46.980 and they can veto at any point, why?
00:06:49.260 Because then I didn't hire somebody
00:06:50.880 to make you work with them, you chose to work with them.
00:06:53.840 which means if they're struggling,
00:06:55.560 you're accountable as much as I am to help them out
00:06:57.680 because they're part of the team.
00:06:58.920 Does that make sense?
00:06:59.820 So if you get the new thing,
00:07:01.460 the old team made the decision,
00:07:03.120 hey, we think there's an opportunity here,
00:07:04.740 we wanna fund that, we wanna take some resources,
00:07:06.520 and we understand there's a distraction,
00:07:07.880 but we think it could be important.
00:07:10.240 And as a team, we're making that decision,
00:07:11.840 so when that new team is struggling,
00:07:13.380 they call resources, I need somebody to help me
00:07:14.940 with the server configuration, all that stuff,
00:07:17.180 your existing team doesn't feel like,
00:07:18.600 hey, leave me alone, I'm busy with this other thing.
00:07:21.000 Does that make sense?
00:07:21.840 Yes or yes?
00:07:22.680 Yes.
00:07:23.600 Three, two, one.
00:07:26.060 On personal growth, I've heard you mention in a few podcasts or social media posts about the thousand days of discipline.
00:07:35.180 So I haven't been able to find anything to go deeper on that.
00:07:39.080 I would love to learn more.
00:07:40.820 I love that question for a lot of reasons.
00:07:44.800 How many people find it difficult to be consistent over long periods of time?
00:07:51.020 Awesome.
00:07:54.320 How many people are ambitious in this room?
00:07:57.820 Again, if you're hands down, either, you know, no matter what I ask,
00:08:01.620 you'll never put your hand up or you're not listening.
00:08:05.160 But you guys wouldn't have flown out here to hang out if you're not ambitious.
00:08:09.640 And consistency is the number one thing, right?
00:08:12.580 So a few ideas to help provide the frame in context.
00:08:17.640 I believe that our self-worth, which is the number one tool that we have to overcome self-sabotage,
00:08:25.960 is the confidence and the certainty we can accomplish things, right?
00:08:29.040 Whenever we try to do something and it gets hard and then we see our self-sabotage.
00:08:32.280 I don't know about you guys, but I'll see it happen in real time,
00:08:35.380 where I'm like being consistent and all of a sudden I start making a series of bad decisions
00:08:38.740 and then I got to go and I got to reset, okay?
00:08:41.460 That is self-sabotage.
00:08:42.680 The reason why we have self-sabotage is because we have internal beliefs around our self-worth
00:08:47.880 of what it means to be successful.
00:08:50.620 So check this out.
00:08:51.960 Some of you guys, how many of you guys would like to be wealthier?
00:08:54.740 Show of hands.
00:08:56.260 Put your hands up.
00:08:57.800 Come on, people.
00:08:59.040 All of you.
00:08:59.880 We all want to be wealthier, okay?
00:09:02.300 Some of you will never achieve that unless you deal with this concept because you have
00:09:07.820 beliefs around what it means to be rich.
00:09:11.420 And growing up, you've been told rich people steal, rich people are liars, rich people are
00:09:15.720 unhealthy, rich people cheat on their wives, rich people are not happy, rich, whatever it is. And
00:09:20.540 you don't even realize subconsciously it's there. So every time you have a moment of kicking butt 0.80
00:09:26.280 and actually becoming wealthy, having these moments, you inadvertently self-sabotage yourself
00:09:31.380 back to what feels safe. So the thousand day concept is this philosophy that I have that the
00:09:38.400 work instills the worth. Write it down. Your self-worth comes from keeping the commitments
00:09:46.020 you make to yourself. Those promises in silence that nobody else knows, but you know. You woke
00:09:53.340 up this morning, you said, I'm going to go to the gym. If you don't go to the gym, you've eaten away
00:09:58.480 at your self-confidence. You don't even realize it. It's a tiny little moment at the time, and what
00:10:05.240 happens is instead of positively spiraling up, you're slowly spiraling down. The person that
00:10:10.320 wakes up 30 pounds overweight didn't just magically wake up the next day 30 pounds overweight. Does
00:10:14.520 that make sense? They didn't just like magically wake up in a deficit in their line of credit. They
00:10:19.220 didn't just magically have their team decide to quit. Something happened months before that
00:10:24.040 started the downward spiral. And usually it's a byproduct of them self-sabotaging the momentum
00:10:30.200 that they've built. So we will teach you the most advanced tactics and strategies to grow your
00:10:34.620 software companies. You will get those. Unfortunately, I will not be there inside your head in the
00:10:39.960 moment you have to go do the work. So the way I would encourage you to be ready to focus, to
00:10:45.580 spiral up, to keep in positive momentum, it's to do the work consistently over time. I was talking
00:10:52.660 to John Maxwell two days ago, and the guy has been doing leadership training for 52 years. He's
00:10:58.460 written 90 books. And I go, John, that I can't, that my mind can't wrap. He goes, it's not that
00:11:05.080 impressive. He goes, consistency compounds. He goes, Dan, I've just been doing one thing for 52
00:11:11.740 years. I'm 73. It's not that impressive. A thousand days. Can you wake up every day for a thousand
00:11:21.980 days, call it three years, every day, and do the work. Do the work. And what's the work, right?
00:11:29.240 You might ask me that, Michael, what is the work? You know what the work is. The work is keeping the
00:11:34.400 commitments you make to yourself, working on your body, working on your self-esteem, working on your
00:11:40.120 spirituality, working on your mind, working on the skill sets that makes you more valuable to your
00:11:44.180 team having a deliberate plan to do that and set it up that every day for the next thousand days
00:11:52.820 you do not deviate you do not get distracted okay some of you guys are addicted to distraction
00:11:57.220 biggest destroyer wealth biggest the the biggest problem in the world is it's so freaking awesome
00:12:04.540 it's too easy to be distracted do you guys agree the content online is pretty good right the tick
00:12:09.980 algorithm holy it's really good the YouTube for you page it's crushing the
00:12:16.860 series they're coming out with on Netflix amazing engaging the video has
00:12:21.680 anybody played Spider-Man 2 on a PS5 it's like playing a video it's like
00:12:29.460 watching a movie but it's a video game the storylines and the freaking graphics
00:12:35.000 my little boys man we play at my studio I'm like I can see why people get
00:12:38.860 addicted to gains. But if you're ambitious and you have a desire and you're willing to dedicate a
00:12:46.300 thousand days, I will tell you that your life in two and a half, three years will look dramatically
00:12:53.420 different. I would even dare say that every goal, every dream you ever want to accomplish is another
00:12:58.620 side of you deciding to do that. Everyone. Is it easy? No. Is it simple? Yeah. And if you don't
00:13:10.020 know what to do, here's my little, it's actually you already do know. I'm just going to tell you
00:13:14.600 to listen. If you wake up tomorrow, that's all I want you to do. People are like, well, what do I
00:13:18.860 do? Dan, what's the 75 hard? Or what's the task list? Or what's the areas? And you know, how much
00:13:25.480 meditation and all this. Okay, we're going to simplify the whole thing. You guys want the easy
00:13:28.860 answer? Tomorrow morning, you're going to wake up. And I want you to stop and reflect on today.
00:13:36.740 Tomorrow morning, you wake up and you go, what did I do yesterday that I was maybe ashamed of?
00:13:43.260 I wasn't proud of myself for. I knew I could have done better. I should have did, but I didn't. I
00:13:48.200 did and I shouldn't have done. And I want you to answer that question and make a commitment that
00:13:53.000 tomorrow, you just don't do that again. That is the easiest personal development program ever
00:14:01.020 created in the history of the world. That's what it is. You wake up today and you reflect on the
00:14:04.480 previous day and you say, I will not do that again. If you do that every day and you keep getting
00:14:09.520 better, 1% better, and you show up for a thousand days, your dreams, your goals, your future will
00:14:15.320 come to light. And I want that for all of you guys, but that's your journey to go on. And it's
00:14:20.980 going to be tough. And there's going to be demons that show up, and there's going to be people that
00:14:24.540 don't support you. And guess what? The people closest to you, they're too close to see your
00:14:28.980 greatness. Some of you want those people closest to you to support you. I'm telling you, they're
00:14:37.020 too close to see your greatness. So don't require that. Require you show up for a thousand days
00:14:43.960 consistently. Cool? The work instills the worth, and it snowballs. I appreciate that question.
00:14:50.320 three two one I want to switch from wanting to be the hero in my company for my team members
00:14:59.120 to kind of jump in and do the hardest thing to actually transfer my magic to them so they
00:15:06.740 take on the hardest things so they feel like the hero as well and that switch is still quite hard
00:15:14.440 for me. And I'm wondering, what's your thoughts, sir?
00:15:17.760 That's a great question. How many of you guys are worried if you let go that people
00:15:22.280 are going to embarrass you? Let me say this. How many of you are worried that if you let
00:15:27.200 go and give somebody else the ability to do the work you do, that they might do it wrong
00:15:31.980 and in doing it wrong, they might embarrass you because they work for you? Okay? If you're
00:15:38.040 not embarrassed by that, then why have you not let go? That's the only reason we don't
00:15:42.620 let go. Does that make sense? The only reason we don't delegate and empower somebody else to do
00:15:47.360 something is we're worried that they're not going to do it to the level we do it. And as they do
00:15:52.040 that, it doesn't work out. And then people that we've made promises to our customers, our partners,
00:15:58.040 or whoever are going to look bad upon us because they work for us. Does that make sense? If somebody
00:16:03.940 in another company messes up, do you care? Not your company. Like if you're at this hotel and
00:16:10.260 somebody, you know, doesn't clean the bathroom. Does that affect you? It's not a trick question.
00:16:16.240 It's not your bathroom. It's at another company. It's in a different state. Does it affect you?
00:16:21.360 Exactly. It doesn't affect them because it's not his company. So the only reason that we have an
00:16:24.860 issue is because there are a person on my team that could embarrass him. So you got to understand
00:16:28.660 and that feeling is 100% you, okay?
00:16:32.840 So then the question is, how do we let go?
00:16:40.140 How do you let go?
00:16:42.540 I would ask you, because I don't know,
00:16:44.060 it's a very personal question.
00:16:45.240 When you think of the concept of letting go,
00:16:48.420 what comes up?
00:16:49.520 Do you have a sensation in your body
00:16:51.380 when you think of delegating to somebody else
00:16:53.240 and you have fear?
00:16:54.120 Does it, does you feel it in your body anywhere?
00:16:57.200 Your frustration.
00:16:58.360 Yeah, but where do you feel it in your body?
00:17:02.700 It's right here.
00:17:03.600 Anybody else?
00:17:04.240 Right in your chest?
00:17:04.860 Right here?
00:17:05.260 Like kind of like a pressure, like a warm spot, like an anxiety?
00:17:09.340 I want you to get curious with that.
00:17:13.060 See, at every level of expansion, there's a new devil to be dealt with.
00:17:17.980 Write that down.
00:17:19.020 New level, new devil.
00:17:21.260 Write it down.
00:17:23.540 New level, new devil.
00:17:25.220 so congratulations you've experienced a new level for you you now know that it is there
00:17:32.800 that it is emotional it's not necessarily logical there's no facts behind it because you don't have
00:17:37.640 proof every time that it could happen you're worried about the future the projection of a
00:17:43.320 future that hasn't happened that we worry about is the most fascinating thing in the world
00:17:47.040 because in that same breath of you worrying about this potential embarrassment you could also hold
00:17:53.500 the truth that that will unlock the next level for you to grow. You could also potentially hold
00:17:58.320 the truth that that is your next level for the business to expand. You could hold the truth that
00:18:01.920 in that letting go, the next opportunity for you to go to the end of your revenue could happen.
00:18:07.880 Does that make sense? So in the same token and moment that you're worried about it going bad,
00:18:14.160 if you choose, it could go great. Does everybody get this? I hope I'm not losing you, okay?
00:18:20.220 Write this down.
00:18:21.340 Your frequency is what you frequently see.
00:18:25.580 You guys want the goods?
00:18:26.660 I'll give you the goods.
00:18:27.900 Okay?
00:18:28.200 You guys ready for this?
00:18:29.000 Yes or yes?
00:18:29.900 Yeah.
00:18:31.440 So I would encourage you to consider if you're feeling that energy, it's because it's who you are.
00:18:37.220 It's your frequency.
00:18:38.340 And because that's what you're feeling, you're finding it.
00:18:41.640 is expressing a feeling and a worry about a future that hasn't happened yet, and he's projecting that
00:18:49.500 future, so he's going to find examples of it, okay? Half the room, I say, hey, guys, go find examples
00:18:54.580 of abundance joy, love, creativity in the world. Could you guys do that? Yes or yes? Yeah, just like
00:18:59.220 if I said, hey, find all the objects that are brown in the room. Could you find them? You point at
00:19:03.080 them. Same token, if I said, can you tell me how many red items in the room? You could be like, I
00:19:07.640 don't know, I was looking for brown. And then the opposite, I say, hey, all you guys look for the 0.74
00:19:12.020 red eyes in the room. You're like, cool, count them up, boom, how many brown eyes? You're like, I don't
00:19:14.880 know, I was looking for red. Same thing. So I have a different frequency about how I interact with my
00:19:21.200 team. So I have a belief that the more I empower Johnny and Matt and everybody in my life to
00:19:26.540 express themselves at the highest level they can, even though it will not be and cannot be the way
00:19:31.420 I would, because if it was, then they would be me and I'd be them and we're not. So it's kind of
00:19:35.300 silly for me to think that that could ever be the case. But I believe the more I do that,
00:19:39.720 it will create value in my world. Now, over time, I might have evidence that's not the case,
00:19:45.060 then I can make adjustments. But I never hold back because of the fear. Fear gives bad advice.
00:19:51.200 Write it down. Fear gives bad advice. So, before I come on stage, I was like, Johnny, what are we
00:20:02.760 doing? He's like, Q&A. I said, cool. How we do it? We're going to throw around it down. He's like,
00:20:07.020 no, man. We everybody submit your question. I said, oh, that's kind of weird. Blah, blah, blah,
00:20:09.700 blah. He's like, and I'm like, come on, man. I don't really like that. And he goes,
00:20:13.540 and I go, we're going to do it your way. That's exactly how it went down.
00:20:21.820 Because I felt that what I just told you, where do you feel in your body? I felt it. And I said,
00:20:27.220 ooh, got curious. I trust Johnny. Do I trust that he wants the best for this room? 100% I do. Do I
00:20:35.800 trust that he's thought through all the different ways this could be awesome or not awesome and he
00:20:40.100 wants it to be awesome? Yeah, I do. Then Dan, let Johnny do Johnny. I want you guys to feel that.
00:20:47.640 This just happened. This happens to me dozens of times a day. When you have multiple people you
00:20:52.180 interact with that you got to work through. Many of my partners are in this room. I have to
00:20:57.360 continuously remind myself, same thing I just taught you. Where is that coming from? Why do
00:21:01.220 I feel that way? Is that real? No. Let it go. Let it go. Let it go. Are you guys having fun so far?
00:21:08.580 Yes or yes? Yes. Exactly. Because I let go and I said, Johnny, I'm going to follow your lead. I
00:21:13.360 trust you. Again, just change the frequency. You have a lens on your team.
00:21:21.860 How many coaching calls have we talked about this? Several. I love it and I
00:21:26.920 love it for you. It'll never change until you change the frequency because you
00:21:32.620 will always see that problem. Does that make sense everybody? Yes or yes?
00:21:36.460 Yes. Awesome. Three, two, one. Awesome question. My question that I had was
00:21:41.800 regarding authority and what you're doing to position yourself in the marketplace with buy
00:21:46.120 back your time you also obviously you know have a private jet put that up there new car put that
00:21:51.240 up there that's awesome creating a lot of content you have a little crew that follows you around
00:21:55.800 everywhere super cool um wanted to know number one ballpark what does that cost where would be a good
00:22:02.120 place for me to start to focus to really just get my feet wet and then what should i budget and focus
00:22:07.800 on to make that happen great question or is sam in the room yo what's the number monthly
00:22:16.840 65 that's the number do we have a budget unlimited
00:22:25.640 zero
00:22:29.320 it's magic it's it's the math doesn't math and it doesn't matter here's the thing man i don't want
00:22:35.560 to tell you that because then you go i can't do this because i don't have 65 grand and extra cash
00:22:40.520 flow kicking around right i'm not i don't get 35 and do what alex says or whatever whatever
00:22:45.960 dan martell i don't have my phone because they took it from me i started with my phone
00:22:51.640 i started with my phone for years are you posting content right now nope
00:22:57.400 is the issue a budget or a process no it's just me trying to commit to doing something so don't
00:23:04.040 don't worry about the budget.
00:23:05.080 See that belief right off the gate,
00:23:07.760 we talked about self-sabotage,
00:23:09.860 you saw it happen in real time.
00:23:11.960 Most people aren't self-aware.
00:23:14.040 We have beliefs that just simply aren't true
00:23:15.900 about a future that we wanna get to.
00:23:17.640 So the cool part is before Alex,
00:23:20.160 and he's a friend of mine,
00:23:21.380 ever invested in the media team,
00:23:25.040 he had done at least 10,000 hours,
00:23:28.920 no exaggeration, of going live in a Facebook group
00:23:32.680 every day for hours for almost a decade so when you see the alex of today and you go man he talks
00:23:42.440 with confidence and certainty and he he has this ability to explain really complex concepts in a
00:23:48.120 simple format 10 000 hours of talking to a camera teaching gym folks the concept in business
00:23:57.160 for a long time, by himself, in his office, talking to a camera. So the issue wasn't I need
00:24:05.900 a Sam and a media team. The issue is we got to get good at communicating, creating transformational
00:24:10.880 content. I won't get into the process, but I will say this, okay? If you do not talk to your phone
00:24:19.920 every day, I would say three minimum, but let's go one, I don't want to freak you out,
00:24:24.480 and then post it on Facebook as a story or Instagram as a story or LinkedIn. I don't even
00:24:29.680 know the different way of places we post it. Then don't spend a dollar on another person,
00:24:35.520 a human with a camera or an editor. Just don't do it. You're going to waste your time. Some people
00:24:40.260 like, oh, I'm down 10 grand. Boom. They hire some agency and then they totally suck. I see it all
00:24:46.820 the time. They think, oh, I'm going to hire people. Like Sam, people hit us up all the time. I want to
00:24:52.060 hire an agency we introduce them an agency and then they start working with them and then their
00:24:55.040 content flops well no shit because you haven't put the reps in so right off the gate if you guys are 0.76
00:24:59.940 interested in creating content camera record yourself talk to the camera like don't look at 0.97
00:25:06.960 the don't look at the video of you look at the circle hello you guys don't even realize you're
00:25:16.800 doing it you're talking to the phone you're doing this you're looking up and down it's like there's
00:25:20.040 only you and your phone, so it means you're looking at yourself. That's not how we create
00:25:23.280 connection. Okay? So do it once a day, post that. That's the homework. Now let me share with you
00:25:29.500 the bigger idea of why I think that's really important. Somebody the other day asked me in a
00:25:33.360 Q&A, they go, should I do a SaaS company or should I do a media company? I go, what are we talking
00:25:38.900 about? It's both. You have a business, you have a business vehicle, you have a software. You guys
00:25:45.360 all have software companies? Yes? Again, if you don't say yes, somehow you got in the wrong room.
00:25:52.540 But we all have software companies. Cool. And then we have a marketing department. And I would
00:25:56.360 argue education-based marketing is one of the most effective ways to market what we do. We talk
00:26:00.320 about the customer's problem. Hopefully, if you do a good job, that gets virality.
00:26:05.040 The reason why I think investing in your personal brand as a CEO is a powerful concept is as much
00:26:11.520 as you can tell me you want to do what you're doing for the rest of your life, and I think
00:26:14.220 that's beautiful, it's statistically unlikely. Does that make sense? So I'm just like a data kind of
00:26:20.000 guy. So like data, when I look at the facts, it's unlikely that you will do this business for the
00:26:24.680 rest of your life, which means the only consistent through line in this whole kind of journey we're
00:26:30.960 on is that I will take me with me to every interaction for the rest of my life. Does that
00:26:35.100 make sense? So because of that, I invested my personal brand, the Dan Martell brand. I've been
00:26:39.320 tweeting, blogging for 15 years. Okay. In the last year, the book comes out almost a year ago
00:26:44.560 and everything elevates. I decide to go all in on media. Why? Because I have to stop ignoring all
00:26:50.200 the signs in my life saying, Dan, you should probably stop being an amateur at this. Go pro.
00:26:56.580 You're literally acting like an amateur. You're bragging. Okay. And I apologize to all of you
00:27:02.020 guys because I sold you on this idea. I'm bragging about the fact that I spend two days, three times
00:27:05.900 a year to shoot 18 videos for my YouTube channel, bragging about how little work I do to produce
00:27:11.000 the content. Tell you why that's stupid. That's like an entrepreneur bragging how little they 1.00
00:27:16.560 work to how much money they make instead of bragging about how much value they bring to
00:27:21.920 their customers. So what shifted from amateur to pro is the decision for me to say, how do I show
00:27:28.840 up every day to give as much of myself to the world as I possibly can without a budget? And
00:27:35.180 what would that mean? And oh, by the way, who would I have to become? Because I'll tell you,
00:27:39.620 first thing my wife said, not in our house. No way, Sam. I love Sam. Love the loin. Not in our
00:27:48.920 house. Get a place. Had to get a studio. Had to build a team. Had to, I always look at it. If you
00:27:55.920 guys want to grow your business, there's two places I'm going to look to see if you guys are
00:27:58.720 serious. Two places. What do you guys think those are? Calendar and your bank account. So I just
00:28:05.180 looked at my calendar and said, how much time am I committed on a weekly basis to producing content
00:28:08.980 to actually help and impact the world? And how much of my bank account am I deploying to solve
00:28:13.760 that problem and become that person? The answer I wasn't proud of. I was an amateur. I wasn't a pro.
00:28:18.940 Pros don't act like this. Pros have training. I'm not an idiot. I do this shit. And that's what
00:28:23.300 shifted in May. Called Sam up. I said, hey Sam, I got this crazy idea. I think we build a media
00:28:29.660 company. But I need you here. And him and Matisse jumped in his car from the east coast of Canada
00:28:35.600 and drove straight, right? 52 hours straight. And we have video of all this with Matisse who's
00:28:44.040 behind the camera there. To stay in my basement, okay, now don't worry, it's a nice basement. They
00:28:49.620 weren't roughing it. Don't feel bad for them. But I will say they set up in the utility room
00:28:57.520 behind the spare bedroom where they would, they built desk and they're literally bragging about
00:29:01.820 because I was like, where are you guys working from? They're like, oh, we built a little office
00:29:04.460 area. I was like, where? They're like downstairs. I'm like, I went downstairs this morning. I didn't
00:29:08.820 see an office area. He goes, oh yeah, it's in the utility room behind our room. I go, what utility
00:29:14.840 room. He's like, come look. And he like literally brings me downstairs and go through the guest
00:29:20.660 bedroom. There's a door. I've never been in this room. Opens the door and there's the HVAC system
00:29:26.960 and two desks, monitors, Matisse is sitting there editing videos. And Sam's like, yeah,
00:29:32.680 dude. And we just cook our food over there at the, all right, let's do this. And I will tell you
00:29:41.760 everything from, hey, do you want to interview Dana White? Excuse me? That was on my, literally
00:29:50.000 I have a goals list and I have a list of people I want to interview on my podcast. Guess who's
00:29:55.140 on the first? Dana White. UFC. President. I've been watching since UFC 3. Hey, Mr. Martell,
00:30:05.120 we'd love to invite you to speak at Business Mastery, Tony Robbins team. What? Hey, I want
00:30:11.840 to introduce you to John Maxwell. What? I can't even explain how this all works. I just trust it.
00:30:24.120 I believe if you wake up every day to try to become the best version of yourself and in that
00:30:30.800 process, share your, what you've learned with the world. I think it's actually the thing we're all
00:30:40.100 here to do. I actually, it's not a thing I know. So you might want to do it for marketing for
00:30:45.560 stature. And I'm not saying you do, I'm just saying you as in everybody here, you might have
00:30:49.040 a reason content, marketing, lead gen partnerships, whatever. Cool. If that's what you need as a
00:30:54.700 motivation to do it, do it. If that's your drive, that's your energy. That's what you think it's
00:30:59.120 Cool.
00:30:59.760 But I'll tell you, even further past that is you giving yourself to everybody else.
00:31:06.820 Giving your process, giving your transformations, giving your challenges, and sharing them.
00:31:12.200 And in that process, you will build an audience.
00:31:15.260 What you'll do is two things.
00:31:16.240 You'll increase your reach, you'll build an audience, and you'll increase your reputation.
00:31:21.040 And those two things is actually what makes all of it work.
00:31:24.860 All of it.
00:31:26.520 I remember looking at my vision board.
00:31:29.120 it's a wallpaper on my laptop i'm in the office and i made this decision with sam and it occurred
00:31:35.120 to me everything on that vision board was on the other side of me deciding to invest in my
00:31:41.360 reach and reputation everything everything so back to your question michael thousand days
00:31:48.960 could i dedicate a thousand days consistently every day putting out content never miss a day
00:31:53.200 never miss never miss never miss never miss oh yeah i can do that how about the rest of my life
00:31:57.600 life? How about the rest of my fucking life? I will show up. Hold me to it. Watch me. I will 1.00
00:32:05.420 never miss. It will get better. Sam and I are committed. The whole team's committed. We won't
00:32:10.080 stop. Because why? All of our dreams, this room included, my team included, Johnny knows this.
00:32:18.100 He's on the other side of me deciding to do that. And they don't have to, but they've chosen to
00:32:21.820 because it's a lot of fun. You should too. It's really cool. Because I'll tell you why. The first
00:32:27.640 comment you get from somebody that's been watching your stuff for a few months and they tell you,
00:32:30.600 hey man, you shared something a while ago and that really changed my life. Pfft. Hooked.
00:32:36.540 That's why. It's bigger than the business side, although that is always the gateway drug to it.
00:32:42.600 And the budgets don't matter. You have to make economic sense. You can't just spend money
00:32:46.940 forever, but check this out. How many months away are we from paying for whole media through
00:32:52.220 our YouTube traffic? We didn't know that was a thing. We just started doing it. And one day Sam
00:33:02.880 goes, oh, no, we got a call with that dude. And he's like, you haven't even turned on monetization
00:33:07.760 on your channel. So that just shows you how unsophisticated you can start at. You can start
00:33:11.980 way down here. Sometimes you win, sometimes you learn, John Maxwell says, right? And then
00:33:18.060 I remember the call, the guy's like, you don't even have ads turned on, you don't even monetize
00:33:21.800 them. We're like, what? He's like, yeah, go into the thing, click, click, click. It was so bad,
00:33:25.700 he had to hire somebody to go in to do all the clicking, to turn all the ads, to make it monetize
00:33:30.660 it. At first it was just a thousand bucks, two thousand bucks, and we're on pace now in nine
00:33:34.540 months to have our whole media funded by just the YouTube. What? That's why there's an unlimited
00:33:42.260 budget, because I believe the world rewards those who make courageous decisions. Most of you guys
00:33:46.960 are scared to talk to the camera. I would encourage you to be more courageous. Does that make sense?
00:33:52.940 Absolutely. Awesome. Three, two, one. Awesome question. All right. Dan, how do you have 100%
00:33:59.960 clarity, 100% belief, 100% of the time? I don't know. Come on. Can you imagine? I don't know who
00:34:09.660 said that. That's an interesting question. I always like to give people different perspectives
00:34:20.980 on stuff I might have shared before. Here's what I know when I coach people one-on-one. So I only
00:34:26.880 do five private coaching clients at a time, it's a major investment, but it is
00:34:31.260 some of the most transformational work I get to do. The reason why is I get to
00:34:35.880 co-create with the individual these concepts, that question and then a lot
00:34:40.680 of stuff we're talking about. The fun part for me is I can accelerate
00:34:45.120 somebody really fast. Like as long as they've got the foundation and they're
00:34:49.860 clear, even if they're not clear, once we get clear together, we move fast. The
00:34:55.020 whole thing just, it's almost like alchemy, you know? And the first thing we do is I ask them,
00:35:02.600 hey, fast forward into the future, you know, 25, 10, 5, 3, 1, whatever timeline you want. Let's go
00:35:08.840 25 and get clear what you want to create. Where do you want to end up? You're going to climb this
00:35:15.460 ladder called success. It's leaning against the wall. Let's describe what that wall at the top
00:35:21.920 of it holds for you, because what you don't want is for you to get to the top of the ladder of
00:35:26.940 success and find out it's leaning against the wrong wall. And I know some of you guys,
00:35:32.100 unfortunately, are going to feel that someday, and you're going to go, that's what Dan meant.
00:35:36.240 Okay? So, first thing, what wall? Talk about it. Let's get clear. Here's how you know if you have
00:35:41.640 100% clarity. Can you describe that place to the same level of specificity as you can your current
00:35:47.600 situation. Okay. I'm going to say it a little differently because I use a big word. It's not
00:35:54.100 specific. It's not a big word, but can you explain to me, this is some coaching from Sam. Are you
00:35:59.720 proud right now? I'm doing this. Yeah. It's like use simpler words. Can you explain to me what that
00:36:06.980 future life that you want to create looks like in detail to the same level of detail as you could
00:36:15.760 answer the question what does your life look like today please be specific that's what i mean
00:36:23.280 most people think they have a vision for their life but they don't what does it sound like i
00:36:28.960 want to be a billionaire that doesn't mean i want more money that doesn't it's like the more
00:36:34.400 happiness the more money the more whatever it's not specific here's what i know you guys want to
00:36:40.960 know the biggest secret in the world? You cannot hit a target you can't see.
00:36:49.840 I hope you guys write this down because you're going to come back to it. You're going to be
00:36:53.600 like, you can't hit a target. You can't see. That's why I'm not hitting my goals because I
00:36:57.620 haven't decided to be specific about what I want to do. So if you don't have a clarity around the
00:37:03.000 target you want to hit, then unfortunately any road will get you to a destination and it will
00:37:07.920 take you 10 times longer. So 100% clarity about what you want to create. Be specific. What if
00:37:14.520 I'm wrong? Guess what? It's okay. As long as you're specific. As long as you have a North Star.
00:37:20.240 You're allowed to recorrect. Plane takes off from New York to LA. Guess what? It is off track 98%
00:37:25.720 of the time. Did you guys know that? That plane you're flying in that can almost call to the
00:37:29.600 minute, the time that it lands in that other city is off course 98% of the time. But because the
00:37:34.800 pilot has clarity and a GPS point, it can get there with an accuracy of minutes. Okay? 100%
00:37:41.700 clarity. Can I explain to people in detail what I'm trying to create? Okay? Here's a fun thing.
00:37:47.040 You ever guys ask yourself, do you guys admire other people? Yes or yes? Yes. Sports people,
00:37:53.300 philanthropists, entrepreneurs, et cetera. You admire these people, right? Do you know what
00:37:57.860 they all have in common? Do you know why you admire them? Two reasons predominantly. One is
00:38:05.900 they call their shot. They call their shot. The football guy calls, I'm going to win another
00:38:12.680 trophy. Here's a following. Gary Vee, what does he want to buy? Scream it. Wow. Huh. Interesting.
00:38:21.340 Does anybody personally know Gary Vee? Fascinating. You just all happen to know
00:38:27.260 his primary North Star clarity to the detail. You're fucking strangers to him, 0.99
00:38:31.920 but you can tell me his goal. And I guarantee your team can't tell me your goal. 0.99
00:38:42.180 That's why you have a hard time winning. 100% clarity. Second one is 100% belief.
00:38:48.140 The other day, I'm teaching some leadership frameworks to my team.
00:38:52.160 And one of the guys, Jay, on the team, you'll love this.
00:38:54.960 Jay's sitting there.
00:38:55.580 He goes, hey, Dan.
00:38:56.660 He's great.
00:38:57.380 I love him.
00:38:58.140 He goes, I like what you're saying, but I have a hard time with the belief thing.
00:39:02.940 Like, I'm 5'10". 1.00
00:39:04.200 If I believe I want to be 6'2", that's stupid. 0.99
00:39:14.240 Check this out. 0.99
00:39:15.140 See, I believe if I believe something, I'm going to make it happen.
00:39:19.780 I disconnect the how and I disconnect the timeline.
00:39:22.780 So, Jay, if I wanted to be 6'5", I don't, but if I did, I would hold that belief.
00:39:27.540 I'd have clarity around it.
00:39:28.880 I would communicate it.
00:39:30.340 I would tell the world.
00:39:31.560 I would continue to tell the world.
00:39:33.260 I would hold that belief with 100% clarity that it will happen.
00:39:35.840 And I believe somehow, some way, the world will collude in my favor and someday, at some
00:39:39.740 point in the future, some person will come out with an operation or a process or whatever 0.61
00:39:44.720 to increase the length of my freaking bones so that I'm 6'5". See, the challenge, Jay, 0.58
00:39:52.500 is you don't believe it. Do you? Fuck. You say you're right. I could hear it in the question.
00:40:00.980 You don't believe it. See, you, this is the thing, is to the degree that you believe whether
00:40:07.680 you're right or you're wrong, you're right. And if you can ignore the timeline, ignore the process
00:40:12.860 and not worry about how am I ever going to make this thing happen, but just believe it to 100%.
00:40:16.440 See, you don't believe it. You'll say it once in a while. Hey, January 1st, I've got a vision board.
00:40:21.560 Boo-hoo, yeah, here's what we're going to do. I believe it for today. Guess what happens the next
00:40:27.060 day? Man, that was, that's a lot of work. I don't know if we're going to do that this year. There you
00:40:33.440 go, right off the bat. You don't believe. You say you believe, you don't believe. So to the degree
00:40:39.660 that you can have 100% clarity, 100% believe, even if you want to be 6'2", even if you want to play in
00:40:45.780 the NBA. Here's the crazy part. Even if you never do, let's say you want to be in the NBA and you're
00:40:49.680 5'6", right? And you never played basketball in your life, but you hold that belief and you operate
00:40:55.220 from that place and you have intention and emotion around it, right? Because those are required. You
00:40:58.540 have the thoughts, you have the actions, those are required. There's four things. Okay, write these
00:41:01.360 down. Intention, emotion, thoughts, and action. Okay? So you do those things. Even if you never
00:41:11.720 play in the NBA, is it possible you'll become a better person? Yes or yes? So isn't it cool that
00:41:19.360 even if you never achieve the goal, that maybe somebody out there, our creator, had a different
00:41:23.960 plan for you that will actually be better for you. And that's cool too. It'll just look different.
00:41:29.720 And I love that. So I'm willing to hold 100% clarity, 100% belief, and the third 100% of the time
00:41:35.780 because it's just more fun. And when I'm pulled in different directions, I'm not going to be like
00:41:42.600 rigid about it. I'll be like, hey, why did I get that email? Why did I sit next to this person?
00:41:47.160 What is that opportunity? So when we go through the world, just like I said, who wants to see
00:41:51.160 the brown stuff, right? You like count them out, the red stuff, count them out. If you have that 1.00
00:41:55.840 clarity and the belief, then you bring that into your world if you do it 100% of the time. So those
00:42:01.640 are the three. Write them down. 100% clarity, 100% belief, 100% of the time. And this is the crazy
00:42:07.560 part because I don't believe in time and space. I know. You guys already submitted questions so I
00:42:13.120 don't have to go any deeper than that. All of it is now. So we don't create the future, we attract
00:42:20.360 the future. So we attract that future place and those goals into our life today by holding those
00:42:25.680 three things true. And it's available to you to the degree that you do that. The fast, like it's
00:42:31.640 almost like, and Johnny, we've talked about this, right? Like to the degree that you can hold that
00:42:36.060 truth. I believe that I would speak at Business Mastery. Did I believe it 100% of the time? Nope.
00:42:42.260 Did I have 100% clarity of how I was going to come to be? Nope. I didn't. I can tell you because
00:42:47.900 when I first had it, I was in a room, and then when it happened, it was in the big virtual stage
00:42:51.560 he has, right? But I held the belief. I put it in our vivid vision. I put it on my wallpaper,
00:42:59.840 on my vision board, and I would look at it, and I would be there, and I'd be intentional,
00:43:03.640 and the beliefs, and the actions, the emotions, and it took six years for it to show up in my life.
00:43:10.560 I'll take it. Anybody else would take something like that? Yes or yes? Cool. That's how we do it.
00:43:15.820 for Jaya that's a great question three two one so you kind of touched on this a
00:43:20.920 little bit about content but specifically LinkedIn how are you are
00:43:29.140 you writing that every day like how was your process for this like just impressed
00:43:35.620 we're doing so is it every day have you guys seen stuff on LinkedIn oh it feels
00:43:39.640 like it, Dan. Sorry. Yeah. Thanks, Sam. I'm, I'm just, it's just like, I was just so strong. It's
00:43:46.780 good, but it sounds like you. I mean, I think it's you. You just made Sam so happy. Here's the cool
00:43:53.380 part. I think everybody should figure out what their giftedness is around creating content. And
00:44:02.840 if you don't have one, you have to develop one. I just happened, mine is talking. Does that make
00:44:07.880 sense? I like to talk. I like, I don't mind having a video camera in my face. This is a little weird
00:44:12.260 earlier when there's like four of them. I was like, this is a, this is a bit much. Like, come on. We
00:44:16.460 got four cameras. We're just hanging out. Like, is this what we're doing now? So I was like, Ooh,
00:44:20.760 there's that feeling again. I'm going to let it go. Hmm. All right. Record what you want. Why?
00:44:26.400 Because everything I say becomes content for LinkedIn. So the reason why it sounds like me
00:44:31.400 is it is me. Did I do this on a keyboard? Nope. Do we have an incredible, I'm assuming, I know the
00:44:38.560 copywriters on our team, we have incredible copywriters. We have a whole document called,
00:44:42.720 what's it called? The lexicon? Lexicon. It's literally a document that says here's how to
00:44:47.420 speak Dan. And you can feed it into GPT and GPT can do some stuff. But for the most part, even my
00:44:53.980 book, I did not sit there and write my book. I worked with Paul. A lot of you guys have met
00:44:58.380 Paul at previous events. And working with Paul, he took the video. We outlined the book and then
00:45:05.460 each chapter he said, I need a story, I need this, I need this, I need this. Sam and the team went
00:45:10.400 through the whole archive of every video I've ever done and searched for words, clipped, pulled,
00:45:14.780 put it into the document. Paul transcribed the whole thing. It was 120,000 words. And then him
00:45:20.940 and I chapter by chapter in a three-week sprint, like an agile development process, we edited it
00:45:25.840 down to the book that it became. So no, I'm not the person that does this, okay? Because that's
00:45:32.220 not what I like to do. I'd rather be on stage answering your guys' questions. But you better
00:45:37.200 believe there's a content strategy that I was involved in. I teach in the books, the 10-80-10
00:45:40.800 rule. So I know what messages I want to work on that's going to go on LinkedIn. Sam and I talk
00:45:47.800 about, oh, you talked about that here. You talked about this there. We have backlogs. I mean, geez,
00:45:52.520 We have, I don't even know what format there, but we have like links to every answer, every question you could ever ask me, I've probably answered it.
00:46:00.780 And we have links to videos and conversations and coaching calls and all that stuff.
00:46:06.020 So that's why like I teach to like my author friends this process called ready to write.
00:46:11.300 and the idea to be ready to write is document the focus of whatever book you want to write
00:46:18.180 and then start teaching what you want to write about so that you can workshop it and then
00:46:25.660 eventually when you go to write the book, you don't sit down and write, you sit down
00:46:29.440 and edit.
00:46:30.940 See the difference?
00:46:32.480 Does anybody hate looking at a blank page as much as I do?
00:46:35.720 Right?
00:46:35.960 We don't mind if there's a scaffolding and a process, you have your workbooks there,
00:46:39.140 So there's like, hey, answer this question, fill this out.
00:46:41.740 And all of a sudden it's like, oh, there's my plan.
00:46:43.780 That's awesome.
00:46:44.860 I'm an editor, not an author.
00:46:47.260 I want to look at a body of work and shape it, but I don't want to sit there and go like,
00:46:51.740 oh, what do I put on this paper?
00:46:53.620 So the cool part is I don't because it's already created.
00:46:56.060 So all the LinkedIn, all the Twitter, everything you see on social media,
00:46:59.900 hate to burst your bubble, ain't Dan Martell doing this or doing this.
00:47:03.740 Other than Instagram chat, that's me.
00:47:05.480 I love it.
00:47:06.340 I love it, I love it, I love it.
00:47:07.340 If you message me on Instagram, for the most part, it's me.
00:47:10.200 I love it.
00:47:10.720 I get in there.
00:47:11.300 We talk all the time.
00:47:12.200 That's me.
00:47:13.080 I love being your biggest fan.
00:47:16.580 That's what I'm here to do.
00:47:17.680 That lights me up, and I think I'm really good at it, right?
00:47:20.020 One word, run a conversation, one prompt.
00:47:22.220 I feel like I can make a movement.
00:47:23.600 I do not need to sit on LinkedIn every day and manage all my social calendar, right?
00:47:27.840 Start with the assistant.
00:47:29.940 First level in the replacement ladder, start with somebody that on your team can manage different things and give them the social media stuff, right?
00:47:36.660 Shoot your video and then just have it automatically save on a shared Dropbox or a shared iCloud
00:47:41.500 folder and they'll pick it up and they'll post it.
00:47:44.980 So then you just record yourself.
00:47:46.340 That's how I do it.
00:47:46.920 So I actually, I would say my phone is about two thirds of video recordings of stuff I've
00:47:52.680 never posted because I'm, I'm shooting content all the time.
00:47:55.680 I just don't post it or Sam goes, not that good all the time.
00:47:59.620 I'm like, dude, what about that story?
00:48:01.240 He's like, dude, you went into three different, he's like, can you answer a question and then
00:48:06.040 go to the next thing. Like sometimes I go into these tangents and he's like, we can't use any
00:48:10.140 of it. Okay. So two thirds doesn't make the life of the world or the internet or whatever, but it's
00:48:15.320 okay. I'll get another chance, another shot. And that's how I do it. Does that help? Three, two,
00:48:21.760 one. Awesome question. What's the best way for us to figure out what is the content we should be
00:48:28.080 providing for the world? That's a great question. So there's two types of content. There's the
00:48:34.920 content for the customer and then there's the content for your personal brand. And I think
00:48:39.760 they do have different strategies, but I think they can also overlap. So for example, even with
00:48:45.680 Johnny and Matt and many of my private clients, they have a business and then they have their
00:48:50.380 personal brand. One of the strategies I say is for your personal brand, the best content you could
00:48:56.700 ever put out to the world is you sharing your process. Does this sound familiar? Yes, it should
00:49:03.680 because I said it earlier. I think we are here to become the best version of ourselves and share
00:49:09.320 that process with the world. So on your personal brand, I want you to share the journey. I want you
00:49:15.760 to share the wake-ups, the books you're reading, the meetings you're having, the process you use
00:49:22.080 to be successful. What is your routine? If you follow me on social media, does this sound familiar
00:49:29.100 or look familiar? Yes or yes? That's what I post. I just want to give you guys the fast
00:49:35.220 track to do this for yourselves. Just watch what I do. If I change anything, feel free
00:49:41.360 to change it because you'll know that I found a better way. But I would say on your personal,
00:49:45.620 you want to build your brand and the best thing you could ever do is to shine the light
00:49:48.920 on who you are. Do you have friends? Perfect. Do they like me? Who's your best friend?
00:49:59.100 John, for sure.
00:50:02.640 If I asked John, hey, what's your favorite part about his character traits,
00:50:05.760 he would tell me that stuff, right?
00:50:07.300 The problem is most people do not put that on the internet.
00:50:11.460 So here's my encouragement.
00:50:14.260 If you want to screw social media up for your personal brand,
00:50:17.580 try to be somebody you're not to attract people
00:50:20.320 that you wouldn't even want to be friends with.
00:50:23.160 Okay?
00:50:23.640 Because you will attract what you used to impress.
00:50:25.640 Write that down.
00:50:26.300 You will attract what you use to impress. I have a friend. He has 3,000 clients, and he hates them all.
00:50:37.440 He complains about them. They refund. They don't pay their bills. They always complain.
00:50:43.520 This dude uses all the possessions, Lamborghinis, all the fancy watches, all that stuff to attract
00:50:49.900 the audience to sell those people's stuff. And he's curious and he's upset that he, dude, I'm like,
00:50:56.820 you are attracting the people based on what you're using to impress them. And you're upset that they
00:51:02.760 don't share the same values that you do, but you doing it to yourself. Does that make sense?
00:51:07.200 So the reason I ask if you have friends, we all do. Those friends like who you are. There's eight
00:51:12.500 billion people in the world. I would encourage you to trust. Again, your self-worth is going to come
00:51:17.440 up and you're like, I'm not that good. Put that to the side. The work instills the worth. Show up,
00:51:22.480 do the work, build the confidence, be yourself, share yourself with the world, and in doing so,
00:51:29.560 trust that those people that you would be friends with will show up. Am I surprised that I would
00:51:35.260 spend any time with all of you guys in this room and be delighted to enjoy and break bread and have
00:51:40.140 a conversation? Does that surprise me? No, because I don't use stupid to bring people into my world.
00:51:46.140 You might've mentioned my jet in my car. Dude, I never shared any of that for a long time. And 0.98
00:51:50.700 it's still not a key theme. It's there. So people like, Oh, this guy is obviously, he's done
00:51:55.860 something, but I'm not leading with that. I'm leading with my ideas. I'm leading with my
00:52:00.440 character. I'm leading with my values, et cetera. And trust there's 8 billion, 9 billion people in
00:52:05.220 the world that you will find your tribe. Okay. Your vibe attracts your tribe.
00:52:09.680 Your vibe attracts your tribe, so you will attract those people.
00:52:16.640 That's on the personal brand side.
00:52:18.060 Cool.
00:52:19.180 On the business side, it's very simple.
00:52:22.140 Your customers are in pain.
00:52:24.240 They have problems.
00:52:25.680 Your software helps them.
00:52:27.460 Okay.
00:52:28.280 What is the problem that they experienced that would tell you that they would be
00:52:32.300 ready to buy your software?
00:52:33.840 You might want to write that one down.
00:52:35.340 What is the problem that they would experience that would tell you they're
00:52:38.280 ready to buy your software?
00:52:39.680 And there may be two or three or four or five different problems that would tell you they're ready to buy your software.
00:52:45.160 Does that make sense?
00:52:46.820 Okay, we've filled this room and built this company on the back, for the most part, on a framework called the Rocket Demo Builder.
00:52:53.660 Why?
00:52:54.080 Because people that are doing founder-led sales, they want a system for doing a sales call, a demo, are communicating to us a few things.
00:53:03.740 One, they have a sales motion that supports a sales call, which means their pricing is at a
00:53:09.100 structure that's high enough to make sense. And they're growing. If they weren't, then they
00:53:15.540 wouldn't have a problem around too many sales calls that they don't feel like they're winning.
00:53:19.500 They would want some tool to get more sales calls, but that's not the problem that's telling us that
00:53:23.560 they're ready to work with us. It's the problem of not being good on sales calls, which means they
00:53:27.200 actually have sales calls. They're just not winning enough of the deals. Make sense so far?
00:53:31.060 So your job from a content point of view is figure out what is the problem that happens right before they're ready to work with you and then create content around that.
00:53:42.700 So if you go on my socials, if you look at what Johnny and the team are doing, they are talking about everything.
00:53:48.780 There's these five different pain points.
00:53:51.180 And we teach this, right, Johnny?
00:53:52.280 It's one of the frameworks, the authority engine.
00:53:54.120 Yep.
00:53:55.300 And we ask you to, like, write down all the pain.
00:53:58.680 And then I want you to answer that question.
00:54:00.340 If some of you guys go, well, I don't know how to solve those problems for my customers.
00:54:02.920 It's not what we do, but I know they're having this problem.
00:54:05.060 I would say then partner with somebody else that is an expert and have them teach.
00:54:08.240 Does that make sense?
00:54:09.440 So that to me is the Venn diagram of like, okay, who am I and what do I believe in?
00:54:15.040 What do I love to do?
00:54:15.900 And how can I add value?
00:54:17.240 I have a journey.
00:54:18.020 I have a transformation.
00:54:19.160 I've become successful.
00:54:20.700 If you're in this room, I'm giving you, I'm anointing you successful.
00:54:25.260 Okay?
00:54:25.680 So take the, I don't know if I'm that good.
00:54:27.520 If I can throw that out the window, you're that good.
00:54:29.480 You wouldn't be in this room.
00:54:30.260 I don't care if you're a team member, you wouldn't be in this. Do you know how rare it is for people
00:54:34.160 to go to a seminar to improve their business? We all think all entrepreneurs do it. Guess what?
00:54:38.980 They don't. Out of a hundred entrepreneurs, 10% invest meaningful money and time to improve
00:54:44.880 their business. It's rare. You guys are awesome. So share that with the world. That's the personal
00:54:49.720 brand. The other side is teach your customers, learn, read books for your customers, and then
00:54:55.720 take those books and teach them what you're learning. If you don't know the knowledge,
00:54:59.340 go study the people, teach it, that's the content. Here's the overlap. Some people have a hard time
00:55:05.480 because they're like, I want to do a personal blog or I want to do a personal YouTube channel,
00:55:09.280 but I also want to support the business, right? You guys ever think about that? Well, how do I do
00:55:12.680 the personal and the business stuff at the same time? Yes? Okay, here's how you do it. You have
00:55:17.760 a personal podcast and guess who it's sponsored by? In our world, it's Ask Academy. In your world,
00:55:27.400 your company. So have your show name, Jason's podcast show, and go and interview all the people
00:55:34.440 that you want to interview. If you want to be super strategic, interview the potential customers.
00:55:38.100 That's the next level move, and Marcel teaches this. Coach Marcel, he has a whole framework
00:55:41.360 around it. But it's sponsored by your software. So that way you can invest in the media, you grow
00:55:47.720 your reach and reputation, and your business generates leads. Does that help, Jason? That was
00:55:52.340 literally a masterclass on content marketing in 15 minutes. Cool? Three, two, one!
00:55:59.340 Alright guys, can we give it up for Dan? Thank you so much.