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

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

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

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

00:24:59.940 interested in creating content camera record yourself talk to the camera like don't look at

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

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

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,

00:38:31.920 but you can tell me his goal. And I guarantee your team can't tell me your goal.

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".

00:39:04.200 If I believe I want to be 6'2", that's stupid.

00:39:14.240 Check this out.

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

00:39:44.720 to increase the length of my freaking bones so that I'm 6'5". See, the challenge, Jay,

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

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

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.

Dan Martell - May 17, 2024

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

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