Consulting Accelerator livestream Q&A call recording from December 22nd, 2018.
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Alright, welcome everyone. Welcome to the live stream q and a for consulting accelerator and we do one of these pretty much every single week and how they work as you just asked a question in the comment box to the right hand side and then I'll go through them one by one in the order that they're asked and we'll just go for about two hours. So Jennifer Lee is first. She says in MVO you reconvened doing something simple versus complicated. My background is helping people buy and sell businesses, which is complicated and I'm striving to find a simpler offer. Besides testing offers and getting market feedback, is there any other advice you can share to accelerate the process to simplify, offer and find that golden link in the value chain? Sure. Well, you know, this is a classic case of just looking at it the wrong way and I can tell by the way you phrased your question that you are looking at it through your eyes and so you know, you say you're trying to come up with your minimum viable offer and then you're looking at your background. You said, my background is helping people buy and sell businesses and I'm striving to find a simpler offer. Uh, no. You're looking at it through your eyes and you shouldn't. Like the best way to do it is to find a niche. Pick an edge. So who is the group of people? Who are they? Then talk to those people, find out what their problem is, identify a widespread problem among participants of this niche. Once you have found that, then see if you can solve their problem. The solution to that problem will be your offer, right? So it's derived from a problem from the niche, not derived from your background or what you want to help people with. So if you do it that way, it will, it will sort itself out. But if you're looking at it the way you're currently looking at it, it won't. Hayden work strong says somehow my mindset is that it is better to heaven income from a job then from a business, I think this comes from family. How do I change this? Sure. Well you just have to ask yourself why, like why is it and then you just need to make a list of pros and cons for each. Like what are the pros and cons of having your own business, what are the pros and cons of having a job? And when you do that then you'll see like factually which one is better and then you can just do it that way. But right now you're just talking about like a sentence and you know, you need to break that sentence down and do an analysis on it and really study it. I'm Muslim. See is one of the most essential mistakes we wanted to look out for when doing website critique. Video is for prospects and how do those mistakes and pet client acquisition. Yes. So your question isn't really relating to like reality. What I mean by that is, you know, you're not saying, how do I do this thing? You're asking about what are the most essential mistakes to look out for us so that we can avoid them and then how do those like essential mistakes that we want to avoid effect getting clients like you're worrying about your worrying about things that are abstractions from reality and that are like three layers abstracted, which is just silly if you go that, if you're looking at things like that, you'll never even do anything. So I can tell you that the most essential mistakes you want to look out for it is just not doing it or worrying about it and then not doing it in just worrying about it. And so you just need to do it seriously. Did so what you need to do, just do it and keep doing it. Do it consistently and do it and need to stop doing it. And that's all you really need to do. And the only mistake you need to watch out for is not doing it. Michael Hanes is. I have to service packages in Veo one. Gives me lots of strategy sessions, but no sales so far. 20 stations done. And then in video, two, uh, two clients but all came in. As a matter of luck, when I reach out to the market within vo two in our responses, what would you advise me to do? Improve my sales skills and in one or work on the messaging on Mbo to. Yeah. Honestly, you're trying to conduct an experiment here, like a split test on an entire company or an entire future and that it's going to be impossible for you to conduct a truly accurate, like scientific experiment here and get some sort of meaningful result. What do you want to do is you've tried both, right? But which one excites you the most? Which one means the most to you? Which one do you think about more? Which one are you more excited to work on? That is the one you should do. Rob is on the topic of patterns of existence. Can you talk a bit about how you manage the downside of a negative curve? For instance, if I find myself on a downward spiral in areas of my life, I just use strong will and determination to try and change the direction of the pattern. But this stamps a lot of mental energy. And as the saying goes, whatever you resist persists, have you found a better way to do it? Um, yeah, I'd watch out for sayings like that because they don't really like sayings or just sayings, you know, so forget about the same. And then if you find yourself on a downward spiral, you just have to catch it. Like that's the key is you've got to notice it. You've got to become aware that it's happening, catch it and then get out of it. And that requires a lot of strong will and determination and that will drain a lot of energy that it's normal, but you know, the more you catch it and bring it back in, the more you catch it and bring it back. Eventually it will just become the new pattern that it won't go down there because it knows you'll catch it. So I wouldn't worry about it. Just keep doing it. Kiran Maloney's is aspire to quit my nine to five corporate job to commit fully to working on my consulting business. At what stage would you say that am I that I am in a position to quit my job. My current expenses are $2,500 a month. I have no dependents and have over a year's worth of living expenses saved. Well, your your good to quit your job today, so right up that leader and seemed it because you know if you've got a year of living expenses saved in, that's good. Like you can quit so it and then post in the group when you quit nihilist is happy holiday Sam to you and all your team. It can somewhat accelerated. Thinks some disease. Do you follow through similar routine on a Sunday, Eg, same wake up, time, meditation, et Cetera. Now I don't. On a Sunday I'll typically wake up at like when would I wake up on a Sunday? It would be. It's hard for me to really stay in bed past 8:00, so I'd probably wake up around eight, which is about an hour longer than usual and as sometimes I made a tight, but not all of the time, but really I should meditate every single day, but Sunday sometimes I don't. Syntheses we've learned in the video is that it is important to understand highs and lows. We won't actively work to achieve our highest selves, but we will fight so that we don't breach and breakout standards. How to improve our standards slash bottom line in order to grow. Yeah. Well you just need to really define them, like write them down like what are your standards? You need to really define them and then once you know what they are, then you know it'll start to change. Rob Allele sees in terms of nutrition, I find that whatever I eat at lunchtime, I ended up with the post lunch lithology and for the next three hours my concentration and productivity operate at about 30 percent of what they were beforehand. I feel like I'm losing a lot of time here. Have you found a way to, a way to deal with meal breaks without sacrificing focus? I do. You have light lunches? He'd be done just coffee with Andrea ctrip. Sure. Well it all depends on what you're eating for lunch. So if for example, if I was to eat like a burger or anything with bread in it or anything with gluten in it or anything with dairy in it or anything with even sugar in it, then I would feel the same way. So you know, sandwiches with bread or like a Burrito or a Kabad or like something was noodles in it or something with sugar in it, like baking or anything like that. Some sort of pasta, a pizza, like all of this stuff is just gonna you're just gonna be done after that. And so it's, it all depends on what you eat and I don't have any of that stuff in my diet at all. And so for lunch I will have. Why just had lunch just before I jumped on this, on this call and it was, it was at the moment. I'm using this company and it's called. This'll be h I e s t l e Dot Com. Oh it isn't it? Hold on, let me find it. So meal delivery. Okay. Is this sole dot code t h I s t l e Dot Co. And I'll reply to your thing here. This is whAt I'm currently eating. When we first moved over here, uh, we dIdn't have, we didn't have a hour shift because our shapes back in New York and now we're here. So hold on. How do I get back to these questions? So I just commented on that. Just good to find my place now. Yeah. Who did I just reply there too? Oh, it's called [inaudible] dot com. Dot co t h I s t l e dot c o. And that's what I'm currently using. And the reason why I'm using that is when I left new idol shape in New York, I came to la, didn't have the shift here. We had to find a new replacement chef. And in the interim we will using cisco meal deliveries because they were healthy and they've actually been so good that I see it to read like I, I think we should stay on these instead of getting the shift back in because they really good. I've never eaTen so much vegetables and plants and my entire life because it's an these meal deliveries or like heavy on plants and vegetables and things like that. And so that's what I eat for lunch and it, my energy's like never been better. So typically it's going to be things like salads, plants and things like this that are going to give you energy and not like require a lot of, a lot of energy from you to process. For example, if you eat a steak for lunch, right? All of your blood and your is going to just rush to your stomach to go and try and deal with that stake. And that's going to just zap it away from like your energy in terms of your mental energy and your cognitive ability and things like this. So it's important that you eat a meal that has high upside but loW downside, so it gives you energy without taking too much energy and that is not going to be something that's heavy meat or heavy carb or heavy sugar or processed anything processed, it's going to be bad. It's quite hard. Honestly. It's like nutrition is very hard. Pretty much. The only thing I've found that that works is just a lot of plants, like a lot of vegetables and a lot of plants and there's the last thing that I like eating but I just kind of forced myself to because it's so good for me. And so I'll try. I'll try something like that. See if there's a thistle in your area or an equivalent if this'll and give that a go. Sim my owl. Who says when you've created your new character, what's the one most important thing which helped molded you into your new character when faced with resistance? So I think I understand your question and the answer is just persistence in time. Right? So why is the thing people don't want to hear about? It's like, what was that one thing? And it's like you, you, you, you think you might get a secret or something like, oh, I, I carried this, this, uh, does the joker card in my back pocket. And that helped. It's not ever anything like that. It's just persistence and time. So you keep looking at that mindset document every single day. You keep trying every single day, all day, every day you look at it again when you go to sleep and then you do it every single day and you never stop. And if you do that over a long period of time, that's when it changes. That's the secret to anything like persistence everyday, all day for a long period of time can do anything with them. I'm on the stairs. When doing website critique videos for our direct outreach messages, is it best to give solutions to the mistakes that we've outlined in the video or is it wise to leave that out? You can give some solutions, but not all like you want to. If you just provide no solutions, the person won't believe you or think that you're very critical. But if you provide all the solutions, you won't leave the prospect with a scratch, with an itch that needs scratching. Right? So you have to satisfy a bit, but leave the itch, like not fully scratched. George says, when you first started out working with contractors for digital marketing services, did you ever have any difficulty with your mindset and getting clients? Yeah, of course I did. Everybody does. No one doesn't. So they answered your question, did I? Yes. Gabriel says, what's your number one tip to handle anxiety and procrastination to do it seriously. Like if you're procrastinating, the only thing that solves that makes their pain and anxiety go away, is doing it. And then once you get into it, like once you start doing it and then you drop into that flow state because you're doing it like, then all thoughts disappear. That's what you've got to do. Just sit down, lock the doors, get rid of your phone, get rid of everythiNg. Quit out of your hundred different tabs and quit out of all of your applications and just start doing it and don't stop until it's done. Rob lelisa is when You were planning tomorrow today, how do you break down a larger tasks? For instance, I'm creating slides for my one on one coaching to walk a client through, but they're taking way longer than what I imagined because I keep adding to the presentation each time I open it up. Do you plan in time slots for each topic on each slide you are going to write or do you just say, I'm going to get this whole section of slides done today. How do you go about planning this and breaking it down? Yeah. Okay. This is a good question. So, so it's kind of. Sometimes it can be hard to fully predict and forecast how much time it's gonna take to do a task and the larger the task the more inaccurate our forecast is going to be. So the larger it is, the less accurate we're going to be and we pretty much always, I think we're going to do it. We always think it's going to be shorter than what it is, right? Because we're optimistic, most people and so it's normal, like to have a bit of that, but you have to draw the line somewhere. For example, like I spend about one day per module wHen I'm creating my, my, uh, training for consulting accelerator, uplevel consulting. when I'm creating training, I pretty much reserved one day per, per module one full day, nance about 12 hours. And then If it's, the all allow is about two days. Right? But if it starts to creep past two, then you have to draw the line and be like, nope, I'm just going to have to. I'm going to have to flex the scope. Not the time. Right. So time d time is a good thing because it draws the line somewhere and if you just keep flexing the uh, if you keep flexing time then it will keep going longer and longer and longer. But when you've got a time constraint, you have to flex the scope of it. So you have to be like, all right, well I can include that. I can include that, I can include that. I'm just going to have to do this. Bam, do it. That's what you have to do, so draw the line somewhere. I'd reserve a day per module, but two days max painter wickstrom says, I have a job as a vocal coach where I have classes of about eight people helping them solve a very difficult technical issue in the singing. Can I then start doing group coaching as a consultant or would you recommend doing one on one? I already feel comfortable doing the group coaching and my system of teaching works. Yeah, you can do group coaching it sounds like because you've got a lot of experience with this, so go straight to group. Tim lane says, how do you balance family and work? Is there a way to win the support of your wife if she doesn't fully understand the life of an entrepreneur? Sometimes my wife would tell me she feels abandoned and unloved when I miss a breakfast or dinner. Sure. That's a good question. so you. It's good to sit some some standards for this, like with my wife, I think the big, the big problem a lot of entrepreneurs make or have his, they, everything's, everything's flexible and negotiable so you know, they'll work late one night, then they might sleep in the next morning and then work later that night and then they will take the work through the weekend and it's all over the place. There's no kind of standard sit. And so with my wife sunday we have. I take off every single week and that day is just all her. I don't do any work. I don't check any emails, I don't do anything. It's just a day off. And then every single night, you know, we have dinner together so I stopped working at seven and have done it and it doesn't matter if I'm in the middle of something, I'll stop. It's even have done it. And then you know, we, I stopped work every night at the same time as well and about nine, nine, nine, 30 pm, I'll stop work and go to bed. So we always go to bed at the same time, we always have dinner at the same time every single day, and then we always have sunday together every single week. That happens all the time. So there's rhythm, the inconsistency. And then, uh, once every three months we take a vacation for about seven days, which means that we have for vacations every quarter for seven days, which is about four weeks per year. So we've got that quarterly vacation, which there's no work, it's just that then we've got the sunday of every week and then dinner and going to bed at the same time every day. So it's designed properly and that makes a huge difference. Not recommend you do something like that. Joe says, I want to work in animation. Storytelling. One is my understanding accurate to say that the film makers business solution is to satisfy people's powerful desire for entertainment. I want to work in animation. The storytelling is my understanding anchored to say that the filming business solution. Okay, I get where you're coming from him. Okay. So you're kind of asking like what is the problem that a and a filmmaker solves? Right? What doeS that problem? Sure. Well that problem Is, you know, entertainment or escapism or something, you know, people just want to, they just wanted to watch something right? And that they want to be entertained and so there is a problem and that is what a movie director or a film maker will solve. And it's actually quite a hard problem to solve. If you look at how many great movies there are, there isn't that many. Most of them aren't great and yeah, that is accurate. I mean it's kind of vague, but at a high level, that is what a film director does. Aiden says, should I add a link in my posts? I'm doing organic. No, you don't need to. Every now and then like maybe once a week, drop a link in your post, but for your, for your posts, you're doing like day to day. You don't want to put links in them because it ruins your reach with your market. Like if you, if you do a post on facebook and it has a link in it, it'll get less reach than if it has no link because facebook doesn't like it when people click off the platform. Hey, to work strong cs, I've noticed you like measuring things in life and business and I have seen when I do this and keep track of things, I can more easily improve. For example, when I started measure my net worth, it started to grow. Now I want to do that with more things to reach the next level in life. Can you talk about this? It was not really a question you're asking me. It's, it's, you're asking me can you talk about this? Which is very vague. I recommend that you check out the video on my youtube channel. It's on the blog too. If you go to the consulting.com blog, um, actually if you go to consulting.com, then you go to resources and then you want to click on like most popular or even tools that it'll be on most popular or tools. And you want to find the video called monk like discipline, like discipline, watched that video and I talk about all the different things in my life that I measure, including like when I go to bed, when I wake up, uh, what my focus and productivity was like, what I ate, whether I took supplements or not, and what my resting heart rate was, what my body temperature was when I was asleep, all sorts of things. So go watch that. See is I really liked your approach on making one content on youtube and repurpose it for five other platforms. Do you have any advice on how we can also use this approach? So yeah, you can Just do it like, you know what, you know what I do. I. First of all, I wouldn't recommend that you do this if you're just getting started because when you're just getting started, you want to keep the main thing. The main thing and the main thing is just finding your niche, finding a problem, solving that problem with your offer. Getting clients and doing direct outreach and all of that to get clients in. Once you've got some clients helping them get a result, really sharpening your skills and really getting good at what you do for your clients, getting testimonials, referrals, and then it's managing your money in the business, making sure you're making some money and then it's investing some into ads like facebook ads, building out a funnel and things and now trying to run two things at once in parallel, some organic and some paid traffic and then doing the strategy sessions and trying to do more and more and more of them and really scaling that up. That's the main thing and anYthing that distracts you from that is not worth doing and nowhere in there is there really like youtube videos or things like that. But What I typically do, if you want to see my process, I control this up on this little white board. I've got to. This is only something I'd recommend doIng. Once you have like, um, missed the right time to do this seriously, it's not worth doing this until you or at least making like 10 grand a month before you're making 10 grand a month. This is a waste of your time, but what you want to do is just create one video. They say this here is the video, and then with that video you can put it onto youtube and then with the youtube video you can then embed that on your. How are we going to do this? You can read this on your site. Oh, put this on your blog and then when it's on your blog you're embedding at debt and you can put in like description and transcript, all of that blog video and then what you can do is you can then email, you'll list to this blog and then what you can do is you can grab the content from this email and then you can put this into a facebook post and then also like an instagram post and then also a linkedin post and I think that is all we do with it. Facebook, instagram and linkedin. Yeah, so that's pretty much what we do and I only make one video once a week and the maximum amount of time I give myself for this to record it, to come up with the idea for it to record it, so upload it to youtube and write the description and the headline and priest publish the total amount of time. I give myself one hour, so one hour once a week. That's it, and then what happens is this whole process starts falling into place from here. This goes onto youtube, this goes out to youtube people. Then it gets embedded into a blog post with a description and a transcript and then once that's out there it's on my blog and that's helping with seo and things like that and then we email our list with basically the description of that blog post is in the email and then they get sent to that which boosts site and which boosts the youtube video and then we grabbed the email copy and then put it onto facebook with a link back to here and then I'll draw this properly when we put it. When we email with myelin to here, now all of these people are retargeted, right? Because this is my dOmain and in facebook we link them back to here. Linkedin, we're linking them back to here. I mean that's an instagram and then linton, we're linking them back to here so everything's coming back to here and even the youtube video in the description takes them back to here. So all of the different. All of the different things funnel back to one piece and on this one piece, like that's what I'm trying to grow up because this is my platform, this is their platform, so I want to grow my platform but I want to farm these platforms because these platforms have some, some power in them, but ultimately they're not mine so I want to make sure all the nodes point back to this and then from here people get retargeted. It helps with seo and name these. A call to action which used to be for the webinar announce for the free trial. So that's basically my strategy and their whole thing takes me one hour once a week and then I have read and other people in my company that help the rest of that process flow. But if I had to do all of this shit that would just be too much time and most people can't make a video and upload it and write a description and everything in one hour, you know, most people would spend the whole week doing this shit and then that'd be in the comments, rating them for the rest of the week worrying about things and just this would take over someone's life. At least they are extremely disciplined. They've got people on their team and you know, they can just get in and do something and get out without it lingering in the mind. So this is why I say to most people stay away from this stuff until you're making like 10 grand a month. Once you're making 10 grand a month, then you can hire someone to help you create this process. And yeah, that's basically it. Was that helpful? If you'd like that, just press that like button. Cool. I'm all see as how do we go about stating our website or digital marketing packages so that it sounds more transformation focused rather than just stating features and processes. I a full web development work for copywriting service crm, cro at sutro. Sure. Well you want to talk about problems. You want it to be talking about solutions to problems. So you know, I always think about things in terms of like problems to be solved. So if you're doing, if you're talking to someone on a strategy session, we asked them about current situation, desired situation, what's stopping you from getting there on your own? We now know the problems. We know where the person wants to go, we know where they are, we know what's stopping them. Now we're talking about everything that our program or course or product or services. The only job is to solve those problems. So we talk about something in relation to the problem the person has and how it helps them solve their problem to get them to where the place that person wants to go. We never just stating, we do this, we do that, we do that. We do that. You'll always relating it back to their problem and where they want to go every single time. Joe says, how can I define my niche more clearly in order to start acquiring prospects or clients? Well, you just need to define your niche and define your. I help blank to blank by blank. The easiest way to do it is to just talk about one, what is the niche to what is their problem? Three, what is the solution, right? If you can just define niche problem, solution, then you've got enough to start doing a to start getting clients and then with practice and with time and with repetition, you will be able to refine it better and better and better at. But once you've got those three things, you need to just stop alex's. Besides mental benefits that you get from meditation, the ability to eliminate distractions and more reliably get into the zone. Have you noticed any spiritual benefits from it? I have noticed many spiritual gurus talk about meditation as a vehicle to overcome the duality of the something, something something. Um, so I don't really know. Like, I don't really know how you even define like a spiritual benefit, right? Uh, so I don't know what that is, but I can tell you that I, from meditation that I'm calmer, more focused and I have more energy. I definitely think it makes me healthier and because there's like a direct relationship between the mind and the body and the body and the mind is two ways. And so it's helped me a lot with those things and I actually have matrix to, to, to know that, but I don't really understand what a spiritual benefit is. And does is, have you tried ketosis diet? What do you think about it? I don't know what it is. So I beat you. I haven't tried it. I'll google it to see what it is. Metabolic state characterized by raised levels of ketone bodies and the body tissues, which is typically pathological and conditions such as diabetes or maybe the consequences of the diet that is very low in carbohydrates. So it was basically a low carb diet. Um, so yeah, it's just a low carb diet, but it sounds a bit. And what I eat everyday is low carb, it's but not low carb in that I'm just avoiding wheats and things in breads, but eating just pure meat, I eat a lot of vegetables, you know, there's been so many people that have come up with so many damn diets and there's so much noise and crap at that. At the end of the day, the most healthy thing for a human being to eight is just plants and vegetables. That's it. And then you want like, some people need a little bit of meat in the ato. So I couldn't just eat pure plants and vegetables. Well I probably could, but I'm certainly not used to it. And I get real tired. So I like I had about 50 percent of my meals, uh, have made an them 50 percent of them don't. And then I make sure all of them have a lot of vegetables and plants. And really that's the best. I've tried lots of different things and that's the best one I've ever tried. And it's made me feel the best and be the most productive. Is it normal to seeing more than a hundred diem and not get a single 15 minute chat or a strategy session? Yes, that can happen. You just want to ask yourself, why? Why haven't these people respond to and try to solve the problem? Try to improve it by allowances. I really get that it's best to niche as opposed to a generalist. However, I'm thinking of copying your dm route, step by step, make some cash. Then after restart and that job, I know it's longer, but the intention is to make the money quicker in specialized after I'm a complete novice. Okay. Well you didn't really ask me any questions. You just stated something so I don't know how to respond. My petri says sam, I do ppc advertising for the transportation industry. More specifically, limo companies. I know you shouldn't say the niche doesn't have money and this niche does have some money, but would you recommend saying I help limo companies get more clients through ppc or should I say I help service based businesses get more clients through pbc? I already have about 50 clients and it's getting to the point where I have several in a given market, so not sure where to go from here. Sure. So if you've already got 50 clients, what do you want to do? Is list them all in a google sheet, write lists them all down in a column and then list all of the different niches that they're in, right? And then sort the niche column alphabetically, so at clusters into its different objects and then look at what a one is. Also actually list out how much revenue you're making per client, how much revenue per month. And that's an additional column. That's the third column. And then sort by the niche category and then grab the, grab the sum total of every category in revenue and as account in a number of clients. So that's a equals count if the total number in that category cluster. And then you should be able to see, um, for each niche that for all 50 clients that make up the whole of your business, what percentage is in each niche based on account and based on total and revenue. And that should give you an accurate view of the concentration of your revenue per niche and we're there is the most concrete. And then I'd also add another column for satisfaction that you have working with them and that can be out of 10, so one to 10 and then just look for something. They're like these things that typically never evenly distributed. They'll be, they will be distributed along some kind of like along some kind of curve that will look like 90 slash 10, 80 slash 20, 70 slash 30, something like that. And you just want to find where most of clients are or were most of your revenue is and how that correlates to your satisfaction. Whatever that is. Do that one. Sorry tae. I just missed your question. Tie halon please ask that again. Bellah says first time here we've just launched our consultant course slash system. We have a lot of interest from our market and people who are really to put money down, which we need to start earning from. We can. We are still building out to the course materials and research, but estimate we would have a strong working model in less than a month. Do you recommend going live with the course without having all the materials available at the time of taking on the first stage of the members or should we wait to have the full system built before taking him on our first group? Yeah, well really what you should do is join up level. Alright, so that is go to week seven inside consulting accelerator. It's cold. The next label weeks even watch those three videos. Those three videos will give you a lot of your answer anyway, but then you should join up level because this is exactly what we do in uplevel and really what you want to do is you want to sell it before you build it. You want to get at least like three clients that have paid you the money, not said they're going to buy, but actually paid. You want to have that before you build even the first module because the last thing you want to do is spend a lot of time building and then find that nobody wants it and you also need to get paid because you need, you know, we need money to live. So that's why go check out weeks. Even a political consultant, aiden, jack says, should I add a link to already answered this? Sterling cooley. I'm thinking about hiring a fitness coach for myself. Do you have any recommendations on what to look for? Sure. Well, it depends how much money you're making per month. I mean if you're making like 10 grand a month, then what you should seriously do is like buy a buy the equipment for a gym in your garage or in your, in a spare room in your house or something. Right? Because the amount of time people waste commuting to gems and doing all of that stuff in gyms is ridiculous. So I would do that before hiring a fitness coach. You know, you want to try and eliminate as much friction and time waste from that exercise as possible. And I, I got rich to fit out out this garish, we've, this place in la and to do the whole gym, everything I needed, it was only about five grand and that was buying the gear brand new. I'm pretty sure if you bought that gear used, you could do it for three to four grand. And I ran an equation in my mind on that. And the payback period is, is very fast. And because the closest gym from here was about a 10 minute drive and you know, I go to the gym, uh, roughly like five times a week. So that's going to add up to like, we can pretty much say that their 10 minute drive plus going in and out of that german, like swiping the card and finding a car park and all of that. And finding my case here, getting into the kind of like, you know, it's going to be, there's going to be 30 minutes per gym session five times a week. That's two and a half hours, two and a half hours in a month. That's going to add up to a 10 hours a month. Over 12 months, that's going to add up to 120 hours a year and then, so that's just in your first year right now. One hundred and 20 hours if you, you know, I would calculate my time, probably like 10 grand an hour, so that's a lot of time. There's a lot of money and by having that gym equipment in my garage, it's zero hours and so it's already paid back because the gym gay was only five grand and then you're more likely to use it and all of that stuff. And I wasn't even factoring in the cost of the gym membership, depreciation on the vehicle or um, the gym membership, depreciation on the vehicle, buying a drink or a water bottle or something at that gym and a gas for the vehicle, right? Effect fact, those things in then it's a no brainer. So I would do that first. It's, I'm honestly surprised people don't. Everyone doesn't have that. It's so much nicer. Don't have to wait for any equipment. You don't have to swipe a card or walk up these stairs or anything. It's just right there. Says, do you use any trigger to get you into the zone flow state? Can you talk more about that? Sure. Uh, now to do that, it's not so much that you can use a trigger that's going to work immediately. It's like you need to anchor a, you need to anchor a state to a trigger and with enough repetition over time that trigger will trigger the state, right? Or at least help you get into that state faster. So for me, you know, my, like my, the place where I work at my desk, that's kind of a trigger because I always do my work at the same place every day and so, you know, my disc and going and sitting at my desk, that's kind of like a trigger a the time. So 9:00 AM every morning. That's like a trigger to. That's when I generally get to ideas. And so I've got a place, a location and a time. Those are two strong triggers. But also I liked incense. So I, I like in the end, it is the only, uh, it's the only one of our senses that bypasses the thalamus in our brain. And so, you know, the, the, you're seeing the smells since it goes from like the, the nerve endings in your nose too, like the neuroreceptors it just fires, bam, straight back, bypasses the thalamus and goes straight into the limbic system. And so it goes straight into affecting the emotional state that you're in. And so your limbic system is your emotional, uh, prime all kind of part of your brain and you can access that library through a thought so you don't know what's in there, um, but your, like the other part of your brain is logical and rational and you can, you can access that library. But what the smell does is it bypasses the logic and goes straight to that emotion. So smell is probably one of the most powerful influences of like human behavior without us knowing it. All right? And so if you can anchor a smell to a state that can help a lot, that's why you'll notice that a lot of like, uh, those places where they like the way they meditate and do training and things like that, they will often light incense. Uh, and quite often at like yoga places or you know, any place like that, they'll quite often light incense, dance because it, it helps that. And so what I've done is I've anchored as smell a place and a time to, to like a state of focus and deep work and that works pretty well because I've been also building that relationship between those objects and that state for like two years with my disc in that time longer, but with the scenes and things like two years and it really helps a lot. So if I go to my desk and it's 9:00 AM and I like that. And since boom, I'm there zora and sees how important of a role does a person spirituality play in the success of his or her business and in the goals in life? Well, I don't even know how to answer that question because I don't really know what spirituality means. Let me google it. Spirituality, the quality of being concerned with the human spirit or soul as opposed to material or physical things are. Okay. I got ya. So it's basically like, okay, I get you to now. Um, sure, so I think when people get started in business, I can remember, I can recall this from when I first got started. I don't think I would have been very spiritual at all. Um, in terms of like not being. All I really understood was material things, right? And so all I wanted to do was make money so that I could buy material things and I didn't really see what I was doing is something that was, had a purpose of doing anything other than just helping me make money to buy material things, which I think we could define that as not very spiritual. Um, but with time and practice I started to see that, you know, by doing business I could actually have fun. It was like, it was like meditating for me and it was like painting or something. You know, how like people like painting or, or doing yoga or like it's like a craft and when you start to appreciate it like that, you get a lot better because now you're doing it not just to buy things. You're doing it because it's, you really love doing it. And then when you also can see how doing it is good for other people so that you can help like make other people's lives better and you can have fun doing it and you can make money for yourself. Then when you tie all three of those things together, it gets really, really, really powerful because now there's so much more meaning to doing your work. You're not just working to buy yourself a ferrari, you're working because you love it and you wouldn't want to do anything else and you help a lot of people and you also make a living. And so like by looking at the definition of spirituality, I kind of defined it as that. And then with those examples I would say with time I have gotten more like that. I don't know if that answers your question, but I had to work with eye to eye to work with things because you weren't very specific. Paint a wick, strong cs. I find it easy to be disciplined, meditate and exercise in the morning. But when it comes to planning and the warmup, I have such resistance. I think it's a sign that planning in general and using the warm app is really good for me, but how do I deal with the resistance? Sure. So if I was you, I'd do the myers briggs test and if you can reply to your comment here, tell me what your myers briggs profile is. I beat you. It is a p at the end instead of a j. And so you'll probably get an email probably in a. I'm just looking at your profile now. I've, it looks like you're like an a in pe total guess, but let me know what you are. Eight nfp. That was my guess. Will you tell me your myers briggs profile and I read it. Then I'll answer your question. Michael says, I have a bit of a philosophical problem with the concept of a minimum viable offer. I try to productize my service offering, but then he reclined turns out to want something slightly different. Should I refuse clients who want custom work done and only look for those who fit the mvo. So you need to be disciplined with. You need to discipline your clients. Right? So a classic example know a lot of people who we sell into consulting accelerator, they ask us for things that we say no to. And I remember at a time when like bitcoin was really a bubble and when chatbots was really a bubble, like a lot of people were saying, why isn't sam teaching us about bitcoin? Why isn't sam teaching us about chatbots, chatbots? So important? Why isn't the chat bot training in the accelerator? And I was like, look, I'm not gonna put any chat bot or bitcoin training in this program. And the reason why is because it's, it's not what you should be doing. So just do the work. These things are not things that you need to pay any attention to it. And so I pushed back against clients and I do that all the time. You know, sometimes people ask, well, you know, how do I, how do I do these landing pages or this website or this funnel in wix or in another platform? Or how do I set up this, this hosting with godaddy or whatever. And if we don't support it in the training, then we just say we don't support it and the training, we don't add everything in. So we have, we chose like some, we chose what we believed were the best path for people to follow and we provided flexibility in there. But anything that falls outside of that, we just say no. And so when you're designing your mvo it should have a bit of flexibility in it. But if people try to be in, do you to all sorts of different shapes, you have to say no and you have to resist that. Hello, is one roadblock we've run into is a new businesses having previous clients and testimonials and referrals, a lot of successes, a lot of success to communicate our abilities. What are some of the ways around this when talking to prospective clients? Sure. Well, if you're just getting started and you don't have any clients, then you won't have any testimonials. Right? That's just how it is. Everyone starts the same way. Nobody's different. Apple and amazon and microsoft and netflix, they would all started the same way. Alright. Everyone starts their way. There's no escaping it, so you just have to just keep going and you'll get past it. Then once you have some clients, you want to help them and you want to deliver results to them. Once you feel like you have delivered some good value to them, ask them for a testimonial. Don't wait for them to send you one. They won't ask them for one and be direct. When you ask in followup and they will give you one if you have helped him. Then when you've got them, use them, put them on your site, talk about them in your value video and things like that. Any handle on is, I'm thinking about the new year and I just grew my lawyer, digital marketing retainer business, getting colds, especially through this was tough with eds. Is there a potential for a course with lawyers? Well, the thing is is that, you know, this is why we start with done for you because this gives us answers to things and it sounds like you've been able to get clients, but it's been difficult with ads. Well, okay. We know that to be true. So now if we change our course varies, if we change our done for you variable to um, well actually I can just kind of draw this. It's pretty simple. If you have right now you've got three variables of we have like lawyers, facebook ads and done for you, right? And if we say that this here is the niche, does he, uh, is the, uh, traffic? And if we say that this is the delivery, if we look at these three variables right now, if the outcome of these three here is not working, and when I say not working, it might be working, but it's hard to get coals with lawyers when it comes to the done for you thing. So these three variables together equal x. Now if we have facebook ads lawyers and then we changed this variable to course, what do you think the output's going to be of that? Where's the problem? And he is coming from. It's coming from here. Either this one or this one, like a culmination of these two or either or a combination of both. It's coming from here. It's not coming from here. So the output of this is going to be there too, so there's no point. You're not going to solve your problem by by switching from this to that. The only way you're going to solve your problem is by fixing this, these ads, and getting calls with lawyers through ads with this done for you model. Once you've mastered that, then will this work? Yes. So do this first stage one, then stage to do that. That's what you want to do. You've always just got to break it out into its, into its components and look at them and then you can see what like what the answer is. It's pretty simple. Almost says that he thinks I may have gotten the question wrong. What I mean is what are the most essential mistakes we want to look out for in our prospect's website, in our website, critique videos, and how does those mistakes and peck declined a position. Okay, I get it now. So it's still kind of like hypothetical, but the most essential mistakes you want to look out for. Sure. Well if you're selling. When I used to do it, I would always target people who are running ad words or who had some good seo or things like that because to rank up on the page, one of google organically means someone's tried, had and probably spend some money there. That is true. You don't just rank on number like on the first page of google for a competitive term by mistake, right? It takes effort or it takes money. Most often it takes effort and money and time and someone who's willing to do that is going to be someone who cares about improving things. Right? So I would look for people who were on google ranking high organically and slash or running ads as well. If they were running ads, ad words and ranking competitively in google didn't. Those were always good clients because they truly cared about improvement and being the best and winning and so then you want to start our. That's how I found these people. Then I would look at their websites and then I would tell them like the big things I was looking for was like a bad call to action. So just saying contact us, right, but that's the only call to action. Contact us and contact us. Just went to a long ass form with all of these fields. Like that's not good. No, there should be a bit of call to action. Now. You should have a phone number. That's if this is. It depends on the business, but when I was doing plumbers and locksmiths and electricians and things, I said you need to have a toll free number that shows up top bold on every single page, toll free, big and bold every page, and then your call to action should be specific to each service. So you know you wanted to break out. Instead of having just a plumbing website, just talking about generic plumbing, break it out into having the generic website and then listing the different services and for each one of those services talking about the problem and then the solution and why they were different. And then having a call to action that related to that specific problem. So like, do you want to get a quote on this? Click here and then having the 800 number, the toll free number, making sure it was mobile responsive, making sure that if you tapped the toll free number on a mobile responsive site that it worked, that had just called. You didn't have to copy paste the number. I can't tell you how many sites I looked at their head, the toll free number as an image in the site. Now if it's an image, not only can you not tap it to call but you can't copy paste that and do you know how difficult it is to go in between your phone dialing a number and back into a browser to remember those digits. Just try it. It's hard. It's friction, so I would help them with all of those things and then I would also look at just the general kind of design of it, making sure they've got images, images of the actual company and the actual people in the company helps a lot. People don't like stock photos, stock photos up, so actual real life photos and copy that talks about the problems and the benefits and why they're different. Instead of copy that just talks about like we are the best because we have won these awards or things like that. Timer timers is what do you think about niche entrepreneurs working for a good cause? This basically includes such organizations as education startups, charity organizations donate towards nonprofit organizations, renewable energy and sustainable and recycling. The idea is that they started these companies because they wanted to help the world in the first place. My concern is that it is not going to be an easy niche to identify on facebook. Well elsewhere though. Sure. Well you could just, you know, I think most of the most like great companies actually have a pretty good cause in mind. Like you know, if we look at google and my mind, google is probably the best company in the world and if we look at their mission, it is to organize all the world's information and make it universally accessible and useful and they surgery, brin and Larry Page came up with that mission because they owe a surgery lived in, in soviet Russia during the soviet union when they had no access to information. Right? And so they were basically under this regime and they thought the outside world was totally like evil and monsters. But then one day a, his dad, who was a scientist went to a, he snuck out through Poland into a, uh, a science convention with where there was lots of americans, any american scientists for the first time, and he found that they weren't monsters and that they are actually scientists trying to make the world better and that they were actually able to pursue their passions much, uh, much more freely, and they were much more free and had a better quality of life than everyone in soviet Russia. And so that piece of information that surgery is dead discovered, changed their life. And then they ended up migrating to America. And then that was the whole premise behind google because he saw, he saw how, uh, access to just the tiniest piece of information can actually radically change someone's life. So that was the premise for. And that's what they've done through google. Think about what life is like now with google. So you know, it's not just nonprofits and charities and things like that that are doing that are pursuing good causes. I would say it's a lot of businesses, so I wouldn't pigeonhole into just nonprofits or just like any one of these things because you know a lot of the time the people who make the most change are not nonprofits. You're actually full profit companies like google or tesla or space x or things like that and so I would just call them something different. I would say mission driven companies or mission driven entrepreneurs, entrepreneurs or businesses that has that want to drive some change with some sort of mission and then you should be able to just target the broader market of entrepreneurs that your message will call out the specific people within that audience that do identify with being mission driven. That's how you do it. You can't narrow that pool just with just with audience, like you can't narrow that pool with just audience interests or any sort of boolean operator in there. You cannot narrow the pool. You have to target the wide pool and use your message to pull out the individuals that will self identify. That would be the trip to it. Ty says two questions. Question one, and the training, you highly recommends that we only select facebook for placement when creating ads. However, you also say that the facebook algorithm is responsible for 90 percent of the success of your ads. Why? They internally select automatic placements and allow the facebook algorithm to identify with identify the best placement and most likely conversion we're seeking. It's a kind of good question. Um, you kind of abstract and what I sit there and applied it to something else. But facebook placements, you've got to remember what facebook's number one intenders, right? The algorithms and teens, they're number one in teams is to spend our money, right? That's. Did they want to make money? That's the number one and 10. And so you'll notice that they really push you hard to try those other placements. Now, I tried all of those placements and they quite honestly suck. They suck so bad. It's, it's bay. I think it's almost a crime that they even exist as a placement and it's differently almost a crime that they force people and nudge them towards trying those placements because their trash. And so you can. I gave it a go, but if it doesn't work, I've given it many egos and it just doesn't work anywhere near what just facebook newsfeeds do. I can make the mobile newsfeed work and I can make the desktop newsfeed works. So I just like facebook news feeds and I would suggest you do the same. Um, I'll say is what are the biggest obstacles that you have to overcome in order to get to six figures, seven figures, eight figures? Sure, we'll six figures. You just need to take business seriously. Like to get to six figures. You just need to actually show up each day and keep edit and just do it consistently. Just don't be an idiot and stay consistent and you will make six figures easy. It's very easy to do. You just have to show up each day and keep going at it. And you'll make it. Before you know it, seven figures you kind of have to get, you have to get hungry so you have to get really driven. Now it's going to be like not just showing up and chipping at it, but you're going to have to start thinking strategically. You're going to have to start thinking, how am I different from the other people? You're going to have to use differentiation a lot. You're also going to have to use some, some sort of accelerant. You're going to have to use like ed's some kind of ads or funnel or marketing automation to ratchet it up. Then to get to eight figures, you need a team and you need to be. You need to be. You need to have a team and then you have to have like some time as well and you need to be willing. You need a box time team balls to get to eight figures and you need to be different and really good at what you do. Gabriel says, what religious beliefs do you have? Do you have a religion or something? No, I don't. I don't have any. I understand where all of them come from because I've studied pretty much all of them just out of interest, but yeah, I don't really hold any, any one thing because yeah, that's just what I do. Joe hand is. I have a question about us visa. I'm from Germany and would also like to come to the us. How did you do it? What kind of visa did you get back then and how and do you have a green card now? Sure. So I am on an o one visa. Oh, one are now. Every country has different visas that are available to them. New zealand has actually not many options available to them. So I got. Oh one because that was the one that was easiest for me to get, but if you're coming from another country, you need to look at what visas are available to you and then you need to basically talk to a lawyer, like a german lawyer who's sole job is to get germans visas in America. So there's gonna be a german lawyer or it might be a us lawyer who only works with Germany, but you need to find someone who understands the intricacies of Germany and your with and visa's not a generic lawyer, not a visa lawyer for any country, but in Germany you will visa lawyer, they will help you with it. It's not something like, I did it with a lawyer and I can't imagine doing it without a lawyer because it's so much work and they really help you. They know all the intricacies of it and they really help you get it. And I would just talk to them. You can have a free session with them and they'll tell you what the options are. But I will say this. Have you tried a vegan or raw diet? Um, I have tried vegan but I didn't really like it. Like I just felt my energy getting zapped, you know, it's kinda like one of those. It's kind of like one of those things where people, the answer is never binary state. Like some people like, oh you know, it's all meat and then some people are like, no, it's all vegetables and no meat, but it's never ever like just this zero one binary state thing is a spectrum in there. Right. And you've got to. Every person is different, but every individual burns like food, different and processes energy in different ways, so you've got to find where in that spectrum is optimal for you. And I've found mine to be pretty. I pretty much ate no red meat at all. Like if I do eat meat at all, be like just a tiny amount of like chicken or things like this and I only have 50 percent of the meals I eat and most of what I eat is just vegetables and plants and things like that. How do you go about controlling your responses to doubt and uncertainty when it happens? Is there anything that you say to yourself or think differently about the situation that makes you more calm and rational and those types of challenging situations? Yeah. Well there's always doubt and uncertainty, right? I don't even know like what's gonna happen next? Second? The internet might stop nick second doesn't mean that I'm freaking out. I'm not even thinking about it and I'm not thinking about what's going to happen tomorrow. You know, I, when I'm, I only think about time that isn't now when I'm like going out to plan something into the future, right? Or I'm the past to see how I might need to change something now to improve the future. So I never really asked the past or I never really go into an imagined the future unless I need to. Otherwise I'm just working on something immediately right now. And so it sounds like you spend too much of your time thinking about things and not doing things because when you're doing you're not thinking so you just need to do more pilau. Bob says, should I niche first or follow your by digital marketing route? I would try and pick a niche. Honestly, pick a niche, find a group of people and then find a problem. They have sold that through your solution. Richard kenzie is. How did you meet your wife? I need to on st patrick's day in New Zealand at a bar. That sounds raheem's he noticed that you do facebook ads that focus on the authority bias, like being on the New York stock exchange boards, et cetera, and talking about your success at a young age and to other facebook ads as far as kissing on a practical step by step business system and how your program works. Which of those ads gets you the best results? Um, typically the ones that get the best results are the ones that talk about a problem and then a solution. Those are the ones that get the best results. After that, there'd be ones that tell a story, like a story of transformation. Those work well, but often that story of transformation is talking about me experiencing the problem, solving the problem. So it's kinda like talking about problem solution, but through the perspective of me going through that journey, generally the ones that work the best are always going to be story about problem solution or just talking about problem solution all the time. What are the three most important qualities? This is from tate marie. What are the three most important qualities to prioritize when selecting your life? Partner? What are the three most important qualities to prioritize when selecting a business partner? Sure. Well, no, I don't think I'm very analytical and I'll break everything down to its constituent parts and everything and analyze the hell out of things, but I don't really with, uh, with my wife, you know, it's different. It like a relationship is slightly different than a pure business decision because, you know, if I was using just cold business logic, I would just marry the person who had the most money or marry the person who like, would be instrumental in helping me get the most money. Right? Like, that's what I would do and if I didn't have any, um, if I had no, if I wasn't like a human then I'd probably do that. But it's you, you, that's not how you select your wife in this, you, you're trying to do that. Instead, you're just looking for someone like that that you get along with and that you could just spend a lot of time with. And that's going to be symbiotic. I think there's, the best answer is like you want someone who's going to be symbiotic. So these relationships, when someone's going to just take from you and then there's going to be relationships where they just give to you, but um, they never take and you never give like it's those ones are toxic, right? So you don't want someone who's just real needy and like once you, all the time and you don't want, like, you've got to find a balance in there where the both of you help each other. So like they help you be a better person, you help them be a better person. And um, you both enjoy hanging out together and it's like that. That's a, that's what I looked for. And then the same thing with a business partner. You know, you don't want to be the one that's, you don't want to be a full give or a full take kind of relationship. That would be horrible. You know, it's like you want it to be symbiotic so that you help them with stuff. They help you with stuff. You cover each other's blind spots. You make each other stronger and your strengths and together the two of you are worth more than the sum of your individual parts. That is what makes a good partnership for like a wife or husband or business partner. Symbiosis bilateral says, do you know anyone who had a niche in education and what was it? I'm sure there's people in here. I've seen it like a lot. I don't recall anybody his exact name, but I recommend that you post in the facebook group and say, hey, is there anyone in here that is doing the education niche? Mark patri says, hey sam, I think my question wasn't very clear. I have 50 limo clients, I have multiple clients in some markets and so I'm thinking I might have to change profile two. I help service based businesses, get more clients through paid advertising. Just wondering if I should just switch and start and another niche instead what? I have 50 clients. I had multiple clients in some markets and so I'm thinking I might have to change my profile to. I helps. I totally don't get what you're talking about here. So you've got 50 clients and you have multiple clients in some markets. What do you mean by markets? Are you talking about local markets that you've got 50 limo clients, 10 of them are in la, 10 are in san diego and like 30 of them are in san francisco. Like what do you mean by markets or they. I'm confused with this piece and then I'm confused why you say that you need to change your profile too. I help service based businesses. I have no idea how these things come together here. I need some clarity. I mostly use. Is there a difference between love and happiness? I doing something out of love versus what makes you happy? Um, I think they pretty much the same thing to be honest. Like, and you can love things that aren't humans like the generally I noticed that the people who do the best and I look for this key word when I do job interviews to. So if I'm, I often ask questions to people like tell me how you got started. Like, and recently I've just been a lot like the last six months interviewing software engineers. And I asked him like, how did you get into coding, but when did you tell me that story and you know, what I'm looking for is the story about how and if they have their voice changes and they light up when explaining their like if they talk about was speaking to this guy the other day and he said, he told me the story about how he had a Texas instrument calculator back at school and he started by like learning how to program that. And then how. Then he got a, his father bought him home a computer and then he started learning how to do that and, and his voice picked up. And then he talked about, he said the word love. There was like five instances of the word love relating to a machine and whenever someone has a keyword love in there talking about something that isn't a human being, that's a strong signal that they are passionate about what they do. And someone who's passionate about what they do is going to be happy doing what they do. And they're also going to do really well at what they do. And so that that's a tip for hiring people, look for the passion and the keyword love. And then when you noticed yourself talk about your work as a love thing, you will notice that when you're working, you're actually very. And then your question I'm asked was, is there a difference between love and heaviness? I don't really think there is. Like it's basically the same thing. Although I guess you could love something and not be happy and in it I think happiness is just something that kind of comes and goes, but love is something that probably creates happiness the most, but no one's happy all the time. Thinking you were going to be happy all the time as a stupid, stupid, stupid idea because you won't be joshua waste overseas. Going back to what you were saying about unseens, I've read that aroma therapy can be used for something like sales calls for example. After you close the deal and you're feeling that sense of certainty and confidence, you can then anchor that with an aroma. Is this something you'd recommend trying? Honestly, I had light in scenes. I would just light incense. When you're doing sales calls because you're not just trying to anchor the smell to closing, you're trying to anchor working to like a state of being focused and being in the zone and then when you do that, then you'll get more closes, right? You're trying to fall in love with the practice and you're trying to anchor that relationship with the practice and then when you love the practice, then you'll get more outcomes. You're not trying to anchor the thing to the outcome. Right. Anchor it to the practice. It's like if you watch any athletes documentary like a Michael Jordan documentary or um, or anything, they will quite often talk about their love for the game and how they love the smell of like the ball, right? Like they, they quite often are in love with the smell of the ball or the texture of it or like the squeaking sound of like a shoe on it. The on the court or like the practice of lacing up and lacing up the shoes and walking out or warming up. Like they've developed a, they've developed a passion for the practice and that then therefore helps them achieve a better outcome. They don't develop a passion for like just winning. Of course, winning always comes with a positive outcome, so you don't need an anchor. That one. You just need to enter the practice. Zoe is you suggested that after picking an industry we need to do our research on the industry and we could either go online and check the resources available on them or we could email the participant, can get to know their fears and desires. Which one would you recommend in order to truly understand the market? Both you want to do a qualitative and quantitative, so quantum would be like, well, I guess it's qualitative would be like online looking at blogs, articles, looking at the most popular books, looking at comments, looking at feedback on those popular books, looking at the different chapters, talked about in those books, looking for patterns there, and then also looking at the influences and the thought leaders and what they kind of talk about and what the feedback is on those things. They talk about that kind of helps you understand it from their point of view, but then once you've understood it enough, they're the only way to get true understanding is to go down and talk to someone at an individual level so you can start by emailing or adding someone as a friend on facebook, reading someone as a connection on linkedin and nene starting the conversation that way, and then getting on a call or just chatting or jumping on skype or whatever and digging deeper. You need both. You need to understand the industry as a whole and then you need conversations one on one with participants of the industry. Ernesto's is I have a question. The teen smart market diagnosis questions. Do I have to ask people in my niche and in that case, how many people do I have to ask the questions. You need to talk to people in your industry or your niche enough. Until you can answer all of those questions you don't specifically ask those people those questions. You go out and talk to people enough so that you can answer those questions yourself. Run, run. Nias is, hey sam from monica. How's it going? Hey, khan says, would you recommend service an offer for just 100 if you believe there is a good market for it? No $100 for services to cheat. Hi, gabriel ccs a j o n e s t j. Interesting. So thej is usually like planning. So jay's like planning and like schedules and things like that in a tj will really like it. I wonder why you don't like that. So it's probably not so much. Oh sorry you will not. Who was the person that asked it? Damn question in the first place. Is it gabriel or peter? Because then peter said he's an ian. If jay I find it easy to be disciplined meditating in the morning, but it when it comes to planning the warm air pipe such resistance. Oh, okay. I get it. Sorry. So that peter is still jay, but there isn't if there. Yeah that changes. Things would still like planning things but the, if the, if means you're going to be heavily influenced by your feelings. Right? And if you're. So you obviously have some feeling attached to the future, so you'll probably, you probably when you go to think about the future, it has feelings, strong feelings attached to it, and those feelings will be making you not want to think about the future. So you must have like feeling about it and then so what you need to do is you just need to push through it honestly. If you think out into the future and it starts making you feel anxious or feel something, you just have to understand that you need to push through it. Not the feeling isn't a signal to tell you to stop. The feeling is just something that needs to be ignored and pushed through. Know feelings aren't like campuses to lead us to what? Where we want to go. All right? Because you know, I might have a feeling that I don't want to get out of bed. Doesn't mean I should listen to it. I might have a feeling that I want to eat like a chocolate cake. Doesn't mean I should listen to it. Oh, I might have a feeling that I don't want to do anything today. It doesn't mean I should listen to it like you gotta get good at pushing past your feelings. You need to. That's why we define our goal, like our vision and our mission and our goal, and then we break it down into action items that we need to do each day. We plot those on our warmup, our warm app guides, what we do, not our feelings. So if we go to do what's on the wall map and our feelings like, oh, I don't want to do this. Fuck the feelings. You do it, and if you keep going against the feelings, your feelings will just disappear. They like little imaginary friends and if you ignore them, they die. And so you just need to push through them. And then gabriel, you confuse me, man, with you putting a myers briggs there. What is gabriel says? I'm an esd. Jay, what is the number one area I should be focused on changing in order to grow? Well, the. Sometimes he will want to be talking in like doing conversations a lot and you want some. That can be good, but it can also be bad. You know, you need some alone time to focus on work doing work that isn't talking to people. You can't confuse talking with work. Sometimes you've got to talk to do work, but sometimes you've got to not talk to do work. Extroverts get caught there. Same with introverts. Introverts get caught with doing too much of the work and not talking when that needs to be done in order to achieve the work. So you've got to watch out for that and in that isn't there. You might be too rigid in terms of what's been done in the past and tradition and you might be too. You might like adhere to rules a bit too much, so you've gotta watch out for that because t's like tradition and the way things have always been done and they want to continue that them in that way. So would just watch out for those two things, um, with your type of psychology. But other than that, you've just got to do the work and then be mindful of your, of places where you can get caught and you'll be fine. Cornelius says I'm in week four and struggling with longterm payment terms like 60 plus days when consuming when consulting at large firms. How you handle this. Yeah. So I don't really understand your question, but for what I think it means is that these people want 60 days to pay, which is kind of like you just need to be disciplined to them. You need to discipline game now. So if they like, oh you know, we can you give us an invoice, we'll pay after 60 days. Be like, no, you have to pay me now upfront. And if they like, well we can't do that. Be like all right, well why can't work with you? Just force them to. And if they don't play ball, drop them, forget about them, you know? And if it's just, if they demand that it must be done this way, then start working with those companies, you know, work with smaller businesses that aren't going to do these stupid sorts of things because you shouldn't have to like invoice people and work without getting paid for 60 days. There's silly. I'm also in the hierarchy of needs permit. Is there a reason why belonging and love needs I intimate relationships and friends comes first before esteem needs it, prestige and feeling of accomplishment, and if someone doesn't have the belonging and love needs me, it's how would it affect the performance and business? Yes, that's a good question and you've got to think about it like this, right? If you were in, if you just imagine that you were in the wild and you had no shelter, no warmth and no food and no water, and imagine if there was like wild animals trying to attack you, write the number one thing on your mind at that stage is survival and when you're in survival mode, nothing, you're not going to care about having a relationship or like starting a business or education or self improvement. These things are not going to be important to you at all and they shouldn't be because all of these things are useless if you don't, so you need to focus just on survival and that's why the first need is really like survival, shelter, warmth, food, water and debt. And then once you've got those things in place, typically you then like seek a partner. So once you're kind of out of survival mode, then you seek like a relationship or level, things like that. So if you're a woman and man for man and woman or you know, it could be even the same, right? If you're a man may might even be a man or a woman could even be a woman, but everyone will kind of seek someone else there. Yeah. I don't think there's ever really an instance where someone doesn't speak at all, any connection to anybody else at all. Uh, generally there's always that. And so then you're going to want to kind of find a partner and satisfy that. And until you solve that, one is always going to be nagging on your mind, right? Because it's the limbic system thing. And so you know, your limbic system will override your logic in control you. So that's why if you're in the survival, you know, if, if you go into a dangerous scenario, your adrenaline kicks in and you go into fight or flight mode and you can't logically tell yourself to turn that on or turn it off, it just goes because the limbic system did it in the same thing with a relationship. If you know, a lot of entrepreneurs can't focus properly until they've got a solid relationship. I was that way, like until I found a girlfriend, I was like, I was not able to just stay focused and things as matched because I was always thinking about going out, meeting new people, things like that. And so I think it actually is. It helps a lot. But that isn't to say that you can't start a business without having a girlfriend or a boyfriend. Right? You, you, there are people, right, who have started really successful businesses and they have like never had a girlfriend or a boyfriend or whatever. So it doesn't mean you have to that. I think if I'm answering this broadly speaking for everyone, it helps, but having a partner helps a lot and then once you've got that solved, do you then start to think about like self improvement, like I don't really start about education and learning and changing the world or like being the best at something until I've got those other things covered. Alright. And so that's what it kind of talks about there johanne and we will assess. I've already answered your question, fled to chin coast is what is the best method to promoting paid workshops? How do you promote your live workshops? So me personally, I don't do live workshops so I don't promote live workshops. I have a mastermind quantum mastermind, but we never advertise that. We have never run any ads. We've never really done anything to promote that. It's just the. It just happens organically. Right, but you're asking about live workshops. I know people who do live workshops and typically it's best to promote it to your email list or to your customer lists or things like this. It can be difficult to do with eds. I know you can do it with ads, but you know you don't want to run into one of those scenarios where you can't fill it up and you end up spending so much money on ads and live events have hard costs. Like if you're gonna use ads to fill up workshops, you really need to be good with the numbers. You need to know the max, how much you can spend. You need to know when you have to start advertising in order to fill an event of this size before this date. You need to know all of these things. It makes it more difficult. Typically people with workshops, we'll promote it to their email list or to the customer list. Nicholas, kara. Vito says, have you determined which myers briggs is most prosperous in your program? Realizing that the exercise is to review who we are and work on balancing the opposing personality traits. Yeah, so you don't. This is. This would be reading into it too much, right? Like you, there is not a myers briggs type is best suited for entrepreneurship or whatever because it depends how you define winning or the best. Because you know there are, there are if type personalities who have made billions in business, right? And there are two types. There's extroverts, there's extra, there's introverts and there's easters and then there's a and then his ends and these teas and peas. I mean j's and p's theory. If you look at billionaires in the world, all of this, some of every different type, it just totally depends on the niche you're in. So if I was trying to do, for example, like like yoga and wellness for woman and I was trying to start a business doing it. I'm just not. My myers briggs type isn't the best for that. I'm too analytical into oriented. On thinking. To do that you need to be more feeling to, to really do that one well. But if I'm going to do something like a run facebook ads and it's been in and get into the numbers and analysis of things, they don't really. I've got a really good strength with that. So instead of trying to think which one's the best for entrepreneurship broadly, you need to think which one's the best for which one's the best in relation to the niche. Like if you're going to work in finance, it's better to be a t than f. And if you're going to work in like yoga or wellness or something, it's probably better to be one if they don't take it totally depends on the niche. Gabriel sig the ato. How would you start a done for you sales coaching business to salespeople? I would. We're just starting again, like it's always going to be an a drawer. The stem thing up. This is how you always solve it. You always start a business this way. You've got your cool lists, your draw this. You need to identify like your niche, that group of people in here that cluster together in some way. You need to identify this first. Alright, you need to do this first. What is the niche? Then you need to tool to them and you need to find out what the problem is. Right? So from here, the state one in from here comes steve. Tone, which is problem, and then a problem is always going to look like this. It's going to have a current situation and name a desired situation and this is where they are, this is where they want to be, and then not being where they want to go is the entire premise of a problem because they want to be there, they're not their problem, and then here is like the gap right now what you're trying to do is find this niche, find out what their problem is by talking to them, get the problem defined as current situation, desired situation, gap, and then you all your doing is your just providing a solution which is slash you'll offer which is slash your business, right? And the providing of this vehicle that helps them cross from here to here, provides value in value, creates money. That's it. That's all you're doing. What is the niche? What is the problem? How do we know what the problem as we talk to them, they tell us we don't even have to like use some kind of super computer. We can just ask them and they'll tell us and then we have the problem and then we define it like this current desired, and then we think of a solution which is our offer and our offer is what we sell within our business and when we provide a solution to a problem, we create value. Value is money, so that's how we make money. That's it. But you're starting here with your question. How would you start a done for you sales coaching business to salespeople like this? I would start, first of all by seems like salespeople, but what do you mean by salespeople? Get more specific. Talk to them. What's the problem? Identify the problem. Current. Decide, okay, can I solve that? Yeah. Okay. We're going to do it like this and this done, right. That's how you solve it. That is all it is. It's not like there's, you know, it takes time and it takes practice and, and energy to do this, but that's all we're doing. It's that simple. Right? What else have we got here? A facebook pixels. The best numbers to look at to determine red and blue swans. I asked because with my niche, you'll consulting sales model doesn't fit. Okay. I don't really understand this question because you're saying a facebook pixel is the best numbers to look at to determine red and blue swans. I asked because with my niche, you're consulting sales model doesn't fit. I don't understand like if you're. If you're a blue and a red swan, we're talking about facebook ad sets. Is this within kpi or out of kpi? If it's within kpi, it's blue. If it's out, it's red. Now to determine whether it's red or blue and to determine whether we turn it off or scale it or let it live. We are looking at the facebook numbers and those facebook numbers are derived from the facebook pixel, so when you asked me on facebook pixels, the best numbers or facebook pixels aren't. Numbers and faith in the numbers aren't pixels, but that goes pixel numbers. Numbers help us determine blue and red swans. Yes, that's true and yes, those facebook like your your questions not formed properly, but yes to the first piece and then ask because with my natural consulting sales model doesn't fit. I don't think this is irrelevant piece of information. So yeah. Is there a difference? I'm these, is there a difference between having high standards versus expectations for something? Um, the kind of like an expectation could be different each time. So let's say today I'm expecting that I wake up at 8:00 AM and work till 9:00 PM, but let's say tomorrow I expect that I wake up at 10:00 PM. Oh, sorry, wake up at 10:00 AM and work till 2:00 PM. My expectations could change, but a standard would be an expectation that never changes, right? So that would be the difference and the expectation could change on all the time, but a standard never changes a standard as basically a, it's an expectation that never changes ever. You never ever breach it ever. Ty lambs is question one and the training you highly recommend that we only slipped facebook. I've already answered this. Then there was question two, uh, when creating facebook ads, what are your thoughts on selecting expand interests when it may increase conversions at a lower overall cost per install? Don't solicit that, don't sleep. That one, chris and miracles huntley's is how's the free trial experiment going? It's going good. Like we. We haven't tested it against our webinar, so for all paid traffic it's still going like facebook ads or youtube or whatever to the webinar to buying the program. That hasn't changed. It's still the same but on our website our website used to go like to the webinar and into by but now we've changed our website to go to trial and then to buy. So trial is a bit of fit for the website, but we, we right now with the information, we know it's not better than the webinar for paid traffic. That doesn't mean it can't be, but right now it's not a, it's not a challenger to webinar for patriot, but yeah, that's basically what we know so far. Right. A lot. So one or two more questions. Two matrices. My niches. I help college students prepare for life after school by teaching them at what they didn't learn in school. Since I have so much information in my head, it's very difficult for me to organize my thoughts into a done for you program. I remember you mentioned in weight too, you had an issue with articulating what you wanted to say and you overcame it with a lot of hard work. Do you have any tips with attacking these issue since I feel like I'm on the same boat as you? Yeah. Well you just need to do this. You haven't defined it properly because you said my niche is. I help college students to prepare for life after school by teaching them what they didn't learn in school. Think about it for a second. What they didn't learn in school. That's everything. Basically. I mean what you learned in school is so minute, so the amount of available potential learning that it's insane. That isn't. You're not talking about solving a problem, you know you. You want to find the problem and derive your solution from the problem and that you're only putting in information as it relates to solving the problem. Anything that doesn't. Anything that isn't needed to solve the problem as not needed in your course, but right now what you're trying to do is you're just trying to teach them everything, which is a bad idea. You will not be able to achieve it and it's not what they want. It's not what's best for them and it's because you haven't identified the problem. So identify the problem. Alright, well we're at the end of our time. Like I said, we do these calls pretty much every saturday and we go from 3:00 PM to 5:00 PM eastern time. That's the time in New York. Now, if you enjoyed this coal today, just click that like button click. Let me know if you enjoyed it. And next week, are we doing one of these? I'm pretty sure we're not that. I'm going to just check my woman. So next week is going to be the 29th. And then the following week is it going to be the fifth? So yeah, December 29th. Next saturday. We won't be doing one of these. I'm going to take next week off for christmas and then we are resuming her as per normal next the following week. So saturday, December 29th? No, but then the next one will be saturday, January 5th. So you can put that in your calendar if you want to know when they're happening. And thanks everyone for jumping on and attaining this goal. Hope you enjoyed it and look forward to seeing you in the next one soon. Have a good weekend and merry christmas. Have a good holidays. I will see you on the next one. Will be next year.