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Consulting Accelerator Livestream Q&A, March 17th, 2018

Consulting Accelerator Livestream Q&A, March 17th, 2018

Summary

Livestream Q&A call recording for March 17th, 2018. 

Transcript / MP3

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Sam: All right. I can see a couple people jumping on. Just let me know in that comments section if you can see video and you can hear my voice, got audio. Taylor, Renee, Zach, Ryan, what's up? Alex Ford. Thanks dude, thanks for that. Chris Wills, [Go Tako 00:01:07]. Lou, Cleaner, John, Zach. Cool. Got a few more people jumping on. We got about 23 people now. Cool. Today what I thought, we'll just do what we did last time which is pretty much quick Q&A, some questions and we'll see where that takes us. For those who haven't followed me on Instagram yet, make sure you go do that now because that's where I'm posting behind the scenes stuff. The Instagram stories and all of that. From the survey you guys completed a few weeks ago, the main thing that people wanted to see was behind the scenes of my life, my personal life and the business, and that's what we're sharing over on Instagram, so make sure you go over there. Also, who's been enjoying those customer interviews? All this week, Monday, Tuesday, Wednesday, Thursday, Friday, I interviewed a customer each day. I've been sharing their videos and their interviews in the Facebook group. They're awesome. Cool, cool. Well yeah, I plan to continue doing the student interviews. I plan to keep doing them. Next week I've got five booked as well. The system we've got running is, Nick Hauser finds the students, messages them and asks them to schedule and then every day at 9:00 am I interview a different one. I do one every day at 9:00 and then as soon as I've interviewed them, then we put the interview in the Facebook group. The idea is that you don't have to watch all of them obviously because, but some of them you might want to watch because they resonate with you more. Like if someone is doing personal training or health and fitness or weight loss or something like that, there might be some stuff for you to learn there. If someone's doing digital marketing there might be stuff for you to learn there. The idea is that you don't have to watch all of them, but also you can if you want to. Then I'm thinking we're going to do ... I'm thinking I'm going to do one of these Facebook Lives a week as well. We'll pretty much have the five student interviews a week and then we're going to have the two Q&A calls that Hauser and Jesse hold as well, then the Facebook group running all the time and then a live call on Saturday and then all the recordings and all of that. Tons of stuff. Plus we're also thinking of doing these user profiles. For everyone that's in Consulting Accelerator, I mean you can have a user profile inside consulting.com, which is what you do. A link to your website. A link to your Facebook, all of that. Cool, it looks like people are liking the student interviews. The student interviews are good. If any of you are on this live stream right now and you haven't checked them out. You definitely should, because we really drill into like the details of how they got clients. I've seen this trend happening for a while now. We've seen it ourselves. If you want to hire someone good. If you want to hire a good contractor, a good employee, a good anything. Using traditional job boards, it doesn't work very well, but using Facebook groups can work really well. Now what I've started to see is that people are hiring their contractors from Facebook groups and posts in there and messaging people. They're also finding clients from Facebook groups. Juliet Tangon, I interview her yesterday, posted her interview in the Facebook. Her method for getting clients was ... She started off doing email. She'd go to Google. She'd search for financial advisors, or accountants, sorry. She'd search for accountants on Google. She'd get their email and then she would email them manually seeing the direct outreach method. It worked for her, but it wasn't that effective. It took her like a few months to get two clients. The response rate back to her emails wasn't that good. What she decided to do was start doing this Facebook method. Basically what it is, is you go to Facebook. You search for groups on accounting. She just searched for accounting. Found some different groups. She joined the groups and then what she did, is she started adding members of those groups as friends on Facebook. Then what happened is, she would put some posts on her persona profile feed, on her wall. The reason why she did that is, because when you add someone a friend and they see a friend request. They're typically going to look at you first, before the accept. If they look at your profile and it says, "I help accountants to get clients on line." I mean they're like, "I'm an accountant. I'm looking for clients, so that's one thing." Then they might look at some of the recent posts you did. If some of the some recent posts you did were talking about problems that were relevant to them and the info was good, or if there were success stories, or testimonials. Then they're like, "This person is like in my world." When they see someone who resonates with them and it's like oh this is one of us and if you're also in the same groups as them, then the likelihood of accepting you is way higher. Then once they accept you as a friend, they're going to see your posts and everything, but now you can message them. Then what Juliette did is she would just message them, direct outreach. She said her response rate from that was like 50%. She messaged 100 people, 50 of them would reply back. About 10 of them would end up in strategy sessions. But in order to message ... These were the metrics that I broke it down to. To get two new clients per month, every month, she had to add 40 new friends a day. She had to go into the Facebook groups every day and add at least 40 people. She didn't want to go more than 40, because if you did than you might trip an alarm at Facebook and get your account locked. Anything less than 40 it wasn't enough, because of ... If she invited 40 people as friends, about 20 of them would accept her friend request. However many people you want to message per day, you have to add as twice as many of them as friends every day. Then if she added 40 people a day as a friend, 20 would accept and then if she messaged 20 people a day, about 10 would reply. Of the 10 that replied, like one or two would end up in a strategy session. By doing that, she was able to get about two to three new clients every month consistently. That's a really good method that I recommend people start trying. I think it's going to take over email, because ... I mean email has been slowly dying out for a while now. Facebook is so much more personal. When someone sends you an email, there's no real identity behind the email. You just see an address. You don't know who the person, or anything. But with Facebook, when someone sends you a message. You can click on it and see their profile and everything. It's definitely a better method ... It definitely is a better method for direct outreach and I recommend everyone do that. Also LinkedIn. LinkedIn seems to be working really well for people. I would recommend Facebook over LinkedIn. I think it's ... I think Juliet's method is pretty good, but if you're still using email, I would suggest you split more of your attention and focus and time on to LinkedIn and Facebook than email, because we started ... I've seen this happening for quite a while. Email is getting less effective and Facebook and stuff is getting more effective. Let's do some questions. Marcella. She says, quick question. I would like to know what you think of business in multi level marketing such as Amway, Mary Kate, what's your views on this and this type of business good? Can it be mixed with consulting, or is it not effective? What are the goods and bad from your perspective and recommendations? I mean, if you're just asking about my opinion, about whether businesses are good, or bad ... I mean they're just like normal businesses. The method of distribution for them is like multi level marketing like Herb Life and all of that. I don't necessarily think it's wrong. I just think it's just a different way of doing business. However I would recommend if you're starting your own consulting business, you don't want to use the multi level marketing method of distribution. It's better to just go direct, like use Facebook ads, get leads. Get them to watch your video. Get them to schedule a strategy session, sell them. That's the best way. All right Sandra says, "These interviews are great, especially when you're really starting from scratch like I am. It's really helping for the motivation." John Delancy says, "Popping in to say thank you Sam." Chris Wills says, "Houses, buy or rent?" Since you mentioned rent, everything in your life, I'm for rent, but curious. Yean rent your house, unless it's cheaper ... Unless the mortgage is less than the rent. Then obviously just buy it. In most places mortgages are going to be more than rent. I mean yeah mortgages are going to be more than rent. But if you're in ... There's definitely places around the world and different states and towns and suburbs and stuff, where mortgages will be cheaper than rent. If you're in one of those places, just I'd buy it, because it just makes sense right? Jack says, "What's your morning supplements stack?" I think all that's in there is like some sort of fish oil, like the omega three stuff. Then there's some vitamin D and I think that's about it really. Then there's like a protein shake, sort of smoothie. [ALock 00:13:49] says, "Your wall is going to be a whole lot more important now a days." If you're doing strategy sessions with people, your personal Facebook profile is a big asset. This is what I say in Accelerator like, in the beginning when you're doing the sales falls with people. You want to add all of those people as a friend, before you get on the strategy session. Because that way they'll look at your profile, they'll accept you. Now you've got a connection with them and they know more about the person they're about to speak to on the call. But more than that they can see your posts, like testimonials and your insights into things and stuff like that. Testimonials work great, but more than that if someone doesn't buy, then you're still stirring the pot afterwards, because they're going to see all these posts and you might turn them around later. Jennifer says, "Thank you for being honest about innovative learning and growing." Thank you. Collard says, "Hi Sam, how is it going?" Lee says, "I'm battling to get my first customer in the weight loss niche." I mean that's normal. Everyone's first customer is kind of hard. There is some flukes when you get one real easy, but you don't know how to do it. It's the first time you've done it. It's like kind of riding a bike for the first time. You should never expect it to be easy, but it will happen. It will actually happen and when it does, it'll be easy for you to do it again. But you've got to just make sure you're consistent. You said to me, I haven't got my first customer yet. Well what have you been doing? How many strategy sessions have you done in the last week? If that answer is zero, well of course. How many strategy sessions have you done in the last month? Then if you haven't been doing strategy sessions, than you should be aiming to do at least one to two strategy sessions every day. If you can't generate those strategy session, than you should be working, spending all of your time doing promotions, adding friends on Facebook and LinkedIn, trying to generate those strategy sessions. There's only two ways that you can ... Well there really is one way that you cannot have a client and that's by not doing enough strategy sessions. I haven't found a single person who's done like, 100, more than 100 strategy sessions and hasn't got a client. I've never seen that happen. Typically people don't even have to do that many. There's just ... If you do enough strategy sessions you'll get a client. Then if you're not doing enough strategy sessions, well generate more of them, so you can do more of them. That's all there is to it. There's no magic, or there's no gate keeper to getting a clients who says, "Yes you're worthy of it, no you're not. Yes you're worth of it, no you're not." You just need to keep going. You need to do more strategy sessions, that's it. Then Clifford says, "How do you pay back money you borrowed from your company without a salary?" First of all if you're doing a loan, you have to pay the interest on it, once per year. Obviously you'd have to have some sort of salary to pay that interest, but not much. Just a small one. Then you never have to actually pay back the loan. You could have the loan forever if you wanted to, because you don't have to pay back the principle, or repayments. You could just keep paying the interest, but typically people take money from their company as a loan, because they might want to buy something like a car. Let's say you wanted to buy a Ferrari. You could take the money out of the business as a loan. You could then finance the Ferrari and you could use the loan as a down payment on the Ferrari, then you could finance the Ferrari. Then you just have to take enough of the salary to pay the finance on the Ferrari, but you never have to pay that money back to the business until you want to. Then after two years you might sick of the Ferrari. Then you can sell the Ferrari. You get your money back an then you just pay back the company with that. That way you're able to do it, without really ever taking the money out of the company. The money did move out of the company, but as a loan, not as income. There's no tax on loans, but there is tax on income. I mean you'd save yourself 50% doing that. Really big billionaires, like the real big guys, they don't buy their soupy yachts and things with income. They don't take out that money in drawings, or distributions, or anything like that. They would do a loan to them and they'd buy what ever the hell they want with the loan, so they don't have to pay tax on their money. They have to pay the interest back and then it's set up in their agreements with their contracts and their lawyers, that when they die, it gets settled by their trust. That way when the die, they don't really care about the money being paid back. That way when they're dead they can't be taxed, so that's how they do it. Thomas says, "Hey Sam, what are the best ways to talk to people in pm, after Julia's method, or creating leads through Facebook? How to best make sure that people are affluent and really interested in getting help?" First of all I mean you got to know what your niche is and you got to know what you're helping them solve. Juliet knew she was helping accountants, so she joined accounting groups. Then she would look at the members of that group and then she would look at what it said about them, because they've always ... Everyone's got their position, or a description of what they do. If it's seen that they were an accountant, or part of an accounting company in some way, shape, or form, or an owner of an accounting company. She would add them as a friend. If they weren't, she wouldn't add them as a friend. Then if they accepted her as a friend, she knew that one, they were accountants. Two they were interested in information about accounting, because they were in an accounting group and that's enough. Now you just need to message them. Then when you message them you can say, "Hey I help ..." I forget exactly what Juliet said. She says it in her interview word for word, so I just go and listen to that and you can get the exact message that she said, but it was basically like, "Hey how's it going? Hey how's it going?" And all of that and then she said, "I help blank to blank by blank. I help accountants get clients and produce predictable income using online marketing, things like that. Is this something you're interested in?" That wasn't it, but go listen to it, it was similar to that. Then they would set up a time for a 15 minute chat and then they would jump on the 15 minute chat, talk. If it sounded good, schedule a strategy session and it just went like that. Thomas says, "Hey Sam, what are the best ways to talk?" Sorry I already answered that one. Nathan says, "Own nothing, control everything." That's a Rockefeller quote. Ti [Reckie 00:22:25] in your opinion do you ever get a yes from sending a potential client a business proposal? Nope. Of course you can, but like it's just ... There's backwards, it's not ... We teach you how to do the opposite of that in the program. You probably ... If you asked that questions, you probably haven't one the program. Just watch it. Go through week one, watch module one, module two, module three, module four, module five. Watch all the videos. Do the work. Once you've done week one, go to week two. Once you've done week two, go to week three. Once you've done week three, go to week four. I didn't name the course like that as some sort of joke, or trying to be creative or anything. I literally numbered it like that, so that people could follow it like that. I also didn't put videos in the content portal for a joke either. Everything is in there for a reason. It's in that order for a reason. If you watch all the student interviews I've done this week. A lot of their advice for people is just follow the process. So many people they come on and they ... The students were telling me into their interviews that they'll talk to a student and the student is like freaking out, because they can't ... They haven't got a client yet. They're like, "What have you done?" The students hasn't done the work. They haven't even watched the videos. What the fuck is that? That's like ... That's like buying a treadmill and then wanting to lose weight and then walking in circles around your house freaking out saying to yourself I haven't lost weight. I haven't lost weight. I haven't lost weight. I haven't lost weight. Then going to someone else and being like, "Dude I don't know what's going on. I haven't lose any weight." They're like, "Well have you got on the treadmill?" They're like, "No." Of course, you got to do it. There isn't any magic. Like a lot of people think ... I'll give you a good example. There was this ... There was this guy who dedicated his life to pretty much studying why people in different parts of Africa and stuff were better sprinters and better long distance runners. I think it was Kenyan Runners or something. He really wanted to study and see why they kept winning so many running races, because he thought maybe it was something about the elevation of the land, or something about their DNA, or their genetics, or something, or the water, or maybe it was some religion, or some practice, or something. Maybe it was the food. There was all these myths. All of these people thought those people are just better at running, or it's the altitude, or it's the hot weather, or all this crap. When he did all of his research and he wrote a book about it. It just turns out that they train about twice as hard as everyone else. They train longer and they train harder and they train more often and they train constantly. That's it. There isn't any magic. Their genetics aren't any better than anybody else's at running. It isn't the altitude. It isn't their religion. It isn't anything. They just practiced more, that's it. Also you watch the documentary called Kobe Bryant's Muse. It's real good. Kobe Bryant is like one of the world best basketball players. He said, for me to be the best was quite simple. I just had to look at how other people were training in the NBA. Most of them would train twice a day. They'd wake up, train and then they'd rest. Then they'd train and then they like go to bed. Kobe said, "It was easy to beat them, because I just thought I will wake up at 4:00. I'll train and then I'll rest. Go have a nap or something. Then I'll wake up and train and then I'll rest and then I'll train again." He trained. He got an extra three hours of training in every day. He said, "If you just add that up, three hours a day every day for years, there's no way anyone can beat me. It just won't happen." The person who ... The person who wins at anything, they don't perform magic, they're just prepared more than everybody else. They did more practice. The person who wins the running race, they trained harder. Best basketball player in the world, they're not gifted, they just train harder. The people who have lots of money and have lots of clients train harder. If you don't have a client, not training hard enough. Simple as that. Lee says, "Hi Sam. I started consulting and producing high quality content, video and photo for different companies. I have a team of photographers and videographers. Any tips reaching out to big companies like Volkswagen et cetera and building a relationship with the people who make the decisions?" I think you've just got to like ... You've just got to find out who the person is. Who's the marketing director, or who is in charge of content there, or whatever. Which you'll be able to do, by just looking at people on LinkedIn and then maybe calling a few people and just saying, "Hey, I'm just curious who is the right person to talk to about content for Volkswagen." Eventually you'll find the right person. Then when you know the right people, you can write their names down and then I would try and come up with some ideas for them. The best thing to put in front of people like that is you've got to just ... First of all you got to be able to fin them. The second thing is you got to like show them something. Be like, "Hey I think you guys should do something like this. What do you think?" Then if they'll give you some feedback if they think no. Then you'll be able to adjust it, or whatever. But eventually you'll be able to get ... If you're able to put something in front of them that they like, then I mean it'll probably start small and then it will just go from there. That's what I would do. I also know that .. I've got a friend back in New Zealand who for fun he just makes his own videos. I'll give you a perfect example. There's this motorized skateboard thing. I forget the name of it. But he bought one in New Zealand himself with his own money. Then he liked it so much and he also likes filming and cameras and stuff. He started making his own videos of him riding this board. Then he put them on YouTube and things like that. Then the company who sells this board, started reaching out to him and being like, "Hey we want you to make some videos for us and we're willing to pay you. We'll give you free boards, or whatever." Now he's got deals with them. The key is ... The key is to really just create some concepts and create like a video if you want to get company's attention. If it's good and you can send it to them, I mean they'll hire you. But the key thing is the work has got to be good in something like that. Marcella says, "Following up on the rent versus buy. Would you want to buy even if the rent is a bit higher, just because you're not putting your money down the drain renting, versus fixing and your asset your own house. Can you expand on this reason for renting? [inaudible 00:31:28] ... It totally depends, like first of all there's a big myth about owning a house being an asset, because first of all most people are personally attached to their houses. Anytime you're personally attached to an assets, investing goes out the door. You're more doing it, because you want it. For example this apartment that I'm in, I like it. I want to live here, because it's awesome. It's got a cool view and everything, but it's too expensive. The price that someone would be able to command for a place like this, it's not worth the money. It'd be stupid for me to buy it, because I'm not ... If I did make some money that the amount that I made would be small, it would be insignificant. Also there's a lot of risk, because then you've got your money tied up in this thing. If the market moves you can lose money. A lot of people think that you don't lose money on houses. More people in America have lost money on houses than they have made money on houses. House prices do go down and it does happen all of the time. A lot of time people think it's an investment and they actually lose their money. Then what else? Then to buy a house you have to pay the mortgage payments with income. You have to pay for ... You have to take that money out of your company. You're going to pay 50% tax, so you've lost half your money. Then you're paying the bank for the house and then you're really paying twice the price for the damn house anyway. You look at how many ways you're losing money. First of all on the tax out of the company and then you're paying interest on the damn house. Look at how much that house is going to appreciate. Is the house going to go up 100% in value? No way. You just paid 50% of your money in tax. You're already screwed. You're not going to make it back on house appreciation the amount you just paid in tax. People can't think properly. If you rent a house and you own your own business and you work from home. You can deduct a huge amount of your rent and run it as a business expense. If my apartment like 70% of that rent is paid for by the company. Because the company pays for that rent, it's not paid for as income, which means that I just made 50% on my money, because I didn't get taxed on that. But it goes deeper than that. Then, because that rent is an expense on the company, that means that it decreases my profit. If my profit decreases it decreases my tax. It's silly, people just can't do the math. Buying a house is like a dream that banks sold people, so that they could take all of their money. Selling mortgages is like selling pretty much selling meth. I mean in some cases it's good, because you get a really good house at a really good price, but most of the time the banks make all the money and all these people end up with shitty houses. People don't understand tax, like sure the house is an asset, but to get that asset you have to get the money out of your company. To get that money out of that company, you have to lose half of it. If you want to buy a house, you have to lose half your money. It's already done. It's already over. It's different for someone that has a 9:00 to 5:00 job, because they don't have any option. Their income has to get taxed, because they get paid a salary as a W2 employee. The tax gets taken out of their income before they get the money. They've got no say in the matter, so it is different for them, because they can't possibly not get taxed. If they've got this money left over, then they could see buying a house as an investment, because they don't see the other thing. It's not an option. But as a business owner you have the option to take the money out of the company, or leave it in. If you leave it in, then you don't have to pay as much tax. It's different. Sandra says, "Sam, don't know if this is the place, but I've finally decided to go for the wild life and define my niche as safari tours and lodge camps who are struggling to get more customers, because of not enough advertising. I know it's my decision, but I'd like your opinion on this as it's totally different than most what the other people are doing. Well first of all being different is the most important thing, so it's good. Most people have been so brain washed by the news and all this other crap, that they think that being different is bad, but it's ... Being the same is the worst. The fact that is yours is different is good. Every time I see someone that has a really different niche that's out there, like Hunter Otis Porn Addiction consulting, does real well. Every time I see someone pick just the niche that everyone else picks like dentists, or real estate, does shit, because it's not different. Different is good. Still doesn't mean that it's going to work, just because it's different, but it's a good sign. Then to answer your question, I think if you're passionate about it and the fact that it's different, those are two good things. But now the only thing that you can do is to try selling it. No one's opinion matters at this point. If I told you this was the stupidest idea in the world, you shouldn't listen to me at all, because that's my opinion. I don't have that as factual evidence. If anyone in the Facebook group says it's a dumb idea, or a good idea, they don't know what they're talking about either. The only way to get your answer is to go and try it. If it works, who cares what anyone said and if it doesn't work who cares what anyone said. It doesn't matter what people think. The only thing that matters is if it works. I think judging from this it looks good. From the pre market analysis of it looks good, but now you need to go and sell it. The true test is whether someone buys it or not. Donald Dang says, "How competent do you have to be at a certain skill to consider coaching?" We you have to have done it ... You have to have done it yourself and you have to have helped other people do it too, through done for you. Like the worst coach ever, one who is going to bomb, or the worst online courses ever are people who think, I'll make an online course about this. They haven't done it and they've never taught anybody how to do it. Of course my God I'm surprised that people think that that's going to work. Just to make it really simple, it's like if someone has a broken leg and they think ... Let's say someone wants to create a course on how to fix a broken leg and they tell people to drink milk, because they think that might work. They think that's the answer. Then these people with broken legs buy a course, they drink milk and it doesn't work. Of course, but you don't know what's going to work unless it's worked. However if you've figured out a way to solve a broken leg and you actually fixed some broken legs, now you've got a course. But if that thing never got fixed, then it's not going to be fixed in the course. Louis says, "I've seen 200 messages on LinkedIn in one day. My next week is full of strategy sessions." Good, but remember it's not just about one off, miracle attempts. Sometimes people come into these things with full guns blazing and they're like, "I'm going to like just go heart and so they do. They do what you did. Then they stop doing it. Then nothing happens. It needs to be consistent. Every day, every week, all the time. Instead of trying to do like 200 messages in one day, I would try and make sure that you do just one ... Get at least one strategy session a day every day, until like forever. That's the best method. Not getting a huge amount in a small amount of time, but a consistent amount over a long period of time. Actually this is a quote that I saw, that I was actually going to post on social media and it said, what did it say? We are what we repeatedly do. Excellence is not an act, but a habit. What you just did was an act and that's good. I mean an act is better than nothing, but it's not going to define your success. You have to make sure you do it all the time, repeatedly. Make it a habit. If that becomes a habit than you'll do well. Net [Kill 00:42:35] says, "Sam I've got some pretty stressful, personal challenges taking place at the moment. What do you do to deal with stress and life challenges? Well, you've got to be rationale about it. The first thing you got to do is think like can I fix this thing? Is there any action you can take to make your personal life challenges and stresses go down, or go away? If there is, then you should just immediately do that action and do all the actions you possibly can. Just get it done, put away. Then if that's done and if the answer is you've done everything you can and you still have personal stresses and challenges, then there's nothing you can do about it, because it's just going to take time for them to heal, or go away, or whatever. Then what you really need to do is you just need to like block it out. You just need to turn your phone off, stop talking to people, unless you have to talk to people, whatever, but just block it out. Forget about, try your best to forget about it and just focus as much as you possibly can on the business. It's just, you've got to be rationale. If there's things you can do to help the problem, then you should do them. If there isn't then you best just block it out and forget about it. Edward says, "Sam, how do I balance what we teach, when it comes to paid group coaching, so that we do not devalue our one on one consulting program?" You should look at week seven. Edward Tang, you should look at week seven. That is where we talk about selling programs, instead of selling one on one and done for you. You'll learn a lot more about it there and then Up Level Consulting is the program that I've got, which shows you how to make that transition from one on one and done for you to programs and how to do it and all of that. Every single millionaire student that I've had and that you've seen, they all went through Up Level. Chris, all the people I've interviewed this week, they've been through Up Level too. That's where we teach you how to do that. Tim says, "Any advice how to take an app prototype, interactive wire frame, backed by target customer data to development? Copying and winning solution involves professional software engineering skills, which would take me a while to learn if I can at all. Present the prototype to investors. Any resources of software engineers that would help with it? Yeah, well you need to do what I did. I built an app, which is pretty complicated called Snap Inspect. The website still exists. I mean the software still exists, snapinspect.com. What I did is I talked to the market, property management companies and I asked them what their most painful problems were. They told me inspections. I asked them why. They said, "Because we have to take a clip board and this printed template out to these houses. We have to inspect their house. We have to write down all of the stuff on this check list. Then we have to have a digital camera. We have to take photos of all of the rooms and then we have to drive back to the office. Then we have to put the digital photos into Microsoft Word and then we have to copy over the text from the template into Microsoft Word. Make format it all, make it all look nice. Then save it as a PDF and then email that PDF to the property owner." I thought, okay I could probably make an app that makes that easier. Then I made a wire frame template for the app, where you could go to the property, open up the app. Complete the check list, take photos and then press done and it would create the report and it would just email it to the owner. Bam, done. I showed them what I did. First of all my question to you Tim would be, have you found this idea from the market? Have you talked to the market? Because you said backed by target customer data. Never just trust data. Data is enough for a hunch. You need quantitative and qualitative. The data can give you the hunch, but then you need to go and talk to the people. Human to human and understand what's going on to fully understand what is going on. It's like in military operations in war. If they're the best like war commanders, were the ones that would see the front. Typically generals and stuff they have scouts and the scouts gather data and bring it back and share it with the general, or they have people that do reports and they pass the reports to the general. That's like the data. That can give you a hunch, but if you just act on data, you're going to get taken out and everyone that ever has had ... You need to get the data and then you need to go and see what's actually going on with your own eyes. If then it makes sense and then you know what to do, then you do it. If you haven't gone and talked to people yet, go and talk to them. Then I would ... Then the next step for you to take is to sell your thing before it exists. What I did with Snap Inspect is I said, "Hey I'm thinking about building this thing. It's going to cost me money. It's going to take me time. Here's the pricing that I'm thinking about charging for it. If you sign up down and pay three months in advance, then I'll give you 20% off for life. I sold it to about 12 businesses before it existed. Then when I had that money, I used that money to find developers and pay them to build it. That's what I would do. You need to sell it. Don't build it before you sell it. Nathan says, "Have you looked into trusts Sam?" Yeah I have, but I don't like them and I don't use them. [Adelina 00:49:41] says, "Hi Sam, I'm not sure if you go over this in the training. I was wondering how do you recommend going about coaching? Do you just tell your clients follow what I say and you will get the results, hoping that their pain is so strong enough for them to take action? Do you also work on their psychology aspect of getting them to actually do the work? Just kind of take on clients and whatever is a good fit, great, whatever isn't oh well. More efficiency kind of tell it?" First of all you're talking about like coaching. I would recommend going and look at week seven. In Accelerator, go to week seven and that we talk more about it there. Also I recommend probably moving into Up Level Consulting where we talk more about this. First of all you have to understand that 100% of people who never succeed, it doesn't happen. The reason why is because they do it for themselves. It's not like ... It's not a rule of like the universe or anything. It seems like it is, but it's just purely because people just give up, or they just don't try, or they're lazy, or they get distracted. Really with training and coaching, sometimes the best thing you can do is just keep getting customers, because eventually someone will do really well with it. Then if you've got a Facebook group and all of that and Q&A calls. Then when someone sees someone do well with that, then they'll be like ... They'll get motivated to do it. Then when that starts to happen more people will follow and it just goes like that. My business wouldn't be, wouldn't even be 1/5 of what it is and I wouldn't have 1/5 of the testimonials and case studies, if people ... If we didn't have the Facebook group. You see this in Juliet Tang's interview which I did yesterday, which is in the Facebook group if you just scroll back a bit. She said that when she first joined the program she was screwing around. Worried about her website, office space, what her logo looked like, what to name her business. She made no money. She screwed around, totally delusional for one month. Then she saw someone in the Facebook group get a client, a paying client. Then she saw that they had been in the Facebook group for only two weeks and she'd been in the Facebook group for one month. When she saw that she was like, "I can't take this anymore. I'm doing it wrong. I need to be honest with myself and just do the work." Then that's when she woke up from her delusion. Quite a lot of the time, with training and coaching, you need to let people ... You just need to let it happen. If you try and smother your students, or you try and mother them, or baby them too much like, "Hey are you doing the work?" Like "Hey [Edalina 00:53:12] did you do that? Did you watch that video? Hey did you do that work? Did you wake up on time today? Did you make a sales call today?" If you start doing that stuff to your students, it's bad. They don't do well. I tell people in week one, video one, if you don't do the work, you're going to fail and it's your fault. That's in the first four minutes of week one video one. No one is going to chase you and be like, "Hey did you do the work?" No one is going to have any sympathy for you. No one is going to care, or no one is even going to know and it won't work, you'll fail and it's your own fault. You need to just ... The best training for people is to be honest with them. Typically people when you tell that to them, they're like, "Oh shit that is true." Because how can anyone be like, "That's not true." That is true. If they are being delusional it kind of wake them up. Jonathan says, "Thanks for sharing how to deliver Facebook groups. Thanks so much. What do you believe the biggest problem is with people's mindsets?" I think the biggest problem with people's mindsets is that they are just scatter brained. They're just ... They've kind of ruined their brain. This happens from ... Most people's brains are pretty much screwed by the way. I mean they can be fixed, but they're pretty much just screwed, because of social media. That social media is so addictive and it's so ... It makes you want to check it every second and now that you've got a phone and texts and all of this crap. Then you've also got Netflix and YouTube and all of this stuff. I mean most people are just lost. They don't know what they're trying to do. I don't think they ever actually knew what they were trying to do. Their main battle is just like, "All right man. Let's just focus, let's just watch this one YouTube video for five minutes." They can't even do that. They try to do it. They're breaking and then they're like "I can't. I got to text someone, I got to look at Snap Chat." I mean can focus for five minutes, they're fucked. Is there anything on earth that you can achieve that's meaningful in five minutes. You need to lean how to focus for years. Forget five minutes, it needs to be years. Most people can't even focus for five minutes. Most people's brains are just ruined, because of social media and everything. The only way to cure that is to stop. It's the only way. You need to get real. I think the best ... The people who do the best in everything in life, they are very focused and they can stay focused on something and not get distracted, or confused. Most people online, they'll think like, "Oh I know my niche is going to be this and I'm going to learn this Consulting Accelerator course." Then they like ... A lot of people won't even watch all the videos in week one. Then they'll see another ad on Facebook about like an eCommerce course and they're going to be like, "Oh I'm going to do that." Then they'll watch one week. There's video of that and then they'll see a chat bot course and they'll be like, "I'm going to do that." Then they see that Bit Coin comes out and then they're like, "I'm going to do that." Then it turns out that there's more coins. Then they're like, "Oh screw it. I'm out of Bit Coin, I'm going to go into this other coin." Then this other coin ... Then it doesn't work and then they get into something else and then they're like, "I'm going to learn how to play the guitar. Then what's going on there? The people who do well, like they wake up. They work on their business. They wake up they work on their business. They wake up the next day, they work on their business. The next day, they work on their business. The next day, they work on their business and they do that relentlessly forever. You want to see focus? Look at Jeff [Basos 00:58:23] in his Leaders to Shareholders. In 1997 he wrote a letter to Shareholders and he said, this is what we're going to do. This is what we're going to build and this is going to be the three things that we focus on. Then every single year since then he has stayed focused on those three things and he's done what he said he's going to do. While most people can't focus on a YouTube video for five minutes. Jeff [Basos 00:58:48] just focused on something for like 20 something years. That's the problem with people's mindset. They just can't focus. I saw some lady also said to me the other day in the Facebook group. "Sam you need to make the videos shorter. Some of us have ADD and we can't watch a two hour video, or a one hour video. We can't do it. You need to make like the videos shorter. Maybe five minutes or something." Seriously if you can't watch a two hour video, you may as well just give up, because that's watching a two hour video. There are going to be harder challenges than that. It's like watching a movie. Of course everyone can even if they've got ADD. It's just that they choose not to and they make up a lie and they tell themselves they can't, but what? Is there some physical thing stopping you from doing it? No. It's a choice. Just reading a few more of these questions. Flores says, "Love Sam, singleness of mind." Truthfully I'm not ... I still get distracted. I constantly an annoyed at myself for not being focused. Then some people look at me and they're like, "Wow Sam is so focused." I'm not. That's how bad the problem is, because they look at someone who ... I would say only 20%, 25% of the time I'm actually focused. The other 75 I'm distracted and being an idiot. If people look at me as an example of focus, then there's a serious problem in the world. I look at Jeff [Basos 01:01:34] as an example of focus. You got to understand how much of a problem it is for people if they can't sit still and watch a video two hours. Forget the five minutes then, but two hours. Christian says ... Nick Field had a question. That part in week two where you talk about when your character pulls out his fists and you pull out a knife. How do you do this when your character feels so strong and dominant, Eg, having a hard time getting out of bed early in the morning? What this is is it's just like ... The character things are just like conflicting thoughts. It's like when kids ... When pretty much a lot of small kids, they have imaginary friends. They might to talk to their teddy bear, or they invent some friend and they play lunches with this friend and everything. Like a friend doesn't exist, but it's the thought. It's an imaginary friend. They just made it up. When you say you're having a hard time getting out of bed in the morning, because the other character feels so strong and dominant. I mean that's the conflicting thought. That's the one that's like, "Just say in bed." Then the other one is like, "No, but you need to get up and actually work on your life." Really what's going on there, is the only way to kill it is to just ... You've got to just muscle through it and the cool thing is that once you muscle through it, it's way easier than you thought, pretty much immediately. Then the next day it gets easier. Then the next day easier and then the next day easier. But, you can't let go of it. Once you like stop, it's like an avalanche coming back on. This thing happened to me for ages, like with going to the gym. Even now if I take a three day break, which I haven't taken in a month or something. Sometimes if I'm real tired, I might take three days off. Then when I wake up to go to the gym after three days, the first thought that pops into my head is I'll just sleep in, like don't do it. Then the only way to fight that thing is just to stop thinking. You just have to move. You just have to like stand up and just go the damn gym and then just do it. Then the next day you wake up it's a bit easier. Then the next day it's easier. Then the next day it's easier and then before you know it it's gone. That's like imaginary friends. The only way to stop kids talking to imaginary friends, is for them to stop. The first day it might be hard. The second day it gets easier, the third day it gets easier, the fourth ... Then they forget and then it doesn't exist. The way to stop an imaginary friend is to just stop thinking. If you stop thinking it, it dies. It ceases to exist. When you wake up in the morning, you as procrastinating too long, thinking about it, but you just have to move. When I was younger when I woke up, I would lie in bed kind of contemplating waking up for about probably like 20, 30 minutes. Probably sometimes like an hour and that's torture. When my alarm clock goes off now I'm standing up within 12 seconds like immediately. There isn't even ... I reckon it's best, the sooner you stand up, the faster it's done. As long as you lie there contemplating, it's getting worse and worse, you just need to get it done. When you're trying to get out of bed in the morning [Nikill 01:05:55] you should aim to be ... You should have two alarms. Let's say you want to wake up at 7:00 am. Set one alarm for 6:59 am and then other alarm for 7:00 am. Then when that alarm goes off at 6:59, your actual goal is to be out of bed before the 7:00 am alarm goes off. That's the real challenge. Shannon said, "Can you talk about market research and how to go to the market and get an accurate diagnosis of their pains and desires?" You have to talk to them. Talk to them. Join a Facebook group, watch what they're saying, read their comments, get an understanding. Then add someone as a friend and start messaging them. If they're not interested start messaging someone else. Just ask people, talk to them. You have to go out and talk to people to understand. Kevin said he loved the YouTube video on the four books. Are there any books on mindset? You just joined Accelerator yesterday? Honestly I wouldn't worry about reading any books right now. You just joined Accelerator yesterday. You got a lot of work. I would do that. If you actually take the Accelerator program and words, it's the equivalent of about 11 novels. This program, you just joined yesterday, that's your first 11 novels. You don't really need to buy another book. Once you do all of that work, I recommend some more books to you. Zanny said, "What if your business goes down and you don't own your home? Then that's a problem isn't it?" That's the wrong thinking. You're playing to lose if you're thinking like that. But I'll tell you your scenario is still not right, because you're saying that you might own your home outright, mortgage paid off, which by the way pretty much no one does until they're 60 and retired. Even then they've probably remortgaged it to buy some dumb shit. It's pretty much never paid off in full. Then tell me what happens when your business goes down and then you kind of own a home, but really don't own it and then owe a shit load of money to a bank, who's going to take your house off you and leave you with nothing. I'd rather have a rental that I could just walk away from. You'll lose more money if you own a home with a mortgage and your business goes down, then you will if you have a rental. That scenario isn't accurate. Flores says, "Hi Sam, going through the program as advised from session to session." Makes perfect sense. "My dilemma is how to apply your principles to ... My dilemma is how to apply your principles to an existing business that I've been doing for 12 years. Some ideas work, buy my niche is too wide and I've been trying to do too much. It's like trying to renovate an old building, as opposed to building fresh from new foundations." You're exactly right. What you're going to find is that you have to stop doing a lot of stuff. A business like even a business that's once it's been in business for a while. Every now and then it has to have like a cleansing storm and you have to cut away all of the fat that gathered in the business, because over time things get bloated and complicated and sluggish and just slow and inefficient. If you don't do a clean every now and then, the thing just gets so complicated and slow, it just dies. A good example of this in nature is that, every now and then like there's a forest will have a fire. When there's a massive fire in a forest, it rips through and it burns down all of this stuff. Then all of these humans being dumb like most humans are, they though these fires are a bad thing, because all of these tree burned. These fires are bad. We better stop these fires. What they did is, they build these forest and they made forest breaks and all of this stuff, to try and stop fires from happening. They were able to do that and they thought they won. But then what happened is after a bit of time, the worst, biggest fire happened that they'd ever seen and it just wiped out everything and it was horrific. Then that's when they realized that those small fires were good. They actually getting rid of all the trees on the ground and all of the shrub and everything around that's building up. If you don't get rid of all of that ... If there isn't a big cleansing storm, or a bush fire, then there's going to be on massive fire. With your company you need to think about it like that. If you don't keep burning off the shrub, eventually your whole company is going to burn down. You need to cut away things. When you're going through the training, you said your niche is too broad. Yeah, of course, most of the time that happens. What you want to do is, look at your best clients, like the ones that have got the best results from working with you. Look at the ones that have paid you the most money, the ones that love you, the ones that you like working with. Look at that and see what they have in common and then once you've identified that cluster, that is what you should focus on. Then you should just forget about everything else. Then you should fire a whole bunch of customers. Then you should stop selling most of your things and then you should even like, get rid of a whole bunch of employees. You should get rid of a huge amount of systems. You get rid of tons of shit. You should aim to probably cut away, I'd say 70% of the stuff in your business and return it back to it's 30% most efficient core. That's what you want to do. [Jyward 01:13:22] says, "Sam a number of the worksheets in week one, we're hypothesizing without the deepest fears and desire of our niche. Now I've done a lot of research online and tried to ask them straight away, but I'm still not quite clear as to what their deepest fears are. I don't imagine I can just go out and ask my niche what their deepest fears are. Any suggestions on that?" Well you can and you don't have to ask them what their deepest fears are. You just have to ask them what they're trying to do. How is business going and what things they're struggling with and what things they wish were easier and better. As you have those conversations, you'll start to identify what their fears are. But the first question you ask a stranger isn't, "Hey man what's your deepest, darkest fear?" That's just a weird first question. It comes after more questions. Dorian says, "Hey Sam, how many hours do you work on average during the course of one year?" Well I will tell you how many, because I work 12 hours a day, six days a week. How much is that? Six times 12 times 52, roughly I'd say 4,000 hours. But the key here is focused work. I would say of those 4,000 hours, only 1,000 of them were actually focused. The other 3,000 of them were being distraction. Now the problem is, this is how I have so much of an advantage over other people, because first of all a lot of other people, they probably work 100 hours in a year and I work 4,000. But then of their 100 hours, maybe one of those is focused. They've got a one percent focus rate on 100 hours of work. But, I've got 4,000 hours and 25% focus rate. You see the difference. It's one hour versus 1,000. The key is to look at two things. The number of hours, but also the focus and the intensity. If I'm on Facebook for example, just looking at things, or doing chat, that is not work. If I'm doing a Facebook Live to my customers, that's work, because I'm delivering some value to them, but if I'm just on social media, that is not counted by the way, because that isn't work. That's called screwing around. Unless you're doing market research, but I mean let's face it, most people on social media most of the time, they're not doing market research. Maria says she has an existing management company since 2011. She's thinking to offer consulting services to real estate investors. How to find people to invest in real estate. My questions are, shall I incorporate the consulting to my existing company, or should I open another one for consulting? What are the pros and cons? First of all I would leave it within your existing business to start with, just to see how it goes, because it then makes it easier. You don't have to start another entity, you don't have to start other bank accounts. You don't have to create other anything. You can just pitch this stuff people. See if they bite. If they do, you can invoice them from your existing business and just wrap it in there. Then if it really takes off and starts to look like a really promising thing, then sure, create a separate entity and separate the two. But in the beginning you want to keep it as simple as humanly possible. The first ... I'll give you an example of this. the first people I sold into my course, back when it was a Drop Box folder. I used the merchant account for Snap Inspect, my software company. To build them, I entered in their credit card into my Snap Inspect thing and build them through Snap Inspect. Then once those clients started to build up, then I created a separate company. Isaac says, "Sam can you speak more about exposing the bruised knee of a niche? It's their problem. Whatever their problem is. It might be getting more customers. It might be hiring great people. It might be retaining people. It might be that technology has come into their industry and now they're outdated and they need to catch up, or they're going to die. They're problems, they're problems that people have. Levi says, "Please don't stop these Facebook Lives." Don't plan it. Tim Evans, [inaudible 01:18:34] ... Thomas, what is the best practice in using testimonials on my Facebook wall, which links screen shot along ... The best practice for using testimonials on your Facebook wall is to do them. Seriously that is best practice. Then try it. Do a photo, do a ... I used to do like ... Look at the organic attraction methods. I give you an actual ... Make sure they give you like 30 page PDF, which shows you my wall posts. I give this to you on a platter in the course. You can look at what I did. I give you at least 50 of the posts I did on my own personal wall in a PDF, so you can see exactly what I did. I think I did a mix. Most of them were just screen shots of chats I had with people, or texts, testimonials. None of them were really videos back then. We started doing videos when we got a bit fancier, but just screen shots of things are fine. Brad says, "I have a question regarding getting the first sale. How do you recommend over coming the objections of, have you done this for anyone else and why should I pay you up front for something I'm not sure you can do? Also, is current or past military members for their dream job a specific enough niche? I appreciate your assistance. Yeah, first of all, it's pretty clear to me that this is a hypothetical problem. It looks like you haven't done anything, which is fine, there's nothing wrong with that, but you're worrying about things that don't exist. These are just reflections of your own fears. You're just looking in the mirror. You said, have you done this for anyone else? Well you haven't, so you think that's going to be an objection, but it might not be. Don't worry about it. If it pops up you can just say, no I haven't, but I'm confident that I can do this for you. I'm going to get it done. Don't worry about something that doesn't exist. Then the other one, why should I pay you upfront for something that you're not ... That I'm not sure you can do. That's again your own fear that you're looking at in the mirror. Then the way that you can ... The way that you can handle that one, if you're really ... First of all I wouldn't worry about it, because they're probably not going to ask it. But if you're really worried about it, you can say, "I'll do this for you and if it doesn't work, than I will give you a refund." Because at least that way you can get the client and learn. Do you know what I mean? These things aren't really real problems. They're things that you're imagining. You just need to do it. How can current or past military members get a dream job, that's a really good niche, because obviously there's tons of people who come back from the military. They just come talk about a chance in environment. They've literally come from a war zone to like a office culture, or something. They're so different. Yeah, helping people make that transition and get back into it and get a job, that's huge. I mean the foundations are there, you just need to do it. Christian says, "Hey Sam I give out five times ROI on my ad spend, spending 150 a day on my program, seed, sold from order form. When I try to scale my ad spend, my front end numbers stay the same, but my [inaudible 01:22:41] conversions dramatically decrease and so does my ROI as a result. I've tried scaling with different audiences. Look like extra videos, but I can't go from one, two, three sales a day, even though my leads and numbers are consistent. Seems like I spend [inaudible 01:22:57] ... I mean this is a higher level. We don't usually trouble shoot stuff like this in Accelerator. I would look at week seven and I would look at potentially joining Up Level, because for me to actually answer that question, I have to dig into it. I'd have to see ... I would have to see the numbers from the last 30 days and I would have to look at what you were doing an actually dig in to ... I can't answer that just here. In the Up Level program we go to that detail, where you literally ... We just literally look at it. I'd look at week seven. Robert Murray says, "Question, if I have helped 200 people for free, in your experience is it better to call these 200 people for referrals, based on the value that I already added to them? Is it simply better to start reaching out to new people directly and the success I've had with those 200 people. You need to forget about those 200 people. It's not about them. It's about the one new person that you're going to talk to. I can tell that you're attached to that. You can forget about asking them for referrals. Just forget that they exist and then focus on the market. Talk to them. If you can help them, explain how you can help them and then sign them up. Forget about the 200 people. They're irrelevant. Just reading through these. Lots of people seem to have resonated with the losing focus thing. That is the problem everyone's got. People don't not get clients with Consulting Accelerator, because Consulting Accelerator doesn't work, or because of their niche, or because of some personal problems, or because of anything. People don't get results with it, because they didn't try hard enough. They didn't do it. [Zanny 01:26:17] says, "I know for a fact this is my problem. I'm still slowly creeping in to reaching out to people and getting them on calls." You're telling me what your problem is yourself. You're saying it yourself. I'm slowly creeping into reaching out to people. Why? Why are you slowly creeping into it? Why don't you just bang, start reaching out to lots of people today. Because that story you told me right there is the story that you're telling yourself. Jacob says, "You said after a year of consulting you struggled to make anything happen. I believe you said zero dollars your first year. What happened that that make you break out of that?" Yes, it wasn't my consulting, it was just my first year in business. My first year in business, my main problem is I have no idea what I was doing at all, zero. I hadn't even read a book about entrepreneurship, let alone like a course, or anything. I had no idea what I was doing. I just started businesses that people didn't want, because I didn't talk to the market and find out what they wanted. I was afraid of sales, so I avoided that like crazy. I was delusional thinking that you don't need to worry about making money, because you can do that later. That was my ... The main thing was I just had no idea what I was doing. If I had bought Consulting Accelerator, I would've started making money way faster, because I would've known what to do. Spencer says, "Apart from starving distractions, how do we better focus?" That's the only way. What is focus? It's doing one thing. That's the definition of focus and that's what it is. How do we not do focus? Well we do something more than one thing. Then you're question is like, apart from getting rid of other things to focus on one thing, how can we focus? You can't. That's it. It's the only way. Get rid of everything. You'll be amazed at how much stuff you just are doing that is totally useless. Now in my life I've got ... I don't do any laundry. I don't do any cleaning. I haven't even rinsed a fork, or a glass in a year and I don't cook anything. I don't buy any groceries. I don't pay any power bills, or anything like that. I don't really do anything. I never go and run an errand somewhere. I buy everything online and it gets delivered and then even when it gets delivered I don't go and collect it. Even when it gets into the house, I won't take it out of the box. If there's even like a light bulb in the house that's blown and I see it, I won't fix it, because all of those things isn't the main thing and I've got other people that do all of those other things. But when you go searching for more focus, you just start noticing more things. You can't get to those levels that I'm at now when you're starting out, because you don't have enough money to pay for other people and all of that. But when you're starting out, the best method you've got is just to eliminate things. If you go out on Saturday nights and Sunday nights and socialize and hang out and drink, stop. If you watch Netflix and Game of Thrones, stop. If you follow people on social media, stop. If you use the Facebook app a lot, delete it. If you're distracted by your phone, turn it off. If you're still distracted by it, turn it off, put it in a draw in another room. If you get distracted by some of your friends, stop being friends with them. If you're distracted in your town, which is what I was, leave the town. If you're distracted in your country, leave the country. You just got to get rid of it. The best way for me to focus was to leave my country. That was a hack and a half, because then all my old habits, all my old friends, all my social circles, all my everything, gone. They're still my friends, but I'm just not trapped in those habits. That's when I went from two million to 20 million, like poof like that. So [Harun 01:32:26] says, "Hi Sam, once you've got your first client, what's the best way to go about finding new customers and being able to document it?" First of all forget about documenting it. That isn't important right now. That most important thing is just getting new customers. It's like the other day someone asked me, how they could run their Mastermind event, so that they could record it and then use those recordings as ads, so that they could use ads to get other clients. I was like, "Whoa, what the fuck is this?" That is going to be the worst Mastermind event in the world. Also, a lot of people ask me sometimes like, "Hey I want to build this course, so that I can sell people into it and then I want them to buy this other course." Then they're like, "How do I do that?" I'm like, "this is such backwards thinking." If you want to make people buy another course from you, give them the best damn course they've ever had and then they will, but don't try and make a course to try and get someone to buy another course, it's stupid. Don't try and do a Mastermind event to try and get a video recording to use in an ad to try and get a client. Just do a fucking good Mastermind event and record it and you'll find something in there. Don't worry about the documenting of it. If you get a good ... If you get someone a client you'll find the documentation, or you'll be able to do it. You need to go single minded focus on that. To help them get customers, you need to look at what ... The easiest way to do it is, look at who's the best person in the niche. Let's say they're a dentist right? Let's say they're a dentist in New York. Well who is the best dentist in New York? What dentist is getting more customers than any other dentist? Who is the captain of that industry? Find out who they are and then learn what they're doing and they copy what they're doing for your client. Then keep trying until it works and then it will work. Sonny says, "How much of your 12 hour work day is spent on personal development EG, reading books?" First of all reading books isn't work. That 12 hours is work. The reading books comes outside of that. In my working out, like going to the gym, my meditation, my breakfast. That isn't work. That's outside of the 12 hours. When I say 12 hours of work, I don't mean also my half hour lunch. When I say 12 hours of work a day, I mean I'm just actually implementing and executing and doing things, focused for 12 hours. Reading and stuff happens outside of that. Cool. [Zanny 01:35:56], cool looking forward to that. Shannon, okay, yup. Sandra says, "Do you talk about managing [inaudible 01:36:20], I love how blunt you were." Yeah I got to watch out sometimes, because sometimes people cry, but I'm actually legitimately just trying people get better, because I have a very ... My understanding of emotions isn't very good, because in my mind if someone is doing something that is delusional and is not helping them get where they want to be in life, I think the best thing you can do is just tell them. But sometimes people don't like that, but it is better for them in the long term. It might not be best for them short term, they might be sad, but long term they will be better. Sandra says, "Do you talk about managing how to control your thoughts in week two? I over think and have these negative thoughts, where I just sabotage myself, telling I'm not good enough. I know it's new connections you need to create and so in brain sometimes it's like these thoughts will stay there forever." Yeah, I mean the only thing that drives out thought is action. The biggest mistake I see people make with Mindset and I did this too in the beginning with Mindset is thinking that you can think yourself into like being an action taker and getting results. You can't think yourself anything. If you just think, you won't make any money. You can't think yourself any food. You can't think yourself exercise. You can't think yourself anything. If you just think you'll die. You can't think yourself sleep, but you have to do it. By the biggest trap I see with Mindset is when people start reading these books and they get into all of this stuff and they think they've found the holy grail and they're excited about it and then they keep going to events, seminars. They keep reading stuff, they keep listening to podcasts and they keep doing their Mindset training and they keep thinking, but then nothing happens. That's like ... You've got to understand that's like learning about sleep, like reading all the books, like listening to podcasts on sleep. Buying the best mattress. Buying the best air conditioning system, ear plugs and everything, but then not every going to sleep. You're going to die and you won't ... You'll have a worse sleep. That's how Mindset can sometimes trick people into being ... But I've met some people who don't do any Mindset stuff, who are way more successful than people who know a shit load of stuff about Mindset. It's because the people who know a shit load about Mindset, they've gone too far. The people who don't, they're just doing it. You got to make sure you don't get stuck in that balance, I mean you don't get stuck on that side. If you want to make your thoughts go away you have to like, get in to the zone into something. When you're super focused on a piece of work ... Like when I'm super focused doing something, I pretty much forget that I exist. It's pretty much like I just disappear and I just go into the work. Then I don't know what time it is. I don't know if I'm hungry. I don't even know if I need to go to the bathroom. I come out and I'm like, "Holy shit, it's been 12 hours and I just did all of this stuff." You didn't even have a thought. The moment you have a thought you're not doing it. Like true focus is when there is no thinking. Pro athletes like Michael Jordan and Kobe Bryant. If they're like playing basketball and they think, it's done, it's over. You can't ... Thinking is what you do to go like, "I'm going to do this thing." But then you've got to do it and the thinking stops. You obviously just not doing enough. Maria says, "Another question. I'm a member of a business network in my city. This coming June we have a business event to showcase and promote business. I was thinking to promote educational info for start up entrepreneurs to start consulting business. My main thing is to promote the Accelerator program, or send them to you. How we ought to best do this?" I'd ask you why? Why are you doing that? I mean I would ... You see right now you're thinking about this business network you're part of and you're also thinking about an upcoming event they've got. You're also thinking about pitching someone something like ... Why? What do you want to do? You've got to look at what you want to do. What do you really want to do? What is your goal? Because if you're trying to start your own consulting business and if you're trying to get clients and pick a niche and all of that. Then you shouldn't do any of that stuff. You should just start doing research on a niche. Talking to them, finding out what they want and need and all of that and then offering a solution to them. Levi says, "Same thing with the Mississippi River when we tried to dynamite it straight." Yup. We always think we're smarter than nature, but nature is way smarter than others. It's been living for longer than us. Wipes us out all the time and we can't control it and we don't ... We can't even predict it. We got the best tech in the world, the smartest people in the world. We think we're real smart, but we can't even predict the weather for tomorrow. Jennifer says, "The shrub includes people too. We can't take everyone with us." Yup. Mathew [Doto 01:43:14] says, "You get distracted too." Yes, because maybe what I consider distraction is different than what other people consider distraction. I consider distraction not doing what I'm supposed to be doing right now. If my main intent for today is to like, build out like a funnel for example. If I'm thinking about building out a funnel, like not doing do it, distracted. If I'm thinking about my Facebook ads, I'm not doing it. If I'm talking to someone else from my company about a problem they've got, not doing it. If our credit card is declining for fraud protection, which happens all the time and my book keeper is asking me a question about it and I'm on the phone to the bank trying to solve that. I'm distracted. If I'm doing anything that isn't that thing I'm distracted, but most people consider distraction just something that isn't in the realm of business. Like watching Netflix is a distraction if I'm trying to work on my business. Yeah that's true, but I consider it a distraction if I'm not doing the exact task. Just working on your business is too broad. You have to have a specific thing, because most ... Before I had to learn to block out the noise in my personal life and everything to focus. I left my country and I had a totally new city and everything. I focused and I stopped doing chores and all of that and I was able to focus. But now I have a different level of focus. Now it's like ... Even people in my company. If I'm talking to them, that can be a distraction. I even have to ... Not only do I have to barricade myself in from the outside world, but I also have to barricade myself in from my own team and from everyone else and every other things. There is no end to how focused you can get. [Jarwood 01:45:43] says, "Can you suggest a similar training to yours that's specific to scaling a service business and consulting? Example domestic and commercial planing services. I've tried the direct response method with the service, but it doesn't seem to work well with cleaning service customers." Yeah I think you just got to try more stuff seriously. Actually the first thing I would do is just find out who's doing cleaning service business the best. Who's the best in the world? Who's the Michael Jordan of cleaning service businesses? Find the Michael Jordan and then stalk the Michael Jordan. Then try and do what the Michael Jordan is doing. [Harowin 01:46:45] says, "Hi Sam once you have your first clients, what's the best way to go about finding ... I already answered this. Thomas says, "I have 10 testimonials, some really good and long. How often should I post them on my wall? Isn't it silly to do it daily?" You should post something per day. That doesn't mean a testimonial every day, but I would put a testimonial up there right now and then I'd try and post something every day. Also remember that you can post things more than once. You got to keep in mind that ... If you post something like ... I'll give you a good example. Who asked this question? Thomas Lakis. So Thomas, what did you have for lunch two Wednesdays ago? You won't know. Most people don't know what they had for lunch three days ago, two Wednesdays ago no way. You ate that thing, so how aware of something are you when you eat it. Pretty aware. Now this is a post that you put on your wall. Is someone going to be aware of a post on someone's wall, or more aware of something which they eat and put inside their body? Probably the eating thing. If you can't remember something that you had two weeks ago, people aren't going to remember what the hell they saw on your wall two weeks ago. You can keep posting the same thing. I mean you don't ... You want to ... I would make sure you post something really no more than once every two weeks really, but the good stuff you post, don't feel like once it's done it's gone. You can just do it again, you can do it again. As a testimonial of Facebook Live, testimonial a good sequence? Yeah, dude just anything. Posting anything just once a day is a good sequence. Today could be some place you had lunch. Just be something normal. Tomorrow could be a view of the city. The next day it could be a testimonial. The next day could be some insight you found. The next day could be a testimonial, like it's real ... It's just doing something every day. Donald Dang says, "Will you ever release some offline version of Accelerator. Data overage charges are expensive." Dude why don't you use your computer at your house. You think data overage is only on a phone. You're trying to complete Accelerator on a phone, that's torture. Maybe like one module one time on a phone, sure, but if you're trying to complete the whole damn thing on a phone, that's painful. Use a computer, use Wi-Fi. [Alock 01:50:35] says, "Any advice on dealing with family that are trying to drag you down about your decision to start a consulting business?" Just forget about them. Like not them, but the attitude. Just don't care about it. Just if someone ... The biggest thing that I see that gets people is they feel the need to talk back and defend themselves. Typically when ever someone defends themselves real hard, it almost ... Sometimes it makes them look more guilty. What happens when ... What happen when ... I can see this happens all the time as well. When people are just getting started in business, they're uncertain about themselves and they're totally like terrified. They kind of evoke that themselves out of their family and friends, because it's pretty much like a reflection of themselves. It's kind of you that's causing it yourself, so that's one thing you got to remember in the beginning, because now I'm damn sure that I know what I'm doing. Of course my family and friends are just damn sure about what I'm doing. They're not going to doubt me when I've made like 30 million dollars or more, because they'd be an idiot to do that. Remember that what they see in you is quite often what you're going to be seeing in yourself. It's not all their fault. But the key point is, don't feel like you have to defend yourself. If they say, "Oh I'm not sure about this." Don't feel like you have to sell them on why you made that decision. Just ignore them. A guilty person often jumps in and is like, "No, no, no, no, no." You just want to be like ... Don't talk back to them, don't feed the fire, just keep moving. They won't doubt you when you're rich. All right I'm going to wrap this thing up in three minutes time at 5:00. I'm going to try and do these once a week on a Saturday at 3:00 pm till 5:00 pm. That's the time I'm going to try and do these on. Dillon says, "What do you like doing / recommend for putting yourself in proximity with high achievers on your caliber or higher, specifically to push your boundaries personally and professionally beyond your current capabilities?" What I did was this, is in the beginning it's hard to just go and befriend a bunch of billionaires right? I still ... Actually I don't have any friends that are billionaires, but what I did is I ... First of all just stopped hanging out with all my negative friends and all of them. The best thing you can do is to stop doing something. Sometimes by stopping to do something, it's better than even doing something. Just stop hanging out with the bad ones first. Just stop hanging with the bad ones first. The detractors pull harder than the attractors. Just stop that and then read books by rich people, that's what I did. I see a lot of my mentors, I see like Jeff Basos, never met him, never talked to him. Carlisle Han, same. Warren Buffet, Charlie Monger, Michael Jordan, Kobe Bryant. I've studied those dudes to death. I consider them mentors. I consider myself almost like hanging out with them, because I learn so much about them and I don't hang out with negative people. That's how I did it and then what naturally happens is like people just notice you and then they just reach out to you. I always thought when I was getting started, oh maybe I should be building up a network of people so that they know who I am and so that I can leverage those relationships later on the future. Maybe I should reach out to this guy, or this guy, or this guy and I never did it, because I'm an introvert. I just focused on getting results and focused on learning from good people, like through books. What naturally happens now is they all reach out to me. What happened is, with the Ty Lopez thing is like his affiliate guy reached out to me and was like, "Hey your product is so good and it's converting so well we want to sell it. Then that happened and then other people reached out to me, like Russel Bronson reached out to me. Who else has? Grant [Cardone 01:56:02]. Tim Sikes. Who else? There's other names too. No one like Carl Icon and Jeff Basos and stuff unfortunately. People who in the beginning I thought, oh maybe I should reach out to them ... If you do good work they'll notice you and they'll reach out to you. Just focus relentlessly on getting good results, because that makes more noise. Carla says, "What is the name of the application you mentioned to block out all social media apps?" There is no application. The method is delete, delete it all. Why do you need Facebook on your phone? Why do you need Instagram? Why do you need any of that? Delete, delete, delete, delete, delete, delete, delete. The only reason I have Instagram on my phone at the moment, is because I did a customer survey and my customers said that they thought I was pretty much a robot, because they never saw behind the scenes. If that didn't happen, I would've never done social media ever in my entire life. But I only thought, I got to do it a little bit, only when I saw the data. Most of you won't have that issue, so you don't need to do it at all. Some people saying, "Leave the country. Oh my God, leave the country lol. That sounds a little extreme." It is, but my results and speed is extreme. If you want extreme, what do you think it takes to get extreme? Extreme creates extreme. What do you think creates nothing? Nothing. A blip is created by a blip. Someone might work hard for a month, look done. It's just action, reaction. Every action has an equal and opposite reaction. When something big happens, something big went in. If Michael Jordan is the best basketball player in the world, he wasn't born that way. He wasn't gifted. He isn't special. He just trains harder than everyone else in the entire world has ever trained. That's it. He's extreme. Christy says, "That sounds extreme, don't you feel like that handicaps you in some way? I get being focused, but don't you think experiences and skills matter and shape, or strengthen you?" Yeah I think if you don't do anything else other than work, that's bad. Because if I was to take it to the extreme, I mean I wouldn't be married. I wouldn't have a wife and also I wouldn't have a cat, because the cat ... It makes noise, I got to feed it and it takes a bit of my time. Then my wife, she takes some of my time. There's a balance of those things. You still got to have some fun. I still exercise. I go to the gym and all of that. Well I can save an hour there every day, if I didn't go to the gym. But I think about long term. If I don't go to the gym I'll be unhealthy. If I'm unhealthy I probably won't be very productive. Ultimately I'll probably die earlier. If I had a shorter amount of time and a less concentrated focus, I'm worse. Is it worth one hour day to live longer and be more effective? Yeah, so do it. Then having a wife is it worth that amount of time to be generally happier and experience that and everything? Also be able to relate to other people, because that's a huge thing, yes. The most successful, the wealthiest business men of all time, it's fascinating. They're all married, they have children and they still are married. That's an interesting thing about the wealthiest people in the entire world, because you would think maybe the wealthiest people in the world, they just didn't bother having a relationship, or children. They just went all in and focused. They don't do as well. You're right Christy in a way. By having a family and experiences that can help you relate better to other people and understand the world better and be able to get more results. That's why that stuff is important, but what isn't important is social media and Netflix and hang out with friends who are shit and doing anything that unproductive. I reckon spending time with my wife productive, sleeping productive, exercising productive, hanging out with good friends productive, reading a book, working properly. But social media is total distraction. Yeah I think that kind of answers it. Alan says, "What are the differences between setting a business as a C Corp, LLC, or S Corp. Which produces the best tax deduction to keep most of you money as a consultant?" If you're just getting started and you don't have any time, or money to deal with lawyers or anything. Just start a single member LLC, because your main thing isn't having the best structure when you get started. The main this is just getting started and making some damn money. Having an efficient tax structure isn't important till there's a lot of money to be efficient with. So for people just getting started, just get a single LLC and do it fast and just get into business. Then once you're making quite a bit of money, then you ... I have a C Corporation, but you want to have is probably a LLC with a special election for it to be taxed as a corporation. You basically want to make sure you're a corporation, instead of a solo, or single member LLC, because if you've got a single member LLC, you don't have the option to just pay corporate tax and then leave the money in the business. All the money just goes to you and you have to pay full income tax, so yeah. I would look at doing an LLC and then electing for it to be taxed as a corporation, which an accountant can do for you. They might be able to elect to tax your current LLC as a corporation. We'll I'm going to wrap this call up now. In the future we're going to go from every Saturday, some Saturdays I might not be able to do it. It's not going to be ... This isn't a commitment where it's absolutely going to happen every single Saturday, because some Saturdays I might not be able to do it. But the two Q&A calls a week, they absolutely happen every week, but this one, I'm going to try and do it most, but not every ... It'll go from 3:00 till 5:00. Cool? Well thanks everyone for jumping on this and if you've got any feedback, or anything on how we can make these better, just let me know in the comments section. If you really liked this, just give it a like button. Give me some feedback. Cool. Thank you everyone. Have a good weekend. For those of you are still in Accelerator make sure you get back to work. It's Saturday, doesn't mean you should slack off. Go get back to work, make some money.

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