Livestream Q&A call recording for March 3rd, 2018.
Sam Ovens: Hey guys. Just let me know if this live is working and you can hear me speaking, you can see my video and everything? Never used this thing before, so I don't even really know how it works. Awesome. This is actually the first time I've ever used this, so this technology, I'm pretty sure it's been around for like years, but I've never even used this thing before. So I'm just going to wait a couple minutes for some more people to jump on. And then what we're going to do is I want to discuss the recent customer survey that we did and what we found from that because it was really interesting. We interviewed ... We asked about 30 questions to everyone, and we got some amazing feedback, and what I found is pretty much everyone has the same things in common that they want, and so after seeing all of that, we're going to be changing some things in the program. We're going to be changing things around. So I'm going to tell you exactly what we're going to do there, and then we're going to do a bit of Q&A. How's it going? I can see Cory, [Jaylen 00:01:40], [Cutecko 00:01:42], Jason, Dan, William. Cool. How many people we got now? Fifty. So we'll just jump in and get started. So the customer survey, so first of all was really interesting is that whenever we do a survey like that, I expect people to say, "Oh, this piece of the content is missing," or, "This thing isn't clear to me," or something like that. But this was the first time we did a survey and no one really said ... No. Everyone said the content was fine. There doesn't need to be any more content or any additional things in there. The main thing that people were voicing in their concerns or in what they wanted was more of a community element, more connection, basically more humanness because the program, it's like online; you kind of do it by yourself. You read through the information. You watch the videos by yourself. But for somebody who's used to talking to people and communicating with people to just go into that zone where you're not speaking to anyone and you're just hammering through content and taking action, it's quite hard for a lot of people to do, especially when you don't have any peers that are in that same community with you or any friends that are doing the same thing. And so pretty much what we found is that people want more connection with community. They want to be able to find accountability partners, and they also want some human elements, so like live calls, live meetups, also being able to see people's faces, things like that, and being able to talk to me more and ask me questions more, have me present in the Facebook group more. Another big one was people wanted to see behind the scenes, and this is really interesting; you'll find this thing pretty funny: On Google if you go to search and you type in "Sam Ovens," the first row autocomplete thing that pops up is "fake." There's been all of these rumors around that I'm a robot, or I'm an actor, or I'm just fake, just totally don't even exist, which is pretty funny. And when we surveyed everyone, and this isn't just customers, this is like the public, the general public too, but that was a huge common theme. And so what I decided to do is start sharing more behind-the-scenes stuff, doing more live stuff so that there's more connection and people understand things better. So what I started doing like two days ago, and you should go check this out now, is I started using Instagram for the first time every pretty much. So if you go to Instagram and you search me there, and if you add ... if you follow me there, I've been posting, what do you call them, those story things. And so every day I'm going to try and post what I'm doing at the office, like working with my team, different behind-the-scenes things. So if you've ever wanted to kind of take a look behind the scenes and see how consulting.com runs, if you want to see the things that I'm doing, and if you want to see more of the human side of it instead of just what I'm doing business and tactics-wise, then I definitely recommend you jump over to Instagram, follow me there, check out the stories. Right now I've got ... I'm trying to get my personal trainer a girlfriend on there, so it's like it's not so much like hard business tactics and strategies, it's more like fun stuff and just seeing behind the scenes. So that's the first point I wanted to make, and I can see people are saying things in the questions here. Yeah, this is a good question. Alan says, "Sam, you said social media was a distraction from the ultimate goal of growing a business." And I'm glad you brought that up because that's what I say in the program, and I still definitely believe that. The only reason that I've even touched social and doing all of this stuff now is because I've built enough of a team that I finally have like some spare time to do this sort of stuff, so up until a point where I've had to have about 50 employees to get me to the point now that I finally have some free time. We've got support covered. I've created all of the content for Accelerator. We've got the workbooks shipped. We've got like the new portal done. And so it was a distraction up until this particular point, and that's why I just blacked it out. I didn't even have an Instagram or anything. I'd never done a Facebook Live. Honestly, I logged into Facebook probably once a week, and that was really good, and I recommend people do that when they actually have got more important things to do. It's always just about priorities. What's more important than being active on social media is getting clients and making money. Who cares about showing behind-the-scenes and showing the human side if you can't pay rent and things. So don't think, "Oh, Sam's doing this social stuff now. That means I should." Definitely don't until later. Focus on getting the clients and making the money first because it's more of a nice to have. You've got to think what's the number one priority: getting clients, helping my clients, making sure they get results, making money, growing. And then once you're able to hire more of a team, then I recommend you doing a little bit. Also the reason why I started doing it is because the market was dying for it. I put it off, and put it off, and put it off. And then, but I saw all the signs. And I'd said to you in the course to take a view on the market, right? That's week one of Accelerator is talk to the market. Talk to the people and see what they want. See what they're thinking. See what their problems and pains and frustrations are. And I did that, and the market was screaming at me. They were like, they thought I wasn't even a real human. So that's why I decided to do it. And since I started doing it, our sales have gone up like quite a lot, like a huge jump because all of a sudden the people who didn't connect with me or thought that I was fake or an actor, or ... People think some crazy stuff. I've met people, like my friend Derek Halpern. When I met up with him for the first time, he was like, he was shocked. He said he thought I used a green screen. He thought that the view of Manhattan behind me and everything was a green screen and that I was just like pretty much acting there. And he thought it was really funny. Then when he told his friends that he met me, his friends were like, "Is that guy real?" And he was like, "Yeah, I met him and everything." And so I saw all of these signs, and that's when I decided to, "All right, this exists, so I probably got to do something to combat it." So that's why I'm doing it, but everything I still say in the Accelerator program, like "social media is a distraction," it's still true. You want to focus on getting clients first, making money. Then once you've got it set up and running, then if your market doesn't want it, then I don't see any point in doing it. But if the market starts screaming at you, like, "Are you even real?" then you've kind of got to do something about that. What are you saying here? "What about social media posts to get clients?" So Alan says, "What about social media posts to get clients weeks one to three?" Yes, on your personal Facebook page, so, I mean, posting on your fan page is pretty ... I recommend you do it like at least once a week just so it doesn't look like it's a ghost town there. And I think it also helps your Facebook ads a bit because if anyone sees your ads and then goes over to your page, they can see that there there was a post in the last year or something. So I do recommend one a week max on the fan page, but the thing is there's no reach on that thing anymore. We've got about 500,000 followers, and we'll do a post, and it might only get like 100, 200 likes or something. And that's not just mine. I thought I had like low engagement or something, but I've seen other people, like, I looked at Grant Cardone the other day. I'm pretty sure he's got millions of followers, and his posts get like 80 likes. So that sort of stuff, I wouldn't even worry about. But on your personal Facebook page, definitely post things there, like what I said back in weeks one to three, the organic outreach. The power of your personal profile is that the reach on that thing is still really good. So if you do a post, people you're friends with, they're going to see that. And Facebook hasn't really like downgraded the reach on your personal profile, so still post there. And also the real ninja trick with your personal profile is whenever someone applies for a strategy session, add them as a friend before the strategy session. And this is real subtle, but it's huge because what ends up happening is someone applies for the strategy session, then you add them as a friend, and what do you think someone does when you add them as a friend? They're going to check out your profile. And when they check out your profile and they scroll down, all they see is success story, success story, success story. And then they see you being a human and doing other human things. And then that totally changes the dynamic before you get on the call. So then they're in a totally different situation when they get on the call with you. So that's the real ninja thing about your personal Facebook profile and strategy sessions. And it's honestly it works so damn well, it should almost be like illegal, that thing, because even if you've got like a long timeline of stories and everything, even once they're done and it's no longer reaching the audience, it doesn't matter because people who book strategy sessions with you, they're going to see that anyway regardless of it's been posted a few weeks ago or whatever. So I highly recommend that. I'm not sure if I said that in the program. I'm pretty sure I did, but if anyone isn't doing that, do it. I took it to the point where in my strategy session survey, I asked people for their personal Facebook profile URL, and I actually recommend doing that too because what I found there is that if I had a strategy session with someone and it went totally weird, and I was like, "What the hell was that?" I would go and try and find the person on Facebook. And if I couldn't fine them anywhere on Facebook, it was like, I was like, "Man, there's something here." If I can't find the person on Facebook, there's a high chance that we're going to have a weird call, or they might have a fake name, and they're just trying to like see what I'm doing or something, or they might just be trying to hide behind some sort of fake alias or something. So by asking people for their personal Facebook URL, it weeded out all of those people who were fake and not willing to show their face. Also, if someone wasn't willing to share their Facebook profile URL, then I pretty much knew they were a bad case anyway, so I wouldn't take strategy sessions with those people. And then if someone shared their Facebook profile URL, and then it looked sketchy, then I would also cancel the calls with those people too. And you're probably thinking, "What does sketchy look like?" Pretty having like a dog in the profile picture just taking up the whole thing. If the person doesn't have a photo of themself anywhere on their page, something's up. And pretty much every time I had a weird call, I'd go look at it; Facebook wouldn't exist or there'd be a dog in the profile picture. So you want to definitely ask for that. And then you get a really good sense. You develop like a tuning fork within yourself. So whenever you look at these surveys and then you look at their Facebook profile, you can kind of get a sense whether this person has got their shit together or not. So reading these questions. Cool. Just trying to see which one to answer next. And some people are saying, "What did Sam just say? I missed that part." I'm pretty sure that after you finish these things, the video exists within Facebook afterwards so that you can watch it from the start to finish, and you can pause it, really listen to it, I'm sure that ... I'm pretty sure that happens, but I can't guarantee it because I've never done one of these before. But if that is available to me, I'm going to make sure that we post them all the time so that we build these videos up in there too so that other people can watch them. So don't worry if you miss the start or anything like that. And then [inaudible 00:16:23] Tran says, [inaudible 00:16:25] says, "How many hours do you work a week?" When I was one man, which was 2016, 2015, some of 2017, I worked like 100 hours a week, but that wasn't good. I only had to do it because I had to; otherwise thing would catch on fire, but I reckon, and sometimes, in entrepreneurship sometimes you have to go to that extreme. I you ask any successful entrepreneur, there will be some points in their life where they've had to crank some huge workouts. But I've noticed that I can only really be productive for 12 hours a day, six days a week. So I typically work from 9:00 AM in the morning until 9:00 PM at night Monday to Saturday, and then I take Sunday completely off. And that's about as much hours as I can work and be productive. But work hours, there's a lot of debates about this because you definitely don't need to work that many hours, right? I could run a seven-figure business working ... Or really I could probably work one day a week and easily run a seven-figure business, having things set up correctly, but it depends what you want. I'm trying to grow a billion-dollar business, and so I'm trying to put every single hour I possibly can into it and still keep my kidneys, which is about 80 hours a week. So I'm going to keep telling you about what we found in this customer survey. Who on this call did the customer survey? I don't know how you can say that. You can just, say, comment or like it or something. All right, there we go. So first of all, one of the best ways you can learn is not just from listening to me in the videos, but by just watching what I do. That's like two ways to learn. So whenever I'm looking at people and trying to figure stuff out, for example, Jeff Bezos, I've been studying that guy. I'm pretty much like a stalker on that guy right now, and when I look at it, I'm looking at what he's saying, like the letters that he's writing, but probably more than that, I'm looking at what he's doing. Like, what has he actually done? And if you really want to get good at things, you want to look at those two things: You want to look at what someone is saying, telling you, teaching, but also, what are they doing themselves? From the survey that I did, what you can take from that is once you have some clients, you should be doing surveys to them too because it's probably the most valuable thing I've done this year. So we're two months in. The most valuable action I've taken was to survey the customers because you're always wondering, "What should I do? What do my customers want? How can I make this better? How can I get more of them?" And when you're trying to think about this for yourself, you don't know because you're not the market, and it's always dangerous when you're guessing things and cooking ideas up in your head. So it's always best to just go to the market and ask them. And the survey just went straight to them. I got like 1,000 survey responses, which is it's going to take me weeks to read through that thing, but I'm going to read through every single response. I've already got a ton of ideas and initiatives that we're going to roll out. And I recommend if you've got a client, even one client, do some research on it. Send them a survey or just have a call with them and ask them the questions. And if you want to know what questions to ask them, just look at my survey; the one that I sent you, you'll have it in your email or something, those are really good questions to ask. So I'll tell you some things I found, for people that have just jumped on the call. Mostly what I found from the survey was people, they just wanted human connection. So they knew the content was good. They knew the content worked. They knew if they did the work, they would get the results. But they just couldn't do the work, or they got stuck somehow. And there's, for me, I can just brute force myself to do anything. If I'm like, "All right, I've got to do this," I'll just ahead and do it, and it's quite hard to do that. I think a lot of people, when they get started, they don't have that like mindset, and they don't have that ability to just block everything out and just get it done, or spend a whole year in hiding, just focusing on one thing. And so that was really interesting, and so we've started to think, how can we add more human connection to the program? I'll tell you the initiatives we've got. The first one is Instagram, so with Instagram, it's real easy for me to just share Instagram stories of behind the scenes and what's going on in my life and at the office. I'm going to start introducing the different team members at the office and showing you what they do and what they're working on. And if you really want to see behind the scenes of my life and consulting.com, then follow me on Instagram, and you'll be able to see those. And then we're going to be doing six-figure meetups, so you probably saw that post last week. Everyone who gets to six figures with their consulting business from Accelerator, we're going to give them a personal invite to come over to our main office in New York City. And we'll have people there for probably half a day from like lunch until 6:30 PM or something, and we're going to try and do it in groups of 30 people, and we're going to try and do those meetup days two times a month. So it'll probably be every second Friday of every month. So we'll be doing two customer meetup days every month on a Friday from 12:00 to 6:30, and I'm still mapping it out, but we're going to have a scheduling system and a little, a bit of technology so that people, so that you guys can look and see what event times we've got, see if there's any spots available, and just book yourself in. So that's going to be really good. You guys will get to meet each other, and you'll also get to hang out with me, the team, and all of that stuff. And I promised everyone that we were going to do that. I said everyone who gets to six figures will get a personal invite to come hang out with me in New York. And then like 500 of you guys started getting to six figures, and I was still working by myself, one man. And I just couldn't do that. But now we're at the stage where we can start to do those things. So if you've got to six figures, that's awesome. It means you're going to be coming out to see us in New York soon. Another one was people want to see what other people are doing in the program. So, like I said before, you can learn from two ways: what I'm saying and what I'm teaching, but also from what I'm doing, and you just observe what I'm doing. But it doesn't have to be me. You can also learn by looking at what other successful members are doing. A good way to see what niche you might want to pick is you can look at what niches other people have picked. And that doesn't mean that you're going to pick the same niche as them. I'll give you an example of how this works. Hunter Otis was the first person who picked kind of like an addiction niche. He chose porn addiction. And as soon as he did that, and I made that public in the Facebook group and everything, a whole lot of other people saw that, and they were like, "Wow, I could probably do this, and I could probably do that." From Hunter, we could trace the evolution of how it affected other members. And we had Anna Zing, and she decided to ditch digital marketing and help women with Irritable Bowel Syndrome. Most people probably wouldn't think that you could make more money as a Irritable Bowel Syndrome consultant compared to digital marketing, but she found that not to be true. She's making like six figures in that niche. Hunter's making six figures in porn addiction. Then we had someone else come in, see what Hunter was doing, and then he decided to do video game addiction, because those people aren't learning that from me, they're looking at the framework I'm providing, and then they're looking at what other members are doing and getting inspiration and ideas from them. So what I decided to do is I'm going to start doing interviews with successful students, so pretty much every week. So whenever someone gets to six figures or even if they just get a few clients and they've only just started to make some money, I'm going to do just Skype interviews with them for like 30 minutes. And it'll be like a little blog for members that we can look at what other members are doing and we can listen to their stories, so how they went from the very beginning to where they are now, every step they took in between, how they picked their niche, how they got their first client, all of that stuff. Who thinks that's a good idea? Just like it if you think that's a good idea. Nobody. Maybe it isn't a good idea. Now there's a few. Yeah, because I think people want to hear from me more, like with these live things and everything, but also I think people want to just connect with other members too. So from those interviews I do, whenever you're kind of stuck or you need some inspiration or something, you'll be able to listen to those other people's stories, so now we've got more than just one person who's teaching, really. It's you can learn from the program. You can learn from me, but also you can learn from other members in there by listening to their stories. So we're going to give that a test, see how that goes. And I plan to interview like at least one to three people a week because it's great for me to do because it connect me with my audience and my customers, and I'm able to see how they use the program, how they picked their niche, and all of that stuff. But I'm also able to share that information with you, and you can learn a lot from that too. Also, who thinks ... I haven't decided if we're definitely going to do this thing yet, but who thinks it would be a good idea if we did like profiles on inside the content portal? So if you could search for other members based on their niche, based on their success at whatever, and you could see their profile, and then it had a link to their website, a link to their DSL, and all of that stuff, and if we had interviewed them, it would even have like a link to their interviews and things like that because that way ... In the Facebook group, it's awesome, but it doesn't say next to each person's name what they do. So when you see someone like write a post or reply to someone, it just says like "Sam Ovens" and nothing else. And you don't get much context into who is this person, what are they doing, what niche are they in? And so if we have like a profile section in the content portal, then if someone's talking to any ... If anybody's talking to you in the Facebook group, you can look back in there and see what they're doing, but also you can browse through there and look at actually what other people are doing by looking at their website, looking at their DSLs, things like that. I'm going to go through some of these questions soon. A few more people are saying, "Will this be recorded and available?" Yes, it will be. So Emerick says, "Where do you draw your motivation from?" I don't know. I try to figure that thing out too because sometimes I'm not. Sometimes I get demotivated. That's totally normal. Typically when I get demotivated, I'm like burnt out. I just need to take a day off. That can sometimes be a really good idea if you're just totally ... If you feel like you've fallen out of love with business and entrepreneurship and things, just chill out for like a day or two. Just watch some documentaries, watch some Netflix, read a book, or sleep in. Just do some fun stuff, and then just come back to it. But whenever you're in that position where you just totally hate what you're doing, nothing good is going to happen. So it's best to just kind of have a break. And then where do I get my motivation from, I think a lot of it comes from looking at other people's, like the best in the world, people who are the best in the world at anything. So I don't care what it is. It doesn't have to be business, making money. I look at pro athletes, so I've studied Usain Bolt, the sprinter, looked at his documentaries, and what he does, and how he lives, and how he thinks, and all of that. I've also looked at Michael Jordan. I've watched like five or six of his documentaries, and I've also studied how he thinks and everything. Then I even looked at who taught him. So Phil Jackson, then I started to study him, and then I noticed that Phil Jackson also taught Kobe Bryant. So then I started learning all I could about him. Then I just learn as much as I can about people who are the best in the world at anything. If you want to know a really good documentary to watch, this is the best one I've seen probably in the last two ... probably in my life actually. It's Defiant Ones, The Defiant Ones. And you can watch that. I think it's on HBO or something. It's like a three-part series, three separate episodes; they're one hour each. And it's actually not about business, really. It's about Dr. Dre and Jimmy Iovine and how they started their record company and how they signed up like all of these people and then ended up creating Beats by Dre, the headphones, selling it to Apple for more than a billion dollars. And it shows the whole story and everything they went through. And so I definitely recommend everyone watch that. That thing is not only inspiring, but you'll learn a lot about business from it. And, yeah, you've just got to study the great people. Whoever's the best in the world at anything, just learn from them. Even chess players, I'll find the best chess players in the world and study them; best basketball players, study them. I've only seen one game of basketball in my life, like actually end to end, so I don't know much about basketball or the teams, but I know a ton about Michael Jordan and Kobe Bryant. And it's because I go looking in there to get clues as to how they get inspiration, how they structure their life and everything. Let's do some more questions. Shawn says, "Who's survey did you emulate?" I actually hired ... About two years ago I hired a company to do customer research because I didn't know what questions to ask, how to analyze the data, or anything. And the best company in the world I could really find on that was they're called "Conversion Rate Experts," conversionrateexperts.com. And they're like the best in the world at this stuff. They do split testing and analysis for like Amazon, Facebook, Google, and all of that. And so I hired them and got them in to do all of this analysis, and then I watched what they did, and that's where I got the survey from. So when I did the survey again, I just used theirs, so if you use mine, then you know it has good roots, you know it came from somewhere good. "Any chance it's going to be a more personal touch that's focused on getting over obstacles, pushing through problems, et cetera?" from Glen. Yep. I mean, we're going to be doing the Instagram live stories, so follow me there to get that. Six-figure meetups--when you get there, we're going to be doing the customer interviews. We're going to be trying to roll those out pretty much every week, one to three of them. And then also we're going to try changing how we're doing the Q&A calls each week. So right now we're doing two Q&As a week, and we do it on a webinar, and we have like Jesse and [Houser 00:35:36] on there. And you can't see their faces, and you have to ask your question via typing. And then they'll speak and answer the question. That's been working all right up until now, but I told the guys, because I saw it in the survey that people wanted more human connection, I told the guys, "Try unmuting people." So if anyone was on the Q&A call last Friday, instead of getting people to type in their questions, they were just unmuting them, and they were talking live. And so we're testing that right now. We're going to see how people like that, if they like it more, if they don't like it. And then the next step from there is we're probably going to do like a Facebook Live to answer the questions, so having the video so that it's not just a webinar screen; it's like live where you can see the other person and all of that. Who thinks that's a good idea? Who would rather attend calls like this with the coaches and me and stuff compared to a webinar? Just like it if you would rather ... So like it. Right. Press that like button right now if you'd rather have the human version. And then, if we can really find something that's like a model that's really good for the Q&A calls, ultimately if you want to know where I can see the Q&A calls going, I would like to have like one Q&A call every day, Monday to Friday, and have it live and interactive and things like that. So that way the maximum amount of time you have to wait for a Q&A call will be 22 hours, and that would be if you just wanted to ask a question as soon as the last Q&A call ended. That way people can just get some ... They can ask our coaches or ask me questions live pretty quickly, like the same day, and that will help a lot of people, I think. What other ideas have we got? Also, a lot of people said in the survey that they wanted to see more of me in the group and on the calls and things. So I'm also thinking that I'm going to jump on if there's ... If I've got the time, I'll jump on the Q&A calls with the coaches and also try and do at least one a week, one of these Facebook Lives in the Facebook group every week. Who thinks that's a good idea? I don't know if there's a lag on these things or if all of my ideas are bad. But let's just answer some questions now. That's pretty much what I found from the survey and the initial ideas which we're going to start rolling out. We actually started rolling this stuff out like two, three days ago. So my Instagram stories started two or three days ago. And on the last call, we started unmuting members. So you will start to notice things change a little bit over the next month or two as we start to try and put more human connection into the group. Also we're thinking of having some like customer meetups in different cities around the world, so finding some ambassadors who are successful students in the program in different places, for example, like one in Melbourne, Australia, one in Sydney in Australia, one in New Zealand, one who's in LA, one who's in San Diego, one who's in Texas or whatever. And then every now and then, whenever they're feeling like it, they can say ... They can get members together to meet up. And so that way you guys can meet up with local people in your area and hang out, talk, and all that stuff. Who likes that idea? Cool. So, as you can see, we've got quite a lot of ... All of those things, by the way, I didn't even know that that's what you guys wanted before I did that survey. So that just shows you the power of that survey. And when I was thinking about, "What do my customers want? How can I make it better?" I was thinking, "The content just needs to be better or maybe they need additional pieces of content." So if I had continued to think like that and start acting on my thoughts without talking to the customers, then I would have been going in the completely wrong direction. So I had no idea that this is what everyone wanted, they wanted more community, more connection, and all that. So that just again shows you the power of talking to your market. You need to talk to the market. You need to ask them questions because that's where are the best ideas come from. They don't come from your brain, they come from the market's brains. And even I forget that all the time. And whenever I forget that, usually I make a mistake, and then I'm like, "Shit. Again." So even when you think you know that one, remind yourself. So Austin says, "Is it hard to balance personal life with work hours?" Yeah, definitely. It depends how big and demanding and hungry your personal life is. So I think when a lot of people first start their business, their personal life is huge because they've been bored: They've had nothing else to do because they've got their job. And then when they're not at their job, they just want to have fun and socialize. And so they build these pretty big personal lives, where they're going ... I'll give you mine as an example. I went out every Friday and Saturday night because that was the habit I got into from university because that's what everyone did there. And I would constantly be Facebook messaging my friends, looking at hot girls on Facebook, and just going out, getting drunk, sleeping in, eating McDonald's, and hanging out with my friends, and just doing stuff like that. And so when I first went to start my business, I found that I had pretty much no time because my social life was so huge. And I definitely had to cut that back. The time has got to come from somewhere. You just can't make time. You've only got so many hours of it. One thing I recommend everyone should do, I do this exercise pretty much every month to try and figure out where my time is going and where I can save time. I taught this to my Mastermind students too. It was one of the best things they said they got from it. And the way to think about it is that you have like each week you have 100 units of time, so just think about there's 100 units. And then what you want to do is next week, when you go to work on Monday or whatever, you want to have a notepad out like this or whatever, and you just want to every hour mark down what you did. And it doesn't matter if you just wasted that hour. You still have to write down what you did to waste that hour. And so just track every hour. From the moment you woke up and you opened your eyes to the moment you went to sleep, you want to trace where every hour went for a whole seven days. And that'll be like an awakening experience for everybody because even when I do it now and I think I'm optimized, I spot so much waste. And once you spot where that waste is, you can start to get rid of it. The best way to get more time and the best way to have a more personal life is to get rid of things that aren't either of those. You'll find that most of the time you actually spend each week doesn't go into the business properly, and it doesn't go into your personal life properly--it gets wasted on useless crap. So you want to track it, measure where it's going. Brandon says, "Sam, I feel burnt out. Should I take a day off?" It depends if you're actually burnt out or if you're just wimping out. That's a fine line because sometimes ... A good way to know if you're burnt out or not is if you haven't taken any days off in the past few weeks. I find you have to take a day off a week. You can sometimes do the odd three-weeks binge, where it's just every day for three weeks because you've just got a huge project coming up. But generally you'll get real burnt out from that. But if you've been taking days off and you think you're burnt out, chances are you're not burnt out and you just need to suck it up. But if you haven't taken days off for a while, then you're good. You've just always got to fact-check yourself. Think to yourself, "Am I just wimping out, or am I actually burnt out?" Ivana says, "Who is your ideal female in the business world?" The first one that comes to my mind, and I don't really know that many of them, but the first one that just popped into my mind was Jessica Alba because I'm pretty sure her company is more than a billion dollars now. And she seems to have done things quite well. But I honestly don't know that many female entrepreneurs. It's funny because most female entrepreneurs, they follow female entrepreneurs, and most male entrepreneurs follow male entrepreneurs. And that's not ... It doesn't mean that that's what you should do, but it's just kind of how things end up happening because people like to learn from people who they think are like them. Even if they're not consciously making that decision, subconsciously that's going on. And if you want to see it happen, just go to any event, and you'll notice that the people in the audience look like the person who's speaking quite all the time. If the guy who is presenting, he's got like a really big beard, you'll notice that it'll be mostly dudes, and they'll all have beards. And if the guy who's presenting has a bald head, they'll be a disproportionate amount of men with bald heads in there. So it's not just about the male/female thing, it's also just people who look like them, people who are similar ages to them, and all of that. But I honestly think it's best when you learn from people who aren't like you, because you get fresh perspectives. So I think it would probably be a good idea for me to read some female entrepreneurs' books. And it's definitely a good idea for female entrepreneurs to learn from some male entrepreneurs. And that's why in our community one thing I found, if you ever start a Facebook or anything like that, the best ingredient that you can possibly have in there to make it awesome is diversity, so different ages, different niches, different sexes, different races, different countries, different time zones. The more of a mix that you can have in there, the healthier the community will be, and that's because people get fresh perspectives. They learn from other people. And it really helps a lot. And to give you an example of how I learned what not to do there, my first, when I started my digital marketing agency and I hired people, I hired all dudes who were the same age as me and just like me. So I had like an office of like 10 dudes who were all like 25 years old, and it was the most unproductive office you've ever seen. Dudes would come in drunk. There would always be dudes drinking beers. There would always been ... It would be like a locker room conversation. And I learned there, I was like, wow, you just can't put everyone who's the same together because it gets extreme. You'll notice this too about all, if you have same-sex schools and then schools that have two sexes, those people in the same-sex schools, they're not as good at talking to females and woman and all of that stuff. It's because it's actually best to have the diversity there. That helps a lot with people learning and evolution and things like that. And it all can really be traced back to evolution, really. If you've got a species of animal in nature and they just start inbreeding, then they'll get sick, and they'll eventually die and cease to exist. But if you've got species that crossbreed, that makes actually the best ... That makes stronger animals, and that's why if you've got a purebred dog or a purebred cat or something, they've actually got way more chances of dying and getting sick and all of that compared to a crossbreed. The crossbreeds are tough, and the same thing goes on in a community or in a Facebook group. You'll notice that the best cities and the best countries, they've all got diversity in them, different nationalities, different languages, all of that stuff. And that's really what makes a good community. So when you're growing your ... If you start a program and you've got a group like Consulting Accelerator does, then I recommend making sure that it doesn't evolve to get too extreme. Another good example is the female entrepreneurs who have Facebook groups which only have females in them, I get my wife, Ashley, to join those and gather intel for me to see what's going on in there because they don't even allow men in these things, which is pretty funny. But it gets weird in there because they just start talking about ... You'll notice, you can go and look at any of these right now, the number one question that people are asking is, "What do you think of my headshot, my photo?" or, "What do you think of this design?" or, "What do you think of this font?" or, "What do you think of this?" And they're talking about the wrong thing, but that's because it's evolved that way and no one else, like, a male hasn't come in and added more of his rational thinking. And so the two work best, like if you just had an all-men group or just had an all-woman group, it's way better to have a mix. You'll find that you will have way better results. Same with niches: The more people who come into this program, and the more different niches they pick, the better niches people start picking. It just starts breathing like that. Now, I'm reading these questions. All right, so Ryan just told me that there's typically 11 to 15 seconds of lag in the livestream, which explains why I wasn't seeing those likes right away. Brent says, "Still haven't received my physical course. Have these all been shipped out yet?" They should've all been shipped. So if you haven't received yours, just email support, [email protected] They'll be able to track it for you. All of them we shipped track and trace, so if it's been shipped and you don't have it, we'll be able to find it. If anyone doesn't have their box set, email [email protected] So Christian says, "What about placing the first Sam Ovens consulting conference in New York? I think next year will be the first time we do that. The thing about a conference is it's a lot of work, especially if you're going to have a lot of people there. And I think if we did a conference and invited our customers to it and stuff, I mean, it's going to be 1,000 people or more. And so that's a hell of a thing to manage. You need a lot of people, and you need to book that thing out well in advance. You need to look at hotels and all of that stuff. I want to do one, but it's not high enough on the priorities list for this year, but I'm planning to do one a year starting next year. So we'll just call it like the Consulting Summit or something like that, and we'll hold it somewhere where most people vote. New York's not the best place to hold those things because of the weather. There can be snow, and that can get messy with events because if all ... There's been times where they ground every plane in New York for like three days, and no plane can come in, no plane can get out. There's actually a high probability of one of those situations occurring at the time of the event, which just ruins it. So we'll probably put it over in California or Vegas or Dallas or, I don't know, some place like that. We'll just put it to a vote and then try and do it like once a year. Christian says, "The group collaboration is a good idea. Customer meetups are a good idea." Cool. Mark says, "It's okay to smile, Sam." I'm trying. Lucy [inaudible 00:56:23] IT. If anyone has got any questions, just let me know, and start answering some of them. Chelsea or Clesea says, "When are the remaining videos from the DM bonus module going to be released?" You obviously haven't checked. They're already there, so is week seven. All of Accelerator is done, the whole thing. There isn't a single thing left. "How do we find how many ..." Hold on a sec. That looked like a good ... Damn, you can't actually scroll back in these things. Louis says, "How do you celebrate success?" Honestly, I don't do anything too outrageous. I pretty much just watch a movie and just feel satisfied. To me, it's, before, what I used to do when I was ... The way I would celebrate everything, the old me, I would get really drunk and have a massive party. But that was awesome, but then you just feel like shit for like a week. So I thought, "This probably isn't the best way to be celebrating." To me, it just feels good, and I get to tick something off, and I'm making progress. So I don't feel the need to do something outrageous. However, earlier in my business life, I used to do outrageous things. So the first $300,000 I ever made, I had $300,000 in my bank account, and I thought ... I was like, "All right, I'm not going to buy anything. I'm going to be sensible, and I'm going to save." And so I went out that night and just got a kebab for dinner, didn't even do anything fancy, and then the next morning I was like, "All right, we're just going to save this money." And I went out to get a coffee in the morning, and then I pretty much did a U-turn and bought a Ferrari. So that didn't last for more than about 12 hours. So sometimes in that, when you first make a lot of money, you got to get all that stuff out of your system. You know what I mean? I wanted a Ferrari forever. So when I finally had enough money to do it ... And I don't even regret doing that either. I'm glad I did that. So don't beat yourself up too much when you're just getting started and you make your first amount of money. You can enjoy yourself, but you can't keep that up forever. You just can't buy a Ferrari every time or a new house or something every time you succeed because you'll have too much stuff, and you'll eventually ... You're just going to keep wanting more stuff, which is not really going to make you satisfied, and it's also just going to be ... You're going to spend more time managing the stuff and looking for stuff than actually growing and getting better. So in the beginning I used to buy boats and cars and do stuff like that, but now I just am glad that I made that, I reached that goal, and I just go to the next one. Melvin says, "Yes, Vegas, baby." I hate Vegas, but apparently the Vegas has the highest attendance rate for events. I think it does because the weather. You don't get snowed out in Vegas to land. Plus, there's a ton of flights going into Vegas from everywhere, even across the world and in America, and the flights are extremely cheap, and so are the hotel rooms because the hotels subsidize the flights, and also the hotel rooms, because they want to get people there to spend their money. So that's why if your events are often in Vegas because there's plenty of flights, they're cheap, and the hotel rooms are cheap too. But I really don't like casinos and stuff. And everyone in Vegas is always like drunk and sloppy. I reckon we'll put it to a vote. When we do decide to do it, we'll let everyone vote. Sam says, "I'm trying to develop a program of value to give to my clients on customer service. I'm passionate about this, but I need help in developing a clear product that I can confidently offer. Any suggestions?" So it sounds like you haven't talked to the market. It sounds like you want to do this because you want to do this, which is fine. That's a good starting point. But you need to talk to the market. You'll never figure out what to offer to the market because you're not them, and unless you talk to them, then you're not going to know what to do. Even still, just to really drive this point home, I've been doing consulting for like six years. I've had like 11,000 or 12,000 customers now, and I like to think that I know my market and know my customers. But every time we do a survey, I find that I was thinking about the wrong things. So you never, never, ever, ever think that your thoughts can qualify for what the market truly actually wants. It has to come from it. So Chris says, "At what point do you think it's a good idea to buy a car using your business income?" It's totally up to you. It isn't like a rule on this stuff. But the big myth that everyone believes with cars, the normal people, people who have 9:00 to 5:00 jobs and stuff, they all think that it's good to buy a brand new car and that you want to pay for it up front in cash and you don't want to finance it. That is bullshit. That is the way to lose a lot of money. What I did--and I never lost any money on any of my cars, ever, and I've had lots of them, like Ferraris, Lamborghinis, things like that--you want to buy them used, first of all. There's no point in buying a brand new one unless you're a billionaire and you just literally don't care. So buy a used one, and then use finance to buy it. And the reason why you want to do that is because the interest rate that you'll have to pay on it is way less than the interest that you're going to earn by investing that cash in your business. So if you're going to buy like a Ferrari for $100,000, and you're going to actually put $100,000 of your cash out into the Ferrari, it's not earning anything. That's just $100,000 sitting, dead. And then what you want to do is if you finance it, you might only have to put like $10,000 cash up front, and then you're just paying it off per month. And that way you can have your cash working inside your business on ads and things like that, generating way more than what the interest payments are. Plus, also with the, this is a accounting trick, but if you were to pay $100,000 cash out of your own pocket for a car, then that means that $100,000 has to have left your company and gone to you. And if $100,000 has left your company and gone to you, that means that you've had to pay income tax on that. And that's like pretty much 50% in America, or it's going to be in between 30% and 50% all over the world. And that means if you want to buy a car for $100,000, you've really got to draw $200,000 out of your business, which is stupid. So that's why you don't do that. What you do is you leave all the money in the business, and then you finance the car. So then you're good. You never had to take the money out of the damn company. You've never paid tax on that. You've paid corporate tax but not personal, and that's the way you do it. People have really, really, really screwed up when it comes to finance. They don't understand it. They think that you should buy everything, own everything. It's not true. The only thing you want to own is something that you can buy at a ridiculously low price that's going to make you a lot of money. That's the only thing you want to own. Everything else, you want to rent it because that way if you don't need it, you can just get rid of it. Connor says, "What do you think about the Facebook Ads algorithm changes? Will it affect Facebook methods?" Nope. We haven't seen anything. Facebook can get shaky from time to time because they're making changes, but that's normal. Everyone experiences that, and that's just the nature of the game. It's kind of like the weather system: Sometimes it rains. Sometimes it's sunny. We got to deal with that. Same with Facebook. It can have some storms, but it still works, and it's never really stopped working. Every time that they say they're going to make an algorithm change, actually what happens is pretty much Facebook makes a statement, and they don't even say that they're going to change the algorithm, but then everyone freaks out and thinks that that means that they're going to change the algorithm, and then that means the ads are done and there's going to be no more ads. I've never seen that happen. I've been advertising on Facebook for probably like four or five years now. So I wouldn't worry about that. It keeps getting better, really. The analytics get better. The metrics get better. The options that you've got to advertise, they keep getting better. So I wouldn't worry about that. The only time to worry about something is when it's real. I find that a lot of people worry about things that have not happened and probably will not happen, which is pointless. If you wonder where I got those things, there's infinite amounts of them, so you'll probably just crawl up in a ball in the corner and cry because that's not the way to do it. You only want to worry about facts. So if something actually happens and you confirm that it's real and it's not just your opinion, but it truly is a reality, then you should worry and ask questions, and things like that. But I don't worry about any of that stuff. Stephan Clark says, "How do you find harmony with business and love life?" My wife is laughing. I didn't until I hired a couple of people because I was like making like $18 million a year, and I was one dude, and I was ... It was stupid. I shouldn't have done that. I should've hired some people. When my business was smaller and I could just be one man and still have a life, a personal life, and a love life, and all of that, but once it blew up, and I didn't hire people, that thing wasn't well looked after. It got neglected. But then as soon as I hired people, I was able to spend time with my wife again, and take weekends off, and go on vacations and things like that. So as soon as your business starts making money and it's demanding ridiculous amounts of your time, just look to hire people ASAP because there's no other way. And if you can't afford to hire people and your business is demanding all of your time, then you're doing something fundamentally wrong. There's a trap. It's like a death trap. If you get stuck in a business where you can't hire anyone, and you have to work like a dog with no breaks ever, the business is screwed up. Something's wrong there. Or you are delusional in the things that you're doing. You might be working on the totally wrong things. You know, when you get things tuned up, you know that when you put in an ounce of effort, there's going to be a reaction. But when you're working on the wrong things, you put in infinite amounts of effort, and nothing comes out the other end. So you've got to analyze the causes and effects, the relationships in everything that you do. Every action that you take, what is the reaction of it? And you only want to be putting your time into places that have some sort of effect. Chris says, again, "Right on your exact point, at what point, at what points do you feel that it's a good idea to buy a car using your consulting income?" Well, there isn't a rule here. You want to be responsible. You don't want to ... You blow all of your money so that you start panicking inside your business. That's not a good idea. But if you can buy a car and still be responsible, and you know that you haven't done something stupid, and by that, I mean you've got enough money to advertise. You've got enough money to pay your rent, pay your expenses, and then some. You also want to have a bit of a cushion there because things happen all the time. Like, Facebook might have some turbulence in it. Just last week, our AdWords account got shut off because we changed some links on our site, and it detected something sketchy, and it just shut everything off. And so for pretty much a week, we didn't have our Google advertising running, and that's a huge driver of money and traffic and everything to our business. Things like that can happen, so you don't want to just have enough money to get by. That is not what you want to do. You always want to have some money for storms. But if you've got enough money to cover the immediate and a little bit of money for some storms, then buy a car, just have some fun, but finance it and do it that way because when I bought those used Ferraris, the first one I bought was a 355 Ferrari, and I bought it in New Zealand for $82,000, which was a steal. And then I drove it for like ... I absolutely like thrashed that car. It got abused for like a year and a half. And then I sold it for like $100,000. Most people, they buy a car, and they lose money, and they're worried about paying for it and all of this. If you do it the right way, you will lose zero money. Or sometimes you can make a little bit. Just, if you want to know how to do it, listen to that part of the video where I told you don't take the money out of your company. Leave all the money in your company. Try to take as little as you possibly can into your personal name. My salary is $0. All the money I make, I try to keep it in the company. If I need money, just take a loan from my company because that way the company can loan me some money. I have to pay the company interest, but that's not income, that's a loan, so you don't have to pay the income tax on it, which is huge. And then if I want to buy something, I'll get a loan from my company and then buy it. And that's how you want to do it. And if you don't know how to do that, an accountant will know how to do that for you. But, yeah, I've seen it destroy so many business owners just spending too much money on their personal life, like just blowing out, like buying houses, cars, going on jets, all of this stuff, parties, and they totally blow it. It happens. It doesn't matter how much money you have. You can have $100 million and blow out doing that sort of stuff. Thanks, Alena. Sterling says, "Are you still doing EEG or neuro training or meditation to keep your mind clear and focused?" Yep, we are. I've got a forensic psychiatrist that I talk to every second week. So another good lesson to learn from this is that you're never done with your mindset. So you might think that me, the guy who created the Mindset Training for you, that I must have a ... like, I must not need to work on mindset because I know everything about it or something like that. Never believe anything like that because you never know everything. And when you think you know everything, you're about to get ruined. So never, ever, ever think that. Even though I created the Mindset Training that's helped a lot of people with their mindsets, I still get help with my mindset all the time. I'm constantly seeking help and coaches and mentors, and stuff like that. And right now we've done like a lot of ... He's a forensic psychiatrist, so he does a lot of the forensic psychiatrist stuff with me. I don't really know what that stuff is because I'm not one of those, but it's really powerful, the stuff he does with me. And then the next thing we're working on is ... I've been meditating now for probably at least a year, one year now. That helps a lot. If you don't meditate, do 20 minutes a day starting immediately, you'll make way more money. And when I meditate, it's first thing in the morning. So after I wake up ... I'll tell you exactly what I do. I wake up at 6:50. Then I go to the gym at 7:00. Then I'm done by 8:00 AM. Then at 8:00 AM I have a shower, and then I have my smoothie for breakfast. Then that's 8:30. Then 8:30 I meditate for 20 minutes, and then I don't start work until all of those things are done. So I've woken up, worked out, showered, had breakfast, and mediated before I've turned my phone off airplane mode and before I've even opened my laptop. So I try to have a rule for myself: Don't even touch anything until all of those things are done because some people, they wake up, and first thing in the morning, they open up their phone. That's not what you want to do. That's going to ruin your brain because your brain is like a ... What's the best way to describe it? It's like a pattern thing. So every time you have a thought or every time you do an action, the next time you go to do an action, it wants to go that way, it wants to go the way it just went because it's fired electricity through that path, and then the path of least resistance is down that same path. And then when you go to bed at night, it kind of re-calibrates, but if the first thing you do in the morning is check social media and email, then you've already pretty much fired your brain for the day because all it's going to want to do for the rest of the day is check social media and email. And even when you're not doing that, you're going to be itching to do it. So a good tip for your guys is whatever you do at the start of the day, that sets the pattern for the rest of the day. So if you want to have a day of getting stuff done and focusing, make sure that the first thing you do is getting stuff done and focusing because that's just the flow, then. Or if you have to do ... What I do is pretty much every Monday I'll go into my office and meet up with my team, and talk to them, and answer emails, and do lots of little things because you have to try to be ADD, in an ADD state to do that because you've got interruptions. You're talking to this person, then this person, then this person, and then you're doing these emails. And you've got to do busy work. There's always going to be some of it, but try to limit that to just one day a week. And then after Monday, and that's done, Tuesday, Wednesday, Thursday, Friday, Saturday is just deep work, which means I won't do anything. I'll just be in the zone just delivering on projects, getting projects done. But you can't really do it both at once. If you're answering emails, checking social media, and trying to do a big, long piece of work, it's not going to get done. If it gets done, it's going to be bad, and it's probably going to take forever. "The most productive week of my entire life that I can remember was when I created week four of Accelerator. It's the longest week out of all of them. It's called ... It's the week that's got the Assembling the War Machine video and all of that. It's got probably 30 hours or more of content in that one, tons of like tutorials, tons of cheat sheets and things like that. We even provide you with the funnels and all of that stuff. And I did all of that in five days, the whole thing. That's the most productive I've ever been in my life, and what did I do that week that made it happen? What I did is I gave my phone to my wife, my cell phone, and I said, "Here, you have this. If anyone calls or anything, don't answer it. And if anything happens and it's not urgent, don't tell me, but only if there's an absolute emergency come and just tell me about it." So I did that. So I didn't touch my phone for five days at all, not even to check anything. And then I set an autoreply on my email, so a vacation responder, and I said, "Thanks for emailing me. I'm out of the office focusing on an important project for like the next seven days. So I won't be replying to email." Then I forgot about that, and then I told my team that I was going to be out for like seven days, and then only to contact me if it's an absolute emergency. And then I even took it more extreme than that. I installed this thing on my computer called Self-Control and blocked YouTube, Facebook, Gmail. I blocked like everything and set it for like five days or seven days, and its set. Once you do that, you can't possibly go to those websites. You can't even turn the application off. It just takes over the computer, and it's done. Now the only way to look at those sights is to wait after that time. The week I did that, and I just focused, and I had no distractions, I did the largest week of Accelerator in five days. So let's do some more questions. Nate says, "What are your spiritual beliefs?" I try to not really get to just have one belief with that sort of stuff because that's how you get into trouble. If you're certain that the world is this particular way, and that this is the fact, and that these are the facts, you can get yourself into a lot of trouble because how do you know? You don't. You've got to have proof, and if you did have proof that it absolutely is this way, you would be the most famous dude in the world because you would've figured out the universe. So my main spiritual belief is to have a totally open mind. When I see someone who has some belief, I don't think, "Oh, you're an idiot. You don't know what's going on," or I see someone else with a different belief; I try to see it from their perspective. Some things, if I believe that is true, then I'll still err on the side of caution, but mainly I don't have any one fixated spiritual belief; it's just I got a totally open mind because I have no idea. I have no idea what it is. Chris. Thanks, William. "I can have the BMW 4." Yep. Sometimes you've got to have some fun with like, if you have done well, and you've made some money, you've got to do something. I remember when I first moved out of my parents' garage to my first apartment in New Zealand, the rent was $2,300 a month, and my business was making $10,000 a month. And when I first moved in there, it was so nice, and I couldn't believe it. And it lit a fire in me to work way harder because now I had this expense, and now I had to worry about paying for rent and buying ... paying for electricity and things like that. And it made me work harder. So sometimes upgrading your lifestyle a little bit, if it's rational, you're not being irresponsible, it's a good thing because you feel more confident too. You're more happy. I remember Andrew Argue, he got his business to like $100,000 a month or something, and he was still living in Airbnbs, like really shitty ones that were horrible, where they could hear people like in the apartments next to them like coughing, and in the bathroom, in the shower, snoring. He was doing that because he was still in this survival mode of trying to save as much money as possible. And I was like, "Dude, you need to get out of there ASAP and get a nice apartment because that's going to be screwing with your mindset." If you're in an environment like that, even if you are making a lot of money, you're not going to feel like you're making a lot of money. And so as soon as he moved out into a nicer apartment in Miami with like an ocean view and stuff, he started making way more because he now felt more confident in everything. So when you can afford it, definitely upgrade because to a point, it helps. That's why I haven't upgraded my New York apartment, because it's still awesome. Even though I'm making way more money right now than I did when I first arrived in New York, I still haven't upgraded it because it's only so far you can take these things. If I went and spent twice as much on an apartment, I probably couldn't even notice the view. Any increase in the view, or any ... To actually get something noticeably better than what I've got right now, I'd have to spend four times as much. So it gets to a point it's like buying wine: You might find that the best point to buy a wine is about like $30 bottle. And if you buy the $10 stuff or the $5 stuff, it taste like shit. But if you buy the $30 stuff, it can be really good, but it's still kind of cheap. But then you buy like a $200 bottle, and you probably can't even taste the difference. The same thing happens with buying stuff. To get an apartment noticeably better than this one, I got to spend four times more, which doesn't make much sense. Julia says, "The live is such an amazing idea. Please do it again." Cool. Yeah, if people end up liking this, and it helps people out, and it adds value, then we'll keep doing it. They're pretty easy to do. You just press start. I'm actually surprised how easy these things ... I thought you have to like set up some sort of crap, but this is really easy. Donald says, "I'm a student. Would you recommend dropping out like you did and going all out." Yes, 100%. If you're a student at college, get out. That model's gone. It's too slow at ... You've got to look at how the world's evolved. Back in the old days, if you wanted to learn anything, the only way you could get your hands on any information was to go to a library or read a newspaper. That was the only way. So then when they invented universities and colleges, that was the only way you could learn anything because the Internet didn't exist. None of this stuff existed, so it was a great idea, a great idea then because you were bound by physics to learn. And what I mean by that is someone had to travel the distance to spread the information from that node to this node. So the information was localized. So if you lived in this town, all you could learn from were people in that town, and generally the smartest person in their town on a particular topic would be the lecturer at a college in that town. So that was your best bet. That was the best information you could possibly get. And you had no choice. But now with the Internet, the whole world is we don't have any physical restrictions anymore because data travels speed of light for free, and that's how it all goes around. And they just can't keep up. No university is ever going to teach you as much as the real world will. It's a simulation of what might happen when you go to start a business, but when you start a business, it is no way university can compete with the real world. So quit. Do it now. That's the best decision I ever made. And honestly this isn't just my biased point of view because I dropped out. There are tons of people in the program too that have MBAs and stuff from top universities. They followed that path, and they said it was still a bad idea. So it's like the general consensus now among everybody that it's pretty much a bad idea. So Christie says, "AdWords in Re [inaudible 01:31:03] Training would be great. That may be legal term." The reason why I don't teach that in Accelerator is because most people in Accelerator are one-man operations, one man, one woman. And you cannot do AdWords and Facebook and growing your own business at the same time. That will not happen. I tried to, never made it work. And no one I know has even been able to make that work. And even a step further, if you media buyer to do it, you won't find any media buyer that will do both Facebook and AdWords for you at the same time. It can't be done. You got to choose your tool and step to it. And if you want to add AdWords later, you need another person to do that. So with me, in my business now, I got to $18 million a year by using Facebook only. That's it, nothing else. Then when I hired someone to do Facebook Ads for me, so now I took that off my plate, and then I hired somebody else to do AdWords for me. So even though I've got someone doing Facebook, they're not doing the AdWords too, so that's why I don't teach it in Accelerator, because it's impossible to do both. And if I had to tell you what one to pick, Facebook or AdWords, I'd say Facebook. That's how I made that decision. Jacqueline says, "So does the accountant see info really interesting? Would you have any interest in sharing that at our module?" I got to be careful what I promise here because I just finished this damn program, so if I say yes to something else, that means it's not finished. And I only just finished it like a few days ago. So if people ask me questions on these calls and stuff, I'm happy to do it, but that's all I can promise right now. Got to be careful with what I say yes to, and you should be too. That should be a good lesson for you running your business too. Bite your tongue before you say the word "yes" because if you say it too many times, you're screwed. So Jesus, that's a cool name, says, "I am curious about our irrefutable standards from the Mindset videos. Does that mean every time we reach the top that you make your new standard so you don't destroy everything you earn, you've done?" It totally depends what you want. Some people might want to just make $100,000 a year and then chill out. If that's what they want to do, then just do that. But the first question you've got to ask is, "What do you want?" because if it is $100,000, then you get there. You've got to think, "Okay, well, do I just kind of chill at this level and then just have a bigger lifestyle?" Some people might want to just ... I met this dude once, and he was making like $100,000 a month, and he only had to work three days a week. Then the rest of the week, he could take off. And I said, "Well, what do you do with the other time?" And he said that he just rides Harley Davidsons over America, like over the country, and he has different Harleys in different states, and sometimes he'll just fly to one and just drive it to another state, and then that's what he does in his spare time because that's what he likes doing. And there's nothing wrong with that. That's what he wants to do, so he's doing that. So when it comes to your standards, you've got to ask yourself what do you really want. If you get to a goal and you're happy to chill there, you can stay there, but if you want to keep going, if you want to keep pushing, then you have to keep moving the posts. You have to keep pushing the goal ahead. As soon as you get there, you enjoy it, watch a movie, and then next day, back to work. So Alena says, "I need to get a real alarm clock. My cell phone is my alarm clock." You're complicating it. My cell phone is my alarm clock. You don't need anything too fancy to just beep, but the trick is just turn that thing on airplane mode. If anyone is going to bed with your phone that's not on the airplane mode, it's madness. Even when I'm working, my thing's on airplane mode. I'll show you it right now. Look. Airplane. All right. Brandon says, "New book recommendations?" Yeah. I've been meaning to do one of these soon. I'm probably going to do a blog post video in the next two weeks where I talk about the best books on different topics. The only one I'll recommend on this call, I'll give you a tip. The first one is Principles by Ray Dalio. That should be mandatory reading for every human on earth because it's really damn good. Another one would be Essentialism. Those two, I'll tell you on this video, and, yeah, I'm going to be doing a blog post where I talk about more. [inaudible 01:37:17] says, "Not making excuses. What would you recommend for a busy mom with three children, 10 and 6, and a husband working part time for focused work live you did in five days?" This is a good question, and I can't answer it. I can answer my opinion, but I haven't tested this in real life because I don't have a family. So what I would do is when I remember growing up, I looked to what my mom and dad did, and most of it wasn't spending time with us kids or doing their work, it was just like all of this admin stuff because if you're running a household, you got to have cooking, grocery shopping. You've got to drop people at different places, drop kids and different places. You've got to make all these meals, do the dishes. You've got to do the laundry. You've got to clean the house. You've got to mow the lawns. You've got all of this crap. Now all of that crap takes up most of your time, and that isn't working on your business, and it isn't spending time with your children, and it isn't having fun. So it's a true waste. All of that is what I seek. When I have children, I'm going to do none of those things. I want to spend time with my children and then work on my business, but nothing else because what do you get? Unless you really like cooking, which is fine, you can do that, but I don't know anyone who would really like cleaning, or washing dishes, or being a taxi driver and mowing lawns and all that. So just get rid of it. Hire a house assistant. That's the best way to ... The best way to free up time isn't to get more productive. That stuff's bullshit. I hate people who have all of this software for productivity and all of this stuff which they swear by. I mean, when it comes to productivity, the best thing you can do is get rid of things. That's the best strategy. You just do less. So get rid of as much stuff as you can. Melanie says, "I don't think we [inaudible 01:39:51] about that. [inaudible 01:39:52] think it's never been. [inaudible 01:39:55] something. [inaudible 01:39:58] increase [inaudible 01:40:00]." If you've got things that aren't ... Areas your time can go into is you've got to sleep, and that's mandatory. I tried not doing that, and that didn't end very well. So I can tell you for a fact you go to do that. And then you've got to do some sort of exercise because that's really important too. You got to eat, and then you've got to have a personal life, so if you've got a relationship or something, or you've got to meet up with some friends a little bit; otherwise, you'll get depressed. Then you've find that the biggest suck of your time is admin. It's like paying the electricity bill, paying rent, driving around places, picking things up and going into shop, like running errands, buying groceries, preparing food, cleaning, dishes, laundry, all of that. As soon as you are making like ... I wish did it like this if I had to start over again. The moment I started making $6,000 a month, I would've started hiring people to get rid of everything admin. I would've just hired a house maid, and that's as soon as I got up to $6,000 a month, I would've done that. If you're making more than $6,000 a month and you are doing your dishes and your laundry, it's foolish. What are you doing? Zoey just confirmed my point. She says, "I have an MBA. Don't do it." There you go. If anyone's at university or college, quit. It's not my opinion. I have looked at the general consensus of people who quit to start their own business and people who stayed at university, and it's a landslide. You don't even need to really look hard to see what the good decision to make is there. So Jarwin says, "Sam, I keep having doubts in my ability to help my niche. I've been doing my research and outreach for three months. At what point should I give up and niche-jump? What is clear sign that this is the ... That this ... No way of making money [inaudible 01:42:55]." It's hard to read these things sometimes because they fly up fast. It depends what you mean by research. If you have only been looking on the Internet, then that's nowhere near enough. You can't just find answers by looking on the Internet. That's the place to get a hunch. You're not going to find anything out for sure until you start talking to humans who are in the market, and not just one. It has to be many of them because one person can have an opinion that's wrong, and even three people can have an opinion that's wrong. But if 30 people have an opinion, and they're all of them kind of match up, and they're from a diverse mix of people within this market, now you're probably talking about something. You probably found a widespread issue then that exists. Sterling says, "You should read Skin in the Game." Yeah, I've already ordered it. I remember I preorderd it. It didn't know it was out yet. If it is out yet, they must have shipped it to me the other way because I definitely remember preordering it. [Jahwood 01:44:32] says, "Can you recommend a way to find good AdWords specialists?" Yep. The way to find any good specialist is going to be by joining Facebook groups pretty much I reckon. These days, job boards are dead. When we first started consulting.com, I didn't know how to hire people properly, so I just thought, "Oh, what's the common sense way to hire people?" Put a job on a job board, like Indeed. So we created a job ad, put it on Indeed, and then spent some money on it to promote it. Then it was just horrible. It was the worst place ever to find anyone. Some jobs, we had 2,000 people apply for them, and we didn't even hire anyone, so that way is broken. Don't do that. The best way we've found to hire someone is from your customers. So if you've got customers, that's the number one place you should hire from because they have literally bought into your mission, and they understand it. The learning curve is way shorter and everything. That's the first place. The second place is your network, your social network. So I post on Facebook. Even when you think that you don't think that there's anyone in your network that's doing it, it doesn't matter because what you can say in the post is, "If you or anybody that you know would be right for this, please let me know." That's the secret. When I added in that extra sentence, it changed everything. So I used to post in the Facebook group, and I would say, "Hey, we're looking like for a developer," or whatever. "Let me know if you're a developer and you're interested." That kind of works sometimes, but it didn't work that well a lot of the time because no one in that group was like a developer. That's just an example. But then I changed it to say, "If you or anyone you know is a developer," then it changed everything, and we started to get tons of applications. So first protocol is your customer group, then your social network. Post on Facebook. Post on LinkedIn, and ask people. That's the best. Those two things you should do immediately. Then the third thing you should do is join Facebook groups. So find out what the AdWords groups are. I know there's tons of Facebook Ads groups. I would join those and ask in there too. Maybe you don't have to play the direct game. People who are good at ad ... People who are good at Facebook are going to know media buyers who are good at AdWords. So if you find specialists at Facebook and you join that group, and then you ask about AdWords there, someone there might know someone who knows someone, and it all networks like that. That's the best way to hire. Honestly, never hire from places like Indeed. Never hire from like job boards, Indeed. Never hire from Craigslist, Elance, all of that stuff. Don't do it. The only time when that stuff works is when you're looking for just administrative work. So if you're looking for like a virtual assistant, someone to just do some basic photoshopping on something, or someone to do something that's mostly admin or really easy, then those places are great, Fiverr, Elance, Craigslist, that stuff. But if it's a specialist, it's not going to happen. You need to get into the communities and ask people. Simon says, "Do you work with to-do lists on a daily basis? How do you prioritize your work? Any tips to be more productive?" Yep. First of all, you want use the War Map calendar. That thing will change everything for you, and that thing is awesome. If you just click search in the Accelerator portal and just type in "War Map calendar," you'll find it. Use that. I look at that thing every day. I want to know what's happening this month, this quarter, this year. I want to understand what's going on from every different perspective. And I start [inaudible 01:49:14] it from the high level there. And then the next thing to do would be plan tomorrow today every day. So don't wake up in the morning and start thinking, "What should I do? Should I make my to-do list for today?" It's like worst-case scenario, right? You don't want to do that. You want to create you're list for what you're going to do tomorrow at the end of today every day. And when you do that, what happens is your subconscious is at work when you're like asleep. So whenever you're asleep, your brain is doing a lot of stuff. We're not really aware of it because that's our conscious mind, which is asleep when we're asleep. So we don't know. But a ton of stuff is going on there. And so when you plan tomorrow today, while you're asleep, your brain's already going to work. It's already figured out tons of it. And then as soon as you start your day, you don't have to think, "What should I do?" You just have your list, so you start going through it, boom, boom, boom, boom, boom, boom, boom. That is the only way to do it really. Then the other thing is I chunk my whole day out. I'll show you. I got my whole thing here. So I'll show you this day here. So that was yesterday, and it's just got all the different times, and I just went through that. You can see "6:50 wake up." And then it says "Plan tomorrow today at 9:00 PM." "Sleep 10:00." And you just do it like that. Plan out, pretty much every day my day is planned into 30-minute increments the day before, even lunch, even a shower, even meditation, even breakfast, everything. So you want to plan it out. Miguel says, "So when do you check your phone?" Honestly, never because first of all, you got to like analyze these things. Most people don't look at stuff and think, "Is this really important?" Home phones, who has a home phone? If someone does, why? It's a pointless thing to have. You don't even need one. You just don't need it. Then another thing is like your cell phone. What do you even really need that thing for, like what? Think about it. Think about what you actually need your phone for. No one calls me because our entire company just uses Slack. And people could email me, or they could message me there, so why would they ever call me? And I don't have my phone number anywhere. I don't have my phone ... Don't have a footer at the bottom of your email with your damn phone number on it. Whenever I see someone that's got their phone number in their footer of their email, I know that they don't have much money because that is a really silly thing to do. Same thing with people who hand out business cards. If it's got their cell phone on it, you know they're not making that much money. You'll find that some corporate executives and stuff, they have to have business cards because it's like the done thing, but the phone number on it will just be to their assistant. Never give direct links to you to anybody unless it's productive. You'll find that that's almost never. So no one calls me. No one really texts me. No one does any of that because there's other methods. And then I don't use any apps. I've got like this many apps on my phone. So there's hardly anything on it, and it's always on airplane mode. What do you need it for? You'll find that most of the stuff you learn on your phone is just stupid stuff, like looking at other people's lives that you don't even have any reason to look at their lives. Sometimes you want to look at somebody's life because you're trying to learn from them, and it's going to actually have some sort of payoff and benefit or something. But most people just mindlessly drift over the Internet and through apps and all of that, and they're not doing anything. Also another hack for your phone is you want to turn notifications off for everything. Your email shouldn't push through. If I see someone whose email, if they get an email and it has a little notification on it or it makes a noise, I know that person is poor, guaranteed, because anybody that's got any decent amount of money, there's no way how that thing is popping up, any notification. I know the people who are really rich because they won't have their phone on them, and they'll be like, "Oh, where is my phone?" And it'll be in their drawer off somewhere. Those are the people who make a lot of money because it's a distraction. Same thing with email. Do you think Jeff Bezos, and Warren Buffet check email? Do you think they get phone calls? I'm sure if they had a phone, it'll be considered a panic phone and only like their family and some top executives will have that number. And they just know if that phone rings, something serious. And then other than that, it'll just be dead all the time, nothing is happening. Cool. Any more questions? We're at 1:55. I think I'll just do it until two hours, and then that'll be it. So if anyone's got any questions, let me know. And [inaudible 01:56:07] says, "Any more powerful tips on mindset?" I gave a lot of them in week two. I mean, I'd watch week two. And if you watch it, watch it again. Lelana says, "I have two guys in my team, but it's very hard to keep them focused on our projects. Getting a response from them is like pulling teeth, and they are both really good at what they do for me. And [inaudible 01:56:43] I'm liking chasing [inaudible 01:56:45]." Honestly, they don't sound like they're good at what they do. I mean, just get rid of them. Find some new people. There's plenty of fish in the sea for it, for everything. There's no reason to tolerate anyone who isn't exceptional. A big thing that I could teach you if you start to have employees is don't think, "Is this person messing up their job; therefore, they should be let go." Think, "If I don't admire this person and think they're a superstar, then they've got no purpose to be here." So it's not like ... You want to only have people on your team who are absolutely perfect, and you admire them, and you look up to them. So get rid of them. But at least give them a warning first because sometimes you can ... Before you think someone's wrong and you get rid of them, you have to tell them first what they're messing up. This happens with cleaners all the time. Someone will hire a cleaner. They'll come in. They'll do the job. The person will be like watching what they do, and they'll be like pissed off because they don't do it the way that they do it. And then they seem them and they're like, "Never hiring that person again because they just don't know how to do it. No one can do it." But the person never told the damn cleaner what to do. There's always going to be an iterative process at the start. They're going to do it. You're going to be like, "Ah, can you get that spot," or, "Can you clean that or do that?" You have to give them feedback. There has to be a feedback mechanism for them to improve. But if you have been giving them feedback and nothing has changed, gone. So [inaudible 01:58:53] says or [Oron 01:58:55], I don't know how to say it, but, "Any tips for coaching using your program, or any types for coaches using your program?" It's the same thing. A coach is a consultant. A consultant is a coach. People get mixed up with this. It's a term. It's like saying, "You're a human, and you're a person." It's the same damn thing. They're just people helping other people. And then it's all just the same, so everything's going to work the same way. It's just the thing that you're offering might be a little bit different. [inaudible 01:59:40] says he's "never had a client ask me for my GPA." Nope. I'll give you an example too, a case not for going to college. I have never looked at anyone's CV or resume when I've been hiring them. In fact, when I first started, I thought we should require that people have university education because that's just the typical thing to do, like hiring on a job board or requiring university education. All the people we got were crap. And then I just thought, "Screw it. Let's break all the rules. Let's post on Facebook. Let's make it nonformal. And then to apply for a job, let's say that the person doesn't even need to upload their resume." We don't even ask for them to upload it. We don't care about any of that stuff. I don't even ask them what college they went to because I don't care. It's the wrong thing to be looking at. When we looked at it, we hired the wrong people, and we couldn't find anyone. And then when we got rid of it, everything became more easier. Yeah, when you're hiring people, you want to look for people who ... The big mistake people make is that they try to hire people who have already arrived at the point where the person needs to be to do the job. But you know you're looking for someone that possess all the skills, knows how to deliver things so that they can do this one job perfectly. You'll never find that person, and if the person says they can do it, they'll be lying, and they won't be able to do it when you hire them. And then you're going to pay like expensive prices for people because you're finding people who are experience and all of this stuff. Never works, ever. You just want to find people who have the right characteristics and the right qualities so that they can grow into that person. That's what you want to do. So you got to spot like people who can become it, not people who are it because no one is it. You won't find someone who's it. [Iyana 02:02:13] says, "It is so sad that in Germany all the people ask you first, 'What are your studies?'" Yeah, it's still happening in some places, but trust me, it'll be gone all around the world within like the next year. Within 12 months, it'll be gone. It's already spreading fast because in the Western world, big accounting firms like PricewaterhouseCoopers, KPMG, Deloitte, top firms who usually follow the corporate rule book, you must have a degree and all this, they've gotten rid of it. You now don't need a university degree or a qualification to go work at those firms. Now that those companies are dropping it, everyone is going to drop it. It's just a matter of time before it spreads to Europe. It'll be gone, because you got to ask yourself the question, is there any logical reason why it would still exist? I think it'll still exist for doctors and lawyers and probably engineers purely because those people, you can't make mistakes. It's really bad if someone makes a mistake in one of those things. So you probably wouldn't want an engineer who's responsible for the structural design of a bridge learning from an online course and trying to get his first client and his proof of concept on his first bridge. He can't do any iterations with that one. You can't look at it and be like, "Mm, this didn't work, so I'll change this next time." That's why those things need to ... Those professions will probably still need to be facts checked and go through those things. But every other thing, it'll be gone. Cool. It's pretty much the end now. Who enjoyed this? I know I got to wait 15 seconds apparently to know, but if you want one of these to happen again, let me know. Like it. Tell me whether this was helpful. Couple of them, there's a few of them coming now. Here they come. Cool. If enough people like this and say that it was helpful, we'll keep doing them. I'll aim to do at least one of them a week. And also if there's ways which you think I can improve it, or anything, if you ever even have an idea of how we can improve the program or improve the community or the Facebook group or anything, just tag me in a post in Facebook or tag two people: me and Nick Houser. And if you tag both people in a post, it's guaranteed that I'll see it because Houser, if I miss it, then Houser will find it and he'll tell me about it. So if any of you've got any ideas for improvements, post them in the group. I guarantee you I'll see them, and I will be looking at them because I'm always looking at how I can make it better. Cool. Well, I'm going to wrap this thing up. But first of all I want to tell you guys, because I know when I started this thing, there was only like 50 people on or like 40 people on, and now there's like 114. So I'm going to say this again because a lot of people might've missed it: If you want to see behind the scenes of like my personal life, like day to day what am I doing, what's my routine like, and all of that, and also behind the scenes of consulting.com and the team there, then follow me on Instagram. So go ahead and search "Sam Ovens." Follow. Do that now because that's the easiest way for me to share those stories. All I have to do is just hold down the button and it works. My wife taught me how to use it two days ago. So I've only been used it for two days, but I'll show you there's all sorts of behind the scenes stuff here, like even what's in my fridge and interviewing my personal trainer, trying to find him a girlfriend, so just all the stuff that people want to ... all the behind-the-scenes stuff. So if you want to see that, the best place to find it is Instagram because it's the easiest method for me to share the behind-the-scenes stuff. So follow me there. And then the things that we're going to be changing in the group is we're going to be doing the six-figure meetups are going to start happening soon, so keep an eye out for those. We're going to get people over to our office to meet me, meet the team, hang out. Those are going to start definitely in the next two to three weeks. And then I'm also going to start interviewing customers. So whenever someone has a success story or anything, and at different levels and at different niches, I'm going to aim to interview them. So I'll just call them on Skype and record the screens so you'll see my face talking and theirs. And I'll just ask ... I'm going to interview them and ask them about their story so that you guys don't just have to learn the process for me and my story, you can learn it from different perspectives too. So that's going to be happening in the next sort of two weeks. And then on the Q&A calls, we're going to try unmuting people on those. So if you haven't been making it to the Q&A calls, try to show up to the next ones because we're going to be shaking things up there. We're going to be doing it different. We're going to try unmuting people and just having proper conversations. And then we might even ... I'm pretty sure it's going to end up, we're going to be just doing it just live like this, so where you'll see me and the other coaches too. So check those out. And I'll be doing more lives like this in the Facebook group too. And then people also wanted live events, so this year I'm not going to be holding one, but I will next year. But what we're going to do instead is we're doing the customer meetups at the office, so that's kind of like a live meet, but I'm also going to find ambassadors from different cities around the world. So if you're on this call and you're making at least six figures with your consulting business and you want to be one of those ambassadors in your local city where you can just organize meetups, and then I can send notifications to people within that area so that they can meet up and things like that because that'll be a way to get people to meet up in their different cities around the world and find other like-minded people who are doing this program. So all those things are going to be rolling out over the next two to three weeks. So keep an eye out for them. Cool. I'm going to wrap this call up now. Thanks, everyone for attending, and if you liked it and if you want to see more of them, just like this thing, and then let me know in the comments because I don't know what to do unless I have feedback. So just let me know in the comments even if you ... Don't worry about hurting my feelings or anything. Just share the feedback because then I can improve, and then I can help you more. So thanks, everyone. And I'll be speaking with you all soon.