you’re going to as of right now this
moment you’re gonna focus entirely on
one thing getting so good you cannot be
ignored now what do I mean by that
getting so that you deliver results
deliver results for yourself to deliver
results for other people I would just
tell you every business owner on the
planet is looking for people that can
help them grow their business that’s it
they care about one thing and one thing
only can you deliver results so the good
news here is you can always count on
humans to be selfish and I don’t mean
that in a bad way I mean they’re
passionate about the things that they’re
passionate about they’re trying to
accomplish the things you’re trying to
accomplish and if you can show how you
can help with that people are gonna want
you no matter what I don’t give a
if you have a college education like
that is so irrelevant to me a college
education merely tells me that you’ve
been formally trained it doesn’t tell me
if you’re actually good now on a resume
can be very powerful cuz I’ll look at
that in a shorthand I’ll say oh like
they probably are ahead of somebody that
doesn’t have those things but if you’re
out in the real world getting results
I’m all for that and let me tell you how
fast you can convey that with something
like if I’m like right now hey everybody
by the way PS if you’re a director of
marketing we want to hear from you
especially if you understand content
marketing so I think most people in this
community know that Jared has moved up
to San Jose
I don’t do remote employees he’s chasing
his own thing that guy was amazing and
I’m super heartbroken that he left but
now we’re looking for somebody to
replace him with and what I look for is
I look for people that have done I don’t
I actually don’t even look at their
college education I don’t even scan that
far down in the resume I just want to
know what are you doing what have you
accomplished and like can you put
together a comp like what is the word
I’m late I’m having a stroke
comprehensive is in the word but I’m
gonna stick with it cohesive there we go
can you put together a cohesive coherent
resume which you’d be shocked how few
people actually can so put that together
maybe a super brief cover letter maybe
you hit the person up on social whatever
anyway it is really easy if you’re
actually good it’s really easy to
convince other people that you’re
actually good so focus all your time and
energy on actually getting good what
fascinates me about human beings
and it fascinates me about myself is
that we have such a high tolerance for
suckiness isn’t that crazy as long as
the suckiness is a routine but the
second you get thrown out of your
routine or the second that whether it’s
because you lose a job or somebody moves
or somebody dies or somebody breaks up
with you or you break like all of a
sudden that awakens the courage in you
to make a change because she you know
either you have no choice or now you got
a problem to solve
but fighting that inertia of life is the
most difficult thing in the world I
ended up getting a job with a law firm
because it was the path of least
resistance in Boston in Boston I hated
it because I went from being in the
courtroom to writing briefs all day and
luckily I got pregnant with our first
daughter who just is starting college
which makes me feel so ancient I just
want to like punch myself in the face if
I have a 18 year old freshman in college
um thank you but I got pregnant with her
and when she was born I had horrific
postpartum depression Wow I mean the
really scary kind where you can’t be
alone with the baby you’re on crazy meds
that turn you at like not the kind you
take recreationally these are the kind
that like turn you into a zombie and it
was a really scary thing and I when I
kind of came out of the eight-week
trance of that I looked up at Chris and
said I’ve made a decision and he said
okay what would that be and I said I
don’t ever want to answer the question
what do you do for a living
with the response I’m a lawyer and he
said okay you realize we’ve just bought
this house and we have a kid and we have
orders to pay and he said so here’s the
deal you’ve got exactly four weeks
before your maternity leave is over
you need to make $60,000 I don’t care
what you do for a living that’s your
problem go solve it and the night before
I was supposed to read so I networked
like a crazy person cuz again
if you’re a human being with a problem
you’ll solve it yeah and so if it
matters enough to you and so I got a job
and this was the first convo in Boston I
got a job the night before I was
supposed to go back 2010 you know I kind
of called myself I’m a meathead I just
lift weights and put him down right I
had kind of painted myself into that
corner why not go run a marathon so I
trained for six weeks and went and ran a
marathon it was the most painful thing I
ever did but I realized that was more
the suffering and the pain and the more
pain I had the more put me into the zone
of wanting to dominate so it is a
superpower so I must now go back and put
myself into these challenges Rob
claiming I was afraid of heights took on
a six week challenge started climbing
Rob’s wanted to fight a professional MMA
fighter so I hired him trained for six
weeks one of the Ring I got my ass
kicked and choked out but each time I
did that it gave me the sense of I can
get over any obstacle and if I can get
over getting choked out and punched and
the pain of 26.2 miles and a marathon or
overcoming my fear of heights surely I
can build a business surely I can take
some criticism online right but not
enough people are willing to build that
mental emotional toughness and the
moment they do though perseverance it is
not easy to identify the enemy in combat
in war so what you have to do is you
have to control what you can control
right you got to be prepared you’ve got
to train you’ve got to study
you’ve got to rehearse you’ve got to
remain vigilant
you’ve got to maintain discipline and
everything you do so that when the enemy
does reveal itself you have the ability
to think it to out maneuver to out fight
the enemy and it’s actually the same
thing in business right the enemy can be
hard to identify your competitors aren’t
broadcasting their next move you don’t
know what the markets gonna do you can’t
be certain about the next trend or the
next down term to the next bubble that’s
gonna burst you can’t know those things
so you have to do the same thing you
have to control what you can control
which is you gotta gather intelligence
you got to analyze the metrics that you
can track you got to train yourself and
your team to be prepared for both the
known and also be prepared for the
unknown figure out what the likely
contingencies are then have some plans
to execute if those contingencies occur
maintain discipline as an organization
so that you have the flexibility and the
responsiveness to maneuver effectively
and efficiently when the unpredictable
actually happens so instead of suffering
and falling apart in the chaos you can
take advantage of it and win and that’s
business and life is the same the enemy
is not always clear in life it can be
hard to tell who’s gonna try and bring
you now or what is going to bring you
down there’s distractions there are
things out there that will do you harm
that are so camouflaged you can’t see
them at all there are deceitful people
there are accidents that can occur and
diseases that take root and there’s
bad luck and there’s Murphy’s lawn
there’s times when it seems that the
whole world is against you the whole
world is the enemy and the same rules
apply control what you can’t control
you train hard learn maintain the
unmitigated daily discipline in all
things if you’re listening in you’re
over 42 let’s just use my age there’s
something interesting you said something
that I helped a lot of people that are
younger it only has to do with one thing
they actually believe in the technology
we live in right this room is filled
with guys right now who’ve taken
advantage of YouTube or Instagram or
just the Facebook’s of the world and the
only thing I need to do to break through
somebody who’s 47 in the suburbs of
London who has a mortgage debt and three
children is for them to understand that
unlike when he or she and I grew up and
there was no internet the thought of
like having a happy life was separate
than taking care of what you were
supposed to take care of the fact that
everybody can come home tonight at 6 7 8
9 p.m. and then take out their phone or
their iPad or whatever and get to work
for 3 more hours and go to sleep at
midnight get their good six or seven
hours of sleep I’m not talking about
don’t sleep a lot of people get me
confused my big thing is if you’re not
happy if you’re happy and you make
37,000 pounds a year Mazel Tov do you
but if you are not happy if you hate
your job right you can do something
about it instead of blaming brexit or
blaming Trump or blaming your mom like
do something about it and my point is
it’s the internet having a debate with a
friend of mine and we got stuck on the
difference between alt and
responsibility she kept talk about how
something was somebody’s fault
somebody’s fault and I was like it
really don’t matter whose fault it is
that something is broken if it’s your
responsibility to
fix it for example is it’s not
somebody’s fault if their father was an
abusive alcoholic but it’s for damn sure
their responsibility to figure out how
they’re gonna do with those traumas and
try to make a life out of it it’s not
your fault if your partner cheated and
ruined your marriage but it is for damn
sure your responsibility to figure out
how to take that pain and how to
overcome that and build a happy life for
yourself fault and responsibility do not
go together it sucks but they don’t when
something is somebody’s fault we want
them to suffer we want them punished we
want them to pay we want it to be their
responsibility to fix it but that’s
that’s not how it works especially when
it’s your heart your heart your life
your happiness is your responsibility
and your responsibility alone as long as
we’re pointing the finger and and stuck
in whose fault
something is we’re jamming and trapped
into victim mode when you’re in victim
mode you’re stuck in suffering the road
to power is in taking responsibility
your heart your life your happiness is
your responsibility and your
responsibility alone the thing that I do
at my company that is very unusual is
that we are completely unreasonable
without reason without we don’t use
yes I’m logical okay yes I’m a sane
person but when it comes to achieving a
target we we do it with like we abandon
reason and logic we don’t talk about
yeah but we never start
yeah but or no we can’t or we couldn’t
because or it didn’t happen because any
any time you’re talking any time you’re
making sense of why something didn’t
work we don’t have the budget we can’t
do that because yeah but we’re different
you are being reasonable the great
things that have happened on this planet
and
continue to happen or because people are
unreasonable they literally abandon
reason and logic they defy the universe
now if you look around if you’re a
logical person if you’re a person has to
make sense of it beforehand then spend
some time looking around the universe
look at nature look at all the things
that are done everyday that literally
defy gravity the five possibility the
five physics it’s all over the place if
you need to be reasonable now in my case
I don’t need to be reasonable because
there’s enough cases of super successful
people doing things that are amazing
whether it was a manufacturing a new
product or whether it was Steve Jobs
coming back to Apple and turning that
company around every day ever you look
at the Amazon the good Amazon is done
okay now you look at it you like there
does a no-brainer make it make all
products available online now it’s a
no-brainer now it’s like it’s so logical
look at Velcro velcro is like god I
should have thought of that
see but beforehand it was completely out
of reason that you could stick things
together because they scratch one
another you understand what I’m saying
so look this is what I want you to try
try this in your life it’s gonna be very
difficult it’s one of the most difficult
things I do is being unreasonable
because all the people I’m surrounded by
or trying to make sense of why they
can’t do something
quit making sense of why you can’t do
something and become unreasonable until
you do do something spend a lot of time
talking about mindset from the
standpoint of think positive so positive
things happen and I do believe in having
a positive mindset obviously I think
that the actions that you take are way
more important in terms of developing
that mindset but we don’t spend enough
time on what you were just talking about
which is understanding how the automatic
nature of worrying about stuff all day
long how that is making you less money
how it is making you less happy how it
is disconnecting you from your spouse
how it is keeping you unhealthy
how it is a habit that robs you of joy
and opportunity and power and it is one
of the easiest habits to break number
one your life happens in five-second
windows number two in five seconds you
can control what you think you can
decide what you’re going to do and you
can change absolutely anything which
changes absolutely everything and so the
five-second rule is a mind trick that’s
all that it is a fancy way to call it as
a you know it’s a form of metacognition
but it’s basically a hack it’s a cheat
code okay and the way that it works and
this is the challenge with getting it
out there is that it sounds so
profoundly stupid like a gimmick that it
took a while for people to actually take
it seriously I get that and to really
stack up the science to make you know
anybody that interacts with it go holy
Sh like this actually works yeah so
here’s what it is basically the moment
you catch yourself hesitating or
doubting or starting to worry or about
to chicken out or shrink or shut up or
whatever it is that you’re about to do
that is shrinking your power you just go
five four three two one you count
backwards five four three two one
what happens when you do that don’t do
it out loud because it’ll scare somebody
it’s like although you know we say it’s
it’s so simple that people live skit in
the making because that means I’ve
really made it through your kids will
use it on you so my kids will use it on
me so if I have a certain tone that
comes out I’ll hear my child here we’ll
go 5 4 through watch that tone mom you
know just alright mom five four three
two one I thought you’re gonna go to the
gym yes
so by counting backwards the the kind of
cheat code that you’re doing in your
mind is
you are interrupting what are called
habit loops that get encoded in the
central part of your brain and you are
starting up the prefrontal cortex it’s a
little trick that causes focus and it’s
it’s a lot like having a mantra because
you’re shifting gears but the thing
about having a mantra is and I suppose
that as you count backwards more and
more and more you become used to it but
it becomes a habit that triggers action
so what you do is go 5 4 3 2 1 cut off
this part of the brain awaken this part
of the brain and then move and what
happens with the counting backwards is
there’s nowhere to go after one and your
mind is socialized in a countdown
situation to go and so counting up won’t
work because you can keep going forever
and you do it in many aspects of your
life so it’s actually not something that
requires any focus I kept my job at
McKinley and part-time I started in the
financial services industry and started
to build a team of people and started to
get my licenses and that transition and
I struggled like every upstart
entrepreneur does I think it’s like
three to five years until you really get
a few clients you know not in any
business I don’t care if it’s financial
services tech dry cleaners
entrepreneurs the first five years is
just full of false starts get it going
then you don’t you get it going you take
a step forward you take three back it’s
constant false starts it’s constantly
thinking you have it going it’s
constantly negotiating in your mind the
price you’re paying is it worth that
should I quit
should I give in I’m constantly I spent
the first five years daily contemplating
quitting yeah all the time because it’s
not fun it wasn’t fun and and even
there’s just a part of you I think and
anything you’re doing when you’re
struggling is this really for me is this
my destiny should I be doing this and we
miss Reed failure from some sign you
know is this a sign I shouldn’t be doing
it you know is this a sign I am you know
not cut out for this instead of looking
for signs that you can win right and so
I spent the first five years literally
trying to find ways to quit trying to
find ways to get out struggling and
struggling and struggling and I went
broke I lost a car and the water turned
off in my place I you know I had a
bought out my first house I ended up
having it
foreclosed on eventually so I’m not that
house with the unicorns that you saw
right or my Beach place like that’s all
the after people don’t realize that
there were just years and years of of
grinding and struggling and worrying in
the beginning and then then I made some
mental changes and some ships yeah that
altered my life then again try to
imagine the way other people see you and
what other people are thinking of you
and one place where this happens and it
definitely happened to me is when I
started getting put in charge of things
I started thinking about other people’s
perspectives what are they seeing if
you’re in charge then what are your
subordinates see you do what are your
subordinates here you say what kind of
representation are they receiving in if
you work for someone else it’s the same
questions what does the boss see me do
what does the boss hear me say what kind
of representation am i making of myself
to my boss and then you start thinking
about what are your friends and family
think what do they see what do they hear
and so the question becomes how well do
you represent yourself what shortfalls
do you have now when you first start
looking it’s like you’re looking at an
overgrown lawn there are some big
obvious problems so you do a broad just
kind of general cut of the grass you fix
some of the big easy problems that are
obvious once you’ve done that you’ve
gotten rid of some of those big obvious
problems you notice some more detailed
problems so then you handle them and
once you’ve got those handled you see
even smaller and more deep
the issue so you start trying to fix
them and that’s what you do with
yourself you continually detach and then
you look and then you refine and then
you detach and then you look and then
you refine and then you detach and you
look and then you refine that’s what you
do that’s how you get better and that
process doesn’t stop it can’t stop
because if you stop refining then and
then the weeds grow back and the next
thing you know you can’t see yourself
anymore then you can’t see yourself
anymore when you stop looking at you
yourself then you accept you accept
anything then that’s wrong don’t accept
the faults don’t give yourself the
benefit of the doubt you’ve got to be
your own harshest critic and hold the
line I think of your average you play
into the situation you know I just had
so like let’s say it’s perceived as
negative like you go there you know you
go with oh he hating on me or she hating
on me I’ll give you a prime example when
I was average I saw my wife’s treatment
of my gift as opposition like yeah oh
she ain’t important me you know I’m
saying like Oh am I here speaking you
know I’m saying like every time I speak
she critiquing me you know she never
said none positive about my presentation
like every time I get offstage if it’s
the best that I thought I ever did she
like what you should have done this you
shouldn’t have said that like come on
you know better than that you didn’t I’m
just like yo what’s up like where’s the
support you know that was average you
know great was she going to work when I
were
Cantona becoming a motivational speaker
I just go to work everyday so she
supported you
you got health insurance because she had
health insurer she had a 401k she’s
built up a bank account
she got a phenomenal credit score and
got us a house with her credit score say
no but when I was average it was like
you’re not doing what I want you to do
but when I became great I realized y’all
already got 40 people that just said
that was a phenomenal message you don’t
get better by people telling you what
you did right you get better by watching
the film you get better by critiquing
yourself so here’s a person who’s brave
enough to critique me because somebody
else might have thought the same thing
but they wasn’t gonna say nothing to me
about it you know I’m saying so just
looking at the situation like you know
don’t look at it average people look at
you know what it is they don’t critical
think they don’t analyze they don’t they
don’t they don’t unpack you know what
I’m saying like they just see that’s
blue and not go deeper into well
actually that could be whatever it is
yellow and purple whatever colors big
blue light this is what this really is
so for me
average taking everything as it was you
know victim phenomenal
Victoire and seeing possibilities seeing
beyond you know what surface that to me
that’s one of the characteristics that
determine a person who’s average versus
somebody who is great this idea that you
don’t ever start you stay trapped in
your head and if you feel paralyzed if
you’ve been spinning the same ideas over
and over and over again then you know
what I’m talking about
you see many of you are thinking way too
big you’re attaching way too much
pressure on the things that you’re
interested in until you start blogging
about fashion you won’t even know if you
like it so thinking that you have a
dream about doing it and thinking that
you have this grand plan that you’re
gonna do it full-time
it is a complete and utter waste of your
time to be dreaming that big and let me
tell you why because oftentimes if
you’re the kind of person like Vicky
that’s getting trapped up here the
bigness of what you’re thinking about is
what’s stopping you what I want you to
do if you’re in Vicki’s situation is I
want you to stop dreaming and I want you
to just start doing small things I want
you to go back to curiosity and less
into crushing your big goals you think
about life and business and success is
that you have to be willing to start and
for people that procrastinate starting
is the hardest part for people that
worry for people that think too big
starting is the hardest part folks that
study procrastination talk about the
fact that the only way to beat
procrastination is to create what they
call a starting ritual which is a way to
push yourself to get started because all
the research shows that if we can push
you to get started on something you’ll
likely keep going you only came to
America we were poor and broke the way I
look at it because we would always run
out of money before run out a month we
decide you know do we do without
electricity or or gas because some
months we couldn’t afford to pay both
and you know being broke is being
without money being poor is being kind
of scarcity minded poor minded and we
just realized that money is for the rich
money’s for the the Americans it’s for
the people who were born here and went
to college and that’s how I grew up and
later Jim Franco taught me that hey you
know what you can’t be scarcity minded
you can’t you have to live in abundance
you have to understand that people just
want a solution to a problem and they
don’t care about the color of your skin
about the level of your education they
want a solution to prom so he taught me
he had to break all these old patterns
that I had right what were some of the
patterns some of the patterns were that
money’s for the white folk and not for
the foreigners you actually thought yeah
I really cuz that’s that’s how it was
because every time we went and got got
more food stamps it was all foreigners
there wasn’t white people in line at
least not not in the parts of Santa Ana
that I was raised
and so I felt that money was for the
people who were telling us to leave this
country go back to your own country and
that also puts a chip on your shoulder
right against them and so I guess I had
some reverse racism towards towards
white America now I realize for no
apparent reason there was a couple of
idiots and every culture I imagine right
but so that was one pattern that I had
another pattern that I had was that
being proud to be blue-collar like my
dad was like and he still says this work
is holy and I believe that work is holy
but the fact that he had so many jobs a
paper route pumping gas worked at a
pizzeria and so because of that mindset
blue collar blue collar we were always a
blue collar mentality and I took pride
in being blue collar another pattern Jim
Franco had to have the break was like
dude be white collar don’t use the
shovel sell the shovel I had never heard
that phrase before I’m the guy that took
pride in I could dig a deeper hole a
deeper trench I could I could outwork
you but that’s still trading time for
dollars and so to be able to break those
who limiting belief systems that I had
to me was huge
and all of a sudden I realized I’m no
longer poor minded I may end up broke
again I do really well now but I may
make one or two bad decisions with my
money or my investment to end up being
broke again but I’ll never be poor and I
know how to get back from broke because
I know how to add value to society solve
problems and exchange for money but I’ll
never be poor again and poor is a state
of mind of feeling out of control
scarcity minded taking pride in being
blue-collar no one should ever take
pride in being blue-collar period period
you’ve got a brain you’ve got a solution
to a problem that people want to pay for
put it out there
so when you say scarcity minded abundant
minded what do you mean
well the scarcity minded person says Oh
someone else opened up a gym you know
across the street from me they’re gonna
put me out of business I better charge
less right the abundant minded person
says someone else opened up a gym across
the street from me I better out service
them out work them out social media them
right so the scarcity minded person is
always the sky is falling the Chicken
Little mentality the oh my gosh if Trump
goes into office then we’re all screwed
oh my gosh
Hilary goes into office tomorrow screwed
I don’t care who’s in office anymore I
control my own economy the economy can
crash and go back up and back down again
I will find a way as Tony Robbins says
I’m built for winter I just didn’t know
it and so more people need to be
abundant minded in that with the economy
crashes I just have to deliver more
value and create this category of one
about myself if competition shows up I
have to out service them out work them
out social media them versus shrivel up
and die quick note out to all of you out
there that believe that an open mind is
important which by the way I agree with
you I agree an open mind is important
you know the old saying the mind is like
a parachute it won’t work if it’s open
but I want you to add one piece to that
if that parachute is wide open you’ve
fallen straight to the ground you
understand what I’m saying if it doesn’t
open if the mine doesn’t open you’re in
trouble if it opens too wide you’re dead
man bounce it or a dead woman balancing
my point of view is this okay most
people do actually have an open mind the
problem is many people they have a mind
that’s wide open with no filters no
gates no protection you listen to
everyone you listen to everyone on
Facebook everyone on Instagram you
listen to your uncle your aunt your mom
your dad when the minds to open you get
too much data and you go into confusion
I think everybody has fear all wrong
people have so many theories about fear
they talk about while I’m afraid of
success no I’m afraid of failure I’m
afraid of intimacy I’m afraid of heights
I’m afraid of this I’m afraid of that
I’m afraid of the other thing there’s
actually only two fears only two and if
you’re in sales which you are or even if
you’re not life is about persuading
people life is about influencing people
and fear is the invisible force that
will make you ineffective at that it
will stop you now I love JK Rollins as
an example I mean we all know the Harry
Potter series but what a lot of people
don’t know about her she talks a lot
about fear she’s
struggled with major depression do you
know she was unemployed and she wrote
the original idea for Harry Potter on a
napkin while she was on state benefits
she was then rejected by 12 publishing
houses and this by the way was after she
was divorced bankrupt and a single mom
of a kid push yourself push yourself
push yourself she talks a lot about fear
and about failure well you know we know
the moral of the story she just kept
going of course she was afraid but she
had the good kind of fear not the bad
kind of fear I had to understand was
that you you’re not in competition with
with anybody but yourself
so those those grudges you know those
those reasons that you may give yourself
a motivation ultimately are are you know
they’re they’re pointless right mad at
you I’m gonna prove you wrong alright
when I prove you wrong what happens I’m
so me right yes I don’t that there is no
winning it so I had to understand that
if I’m gonna stay true to what I feel
that I can do then I need to be the one
to convince myself that this is what I’m
supposed to be doing but a lot of people
came down has that bounce back let’s say
you don’t have a lot of a lot of people
that you know make it to a certain
successful point in life there’s a lot
of people a lot of people can give up is
easy to give up you know yeah it’s
easiest thing in the world to do I’m I’m
I’m done ain’t going oh yeah I gonna
keep going yeah not gonna work so one
yeah Maisie it’s very easy but what’s
hard is going yo yesterday I got nothing
from working as hard as I could
nothing happened from that I’m gonna do
the same thing again a day but I’m gonna
try to go harder that’s the hardest
thing in the world they get up every day
and give a hundred percent and and be in
the same position that you were each day
but mentally know that you’re trying and
trying to try it that’s that’s a real
that’s a real grind advice to have the
person to up there at their coefficient
they’re just up there ambition yeah boy
you gotta quit you got
but saying nonsensical stuff like you
know I’m happy where I’m at and we’re
good we’re all good you know this is
just good everything’s good and I’m
better off if somebody in that you got
to comparing yourself to other people
you got to quit talking like the
middle-class like like you’ve somehow
arrived because somebody in Iran is
suffering yeah you know you’re good
until you’re not there’s nobody watching
that gives enough money to charity yeah
okay everybody watching should be able
to give a million dollars a year to
charity but you can’t you know why you
can’t you would if you could but you
can’t because you didn’t yeah you didn’t
produce enough cuz by the way it’s not
your money anyway yeah somebody else
gave you the money
yeah can you pass it on most of you like
I’m really charitable I’m really good
but you never do enough why because you
never had enough yeah and so so because
you didn’t produce enough because you
didn’t work enough because you didn’t
expand enough so I would just say to
people look have some loftier goals if
your politics the media the tech
industry working as an entrepreneur or a
teacher or a construction worker or a
caregiver you know the problems we are
all facing and I urge each one of you to
ask yourselves what do we do now that’s
a big question what is it in your life
that you think you cannot accomplish or
what is it that people have said that
you cannot do wouldn’t it feel really
good to prove them all wrong everybody
wants to say okay we’ll go ten steps to
okay Lewis said do 8 et said do 9 you
know this person says this to 12 steps
and everybody’s trying to get two steps
without the mentality it’s like okay
maybe you don’t need all nine or maybe
you don’t need all eight maybe need four
maybe you need 12 I don’t know but I
think sometimes they see what we do and
say if I can if if like if I can
duplicate that just like exactly how
it’s done in the book exactly and it’s
like you know you have a story you know
you having a unique experience and so
your 12 are shaped by not just your
world but how your world has shaped your
thinking and I think that’s the part
that missions like guys you know if it
was easy everybody could do it if it was
a cookie cutter everybody would just
follow it to the tee but there’s a
mindset and when I looked at Serena you
know when I look at the Michael Jordan’s
already Tom Brady you know when you look
at Michael
helps like it is a mentality you know on
our new album the resolution I talk
about I got that dog and I’m not really
referring to just this you know
aggressiveness but it is a mindset
I saw Belichick says something where you
never like how you feeling about the
suit boys I’m gonna be honest with you
with five weeks behind everybody else
next year next year – is practicing
training they lost you know they they
and so they’re trying to get ready
lifting weights that reading book
they’re you know everybody that lost his
study it’s like yeah we what type
of mine center is in five weeks behind
in super I did well so but again it’s a
mentality and I think a lot of people
are missing that mentality don’t cry to
give up cry to keep going don’t cry to
quit you already in pain you already
hurt get a reward from it don’t go to
sleep until you succeed listen to me
I’m here to tell you today that you can
come here you can jump up you can do
flips you can be exciting when we give
away money but listen to me you will
never be successful in so I’ll have to
give you a dime to do what you do you
won’t be successful until you say I’ll
need that money cuz I got it in here
keep strict accounts it’s just a good
habit to have it’s like picking up the
trash not throwing the toothpick
cellophane on the floor it’s just it
becomes the person you are
here’s the next one pay your taxes I
here’s what paying taxes does feeds the
goose that lays the golden eggs called
American Opportunity you say well the
goose eats too much probably true but
make the note better a fat goose than no
here’s the next key everybody should pay
my personal philosophy is everybody
should pay federal taxes as well as
state or whatever else it’s not wise for
the government to let one-third of
American citizens off the federal tax
roads why because that robs him to say
that looks like I could run for office
here here’s what it does if you let him
off the federal tax rolls it robs them
of the dignity they have to pay to state
taxes they have to pay sales tax I’ve
been trying to write this book for so
long called of course kids should pay
taxes when a kid in California walks
into 7-eleven and buy something cost a
dollar the proprietor asks the kid for
eight more pennies kids is what sees
eight pennies says that’s the taxes the
kid says I’m only eight years old and
the proprietor says congratulations
you’re my youngest taxpayer give me the
money should kids pay taxes yes if you
want to ride your bicycle on the
sidewalk instead of in the mud you got a
cough the eight pennies what if you’re
poor do you pay the eight pennies yes
what if you’re rich yes meaning
everybody should pay the same should
apply to federal I don’t care if it’s
ten dollars a year I don’t care if it’s
only a hundred dollars a year as poor as
you might be you’ve got to say no matter
how poor I am at the moment I will make my contribution
moment you’re gonna focus entirely on
one thing getting so good you cannot be
ignored now what do I mean by that
getting so that you deliver results
deliver results for yourself to deliver
results for other people I would just
tell you every business owner on the
planet is looking for people that can
help them grow their business that’s it
they care about one thing and one thing
only can you deliver results so the good
news here is you can always count on
humans to be selfish and I don’t mean
that in a bad way I mean they’re
passionate about the things that they’re
passionate about they’re trying to
accomplish the things you’re trying to
accomplish and if you can show how you
can help with that people are gonna want
you no matter what I don’t give a
if you have a college education like
that is so irrelevant to me a college
education merely tells me that you’ve
been formally trained it doesn’t tell me
if you’re actually good now on a resume
can be very powerful cuz I’ll look at
that in a shorthand I’ll say oh like
they probably are ahead of somebody that
doesn’t have those things but if you’re
out in the real world getting results
I’m all for that and let me tell you how
fast you can convey that with something
like if I’m like right now hey everybody
by the way PS if you’re a director of
marketing we want to hear from you
especially if you understand content
marketing so I think most people in this
community know that Jared has moved up
to San Jose
I don’t do remote employees he’s chasing
his own thing that guy was amazing and
I’m super heartbroken that he left but
now we’re looking for somebody to
replace him with and what I look for is
I look for people that have done I don’t
I actually don’t even look at their
college education I don’t even scan that
far down in the resume I just want to
know what are you doing what have you
accomplished and like can you put
together a comp like what is the word
I’m late I’m having a stroke
comprehensive is in the word but I’m
gonna stick with it cohesive there we go
can you put together a cohesive coherent
resume which you’d be shocked how few
people actually can so put that together
maybe a super brief cover letter maybe
you hit the person up on social whatever
anyway it is really easy if you’re
actually good it’s really easy to
convince other people that you’re
actually good so focus all your time and
energy on actually getting good what
fascinates me about human beings
and it fascinates me about myself is
that we have such a high tolerance for
suckiness isn’t that crazy as long as
the suckiness is a routine but the
second you get thrown out of your
routine or the second that whether it’s
because you lose a job or somebody moves
or somebody dies or somebody breaks up
with you or you break like all of a
sudden that awakens the courage in you
to make a change because she you know
either you have no choice or now you got
a problem to solve
but fighting that inertia of life is the
most difficult thing in the world I
ended up getting a job with a law firm
because it was the path of least
resistance in Boston in Boston I hated
it because I went from being in the
courtroom to writing briefs all day and
luckily I got pregnant with our first
daughter who just is starting college
which makes me feel so ancient I just
want to like punch myself in the face if
I have a 18 year old freshman in college
um thank you but I got pregnant with her
and when she was born I had horrific
postpartum depression Wow I mean the
really scary kind where you can’t be
alone with the baby you’re on crazy meds
that turn you at like not the kind you
take recreationally these are the kind
that like turn you into a zombie and it
was a really scary thing and I when I
kind of came out of the eight-week
trance of that I looked up at Chris and
said I’ve made a decision and he said
okay what would that be and I said I
don’t ever want to answer the question
what do you do for a living
with the response I’m a lawyer and he
said okay you realize we’ve just bought
this house and we have a kid and we have
orders to pay and he said so here’s the
deal you’ve got exactly four weeks
before your maternity leave is over
you need to make $60,000 I don’t care
what you do for a living that’s your
problem go solve it and the night before
I was supposed to read so I networked
like a crazy person cuz again
if you’re a human being with a problem
you’ll solve it yeah and so if it
matters enough to you and so I got a job
and this was the first convo in Boston I
got a job the night before I was
supposed to go back 2010 you know I kind
of called myself I’m a meathead I just
lift weights and put him down right I
had kind of painted myself into that
corner why not go run a marathon so I
trained for six weeks and went and ran a
marathon it was the most painful thing I
ever did but I realized that was more
the suffering and the pain and the more
pain I had the more put me into the zone
of wanting to dominate so it is a
superpower so I must now go back and put
myself into these challenges Rob
claiming I was afraid of heights took on
a six week challenge started climbing
Rob’s wanted to fight a professional MMA
fighter so I hired him trained for six
weeks one of the Ring I got my ass
kicked and choked out but each time I
did that it gave me the sense of I can
get over any obstacle and if I can get
over getting choked out and punched and
the pain of 26.2 miles and a marathon or
overcoming my fear of heights surely I
can build a business surely I can take
some criticism online right but not
enough people are willing to build that
mental emotional toughness and the
moment they do though perseverance it is
not easy to identify the enemy in combat
in war so what you have to do is you
have to control what you can control
right you got to be prepared you’ve got
to train you’ve got to study
you’ve got to rehearse you’ve got to
remain vigilant
you’ve got to maintain discipline and
everything you do so that when the enemy
does reveal itself you have the ability
to think it to out maneuver to out fight
the enemy and it’s actually the same
thing in business right the enemy can be
hard to identify your competitors aren’t
broadcasting their next move you don’t
know what the markets gonna do you can’t
be certain about the next trend or the
next down term to the next bubble that’s
gonna burst you can’t know those things
so you have to do the same thing you
have to control what you can control
which is you gotta gather intelligence
you got to analyze the metrics that you
can track you got to train yourself and
your team to be prepared for both the
known and also be prepared for the
unknown figure out what the likely
contingencies are then have some plans
to execute if those contingencies occur
maintain discipline as an organization
so that you have the flexibility and the
responsiveness to maneuver effectively
and efficiently when the unpredictable
actually happens so instead of suffering
and falling apart in the chaos you can
take advantage of it and win and that’s
business and life is the same the enemy
is not always clear in life it can be
hard to tell who’s gonna try and bring
you now or what is going to bring you
down there’s distractions there are
things out there that will do you harm
that are so camouflaged you can’t see
them at all there are deceitful people
there are accidents that can occur and
diseases that take root and there’s
bad luck and there’s Murphy’s lawn
there’s times when it seems that the
whole world is against you the whole
world is the enemy and the same rules
apply control what you can’t control
you train hard learn maintain the
unmitigated daily discipline in all
things if you’re listening in you’re
over 42 let’s just use my age there’s
something interesting you said something
that I helped a lot of people that are
younger it only has to do with one thing
they actually believe in the technology
we live in right this room is filled
with guys right now who’ve taken
advantage of YouTube or Instagram or
just the Facebook’s of the world and the
only thing I need to do to break through
somebody who’s 47 in the suburbs of
London who has a mortgage debt and three
children is for them to understand that
unlike when he or she and I grew up and
there was no internet the thought of
like having a happy life was separate
than taking care of what you were
supposed to take care of the fact that
everybody can come home tonight at 6 7 8
9 p.m. and then take out their phone or
their iPad or whatever and get to work
for 3 more hours and go to sleep at
midnight get their good six or seven
hours of sleep I’m not talking about
don’t sleep a lot of people get me
confused my big thing is if you’re not
happy if you’re happy and you make
37,000 pounds a year Mazel Tov do you
but if you are not happy if you hate
your job right you can do something
about it instead of blaming brexit or
blaming Trump or blaming your mom like
do something about it and my point is
it’s the internet having a debate with a
friend of mine and we got stuck on the
difference between alt and
responsibility she kept talk about how
something was somebody’s fault
somebody’s fault and I was like it
really don’t matter whose fault it is
that something is broken if it’s your
responsibility to
fix it for example is it’s not
somebody’s fault if their father was an
abusive alcoholic but it’s for damn sure
their responsibility to figure out how
they’re gonna do with those traumas and
try to make a life out of it it’s not
your fault if your partner cheated and
ruined your marriage but it is for damn
sure your responsibility to figure out
how to take that pain and how to
overcome that and build a happy life for
yourself fault and responsibility do not
go together it sucks but they don’t when
something is somebody’s fault we want
them to suffer we want them punished we
want them to pay we want it to be their
responsibility to fix it but that’s
that’s not how it works especially when
it’s your heart your heart your life
your happiness is your responsibility
and your responsibility alone as long as
we’re pointing the finger and and stuck
in whose fault
something is we’re jamming and trapped
into victim mode when you’re in victim
mode you’re stuck in suffering the road
to power is in taking responsibility
your heart your life your happiness is
your responsibility and your
responsibility alone the thing that I do
at my company that is very unusual is
that we are completely unreasonable
without reason without we don’t use
yes I’m logical okay yes I’m a sane
person but when it comes to achieving a
target we we do it with like we abandon
reason and logic we don’t talk about
yeah but we never start
yeah but or no we can’t or we couldn’t
because or it didn’t happen because any
any time you’re talking any time you’re
making sense of why something didn’t
work we don’t have the budget we can’t
do that because yeah but we’re different
you are being reasonable the great
things that have happened on this planet
and
continue to happen or because people are
unreasonable they literally abandon
reason and logic they defy the universe
now if you look around if you’re a
logical person if you’re a person has to
make sense of it beforehand then spend
some time looking around the universe
look at nature look at all the things
that are done everyday that literally
defy gravity the five possibility the
five physics it’s all over the place if
you need to be reasonable now in my case
I don’t need to be reasonable because
there’s enough cases of super successful
people doing things that are amazing
whether it was a manufacturing a new
product or whether it was Steve Jobs
coming back to Apple and turning that
company around every day ever you look
at the Amazon the good Amazon is done
okay now you look at it you like there
does a no-brainer make it make all
products available online now it’s a
no-brainer now it’s like it’s so logical
look at Velcro velcro is like god I
should have thought of that
see but beforehand it was completely out
of reason that you could stick things
together because they scratch one
another you understand what I’m saying
so look this is what I want you to try
try this in your life it’s gonna be very
difficult it’s one of the most difficult
things I do is being unreasonable
because all the people I’m surrounded by
or trying to make sense of why they
can’t do something
quit making sense of why you can’t do
something and become unreasonable until
you do do something spend a lot of time
talking about mindset from the
standpoint of think positive so positive
things happen and I do believe in having
a positive mindset obviously I think
that the actions that you take are way
more important in terms of developing
that mindset but we don’t spend enough
time on what you were just talking about
which is understanding how the automatic
nature of worrying about stuff all day
long how that is making you less money
how it is making you less happy how it
is disconnecting you from your spouse
how it is keeping you unhealthy
how it is a habit that robs you of joy
and opportunity and power and it is one
of the easiest habits to break number
one your life happens in five-second
windows number two in five seconds you
can control what you think you can
decide what you’re going to do and you
can change absolutely anything which
changes absolutely everything and so the
five-second rule is a mind trick that’s
all that it is a fancy way to call it as
a you know it’s a form of metacognition
but it’s basically a hack it’s a cheat
code okay and the way that it works and
this is the challenge with getting it
out there is that it sounds so
profoundly stupid like a gimmick that it
took a while for people to actually take
it seriously I get that and to really
stack up the science to make you know
anybody that interacts with it go holy
Sh like this actually works yeah so
here’s what it is basically the moment
you catch yourself hesitating or
doubting or starting to worry or about
to chicken out or shrink or shut up or
whatever it is that you’re about to do
that is shrinking your power you just go
five four three two one you count
backwards five four three two one
what happens when you do that don’t do
it out loud because it’ll scare somebody
it’s like although you know we say it’s
it’s so simple that people live skit in
the making because that means I’ve
really made it through your kids will
use it on you so my kids will use it on
me so if I have a certain tone that
comes out I’ll hear my child here we’ll
go 5 4 through watch that tone mom you
know just alright mom five four three
two one I thought you’re gonna go to the
gym yes
so by counting backwards the the kind of
cheat code that you’re doing in your
mind is
you are interrupting what are called
habit loops that get encoded in the
central part of your brain and you are
starting up the prefrontal cortex it’s a
little trick that causes focus and it’s
it’s a lot like having a mantra because
you’re shifting gears but the thing
about having a mantra is and I suppose
that as you count backwards more and
more and more you become used to it but
it becomes a habit that triggers action
so what you do is go 5 4 3 2 1 cut off
this part of the brain awaken this part
of the brain and then move and what
happens with the counting backwards is
there’s nowhere to go after one and your
mind is socialized in a countdown
situation to go and so counting up won’t
work because you can keep going forever
and you do it in many aspects of your
life so it’s actually not something that
requires any focus I kept my job at
McKinley and part-time I started in the
financial services industry and started
to build a team of people and started to
get my licenses and that transition and
I struggled like every upstart
entrepreneur does I think it’s like
three to five years until you really get
a few clients you know not in any
business I don’t care if it’s financial
services tech dry cleaners
entrepreneurs the first five years is
just full of false starts get it going
then you don’t you get it going you take
a step forward you take three back it’s
constant false starts it’s constantly
thinking you have it going it’s
constantly negotiating in your mind the
price you’re paying is it worth that
should I quit
should I give in I’m constantly I spent
the first five years daily contemplating
quitting yeah all the time because it’s
not fun it wasn’t fun and and even
there’s just a part of you I think and
anything you’re doing when you’re
struggling is this really for me is this
my destiny should I be doing this and we
miss Reed failure from some sign you
know is this a sign I shouldn’t be doing
it you know is this a sign I am you know
not cut out for this instead of looking
for signs that you can win right and so
I spent the first five years literally
trying to find ways to quit trying to
find ways to get out struggling and
struggling and struggling and I went
broke I lost a car and the water turned
off in my place I you know I had a
bought out my first house I ended up
having it
foreclosed on eventually so I’m not that
house with the unicorns that you saw
right or my Beach place like that’s all
the after people don’t realize that
there were just years and years of of
grinding and struggling and worrying in
the beginning and then then I made some
mental changes and some ships yeah that
altered my life then again try to
imagine the way other people see you and
what other people are thinking of you
and one place where this happens and it
definitely happened to me is when I
started getting put in charge of things
I started thinking about other people’s
perspectives what are they seeing if
you’re in charge then what are your
subordinates see you do what are your
subordinates here you say what kind of
representation are they receiving in if
you work for someone else it’s the same
questions what does the boss see me do
what does the boss hear me say what kind
of representation am i making of myself
to my boss and then you start thinking
about what are your friends and family
think what do they see what do they hear
and so the question becomes how well do
you represent yourself what shortfalls
do you have now when you first start
looking it’s like you’re looking at an
overgrown lawn there are some big
obvious problems so you do a broad just
kind of general cut of the grass you fix
some of the big easy problems that are
obvious once you’ve done that you’ve
gotten rid of some of those big obvious
problems you notice some more detailed
problems so then you handle them and
once you’ve got those handled you see
even smaller and more deep
the issue so you start trying to fix
them and that’s what you do with
yourself you continually detach and then
you look and then you refine and then
you detach and then you look and then
you refine and then you detach and you
look and then you refine that’s what you
do that’s how you get better and that
process doesn’t stop it can’t stop
because if you stop refining then and
then the weeds grow back and the next
thing you know you can’t see yourself
anymore then you can’t see yourself
anymore when you stop looking at you
yourself then you accept you accept
anything then that’s wrong don’t accept
the faults don’t give yourself the
benefit of the doubt you’ve got to be
your own harshest critic and hold the
line I think of your average you play
into the situation you know I just had
so like let’s say it’s perceived as
negative like you go there you know you
go with oh he hating on me or she hating
on me I’ll give you a prime example when
I was average I saw my wife’s treatment
of my gift as opposition like yeah oh
she ain’t important me you know I’m
saying like Oh am I here speaking you
know I’m saying like every time I speak
she critiquing me you know she never
said none positive about my presentation
like every time I get offstage if it’s
the best that I thought I ever did she
like what you should have done this you
shouldn’t have said that like come on
you know better than that you didn’t I’m
just like yo what’s up like where’s the
support you know that was average you
know great was she going to work when I
were
Cantona becoming a motivational speaker
I just go to work everyday so she
supported you
you got health insurance because she had
health insurer she had a 401k she’s
built up a bank account
she got a phenomenal credit score and
got us a house with her credit score say
no but when I was average it was like
you’re not doing what I want you to do
but when I became great I realized y’all
already got 40 people that just said
that was a phenomenal message you don’t
get better by people telling you what
you did right you get better by watching
the film you get better by critiquing
yourself so here’s a person who’s brave
enough to critique me because somebody
else might have thought the same thing
but they wasn’t gonna say nothing to me
about it you know I’m saying so just
looking at the situation like you know
don’t look at it average people look at
you know what it is they don’t critical
think they don’t analyze they don’t they
don’t they don’t unpack you know what
I’m saying like they just see that’s
blue and not go deeper into well
actually that could be whatever it is
yellow and purple whatever colors big
blue light this is what this really is
so for me
average taking everything as it was you
know victim phenomenal
Victoire and seeing possibilities seeing
beyond you know what surface that to me
that’s one of the characteristics that
determine a person who’s average versus
somebody who is great this idea that you
don’t ever start you stay trapped in
your head and if you feel paralyzed if
you’ve been spinning the same ideas over
and over and over again then you know
what I’m talking about
you see many of you are thinking way too
big you’re attaching way too much
pressure on the things that you’re
interested in until you start blogging
about fashion you won’t even know if you
like it so thinking that you have a
dream about doing it and thinking that
you have this grand plan that you’re
gonna do it full-time
it is a complete and utter waste of your
time to be dreaming that big and let me
tell you why because oftentimes if
you’re the kind of person like Vicky
that’s getting trapped up here the
bigness of what you’re thinking about is
what’s stopping you what I want you to
do if you’re in Vicki’s situation is I
want you to stop dreaming and I want you
to just start doing small things I want
you to go back to curiosity and less
into crushing your big goals you think
about life and business and success is
that you have to be willing to start and
for people that procrastinate starting
is the hardest part for people that
worry for people that think too big
starting is the hardest part folks that
study procrastination talk about the
fact that the only way to beat
procrastination is to create what they
call a starting ritual which is a way to
push yourself to get started because all
the research shows that if we can push
you to get started on something you’ll
likely keep going you only came to
America we were poor and broke the way I
look at it because we would always run
out of money before run out a month we
decide you know do we do without
electricity or or gas because some
months we couldn’t afford to pay both
and you know being broke is being
without money being poor is being kind
of scarcity minded poor minded and we
just realized that money is for the rich
money’s for the the Americans it’s for
the people who were born here and went
to college and that’s how I grew up and
later Jim Franco taught me that hey you
know what you can’t be scarcity minded
you can’t you have to live in abundance
you have to understand that people just
want a solution to a problem and they
don’t care about the color of your skin
about the level of your education they
want a solution to prom so he taught me
he had to break all these old patterns
that I had right what were some of the
patterns some of the patterns were that
money’s for the white folk and not for
the foreigners you actually thought yeah
I really cuz that’s that’s how it was
because every time we went and got got
more food stamps it was all foreigners
there wasn’t white people in line at
least not not in the parts of Santa Ana
that I was raised
and so I felt that money was for the
people who were telling us to leave this
country go back to your own country and
that also puts a chip on your shoulder
right against them and so I guess I had
some reverse racism towards towards
white America now I realize for no
apparent reason there was a couple of
idiots and every culture I imagine right
but so that was one pattern that I had
another pattern that I had was that
being proud to be blue-collar like my
dad was like and he still says this work
is holy and I believe that work is holy
but the fact that he had so many jobs a
paper route pumping gas worked at a
pizzeria and so because of that mindset
blue collar blue collar we were always a
blue collar mentality and I took pride
in being blue collar another pattern Jim
Franco had to have the break was like
dude be white collar don’t use the
shovel sell the shovel I had never heard
that phrase before I’m the guy that took
pride in I could dig a deeper hole a
deeper trench I could I could outwork
you but that’s still trading time for
dollars and so to be able to break those
who limiting belief systems that I had
to me was huge
and all of a sudden I realized I’m no
longer poor minded I may end up broke
again I do really well now but I may
make one or two bad decisions with my
money or my investment to end up being
broke again but I’ll never be poor and I
know how to get back from broke because
I know how to add value to society solve
problems and exchange for money but I’ll
never be poor again and poor is a state
of mind of feeling out of control
scarcity minded taking pride in being
blue-collar no one should ever take
pride in being blue-collar period period
you’ve got a brain you’ve got a solution
to a problem that people want to pay for
put it out there
so when you say scarcity minded abundant
minded what do you mean
well the scarcity minded person says Oh
someone else opened up a gym you know
across the street from me they’re gonna
put me out of business I better charge
less right the abundant minded person
says someone else opened up a gym across
the street from me I better out service
them out work them out social media them
right so the scarcity minded person is
always the sky is falling the Chicken
Little mentality the oh my gosh if Trump
goes into office then we’re all screwed
oh my gosh
Hilary goes into office tomorrow screwed
I don’t care who’s in office anymore I
control my own economy the economy can
crash and go back up and back down again
I will find a way as Tony Robbins says
I’m built for winter I just didn’t know
it and so more people need to be
abundant minded in that with the economy
crashes I just have to deliver more
value and create this category of one
about myself if competition shows up I
have to out service them out work them
out social media them versus shrivel up
and die quick note out to all of you out
there that believe that an open mind is
important which by the way I agree with
you I agree an open mind is important
you know the old saying the mind is like
a parachute it won’t work if it’s open
but I want you to add one piece to that
if that parachute is wide open you’ve
fallen straight to the ground you
understand what I’m saying if it doesn’t
open if the mine doesn’t open you’re in
trouble if it opens too wide you’re dead
man bounce it or a dead woman balancing
my point of view is this okay most
people do actually have an open mind the
problem is many people they have a mind
that’s wide open with no filters no
gates no protection you listen to
everyone you listen to everyone on
Facebook everyone on Instagram you
listen to your uncle your aunt your mom
your dad when the minds to open you get
too much data and you go into confusion
I think everybody has fear all wrong
people have so many theories about fear
they talk about while I’m afraid of
success no I’m afraid of failure I’m
afraid of intimacy I’m afraid of heights
I’m afraid of this I’m afraid of that
I’m afraid of the other thing there’s
actually only two fears only two and if
you’re in sales which you are or even if
you’re not life is about persuading
people life is about influencing people
and fear is the invisible force that
will make you ineffective at that it
will stop you now I love JK Rollins as
an example I mean we all know the Harry
Potter series but what a lot of people
don’t know about her she talks a lot
about fear she’s
struggled with major depression do you
know she was unemployed and she wrote
the original idea for Harry Potter on a
napkin while she was on state benefits
she was then rejected by 12 publishing
houses and this by the way was after she
was divorced bankrupt and a single mom
of a kid push yourself push yourself
push yourself she talks a lot about fear
and about failure well you know we know
the moral of the story she just kept
going of course she was afraid but she
had the good kind of fear not the bad
kind of fear I had to understand was
that you you’re not in competition with
with anybody but yourself
so those those grudges you know those
those reasons that you may give yourself
a motivation ultimately are are you know
they’re they’re pointless right mad at
you I’m gonna prove you wrong alright
when I prove you wrong what happens I’m
so me right yes I don’t that there is no
winning it so I had to understand that
if I’m gonna stay true to what I feel
that I can do then I need to be the one
to convince myself that this is what I’m
supposed to be doing but a lot of people
came down has that bounce back let’s say
you don’t have a lot of a lot of people
that you know make it to a certain
successful point in life there’s a lot
of people a lot of people can give up is
easy to give up you know yeah it’s
easiest thing in the world to do I’m I’m
I’m done ain’t going oh yeah I gonna
keep going yeah not gonna work so one
yeah Maisie it’s very easy but what’s
hard is going yo yesterday I got nothing
from working as hard as I could
nothing happened from that I’m gonna do
the same thing again a day but I’m gonna
try to go harder that’s the hardest
thing in the world they get up every day
and give a hundred percent and and be in
the same position that you were each day
but mentally know that you’re trying and
trying to try it that’s that’s a real
that’s a real grind advice to have the
person to up there at their coefficient
they’re just up there ambition yeah boy
you gotta quit you got
but saying nonsensical stuff like you
know I’m happy where I’m at and we’re
good we’re all good you know this is
just good everything’s good and I’m
better off if somebody in that you got
to comparing yourself to other people
you got to quit talking like the
middle-class like like you’ve somehow
arrived because somebody in Iran is
suffering yeah you know you’re good
until you’re not there’s nobody watching
that gives enough money to charity yeah
okay everybody watching should be able
to give a million dollars a year to
charity but you can’t you know why you
can’t you would if you could but you
can’t because you didn’t yeah you didn’t
produce enough cuz by the way it’s not
your money anyway yeah somebody else
gave you the money
yeah can you pass it on most of you like
I’m really charitable I’m really good
but you never do enough why because you
never had enough yeah and so so because
you didn’t produce enough because you
didn’t work enough because you didn’t
expand enough so I would just say to
people look have some loftier goals if
your politics the media the tech
industry working as an entrepreneur or a
teacher or a construction worker or a
caregiver you know the problems we are
all facing and I urge each one of you to
ask yourselves what do we do now that’s
a big question what is it in your life
that you think you cannot accomplish or
what is it that people have said that
you cannot do wouldn’t it feel really
good to prove them all wrong everybody
wants to say okay we’ll go ten steps to
okay Lewis said do 8 et said do 9 you
know this person says this to 12 steps
and everybody’s trying to get two steps
without the mentality it’s like okay
maybe you don’t need all nine or maybe
you don’t need all eight maybe need four
maybe you need 12 I don’t know but I
think sometimes they see what we do and
say if I can if if like if I can
duplicate that just like exactly how
it’s done in the book exactly and it’s
like you know you have a story you know
you having a unique experience and so
your 12 are shaped by not just your
world but how your world has shaped your
thinking and I think that’s the part
that missions like guys you know if it
was easy everybody could do it if it was
a cookie cutter everybody would just
follow it to the tee but there’s a
mindset and when I looked at Serena you
know when I look at the Michael Jordan’s
already Tom Brady you know when you look
at Michael
helps like it is a mentality you know on
our new album the resolution I talk
about I got that dog and I’m not really
referring to just this you know
aggressiveness but it is a mindset
I saw Belichick says something where you
never like how you feeling about the
suit boys I’m gonna be honest with you
with five weeks behind everybody else
next year next year – is practicing
training they lost you know they they
and so they’re trying to get ready
lifting weights that reading book
they’re you know everybody that lost his
study it’s like yeah we what type
of mine center is in five weeks behind
in super I did well so but again it’s a
mentality and I think a lot of people
are missing that mentality don’t cry to
give up cry to keep going don’t cry to
quit you already in pain you already
hurt get a reward from it don’t go to
sleep until you succeed listen to me
I’m here to tell you today that you can
come here you can jump up you can do
flips you can be exciting when we give
away money but listen to me you will
never be successful in so I’ll have to
give you a dime to do what you do you
won’t be successful until you say I’ll
need that money cuz I got it in here
keep strict accounts it’s just a good
habit to have it’s like picking up the
trash not throwing the toothpick
cellophane on the floor it’s just it
becomes the person you are
here’s the next one pay your taxes I
here’s what paying taxes does feeds the
goose that lays the golden eggs called
American Opportunity you say well the
goose eats too much probably true but
make the note better a fat goose than no
here’s the next key everybody should pay
my personal philosophy is everybody
should pay federal taxes as well as
state or whatever else it’s not wise for
the government to let one-third of
American citizens off the federal tax
roads why because that robs him to say
that looks like I could run for office
here here’s what it does if you let him
off the federal tax rolls it robs them
of the dignity they have to pay to state
taxes they have to pay sales tax I’ve
been trying to write this book for so
long called of course kids should pay
taxes when a kid in California walks
into 7-eleven and buy something cost a
dollar the proprietor asks the kid for
eight more pennies kids is what sees
eight pennies says that’s the taxes the
kid says I’m only eight years old and
the proprietor says congratulations
you’re my youngest taxpayer give me the
money should kids pay taxes yes if you
want to ride your bicycle on the
sidewalk instead of in the mud you got a
cough the eight pennies what if you’re
poor do you pay the eight pennies yes
what if you’re rich yes meaning
everybody should pay the same should
apply to federal I don’t care if it’s
ten dollars a year I don’t care if it’s
only a hundred dollars a year as poor as
you might be you’ve got to say no matter
how poor I am at the moment I will make my contribution
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