Extraordinary Success Requires Extraordinary Mindset | Dan Martell

00:00:00 - 00:01:11

[Music] reach can make you Millions your reputation can make you billions Dan Martell is an entrepreneur angel investor thought leader and highly sought after coach in the SAS industry Dan Martel Dan Martel this weird Canadian takes over Silicon Valley most businesses if they turn their marketing off 90% would have the exact same amount of leads he founded scaled and successfully exited three technology companies within a 10-year period in 2016 Martell founded the SAS Academy and grew it to become one of the largest

00:00:35 - 00:01:30

coaching companies in the world he's also a philanthropist husband father and author of buy back your time how does one deal with insecurity and and be a successful entrepreneur the most important thing you can learn how to do welcome to the Pod dude Dan this is a pleasure what a beautiful space thank you sir yeah I appreciate you uh hosting and have me on I'm excited yeah and you you guys are all fit and all super healthy bicep veins are nothing as a rule yeah and just a little intimidated

00:01:08 - 00:01:54

not GNA lie but I feel good part of the CH man and then I tell you I'm Canadian so it makes it all good you're like oh he's nice and so before we kind of like I guess turn the mics on and everything we're talking a little bit about like our definition of like what a ding-dong is on social media yeah um and like yeah do you want to just unpack what you think a ding-dong is and you also mentioned that um social media you see it as like one of the best uh I guess personal development tools I'd like to

00:01:32 - 00:02:23

know what you mean by that as well yeah well I mean the ding-dongs on the internet are all these people that are like telling you how to get rich and then they don't even teach you anything I mean it's kind of funny because I have a lot of friends that now they judge me and I get it because they're like what is Dan doing like why does he why does he care because I've been I'm a I'm a builder I build companies I own I mean I'm involved in so many companies I just also talk a lot and teach I like to

00:01:57 - 00:02:48

teach I've always taught and you know so I would pull up my you know social media and see all these people trying to sell you crap or you know say they have businesses and I'm like no you don't and I I was saying this like if you did tell me like most people should just ask a simple question like who's one other person other than that person that you've ever met that work for that person the answer is nobody there's probably a reason why you know the business coaches that don't

00:02:23 - 00:03:13

have businesses really pissed me off so yeah about 18 months ago I just I got annoyed at myself cuz I actually think the world will show you we're not free so me seeing those people that were annoying me was actually feedback to me seeing where I wasn't leaning in so that's like another big idea I like to tell people so I just said okay well I have this book that just came out and it became a Wall Street Journal right out of the gate which blew my mind and I just wanted to support it so I started

00:02:48 - 00:03:47

creating content and then immediately realized that if I'm going to do it then I should go all in and I think that's that's the big difference when people see my social media I mean we've we've grown 3 million followers in the the last 16 months which is remarkable especially like the channels like YouTube we're almost at a million Instagram we're almost at a million like from nothing so it's it's it's been uh a lot of focus and energy but my whole philosophy was I if I if I'm complaining

00:03:17 - 00:04:12

about these ding-dongs and you guys like pick your freaking ding-dong influencer or Guru or whatever you want to call them um then if I'm going to get that attention I'm going to do something better like I can't complain about the person got 10 million views on their videos that are if I'm not doing anything to compete against that attention right to then redirect that 14-year-old young person into a different D like direction right I'm not trying to sell him anything I'm just

00:03:45 - 00:04:24

trying to give him like Hey like I hear what you're he like they're going to tell you it's easy they're going to tell you to make a bazillion dollars in 12 months they tell you you're a piece of crap if you don't have a million dollars by the time you're 19 like they're going to tell you all this stuff to to like lean on your insecurities I got a different perspective so that that was like the big thing and then I what I was telling you earlier about just social media in general being the ultimate

00:04:04 - 00:04:52

personal development program is just man if you want to figure out what your insecurities are just like try to talk to your phone and post that on the internet like think about it it's like all of a sudden it's like I don't like the sound of my voice I don't like my friends commenting like who do you think you are Tony Robbins like dude the crap people will they will find those bruises and push on them yeah you know that trauma will come through really quickly and then you're gonna have to decide can

00:04:28 - 00:05:22

you push forward because it is it is a thing not feeling like you know anything not feeling like you're clear in your communication having people I mean dude I get I get in sh okay so I did this fitness challenge okay 90 days because I read at one point there's 22 million millionaires in the US and there's only 3 million people who get visible ABS wow yeah I thought well I'm already rich I might as well go get some ABS I want to go into that next level I want to have some ABS so I did

00:04:55 - 00:05:46

this thing called project visible ABS where I took 90 days documented the whole freaking thing and put out on the internet to show people how I did it to teach everybody it's YouTube is one of my most popular videos and the comments like people are talking crap they're like oh trt question mark what's he on like nothing Whole Foods hard work I called it testosterone e andc for effort in consistency till my team told me those are actually like real testosterone like you shouldn't say that

00:05:21 - 00:06:16

and I was like I don't care I think it's funny yeah and again what I've learned is you know haters you know this like the explanation like the people that care don't need them and the people that you know need them don't care and they're just dumb and I don't know I think social media is like the coolest thing you could do to really push yourself out of your comfort zone yeah because it almost like fully exposes all your insecurities all of them and then some some you didn't even know you're

00:05:48 - 00:06:33

like what I have a unibrow I didn't even know I had a unibrow the comments will tell you the people will tell you where you're not asymmetrical or whatever and then you got to decide what you want to do with that information if someone's dealing with these kind of insecurities and and they have a business business in your in your case and they want to learn how to produce content like how does one deal with insecurity and and be a successful entrepreneur well my rule is the most important thing you can learn

00:06:11 - 00:07:17

how to do is to be yourself and it sounds so trip but I want to unpack it because the cool part is is it is the most unique thing you can do it's like your fingerprint is being 100% you so every person has like you're a brand guy you understand that that's the DNA and the people that you see like uh you know Emma Thompson or Emma I don't know some of these people but like these YouTubers these influencers what you're seeing is somebody's expressing their truth so what happens when you express your truth

00:06:44 - 00:07:34

and you live with intention of service is the insecurities have to melt away because it is who you are and it's not anybody else because you couldn't be anybody else the people that are insecure it's because they're not actually living their truth and they're trying to play a they got a mask on and if you got a mask on you're trying to like act wealthier than you are act cooler than you are or whatever it is then that that attacking actually hurts until you kind of do the work so I

00:07:09 - 00:08:05

always tell people like just lean into it like the person the person with no secrets is the freest person in the room so like I I'll I'll tell people my secret addiction is reality TV shows like you're Australian to hot Island the lover Island one oh yeah that guy there's a guy on there such a character with the mullet and the like I forget his name Tommy I think his name is yeah like just a character like come on that was awesome so I mean uh I'm an incredibly productive guy wrote a book

00:07:37 - 00:08:24

called buy back your time and like run a massive company and I love reality TV and I have an addiction to like peanut butter and chocolate and me who doesn't man well some people don't and I don't trust them yeah we don't trust those people I don't trust somebody that can't tell me what their sugar addiction is um you know I drink way too much caffeine That's My Ghost right there I I kind of love I love I love me some good caffeine um but I mean it's just you got to you

00:08:00 - 00:08:54

got to lead with who you are and that makes I think you so then the insecurities you can't be insecure because I already told you all the stuff that I am the the whole trip of like just be yourself you know gets thrown around a lot if if you're really unpack it like I think people are often scared to be themselves and and maybe it's insecurity um but why exactly do you think people are scared to to actually lean into themselves cuz people aren't even themselves with their Partners in

00:08:28 - 00:09:23

front of their kids in front of their friends well it's be yourself unless you're weird not just kid be yourself unless it gets you arrested no like because there there's there's feedback that needs to be there so like if being yourself is a person that screams at everybody and is an [ __ ] I would encourage you not to be yourself so I think that some people lean into that too much and they're like you know the Steve jobes entrepreneurial way of just being an [ __ ] like that's

00:08:55 - 00:10:04

[ __ ] yeah um I think what's also fascinating is that typically the people you care about the most get the worst version of you you will treat a stranger on the street nicer with more kindness then you will your kids your spouse your brothers your sisters why is that I think it's because the people closest to you know how to push your buttons and the person that you might only meet transactionally it's not hard to put on that mass that you know that front oh because it's shortlived right

00:09:30 - 00:10:16

because the longevity of you're around your wife and your kids all the time oh my gosh you're you're going to see them tomorrow in the next year and the rest of your life so so all a sudden you can't hold that in and they that the little thing they did to annoy you you actually like say something about it whereas a person that you just met that was really gracious to see you because they follow your content and they say something dumb you're just like you don't say anything back whereas like

00:09:53 - 00:10:40

your brother you're going to be like that was a dumb question see what I'm saying like it's fascinating and I just think you should be aware of that you do it like I'm just very self-aware that that's the way it's always been and I try to be kinder and more gentler with people I love the most cuz I always think it's you're kind of a dingdong an [ __ ] if like the person even this morning I like caught myself getting a little frustrated because like we're traveling I'm trying to do this media

00:10:16 - 00:11:12

day and like wanted to do it but then I was catching myself being kind of annoyed from my family just being normal but me having this other stuff going on right and it's not their fault and I'm like why wouldn't they get my best why is d going to get a better version of Dan than my son Max of his dad I think about this sometimes cuz like last last week I was in Mexico speaking on stage with Gary ve and I'm back at home and I'm like am I bringing the best dad home right you know because you put on on

00:10:45 - 00:11:39

stage you put it on when people are taking photos and like you're signing books and stuff like that yeah super kind gracious you know like grateful you know going out of your way to like sign things to listen to them and then you come home and then like your kid is like asking for something you're just like I just got home like give me a second do you think it's like um it comes down to like people and this might not be the case but like they create an alter ego for their online Persona or their stage

00:11:11 - 00:12:07

version like their Batman to Bruce Wayne concept I think it's just a byproduct of like The Human Condition right like you you I and I don't think most people are even conscious that they do it right like I don't think people go like I'm different with strangers than I am with my family member they just are I'm just sensitive to it because I do so much work like personal development to me is like the most important work you can do because it shows up like a you're going to take you with you for the rest of

00:11:39 - 00:12:38

your life in every interaction and your ability to to to get an outcome based on how you act is everything it's it's finding a partner it's getting in shape it's you know being successful in business um hiring key people so you know I just I always I remind myself so that if I catch myself going down that path like I was this morning I'm like I got to bring it back right and then you got to figure out how do you do that I like to use humor I think cracking jokes is a great way to do it okay so so take

00:12:09 - 00:13:04

me back into social media like when we look at it as a whole um because I understand like social media is like this thing that everyone's like I got to do it if I'm a business owner I got to figure it out like do you have um a concept or a framework or an approach that you take to social media like how do you engineer we're going to have a great month this month how do we start prepping and filming it's such a beautiful question I for businesses a people don't buy what you sell they buy

00:12:36 - 00:13:31

who you are so it has to be personality driven every great brand here's a fun question name me a brand you love and tell me who's the CEO it's very rare that you actually have a brand that you know that you don't know the CEO and even Mark Zuckerberg figured this out with Facebook and he was getting his a butt kicked in the in the pr world because nobody knew who he was and then you saw him go on Joe Rogan and let Freedman and all these top pods because they understand that when people know

00:13:03 - 00:13:55

who's behind the brand then they have more grace because it's like oh it's a real person this isn't just like this Corporation is trying to take advantage of me Tim Cook Steve Jobs like Jeff Bezos Amazon Warren Buffett like all these Brands it's funny because like who's the CEO of United Airlines I don't know and guess what I hate them you know like I hate I hate all Airlines I think most people that I experienced in America hate United Airlines for sure or really any airlines except for Virgin

00:13:30 - 00:14:21

because I know Richard Branson so it's like a lot of people you start with the individual but the way that you make it the economics work because it does have to make dollars and cents is you ask yourself what you sell and then figure out what is it about the benefit of the thing and then you talk about it so a lot of people just create social media content because they're trying to go viral trying to get an audience or trying to like just say stuff but they don't start with like what is the thing

00:13:55 - 00:14:46

that is the economic driver which is you know if it's if it's brand then you're content should be talking about Brands right or if it's you know helping people grow their business or buy back their time then all your content should be about really cool ways you help people get more leverage with their time or be more efficient it leads to for me the book but the content on the on the top end like it's there's a strategy to it and it has to be aligned most people if they just like made a list of the three

00:14:20 - 00:15:15

to five uh benefits that the person would get and use that to drive content strategy then the more they grow their organic the more Revenue they would make the problem is most people are stuck on this like I hope it makes us money there's no correlation because there's a delay between content to revenue I try to make that connection like within a week if I if I produce a piece of content that goes viral I'd love to see that materialize in whatever the economics is of the business as soon as

00:14:48 - 00:15:39

possible how do you measure like because it can be kind of tricky right like said piece of content generated said lead like do you guys have mechanisms to figure out what content generated leads oh you know how it is that attribute tion man it's like the B oh my God it's the bane of every marketer's existence um you just bring out the word attribution in a marketing meeting you see everyone sigh they just deflate yeah I mean you I look at the Aggregate and I try not to do too many campaigns at once

00:15:14 - 00:16:07

so we can correlate things what do you mean by aggregate aggregate means is you got to look at like you know marketing spend and then just like lift right so all being said all things being said we spent you know 10,000 a month on marketing activities and did it generate activity like is there a shift I mean the truth is most people spend money on marketing and there's no difference like they they should run an experiment where they turn it off for a month and see if it had any impact oh that's a good point

00:15:40 - 00:16:37

oh my gosh that I would say most businesses if they turn their marketing off 90% would have the exact same amount of leads and they think it's the campaign it's not interesting it's residual it's referrals it's word of mouth it's it's not actually the campaign so then if they did that and they saw oh my gosh we only lost 10% of our traffic 90% of stuff's there then it's like where's the money being wasted let's see if we can correlate it um but that that to me is you know the focus

00:16:08 - 00:16:53

should always be around how fast can we connect our content game our social media game to revenue because the moment it's connected so like a lot of my clients that I work with I teach them about just like talk to your followers you have an Instagram account you have followers those are leads those are opportunities like the the messaging platform on Instagram is one of the most powerful messaging platforms out there by Design because they were trying to compete against Snapchat so they took

00:16:32 - 00:17:16

all their engineers and they said let's make this as good as Snapchat and they did there's a reason why there's a different like tagging and the e-commerce integration all that stuff most businesses don't use it that's a really good point because if you run a meta ad you can't talk to the people that have seen the ad and go hey what do you think nope but you can post content and go hey audience what do you think and they follow you so you create content you get a follower you you

00:16:53 - 00:17:57

message them and just be like hey thanks for the follow are you here for the content or you looking for help with your brand and they go actually the brand it's like cool let's dig in then you can push them onto a phone call or whatever your process is but just like engaging social media is called social media for a reason right be social yeah and it's and and I like it's also at the end of the day the ROI is not just you know the the the follower growth it's it's who knows you right it used to be

00:17:25 - 00:18:23

who you know and business was like Hey I'm going to go networking I'm going to I'm going to get to know these people cuz then I know those people and if I I can call on them the evolution in today's world is who knows you because all of a sudden when you walk into a room you're on stage in Mexico and people know your brand from the podcast the acceleration of trust in Commerce is off the chain I mean you can go from I've never met you to like we're signing a deal three days later because all the

00:17:54 - 00:18:50

heavy lifting was done in the content and I think that's another idea that I I tell people is take the conversation that you would normally have on a sales call and put that in the content and then all of a sudden those sales calls are order taking yeah because a lot of the times people figure out the best things to say on a sales call to get the person to go yep let's do it your best content is in the transcript of your sales calls the best content Like Your Hooks your your your what you call them

00:18:22 - 00:19:21

verb of Wars the the copywriters copyrighting team the best copy is in the sales reps conversation with the prospect interesting pull it I call it Echo marketing grab it from there and then put it on the page because your best sales rep has figured out the language to get somebody to buy and if you frontload that in your marketing everybody starts winning that's a really good point and and you call it Echo marketing yeah you Echo back what the prospect said to you on the sales call but then you take that

00:18:52 - 00:19:42

and you amplify it through the content through your through your copyrighting do you take it and make a headline out of it do you actually try to create a script around it like how do you all the above I use it in storylines so like let I remember one time a client uh hired me for private coaching which I don't do a lot but they were a venture back company and I said how did you get the board to agree because I'm I'm an investment you were young now they raise $60 million so like and he goes well I just called you

00:19:17 - 00:20:14

growth Insurance see what I'm saying I could have never come up with that I would have never called myself growth Insurance yeah boom he takes that and I then I tell the story of my content and then all of a sudden I'm not saying I'm growth Insurance my client said I was growth Insurance just like I just like I just told you the story yeah so a lot of times you're the people in a call or in the conversation that's where the real juice is for copy and most people just like they go and they try to they hey

00:19:44 - 00:20:31

Jad gbt tell us what we should say no yeah how do we come up with a great tagline right your sales gu's got the greatest tagline because he's the greatest sales guy whoever's doing the best sales they already have the tagline just frontload it in your marketing and then integrate it into the copy like like one of the things that that we do even for like this pod Sam who's my creative director sitting in the corner there shout out to him yeah yeah it looks like you know a wall the guy the

00:20:08 - 00:21:07

guy came in like the The Hulk yeah he's my training partner my security my my my kids's big brother and and my videographer he holds a camera so that's why he's so strong yeah he can use it as a weapon I imagine as well oh yeah he's a weapon he uh before I come on a pot he always gives me like sound bites of things that he knows our audience resonated with that's related to the content okay so the it's not who you know it's who knows you he gave me that interesting oh and he's giving me other

00:20:38 - 00:21:39

ones that I will use strategically in this content because he already knows it's going to resonate with your audience and like but that's recycled from a tweet or something I said in a different place that the audience left comments I mean even your comments my buddy Matt is one of the best marketers he has a company called lompa and his philos phos opy as a marketer is to scan the comments of like reviews or wherever because the people talking about your product especially they're going to give you the gold so he

00:21:09 - 00:21:54

just takes it and he amplifies it that's why it's Echo marketing yeah we had a um a guy in the podcast um recently his name is Marcus Collins and he worked with widen and Kennedy um on the McDonald's campaign that they did with Travis Scott and he was saying that they they came up with that campaign because they just sat down with McDonald's biggest fans because at the time McDonald's was the number one hated um uh company on in America and they just sat down and they talked to their

00:21:32 - 00:22:19

biggest fans and they're like everyone has an order even famous people and it's like well like the custom order yeah like the custom order and it's like oh okay let's just take celebrities custom orders and make that a thing and it's like we're not adding products we're not changing the menu we're just like changing up the items and put Travis Scott next to it viral sensation just because they listen to what the audience want and lead into it the the the the cool part about the world we live in is

00:21:54 - 00:22:47

you have direct access to the buyers and if you listen they're going to give you everything you need as marketing input I mean when you guys do brand projects I'm sure that's what you do you just scour the internet you go read redit post and like this stuff and then you're like oh that's the way they see your product and you think you're over here I actually think it's over here and that's more unique like I saw I'm a nerd when it comes to the stuff you do because I just

00:22:21 - 00:23:20

find it's like the most important like understanding how to be authentically you in this noisy world that's trying to be like every everybody else and there was um I think it was an arc which is an outdoor brand in Canada it's big it's like Patagonia and there were it was like these two people on a date and they were it was like the girl was asking the guy it's like do you have an alltrails Pro account which is like a super nerdy thing and he's like well of course and he's like do you what what level are you

00:22:51 - 00:23:50

on zift which again these are only things outdoor people would know yeah it's their own lingo their own cult language cult language I mean we're seeing it right now actually with uh jym shark so jym shark's bringing it back because they went too broad they went almost Lulu lemones yeah they were trying to go inclusive just like athleisure wear and like and they're like no we're gym culture yeah so then their ads are now like 18 eggs already today right which Sam's head just

00:23:21 - 00:24:07

literally he just smiled like that's he's like they they're speaking my love Lang well this is an important topic because I think often times you know and we were joking about this earlier where where when we sit down to do a workshop with a company they're usually like our target audience is everyone and I'm like that's a terrible strategy like you can't put 100 people in a room and make them agree you put an athle your mom next to a you know a Sam they see the world totally differently they use

00:23:44 - 00:24:41

different language different phrases and care about different things why do you think that but this is an argument that I I would love your thoughts on what how do you argue that to somebody because they're so worried that their brand won't be relevant to people that's why they say that like everybody's like who could buy this anybody I know but then we have to pick because if you're everything to everybody you're nothing to anybody right like that's the what do you say to them I I I usually sit down I

00:24:12 - 00:25:04

go okay cool for a moment let's just park the everybody argument and let's just hypothetically look at if you did have a Target demo what would that look like the the the thing that really gets a penny drop for them is okay cool you're you've identified there's a hole in the market for your product yeah great but is there a market in that hole and they're like well what do you mean I'm like which one is the biggest market like selling shoes as Nike you want to sell it to athletes then anyone who

00:24:38 - 00:25:32

wants to be an athlete will buy the shoes yeah but the biggest market and the one that has the biggest opportunity for profit was the athlete for your product let's list and we usually list out all the groups and I go where's the money and they're like oh these two like let's just double down on that is there a market in the hole Yeah is there marcket in the hole like cuz there's a hole in the market great but is there a marcket in the hole Yeah and which one is the biggest one yeah my buddy he he

00:25:05 - 00:25:59

jokes he calls it find your vegans right find your vocal Maniacs like you know the crossfitters like how do you know somebody does CrossFit don't shut the can't casually do CrossFit no no they'll people tell you within 12 seconds yeah that they do CrossFit yeah yeah they're like I'm a CrossFit person like I couldn't tell they got the shirt it's like Sydney CrossFit it's like their whole War yeah they're basically naked and just vascular as hell so shifting gears here

00:25:32 - 00:26:22

a little bit cuz I I love the dynamic of what you're doing with social media and how you just kind of popped up out of nowhere and you're murdering it like you're showing up on these big podcasts you're hanging out with hosi you're hanging out with the Chris you know williamsons and and you're just crushing it um now how does one look at social media like a sport or like a um like a game to be won you said earlier that you wanted to be in the top five entrepreneurial brands do you need to

00:25:57 - 00:27:01

have a team to do that well I've I mean I've been building companies for 27 years and I think you can do really special cool creative artistic work and move pretty fast by yourself if you want to do something big and you want to be top five in the world you need you need a team I mean that's like trying to be a Olympic gold athlete and being like I don't have a coach I don't have a sponsor I don't like all those things are required so it's no it's not a debate and and not only that

00:26:29 - 00:27:25

I just think it's more fun right like a lot of people this morning I was talking to a Creator and I went and checked out their profile and I was like cool 112 thousand followers but I was like are you sitting by yourself in a room hitting a button record and then they're like yeah I go that's your problem they're like why I go you just you need another person you need a cam you need a team you need you need a you need somebody to Banter off you need a muse you need like it just makes it more fun

00:26:57 - 00:27:54

I mean the truth is is your reach can make you a million dollars just by like having an audience and having something to sell your reputation can make you billions interesting well how do you how do you separate the two well audience you know audience is a new oil or or attention is a new oil is what Heros would say but if you think about like reputation there's like these three levels of like I think about luck or just like creating in the world lower level is just like you're just lucky

00:27:25 - 00:28:20

right the second level is you work really hard and it's like grit luck so you like you know you put in the hours and you just enough reps you get you get a lot of these artists that are um you know a lot of the artists what you find out when they have a Breakout song tones and I how's a that's a perfect one because she's from Byron Bay yeah okay yeah her song like she had written like dozens of songs and she was a very well-known Busker one night she gets frustrated because the audience that was

00:27:53 - 00:28:46

out there drinking late at night were like screaming at her like one more and she's like somebody knocked over her keyboard and like you know I think somebody stole all her money like it was she was having a bad night and she went home out of frustration and wrote a song called dance monkey dance monkey yeah and if you listen to the lyrics She says all I did Echo marketing all I did was write down the things that people were screaming at me wow and instead of calling it sing monkey she called it

00:28:20 - 00:29:21

dance monkey so it'd be more widely acceptable interesting and I believe that that second level of grit luck is I'm an artist and I do the art and eventually I get lucky the third level of luck which is reputation this is where you are tip of the spear and your reputation brings other grit luck to you because they want to collaborate with you oh I see see how that works pen drops yes this is the Warren buffets this is so like I've always had grit luck when I decided to go double down on

00:28:50 - 00:29:43

my personal brand I now realized I'm getting invited to deal so I've invested in over 100 plus companies I incubate companies like right now we're doing one month I buy software companies those opportunities would have never come to me if my reputation wasn't there so reach and reputation is the future it's always been this way but social media just makes it accessible to everybody and maybe amplifies it and speeds it up dude it's like next level yeah like even me like being in the room with you right

00:29:16 - 00:30:04

now it's like G luck right like cuz like this is our 54th episode and we've just been doing it again and again and again and just gradually getting momentum it wasn't until episode 50 we hit 10,000 Subs on YouTube it's like okay now we got momentum but what you're saying is like in the beginning you're just like it's just po luck happens cuz it happens y then you start to Echo back you know what you're experiencing and you you focus on you're consistent you do the

00:29:41 - 00:30:36

work that's the grit it's like you show up enough times and then every once in a while you get an inspiration you get a download you get a t you know you get an Oliver Anthony rich man north of Richmond you get a a tones and eye you get an Oprah she talks about a color purple like the inspiration she got to like produce that movie that changed her whole life like every author every creative has these moments but then you get the J you get the people that are tip of the spear in their in their

00:30:08 - 00:31:04

category and now they've got everybody else like imagine how many emails Gary ve gets a day with like people that are like legit crazy successful and just like you know when I look at the people I want to collaborate with Gary's on there I'm going to reach out to Gary and see if he wants 1% of a prime or an nft project or you know what I mean like that's what I think most people don't realize is the the reach can make you Millions but reputation can literally build the the billions what's the

00:30:37 - 00:31:32

difference between just having a ton of followers but having a ton of followers and then having a reputation with them well I think it's influence versus audience I think those are two different things a lot of people can know who you are and you have zero influence over their decisions on what they do with their lives yeah you're just you're literally just a you're you're a train wreck they're watching you I mean fousey dude [ __ ] come on I don't know if you watch his

00:31:04 - 00:31:47

like cuz I'm on Tik Tok way too much and like I'm I'm scrolling I'm like fousey's having another meltdown yeah but if fousey told me to go buy a cold plunge I ain't buying it like you know what I mean like he's got no like there's I can't even think of like maybe if I wanted to get into streaming and he's like here's what I use for streaming I'd listen but there's zero he has zero influence over me and that's the difference between having a massive

00:31:25 - 00:32:24

audience which is cool now you go to a kais or you know uh speed or whatever where they're they have an audience and they have a reputation that's where the billions comes from and that's where like Mr Beast big audience also reputation billions when it comes to like to the point where you're Outsourcing your content creation to a team a lot of entrepreneurs are apprehensive or nervous or um like oh can I just hire an agency to do it like what's the difference between hiring and

00:31:55 - 00:32:47

Outsourcing a videographer freelancer or like actually hiring someone full-time and sitting down and producing content I think you know again I'm a fan of building teams because I play long games right I think when you play long-term games you just make investments now that are aligned with that whereas a lot of people they're trying to like take shots on goal but they're not committed and and like that's what happens right so you like hire some guy for 1,500 bucks a month to like come in and shoot content and then

00:32:21 - 00:33:22

use some AI app to clip your [ __ ] and then it's like why isn't it working it's like dude there's no emotion people feel the energy that was put into the creation yeah totally period full stop like if you don't put emotion into your work it will not be felt by the audience and that cannot be replicated through an AI app that just Clips your crap and put captions on it period it has to have like well I've heard this best it like AI will never know when to stop like it can edit but it never knows like art is

00:32:51 - 00:33:45

literally saying and we're done the the imperfections in all right because that's when you know it's like ooh that you just feel it and I think that's why like investing in a team is super important and I mean most people wouldn't understand this but like I don't see I don't approve any of my content that gets out put out there like it is put out and I consume it when everybody else consumes everything the YouTube the Instagram that's not an easy thing to create but that was the only

00:33:18 - 00:34:14

way I knew that I would keep creating because it didn't feel like work if I had to review and approve and listen to myself say something like I already know what I said the first time I'm not I don't need to approve it second time um but you know I wrote about it in my book like I don't know you know Tom clany is okay so Tom Clancy I play a lot of rainbow uh rainbow Siege perfect and you get it so Tom Clancy for those that don't know very famous author he was involved in like writing the books and

00:33:46 - 00:34:39

Screen plays for like hunt for the right October and Patriot Games and and then a bunch of these games like like a brilliant brilliant author of Ip brilliant yeah yeah IP so um and he just like there was a new book that just came out this month uh called the modern protocol or something like that you know best-selling book the guy died in 2013 what I didn't know he pussed yeah dude this is what I tell people all the time is great branding everyone thinks he's alive yes everyone thinks he's alive

00:34:12 - 00:35:04

he's dead he's been dead for a while I didn't know this yeah I know that's why I write about in the book cuz like all these artist people are like yeah but Dan it's art I'm like dude he's dead like Warhol had a factory and he created art with a team yeah true you know like I actually think if you're a true artist and you can't explain your art then you're not a true artist when you listen to Timber like I love watching like a master class so Timberland oh my God BR

00:34:38 - 00:35:34

Masterpiece dude he's sitting there and you're just watching The Genius right and he's got his team around him like he he needs those other people the other Engineers to be like do this and and he his do this is like do a and then the guy's like like this and he's like yeah oh I like the way you did that and it's just this collaboration is yeah so between you and Sam are are you guys constantly trying to jam are you trying to like how how do you guys sit down and go okay we need content what's

00:35:06 - 00:36:06

the first step like what's the first thing you guys do business owners if you're stuck using one platform for every project you're probably stuck in a growth bottleneck more clients means more hires which just adds noise and cuts into profits to break the loop you need flexible tools that don't stretch your resources Wick studio is a smart addition into your business toolkit intuitive by design your team can quickly Master the platform and focus on the work that matters the most then keep

00:35:36 - 00:36:48

up the momentum with a built-in management tool a unified dashboard reusable assets and a figma plug-in that turns static design into launch ready websites with robust native Business Solutions like bookings e-commerce and events you can take any project at any scale without the added cost of thirdparty plugins plus Wick studio is a low maintenance platform meaning you can redirect the client budget towards real growth initiatives think more value for clients steady income streams and stronger relationships to get started simply go

00:36:12 - 00:37:11

to wix.com SL Studio I would say I I call it the 10810 rule okay so 10810 rule is what Tom clany uses to write books or he's not alive anymore he probably would if he was um it's what Gary ve uses to like create content at scale the way he does and it's what all the Steve Jobs use with Johnny IES when he was around the idea is the first 10% of a creative project is the ideation it's talking directionally here's what it's going to look like here's how it's going to feel

00:36:42 - 00:37:33

here's the essence of it here's the theme here's the thing right this is this is what we're trying to accomplish and it's it's it's Vision but also definition of done and also like success criteria if we're going to design a new website how about we write a criteria that says it must have better and more traffic than the previous website what a crazy concept write that one down okay cuz then you give direction to people the 80% is the execution and that's why

00:37:07 - 00:38:05

I always tell people like be involved in that 10% ideation and then let the team go execute that 80% the last 10% is integration which is they executed so now you're an editor you're not an author dude I love editing I don't want to author so we've created The Playbook and the kind of the Staples of our formats and like what we know Works Sam works with the team we ideate around like high level theming and like vision and like we were talking about literally we went worked out this morning and

00:37:36 - 00:38:34

first thing I said to him 18 months from now what are we working on I don't want to talk about this month this quarter I want to talk vision and then from there he's going to go execute and then I work with him on the last 10% integration not approving content the last 10% integration is budgeting team space travel hey let's Loop in my assistant and you need this I'm the talent I want to I want to collaborate like talent I don't need to be a roadblock for anybody on the team and that's the difference

00:38:05 - 00:39:02

between people that have creative teams at scale and the other ones that have small teams and small businesses because they don't know how to like codify their art and it's all codifiable it doesn't take away from the essence like Taylor Swift can write a banger with her buddy Jason and collaborate but there's still a format to writing a great song interesting so so you're almost like looking at it like you're the talent Sam is kind of the producer or the engineer and you're like I'm GNA do my lyrics or

00:38:34 - 00:39:24

give you a direction of what I want this album to be about yeah you go work with the people that create a drum base and the beats and the the and if you want to have a writer do a first pass at some lyrics then we sit down and then I I take that and I go oo I like what you guys were doing that let me do my that's the integration part so take me into like one of your collaborative sessions like what was the ideation piece for you what was that initial 10% of what you're doing now I mean one one of my favorites

00:38:58 - 00:39:58

most recently I one of our rules is we just capture we don't create okay so Gary would call it document don't create we call it capture don't create so essentially I had an idea to capture my one-on ones that I just happened to do on a scooter I only do one-on ones with my executive my direct reports on a electric SC scooter what do you mean exactly what I said you go check out my Tik Tok I'm literally on a scooter they're on a scooter and we're going Waterfront and we're talking and I have

00:39:29 - 00:40:15

the three things I want to talk to them about and we talk about yelling no we're just like it's just we're like and I'm dropping off curbs and I'm coming back on the curve and we're just having fun I just I learned a long time ago like allow yourself to create business the way you want to create it if you want a studio do have a studio if you want to be on a scooter go on a scooter like I don't I'm just I'm 100% no I'm seriously excited about this cuz when we were in

00:39:51 - 00:40:39

ger when we were in Germany every time we left the hotel I was like where are the scooters and like let's just walk I'm like [ __ ] walking I want a scooter man and it got to the point where I was like hitting Cubs doing jumps and we were having an a Bloss all over jman and and what happens is is for me is my mind goes into this kind of Flow State okay so you're trying to chase the Flow State dude it's why I do a lot of I do workouts I do go to the gym with the my Executives like I'm just I'm I want to

00:40:15 - 00:41:16

be in Flow State around the activity and then just be creative in the concepts right rather than sitting in a boardroom meeting and going okay we got to ideate you know I'm not creative in a boardroom I mean give me a whiteboard and I I like I need whiteboard but tie my hands up and put me in a chair and a board table you're not getting the best version of me so I challenged Sam I said hey man I think this is content and that was that was my 10% ideation and he went with the team and TR dude they they prototyped

00:40:46 - 00:41:33

they tried different mounts they tried different cameras different audio things they would go out and do scoots and then come back and look at the footage and be like this doesn't work and they finally found a setup that worked and then the integration was me going on for scoot with Sam and he had all these questions queued up and he'd ask them to me and I would answer it and it's such a crazy video format because it almost remember the Blair Witch movie when it came out and it was just like this camera in the

00:41:09 - 00:42:05

girl's face and she's got her snot going and she's scared and she's like running in the woods and it's just like scary yeah it's kind of this really weird format and but the content's like really business smart except it's like is this guy on a scooter like okay so I have a theory With viral content and I'd like to get your thoughts on this we we kind of looked at like all the content that goes like radically viral typically comes down to seven things one is like sex you know provocative sexy

00:41:37 - 00:42:20

you know people dancing what have you second is like danger things that are like dangerous or scary or terrifying then you have like weird Sam I'm not we're not doing anything with that first one just no not the first one most people you know we got the thoughts out there we leave it out to the leave it to the animals and the and the only fans or whatever um but like yeah so you have like that then you have um danger then you have weird like um like just kind of kind of like what's happening this is

00:41:59 - 00:42:48

like it's catching you off God then you have humor um and then you have things that are like aspirational or like Goose bumpy um and then you have things that are like inflammatory like you know edate what have you these massive statements so when you talk about these like visceral emotional pieces of content is that what you're talking about like when you produce content it has to be something emotional like being on a scooter is kind of funny and then you talking business so what's

00:42:23 - 00:43:30

interesting is I think that in hindsight when it works you find that I would argue my our process is less the the structure and more what does Dan do and can we create content from that okay Sam calls those containers and he has a very unique way of how he creates them so for example I've been mentoring kids since I got out of rehab at 17 we do a program called Kings Club it wasn't until Sam looked at the structure of Kings club and he said hey man I think this is actually a container for us to create

00:42:56 - 00:43:52

content that we shifted how it was uh the agenda went for the Kings Club program to create the moments for him to get his content so for example um the kids normally we just talk but the best content is when they ask me a question right so he goes hey man before we do we move into the car show portion because I always bring like a car and we do like a little hang with the car and they get then he goes ask them all in the room there's 100 kids we always do 100 in person I Mentor them it's free it's like

00:43:25 - 00:44:24

the coolest thing I do it's like what I love to do more than anything thing he goes ask them to write down a question they would ask you or a mentor in a coffee shop if they had time one-on-one and then tell the first 10 kids that find you to ask you that question they get to sit and start the car okay so like an svj or freaking 765 so all of a sudden now these kids are running up to me outside hand up I'm like one two three four five six and I go to 10 I go that's it and then we stay in there and

00:43:54 - 00:44:49

I answer their questions and as soon as they're done they get to go in the car start the car it's like this this moment that's a format that was extracted from the container of Kings Club even our leadership TR do leadership training every Monday Sam tweaked that me doing the thing because that's what I do every Monday to become a container for content and I think most people are trying to produce content right when they should just look at what they do in their day and how to capture it around them and

00:44:21 - 00:45:17

just tweak it a little bit like turn your leadership training into 60 Minutes of teaching to 20 minutes of teaching with with 40 minutes of Q&A and and have double cameras or triple cameras and like even the double triple camera format is a thing that we discovered that the more effort that looks like is in the video because we saw this guy that's like a speaker trainer and when you look at his reels there's five cameras whoa but you think it's just him on stage answering an audience question

00:44:49 - 00:45:43

no no no wide shot Corner shot audience shot stage shot close-up shot like if you know you know and once we saw that we're like because then there's just perceived it's why most people when they watch a YouTube video with heavy edits some people will be like I don't like all the edits my ADHD is kicking in or my freaking epilepsy knocking off or something but but it it shows effort it shows intentionality you go to b-roll you come back like the edits is you know when if I get to choose to subscribe to

00:45:17 - 00:46:19

a channel and I got a person where I'm like oh you guys are putting in the effort well done sir subscribe interesting so you think that like if it appears like more effort is going into perceived effort into content is I mean Mr Beast dude dude when he did I love this one cuz that for me was like a mic drop when I saw this one because my kids watch it it was hole versus train dude hole versus train I don't think I've seen this one we put the link up you hit play and within 8 seconds you think he

00:45:48 - 00:46:40

he built a he put a hole in the ground that's like 300 feet deep and like 300t wide and there's a train track and and I'm like wow that's bananas like who's got the time and the money and energy to like dig this thing in the middle of nowhere and buy a train and crash it that's one of seven different things they do in that video and in the first eight seconds it literally is like today we're going to crash a train but before we do that we're going to launch a car

00:46:14 - 00:47:06

off a thing and we got $100,000 I'm going to give a person who's got a fortify around it it's like there's all these different and then you see the road map and you see all the like this like world he created and I'm like oh man this is perceived effort some people think it's 18-minute YouTube video from YouTuber until you play and you go no he's got to spent $4 million on that video right like I don't care who you are I'm curious how what did you do like $4 million let's watch like these are

00:46:40 - 00:47:45

real cars he's launching off a thing with rockets and behind them or real cash in between like you ever see where you got a fortify it's like here's my credit card go to Home Depot and try to protect the money yeah dude it's all like Mastery is beautiful to dissect because you understand that there's a pattern behind it and that it's repeatable and it all comes down are you willing to put in the time how does one identify Mastery and then how does one be disciplined enough to actually build

00:47:12 - 00:48:14

it well I think I always consider Master me just tip of the spear when I think tip of the spear it's literally there's a spear there's a pyramid and who's in the top right can I give you an example yeah right if you take someone like uh let's say gr Cardone if you think about the realm of sales many people would argue like he's the number one own he owns the word sales y as an owns greatness Gary V owns hustle passion no actually Tony rinp owns passion but like when I think of like media and I'm I'm

00:47:44 - 00:48:38

not just about like audience I'm also about the monetization side because I think that the integration of the business is fascinating I'm putting Rob deerdick in there I'm putting the skateboarder CU a lot of people don't know he like has this whole deck machine where he incubates cpg brands exactly yeah and then you've got Ryan Reynolds you got the rock you know you've got and then everybody else but like you know here here are media individuals producing billion dooll Brands you know

00:48:11 - 00:49:03

um off of that and even the people behind happy Dad like the nek boys I would put them in that category um they're tip of the spear so then what you do is you reverse engineer right success leaves Clues what did they do to get into that position and this is where a lot of people forget what it looked like when it started and they get overwhelmed by what it looks like today right they look into the current the present instead of SC well now I need I don't have $4 million I can never do a

00:48:37 - 00:49:35

Mr Beast video right I love that we just talked about Mr Beast so my 12-year-old son wants a cell phone okay and Mom wants to give it to him he's 12 safety all that fun stuff I was like hey man there's probably two things in his life a 12-year-old or any kid will like do anything for car and a cell phone yeah okay so those are big things you got an opport to like put some heavy lifting in front of so uh on the flight down here 16 hour flight I told him after he went to sleep because I didn't want to like

00:49:06 - 00:50:00

ruin his sleep so I said go to sleep wake up talk to me he woke up he's like what do you want to talk about I said here's the deal I brought a cell phone for you to get that cell phone you have to watch because he's a video editor I said you got to watch these five Mr Beast interviews and you have to take notes and at the end I'm going to quiz you and there's 12 questions you get eight right or more you get the phone wow dude I watched that kid for the the next 10 hours on that flight watch The Joe

00:49:32 - 00:50:42

Rogan interview The Lex fredman interview the theop which is an awesome one a recent one interview and a bunch of other guys to go study Mastery dude all I taught my son in that that experience is what does it mean to reverse engineer Mastery if you look at his notes first thing he wrote It's better to do one great video than 50 videos wow oh dude if he does anything other than just that he understands never publish a video without changing something to make it better you must do a 100 videos uh in a row and making each

00:50:07 - 00:51:05

one a little bit better before you can decide to stop doing something like it was just these beautiful life lessons which I think is what success is is trying to find people you admire reverse engineer what they did at the beginning because you can't you can't pattern match what he's doing today but if you go back to what Mr Beast was doing out of 11 years old he tells you I had five friends we spent all day on Skype and we just sit there and talk about what we're learning individually and share our best

00:50:36 - 00:51:21

practices he said these are these five these are these are the guys I went to college I lied to my mom and I just worked on videos you know he wrote that down he said I'm probably going to do that I said you probably should do that don't tell your mom but I like that one too yeah so it's just I think like reverse engineering is a skill set that you just got to put in the Reps you just literally have to go pay attention listen listen to what it looked like when it started Facebook didn't look

00:50:59 - 00:51:52

like Facebook when it started it was just a little app about who's taking what classes in a University at Harvard but people think they're going to build the next social media platform it's G to have all these features dude Facebook didn't have all those featur had one unique P perception on the world and it took off Instagram the same thing like it's just it's interesting how the examples are in front of us but people want to pretend like they're not there yeah or they they make an excuse

00:51:25 - 00:52:23

of like there's a canyon yeah there's a canyon between me and that but if you you're saying like the what you need to do is like study the beginning always study the beginning of Nike right the guy had a best book best business book ever written I'm I was sad as soon as I finished reading that book I was sad for myself because I knew it'd be hard for me to ever find another book that good I couldn't put it down I devoured it and Phil Knight who's the founder of Nike deserves every freaking Penny he ever

00:51:53 - 00:52:48

got that guy I would have gave up there's I don't want to ruin it for people there's a point in his story where it made no sense for him to keep the company going and he decides to do it and for out of the respect for his team and all the people involved in the business and his athletes and I'll tell you I'm not that man I would have shut it down and started over because it felt a lot easier and he undug himself from that hole or dug himself out of that hole and man when you read that that's

00:52:22 - 00:53:20

what it takes that's cool so let's let's dive into that so so when we when we're talking about entrepreneurship um do you think everyone um you know could be an entrepreneur I do I mean I I hear some people being like y I'm pure bread I couldn't do anything other than this like entrepreneurship is selling something to a stranger anybody could do that I could teach anybody do I could literally teach I don't care who you are I will teach you how to sell something to a stranger

00:52:51 - 00:53:26

and the moment you do that you become a business person you become an how does one sell something to a stranger you literally go up to them and ask them a question about the problem of the thing you sell it's like if I sell books and the book is buy back your time it's like do you have a hard time being more productive of your time yes yes I do perfect let's talk about that how does it show up in your life you know what I mean like teach them how to have that conversation anyone could do that

00:53:08 - 00:54:00

confidently oh 100% you just literally you could you could do it unconfident and still make it work it's a law of large numbers you know you talk to 100 people and he won't he won't be a great business to be in but yeah you know you'll be really bad at it but yeah you can teach anybody how to ask a question cuz I I saw I saw a qut yesterday from Alex hosi and this rattled me and I loved it and he's like being an entrepreneur is like starting a marathon when you're unfit expecting to get fit

00:53:34 - 00:54:27

while you're in the marathon without being able to stop have rest or know when the finish line is coming or even if there is one that's always how it is you know they used to say you know being an entrepreneur is like jumping off the cliff and building the plane as you're falling through the sky and it's by definition making a decision with imperfect data I mean entrepreneurship is that if you that's why most most people never start a business because most people need all the answers to the

00:54:00 - 00:54:54

questions and the entrepreneurs that win are the ones that are okay dealing with uncertainty because that's actually their happy place but can I ask you this question if if people are let's take uncertainty right and just to add a definition to that that's typically when people like are like I don't know if I'm going to have a house to go home to tonight or I don't know if my partner wants to stay with me a level of uncertainty makes people uneasy queasy sick full of anxiety if if you take entrepreneur new

00:54:27 - 00:55:22

ship Beyond sales it's a lot of uncertainty do you think anyone could do that I believe people are more capable than they give themselves credit for I think certain people are predisposed typically most entrepreneurs but 70% I talked about it in my book there's a whole section on kind of like chaos most entrepreneurs when I talk to an entrepreneural Community let's say like CEOs of like Million Dollar Plus companies I tell everybody to close their eyes and ask them put your hand up if you ever dealt with adversity like

00:54:55 - 00:56:01

serious adversity between the ages of 12 15 70% of the rooms hand got not all of them but 70% zero surprise why because understanding how to deal with chaos when the whole world is melting around you and for whatever reason you've decid you've developed this skill to be calm it's kind of crazy most people cannot be calm in the face of chaos that is the skill of an entrepreneur the entrepreneur is getting screamed at by their number one client and they say sit there they take it on the chin they're

00:55:28 - 00:56:20

not happy about it but they all understand the goal of today is to get the customer to pay then build the business big enough so I'm not depend on that customer so I can tell them to go suck it fire them and then move on and we've all thought it we've all been at of business that treat us like [ __ ] and goes someday I'm going to buy this business just to fire you and then sell the company the next day just cuz right so yeah but that is is that is that something anybody can learn I think so

00:55:54 - 00:56:51

just because I've seen history of people step up when they're fa against uncertainty like think about the world we live in is completely easy compared to 300 years ago I would agree exactly so the people 300 years ago who had to go fight did fight they didn't even have hot showers they didn't they they were drinking the same water that they were using to bathe themselves so but what's different now is that I just think most people never put themselves in those positions so before it used to be forced

00:56:22 - 00:57:12

on you now it's optional and unfortunately most people act out of fear but I think in that rocking a hard place a th% they could figure it out and guess what they've always figured it out that's why they're here today most people don't give themselves enough credit to go back and actually look at the proof they've already accumulated that they forgot about that every time you've ever been dealt with adversity you actually stepped the freak up and got through it and you just pretend like

00:56:47 - 00:57:45

you did it do you think that's grit or passion or um I think it's survival I think I mean this is not even cuz there's two there's different ways of looking at it there's moving away from Pain and there's moving towards gain and most people will do more to move away from pain than they will towards gain great entrepreneurs flip great entrepreneurs go towards creation not fear of what could happen so rather than running away from problems and trying to solve them they're like what do I actually want

00:57:16 - 00:58:03

what's great they're running towards problems they're like I hope my problem's big enough you know what I mean like I hope I'm working on something meaningful enough to like deserve my time and attention over the next decade like their biggest fear is like they chose something too small that but that's the difference between let's say somebody that's just like wildly successful versus somebody's just trying to have their own little small business right I just think that anybody could

00:57:39 - 00:58:30

have their own business the fact that they have a job means that they they haven't like it's still the same thing it's just on a different scale of risk reward right oh I see so so it's like I'm still working it's just you're still creating value you're valuable the only thing they would have to shift is saying I think I would rather get paid for my productivity not for my hour and as soon as you disconnect from the hour to your productivity then all a sudden you're an

00:58:05 - 00:58:55

entrepreneur you can still work in a business or in a country they're the same thing like whether you work in a capitalist Society in a country or you're an employee that has some level of value creation reward for like your productivity you're in a you're in a thing right it's like I always tell people they're like man it's so cool you own all these cars go dude nobody owns anything like you don't own anything is it's I actually think it's a healthier place to get to to realize you owe

00:58:30 - 00:59:18

nothing you don't own your house well it's paid off I don't have a mortgage dude the government owns that you don't pay your tax property tax trust me they're going to take your house like you we nobody owns anything it's all borrowed after it's all said and done somebody's going to take it back if you actually live from that place and just say everything's borrowed everything is like this this orchestration of creation and I get to use it to to design this future create this future then it's less

00:58:54 - 00:59:40

heavy right like when people treat that's true cuz people people like they like fix it on this is my house this is they cling on to it I mean do you know how many friends of mine have really nice cars that are in the garage that they can't even enjoy because they become a prisoner of their possessions yeah that they're so worried that if they take their car out some person in a parking lot like I my neighbor actually I'll call him out if he ever watches it dude you got to drive your car more he

00:59:17 - 01:00:09

only brings it out of his garage maybe once or twice he probably only bought it because I kept showing up obnoxiously with my car collection you got a ridiculous car collection purpose I do it I always provoke my rich friends to go enjoy themselves and uh he finally got himself a Porsche like a cool Porsche nothing crazy not a GT3 but like a night like a great car and I was so proud of him I was like dude awesome car drives it maybe twice a year wow okay it sits in and here's I didn't even know

00:59:43 - 01:00:35

this as a thing when he drives he drives and he comes home he's never parked it in a parking lot went in a store never oh no gosh no why would he do that somebody could scratch it some when he like is it there are people that own these cars that never Park them yeah you now it makes sense right cuz you can understand the kind of person that would never drive is also the person that wouldn't feel comfortable going into a restaurant and worry that when they come out they're going to find some person sitting on the

01:00:09 - 01:01:03

hood taking a photo with their friend which is unfor is what happens I call it paint protection just get it done call it a day I mean I wash my car with Rags it is it gives my neighbor OCD to watch me wipe my cars down cuz he can't understand cuz he sits there with his ceramic coating is freaking I don't know satin you know but he's got like a machine to blow stuff off and like I'm just sitting there with this spray bottle just wiping down like there's dirt on the back water panel it needs to

01:00:36 - 01:01:26

be cleaned off like I don't care it's got paint protection for a reason yeah so yeah so then I guess if you if you apply that to business like I I think like okay let's say you know someone's building a business a lot of businesses I meet whether it's like midsize or or startup people tend to get stuck and they tend to get into a plateau you know and I'm sure you agree with this a business is either growing or dying you can't really Plateau it so they're saying they're plateauing but what

01:01:02 - 01:01:51

they're really saying is like I can't get this to grow it keep growth happens whether you like it or not so going sideways is going down do do you think it's a mindset thing do you think it's a habit thing do like what do you think it is about an entrepreneur that uh allows them to troubleshoot what isn't isn't working they they it always comes down to selfworth they don't think they deserve more period full stop most people wouldn't believe that when you told them that

01:01:26 - 01:02:16

but I can prove it look at your bank account yeah there's an amount of money in your bank account where if it goes below you start working harder and if it goes above you chill out there's there's a weight on that scale every time you step on it if it goes too high you go on a diet if it goes too low you give yourself freedom to go and enjoy yourself so everybody has an identity that is set around what they think it's worth if you looked if somebody came to you and all of a sudden like you look at

01:01:51 - 01:02:47

your business and uh you lost 50% of your customers you would act completely different the next day that comes down to what you feel you deserve and what you deserve is always a byproduct of what you think you're worth and if you don't increase your personal value the way you see yourself because of the effort not because you just decide but because of the consistency the confidence you keep your words you do all the right things it it comes as like I did the stuff like you ever feel like man I'm doing the thing I deserve

01:02:19 - 01:03:06

this I'm going to ask for it I'm going to show up in and that's unfortunately what happened is most people don't fight for what they feel they deserve because they don't feel like they deserve it if they did they would fight for it and I don't see evidence of a fight show me where you've asked for it no I'm thinking about this right now like the scale thing and the bank account thing is true dude it's the same thing for what you charge your customers either you feel you're worth it or you don't

01:02:43 - 01:03:32

that number on your invoice is a reflection of what you think you're worth you're either the best in the world or you're not your price point is a reflection of that it's it's value creation and I and and it's unfortunate but man I used to be on the receiving end of this where I was like upset that I wasn't growing fast enough and then I started working with a coach and he was just like you just don't think you're worth it and he wasn't wrong if I was honest with myself and quiet and I was

01:03:07 - 01:04:07

just like you're right I don't feel like I'm worth making tens of millions of dollars per year in profit like why not like who says why can't you why can't you have the largest agency are you willing to put the effort in yeah then the answer is you should you should want that like everybody should want to be the best that they can be I'm not saying that you will I'm just saying the pursuit of fighting for that is your decision and that is the only difference like yeah I just want to

01:03:38 - 01:04:22

share a story because I was walking in the woods with my buddy and he had a Facebook marketing agency and he and you know he hangs out with me and I say all this stuff and he's like dude I don't get how you see like you have vision for your life and you talk about this you talk about that and like I'm just like man I just woke up and I kept doing the thing and I got good at it and all of a sudden now I have a business you know and he's like that's a lot of people right yeah know and he's just like I

01:03:59 - 01:04:50

don't I don't like I just don't have you talk about fiveyear Visions like dude I'm so happy right now I can't believe this is my life but I feel like hang out with you like I should want more and I said here's the way I look at it the person that wakes up today let's say two people all being equal Facebook ads agency as an example in five years one has a million dollar business the other one has a $10 million business do you know what the difference is between those two people I would imagine their

01:04:25 - 01:05:18

selfworth a decision a decision the person that woke up every day from the first day and said I'm building a 10 million a year business over the next five years is a decision the other guy said anch or flag dude you you get what you desire you get what you focus on you whatever you focus on expands and well what what changes your decision of who you spend time with your decision of strategy your decision of focus your decision of Simplicity in the business you scale because if you want to build a million dollar business

01:04:52 - 01:05:38

you can do quite a few things for a few customers and build a million dollar business you want to build a 10 Million Dollar business you got to choose to do a few things really really well and get scale because complexity will be your enemy so as soon as I explained that to him I said you're going to wake up over the next 10 years and work we're entrepreneurs we create so whe like you're not going to retire are you going to retire to you he like no I'm going to work I said then the only difference in

01:05:15 - 01:06:02

10 years is when you wake up and you look at your bank account is the decision you get to make today and that's the only thing you're not going to work harder you're going to it's not going to sacrifice a lot of people make all these [ __ ] it's not true dude you will you don't have to work harder to be more successful you work hard yeah you're just saying change the decision you change you change a decision you change all the other stuff great example this kid came up to me at the gym the

01:05:39 - 01:06:22

other day he's like hey man I want to create content I'm a scary guy to say that [ __ ] too okay because as soon as he said that I said cool did you take a deep breath you're like all right here we go yeah well he's 18 and he was ready for it's not the first time he's asked me this I said all right here's what we're doing I said two two a day for 100 days two reels a day day he like I could do that I said good what's the reward what do you mean what's the reward well you got

01:06:00 - 01:06:45

to do something nice like you got to get yourself something cues I'll bring my girlfriend to the spa I like that you're going to do something for her tell her about the the goal because now she's going to want to support you in the goal because she gets to go to the spa so that's cool what's the stakes what do you mean Stakes well what if you don't do it he's like I don't know I said what's the worst thing you could possibly think about he goes I don't know running a

01:06:22 - 01:07:13

marathon so it sounds about right if you don't do it you have to immediately register and go run a marathon right like within days fly I don't care commit to me right now all right cool I'll do that all right so you get a spa and then you get the marathon I said now you got to tell everybody I need you to go on your Facebook right now and post it I'm going to do two reals a day hold me accountable post it right [ __ ] now I'm done like don't say this [ __ ] to me and not we're doing it and he went and

01:06:48 - 01:07:33

he did it dude there's zero chance he's not doing it On The Backs side of a 100 days of him posting two reals I guarantee one of them is going to go viral yeah it's going to give him a totally different and all of a sudden cuz he wanted to ask me like how do I create content and what should I create he want he had all those how questions that went away once he made the decision right so you're saying the how questions are like how how how how am I going to do he was like he was originally asking

01:07:10 - 01:07:59

me like uh what what would be good content D dude you have to do two a day you don't really care about good content you'll figure it out hit J gbt if you need to go look at your favorite creators and try to do your version of that content like dude right now you just got a survival remote keep your head above the water like if you miss a video in a day you got to go run a marathon and guess what you'll eventually build momentum and that momentum will then give you breath and it'll give you thinking you're like okay

01:07:35 - 01:08:30

I need to make a list and I'm going to have ideation time in the morning or I'm going to make some ideas for the day and I'll just keep refining my list that's what Jimmy donalson does aka Mr Beast he dude I met a guy that worked for him his only job was ideation he had a database of 200,000 ideas for videos and he made Jimmy made him and he had a team he had contractors that would look like what was trending in the market and and keyword research and they would present him these ideas for formats right and I

01:08:02 - 01:08:55

think the one where he spent like a 100 days underground that was like a format and they would look at these ideas just like the ideation side of it was like this massive input to their creative process that was on the back end of Mr Beast decided he wants to be the top YouTube person in the world you wouldn't even do that if you didn't have that first decision and most people just don't decide just what is the activ you're going to do every day whether it works or doesn't for the rest of your

01:08:29 - 01:09:29

life that makes it inevitable that you'll be successful fight for that and the outcome is going to happen I I find that like typically when people make I guess space to make those kinds of decisions they try to make the decision realistic what's your thoughts on that the problem with trying to make it realistic is that you forget how much you've improved over the last decade and I was telling you this when I when I first met you like I came came or I was telling somebody I came here 20 years

01:08:58 - 01:09:56

ago okay 20 years ago I was a broke yeah to manle I spent three weeks there as a Backpacker I spent nine months in Australia wow yeah if I look at what I did in 20 years pretty remarkable now if I look 20 years forward using where I'm at now like I'm literally I'm I'm having that conversation with my assistant everybody like are we working on the right things cuz anything's possible so let's make sure we're working on the right things let's just make sure that it's worthy of the effort and I think

01:09:27 - 01:10:23

most people can't see how different they were at 15 to 25 to 35 and if they actually realize it humans have no good ability to look at exponential and that's why like when you're making decisions about the future most people are linear so they look at what they've done in the last five years here and they think next five years we'll do that but with the growth curve no you're going to have all these other resources and leverage and reputation and those things are going to have massive Roi

01:09:55 - 01:10:50

that can't even anticipate what that's going to unlock so you being realistic is actually not cool cuz guess what I think one of the most important things you can do for another person is Inspire them and being realistic never inspired anybody thinking small never inspired anybody if you want to help yourself and help other people around you you need to be the person that's willing to say I'm going to do a 100 days of post and two reels every day and I will not miss like this 18-year-old kid Jack did and he's

01:10:23 - 01:11:17

GNA do it and you know what happened amongst his friend group they all started doing it interesting so then it became a a contagion he said I'm doing this Challenge and they said I want to do that challenge now he's got a group of peers doing it just like Mr Beast had a group of peers that were publishing videos every day on YouTube trying to learn when you when you make a claim about a future that sounds unrealistic other people are inspired by that and go I don't know if I could do it but can I

01:10:50 - 01:11:51

join you and they're like yeah and that's where you get great teams dude no nothing great was ever created with a real istic goal that's deep period yeah Steve Jobs built the freaking personal computer never done innov real Innovation didn't exist not [ __ ] like databases with a front-end ux like a lot of the web app SAS people today there's no hard science involved this is all like you built a rapper on top of chat GPT calm down there buddy yeah they were literally saying this has never

01:11:20 - 01:12:42

been done before dude I have the poster just got it shipped to my house three days ago The BFG rocket taken off and being caught in the air with steel Chopsticks yeah out of some photographer literally sat with this crazy lens that weighs like or $200,000 lens and took photos of the Rocket taking off separating and coming back and positioning itself into the fraking catch thing and it's a poster with all the different and that to me that's a reminder every day I am I am thinking super small because a dude that was

01:12:01 - 01:13:02

existing in this lifetime that exists right now did that and no person 10 years ago would have said it was possible the smartest people in the world would have said impossible impossible I don't care who you are I don't care how rich you are imposs D can you imagine no person in the history of the world that was saying would say that's possible and he said hold my drink yeah there's there's a story of him uh and I don't know if you've read his book I've read everything he on and

01:12:31 - 01:13:28

he's like at a cocktail potty in the back of the room reading Russian rocket manuscripts and trying to translate it and everyone's like what are you doing he's like I want to go to m and they're like okay everyone just thought he was nuts yeah dude that's it always goes back to like greatness requires you to be misunderstood if you're not misunderstood I would argue you're not doing anything great and there's a court that you have which I love and it's people don't buy your presents they buy

01:12:59 - 01:14:04

your standards oh that one that one really gets people that are like yeah but I have to be involved I'm like no you don't that's not what they bought they bought an outcome that you designed the Tom Clancy book Tom Clancy created a process for writing a military type book that is now Jack was it Jack Ryan or Jack whatever it is the other guy they have this like whole other series that's what they're buying they're buying your standard you know when you buy when you go to to Disneyland and

01:13:32 - 01:14:33

that experience you're buying a standard you're not buying Mickey Mouse right and like I think people they they again they tell themselves these these stories that are not true about what people are buying and you might sell you and that's what they're buying because you sold that when you should sell a methodology so most agencies for example okay because I'm a software guy and my background is in like designing architectures I realized that like I was watching like McKenzie and Bane and all these like BCG

01:14:02 - 01:14:58

all these like top Consulting companies they sell methodologies they sell literally a diagram they say our perspective on the world is X and if you do if you focus on these seven things you will have a better business so if you want to hire us to implement the perspective right the methodology that's what we do and they have 100,000 person teams but that's that's what that's what when they say productized service that's what a productized service is that's what a standard is right you're

01:14:30 - 01:15:28

designing the machine that builds a machine AK Elon Musk right the theorem or the method or the framework that's what that's it yeah like the process not the product what's behind it raw material finished goods ideation execution Revenue like that's so as you come to me you want a brand we have a very unique approach a very unique process the challenge of most agencies they've never codified it they don't give it a name like write the name of it underline all of a sudden became a thing

01:14:59 - 01:15:46

soon as you you got to underline it that's my little rule if you don't underline it's not do matter it's not a handle it needs to be a handle somebody can pick up my philosophy is that if I teach it to you can you teach it to somebody else then you know you have a real methodology The Lean Startup methodology all these things Agile development methodology scrum like I seen it in the software world then applied to business and I think those are the things that's that's IP and

01:15:23 - 01:16:10

that's that's the standard that people are buying not your presence I would agree with that and we're working on that right now for the agency is it's a game changer it's a methodology once you once you show people you have a process for generating consistent results you just elevated your personal the brand of the business because now you're not just like everybody else it's like these creatives you're creatives and you know you can explain how you do it which then

01:15:46 - 01:16:32

makes the buyer feel super confident that they're going to get an output biggest risk is they don't get the thing you got to give it a cool name you got to always a cool name and it has to be aspirational for it's worth it has to be like something that people want not like something they want to avoid what do you think is like the coolest thing you've named product wise uh the rocket demo Builder which is my sales process for selling software the rocket demo Builder yeah that sounds cool it's got a nice

01:16:09 - 01:17:15

mouth feel to Box model every you know introverted Geeks can sell software to anybody a couple concluding questions here how do you want to be remembered Humanity's biggest cheerleader I'm like every everybody's biggest fan I might come across as like harsh and Direct on purpose but I just I see I see potential in everything and everybody I just I just want I just want to be everybody's biggest yeah he May's biggest cheer leader I don't even care if I'm successful but I guess I have to

01:16:44 - 01:17:35

be just so that people take me seriously so that's a funny thing like nobody cares about your story till you win yeah and I almost like decided I have to win just so that people would take me seriously but I care less about winning and more about that people trust what I have to say and it's unfortunate but the messenger does matter the the same words could be said by three different people but the one person can have the credibility and everybody listens to that person yeah someone was asking me

01:17:09 - 01:17:57

about this recently and I was like they they they said to me I have better content than Gary ve and I was like really they're like yeah I'm like they're like I don't get why he has so many views and d d d I'm like cuz he's done [ __ ] dude he's done [ __ ] like what have you done like he runs a 2,000 people AG he has an nft he has this he has that he's like on the board of like freaking Twitter like and he's got consistency over a long period of time which is the

01:17:33 - 01:18:28

hardest thing to build yeah which is right because it's not just the value you teach on social media it's not the words dude it's the weight behind it dude you take my video Hero's video Sanchez's video whoever you consider smart say those words not the same impact dude nobody cares about my words they care because of who I am and what I've done nobody's listen to Alex if if he didn't sell his company yeah other than that he looked like just like every other Jim bro trying to create content

01:18:01 - 01:18:54

talking about business that has no business it's cuz he won that he makes nobody cares about your story until you win why when you meet somebody that you don't know what do you ask what what do you do who is he what has he done yeah they're not telling you hey on Tik Tok the other day he said this right they're going to say no dude when we talked about culture King's guy right it's like Simon bid yeah yeah he's like here's who Simon is here's what he's done I'm like

01:18:27 - 01:19:19

oh cool so then all of a sudden I care cuz the messenger is interesting and I think that's where a lot of people get confused because they're like nobody listens to my thing I'm like you haven't done anything Mr Beast counted to I think it was to a million he did something that was remarkable that people are like well sh dude he must you know he's doing which is crazy he sat there I think for like 16 hours or something ridiculous counted counted to a million yeah nobody cares until you

01:18:53 - 01:19:56

win so go win at anything even counting to a million what's a quote or a mantra that you've carried with you on your journey that you wished everyone listening to this right now would immediately implement the world will show you where you're not free period full stop that's anytime you get upset anxious scared sad it's literally a feedback loop for you to go do the work and I think it's the most beautiful and honest thing and I use it every day multiple times a day like this morning I

01:19:25 - 01:20:15

was like whoa why am I annoyed at my family not annoyed at my family this is so silly why would they not get the best version why is Dan going to get a better version of me than my kids right now let's let's fix that what do I believe about this situation that's causing me to feel this way and those are all like to me it's it's just the awareness and then the probing of where did that come from how old is it is it true what would need to be true for it not to be this way and just like allowing yourself to

01:19:50 - 01:20:42

really play with your mind cuz like the energy you bring into things it's what felt by other people it's actually what creates great work and I don't think people worry enough about their energy like just their Vibe right you're either you don't even have to say people think it's what you say or how you act no it's your Vibe you're either are somebody that people are like I like that guy can't even explain like that that Australian dude with the mullet on that

01:20:16 - 01:21:09

show yeah like dude I'm not GNA hire him but I'd hang out with him yeah you know he looks like a fun dude that he doesn't take himself too seriously yeah you know I guarant I don't know if he's got a m a manager or agent but like get that guy on Tik Tok let him do story time I would agree dude he's gonna he's going to crush you should hit him up let him know that yeah um what's a door that you need to kick in right now to go to the next level and producing media to go top five

01:20:43 - 01:21:39

we actually talked about this morning it's um like a Netflix show interesting yeah I used to be anti anything and then I realize anything streaming because I was like I'm I'm against other people owning my IP because I've been I'm willing to invest in it and build it and all that stuff but I've I've learned that there's different pockets of audiences and there's a YouTube audience there's a t like some people only know me for Tik Tok they don't even know I do

01:21:11 - 01:21:59

YouTube Some people on YouTube don't even know I do Instagram some people on Instagram don't even know I do YouTube and I think there's an audience that watches Netflix that don't really consume like because everybody has their own consumption platform yeah right I like YouTube because I like to curate it I like the shorter form I have my premium version so I can download stuff for flights and whatnot um so I think you know what we're doing at Kings club we don't even know what show format is

01:21:35 - 01:22:35

but there's definitely a future where we have a show on a streamer and maybe multiple like over like again the world is long I'm 44 I want to do this for the rest of my life I want to die empty like that's my philosophy I'm going to die empty literally my last breath I felt like I left it all out there I'd like to live a long life I always say I want to die young late as late as possible possible you know just so as I enjoy life so yeah I think uh that's the door that we got to go learn how to kick in

01:22:05 - 01:22:57

and we just saw Mr Beast do it with Beast games so again I study the greats they're doing it there must be something they know that I don't know I know a few people on Netflix I'll I'll try and make some introductions yeah yeah because I could see that and I think you would crush it yeah we'd have fun very much so well Dan thank you so much for your time we appreciate your team um going out of your way to be here today and I feel moved I feel inspired and there's a tremendous amount I I want

01:22:31 - 01:23:37

to go and try and Conquer after this let's go buddy new friend I appreciate it Dane thank you so much thanks bro yo my name is Dane Walker and I am disgustingly obsessed with branding I had to figure out a way to do branding every single day so I branded myself then I sted my agency rival a vision way and hir the team of branding Mavericks hellbent on creating Brands so good that they'll make your competition their pants so here's the thing you want your brand to go viral and rival makes

01:23:10 - 01:24:02

Brands go viral that's why we're offering you a free 30-minute branding session to get an expert's opinion if you don't believe me the proof is in the pudding here's what clients have to say about rival rival is trusted by Brands like nutrition Warehouse F my bricks and V so if you want to absolutely smoke the competition and make your brand go viral hit the link below and book in your free 30-minute branding session

‍