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V letu 2015 se je Mitja Dolinšek začel ukvarjati z marketingom. Največ časa je bilo posvečenega spletnemu marketingu, še posebej optimizaciji spletnih strani – SEO marketing in marketingu na priljubljenih socialnih omrežjih kot so Twitter, LinkedIn, Facebook ter Instagram.
Marketinška agencija Mitja Dolinšek je že ena najuspešnejših agencij v Sloveniji, hkrati pa ima tudi veliko strank iz drugih delov sveta – še posebej iz Združenih držav Amerike in Dubaja. Na Mitjevem LinkedIn profilu si lahko preberete tudi nekaj pozitivnih izkušenj, ki so jih imele stranke in poslovni partnerji z digitalno marketinško agencijo Dolinšek.
Z ekipo Splet99 smo dobro povezani pri različnih dejavnostih. Najpogostejša je izdelava spletnih strani, zato vam svetujemo, da obiščete splet99.net in si ogledate celotno aktualno ponudbo. Verjetno je najbolj dobičkonosna metoda pridobivanja strank prav optimizacija spletnih strani oziroma SEO optimizacija. Zraven pa sodi tudi grafično oblikovanje, saj je predvsem logotip podjetja izredno pomemben.
Pozdravljeni na mojem blogu. Ta blog ima poseben namen. Čeprav bodo morda datumi zraven raznih člankov na blogu izgledali stari, to ne pomeni, da je celoten članek na kakršen koli način zastarel. Ta blog sem odprl z namenom, da bodo ljudje brali informacije, ki jim bodo dejansko pomagale. Vsak članek je napisan na določeno temo, ki se mi zdi ključnega pomena za vsakega posameznika (le nekaj jih bo specifičnih za moj poklic, starost in spol.)
Večina člankov je prav tako zelo dolgih, saj imajo včasih 5.000, 10.000 ali celo več kot 20.000 besed. To ne pomeni, da jih morate prebrati od začetka do konca v enem kosu. Vzemite si čas ali pa preberite vse skupaj po manjših sklopih. Znanje iz člankov je vzeto iz mnogo različnih knjig, treningov, seminarjev, konferenc, mentorjev in nenazadnje tudi iz lastnih izkušenj. Imel sem že kar nekaj priložnosti, ki so mu omogočile spoznati in vprašati razne strokovnjake za nasvete in mnenja. Kljub temu menim, da bi moral vsak posameznik vedeti vsaj toliko, kot je napisano v mojem članku na tisto temo. To ne pomeni, da pričakujem, da se strinjate z vsemi mojimi nasveti in pogledi na svet, pričakujem pa vsaj malo odprtosti in fleksibilnosti, ki je pomembna, da se naučimo kaj novega.
To znanje so na nek način res samo osnove, po drugi strani pa boste že s 5.000 besed dolgim besedilom na izbrano temo verjetno vedeli več kot 97% ljudi ve o tej temi – tudi v primeru, ko je ta tema zelo pomembna (na primer zdravje ali ravnanje s premoženjem.) Večina ljudi se namreč nikoli ne zanima za pomembne stvari in vedo več o Usodnem vinu, o Slovenija ima talent in o Kim Kardashian, kot pa vedo o financah ali svoji osebnosti. Večina ljudi se prav tako neha učiti po končani šoli ali fakulteti. To je za njih večinoma tudi zadnje okolje, v katerem spoznavajo nove ljudi, nato se vse skupaj kar naenkrat konča. Vse knjige vržejo na kup in se ne želijo več učiti in brati. Seveda se s tem ne strinjam, saj tako zaviramo naše sposobnosti in potencial.
Če imate povprečne standarde in želite živeti kot ostali, potem boste dobili tudi povprečne rezultate. Povprečni rezultati so seveda revščina, depresija, nezadovoljnost, nesamozavest, strah, pomanjkanje prijateljev (vsaj uspešnih), debelost in stres. Svetujem vam, da standarde dvignete kar visoko in naj vaši trenutni prijatelji izberejo, če se vam želijo pridružiti, ali pa bodo ostali tam kjer so. Ne dovolite jim, da vas ovirajo. Postanemo povprečje petih prijateljev s katerimi se družimo največ časa. Zares pazite, kaj spustite v svojo glavo. Če ste trenutno vselej najpametnejša oseba v sobi, potem ste v napačni sobi. Družite se z ljudmi, ob katerih se počutite kar malce nelagodno, saj proti njim niste dosegli še ničesar – naj vas potegnejo na njihov nivo.
Namen teh člankov ni zabava. Mogoče je sem ter tja kakšen del zabaven ali pa je opisana kakšna zabavna zgodbica, vendar je primarni namen učenje in nato uporaba tega znanja. Če namreč tega znanja ne boste uporabili, potem se niste ničesar naučili. Lahko veste vse o zdravju, produktivnosti in poslovnem uspehu, vendar če tega dejansko ne uporabite v resničnem življenju, ne boste prišli daleč. Že kar nekaj časa govorim ljudem okoli sebe, da je učenje sprememba vedenja (“Learning is behavior change), če se torej vaše vedenje ne spremeni, se niste naučili ničesar.
Svetujem vam torej, da začnete s temo, ki vas najbolj veseli. Nato počasi in natančno preberite članek na tisto temo in morda tudi delate svoje zapiske (vaš način učenja je verjetno drugačen od mojega, saj je velika verjetnost, da vas še nisem spoznal in ne poznam vaših učnih navad.) Ko boste slišali uporaben nasvet, ki ga lahko brez težav tudi sami poizkusite, ga nemudoma uporabite. Najbolje da še danes!
Vsi članki so narejeni na način, ki spodbuja praktično uporabo ter karseda najlažje razumevanje vseh konceptov brez zapletene teorije. Sam namreč nisem naredil zdravstvenega faksa, niti ne ekonomskega. To pa ne pomeni, da ne morem razumeti konceptov, ki so pomembni za moj vsakdanjih in jih uporabiti, tako da izboljšam svoje življenje in življenje ljudi okoli mene (ali celo vašega.)
Še dobro da lahko, kot je rekel Isaac Newton, vidimo dlje, ker stojimo na ramenih velikanov. Ni nam treba začeti na začetku. Ker je pred nami živelo tako veliko zares pametnih ljudi, lahko uporabimo njihovo znanje, ne da bi morali ponavljati njihove napake. Ta rek ne velja le za Isaacovo fiziko, velja tudi za naše zdravje, zdravo prehrano, psihologijo ter osebnost, ekonomijo in poslovne vede.
Ker imam na pladnju kar veliko projektov in različnih strank, katerih želje je potrebno dati na prvo mesto (Zum.si ter marketinška agencija Mitja Dolinšek), se trenutno ne morem posvetiti učenju toliko, kolikor bi si to morda želel. Članki in teme verjetno zato ne bodo na to stran prihajale s svetlobno hitrostjo, bodo pa prihajale kakor hitro bom to le zmogel. Seveda se moram vsako temo posebej naučiti sam (v večini primerov brez kakršne koli podlage) in nato priti do nivoja, kjer znam dovolj, da to naučim ostale ljudi ter posledično tudi zveste bralce moje spletne strani. Na vsako temo bo napisan le en članek na blogu, tako da bo vse skupaj na enem mestu. Če se torej naučim še kaj pomembnega, bom to priključil že obstoječemu članku in ga le še poglobil. Zato ne mislite, da so novejši članki zares novejši, saj mogoče dopoljnjujem prejšnje. migliorisitichatporno.com
Če imate morda tudi sami kakšno težavo, ki je nikakor ne morete rešiti ali pa bi morda radi postali boljši na nekem področju, potem me lahko kontaktirate in predlagate različne teme. Lahko se mi tudi pridružite kot strokovnjak na nekem področju in se skupaj poglobimo v željeno tematiko. Vedno sem odprt za nove priložnosti in sodelovanja. Obdan sem z velikim številom uspešnih posameznikov na najrazličnejših področjih, od katerih se lahko naučim kar me zanima. Pomagal sem tudi optimizirati italjanski spletni strani sitidiincontrionline.it. Naša storitev so po novem tudi rabljeni avtomobili oziroma rabljena vozila (dejavnost je ODKUP RABLJENIH VOZIL) ter mizarstvo pri mizarstvu Andrej Svetelj s.p.
Če pa ste sramežljivi in me še niste pripravljeni spoznati, pa vam želim vso srečo in prijetno branje. Upam, da se kmalu kje srečamo.
Če menite, da lahko naše podjetje izboljšate ali pa na kakršenkoli način pripomorete k razvoju naših projektov, uporabite spodaj navedene povezave do družbenih omrežij, telefonsko številko ali elektronsko pošto in stopite v stik z nami. Vseh idej, komentarjev, mnenj in povabil k sodelovanju bomo hvaležni. Obiščite nas na splet99.net in si oglejte še naše ostale storitve – tudi izdelava spletne trgovine je dandanes zelo popularna!
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How Matt Built 6 Businesses & Charged $5000/Hour
1. Sold more than 30,000 items on Amazon (books, TV’s, computers, refrigerators…)
2. Collected over 1,000,000 subscribers (e-mail list)
3. SEO – Search Engine Optimization (Click bank affiliate commissions)
5. Currency Trading – Forex (similar to stock market)
6. Founder of Millionaire Mentor Academy
At 7 years old he had a strong conviction that he wanted to be a CEO.
He started his first business at 13 – there was always someone that guided him.
The difference between a coach and a mentor is that mentor guides you through all aspects of life, while a coach helps you in one specific area.
If you are doing Forex trading, you have to remove all of your emotions, or otherwise you will make rash and emotional decisions that you will regret in the long run.
If you like celebrating your wins, Forex may not be for you, because you will more likely make a mistake when you are in a very positive and happy emotional state.
After that he learned that you can earn 50-75% to sell someone else’s product – Click bank (informational products.) It took him 5 months to make his first $5 commission.
If you look at everything that Matt has gone through from 13 years old, you can understand why he made his first million by the age of 18.
One of the mistakes that he made was not getting mentors soon enough – he had Dan Pena and Tai Lopez, but he would have done it sooner if he got them sooner.
Every successful person had a mentor, find one that made it on his own, and Matt will give you $1000.
This is almost a law – you absolutely have to do it through mentors.
Before getting to a million dollars, an average person goes broke around 3 times (2,7.)
One of Matt’s visions is to make a million millionaires, that is the reason why he didn’t go to Silicon Valley and started a tech company.
Financially, the academy might be a bad decision because you can make a lot more money if you don’t teach others (you make a lot less money with coaching.)
Matt thinks that there are a lot of billionaires, but nobody made a million millionaires before, so the status would be so much greater that way – even if his vision of becoming a billionaire gets postponed.
Your ring finger shows you how much testosterone you have if your index finger is longer you have more estrogen which makes you more nurturing/caring.
Matt is more caring than most of the high achievers.
When the academy was created there were only a few people, now there are around 250 members, but the number is still small enough to have 1 on 1 support.
There are very few people that teach the masses. If you want to make billions, that’s not the business you should be in, but it can get you up to $100,000/month.
Billionaires start big corporations or go to Wall Street, so when you are picking a mentor, you get left with people who haven’t really done as impressive things, or are pretending that they have done them, or people who are caring/having goals that involve you (creating a million millionaires or Dan Pena’s goal to be the most successful coach.)
Most of these coaches will just give you a video course without any 1 on 1 support, while you can talk to Matt every week and send him an e-mail daily.
Millionaire Mentor Academy right now has 20 employees – that number will increase in the future.
It’s Not About the Path You Choose, it’s About Sticking to the One You Chose
Once you make a choice, don’t go back and switch.
You can either get a sales job or create something on your own – if a sales job isn’t at least 3 times better than doing something on your own, don’t do it.
People “hear” that there are no jobs in their country – there are always jobs, you just need to ask a lot more people and be a high achiever at the same time.
One of the challenges that will force you to grow is “1000 calls challenge,” where you have to call 1000 companies and persuade them into giving you an offer to work for them.
Most people want to quit before 1000 calls, but everyone is glad that they kept pushing until the end.
Your emotional account is running low and you think this is too hard for you.
The truth is – making those 1000 calls is easy, it’s just preparation for the real deal!
One of the clients in New York makes 300 cold calls every day.
A lot of people are very tempted to keep switching between businesses and opportunities.
It took Matt 5 months to make his first $5 commission and one year to make $1000/month and he was doing this all the time – he woke up at 5 am and went to bed at midnight. He had a good work ethic!
One of the main reasons why it took him so long was because he couldn’t focus – one month before that he didn’t make almost anything.
Even if it was one of the worst business models that he has tried, it still worked because he was focused!
“It’s better to focus on one average idea, than on 10 best ideas in the whole world!”
When you try to focus on a lot of different things, you won’t get anywhere.
Mark Zuckerberg only focused on Facebook, Bill Gates didn’t do real-estate as a little side thing – he worked every single day on technology.
Matt still gets paid from income streams that he built in the past, he is working just on the academy!
Stick to the decision that you have made – changing it is a mistake.
Social Media Consulting
How to Increase Your Engagement on Social Media?
Even for Tai Lopez it takes 15 experiments before he finds something that’s working – it took him many times to get a Lamborghini commercial that worked.
How many experiments did you do – did you change that image, targeted different demographic groups, redesigned the sales copy, age group…?
For the Academy, most of the good prospects are men under 32 years of age.
When you figure that out – only target these people, otherwise, it takes too much money to get a sale.
Older men get real-estate and expensive car commercials, which means that competition is very high (profit margin is high as well), but Matt doesn’t have a 2-million-dollar product to sell like a real-estate agent has, to make that money back.
Hashtags work pretty well on Instagram, not as good on Facebook, but this won’t make that much of a difference – don’t bother spending a lot of time on that.
“Major in majors and minor in minors!”
Most people do it in reverse – they major in minors and minor in majors.
If you get your price down from $10 to $7 per Facebook like, that’s still incredibly expensive, focus on something that is going to make an amazing impact instead!
Matt pays around 13 cents per Facebook Like – it’s about constant tweaking and experimenting.
His team has done a lot of different experiments about what their audience liked – beautiful houses, cars, attractive women, nice watches…
Focus on testing widely different things to get widely different results – don’t test 10 different watches, instead test a watch with a jet, a car and a house to find these golden nuggets for that market.
How to Major in Majors and Minor in Minors
Focus on that one major thing – going out with friends, watching movies doesn’t matter right now!
The only thing that you need to be doing is figuring out if you can make money doing this, and if you can, how can you do it faster (in this example listing more and more products fast to see what sells.)
Everything else is not as important – making that money from one single sale is a minor problem.
How to Deal with Rejection and What Offer to Choose?
That particular client has done 200 calls out of 1000 and got one offer. By that number people usually get a few offers and that’s OK because people are horrible in the beginning.
Just get through these calls, don’t think about it so much – we are so good at being afraid and then making an excuse about it to justify why we shouldn’t do it.
Once you make these calls you realize that nothing bad happens when you get rejected, just get to another call. It may hurt right now, but eventually, you don’t care anymore.
In this example, the odds are pretty bad – calling 200 companies and not getting anyone to want you.
First of all – finish your calls, you don’t know what else is waiting for you out there.
What matters is that you have to overcome your fear and do it even though you are very bad at it, and though it hurts when you’re being rejected.
Do it daily until you become excellent at it – even if you get an offer, think really hard if you want to take it before finishing these calls. Get to 1000 as fast as possible.
When looking for a sales job look at 3 things:
1. Big Commissions
2. Great Potential
3. Good Training – most important for your learning process
Focus on One Thing at a Time
The reason why you need to have a sales job is to learn the most important part of the business, which is promotion/marketing.
You can get someone else to do everything else for you, but marketing is tricky.
It’s hard to outsource unless that person owns a piece of your business (they care as much as you.)
You have to learn how to juggle one orange at the time (one of 4 P’s of Business.) Once you get comfortable with that – try two. Eventually, you will have to get to all four.
Your main focus is learning how to sell – you are welcome to think about other ideas, but if Matt was in your shoes he would spend the entire time just learning all the persuasion tactics, strategies, and techniques – everything that he could find just to become a complete master at this one thing.
This is far better than thinking that you could do a little side thing once you get home from work (open a small business.) It would just spread your focus and increase your learning curve.
If you’re juggling and it’s not automatic yet (unconscious competence), you have to focus on it, you can’t be looking away and doing something else at the same time.
Do it one thing at the time – use all your will power on this!
AK 47 Configuration, Avoiding Hype Mentality, Your Trick to Walk on Water
Imagine you are waiting in a line at the supermarket and another line opens up – these lines will soon be equal.
When the third line opens up, some of the people that were waiting in these two lines will rush to the third line, and now all three lines will be equally long.
People say – the real money is made in the real-estate business, later they say it’s investing in gold, next week they want to go into the fashion industry, a year later they think it’s all about fast food restaurants, investing in digital currencies, stock market…
What’s the best asset class to be in?
When a new asset class opens up, people will rush there just like they rush to the new line in the supermarket.
If you are waiting in your line for a while, don’t switch now – you were too late and the window is now closed.
There is NO HOLY GRAIL! Usually, the new line/asset class will get even bigger (very dangerous) than the other ones because people are hyped up and always looking for the next new thing!
Replace hype mentality with investor mentality.
Sometimes people make decisions because they “feel a certain way,” they have heard it’s good for them. You need Accurate Knowledge before you make any emotional decision.
If you have $10,000 you only want to buy if intrinsic value is bigger than the price, that’s the only good investment. The asset class here doesn’t matter.
Don’t join something, because everybody else is talking about it.
People want to click a few buttons and make money right now – the question is – do you want to make a few bucks right now (you have to learn techniques) or do you want to make your first million dollars (learn strategies) – the things that you need to do in those two things are completely different.
For making a few thousand dollars you need tactics (you may found out later that it’s not what you really wanted to do), but strategies are what really counts.
Example: knowing how video editing software works (knowing all the buttons to click) is a tactic.
The strategy is that instead of learning the software in detail, you hire someone else to do it, and to figure it all out because the tactics change constantly.
Don’t just know what buttons to push, because the buttons will change – hire a guy who will stay up to date. It’s not enough to know tactics because you’ll constantly have to learn new tactics.
Figure out tactics, specifics on your own, mentor will tell you the rules, principles and strategies.
Matt will teach you how to fish, but you will need to catch that fish by yourself.
Story: priest and the ducks (stones) – mentor could teach you what to do so you would be able to do a magic trick and everyone would be impressed by it – you would be able to “walk on water”, but you would only be able to do it in one specific situation (which may not work for a long time.)
It’s better to know the strategies with which you can create a magic trick in any industry.
You have to be able to “set the trick again in another city”, where you don’t know where the stones are.
Teaching it to others will make you a lot of money (building your own coaching program) Don’t ask people to teach you a magic trick, go deeper than that, make them teach you how to create a new one.
Tolstoy said that every happy family is happy in the same way, but every unhappy family is unhappy in a different way – the same principle applies for companies.
Zero to One (book)
Every trick is different, but the process of creation is the same. If you come up with your own joke, trick… that’s a lot more impressive!
It’s hard to make more than $10,000 with Matt’s e-mail strategy, but because Matt sold that system (in a coaching program) he made almost $200,000/month ($6000/day) – he created that particular trick.
The point is – even if someone could give me a trick for me to copy – I wouldn’t take it if I’m smart. I would much rather figure out how that person came up with that trick!
Why did people lose money in 2008 on real-estate? Hype mentality – everybody was buying.
“You never get what you don’t know!”
If you don’t understand how to hire people, how money works, you will never have money or great employees – it’s as simple as that.
If you want great employees study how Dan Pena or Google hire people.
People don’t want to fire employees because they don’t want to fire such nice people, but that’s not how a business works.
Word “nice” used to mean stupid, politics (poli= many, tics= vicious bloodsuckers).
If you don’t have the accurate knowledge, you’ll never get anywhere.
One of the biggest lessons from Tai Lopez is that people have a black and white mind and if you don’t know who the sucker is, you’re the sucker. Buffet says you only need to get rich once.
If you don’t know something, people can take the advantage of you (if they can, they usually will.)
Don’t get sucked in asking for a magic trick, a pickup line or a technique…
Magic trick here would be getting in the environment where you can find 20 girls and no guys.
In that setting, you would get approached by women instead of the other way around.
If you don’t get money very fast, that’s fine – you need to go through a certain process.
Warren says that you can’t rush with everything.
If you get a woman pregnant right now, you need 9 months to get a kid.
Do everything as long as it’s legal, ethical and moral. “A man can do anything, as long as it is not forever.” You need to take certain sacrifices and grind it out for a few years until you make enough money that you don’t have to work anymore (if you don’t want to.)
Having more than $70,000/year doesn’t raise happiness – you need to find it in other ways.
Don’t be the sucker who wants a few thousand dollars, be the guy who makes millions.
Get ready for difficult times, it’s not easy – but it gets easier.
“It’s OK to talk about it quitting, as long as you don’t quit.”
If I don’t quit, I’ll hug Matt one day and thank him.
Getting accurate knowledge is level one, then you get tested judgment as level two and level three is when you have courage in action – knowing it will work for sure because you have already done it.
I am here to make millions of dollars, it will be hard, but I’m in the top 1%.
1. What is an example of a time that you fell for the hype mentality before you gained
2. What are you going to do, to start creating your own personal magic trick?
3. What are two ways that you are going to apply accurate knowledge today?
Weekly & Daily Reports
When you get out of your comfort zone, a lot of you want to quit.
Also, a lot of people say that they don’t mind direct criticism, which is hard to believe at this point (maybe if you’re 30-40 years old.)
Matt has to be creative about telling someone that he’s idea is terrible or that he’s lazy – calling him our usually results in him wanting to quit, so there must be a balance.
Matt isn’t big on appraisals if he doesn’t criticize it usually means you’re doing a good job, unless he’s just waiting on purpose and then criticize you directly to prove to you that you actually don’t like it!
This is the basic structure of how daily & weekly reports should look like:
At the top of each report INCLUDE THE FOLLOWING:
Matt is now getting over 100 reports/day, so make sure you include this information to make it easier for him to figure out who he is talking to.
1. Achievements – you take the goals from the previous day, and you list all of them here. If something has not been achieved – you write down NOT DONE next to that goal. The more detailed you are with your accomplishments, the better. Try to include your whole daily routine (when you wake up, when do you go to work, how much time do you spend doing academy/business related work, which exact videos of the academy have you been watching)
If you don’t finish something don’t try to hide it, be a man and tell him the truth!
Set yourself higher daily goals that will challenge you – don’t just watch 2 videos.
2. Goals for tomorrow- again, the more detailed you are the more likely you are to follow through with your goals. You can either divide them with exact time frames (for eg. tasks you need to do until 12am, tasks you need to do until 6pm, tasks you need to do until 11pm) or just state very specific goals to have a basic outline of the day.
3. Concerns/problems- This is one of the more important parts of the daily reports, you should state challenges/problems even if you found a solution to it, so I can see if you chose the right way to go about it, or maybe give some suggestions on how to better tackle it next time. Feel free to include big essays of how you feel here. There is no word limit. The more the better.
Share your doubts/concerns with your mentor only! Don’t bother other people. If there are no doubts and reports are very short there is a big chance that you are being lazy, comfortable and complacent which will get you the opposite of what you want!
4. Questions- ask the questions that you can’t find answers to yourself :). When you ask a question – ALWAYS write down what you think my answer is going to be to that question. A few things will happen – you will save my time because you will often know the answer and you will train yourself to think like I do.
In most cases you already know the answer to that question, but if you write down what you think Matt thinks, ask as many relevant questions as you want!
5. Self-assessment- it should be on a scale from 1 to 100 and it should represent how much of the time that you had during the day you spent being productive.
Overall, you should remember that Daily reports are for you to stay accountable, there are a lot of you, so I can’t give you full on essay type answers if you want to get more detailed answers ask those questions on the Hangout 🙂
If you have the same concerns/problems over and over, or you don’t have any questions that typically means that you aren’t working which will NOT be tolerated!
Send 6 daily reports and one weekly report on Sunday (these will take you more time.)
Daily reports are great for your day to day productivity, but vision gets lost, that’s why we also write weekly reports, to see where we are at a week later.
At the top of each report INCLUDE THE FOLLOWING:
18-month goal: – you can write as much as you want, the more details you include, the easier will be for Matt to work with you.
1. Academy/business related weekly achievements – please list all of the goals set for the week from the last report. If you haven’t accomplished a certain goal, write down NOT DONE right next to it, so that I can clearly see that. the weekly goals have you achieved, what are your results so far. Feel free to elaborate – what have you done that is academy/business based…
Be fair with yourself and Matt – list what you haven’t completed as well.
2. you have done differently that week, how will you improve next week?
3. Goals for the next week.
4. 30 day/monthly goals – write down your goals for the next 30 days, you will need to keep updating this weekly (if you had a session with me write down the goals we discussed, if you haven’t yet, write down what you want your monthly goals to be). It can include financial, personal, business/academy related goals.
Always thinking in advance.
5. Strategy (action plan) on how you will achieve your monthly goals – what steps you will take to get your monthly goals, what daily tasks you need to include.
6. How much of the goals have you already achieved? – this will be more important when writing your second, third, … Sunday report, to see how far have you gone with your action plan, did your daily goals contribute to achieving your monthly goals or do you need to change them.
7. Questions – this is the part where you can expect more detailed answers from me.
8. Feedback about the academy and your general thoughts about how happy you are so far. Also, rate your experience with the academy so far on a scale from 1 to 100.
Keep in mind, that due to the time difference and the time it takes to answer these Sunday reports, you might receive the answer later than usual 🙂
You have to do something exceptional to receive an appraisal from Matt.
One of the clients did 1000 cold calls to companies, and that’s great – getting a lot of job offers.
If you’re one of the people who writes that his self-assessment is high, doesn’t have questions/concerns/fears/doubts, sets the Academy’s feedback to 100 and then asks for a refund or all of the sudden criticizes someone and has a ton of complains you are NOT mature enough!
Everyone is welcome to make a testimonial, even multiple ones to show the progress that individual has made over a certain period of time.
1. How much will you benefit from the daily reports and the weekly reports?
2. Will you try to keep your reports short and straight to the point, or will you elaborate?
3. What was the case when you were not held accountable, but if you would have been held accountable, you would have succeeded?
Daily Reports, Stages to Become a Millionaire, 4 Ps, Persuasion and Selling
50% of clients should start their own business, the other 50% should learn how to sell first.
For a business, you need to juggle 4Ps (Product, Pricing, Promotion, and placement.)
It’s easier to find somebody to build a product, it’s much harder to find someone who’s good at persuasion – they usually already have something going on.
If you had to pick one – pick promotion/marketing.
The best people aren’t looking for a job, they are already doing something else.
In the first stage of the Academy, you will learn all about perception while stage two is devoted to mastering marketing and persuasion.
If you can’t convert cold traffic into clients, you’ll never get millions – it will never be consistent.
There are different personality types (P.A.S.E. System) – successful people are well balanced.
Long reports done by action people could mean they’re procrastinating, while getting long reports from practical people might be a good sign that they are doing big things.
In most cases action people are more socially oriented, while practical are more emotional. Generally speaking, your reports should be longer (action + social oriented people make shorter reports than practical + emotional.) Be careful about keeping things to yourself, because your mentors won’t know what you are thinking about, and will not be able to help you.
The first step is to identify personality type of the person you are dealing with.
You will learn more about these 4 personality types in later lectures.
Practical people will take longer, but they will be very consistent with what they do.
It’s usually harder to determine your personality type and easy to talk about other people’s personality.
Learn how to sell as soon as possible!
Matt tried to first learn all the legal things, instead, you should focus on the 4 P’s of Business (master them one at the time starting with Promotion as we said before…)
You can learn more about marketing in 2-3 months of intense practicing, then you did in your entire life.
Then once you start your own business, you will see that the only thing that matters are results. You can work for countless hours, but if there are no sales, there won’t be no payment, that’s the difference between being an employee and being an entrepreneur.
Do something that has a potential of making at least $10,000/month – insurance, sales…
Imagine who you want to be in sales, not who you are – act as if.
Only sell the products that you really believe in – sales will come easier that way as well.
Matt’s mistake was postponing how to sell – once you have that skill and you get some money, you can start your own business and reap higher rewards.
The last person you want to share your doubts with is your girlfriend and your family, share them with your mentor instead.
Being good in dating can help you be better in sales – these people are more charismatic, self-confident and easily get attention.
Shyness can be changed easily, don’t worry about that.
The grandmasters of sales are so good that you can’t really see what they’re doing, they are so subtle, but they get the best results.
Unless you are dealing with action people, avoid pushing them – they don’t like it.
Of course, if you really master persuasion, this can be done in a way where they don’t realize they are being pushed, and they will still do what you wanted them to do.
Peer pressure works well with almost everyone – if they see a lot of other people (especially the ones they know on a personal level) do or buy something, they are much more likely to do or buy that themselves – this works especially well with social people.
We already realize that certain people are very outgoing, while others are caring, but P.A.S.E. System makes it easier for us to label them and put them in a category with that specific word.
Usually, it takes a lot longer for shy introverted people (much more logical, think through everything and know exactly what they did) to go from bad to good in terms of communication, but once they reach that level they go from good to exceptional very fast.
Confident extroverted (just go with it and do it, but they don’t know how they did it) people go from bad to good very fast, but they take longer to go from good to exceptional.
Introverted people then know when they are using urgency bias, or association bias on someone and that conscious understanding will take them to the exceptional level fast while extroverted people unconsciously did everything already, but they don’t understand it and they can’t use these things consciously.
Do You Know That You Have a Problem?
“What kills you are the unknown unknowns” – you don’t know that you don’t know, if you know you’re not good at sales –that is good, because you are aware of your situation and will improve it.
It’s hard to look outside your little circle and really see your situation objectively.
From zero to one (book)
The most used sentence (that’s not really thinking outside the box) is “thinking outside the box,” because it gets used so much that it lost its creativity and innovation.
Frog in a boiling water (if you put a frog in a bowl and very slowly heat the water, that frog won’t just jump out like it would if you would throw the frog in the boiling water… it happens too slowly for the frog to realize what is going on) – you may think that you’re doing well (making some money), but then you will meet a person that’s making millions or even billions of dollars and realize that your goals were too small, and like that frog the life slowly killed your big ambitions.
Matt was thinking that he is doing fantastic, then he heard about G who made 40 million dollars by the age of 18.
This is a problem you didn’t even know you had, thinking you’re successful for your age.
Most of the things Matt says I should do, I won’t want to do, because they are out of my comfort zone – it will take more time this way… but when Matt tries to tell people everything directly, they get their feelings hurt.
You have to be tougher than that and realize that whatever you’re doing now isn’t good enough – you should aspire to do more, and do it faster!
Don’t stay in the water that is getting hotter! Staying in relationships that don’t work, jobs, negative friends… you can start minimizing time with these people from now on.
Just like you can’t say “let’s go to bed” on the first date after 5 minutes, a mentor has to be indirect to tell everyone what they should be doing, unfortunately that’s how time really gets wasted. You can be more direct with action people, but emotional people tend to get offended and hurt much sooner and that leads to bad results because they might quit or at least take less action.
It’s hard to teach something if people disagree with it, even if you’re right.
“What is the thing that you think is true, but most people disagree with it?”
(one of very good question to ask people that Peter Theil came up with.)
“I’m having a problem Dan” – solve it and tell me how you fixed it!
“What is something you have been doing for a long time that you should stop doing?”
There are a lot of things we think we’re good at, but later turns out we’re not.
6 core human needs – love, significance, certainty, uncertainty, contribution, and growth.
Most important one to Matt was love, and he filled it by being an overachiever.
At math camp, Matt challenged another child to an IQ test thinking he will beat him by 30 points, instead, Matt was beaten by 30 points.
Now he realizes he should be humble – he is smarter than most people, but not the smartest.
Until then he thought he was better than others, and just like Matt had a wrong conviction, you can have a problem and not even know about it (being unaware of it is the worst that can happen because you can’t fix it and work on it.)
It’s worse to be too selfish (arrogant, self-centered), but if you’re too kind people will want to take advantage of you.
1. What is an area that you think you are making progress but you’re not doing as much as you could be doing?
2. What important truth do very few people agree with you on?
3. What is something that you have been putting up with for a long time, that you should
get away from/stop doing?
What Is Winning to You
Before you try to achieve something, clearly understand what winning means to you, what do you want from life?
It means different things to other people – it means “no regrets” to Dan Pena, it means “having the good life (Health, Wealth, Love and Happiness)” to Tai Lopez.
It might be connecting on a deep level with a lot of people, maybe having a muscular body, girls…
Dan wanted Matt to focus just on business, but that’s not what he wants.
Don’t be one of those miserable multimillionaires (hedge fund managers that don’t have any time or high quality lifestyle.) Is that really what you want, or do you want Tai’s good life?
“When values are clear, decisions are easy”- spend some time pondering on that.
If you’re younger than 25 you can copy Matt, if you are older than 35 you probably don’t want to copy someone else’s value at that age.
The road to financial freedom (German book.)
Matt went to see that author’s mentor (Dan Pena instead of Bodo.)
Go to the master’s master instead of going to the master – learn from the best.
“It doesn’t matter if you run faster, if you don’t know where you’re running.”
Are you running towards something that you like? Matt didn’t want to retire at 17.
When you achieve the goal that you wanted, you may realize you didn’t wanted that at all.
If you’re young that’s OK, because you can set yourself a different goal, but if you hit your goal when you’re 80 years old, you will realize that you may have wasted your entire life pursuing something that you didn’t want – that’s a bad feeling to have.
Don’t wait your whole life for something you may not even want – get it as soon as possible.
1. What is your pinpoint definition of winning to you? (Spend a good amount of time
thinking about this)
My Most Successful Clients Do It Differently – Be Creative
What will solve world’s greatest problems? Creativity (it will solve poverty, political problems…)
People that follow Matt step by step usually make progress faster, but after a couple 1000$/ month they stop progressing, because they’re on their own after that.
People with mind blowing results were often more creative – connecting dots, changing things around… Even Matt was surprised when those people innovated and made things even better, they stood out!
Be first, if you’re not the first, be different. I’m not the first doing this, so I will catch attention with innovation and by being different.
Matt had 4 different threads at the same time to catch people’s attention (Warrior Forum.) He was advertising everywhere – forums, posts… he became a local celebrity!
“If you want to pee in the tall grass with big guys, you need to do something differently.”
Don’t be different in a completely new field, but be the last mover, like Facebook (Mark is now one of the wealthiest people in the world) after Myspace.
First social media websites were not successful.
The everything store (book)
Jeff Bezos’s Amazon is one of the friendliest sites for customers.
Costumer comes first – create as little friction as possible, 1 button to buy on Amazon, it’s all automated, good customer service, refunds…
One of the selling modalities is availability – be everywhere.
Use one traffic source to know everything about it.
You don’t know that you will be the last mover, but if you’re focused on 5 different traffic sources there’s almost no chance for you to get all that insider information.
You can only do a certain amount of things.
Dan Pena planned the whole week – he knew what he was going to do every minute, but even Dan admits that he was wrong. That’s why it’s better to focus just on one thing.
1. What are two ways you can increase your creativity?
2. How are you going to be different to get to the next level?
3. What is one way you can increase your chances of being the “last mover.”
Shorten Your Learning Curve by 10 years- Mentors
Everybody who achieved something worth mentioning had a mentor – Albert Einstein, Tai Lopez, Dan Pena, Alexander the Great, Aristotle, Socrates…
If there’s one secret, then that is getting a mentor who teaches you all the secrets.
Matt was taught how to talk, record videos, and how to put together a business that makes $10,000/month even if he only worked for 4 hours/month.
Dan Pena taught Matt the power of accountability and daily reports, Tai Lopez taught him all about social media and how to talk and behave – analyze yourself and improve daily.
The Experiment about cutting the line – when a person would say the word “because” he would be more likely allowed to cut the line, even if his reason didn’t make that much sense.
You want to have one person who you copy everything blindly from, but you can have other people that can coach you in very specific areas in your life.
If you can make them see themselves in you and if you then ask them to be your mentor, they will usually agree. Gifts help as well if they’re special – the book “Your first 100 million” by Dan Pena that is very rear and expensive.
(make sure you put your phone in airplane mode when you record videos, so nobody calls you)
Do a 30-day video challenge – record a 10-minute video every day, review it to improve (take notes) and then record it again to see the progress.
Count in the cost of not doing it – “if you think education is expensive, try ignorance.”
Domino/snowball effect – if you take a lot of little things, you’ll get a huge thing – it would cost Matt more than 1 million dollars just that year if he wouldn’t have Tai as a mentor (going from $2000/day to $6000/day.)
It takes 67 dominos if every next one is 50% bigger than the previous one to reach the moon! That’s the Lollapalooza effect.
Pick mentors with which you have something more in common than just business – the good life, cars…
The best way to learn is by osmosis, by being around mentors. It’s not just about listening to lectures of other people, even just hanging around next to them helps dramatically.
3 things that people most often regret:
You can fix the first two by having the right mentors.
When you walk into the office you can just “smell” work, in different environments, you’re drawn to do different things.
The plane spends 99% adjusting.
The upside of your downside (book)
People want to experience love the most and want to get rid of regret the most.
You will get up to date knowledge here – if the video is still in the academy, then it’s still relevant.
1. What are 3 of your “dream” mentors and why?
2. How are you going to get a mentor? (other than Matt)
3. Who are you going to blindly copy without question of what they do?
You are not a quitter, right?
QUITTERS NEVER WIN, AND WINNERS NEVER QUIT!
“Some of you asked me to be super direct with you… because you want to see what it’s like to have Dan Pena on your ass. You ask and I serve you. Make sure you watch the video above and read everything below.
I’ll start by saying it’s quite disappointing when a member who has been hand selected by us and has the privilege to be a part of My First Million Mentor Academy comes back and says it’s really hard and is doubting himself and is unsure if he/she can do this anymore, because they are going through a tough time in life.
While some of you may be crying about your personal struggles I want you to think about the struggles people like Steve Jobs (he was fired from the company he founded!), Bill Gates (infinite lawsuits in early 2000s!), Dan Pena (he’s been financially dead multiple times!), Donald Trump (was $9,200,000,000 in debt – NOW THAT’S WHAT YOU CALL A MOTHERFUCKING PROBLEM) or even I myself had – I lost close to half a million dollars once (OUCH!)
Do you think it was easy to make my first million at 18 years old – can you imagine the type of struggles I had to accomplish this? To tell you the truth, if I knew how hard it was going to be, perhaps I would have never even started.
I would have never believed you if you told me I will get my merchant accounts frozen… because I’ll be making too much money too fast (sounds unreal even to this day, lol)
Remember, Dan Pena says – if we were at war, we would all be dead. Would you be dead? I know I have the hustle to survive and I try my best every day. How about you?
Smooth seas do not make skillful sailors – ONLY ROUGH SEAS DO. You guys were given this opportunity to work with us because of your vision to create wealth by having a successful business – WAS THAT ALL A BUNCH OF BULLSHIT YOU FED US JUST TO GET INTO OUR ACADEMY?
Are these the same lies you feed yourself every day to make yourself feel good but when the going gets tough you run for comfort?
For the love of God, it’s time to man up and do what it takes, whether times get good or bad and stick with your business, your vision of being successful and make BIG things happen. We are providing you with a solid foundation to help you achieve success. Are you just going to continue to sit there and keep reading other people’s success stories, isn’t it time to write your own?
It doesn’t matter what you’re going through there’s no excuse good enough to give up.
How you handle a challenge is what defines you. Nothing comes easy. And why do you want it to be easy? It’s through challenging times that we have the opportunity to grow.
So stop prancing around like ballerinas and take yourselves seriously. Inspiration is for amateurs; Success is for Doers. Do something about your problems, find solutions, ask us for solutions – but DO NOT COME TO ME and tell us you want to quit because you’re going through a personal struggle.
Unless you’re on your death bed we expect each and every one of you to keep hustling. Stay courageous – face those challenges with a smile and ask that challenge “Is that all you got?”. Believe in yourself because we fucking believed in you and that’s why we accepted you into the academy to begin with. Be men and women of your word – it’s time to honor everything you promised us before you got accepted into the academy.”
Who Are Your Heroes?
“Very often being perfect means being imperfect” (YouTube, Internet not working properly, no testimonials), but Matt still did a great webinar.
When you think things aren’t perfect, you tend to postpone them instead of doing them right away!
Fundamentals aren’t just the most important thing, they are the only thing!
In every single business there’s a breakthrough – so if Matt was missing on all these things earlier, what are he and I missing now? Think about it!
“There is not a single quality that I can’t copy” – make a list of 5 people that you admire and all the qualities that you admire about them (Dan could work 3 days without rest.)
Pick one person that you will blindly copy and copy all the areas – pay attention to everything that person does.
The way he walks, talks, laughs, works out…
For example Matt copies Tai – holds his glasses the same way, says “All right” in the beginning of each video…
Charlie suggest you should list all the things that won’t be an answer to your problem.
The other part of your homework is picking 5 people you don’t want to be and their qualities.
Don’t pay attention to the flaws at the moment, everyone has them – when picking the people that you admire, focus on their positive qualities.
Don’t get influenced by other people – make sure you pick people that define winning for you.
Think carefully about this – it should take a few hours or days to do.
Matt chose Elon Musk, who is the only person that started 3 companies that are worth over a billion dollars, Warren Buffet who is the wealthiest investor and Bill Gates, the founder of Microsoft.
1. What Person are you going to copy verbatim?
2. Why did you choose this person?
3. Who is a person that you would never want to be?
Do You Have Anything to Look Forward to?
A lot of people think that they can’t keep doing this because they lose a lot of their motivation when something unpleasant happens to them.
Rewards work very well. Matt uses long-term rewards that he looks forward to.
“What would I look forward to?”
Bullsh*t happens, and it can be hard sometimes to pick ourselves up and continue to go forward.
This can help you – if you want to have 10 cars, a big castle or a jet that’s great.
Short-term rewards work very well to get us into the habit of doing something, but then when we prove to ourselves that we can do it and keep up with our busy exciting schedule, we need something more long-term. Set long-term goals and rewards.
These two things can be the same thing – reaching 1 million Instagram followers is a goal and a reward at the same time. Matt reads his goals daily, also use them for affirmations.
You have the control, choices, options – most people feel like they are going through the living hell when the grind it out and do whatever it takes to reach their goals and when they get discouraged it’s typically because they have nothing to look forward to which is connected to the feeling of having no control – which is false, you have all the control.
You don’t have to go to work tomorrow, the control is yours, there will be consequences, but that doesn’t mean that you are being forced into certain situations.
“If you could achieve anything in the world, what would you look forward to getting for yourself?”
This is what Matt combines with his daily affirmations, sometimes when he’s meditating and it’s one of the ways that he uses to keep himself motivated.
1. Under ideal circumstances, if you could get anything you wanted, do anything you wanted, with any people in the world that you wanted, what would you look forward to doing, having, or who would you look forward to being with, spending time together?
Come up with as many answers as you can and then you can easily create lots of goals and rewards.
Course #1 – This Will Make You Millions – FUNDAMENTALS
The Most Important Video You Will Ever Watch About Motivation & Success Period
This will be the most comprehensive and detailed video about understanding your motivation, how to set your goals and achieve them.
90% of success is about knowing how to motivate yourself – not needing anything/anybody else to motivate you.
PASE System – first of all figure out what you are not.
• If you don’t like starting something new, you are not action oriented.
• If you don’t like formality and often don’t following through, you are not practical
• If you hate chit chat, you are not social
• If you get sick of people, while someone else is caring in that situation, you are not emotional (don’t like asking people if they are okay, don’t really want to change the world or do something extremely meaningful…)
If you have a lot of trouble figuring out what you are not out of those 4, you may be well balanced – leaders are typically well balanced, but that usually takes a lot of intentional work.
Main Types of Human Attachment:
• Anxious – more intimate in relationships, like hugging more, holding hands, always wanting to be in a relationship, being needy, being worried if the other person doesn’t call for two days, can’t get over their ex for a long time (25% of the population)
• Secure – if you are single and you think – “it’s nothing wrong with me, I just didn’t find the right person yet, it will happen naturally, don’t worry about it” (50% of the population)
• Avoidant – very independent, they don’t want to be attached to anybody, unlike anxious people who always want to rely on someone, they are not afraid of being alone, when being with someone they will be thinking about all the other things that they want to do, the minute they break up they lose feelings for that person (22% of the population)
• Anxious/avoidant – the worst of both categories, pretty hard to figure this out, Matt is probably in this category (3% of the population)
This is easier to figure out for yourself.
A lot of it comes from your early childhood – hopefully you are able to remember it.
Anxious children cry when their mom goes into the other room, secure children are upset, but don’t cry for hours like anxious children do (until she comes back) and avoidant children don’t really care – they probably don’t even cry.
Most people don’t change, but intentional work can result in changing this category.
Anxious and secure people will seem boring and will probably be practical, avoidant are typically adventurous, so they are mostly action oriented.
Anxious/avoidant don’t look like they are emotional, but deep inside they are (and at the same time they will be action oriented.)
Now we know what we are not (PASE) and what we are (Attachments – PASE.)
6 Core Human needs:
• Certainty – probably practical
• Uncertainty – action oriented don’t mind it and like variety
• Love – emotional
• Significance – be cautious here, if you want to be significant, but hate uncertainty you are probably emotional (wanting to be significant to make sure that people will love you.)
If on the other hand you don’t mind uncertainty, you are most likely social.
You MUST meet these 4 needs.
People will do anything to meet them, even drugs and destroying themselves, while the bottom two needs are there for you to be happy.
• Contribution – to be happy, probably social or emotional
• Growth – to be fulfilled, if you feel like you’re dying when you’re not growing, you are action oriented
When you clearly know where you are on the P.A.S.E. system, we can figure out your core human needs and find out what exactly motivates you!
Nobody is 100% of something and 0% of everything else, that’s why you have to start by telling what you are not (or what you are least of.)
Then assign percentages to each of those – for P.A.S.E. System
4 M’s of Motivation
• Money – Practical, also Action, but not as much. Action people like it because you can do things quicker with more money, you don’t have to wait. Social people usually don’t care about it, and if an Emotional person doesn’t have it, it will be an incredible motivator, but people will never know about it. But only until they reach a comfortable level. After that the motivation stops.
Most arguments that lead to divorce happen because of money.
• Mating – Social people want Sex, Emotional want Love, Practical/Action don’t care as much.
• Mastery/status – Practical care about it, Social people will do a lot for status, for Emotional people, status is de-motivator, action people don’t care as much.
• Meaning/movement – action people don’t care about meaning, but they have to constantly be moving/doing something, for Emotional people meaning is REALLY important (you always want to explain why something happens to them), Practical/Social don’t care about it as much.
Matt is 30% Practical, 30% Action, 25% Social and 15% Emotional.
Likes Certainty, doesn’t mind Uncertainty, is a sucker for Love, needs to be Significant, absolutely needs Contribution and ABSOLUTELY needs Growth.
We already mentioned that he is Anxious/avoidant.
Figure it out for yourself, then also do 4 M’s of Motivation – set percentages.
This is a lot more important than setting goals.
For example – Matt is 30% practical (we add 30 points to money), 30% action (they don’t care as much, so we divide it by two – 15 points) and 15% for emotional (times 2, because they are emotional.)
Matt gets 75 points for money.
Realize that for an emotional person everything matters more than for anyone else. They attach meaning to a suit, shoes, car… For emotional person multiply points by two.
Money is crucial to emotional people until they don’t have enough of it – in most countries around $70,000/year. Once they reach that point, money is no longer a motivator.
Matt has enough money to live until he dies with it with this lifestyle unless somebody steals it, so even if he’s emotional, he won’t add that to 4 M’s of Motivation (so that example was wrong.) If he wouldn’t have enough, double that number like we did in the example.
The same way double Social points for Status and double Emotional for Meaning.
If you study Matt you will see that his #1 motivator is actually Status, #2 is Meaning, #3 is Mating and the least important at this point is money (but it used to be the most important.)
Anything that promises less than $100k/month would not matter, anything above 1 million would start to motivate him.
Once you calculate your points for 4 M’s add them up.
Then you have to decide for each of those 4 – how much you want them right now on a scale from -100 (being a huge de-motivator) to 100 (huge motivator.)
For Matt: 45*0% (money)+ 55*90% (mating)+ 65*90% (status)+ 60*90% (meaning) = 162.
Matt could in total be motivated: 45+55+65+60= 255.
Divide 162 with 255 to calculate percentages of that – 72%.
To improve his motivation, Matt would have to find something that makes him more money.
To calculate how much a certain metric is more important to you than another just divide them with each other (45/55.)
Whenever you go into a business look at these metrics – look at your motivation behind it.
Now that we figured out all of this, we can set goals (spend 90% of your time on previous exercises and 10% on this.)
• Lifetime goals
It’s pretty much impossible to predict anything beyond 18 months. Make them aligned with your motivation.
Make your list of goals clear – instead of writing “read more,” write “read 50 books in one year.”
Be extremely specific with them, plan out everything so everyone who would read that list would understand every single thing clearly (like it would be written for somebody else.)
Attach rewards with your goals. Give yourself bigger rewards for your long-term goals. Reward has to be specific as well, know your reward before you even start on your goal.
Your motivation will change if you made progress, that’s why you need to do the exercise at least once every year.
Matt has 2 tasks that he does every day – reads his affirmations and creates a to-do list for the next day.
He also meditates and thinks for 1 hour/week – it doesn’t matter which day as long as he does it that week (weekly goal.) Same goes for looking at your financial situation and working on a strategy.
He reads one book per week.
Quarterly looks at his goals.
Yearly evaluates his personality type and determines what he wants – resets his goals.
You should look at your financials Monthly, Quarterly and Yearly.
Lifetime goals can change as well – you may want to be an actor, your primary motivation is money, and there are a lot easier ways to make a lot of money, so you change your goal.
What works for Matt may not work for you – be careful about asking for advice when someone doesn’t understand you and when that person is motivated by different things.
This is the most important thing that you absolutely have to do right!
4 Cornerstones of Success
Master Fundamentals Part 1
Take a long walk with a specific topic on your mind. Doing something physical helps you with ideas. You get your thinking out, so you can fall asleep easier.
Never be afraid of studying fundamentals.
Every successful person studies fundamentals and successful companies are built on those.
Examples: copywriting, elements of urgency, focusing on benefits instead of features, going after people emotionally, not logically (also logically sometimes).
Make the logical case first (before emotional) – if somebody puts hamburger in front of you, and you begin to rationalize and say that it’s better to eat junk food then to be hungry and eat it, you will have buyer’s remorse.
If you were given a lecture before you saw it, and they told you that hamburger is good for you, you will eat it, feel healthy (logical case was made before emotional); people usually do similar when buying a very expensive product and then they ask: “What the hell have I just done?” You can avoid that by making a very strong logical case before making a person to buy.
People will not be as happy if you don’t explain, and they just buy on emotions and cognitive biases, your clients will get buyer’s remorse; get the main elements right, instead of focusing on little techniques.
Big things; which type your prospect is (logical, social, emotional or action oriented)- that’s before the advanced stuff, you can get everything right, but not doing it in the right time, which will bring the same results as not doing anything right or not doing anything at all.
Matt was trading on Forex (more leverage)- sometimes not doing anything is the best thing.
A lot of people make 1000$/day, then they focus on girls (19), or go on vacations (40) and when they come back, things change, they lost momentum, and they’re not doing like they used to- they felt entitled to success.
To make sure that doesn’t happen, spend the whole week on foundations.
Donald Trump knew a guy that sold a hundred-million-dollar business, got married, spent a few years on a private island, then bought that business back and went bankrupt. When Trump asked him what happened he said: “I lost momentum.”
Gaining momentum when you’re at bottom is not that hard, because your only way is up and you’re forced, but once you got a little taste of success and you see some money in the bank, you think it will last forever, so you take a break. You thought you made it, and now getting back is hard.
Dan Pena said he doesn’t want passive income streams because he’s afraid he would stop working. If he said that, what should you be doing?
Get passive income stream idea out of your head. “To retire is to expire”, if you keep working you’ll live until you’re at least 90, when you stop you won’t be healthy anymore.
4 Core Principles/ Corner Stones- work on them every day
Changeability; know yourself (test yourself); personality tests (Mayer Brake)- these tests may not be the most accurate, but they’re the most we have right now; and there is no right or wrong, there’s just more and less accurate. To manage yourself, you have to know yourself.
It’s not the holy grail, but it’s more accurate than anything different out there.
Be willing to change (fear stops them), it’s simple to understand intellectually, but hard to do it emotionally (be stronger in that area).
False Expectations Appearing Real; in ancient world it made a lot of sense to be afraid; our brain is perfect for the world that doesn’t exist anymore (know how the brain works, using logic will not be as effective).
I will have no competition- use it to my advantage, don’t let fear stop me (nobody knows this, even if they don’t they don’t do it). Do what you fear the most. Change requires a lot of energy, and ancient brain thinks there’s no food out there, so it saves energy, fear kicks in to make sure I don’t change. I will need to work a lot. I will need to make some changes.
Hyper Awareness; when people around me are going to parties, drinking bear, Coca-Cola, going to the same old job every single day, want the same thing, they don’t see what they’re doing to themselves, so when an opportunity comes along, they neglect it, because they don’t even think they have a chance.
Rich people are aware, they will read everything, every word in the contract. They also break everything down (how people walk, talk, asking questions you say yes to; likability…)
They control the room, the energy when they talk, they speak fast, then slow down to make a clear point and control it.
The guys who didn’t go to college have higher net worth on richest people’s list (+30%). Train yourself to break down everything other people do (sometimes there’s no reason they do something), the things that you do right will lift so high, that the things you do wrong won’t hurt you that much. Conventional wisdom is almost always wrong. Not everything that Matt does should apply to me (breaking down how someone starts videos, presents themselves…)
The way Matt thinks got him to where he is, so don’t use too much of “my common sense.”
Even if you don’t think about it, and just blindly to the exact opposite of what conventional wisdom tells you to do, you’re going to do better than most people – don’t be afraid of that.
Humility of action; “I’m not that smart.”, but if you ask them how much they work on education (seminars, trying to get 1 mentor, 2 books, no new connections)- Maybe you’re not a genius, but you’re acting like one (arrogant, not learning more.)
Get more education, but don’t learn to check as many things off list, instead learn from reading, it’s better to read less and make a lot of money from it, than just reading a book a day and not learning anything from it (how much information you remember, comprehend and make it instinctual.)
Just like Dalai lama said, there are 3 levels of learning:
1. Hearing/reading it
2. Understanding/comprehending it
3. Making it instinctual!
Not just hearing Matt say you need to be more aware, and not just understanding it on an intellectual level, but also doing it every single day, so it actually benefits you.
Will Power (read that book), set priorities and purpose right, don’t try to save every minute while wasting years (not knowing where you’re running).
When you feel tempted to do something else, you do something instead and write it down (even small things; even when you only eat half of the desert, instead of all; even if you eat the whole desert, there’s no punishment, you just don’t add it to the list)- then later, by lifting weights you could fill the whole page (pushing one more time). When you eat something bad, your will power is down, by sleeping and eating healthy, you lift it up.
Students that wore dirty socks did better- no matter what the task is, you still use will power. Save it for important things (studying).
Not breaking the chain on your wall, because you have a lot of X that you don’t want to break. 80/20 rule, then you can break it down further, until you reach that 1% that does almost all of 80%. Facebook investment outdid all others put together.
Often people focus on what doesn’t really matter. To find what’s good for you, you should find out what’s not good for you. By going to the forest will get you oxygen to sleep better (vitamins are 10th, oxygen and sleep are at the top).
Sloppiness and inconsistency will make you poor.
Steven Hawking said “I know nothing about learning”, so don’t feel entitled to anything, learn more. He has one of the highest IQ’s in the world, spends the entire time studying and he’s being so humble.
Have at least 4 business hours to do really important things, if emergency happens, I still did the important things.
1. What is an example where you were guilty of not abiding by one of the cornerstones?
2. How can you implement these today?
3. What cornerstone do you believe is your strongest and why?
What Really Made Me My First Million at 18
(recording that Matt made while travelling to see a Lithuanian tech billionaire)
Matt Pocius did a lot of things subconsciously from the beginning.
He was reward focused, had more will power than other people, and carefully chose people around him – being the average of 5 closest friends.
Just like children will do 20 more pushups even when they are tired to get more candy, you have to use your rewards to trick your brain and to make yourself want to work a few more hours, while other people say they are tired and stop.
Even Matt didn’t get “rich quick”, he told his mother he wanted to be a CEO at 7, and started his first business at 13.
Both Matt’s dad and uncle are very entrepreneurial and successful in their own industry.
“No matter how bad it gets, it’s still not that bad, you can still survive – move on, don’t dwell on the past, no self-pity.”
There is absolutely no reward in self-pity – other sins at least have some reward.
Leave no stones unturned – eliminate the mistake of not working hard enough – you should never lose something just because you haven’t worked hard enough! (Total Recall)
Story about Arnold’s letter
“What are the odds of being born in a small village in Austria, coming to US, being a bodybuilding champion, highest paid actor and the governor of California?” And he made it happen!
Arnold’s father would make him exercise every day before breakfast – he changed his brain at a very early age to associate painful activity (lifting weights) with pleasure.
If you work very hard, you’re able to retire early (reward- must be very clear.)
The most powerful selling modality is reward modality.
If you’re not making enough sales, your reward is not big enough.
How do schools try to motivate their students?
With pain, even if they work hard they give them exams “as a reward.”
They just want to get through the exams as quickly as they can just so they can be free throughout the summer.
Reward yourself every single day! If you don’t (and just continue to work all the time without any down time), you will crash – it happens to many successful people.
One of the reason why people unconsciously procrastinate is because they don’t want to be judged. If they wait and complete their paper last minute in school, even if they are judged they can say that it wasn’t their best work, because they made it the last day.
If they would do their best and still be judged, it would destroy them.
Brain uses 25% of your overall energy and they are very small compared to our entire body.
They are built for social interaction, everybody is afraid he won’t fit in.
You have a lot of power in the first gear (leading with pain, punishment), but you will be slow, you need to switch to higher gears (reward increases), and you will go faster and faster.
Tai saw a guy taking a candy every couple of minutes, so the brain liked him doing taxes. He was training/rewiring his brain to like something that he previously disliked – like Arnold as a child.
The brain can’t tell the difference between a small and a big reward – eating popcorn after finishing each task on the list can work just as well as buying something more expensive.
Matt constantly eats a little bit of popcorn after every task that he does.
When you earn more money you develop character qualities, because you have to go through a lot of things which builds your attractive character – telling stories, speaking publicly…
A reward can be going on a date if I finish “this video,” I will meet this guy if I upload video and respond to e-mails. Another reward for Matt was posting pictures on Instagram – if he posted a lot of pictures one day, he has done a lot that day, otherwise he wouldn’t reward himself by uploading them.
Rewards change, so when you get to your goal, you may not even want that reward anymore.
People think they would pay the same amount for the concert of their favorite band 7 years from now and today ($112), but they would actually pay around $8 for the band they liked 7 years ago.
“Never underestimate how wrong you can be.” – Dan Pena
People think they won’t change as much in the next 10 years, and they think they changed a lot in the past. As you age you stop changing as much, but it’s still much more than you think.
Bottom line: People change a lot more than they think they will, just like their character changes, their rewards and goals will change over time.
Some people say that they feel guilty about enjoying that reward once they get it, for example wasting 2 hours on a movie, but you have to do that, otherwise rewards won’t work and your brain will think that no matter how hard it works, it still doesn’t get anything, so why even bother?
If you want to make a video daily set a reward for yourself to do that! Hype yourself up, use all the modalities and human needs on yourself, “I’m the first person I need to persuade.”
If your reward is watching a movie, be specific about which movie you’re going to watch in advance.
Have bigger rewards for bigger goals.
People that visualized themselves working harder did better than people that visualized themselves getting a higher grade, or not doing affirmations.
Do daily affirmations at least once a day (even better twice) – visualizations and affirmations work, but not as well as a great work ethic. Affirmations are covered in another lesson in detail.
Matt never liked being around people that would be his age, he couldn’t learn anything from them, while other people would teach him a lot more, telling him interesting stories…
Go to the most successful people you can find (people 10 years ahead of you.)
People that had successful parents obviously did better, made more money when they were young.
If you only hang out with billionaires you will lose the touch of what the world really looks like, so also use Tai’s rule of 33% – also spend some time with people below you and on the same level as you.
“If you want to become more successful, raise your standards.” – Tony Robbins
If Matt wakes up at 5 am, you have to as well or you will be embarrassed, because you are not doing nearly as well as him.
People either fit in or drop out – either you connect with those people and really become the average of those 5 people, or you will not hang out with them anymore.
If a criminal hangs out with 5 saints, he will drop out or change.
“You must have a good reason to be late, I found you very punctual. Let’s just forget it and eat.”
You set an expectation and change the topic.
Don’t give them a chance to tell you that they’re not reading books and they’ll fit that frame. It obviously doesn’t work 100% of the time, but you will be surprised to see how many times it actually does work.
Make a long list of how you will reward yourself in different ways.
World class athletes are paid to take 1 day off/week – pick one day and don’t do anything about work. Matt even has rewards for taking that day off to train himself not to work on that day.
You need more sleep when you’re learning, so make sure you get it. You have to know yourself.
Main two points:
1. Be reward focused
2. Hang out with more successful people
1. What are 3 things you are going to use as rewards to become more reward focused?
2. What are 2 ways you can start increasing your willpower?
3. Who are the current 5 people you spend the most time with, and are they who you want
to be the average of?
5 Steps To Get The M.O.N.E.Y.
Fundamentals are important! “Build it and they will come.”
Don’t forget 4 Corner stones of success and build confidence with the list building exercise of things you were tempted to do, but didn’t end up doing them.
The best way to feel confident is to actually achieve something worth mentioning.
Matt listens to specific songs whenever he does something that makes him successful to get into a certain emotional state, so whenever he listens to those songs, he can get into that same state. “Build an anchor of positive emotions, when you’re in the peak state.”
“Motion Creates Emotion!” – if you smile and move around, negative emotions will leave.
Multiple lead tanks
(for example having your list in multiple auto responders), YouTube, Twitter, Facebook… post different things – builds social proof, authority.
You are still putting the eggs in the same basket, but then using multiple methods to market them (most of your followers will follow you on a few different social pages.) Gets people to know you in different settings.
It takes 7 visits to make someone into your friend.
7 hours Mystery projecting – “We will go here, maybe someday we will fly to London” … Subconscious mind cannot tell a difference between what she’s imagining and what she’s really doing, so she’s imagining these new experiences.
By using different social pages, you are letting people see you in different environments.
On Instagram you might post a shirtless picture, which would be out of context on YouTube, but when they see your Twitter they get to know you better and they trust you more.
Ongoing cash magnet
Set up a business where money keeps coming in – with seasonal businesses money is coming in just during summer or winter, you want it 24/7, 365.
Informational products are great, because you can sell them anytime and profit margin is big.
Nuclear Seed Plant
Your business needs to have an option to really explore and become big, instead of setting up something that can only make you a few thousand dollars/month. Don’t shoot yourself in the foot from the start by choosing something that’s not profitable.
Enhancing Snowball Domino Effect
The One Thing (book)
It will take a lot of effort to push the first domino, but once you push it, you want to make sure that every next one is bigger and you’re in the right business. If every next domino is 50% bigger, the 67th one will be as big as the distance from here to the Moon.
Your Dream Come True
Build the fundamentals, and the money will come.
1. Give one example of a business that you know of that failed because they did not focus
on the fundamentals.
2. Give one example of a business that thrives because they focused on the fundamentals.
3. Why is it important to have nuclear seed planting?
4Ps of Business
75% of Billionaires had some sort of background in sales.
Product – make sure it’s as good as possible (if you’re not embarrassed about it you waited too long.) Get your minimal valuable product out to get some of the clients and revenue.
Short-term it’s better to have great promotion and an average product, than an excellent product with mediocre marketing.
Pricing – (includes accounting, lawyers)- get initial dopamine rush of making a sale, to want to sell more.
Promotions – (or no one will know you have a good product, wherever you go you need to be good at that; The Self-made Billionaire Effect)- be good at selling
If you would have to pick one these four, this one will get you the most money.
Placement – (how to get product into people’s hands)- phone number, weekly webinars, inner-circle… In the beginning offer 1 on 1 time
Make these fundamentals instinctual!
Our brains are wired to see negativity (focusing on one negative comment – one guy on Wall Street is unethical and people think everybody there is unethical)
Jordan’s biography – practice basic pass bounces every day!
“It’s better to be somewhat right, than precisely wrong.” It’s what you know that isn’t so that gets you in trouble.
Matt also follows Grant Cardone.
Sell instead of being sold. Most of unethical traders have damages the part of the brain that’s responsible for empathy and sympathy. As long as you believe in your product and the product is good, you can sell.
Having a great product and not that good marketing will not get you that much money, but you will sleep better than having a bad product and selling it to everybody.
You miss 100% of shots you don’t take, no regrets- Matt wants to go to technology business (Mark Zuckenberg, Bill Gates…)- builds momentum, meeting more successful people…
If you talk to her and like her or if nothing happens you win both of the time.
Amazon; you could order -5 books and make 50$.
Amazon was built on idea of focusing on costumers, competition is not the primary focus.
Get your minimal value product out there as soon as possible. Get a few small sales first to see it works and builds your confidence (dopamine rush), then you get addicted to it.
Pricing is the best thing you can do, once you have some revenue to boost things.
Nobody wealthy ever said they won’t implement the idea, because taxes are too big.
In Lithuania however, taxes are very low for business owners.
There’s a big difference between 1997 to 2497 to how people perceive it. Matt would charge 3000$ for 90 days of daily reports. Work on pricing, to get committed people and less refunds especially if you have revenue already- make them sign a contract, qualification process…
Rich people are very good at seeing the opportunity cost.
Add a Facebook group to your products, they also ask less questions in daily reports, they meet each other (win-win).
If you under price it nobody will pay more, If you over price it you can still deliver more value.
8P’s of Business
The most important Tactical and Strategic non-fundamental video that you will watch.
Some of the fundamental videos are more important, but this is right beneath it.
The next recession is coming and you have to protect yourself. We know the crash is coming and people who will use that knowledge are actually looking forward to it.
You have to be producing revenue and profits all the time, this crash is going to be big.
1. Quantitative Easing
2. 10 Year Period
3. Oil Prices are low – they employ a lot of people which will either get fired or get less income.
Consumers are buying less products – new cars, laptops, apartments, phone because they have less money.
4. Unfunded Liabilities – social security, retirement funds (they will either increase the retirement age or there will be a big hit.)
a. If you see gold, silver and other assets going up in value, it’s because dollar is losing purchasing power.
This is so advanced that you will never fully understand it.
1. Product – Create a Minimum Valuable Product (just good enough to sell.)
The worst thing that an entrepreneur can do is to build a product that nobody wants. Avoid that by building a MVP and once you realize that people like it, add features to it.
You don’t even have to create a product yet – just create a welcome video saying that the training starts in a week, if you only get 5 customers – refund them and forget it. If you get 1000’s of them, spend all of your time developing that product.
You can look at what everyone else does (bad because everybody is lazy and doesn’t experiment with it), you can make up your own price or you can experiment with prices.
You can either be in commodity business (it doesn’t matter who sells gold to you, gold is the same everywhere – same for copper, coil, water, electricity), brands (Ferrari, Rolex, Armani, Apple – huge margins because the brand is huge and everyone knows it) and combo (most of companies are actually both – commodity and a brand, Rolls Royce is made in the same company as a BMW, but Rolls Royce costs three times more.)
Accounting and Legal fees are included here, you will sleep much better if you know that everything is taken care of.
4. Placement – how do you get product into customer’s hands, Amazon is built on that.
This applies to online businesses even more (making sure that servers don’t crash, login easily.
Now Amazon is experimenting with drone delivery systems, if you live in a big city you get what you ordered the same day!
When you look at ways to make money, look at what the billionaires are doing.
Perpetual Experimentation – Matt’s team has done more than 400 Facebook ads experiments, some of the stupidest experiments turned out to be great and actually worked.
The simplest and ugliest landing pages actually worked better.
“Data never lies.” – First prove that something won’t or will work.
15 experiments for one win – Tai Lopez
Processes – being good at creating processes and systems, once you are good at that you hire:
People – you give processes to them.
The problem here is that they will want to work for a more stable company that pays them well and guarantees them work.
Always be thinking about how to delegate tasks to other people to get more things done.
Prodigious vision – big enormous vision that people want to follow (this will help you to hire people.)
You only need to develop one vision and be committed to it at all times.
Lucas is a marketing director – they spent almost $1k/day on Facebook ads and were still making profit. They have done so many experiments that $40/day is now making them more results than $1000 was.
For $100,000 Matt’s team will go through your business and figure out these 8P’s so you will have a million-dollar business when they are done – they will figure out all the strategies.
He didn’t figure out every detail when he put that offer out there, because if he wouldn’t get any customers he would waste 3 months of his time on something that nobody cares about.
Don’t spend any time until you see the demand.
57% of the sales are determined whether you like the sales person or not.
35% is determined based on the sales process.
Only 8% of the reason why someone buys something is determined based on the product.
Even if you have the best product, it has to be 10 times better or big corporations will win with their personality and brilliantly planned sales process.
If you want to be a billionaire you either have to learn how to sell, be a genius to create 10 times better products that anyone else or create good products and partner up with someone who knows how to sell.
You start with unknown unknowns, then you start learning that you know what you don’t know and then you have to learn to make them into known knowns.
What to Focus On: Experiments, Pricing, Facebook Marketing
Matt continues to improve his Academy – he started with daily reports to keep people accountable, but as he noticed that people lost their vision he also made weekly reports.
Clients said that they prefer long content, so Matt did that until they said it’s too long so he found a balance.
If Matt had a restaurant, he would let the first few people have a free meal if they would take a selfie and share it on their Facebook and Instagram account. Think about something like that – obviously you would set a rule so that people wouldn’t take too much advantage on you.
Pricing can be very powerful with a few ideas like that to get a lot of referrals or to give a better deal to your regular clients so they will come back more often.
With Facebook ads think through about who your audience is (age, education, location…) to get people who will buy your product over and over again.
Facebook is what Google AdWords was in 2001 – there is so much opportunity!
Bill boards get more and more expensive, and get less and less engagement because everyone is on their phone all the time – same thing applies for TV ads.
Social and mobile advertisement is huge and will only get bigger!
Snapchat is great because the engagement is so much better, and most people watch it from start to finish – if you have 5000 friends on Facebook and you post something, you might get 1000-2000 views.
The largest growing group on Instagram are women from 35-45.
If you are in coffee business as an example, ask them to post and tag your company’s coffee 4 times/month on Instagram and they get it for free.
To make it viral you could also set up a simple challenge – similar than the ice cube challenge.
Give away free coffee, they post at tag it while they drink it and then they also tag 3 people who will do the same.
For Instagram you can use Instagress or Instamacro.
Drink it business model overview
This is the model that Matt Pocius used to make so much money so fast, that they had to freeze his funds, because they couldn’t process the orders fast enough and got him into troubles.
Matt gave them his phone number to build up value, and nobody called him out of 200 people.
It’s what you don’t know that gets you into trouble.
What’s the point of having money if you can’t access it – get banking right done correctly.
You need contracts to avoid people refunding you – they might like your product, but the might need the money so it’s very easy to get a refund and get the value + money back.s
Less than 1000$ you don’t need a contract (refunds), for more than 2000$ you need it, because if they need money, they just open dispute to get it back (after you spending a lot of time and effort with them). Not all profitable clients are profitable clients (don’t let people take advantage of you).
Selling 100 copies of 7$ product and getting 5 refunds, they will say some bad stuff about you (for low ticket product- they think that if they tell you all these bad things that they will get refund more likely).
No matter how you work, you will get emotional and focus on negative things. Get rid of bad qualities, some people will always see you as something negative.
Wishing you could quit so much, but not quitting- like running in the gym. The first emergency is working out.
People will always give you advice, but at the end you have to think for yourself.
It’s better to over price than under price – you can always deliver more value, but nobody will pay more than the price.
If your finger hurts, smash yourself in the knee and you’ll forget about it.
Dan toughen people up.
(managing oneself) – get to know yourself, one of the most important lessons to learn from Tai.
“When values are clear, decisions are easy.” Get to know yourself, write it down.
That’s what Dan said to Matt when he didn’t know whether he should continue doing what he’s doing or start a tech company in the Silicon Valley.
You have to think for yourself – you can follow Dan or Tai, but in the end you will have to do your own decisions.
Romance was very difficult for Matt Pocius – Dan Pena didn’t want him to fall in love, he preferred for him to get hookers to save time! Dan toughen up Matt quite a lot.
The easier way to forget when your finger hurts is to hit your knee (get something bigger to worry about.)
Make a list what you’re able to sacrifice, and even more importantly what you’re not willing to sacrifice. Dan would probably sacrifice his personal relationships for a ton of money, but Matt wouldn’t.
Part 2 (39th minute)
There will be a lot of situations where you will want to quit so badly, but instead you will have to persist. Your first emergency should be working out – nobody regrets working out after they did it.
Delivery- what you’re selling, to start you should sell other people’s product (10 week program- that hasn’t even started yet, so you create content later; long-term is more profitable.)
You can start right now doing that and long-term it’s more profitable to self your own product.
What niche you want to be in? Something that you already know about (fastest way to make money is to pick something that you’re already good at right now.) – pickup, making money online, self-development… you can also meet the biggest people in your niche.
“I’m coached by Matt who is highest paid internet consultant and I was trained how to sell high ticket products, I will spend 4 hours on the phone and sell at least 1 per day for you, so for 3000$ product, you will get 90.000$ more.” Nobody will say no to that if they trust you (have good website- not that hard), and think you will not spam and destroy their reputation. Get testimonials- Inner Circle family will help you out. If you generate your own traffic and don’t damage their reputation, they have nothing to lose.
Have conviction about your product and selling it. No hesitation, or you will never sold it.
Pick up artists think that they are the best thing that happened to that girl, car salesmen believe that their car is the best and people absolutely need it.
Have bonuses; if you order from me you will get daily reports, 1 on 1 weekly consultations, Facebook groups… People will actually ask a lot less questions in the daily reports if they can interact with each other in a Facebook group, they will connect and answer each other’s questions.
Know what they’re like- you can push on action people, but not on emotional people, make them be fair, if they did 2 things and give themselves 9/10, there’s something wrong. If you position yourself like a celebrity, people will really appreciate getting your phone number- makes them feel safer.
Adding your personal number is like insurancy – people feel safer, but in reality it’s not that much more value.
Responsive landing Pages- have Facebook fan page (profile for friends to contact them, offer free sessions there, YouTube, Twitter, Instangram… be everywhere) Be a brand, sell yourself, volume is better than quality (do as much as possible.) As long as quality is OK, volume trumps quality.
On your facebook profile add friends, also have a fan page
We will talk about it in the traffic section.
People want to be on the inside – they want to see behind the scenes (your gym, where you eat, your office…) There are a lot of distractions, and it will not be perfect.
People want to see behind the scenes- gym, driving…
It’s hard to create something perfect, but something is better than nothing. Maybe it might not be perfectly structured, but you might share things you didn’t plan. Don’t spend a year trying to make one perfect movie (1 hour), instead spend a year making 200 videos. Open your hearth. “Hate me or love me, at least now you know me.” My first problem will be that nobody knows me.
People won’t know you after 1 hour movie, but they will after 200 videos in different situations.
Send all traffic (Facebook, YouTube…) traffic on one page, that’s the most structured. Most people don’t do it, so it’s less competition.
Responsive landing pages are on all social medias, so make sure you have all of them.
Longer content always beats shorter content- between 2 hour and 6 hour video, I will make a 6 hour video.
An exception would be 1 minute commercial that hooks them in (really catches their attention), then they see your 2 hour presentation. When you only have one minute on YouTube ad, shorter is better to make them click on the longer video.
Don’t spend too much time on design, rather spend them on creating videos. Don’t concern with logo.
It applies to almost all media – make as much content as you can. Don’t focus on logo, spend time on the fundamentals logo isn’t one of 4 P’s, don’t spend time on the irrelevant subjects, nobody cares about your logo or even your name.
People do care about content.
There were a lot of example when ugly design had better conversion rate.
Invisible selling; “People like to buy, but they hate to be sold.”
Don’t be direct too much, if I’m action oriented it’s a little harder to put myself in other people’s shoes.
Be somewhat direct, but not too much unless you are dealing with action oriented people.
Practical people are sometimes like Car salesmen- talking about movies, family, what happened, but never get to the point, social love chit-chat…notice what kind of people your audience is like.
You will see what the majority of your audience is like. A lot comes down to positioning.
Perception is reality. Communication is massage sent, message received. If I want to send a message that I’m really confident, but my posture changes and I send that I’m not really that confident… what do other people perceive you to be? Body language is about what other people think they see, not what you think you project. Some people will actually think that you were vulnerable and they liked it, other people may not like it.
You may think you are projecting confidence, but people might think you are just arrogant – message received is different than you wanted.
Different people will interpret the same thing differently – understand who your audience is (4 angles of persuasion, P.A.S.E. system…)
“The more you learn, the more you earn.”- different people will interpret same things differently (some people will think you’re a douche bag, some people will want to model you). Action people are often shown arrogant, if you meet someone who’s emotional, be more warm to them. Suit and tie will be arrogant to social and emotional people and I have only one time to make first impression.
Be a local celebrity, be somehow unapproachable. If you have some posts, but a lot of likes and shares, they will follow you- people will trust you, you will be able to sell for higher prices.
Appear somewhat unapproachable. Matt did this with Warrior Forum.
The more time they can spend with you, the more they will trust you, and you can get in their mind online. (hooked)- on Facebook you need notification (Trigger), then you see it and take action on a comment (Action), then you get reward, when you click on notification (reward varies, so people don’t get bored), and when you post a comment you invest; like you invest when you comment when you watch Tai’s videos, and you lower his refund rate, get more value from it…
The more you invest in something, the more value you think you will get and you will be hooked.
“What’s something that most people don’t know about you, but you’re willing to tell to me?”, “tell me about one time when you were embarrassed and why” (commitment selling modality- they like to think that they are making their own choices). The master is the one that you think YOU made the decision and you don’t even know he did something.
Make quick videos- thank you for sending me that image…joining a webinar (thank you videos). If someone’s nice to you, you want to be nice to them. If you share something personal, they will as well.
Reciprocity is a powerful selling modality.
Is it better to make someone a favor or asking someone a favor? The second is better, because they make an investment because they think I’m such a good friend. How are you doing? Great! (audience), then doing a joke and asking again, so they get some energy. So, are you enjoying this event so far? (ask small question that they answer yes to). Making them tell something personal. Local celebrity, not being available all the time.
Association modality; Tai is quoting famous people, so you think they’re on the same level.
Requiring people to go through qualification process, put resistance, so they have to sell themselves to you. “Why do you want to work with me?”, “Do you think you’ll succeed with this program?” If you’re not selling enough, your reward is not high enough. You then use the information that they gave you to sell. It puts you on a pedestal.
Consultations 1 on 1 and adding the product as a bonus is so much easier. Just talking to people than saying you have this product that’s just testing for 3000$. Make the perceived reward very high. But then also make sure you deliver them value. People don’t have traffic problem, they have conversion problem. Work on your hook, your offer.
Warren Buffet doesn’t invest in things he doesn’t understand, so don’t buy from a traffic source you don’t understand. Free traffic sources to build the perceived value will build trust.
Focus on one traffic source to really master it. Most of the actual selling on the phone will happen before the call.
Kontiinfernos- if the world will be a better place, you do it, if it would be a worse place, don’t! The greatest form of manipulation is if a person thinks they got a good deal, when they didn’t. If you really study it seriously, you won’t have any competition.
Some high performance people are not good, but they’re high performance.
If you want to make 100 millions/year, set the goal to 200 millions and give 100 millions away.
“A mistake is an experiment run to long.”- when something’s not going the way you wanted, and you stay way too long. Matt spent 200 k in education.
Dan Pena – legal, ethical and moral.
Give some money away, good things will happen. Tai didn’t met anyone who gave away 1000$ and was then broke and hopeless.
Be in balance with all 4 types of personality (P.A.S.E.), that’s the goal.
Inconsistency Avoidance- Dan would never dress like a hippie that goes to church, that would not be congruent, Tai would not say that books are not good and just stop. Buffet doesn’t buy luxuries, he doesn’t buy new cars, it would be inconsistent for him to buy castles and new cars.
Donald Trump: aren’t you talking too much about yourself? “If I don’t tell about my accomplishments, who will?” The world knowing how much money Trump gives to charity, would damage his brand.
Losing all trust because the guy in the sales video tried to tape himself another time to say it better and get rich faster, which was in congruent.
Turning on the Lollapalooza effect- if every next domino is 50% bigger than the previous one, you’ll be on the moon with 67th domino.
One of the most important concepts to understand.
These metrics multiple with each other, when you double two of them, you’ll have 400% better results, and you can sell more products.
If you go to the biggest party in town, there will not be any people on other parties.
Even if there were companies with better product than Facebook/Twitter. All other companies couldn’t beat Facebook and Twitter; because they have so many people, you shouldn’t worry about other people knowing your ideas- if you’re in that industry than you think you’re faster than anybody else there, and if you think that by stealing your idea they will make it instead of you, you already lost your advantage, even you don’t think you’re faster.
Small companies can change very fast, that’s the advantage they have over big companies. A small start up doesn’t take a lot of effort to change, but big corporation have all these employees that need to change and it creates all sorts of problems.
It’s hard to beat a local celebrity and persuade people, to take you instead of him.
Tai’s 3 levels of businesses; making the world a better place (win-win)- people send you thank you letters, you sleep a lot better, you’re changing people’s lives.
There are no true win-wins; somebody always wins more.
When you get more positive feedback you work harder and create more value which creates a spiral.
Matt wen to Dan’s seminar 3 times; make things instinctual, level 3. 3×3×3=27, wish there was level 4, to reach 81.
Social people like spending time on live hangouts, but not watching videos alone usually, Matt didn’t like recording videos- just talking to the camera, he likes talking to the real audience much more.
(when Matt drops his microphone he acts like nothing happened, unaffected- just keeps talking)
You’re usually good at 1 of those 4.
What 3 books would you take on an island? A book about food, orientation and about escaping the island, so I can read other books.
“Make things simple, but not simpler than they are.”
1. What is the number one reason that you will follow through with the DRINK IT Business
2. Why do you think this business model is going to work well for you
3. Why do you think that it worked so well for Matt?
2. 1. If you were put on an island what are the three books that you would take with you?
2. Which part of the Drink it business model do you need to work on/change?
3. What is your biggest takeaway from the Drink it business mode
11 Steps to Guaranteed $1000 a Day
Feedback analysis- when you make one angry (maybe you’re smart, but you’re a son of a bitch…), while you’re still young, do a lot of experiments- there’s not much time left and I don’t know when I will die (if I die at 25, I’m much older than someone who’s 50 and will die at 80).
Lead with rewards (rewire brain- like Arnold) for almost every task you finish.
What’s your story? (much better question than “what do you do for a living?”)
Focus on what matters… not on your logos. Whining about not finishing the book. Rather whine about empty bank account. Changing the fundamentals will make a lot more profit than focusing on color, logo, name…
Hire people in crowds – if you need an assistant, hire two so you have something to compare them.
People that don’t make it don’t do what they know they should do.
Find your Eularian destiny (where 5 circles overlap)
1. What you grew up around
2. What have you been doing for the last 10 years (perhaps it makes better sense to do something else)
3. What do personality tests say (know yourself- most people think they know what they’re good at and they’re mostly wrong)
4. Feedback analysis (nice tie)
5. What do you talk about when you’re not working
6. Don’t do what you love, do what you like (not lust)
About 18% of people will love what you do, 33% will like what you do, others will hate you or ignore you.
Alienate others from the ones that love you, if you’re not pissing somebody off, you’re not doing your job.
Long content beats short content. People will come back and re-watch your content. Tai’s commercial is 2 hours long! Some people actually watch it multiple times – they come back to it.
Donald Trump: “You’re fired!”, Tai’s phrase will be “Are you stupid?”
“I was gonna kill a couple rappers, but they did that to themselves. Everybody’s suicidal, didn’t even need my help.” (long content has to hook people in at first, then just stay somewhat interesting)
Understanding the Fundamentals (23rd minute)
If you can read people, you can close sales. Fundamentals are not everything… it’s the only thing!
Money to company is very important, or it’s the only thing that’s important.
Charlie Munger- “to a person with a hammer, every problem looks like a nail.”
The result of every sale is the same… but the path is often different every time.
I will show you how to walk on water (literally)! The priest has a lot of faith, but doesn’t know where the stones are.
1. Create a training product that delivers value- or partner up with somebody
2. WORK RELENTLESSLY on your hook- ignore small things like… your logo, your profile picture, your perfected lighting.
3. Traffic is often irrelevant, hooks are not. Use 25 selling modalities in your presell content.
4. GET THEM ON A PHONE. Get good on a phone (EASY). Maximize interaction time.
5. The 4 angles of persuasion- Tai Lopez’s P.A.S.E
6. Identify how much push-pull you can use
7. Find out their attachment type
8. Be memorable- tell lots of stories
9. Identify their core needs
10. Be a chameleon. Then let them be the chameleon.
11. Tweak your script. Systematize it all. Learn how to loop infinitely.
The Man that will let websites identify your personality type and adjust content accordingly will definitely be rich (why, then how, lastly what- from inside out; vision, what you believe in!)
1. Create a training product that delivers value- or partner up with somebody
Probably the easiest and fastest way to get started is by selling Matt’s products. The best long term- selling your own product, but that will take some time to get going (you need to know that product in detail)
Matt suggest selling somebody’s product first.
If you create your own- start with selling your time (easier sales, better results from clients, more engaged fan base)
Build a MVP- minimum viable product and then expand it.
Sell a 4,6,8,10-week program before you even create it.
2. WORK RELENTLESSLY on your hook- ignore small things like… your logo, your profile picture, your perfected lighting.
Get perfect at being OK with not being perfect, in the beginning just get it up.
Make it, ship it, fix it (Bill Gates). Come up with 50-100 angles (often good ideas come from bad angles). The one that will be good will stand out. Show the best ones to others and pick a winner.
THIS PART WILL MAKE IT OR BREAK IT FOR YOU.
The core key in creating a hook is HIGH REWARD.
5 supporting elements are: making it simple (make sure everyone understands what you do), new, specific(people are skeptical- if you’re not specific they think it won’t work), creating curiosity, and stand out.
You have to be able to tell exactly what you do in a few words without complicating things.
3. Traffic is often irrelevant, hooks are not. Use 25 selling modalities in your presell content.
There’s no such thing as a “traffic problem”, there’s only a conversion problem.
Bad fuel in a Ferrari or perfect fuel in a Zaporozhe’s? People just focus on the fuel, more often the car (hook) is not good.
4. GET THEM ON A PHONE. Get good on a phone (EASY). Maximize interaction time.
How do you know if you are GREAT on a phone?
We are too soon old, and too late smart. – get good faster!
People will start telling you that you are good on a phone but that almost for sure means you are not great yet.
Think about this- have you seen a sales grandmaster in action? If you think really hard, probably you will only identify GOOD sales people, but not great. Real sales grandmasters are always invisible. There are pushy salesmen that make sales, but grandmasters are like your friends and know all the selling modalities.
Charlie Munger’s Assiduity- putting your ass on a chair and working. Learn how to read people, learn the system; learn the level 3 of learning, make everything instinctual (2nd nature).
The secret to success in sales lies in getting a girl to sleep with you the first night… 7 hours of interaction on average. Maximize interaction time! A potential client must watch content before the call, so he sees you, then talks with you for 3-4 hours.
The easiest sale that Matt did was on his longest sales call (4,5 hours.)
1. 5. The 4 angles of persuasion- Tai Lopez’s P.A.S.E. (Covered in other lessons and Tai’s Persuasion Accelerator)
Practical/logical – they often come back – don’t try to sell them on the spot, love routines, formal, almost never late, don’t like change, give them lots of facts.
Action – persuade, go all in, takes action FAST, impatient, good at starting, not as good with finishing.
Social – Chit-chat, be their friend, they will talk for no reason even if they’ll never see you again.
Emotional – Don’t Abuse Them, they are like caring mothers, easiest to manipulate, worry a lot about others, they want to save the world, more religious.
(covered in other notes in detail)
I also don’t usually spend time with people if there’s no point, no purpose- just hanging around with them and then not seeing them again doesn’t make sense to me.
6. Identify how much push-pull you can use
Find out about their childhood, parents, how much hurt they were when they were growing up
How much arguing there was in their family, did they feel abandoned?
The more hurt they were- the more push- pull you can and NEED to use
Parents loved each other- lived together
Parents divorced- raised by a dad
Parents divorced but has a step mom or a step dad
Parents live together but argue all the time
Parents divorced but has a step mom or a step dad that argue
Parents divorced but has a step mom or a step dad that argue and both of them hate the child
This is often one of the reasons why some beautiful intelligent girls can’t get a good boyfriend…they are magnetically attracted to this PUSH-PULL craziness. And they will never like the nice guy.
Qualification process; it doesn’t seem like the program is a very good fit for you, I don’t see that much commitment in you. “NO no no I am very committed.” I believe you, but it doesn’t seem like you will have enough time. “No no no I can find a lot of time.”
Be nice at first, but later when you find out, use it!
1. 7. Find out their attachment type
Secure- doesn’t mind not being in a relationship, not jealous. 50% of the people, no drama (can be boring)
Anxious- very jealous, hates NOT being in a relationship, afraid that they will not be loved, seeks closeness, will play games, gets attached quickly and cutting off relationships result in endless tiers. They are quick to freak out. 20-25% of people.
Avoidant- very easy to cut off relationships. The adventurer. When in relationship, wants to escape, but when alone, can’t wait to get back together. When has a break up, tells everybody “how perfect his ex was” even though that’s often not true. Lower empathy. 20-25% of people.
Anxious/Avoidant- a mix of both (tough to be around). 2-5% of people
On dates there’s often nothing wrong with you, but you need to use push-pull.
1. 8. Be memorable- tell lots of stories
Pretty much everybody knows Matt’s 4-hour work/month story- how somebody sent him a happy birthday message.
How I got Tai to mentor me – driving crazy with Ferrari
How many girls do you need to have one great night?
Are you black? Are you African American?
Write down your stories, before they fade away. Another reason to write them down- as time passes by and you haven’t written it down, you tell it and now some elements are missing and people think you’re making it up. If you are unsure about some elements- let everybody know, so that you don’t get accused of making stories up.
1. 9. Identify their core needs
4 core needs (usually there are 2 that are way more important than the others – 2 dominant ones)- Love (anxious type)- they will join community where they will get support, Significance (avoidant type)- private group and others will be jealous of you, nobody can get in, certainty (practical, logical people), uncertainty (avoidant type).
Also growth- pretty much everybody- this is where happiness comes from and contribution
Change the language based on their core needs
Example- significance (others will be jealous, since you will be in this private group)
10. Be a chameleon. Then let them be the chameleon.
Be the Casanova chameleon to build some trust and then be impressive and interesting enough, so they want to copy you (15 minutes). Do everything like they do, then tables turn.
Girls don’t understand why a guy is different than others- these guys mimic them.
Point out some of your flaws; accent, young.
How trends are started?
1. Tweak your script. Systematize it all. Learn how to loop infinitely.
Even Dan Pena still practices for his seminar (for every hour in seminar, he practices for an hour) and he could give it in a comma. When Matt systematized it, his results went through the roof.
Always have the script in front of you, because that will give you more mental resources (knowing every objection).
Basic loops; (same as Jordan Belfort’s straight line system)
They give you an objection and you say “you see John, the true beauty of this program is…”, if they still don’t buy, you find another objection and you handle it. It’s almost never about the price, it’s something else.
Keep in mind most people won’t tell you their real objections.
They might tell you that it’s the price, while they think the product isn’t good enough or conventiet enough.
One of the keys to making sales is being their friend- that means doing everything a friend would do to a friend. What separates typical friend from best friend? (secret) What most people that know you don’t know about you? Or embarrassed of?
Suit their type as well.
Know them better than family.
If someone makes an action, there’s more likely for him to take another one- larger and larger investment.
1. Which of the 11 steps impacted you the most and why?
2. Which of the 11 steps can you start implementing in your life today?
3. What is an example of a story that you can tell to maximize interaction time and keep
your prospect interested?
You Need Downtime!
Top athletes train 6 days/week – they are paid to take 1 day off, while Matt didn’t take any break when he was training tennis.
When you think, you need a lot of energy, when learning a lot, you need a lot of sleep.
Take off at least 30 minutes/day.
There’s no better feeling than feeling tired at the end of the day, completely empty yourself out and fall asleep (easily for 9 hours).
You will work harder if you rest well (Sharpen the saw).
Purpose is under water, while profits are the top of the iceberg, focus on fundamentals.
Don’t spend 12 hours a day working while you are not making any money.
Don’t make life any harder, it never gets easy, it gets easier. Fundamentals is also about taking time off, don’t forget about different people (emotional, social.)
Meditating in the night club (downtime)- one day/week is enough, you don’t need 2 days/week off. At the rest of the days, only have about 2 hours off, and work the rest.
1. How much time every week are you going to take off to stay refreshed?
2. What are 2 things you going to do on your day off?
3. How much time are you going to take off per¬ day?
Write down your biggest mistake you have made.
Matt’s biggest mistake was trying to focus on too many things at once, instead he now focuses on just one thing completely.
#1 Kept “Secret” That Makes Girls Want to Sleep With Me
First you have to get to know yourself and know your values – it’s hard for Matt to socialize with somebody if he sees it’s not going anywhere.
Matt loves talking to clients, family and people that he knows he will see again, but he doesn’t like interacting with people that he will never meet again and doesn’t have anything in common with.
(story about taking girls home)
The secret is not about knowing tricks, advanced concepts; it’s about spending a lot of time with a prospect/girl- spend 7 hours and just asking her to spend time with you- maximize interaction time. I can just have 7 hours of content, so I will be in people’s minds without even spending time 1 on 1 with them. This is a part of the fundamentals.
One of the biggest fundamental lessons is spending enough time with your prospects.
Tai’s friend who makes 1-2 million dollars/day continues to learn fundamentals – you will never be so advanced that you can forget about fundamentals.
People only remember stories; after the video only remembering the story about girls.
“The best management type is to storying around.” Also reading them well, using selling modalities.
Don’t be a consultant, because people who can afford you won’t listen to you, and people who would listen to you can’t afford you. People who made it are arrogant, and think fundamentals don’t apply to them.
If it’s too simple people won’t listen, make it a little bit complicated so people will do it and then get the results. Humble guys get it and make money, others don’t value it.
Most people are like addicted junkies – they always want a cutting edge technique, while they only need to learn the basic principles.
If you want to get the best clients/girls you need to have some social proof. Once you understand the life is hard, then it’s easy- get these things right and it won’t be that complicated.
Make sure you have a good hook, content, testimonials; focus on the right things.
Social proof does wonders with clients (recommendations, testimonials) and girls (having female friends.)
1. What is your Myers Briggs Personality test result?
2. What is one unique way you can maximize interaction time with your prospect?
3. What is something that you have been focusing Where you could have been focusing on
4 Angles of Persuasion
One of the most important thing in sales is reading people.
There are 4 main types, get this right and everything else will be so much easier. You’ll see that you’re good with one of those types, and really bad with another type.
They often talk slower, and analyze, they must have a plan for everything before they start, they love routines, facts, they love their local things and don’t want anything new, more formal (engineers), struggle to start something different, they are perfect finishers, like numbers, if you show them how exactly to do something, they will be perfect for the job, they will refuse to innovate, more conservative, wear suits, like numbers, often watch the same TV show over and over again.
Use a lot of facts and logic (today if you work with me I’m still on a rise, a year from now I’ll be much more expensive, why my program is better than the rest, why invest now- clear facts, clients on average earned 3000$ in two months), don’t use any pressure on them, they’ll be the first ones to hang up even if you have 2 hours of phone connection, if they feel like you’re making them do something instead of them choosing they will hang up, try mirroring them (excited or slow…)
I like your program, but there’s this feeling I have… logical people are often emotional, they will want to save the world (I saw this problem and I wanted to change that, I feel like I’m doing something great if I’m doing that, I’ll be improving people’s lives, a lot less selfish, stronger desires to help others.)
With this people, show a lot of pain of what it will happen if they don’t do it, and how great it will be if they do it, show them their future, show the difference clearly, women are more emotional (easier to sell, men are more logical).
They will often talk a lot quicker, if you ask them what they’re working on, they will probably tell you 5 things, that they started and ARE IMPLEMENTING RIGHT NOW, they will be focused on the results, they are often good starters, but not necessarily good finishers, are open to new experiences, usually more liberal. USE EVERY TECHNIQUE ON THEM!
When persuading them, ALWAYS TRY TO CLOSE THEM ON THE SPOT, pressure works best on this kind of people and without it, you will lose sales (they think the product is not that valuable if you don’t do it).
Matt only talks to people with purpose, if it doesn’t go anywhere, he doesn’t approach, they talk to everyone even if they won’t see them again.
Love chit chat, hates formal, often late for everything, love meeting new people, go out much more often, like partying, they will start talking to anybody. They will tell you everything about their family, friends, what they did this weekend…
When persuading, don’t focus too much on the product, just try to genuinely get to know them, make them your friend. Use a lot of jokes (then at the end tell them about the product and how you can find a better deal and close).
When you work your script, make it funny, even if jokes are not that good- as many as possible!
You will find out what the majority of your prospects are, entrepreneurs are action oriented usually. Which one am I? Action, Logical, Emotional, Social.
It’s easier to close people that are just like you.
1. Which of the 4 angles do you lean towards the most?
2. Give an example of 4 different people that you know that are logical,action, social and
3. Which angle do you think would be the hardest to close for you personally and why?
6 Steps to Guaranteed Winning Hooks
50-100. Focus on HIGH REWARD (I made my first million at18, and teach others to do it, I started making so much money my accounts got frozen).
WORK RELENTLESSLY on your hook; forget about everything else
You will pick a few elements from a few different hooks, you will witness “sex of ideas”
Pick 5-10 that you like and show them to others, ask them what they think.
People have to understand your hook, Matt’s hook is simple, and people shouldn’t ask you “so what do you do?”
Focus on the quantity of the hooks.
Perception is reality. You know your product is good, but do others know it?
The rest of the “hooks” you will probably use to name your modules in your program or for your videos.
Some parts of your “hook” may not be clear- I teach people how to make money, it’s simple.
Focus on quantity, don’t try to be perfect.
How to be so irresistible that you beat a shot of vodka… (To what audience do you want to sell- don’t attract lazy people!)
Alienate 90% of the people that don’t love you.
1. Is it high reward, you think so? But really, is it? I mean, really??? (big difference between reward that Matt had before and now- 10k a month versus 1 million at 18)
6 core human needs, what can you appeal to? Significance, love, certainty, uncertainty, contribution and growth. Health, wealth, love and happiness.
2. Is it simple? Does it pass my 5 year old brother’s test?
Try to talk to other people and present your idea. Often when you explain what you said they will be like “oh, I thought this was really complicated, but all you do is teach how to…”
3. Is it new? If it’s not, how are you different? (a lot of good hooks are in the old books, while other people want to read new ones)
Come up with acronyms (I will show you how to drink it to get the money). Graphs. Read lots of books for new ideas. Give it fancy names.
4. Is it specific? If it’s not, it creates pessimism.
Try to add specific numbers, time frames, incorporate other things that represent the reward, use metaphors- Tai’s Lamborghini- MONEY; Dan’s castle- MONEY; Tai’s Twitter followers- high status
5. Does it create curiosity?
Don’t tell them the whole thing…do they want to learn more?
6. Does it stand out?
If you get the first five right, it should. Get it down so you can tell it to anybody.
Bonus step: Build it around a story.
You can also build a sub-hook
How I made my first million at 18 and how I would do it again
Story- how I started making so much money, so fast, my merchant accounts got frozen.
How I got this Lamborghini… and how to achieve health wealth love and happiness following 67 steps
Story- coach, Lamborghini story
How I bought a castle and created 50 Billion in value…How to be all you can be, have no regrets and become super successful…
The Castle story
The bullshit factor is removed if it’s believable; “and he was mentored by Tai Lopez and Dan Pena.”
Dan Pena instead of saying he made 450 million in a year, says he creates a billion dollar of value to people that want to learn how to make money.
You have to tailor yourself to your audience.
Maximize interaction time with a longer video- Tai
It also needs to be believable.
If Jonah at 16 can do it, I can do it even better!
Sharing 3/11 most important things to build a landing page, then moving on. Leave people hanging, or you will leave a lot of money on the table.
The 4 Level Pyramid of Business- Setting Priorities Right
Memorize Fundamentals- review them on a regular basis
(Book) The One Things
The bottom of the pyramid is purpose in life (may be the good life, or retire and do nothing) – use inversion method
Research with thousands of kids- IQ didn’t make much of a difference. 1/10,000 people have an IQ over 170.
After your purpose come your priorities (may be health, could be wealth). If you get the first three things right, happiness will follow.
(Book) The Happiness Hypothesis
When going to a new city move to the center even if it’s not as nice to be close to everything; commute and noise kill happiness.
Then it’s your productivity and profits will follow.
Build your fundamentals and money will follow.
Are You Mediocre?
Telemarketers that did a terrible job.
It’s not very easy to make money, but it has never been easier- you can reach anybody, read a lot of books, go to the conferences, and be self-made…
The best people are very self-aware. They read through contracts.
We can learn from mistakes, but it’s easier to learn from other people’s mistakes.
After This You Will Have NO Competition
After graduating from QLA you will have NO Competition, most people are not willing to toughen up.
There aren’t many people willing to go to the gym, many people watch a dumb movie- it’s all sold out, and it makes you more stupid.
Everyone knows who Kim Kardashian is, but nobody knows a single thing about business.
The quality of your life is directly correlated to the quality of the questions you ask. Ask good ones!
Positioning and Perception
What do you think about when you see Dan Pena? He’s the 50 Billion dollar man and lives in a castle.
It’s about how you dress, what background you have- “if you’re going to think, then you may as well think big.” So if you’re going to have a background, then have a good background.
A good way to increase Perception is to associate yourself with people that are more successful- Matt’s wall. Having an assistant puts you on a higher level.
How can I improve my perception? How can I make others think that I’m more successful (not lying- presenting yourself in a more appealing way)?
The first level is to identify people by their personality type and the next level is to notice 25 selling modalities (significance was left out).
There are no REAL win-wins; there’s always somebody getting a better deal.
Associating yourself with your mentor- mentor talking about you will help a lot!
Working on releasing $100,000 product- not released yet (contrast modality).
The Quick Checklist of Positioning
REMEMBER… Traffic is Never the Problem, Only Conversion (Positioning) Is- the problem is making money from that traffic.
Get Your Homework Done!
What skills are you great at and what do you like?
What Business are you in? But actually…what business are you really in? The business of connecting myself with people.
Focus on the need, not on the technical process how you satisfy that need.
And remember… Dan Pena Says: You only get one chance to make a first impression, and it is extremely difficult to get rid of that first impression.
• Know your audience- for practical be very formal, for action make it accessible and use some pressure, make everything a social experience for social people and have emotional stories for emotional people; Matt mainly has action people
Also know who you’re selling to- adoption life cycle (beta stage: early adopters, then the rest)
• Perception is reality
Doesn’t matter if you know you have a good product, do your prospect know that? (Main problem)
The priest who witnesses a man walking on water…or does he really? (Getting good at story telling)
Math camp- not being the smartest, but better at social skills (other people didn’t know how to show others that they’re smart, others had to dig in deep to find that out)
Both men and women trust women more (men with deep voices are good on the phone), if men see a beautiful woman the tolerance increases (gambling commercials)
People tend to believe something they see or hear every day
• 3 questions to ask before you publish anything
What is this about? (Usually it’s unclear…), what’s in it for me? (Make the benefit obvious) and what can I do with it right now? (Is there a clear call to action?)
How to increase value…Break it down.
Technical side of the business x/10
Product delivery, distribution x/10
Systems and manuals x/10
Celebrity factor or positioning x/100
• Becoming a local celebrity
• Find a specific audience and do everything you can to be very well known in that circle.
• It’s best to find a mentor (like I did with Dan and Tai) – make a great testimonial.
• Who do you associate with? Do you quote successful people?
• Banks open doors to people that are associated with successful people.
• How do you dress? (Suits for practical) When you’re shooting videos, what’s your background?
• How about your social media? How many followers do you have? Even if these followers don’t help you sell directly to your prospects… maybe it will help you sell to your investors.
• Do you have assistants? What’s your hourly rate? What’s the most expensive product you sell?
• Your profile pictures- who do you associate yourself with?
• Let people see a secret video if they send an e-mail to a successful person and tell that you like the content and ask if I’ll come to the conference.
• If you book me now, you can’t talk to me today.
• Do you have a Wikipedia page?
• How about your signature?
• Writing in Red Caps Font.
• What’s your one thing?
If you’re good at everything, you’re probably good at nothing and even if you were nobody would believe it- always mention a few things you’re not good at= more believable (down to Earth)
When somebody else other than me is asked to tell more about Matt Pocius, usually the first thing they say is “he made his first million at 18, he’s the youngest highest paid internet marketing consultant in the world.”
• 18% rule of marketing- make them love and hate you (high ticket needs hate, low ticket can have only people who like it, not really love it)
Liking is not enough, they must love it to buy something expensive, or they can buy Toyota instead of Lamborghini which is much cheaper.
Make 18% of people love you and alienate the rest. If you don’t have hates, you’re probably not aggressive enough.
Nice guys are just being liked, but nobody loves them.
• Build a monopoly- The value of a whole network is proportional to the square number of its participants.
Be first or be different- telling you’re the best is no longer as effective as it used to be (because the consumer can’t tell if you really are), but always show how you’re different.
What’s the second biggest auction website, online retail store, second and the third man on the moon?
“The first man gets the pearl, the second- only the shell”- Andrew Carnegie
“I’d rather be first in a village than second at Rome”- Julius Caesar
Matt is not the first one who made a million dollars, but he’s the youngest consultant and he’s teaching others how to do it.
Are you peacocking?
Why people give to charity- they genuinely care (rare), tax benefits or…to show off how much power they have (they’re so resourceful, they can afford to waste their own resources)
Money Back Guarantee
• Be a hen, not a duck- the product from ducks is actually better, but a hen chuckles
o Don’t forget to chuckle
o Vikings discovered America earlier than Columbus, but…
o Donald Trump- “if I don’t tell anybody about my success, who will?”
o Humble bragging- I don’t know how you found me… get others to talk about you (maybe you saw my Ted talk, my talk at University, or many you’re one of my 1.4 million book subscribers)
• The only thing people remember…Your Story
Almost died in Tai’s Ferrari, the 4 hour work month (girl from Facebook), focus and get rich once, boolshit happens, Math camp story
• Don’t let them forget you… make them see you daily.
o Branding = volume (Tai posts 4 times/day)
o Post something daily on your social media (or however you reach your audience)
o The longer the content, usually the better.
• Maximize interaction time
o Capture their attention
o Create teasers (show them what you have- there is one thing that is crucial, but don’t tell them the best thing about the best thing so they want more)
o You don’t have to be exceptional- just be interesting (only once they know you- be great at first)
• Make them invest (can be time, energy- not just money)
o Make yourself hard to reach- always sell on a stage
o Always qualify prospects when possible
o Make them wait
o “He will be here soon, he’s just letting you know he will be on time”
o Sold out
• Make them feel special, that they are in a special unique “circle” or “movement”
o Inner Circle Family
o Application only
o Show what’s happening behind the scenes (only I see that)- promise you’ll not share; content is more valuable and that’s a favor for us (they wouldn’t want just another video)
• Be congruent
o SUPER IMPORTANT!
o Just don’t mess up
o The story about somebody’s sales video… that was supposed to be edited.
What’s Your Perception- Robby 1 on 1
No matter how tempting, take one day off. On Saturday, don’t work, and each day take one hour off. The reward mustn’t be more pain, but reward for hard work.
“When values are clear, decisions are easy.”- have the good life, think about health and social life.
Viral Media Traffic Exposure
Have a few people going through your course and commenting.
Even if quality is not that great, go for quantity to build brand.
5 posts per day (Instagram), 1 video per day. Focus on people that love you, if you don’t have nasty comments, you’re not doing it right and nobody will love you. These people want to see everything, behind the scenes, bad lighting; they will still love it if you’re not dressed up and have a good background.
Matt liked 34.000 pictures in a week- Instamacro. That is a trick to get engagement.
Twitter is harder to make engagement. Perception is reality, Instagram will grow quickly.
If people don’t know who you are and then Google you and find nothing about you, they might try to you for $3/hour, but not $300.
Maximize interaction time with prospects it will be easier to make sales (people see you daily on Instagram, YouTube…)
What is your perception (ask daily) – I know it’s the best thing ever, but others don’t.
Gently chat people up; what’s your story, so then people ask back, then you tell them about the course (they will come to you when you post)
A problem is $500 for 5 hour video content- the longer the content the better.
$97 for 2 hours, then for $500 add at least 10 hours, include lots of stories.
I have this one hour video, but you have to promise me that you’ll finish it. I have to warn you, some people are not strong enough and not finish. It’s almost like they bought it; it’s not available anywhere, its rear and they’ll be committed. I’m doing this because we’re friends.
Tai promised that he will read Matt’s book that was a gift, make him commit.
Be careful about saying it’s not publicly available if really is- don’t say something that’s not true- you will kill all the trust.
The wall; there’s no difference between those people being there and just a picture.
Contrast; 30$/hour- to 100$ (contrast modality) – I’m very busy, I’m also selling courses for 1000$, but maybe for 100$ by application only I will do it. I have the money and am associated with famous people, I do this for fun. If there’s someone serious, I’m building a business, but have time for 5 people/ week.
I don’t need it, and I have a course that’s worth $10,000, and I’m also charging this much money.
What’s legal or moral changes; 2000 years ago a father said to his son: “If you behave well, if you behave well, we will go to a stadium to see a lion eat a Christian.” The only thing that you’re left with is what’s legal.
“When values are clear, decisions are easy.”
I am selling this product for 67$, and in the future I will release a program for 20.000$, but I realize that not everybody can afford it, so I will sell this for only 66$.
“I’m not sure if you’re in my Inner Circle or in my Business Consulting that’s up to a million, but…”- he’s just giving information, he’s not selling and it’s a great deal.
Tai gives the perception that he doesn’t need your $67, he’s doing you a favor by you getting the program.
Focus on one mentor and learn everything, don’t switch every week.
When you start making money hire an assistant before anything.
Be specific about what you’re good at when you’re offering to do something for someone.
Reciprocity- giving something away, or making a video for someone (happy birthday).
After testimonials, interviewing and a gift you can relate to him (I’m also sleeping on a couch and it’s hard, like it was hard when you were broke).
First give away 1 hour video for free ($67 because not everybody can afford 20k), and the reason is I’m creating a 20.000$ product.
After watching your videos, get them on a phone, get to know them for 30 minutes, then letting them know that you gave them 5/100 steps (give them advice, action step), would you like to learn more?
I’ve got this program, it’s not a perfect fit for everybody, so I have qualification process that you have to go through, then ask them 10-15 questions. Not in the beginning, but later you have to turn some people down. You don’t want to let anybody in.
Why do you want to work with me? How committed are you? Will you take action? Why do you think you will take action?
If you schedule a one hour call with me I cannot follow up we will have less time, if you join my inner circle we can talk more.
Offer inner circle and daily reports (accountability) then later separate this.
It’s a pleasure working with people that you like.
Length of fingers; ring finger is testosterone, index finger is estrogen (if guys have similar lengths, they will be more sympathetic, better on the phone, but harder to face rejection).
Biggest thing to fix; handle rejection better.
Find people to message, talk to them for a little, make them watch videos, get them on the phone, maximize interaction time (talk to them for as long as you can) and always qualify them and lastly make an offer.
How to Find Your Real Strengths
The only way is through feedback analysis. See what other people say about you, you can only build on strengths.
Maybe you should offend somebody in order to to find out what they really think.
To Do Lists and Priorities
You may want to do just the first thing that comes to mind (in a storm), but in a non-chaotic situation you may want to make a list in order to do the most important thing for that day.
Have a reward for everything you do that’s productive, so you associate hard work with pleasure.
Will You Toughen Up?
A lot of practical people study a lot before taking any action, but if you’re not making any money and just learning and learning, the results will be slow.
99% of us could do a lot better, so how bad do I want it, how bad do I want to make my first million?
With Dan Pena, Matt sent 10 things that he did for the day, it’s not enough to tell that you’ll see a couple of videos- be specific, make reports long, take action and think about it.
Reports get longer when you’re trying to solve a problem, and you have ideas- that’s good!
The mentor said that the guy should go out and solve the problem and then tell the mentor how he did it- expect what the mentor will say to you and do it; if Matt gives the answer, he’s giving me the fish (mostly), and I should innovate in order to learn how to get the big fish.
What Would Dan Do? What Would Matt Do? I need to learn how Matt would think in my situation.
You deserve the situation you’re in right now- so you need to put in the work.
If everything fails, I can still go to college- “Never underestimate how wrong you can be.”
If Matt is direct with me, I may not like it. Slow progress is better than no progress, most people disappeared when Matt was direct with them- be able to take criticism and swallow it, you’ll be a lot more successful.
Bill Gates made grown men cry. Perception is reality, when people see Bill now he seems so generous, but Dan Pena said that he was “the most vicious motherfucker” when he was building Microsoft.
Also know clearly what winning is to you.
Don’t embarrass yourself- do what you say you’ll do, and list a lot of things, have a lot of goals for tomorrow.
People that go to the Castle want more than 100 million, so you don’t need to be kicked around all the time, but you can try.
Matt is one of the most patient guys, but keep your promises!
Don’t expect a lot of results if you have 2 simple goals/day. The people that are ambitious list 10 things, and then do even more- then people wonder how some people make so much more money.
Be consistent with what you do the next day- be very specific and do more!
Take your time to think before you ask- know the possibilities, narrow down, then ask.
People who are less likely to succeed have generic questions, which one will you be?
If you’re not asking questions, that’s a good sign you’re not doing much progressed.
When Dan would hear from a SEO that they’re doing smoothly he would get angry, it’s much better for him to say “we’re in court, this guy quit, we’re hiring these guys, and competition is after us”- just complete chaos! If business has problems, it will grow once they’re solved, it uses the full potential.
If you want to grow quick you need to go out of your comfort zone a lot!
You need to be able to juggle- 4 Ps (employees have 1 thing to do, you need more)
It will never be easy, but it will be easier- accept that it’s hard.
The simplest thing to do right now is to set more goals, do them and ask more specific questions.
Make self-assessment honest and big obviously. If you have 4 hours to focus, and make 1 productive that’s 25.
Grant Cardone- “What are you willing to give up?” Make conscious choice.
Maybe you’re willing to spend less time with friends, not play video games, not have a girlfriend, not sleep as much for a month… be tough enough.
Introduction to Traffic Generation
Traffic is never a problem, only positioning (or your reward) is.
Bad fuel in a Ferrari or perfect fuel in a zaporozhets?
When people say they can’t get traffic, they’re really saying they can’t covert it; so if fuel is traffic and car is conversion- Ferrari would be better even with bad fuel.
Nobody wants a 50 year old bad car. You need Ferrari, even if you don’t have the best traffic.
Know your metrics of your sales funnel- first there are Prospects, then Inquiries (low ticket sales), then Proposals/ Sales (medium) and then New Customers (high ticket).
Sales funnel is very important.
Simple 5 Step Process
1. Expose Yourself (better to be hated than uknown)
2. Connect with prospects, offer value for FREE (of high value), make them see you DAILY (all social media- their interest rate goes up after they apply), do NOT let them forget about you (that’s the worst thing)
Give them the best content away for free, but idealy in a way that they can see how valuable it is and how they can use it, just not completely, so they want more. Let them know how to process works, but not in a way that they can do it themselves.
3. Offer a free strategy session (or a low ticket item) designed to sell a high ticket item. The more expensive the high ticket item is, the more time you need to spend on step 2
a. Generally speaking, if you’re going to sell high ticket items, YOU HAVE TO ADD A PERSONAL TOUCH, because the main reason somebody won’t buy is because they don’t believe or trust you
b. Generate traffic= connect with them on a personal level (at the moment FB messaging is PERFECT), convert them to applications=> Get rid of bad applications, get them on a phone.
4. Sell them a high ticket item
5. Follow up if a sale is not made
Target One Audience- Dig Your Own Well (find a traffic source people don’t use, and use it)
• Become a local celebrity
• Ad Swaps
• Warrior Forum
• Tai Lopez- first getting traffic from a celebrity, then becoming the celebrity.
»The harder you work, the luckier you get«- you’ll more likely find things that you’ll be able to use.
»Put eggs in one basket, but then watch the basket« and »if your horse is dead, get off that horse.« (list building business- $10,000, but hard to get more than that)
When you find one thing that works, squeeze everything you can- you never know when it will be gone.
Free vs Paid
If you have a bigger budget, go with paid (but it’s risky, unless you easily connect with prospects on a personal level)
Free- takes more time, you need to build up some momentum, great to get started with
I myself would ten to start with free traffic and once I see some results, start buying traffic.
You’re buying data that you can then use.
With paid traffic there’s no actual momentum, with free traffic you have to build momentum (takes some time) and then you have it.
With paid traffic you need something high ticket with high margin to get your money back.
Quick Ideas for Traffic
• Forums, FB ads, FB groups, your personal profile
• Instagram (Instamacro)
• YouTube (use good in depth descriptions, lots of tags)
• PPV Networks (pay per view)- musn’t be annoying
• CPA networks (Call per action)- collecting subscribers
• Search engine ads
• Display ads
• Retargeting- ads start following people (tags people)
When you reach 5000, tell people that whoever won’t like a post will be removed, and you’ll add new ones.
• Media buys (anykind of formal advertising, usually they go to big websites to get traffic)
• Native ads (recommended from the web- actually paid)
• Email newsletters
• Contextual ads (every phrase in the content linked to your site)
• Mobile Ads
• JV Traffic (join venture- doing a deal with someone that’s also known)
• Affiliate traffic
• Pay per call (for every person that calls me, I pay $20- maybe dentists, lawyers…)
• Networking, conferences, seminars (not even trying to get anything, just add them and they’ll see your content)
• Guest blogging
• News Sites (Press Release- just released the Academy)
Social Media Strategy
Today Social Media is crucial- building perception & trust.
Investors will want to invest in people who have a lot of likes, and followers. You will be treated differently.
It’s Free money
The V.R.I.N model
Most common mistakes and Aesthetics do matter
Valuable- would you click on it?
Rare- how unique is it?
Inimitable- can others easily copy?
Non-substitutable- can I get the same thing somewhere else?
Quotes work, but they don’t work exceptionally- you can get them anywhere else.
Posting your own quotes is much better.
Most Common Mistakes
Identify is that website used to generate leads directly or just to remind everyone you exist.
Trying to use certain social media websites for lead generation, while in fact, they should mainly be used for perception! (one perfect video will not help you, you need a lot of content)
Posting strategy (if somebody follows you for a long time, and you don’t have something interesting they will block it out, if things are similar all the time)
This is tricky because branding = volume, but if you’re not interesting it won’t be good.
Not having your THING (does my wall ring a bell?)
Once you have 100 videos and posts, then you can focus on quality; but in the beginning, 50 OK videos are better than 2 perfect ones.
Social Media Websites in Order of Importance
1. Facebook personal profile- your 5000 friends, lots of direct and personal engagement
2. YouTube, takes SERIOUS SKILL, good for direct lead generation and »reminding you exist«
3. Instagram- lead generation and »reminding you exist«
4. Facebook groups- lots of engagement from only a few people.
5. Facebook fan page- mainly used for FB ads, unless you got 10,000s of fans and even more
6. Twitter- mainly for perception, helps to remind your followers you exist. If you’re a celebrity- good for press
Email list in the beginning is not too important
Personal FB Profile
• Get 5000 Friends- good for perception, testing new stuff out for bigger promotions (beta test)
• You can add up to 50 people a day
• Post personal stuff, test things out
• Make profile public
• Get at least 30 videos up to establish yourself
• Before you publish a video, unlist it, get 1000 views for a video and then publish it (it’s bad for your perception to have videos with no views)
• You can target keywords in your merket for every video
• YouTUbe ads are great for building your brand quickly
• Pick a theme for your channel and a perception
• Long vs short videos… (RSD has 2 hours long videos- have long ones as well!) Most people may not get through the first 20 minutes, but people that get through it will be hooked.
• Short videos will get you attention and lots of views, but not too many sales
• Long videos will get way less views, but will often convert traffic into sales
• You can have a mix
• The more you post the faster you will grow- at least one post a day; you can post 30 a day.
• Use a lot of hashtags (30 per post)
• Have a link in your bio (the only clickable link)
• Use Instagress to follow others and like others posts
• To remind your clients you exist and keeping them engaged on your own FB group is one of the best things you could do.
• Look for other groups in your industry, join them
• Post there often, become a local celebrity. You can later start adding these people to your friends list.
• Exchange at least 30 messages before you try to sell anything.
• You always want people reaching for you…not you reaching out to them. This is the holy grail of that.
• Best for ads, you will have much lower engagement rates and a lot less likes compared to your personal profile.
• Create a post, use Facebook ads to promote it, say something like »send a personal message to our fan page and we will send you a 7 step guide that will show you have we generated 500,000 leads with free traffic.«
50,000 Followers in 3 months- Instagram Domination
It’s free traffic.
• clear and distinctive logo
• consistency throughout social media pages
• has to show what type of account you have
• possible sites of logos
• use logo to brand images
• They need to know what it’s about without them reading anything
• easy to identify
• key words in the name *piggy back*
• don’t over complicate it
• explain who you are, what you do
• focus on benefits for target audience (benefits- free shipping for teenagers)
• lining, visual effects; have it short, bullet points, up to 5 words
• clickable link in the bio , you only have one link; your website
• have one clear purpose of it
• use social proof
• make it clean and simple
• specific object, time frame and problem
• Usually a good landing page has less than 50 words
• After a short landing page, have a long sales page
• “who’s who in the zoo”
• look for accounts of similar interests
• consider their followers and engagement- follow the same people as people who have a lot of followers follow
• make your account esthetically pleasing
• First 10-20 posts are the most important (it’s all about visual)
• Have a lot of white color, its great; make photos blend in.
• Don’t keep the old photos with 3 likes.
• Consistency – post at least once a day! (it’s hard to post too much)
• the more you post, the faster you grow
• have a clear vision of your theme and follow it
• use to find out days and times for best engagement
• DO NOT COPYRIGHT use publicly available images
• use the minimum (and maximum per comment) of 30 hashtags
• use a variety of very popular and less popular hashtags (not in the description, use comments)
• target audience with the hashtags- in popular hashtags you won’t be up for long
• use apps to help you out, you don’t know what people will search for, use many
• can post for you at a certain time
• for manual fast following
• automatic following, likes and comments
• Once you reach a limit of 7k people, then again unfollow people and do it again.
• Share4share (you share a photo in exchange for someone else to do the same)
• simple post share, screenshot share, post share and a change of the link in the bio
• paid shoutout for a large accounts with high engagement
• for finding people for shoutouts use direct messaging on Instagram or KIK
• find your TOP followers
Don’t focus on the amount of followers an acount has, focus on engagement when it comes to Shoutouts.
Reach out to celebrity that followed you and exchange.
Credibility is everything- a large number builds a good perception, people think you’re the real deal.
People like to see lifestyle of other people.
How to Launch Your First Product with Guaranteed Sales & Traffic
Worse employees are good employees; you fire a bad employee, exceptional employees bring a lot of money, but you don’t fire good employees, even though they don’t do anything great.
My First $1000 Online Strategy
(Brian Rose)- associated himself with great people, even though he wasn’t that good
Matt used to pay 100% commissions- wasn’t about the money; fundamentals are the only thing.
Interviewed 10+ experts with followers- ASSOCIATION
(this was many years ago before social media, they only had email lists)
When I launched the product, I paid 100% commissions (use JvZoo.com to set up your afiiliate program)
I had two upsells, for one upsell I paid 100%, for the other one- kept everything for myself (transcripts & PLR- private label rights, you can edit it, you have all the rights). Do transcripts, and have upsells, this isn’t about a few dollars, this is about the brand.
I built an email list of almost 2000 people- LEVERAGE
I later promoted affiliate products to these people and made $2000+
There is a difference between $1000 and $997.
Be interviewing people you see in what business you’re in, you see what they’re like.
You can also offer strategy session, where you can sell upsells.
Unlist videos and send it to people- before it goes public, so it looks good.
Promote for other people and then when you make a product they’ll do the same thing.
When one big guy promotes for you, others will try too and if it converts, they will promote too (remember- traffic is never a problem, only conversion is!!!)
EPC- earnings per click; Matt’s EPC is $49, and conversion was over 60% (with high ticket)
Use Zoom.us to record a video interview on Skype (very cheap)
Start with our Inner Circle family- you’ll see some great experts here. After every interview ask if there’s somebody else they know you could interview- getting referred is the easiest way to get interviews.
Always think about what’s in it for them.
Get their attention- tag them on Instagram, Facebook, Tweet with their Twitter ID
Comment on their website, blog, YouTube videos, Instagram posts, Facebook posts, Fanpage posts (send them a friend request, try to message them on FB), call their support
First just try to get their attention, don’t ask for anything. Only then ask for the interview, buy their products.
Figure out who else they know and try to approach indirectly (a person that knows him and ask for an introduction); go to their conferences, find out what conferences they go to.
Matt can introduce me to other people.
What’s in it for them?
Let them advertise in the interview, let them give away the interview.
Promise to break it down to 10+ snippets that they could post on YouTube, you’ll create pictures and 16 second videos for their Instagram out of it, you’ll write Twitter posts for them from it.
Promise to reciprocate with their product launch, promote them, promise to sell 1000s of coppies, tell them who you’re mentored by. You want other people to brag about you- he charges 10k/hour.
How to Find Experts?
Inner Circle Family group, FB Groups, Amazon bestselling books, Clickbank.com, JvZoo.com, ask around a lot, make a list of all people you know in the industry, Social media, seminars, ask mentors…
• Have an opt in form on a sales page (email before they can buy)
• Have an exit pop up that leads to a squeeze page
• I had a 29% of all of the traffic opt-in!!!
• 17% on the sales page
• 12% from exit pop ups
Pick a Topic for the Interview Series- the more specific the better
• What would you do if you had to lose 30 pounds in 32 days (more specific 32, not 30)
• How to get super ripped in 58 days
• How to make a girl/guy fall in love with you in 7 days
• How would you buy and flip a house and make $10,000 with no money down
• How would you start a start up and make at least $1,000,000
• If your back was against the wall and you had to make your $1,000,000 again, how would you do it?
• How to become a well known celebrity in 111 days
Give it a fancy name, don’t call them interviews- or people won’t pay attention
• Behind the scene sessions
• 10 investigations into
• Confessions of
• Brainstorming sessions
• Raw uncut never before seen footage
1. What’s your story?
2. How did you start in your industry?
3. How would you recomend to start in this industry? Could you present this in a step-by-step format?
a. Why do you think it’s the best way to start?
b. What will be the biggest challenges people will face?
c. What will they need to get started? What kind of tools and how much do they cost?
d. What would you tell people who are on a very limited budget?
e. If there’s anything that is not clear…ASK THEM! Others won’t know as well.
f. What’s the one thing that’s so obvious you overlooked it and later you were like »DAMN IT!«
4. What were some of the biggest mistakes that you have made and how could we avoid them?
5. What are some of the best books/info products that you have bought?
6. What would be your one piece of advice that you would give to someone who is new to this?
7. Why do you think most people fail and why do you think you succeeded?
8. Is there anything else you would like to add?
Mention their product and website a few times- the more attention the better.
The Real Trick to Buying Traffic- Know Your Metrics (closest thing to legally printing money)
Ad swapping- landing page (capture email address) – both people have 100k of subscribers and they both promote each other.
How much do we make per new subscriber? (0.4 $)= $400 spent – making 500 subscribers for 1000 clicks. Thank you page monetized with offers (affiliate, gets commissions) = $0.4 cents per subscriber= $200
Future broadcast- you can email these people over and over again; 5 mailings a day, each gets a 1.5% click through rate- 1125 clicks.
Sell at 0.4= 450$
450+ 200 (500*0.4) = $650
650-400= $250 profit a day x 30= $7500 a month
Pay attention to metrics that nobody else is measuring. One guy offered 200% conversions, because for a certain amount of sales he would sell an expensive upsell.
Promoting free stuff (they get 100 mails per day) – different people click on different e-mails (if you send 5 mails/day); using rotator, promoting different offers every time.
8 emails/day and the guy didn’t know he subscribed (they get so much emails).
People were afraid to mail their list once a day and only had $5 products- there was no competition.
Pay per application.
4 Threads on the first page of WarriorForum.com- to bump one thread it costs $20, did it twice a day- $160 a day spent. Nice side effect- I built a brand and awareness.
I would generate 7 applications daily. 4 people would schedule sessions. 3/4 would show up. I would make one sale of 2500$.
160/7= $23 per application
2500/7= $357 value of one application
2500/4 = $625 value of one scheduled call (free session!!!!)
2500/3= $833 value of every person that shows up.
You can only get into pay per action if you know your metrics.
“Conventional wisdom is almost always wrong.”
That’s why people pay 20$ for an email to win iPhone; they know their numbers!
Know how much clicks on every link you get, clicks on thank you page, conversion of landing page…
It gets interesting when you get upsells.
5 million $ selling 47$ fitness course, that’s a lot of costumers, he could make a lot more money. 100$ upsell with 10$ conversion would get him a million. He keeps all for himself, there’s no extra costs, he doesn’t need extra traffic, and he already paid his employees…
500,000 in lawyer fees…
9 out of 10 deals don’t go through.
Sounds really crazy!!! People would quit after first 2 tries.
But he makes $50,000,000 on a good deal, he knows his numbers.
To overcome rejection, know your numbers! Put a value tag on every person. Even when you get rejected you know that you will still make those $833 in one of 3 people.
Have support of other likeminded people when you get rejected a lot. Some people are weird, snap out of that quickly (no bad mood). It’s a number’s game.
A guy copied a bad ad from Matt, because he thought the ad was the secret, he didn’t make anything. He confused correlation with causation; like thinking people in Miami are billionaires because they wear shirts.
$1,000,000 a Month Plan from Facebook
Don’t speak about any specific numbers you made on YouTube.
10-20% of people don’t show up on the call, book 2 people on one spot; “I’m sorry, but we will have to end the call, because we have another more committed person on the line.” That will cause social pressure.
Gather as many testimonials as possible, have other people to do the daily reports.
Tell Paypal you offer website creation, not coaching! Know every single person personally and keep your phone next to you all the time, or they will freeze your funds.
Do $100,000 per merchant account max, also have cash.
Build perception, and about 50% of the people will accept your request.
Get a few people to message people on Facebook. Have a different template for every profile (send different videos, photos, questions); quantity matters, just don’t be boring.
Build perception like it described in other videos- add 50 people/day, when they accept chat with them- about 20 messages, then you can send them a photo, they will see that you have a lot of likes, then you can send them a short video to see how many views you have (“celebrity is talking to me”), then you can send long videos (7 hours of content- Mystery), or private video that they promise they won’t share and after you have their trust you schedule a call; you can make them a video to remind them of the call and make sure they know it’s their only chance to talk to you.
That’s for first 50 clients, then you can train some of them to sell for you, every account can make $3,000 with no problems, you pay about 10% per sale to them.
Later you can make webinars- Tai makes about 2 million dollars/month with them, Matt makes a lot as well (95% engagement, only 5% leave before the end).
Are You Addicted to New Tricks?
Do not be addicted to new insights- it’s exciting to learn new techniques and strategies, but don’t forget- the fundamentals will make you rich.
Aristotle- “Some jobs are inevitable, some are honorable.”- make people that work for you do the inevitable jobs.
Do not be self-help junkie, go back to fundamentals regularly- 4 Cornerstones, 4 Ps, Drink it and 25 selling modalities.
Every single time that things don’t work out, look back at the fundamentals, QLA is very easy to understand intellectually, but hard to implement emotionally; have a big emotional bank account. Taking action is hard emotionally, but you need to go to bed a little bit smarter; step by step you get ahead, slow progress is better than no progress, but don’t be addicted to new material- make things instinctual instead, don’t say you already heard something.
How to Quadruple the Speed of Your Progress with Experiments
A mistake is an experiment run too long. Most people don’t do enough experiments, and the ones they do, they run too long.
Picking an office you like, then rent for a month, compare it to others- it’s only an experiment, if you need an assistant, hire 3 to compare them or you will never know what a great assistant looks like. Experiment with everything- read (how frequent, how many different books), creating content, exercise…
Run an experiment and wake up earlier to see when you get most things done.
Ferrari might make others jealous and somebody could bump into it, it’s easier to have a Smart Car. Ferrari looks cool, but is not practical if you live in the center.
Set reward for every single thing you do- break is a reward, it must be planned out (not feeling guilty you’re not working, but being excited to get a reward.)
I Got Sick Again
Again, make one day off, or you will get sick and be forced to take 2 weeks off.
Instead of not taking a day off, be more productive when you work- get more done, and then rest! Learn from Matt’s mistake and take the day off.
Basic Overview of the Script Part 1
When you’re just starting out- copy the complete script word by word. You need to identify personality type (exciting for action, chit chat for emotional, rational for practical people or uncover pain for emotional with questions). It’s easiest to sell to emotional people, or the same type as you are.
You need to widen the gap between where they are and where they want to be; not just lose 50 pounds, but also be muscular.
Name, story, and get to know them. Then identify their needs, problems, challenges (how do you feel, what does it hurt?). Eliminate all answers that can’t be true.
If he’s not emotional, then it’s one of the other 3.
If someone lies, go deeper a few levels, if they can’t go, they’re lying.
Then custom tail action plan for that person.
Leave them hanging- give away all the best content for free, condense it so they can’t do everything on their own. You have this and this, and for N, E and Y there’s not enough time; don’t tell them so much that they will be so confident that they don’t need you.
After the action plan, do the qualification. Perception is reality. Do others know you have something good?
What would a very successful person in a certain business do? What would you do if you had an abundance of prospects? You can’t work with everybody, you have to qualify to narrow down, and some people will not be accepted.
“Not every profitable costumer, is a profitable costumer.”
If the ones that are not accepted are not crying or before the qualification process, you’re not doing a good session, they must be dying to join.
Would you rather have clients that have great results, or any clients? They will take your program more seriously, consume it better.
Two part qualification process- to join or not, and to get a scholarship or not.
Less than 10% that buy the book, go through the first chapter (3% read the whole book).
If you qualify them, you can raise price automatically. If they go through the qualifications for Harvard (5% gets accepted), they will find a way to pay it. They will be dying to get in.
Then make the offer, make them cry, because they got accepted, or feel emotional if they didn’t make it.
When you make an offer, turn off the video, get the link to see what they get; clear outline. Then you reveal the price, but before you do that ask a few more questions that get the yes; have you enjoyed, do you think this will help…
If they’re hesitant, overcome objections.
Always relate to them at least in the first 30 minutes; “I want to play WOW all day.”- “My friends are the same way.”
Don’t be direct with emotional people. If they say they want you to be direct, they don’t mean it. I’m a good action taker- how would you describe good action taking?
Start enthusiastic by Hi, how are you doing today, John? Then match them, if they are slow.
When somebody says yes a lot, they trust the other side more. “Does that make sense? Can you see yourself making money by this? Do you think you will be able to use this strategy very soon?”
Be patient, some people are slow learners. You either get really frustrated, or become patient, so learn to be patient.
Add a few hums…they mustn’t know you’re reading from the script! Use question marks, have gaps; “sound good?”
Go through the script a few times!
Tell me about yourself, what’s your story (they won’t just tell you what they do.) – Here is where you determine personality type.
If they’re clear from the start they won’t buy, end in 30 minutes.
It can take 4 hours for slow learners and 2 hours for fast learners to go through everything (extend when you’re sure they will buy)
Record yourself and look at your recording; slow, fast, monotone…
If they’ve been following for 3 months they know your stories; “so you heard about…”, if they know you for a day, tell stories, it’s a great way to sell.
Talk for 30% of the time.
People just want somebody to talk to, want to be heard, sometimes you will feel like you’re a psychologist, going through a therapy (some people just go to the doctor because of that, be good to talk to- understand how human behavior works.)
Even if you’re a friend of mine don’t give me an information that I could use against you, we’re in business and I will do everything to beat you (Bill Gates) – ask what they liked the most, and then use that to make a sale and to convince them easier (if they like a certain video, or a FB group…)
When selling real estate ask what they like and when they tell you, then pound on that (ocean view), “The view is great from the bathroom, it has great floor, but the best part is this view.”
They like daily reports? Pound on that.
If they like your phone number; “It’s only 10.000$, and I will give you my phone number, so if you have problems, text me. This is good, and you also get hangouts, but guess what’s really good? You get my personal number.
(Identifying their needs, problems, challenges)
Background, family, education (emotional level), know some details- first logical case, then (with qualification- emotional case; that’s after you know the details)
You don’t want buyer’s remorse (not making logical case, only emotional.)
Describe the best day, the worse day… (You need both days to see what you need)
What have you tried so far? So, you spent 4 years and $10,000 dollars trying to make this work, how does that FEEL? How does it feel wasting 4 YEARS and not making anything (emotional)?
What’s your biggest challenge, problem that’s holding you back? Remember what they said here when you make the offer, if they say procrastination, “you know what, I have a perfect solution, we have daily reports, weekly hangouts, and you’ll be talking about your progress- everything is perfectly planned out for you.” If they have troubles finding likeminded people, we have Facebook group and webinar where we talk to each other, no problems making new connections.
Trying to sell these two people is VERY different; that’s from good to great (customize for every single person), listen to the problems and don’t sell what you got, sell them the process of how what you got will help them solve their problem. Even if you think step by step training is the most valuable, they might want to just connect to other people, so sell hangout and groups. Pound on that!
If I’m a trainer, convince everyone how they need a trainer (ask them if they want a trainer before that), if you sell something, convince them they need that.
If you have an action oriented person and they have 3 options, sell them on the spot- maximize interaction time or they will choose another option.
With practical people you don’t need that, if you were better, they will get back to you.
What are 3 biggest benefits of you getting a coach?
Always deliver what you promised- if they have unrealistic expectations and want “a secret”, tell them you can give them that, but you have something even better (what you’re teaching).
Dou you think you would already be making money, if you got a mentor when you started years ago? (Regret)- In the beginning connect with them, don’t make them feel regret right away, then make sure they need your product. Don’t end call after 30 minutes, end after 5 hours, and maximize interaction time. The easiest sales ever were the longest.
They would pay the most for happiness, get rid of fears, then get rid of regret and pay the highest to feel love.
Never assume anything- full time income might be $300 or $30,000/month.
What does muscular mean…find it out specifically…
Then move from pain to pleasure. The strongest modality short term is pain avoidance.
How would you feel about making full time income online? Then relate to that.
First impression, but then they talk about something different (you thought it was action, now he’s emotional), so don’t be so sure.
Thinking she’s the most serious girl, then finding out she’s the most emotional.
When hiring people, they decide in the first minute, then they just confirm their decision throughout the interview.
Use phrases, so they say yes, don’t say the same one too often.
Do you have any questions about this or would you like me to move to the next step? Don’t assume they understand easily as you. The fifth emotion would be embarrassment, they don’t like to ask no to feel stupid (that’s why you want to ask them if they understand or have any questions quite often)
This script is mostly for practical people (without crazy stories-social, emotional stories and listening to problems-emotional, action- listen to what he wants)
Tell me something most people don’t know about you. Something that really embarrasses you till this day (logical will say that they were eating a hamburger; whatever, so what? action oriented will say that they lost half an million dollars). Never assume anything, get the details if you can.
Never move on until you have asked the person if they’re ready to move on after the action step.
Almost nobody will say that they don’t want to see the offer, and you can practice with people that won’t buy (if they stayed for a few hours, they will want to proceed mostly).
Remember to remind them that they need to go through a process in order to qualify.
Give them an outline of what they will get- you can also share screen.
“Name, pay very close attention now, I will tell you exactly what you will get when you will sign up for my mentorship, okay?” (Will only say it once)
At the end of every benefit ask- “Name, is this training valuable to you? How do you see yourself using this?”
If you can make somebody laugh, you will make a sale- “…and if you will have low self-assessment on daily reports I will kick your ass, okay?” Different jokes for social or practical people!
Give them a bonus which is even more expensive then the product itself- make them feel special.
Stack close (works best with a large group) – stacking benefits one after the other all at once ($50,000 of value together).
“So which component is the most valuable for you? WHY?”
Always ask- “So NAME, do you feel like you understand exactly what you get?” People still might have a few questions.
Clear all objections before you even start, and certainly all before you close.
Then smooth transition to Qualifying.
(Qualification)- put some resistance
I don’t want to work with anybody unless I’m completely broke.
To challenge how smart your potential client is ask: “What is something that you know for sure is true, but almost everybody doesn’t believe it’s true?”
Make them feel a little bit embarrassed (unless they’re super emotional); “I’ve messed up, did I lose my chance?”
Have challenging questions that require some mental power!
How would you go about establishing your credibility quickly in the Inner Circle Family?
Three positive character traits you don’t have? Biggest regret and why?
You spent 5 years failing to do this, why do you think this time will be different?
So you don’t make excuses and blame others, take full responsibility for your actions? Can you promise that? (Solves all future problems before they happen).
Paint the picture of everything you will do together in the future (or even not- go to LA, London…)
Bring people to the roller coaster- “do you promise to be honest with this answer?” – building pressure
Why would you like to work with me instead of somebody else? Why do you believe so much that you will make money following my strategies?
Name, I know you’re very honest… what would you say is the cost of staying where you are right now?
On the other hand, if I accept you… what would you say would be the three biggest benefits? (Gap)
The next question will be the most important- think it through and let me know when you have the best answer (they will persuade you and themselves at the same time.
How certain are you to succeed?
If I accepted you, could you make a decision to invest or not to invest on this call?
Okay, I have enough information to decide, just give me a few minutes, and don’t talk.
Then tell them (2 versions).
Then comes the second qualification process (50% off scholarship)
Give a real reason why you’re giving something; if you just give it away like that it’s not real, it’s just a sales pitch.
Always say investment, never price- you invest, and then get it back. Say the amount and the discount very slow and don’t let them talk- just ask them 3 questions that they’ll say only YES, then use the next part of the script (“getting started is very simple and easy…sound fair enough” part).
9/10 times people would let a guy cut in line when he said “I need to use a printer because I’m in a hurry”- use “because” and have some sort of guarantee.
Then send a payment link and shut up for 7 seconds. If they are still not talking after 7 seconds then they’re still hesitating.
Then you want to handle objections; on a scale from 1-100, do you like the idea?
Is the price the only concern?
Are you sure I can ask you a question? Are you looking for reasons to invest in the program or NOT to invest in the program?
Tai- I put them on a list of people that didn’t took my advice and are now broke, and I will put you on that list- REGRET, FEAR AND EMBARRASSEMENT.
These people are broke, live in fear and are embarrassed when they think about what they could do.
Don’t close everybody, it’s unethical.
If he for some reason is not able to make the payment now, but promised to do it ask him: (110% certain he will do it and he’s already made the decision).
Get a down payment of at least $50, or you will lose sales- the more the better.
Pros Throw Scripts Away
Come up with your own angle. Every single sale is a little different (different strategies for different personality types).
How to Become a Go Getter
Matt gets hundreds of messages/day. Out of all these people one guy called on Facebook, he did something different, something uncomfortable; when you will be struggling and uncomfortable in a certain situation, choose the hardest way out- that is the best way long-term (while others do what’s easier).
Hundreds of people were left with nothing, while this guy got in.
“The harder I work, the luckier I get.”
Dan said his phone was publicly available, yet he wasn’t getting many calls- either people are too scared or not enough passionate.
Not reading for a month- “This is how it feels to be dumb.” Reading helps you get focused, when you’re just watching TV your mind is wandering, isn’t operating at full capacity.
People have black & white mind, while the truth is somewhere in the middle- don’t take everything literally (unless they are exactly where you want to be.)
Don’t just follow everything step by step, also do something on your own.
“Be first or be different”- so stand out.
Put yourself in other people’s shoes.
“When you go through this, be selfish.” – How does this apply to me and how can I take immediate action?
Little Trick to Keep Your Focus Sharp
If you’re struggling with that, get a reward for getting up early (or having a special meal) – think about what motivates you; try different things and see how it works for you.
What’s Your S.T.O.R.Y.? (The only thing that your prospects will remember)
Tell a story for every single great point you make!
Make emotional people feel regret or embarrassment by stories, which is important.
You should write down every single great story that you can remember and be able to tell it.
Make sure you work on it, you will become known for it, and make sure you like the story; if you don’t like it, don’t tell it.
Even with girls, if you’re not telling stories, it won’t be good – hard to hold attention.
Instagram founder story (similar to Dan – 2 billion dollar was the goal, he missed it by 1.5 billion)
Ideally have your own story, but you can use other’s.
Bullshit happens – something goes wrong in business, and then things go even more wrong.
Story about dad and wolf – he had hyper awareness, will power, changeability… everything except accurate knowledge (he didn’t know that mom cleaned the gun, and the bullet went 2 meters up)
“Unless you grew up in the exact same circumstances, what’s common knowledge to you, won’t be the same for another person.
Story – Tai’s broke people’s list
Key Elements of a Great S.T.O.R.Y.
Super Personal and real
Really Funny (Work on your timing) or dramatic (ideally both)
You Being Relatable
20 Things That Rich do Daily & Other Good Habits
Dan – “I’m only 10% different, but it’s the right 10%.”
The difference is in the habits that you do every day.
• 70% of wealthy eat less than 300 junk food calories per day. 97% of poor people eat more than 300 junk food calories per day. Eat better (you will feel stupid if you won’t, your mind will shut off.)
• 23% of wealthy gamble, 52% of poor people gamble.
• 80% of wealthy are focused on accomplishing some single goal. Only 12% of the poor do this (laser beam can cut through paper, while light bulb can’t – focus on what works best)
• 76% of wealthy exercise aerobically four days a week. 23% of poor do this.
• 63% of wealthy listen to audio books during commute to work vs. 5% of poor people (Billionaire effect; almost all of them read and were at some point involved in sales)
• 81% of wealthy maintain a to-do list (when there’s no chaos) vs. 19% of poor.
• 63% of wealthy parents make their children read two or more non-fiction books a month vs 3% of poor.
• 70% of wealthy parents make their children volunteer 10 hours or more a month vs. 3% of poor.
• 80% of wealthy make Happy Birthday calls vs. 11% of poor.
• 67% of wealthy write down their goals vs. 17% of poor.
• 88% of wealthy read 30 minutes or more each day for education or career reasons vs. 2% of poor.
• 6% of wealthy say what’s on their mind vs. 69% of poor. (When people ask you to be direct, but they don’t mean it, they’re just praying that you would tell them that what they’re doing is right)
• 79% of wealthy network five hours or more each month vs. 16% of poor. (If drug addict is around priests he will be ashamed; Matt’s old friends are intimidated)
• 67% of wealthy watch one hour or less of TV every day vs. 23% of poor (the more the more rule). When you watch it, analyze cognitive biases in commercials.
• 6% of wealthy watch reality TV vs. 78% of poor (it’s addictive). Get a six pack of your mind, you’ll lose it if you watch TV.
• 44% of wealthy wake up three hours before work starts vs. 3% of poor.
• 74% of wealthy teach good daily success habits to their children vs. 1% of poor.
• 84% of wealthy believe good habits create opportunity luck vs. 4% of poor (“The more I work, the luckier I get.”)
• 76% of wealthy believe bad habits create detrimental luck vs. 9% of poor (people justify bad habits)
• 86% of wealthy believe in lifelong educational self-improvement vs. 5% of poor.
• 86% of wealthy love to read vs. 26% of poor.
• Other good habits to have…
o Being lazy and unreliable will kill you (even if you’re smart and talented)
o Check your bank accounts daily, go for a daily walk, go to bed early and get up early, meditate, report to somebody daily – including yourself, forcing yourself to consciously spend 30 minutes having fun/relaxing, do affirmations daily
o spend 3 minutes thinking about one specific thing, always do more than expected of you, 4 focused hours on one thing, do a 5 minute video every day at the end of the day
o Say “thank you”, make thank you videos
o Do the hardest thing first
o The will power exercise “instead of doing, I did something else”, admit you don’t know when you don’t know
o Forget about self-pity
Going From Class #2 to Class #1
#1 Class – feels good and it is good for you (you drink water and it’s good for you)
#2 Class – doesn’t feel good, but it is good (you lift weights which is hard, but it’s good for you)
#3 Class – Feels good, but it’s not good (smoking, drinking, staying up late and destroying your rhythm; feels good in the moment, junk food)
#4 Class – It doesn’t feel good and it’s not good (Cutting yourself)
Turn every #2 Class experience into #1 Class, so they feel good for you.
Arnold – »Lifting weights is better than having an orgasm.”
Knowing that once you finish the weights, you will feel great; setting the rewards. That’s what we’re doing by leading with reward, getting to #1 Class.
Anything that you completely hate could be something that you like if you associate it with the right reward.
If a guy is promised a Ferrari instead of $1, the guy will knock on every door and sell. He would know that he’s closer to the Ferrari with every single rejection.
Successful people get paid so much, because they do something that others don’t do.
This is the biggest trick you can do, sell to yourself.
Give them What They Want
The mistake that most new people do is that they think they know what people want. If you have 100 features, talk about the ones that are relevant to them.
Matt wants 1 on 1 coaching in person, not video courses.
You can have step by step training and webinars, but that doesn’t interest him.
To people that just started out, step by step training may be the only thing that they’re interested in.
Get good in creating your own magic tricks (unique).
If you’re talking for 70% of the time, you’re making a mistake, you think you know what they want, instead listen for 70%, then sell exactly what they want, instead of saying something that turns them off.
Never ask a question where there’s a chance they can say “no.”
If they want daily reports, forget about the mastermind group, training… focus on daily reports!
What you really need are the fundamentals, strategy and selling skills.
The #1 Skill That Will make you a Grandmaster in Sales
Planting idea into somebody’s head. Sometimes you need to know everything about the person, but when you can do that, they can do anything you want.
You will never see a grandmaster in action – people never disagree with themselves (you can’t tell the difference between him selling to you and him just being himself).
Of course they’re very honest and will let you make your own decisions.
If their favorite color is red, you can say »here are 7 reasons why red is not a good color, and why blue is better«
How to do it
Think of a statement that you want them to agree with. Then ask indirect questions that would lead them to that statement/conclusion
Try to argue with them a little bit, so that they start defending themselves – then they will hold onto the idea even stronger (conviction, emotional). And BINGO! They think it’s their idea.
Why School buses are yellow? »Did you know that yellow is the most noticeable color, it’s why scientists say, do you think that’s the reason they’re yellow, so you drive slower next to them?«
Always say »and perhaps I’m wrong, what do you think? « So they agree with you.
People with glasses are smarter – lots of examples of people who do better in life, if I do it long enough, repeat it many times, people will start assuming it’s true (telling lie long enough, they will believe it). Why do you think their eye-sight is not that good? Do you think and perhaps I’m wrong, that the people who read more could be smarter? Do you think it might be a SLIGHT correlation?
Persuade logical person with facts (people who read make 50% more…) that could work, but that doesn’t make you a sales master.
You just make it seem like they have options, but the person that asks is in control, but to do that you NEED to put your EGO ASIDE. Put yourself in their shoes and think through why they’re doing what they’re doing.
If I want to fire somebody… I promote them; they thank you for it, you give them a chance to earn a lot more money, but there’s too much responsibility and work that they could ever handle… and they quit (if you would just fire them they wouldn’t be happy about it)
If I am looking for a mentor, I will say that I am looking for and what’s in it for the mentor and then I will let him offer to mentor me?
When I sell my consulting, my first words almost always are “this is probably not for you, as this is only for top 1%, but you are welcome to prove me wrong.”
When they meet you, hand them their phone, show picture, they will read the bio and they’re attitude will change completely. And they think they found out who you are, you didn’t tell them.
Have you ever planted an idea into somebody’s head, after which they thought it was their idea?
Give 3 times when somebody planted an idea into your head and you completely bought into it?
What’s the one thing you need to convince somebody and how could you do it by making them think it was their own idea?
Good one is to let other people come to you – it’s their idea to ask for help. Dan Pena makes money from referrals. People are begging Dan to take Equity in their company.
Micro commitments help (application form that pops up more questions, asking small questions to US soldiers; “would you agree that USA is not perfect?”)
People can start doubting themselves if you ask enough questions.
Elon Musk’s 10 Principles to Succeed In Business
It’s not just about one thing – there are many factors that you have to improve!
PayPal, Tesla, Solar City and Space X are all worth more than a billion dollars, he’s the only person that has accomplished that.
1. How meaningful is the work that you are doing? Mark Zuckerberg made more money by innovating how to share photos, while Elon wants to populate Mars and save humanity
Elon Musk came from South Africa and moved to Canada – he had a rough childhood.
2. Work Super Hard – if you work 100 hours a week, you will get done twice as much as the person that worked 50 hours a week. Do the same with:
c. Will Power
i. If you 2x all of these, you will get done 64 times more – The Lollapalooza Effect
ii. Just like Dan Pena said – “Nobody has 10 times higher IQ than you, why are people making 10 times more money than you?”
f. Increase your IQ and ENERGY!
3. Focus on 1st principles, not analogies
a. If Elon said that there hasn’t been a car startup in a long time, he would never start Tesla.
4. Getting the best people
a. You will not be able to hire people who are better than you – if you are a B player, you won’t hire A players.
b. Strive to be A++++++ player, so you can partner up with similar people and hire A++++ players.
c. An average person could never hire Elon Musk because he would never work for a salary for someone who hasn’t accomplished as much as he has.
5. Be Bold
a. You can take more risks than anybody else when you are young and don’t have kids.
b. People who have kids and are married are scared to fail because they have debt and mortgages – if they fail they will lose all!
c. “The pain of discipline weighs pounds, but the pain of regret weighs tons.”
d. Will I regret this later if I don’t try it out?
i. Obviously also consider if this idea is:
6. He learned all about rockets, cars, engineering… by READING A LOT!
a. Reading is also the most important thing that Tai Lopez does (among others.)
7. Signals vs. noise
a. Tesla doesn’t spend any money on marketing
b. Almost all the big companies have gone viral without paid ads – focus on improving your product and service.
a. He appealed to a small market and dominated it – an electric sports car (Elon became almost like a local celebrity for that niche.)
b. These cars were purchased by celebrities like Arnold Schwarzenegger, Leonardo DiCaprio, and George Clooney.
9. Reframe Your Problems
a. When Elon Musk almost got bankrupt (he almost spent all the money that he earned from Zip2 and PayPal, while Tesla and Space X were about to go bankrupt) he still kept going!
b. When he met Tai Lopez, he told him that the odds were often against him, and he tried even though he thought he would fail – persist in spite of that.
c. Every problem that you have right now is a child’s play compared to the problems that Elon Musk has/had.
d. Read biographies to realize what successful people went through because everything that’s on your plate right now will seem very easy after that.
10. Elon said that he would rather put pieces of glass in his eyes than to do it all over again.
a. Some of the challenges were extremely painful, and he worked 20+ hours a day all the time.
b. There are no substitutes for hard work.
It’s easy to intellectually understand how to make $100,000,000, but it’s incredibly hard to do it from an emotional standpoint – your emotional bank account is very important!
Matt looks for people who are focused, and he doesn’t like to repeat himself, he will only say it once.
If you hire better people than yourself, you have to have their respect – if they think they are smarter and better, you should fire them no matter how good they are.
When you read biographies you can’t be stuck in a rut, because you realize your challenges are silly.
If you want to make a million dollars a year get around people who would be embarrassed if they only made a million dollars a year.
He’s worthy of being admired for running multiple companies at the same time and these companies are very successful!
However he started by focusing on one thing, in fact, he was worth $200,000,000 before he started focusing on multiple companies.
The Loop of the S.T.A.R.S. & The $50 Billion Way to Use it
Starting to take action – True results – Absolute Certainty – Real Potential – Strong Values, Beliefs, Needs, Personality Rules, which leads again to Action.
Even if results fail, you can still have absolute certainty that it’s possible and keep trying. If people around you have successful businesses, you see what’s possible and you keep persisting with certainty.
Dan Pena has very strong values and needs – he absolutely has to be successful!
Real potential and certainty – “I see the pattern, I can do this over and over again, even if something falls apart, I can build it up again.”
The star stands on those two things, they are foundational (starting to take action which is on top, isn’t the most important.) The action is a side effect of what happens when you have potential and certainty.
If your values and beliefs are that “money is evil” you can have everything else right, but you won’t have money.
We’re the only ones that can project the future for a long time. Animals don’t save food if they’re used to get it, and then it’s taken away – they can’t project into the future.
Questions to ask yourself when you feel uncertain (use logic, not emotions)
• What’s the worst thing that could happen if I do this?
• What’s the best case scenario that can happen?
• Which one outweighs the other one?
• What’s the most likely thing that will happen?
The Creature From Jekyll Island (book) – the only reason why the banking system works is because people don’t understand money.
Install certainty in yourself – whatever you feel, people around you will feel as well. That is why the rich get richer and the poor get poorer – they feel less and less certain, they have less and less certainty, and their beliefs feed themselves.
Everybody is bad when they start, but if you are bad in front of the camera and make a video every day for one year, you will improve dramatically – stick to it, see the potential!
The only reason why people give money to banks is because they don’t understand how they work. “You’ll never have what you don’t understand” – understand this concept, you need certainty! Once you have it, project it into other people (girlfriend, family, clients…) then you have potential, and strong personality. Action happens if you have those 3 aligned.
If somebody wants to go door to door, he doesn’t have certainty at first, thinks he doesn’t have any potential, he thinks he will just give it a try, and when he takes action he fails because of his uncertainty. He is just reinforcing the belief that he is very bad at selling.
Don’t Quit 5 ft. away from gold.
Some Quick Rules for affirmations
Use present tense, make them as graphic as possible (use all six senses), be specific (instead of saying you want a black car, choose a black convertible Lamborghini, white leather seats…) Have affirmations in every area, every human need.
Divide them into six human needs, 4 M’s of motivation, or health, wealth love and happiness.
Do them twice a day, or at least once – in the evenings (have dreams about them!)
Doing this will create certainty, you will actually dream about these affirmations, it’s like you’ve already done that (if you do them before you go to sleep.)
Certainty: Assurance you can avoid pain and gain pleasure.
I act as if there are no limits to my abilities!
I find it easy to maintain my focus and sharpness during the day! I easily hear and remember everything!
I feel energized, motivated and passionate, as I understand I chose what I’m doing!
I feel strong and confident as I am very decisive and make decisions FAST!
I’m dressing well, I’m more and more inspirational, I’m funny, very charming, great story teller as I’m very articulate and I express myself clearly, I’m passionate energetic and leading!
I know even if I lose everything, I’ll make it all back and even more!
Uncertainty/Variety: the need for unknown, change, new stimuli
Right now I am just practicing! It’s all just a game! Who cares if something goes wrong?
I come up with new brilliant ideas and answers on the spot with ease!
I am looking forward to new problems and challenges! That is what gives a spark to my rhythm and makes it interesting! Give it to me, BABY!
Significance: feeling unique, important, special and needed
I’m a bit like Tai Lopez – I often quote other people, put together multiple experiences in my mind, I’m very articulate and my mind is operating at a higher consciousness level than ever!
I feel influential as I maintain my power posture during the day!
I feel powerful as my voice now is deep and low!
I’m more creative than ever as I think more and more in images!
I outwork the ones that are smarter than me, I’m very competitive, but I am fair and I stay humble!
Connection/Love: a strong feeling of closeness or union with someone or something
I feel attractive, sexy and confident and I easily approach girls I like, because they will not get anybody better than me!
I am focused on the clients and adding more value than others!
I feel so connected and on purpose when I work on building my Inner Circle Family
Growth: an expansion of capability, capacity or understanding
I’m open to listening and learning, I have an open mind and I think outside the box!
Instead of daydreaming I make shit happen that I used to daydream about! I choose to keep moving!
When I am scared of doing something, I ask myself – when I turn 90 and look back at my life, would I regret having done it, or not having done it?
I choose not to waste the time. If I have a choice to do it now or later, I choose to do it now!
I talk clearly, in a very clear and easy to understand manner!
I feel like I am at the top of the world as I log into my bank accounts and realize that now I got $1,000,000,000. My American accent and English grammar are now perfect!
It never works for me, it’s LIVING my life, and I choose to not procrastinate living! Step by step I get ahead, but not necessarily in big spurts, but when the big spurts come, I’m taking it ALL!
Contribution: a sense of service, helping, giving to and supporting others
I feel good knowing that I support my family and I take care of my friends and help them when they are in need.
I feel grateful, that I’m able to give 10% of my income to charity.
Story Form Affirmations #1
A few years ago, who would have bet, that now I will be sitting in my private jet flying back home to see my girlfriend who is hotter than the sun who I love so much, she’s so adorable, hot and CUTE and what I love about her most is that she got so much soul, I love flattering her, I’m looking at my goal which I wrote down when I was 16 years old – to make my first billion dollars and change the world.
Yesterday my company went public and made me $178,386,295.28 to be exact, I am not even 30 yet but I am already the richest man on Earth and everybody is talking how my work made a bigger impact than Einstein, Bill Gates, and Steve Jobs put together.
I laugh out loud as I realize that all my dreams always come true and then I set a goal to make my first trillion – legally, ethically and honestly and not only change the world but completely revolutionize it this time!
Story Form Affirmations #2
I find it much easier to get up every day early in the morning – very often it’s effortless. It’s amazing how easy it is now to build habits quickly, now that I have so much more willpower and this exercise of listing all of the things that I could have done… but instead I did something much better is GOLD. Just the transformation of my body is enough to prove my point! My biceps are bigger, I put on weight, and I’m all muscular. I’ve never had this much discipline and willpower and it’s just the beginning! I will keep my momentum. Like Donald Trump says, never lose your momentum. I’m pushing this through the troposphere, the stratosphere, mesosphere, thermosphere, and exosphere straight to space, man!
I also notice how much more aware I am now. Not just a little bit aware, but HYPER AWARE. I notice little details I never noticed before, it’s easier daily for me to focus and think about what matters.
First, write down everything that you’re working on, goals, and things you need to change, and create stories.
To get a story like that, list out your goals, build affirmations based on the rules that are described above, then out of those build a story that fits you – nobody else.
There are exceptions to every rule, but this should help you build certainty and will power.
The More the More Rule
Can be applied to anything – the more you watch TV, the more Competition will kick your ass. Maybe listening to music, working out too much, and chatting with Facebook friends.
The more overtime you work, the more stay up late and the more often you do it while the competition is eating junk food while watching TV, the more you will kick Competition’s ass.
What if You Could Duplicate Yourself… 10 Times?
If you work on your own, even if you’re Dan Pena, there’s only so much you can do.
What if I could have 5 versions of me, how much work could I do? That’s not possible, but I can hire other people.
As soon as you can afford an assistant hire them; you need to make 5 times more than you pay them; you’re taking all the risk, have all the ideas…
It’s easy to get yourself to get into a trap like that and think you need to pay a lot of money, but the truth is that good employees don’t cost anything. The best way to pay is by results, you won’t feel like you’re losing something.
Hire an assistant for a week to try it out. You need the time to do a lot of experiments.
Behind the Scenes with Matt Pocius & Robby Frank
Never assume anything.
Continually raise prices.
Looking at everything from cause and effect; helping someone to get more in the future.
The second girls find out you have a lot of money and business, they start being classy (“I’m not a slut.”)
Robby having $8000/day, while others work for that more than a month 8 hours/day.
This guy is making $20,000/day, as long as I take action, he will make me rich – my responsibility to work 18 hours/day.
When having no money you worry about what to wear, how to behave all the time when you start making money you can just say “screw this.”
You just stop caring, and they stop caring (you raise price a lot, you being in your underwear and being OK with that because you have a beach house when some girl comes to visit you)
It’s a combination of you working a lot and realizing how much money you’re making and your brain says to never stop since you don’t know for how long the money will come (same with food with fat people).
Top 8 Regrets in Business
What about them? The #1 emotion that people crave not to have is regret.
1. Not starting in sales (started in Forex, then SEO); 75% of all billionaires had sales skills
2. Not being laser beam focused (changing strategy every day, looking for the holy grail)
3. Trying to do it on my own (don’t be cocky, be teacheble)
4. Settling for mediocre/good partners and employees (if you hire 8’s, you can’t build a company, you need 9’s or 10’s) You need an industry, where you would compete against idiots.
5. Not getting an assistant early enough (difference between walking and driving)
6. Thinking I know what I want, getting it, and realizing it’s not what I wanted (not so bad if you’re young)
7. Not rewarding myself (doesn’t work long-term, the harder I work, the worse it gets)
8. Not having clear rewards when I achieve something.
All You Need To Know About Affiliate Marketing And Passive Income
There are much better ways to make money. This is not easy, passive or fast.
By doing this you are not building your own business, you are building it for someone else. You also have no control. You could be making thousands of dollars every day and then the product will be taken down, and you have to start everything from the start, since that product doesn’t exist anymore.
Paid Advertisements Hate Affiliates, because they make outrageous promises that the product can’t deliver just to get paid, because these marketers aren’t putting their faces on the line (nobody knows who you are.)
Affiliate Marketing is for people who don’t have big goals, and want to make a little money for little effort.
Nothing is completely passive – every idea changes in 5 years dramatically.
It’s better to work on your own business even if you have to work a few years more in the beginning. The only way to a passive income is through your own business, because you can have people below you who will figure things out when things change, so you don’t have to. If you are in affiliate marketing, you will constantly be looking for new ways and not be able to take that many vacations in the long run.
When somebody tells you it’s passive – it’s not, because things will change… it might be, but just for 5 years.
Build your own product (brand or customer base!)
Tai Lopez has his own products, but also has affiliate sales from OMG and Sam Oven’s Client Accelerator. That’s because he already had a customer base before he did it!
This way you maximize your profit, but you don’t create it from nothing – just like it’s not the best model to create a list from nothing (e-mail marketing.)
Tai Lopez teaches broad strategies, and then promotes products that are very specific – OMG Machines for SEO, Sam’s program to teach you exactly how to build a consulting business.
You promote products that aren’t your competition, but that are complimentary with yours. This strategy is great!
The second way to do it is to focus on your followings, and then monetize it with affiliate products.
The next way is “Product Launch Jacking.” This is not a long-term solution.
Buy a domain that contains the product’s name, build a website and drive links to it to get as many sales as possible as quickly as possible, because typically these products won’t be relevant for years!
JV Notify Pro will give you some ideas to do that.
Instead of doing that, it’s better to build your own business, or start an Amazon business.
EPC (Earnings per click) – if it’s above the standard, affiliate marketers will love you for it. All they care about is really making money. For warm leads it’s around $1.
Clickbank is good, but it’s very easy to make a refund there.
Don’t destroy your reputation and trust of your list by promoting low-quality, bad products.
#1 Talk Slower
Naturally people talk very fast, consciously slow it down. You come across as more confident, work on your pitch- make it lower, more grounded. It’s better to talk slower and have one pitch, then talking fast and having weird silences.
Don’t have raising tonality, like you’re asking a question- when you’re making a point, go down with voice (breaking rapport). Copy gestures of people that you’re talking about- Matt is doing the same things as Tai. Fix your hair- associate certain gestures with yourself- builds trust.
#2 Tips for Making Videos
HD videos on front camera, you only need 720p, choose 2mb/s. Turn on airplane mode.
Wonderhare video editor- simple editing tool.
Having a few “hums” makes it more genuine, it’s OK to screw up sometimes, don’t make it perfect.
If you forget what to say next, say “let me tell you this first” and continue with something else. Most people like to see behind the scenes, only extremely practical people would want everything to be completely edited and perfect.
In the beginning you can do many takes, Matt now makes everything in one take.
Have a nice background- perception is reality; “If you’re going to have a background, then you might as well have a good background.”
When you take off or change clothes, unbutton… they see more sides of you.
Also be careful where you look, it’s OK to look down to the side, but never straight down; people will think you’re not confident or you’re lying.
Don’t be over-professional with your content, people like to connect with you.
#3 One more Thing
(Steve Jobs said that)
You can use headphones microphone, just put it behind the shirt or have headphones in your ears.
30 Day Video Recording Challenge
If you want to be good at something you need to do it every single day, you will need to review if you’re not recording for two weeks.
Matt recorded video every day for 9 months.
Just record 5-10 minute video every day and not upload it everywhere- watch it and reshoot it to fix mistakes in the next video (do the same video twice).
There’s nothing worse than a minute of silence. After 30 days you’ll get much better.
Not confident guys are self-conscious and swallow saliva a lot.
Make videos private and you can delete them- of course delete the first few that will be really bad.
The next level is having your own conference. Being interviewed by somebody is the step in between, so you don’t lose train of thought (if the interviewer is good).
You can just ask yourself a question and then answer it (like interviewing yourself)
Branding is volume and longer video is better, remember that.
The Virtue of Consistency and Building Habits F.A.S.T.E.R.
Listen, think about how it applies to your life and the use it = biggest return
Don’t be perfectionist, or thinking black and white- just starting and not finish (disappointed); learn balance (you don’t need to work out 3 hours, just do it for 5 minutes)
The difference between failure and success path are just small actions.
People think that successful people made it with one big decision, they are only human and the only difference between them and me are the choices they made.
Hierarchy of Success and Growth (can look at it inside out or outside in)
Outside in- Who am I? (The Lollapalooza effect), what are my values? (Growth- being happy when you work 18 hours/day- “When values are clear, decisions are easy”), Goals and actions (What actions and goals am I taking consistently (values change once in a decade maybe, but goals change, maybe you focus on relationships and then switch to money; trying the stupidest idea is better than waiting for the perfect plan and just learning) and Mastery of the Principles (3 Principles: Self-Discipline, Self-management and emotional Fuel).
Every successful person is a master of at least 2 out of 3 principles.
Knowledge only works with reference experiences, when you have too much information your brain will stop you, make you analyze and not do anything.
• What are my values? (Success is for mad people, because every sane person would quit, while you still keep doing what you’re doing); they must be priority, do anything to get your values, but if they’re not clear, you will not have the drive and motivation.
• Am I moving towards my values daily?
• Are my habits optimal to reach my values?
• My efficiency in the principals of habits?
o How good am I in Self-discipline (ability to delay gratification, not doing what you want if it’s not good for you in the moment)
o How good am I in Self-management (how well do I know myself- my drives and when I’m working better/where I fall and time-management; having a perception of time, a certain system of what exactly I want to do)
o How good am I in Emotional Fuel (building will power, saying you will eat an apple a day and then doing this will work great, long term accomplishments help you)
Everything in life is exponential, so if you’re not taking action you will go down, but if you take any consistent action, you will be rich in a decade.
If you only have one (Emotional fuel) you will start and crash over and over which will create negative fuel (reference experiences of you failing)
The Small Choices we make every day that shape us
• Successful people are the same, and usually even come from bad backgrounds
• Success and failure are just compounds of small actions over time- it’s very quiet
• Average people make a neutral amount of good and bad small actions (slowly decaying)
• The entropy principle is always in effect (anything you don’t sustain, you will lose- no neutral, you’re always going up or down)
• The small actions you take daily will make or break you.
Dan said that he’s only 10% Different, but it’s the right 10%.
Why 95% of people don’t take the small actions that successful people take: Easy to do but easy NOT TO DO, there’s no immediate gratification and looks meaningless on the outside.
Success is on the level of habits, not on the level of actions, think in terms of who you need to become to get there
95% are fluctuating from below-optimal to just plain shit. Even though reaching excellence is easy.
People that are famous usually have a background of doing other things successfully, having habits before- Arnold made his first million in real-estate.
People are just good at something, or have no mastery at anything.
Compound effect- the more you stay consistent, the greater the reward will be (the bigger the chain, and the harder to break it)
(Book) The Slight Edge
The Story of the Reef Algae (Algae can multiply- at first nobody notices, but after weeks it’s already a big number)
The Story of the Giant Flywheel- it’s hard to start spinning, but after a few hours it’s easier and eventually it can go on its own.
You can’t say that the hundred push did the job, it’s a combination of all pushes. If you would separate them (push- stop) you would move one centimeter per push, but since you did it in a row, the results are much better.
Build the success on top of the previous one, don’t stop and start over.
Make an honest self-assessment of your trend: (the more time you wait, the harder it is)
• Vision and Drive
An up-trend is when the sum of habits you have is positive (don’t leave any of it out)
Where are you on a down trend? Remember the effect is exponential- DON’T WAIT
Day to Day Habits to Fix All Down-Slopes:
• Working out
• Green Smoothies
• Reading books
• Gratitude (for being alive, and no dream can be better than my life)
• Working Smarter
• Good Sleep- dark room, nature noises, better alarm clocks; gradually wake you up
• Kind Acts
• Vision Actions; think about vision and do something you wouldn’t normally do in that direction
“How can I make more stuff done in a certain time frame?”
The Power of Habits
• The wrong tools to create good habits:
o Willpower and suffering it out
o Self-anger (my life is terrible)
o Spurs of motivation and inspiration (don’t rely on emotional states)
• This is what causes you to suck at everything
• After enough times of giving up you just stay down
• Any major decision should be accepted as habits and treated with the same respect.
• Nature always wins- habits always win (I’m not stronger than my habits) If your habit is too be late or a loser, something will always come up and you’ll stay late and a loser- Robby always started and quit, no matter what plan he had (I have the same habit)
• Your brain is like a horse- get it on your side! (if you have habits, the horse will tell you to do it on your own, if you don’t have them, if will try to go in the opposite direction)
• Habits aren’t dependent on external factors, this is an advantage and a disadvantage for the average person. You can always change habits
• Our brain is hardwired to follow habits and will reward us when we do (they can be good or bad)
• The good thing about habits is that they are like passive income- they work in the background.
Common elements to “goals gone wrong”
• Emotional decisions for strategic changes (“He who fails to plan, plans to fail”)
• No specific strategy and plan for reaching the goal
• ANY SEARCH FOR A MAGIC PILL
• Over-confident in yourself and your ability to focus
• Making too many goals at once (your brain is limited by how much it can change daily)
• Making goals too big at once (small steps, don’t make it too big)
• Looking at your destination as a result rather than an ongoing lifelong process. Do it because you love to do it, not so you don’t have to do it at some point
o The choice to base your life on two understandings
Habits (powered by time) = Result
Habits can be consciously created (absolute certainty you can do it)
o Advantages of conscious habit building
100% confidence to achieve any goal
A complete control of your life’s design
To some extent- 100% chance to succeed at anything
o Habits are unavoidable, you have them whether you like it or not. Good habits are assets that pay you interest. Bad habits are liabilities where you pay the interest.
o The key to habits is consistency
o When building habits break down your goal into small daily set of actions and consciously adapt these habits.
• How to Build Habits F.A.S.T.E.R. System:
o Focus on just one thing
o Adjust your expectations (you can change 5% with all the will power for the day)
o Stop with Black & White Thinking (nobody does 10 minutes of workout)
o Track your progress daily
o Even on your Worst day
o Repetition is KING.
When you see yourself not doing something, break it down, write everything down for 20 days- you will see common excuses, swear to yourself you will do it. Robby says: “I will kill myself if I don’t do it”- that one day is so important, that one day is defeat, giving up.
Making it all work (Lollapalooza effect)
Become a master habit builder (cue, reward and routine; cycle)
Understanding the principles by which success works and knowing thyself, leveraging your personality type.
Make some quick money with Fiverr
Guitar, copy the most popular gigs.
It’s great if you know how to use programs and effects.
If you have a deep voice, you can use that, but avoid testimonials (some people want a certain accent).
99 designs, Freelancer.com
3 Components of success checklist
• Vision & Values (related to becoming an entrepreneur; one of the hardest jobs, dealing with a lot of factors; deal with pressure, uncertainty, being the first to walk down a certain path, managing a team)
• Work – Ethic
The skills you’ll want to have
• Toughness and perseverance (75% of successful entrepreneurs were in the army, no security)
• Sales skills
• Marketing skills
• Marketing skills
Lead with authenticity and hearth – it will crush you otherwise.
If 40% of the people got an MBA, how special can you be? You’re disposable, you know what 40% of people in your industry already know – it used to be good, since only 5% of people went there, not its mainstream (supply and demand). If you won’t take the worst salary, someone else will.
You have to be one of the first 10% who does something.
The Illusion of Progress
• Do you suffer from paralysis by analysis? (1000 ways to make money, and 1000 things to know about every single way) – systems don’t work, if everybody’s doing it, you have too much competition; either go somewhere that’s no competition, or you can be so good that you know you’ll be one in a million.
• The ice cream flavors analogy (30 flavors and more variations of it – you get stuck; rather spend time doing one method and earning a little money, then studying a million things.
• Learning is not progress, it puts you further away, the more theory you have, the more trouble you’re going to have! Sell product that’s undone, just do something; you need to take action, if you’re not you’re either staying where you are or going backwards.
• Learning does not equal progress
• Experience based learning vs theory based learning (when you just learn, you’re building mental models in your head, and have no idea if it works) your guessing is worth nothing! Do experience based learning. Things that you learn must be connected to what you’re doing.
• Your brain wants proof, not promises – it doesn’t believe your bullshit, goes back to previous experiences, sees you failing and turns against you – your proof must be your first dollar. Even the smallest proof will work, because now the brain knows that you did it.
• Until you actually approach 100 girls, and sleep with one, the brain won’t believe you’re worthy of girls, you can convince yourself all you want, it won’t change a thing. Even if you fail all the time, it’s still proof that you won’t die, and fear goes away; people want to stay comfortable and just learn more instead.
• You need to do whatever it takes to get the ball rolling
• You will never have a perfect plan; you have 24 hours to earn a dollar, you can’t progress if you didn’t earn that dollar; people that made that course knew that unless they bring results, even with a perfect strategy they won’t be able to do it.
• Plans make money, not knowledge
• The importance of following through on your momentum plan
Pick your product on Click bank (or create your own product); gravity score – how many unique people sold it.
• Make sure the price is fair
• Make sure you like the service
Would you buy that product?
MLM must have a product! People could make 5 times more being an entrepreneur, but they make it look so organized, so they take away uncertainty.
Make a product in 2 days – make an unlisted video on YouTube, or PDF eBook. A low ticket product, with some value.
Try selling to yourself- you clients will be similar.
Your Simple Selling Strategy
• Start out with the simplest strategy possible – start on the phone as soon as possible.
• Point is to get your first sale as soon as possible
• Good model: contact -> Free value -> Offer; the more value you create and the better perception you create, the more will the “download bar” go up and they will buy more expensive things
• Repeat your strategy until you make a sale, make corrections not changes; when something isn’t working, don’t do something different completely, just try to change a few things up.
• You only need 1 good source of traffic to grow.
Make sure you have good YouTube content, inspirational pictures of yourself and look as professional as possible.
Never push someone before you give them value – authentic reason to give value, free consultation…
Scaling (now you have something that’s working, you deserved it, it worked from start to finish) – now it’s time to analyze everything
• Charlie Munger’s Lollapalooza effect (number of people I contact, my marketing… when you take a lot of valuables and multiply one of the components it will increase everything, the important thing is to earn some money, so you can now improve and work on that); just multiply what exists, what already works.
• Double the customers
• Double the price
o Are you underpricing? You know when there’s no resistance, thinking you’re not worth it and the product is not worth it
o Increase the value – give 10 times more than you charge for, price it a little above comfortable
o Learn how to package it (special mastermind, bonuses, advice…)
• Double the salespeople ($300+ products, or easy to sell)
• The 2 rules of outsourcing (know everything about the part you’re outsourcing; explain step by step how to sell and what to do with the money and you only pay them by results)
• You can scale it infinitely – that’s what Gates and Jobs did; they created jobs.
• Get over the milestone of $1000/product.
• An entrepreneurs create jobs, that’s why they get the most money (they get 15% of what they make for you)
Different Online Marketing Tools
• The $1.01 ROI traffic model – even getting a cent more, you can scale that.
• The $1.97 subscription model; how hard would it be to get a person to subscribe for $1.97 subscription (monthly) – it’s a joke, you could aim for masses and tell them that for everybody they bring they get $1, and you get to keep $1, and just getting 2 people/day, would result in more than $1000 passively/month.
• The high – ticket product model; that allows you bigger ROI – margins are much bigger here (upsells). Leverage traffic as much as possible; have 2 upsells (no extra costs)
I have journey of 3 steps; Make that first fucking $1 (you can’t scale $0), then different models and then scale it (people will love you when you’ll be able to pay salesmen for selling high – ticket products – you can make hungry wolves rich)
“I’m in it for the empire business.” – Walter White
With wealth we can accomplish our goals, we can make things happen, we can avoid what we don’t want and we can create more of what we want.
Wealthy people have different mindsets and habits, relationships with money; our nervous system is not made to make us wealthy, we need to change.
Get a journal- the shortest pencil is better than the longest memory.
I’m not programmed to be wealthy (family members that are not wealthy, conversations will cause conflict, rich people are evil), not wired to be wealthy (we’re created for the environment that doesn’t exists anymore, we haven’t changed yet for this world) and have habits so I can’t be wealthy (99% of things we thought felt and did today are the same as yesterday and a week before)- we need to change all of that. 95% of people at the age of 65 are broke or dependent on someone else. People who win money are in 80% of cases after 2 years worse of than before.
Most wealthy people were at the right place at the right time- most of them are no different.
Think and grow rich- not one in a hundred thousand people really understand how to create an entrepreneurial success; there’s a lot of luck going on. There are some families that pass it from generation to generation, but most lose it.
Intuitive (common sense, the obvious thing), counter intuitive- most of concept that would make you wealthy are counter intuitive; it’s against what you would naturally do. (carnival tricks; you first need to know the trick and then practice it). Doing things that didn’t make sense in my brain- same things in wealth and relationships; others will say you’re crazy and don’t know what you’re doing.
• We’re wired for the time that doesn’t exist anymore (we used to consumed all food because we didn’t know if it would be available in 10 minutes- not good now for money and food that gets you fat)- recently planing for long-term, you used to die in 20 years. We don’t know what the thing costs (we don’t know that buying a TV waists 700 hours of work), we’re not naturally design to deal good with money. People that know how money is made and how it works are wealthy.
• We have an unhealthy emotional relationship with money- most poor people have 2 competing relationships with it; they love it because you can buy things and hate it because they think they’re slaves to money, that money controls them and when they see wealthy people they see faults in them- “They should be more generous.” You can’t be motivated if you see rich people as bad people. We treat money emotionally like eating food- to trigger emotions (93% of teenagers love shopping the most of all activities).
• We got bad cultural and society programming with money- it allowed very good exchanging very fast, it’s very valuable, but it got into our reality, language- now we confuse money with the actual asset; most people think that money is valuable; 100$ bill costs a couple of cents to print and has no intrinsic value. Because it happened over time people don’t realize it. We always want money, we always say that. Value is now translated to money. The asset is where the value is. Most wealthy people don’t have the wealth in money, they don’t keep it in cash. They know that if they did, it would disappear, they would spend it. They get assets that they can change into money whenever they want. Banker understand this, they know it’s just a medium of exchange. They report based on money only.
• Money isn’t real, so we screw up when we try to get it and we screw up when we try to use it. (Joe Sugarman) If you focus on something, it expands and grows- healthy, relationships; if you focus on money, it doesn’t do the same, because it’s not where the value is. It’s when you focus on making someone’s life better, when you’re building something… It’s like trying to grow a plan by talking about growing a plant- you have to go out and water it (create value for someone else, get assets and then you can exchange them for money.) People that worked to create value convert it into money, but people that won the lottery never learned about assets and don’t know how to do it; they waste it and it doesn’t come back to them. Credit cards multiply problems 10 times- borrowing money and digging the hole instead of investing what you have. If you don’t learn lessons along the way, you’ll never hold on to it.
• We had bad financial role models- conflicts, about bad rich people (creates imprints); creates super highways so we think about it faster over and over, it’s our frame work, keeps us poor inside of this reality. Get new impressions and programming, accept it.
• We have poor habits that make us have less and less money, we spend it and never ask ourselves what it costs us. Warren Buffet doesn’t buy a new home, because he can’t use that 100.000$ to make 20% each year for 20 years. We make spending decisions in the moment, when you’re hungry you always choose the junk food and 20 minutes later you’re out of energy, which is the same thing. Think about it in advance, and think things over later at home. When we spend credit, we spend even more- it’s not real for us.
• Using money costs you money. Every time you translate something into money there are hidden fees, people that use this don’t want us to know (in stocks, real estates and bets). The difference is dramatic! There are taxes on money- interests and inflation (we print more money, so the value of it drops)- even when it looks you have more money, it’s worth less and less. Hyper inflation; country drops and is not backed up and the value goes to zero, if you have all your value in money, you have nothing! Warren Buffet buys forever, they understand that if you want to translate it, you lose it.
• Rich people don’t keep their wealth in money, they keep it in assets (Rich dad, poor dad- things that raise in value and throw in cash flow, while poor people have liabilities that decrease in value and don’t throw off cash. Millionaire next door, Millionaire mind- average millionaires that worked really hard and were intelligent with purchases, not the ones that upgrade homes that will not be worth anything), in their own education and knowledge (knowledge based economy- use your time well, millionaires have more skills even if they are collage drop outs, they were committed to learn outside the school) and in relationships (people that are successful help other successful people, if you show that you have what it takes and add value you can be in the same group, wealthy people will be generous of time and knowledge, wealth is accumulated through other people).
• Borrowing money is the ultimate trap- we do it volunteraly with eyes open- keeping credit around just in case is like being an alcoholic with having alcohol around just in case if anyone comes to you for a visit- you will use that credit. You limit your options, your vision is now sacrificed with other one’s vision; deal with the devil.
• For most people using credit cards poisons their minds; we focus on different areas in our lives where we think we will get money (probably), then we think it will only increase our monthly payment only 20$ (rationalize), we get amped up emotionally and buy, we never look back and ask if any of those things really got true as we planned. It turns into a cycle and we create a habit and we keep lying to ourselves. They rob us from resourcefulness, responsibility and control.
Modern indentured servant- if you pay for my trip to America I will be your servant and work for you from there- there were fees and their debt increased every year and he was slave for the rest of his life.
Just like that we are volunteers to do the same- slaves to money, this is not the right way.
Path to wealth
Take control of your wiring, take control of our relationship and emotions with money, work on our habits that we do every day that will take us in an upward spiral. A few things are really assets in our lives.
First section of the program is on thinking, limiting beliefs and systems, in second section on emotions (they drive everything) and lastly on action (reality).
We worry about things because we don’t have money. Write down everything that you worry about when it comes to money, what do you fear? Focus on what you want, not what you want to avoid. Mind is like Google, it brings up the most relevant thing, if we worry we move to that thing, if we focus on the outcome we want to create we will move in that direction. Top 3 things make out 80% of your worrying, pick them, now turn them into questions starting with “How do I make sure” Start thinking about them and answers that come up.
We think in stories, when someone tells us not to do something, we tend to forget it because of our story. If that story happens to us enough (live in something that we think is that story, that story becomes the way everything is- we take it from past and we live it in future. What’s my story?
My Story of Money- first impressions, experiences, conversations with parents about money, conflicts, what happened when I was younger and money is needed. If money was scarce in our youth, you will feel the same bad feelings when you think money is scarce in adulthood. Money is often an accelerator, if you’re a good person you will be able able to do a big difference with it, if you’re a criminal and you get it you will likely to live crazy and kill yourself. How is your story connected to the way you live your life financially right now (10 ways)?
All of my feelings about wealthy people and success- When I think about wealthy people, what kind of people do I think they are? How do I feel when someone else has success (emotionally), has it better than me; and I don’t?
Universally wealthy people are good people, while if average people sees someone who’s successful he feels like he lost something.
Secrets of the millionaire mind
“Bless that which you want.” Wealthy people have what you want, anytime you see a wealthy people, feel happy for them, bless them and wish them well.
10 wealthy people that I know and mentally with eyes closed bless them- fake it till you make it. Have positive feelings about them, and when we get wealthy, about ourselves.
List of everything I would do and buy if I had a million dollars in cash available right now. Look for assets (things that would grow), how many things on my list are assets?
We want to shift our focus that when we get a little money, the first thing we think of is how can I get an asset that will bring more money.
Another list of what would you buy with a million dollars that would grow (practicing just thinking).
List of all the obstacles in my life that are preventing me from creating wealth (10).
You should only have internal ones, because external ones are not really obstacles at all- if you live in a 1. world country you are one of a few who has it easier than almost anybody that has ever lived (democracy, freedom, open market…)
Victim mentality; we’re the victims, and outside forces are the ones to blame when things don’t go our way. We do it automatically; I couldn’t work because something happened… If we do it long enough we have something that’s called learned helplessness; we’re the victim of circumstances and there’s nothing we can do, it becomes easier to complain and get attention than to overcome the pattern of giving everyone the control of our lives.
Take 100% responsibility for all of the results that we have in our lives. Choices have brought you here. Start taking calculated risks and responsibility for those risks.
I’m never going to accept payment, unless I have created value, and I will always give more value than I expect money in return.
When we commit to ourselves that we’re not going to take any more free rides unless we have earned it first that forces us to start thinking differently (no more addicting spending).
Week 1- becoming a financial adult
FIAT Currency- money that’s not backed with anything (in a coin intrinsic value was there); John Law- people will take the note even if there was no gold in the bank, now there’s no gold standard.
Debt- model for financial life and reality; we used to do it in a healthy way, but now banks are doing it in an unhealthy way (they don’t even have the money), we accepted debt as a way of life- we put ourselves in debt in business and personal, which is not good and it hurts us.
Consumerism- it didn’t exist 100 years ago, we didn’t buy things to make ourselves feel good, we bought things we needed, not wanted; buy things that will make you express yourself, accumulate things that will make you feel good and if we all spend a lot on things we will all get wealthy. The problem is we buy things we don’t need to impress people we don’t even like- status seeking behavior, trying to make ourselves look important; we derive our self-worth by how we’re doing in relation to other people and we’re constantly making decisions about what to purchase to impress people.
Consumerism is based on large companies that try to make us feel bad to buy our products- control over us, like sheep.
Entitlement of business model- as we developed into groups and big companies, there became more competition; modern business model is having a job. In the past it was all about security of the worker, having a job for life and company loyalty, which didn’t last long. The length of employment of a job is getting shorter; now we work with our minds instead of our hands and everything is changing faster, the world is always changing (once that task is completed a new employer will be important and you will be out of a job). People who study in school won’t be able to use that knowledge, because the world will change too much in 5 years. The old paradigm of entitlement doesn’t work anymore. Let go of job as entitlement role. If we’re going to create wealth, we have to turn ourselves into someone that’s valuable and responsible and other people seek out! Stop relying on someone else to be responsible for our financial future. The way we operate with money now, can’t last.
How do we get ourselves out of this mess? Realize that we’ve been behaving like spoiled teenagers without good parents to show us boundaries and teach us and bring us up to respect others.
Accept and say “I have been acting like a sheep, like a child and like a world owes a job, security and I have been continuing to do so because everyone else was doing the same thing.
“Now what do I actually need to do?” You can’t let someone set up a system and ask no questions. Stop wasting money and buy assets only and create value no receive wealth.
Spending vs Investing
Asset has intrinsic value and will raise it’s value over time and liability has less intrinsic value, goes down in value and requires more value in order to maintain it. When you’re spending money you buy liabilities.
The obvious thing to do is to spend your money (things to enjoy right now) and the counter intuitive thing is to invest. Buy what you need, not what you want; build yourself up.
Example: healthy diet is a need, it’s a huge return on investment because you’re healthier, but going to an expensive restaurant is a want.
Exercise: Getting real; list of what I really need (10 things I will be that are needs- health, well being, success and happiness) and what I won’t buy because they are wants.
Realize that when I’m using money I’m trading my value that I could be investing and that money isn’t real. I invest in only what I need.
Week 2- Creating a Wealth Game You Can Win
Steven Hawking (Universe), Gregory Burns (Icona Class)
“Our mental model of reality is our reality.”
It’s not your fault that you don’t understand money and wealth, that you see the world the way you do and that you were never thought financial literacy to build wealth over time. It’s your responsibility how to behave around money and wealth.
Napoleon Hill- Most wealth and power is created after age 40, we’re not mature enough and don’t have enough experiences.
Idea of Santa Claus- if you’re good all year, you’ll get the gifts you want. There is no wealth Santa Claus, if you stay on the path that you’re on you will move further and further from wealth to a point from where it’s almost impossible to create it, let it go just like you did with Santa Claus, nobody else will handle it for you.
Millionaires see the reality differently- like a teenage girl, a mechanic and a grandmother looking at a car. If you can shift model of reality you would be able to move in a different way about wealth.
We learned to see money as value and now we think about how we need to get money.
Abraham Maslow’s needs
Assets and value can meet some of my needs, money does not meet my needs.
What are my different levels of needs that I can meet and what would I need to meet them? Will help me feel secured, provide ability to learn, feel love… (off of thinking about money).
I need to get some money, I need to earn some money (most people stay at earning money), I need to make money (business system) and then to the investor level (investing into money making systems. 99% of people are in these 4 levels, they never reach wealth creation.
Value changes form over time. 100 million $ is not wealth, but can easily become it.
It’s harder to keep wealth than to earn it.
“Using money prevents us from understanding money.” You can’t see the forest when you’re looking at the tree. We don’t see the changing value of a dollar when you’re using it all the time. We don’t understand money! You can’t win a game that you don’t understand. That’s the reason most people lose with gambling and with stock market; they are in illusion that they understand, they participate and are in control, in reality all these games are fixed against the average investor. Just like the game that money is value is fixed against us, and we can’t win if we don’t know how it works.
Any system that brings in millions of people with billions of dollars (Las Vegas) and can predictably get their money over and over again and give you a feeling of participation is set amazingly, observe it and don’t become a victim of it- rush of winning and losing and going up and down get’s us addicted, but it’s still predictable, for every dollar that you bet, 15 cents gets the house, you could just give them money in advance. No one understands the system, yet everyone thinks they do- observe and understand to use principles in your own favor in your life.
Mirror neurons- when we see another person do something, they make ourselves feel like we’re doing it. Our brain simulates us doing it so that we can model and learn from them even if we’re not doing it ourselves. We love to tell ourselves that we made all the choices- we do self-deception, we erase most of the information, we tweak and twist it and selectively remember. The process covers up its own tracks and we justify it, making ourselves right and control reality (the more we think we’re in control, the more we’re letting others to control it.
How many perspectives of the reality exist? In America and in Africa (eats blood and milk) or lives in a garbage bag (picks food there)- perspective about luck, success, what’s appropriate…
There are a lot of different people and paradigms, and they are all valid and create results. My way of seeing the world isn’t the only way of seeing the world. Go out and start borrowing different pieces of different models of reality and create your own one based on what you want- creating success, being less rejected, being healthier… based on what you create not based on what you’ve been programmed with.
Reality always evolves; never stays static. Others don’t want to hear some things, just like people didn’t want to hear Kopernic when he suggested that instead of the Earth being in the center, it was the Sun; people had security in their own reality. In 1920’s we realized there were other galaxies. The more the world evolves, the more complicated it becomes and more possibilities arrive. Most people live in their own trapped reality and don’t want to hear anything that goes against their values and that causes them to question the way they’ve been doing things and that’s keeping us trapped in poverty in our mind, materially and in relationships. Let go of reality and stop letting other people control you, don’t hold your paradigm and create new ones.
We’re programmed to imitate other people and be persuaded. (Example: 3 lines, one subjects that imitates other 7 people that are telling the wrong answer- the mind changes and believes it, even if it’s obvious that it’s wrong).
Confabulation- when someone does something that’s automatic, but when they ask him why he did it he tells a detailed story about it that makes a lot of sense, but is not true at all; it’s made up to explain and it fits his self-image.
In modern ways it’s cool to be an individual and people say “I’m not going to follow the herd, I will do things my own way.” and the funny thing about it is that it’s just another form of it; they get a tattoo or wearing unusual clothes (like several thousand others). Countries and religion uses this concept of being an individual and it’s causing us to buy more things, vote for candidates that are not representing our best interests and go further into debt.
Real individuality is about finding your unique gifts, expressing them and finding your own path to create value and contribute, it’s not about putting on different clothes.
As you begin to create your own reality, you will notice that other people around you won’t like it. “When you change people don’t like it, because the ways that they used to manipulate you stop working.” (crabs in the bucket)
We live in the community of people that have the same amount of income and it’s hard to get out, you really have to face the disapproval of those people when you start to get to the next level. Even if you have a great relationship with some people, they will hate you for succeeding, because you’re showing them the side they don’t want to look, they want to blame the world and others; they make you into a bad person that’s abandon them, it’s not their fault, they’re programmed that way.
The person that can see their sense of reality the clearest and can communicate it the best is the one that everyone else will join in the model of reality; great leaders share their vision with clarity. Get clear of how you see reality and than get good at communicating that to others.
Is money a cause or an effect? Most people see it as cause that they must get to buy things, wealthy people see money as an effect of creating value, setting up systems and putting together ideas, people and resources that will raise value of all of those things. It’s what you get after you do all these things.
Get rich quick schemes never get people rich. People want to figure out a trick or a scam that they can run, watch money get to them and then they would never have to work again (easy life and laying on the beach, finding suitcase of money, winning the lottery, gambling- almost no one who’s wealthy has that paradigm, they want to keep learning, contributing and growing and adding to their powerful base of education and never quit working because they love what they do).
Knowledge is the new currency, invest in yourself. The more stuff you own, the less success you can enjoy; managing all that stuff takes a lot of energy and time.
Streamline your life and make it as simple as possible to enjoy it more. The more I do for other people, the more I enjoy my life. “How can I help them get to the next level?”- that’s how you’ll enjoy your life.
The more you say no, the more successful you become.- Builds character, boundaries and integrity.
Unlimited wealth- we don’t have any scarce resources, because if we run out of something we always replace it. We don’t live in a world of scarce resources that we try to get our hands on, we live in a world of unlimited resources, because the innovation of new things is where the value is.
The millionaire next door- wealthy people don’t try to impress anyone, they wear conservative clothes and live in old establish neighborhoods; they buy what makes sense, they don’t care, they do things for practical reasons.
Don’t look down on what you have. People always dislike what they have and look up to what others have; be grateful and enjoy it. It frees up all the energy that you can focus on creating reality.
Think and grow rich- anyone can create success with the power of mastermind.
Exercise: List 3 new ways you’re looking at the world. How will that new look on reality change my life? What will I do differently?
Review and add to it. Adapt realities, ask people to explain their ways.
We set up patterns of how we live like a grand canyon- change the course.
Get rid of 20% of everything that you own; clothes, desk, bathroom, hobbies, relationships. Get rid of the stuff that prevents us from growing. “I choose to control my reality and I will streamline it.”
Week 3- My self-image and seeing myself as a creator of wealth
My Personal Money Myth- how I see myself and money; when we think back at what happened in our past we believe that it happened how we viewed it, because we were there and we saw it, but we have our story that we created about what happened.
Example: if you see someone as being a bad person, everything that he will do will be perceived as being bad to fit your story.
We do it for the past, but even in our future. We see things so many times through our story and our mythology (our view), that it just becomes the way our life is; it becomes a story about how everything is and later becomes our identity- who we think we are.
If someone sees himself as poor, they will find situations that keep them poor and from getting financial success, if someone sees himself as a fighter, he will keep getting in situations that require him to fight.
Revisit the exercise about your earliest impressions about money; these impressions that I’ve created eventually become our self-image (glasses that I use to filter out the world).
If you want to change your story, you need to change your self-image and filters that you use to look through.
We will change that, so the you will not be the effect or the victim to the world, but the creator instead.
Each of us carry around self-image; our imaginary picture or set of ideas of who we are in the world. We operate in the world via our self-image, not directly (when you travel, why do you behave like yourself and not as an idealized person?) People in that town wouldn’t know, but we do it automatically even if we can change everything; we could behave in any way we want, but yet we choose this way, because that’s who we think we are. Once we have self-image, we believe we have to act consistently to that self-image and we do! But where did that self-image come from?
We operate in the map of the world, our image of our self operates in our map of the world (now we see how we get so disconnected from now, from reality and from other people).
If you’re honest with yourself, your got your self-image from the ideas that you got from other people, behaviors that you got from other people and relationships that you’ve had and have done that for so long that you believe this is the way it is. It was mostly constructed from pieces of other people’s images that they have for themselves. We inherited almost every aspect of thinking and it was mostly done unconsciously, because people have been so influential for us. Where did they get it from? Same thing! The problem is that it was mostly unconscious, we did not turn ourselves into who we could be, we didn’t consciously made ourselves into a person that we can become, we just accept these pieces and we think we are our behaviors. (family and cutting ham on corners)
There’s almost no consciousness about our construction of the map of reality that we have and almost no conscious construction of our image that we have of ourselves. We limit ourselves this way beyond what we can imagine.
Identification- when we identify ourselves with an idea, a concept or a thing we can’t tell the difference anymore. We believe that ideas and we are the same thing (religious ideas, car…) When someone loves his car and you hit it, they act like they have been physically damaged (they get emotional about it).
In Western culture we say that “things are they way they are”, we think about them as static and in Eastern cultures nothing is static; everything is changing and evolving, don’t look at life in a frozen or static way (it robs our mind the ability to change and evolve). If that’s the way it is, there’s nothing I can do about it.
Denominalization- where you take a process of freezing something (it is that way) and you turn it back into a changing, evolving process (this is the way that that thing grows, works…) When we do that, the brain can’t handle it anymore.
I am a poor person, you’ve identified yourself with a thing that has those characteristics and your mind puts it in a category and behaves that way.
Until now I have behaved that have resulted in less money that I would like to have your mind knows that by doing different behaviors you get different results and you leave out “I am that way” or “It is that way” and your mind frees up; can start moving again.
From now on avoid saying “I am that way” or “the world is that way”. By doing that your mind stops thinking about any other possibility and start thinking more like “When I behave this way, this is typically the result that happens, if I behave in a different way, I will get different result.
Instead of saying “That’s a bad person” say “that person has done things which have got them the results that are not serving them in their life”, it’s open for them to do other things in the future. Taking frozen things and turning them again into a flowing evolving process.
We can use it with our self-image (the most common words are “I” and “me”). When you say “I”, you’re using nominalization and you’re referring yourself as a thing that is a certain way. We refer ourselves as being a certain way and it locks our mind of having other possibilities and behaves consistently to that; you’re defining yourself. Think of “I” as a growing process; control with their evolution of their life.
We have to change everything around us and ourselves as moving processes that are evolving and we have the ability to change them, we can change our mythology and consciously construct our image.
Model: Economics by definition is a study of scarce resources, and how to fight to get them and manipulate them. New map is about having unlimited wealth and resources and if the old resource runs out we replace it with new ones. Learn how to create value for other people.
Model: Most people believe that they way they are, the way they are. They are stuck there and God wants them to stay there, they don’t believe that they have the control of who they are, who they’re becoming and the results they get. A few people believe that they have the control over those things (they can get new friends, change themselves, get wealthy, get healthy… they can create the life that they want).
I can make reality, I can change things around me (I can take the idea and make it in reality).
Am I going to live in static model of reality where I’m trying to get or in a dynamic, changing and evolving model of reality where I’m creating?
As you’re changing and become successful, others that are not successful will not like it and the ones that are will. The reason is that it’s threatens them (they might push you away, get disapproval). It’s OK, let them live their lives, don’t try to convince them to be different, live by an example. Don’t seek approval and live how others want you to live, not stepping out of the comfort zone, instead do what’s right!
My new role is value creator and stop thinking “What can I get?” Help others achieve what they want. Mind wants to live consistently, when you plant that seed, your mind will nurture it.
Exercise: with eyes closed pictured the way you used to be, how it felt like, what you believed and than make that image small and push it away, then picture the next level of yourself, what’s your posture, how you’re breathing, how you feel, what you have, how other people feel towards you, how you created value for them and then shrink it into a seed, throw it in the air and watch it explode into a million pieces that start to grow. Do it twice a day.
Week 4- The Beliefs of Wealth; Using your mind to change your mind
The brain operates like an ice berg- most of it is unconscious under water.
When you get beliefs, you see the world differently. We can change what we believe, but most people don’t know that, they think they’re not responsible of what they believe in. Beliefs change over time, they evolve. Controlling my beliefs and choosing them is healthy.
Two types of goals: external (achievement oriented, I want this) and mastery goals (developing a skill, mastering a certain part of life).
I can get a 100$ or learn to create value and automate the process, mastering the skill and getting 100$ over and over again; focus on the inside of what you’re developing, then you can create external results, I need mastery.
We need to create the art of creating value for others.
One of the big obstacles that gets in our way is fairness; it’s not fair that I didn’t get the value back. By doing that you’re robbing yourself of creating and mastering the skill, by not creating value. Commit mastering the skill of creating value for others better than anybody you know, not worrying about getting paid for it for now. You need to streamline the process, just like running the marathon (you don’t stop every 100 meters). I may have to do this a long time.
Reframing- seeing something in a different way (placing the same picture from a house to a museum makes it entirely different); you can change the picture or change the frame.
By changing a skill of reframing you’re getting control over your life. You will run into people that are masters of reframing, but don’t know it- they might reframe everything to being negative; watch for those people, notice it and consciously say “I don’t buy this”, and leave the situation. You don’t serve anyone best by letting those things in your mind.
Concepts of failure and problem are imaginary, other animals don’t have that, they just do what they do and live the experience (prey doesn’t stop and say “I will probably fail, so why am I running from a lion anyway?” They just do it!)
You can eliminate every problem and failure by learning from it. It’s not that easy to learn big concepts and big ideas about happiness, to fully understand a lesson is priceless; you need to figure it out for yourself. Always ask “What did you learn?” If you lose, you look at it to invest, if you paid the price, you might as well learn from it.
Napoleon Hill: “For most successful people, the greatest success came after their greatest failure,” It’s because they learned the most valuable lesson of their life and used it, you need feedback to learn, you need to do things and see what happens.
What is money? Money is a currency, like words are currency for us, so we can easily communicate ideas that our minds create. It speeds up the efficiency.
The next level of thinking about money is capital. How do I use currency as a tool? (money traders) They know that humans are stupid when it comes to money and they really know what they’re doing. Money is a tool, it’s something that you use to create value. You need to use it as a tool to get a long-term outcome that you want, sometimes donating money can cause that person a negative outcome. Use money to teach people how to fish, not to give them fish. From this perspective (high levels) it gives you control over money and ability to create value for everyone.
What you focus on, expands. If you focus on money, it doesn’t, you need to focus on the value creation model.
Exercise: 10 areas where I felt I had failure on a financial level. Then write down the lesson that you learned about yourself that will help you create value in the future. See how you will be able to take the lesson to make a difference.
Start reframing every time you run to a challenge.
Belief application (self-talk)- think about them, what they mean and how your life would change if you believed them: Money is a tool that I use to create value, assets and wealth. Wealthy people are good generous people. I bless wealth and the people that have it. I deserve wealth and give myself permission to create wealth. I bless all wealth and all wealth in my life. I control the process of creating wealth and becoming wealthy. I am personally responsible for creating the value that results in all the wealth in my life. I become wealthy to the degree that I help other people become even more wealthy. I create as much value as possible in every situation whether I’m payed for it or not. I become more attractive to wealthy and healthy people by displaying inner qualities. I appreciate every challenge and setback as an essential lesson on my path to getting wealth. Owning more stuff only wastes my time, creates more hustles and takes me of track in my life.
First thing and last thing in your day write them down and feel what they mean to me in my life.
Week 5- The Psychology of Wealth Prevention
How our emotions prevent us from becoming wealthy
We have certain emotions to keep us away from harm, keeping us close to our family and friends, but because the environment has changed, it may not help us anymore, negative emotion might come at the worst possible time.
Negative emotions in the crowd effects individual in a great level.
If you don’t find out what are you doing wrong with your emotions, you will continue doing things unconsciously and never achieve success. If you understand mechanisms and channel them, than you will be able to attract successful people and wealth.
Emotions and body are often using your mind to get their needs met. Realize how out of control you really are in your life.
Emotions are the driver of your mind, logical brain grew on top of the older brain, not the other way around.
Daniel Goldman- Emotional Intelligence; the most successful form of intelligence!
Vital lies, simple truths; psychology of self-deception
Our mind focuses on the most important thing, while filtering everything else (form of self-deception); when you had an emotional conversation you remember only a few items.
3 main forms are: deletion, distortion and generalization (passing basketball and gorilla).
If we would want to perceive everything that’s going around us, our brain couldn’t handle it.
We are deceiving ourselves all the time and there’s a positive intention, but sometimes it goes too far.
“Humans have an infinite capacity for self-deception.” and “Self-deception covers it’s own track”; it’s outside of our awareness.
Confabulation; we make up stories about what happened all the time, we can’t understand something if we can’t put it in a story; our story is often not what happened and because we always have to be right we don’t acknowledge that somebody else might have a different version of the story.
Experiment of cutting communication between left (concrete) and right (abstract) brain and showing them pictures; make a story about what they got a drink.
We often go back and rationalize the bad decisions that we made and not be responsible for them.
We can confabulate ourselves in a victim mentality or have awareness to take responsibility and learn from what we did wrong; realize your emotions are driving your bad decisions and than make your rational mind to come up with stories to cover it all up.
When you’re moving away from what you want your mind will always come up with a reason why you did it that will sound logical (“I’m not the bad person” or even worse “I’m such a bad person that there’s nothing I can do about it.”), but that’s just self-deception to keep me safe and healthy, but not growing.
Notice that and become a little more free from it.
Blink- Malkom (thin slicing)
Most decisions are made on an unconscious level that later tells our conscious mind to make up a story to fit in so you don’t sound crazy to yourself. Many of them are made 7 seconds before the conscious mind knows about it; same thing for judgments when we see a person, with purchases, with extra money (bam, it’s gone).
Secondary payoff; the second thing that you get that often doesn’t make sense (fat child getting attention for being fat, that’s why he stays fat); secondary payoffs that keep us poor- story that we get to tell everybody to feel bad for us, the excuses that we can tell, not having to endure the disapproval and the shame from people that they love (if you become successful people won’t like it, now you think you’re better than anyone)…
What’s the payoff that I’m getting for keeping myself poor?
When we’re in the presence of weapon of influence we respond emotionally without thinking about it; if someone does something nice for us, we have to return the favor even if the thing they want in return is much bigger (reciprocity), authority (we do things that they tell us to do without questioning it- shocking others to unconsciousness)… these weapons were created by large corporations and religion for thousands of years; now you don’t create wealth, spend money by buying things.
How do I start influence emotions, to influence my mind to start making decisions that I want?
The justice mechanism; we can’t stand others getting more than us.
You need to create value that’s unfair to you at first. If you keep your idea to yourself, nobody will benefit from it, not even yourself (woman’s idea was mass produced and she didn’t make any money because she kept it for herself).
Eben Pagan’s moving the free line; giving the best things for free.
20 best ideas that I ever had; every day give one of them for free at help others apply it.
Week 6- Fear the Ultimate Emotional Block of Creating Wealth
If you’re triggered into feeling fear, then you will have to fight it all the time to get to the state of creating wealth.
“You miss 100% shots that you don’t take.”
“I’ve failed over and over in life, that’s why I succeeded.” -Jordan
Emotions are a channel; you interpret things differently.
If you want to achieve something you have to go for it and overcome fear. It’s the most powerful of the negative emotions.
Thinking in the shadow of emotions
Fear dominates all other emotions, limits health and achievement.
We have an alarm system for mind and emotions, and when we perceive something as threatening it triggers the chemical for fear and gets us primed for action. It used to be very useful in the wild. Fear has two paths; one is when we decide if it’s really that dangerous and adjust our action accordingly, but there’s another one called neuro back ally where we don’t think (it bypasses logic), and we just act as fast as we can.
Fear is our ultimate protector (fight or flight), but in the modern days in has become our ultimate prison that big corporations us against us.
The gift of fear
Fear is meant to be brief; is fired up to get us aware and as a servant to intuition. If you’re feeling fear, it’s almost certain that the thing that you fear isn’t happening.
If the thing is happening, you will be doing something (action).
The higher self and the lower self; we know in which of these two states we’re in (positive or negative emotions and thoughts, fear or anxiety)- when we’re in lower self we should not be doing any important decisions, communication or actions. Notice when that happens, know it’s OK, but decide you won’t act at the moment. Make it your top priority to get into your higher self (maybe have a great conversation with a friend, or just laugh while watching a movie, listen to music or take a walk, reading also helps).
Fear used to be experienced in spikes (we fight a tiger, then we go back to normal), now we experience it on a lower level for a long time which is not healthy. We replace that tiger with living adventurous life (sports, horror movies…), but nothing of it is real. Now we have a medium amount of fear of everything, instead of having it for the right thing. People are now hunting for potential opportunities to feel fear, they want to.
General news is the most destructive force that we’ve ever created for ourselves. (TV and shark attack that happens once in 10 years); gives us excuses not to act.
Another thing that’s damaging is negative gossip; 2/3 of conversations are about it. It bonds us together, we set moral standards (“That person did a bad thing”), but when we’re talking negatively it creates negative emotions and anxiety.
Worry is a damaging process; negative emotions and scenarios planning.
The fear of success; when you move up in your life you realize that relationships will be harder to sustain, responsibility will be bigger, you may have bad beliefs from childhood and then feel fear. Make the decision if it’s worth pushing through, most of the time it is!
The type of fear is fear of loss, the second type prevents us from doing things that create wealth (most people cash out stocks early to make sure they get profit or hold on to it, because they want to sell in loss).
Emergency credit card; “I must keep this credit card, what if something terrible happens?”, then you use it to buy things you don’t need.
Wake up productive by Eben Pagan (promise of the program if you do exactly what I say)
Productivity – getting the results that you want
Why are we trying to become productive? (what does success mean)
90 days commitment; 12 weeks (1 video/week)
Idea of feeling out of control of our lives.
Feeling successful and happy all the time (inner and outer success; you need both)
Key distinction- Zoom out and look on your life to get insights; without it you are limited with your emotions.
Very important; generating options (when not enough), and narrowing when not enough. We live in a culture of distraction; we think we have to be available all the time.
If something doesn’t work for some people, what works for most people?
Thinking that success is not having to do anything is not true, Eben is very busy, very productive and he’s enjoying it more than ever.
When you’re working on it you’ll then know why you’re doing that (observing ego)- understand that specific thing from the macro perspective, implement it daily!
Throw away what doesn’t resonates with you- use what will help.
Structure of habitual processes that support you to be productive and not feel overwhelmed.
We feel like we don’t have personal choices that we want, but we also have too many choices outside of us (choosing what to buy, what to do)- narrow down when too many and generate them when there are not enough of them.
We are always being distracted with smart phones and computers; distraction and interruption rob us of our productive time; removing them is the most important!
We are becoming obsessive snacking culture; instead of eating a healthy meal and waiting for our body to process it, we snack in between and we do that in every area of our life (music, attention…)
Expand your focus on only ONE thing! Don’t teach your mind to become dis-tractable.
We are also doing a million things at once; we want to learn more things and internet makes it easier, but we also start doing too many things at once- we don’t keep our plates spinning which is not productive, they start to fall; FINISH YOUR PROJECTS!!! (schedule multitasking in little windows and minimize it), focus on one thing for a block of time and then disconnect from it completely, don’t mix things up (robs you of energy).
Our culture is more focused on being entertained that on results in all areas- we like to watch movies, eat food (that’s entertaining instead of having nutrients inside of us) and listen to news to get entertained, instead of doing it to become a better person.
It’s not that fun to eat healthy; feeling high levels of energy is much more fun than just getting a little better taste.
Notice when your mind pulls you and your senses pull you in entertaining direction. The more you do that, the more it becomes a positively addictive process.
Discipline on things that get results! Expand ability to focus more and more and experience the long term benefits of the results.
We are also becoming a culture of magic pills- we want to just eat a pill to solve our every problem (quick fix)- believing it hurts you! By taking a pill you only cover the symptom and get yourself out of balance. Completely let go of this idea. “What must I do on a consistent basis, so that when I wake up in 90 days I get results?” (no magic pill for the important things, what do I have to do in a system every day?)
The short- term results of an action and the long- term results of an action are typically different, and often opposite- for most important areas of our lives. (joy of eating a burger drops your energy in an hour; salad doesn’t taste as good, but you will feel better for hours). When we start to feel bad, we don’t pay attention to it anymore, so we don’t have to deal with it, or drink some coffee on top of that so we boost ourselves back up.
Joe Polish; “Life is hard if you live it the easy way, and easy, if you live it the hard way.”
If you just get a little bit of momentum and do some things, it will build a force of it’s own and you’ll reach a tipping point from which you won’t want to go back.
Change the system (structure of your life), not the symptom (they won’t come up)- 30 days will be hard
11 Principles of productivity
• Everyone can be productive (creative as well); some more in systems, some more in blank canvas.
Work on talents (internal) to develop strength (external)- What are my and how can I develop them?
• Managing time is about managing yourself (“Time is a misnomer, the key is to manage yourself”) Taking full responsibility to fully control yourself (managing time is trying to manage something external). We are like robots- we do some things over and over, same emotions, stories, layer upon layer and we keep telling ourselves that we could change if we wanted; we’re not as in control as we think we are (deceiving)
• We have 3 brains, not one- old brains control us, even if we deny it.
• Habit is destiny- first you shape your habits, then they shape you (doing the same move, having the same posture, reviewing same things- it becomes automatic)
• Internal chaos will make external chaos (Inner- butterfly effect)
• Focusing our talent and strength on our biggest opportunity
• Past does not equal the future, decide to do something new, something outside of your comfort zone to create different results.
• Focus on what you want to create, not what you want to avoid (we’re often motivated by both, moving away is stronger) If you focus on what you don’t want, you’ll still create it, unconscious mind doesn’t know how not to do something (not smoking means smoking).
• Choose (having multiple choices and choosing the one I want), don’t decide (to cut off possibility- same as suicide, homicide, killing possibilities)- some people live in reality of many choices (I’m choosing this now, choosing from my multiple options.
• Balance organization with restricting creativity- some people like to be organized, some don’t like- try finding a balance between these two
• If you want to wake up productive, you must take thinking to the next level (better version of me)
We can’t face the significant problems that we have on the same level that we created them.
How can I apply that in my life+ action step
Clearing off your mental desk
Write down everything you think about; mark the things that are outside of your control with a check mark, and things that you can control with star; consciously let go the things you can’t control and prioritize things that you can control and work on them.
Things that are incomplete suck energy out of us!
Mark all areas that are incomplete- do NOT avoid them.
Go through the list and prioritize them- mark 1 with the one that sucks the most energy. Find 20% of the things that are robing you 80% of your energy and either complete them or consciously let them go. It’s not worth the energy- even if ego wants justice, but you need completness the most.
Getting out of the gray zone (The power of full engagement)
Not being able to be present on one thing and instead thinking about the other thing, and when doing that other thing, thinking about the first thing.
Where am I in the gray zone? Where am I not putting all the attention on one thing?
List all the things that you do when you’re in a gray zone. Mark a star on things that you need to pull out of gray zone right now!
Find things that rob you of energy
Make a list of things that rob me of energy (physical, emotional and mental)
Find 20% of the things that rob you 80% of the energy and reclaim energy.
Habit gravity and escape velocity
The best state is awareness; we remember ourselves for a moment and see things as a witness (big picture). Don’t bother with knowing the 10 step, with awareness you see the next step, and take it! (flashlight and stairs)
Near death experience makes you see things differently- you want to do something in your life.
When you have it you have to pay attention to it- don’t ignore it.
The most precious form of energy is will power. Most of us waste it (will power is burned if we repress emotions). It takes 30 days to create a routine, if you don’t do it you find you didn’t like it, in 30 days it won’t be that bad. In first 10 days you must go against the gravity of what you’re doing. (87% of fuel is burned)
The rearest and most valuable action is intentional repetition (most actions are unconscious).
Oprah- scoping the fire inside (starting the day with exercise)
The first meal sets the context for all meals of the day; start healthy and keep it.
Personal success ritual is the highest leverage ritual you can do- upward or downward spiral.
If you don’t have it in your habits, you don’t have it.- build a morning success ritual.
Ritual must renew and get you strong physically, mentally and emotionally. Focus 90-120 minutes.
Half a liter of water, bathroom, exercise, yoga, meditation and bath.- Also inhale steam with oils, use neti pot.
The single best thing for emotional renewal is raising your hearth rate.
Exercise- to consciously use something (using your body consciously) Body balances with movement. Find a first meal that really works (as organic and raw as possible.) Blueberries
Water, exercise, first meal.
Plan out your ritual- specifically; 2 keys: Start now, don’t deviate.
Inner Butterfly Effect; little things cause big effects and big effects cause a lot of small effects (butterfly flapping it’s wings causes a storm)
Starting to think about one thing which leads to another and then another one after that and an hour passes by, but you still haven’t done anything you set out to do and just keep thinking and worrying about the same things that you worried and thought about yesterday. It’s like a train that once it gets speed it just keeps going and going. Emotion also gets triggered when you get a thought or something external happens and you get fear or get excited, and it starts another emotion and another one which triggers other thoughts and emotions. Some people start fidgeting and can’t stop and get more nervous because of that. Maybe there’s an area in your life that you keep getting back to; losing your keys, then find another thing you lost or lose another thing and it just gets disorganized and your time gets wasted- chaos fire starter.
These are all inner butterflies.
Stay on one thing, focus on it and work on results in one area. Admit you’re not as much in control as you think you are. Multitasking and switching from one thing to another makes this problem worse- makes us inefficient. We become inner butterfly addict; it triggers certain feelings when you have a lot of things going on at the same time.
Jerry: “Some people are addicted to their struggle.”
These things become your identity and you can’t get out. Wake up and see your butterflies.
Write them down: mental, emotional, physical (what are the triggers?) Look and find the biggest butterfly- visualize and imagine the situation right before the trigger- start seeing as it happens slowly, and how it distracts you and puts your focus to another thing. Rewind and go through it again, this time realize it, wake up, take a deep breath, let it go and keep doing the same thing that you did before the butterfly (5x).
Start getting enough sleep (stress is very damaging.) Get it the night before, not in the morning. Don’t set the alarm and see for how long you sleep and then get that sleep at night, not in the morning (8 hours). Bring pleasure and pain to your motivation- reward yourself in healthy ways if you do something good. If you screw up, get right back on- the next time is a lot easier.
Streamlining your inner game for friction free focus
One part of us is trying to prevent us from having success (keep things the same way). Identify it and fire it! Friction- not flowing, block, not running smoothly. (wanting to eat something while logical mind knows that it’s not good, emotions are feeling guilt and physically you want to)
There are unconscious things inside me that are burning energy (when friction is happening). Friction also burns our will power; the most precious form of energy. When you’re resisting something, you’re burning it.
Look at the 3 areas of your life (3 brains)- consider for example food (rate from 1-10; taste and how it makes you feel physically emotionally and logically); chocolate and raw broccoli
Chocolate: (P-9, E-4, I-2)
Broccoli (P-1, E-7, I-10)
I have many different parts of me (one part when I’m with friends, one part when I crave certain food). Introduce them to each other (know they’re there). Different parts do things for different reasons, some are filled with ego, some like approval from others.
Which part of me is holding me back from success? Why are you preventing other parts from success? Introduce your part to the part that wants to achieve massive success. What’s holding you back to get to that level of success? (closed eyes) Join them together.
Because I want to feel safe and secure and not risk losing the money that my dad gave me. Habit gravity and a part of me that has no motivation is preventing me from forming success habits and do 60/60/30 solution 3 times per day for 6 days/ week.
When two parts have a conflict you get friction! Recognize frictions, know If it’s 3 brain friction or different parts friction.
99% of the things I did and thought today is what I did yesterday (habit). If I created a friction, it has created a structure in me that autocratically triggers itself- a habit that I do every day- hard wired habit that only needs one trigger. What are mine?
Not knowing what to eat or not knowing what to do next makes me talk to myself and walk around while the time passes by and nothing gets done. The trigger is a negative or a positive news that triggers and emotion of excitement or suffering (wishing I controlled the past).
NLP Instead of pushing that button again today, become centered, divert it. (putting two hands together- draw energy back in, centering)
The path of least resistance
Am I following a cow path or am I building a super highway?
Everything I do is a complex process- become aware of everything I do and see how automatic I am in every area (tying my shoes, deciding what to eat- not optimized)
David eats the same meals almost every day (35 most nutritious foods out of 35.000)
Put new structures in place and make a habit of it- saves time, not to think what you’ll eat.
Identify the largest sources of inner friction- biggest conflicts.
Biggest conflict is if I should learn new things or if I should play video games and browse the web to seek positive emotions (instant gratification)- intellectually I know I must study, but emotionally I want to do more enjoyable things.
What is the payoff I’m getting from them? (feeling superior when rejecting and not listening to others)
Create 3 new strategies (simple stream lines)
• preparing food
• doing what’s important first
• being curios and making connection, building rapport instead of trying to be dominant
Morning ritual; include visualization and affirmation (after exercise)- positive outcomes for the time, things I want to get done (maybe using new strategies); just 60 seconds for each one, visualize acting differently this time.
Meditation- count 8 in, hold 4, 8 out, hold 4 (expanding focus on one thing)
Building your focus muscles
We will look on the quantity and quality of the focus. Multitasking is the opposite of focus. Focus on one thing at the time and extend the period of time that you can focus. Quality is the thing that you are focusing on (you can focus on the outcome, or where you are right now).
How long can I focus on one thing at the time before I get distracted? (checking email, answering the phone). How many different things do I focus on during the day? I need to get to 50 minutes of clean focus. “We don’t focus on one thing long enough to achieve something. We need to build momentum to achieve great results.”
The effective executive
Quality; we get a few things that are great opportunities (we need to decide what to focus on).
If I focused on 3 things in one day and spend these 50 minute chunks on them to give me the greatest leverage, what would they be? What would the outcome be? (3, 5, 10 years after doing it
every day) Write it down for each of one.
• Self- development (business, productivity, negotiation…)
◦ 3 years- finish and read 100 books on this subject, have 100.000€)
• Social skills (all courses of RSD, Carlos Xuma, David Deangelo, David Wygant…)
◦ Have an amazing Eco-system of friends and girls that I enjoy
• Sports (Football, fighting, bodybuilding)
◦ Have an amazing body that is full of energy and ready for every challenge
Don’t focus on what you don’t want, the mind doesn’t know how to erase “don’t”.
Put that outcome in front of you for logical and emotional motivation. (pictures- cars, apartment…)
Review the big picture (fuel), choose what you want to focus on and go work on it.
Write down a few compelling outcomes (physical- car, being in a certain shape, emotional- feeling a certain way, logical- understanding psychology). 1 year outcome
Use timer! You don’t need to think about anything else, you’re meant to do this for 50 minutes, then unplug from it and rest.
Work on one thing for 50 minutes every day; practice expanding the ability to focus on one area.
Add 15-30 minutes of reading. Ritual should be from 90-120 minutes. Make yourself strong first.
The 60/60/30 solution
We want all brains to be engaged.
Physically it’s called the zone, mentally it’s called flow. Emotionally we also have to be involved.
Integrating parts together to be fulfilled on all levels can be a challenge.
Our body has a natural rhythm (same in productive bonus!)
The 20 minute break
Ultradian cycle (90-120 minutes)
Use 60 minutes of time on a single project (2x 60), then have a small meal and relax for 20 minutes. If you don’t take a break after 120 minutes you will be burning energy inefficiently, burning will power and damaging the system that allows you to renew.
Eating smaller meals works better- eating 300 calories every 2.5 hours, drinking half an hour before the meal works the best. Doing that will put you in the physical zone.
Work standing up, on breaks move around, rest; completely zone out from what you’re doing. You may also take a 20 minute nap, relax completely- you will not get in deep sleep.
Plan to start the 60/60/30 solution in the beginning of the day- work on the most important thing.
Plan in detail how I will use that time. What is that meal in the break going to be? Spend that time only focused on you, not others (don’t be reactive to others).
Building Routines That Work
We are creatures of habits. We have physical, emotional and logical habits (cow paths). When you learn something, only use the new way all the time! Create a conscious routine and do it over and over, so you do it automatically. “Why wouldn’t you want to do this, if it’s the most important thing you do all that and brings you the most results?”
You must accept it, before you can change it.
To create a successful routine, plan it in detail. Take each important thing and plan it out! Figure out transitions (15 minutes of on ramp and off ramp); if I forget something.
Exercise: Write out all the key steps to get yourself to create the most results; what would I do?
Organize different components, flow chart the process and transition (from one thing to another)
We only do thing that we successfully see ourselves doing it in our mind. When you see you don’t do one thing right, don’t make a habit, instead really figure out how to do that thing right.
Take that one high leverage activity, plan it out in 60/60/30, mentally visualize and tweak it.
Getting out of the gray zone- when you’re not really doing one thing completely (multitasking)
You’re never really getting the most power, enjoyment and leverage.
Ideal state is not multitasking, but sometimes it’s not very practical. The important point is that multitasking controls us.
Scheduling your interruptions- most interruptions are not that important, set up that you don’t want to be interrupted, but set up a few times, so that people can reach you. By doing that you’re programming people that you’re not available too much and you don’t get disturbed.
Enlightened multi- tasking- we need times when we can multi task (not doing it responsively, instead knowing what you need to do). Do it proactively, not retroactively- “I’m on my mission, I know what my priorities are, but of course I will also help people that need me at those times.”
Clean focus, clean cuts and change channels; it’s so easy to process too many things and let your mind run off and get distracted.
Clean focus- being focused on one thing at the time (50 minutes)- “Is my focus clean?” We don’t get upset, we don’t get mad, we don’t use negative self- talk, just bring it back like in meditation.
Clean cuts- focus on one thing, when you stop- cut clean! (not thinking about work when you’re with your family). When you have open loops (sucking energy), they’re in every part of your life! (not cutting off clean from a family member fight robs you 3 months later in business…)
Ex: You can read a magazine to cut off from your work.
Change channels- switch completely to another channel (thinking logically, then after do something physically) You can emotionally connect to a person to change channel!
Exercise: imagine the gray zone in our minds as a big gray ball of different chunks (things I do today), then mentally starts sorting chunks into piles. Now imagine yourself cleanly focusing on one at the time changing channels.
Now integrate scheduling interruptions and enlightened multi- tasking after your 60/60/30 and see if you have a mission of what you have to do in that time (proactive, not reactive).
Do 60/60/30 twice a day, while eating a healthy meal in your break.
Setting yourself up for success and making high leverage a habit
Not only achieving strong results in every area, but to also feel fulfilled.
The productivity pyramid (4 levels)
• Level 1- high lifetime value (exercise, building relationships, family)
• Level 2- high dollar per hour (bring in money)
• Level 3- low dollar per hour (administrative, running around)
• Level 4- 0 or negative (waste our time, negative value- worrying, eating junk food; net loss)
We can spend our time and energy in one of those levels.
Make a list of the things you do in a day and place them in levels:
• Level 1; morning ritual, working out, talking to my family and friends, doing the 60/60/30 solution, meditation
• Level 2; placing adds on mobile.de, analyzing bets and placing them, looking for things to buy
• Level 3;
• Level 4; eating bad food, playing games alone, procrastinating my projects, doing bad decisions in betting, watching too many movies, spending time on Facebook and other non- productive sites.
The first one is my strength (talent, natural gift that has been trained, developed by mentors, experience and education and is now external strength; expert in that area), the second one are the two top levels of the pyramid. You should be spending time where the circles overlap. Work consistently day after day on it and you will wake up in a few years and your work will allow you to live off it. “What is this area, what are these particular things?” 2-3 things. Prioritize those things on the top of the list and invest the first hours of your day for these things.
When people say they’re set up to fail they didn’t take responsibility for their lives. Set yourself up for success!
Clean the grill everyday- just like restaurants do it at the end of the day. Right as you finish up for the day, close up everything, save everything for the next day so you can start clean.
Always close loops in every area- get the closure, clean everything up (no baggage)
Consciously set up for success, so you have focus and energy.
Don’t prioritize in the moment- have bigger picture figured out.
Prioritize what you want to achieve (10 years)- personally and in business; physically, emotionally, logically- everything specifically. How much would I like to be making, how much would I like to have in cash and assets?
What should I be doing with the time in a day? What could I do right now that would give me the highest probability of achieving that vision?
At least half of your time several months until some traction is created.
Challenge: get yourself to do it!
Where do I need to clean the grill in business and personally to set myself up for success?
Every time you add another piece it messes the system up a bit. Be organized, know where things are in detail- cleaning the grill by putting things where they belongs so they’re there tomorrow.
It’s hard to stop doing something- we waste a lot of energy; start focusing on doing the right things not trying to stop doing the wrong ones. If you fill your life with positive productive habits, relationships and thinking all the rest of the stuff will fade into the background. When you cheat, you just naturally go back to your productive habits the next day.
The Higher Game of Productivity
Aligning things together so you don’t have any conflict, Renewal and Sustainability.
Inevitability thinking, seeing and creating your ideal day and setting up ideal environment.
Inevitability thinking; evolution of achievement and goal setting. It’s about creating conditions, so that success becomes inevitable.
Stop setting goals- Bob Biehl
How can I make it so that the outcome I want will happen automatically?
We’re always becoming a new person- “What would create the most results to my big picture right now, what’s my mission?” What am I trying to do in the next 20, 50 years? (zoom out) What are my medium goals? (12 months) What’s the new me and the new reality that I’m trying to create (leaving everything behind). What kind of a day would support that big picture? What would I do in the morning, what relationships would I have…?
By creating your ideal day you create a massive productivity ritual in every area.
Setting up environment for maximum creativity and productivity
Creativity- optimal state of mind when you feel optimistic, energetic and you feel like you can create something new.
Productivity- getting results in the real world.
Zoom and think about where you want to be in 20 years, or imagine your funeral. What’s your one year outcome that’s realistic? What do I want to see in 90 days? What is the one high leverage thing that I can do right now that I can hit my 3 goals? What condition do I have to set up so that what I’m doing becomes inevitable? Action step to put that condition in place.
What would an ideal day look like for me? Include physical, emotional (relationships) and logical (educate). Remember to create on and off ramps. Revisit this every 90 days.
Environment; where you put yourself most of the time (practice standing while working). Hold your body in optimal position to minimize burning energy.
How can I make myself distraction and interruption proof?
Things that I need to do to create my environment.
Alignment (congruent); everything in one direction
Things in life that are most important to me (5)
5 activities that I spend the most time doing
How far of alignment those two lists are?
List of open loops that are robing us of energy (makes us think about certain things, avoiding…)
Relationship conflicts, unfulfilled and uncompleted things…
How to close each of these loops; if it forces you to be the bigger person and gather courage, the better! What’s the action step to get closure.
Parts integration (we have many personalities); we don’t notice consciously when the other part takes over (some are lazy, some are motivated…)
One part wants us to stay in our comfort zone and the other one wants to throw away the old and do everything different- we get out of alignment. Both parts have positive intentions, integrate them together in you, so they both help. Honor and respect what they want to do.
The paradox of success
Our bodies, minds have systems that renew them; remove bad links and cells and replace them. Those processes can’t be effected consciously. Most people can’t control their thoughts and emotions. You can’t really do that in your present moment, but you can help and bring things that our bodies need to renew and not do any damage to them.
On a physical level we want to feel energized (your body wants that too! And it has all the things that are needed), if you don’t feel that way that means you’re not giving your body the blocks that are needed for you to feel that way. For example: your body needs water, if you don’t give it your cells can’t clean and renew themselves. Our immune system keeps you from getting sick and fights off the enemy. It’s about how to get your immune system in the top shape so you don’t get sick in the first place. If you got sick you already did something wrong!
On emotional level we have a lot of miraculous systems that work in your favor. When you see an opportunity it releases chemicals and it makes you feel more optimistic and motivated. If a relationship ends it brings you down so you can grieve. Most people block those emotions and they escape to body and create tension, which is from emotional nature.
On intellectual level we have many very complex processes to keep ourselves happy that we don’t understand yet. When we sleep we process things, when we dream we work on concepts that we learned about and will be able to understand. If you don’t know what to do to keep those processes supported, then they will not function right.
Renewal is not just about resting and eating healthy, but it’s about getting your body and mind the basic building blocks that they need so that they can do their jobs correctly. They can keep you energized, happy and thinking clearly. Sometimes the price of of staying healthy and happy is working out, eating healthy, not watching TV, focusing on one thing, risking your hearth being broken, being in intimate relationships, not spending time with negative people… but it’s worth it!
It’s very important to take a day off every week and take a week off every quarter of the year completely!
If you give you body everything that it needs, but don’t rest enough it won’t have the time to use it and it will still not work properly.
Rest resistance and rest anxiety
It’s when we try to rest, but we feel resistance and anxiety, because we feel we should be doing something else and we feel guilty for resting, or we try to relax but we’re clenching our muscles so we don’t rest and we don’t know what to do.
We have to be aware of over 200 cycles in our body and honor them. If you feel focused at a time a day, work then, if you feel you have to rest, then do, you need it!
Digestive system- take food and water and convert it to fuel and nutrients so that your body can take it and renew itself, to produce new neuron connections, new brain cells… Chew more so that your body can digest easy. Most people don’t think about what will happen with food once we eat it and how much nutrients it has. No snacking and don’t drink while you’re eating.
Lungs- 8 weeks to optimum health
Number one important thing is to breath correctly- with lower part of lungs (stomach).
10 deep conscious breaths will charge you.
Body balances itself while it’s moving, not while it’s still. At least 20 minutes per day of moving. By exercising, body creates bigger stronger blood vessels. Stretch all parts everyday as well! By moving around all the time your limps system works properly so you don’t get sick.
Go to sleep early, so you can wake up naturally!
Eat raw and organic food as much as possible.
Emotional system- healthy emotions are not controlled emotions and you shouldn’t put it away. We often get addicted to bad emotions (victim thinking)- notice when you’re justifying to feel bad about something; you hurt yourself and building a bad habit!
Contribution effects emotional system very positively. They work in waves, notice them and ride the wave. Accept it and honor it, don’t try to stop them (don’t stack them). Let them flow through you.
Exercise: distress our systems
bring renewal blocks to our systems.
Where do I need to get rid of stress (physically, emotionally, logically)?
Raw renewal materials
• body: food, water, breath, exercise, sleep
• emotionally: break relationships, more intimate relationships, experiencing emotions and noticing them, cardio exercises
• mind: relax, stop thinking, meditation, getting away from what you’re doing, going to trips
Sometimes you can’t just wish for things to stop happening to your body and bring new blocks that body needs.
Your Personal Transformation
Zen Buddhism, psychology…
Becoming a greater version of you- beyond your imagination.
We are able to see an evolved version of ourselves and then become that person.
Life is like a painting; we’re painting all the time, but most of us are painting based on the past part of the painting, we’re just extending it. So we just make more of the past come true.
Imagine new things becoming true in the future, create it! I don’t need to look at the past to create the future and don’t need to do it habitually and unconsciously.
When we’re trying to prevent something from happening we’re giving it energy.
“Whatever you’re resisting, persists!” You’re focusing it- don’t think about a pink elephant.
The Psychology of Winning- manufacture your own optimism
Winning the lottery- the happiness and enthusiasm is real, even when they tell you, you didn’t!
To feel bad think about what other people have that you don’t, think about how good things used to be and how bad they are now.
Stop comparing yourself to people that have it better and how things were better before. Your state will change if you focus on where you have it good and on far you’ve come.
Find a mentor.
List of areas where I’m trying to live my future based on my past.
4. Self- development
All things in life that I’m resisting.
List of all the places where I’m comparing myself and making myself feel bad.
List of all the progress that I made in these years.
1. Better physical abilities
2. Football skills
3. More emotional control and confidence
4. More knowledge in self- development
Where do I need to get a mentor?
Do them over and over!!
Be goal oriented- close all the time
Persuasion is about getting people to break through the obstacles to buy, what they should buy.
Don’t go around the circle (most of scripts are like that)- have a start and have a goal.
Every sale is the same- doesn’t matter what you’re selling. It’s about managing their comments and keeping the control over the sale.
• Burning desire to be very wealthy- having powerful why’s
• Taking the opportunity when I get it
The closing starts in the beginning, there’s nothing evil about selling, as long as you’re selling a quality product.
For 60 days work twice as hard. There are certain windows when things are working- you need to work as hard as you can at that time.
Have an outcome in your mind- you’re not there to make friends
• Develop Instant Rapport- it’s more powerful on unconscious level (rapport is not about their trip to Spain, or about the fish on the wall, rapport is developed when they know you care and you can help them achieve their goals.)
• Gather Intelligence- ask the right questions and listen- don’t talk too much. If your product is not right, send them to the right person, instead of trying to sell them your product.
• Controlling the sale by keeping it on the line- perfect sale is on the line, but most of the time costumer will try to take you off the line to Pluto, but your goal is to stay on the line- in an elegant way that empowers both of you by developing rapport and gathering intelligence.
You can’t close people, if you’re not on the line.
Unconscious mind controls the conscious. We run on patterns to save time. We need to bypass to unconscious mind to make people buy.
Everybody’s rich- abundance.
Sales is the most empowering profession in the world
Do not be afraid to fail and look stupid in the sake of progress.
People look for excuses, and when you do that you lose all your power- you look on external things.
It’s not how you perform, people will respect you if you do the best you can, there’s no embarrassment to struggle, there is embarrassment to quit.
There is always a story and million excuses why things are the way you are, and not the way you want them to be. Be honest to yourself.
5 % of the world get what they want- they live their life empowered, 95% of people live the life like it happened to them (creature of circumstance.) I am the creator of circumstance.
Have vision for the future- know where I am, where I want to be and how will I get there.
Part 2- Art of Prospecting
Qualify your buyers- don’t be desperate for people to speak to, or try to sell to the wrong people
You may not be doing anything wrong, but talking to the wrong people.
Action threshold- the point when someone decides to buy
Don’t try to transform crap to gold- look for a nugget of gold out of thousands of gallons of water.
In any given room you will have 30% of people who are ready to buy, 30% of people that are motivated to buy, but not right now, 40% of people that were dragged there and will never buy.
Those people that are ready to buy are ready, don’t talk for an hour!
Lower their threshold and raise their need for buying for potential buyers, other people are the waste of your time.
Don’t make presentation for people that don’t want your product, don’t need your product or can’t afford your product.
If they can’t afford, direct them somewhere else and they might come back one day.
Have a script to follow! Don’t sound like you’re reading from the script.
Keep your powder dry- don’t fire your big ammo when you’re 5 miles away from your enemy.
You want to save your best stuff for when it matters. People have limiting beliefs about buying.
If they are not buying, they have these beliefs that something is wrong or they are afraid of looking stupid, and those people are the best costumers- they will not buy from anyone else.
People always have a reason that we do something- we may do something stupid, but we thought that it will benefit us. They look for patterns- will this give me more pleasure or more pain?
Close anybody who is closeable. Don’t ever close somebody who shouldn’t be closed.
You have 4 seconds to Establish that you’re:
1) Enthusiastic as Hell
2) Sharp as a Tack
3) A figure of Authority
Certainty, clarity, convection and confidence instead of uncertainty, confusion and boredom
People always have an internal dialog, they might agree or disagree with your words, they listen to authority.
Part 3- Mastering Tonality, Capture Attention in 4 Seconds
At the end of the day people will make business with people that care.
Triggers that bypass logical mind, so you are able to speak to their hearth- people will buy based on emotions, and rationalize with logic.
Train yourself to speak like an influencer, not like an average person.
You create scarcity with the tone of your voice.
Mastering Tonality Exercise 0:8
You need to be familiar to them, not just some salesman that’s calling.
If you say the first few words wrong, they will know you’re Sergei.
Never expect sales person to do what you’re not willing to do, they won’t respect you.
The art of not blowing it- the sale starts the minute you pick up the phone; you’re closing with your tone!
Infer a micro- agreement; raise your voice at the end (buyer says: “Should I know this?”)
Use a Tone of Mystery; “now, if you recall” (buyer tries to recall, if you say like others: “No, I don’t recall, I want to end this call!”)
Go for physiological triggers- sounding certain if you punch your hand, narrow your eyes to get mystery.
With one of our- say it together (sharp as a tack)
By dropping your voice you imply that you have the secret to imply scarcity.
If you want someone to listen you yell, if you want them to really listen, you whisper.
There is power in bottled enthusiasm- they know it’s there, they respect you even more if you don’t use it.
Sharp as a tack, then drop your voice (not being sharp all along.)
Imply the “Reasonable Man”- Got a minute? We all have a minute, it’s reasonable.
Charisma is about tonality- your energy, you’re interesting.
The worst thing for a sales person is that you couldn’t close a person, and somebody else did.
Well, but, now- use transition words (high voice, then after the transition word, drop it- well, the reason for the call)
Closing- managing another person’s emotion.
The most dis-empowering state is poverty! There is no amount of poverty that can make one person wealthy, there is no amount of sadness to make one person happy, there is no amount of sickness to make one people healthy.
Get as much of those gifts as you can for yourself and you spread them around.
Money is a beautiful wonderful thing. When you’re rich you have more problem, but you deal with them in style.
Learn your range of tone. Start low, so you can go up.
Soften your voice- I care about you, your tonality- “the only regret you will have is that I didn’t call you 6 months ago.”
All feelings have their peculiar tone of voice, gestures and looks, and this harmony, as it is good or bad, pleasant or unpleasant, makes people agreeable or disagreeable.
Part 4 Being a Visionary, True Secret to Success
People will not buy into the goals you have, they will want to be a part of the future- vision.
Enemy of great is average- people hit the goals, but the goals are not great.
How you raise money for something- create a vision (people invest time and money)- you can’t sell goals, but everybody is thirsty for vision, others don’t have their own.
Everybody has a goal, but it’s set to failure. Have something on top of that- goals will be the stepping stone, but you have to live for your vision.
The most stupid and dis empowering word is SHOULD.
Knock it out of your vocabulary; replace it with WILL and MUST. It will lead you in the face of fear.
The strangest secrets
If you don’t take control of your life you won’t be able to pay for you diapers when you’re old.
When asked a 100 people if they want to be rich, all of them said yes. But at the age of 65, when they found those people only one of them was rich, 4 of them were independent and the rest were broke.
Why did they act like a creature of circumstance and didn’t achieved their dream?
Goals are not what they used to be, they are not taken seriously.
Create your vision- Disassociate and then associate and see yourself in the future- how will it feel like.
Sometimes I will make them, sometimes I won’t, but don’t invest your happiness in them.
Detach yourself from the outcome, it doesn’t matter if you achieve them or not. Of course you want to achieve them, but be happy in the process; a lot of people achieve the goal, but are still empty inside.
They don’t have their why.
Greed is not good, it’s destructive. It’s the ambition and passion that’s good.
3 Things must be established to Close, they have to:
• Love your product- like is not enough (It’s the best thing since sliced bread)
• Trust you
• Trust your company
You have to have all 3. People buy in logic!
Your state impacts the state of everyone around you.
I’m interested in credit repair- slightly off the line
I want to buy a car- on the line
Don’t go off the topic, nothing is being accomplished of the line on the Pluto.
To get back on the line gain rapport and gather intelligence
Establish air tight emotional and logical case.
People think how they would feel if the buy the product.
Future pace- creating a picture of how great it will feel using the product and how great they will feel making this decisions.
McDonald’s is the most successful restaurant, and it’s so simple that a 16 year old kid can do it.
Face the woman directly, but don’t be in her bubble. Stand of to the side, if you’re persuading men.
Passive handshake is made by a man that has a power over you.
When someone is dressed their best creates authority.
Make eye contact 72% of the time.
Matching and mirroring- don’t let them catch you (it’s very powerful)
15 minutes clarify your vision. Stick with it.
We are not limited by our abilities, but by our vision.
Part 5 Inner Game of Sales, Forces that Create lasting Results
People often focus on external results, instead of focusing on what happens inside your mind.
You are not your past, you are the resources and capabilities that you gleaned by it.
Be willing to do today what other people are unwilling to do, to get what you want tomorrow.
People say “you just started this business last year and have all this, you’re lucky.” That’s not what’s true; I started when I was 16!
It may take a while for some guys; the beauty is in the struggle.
The second most destructive word is PROBLEM. Replace it with CHALLENGE.
Problems dis-empower you, challenges you overcome and make you stronger.
Everything bad that happened to me is now my asset.
Guilt is a loser’s emotion, remorse is empowering. My past is my greatest asset- losing everything and rising back up is the best thing that you can do.
There is no level that’s so low, that you can’t come back from.
An object in motion will stay in motion- sliding down.
Helicopter landing- look forward on where you want to get!
We focus on what we’re afraid of and we crash into it- where focus goes, energy flows.
When you start to look up you still slide down (motion), but you have to keep looking up.
What you focus on expands, what you focus on you attract. If you focus on crap you become a giant crap magnet.
Interrupt your pattern, and get a new one- find solution
There are states that lead to success (empowering)- master them and avoid dis-empowering states.
You may be the best person in the world, but if you’re in a dis-empowering state at the moment you can’t do anything.
The most important ability is to control your state.
Our Brains do 3 Things:
You start looking for red, you find more of it- you look for vision, you see opportunities everywhere.
Distort- always, never, everything…
Every sale has a goal- close
3 Ways of managing fear:
• Pretend it doesn’t exist- low life (employees, not running business, “I’m not scared of anything”, they have a story about why they don’t have what they want in life.)
• Act in spite of it- you become wealthy, but you’re empty, you feel anxiety
• Understand and accept it- positive emotions, highest level (most fear that I feel and smoke screen for bigger fears- in some way I’m not enough, If I don’t measure up, I won’t be loved- when we were babies attention and love was the same thing, but at one point we were not cute anymore; problem people, achievement people.) Accept it- it doesn’t matter if I succeed or fail, I will be loved and I’m enough.
And we have a story- I’m not rich because the economy is bad, I was not born rich…
You celebrate successes, even if you fail 15 times and succeed once. Focus on what’s working.
Create 60 day Sales Goals (specific amount of money, how many sales, hours a week of work…)
Set them high enough so they’re meaningful when you hit them.
How will it feel like in 60 days, what will I be doing- allow feeling to wash over you.
1) Write down the goal
2) Put a Date on it
3) Identify the People/ Groups / Organizations to Align With
4) Take Massive Action
5) See What’s Working/ Not working and set approach accordingly
Carry your goals around with you- screen saver and pocket (you see all the red.)
The person who gets the farthest is generally the one who is willing to do and dare. The sure-thing boat never gets far from shore.
Part 6 The S.L.P. System, Master Formula for Controlling the Sale
Start off with Big Picture questions and slowly go to specific questions.
If you ask the right way, you get completely different answers and emotional responses.
Money aside, does the idea makes sense to you?- Money is never aside!
Every question is designed to get the most intelligence and rapport!
Rapport is not talking about costumer’s life.
Only a desperate sales man (for anyone who wants to talk to him, for commission) will talk about a hunting trip.
Do not interrupt someone while he’s talking, but then redirect them- “That’s great, but…” – with the right tonality- simple and patient.
Use Tonality to imply that you care, but time is money and since I’m sharp as a tack, enthusiastic as hell and force of authority I will talk and focus on closing.
Most people are in dis-empowered state in any given moment, when I’m in empowered state I make their day.
With your tonality you raise their state up.
The Sale Starts at “No”
Anybody can close a person that’s ready and always says yes- transactional selling at the supermarket pays 7$/ hour. Persuading doesn’t work that way.
Anticipate Objections- knock them out before they bring them up, also their buying beliefs
Build positive, knock down negative, logic or emotion- at some point it will click and they buy.
Like opening the lock- figuring out the buying strategy that’s different for everyone
The beliefs that we hold drives us to the ends of the earth to stay the same.
Overcome that wound of looking stupid at some point
• Air tight logical case of why it makes sense to buy now (product is the best thing since sliced bread)
Leave your powder dry- if they say no based on that, you can’t say it again, if they say no and you have more benefits to share they must rethink.
• Create an air tight emotional case
• Crack limited buying beliefs
As the best sales person you deserve to sell the best products.
Move all the way down the line and use every possible combination (every sale is the same)- that’s how you close everyone who’s closeable.
Tell me anything and I will respect you, but don’t say “I have to think about it.” (There are more negatives, they ran movie and saw more pain than pleasure)
If they say they have to speak to their wife they are not convinced 80% of the time.
The Three 10s:
• They love YOUR product
• They Like and Trust you, and know that YOU care
• They TRUST your company
Get all 3 to 10- in the moment, than you can ask for the order.
Visualization- seeing yourself using the system 20 minutes per day.
You are not here merely to make a living. You are here to enable the world to live more amply, with greater vision and with a finer spirit of hope and achievement.
Part 7 Art of Qualifying, Asking the Right Questions
Questions with the right tonality to identify client’s why and gather intelligence- taking them to a place logically and emotionally to get to action threshold.
I care, and I’m just like him- get honest feedback, because I’m not just trying to sell him, but trying to help him.
Step 1: Find out your client’s why
Step 2: Write down perfect questions for your industry- memorize them
Transition 1: Just a couple quick questions so I don’t waste your time. – don’t wait for him to say OK (I’m here to help are the words of tonality)
Transition 2: Just a couple quick questions so I can better serve you- if I ask if it’s OK, I lack authority!
I care, I’m trust worthy, and I have the best interest.
People pay more if the product is customized for them.
1) What did you like/ dislike with it? – you can later know what to say to knock down negatives
2) What would you change or improve with your current source?
3) What’s your biggest headache with… – where his pain is
4) What’s your ultimate objective? – you need to know what their goal is so you can do that for them, you can’t be that guy if you don’t know what they want
5) What would be your ideal program?
6) Of all the factors, what’s the most important to you?
7) Have I asked about every detail that’s important to you?
Do not allow the guy to have the benefit of your program yet- keep your powder dry (My program is perfect, my god, my product can do that as well…) Feel his pain, let him speak.
You can’t knock down his beliefs while you’re qualifying- identify emotional wants and physical needs, developing massive rapport.
Most people never get to be heard, let them talk as long as it’s about closing and not about his trip to Africa.
How long have you been thinking about buying…?
Move your body to create a certain tonality.
The product is right for him, he can afford it.
Best on everything that you told me, this program is a perfect fit for you.
Whatever he says was exactly what you expected.
When he says no- establish that the product is the best thing since sliced bread.
I hear what you’re saying, but let me ask you: Does the idea make sense to you? (like no big deal, money aside tonality)
Yea it’s good- “Exactly, but the true beauty of the program (instead of pushing forward, loop back and resell the idea- you kept your powder dry)
I am just like you- if he likes hunting, you like it as well, or you always wanted to do it (don’t communicate you’re a seller and you don’t care about his life)
Include future pacing- “Do you want to become full time trader after you start making tons of money with it?” (Like the rest of my clients)
Know your questions well enough so you can tailor them- “I already told him that, he must be reading from the script?”
“And just for suitability purposes (push your hands out- I hate to ask you that), how would you say your current financial situation is like?”
Be empathetic- are you in good shape, or are you struggling a bit? (Sad- also with your face, like they are in front of me)
There are 3 things he can say:
I’m doing great- elevate their state (If he’s happy, you’re happy)
So so (OK, but a little above, things could always be worse)
Things suck! (Don’t solve his problem while qualifying him, feel his pain)
“I totally understand, that’s exactly why I called you.”
OK great; now let me say this…
Time is money- his and MINE.
Questions are the laser of human consciousness. They concentrate our focus and determine what we feel and do. – Tony Robbins
Part 8 The Presentation, Power of the Three 10’s
1) Scarcity/ Secret; “The reason for the call, this is the last week it’s going to be on the market”
2) Certainty; “All I’m asking is to give me one shot, and believe, if I’m half right, the only problem you’ll have I didn’t call you 6 months ago, sound fair enough?
Recreate a physiology to trigger a certain feeling- anchor.
Create anchor at the peak state- intensify the moment, squeeze your fists and say “yes!”
Smell is the most powerful. Set your anchor three times, only when you close.
Stimulate your 4 anchors
Motion creates emotion- you drop your shoulders, than you get in a bad mood.
Script is a work in progress- keep evolving it (no more than a page.)
Link your service to a trustworthy person, or big company.
You’ll make money with it- it’s not even an issue, it’s so obvious
Embrace the Power of “No”
The art of boxing someone in- give them no choice but to buy, or do everything against who they are and what they believe in.
The art of looping- capturing 3 tens
Whatever they say, end the call honorably- good for you as a human being and your company.
Certainty that you can help them change their life- not proving them wrong
I can’t trust anybody is dis-empowering belief.
“I hear what you’re saying, but let me ask you a question: Do you like the idea?”
Enter his world, where he is. If his enthusiasm is at 4, don’t come off as 10.
If he’s uncertain, tell him a state that’s obvious and make him say yes, and then link it back to your product.
“Do this”- ask for the order
“What’s the worst thing that could happen?”
In making a presentation one must study three points: first, the means of producing persuasion; second, the language; third the proper arrangement of the various parts of the speech. – Aristotle
Part 9 Power of Language, Cutting through to the Close
• Virtually (virtually all my clients make money)
• Only (minimizer)
• Because (Can I cut the line, because I really need to)
• I’d be glad to look that up for you.
Offsetting Language Patterns
• Hold your hand every step of the way.
• Show you all the ins and outs.
• Huge upside with little downside- what’s the worst that could possibly happen?
• It’s incredibly easy to get started (people don’t want to expand energy)
• In depth training program
• It’s a long term relationship- the first transaction will go smoothly, assuming it will be great. It’s the next step that I can really make something good for you.
• It’s surefire, paid by numbers
• If you do even half as well as the rest of the people… (absolute certainty)
• All I ask is this: you give me one shot.
• The only problem you’ll have is I didn’t call you six months ago and get you started then, sound fair enough?
• Believe me, you will not be sorry, sound fair enough? (reasonable man)
• Believe me; you will be very, very impressed. (utter sincerity)
• The only thing I ask of you is once you start making tons of money with it, I want referrals.
• Your wife will be kissing you when you walk through the door.
• You’ll be sending your kids to the finest schools.
• I’m not getting rich here; all I ask is that you give me ton of referrals, because that’s how my business grows.
Language Pattern for Looping
• Does the idea make sense to you, do you like the idea?
• You see, the true beauty of the program is that…
• If I’d been our adviser… you’d be saying do it, right?
• As far as my company goes… I pride myself on doing this and being in long term relationships with my clients
• What we can do for you besides this one transaction.
• Don’t cut the price after the first loop, you can do it if you set price high and didn’t want to sell at that price anyway
• Please don’t misconstrue my enthusiasm for pressure- if you say it
• In real estate its location, location, location- in my business its timing, timing and timing, don’t tie my hands, right now every fundamental and technical factors is in your favor.
• Getting started is very simple; just as question of some basic information.
• It’s a cash outlay / investment of only $1,197
Language is the blood of the soul into which thoughts run and out of which they grow- Oliver Holmes
Part 10 Becoming a person of influence, Create Costumers for Life
Write down 5 ultimate pains and pleasures and whys.
Truly believe you will succeed. Every human being is capable of achieving what they want if they focus on it and know basic principles of pain and pleasure.
Tell me you have no money and I’ll respect you, tell me you don’t like the product and I’ll respectfully argue with you…
You’re smart, for saying no, but you said no because I haven’t told you this…
Develop Costumers for Life:
1) Never Duck a Phone Call- give them the bad news, they’ll forgive you, but if you duck one call, the relationship is killed
2) Send them to your competitor
3) Remember their Family- find out who you are AFTER you closed them
4) Use gifts correctly- make sure they like the gift- don’t give them tickets to baseball if they hate baseball!
5) Write good thank you notes- I love, it looks amazing…
Act as if!
Tell them how bad it’s going to be and they will act, others don’t care about that and you tell them how good it will be if they act.
Most people are not motivated, because they have no vision- they are not going anywhere.
Scare yourself up if you think about what will happen if you don’t make it.
Now you have a system, you have no excuse to fail. Shame on you if you fail.
Get dream stoppers out of your life- lose their phone numbers.
Regardless of who you are or what you have been, you can be what you want to be- Clement Stone
21 Millionaire Secrets That Changed My Life
It’s all about the mindset
Then one day, I decided to work on eliminating my limiting beliefs about money,
using Neuro-Linguisting Programming tools and exercises.
The process involved answering some questions and brainstorming some ideas, and
it took me 3 days to complete – just me, my journal, and a pen.
And whereas people have always wanted to learn the strategy I used, the fact is my success has never had anything to do with strategy.
It was all down to acquiring the millionaire mindset.
People Hate Money, That Is Why They Are Broke
Human beings are simple enough. Our nervous system moves us AWAY from PAIN
and TOWARDS PLEASURE. It’s the Pain/Pleasure principle.
I believe the majority of people out there subconsciously associate more PAIN to
having and acquiring money than to NOT having money and being broke.
“You become what you think about most of the time.
Change your thinking, and you’ll change your life.”
– Brian Tracy
Until You Eliminate Your Limiting Beliefs About Money, You Will Always Fail, You Will Always Be Broke.
Making money and being wealthy is not about strategies. It’s about the mindset.
If you are broke because of your limiting beliefs about money, then what is the solution?
Very simple. You need to:
a. Identify your limiting beliefs about money
b. Eliminate your limiting beliefs about money
c. Program yourself with empowering beliefs about money (and about yourself)
Millionaire Secret #1 – The More You Learn The More You Earn
Millionaire Secret #2 – Money Is Nothing But The Measure Of The Value You Create For Other People
Millionaire Secret #3 – Money = Value x Leverage Corollary to The Law Of Income:
If you are not making enough money right now, you are simply not delivering enough value, or you are not using enough leverage.
Millionaire Secret #4 –
Your Invisible World Creates Your Visible World
THE TRUTH IS, TO CHANGE YOUR FINANCIAL DESTINY AND YOUR LIFE YOU NEED TO GO ‘UPSTREAM’ AND FIND OUT WHAT PROGRAMMING YOU HAVE THAT IS
CREATING THESE LIFE CIRCUMSTANCES.
My beliefs used to be:
“I Can’t Make Money. I Don’t Know How To Make Money. Making Money Is Hard”
“Rich people are evil”
“I Am Ugly”
“I Am Worthless”
What did these beliefs manifest?
Poverty, homelessness, debts, depression, and being single for 4 years.
As soon as eliminated those beliefs, money and success flowed effortlessly.
Already you are noticing how nonsensical those beliefs are, how they’re completely arbitrary.
Maybe you even recognize that these are not YOUR thoughts, but someone else’s.
Perhaps your parents’ thoughts.
And maybe you start to see HOW THESE BELIEFS HAVE AFFECTED YOUR LIFE SO FAR.
The impact they’ve had… What they have cost you…
Millionaire Secret #4 – Self-Love = Wealth
Millionaire Secret #5 – Abundance Consciousness
Millionaire Secret #6 – The Power Of Gratitude
Millionaire Secret #7 – Accept Full Responsibility For EVERYTHING In Your Life
Millionaire Secret #8 – Know EXACTLY What You Want And Focus ONLY On What You Want!
Millionaire Secret #9 – The Peer Group Solution – You Become Who You Spend Time With.
You will be amazed at how fast your subconscious mind will help you succeed and make a lot more money, out of fear that your new rich friends won’t like you.
Here’s how I achieved this: I cut my ties from people I knew before, and even cut ties with most of my family – the ones that were the most negative, anyway.
And I went to seminars and events and places where I could meet successful entrepreneurs.
Starting a seminar company was a great way to meet such people too
Look at the 6 people you spend most time with. That’s who you will become.
You should stop hanging out with the people that are holding you back.
Millionaire Secret #10 – Get Rid Of Your TV
Millionaire Secret #11 – Sell Products, Don’t Sell Your Time
When you sell your time (which is limited), your earnings are limited.
When you sell PRODUCTS, you are no longer exchanging time for money.
Your earning potential becomes uncapped.
Millionaire Secret #12 –Work For Passive Income, Not Earned Income
Dividends from shares, rent from investment properties, royalties, business systems that don’t require your presence… are all passive income.
Ask yourself, “How can I do it just once, for it to return money to me forever?”
21 Ways To Make Money While You Sleep
1. Selling ebooks on Clickbank.com (I still makes $1000s a month this way)
2. Autoresponder emails (people opt in and receive promo emails for up to 30 years)
3. Outsourcers in the Philippines (listen to www.mark-anastasi.com/georginalany)
4. Webinar Replays (webinarreplaysystem.com – Minesh B. makes 5k a month this way!)
5. YouTube Videos (Graeme John posted 500 videos and makes $7,000 a month)
6. YouTube ‘Renting’ (rent or buy popular YouTube videos or channels!)
7. Facebook fan pages and Facebook Groups (managed by outsourcers)
8. Product Licensing (selling licenses, or buying licenses of products to sell)
9. Article marketing (post hundreds or thousands of articles at ezinearticles.com)
10. S.E.O. (free Google traffic!)
11.Automated eBay system (Matt and Amanda Clarkson make $50,000 a month)
12.Automated Twitter system (software and automation – Mili Ponce’s strategy)
13.Having Affiliates selling your products
14. Facebook Ads, Google Adwords, Yahoo PPC
15.Give away free websites but charge for hosting
18. 1shoppingcart.com affiliate system
19.Viral ebooks that include affiliate links
Millionaire Secret #13 –Get A Mentor And Copy A Proven Success Formula
“Without A Mentor YOUR VERY BEST THINKING Has Got You Exactly Where You are Today,” says Raymond Aaron.
Millionaire Secret #14 – Know What People Want
FIRST: look for problems
SECOND: look for change
Every time there’s a major shift in technology or social interest or in the law, someone gets wealthy.
THIRD: look for possible improvements to products that already sell well.
FOURTH: look for a proven model (the “Lag Time” concept – the time it takes for a
winning concept to move from one geographical area to another)
Millionaire Secret #15 – Choose The Right Target Market
If you offer a specific service/product to a specific niche market – e.g. Nick James, the copywriter for Coaches and NLP’ers – your business becomes known and remembered in that target market very quickly.
Companies that are trying to be all things to all people can often get in trouble.
Choose your target market:
• Business market or consumer market?
• Specific type of product
• Specific type of person (profession, religion, ethnicity, gender…)
• Specific type of price (e.g. luxury pizza, or gourmet burgers)
• Specific geographical area or country
• Specific type of packaging
• Specific type of promotion or marketing campaign.
Millionaire Secret #16 – Choose A Business Model That Is Scalable
Millionaire Secret #17 – Master Marketing & Sales
Millionaire Secret #18 – Know What Kind Of Wealth Creator You Are
The 8 types are:
Mechanic – creates wealth by putting systems in place
Creator – creates wealth by creating products and businesses
Star – creates wealth by attracting people to a cause or public speaking, etc.
Supporter – creates wealth by managing people and teams
Deal Maker – creates wealth by selling and negotiating deals
Trader – creates wealth by buying and selling, or trading the markets
Accumulator – creates wealth by accumulating income-producing assets
Lord – creates wealth by acquiring assets that grow in value over time
Millionaire Secret #19 – The 80/20 Rule And The Power Of Systems
• 20% of your work creates 80% of your results and profits. In your business you must identify what that ‘20%’ is. What is it that you do, in your business, that only you can do? Where does your personal time produce the highest ROI?
What do you currently do, that you could delegate or outsource?
• Just 4% of your work creates 50% of your profits.
• It is better to work less and have more free time & better lifestyle, than work insane hours for more money.
• Outsource… EVERYTHING.
Michael Gerber says that if you can’t take off for 6 months and come back to see that your business has grown without your presence, you don’t have a business – you have a job.
Millionaire Secret #20 – Spend Less Than You Earn And Invest The Difference
One, I keep track of my expenses and my income. My golden rule is that I never spend more than I earn in a given month.
Two, I changed my ‘rules’ or ‘standards’ for what is acceptable to me, financially.
It’s not how much you make that matters – it’s how much you keep.
With every $ that comes into your hand, you have a CHOICE.
If you’re smart, you’ll use that dollar to buy an asset.
Keep acquiring income-generating assets! Businesses that do not require your
presence; Stocks; Bonds; Mutual funds; income-generating real-estate; Royalties; etc.
Build and maintain your asset column! Once a dollar goes in it… never let it come out!
Once a dollar goes into your asset column, it becomes your employee.
The best thing about money is that it works for you 24 hours a day and can work for generations!
PAY YOURSELF FIRST
Simply put, this means that every day put money aside to buy income-producing assets, before you pay bills, food, rent, ANYTHING.
$5,000 invested at 5% interest a month grows to $1 million… in only 9 years!
Millionaire Secret #21 – The Elliott Wave Principle
They focus too much on capital gains, he says, rather than cash flow.
If you are buying 10 properties, you should focus on making sure those properties are cash-flow positive (they bring in more than they cost, every month), rather than looking at whether the property is going up or down in value.
Warren Buffett says that in the Buffett household, they rejoice when the price of hamburgers goes down, because it means they can buy more hamburgers for the same amount of money.
He never understood, he says, why investors pile in to buy expensive stocks (i.e. stocks with high P/E ratios) simply because everyone else is buying that stock. Clearly those stocks are more expensive, so they’ll be able to buy less of it with their money.
Stocks go up, some people make money. Then their neighbours and friends want some of this, greed takes over, so they pile into the stock market as well. Finally, everyone from taxi drivers to street cleaners start buying stocks, thinking it’s the path to easy street, and the demand from all these unsophisticated investors sends stock valuations sky-high, without any regard for the actual cash flow or underlying value of that business.
Eventually asset prices reach a peak, and the bubble bursts, wiping out trillions of dollars of stock valuations – and wiping out a lot of people’s savings.
As this happens, more and more investors panic, and sell their assets en masse, and all this supply of assets on the market sends prices crashing down again.
Banks then have to tighten the reins, they stop issuing new credit, and they call in
their loans – forcing investors to sell their assets, and precipitating the crash further.
This has happened without fail every 70 years, for the past 400 years.
1. Dream Big Dreams – visualize, imagine and create an exciting picture of personal prosperity
2. Develop a Clear Sense of Direction – set your goals in writing
3. See Yourself As Self-Employed –take complete control of your career and your financial life
4. Do What You Love To Do – Identify the ideal work for you and then get paid well for it
5. Commit to Excellence – move into the top 10 percent in your field
6. Work Longer and Harder – organize your time better and contribute more value
7. Dedicate Yourself to Lifelong Learning – continually upgrade your talents and abilities
8. Pay Yourself First
9. Learn Every Detail of the Business – become an expert in your chosen field
10. Dedicate Yourself to Serving Others – The starting point of all personal fortunes
11. Be Absolutely Honest With Yourself and Others – personal integrity = success
12. Set Priorities and Concentrate Single-mindedly – focus on your top tasks all the time
13. Develop a Reputation for Speed and Dependability – the winning edge
14. Be Prepared to Climb From Peak to Peak – recognize cycles and trends in the economy
15. Practice Self-Discipline In All Things – the most important quality for financial success
16. Unlock Your Inborn Creativity – how to solve any problem, achieve any goal
17. Get Around The Right People – surround yourself with winners at all times
18. Take Excellent Care of Your Physical Health – maintain high levels of energy and fitness
19. Be Decisive and Action Oriented – identify the most important action steps you can take
20. Never Allow Failure To Be An Option – overcome the fears that hold most people back
21. Pass the “Persistence Test” – bounce back from defeat and never, ever give up.
Ramit Sethi – The Finisher’s Formula
The Art of Finishing What You Start 3
Habits with Charles Duhigg 9
In Finisher’s Formula we are going to learn how the best stay motivated and actually finish what they start. This program involves strategies, techniques, and also field reports!
This is truly a different course from anything else because instead of starting another 10 ideas, we are going to learn how to push through and finish what you already started.
Over the next 10 days you are going to get all the material that you are ever going to need on finishing your projects. This is going to affect your life tomorrow, and most importantly – ten years from now. Here is a little rule when it comes to learning all the mindsets and principles – “Trust the system.” This has been tested with thousands of students. Execute on all of the action steps. If you do that you will find yourself not only being good at starting new things, but to also finish them.
“This course is very good for me, because even based on Tai Lopez’s P.A.S.E. system I am naturally action oriented which basically means that I am very good at starting things (and having a million tasks on my plate at once), but not as good when it comes to actually finishing them before starting something new, so I was very excited to learn how I can improve myself in that area.” – Mitja Dolinsek
The Art of Finishing What You Start
We really want to get things done. So why can’t we?
A lot of us call ourselves “lazy” but that’s not the reason why we don’t do things. In a lot of cases it also doesn’t have anything to do with the desire or motivation.
It’s very easy to think that we are the only ones who have this problem, especially if we are hanging out with amazing and evolved people who don’t seem to have similar problems. Not finishing happens to all of us at a certain degree. We might often become jealous of those people and think to ourselves that we could never be like them when in reality we are just not doing what they are doing. That’s the only difference. Be careful about the things that you are calling yourself and the things that you are certain that are true about you.
When you look at the media or the Facebook you tend to only see the wins, you’ll never see all the work and the failures that happened to those people. No one will ever know about the work that didn’t pay off – people don’t like to publicize their failures. Keep in mind that when we look at people we look at their best version of themselves, nobody knows about when someone slips and falls on the street or does something stupid and then we are comparing ourselves with all of our issues and problems to that version of someone else.
This is a typical cycle of non-finishers:
1. Motivation – you watch a motivational video of someone who has started his own business and succeeded.
2. Excitement – positive emotions emerge and you imagine all the money and perks you could get.
3. Haphazard effect – you read a lot of random articles, books, watch videos, learn, we go down the rabbit hole… we use words like “I need to get organized.” This is when you have 33 tabs open in your browser and you research how you will learn something (learning about the process of learning something is usually even more fun than learning that thing – “I can get a mentor, or buy this and that 30-day guarantee course, and maybe this book…)
4. “It’s not working” – you get distracted, realize that it’s not as easy as you had hoped it would be, for some reason nobody is reading what you wrote. We use the words like “hustle” and “grinding,” now it’s not about our passion and dreams, it’s just a lot of hard work.
5. Motivation drops – you “retreat back to your comfort zone,” rationalize all the things that went wrong and look for excuses (“I wasn’t that interested anyway” or “I’ll do this later”), you tell yourself that you are going to make it with another idea, next time will be different.
6. Repeat the process over and over again.
We have all done this process, whether it’s starting a business, learning a new language or exercising.
Realize that it doesn’t really matter how hard you tried in the past, the end result was always the same. There was always a feeling of guilt and rationalization why we didn’t follow through.
There is also a cost each time you start something and don’t succeed – we say “It couldn’t hurt to try…” Actually it does hurt, because every time you try and fail you are adding another layer to your thinking that is saying “I’m not the person who finishes the projects and succeeds.” You stop trusting yourself and rewrite your identity as someone who doesn’t finish.
Some people have gone through this cycle so many times that they don’t want to start something new at all. We procrastinate because we don’t want to fail again, or our actions become more desperate until we compromise and accept that we’re just not good and it just isn’t for us.
A finisher is far more selective about what they start! When they do something, it’s a given that they will finish.
Fully realize that finishing is a skill, it’s not a trait! Nobody taught us how to finish our big projects, that’s why we don’t know how to do it. This is easier in school because the tasks that you are getting are more specific (you know what you have to do) and there is also punishment involved because if you don’t finish, bad things will happen to you.
As adults these tasks are more complex and may not be as specific. It’s not just about learning a new language, it’s also the fact that you don’t have time, money, you have to take care of your family, go out with your friends, don’t know where to go or what to do… There are a million different things to think about and no one told us how to tackle them. We also have less time, a lot more choices, and a lot more things to do than we had in school.
The myth is that our inability to finish tasks and projects is a character flaw – “I’m not a finisher, I’m lazy…” Finishers suffer the same emotional weaknesses as everyone. They are not smarter, better, or more motivated. We will stop looking as these people like they are special and we just can’t be like them. In most cases people who you see that are “so much better” at something than you have just been doing it longer than you – business or fitness, the area doesn’t matter, if you want to dominate your market, or do more pull-ups, just do that more. When you are going to do that for some time, new people will come and look at you like you are from another planet and they could never be like you… that’s how this cycle goes on and on. Nobody is special, nobody is unique, we all can do it if we do it long enough. Nobody is “better” than you, but finishers just learned to manage their emotions to gradually hone “the skill of finishing.”
You can practice the skill of finishing. Imagine when you saw someone who has been very skilled in social situations, it looked like he was that good naturally, but in most cases that person is that good because they have been in a lot of similar situations and has practiced them while you didn’t. It only seems like these people are naturals.
One of the studies that was done on attraction led to a conclusion that attractive people are more socially skilled. Even when they had to have a conversation behind a wall where nobody could see them, they could still do better than the rest, so it wasn’t just about the looks. It’s possible that attractive people are more skilled because they get more chances to socially interact – they have had more practice.
That doesn’t mean that people who aren’t as attractive can’t be just as good. You can practice the things that some people might look like they are naturally good at, and become just as good.
Remember that “being bad at finishing” doesn’t mean that you are going to stay like that or that you are a bad person. It just means that you haven’t developed that skill yet and will have to consciously do it now!
There are actually 3 skills when it comes to finishing things
1. Deliberate planning – finishers admit to themselves that we are all impulsive by nature, it’s the way we are built. They actually consciously slow down, which is something that our culture doesn’t encourage. Finishers are very deliberate. They understand that planning for 5 minutes right now can save you a lot of time in the future.
2. Habit formation – finishers admit to themselves that we are weak-willed. We have very little of will power daily. We might be highly motivated for a brief moment now and then when we are creating our New Year’s resolutions, but every emotion eventually passes. Instead of relying on will power every time they want to do something, they create systems and habits that will stick forever. They are extremely honest about what they are good and bad at – their strengths and weaknesses.
3. Deep focus – focus is also called “a Tier 1 skill.” Just a few short years ago or a decade ago you could just shut down your phone and write an essay, but now there are WAY TOO MANY distractions. There text messages, Facebook, Twitter, Instagram, Pinterest, YouTube, iMessage, Snapchat, e-mails… We live in a world of constant distractions. Finishers are well aware of that and they are working on improving their focus muscle. That is one of the best skills you can possibly have.
So what is the difference?
Non-finishers start right away. Our culture actually celebrates that – getting our hands dirty right away. Finishers on the other hand actually deliberately plan their every move. There is a cost for people who just jump right in and not thinking through everything. By making a plan first we will save a ton of time and effort!
Non-finishers “get motivated.” Like we said earlier, motivation doesn’t last, emotions change. They will last for a few minutes, perhaps even for an entire day, but the next day when you wake up and your bad feels nice and comfortable while you are in an emotional state, you won’t want to tackle that challenge that you have promised yourself to tackle the night before. These people will often go to blogs and posts and search for daily motivation and inspiration, but that’s a loser’s game, it’s not sustainable in the long run. If their plan is to rely on their daily motivation, they have already lost. Finishers build habits so they don’t really NEED motivation. When they get it (just like everyone else) that’s just a bonus that they get to take advantage on. The important thing is that you don’t depend on things that are as unreliable and unsustainable as motivation.
Non-finishers will also label themselves negatively by actually saying that they are terrible when it comes to focus. Finishers know that they have to practice and train their focus muscle over and over again, just like you need to train your other muscles to make them bigger and stronger. You are not going to be good at something the first time you do it, but a week and a month after with consistent practice you will see improvements. Of course it will be better sometimes and worse at other times, but the overall ratio will be dramatically improved.
Today it’s actually a taboo to say that you are just “thinking” about doing something. Everyone keeps telling us that we have to just do it – just jump right it NOW!
It’s actually the other way around – the faster the things get for us, the more important it gets to just slow things down, think it through, and develop a great plan. Anyone can start 50 things, but few people can be selective and follow through with everything that they chose to pursue.
Think about what’s the easier choice if someone asks you to do something – to fill out a form “that will only take a minute,” contribute to a project… it’s actually easier to say YES! We hate saying “no” and disappointing someone, when don’t want to be rude so we say yes even though we don’t want it and it’s really not our priority.
Ramit Sethi now actually takes off entire days to just think things through and plan what he wants to do next without doing anything else! No tasks, just planning and reading – thinking in terms of strategies and systems.
1. Keep a “Do It Later” List
a. Ramit wanted to learn other languages for a long time, but that wasn’t really as important as other things. Instead of feeling guilty about not learning them, he just puts things like that on his list of the things that he will do later. Anytime he finds something exciting and interesting about languages he files it away until the day comes when he will have more time to start learning a new language. When that day comes, everything that he has gathered in terms of learning a new language will be there waiting for him.
b. This is also a great exercise for practicing saying NO to people and things, so that when you finally decide to say yes to something, you will actually mean it, it will be much more powerful. This also relieves guilt because now it’s one of the things that will be inevitably completed, but not right now, not while there are more important things that need to be done. It’s not in the back of your head distracting you anymore. It lets you put things in a box for later.
c. Ramit also reads strategic articles on planning while he takes off the entire Wednesday like we mentioned it before. Now he knows exactly when he should read those articles and when he should learn these new things, he doesn’t let those articles get mixed with work on the other days. They are done on Wednesday, not Tuesday or Friday – it’s crystal clear.
i. As an example, in Ramit Sethi’s Earn 1K ($1,000), his students said that they were overwhelmed by a huge list of things that needed to be done before starting a business – Get a Twitter account, a Facebook page, get business cards, starting promoting with ads… it’s just too much.
ii. Ramit decided to give them a “Do It Later” list that included all of those things. If we are perfectly honest these things are important, but they are NOT important right now. We first have to do other things.
d. This is a critical skill to have – knowing what to do now VS. knowing what to do later. We all want to tackle everything today, but if we think through about a skill that we developed in the past, that skill got acquired over time, not in a single day.
i. If you start learning about money for the first time today, you won’t care about estate planning, you will first care about how to get rid of your debt and get more profit this week, forget everything else – you need to learn one thing at the time – slowly.
2. Give Success a Name and a Date
a. When Ramit was launching his first book called “I will teach you to be rich” he asked a lot of friends for advice. He developed a huge list of all the marketing tactics (30 pages) which is too much! The first question that you should ask yourself is simply “What’s your number one goal?” A lot of us refuse to answer that question because we don’t want to close doors to every other option, we want to do everything. We simply need to determine what are #1 goal is and forget about everything else. We hate giving ourselves limits and constraints, it feels like we are giving something up. Constraints are the things that actually force us to get real with ourselves.
b. Ramit’s first goal was to make his book the best seller and he made it happen, but there is no way he would have make it with his 30 page marketing plan. The only way is to tackle just your #1 goal. Eliminate everything else. Once his book was bestseller, he could do a lot of other things that he previously wanted to do. Resist the temptation to be everything to everyone all the time and just do it all – that’s the most bulletproof way to fail.
c. The key is to get clear about what we want – what success means to us and then include how long it should take to reach that.
i. The dating world is very similar – most people are extremely generic when they have to say who they are dating – “I like girls that are nice, smart, good looking…” In reality you know exactly what person you want! Nobody wants to say that because we feel like we are closing the doors on other opportunities and limiting ourselves if we would ever be specific. We are scared about not getting 100%, but if we won’t choose we won’t ever get 1%. Making that initial choice of deciding what and when do we want is absolutely essential!
d. Choose one thing and the apply the next principle to that.
i. “I want to lose weight” example. Around the New Year we give ourselves super generic goals such as “I want to feel better” or incredibly hard ones “I will never this again and I will exercise every day.” These goals fall apart within a month.
ii. The strategy is the what, the tactics are the how!
iii. A better way than saying “I want to lose weight” would be saying “I want to lose 20 pounds in 5 months, but it would be even better if you would tell yourself why you want to do that – “to fit into my old suit.”
Here is a great TED talk by Simon Sinek on the power of why.
iv. It’s also important to define what is failure – no losing any weight in a month would be an obvious one. The goals should obviously be realistic so that you don’t end up being inevitably disappointed, pick something that is achievable if you work hard.
v. It’s also advisable to pick something short the first time you are doing this – people don’t like to be locked in, so don’t set a 5 year goal the first time you do this. Pick something that you will achieve within a month or so. If it’s not working after 1 month it’s time to change your process (or the goal), if you make it a yearly goal, you are making a big deal out of it – “did I fail or succeed this year?” A year is a lot of time!
vi. Now you have a system, now you can’t say “I’m just not that kind of person” or “I’m too lazy.”
3. Build a Contingency Plan
a. We assume that top performers never fail, whatever they do will work, and they are incredibly blessed, far better than we could ever be!
b. Even a top athlete such as Michael Jordan failed countless times, you can see it here.
c. We don’t remember the failures of other people, we only remember the successes. You will fail no matter how good you are. Don’t try to avoid failure at all time (that will slow you down and you will subconsciously stop taking massive action), instead have a plan to deal with failure when it comes.
d. Top performers in a lot of cases fail more than ordinary people because they take more chances, but when you don’t fail at all it usually means that you have given up on something.
e. So few of us fail on a regular basis (we don’t take a lot of chances, we are playing it safe which isn’t good most of the time) so when we do fail, it’s a HUGE DEAL!
f. Ramit Sethi has “a failure folder” and if he doesn’t add 5-10 things per month that he “failed at” he instantly knows that he wasn’t trying enough.
g. How many of us do that? We get motivated, we jump right in without a plan and without thinking through how we will handle when things don’t work out. You will fail especially the first few times! And this isn’t being pessimistic, it’s actually about being brutally realistic.
i. Make goals specific – instead of saying “I want to start working out” say “I will work out 3 times/ week for an hour.” That’s a step in the right direction.
ii. Think about all the things that could go wrong with that scenario and how you can improve it – build a contingency plan!
iii. When you get really motivated, make sure you use that emotional wave and do a lot more than you would usually do so that when you feel really bad, skipping that activity won’t be that bad since you already made up for it during the time you were highly motivated.
iv. You might be too busy to work out – in that scenario make sure you already prepared everything and you can start right away.
v. If your goal is to cook for yourself and you are too busy to cook, freeze your meals in advance so you can cook them quickly when you run out of time.
vi. If anything comes up and you really can’t do that activity that you were supposed to do, just go out with friends, enjoy the experience, and count that as your “cheat day.” We are proactively planning for the scenarios that could go wrong, so that when they inevitably do, we already have a plan to deal with them.
Habits with Charles Duhigg
Charles Duhigg is the New York Times reporter and the author of the book The Power of Habit: Why we do what we do in life and business.
A lot of people think that if they try harder or use willpower, they can save those $50 or lose 5 pounds, but The Power of Habit teaches us that is not true.
A lot of people beat themselves constantly for failing to do that, and it’s not their fault. The reason behind failing to hit that goal isn’t because you are weak. It’s because you don’t know how the process of habit creation works. Once you know that, you can make your goals much easier. One of the things that we have learned about willpower is that it works like a muscle – if we don’t constantly train it, it becomes weaker. The same way as lifting the weight over and over will weaken your muscles in that moment and you won’t be able to do it anymore that day, using willpower throughout the day will make it weak, so when you go home you won’t be able to force yourself to go for a run and exercise.
One of the solutions is to just strengthen our willpower so that it becomes stronger, but the other solution is to make our activities into habits so that we don’t use willpower when we do them. Habits happen in a completely different part of the brain, they are automatic. They unfold automatically instead of using up our willpower.
Charles has simple habits like brushing his teeth every morning, exercising in the morning, and having the same healthy breakfast without even thinking about it. Once you create the habit, you don’t have to think about it. It just happens to you, and you can turn any behavior into this automatic behavior. Your brain actually likes these habits because it’s an important part in terms of saving mental energy.
It’s mentally exhausting if you have to think about everything and remind yourself all the time, that’s extremely hard.
Every habit has three components
1. A trigger that starts it
2. The routine
3. The reward – encodes that behavior for the future.
People previously focused on the behavior, but over the last decade we have learned a lot from neurological experiments. In reality that trigger and the reward are more important when it comes to shaping the habit. That’s how you change and create habits. Pay attention to the cues and the rewards. If we give our brain consistent cues and rewards around a behavior (cue might be just a certain part of the day, or a small task like brushing your teeth and then you automatically take a shower) it will try and build that into a habit. Your brain always wants to work less, be more efficient. It doesn’t care what habits you have – that habit could either be working or procrastinating, as long as it happens automatically, the brain doesn’t care.
First pick your cue – always exercise at the same time of the day, or put your running clothes next to your bed so you see them when you wake up. Create as many cues as possible. When you get back from exercising, give yourself a small piece of chocolate – that’s the reward.
This is counter-intuitive because nobody says “I am going to lose weight while eating chocolate.” If they wouldn’t give themselves that reward, they probably wouldn’t exercise as often, and wouldn’t lose that weight at all.
You think you want that exercise, but your brain thinks you are a liar and don’t really want to exercise. To create a habit out of that behavior you have to pair that behavior with a reward that you actually enjoy. This is also counter-intuitive because working out and eating candy doesn’t go well together, and the behavior and the reward don’t actually have to be connected together – the behavior might be eating a healthy meal and the reward might be watching a small part of a movie that you enjoy.
When you are exercising and eating chocolate the same part of the brain will light up – in both of those cases the sensation is extremely physical. From a neurological perspective these two things are very similar. When you start the reward is clearly the taste of the chocolate, but as the time goes by and the habit takes place, your body will learn that the exercise also has an intrinsic reward – your body releases endorphins, neuro-transmitters, feeling better… Your brain will learn that you don’t need the chocolate.
Almost 60% of people that did this (exercise + chocolate) stopped eating the chocolate on their own. That happened simply because the brain learned there is an intrinsic reward for exercising that makes you feel good, but to jump start something sometimes you need that reward to get through the initial phase.
What we just said is completely reversed from what people are used to do.
Usually people think they need the attitude first and then the behavior will follow – “I logically understand that this is good for me, so I will do it.” But as we learned today, that is not the case. We have to do the behavior first, and the attitude will follow – we will start to see the benefits on our own. It’s almost like faking it until it becomes real.
There is an entire psychology concept called self-fulfilling prophecies. If you just smile more often you will be happier over time, if you start behaving like a good person, you will also start thinking like a good person and so on… Just start the behavior, do it long enough (with the reward if you need it) and everything else will follow.
We constantly look for clues about who we are, and if we create a habit and then another one and another one and they are all productive, we will start to put meaning to who we are. Once we realize that we are successful and productive because we do all of those things the chain reaction will start to happen and a lot of other things will start to change as a direct result of that.
In other words, if you start to believe that you are the kind of person that gets things done, that won’t just effect your exercise routine, it will also impact your financial life and all your other projects that you have.
There are a few habits that are called keystone habits, because they are known for starting that chain reaction. Exercise is one of those because if you start exercising regularly, you will most likely also start to eat different things that you used to eat and that makes sense – you feel healthy to a certain level, and then you want to also eat healthy to feel even better!
The studies have shown that once you start habitually working out, you also start using your credit card less often, do your dishes earlier in the day, your procrastination decreases, and it’s not even about making a conscious decision about all of those things.
It’s just the fact that once you develop a keystone habit (or even more of them), your self-image changes and you start to think about yourself differently – “I’m the kind of person that wakes up early naturally and eats a healthy breakfast.” But what they don’t realize is that they also start thinking that they are the kind of person who doesn’t use the credit card as often. If you really think about it – the type of a person who can go for a run in the morning isn’t the type of person who would procrastinate with his work projects. If you can target and develop one of these habits, the chain reaction will take place and a lot of things will be better pretty quickly.
Find the keystone habit, pay attention to the cues and the reward of it to develop it, and other things will start to change as well!
There are no universal keystone habits – they are different from person to person. For a lot of people, it’s exercise and financial discipline. A way to determine what that keystone habit is to you is to look for an emotional element in your life.
For example, if you have exercised for your entire life, but everything else wasn’t as good (you were only good in terms of health), the exercise won’t be your keystone habit. You are already discipline in that area, but it still didn’t start the chain reaction you were hoping for.
But for a person who hasn’t exercised for years the concept of actually making that into a ritual is a little bit scary. He thinks he doesn’t know what to do, he will look like an idiot in front of people who are already healthy, I will play basketball and absolutely suck on the court… and he probably feels embarrassed because of that – he thinks that everyone should be able to exercise, and he can’t seem to do it. If you find that habit that seems potentially scary to you, that means it has an emotional component for you! It’s more likely that it’s the keystone habit for you, and once you find a way to start it, other things will change for you as well.
Basal ganglia is one of the oldest parts of the brain from an evolutionary perspective. It’s very integral for managing emotions. It is also integral for creating habits, we don’t really know why these things are connected, but we know that the creation of habits and emotional content are mutually reinforcing. The habits that seem scary to you are going to make the biggest difference in your life! Once you do that habit automatically and don’t think about it anymore, your entire thinking about yourself – self-image changes!
If you could never make yourself to exercise and now you can – you think back and say “If I can do that now and I thought that I couldn’t, what else is there to do that I previously thought I was unable to?”
The other common key habits are being able to engage mentally with your children (being present with them), tapping into vision, creativity and the broad thinking that entrepreneurs need.
All cues can be placed in one of five of these categories: time of the day, certain place, a particular emotion, the presence of certain people, or perceiving behavior that you have made ritualized.
The easiest way to do that is to just do all five of them! Do it in the morning, wearing the same clothes and the same place, go through a little mental routine (envision working out for example and feeling happy about it), work out with the same group of people as always… Give your brain as many possible cues so that it grabs them on and knows what to do.
Not all of them might be cues, but you want to give your brain a few different options to choose from. After you do that, choose a reward. The behavior itself isn’t the reward (at least not yet.) You won’t feel great because you have worked out. Relying on that positive emotions when you do that activity is just setting yourself up for failure. One day you will feel great about eating a healthy meal, and the next day you might feel terrible about it so you will stop pretty quickly. That’s why you need to pick a reward that you genuinely enjoy. A nice long shower, a piece of your favorite candy. Whatever you do, don’t give yourself a reward that you won’t enjoy! Don’t reward yourself with more work, or something that tastes terrible. Be brutally honest with yourself about what you like and then completely enjoy it after you have done what you wanted to do. Remove the guilt.
Habits are a marathon, not a sprint. Even if you burned 100 calories by running, and then gave yourself a 150 calorie reward, it still counts! We are thinking about the long-term. Genuinely enjoy your reward. It can also be mindlessly surfing the web and relaxing for 15 minutes, indulge the luxury of that reward. You are waiting for your basal ganglia to make the association between a behavior that you did, and something that you really like.
Neurology works on the principle that our habits – the connection, the pathways between neurons get stronger or weaker based on the amount and the number of times we have done something, which means that it gets easier every single day – day 5 will be easier than day 3. And you will reach the point where the behavior will just be automatic to you. What we know for a fact is that the first day will be the hardest.
Changing habits is usually tougher than create new habits. Once you have a habit and the neuro pathways that are associated with it, it will never go away. It’s very difficult to completely terminate it. Our better solution is to change that habit into a better behavior. Identify the cues and the rewards like we said earlier, and then just change the routine.
Write down the circumstances in which the bad habit is happening – as we said earlier, it’s one of these 5 categories – time, place, people around you…
The reward is never that routine, even just eating a cookie – the cookie is NOT the reward. The cookie is 10 different rewards packed in that piece of food. It might happen because you are hungry – an apple can do the same thing than the cookie, or maybe you crave the spike of energy in that case the coffee could do the same thing, perhaps you want a break at that time in which case just getting up and going for a short walk can work, but “the reward” is never the actual reward.
Your unhealthy meal might also just be an excuse to go out and socialize with your friends while you eat it. Once you know these two things, just change the behavior – in that case you can talk to your friends without eating an unhealthy meal. Without diagnosing the cue and the reward it’s very hard to figure out how to change the behavior.
The first great gift that we can give ourselves is the gift of self-experimentation. If we notice that we are getting fat, we can systematically figure out why that is happening, when and in which circumstances we are eating badly to figure out how to change that behavior. Most people would never think so systematically.
Become an observer of yourself without making judgments. When we are talking about this self-experimentation, potential rewards, and breaking down our habits and why we do the things that we do, it doesn’t take a lot of mental effort to figure out what the rewards are. Then you have to experiment with each one each day and a lot of people are beating themselves up when these experiments fail. For example they want to stop eating cookies, so they try to replace them with coffee and when that fails and they drink the coffee and the cookies they think to themselves “I’m weak, I am a failure.”
All they did was run an experiment that yielded a negative result, nothing more than that! If you really think about it, that is very valuable – they found out that the coffee isn’t what they are looking for. They have to find something else to do the trick.
James Prochaska who is one of the oldest researchers on the behavior change found out that the people that quit smoking on their own have tried to quit in the past, and when they went back and started smoking again they didn’t say “I’m a failure.” Instead they tried to figure out why they failed. They saw all of this just as an experiment, and what people call “failure” is just data that helps you get closer to the right answer by eliminating what doesn’t work for you. It’s not about “finding the magic tactic for quitting smoking,” it’s almost about systematic thinking and the right mindset!
The average smoker who has stopped smoking for good, would have tried and failed 7 times previously. The question that comes to mind is – Why do some people stop smoking on that eight try, while others continue smoking for the rest of their life? It’s because the people that made it gained knowledge from the previous tries and used it. They saw those 7 tries as experiments that didn’t get them the results that they wanted, but gave them certain knowledge about themselves, and the way they operate.
Everybody wants to wake up early naturally and just go to exercise so they tell themselves for 5 days in a row that they will do it, and they always stay in bed and sleep instead of exercising. But there are two types of people – the first type will say “I am so weak, I can’t do this!” The other type will say “Why didn’t it work this morning? What can I learn from that?” Nobody starts exercising on their first try, but some people learn from that initial “failure” while others just use it to beat themselves up even more and fulfill that self-fulfilling prophecy of who they think they are.
The tests can be very simple, for example when Ramit wanted to exercise and never did because he told himself he will do it later – he was in an emotional state in the morning covered with a warm blanket. He did a few experiments on himself and found out that one of the biggest reasons why he didn’t want to do it in the morning (even though he told himself he will do it when he went to sleep the previous night) was because his gym clothes were in the other room, so he would have to get up and go get them in the cold. After learning that, he placed them so close to him that he couldn’t wake up without touching them and along with a couple of other tweaks, his compliance rate went through the roof. These small little things can be life changing and can make all the difference between sleeping in, and exercising, feeling good, and then as a result of that (if it’s a keystone habit) having an amazing productive day as a result of that. Once again, do NOT blame yourself for the failures. Experiment is never a waste of time, you are being an objective observer, a scientist running experiments and you will get to the answer.
Hawthorne effect – if you tell someone “I am doing a study that you are participating in” people will behave differently because they think someone is watching and similarly you can use the Hawthorne effect where you will behave differently if you are running an experiment on yourself (usually you will behave better.) The question is – how can you make that into a behavior where you don’t have to watch yourself all the time?
The answer is to make it into a habit and finding that reward that we already talked about. At first your brain doesn’t know anything about cues, behaviors, and rewards – how they are connected with each other. But as the time passes by and you consistently do those three things, the brain will make that connection and you will get that “warm feeling” about that particular behavior. Basically you are trying to implement craving.
Wolfram Schultz made a famous monkey experiment where he would take a monkey and bring it in front of a monitor. Then he would display a dog on that monitor, and when that monkey would press a button, it would get a drop of juice that it loved. The monkey had all the equipment necessary so that Wolfram Schultz could watch the monkey’s reward centers in the brain light up.
What eventually happened, was that when the monkey saw the dog on the screen, the reward center would light up before getting the juice. About 50-70% of that reward center would light up when we see “that dog.” Only 30% lights up when we get the reward, but if we don’t get the reward – depression comes. The monkey expects the reward that hasn’t come.
This is what you are trying to do with your brain. You are trying to teach it that whenever you see your gym clothes, you experience the joy of eating that piece of chocolate and the positive sensation of working out. You begin to crave that reward.
It’s completely different than what the majority of people does when they say “I need more motivation, I need to get myself motivated.” That is completely false! We are talking about the reward that is even beyond that activity.
A lot of times we are “trying to push ourselves” to do something hard, we are developing a system where we will get pulled to do something hard – it really is a game changer.
You are craving what comes in the end of it. People that exercise all the time get “itchy” when they don’t exercise, they have a physical reaction when they don’t get the endorphins that they usually get. The easiest solution for them is to just exercise – it’s completely natural for them, they need it.
Some people actually think that whatever was applied to train monkeys or other animals wouldn’t work on them “because they are better than that.” A lot of neurological areas that we are talking about here are very old. Humans have the exact same brain centers and connections that animals have, every animal on Earth has basal ganglia. The second part of the equation when we are talking about training animals and training humans is that we take our free will out of that equation.
Humans have the unique ability to choose and analyze the reward. If you run an experiment, you will see that if you give a rat a piece of chocolate, the rat will enjoy chocolate every single time. A human can convince himself, NOT to enjoy that chocolate.
It is what happens to people who stopped smoking and then a year from now can’t stand that cigarette smoke. It’s because they have successfully change something that they used to love to something that now repels them. And they are not “just fooling themselves,” they really are turned off by that reward. We might need to fool ourselves at first and experiment with different things, but after that it becomes a real thing!
It will go from “I don’t want to go to the gym today” to “I need to go!” Physical changes happen to the brain of someone who decides that the reward isn’t actually rewarding to someone – we know that from neuroplasticity. That is the difference between us and the animals – the decision about whether our reward is rewarding or unrewarding, and turn that into a self-fulfilling prophecy to drive a behavior that we chose. That is incredibly powerful.
When we describe willpower we also say things like “the ability to control yourself,” self-discipline, self-regulation… but what we know about it aside from the fact that it gets depleted and that we can strengthen it like a muscle is that it gets better from all the small wins you have. You can work that muscle with small exercises.
Implementation intensions – you can strengthen willpower by making willpower into a habit. Starbucks actually improve their company by teaching employees how to do that. They looked for the moments when people’s willpower gets broken down – getting drawn into workplace drama, get yelled by a customer…
Implementation intension tells you to look for those breakdown moments (inflection points), use it as a cue, and decide ahead of the time – before it happens what your behavior is going to be every time you start to feel that urge. It has to be specific!
If you feel the urge to surf the net, set a watch for 5 minutes, surf the web for 5 minutes, then start a different task. That is specific. An example where that wouldn’t work because it is not specific would be “when I feel the urge to surf the web, I will just work more.” We don’t know what that even means, it’s generic.
You can’t simply stifle all the urges, sometimes you need to accommodate them, but doing so in a way where you create a habit of moving on to the next task.
Dan Ariely has done a lot of studies on procrastination and he found that the terrible way “to end procrastination” is to make yourself work – ignore the urge to procrastinate.
If you can give your procrastination a window – I am going to spend 5 minutes every hour procrastinating, then you create these habits of setting your watch, doing this behavior that limits procrastination. You are basically controlling it, it can’t go out of hand.
By doing that you are paying attention to your natural desires, but at the same time controlling them. It’s similar than when Ramit’s team was advising how to be financially more responsible, and when they told people not to buy the $500 shoes or that expensive vacation, they would want it even more. Ramit then changed the strategy and say “go on that expensive vacation guilty free, because we will show you how you can afford it.” If you just shut the natural urge down, it will come back up possibly even stronger because now you want it more. Give yourself small windows of time when you are allowed to procrastinate.
The habit feels so good to you because it happens automatically, you don’t even have to make a conscious choice about it. And if you create a habit about what you do every time you feel the need to procrastinate or when willpower fails you, it will be very powerful – now you already have a script in your mind about what you are going to do in that scenario.
When it comes to focus, the first rule is to minimize distractions. They exponentially increase the likelihood that your productivity will suffer. We think that it doesn’t apply for us, and that those text messages and emails (that aren’t important) are fine, and don’t have anything to do with our focus – WRONG!
Most things don’t have to be reacted to immediately – that does exclude a few emergency situations, but it doesn’t exclude as much as you would think. Choose ahead of time how to prioritize your day. Distractions are essentially about losing your control over focus. If you set up a rule that you will check your email every 10 minutes, nothing more – that is still incredibly distracting, but it is a step in the right direction, but at least now you are giving yourself freedom that in between those 10 minutes between the two email checking’s, you will know that checking your email isn’t something that you are supposed to do at the moment. When you feel that you have control over your behavior (with that rule), your focus will remain very high. It’s the idea of “If you don’t decide, someone will decide it for you.”
Plan it out and decide what you will do ahead of time – and you don’t have to change every little thing, if you are just not a morning person and you hate getting up very early, then accept that and move forward. If you are more productive in the evening, then so be it.
If you are able to figure out how you work best and accommodate your life to that, you have done something very significant.
Focus requires practice, self-awareness, and tracking what you are doing so you know you are getting better and better – you are getting better in very small increments. It’s just like training for sprint, or a marathon, you get better slowly, so you need have a running log to notice it.
One way to train your focus is to keep track of time – use a watch, give yourself breaks, and track time wise, how well you did. Give yourself time to NOT be focused. Don’t constantly try to power through 3 hours of work if your focus is completely gone after 45 minutes. Try 50 minutes, then give yourself a 10 minute break.
Then try to notice how easy it was to be focused for a certain amount of time – did the alarm catch you off-guard? Were you waiting for that alarm to go off, or did it completely surprise you? You will see that slow gradual process and notice that time goes by faster and faster for you. You must allow yourself to have small practices, don’t overdo it, gradually increase the duration of focused uninterrupted block of time.
Dan … – The Talent Code
One of the things that he says is that the way that you practice is in small amounts, and do the things that are very hard for you. Practice shouldn’t always be fun, and just because something isn’t that fun it doesn’t mean you should give up. We need fast, instant feedback to know what we are doing right and wrong, and then repeat it to improve ourselves – tracking and self-awareness are very important.
Keeping a log and a journal will make that process easier for you – use it! Pick a tool and stick with it. It’s not really important whether that is an iPhone or a notepad, just start – it doesn’t have to be complicated.
When people would come from Iraq, they would write down a few sentences. It doesn’t really matter what the sentence is, the human brain will associate a certain memory with that sentence, and when you read it a month later, you will remember how you felt when you wrote that sentence down. Even if you write down “I saw a cat.” It doesn’t have to make sense, or even be associated with that memory, the brain will do that on its own.
You can use that ability when the alarm catches you off-guard, which means that time was flying by. Write down a few things down when that happens, so that when you read it later, you will remember how you felt when that happened. The words matter less than the action of writing.
Charles Duhigg’s thoughts on success – Charles would feel successful if he could do something that would feel like is genuinely creative, new, important, and it seems a true expression of himself.
He has been thinking about people like Lena Dunham (who has created TV series Girls), and David Foster Wallace because they make these expressions seem very honestly true to who they are. They spend a lot of time trying to find something honest that they can say and then commit to that honesty.
We get a certain feeling when we are completely honest in a conversation with someone that we trust (might be a friend or a life partner) where it pulls away the ego of who you are and says something true about yourself. It’s an amazing feeling, you have to work for that. If you can live that way all the time, Charles thinks that you are really successful.
The truth is that basically anyone who works very hard will eventually end up doing very well in terms of finance, and you get the approval and respect of your friends and all the people around you. The question is how do you make the impact on the world, how do you do something significant? It has something to do with finding your honest core, figure out what it is, and share it with everyone. There are so many things that can distract you along the way, but that would be his end goal.
Charles’ advice for people who want to get to the next level is to work hard to be intelligent and interesting. More often than not people think that school is for learning, so when they finish it, they stop with that process. With adulthood the stop consciously learning and stop trying to make themselves interesting.
If you think back at a time in high school when you had to read a book there were people who actually read the entire book, and the people who just read the cliff notes. You couldn’t really tell who read the book and who read the cliff notes (of course if they read it well) because they could both answer all the questions. But for a certain reason the people who read all those books got to a better school and Charles think the reason behind it is because they tried to make themselves interesting. Nobody will ever say that you are not interesting or smart enough, but everybody judges people like that.
The second important part of Charles’ advice is to indulge your obsessive compulsive disorder. People who are successful are the people who admit that they are extremely passionate about something and will indulge it! There is a certain social discomfort about people who are too enthusiastic. The truth about life is in the honesty. The successful entrepreneurs that Charles knows say that “this is what I indulge in and this is going amazingly well, while this is going terribly.” They are honest and obsessive about whatever they care about!
This is your action step
1. Choose one small habit – you know exactly what it is, everyone who has read through all of this knows exactly what that keystone habit that is for them because it’s something that is bugging them, but they think it shouldn’t be bugging them – they want to exercise, eat better, wake up earlier, procrastinate less… it has to be something small that has that emotional component, that scares you a little bit.
2. Figure out the cues and the rewards – come up with hypothesis, you don’t really have to solve anything.
3. For one week, start with small experiments – you don’t have to change that habit, at the end you might still NOT know what the solution is, but pay attention to the failed experiments, start that process and figure out why you are failing. If you haven’t change that habit within a week, you will do it soon after. As soon as you start that path, you can’t help yourself, it will just lead you forward until you figure it out. It’s a puzzle that you will be dying to solve.
Eben Pagan – Accelerate
Sit on the different side after each brake, meet new people on every break, don’t see in the eyesight of anyone who knows you.
The name of this game isn’t memorizing a lot of material (this is a long program), but it’s all about using it to dominate the market and have a sense of control and confidence.
We reward getting out of comfort zone and the speed of application of what you learn.
What is learning? Most animals can learn, but we can learn exponentially and more effectively. Learning is about adapting to new environments. Marketing and services will be very different in 5 years then they are right now, that’s why it’s critical that you learn how to learn!
We face two types of challenges:
• Technical Challenge – knowing how to do accounting, putting software in your computer (the information is known and you can hire someone else to do it)
• Adaptive Challenge – solution is NOT known
We are basically apes that know how to learn better – we know how to learn just like other apes do, but when we go to another level and learn how to learn and even go beyond that, that’s when we can face challenges we haven’t faced before and solve them rapidly and adapt rapidly. We become masters of adaptation.
Regularly choose a new area, a new interest and learn how to adapt in that environment. The main reason isn’t to learn that new area, but to learn how adaptation works and to adapt fast to anything. The next step in adaptive challenges is almost in all cases not obvious and typically counterintuitive. Basically we are constantly solving puzzles that we don’t yet know, and we hate that we don’t know them – we would rather fill it out and have an idea that’s not correct, but we know what it is then to just not know. That makes us jump to conclusions and those get us into trouble!
We would rather be secured in the knowing something into an idea or a belief, then to have the success that we want.
When you face a challenge that you don’t know how to solve it’s very important to remember “the critical counterintuitive.” The next step that you are going to take will not be obvious to you and against what you would normally do – it will appear to violate another principle that you have.
This happened to Eben when he took the dating game seriously and studied attraction. What he realized was that the map inside his brain was entirely different then what people who were successful in the dating game had. What he had to do was counterintuitive! After that he saw the same pattern appear into other areas of life.
We are wired for a different time in different conditions – not for winning in these conditions. It will only get you in trouble in the modern world (it is worth listening to in rear cases.)
If you don’t know the challenges you are facing it can be very difficult to overcome them.
Two mistakes that we can make here is underestimating and overestimating a challenge.
We want to have our expectations set up correctly because it’s an important part of learning.
Our comfort zone is our greatest obstacle to learning – where we stand with our beliefs and with ourselves. When you are on a verge of transformation (just before you are about to learn something very important), that’s when you feel most uncomfortable – automatic resistance. That is because you are up against something that you can’t solve with your current paradigm, and you have to adopt a new belief set – that’s when we are afraid that everything is going to fall apart and everyone is going to hate us.
When you feel uncomfortable take it as a positive sign – you learn most at the edge of your comfort zone.
Another huge obstacle to learning is what you “already” know.
The psychology of man’s possible evolution – P.D. Ouspensky (book)
In this book he says that one of the greatest challenges is that you believe you already know this! What we already know is a massive obstacle of learning.
If you are watching someone learning something (it can be learning how to swing at golf) you will see him improve over time and then reach a certain level and stop. That’s because he has learned to do something a certain way. That’s when we have to change something – Tyger Woods decided to change his golf swing a couple of years back.
To go forward he had to first take a step back. It took him a long time to get back, but when he did he was much stronger and he blew everyone’s mind!
To re-learn it’s actually much harder than to learn in the first place. Now watch closely over your tendency to say “OH I KNEW THAT” or “OH YES, THAT’S KIND OF LIKE THIS…”
It’s very subtle how that happens – “Oh that’s kind of like this other thing…”
The greatest meditation is a mind that lets go – that doesn’t hold on. As the information comes it, treat it like it’s not something that you “already know,” like its new!
Another major obstacle of learning is disagreement. Not everything that you are going to learn is useful to you or 100% perfect! A part of what we do is try to adapt to a new business environment that is coming and there are a lot of guesses, a lot of unknown unknowns.
These things work for someone else and he decided to share those, and there will be a lot of people doing that – that’s how we can all adapt better, by exchanging our little insights of information.
The disagreement is like a scientific paradigm – it’s like listening to 5 scientists having a conversation over the dinner table. You would often hear one of them talking and then the other one disagreeing and correcting him.
This is actually very useful, there is a beauty when there is a lack of lazy thinking and all thinking is done on a solid foundation, but one of the costs is that you have to be open to new ways of thinking about things, new paradigms.
Just notice when your mind does that to you and ask yourself in those situations – “What can I use with that information? Perhaps 5% of that is really useful?”
Remember, no one can be wrong all the time, not even your spouse
Find Gold in any communication by doing that!
Another huge obstacle in learning is fear. This probably started with terror – exploring the world and then seeing a lizard that could kill you – fight or flight response. We have much subtler ways of fear, we experience anxiety which if we experience for a long time it becomes a habit, an anxiety loop, we turn off our long-term visionary thinking.
We will do a lot of meditation to relax our bodies and emotions – if you ever feel tension and anxiety get yourself in a relaxed poised state again and then continue. You don’t want to learn in fear – that’s locked with the older version of you, and you don’t want to mix these two together (learning and fear.)
Yet another obstacle for learning is when your incentives in life are not aligned so that you learn.
For example if there is a family alcoholic who has been drinking for 20 years and now has a life changing epiphany and decides to stop drinking, even when his family supports his decision the whole system is set up in a way where they make it easy for him to drink – that’s how they communicate their problems, and they blame him for their own unhappiness – when he stops drinking everyone else actually gets more upset and they are stressing themselves out and then they start drinking (simplified version.)
The incentives will always align with what you want your life to be – even if it’s a bad thing. And it’s really hard to change the whole system.
The last and biggest obstacle to prevent you from learning is your social environment. We really rely on love, approval, affection, and affirmation of people around us. It’s an important food for us to have and in order to keep that approval from those people, we will sacrifice ourselves and what’s important to us. It’s difficult for people from poor backgrounds to initially make it, because their social connections demonize successful people – they think they are the root of all evil.
It’s difficult to make that decision and become something that people around you hate so much! That’s why it’s so valuable to get into new communities to get some perspective, so that when you hang out with your family and close friends who want to keep you the same, you know what to do – change. Accept them, love them, and keep doing what you are doing!
As an example – you invested a lot of time and money on education and you are going to talk to a close friend of yours and tell them the best thing that you learned and they aren’t going to be excited, sometimes even annoyed or angry – that’s their emotions telling them that their life is being threatened because they don’t like to change, because the ways that they used to manipulate you stopped working.
One of the gifts that we have are called cognitive biases. It’s a fancy term for the way we are wired and the preferences that it gives us. For example one of the wirings is that we avoid things that we fear twice as much as we move towards things that we want.
We play the game avoid failure and embarrassment twice as much as we play the game of success. Biases can be adjusted with the right midsets.
The first mindset is “My role as a leader of the entrepreneurial business is chief learning officer.”
Learn and help others learn.
The second mindset is “The more I learn, the more I can learn.” Some games in life are zero some (you have $100, you spend $50 and they are gone.) Other games aren’t zero some and they multiply each other – if you teach other people something, you still get to keep your knowledge, they get it as well and in fact you just practiced teaching which will help you learn even more.
Some games of life are abundance games and this is one of them! Neuroplasticity teaches us that if we learn we create new neurons and pathways in our brains. By learning a lot, we can actually move into another dimension of learning, we can learn on a higher level.
The third mindset is “Learning more efficiently and effectively at higher and higher levels is fundamental for my business and financial success.” Especially in the world that we are moving into.
The thing that all successful people have in common is the speed of implementation. Putting something from the conceptual world and putting it into action, pushing the button and seeing what the world does, what the results are – the feedback.
When you do that you heighten experiential learning – so see how it works. Most of us have a lot of learned helplessness so we wait to see what everyone else around us does – we don’t want to be the first one to try it out.
A perfect round diamond has 58 facades on it and it’s optimized for flash – it sparkles across the room. And if there were only 1 faced we wouldn’t see it. Most of us while we are learning we are looking for that one perfect definition to what something means – we tend to be oriented towards single meaning for words.
The really brilliant teachers actually give you multiple definitions. There has to be a minimum of 3 definitions on any important concept. It opens the mind and increases the potential that you can do with the concept – if you go to 5-7 that’s even better.
The more high-quality definitions you can add, the more you turn that concept into a diamond. Instead of light shining in and out of it, thoughts shine out of it – there is more likely for you to get high-quality ideas if your definitions are nicely polished.
Most of our thoughts are essentially automatic – they are the same as they were yesterday and the day before. They light out from all your beliefs and mindsets. If you polish your ideas and definitions, different thoughts will shine through.
Simple definitions of a human:
• “A species that we are a part of – a label.”
• “An individual of our species.”
• “Emergent property of all our cells and organs working together as one thing. Billions of things working as one.”
Definitions of marketing:
• “Attracting customers.”
• “Powerful business practice.”
Definitions of business:
• “Discipline or Economic area of activity.”
• “An entity that sells a product or a service.”
• “Running a business – taking it seriously, managing, organizing.”
Definitions of wisdom:
• “Knowing when to take right action.”
• “What you achieve something that’s complex for so long, that it becomes simple, obvious.”
• “Seeing the widest longest term (big picture) perspective and taking the action now to optimize for that.”
• “Not believing anything too much.” Never believe in anything too much, because there will always be a situation where that won’t be true.
• “Knowing that most things won’t go according to what you want, and being grateful for it anyway.”
The Transcendent Intention – “I plan on living the rest of my life in the future.” In the future things are going to be a little different then they are right now.
Great boxers or chess players aren’t doing something to win the next move, they are doing it to win several moves ahead. Don’t learn something that is valuable now, but will not be valuable in the future. A lot people are unfortunately doing that right now in the college – learning things are valuable right now to get a good grade.
That causes the fact that 85% of graduates don’t work in their field.
There are areas of business that can and will be used forever. How to hire good people, manage a team, market, create a great product… These things keep working in every phase of your career.
There are universal skills that you can learn to set yourself up for a good future. To transcend doesn’t mean to leave and move on, it means to include. If you do that you will wake up one day in the future and realize that you have adapted well and have the skills that are actually usable!
“No matter for how long you have walked down the wrong path, turn back!”
Introduction to Wyatt Woodsmall
International travelling is very beneficial because you get to meet people with completely different perspectives – the more perspectives, the more wisdom.
Eben and Wyatt operate from a perspective that there is no learning if there is no behavior change. Learning is doing something different – if you keep doing the same things that you’ve always done, you will keep getting the same results.
A friend of Wyatt once asked for help and the first thing she had to do is decide what exactly she wants. Then Wyatt told her exactly what she has to do to achieve that and she said “I can’t do that, that’s not me.”
That is precisely true, to achieve something that you haven’t before, you have to become NOT YOU! As said before the problem is that most people will resist that change.
The most effective way to do this is to become systematically outrageous – crazy people have more fun and have tremendous personal freedom because they can do whatever they want, everyone will say “he’s crazy anyway” and you are going to get away with anything!
The problem is that right now you are stuck in your model of who you think you are that when you deviate slightly in another direction people ask you “What’s wrong? You are not being yourself today.” That’s a good thing, become not you and expand!
Not everybody learns the same way – there are different learning styles. People learn by asking 4 questions: Why, what how and what if.
• Why – these are the preachers, the salesmen of the world, they motivate and move you into action
• What – they don’t care about the application of the world, they care about theory and don’t like people who mess up their theory with a specific practice of it
• How – they are the technicians, engineers who apply everything
• What if – these people look at the situation and see the opportunity, this is how we can build a business, how we can apply it… These people hire the salesmen, the scholars and the technicians and organize it, they also make money! They are different, they care about results!
Most entrepreneurs didn’t go to business schools or read books, they worked for a company, saw a need for something that the company didn’t want to do, so they quit and started their own business to meet that need.
Logical Levels of Learning
• 0 level – memorizing, parrot and repeat something back (most schools and colleges.) And going further into that, they don’t even teach you how to memorize!
• Level 1 – Applied Learning, what works and how we can apply it.
• Level 2 – Learning how to learn (meta)
The statistic now is that most people will have to change their career 4 or 5 times, a couple decades ago people learned how to do one thing and did it through their entire life.
The most important thing to learn is learning how to learn! Schools don’t teach that.
• Level 3 – Learning Learning how to learn (meta meta) – if someone learns that they can be placed in any situation anywhere in the universe and become successful, that is transformational learning.
The Hierarchy of Information
• Data – the world is drowning in data, the amount of data is doubling very fast, it’s overwhelming, 99.99999% of that data is totally irrelevant to you!
• Information – that’s the fraction of the data that is relevant, it informs you. To get informed you first need an outcome. Without the outcome you have no way to transform data into information.
• Knowledge – Organized Data. There is a level more important than knowledge:
• Understanding – Knowledge + Experience – unless your knowledge matches your experience you won’t fully understand it. You need to get a lot of experiences that are connected with knowledge.
Each person’s understanding is primarily based on his experience.
• Wisdom – Understanding + more diversified experience. Experts have a lot of practical experience, they are not scholars of this world, they see things from a bigger, wider perspective, even multiple perspectives (from multiple experiences.)
Wyatt says that reading a book is a waste of time unless you have an outcome – people constantly seek validation, so they come with their previous ideas about how the world operates, then they see “the evidence” that supports those ideas and they say “look, I was right!” Of course they are only focused on the information that confirms the ideas and discard everything else.
Don’t focus on what you know and then read about that – focus on expanding your model of the world and learning about things that you don’t know or the things that challenge what “you think you already know.”
Finding that you are right has no value, but finding that you are wrong is an incredible value! Knowledge is a continually growing thing. It’s important to see the connections and to go meta. What you are looking for are the connections between what you already know and the things that you are learning right now.
The future belongs to the integrators. Get it and give up – getting the knowledge in is not enough, just data will not help you.
One of the reasons why NLP is successful is because it studies process. “How do you do that?” And then develop a process to make it possible, it’s called Modelling.
To remember everything better repeat it back just after the teacher says it – this forces you to stay in the moment (paying attention) and it also immediately reinforces it. If there is no reinforcement, we will quickly forget it.
People also believe themselves more then they believe other people, so if you hear yourself telling something you will more likely believe it. If you hear it in your voice, it’s different then hearing it in somebody else’s voice.
Mind maps (rather than linear notes) tell you the connections between things – it’s a different way of seeing and connecting.
Don’t get sucked into the content – the content isn’t important, focus on the process instead.
Wyatt also takes notes – he is underlying certain keywords, and writes a star next to the things that resonate with him, then he writes two stars and even three stars to highly critical concepts so he can quickly come back to those.
Words are labels and the map is not the territory, they do not represent the thing. Do not think in terms of nominalizations, language and definitions aren’t fixed, they are changeable and flowing.
For example, Aristotle was an amazing philosopher and scientist, but virtually any discovery in the last 500 years started as an attack on his concepts, breaking free from the static category that he placed. We are living in a dynamic world. Think in terms of process – process can change, fixed categories on the other hand are tricky.
“I’m here because I want to change and I am going to change.”
When you work with ideas there are two tools that you can use – Analysis and Synthesis.
Most people are good with analysis – taking things apart into components, the opposite is synthesis, which is taking a bunch of seemingly unrelated things and putting it together, to create a new whole that is more powerful then it’s individual parts.
As a successful business man you need to do system’s thinking. A whole is made out of parts, and the old approach is in order to make a whole better is to get better parts. This obviously works well – for a better car you take a better engine and brakes and you get a better car. If we just bring the best part from each category and put it together into a system it won’t work good together, it’s not compatible.
What a lot of people do is they analyze the competition, they do benchmarks and then they copy what other people are doing – the world doesn’t work that way, we end up with junk!
If we want the system to function better, we don’t do that by finding better components, but by improving the interaction between the components. It’s how things fit together!
The fundamental rule of systems is that the harder you push, the harder the system pushes back. Pushing and force is not going to do it – the only thing that will is the requisite of variety. It’s only when you have more variety then what you are managing that you will make it (big companies have big variety to manage, so it’s almost impossible to do it, it’s very complex.)
Learn to think in terms of systems, not in terms of parts. It’s the interaction between these parts that’s the key.
In every organization there are systems that work, however people stop building them! You don’t manage people, you manage systems and the people are a part of these systems.
Ecology studies ecosystems and then it traces the consequences of change throughout these systems. Ecology is a study of consequences, everything you do has consequences. Some are intended, others are unintended. Look at them to decide whether you are going to take a certain action or not. Frequently things get better before they get much worse – that is the problem of looking at things only in the moment.
Most businesses are only measuring their profit while not paying attention to anything else and ignore all of the consequences – these things might make money in the short run and destroy it in the long run. Focus on the long-term consequences, politicians are there for a short time, so they are focusing on the results of the few years and ignore what will inevitably happen down the road.
There is a correlation between companies with high GDP and a large amount of high growing start-ups (a company that starts with virtually nothing and then employs more and more people as it grows – US and Israel.)
Most businesses however fail pretty soon, most of them are starting to go out of business as soon as they start.
The old definition of a business is a biological organism, but we mustn’t forget that the environment in which that business is, is critically important! As the environment changes, so must the business in order to survive! The keyword is adaptation or you become extinct (just like in biology.)
Constant monitoring of the environment is important! There are inner eyes (focused on business) and outer eyes (focused on the changing environment and determining how are these changes going to affect the way we are doing business now.)
One of the keys to learning is memory. It allows us to know how things were in the past and we remember things differently – we must know in what way we want to remember them (what’s the best for us.)
Frequently successful people have visual memory – everyone wants to learn the entire document by just looking at it. Most people don’t have that and it can’t be done with practice, but most people remember things by making pictures.
When you read a fiction book, you aren’t paying attention to words – you are making a movie in your mind based on what you read. You are dreaming the book. The secret to the memory is not memory, it’s the ability to create pictures out of the words that you are reading. It’s in construction.
People have a 99% recall of the picture that they have already seen! Make pictures, not just words.
We also have auditory memory. Again, words aren’t things, they are symbols that represent the things. We actually live in 4 different worlds thinking we live in the same one. We live in space which is the visual world, the auditory world is the world of sounds (what things sound like, also a temporary world, a world of sequence.), we also live in the world of sensations (body), and in a world of meaning (digital world.)
The reason why technical material is so hard to read is because there are no pictures.
If you want to remember something, make it into a song, into a chant.
There are 13-year-old kids that have learned the Koran, which is a 300 page “poem” without even knowing the language! Songs work!
A lot of people work a lot harder and have better memory then others and still learn less! Repetition is not the best way to learn something, there are countless techniques. One of them could be to form words where each letter represents something that you have to remember! Mnemonics are a great way to remember things!
If you are more physical, you can make it into a movement and into a dance – it’s the oldest technique of learning things. Just like the Greeks said “in the first place, in the second place” they were actually practicing in specific places.
Once again, the way to motivate yourself is to focus on your outcome. We either want to get away from something we don’t want, or go towards something that we want. Both work, but the moving away is a lot more stressful. Be clear about where you are going.
To go meta we have to not be ourselves – we have to redefine who we are and what we need to do to learn. Loosen the grip of our self-image and our reality.
Learning how to learn is radically altered state – when you are doing it, it doesn’t feel like the other types of learning. It feels uncomfortable, because your system doesn’t want to be changed.
One of the fascinating things about meta learning is that we can keep adding other layers – giving other perspectives and models, by stepping back and looking at that as the object – then stepping back again and looking at that as the object (previous object + previous perspective.) It’s not something that would be intuitive for us, we have to learn to do it.
We spend more than half of our lives dreaming. That includes when we are awake.
When we are dreaming while sleeping everything is done by our subconscious mind, when we are awake we are still dreaming because we are telling ourselves stories, justifying and projecting the dream on to what we see in the world.
We can wake up to another state of awareness. The way to do it is to practice your focus or awareness. Things like that can snap you out of all other states and make you realize that what you might be doing right now isn’t good enough and you have to do something else.
What is attention? Focus on the sensation of your left pinky, notice your emotional tone, focus on the temperature of the air… as you are doing that, you are directing your attention. Attention is not exactly a real thing. What’s a difference between attention and will?
In most situations our attention is run on auto-pilot. When we wake up the next day we don’t even know what we were doing the previous day – pay attention to things like that and consciously direct your attention!
Ask yourself “Was my attention present, and how long was my attention present?” How long can you maintain attention, before your auto-pilot takes over?
Exercise: focus on your breath and try to do it for as long as you can, that’s how you practice to extend it.
One of the great ZEN meditation practices that really stop the mind from taking its own direction is to breathe half way in and pause, then breathe in the rest and pause. Then breathe half way out and pause, and lastly breathe all the way out and repeat the process.
That’s one of the things that other animals can’t control – their breathing.
The world that we live in has become spectatularly distracting in ways that are addictive! Some people were able to refine all the power of addictions and then show it to our “human chimp” which thinks it’s awesome!
In terms of powered concentration, refined sugar to a young child is just like giving him cocaine, when we say “no” and don’t give the child a candy bar, the child completely freaks out like an addict! This is just one of the modern day distractions that we are facing and it’s very dangerous.
Sugar is a super stimulator, just like cocaine, television (fast cut moving pictures that we have in the movies), pornography… all of that is ultra-concentrated “chimp sugar.” They don’t just give you pleasure; they also raise the bar! They give you a chemical release that you want to have again. And in our modern world there are so many out there that pull our attention in so many directions that we are basically running on auto-pilot: wake up, check email, text messages, social media, drink coffee, call a few people and get into their dramatic world, read news online, eat some junk food… it’s very hard to get out of these cycles!
That’s not even counting drugs and pills that people have and other things that we can get into abusive patterns with!
Eben and his wife hold each other accountable to avoid anything that can potentially be addictive and to become an everyday thing – hobbies, addictive food… nothing should have such an ability to control you!
Getting focus and attention and bringing it to the actually important things in all areas of your life and actually extending the ability to focus (while eliminating all of those addictive things in our lives) is very important, because when you are there, you can see what these things are actually doing to you and how much they are costing you. When you don’t have that attention to see these things for what they are, you absolutely can’t see the implications that all of the addictions have on you.
Presence is important for plugging yourself out of the distraction machine that is this reality that we live in.
There are groups of geniuses there are researching what pushes our buttons and then teaching large organizations to perfect everything so much that we almost can’t resist it anymore – their marketing isn’t fair anymore, it’s so good because their audience is so big and they get to have so many experiments and all the capital to do it with.
A large company also got to measure children’s brain while playing video games and they figured out that there is a bigger dopamine rush to their brain when they find out that they could get a reward in the next few minutes then when they actually get it!
Then they design video games where they give people dopamine rush strategically while keeping the rewards just out of reach so that the video game is addictive – that’s scary!
That’s why it’s so important to take our attention and focus back! We can set up a system that will protect our most valuable resource – attention and prevent these companies from taking it away – this unfortunately seems crazy to most people.
We must set it up in our physical environment, our emotional environment, and our logical environment (how we think.) If we don’t do it, sooner or later those geniuses are going to get it!
All you have to do is read some “normal news” for a few minutes and you will get sucked into that rabbit hole. This technology can be used for good just like it can be used for evil, so we can turn it around to actually help people.
A great way to understand the word meta is to substitute it for the word about. To go meta is to think about something.
When you are not in meta you are just experiencing life as yourself, when you are in meta you are outside yourself thinking about yourself – you dissociate and turn the mirror on you.
For example a meta meeting would be having a meeting and meetings (how to structure meetings.) A meta book would be a book about how to write a book.
Eben has done very well in the meta information product and meta entrepreneurship space.
As Wyatt was explaining earlier, we can go deeper than that – to a place called “meta meta.”
Meta learning is learning how to learn – about the process of how to do it, like we said it’s a radically altered state. It’s not just letting your system run, it’s consciously guiding your body, emotions, and mind through the process to learn how to learn. This attention component is critical here, as well as in other areas of life.
Learning in 3 key dimensions – Paul Mclain’s Brain Structure Theory.
His theory is that we have parts of our brain that are in common with less sophisticated animals – reptiles/lizards, which is the lizard brain that is responsible for survival in the physical world (fight or flight response system) a part that we have in common with memals, which is responsible for our emotions and our social life (bonds with each other, feeling stressed when being separated, emotional communication designed to get us in packs to survive better) and lastly around that grew our logical brain called the neocortex – this is where we can do images and words.
Eben thinks of these as the three separate realities, where each of those have its own laws of physics. One of the theories is that there are multiple universes and that each of them has different laws of physics, and we might already live in multiple universes since we have 3 parts of the brain.
The physical domain is about cause and effect, about zero some game and a domain of scarcity (things you can touch and feel.) For example if there is food in front of you and me and I eat it, you can’t have it (zerosome game.) That’s why nature is so brutal, the world isn’t abundant.
The emotional domain is about synchrony and equality. Emotions are infectious, if other people in your group are feeling a certain emotion, you will begin to feel it as well (if others are angry, you will become angry as well.)
We want other people to feel the emotions that we are feeling, to become in tune with them.
The intellectual domain was already covered, it’s abundant. If someone shares an idea with you, you now both have it.
There are also three different learning strategies for these three domains.
Physical domain requires repetition and muscle memory. The more you do it, the more automatic it becomes. If you want to learn how to play golf, you will have to do it by repetition until your muscles get used to it. Once it becomes automatic you can focus on other things – if you can now automatically swing, you can now focus on where the ball will actually go (the direction.)
Emotion learning is different. When you are with someone you feel a certain emotion and it becomes synchronized to the both of you. Once that happens you know how you are going to feel when you meet them again. We can also have meta emotions (emotions about emotions.) They can bind and freeze each other.
You can have fear, and then have anger or embarrassement about that fear (it’s hard to get to that fear because there is another layer of emotion that has frozen over it.)
Then there is intellectual learning. Learning math is very different then learning how to play golf.
And then there are all 3 working together – usually there are more of them, not just one at the time. If you differentiate them and practice them individually, then integrate them together and learn, you will become a much powerful learner.
This is also the essence of biology – differentiation and integration. Cells differentiate and then grow, once they get integrated they form tissue. Tissues create organs and then bodies. By practicing differentiation on a more and more refined level all the way down and then integrating them back together into more complex forms, we get the key, that’s what it’s all about – building these systems.
What is meta attention? It’s the experience of being here now. Or we can also call it awareness (attention on attention.) You can be directing your attention and say “I feel my foot, I feel the temperature, my emotions…” but that’s your attention doing those things while you are actually paying attention to the sensations or the thoughts, you are not really in the more expensive awareness of the process of doing that itself.
Just like we can take attention and extend it, then integrate it with movement or learning, we can go to a meta level of attention to what here we might call awareness and we can bring awareness to what we are doing. That is the destinction that we want to open up! Getting to meta attention – to awareness.
It might take a long time to grasp the idea of meta meta learning.
Let’s call learning how to learn – adaptation. Learning isn’t adaptation, but learning how to learn can be called that, because you are coming into a new environment/situation and intentionally figuring it out so you have mastery over it using conscious strategies.
Now what if you learned this in several learning environments? Let’s say you master playing a musical instrument and start a band, then start a business and lastly get into a romantic relationship and learn everything in terms of managing content and mastering intimacy… You master and successfully adapt to these three areas.
Patterns emerge that those three things have in common, you start to see that you can use parts of one area and use it in another, but the expression of it is different.
For example in a business team it’s very important to get a group all on the same page (every member) and get their values, stories, and ideas aligned, motivate them… but all of that also works in a relationship (getting on the same page, values…)
Once you realize that you understand that’s a higher principle. Then you can go to another area that is completely different and see how that principle might apply in there, and things will pop out there that normally wouldn’t – certain insights will come with that!
If I go into several different areas and adapt to them, then figure out what these areas have in common and transfer them between these areas I am meta adapting. I am now becoming an “adaptationist.” Now I can go into new situations and environments and adapt to them. When you adapt to more and more of these areas, your esteem increases.
Only when you have adapted to multiple diversed environments and then step back and seen the patterns (experienced and felt them, can you experience what it’s like to be “an adaptationist.” It’s not something that someone can tell you how to do, instructions are clear, but you have to notice it for yourself. That’s what we are about here, that’s the secret agenda.
We learn marketing, business, how to build a product and have a lot of happy customers to get wealthy and that’s great, but that’s not all that we get. We also get all these principles and skills that are more powerful and can be used in other situations.
Let’s now bring all these things down to a few principles and call them the laws of adaptation:
• Know what you want. If you know what you want you now have something that can guide you while seeing everything that’s happening around you in a context.
• Figure it out. In NLP they have a saying – “Possible in the world and possible for me is a matter of how.” It basically means that if it’s possible to do it in the world, then it’s possible that I can do it and it’s just a matter of how that I have to figure it out.
When you don’t understand something or don’t know how to use it you just have to figure it out. Understand it, get the skill so that you can get around it and go to the next level.
“The more challenging it is to figure out, the more of an advantage it’s going to give me.”
• Learn from others – before going into a trial and error situation, get all the knowledge, effort, experience and money that others have put into it, and use it (learn from it.)
When trying to learn from other people it’s important to see them do it in action (knowing exactly how they do it), but what’s even more important is knowing their model of the world. Understand how they see reality. In NLP people model someone else’s behavior and mindset. Wyatt would in any modelling situation ask himself – “What is this person’s model of the world? What is their self-model, how do they see themselves, what’s their identity?” and “What are their beliefs?” In other words, you need to figure out how they see the world and how they think that reality works.
When Wyatt was training people in the army how to shoot, he asked their best shooters to explain what they think about the gun, and then he asked that to people that were learning. Essentially, their beliefs were different – the experts thought that gun is there to protect that and is their friend, while the recruits thought that guns are dangerous.
First of all, the recruits had to listen to the affirmations that guns are safe and friendly…
If people aren’t backed up against the wall, they don’t change or violate their model of the world, their identity, or their beliefs. All the thoughts and the little techniques that they have are happening below that and are less important. Just copying what they are doing won’t get you the same results if you ignore all of those “big picture” layers.
• Get feedback. In business we have charts, reports, updates, and dashboards to have objective information, they are forms of feedback. We can get lose in our self-validating mind, so make sure that you get feedback both within your company (from your employees and partners) and from your customers, prospects.
The best thing that you can really do is to surround yourself with successful adapters. When you are talking with other adapters you can have more perspectives and the other adapter can explain how that concept might work in other areas of life, instead of someone else just telling you where to click certain buttons.
“What are 3 other areas of life that you would be interested in adapting after entrepreneurship?” The more diversed, the better.
Self-esteem (Nathaniel Brandan) is a meta concept. It all comes down to two things – one of them is repetitions that you have, the other one your thinking about how much you deserve happiness. And feeling deserving happiness is another meta concept.
Definition of self-esteem is confidence for dealing with challenges that life throws at you, and deserving happiness. It’s extremely important to adaptationists. Most people just walk away when they face something that they never faced before and assume that it can’t be figured out. As you adapt to multiple environments you become more confident about being able to adapt to more of them. This isn’t about being arrogant or cocky, it’s just about having the self-image that you can figure things out. This is a lot different then what most people do – they learn one skill and they think that it’s enough to do for the rest of their life, that they don’t have to learn again.
One of the ways to learn how to learn is to teach. When you are teaching, you are getting in the consideration about how the other person is learning, which is learning how to learn. Teaching is one of the foundational elements about learning how to learn.
The learning environment must be safe or learning won’t be as effective – feel safe or you will waste a lot of energy. Human beings can endure the maximum amount of challenge when they feel safe, which is the other necessity – you must be challenged to change.
During the development you might reach your peak state. That doesn’t mean that you have internalized it fully or that you are ready for that state yet. But you get to briefly experience you higher stage development (it requires a lot of knowledge and experience it in the real world to go to a higher stage.) Right now we are focusing on state experiences, not stage to touch what’s possible (we can’t transform our stage yet.)
Having these realizations will help you in advance because you will remember that you need to do something, because you already experienced that in your state, then you will do it in stage once you get out in the world.
Make notes about how you are going to implement things, have reminders so that you will remember them, because it’s hard to get the amount of clarity and realizations that we will have here (very hard to get them in your normal day to day lifestyle.)
Charlie Munger, which is Warren Buffett’s business partner for many decades thinks that you need to have 100 different models/maps and then make them interact with each other. That’s when you become a true master in this world (these maps can be about how to manage/hire people, how to write headlines, how marketing works, business insights…)
If you have so many maps you will have high esteem and be confident in your ability to face any difficulty that life throws at you. Most people have about 1 model about how things work. And they are attached to it! Adding models is a big deal, so the objective in this program is to get you 100 great models.
These models will also work in the Lollapalooza effect as Charlie says, which means that they are synergistic and create an extraordinary potential.
One of those models as an example is the Pareto Principle also known as the 80/20 rule – 80% of the results come from the 20% of the effort of a system (that one is a big deal.) That’s why you constantly have to be lowering the 80% and evolving the 20%. Just that one principle if you really follow it can be transformational.
Most highly successful businesses take a day or two off once or twice a year (some even more often), step out (no operational things happening) and they look out on the horizon and plan on how to take advantage on the new opportunities (strategic planning.)
Some of these models now will be just what you need right now, save the others and come back at a later time when they fit what you need.
There are only two timeframes to think about in business – 90 days and 20 years. Everything else in between – we have no idea what’s going on. This is overgeneralization, but realize that world changes a lot just in 6 months.
Money beauty knowledge good
You 10x collaboration immortality
If you didn’t have to think about anything else for the next 10-20 years (other people, whether or not you are a good person…) what would you do for the next 10-20 years to make the most money? If that was the only goal, just single mindedly focused on that. Write down 3-5 words. And then your best guess on how much money you could make in those 20 years, if you put all other considerations aside?
If you invested the next 10-20 years in making the world most beautiful as you possibly can not considering anything else, what would you do? That’s the only priority in that time. 3-5 words.
What would you do for 10-20 years if your only goal was to spread as much knowledge as you could?
What would you do for 10-20 if you only goal was to do as much good as possible – help the most people and relieve the most suffering (no money involved?)
What if you had to create 10X of every one of those results? What would you do? Disregarding all other priorities that you might currently have.
What if you collaborated with others that had the same objective (if these people would be serious in doing that over the long-term?) Find two others and talk through some of the ideas (with people who you don’t ideally know.) Talk over how you would do for each objective – for most money, beauty…
Your two partners should impact your answers so that there is similarity in answers that they have.
Singularity means that robots and virtual intelligence will outthink humans and tries to predict what will happen next – of course we can’t know for sure because we can’t think on that level, and that might be only 20 years away.
Another thing that goes in hand with this is that by that time we will almost certainly solve every problem with aging so the saying is “Live long enough to live forever.” So there is a pretty good chance that if you can make it another 25 years, you could live forever – there are a lot of geniuses figuring out how aging works and how to stop it and there are essentially 7 processes that cause aging. Of course there are still accidents and things that can happen to you, but if nothing happens you would get to keep your body and live in it forever. Immortality is becoming a real possibility.
Right now they are figuring out that just by correct breathing certain animals can live twice as long, and humans get 2 days free every week that they live – that’s how fast lifespan is increasing.
Now write down all the answers about if you would be immortal and could have a 1000-year project. So instead of having a 20-year horizon, now you have a 1000-year horizon. Then what would you do?
Now the last question is – what if you had to balance all of them? How would you optimize for all of them?
We are here to learn about learning – and we want to learn how to learn more effectively, more efficiently, and then apply that skill of learning how to learn to business and to entrepreneurship, and to create a lot of success.
One of the things that Eben has been doing is ritualized meditation with the purpose of letting go of all the things that we are identified with, that was distracting us and getting our mind going, and to really become present in our bodies, our emotions, our minds, to really be here, to touch in right here and now and then jump into new information and learning.
This is disconnecting from all the roles and the things that we are a part of in our reality.
Make your breathing deep into your diaphragm, intentionally and conscious. Hold your body in a posture that is poised and relaxed. Imagine everything that was happening before this moment in your life just falling off of you. Feel your emotional state.
As they often say in NLP – “This is the last moment of the way you used to be.” You are ready for a new version of yourself.
We are the first species that we know of, that moved outside of their native environment and completely built an artificial environment to live in, and then to live there most of the time while disconnecting with nature. And now as we keep doing that physically, in relationships, conceptually, and economically… we move further and further away from the environment that we are adapted to live in. Therefore all the natural wiring of our brain becomes less useful and often counter-productive in a lot of ways.
The task of learning is to better adapt to this new environment that is coming. Darwin was summarized as “Survival of the fittest.” As we move into this increasingly “information technology artificial” environment, the most adaptable are the ones that are the fittest – the ones that can learn the most effectively and then take what they learn and use it in their lives.
This is not about reading books and memorizing things – it’s about getting the adaptive technology, so that we can dominate this ecological niche that we are moving into (so that we feel a lot of self-esteem, confidence, and power.)
If we don’t master these things (learn how to learn) and then use it in our life (getting the forward loop started) we will get ourselves more stress, anxiety, disconnecting from the cutting edge that is happening, and feeling less powerful, less able to make any impact. If we master the skill of learning and we do it in a way that is intelligent and aware of other people (and the planet), we can accomplish the feeling of success, satisfaction, and can attract the people that we want into our lives… create a sense of control that we want to have – success. That’s what makes it a big deal!
Learning is re-learning and it’s beyond what we already know, it’s taking the things that we already know and putting them together in new ways – most of it is not “new.”
Two things are rewarded: getting outside of your comfort zone, and the speed of implementation.
It seems that most animals can learn (also plants to a certain extent.) But we can learn exponentially, rapidly and effectively. We seem to be the best at learning and quickly adapting to a new environment. Now Elon Musk wants to retire on Mars and a lot of very smart people including Elon are working on that. Connect these two ideas in your mind – learning & adapting. That’s what it’s about.
Without the mastery of learning it’s much harder to adapt to new things, and because the business in 3-5 years will the very different than the one that you are in right now (services, products, and marketing will be different), it’s critical to learn how to learn.
We face 2 types of challenges in our lives:
It’s the same!! Jump to session 4.
Anyone can learn to become a multi-talent personality – anyone can develop a genius level talent in multiple areas.
Introduction to Opher Brayer – Swing management. Opher has created 150 world class musicians. The best one of them is making 50-million dollars per year.
Learning is a feature that you are born with – if a child is born in Chine he will learn Chinese, if he’s born in Boston he will learn American English, he doesn’t have to be talented to learn it.
Anthony Robbins teaches motivation, but think for a second… you never needed motivation to learn how to walk, how to speak a language, you just did it.
The question is – how did you lose your motivation? Education system!
Opher will teach you learning methodology that they will NEVER teach you at school/university. He never lost passion and patience for learning, but the reason behind that is that he never went to school.
• Do you learn from books? No you are reading them. Some people learn the whole book and know nothing.
• Do you learn from courses?
• Do you learn from workshops?
• From Experience?
A methodology can help you in very small steps to make changes – The Academic Street Learning.
Have a confidence in yourself that you will find talented people and get them to work for you, don’t be afraid of them.
You need to have high self-esteem to orchestrate people who can do it better than you (the corporate student who worked for a lot of big corporations basically just took the best people from the best companies and made them work for him, then he just watched as the results went through the roof.) First say I can do it and then prove it. Promise first, then work hard enough to deliver that you really can do it.
Your Personal Operating System – it can analyze what you are going to do in any situation. You need to understand the cause and the effect of everything that you do in life, analyze it to change the behavior.
Each person has a unique version of the operating system, you can’t find this in books, learn how you behave and why. You can’t copy from other people, you can only learn from them.
But it’s best to learn from yourself first, then you can learn about the world.
From Data to Wisdom
• I-Book Map – content design for how to book writing process and for social media distribution
• Build your personal brand
• From data to wisdom
• How to turn data into valuable information
Musicians have a problem – you have to sell what people want, not what you want.
We build two brands – personal brand (our behaviors, people either like us dislike us) and knowledge that people appreciate (that you have.) For that knowledge you have to understand the needs that people have – Maslow’s anarchy teaches us exactly what people want to buy.
People first of all want to buy physical needs – the most important part is breathing, then warmth of a body (shelter), sleep (if you don’t sleep for 14 days you will die), then it’s water (6 weeks), food, and sex (we fear death, stress kills, and sex relieves a level of stress.)
It depends on what level of fear you have and what’s a better scenario – jumping off of a building is better than being burnt alive.
The need is based on the fear – the more fear you have about losing an opportunity, the more chance there is that you will buy something (if you are offered a solution.)
Coca-Cola knows about the fear of dying because you didn’t have anything to drink. But why would you buy Coca-Cola and not water? Because Coca-Cola uses another fear that other companies aren’t – the fear of getting old. Commercials are about young guys, great music…
What is McDonald’s selling? Unhealthy food. Why do parents take children to a Big mac? They don’t want to cook, they don’t want to fight on what to eat, every child will ask a parent if they got them something and McDonald’s will solve that problem, and it’s a good place where children can play with other kids… it just solves every problem, the child is happy, he’s fed, and he played with other kids (he also got his present.) There’s also another fear that people have – loneliness. You can be married and lonely, you can be the president and still lonely. People go to McDonald’s because of the fear of loneliness.
Most people work all day, take care of the kids, and go to bed – no interactions between other people, but in McDonald’s when the child is happy and is playing, there’s a chance for you to find another person to interact with –that’s why they have coffee… The marketing world is smarter than we think.
It goes to the deepest needs that people have. When you analyze the market, you need to analyze the needs, and then find the resources. You don’t have to own the resources, just find them, organize them, and sell them to the people in need.
You don’t have to have the knowledge, just create a product/service that offers to solve a problem based on what the world knows.
• Archetype identification – archetypes are normal behaviors that people have. If you know the archetypes in a market, it will be easier for you to sell because you know how people behave in that market.
• Creativity and problem solving
• Planning (every step.) They redesign all the processes backwards. If I want to be there, where do I have to be 1 minute before that?
o If you want 1 million dollars in 1 year think where do you have to be in 11 months, then in 10 months back to the beginning.
o Know what you want, then go backwards.
• Probability test
• Process design (get people who are better than you to do them – design, product, marketing…)
• Smart insight creation (orchestrate those people)
• Process optimization (look what works well and what doesn’t, then see how you can do the same thing in less time, less energy, and less money)
• Wisdom buildup – serial entrepreneurs (started multiple companies) never use words like “1/10 startups will succeed.” All of them will succeed! You are lying to yourself when you use sentences that everybody is saying.
When you read books and watch courses you can only get knowledge that other people can also get, but when you network with other people they will give you advice that you can’t read anywhere!
Everything is personal, even business relationships. Branding is about people calling you and wanting to spend time with you (these people can be amazing and you can learn from them as well.)
7 years ago Opher lost everything he had – people will only call you when you are successful, everybody wants to be your friend when you are famous and making money. When he lost all the money, there is one thing that he didn’t lost – his relationships. On that night when he was crying, 10 people came to visit him and each gave him $50,000… together they gave him $500,000. You can only check who is really your friend during the hard times.
Brand marketing strategy using social media structures and building offline network groups.
Swinging your mind – how startups can think like corporate, and how corporate can think like startups.
It’s not about the money that you make, it’s about the people that you meet. Opher didn’t care that much about money, he taught people for free and frequently these people become the movers of the economy in the city that he visits, that’s what makes him so powerful.
As a mentor write down everything important that a person has to say and ask him why he said that (Left Hand Colum – write what he says and then write associations that come to your mind when he says those things.)
4 Faced Technique – when you are trying to sell something to someone make him agree to the problems that he has, make him think “Yes, I have thought about this before, this is a problem that I have, yes that is true…” When there is mutual agreement on something, the selling is easier.
S.W.A.T. Analysis – take strengths and threats within the problem.
“You know that this problem can get a lot worse, but if you solve it there is big potential.”
When people lose an opportunity in their lives, bad things happen – they blame themselves (they cry, they want to hurt themselves…) People search for opportunities for their entire life. They are constantly looking for life-changing products.
Talk about 10 solutions to the specific problems.
Never invest based on assumptions, only on the proven facts.
The idea is that people without talent won’t survive after 2030 because most professions will be automated. Technology will replace everyone of them.
The Talent Development Model
• Pattern Recognition
• Pattern Design
• Real Time Composition
A talented person is the person who is learning faster than anyone around him. Talent also means how creative you are (things that most people didn’t taught about.)
Sometimes a very little advice from a great teacher will dramatically increase the speed of learning (save you a lot of time and effort.)
It’s natural that people want to do it faster, more efficiently, and that’s great!
From now on you know with combinatorial creativity, that if you have 3 elements, there are 6 ways you can put them together, and you know how to do it intuitively – martial arts, music, art, math…
You can also make 6 pairs with them and use them in different dimensions – physical, emotional, and logical… we can also use integration and differentiation. These are some of the new models that we have now acquired.
We talked about Charlie Munger and the fact that he believes with need 100 different models to be masters earlier, learning how to learn would be one of those models, differentiation and integration would be another, physical, emotional and conceptual would be another.
R.A.P. – Relaxed Attentive Precision (access to the flow state) – the more tension you have in your body (anxiety, stress), the more automatic thoughts you are going to have, the harder it will be to learn something.
“Great relaxation requires great concentration.”
Your skill and ability to concentrate actually funds your ability to relax. It’s intuitive for our body to clench and by doing that we can really hurt ourselves. Body tenses automatically sometimes, so we need to consciously relax it.
Attentive Precision has to do with the fact that you are putting all of your focus on something, having your blinders on (not seeing anything else.)
Our little ritual will go in the order of Concentration, Relaxation, Deceleration (slowdown.) We will do this with 3 breaths. With the first breathe will be concentrate on our forehead, with the second one we will poise our body and relax it. At the end we will slow down – the last breath out will be twice as long as usual.
Now let’s try it with writing – pick up a pen and a piece of paper. We will write numbers from 1-10 and take 3 breathes. The concentration goes into the tip of the pencil, relaxation poises you and relaxes you, with the third breath write the numbers half as fast as you normally do with precision.
One of the great lessons from Opher is that when you practice something in one modality, immediately take it to the next and practice it there as well – that’s what hardwires the pattern in your sub consciousness.
Practice having a conversation when you only focus on the person that you are talking to, don’t think about how to impress them, or finding a clever thing to say… just focus on what they are going to say. That’s how we can practice this concept in another domain.
One of the obstacles of high level of productivity are the things in our life that are left open and are leaking our attention, our emotional energy, and are still pulling on us. They add up over time and we don’t even notice it because there is a little weight being added over time which over the course of a few months or years sums up to be a big burden that we carry around at all times.
The things that rob us of the most energy are frictions with other people – wounds, resents, broken relationships… You might think that your broken relationship with your mother or brother doesn’t have anything to do with entrepreneurship and building a business, but you would be wrong. It has everything to do with you being an entrepreneur and businessman. These things are robbing you of energy, the energy that we could be using to skyrocket our business. They will rob you of focus – grab your attention and pull it into different places.
We are going to do a stream of consciousness data dump of all the open loops that we currently have in our lives – all the incompletes.
Look in your life where you feel shame, guilt, resent, and remorse. The most important ones are with direct family members – parents, siblings, and children. They rob us of the most energy. Anything that keeps bothering you, thinking about the past, the things that haunt you. Write everything down, even if a that person has already passed away, the heavy energy of that relationship might still be there – keep everything and everyone in mind when you are writing this. List them – 3-5 words each max and just write them down without reflecting on them.
Also, think about secrecy – anything that you don’t want other people to know about you and your past, and any family member that doesn’t know that you love them. Think about the commitments you have made to other people that you haven’t been able to fulfil.
Eben Pagan – Modern Marketing
Why is most marketing is so bad? It’s not even alright, it’s terrible, it’s throwing money away. And people actually tried their best when they did that – most of the marketing is done by professional firms or business owners that paid a lot of money – so how can it be so bad?
The main question is – do you trust someone when you look at their website? There is a massive difference between looking at Apple’s website and somebody else’s products and it seems that complexity doesn’t matter – Apple’s MacBook page is actually simpler than most websites, but it still pulls you in.
It has to give you the feeling that the creator of that site understands YOU! It also has to be easy enough for anyone to understand what the website is all about and what it offers.
With some of the websites, you get a feeling that the person who created that has no value to offer and doesn’t know what they are talking about even inside his area of expertise, while with other sites everything seems so simple and elegant that we are just drawn in and trust them.
Most self-made multimillionaires are self-taught marketing experts – that’s a good reason to learn marketing!
Why are they self-taught? Because nobody teaches this! Nobody learned that in school.
Marketing has a lot of components – design, psychology and knowing how people think… These multimillionaires who are masters of marketing might not necessarily make all their money from marketing, but it’s the process that they had to go through and everything that they had to learn to really master this area that gave them the ability to do certain things – this also gives them all the skills and strategies to be successful in business.
Apply as you learn – take it and put it into action.
For example, when you learn about headlines you may want to pick up a few magazines and see how they made it or go through websites and try to rewrite them and improve them.
Same thing could be done with billboards and TV commercials – think through what you would do if you had to make an add.
Practice can mean either doing something like you don’t really mean it or a disciplined form of training yourself. Consistently implement every single thing that you learn. Take everything into practice, you will remember it better and integrate it with everything that you already know – your brain will create new neuro pathways (new behaviors.)
Also use it in conversations with other people – a part of marketing is understanding what other person thinks and which words they use to describe things and communicate with them their favorite communication, not your favorite form of communication (most of us just are terrible at this – most of us just unconsciously listen to the other person and already think what we are going to say next and try to pull attention on us.)
When you are a strong marketer you start listening to what people are really saying, the words behind it. You listen to their emotional drives, their fears, frustrations, where they want to go.
When you do that your relationships will be completely different. People have most likely never met and talked to a person that REALLY wants to understand them and is consciously listening to them and that in a way is the pinnacle of marketing – always listening to truly understand.
This causes you to give people exactly what they want, not what you think they want right now. Also, the best products and services don’t need to be sold because they are solutions to people’s problems and people really want to buy them.
What are people buying? They are not buying a product, they are buying an outcome, a result, removal of pain and anxiety! The product or service is the means to an end of what they are seeking. The most common mistake that marketers make is that they try to convince people to like their products instead of saying that they understand the prospect and what he is trying to achieve and them letting him know that you have created something that can deliver those results for him.
Keep talking about their needs and how the product will deliver what they want! It’s not about you and your product, it’s about them and what they are seeking.
Until you understand that you have to stop talking about how great you and your products are and start talking about the benefits that you can provide for removing people’s pains you will be banging your head against the wall.
Marketing must be built into the product/service.
Business is about two things – marketing and innovation. Other things are just expenses. Innovation is about creating the product that people will want and marketing is about connecting these people to that product.
Most people have a lot of ideas, but their improvements are just from their point of view. The product must solve a problem that other products couldn’t.
We can’t just copy other people’s innovations and marketing because that’s already what someone else is doing!
This is what causes high failing rates in business – 80% of them fail in the first 5 years and 80% out of the remaining fail in the next 5 years.
Remember: Marketing and Innovation are all that matter – you can hire people to do everything else, but you can’t hire great marketers and innovators.
Learn marketing in detail – make it your top priority, put it above all other skills!
Take personal responsibility for it and become an expert in that.
If your business is not doing well and you say “I’ll focus on the product and I’ll get someone else to take care of marketing for me” nobody will be able to help you. The only way to really grow your business fast is by learning it.
You can then take everything that you have learned to fuel up your innovations because once you know what people want you will create products that sell.
Most business owners are playing a game of Russian Roulette – their ideas have small benefits if they succeed and high costs when they fail.
A lot of them build up everything themselves (they don’t understand marketing in the first place) thinking that they know their business better than anyone else and when it doesn’t work they go to a marketer and ask “How can I make this better?” It was built wrong from the ground up!
These people are just blindly copying someone else and they don’t even know why they are doing that! It’s almost impossible to stumble upon a long-term successful strategy like that.
A certain about of marketing theory must be learned and then put into practice.
The reason why we like internet marketing is because it can simulate just about any marketing channel (there are videos, images, text – we don’t need to watch TV or newspapers, all of those experiments are similar online.) The other reason why we like it is because the results are typically faster.
Small businesses need completely different marketing strategy than big corporations that can spend a lot of money – that money must be spent in different ways if you have a small business.
Companies like Nike spend a billion dollars branding their logo, while we can’t afford to do that. Instead of trying to get our name out there, we as a small business should try to get other names to us.
That’s the difference!
We need to find our market, audience, get in front of them, communicate to them about their products that understand their needs and solve their problems.
Marketing is about CONVERSION, not communication.
Knowing your market and strategies and far more important than knowing how to write your Title. Make sure you focus on the big things first.
Your marketing is a combination of people that you sell your products to and the products and services that you sell – if you put these two things together so that these people are buying the products you create a market.
Your strategy is your psychological approach – it’s not what you’re doing, it’s more about how you are doing it (methodology, philosophy to get there.) Are you the best, the cheapest, the unique new solution that wasn’t available before?
The guaranteed way to fail is to be all things to all people! That’s the fundamental mistake that almost everyone makes.
Instead of talking to everyone just talk to specific people that want your product.
The last part is your model – it’s how your marketing pieces fit together. It’s your channel (TV, Print, how you generate a lead and convert it and how you follow up, how you upsell products to people that have just purchased something, knowing your numbers and how they will change if you scale certain elements and how all of those things affect each other…)
If you don’t have all of that, you don’t have a business.
Retail distribution is a powerful model (you support different people with traffic while they sell your products), subscriptions (magazines, books), infomercial models (most people don’t realize that those products aren’t the main focus, when you actually call and you are ready to buy they will try to upsell you other things, that was just a way to get you to call them.)
Dell has a great business model – people go to their website and build their own computers (select different components) and subconsciously they own that computer, they have personalized them to fit their needs, by the time you built it until the end you can imagine it and almost feel it, there were some time and energy invested in that and since it’s exactly what you wanted so you end up buying it.
Windows Operating systems – they find a few people who sell computers and scale it for a few years and the next thing you know, everyone is using their operating system with upselling newer versions and different programs.
It’s an amazing cycle – you can’t open or run certain files on an old version of windows so you have to upsell the new version and when you get tired of that you end up just buying a new computer. It is a brilliant marketing model!
Affiliate marketing is one of the brilliant models as well – you can get thousands of people who will sell your services and get some money in exchange.
Social media is a powerful one as well – it’s what people could only do in person and then on their telephones transferred online, and you can get in front of these people with ads or even free and become their friend. Very interesting!
Most successful models that work long-term don’t just try to sell one thing in one shot – there are other products, upsells, big lifetime value model!
It’s about building a great relationship with your prospect and then selling him a product and then another one and so on.
The first one is broadcast based – brand advertisement, public relations, in some cases retail distribution, word of mouth (just getting it out there and getting people talking about it.)
There have been some successes with this form – one of those stories is about Starbucks, Nike, Rolex… The failure examples are typically every small company that tries it. Small businesses that shout out their name and wait for money to come typically fail.
Another philosophy is result based – direct response, network, affiliate marketing ( the company is paying just for results), there are countless examples of successes from this philosophy!
The last one is hope based – “give it away figure out how to monetize later,” or “do what you love and money will follow.”
A lot of people are passionate about this – for every one of hits like YouTube, there are thousands that fail with this approach. When people are used to getting something for free they don’t want to pay.
Far a small fast growing company result based marketing approach is recommended. The experience that you will gain with this strategy will give you skills to go into broadcast based approach later on.
David Ivy started in result based and then, later on, went to mass marketing and applied what he learned previously to generate hundreds of millions of dollars.
One of the strategies that we have previously mentioned is “be the best” – it’s about flawless experiences, best products, premium prices, being the trusted high-quality company. There are countless big examples that made it – Ferrari, Rolex…
When you are the best you don’t have competition and people pay a lot more for the best. The con of this is that perfection is expected. You are on some level competing with the experience that other high-quality brands deliver! You are competing with Ferrari.
It’s also expensive to deliver a premium experience in some cases. You also attract your own competition – when you make it, other people see that and want to join you in that market. However, if you are the best the wealthiest people will be your customers and they will pay a lot of money! This is very hard to do with markets where these well-funded brands already exist – it’s hard to compete against Rolex (requires a lot of money.)
Another strategy is “cheapest price, best value.” – examples are Walmart, McDonald’s, Dell… These are low-cost competitors that dominate their market. If you can achieve high volume, that can generate a lot of profit. This strategy is tricky because people will compete with you on the price and if you lower the price the profit margin will quickly disappear!
China is wiping out entire sectors of the industry this way – they can do it cheaper! The US is importing even steal! They can make it so cheap that China can ship it across the world and spend huge amounts of gas and still make it cheaper than the US makes it in their own country (no shipping costs.)
This is a no brainer because if you have the cheapest price people will come – they all want the best deal that they can possibly get.
The con is that companies that are doing 1000 times more business than you can sell things cheaper and can make things very painful for you. The really big people can also make laws and regulations that might not be very ethical but they will still use their power to make your life harder than it needs to be for “the little guy.”
The next one is being “the new unique solution.” – the strategy here is to create a niche and become an expert in it. This is the land of zero competition and where you can set your own prices.
When you are the only one offering this service (as far as the prospect knows) they have to pay what is reasonable to pay – if you can persuade them that whatever you are offering has a lot of value, they will pay.
One of the benefits here is that if everything works out you can “be the best” later on because you have created the category and when the competition comes you are already ahead.
Companies that have done this are Google (to a large extent), MySpace, products like iPod.
Even if Google didn’t create search engines and wasn’t the first, most people will say they are. Apple didn’t invent MP3 players, but they did create a new category in the mind of the prospect and now people think that Apple created that.
The challenge here is that It requires work and experimentation – you have to know your customers in detail and know their problems and frustrations. You are doing what nobody has done before (or at least others have to think so.)
On some level, this requires mass marketing – cold calling, door to door selling, blind direct mail (mailing to a zip code.) These things work with people who know what they are doing.
Another strategy is “traditional mass marketing.” – The basic strategy here is to buy inclusion, to be included with the broad message that is being seen by a large number of people (buying an ad in the New York times, banner ad on the mass media site…) Some ways are public relations, trade shows (traffic), placing it to all kinds of websites that sell products, e-mail, big databases of people… It’s basically riding along with a mass message and hoping that someone will see you.
One of the strategies is also “existing customer relationship.” – this is referring to relationships of other people, not you. You can find a company that has a lot of clients already and get them to agree to ship your complimentary product along with theirs. That company recommends you and your products that way.
An example of this might be buying a computer and getting free programs with it (free anti-virus protection.)
People who are ranked high on search engines (SEO) are also very good for this strategy – get them to help you since a lot of people usually click on their website.
“One to one marketing” – viral, network marketing model. Internet has made this very simple, but there are still very few people that can do it. “No one knows how to do it on purpose.”
There are a lot ways to skin a cat – recommendation is to start with a direct response marketing model. Learn that (advertisement, endorsed relationships) because you can spend a little bit of money and really see fast if the offer works (search marketing or affiliate.)
If you can’t make these things work with these models, you probably won’t be able to make other more sophisticated models work.
Marketing has two faces – internal and external. External is lead generation, it’s the advertising – getting people’s attention and drawing them in. Internal is lead conversion – communicating the value of your service, connecting, bonding and converting it into a sale.
In successful firms, there are usually two separate teams that work on these two things.
We do this because it’s not very good to go into “sales mode” and try to already sell something to someone that hasn’t had a chance to get to even know you.
“Don’t sell too much too soon” or you will create buying resistance quickly. Once you understand how to do both of those faces separately and understand how to link them together you will get much better results.
Expect at least 80% of your marketing tests to fail, meaning that they don’t justify continuing or even scaling. In marketing we are not trying to win a coin flip, we are drilling for oil! We can afford to test a lot of things because we know that when we find one that will work well it’s going to be worth a lot.
Use what you learn in terms of marketing to then do a lot of tests. Keep the things that work, throw away everything else. Don’t get too attached to anything.
Marketing is about fulfilling the promise of the need that customer has and include an action so that the customer can get that fulfillment at a price that makes sense.
10 Commandments to create powerful response marketing documents
1. Show me I am in the right place immediately by giving me what I am looking for (in many examples of the websites that we see we can’t really see that, we don’t know that the website will bring us that value.) In a lot of cases, you have to ask them what they are looking for to figure that out, don’t show them what you think they are looking for.
2. Know the emotional hot buttons or pain points that are important to name and keep saying them over and over and relating everything to those points and to the outcome that I want.
3. Talk to me in a personal 1 to 1 conversational tone and show me that you get me – you show that by being specific, getting right to the point and not wasting words.
4. Design in a way for me that is easy to understand and comprehend (it naturally gives me trust and confidence.)
5. Leave me better off than I was when I arrived by giving me something I can use to get closer to my desired result NOW.
6. Help me to feel that you are trustworthy, that you are authentic and authoritative, be real by showing me the good, the bad & the ugly. It’s an emotion of trust, help me feel it.
7. Help me to get a feeling that I have discovered a wonderful secret personal resource and now I’ve got a go-to advantage that I can access when I’m in need.
8. Tell me your story of how you, your product and service came to be in a way that it resonates with me on a personal/individual level – within your story tell me about your passion.
9. Tell me exactly what I need to do in order to take the next step to get the result that I want and further translate/convert your methods into a currency that I understand.
10. Take away my risk or better yet turn it around so that you have more of it than me.
Questions to ask yourself:
• Who are your customers?
• Who is buying your products?
• What problem do they have?
• What are you trying to achieve?
We all attract slightly different customers – ask your customers what they found compelling.
What is the emotional process that people are experiencing?
Get into their heads and figure them out in detail.
When designing a landing page, try to be graphical – explain things with pictures (visually.) Before and after pictures always work well, they communicate clearly what the result is.
Think about what the benefit is – why people would use your product/service?
One of the clients on this program was designing graphs and charts for high school teachers that they have to do for their superiors. Eben’s advice was creating a very visual landing page:
On the left side their charts (that don’t look as nice) + fear of being fired + wasting a lot of time, while on the right side there would be beautiful charts of that company + promotion + weeks of time that was saved. That kind of a headline speaks the most! And it works especially well on people who are stressed out and under the pressure by their bosses.
You have to communicate fast with people and communicate that you get them! Make a strong offer. It would actually be wise to start with the offer when designing a document to even know where you are going – knowing what you are going to offer them.
Some businesses make more money with the little stuff like – “Buy it Now” button and “90 FREE if you apply now” then with everything else combined.
Not too long ago there was a big company that wasn’t built on what they were selling, but on the very end of every purchase when they sold insurance for 2 years – that’s where they made most of their money.
During a checkout on Amazon they will offer you an Amazon Visa cart, but no one is particularly interested in the card, they want money – so they wrote “Get $30 back…” and you get them by getting the VISA Card. Learn from these people and how they do it.
These are offers within offers – upsells are very well known and convenient when selling digital products, and they work!
Design is typically overlooked element of marketing. Don’t just leave it to designers, because most of them are actually artists. They will always come up with a million reasons why it’s better their way.
They will have all kinds of logic and studies about why they do it the way they do. You learn what good design is and learn how to create it!
Keep your wheels in control because if you leave it to other people it won’t work and then the designer will say “well it’s not my fault, the design looks beautiful, it must be something else…”
David Ogley’s Rollce Roys ad is very famous and it worked incredibly well. (36 minute)
It looks like an article, not like an ad – it doesn’t look like it’s there to sell you something.
Just copying this will make you a tremendous amount of progress – eyes go naturally from top to bottom, 3 lines of text, big headline, picture, subtitle… NOTHING that is going on here is an accident!
Ogley on Advertising is perhaps the best book to learn this from and it covers everything. It’s incredible to think about how smart some people were decades ago on marketing!
“Good design should be invisible. It should amplify the message, never distract from it.”
No one gets this! You DON’T want your prospects to be looking at your ad and saying “look at how beautiful this design is!” You failed when they are doing that – you distracted them.
They should instantly be picking up the phone while holding their credit card ready to buy – that’s the goal of a successful ad.
The only thing that the prospect should see is the message, everything else is just an amplifier.
Dominant Visual Element – NOT 50, or 7. Only one! Where does my eye go first? A lot of the landing pages and websites that we see today have 10 different things and people can’t figure out what to do.
Clear Visual Hierarhy – everyone has to know where to look first, second and then third. If we stand back enough so that we can’t actually read the text, would we still know where to go first and then where to go next?
In Rollce Roys’s ad we could take away the picture, and everyone would go read the headline naturally. If the headline was gone, everyone would read the sub-headline and so on. It’s clear!
Follow Natural Reading Gravity – your eyes like to move from left to right and from top to bottom of the page. That’s the way we have been trained. Don’t make people look all around.
When in doubt, keep it simple – dumb it down, make it as simple as you possibly can (to get your message across.)
Look at what the leaders are doing and figure out why they are doing it – then steal their design!
Companies like New York Times, or the Cosmopolitan magazine know what they are doing, they have been split testing what works for decades and created hundreds of thousands of layouts. Follow them!
They have big bold headlines, sub-headlines throughout your copy (perhaps make the first letter bigger…) Bullet lists – they help separate a group of facts. Narrow columns – in most magazines they stick to 30-40 characters wide. This is a little harder done on the internet, but you should still make everything more narrow (even if you copy is longer and people need to scroll.) That’s how our eyes are trained.
If you have a picture, use a caption. If you forgot the caption, you have wasted an opportunity to communicate.
Call outs, lines pointing to something (a picture, a button…)
It needs to be clear, simple and not intimidating – it shouldn’t look like it’s trying to sell you something, it needs to communicate value.
Simplicity is on the top of the list – if you just stick on one font and one size you will end up making better things that most people are making which are distracting.
Another is repetition – once you have figured out something that works, repeat it over and over.
Contract – a big bold headline next to a small piece of text looks good.
Alignment – good copies are very well aligned, they feel like they have invisible lines that are holding things together.
The rule of thirds – there is something very appealing to humans when it comes to thirds.
Most professional photographers don’t make the subject in the center. Break your picture into three vertical columns and then do the same thing horizontally (3×3 Fields.) Where those lines intersect the rule of thirds applies. Those 4 points are the money points. In one of those 4 should be your subject when taking a photo of them.
That’s just one of the ways where the rule of thirds works well.
Balance – this must be used outside the rigid mathematically thinking patterns. In the above ad the top third was just a picture and the bottom third was just a text with white space, but it still brings balance and works!
Balance is something very abstract, but the more you do it, the more you start to pick up on it.
Then combining these elements will get us themes – you can keep inventing new themes over and over again.
Study everything Apple does – their design is always on the next level. They are a store, but it still seems like they are projecting value, instead of other stores that look like they are trying to take your money.
The reason why nobody says “I should use this in my marketing” when they come to Apple’s store is because their design is invisible – it’s very simple, we are so fascinated about what they are trying to tell us that we fail to see the vercihle they are using to deliver it to us.
• 2 Font type phases (3 Max, but try to stick with 2)
• 2 Font Sizes (3 Max, but try to stick with 2)
• 2 Colors (3 Max, but try to stick with 2 and two that work well together.)
• 2 Alignments (3 Max, but try to stick with 2)
• Align hard left – that line gives eyes a good feeling, people know where to look
• “Clarity, not beauty.”
Many blogs actually have great designs that you can’t make wrong – eyes know exactly where to go. It’s not a complex design, but when you look at it you get a sense of clarity and professionalism.
Whenever you see things like that, make a screenshot and save it to use it for inspiration later.
A video/picture with a Title and 5 lines of text next to them communicates – “I’m scannable.” This means that people don’t have to read entire paragraphs until they know where they need to go on blogs that have a lot of text.
Pay attention to fashion and how the biggest companies sell expensive clothes and jewelry – there are watches that cost $50,000 and there is a picture of a 50-million-dollar jet next to that watch…
Response and conversions increase dramatically if they see a picture where a celebrity has the exact same thing – why are they really buying that shirt, handbag… Usually that reason is irrational one, it has nothing to do with logical or utility! It’s probably based on a movie that they are unconsciously playing inside their head like “If I’m wearing the same handbag as Jessica Simpson, that is going to get me that modelling job that I have been trying to get.”
If you can figure out what that motivator is and putting it into that landing page, you are going to do very well.
Take into consideration all the irrationality and passion that a lot of people have – for an example people who have a $3,000 car with $50,000 worth of accessories on the car (they could just buy a much better car.)
In most cases in terms of fashion, design, and cars the end game is usually mating! Pictures about people that have your products and then have attractive people around them work amazingly!
Moving The Free Line
When you start a relationship with a new customer, you typically do something free for them (free gift, sample, e-book…) and on the other side there is The Depth Line. In between are all the products that a person buys from $7 and then all the upsells and future products that you will create.
The idea behind the free line is that we take that line and move it forward, so that instead of people paying for that $7 or $19 product from you, they get it for free.
When you do that, your lead pipe opens up because there are now a lot more people interested in getting free things from you then there were people that were going to buy your $19 product.
If you do that you can also move your depth line forward and that $1,000 product that you used to have, now becomes $2,500 product.
Now that your demand is bigger since you have more people learning about you, prices down the road can increase.
Eben offered free analysis quiz and then made software publically available, so that people could use it for free. Once people saw that there is a lot of value in that.
They made something that was worth hundreds of dollars free, and then sold their product for $10,000 instead of $1,000 and a lot more people visited the site.
When you contact people with big e-mail lists and tell them to promote your product they won’t want to do it, but if you tell them that you created something for free that is worth a lot these marketers will write about you in their e-mails because they want their list to think that they are cool, so they always want to write about cool value giving products. Especially free ones.
That is what is so awesome about the internet – you can do your best to provide a lot of value, then give it away for free so that a lot of people become interested in what you have to say and are looking forward to hearing more from you. That’s how you generate huge lists of people from scratch, by moving the free line.
The other good thing about this is that people get to know you and know what you are really selling before they buy your main product, because too many companies are already built on the fact that people pay money and then get the product that they didn’t even want, but they are too lazy or forget to pull a refund so the company keeps their money.
Hold yourself to a higher standard and give people value before they buy anything, so they know what you are about and exactly what they are going to get – it’s ethical and moral, you will sleep better because of it.
And most importantly, if you won’t do it, someone else will and steal your business. They will do something for free that you are currently charging, and everyone will go there.
A lot of successful companies have 30 Day Free Trial, Free Analysis, Books, Software…
When moving your free line, LEAD WITH YOUR VERY BEST STUFF!
New customers haven’t met you yet, they don’t know what you are about and they don’t trust you. They think that you are the bad business person that wants to sell them a bunch of things that they will be stuck with and embarrassed when telling their family and friends that they blew all this money and it didn’t work out… If you say here’s something that’s not that good, but it’s probably worth $20, here it’s free and then come back if your money…. that won’t work!
If you come to a website and watch the free stuff, are you going to assume that the paid material is better or worse? Most people will probably think that if the FREE stuff was just OK, everything is JUST OK. If people watch your free stuff and it’s deeply profound, they apply it and it worked, people will assume that all of your material is awesome!
“If the FREE Material was amazing, how awesome must the PAID stuff be?”
We humans want to keep the best things from everyone unless they pay us a lot of money, but in this case that is preventing us from having a lot of success.
What is their driving motivator and how will our Free product help them get to the promise land and solve it?
Now what can you deliver in mass that is worth $1,000 – $2,500 and would blow them away?
It might be an idea or a technique – make it into a book or a video and deliver it.
We said that we have to start with our offer and that is our offer – the free stuff that we offer. Build your marketing document around that foundation.
People think that they already know what their problem and solution is, the want a confirmation (just like with therapists when they want someone to tell them that they understand them.)
When you give your things away you have to make them want more from you.
As you are delivering it you can imply that you also know this area on a much deeper level and that they can learn more about it from you.
A big bold headline is like changing a tone of voice when you are writing something – you can’t use body language and change your voice on websites and paper, that’s why we are being more expressive in other ways.
One of the breakthrough is that you can’t really control your mind as much as you think. It just does the same thing over and over. Emotions and thoughts get triggered in certain situations. Notice what you did when you are on auto-pilot! Notice what is happening to you, then notice that the same thing is happening to other people ALL THE TIME! Perhaps even more.
We are not civilized rational logical creatures that have locked down their chimp behavior and all of their negative emotions.
We come up with logical explanations and stories about why we did certain things, and it’s not what happened AT ALL! Logic is irrelevant, it might come up in the end to rationalize the purchase, but the real reason why people buy has nothing to do with logic.
We all make irrational movies and ideas in their mind. Start asking people questions like “Why did you really buy that, is it a guy?” You will notice how people open up.
Don’t think from inside your head, think about what’s important to them. If you think that you are too similar to your competitors and you want to differentiate yourself, here is a better strategy for you:
“Start different.” Then you don’t have to differentiate yourself.
In any sizable marketplace I have an irrational belief that there is a large group of people that they have a problem, frustration, pain, desire, need or a passion that is not being addressed by all of the companies, products and auctions that they are aware of. Some element is not being addressed, and they would like it. That is a place to start different, in their mind you will be the first to do it.
Think from inside the head of the customer and shut down everything else that you are thinking from inside yourself. That is one of the successful principles in all areas – getting inside someone else’s shoes while not thinking about yourself.
Do one decision marketing – most people have a million things that distracts everyone, instead make people only do one decision at the time – whether they want to input their email address or leave, then whether they want to buy something or not… not have a million menus, pictures and bars that people don’t understand.
Try a few things a see how it works – it’s all about conversion, everything else is just a tool to get there.
A lot of people have multi-purpose websites – you can’t have it both ways, but there is an optimal way to do it. Usually people in order to get to know you focus on lower ticket things, and then slowly progress to your most expensive products (there are exceptions.)
Remember to put yourself in their shoes, amplify the message with your marketing design and focus on the outcome that people want.
Federal Reserve Explained- The History& Future of Money
As people settled, they needed something in order to exchange. They came across on certain things that they kept and didn’t throw away (lasted long time)- these things had intrinsic value (universal media of exchange; gold, silver, salt…)
These things were easily transportable and everyone could do something with them- eat with salt, jewelery with gold…
Gold lasted the longest time, was the most scarce and beautiful.
In England they started to give away certificates of debt which were easier to transport than gold.
People thought it would be smart to give away those certificates (loans) to people and make an interest, and it wasn’t likely that everyone will come back for money at the same time- bank doesn’t have all the money as well.
If the person could not pay back, the golds man would take over their property.
Bankers are always insecure- they are lying that they have all the money, but they don’t!
If everyone would want to get their gold back, he would get out of business- he doesn’t have all that gold.
The government would allow it, because the whole country would have one currency- same certificates.
King would get money to buy ships and fight any wars he wanted, and these banks were secure; everyone needed to store their gold into these banks, because they had the currency that was needed to buy anything in the whole country.
The state has no money of their own- they can print it from these banks.
Government can make money with taxes and by printing it- they are the law, so they can do it- by printing money and giving it to government, these banks buy bonds from government.
The Ultimate Business Mastery System
Session 1- Quick Start: How to Get Maximum Results out of this Program
What makes a difference in quality of people’s lives?
Business is two things: Innovation and marketing.
Don’t take these programs for granted- give it consistent time and commit. People payed 65.000 $ for this system.
Pretend you’re live in the program- don’t sit passively.
Take 2 weeks of total immersion.
The little changes can make giant results in a month, 6 months, a year from now…
Exercise: What do you want to get out of this program?
I want to learn how to run a business and a ton of useful techniques and actions that I can implement right away to start my own business that will be incredibly successful within the next 10 years.
80% of mastering anything comes down to your psychology- what drives you.
Session 2.1- Discipline 1- Invincible Leadership- The Secret to Explosive Growth
Give more value to costumers than anyone. Leadership is more important than the product. Companies change with individuals that create more value. Change in beliefs, psychology.
My entire focus is getting breakthroughs. Repetition is the key.
Number one salesman listened to Tony for 12 times in the same seminar.
People that got results took notes like crazy, did every exercise and use their body.
What changes, transformations and shifts would you like to see in your business?
I need to know what sells.
I need to find positive people that will help me.
I need to be confident in taking action.
What new skills would you like to master?
Making ads better, so I get the most views and costumers.
Persuading better, so that I close everybody that’s closeable.
Having the character that attracts amazing people in my life.
What challenges do you have in the business?
Not sticking to it.
Not acting quickly enough and testing things out- reading information.
What goals would you like to achive?
I would like to get to 20.000 until the end of this year.
Why do you want to make these changes?
Because I hate seeing my family being poor and unhappy, and I want to create wealth for myself as well.
If you made these changes in your business, what would it mean?
I would be confident and trust myself more, because I made something happen, and I would also be confident that I can take care of myself and not rely on anyone.
What would it be worth to you (physically, emotionally and financially)?
I would walk better and feel better about myself, eat the things that I want and have the life that I want.
Changes in my business that I need:
1) Figure out how to make a bid/ buy on ebay
2) Figure out how the shipping works- what does it cost to send something to other countries
3) Finding how to make money with bets at the lowest risk possible.
Session 2.2- Discipline 1- Invincible Leadership- The secret to explosive growth
Take leadership from leaders that have been on top forever.
Note everything- I will need some things when I’m at another level.
How can I make an impact? How can I turn my vision to reality, sustain and grow it?
What influences me, influences everything I do and control. Manage myself first!
If state changes, decision change- if you feel fear or greed…
State (moment to moment) and Blueprint (long- term)
Decision making is power!
The 3 decisions we make every moment:
1. What should I focus on? Focus on what I can control. At different stages you need to change your focus (from more sales to being profitable) Leaders make decisions that others don’t have guts to do. If you can’t sell your business, you don’t have a business, you have a job- needs your attention, meets only your needs. You will feel what you focus on- state changes.
2. What does this mean? Is this the end (of economy, business) or the beginning? Treat people at the end of a relationship like it’s a beginning of a relationship and it won’t end. Love costumers the most.
3. What should I do?
80% of business is why to, 20% is how to.
What’s the worst decision that I made? What did I learn from it?
Not sticking to the system and collecting cold streaks, but not collecting winning streaks and trusting wrong people. I learned that I need to find true experts, follow them and do what they do, to get the same results.
What’s the best decision that I made? What did I learn from it?
Searching for the best products and people. I found people that I can follow to get the results that I want, as long as I stick with it.
Decision making shapes destiny.
Being a practical psychologist is very important- most people choose the wrong people and that’s why something collapses.
Every problem is a gift, don’t wish for less problems. You get value from them.
If the costumer doesn’t care, it’s not added value.
Leaders with every decision add value or take it. Great leaders make profit while adding value. Leaders solve problems and maximize resources.
What is a small decision that you can make right now that will change your business?
Start researching what sell and how to buy it from other countries.
What is a tough decision that will make a sizable improvement in your business?
Limit entertaining time, work and study more.
What will you do to act on these decisions?
Study one course/ week with total immersion and start to buy things online.
How will they change your business?
I will find better prices and offers to make some profit.
Uncertainty and doubt stop me- don’t let it.
The Training Effect- a person of mastery understands the training effect and starts to immerse himself and get more training. Get quitters off your life.
Your greatest nightmare is someone else greatest dream.
The majority of people that achieve are stressed out. They don’t like problems, they just like achievements.
Expect the problem to come (master) It’s a part of your process, you know it will happen and you’re not stressed out. Look for other masters that have already achieved that level.
Success leaves clues. Model it (don’t go to overweight doctor).
Child always wins the game- the knew the road ahead.
Knowing the road ahead: Anticipation (expect and overcome obstacle), Maximizing resources (there’s always a way)
“Effective leaders know that resources are never the problem- it’s always a matter of resourcefulness.”
People will always tell you why they failed at something (not enough time, bad market, not knowing the right people, not having the technology…)
The ultimate resource is resourcefulness- you have it, but you need to unleash (human emotion.)
It doesn’t matter what you want, if you are resourceful, you will get resources.
Only I set limitations.
Session 3.1- Discipline 2- The only 3 Ways to Grow your Business
Reasons come first, answers come second. Do the homework!
Overwhelming- after a while it’s automatic
Link small chunks of to do list together.
3 Ways to Grow a Business
1) Increase the number of clients
2) Increase the average transaction value
3) Increase the frequency of repurchase- get more residual value out of each costumers
The results are exponential!
When you fall in love with your product you’re screwed. No matter how good it is, it will get out of date. Your business is not this product, you can make thousands of products, your business is creativity, meeting client’s needs, creating value…
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