SHIFT Your Money FREQUENCY From Lack To ABUNDANCE & ATTRACT WEALTH (This Will FREE You!) Dan Martell

before we jump into this episode I want you to leave a comment below and share with me what is blocking you the most from creating the money and the wealth that you want in your life comment below that right now because this interview is going to blow you away all about money mindset and becoming the person you want to be to earn the money that you want also big announcement Summit of greatness is happening very soon make sure to click the link below in the description to get your tickets to see David Goggins Dr Joe

despenza and many more individuals check it out and let's enjoy this interview if you became the person who could become rich when you say what should they do first it's they got to focus on the abundances all around them cuz your frequency your energy is what you frequently see Dan Martel Dan is the author of The Wall Street Journal bestselling book buback your time has taken the World by storm Dan has founded scaled and successfully exited three technology companies I'm D Martell I don't think we create success we attract success why is it people that

seem to work extremely hard don't make that much money cuz they're not working on the right things they're working hard on the work they're not working hard on themselves when I think wealth I think time and just the freedom and when we think about value of the time it's not how much you get paid for your hour it's what do you think you're worth so what I learned a long time ago is nobody's going to get paid a penny more than they think they're worth what's negative beliefs that keeps people broke the rich people are

evil I think a lot of people that think well if I was rich I would just hang out on a beach and do nothing drink my ties the reason why you'll never be rich is cuz how does someone identify what their current money story is from their past and then how do you rewrite your money story to create more abundance versus scarcity so good was a great question I've never told anybody [Music] this welcome back everyone at the school of greatness very excited about our guest we have the inspiring Dan Martell in the house my

man dude good to see you brother man we have we have known each other for 15 years uh we're here in my home studio in Los Angeles in the basement I'm still trying to figure out what this is going to be called the the basement of greatness the downstairs Studio downstairs Studio you know just trying to upgrade our life in the downstairs Studio no let's see I think greatness something sounds better greatness basem greatness um something something we're not there yeah well we'll figure it out it'll come to us yeah but uh I've seen you

evolve over the last 15 years as an entrepreneur as a a leader as a father as a husband and transform in so many different ways and a lot of people know you for the Sass stuff that you do yeah but your newest book which is all about buying back your time has really helped people rethink what it means to be a human being in life and how not just towards entrepreneurship or as a freelancer or in business but also anyone in a career how they can reimagine their life to optimize their life with time yeah

and the first thing I want to dive into because you coach and work with a lot of nine figureure entrepreneurs and my community I think people that are coming to this are really going to want to understand about the three principles of Building Wealth first before we get into time so I'm curious with all the people you coach and work with what are the three keys that they all have in order to build wealth sustainably and exponentially what would you say those three things are yeah I mean the first thing I'd say is most entrepreneurs

unfortunately because they've never been taught different end up building companies they grow to hate think about that it's not the economy that takes a business down or an entrepreneur It's usually the fact that they wake up one day and they look around and they hit what I call the pain line which is essentially they have opportunity to grow but the more they grow the more pain they're going to feel so and what is the thing they're they have the most paining around is it their team is it their customers the clients is it the industry

they inalar it's the calendar it's their schedule yeah and it's it's it's maybe the way they hired where they don't have the right people or the thing they're selling is too complicated and the more they do the more their calendar explodes so imagine you get an email where you could double Your Capacity double your revenue and you can't take that business on because that would mean more pain in your life and you're already trying to get more time for the weekends for your kids or whatever it is I mean it's tough you're exhausted you're you're

burnt out and it's not the dream that you were sold you sold yourself a vision of a future where the bigger this gets the more time you're going to have and the more freedom and and unfortunately if you're not taught to do it properly that's what ends up happening that's what happened to me the three things that I would say that people who've created wealth and when I think wealth I think of like time and just like the the freedom is first off is they understand the value of their time so and and when we

think about value of the time it's not how much you get paid for your hour it's what do you think you're worth because what I learned a long time ago is nobody's going to get paid a penny more than they think they're worth so if you don't so wait what's the difference between how much you get paid per hour versus how much you're worth I think there's one that materializes in the minute how much did somebody just pay me for what I just offered and there's what do you think you're worth what's your value well

some people might say well I'm worth $1,000 an hour yeah but they're not getting paid that no and you could is that delusional to think oh I'm worth this but if the Market's not willing to pay it are you worth it dude such a good question here's why it's a great question is because there has to be a belief you're worth more than what you're currently getting paid so you make better trades see if you think you're worth a thousand but you're only getting paid a hundred then you're going to start thinking about your time

differently where you'll say no to things that don't even look remotely close to a 200 maybe a $300 an hour opportunity or you might decide to spend some money see most people spend time to save money I encourage them to spend money to save time yes this is kind of how I grew up you know this is what people it's like you know we're cutting coupons we're going to Discount we're going waiting in line for an hour to like save money whatever it might be it's like you wait or you spend time to try to

save money but why is that the wrong way to look at it because if we're talking about creating wealth the only ways we can create wealth is by making that hour worth more and this is what's interesting is is so the first part is worthiness but the second part is increasing your value so if you think you're worth a th but you're only charging a 100 or people aren't willing to pay you more than that then you can say well how can I become more valuable for me the three areas I always look at is

the character traits that I have right like you're not valuable if you're not somebody that can deliver on the commitments you've made right and so then are you worthy if you're not valuable exactly so I think that you have to start with the belief you're worthy but then you got to back it up by action and and by creating value what developing skills character yeah so it's character traits first off right like just being somebody that shows up that that honors their word right be impeccable with your language um second would be skills like what

what skill do you currently have that's creating value and is there a way to upgrade that skill right Marketing sales Etc and then the third part I think is um belief systems right so what are what are the belief systems that keep people bankrupt or broke I I always look at two things whatever the let's say the goal is becoming rich uhuh there's two parts of this there's the negative there's this limiting beliefs you have about yourself about being rich and then there's the negative beliefs you have about the achievement so both of those are

in the mind so think about like limiting beliefs is like well I can't do this I've never done this before and I know the person has those belief if I hear the language you and you know what I'm talking about there it's language like could should it'd be nice right one yeah yeah yeah that language has the expectation of failure built into it so so that's the the the limitation beliefs and then on the other side of the coin of the outcome is the negative belief so what's negative beliefs that keeps people broke rich people

are evil there's no chance you're going to wake up to try to be rich if you believe rich people are evil or rich people don't pay taxes or rich people took advantage of somebody or rich people are unhappy because if you believe rich people are evil you don't want to become that belief of evil if I held a knife to your throat and said step forward you'll be like well I don't want to step forward because I'll hurt myself it's like yeah so you'll never push for the goal if you think the outcome is negative

so until we work through those beliefs I seen That's What I Call self-sabotage M the biggest work I do with entrepreneurs is understanding what are the unconscious beliefs they have that are literally self-sabotaging their progress to winning what are the beliefs that most people have around money that are holding them back then is it that money's bad or people with money or takers or what is it yeah I think it's it's anything negative so I mean I know I had money beliefs around I used to I had this crazy belief that everybody had to go

bankrupt that everyone had to want to be successful really it was this weird belief that I I I read Donald Trump's book and I read a bunch of other people's books and and when you look at the history they all talk about like you know if you're really trying you're taking risk and at some point you'll probably go bankrupt so get used to it so like well if I have that belief how hard am I going to push to try to be successful if I've got a young family and I'm trying not to create pain

in their life yes so that one kept me playing small for a long time W yeah the other belief is you know what will other people in my family say I have money oh my gosh do you ever feel guilty about the money you have I I felt so guilty Lou you've know me for a long time I didn't tell anybody I had money I was quiet about it I didn't allow myself to buy anything nice until I was 30 I made my first million at 27 multi-millionaire at 28 and it wasn't until it was

36 I allowed myself to buy a McLaren dude it's so funny what's so funny say CU I still don't really buy myself anything I mean I bought a nice home yeah you bought a beautiful I'm buying like you know I'm not buying things to like show off that I have money though like I don't showcase my home I'm not like taking photos of it and posting it online I'm like look at me uh my friend got me a Rolex for my 40th birthday last year I think I've worn it like seven times because part of

me is still kind of like should I be wearing this talk to me about that you know it's well part of it is not my style you know I don't like you know part of it it's like I just wear the same black thing just like you're wear exactly so that's part of it the another part of it is you know I don't want to reject money coming my way by by not wearing it but it's also like how are people going to are they going to judge me are they going to want more from

me are they going to be thinking I should be doing more it's just like do you also do I want to attract some type of judgment that is unnecessary I don't know it's like it's kind of a lot of that well and that is it so you said a few things that I just want to kind of pull up to the surface is one of them is I'm worried if they expect me to do more a lot of people don't want to call their shot or live a bigger life because then that becomes the new

floor they got to live into so that's a fascinating one it's like well I don't want to create wealth because then I have to maintain that and if I lose then people will visually publicly see me rise and fall yeah that holds a lot of people back I'm not afraid of the rise and fall cuz i' being the bottom but it's the it's the yes 100% and and um like for me it was what would my family say like oh you're too cool for us now why did you get that kind of car I remember

dude I got the car especially Canadian you guys it was the only McLaren in the province I lived in and it used to have to go to Montreal to get serviced and I remember the first time I had it for almost two weeks I didn't want anybody to know it was in the garage I was I was I wasn't even sure how it was going to like ex like be with it that was really weird and I remember the first time I wanted to go to the gym and drive it with my wife we went

and worked out every day you know Renee and she wouldn't come with me she took her car why she didn't want to have to deal with what people were going to say interesting so it's fascinating that like when people just kind of try on these these ideas like what would it mean to say even a lot of my clients I say can you say I am Ultra Rich they can't say it nope why not I mean they everybody's got a personal story but what is that mean why does saying the word Ultra Rich scare you

frustrate you J like your the Judgment what is it what is what does it mean to you it's just words what do most Ultra rich people say around why they can't own that they're uber wealthy by speaking about it I think there's a part of it that is if I acknowledge it then I'm different than other people and they don't want anybody to think that they think they're better really yeah I mean I'm that way man I don't want anybody to think that because I drive a certain car or fly around in my jet that

I think I'm better than you cuz that's and you're the same way like we don't right I don't the reason I don't wear watches CU I don't like it to get in the way I appreciate beautiful things and design yes but yeah I'm definitely when I first got the McLaren I was worried that people would treat me different and guess what they did they do they look at you differently dud it was awesome I mean I showed up I went and did a talk at a rehab center I'll tell you why so I pull up

to go I do a lot of work with troubled youth and every kid immediately the the like they want to know what I have to say whereas before I'd show up in whatever car and then they'd be like who is this guy isn't that fascinating so you know perception is reality but yeah people do treat you different and sometimes if you are comfortable with it you can use that to FasTrack conversations and if you're not okay with it then it can be a source of a lot of pain and I think that's that's the mindset

who are the wealthiest people that you know that you respect based on how they live their life and what are the things that they do that you respect them most about them yeah I'm GNA say Gary Vee for sure I I just interviewed him yesterday yeah I mean Gary's what are the characteristics about the wealthy like Gary that you respect that he uses his money to create and to help other people and I and I would and I would aspire to always be that and that's what it is and I think that if you truly

it's like when people say well I don't need to be rich and I'm like cool why don't you become rich and then if you want to do good with it then you can like why wouldn't you accumulate the resources if you think somebody else the government this other entrepreneur this CEO isn't going to do right by having that money go get it and once you got it decide what you want to do with it right that's the way I think about it so when I watch Gary you know create his Empire and then reinvest it

into content and helping other people and running these big events and building companies to inspire entrepreneurship and help and really like help other people around them become wealthy I mean we've seen Gary over the years make concessions for his career for other people I mean dude even the fact that he helped build his dad's wine shop like no like most people don't know this he built it to 60 million he owned none of it yeah and was paying himself maybe 100K a year dude I don't pay my CEOs 100K a year if they're generating 60

million a year right right dude that's not how the math Works sure so um he inspires me just the way he shows up I think uh you know Alex and Laya heroi friends of ours like they they do the same thing they're they're very much like how do I use this to create more how do I buy back my time like because I really think it's about an experience and a leverage thing like wealth should be an opportunity to live a full a more fully developed life right like I think the word empire subtitle in

my book I believe an Empire is a life of unlimited creation you never have to retire from and I think everybody should want to Aspire to do that interesting just be a Creator that's why I talk a lot about artists and creators in the book this the book's really meant for people that are starting off because I don't want them to get the wrong head space for what it means to be successful and I try to teach them how to Value their time the math behind it the value of it the worthiness and then allow

yourself to if you have a desire to drive a Supercar don't tame it if you have a desire to own a jet don't tame it there's nothing wrong with that live in a beautiful home I think the number one thing you could ever do for somebody else is Inspire them to live a bigger life and you don't inspire people by playing small and to add to that though what is the difference between inspiring people and showing off it's the intent think about it money is an amplifier that's it it's not good or bad it's like

a fork a fork can be used to hurt somebody it could be used to nourish somebody it's a tool that's it so some people buy the Rolex because they're trying to fill a hole that says I'm not enough maybe this will make me feel worthy of that affection other people get it because they understand the history and from a engineering point of you and a story maybe if their grandfather had one they want to wear it as a reminder of that or and it could be like this is the cool part is that it's not

necessarily the thing it's the story behind the thing uhuh isn't that fun like that's why I help people kind of rewrite their money stories because then if we if we say okay like I had a client he was worth like you know 50 million and he could could bring himself to he had he had a car he wanted to get I think it was um it wasn't it was like the the new Corvette okay the C8 brand new rear engine Corvette and he and he couldn't bring himself okay guy's worth 50 million car is like

hundred and some thousand and I said why is that and his mindset was always about well if I do that then I'm taken away from something else I could help somebody with and I said cool I totally honor that I appreciate it I said but what if you got the car to help Inspire other kids that were just like you mhm M and I could see the light bulb and he goes oh I said so talk to me about what just you just I saw the math click he go and he goes well if I

got the car then I could use it for charity rallies and I could do it I could go to schools and I could like go to car shows and I go now we're talking see if you have a thing a house and you don't host people there right you have a a company but you don't allow the resources to be leveraged by your team to do good you have money but you just try to hoard it and keep it in one spot and not not use it to create experiences for yourself that's that's where I

think people get prisoner of money here and here's the thing and I got this from one of my friends I really like the way he framed it he said it doesn't matter how much money you have 100,000 or 100 million he said if money is the primary decision you make a decision you're a prisoner said money needs to be a consideration but it can't be the primary reason why you do something why you you create make something start a business it has to be a consideration has to be you can't just say I want to

do this but I may make no money you have to be thinking about the money as well how much do you think about the money versus the impact when you're making a decision exactly how much how much how much should you the impact should be at least 50% uhuh I think the money should almost be let's not be wasteful but I think we should listen to our heart and say that's what I feel called to do if you feel called to you know Charter a boat and invite all your friends on it to create a

magical experience you know I think that is a beautiful thing and and economically it might make no sense you know calling my dad and sharing with him some of my travel stuff I'm doing he for sure would go wasteful makes no sense why would you do that but again different mindset right he had a belief that money didn't grow on trees and there was a limited Supply I have a belief that to the level I'm creative and resourceful it's unlimited let's go but that's true because you've experienced it yes right to the degree that I

can create opportunities for people or feel a certain way then all of a sudden I attract it into my life then I need to show up and always that's why the desire to help other people should be at least 50% of every decision because it's actually a better way to live you mentioned money Story how does someone identify what their current money story is from their past and and then how do you rewrite your money story to create more abundance versus scarcity so good that's a great question so what I do with people is I

ask them to sit down and say as it pertains to money being rich and let's call it like being rich what are all the negative beliefs that you have around that language and really sit with that for 15 minutes don't move on it well and I and I've had people say the the craziest things and crazy to me but maybe obvious to a lot of people listening the first I remember one time they said uh that rich people don't pay taxes that's fascinating and I paid a lot of taxes I'm like I know how much

I right I I and I want to pay taxes the more taxes I pay it means that I've obviously created more wealth like I have no problem paying ta I don't want to pay one penny more than a half to but I have no have zero problem and it's funny how that belief well what is that why does that matter to you well I don't want to make I want to give a penny more to the government I have to interesting so you have an anger issue against your government that's stopping you from being wealthy

because you don't want to pay more so you don't want to make more because you don't want to give more dude it's so fascinating right when people literally say like well I don't want more because I might make you know if I'm wealthy or Rich my sister might be upset with me talk to me about that well last time I got a raise and I told her all of a sudden she didn't talk to me for three weeks because she thought I was better than her that's interesting let's talk about that so I always go

to three questions when this stuff comes up is number one is it true so first off write off all the beliefs have Bel on your money story y then for each one of them the first question is it true what if they believe it's true well is it really true is the followup is it true comma is it really true is there a scenario where that's not true and for most people if I say is it really true they're like well no it's not really true it's like cool let's start there second question is what

would need to be true for that not to be true because that's another great question it's like well I don't want to pay taxes like perfect so what if you had a tax expert that specialized in making sure that you didn't pay a penny more to the government you had to would that solve the problem cool because again it's it's not about overcoming that they don't believe it anymore it's resolving the belief so if I then found a firm that I knew would help me not pay the government one penny more then I could push

harder right because again people don't want to grow if they have a negative belief of achievement so once we resolve that then we move it forward now the third question is how old is that belief how long have you been thinking about it or how old are you when you came up with when did that start you know what I'm talking about seven I was 10 I was nine I saw you know I saw my dad you know upset and he made a comment and that stuck with me or my dad my dad used to

say that it's it's fascinating he used to always say to me that um it's not what you make it's what you spend okay which is good advice on the surface it's not what you make it's what you spend so you could make a million dollar a year but if you spend a million in one then you're no worse off than somebody that didn't make any money but what I took that and internalize it for my 20s and my 20s for when I started in business was every dollar I was an expense was I was taking

it away from me so think about the concept of buying back your time my belief if I spent a dollar then I was taking away profit so I tried to do as much as I could to save save dude I was like I was making like you know hundreds of thousands a year and instead of investing in the business I was constraining it I was choking it from its potential because I wouldn't in I wouldn't let a dollar go if it wasn't absolutely necessary and the challenges if you understand business is that it requires an

investment and what happens if you make good Investments you get a return on that investment and if you get really good in business then the more Investments you make like when I ask somebody like how much do you pay for a customer well I pay $10 a customer how much ises that customer worth to you $100 how quick do you get that $100 within the first month how many $10 bills do you want to trade for a $100 bill right so what's your marketing budget but originally they'll say well my budget's 10,000 a month I

go no it's unlimited to the degree that you get that $100 bill for every 10 that you put in it took me six years of being in business and and and choking the potential of the business till I flip the mindset of oh no it's not what you make it's not what you keep is literally what's the return on the growth because the real value in a lot of businesses yes it's the profit but even more importantly it's what's the business worth to somebody else because to the degree that and this is what I talk

about in the book to the degree that I can build a business that doesn't need me to grow and that it has predictable Revenue predictable profits those two equations equals how much it's worth to somebody else and for and that's what happened to me at 28 when my company got bought my first company I sold that was when even before that that one that the one that really set me up to then do a bunch of other stuff but that's when I learned that yes you can't be not profitable but at the same time don't

constrain the business from its potential growth because if you can build a business that doesn't require you to run and it's predictable profit then it's going to be incredibly valuable to somebody else or for someone like you where the business requires some of you to grow your personality your likeness your knowledge your wisdom your content creation all of it might be how do you justify that when it's a personality driven or expertise driven there's a lot of creators who are watching a lot of Sol entrepreneurs it's my favorite question that are they're the experts they're

the face and they feel like they need more of them in order to grow here here's the way I would think about it is we got to reframe the problem we're trying to solve because I think the problem you know I call them puzzles not problems but the puzzle is what what is true about the business so do you need to be the person that creates yes but what parts of it so I have this framework I teach in the book called The 10810 rule the 10810 r i saw Steve Jobs do this Gary ve

do this and honestly most massive creators at scale Jimmy Donaldson Mr Beast talks about this is they'll be involved in the first 10% the ideation the creative and then they'll hand it off to a team that executes and then at the very end they'll come back for the integration so what I do and what a lot of people do is resolve to be the talent and by Design in my company where I am the talent that is my role I have a general manager that runs that company so I don't do one-on ones I don't

do strategic planning I don't manage Finance I don't you know what I mean with the whole team you're just talent I am literally Talent when I wake up the team says I need this from you this from you this for you I negotiate and and then I try to figure out like do you really need me to do that part negotiate your time 100% And then also like hey we've got revenue can you spend some invest some to go get 80% of this project done that I'm not going to do so for example a lot

of the creative projects we have like writers that help us with it that come with the ideation that go research all the videos I might have done and they present the solutions right so it's really about just looking at your calendar and saying okay I want to be the person on camera that's the thing I can't until Ai and maybe neuralink or whatever gets good enough I'm doing that but anything that isn't that I'm not doing it so so create a forcing function a decision to say I'm the talent team you guys want to grow

the revenue try to come up with ideas that don't require more of my time right so that's the puzzle that's big that's the question ask but then you got to figure out how to hire the right people and people you know all that stuff that's the business stuff that's that's challenging yeah no and that's why I talk about in the book test first hiring method like what's that so the test first hiring method is the idea that you know I got this from sethco Oden you know a long time ago you know Clay bear he

introduced me to Seth I'm in New York and we go to his favorite ice cream place that was when I was doing clarity.fm and I was just so excited to meet the legend marketer Seth Goden and um we're talking about Clarity which is a Marketplace for entrepreneurs to get paid over the phone and that was cool it was like kind of LinkedIn had a call button but in our conversation with Seth we were talking about people and talent because we had just raised a bunch of capital and we're hiring and he goes yeah I have

a rule I just I can't work with you until I work with you and I said what what does that mean and and he was just like he was ready to move on I was like I can't move on what what does that mean and he essentially says before I work with anybody I do a project with them and I'm like I don't do that and that was a big aha I said tell me more and he tells me about the whole process so over the years I've I've developed kind of a three-part way of

how I hire and the first part is people have to submit a video answering questions that are very clear and they have to figure out how they upload the video to give me the video and why do I do that well first off I want to make sure they can read the instructions and they can shoot a video and talk to a camera which is really important from a communication point of view and they can technically they're advanc because I mean we're we're doing distributed teams I don't have time to teach you how to use

Google Docs right right so can you record a video and upload it and get a link and then put it in the submission for the application so that's step one step two we do a Profile assessment so a lot of people hire folks and they're like man this person just isn't like the lights aren't on you know you're talking to them it's like what's going on did you hear what I said turns out you can test for a lot of this cognitive intelligence yeah yeah so we have a Profile assessment that not only does it

do their kind of the cognitive side it also does just the their their default behaviors see I think their personality style too dude it's all that because the best hire is somebody that selfishly has a desire to be better at the thing you hir them for m my favorite question is to H ask somebody in 5 years we can't be working together you wake up and you're living your dream life what does that look like and they explain to you exactly what they want to do is what you need them to become in your company

game on right so that's step two step three is the test project here's what's different about the way I do test project a lot of people like oh yeah we do test projects no we simulate so whatever the role they're going to do is what they do for the test project so I just hired a CEO to run one of my companies his test project amongst the four other candidates was to create a 90-day plan because that's the first you know what I mean so whatever they're going to do when they start working for you

yes is 100% what the project should be and that's why it's called the test first hiring method so before somebody ever gets to the end the other rule I have is I always have to have three really good candidates which it sounds like a lot of work and it is but the chances of you not hiring somebody that can hit the ground running and add a lot of value to your business is very it's it's limited what happens when you hire fast and you don't have three potential candidates to make a decision from it happens

sometimes especially if it's like a key role A specialized role I mean we we'll look for it and just manage the expectations the big thing that we do that's quite different is we document everything so if the person comes in and they don't pan out at least we have a process so we're not left hanging sure but it's never usually a good and it also think about what it communicates to the person that you're hiring right if they go through this process they're thinking to themselves I'm joining a killer team right so like a lot

of times really senior director level above highes we're making they're so impressed with their process that they almost want to come work for us as they're going through it because they're thinking if I had to go through this imagine the other people I get to work with yeah you know so I think that's the the business part is is always interesting because yes you have to figure out how to be the talent but then it's always about the people I think we build the people the people build the business exactly so our job and I

call it teach not tell so this is a very you're going to love this so when I have people that work for me I don't tell them what to do if I see something they're doing wrong I write it down I create a training I teach it and now I have a standard so essentially when I'm coaching people and they say you know my team's not figuring it out or they're too slow or I don't feel like the Risk Takers I I hear it all I go cool make a list what's on your list and

they're like well uh they don't they don't they don't collaborate in meetings or they don't take notes in meetings or they're they're slow on email replies or whatever it is make a list all of them 13 14 complaints about their team I said cool now show me where you've done a training on how those things should be done right well I don't right right that's the problem right or maybe they said well I told him one time or twice but they do you not tell you have to show them teach you have to teach you

need to show me where there's a video that if I watch that video and I follow what you told me are the five ways that I need to collaborate in a meeting that when I show up in a meeting and I don't do it you pull out that video and say hey you remember this video you watched let's talk about the way you showed up in that last meeting right and see what's cool about that is just so simple is great leaders and you know this look at the people they've led to the degree those

people have developed and grown that says you know if you look at any organization that's performing I will show you a world class leader it's impossible for you boy scouts you know organization businesses media companies if you if you point to this company's doing awesome I will introduce you to a world class leader and that leader is really good at developing people wow that's great that's the skill set how important is creating bulletproof processes for your teams in order to grow in scale if you have an issue on your team you have two options it's

either a people problem or a process problem so I default to assuming positive intent I call it API assume positive intent if there's a mistake I assume somebody wasn't properly trained mhm so I always go to the process is broken it's the process so I always ask before I get upset I go can you show me the process that led you to create this outcome and sometimes they'll be like well I don't have one it's missing so I don't get upset at the person and then if they have it I look at it and there

might be a step missing that causes the issue cool let's add it together we'll just be like can you add that step see right there enter boom boom boom it's done then now I have something I can hold them accountable to but I think as a default people especially entrepreneurs we're kind of crazy CEOs are crazy in case they didn't know that like I'm very self-aware um I always want to go to the process but once the proc that's why but once the process in place and then there's a breakdown continually then they're not following

a process Y and then it's their decision if they want to not step up to the standards right I think people at the end of the day if you don't have a process a system they'll fall to the level of your systems so you need to train them they have to exist and then that's how you build a company that doesn't require you to run and and people some people are like well I don't ever want to sell this company cool I would still encourage you to build it in a way that you could sell

it because a company that could be sold is a great company to own right and that's how we go there less breakdowns and you can hire more people and put them into the process and and think about just what's fun in life like my whole philosophy is I want to wake up every day and go back to back awesome stuff yes fixing a problem that keeps happening is not fun not fun hence why a lot of people build companies that grow to hate it's the way they built it yes so as soon as you get

to a place where you resolve a problem and that's why I teach the framework the camcorder method in the book this is how we create processes in my life is when a problem happens I solve it I never want to have to revisit that and then every time it's new problems like most entrepreneurs I know you're this way leis it's I'm addicted to my expansion I don't want to revisit something I've already overcome yes and having new team members sometimes it was like I got to teach him again and here's what's crazy is whenever you

feel that way is why you might not want to grow the business because if I grew it it would probably that person wouldn't be able to grow with me right so I'd have to let them go which means I have to hire somebody new which means I got to train them so that's a lot of people because they don't have those systems in place they actually will stunt their growth wow isn't that fascinating it's really cool like when you sit down with an entrepreneur that's got a business and you're like okay where are the opportunities

and like I can't do that because of this it's like let's talk about that thing that person yeah so when someone start to develop their and get to be aware of their money story and they start to identify their story is that true is that really true and they go through these steps would you say that when they're clear on their money story they then have a money personality or identity I think it definitely is identity identity yeah and we've all heard you know one of my coaches Ed myet talks about this a lot right

the whole idea that you know whatever our identity is around our wealth our love our relationships it's like a thermostat right if this room has got a thermostat set at 80 and it gets hot the cooling is going to kick in it's going to cool us down if it gets cool the heater is going to kick in it's going to heat it up and everybody has an identity around money and especially worth and you know some people it's fascinating to watch they can just go look at their bank account usually it oscillates the floor and

the high right and some people it's overdraft is cool and it is like no problem other people if they don't have 5,000 in their bank account and savings they freak out so what's interesting from a working through the beliefs is trying to figure out how do I make the old high the new low how does someone break through then you got to do the belief work you have to understand what beliefs you have about breaking through cuz if the low happened if you looked in your bank account or you stepped on a scale you step

on a scale and you thought it was going to read a number and it read 20 pounds heavier you're going to make a completely different set of decisions that day right about what you have for breakfast do you go to the gym of course you're going to the gym you're like what am I 20 pounds heavier I didn't know that was going to be there so what happens is you need to trick yourself into making the old high the new low and act as if it was the best way to fix your identity is get

around other people yes we know this I mean the environment it doesn't matter how motivated or how much positive motivation you have about being warm if you're sitting inside a commercial freezer you're going to be cold eventually you're going to get cold yeah you're going to be cold so it's like how about we move you out of the freezer into a warm room and all of a sudden that warm room is your peer group right and I always say if you're the if you're the big dog in your city you might want to look around

right if you're the smartest person on your street find another Street yes so what would you say is the process then from shifting out of a belief system of scarcity or lack around money into abundance and prosperity would it be around the story first then shifting your environment around people you're with so that your identity starts to shift how do we shift our identity to become wealthier minded and wealthier materially yeah it's beautiful question I love it because often times I'll talk about the chocolate and the broccoli uhhuh you know people you you sometimes you

have to communicate the chocolate because that's what people really want but what they need is the broccoli so the chocolate for a lot of people is Success it's Rich it's money it's accolades it's recognition it's it's all that and what is the and point put a note on that what is the thing that people usually want is it they want Financial Freedom is they want um status they want options what is it people really want when they think around wanting more money I think it's I think the word that comes to most entrepreneurs asking this

question and I do I run big events and I say okay why do we start the business one word write it down go it's freedom freedom it's freedom freedom means the ability to do what you want with who you want any time you want which is a is interesting because it's a bit of a fallacy right I can actually your work ethic is a byproduct of your gratitude think about that I think a lot of people that think well if I was rich I would just hang out on a beach and do nothing drink my

ties the reason why you'll never be rich is because that's all you would do with that resource if you became the person who could become rich you would have a different character trait that would you would not be like I don't want to waste my day yeah I've done this for 14 days in a row how many more days am I going to just hang out on a beach and do nothing get bored so it's fascinating that some people that are broke have a belief about what they would do when they're rich and it's the

reason they'll never be rich because that energy will never bring that to them right so when you say what should they do first it's they got to focus on the abundances all around them so start paying attention to abundance around you it's it's you can wake up and you can decide that the world has scarcity and negativity and lack and you will find evidence of that or you wake up and you decide that the world is abundant and there's positivity and there is so much opportunity around me and my job is to just keep my

eyes open for the rest of the day and not let yeah cuz your frequency your energy is what you frequently see I want people to hear that your frequency my energy is what I frequently see you know and that was I was excited my boys came in here I wanted them to meet you because you're one of those people where I'm like Lewis is such a good and positive like you need to feel that energy so it's I'm never surprised when I meet somebody that's successful that's positive because of course they are cuz look at

the way they they look at life so I think the first thing any person no matter where they're at doesn't matter how much money they have or have nothing they can decide hey in the last hour did I focus on opportunity did I focus on gratitude did I focus on abundance or was I complaining was I seeing the the downside of my situation like one question I asked myself a dozen times a day leis I've never told anybody this anytime I feel any lack and it happens all the time or frustration you know I meant

to be somewhere on time I'm running late or you know uh my driver something happened I always go to this question how can I appreciate even more God's grace and guidance in this moment that's cool any anytime it's like a cleanser I I could be sitting here and I'd be like oh man I wish I would have had something to drink before I started or whatever and i' just be like how can in my mind I just asked myself how can I appreciate even more God's grace and guidance in this moment and immediately see how

it just changes the scanning of the the world all of a sudden I'm like oh I'm warm yeah that's cool or hey I'm here with my buddy that's cool I'm healthy I'm healthy oh my gosh I'm breathing clean air that's cool I have I have resources I have friends I have Rich relationship I just got back from vacation like there's as soon as you and that's why I think questions are probably one of the most powerful tools we have because if you ask a more powerful question you'll live a more powerful life and that is

my that is my question it's my primary question that I use to try to reset it so it's not about like go get another skill or character trait or change your belief it's really about like can you decide right now to see opportunity all around you it's there yes it's right there you mentioned frequency how important is it for us to shift the frequency of our thoughts and our emotions in order to draw in more financial opportunities and is money attracted to a certain type of frequency if so what is that frequency it is I

think the number is like 433 Hertz or something like I think I saw it time like the money frequency is 433 Hertz I don't know I do know this in my kids's uh playroom in our house there's a chart and it's and it's essentially a spiral energy chart and there's a downward spiral and an upward spiral so the feelings on the downward spiral are all the things you would assume you know anger frustration um sadness or whatever the upward spiral is things like gratitude and joy and laughter so when we think of our frequency attracting

because I don't think we create success we attract success and and Jim ran says this often right we attract success by becoming an attractive character so so an attractive identity yes be I mean this is I hope I hope people can resonate with this people want to do business with people they like that are positive that make problems puzzles not an issue easier and often times it's not even do you have the skill to solve the problem is when you work on a problem are you joyal are you kind are you funny about it do

you take yourself seriously or do you just do you crack a joke from time to time because that's what people want I want to be around people that make life lighter not make them harder for me so I think that energy that's why I tell the kids cuz check this out if you woke up today and you don't feel proud of where you're at I can guarantee there was a day back in your past six months ago six years ago doesn't matter when where you went from an upward spiral to a downward spiral in that

one day that one decision it was little where you got upset at somebody when you knew you you knew better you didn't apologize you should have been quicker to apologize something happened to you you assumed that they were trying to be malicious you should assumed a positive intent and you started downward spiral isn't that interesting like if you wake up and you're 20 PBS overweight there was a day where you ate a little bit more than you should have and you didn't go to the gym it's never like the one day it's the multiple days

that's why for me that upward spiral downward spiral in the energy and that frequency it's something I've been teaching my kids since they they could understand language wow oh yeah it's CU again it's who you are attracts things into your world the world isn't as it is it's as you are but how come then you know people watching and listening might say that sounds great Dan and I understand that but why are there so many wealthy or rich people who are nasty and are mean and treat people poorly how do they have money still because

money is not um and Tony Robbins talks about this he said there's a science of success and then there's the art of fulfillment so there is a science of being successful just like there's a science for being healthy and if you go into a caloric deficit and you do hypertrophy training you will be ripped if you sell something for way more than it costs you to make and you can scale it up Tada you're rich rich the art of fulfillment is completely different uhuh and that's the that's the world we live in but we're talking

about frequencies also like personality and frequency and identity and beliefs and attitude which I believe also when someone when I'm at a restaurant on and someone is like just got the most positive attitude who's waiting on us I'm like I want to over tip right I want to give more because I appreciate and I value positive energy so I value that but uh there's a lot of wealthy people also who are mean and angry short exactly and all those things and just like you know the least amount of tip or whatever it might be um

and so how do they get away with it or how do they succeed in spite of a lower energy frequency in some way yeah it's it's such a great question because I'm not saying you can't be successful or rich without it uhuh it's just then you don't have the Fulfillment right right you can be that but then you don't have good relationships and you might be sick let's talk about what they have that the people that are looking to create and have impact and have more fulfillment should consider it's the worthiness see that person that

uses what I call dark energy to create and I use it D in my early 20s proving all those people that I'm going I'm going it's going beable that they were wrong like that was a very like kind of diesel it drives you it D it was powerful it's got a lot of torque problem is it also it eats at you it's dirty it feels hard and I think that's why you see a lot of billionaires want to be Buddhists but you don't see any Buddhists who want to be billionaires because they got the Fulfillment

they don't need the money to feel good they don't realize that I could have felt good good the whole time yeah that's a beautiful place to come from right and so what I would encourage people that want to be more um full of positive energy and be successful to consider is just know that you're worthy of it because it doesn't matter how great of and we all know these people they're so kind they're so giving but almost to a fault right they create opportunities for people all the time but they don't feel worthy of getting

a piece of it or being participating or collaborating around it wow so they lack yeah I have a friend that mutual friend that I know he's given to me for 15 years and I continuously ask him every year when can I help you and he's just like ah it's all good man I don't want to bug you wow dude that's not cool like for real man like I really want you know and and now I'm like kind of upset it's like hey man like you think my help ain't good you know what I mean like

what's going on so I I do think some people can be financially successful but when it comes to the art fulfillment that that takes a different process so I want to get back to this process from identifying your money story and then realizing that's your money identity and personality once you've created identified that story and once you've realized okay this is my identity this is my personality and this is how I make decisions dayto day or this is how when money comes in my bank account I feel something I either feel excited I feel anxious

I feel avoidance I have this attachment style to money yeah how do we break free of an attachment style to money that is harming us so that it when money comes and goes it flows it feels good as opposed to anxious avoidant or stressed emotions because growing up I had a lot of anxiety around money same yeah and now when money comes to me I say thank you I appreciate it I don't care if it's a penny or $100,000 that comes in the bank I'm like thank you and I learned this from my friend Ken

Honda he said when money comes to you ask it where it wants to go he said where do you want to go do you want to go towards food do you want to go towards rent do you want to go towards giving it to people for free do you want to go towards investing in something where do you want it to go and I like that philosophy of like just paying attention of where you wanted to go what else would you say that we should be considering around when money enters our account or comes in

our hands what should we think and what should we do with the next steps yeah you you kind of touched on it I think that one belief I would encourage people to consider that would help with the receiving is the belief that you're a steward of it oh okay some people can't receive money that well right it's hard for them to let someone pay for them for a meal or to take money not only that they they stress themselves out if I put a million dollars in a lot of people's bank accounts they'd be be

worried that somebody's going to rob them tomorrow they'd be worried that they're going to mess it up and the government's going to say you now it's $2 million like they there's so much angst around receiving and one of the big ideas that I is that a worthiness conversation is that a a value conversation why is there anst around receiving I think it's a a fear of not knowing right because it's new a lot of people you know I call them factor of 10 problems most people start with $10 problems and those are those are meaningful

back then right cell phone bills a little extra and you're like whoa and you're calling up and you're spending three hours trying to get that $10 back yeah and then and then we go to $100 problems right and then thousand problems and if you think about the mindset to the degree that we can become comfortable with bigger quality problems I remember Oprah one time she was being sued by m the Mad Cow people because it's something she said on the show for a billion dollars and somebody interviewed her and said Oprah like how do you

sleep at night you're being sued for your whole life's work your whole net worth and she said I'm just grateful to be the kind of person that could be sued for a billion dollars wow huh she got really comfortable with receiving and being so I think that the first idea is to understand that we it's not ours that m is not ours it's nothing's ours I mean I love that you bought a new house man when I leave it's not mine it will and there could be exactly so if if we actually just get into

the heads space that everything we've created in our life there's a lot of iner in like it's not permanent then all of a sudden like you said it's where does it want to go how do we want to use to shape it how do we use it to help other people right we're stewards of it if you see other people that are rich and you're upset that evil people you're like they're rich then go be rich take take take that resource and deploy it the way you want so I think the way I look at

it is um money coming into my life is a byproduct of the value that I created right so if I want to have a bigger impact I want to do more good I want to create more even as an artist in the book I talk about Andy Warhol and how he created the factory and he had he had teams of people supporting his art he decided I'm going to use this resource to do more and I think that when you correlate that and I think that's why tithing for a lot of religion is really important

like I follow the same process and I believe you do as well like when you get money and you know that that money is going to help people for example my buddy Mark he came to my house one day and he's like dude I have I have money mindset problems I just can't charge you know $5,000 for what I do we're sitting in my sun room I said interesting I knew he's a person of faith and I said what I think he was charging two and he knew he should be charging five cuz everybody else

charged five he just felt felt guilty about it I said well what if you knew that every dollar you made 10% of your income went to your church dude I saw his whole body meaning shifted yeah he lit up I want to charge 10 right of course you do right because he aligned his desire to serve right and I just thought that was just a beautiful way to to think about what beliefs I have around money now it doesn't solve it it doesn't fix the skill problem you got to become more skill and more valuable

but it helps you receive because you know that as I receive it's not mine anyways I don't have to protect it I don't have to worry about losing it and it's now a resource that I get to use to then go create other things I want to see in the world and ideally hopefully it's to help people when someone hoardes their money what are they saying they're saying to the universe that it's fixed that I won't get anymore and I better protect it wow and typically those people cannot live a fulfilled life Wow yeah how

much should we I mean we live in a material world and there's there could be challenges in the future so how much money should we be putting aside of the money we're bringing in for paying our bills and expenses in the future and making sure that we're not dayto day this is this is the stats because I always I'm a data numbers guy if you look at the worst case scenario we we kind of went through it with the the global pandemic um it may be a year at most most Financial experts will say you

should have six months of overhead expenses set aside available liquid that way if you ever had to restructure your business or you got laid off or whatever happened you could weather that storm because it takes that's about it you know and some experts will say in the business side it's about three months of operating expenses six months some say a year I think that's a lot but let's say worst case everything else above that is really about okay what's the allocation do you want to invest for the future do you want to set budgets aside

for creating experiences and I don't know if there's a right or wrong answer because I think depending on the situation how old somebody is they might want to you know I know I love the the book die with zero I think you've had the author on yeah super cool book because the philosophy of actually designing The Leverage because he talks about the go- go years the slowo years and the no-o years right so like if I have money especially if you have kids there's two concepts from the book that I thought were phenomenal one is

if you want to bless your children bless them when they're younger when like for example I called my as soon as I read the book I called my dad I said Dad do you have any desire to leave money to my sister and he goes yes I said you should give it to her now why it'll have way more value to her now when the kids are teenagers in regards to the life decision she can make and experiences than when she's 60 think about it an extra 100 Grand or whatever the number is at 27

years old will have a completely different impact on your life than at 57 years old and unfortunately a lot of parents that want to gift their children they wait till the end of their life and they don't do it and and he talks about it that you want to do this when they're around the perfect ages like 27 28 so that was one big idea the other one is you know people and the memory dividend of it right like you get to experience it and you get to have those memories for the rest of your

life and you're alive yes what a crazy idea exactly like you can actually see it in their eyes like oh my gosh and you see the impact it had not after you're not here anymore right and the other one was um that when you whatever age you want to say you retire I'm not a big fan of retirement but um that there's the go- go years right you know 50 to 60 or 65 and then there's the slowo years so a lot of and then there's the noo years the noo years are like 75 plus

you're not moving much no so most people don't realize that the amount of money they save for retirement you can buy insurance in case you're worried that it's going to run out so that protects you on the upside that you live to 100 but you're not doing a whole lot of backcountry skiing you're not traveling yeah yeah for most people every once Cru or something yeah I'm like wow you're 82 on the back mountains but I just think that um a lot of people worry about accumulating for again it's it's it's anything to extremities it

goes back to if the primary reason you're making this decision is only for money then that's where you feel a prisoner of your money and it doesn't matter if you have 10 bucks in your pockets or 100 it's a big idea I I know a lot of really wealthy people and they are prisoners of their wealth really yes that unfortunately is the norm what will make someone a prisoner of their wealth if every time they make a decision it's they're always thinking about what it cost it's not what it's cost it's what it's worth so

what does it break that down how should we be thinking about it cost versus worth I mean think about okay I could go on this trip and it would cost me $10,000 they're think man that's a lot of money it's a lot of money but the experience of bringing your children especially if they're like 17 18 you don't have a lot of like most people don't realize this it's so imper like the life is I think that if everybody just got really comfortable about how they're not going to be here forever and that this time

like dude today I don't get today back I I plan my life in fiveyear increments I think it's enough time to do something meaningful not too little time to be wasteful and I feel like if every every year I sit down I reset for another five years and I try to figure out like okay so we do for example we just got finished doing a vacation with 18 of my siblings and are my my my nieces and nephews that's a trip that my brother and I finance for the whole family we do it on ski

hill all yeah one house 18 of us side of a mountain yeah we do it once every two years and and it is the best so cost-wise big number big worth dude take everything take the McLaren you know what I mean like take the jet I don't that's not important to me wow that one week together is like if you asked somebody they had two weeks to live yeah and you couldn't tell anybody else what would you do at your time sure they would get on in a one house with their family members pour into

them to the degree they could wow and then the last day they'd have to say goodbye yeah you're not taking anything with you nothing it goes back into the pool wow you played the game of life and you put all the chips in and at the end of it it's somebody else that just it's crazy right everybody gets a b and I think that if people use that perception or perspective in making decisions especially money decisions they would they would live a richer life this is why I love RIT seti's work around living a rich

life because he's not about you know scrimping and saving your way to wealth right he's about like hey let's set it up automate it so that your mind doesn't even become part of it let's take care of like where things should go and then now let's talk about how do you increase your value yes so that you have more to then live a life we were talking earlier about like you know travel and expenses one of the ways I had to overcome this is put money aside that had to be spent for trips really yeah

because if not then like man that's a $20,000 trip dude this is the problem every time I was making it I through a money business class or just this or should I go to this Hotel you're like uh yeah should I to that should I take that 20 grand and put it into my business exactly look what I could do with this money yeah so because 10 laptops with this lot of St I always think about iPhones I'm always like there like five iPhones I can you know that's so awesome but I I thought that

was a good way for me when I remember somebody talking about this like set the budget aside yes because then you can you have to spend it and if you don't spend it you lose it next year right and then it what does it do it forces you to prioritize wow if I know I've got 20 grand a year for trips whatever the number is and I'm not looking at the cost of a thing I'm looking at the worth and then I'm prioritizing because if I don't use it I lose you're scheduling the dates for

it you're doing all that yeah you're making it a priority you know when people say like my family's important to me and my Health's important to me I go show me your calendar right show me where you're investing your time for your health bank account and calendar yeah it does not lie W and people that say that important to them and they haven't they don't have dat night in there they don't have family trips they don't have investments in their relationship like seminars where they can do together they don't have any money spent on it

do you know like the entrepreneurs that will spend 50 Grand to hire a consultant to come in to help them with their marketing but won't spend $500 on buying a book or a course for their marriage wow that's unfortunate but that's the norm yes right because again what do you think you're worth yeah what is the biggest money problem you have today such a great question you know what's funny man is I don't think I take advantage of the biggest opportunity in front of me what do you take advantage of instead smaller safe I know

and I'm a guy that buys a company a month and I what's the biggest opportunity in front of you that you don't know that's my biggest worry I I when I think of where the like because I don't think about money I about value creation it's the same thing for me so when I when you say money I just rewrite value creation when you say what's the biggest value creation block or thing stopping you I think I bet there's something I don't see that is bigger than what I'm doing that I don't want to see

because it would mean having to renegotiate some things like what just my time and my commitment and my My Success whatever that it is but essentially for me to go for something bigger that's scarier that's unknown that's usually the thing and it could be it potentially could be just doing more of what I'm doing now but giving it even more resources um that is the that's probably the thing that I think about the most wow yeah yeah I love the power of questions and I love that question of what's a opportunity that is right in

front of you that you're not taking advantage of that's a beautiful question and that's kind of the one I kind of keep thinking it's like is it this is it this um on the money side I would say in the last few months that I've gotten world class at but it was really bugging me is I had so many open Loops what do you mean dude I had and still have in certain cases 26 credit cards oh I have three banks that I deal with and spreadsheets of accounts just the complexity of my my business

Empire yeah yeah I've got uh travel points like we're talking millions of points I'm a hoarder when it comes to points dude I just so some you got the jet you want some I'll send them to you but it so funny cuz the other day I was like and I have different Reward Points programs right because I I I remember I decided one day I was like I want status on everything so I like did the whole credit card thing I don't know if you've heard of this it's a thing but it added complexity and

so here's here's what I know about going forward you can't move forward until you clean up the past think about that isn't that true in relationships also it's in everything and when I think of I remember I sat down opened up a Google doc and I just wrote down I think I called it like money cleanup and it was just like a list of all these loose ends I knew you were there it's so funny you're saying this right now because in the last two months I have cleaned up so many energy I guess open

Loops in relationships and I've been and it takes a lot of Courage because you have to use your voice you have to speak up you have to take actions you have to disrupt situations and relationships and things are going to shift and move and so I've been using my voice in every different relationship that I have when there's something I feel like that just just feels off to me whereas I used to just say I'm going to be the nice guy I'm going to take the high road I'm going to you know not ruffle any

feathers but now I'm just like there's too much energy that's seeping everywhere that I need to reclaim yeah it's almost like the holes in the dam you had to go like plug them yes right cuz you it was all that energy on the backside the dam was leaking and the more I do it the more powerful I feel and it's not doing it in a in a mean aggressive way it's being conscious is being considerate it's being you know communicating with kindness I guess but being firm in your communication and what you need or the

boundary you're creating or closing a loop and I think it's interesting you're doing that with kind of all these credit cards and points and things just things that are out there just these things are just out there and you're haven't and they're just open Loops that need to be right the a friend of mine said it once recently it's so good it's hard to do your homework until you clean a room you know it's like he he said he goes I bet all the potential in your business is on the UN other side of unexpressed

conversations oh man I was like dude isn't that fascinating that the the conversations you've been avoiding is where your potential sits I feel that literally Gary said this yesterday on the interview with with him he's like I've got 2,000 employees and my biggest flaw is my lack of candidness like directness yeah he's like I'm very candid and honest with my audience he's like I can say whatever I need to but when someone's been with me for a year or three years and I really like them and I know about their family and their life but

they're drastically underperforming I haven't been able to be candid and say Here's the action plan you need and or you can't be here anymore you know so he's like I've carried people on my back by doing more speaking by doing these things cuz I don't want to be candid with them and I was like man isn't that interesting but he was like if I just was candid more frequently and have those uncomfortable conversations they would either step up or they would move on and then somebody better would come in exactly up his time and we

would grow and expand right and I was just like man it it's so challenging need that Challen yeah it's interesting because I I like that damn metaphor as you shared that cuz when you said the more I do it the more I plug the holes the more powerful I become yes think about it the more energy cuz the water Builder now boom it's up yeah and it's I mean that's the you know energy will flow where attention goes and if you've got those people taking your attention just like little thoughts throughout the day ah this

is frustrating me or little resentment that's why people don't sleep well I know when I say when they're like when clients of mine are not sleeping well it's very simple have a journal write it out yeah because if not you think that that process is going to resolve itself you just have to write it out okay I did um have you um heard about the 12-hour walk what's his name that did that he has it's called the 12-h hour walk challenge forget the guy's name but um amazing Explorer he's just like a world class Explorer

he wrote a book so I decid it's it just it's literally you wake up and you decide to walk for 12 hours holy cow so I was like I do Iron Man's like I can do this yeah that's hard though I did not realiz how hard it is it was the most it it was like doing it was like between a half and a full distance ironment it was legit and I started it I did it January 1st and I started in the morning and it was 6 6:00 am. because 12 hours I wanted to

be finished by dinner and I went walking and luckily somebody gave me some advice on how to have the best experience because some people have had horrible experience so do some research but like for example somebody suggested have a series of questions that you that you meditate cuz you're walking by yourself there's no devices there's nothing it's just you and yourself oh no zero so one of the questions was um a quote it wasn't even a question it was a quote Joseph Campbell quote that said the cave you fear to enter holds the secret or

the the key of the secret you're looking for the treasure you've been looking for all those so I'm walking in the woods leis and I'm screaming it's just me what's the cave I'm willing to look at it just I just tell me what it is and as I had my journal I had something to write in and I would just get these these what you just said open conversations things that have been just left unsaid and I remember this like one of them it wasn't even a big deal it was just a a group that

I was in that I didn't want to do anymore dude I just had to call him up dude and I told him he goes man I didn't even know you were still in it oh my gosh man dude that was one of the things I did last week I removed myself from a group and you think it's like the biggest thing and they're like I can't believe you stayed and and so like I just thought that that question of the cave you fear to enter holds the treasure that you seek and if you're willing to

go in D there was some crazy stuff I was like oh no I can't do that I must do that I like that was my to-do list when I come back but that 12-h hour walk I thought was one of the most fascinating experiences I mean talk about therapy wow right just you and physically oh my gosh seized up was all ambitious I'm going for a steak after this i d I fell in the parking lot like I got out of the car meet my buddy d i just oh got out I just fell to

the ground I was like anybody see that no okay cool let's get to the bar I gotta I gotta sit down wow man yeah but it was it was I think like meditating against questions of like again just open Loops man right into the because what what are you telling yourself it's and in many ways it's helping you build that worthiness yes because if you ask yourself why have you not had it it's like well just don't want to create issues or disruptions or friction or it's like well why well I'd rather take it myself

I'd rather be maybe the Martyr you know what I mean it's interesting because I love Gary's stuff I think Gary He's the compliment to me because I am to direct sometimes and that that's literally I went from yeah being the person who was too quick to hire too quick to give feedback to now when I I hear Gary and he is a world-class operator that I don't think people give him enough credit employees it's it's it's it's even the way he operates people don't understand like his philosophy as continuity is is a competitive Advantage he's

like and again it's funny because it's it's a double edge sword he's like I keep people around so I have a competitive Advantage but I don't I'm not quick to upgrade the talent so it means I deal with the downside of that yes but all things said and done there's no other leader that I can point to that I feel truly care about the people he cares about the things they care about that's leadership you need to care about the people you care about things that they care about yes he does that at a world

class level yeah and I think he's got a photographic memory I mean I've never seen anything like it he remembers when he met you how he met you the conversation he had with you 10 years ago where you were he was telling me this in the thousand of people a year dud it's amazing yeah so he's got to have a photographic memory we we met 2009 and he goes I remember exactly where we were we were in World Market and St Louis and this and that and then I went in your car I drove him

somewhere we were like connected on Twitter and I was like how do you remember world marketting I can't remember where I was last week I know it's crazy man it's a it's a gift yeah we all have our talents um speaking of talents and what people lack what do you think is the the the three habits that keep people [Music] poor oh there's so many the first habit that keeps people because we talked about a lack of worthiness we talking about talents I've got the habits okay the first habit that keeps people poor is blame

it's not being accountable for their life so many people love to stay in victim blame mode as opposed to responsibility feels so good dude how I would love to say there it's like being on a beach in the sun like how good would that feel when nothing that I'm experiencing that's negative is my fault that's awesome that feels great like I get it it's just it'll keep you poor right step one is understanding you are 100% accountable for your life and nobody's coming to save you if if you don't believe that then you will you

will never create yes so I think that's the first habit is just that negative belief around blaming other people the other one is the the habit of not investing in their skills right the the habit of and and it can come from I don't feel I'm worthy but it's really simple because it's not about working hard I know a lot of people that work hard that really strugg to make make ends mean and I know other people that on the surface you look at them they go they hardly work and they are wealthy AF right

why why is it people that seem to work some people that work extremely hard don't make that much money because they're not working on the right things they're they're working hard on the work they're not working hard on themselves oh what do they need to be working harder on in order to break through to the next financial level they got to find out what does the market value uhuh right what is your boss value if you've never talked to your boss or never talked to your customers and say Here's what I'm doing for you today

what could I do that you would find more valuable that I should consider learning how to do yes that conversation has then you're you're missing the boat because the world rewards people that creates value like there's a reason why there's hedge funds managers making a billion dollars a year crazy some people hear that and they go that's that's uh that's not fair okay he made a billion but he made a hundred billion for people right that's value do you know how to do that like I don't know how to do that and if I did

I think that's pretty awesome so again it's that's the extreme there's people at that level but if you're making $50 an hour 25 bucks an hour you got to ask yourself what's the next level of value that I can create so that belief that the habit of not feeding their mind I mean leis there's people that are in troubling situations that don't even read books like I don't know about you man but I the answers are out there I am shaped by books I've read, 1600 continue to read every day why because for $30 six

hours of my time maybe it takes me a month maybe it takes me a week depending on how much I'm reading I can learn a person's perspective on a topic that took them 25 years yeah and I'm look and when I read I'm looking for one nugget that's going to add value to my life to make me more valuable and if I can do that then the market will reward that okay so one of my mentors said he goes don't read this is a big this is this might shift everybody's perspective don't read for yourself

read for your customers what does that mean it means acquire knowledge to be helpful to other people see most people when they start reading they're like okay I need to be more yeah it's all for themselves money management productivity time management no no no what business are you in you're in uh solar cool go read the custo like read the books that your customer should be reading right about Home Maintenance whatever it is and then that way your value Val to them you're differentiated amongst all your peers to that customer so that was like when

my mentor Tim said that to me I was like oh I I had a different lens on even just reading and investing myself the third habit I would say is they don't understand money it's really just the they they don't have the knowledge about what money bad habits uh right they're wasteful uhuh they don't spend it's it's it's it's literally that habit of like show me your bank account and I'll show you your money beliefs yeah like like what people don't realize is the environment definitely is a reflection of your beliefs your bank account is

environment your body's an environment your house is environment the city you live in environment it's the country you live in these are all containers what you eat all these things yeah all of it and it it says something about the words you use is your environment like the language yeah people don't audit themselves so I think that that's a big part of it is the the the money people say I'm good at math saying it can we add a comma yet to this keep saying it you're going to believe it yeah and I think that's

why language matters so I think those are the three things is just make sure that you focus on them and then wow that's good you'll overcome them what is the I mean we haven't really talked about buying back time but I'm curious about but have we we have yeah but I'm curious about um if people can get one thing from your book buy back your time what is the main thing we need to understand about how to do this why we need to do this and is there a simple framework that we should think about

when it comes with time and money yeah 100% And it's it's in chapter three it's called the buyback Loop and it's kind of the core framework the the the unique part about this book the perspective is that we don't hire people to grow our business we hire people to buy back our time because if we do the second we get the first but if we do the first we definitely don't get the second interesting think about it how many times are you like I got to hire six people and all of a sudden I don't

have any time to do what I was supposed to do right so it's really about how we look at the what I call the the sequences and the steps what's the right step so the buyback Loop states that whenever you feel pain in your life okay and this you don't even have to be an entrepreneur you can be just a person working on a team first off you do a time and energy audit and that's a two we review of your calendar really yes cuz dude this is what's crazy what does that look like is

there a process in there yeah it's in there yeah it uh chapter 3 is the buyback Loop and the time and energy audit yeah there it is that's the buyback Loop okay so I teach the whole like calendar review and you highlight things but here's the the philosophy is right off the bat there's probably things that really um suck your energy that would cost very little to have somebody else to do like even in your home like have a cleaner come in and clean for you hire somebody do meal prep we have meal prep even

though we have somebody in our home we still so like there's all these relatively lowcost things and it frees up your energy so it's not even about being more productive in time it's being able to go from thing to thing to thing with things that light you up so time isn't created the same I don't know about you lisis but when I was in math class and I looked up at the clock it took forever forever man school it was like the hour class felt like three hours it was exhausting go to math class clock

clock rings for you for me or sorry our class subject for oh yeah gy was the only thing so so take that one you go to gym the bell rings and all of a sudden an hour is 17 minutes and you're like oh I don't want to leave yet so time is not created equal in the sense that the energy that we feel within that time matter so in the the time and energy audit we look at what we're doing with our time and what things would cost very little to pay somebody else to do

that that we don't want to do and then we go to the next step which is transfer so audit's the first one transfer The Next Step once we transfer that stuff the right way right transfer what the task how do you people about someone else doing it yes so I teach the camcorder method and I teach the uh the process for documenting things and and how to do what I call transformational leadership the Corder method is you filming something everything record yeah whatever it might be dude on your phone you can actually pull down your

control panel and add screen and voice recording most of my transfers are how so it's in your control panel scroll down yeah so I have it right here it's this button right here yeah see does that record audio though dude there that button right there oh shoot Next Level records on the screen on the screen so I'll hit start recording like that and then I'll pull up the app and I'll and show someone step by step and it's getting your and I just talk I say I'm going to take the next 26 minutes I'm going

to walk you through how I process my inbox and I go through it or how I think about scheduling My Flights or how I want you to uh maintain main my my road bike or whatever the thing is and then when I'm done I hit save right I hit stop and then I upload it to a shared iCloud folder it synchronizes in the background sends them a notification and then they create theop they create the process that's the key why because then I can see based on what they created if they watched the video and

did they get what I was saying and if you taught it well yes and then if they didn't I can either train them up or I can add some stuff to the process so that's how we transfer so audit for time and energy transfer to other people and then fill ATF what's Phil Phil is the most beautiful part Phil is what we've been talking about whole fill your time with Phil is literally what we've been talking from the beginning that's why I was loving that we were having this conversation Phil is who do I need

to become to be able to deal with bigger problems ah what do I need to learn what value do I need to create how do with skills it's literally don't wish the world is easier as Jim Ron says wish that you were better yes who do I need to become to go from $10 problems to $100 problems th000 I want billion dollar problems leis I want you to have billion dollar problems dude and they shouldn't be daunting at that level no cuz you've developed yourselves like it's funny one day I called my brother I was

hiking and we were talking he goes how's things I said things are incredible and I'm a little worried I goes why is that I go it's not normal like usually at my scale there's always a thing like a meaningful puzzle I got to deal with and he goes well what's going on in your life I said well there's this this this and he he laughs he goes dude last year those things would be big things he goes have you ever considered that maybe you've just evolved where those are now little things MH I was like

oh snap that's that's what happens is over time the problems puzzles challenges are still there Evol yeah yeah oh they just don't they don't resonate the first time somebody quits on you on your team it's like somebody you know gut you in the heart yeah and then it happens you're like okay and then it happens 100 time the hund time you're like I didn't even L like no losing sleep it's just yeah they quit or the the whatever so I think that's what happens is so the fill part for me is the ladder of success

and I think of it through you know skills how do I become more valuable beliefs what are the World Views the money beliefs I have and then what are the character traits that I need to develop right the mental fortitude toughness consistency productivity like there's there's character traits and that's how we evolve to become better and anytime we feel the pain line and we're we need to scale we go audit transfer fill the coolest part about this framework leis is it works with our team so you ever have a team member come to you and

they say I feel overwhelmed yeah give them the book yeah do the process and by the time they go through it they'll be like I'm good okay I could see where I was spending time on stuff I should I didn't need to be yeah yeah or things I said yes to I needed to say no to or I need to renegotiate timelines or I just felt overwhelmed because I didn't have Clarity most people feel overwhelm because they don't have clear Direction this gives them the road map and the process to overcome it and then that's

where we spiral up that's why it's the buyback Loop wow yeah speaking of Team you know a lot of people struggle with meetings and I've heard you talk about meetings are a waste of time big waste of why do you think do you think people should have meetings with their teams if so how should those look like or should we eliminate meetings alog together I think for most people if the meeting isn't a scheduled reoccurring meeting then it's usually a byproduct of poor communication and Leadership mhm so I can almost correlate the amount of meetings

a company has to their performance as a team and the more meetings is bad wow yeah because if you have a good process for example to review the strategy decide communicate it to the team review it on a courtly basis in a Cadence have the measurements in place right the goals the metrics all this yep I have the Mission Vision Values I've got my my metrics I've got my project management like to the degree you have that built in MH then the meetings are not really needed they're there if you have to collaborate which is

fine new project communicate something hey I need this thing ideation phase when I talk about the 10810 rule for sure you need a meeting to do the ideation but it's not in response to lack or response to something went wrong and I think for a lot of people their default tool they have one tool in their chest and it's a meeting and again meetings for me are an indication of poor leadership my my whole philosophy on leadership you do weekly meeting like check-in meetings or like scheduled meetings I mean like with the team though or

how yeah so there's different levels at the at the bottom level let's let's pretend I was the CEO I have I don't believe anybody should have more than five to seven direct reports and those five to seven people are the people you've decided that if I want anything more to happen in my business I must work through them MH it's a big idea so so a lot of people they they're like I want to do this I want to do that it's not can you do it leis does your team have the bandwidth to do

it it's called management bandwidth so I can only have five to seven so when Gary is like hey I have a hard time letting people go if he created that constraint I I bet it would create a forcing function for him to go like but I want to go do this other thing but I don't have the person so it's you don't want to add more because what happens is people get overwhelmed when they have 15 20 people according to them yes so my rule is 5 to 7 I work through those people those I

have weekly one-on ones so anytime I see anything where it's like I I saw an email and something happened I want to give you feedback I just write it in a Google doc so I have a notes your name and I just write it down my weekly meeting I sit down and we have a format and I just review it with you yeah yeah that's where we do you are doing weekly meetings with certain people yeah yeah your direct reports but that's it and then and then if you lead a department you'll have a weekly

meeting to review that Department's progress got it right and if there's a project that you're involved in from an ideation point you might be in that project sure sure but what I encourage people to do is get the planning done at the beginning of the year for the year and ideally you have a 10-year Focus then you do quarterly kind of iterations wow and then everything's measured I mean the the big difference about how I lead is again I don't tell people what to do I teach them and then I do what's called transformational leadership

versus transactional leadership so this is this is all the entrepreneurs going to be like no I do that here's here's what that looks like most people do a tell check next Loop tell them what to do check they got done tell them what to do next problem with that is that about 12 employees you hit a ceiling and it hurts yeah because you wake up in the morning you spend your whole day just trying to make sure everybody else is pulling on the rope in the right direction wow what I do instead is a transformational

leadership which is I'm very clear on the outcomes I'm I'm let's say we're going to hike a mountain I'm going to talk about the top going talk about how it's going to feel I'm going to talk about where we're going I'm going to give you a GPS coordinate then I'm going to do a measurement okay so outcome then measure here's how I'm going to measure your progress every day you need to report back how many feet of elevation gain you've made that day or hike in a mountain at the end of the every day each

person reports back how far they've gone yeah how many feet W and that's the feedback loop why because it lets them know if they're making progress they know did I do better today than yesterday cool you have one day like I think most businesses just don't have a measurement for each person on the team yeah so now you're going to report and if there's a huge deficit the Third step is coach see what I find fascinating is the amount of coaches that I work with that have training companies that are that are you know really

good at teaching that don't coach their team wow it's fascinating they'll spend 98% of their time in their calendar with clients zero working on actually developing the skills so the coach framework I teach yeah it's anytime like if somebody made 100 feet elevation 100 feet and then they had two I'd write that down I'd sit down and be like hey I noticed you only did two feet of elevation game what going on well I got off track and ended up down a ravine interesting then I use the 131 rule which is what's the one problem

the three solutions potential Solutions and what's the one recommendation you have not what you want me to give you never I Louis I I heard once a guy said if you want to be rich be lazy if you want to be wealthy being competent my job is to not give people answers to the test wow because I Rob them from the opportunity to learn yes so when I coach them I asked them hey I noticed you only went 2 feet yesterday what do you think happened well I ended up going off the track cool what

are three options of not going off track well I probably could have followed somebody I probably could have bought a map I could have done this I said sounds great those are all good options they're all good which one do you want to do I'm gonna probably buy a map sounds like a good idea yeah yeah so what happens is over time that transformational leadership approach allows you to develop people that's good so that you don't become the bottleneck the reason they call it a bottleneck is because it's at the top yeah again most people

build businesses they grow to hate because they don't know a different way of leading and creating and training so that the bigger they grow the more time it takes My Philosophy is the bigger it gets the more time you get back wow yeah it's I mean it's the funnest thing to show people because once they see it it's like so logical if I'm always hiring people to buy back time out of my calendar it's impossible for me to get to a place where I feel overwhelmed you should have more time every time you hire every

time you hire the the rule is start with the calendar audit it okay here's the bucket of things that's the only people I'm going to hire to buy back that time things that I didn't want to do in the first place that don't make me a lot of money then I transfer it then I fill my calendar with things that make me money I enjoy doing that develop me so that I become more so I W it's kind of awesome that and you've seen me do it for a decade this is literally how I do

it I love it man this is awesome I could ask you a lot more questions around this but I want people to get the book buy back your time get unstuck reclaim your freedom and build your Empire by my man D Martel make sure you guys check this out get a few copies for some friends also this will be a game changer for anyone um and I think again people want to feel free they want to feel light and it's hard to feel free if you're stuck doing too many things you don't want to do

and you're not evolving beyond that and there's always going to be a season or maybe this is a limiting belief but I've been through many seasons of like oh I don't have the skills I've got to go do something that's going to take time and energy at a at a rate that I wish I was making more at to go develop skills until I get to the next level you know I was a truck driver I was mowing lawns I was doing all these different things I was like that's not what I want to be

doing but I've got to keep developing the value within me the skill set filling up my time wherever I can get it to get more skills to then go showcase my value and exchange it for some type of money that I want right so um I think this has been a beautiful conversation I love this concept of kind of knowing your worth but also understanding your value because everyone can say I'm worth this but unless the the market agrees wants that value and is willing to pay for that value you're worth what you're getting I

guess right yeah so there's a difference there um where can we follow and support you the most Instagram is my favorite as you know it's just like I give away every my my plan is to die empty right I want to die give it all away um a lot of people that read the book are always asking about like how to manage your executive assistant so I'll do something for your audience only if they if you guys message me follow me on Instagram message me Lewis I'll send them direct link no optin no nothing to

my Google doc sanitized for my internal standard operating procedure for working with my assistant I think it's like 42 pag ask and to clean it up so just for this audience message me Lewis EA I'll then know and I'll send it to you over on Instagram D Martel on instag Martell D Martell on Instagram and D Martell on YouTube and all platforms and yeah I mean the the the big thing I want people to understand I kind of call them the three Universal truths is I think the biggest way for us to become more values

we talk about worthiness is first off realize that we become what we talk about so people talk about visualization the problem is visualization is that a lot of people visualize Big Dreams they don't tell anybody about so you talk your future into existence that's a big that's a big like for me that's why I've always shared are my goals is my Visions what I'm doing number two is I think that we will receive what we desire for others think about that when we talk about money if you want to be wealthy I know how to

do it go help other people become rich right right if you don't want your boss to become rich you might have a money mindset problem because you will receive what you desire for others and the third one especially as it pertains about worth and the concepts in the book is that the work instills the worth the work instills the worth when I had no selfworth when I was a teenager trying to figure out my way in life all I knew is that if I could just show up and do the work be consistent right because

I think confidence is eaten away when we're not keeping the commitments we make to ourselves in private so the work instills the selfworth yes and you can't think your way to that it's a doing it's proof when I show up and I and and I'm consistent for 45 days 60 days leis when you've done this podcast for so long the work and still is the work like the every week for 11 years those are the three Universal truths I think that if people would consider it would just transform their whole mindset and perspective and weren't

you in jail for a period of time I did man I got and juvie well I know that's what we connected orig with your brother's story yeah I ended up how old are you I was uh 15 the first time 16 the second I don't know I'm laughing but it's not a funny really but um it's crazy dude I'm just curious what is the you know what I love about your story and my brother as well the cool thing my brother went to prison for four and a half years yeah I think when you were

eight right yeah 8 to 12 and the one of the coolest things and the thing that I'm really happy for him is last month after 27 years of him being out he got pardoned by the state of Ohio the governor gave him like a full forgiveness pardon and everything beautiful and it's cool to see that you know we can make CH uh mistakes or go through dark times and still have a life of success and fulfillment if we put in the work if we're willing to reshape our story our identities our actions so I just

want to acknowledge you for the constant Journey you've been on because you know you could have gone down a much darker path twice in in juvie I don't know how long you were there for a few months each time or yeah you could have kept making those decisions based on belief in a story that you were worthless or not good enough or bad or wrong or whatever it was but you have decided continually to upgrade those beliefs and be of service to others so I want to acknowledge you for that my man it's it's beautiful

to watch I wish you lived in La so we can hang out more but now you got your jets you can come down anytime um so I just want to acknowledge you for the service man it's cool to watch you put yourself out there more and share this wisdom with the world in such a way where you understand processes and also uh you can teach it so people can consume it and understand it and make it easier because some of these Concepts can seem daunting to understand and to implement but with your book you give

people the tools the processes Frameworks and the stories on how to take these kind of baby steps and grow Beyond these old beliefs so I acknowledge you for that appreciate you final question for you because you shared my three truths question already my final question true I sorry you just went right into it which is great um what is your definition of greatness such a great question you know I still remember the call when You' bought greatness.com really I do I remember where I was at what did I say I was asking what was new

and you were all excited there was a bunch of stuff I think he just finished doing a big photo shoot with Nick and you said hey dude and I also bought greatness.com and I said I remember thinking oh that's a big dog move that's a big move you know what I mean that was a nobody in our space was doing that kind of stuff and I was just so proud of you I was just like yeah Lou like let's go I remember Noah Kegan got sumo.com yeah before that I think and I was like I

need to do something I need to own like more than my name a word more than just my name which I was like I can't really can only go so far with that and it's limited by me but owning a word is like and did you ever do that dude the book I mean it's awesome like I read your last book and it was I love that book you wrote an Incredible Book thank you um I think greatness is very simple is that are people better after having you around them mhm like are if you

look around the people you spend time with are they better for having you in their life if that's true that's greatness oh man D appreciate you brother oh honor apprciate man as you're climbing the mountain one of three things will happen either you'll get to the top and realize huh okay or you yeah or you'll get knocked off the mountain by either you having some sort of uh crisis or someone close to you having some sort of Health crisis or like trauma or anything like that and then you get into the valley