A MASTERCLASS in business with ALEX HORMOZI & ED MYLETT

no one's effing coming to save you no one's going to make you better at your business no one is going to get you to be a better Persuader of people or framer of people other than you what would you say to someone who's still living in that delusion wake up the thing is it doesn't actually matter if it is your fault but it is your problem you have to solve it cuz no one else will that allows you to actually do something about it if you make a 100 cold calls whether you hate it or

you love it or you're meant for it you make the calls and you practice the script you'll get business you can also get business and make money even if you don't deserve it but the idea that I could still have it anyways and not deserve it if I only did the things that got it was like it was kind of like in the in the weightlifting world that the iron is the iron whether you're black you're white you're a woman 500 lb to 500 lb like the actions that create success are often are kind of

the same way anyone can do the thing and get the result no matter how they feel about themselves and I think that's really freeing the rocky cutscene lasts 2 minutes in the movie but it can Last 5 Years in real life there is no background music there's no audience waiting to cheer for you and you don't know that you're going to beat Apollo Creed so you're in it for 5 years and I think the hard part of Entrepreneurship is the uncertainty that you don't know if it's going to work out but taken to the other

natural extreme if you did know and you were guaranteed that it was going to work it wouldn't be worth it we want a guarantee from a world that doesn't give any and the fact that it doesn't give a guarantee is what makes it worth it to the person who is still you know plugged in and waiting for someone to save them someone will save you but it's you future you the better you the person that you've been waiting to become it's not good it's outstanding it's [Music] truth hey it's Ed myad I just wanted to

thank you for being here and I would ask you to please subscribe to the show if you just click the Subscribe button here I would really appreciate it it helps the show grow so we can get even more successful guests on the program to help you at the same time if you're subscribed you're going to get access to the programs before anybody else in the world gets access to them so if you would click subscribe right here thanks so much welcome back everybody this person sitting across from me he's been on the show before you

guys all went nuts when he was on but I got to tell you he's probably the person whose content I share the most on the planet because I think it's that good um I really really like a lot of people uh in the business space I admire and listen to very few and he has risen up the list for me of the people that I admire and I listen to the most because his content is so good his message is so good because it's based in actual results and actual experience my guest today is Alex

heroi welcome back brother thank you for having me and um such a gracious introduction I just to apologize ahead of time the audience there's there's no way I will live up to that but I'll do my absolute hardest I'll try my hardest he will 15 minutes in he will have exceeded it by the way he's got a new book out called hundred million do leads how to get strangers to want to buy your stuff and uh I think it's the book launch I told you this off camera I've heard the most about ever he had

a few people participate in it how many did you have tell them yeah we had 500,000 people who uh signed up for the event we had just under 200,000 who clicked to join live um the moment we we launched it was uh it was wild it was City and I said to him I said well how'd you do it he go actually I did the stuff in the book yeah give us a couple specifics of what that means I'm going to give a little bit more context and I'll give the the better answer so $100

million offers which is my first book was an offer about making a proposition to somebody that they would say yes to so how to make offers so good people feel stupid saying no and the first question that you need to answer when you're entrepreneur is what do I sell right and so you make an offer and that's why that was the first book and so the offer book itself was what I would consider a meta book as in it both the goal was that I demonstrate the concept while also so with the book while also

teaching about it in the book and so the book itself I I pered it for $1.99 and it came with a course that most people charge $5,000 for and I gave that away for free and did no paid advertising whatsoever and it continues to sell 25,000 30,000 copies a month this month obviously way more than that because the launch and whatnot but uh but it does more every month than it did the month before and it's still top 100 two years later now the next book answers the next question so once you have something to

sell then you're like well who do I sell it to yeah and so you need leads and so that was why the second book is $1 million leads and so leads mean a lot of different things to a lot of different people but most people agree that they're the first thing that you need to have to get new customers and so the thing that creates a lead and when I was trying to go through this book I was like what is a lead and so I had a buddy of mine asked me that question and

I I stumbled for I was like you know a lead and he was like no what's a lead and so I was like you know it's uh it's someone that you you know uh you get name phone number email address and he's like okay um if someone follows you on Instagram and you can message them are they a lead I was like well yeah I guess they would be a lead he's like okay well if I subscribe to YouTube am I a lead then I was like no I I guess I guess not it wouldn't

be because I can't I can't contact you in any way and so we started going through all these things if someone if I knock on someone's door they elad right and so we started going through it and so we come up with a lead is a person you can contact okay now from there you're like well there's a lot of people I can contact which then gave me the conclusion that what people say they want is leads but what they really want are engaged leads which is a person you can contact comma who's shown interested

in the stuff you sell would you call it qualified lead that be the next level okay so yeah if you're looking on the lead cont you've got unengaged lead engaged lead a qualified lead and then yeah and then you go into customer and whatnot and so uh so then the question is how do you go from an unengaged lead to an Engaged lead and that one that one flip just from there to there is the entire book after that point where someone raises their hand and says I'm interested in your stuff that is where the

book ends okay and so I wanted to show people how to get strangers to want to buy their stuff not to buy it because that would be sales but how to want to buy their stuff and so in going through this um we made two four boxes and this took it's awesome 100 iterations looking at it again last night it's awesome it was really hard like as crazy as it sounds because I came into it with a lot of the preconceive I was like what what about earned media what about owned media like I had

all these I had to deconstruct everything into simply you can talk to people one-on-one and you can talk to people one to many and there are people who know who you are before you talk to them and there are people who don't and those the those are the four variables so if you're one to one to friendlies that's a warm reach out if you're one to one to strangers it's a cold reach out if you're one to many to friends it's when you post content it's your audience who knows you and if you're doing one

to many to people who don't know you it's paid ads gosh that's good okay and so those are the only four ways that a person can let other people know about stuff anything at all like if a girl is like I just slept with six guys she's advertising what she did she let people know about it right and so advertising is the process of making known that's how we Define it and so then you're like well if those are the only four things that I can do to let other people know about stuff are those

the only four ways to advertise and so the answer is kind of like yes and no because the other four are what I call lead Getters and so lead Getters are people who let other people know on your behalf yes and so they are where you get the greatest amount of Leverage in advertising because for example if I were to say okay I'm going to hire uh a a recruiter who brings me Affiliates every month and so I hire one person so I do whatever amount of work it takes me to hire one person and

then I go and I sip my Ties on the beach which we know that's not true but just for the example now that person works every hour of every day bringing Affiliates in and then those Affiliates then either they do one of the core four they reach out to their friends they reach out to strangers they post content or they make ads to Their audience to tell them about my stuff okay for money free stuff or both that's the incentive and so that is an example of a lead getter and how one day's work might

create zillions of dollars on the back end by just having having leverage getting more for what I put in and so there are four the first is customers so you do the core going to ask you yeah you do the core four to get a customer now that customer can then do the core for again to get you other customers do you feel that there's a uh priority among others in other words when you were saying it I'm like customer might be the best one oh yeah for sure the reason I would say customer is

more important isn't as much about the customer but about what would make a customer want to refer is typically an exceptional product and so if you have a better product like you can incentivize any affiliate if you put experience right exactly so I'll I'll quickly go through the four lead Getters and then and then I'll I'll explain the whole cycle in in total so you have customers you have Affiliates which I talked about just a second ago which looks like a customer referral but it's a little because it's it's another business who refers their customers

to you you've got um agencies who can do the core for on your behalf they can run as they can post content they can do Outreach all for you because there are agencies who do all those things and then you have employees so like I didn't I don't make my content I have a team of people who make content for me and so you can see how the first four things are the only things a human can do to let other people know about stuff to advertise the other four are the people you get from

advertising who can then do the advertising on your behalf and so the long-winded answer for like how did I get 500,000 people there is that I purposefully took the 24 months leading up to that because once offers launched everything was about lead so I knew that the audience didn't know that but everything that I was doing was knowing that in 24 months I was going to have my next book come out and so I wanted to use every tactic or method in the book to advertise to advertise the book so that's the whole meta concept

the first one is I had to make a meta offer like the book itself is an amazing offer so good people feel stupid in saying no and then 100 million 10000 million leads I wanted to get as many strangers to want to buy my stuff using warm Outreach cold Outreach uh posting content running paid ads getting customer referrals Affiliates agencies and employees launch itself is validation of the book itself yes keep going and so the thing that always grinds my gears and I think what I've I've strived really hard to do uh with the content

that I make Etc is that I always want the proof to be undeniable and so like I I started the presentation for the book launch with this little picture of a book that says how to Market a book and it has 14 reviews on Amazon and whoever wrote this book I hope I I'm not just like just destroying you that's not my goal I blacked out the name I don't know who it is um but I don't need to read the book because I already have evidence that the person doesn't know how to Market maret

a book because if they knew how to Market a book they wouldn't have 14 reviews so like I have real world evidence that the contents of the book are irrelevant and so I wanted to do the exact opposite of that which is if you're going to have a book about advertising it should be advertised better than anything and so that was exactly what I wanted to do was just lean really hard on that and purposefully use only the things that I have in the book and so which was actually kind of fun for me so

like when we when we scripted out the ads I have an ad ad creation framework that I just I just used the framework that I introduced in the book only and with the Affiliates I had the the structure that I set up in the book I used only um like I call talk wh whisper te shout which is kind of like the method that you do to launch anything or at least that I used to launch anything um you know like we used agencies when we didn't have to because I wanted to have an agency

run it so I could talk about that and then obviously the team did all the content and so we used all eight methods to promote the book and then that is what resulted it we had 137,000 people came from Paid ads we had 104,000 people who came from Affiliates we had 27,000 Affiliates sign up to promote the book launch we had we had just under so just sorry just over 200,000 people that came from content um and then we had what am I miss saying and then referrals the rest are referrals do you by the

way everyone hearing this right now it's amazing to me obviously the detail of the book and all of that is one thing the other thing is that how many people all the concepts you just describe to them even if they were at the book launch it's still four of them meaning they still look at business almost like a linear transaction in other words they're this is a simple analogy look here's how I got wealthy I don't play Checkers in business I'm playing chess I've got multiple moves that I'm already making in front of the other

one that set up something else most people are like I just got to get this client and then once I get that I'll breathe out loud and then I'm going to go through this arduous grinding debilitating horrific self-loathing process to get one more right the power of one more that's what myet says and do you agree with that though does it still blow your mind how many people still don't get progressive marketing that stacks on top of one another funnel is a terrible word but there's multiple funnels Happening Here meaning you've got the affiliate funnel

you've got the paid ad funnel if you choose to do it that way you've got your content or client referral funnel yeah but most people in their businesses they're still what you just did is so brilliant there like washing over them still even of the half a million people that were there you and I know this it's they they they're picturing how business Works fundamentally incorrectly would you agree with that I think so and I think part of it is I would so I would say it's more like a like at least from my perspective

like an incomplete picture um so they they see they can usually you can only see as far as like what's in front of you and so if you are barely making rent you know what I mean and you're barely making payroll it's really difficult to think about brand you know what I mean and so it doesn't make it less important though but it's just really hard and so you know for at least the the prescription that I have in the book for advertising is pick one method you can pick warm reach outs you pick cold

reach outs you can pick you can pick making content you can pick uh running paid ads and those are all the things that you can do and I start there because most people reading anything in business are usually the ones doing it for the most part and so we start with the core four that a person can do but of course all four work better together yes now you can just do cold calls and you can you can build a business you can just run PID ads you can you can build a business but if

you do cold calls run ads and have content that people consume when they click your ad they consume some content and then they complete the transaction or they you do a cold call they they take the set call and between the set and the close they go to your profile they read some stuff they watch a video to and they're like oh this guy's legit now if you didn't have that the likelihood that you close them would be way lower but you would attribute the failed close to bad cold calling but you could have given

the assist with brand with content let me ask you a hard question I bet I bet no one's this and if they have cool but I was thinking at your work and it like I was going through all of it last night again and I was thinking okay I want to ask them the tough stuff like the stuff no one's going to ask him an interview I want two entrepreneurs pushing one another to figure this out even together okay so what if the sales cycle of your product is different does that dictate which way you

should go so let me give you an example I'm marketing a book that's a tangible product that can be acquired instantaneously yeah let's switch it let's make it a hard one I'm a realtor yeah I'm in the mortgage business I'm in the Insurance business this sales cycle is a little bit different it's not necessarily A to B bam we've got a client yeah does that change your methodology and let's walk through a real world one I'm a realtor let's use what I think is maybe the hardest one to make the application fit on some Cycles

do you pick a lane all of the lanes and does that matter that the product isn't a consumable can of Coca or a bottle of water but it's a transaction experience that you're going to have to go through in the sales cycle I don't think it would matter at all okay so if we were to just let's fill in the fill in the boxes if we if we will so like if you're a realtor warm Outreach is going to be you reaching out to your friends and family saying do you know anybody who's interested in

buying a house now ideally you probably not start with that because that's what every realtor says so it might be something like hey what's your dream home or something like that and then you can start talking about something more interesting believe me I'm not in the real estate space so hopefully there' be a better hook but that would be the idea cold reach outs is you're you're just dialing numbers that are close to you or cold emailing or you know that is that is cold reach out uh if you're you're making content you're talking about

the houses that you're selling and many Realtors do that um and then you have paid ads which also plenty of Realtors either generate buyer or seller leads that they call and then they can help them sell their house so either they list houses and they show these you know six or seven carousels of cool houses and they get buyers or uh they talk about recent sales and then and use them as case studies for like here's the 17 steps in the process we took this house from the owner thought they could sell for 500 I

sold it for 575 and this was the 60-day process we ran through if that sounds interesting I can walk you what I would do for your house whatever so that would be the core four but a good realtor should also have friends who are an to the industry so it might be uh you know Lawn Care people it might be uh I know there's regulations around loans and kickbacks and things like that but like still cleaners anybody who's does Home Services you can still get referrals from them which would be an affiliate right now customer

referrals is you sell the house and you ask them for friends or before you sell the house you ask them for friends or sometimes they just do it on their own because they actually like you and you did a good job right from an agency perspective you could hire agencies to do any of those things and then if you have more if you're if you're a bigger realtor and you have a team of people then you can use your employees to do any of those things on your behalf and so the core four and the

four lead Getters work independent of whatever business you have because they are simply the only ways that one human can tell other human about stuff it's a fact so let me give you an example I have several homes listed right now just different things I'm doing I'm just thinking through what you just said one of the homes I've listed they literally knocked on my door as a cold call yeah and the fact that they did that they make a lot of money too I was like this is my lady yeah so that's one of them

the other one I have an interior designer yeah referred me the realtor that is now listing my house that isn't that interesting and the third one just literally had a digital footprint MH that I saw their digital footprint went to their brand was validated by other significant properties they had sold and they're listing that property so what he just said I just gave you in my own life validation of all three of those methods right there off the top that I'm currently using currently in the MLS with three people in that industry exactly the way

that he just described but I wanted to push you to describe it first because that's the theory here's why I think you're this way too there's validation and then I want to push the theory to the extreme most difficult measure to see whether it passes the take an on water test yeah and that's what it does for me number one thing I want to ask you someone's an entrepreneur they're listening to this and they are not getting enough leads in general and they're they're literally thinking that what I'm going to do is I'm going to

continue to do just posting stuff on my Instagram over and over again and people are going to magically appear if there's one step now I should take to change my tactic first thing I should do aside from get the book get the book would be what so if I needed to make money tomorrow yes and I was that guy yes it's the first of the core four in the book which is warm Outreach and so what that means is I go through my email and I look at every single contact that I already have already

in my email list I open up my iPhone or my Android and I go down my contact list and I download that and I export it and then I look at every one of my social media profiles I've got 700 followers on Instagram I've got you know 400 friends on Facebook and I list out all the people into one Mondo Excel sheet that is my first leads list yep and I reach out to them and I open with something that has nothing to do with my profession which usually has something to do with their life

and so I take the 30 seconds before I message everyone because you only have a fixed amount of people and I would say what's new in Sarah's life Sarah just had a kid Sarah just moved Sarah just had a baby Sarah just competed in tough mutter whatever and then that would be my opener and then then it's house things right and then once you have house things then you transition you can you can move the conversation into whatever Direction you want if I'm selling Fitness I would say oh well how do you have time to

you know cook cook food and and get in shape if if it was uh you know I was career coaching i' be like how are you making time for work in your career goals if I was talking about if I was selling therapy I would say like how's your mental state with like crushing all these goals but like are you taking time for yourself like I could you know what I mean like I could sell anything from Once I just know once I have their attention and we use something that called the ACA framework which

we learn from the gym world but it works with anything it's really just how to talk to a human being but is acknowledge whatever they said complement them on a legitimate compliment and then ask the next question and so a lot of people just don't know how to have a conversation and so whenever someone says you know I you know I did the tough mutter I would say it's so cool that you did the tough mutter compliment which would then say something like that's like that's so tough of you um you know um it's so

cool that you take that time to to push yourself you must be that type of person I would label them with something that I want to use later in the sale and then uh so and then the ask is let me move the conversation forward right and so that is I then have my big list of every single contact that I have and I start with the open hook that's personalized to them and then I move them through ACA and then I set them up for a 10-minute qualification call of some sort to just to

make sure that they like whatever it is and then I would set up for a real conversation so and if you're curious what does that 10-minute call look like yes it's uh so I use something called The Closer framework and it's not that this is the perfect way to sell it's just it's a it's a simple uh acronym that I used to organize sales scripts and so C is clarify why they're there right because they got on the phone for a reason or they decided to respond back to you for a reason and so it's

the first obstacle that comes up in any sale is someone says I just wanted more information well no they didn't they got there because they have a problem like you're not just hopping on phone calls for information all day of course you're not right like you can make that joke if you want to really good right and it's like well what because then you just clarify like what problem do you want to solve like six months from now what do you want to have happen and then then the person's like well I you know I

can't fit in my jeans anymore you're like right boom I've clarified where they're there then you restate it with L label them with a problem so to be clear you're not the weight you want to be you're currently how much 200 lb what would you like to be my high school weight what's that 130 got it Gap Okay cool so then we go c l now we go to O so this is the closer framework o is overview their past experiences this is what I call the pain cycle so you say what have you tried

so far how did that work for you what did you like what did you not like whenever they say the things that they like you mental note of that so that when you present Your solution you're going to talk about and tie the things that they liked about part of their buying map uhhuh and then the Pain part is where they're like oh this was terrible it's too hard to follow they didn't pay attention to me no one followed up blah blah blah and so then it's like well what else have you tried and so

we just keep doing until we've exhausted all the pain and whenever you bring up past experiences it always aggravates and increases importance like in in the political world whatever the new cycle is on people will say is the most important issue of the election and it's really just whatever the media chooses to whatever piano key they want to play on everyone's emotions that month but it works the same way on a micr level in a sale so whatever you're talking about the pain cycle is going to be the thing that they now think is more

important maybe my health is more important maybe my the CLE cleanliness of my house is more maybe I do need insurance like whatever it is right um and so in a set call we stop there so you basically go CL clarify label overview the past experiences they're in the middle of pain and you're like I think I can totally help you I don't have time right now let's put a much long cuz this is like a cold like basically it's a set call now if someone has if if you're if you're selling a smaller ticket

thing then you can go Cradle to grave right you can go to cl to cloes if you want to but if you're selling an insurance product you're trying to buy you know get them to do a house or do a longer sale then cool then let me put some stuff together for you so I can give you a much more informed answer but I think we can really help you can I ask you a question before you do that do you get any commitment from them like if there's if I can end up helping you

or you open them solving the solution for you or do you not get any hook close at that point yeah we call the Integrity tie down so yeah we um yes we have uh we have this big checklist that we call the lead nurture checklist but it's like 17 things that we that we do whatever like we take on a portfolio company um we always look at their show rates on appointments and we can usually take all show rates even in the coldest prospects to 85% but it's it's l like everyone's like what's the one

there isn't one thing you have to do like 17 things that each bump You by 5 to 7% but I like it so you're going to end the conversation there with some probably minor commitment CL that if you can solve the problem they're going to move forward when you get back together 100% And so then when we go to the second call we still go through clo again and you be like again you're like sure will and you just dive a little bit deeper into all of them and then you go SE so s is

sell the vacation and I use This Acronym uh this moniker because I say you want to sell the vacation not the plane flight and so a lot of people when they when they want to sell stuff they talk about the widgets right they talk about TSA they talk about checking their bag and taking their shoes off and who they're going to sit next to on the plane and the seat and how long the flight's going to be and modules and the services and whatever but people just want Maui yes and so you should be describing

the beach and the ocean and that what they're going to experience the moment they get into the hotel room right and they can open up the the curtains and they look out the window like that's what we should be describing not how they're going to get there so you sell the vacation and then ER is explaining with their concerns so once you sell the vacation that's when you make the ask and then enr is okay if they don't say yes immediately totally reasonable most people don't uh expect no yeah train for no cuz that's where

you make the money um and then we explain where their concerns and so you know for for us I I train on three major obstacles which is they they correspond to distortions of reality um from uh Dr Albert Ellis yeah and so you've got people who are upset at the universe so circumstances you that's on the outer outermost layer and then the next level underneath and this is like an onion so if someone says no and they say time money this isn't the perfect fit for me all of those are circumstantial and that's the easiest

thing to say and that's the first thing people say when they say no the second level underneath of that is other people so first people are obset and distorted about the universe everything's unfair nothing goes my way the next level is because of insert person blame finger goes out my kids my husband my co-workers my mom whatever it is won't let me do this thing and so they put all the power in the other person and so we have to break that apart and get somebody who's in power who can actually make a decision and

usually I am a a big believer in sales being an actual empowerment conversation because if you're talking to an empowered decision maker who's informed that's the only person you want to talk to and I believe a well structured sales conversation can increase the number of people who are that person agreed and so uh the final layer the deepest one um is is themselves right and so they they have their own fears that they have to overcome um and doubts about what's going to happen and so we work through those those layers uh until we eventually

have a person who has now made a decision and so when we can do that I'm a big believer in like try and get yes and no not not to be not to be like hard closing but just so that if someone doesn't give a decision then we want to walk them through how they make decisions so that they can make a decision about your product and so as we're going through so that's that was basically just like the explaining way concerns and then finally R is that the person says yes and you reinforce the

decision and so a certain percentage of sales especially in high high volume transactional sales organizations people back out they get cold feet Etc and so what we try and do is the moment someone closes we want the next 24 hours to be unbelievably choreographed and so like and we're talking immediate so the moment they sign or the moment the credit card goes through they get a text from the onboarding person or we do a warm handoff like hey this is Shirley Shirley's going to be taken from here like I said earlier and so what we

want to always do is set expectations meet expectations set expectations meet expectations and I have changed my tune about this I used to always say overd deliver but I've I've come to the point now where I genuinely believe that if you just keep your word you nailed it they will trust you more and ideally and this is a little hack for everyone if you're any any type of services business let's say you're an agency that does SEO whatever and it takes you 14 days to on-ramp somebody rather than saying we're going to touch in every

week right which would be fine and that's what most people do in that week you probably do like 25 things right but you're going to have one meeting if you want to be really clever every day send an email it says hey no need for reply just want to let you know we did these three things we'll recap at the end of the week but I just want to let you know where we're at if you send progress supports every day what happens is you create multiple reinforcement cycles and so you're setting and completing setting

and completing and so at day seven when normally your competitor has only talked to them this is the first time they talked to them since the sale you had a warm handoff and they've received communication from you every single day so this is like the eighth touch point corre for them and now their trust in you is so much higher which then translates to way lower backout uh way higher ascensions into whatever your next uh Revenue thing is or the next product or expansion revenue and more referrals and testimonials and so we try and choreograph

that process and that's the r and so close your framework clarify where they're there label them with a problem that you can solve overview their past experiences the pain cycle sell the vacation not the plane flight explaining where their concerns and then reinforce the decision okay a lot to unpack there okay so hang on first off this is one of those notes a segment on the show rewind it and go listen to it again go rewind 7 minutes back or whatever that was and listen to it again because there's genius in there I just want

to unpack a couple of the things most of you make the mistake in whatever it is that you're doing you even doing it with your kids you're you are selling the plane flight you're selling the process you're selling the steps yeah as opposed to the beach that's a biggie number two this this notion of the 24 hours post I cannot get over how many people think the sale just got closed I'm done I cannot get over it number one you're probably going to lose the sale number two you're definitely diminishing the amount of leads you're

going generate from it I just did a very significant transaction with somebody I had a very laid out process in my company it's a very major exit type decision for somebody okay I told my team the second we hang up this phone he is going to begin to doubt this decision if he's an airplane he's freaking losing altitude we need to be doing X Y and Z which but it's already a predetermined process I was just taking them back through reminding them why some of the business business you have it is just a 24-hour process

some of you to your other point it's a week or eight or 10 days and whatever it might be sure enough what was supposed to happen the next morning didn't by midday we were behind then he messages us with a question right which we replied to then he messaged with another one when the second question came in I messaged the entire team this Deal's over yeah we're losing this deal no no no we can get it back we've lost the deal he has switched he's got downward momentum and it's our fault sure enough massive like

close to 9 fig mistake that was a process that was involved some of you are making a $800 mistake when this happens let me ask you a hard question because this is something I've done in my career it's not process driven but it's important you went through this process sometimes I think that somewhere in that flow tell me if intuition works or you just stick to the process somewhere in that flow before you get the clothes I've had the intuition know this person's ready right now MH I can go to this step mhm that's not

necessarily something that's able to teach on scale do you know what I'm saying but I've also watched a lot of people go you have them here and now you're beginning to layer objections in it and it's taking longer than their tolerance level is I see a lot of people especially the longer they're in Sal they unsell them they give them more let me tell you one more thing one other thing you should know one other thing by the way my checklist says step four is I then do this do you because scaling this isn't as

easy is but I also know the real world should someone still have sensory acuity when they're in the process and go we're ready now so the way that we train sales um is that one we start you might love this okay so we try and think back to front which is if someone a lot of people train Rapport building first they train the script top to bottom but if someone knows how to do the first half of the script and they don't know the second half of the script the likely that they can close is

zero yes if you train people from the back of the script to the front of the script if someone doesn't have Rapport and they don't know the opening questions but they know how to close the likelihood they could close is greater than zero 100% And so 100% And so for us my belief from a selling perspective is that if if you follow the closer right clarify where they're there all we're doing asking questions labeling them is just asking for agreement on one statement that they have the problem overviewing past experience is just questions we haven't

said anything else we're just asking questions and then the only time you actually make a statement is when you sell the vacation and then after that you ask and so for us we the E only comes out after they've said no and so we got it we explain it through uh obstacles and objections and so objections as I see them come up after the ask obstacles come up before the ask and so if someone says I'm just here for more information that's an obstacle so we want we handle that UPF front if you know like

in upfront again it's like is there any other decision makers that need to be on the call and we asked that in the nurture process before we're on the call and we'll reaffirm that at the beginning because if they say no or yes I do need someone then like cool let's just reschedule there's no point in going through this objections happen which is Universe like time money fit uh I need the other decision maker or I don't know how to make a decision which is the personal thing the doubt part and so then we walk

them through making a decision-making process but each one of those we always loop back so they give us the thing we overcome it and we say great so now you're ready or makes sense fair enough let's ready to move forward you have your ID on you whatever the closing question is and so that way as soon as someone says yes that is when we stop selling so that's the big to your point of the UN selling is because people then get like really excited it's like dude take credit card as soon as they say yes

great what card you want to use yeah by the way I know my audience is like dude this is Hardcore today which is exactly no no no this is exactly what you bring to the table and it's actually the stuff like you know look it'd be great we can do another episode today if you want like hey guys you be positive like we could do that or we can actually give you teeth okay here's something you do very well this is where I think the offer and the lead thing sort of uh marry one another

totally I'm watching you I listen to you and you either do this unconsciously which I doubt the best people that I know that are entrepreneurs of any type okay you can even go to jobs and I can argue he was great at it you can go to musk I can argue he was great you can go to a hardcore selling person like Ellison or whatever okay they know how to frame mhm okay Alex you're an incredible framer okay you know how to pre-frame something before you do it you know how to create the frame when

you're doing it and then you know how to post frame I'm amazed blown away like a great speaker walks out on a stage they pre-frame what's going to happen there today then they sit in the frame with you then they tell you what just happened yeah okay this is just something most people are oblivious to and if you're not good at it you may get a close and not get leads if you're not good at this framing stuff your ad's going to suck if you're not good at this framing stuff your Affiliates aren't going to

offer it correctly so all of this fits in there I'm good at very few things I'm a really good framer no no I'm a really good framer of messaging of I framed you in the beginning of the message I just framed the complicated thing you just called it so I reframed what it means are you conscious of that do you teach it do you think it's something that most entrepreneurs and salespeople entrepreneurs Andor sales people are not aware of enough yes um in terms of teaching it I don't I think that good FR I think

framing to your point using a different word just contextualizing I think it's I think it's a teaching skill and so what we're what we're saying is like I said this this is what this means it's like I'm translating this because you might speak in techno jargon for whatever the thing that you're selling is and they're like you just said a lot of words you're like it means your house is going to be protected right that's what this means can I can I give you another example of a frame your launch yeah you framed it as

here's everything that's going to be everything that's going to be here's going to be be and then and it's free yeah so you created a particular frame and then you stepped out of it and shocked them yeah but what you did is first off you have a Generous Heart and that's why you really did it but let's also be honest you created this massive value frame this would cost you this this is how I did it this would do this this would do this and then emotionally at the end because you were emotional about what

you were giving them and believed in it so deeply yeah but then you kind of stepped out of the frame and went all that yeah bam and now you're back in a new frame which was a value gift gen generosity now everybody leaves a launch this a super important I don't even know if you know you did this I mean I I know you know what you were doing but I don't know if you know what that led you have built a reputation of being someone who brings tremendous value okay that's one thing tremendous value

well-prepared articulate you know Cutting Edge clearly does this isn't talking about Theory yeah that was the frame that was going on the entire launch and then you stepped out of the frame and became a Jesus figure literally your frame changed kind generous giving philanthropic and so you get this great value frame and then you stepped in you guys all know what I'm saying in other words he created Great Value then he stepped out of the frame and gave it to you and that that's that's it's an to to your point an irresistible offer when you

do it that way were you conscious of that and when I explain it back to you do you see what I'm describing you usually use two frames there yeah 100% um punking the game is that what you call that well just a phrase I like for it um and it was so good Alex and I'm I'm it was so good it's going to make it really hard for anybody else to launch a book hopefully no it's going to make it really hard you changed what that frame looks like now and honestly I wanted to honor

the book because of how much time I put into it and so I put I put probably 200 hours into the presentation um but I put I put 2,000 hours into the book and so it was only 10% of my work from the book went into the presentation even though the presentation was you know a big a big thing um but to your point with the contextualizing like if I said here's this thing enjoy it people don't know how to process that yes and so it's breaking it down so that they can understand how how

this will actually benefit their lives and if I can my Hope was that people would at 12,000 at $5,000 at $3,000 as I price dropped during the during the the pseudo pitch that people and I got messages after being like dude I was there at 5: I was I was in and so it's different than giving a free gift I wanted to give a $12,000 gift to every person that was there but I had to justify why it was $112,000 gift and why everybody would have paid that but then instead got it for free um

but Alex what I'm saying is that it was brilliant and by the way very generous of you but this is something in the sales process I don't think most people they they're giving away their product they've not created a frame of its value yeah before it's reduced to the access point that you can get it at and that's something all of you just the concept of what we're describing you've all got to start to understand or you're not going to be as great as you could be you're not going to be the goat at what

you do I want to go I want to go to some of the things you've yeah here's something a guy said recently this dude said there's a moment when every boy realizes no one's coming to save him and that's when he becomes a man and some boys never get there and stay children forever that guy was you that said that and it's important when we step out of this like this stuff matters because no one's effing coming to save you no one's going to make you better at your business no one is going to get

you to be a better Persuader of people or framer of people other than you and I just feel like that's one of the more profound philosophical comments there's a lot of grown men and women that are still boys and girls because they think someone else is coming to change their life you say otherwise what would you say to someone who's still living in that delusion wake up I mean reality probably stares at them and start contrast to what they want so they're like it's I use the blame finger a lot which is that power power

follows blame and so if you blame the government who you think is supposed to save you or you blame politicians who you think is supposed to save you or blame your company that you work for who you think is supposed to save you or you blame the market doesn't really matter or your parents the whoever you blame is the person you ultimately give power to and I find that really interesting because when I was the my moment of figuring this out was when I was 19 and I was really resentful of my parents specifically this

instance was my mother and I blamed her for the way I was acting I was like well if she parented me differently I wouldn't be this egotistical and arrogant and whatever and I realized that I actually was giving the person that at the time I disliked to the most in the world all the power over my behavior and so I was like so that idea sickened me that the person I disliked the most again at the time was the one that I was actually giving my leash to wow and so I was only acting in

response to this leash and then and and willingly voluntarily giving her all the power of my life and all I was doing was reacting to what this person did or what the government does or the politicians do and so the first I mean I've said this before but the the the first two words of getting out of poverty are my fault and the thing is it doesn't actually matter if it is your fault but it is your problem and so you have to solve it cuz no one else will and so that that that allows

you to actually do something about it and so that that's been I'm a big believer in operationalizing and only thinking about things through actions rather than feelings because the feelings come and go and also they are Justified or unjustified it also is irrelevant because like if you make a 100 cold calls whether you hate it or you love it or you're meant for it or you you you never want to do it for the rest of your life you make the calls and you practice the script you'll get business and you can also get business

and make money even if you don't deserve it which for me was actually a really comforting point because there was definitely moments in my life where I had tons of self-loathing didn't think I deserve anything blah blah blah but the idea that I could still have it anyways and not to serve it if I only did the things that got it was like it was kind of like in the in the weightlifting world that the iron is the iron whether you're black you're white you're a woman 500 lb is 500 lb and so like the

that create success are often are kind of the same way which is like the 100 phone calls or the 100 pounds on the bar the work just needs doing and it doesn't and I think it's it's incred for me it's really inspiring that anyone can do the thing and get the result no matter how they feel about themselves and I think that's really freeing and so to the person who is still you know plugged in and waiting for someone to save them someone will save you but it's you future you the better you the person

that you've been waiting to become bro you almost look like a somber look on your face when you say it do you say that because like you think so many people just aren't going to get that or do you say it because it's just so obvious to you at this point I think it's because I've been there you know and so that's I think that's that's why you know my tone probably changes when I talk about that stuff but like I mean the reason I make this the all the content that I do is cu

like I get it like it I mean it's tough like it I mean it the thing the rocky cutscene lasts two minutes in the movie but it can Last 5 Years in real life and it's not and there is no background music you know what I mean and there's no audience waiting to cheer for you and you don't know that you're going to beat Apollo Creed so you're in it for five years and I think the hard part of Entrepreneurship is the uncertainty that you don't know if it's going to work out but taking to

the other natural extreme if you did know and you were guaranteed that it was going to work it wouldn't be worth it so we want something from a world we want a guarantee from a world that doesn't give any and the fact that it doesn't give a guarantee is what makes it worth it bro bro my nephew's got an auto detailing business he just started and uh he calls me goes Uncle Eddie I just don't know whether or not my business is going to work and happen and uh I said well I don't know whether

it's going to work or happen as well but I know that if you did the work it's likely to happen yeah and I go but are you willing to do the ugly yeah he said what do you mean I said the ugly ugly he goes well you know I said so your existing clients do you have an affiliate program when they can refer you people he goes actually I do for every one of these they get $25 or whatever it was I go that's really good I said how many are you getting from that and

he goes well I only have like you know 18 clients so like three of them have sent me somebody I go well if that's all you continue to do you're probably going to have a difficult time to your point of the paths and he goes well what would you do I said I can tell you exactly what I would do it would be inevitable um what are you do in Saturdays and Sundays you do in cars he goes no I don't have any cars to do I said well I'd go print out a whole whole

bunch of flyers and I go knock on doors where people have cars yeah and he goes oh really I go yeah I'd knock on a 100 Doors a Saturday I'd give him my flyer let them know about my business get them exposure let them know what a great job we do give them a list of my Instagram and they can see the other cars we've cleaned and the other things that we've done and and any way what happens is the more you have a specific plan like this where you're willing to do the ugly and

run the numbers your fear level diminishes to an extent the notion that's going to go away completely isn't true but there's something about doing the ugly thing that reduces fear it not only increases your chance of winning but you're like the possibility mathematically of me losing now is rather small but when you're not doing these things the reason you're living with so much fear is you know the possibility of you not winning is rather great yeah and so you're living with a fear that's self-imposed self-induced and your fault because you're not willing to do the

ugly and I think that's why sometimes when I look back at those days I have that same look you have there's also an internal part of me that goes man I actually did did those ugly things when I didn't want to when I didn't have any desire to and I wasn't sure it was going to work but I was actually almost ensuring it was going to work based on the math part of it you know what I'm saying 100% one of my favorite like math equations to figure out is the input output equation to what

I want and so like as soon as you can boil down whatever goal you have into like the most simple version of the action which is like I need to dial this many things or I need to send this many emails or I need to send this many direct messages or I need to post this many posts of content or I need to run this much per day in advertising or PPC or SEO or whatever it is as soon as it boils down to that then it then then it's plug and- chug then it's just

then it and then what happens is action alleviates anxiety and so so I'm I'm going to give two polar extremes here so this is something I'm I'm working on but so I told I was saying earlier that I like operationalizing words and like what they mean right and so sadness comes from the perceived lack of options it's why it feels like hopelessness you don't know what to do that's why you feel sad and you can solve that with knowledge right because sadness is actually an ignorance issue just you just don't know so if you did

know what to do then you wouldn't be sad anymore because you know what action to take anxiety is the opposite of that which is you have many options in front of you but you don't know which to take which is a lack of priorities and you solve that with a decision and so usually you have lots of decisions that you haven't made and then that's why you have anxiety and so you need to confront decisions you need to make and so there was a a point that I was getting to and I totally forgot because

I got really excited about this stuff but no it was the fact about about um action and reducing fear when you don't know you have lose hope yes and so and so once you have the clear path of like you you you solved it which is why you're listening to this podcast or you read the books is that so you can go from ignorance not knowing to knowing what you need to do then it's literally just saying the first six hours of my day every day and I still do this just so you like this

habit like I was asked once what was what's the biggest Roi habit now everyone has different things but for me is that the first six hours of my day every day is dedicated to the activities that I need to do to move the business forward I don't take meetings I don't take calls it's just meh after the that six hours is when my day starts so that's when I do I take my meetings I take my calls and whatever and so in the early days when I had customers then that meant that I would work

from 4 to 10: and then I would do all my customer stuff after that now where I'm at now I don't have customers per se and so I wake up a little bit later and I work and I work from 6 until and the way that this my my team schedules my calendars they actually work from the back of the day forward and so if I have like three meetings they're going to start them at you know the last one will be at 4:30 4: and then 3:30 and so I have from the moment I

wake up until 3:30 in the afternoon to move my stuff forward that's how I work but I'm not an operator Lea my wife is stacked meetings all day long CU she's running the teams and she's keeping Cadence on stuff and I say that because if you were the entrepreneur then in the beginning your responsibility is to let other people know about your stuff if more people know about your stuff more people will buy it that is a promise you can take that to the bank and so like if you think about the absolute natural extreme

if every person on planet Earth knew about your business you would make more money and so the question then just becomes how do I let more people know about my stuff and that's why I wrote the book but it's like and I I wanted to make it action oriented because either you did the reach outs or you didn't either you posted the content or you didn't either you ran the ads or you didn't and you switch who you're advertising to so we're talking about Affiliates you can post content to get Affiliates you can do warm

reach outs to get Affiliates you can run paid ads to get Affiliates you can also do all those things to get customers and what do you think recruiting is you do cold reach outs to get employees you run ads to get employees you like the the process of making something known is the same whether you're recruiting employees recruiting customers recruiting Affiliates recruiting an agency how do you find out about agency it's the same process of making known and so right now if you're not getting the amount of leads that you want you're not advertising enough

period And so and again with the leverage thing is that you don't need to be like we got 500,000 leads you know to to come to for the event register for the book launch I didn't get 500,000 I I did I'll tell you what I did I hired someone who is a director of people who then hired a director of brand who organized my media if we're really talking about this right who organized my media team who posted 300 pieces of content a week leading up to the launch of the book my director of people

hired my internal director of marketing who reached out to six agencies and picked the one that he thought was best suited to run our ads and they ran our ads for us my and mind you all of this came off of one thing for me which was just we hired a director of people who then hired people who then got the thing and so 500,000 mine was more or less like we're going to follow this Playbook yes and then down it went but if you're like well must be easy for you to say yesh but

it still starts with the first action which is if like I hadn't hired that person I would have had to move one level down on that level of Leverage and so if you're that solopreneur or you're a salesperson who works at an organization and you need to get your own leads whatever it is there are only four things that you can do to get leads that you yourself you reach out to people you know you reach out to people you don't know you post content and you run ads that's it that's all there is and

if you're not doing those four things whether it's to get Affiliates to get customers to get employees to get get agencies it doesn't matter because those are the only four things that one person can do to let other people know about their stuff so if you're not getting enough leads you're not doing enough of that period it's not good it's outstanding it's Truth by the way Sasha have we really been going 45 or 50 minutes 50 minutes I literally think we've been doing this for 15 minutes I have never I mean dude I've done 500

podcasts I have never looked up at the clock and going it it was 50 minutes I thought it was like 15 I'm not exaggerating and I'm not letting your ass go just yet bro I'm not exaggerating that is the fastest freaking 50 minutes in the history of my life I can't even get over that that's nuts to me that's how you know something is good you mentioned Lila I'm not going to let you out of here this time without talking about her first off one cool thing people don't know is like almost every single time

you've reached out to me which I love and by the way I totally want to do I've had to say no like three times to him it's like this dude whose brain I love picking and I think he likes picking mine too he just always asks me when I can't do something right and it's all sometimes like what are you doing tonight yeah once in a while those right but um you it's always includes her yeah and I mean look you're brilliant okay let's just be honest okay you are and then I watch her stuff

and I'm like dude yeah she's freaking unbelievable and I know you play different roles but I actually posted something about today and I just want your take on it by the way one of those other pointing at the other person as their objection for their life some people point at their significant other as their reason right you're giving somebody advice about that like hey you're going to have a running mate necessarily or not a running mate what are some of the things you would recommend from your own experience with her that are most important or

or something that's even happened with you and her so I will give my first frame which is uh we've only been together seven years you know married six and so I realize that I'm young in this game so take this for what it is um I think Lea and I practice acceptance very well which is that the reason that I married Lila was that she never wanted to change anything about me and that was that was what I wanted I just wanted to be me and I felt like a lot of times I had to

compromise or you know I felt like I needed to compromise who I was or what I wanted to do for a middle ground and I think there there are plenty of marriages to be fair that that do that and they do it exceptionally well and this isn't me saying that that's good or bad or whatever I'm only sharing what has worked for us is that ilila is Lila and if she wants to wear the nicest clothes and drive the nicest cars and be in the nicest pen houses and stuff then if it doesn't bother me

let's do it and at the same time if I want to wear I look like an electrician you know a lumber jacket um then she doesn't try and dress me a certain way or make me you know like hey it'd be really cool if you were just scruffy you know or I wish you cut your hair like this like she she just doesn't you know and I think the big thing for us is that we were absolutely aligned on the big mission and we're absolutely aligned on the values which is so where we want to

go and how we want to get there and I think the third the third piece that we look at is lifestyle it's like what do you like to do in the day-to-day or interests I remember when I was debating whether I wanted to be with her or not I had a coach at the time and he said well tell me about your stats and I was like what do you mean he was like your stats he's like since you came in your life are you making more money are you in better shape like how do

you like how do you feel like do you have more energy like are you doing more stuff are you getting closer to your goals and I thought about it I was like well yeah I am making way more money and I mean shoot she makes me money because she was working for me I like she literally she's not she's not a liability she's a she's an asset you know she's like she's making me money um and so I you it's like and she's really fit and so she like Cooks healthy and she getting me to

eat a little healthier than I you know cuz she's cooking and and I'm I'm there right right right um and she goes to the gym more than I do so I was like you know I see her go I'm like I should go you know and so every when I thought about every one of the stats in my life they all went up and so I think that I've said this before but like Lea and I didn't have a romantic chemistry fireworks beginning um my first date I asked her to work for me and I

said this might not work out but like you should totally work for me because you have a skill set that would make a lot of sense and uh that was my proposition right and uh she said no I just met you from the internet uh but you know 3 weeks later she quit her job and she joined me at gym launch and so um I think it's just been absolute alignment of where we're trying to go how we want to get there in the interests we have and absolute acceptance of not trying to change the

other person or their goals now if there was ever a time in the future where she said like my goal differs from yours then it might not make sense anymore but I think our goal is big enough and wide enough and it has and because we are exposed to the same stimuli I think I have a tremendous amount of respect for people who don't work with their spouse because that's what I do and I I can't imagine it another way now I'm sure people in Reverse say the same thing but we get exposed to the

same hardships and so in a lot of ways I feel like we continue to grow together or at least in parallel on the same path if you exposed to a lot of different stimuli and stressor than your spouse is they're going to respond to those stressors and adapt just like any other organism would and sometimes that means you grow apart and so I'm very grateful that we can work together and transparently that my wife has a skill set that is consistently incredibly valuable um you know cuz real talk if if Lila wasn't an exceptional CEO

then we wouldn't like Lila wouldn't be the CEO you know what I mean um but she just is people don't know this from the content but I would argue that ilila is a better CEO than I am quote Visionary I think the ideas are easy doing it is hard and she has made me look exceptional by making crazy idea like a 500,000 person launch actually happen yeah like anyone can say sure let's let's do an affiliate program let's do a referral program let's do this let's do let's get some agency like I I say all

that stuff and then she's like got a 168 item of you know list and then she starts dealing you know what I mean dealing and shelling these things out and then all of a sudden I get all the credit which is you know a burden I have to bear are you happy right now me yeah I'm loving it I'm in the game yeah in the is oh no pun intended but yeah so you you are happy right now this is the best this is the best version of me I've had so far um but I

I realized for me that my when I look back on the my short life um the times that I have that I look as the good old times were always the times where I was in Pursuit not when I was in achievement and I absolutely now have a massive bone that I'm chewing on and I there's nothing like if I have three days in a row on a long weekend and I have nothing planned and a big cup of coffee and a big ass goal I'm working on like there is nothing in this world that

makes me happier than just being able to just pull a thread and just keep pulling it on my own uh and working through something complex like writing the book like like or organizing the launch or you know scripting the ads or you know coming up with the affiliate program that aligns every party associated with it that's that's there's nothing I'd rather do like I don't have hobbies like that's I get I I get Flack for this all the time like don't you think you're unbalanced I'm like why like I like this I like what I

do every day it's interesting what we share by the way I just did content that I released today that said If you're trying to change the person you're with you're wasting your time right I just did that the other thing is that I have tried Golf and I play a little bit but the truth is business is my sport yeah business is my hobby changing people's lives is my passion yeah and like of course I'm happy doing it it' be like if you love golf and you played golf all the time wouldn't you be happy

like I love doing this all the time it makes me happy I um I cannot get over how quickly this went I almost feel like I would like to spend the night with you can I add one caveat to the question that you asked about the happiness thing yeah so happiness is a really tricky question and I I think I'll give a reframe for the audience that might be helpful which is um like wanting to be happy from a some like a word perspective is in some way saying like I want to eat a meal

so big I'm never hungry again it's it's a it's a misnomer and I I prefer to use the word joy that I experience Joy or that I experience meaning in the work that I do because like you can mourn and be joyful at least in my my two sense and so I think that the idea that I think inhibits or prevents a lot of entrepreneurs from continuing down the path is that they are like I'm not happy but like happiness a lot of times is just a circumstantial circumstantial response to whatever external thing but I

feel like Joy is a lot more internal and you can be in the thick of it and working on your auto detailing business on the 37th door of that day and you have a little tick mark and you know you got to get to 100 and you had the last 36 slammed in your face but like you can be joyful if you reframe the joy around the person you are becoming by doing the hard work and the thing that has I think right now been my biggest area of interest in terms of my own performance

has been truly divorcing outcome from winning and like it's it's really easy to say and really hard to do but I want to be the father that when Timmy wins 10-0 I can look at him and be like I'm disappointed in you not because of the outcome because I know you could have tried harder and on the flip side if he loses 10-0 I'm G to be like Timmy you worked your ass off you left it all on the field I'm proud of you and I want to be Timmy to me and and and judge

Myself by that and I get in the most flow in the work when the my metric for success is how hard I worked for it and that has made Joy feel like it's under my control more than anything else and so that is what I've been practicing on a daily basis and I think has for me unlocked a level of productivity and work that when I was more external and outcome focused was more Emeral because like you know what I could have had the book launch and the internet could have gone down for the whole

city of Vegas but if I know that I had done everything in my absolute power to prepare then I could still be proud of me and I would have earned my approval and so it's more like that has been my consistent process of like if I can just respect me for the work I did that is enough uh that's another level right there you just described me to me better than I've ever described to me bro okay by the way everyone on my team just so you know that's a social media clip right there the

last minute and a half that's uh the best description I've ever heard of how I've lived My Crazy Life and it explains me to me let me tell you what you just did in the last minute there two minutes you help I'm I'm being honest I'm older than you and I'm still richer than you barely um um I say that you know what I mean you're definitely I uh no I don't know that anymore but um you just described me to me you just helped me understand myself very well there's a depth to you bro

and a dimension my favorite people are really multi-dimensional people and you online sometimes make yourself seem like you're just entrepreneurial dimensional but what makes you such a creative skilled Visionary entrepreneur is the dimension that you has is is your depth is your depth and you just exemplified it right there I've just had somebody a lot younger than me just explain me to me better than I've ever understood myself what you just said right there and that's why I kind of look at you like a young son or a brother because that's exactly how I am

it's exact L Alex how I am and it's made me understand why I I uh I actually live pretty joyfully most of the time yet it's not something I'm going to go get and I'm going to slow down and cool down and then it's all going to rain down on me in those times it's been the pursuit yeah it's been the growth bro such a great conversation it is the fastest one in an in I guess now like an hour and 10 minutes or whatever it's been that I've ever had and I just feel I

I feel this sense of like real accomplishment yet empty because I know we like barely scratch the surface what we should just do is like let's just have you back every six months when you're in town and we'll just dig deeper into your brain thank thank you for today you you guys he's awesome I don't need to sell this one to you like you just shared this with anybody who's ever got a business in your entire life he's Alex heroi you should be following him on social media I fully endorse him by the way and

you should go get $100 million leads $100 million leads how to get strangers to want to buy your stuff go check out acquisition. if you need help growing your business Alex might be a dude you want to see as well can I add one thing so just as a gift for you guys um if you like podcast stuff I put both of my books on my podcast for free so if you're like struggling right now you don't have money you're like you know $20 is going to kill me um the game is called the podcast

and it's um shoot it's it's high 500s I can't remember the actual episode but $100 million offers and $100 million leads the audiobooks I put them all on my podcast so you can just listen to him yeah it went to the number one podcast on the planet when he did it so so you guys go get it he's not doing it cuz he wants another download he's doing it I can promise you that all right guys Alex thank you thank you God bless you everybody max [Music] out