How To Think With Dan Henry

In this episode, I talk with Amanda Holmes, CEO of Chet Holmes International, founded by her father, Chet Holmes.Together we discuss her father's book, The Ultimate Sales Machine, including one of its most popular, and timeless strategies, the Dream 100, and more!Listen to the full episode now to learn more about the mindset and strategies you can use to increase sales and grow your business!--------Can you imagine what it would be like to double your sales year after year?You might believe that would be difficult at best, and you might even feel like that would be impossible...But would you believe me if I told you that it feels difficult or impossible because of your mindset?If you find yourself struggling with those limiting beliefs, this episode is for you!In this episode, I interview Amanda Holmes and discuss how she learned to reframe her mind to step into the role of CEO of Chet Holmes International at just 26 years old and how her company has helped countless clients double their sales year after year using their 12 Core Competencies.  In this episode, Amanda and I cover:What it took for Amanda to step into the role of CEO at just 26 years oldThe Dream 100 in practiceWhy you shouldn’t rely solely on tacticsWhat the single biggest mistake in sales isThe importance of offer positioningWhat three things you must have to create a solid offer If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)  — SUBSCRIBE & FOLLOW —Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s Wall Street Journal bestselling book for FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Things I Learned Scaling My Coaching Business To $25?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.comClick here to learn more about How To Think — TRANSCRIPT —Dan Henry (00:00:08): Hey everybody, Dan Henry here. Welcome to the How To Think podcast, the show where we dissect the inner workings of the human mind and learn how to achieve anything in business or in life. By changing the way we think. We bring on some amazing entrepreneurs, authors, thought leaders, and people that just know how to think and get stuff done. And today we have an amazing guest. Amanda, how you doing? Amanda Holmes.  Amanda Holmes (00:00:39): I can't wait. It's such a good intro.  Dan Henry (00:00:41): Thank you so much. So, so real quick, I'll do you know, I'm not much for intros, right? But you know, you are the CEO of Chet Holmes International, and Chet Holmes is your father. Who wrote, of course, the amazing; one of the most amazing sales books ever The Ultimate Sales Machine. The originator of what a lot of people now use quite a bit to grow their company, The Dream 100.  Amanda Holmes (00:01:09): Yes.  Dan Henry (00:01:09): And all that jazz, all that cool stuff. You've, and to be fair, you took over the company at 24.  Amanda Holmes (00:01:19): Yes.  Dan Henry (00:01:19): You doubled sales year after year. We're going to get into all that. But the first question that I have to ask you is, did you play all the instruments on When Grapes Turn Into Wine?  Amanda Holmes (00:01:34): No.  Dan Henry (00:01:35): You didn't. Okay. Well, definitely you definitely sang beautiful. You wrote the song. You played it. So I'm a guitar player. You know, that we talked about that before we went live and I listened to it. I thought it was great. Good production. Did you play, other than vocals? Did you do anything on it?  Amanda Holmes (00:01:53): No. Well, you  Dan Henry (00:01:54): Well, you wrote the whole thing. That's pretty darn good. Amanda Holmes (00:01:57): So I was a gymnast first, and then in my junior year of high school, I thought, oh, maybe I'll do singing. And then by senior year I already had my first record. And then in college I had four records, but all of the people around me were like amazing musicians. I went to USC Thornton, school of music. So it's like top. You either go to NYU or you go to USC or Berkeley school of music. So they were the best. And I looked around and went, I've only been doing this two years. I think this might be good if you guys play and I'll just sing and write.  Dan Henry (00:02:30): Well, that's fair. That's like knowing your role, knowing, staying in your lane, you know. That's amazing. That's amazing. So let's go back to cause a lot of people, you know, have read this book, which is again an amazing book. And I also believe a lot of people haven't read it and they've heard of it. You know how many people they say I'm going to read a book and then that book becomes a paperweight, you know? But a lot of people do know what The Dream 100 is, which, you want to play game?  Amanda Holmes (00:03:05): Absolutely.  Dan Henry (00:03:06): Let's play a game. Okay. So I'm going to explain to you what I think The Dream 100 is based on, you know, my limited understanding and what probably most people understand it as. Very, very like primal, very simple version. And then you're just going to tell me how stupid I am and how bad, how wrong I had it and that I'm going to get amazing value out of that. Trust me. So let's and by the way, before I get into this, I think a lot of people need to know your company has trained over 240,000 CEOs. And the main, I mean, I know you guys help with a lot, but the main thing is to increase sales.  Amanda Holmes (00:03:46): Yes. 12 core competencies on doubling sales.  Dan Henry (00:03:48): 12 core competencies on doubling sales. And would you say one of them is The Dream 100, or at least that's one, one of them is Dream 100.  Amanda Holmes (00:03:54): Yes.  Dan Henry (00:03:54): Okay. So let me sort of see if I can jump into this and okay. So The Dream 100 is where you find somebody that you want to sell to usually a big fish, right? Yeah. You just like, maybe it's the CEO of a company or whatever, and you research them and you figure out what they're into. You know, maybe they're into fishing, maybe they're into Marvel, I don't know, whatever. And then you send them this really amazing gift. It's either going to be really expensive or really thoughtful or both. And you get their attention because nobody opens a letter, but they always open a package. And they look at the gift, maybe it's a laptop. And then when they open it up, you're like, Hey, whatever. And then they go, well, who the hell sent me this? You know? And then they look at it and it opens up the conversation. And if you're clever enough, you can at least establish contact with somebody that you normally could never get past the gatekeeper. Am I somewhat on the same? Somewhat in the ballpark?  Amanda Holmes (00:04:53): Yes. Yeah.  Dan Henry (00:04:56): Okay. So that's essentially, I mean, obviously there's a fine art to it.  Amanda Holmes (00:04:59): Okay, so it's the fastest least expensive way to double sales because there's always a smaller number of better buyers than there are all buyers. So marketing and selling to them is cheaper than marketing, selling to all buyers. So how do you find that dream; my father called it The Dream 100. It could be The Dream One.  Dan Henry (00:05:14): Sure.  Amanda Holmes (00:05:15): I just recently saw a client of ours. They were at 60 million, they had 950 clients that produced that 60 million, but 900, I'm sorry, 969 clients 950 of which produced only 9% of their revenue. So 13 of their clients produce 91% of their revenue. So instead of going after another 900, they only led an intensive effort to one client. And that one client produced them a hundred million dollars.  Dan Henry (00:05:44): The big fish.  Amanda Holmes (00:05:46): And they doubled sales with one client.  Dan Henry (00:05:49): And that, that comes back to using the right bait and being in the right waters.  Amanda Holmes (00:05:52): Absolutely. Yeah. You did a good job of picking out some of the great things about it. So my father did it with lumpy mail and that's kind of progressed over time. There's also ways to do it on social. There's also ways to write, just being the bright spot in their day, adding value, being something of interest to them. So lumpy mail is one of those ways that we do.  Dan Henry (00:06:12): So I actually, you know, Russell Brunson, he invited me last year to speak at his conference. FHL and so I got to speak in front of like, I don't know, whatever. It was five to 6,000 people. And of course when people bought my stuff.  Amanda Holmes (00:06:26): Awesome.  Dan Henry (00:06:26): We probably did at least $2 million from that. So I was very thankful. So I was thinking to myself, well, for some, I don't know how I stumbled into this, where he asked me to speak, but I was like, I never sent him a gift, a Dream 100 gift. So I was like, let me retroactively do that because I don't think anybody does that. So I got him a Yoda, a life-size Yoda. Cause I know he's super into star wars. His kids are super into star wars. So I, and this was like right after this was Corona.  Dan Henry (00:06:54): So it was like, it took forever to get this fricking Yoda over to him. And they accidentally shipped it to me first. So they shipped it to me. So then I like put a, so then, you know, I got to like deal with that. And it's like this freight thing at my house. And so I put like a little note in and I bought like, RussellsYoda.com. And I was just like, listen, this is just me saying, retroactively Dream one hundreding you and saying, thank you for letting me speak at your stage because we had a lot of money. So I sent him that and he was very grateful, but I just thought, I was like, oops, I probably should've sent him something first. And I, cause I go back to that book and I'm like, you know what, let me see if I can like, correct this. So  Amanda Holmes (00:07:36): I love that story. That's so good. But it's also interesting. So my father, when he originally did it, he wanted to spend the least amount of money possible. Like he would get the stupidest little, like one time. I remember the day he found OrientalTrading.com. You can order lots of random, like a Rubik's Cube...  Dan Henry (00:07:53): I remember that. I remember that magazine be careful though. It's 2021. We may not be able to say that anymore. But, but no, I remember that magazine. Yeah.  Amanda Holmes (00:08:02): So that year we got 300 presents for Christmas because my dad went on OrientalTrading.com and bought the most ridiculous amount of things.  Dan Henry (00:08:12): He didn't go cheap on toilet paper, did he?  Amanda Holmes (00:08:13): Oh, he was, he would not buy anything brand, you know, designer, anything we got knock, I don't know about toilet paper. He wasn't buying our toilet paper. It was our assistant.  Dan Henry (00:08:24): Okay. Yeah, because there's some things you don't go cheap on. Heart surgery and toilet paper, Just saying, you know.  Amanda Holmes (00:08:32): So he was always about how do I find the cheapest things? It's just about changing that dynamic. But what it's evolved to now is because we have so much more ability to understand who a person is because they put everything online. Now we can get better about giving them something that would really mean something to them because he created it 30 years ago. Right. He was doing it 15 years ago. He passed nine years ago. And between the last nine years now we share everything on the internet. So you can be much more tactical about that.  Dan Henry (00:09:02): Let me, let me ask you kind of a, if you don't mind, it's a somewhat personal question.  Amanda Holmes (00:09:08): Happens all the time, yes, please.  Dan Henry (00:09:10): Look I remember when I was 24, right? I was, I was driven, you know, I didn't really get really driven till I was like 28. But I was, you know, I was being 24. I was, you know, drinking, going out, smoking weed, going to concerts.  Amanda Holmes (00:09:29): Were you at the pizza? You were running the pizza place at that time?  Dan Henry (00:09:31): Yeah. I mean, it was cheap weed, but you know, I mean, I was, you know, I was going to SevenDust concerts and I was hanging out and I was just being, you know, I mean, I was still trying to build my business and I didn't really have business then, but I was still trying to like figure things out. I had a couple of businesses that came and went, you know, but I was, I was being 24. I got started a little late. I wasn't that like 18 year old kid who was like, I'm going to be a millionaire. Like I said that, but it was like, yeah, I'll be a millionaire, but I wasn't really putting the effort in. At 24 to take over, not just a company, but a legendary company; a company that, I mean, it's not Joe, the rags man's fricking lemonade stand, you know, it's Chet Holmes International, legendary. I mean, what, I mean, how did you feel filling those shoes quickly like that and stepping into that role? Or were you already kind of in that, you know, or did you like hop off the party bus and go right into it?  Amanda Holmes (00:10:34): I was never so good at partying, I was very focused always, but I was a musician at that point. So my father got diagnosed with leukemia and he didn't spend one night in the hospital alone for a year and a half. It was between me, my mother and my brother. And he would have night sweats. So we'd be up all night with him and all of that year and a half, never once did he sit me down and say, these are my companies, these are what they, this is what they do. These are the people that run them. This is what I want for my companies. Right? None of that, we were just spending time together. Yeah. And there was no plan for that whatsoever. Like I'm sure my dad, if he were still here, he'd be like you did what? It would be pretty odd.  Dan Henry (00:11:16): So he didn't even expect you to do this?  Amanda Holmes (00:11:17): No, there was no plan for it.  Dan Henry (00:11:19): Did you just kick the door down and say, listen, Amanda is in charge now.  Amanda Holmes (00:11:25): Well, it puts things in perspective because for a year and a half, every day was Chet's going to die. This is what's going on. You know, it was life or death every day in the hospital with him and trying to find an alternative for him. So that was my context to then coming into this. Right? Well, well, so a, when things got even as difficult as they were, I'm like at the end of the day, nobody is dying. Like our business, like the worst that could happen is that I lost my father. Like that to me was the worst. So that had already happened. So whatever happens here, we can work it out. Right?  Dan Henry (00:12:03): Now, hold on a second. That's an amazing way to think about it.  Amanda Holmes (00:12:06): It's an important thing.  Dan Henry (00:12:07): I think a lot of people, whether they're entrepreneurs, whether they're authors, whether there's thought leaders, whether they want to be a sports star, whether they want to be a famous, whatever it is, if they want to achieve some sort of success, they, you know, a lot of times it's all about the meaning that we associate with events, how we define events and how we redefine events. So, you know, you being able to, some, another person may completely have a different definition of that. You know what I mean? But you gave it a definition that ended in a positive result. I mean, how important do you think that is?  Amanda Holmes (00:12:41): Absolutely. So I had looked to hire three different CEOs. I hired CMOs, CTOs, CFOs, just trying to fill the void. That was my father. I mean, he wasn't working in the day to day for years. Obviously it was all the sales team and there was a whole...  Dan Henry (00:12:56): So he was already out?  Amanda Holmes (00:12:56): Yeah, yeah. I mean, he was mostly just the direct reports would report to the CEO and the CEO would report to my father. So it wasn't like anything would really change. It was just like, as if a body no longer had a heart, it was just void of that, that founder. Right. So I'm trying to find all these different pieces to fill that, that hole. And I actually climbed Kilimanjaro. I went on the CEO retreat where it was like...  Dan Henry (00:13:22): The mountain?  Amanda Holmes (00:13:22): Yeah, yeah.  Dan Henry (00:13:24): Okay. Wow. I, well now I feel inferior. My, my best story is like, you know, going on a brisk walk  Amanda Holmes (00:13:34): I'm sure you have great stories.  Dan Henry (00:13:35): Not on Kilimanjaro.  Amanda Holmes (00:13:37): So it was one of my staff. We were at an event and it was actually a business mastery and he goes, you know, Amanda, I'm about to climb the largest freestanding mountain in the world. It's in Africa. I think you'd actually have a fun time. You should come. And I went, okay.  Dan Henry (00:13:53): It's whatever, sure let's do it. Yeah. Let's light ourselves on fire while we're at. It's fine.  Amanda Holmes (00:13:58): It was very bizarre, my thoughts were not really quite clear at that time. So Friday I get home, Saturday and Sunday, I buy all my equipment. Cause I'd never hiked that, anything before Monday I'm in Africa. And the first two days I am literally dying because it turns out that what's difficult about climbing is that people that smoke cigarettes, they have an easier time because your ability to breathe is restricted.  Dan Henry (00:14:27): Wow.  Amanda Holmes (00:14:29): Yeah. So Olympic athletes could have a hard time with altitude sickness because they're not used to not having breath. Whereas you look at me, my background, I was a singer. So I learned breath control like massively, right. I am certified yoga instructor. So I know breath so much.  Dan Henry (00:14:45): I wonder how many mountain climbers are going to start smoking now they've heard that.  Amanda Holmes (00:14:50): I'm sure they know it. I mean, you really have to practice it. So I was terrible from day one. I could barely get up that freaking mountain. And I shared, We were around a campfire the second night and I go, guys, I hate to break it to you. But I've realized that I hate hiking.  Dan Henry (00:15:09): I love how direct you were, and in such an eloquent way,  Amanda Holmes (00:15:14): They all looked at me like I was literally crazy. Cause they all had it on their bucket list for years. Right? Their lifetime.  Dan Henry (00:15:20): You like, you're crazy. The people that are climbing this mountain, but you're crazy. Got it.  Amanda Holmes (00:15:25): Well, because I hadn't thought it through. And I'm like, I hadn't really thought this through. I realized I hate hiking and I didn't know how I was going to get up that mountain literally. Yeah. I didn't know how I would do it. So then something clicked in me that I realized, oh, maybe I don't have to hike. Maybe I could just dance because I love to dance. And I love music. I've always been a dancer along with my music.  Dan Henry (00:15:47): What kind?  Amanda Holmes (00:15:49): I studied salsa, pretty intensively. Hip hop. I grew up on hip hop, like eight years of hip hop. So instead, now I'm sitting there and I'm like, either I changed my mind frame about this or I'm going to have to give up and I will not freaking give up on this. Right. So then I start singing. I have this personal,  Dan Henry (00:16:10): I'm just imagining you singing and dancing up this mountain. And I just said they were crazy. I retract.  Amanda Holmes (00:16:17): Well, no, no, no. So, I just recently written the song and it goes, forget the heavy load. So it had a really, really slow beat. So nobody could tell that I was dancing, but my head was going and nobody could hear me because I had all these masks on, right, cause it was really cold, but I'm singing my song and I'm moving my head and this is my mantra and it got me through the thing.  Dan Henry (00:16:42): I'm so wishing I brought a guitar right now because you have the mic. Wow. That sounded amazing. Did you sound that amazing when you were going up the mountain?  Amanda Holmes (00:16:52): Absolutely not, no.  Dan Henry (00:16:57): Oh man. That's incredible.  Amanda Holmes (00:16:59): But to circle it back, just to finish, the point is that change in my mind frame helped me to come back. And that's when I stepped in as CEO and said, okay, I'm going to do this. That was really a pivotal point because I also couldn't get up alone. I had to have help two African men, one by the name of Donut, that like assisted me when my eyes were rolling to the back of my head. I like literally couldn't walk. There was a guy that had died that day and was like, his body was laying all this.  Dan Henry (00:17:28): Oh yeah, that's fantastic. This is, what event is this? I'm going to put it on my do not go list.  Amanda Holmes (00:17:32): Yeah, every time people are like, I'm thinking about it. I'm like, yeah, I would never do that again. But it shifted my belief system around what I could do in my business. So I walked back and said, I didn't walk back. I flew back to the United States, and I said, let's do this. So that was a big point.  Dan Henry (00:17:49): So you redefined the problem. You found a way I can just hear like Jeff, Goldbloom saying life finds a way. You found a way to get up that mountain by channeling something that you loved. Because I mean, would you agree that if you're in a positive state of mind, if you're in, I mean, how often would you, you know let's say you're on your way to dinner and you're having a fantastic dinner with a friend or a significant other or whatever. And then on the way there, somebody like cuts you off, screams at you, like, you know, scrapes your car door, whatever. And you get into this argument, like you're in a bad frame of mind. Do you think that dinner is going to go as smoothly and nicely as if you were just, it's just butterflies and rainbows as you were driving down, right?  Dan Henry (00:18:38): No. So, so like you were in this frame of mind, like, Hey, I can't do this. This is nuts. These people are crazy coming up, Kilimanjaro, dead guy on the side of the fricking mountain, you know, but you had to do it. So you re you redefined it as I'm going to sing. I love to sing and dance. So I'm going to singing, dance my ass up this mountain past all the dead people. So I mean, you know what, it really freaked me out. Is you ever seen a weekend at Bernie's?  Amanda Holmes (00:19:07): No.  Dan Henry (00:19:08): You've never seen weekend at Bernie's? It's a movie where they had, I forget the exact plot, but this guy dies, his name's Bernie and they needed him to do something like right before he died. So they, like, they take him all around town and they're like holding him up and he's like this and they're like moving his arm. It was ridiculous movie, but I was just seeing you up the side of the mountain and singing and dancing. And then the dead guy on the mountain just starts doing this. I'm sorry. I smoke entirely too much weed. Okay. So, so, so, so here's the question. You went back, you, you took over Chet Holmes international. What's the first thing you did?  Amanda Holmes (00:19:56): Well, even before that, I would say the first thing I did was listen. So I think a lot of people, especially if you're changing positions or you're coming into a company and you just kind of say, here's what we're going to do, nobody will respect you. So I started by listening and asking lots of questions and the more questions I asked, the more they kept saying, oh, ask more questions. You're onto this. Right? You're understanding what's going on here. So I would say before that that's a predecessor.  Dan Henry (00:20:23): So you, you weren't that classic, like a Richie Rich, Macaulay Culkin, or whatever that walks in and just takes over and you know, like puts his feet up on the desk, like, all right guys, it's my company now.  Amanda Holmes (00:20:35): Absolutely not.  Dan Henry (00:20:37): Got it. That's good to know.  Amanda Holmes (00:20:40): And then I also think so I study under an Indian Saint. She's actually not too far from here. Her full title is [inaudible]. But I call her Guruji.  Dan Henry (00:20:55): I'm going to need to write that down.  Amanda Holmes (00:20:57): Yes, it's a good one. So I study under her and she just kept saying that if you come from service, that's the most important thing you can do. And if you can be a conduit of something positive, then you'll get through all of it. So that was really, it's not about me. It's not about the fact that I'm a 25, I think. So I stepped in as CEO at 26. So for a year and a half, I really looked around, tried to hire different people, and scrambled to find some kind of solution.  Dan Henry (00:21:26): So what was your role from 24 to 26?  Amanda Holmes (00:21:28): I was chairwoman.  Dan Henry (00:21:31): Ah, so kind of like, it was, it was just...  Amanda Holmes (00:21:35): A complimentary title.  Dan Henry (00:21:35): Right, right. Gotcha. Was there problems that you needed to solve?  Amanda Holmes (00:21:42): Absolutely.  Dan Henry (00:21:43): I mean, there's always problems you need to solve, but there were, was there something fundamentally that you deep down in your core knew that you wanted to change direction or you wanted to fix, or you wanted to, to grow?  Amanda Holmes (00:21:52): At that time it was just, you know, everything's on fire. We need to solve some serious issues. Like, so I stepped in a CEO. The week that I stepped in our merchant services stopped paying payroll. So like hundreds of people aren't able to pay and they're like, Amanda there's a merchant services have shut down. I'm like, what's a merchant services?  Dan Henry (00:22:18): No way.  Amanda Holmes (00:22:18): Same week, same week they come back and they go, so Amanda, we've spent half a million dollars to implement Salesforce. We haven't turned it on yet and we're thinking maybe we shouldn't, what do you think? I'm like, what Salesforce? You know, what is a CRM system? So  Dan Henry (00:22:35): You had to get acclimated real quick. Huh?  Amanda Holmes (00:22:37): My CFO used to always say baptism by fire.  Dan Henry (00:22:40): Okay. I still don't know what Salesforce is to be quite honest with you. I still don't get it.  Amanda Holmes (00:22:45): Well, 88% of companies hate their CRM systems. So it's okay. Even if you did know, you probably wouldn't like it.  Dan Henry (00:22:51): I hate that acronym. So just overall, I'm just like, just give me your email. We'll figure it out.  Dan Henry (00:23:05): I'm clearly joking. I'm clearly joking. This is what I like to say. And then my team is like, no, Dan, we have dah, dah, dah. And I'm like, yeah yeah yeah, I know, but this sounds cooler. It's fine. So,I'm going to do a quick, I'm gonna do a quick pitch. I'm just going to mention that our sponsor is us. So if you're interested to get daily success mentoring go to HowToThink.com and sign up. So that was our message from our sponsor. Yay. So, let me ask you a question. Is the Dream 100, that whole method, is that still the primary thing that drives Chet Holmes International? Or do you guys, do you have something different or have you taken a different direction or is that still the thing that you, is like the core?  Amanda Holmes (00:23:59): So we have 12 core competencies to double sales. That's just one of them. And it's, it's amazing how much this has been timeless. Right? So when I first decided I'm going to rewrite the book, right? Penguin was like, write the book, we get so many sales, we should just do a new edition. And I kept saying no. And then finally I'm like, okay, I will do it. And then when I went out on social and I asked, what should I update in the book? Everyone said, don't touch it. It's perfect. That was the response.  Dan Henry (00:24:26): It's like redoing a Pink Floyd song. Like, no, don't, don't, don't do it. Stop pump the brakes. Yeah, I got it.  Amanda Holmes (00:24:33): Very difficult. But so what I realized is that the framework is the same. It's just the ways the mediums in which have changed that need to be adapted and adopted. Right. So dream 100. Yeah. My father talked about faxing phone calls and lumpy mail. Right? Whereas we all know today...  Dan Henry (00:24:51): Can we, can we do. Cause some people may not understand what a lumpy mail is. Can we just define that?  Amanda Holmes (00:24:56): Well, you did as well too, right?  Dan Henry (00:24:58): You probably do it better. So is it, is it mail that, that, you know, is just let themselves go and just doesn't eat right? Or is it...  Amanda Holmes (00:25:09): So lumpy mail, meaning you have something in it. So it makes it a lumpy package.  Dan Henry (00:25:14): Yeah. All right. I just wanted to define the term.  Amanda Holmes (00:25:18): It's not a, not Humpty or lumpy.  Dan Henry (00:25:21): It is sat on a wall. Yeah. Got it.  Amanda Holmes (00:25:25): But today that can look like on social. Right? So I Dream 100'ed Dave Woodward.  Dan Henry (00:25:31): Ah, fantastic guy. Probably the nicest guy that I've ever met. In fact, sometimes I can't be around him too long because it just makes me feel terrible about myself because he's so nice. I'm like, ah, I need to go work on myself,  Amanda Holmes (00:25:44): His whole family. I mean, it's a test to who he is as well as you can tell that just his boys are so wonderful and his wife is so incredible as well. Their unit is wonderful. Yeah. They're great. So when I first met Dave, though, he kind of gave me a cold shoulder and I looked at him and went, oh, or are we not? Is my pig headed discipline and determination gonna kick in cause I have to like be friends with you. So I ended up following up with him. We friended each other on Instagram and I for every single day, for three months, every post he made, I commented on. So he would post, he took a hike and he bought some boots and he showed himself buying some boots. I'm like, I climbed Kilimanjaro and new boots. And I can tell you that that's the worst idea on the face of the planet you have to wear in your boots beforehand.  Amanda Holmes (00:26:31): Cause it will be really painful. Oh, that's nice. I'd get a heart. You know, he made a deal with his son that he couldn't not eat sugar for 24 hours. And I, and he didn't end up breaking eight sugar before 24 hours and he won like $10 or something. And I'm like, ha ha, you should have bet more. That's hysterical. So just little things. So he also posted a picture or a video of him and his wife and his wife is looking at all of these beautiful Christmas lights and she looks so happy. I'm like, Dave, you got to give your wife Christmas lights, like multiple times a year for how happy she is about these Christmas lights. Right? So I am in dialogue with him every single day. Even though he really didn't say much, it was like a heart here. I take screenshots of them, it's hilarious.  Amanda Holmes (00:27:17): But three months in him and Russell reached out to me and say, Hey, we'd like to buy 650 of these books for the, for our Inner Circle and give them to all of our best clients, which was awesome. I mean, five years later I just showed up to Funnel Hacking Live. That's how we met. Right. And everyone knew Ultimate Sales Machine because of that three months of pigheaded discipline and determination to follow up. So that's, that's an example of Dream 100 in today's world. Being that bright spot in their day where you're in their face, in their place, in their space and they can't avoid you. Right. But we still have these 12 core competencies. So it isn't just Dream 100. We're also known a lot for market data and utilizing market data.  Dan Henry (00:27:59): Do you get into sports at all? Boxing, anything like that?  Amanda Holmes (00:28:03): No, I'm sorry.  Dan Henry (00:28:04): Yeah, I went right past that. I just, I just did not turn down the right road. I just thought I was just playing on my phone. Just kept going. Well, the reason I say that is because, you know, what's funny is there have been times where, cause I'm a big like martial arts MMA.  Amanda Holmes (00:28:19): Oh, okay. My father was a fourth degree black belt.  Dan Henry (00:28:21): Oh, okay. Awesome. Awesome. So there was this and this has happened multiple times, but there was you know, I remember seeing Dream Onehundreding in that game. Like there was a, I believe it was Klitschko. I forget the other guy's name. Brandon probably knows it, but it's, it's the guy who's always like what's up champ. What's up champ champ. Do you know the guy I'm talking about Brandon? The boxer.  Brandon (00:28:45): I'd have to look up the name. I know exactly what you're talking about though. Yeah.  Dan Henry (00:28:48): Yeah. So what he would do was so Klitschko, I think I got the right one. He was like the champion. He was trying to get the fight. Right? Because you know, if you want to get a fight with the champ, you gotta, you gotta get the Champ's attention. You can't just say, I want to fight you or you have to be the number one contender.  Dan Henry (00:29:03): Right. But if you're not the number one contender, you got to get the attention. So this dude would literally follow Klitschko everywhere he went. If he was at a restaurant, he would show up with like a megaphone and be like, What's up champ? You gonna take the fight champ? Like right in the restaurant. Or he was, Klitschko was skiing. He came on a speedboat, drove right past him, knocked him off his skis and was like, come on champ, come on. What's up champ. Let's go. You know? And he did this like six or seven times and he finally got the fight and I'm pretty sure he lost, but the point remains, he Dream One hundreded his way into a fight with the champ. Oh  Amanda Holmes (00:29:39): My God. I never heard that before. That's such a good story.  Dan Henry (00:29:43): Don't I don't recommend anybody do that. That was an example. But you know, it's not what I'm saying to do.  Amanda Holmes (00:29:51): But the essence is there. The point is there.  Dan Henry (00:29:52): And that's the thing. Let me ask you a question in life. Cause you know, it's not just about business. I mean, a lot of it is, but some people don't want to be entrepreneurs, but they want to be authors. They want to be singers. They want to be whatever it is, whatever they define as success. Do you think that sometimes people when they try to, and this is the difference between people who get it and people who don't get it. People who succeed, people who don't succeed as they look at the tactics, they look at the surface level stuff, send a piece of mail here, do this. Comment here on social media. And they don't think of the essence. Like, I mean essentially that's what, what Klitschko got Dream One-hundreded and he gave him the fight. And that's the thing is that same, that same essence can be repurposed into a thousand different iterations and applications.  Dan Henry (00:30:45): And in a hundred years it can still be done. In the thousand years it can still be done. We might not have the internet in a thousand years. Maybe we were all just like cyber connected. And I can just be like, give you a compliment by going like whatever. And it's a completely, it's very creepy. But in this extremely creepy future Bing world, you can still Dream 100 people. You can still, sales is still sales. You know, rapport is still rapport. I mean, I'm hoping, unless we're all robots, then that might not be the case. But you see what I'm saying? Like, do you feel that people don't explore that enough? And they just try to rest on the tactics?  Amanda Holmes (00:31:20): Absolutely. Absolutely. I mean, that's also why this has been so timeless and continues to be so timeless is because it's talking about the strategy and whether the tactics or the vehicles that you're using in marketing change. The things that my father talks about, like with advertisements, how much more it converts if you have a person next to a product. Right? So I think of that when I'm doing my Instagram stories, I always make sure I have someone dancing next to an image because I know research shows whether it was 20 years ago or not in, in newspaper advertisements with them showing like a book with a hand and it converts better than a book by itself or someone holding a product. I do the same thing on Instagram because it's understanding the concepts.  Dan Henry (00:32:04): Mm yes. Yes. I think that maybe you'll agree that when you deep dive into that and you don't play gets to me trying to learn tactics or at least relying on tactics, that's your safe zone. You know, oh, if I just learned his tactic and I don't expand my brain any, anywhere past that, I don't push the limits. I don't, I don't push the envelope and watch it bend. That is where you get stuck because you just, you, you build this little box and if the tactic doesn't work or does work or whatever, you stay in that little box and you don't push the box, bend the box, break the box and get out of the box. Would you agree?  Amanda Holmes (00:32:41): Absolutely. When I think of like, so we define marketing as creating top of mind awareness, like that is the whole purpose of marketing is to create top of mind awareness. So that as soon as they say, oh, I need a product or service like yours, you are the first person that they think of. Right? That's the true ability of marketing. Now, when you think of a business trying to do social media, they're like, I just need to do a Facebook post. I just need to do a Facebook post. Remember that the number one thing of any marketing you do is to create the top of mind awareness. So when you feel like, oh, I've only done this many posts, I don't want to do more. Nope. We're creating top of mind awareness. What do I have to do to make that happen? Right. Just like that. Very basic thing. We get lost in the clutter of all the tactics without forgetting. What is the point of what we're doing here?  Dan Henry (00:33:29): I agree. I agree. I have a much more you put it more eloquently than I did. I pretty much just say marketing is to make the sales guy's job easier. You know, like the better your marketing is the less, less less, you know, work you have to do when it comes to sales.  Amanda Holmes (00:33:46): Steve Jobs says it too. Marketing's job is to make sales obsolete. And the number one revenue generating company in the world right now is Apple.  Dan Henry (00:33:55): Of course. And how do you go when you go to an Apple store, what do they do? Do they pitch you? Do they sell you? They don't have to do anything.  Dan Henry (00:34:02): You got to wait in line. You gotta wait in line and then somebody like somebody, like you gotta go see the genius or whatever, you know? And it's, it's very different, very different environment. Yeah. And that's the thing is, is, you know, Steve Jobs, he was such a you know, he was such a brilliant guy. He and I remember there, there was a scene in one of the movies cause he had a movie with David Fessenbender Fastenbender. And then you had another movie with Ashton Kutcher and I believe it was the Ashton Kutcher one. And he was arguing with his engineers and they were saying people who buy computers, they like to switch out their CD ROMs. And they like to be able to replace their RAM. And, and basically what you, Steve jobs said was no computer nerds like to do that.  Dan Henry (00:34:46): People want whatever you tell them to want. And he created, he created that because that's the difference between, and maybe you'll agree. That's the difference between something like Apple and Microsoft, apple does not sell computers. Apple sells creative empowerment, think different. Microsoft sells computers. You go to, you go to, you buy a computer from Microsoft, you're buying a computer. You buy a computer from Apple, you buy into self-expression, you buy into spreading your art. You buy into creativity without the limit of, you know, you know, ease of creativity. You have an identity and you have and that's the difference. And that's why Steve Jobs did such a great job. But on the flip side the man created literally, the highest value tech company ever. And not only that is responsible for changing the way that we live our lives. I mean, think about it.  Dan Henry (00:35:43): I'm sitting here interviewing you. I got a fricking iPhone and an iPad in front of me, you know? And I mean, you want to talk to your family, you message on Facebook or, you know, you sh I mean, literally how we live our lives completely, really does social media, there'd be no social media without the fricking iPhone. You know, it all comes back to that. So he made such an impact. But do you remember, do you remember the story about what he talked about on his death bed? He said I don't remember the exact words, but he basically said it was all not worth it because he spent so much time making that thing great that he didn't spend enough time with his family and his life and he wasn't present enough. And on his deathbed, he regretted every single second of it. And I, I remember hearing that and every single day when I wake up, I try to think of that. And I just close my eyes and I say, I'm Steve Jobs in my bed about to die. And I just realized that none of this matters. How am I going to live my life? So that doesn't happen?  Amanda Holmes (00:36:40): That's really interesting that you bring that up because, so I had an experience with my father, right? 55. He has an empire. He is so successful, right? When he got chemo, he decided I'm going to buy a rolls so that I can drive to my chemo in a Rolls Royce. It's like really dad, really? And he was too nauseated to be able to drive it. So it was mostly me and I always felt so uncomfortable that people always wanted to take pictures. So we would wear hats cause he thought it was hilarious that people would want to take more pictures cause they thought he was a celebrity silly things. But anyways, so we had this moment where we were sitting in the hospital room and he had, so if you get a bone marrow transplant for leukemia, you're, you're quarantined into a room in the hospital and you can't leave for two months.  Amanda Holmes (00:37:27): So imagine my father larger than life. Right? Always dynamic, always out doing things, traveling the world, speaking and now he's confined to this small hospital room. And he was looking out the window and he says to me of all the wealth that I've amassed, it can only buy me the biggest room in this hotel or in this hospital. And I never forgot that because obviously what what's it worth if at the end of the day you can't enjoy it. He died at 55. So a big reason why I did the new edition, my why was because I wanted to give the final encore that my father never got to give. And it was this journey of him understanding himself and having a rich life beyond just what money can buy. So the last nine years, I've really, that's why I study under my guru as well. I there's just so much more to life than just doubling sales.  Dan Henry (00:38:26): Yeah.  Amanda Holmes (00:38:27): It's good that they have to get really far into this interview for me to say that, because normally I talk about sales.  Dan Henry (00:38:33): Well, listen, if they left already, they don't deserve to hear it.  Dan Henry (00:38:38): So we're going to take some callers here in a little bit. I love taking callers. I D I do ask the audience though that no internet marketing talk, that's barred. High-level strategy, only sales, whatever. So actually this is a funny thing is, you know, and I want to ask you this question. I'm very interested to hear this. I, you know, I woke up on it. I mean, I built my first company, or my first successful company, GetClients.com. This internet marketing company, you know, this company, HowToThink.com has nothing to do with internet marketing. And I, you know, I woke up one day and I said, you know, when I, in 10 years from now when I got a little bit more gray coming in, the last thing I want to be known for is internet marketing. You know?  Dan Henry (00:39:25): And I started asking myself like, what do I want to be known for? And, what would people talk to me about? And I kept coming back to thinking, you know? Like, I literally kept saying the word how to think, you know, so my question to you is, you know, your father is known for that book. I mean, I mean, which is a great thing to be known for. You write a book like that, you're going to be known for that book. And he's known for the Dream 100 and he's known for Chet Holmes International. My question to you is 10 years from now, what do you want to be known for? What does Amanda want to be known for?  Amanda Holmes (00:39:58): It's an interesting concept because I've spent a lot of time. So I, in pursuit of fulfillment, I shaved my head for five years. It was bald.  Dan Henry (00:40:16): Yeah. Thought it was Brittany, but no, Nope. It's Amanda.  Amanda Holmes (00:40:22): I didn't have a Cray Cray Brittany moment, but I did have a couple hundred staff all looking around going, what are you doing? And I'm like the amount of weight on my shoulders of the expectations of others and what they thought was dictating what I would make as my decisions moving forward. And I didn't want that. And my guru even said, if you want to release yourself of those expectations and be the best version of you and make those decisions based on your own independent logic, then this is a good practice to try. So I shaved. So I finally, for years I like got up the courage and I finally shaved my head and I loved it so much. I kept it shaved for five years and it was really this commitment to myself to be the best version of myself and to find that fulfillment within me without needing that from exterior people. And it's, it's an ongoing process. Like sometimes I'm better than other times, but that has been a serious undertaking to feel that burst of life that comes from me and me alone. So when you ask, what are you want to be known for? I don't want to be known for anything. I want to feel rejuvenated. I want to feel alive. I want to feel that I'm making an impact based on what I resonate with rather than...  Dan Henry (00:41:45): So basically, you don't need to be known for anything?  Amanda Holmes (00:41:47): Right.  Dan Henry (00:41:48): Wow. That's probably the best answer I've ever heard of it when it comes to that question. That's deep. So let me ask you this. What got you into the Indian guru thing?  Amanda Holmes (00:41:59): My father was diagnosed and we went through a couple of a hundred alternatives for leukemia and we narrowed it down to the top 150 best in everything. Sound therapy, light therapy, oxygenation therapy. I mean, pre speaking in tongues, I studied under monks in Japan and then I met her and it was just a completely different experience. Just being in her presence, felt different. Like something really magical about this woman. And I had Celiacs at the time. So even the smell of wheat, if I went into a pizza store, I would get nauseated because I was that highly allergic. I would have to go to the hospital if I ate any wheat. And she said, every disease is just a disease of your mind. So if you can release those, you can cure yourself of Celiacs. And I'm like, so you think I could...  Dan Henry (00:42:48): So you can eat gluten now? No way.  Amanda Holmes (00:42:51): So I, so anytime I was in her presence, I could eat pizza. It was absurd and imagined like  Dan Henry (00:43:00): What kind of pizza? I need to know. Don't tell me Domino's.  Amanda Holmes (00:43:05): She liked deep dish. So we would go eat deep dish. When I first met her, we were...  Dan Henry (00:43:12): They say you got to start small, you know,  Amanda Holmes (00:43:15): But so then she said, I need a concentrated amount of time to be able to help cure you of this. I have a center in Singapore, so I made my way to Singapore. And three months later, she helped rebuild my stomach lining and I now can eat wheat all I like.  Dan Henry (00:43:34): And I bet you that a doctor would have probably charged you tens of thousands of dollars to still have that issue.  Amanda Holmes (00:43:42): No Western doctor said that they could cure Celiacs. If you ask anybody about Celiacs, they say, oh yeah, you, I just don't eat wheat. Like nobody actually has a cure for that.  Dan Henry (00:43:50): Yeah. I mean, why would you, I mean, why would you cure stuff like that when you could sell drugs to people that have it, or why would you cure cancer when you can sell cancer? I mean, you know, much money we would lose if we, if we actually came up with or released the cure for cancer? All those all those machines, all those technicians that go to schools to learn those machines. You've got to think you've got a school somewhere. That school has staff. It has janitors, it has a cafe workers. It has construction workers that work on it. And that school teaches technicians. And those technicians have to use these machines. And the people that make the what do they call the cancer machines? Like chemo, chemo, chemo machines. Yeah. Somebody's got to do research to create those machines.  Dan Henry (00:44:32): Somebody has got to do the manufacturing and then somebody's got to do the licensing and all that dah, dah, dah. If you just came out with the cure, all those people would lose their jobs and, and, and you know, my response would be that they can find new jobs. But, you know, I'm just saying like, that's that that'd be a big thing. And I think a lot of people don't stop to realize that. And I'm not saying that there's any one alternative that I, or anybody promote or like, or say is the answer. But I think that you have to ask yourself, well, if this is supposed to be the only answer, going to a Western doctor and doing chemotherapy, you know, it's sort of like if I told you the secret to doing this thing is this thing, I just happened to sell that thing. Right? You know, if I say, well, the secret to lose weight is to, to get into a keto, you know, a state of ketogenics, by the way I sell these ketones just by absolute happenstance. I happened to also sell that thing, you know, it's, you kind of got to ask yourself like, oh, so this is how you cure cancer. And you also happen to sell the thing that does that. It's interesting. You know, we gotta, you know, you gotta think about that kind of stuff.  Amanda Holmes (00:45:40): That's the scariest thing about online marketing today is the health. Right? So on Google, you're not going to get the solution that you're looking for. You're going to get whoever's best at PPC, right. Or SEO, right? Yeah. That's yeah. That's unfortunate.  Dan Henry (00:45:58): I wanted to ask you about that. What's with this alkaline diet thing. Tell me about that.  Amanda Holmes (00:46:02): Did I tell you about that?  Dan Henry (00:46:03): No, but I do my homework, but I'm asking you.  Amanda Holmes (00:46:08): So amidst the hundred and 50 different alternatives that we looked at, whether they were from Asia, Africa, Australia, South America, the one thing that they all said common for my father to get him better was become vegetarian. Okay. Like even just to get your body back into alignment, that will help you get there faster and cancer can't breed in an alkaline environment.  Dan Henry (00:46:32): Really? So that means no meat. Is there any way I can get an alkaline cow? Do they make those?  Amanda Holmes (00:46:40): I think they're putting them in laboratories now.  Dan Henry (00:46:43): Really? So you can get an alkaline cow and maybe some alkaline chickens?  Amanda Holmes (00:46:48): No, they're just making them in a Petri dish. You've heard about that. Right? Making me in a Petri dish.  Dan Henry (00:46:52): Yeah. What it was like, is this a new vegan thing? Or?  Amanda Holmes (00:46:55): I don't know. I wouldn't recommend it.  Dan Henry (00:46:58): Okay.  Amanda Holmes (00:46:59): Don't eat straight chemicals, find better ways.  Dan Henry (00:47:01): Yeah. Yeah. I mean the plants, I mean, people, people bitch about the plants, but this sounds...  Amanda Holmes (00:47:06): Oh my God, even lettuce. Please stop eating lettuce and thinking that that's healthy. It's it's. So if it's hydroponically made there now just water and chemicals that create lettuce. So you are straight eating chemicals. So people like, oh, I'm so healthy I'm eating a salad.  Dan Henry (00:47:23): With cheese and Ranch dressing on it, but sure, you do you. Okay, well now I gotta ask you, cause now we're going down this health rabbit hole. And, and we, we went from, we went from fricking alkaline diets, not breeding cancer, which I really, I want to explore that all the way to lettuce is bad for you. Now I gotta ask you. I just got to know. Okay. What are your thoughts on cannabis?  Amanda Holmes (00:47:45): Oh, okay.  Dan Henry (00:47:47): I have to ask we're already on that rabbit hole. We're already on that side of town. Let's walk around. Okay.  Amanda Holmes (00:47:54): Well, so the actual plant has so many medicinal values, right? That is wonderful. I believe in the medicinal values of herbs, all kinds of different herbs. I like if I had to choose between someone doing cannabis versus doing drugs or taking pills, I'd probably choose that than the latter, right?  Dan Henry (00:48:21): As would I. Yeah.  Amanda Holmes (00:48:23): And then I also would add some kind of caution that when you use cannabis to get to it's helping you get to an altered state of consciousness, which is actually what meditation is supposed to do. But majority of people just sit in silence and think that that's meditation, which is the polar opposite. Because when you sit in silence, usually your mind gets louder and it just, you know, so cannabis helps get you there faster. You just have to smoke it. Right. The only problem is there's a disconnect between your mind and your body actually experiencing that. That's why it reacts in different ways. Same with alcohol. It's helping you get to this altered state of consciousness. Wouldn't it be cool if you didn't need to smoke or to drink, to be able to get to that place where things just fall off of you where you're honest and truthful. I don't know.  Dan Henry (00:49:16): I mean, it'd be a lot cheaper.  Amanda Holmes (00:49:19): But it takes work.  Dan Henry (00:49:21): Yeah. I don't prefer the ultra stage of consciousness that alcohol gets you. I don't like being there. I like the social aspect of it, but then, you know, at some point you end up in that part of town that you don't want to be in and then you're throwing up and that's not good, but.  Amanda Holmes (00:49:36): Not to say that everyone wants to be there. And that is the definition of altered state of consciousness. I should probably retract that statement.  Dan Henry (00:49:44): So, so, but I'm saying like, like, think about this, right? You have all these drugs out, you have. So here's the reason why I started being a daily cannabis user. I have real bad anxiety. Couldn't slow my thoughts down. So of course what's the first thing a doctor recommends, drugs, right They're going to, they recommend what's that drug everybody's on with the bead and you get the beady little eyes you know, and you're like super focused Adderall, Adderall.  Amanda Holmes (00:50:16): I'm not an expert on drugs.  Dan Henry (00:50:16): Yeah. So like a buddy of mine, he's like, dude, you got to try Adderall. You just take it. And you'll just sit there and get like a week's worth of work done in like three hours. So just like take it and do it when you nobody's going to bother you. And I'm like, well, if nobody bothered me, I would get three weeks worth of work done in three hours. So I don't need the drug if that's it, you know. But so he gives me two of them, right. So I sit them on my desk for, I don't know, two weeks. And I'm just, every morning I'm staring at them, I'm staring at them, I'm staring at them. And, you know, I realized that I didn't really need that to be focused. Right. And you know, I talked to another buddy of mine and he's like, Hey, you should try medical marijuana.  Dan Henry (00:51:00): You know? And I'm like, well, you know I don't know. And I was actually not, not for it. He's like, just, just go to the doctor and try you know, he said, how many times have you taken XYZ pills? Right. How many times have you taken all this medicine? You're telling me you're not gonna take the most natural one and at least give it a try. I said, all right. He closed me, and that's a good point. So I go, and I'm literally, I was like, I have anxi.... Here's your prescription. Right? I didn't even get the word out. Right. And so I started using it not during the day, but at night, because my problem was, let's say it's Six O'clock, I'm done working well, I'm done being smart for the day. I want to be dumb. You know, I don't want to think of all the problems with my business.  Dan Henry (00:51:42): I don't want it because I, then my mind gets tired. And then the next day it's already tired from the night of thinking and now I'm not fresh. So, you know, I tried it and it would slow my mind down. And let me just, I guess, kind of be more present in my thoughts. And enjoying things, food music, you know, and just let me stop thinking so that the next day mentally I could return with the fresh plate. I'm sure I could use some super ninja meditation stuff to do the same thing, but you also have never smoked the weed I've got.  Dan Henry (00:52:22): But, here's why I say this. So, you know, there are a lot of applications for recreational drug use that are not good, like cocaine and methamphetamines, all that. But then there are people out there that do things like not just cannabis, but they do things like psychedelics, like DMT. And Iowaska. I got to ask you, if you ever did a drug, it would have to be Iowasca all this Indian guru stuff. I mean, it would have to be right? Like that would be right up your alley. I would think. No? What's your thoughts on that?  Amanda Holmes (00:52:52): I mean, I feel like I've had a lot of psychedelic experiences. I just haven't taken the drugs to have them.  Dan Henry (00:52:58): That's true. That's true.  Amanda Holmes (00:52:59): So like, I could talk with the best of them. I have great, great stories of experiences, right. But it's like on a solar eclipse, my guru decided that we were going to chant for three days straight and it was eight hours a day. For three days straight.  Dan Henry (00:53:16): You accomplished the same thing. Have you been able to accomplish ego death?  Amanda Holmes (00:53:20): I don't know what the definition of ego death is.  Dan Henry (00:53:22): It's the thing where, I mean, I, as apparently you can, you can achieve it through meditation or obviously, psychedelics. I guess that's the easier way, quicker, but it's where you lose the sense of self. You lose a sense of who, you no longer become Amanda or Dan. And I guess, and maybe I'm not explaining this best way, but essentially it allows you to mentally feel like what it's like to die and cease to exist and not have an identity. And it's like a whole different trippy type of thing. And I didn't know if you have gone that deep down the rabbit hole or not, I stay up late and watch YouTube videos sometimes. And this is where it goes. You ever watched the Joe Rogan podcast, man, you can get, you can go down some holes, man. You can go down some rabbit holes, but we're bringing up this stuff. I just figured that maybe you'd have an opinion on it. Good, bad, indifferent.  Amanda Holmes (00:54:16): I mean, I've spent a lot of time. I mean a lot of time, I'm 33, but a lot of time, like the last nine years I've studied intensively under a Saint that if you truly want to be connected to let's say, if you were divided into your ego and your soul you can't even walk up to the door of her location if you don't want to truly know yourself. And, people that are looking for truth and looking for the best version of themselves, regardless of what the world says, regardless of what they say, your ego should be. Like, if you go there for ego pampering, you will get slapped. Like people I've watched people walk in the door and then leave because they can't handle the idea of stripping away the masks that we wear. So ego death,  Dan Henry (00:55:08): Maybe they call it something different.  Amanda Holmes (00:55:11): Yeah. Well that sounds like a painful experience, which can be difficult, but I'd rather connect it to a positive thing if we're thinking about the mindset. Like  Dan Henry (00:55:20): A lot of people that go through it, describe it as scary at first, but then beautiful. Scary then beautiful. I've haven't done it. I haven't gone through it. I just, it, I didn't even really get into it until I started talking to a lot of entrepreneurs and I'd go to these conferences and everybody would be like, Hey, you do Iowaska yet? And I'm like, no. And then somebody else, you do Iowaska yet? I'm like, no, why is everyone asking me that. You do Iawaska yet? I'm like, no, what are you guys all on drugs? Like, what are you, what are you doing? And so then I just got curious and I was like, well, now I gotta look into this because everybody's doing it. Not everybody, but it was just an absurdly high amount of people saying it. And I was like, well, now I gotta see what this is all about. But then I did research that meditation, heavy, heavy, serious meditation, not like, you know, Sunday meditation class at the yoga studio, but like deep, deep, deep, deep stuff achieved very similar results. And it's just, it's a fascinating sort of it's just, it's a fascinating thing to get into because a lot of people don't talk about stuff like that.  Amanda Holmes (00:56:22): I reframe it still, the ego death sounds painful and agonizing. I would rather say so something that my guru taught me was calling your higher self. Like I, something I say all day, every day as I grant myself permission to connect to my higher self. And so instead of thinking about a death, I'd rather think about a birth and a prosperous, you know, prosperity, abundant feeling. And that abundant feeling is in birth.  Dan Henry (00:56:49): I love how you reframe things all the time constantly, constantly. Yeah. So should you feel like the ultimate goal of a human being should be to achieve the highest version of themselves?  Amanda Holmes (00:56:59): Absolutely. Everything starts with you, right and your relationship with yourself. I watched that with my father. He was surrounded by all the people that loved him. Most he had a magnificent business and yet he felt alone.  Dan Henry (00:57:16): Yeah. I think a lot of entrepreneurs feel that way, even when they're not at the height of success that you and your father had still, I feel like a lot of them and,  Amanda Holmes (00:57:26): And everyone, it's not just entrepreneurs. It's just everyone. So  Dan Henry (00:57:30): There's not a lot of stuff out there. Oh. How to get rich, how to become rich, how to increase sales. There's not a lot of stuff out there to deal with that. You know, there should be more of it. Yeah. So do you let me ask you let's change gears here for a second.  Amanda Holmes (00:57:46): Let's do it. We took some, we went some rabbit holes. I wonder what calls are going to be.  Dan Henry (00:57:52): No, they're still going to ask about sales, whatever Dan, take your Iowaska. Amanda, how can I increase sales? I guarantee you, I can guarantee you. So let me ask you this. Cause it sounds like growth is super important to you and as well contribution. If you had a hundred million dollars and you could only spend it on bettering the world and there was no red tape, no restrictions what'd you do?  Amanda Holmes (00:58:18): So for the last five years, I've driven 10,000 miles around the United States looking for a remote area, couple hundred acres that I could create a university of self-realization. My guru came up with this idea and I just love it. This place where people could come, just like what I experienced, just getting disconnected from all of the craziness that's happening in our outside world. And connecting back to who we are, get really simple, learn the power of your mind, right? Learn how we only use a small percentage of it because we're clouded in our angers and our fears and our guilts and find that place of discernment so you can make more positive decisions that help you become the better version of you. And that might even look like spending some time with the earth because God knows we don't spend any time with our earth anymore, which is crazy. Cause that's where we came from.  Dan Henry (00:59:07): Yeah. We're just chilling in line at the Apple store.  Amanda Holmes (00:59:11): Yeah. So giving that place, that university of self-realization, that's all under Divine Bliss International, it's a nonprofit that I've spent a lot of time in.  Dan Henry (00:59:20): So, and you have, these centers exist already?  Amanda Holmes (00:59:23): So we have two that are smaller. One in Singapore, one in Clearwater.  Dan Henry (00:59:27): In Clearwater here, Florida?  Amanda Holmes (00:59:30): I know. That's where I came from. Yeah.  Dan Henry (00:59:31): Oh, and this is yours? Amanda Holmes (00:59:33): No,it's under my guru.  Dan Henry (00:59:34): Okay. But it's under your, is it under your nonprofit?  Amanda Holmes (00:59:38): I'm a CMO.  Dan Henry (00:59:40): Chief Marketing Officer. Shocking that that would be your role. So, let me ask you this. If somebody wanted to explore that world, right. What would be the first step?  Amanda Holmes (00:59:55): Hmm. First step I would probably say so I've put up a bunch of videos of my guru, which is just awesome. Majority of gurus in India, you know, they like right with like they don't speak and they use a rock to write on floors and stuff to tell you what you need. I don't know. They're very, very archaic. So I'm proud to say that we have some recordings online. Sarvaloca Ma I love her videos online on YouTube. I would recommend watching that. And then I would probably talk more about steps on meditation, like the actual kind of meditation that can create an altered state of consciousness rather than just the thoughts getting louder.  Dan Henry (01:00:44): Right. And so if somebody went to your Clearwater location, what is that called?  Amanda Holmes (01:00:47): Divine Bliss International.  Dan Henry (01:00:50): Okay. So if somebody went there, what would, what could you expect going there? What kind of experience would they be in store for?  Amanda Holmes (01:00:58): I would say leave all expectations at the door and just be open to connecting to your higher self.  Dan Henry (01:01:05): Okay. And, what type of results or what type of change or paradigm shift would, would the average person, if they were, if they gave into it, if they were serious, would they expect, could they expect after?  Amanda Holmes (01:01:24): So we used to do a bunch of photos. I would take people's picture when they first got there and then I'd take their picture when they leave and you'd see the shift happen on their face. It was that monumental.  Dan Henry (01:01:36): Really?  Amanda Holmes (01:01:37): Yeah. Like their face would become more balanced. Their eyes would lighten. Their smile, they couldn't stop smiling because you could just see, they were glowing. It's a really cool thing. I have hundreds and hundreds of these before and after photos of people just glowing.  Dan Henry (01:01:55): Well, it sounds like you've like really, like, I mean, you're obviously amazing at sales, marketing, what you've done, but it sounds like you're really, you really put a lot of effort and time into this.  Amanda Holmes (01:02:04): I mean, last year we grew sales by 50% and I only worked one day a week. The other six I was in the non-profit.  Dan Henry (01:02:11): So that's like where your heart lies.How long is the experience for you, a day, a week?  Amanda Holmes (01:02:21): At the moment it's like a day you would come and experience. You could, you wouldn't be able to stay there. That's why we need the bigger property to be able to have people stay on the property.  Dan Henry (01:02:31): Oh, I see. So it's a one. So for right now, it's a one day experience, Clearwater or Singapore one day experience. Okay. Mm Hmm. And...  Brandon (01:02:46): Are we making a trip Dan?  Dan Henry (01:02:46): I'm just like I have this, this little thing I'm doing recently where I'm like, let me do something, let me try to do a bunch of stuff that I don't, I normally would never do. And then as you're talking, I'm like, yep. That's one of the things that's a very prime candidate, but I want to expand my mind. So...  Amanda Holmes (01:03:08): That's hilarious.  Dan Henry (01:03:09): So so I mean, is there a type of person that shouldn't do this?  Amanda Holmes (01:03:16): If you want to stop growing, if you are happy with where you're at, don't go there. It'll be too uncomfortable because it raises you up so quickly. It's not good if you're stuck in depression and you're like, I want to be stuck in depression, don't go.  Dan Henry (01:03:30): That sounds like the pitch I make when somebody wants to buy my business. Cause they say, well, why shouldn't I buy? I say, the only reason you shouldn't buy it is if you hate money. Exactly.  Amanda Holmes (01:03:46): That's so good.  Dan Henry (01:03:47): Yeah. Well, you just reminded me of it. I was just like, that's like the perfect objection handler. If you want to stay depressed, this is not for you, okay?  Amanda Holmes (01:03:55): Some people like where they're at and they're very comfortable and other people want to level up.  Dan Henry (01:04:01): That's amazing. That's, that's I love hearing stuff that is outside of the norm of like, here's a pill, you know, here's a, I mean, even here's weed that that's common now. Now I feel, I used to feel like the new guy on the block. Now it's like, oh yeah, everybody does it. You know, now I got to go to an Indian guru and get to the next level. I honestly, I, you know, every time I try something that I think of that I wouldn't try every time I'd try something that I say I would have never done. I do it. And then I'm like, this was amazing, you know?  Amanda Holmes (01:04:28): Well, Steve Jobs, right? So the book that he gave at his funeral, do you know what it is?  Dan Henry (01:04:33): No, not see now you're stumping me on the Steve Jobs trivia. I do not.  Amanda Holmes (01:04:36): So he gave out Autobiography of a Yogi as his book to every person that went to his funeral. And it was the only book on his iPhone. And it just talks about this journey of a man going through understanding from gurus and it's. Yeah, it's the whole nine yards.  Dan Henry (01:04:55): There's one book, one audio book?  Amanda Holmes (01:04:57): Autobiography of a Yogi by Para Monza Yogananda. And when he, so when Mark Zuckerberg was about to sell Facebook, he went to his mentor, Steve Jobs and said, I'm thinking about selling. I'm not quite sure what I should do. What do you think I should do? And he said, there's this Ashram, this healing center, like what's over in Clearwater, where you can go. I went there and that's what made me decide what Apple would be. You should go there. And just a couple of years ago, he finally admitted that he had gone there. And that's where he got the idea for Facebook. And that one place is actually in the lineage of my gurus. So my guru got handed from another guru who got handed from him, which is Babanim Coralee  Dan Henry (01:05:38): See we brought this all back to sales. We landed the plane.  Dan Henry (01:05:46): Yeah. You know, what's funny though, is that the man that created a little device that could hold 10,000 songs, had one audio book.  Amanda Holmes (01:05:55): Isn't that crazy?  Dan Henry (01:05:55): Yes. What does that tell you about how much that book meant to him? Yeah, that's nuts. All right. So let's do this. This has been fun. I like going in all different directions. I like just driving the car around the city and just like going right. You know, like there's a lemonade stand, let's drive through it and let's drive over this guy's lawn, just come back around. So, all right. So, so here's what I'd like to do. Brandon are there, so 8 1 3- 4 7 4 -9 1 22. Text that number with your question, and then Brandon will pick, pick one, bring you on audio, and you can ask Amanda a question. Me, whoever, Brandon, if you want, all the above and yeah, whatever, you know 8 1 3 -4 7 4- 9 1 2 2. We'll bring a couple of people on, have a chit chat. But this has been amazing so far. I mean,  Amanda Holmes (01:06:54): We've gone through the rabbit holes, all of them, multiple of them.  Dan Henry (01:06:58): Yeah, I dig it. I dig it. I dig it. I I love how tattered, pull that book up, look how tattered that book is.  Amanda Holmes (01:07:05): You know what I was bringing around a really nice one. I'm like, but this is how they normally look  Dan Henry (01:07:11): Now did you really. Is that, or did you just like put that in a dryer before you came here?  Amanda Holmes (01:07:15): I recently..  Dan Henry (01:07:16): Cuz that's pretty...  Amanda Holmes (01:07:17): It dropped in a puddle.  Dan Henry (01:07:20): Okay. All right. You cheated a little bit.  Amanda Holmes (01:07:22): I did not cheat. I was so upset. Half of my notes are now have watermarks on them, which is such a bummer. It was a real bummer.  Dan Henry (01:07:31): It's amazing that you still go through that same book.  Amanda Holmes (01:07:34): Oh my gosh. Are you kidding me? Absolutely.  Dan Henry (01:07:35): Wow. Talk about going deep. Dedication to going deep on something.  Amanda Holmes (01:07:40): Well, that's what we teach. Mastery isn't about doing 4,000 different things. It's about doing 12 things, 4,000 times.  Dan Henry (01:07:46): Oh, I like that. I like that. That is, that is legit. What do you think the well, Brandon, let me know. Just interrupt me. Just cut me off when you have somebody. But what do you think the biggest people, the biggest people, the biggest thing on a high level, not like a technique or tactic, but on a mental level, what do you think is the biggest mistake people make in sales?  Amanda Holmes (01:08:13): The single, the single biggest thing?  Dan Henry (01:08:15): Yeah, the top one.  Amanda Holmes (01:08:18): Okay. Well, I'll give you, can I do two? Can I just break it down to two?  Dan Henry (01:08:22): You can do whatever you like.  Amanda Holmes (01:08:25): Okay, thank God. So a statistically right now, 97% of our prospects feel that we're too pushy as salespeople. 97%. That is absurd amount of people, right? Yes.  Dan Henry (01:08:38): So there's an absurd amount of people that suck at sales. So we've got to factor in.  Amanda Holmes (01:08:41): Three out of four salespeople are ineffective at their job.  Dan Henry (01:08:44): There's got to be more, it's got to be more like 3.985 come on now.  Amanda Holmes (01:08:50): Three out of four, right? We're at 75% of them are ineffective at their job. But if we look at the universities in the United States only 0.08% of them actually have sales as a major or minor. So where are we actually learning how to be great at sales? Right. We don't have that, which is interesting. But then if we look at the follow-up, how many touches does it take to actually close a deal? On average it's about eight touches before we get their attention. And 95% of salespeople don't follow up after the third contact.  Dan Henry (01:09:26): Yeah. So 95% of salespeople are lazy.  Amanda Holmes (01:09:30): Fortune's in the follow-up baby.  Dan Henry (01:09:32): The fortune's in the follow-up. Absolutely. Okay. So from a high level, do you think that the biggest mistake then would be a non-commitment to mastery?  Amanda Holmes (01:09:44): Absolutely.  Dan Henry (01:09:46): I got a smile out of you for that one. Yeah. You like that?  Amanda Holmes (01:09:50): Well, that's our whole thing, huh?  Dan Henry (01:09:52): Yeah. I caught that.  Amanda Holmes (01:09:53): You're on the CEO Mastery show that we're, I just launched.  Dan Henry (01:09:57): I would love to say, because I found out you like alkaline foods, found out you're an amazing songwriter and even your [inaudible], whatever it's called that we could not find here. I was going to bring it in, but there's nowhere in St. Pete that has that food. But I did not know that your show is called CEO Mastery. So that's a fail on my part. Amanda Holmes (01:10:17): No, I mean, it just launched yesterday. So I mean you did your research.  Dan Henry (01:10:24): Ah, Excuse. Cool. Anybody, Brandon?  Brandon (01:10:26): None at the moment. Let's repeat the number one more time.  Dan Henry (01:10:29): Oh yeah. I'm so sorry. We were going to get the technology there where we can pop the number up during a stream we're just not there yet. We spent all of our money on lights. So  Amanda Holmes (01:10:43): We're on the 11th floor and you can't see that it's a magnificent view just saying.  Dan Henry (01:10:48): Yeah, it's all. I covered it all up. Brandon covered it all up with, you know, black. So it's like you come in here and it's this amazing sort of penthouse, as you said, kind of office feel, but then we're just like, just cover it all up, you know, screw it. So 8 1 3, 8 1 3 -4 7 4 -9 1 2 2. 813 -4 7 4 -9 1 2 2. If you need help with sales, which if you're watching the show, you probably do, because if not, you'd be off on an island somewhere. Just messing. I think Amanda can, could help you out. So if we have anybody it's 8 1 3- 4 7 4-9 1 2 2. So just text that number and then Brandon, will give you a call.  Amanda Holmes (01:11:44): Oh, they text and then you call. I was going to say, I wonder if more people would get on if they texted,  Dan Henry (01:11:49): Oh just text. Well, see, here's my thought. Right? So if I just bring any random person on from a call, they could be crazy, man. They could be asking you...  Amanda Holmes (01:11:58): Usually.  Dan Henry (01:11:58): They could be asking you about Iowaska and stuff. It was just some irrelevant, irrelevant shit that, you know, and so we tried to get a text first, see what the question is, and then we're like, all right, well, that's not an insane question. Let's, let's bring... That's interesting, that's a good question. Let's bring that person on, you know, so I mean, that's what we're trying so far. We'll probably modify it as we go. I'm just making all this up as I go along.  Amanda Holmes (01:12:24): Hey, I love it. Yeah. This is only...  Dan Henry (01:12:25): Second. Your, your number two second episode. Yeah, you're early adopter.  Amanda Holmes (01:12:30): Awesome.  Dan Henry (01:12:31): OG who in five years, when this is one of the biggest podcasts in the world, you'll be considered one of those OG guests see. I have to make an NFT for it. So let me ask you a question. Sometimes I ask, this is sometimes I ask people because you know, entrepreneurs, it's hard to sometimes describe what we do. I say like, how would your parents describe what you do for a living? But that would not be a good question to ask you.  Amanda Holmes (01:13:00): That is funny. How would your parents describe what you do?  Dan Henry (01:13:03): Oh so my dad would be like, you know, Hey, this is how my dad talks. You know, like, you know, he does some internet shit, but I'm starting to think that, you know, I'm just concerned that maybe I just don't want him to go to jail. Cause he's making all this money. And I just, I don't think it's possible to make that much money on, on the internet. I saw that movie, The Net with Sandra Bullock. And I don't know about that internet, you know, that's I still don't trust it. I don't believe anything I hear on the internet. So I don't know what he's doing, but I just hope he doesn't go to jail for it. It just doesn't seem like it's possible to make that much money, you know, and people just tune in and listen to him talk. And he posted these pictures online and this weird stuff.  Dan Henry (01:13:43): And, you know, he was singing a song on a boat and you know, it just, I don't know, you know. That's, that'd be how my dad would describe.  Amanda Holmes (01:13:51): Where's he from?  Dan Henry (01:13:51): So he's from Chicago and he was a radio, a shock jock in, in the eighties. So you can tell where I get my edgy conversation from. He was a shock jock and he would just do crazy stuff. You know, it was one of his radio names was Wild Bill Blab.  Amanda Holmes (01:14:15): What was it?  Dan Henry (01:14:15): Wild Bill Blab. And he would do these crazy shows and he was like, you know, Howard Stern?  Amanda Holmes (01:14:22): Yeah.  Dan Henry (01:14:22): So he was kind of like that, but not; Howard Stern's like really sexual. He wasn't sexual, he was just funny. And he would do this thing where he'd pretend to be drunk on the air, be like, this is a Wild Bill, Blab.  Dan Henry (01:14:33): And I would just do this because, you know, FCC, you can't, you can't drink on the air. So he would just pretend to drink on the air. But I often wonder how much he was actually pretending. But, so he used to do that. And so he has a very like out there personality and but yeah, he's not big into the internet. So I getting him, it took me about five years to convince him, to get Netflix and Amazon Prime instead of paying like a hundred bucks a month for like HBO with his cable company. And, and now he's, you should hear it. He's just goes through. And he's like, I just don't understand this. You know, like, like, oh, you know what he does? He goes on Netflix, right? So he has access to all this. He can, he doesn't understand the cloud.  Dan Henry (01:15:21): He goes on and he hooks up his TV to where he plays the movie on Netflix. And then he records it to a VHS tape that he has, and he has this huge wall of VHS tapes. And he's like, I just, I don't, you don't have to satellites all, go down. I'll still have this movie on VHS and I can still watch it. And you mark my words one day, the satellites are all going to go down. And so he sits there for hours recording all these Netflix movies on VHS.  Amanda Holmes (01:15:49): That is awesome. I have an uncle like that.  Dan Henry (01:15:51): Yeah. They should hang out.  Amanda Holmes (01:15:52): They should hang out.  Brandon (01:15:55): All right, guys. We do have a caller in, we have Tad from Denver. Do you guys want to take this call now?  Dan Henry (01:15:59): Yes, Tad.  Brandon (01:16:03): All right. You are on.  Dan Henry (01:16:06): Hello?  Tad (01:16:06): Hey, can you guys hear me okay?  Dan Henry (01:16:08): I can. Amanda, can you hear?  Amanda Holmes (01:16:10): Yes.  Dan Henry (01:16:10): All right. How you doing, man?  Tad (01:16:13): Hey, I'm doing good. Thanks. It's a pleasure to be able to talk to you guys. Thanks.  Dan Henry (01:16:17): Cool. So what's your, what's your question today?  Tad (01:16:21): Yeah, so I'm wondering, so I, of course was, I've been following you Dan for quite a long time and was interested in the podcast, dealing a bit more with mindset and that sort of thing. And that's really my area of expertise, I guess you could say. I've been a psychotherapist for a long time. And I guess my question is I've been trying to figure out how to take that knowledge, that expertise and get an online business started for the last couple of years, but I've really been struggling to get off the ground. You know, at first I, so I built a, like a mental health course that didn't get any sales. And now I'm looking at trying to start a, maybe a mindset related mental fitness program for entrepreneurs. But again, seemingly struggling to get people interested. And so I guess my question is how to, yeah, how to get off the ground and also how to kind of get past this phase of discouragement when it doesn't seem like anything seems to be moving?  Dan Henry (01:17:23): So what I'll do is we can both attack that. I'll let Amanda go first. Ladies first.  Amanda Holmes (01:17:29): No, you go first, this is your expertise.  Dan Henry (01:17:29): Alright, so, well, thank you. You're very gracious. So here's the thing. Do you want me to be completely a hundred percent straight with you?  Tad (01:17:41): Yeah.  Dan Henry (01:17:41): Okay. Nobody's going to buy, nobody's gonna buy that. Nobody wants that. What they want is a goal that will help them achieve, right? So if you say, buy my mental health course, yeah, maybe you get a few sales, but what's really gonna sell is, you know, who wants that, who needs that? Even if they don't realize they need it, what are they trying to accomplish? So for instance, for instance, I have a client of mine. I had dinner with him last night. He sells a confidence course, but he doesn't really position it as a confidence course.  Dan Henry (01:18:17): It's how to increase sales. But the whole concept is that if you are a salesperson or you're a business owner, you're a commission-based salesperson. You do your own sales for your company, whatever it is, you have sales scripts, you have sales tactics, you have sales techniques, but how come you have the same techniques that this person has, but yet they're doing a lot better job than you? How come this person over here has the same script. They have the same tactics. They have the same techniques, but, and they can close, but you can't, it all comes from your confidence. So if you are more confident then when you get on the phone, when you make those sales, if you can develop that confidence, you will be able to close more because it's not necessarily about the tactics it is, but if you don't have what's behind the tactics, then those tactics won't work.  Dan Henry (01:19:07): You won't be able to execute them. So the way he frames it, it's the end result is you get more sales, but the way in which you get it is by increasing confidence. So it is a personal development offer, but it is meant to accomplish a goal. People will very rarely pay for therapy. They'll very rarely pay for mindset, but they will pay to accomplish a goal. And if you have good marketing and you can articulate your offer, well, you can show them that the way to achieve that goal is through a mental or mindset or therapy type vehicle. But if you make it all about the vehicle, nobody's going to buy it because imagine you're going to Hawaii and let's say, we're going to go to Hawaii, right? And I'm your travel agent. I'm telling you about this trip to Hawaii. And I'm like, Hey man you know, the plane is amazing.  Dan Henry (01:19:57): The stewardesses and the flight attendants and whatever, they're so nice, the best nuts you've ever tasted in your life. They have top shelf liquor there. The plane, the seats are amazing. You you'd be like, well, I don't give a shit. Tell me about the resort. Tell me about the place in Hawaii. Right? So when you sell something, you don't sell the plane, you don't sell the trip, you sell the destination. So when you say, I want to sell mental health, I want to sell mindset. Especially if you're charging a decent amount for it, it's going to be a lot harder for people to buy that, than if you sell a result and therapy and mindset is simply the way to get there, right? So that's why it's a lot easier to sell marriage counseling than it is to sell general therapy. Because marriage counseling has an end result, saved my marriage. We're just using therapy to get there. Does that make sense?  Tad (01:20:50): Yeah, definitely. So, so in this case, it would be really, I guess using that money, or excuse me, that end result of increased sales or increased income or those outcomes to kind of get people in.  Amanda Holmes (01:21:05): What's a good, sorry, let me just insert here. What is like one of your best success stories of somebody that you've worked with? Did you save them time? Did you save them from suicide? Did you save; like, do you have any off the top of your head?  Tad (01:21:21): Yeah, definitely. And kind of hearing abandoned, talk a lot about the passion for personal development, you know, it's really like, that's where my, my passion has always been as well. And so but yeah, I've saved a lot of people from suicideI've helped people, you know, like again, like you were talking about rescue their relationships and and save time and have greater peace of mind and confidence and all those sorts of things. And I think the struggle for me has been, oh, it's seems like no one sort of, kind of like Dan was alluding to, and no one seems to want to necessarily pay for those things.  Amanda Holmes (01:22:01): Well, it's, it's the, I'm so sorry. It seems like. Yeah, yeah, yeah. It seems like a he's giving you the perfect thing is, is, so let's say that you were to niche. Okay. I know because I run a market marketing research firm that the, it is five to nine times more depression amongst individuals that are from 18 to 35. That is a great way of saying if we're five times more depressed than any other time in history, including World War Two, World War One, and The Great Depression, there is something that we need to understand about our minds. Would you like to know the three things, right? This is a course that will teach you in 10 minutes, right? In 20 minutes, in one hour, the things that you're missing from your mental health. Right? So if we, you could use that market data to really refine what is your message and who do you speak to that you do the best for, right?  Amanda Holmes (01:22:58): If it's depression, can you niche there and just focus there for a bit, right? If it's with marriages, there's plenty of data out there that talk about how poor marriages are, the divorce rate is through the roof, right? And this one thing is going to help you hone in on that and focus on it so that you can have the healthy marriage so that you can have a wonderful relationship with your children so that your children are living a confident, well-rounded life, because they're not feeling like they're depressed, right. Because suicide is through the roof.  Dan Henry (01:23:28): Yeah. And, and you, you gotta remember, there's, there's two types of offers. There's and this really goes with any product. There's I help a specific person achieve a specific result. And then there is, I have a vehicle that will allow multiple people to achieve multiple results. The second one is a lot wider. It's a lot harder. I believe you should master the first one before you move on to the second one.  Amanda Holmes (01:23:52): Yep.  Dan Henry (01:23:52): Because it's, you know, if you can't, if you can't play good college ball, you're going to get crushed in the NBA. You wouldn't even go there, you know?  Amanda Holmes (01:24:00): Niche to get rich, huh?  Dan Henry (01:24:02): Yeah. And you know, now look, I mean, that's not to say you can't widen out later. I mean because that's where that's growth, right. That's where we all want to go. But the point is that if you ask yourself a question, why do you do this? Why is this so important to you? It sounds like you've worked with a lot of different people and you've solved a lot of different problems. But when you wake up in the morning and you say to yourself, well, this is why I'm getting up and still doing this and not why I'm doing something else. What is that reason?  Tad (01:24:31): I think it's really where my talents meet a need in the world. So I know how many people struggle with their minds and how that's not actually necessary. And that there, there are ways that people can take control of  Dan Henry (01:24:47): That important to you?  Tad (01:24:51): Well, it's, I mean, definitely I have my own personal story with that as well. Overcoming that. And so yeah, I think, I think that's part of it.  Dan Henry (01:25:08): And have you ever shared that story?  Tad (01:25:08): I have, I have in my videos and groups and things like that.  Dan Henry (01:25:18): So what, what's your, what's your favorite type of person to work with? What's where do you get the most fulfillment? When is it when you save a marriage, is it when you help a sales person make more sales, is it when you help a an entrepreneur who's depressed get over it so they can actually function at a high level? Where do you get the most fulfillment?  Tad (01:25:39): Yeah, I would say that the ladder, like you said, somebody who maybe is successful, but they're not happy, like you said, or that type of thing.  Dan Henry (01:25:51): Is the name of your company Depressed Success?  Tad (01:25:52): What did you say?  Dan Henry (01:25:56): Is the name of your company, Depressed Success?  Tad (01:25:57): No.  Dan Henry (01:26:00): You might want to go register that. I think that's a good, I mean, that's the first thing I thought of when you said that I'm like Depressed Success, you know? I mean that, that would be a great, or at least use it somehow. I mean, cause that's what you're talking about. Right. You're talking about people who become successful, but then there's this, this depression that comes with it and how do you maintain success? And then how do you like define success? And, you know, cause when, when we become successful, we get all messed up. You know, you think you messed up when you're poor. All you got to worry about when you're poor is paying the bills. That's it? It's actually a pretty simple life when you get rich, that's when you're like, oh, like now I understand what problems are. Okay. Not saying that, not getting kicked out of your home and all that is not a problem. It's a huge problem. But imagine you're responsible for 20 people that could get, get kicked out of their home. It's a different, I'm not saying it's higher or lower. I'm just saying it's different and it can be more complex, you know?  Amanda Holmes (01:26:52): And you could also assist more people. If you're focusing on someone that has 20 staff, then there's another package there, right? For all of their team to have that as well. So you go after the leader decision maker and then they can train their entire organization on that. But it's a huge problem right now with COVID right. Everybody's walked out of COVID going, what am I doing with my life? 80% of employees are willing to leave their job right now and go to something that is less pay because they're wanting to feel fulfilled. There's a huge, the world stopped. Everyone slowed down and went, wow, I'm actually not happy with who I am.  Dan Henry (01:27:29): Cause you got time to think about it? Cause everybody sat on their for eight months, not going anywhere. And they finally had time to think of it and then realized they didn't like themselves.  Amanda Holmes (01:27:37): So that is crucial for you. You have a huge marketplace right now for businesses, for employees, for entrepreneurs, to be able to help them hone that because they know that mental, mental health is such a crucial thing right now. Especially after going through a pandemic, we're still in the middle of a pandemic, you know? Well, I just talked, I just talked to my friend. Well you live in Florida.  Dan Henry (01:28:05): We try not to participate. You know, we try to sit it out, but I get what you're saying.  Amanda Holmes (01:28:11): Well in Australia they're still locked up.  Dan Henry (01:28:12): Huh? I know. I feel, gosh, I felt terrible for them. You have no idea. I have friends in Australia. I like my empathy sensors go. Yeah. Yeah. I mean, but the point is, is that I think you should really, all you have to do is think about this one thing. How can I help someone achieve a result through my superpower? That just don't overthink it any and don't be like, be happy, right? It's way too wide. Find somebody a specific thing. I helped save a marriage. I helped, I mean, something really tangible, the more tangible you can go, especially when you're in it and any sort of personal development, unless you're Tony Robbins and you can just, you know, your way to billions you have to be specific.  Dan Henry (01:29:06): I'm just saying you have, I love Tony by the way. I just, I just love making fun of the clap. But you know, you have to be specific and you have to pick a tangible, quantifiable end result. Something that can be quantified, not saying it's impossible to make money without doing that. I'm saying it's easier. And if you master that, you can move on and maybe you just sit there. But if you can quantify it right, if you can quantify the result through personal development, that is the easiest way to sell personal development. But if you can't, well, then you better have some infomercials that were aired for 30 years or something.  Amanda Holmes (01:29:42): There's also the concept that maybe it's not you, that has to do it. Maybe you find somebody that's great at marketing, right? You don't have to be everything. It could be somebody else that assists you with that.  Dan Henry (01:29:54): But you got, you gotta tell the marketer, you gotta tell the marketer what their marketing at the end of the day. Tad (01:29:59): Right.  Amanda Holmes (01:30:00): Well, maybe someone could package you better than what you're doing yourself.  Dan Henry (01:30:02): That's true. Yeah. That's true. That's true.  Tad (01:30:06): Yeah, it sounds like you think I'm on the right track with focusing on entrepreneurs based on what we talked about or I feel like, like you said, there's a good market for that.  Dan Henry (01:30:15): I mean, you just said entrepreneurs that super wide. I mean, w what are you helping entrepreneurs do?  Tad (01:30:23): Yeah, I guess specifically with the online entrepreneurs  Dan Henry (01:30:27): That's still an audience. What, what is the, what is the tangible result?  Tad (01:30:33): It would be, I think it would be increased income and impact. I guess I'm not sure how to put a dollar amount to it.  Dan Henry (01:30:46): No, no. Okay. Let, let, let's make a rule. We don't use the word impact. Okay. Because impact just means bullshit. It just means, right? So, so that is, that's see, that's called copy. Right? When you say, I want to help them make more impact and income, that's called copy. We're not talking about copyright. Now this is not marketing. This is not, we're talking about fundamentally what the blueprint for your business, for your company, for your message is copywriting comes later. Copywriting's how you from a fancy way, articulate what that blueprint is. Most people, when they try to come up with the idea for a product, they get stuck in copy. They immediately go to copywriting and they start thinking, well, it's got to sound really fancy and good for it to be good at it know, it can sound horrible and boring and stupid and mundane, as long as it makes sense, then the copywriting makes it sound not boring, not mundane. But at the end of the, The Four Hour Workweek, that the book is about outsourcing, it's an outsourcing book done.  Dan Henry (01:31:44): We're done here. It's an outsourcing book. That's the, what the book is. It's a book on fricking outsourcing, that's it. But they called it the Four-Hour Workweek to make it appealing. We're not there yet. We're trying to find out what you're going to sell, what you're going to create, what offer you're going to make. So take copywriting out of it. I'm going to help, you know, increase, impact and income, blah, blah, blah, that's copywriting. What specifically, what tangible result are you going to get for what type of person? Okay. Online entrepreneurs right. Now, did you just pick that because it's, that's what everybody's doing or do you fundamentally have a place in your heart for online entrepreneurs?  Tad (01:32:23): I think honestly, if I'm being honest, I'm thinking that I'm just trying to get started and I thought, oh, all right. I've gotten sort of advice from people that, oh, that could, you know, with your expertise in mindset would be a good place to go.  Dan Henry (01:32:40): Okay, then don't do it. That's the worst thing you can do. If you just do something because you think it'll work or because it'll make money or because you think it's a good idea. When the first bump in the road happens, you're not going to be willing to get over it. You have to have just complete, un... Just the level of passion you have to have to see something through and to make it work. It has to be at a 10. It has to be a 10 out of 10, because if you don't have that passion, you won't work. This is why I don't worry about competitors because competitors that try to copy me, or, or how many times have you asked yourself, well, what about competitors? Right? How many times have you thought, well, what if somebody copies me? Well, here's why you don't worry about it.  Dan Henry (01:33:20): Because if you're passionate about what you do, 99% of the people that copy you, they will not share your passion. So when they hit the very first bump in the road, they're not willing to go through it. You need to be willing to go through the pain, the muck, you need to be willing to do the hard thing and master the hard thing while everyone else is looking for the easy thing. And while they were doing that, and they were off in this fairy tale, bullshit land, where they were searching for this magical fairy dust that doesn't exist, you are busy getting good at the hard way. You are busy learning to love the pain. You were busy taking things that you didn't want to do, but you learn to love them anyway. As Mike Tyson says, a champion is somebody who learns love things that they hate.  Dan Henry (01:33:59): That's what makes a champion, but you can't do that unless you have a passion for it. And you have a true passion. So when you say, I want to help online entrepreneurs, I better, there better be something traumatic that happened in your life that had to do with online entrepreneurs, where you just have this amazing soft spot for them. It shouldn't just be some coach, some bullshit online coach said you, one day, this is a good offer. You should do. You should, you know, don't do that, man. I mean, I'm telling you this because I've been there, been down that road. It's dark road. There's no street lights. There's nobody on the side of the corner besides some guy that probably is going to sell you meth. And that's it. It's a lonely dark road and it's not the road. You want to go down the road that's lit up that it's full of life. That's full of brightness that you feel good when you go down. And that's the road of passions, big street sign that says Passion Street. Okay, that's the road you want to go down. So, what I'm asking you is who do you fundamentally, deep down in your core love working with? When you get up in the, when you're old, you say to your children, I helped X, who is X? Who's the person that you absolutely at your core money aside, you feel so fulfilled to help. Who is that person?  Tad (01:35:13): Yeah, I think it's I really thing like young adults, especially you know, like I mentioned with, with their mental health and finding confidence and finding direction.  Dan Henry (01:35:30): Do you work with their parents?  Tad (01:35:31): Those are the people that I love.  Dan Henry (01:35:32): Do you ever work with their parents?  Tad (01:35:36): Sometimes, I guess when I say young adults, you know, 18 to twenties.  Dan Henry (01:35:41): Okay. So not like 13. Got it. I was going to say, cause to put the business side of it, to play devil's advocate to myself, 13 year olds don't have credit cards. So that's why I made it. It was idea work with their parents, but okay. 18 to 25. That's fine. And what do you, and so you do so, okay. So your audience might be 18 to 25, but they're trying to do something and what's holding them back is their mindset. You find the thing they're trying to do. You solve that, but you just solve it through mindset or mental health, right? That's, that's how you approach that. Because if you do it any other way, you're going to be back on the show in two years asking me the same freaking question, being honest with you being real,  Tad (01:36:21): Right.  Amanda Holmes (01:36:22): Well, so you, you had a practice for years. What, what did you do before this?  Tad (01:36:29): Yeah, so I'm actually a therapist in private practice right now. And yeah, and before that, you know, I've worked in a lot of different settings. I worked in like hospitals and I've worked in. Amanda Holmes (01:36:45): Yeah. So I would, so online is everything that you're already doing offline. Right? So what gets the attention of people when you talk to them? When you look at their eyes, right? Somebody that's building copy online would love to have what you have, which is people coming to you on a daily basis, you can test with them. Okay. I would like he saying, who do you love to serve? I would go back and really think through who have been the best experiences I've ever had in my practice of the decades that I've worked in my practice, right? Who are the top five and what made them so wonderful, what made that difference and really reverse engineer to help you decide who you're going to target online. And then once you figured out who that is, then as they're coming into your office, right? Cause you have live demonstrations, look at their facial expressions, look at their body.  Amanda Holmes (01:37:38): When you say, Hey, depression is up more than ever before. And I know that that's difficult for you. In school there's 500 guidance or 500 students per one guidance counselor. So students are not getting that support to know how to handle all of the things that are on your shoulders right now. Right? So seeing how do they react when you tell them that, does that land for them? Do they kind of just go, yeah, whatever. What grabs their attention since they're right in front of you test it. That is your testing ground to then bring it online. Right. You have the best option, which is people right in front of you.  Dan Henry (01:38:14): Yeah. And keep in mind, you're on the spot right now on this live show. You don't got to decide this right now. Right. You're like, oh, what do I say? Like, you know what I mean? I get it, you know, this, you got to think through this, you gotta sit down and you gotta, you gotta think through it. And you gotta really ask yourself this, the first question that you come up with while you're on, you know, on, on a show, I mean, sit down and really think through it. I mean, if you just want to make money, that's a completely different conversation. But I generally, I don't know, I don't like to, to base my advice on just making money, you know? It's cause you'll make the most money when you have the passion behind it, you know? But does that, does that make sense, man? Does that help?  Tad (01:38:51): Yeah, definitely. I'm trying. I want to find that place where we're both meet, you know, we're both are possible. That's not an either or  Dan Henry (01:38:58): Yeah. Well, we'll make a list then. Make a list and pick through it, you know? I mean, I always say so actually, Amanda, I'd love to hear your thoughts on this. So here's my little, little how to find your audiences in a nutshell. Right? Okay. So you find a problem that you can solve and then you find people that have that problem that don't annoy you. I'm serious. Like imagine you go to poker night, right? Right. So you have poker night. I don't know if you play poker, but say you have have poker night. Right? And let's say you're really into reading books. Okay. And everybody that you invite to poker night is, is like a, like a book nerd, you guys do a book readings, you're talking about books, right? So then your friend invites somebody. Who's like a, I don't know fricking crazy extreme sports person who like doesn't, you know, read books and she like grabs her snowboard and sticks it in the corner and sits down. Dan Henry (01:39:56): And like, maybe you guys are all like, I don't know. You're, you're all one side of the political spectrum. So you invite a friend that's on the complete other side. You're probably not going to have a nice time. Right? They're not going to have a nice time. You're not going to have a nice time. That's why you invite people to poker night. Cause poker night is supposed to be that time when you finally get to relax, you don't have to deal with the real world. You can just chill with your buddies. Or maybe this is maybe a guy thing. I don't know. But, but you know it, but you don't, the last thing you want to do at poker night is hang out with people that annoy you. Yeah. Right. So that's why I say like find people that have a problem that you can solve that don't annoy you, you know?  Amanda Holmes (01:40:32): That's a great idea. I would just, cause I have the NLP in me is like, it's funny, it's more comical to say people that don't annoy you, but I would say people that fill you up. Right. So just change it. But you're hilarious.  Dan Henry (01:40:46): Yeah. I can't say that, I'll let you say that. I gotta be the different one. So does that, does that make sense, brother?  Tad (01:40:56): Yeah. That makes a lot of sense. Thank you guy, both. I really appreciate it. It's pretty, pretty nervous to come on, but definitely wanted to you know cause I'm just, you know it's been, yeah. It's been a bit of a struggle lately, you know? Not, not wanting to give up your, so I appreciate your time and expertise.  Dan Henry (01:41:13): You're not failing. You know what did Thomas Edison say, I didn't fail 10,000 times. I just found 10,000 ways not to make a light bulb. You know, that's it, man. I mean, you, you know, failure is simply the data required for success. So right now you're already succeeding. You're just in the data gathering mode. And if you frame it that way and you redefine it that way, you're going to accomplish it, but it's all about the meaning that you give to it. So I think you're going to do great. You're qualified. You just got to find, you just got to find your thing that you're happy with. And you know, I used to give people advice. Advice based directly on what I think the market would respond to. And then I grew up a little bit and I realized that this is not helpful.  Dan Henry (01:41:55): Like I got to tell them something that's really gonna resonate with them because they're just going to give up if they pick something that they don't have passion for. So I really hope this was helpful. And I totally understand about being nervous. I was on Clubhouse one time and Grant Cardone pulled me up to speak and I was nervous. I'm like, ah, crap. I hope I say something smart. And then I was talking and then he like cut me off. And like, you know, I was like, all right, well, you know, but I totally get it. I totally get it brother. So good luck to you man. And I'm sure you're absolutely gonna crush it. I mean, you know how many people go as far to even do what you've done and get the credential you've done and go that far and that deep in your industry and become a therapist? I mean, that's, you're, you're in the top 1% already. So you just got to push it a couple more decimal points.  Tad (01:42:44): Sounds good. Thank you guys so much. I really appreciate it.  Dan Henry (01:42:45): Awesome. Awesome. You want to take one more?  Amanda Holmes (01:42:50): Always.  Dan Henry (01:42:51): Okay. You don't get a pee yet, do you?  Amanda Holmes (01:42:52): No, do you?  Dan Henry (01:42:53): This is pee chicken. We play pee chicken on this show. So, last show, Eric who was on, in the middle of the show; it was hilarious. He's like, dude, can I go take a piss? And I was like, this is like a two hour show. That would make a lot of sense. By the way, strategically, it wasn't my manners, that's why there's no water out right now. That's why Brandon intentionally didn't put water out right now because he wanted to avoid that. But yeah, I call it pee chicken, who will have to go first, you know, so. But I'm currently the reigning champion, so we'll see, we'll see how this goes. But okay, so, oh, hold on. Where's my number here? 8 1 3-4 7 4-9 1 2 2. Do we have anybody in waiting Brandon or, or was that a?  Brandon (01:43:49): No, nobody in waiting, but we had a couple of people ask for the number again, and there is a delay on the stream. So we just got to learn how to time that out and we'll be good.  Dan Henry (01:43:55): Okay. Ah, that's what I was starting to think. No one was watching. Okay. 8 1 3-4 7 4-9 1 2 2. We'll take one more call in, as you can see, we're willing to go deep.  Brandon (01:44:13): And please text that number guys. Don't try calling the number text in your question and then I'll go ahead and call.  Dan Henry (01:44:18): Yes. Please text in your questions. So one more time. Let's take a; I just want to thank our sponsors, which is ourself. So if you'd like to get some, if you'd like, if you like this show and you want to have daily success mentoring five minute audio, every single day delivered right to your phone on the How To Think app, you can go to HowToThink.Com and sign up for our daily success mentoring. And we also have a business plan where you can get weekly business mentoring as well. And so I really would like to thank my sponsor. You're welcome. You're very welcome. You're, you're a scholar and gentlemen, sir. Thank you. So, all right. So I can't do the boring thing. I just can't.  Amanda Holmes (01:45:14): That's what makes it entertaining, right? You know, when my father used to cold call, he would do it in different accents.  Dan Henry (01:45:23): Really?  Amanda Holmes (01:45:25): He would straight up. He would start doing like a Scottish accent or do it like John Wayne he'd like answer calls as John Wayne.  Dan Henry (01:45:32): John Wayne? Can you do any of these?  Amanda Holmes (01:45:34): Absolutely not.  Dan Henry (01:45:34): Oh I; that is such a lie! You have, you have tried. I'm not saying that you did it as great as your dad. Look, I'm not as good of a radio voice as my father. My father has literally like a angelic yet, peanut butter thickness of a voice and I can't, I cannot match it. So, but I still, I still, I still do my best. You can't do any of your dad's impressions or your, your, your accents?  Amanda Holmes (01:46:02): No, but I do know that to build rapport with people that are in other countries or that speak different languages, I usually learn something really funny in their language. And then I, and then I share it with them and it instantly builds a rapport. So that's kind of my difference.  Dan Henry (01:46:17): So how do you, how do you as a Canadian, how do you build rapport with Americans? You're talking about the Kardashians or?  Amanda Holmes (01:46:23): It doesn't work cause they also speak English, but thank you.  Dan Henry (01:46:26): I just meant more contextually. Amanda Holmes (01:46:28): Okay. So like when I was in Africa, right. Climbing and the Africans looks so depressed as they were climbing up, they had these big bags on cause they were carrying all the weight. So I learned [inaudible]. Which means what's up brother, like a banana in the fridge.  Dan Henry (01:46:42): What?!  Amanda Holmes (01:46:42): Anytime I meet anybody that speaks Swahili, they laugh so freaking hard.  Dan Henry (01:46:52): Yeah. The fact that you would even know that.  Amanda Holmes (01:46:54): Yeah. You learn it in every language. So everyplace I go.  Dan Henry (01:46:57): I would be too scared to say that.  Amanda Holmes (01:46:58): Well, so in Spanish, I know sacapuntas, cacahuetes and Estados Unidos, which is like pencil sharpener, cashews and United States. Right? It just builds rapport instantaneously. So I don't do  Dan Henry (01:47:17): You intentionally say something that's nonsense?  Amanda Holmes (01:47:19): Totally random, really hilarious. And they laugh. And instantly you feel like you're friends. This is how I've gotten traveled around the world and made friends with people in every different corner.  Dan Henry (01:47:29): I'm going to steal that hack and I will give you full credit. I'll just, I'll be like, this is why I sound like an idiot. Amanda Holmes told me to do this.  Amanda Holmes (01:47:38): Okay.  Brandon (01:47:40): All right, guys, we do have an Alex from Michigan on the line. Do you guys want to take this call?  Dan Henry (01:47:44): Yeah. Yes, please. Yeah. We'll take Alex, Alex from Michigan.  Brandon (01:47:48): All right, Alex, you are on.  Alex (01:47:51): What's up guys. I had I had a question because I would really, really love to start a business, but I felt that there were certain success blocks that were holding me back. And so I had purchased the course so that maybe I could get over those success blocks before I could begin a business. How important do you feel that that is to like get rid of your, your success blocks before you jump in and start trying to, you know, help other people with their problems? Cause, cause I would love to help people in the future that have that same issue, get over it and, and have that success. It's just, I don't know, my blocks are something I need to handle 1000% first before, you know, helping others.  Dan Henry (01:48:38): So let me just, let me just clarify the question. You're saying that you, you want to start a business, but you have some blocks, you have some success blocks. And so you're working through that. Your whatever it is, buying a course tending you, getting a coach, tending, whatever it is, you're working on that. And you're saying that eventually you want to create a product that does that thing. And you're asking yourself, should you create it now? Or when's the right time to create it because you're obviously still working on it with yourself. Is that, is that the question?  Alex (01:49:09): Right? Exactly. Like, like I've learned some things like that already. Like I know some things that could help people, but like, do you feel it's super important that I 1000% make sure that I'm like over all that before I begin the course?  Dan Henry (01:49:30): I mean, I know my answer to this. Do you do, do you have a...  Amanda Holmes (01:49:33): This just isn't normally my world, which is interesting and I have kind of strong feelings about it, which is interesting.  Dan Henry (01:49:39): So do I. Let's trade perspective, Brandon, give me a sales question.  Amanda Holmes (01:49:44): But I'm happy to like  Dan Henry (01:49:47): You go ahead and share and then, and then I'll, I'll share.  Amanda Holmes (01:49:51): So there's just a lot online today that says here, let me train you on something that I've never done. Right. And that's difficult. So you want to make sure it's things that you've done. Right. And if you haven't done them, then go and do them. Right. Or even modeling a master. So many people ask me, oh, how do you run a coaching company? Or how do I be a coach? Well, my response is go work for a company like mine. We have 300 certified coaches in that have been trained in the Ultimate Sales Machine Methodology. Right. Learn from somebody that's already knocking it out of the park, do the due diligence and then do it. So if you're still wondering, do I have something, am I expertise enough, become the expert where you're confident about it. And then you can share that. Right. And it's okay if you're not starting your business right off. It that's, that's my own personal opinion coming from a coaching company, right? Where all of our coaches have been business owners for decades and you know.  Dan Henry (01:50:56): So, so I think that's an amazing perspective and you're absolutely right. There's too many coaches out there that don't know what they're doing. I totally agree. However, I don't necessarily think, I think it's the real issue here if I may, because it sounds like you really want to serve, you really want to help people and your heart is close to this because you are experiencing it. Am I correct so far?  Alex (01:51:21): Right. I have that feeling of like, I can do so much and I have so much potential, but like I feel stunted. And you know, I realized that because, because I had bought like a course about, you know, making money, but I, but I was like, I have something that's like holding me back and, and I need to get over all, all of that so that I can have that success that I know, you know, I deserve, you know? And, I would love to get people out of that as well. It's just, you know, I don't know. I don't want to have that feeling of, I'm not experienced enough in this to, you know give people advice because, cause I do feel like I can help people.  Dan Henry (01:52:02): Okay. So here's the thing, what it sounds like is you, the question basically what it boils down to is do I have the confidence to do this and should I have the confidence to do this? Because at the end, like, first of all, understand that, you know, you should never say to yourself, well, because I'm not the ultimate master at this I can not serve. I'm not saying you should say yourself, I learned this 10 seconds ago, I should be able to serve. What I'm saying is that, you know, personal development or anything, it's sort of like a stock. It goes up a bit and then it goes down, it goes up a bit more and then it goes down, it goes up a bit more and then it goes down. So let's, let's say you're dealing with an anger problem. And as life goes by, you get a little bit better at it.  Dan Henry (01:52:48): But then a challenging event happens and you crash just like a stock price crash is when a challenging event happens. If you get down on yourself about that, well, your stock will crash harder. But if you say, you know what, this is just a dip. Just like it is in a stock and you don't sell, you go up. And over time, yeah, you might go up and down and up and down. But the overall trend is an upward direction. That's true Self-Improvement because nobody is going to constantly get better and only better. They're going to go up and they're going to go down. They're going to have spikes and they're going to have crashes. It's how you deal with the crashes and the dips that dictates the overall trend in which you go. So I'm not saying that if you're in a dip, that means you shouldn't do what you're doing.  Dan Henry (01:53:36): That's not what I say. However, and this is my personal view on confidence. I don't believe you can build confidence. Anybody that tells you that you can build confidence, in my opinion is full of shit. You can only build competence because confidence comes from competence. So if you want to build confidence, you build competence and as a complete by-product, that's where you get your confidence. If you get into a boxing ring and you've never boxed a day in your life and the other man at the end of that ring is professional boxer. Or even, even an amateur boxer. And you're like, oh my gosh, I don't have confidence. That's that? That doesn't mean you have a confidence problem. It means you're not an idiot because you're going to get knocked out because you don't know how to box. But if you trained every day and you learn how to box and then you got in there and you had confidence, it's because you build competence. And if you've trained everyday and you were good at boxing and you got in there and you still felt like you, you would lose well, the, now you have a confidence issue. And now it's not about building more confidence about understanding the competence that you have. And so if you say to yourself, when's the right time for me to teach this? When's the right time for me to help people with this? It's simple. It's when you build enough competence to create the confidence you need to where you no longer have to ask the question.  Alex (01:54:58): Right.  Dan Henry (01:54:59): That makes sense?  Alex (01:55:01): I love that. Yeah, it does. As far as what Amanda was saying, how do you feel until I'm ready to start something of my own? What would you recommend to find opportunities that can help serve under somebody else until that competence is built? Just so you can kind of get immersed in and everything and it still be helpful, but you know, not not jumping into?  Amanda Holmes (01:55:26): Well, the masters absolutely modeling the masters. So find somebody that's doing something that you're really amazed by and find a way to work for them. Heck worked for them for free at the beginning, if you, whatever it takes to get in the door, find those people that have already mastered it so that you can there faster.  Alex (01:55:43): Okay, awesome. Thanks guys.  Dan Henry (01:55:43): Yeah, absolutely. Absolutely. So that was fun.  Amanda Holmes (01:55:57): Oh my gosh. The longest podcast I've ever done!  Dan Henry (01:56:00): I know, I'm like that I'm like that. Listen, you know, I think here's the, here's the thing. I think that a lot of times, you know, whether it's a podcast or whatever, you know, you delve into just one topic, one thing, and you know, you, just explore that one thing. And I always say, you know, you got to explore what really makes a person tick and the different things that make them tick, you know? And the different things that make up who they are, what they care about, what their, their core values are, because that shapes how we view things, you know? And I don't ever try to judge anybody, right? Like, I don't care what you do. I don't care if you do, what you're into, you can be in anything, right.  Dan Henry (01:56:52): As, as long as, you know, you're constantly, whatever that thing is, if you're using that as a way to achieve the highest version of yourself, I mean, that's all that matters, you know? For some people it's this for some people it's that, but at the end of the day, if you're always trying to grow and you're always trying to figure out better ways of thinking, because look, you know I just got, you know, I got a text from somebody that says, oh, you, you know, when you started talking about marijuana and drugs, you lost a bunch of people. I don't give a. Okay? And here's why I was at the, I was at a, I was at a conference, well we at the same conference.  Amanda Holmes (01:57:33): Yeah.  Dan Henry (01:57:34): And you know, somebody comes up to me and they say, ah, Dan, you know, you, you know, I've been at this conference, this is my third year.  Dan Henry (01:57:43): And I still haven't launched my company. I still haven't launched my website, but I'm almost there. What was your secret? Right? Like what, what did you do? What is your, you know, routine and that dah, dah, dah. And I was like, dude, I was like, first of all, I was like, I was stoned the whole time I built my stuff. Like, what's your problem? You know what I mean? Like, but I said it jokingly, like to basically say like, don't overthink it. Right? You know, like, don't, don't overthink it. You know, like it's, and I wasn't, I was drinking coffee. But I was just messing with him, but I was like, you know, I was like, so, so when you really want to drive yourself to do something and you have a goal and you're asking yourself like, okay, how do I get motivated?  Dan Henry (01:58:27): Cause, cause to me, I'd love to hear your thoughts on this. To me, there's three key metrics to being successful, right? It's motivation, confidence, and focus. Think of that time in your life where achieved something great. All three things were present. You were motivated, you were confident and you were focused. If you lack one of the, one of those things, those three things, aren't there at a high level in unison. You're not gonna be able to do it. Now. You could say, well, what about growth? And all that, well, that all falls within that. You know, if you're focused on something you're going to grow, if you're motivated, do it, you're going to grow. If you're confident in what you're doing, you're going to grow. You know what I mean? So it really is, is, you know, if a car, if its engine is all gunked up and it's not going to move, you know, it's gotta be optimal to be clean.  Dan Henry (01:59:21): And when a human being, when the human mind is motivated, it's confident and it is focused. It can, whatever the goal is, it can achieve it. So to me, the goal should always be to maintain a high level of confidence, a high level motivation and a high level of focus. And then whatever the goal is, however you define success, you know, whatever success looks like to you, regardless if it's family, money, recognition, whatever, if you have those three things and they're present, and they're at a high level, you will be able to achieve that a lot easier than if they weren't. I would love to hear your, your take on that.  Amanda Holmes (01:59:54): So we practice the same thing. My father called it, pigheaded discipline, and determination. You know what he wanted the title of this book to be? The Pigheaded Executive Wins Everytime. And Penguin, went nobody will buy that book. And he's like, it's all through the book. How could it not be The Pigheaded Executive Wins Everytime? They're like, it's going to be the Ultimate Sales Machine. And he's like, how could you dare call my book, a sales machine? I talk about marketing. I talk about time management. I talk about effective meetings. I talk about, you know, presentations and follow up. How could you just say, it's a sales machine? And they're like, now this'll sell your pigheaded won't.  Dan Henry (02:00:34): This sound, the sounds, it sounds like it would get along very famously with your father. And then someone would probably, in my career, I've been given the same type of advice. Dan, you can't call it the Stoner's Guide to Success. You can't do that. Nobody's going to buy that. A bunch of realtors who are watching are going to get offended, and they're going to leave the live like that. You know, like, no, like, I, yeah, I can I definitely see that.  Amanda Holmes (02:00:59): When people read this, there's so many amazing pieces page by page. But the biggest takeaway that I hear most often is that one thing, pigheaded discipline and determination. So I would say that that's similar to your three things.  Dan Henry (02:01:14): And it's, it's it's I love it though. Pig-Headed determination. I mean, it's, it's, it's true because some people just will not let things fail. They just it's like, no, I'm not going to do it. It's not going to fail. I'm just not going to let it fail. You know? And the second that you let, let that get in your mind that it could that's when you've failed, you know? You have to maintain that unwavering belief in commitment that it's not going to fail. And if it does, it's not even defined as failure. You're just found another way not to succeed, you know? There was a, there's a quote that is by very, very, a man I respect a lot. And I think that, you know, it also ties into this. It, the quote is believe it was maturity is when you see  Amanda Holmes (02:02:10): Maturity is all, when all your windows  Dan Henry (02:02:13): And mirrors  Amanda Holmes (02:02:15): Turned into windows.  Dan Henry (02:02:15): Yes, yes. When all your, when all your mirrors turn into windows. Yeah. Now I believe your father said that.  Amanda Holmes (02:02:23): Well, he's quoting Henry Thoreau, but it's one of his favorite quotes.  Dan Henry (02:02:28): Well he said it so much that he owned it.  Amanda Holmes (02:02:29): So much as a child. I heard it so many times.  Dan Henry (02:02:33): Well, then, then I need to ask you what it means to you, because if you it's been ingrained in your brain a thousand times, what does it mean? Like, what does that mean to you?  Amanda Holmes (02:02:42): I mean, I think of like, when he would take me to business meetings and we'd all be sitting around the table and the, the, it was almost as if it was a game of how many questions can we ask the person at the table? How can we better know the person? How do we understand how they tick and what makes them excited and what makes them passionate? So it wasn't about us talking about, you know, this is what I do. It's about really understanding the person sitting in front of you. So yeah, when you take me back to my father saying that, I think of, of those times we almost made it a game, you know, until it became habitual, where you just want to understand the people around you and help them.  Dan Henry (02:03:23): So, so we're coming up on your right, the longest podcast ever. Let me ask you something. And we'll, we'll end here. With Chet Holmes International, with what you guys do, where, where are you going? You know, it's an amazing company. I know that you work with a lot of people, you offer coaching you help increase sales you help teach those 12, the 12 pillars, or as you called it the 12...  Amanda Holmes (02:03:54): Core Competencies.  Dan Henry (02:03:55): And so who would benefit from that? And is that, you know, where are we going to see, because you've already, I mean, you've already doubled your company over and over again. I mean, this is a two part question. Number one, what inside your brain, your mind drove you fundamentally to be able to double that? Somebody who came in who didn't even know what a fricking merchant account was, as you said before. I mean, how do you go from not knowing what a merchant account is to doubling sales year after year? Not on a tactical level, but on a high strategic level and as well, what is the next thing? You know, because I mean, if a company wants to increase their sales, right, what kind of company would work with you?  Amanda Holmes (02:04:48): Okay. You've asked so many questions here.  Dan Henry (02:04:51): I'm trying to get it in because we're ending. So I just wanna, you know, I just wanna, I just wanna make sure that I truly understand what makes you tick.  Amanda Holmes (02:04:58): Yeah, I, so at the very beginning, knowing my father's principles, I learned them like everyone else, I picked up this book, I read it a million times over. I watched his videos over and over and over and over again, because mastery isn't about doing 4,000 different things, right? If you just refine those few skill sets, then you'll get better and better and better. Right? We have clients that have done the dream 100 and grown 40% year over year for a decade. They went from six figures to eight figures because they just refined how they get their dream clients, right? Time management. Time management, secrets of billionaires, majority of people do not manage their time appropriately. It's absurd. The billionaires have the same 24 hours in a day. It's just, they're working smarter at their time rather than harder. Right. So I had this framework of what to focus on, but then there was also the piece of what I've learned from my guru, which is who am I? What makes me tick? How do I differentiate myself from my father and really come from that place of what do I want for my company? So the framework of how to build a company, and then the framework of me as an individual and what makes me tick. I think those combination helped me.  Dan Henry (02:06:09): So once you knew you, then you could do you.  Amanda Holmes (02:06:14): Yeah. It's still a process. Knowing you is many layers, but I've done a lot to better understand that.  Dan Henry (02:06:20): So, so, so if anybody listening, who, you know, has read the book or thought about working with you guys, I would say this, if I, if I could sum up what you're saying, is that right now in business, especially in like online business, every time a company has a problem, they do the same thing. They look for another option. They look for another method, a new way. Not because that's, what's going to solve the problem because it makes them feel good because when you start fresh on something, well, now it's okay to fail initially because you know, it's new and I'll just go to the new thing. It's just easy. And I just see the new thing that feels good, but to double down on the thing that isn't working, just because you haven't mastered it, that's a, that's a harder pill to swallow. And the fact that you said that, you know, you've helped your clients go from six figures to high six figures, to seven figures, to eight figures.  Dan Henry (02:07:10): And it wasn't about learning new tactics necessarily. It was about going deep on the mastery of the core fundamental tactics that you, that you do know. I mean, the Dream 100, the, which is one of your 12. I mean, that is something that if done well, I mean, I know companies that make that their primary method of acquisition and while everybody else is like, well, I sent a piece of mail to somebody and I didn't get a response. So I'm going to go over here and try to grow my Instagram and know, buy some shout out followers. You know, it's like, dude, you know, like you, you sent out one or two pieces of mail. And so I believe the right person, if correct me, if I'm wrong, the right person to work with you guys is somebody who understands that if they work with the best, then they can achieve a level of mastery in something that has worked will always work.  Dan Henry (02:07:59): It will continue to work and they don't need to play in the shiny object room. And just, you know, one day they wake up and they're in a nursing home and they're still trying to figure out how to grow their company. And it's not a good nursing home. It's one of those nursing homes where the orderlies beat you, you know? And cause you couldn't afford the nicer one, you know, with the, with the, like the golf carts. And it's a, it's a real thing, you know, but that's the reality of things is, is when you don't hit your goals, I mean, you look,  Amanda Holmes (02:08:27): I can give some market data.  Dan Henry (02:08:29): What's what kind of market data.  Amanda Holmes (02:08:31): 95% of businesses never make above a million in annual sales. Of that 1.5% make it to five mil. And of that 0.004% ever make it to a hundred million and beyond.  Dan Henry (02:08:43): So give me that last stat again,  Amanda Holmes (02:08:45): .004% ever make it to a hundred million and beyond.  Dan Henry (02:08:50): And do you think that 0.004% did that by constantly looking for a new way to market or by doubling down?  Amanda Holmes (02:08:58): The point to get from a million to five, from five to 10, from 10 to a hundred takes a different skillset every step of the way. What brought you, so a lot of people, maybe they can strong arm them their way to a million, but to get from 1 million to 5 million takes a different skill set. Right? But it's all within what we've proven of the 12 core competencies, right?  Dan Henry (02:09:22): Do you need to master all 12?  Amanda Holmes (02:09:23): Usually it's just one that will help you double your sales, but it's finding which of the 12 it is and then diving deep on it.  Dan Henry (02:09:31): Awesome. Awesome. So where can people go to, to learn more about these 12 core competencies besides the book, which if you don't have the book, my God get the book, let me see the book. It's red.  Amanda Holmes (02:09:43): UltimateSalesMachine.Com. You can actually get chapter four for free.  Dan Henry (02:09:47): You can't miss it. It's you know how like you go to a stop sign that, you know why they make them red? So that you don't miss it. The books red, you can't miss it. Go get the book. Amanda Holmes (02:09:57): I could also, I would recommend ChetHolmes.Com. ChetHolmes.Com has, we have three videos that help you double your sales in one hour a week. So,  Dan Henry (02:10:06): Wow. Well now I want to go watch the videos. So Amanda, thank you for coming on here and putting up with me.  Amanda Holmes (02:10:16): We had a great time. We went through a rabbit hole, I'm looking forward to seeing what comments came from this.  Dan Henry (02:10:21): Oh yeah. I await to see the comments after and see how, how many people like freaked out or, or no longer follow me or but I, I like to have fun with this, you know, I don't like to do this as I like to Zig when they zag. So but it sounds like you can appreciate that. So this was so much fun and I hope it was a little bit more entertaining for you than your normal podcast.  Amanda Holmes (02:10:48): Oh it was great. I saw, I was doing market data recently. Again, I'm research firm, right? 80% of people that listen to podcasts listen to majority of them. And the average podcast is 43 minutes long. So you have the brilliant strategy here of like, yes, I can keep people for two hours. I bet I can. And I know that you can, and knowing that you'll keep them majority of the way is speaking to your brilliance. So good job.  Dan Henry (02:11:11): Well, I, hopefully I can live up to that. I'll have to check the stats. I hope she was right. We'll see.  Amanda Holmes (02:11:20): Time will tell.  Dan Henry (02:11:21): Yeah. Well, I mean, and look, if I, you know, if I go down a bunch of roads and I look at the stats and the retention that goes down, I just won't turn down those roads anymore. I'll just go down this. I'll go this way. You know, thank you so much for coming on. ChetHolmes.Com and get the fricking book. Get the book. If you haven't read the book, get the book, get the book, you know, and then go to ChetHolmes.Com or do both. Go to ChetHolmes.Com while you're waiting for the book. Thank you again so much for coming on. I appreciate it.  Amanda Holmes (02:11:49): I don't think I can reach you. It's like E.T.  Dan Henry (02:11:51): I know I gotta, I need to get a shorter table. I learned this very quickly. So we'll figure it out. Thank you so much for coming on. We need to do it again.  Amanda Holmes (02:12:02): I love it.  Dan Henry (02:12:03): All right. Maybe I'll stop by your place in Clearwater. I don't know. We'll see. I'm not committing. I'm not committing. I'm not committing, but.  Brandon (02:12:11): What if I go with you, Dan?  Dan Henry (02:12:12): Oh, see. Now, see peer pressure. Now you're just giving me peer pressure. Oh boy. Ah, maybe we'll see. We'll see if we do then I definitely have to have you back on. I might be sitting here in a robe praying, and I'm just messing No, I could see where it would be an incredibly life-changing experience. And I also, where can they go to learn more about that? I think that's important too.  Amanda Holmes (02:12:38): DivineBlissInternational.Org and divine spelt with an I. D I V I N E.  Dan Henry (02:12:43): All right, Amanda. Thank you so much.  Amanda Holmes (02:12:45): Thank you. 

Do you struggle to overcome adversity as you strive for success?You might believe your humble beginnings mean you’ll never be able to achieve anything great…You might believe failure in business is too difficult to overcome or that it’s an indication that you’re just not cut out for entrepreneurship…If you find yourself struggling with those limiting beliefs, this episode is for you!In this episode, I interview Eric Toz and discuss what he has learned through his entrepreneurial journey, taking what some might consider failure and turning it into lessons that have helped to take him from struggling entrepreneur to multi-million-dollar CEO! In this episode, Eric and I cover:How his childhood influenced his determination for success What timeless principles and skills can be applied to your personal and professional interactions Why what seems like a loss can be an opportunity for future successHow to build stronger relationships with customers and employeesHow seemingly insignificant decisions can create massive change in outcomes If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;) — SUBSCRIBE & FOLLOW — Subscribe to Dan’s YouTube ChannelSubscribe to Dan’s How To Think YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on Twitter— TRANSCRIPT — Dan Henry (00:00:09):So welcome everyone to the inaugural episode of the, how to think podcast, the show where we break down the inner workings of the human mind and learn how to think like successful people so that we can achieve anything in business or in life by changing the way we think, Eric, how you doing, man?Eric Toz (00:00:30):So good. I'm so happy to be here. Been waiting for a couple months now for this.Dan Henry (00:00:33):So it'd be honest if it were friends. So if it wasn't you, that was here for the first episode, I'd probably be, you know, pretty nervous right now, because last night I did this Instagram story and I was like, I'm gonna research, like all these world-class like podcasters and interviewers and try to try to be a good podcast or in the next two hours.Eric Toz (00:00:55):I think by the end of it will, you'll be doing good. Dan Henry (00:00:58):Yeah. I'll figure it out. I'll figure it out. But I'm glad I'm, I'm glad I have a good friend on to start out.Eric Toz (00:01:02):Take it easy, slow and steady.Dan Henry (00:01:04):I'm not much for intros, but you built $66 million business. You've done about a hundred million in sales, selling customizable jewelry online, and you started it by sleeping. You were sleeping and you were in Brooklyn, sleeping on a mattress. A whole bunch of crazy stuff went down and, and now you're here. And before we get into that, I just, I just want to say, like how, how would your parents describe what you do?Eric Toz (00:01:32):I think they would describe me as somebody who is always willing to burn all of the ships for me, like, you know, I had a pretty tough childhood. I think a lot of entrepreneurs did that provides an initial chip for them. They're off at whatever their circumstance or their parents, or just something bad happened to their health. And so they have this huge chip and for me, like there was never a plan B, like I was, I felt like I was going to be successful no matter what, if it wasn't like this thing that I'm currently doing, it was going to be something else. And so maybe not even about the money so much, but just such a strong desire to be successful in whateverDan Henry (00:02:16):It was. What gave you that chip? Because I know it gave me the chip that I had. I had a bunch of people who I would, I was delivering pizza and I would be like, oh, I'm going to, I'm going to build a business one day and they'd be like, shut up, like the delivery, you know? I mean, what, what was, what gave you that chip on your shoulder?Eric Toz (00:02:32):Well, a big part of it was my family has been very entrepreneurial. Like my grandfather, he actually, he had a factory in Massachusetts, literally called package machinery. This is like your old school factory, literally making like boxes and like packaging and stuff like that. And he, he sold that business. He was pretty successful. And then my dad growing up, we had a power sports business. So we were a family business. We sold jet-skis, we sold, we sold ATVs, like all these toys we had, like each of us three kids had our own everything. And then we had a few bad winters in a row where there was no snow up in New Hampshire where I'm from. And the business ended up going bankrupt. And so bankruptcy, you know, 30 years ago it was a lot different than now. Yeah, it was a true like seven years to repair your credit.Eric Toz (00:03:22):And so, you know, my dad, he went from being this entrepreneur to being like a Knight Security Watchman. Like I literally remember him coming home with like, you know, eggs and breakfast for us all after he was working all night at like a hotel. So I had no idea what was going on at the time. Had no idea what happened, how old were you? I was like five, like five, six, and all three of us. We were me and my brother, sister. We were like three, four or five, something like that. So yeah, that was really difficult. I was the poor kid at school. I was on free lunch. You know, I remember Christmas, like three Christmases in a row. I got like the same thing, which was this little, like a Hot Wheels set. And I'm like, oh, another Hot Wheels again, but we couldn't like afford anything.Eric Toz (00:04:07):So for me you know, going through puberty in high school at that point, I kind of wanted to latch onto something I could feel good about. And for me, it was sports at the time. So I threw myself into that completely. I would train for football, like during the summers, literally till like two, three in the morning, I'd be doing suicides and doing squats and stuff like that. And I had very good influences at the time. Like I had really, really great mentors. I had my football coach. I still can hear him yelling in my ear to this day saying, you know, stop feeling, sorry for yourself, stuff like that. So those were really good motivators at the beginning. And I had been influenced a number of times by some very important people not just in sports, but like later in business too.Dan Henry (00:04:55):So, so let me ask you this when you, cause I've seen, you've taken me to your warehouse in it's within the St. Petersburg city limits. And you, you took me there and it was super impressive. I mean, it's this gigantic it's like, you wouldn't even know it was there. You would not know it was there. You would not know that this building randomly in this industrial part of town is on a hundred million dollars in fricking e-commerce you know, and so you take me there and you've got these machines, let's see if we can get it, maybe Brandon can get a picture of your, of your thing up. And I can hear myself like a delay in, in my headphones a little bit, Brandon, I don't know if you've got the live stream going or not, but there's a picture of, of your, and how many people do you have working there?Eric Toz (00:05:53):Currently, we have 70 full-time employees. Yeah. Seven zero, I think during, during peak Q4, we'll have about 200 in the US and then we have an Amsterdam factoryDan Henry (00:06:05):Setting up now. So, so this right here is your, this is your warehouse. Okay. And I mean, that's, that's pretty big and it's actually bigger than that. That's just one section of it. And then you have another one where you do media, but I remember being in there, it was just like last week and yeah, zoom in a little bit, Brandon, like, look at that, look at all those people. So I want to understand the business model, because as far as I know it, you, you, you know, you have this company called shine on. Yup. And you, and you got to correct me if I'm wrong. Cause we've, we've been pretty stoned sometimes when we were talking about this, actually funny before I get into this funny story we met at this, this mastermind it was founders mastermind in downtown St. Pete. And we you had this you, you had this little segue thing that you were riding around on all, all through St.Dan Henry (00:07:00):Pete, that little, the one wheel, the one wheel. Yeah. And I remember I think you wrote it over to my penthouse here in downtown, and we got stone and just talk business for like three, four hours. It was amazing my condo. And it was a great conversation. And you told me and I definitely want to talk about this. Cause you, you told me about, you know, a lot of people say, oh, read this book and read that book. And you told me about the book, how to win friends and influence people, which I think a lot of people I think a lot of people say, Hey, read this book and people go, oh yeah, yeah, yeah, that's cool. I'll read that book, but they don't actually read it. And they don't actually put it into practice. And I re I noticed some things when we were, we were talking like, you would be like, oh, I'm sorry for interrupting. And you, you just said certain things. And I'm like, I really like this guy, like what the, what the, what is going on? You know? And I said to you, I was like, why are you so fricking likable? And you told me, you cheater that you read the book, how to win friends and influence people. And you like went hardcore on it. And you just, you, how much does that help you network and get through business and, and, and just in progress in your career.Eric Toz (00:08:12):Yeah. So I think, I think there are certain things you can learn that are timeless, right? There are certain principles that are timeless. And I think to be a good business person in the 1930s, when that book, how to win friends and influence people by Dale Carnegie was written you know, you couldn't hide behind email, then you couldn't hide behind social media. Like if you, if you wanted to conduct business, you had to like, look people in the eye, you had to shake their hand. You had to like, keep your word. You know, these are like old-school fundamentals. And so I think it actually be really helpful if entrepreneurs more entrepreneurs read that book today because it's really head-slappingly simple. Lee's simple things that he says where you're like, oh my God, I shouldn't have, I should have been doing this my whole, my whole life, like simple stuff. Like the sweetest, the sweetest word to somebody as their first name. So try to use their first name as much as possible because they immediately perk up. Right. You know,Dan Henry (00:09:06):Eric. Yeah. It makes me feel good. It does. And you know, when I read that, but I literally, because when you told me that it, it stuck with me and I've, I've read a little bit of the book, but I actually went out, I bought the book and I read it and I read it all the way through. And then I listened to the whole audiobook all the way through it. And then I downloaded the cheat sheet and I might've had one. I'm not going to lie. It's hard. It is super hard. Like some of this stuff is just hard to remember and hard to implement, and it's sort of like, you have to take. And when you first read it, you really feel like a Dick. At least I did, I read this and I'm like, well, I'm missing a lot of this. Like my first reaction was I must be a total Dick because I'm just reading all these things that we forget on a daily basis, you know, like not interrupting people, using their first names, smiling, you know, just, just, just something as simple as smilingEric Toz (00:09:58):With a pleasant tone. Dan Henry (00:10:01):That's the whole chapter on that, the whole chapter on that. And you dive deep into it. And I think in business and, and not even business, but in life, you, I mean, I'll give you an example. I was downtown. And I ran into somebody who was had actually followed me for some time and bought some of my products and stuff. And he had a friend who's this like high, high level, you know, manages billions of dollars in real estate. And I was just, you know, very nice to them. And I, I mean, anybody could have been any, any one of a thousand ways with their personality. And I was just trying to be very nice. And I noticed that his, his wife was a super, super sweet woman. And I remembered the book where it said, you know, think about what appeals to them, you know, think about w what brings value to them and how to appeal to them.Dan Henry (00:10:50):And I noticed that she wanted to talk about like cooking and making food for people. And that was like really important to her. And so I had a conversation with her about that, and I learned a lot about a lot of food that I didn't know. And then we ended up getting invited to their penthouse, which is actually four penthouses that they bought at the top of I forget which building, but it's, I think it's park shore. And they combined all four penthouses into one mega penthouse. Jesus. Yeah. It was you. And I learned so much about real estate and all that, and that was just, IEric Toz (00:11:23):Think it was from the, you conducted because of the cookingDan Henry (00:11:26):Conversations, because she invited, she invited us over for breakfast. She wanted to cook for us. So, yeah. So like, I mean, we didn't get an invite before that. And then, I mean, or maybe he, he would have invited us anyway, but it doesn't matter. The point is, is that, you know, sometimes I think we, we get wrapped up in all the problems in life. And so we're so focused on those problems and thinking about those problems, that when we go and all these differences in life, our problems are on our mind. And it's not that we're not, not nice people, but we don't take the time to articulate how nice and how genuine we are, because we're just so drowning in our own world of negativity and all the stuff we have to do. And I think that that book just gives it a great reminder to how to bring that to the surface.Eric Toz (00:12:11):Yeah, totally. And there's a whole chapter, literally just on listening. And at the end, he tells a story about how he had like an hour-long conversation with a woman on a couch. And he may be said like five words. And he was just asking questions, maybe like five or six questions. And she was talking the whole time, like, blah, blah, blah. I mean, he was into it. But at, at the end she was like, oh, you're such a good conversationalist. And he was like, I haven't said anything, but he just allowed her to sort of that. And just being there, like just holding space, I think for people can be really beneficial because everybody, especially in our business, our line of business, they just want to talk about what they're doing, like all the time and what they're currently up to.Dan Henry (00:12:58):Right. I, I do notice how did, and how do you think those tactics and that paradigm shift of how to interact with other humans? How do you think that differs between dealing with employees and dealing with just like other entrepreneurs, other, other people in your life that, that you don't pay?Eric Toz (00:13:17):I think the principles are, are the same, right? Like a mentor of mine, he's the co-founder of Zappos. His name is Fred Mossler and he, he treats his vendors the exact same way that he treats his employees and he treats people in the Las Vegas community the same way he treats vendors and, and they'll actually have vendor parties. They'll fly in their vendors once a year and have like a huge mega blowout party and something awesome that he told me was like friends, this concept of friends first. Like literally if you, if you just try to become friends first, all right. You know what they're doing a little bit, maybe not a hundred percent, but just focus on being friends first and really solidifying that. And then the business will come naturally. If, you know, if what they're doing is, is good. But you should be able to kind of know that ahead of time. So you don't have to worry so much about the business. Just kind of relax and see how you connect on different things.Dan Henry (00:14:15):And a lot of people, they try to create opportunities and that that's sort of, I mean, it's cool, but when you're networking and you're trying to make connections, a lot of times you just have to let opportunities come to you. And I think that if you try to create opportunities, you will go into meeting people in a disingenuous way. Cause you always have an agenda going in. I mean, if you meet somebody that is a player, right. Something is at, at some point is going to come of that. Something, at some point you don't know what it is right now, but at someEric Toz (00:14:49):Point and be like an A-player. Yeah. I mean,Dan Henry (00:14:52):I mean, it could be, it could be somebody that becomes an, a player. It could be somebody that's already an a player. It could be somebody that has done something that you respect. It could be a huge person in the industry. It doesn't matter. But the point is is if you try to go into that relationship thinking, what am I going to get out of this from the beginning, it's just going to, it's not going to be genuine. And if you go in and you just become friends and let the opportunity come to you, I think it's a lot better. Yeah.Eric Toz (00:15:16):Yeah. I have a firsthand example of this recently. I think we did a little bit of that also, my friend will, who, you know, who lives downtown here? He's just a really interesting guy. I just like him a lot. He does some cool things in skincare and in like NFTs. Right. And so I knew, I knew when I first started getting to know him, like there immediately there wasn't going to be any way where we do business together. And I was okay with that. Cause I didn't care. I just loved what he was doing on his own stuff. And I just wanted to be friends with them, but you know, over the past week or so, I've had an idea where I was like, holy will, would actually be like the perfect partner on this. And so you can't like expect those things to happen. It's just sort of, you know the way is of the universe sometimes if you have if you established friends first. Yeah,Dan Henry (00:16:05):Absolutely. I, I totally, totally, totally agree. So let me, let me just go back to this mattress that you were sleeping on. And you don't have to go deep on mattress pizza boy. Yeah.Eric Toz (00:16:17):My office is your pizza.Dan Henry (00:16:18):I see, I, you know, I actually I’m a mattress sleeper, every time I move into a new place, doesn't matter what my financial situation is. I always end up sleeping on a mattress for two months. Cause I can't find, I can't pick out what bed I want, you know, but I do like sleeping on a mattress, surrounded by nice walls versus the walls I used to have around, which were crumbling. But you know, let me ask you this. You had some stuff happen, you know, you, you, you took on some venture capital. You don't have, I mean, you can get into as much in this as you want, but you had some, some bad stuff happen and you basically had to sort of start over. Would that beEric Toz (00:17:00):With on yeah. So you know, starting, excuse me one second. Dan Henry (00:17:11):So polite. Is that in the book too?Eric Toz (00:17:15):I'm doing it for the listeners.Dan Henry (00:17:16):That's awesome, man. So, so, so what, what happened? They're like, well, whatever you want do.Eric Toz (00:17:22):Yeah. So I like to say I'm a two-time venture capital refugee. So the, for the first time was when I was at CustomMade.Com. We ended up raising about $25 million. Google was our investor, like all the top Silicon Valley investors. And we were basically you know, we were basically a high-end Etsy average order value, like a thousand bucks. But that it was a great idea. The business, it didn't work. At scale, we were burning a million dollars a month. And so it was just a reallyDan Henry (00:17:56):Burning a million dollars a month, whatever. I mean,Eric Toz (00:17:58):We were losing a million dollars a month just because of our overhead. And when you raise that much money, you're actually encouraged by all of your investors. Like, dude, we gotta, we gotta spend this as fast as possible because they either want it to pop in two to four years or they want you to, they don't want you to be the walking dead indefinitely. They would rather have you die or, or crush it quickly time value of money. But yeah, so I saw, you know, some of the advantages and pitfalls of raising that much money. You know, you lose a lot of control of your company, you have bored. And so when I started Shine On, you know, I didn't have any money either. So when I couldn't even pay myself, really, I actually started it on unemployment, which is honestly, that's the best trick.Eric Toz (00:18:45):If you want to start a company, try to get fired, ask your company, Hey, can you please fire me instead of leaving? Cause then you can get unemployment and you can get it for like nine months. So I was actually like, I went to Germany, I was like doing my unemployment forms from Germany. And the whole time I was taking literally all the money from the unemployment and putting it into shine on at the very beginning. Wow. Then that money ran out. And then I was, I was selling motorcycle rings to motorcycle clubs because I had this jewelry production knowledge. And I was like, how can I sell to a lot of people very quickly? So I made rings for like six or seven motorcycle clubs and that's how I paid my rent after the unemployment money ran out.Dan Henry (00:19:24):Did you have a machine for that or did you see all the machines you have right now, but what did you, what did you have that?Eric Toz (00:19:30):So at that time, so I had a friend who had a massive factory in Thailand in Bangkok. And so the first version of shine on was, you know, we would, us a, a marketer would give us their idea for a piece of jewelry, like a ring or a necklace. We would actually do a 3d render. It looked like an, a photo. It looked realistic. Can you give me an example? Yeah, if you actually just Google scooter ring, like on on Google something I designed it's like, it looks like a Vesper. Okay. So like Vespas scooteringDan Henry (00:20:01):Now. I feel like an idiot, cause I don't know what a VestaEric Toz (00:20:03):Is. Just like a stallion scooter.Dan Henry (00:20:06):Oh, okay. Okay. Actually, do you want, [inaudible] we'll talk about funny scooter story in a few minutes. You reminded me, do you remember what happened to me when I met Maura?Eric Toz (00:20:17):No.Dan Henry (00:20:17):You all, you don't remember that. I'll just tell it real quick. Cause Brandon's going to bring up, Brandon's gonna bring up a picture of this example, but you introduced me to Mara Glazer, who I ended up hiring to do some copywriting for how to think. Oh, okay. Yeah. And I remember I got that segue to go downtown and so I, I Google like how to change, make it go faster. Cause it was only going 15 miles an hour. And I got it to to a different mode where it went 25 miles an hour and right. So, but here's just a crazy thing about how, how, how thoughts can create reality is I'm driving down the road or scooting or whatever. And I think to myself, how bad would this suck if I totally wiped out right now? And five seconds later, I went to scratch my head, which I don't know why I did that. And I went over the top of it, wiped out. My knee was bloody. My hand was all messed up. I was goingEric Toz (00:21:10):25Dan Henry (00:21:11):Fast. Yeah. And I don't even know how I, and so I, I literally like the scooters all bent and I end up scooting down to beach drive and meeting Maura for the first time and right after, and I'm full of blood. And my, my stuff's ripped, like my jeans are ripped up and I sit down and I'm like, instead of saying, hi, how you doing? I'm Dan Henry. I had to explain to her why it looked like I just got to fight.Eric Toz (00:21:34):And she probably liked it like, well, this guy's edgy.Dan Henry (00:21:39):He still showed up, you know? But that just reminded me about how, like when you think of something you can like create the situation to happen. But Brandon, do you have that? Do you have that? There it is. Okay. So, so click on this.Eric Toz (00:21:53):This was the first, the first thing I ever designed for Shine On. So I was the first seller. I was the first, I was the first CS agent website, designer, jewelry designer, marketer. I was packing the jewelry myself like the whole first year. But anyway, what happened was yeah, this is how I kind of got started with it. I would, I would work with a marketer. I would make something custom and then I, they would actually put that on their store that just a render. So there's no inventory. And then we would take all the orders each week and I would put it in an Excel sheet and then I would send it to my friend in Thailand who ran a factory there. He makes all of David Yurmans jewelry. If you've heard of that brand high-quality men's men's jewelry. And so, yeah, that was great.Dan Henry (00:22:39):I'm going to stay silent. So I don't have to admit that I don't know what that is, butEric Toz (00:22:42):There's not a lot of guys do. But yeah, that was the first version of shine on. So I went from this like a motorcycle rings to actually designing some stuff myself. And then what happened was you know, Teespring came out, Teespring is like print on demand t-shirts and it was one of the first things Facebook marketers sold. There, I know a ton of guys who were millionaires a couple of guys, even in this area who made millions selling t-shirts there. And I had this jewelry knowledge. And so I was like, man, I, I love working with these marketers. We could really scale, I could scale this up much more quickly if I started working with Facebook marketers. And so luckily, you know, I had the prior experience from custom made which was, you know, it was still a success. Like it didn't work out, but we still raised a lot of money. We made a lot of noise and there was some trust there just from me being around that environment. And so I raised about a million bucks in venture capital and then immediately after actually hired Teespring's head of sales and Teespring's head of marketing. And that's how the initial Shine On got started. Wow. And they, then they brought all the sellers overDan Henry (00:23:47):Now, did you, I know that you raise capital and then something went wrong, and then did you have to raise capital again?Eric Toz (00:23:55):What happened? Was it wasn't that anything went wrong per se? It's just that we're kept pretty capital intensive business. A million bucks is not that much money if you want to build something large-scale. But what happened was we were it took four to five weeks for these items to be made in Thailand and then sent back to us where we would repackage it and then ship it to the customer. So these items sold super well. And we did over 5,000 various 3d designs and we did about five, 6 million in sales that first year. But what happened was we were getting a lot of chargebacks because of the weight. People didn't want to wait that long. They didn't trust it, even though the quality was super good. But no matter how many did it take, it took like four to five weeks after your purchase. So buyers are, you know, I think their limits around two, three weeks for reordering, they get pissy, they get antsy. So we started getting a lot of chargebacks and because we, we pay the sellers out like next day on their commissions or when it chips we would get these chargebacks after the fact.Dan Henry (00:25:03):So, so Jay, just to get the business model, right, you partner with people who want to sell their own personalized jewelry and you make the jewelry, and you ship. So it's like drop shipping and I believe you also give them the education on how to promote their products and get it out, get it out into the,Eric Toz (00:25:22):Yeah. So fast forward to today. I mean anyway, we, we, there was, we were running out of cash and at one point I said, never again, am I going to not make something myself? Okay. So I was like, I want the, I want to own the entire supply chain. Right, right.Dan Henry (00:25:38):And just so I'm clear, I just want to be sure I'm clear. That was because they were, it took too long. Right.Eric Toz (00:25:42):Just cause it took too long. That was okay. Got it. You literally the only reward to interrupt. And then there's, and then there's another thing about, you know, having more control of your margins, right. Being able to provide better customer service for everybody. But yeah, fast forward to today, I mean, we started in jewelry but we're, you know, we're an on-demand factory that we, we prototype, we develop and we sell ourselves viral gift products. So jewelry, wallets, watches, all personalized. And then what we do is we launched them through what we call an IPO process, initial product offering. So we'll say, Hey sellers, we got this new like wallet. That's personalized. You know, we, we sold like 500 grand in our initial tasks. And then we literally give away the farm. Like, here's exactly how we're doing it. And boom, now it's live in your app and it's free. Just go click, click, click, and you can add it to your store. And now you can sell this product. So we're almost becoming a little product agnostic. We're adding like metal wall art. Like that could go up here. I'll I'll have something for you. Oh,Dan Henry (00:26:44):Oh, okay. Yeah. I can, I could use some more, some more brains around this Personalized man. Yeah, yeah. You might have to, you might have to get me selling some products because I'm going to be honest with you. I'm gonna be honest with you. E-Commerce physical products is super difficult. And I told you this when I was at your, your warehouse, I doEric Toz (00:27:07):Hear like, oh no, I don't know if IDan Henry (00:27:09):Can, I couldn't do it. I could not do it. I mean, I'm looking at all these machines just to break down the thought process here. Right? I'm standing in this warehouse. I know that you guys have hundreds, you know, you've got, you've sold almost a hundred total, almost a hundred million dollars worth of stuff. You have machines that are like, w w what's your most expensive machine?Eric Toz (00:27:30):Ooh. we have we have auto pack machines that are about a quarter-million-dollar.Dan Henry (00:27:36):So $250,000 machines. And in my mind, here's what I'm thinking. What happens when something breaks, you got to call somebody, they got to come out, they got to get a part, and then you got orders. And like all this stuff going on, it's just, I gotta ask you this. How do you deal with the stress of going to bed every night and knowing that at any point, something like that could happen that could massively derail your business. Like, how do you deal with that? And how do you cope with that?Eric Toz (00:28:06):E-Commerce is complex because, you know, not only are you doing the marketing, sometimes you're also doing the training, but you're also if you're doing it right. I mean, you're also doing your own supply chain. You're buying inventory, you're storing it, you're shipping it out. So sometimes what we do because we're moving fast and we actually forget how many potential points of failure there could be, but we'll actually just write out a list. I'm like, you know, what, if, if, if any of these things fail, are we, are we screwed? Like, is this going to ruin the whole thing? And so a lot of times we're like, wow, yeah. If we ran out of X, Y, Z, that would shut down like everything. And so I'm constantly making lists constantly. If there's a new thing, that's a super imperative, making sure there's ownership of it.Dan Henry (00:28:54):But what do you mean by making sureEric Toz (00:28:56):There's ownership that somebody owns that it's like, Hey, if you have one job to do, it’s making sure that we never run out of these like 50 different things. You know, we have an inventory manager too. Yeah. a lot of it is automated now. So like all our inventory management's automated their software to do it too. But you had to build, we built, we built our own. Yeah. So we'll kind of get a heads up of something running out, but look, honestly, stuff just happens to like, it's guaranteed, that stuff will happen. Major stuff. Whether it's a flood here or like a hurricane, or like, there's, there's a crazy cargo ship backup right now, like are all around the world. There are like crazy logistics problems. And so the number one thing for your customers is to just be a good communicator with them.Eric Toz (00:29:49):And that's honestly, it's a lot harder said than done. So that's where some of these Dale Carnegie principles come into play, just like thinking about them and their feelings being proactive, saying like, Hey, there's an issue. There's an issue here. You, you probably won't receive this in this time, but then give them some options. Like, I can do this for you. I can do this for you, or I can do this for you and just make them feel like they're the decision-maker next. And usually when you allow them to make decisions on what they want to do with their order, then a lot of the time they're, they're more cooperative and they actually will want to work with you. And sometimes you build stronger bonds with people and with customers when you screw up and then you, you like something detrimental happens. And then yeah, the redemption and you like go through this like thing with them. And they actually like, you have a tighter bond because they're like, then they're like the next time Eric screws up. Like, I know he'll, he'll be in my corner and he'll like, figure it out. So the same thing with employees too.Dan Henry (00:30:51):Do you feel that, cause I don't know if you've ever read the psychology behind likability and being imperfect, like, you know, what a Mary Sue is. So in, in film, Mary Sue is a character that is basically perfect and has no flaws. And so like imagine Superman, but there was no kryptonite. Like he wouldn't be that interesting. You know? And like when, when the star wars movies came out, a lot of people were saying that Ray was like a Mary Sue and that's why people were interested in her. And then so like later in the movies, they reallyEric Toz (00:31:24):Didn't know she had no flaws, she hadDan Henry (00:31:26):No flaws. And so you'll notice it in the second and third movie, they really dived into her like flaws around you know, her parents and things like that. And, and some other things. But, but the concept is that if you have a character in a movie that is perfect and has no flaws, then there's nothing to be interested in. There's nothing to be likable. There's nothing to, to bond with that because you can't relate to somebody. That's perfect. And I think a lot of times people strive to be perfect and they let perfection get in the way of the thing that makes them human. It makes them relate to other humans. And that in, in of itself is having flown.Eric Toz (00:32:03):Yeah, I think you know, we have our seller group on Facebook and so we're always analyzing what's what gets the most engagement and it's, it's usually two things it's posting about success. And then it's posting about like the hard times that you went through or like stories, hard stories, like redemption stories. Like people are so into that because we can all relate. Yeah. We can all relate to that.Dan Henry (00:32:28):Do you feel entrepreneurs have an ex an unrealistic expectation that things won't, that nothing will go wrong, and that if something does go wrong, that means they did something like there they failed or they're a bad person or they were wrong this whole time in their dreams. You know, like I feel like a lot of entrepreneurs really have that expectation going in that everything is going to go right. And they don't know how to mentally deal with it when things go wrong.Eric Toz (00:32:54):Yeah. I think that entrepreneurs understand that things are going to go wrong, but every entrepreneur is different in, in there how much they're willing to deal with. Like a lot of people will throw in the towel on something where somebody else won't. And I have two really good examples from my, from my life about not throwing in the towel. And this is not, I'm not saying I'm right by or right or wrong by throwing in the towel or not throwing in the towel. Right. But I'll give you an example of custom made.com where, you know, we, we raised that, all that money. And then I ended up leaving the CEO ended up leaving, but the sort of the third guy in our gang mentor of mine, Seth Rosen, he said, no, I'm going to stick with it. And so he made a deal with the bank wrote off all of the debt and he just went into this incubation period.Eric Toz (00:33:49):And now custommade.com is like 20 million, $30 million a year business. And he brought it back to life solely because he had a high tolerance for going through that. And he was so obsessed with it that he wanted to continue working on it. And same thing with me, I got to a point where after I burned all this, this seed capital that we raised and at one point I actually had to let go of almost all the company, like 90% of the company had to let go of like 15, 20 people in one day, once 15, 20 people in one day in one day. Yeah. We called it the red wedding. Like fromDan Henry (00:34:28):Game of Thrones, you have to be a game of Thrones nerdEric Toz (00:34:31):Joke, but not in a mean, not in a mean way, but it was just like, no, like, and everybody was like, Eric, give the investors like the rest of the money back. And there was maybe like, like a hundred grand left in the bank account. And I was just like, no, I'm not going to because like, I still have this vision for it. I need more time. And so I literally went from the super high and there's actually, if you Google the entrepreneur's journey, there's a graph of this where there's like this initial excitement. And then there's this period called the trough of sorrow. And then if you keep continuing going through the trough of sorrow, you get to experimentation and pivoting and new ideas. And then eventually you get product-market fit. And then when you get product-market fit, then you can scale.Eric Toz (00:35:21):And so how, how much are you willing to tolerate going through that trough? Because I'm not going to lie. I was, at that point, I cut my salary to like 40 grand a year. And I wouldn't say I was a loser. It's just that I kind of went into like hibernation mode. We're actually had to, my mind was going crazy. And if I didn't turn to meditation to help me calm down and just get refocused, like, all right, how am I going to pull this off? I would tell myself every day, this is going to be a book in a book someday. So yeah, we were down to like 20 grand bank account,Dan Henry (00:35:54):A book someday, dude, that's a roast on that for a second. This is going to be in a book someday. Yeah. That's that is that's deep, man. I mean, if you think about it, like, that's some internal motivation.Eric Toz (00:36:11):Yeah. I mean, I would tell people I'm like, you don't understand like there's no, I'm not going back. There's no plan B like I'm, I'm in this thing, you can't kill me basically. And I don't care if I make $0 for like four years like I'm going to make this work. And so there's, and then I kind of learned that there's always something that you can do. I had another, I hired another mentor who helped me out with some financing and I actually bought the company back from the investors. Cause I believed in it so much. So I was literally taking out like per personally guaranteed loans to buy back the rest of the company. So not only was I going from $0, then I even put myself in debt, like to get the company back because I was like, no, you don't get it.Eric Toz (00:36:56):Like I still see this path forward. I just need time. And so I actually have never raised money again since then. So we went from having 20 grand in the bank account to, we did, we did a hail Mary, we bought one machine and I moved out from Brooklyn to New Jersey and we started tinkering in a 1000 square foot garage with machinery and we built, then we built our first Shopify app in 2017. And we were the first people to do print on demand jewelry. And so then just incrementally building, building, building, building, building, come up with some new products, keep promoting keep doing what you say. You're going to do, build trust with the seller, with your customers. And yeah, now we're doing like 66 million a year in product sales, all bootstrapped. Yeah.Dan Henry (00:37:43):So if you were to like, imagine that on a graph, right. Where how much money did you raise at the, at the height of that?Eric Toz (00:37:50):At the beginning, we raised 1 million and then we ran out of that and we got down to 20 grand and thenDan Henry (00:37:55):Here at 1 million. Right. And imagine the, imagine it's a plane, right. And the plane starts nose-diving and it's heading towards the ground. And it literally goes so close to the ground before it pulls up that hits like 2200 feet off the ground. And it, you know, if you're on the ground, it literally blows your hat off as it scoops up. And then sky rack skyrockets up to, you know, from its original elevation of, of, you know, a million up to 66 million. That's insane. Yeah.Eric Toz (00:38:29):So when I went through the whole range of emotions, like you could possibly imagine like an idea raising money. Oh, other people believe in me, like this feels good. Like everyone thinks I'm smart. I have a great idea. And then reality sets in and just being like a total loser, firing everybody going. I had to learn accounting because I had to fire my accountant. I had to get rid of all the insurances. I'm like, what am I in? What am I protecting here? Something that's like worth nothing. So I was like, it, no insurance, no nothing. And so, but that was like the best lesson I ever learned because I had to learn, I had to learn a little bit about everything in the company, all the operations efficiencies. And so that going through that experience actually is really helpful today when I'm seeing all the pieces from a high level, because I've done all those jobs myself to a certain extent, I know enough about everything.Eric Toz (00:39:23):So I'm very grateful for that experience. But I'm also grateful for capitalism. I'll be honest because it allows you to go through that whole adventure and like that whole journey. And it is you against yourself. You're not really like competing against other people, even though you think you are, it's just like, you have to like, it's you in the mirror. So how can you, how disciplined can you be? Right? Like how disciplined can you be? How can you calm your mind? Can you get over your old? Because a lot of people, they, they bring their old life's experiences into their current business and they'll actually project some times. So if they are very needy, if they're a very needy person, cause you know, someone left them or whatever in the past, then they're just going to be attention-seeking in their business. So these can be, these are bad habits that could kind of take you down. So you really have to quiet your mind and try to get over your old and not project. A lot of people to, you might hire people from outside the company coming in and they're in a position of power and you don't see their bad habits in an interview and you would never know. But then after six months of working there, you're like this person's horrible. Like just like they're projecting because they're in this position of power now,Dan Henry (00:40:41):How did you, did you identify anything about yourself, old baggage that you were starting to bring in to your company and then you, you like identified it, you acknowledge it and you got rid of it. Did you ever go through anything like that?Eric Toz (00:40:59):Hmm.Dan Henry (00:41:04):You couldn't have always been the super nice guy that you are, that you are now. Eric. I refuse to believe that cause it'll make me feel even worse though. I'm just kidding.Eric Toz (00:41:14):Well, I'll be honest. Like when I had to let the whole company go I had somebody that really pushed me into doing that because I was like so nervous to do that. And it was the hardest thing I've ever done in my life. But going through that experience made me a very strong person. Right. I think me probably wouldn't have done it and I would've taken, taken it down, and gone down with the ship with everybody, but I got the sort of push from a friend, and he kind of helped me plan letting go of the whole company. And so yes, like the entrepreneurial journey, it helps you grow as a person too in many, in many, many ways. So I'm very grateful.Dan Henry (00:41:56):Do you think the unwillingness to let somebody go or let people go because it's a good business decision. That was a potential thing that was kind of brought in. That was a detriment. And you had to learn how to get over that was that, would that be one of the things that I guess as you called it earlier I think you call it baggage. Would that be something that you think was baggage that you brought in, that you had to, you had to get over? That was like a major thing?Eric Toz (00:42:22):Oh yeah, for sure. Like I think, you know, Inex inexperienced in younger entrepreneurs, they have trouble doing that. Like letting people go, but then I started seeing things through a different lens with running a business. Now I actually see it as we're working, we're here together. We're working on this project for like a finite amount of time. So instead of thinking about like, there's an owner and there's an employee and they're basically like slaves to the company, like they own you. I don't, I don't think that way. I think, and I'm open with my employees, like, Hey, we're, this is a project we're working on for two to three years. So let's go get committed to this thing and let's go crush it and let's see what happens. Right. And then, you know, provide the right incentive for them to, for us to crush it together. So having that sort of, we're working on a project mindset, it's helpful in letting people go because everything is finite and I'm not even going to be there in five, 10 years either. And I tell people that this is a project, so we're not going to be doing this forever. It's not like we're married. So, you know,Dan Henry (00:43:34):Okay. Like Michael Jordan was not always going to play in the Chicago bulls, but while he was there. Yeah. And while his teammates were there, they did the best, they could to win as many championships as they could. But ultimately that entity, that, that concept, that project will live on. Right. Is that how you view it? Yeah.Eric Toz (00:43:54):Actually so the term I use is let's go out and like get this Superbowl ring if we can, if we can go. And that might be we go public or we get acquired or something that experience that all the employees had. They can look at the Subaru warring and be like, yeah, I was part of that. I did that. And then what they can do is parlay that experience and go off and do their own thing and their com and their next company. And then maybe I'll even invest in it or there'll be able to get investment because people are like, wow, they worked at shine on. So that's what I'm trying to do with this whole Shannon thing is employees. If they can get a Superbowl ring sellers, there's a lot of sellers started with selling our product and e-commerce, and now I know two dozen guys that I'm friends with who started selling our product, and now they're doing $10 million a year on their store selling something else. But, you know, we all got, we all got wins like early out of it and that's, what's important is getting wins together.Dan Henry (00:44:49):So if I was going to read between the lines here, I would say that one of the biggest things to keep in mind with everything that you said is before all this, you have to really get clear on what, why you're doing it, where, where you want to end, because, you know, if you were, I'm just giving an example, right? Like Tony Robbins, Tony Robinson's, Tony Robbins, you know what I mean? That's his brand is his name. So, you know, the whole, like maybe the concept of I'll be here, you know, for a temporary amount of time. And then eventually I'll be gone. Maybe that still applies to his company. I'm sure he has an exit or I'm sure he has a death strategy, you know, cause nobody lives for other, I'm sure he's not just going to die in his company. That's it. I'm sure he's going to live. He's going to somehow has a plan of action in there. But you know, I think if you were to say, well, my goal is to exit or my goal is to build something great. Or my goal is to change the world. Or my goal is to, to, to do this. I mean, would you say that you have to get super, super clear on what that is before you can start, as you said, going after the Superbowl rings because you got to know what game you're playing.Eric Toz (00:46:01):Yeah. 100%, a hundred percent like people ask me, how is my vision change? I'm like, no, my vision has literally been the same thing for five years ago. Like where we're at now is where I thought we could eventually be. And so I need to keep going, but wouldDan Henry (00:46:17):You articulate that vision?Eric Toz (00:46:20):So five years ago I said I wanted to be the Teespring of jewelry. So I was just looking at that model and I want to build something just as big as them. And they're at the time they were doing a hundred million a year in sales. And so you're almost there. Yeah. Now we're getting, we're getting close to there. I actually, in two weeks we'll hit a hundred million in sales all time. So yeah, like if you don't have that, if you don't have that vision and you're not committed to it, if you go through hard, like, like I went through, if I didn't have that that level of commitment, then I would have totally thrown in the towel. It might be different though, if you're, if you're making good cash, if you're cash flowing and then suddenly it starts hitting bumps. I could see getting out then because you've made all this cash already. But for me it was kind of like instill like most of my personal like all my assets, like most of my wealth is actually in the business. So I'm thinking like longterm and it's, it's definitely risky. It's, it's a huge risk. And that's my personalityDan Henry (00:47:28):Condo that that's being built right now. Saltaire in downtown. It's a littleEric Toz (00:47:34):Sexy start my podcast there.Dan Henry (00:47:38):You got to invite me over, man. That place looks, looks like it's going to be sick. Yeah.Eric Toz (00:47:42):I think we're going to do some events there, some mastermindsDan Henry (00:47:45):And it's going to be awesome. Let me ask you a question. And I know that you're not your company is a little bit different than say mine where I'm a little bit more like the face of it kind of thing. And you're you're, I mean, you are, but like e-comm, it's about the products and all that and, and you know, so I'm sure a lot of people, as somebody who built this, they have a way they view you probably a lot of different ways. They view you. What would you say is something that people misunderstand about you?Eric Toz (00:48:19):Hmm. That's a good question. Misunderstand. Well,Eric Toz (00:48:34):You know, even when I throw these figures out, like a hundred million, 66 million I try to not make it about me. I try to say, we sold this together. Right? Like we did this together. And so I, people might see me as, I dunno being selfish because maybe on my Instagram, I promote like all this personal stuff. But at the end of the day, like I want, I want everybody to win. Like I truly do. And one thing is if you make other people money, they'll always invest in you and your next thing, they hit,Dan Henry (00:49:14):They stay with you on the ride. Yeah. Yeah. Well, I mean, look at, look how a lot of these funds have been built. Like you got guys that they run a certain type of business. They make people money and then they start like a real estate fund or a, or this, and then they're investing in that so that, you know, that's totally makes sense. Yeah.Eric Toz (00:49:31):Yeah. If you were, if I was your client and you know, I made a lot of money from your trainings right. Or teachings, and then you were like, you said to me, Hey, I'm going to go start this other thing. Do you want to invest in it? I'm like, hell yeah, you made me so much money, dude. Like literally here's like, you know, here's a million bucks or whatever investment, like no brainer. I, I trust you. You made me money here. Let's do it again.Dan Henry (00:49:56):No, I think people underestimate the value of creating a great product. I think there's a lot of people out there that do it for a cash grab and they do it for clout and they do it for a lot of the wrong reasons. And they don't really care or not. It's not that they care, but they don't put the effort into making a great product because at the end of the day, a great product will, you know, it will transcend a lot of mistakes, you know? And that's the thing that you're going to make mistakes you're going. And you know, when it comes to a lot of people in life, not just entrepreneurs, but a lot of people in life, they lack confidence. And I always say that you cannot build confidence. Does anybody tells you, you can build confidence full of. You build competence.Dan Henry (00:50:40):And as a by-product of that competence, you are granted confidence. Let me ask you this. I like that. Oh, thank you. I appreciate that. I, you know, I want to resist the urge to ask you a classic question. Like what, if you could go back to your 18 year old self and tell them something, what would you tell them? But what I'd like to ask is, you know, how did you in the ups and downs, it's easy to feel confident, have faith and stay the course when things are up. But when things are down, that's where people break and they fall off. What did you do specifically in your brain, in your mind that helped you get through those dips and maintain the course and maintain the faith and keep the confidence. Even when things look bleak, especially when that plane was right, the bottom, you know, 20 grand left in the bank or whatever other challenges you've had. How did you maintain, what did you tell yourself every day to maintain that level of dedication? Mm,Eric Toz (00:51:53):Well, I think, I think that you have to take the pressure off yourself. And so I'm in the process of writing this book. It's going to be called the entrepreneur survival guide, 20 things you can do when you're totally AFT, oh God, I loveDan Henry (00:52:12):That title. I really, oh, that's a great titleEric Toz (00:52:16):Too. So it's kind of like, imagine like how you would equip yourself for the zombie apocalypse. It's like that before, like business for business, I've been through like 20 of these things already. And at some point though, like once you're like, I'm doing this, no matter what you, at some point you have to take the pressure off of yourself in the day to day. So you have to say, all right, like, look, man, I still have to sleep eight hours and I can work like a maximum of 16 hours. And so, you know, you just have to be as efficient with your time, because if you literally do everything like perfect. And when you have no money left in the bank, you have to like, watch literally everything. Like watch every dollar spent every, every hour you have to be doing the right things. I remember literally going to like open certain tabs in Chrome and I'm like, no, like you can't do that. Right. I didn't know what the are you doing? Like, stay focused here. We don't have time for this right now. ItDan Henry (00:53:14):Was, it, was it porn hub you were trying to open or it was just likeEric Toz (00:53:18):It could be anything like ESPN. It could be like news, you know, I've been in, I've been addicted to news before. And so newsDan Henry (00:53:26):Sports. So, so have you ever got addicted to looking at things that you didn't have yet? Houses, cars?Eric Toz (00:53:34):Ooh, that's a good question. Like fantasizing about cars and stuff.Dan Henry (00:53:41):Yeah. Like, like imagine you're sitting there and you're working and you're like, if I just work hard enough, I'll be able to buy X or Y or Z. So then you go and you look up that car, you look at the features, you look at the you know, you look at how much it costs. I mean, I'll be honest. One thing I used to do is I used to put real estate up that I liked and I'd say, okay, this is called a vision board, like a vision board. And I would leave the tab up on my computer and every like two hours or so I would just flip over and I'd look at the house. And I remember I did that with I don't think I knew you then, but when I had that 8,000 square foot house on the water in Gulf port, I was looking at, yeah, I sold it and I bought the penthouse because I just living on the water, man.Dan Henry (00:54:21):It's like, dude, there's always a contractor at your house every single day or something. Well, no, just fixing stuff because the salt water blows with the Florida winds, they blow against the house and I'm in you're right on the water. So stuff, Russ, I had to replace my outdoor fans. Like every three months we would just go get completely rusted, no matter what you did. And just all kinds of crazy stuff that doc, you know, just so much stuff. And I just didn't want, I wanted to focus on all my business and I wanted, I wanted to stop leaving my phone around. And then not finding it for six hours because it was on the, you know, it was on the third floor and this and that. So when I bought the penthouse downtown, I just liked it a lot. It was actually more expensive than the house I owned, but it was smaller and it was just, I don't know, I liked the lifestyle more, but what I did was I would, I would put up a house that was very, very similar to that house.Dan Henry (00:55:18):And I would leave it up in my tabs and every two or three hours, I would just take a break and I would look at it and I'd be like, all right, I got to get to this much money. You know, obviously after taxes that dah, dah, dah. And so I would look and I'd say, okay, I need to sell this many units of my consulting or whatever. And I would, I would basically make that sort of like my, because you know, goals are weird, you know, like what are goals? You know, people have goals, but goals change. I just knew that I wanted to have a really nice house and I wanted to invite my family over and I wanted my family to experience being in a nice place. Cause they didn't really get, get to do that. And so I would leave it up. Yeah.Eric Toz (00:55:57):So my opinion on it is are you familiar with lead and lag measures?Dan Henry (00:56:03):No. I would love you toEric Toz (00:56:04):Explain it to me. Lead and lag measures would be like, so lag measure would be how much revenue your company didn't last month. Okay. But that's lead measures are more activity-based so here are the things I'm measuring each day for things I can control. Cause you can't, you literally can't control somebody else buying your stuff. I mean, you can't take their hand and force them to click and put type in their credit card. But I think you'd get arrested it's to me it sounds fun. It's like, oh, open daddy's wallet,Dan Henry (00:56:36):Dude. We should film. You should film an ad where you like break into somebody's house and make them buy a little customized pendant under their heads that would not get approved.Eric Toz (00:56:46):Yeah. So if you think about lead and lag measures, like a lag measure would be revenue. You can't literally control somebody opening their wallet and buying them. They still have to do that on their own, but something you can control every day is I'm going to go live two times today, I'm going to set 40 appointments. I'm going to try to close X amount of sales. So these are the things that you can control. Like I've always looked at houses and cars and stuff as like a lag measure. It's like I would rather set a goal of like doing X, Y, Z for the things I can control, because if I do everything I can control, most likely I'm going to get, get those other, those, those prizes. So my goal would be like only the things I can control, which would be maybe orders made or on whatever metric, because then my taste might also change. I might also want to drive a car or something later on.Dan Henry (00:57:38):Could I present to you a different way to think about it and maybe mate, this how to think, bro. Yeah. It's how to think. Right. And, and, and get your perspective on it. W so I have this crazy concept that I've really started to delve into recently the idea of not having goals now, before I that's hyper bowl right now. Right? So a lot of people like that, but let's, let's, let's dive into it. So if you have a goal, like, let's say you want to go to the gym. Okay. And you want to get Jack. And the only reason you're going to the gym is because you want to get checked. So you go to the gym and when you get there, you realize you're kind of fat and out of shape, you don't have abs, but you look around the gym and you see all these people with abs big muscles and you say, well, they're jacked and I'm not jacked.Dan Henry (00:58:18):That's why I'm here. So now I feel out of place, I feel like I don't belong. And it gives you this sense of automatically right off the bat, you feel unaccomplished, you feel less, you feel like you don't belong, right? Because you're setting this expectation that there's the reason you're there is for a goal. When instead, if you simply fall in love with the process, you fall in love with working out. You just, it doesn't matter what you look like. You love working out. You're going there because you love working out. And you love that process. It's sorta like when you Jitsu, right? If I like, I love jujitsu, I love it. I don't go to jujitsu class and say, I'm only going, because I want to win worlds. Or I want to win ATDC or I want to be a black belt. I go because I love it. And I noticed that when you love a process and you don't necessarily have a goal, you end up getting, so you end up getting rapidly good at that thing. And you blow past any goals that you could have achieved, or you could have made for yourself by falling in love with the process. I'd love to know your take on that.Eric Toz (00:59:21):So I think, I think more people should set goals around how they want to feel. Right. Because ultimately isn't it all about having a feeling of happiness. So it's like, I envision, I envision a world where I wake up everyday and I feel this way. Right? It's like, that's not something that's tangible. That's a feeling, but it's also inarguable, right? Like if you feel a certain way, there's no metric that can dictate whether that's a success or not, because it's about how you feel. So I think people should focus more on that because they can literally get to that goal, like a lot faster than any other like metric based.Dan Henry (00:59:59):Well, what do you think creates happiness? Do you think happiness is created by feeling like you've made progress, feeling like you've. So I heard a Jordan Peterson talks about this. He was saying that a lot of times we feel happy because we solve problems. Cause if you think about it, right, what is the human mind? It's the computer. What is it? So forget the human mind for a second. W what, what does a computer do? What does it really do on a fundamental level? It solves it crunches numbers, and it solves problems. One after the other that's its purpose. And then one day the motherboard goes out and the computer stops working and it stops solving problems. And it dies. The human brain is basically a computer. And it, I mean, you know what I'm saying? Like, like, like what happens if everything was perfect in your life? You'd almost go crazy.Eric Toz (01:00:43):Well, actually we see this with super rich people and celebrities. They're like super depressed because the mind, even when, even when you saw everything, the mind will look for new things to solve. So it might actually drag you down. It might actually cause chaos in your life so that you can solve them. Like a lot of people, they bring themselves down from from success because their mind is just needs a new problem to create and solve. Oh yeah. I can feel that. And that's another thing. There's this amazing book called the big leap by gay Hendricks. And basically it's like you know, success for a lot of people is foreign and the, their subconscious it's almost scary to be successful because their subconscious is not used to that. So they would rather, almost subconsciously self-sabotage to bring themselves down to what they're used to.Eric Toz (01:01:38):So I've seen it with a lot of people and alcoholics too that runs in my family. Like people will get a certain taste of success and then there'll be, it'll make them feel weird. They'll get antsy with being successful. So then they'll start drinking again and drag themselves back down to their, what they know because it's comfortable. So what does book, the big leap talks about is breathing into the new reality, right? And like giving, like slowing down and giving yourself time to accept these feelings and then kind of breathe, breathe into the next version of yourself and staying focused on that and not allowing the subconscious to bring you back down.Dan Henry (01:02:18):Do you think that oftentimes will because success can happen fast. ItEric Toz (01:02:25):Can almost happen overnight, or at least you can feel like that. They don't take time to breathe into it. Yeah, dude, I see so many people like who maybe they made a million bucks and that's great. That's like good money, but they're like acting like super stupid. And it's like, dude, are you trying to like, are you trying to kill this partnership? Are you trying to like, sorry, are you trying to self sabotage in some way, I can just see it in people whereDan Henry (01:02:52):You could almost look in their eyes and know they know what they're doing is wrong. Yeah. You could see a way behind their, their, their eyeballs. They know, and they're still doing it. Yeah.Eric Toz (01:03:02):Like I think the, the fake, the fake guys out there, maybe they made a million bucks. They're like, they're acting stupid and trying to get attention. And a lot of times they're doing, yeah, they're just acting stupid to try to bring themselves down. I think the most successful people are like the most like level and kind of calm and chill and they breathe and they allow themselves to experience this new reality. Right.Dan Henry (01:03:29):Yeah. That makes, that makes a lot of sense. Let's let's switch gears a little bit here. Okay. Did I ask you about myths yet? Myths. Did I ask you what the biggest myth in business? It just you off as I feel like I asked you? No. No, I didn't. All right. Well, that's the question then. I want to do this. I wanna ask you a couple more questions. And then actually two more, this one and one other, and then you up for some live calls.Eric Toz (01:03:52):Oh, hell yeah. Totally forgot about that.Dan Henry (01:03:53):Yeah. We were going to just go and I forgot that we're, we're able to take live callers. Yeah. So we can actually, so what I'd like to do is have some people call in and ask us some questions and you know see if we can give out some free, free, free consulting on, on this show and just talk to some people. Yeah. So, so here's the question. We'll just do two real quick. What, what is the thing that you off the most, the myth about business, or really not even about business, but just accomplishing things. Yeah. and, and succeeding in life. What is the biggest myth that just makes your blood boil?Eric Toz (01:04:37):Well, I think, I think some people feel like there's some secret knowledge that they need to know in business. And you got it.Dan Henry (01:04:45):Yep. Yep. IEric Toz (01:04:47):Think there's some secret knowledge and they have to read all the books and they have to like learn all the secrets. But if you, after you read a few Dan Kennedy books and Dale Carnegie books as kind of like businesses, honestly, just human relationships. And so if you can focus on getting really good at those relationships and then just doing the work like you should, that's a good recipe for success. There's like, no, you know, there, there isn't any magic light bulb that's going to go off. It's just doing the work everyday commitment. And then being a really good person because you can, you can not build a business for yourself. Like you have teammates, you have customers, like if you're not caring about all those people as two, and on this mission together, then you're going to have a bad day.Dan Henry (01:05:37):I think a lot of times people waste such a chunk of their life searching for the easier path or the path of least resistance. And, you know, I always sort of tried to view it a little bit different. Like I always say, well, if I pick the hard thing and I get good at the hard thing yeah. I'll have very little competition because nobody's willing to get good at that. So while everybody else is looking for the easy way, I'm busy getting good at the hard way. Oh yes. I love it. And they're just going to keep looking and keep looking and keep looking. And by the time, I mean, they're still going to be looking and somebody else who has dedicated themselves to mastering the hard way is going to fly past them because they're just bouncing from thing to thing, to thing to thing, looking for that easier way. And the truth is there is no easy way. The only, the only way is dedication, hard work and commitment to the hard way.Eric Toz (01:06:30):Yeah. I think a good example would be what's the difference between a garbage man and a nuclear waste disposal specialists. Like they're both kind of garbage men, but wine just like went into the so much the hard and learned so much about this one area. And that's like a moat, like how many nuclear waste garbage garbage men are there out there? Like not that many. Right.Dan Henry (01:06:58):I have never heard. Wow. That's a, that's that's a striking comparison. Wow. Yeah. That's true. Because you can go deep. You can go on, on almost anything. You can go deep into. Oh, that's great. That's great. Okay. So here's the bathroom. Oh yeah, dude. Absolutely. Yeah. I got to too, but you know what I'm gonna, I'm gonna, I'm gonna sacrifice my, my bladder. So yeah, go ahead. Go, go for it. We'll all do is, is w we'll get a hole drilled in the, in the table for the next one that we can just do it right here. I'm just, just get right, right. It's right. It's right down the other road there. All right. ThanksEric Toz (01:07:34):For joining us again, everybody.Dan Henry (01:07:36):Thank you guys. Live bathroom break. That's awesome. So, Brandon how are we doing here? But by the way, just guys. So, you know, this is our first show. And we're just kind of winging it. I'm trying not to let my, my noticeably slightly lower aperture on my camera than his bother me. Hey, come on, come on. Is, is his brighter than mine or is that the lens? I know, I believe his is brighter than your, so you gotta just turn a little bit. IEric Toz (01:08:07):I'm pretty sure the cameras are matched, butDan Henry (01:08:10):I just gotta double check the lighting. Oh, this is my, this is my this is, this is my background in audio and video. That's just killing me right now. I'm sure like Joe Rogan has no idea about any of that stuff, nor does he care. And he just sticks to the topic. That's my internal. So we're going to take live calls in a minute. We have a phone number and here's what we're going to do. The number is 8 1 3 4 7 4 9 1 2 2. And what you can do is you can text this number. Okay. And here's what I want you to do. I want you to text the number with your question, and please keep in mind that we're covering major problems in life business how to think about things, how to strategic things. We're not, we're not covering things. The word ad or funnel is barred from this show.Dan Henry (01:08:59):So no questions on that. But no, no internet marketing stuff, but if you text 8 1 3 4 7 4 9 1 2 2 with your question Brandon who's in the control room right there. If, if, if he likes your question and he thinks is a good question, he will text you back and then he'll give you a call and bring you on. So why don't you guys go ahead and I'll ask Eric one more question. And then while I'm doing that again, text 8 1 3 4 7 4 9 1 2 2. And we'll bring you on if you have if you have a good question. So just text summary, your question to there. So I'm trying to remember that second question I was going to ask you. That was, that was really good. Oh yeah, here it is. What is something going on right now in the world? Like a current event that it's just really difficult for you not to have an opinion onEric Toz (01:09:59):Yeah, I think, I think right now is a kind of a strange time. I think there's some undertones of like, are there really evil people out there who are like, you know, trying to, trying to take down basically the whole world or reset the whole global economy. That's something that's on my mind. Sometimes itDan Henry (01:10:16):Of it kind of seems like that. Sometimes it doesn't it.Eric Toz (01:10:19):Yeah. Kind of. It's some, just some bad vibes lately, I think happening all and not just in America, like all around the world as it's just COVID stuff. I think, have you,Dan Henry (01:10:29):We've seen, I forget the guy's name, but there's a YouTube video. It's like three hours long. It's one continuous shot. I mean, literally the guy's looking at the camera, he's got a black background and it's three hours. There's no cuts. He just looks at the camera and goes for three hours. And it's about the social construct. Have you seen it? No. So it's this idea that everything we see and we believe is basically based on, you know, this social it's, it's, it's created a history, everything like, so let's say somebody tells you that I don't know of, of random scientific fact, like, I don't know that water has is H2O. Right. And that's it's right. So, I mean, some scientist somewhere in a lab one day did this experiment and found that, and there was like maybe three people in the room. And then they told, you know, 10 other people that were out of the room and then those people told, but like, how do you know that?Dan Henry (01:11:27):And I'm not disputing the fact that water is H2O. That's what I'm trying to say. But what I'm saying is like, whatever, that fact was the millions and millions and millions of facts we have every day that we build our entire truths that we consider truth. I mean, what was to prevent the person that found that out from just skewing that to the next person and down the chain and down the chain and down the chain. And so basically what he was saying was that pretty much our entire sense of reality is based off a, you know, a social contract that is built upon this information collectively, and that there really is no such thing as truth, because it's almost impossible for there to be that because it's just so degraded and, and so broken down as it's, as it's being permeated through society.Dan Henry (01:12:14):And so like I was last night, I was, I was I don't even remember what I was doing. You know, I was chilling out for the night, smoked a bowl, chilling. And I read, I saw this post and it had all these predictions. Right. And it was predictions from the past 20 years. That came true, like all kinds of crazy stuff, like, you know, stuff about the NSA spying on us. Right. And then at the bottom it says, do you know who made all these correct predictions, Alex Jones, and you, you know, who Alex Jones is. Right. And, and, you know, when I heard it, Alex Jones, I was like, all right, well, this guy is just obviously using fake media to produce ad revenue and, and traffic and, you know, just people off and get people crazy. And he sells survival products, you know?Dan Henry (01:13:05):So if you think about it, it's the great, yeah. Oh, he did not. Yes. On info wars, he, he will talk about all this doomsday stuff and then he'll pitch survival products. Wow. Yeah. If you think about it, it's such a good time. It's actually quite genius. But so I just always assume the guy was completely full of crap and then, and whatever, you know, do, do, do your thing. I mean, the media is always full of crap anyway. And then like, I started seeing all of these things that he said would happen and maybe he just got lucky, but they all came true. Not all of them, but a good portion of it came true. And I just, and then I thought about that video, the social construct. And I was like, dude, what if like, there's a bunch of crazy people that we just think are absolutely bat out of their mind. Crazy, but they're actually right. And they just sound crazy. And we're actually the dumb ones for not listening to them only because they don't know how to articulate themselves in a believable way. But have you ever thought about stuff like that?Eric Toz (01:14:00):Do it all the time. I think about how stupid the food pyramid that we grew up with,Dan Henry (01:14:05):But these are the people we're supposed to believe that the people are full of. Right? Yeah.Eric Toz (01:14:09):Like if you didn't believe that the food pyramid is right, cause it's made by the USDA department of agriculture, you're like, you're an idiot if you disbelieve them. Right. But then like 20 years later, we're like, literally that we could flip this entire thing upside down and it's, you know, now we're finding out it's correct. Right. So I think like, honestly I think we have to just, people seem to ask more questions and they don't need to like get attached to certain conspiracy theories. They don't have to get attached to, to things cause nobody knows the truth, but people just need to like the question. Yeah. You always need to ask more and like get out of their own minds a little bit. That's why I think, you know, sometimes like, you know, doing some psychedelics occasionally, like not crazy, but just in a little bit, just kind of untangling the wires sometimes meditation is yeah. Same thing. It's like taking a ball of yarn and kind of like, have youDan Henry (01:15:02):Done psychedelics yet?Eric Toz (01:15:04):Yeah, a littleDan Henry (01:15:05):Bit. You've done an IowascaEric Toz (01:15:07):Done Iowasca twice. I've done, you know, mushrooms a few times would even microdose occasionally with some mushrooms not to like go crazy, but it just kind of helps break, break the wiring sometimes if you're really like right for a few months in a row, been going really hard and you're kind of really engaged and wired. Sometimes you need to like loosen that up. Sometimes if you go away to like a vacation or a beach or something that might not even help you learn, you need to, and even therapy might not even help.Dan Henry (01:15:38):Do you, do you honestly want to know my opinion on that? And when it comes to like entrepreneurs and thought leaders yeah. And I could be completely off base on this, but you know how you see a lot of thought leaders and people who are out in the public on social media and they're always preaching these like sort of white picket fence standards. Like you should do this and you should do that. And you should be this perfect model human being. And it's like, you're so full of because I've met a lot of those guys and they're full of. They smoke weed, they do shrooms. They go to strip clubs. They're full of. I've met them there. Okay. I'm not going to like put anybody on blast. But the same people I see with their stupid little Instagram meets going, you know, this is not cool.Dan Henry (01:16:17):And it's like a Lamborghini and like a girl with, with boobs, you know, because girls do have boobs. I know that people, people seem to be offended by that these days, but there'll be like, this is not success. This is success. And then they have like this, you know, minivan and their family, when they got done, you know, the portrait, they got John at JC penny or whatever. And they put that out there and then you meet them in real life. And they're like smoking weed, doing shrooms, going out. And it's like, dude, you're so full of. And it's, it's that, you know, I have never once met a person that is at eight or nine figures who we sat down on the table and he's like, yeah, the secret is, you've got to write down your daily affirmations. Like I've never heard that ever.Dan Henry (01:17:02):Just like, you know, I've heard tons of times, like we're talking about right now. I mean, there's one prominent figure. I'm not going to name him. But I asked him, I said, you know, you're, you seem to be very into focus and against drugs and alcohol, you know, what are your thoughts? Oh yes. You shouldn't do drugs and alcohol, but every quarter you should trip on LSD because that'll open your mind. Like a lot of high-level entrepreneurs, whether they want to admit it or not, they do mind altering and expanding substances. And that's not to say from a recreational standpoint, because if you have done any research on things like DMT or Iowasca most people who do them, they don't do them to have fun. No, they do them as a form of therapy or, or, or, or enlightenment. They're not out there getting drunk, you know? Exactly. You know what I mean? And people don't think about that.Eric Toz (01:17:50):Exactly. People like classify psychedelics with just like, oh, this is a drug it's like, it's not a, it's not a drug. It's not like a party drug. It's not like to have fun. It's to honestly make a lot of times make you a better person. Yeah. Right. And so I think, I think with stuff like that, I think that like the highest level entrepreneurs, they, they, they go, they go in and out where there'll be really consistent with something. And maybe their home life is rock solid and their businesses are rock solid, but then they'll actually need to go into some inspiration mode modes for, for a few months or a few weeks or something like that. But they can't stay in that forever. And they can't stay in a super structured, like, you know, backend life forever either. I think it's good mix to constantly be going in and out of those things and getting inspired and then always like reinventing yourself too. I always think about this concept of like, I could totally reinvent myself today if I wanted to, like, I really could, we all have the power to do that.Dan Henry (01:18:50):I think that's a and giving up money to do that is another, I mean, let me ask you, we'll take some calls, but let me ask you a question. What do you want to be known for like in 10 years? What do you want to be known for?Eric Toz (01:19:06):Well, I think it's man, I think we may, we may actually have a lot of similarities in this, but just helping, helping as many people go from, you know, zero to super successful people. If I can be like, if I can inspire a few people, few hundred people, maybe a thousand people at shine on, if we could create a thousand millionaires, that would be like incredible on so many levels. And it's not about the money it's like helping them go through that journey too. Right. And then they're going to inspire other people to do the same thing like later.Dan Henry (01:19:44):Yeah. It's like a web effect. Yeah. Yeah. Brandon, do we got any callers?Eric Toz (01:19:49):Yeah, let me work on getting somebody on.Dan Henry (01:19:51):Alright, awesome. Awesome. I want to like reach over in that camera and turn up their average terrible. Oh, this is fun,Eric Toz (01:20:01):Man. I'm having way fun right now.Dan Henry (01:20:04):Way fun. Yeah, I dig it. I dig it. Yeah. We, we, you know what, you know, one of the reasons I decided to do this was because I I've been doing what I've been doing for so long andEric Toz (01:20:17):I don't know justDan Henry (01:20:18):How long, well, successfully or unsuccessfully,Eric Toz (01:20:22):Let's say the beginning of success toDan Henry (01:20:24):Know. Well I started in 2009 and I don't think I had any like actual success success until maybe like 2000. And I mean, success is so variable. I mean, you could call me opening a bar successful. That was like 2015 or no, maybe that was 2012. I'm terrible with time. But you know, the last five years has really taken off and I mean, it's so weird because the majority of my career, I mean nothing. And then all of a sudden I make 25 million in a few years and I'm like, whoa. You know, and it's just you know, for that length, the way that we, that we, that I ran or I run get clients.com, it's very, you know, unless I get there in there and shake it up, it can be very automated. It can be very, you know, just, you know, you, you, you do this and you do this and you make the right decisions and, and you get clients, dah, dah, dah.Dan Henry (01:21:25):But I wasn't really having fun with it. Like I had fun with it when I did that yacht music video, you know, but I was just getting sort of sick of talking about the same thing. And so that's why I wanted to do the show because I want to talk about different things. I want to have fun with my business. Again, I want to build a new brand and have fun with it. And the beautiful part is this time I don't need money. You know what I mean? Like this time I can do whatever I want and if it makes some money, I'm sure it'll make money, you know? But it, it doesn't have to make me millions. I can just do it for impact. There's no chip, noEric Toz (01:21:56):Chip, the, like the F the chip got you started a major successful, but who knows, like maybe what you've already done is nothing compared to what you're going to do next. And like, it could be totally different and it mayDan Henry (01:22:08):Not be measured in dollars.Eric Toz (01:22:10):And your legacy might, you know, might be a totally different thing than you're known for right now. And you're known around the world, like,Dan Henry (01:22:17):Yeah, well, I don't know about all that, but but I, I hope you're right. Definitely. I'm definitely, definitely doing my best. And I think this would be, I think this is a cool start and I love the fact that you were able to come on and be the first guest.Eric Toz (01:22:32):I didn't know, actually, IDan Henry (01:22:33):Really couldn't think of anybody else that I would have been comfortable with being the, being the first guest, to be quite honest with you. SoEric Toz (01:22:39):You always remember your first one. Yeah. The first time. All right, guys, with that being said, we do have our first color. If you want to take thisDan Henry (01:22:47):Call, all right. Who is this?Eric Toz (01:22:51):Just give me one second. And our caller is on. Can you hear?Dan Henry (01:22:58):Yeah. She's a little bit loud, but yeah. Yeah. How you doing? Who is this? Sorry aboutSpeaker 4 (01:23:03):That of enthusiasm. This is Laurie in Nashville. And I, and then my second year of business officially, thanks in large part to your hosts, Dan Henry.Dan Henry (01:23:16):Oh, oh, well, well, awesome. Awesome. I appreciate that. Wait a minute, hang on a second. It's this? It's this the Lori, I think it is. Hey, how you doing? How's it going? I haven't seen you in a week.Speaker 4 (01:23:31):I know it's been since like Sunday, I know, Friday or whatever it was listening to that I caught you from the very beginning. This is show is absolute fire. It's my favorite thing right now on the internet. I wouldn't know why no battery. And I keep thinking, I know I'm not kidding. I legit.Dan Henry (01:23:51):I'm not looking at the comments. So I have no idea if we're bombing or not soSpeaker 4 (01:23:57):Incredible people. I want to share it with no, seriously. So I have a question and I keep thinking about the entrepreneurs, survival guide book, and as a new business owner, someone who's really only been in business for just under two years as a legit business owner. What is the major pitfall that I should avoid? And if you want context, I'm also a single mom with three kids. So, you know, my life's crazy counts, but what would you recommend? I try at all costs to avoid going forward.Dan Henry (01:24:32):You, you want to, you want to tag team this to let you go, and then I'll go. Sorry. She can't hear the, I can't hear her. You can't hear her talking. Oh, oh, okay. So I'll repeat what she said. Maybe Brandon can in the, in the, in the control room can, can fix that. But so, so what, what she said was that, you know, she's an entrepreneur, she's a mom of three. And she, you know, the entrepreneurial survival guide that re that rung out to her that the, the book that you're gonna the book that you going to write, and she said, what is the biggest pitfall that she should be looking out for right now? She's been in business for two years. She she's, and I, I know Lori, she's a a book editor. She's fantastic, but she edited my book.Dan Henry (01:25:20):Nice. And our secrets. So if you need a book editor, oh, there we go. Yeah. Then this, this is the one she will, she will edit your book better than you will want your book edited and we'll annoy the crap out of you about it, but it'll come out. Amazing. So but so her question is, you know, as someone who's been in business a couple of years, what is the biggest pitfall that she should watch out for? And Brandon, are you able to get, get her audio on, on Eric's headphones? I believe so. I dunno if yeah, I believe so. I think it's set now. Lori, can you say something?Speaker 4 (01:25:56):Hi.Dan Henry (01:25:57):Oh, you got it. Okay, cool. Cool. So, so did I articulate your question? Good enough, Laurie.Speaker 4 (01:26:03):It was like, what is the thing that I should avoid at all costs? I want to continue down this path of being an entrepreneur, having the time, freedom, you know, growingEric Toz (01:26:12):My income, yada yada yada single mom, three kids. What, what should I avoid at all costs based on your entrepreneur survival guide? Hmm. Well, I think all humans are always doing like risk analysis in their mind. And so like me, like me literally saying, I'm going to burn all the ships. I'm going to be doing this no matter what. You know, it's I had no girlfriend at the time I had, no, I had no, no girlfriend at the time I had no debt. I had no anything. I had nobody to report to. I could literally curl up and just do work 24 7 if I wanted to. So for me, when I'm thinking about like risk versus reward, like it was kind of all reward for me to go all in. There was nothing I could really lose. I think people are at they're all at certain things in life and they need to sometimes protect what they have. And so the thing about making decisions, whether I should continue something or stop something they're both good. And the reason is because we'll never know the truth to the, the other decision, you know? So there should be comfort in just being decisive in general, I think. Hmm. Hmm.Dan Henry (01:27:38):So I'm going to take it down a little bit different path. And I honestly, Laura, I don't know if you have this problem. But for me, there was a mistake that I made repeatedly. And, and, you know, if you, if you make a mistake and you know, it's a mistake, and then you continue to make that mistake, it's no longer a mistake. It's a decision. And I made this decision many, many times. And you know, it's something that a lot of people do. I think you get some success, you get some money, then you get this big idea and you say to yourself, well, I'm going to build this big thing and I'm going to go all in on it. But I've yet to really determine where my superpowers are, where my zone of genius is get the proper education that I need to.Dan Henry (01:28:24):And so you end up sort of taking, and it goes back to goal setting, right? Like when I was younger, I did the dumbest thing I learned how to do to code PHP, you know, programming language. And in my brain, I was like, okay, well, I know how I know some basic PHP. So now I'm going to build a social media site. So I like literally spent all my money on trying to do this. And of course it ended with this, this website that was just a bunch of notepad documents and code that didn't make sense and didn't connect. And I didn't think about like security and accepting payments and profiles and, you know, all the, you know, all the like compliance. And I just was like, I know PHP, I'm going to build a social media site. I didn't think of anything else.Dan Henry (01:29:10):I didn't think of how I was going to get it out there. I didn't think about how I was going to follow the rules for, you know, all the rules that there were two, two, and this was years ago. This was, this was my space days, you know? And so I wasted a good chunk of my life on something because I said, well, I have this skill. This is cool. Let me go build this, this huge thing. Let me go be the next mark Zuckerberg all because I learned some fricking PHP and that was stupid. And I did that. I did things like that several times until I got to the point where I realized that, you know, if I'm going to go all in on something, I need to go all in. But at a level where I understand that I need to understand it deeper.Dan Henry (01:29:51):You know what I mean? Like if I was really all in on that, I would have researched those things compliance and like, you know, I would have asked myself the questions, like, how would I have got it out there? You know? And I, would've probably ended on the answer that I don't need to be the one doing PHP code, right? That's just like one nut or one bolt in this big machine. And what I need to be doing is designing the machine. What I need to be doing is, is figuring out how that machine is going to make wheels, turn, not sitting there designing one bolt and thinking that all of a sudden that's going to flourish into this big thing. And I think a lot of times we get ahead of ourselves and we try to overshoot the runway, you know, like we have, and it goes back to goal setting, right?Dan Henry (01:30:35):Like we have this, I'm not going to say unrealistic goal. I'm not going to say that I'm going to say an, a goal without the proper due diligence, you know? Cause like, imagine that you are going to be a doctor, right? You say yourself, I'm going to be a doctor. That's my goal. I want to be a doctor, but you don't ask yourself, Hey, am I willing to get up at 4:00 AM? Hey, am I willing to study 16 hours a day? Hey, am I willing to give up alcohol and partying throughout my college years? And, and just focus on this, Hey, am I willing to do all these things that require me? My am I willing to, for our time, you know, clean out of people's underwear at, at the, at the hospital or whatever, like, am I willing to do all this to be a doctor? Is what is the answer to that? Not just, Ooh, I'm gonna be a doctor. And then you start going all in on it. But you never think about the process. You never think about the road, you know? And I think a lot of people don't think about that. And so they, they, they go in on something and then they give up or they, they get left with, you know, an unfinished project because they didn't think about that. They didn't think about the process,Eric Toz (01:31:40):A successful new business or a successful startup. There's like three phases. Right. I think of phase one is like you're hacking through the jungle with a machete. Okay. And so sometimes you're you, that might be a couple of months. Sometimes it might be a couple of years, but you're trying to find this product market fit. You're just trying to get traction. And then eventually if you hack through the jungle long enough, you'll get to this dirt road. Right. And so maybe you see a donkey or something on that dirt road and you know, it's getting a little easier, but you still don't really know where that road is going. And if you fall the dirt road long enough, and I would say, you know, my company, we're probably tail end of the dirt road, but then the last step is sort of the super highway.Eric Toz (01:32:25):And it's like, this is the system that works. Like you put $1 in, you pull the lever and you get $3 out. And it's just like totally systematized. And now you're on the super highway. So I think you, like, people need to ask themselves, are you willing to sign up for that adventure? Right. And are you willing to go through those three phases? And a lot of people like they, they don't want to spend the time to hack through the jungle, especially if they're supporting their family or something like that. They're not in the hacking phase of their life and that's okay. But yeah, I think, I think the best business ideas, like they, they take one thing that works already and they do it in a different vertical or like a different niche. So like me, I was like, I want to do Teespring for jewelry. And then there's some businesses are like, I want to be door dash for sporting events or something like that. Like there's the model there's models that work. AndDan Henry (01:33:23):You thought that through.Eric Toz (01:33:24):Yeah. I knew that the model worked like I was inspired by a model that worked. So I don't, I don't, I don't think if you can just take a random idea and, and truly believe in it, unless you have some anchor of success, some someone else has done it before and something similar, but different. YouDan Henry (01:33:41):Gotta do your due diligence on your dreams.Eric Toz (01:33:44):Yeah. You just need to find the model that works, I think.Dan Henry (01:33:46):Yeah. Does that help Laurie?Speaker 4 (01:33:49):Yeah. Yeah. Actually be mind if I put it in a nutshell and repeat back to what I think I heard you say. Okay. So begin with the end in mind. Be humble enough to know that you don't know what you don't know, model at work and understand it's going to be a process.Dan Henry (01:34:09):Yeah. And try to fall in love with the process more than the goal. That would be the, I would add it in there.Speaker 4 (01:34:15):Yeah. Yeah. Cool. I loveDan Henry (01:34:17):That. It was nice talking to you, Laurie. Thank you so much for calling in.Speaker 4 (01:34:21):It's cool to be part of what you'reDan Henry (01:34:23):Being a see Lori, Brandon, we got anybody else.Eric Toz (01:34:31):I believe we do, but I have to learn how to filter them out as we,Dan Henry (01:34:36):Oh, you can't hear Brandon now. Oh, okay. So we got some tech stuff to work out in CA but we'll, we'll figure it out. So, so now Eric, can't hear you, Brandon.Eric Toz (01:34:46):No. Nope. There we go. Yeah, you should hear me now. Oh, wow. Yeah. Yeah. Sorry. First episode. Still trying to figure it out. Yeah.Dan Henry (01:34:51):We're trying to do that. We'll we'll get it done. I'm sure. If you went back and looked at like Joe Rogan's first episode, it was horrifying and he probably doesn't want to watch it himself. And you know, it's still probably pretty good from a content perspective, but you know, now he's got this fancy, have you seen his new one as a comedian before? That's true. He had a, he's an unfair advantage. I, he, he, he was he was funny. I'm just funny looking so but yeah, his, his new studio is, is really nice. I dig it. I dig the, the wood vibe he's got going on. So so while Brandon's working on another another color, I see, what time is it? Five 40. So we'll, we got about another 20 minutes. At least that's, you know, until my bladder explodes. SoSpeaker 5 (01:35:39):We do have oneDan Henry (01:35:40):More color. Sweet. Okay, awesome. Let's let's do and let, let's do a little injury. Tell me tell me the name of the caller before we, we bring them on. That would be fantastic. And maybe where they're from, if you know, oh, we have RubenSpeaker 5 (01:35:52):Coming on and Ruben, where are you from?Speaker 6 (01:35:56):I am calling in from Manhattan. This is Rubin conure. Brandon, right, Brandon Ruben from investor talent,Dan Henry (01:36:06):Man. Hey, what's up? How you doing?Speaker 6 (01:36:09):Good. Good. I missed you guys last week. Question as we're talking about the, how to things and, and we're talking about short-term goals versus long-term vision. My question is how do you structurally have it planned where you insert new goals as you get new information and how you show the current goals and how do you know when to say the court along the journey? Right. And I'm thinking long-term. So, in other words, how do you keep the short-term plan versus your long-term vision and how do you, how do you show and how do you add on as you get new information along the journey?Dan Henry (01:36:57):So for me personally, maybe Eric has a different view on this. Cause you know, I guess a lot of it depends on, on where you're at in your life and your business model. But for me, I've always, I don't like goals. Like I'm, I'm weird. I'm very against goals, right? I am more about one goal in that is forward, you know, one direction forward, regardless of what, like, because if you think about it, you, whatever goal you have, it's down the road, right? Whether it's 10 feet down the road, a mile down the road, 10 miles down the road, a hundred miles down the road, it doesn't matter where it's at. You're still going to be moving forward to get there. So your wheels, your direction is still moving forward, regardless. So for me, I like to, you know, like a lot of people, they focus on systems, right.Dan Henry (01:37:44):But they never focused on the skills to fill the systems. So they'll say, well, if I learn this system, I'll be great, but they don't, you know, they don't wanna, they don't want to like, imagine you were a speaker. Okay. Yeah. And you said, well, I'm going to learn a speaking script or a format of speaking that will allow, you know, th th th these big time speakers use. And I want to learn that format. I want to learn that way of speaking, but then you never focus on articulation on learning and flection. You never study great speakers and learn how, you know, you, you, you might say the right words, but you're kind of talking like this and you're bringing, you never learn how to actually articulate yourself in a way that, you know, keeps people's attention and use different tones of voice. And you never worry about the skill of speaking.Dan Henry (01:38:27):You worry about the system. So I see a lot of people do this. And for me, I think that when you learn new skills, the outcome of that and the by-product of that replaces goals. So, you know, if you say, okay, I'm going to get my company to a hundred million, well, what do you have to do to get you to your company? A hundred million? Let's just say that you have to focus on strategic partnerships, or you have to focus on sales or selling or whatever, like for my company for free get clients.com. You know, for me, I had to focus on being as persuasive as possible and learning how to shift people's perspective, because in that business, a lot of people have a lot of limiting beliefs. And so they don't, they want something like, they want to buy something. They want to educate themselves, but they don't because they don't believe in themselves. So I had to get good at helping people believe in themselves and showing them away in our tea and articulation. I didn't worry about how much money I was making. I didn't worry about where I wanted to be. I worried about getting good at that. And those things happened as a result of it. Oh yeah.Eric Toz (01:39:34):You know, so, you know, there's a lot of Silicon valley companies in venture venture capital backed companies who they have this mission statement and they have this goal of going public or getting acquired and changing the world or whatever. But a lot of these companies, you know, they're, they're, they're tracking all these different KPIs, which is just a fancy word for different metrics. And a lot of the time over time, they figure out there's only one or two numbers that actually matter to drive the entire business forward. And it might be like engagement per user. It might be how many times did they log back in to the software per month? Right. So it's all about finding the truth of like only the top one to three most important things that you can influence in the business and only focusing on like those things.Eric Toz (01:40:31):So I think the goal would be the most important goal is actually finding the right much metrics, finding the right things to focus on in the business. And so I'll just give you an example for us at shine on when sales are slow. I'm like, I don't, I don't care cause engagement's way up. Like, I know that the money will come, I know sales will come. Let's just keep it in sharing that engagement per user is up. Like they're interacting in our Facebook group. Like they're logging into the app, like right. X amount of times per month. So I think just finding those business, like the most successful business people, they're, they're true seekers. They're just trying to find the truth and there's all this complexity and there's these clouds of inf different information. And if they can simplify and boil it down to just the most important thing, then they'll sort of be a guiding light for, for everyone in the business. 80,Dan Henry (01:41:26):20 rule Pareto principle. Yeah,Eric Toz (01:41:29):Yeah, absolutely. 80, 20 a hundred percent. Yeah.Dan Henry (01:41:31):Yeah. There you go. 80 to 80, 20, a hundred percent. So, so that's I mean, what you said about like finding the truth. I experienced that my business, you know, I built get clients.com up to dude. I never said, I want to make $25 million 25, 26, 21, 27, 18 15. What we use are just numbers. You know what I mean? I just want it to be successful. And so one, one of the reasons I started this and I started how to think.com is because I realized that a lot of people would pay me a ton of money for business advice. I mean, tens of thousands of dollars for, for business consulting. And nine times out of 10, if not 9.9 times out of 10, I would not get a business question. I would get a mindset question. I would get a critical thinking question. I would get a, a question that really came down to decision-making or how you thought not a business or marketing or sales tactic per se. And that was the lion share of the questions that were those questions boiled down and how those questions turned into something that actually led to progress in their business, was learning how to think about things. And I did this for four, almost five years now. And I've been onEric Toz (01:42:49):You're a psychotherapist because that's what a good therapist will do. They ask question and they're like persons like holy crap.Dan Henry (01:42:55):Right. And, and I would get on these calls. I mean, I haven't been on, I've been on thousands of coaching calls. Right. And I would get on these calls and I would have to ask questions because, you know, if you knew the exact question you needed to ask, you probably wouldn't have the problem. And so I would dig and I would find out that these issues really came down to things like confidence and believing in yourself and understanding how to think about things and how to critically think through things. And so I thought to myself, okay, I would really like to create a company, a movement, a brand that was dedicated, not just to mindset, but teaching people how to think about things so that they could achieve more in their life, because it really comes down to, to the lens in which you see the world and not having to charge them tens of thousands of dollars to do that because these same principles apply to anything in life.Dan Henry (01:43:46):And that's why we started how to think.com, which by the way, is our, our sponsor is us. And if you'd like to get daily mentoring from me and a host of other amazing human beings and, and business owners and entrepreneurs, you can go to how to think.com and sign up. We are launching soon, very, very, very, very, super affordable. Yeah, it's, it's the daily mentoring session downloaded to your app, right on your phone each and every day. The sessions are just five to eight minutes, which everybody has time. And you know, the other thing about that, and this is just my personal gripe with the personal development industry, is that in the personal development industry, there seems to be this pattern where it's like, Hey, attend this five day event or this 16 hour course, and you will fix your mindset.Dan Henry (01:44:36):You'll fix your confidence. You fix your motivation. And the truth is I believe that that's not the best way to do things. This is what happens when you go to those events, you come home and, you know, you feel great. And then all of a sudden it all goes away. The truth is that the law of marginal gains to me, and from what I've seen is the best way to improve your mindset and how you think about things and your belief system and, and, and getting rid of limiting beliefs is because you just have to get 1% better each day. If you have five minutes, a day to work on your mind, just five, you will make far more progress. You make compound, you will get compounding results over time. Then if you go to a three or four or five day event, all at once, you're tired, you're hungry, you're trying to absorb everything. And then you forget everything. You go home instead, work on it. Just, everybody has five minutes a day. And that's why I created this company, because I believe that's the best way to fix your mindset and improve, improve it, not fix it, but improve it and, and have a growth mindset and achieve things in life is by just working on it a little bit a day. And, and following the law of marginal gains, the 1% rule. And that's why I started this. Yeah. SoEric Toz (01:45:42):I love it. Another, another thing too, that there's an information side of, of growing your knowledge, but another way to become more successful too, is just focusing on your brain health, like your lyrical physical brain health, because if you can increase your brain health by 30%, all the other stuff you're going to take in, that's just compounded gains. So like, I personally take my research brain health all the time. Like all the meditation, all the supplements, all the cool stuff they're doing with different types of like fungus supplements and different mushroom supplements, not like psychedelic ones, but just for focus and health and theDan Henry (01:46:22):Added bonus. ButEric Toz (01:46:24):Yeah, ice baths, saunas, like all this stuff, likeDan Henry (01:46:29):Wim, Hof breathing and all this there's a lot out there. There's a lot out there that in, you know, it could be because I see a comment, oh, cause I can see, how can I sign up for this five minutes a day coaching. I'll just go to how to think.com sign up for the waiting list. We'll be, we'll be launching it very, very soon. I think we forgot about our color. Ruben. Did that answer your question? Did that end up hanging out? Yeah, we're just, we're just sharing, man. This is a vibe session.Speaker 6 (01:46:59):Absolutely. The recap. Here's what I got an audit law that focus on a skill. But as let's say, if you're a public speaking focus on that, focus on the crap and then based on what you said as well is then measure the most important KPIs where that specific skill, and then focus on the law of marginal gains of 1% better every single day on those KPIs and make sure that your brain is healthy so that you can execute on that skillset.Dan Henry (01:47:33):I mean, you just wrapped up. Yeah, that was a good, that was a good, yeah, that was a good summary. Yeah. Now you got it. You got it. And you, do you know what that law of marginal, you know, where I heard about that law of marginal gains? By the way, thank you, Rubin. I hope that was, I hope that was helpful. Yeah. It's all about asking the right questions. The book atomic habits. Yeah. Oh, I got to read that. You gotta read it. Okay. You here, listen, you, you, you, you had me read making friends and influence people, which is th that is probably the hardest stuff to implement, like all of them, because you, you forget about a lot of those things, you know, just simple things, but this right here is an amazing book. And it talks about how there was a British cycling team that was like the bad news bears.Dan Henry (01:48:13):They were like the worst team in, in cycling. And they brought on a new coach. And the cut with the coach did, was he, he did, he did all these crazy things just a little bit a day. He would get different pillows. He would literally test different pillows so that the athletes got a better night's sleep, different helmets that were more aerodynamic different bike seats. So they were more comfortable. I mean, just, just these tiny little things, these little teeny tweaks. And he would just do them constantly. And every single day, he tweaked one thing and he did this and I think it was over the course of one or two years. It worked so well that they went, they ended up winning like five toward the different differences, Frances, whatever. And they, they won tons of Olympic gold medals and they became the dominant force in cycling because they focus on just 1% better each day.Dan Henry (01:49:09):And that's actually how I, I've always, you know, how a lot of times in, in our industry there'll be trends and, you know, people will try to change their, their system of marketing based on whatever the flavor of the week is. I've done the same thing for the last five years, the same exact way of marketing and generating sales. And I've just tried to get better and better and better at it and tweak it 1% each day. And I'm still able to pull crazy numbers and maintain an eight figure company doing the thing that everybody else says a hundred percent doesn't work anymore, or it's too hard or whatever story people tell themselves due to give them an excuse for their one bedroom apartment. You know, not that there's anything wrong with that, but when you're trying to make money and you're giving yourself excuse after excuse, and you're saying, well, you know, it's because this is too hard.Dan Henry (01:50:00):It's because there's too much competition, you know, it's because you know, of all these things and you never admit the fact that it's because of you not focusing and not getting better, what you do, that's when you deserve that one bedroom apartment. Okay. Yeah. But, but I believe everybody can be deserving of everything. Everybody can become deserving, you know, and, and, and this sounds harsh, but I learned that from some mentors of mine, they said, listen and this was a real harsh truth. I'm at a met, I've met I've been fortunate enough to meet three billionaires in my life. And one of them why I've actually, all three of them have given me some very similar advice, but one of them gave them, gave me a different perspective. It was a little harsh. It was a little hard to swallow because at the time I was poor and I had that one bedroom apartment.Dan Henry (01:50:48):And he said, listen, here's the deal. If you're, if you don't have a nice house, if you don't have a nice car, if you don't have a nice life is cause you don't deserve it. And the key is not to sit there and tell yourself you don't deserve it. And that's why you don't have it. It's to make yourself deserve it. It's to Cru it's to become the person that does deserve it. So think about where you want to be in 10 years. Think about what that person looks like. And then think about how that person behaves, think about how that person conducts, you know, life, think about how that person, their habits, and just do that. You know what I mean?Eric Toz (01:51:23):All the time I asked myself, would Tom Brady be doing this right now? Right? Like all the time. That's usually Tom Brady. I don't know why I justDan Henry (01:51:33):Crazy discipline. Well, because I mean, it's Tom Brady breath. Yeah. But I mean, think about this. If you go out every night and you drink and you get drunk and the next day you can't focus on building your legacy, right? Yeah. You don't deserve. But if in 10 years you were this, this amazing person and you, you and you built this amazing thing and you did what you want to do. Do you think that person would be out drinking every night? No. It's because that person, that future version of yourself deserves all of that. And your current version of yourself doesn't so you look at the future version and you said that person deserves it. How do I be like that person? And that person does not go out and drink every night. And what thoseEric Toz (01:52:13):Let's say, you're drinking every night and you're not getting the results you want. Most people will they'll bail on their original idea. Or they'll like, try to diversify, oh, I'm going to diversify in these other product lines. It's like, no, no, no, no, no. Go back to your core business idea and quadruple down on that, because you already have some traction on that. Some people will get flustered and they'll get anxious and they'll want to diversify. But I think every successful billion dollar business would say that they started by just doing one thing. Like really well.Dan Henry (01:52:45):Yeah. And that's, that's absolutely true. And, and due to, I think a lot of us become guilty of that. I'm guilty of that. And then I reel myself back in and I go, wait a minute. And that's the, that's the other thing, man, is a lot of people think, and I want to be clear here. You, you can make mistakes and you can still be successful. I mean, I've made a ton of mistakes. I've made a recent, stupid, stupid, stupid mistakes dude. Like I made a mistake recently that cost me $500,000 fix like in 45 days. And I didn't even know I was losing it and, and I've made two other mistakes, very similar to that, but I still, I still have. And all those mistakes were outside of my zone of genius. That's the thing. I shouldn't even have been there. I shouldn't been there, bro.Dan Henry (01:53:33):Like I had no business in that part of town, you know what I mean? Like I shouldn't even have been there. And, and so, so you can still make crazy mistakes and still be super, super successful. I still go home and, and I was talking to a good friend of mine Myron you know, Myron golden. And I T this had to do with stocks. I basically hired a company to manage an account in it. And in 45 days they drained the account almost zero. Yeah. Like stealing, no, just being really bad at what they do. I made more money and I'm not even an experienced stock trader. Like I'm I'm okay. But I just, I wanted to focus on my business. So like an idiot, I was like, oh, I'll, I'll hire this, these traders to manage this account because they seem like they have a good track record and they drain the account. And so I talked to my, my friend Myron and he's like, that was really stupid. And I'm like, I know it was stupid. I know it was really tough, but he goes like this, this is me. He says he says well, here's the thing. You only lost money. You didn't lose your skills. You know, I go out and make that back like that. No problem. You know? And, and, and that's because I have the skills. Yeah.Eric Toz (01:54:44):I've made mistakes where I would think about them six months later, I'm like, man, if I only did this and I have to like slap myself, you're fantasizing about something that was never even there ever. You still are the same person with the same skills. Actually. You're probably a better person for going through that because you learned a bunch in the process. So you're actually stronger in a way.Dan Henry (01:55:04):Oh, and that's the thing is it's all about how you view it. Because like, if you think about it, I could sit there and say, I could beat myself up for the next six months over that dumb decision, put myself in a negative state. And then when I go to take actions in my business, growing this company, whatever, because I'm in that negative state, I am now going to do worse at that. I'm going to cost myself even more money. That money is gone, right. That money's gone. But the thing about it is, is that dude, we're both young and you know, we're going to make mistakes now yesterday, tomorrow. And the thing is, you can't let those mistakes carry with you because if you let those mistakes carry you, you will create more mistakes. You'll create more failure. They on tilt. Yeah. It didn't need to ever happen. You know, you just got,Eric Toz (01:55:53):You know, this term on tilt. It's like a poker term,Dan Henry (01:55:56):Almost likeEric Toz (01:55:57):Player. If you play like a, let's say you take a bad beat, you know, you go all in or something and you have a bad beat. Then in their next poker game, they're on tilt. They're like, it's, they're all screwed up in the house. And so you can't get on tilt, like when stuff like that happens. And sometimes to make me feel comfortable about bad things that happen. You know, I think about like the big bang and everything, moving outwards at predictable rates and like how mathematically we can predict everything that's going to happen. This Adam's gonna move this way based on X, Y, Z. And I'm kind of like, yeah, you know, there there's literally no other way it could have happened. This was just going to happen in your life no matter what. And so that kind of gives me comfort sometimes, you know?Dan Henry (01:56:46):Yeah. So it's like predetermined, it was going to happen. And the best thing you can do is learn from it. And you can share, I mean, think about this. If I didn't do that, if I didn't have that experience happen and that, and one of maybe a hundred other experiences, I would not be able to share that with my audience and other people and perhaps prevent them from making those mistakes. So there's always a purpose. There's always a half glass full, youEric Toz (01:57:11):Know, it's totally a gift.Dan Henry (01:57:15):Yeah. Experiences, a gift. Mistakes are a gift. Failure's a gift. Why? I always say that there's no such thing as failure. Failure is simply the data required for success.Eric Toz (01:57:27):I love that. I think, I think about sometimes too, like in your decisions, you only need to be right. Like 51% of the time, like in blackjack, if you're right, 51%, if you do keep doing it long enough, you'll actually be a winner. But then like with these improvements, you're talking about daily 1%, maybe you become fit. You make your right 52% of the time, and then maybe you're right. 60% of the time. And then maybe 20 years later, you're right. Like 80% of the time. Imagine that.Dan Henry (01:57:58):Yeah. Well that's the thing is I think business in life is all about decision-making right? If you make more good decisions and bad, your life will turn out a lot better than if you make more bad decisions than good. And that's, I mean, we, we sit there, we fantasize. What's the meaning of life. What's the secret to life. That's it? That's it. I mean, to me, it's just that, like, you just make more good decisions. Why don't you, don't got a complicated, you know, like you make more good decisions in bad. Your life turns out better than if you make more bad decisions and good to learn, to make good decisions.Eric Toz (01:58:30):I love that. That's how you think thatDan Henry (01:58:33):Maybe it's six o'clock and I'm eyeing this bottle of water right here. Thinking I could fill this back up right now. So I think this is a good note to end cause I, you didn't care, man. You're just like, I can go to the bathroom.Eric Toz (01:58:46):Sorry guys. I was quick asDan Henry (01:58:48):Though you were, you were, I mean, I mean, yeah, I'm, I'm, I'm surprised there's not a dribble trail coming down here. Cause that was, that was super fast. But dude thank you so much for coming on today and sharing. And can I, can I, can I make a selfish ask for you? Yeah. For me. Okay. I have a feeling that a lot of people who listen to this could have a lot to learn from you. And I think that it would be really cool cause it seems like, you know how to raise money and you also know a lot about e-commerce. I would love to have you host an audio course on our, how to think platform which let me just explain how this works for anybody listening. W you know, right now, how to think it's just seven bucks a month, super cheap, right?Dan Henry (01:59:36):You get the daily mentoring for seven bucks a month. And then we have you know, these, these we have these other courses that you can purchase on the platform. Yeah. I guess instructors, well, you could purchase them or you could get them for free because if you share your link right from the app and you refer somebody to join, you earn think coins and you can buy those courses with things so they can be free. I'd love for you to host a course, either on e-commerce or how to raise money. I'm an audio course. Oh man. That would be amazing.Eric Toz (02:00:10):We'll find it right in here. I M I D for anyone listening, I do have a, I wrote a free article called you know, how to raise venture capital on my site, Eric Taz, T O z.com. Oh, sweets six easy steps or raising venture capital. And it's it'sDan Henry (02:00:28):So we can do a six part audio course and just dive real deep into that.Eric Toz (02:00:32):Oh, that'd be, let's do it, man. If he can't wait, go to my site.Dan Henry (02:00:36):Oh yeah. Go to Eric's house. You just search it.Eric Toz (02:00:39):Yeah. Eric with a C thomas.com.Dan Henry (02:00:41):Okay. And what's the name of the article?Eric Toz (02:00:44):Six easy steps to raise venture capital. Okay. Yeah.Dan Henry (02:00:47):I'm going to go read it because I love reading stuff like that. Yeah. Yeah. So go check out that article if you're interested in it, but we definitely need to get you on to do an audio. Let's do it.Eric Toz (02:00:57):I had so much fun, man. I could, I could do one of these a day, honestly, but you're a great host. Like honestly, you are,Dan Henry (02:01:03):I'm not going to lie to you last night. I Googled Joe Rogan interview secrets and how to be a great interviewer. I stayed up all night, smoking weed, trying to learn how to be a world-class interviewer and do hours. I don't know if I did. I don't know if I, if I did a decent job yet, I'm sure I'll get better. But I would love, I, we need to get a badge or something that usual suspects, because you're local. I think we should get like you and some other guys that just come on regularly. You can be my you can be my Eddie Bravo, you know my brother-in-law and we can just have just, you know, just on, on, on some of this stuff and get like three or four people in here. And that can be the guy in the overtime.Dan Henry (02:01:44):Maybe it'll be the color guy in the background saying, whoops, shouldn't have done that. Just don't let's not let something that go down the flat earth theory, rabbit hole. I'm just kidding. Thank you, man. So much. Thank you everybody for listening. And also if you enjoyed this show, please do me a solid tag, somebody in it, share it. Just tell more people about it, so that, so that we keep doing it and we don't get bored and yeah, can't wait for the next one. I don't think I can get bored after I just bought all these lights that we there, that the batteries don't last, the whole show. We need to plug these in because these do not last the whole show, but I, I give it to you. It's it's it's it's the first show. I just, I noticed it like right in the middle of we're talking when I put it off.Dan Henry (02:02:31):But but yeah, I dig it. I dig it. Get a vape pen in here next time. Yeah, that, that would be awesome. Yeah. Maybe real conversations like the last third of the show we'll get through the first half and then we'll, we'll dive down the rabbit hole. Yeah, I'm ready. Awesome, man. Thank you so much, brother. I appreciate it. I gotta get, I gotta get a narrower table. All right, everybody. Thank you so much for listening. And once again share comments, subscribe and if you are interested in getting daily mentorship and learning from some amazing entrepreneurs like Eric here himself join how to think and go to how to think.com and sign up. See you guys later. So you guys. 

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----Have you thought about what inspired you to become an entrepreneur?You might have been motivated to build your business simply to make more money or create a better life for yourself…You might have known you could have a huge impact on people's lives…For most entrepreneurs, it's a combination of both!But, have you ever asked yourself, how much is enough?I recently asked myself this question, and the answer inspired me to make some changes!I created this episode to share why I've decided to end the Dan Henry Show and what to expect moving forward!  In this episode, I am going to cover:Why I've decided to end the Dan Henry ShowHow I plan to serve at a higher level with my company How To ThinkAnd... how to take your mental game and money game to the next level with How To ThinkIf you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)  — SUBSCRIBE & FOLLOW — Subscribe to Dan’s YouTube ChannelSubscribe to the How To Think YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s Wall Street Journal bestselling book for FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com — TRANSCRIPT — I'm back. Hello, everybody. Welcome to the first episode that I've recorded in a long time, but unfortunately, it is the last episode of the Dan Henry Show. I'll tell you why coming up.Oh, my Lord. I'm going to miss that intro. You have no idea. I swear that intro is probably the only thing that's held me back from making this episode as long as it's been. So you may have noticed that I have not released a podcast episode in a while. There's good reason for that. And this is actually the last episode of the Dan Henry Show, but don't worry, a little bit of an announcement that may make up for that.So here's the thing I'll be short and sweet, and I'll be very, I'll be, I'll be very direct. You know, we all get started in entrepreneurship because we either want to make a lot of money and change our conditions, our living conditions, or we want to make a lot of impact or a combination of both. For most of us, it's, you know, it's both, and I think that's healthy. And you know, I started to GetClients.Com several years ago, and we've done just so well. My team has been, I mean, we've been through ups and downs, and we've done really, really well. It's helped create a life for me where I can pretty much do whatever I want, buy whatever I want, go wherever I want. And you know, at a certain point, honestly, you have to ask yourself, when is it enough?You know, when is it enough? Because I'll be honest with you, the million-dollar days and all this stuff like, dude, I don't need a million dollars a day. I don't even need a million dollars a month. Honestly, I just want to help people get out of their situation and grow their business just like I did because, you know, I mean, I wasn't, I was supposed to be delivering, I'm supposed to be your waiter at Denny's. That's what I'm supposed to be. The fact that I made it through is, it's incredible because, you know, growing up in a small Florida town, no white picket fence, no dinners every night at 6:00 PM, a normal Florida, dysfunctional family. Metallica shirts, playing guitar and smoking weed, and hanging out at Denny's at 3:00 AM. I mean, this was my life. It wasn't supposed to be anything more than that. And somehow, I broke through, and that really inspired me because it showed me that if I can do it, other people can do it. And I felt a calling to help them.And that is what we did at GetClients.Com, and what we will continue to do. And, you know, our business, showing people how to sell their advice, how to sell their knowledge, how to raise their prices and attract clients, whether you're a coach, course creator, agency, whatever that is something that we're very, very good at. We've created a lot of results for that. And we're going to continue to do that.And I just got to quickly interject here. My favorite one out of everybody is a client named Vaughn. He sells a how-to-play gospel piano course. He came to us charging $47. We got him up to be able to actually charge $5,000 for that program. And he makes now like something like 50 grand a month. And as he says, he gets to hang out, drink Hennessy and relax and make a lot of money. And that right there to me is it's just it's everything. Especially because you would never think, you would never ever think that you could make that type of money selling how to play the piano. And I'm just so proud of my team and just everything we've built together.And that said, I'm just gonna be honest. The reason I haven't put out a lot of content recently is because, one day, I woke up and I said, you know, how much money is enough? How much is enough? How many awards are enough? You know, they come out with a new award all the time, a million-dollar award, or it's a $10 million award or twenty-five million dollar award, $50 million award. And it's like, dude, how much money do you need? You know, like I don't, I value my time and my experience and my memories more.And when you stop chasing that next level, next level, we gotta hit the next level. We got to hit the next level. We gotta hit the next level, we got to hit the next level, and you just enjoy the ride; I found that it becomes a much more enjoyable experience. You know, because you can always make tons of money and enjoy your time doing this business. But when you want to hit record after record, after record, you want to push the envelope constantly, well, it takes up your time because you're hitting, you're stretching the boundaries. So, of course, you get to spend less time because you sacrifice that time to hit new heights. And I think I'm high enough, man. I'm high enough. I'm as high as I want to be. Now it's time to focus, put the shift more on happiness.And so here's how I've decided to do that. I hope this inspires some of you who maybe you've become lost in your business. Maybe you've if you've ever asked yourself, like, why do I continue to do this? Like, you know, is this really going to make me happy? Is money really going to make me happy? I will tell you this right now, no. I'll just, spoiler alert, it's not going to make you happy. And so here's what I've decided to do.I have a passion for, you know, helping people that are less fortunate or had experiences that did not give them an advantage get ahead because I didn't have an advantage when I was younger. Again, I, you know, I grew up in a poor Florida town, but by complete chance, I had the opportunity to meet some amazing people that gave me some pretty awesome mentoring and changed the direction of my life.And then from there, I was able to acquire, you know, money and build businesses and get good at doing things like that, which then obviously gave me more access and resources to get even more mentoring. And it just compounded from there. But a lot of people don't have access to that level of mentoring and listen; I'm not going to lie to you. If you sign up to be a client at GetClients.Com, you're going to pay a premium price, but we're also going to show you how to really scale your business to a crazy level. But, you know, there's a lot of people out there that maybe they don't even want to start a business, but they can still benefit from mentoring. Or maybe they're just not fortunate enough to have access to that type of mentorship.And that's why I've decided to take the time that I could be using to scale, Get Clients to new heights and use it to do something else. You know, my new passion is HowToThink.Com. And it's funny because it's not going to make anywhere near as much money as Get Clients. And that's, I'm totally fine with that. It's, you know, daily success mentoring. All the stuff that most people don't have access to, I'm giving it away for seven bucks a month. At least that's the price we're starting out at it. We might raise it a little bit, but you know, to me, it's just important to help people learn the mental game and learn how to level up. It's not just about leveling up your money game. It's about leveling up your mental game as well.And so my content moving forward is going to be a lot more about that. Less about, you know, internet marketing, like my ads and stuff that we promote, Get Clients will still be talking about that. But the actual content that I put out will be far, far less about internet marketing because honestly, I believe, and this is the point of this episode. I truly believe that I have more to offer than talking about fricking landing pages and ads. And if you've ever felt like you've been doing something for so long that you have more to offer and you haven't taken action on actually enforcing that in yourself, take it from me. It took me a long time, but I'm here, and I'm ready to serve at a higher level. And that's why I've created this company. And that's why I'm changing my content strategy.So moving forward, the Dan Henry Show will be no more. It will be How To Think. I don't know How To Think Podcast, How To Think Show you'll figure it out. You'll find out the name when we change the name on this podcast and the cover art. So it'll, you'll still have all the old episodes, but we're going to be uploading the, How To Think episodes. What are the, How To Think episodes?So here's what they are. I've sat down with some amazing, amazing people. The first episode was my buddy, Eric Toz. He built a $66 million per year business out of this small little factory, like not even a factory, like a warehouse here in St. Pete. And he sells customizable jewelry online. He did $66 million in the past year, a hundred million overall since he started. And we sat down for two hours and talked about mindset, money, you know, entrepreneurship, teams, just everything for two hours. And that audio will be uploaded as episode one. So the next episode you hear from this podcast, that'll be episode one. I also sat down with Amanda Holmes, who's Chet Holmes daughter, author of The Ultimate Sales Machine. It's where the Dream 100 came from. I sat down with Eli Wilde, who was the top speaker for Tony Robbins, sold tens of millions of dollars worth of Tony Robbins events and worked with him closely, even lived with his son. I sat down with him for two hours. And I've got so many more amazing guests I'm bringing on because I'm really fascinated by how successful people think. Because that is the engine that drives all these things that you learn all these tactics, tactics are the lowest level of growth. The mind game, the mental game, the engine that drives it is what makes those tactics work.And I love talking to people who think at a higher level, and I love sharing that so that others can think at a higher level. And so that it's going to be these podcasts episodes moving forward as well, we'll be uploading the full video episodes of those to our, How To Think YouTube channel, which you can find at youtube.com/howtothink. And we'll be posting some of the highlight clips on my Dan Henry channel. And my Dan Henry channel, you know, I'll be talking about, I might talk about crypto. I might. I mean, really, I'm going to talk about things that interest me and not just stuff that'll make you watch a video, and then you buy my stuff. Like I'm no longer interested in marketing for the sake of marketing. Cause that's what marketing is, right?That's what internet marketing is putting out content that makes people want to buy your stuff. Great. Awesome. Well, what if I want to put out content that I want to talk about? What if I want to put out content that I think will help people, even if I don't think they're going to buy my stuff? Yeah. I think I like that better. And now that I'm in a place of abundance where I've taken care of my family, bought my Mom and Dad a house, my life is so financially secure. I mean, you know, like I don't need to sacrifice the value that I can bring simply to get you to buy something. You know, if you want to buy something, buy something, we'll take care of you. We'll do an amazing job for you, but ultimately I want to put out content that I believe will help people.And that's sitting down with these people. That's me talking about leveling up your mind and money game. And I'm very big into entrepreneurship. I'm big into crypto. I'm big into, you know, the new NFT wave and just all the stuff that's going to change the very face of this earth and how we do business and how we interact with money. And just everything. I love talking about it. I love talking about, you know, how to think like a successful person, so that's going to be, you know, a lot of the content that I put out and not so much internet marketing. But obviously, we'll leave all that content up.And I'm holding myself accountable for this because I don't want to be known, you know, I don't want to be like Jason Biggs, who got known as the guy that, that F'd the Pie, and that was the only thing he could do. This is the only acting he could do. I don't want to be typecast as the internet marketing guy. I know I can serve at a higher level, and I'm going to do so. And so the content you'll be seeing coming out from me will be very different. And this podcast will change. It will be a new type of show, a new type of format, and I really hope you like it. I really do. And I hope I can serve you at a much higher level and not just talk about fricking landing pages and ads and all that. I just, I'm really excited about this. I'm super, super excited about this.And so that said, this is the last episode of the Dan Henry show. Who knows, maybe one day I will reignite this so I can use that intro again. But moving forward, this is what to expect from me. And the next episode, you will get to hear my buddy, Eric Toz, talk about how he built this just massive, massive, a hundred million dollar, like crazy. It's just; it's just really cool. And he used to like, I mean, just like me, he was not you know, he was not a wealthy person. He came from very, very humble beginnings. So I can't wait to share that with you. And I look forward to seeing you in the next episode, make sure to subscribe. And I'm going to go ahead and play this outro one last time. I'll talk to you soon.

TranscriptHey, Dan Henry here, founder of GetClients.Com, and I'm super excited because today I'm going to share with you my devil and the food truck parable. And it's one of my favorite analogies to explain how to scale your business. Welcome to the Dan Henry Show.Where else can you see behind the scenes of a multimillion-dollar online business? Nowhere! So you better stick around. This is The Dan Henry show.All right, so let's get started. What is the devil and the food truck and what the heck does it have to do with growing your business and scaling? Well, imagine for a moment that you are in a desert and you have not eaten you have not had any water for days, maybe weeks, and you're like literally about to die. All right. Now, all of a sudden, out of nowhere appears the devil. And the devil says, all right, you don't have any water, you don't have any food. You know, you're starving. Check it out. I am going to put a plate of food right in front of your feet. And on that plate of food, you have like a nice steak, you have some mashed potatoes, maybe a big glass of water. And it's right there. It's at your feet. Your feet are literally touching the edge of the plate. You can smell the food. Your stomach starts growling. You know that you haven't eaten in weeks. And the food is right there. The devil says, listen, here's the deal. You can eat this food or way off here in the distance. Is this food truck okay? And this food truck has a month's worth of food.Speaker1: It's got a dining table in it with food ready to go. Prepared. It's got a full tank of gas. It can get you out of the desert. And it's got all the food and water you never need. But here's the dilemma. In order to get to the food truck in time before it leaves, you have to step over the plate of food and immediately start walking towards the food truck, which is probably an hour walk away if you stop to eat the food. You will miss the truck. What do you do? Now, anybody with a rational mind would say, well, I would step over the food and I would walk to the food truck. But you've got to remember, you don't have a rational mind because you've been in the desert for weeks. You haven't eaten, you haven't slept, you haven't had any water. So you're not thinking rationally. Just like when you're growing your business, you're stressed, you're tired, you're overwhelmed, you're looking at your bank account, you're worried about the bills. Your significant other is like, oh, come on, grow your business. All right. And so you are in a somewhat similar position to being in the desert. You're not thinking clearly. And so this is how scale works. Scale is all about making decisions that cost you money now, but make you far more money later. And so when you as an entrepreneur, decide to step over this plate and go towards the food truck, that requires massive amounts of discipline, because most entrepreneurs, they don't. They take the food. Now, what is the food to an entrepreneur? Imagine for a moment that you're trying to build your business and a potential client comes along.Speaker1: That's not a good fit. And they say, hey, I want you to do this other thing that you don't really do, but I'm willing to pay you money now to do it. Now, you might say to yourself, well, that's money now. I'm going to take that so I can make some money now. You get distracted from the growth of what you're building. And so it takes longer and longer and longer for you to hit the promised land, which is that food truck full of all the food you could ever need. To give you one personal example. I remember when I was growing my consulting business and, you know, the whole thing was, all right, we're going to refine this automated system that brings qualified clients in, qualifies them even more, and then gets them on the phone with us. And I had so many offers left and right. Dan, I want to do a joint venture. Dan, can you come on my podcast? Dan, can you you know, can you do this product with me? Can you be a guest on here? Can can we do this thing together? And in the beginning, I said yes to a lot of those things. And sure, I made a little bit of money. But what was happening was I was getting so distracted with the food in front of me that I kept missing the food truck. And so one day I said, stop, I'm not doing that anymore. And I started saying, no, no, no, no. And when I started doing that, I was able to build out our system.Speaker1: I was able to refine and fix the problems in our company, really dial things in. And we were able to, as a result, scale and grow and have, you know, seven figure months when I did hold events for myself. We had seven figure events where we did seven figures in revenue in a day because I was so focused on that. I wrote my book, Digital Millionaire Secrets in one month. It became a Wall Street Journal and USA Today bestseller. It's produced about eight million dollars for my company. People read my book. They like what I have to say. They go to get clients, Starcom. They become a client. And none of that would have happened. That book, that system that we use, those events that we did, that's the food truck, those other things that would have made me a little bit of money here, there and there. That's this. When you learn to say no to this and have the discipline to step over it and walk that mile to that food truck, and there's no money here, there's no money here. It's just a walk. But when. You get there, that's when your business truly scales. And that, ladies and gentlemen, is the devil in the food truck. Hey, Dan Henry here. And if you enjoyed this episode, make sure to visit, GetClients.com for more free resources on how to grow your online business. And if you love this show, don't forget to leave me a five star review. See you in the next episode.

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<---When we  consume content such as podcasts, books, youtube videos, audiobooks, etc, we’re doing it to learn to solve a problem and to accomplish a goal. In this episode, I am going to cover:Learning Too Much Too QuicklyWhat is too much contentRespecting The Law of Marginal GainsIf you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)  — SUBSCRIBE & FOLLOW — Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s Wall Street Journal bestselling book for FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com— TRANSCRIPT —Why you can become drunk on content and why consuming too much content will absolutely stunt your growth personally and as an entrepreneur. Welcome to the Dan Henry show. Where else can you see behind the scenes of a multi-million dollar online business? So you better stick around, this is the Dan Henry show. All right, so what does becoming drunk on content mean? So when we try to consume content, we listen to podcasts, we read books, we listen to audiobooks, we're doing it to learn. Why are we doing it to learn? We're doing it because we want to learn something that solves a problem or that helps us accomplish a goal. But oftentimes we don't think about that. We just think that if we learn, good things will happen. But the truth is, you can learn too much too quickly and you can become drunk on knowledge. So imagine this. Imagine you go out to a nice dinner with your boyfriend or girlfriend and you have a couple of drinks and you have a nice social evening. It's fun. You're loose and you go home, you go to bed. And it was just a nice evening versus you go out and instead of having two drinks, you have five or six or eight and you end up getting way too drunk. You get in a fight with your boyfriend or girlfriend ends up being a terrible night and you feel like crap for the next two days or if you're in your 20s, maybe the next 12 hours, you darn 20-year-olds.But the point here is that everything is in moderation. So here, let me give you an example of too much content. So today I was doing my morning knowledge walk and I do that every morning. I just got back into it. I moved to downtown St. Pete. And so now I'm walking around the city and I was listening to the book traction. And the reason I listen to this book, this one particular chapter, this book was because I wanted to improve the way that we document our processes in our company. And so I listen to the chapter about documenting your processes in your company from the traction book. Now, keep in mind, the book traction or really any book is multi-hours. I mean, that's like a six-hour audiobook. And so I knew I couldn't listen to the whole thing in turn right around an implement. I just wanted to listen to that one part. And as I was coming back home, I was, you know, getting all kinds of ideas in my head and I thought, OK, I'm going to come home and I'm going to specifically work on one thing that relates to documenting our processes. I'm going to talk with our operations manager and I'm going to implement. But then on my way home, I notice that I check something on YouTube. I don't remember why, but I saw a video that interested me from Andy Frisella.And I think the reason it interested me was because I was looking at the wasn't even the video. It was the video style. It was his camera work on how he sets up his show because we're going to be setting up a show for my new company, How to Think. And so I wanted to watch it to sort of like get an idea of how the set was set up. But then as I started watching it, first, I was paying attention to the set and then I started paying attention to what he was saying. And next thing you know, I found myself beginning to forget about that action that I wanted to take. It went well, I'm getting drunk on content. And so I stop watching the video and I just. I didn't listen to anything, I bought another five, 10-minute walk home, I just enjoyed the birds singing and well, I mean, I don't know if they're singing, maybe they're screaming at each other. Maybe they're literally maybe they had a drunk night on birdseed and they're like just going at each other's throats and we're thinking they're singing, but they're not really singing. They're like actually having a domestic incident. Anyway, the point is that I didn't listen to the audio, but went home and sat down and decided to take action on that one thing that I learned earlier in the day.And so the point here is that if you consume too much content, you will not take the action from the content that you consumed. And that's why I believe it is good to define a problem or goal, consume a piece of content that relates to that goal, and then take action before you consume anything else. And this is actually one of the principles that I decided on, and one of the core values I decided to base my new company, How to Think On. And to give you an example of that, if you read the book, Atomic Habits, it talks about how the real way to get better at something or to improve is to do it just one percent each day so that, you know, when I went to develop this company in this app, I had to research my competitors and I had to research the other mindset products that were out there. And so I found that the problem was most, if not all, of the mindset offers and memberships and events and courses. They violate the law of marginal gains and basically they create this massive amount of content. Either you go to a three, four, or even five-day event and try to fix your whole mindset in your confidence and your motivation all in one shot. Then, of course, you know, you come home, you feel good, and then you're right back where you were. Or and there were several memberships that I signed up to, popular ones, where they would some of them would release a two-hour video each day.And I was sitting there and I was thinking, if I if somebody had a strong enough mindset to set aside two hours each day to learn about mindset, they probably wouldn't have a mindset issue with that. So you know, the idea here when I developed this was to stick to that core fundamental value of not getting drunk on content. And that's why when we release How to Think, you'll get a five-minute daily mindset mentoring session from me, deliver to your How to Think app each and every day. And the idea here is that you slowly and gradually improve your mindset so that it sticks because if you do too much, it's sort of like a diet. You know, if you try to go crazy and not eat anything for two weeks, yeah, you might lose weight, but then you gain it all back and then some. If you swing one side, you swing too far from one side to the pendulum. So the pendulum, one side, whatever, then you're going to swing violently back to the other side. Because the truth is that slow and steady wins the race. It always has. The law of marginal gains, that was written about in the book Atomic Habits, which, if you haven't read, definitely should pick it up.But the point is, is that I live and actually, ironically, Andy Frisella talks about this. He talks about living your core values, living in your personal life, living in your company, living in your products. And that's why I personally, One of my core values is don't become drunk on content, pick a goal, pick a problem, consume the content that you need to consume to fix it, take action, then move on to the next piece. And that's exactly what I founded and developed our product. How to think is simple. Everybody has five minutes a day. And five minutes a day just chipping away at those limiting beliefs. Slowly strengthening that mindset is really what you need. You can't cram in all at once. And so that's just an example of not only becoming learning to not become drunk on content but living that value. So I hope this is helpful. And let me know in the comments, have you ever become drunk on content, yes or no? And if you want to expand on that as well, make sure to subscribe. I'll be releasing more of them soon. Talk later. Hey, Dan Henry here. And if you enjoyed this episode, make sure to visit get clients.com for more free resources on how to grow your online business. And if you love this show, don't forget to read me a five-star review. See you in the next episode.

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<---Jargon may make your ego feel good, but what feels better is getting paid and one thing for certain is clients hardly pay when they are confused.In this episode, I am going to cover:Why we feel resistant about dumbing things downPeople care about what makes sense to themYour Beliefs Don't MatterIf you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)  — SUBSCRIBE & FOLLOW — Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s Wall Street Journal bestselling book for FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com— TRANSCRIPT —A lot of times, because we're so proficient in what we do, we almost feel weird about dumbing it down.Where else can you see behind the scenes of a multi-million dollar online business? Nowhere! So you better stick around. This is the Dan Henry Show.Most people do not care about the Accademia of what you teach, they care about something simple that makes sense to them. And I always say dumb it down, dumb it down again, dumb it down again, then you're halfway to where you need to be, to dumb it down and then you should dumb it down again. And then maybe you're somewhat close to how dumb it needs to be to get it across to your customers. But then it should probably be dumb down again.So one of the biggest things about this game is discipline. It's having the discipline to get over how you view things and your preferences because the truth is your preferences don't matter, your beliefs don't matter. Your values can be the bumpers on a lane. Right? Like if you're you know when you bowl and you have the bumpers, you know, the lanes only so wide. Right. Your values can be here. But if your values are here, you have no business. You should probably just get a job.You have to have values that have some space in between to work because you have to remember, if you're going to own a business, you have to market that business, and marketing is marketing. One thing I hear from a lot of business owners, especially in this field is,  "Well, I don't want to have to sell like that." Well, then don't own a business that's like saying like, I'm a fireman, but I don't like fire. I don't like spraying things with water. Well then don't be a fireman, go somewhere else. And so one thing to get over is the pride, that sort of self-righteousness because that's all it is.And if I were to use a word to describe how most people approach their marketing, the word is petty because sounding smart to yourself is petty, not wanting to do certain marketing tactics because you don't think it's within your values is petty. I'm not saying be evil or disingenuous or wrong, but, you know, simple things that have worked for hundreds of years in marketing, like dumbing things down, do it, or don't own a business. So I just want to get that across. Sometimes you have to set your pride aside and that pettiness aside and dumb it down, because if you don't, you're not going to have a business.And then this entire conversation is new. I just watched a video from my good friend ... and he was talking about lessons he learned in business and the lessons he learned from paying for mentoring from billionaires and stuff, and one thing he said is that one of the biggest secrets to his growth was not teaching the clients what he wants to teach, but what they want. And he was like, you know, a gym launched, all the gym owners just cared about more revenue when in reality, I knew they needed to know how to do operations and they needed to know how to build proper accounting and ... But nobody wanted to learn that because they just wanted to learn to make more revenue. That is a caveman approach. And so that's what he sold them. And that's why he made in 2020 like thirty-one million dollars. So you can have a successful business so you can have your pride.Hey Dan Henry here and if you are enjoying this episode, make sure to visit getclients.com for more free resources on how to grow your online business. And if you love this show, don't forget to leave me a five-star review. See you in the next episode.

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<---Are you facing multiple objections on your sales calls?You might think that you need to come up with multiple rebuttals for every objection that you face but the truth is all objections come down to one thing.If you don’t address this one thing, you’ll never be able to address the obstacle that is standing between your prospect and the sale.In this episode, I am going to cover:The root of all objectionsWhy objections are all the sameWhat to do when you receive the objectionHow to address the same rooted objection on your sales callsIf you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)— SUBSCRIBE & FOLLOW — Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s Wall Street Journal bestselling book for FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com— TRANSCRIPT — Speaker 1: Here's the thing, all objections are the same. All objections come down to one thing. Can anybody guess what are all objections come down to?Welcome to the Dan Henry Show. Where else can you see behind the scenes of a multi-million dollar online business? No where! So you better stick around. This is the Dan Henry Show.So Jordan Belfort likes to say that "they're either uncertain about you, they're uncertain about your offer, or they're uncertain about your company". I would like to say a fourth one. They're uncertain about their ability to execute on what you have to offer, okay? But notice that the relationship between the four. They're all still, I'm uncertain, right? And in coaching, a lot of times you won't have a.. unless you have sales reps, the company and the "you" merge, right? So I like to just say it's all I'm uncertain, right? So just like in Jenny's case, she was uncertain about the value. But when I took the time to understand that and do the math, she is now certain. So that's what you're doing, is you're moving your prospect closer to a level of certainty that allows them to whip out their credit card. You've got to remember, they have already achieved a certain level of certainty when they get on the call because otherwise, they wouldn't be on the call. Okay? As you work through it, you get them, you edge them closer and closer and closer to that ultimate certainty.Speaker 1: So when somebody says, I will think about it, I say, okay, so is there. And again, which way you decide to do this depends on a lot of it's a feel thing on what they've done on the call. But I'll say something like, well, what in particular are you going to review? What particular aspect of this do you need to think about? Perhaps I can provide you some additional information and then they tell you what that is and then you can dive into it and  perhaps overcome it there. Or let's say earlier in the call, they kept telling you that they've put things off, they've put things off, they've put things off. I have a new personal trainer and he was asking me a question because I've been helping him with his marketing and he trains with me three days a week. So like while we're working out, I ask him questions. He mentioned to me that he was on a call and the sixty-two-year-old man said to him, "I really want to join, but my daughter's graduation is in two weeks. It's just not a good time", right? So he just let it go. And I said, would you like me to tell you a better way to handle that? And he said, sure. And I said so earlier in the call, did you pull out that that person has put things off, put their health off, put getting in shape off? He's like, "oh, yeah." He told me that a bunch of times. So what I would say is, "So you're telling me that your daughter's graduation is in two weeks, therefore, it's a bad time to get started. But let me ask you, how many times in your life has something come up like graduation, like a wedding, etc, et cetera, that made you put off getting in shape? Happens quite often. right? And he's like, yeah, it happens quite often. Well, that is life. You're always going to have that. And the truth is, the people who get fit are not the people who wait for the perfect time to get fit when nothing's going on. Because if that was the case, we'd all be fit. People who get fit are the ones that execute on fitness in spite of it being the wrong time. The people who get fit, who turn their lives around are the ones that do it when it's not a good time. You told me that just the other day you could only play with your grandson for five minutes outside and you got winded and he was begging you to play ball with him, but you had to go inside because you were so winded. Let me ask you a question, how important is it to you? Is it important enough to you for that to stop happening, that you would take the time to make a change, make a change in your habits, even though it's not the right time? Because I got to say, John, it sounds like you're doing the exact thing that you told me that you had to stop doing earlier in the call. And so I understand you want to wait, but I would not be doing my job if I didn't recognize that and tell you that that's part of why you're at where you're at. The continual delaying, the continual putting it off, and if you make that decision right now and you break that habit, that's your first step. To finally getting your health back. Something like that, and then I told him, you can make a video because when you get objections on calls, oh my gosh. Make videos. Put them in your email sequence, put them in your content. The way I would deal with that, I would say, "okay so here's you, right? Sad and out of shape and here's you, happy and in shape, okay?" Now on your way to that journey, there's a marriage or there's a wedding, right? So you put it off and you think, OK, I'm going to go hang out over here at the wedding and I'm not going to work out that morning and  I'm going to put it off, right? And then I'll make my way over. Oh but wait, there's a graduation. Wait, nope. Somebody got sick. Wait, no, I got a big presentation to deal with. Wait, no. And what ends up happening is as life goes on, by the time you get through one situation, you've now got into another and you're waiting, When that one's on you now on your way. but you wait and you continuously wait, wait, wait, wait. You map it out like that, and when you do that, it shows them visually and then I would wrap it up and I would say, you know what, all these situations are? They're called life. And if you let life stop you from fitness, you will never be fit if you just sat around all day and had nothing to do. Of course, you could get fit. The people who deserve to get their health back are the people who do it in spite of life. And that is the essence of fitness. right? I would say some stuff like that.Hey Dan Henry here and if you enjoyed this episode, make sure to visit getclients.com for more free resources on how to grow your online business. And if you love this show, don't forget to leave me a five-star review. See you in the next episode.

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----Are you putting off starting your business because you worry you might be wrong?You might think you could be missing important information or that someone else could be better or more qualified than you.If you let those thoughts hold you back, you'll never get your business off the ground. You'll waste valuable time worrying instead of taking action, building and growing your business.  You might be surprised to hear this, but most entrepreneurs are wrong!I've been there myself, so I created this episode to share what you can do to start your business even if you think you're wrong. In this episode, I am going to cover:Why being wrong is common in entrepreneurshipHow to start your business even if you think you're wrongWhat to do to correct your mistakes if you discover you're wrong. If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)  — SUBSCRIBE & FOLLOW — Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s Wall Street Journal bestselling book for FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com — TRANSCRIPT —  In today's episode, we're gonna be talking about why you're probably wrong, and so am I.All right, everybody. So one of the things that I see holding people back in entrepreneurship is the idea that what if I'm wrong? What if I'm wrong? Right.Especially when it comes to people who are doing professional services, and they're new, or their coaches and consultants, or online course creators, or they have a service. And it really just has to do with new, right? What if I'm wrong? What if I'm not doing this the best way? What if somebody else is better at this than me? Blah blah blah blah blah. Well, here's the thing.Imagine for a moment science, right, go back a hundred years, 200 years, 300 years, 400 years. Science thought certain things, you know, people, society thought certain things. They, at one point, it was widely accepted that the earth was flat. And then as science progressed and we got better at things like, you know, physics and this and that, we could put satellites in space.We went. "Oh no, you know, the earth is round. Okay. We were wrong. The earth is round." Boom. And you know, there are tons of scientific discoveries that, you know, we thought one thing. And then we discovered that it was something else, or we found a better way to measure things or what have you now, even today with, I mean, we just put a third Rover on Mars, you know?I mean, even today, with all the technology we have in 50 years, or really probably even in five years, or maybe even in six months, we're going to have better ways of doing things. We're going to have discovered things that we thought were one way. And we now find them to be another way. We were going to discover these things. And, you know, imagine if medicine and science just said, "Well, we're not sure. And maybe we're wrong. And so we're not going to move forward. We're not going to put our stuff out there."Look, it's okay to be wrong. It really is. Or it's okay not to know the absolute perfect way to do something because you're always going to get better. You're going to discover new ways to solve problems, and you're going to get better and better. But the process of getting better at things is that. It is simply that you have to do it. And so if you say to yourself, "Okay, well, I want to teach this thing, or I want to do this thing for somebody. I want to create a service around this. And I just think, you know, what if I'm wrong?" Well, you have to begin.You will find ways that you are wrong. You will discover things that, you know, oh, this is a better way. And then, you'll share them and integrate them with your business and your clients. That's how it goes. You know, people will often say to me, "Dan, I saw something in a course you released three years ago, and now you're saying this. What gives?" And I'm like, "What do you mean, what gives? I found a better way to do it. Wouldn't you want to follow the person that constantly finds better and better ways to do something and shares them with you than somebody who's doing the same thing, the same way they were three years ago?"Now, now don't get me wrong. If, if it's still the right way and it's still the best way, I'm not going to change it. But if I find a better way, I'm going to update my stuff. I'm going to show you a better way. And oh, that makes sense. You know? So that's the thing, I probably am wrong on a ton of things, and I'll find, in a year, I'll find a better way to do those things. But so are you, right? There are things that you're wrong with right now. And then you'll find a better way.And as a society and as a species, we move forward with that. In 500 years, it's going to be the same thing. We're going to be so much more advanced. We're going to have so many discoveries that we don't have today. And then, 500 years from that point, it'll be the same thing. Those discoveries will make us look like idiots 500 years before that, just like that 500 year period made us look like idiots these days. Just like these days made all the people that thought the earth was flat look like idiots.I mean, it's just, you can't sit there and say, "Well, I don't want to move forward. I don't want to start my business because there are things that I could be wrong." You know, the process of, nobody's ever going to be completely right. But what matters is that you're constantly moving forward, and you take your clients with you. That's what matters. And I promise you if you're a client of mine or you're considering becoming a client of mine at getclients.com, I promise you, as soon as we find better ways to do things, we will tell you, we will teach you.We just discovered and refined a really awesome way to pick up tons of extra high ticket sales, it's an organic method and integrates perfectly with ads, or you could do it by itself. And we've picked up a few extra sales a week from this, and it's working really, really well.You know, I didn't use to have free Facebook groups. I did in the beginning, and then they were just a complete pain to manage. Well, I recently, probably about two weeks ago, figured out a way to have a Facebook group that's low maintenance. That doesn't have a bunch of people acting like idiots in there trying to argue and, you know, just steal each other's clients and whatnot and generate sales from that. Keep the group small, keep it highly engaging, high, super high quality. And for the most part, automate that process. And so we're filming a video, I think tomorrow, and we're going to release it to our clients, everybody in our client so that they can make more money. Right. And that's not currently in our program.So as I figure out better ways and I experiment, and that's the thing I'm always experimenting. That's why, you know, be very careful not to copy me or others when you see us do something. Because a lot of times, it could be experimentation. I just tried four things in the past 30 days that I've never tried before. Three of them didn't work out. One of them did, we're sharing the one with our clients, and I've already seen other people who aren't clients try to copy and implement the three things that didn't work. And I just sit there and laugh. Cause I'm like, you know if you would just become a client, you'd see behind the curtain, not guess what's behind the curtain, and then just continuously run your business into the ground because you're just running around blind.So but that's the thing, is you're always going to get better. So don't worry about that. And don't worry about finding the person who's right or wrong. It's the people that constantly move forward and constantly improve you want to be with. And that's how you should be. So hope this was helpful.And don't forget, you can visit getclients.com. We have a lot of free information on there to help you grow your business. As well you can apply to become a client, and we'll help you scale your business to the moon personally. So hope you enjoyed this episode. I'll see you in the next one.

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----Are you spending your hard-earned money on paid advertising that just isn't producing the return you hoped for?  Maybe you've tried everything you can think of to improve your ads, but you still can't seem to get traction. Maybe you struggle to get your ads approved, or you're attracting the wrong people with your ads.   If you can't fine-tune your ads to attract the right clients, you're going to continue wasting money. If you can't attract clients who are willing to invest in your offer, your business will struggle to grow, and you might even have to close your doors when you can't continue to spend money out of pocket on ads that just don't produce a return.  You might be surprised to hear this, but there is a way to attract the right clients without spending a single cent on paid ads!  If you're wasting your hard-earned money attracting the wrong people, I created this episode to help you learn how to attract, speak to and overcome the objections of your ideal clients through a simple method that will only take you a few hours a day!   In this episode, I am going to cover:What to do if your ads aren't producing the return you want  to seeWhy you have more time to work in your business than you thinkHow you can make 20K each month without paid ads. If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)  — SUBSCRIBE & FOLLOW — Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s Wall Street Journal bestselling book for FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com — TRANSCRIPT — In today's episode, I'm going to show you how to make a million dollars mowing lawns. No, not actual physical lawns, theoretical lawns, but this theoretical lawn that you will mow and you will mow the smile on your face will grow your business. You're probably like, what is Dan talking about mowing theoretical lawns? Has he lost it? Probably, but you're still going to love this episode. So stick around.So recently, I did a live challenge called the Raise Your Prices Challenge. And it was really fun. We did about a two-hour session every morning for five days. It was awesome. People loved it. We had literally we had people who were charging, you know, like $500 closing $3000 and $5,000 sales during the challenge, we're getting amazing results. And we had a ton of people join our High Ticket Selling Bootcamp, and we had 34 people apply for the mastermind. It was a very successful event, but I'd like to tell you a little bit of a story from some interactions I had at the event and a thing I taught called lawnmower theory.So, you know, the whole context of the event was to show you why you're worth more. You know, so many times I see people charging pennies for something that people are just more than willing to pay for,  they're just more than willing to pay for. And so, you know, there's a big disservice to your clients to charge so little because you end up not giving yourself enough room, enough income to make it worth your while to do the work.You know, I pay my CPA 10 times more than I paid my previous CPA, but my current CPA has like, you know, she has a team, she does a lot more than your average CPA. And she was able to get my tax rate down to 6.5% because she charges enough to be able to have the infrastructure to do it and to make it worth her time to have personal calls with me when we need to go over something. So, you know, charging more allows you to do a better job.So that said, somebody came on and asked me, well, Dan, you know, I'm struggling because I'm not good at ads. And you know, everything was about ads, ads, ads, ads. You know, I'm having this problem with ads, my ad accounts getting shut down, et cetera, et cetera, et cetera. So I say, well, let me ask you a question. Do you make at least $20,000 a month without ads? And they said, no, because I don't have time to do organic. I said, well, what do you charge? $500. I said, well, what's your offer? And I don't remember the offer offhand, but I remember when they told me it was like not a $500 offer, it was at least a $5,000. So I said, okay, raise your prices to $5,000. And think about this for a second. So you say you don't have time to do organic, right? You don't have time. And they said, yeah, yeah. And I said, does anybody else feel that way?You don't have time? Oh yeah, yeah. Yeah. So I said, all right, everybody whip out your phones and bring up an app called "Screen Time" on your phone. And you tell me how much time you've spent on your phone, average on the daily. And everybody's like six hours, four hours, eight hours, seven hours, seven and a half hours, nine hours, four hours. And I said, okay. So y'all spend four to nine hours a day on your phone, and you're telling me you don't have time to do organic? Can you take just 25% of that time and do it? And everybody was like, yeah, yeah, yeah, yeah. You know, but I just, I don't want to, I don't want to, okay. So this is where the lawnmower theory comes in.So I brought one person up, and I said, okay, let me ask you a question. If I gave you $10 to mow my lawn, would you do it? They said, well, no. I said, okay, that's fair. You know, why is that? Well, I don't want to mow a lawn and get all dirty, and it's hot, like, you know, I don't want to mow a lawn.Okay. What if I gave you a hundred dollars? No, well still, I mean, that's great, but no. Okay. What if I give you a thousand dollars to mow my lawn? Well, I mean, I probably still wouldn't. I gotta work on my business. Okay, fine.What if I give you $10,000 now? All of a sudden, hands started raising. I'll do it. I'll do it. I'll go. What if I give you a hundred thousand dollars? And everyone's like, heck yeah! So you mow a lawn, you'd mow my lawn. And you do with a smile on your face for a hundred thousand dollars.And they said, yeah. I said, and would you give, you know, a single care in the world about how hot it was or, you know, the grass chopping up and getting all up under your neck where it's all itchy. And they're like, well, no, not really. Not for a hundred thousand dollars. I said, so what point does this illustrate?It illustrates that are things that you think you don't want to do. But the truth is, it's not that you don't want to do them. You're simply not getting paid enough. And everybody goes, wow! So I say, okay, think about this. You charge $500. You don't want to do organic. You don't want to spend a couple of hours a day doing organic marketing. Well, what if you were getting paid $5,000? Meaning every single time you made a sale, you got paid five grand?And what you could make at least one sale a week doing a couple of hours a day of organic, would you do it? And everyone's like, well, yeah, yeah, yeah. See, there are things you can do in your business that will grow your business that you think you don't want to do. But the truth is you're simply not getting paid enough to do it. And if you fix that, you will fix a whole host of problems. Now, why do I say this? Right? Is this just conjectures?No, because our clients follow a 30-day organic plan, and we literally give them a manual of how to spend just a couple of hours a day, booking calls and closing sales. First, we have one client. Her name is Shana, and that's all she does. That's all. She doesn't even have a funnel. She just books calls, closes sales. She does a couple of hours of organic a day. She makes over $50,000 a month. She has a weight loss program that she charges; she was charging 6K. I believe she just raised it to 8K. Weight loss, not make money, weight loss.So what does this show you? It shows you that, look, and here's the thing. So many people, I see this so often. People are spending money on ads, and they're running their business into the ground because they think they need ads because they don't have time for organic. But the truth is you do have time if you're getting paid enough. And so when you raise your prices, so many problems in your business go away. Because let's say you have something that is, you know, you can't easily advertise on Facebook or let's just say, you're not that good ads because, you know, ads are their own thing. You know? Or let's say you're just constantly getting Facebook disapproving your stuff. You think, oh, the problem is ads. But if you're not making at least $20,000 a month, the problem is you. I'll say it again.So think about this. Let's say you wanted to play football, right? Would you go right to the NFL, or would you play college ball first? Well, you play college ball first. Why? Because it's an easier game. It's not as hard. It's not as challenging. And it breeds players that can compete at a high level and go to the NFL. Well, guess what? Organic is college ball. Or honestly, organic is flag football. It's so easy to make sales with organic. Like, think about this. If you can't play and hold your own and college ball, what's gonna happen to you when you go to the NFL? You're going to get crushed.Well, the NFL is ads. That is the highest level. You are paying money to get a cold prospect that doesn't know you to give you money. Okay. Whereas with organic, there are people that you're building a warm network, you're attracting people through organic means. And, you know, I talked about this in my book, Digital Millionaire Secrets. You can literally just help people out in Facebook groups or on Vbulletin forums or on Instagram or whatever platform it is a couple of hours a day just by being helpful. And people naturally reach out to you. If you set up this process, the way I teach it anyway. And literally, if you're charging enough and you just spend a couple of hours a day, you can easily make 20 to 50, sometimes more than a thousand per month, without ever logging into an ads dashboard.I made a hundred thousand my very first month in business doing that. And I didn't even barely know what I was doing. And, you know, we give our clients specific instructions on how to do it. We've refined it over the years, over 25 million in sales. And so I tell everybody, I say, listen, you can do this. So a couple of days later, some of those same people that had that objection came on to share a win. And they said, Dan, you're not going to believe this. I did exactly what you said. That night I spent a couple of hours, you know, doing the organic stuff that you taught. And I landed my first $3,000 sale. And then my first $5,000 sale,I said, see, you think you need ads. You're sitting here spending weeks, hours, going through ads courses, and, and you know, all this stuff, and the thing is if you can't convert it organically, you can't convert on ads because ads are harder to convert. So if you can't at least make $20,000 a month with organic, you're not ready for ads. Sorry. Sorry to say it. You're not ready.What makes you think, if you can't convert easily using organic, what's going to happen when you go to, that's college ball, what's going to happen when you go to the NFL? You're gonna get slaughtered, absolutely slaughtered. So I always say, you know, make 20 grand a month. That's one high ticket sale week. You can't make one sale a week, purely organic in your spare time. You're not going to be able to do anything with ads. It's just not going to convert.Then once you get to that level and you've really refined your audience, and you understand the objections, you understand how to speak to your audience. Now you run ads, and now it becomes a lot easier. That's how I grew. That's how I grew.So hope this was helpful. And again, you can always go to getclients.com for more value, or you can apply to become a client and let us blow your business up like we have for so many. Teach you how to fix a lot of problems, raise your prices and grow and stop fiddling around arguing with Facebook. Sorry, I'm getting all passionate over here. All right. So again, go to getclients.com apply to become a client. If you're interested, we'll work with you. And if not, then just keep eating up these podcasts episodes like candy, and, you know, give me a rating and tell people about it and all that jazz. So anyway, see you all in the next episode.

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----Do you want to create authority in your business?Maybe you have just started your business, or you've been struggling and find yourself stuck and unsure what to do to create authority… You might think you're wasting your time because you don't have a degree or tons of experience. Maybe you worry that people won't buy from you, or they'll doubt your ability to get them the results they want… I've been there too.  I created this episode to show you how to build true authority without a degree or years of experience. If you've been stuck in the endless cycle of inactivity, unsure how to build authority in your business, this episode is for you. In this episode, I am going to cover:What steps I took to build authority in my businessHow you can create authority without having a degree or years of experienceWhat you can do to start building authority in your business todayIf you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)  — SUBSCRIBE & FOLLOW — Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s Wall Street Journal bestselling book for FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com — TRANSCRIPT — Why does persuasion always flow from authority? And what does authority flow from? That's what we're going to cover in today's episode.All right, everybody. One of the biggest things I hear from people trying to sell online, trying to build a list, trying to grow their business is I don't have any authority, or I'm not an authority. Why would people buy from me if I'm not an authority? How do I build authority? Et cetera, et cetera, et cetera. Well, that's what I'm going to cover today. So if you've ever seen the movie, catch me, if you can, it's the story of and in the book, of course, Frank Abignail, who is a 16-year-old kid who was able to con his way into many things.One particular thing was pretending to be an airline pilot, so he could fly free all around the world. So how he was able to do this was he went to, I believe it was at an airport or a section of the airport where there was a secretary for the Pan-American airlines. And he asked the secretary, says, you know, I'd like to speak with somebody in the purchasing department, and the secretary says, okay, and goes and gets the clerk. So the clerk comes out and says, how can I help you? Now? Frank says, my name is John Black. I'm a copilot with the company, meaning Pan-American Airlines. And we're based out of San Francisco. I've been with the company for seven years, and I've never had something like this come up before. And the clerk says, well, what's the problem? And Frank says, well, we flew in yesterday, and we're going out today. Yesterday, I sent my uniform to my hotel to have it dry cleaned. Now the hotel and the cleaner said they can't find it. And I have to be on a flight in four hours. So the clerk says, well, don't you have a spare uniform?And Frank says, well, yeah, I do. But it's back home in San Francisco, but I'd never get it in time for my flight. So the clerk says, hold on, hold on. A few minutes later, he comes out, and he says, my supervisor says, you need to go down to the Well-Built Uniform Company on Fifth Avenue. They're our supplier. I'll call them, let them know you're on your way. And so Frank goes down to the Well-Built Uniform Company on Fifth Avenue, and he gets a free, or maybe he bought it. I don't know, but he obtains a Pan American Airline pilot uniform.And so he takes that uniform, and there was a, I don't know if they still do it, but there was this sort of courtesy between airlines, where if you were a pilot of another airline and you needed to get somewhere they would give you, it was like a professional courtesy. They'd let you sit in the cockpit and get a free ride to another city. And he never went on a Pan-American. I don't believe he went on a Pan American flight because that would risk him getting caught because, you know, the pilots would know each other. So he went on any other airline other than Pan American. And he was able to do that simply by walking into an airport, going up to, you know, a terminal or, or another airline and saying, Hey, can I catch a leg to so-and-so, and he'd be wearing his uniform. And that's how he was able to con his way into free flights.And just so you understand, Pan-Am estimates ages of 16 and 18. Frank was able to fly more than a million miles for free. He boarded more than 250 commercial airlines and traveled to 26 countries around the world. And he, I mean, he did this all for free. And what he did was by obtaining that uniform, it gave him authority, and he, obviously, this is unethical, and he abused that authority to get free flights. But the point remains that the only reason he was able to pull it off is because he gained instant authority by having that uniform. So what does this mean for you?So what it means is that persuasion, the ability to persuade, always flows from authority and authority, always flows from education, because let's think about it. What are the only two ways you can get an airline pilot uniform? Either one, you, you spend tens of thousands of dollars. You go to flight school, airline school, or pilot school. You get your pilot's license. You work your way up, get your commercial pilot's license, and you become an airline pilot, or you do something shady, and you con your way into it. And you steal one. Okay?Just like if you go and you get a lab coat, and you walk into a hospital, I guarantee you, nobody will question that you're a doctor. And what are the only two ways to get a lab coat? You either go to schools again, spend tens, probably hundreds of thousands of dollars to learn how to be a doctor in eight, or how many ever, ten years in college and medical school, and you become a doctor, or you go obtain or steal or buy or whatever, a doctor's uniform.And so what this means is if you're going to build authority in your space, in your niche, there are only two ways to do it. You either lie, which of course, that's the easiest way. If you say I've made $10 million and you didn't really make it, or I've won all these bodybuilding competitions, or I've got a hole in one 17 times buy my golf course. Sure. Of course, if you lie, you will have that authority. But let me tell you, I mean, I don't need to go through the reasons why you shouldn't lie. Somebody will find you out, it'll ruin your career, and you know what it's wrong, you know? So I'm not going to waste any more time arguing the ethics because I think anybody listening to this podcast, I would hope, you would ever do something like that.But the point is, there's only one more option. And that is to educate yourself. The only way to get authority in your space is to educate yourself is to invest in your education and learn things you need to learn to have that authority. Okay?So if I go out and I say, let me give you just an example, right? Let's say that, and I'm going way back early in my career.I remember I had a student that said to me, well, you know Dan, you know, I'm pretty good at running Facebook ads. I think I can get people results. You know, I've done it for my own business, and I want to help other businesses. And, you know, I just don't have any authority. Righ?. And I said, well, that's because you don't have the education to have the authority. So he goes through my, and this was a course I sold, you know, years ago. So he goes to some of my course, he learns. And one of the things I said, in that course, it's like, listen, if you're not confident in your abilities, go out and get confident in your abilities, work with someone, work with a friend, work with somebody for free. Make sure that you are able to get the result, educate yourself, invest in your education experiment, do the things required to do the thing. And once you can obtain a result by getting educated, that gives you the ability to show off that result. And there's your authority.And so to give you an example, when I first started years ago, I had an agency. And the reason I had an agency is because I had a bar. I had a bar that I had to learn Facebook ads to grow that bar, to get business for that bar. And I successfully grew it. And then I sold it for a nice profit, but when I was done with that, I was like, well, I got to create a new business. Right? So I decided to start a marketing company. And I had only worked with myself. I never worked with anybody else. So I started helping out my friends that owned local businesses.And I thought, well, I want to make sure it's not a fluke. I want to learn the different things that can happen in this situation. I went out, and I did the thing, and I did it for free, and I mastered it. And then, I don't think anybody's mastered anything, but you get what I'm saying. I got good enough at it to where I felt I could charge. And so, you know, by doing that, I was able to get results for people, whether they paid me or not was irrelevant, I got those, the results. And then I showed off those results. And then I charged for those results. And as well, I went out, and I got the education I needed. I read books, sales books that, you know, books on copy. And so the point here is when you're thinking of starting a business, you get in this infinite loop of inaction where you say, well, I'm not confident in what I do, but which means I'm not confident enough to invest in how to sell what I do.And you just get stuck in this never-ending loop, and you never take any action. Because if you did, you could break that cycle. I invested in education for myself before I was confident in the product because I knew that if I invested in learning how to sell it and learning how to market it, it would help me understand how to make it great, better. And it would also encourage me to get good at it.You know, if you own a marketing company, you're going to be better a year from now than you are today. And you're going to be better three years from now. If you own a weight loss company, you're a personal trainer. You know, you're going to be a lot better in a year or two or three than you are today because you're going to learn more. You're going to work with clients. You're going to between the education to get your personal training certificate and working with clients. You're going to get better and better and better.But imagine if nobody took action because they weren't that great yet. You have to be willing to do the thing. And you have to be willing to invest in learning how to do the thing. You know, an airline pilot that's been flying for 30 years is going to be most likely a better pilot than somebody who's taking their very first commercial flight straight out of flight school. But that person that invested in flight school, when they first invested, they didn't know how to fly.So don't get stuck in the infinite loop of inaction because you say, well, I don't have authority, or maybe you are good at the thing. Maybe you are good at the thing, but nobody knows it. And you're like, well, you know, I can't do this. I can't do that cause I don't have authority. Building authority comes from educating yourself on the things required to build authority. And so don't use that as an excuse to remain in a constant state of inaction.I hope this was helpful. And I'll see you all in the next episode.