ฝึกพูดภาษาอังกฤษด้วยเทคนิค Shadowing จากวิดีโอ: 663

A lot of people who want to make money don't understand how money is made.

The concept that the first thing you sell is not the last thing you're going to sell.

Learning to sell in and of itself, the best way to learn to sell is sell something.

I think a big fallacy in the early on days is trying to think

that you're going to figure out the entire path before you even take the first step.

The amount of volume that the people who are ahead of you are doing is not 2x or 3x more, it's oftentimes 100x more.

Level one is that you have to understand that it's my fault.

Level two is that you have to use what you have, not what you wish you had, to get to where you want to go.

The wealthiest people I know only think about skills.

They think about what can I learn and then what can this skill get me.

And so they will always take any money they can to buy more skills.

And in the beginning, you have to buy all the skills yourself.

Once you have enough skills that you can generate an excess of income, you can start buying other people's lives.

And what I mean by that is like everything comes down to buying time.

And so at some point you're 10 years into your career and you have a handful of skills, but you can buy someone else's 10 years of skills by just paying them to do something too

so you don't have to learn all those things.

And so you do need to get good at stuff and then eventually you generalize to being good at people.

And that's pretty much always the path for everyone.

A lot of people who want to make money don't understand how money is made.

And so it's made by getting it from someone else and they have to give it to you voluntarily or it's theft.

And so assuming you don't want to steal, then you have to give something to someone else first.

And then by doing that, they give you money in exchange, which is why I love capitalism.

It's a voluntary exchange between two parties.

And both parties say thank you at the end because both parties think they're better off from the trade.

And so the idea is what you want to be able to do is find something valuable to trade.

And so you can either trade stuff, you can find a place where you can get stuff

and then and bring it to other people where it's convenient for them.

So they pay you more than you did when you had to go find it at some back alley.

Because, you know, suburban mom doesn't want to go into back alley to get X, Y, and Z, but you'll give it to her.

Man, it sounds like I'm explaining drugs.

But, well, there's a reason they make money.

But anyways, point is that you could sell stuff at a margin.

And a part of that margin is going to be the convenience that you deliver them.

And either you're selling stuff that someone else manufactures, you create your own stuff.

Now, if you're starting out, you're probably going to sell someone else's stuff.

And I do think, I mean, I'm saying this right now.

I do love the concept that the first thing you sell is not the last thing you're going to sell.

And so learning to sell in and of itself, the best way to learn to sell is sell something.

And that's why referral programs, ambassador programs, affiliate programs for different types of businesses.

Almost every business I've ever owned has an affiliate program.

It's great to enroll in those.

I'm not even going to say any of the names of the companies that we have because I want you, like, it's not about that.

I want you to, if you can just, because then you only have to figure out one skill.

Like, if I just sell someone, if I just promote, I get paid.

Cool.

And I can just do it over and over again.

Now, over time, you're like, man, I want to make more of the nut.

Cool.

Then you just, you eat up more of the responsibility.

So, you can either sell stuff or you can sell skills.

You can sell outcomes.

And so, that's where you develop a certain expertise.

So like in the beginning for me

and like the first time this ever like the first money I ever made from a stranger Was

that I had a lady at the gym.

It's a real story.

I was in really good shape.

I Like to think so and she said will you meet me?

And do a nutrition consultation for me and she didn't even say that she said will you help me with my food?

I think so what she said, I said sure so I went we met at a pizza place and And I was like, okay, well what are you currently eating?

And she was like, this.

And I was like, well what do you want to do she's like i'm trying to lose weight

and i was like well this is something i eat for

breakfast that's less calories than your thing it's pretty good

and try this and try this and try this

and it took like an hour and then um i had like a notepad

and i gave her the notes or whatever

and she took out her purse and she wrote 200 on a check

and she handed it to me she was like thanks so much

and i was like looked i was just like looking at

the check looking at her her looking at the check looking at her

and I was like okay don't act surprised

and I was like oh thanks and then she left

and I was like holy I was like I just got paid for

but like realistically I'd been in at this point I was competing

so I'm winning I'm like I had a state record at

that point like I was in I was in shape you know what I mean um

and I think she knew I was a state record holder

because the gym that I was was powerlifting gym um

but I had done some stuff I had gotten some level of authority on some tiny thing and people were like, oh, can you help me with that too?

And to be really honest with you, my entire life, and I'm saying like there's many paths, but like my life has been learn something,

get good at it, have evidence that you are good at the thing.

And then people ask you for help on that thing.

And so in the beginning, people asked me how to get in shape.

And then I started a business around getting people in shape.

And then people who had businesses around getting people in shape asked me how I was getting my businesses

that were getting people in shape to work.

And then people who had businesses that were national scale, that helped people in a specific niche or industry, started asking me how I was helping people in a specific niche or industry.

And then people who had really big businesses just started asking me, how did you get a really big business?

And so, like, my entire life has been simply doing as hard as I could to get good at something

and then do it enough times.

And to be really, like, very clear with you, every time I did it, it was not to move on to the next step.

It was to just get good at the thing.

And then by getting good at the thing, people asked me about it.

And so it wasn't like I lost 10 pounds and then tried to start selling weight loss advice.

I had multiple state records and I looked good.

You know what I mean?

I was in very good shape.

And then people started asking me about it.

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And then I didn't have one gym and start telling people, hey, here's how you run a gym.

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I had six gyms by the time I was 26.

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And then people were like, okay, you're 26 and you have six gyms and you did all of cash flow.

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You're doing something right.

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And then people started asking me about the stuff.

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And then when I had the licensing business doing $4 million a month, people who had other bigger businesses are doing $1 million a month or $500,000 more.

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They're like, how do you get to $4 million a month?

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And I was like, well, this is what I did.

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And so I've just tried to figure it out.

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And the path has always been revealed as I took more steps.

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And so I think a big fallacy in the early on days is trying to think

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that you're going to figure out the entire path before you even take the first step.

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It's just not true.

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30.44% of people who finish their first month of school make their first dollar online.

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I know how hard that first dollar is like there's

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so much to get the first dollar across because the second dollar comes so much faster after that

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That I mean that's why that's why I invest in the company that's why I'm so adamant about it, but Anyways, the the point is is that Yes,

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I think having the first dollar get across is very important

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But if you can reframe it from that experience points perspective

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that there's there's there's probably three levels before that you have to

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Like level one is that you have to understand

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that it's my fault level two is

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that you have to use What you have not what you

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wish you had to get to where you want to go and

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Where you want to go isn't a hundred steps forward It's just the next step

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and so like I don't think that anger drives me as much as it used to

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But it was everything that I had when I started and

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so if I had listened to the positivity mantra

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when I started I never would have gotten going because nothing made me feel happy and And so they were like, follow your passion.

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I was like, my passion is to not be poor.

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It's to not be here in Baltimore.

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That's my passion is not be here.

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And so that's what drove me.

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And so I think that it just needs to be restated that like, is that the goal?

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Sure.

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But is that necessary to start?

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No, it's not.

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And so I can tell you that even when I was angry and getting through that, making more money did make my life better.

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Like I had more ability to deal with inconveniences, hassles, health issues from family members that I had to foot the bill for, like all these things, like money can provide value.

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And so I'll say this thing that a mentor told me, he said, money does not buy happiness, but it can help you avoid pain.

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And so I think there's nothing wrong with getting it, with making money.

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Obviously, I like doing it.

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I just hate the people who espouse that you have to feel a certain way to win or that,

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or that winning when you are angry or sad or in pain or ashamed is somehow wrong.

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And so I just like, you have to meet success where you're at.

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And if the first step you have to take out of anger

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and the next step you have to take out of sadness

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and the next one you have to take out of shame and use that to propel yourself forward, all that matters is you take the step.

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The big saying that I have that's like plastered on the wall

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that actually applies to sales and marketing is volume negates luck.

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Like if you don't want to rely on luck

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and rely on one of those 10 ads or five ads that you make to be amazing, you just make more ads.

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And I can't tell you the amount of times that it just reset the bar.

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And that's what I'm hoping to do with this video is like the amount of volume

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that the people who are ahead of you are doing is, is not two X to three X more.

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It's oftentimes a hundred X more, right?

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Even the 35 times four, I think 140 pieces the guy was making 15.

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It was 9x the volume of what he was doing, right?

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And some of you guys are making five ads a month

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or one ad a month and thinking that that's somehow going to be sufficient to get to your goals

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Nowadays and I'll explain later in this help my whole ad creation process

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But just the big headline is

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that in the very beginning you just need to do a lot more than you think you do

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The second is once you've done more then at what point do you start shifting to better?

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And the way that you can figure that out is

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when the return on effort for better exceeds one incremental unit of more

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meaning If I've got one sales guy

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if I add a second sales guy Then I think I have a high degree of certainty

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that I can probably double my sales by doing that But

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when you have ten sales guys adding one more sales guys

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the same level of effort as adding going from one to two Going from ten to eleven, but it's only a ten percent increase

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And so if I can increase the overall throughput of my entire team by 20%

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or 25% by tweaking some sharp rate stuff or doing a headline split test or changing CTAs on my ads,

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then those are things that would make me more money per unit of effort.

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And so in the beginning, you usually just need to blow as much volume through there as possible.

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That's the create flow, monetize flow, then add friction.

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The optimization steps really only matter when you have flow going through.

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And so you do more first

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and then once you're big enough better becomes a better return on effort But once you then go through the better steps, then you usually have to go back to okay How do we do ten times more than we are now?

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How do we go from ten sales guys to a hundred sales guys?

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and that's the thinking that you have to go through in order start scaling in terms of orders of magnitude and

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When you have so much volume you're able to iterate so much faster like even us recently we started making

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more content on YouTube and And we already noticed as a team, we're like, oh, this is awesome.

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We're learning so much faster again with like, we're literally putting out four or five videos a week instead of one video a week.

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And so we're learning about headlines and thumbnails and there's less pressure per video because we're like, cool, learn that.

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Let's move on to the next one.

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And so it allows you to just iterate so much faster without getting your ego and your emotions, you know, tied into it.

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Here's how I do it is I ask the question, what would stop me from 10x in the business right now?

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And if the answer is nothing, then we 10x the business.

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Now, most times there is something that would break, like what would break first?

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And so as soon as we identify what is the first thing that would break if we 2x, 5x, 10x, we then isolate that thing, put all of our focus towards fixing it,

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and then we do the increase in volume.

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And that is how we continue to deconstrain until we go to the next bottleneck, and then deconstrain that, and then grow into the next bottleneck

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because we have a fundamental belief

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that all businesses will continue to grow until their point of constraint and then they will grow no further.

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So you identify the constraint, relieve the constraint and allow it to grow again.

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Growth occurs as an after effect of the inputs you put into the system.

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Now, once you've done as much as you can, more, and you've done it as well as you can, better, when you can't do any more, any better, you start and try something new.

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And the reason that I have new last is because the cost of change of doing something new is guaranteed.

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But the return on something new is not.

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And so I like to say that is a big warning for the fact

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that the vast majority of entrepreneurs want to spend 80% of their time on doing new stuff

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when really they should spend 90% of their time doing more and better of what is already working for them.

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The only time you do new stuff is when nothing is working.

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So when you're starting as an entrepreneur, everything's new and you keep trying and keep trying until something works.

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Once it works, you have to unlearn the whole experimentation idea and then you have to go, great, I need to do as much as I possibly can and do it as well as I possibly can.

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And so it's a different mindset that you have to get into, but that's how you start scaling.

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Now, what point do you start doing something new?

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Well, if you've already said, okay, I can't do more for a very clear reason that there's a big cost.

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Like sometimes there's a huge incremental cost past a certain barrier.

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I think we really are, you know, let's say you're a local gym, all right?

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If you're a local gym and you're spending, call it $10,000 a month on ads, you're reaching every single person in your radius multiple times a week.

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And so that's on one platform.

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And so you're like, okay, in order for me to scale this, it's not really about doing more or even doing that better.

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It's like I've saturated the crap out of the eyeballs here.

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Well, that's when doing something new will yield a higher return and get a better return on effort.

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And so that's where like, okay, maybe I'm going to start doing an outbound or I'll start doing the paid ads, but just on another channel.

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I'll start running YouTube ads.

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I'll start running Google search ads.

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I'll start running display ads.

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I'll start doing direct mail pieces.

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I'll start radio ads.

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Like there's a number of things that you could do in terms of other channels, but they would be new.

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And so this is the thought process that I have when I approach that, which is if you could double the sales of your company and it would take a year, would you do it?

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But you had to wait a year before they doubled.

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Most people would say yes.

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You had to invest, call it half a year's profits in order to getting your business to double.

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Would you do it?

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Yes, that'd probably be a really good return on investment.

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If you put half a year's profits and you double the business, you're getting a 200% return.

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That's awesome, right?

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And so the thing is is that people start something new

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and they spend one month of ad spend and they say oh It didn't work.

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I lost money Wow, like I'm gonna stop but the reality is

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that it's gonna take you three months six months sometimes 12 months to get the

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that return to actually pay off and What I mark is progress not the dollar

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so it's like okay first are we getting clicks?

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Okay, we're getting clicks Okay, are we getting opt-ins?

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Okay, we're getting opt-ins are the options? we're getting the right type of people that we're looking for.

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Okay, yes.

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Or if they're not, then we start tweaking the messaging, we start tweaking the funnel until we get the right people.

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Okay, now we have the right people who are opting in.

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Great.

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Now can we get them on the phone?

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Can we get them in person?

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Can we get them to show up to some sort of conversion event, some sales event that we can then try and sell them something, right?

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And so you keep walking, walking the dollar over the bridge until eventually it comes to the other side.

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But that takes money and that takes time and that takes learning, but it's a return on investment because if you do double your lead in a year.

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ฝึกพูดภาษาอังกฤษด้วยเทคนิค Shadowing จากวิดีโอ: 663

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