What's Happened Since I Sought Help Building My Empire

Question for you. Who's listening? What's that one thing in your world that you really need to do that if you were able to do it would make a huge impact in your business.

And you are inflicting pain on yourself because you are unwilling to focus on that one thing.

You're listening to Freedom fastlane presented by capitalism.com this is the show about building businesses and investing the profits so that you can live life on your terms. And now your host, the future owner of the Cleveland Indians, Ryan Daniel Moran.

Hey, fastlaners Ryan here. Welcome to the show. Before we jump in, I wanted to personally invite you to join us at the capitalism conference this December 7th, 8th and 9th. This is made for physical product sellers, Amazon sells sellers, entrepreneurs with a big vision, people who are building something bigger than themselves. It's for entrepreneurial empire builders. If you are building something with at least a seven figure potential, probably have even bigger sight set than that. You understand the importance of dialing in your marketing and sales and you're investing in things that give you cash flow and things that produce wealth over the long term. Then you need to be at the Capitalism conference because you are going to be supported in each of those three areas. We brought in some of the best advisors in the world, including celebrity keynotes like Daymond John Russell Brunson Kimball Musk, the founder of the Honest Company, all those people that you want to hear from who can also come back and give you the playbook to getting the results that you want. Whether that is building a million dollar company, $1 billion company, or just having an extra 10k a month in passive cash flow so that you can live the lifestyle that you want. They're all gonna be there advising you at the Capitalism Conference. So I'm inviting you to join us this December 7th, 8th and 9th in Austin and you can grab your seat at TheCapitalismConference.com.

Hey fastlaners Ryan Daniel Moran here. Welcome to the show. And every once in a while I like to give you kind of a peek inside of my private conversations because as you know, I am a fan of seeking out mentors. I pay a lot of money for coaching and consulting and staying ahead of the curve. I spend hundreds of thousands of dollars on mentors and staying ahead. And someone who has become a mentor in a certain very specific part of my life is Jeff Woods. Jeff, I would say we're kind of mutual mentors. I mentor him on some things and vice versa. But I like to check in with Jeff, really how I am doing as A leader and how I am moving my vision forward. His mentor is one of the richest people in the world and one of the most successful people in the world. And I have really benefited from hearing about his conversations with Gary Keller, the founder of Keller Williams Realty. So I check in with Jeff on about an every other week basis, both as a friend. Sometimes it's at the gym, sometimes it's at one of our houses when our. Our daughters are playing together, and other times it's in a little bit of a more formal setting. So in this case, I fire up the microphone and asked Jeff to sit down with me as an update, because a couple of months ago, we did a bit of a deep dive into my business, and he kicked me around and beat me up pretty good. But the actions that I took on the other side of that have really made a difference in my company, and it's continuing to have that effect now. Progress always feels so slow on the inside, but to the outside world, when you're doing things right, it looks like things happen really quickly. What I experienced was when I took some of Jeff's advice, I started seeing my own internal results really quickly in my business, and the outside world said, what the heck are you doing? So I wanted to share a little bit about an update of the actions we took as a result of the last meeting I had with Jeff. And also, you can kind of consider this my second check in on the vision of what I am building in terms of my $100 million empire. So I hope you enjoy this update and this second butt kicking that I got from Mr. Jeff Wood.

Hello, everybody. Welcome to Freedom Fast Lane. This is Senator Bernie Sanders. I'm here with the one thing's Jeff Woods. Jeff, tell us how to pay more taxes.

I'm honestly at a loss for words right now.

Yeah, that's how we roll here at the ffl. What's going on, everybody? Ryan here. I just put Bernie Sanders in the closet where he belongs. And.

Today we're back with Jeff Woods. And one of the most popular episodes I've done in a long time was when I sat in his office and he kicked me in the rear end and told me I'm focusing on the wrong things and made me answer my own questions. And so we're back for round two.

Yeah. Yeah. And for those of you who reached out and said, you heard the episode and the impact that it made, I appreciate that. You know, it's. You feel like a lot of people listen to stuff and then they don't actually take Action.

No, never.

Yeah. So I honor those of you who actually listened to the episode and did something about it. And for those of you who reached out, thank you.

Yeah. So you asked me an interesting question when I saw you last in person, because I was telling you the kind of the update on the progress, and you said, how long did it take you to make that progress? And I said, time wise, it was very minimal. It was very minimal to be able to push over that domino. And I was telling you for people.

Who have no idea what you're talking about.

What are you talking about? Yeah. So on our last episode, we concluded with my one thing. The focus of building my empire needed to be hiring a savage marketing director and then probably a content director next. And what.

But you're only going to focus on one, right?

And it was the. It was the marketing person.

And how long did it take before you were making meaningful progress there?

Like 48 to 72 hours. I mean, as soon as that became the focus, it became. It became easy.

So let's pause. How long have you known that you needed a marketing director?

18 months.

18 months. And how long have you been taking some level of effort toward finding a marketing director?

18 months.

We have a conversation, you get clarity that that is the one thing that you can do that if you were able to do it would make everything else easier or unnecessary. And what took you 18 months to get nowhere, you had meaningful progress in 48 to 72 hours.

Correct.

Question for you. Who's listening?

What's that one thing in your world that you really need to do that if you were able to do it would make a huge impact in your business.

And you are inflicting pain on yourself because you are unwilling to focus on that one thing.

What if somebody doesn't know what that is?

Then your one thing is to find out what the one thing is.

Because I think most people have so much sh. Junk shajunk going on and there's so many distractions of what you could do. The idea of actually identifying what that lead domino is, is it. I think that is what keeps them distracted or that that is what keeps them stuck and focused on things that don't actually matter. So what do you do about that?

Well, ask the focusing question. What's the one thing I can do for my business, my personal life, my health, whatever that area is, such that by doing it, everything else is easier or unnecessary? And we'll break it down because it's. It sounds like such a simple and basic question, but it's profound. In terms of when you break the elements down.

So I want to ask one more clarifying question that I need round two of your absolute punishment, and that is, can you focus on multiple areas at the same time? I have a one thing in health and a one thing in business, or did you recommend reserving?

The answer is yes and no. We all have more than one thing. It's one of the greatest misunderstandings of the one thing. Your one thing for your business might be different than the one thing from your relationship, from your health. Can you focus on them simultaneously? No. You can focus on them sequentially, even.

In health and business bidness.

Well, let's.

I just combined fitness.

Simultaneous is you are trying to do it at the same time, right? You're not going to be doing the one thing for your health and doing the one thing for your business at the same time. Most likely, it's the idea of counterbalance. When you are focusing on business, you are all in on business. And then when it's time for Ryan to go to the gym, you are all in on going to the gym. Success is not simultaneous. It's sequential, one at a time. So you can have one thing for each area of your life. Like, we, as business owners, we got a lot more than one thing we need to do and we're going to end up focusing on more than one thing. It's. Are you focusing on one thing at a time? And are your priorities in order of priority?

That actually makes a lot of sense. Thanks for that. High five.

High five.

Okay, so where we left off last was, you know, basically I told you and we were talking about this over brunch today. I've got, like, I have. I have something and I have a vision of where I want to take it. And chunking it into what I need to prioritize right now is a constant challenge for me. But I know that kind of in the. The next stage or level for me is really learning how to build and. And manage a team or finding that person who has experience doing that so that I'm freed up to continue to be crazy entrepreneur. And where we left off last time was we identified that one role. The story is I hired that role. I found the person that I was really sold on. And the day before they were scheduled to start, they. They called me and said that they had a change of heart because of when they left their other position. The company upped their game on keeping that person. And so they decided to stay where they were and take the promotion or the new role that was created for them. I wish it had happened earlier in the process rather than the day before that person was scheduled to start. But now I'm. I'm back in the search, and we have some other really awesome candidates that we're going through, so I still have a ton of momentum there. We also have other positions that we're starting to source.

Can I stop you?

Yeah, please.

After our last conversation, what was the one thing that you needed to do? And you didn't earn the right to focus on anything else until that one thing is done.

But. But I did.

I'm here.

Then. And then.

Okay.

And then the day before.

Sure. You're asking, what do you. Where do you need to go next? Yes, I'm asking you the question. After our last conversation, what was the.

One thing hiring that marketing savage.

No blame here. You did all the right things. Is that position filled?

I can tell you that there's an offer in the works if nobody can.

See your body language.

There's things I can't say publicly yet that if we weren't recording. Yeah.

Okay.

Have you earned the right to shift your focus to the other position yet, or is there something you can be doing to solidify this position?

I think I have earned the right to move on.

Fair. See, this is why I'm asking.

Yeah.

Good. All right, next.

Tell me what to do now.

So I can say that as a result of. Of going through this process, I'm learning how to hire. I have also learned how to fire in the last year, so I'm getting better. But I think I hallucinate that. My. That this period of my career is learning how to acquire talent, how to. How to put people in place in order to build out the vision.

Did we talk about the purpose of a goal?

I don't think so. I'd like you to tell me.

Yeah, this is good. I was in a mastermind with my partner, Gary Keller, and he looked at the room and asked the question, what is the purpose of a goal? And the room gave lots of different answers. And he said, it's quite simply to be appropriate in the moment.

The purpose of a goal is to be appropriate right now, to have a vision somewhere out in the future so that you can look back on this moment right now and ask, how do I show up as the highest version of myself right now? Now. Slight deviation. Most people set goals that they think are doable, meaning they're within their comfort zone. They're within their current skill set. They don't require a change. It's inevitable. It's checking the box. That's not where extraordinary results lie. Then you have people who will set stretch goals, meaning it's on the outer edge of their comfort zone, and yet it's still within their current skill set. It's uncomfortable, still doable. That's not where extraordinary results lie. You're a bigger thinker. You ask bigger questions. You find bigger answers. You're already. I already know. Some of your goals are possibility based goals.

Right.

They are beyond your current comfort zone. They are beyond your current skillset. The idea of being able to have a platform where you could sway elections, that's not a done deal right now. Right. So that's a possibility based goal. If people don't decide their futures, they decide their habits and their habits decide their futures. What are the habits you need to acquire right now to automatically carry you to those possibility based goals?

Mm.

I don't know. An appropriate answer.

Yes. And then I get to ask you a different question. Okay, so now put your hat on. And if you did know, what would they be?

Okay. Yeah. Well, I mean, the thought, the thought pattern I'm having right now is if you're going to have a platform that influences 10 million people, which is what I want capitalism.com to be, if that's the case, then the gap is putting the message or getting the message to resonate with 10 million people. So the habit would be experimenting with different messages or ways to communicate the message to see what hits pay dirt.

We need to go further out.

Okay.

What do you want your role to be in capitalism?

Oh, to me, that's easy. I want to be freed up to come up with ideas, to network and to lead the message of the company.

Does content generation fall under that?

Yes, because that's the message of the company.

Okay, so if you, you want to keep that job.

I want to keep up the job. As long as I am not the content director.

Coming up with the overall strategy of sharing the message is not what I want to be delivering the message is what I want it to be.

Fast forward 10 years, capitalism.com is, has accomplished the goal. Yeah, you're able to, to make that type of an impact.

And you get hit by a bus.

Yep.

What happens to capitalism.com?

Well, hopefully it pays for my medical bills for me to get better from being hit by a bus.

Jeff, you get hit by a bus and you're gone.

I don't really care what happens then. I'll be dead stonewalled right here. There is no making Jeff woods laugh. Everybody. No one no, you cannot make Jeff laugh. That's the challenge. You'll see him at the Capitalism conference this December in Austin.

That is so not accurate.

So I'm just gonna tickle you.

I wish we had video of what just happened. So my ninja still, what was the question?

Ten years out.

Yeah. Okay. I get hit by bus.

You get hit by a bus, you're out of the picture.

Yeah. So capitalism.com continues so long as there are other people leading a complimentary message, which is happening, which is in place, which is moving. Your question was, what do I want my role to be? I desire to spend my time continuing to lead a message, continuing to lead a portion of the audience, continuing to come up with ideas and to network.

Here's where I was digging and sifting through is. Had you thought through? Most business owners build a business that they end up being shackled to.

Yes, I understand. I'm there.

Do you remember Gary's definition of a business owner?

Yes. It does better when you don't show up.

You can step away from your business and your net worth goes up. Right. So I'm hearing you say you still want the messaging, the ideas to come for you to play a role in that. I'm also hearing you say it's important that it not be required, that it comes correct.

As soon as it is required, I lose all energy.

Okay.

I can lead a great message. The minute I'm required to make a great message, all the creativity comes up. I am a. Okay salesperson. But the minute I am required to sell, all energy comes out of it.

So I'm hearing there's a few habits that are important that you acquire. One is around the ability to message effectively.

Yes.

And the other is around being able to bring talent into your organization and get them to the point where they can exceed you in your skill set.

Correct. 100%. I feel like if they are not better than me, then something is wrong. Like one of us is unnecessary for.

Purposes of this conversation. If you could only do one of them.

One of those things that I said.

If you could only acquire one of.

Those two habits, I would say, oh, one of those two habits.

Yeah.

Leading a message or leading people. Yeah. Leading a message.

Okay.

Scale of one to ten, where are you right now? One. Terrible ten.

World class at leading a message.

Yeah.

Six and a half.

Okay.

What will it take for it to.

Be a 10 to be freed up again? So I can. I can tell you this. When my. When I'm freed up to do that, I'm really good.

What will Free you up?

Two things coming off my plate. Sales and people.

There were two habits.

Yes.

What's the one that makes the other easier or unnecessary?

Sorry, I think my brain just fried.

I need you to tell me this one because my brain is now a mush.

One was you can develop the habit of delivering a great message, great content. The other is being able to bring the right people into your world so things run without you.

Yep.

I'm not saying you only have only get to do one. This is a matter of priority and clarity. What's the one that makes the other easier?

The answer to your question is bringing on the right people to free me up, to go lead the message.

So this is what's really cool, you know, it's great.

I'm sorry to interrupt, but, like, as soon as I said that, I felt like this relaxed in my body.

Ain't that interesting?

Yeah.

Here's why we're having this conversation for all of you. Getting clarity on the priority is hard. It's tough to read the label when you're inside the box, your own life.

And it's just easier to keep doing what you've been doing because it's comfortable, right? Yeah.

However, getting different results is going to require different what?

Habits?

Yeah, habits, actions, ways of thinking.

You can go on a road to mastery in both of those.

Creating amazing content that moves the world and also being able to attract amazing talent in your world and coaching them to their possibilities. When we went down the content rabbit hole, you realize that the thing that's actually holding you up is you don't have the people around you, but getting the people around you is the other habit. Just for the purposes of this episode, let's zero in on that.

On the people.

Yeah. Can we have that conversation?

Hey, guys, this is Ryan. We're gonna take a quick break and we'll return to the show in a second. Hey, fastlaners. You all know that I made the majority of my wealth by building, scaling, and selling physical products companies. And now I run a fund and a firm that purchases them. And when we want to grow our businesses, we heavily rely on the services of Viral launch. You've heard them on the show before. I'd highly recommend that you go and listen to the episodes with Casey Goss because they have more data about what's working on Amazon.com, what products you should sell, how you should optimize your listings, what keywords you should go after. They have more data on that stuff than pretty much anybody else on the planet. So we rely on Them to look at markets we should go into, what products we should release, and I would recommend that you at least check them out. And when you do, use the coupon code capitalism to get a fat, hefty discount. We use them pretty heavily as a tool in our tool belt alongside just about everything else that we talk about here on the podcast. So head over to viral-launch.com to check them out and when you decide to test them, use the coupon code capitalism at checkout to get a big hefty freedom fast lane discount.

What's the one thing you're not doing that if you started doing immediately would transform your ability to attract and retain talent?

I. I come back to two. Can we war game those two?

Those two? Yes.

One is publicly saying the type of people we're looking for, the roles we're filling. Okay. Because I know we would be able to. I know people reach out as soon as I make that public.

And the other is getting clear myself and communicating the clarity of the end zone. And I have it written, but my temptation is to change it and get.

To modify it.

If you could only do one, which makes the other easier.

The end zone.

The end zone.

Right.

If you don't communicate the end zone to the public, you're not going to get the right person coming to you. Right?

Yes.

Okay.

All of this. Do you feel like now that quote, let's assume that this marketing director person who is anonymous at this point in time pulls through, they're on board. Do you feel like you've earned the right to shift focus to that next thing?

There's one other bottleneck that sometimes stands in the way, and that is.

I am the sole driver of revenue of the company.

So in a way, I'm listening to your words. You're shifting focus.

What you mean you're shifting focus away.

From the marketing director? You just started talking about revenue.

Yeah.

What I learned from Gary about hiring, the interview process, getting to the hire, that's when the real interview actually begins. When they accept your offer and they show up for work. That's day one of the official interview.

I see.

I see what you're saying.

You've done all this dance of trying to interview him, check references, asking him questions. You don't actually know if they're the right person until they've proven they're the right person.

I see, I see. So what I'm hearing you say is.

You haven't earned the right to shift your focus.

I'm checking the box. I'm checking the box without following through. Yeah, I see what you're saying.

Right.

I just assume put the right button seat and get out of the way, and I'm doing that too early.

Well, and all of this is tying together. You just said part of this is you getting clarity on what the end zone really looks like.

What does the end zone look like for this marketing director? We fast forward 90 days of them being in business with you. What have they done to prove that they are the right person to actually earn the job?

Okay. I would say they have hired one, a player.

That will be under them.

Can we pull back just to make this easier to consume from the people who are listening to this, what are the two to three things? They have to be able to do exceptionally well otherwise they get fired.

This marketing lead.

They have to.

Be able to.

Wow. The two things.

Two to three.

Two to three things.

It could be four. What are the things? The true priorities. You're firing them if they don't knock these things out of the park.

Okay. They have to be able to.

Acquire leads and monetize those leads. They have to acquire leads profitably. They have to be able to.

Optimize conversions of offers.

Give me a piece of paper.

Really?

Yeah, I'm taking notes.

Right on the back of this envelope.

Okay. So acquire leads profitably.

Acquire leads profitably. Optimize conversions for offers.

And.

Build.

I'd call it distribution channels.

What does that mean?

Distribution channels would be an army of affiliates or an army of. An army of eyeballs. I'm agnostic to the path.

It's just.

Do they have an army of eyeballs where we could distribute a message or a launch or something like that?

So I'm just gonna let you know the accountability 2x4 is coming.

Oh, boy, Here we go. Okay, I'm listening.

Did we talk about this in the last episode?

Yes. Yes. And they were acquire leads.

No.

Yes, they were.

Ability to acquire leads for a dollar.

No, no, no, no, no, no, no, no. We changed it. You said dollar, but it was. It was just. We scaled it to profitable. I don't care what we're acquiring as long as we're paying for it.

And. Excellent answer. You reserve the right to move the goal post as long as it's clear that that is the goalpost.

Okay, understood.

My question is, how will you know if they're acquiring leads profitably?

Well, that we can simply.

Okay. Do you have a cap on the ad spend? You're willing to let them play with.

$250,000, so you're gonna give them a Quarter mil.

And they have to be able to generate $2,000 or $250,001.

Correct. Cool. Okay.

Is there a specific sales channel you're looking for for this to be done, or can they decide they're gonna go do Instagram influencers?

If they want to do Instagram influencers, they can do Instagram influencers.

So they have free reign of where they want to spend it.

Totally.

If they want to do direct mail, Absolutely. Quarter of a million on podcast advertising.

Yes.

Cool.

He's writing.

All right. Optimized conversions for offers. How will we know if they win a gold star at optimizing conversions for offers?

If at the end of 90 days they have beaten our control on our offers.

And.

I. And. And the message is not about me.

How will we know if the message is not about you?

What does that mean? Yeah, yeah. If.

If a customer buys and they don't.

Know my name, how will you know?

Oh, I don't know.

We could ask them if. I am not.

Are you firing them? If they top grade your conversions and every single person came because they've been listening you forever and they just asked you?

No.

So is that really one of the.

I guess, things they have to be.

Able to do exceptionally well?

No, no, no.

Crossing it off the list.

Okay, well, no, they need to be able to optimize our conversions.

Okay.

The piece that I'm willing to remove. Is that.

Without you.

Yeah.

Erasing my pencil. My pen. Cross.

Okay.

All right. Build distribution channels. What will they have to do in 90 days?

This is hard.

In 90 days, they will have had to recruit at least 10 affiliates.

For a product launch of their choice.

Okay. If they recruit nine, are you firing them?

No. No. So the actual is.

Do they do. Can they. Can they produce a half a million dollar launch for a product of their choice.

In 90 days or less?

Yes.

If they do $499,999, are you firing.

I can tell you if they did less than 250,000. Yes. They would be fired.

$249,999.

Yes.

Cool. So there's the number. Ain't that interesting how that just got cut in half?

Yeah.

Now, here's again.

And I don't really care if it's affiliates or not or if it's cold traffic or what.

So let's, for example, purposes, talk about the person that you thought was the person, but then they ended up backing out.

Yep.

Were they clear on the fact that they were going to have a quarter million dollars in ad spend that they were going to have to create profitably.

Yes.

That they would have upgrade your existing conversions and beat the control. Were they clear on the fact that they would have to.

Do a product launch and get at least a quarter million dollars in revenue in the first 90 days, otherwise they'd be fired.

The 250,000 changed because the it was about affiliate recruitment, not about revenue generation. But the others were very clear.

On a scale of 1 to 10, where 1 is terrible and 10 is you knocked it out of the park, how good of a job did you do when you were interviewing them to test that they could do these things?

6.23.

So 6.23 would be a 62.3%, which would be a D minus.

Are there any conversations you need to have with this person that you're currently considering right now?

Yes.

When would be a good time for those conversations to have happen?

We're meeting today.

Awesome.

Yeah.

Is there anything else that's more important than that?

Apparently not. Jeff.

This. This is like a. How often do you do this exercise?

Every week? This is like when we talk about that membership. I'm asking these questions every week. Like, we have a model that we follow. So every single week, you have absolute clarity on what your priorities are. And you know what number one is. You know what number two is. You know what number three is, meaning number two does not get done until number one is done. If you're operating in a vacuum and how do you actually begin to control your time, your calendar, how do you start saying no to existing meetings, existing things on your schedule, because you actually haven't earned the right to honor that commitment.

Hmm. Okay.

Hey, guys, this is Ryan, and I wanted to take a quick second to talk to you because I know that you listen to the show because you're a different type of entrepreneur. You are building something. You probably run multiple projects. You are beyond the point of trying to make a little bit of side money. You are thinking about the long term, and you are thinking about which of your projects is gonna be your empire. You're starting to think like a real business. And you're also looking for investment opportunities that are going to grow your wealth, are going to increase your cash flow, and make you free for life so that you can live life on your own terms. I know that's you because it's also me. And that's why we hang out. And if I'm describing you, then I'm encouraging you, inviting you to grab your ticket to the Capitalism Conference. We've already announced a bunch of our celebrity keynotes who have built hundred million dollar and even billion dollar empires. We're bringing in a panel of investment experts that are going to talk about cryptocurrency and what's going on in the economy, as well as some marketing and sales experts which specialize in physical products and online brands so that you can grow your business beyond seven figures, scale to eight figures and even plant the seeds for the nine figure hundred million dollar empire. I know that you've got your sights set on something big and all of my big breakthroughs have come from events, but I was always frustrated with the types of events that I went to because I thought it was mostly small minded people and there wasn't the ability to pick the brains of the individuals who have really built something great. So if you want the Playbook to building an eight or a nine figure business as well as the Playbook to building a team that build your business for you and grows your marketing and sales channels bigger than Amazon, and you want passive income and to pay less taxes and long term wealth from your investments, then this is a can't miss, must not miss event. These tickets will sell out. So go to TheCapitalismConference.com to grab your ticket and reserve your seat. This is the only place where you're going to be around big level entrepreneurs who have built something and are coming back to give you the playbook. And if you get one of our elite access passes, you'll actually get out of your seat and go with the speakers backstage and meet with them one on one. This level of access does not happen often. We do it once a year and this year it's December 7th, 8th and 9th in Austin, Texas at the Capitalism Conference.

Another question. I know how valuable this is for me.

When you have others on your team.

It would be a different company if everyone on the team is doing this process.

So how do you oversee that or how do you encourage that?

Yeah, by the way, earlier when you asked like what do we want to be when we grew up? And this is part of it, I'm realizing I'm training to the individual right now. What would it look like if instead I was now saying this is the corporate implementation, which is why like I'm talking to Fortune 500 companies about this. Ultimately it comes down to having a model and a system you can follow that scales with this, which we have. So we call it a 41 1, right? Single sheet of paper every week. I know what my priorities are for the year, the month, the week. I then show that 411 to Jay. I give my 411 to Jay and Jay holds me accountable to it. He pokes holes and makes sure that I'm clear on my priorities. My assistant gives me her 411 and I every Monday am walking her through and making sure that she is clear on what her priorities are. At the end of the week, we're having conversations around and I say this publicly when we do the One thing podcast and everything. So I don't feel bad saying it here, but we'll sit down and be like, hey, you had two things that were on your list for this week. Just two. Two things that really mattered. You got number two done and not number one. Talk to me about that. How is it what got in your way that the single most important thing that you needed to get done did not get done? Why did that happen? Is it a training issue? Is it a skill set issue? Like, where is it? My job is to coach you to your possibilities. So let's have that conversation.

I know what happens at our company is one person's requests on someone else took them out of that mode. Like one person's one thing required them to get someone else on board and which is really takes them out of.

Focus, which is really a communication challenge more than anything. How do you teach people to learn to say no for now? How do I say yes? Ryan, I would love to support you. And this morning brunch, I was like, I got the kids this weekend. And you're like, yeah, great. Would love to have brunch. This is daddy's only. So next. Let's do next weekend.

Right?

You still said yes to me, but you also said no at the same time.

What does that need to look like in your team?

I understand. Yeah, I understand. Tell me what. Tell me about this. Four, one, one. Do you have. You have this in like your members areas?

Yeah.

Cool.

It's kind of that. This is when I was talking to Russell Brunson about this. The idea of you first and foremost have to have clarity on where you're going, right? Like way out there. What's your vision? Because otherwise anything will do. How do you know what's a distraction? A shiny object versus something that's going to line you up towards your goals. Same thing with your year. You get clear on what you need to do this year based on that. Do you have absolute clarity on the handful of things you need to accomplish this month to be on track for the year just to feel like you're on track based on that? Once you get clarity on the month. What do you need to accomplish this week to be on track for the month? That's where the accountability goes through the roof. Because you end up looking up and going, no, these are the three to five things I need to accomplish this month. I only got four or five weeks in the month. It becomes very clear when you are on track to hit your goals and you are not.

So the 411 is the four things you're going to get done this year?

No, 411 stands for four weeks, one month, one year. So it's about getting clarity on your priorities for the year. Based on that, what are your priorities for the month. Based on that, what are your priorities for the week? And that's what drives your calendar.

What is the four four weeks? Four weeks, one month isn't the same thing.

Four weeks, one month, one year. That's what 411 stands for.

Oh, okay. Got it. Okay.

But this is what Gary has used for I don't even know how long. He's just hyper clear on where he's going because he goal sets to the now, not deciding what he's gonna do now to hopefully line him up. He goes to the goal, he goes to the destination and sets it backwards to the now. So there is absolute clarity that when that shiny object pops up, it just gets smacked away just like your thing. Until you can sit down with this person who is the candidate for the marketing director position and fully vet that they can do these things at a world class level. What else matters and what do you.

Do with the rest of the ideas that come up? Because like the thing that makes us genius as entrepreneurs is we have all these ideas. You just put them in a backlog.

Yeah, you have. And that's part of the system, is that what gets put on the front of the 4 1, 1 are the inherent true priorities. If you look at the back of mine, it is a laundry list of great ideas. And 80% might my to do list. All that 80% stuff that doesn't matter, but that still needs to get done, that goes on the back.

Man, I.

Think so I said this on the last time we hung out, which was I feel like 80% of my job is telling people what not to do. And.

I'm realizing how much I do it of how much I have the direction I need to go and how much all the other things distract me from doing that. Like with a physical products business going from 0 to 1 million or 1 to 10 million, I know exactly what to do. But when it comes to building the platform, I don't necessarily know what to do.

You know what the difference is between those two?

They're different businesses.

Zero to a million is about the what and the how.

Yep.

You can still be the person that's driving that. Telling people what to and to not do when you're going from seven to eight figures is when you're suddenly talking about a system which means you no longer have direct control over everybody. Do you remember what our definition of leadership is?

No.

Teaching people how to get what they need when they need it. That doesn't mean you do it for them. That doesn't mean you tell them. How do you teach people?

That's interesting because I have. I have run eight figure companies, but it has always been.

It has. The eight figures is immaterial. Right. There was. There was not a system. There was. Ryan can sell.

You got there entrepreneurially, Right?

Exactly.

You relied on your current skill sets, your natural talents, abilities, and you jumped out of the airplane and you built the parachute on the way down.

And I feel like I could do that again and I could teach someone else how to do that. And I do. But I. But I would not know how to tell someone. Here's how you get to eight figures and remove yourself from the process.

That's where you shift from being entrepreneurial to being purposeful. And the only way that happens is when you start incorporating models and systems and you start teaching people how to think so that they can figure it out on their own.

When you reflect on all the time you spend with your team, how can you start asking questions instead of telling them what to do so that you actually teach them how to think?

I think the first is that would require me to meet with them more often or. Yeah, that would require me to have better communication with them because right now I just expect them to work in a vacuum.

And that's getting you to a certain ceiling of achievement.

Yes.

And you want more.

Yes.

Which is going to require you to do what?

Do different things. Jeff.

There you go.

Okay. My brain hurts.

All right, so let's recap because we went all over the place. First and foremost, walking away from this conversation. What's the one thing you absolutely must get done?

I need to walk into this meeting with a clear. With a list that we just went over.

And vet this person for those things.

Okay. The question you can ask yourself between now and them coming is how will I know if they win a gold star at this or it's a 10 out of 10. Just like it has to be super specific and measurable to the point where if you wrote it down on a piece of paper and then you jumped out and got hit by a bus, somebody else can enforce it.

Understood.

Cool. What's the next thing?

Next thing is I'll meet with that person. Okay.

What happens if you ask some questions and you're not convinced it's a good question?

I don't know. Wait.

Ask them to make a different proposal.

Look for other candidates.

Depends on the severity. Like, do you just need to go deeper? Are they the wrong fit? Like, those are two very different outcomes.

When would you like to find out if they're the right fit? Now or six months from now?

Today. Now.

Okay.

I know you're all jizz or jazzard about to use your word.

I still have my baker's pants on.

I know you'd love to lock this down, huh?

Yeah.

How important is it that you get the right person?

10.

Okay. Are you prepared to have that meeting with them today?

Yeah.

Are you?

Yeah.

What are the two to three things? They have to be able to do exceptionally well, otherwise they get fired.

They have to be able to monetize at least $250,000 within 90 days. They have to be able to acquire leads profitably. And that was two. I don't remember what the third one was because you turned over the envelope.

And what specific questions will you ask them to self discover if they can do those things?

When have you generated $250,000 in a 90 day period? And how would you apply that to now?

I haven't, Ryan. I haven't done that level before. I know how to turn. I know how to start a funnel profitably.

Have you ever taken it to affiliates?

Yeah, I've taken things to affiliates.

Okay. I would structure the conversation around. Is it worth. Is it a reasonable bet that this strategy would apply to a launch and then, you know, within 90 days? Okay, I feel confident with that. Okay. What was the one I missed? Of the three.

How long till they're here?

Two hours.

Okay.

You ready for that meeting?

Yeah. Yeah.

The entire audience is going, no.

Well.

You got two hours. I saw what you can do in 48. I'm confident.

Okay, Right. Yeah. Well, think.

To think through the questions. This is, this is part of the interview.

You know what's funny, Jeff, is, is my brain is already trying to go, yeah, got it. I got it. What's the next thing? And you're not ready like it is. I am so wanting to move on and to see the whole picture and I say that because I know I'm not the only person who is like, yeah, I'll do this and then this and then this, and like, you just think it's done.

The. The difference between doing that, which is normal and is probably every single person who's listening to this is they'll find a good, maybe even a great person.

And that person's ceiling achievement is not high enough to the point where they could build an empire inside your world. The difference between that and doing what's required to truly sift out is this person that not only they're gonna be able to knock this out of the park. I won't even have to ask these questions anymore because they're better than me there. It's actually going to be uncomfortable for them to be in my world because they're going to be thinking so much faster ahead of me that it's going to require me to get comfortable being uncomfortable to catch up.

Yes.

That's the person that builds capitalism into what you want it to be.

Gary Vaynerchuk was right. It's about people.

Yeah.

There's no algorithm.

So what's the one habit you can acquire that would automatically carry you to.

That goal.

To the goal of capitalism being what it could be?

Yeah, well, you said it's about people. So what's the habit you need to acquire to be amazing at bringing people in your world and keeping them.

Being absolutely crystal clear on the end zone and communicating that publicly.

And communicating that internally and holding account the team accountable to building that?

Are you absolutely crystal clear on what this person needs to look like? 10 out of 10.

Oh, wow. I thought you were gonna ask, am I crystal clear about the end zone? And I was gonna say, not every day.

I'm boiling it down. And now you got 1 hour and 57 minutes.

Okay.

I have some journaling to do, but I feel well prepared for those journal notes. Yes, you do. There you go. Thank you for that.

If you would like to have your rear end kicked by Jeff.

That'S amazing.

You can meet him at the capitalism conference this December 7th, 8th and 9th.

I need to make a point here. So I remember Gary saying that to live an extraordinary life requires that you master something. And it really only has to be one thing. I then asked the question, when I look at Gary building the largest real estate company in the world, what are the habits that he acquired? And it was really two. One is the habit of being in relationship with amazing talent, so that there was just always this flow of amazing people around him. And the second was the habit of coaching them to their possibilities. Once they're in his world, how do you keep them? Well, he keeps expanding their mind. He keeps showing them that their ceiling of achievement, that what they think is the ceiling is actually the basement.

I then ask myself the question, if people don't decide their futures, they decide their habits, and their habits decide their futures. What are the habits that I need to acquire? The first thing that I recognized was I talked a lot. I told people what to do a lot. And if I could instead learn to coach people to their possibilities by asking great questions, that would make everything else easier or unnecessary. And the one thing I could do to start doing that was every single day when I naturally would have told. Once I replaced it with a question, that was it. If I just did it one time, that was a success for the day.

That started less than three months ago. I could not have had this conversation with you three months ago. The reason I'm sharing this with people who are listening is because the road to mastery does not have to take a long time if you narrow the focus. You narrowed the focus after our last conversation, and within 48 to 72 hours, you had a qualified candidate.

Intense focus, man. So get clear on what the activity is that if you did that over and over and over and over again.

Would turn it into a habit, which would transform everything else.

Yeah.

Up top, up top.

Good work, Jeff Woods.

41 1. By the way, if you guys go to theonething.com with the number one and click on free stuff, it's there.

Oh, good. I didn't know that. Yeah, there you go. Cool. Well, thanks for hanging out with me. My brain hurts, my body hurts.

My body. My body is telling me.

Yeah, something like that. Kelly.

Working people follow you.

One thing podcast all spelled out the O N E Thing podcast or the1thing.com with the number one. And I'll be at the Capitalism conference.

You could literally follow him around.

Oh, literally, yeah, that's pretty true.

I've had that happen to me at conferences before. Yeah, that's a great story. Actually. Guy followed me around for an hour while I was on the phone with a family member.

And it wasn't weird.

And I turned around to him and I was like, what do you want?

You, Ryan.

And you know what he said? He said, I have a question about your Get 10,000 Fans program.

Which was made by Brian Moran.

So you just made.

Made me laugh. Wasn't even me. I about punched him in the face.

All right, fast laners, thanks. For hanging out with us.

Bye.

Bye. See you on the next episode and this December at the Capitalism Conference. I have work to do. Bye.

Hey, so check this out. If you need this type of coaching or mentorship in your life, the opportunity to get this from Jeff or myself or from other insanely successful entrepreneurs is at the Capitalism Conference. We are just about sold out at Capcon for 2017, but depending on when you're hearing this, you might be able to grab a spot@thecapitalismconference.com Jeff will be there, as well as Daymond John from Shark Tank, the serial billionaire founder of the Honest company, as well as the brother and closest advisor to Elon Musk, his name is Kimball. As well as a bunch of other serial success stories that you are going to learn from and be able to rub shoulders with. This is not a huge convention. This is a conference that is fairly intimate where you are literally shaking hands and rubbing shoulders with individuals who can save you 10 years on your empire. So if you want to get there faster by benefiting from the experience of those who have been there and done that, who are killing it on Amazon, who are investing for cash flow, who are running 10 or $100 million companies, this is the place. It might be the only place to get this level of access to those individuals who can come back and give you the playbook to running a billion dollar company, building a team of A players, getting into retail, killing it on Amazon, building unlimited cash flow. This is the group, this is the place that will help you do that. So go over to the capitalism conference.com, reserve your seat. Jeff will be there. You can have drinks with him, I'm sure, as well as the rest of the lineup and the other A players will be in the audience at capcon this December. I hope to see you there. Hope you enjoy these check ins that I do with Jeff. We plan on keeping on doing them. So I appreciate you as an entrepreneur. I believe that you are the change that we need in this world. So keep creating it. Keep on changing the world. I appreciate you. It's an honor to serve you. Hope to see you in December and I'll see you on the next episode.