How To Turn A Frustrating Business Into An Easy, Lucrative & Fun Business | Joe Polish & Tommy Mello

10X doesn't always necessarily need to be 10x growth. It can be 10x more for a time, right? It could be, you know, it could.

Be 10 times better connection and better happiness.

So there's many ways to get to 10x. The first thing is it takes just as much over 10 to manage tiny.

Been in this office about a decade.

Ago and I'm interviewing in my mind, in most people's minds, one of the top networkers, period in the country and the world. I was walking up, you guys are.

Standing standard Jim Pathos, I mean, Richard Branson. It's crazy how connected he is. And I said, I'm going to Vegas the other day.

He's like, you got to go talk to Chris Voss.

Never split the difference. I came to one of the Genius part of the Genius Network and just meeting Tom's bestseller, their bestseller, you name it, he knows them. He's an expert in marketing sales. He's the founder of Genius Network 2006 to present.

A lot of marketing started in 1994 and now he doesn't look at age over 30. 10x top co founder, 20 founder president.

I love marketing. Started in 2009. Amazing presence. He's on YouTube, over 150,000 subscribers. Joe Bozen, the founder of Genius ever one of the biggest high level groups in the world for entrepreneurs. He also curates the annual Genius Network event and a 100k group.

Genius Network at 100k is home with some of the most successful entrepreneurs alive.

Drew has also helped thousands of businesses.

And generated hundreds of millions of dollars for his clients.

He's been featured in Inc, Fortune, Forbes.

Among lots of many others.

Drew also hosts three of the top great marketing and business podcasts including I love Marketing text talk at Genius Network. And one of the greatest things he does is he gives back. He's a recovering addict and there's not.

Much he hasn't done. I've never talked about sniffing glue, but.

Pretty much everything out there Joe has done. And I think he's going to share an amazing story.

He's spoken at the last two events I've had.

He's going to be at the big.

Event in November called Freedom.

And I just wanted Joe to be.

Part of my circle. I wanted to be part of his circle and the wealth of knowledge, the marketing. The coolest thing about it is he started in the home service space. Why don't you tell us in the.

Beginnings, just to get started in high school, just how you had to turn your life around and then just how.

You started dominating Home service.

Yeah.

So to me, for some reason, great to be here and there's a lot we can talk about. When I hear a bio of myself that says all these great things, I also want to preface it that having.

Grown up with low self esteem and.

Low self worth, it oftentimes it's hard to take in accomplishments. And so over the years, I really tried to think, wow, I worked really hard. I did a lot of stuff, and some things have worked and there's a lot of things that haven't worked. So when I started out in business, I was a carpet clean.

And the reason I got into that business, I was an addict. In high school, I was a cocaine addict.

And in my worst state, I weighed.

105 pounds from free basing cocaine.

There was one week where I just.

Didn'T eat anything and I got as low as 105 pounds.

And so I moved away and went to college in New Mexico State University. Lived in a trailer with my father.

For a couple years, mainly to get.

Sober, not really to go to college. I just happened to go to college or while I was there.

I never got a degree in anything.

But I did start exercising and working out and I started doing sales. And as you know, it doesn't matter how technically skilled you are if you don't know how to sell something, that's challenging. So I got a little bit of sales training by selling gym memberships. Then I got a job in a.

Literally a mental hospital.

And I would drive the patients to AA meetings, Alcoholics Anonymous, Narcotics Anonymous, Anonymous meetings.

And I would sit there as an employee and I would listen to these.

People with just the most difficult challenges.

And that was my first exposure to community.

Because I grew up a very shy, introverted, scared person.

Never thought I'd teach anything to anyone.

I didn't want to public speak.

I mean, I was. It was hard to even ask someone.

Out on a date, let alone present.

Myself in front of him.

So I came back to Arizona trying to figure out what the hell I was going to do with my life.

I had a friend, I went to high school.

I had said, you know, I work.

For this carpet cleaning business.

I run the phone room. And the guy that's the owner of it, he is an alcoholic, but he did $600,000 in business last year. And I was like, oh my God, that's a tremendous amount of money. So he's like, you want to go into a carpet cleaning business?

And I'll set up the phone room.

We'Ll hire some employees after we get.

It going and we'll build a big business.

So I could make $1,500, which is all the money I had in my name. I bought a portable steam cleaner and I got business cards. That professional carpet, the plastic cleaner, whatever that means.

Right. And this is back in literally late 1989, early 1990. And I started this business with this guy. His name was Sean, and he was getting drunk every night also, even though.

He worked for a guy that was an alcoholic. And so after round two, two months.

Of just painful trying to get anything.

Done with him, I took his name off a business account. And here I was stuck with this chemicals and equipment and business parts and.

Said I was a professional. That proceeded two years of pure hell and misery, going $30,000 in debt, trying.

To figure out how to make this business work.

So back at that point in time.

That was a lot of money, $30,000. So what I ended up doing was.

I have this entrepreneurial fantasy that I.

Must be a business owner.

I want to do this sort of stuff.

I think my friend Gary Halbert, who.

I ultimately own, marketing company, since the.

World advances on the backs of its neurotics.

And there's many ways that you can go broke. One of the dumbest ways to broke.

Is doing hard physical manual labor. And not only was I doing hard physical manual labor every day I was.

Paying money to do that. I was going into debt to do that. And I think there is a distinction between people that are willing to work.

Through very difficult hard times and people that just have an entitlement attitude and want things to be easy.

Like today I teach easy, lucrative and.

Fun versus hard, annoying, layman, frustrated half, health versus half.

But in the beginning, I had nothing.

In my life that was easy, lucrative and fun. It was all hard, annoying, lame and frustrating. Sometimes it can be hard, annoying, lucrative and frustrating.

So I have this chemicals equipment and I'm just annoyed. And one day I have a friend.

Named Pat that I have another friend.

Named Patty is here in the Philly.

With me right now.

But this is a guy that I.

Also went to high school with. And he calls me up and he's like, if you want to go jet.

Skiing this week, I have a really wealthy friend who's a big real estate investor.

Yeah, this is a good story actually.

To share with anyone in business, but.

Especially people in service businesses. My friend said, you want to go on the jet skiing at Saguaro Lake.

Which is a lake out here in Arizona. We are broke.

You don't have a lot of motivation.

Let Alone any discretionary income to do anything.

I'm literally almost starving at this point and I am working my ass off trying to figure out how to make it work. He said to me, you want to go jet skiing? And I'm like, nah, I got a lot of work this weekend.

I'm just trying to make it work.

And I was starting to go to.

Night classes to learn how to get.

My series 63 and series 7 license.

So I could be a stockbroker.

Because I had to get out of this carpet cleaning business. I was trapped. It wasn't working. I didn't like it, but I didn't have any other options, so I'm going to try to figure out what else to do. So I told my friend I had.

The other kango, but he mentioned he had this wealthy friend that had this business. And so I said, well, you know, yeah, maybe I'll come out and go.

Downstairs a little bit.

Because I was like, maybe I can talk to the rich guy and he can give me some advice. So I drive my piece of crap.

Pick up truck out to Squirrel Lake. It's hot as hell in the middle of summer in Arizona like it is right now.

At the time we're recording this and I have a chance to sit on the tailgate of a pickup truck with this rich guy.

My friend Pat and this rich guy's other friend were out on the two jet skis.

And so I said to him, I.

Said, I hear you do really well with business. I have a small carpet cleaning business.

And I'm looking to get into another business because it's just a really difficult business.

I was wondering if you have any advice on what sort of industry I could go into. And he said, well, is there anyone.

In this business that you're in that's making?

I said, well, there's a couple companies.

In the Phoenix area that do over.

A million a year and that's a lot of money to me. And he said, well, if there's other.

People that are making money in this business and the industry you're not, there's nothing wrong with the business you're in.

There's something wrong with you. I was like, well, no, no, I've gotten certified and I'm trained. A lot of these companies do bait and switch advertising and I do a really good job. I care about people, but they've got established for a long time and it's, it's difficult.

And he said, look, young man, he goes.

And I also told him that I.

Had spent the last couple of years getting certified and that I didn't.

So I told him about that and he said, well, look, young man, you're like most people.

You think the grass is always greener.

On the other side.

And he goes, if you think you're.

Going to go into another business or.

Another industry without learning how to make a business work, you're going to repeat the same bad business, how to set.

A point caused you to be a failure like you're having right now in your own business. I was like, well, shit, that's not the motivational talk that I wanted.

And I still made excuses.

I said, well, yeah, but a lot of these companies have been around a while.

They're willing to do things ethically that.

I'm not willing to do. They do high pressure selling. He goes, look, what you need to.

Do is you need to learn fundamental business skills.

If you can learn how to make.

A business work, then you can take those skills anywhere.

He goes, if you try to learn.

The skill skills of another industry, you're going to spend another six months, another.

Year, another two years learning the technical skills of another business.

You can go out and repeat the same bad business habits that cause you to be a failure in this one.

So that really he wasn't giving me, I don't remember this guy's name at the time. This was the most instrumental conversation I ever had with anyone else that changed the trajectory of my business. I now call those types of people.

Or events or, or those dominoes, the first dominoes.

So it's the whole, when the student's ready, the teacher appears.

He didn't say anything that probably someone.

Else was not saying to me or.

Books that I was reading or cassette tapes because back then there was no Internet.

I wasn't listening to night, you know.

Come in programs and cassette tapes and things like that.

But what I did when he said.

That to me, I made a commitment.

That I'm not going to get out.

Of this business until I figure out.

How to make work. And I said, I live in America. I, I have a lot of anxiety, I have a lot of stress.

I'm a neurotic person. I was recently a full drug addict.

A couple years prior. And my life was hard, but I was a hard worker and I had this drive and I had this dream.

And I had this vision. So I kind of used it as.

A game where I said, there are other people that are making more money than me. They know something that I don't know. What the hell do they know and how do I Figure it out.

And that's when I started reading.

That's when I really made that. Let me say this, I know I'm going on a rant here.

People care about things.

Everyone here that's watching us and listening to this, people we're going to talk.

To, if we have family members, team.

Members, everyone talks about how much they care.

We don't care. How committed are you to doing something? There's a big difference between caring and being committed.

Yeah, I care about being a great physical shape, I care about eating healthy, I care about my business practices in my marketing. But am I committed to learning how.

To do it better? So I made a commitment after that.

Trip and I said, I'm going to figure out how to make this work.

My business that I hated became a lab rat experiment for me to say.

Let'S figure out what works and what doesn't work. And that's when I really started reading.

The I didn't have the solutions to.

My problems yet, which was how to get business.

That came later.

But it only came later because my mind was open. And I now realize that, okay, I'm going to figure out how to make this work.

I'm not going to give myself an escape hatch. Because we all have escape hatches.

We all have rationalizations, everyone, including myself.

We all have alibi's.

Every time I blame, every time I.

Say I can't do something and I.

Do it all the time. We all do it as humans. What I did though is I quit.

Doing it in that context there.

And I was like, I'm going to figure out how to make this business work.

And with that I became receptive to.

All of the available resources.

But anyone that's in service business, you.

Can and will transform their life with.

What you present to them.

You're not going to do it for them.

You're just going to give them a plan and path. It's their choice to pick it up and do something with it. And that guy gave me that sort of insight and awareness.

But it required the effort. I still worked my ass off. I still had a lot to learn. But I started a friend who gave me a newsletter on marketing on director spouse marketing. And I, I read it and it totally changed the way I thought of marketing.

And then I started to go into.

Student marketing and I realized there's no.

Relationship between being good and getting paid. You can be really good at what you do. There's no relationship between getting paid. There's a huge relationship between being good.

Being a good marketer.

And getting paid.

But I didn't even know what marketing was at that point in time.

I didn't learn that.

So today there's billions of dollars that have been made. We're sitting next to two giant shelves.

I brought these up there.

People online might not be able to.

See those, but they're these box videos. There's probably, I don't know, 150 binders.

That are on these shelves. So what I did is I turned.

My carpet cleaning business around by creating education based marketing. And then end of 1994 I started.

Teaching it to other carpet cleaners. By 1997, I was voted the CleanFax, which was the largest trade magazine at the time. Back in the 90s, the person of the year.

And I was on the COVID of the Australian magazines, the UK magazine, New Zealand magazine.

I became the most well known person.

In the world in the carpet cleaning industry that would never give me dates.

And bars or anything. But actually a lot of people knew how I was. And I started teaching what I learned to the carpet cleaner side how to only transform my service business. I actually started helping other people do that.

And that's very similar to what you've done.

You figured it out for you and now you are teaching other people. I think sitting here right now talking about that is a byproduct of you having learned a tremendous amount of stuff.

And you just want to share it with other people. Well, you're talking about the business with hardly anything in 1992 to be famous for that career. 1997, five years. What were the basics that you just said?

Okay, you studied marketing, you started reading leaders are leaders, networking.

Obviously you networked to be at the top of the uk.

But what were the five main lessons.

You took that you said, man, I wish I would have known this before.

You got a lot of marketing. You know, even when you took a picture of the Val pack and you're.

Like, dude, you need, you need to.

Let people learn about the product or.

They call it less than, but give.

Me your top five.

And I think these things are still true to this day.

Yeah.

Okay.

So also some fundamental stuff.

So it takes just as much effort.

And energy to get a singular sale.

As it does to get repeat business.

Over and over again.

So you can either be in the transaction business or you can be in the relationship business.

So whenever you're selling anything to anyone.

Don'T just try to sell them something once.

Try to develop and sell a relationship. Because the lifetime value of a client, Jay Abraham, who's a great Marketer, good.

Friend of mine, he said, you do.

Not know how much you can afford to spend to acquire a client until and unless you know how much they're actually worth you. So how much do you spend to acquire a client? The biggest lesson that people I think.

Would be helpful when it relates to.

Market is the number one reason why most people don't do good with marketing.

Is they undervalue the importance of it.

Almost 50% of the cost of any product or service usually goes to what.

It costs to actually sell it. And that's if the person selling it has their act together.

And most people really don't know what to do.

So the first is selling relationships, not transactions. The second is direct response marketing.

Whatever sort of messaging you're putting out.

Into the world, make sure that you.

Gives people the ability to get a response. Back when I was going to college, I ended up going to a community college and I failed owning and operating a small business.

And I got a C minus in principles of marketing, which is really funny.

And that was a highly esteemed gentleman.

At Gova Community College. And they would show examples of branding and big companies like Coca Cola and.

Brands back in those days. Now you got probably one of the.

Most well known brands is Coca Cola, which is pretty much Liquid Satan. And then you have Apple and things like that. But small businesses don't have the budget.

They don't have the ad budget, advertising.

Service business like your Louis Vuitton or.

Like your Rolex, they're just not going to do it.

And so you have to put messaging out there that really speaks to, to.

The title of my latest book, which.

Is what's in it for them?

People don't care about you. They don't care how much you work.

Especially I had to figure out how.

To successfully sell something that nobody wants to buy. Nobody wakes up every day and says, man, I really hope that the garage door breaks. I hope the cat pees in the corner. I hope the husband spills his coffee. I hope the kids drag mud through the living room. I have to figure out how to succeed successfully sell something nobody wants to buy. So I had to figure out how.

To speak with an emotional language where you're using headlines, you're using offers.

And so you can either be a.

World class copywriter like Roy William was.

In Bass, right, who has this magic ability.

But if you don't have those skills, what you can do is you can educate people. And so one of the first things I did, and here's what, so you.

Can call this A third one is.

Any problem in the world can be.

Solved to the right sales letter. That's a quote by Gary Halpert. And so when I learned that words.

Can have someone fall in love with.

You or hate you, motivate you, repel attract.

My favorite definition of selling is getting.

Someone intellectually getting someone intellectually engaged in.

A future result that's good for them and getting them to emotionally commit to take action to achieve that result.

So when I'll say that to people.

I think it's selling, getting someone intellectually engaged in a future result with the keywords good for them.

Because there are ways to get people.

Intellectually engaged in a future result that's bad for them, or to eat this.

Crappy food, watch this porn.

I mean, there's all kinds of toxic.

Things that are sold to people, but.

When you really care about humans, you.

Need someone to intellectually engage in the result that's good for them.

And getting them to emotionally commit to take action to achieve that result, you.

Start wording your marketing.

More importantly and the difference between selling and marketing.

Selling is what you do when you're.

On the phone or face to face with somebody. Marketing is what you do to get someone on the phone or face to.

Face with you properly positioned. So by the time you're talking to.

Them, they're pre interested, pre motivated, pre.

Qualified and predisposed to do business review.

And I've set that a thousand times.

People that listen to my podcast, they've.

Heard me say that definition over and over again.

But I've had enough people say to.

Me, thank you for the reminder. And I actually have to remind myself too. So my good friend Robert Cialdini, who wrote the book Influence, I just went on Sunday this week. A few days ago I went to.

Breakfast with him and his wife and then a couple of my friends because.

We'Ve done a two day event on.

How to use AI and then we also went to. So I've spent pretty much most of the day with Robert Cialdini and he's the father of influence. He wrote this amazing book that I.

Read early on in my career. He wrote it 30 years ago and it's brilliant. It's how to persuade people with reciprocity and social proof that he has these things. Exactly the seven principles. The latest one called Unity.

If you think about your group home service reading, there is a belonging.

People don't buy from you because they.

Understand what you do. People buy from you because they feel understood.

Nobody wants to hire service businesses. Some things are Bought other things are sold.

Like people wake up and they buy.

Food, they go to movies and other things. You need to sell stuff to them. I landed in an accidental industry where I didn't when I was a kid.

I was thinking more name carpet cleaner. At the end.

It'S an aspiral industry. And a lot of people that are in service businesses, they just find themselves there. But the beauty of it is there's amazing things that you can do with your service business.

As a matter of fact, if you.

Want job security, go into the service industry right now because the amount of people going to training schools and getting trained on it. And the other thing is most people.

Don'T understand what service means.

I ask Eunice, my assistant, to bring.

Me one of my first templates of.

My consumer awareness guide.

So before the Internet existed, my first.

Version of a sales letter was a.

Consumer guided carpet cleaning. So I got this idea from reading Gary Halbert newsletter that any problem in.

The world can be solved at the right sales letter.

So I wanted to hire a copywriter to help me with this.

And I was learning about copywriters.

So I found this guy found and I paid him $1,800 because that's what he wanted. He would help me create a consumer's guide to carpet cleaning. And so I would spend several hours.

A week for about a month training.

This guy everything about carpet cleaning.

So I created this consumer and I.

Got all this stuff memorized, but it says consumers got the carpet cleaning.

It says, read this guy and you'll discover.

See, people don't want to learn anything.

They want to discover stuff.

They don't want to learn shit.

I want to discover stuff. If he said learn everything you can.

From Tommy Mello is way different than.

Discover the secrets of a guy running.

A $200 million a year business. It sounds way more compelling, little worse. Robert Cialdini. The reason I brought him up is.

His second book was called Pre Suasion.

Pre Suasion is what do you do before the moment of influence?

So that anything you put in front.

Of somebody in advance is marketing. When I was first trying to get business, I was knocking on doors, I.

Was making phone calls, I was handing out business cards. They knew nothing about me.

So to use like Dan Kennedy language, it's marketing. I've known forever. You can either be an annoying guest or a welcome guest. And if you don't have any marketing and you're just trying to sell someone, I would use this trick.

It's kind of like 10 things someone.

On the shoulder in the nightclub that.

Has not even made eye contact with you.

They turn around looking at you like.

Would you like to snake together what would happen?

You're probably going to get slapped in the face and they're going to call the cops, right? However, unless you're like some famous person or a friend introduced you or whatever. But that's how many people try to generate business.

They develop no rapport. The people have seen nothing in advance and they think the yelling is selling.

So the consumer guy ended up using my credit card to pay a copywriter.

To write my consumer guide in and said consumer guide the carpet cleaning. Read this guy and discover seven questions.

Ask your carpet cleaner before you invite him into your home.

Eight mistakes to avoid when choosing a carpet cleaner.

Six costly misconceptions about carpet cleaning Crawling.

Critters and correct A guide to the.

Slime grabbing livestock deceiving, creeping and galloping through your carpet. How to avoid for carpet cleaning Rip offs the difference between value and price. Which method cleans best, blah blah blah. And then they would open this consumer guide. How would they receive this?

I would run ads that said free.

Report reveals how to choose a carpet cleaner. And that would be radio.

No, I would actually run a ballpack.

Flyers that I would put out newspaper ads clear sign integrated. I did radio. I had mixed things with radio when I found about radio though for me now you in the meetings area.

You're everywhere now you can go back to 1992 if you can imagine that, right? There's no GPS, there's no cell phones.

We're using manual Thomas guides. And I would run ads on the radio and I'm living in the East.

Valley so I had a place in Chandler, Arizona.

I'd get all way up in Glendale. I'd have to drive all So I found that the radio in Pitten was.

That was the sort of incident TV ad.

I've been in some certain spot TV.

Ads like in Sun City and different.

Asians where it would only be seen in certain areas of the Phoenix Valley because many people Phoenix is what went.

The sixth largest city in the United States. But it is big.

But the consumer guy was my first.

Form of really effective marketing.

Then people would call me up and they'll lack inflammation.

I say well can I send you.

My consumer guide to carpet cleaning.

It'll teach you everything you need to know about how to choose a carpet cleaner.

I'll include also an offer in there where you can get your we'll do a food room, a carpet cleaning as long as for Homeowners only.

We won't do it for renters.

We will clean one room up to 200 square feet free of charge. And if you, and while we're there we'll do a carpet on it and.

We'Ll give you a quote for the rest of your house if you're happy with the three room we do.

So I actually wanted, I didn't want.

To price discount my services.

I wanted to create reciprocity by offering.

Three room with carpet cleaning.

So I made more money giving away three rooms of carpet cleaning than I.

Ever did trying to price discount my services. And when I started teaching about other carpet cleaners, we can't give away free services, we can't 100% guarantee at work. I was like, if someone's unhappy with.

Your work or you did a shitty job, would you give their money back? And they would say, yeah, okay, well you're already offering a guarantee. You're just getting the marketing value out of it. Because if someone was ever unhappy with what you're offering and you would give them their money back, then you already offer a guarantee, but you're not broadcasting that. So I started doing things like powerful guarantees to remove.

So one of the things I did to the list is risk reversal.

If somebody wants what you're selling, the.

Only thing that stands in their way.

Of buying is when you have a fear. If you remove the fear, they will buy. So I wanted to do all my advertising to help remove fear. Because the number one question in all.

Consumers minds is who can I trust?

All day long, everyone that's watching us.

Right now, anything they're going to buy any sooner that they're going to put into their system. If they get in an Uber and the person's driving like a maniac in their mind, can I trust this person? My life for the first time in.

My life, I drove a Waymo driverless car. Yesterday I got into a car, it's like an Uber. Literally.

I got in the front seat, there.

Is no one in the car.

And this thing drove me to Phoenix.

Because I was going to a location that if I was to drive my.

Tesla there, I do a campaign in the ass park. And so I got, and I just was curious to see because I had.

A friend in town, my AI friends that were running the AI that we were doing for community members. He was driving in this way mode. He loved it. And I was like.

And I'll tell you, at first I was like, okay, this is really weird.

I am in a vehicle that is driving and there's no one in it.

But after a few minutes, this feels.

More comfortable than being in a car with someone where I feel like I.

Have to attend to.

So why did I bring that up?

I started using three recorded messages where.

I said, okay, I got the consumer awareness guy. But oftentimes people would call me and they'd say, well, I want my carpet clean tomorrow. There wasn't enough time to get it.

In the mail today with the Internet and social media and YouTube and text messaging and all of the things you could not do that. There was no screaming video back then. I didn't even have my first website until 1996.

There was no way to do it.

So.

So what I realized is, okay, how about if I take the consumer awareness.

Starting to create a free recorded message.

So I started running ads warning, don't call any carpet cleaner until you listen to this message. Learn seven questions asked the carpet cleaner before you invite them into your house. Well, four mistakes to avoid when choosing a carpet cleaner.

Call anytime, 24 hours a day, seven days a week.

And people would call and they would.

Listen to me talking a pre recorded message. What's funny? You can do shit right now with AI that took months to do back then. You can literally create stuff instantaneously.

So all of these marketing tools, because.

The beauty of what AI can do is I've got some of the best offers, some of the best copies, time tests.

I've spent millions of dollars.

And even in the late 90s, what we can even track by 1999, we've.

Been able to track through our product marketing numbers, over $800 million in revenue.

Revenue that had come in from my ads.

And there were people running free recorded messages for chiropractic services, real estate, home remodeling, heating, air conditioning, pest control, florists.

Printers, painters, using my free recorded Message.

Model offering 24 hour free recorded messages.

And now it's simple billing. Fast forward to that has been generated.

But all I did was I was a death row carpet cleaner living off credit cards.

And I needed a way to generate business.

I figured out a methodology that worked.

For me and I was like, man.

If this would work for me, I wonder if I could create a business.

Teaching it to other people.

And lo and behold, I did. And it worked.

And that's the beauty of sharing and teaching.

And the last thing I'll say about the Uber thing, I didn't feel like I had to talk to anyone, even though I know they had cameras while I was in the car course, right?

But I didn't have to attend anyone.

And when someone would call and listen.

To a 24 hour free recorded message.

Everyone has phone call fear. And when they would call up, is.

This person going to try to sell me? But when they were listening to a free recorded message, they were more receptive because they didn't have to respond.

And what I learned is the same.

Information is how you present it to somebody. You can have a beautiful painting and.

You can have it duct tape to the wall or you can have it.

In Louvre in Paris and it's the.

Mona Lisa, you can duct tape to the wall in a dark room or you can literally display it in a certain way. So how you present yourself, and that.

Doesn'T mean it needs to be nice. As a matter of fact, if you try to make it too fancy, and.

You already know this on social media, neatness rejects involvement.

Ugly works.

So sometimes you want to make things.

Look homemade, but you want not look homemade.

You want it to be homemade, you don't want to over produce it. And with the consumer awareness guys, there.

Was like literally there were no fancy graphics.

It wasn't full color, it was black and white.

And this thing has generated billions of.

Dollars for businesses all over the world.

And it just educates people on how to make fine decisions.

Hey, I hope you're enjoying this video. And I want to let you know that I have a new book that's come out and if you'd like to get it absolutely free, there's a link below in the description. Or you can wait until the end of this video or you can Simply go to joe'sfreebook.com and you can get a copy there.

Lots of answers.

And he figured out HubSpot.

And you send the link under HubSpot.

It tracks where the people go.

So they're learning about financing, builder grades. You can actually match the rent and.

They show up to the house prepared.

And if you spend more than 20.

Minutes on the buyer's guide, the closing rate goes above 80%.

Because now they get to know you, you're answering their questions.

So the CSR, the senator in the.

Phone would say, Listen, Mr. Polish, if.

You don't mind, I'm going to send you a buyer's guide that's going to.

Give you every single thing you need to know before you buy a door. And if there's another business policy, he's.

Going to want to know everything as well. So if you wouldn't mind, could I get your acknowledgment that you'll take 20 minutes to look over the Buyer's guide.

Now I know every page you looked at, what you've read, what videos you played.

And river holds his book down over two years.

And here's a funny story, too. It's so good. I don't know.

This had to be 12 years ago.

They see this guy's garage door, that.

Is someone I already knew.

And he goes, yeah, I got that Mercedes. Who's the guy that used to be on TV selling all the real estate that, you know, the biggest guy on.

Tv, number one real estate. You think Robert Allen back in the day, or Robert Allen, the guy.

He's a younger guy.

Well, now he's probably.

And it's early, but he's really in.

Front of Tony Robbins.

Anyway, he said, yeah, Trump Hollister's brother.

I'm a copywriter. Here's my book.

And he said that Mercedes got given.

To me because I did a lot of copying for.

It's Pradeep. So long story short, everything leaked back in Shell. But I had not insured title copywriting.

I made it known because I'm one.

Of the hard fixing in spring. And he's handed me a book and he signed it and he said, this.

Is a very rare book because there's a lot of typos in this one. Right, right. What did he call? The copyrighting guru?

But he's written a couple books. But yeah, that's the thing, though, see. Let me kind of back up some people. They may be too young to remember.

This, but, you know, Bill Phillips, the guy.

So I took the same marketing strategies.

That I was teaching the carpet and upholstery cleaners. Bill Phillips hired me in 1996, and.

That'S when I was charging 3,800 a day for consulting.

Now, it's funny because I charge 50,000 a day when I do consulting and.

I try not to do it, and I only do some six grand an.

Hour is what my consulting needs. If people want to hire me for consulting back then I was charging 3,800 and Bill was like, I'm not going.

To pay someone nearly $4,000 a day to come and teach me how to run my company.

Because he was already doing 60 million a year in revenue back at that time.

In 18 months, I took it from.

60 million to over 200 million in.

Revenue with the same methodologies I was teaching Carpenter. It was no different except the application.

Of where he applied it in a.

Very big niche and he had a big team.

And so he ended up writing a book called Body for life that would.

Even have existed had he not met me.

And I started doing consulting with him.

And he literally sold that company for.

$300 million in 1999, which is a lot of money back then. I got that book, and I was.

Watching Bill Phillips, and I was a.

Kid, and I was working out, playing football, and I bought Barlow's book, and I bought Bill Phillips book. And it's hard to imagine you were behind that.

There was another surgery that happened every day.

I went out to the mailbox. There was an AOL CD in there.

Yeah. And that's how they blew up. But it's important in some of these things I tell everybody.

Going back to guerrilla marketing, the old school stuff.

Relationships. Say.

He was all wrong by listening to millionaires.

Because when I started hanging out with.

Billionaires, I realized they don't work hard. Millionaires get up early, they go in cold plunges.

They have these rituals, and they do amazing things. But billionaires are connected.

They know who to call at the.

Right time, at the right place, right time.

What are your thoughts on that? I mean, you know, billionaires, you know.

Really successful billionaires, and I don't think there's a big difference, but it seems.

Like the billionaires have really focused on delegating more.

Absolutely.

Look for the knowledge that I have one of my. And I will openly say one of.

My biggest limitations is the ability to.

Hire and attract talent that I can delegate to and be able to let go. I mean, there's a part of me that if you're a perfectionist, you oftentimes have a hard time to delegate. I think it was Ronald Reagan that said.

He said that leadership is reading a.

Letter that a staff writer wrote, knowing that I could do a better job.

Writing it, but knowing it was good enough.

So I sent it out anyway. It's really easy to talk about this.

Than actually do it, but being able to.

And being able to hire. I'll tell you a couple stories then. So I became Richard Branson's largest fundraiser.

And I've interviewed Richard. I mean, hours and hours of interviews with Richard. I used to do trips to Necker.

Island, and we'd be there for like.

A week, and we'd have mostly breakfast.

Lunch, and dinner with Richard every day for like, a week straight.

So I packaged up Richard because he's like Chevy, Louis, you know, you go to SeaWorld to see Chevaux. And so, you know, I package up.

Richard and show them a way to monetize his island, Necker Island.

And when I first started doing These scripts, it's now more than two and a half times the price to route.

That island simply because of how I.

Showed them how to package it up.

They made millions as a result of what I started with them. And out of all the conversations I ever had with Richard, the one that was probably the most valuable that I could share. Lesson.

So just me and him were in his kitchen in one of the houses.

On Necker, and that guy was looking for like an orange or a banana. And Richard's sitting in there and I'm.

Like, so, Richard, when's the last time.

You were in the grocery store?

He's like, he looks up like he's thinking. He's like, I've never been in a grocery store. I'm like, what are you talking about?

Like, what do you mean you've never.

Been to the grocery store?

He's like, what about when you sell this Sex Crystals?

I go, beer for Sid Fidges or.

Johnny Rotten, which are the members of Sex Pistols.

He's like, no, I don't think I've ever been in a grocery store.

And I'm sitting there going, this is like the biggest.

Like, there's no way what's my mind.

I go, when's the last time you did your laundry?

And he said, I don't think I've ever done laundry. And I go, what do you mean.

You'Ve never done laundry? He goes, well, what about when you're a kid? He's like, my mom did my laundry.

Laundry.

And I'm like, you've never done laundry?

He goes, not. He goes, joe.

He goes, you hire people to do that stuff. And he said, he goes, one bit.

Higher will save you thousands of hours in your life.

And you know, Richard, people love watching. I've done a couple of interviews that made public.

Most of them were for people that.

Came on the trips because we would charge literally 40,000 to $75,000 to go on those trips. They were very expensive.

And that's when we first started doing the super high end stuff. So I haven't released most of those interviews.

People watch the interview, they get all.

Caught up as Georgia Branson.

But he doesn't really explain a lot of stuff. People get all. He's an intuitive entrepreneur, so it's hard.

For him to explain ways he's doing. So there's that example. Let me think of another one.

With billionaires and with delegating. I'll tell you, if someone wants to get really great insight into super wealthy people and people that are really into regular Self help. And they've watched these how to Get Rich gurus, which most of them are.

Full of shit because there's people that are reporters of success and then there's people that are actually successful.

If you read the book how to Get Rich by Felix Dennis, he died. But he is super hardcore. And in the beginning of time book how to Get Rid, he wrote every word of the book himself. It was not those written. And that's one of my favorite books because it's so hardcore.

And I think he just really slams.

A lot of people that are promising.

People to move when they're selling stuff. There was a story I was thinking of. Maybe it'll come back to me. When you first asked me the question.

I thought about the Richard Branson one. But there's another great existence of how. Oh my God.

Okay, so you know Matt Mullenwig, he's a founder of WordPress. Yep.

Okay, so Matt, I brought him to Necker Island. I originally went on a trip.

I invited Tim Ferriss and Matt to go to Vietnam with me and a couple of my buddies.

John Butcher is a friend who was organizing the trip.

And so we go to Vietnam for like nine days and Mads there. And I got to know Matt, he's cool. To sort of invite him to one.

Of my Necker island trips. So at this Necker island trip, Yannick Silver would come to my trips. I eventually turned the Necker island trips over to Janik and let him run it because I got sick of all.

The mosquitoes and all that mosquitoes on there, which is beautiful.

But if mosquitoes like you, it's a.

Real pain in the ass.

So we're sitting there with all these markers and their Internet marketers and they're.

Talking about opting pages.

And Matt Wallerwick at the time, I.

Think 10% of every website in the world was on WordPress.

Now it's far bigger. And he was worth a quarter billion dollars at the time.

Now he's a billionaire. He was leaning in listening to this conversation.

Everyone's talking about an opt in page.

In Math owner, WordPress.

Which of them are millions of opt.

In pages like Dean Jackson. He invented on your show. Invented the Swedish page in 1997. He's one of the original OGs that invented the stuff that he's the guy.

That I've been doing the Outlook marketing podcast with for going close to 15 years. So all these marketers are talking about opt in pages.

Matt Bollowit, founder of WordPress leans in. He's like, you guys Are saying opt in page. What is an opt in page? And they all look at him like he's an idiot.

How do you know? How do you not know what an optic page is?

And something clicked in my mind at that point, like, he doesn't need to.

Be the king or the queen.

He just needs to be the chessboard. So in your particular case, you're not trying to be the king or the queen, you're just trying to be the chessboard. If you bring on the kings and the queens and the knights and the.

Bishops and the pawn, pawns and all.

The things to play a chess game.

So if you want to play a.

Different game, you have to really define.

What are you trying to do. Do you want to be an industry transformer? So I wanted to transform the carpet.

Cleaning industry, and I did. And I want to transform the addiction industry.

I mean, one of my biggest goals with all these marketing skills is I.

Wanted genius recovery, which is my addiction foundation.

And I wanted to change the global conversation about how to view and treat.

Addicts with compassion instead of judgment and find the best forms of treatment out of advocacy and share it with the world.

And the current way that we're trying.

To treat addicts is punitively.

And you cannot punish pain out of people.

If someone is depressed or has anxiety.

Or is sad or struggling with trauma.

That'S manifesting its addiction, throwing them in.

Prison, unless you're committing violent crimes, and you have to protect society, that's one thing. But there's a lot of people that.

Are extremely pain mental and physical and spiritual anguish. And people are trying to look at.

Them as moral degenerates. There's a lot of workaholic entrepreneurs that.

Don'T feel good about themselves unless they can get an adrenaline rush of business deals.

So part of it is like going, okay, I learned a lot about marketing.

What you put in front of people and positioning yourself. How do I actually do this in.

An area where I'm quite knowledgeable about, and I suffered a lot with my own life as a fictional recovery? And how do I use my marketing.

Skills to do that? And when I'm able to do that, I find more meaning in building a business.

I find more meaning in doing stuff like that. But you can apply everything we're talking about to anything. It could be for profit. It could be, what are you trying.

To do in the world that's going to make a big difference?

The networking side of things. People are like me.

You were a gift from Michigan.

You started this garagebar company. You Were the technician, you were the inventory. You beat on it slowly to see.

If they had somebody enemy than the richest man at Babylon, then the ultimate sales proceed.

So reading was.

And then I became addicted to reading. And then as you slowly got connected.

To people and slowly came here more.

Than a decade ago, we used to come in and just.

We had cross with the bowling Alex.

And I'm just curious because getting in front of Jim Bezos, getting in front of that, you go on the list.

That's hundreds of thousands of people now.

What is it that really clicks?

When was the first time you figured.

Out that's how Alexa Mosey said, don't ask me what you can do for me.

People always say, what do I got to do to her? Hang out who aren't for me. Just do it.

Like, as you said, I figured out.

A way to solve Richard's problems.

I did the business plan.

I made him a ton of money.

Therefore he gave me the time.

You said some real, you know, I don't know if I talk about this a lot.

So you gave me the impetus. So it's a good distinction. So people constantly come to me and they don't really kind of understand what I think.

I do a pretty good job of writing about my book.

What.

What's it for them? Where I literally go through the process of how to connect with people authentically.

Not using fake flattery. I mean, flattery works.

I mean, lying, if I would say flattery doesn't work.

The enthusiasm covers many deficiencies.

However, having some substance for what you're doing is valuable.

People often come to me and say, how can I help you?

You're so damn busy, you don't even know what you need help with because.

There'S like a hundred things in.

And oftentimes what they're doing is they're putting work on you.

It's like reverse delegation. When you hire people to do work.

For you and then they bring more.

Work to you, that's like the worst.

And so just doing it, what you said is important. So you don't build a great reputation by talking about what you're going to do.

You build a great reputation by actually doing it. So being able to anticipate, being able to understand what someone's about you, being able to focus on.

Like with Dan Sullivan, we've done episodes on this. What are their dangers, what are their.

Opportunities, and what are their strengths?

So having a Dawes conversation where you.

Can ask the R Factor question, which is if we were to meet, you.

Know, a year from Today, three years from today, what needs to happen both.

Personally and professionally for you to feel happy with your progress?

If you ask people, if you utilize Socratic selling in order to identify what people are interested in, what they want is really valuable.

You can back in.

Before the Internet existed, Harvey McKay, who's now nine years old, he just sent.

Me a message yesterday.

He wrote how to swim with the sharks without needing a lot.

He had a thing called McKay 66 which you can do an Internet search on.

I write about it in my book.

The McKay 66 Method. It's gathering information about the person that.

You'Re wanting to align yourself with.

So instead of saying, how can I help you find out what would actually.

Be helpful for them, start doing it and impress the hell upon them like, oh my God, you actually created value in advance.

So let's go to the consumer awareness guy.

What's the number one question that all consumers want?

Who can I trust?

I made my advertising valuable.

People wanted to do business with me because I wasn't just advertising to sell something to them. I was offering to give them free.

Valuable information for them that they combined.

As and they had trusted rapport with me in advance. If they listened to a 10 minute.

Recording of how to choose a Carpet Cleaner. And it would start out, hi, this is Joe Polish.

I own Fiber Tech Professional Cleaning Services.

I've provided this information to help you.

Make an informed, intelligent decision on how.

To use a carpet cleaner. If all you want is to brush the dirt off cleaning, we respectfully ask that you call another cleaning company. However, if you want to know how to use a carpet cleaner, I'm about to share all that with you. And then I would literally talk. And so by the time they called me, they never asked, how much do you charge?

They asked, when did you do the job? Because I established trust and force. So let's take that to billionaires or.

Really busy people like, how do you.

Connect with Richard Branson's of the world.

Or Jeff Bezos of the World? Well, when I first always asked, how'd.

You meet Richard Branson?

Well, a friend named Ben Aldedada called me on Monday in 2006, and he's.

Like, would you like to go to dinner with Rich Brentz? Who like, okay, what's the catch? He's like, well, my friend Mike Fate.

Has organized a dinner in San Francisco with a group of about 12 to.

15 people and it's a minimum donation.

To his foundation, virgin Unite, of $5,000. And so I thought about it for a few seconds.

I said, I'll donate $15,000.

Like a heart rate for Richard Branson, right?

So I then go to the meeting.

And everyone's asking him about global warming, climate change and all that. And anyone that really has read books like Fossil Futures and different stuff realize that the environmental movement is filled with a tremendous amount of scam artists. Things start out as a mission. They start as a mission, then they.

Become a business, then they become a racket. And so there's all these big cat outdoors.

I've been outdoor twice.

I mean, I think Kili exposed to.

One of the biggest frauds in history. I'm sorry, I said that. For people that.

Anyway, the fact that this is live.

Is even more funny. But, yeah, look, and this is coming from a guy who millions of dollars that I've raised have gone towards things related to the climate.

I know things that are being really good related to climate.

And I know a lot of people that are using it as a grift.

Which can really speak to a lot of stuff. So anyway, give me that contract.

So what the hell? Where was I going with this?

Because.

15 grand and everybody's asking about global warming. What was it like to hang out with the Sex Pistols? What was it like to sign Boy George? You jump out of bullet.

So he took a real liking to.

Me because everyone's asking him all these serious questions. I'm like, this is a guy that does crazy shit.

Let me ask him about crazy shit.

And then about five minutes into, he's like, how old were all of you when you lost your virginity?

And it's so weird because they're there in the presence. If it wasn't Richard Branson asking that.

Some of those people never would answer that question. And everyone's going around and then you.

Really realize intimidation and posturing and positioning.

Which I always dislike when people use ways to try to intimidate people. Great book written in the 70s is winning through Intimidation by Robert Rayhart.

It doesn't teach you how to intimidate people.

It teaches you how to not get intimidated. Because a lot of people, their modus and operandi is to try to instill power and control and manipulation.

And I hate that. I like people that are actually conscientious, empathetic and caring.

And so it just became a more fun conversation. And then you start talking. And then I said, well, you got your foundation here. And I told them the story of how a deep Bill Phillips, the idea.

To raise money for the Make a Wish Foundation. And with my idea, Bill Phillips became.

The single largest Individual contributor in the.

History of the world to the Make a Wish Foundation.

And Richard's like, wow, can you share.

That idea with me? And so I said, yeah, you know.

Just how do you want me send it to you? It's actually an email.

So he gave me his email.

I think I was the only one.

There that he gave his email to. And so I sent him information, but.

Obviously I'd like to interview rather.

And I think at the time his net worth, I don't know, it was like 3 billion or something like that. And he had a tremendous amount of employees. So if you do the math, if you're a millionaire, take a million dollars.

For someone to net a million dollars, you have to make $3,000 a day.

Approximately every single day, 365 days a year. If you have 5 million, who wants.

5 times 3, you have to make $18,000 a day. If you're a billionaire, that's a whole other level. So I was thinking, okay, how do.

I do something for him that would.

Be valuable, not so I can just ask him like everyone else does for something. So I said, you know, how about if we use education based marketing for your foundation?

So I started doing interviews with his team members and stuff.

And then I said, how do we have you come out to one of my events? And they wanted a donation. So that was a couple hundred grand.

So people were like, let's see.

People then say, well, I don't have that much money.

I don't have 50,000 to take this morning to dinner.

Well, I was a debt broke carpet cleaner 10 years prior. I didn't have any money, I was completely broke. So I had to figure out how to pay. So if you don't have any money.

And this is chapter two of my book, what's in it for them?

And if people really want to go deep with this, literally read my book. I talk about jammy. If you don't have money, you probably have time, you probably have energy, you.

Probably have effort that you can put in.

So if you don't have any money.

To put into relationships, put in your time, attention, money, effort and energy. Those are the things you can spend.

Research, figure out what's important to them.

Present it to them.

We all want something. I want something. Everyone watching this wants something.

One of the things I say is if you want something for somebody, make, make sure that your gift is equal.

To or greater than you want. And so I have to figure out what I can give to all of.

These people that I meet that will.

Make it Valuable to them. So I don't come across as like a baker. All kinds of people want to work with me, be around me, learn from me, all that stuff. But they show up with like, oh, can I have this? Can I have that?

And it's just like, that is not.

The way you develop.

You can be enthusiastic, persistent, and you certainly can, you know, if you're not.

Persistent to a degree, but if you're.

Persistent as an asshole, as a taker.

I like persistent givers.

I don't like persistent takers.

Love persistent.

As a matter of fact, someone has tremendous amounts of stuff to give, they better chase my ass down. Because I'm a busy guy that has.

Too many things going on all the time, not because anyone forced me to do it. No one holds a good in my head and tells me to take on all these projects. Me and you are both driven entrepreneurs. We do it to ourselves because we want to grow.

Explain that. Explain some of the things you talk.

About that I want some homestar sex.

Word listeners.

Congratulations.

That's awesome.

Hunters are 5%.

Explain that whole. Well, I learned this from Dr. Doug Brackman.

He wrote a book, I believe he.

Wrote it in 2017. He's got a new one coming out.

Soon, but he wrote a book called.

Driven, about the driven hunter.

And there's hunters and farmers and about 5% of people in the world have the D2D4 gene.

It's a genetic mutation which causes them to be a hunter.

Hunters are very restless sort of individuals. Most of them have trouble sleeping, Most of them are not very sick, satisfied with almost anything because the reward receptors in our brains require greater stimulation, because.

The hunters need to go out and kill.

They need to go out and get.

Food, they need to gather, they need to feed the farm.

And so hunters are pack animals. So the majority of people that join.

Mastermind groups probably listen to things like.

This, read a lot of books and.

Listen to podcasts at double time speed. You never can see the consumer enough stuff. Most of them are hunters, not all, but most of them are hunters.

And when someone betrays them or lies to them or lets them down, assuming.

You'Re dealing with hunters that have ethics, because a hunter without ethics and boundaries are some of the tyrants that we see running the world that are destroying and damaging people's lives that are very high leadership positions. So a hunter without good boundaries, without endings, integrity, is a very dangerous sort of individual. But the hunters that are really well boundaried and really empathetic and caring, built some of the greatest businesses they provide.

Jobs, they do great stuff.

And so hunters need to get into a pack, and they're easily influenced by other people.

So it's that whole line, you lay down with dogs, you wake up with fleas. You got to be very careful what.

You expose yourself to. If you look at television, tell a vision. Everybody on social media, even tv, before Internet existed, is trying to television somebody else's life. So lasting happiness does not come from consuming the values of other people. It comes from developing your own and.

Living them out of life. So for the hunters, which are most people that are the high quick start Type A, often labeled as add, distractible, which, you know, I certainly have ad.

It'S a hunter sort of thing, and.

It'S a reward receptor.

So it's being aware that the pursuit of business.

Like the alcoholic poet Charles Bukowski, he had this poem which said, you take the writer away from the typewriter and all you have left is the sickness.

Who started writing in the first place. You take the entrepreneur away from business.

And all you have left is the sickness which got them writing a business.

In the first place. So is it going to become a disability disease, disease, or is it going.

To become a drive that you do and accomplish things? So part of it is finding some.

Contentment and finding some joy and fulfillment. Hunters need to hunt, though.

If someone takes that hunter thing and.

You become an athlete, you have to do something that makes you feel accomplished.

So for the people that are watching.

This, I've often said this to young.

People where, if I would have known being successful was this much work, I.

Would have stuck to being a loser. It's really hard to tell a young person that you're probably going to have.

Your heart ripped out of your chest in a relationship or a business betrayal. Not once, but probably many times, you're.

Going to have people that will betray you.

You have people that will mislead you.

You have narcissists and psychopaths and sociopaths, because a lot of those hunters come in those forms. And that is not to discourage you, though.

That's just part of life. So up here on the wall behind.

Us, there's this one that says, other people's yellow things, there's bad news.

Other people's bad news is your good news. So everyone that's watching us right now.

Almost all the money that will not all, but almost all of the money that's going to be made in the world, it's transforming other people's bad news. And it's good news.

Garage door breaks.

The Night, carpet clean.

On the cab, peed on the carpet, dog pooped in the corner, Kool Aid was spilled.

Bad news, good news, that you can.

Call someone out and they can fix.

It if you're hungry. Bad news, you can go and get some food, go to a restaurant.

Good news, broke your leg. Bad news, if you can have the doctor. My doctor's a trauma surgeon. My girlfriend is a trauma surgeon.

She's amazing and she's sweet and she's empathetic. She's a vaginal plastic surgeon.

That's a whole other conversation. I love the fact that I can.

Insert her vagina in certain conversations and get away with it because of my girlfriend's positioning. She's amazing. It's funny, his name and John just.

Posted about her on his Instagram doing.

An e book treatment. David junk and sharking. And so did dating Patrick. And it's so funny because nothing about her thinks of how to use this as marketing positioning. If you give something like that to.

A marketer, they go crazy with it.

Let's see, my girlfriend is a farmer. She's not a hunter. And so the creative types.

So what I would advise farmers is.

Pay attention to some of these crazy.

Hunters because they have really good ideas. But the best way to work with them is look at wild racehorses bucking around all the time. And if you could find a way, like the analogy. You've heard me talk about this and I like sharing it.

It's a good reminder.

It's the million dollar racehorse. I told this story to quite a few entrepreneurs. If you had a million dollar racehorse that every time this horse ran around.

Race, you make a million dollars, then you would have the best food, the.

Best trainers, the best rest and relaxation.

You wouldn't have the horse running in.

Too many races because you would exhaust it. You wouldn't have the horse up at 3am Drinking alcohol, smoking cigarettes, snorting cocaine, watching porn. You might if you want to have.

A toxic horse, but basically you would take care of the horse and if.

You do, the horse wins races. Well, if you have a million dollars.

Race horse in your life, make sure the track is clear.

Make sure you're looking out for that horse.

Because the horse depends on the trainers.

And the people around it and they depend on the horse. And oftentimes people get really pissed.

I guarantee you, because it happens with me, Houses, you have to say, driven entrepreneur.

The people around us think we're all.

Nuts half the time because you do this to yourself. They think we're nuts because we are nuts.

Compared to the way they operate. But we need farmers and farmers need hunters.

And so part of it is, how do you see, even with my book, what's in it for them? I have to think about this all the time.

Everyone I interact with, if I want.

To have, and I have literally thousands.

Of relationships, there's that Dunbar law, which is you can only have like 100 relationships.

That's true in most cases.

I think I violate that to a certain degree. I don't know violators. But there's also a lot of other.

Areas that I am completely inept in.

So I can sit here and talk.

About all kinds of relationship stuff too.

But I also don't want anyone to.

Think that I'm masterful in other areas.

When God was calling out brains, I got about 2% of my brains on.

How to design studies, set, trains, set.

I focus it.

So here's the thing.

We all have skills and we all have talents. Part of it is finding where to put your candy.

What your time, attention, money, effort, and energy. And how do you leverage it.

Time, like productivity, is maximum results in.

The least amount of time. Leverage is maximum results when people that.

Work for you, work with you, listen to you.

The thing of what the best learn to get the most out of this podcast is listen to Where's Tommy productive? And how does Tommy leverage things? Like, when I look at you, you're a massive leverager.

There are people that are way better in social settings.

One of my team members, Mike. Back here. He's back here. Mike is way better in social situations than I am. He's nicer. He's more chummy.

He's less distractible.

He has more patience. I can't do that shit.

I love it. Eunice, who's been with me for 20 years, super sweet. There are some people where I'll be like, I need a firewall between me. Eunice, please show up here. Help me out with this sort of stuff. So we all have to use the tools in our toolbox.

And I'm constantly trying to get better in certain areas.

But I've also made a decision that.

Indicated for being Solomon.

If you spend your life trying to.

Get strong at what you're weak at.

At the end of your life, you.

Have a lot of really strong weaknesses. You know, it's interesting.

I'm at my doctor's office.

And he goes, what are you really good at?

If you had to name one thing.

One thing, I'm like, I like to encourage others.

I like to motivate people. I like to Figure out their why.

And continue to push it back towards them, to remind them, you should be.

98% of the time. He's like, I read a book.

It's interesting because a lot of times.

We focus on things like, I want to be well rounded.

I want to understand everything.

I don't anymore. I don't want to be well rounded. I want to be the best of what I do. I want to be a specialist. I don't want to be a general practitioner.

I want to be just really, really good at what I do the best.

And then find people that are smarter, better.

I'll tell you this. A lot of times when you don't have a lot of money, you look for a product and you hire somebody.

And you're like, well, I'm better than everybody here, so I'm just going to do it. I love when I walk in a room and I have people around me.

Right here, and I say simple things like, you're way better than I am. You tell me where to go, you tell me what to do, you get me ready for this.

And that's what's nice, is a lot of people, if you're in your business and you're still saying to yourself, I.

Got to nail it or won't get done, right, that's a reflection on your.

Leadership and who you attract.

And I would just say you need.

To reevaluate who you hire because you.

Should be impressed and they should be guiding you and what their specialties, like.

A CFO or controller or a cpa. There's so many things that I think.

We try to be well rounded at. You talked about nine principles to networking.

I don't know.

That seems like your photographic memory.

Well, I know some of them, but I can make it a lot easier. I can't speak to every one of them, but, you know, how are they suffering and how can I help? Okay, that's the first one.

So be a main detective.

See, one of the ways that I.

Connect with people is most of the.

Very successful, wealthy people that I know, no one even knows.

I know them because I met them in recovery.

I know a lot of business entrepreneurs, but I also know professional athletes, NBA players, NFL players.

I know actors and actresses.

I know politicians. I know musicians and artists. And a lot of them are world famous. And I got over my intimidation thing.

Of being around people. When you're around very successful people that.

The world admires, but you also realize that they're humans.

A lot of them, fame came out of brokenness and pain.

And hurt that a lot of people become lopsided losers and some people become lopsided winners. And rarely do I know a balanced person that stays balanced for long periods of time. You know what I think life is the treadmill of shit. Never goes away. You don't walk out back of your beach house and you look out at the beach, everything's beautiful and you're rich and you have the debt and you.

Have the beautiful family and a beautiful.

Partner and you got all the material.

Stuff, you got the internal piece. That's not how life is.

Life is boring. Life is mundane. Life is a lot of work. And there are moments of extreme bliss and happiness and a lot of moments of pain. There's some hell on the wall here that says my life is an entrepreneur. And it's from KP boy that wants.

To do this image that says hell yeah. Oh fuck. Go fuck. Go fuck. Go fuck. Go fuck go. Find it says hell yeah.

So there's two hell yeahs and a.

Whole bunch of oh funs.

When we edit this video, we can do a picture of that and plop it eye out.

But the thing is though, life is.

The only thing worth living for. Life is suffering, Life is pain. And I think part of it is.

To transform the suffering.

Humans want more woo and less.

Ah.

So be a pain detective.

And if you can bring sunshine and.

Stuff to people's life, you can, you will bond with them, you will connect with them. And actually I think you get a real joy out of it because you.

Know how good it feels when you help somebody out.

People that say money can't buy happiness for one, you have to get. And there's a lot of people that you, you know, the world sucks for a lot of people. I always remind myself that there are 3 billion people on the planet right now.

That their dreams would come true if they could trade places with me or.

You or anyone in this room. Seven people in this room with us right now.

If they can change places with these.

People for an hour and oftentimes I will forget that. But I do my best to bring it back.

So how are they suffering and how can I help? Second is it. That's time, attention, money, effort and energy into relationships.

You have to invest in it. You don't walk around with an entitlement attitude. And if you want something from somebody, make sure your want is equal to or your give is equal to or greater than you want. And then chapter three.

Be the type of person I want to say.

Use this as a test.

That takes 10 people, 5 people, 10.

People that text you, call you, social media, whatever.

When you look at them, do you.

Get woo, like you're excited or do you get like, like obligation and try to evaluate why? And I always caution people, if you owe them money, that doesn't mean they're the asshole, it means you owe them money. And you need to like, you know.

You need to be a responsible so. So if you're treating your relationships with.

Responsibility, because what is responsibility? It's responding with ability. You know, it says react, don't respond.

When people are losing it.

They're reacting to life. When they're responding, you know, people are like, why me?

Why me?

Why not you? Why not you?

Like, okay, yeah, you can look at.

Everything as a challenge, you can look.

At it as an opportunity.

So be the type of person I always answer, and so on. If people are not responding to you, change your approach. If you're not getting what you want, try a different way to approach it. The fourth principle is be useful, graceful and valuable.

None of this is rocket science, but.

I don't want people to like me because I'm showing them a high status sort of thing.

Like pursue growth, not status.

People that pursue status, they will get a lot of followers, they will get admiration, they will also get envy, they will get people that think they're annoying.

And if your focus is status instead.

Of growth, I think long term it's as it is.

Like eating cotton candy versus nutrition.

But try to be useful, grateful, valuable.

And then chapter five treat others as you. And then we cross out you and we put they treat others as they love to be treated. You have to deal with people at.

The level at which they respond. I write in the book that you always want to try to be nice.

And you want to be cool.

One of my favorite quotes early on in my life was be nice to the people you meet on the way.

Up to the same people you're going to be on the way down. With the exception that there are some people that you can be generous and you can be independent, it's just not.

Going to respond to you.

You have to make the decision of.

Deal with people at the level at which they respond and how they want.

To be treated, the expenses, avoid formalities.

And be fun and memorable about board.

And you can usually gauge the value.

Of relationships, but how often you laugh together. So when I say easy, lucrative, fun, if you are not surrounding yourself with people that are easy, lucrative or fun.

And you're always having to beg them.

To do stuff for you or you're.

Always having to sell them on the mission. It doesn't mean there's anything may be wrong with them. They just may not find with you.

Or I have this great motivational poster.

That I got from PeacePear.com that says sometimes the best solution to a morale.

Problem is to fire all the unhappy people. If you're having dinner with somebody, you're.

Watching a couple, and they're not even.

Smiling or talking to each other, they're.

Probably not having fun.

So go to clown school, go to improv.

If you're not funny, try to hang out with funny people.

Try to. Life is hard if you can find things. What comedy is. Comedy.

Pain plus time equals comedy.

That's what comedy is.

You can look at things in your.

Life right now that might be so.

Painful, but I guarantee you, 10 years.

From now, if you at least say, what did I learn from it? How is this going to help me grow? You're going to look back at that painful moment and you're going to laugh your ass off about it.

Most things in people's lives that are breakthroughs came out of adversity. So. So instead of wanting problems and bad.

News to go away and fight it.

There'D be no business if there wasn't pain. There'd be no business if there wasn't bad news.

What a business is, it's solving problems for a profit. The reason you're going to be a billionaire, I give you two years. You will literally have a net worth of a billion dollars based on what.

It is you're doing, is you have.

To solve a shit ton of problems.

To make that billion dollars. But the fact is that is a.

Byproduct of value creation.

You're not out there sleeping people, you're out there educating people. You're doing a freaking podcast, trying to.

Help people, sharing the stuff you learn.

This is an incredible service. And the infrastructure of not only the.

United States, but most countries in the world won't crumble if there were not trade services, blue collar workers. And people want to be influencers. They want to be famous and they want to be YouTubers. And that's great, but what are you influencing? Are you influencing people? I want to be a thought leader. Any idiot can come up with a thought, be a result leader. Be a true result leader. Help people get results, and then you can make as much money as you want and you never have to make.

An excuse for it.

If you're creating value in the world and you're making a lot of money, good for you do more of it.

I think there should be literally foundations.

And charities for successful people that work their ass off, where people come to them and say, you know what, we.

Put a team of people together.

Tommy, you've been working your ass off for like 15 years straight.

You've probably not taken enough time off.

We're going to help do some stuff. We're going to give you an award, we're going to celebrate you and say thank you for your contributions to society. And you know what, if they did that to let certain people come off because there's a lot of shitty jobs.

The giftology guy. And so basically what would happen is.

You would be like, wow, instead of people being angry of my financial success, they would realize that I paid a price for this. I don't feel sorry for the rich.

Guy with the house on the mountain.

However, if they really got to know some of these people, they'd be like, these are good people and there are.

Rich people with houses on the mountains. Believe me, money does not create the value.

So when I know gardeners and I know people that make no money, that.

Are some of the most amazing, happy, connected, loving, caring people, and at the.

End of the day, when you're on your deathbed, all that money shit, your.

Fair weather friends are not going to be around.

Who's going to be around are the people that were with you through hard times and difficult times. So make sure as you have success in your life that you know how.

To discern between the givers and the takers. Because it's real easy when you become.

A big influencer and you're putting out.

Stuff and people like you to miss it for. These people actually care about you.

So that's where. So this book is really about not feel friends, but real friends.

Well, real quick, let me dive into that. I know we only got about 10 minutes. I think things change, right? One of my buddies, Ken Ritter, said.

That your growth rate with what way you're reading, because a lot of people aren't going to be able to keep.

Up with you, which means that going to be new people that need to come into your life and you needed to run with the bulls.

But also I got kids I grew.

Up with just like you do and.

They'Ll never not be friends. And sometimes there's family members as well. So what is the best way to approach that? Because this is an important question, I.

Think is you got somebody that's relying.

On you or you've relied on them.

And yet you just realized maybe you don't like answering the phone. Maybe they have nothing good to see. Maybe the cup is always affecting.

Maybe they're always just saying, yeah, that's a great idea. But you always got a lot of ideas.

You're going to finish whatever it is that just kick you when you're down.

How do you take some of those people? You talk about it.

The book is getting. How do you deal with people that breathe the life and energy out of you? Just get them out.

A lot easier said than done. I mean, for instance, if there's someone.

That'S an abusive relationship and they have.

Children and they're not the financial ability to easily unwind those things.

They do need to resource themselves and they need to develop hopefully a level.

Of relationships and sounding for it. But there are certain people, there is a on the wall, it says, be willing to destroy anything in your life that's not excellent. And Dan Sullivan has a this quote.

Where he says the skills you can get you out of Egypt are not the same skills you get you as the promised land.

You have to look at relationships.

There's a point where the advantages and the disadvantages and the disadvantages outweigh the advantages. And you either need to change the.

Relationship, minimize your involvement. Sometimes that's harder for family members, or you just need to cut it off and you have to walk through the world without apologies. In Al Anon, which was created for people that have relationships with addicts, family members and whatnot, there's a great line.

That says, say what you mean, but don't be mean.

So appreciate people, thank them for their contribution to their life. But some people, their purpose in the.

Way businesses serve as a bad example.

You oftentimes, I would always say be courteous until that no longer works. And if you're dealing with a narcissist or a complete taker, what they want is attention and they want acknowledgement.

And no matter how you acknowledge them.

You'Re an asshole, whatever, however you pander.

To them, they just keep coming back for more. So it's kind of like if you're.

Consuming lots of carbs and junk food and sugar, you know how you wake up the next day and you want more junk food, carbs and sugar.

We get into trophy bottles.

And if it's really difficult, I would always say go to support groups, go.

Get a different perspective, have someone.

Because the silent battles are the hardest battles to fight. And worst thing is our secrets. And so most of the difficulty, we find people whose debts match our debts. And it was until I did a lot of 12 step groups, a lot of therapy where I realized that a.

Lot of the toxic relationships that I.

Had in my life when I was an addict was because I myself was.

Toxic and I needed to clean up the trauma. I needed to work through the shit.

That I write in this book about how I would want to get the.

Attention of people that did not pay attention to me.

Why did I find myself helping people.

That were abusive and unappreciative to me?

What part of me wanted that, wanted that validation? So the more you can esteem yourself.

And feel good for your contributions, you.

Start, the people tend to go away.

And I'm not going to bullshit anyone, that stays easy. Sometimes you have to just take it.

Head on and say, I'm sorry.

But there's really tough conversations.

Very few people are willing to have.

Them, and that's why it's tough.

They do it themselves. They don't even realize it. But what is that book called?

Fierce Conversations. Listen, we got 10 minutes.

I want to dive into a few things. I know we didn't make it through.

All those, but I want to talk a little bit about 10x talk podcast and the idea of 10x thinking. And sometimes you just 90. I get 10x. But is there something like a breakthrough in my mind that just changes the industry, that, like, how can I. There's three ways.

Three, money, right? You get more customers, you charge more people coming back more frequently. And that's where my whole life lives.

Is how do I do all three of those? But when you think about 10x linking, what do you mean by that? What does that mean to you? Well, the two things.

One, it's like 10x doesn't always necessarily.

Need to be 10x growth. It could be 10x more free time.

Right?

It could be 10 times better connection and better happiness. So there's many ways to get to 10x. The first thing is it takes just as much effort to manage tiny projects as bigger ones. And there's more juice that goes with the big 10x thinking.

But in order to have a breakthrough.

You got to break something.

And so I think it's really good for people to do an audit of their life personally and professionally on a regular basis, at least annually.

And you list who are the health.

People in my life, who are the health projects, who are the half people? I helped Ariana Huffington. I don't agree with her politically. I helped her with her book thrive back in 2014. And we did a lot of interviews, hours of interviews.

And one of the best things to get came out of it was this.

Line where the best way to complete a project is to drop it. So oftentimes people use persistence and don't give up. Don't give up, don't give up. Well, the best way to get out of a hole is quit digging it.

So sometimes the best thing you can.

Do is give up certain relationships, give up on it.

It's not fulfilling you, it's not fulfilling them.

Quit putting yourself through that misery. Don't prolong it. Pull the band aid out.

There's that sort of stuff.

But the thing I wanted to point out though is entrepreneurs that are too.

Tightly scheduled cannot transform themselves.

So I took a one year sabbatical.

In 2021 and I had to set it up.

In order to have the conditions that we want in our life, we have.

To set it up. So I had to take about six.

Months to figure out how am I going to take a year off with.

A business that's totally built around me running Genius Network. And my team did a phenomenal job. And my members, my team got my.

Members to lead the group and it was amazing. It actually worked way better than I thought it would.

I was scared shitless.

I was like, oh my God.

But at the same time I was.

More scared of what would happen to.

Me if I didn't do it.

And I knew the world was going into a dark place when the pandemic started. Because I talk to addicts, a lot of my time is spent talking with.

People that struggle with addiction.

So I have a different view.

I'm just not business guy.

I'm in this weird sort of place.

And so with breakthroughs you have to.

Get away from it.

And when I say it, sometimes that's.

Doing yoga every day or taking a shorter sabbatical or getting away from technology. I don't think all of the outside things are the issue though. They definitely influence us, the internal stuff. So your nervous system. So here's the way that I look at it. One elegant idea is worth more than a thousand semi good ideas. One of my favorite quotes is from the book the Book of Survival by Anthony Greenback.

He said, in order to get through.

An impossible situation, you don't need the.

Reflexes of a Grand Prix driver, the.

Muscles of a Hercules, the mind of an Einstein. You simply need to know what to do.

And when you're faced with a really.

Difficult situation that seems impossible, the way to get through an impossible situation is.

You simply need to know what to do.

So my friend Dr. Alan Barnard, he.

Has this line where he says, it's impossible unless.

So whenever you're trying to have a.

Breakthrough, do some thinking time, sit down.

And say, who would I need to be in order to be over there? And you do this all the time. There's no way a guy like you is growing like you're growing if you're.

Not constantly coming face to face with.

Your identity, because the world and all. How many employees do you have right now?

750. 750.

You have a lot of outside influence, so you have to have parts of.

You that are receptive so you can.

Be guided, because you're hiring all these people to help you.

But you also have to have Teflon.

To know how to discern. And you, you are making wrong decisions.

All the fucking time. All the time. Because you can't do this sort of.

Shit with this, without it. But you're making a lot of right.

Decisions and you're willing to do that.

And not have it define you as a loser. Because all day long, me and you are losing. Things aren't working.

Things are breaking down.

But you know what? Because of that, there's a lot of things that are working. And the things that are working, as long as they work a little bit.

Better than the things. That's how you build a business.

It's part of it. So the treadmill of shit never goes away. What happens is your resourcefulness, your ingenuity, your way to look at it, the way you frame it. Dan Solomon says, the problem is not the problem. The problem is how you think about the problem. Getting results doesn't take time.

It's the not getting results.

It takes up all the time. So if you want to get results in your life, it's not that getting results takes time. It's all the other bullshit you're doing.

So being a pain detector, having the ability to notice, like one thing, you need to get you focused. And I will say that it's simply not easy. When you have adhd, it's not easy, but recognizing your weaknesses is half the battle. And understanding. Jeff Bezos once said, unlike baseball, when I hit a grand slam, I don't get four runs. I hit 10,000 runs.

But it's knowing they failed at a lot of things. Listen, you think Amazon didn't fail 9 out of 10 times at most home services?

For Amazon, home services have failed three times. So everything will work perfectly. But you can't be afraid to try. One question I have before we close.

Out, and then I'm going to ask.

A few closing questions.

I Don't know how you do it. You take a year sabbatical.

My brain functions when I go to Japan, I'm looking at the presentation and.

It'Ll just remind me of, oh my gosh, we need to wrap the rollers in something more. I never call it a roller. I call it a self lubricating lifetime.

Warrantied 12 bearing machine press roller.

So I have these ideas and all.

These other things and I can't imagine being a way.

But also you have this other business that's helping recovery.

So I know you're not thirsting doing one thing and neither am I really. But productors is my main, main focus. How do you do that? How do you just say it's handled?

I don't know if I can summarize in a minute how I do it.

I just do it.

So I wake up every day, I bumble my way through life and I do my best to do what I can and I read and I listen and I learn. I always try to approach it from a beginner's mind and I try to intuitively think about is this a good thing to do. And I'm willing to make mistakes, I'm willing to learn. Life is the only thing worth living for. And I don't expect life to be perfect. And I also try to look for the joy in the mundane. And I also know I'm not going.

To change the world.

The world when I die, the world. Some parts may be better without me. In other parts, some people will be sad. But you're at a funeral and there's porn where you're. I don't like going to funerals, but I was just one of the dear friends a couple weeks ago. There's a point where everyone's like, let's go have lunch. Life goes on.

My friend Dave Jacobs said things are.

Seldom as bleak as they seem when they're going wrong or seldom as great as they seem when they're going well, lightened up a little bit longer. That's coming from a guy that's paralyzed.

From the chest down that was a.

Multimillionaire in his mid-30s and beautiful girlfriend. House on Huntington Beach. All the external trap as well. And in a freak accident lost his ability to walk. Never had sex again, never had children. Took an hour to two hours every day to get out of bed. I have people like Sean Stevenson, who was my best friend that died. I didn't take the sabbatical because I was inspired. I took the sabbatical because I had a breakup. I had several Friends die. There was a lot of pain.

So oftentimes there's things that force you.

To take a look at stuff.

And when things seem really shitty, really difficult.

I also have now learned that in.

The moment when things suck, it's life's way of saying, pay attention.

Physical pain, mental pain, sometimes you can't always get out of it. But I'll tell you how I do it all.

I just do the best I can.

And I listen to people that are smart.

I try to stay in it.

If there's one word that I'm all about is connection, I do it.

If I become disconnected, my life sucks.

But in the middle of busyness or boredom or mundaneness, if I start feeling shitty or I'm not doing well, if I can disconnect myself. And oftentimes that's yoga, cold plunges, saunas, talking to a friend, helping others that.

Need help, it's the connection that I spread.

That's my North Star.

I'm going to go through sweet rounds.

How do people get ahold of you? Read my book.

What's in it for them?

And certainly I don't want to just have people talk to me because there needs to be a process. Joeysfreebook.com is a. If someone doesn't. I love money. If someone wants to join Genius Network.

You have to make at least a.

Million bucks a year. It's a high level group here in the group. There's a lot of amazing people in the group.

Most of the people that benefit from.

This stuff don't give me anything because they're not at that level. So Joe Polish. It's my site, it's my Instagram, it's my social. Although I don't really like social media that much, I'll say this all day. So yeah, if anyone, joesreak.com, i give.

Away a book called Life Gives a Drink. That's good. You can download it for free.

It's awesome. You'll love it. If anyone struggles struggling with addiction, it's all free. We don't charge for anything. One day we may put together recovery.

Kits that will be donations.

If people can't afford it though, my goal is to just put out information to help people because a lot of people struggling with addiction, they don't have financial resources. So geniusrecovery.org, the starting point for that is read the open letter there. And we have a blog that's written twice a week by one of the top therapists, not written by AI. Even though we are building Genius Recovery all into AI so people can just ask questions on where to go, where to start, how to get help. And so that is my foundation. And if anyone's ever in the Arizona area, come visit my 40 acre ghost town called Cleaver, Arizona. Last thing and we are done. We're over time.

Joe's going to be at freedom event.

Freedomevent.Com 11-1-2nd in Orlando.

He's speaking there and everybody was crying in the eye and saying I do have a problem and I didn't even.

Really realize it and I got something.

I gotta face and you put it.

All out there and you know home service. So is this like the perfect match? You, I know you haven't really thought.

About it since November. What are some of the things you love?

Home service, that's where you got your.

Start with some indicators in Orlando here.

November 1st, 2nd and 3rd. I'm going to share how to put more intensity into the work you're doing anyway. You're going to wake up every day. We all have the same 24 hours as everybody else.

It's what we do with it and.

The leverage we get out of it. So how to get more out of the time that you have by doing less. So it'll be a mix of elegant ideas. How do you solve one problem that solves 10 problems, 50 problems and subtraction.

How do you multiplication by subtraction?

How do you make more money by doing less shit? By doing less of the dumb shit and doing more of the stuff that actually works.

Now that we have this set up.

And I have this big group of binders over here and all of this wisdom that I have, I'm also going.

To have for everybody that signs up for your event.

We'll give them a control tool audit. And that is all the kinds when.

They need more business, it is filled with all kinds of stuff that you can do to generate business.

The media, the use, the cost, the roi. If you're successful, how do you automate it? What are the comparisons?

What are the anomalies and changes to make?

So I'll create a special control tool audit for your group of people. This alone will be worth the cost.

Of admission for anyone that comes to it.

And I'll get that to every one of your people that come to the.

Event and that'll be helpful to everybody.

And it'll make them a lot of money.

Richard Branson listening to it Be there.

So come watch them too.

Okay. I hope you found that video awesome and useful. So if you want to get a free copy of my book. I want you to click here. And if you want to watch some more videos that will be useful and awesome, click here. Go ahead. They're over here. Do it now.

Come on.

Thank you. Watch them.