Lessons from Twitter’s Jack Dorsey and Growing your Business with Joe Polish, Mike Koenigs, Nick Janicki, and Jason Fladlien - I Love Marketing Episode #261

I'm dean jackson.

He's joe polish, and this is the I love marketing podcast. Hello. This is Joe Polish, and this is going to be a very awesome conversation that I have with three of my friends, all very smart entrepreneurs and business owners. We'll start with Mr. Mike Koenigs.

How you doing?

I'm doing wonderful, by the way. I have to give some context. We're on the hotel room here in San Francisco. We just got done having lunch with Jack Dorsey, the founder of Twitter at the Square headquarters, which is another company he started. And so, yeah, here we are all gathered around. So, Mike, we'll talk about you in a minute. And then Jason Fledlin.

Yes, sir.

Yeah, you're awesome. Thank you. And Mr. Nick Janicki.

Yes, indeed. We're on a very small couch.

Yes, yes. We're gathered here together today. All right. So, yeah, you don't really need to do that. That's okay. So, by the way. And that was Nick. So let's start, Mike, with what you do, how you do it. Then we're going to get into talking about stuff that'll be really helpful for everyone listening.

All right, well, what I do is I help entrepreneurs manufacture their own celebrity by becoming either bestselling authors by monetizing an existing audience or building their existing audience with video books or any kind of social media.

Great. And what's your website?

It's you everywhere now Dot com.

Perfect, Jason.

So I help people craft webinars that sell more and deliver more value. And you can find me@rapidcrush.com awesome.

And, Nick, you're probably known as the top float pod guy in the country world.

Maybe.

I don't know. I'd go so far as the world. I mean, it's definitely had a stronghold in Europe before I started. But, you know, I help people basically achieve a euphoric state of relaxation in a float pod environment.

Well, first off, explain what a float pod is, and then we'll.

A float pod is a device. It's been only coined recently, float pod, in the last, let's say, five or six years. It's something that came out in the 1950s by one of the first neuroscientists, Dr. John C. Lilly. And the studies at that time indicated that if you excluded all stimulus from the brain, you would go unconscious. And so what they found is that a float pod, which is about 1,000 pounds of magnesium sulfate and about 200 gallons of water heated to skin temperature, allows you to basically reduce all external stimulus. You're literally floating much like you Would the Dead Sea what happens, you enter into a very relaxed state. It's incredible for pain relief. And some people even have what would be considered a consciousness shift or some kind of psychedelic experience, though that is rare.

Yeah. And by the way, we happen to have a float pod in my office building, my headquarters at Genius Network, because your showroom is there.

Absolutely true.

And so one of the things that makes you guys so super intelligent is you're all part of Genius Network.

Hey, Shameless plug insert here.

We should just spend the entire rest.

Of this episode, we'll talk about how awesome you are. Joel Polish is the smartest human being I've ever met in my life. It's as simple as that. What else is there to say?

He's good looking too.

He is. He's very cuddly.

Right, right. All right. So, you know, we just got done with this lunch with founder of Twitter Jack Dorsey and we asked him some really interesting questions. I'd like to get your guys perspective. And what'd you get out of that meeting? Out of all the stuff we discussed and what I'm going to do? I'm going to grab the questions that I asked him, some of the questions. I'm going to ask some of those questions to you guys about business. But if any of you want to go first, what'd you take away from that meeting?

This is Nick. But you know what was interesting? Never met someone that's run a billion dollar company. And so what I assumed was someone that would be very potentially high strung, you know, very energetic. And what I saw was a very, very humble man who was very much mission based. And to me that was. That was pretty extraordinary.

So Jason Fladlin here, meeting Jack. Again, I never met a. Well, I guess I don't know if I have been a billionaire or not. This is the first one I know for a fact is or was a billionaire. And we met in the square office, which I thought was interesting. And we asked him a lot about Twitter and nothing came up about revenue. Everything was about a mission that he could align his whole team around and then from that, align the whole customer base around that uses Twitter and consumes it, which I thought was very interesting. Nothing about business. Everything about a unified vision.

Well, my take is so I've actually had four billionaire clients and interestingly, they all have similar minds in how they process. And the first thing that a couple people said about Jack after we walked away is he's super direct, deep and thoughtful, but he does not require or need affirmation from the outside. In other words, if you'd ask him a question, he responded with his version of what reality or facts were. And so he's the kind of guy that you want as a CEO of a billion dollar company, especially one that would be publicly traded, for example, where someone asks a direct question, he's going to give them a direct answer. There's no wonder why he's in the position he's in. Very analytical, but he's also a big feeler. That was the other big takeaway I had, because one of the questions had to do with, like, you were asking some question, Joe. And I just. I have a note in front of me here which is what Twitter does is it fulfills a fundamental human need, which is what's going on, what's happening and how quickly, and what truly matters. And again, someone asked, so what is Twitter? Because he said, we're trying to come up with a singular purpose, a singular mission of what it is. He said, Twitter is the most important news and entertainment network in the world. And I use it to figure out what other people are saying about what I'm thinking. I thought that was really interesting for someone to be able to boil something down to its fundamental, you know, something that's simple, easy to understand. But he said, look, we've been evolving and developing that for 10 years. So that was one of my takeaways.

Yeah.

What I thought was interesting, there was a question from Alex Epstein, who joined us, and Alex wrote a book called the Moral Case for Fossil Fuels. And the question was, Twitter seems to be by far the world's leading platform for thought leaders. Who, in your estimation, has made the best use of Twitter to become a thought leader or to become a dramatically more influential thought leader? And what was their methodology? And then who he named, he says, well, currently, if you just look at what's going on is Kanye west and.

Donald Trump, two of my favorite people.

Yeah, yeah, there you go. What was really funny about it was he said that. That Donald Trump actually tweets very early in the morning, and then he basically kind of uses it to sort of control the day.

Yeah, he said, I have the note here. Yeah. He tweets at the beginning of the day to own the conversation, which is really fascinating. So that basically means he establishes the seed and news follows him, and it's really other people's reactions and responses to his. Whatever you could call it.

He created the conversation. Everyone else is just responding to it.

It's so smart. Yeah, Total.

Basically, one of the things. Let me ask you Guys, some of the questions asked him about in the beginning, what books is he reading? And he basically said, tribe, a book they recently finished reading that he thought was really awesome. And then he's starting on a new book which you've been talking about for the whole last couple of days.

First thing I told you, Sapiens.

So I'd like to. This doesn't have to be about necessarily a recent book, but I'd love to hear from you guys. What have you read? Consumed, whatever that was so useful and impactful in your thinking, in the way you run your companies and the way you do your life that you think the listeners would be well served to read. Watch whatever it is. It could be a book, it could be a movie, it could be anything. So let's start with you, Mike. Talk about the book Sapiens.

All right. Well, yeah, I can give you. And right before that. So I have one thing that I love to read. Are rock and roll biographies or autobiographies. I just finished reading Moby's. It's called Porcelain. And if you haven't followed Moby the artist, he is a pretty fascinating guy. And at the same time he's very simple. And he tells a story about how he was a super clean guy for a long time and then he fell off the wagon and he just started drinking like crazy, doing a lot of drugs. And it's about this interesting journey that he takes you on through rave culture and drug culture and what happened throughout it. He's really an interesting, thoughtful guy who you probably would never even notice pay attention to in real life. But this book, Sapiens, is probably one of the best books I've read in a long time. The subtitle is A Brief History of Humankind. So Yuval Noah Harari, I believe, is the author's name. The basic idea behind the book is he starts at the beginning of human time and he explains how humans have evolved and how cultures have evolved, how myths evolved and really about how our myths, our stories drive us and create a reality. And he talks about our individual, like a real reality, like what's happening to us right now, which is we are an animal that needs food and sex and whatever, for example, and then about a subjective reality, which could be our own interpretation of what's around us and then what our subjective reality as a culture might be and then as the world. And he starts contextualizing that and talking about money and finances and how in order to have a stable society, we all have to buy into what money is and what it means. And what it represents. So what happens as you're reading this book is you start realizing that a huge part of what we consider real and what bothers us about ourselves and about what's going on and how we compare ourselves is a total illusion and a myth. But the way he presents it really causes you to do some deep introspection. And I think it's a very, very useful book, especially as a marketer, because great marketers create myth.

Right?

Create stories.

Right?

That's awesome. Well, cool, Jason.

You know, Mike told me about the Moby book the other week, and I thought he was just joking about it. He loves this guy, right, Moby? I'm gonna read it now.

Okay. Yeah, it was slow. It's not like it's not a Keith Richards book, I will tell you that, which was a freaking great book. And also the guys from Shoot some of the most notorious rock and rollers from the 80s and 90s. Oh, you mean Dirt, Motley Crue. That thing was a bun.

Neil Strauss.

That was great, man. All of Neil Strauss books.

I have a dear friend that dated Moby, so she's told me some interesting.

Stories that it's still worth reading, but it's not like, holy crap.

So I got an interesting one. So Alex Epstein was with us here today, and he wore an Ender's Game, a T shirt, which is kind of.

Weird, but whatever it was, I keep calling him Epstein. It's Epstein, like, alex got it. Alex Epstein.

So he was wearing. Ender's Game is actually a great book. It's a fiction book that has taught me a lot about business and selling. One of the takeaways, and I was thinking about reflecting today, is Ender talks about. He goes, I know my enemy so well that in the moment, I love them, and that's when I destroy them. I'm paraphrasing here. And I've always thought about that, in a sense, with customers. Not that I'm destroying customers when I sell them, but if I know my customers so much, I love them in the moment, I destroy whatever limiting problems that they have when I provide my solution. And I've drawn on that a lot through just reading what is essentially like a teenage fiction book or whatever. So it's cool to see that reminder today as we are here in San Francisco.

Yeah, totally. Well, so what about you, Nick?

Yeah, it's interesting. You know, I've watched a lot of movies recently regarding just rock stars that have gone out quickly. And with your addiction stuff, it really kind of holds true. But these are stars that couldn't, you know, they created huge momentum in the world. And what I'm kind of realizing, what I'm trying to tap into is as human beings, we have a tendency to look up to other human beings for a voice or for a purpose. And so, you know, one of the things I keep getting is how do we use that to a greater cause? And I think, you know, Jack today kind of mentioned that too, with his organization. He's going try trying to go back to one question, which, what are we doing? What's our focus? What's our focus in 10 years? What's our focus in 20 years? So it's really creating that as a human civilization is collaboratively. We're all very busy, but collaboratively, what do we want the planet to look like in 30 years? What do we want it look like in 40 years? So, you know, not worrying about, hey, I need to get my next coffee fix, or whatever. It's like, what can we do that's so great that it's greater than us? It's essentially leaving a legacy.

Gotcha. So I'm assuming you're referring to reading Winnie the Pooh.

That's it.

Yes.

Yeah, that's Winnie the Pooh. Okay, great, great.

No, no, that. Well, okay. So, well, let's talk about, like, I. I asked him this one question. What's the biggest market opportunity you see, but you're not going to. To be pursuing and why? And he actually said, health. And I said, well, what? What do you mean, like that? He goes, well, you know, we have, like, such a pursuit of what to do, like, in terms of cure, but not prevention. But he sees this as, like, one of the biggest, you know, one of the biggest potential opportunities. What do you guys look at in terms of an opportunity, but you're not going to pursue it, and then maybe which opportunities are you pursuing? So we can hear both sides, Whoever wants to go first.

So we were having a conversation at the fast food lobster place that we went to right after we hung out with Jack, and we were talking about podcasting, and we're doing a podcast now. As a result of that, I'm not gonna get in the podcast game because I feel like if I wasn't in there early and had some reason that, or some angle or some ability, I feel like I'd have to focus so much to take away with what we're doing right now that even though podcasting is undeniably powerful, I'd rather hop on somebody else's podcast like Joe's or Whatever, and leave it for those experts to do. So just because something is great doesn't mean it's great for you or your business. And I think we all have to be reminded of that.

Okay. And then we'll come back to the opportunity that you are working on. And I'd love to hear, because we're going to keep this to a short episode because you guys actually have to catch flights. What I do want to hear is like the. Some great stupid human tricks or things that you're doing that actually move the dial, make money that people listening to this can use in their own business. It could be, you know, a marketing strategy, it could be a priority management strategy. It could be anything that just makes life more functional.

So, yeah, I mean, one of the things I'm working on is John C. Lilly, the founder of Floating, coined a phrase which was I discovered a hole in the universe through which I gradually learned to see. And so what we're trying to do is extend that hole in the universe essentially through integrative technologies. So one of the things speaking of health is I believe fundamentally that if given the proper environment, the human body can indeed heal itself. And not to pitch floating too much, but floating, I think is that vanilla environment environment, but it can be collaborated with other things. So I think in the next 20 or 30 years you're going to start seeing isolation environments being used in the health field, where right now it's not.

Well, I'll tell you too, because we're such a connected world right now. I think people just taking vacations away from technology or looking at their phones or looking at screens or having something interact with them in the digital world seems like a vacation because I mean, 10, 20 years ago people would, I mean, look, when I was a little kid, I remember walking around fields in Alpine, Texas, in a small town that I lived in for a couple of years. No phone. I'd walk for miles. I'm away from anyone. No, I couldn't reach, you know, my father. I couldn't reach anyone and no one could reach me. And I would be out there like on a weekend, you know, all day. Like all day. And that just is not a world that most kids could ever even comprehend. And you know, there were no remote controls. We were changing the black and white TV with a dial. You know that there were no fax machines, there were no pages, there were no cells. There was none of that stuff. And that was even back when they had eight track cassette, eight track tapes, that sort of.

I remember those days well.

But you know, so floating in isolation actually is such a. It's, it's a huge thing. And I think that's why it's, it's so critical that you look at that. Okay, so Mike, what would you say to all this?

Well, I'll tell you what, I'm not going after. Then we can come back to what I'm going after. So the not is I've been in software for actually over 30 years. I started in the software thing and after building my last ventures, which is Traffic, guys are an instant customer. I swore it off for a while because I don't have the stomach for the resources and the humans required to build a substantive SaaS platform software service platform, which is continuity based. It's harder to get into that game as an entrepreneur now. It requires, in my opinion, more outside money in teams. There's certainly areas that can be tapped, but I think right now we're playing a different game. So I've been approaching. When we get to the. What are we doing? I've been looking at things that I, as an entrepreneur solopreneur with a smaller bootstrap mentality can go and do again. And only because of the. My risk tolerance has shifted as I've aged. That's that. So I'm really designing my business around what's interesting to me and what ACcommodates my lifestyle versus some need to be to get some sort of external approval. And I think that was a big driver in the past. So I don't know if that's helpful or not, but that's where I've been at.

Yeah, awesome. So what is. Okay, so let me say it this way. Like most entrepreneurs, you all have tons of opportunities and probably opportunity overload. So I'd love to hear your ideas or if you have a process to decide what gets your attention as far as, you know, big ideas, what you should focus on, that sort of stuff. Because this is one of the biggest challenges that many people encounter. So whoever wants to go first.

So Jason here. I don't trust myself to make that decision because I'm such an optimist. I can feel like I can take on any challenge and I can do it all. And I might be able to solve a lot of problems, but I'll kill myself in the process. So having a strong executive team that looks at it from every angle and makes me justify it in logical terms, not emotional terms only oftentimes when I talk it through with them, then I can better understand whether I should do it or shouldn't do it. And simply utilizing any type of tool, like an impact filter by Dan Sullivan, some sort of additional thing that you can use to analyze an opportunity beyond just your own excitement. It saved me a lot of trouble because if you spread yourself too thin, even if you can do the job, you never end up doing it as good as you could have if you were smarter about it. So that's my big tip, is either have a team or a tool that helps you filter the opportunities better to better logically understand them.

Great. You know, it's an interesting thing with the floating industry. I mean we went from a $4 million a year industry five years ago, which is non existent, to $100 million and soon to be a billion dollar industry. So for me, I'm passing up things that I know could potentially make millions of dollars because the impact of helping people might be less. So I'm starting to value things that will actually help more people over the revenue. So there's things that I could do. One of them would be, for example, getting into the residential market. So you could actually create a very easily a pod for the residential market. It doesn't exist. Someone will do it. It will be a huge industry. I'm not certain I want to be involved in that. Yeah, and no one's doing it right now because what I want to focus on are more of the integrative technologies that will actually bring people out of pain, out of pain states, potentially out of addictive states. And I think that's a longer plan, but I think that's going to have more of an impact. So for me it's all about human impact.

Yeah, that's great. And by the way, let me just throw this in. Since you talked about addictive states and anyone that listens to me knows that I have a major focus on addiction, being an addict myself and seeing how useful and valuable recovery is for people that are actually challenged with suffering. One way to certainly not be overwhelmed is to make your life more friction free, improve your environment, reduce suffering. So one of the best productivity tools for people that struggle with addiction, anxiety, depression is to literally work on minimizing the self destructiveness, the pain that they're in. And that could be one of the best strategies they could ever employ is to have a practice in a program that actually brings some peace of mind in areas where you don't have peace of mind, which sometimes is not understood very well. Even the pursuit of self help could be an addictive thing where people try to read too many books, they try to get so much stuff that, you know, it's like gorging themselves with self.

Improvement at some point. Motion beats meditation, and you don't need the guru anymore. You just got to rely on, you know, you've invested so much time in your own development, it's time to execute and implement.

Yeah, yeah. Awesome. So, okay, what about you?

Okay, well, what I have, and I actually taught this, it's one of the 10 minute talks I did at Genius Network. So that's a shameless plug to get inside the Genius Network. I call it my 21 word business plan. I won't teach the whole thing, but I have these categories which are impact equity, business model, world class, brand health, and the no filter. It's essentially a filter that I wrote every opportunity through, kind of like an impact filter. And ultimately it's, you know, the way I look at just about everything right now are what are the two things you can never get more of? One of them is you never get your youth back or your beauty back, and you never get time back.

And so you actually could even get it back. That presumes you had it in the first place.

Yeah.

Right on, right on.

Well, the whole thing is, I think one of the challenges of the youth is you just don't realize until it either almost escapes you in a near death situation or you're around death enough, where you start managing time very differently, very consciously. That to me is a motivating factor. And so my daily process, process is first of all, try to move my body, get into exercise. I think you just have to have a well oiled machine to exist in practice. Gratitude, which is focusing on what you have versus what you don't have. I think that's a very dangerous place for your brain to go. And then have a filter or a system in place for evaluating these opportunities and do it consciously and without a conscious tool. Like you were saying, Jason, you rely on an outside team. Whether it's a team or a system, it's still one in the same. And I completely agree. You can't trust yourself, especially if you make emotional decisions. And we're going to be emotional creatures. It's just part of being a human being.

Yeah. Awesome. Anything else you guys want to add? Okay, what I'd like to do now is actually have you talk about what you actually teach people some of the things and give them any recommendations on what to do, how to do it. And then you can either say, here's what we do and here's what we offer, because I'd like to, you know, have you plug your, your own companies if you want, or you can come back to it. So, yeah, out of all the stuff that all of you have been teaching and offering and that you've built your companies around, what are some strategies, some methods, some things that people should know, things that people should do to help build and grow a business? And so we'll talk to the people that actually are the entrepreneurs listening to this.

Yeah. So I think back in the day, it was always a good sales letter can solve any problem, basically. And Joe says it all the time. And I fundamentally agree with that. I think in the Internet age, at least where I come from, is the sales letter is far more interactive than it's ever been and it's more responsive to the immediate needs of the marketplace. And so we utilize that same concept in a webinar environment. And so we don't have to be the best six months from now, we can do something today that we can pick to be the best in that we start serve the customer better than anybody else. And then we just have to articulate that and to be able to do that almost in real time. That's a huge advantage that a lot of people I don't think are utilizing. They're spending too long to prepare to serve a customer when they can just serve the customer.

That's such a good point.

Well, it's a different media these days. Right. And I don't think it's going to slow down anytime soon. And so what we've been really focusing on, I went and did this more in my own business. So I kind of learned this working with other people and helping them sell and pitch via webinars. And then we started doing our own business. And it was great because I wanted to scale up my own business. And what I discovered is a hybrid model seems to be working the best for us these days, is where we're actually taking on and working with people hand in hand because I just get so upset when they don't do it right. So I'm like just, you know, like the Saturday Night Live, the tech guy where he's like, move, you know. So I'm back in that state of mind. And it's funny how businesses cycle. So, you know, we go back to a service based kind of opportunity because now we are meeting a higher kind of quality person by being in places like 25K, Genius Network and at the annual event. So I'm seeing all these wonderful people who have specialized in what they do and I can help them get that out there to More people by specializing in what I do. So that's what's most exciting for us right now.

Awesome.

Awesome.

You know, for us, I would say the most exciting thing is definitely franchising and how we can help people as we do offer a franchise system. But for others that are listening, that have any kind of brick or mortar store, and this applies to anything is some of the things we do is the first thing we do is every single person that works in our store is an expert. So you can go into any float center, any true rest in the country and the 22 year old working behind the desk, they're passionate about what they're doing and they're also an expert in what they're doing. And I don't think that's always the case. And they also treat every person that walks in as a human being. So we shake your hand, we treat you as a friend, we look you in the eye and then going from there into some marketing stuff is recurring revenue. So in our industry we were the first to actually implement memberships into our sales strategy. And we actually now memberships represents 55% of all revenue for our true rest stores. And so for any centers that are struggling with that, memberships is absolutely our key. And we convert 15 to 20% of all new people into our store as monthly recurring members. And that's monstrous for us. One of the things that we've really implemented is a great referral system. So 25, 30% of all our new business is from our existing business. So it is referrals. And we've just implemented something we're very excited about. We use a system called Spa Booker. So in our industry there's a couple big ones, there's mindbody, there's Spa Booker. Spa Booker just bought a company called Frederick which basically is an AI for marketing. And so we uploaded our database into Frederick, which is tens of thousands of people that have been floating over the last few years. And Frederick will automatically generate emails and texts to our prospects, our clients, and then through AI judge which deals are working and automatically adjust the database. And that's been phenomenal. So I think AI referral systems and AI marketing is the future and it's almost completely replaced a marketing team in some regards, which is phenomenal.

Yeah, that is pretty cool.

It's interesting. Google's been working on auto replying for email and that's. I know the next generation of Siri is supposed to be doing that. It's really interesting. I didn't know about that. It's cool. This Is Mike, what I've been doing for quite a while. One of our highest success, biggest difference products we've ever produced is a program that teaches people how to write books very rapidly become best selling authors and effectively manufacture their celebrity status either as an expert authority or celebrity in any niche. And we've helped almost a thousand people so far. And out of everything I've seen like someone get immediate results, whether it's bookings or being able to multiply their value and increase what they charge, it's the highest roi. So I tell everyone, just write a book, become a best selling author and it is a badge of honor that opens up doors for you like you wouldn't believe. The other thing that I think is the biggest trend that I'm paying attention to right now and we've been teaching people how to become camera friendlier, producing essentially infomercials, kind of like what Jason does with webinars. I've worked with a lot of business owners, including our own, over the past 10 or so years. And right now Facebook is doing something called Facebook Live, Twitter's doing periscope, you have YouTube live, you have Amazon moving into this video space and the trend is real time on demand video because they've shown that the level of engagement, responsiveness, actions, referrals, shares are massive with these. And of course Facebook started with just a phone app, but now they've opened it up so they're broadcasting video. And when we were with Jack today, I asked him a question about this and he said yes, we're going to be broadcasting 12 NFL games through the Twitter platform, which tells me a couple things. First of all, I think as a business owner, as a marketer, you've got to develop your skill set and being able to carry on an engaging interactive conversation. If you are going to market on a one to many basis, that is not going to go away anytime soon. And having that skill set, much as you know, years ago someone said, hell I'm never going to use a fax, hell, I'll never use email, hell, I'll never use that Twitter or that Facebook or whatever, it's sort of like it's that part of communicating is going to be necessary for businesses to exist. So that's where I see the biggest opportunity and skill set that you need to learn in order to be an effective marketer moving forward. And it's just position yourself as an expert, get known and be a celebrity in your niche.

Great, great. So final piece of advice to any startup entrepreneur or anyone who's been in business for a while, you can focus it on either one. Usually people are like, oh, what's the best piece of advice you give for someone brand new in business? But there's a lot of people listening to this that aren't and for the most part, what's final words of wisdom. And then give out your website and any recommendations that you would like to make.

Yeah, just get out there and make money. I mean, seriously, it's as simple as I think about things, is where's the money moving and how can I get a piece of it? Don't overcomplicate it. So that's my advice. RapidCrush.com, jason Fladlin.

You know, for me, I would say just make sure you're tracking. I think a lot of people are just trying a lot of things. They're not actually tracking things. And so that would be my biggest piece of advice. Just track, track, track, implement, retrack. And so our website is truerest.com.

All right, well, I'll kind of repeat what I said, which is write a book. Whether it's with my programs or someone else's, Amazon's a great partner no matter what. And customers exist on Facebook. In some ways, I have a love hate with Facebook. But everyone you need to do business with is probably buying on Facebook from Amazon, from Apple right now, or from Google. And they've got your customers. So learn how to communicate that way. And echoing what you were saying, Jason, make more offers. That's how to solve every business problem, is make more offers. You everywhere now dot com.

Yeah. And what I always constantly do is just seek out smart people that I can hang out with, hopefully get them to join. Join my groups and give me money and just ask a lot of questions and curate really interesting conversations, which is kind of like even just what we're doing here. I mean, we're talking about. We go to lunch and I'm like, hey, let's sit down and record something. But through asking questions, you learn a tremendous amount of stuff. So whatever you have in terms of your friends, in terms of your business associates, call it mentors, call it whatever you want to call it. People that you get advice from, who you give your attention to and who you listen to, has everything to do with the direction of your. Not only your business, but your future. So be very selective. I think one of the number one things to protect as an entrepreneur is your attention. I mean, Jack said something interesting when we asked him about how do you make decisions? And he said, well, I have boundaries. And part of it is knowing that I am going to die and it's going to be a short life. And so everything I say yes to and what I pay attention to is really critical to see is this the highest and best use of my time. And it's a good reminder. And one thing for me is this is timeless for me. I think I will take this for the rest of my life. This book, the Life Changing Magic of Tidying up by Marie Kondo, that organization book that's just been a huge bestseller for the last couple years is the whole premise of that book, when it comes to possessions is asking yourself, does this spark joy? And I've taken that same philosophy to humans and said, does this individual spark joy? Does this project spark joy? Does this business spark joy? Does this house spark joy? Does this pair of socks? Does this clothing? Does this book? And so through the process of elimination of things that do not spark joy, your life, I just think, grows far richer when you can get rid of the bullshit. You can say, every rose has its thorns, unless you take the thorns off the rose and just keep the part you like. So there's a lot to be said about just involving yourself with things that spark joy. And another thing, too, although most of my conversations about business go into sales and marketing, and a lot of people tend to apologize for selling stuff, when it comes to the people that are sitting here, they're all great at running a company. And so I think you should look at their websites. I think you should buy the stuff that they're actually doing or at least go through. Like, for instance, Jason, if someone wanted to participate in one of your webinars, they're not only going to hear about what it is you do, but they're going to actually see someone that knows how to successfully sell on webinars. And some of the best things that you can learn about marketing are literally watching people's pitches. And so some people are like, oh, that's a setup to get them to buy stuff. But I've got no affiliate relationship here. I mean, I don't give a shit if anyone, like, buys stuff or not. It's not going to add any more money. Where I do care about it, though, is you'll actually learn a ton of stuff if you actually go and follow what these guys are doing. So, like, for instance, if someone wanted to watch one of your webinars, where would they go?

Go to YouTube. Just look me up on YouTube. Yeah.

Yeah.

Awesome. And floating. So if someone has never floated before, what should they expect? For the first time, they float.

You know, that's a great question. I would say expect disappointment in some regards. And I say that jokingly because most people that go into it are expecting something life changing. And it's just like dieting or working out is it takes some time. So if your mind is racing during the first float, that's okay. And just be okay with that. The things you're going to need will happen afterwards. And it's, you know, very much like, you know, you can have your mind racing for the hour during the float. You will feel better the next day. Yeah. And so just, just go do it. Just try it. The worst thing that can happen is you float.

Yeah. And there's people I've recommended floating to. They're never like floating. What the hell is floating? They go and do it. Now all of a sudden, their lives have become infinitely richer as a result of making that part of their practice. So Mr. Koenigs will end with you.

All right, Call to action.

Whatever you want to say.

All right, well, final words. This has actually been really fun. So, you know, one of the ways I can get you started is if you haven't written a book or you want to see how to write a book that actually builds a business and makes you money, go to www.yen.tv or you everywhere now.com publishbook there you can get a copy of it for free and you can learn the formula I've been teaching people for quite a while that genuinely makes money and works and nothing beats implementation. That's the name of the game here.

There you go. And so since we actually had lunch with Jack Dorsey, you can follow me on twitter@joepolish.com JoePolish I literally said oepolish.com subscribe to my podcast all of them. I love marketing.com, 10xtalk.com and Genius X and our soon to be artists for addicts platform. And thanks for listening and I appreciate all you guys taking the time. This was fun. And we'll talk to you next time on the next episode. Have a wonderful day.