Sabri Suby defines leverage as getting more output from the same input of time. He recommends limiting email checks, converting one-to-one sales calls into scalable videos or webinars, and using ads instead of cold calling to reach bigger audiences.
What is the concept of leverage? I see it as a force multiplier. But a lot of people think of leverage as, oh, somebody got the drop on you. Somebody's leverage is like going into debt. Could you explain leverage in the context that you're using it there?
Yeah. Well, if you think about time as, you know, our most valuable non renewable asset, right? That is the one thing that is just constant across the board is that we've all got the same 24 hours in a day. So when you're looking at, okay, you know, where you should be spending your time, you need to look at like, you know, how do you maximize that time? You can't create more time. You can only get more leverage from the same inputs. But how do you get more outputs from the same input? Right? And that's kind of like a question that I've always been fascinated with, especially when scaling up my business is like, where can I get leverage? Do you know what I mean? Like, what are the one to one manual tasks that I'm doing that are repetitive, that are getting me an X amount of output, what is an activity.
That I can do?
And instead of putting one unit into the machine and getting one unit out or two units out, how can I put one unit in and get a hundred units out? So when I'm talking about leverage, I'm just talking about really just leveraging your time and getting like a multiplier on those inputs in terms of your business. So you know, should you be just checking email all day and have like I see people all the time have their email open as a tab in their browser, which is just like, you know, your inbox is somebody else's to do list for yourself. Like it's not like if you're planning your Daniel, managing your time, but you should be checking that sucker twice a day and that's it, you know what I mean? Because it's just a demand on your time. And then what else can you be doing to actually create leverage? Do you know what I mean? If you, for instance, it might be instead of being in a one to one sales environment and instead of speaking to a prospect and doing an individual sales pitch with them, how can you actually take that sales pitch and turn it into an asset that works for your business? And what I mean more specifically about that is like instead of doing like a one to one sales pitch or instead of you, the business owner delivering that, how can you create that? Maybe craft it into like a video sales letter or a webinar and then have that one sales pitch, you know, pitch 500 people a day instead of, you know, 50 people a day. And that was, for me, really, when I made the biggest shift was, you know, I went from like, making 100 to 150 cold calls a day and call looking upon businesses and signing people up. And I realized, like, look, I'm really good at this, but there's only so many hours in the day, right? I'm always against the clock. There's only so many people I can speak to. How do I get leverage? Do you know what I mean? How do I scale this thing up? And that was when I started writing ads. And instead of, like, calling on 100 people a day, you know, I was calling upon 100,000 people in a day that would see that sales message. So that's really what I'm talking about when I talk about leverage.
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