Christopher D.:                   Freedom Fastrack I’m here with Jack Delosa, and I’m so excited. I’ve been wanting to have the man who started the Entourage on for a while. This guy’s a powerhouse. I read his book, Unprofessional, that became a bestseller in three weeks. He’s a guy that I’ve looked up to in Australian business for quite a while. The reason why I’ve looked up to you is not only, Jack, the ability for you to get out and do the videos. Not only the ability to create such testimonials. I’ve met a lot of people that have worked with you. The thing I find so profound with what you’ve done is the movement that you created. Welcome to the show man. I’m so excited to have you on.

Jack Delosa:                         Thanks, Chris, glad to be here, mate.

Christopher D.:                   Dude, let’s get around the pleasure for the intro. I know the Australians will know who you are. Everyone else around the world, I’m sure they’d love to hear a little bit about your story because no one lands on top of the mountain.

Jack Delosa:                         Yeah. I certainly didn’t land on top of the mountain. Funnily enough, for me, my career I suppose if you like, started at the age of 5. My parents rented a non-profit organization called Breaking The Cycle. They’d take long-term unemployed youth off the street. They’d put them through a program, and they’d place them into employment. They were the most effective employment agency for long-term unemployed youth in Australia. That’s the environment that I grew up in, sort of taken youth that were severely at risk, and on and off drugs, and in and out of jail, or from abused homes, and seeing their lives turn around if you like, and then seeing them in sustainable and meaningful employment.

That was my world when I was five, six, seven, eight. I think there’s been a number of things that happened throughout my life, but that’s probably the fundamental one that has sort of shown me the power of education, and the power of, regardless of background into an environment where there’s enough TLC, there’s enough support, there’s enough practical education. They can truly build a future that’s meaningful for them.

I knew at a very young age, I wanted to go into education. At 18, I started my first business. It went terribly. It was a business call center here in Australia, in Melbourne. I made and view those few years as my apprenticeship period if you like. A couple of businesses later, I had a company called MBA Education. That was my real first home run. We would help, you know, we’d advise and educate small to medium size business owners on raising money from investors, acquiring businesses, and building [inaudible 00:03:01] off of the excess. We did that.

To a good degree and to quite substantial degree, we helped sort of shift the needle over here in Australia in terms of small to medium enterprise successfully raising money from investors, and building value, and all that sort of stuff. That gave me the foundation and the credibility to ultimately start the Entourage, which is today Australia’s largest education institution for entrepreneurs. We’ve got about 300,000 members around the world. We’ve also got the Entourage Bang store, which delivers advisory, well, consulting on innovation and entrepreneurship to some of the world’s largest companies like Suncorp, Telstra, universities, governments from around the world, as well as an investment fund that invests in different companies.

Everything I do that is about how do we enable the next generation of entrepreneur and innovators, and we do that through education, consulting, and investment.

Christopher D.:                   I love it, man, and it’s been great to watch. I first heard about you, I think in 2012, from a friend of mine named Andrew Davis. He said he was coming and [inaudible 00:04:06] at some of your events and things. I remember looking at it going, “Wow, that looks really cool.” It’s been great to … I think it was 2012, maybe 2013. I’m not sure. It’s been great to see just how far it’s come and what you’re doing.

There really is a wave of entrepreneurship sweeping the planet, isn’t there? It seems to be everybody is out for it at the moment.

Jack Delosa:                         Absolutely. Entrepreneurship is a rising tide globally. I think people of any age are looking at the traditional way of doing things over the last 50 to 100 years, and really asking themselves the question of why this whole production line of go to school, go to university, get a job, work your ways up. In Australia, the average person retired with $71,000 in their superannuation, which is like their pension or whatever. It’s a disheartening path, the traditional path.

The other macro factor is that there’s also been like this popularization in entrepreneurship, and there’s some benefits and some drawbacks from that. One of the benefits are that 20 years ago on the cover of magazines, you’d see people like Bono or whatever rock stars were around at the time research people like Mark Zuckerberg, or Steve Jobs, Bill Gates, Oprah Winfrey. I think more and more, people are starting to question the old way of doing things, and are starting to realize that to take your destiny into your own hands is not only more intelligent, but also more meaningful.

Christopher D.:                   Yeah, you’re so right. It’s interesting to watch that movement. Obviously, being an entrepreneur myself, there is a lot of things that we need to learn. You, being the creator and founder of the largest education company that actually educated entrepreneurs, I would love to dig in and really discover what entrepreneurs need to learn the most. 300,000 members, what are some of the problems you see over and over again. I’d love to just let you let rip on the biggest problems you see and the biggest things that they need to learn.

Jack Delosa:                         Yeah, it’s one of those questions to go, where do I start. There’s a lot man, and that’s the whole point. That’s why Entourage has been relatively successful and popular is because there is no road map, and so much of it is about failing forward. Common mistakes, I think the first one is around an entrepreneurs biggest strength is that they love to pursue opportunity. Our biggest weakness is that we love to pursue opportunity.

Particularly in early stage business owners, what you find is an unbridled enthusiasm to pursue anything that’s shining. We try and sort of be all things to all people, and maybe start two or three business at the same time, or whatever it might be. We often see where business owners just spread themselves too thin, and not have one focal point of focus on one product, or one business, or one strategy, but they try and build three or four things at once.

I’ve never seen anybody successfully start two businesses at once, anybody ever. I’ve seen people start one business, get it off the ground, move onto the next. I’ve never seen anyone do it concurrently. Even, if you look at Branson. He’s a part owner in 300 companies today. What we forget is that in the 10 years he had one company. It was Virgin Records. He sold it for a billion dollar, that some of that cash helped him float the airline to a greater degree. Then he started diversifying because he had a third of a billion dollars. He was able to employ the best people in the world to go after any play that he wanted to pursue. For the first 10 years, he did one thing.

To that point number one, I’d say the lesson there is pick one thing, and try and become the best in the world at it.

Christopher D.:                   It’s actually huge advice. A lot of people, aspiring entrepreneur especially, they do then. Here’s what I see and I think that you’ve touched on it really nicely is there’s a J-curve in business. When you start off, you first go backwards basically and then it starts to kick off. Starting two or three just means you just get to experience the crappy part of business multiple times.

Jack Delosa:                         That’s right. Again, the J-curve, I love the term J-curve by the way, because that’s really accurate. If you do three business at once and you’ve got three business spiraling down, it’s infinitely more difficult to get that turning point to then get your curve looking up. This is what happens, right, versus the other, to your questions earlier around the mistakes some of the people make, the most common ones is what I think people need to realize is business is hard. Business is slow. Business can be frustrating. It is an uphill slope.

What happens is someone starts a business, and they’re a year in, or two years in, or three years in. They’re like, “Wow, man, I thought I was going to make a million dollars in my first years. I’m still not making money.” Then, “Well, I’ve got this other idea. I’m going to start this magazine. This magazine and I’ve got to move to another state, but don’t worry, it’s complimentary to my existing business. It’s going to be awesome.” It’s this funny thing over there that we’re not yet familiar with the challenges of, but we are very familiar with the challenges of our existing plan. Grass is always greener thing.

Then we go, “Ah, let’s go chase this magazine thing while we’ll keep this plate spinning, but we’ll also go chase this magazine thing.” Then they go chase the magazine thing. Then in two years, three years time you realize that that has just as many challenges as your strategy A. Now you got two things, two plates spinning, and neither of them are profitable yet.

We just need to realize that being on that downward slope of the J-curve is not necessarily a bad thing, and while you want to get it turned around as fast as possible, your best chance of doing that is to double down and focus on whatever it is you’re doing. Now, that’s not to say that you don’t iterate, and change, and be flexible. You do all of that, but do all of that within one play and one path.

Christopher D.:                   It’s such great advice, because here’s what I see a lot of times is yes, the grass is greener on the other side, but also the grass is greener where you water it.

Jack Delosa:                         That’s right.

Christopher D.:                   The thing is, I can just see so many people creating more than one business, and they literally double their amount of problems. Do you know what I mean, Jack? They have this one problem, let’s say-

Jack Delosa:                         Or triple

Christopher D.:                   Sorry?

Jack Delosa:                         Or triple. It’s this exponential thing that goes on.

Christopher D.:                   It’s massive. If one, they have a problem and let’s say leads in one business and they can’t get enough leads. They go, “Oh, this, it must be the business.” They go and start another one. There’s still no leads, but now they’ve got two lots of tax returns, and two lots of customers, and two lot … It can really get to the new entrepreneur and they can really get themselves stuck. Focus, it seems to be the biggest thing of our talk today.

Jack Delosa:                         100%.

Christopher D.:                   Other than that, let’s say the person gets up and they get focused on one thing, what do you find that people keep on coming back to? What are some of the moves and things they need to understand to really get their business working?

Stop and listen to this. I really hope you join the show. This is Christopher Duncan here. I just want to let you know that something that they need to get started in building your wealth online, have more freedom, more time off. We’ve got a huge amount of gift, online webinars, trainings, and other actionable things that you can go and learn from so you can get started, whether you want to have more time off by using outsourced VAs, whether you need a system to start or grow your business. If you need more leads, if you need to make more money, just by listening to this show, we want to invite you to be able to go and get some free trainings from me and other experts. Go to the link, www.christophermduncan.com/gifts, and you will receive everything that you need to have total freedom. Now, let’s get back to the show. Write that down, www.christophermduncan.com/gifts, and let’s get back to the show. I hope you enjoy it.

Jack Delosa:                         I think in the early day it’s around product market fit. You need to have something that genuinely addresses a consumer and market demand, something that people want, something that’s priced appropriately, and something that fits within a business model that could be delivered in a profitable way. While we need to obsess about the consumer, we need to be intelligent enough to work out how to wow and service that consumer while doing so in a profitable business model. If the business model isn’t profitable, then the business won’t be around for very long. Then the consumer loses, business loses, your staff lose, you lose. Profitability is incredibly important.

I think leveraging marketing, like old school marketing tactics of sort of being superseded by a lot more effective marketing channels these days, so whether that’s building your brand through the media in a way, which is obviously free, whether it’s doing it through building audiences and building a tribe on social media, and building an email database so that you can speak to them. When you send out a message or when you send out an offer, they’d buy.

You know high profit marketing sales, they’re having a sales process inside of a business that can be replicable, that you could hire people in to drive sales on your behalf, because you’ve developed and established an actual sales process that walks your customers through a particular journey in order to get to a point of purchase. That’s probably … Then I suppose hiring as well. You need to know the right … Well, you need to know how to hire the right people and how to assess them on their merits. I think those are probably the three or four things that are critical to a C-stage, startup-stage venture.

Christopher D.:                   Those are some huge moves, and I’ve got them written down here, listeners. First is product market fit, then profitability, leveraging marketing, the sales process, and hiring the right team. I want to make a little bit of a shift, because you, like me, have been able to build some successful big businesses. I would really love to hear what your take is on firstly, it’s a two part question, so that you have a bit of time to prep yourself with it.

The first scenario I really want to understand is what you think was the biggest shift that you had to make internally between the guys that was making in the hundreds of thousands, to the guy that had the business in the million. Then the second thing that I really would love to hear from you is about how other people saw you different as you had to have that shift, and how you had to handle the success, I guess. The first part that I’d really love to hear is what was the shift for you to make that big move from hundreds of thousands to millions?

Jack Delosa:                         Mate, that is such a good questions. It’s such a good question. I think I was actually thinking about this the other day. I’m not entirely sure I have a definitive answer. What I was thinking about, and I certainly don’t say this from a place of ego, more probably from a place of encouragement for anybody listening to this is I can’t remember when I mentioned earlier, I started my first business at 18. I remember working at … Someone mentioned a business doing a million dollars a year. I just worked out how much in revenue. I worked out how much revenue that would need to be each week. Obviously, it’s about $20,000 a week assuming, 50 weeks to the year.

Christopher D.:                   Right.

Jack Delosa:                         I just remember thinking like there at 18, sitting there going, “How on earth could anyone ever generate $20,000 a week. That’s just insane. It was like your kid is starting out playing basketball, thinking how could I ever be as good as Michael Jordan. It just seemed like such a distant pipe dream. We started a business last year, and in our first 12 months, we did over a million dollars. It wasn’t … Again, I don’t say this from a place of ego, more from a place of encouragement. It wasn’t that challenging.

What I was thinking was, and the reason I was thinking this recently was we’re in a board meeting recently, and it was sort of the 12, 13-month mark. I remember thinking while at 18 I couldn’t envisage how you would start a business and do a million dollars in a year, today I’m in a place where I can’t imagine starting a business and not doing a million dollars in the first year. That’s not because I’m awesome. That’s just because I’ve been in business now for 12 years, and you’re emotional fitness and your commercial capability exponentially increases each year. When you’ve made as many mistakes as I have, you’d be an idiot not to work out how do things along the way.

I think it’s … What changes from the hundreds thousands and the millions of dollars is scale. You learn how to scale. Rather than the business being you, and maybe four or five staff or whatever it might be. It’s kind of very reliant on you. It’s more about building the right structures, building the right marketing, building the right sales process, and bringing people into an infrastructure that can drive and scale the business alongside and behind you. It’s the difference between viewing yourself as a sole operator or a small business if you like and going, “I’m building an asset here and I need to build an environment, an ecosystem that people can step into it and help drive this business forward, which fundamentally is predicated on process.

Christopher D.:                   That’s such a huge gift. Here’s what I’ve found, and I love that you talk so much about process and systems, because I’m a huge system’s person. We also had a similar result. We just have our last business crept past the million dollar mark in under 10 month. This is what I said to my business partner. I said, “Do you know what? It’s easier now.”

I want to ask you this question, see if it’s the same for you. For me, playing at the higher level, business is so much easier, because here’s what I’m doing as I’m looking at creating that million dollar business within seven months, and creating something fast, therefore I go hire talent equal to the amount of revenue I’m going to create. Whereas, when I was in this startup phase, I was looking at trying to … How can I get people cheaply or how can I do it myself?

Jack, it got easier for me when I made that shift to I actually want to have smarter people in my business. Did something similar happen to you?

Jack Delosa:                         100%, and that’s a really good point. One of the things I often talk about is the bigger the vision, the easier it is to execute. You want to have just a small- and by the way, that’s called, like by the way, I know a lot of people that want to have a business with three or four staff, make a few hundred, profit a few hundred grand a year, have a great lifestyle and spend time with their kids and go surfing.

I don’t judge that at all? In fact, if anything, I’m envious of that. The thought of that is just awesome to me. I’ve want to build substantial businesses. I don’t have kids myself yet, and so I’m able to pour a high degree of focus into business. There’s no right or wrong. By the way, you can also set up a three or four person company highly systemized and have a great lifestyle as well. If you’re going to do a big play, you’ve got that product market fit, and you’re able to sort of demonstrate profitability in the underlying business model, and therefore attract better talent and might better raise getting money along the way, whatever the case may be.

If you can get to a position where you can hire people who are smarter than you, and that doesn’t mean that you abdicate responsibility. You absolutely need to be across every fucking thing that goes on in your business, from your marketing stats, to your sales conversions, to your delivery ratios, to your operations, and to particularly your financial management. You need to be across it all and understand it all to a degree, but if you can employ people smarter than you to build it and help drive it and help form it, yeah, it’s much more enjoyable way of doing business.

Christopher D.:                   Yeah, I agree 100%. I’m with you, man. I’ve done the freedom thing and I enjoyed it, but for me, it really got to that place where I was like, “You know what, I want to create something big, and business is the best place to create a contribution.”

You said something magnificent in there and I need to pull it out. You said, you talked about responsibility. Here’s what I see the people that aren’t succeeding is they hire a consultant. They hire someone that’s smarter than them. Then when something doesn’t work, I hear them pointing the finger.

Now, honestly, I know that some of the time the consultant has done a bad job, but I want you to tell me that what’s it like when you’re absolutely responsible to getting those smarter people and taking responsibility. How do you actually know enough about all those different things that you can manage them? I think I know the answer, but I’m going to see if you think the same thing.

Jack Delosa:                         Yeah. Let me talk firstly about the consultant thing or hiring people, what’s your responsibility and what’s not. For me, it comes down to three letter. CEO. If you’re the CEO or the managing director, it doesn’t matter who made what mistake. As unfair as it is, and mate, I’ve had some terrible highs in the past, and people that have made monumental mistakes that I was unaware of. I don’t say that, that’s a criticism to myself. As the CEO, I was unaware, therefore being blissfully ignorant to it. I can’t then go, “Well, it was this person’s decision,” or, “It was this person that did that.” That doesn’t make sense because this is my ship. This is my business, all of that sort of stuff. Therefore, as unfair as it is, everything that goes wrong in your business is your fault. Everything is your responsibility.

How do you stay across it all. Reports. You need to have a company scoreboard. You need to have a dashboard with all of the company-wide metrics that go like in terms of what are the drivers of the commercial success of your business. If you start over, and every business has five areas, five areas only. Marketing … I’ll walk you through it, a sort of consumer journey metric kind of way.

Marketing, so you go toward market stuff. Sales, delivery, operations, finance. We tell people about something. They buy it. We deliver it. There’s an underlying operations of the company. At the end of the day, we count the money and manage the money to make sure everything happens smoothly. Hopefully, we make a bit of profit at the end of the day.

Across those five areas, and again, it depends on your business and how many staff you have, and all that sort of stuff. There’s probably 15 to 20 different metrics, and they will be summary metrics. There will be 15 to 20 different metrics that would be able to highlight the success, or like the health or otherwise of your business at any given point. For marketing, it will be things like leads generated, cost per leads, lead to sale conversion, cost per acquisition, marketing expand, marketing spend to ROI on revenue generated this months.

Then you go over to sales, and it will be … If you got a sales team, for instance, it might be led to contract, contract to proposal, or consultation, or whatever, consultation to sale. Then you go to delivery. There’s probably 15 to 20 different measures that you need to be across, and they’ll be the macro and underlying drivers of the success of your business, and you get that information coming to you either daily or weekly from the people who own those functions.

Christopher D.:                   Perfect. It’s the exact answer I was hoping for, because I’ve been telling everyone, Jack, on my list. I’m like, “Metrics, metrics, metrics. You got to have metrics.” I’m just so glad that you said that. I want to talk a little bit about your vision, Jack, because here is why. I’ve just noticed some really big trends with massive billionaires. Here’s the things. Number one, they focus on contribution. Number two, they have a simple vision that they can actually really measure with a scoreboard and you nailed it.

For a few examples. Steve Jobs wanted to put the computer into a smart phone. That’s all he wanted to do. Bill Gates want to put a computer in everyone’s home. Henry Ford wanted to make sure that everyone had an automobile. Facebook wanted one billion users. They have this focus. My question for you is what’s your big forward focus vision? Where are you going, man?

Jack Delosa:                         Well, I want to make education effective again.

Christopher D.:                   That’s bad ass. Just every part of my body had to go, “You’re such a badass.” That’s awesome. I’ll leave you to continue, sorry.

Jack Delosa:                         I think that’s … Well, I’d say that’s one of the largest challenges and opportunities that planet faces right now is as the world continues to change, and the rate of change continues to increase faster than ever before, traditional education at all levels, primary school, secondary school, tertiary doesn’t change at particularly the same rate.

That divide continues to widen and we need to … That the private sector. It’s not going to come from governments. It’s not going to happen- Private sector, I believe needs to step into that gap to get better at educating people on the skills and capabilities that are required today, not 30 years ago. Today, and for the next 20 or 30 years.

Christopher D.:                   Right. Brother, I’m so aligned with that. I feel that entrepreneurs are going to change the world. We’re the ones that always have. I’m so glad that we got to connect on this show. I would love to give you opportunity to talk to you about your book. The amount of education that you put into your first book with the Unprofessional. I have read it. I was walking onto a plane, I think in Perth, flying across to Melbourne. I read it in the whole journey and I loved it. It was a couple of years back. You’ve released a new book since then, haven’t you?

Jack Delosa:                         Definitely.

Christopher D.:                   Would you like to share and tell the audience a bit about that book, and what’s in it, and why it’s so important for them all to get it?

Jack Delosa:                         Yes. It’s quite aligned to what you were saying a second ago when you mentioned Gates and Jobs. My entire life, I’ve studied and researched people who have changed the course of history forever, people who have contributed a larger than life legacy. Whether that’s Michelangelo, who was a painter turned sculptor. 500 years ago Michelangelo painted the roofs of the Sistine Chapel. Whether it was Albert Einstein, who rewrote physics 100 years ago, whether it was Nelson Mandela, who lived the anti-apartheid movement more recently, or J. K. Rowling, who is the author of Harry Potter, and is now credited with doing more for childhood literacy than any other person in history. Oprah Winfrey, who’s touched lives of billions, you kind of go …

The other thing is that I’ve met with and I had the opportunity to work with some of these people, like Richard Branson for instance. The further I would go in my career and the more incredible people I would meet, one of the things that was most profound for me was in the discovery of their humanity, was in discovering that they’re people just like you and I. They’ve got insecurities just like you and I. They’ve got vulnerabilities and shortcomings just like you and I. What I wanted to do is sort of go through history, and look at those that have made an impact and ask the question, “How did they get so much out of themselves, and how did they touch the hearts and minds of so many others?”

There’s no system. There’s no … but there are certainly guiding principles that correlate from individual to individual, from era to era, and from field, to field, to field, to field, to field- sorry, approached art 500 years ago, did the same thing as that Richard Branson says about entrepreneurship today in terms of guiding principles at the high level. I found that fascinating. That’s what I’m focused about. It’s not about them. It’s more about you, and how you can step into the best version of yourself to create a vision that inspires you for your life. That might be I want to be a great mom, or I want to be a great dad. It’s not about scale. It’s more about how deeply meaningful is it to you. Then offer some strategies as to how you can move toward that.

Christopher D.:                   I can’t wait to read it.

Jack Delosa:                         You should, man.

Christopher D.:                   Yeah, it’s going to be absolutely awesome.

Jack Delosa:                         Yeah. If anyone is interested, what’s the best thing to do? Probably just go to the, T-H-E hyphen entourage.com.au. The, T-H-E, hyphen, entourage, E-N-T-O-U-R-A-G-E.com.au. You can sort of become a member of the Entourage. It’s completely complimentary. You’ll be able to find something for Unwritten there as well as Unprofessional, which is my first book.

Christopher D.:                   I love it, man. We’ll put all of those in the show notes as well, listeners, so that you can all get that. Brother, I’ve got two questions that I ask every single person I ever see or guest I have on the show. I know some of you, listeners, have skipped to this part. You should go back and listen to the whole episode. It was awesome.

I’m watching my stats and I’m seeing who skipped to this part. There’s two questions, Jack, are really important, because it shows what you would do if you’re in a place of the person listening right now getting started, making moves. Here’s the first part to the question. If right now you got stripped of everything, all of your context, all of your resources, all of your money, you had nothing. You were just coming out. You were just Jack and you had to start out, build your business again. How would you start? What would you do?

Jack Delosa:                         I’d ask myself what do I want to dedicate my life to, and what do I think I can be the best in the world at. That’s not to assume that you’re anywhere near it yet, right, like the world full of people that became great, who started off and when they set off they sucked. You don’t need to be … I’m not really concerned with where you are today, but it’s more about what would you do for the rest of your life if money wasn’t a thing, and what do you think you could be really, really good at? Try and get those two things to align and start there.

Christopher D.:                   What a great answer. I’ve never had that answer before. I love that you didn’t go tactical driven. That’s awesome. Someone has to be the greatest, someone has to be the best. That same someone first didn’t know how to walk as well. Great advice, man. Here’s the second part to the question. If you were to go back 12 years to the start of your entrepreneur journey, and you had two minutes to give the younger version of you any advice, what advice would you give you?

Jack Delosa:                         Your following a nontraditional path in life, therefore you will face resistance, you will face protest, and you will come up against conventional wisdom at every step of the way. That is okay. In fact, it is inevitable when pursuing an untraditional path, so then remember when the voice inside your head is louder than the voice that’s outside your head, that’s when you’ve become the master of your life.

Christopher D.:                   Boom. Dude, I’ve had such a good time here, man. I know that we’re coming to the end of our time. I would love you to share any last thoughts, or anything you want to impress across to people listening today before we do finish up.

Jack Delosa:                         Man, I think we’ve covered it greatly. I loved the questions, and we also had a lot of fun. Just a thank you to you, Chris, for the invite and the chat. I really enjoyed it.

Christopher D.:                   Yeah, me too, man. Let’s get you back on sometime soon. I’d love to hear and get a recap in a few months, where you’re at, and what you’re doing.

Jack Delosa:                         100%.

Christopher D.:                   I’ve got a book coming in the main. It’s whisking its way over here to San Diego. Once I read the book, we can probably get on and talk a bit about what’s in the book, and that will be awesome, man.

Jack Delosa:                         Yeah, that will be great. Let’s do it.

Christopher D.:                   Hey, thank you so much for what you’re doing for entrepreneur. Thank you so much for being on here, and being somebody that we get to look sideways to and go, “We can also get there and do that,” because that’s what I feel from you. I just feel this, you know what, here’s the education. I can do it, you can do it. You lead by example, but also bring other people up. You’re a legend and I really appreciate it.

Listeners, if you’ve been listening in right to the end, make sure that you go and get the show notes. Go and follow Jack and go grab his book. Go get into the Entourage and like, and subscribe to this episode if you didn’t do it. We would love it if you could leave a comment. Live with total freedom and I’ll see you on the next episode.

 

 

 

Christopher :                        My name is Christopher Duncan, your host. I interview top experts and guests who have achieved total freedom and share with you the strategies that I have used to not just create one, but help over 200 people start a six figure freedom business where they can travel, enjoy their life, and make the money they truly deserve. Enjoy the show.

Welcome Freedom Fast Trackers for another episode today. I’m back with an old friend, somebody that we connected a few years ago, Melissa Krivachek. She’s done so many things. She’s a secret weapon for entrepreneurs and executives that use to achieve more every day. Seven books, she’s released, two or four now are international bestsellers. You know, you deserve so much. Since we first talked, you just don’t stop. You’re like this powerhouse that just doesn’t stop. YOu’ve had a massive transformation. Welcome to the show.

Melissa:                                  Thank you for having me.

Christopher :                        It’s gonna be a lot of fun. Let’s start … For right now, I want you to really dial in, if you’re looking to just take your life and switch your business to the next level. We were talking about fear a little bit, and I think today we’re gonna talk about really taking that business that’s already started and growing and things.

Just a favor, let’s start off with your story, and where you started and what you’re up to now, that’d be perfect.

Melissa:                                  Yeah. Back in 2004 I started with Walmart, then I grew the ranks, and then in 2008, I became a store manager. Then I got fired, and in 2008, obviously, the world was collapsing, or at least the Unites States was, so I ended up homeless for 36 days. My car got repossessed, I was $50,000 in debt, and then on top of that, I went to jail for six days.

Looking in the mirror, I realized, you’ve gotta choose a different life. You can’t keep doing the same thing and extracting a different result. I think that’s something we always look at when we frame successful people. As I looked at myself in the mirror, I was crying because the life was literally sucked out of me, Chris. I remember being pale white and completely drained. I was at my heaviest weight ever. I had lived the sort of lifestyle of just driving around, not paying any bills, in and out of college. I didn’t care about authority. Nothing mattered to me.

What I did was, I literally said to myself, enough is enough, and I went to YouTube, and I found a bunch of videos. Tony Robbins, Deepak Chopra, you know, all the greats. I absorbed that.

Then I started reading books. I read thousands of books.

Seven years later, I’m on my second company, my seventh book, and I’ve built multimillion dollar companies in nine different countries.

It’s been an amazing journey and I love what I do. I’m obsessed with sales and personal development and transformation and just being the person behind other people’s success.

Christopher :                        And I love that about you. I would love you to talk about that huge transformation. I mean, the picture is amazing, but you mentioned off-hand, you were at your heaviest weight ever, now you’re not. Tell us a little bit about that, because it’s just [inaudible 00:03:52], really.

Melissa:                                  Yeah. I used to have these super limited beliefs around weight. That’s specifically what you’re referring to. Like, stupid beliefs. I couldn’t get married until I was 170 pounds, I couldn’t date, I couldn’t be successful, or couldn’t run a business, all kinds of shit. Honestly, it was stupid. But looking back, that’s the mindset I was in. I think as entrepreneurs, we have to focus on our mindset. So over the last 11 months, I’ve lost 136 pounds.

Christopher :                        Wow.

Melissa:                                  It has nothing to do with going to the gym or eating healthy, which, both are important … Drinking water, getting sleep, those are also important. It actually has to do with your frame of mind. You could know to do something and not do it. Whether it’s our relationships, our business, or our health. We know year in and year out, okay, eat healthy, drink water, work out, how simple is that, right? Hard! It’s hard because nobody wants to wake up and go to the gym, nobody wants to wake up and sacrifice holiday parties and birthday gatherings and all kinds of stuff knowing that they’re not going to engage in eating the food the same way they would if they didn’t care about their health.

Christopher :                        Wow. You created that in 11 months, did you say?

Melissa:                                  Yup. 11 months, 136 pounds. Yup.

Christopher :                        You are such a badass. That is so … Good for you. The other thing that you mentioned in your story, and that’s just incredible, because I know what it takes to turn around a frame of mind. I’m gonna dig into that a bit more, but I’d love to understand both your companies. You said you’ve got two companies, nine different countries. Would you share a little bit about what your companies do?

Melissa:                                  Yep. Our main focus is sales consulting and we focus on deep transformation work. Sales is like, you’re overcoming objections, negotiations, all of that kind of stuff. That’s basic sales. I don’t teach basic sales. We work together, you should know something about sales.

I literally dig into your business, tear it apart, figure out were the leaking holes are, and figure out how do we make your family better, your experiences better, your business better, your lifestyle better. How do you have more freedom, more productivity? How do you have less stress and make more? That’s what everybody wants to do and yet all of us in some way or another are struggling because of the story we’ve told ourselves. What’s amazing is that an excuse is just a well plan to lie, and we all have them.

Christopher :                        That’s interesting. So you’re doing sales consulting, but you’re looking at it from a completely holistic point of view.

Melissa:                                  100%. What I have learned in building companies and growing to the level of success that I have grown and just helping different businesses, is that it’s all about the story that someone tells themselves and where they’re at.

Let me give you a couple examples. I have a client in Canada, and when she came to me, she said, “I have two companies, one of them is marketing and one is work development. I need to increase my revenue and I need to learn to sell more.” I said, “Okay, well what’s the real problem?”

We dug into her family life a little bit, and what we found out is, she initiated a divorce with her husband because he didn’t want kids and she did and they made this agreement before they got married. When she initiated the divorce, he ended up committing suicide. Every decision she would make around sales was based on his approval of her actions, except that that was really irrelevant since he was dead, right?

Let me give you another example. This happens all the time in businesses: the owner’s mind is somewhere else trying to solve some major problem or crisis in their life, like not having that deep relationship, or not being able to focus on the things they really want to focus on, or not having the time they really want to have.

Another example is, we have a lady in the United States here, and for her, her boyfriend passed away, and then she took her boyfriend’s son, and that was like her son, right? He ended up committing suicide because of his father’s death. She not only lost her boyfriend, but she lost her boyfriend’s son as well. She was completely devastated, ends up selling her company for a couple hundred million dollars, and says, “I just want a fresh start. I just want a clean slate. I’m gonna do something completely different.” I said, “Whoa, whoa, whoa. You can’t start completely over without recognizing the emotional attachments that you had to the people and to the results that you just produced.”

I find this a lot with executives. I just had an executive go to India and he has a family crisis. He wants to start his fifth business. I told him straight up, “Don’t start your fifth business without fixing the family problem because you cannot have the family dynamic be a mess and you’re trying to have a successful business, or you can’t have a successful family and your business is falling apart. They are completely intertwined.”

Christopher :                        It’s amazing to hear you say that, because I wasn’t expecting this to be the topic of what we talked about, but I think you’re so right. It’s just such a big part of being in business, saving my relationship with Harriet, and everything else, so while I know that I’m in mess, everything else is working as well. If you were to talk to that person right now, his ears are pricked up, they’re listening to this episode, they’re going, “You know what? She’s right, but …” I can hear them right now, “She’s right, but I just want to keep her out of my company.” If you were to speak directly to them, how important is it for them to get their family and their health and other things in their life, how much should it increase your business to get … Do you have a story around it? Like sorting all of the …

Melissa:                                  Yeah.

Christopher :                        Yeah, okay, go.

Melissa:                                  Yeah. The first thing I always tell people is, “Go declutter your home.” You want to start with your emails and your closet. These two things are completely different, right? People have their emails on overdrive. They have coupons coming in, they have sales, they have all kinds of crazy shit coming to their emails. Then in their closet they don’t even care about their wardrobe. They’re literally just throwing stuff in their closet and maybe it’s there five years later, like, “Oh, I didn’t fit into that.” It’s like this chaos is running through their mind, from the very beginning of the day when they choose to make a decision about what they’re gonna wear.

If our closet is organized, we literally make less decisions, and less decisions increases our productivity, it helps provide clarity, and it gets rid of all the massive noise that’s happening. We have enough noise that we don’t need to create in our homes and our businesses.

You want to be focused on cupboards, your car, your closets, your inbox, your outbox, your mailbox, literally anything that needs to be cleaned, always clean it, because it’s going to help your mind to stay in a calm state. When you’re in that calm state, that relaxation mode, you can literally focus and become that much more productive. Instead of working 14 hours, you can work 4 hours and get the same amount done.

Christopher :                        [inaudible 00:11:42], this is huge for me. I spend so long working, it’s 18 hours, unless, and I see at the moment this word hustle. When I started business, getting hustled was about the same meaning that it is now …

Melissa:                                  Oh god.

Christopher :                        What’s your take on this unproductive hustle vibe that’s getting thrown out in the air? It sounds like you have an interesting perspective on it.

Melissa:                                  I guess that would be the perfect one to ask. Since I went to a wedding over the summer, and the bride wrote ‘hustler’ on my name card. I took a pen out of my purse and crossed it out and wrote, ‘hustler in recovery.’

Christopher :                        That sucks.

Melissa:                                  I don’t deal with hustlers, because I think that what happens is that they want to constantly get a result, right? And let me just say, I hustled off six million dollars in business, and then I literally went to a burnout stage. I called one of my coaches and was like, “Listen, I literally cannot take my business anymore. I’m gonna drive it into the ground, I give up. I don’t want to work with these people. I literally have no desire to wake up tomorrow and do it again. I’m just not gonna do it.” He was like, “Dude, what are you talking about? You can’t just do that one day.” I said, “Watch. Seriously, I don’t have time for this.”

I had to stop and reflect, like, what am I doing? The reality of the situation was I was literally driving myself into the ground because I’m constantly working.

One of the things that we do as a couple is, we love to have fun, but here’s the thing, combined we have seven businesses. He has five and I have two. There’s also two kids, they’re four and ten. When I came into the relationship, I came in like, let’s do a lot of fun stuff, and he’s being super, super, super serious. Like, ridiculously serious, right?

I realized we don’t have to work as hard, we just need to have a little bit more fun. Eventually what we did was trampoline parks, snowball fights, ice skating, I mean, crazy stuff, jumping out of helicopters, all of this actually tripled my revenue. I was like, why wasn’t I doing this stuff before? Oh right, I was too busy hustling.

Christopher :                        I see it more than most people imagine, is that when that entrepreneur just lets go and stops trying to control and enforce it, they experience such a liberal growth that it’s unbelievable to me that the hustle word is still out there. However, there is the other side to it. And it’s funny that two recovering hustlers are here talking about the fact that husting’s not the right thing to do … I look back on it, right, I look back on the four hours sleep, and I’m like, you know what, I’m proud of that guys. It got me here.

Do you think that at the start of their business, do you think they still need that hustle to help get stuff off the ground?

Melissa:                                  There’s way, way, way more effective ways to do stuff, and getting four hours of sleep is not productive, unless that’s all you need. There’s four different types of sleep patterns, so maybe you’re a person that really, truly only does need four hours of sleep, and that’s fine if that’s you, but that’s definitely not me. I can’t survive without nine hours of sleep. The other thing that people forget that … You should take a nap. Just check out during the day, take a nap, and come back. You don’t need to push yourself from meeting to meeting, you don’t need to fill your calendar with senseless stuff. What you need to do is focus all of your attention on where are you spending your time.

One of the exercises that I always have people do, and you can actually find this on my website, is I have them do a time study. Once a quarter, which is four times a year, I have my executives and entrepreneurs do this. They hate me for this, but they print out a piece of paper, and the time is broken in fifteen minute segments. You literally have to write down every fifteen minutes what you’re doing. Are you reading a newspaper, going to the bathroom, commuting, are you talking on the phone, are you browsing the internet, are you wasting time on Facebook? I want to know literally every thing you’re doing every fifteen minutes 24 hours a day for three to seven days. That’s going to tell me exactly what to cut out, who we need to get to delegate stuff to, what we can automate, and how we can cut things out of your schedule that just don’t make sense.

Christopher :                        It’s huge. Doing a time study is huge. For me it was so long before I actually did it, and when I did it, everything changed. Literally. I’m writing down what I did in the past fifteen minutes and in that moment of writing it down, I couldn’t do that thing that was unproductive the next fifteen minutes. There’s not a statement that you could’ve said more that I would agree that every person out there should do a time study at least once a quarter.

Melissa:                                  Yeah, and you know what, you’re gonna hate it too. I’m gonna warn you, you’re gonna hate it.

Christopher :                        You said to download something off your website around there?

Melissa:                                  Yeah, if you go to the online coaching tab on my website, there’s literally seven videos, and under several of the videos, there are working PDFs. That is literally everything I teach my clients to do, and it’s free and available to anybody, because I believe that over the course of creating a successful business, there are only seven things that each of us need to focus on to maximize the results that we get. The problem is that when you’re a start-up, you don’t know what those things are, so you just start throwing darts all over the place, hoping something is gonna stick to the dartboard, but that’s just not how it works.

Christopher :                        I would love to know these seven things. I’m taking notes.

Melissa:                                  Yeah.

Christopher :                        What are these seven things that they all need to focus on? Is one time?

Melissa:                                  One is definitely time. If you don’t focus on time, then you’re probably focused on the wrong them. The first and most important thing, though, is trimming the excess, and I talked about this a little bit in the beginning. You want to just trim all of the excess out of your life, declutter your space. Check your environment, check your emotions, they’re very closely linked. For example, if you’re spending any time at a coffee shop, where people are chattering about others or there’s negative energy, negative vibes, negative talk, you probably want to remove yourself and find a different coffee shop.

Literally, your environments are connected to your emotions, and your emotions are driving your results, and your results, well, they speak for themselves because the numbers don’t lie.

At the end of that, I talk about four different tools that you can use to stress less, and that’s automation, delegation, deletion, and donation. So donate all the stuff you don’t need, delegate all the things that you don’t need to be doing because they’re out of your zone of genius, automate the things you can automate …

Melissa:                                  Yeah, and then automate everything else. Then you just want to focus on the five vital functions that make your life successful and that’s your health, your finances, your relationships, your confidence, and sales. That’s all you need to focus on.

If you … I’ve got this exercise on the website, actually. I tell people, grab a full-length mirror and stand in front of it naked with a marker in your hand, and see if you can cover the mirror in compliments. Most people can’t. They literally stand there, like, “I have nothing to compliment myself about.” Even the most beautiful, drop-dead gorgeous 10s will freeze up, because that’s how much we lack in levels of confidence. My question always comes up, “How are you going to walk into a board room and ask for a million dollar check when you can’t even look yourself in the mirror?”

Christopher :                        Wow.

Melissa:                                  Then you want to structure your day. What often happens is the most successful people have very strict routines. I’ve got an executive, and upon waking up, he prays for 30 minutes. After prayer … And by the way, he prays with his wife, so they don’t leave the house together without prayer … And then they have their morning supplement, they go to the gym, they hit the office. The first three hours of the day are totally dedicated to them together working. They have kids as well. For those people that think this doesn’t work with kids, it does work with kids.

You go to the office, you work for five, six hours at a time, the rest of the time is family time, dance time, or football time, or whatever kind of activities you want to do as a family.

You just gotta keep that momentum going. The thing that most successful companies do, in fact, every successful company, from Apple to, you know, anybody, is innovate. Look at all the things in your business and find out what it is you can innovate. Finally, look at your social circle, your activities that you do, and the places that you spend your time, and you’re going to figure out that your net worth is comparable to the places you spend your time, the people that you hang out with, and the energy that you put around yourself.

Christopher :                        This is so much you just dropped in. My pen has been scribbling like crazy.

Melissa:                                  The good news is, Chris, that you can just go to the online coaching tab and it’s all there for you, so you don’t actually have to take notes for right now. You can print out the worksheets and just do it all, or whenever you want to, I guess.

Christopher :                        So I suggest that everyone gets it. Hey, I’ve got two questions I love to ask everyone on this, and with every time, we just get something absolutely unique come out of it. So here’s the two questions. The first one goes like this, if you were today to start from scratch, you have no money, no relationships, nothing, you’re back in that place starting from scratch, how do you start your business? What business do you focus on? How do you make that happen?

Melissa:                                  Okay. Well, the first thing I would do is walk out into the streets and find something to sell and sell it. Since I have sales skills, and honestly I think all of us have conversational skills, that’s probably gonna be the easiest, because you’re gonna find people outside. You just walk outside, find something to sell, and sell it. Or return pop cans. Do really anything that’s gonna be productive to making money. Then take what little money you have and start investing in yourself and spending more time on yourself. This is where most people fail, is that they will spend all the time working in and on their business, but they will never spend the time to work in and on themselves.

Christopher :                        Great advice. The second part of the question is this: If you were to go back to the beginning, and you were able to spend two minutes looking yourself in the eye, and give yourself some advice or a pep talk, what would you say?

Melissa:                                  Don’t tell your dad to fuck off. That’s what I would say, because I regret the moment that I told him that, but at the end of the day, he was a failed entrepreneur, so I said that out of, like, “Don’t tell me what to do.” And yet, I lived under my parents’ house for three years trying to figure out what I was trying to do. They watched me and like, “Why are you sitting for hours behind the computer? You don’t sleep at night and you’re talking to strangers on the phone. Why are you connecting with these people?”

Is it good to alter close relationships? No, it’s not, but sometimes it needs to be done. I would just go back and say … It’s not something I would repeat again.

Christopher :                        That’s so funny. You’ve just got so much knowledge here, and you’ve written all these books and there’s so much that you can give. How would you like to end the show? What would be some advice or piece of wisdom would you like to give to all the entrepreneurs that have been listening and attentively writing this down?

Melissa:                                  Am I allowed to swear?

Christopher :                        I think it’s too late for that.

Melissa:                                  Okay. My mantra for the entire year is just, “Fuck average, live fearless.” Don’t go out every day and have fear in your body, because if you do that, no matter what mode you’re in, if you’re in scarcity mode or a mode where you don’t know what’s gonna happen tomorrow, just live fearless. Because at the end of the day, you can’t worry about tomorrow, you can’t be thinking about what happened yesterday, just live today, and give it everything you have.

Christopher :                        That’s a great way to end. Thank you for your time. I would love to get you back on and talk even deeper on some of these topics, because I feel like I’ve been surfacing on how deep you and I could really go on these, but I think that you gave your listing a really good kick in the neck, so I know exactly what it is that I need to do and nothing else. I mean, here you are, running two companies, and you’re only eight years ago being in such a down and out place. Thank you for sharing all those stories and everything on here, and I really, really have appreciated you being on.

Melissa:                                  Yeah, of course. So you’re gonna connect them to my website, correct? Because I didn’t spell that out. I say, “Go get the videos,” but I didn’t give them a URL.

Christopher :                        Well, let’s give them that URL. What is the exact URL?

Melissa:                                  It’s melissakrivachek.com. M-E-L-I-S-S-A-K-R-I-V-A-C-H-E-K.com

Christopher :                        We will definitely have that in the show notes, if you’re like me and definitely couldn’t take all that down. It’s all in the show notes, along with all of her social media. Go and stalk her, she’s very active on Facebook and on the other platforms as all. So get there and up your environment. I think that’s the biggest thing. Be bold, be fearless, and just go for it.

Melissa, I kinda knew this conversation would be like this, I know there’s a lot of information, but just do that, because I know that about you and it’s definitely there. Again, thanks for being on here, it’s absolutely awesome.

Melissa:                                  Yeah, you got it, of course. Thanks, Chris, for having me.

Christopher :                        Yeah, I love it. Listeners, be sure you subscribe, like, and share this. Go connect with Melissa, go and get the show notes, go and go onto her amazing … it sounds like such an amazing time study, so go on there and do that, and live a total free, free your mind, free your time, free your life, do what matters most. Snatch it. I’ll see you on the next episode.

 

 

Chris: Welcome to Total Freedom Podcast, my name is Christopher Duncan and I have Alex Charfen back here again, and it’s such a pleasure to have Alex on the show. This is the third time. He’s the only one that we’ve had back on the show three times. And the reason is this: I really wanted Alex back. I’ve been working really closely with him and, Alex, it’s so great to have you here.

 

If you haven’t caught the other two shows, you need to. Just because you’re listening to this, let me give you a quick intro on who Alex is. He’s everything about momentum. And Alex stands for creating massive momentum entrepreneurs. He’s been featured on nearly every single news medium you can look at. His book “Entrepreneur Personality Type” has been one of the things I actually travel with. There’s only a few books I travel with, and it’s one of them.

 

And I’m so excited to share some things on this show now with Alex. We’re not going to go into his story and things like that today because we’ve already done it, but Alex, welcome to the show brother!

 

00:01:31 – Alex: It’s funny, like from the first show, I don’t remember how long ago that was, but I was just thinking that was like the introduction on how we worked really closely together. It’s interesting to see that evolution.

 

00:05:00 – Chris: And I listened to one free piece of content from you about contribution, and my whole body just went “thank you.” And I remember it so clearly ‘cuz you talked about what entrepreneurs really wanna do, and what really fricking matters. I’m sitting there and I get this piece of advice from you, and you fricking changed my life by putting that content out there. Alex just said one thing: It was about waking up in the morning, getting yourself focused on what you’re gonna be, and you said that there were four things; who do you wanna impact, how do you want them to change, how will you change them, and what’s your scoreboard. And I remember it so clearly because I thought, I may as well do something that makes a big difference. And so I wanted to say, thank you so much, first, for being you and bringing that out to the world, because here’s what I know. Normally, people like Alex just deal with their companies. And they don’t share the inner workings of it. And when you shared that to me, and when you actually did that tiny little thing, we snapped back within three months. We’re doing six figures a month. So, I wanna talk about that today. I wanna talk about momentum based on experience, and I want to just extend some massive gratitude to you and listeners.

 

00:06:32 – Alex: I love you brother. Thank you, Chris. You have no idea how much that means to me because I remember when we were in California and we were in person when we talked about that. And, as an author, and somebody who puts stuff out there, you often don’t know what the effect is on people. And every time I hear something, especially from someone of your level, it just reminds me how important it is to continue putting yourself out there. Because, you know and I know, sometimes, it’s hard to fire up the video camera one more time, light it up and do it again. But it means something when you know that someone’s going through the incredible pressure and life-changing conditions that you’re in. For a video to bring you back like that, it makes me wanna go post more videos. I appreciate it, man.

 

00:07:36 – Chris: Thanks. It was huge. And this is what I got from it, and I want to find this out from you. I found out what really mattered. For so long, I felt lost, Alex. I played basketball internationally, and I always focused on that. Then I was in business, but I wasn’t really in it. It was like I was in it to make a business just to get out of it. Now, I’m in it because I’m in it and I wanna fricking be in it.

 

00:08:20 – Chris: How is it so different from all the other personality types?

 

00:08:29 – Alex: You know, Chris, I think it’s what you said. You said it so many times already. We are physiologically sensitive momentum based beings. You said, “I watched this video you did, and my whole body said ‘thank you.'” You understand. You are physiologically sensitive. We are hard-wired to be looking for momentum; to wanna drive forward, to wanna create progress in the world. And, here’s what’s interesting. I remember the first podcast we did. And you were still in that place where “I got some stuff I wanna do. I’m gonna make a big splash.” There’s a lot of entrepreneurs that I encounter that are in that place, and I always think to myself, “It’s okay.” Because, here’s what happens. When an entrepreneur understands their greater contribution, they’re no longer struggling to work. They just can’t stop. They’re no longer setting an alarm clock. They’re just up 3:30 in the morning. And what happens is, you uncork that contribution in someone, and you can take someone who thought they were in it to retire, make money, whatever, and next thing you know, they’re in love with their tribe. They’re crying about the effect they’re having on people, and that’s not work. The fact is, I think is entrepreneurs, we want to actualize. We want to create success in our lives. While success for people like us is being exactly in that place where you’re making your greatest contribution. And, Chris I don’t think that’s what it’s like for the rest of the world. We’re hard-wired to be like that.

 

00:10:08 – Chris: That took me so long to understand. In fact, since we first met till now, I honestly got off the first call, and I was like, “Everyone’s like that. Isn’t everyone like that?” And then, I went in, and I went to this leadership conference, and somehow I ended up at it. Because of everything, I went through this year, so much generosity, and I wanna thank Jenner and Brad Ballard who invited me to this thing. They didn’t ask me to pay. They sent me to this thing, but I went to it, and it was 2 out of 4 days with everybody that could be there. And the one thing I took out of it, Alex, was I was like, “Holy crap. Like these people are focused on buying stuff and what they’re doing.” I was like; I couldn’t even understand so much so that I made a lot of friends, but I don’t even know how to actually go and hang out with them. No motivation and no momentum to do it. That’s gonna decrease my productivity. I don’t want that.

 

00:11:19 – Chris: So, it was big, man. So, for the people out there who are actually momentum based beings, how do they know?

 

00:11:25 – Alex: We have three awarenesses of the entrepreneurial personality type, but I go about this a different way. We’ve been studying this, and I’ve seen success over a long time. And so, the questions I ask, the way I ask you to self-qualify is different than most. So, it’s three things. The first one is entrepreneurial personality types throughout history, those that are momentum based beings that are meant to do more, put on this planet to change things. The first qualifier is you always knew you were different. So, if you knew you were different from a young age, you knew you were different from the people around you, that is the first qualifier. So, that’s the first awareness of the entrepreneurial personality type.

 

00:12:08 – Alex: The second one, is, do you have innate motivations? Here’s what I mean by innate motivations. Psychology tells us that we have motivation outside ourselves. Like, external or internal, extrinsic or intrinsic, innate motivation is, you’re one of those people that just has got to move forward, wants to continue doing things, wants to make things happen, change the status quo, improve the world around you, get back to the drive. That’s innate motivation.

 

00:12:35 – Alex: And then the third thing, and this is the big one, we call it the “Call of Contribution.” It comes on subtlety. It this voice in your head that says, “Hey Chris, there’s more here. You can do more. You can be more. You can create more. You can contribute more. You can make a bigger change. You can have a bigger effect.” At first, it might just be a little whisper, for entrepreneurial personality types, that whisper becomes a yell, and over time it’s like the only thing you can hear. So if you have those three qualifiers, you knew you were different, you know you have innate motivation, and you’re one of those people that wants to make a greater contribution, then you’re probably an entrepreneurial personality type.

 

00:13:24 – Chris: It’s been the biggest revelation for me. And I said to my mom last night, I was chatting to her about this, ‘cuz she said to me, Alex, she goes, “There’s more outside just your business.” I looked to her for the first time ever, and I said, “Well, for me, there isn’t.” When I said it, I knew she wouldn’t get it. My business is the life and blood, breathing in the contribution, the thing I wanna leave behind, the thing that in a hundred years, will still be here.

 

00:14:04 – Alex: Yeah. Here’s the fact of being an entrepreneurial personality type. The way we’re hard wired, if you don’t admit that your business is one of the most important things in your life, one of the most spiritual undertakings of your entire lifetime, then you’re just denying something to yourself. Because the fact is, that for people like us, when we step forward and we create this thing called a business, when we step into the place of vulnerability of declaring that we’re an entrepreneur and that we’ve now become a commodity, that is one of the biggest and most significant contributions a human being can make back to the tribe.

 

00:14:44 Alex: The challenge for the people who don’t get it, is that they want us to slow down, or back down, or they don’t understand because they’ve never been in that place where contribution becomes the thing that you do every day. They’ve never been in that place where you could connect to you greatest contribution and see yourself moving towards it. Because, when you do, you can’t stop.

 

00:15:08 – Chris: I love it. People my whole life have said, “Chris, you’re too intense. Why don’t you stop?” They just had never understood what it’s like every day to wake up and know that you are helping your clients, to make money, to help your staff, and I love it so much.

15:39 – Chris: You’ve helped lots of people. What are the biggest problems that they face?

 

00:15:45 – Alex: I think the biggest issue that entrepreneurs face is that we’re not good at asking for help. And our biggest challenge is that there’s this mythology around being an entrepreneur that we have to be somehow perfect. And I think that far too many entrepreneurs get to this place where they’re not transparent, they’re not real. They get caught up with one of these people who convince them to fake it till they make it. They get pushed into this place of endless hustle and hard work, and what happens is, you get into a place where you get all that noise. For entrepreneurs, it could be hard to move forward. And I think that the biggest challenge, for me, I get a little emotional about this, but I think the biggest issue for me, for entrepreneurs today, is that there’s this new form of entrepreneurial cannibalism out there where you’ve got these trainers who are now training people nothing more besides just sell stuff to people. And there are literally trainers who will show you how to understand the market, get the market to obsess over you, show the market how to buy, what they want, make them completely dependent on getting your product, by writing sales letters and putting them into a system. But, Chris, I have a hard time finding the person who’s training on how to deliver. I think that’s one of the biggest challenges for entrepreneurs today is knowing who to trust, how to move forward, and how to create momentum because it is a wild, wild west of advice out there. It’s such a hit or miss proposition these days.

 

00:17:23 – Chris: It’s so much easier to teach people how to mine the gold than actually to be the one that’s mining for the gold. Your post, recently, I really loved. So I wanna ask, you to dive into this. Just yesterday, and you talked about different levels of advice, and why your company gives advice differently. It was awesome. It was so awesome that I sent you a message about it, and then I had to go and do it. I was just so pissed off, about how epic it was, so I’ll let you just roll with it.

 

00:17:55 – Alex: I have this hierarchy of advice because I’ve been around the self-improvement, consulting, coaching world for so long, and understand, I never sold a product online until 2007. Prior to that, I had a long career as a consultant, as a real estate investor, as an advisor to a lot of very important people, and then I got into doing this. And when I started really looking at this, there’s this hierarchy of products. So, here’s the issue. The issue is that most of the products are in this first category. It’s hard work. So, how many products out there, tell people, “Hey, you need to work hard.” Today it’s, “Hustle, hard work grit, determination,” all of this crap.

 

The misconception about grit is that there’s this new research study out, that everyone who’s ever been successful in history had grit. So, in order to be successful, you have to demonstrate grit. Wait a second. If we had a book on how to find stuff, we would interview people who had found stuff? And then they tell us you just keep on looking.

 

The fact is, that everyone who was successful of course, they worked hard! You don’t get there without working hard. The challenge is, this is where most people play. Hustle and hard work. That is the most entry level, rudimentary, training, and communication that there is. Problem is, most of the world plays there. And that’s also where most of the world lives. Most of the world is working hard, but they’re not getting anywhere.

 

So, the second level is motivation. It’s not just hard work. Now let’s motivate you. Let me tell you a metaphor that gets you pumped up and motivated. You know, Chris, this is where I think far too many people have become experts; in bullshit, mindless, endless motivation. How often do you see someone who’s just motivated, but doesn’t know why? You see it all the time these days. It’s like they’re zombies of over excitement.

 

00:20:48 – Alex: It’s because when you get people so over-motivated like we get into this place where we can’t be present. So now, you move up from there. Now there’s this new place: Goals and objectives. There are trainers who will train people on goals, outcomes, but this is dangerous. A lot of trainers won’t do this because they don’t know how to help you get through it. Here’s the real problem; most trainers, they will tell you how to set goals, but I’ve been to very few goal accomplishment seminars. There’s a ton of time spent on setting the goal then how do you get there is kinda brushed under the rug. That level of trainer drives me nuts. And so you take one step up from there, and now you get into some serious consulting and coaching. This is the trainers who are willing to train and who are about perspective and measurement, but this is not sexy stuff. When I start telling people, “Let’s talk about your metrics. I wanna understand your cash flow. I wanna understand your top-line, your bottom-line,” most entrepreneurs are like, “I’m out.” “I want that 90-day, $100,000 thing.” The fact is, that is a tiny percentage of entrepreneurs who even will play in perspective and measurement. And are willing to set up metrics, set up measurement, understand where they are. And then you get one step up from there.

 

00:22:17 – Alex: You get to where we play. And above that sits communication systems. The systems through which you build a business. The systems through which you actually scale and grow. And here’s the fact, less than one percent of trainers will even play here and there’s about twenty percent of trainers that will market to this result and then there’s about another sixty percent, who talk about it enough but they don’t know how to actually get anywhere near a communication system and that’s where people really fall down. Because here’s the fact, there’s three types of systems.

 

[00:22:59]

Alex: There’s three types of systems: the Internal Communications Systems we use…I mean, you look at someone like Tony Robbins, and he has some intense Internal Communications Systems. But they’re proven! They’re spelled out. They’ve been there. Then there’s the Communications Systems we use to communicate with others, and then how do we grow our business? Our team?

 

 

 

Chris: Yeah.

 

Alex: So here’s what’s interesting about us, Chris; I think working with you is very much the same way. We sell the system that makes it so that the entrepreneur can do what they’re best at.

 

Chris: Yeah!

 

Alex: That’s what you’ve recently done with us! You gave us a system so that we could do what were best at, and I think that in the world of growth and scale—like I said, about 1% of entrepreneurs want the Communication System, and then there’s a fraction of that 1% that could even understand how to apply it. So we’re looking for a very high level client, and I’m not saying a high-level cashflow client. I don’t need somebody who’s making a million dollars right now. I’m looking for a client who understands very clearly that, if they have Communication Systems to replace where they are band-aiding with communication skill, their lives would change.

 

Chris: Yeah. And what a great level to play at. What a great level to play at. One of the biggest shifts that I’m seeing out there is this shift through, from the person who’s doing it all, and has got so much on their plate, on their shoulders, right through to the person who’s actually the leader.

 

Alex: Yeah.

 

Chris: And that shift is what I see you providing. We are born into this employee society. We are told to trade time for money, and no one’s sharing what you’re sharing. It’s massive.

 

Alex: Thanks, Chris.

 

[00:24:43]

Alex: I like what you just said, that we’re trained to trade time for money. Even worse, we’re trained not to ask for help.

 

Chris: Right.

 

Alex: When I say Communications Systems, here’s what we do: we help entrepreneurs understand how to, on a daily basis, mine your life for where you need help. And then very clearly, and succinctly, and with an eye on your longer-term goal, understand where to ask for help so that you get there. And I think that, you know—is it okay to talk about the competition you did with us? Because I think that was just such an incredible example.

 

Chris: Oh, I’d love to.

 

Alex: Okay. We just ran this competition. And we had—I think we were expecting about a hundred people. We had almost 300. We read every word of submission, and it was amazing what people told us. And I just talked to our winner. We took it seriously. We read every submission. We talked to a bunch of people, we found out kind of where they were, and we made sure we had the right winner.

 

Alex: I talked to her, and here’s how astute she is as an entrepreneur. She’s got a business that’s doing well. She’s an Amazon reseller. She’s building her own brand. I said, “What’s the biggest thing that you need?” And she said, “You know, Alex, right now, it feels like in the business, I’m doing everything and I have people who are kind of helping, and it feels like our lives revolve around Amazon. And I know that what the business should have is that the world should revolve around the business. Amazon should be a tool, and I want this system so that everyone knows what they’re supposed to be doing, and the business grows—instead of just what we do on Amazon.”

 

Alex: That was so clear to me. I thought, “gosh, this is the perfect winner,” because that’s what we help people do. We help people create that Communications System, minimum effective dose, on the fly, building it as you go so that you can create momentum. We’ve done it with hundreds of businesses and we know we’re going to help her.

 

Chris: That’s so exciting, and what a great gesture as well. I mean, obviously, it’s a win-win for everybody involved, of course, but also for her the most. So that’s good. And I see that, Alex. I see so many people—they get themselves a start, and then the amount of times people come to me and…say, “Alright, Chris, this is my fifth, sixth, or seventh business, and I hope this one’s going to work.” And I look at them, and I go, “Do you know what? You need to fundamentally shift and change your identity for this to actually work.”

 

[00:27:16]

Chris: For me, in my journey—and I want you to help me kind of see how I’ve shifted—but the first part, for me—I was in that first part, man! I was all, like, hard work and hustle! I had to get there, and then I had to get motivated. One of the biggest transformations I had to get pulled rather than pushing myself.

 

Alex: Yeah.

 

Chris: And then I went after the goals, the objectives…but something shifted. And I think there have been two big shifts for me, and I want to hear if this is similar with other people.

 

Chris: The first thing is, I went; “I actually am self-aware enough to know I can’t do this all.” And then I sucked so bad at employing other people, so then I went back and went, “I’m just going to do it all!” Then that didn’t work, and I felt like I was oscillating, until I [went], “You know what I need? I need systems and processes.” But every single part of me hated systems and processes! Now, it’s all I talk about! So I made that shift, and then that’s going to explode into the millions.

 

 

 

[00:28:14]

Chris: How do you see that? Like, when people on their trajectory. Is it true, for everyone else, that they have to let go of their old self and move?

 

Alex: Absolutely. But, you know, not as many people have such a high level of awareness about it as you do, Chris. I think I can describe the transition that you’re describing from a perspective of having watched it with hundreds of entrepreneurs. I think you’re describing, from having to be pushed and motivated and moved forward—because you know what? There’s a reason why these guys who teach hustle and motivation and all that stuff do so well. It’s because there are people who want that.

 

Chris: Right!

 

Alex: And it’s because there are people who are getting up every day and they’re kind of—what happens in an entrepreneurs’ life is that for a long period in our lives, we get up and we try and motivate ourselves to do something. And really, what normally is happening is, we’re running away from the opposite of whatever result it is. You kind of said it before; you knew what you were doing. You were making a lot of money, but you were running away from the result of not having money.

 

Chris: [laughs]

 

Alex: It’s not like we’re really creating anything, we’re—and you even said it! It was the difference between being pushed and being pulled. In our lives as entrepreneurs, we are always, in the early life, trying to get away from something. Trying to get away from the impression we used to be, trying to get away from how we used to feel about ourselves, trying to get away from how people used to judge us. Trying to get away from the poverty or the lack of success or whatever we had—we’re working towards something, right? It’s different.

 

Alex: And I think what happens is, there’s this magical time in our entrepreneur life where we connect with our vision, our movement, that contribution we want to make in the world. We see that it can be real, and rather than running away from something? We start running towards. And when you can connect that and start running towards something, that’s when life takes on a whole different level of momentum. And what’s magical about it is, if you read the lives of enough entrepreneurs, you can see this shift in people’s lives. You can see the shift in people’s artwork. You can see the shift in the way that entrepreneurs wrote. You can see the shift in the contributions they made.

 

Alex: I mean, you can even see the shift in the early days of someone like Henry Ford, who used to publish anti-Semitic documentation about Jews! Anti-Jewish documentation. Who went from the beginning of his life to being a bigot to at the end of his life—after having grown his business—his entire goal was to democratize the automobile so that everyone could have one. He was running towards.

 

[00:30:57]

Alex: And what’s interesting, Chris, is—and, you know, see if you’re feeling some of this stuff—when you start running towards something, a lot less is important.

 

Chris: Yes.

 

Alex: Right? When you start running towards something, your days become a lot more focused. And when you start running towards something, you almost run on this different level of energy, and this different level of propulsion. And gone is that motivation and stuff. It’s almost like a connection directly to what your destiny is.

 

Chris: It’s so huge. It’s so huge. Everything changed for me, when I was sitting there. And I got right back to that morning moment and started going, “Okay, so how am I bringing my end game?” Got my plan back out…

 

Chris: And I just started going, like, “Okay, so that’s how I need to start off with.” Everything was good.

 

[00:31:51]

Chris: We’re going to have a quick break. We have an amazing webinar coming up, listeners, so go ahead and go and listen to that, and we look forward to continuing this conversation just after the break. Alex, I am looking forward to talking to you about what it is that you’re doing in 2017, and how our listeners can get involved. So we’ll catch everyone straight after this.

 

Alex: You got it, Chris.

—

[00:33:13]

Chris: Welcome back! I hope you’ve been enjoying. I’m here with Alex Charfen, and, Alex, it’s been a fun chat so far. We’ve talked about the different levels of consultants, from hard work to motivation to goals, to the coaching, and then right through to what you do; Communications Systems. And I’ve been loving it. I love all of our conversations, actually, I always feel momentum. I’ve got a ton of notes.

 

Chris: I want us to transition into momentum. And the one thing I’ve been talking about, and we’ve been talking about throughout the show is, a morning momentum moment that I had, and how that really got me back on track. So I would love to talk about a few things; first off, why is the morning so important? I would love you to share about your planner. I’ve got my copy right here—and listeners, I go through Alex’s planner every single day. So I’d love to hear about it.

 

Alex: You got it, Chris. You know, I was just in Zurich, Switzerland. I was at one of the most expensive events that there is. It’s one of the most exclusive; Robin Sharma’s Titan Summit. Steve Wozniack, the co-founder of apple, was one the speakers—just to give you a read on who was there.

Alex: Here’s what’s so intense: every time that I go out, and every time I’m at any type of even these days, what we’re hearing about is planning. We’re hearing about creating clarity and understanding how to be present and even meditation. It’s crazy! So for us, the more we go out and we’re talking about how to do those things, it’s drawing people towards us!

 

[00:34:51]

Alex: I’m sorry, what was the question?

 

Chris: I really want everyone to understand why the morning, and what they’ve done—

 

Alex: Oh! You got it.

 

Alex: I think Robin said it best at his conference. He actually said; your focus, your ability to pay attention, and your decision-making ability all peak first thing in the morning. And I think that, for a lot of people, they don’t believe it. Here’s the problem; if you’re not getting a good night’s sleep, if you’re drinking the night before, if you’re dehydrated the night before, if you’re not getting proper nutrition—then, in the morning, you feel sluggish and you feel tired! But the fact is that for the human body, all of our willpower peaks in the morning.

 

Alex: What we found out through neurological study is that the amount of decisions you make over time during the day, the amount of interactions you have over time during the day, the amount of pressure and noise—quiet literally!—that your body is affected to takes your decision making capability down. What we do with 100% of our clients is a process called Planning in Solitude, which is focus time in the morning to create intention for the day and, what’s even more important is, we create a structure to help our clients offload where they are uncomfortable. And people always say, “What does that mean?” Here’s why that’s so important: people like us will not admit where we’re uncomfortable.

 

Chris: [laughs]

 

Alex: Right? We have this Success Mechanism where we will continue to put up with more, do more, try to do it all ourselves—like you said, Chris—and we can slip into a trap at any given time if we’re not being careful. What we do is, we help entrepreneurs offload where they’re uncomfortable everyday by sitting down and going through this process. And you answer two questions. One is, what’s my intention for the day? What am I going to get done today? How am I going to connect with people? What am I going to get out of every meeting?

 

Alex: Then they move on to; where was I uncomfortable yesterday? And that’s the magic question, because if you can start to identify that, you change everything in your life.

 

[00:37:02]

Chris: And you’ve got five ways to measure the discomfort, isn’t it? It’s cash, effort—

 

Alex: Yes! Yeah. So it’s five currencies. It’s cash, time, effort, energy and focus. These are the five currencies we invest for success. So, cash—we all know what that means. Time—there’s no such thing as managing it. It’s an expiring commodity. Your effort, energy, and focus—you know, effort is, how much effort are you putting out? How hard is what you’re doing? How uphill of a climb is it? Energy is literally, how much energy is it taking? Because people tell me, “Oh, Alex, it’s no big deal, you know. It’s not hard to train for a marathon, it’s brainless.” Yeah, but you’re training for a marathon! And the last one is focus. That’s the one that gets people.

 

Alex: I usually go through a little bit of a cascade. If somebody’s really overwhelmed, I’ll say, “Alright, well, let’s take read; where’s cash, where’s time, where’s effort, where’s energy?” Focus is the one that gets us, because if you’re going along in life, and all of a sudden you’re hit upside the head with, like, an event that you had, Chris, your focus is gone. In a heartbeat.

 

Chris: Yup!

 

Alex: You just can’t—you know what that feels like! And so, for me, I do everything I can to preserve cash, time, effort, energy, focus. How do I make sure I’m not overcommitting those? Because if you’re overcommitting those consistently, you’re not going to do what you want to do with your life.

 

Chris: So true. And for me to be able to get back? That was so big. And I had my own way, and I think your way is great. What you gave me was that push to get back into the morning routine. In the book, Power of Habit, Charles Duhigg talks about a ‘keystone habit.’ And I have to say that I think the morning routine and that, you know, as you call planning and solitude, is the keystone habit of success.

 

Alex: Yeah, absolutely. Yes. It’s just like hydration is a keystone habit for physiological success, planning and solitude is a keystone habit for success. I love that.

 

[00:39:03]

Chris: Man, I just want to sit here and talk to you, but I know you’ve got a meeting coming up. Let’s talk about these weird glasses that both of us are wearing, because I’m sure everyone is asking about why are two entrepreneurs sitting here talking with these glasses on, inside, and no one’s mentioned them yet.

 

Alex: Yeah, no kidding! [laughs] So, I think we should just let everybody know. You and I are what I think most people would refer to as biohackers. But I think what a biohacker is, in my regard is, a person who does everything they can to get the most out of their body.

 

Chris: Yes.

 

Alex: What I just said, how can I get the maximum amount of effort, energy, and focus every day? And, so, you know—I started wearing these tinted glasses a while ago because they lower the blue light spectrum indoors, they make it so that I’m not exposed to harmful blue light—just like the ones you’re wearing, Chris. Here’s what that does; when I take these off and I look at a computer screen, it feels harsh. It actually feels, like, irritating now, and I’ve realized how much irritation I was putting up with. So by wearing these, I’m lowering the noise on my eyes, my nervous system, I’m not taking on that blue light. And here’s the big thing: the blue light from a computer or from a phone, these kill us. Because when you look at it, your eyes are seeing blue light spectrum that’s as bright as the sun at noon.

 

Chris: Whoa.

 

Alex: And we now know scientifically that our body regulates to light. So here’s the issue; if it’s four o’clock and you’re looking at the sun at noon, and it’s seven o’clock and you’re looking at the sun at noon, and it’s ten o’clock and you’re looking at the sun at noon, what happens is your circadian rhythm in your body can get completely reversed and all screwed up. Your experiencing something called time shifting. Here’s what happens to a lot of people; they’re watching TV so late, they’re looking at screens so early, their body has no clue what time it is! And what we see is auto-immune issues. We see people feeling rundown and having all kinds of symptoms like thyroid and hormonal and cortisol issues, and when you really look at all of those, they can be caused by this over-acceleration from blue light. And so, for me, I’m protecting myself from blue lights. I’m protecting my corneas and my entire focus, energy, and effort.

 

Chris: It was huge for me, and—I mean, I only got them because you kept talking about them so long, but I got them. And here’s what happened to me; dude, I stop now at, like, 8PM. I used to be hustle ‘til 1AM, wake up at 8AM. Now, I like—I’m done! It’s weird! I feel like wearing these all day doesn’t keep me in this updrive. I feel more centered and grounded, and I am sleeping better, waking up earlier, and I’m getting more done.

 

Alex: Yeah, you know what’s funny, Chris? Is some guys will listen to this and now go, “Oh my gosh, I would never wear those glasses, I love being up until 1!”

 

Chris: I know!

 

[00:41:54]

Alex: Here’s what they don’t know; they don’t know that when you start creating a high level of focus, when you start creating a high level of intention, when you start offloading where you’re uncomfortable, here’s what happens: one, you don’t have to be up until 1.

 

Chris: Mm-hmm.

 

Alex: And two, you get so much done during the day—such a high level of output, such a high level of focus—that you wouldn’t risk it by staying up ‘til one.

 

Chris: That’s right. That’s right. And—yeah. That’s exactly it, it’s such a big difference, and focus, clarity, and momentum, things are getting done, and it’s been done in less time, and it’s just better. Potent productivity.

Alex: Yeah!

 

Chris: It’s potent. It’s like taking just the minimal. It’s so good. I love it, man.

 

[00:42:51]

Chris: Hey, we’re running out of time, bro!

 

Alex: [laughs]

 

Chris: We could sit here and talk forever, and listeners you probably get that. Alex is coming back! I’m just going to keep hounding him and his team to get him on another show, because I just love talking. I want to next time talk more about biohacking and everything like that as well, if it—when it happens, which is great.

 

Chris: So, I’m sure some of the listeners want this planner. Where do they go to get it?

 

Alex: Go to charfen.com/planner, and we will give you the primary pages of that planning system, and then there’s a program where you can kind of learn the whole thing. What that planner will do is help you solve that age-old crisis for entrepreneurs of, how do you declare where you want to go long-term, and build all the way back to the day-to-day to get there.

 

Chris: I bought that program, and it was…the reason why I bought it, and Alex will remember this message I sent him, is I said; stop giving me so much great free stuff, I need to send you money.

 

Alex: [laughs]

 

Chris: And his response was exactly what I said. “Okay, well, let’s make that happen!” [laughs] And the program was amazing, so I highly recommend it. Alex, I know you’ve got to go. I appreciate you, man. Bottom of my heart. You and what you guys are doing over at Charfen is just awesome, and you’re making a difference in people’s lives. To me, that means somebody who’s not a fake guru, who’s not going to try to teach me another technique or tactical marketing thing that I already have learnt and know, but actually shows me the ground. Like, how to move forward, build a team, and create a contribution, so. Massive love for you and everything you guys are doing over there, man.

 

Alex: I want to thank you, man. Your team is one of the few marketing organizations that is outsourced that actually cares about a result more than just delivering the event or the product. The way you guys have hung in there with us through this competition, the amount of work you personally put into it, your team’s put into it, it is an extraordinary level of dedication that you and your team have that we just haven’t experienced with any type of marketing—contracting or outsourcing or consulting—so I want to thank you too, man. This has been an intense couple of weeks for us.

 

Chris: [laughs] You bet, brother, and I’m sure it’s going to stay that way, because I don’t know anything but intensity!

 

Alex: [laughs]

 

Chris: Hey, listeners! If you’re out there and you’ve got some momentum from this, make sure you go check out Alex on Facebook. Everything’s going to be on the shownotes: Facebook, Instagram, LinkedIn, every other way you can chase him. I suggest that you go and do that. I suggest you get the momentum planner. I suggest you leave a comment, subscribe, like, and share this podcast, and I suggest that you live with Total Freedom. Free your mind, free your time, and free your life, so you can do more of what matters most. We love you so much. We will see you on the next episode. Bye for now.