Patterns of Limitation: Part 2

1 00:00:06,480 --> 00:00:08,800 SPEAKER_01: Welcome back to the Advanced Selling Podcast, the 2 00:00:08,800 --> 00:00:11,199 longest running sales training podcast, podcast history. 3 00:00:11,279 --> 00:00:12,640 I'm one of your hosts, Bill Kaske. 4 00:00:12,880 --> 00:00:14,320 Host number two, Brian Neal. 5 00:00:14,560 --> 00:00:19,920 We are celebrating this year 20 years at the microphone. 6 00:00:20,160 --> 00:00:23,839 And we've been doing this since 06, and we want you to be a part 7 00:00:23,839 --> 00:00:24,800 of this celebration. 8 00:00:24,960 --> 00:00:29,039 So if you haven't already, make sure you send in an audio or a 9 00:00:29,039 --> 00:00:30,800 video, but an audio is fine. 10 00:00:31,039 --> 00:00:35,119 With what has this podcast done for you, meant for you? 11 00:00:35,280 --> 00:00:38,960 Maybe if you if you're now the number one person on the stack 12 00:00:38,960 --> 00:00:41,280 rank and you just started listening two years ago and you 13 00:00:41,280 --> 00:00:45,759 can attribute 99.9% of your success to the podcast, or 1%, 14 00:00:46,240 --> 00:00:47,280 we'd love to hear it. 15 00:00:47,439 --> 00:00:52,880 And for everybody who uh gives us that and sends in an audio, 16 00:00:53,200 --> 00:00:57,280 we will give you a ticket, punch your ticket, as Brian says, to a 17 00:00:57,280 --> 00:01:00,399 live coaching event that we're going to do only for the people 18 00:01:00,399 --> 00:01:04,239 who have sent in these audios and videos sometime in 19 00:01:04,239 --> 00:01:04,640 September. 20 00:01:04,799 --> 00:01:06,719 Be a one hour, one and a half hour. 21 00:01:06,799 --> 00:01:10,159 We'll we'll do something that'll be fun and you'll get access to 22 00:01:10,159 --> 00:01:10,319 it. 23 00:01:10,400 --> 00:01:12,959 You'll be an elite member of uh some kind of club. 24 00:01:13,200 --> 00:01:13,920 SPEAKER_00: You'll be in a club. 25 00:01:14,000 --> 00:01:16,000 You'll be in the celebration, the 20th celebration club. 26 00:01:16,079 --> 00:01:17,120 What is 20th? 27 00:01:17,200 --> 00:01:19,680 You know, is it like silver and gold? 28 00:01:20,480 --> 00:01:20,719 I don't know. 29 00:01:21,200 --> 00:01:22,000 I don't even know if I look that up. 30 00:01:22,079 --> 00:01:22,959 Yeah, I'll have to find it out. 31 00:01:23,280 --> 00:01:23,840 Check it out. 32 00:01:24,239 --> 00:01:27,040 Uh yeah, real quick, we're gonna get to our carry-on topic from 33 00:01:27,040 --> 00:01:27,359 last time. 34 00:01:27,439 --> 00:01:30,799 We're talking about um uh limitations, and we're gonna 35 00:01:30,799 --> 00:01:33,200 start with the drift thing, but we're just talking about uh what 36 00:01:33,200 --> 00:01:33,920 did you call them, Bill? 37 00:01:34,159 --> 00:01:35,040 Something's of limitations. 38 00:01:35,200 --> 00:01:36,000 Oh, patterns of limitations. 39 00:01:36,640 --> 00:01:37,680 I'm sorry, I couldn't find patterns. 40 00:01:37,840 --> 00:01:38,799 Patterns of limitations. 41 00:01:38,879 --> 00:01:40,000 We're gonna keep talking about that. 42 00:01:40,159 --> 00:01:42,480 Uh, before that, and I'll forward this to Travis. 43 00:01:42,640 --> 00:01:44,480 Um, uh, this is a TikTok video. 44 00:01:44,560 --> 00:01:45,680 I thought this was interesting. 45 00:01:45,840 --> 00:01:47,280 I'm gonna read the caption. 46 00:01:47,439 --> 00:01:51,040 And the uh the uh caption says in this video of this like 47 00:01:51,040 --> 00:01:54,239 parachute thing falling down from the sky into the woods. 48 00:01:54,480 --> 00:01:58,400 And it says, uh, incredible footage shows a drone delivering 49 00:01:58,400 --> 00:02:01,920 water and food to two lost hikers near Bear Mountain, 50 00:02:02,000 --> 00:02:02,959 Colorado on Thursday. 51 00:02:03,040 --> 00:02:06,159 The hikers were reportedly running low on water and phone 52 00:02:06,159 --> 00:02:08,639 battery before emergency teams responded. 53 00:02:08,800 --> 00:02:10,960 The two were safely rescued and are uninjured. 54 00:02:11,039 --> 00:02:14,960 And what I thought was if we can get a drone to the guys to drop 55 00:02:14,960 --> 00:02:18,400 a bottle of water, can't we get a helicopter there to come pick 56 00:02:18,400 --> 00:02:18,800 them up? 57 00:02:19,039 --> 00:02:20,879 Like, why are we why are we flying? 58 00:02:20,960 --> 00:02:23,840 Okay, first step, let's get the drone, let's fly it 40 hours 59 00:02:23,840 --> 00:02:26,960 over there, get them some water, then we'll take the helicopter 60 00:02:27,039 --> 00:02:28,080 and then we'll go get them. 61 00:02:28,240 --> 00:02:30,639 I'm like, what are we out of order here? 62 00:02:30,719 --> 00:02:31,759 This seems really silly. 63 00:02:31,840 --> 00:02:34,240 And are they really lost if we can find them with the drone? 64 00:02:34,319 --> 00:02:35,520 They got their cell phones on. 65 00:02:35,680 --> 00:02:37,599 I just the whole thing, I'm like, this is just an 66 00:02:37,599 --> 00:02:39,840 interesting, it just seemed to me. 67 00:02:40,080 --> 00:02:41,039 Yeah, are they really lost? 68 00:02:41,280 --> 00:02:42,879 They really lost they were lost. 69 00:02:43,039 --> 00:02:44,479 Well, yes, but then the drone found them. 70 00:02:46,240 --> 00:02:47,520 They're right over the top of them. 71 00:02:47,599 --> 00:02:49,039 I'm like, you're not lost anymore, man. 72 00:02:49,120 --> 00:02:49,680 We can see you. 73 00:02:49,759 --> 00:02:52,240 You're found, you are here, your eyes have been opened. 74 00:02:52,319 --> 00:02:53,759 Anyway, there's a lot of questions around. 75 00:02:54,159 --> 00:02:55,120 A lot of questions on this. 76 00:02:55,280 --> 00:02:58,080 I'm sure I'm missing something here, but it just thought, well, 77 00:02:58,159 --> 00:03:00,800 before we send the helicopter to rescue the guys, why don't you 78 00:03:00,800 --> 00:03:03,120 send them a couple buckets of water and an iPhone charger? 79 00:03:03,840 --> 00:03:08,000 An iPhone charger of a portable battery, and then we'll talk 80 00:03:08,000 --> 00:03:08,960 about when to go get them. 81 00:03:09,199 --> 00:03:11,039 Like, why don't we just go get them now? 82 00:03:11,280 --> 00:03:14,240 SPEAKER_01: I guess the cost of a helicopter rescue is probably 83 00:03:14,240 --> 00:03:16,479 a little bit more than the cost of a couple bottles of water 84 00:03:16,479 --> 00:03:17,520 delivered to a drone. 85 00:03:17,599 --> 00:03:19,840 So I guess they're probably trying to save a little money, 86 00:03:19,919 --> 00:03:21,680 their lives are not worth that much. 87 00:03:22,000 --> 00:03:22,879 SPEAKER_00: Oh my gosh. 88 00:03:23,039 --> 00:03:26,080 Uh, okay, so let's go to um uh our topic. 89 00:03:26,240 --> 00:03:30,000 We're doing patterns of um limitation here. 90 00:03:30,159 --> 00:03:35,680 We ended last uh episode talking about drift, and I want to just 91 00:03:35,759 --> 00:03:37,759 again, what do they they say something now? 92 00:03:37,840 --> 00:03:39,680 They don't say double stamp, but what do the kids say? 93 00:03:39,759 --> 00:03:44,240 They say pull a thread or double double down, it's some there's a 94 00:03:44,240 --> 00:03:44,800 word they use. 95 00:03:44,960 --> 00:03:45,599 Oh man. 96 00:03:45,759 --> 00:03:54,560 Anyway, uh drift happens slowly and it is immeasurable until 97 00:03:54,560 --> 00:03:57,280 it's huge and massively measurable. 98 00:03:57,439 --> 00:04:00,800 Drift happens really slowly over time, and then all of a sudden, 99 00:04:00,879 --> 00:04:02,560 yeah, kind of like weight gain. 100 00:04:02,719 --> 00:04:04,960 You like gain a little bit of weight over a long period of 101 00:04:04,960 --> 00:04:06,719 time, and you're like, How did I get to here? 102 00:04:07,039 --> 00:04:12,560 And so I think it's important to recognize drift early and 103 00:04:12,560 --> 00:04:15,360 recognize that small drift matters. 104 00:04:15,680 --> 00:04:20,160 That's what I wanted to uh add to that, that small drift 105 00:04:20,160 --> 00:04:20,480 matters. 106 00:04:20,560 --> 00:04:25,519 So an example would be you're used to um you're used to making 107 00:04:25,519 --> 00:04:31,519 uh 10 outbound reaches you know a week, and that's served you 108 00:04:31,519 --> 00:04:35,600 well, and then all of a sudden at 10 turns into eight a week, 109 00:04:35,759 --> 00:04:40,000 and it doesn't seem like a big deal until you do that for a 110 00:04:40,000 --> 00:04:42,160 year, and then it becomes a huge deal. 111 00:04:42,480 --> 00:04:44,800 And if eight then turns to seven, it's a bigger deal. 112 00:04:44,959 --> 00:04:48,720 So notice drift early, and every little bit of drift matters. 113 00:04:48,800 --> 00:04:50,319 SPEAKER_01: Yeah, it's like drift. 114 00:04:50,560 --> 00:04:51,759 It is weight, it's a weight thing. 115 00:04:51,839 --> 00:04:54,800 If you're not weighing yourself, you know, once a day or once a 116 00:04:54,800 --> 00:04:58,000 week or whatever, it's two pounds here, three pounds there, 117 00:04:58,079 --> 00:04:58,800 and yep. 118 00:04:59,040 --> 00:05:01,839 Uh, and then you wake up and you're a hundred pounds, and 119 00:05:01,839 --> 00:05:03,759 yeah, then it's hard. 120 00:05:04,079 --> 00:05:04,959 Yes, it's hard to get back. 121 00:05:05,199 --> 00:05:05,680 Yes, yes, yes. 122 00:05:05,839 --> 00:05:07,519 All right, so we were going through these patterns of 123 00:05:07,519 --> 00:05:07,759 failure. 124 00:05:07,920 --> 00:05:09,199 Drift was one we ended on. 125 00:05:09,279 --> 00:05:09,920 Did you have another one? 126 00:05:10,160 --> 00:05:10,639 Do you want me to go? 127 00:05:10,879 --> 00:05:12,319 Well, you go one and then I'll think of another one. 128 00:05:12,480 --> 00:05:13,279 Okay, all right. 129 00:05:13,519 --> 00:05:20,319 Um, one I don't think we I think we get uh blinded by the pattern 130 00:05:20,319 --> 00:05:24,720 of limitation that has to do with fear and has to do with how 131 00:05:24,720 --> 00:05:29,519 much of our behavior is driven by fear, and is that a good 132 00:05:29,519 --> 00:05:30,160 thing? 133 00:05:30,480 --> 00:05:34,560 And you know, I know in the in the Catholic Church there's a 134 00:05:34,560 --> 00:05:38,879 confession, I presume there's a orientation to confession and 135 00:05:38,879 --> 00:05:41,360 that what is that once a week or once at what when do you when do 136 00:05:41,360 --> 00:05:41,839 you do confession? 137 00:05:42,079 --> 00:05:43,040 You go as much as you want to go. 138 00:05:43,199 --> 00:05:43,920 As much as much as you need. 139 00:05:53,519 --> 00:05:56,800 You need to be, you know, free to move and free to say, and you 140 00:05:56,879 --> 00:05:58,480 gotta be, you can't worry about the outcome. 141 00:05:58,639 --> 00:06:01,519 Well, if you're I can't do that if I'm afraid. 142 00:06:01,680 --> 00:06:04,800 If I'm afraid of the future, or I'm afraid if I do this, what's 143 00:06:04,800 --> 00:06:05,279 going to happen? 144 00:06:05,439 --> 00:06:07,199 If I don't do this, what's going to happen? 145 00:06:07,360 --> 00:06:11,680 If fear is governing everything around you, then you can't be 146 00:06:11,680 --> 00:06:12,240 detached. 147 00:06:12,399 --> 00:06:14,399 You just can't because it's the fear is too. 148 00:06:14,720 --> 00:06:17,360 And so the question becomes is well, how do I get rid of that 149 00:06:17,360 --> 00:06:17,759 fear? 150 00:06:17,920 --> 00:06:21,519 And I think you have to, you have to name it, you have to 151 00:06:21,519 --> 00:06:22,319 admit it. 152 00:06:22,560 --> 00:06:26,480 And uh I've I work with a coach sometimes, and he says the first 153 00:06:26,480 --> 00:06:29,680 thing I do when I go into a company is okay, where's the 154 00:06:29,680 --> 00:06:30,160 fear? 155 00:06:31,040 --> 00:06:32,720 And I'm like, Do they answer? 156 00:06:32,959 --> 00:06:35,360 Because, oh, everybody knows exactly where the fear is. 157 00:06:35,519 --> 00:06:37,759 Well, I'm afraid that if we don't succeed, the company's 158 00:06:37,759 --> 00:06:40,079 gonna fail, or we're gonna profitability, or they're gonna 159 00:06:40,079 --> 00:06:40,480 fire me. 160 00:06:40,560 --> 00:06:45,439 Or but he says by coming clean with the fear, it just releases 161 00:06:45,439 --> 00:06:46,959 the energy of detachment. 162 00:06:47,040 --> 00:06:50,959 He didn't call it detachment, but I don't think we spend 163 00:06:50,959 --> 00:06:54,959 nearly enough time focusing or or just being mindful of where 164 00:06:54,959 --> 00:06:55,439 the fear is. 165 00:06:55,519 --> 00:06:57,519 You don't have to obsess on it, but you have to at least name 166 00:06:57,519 --> 00:06:57,680 it. 167 00:06:57,920 --> 00:06:58,800 SPEAKER_00: Yeah, it's really good. 168 00:06:58,959 --> 00:07:01,360 God's funny, my wife was just telling me about this. 169 00:07:01,600 --> 00:07:04,160 I don't know if it's the same person or where she's getting 170 00:07:04,160 --> 00:07:06,000 her information from, but yeah. 171 00:07:06,319 --> 00:07:08,079 Um, yeah, naming the fear. 172 00:07:08,160 --> 00:07:10,319 She was we just talked about it yesterday at brunch. 173 00:07:11,120 --> 00:07:20,240 Um okay, I have one that goes uh to um the the limiting um 174 00:07:20,560 --> 00:07:24,160 pattern around seeing what's possible. 175 00:07:25,199 --> 00:07:31,120 And I think a lot of people that sell have a limitation pattern 176 00:07:31,439 --> 00:07:34,240 of thinking that things are not possible that are. 177 00:07:35,279 --> 00:07:40,079 And you can roll back things in the world, like the first 178 00:07:40,079 --> 00:07:43,360 trillionaire, and go to a place where you're like, There'll 179 00:07:43,360 --> 00:07:44,399 never be a trillionaire. 180 00:07:44,720 --> 00:07:47,199 And now there is, and now there's one, and there's 181 00:07:47,199 --> 00:07:49,120 probably gonna be another one coming up here soon. 182 00:07:49,360 --> 00:07:50,879 So that's possible. 183 00:07:51,040 --> 00:07:52,720 So then you go, well, is it possible to have a 184 00:07:52,720 --> 00:07:53,519 quadrillionaire? 185 00:07:53,600 --> 00:07:59,519 I'm like, it is because it is, and so notice your your limiting 186 00:07:59,519 --> 00:08:00,480 pattern here. 187 00:08:00,720 --> 00:08:05,279 If when you're served an idea or a seed from Bill Kaske or Brian 188 00:08:05,279 --> 00:08:08,720 Neal or someone, your leader, your boss, and your first 189 00:08:08,720 --> 00:08:11,759 reaction is that's not possible in my territory. 190 00:08:11,839 --> 00:08:13,279 Yeah, they won't go for that. 191 00:08:13,360 --> 00:08:15,439 And watch what your pattern does. 192 00:08:15,600 --> 00:08:18,800 Your pattern finds validation to that belief. 193 00:08:18,959 --> 00:08:21,759 Well, the last time we did that, well, when we presented that, 194 00:08:21,839 --> 00:08:23,519 they were they they they kiboshed it immediately. 195 00:08:23,600 --> 00:08:24,160 Well, when was that? 196 00:08:24,319 --> 00:08:25,360 Well, that was four years ago. 197 00:08:25,519 --> 00:08:27,439 Okay, life's world's a little different. 198 00:08:27,680 --> 00:08:30,560 So just notice, and this is one of those things like a FedEx 199 00:08:30,639 --> 00:08:33,600 arrow, like the arrow in the FedEx uh logo that a lot of most 200 00:08:33,600 --> 00:08:34,559 people have seen, some have not. 201 00:08:34,639 --> 00:08:37,840 If you've never seen the FedEx logo arrow, look for it, you'll 202 00:08:37,840 --> 00:08:38,000 see it. 203 00:08:38,080 --> 00:08:39,360 You never unsee it. 204 00:08:39,759 --> 00:08:42,879 Um that until you're seeing these things, you won't see 205 00:08:42,879 --> 00:08:43,039 them. 206 00:08:43,279 --> 00:08:44,960 So you have to force yourself to see. 207 00:08:45,120 --> 00:08:47,840 Boy, every time that we bring that up, I don't think that's 208 00:08:47,840 --> 00:08:48,159 possible. 209 00:08:48,240 --> 00:08:50,639 I don't think my territory can produce a million dollars. 210 00:08:50,720 --> 00:08:52,159 Yeah, it never has. 211 00:08:52,320 --> 00:08:54,080 And I I can't see a path to it. 212 00:08:54,240 --> 00:08:57,759 You have to look for the path to it and figure out how. 213 00:08:58,159 --> 00:09:01,440 Um, and that I think it's a really, really common common 214 00:09:01,440 --> 00:09:02,320 limiting pattern. 215 00:09:02,559 --> 00:09:05,360 SPEAKER_01: And that's kind of like the question of what do you 216 00:09:05,360 --> 00:09:05,519 want? 217 00:09:05,679 --> 00:09:08,639 Like I start all my coaching uh was well, what do you want? 218 00:09:08,799 --> 00:09:10,720 What do you want for your from your business? 219 00:09:10,879 --> 00:09:12,080 What do you want your income to be? 220 00:09:12,159 --> 00:09:13,279 What do you want your lifestyle? 221 00:09:13,360 --> 00:09:14,720 What's the want here? 222 00:09:14,879 --> 00:09:18,399 And a lot of times, well, probably 80% of the time, people 223 00:09:18,399 --> 00:09:19,200 can't really tell you. 224 00:09:19,360 --> 00:09:19,759 Uh-uh. 225 00:09:20,000 --> 00:09:23,039 They can't really tell you what's what they really want. 226 00:09:23,200 --> 00:09:24,080 Well, I want more. 227 00:09:24,159 --> 00:09:25,840 Well, I want more free time with my kids. 228 00:09:26,000 --> 00:09:26,639 That's not enough. 229 00:09:26,720 --> 00:09:29,200 I gotta I gotta be a little more vivid with that. 230 00:09:29,440 --> 00:09:32,960 And that comes as a it's a cousin to your possibilities. 231 00:09:33,039 --> 00:09:34,879 It's like, what well, what's possible? 232 00:09:35,039 --> 00:09:39,919 Because if I'm only wanting what's possible for me in my 233 00:09:39,919 --> 00:09:42,799 current state, then I may not be wanting enough. 234 00:09:43,440 --> 00:09:45,600 Because once I realize, well, what's possible? 235 00:09:45,679 --> 00:09:48,480 Is it possible for you to go from$500,000 to a million 236 00:09:48,480 --> 00:09:49,440 dollars of income? 237 00:09:49,679 --> 00:09:50,559 I don't know. 238 00:09:50,799 --> 00:09:53,679 And I'll show you how it is, and then you're like, well, that's 239 00:09:53,679 --> 00:09:54,879 my new goal, right? 240 00:09:55,039 --> 00:09:59,200 But if there's if there's no felt possibility there, what you 241 00:09:59,200 --> 00:10:01,600 want will always be less than what you could have. 242 00:10:01,679 --> 00:10:05,759 And I I I don't, this is not about money all you know, all 243 00:10:05,759 --> 00:10:06,399 the time. 244 00:10:06,639 --> 00:10:09,440 Uh it's about what do you what do you want your life to look 245 00:10:09,440 --> 00:10:09,840 like, really? 246 00:10:10,000 --> 00:10:10,639 SPEAKER_00: Yeah. 247 00:10:11,200 --> 00:10:16,159 And it's very common in that setting to you do the either or 248 00:10:16,159 --> 00:10:17,360 birth both and game. 249 00:10:17,440 --> 00:10:20,799 This is a limiting pattern, either or both and, which means 250 00:10:20,799 --> 00:10:24,320 we tend to, when we're in a a pattern of limitation, think, 251 00:10:24,480 --> 00:10:25,919 well, it's either this or that. 252 00:10:26,080 --> 00:10:30,000 I either will never see my kids or I can't make a million 253 00:10:30,000 --> 00:10:30,240 dollars. 254 00:10:30,399 --> 00:10:33,440 It's either make a million dollars, not see my kids. 255 00:10:33,519 --> 00:10:34,960 It's a it's a binary choice. 256 00:10:35,120 --> 00:10:36,240 You don't have to pick one. 257 00:10:36,399 --> 00:10:40,559 You put the and in there and say, How can I make a million 258 00:10:40,559 --> 00:10:45,600 dollars in sales and still take you know six weeks of vacation? 259 00:10:45,759 --> 00:10:48,720 Now we're uh solving for something that's really cool and 260 00:10:48,720 --> 00:10:48,960 fun. 261 00:10:49,120 --> 00:10:51,919 Yeah, but your limiting pattern will tell you that you can't do 262 00:10:51,919 --> 00:10:53,519 that, yeah, instantly. 263 00:10:53,759 --> 00:10:56,000 SPEAKER_01: Yeah, I I I'm already working 40 hours a week, 264 00:10:56,080 --> 00:10:56,320 Brian. 265 00:10:56,399 --> 00:10:58,080 I you know get to a million dollars. 266 00:10:58,159 --> 00:11:00,000 I mean, I don't have any more time. 267 00:11:00,080 --> 00:11:01,360 Who's saying anything about time? 268 00:11:01,519 --> 00:11:02,240 Right, totally. 269 00:11:02,320 --> 00:11:04,000 They right, right, exactly. 270 00:11:04,320 --> 00:11:06,960 Your 40 hours may not be spent properly. 271 00:11:07,120 --> 00:11:10,480 Maybe your 40 hours are spent for the 500 or whatever, the 272 00:11:10,639 --> 00:11:11,519 whatever the income is. 273 00:11:11,600 --> 00:11:14,240 Yeah, your 40 hours are very different when it comes to a 274 00:11:14,240 --> 00:11:17,200 million dollars, but they're still 40 hours, it's not a 275 00:11:17,200 --> 00:11:21,840 hundred hours, but you might have to admit that the 40 hours 276 00:11:21,840 --> 00:11:23,919 is not gonna get you to where you want to go. 277 00:11:24,000 --> 00:11:25,679 That's spent the same way, I mean. 278 00:11:25,919 --> 00:11:28,720 SPEAKER_00: And I want to call out when Bill is coaching this, 279 00:11:29,120 --> 00:11:32,320 any coach or a manager or me, anybody, when they say that to 280 00:11:32,320 --> 00:11:34,799 you, and your instant reaction is what you just heard Bill say, 281 00:11:34,960 --> 00:11:37,679 Well, I don't have time, you know, that's a limiting pattern. 282 00:11:37,759 --> 00:11:40,720 Yeah, you've got to notice that, and you're like, that's where 283 00:11:40,720 --> 00:11:42,399 your answer is because you got to get rid of that pattern, 284 00:11:42,559 --> 00:11:44,320 you'll you'll never be free of it. 285 00:11:44,399 --> 00:11:46,000 You just won't until you figure that out. 286 00:11:46,159 --> 00:11:48,399 SPEAKER_01: Yeah, I mean, Elon Musk has about the same number 287 00:11:48,399 --> 00:11:51,039 of hours per day as we do, and he's worth a trillion, and we're 288 00:11:51,039 --> 00:11:51,200 not. 289 00:11:51,279 --> 00:11:52,559 And so was he lucky? 290 00:11:52,720 --> 00:11:53,360 Was he smart? 291 00:11:53,600 --> 00:11:54,320 Maybe, maybe. 292 00:11:54,399 --> 00:11:56,720 Was he a great salesperson and a really good marketer? 293 00:11:56,879 --> 00:11:57,279 Yeah. 294 00:11:57,440 --> 00:11:59,440 Um, but he used his time differently, yeah. 295 00:12:00,399 --> 00:12:05,360 So it's not and and I've seen some of his videos that he's 296 00:12:05,360 --> 00:12:08,080 done where people have asked him how he spends his time, and it's 297 00:12:08,240 --> 00:12:10,799 it's always in the service of problems. 298 00:12:11,120 --> 00:12:12,639 Uh, like what's the problem here? 299 00:12:12,720 --> 00:12:14,240 Well, how do we fix that problem? 300 00:12:14,399 --> 00:12:18,000 It's never, hey, let's just talk about, you know, let's it's it's 301 00:12:18,000 --> 00:12:19,279 always problem-focused. 302 00:12:19,360 --> 00:12:22,320 And I guess that's a do you have one more before we end? 303 00:12:22,559 --> 00:12:23,120 I don't go ahead. 304 00:12:23,279 --> 00:12:23,600 You got one? 305 00:12:23,919 --> 00:12:24,720 No, throw one in there. 306 00:12:24,799 --> 00:12:25,039 We're good. 307 00:12:26,240 --> 00:12:28,639 Uh, I don't want to, I don't want to belabor the fact because 308 00:12:28,720 --> 00:12:31,919 we've given you enough now that you need to go through these two 309 00:12:31,919 --> 00:12:33,360 or three today that we did. 310 00:12:33,519 --> 00:12:36,879 And uh I think we can sometimes be guilty of giving too much and 311 00:12:36,879 --> 00:12:39,360 then your head's spinning at a too high a rate. 312 00:12:39,440 --> 00:12:42,639 So just take these two or three and ask yourself the question or 313 00:12:42,639 --> 00:12:45,120 am I limited by some of these patterns of thought? 314 00:12:45,360 --> 00:12:46,320 I love it. 315 00:12:46,559 --> 00:12:49,440 SPEAKER_00: Okay, go to the website, chime in, yeah. 316 00:12:49,759 --> 00:12:54,559 20th anniversary uh celebration, please send us a video of what 317 00:12:54,559 --> 00:12:57,039 the podcast has meant to you, uh, what you've learned from 318 00:12:57,039 --> 00:12:59,360 listening to the podcast, any personal anecdote you want to 319 00:12:59,360 --> 00:13:02,000 share with us that will buy you a ticket to our September 320 00:13:02,000 --> 00:13:04,960 celebration coaching event in uh September of 2026. 321 00:13:05,440 --> 00:13:05,679 Awesome. 322 00:13:05,840 --> 00:13:06,080 That's it. 323 00:13:06,159 --> 00:13:06,720 We'll see you next time.