Start From Zero: Build A Lucrative Business

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[00:01:12] So today I'm talking with Sarah. Sarah, where are you out in the world?[00:01:16] sarah: [00:01:16] I am in Colorado Springs, Colorado.[00:01:18] dane: [00:01:18] Nice. Okay. So what's your big goal today?[00:01:20] sarah: [00:01:20] My big goal is to talk with you about an idea I have for my overarching goals to help people and via the Avenue I'm thinking is life coaching essentially.[00:01:32] dane: [00:01:32] Wonderful. Are people paying you for anything right now? No. Oh, great. So you're starting from zero.[00:01:38] sarah: [00:01:38] I am starting.[00:01:39] dane: [00:01:39] Have you ever worked with anybody in a coaching capacity?[00:01:41] sarah: [00:01:41] My therapist is also a certified life coach. So in that capacity, yes.[00:01:46] dane: [00:01:46] Have you ever coached[00:01:46] sarah: [00:01:46] anyone. No, not formally.[00:01:49] dane: [00:01:49] Are you called to any specific group of people?[00:01:52] sarah: [00:01:52] You know, I'm trying to nail, like hone in on that a little bit, but I'm kind of really drawn to identify as an HSP. Do [00:02:00] you know what that is? It kind of along with,[00:02:03] dane: [00:02:03] I certainly do.[00:02:04] sarah: [00:02:04] Highly sensitive person.[00:02:05] dane: [00:02:05] I've even heard of that book. I'd probably do good to read[00:02:07] sarah: [00:02:07] it. Yeah. Yeah. And so that's a huge, huge bent for me and very much just the way that I am.[00:02:13] So I feel like I could reach people where they are in that.[00:02:16] dane: [00:02:16] Okay, great. So let's cover the basics of business to see how rapidly we can build this thing for you. Okay. So the spinal cord of a business, the fundamental soul of a business is a customer and a mechanism and the result. Okay. And this is so critical to understand because.[00:02:33] This is the meta pattern for just about any and every business in the world. So sure, most people that come to me are really good at mechanism's, not very good at finding customers and not very good about talking about results.[00:02:44] sarah: [00:02:44] Okay,[00:02:45] dane: [00:02:45] so let's use an example. Let's take a computer repair shop. As a customer, what results do you think computer repair shops might want?[00:02:54] sarah: [00:02:54] That computers are fixed?[00:02:56] dane: [00:02:56] So let's say you own a computer repair shop. What would you want as a computer repair shop owner[00:03:02] sarah: [00:03:02] customers to come in and bring their broken computers?[00:03:05] dane: [00:03:05] Yes. Any particular kind of customer, if you're being super, super specific?[00:03:10] sarah: [00:03:10] Hmm. I don't know.[00:03:12] dane: [00:03:12] Let's think about it for a second, and you're like, what would be a great kind of customer?[00:03:15] Someone's got a broken computer. Who[00:03:18] sarah: [00:03:18] does that want to go to? Like the big stores?[00:03:20] dane: [00:03:20] That's pretty good. Yes.[00:03:23] sarah: [00:03:23] You know, might be intimidated by like Mac and I don't know.[00:03:26] dane: [00:03:26] Yeah, this is very good. What else may be,[00:03:31] sarah: [00:03:31] I think it would be tough to find repeat clients. You know, as a computer repair shop, you fix their computer.[00:03:36] It's like buy forever.[00:03:38] dane: [00:03:38] Unless.[00:03:40] sarah: [00:03:40] Unless I don't know. They know how to get their customers to share what they do and tell their friends, you know,[00:03:48] dane: [00:03:48] I'm making you think so that you remember more longterm, unless you install viruses that make them keep coming back. Okay. How about a customer that's a [00:04:00] small and medium sized business with 500 employees.[00:04:02] That needs fast turnaround when stuff breaks, I think that customer might keep coming back. Yeah. Why?[00:04:09] sarah: [00:04:09] Because then they know that they'll have the results that they need.[00:04:13] dane: [00:04:13] Yep. And they've got 500 chances for a computer to break cause they've got 500 employees and a simply by targeting a customer. And by shifting from say a 75 year old grandma who needs her computer to turn on, which could be a good customer, you've now switched to customer.[00:04:30] To small, medium sized businesses with 500 employees or less or more, and making sure that their computers are fixed within 24 hours to 48 hours. If a problem arising. Which business do you think makes more money just based on those customers?[00:04:44] sarah: [00:04:44] I mean, definitely with the 500 employees.[00:04:48] dane: [00:04:48] Yep. And how many business owners do you think take time to try to clarify this?[00:04:52] Out of a hundred business owners.[00:04:54] sarah: [00:04:54] Barely any. I can tell you because my husband's in marketing and I can tell you that that's not common. That's crazy. It is crazy. Like who is your target audience? Who do you want to help[00:05:09] dane: [00:05:09] you take someone who's spent four years learning how to design websites. And giving them zero days and marketing training. They are going to have a deer in the headlights. So it's really a matter of training. So customer, computer repair shop, and you got customer is a business with 500 or so employees.[00:05:27] What result do they want? What result does your customer[00:05:30] sarah: [00:05:30] want? Sorry as to who? My brain's a little fuzzy today. Sorry.[00:05:34] dane: [00:05:34] That's okay. This has a tendency to fuzzy people's brains. Pretty normal.[00:05:39] sarah: [00:05:39] I can't usually hang because of what my husband does, but I'm going off not much sleep for a few days. So that sign, like trying to put all the pieces together as you're talking.[00:05:48] dane: [00:05:48] Well, this is good because you want to be able to mumble this drunk pass out face in a gutter.[00:05:53] sarah: [00:05:53] Yes.[00:05:56] dane: [00:05:56] The other night and like my girlfriend said, you know, you were talking about finding [00:06:00] painful problems in your seat. I was like, fine, fine, fine. Pretty great. I'll live in it in my sleep folks. So drunk and passed out.[00:06:12] Mumbled in a gutter. Yeah. Let's go back to the spine for a soul of a business[00:06:17] sarah: [00:06:17] customer mechanism results.[00:06:19] dane: [00:06:19] Yup. So you own a computer repair shop and we've decided on your customer being in a business with at least 500 employees. Yes. As the owner of a computer repair shop, let's keep it simple and say a profitable and thriving business.[00:06:34] Yeah. Say that out loud.[00:06:36] sarah: [00:06:36] Okay. Profitable and thriving business. Alright.[00:06:40] dane: [00:06:40] With a good lifestyle. Good quality of life.[00:06:43] sarah: [00:06:43] Yeah. It's a good balance. They're not the businesses and owning you.[00:06:47] dane: [00:06:47] Yes. So now there are many mechanisms that guy could do to get there. Yes, we're going to spin this around and it'll all Andrew nicely.[00:06:58] Okay, so let's say that you are selling to a computer repair shop owner. Okay? So that's the customer. Okay. Computer repair shop owner. The result that they want is a thriving, profitable business with a great quality of life. You could be even more specific. A business that makes 300 grand a year that they work at four hours a day.[00:07:20] Okay. So the mechanism to get there would probably be high quality clients, high quality repeat business. Does that sound clear so far?[00:07:29] sarah: [00:07:29] Yes, absolutely.[00:07:31] dane: [00:07:31] So now let's look at a whole different segment. The customer is now a business with 500 or more employees. Okay? You're the owner of a business with 500 or more employees in regards to the technology and computers.[00:07:44] What result do you want[00:07:45] sarah: [00:07:45] to the technology and computers?[00:07:47] dane: [00:07:47] Yeah. That they work.[00:07:49] sarah: [00:07:49] Yeah, basically. And that there's a fast resolution if something does go awry.[00:07:54] dane: [00:07:54] Yes. So your mechanism to make sure that happens is the computer repair shop [00:08:00] owner. Now let's make the customer a highly sensitive person. Okay. What result do they want?[00:08:07] sarah: [00:08:07] They want to feel. Heard and understood for whatever their frustrations and problems are.[00:08:13] dane: [00:08:13] That sounds more like what you might want. Okay. And it's okay. Yeah. Let's think about a highly sensitive person. Think about a hundred of them. Okay. What do they all universally want more than anything as a result?[00:08:28] And would they understand that language? If you talk to a highly sensitive person, would they say, I just want to feel safe? What would they say in their own language? As a result that they a dream result. Hmm. To be around people without losing themselves. To be around people without getting drained.[00:08:47] sarah: [00:08:47] Yes.[00:08:47] That's a huge part of it. Absolutely.[00:08:50] dane: [00:08:50] We're getting somewhere, so a highly sensitive person is to be around other people without being drained[00:08:56] sarah: [00:08:56] over stimulation in general is challenging for HSPs. Do you relate with that?[00:09:02] dane: [00:09:02] Oh, absolutely.[00:09:03] sarah: [00:09:03] I'm like, you have to, I'd be shocked because I know you're highly empathic, so they seem to go hand in hand a lot.[00:09:10] dane: [00:09:10] Very, very difficult. I'm only just now coming to like. Realizing that what I'm feeling isn't mine, man. I had a girlfriend back in the day once and I was like looking at myself in the mirror and checking out my hairline and I was just so insecure and I was how I had it all and it was feeling this terrible.[00:09:27] And then my girlfriend at the time, she calls a friend of mine and the guy says something like magical words to her and she just clears up. And all of a sudden I didn't feel worthless anymore. I didn't feel inadequate anymore. She passes the phone over to me and the guy's like, Hey man, you feel better. I was like, yeah.[00:09:46] And he's like, yeah dude, you don't really struggle with worthlessness like you think you do. Wow. You're just feeling her worthlessness cause she's around her family and has all these issues triggered. And what he said to her on the phone was, just give me your worthlessness. I'll hold it for [00:10:00] you. If you'd like to get a free one on one with me and beyond this show, you can find out details@startfromzero.com forward slash podcast and then, so that's what she did.[00:10:12] She cried and gave him the worthlessness and I[00:10:14] sarah: [00:10:14] felt better.[00:10:15] dane: [00:10:15] My hair didn't matter anymore, my face anymore. So I mean, I'm so sensitive to the point where if I'm in love with someone or with someone that I'll take on their feelings as my own and even act them out.[00:10:29] sarah: [00:10:29] Yep. That's the real struggle.[00:10:31] dane: [00:10:31] That's what?[00:10:31] Unhealthy.[00:10:33] sarah: [00:10:33] Yeah. It's, it takes, you gotta be aware and like you're saying.[00:10:37] dane: [00:10:37] Yeah. And I think I must probably have some issue with feeling worthless if I'm actually picking that up. So long story short. Yeah. Yes. Highly sensitive. And it's. So we've got being around other people without being coming drained.[00:10:52] We've also got overstimulation in general. They probably wouldn't say, I feel overstimulated. What result would they say.[00:11:00] sarah: [00:11:00] I think I'm having a little bit of a hard time connecting the HSP thing to like a computer repair shop. I don't want to like undo all this, but I think that's where I'm having a hard time.[00:11:09] dane: [00:11:09] Well, then forget about it.[00:11:10] sarah: [00:11:10] Okay.[00:11:13] dane: [00:11:13] Customer mechanism result. We'll do one that's very common. Okay. A newly pregnant woman that wants to lose weight. Okay. The result is they want their pre-baby body back mechanism is WeightWatchers. Okay. Mechanism is yoga mechanism is curves for women. Mechanism is keto diet, right?[00:11:34] Mechanism is whatever the ever, so now let's go to customer mechanism result for highly sensitive person. Okay. The extremity of computer repair shop to this is to show you that business spine is fundamentally the same. No matter what business and what category are you going to. Okay. And if you're actually able to think of this highly sensitive person niche as [00:12:00] customer mechanism result, you're going to be very far ahead of most coaches.[00:12:03] I like the idea. So customer is highly sensitive person. The result they want is what in their own words.[00:12:12] sarah: [00:12:12] Their own words,[00:12:13] dane: [00:12:13] because see, they don't even really understand. The problem is that they're highly sensitive. Right? They're just subject to very difficult experiences[00:12:22] sarah: [00:12:22] and a lot of outside influence telling them what they should look like even after having[00:12:27] dane: [00:12:27] children.[00:12:28] Well, that's if we're doing the women who,[00:12:31] sarah: [00:12:31] Oh,[00:12:32] dane: [00:12:32] no, we're on highly sensitive people.[00:12:35] sarah: [00:12:35] Oh, I see. Just in general.[00:12:38] dane: [00:12:38] Okay. This is a lot of information. Let's have your brain just relax for like 30 seconds. Take a few good breaths.[00:12:53] So what's the spine of business[00:12:56] sarah: [00:12:56] customer mechanism result?[00:12:58] dane: [00:12:58] Yes. So the Stu and other random example, pick a random customer niche.[00:13:05] sarah: [00:13:05] Relationships. What[00:13:07] dane: [00:13:07] kind of,[00:13:08] sarah: [00:13:08] let's say, boundaries in relationships.[00:13:11] dane: [00:13:11] So that's not, not quite a customer. Boundaries and relationships for a highly sensitive person is[00:13:21] sarah: [00:13:21] beautiful.[00:13:23] dane: [00:13:23] Okay. Relationships and boundaries by itself puts you in a sea of a million other people and no one's going to hear you screaming no matter how loud. Yes. But if you do boundaries and relationships for highly sensitive people, now you're pretty sweet. So a business owner. So general, highly general, what result does a business owner want?[00:13:42] Every business owner,[00:13:43] sarah: [00:13:43] they want business and repeat business.[00:13:47] dane: [00:13:47] Good. So the mechanism could be[00:13:50] sarah: [00:13:50] what could be advertising, I guess, in whatever platform marketing.[00:13:55] dane: [00:13:55] Could be. What else? I mean[00:13:57] sarah: [00:13:57] sales like direct sales.[00:13:59] dane: [00:13:59] Very [00:14:00] good. What else?[00:14:01] sarah: [00:14:01] Different kinds of networking events. Just to meet[00:14:04] dane: [00:14:04] people. Yes. This is a really good a referral system.[00:14:08] Yes. So here's where our business gets really exciting. I outsource the mechanisms. All I do is find customers, figure out the results they want, and then I hire the experts that understand the mechanisms.[00:14:24] sarah: [00:14:24] And that's why you're smart[00:14:26] dane: [00:14:26] probably,[00:14:27] sarah: [00:14:27] and why you're teaching us. Yeah.[00:14:30] dane: [00:14:30] I would say there's something within my brain that is automatically seeking complete liberation and freedom.[00:14:39] And so if I'm not feeling liberated or free, my brain turns into the highest level of RPM to figure out that freedom is very clear to me. That if I'm an expert at something that I'll be limited. So I didn't choose to be an expert because my, one of my biggest goals was that as I became more successful, I would have more freedom.[00:15:00] Yeah. So if I'm an expert or a technician, the more successful I become, generally the less free I am because the more needed I am. Right? So when I was like 21 or something, I said, the more successful I am, the more free I want to become. So that's sort of what gives birth and rise to the stuff that's taught.[00:15:17] Yeah. So I really do appreciate the compliment, and it's more about being very clear about a standard and then not bending to it. You know, when I started, when I set out in business, I said, I do not want to exchange time for money. Yes. So I just never did anything that would exchange time for money within like a 95% so not never, but 95% of the time I was like, it was so in my bones.[00:15:41] I was like, you could be a speaker, you could be this. I was like, no, I'm not going to fly to make three grand to speak or 10 grand to speak or 50 grand to speak. I'm not going to fly to do that because that's still exchanging time for money. So I got so good at passive and automated and asset based income that I [00:16:00] got so bored, so I was so free that I started teaching people.[00:16:04] That's why I started teaching people and I like teaching, so, or I feel it's almost like a karmic responsibility to teach like[00:16:11] sarah: [00:16:11] very much suits you and I think you help a lot of people. So I'm glad that you do.[00:16:16] dane: [00:16:16] Well. Thank you. Yes, it started from the standard. I will not exchange time for money and I did it so well that I got so bored money.[00:16:22] I was still making all this money. It came from a standard, it didn't come from intelligence. It came from a standard. So you sit down and you resolve. I will not exchange time for money. And then the wimpier part of the brain, he's like, well, how do you do[00:16:36] sarah: [00:16:36] it? I can't do, I don't know how to[00:16:37] dane: [00:16:37] do it at school.[00:16:38] Then just quit whining and do the pushup. Yeah, so that's clear. Just so people like just set your standard customer mechanism result. So you're a business owner now, and as a business owner, you definitely belong here. You belong here because you say you want to belong here. And I have a business owner friend of mine, he makes 250 grand a year and he's a consultant and I let him listen to one of our groups where I'm around.[00:17:05] Some business owners, you know, they'll do like a hundred grand a month. The guy that created it like maids, like $10 million a year or whatever, and he's in there and he's like, I can't be around these people. I don't belong here. And he's a business owner making a quarter million a year. He's like, I can't be around these people.[00:17:20] Day is just too much for me. And I was like, suck it up and we'll process that later. Stay here by the end of the call. He's like, I'm fine now.[00:17:29] sarah: [00:17:29] Wow.[00:17:30] dane: [00:17:30] But it's like, you know, if something's difficult, they'll give it up. Like there's times of process and like, listen, we can't process your feelings right now cause the call is going on right now, so suck it up and do the pushup.[00:17:39] We'll process it later.[00:17:40] sarah: [00:17:40] Exactly. It's like shelf it for later. Yes.[00:17:44] dane: [00:17:44] And then I was like, so if it's things are difficult and you bail, don't bail. Yeah. What I want to say is you're worthy of what you want and it's not even a matter of worth. Really. I'd made millions of dollars and I still struggled with self worth.[00:17:55] It wasn't until I loved my level of self worth that it resolved [00:18:00] and had I loved my level of self worth at the beginning, I would have built everything, having a lot more fun.[00:18:06] sarah: [00:18:06] That's good perspective. That is the kind of comes the hard way, you know? But yeah, it's invaluable. And I appreciate you sharing that too, because that's very much just where I'm.[00:18:16] Just now coming into, I've dealt with that my entire life, very much. Playing small, hiding, not thinking I had any gifts at all, or talents to share with the world and really believing that life or most of my life. So I'm just kind of, yeah. Coming to a place where I'm like, well, if I really want to help people, then I need to get out of my own way a little bit in the process and just show up and the rest of it will come together in the process.[00:18:42] dane: [00:18:42] You know? You know, when you said I have gifts, what I wanted to say initially is, no, you don't, and you don't need them. But if it's true, you do have any gifts. But the part of me wanted to say for some reason, no, you don't. Yeah. And you don't need gifts to do this.[00:18:59] sarah: [00:18:59] Interesting.[00:19:00] dane: [00:19:00] And I would say, would you say I have gifts?[00:19:02] I would say no. Yes. What I would say is I've acquired skills through reading books. I've acquired experience, and those could be now perceived as gifts that I have some innate intuitions and I have some innate inclination to business and I've seen the people and people, but what I want to say is you don't need gifts and you don't need to be gifted.[00:19:22] What you need is a heart for serving people. If you have a heart for serving people. Then you sit with them and you listen to them. Let's say you're dyslexic. Let's say you're even, you dropped out of high school, but you sit with someone with a heart to serve them with a pen and paper and you listen to their deepest pain and you ask them what the results they want for their life are, and you have no skill to speak of yourself other than a pen and paper and listening, and let's say it's a woman that wants to start her own business.[00:19:51] And I don't know anything about starting a business, but I know how to listen and I have a heart for serving people.[00:20:01] [00:20:00] If you'd like to hang out with people reading the star from zero book, listening to the start from zero podcast, listening to the book on tape and build businesses with them and do it with people together, visit start from zero.com forward slash starters.[00:20:19] And I'm not gifted other than I want to listen and I have a heart for serving. So, okay, you want to start a business? How long have you wanted to do that for 10 years. Okay. 10 years. Have you ever had any ideas. Oh, I tried this. Do those work out? No, I'm so sorry to hear that. What is it that you're wanting now with a business?[00:20:39] Well, you know, I want to be able to provide for my kids, send them to college, have free time to spend and play with them. Not have to look at the price of gas, be able to buy organic food. And then you sit there, you write all this down and you know nothing about how to start a business. But you're sitting there and listening, and then you sit there, you say, listen, you know, I don't consider myself particularly gifted.[00:20:59] I don't even consider myself to know how to solve this problem for you. But if I went out and found the foremost experts on how to start a business, and they were actually women who had done it themselves, and I interviewed those women, and I put third tips and strategies into a book and in a course for you.[00:21:16] And so you could learn from the horses mouth. Other women and how they built their businesses. And that could be your mentor, your support, your loving companion, your guide, your friend on this journey. Would you pay for that? Now? Tell me what you heard in that, or even what you felt in that.[00:21:32] sarah: [00:21:32] I mean, I heard a very considerate tuned in person asking really good questions.[00:21:39] Mostly questions. So you weren't like giving a lot. You were asking most questions, very much active listening, you know, repeating back to her and empathizing or whoever you were talking to.[00:21:50] dane: [00:21:50] Did you feel love.[00:21:51] sarah: [00:21:51] Yes, definitely[00:21:52] dane: [00:21:52] feel compassion. Definitely that you feel ego. No,[00:21:57] sarah: [00:21:57] not at all.[00:21:57] dane: [00:21:57] Did you feel pride? No.[00:21:59] The [00:22:00] heart of entrepreneurship is so beautiful.[00:22:04] sarah: [00:22:04] I believe that it's kind of the thing that keeps pushing me this direction. I mean. I mean, I literally used to tell people as a child, like they would ask me, what do you want to do when you're older? You know, when you grow up. And I would just say, I have no idea.[00:22:17] I don't know. I don't have any skills, talents, gifts, nothing. And there's lots of things that played into that. But these would be adults that would be talking to me and confiding in me, and I would just be sitting there listening. And then I recall this conversation at like 10 years old and this adult saying like, I don't usually.[00:22:33] Talk to people your age, but I just kind of feel comfortable with you and like you can handle it, you know? So I've very much always held space for people and it's where I'm most comfortable. It's what I do naturally. I love listening to people. I love really, really like going deep on what they're saying and asking them more questions.[00:22:51] And I do that without thinking. So that part is there. I've just always too much focused on the other parts. I think. You know, like that's not enough is what I've, essentially, the message has been, you know, that if I have a heart for people or just because I want to listen, like what does that really do?[00:23:09] dane: [00:23:09] You know? So the top two skills you need to build are selling. And what I was doing with that woman at the table was selling. Yeah. Asking her what she wants, asking her what her problems were, connecting to her experience. Offering a solution. I didn't come up with this solution. I'm going to have experts who are women who started a business.[00:23:29] Now I'm going to go out to a successful female business owners on Google, and I'm going to reach out to them and say, I am so inspired by your business. I have a group of women that have really wanting to start a business, but I'm not a woman who's done it. I was wondering if you would like to contribute and help other women achieve financial independence.[00:23:47] You think a woman's going to say no to that?[00:23:49] sarah: [00:23:49] Yeah, hopefully not. I don't think so.[00:23:52] dane: [00:23:52] No.[00:23:53] sarah: [00:23:53] Especially at stain age,[00:23:54] dane: [00:23:54] especially a successful female woman. Yeah, because a successful female woman is going to just [00:24:00] look out to the world. It'd be like, how do I reach more women to let them know they could have what I have.[00:24:04] Yeah. Because the heart of this is so simple and okay, so top skills selling other skill is outsourcing. And then you listen, you sell, you outsource, and you listen. Don't know how to make a website overwhelmed with some tech thing. Outsource, don't know how to make a product outsource to an expert. Let's say you go to the skate park and you sit down with skateboarders.[00:24:27] And you say, Hey, I've got candy. You want some[00:24:32] sarah: [00:24:32] creepy at all?[00:24:34] dane: [00:24:34] Yeah. You try to escape, or you say, you know, Hey, would you mind if I ask you some questions about skateboarding? Sure. Why do you do it? Well, you know, my dad's at home and he's an alcoholic and he's kind of abusive. And so I just like to be out of the house and skateboarding's really fun and it gives me a sense of purpose.[00:24:51] I know not every skateboarder's got an alcoholic. Sure. And so then you say, Oh cool, and what's the next big trick that you're learning? Oh, I want to learn this kick flip over the ramp. That's XYZ. How long have you been trying to practice that kickflip how do you go about trying to learn that trick right now?[00:25:06] Oh, you learned it by watching your friends. Oh, is there like a skateboarders portal online where other skateboarders are just showing off their tricks. Oh yeah, dude. It's called YouTube. Oh, okay. Is there anything you don't like about your skateboard? No. Skateboard is good, man. Do the wheels roll long enough, like as the level of friction?[00:25:25] Good. Does the skateboard slow down too fast or anything? Nope. Skateboards. Good. How long do you usually go before you buy a new skateboard? Oh, I know. I keep skateboard for like three years. All right. Skateboard ideas are out. What's your biggest challenge as a skateboarder? Actually? Well, you know, my biggest challenge is actually getting over the fear to do a trick when I know I might break my arm.[00:25:45] Oh. And now you probably have the basis of a product idea and you create an illustrated guide, an iPhone app, something that's a way to learn tricks to keep your body safe from injury. So you say you test it out, you [00:26:00] say, so if I had like an iPhone app. And it was a specially designed training that would teach you skateboard tricks and a safe, incremental way.[00:26:10] So you don't actually have to injure yourself and stop skateboarding. Because I know you're tough and I know you're not so afraid of injuring yourself. It would suck not to skateboard. Right. Cause then you're playing into there. Right. Machismo[00:26:21] sarah: [00:26:21] persona.[00:26:22] dane: [00:26:22] Yeah. And they say, yeah, you know, that'd be great. Now is that something that would be worth paying for?[00:26:27] They might be like, eh, you know, cause I can just watch on YouTube and you say, well, YouTube is good, but this would actually incrementally show you small steps, so you're really safe from injury. Oh yeah. You know, then I'd probably pay for that. And so now you have this unique training program that shows them how to incrementally practice a trick to be extra safe with injury.[00:26:44] Yeah. Now if they say, no, I still wouldn't pay for it. You still put it together. It proliferates amongst a million skateboarders, and now you have skateboard suppliers, skateboard wheels, skateboard shoes, skateboard gear, skateboard hats. And they're all paying for advertising to be in front of your product.[00:27:02] So they're in the iPhone app at the top. It's like the best skateboards online. Below it is like the top gear for skateboarders. And they click on that and now you've got like now you go to the top skateboarding eCommerce store and you send them a message and you say, Hey, I've got an app that half a million skateboarders are looking at every month.[00:27:19] Half a million every month looking at to learn tricks safely, and I'm looking for the best products to advertise to them. Would you like to advertise here? So what's happening is the heart of entrepreneurship is not forceful. It's curious. It doesn't have an agenda that it forces on someone. It is. The heart of entrepreneurship is so beautiful because it says, I'm here to serve.[00:27:42] So you see, we fumble the skateboarders. Okay. Nope. Skateboard is not right. Oh, okay. Breaking their arm when they're doing it. Okay. And it took a little while to get there, but we're there to serve. Right? So we risk looking like a fool because we're actually caring and asking questions, potentially a skateboard, you know, and you risk rejection when you mentioned ideas.[00:27:59] Skateboarder. [00:28:00] That's stupid. Get outta here. Yeah, she come back the next day and ask another skateboarder. But then you end up helping skateboarders not break their arms. So what's the spine of business?[00:28:11] sarah: [00:28:11] It is customer mechanism results.[00:28:13] dane: [00:28:13] So let's do the customer. As a skateboarder, what was the result they were wanting in this example?[00:28:19] sarah: [00:28:19] To help them with learning new tricks? Not be so scared.[00:28:22] dane: [00:28:22] So that they don't, they don't fall and hurt themselves and then they can't.[00:28:25] sarah: [00:28:25] Oh yeah. Then they can't skateboarding.[00:28:28] dane: [00:28:28] That's a pretty specific articulation. That's probably very resonant with skateboarders. Would you like to learn tricks in a way that's safe and injury free so you don't have to give up skateboarding?[00:28:38] If you get hurt, then the mechanism we are allowed to unfold by finding the path of least resistance.[00:28:46] sarah: [00:28:46] What do you mean by that?[00:28:47] dane: [00:28:47] Well, they don't want to buy it, so we're not going to force them to buy it. Oh, gotcha. They do want to buy it, so then we sell it to them. They don't want to buy it, but they definitely use it.[00:28:54] Right. Okay. So then we'll get it free. Build up all these skateboarders eyeballs, and then they pretty good money selling advertisements to other products. This is the heart of entrepreneurship and why it's so easy to start. Tell me what you're thinking. I[00:29:06] sarah: [00:29:06] was just gonna say, that's crazy to hear you say it and I believe it 100% coming from you because you've done it.[00:29:13] And you've shown that, and I think he very much done it authentically based on these principles you're talking about. I'm just kind of laughing out loud because for so many years in my mind, all the reasons why it's not so easy to start.[00:29:28] dane: [00:29:28] What you're talking about. Oh, okay. So tell me more.[00:29:31] sarah: [00:29:31] Well, I guess all I'm saying is like, I've just told myself it's not enough this whole time.[00:29:37] You know, like even in my mind as we're talking, I'm thinking like, but how could you, like, I still have a major hang up at the certified life coach thing cause I'm like, why would people pay someone to coach them who's not, you know, like maybe trained or certified or has these certain accolades or. You know what I mean?[00:29:52] But you're sitting here telling me like, you just seemed to have a heart and listen and care and want to serve people, and that's why it's so [00:30:00] easy, which is very contradictive to how I lived.[00:30:07] dane: [00:30:07] If you'd like to learn how to make money and you need a path to do it, visit start from zero.com and you'll see a whole context of how you can actually get started. There's a three phase process that you can go through. If you're a beginner, intermediate, or advanced, go there. It'll tell you exactly what to do, where to go, and how to get started, and you don't need money for some of the options.[00:30:28] And if you do have money, you can buy some of the other options. It's all laid out for you with crystal. Clear clarity@startfromzero.com where do you go and what do you do? You'll find out there.[00:30:44] Yeah, and you don't want to operate in a place you're not qualified to operate in. Right. So maybe you have great coaches that are experts at working with highly sensitive people and you hire out that mechanism. I'm not going to be the one creating the skateboarding training videos. Right, right. So then they, Oh, well, how would you build the skateboard videos?[00:31:02] Well, there's probably a lot of cool ways you could figure it out. You could run Facebook ads. You could reach out to every pro skateboarder and tell them the mission, ask if they want to be a part of that kind of mission, making skateboard injury free by doing learning tricks in an incremental way. I bet skateboarders want to be a part of that.[00:31:18] Yeah. So you talked about that not being enough and now you're starting to see that it is enough. Yeah. Why? Why are you starting to see that it's enough?[00:31:26] sarah: [00:31:26] That's a great question. I think it always helps to step outside and then go from the other side, which you do a lot and are doing, but, and I think I finally did kind of just start asking myself some questions, I guess, and say, you know, like, are there that many good listeners in the world?[00:31:42] No, not really. Do I feel valued in end scene? When I am in a conversation where somebody is looking at me and not, you know, their eyes aren't fleeting all over the place, behind my head or down to their phone or you know, and not just, and maybe pass that like, are [00:32:00] they, you know, replying to what I'm saying in such a way that I know they are actually hearing what I'm saying.[00:32:05] And you know, I can't expect everybody to do this just because maybe I do or enjoy it or it's natural to me. But. I don't know. And my husband is a huge, huge, just encourage her in general, and so he's been for years, just trying to encourage me and say the same thing you're saying really in a lot of ways.[00:32:22] But yeah, I don't know. I've just always felt like it was not enough. But like you're saying, like you can have, the other pieces of business can be successful. They can know how to get their results, they know how to get and keep their customers, but if they don't have a heart to actually serve through what their business is for.[00:32:40] You know, or really meet their customers where they are. It's kind of empty in my mind and[00:32:44] dane: [00:32:44] pointless.[00:32:44] sarah: [00:32:44] So I don't know. I can't get to the end of my life and not have tried to do something to help, you know, that's just always my thing that pushes me forward, is that I want to help people. So[00:32:55] dane: [00:32:55] there's a transformation that I think is gonna need to happen in your brain.[00:33:00] Okay. Do you feel that as well? What transformation would that be?[00:33:06] sarah: [00:33:06] Well, I mean, it's funny you said the very beginning. I don't think worth has anything to do with it, but that is something that I do struggle with. I[00:33:12] dane: [00:33:12] think a lot. That doesn't mean it's not a struggle. Yeah. Have you ever met any sociopathic people that are successful?[00:33:18] sarah: [00:33:18] I mean, how do you know they're sociopathic? You don't always know that upfront.[00:33:22] dane: [00:33:22] Have you ever seen anybody that's really successful, but they're like[00:33:25] sarah: [00:33:25] not that great of a person? Yeah.[00:33:28] dane: [00:33:28] So then we do know that so forth has nothing to do with it.[00:33:32] sarah: [00:33:32] Yeah,[00:33:33] dane: [00:33:33] sure. But the thing is it does. If you're a sensitive person and you're connected to your experience, you can't just, what these persons generally do is they dissociate from their sense of self and they build it anyway.[00:33:45] Yeah, I'm worthless. I'll dissociate from that and build it anyway. But the rest of us that are really connected to our bodies and don't want to dissociate from our sense of self to build a company worth very important. But when I say worth. It doesn't matter. What I mean is that if you follow [00:34:00] the mechanics successfully, you've built something successful because it's really about the mechanics.[00:34:05] Listen, find a pain, find an expert, sell it. It's mechanical. Yeah, so let's give space for the the worst thing because it's a specific quality of worth, I think you're talking about. What would you say it is? What kind of a worth do you feel worthy as a mother?[00:34:19] sarah: [00:34:19] That's very much in process as well.[00:34:21] dane: [00:34:21] Do you feel worthy as a woman?[00:34:23] Same answer. So[00:34:24] sarah: [00:34:24] was very much a self thing. Yeah.[00:34:26] dane: [00:34:26] Great. So this is very exciting because, and it keeps it very simple. Yeah. So you said, I didn't think what I knew or what I had would be enough. I think that comes from the same place. So can you feel very gently this character inside of you that he wrestles with worth and just feel it?[00:34:49] Can you feel how real it is? Yeah, absolutely. Can you also feel whether it's who you really are or not? Or does it seem like it's definitely who you are? I think[00:35:00] sarah: [00:35:00] just up until recently it has felt that way, but I think that's kind of what I'm just finally starting to push through and out of is believing and yeah, mostly just believing that, that it's not who I am.[00:35:12] It's not all of me.[00:35:13] dane: [00:35:13] It is simply said, it is an identity and that identity is fundamentally a thought and that thought can be held. So when you get that, what you've been believing about yourself and what you've been thinking about yourself is a thought that can be held and there's something underneath, and then you're like, okay, well my personality was kind of built on this.[00:35:39] My thought patterns were built on[00:35:41] sarah: [00:35:41] this very complex[00:35:45] dane: [00:35:45] and not so, when I say it's a thought, the root thought is only a thought and it can be held. That is the place you start. If we're struggling to take action as generally routes down to one thing, what we're [00:36:00] thinking of ourselves unconsciously or consciously.[00:36:03] Yeah. When you get that, while you're thinking of yourself consciously or unconsciously as only a thought and what we actually are and what I'm on the precipice of feeling here is we are infinite potential, and when you operate from that place worth actually loses its entire meaning. Because, and you'll start to get to this place as you build the awareness to start seeing that that self worth while.[00:36:25] So real indeed sympathy and compassion is a thought. Yeah. And it's not who you are. It's only a thought. Then you're like, okay, son of it, what the heck? You start noticing these things as real but not true. Real, but not true. Real, but not true. Held and loved and felt, but not really true to who you are. Not dismissed, not, Oh, it's not true, but it's real.[00:36:48] It's not true. So I'm going to dismiss it in a sort of way. No. Embraced and held like you, you, you'll be good at this when you are completely okay with holding the most worthless aspect of yourself. If you make friends with the worst part of your mind, if you make friends with the worst part of this worst and you're okay with, it sums up full steam ahead, but when you're not okay with low self worth, then you identify with it, then you become it.[00:37:17] As soon as you're okay, like, Ooh, there's worth, there's low self worth coming. I know that one. Yeah. And then it doesn't stop you if you are just identified with it. Dis identified with it. Okay, so here's how this works. When that child that just cried when they were born, they came into earth as a contraction and they formed their sense of self, the primary contraction of her sense of self.[00:37:43] That itself is not who they are. That itself is a thought that can be held. And that sense of self is like the trunk of the tree. There's an awareness underneath the trunk of the tree. That's the place of the infinite potential. This is what I'm on the precipice of understanding based on my mentors and [00:38:00] stuff.[00:38:00] So when you see that your infinite potential, you start to see how addicted you are to these identities because they're so rooted. So what you want to understand and what you want to do very gently, is start building your capacity to be okay with feeling worthless. Meet the worst part of your mind, like a friend.[00:38:15] Okay. And hold it. When I say we're infinite potential, are you able to connect with that at all? Yeah. Wow. That person that just said, yeah. Was that from the place of your infinite potential? So from the place where we see where infinite potential now we see the identity of even entrepreneur is limiting.[00:38:33] I want to be an entrepreneur. I want to think I'm an entrepreneur. That's the thought I want. Sure. And even that's limiting compared to infinite potential. It's like, well, even though, I mean I'm like a hundred things or 50 things, and those are all just identities. I'm infinite potential. So when you sink the concept of like your self worth.[00:38:51] When you're in the contract, that sense of self, that feels unworthy, that contract, that sense of self will try to feel worthy at once worth. Sure. You can just wake up from that game all together. You will wake up from the sense of self into infinite potential and then you see, or you could work on it to feel worthy as an identity.[00:39:08] Because I'm experimenting with this, I'm more inclined as to wake up from the game altogether. So when you go into infinite potential. The concept of actually feeling worthy in and of itself doesn't make any sense because it's a story. And any description of yourself just does it even hold in the realm of infinite potential.[00:39:24] And then from this place you're like, well, yeah, I need to start a business because it seems really fun. Or. I want to serve people. Tell me what's going on for you right now.[00:39:32] sarah: [00:39:32] I'm just kind of internally reflecting on, I think I used to live in this space or found it for a short time, but I don't know. I've just, I think my eyes, my perspective has gotten too bogged down in all of this.[00:39:44] You know, like all of my inadequacies or perceived inadequacies or whatever shortcomings.[00:39:50] dane: [00:39:50] All the senses of self that have those, which is not who you are, but they are very real. You have aspects of yourself that identify as inadequate. You have aspects of yourself that identify as [00:40:00] worthless, right? Your greatest fear is not real.[00:40:03] Right? Like if you were here in my arms, you were crying in my arms about how inadequate you felt. It's not really. You go ahead and feel it and then you'll find out like maybe part of you actually wants to feel inadequate,[00:40:14] sarah: [00:40:14] and I think that's also a different level I'm coming to is being aware of. Gosh, why do I so strongly need to identify with this or this or this?[00:40:23] You know, in order to, I don't know,[00:40:25] dane: [00:40:25] probably cause your personality was built around it,[00:40:27] sarah: [00:40:27] right? Like he said, very layered[00:40:30] dane: [00:40:30] way of life. So you gently do that by shooting to the root, shooting to the sense of self. Hold that with love and compassion. As soon as you can hold the worst aspect of yourself as a best friend, free.[00:40:41] sarah: [00:40:41] That's what I've done for everyone else, but myself. It almost broke me just recently to a point where I was telling my husband like, I'm done. I don't want to do any of it. I don't want to help people like what has been there for people or listening to people or Holy space for people, like where has it gotten me?[00:40:58] I feel very empty and like, I don't know, used up in some way, but[00:41:02] dane: [00:41:02] I'm not expressing who I am and it's killing me.[00:41:06] sarah: [00:41:06] Yes.[00:41:07] dane: [00:41:07] Yes. If you do not bring forth what is within you, what you do not bring forth will kill and destroy you as leave that quote from the great work of your life.[00:41:16] sarah: [00:41:16] I believe that 100%[00:41:18] dane: [00:41:18] so what's the spine of a business[00:41:19] sarah: [00:41:19] customer mechanism results[00:41:22] dane: [00:41:22] and as a customer for a highly sensitive person.[00:41:26] Do you know any highly sensitive people outside of like you and I, and you could sit down and ask them what it's like to be them and what they desire when they're around people and what they desire when they're around stimulating environments. And you can find out the results that they want and then you can figure out the mechanism later.[00:41:44] And since you're not a certified coach, right? You just work with them for free and see if you can generate a result. Like you work with them for free and say, Hey, I'm not certified. I don't even know what I'm doing. Would you want to do some experiments with me and see if we could solve this together?[00:41:59] You [00:42:00] say, sure. You start generating results and you don't need a certification. Really at that point, if you're able to reliably generate a result, you might want one, but I've been generally certification avoidance because I'm just more like, can we get a result or not? I think there's something to be said for.[00:42:14] Learning how to be with someone, but you've been doing that your whole life. So you sit down with highly sensitive people. You ask them the result they want, then you ask them if they're willing to experiment with you to try to get there. You're in business. How many people do you know that are highly sensitive?[00:42:27] I'd say like six or seven. So talk to all of them. Schedule a call with one of them a day. From Friday to next Friday. Hey, can I talk to you? I've been thinking about something. Send him a text. Send him a message. Talk to one person a day and ask them questions about results they're looking for in their life because they're HSP.[00:42:45] Okay. Then invite them and do. A possible experiment where you help them for free and see if you're able to get them a result and make sure you have fun.[00:42:53] sarah: [00:42:53] Yes,[00:42:53] dane: [00:42:53] that's key. Do you have any questions for me?[00:42:55] sarah: [00:42:55] I'm sure I will after, but not off the top of my head at this moment.[00:42:59] dane: [00:42:59] Okay. If you ever get stuck, which is very likely, but make sure you visit, start from zero.com forward slash.[00:43:06] DJP. Okay. And that's a free process that you can use to rapidly get yourself unstuck. It helps you shoot straight to the identity and hold it.[00:43:15] sarah: [00:43:15] Okay. I appreciate that very much.[00:43:17] dane: [00:43:17] Yeah, you're welcome. And you're definitely worthy of serving another human, and you're definitely worthy of being able to help someone.[00:43:25] You appreciate that you've been doing it your whole life. Yeah. Yeah, they can do it for you. Good job. So for years, people have been asking me, what's the big secret? How do I do this? And the answer is simple. My life took off when I had mentors. Too many people try to do this stuff alone and get stuck and give up.[00:43:44] Listen, if you haven't succeeded in business or entrepreneurship yet, it's simple. You haven't failed enough yet. You haven't been around enough mentors yet. If you combine failure with mentorship, you will fly. I had someone say, why. They people so more successful than me. How come I [00:44:00] can't get this right?[00:44:00] And they said, well, how many times have you failed? He's like, wow. A lot of times I'm like, have you failed more than 10 times? He said, no. I was like, you haven't failed enough yet. You haven't been around mentors enough yet. Failure is how you learn. Michael Jordan has missed so many game winning shots.[00:44:13] You've got to get out there and fail, and how are you going to do that if you're all by yourself, all alone, beating yourself up in your own thoughts? Listen, I'm going to give you access to my board of advisors, my board of advisors that I talked to sometimes every day. I'm gonna get you. You access to them every month, live for you to ask questions and get your mindset on straight.[00:44:32] They're going to ask you questions that are hard for you to answer. Those are the kinds of people you want in your life. You're also going to get access to not only the board of advisors, but my entire community, the start from zero community, all the entrepreneurs that are practicing these things, building these businesses.[00:44:47] You'll get access to this community and this board of advisors and much more with the new program we launched called start from zero.com forward slash. Starters. And you can see how you can get access to my board of advisors and ask them anything you want. Monthly, you'll get automated accountability to stay focused.[00:45:05] You get a community of other people, all building businesses with the start from zero methodology. And guess what? You get kicked out of this community if you do not take action. So it is serious people. So if you'd like access to that information about that, go to start from zero.com forward slash starters and it's about time that we get together and strengthen each other and fail.[00:45:26] Together and pick each other back up together and show each other each other's blind spots and ask the hard questions and drive each other to that golden finish line of a business that you don't have to work in a business that provides freedom. So you can sit around on a Tuesday and watch HBO if you want.[00:45:43] All right, start from zero.com forward slash starters. [00:46:00]

[00:01:12] So today I'm talking to Christina. Christina, where are you at in the world? Good morning.[00:01:16] Christina: [00:01:16] I'm in Venice, California. Venice beach.[00:01:19] dane: [00:01:19] And what's your big goal for the call?[00:01:21] Christina: [00:01:21] Well, I really want to launch some online courses. It's just shifting gears, doing something I've really never done before and I need help.[00:01:31] dane: [00:01:31] What's the ultimate goal with the courses that do for you?[00:01:35] Christina: [00:01:35] Well, it will give me more time. Right now, I trade my time for income. I'm a personal chef. And I really want to start creating products so that I can, you know, have a little more financial freedom and a little more time. It's[00:01:50] dane: [00:01:50] kind of thing. So let's just get really clear on this.[00:01:53] You want to stop trading time for money.[00:01:56] Christina: [00:01:56] Exactly.[00:01:57] dane: [00:01:57] Can you just say that[00:01:58] Christina: [00:01:58] I want to stop [00:02:00] trading my time for money?[00:02:01] dane: [00:02:01] What happens when you share that? It makes me[00:02:03] Christina: [00:02:03] nervous because this is how I've made my income my entire life.[00:02:08] dane: [00:02:08] Is there any sadness?[00:02:11] Christina: [00:02:11] Yeah, because I know that there's only so much time and I can only make so much money, you know, by the hour kind of thing.[00:02:18] It just doesn't make sense. I know all my friends that have real wealth, you know, invest their money or you know, make money in different ways. Passive income. So I really want to start doing that. I'm getting older.[00:02:30] dane: [00:02:30] Oh, you're getting older.[00:02:32] Christina: [00:02:32] Yes.[00:02:33] dane: [00:02:33] So this is a biological clock thing kind of.[00:02:37] Christina: [00:02:37] Well, just the fact that, you know, as a chef, I spend all of my time on my feet and it's physically exhausting.[00:02:46] I mean, I just, you know, did a dinner on Friday night for a big group of people and I was dead on Saturday, you know, I could barely get out of bed. I was so tired from all the energy I put forth for that.[00:02:59] dane: [00:02:59] How much did you make.[00:03:01] Christina: [00:03:01] About $1,200 so embarrassing to say that because that's not that much money in the big picture[00:03:09] dane: [00:03:09] for a night of work.[00:03:10] Christina: [00:03:10] Yeah. It wasn't one night, you know, it was planning, menu, planning, shopping, prepping, cooking, all of that, cleaning.[00:03:18] dane: [00:03:18] Is it possible to hire help for those things that, so you're not so tired?[00:03:23] Christina: [00:03:23] It's possible, but that means that I would make less money. Right? I would have to take that out of my net profit. And[00:03:31] dane: [00:03:31] you'd have your Saturday.[00:03:32] Christina: [00:03:32] That's true. I mean, when I was younger, you know, this is the age part, you know, I had a lot more energy now, you know, it's just kind of, you know, I need more recovery time. I'm in my forties[00:03:45] dane: [00:03:45] so I'm asking these questions just to kind of get a deeper feel for you. I want to ask about what kind of quality of life are you looking for?[00:03:53] Christina: [00:03:53] Well, I would like to be able to travel when I want to. I would like to have more [00:04:00] financial freedom. I would like to have my dream kitchen. I would like to have a garden. So, you know, right now I live in a small apartment. Which is big enough for me. It's lovely, but I don't have the kind of kitchen that I would like.[00:04:12] I would just like to have more financial freedom to make choices and travel and do the things I want to do and to learn more, which, you know, more income gives me more choices.[00:04:21] dane: [00:04:21] Is any of this painful to be talking about.[00:04:24] Christina: [00:04:24] It's a little embarrassing. Yes. Well, you know, I would like to be living at a higher level of success than I currently am right now.[00:04:34] That said, I'm very appreciative and grateful for all the wonderful things that I have done and that have, you[00:04:40] dane: [00:04:40] know, you want a better life and you're embarrassed. You're not there yet.[00:04:46] Christina: [00:04:46] A little bit. Yeah. Because of my age. Yes. And I see a lot of my friends and people that are a lot younger than me that are a lot more successful than I am.[00:04:55] I mean, I hate to say that I'm comparing myself, but it's not even a thing of comparison. I'm in my forties[00:05:01] dane: [00:05:01] well, the comparison is just a reflection of the dissatisfaction. Sure. You know, you're dissatisfied. Like if you had your dream kitchen, your dream garden, your freedom to travel and your freedom to learn, do you think you'd compare yourself.[00:05:15] No. Yeah. So if you're comparing yourself to me, are you comparing yourself to anybody? That's a real good indicator. Just look in a mirror and see where you're dissatisfied. So let's just say that again. Let's say you have your dream kitchen, your dream garden, and you can travel. And you have freedom to learn.[00:05:34] Christina: [00:05:34] That makes me happy.[00:05:35] dane: [00:05:35] Were there some tears the first time I said it? Do you remember? Okay. Your eyes started to get wet when I mentioned the first time and I was just curious about allowing that to expand and so the more deeply felt this is in your body. The less judgment you'll have around it and you know, the more action you'll take, et cetera.[00:05:53] Christina: [00:05:53] Yeah, it does excite me. It's amazing. As a private chef, I go into other people's incredible kitchens and homes and [00:06:00] it's amazing how much food I produce out of my tiny little kitchen here.[00:06:04] dane: [00:06:04] How would it feel for every person you cook for? Do you get to talk to the owner at all?[00:06:10] Christina: [00:06:10] Yeah, every circumstance is different, but yes, generally, absolutely.[00:06:13] Yes,[00:06:14] dane: [00:06:14] I do. What if you said something like this to these owners? I have dreams of expanding my business and one day owning a kitchen as beautiful as yours.[00:06:23] Christina: [00:06:23] Are you suggesting I say that?[00:06:25] dane: [00:06:25] Yep. You're going to say, I have dreams of expanding my business and one day owning a kitchen as beautiful as yours. Oh, wow.[00:06:33] Do you think that you'd ever have a minute? Tell me how you got to where you are.[00:06:37] Christina: [00:06:37] Oh,[00:06:40] dane: [00:06:40] and you want to do that very gently feeling the situation. Cause they might be like, Oh, I'm busy. What do you mean? Talk to you about this. So you can just say the first sentence and what you're doing and you're not saying it for them.[00:06:50] You're saying it for you. Every kitchen you go into that you look at instead of envy, jealousy, disappointment, dissatisfaction, sadness. You're going to say, I have dreams of expanding my business and one day owning a kitchen as beautiful as yours, and then based on their response, Oh, this would be fire if he says something like this, potentially you say, I dunno if you'd ever find it in your heart to mentor a little old chef like me, but if you did, I'd be very grateful.[00:07:21] Okay. That's not so much about how they'll mentor you or what they'll say. It's about watching people support your dream, seeing that people want it for you, seeing that the universe wants it for you. And if someone says no, that's more of a reflection of many circumstances than it is of if you're worthy of this dream or not.[00:07:41] But if you phrase it along the lines of, I don't know if you'd ever find it in your heart to be able to mentor a little chef like me, but if you are, I'd be grateful. And if not, that's totally okay. Now every kitchen you go into is going to deposit like this special vibration. You know, man, when I was [00:08:00] 27 I was starting to really get a hang of this and I got my hands on the right books, Christina and I read them.[00:08:05] It took about four years for my brain to acclimate. So the friends that you're talking about that have the wealth and have these courses and you're like, why can't I do that? Or this or that? Why do they, they have a different brain that you could build, but you need to take time to build the brain. Okay, so we're going to get into that.[00:08:20] But what I want to say, so I was 27 I had a real, a business selling software to real estate agents. And I went to Las Vegas and I must as one of my clients. So she says, well, make sure you talk to me when you come in town. And he's had really good relationships with my customers. I visit them when I come into town.[00:08:35] I don't know many entrepreneurs that do that. One tiny thing I did. Spending time with my customer, being less afraid of them being more connected to them, creating more confidence for me to market to them, seeing that they're not scary, seeing that they're not different than me seeing that it's okay to talk to them about my products and services just because I spend time with them.[00:08:55] Well, I asked her if we could look at the most expensive homes in Las Vegas, can we go to are the most expensive homes for sale? She's like, you can't afford those. And I said, not right now, but I want to be around that vibration. So she called up this home that was owned by a publicly traded guy. He got arrested, went to prison for fraud, publicly traded company at the top of his game, and the $10 million home in Vegas at the top of his game.[00:09:20] And he's still commits fraud. It is, and it's so normal that people are very successful and falling apart in their private life. You know, some do fraud with it, some do drugs with it, but the number of people that are highly successful falling apart in their private life is very alarming. And I wish it was talked about more.[00:09:39] Anyway, it's a real thing. So she calls up this realtor, she says, we want to look at this $10 million home that's been foreclosed on. It was $10 million home on sale for 4 million because it's on foreclosure. You could have bought it for 60% off. She gets there like do they have a preapproval letter? And we say no, but they're just in town for the day and their dad owns some big company in [00:10:00] like South America.[00:10:01] Just lied. We get there. We look for the home. If you'd like to get a free one on one with me and beyond this show, you can find out details@startfromzero.com forward slash podcast. Yes. So what company does your father own in South Africa? And I look at him straight in the face. I'm 27 and I'm like, uh, it's okay to lie, right?[00:10:22] I wouldn't do this now, but at 37 I was fine doing it. And I said, Oh, he owns a tire manufacturing company. We sell tires mostly to tractors. John Deere is a big client of ours. I've just completely made up at the end of it. He said, listen, you could buy the home, you can get a loan on it, and he just looks at me and says this, and I just stare at him and I think he thinks that I'm so rich that I'm offended that he mentioned alone and he said, or you can buy a cash if you want.[00:10:46] We got real nervous and then I walked out. It was really, really interesting, but I got to walk around the vibration of that home. It was on a PGA tour golf course where tiger was a play, you know, and I was right on like the eighth green waterfall pool, white, pristine, everything. And I walk around and I drank that vibration in.[00:11:05] And so when you, every time you walk into a kitchen, you do this, what'll happen is something very powerful will happen. Your brain will really start to shift where you can't help. But just do it because you're aligning the emotional system first. And the emotional system we know is way more powerful than the intellect.[00:11:22] So now that we've got the emotional system aligned, now we're going to build the intellect. So in terms of the intellect, what I understand is you're an iron Vedic[00:11:29] Christina: [00:11:29] chef. That is correct.[00:11:30] dane: [00:11:30] And the basic premise of Iyer Veda is what?[00:11:34] Christina: [00:11:34] Well, it talks about creating balance in your life. Everything in nature is made of the five elements.[00:11:41] No two people are exactly the same. So the concept is that, you know, it's about using your own intuition to learn how to balance and find wellness in your own life, in your own body. Why is[00:11:53] dane: [00:11:53] it better than other modalities and what great result does it give?[00:11:56] Christina: [00:11:56] I mean, it's not necessarily better than other [00:12:00] modalities.[00:12:00] It's an ancient science that, you know, the information is over 5,000 years old. So, and it has stood the test of time. So[00:12:08] dane: [00:12:08] for example, is it a way to activate the nervous system to access more of your internal power? Absolutely. Okay. So that'd be a good result, for example. Yeah. So it's a way to activate the nervous system to create more power, like dormant energy in your body.[00:12:24] Boom. Awake and activated. You now have more power.[00:12:26] Christina: [00:12:26] Yes. Like to calm yourself down. Like from myself, I get overly nervous and it actually helps to chill me out.[00:12:34] dane: [00:12:34] So it's a way to speak to your nervous system.[00:12:37] Christina: [00:12:37] Absolutely.[00:12:38] dane: [00:12:38] In a language your nervous system will receive and understand and listen to.[00:12:42] Christina: [00:12:42] Yes.[00:12:43] dane: [00:12:43] So you don't ever try to tell your body to calm down and it kind of works, but doesn't all the way work.[00:12:49] Well, that's because you don't notice feet the language of your nervous system. Well, I have a 5,000 year old ancient science that's been tested and used. By some of the most renowned people over time. And this methodology allows you to speak to your nervous system in a way that your body listens and you can activate more power, more confidence, more calm, and it's quick and it works rapidly because you know what?[00:13:16] Your nervous system has a language that it speaks. And when you learn how to speak it, you can have access to it right away. Now, I never mentioned dire Veda. Yes, it's fun. It's all, I'm like, what is this? I am now interested in iron Veda, but now you mentioned Ayurveda. I'm like, okay, I'm fine. I'm good.[00:13:33] Christina: [00:13:33] Yeah, no, that's amazing that you're bringing this up because I always feel like, you know, as soon as I say the word I R Veda, people have no idea what it is and they're not interested in learning something new, or they're already like, I'm doing Quito, or I'm doing this, you know, and[00:13:47] dane: [00:13:47] welcome to your confidence.[00:13:49] Slowly shattering.[00:13:51] Christina: [00:13:51] Yes.[00:13:52] dane: [00:13:52] Yeah. This is exciting. You are what's called a technician right now, which [00:14:00] is like a fancy word for expert. Like a neurosurgeon could be a technician, architect, could be a technician, but technicians trade time for money and we're taught from an era. Yeah, you're a labor, but we're taught to maximize our time per hour.[00:14:16] So everything we do in pic is based on how much we'll make. For the most part. I mean, you know, neurosurgeons, half a million, but it's still time for dollars. I have set up my nervous system in such a way where I can't even trade time for money. Like. It's very difficult, like a neurosurgeon making half a million a year.[00:14:32] I would blow my brains out because when I'm done working and the money would stop, and I've spoiled myself to the point where I know I can work once and not have to work again. So technicians trade time for money. Entrepreneurs trade time for equity. In other words, entrepreneurs trade time for freedom.[00:14:51] Christina: [00:14:51] That's what I want.[00:14:52] dane: [00:14:52] Inequity is freedom. Okay? Equity is ownership in something. Ownership of something that can pay you, but you know, time for freedom. So you could write a book that book sells. That's time for freedom. You could go to a cook something, but that's time for money. That's technician. So as a technician, you're really screwed.[00:15:09] I know. Because you're conditioned. In so many ways, but now you have a very clear distinction. Crap, I'm a technician. I need to shift entrepreneur. I want to trade my time for freedom. Yeah, I do that by trading my time for equity. So now at the end of each day, you're going to ask yourself, did I build equity today?[00:15:28] Okay. If the answer is no, then you haven't moved forward. If the answer is yes, it has, I imagine you answer, yes, I've built equity today for 10 years. Exactly. So equity could be a podcast you recorded with someone that now works without your time. A blog post. You've written a book, you've written, of course, you've created a software product that's been built, a business with Ayurvedic chefs that go into homes for you.[00:15:57] Where you have minor management [00:16:00] potentially, but the thought is no longer time for dollars. The thought is now time for equity. So you figure out how much do you need per month just to get by and be okay for now while you're building equity.[00:16:13] Christina: [00:16:13] Between four and $5,000.[00:16:15] dane: [00:16:15] Okay. And so is that four or five cooks a month?[00:16:21] Christina: [00:16:21] Well, I, you know, I'm not exclusively a personal chef. I also work with an event production company, so that's seasonal work. I pick up different kinds of work. I do some production, like I worked on a super bowl commercial last week as well. There was a PA, a production assistant for my friend who's a prop master.[00:16:40] dane: [00:16:40] And how much did you make doing that?[00:16:44] Christina: [00:16:44] About $500[00:16:45] dane: [00:16:45] for how long. Okay. It's all right because you're not quite yet clear within your system, so you can't easily make decisions and say, no. So now you know about four to 5,000 let's just call it 5,000. So you have a strategy to make five grand a month. As soon as you hit five grand, everything's a no.[00:17:07] Everything else is a no. Once you've hit five grand, as soon as you've made five grand, any other jobs that come in are no for the month, cause everything else, all that time is going to be spent learning how to and building equity. And so you slowly wean yourself from technician to entrepreneur. Does this sound doable?[00:17:29] Yeah. Okay, good. So once you had five grand, someone calls and it's all Christina, I'm like, Hey Christina, I've got this super bowl ad. I really love your help on it. It's the Superbowl and I don't have anybody else really I could call. You're like the perfect fit for this. Do you have time to help me?[00:17:47] Christina: [00:17:47] I think that was a bad example.[00:17:50] dane: [00:17:50] Great example, cause it's very enticing.[00:17:52] Christina: [00:17:52] Well, it was fun. It was easy. You know, it's two days. There's a lot of driving. Anyway, in bigger terms, I work with this event production company. We [00:18:00] produce a festival. I'm the sponsorship director, so for a four months of the year I'm under contract and I make a bit more money than that.[00:18:07] I'd rather not tell you how much.[00:18:08] dane: [00:18:08] No, that's fine. We only need to know, like I just[00:18:12] Christina: [00:18:12] different kinds of jobs is all I'm saying.[00:18:15] dane: [00:18:15] There's no so much. I know how much you're getting paid just to set the thing. It's five grand and then once you hit five grand, you're done.[00:18:21] Christina: [00:18:21] Okay. I like that number.[00:18:23] dane: [00:18:23] Yep.[00:18:24] Christina: [00:18:24] Because it feels realistic more than.[00:18:26] Yeah. Cause it's ultimately,[00:18:29] dane: [00:18:29] no, no. You're going to make a hundred grand a month. Once you have equity, right? You'll have a hundred grand a month. Right? Now your vision is working at five to build equity. So you could eventually have a hundred grand a month, 50 grand a month. Right? So what's the easiest way for you to make five grand a month?[00:18:48] Yeah.[00:18:49] Christina: [00:18:49] I think cooking. John's[00:18:52] dane: [00:18:52] pretty reliable. Defined?[00:18:53] Christina: [00:18:53] No, it's feast or famine, honestly.[00:18:56] dane: [00:18:56] What do you mean?[00:18:57] Christina: [00:18:57] Well, it's not consistent. You know, there's periods of time where I have a consistent client. I had a client until October. I was cooking for him every other day, and then he went to New York. So since October, you know, then it was the holidays.[00:19:12] It's been inconsistent, you know? And I don't necessarily want to work full time for like a family or something like that.[00:19:19] dane: [00:19:19] So would this solve the problem? Let's say you sign up for LinkedIn, you get LinkedIn, and then you buy LinkedIn sales navigator, and that's like this automated system that allows you to pull these searches.[00:19:30] And then within LinkedIn you reach out to like. 50 high end executives in the LA area a day and or 50 professional athletes per day and say, you're a specialized chef. That knows how to access the greatest parts of their nervous system using an ancient science. Never mentioned I Aveda, and you're wondering if they'd like personal chef work and this runs automatically every day.[00:19:54] You have 50 new people just getting asked this. You won't be in feast or famine anymore.[00:20:01] [00:20:00] If you'd like to hang out with people reading the star from zero book, listening to the start from zero podcasts, listening to the book on tape and build businesses with them and do it with people together. Visit start from zero.com forward slash starters.[00:20:19] And then you'll just get your five K per month clients. You have three clients that pay you five grand per month retainers. Your brain is now free to build equity. And what you did is you went to LinkedIn, you looked at owners of companies that have at least 25 employees, and you can do all of that as LinkedIn and send him a message like, listen, I know the demands of being a business owner and food is one of the most important things, and if you cut on this over time, it's going to kill you.[00:20:42] Yeah. And so what I have is I have a whole food methodology based on an ancient science of 5,000 years old that will activate polo, blah, blah, blah. And you never mention our Veda. You say, would you like to chat for five minutes on the phone? See if we're a fit as exactly how you say it. Would you like to chat for five minutes on the phone?[00:20:55] See if we're a fit. If you nail this right, they're going to go, boom, I gotta talk to this person. So in sales navigator. You go in and then you can like pull searches and you need to like look up YouTube and see how to use sales navigator on YouTube and research that, but that's all you're going to need.[00:21:12] You're going to spend a day, one day, that's it, Christina, one day, and you'll have set up. A automated ongoing customer acquisition system, and you just happened to be in LA where everyone is extremely success driven, very image driven, wants the next thing, and they make a lot of money. A lot of people do, a lot of people don't, but there's people in LA that they absorb it into amounts of cash.[00:21:35] Christina: [00:21:35] Yeah. That's why I live here.[00:21:36] dane: [00:21:36] Any questions on implementing the LinkedIn strategy?[00:21:38] Christina: [00:21:38] No, I mean, I'm not familiar with it, so I don't have questions yet.[00:21:42] dane: [00:21:42] Well, you'll be able to find all those questions with Google and YouTube. Okay. What's the basic strategy?[00:21:46] Christina: [00:21:46] I'm going to find my target audience and then I'm going to reach out to them and my understanding from what you've told me, the system automatically reaches out to them with like an email that I create[00:21:57] dane: [00:21:57] or something.[00:21:57] So there's another tool [00:22:00] called meet alfred.com. And Alfred will automate your LinkedIn outreach, but it's not about Alfred. It's about the mindset. You could Google automate LinkedIn outreach, and you find probably more tools than meet Alfred. Okay? People are so just stupid about this. They're like, Oh, I got the tool, I got the tool, I got the tool.[00:22:21] It's like, no, don't be stupid. It's not the tool. It's not about LinkedIn. It's not about sales navigator. It's not about Alfred. It's about where do you find high quality people that you could send a message to who cares about LinkedIn? Who cares about sales navigator? I'll be rich till the day I die. I'll know how to make businesses start to the day I die because I'm not bound to a tool.[00:22:43] I'm in principles. And to the man whose master principles methods are many. So this is a principle. Okay. How do you find high powered people and how do you send them a very compelling message? Are there any ideas that you have that are outside of LinkedIn? No, I[00:22:57] Christina: [00:22:57] get most of my work from word of mouth.[00:23:01] dane: [00:23:01] Right.[00:23:02] Christina: [00:23:02] But the one thing I do want to mention is that I want to shift gears from being from like cooking, from physically cooking, too, teaching so that it's not so labor intensive[00:23:13] dane: [00:23:13] because you start teaching right now and make five grand a month.[00:23:16] Christina: [00:23:16] No.[00:23:17] dane: [00:23:17] Okay. So we're getting your basis covered first.[00:23:20] Christina: [00:23:20] Got it.[00:23:20] And that makes sense.[00:23:22] dane: [00:23:22] You want to now[00:23:23] Christina: [00:23:23] I want it know.[00:23:24] dane: [00:23:24] Very risky.[00:23:26] Christina: [00:23:26] Yes, I agree.[00:23:27] dane: [00:23:27] And you probably ended up being very stressed and it doesn't mean it's not possible. Yeah. Who do you want to teach? People[00:23:33] Christina: [00:23:33] that are interested in improving their health and creating balance in their life?[00:23:40] People who want to learn how to cook.[00:23:42] dane: [00:23:42] Are there people out there that want to[00:23:43] Christina: [00:23:43] learn how to cook? I hope so. I imagine so.[00:23:47] dane: [00:23:47] Click a button, get UberEATS, click a button, get Grava. They want to learn how to cook.[00:23:53] Christina: [00:23:53] I don't know.[00:23:54] dane: [00:23:54] I hope so. Yeah.[00:23:56] Christina: [00:23:56] But you know, I do have friends like you and I have a [00:24:00] mutual friend in San Diego that, you know, she's also an Irv.[00:24:03] She has an Ayurvedic background, and she's created programs and systems, and she's doing well[00:24:09] dane: [00:24:09] for mentorship.[00:24:10] Christina: [00:24:10] I have not. That's a good idea.[00:24:12] dane: [00:24:12] Yeah, yeah, yeah. So you get your $5,000 per month based covered.[00:24:18] Christina: [00:24:18] Okay. Do that first.[00:24:20] dane: [00:24:20] Oh yeah. You don't want to be needy.[00:24:22] Christina: [00:24:22] No, I don't.[00:24:23] dane: [00:24:23] And this will keep you from being needy when you're not needy.[00:24:27] Then the creative faculties of your brain can turn on if you're in survival mode and then you become needy. Then it's like, now you have to have this thing, work with the Venter, but you have to have this thing work. And now you're walking around conferences and you're like, huh, I have a chef. I'm an either shift.[00:24:42] Please hire me. Please hire me. Please hire[00:24:44] Christina: [00:24:44] me. Yeah, no, I get it. I've been there.[00:24:47] dane: [00:24:47] So we are creating your independence right now, and if you're reaching out to 50 executives and 50 athletes, imagine if you were cooking for like three of the Los Angeles Lakers. Right. And you would be good enough to do that.[00:25:00] Do think so? Yeah. See, like, and if an LA Laker had Ayurvedic meals to their body type, do you think it would improve their sport performance?[00:25:09] Christina: [00:25:09] Yeah, I mean definitely.[00:25:10] dane: [00:25:10] They probably got shifts right now. Oh yeah. You have to kick them out. Are you happy with your shifts? If you are, I don't want to talk, but if you are,[00:25:18] Christina: [00:25:18] and that's what I do.[00:25:18] I do special diets. I don't limit myself just to iron Veda because people want, you know, I market myself as an organic farm to table chef rather than saying I are Vedics exclusively, cause it's not exclusively aggravate it. But I was trained as an Ayurvedic chef and I want to run with those principles in as far as, once I start creating equity.[00:25:38] dane: [00:25:38] Yes. Okay. So what's the basic principle of this customer acquisition system?[00:25:44] Christina: [00:25:44] It's about finding them[00:25:48] dane: [00:25:48] simple, and[00:25:50] Christina: [00:25:50] I don't know.[00:25:51] dane: [00:25:51] What would you do once you found them?[00:25:53] Christina: [00:25:53] I would tell them that I'm exactly who they've been looking for,[00:25:58] dane: [00:25:58] but you don't know that that's [00:26:00] true.[00:26:00] Christina: [00:26:00] Well, I don't, I'm sorry, I'm having a hard time following what you're[00:26:04] dane: [00:26:04] making.[00:26:04] You fumble on purpose[00:26:07] Christina: [00:26:07] cause I was like, I don't know. I[00:26:08] dane: [00:26:08] mean I gave you the answer. You remember more. Okay. Do you find them? And then what[00:26:14] Christina: [00:26:14] I suggest to them,[00:26:19] dane: [00:26:19] unsolicited advice, unsolicited suggestions, unsolicited invitations might as well be abuse. You're going to put yourself right into the category of a pest, right?[00:26:32] I'm who you're looking for. It's got great intentions at the same time. I was like, what are you talking about?[00:26:37] Christina: [00:26:37] I agree.[00:26:38] dane: [00:26:38] So if you saw an attractive dude and you walked up to him and you said, I'm what you've been looking for, you know what? Depending on the guy at work, he'd be like, Oh, really? Okay, good. So it's the same darn thing.[00:26:55] It's a relationship. It's find a person, send them a compelling message, and it's compelling. Once you're like, dang. I would say yes to that. Right, and the compelling messages. As a busy leader, you have a lot of demands on your plate. Unfortunately, health can take last place. Do you have an Epic chef or an Epic food regiment taking care of you right now?[00:27:17] Send. They say, yeah, fine, or no, you know, I'm not, I don't have a chef. And then those are the people that you might be exactly what they're looking for. Okay. That's when you say, I'm exactly what you've been looking for. After you find out if they don't have a chef and they need help,[00:27:35] Christina: [00:27:35] that's a priority for them.[00:27:37] dane: [00:27:37] As soon as three steps to suit, and you shouldn't be expected to know this because you've been trained in Ayurveda. You haven't been trained in marketing.[00:27:44] Christina: [00:27:44] Right. But I want to learn more about marketing. Yeah, that's great.[00:27:48] dane: [00:27:48] I mean, marketing is like find a person and give them a compelling message.[00:27:52] Christina: [00:27:52] I love it.[00:27:53] dane: [00:27:53] How do you give someone a compelling message? Well, by figuring out what goes on in their head on a day to day basis, [00:28:00] busy leaders do not have time to read more than five line messages. Yet many of us are going to send a CEO three paragraphs, like I'm almost offended when people send me like Sydney plus three or four paragraph email.[00:28:12] I'm like, what's the, what is this? What do they want? Email me whatever you want to say in three or four lines, you know? And if you happen to want to share your story and you think it's relevant, I'll do my best. It's just the emails that catch my attention are the ones that are like one line, two lines long.[00:28:28] Yeah, so LinkedIn sales navigator and meet Alfred are all tools for the fundamental principle of find someone and send them a compelling message. One of my friends, she's actually the official chef for like the goalie of the Colorado avalanche, and those professional athletes are a dream client because.[00:28:50] Their career rests on their health and they know it. Ice hockey.[00:28:57] Christina: [00:28:57] Yeah.[00:28:59] dane: [00:28:59] So an athlete knows their body Health's important. A CEO. May not really care. So you might find that you pivot to professional athletes in LA. Now every professional athlete gets a message every day. And now when you talk about activating the nervous system to improve their sport performance, and then you mentioned you can cook for him for a week to see if they like it.[00:29:22] It's done.[00:29:24] Christina: [00:29:24] Yeah.[00:29:24] dane: [00:29:24] That's easy. Hey, I'm a chef. Special professional athletes who use an ancient science 5,000 years old to activate certain parts of the nervous system to improve athletic performance. Would you like to chat? Don's great. Yeah. Then they say yes or no. They say yes. You say, great, it takes like five minutes on the phone and then, uh, you know, get me who were applying on the phone.[00:29:44] So then you find another, maybe you try and do it through the messenger. You say, great. Would you like to chat? Oh, you know what you could do is you say, great is like the chat to say yes. Say, you know, instead of chatting, if you want, I could just cook for you for a week. I could cook for you for a day. I cook for you for a meal.[00:29:59] You can see how you [00:30:00] feel immediately after you eat one meal because the results are immediate. Would you like to try and have me cook you one meal? That's good marketing and the reason it works to professional athletes is they know their career dies. If their health goes CEO can get away for years having their health, I think it'd be 400 pounds still go to work.[00:30:18] There's a lot of intelligence in picking that type of a market and going after that. So now, now we're going to build equity. Here's how you build equity. If you want to make good income, you're going to have a business that's built on a clear customer. That wants a clear result. That's given a clear mechanism to do it.[00:30:35] That's all it is, Christina. And it's so revealing, a clear customer that wants a clear result and there's a clear mechanism. So the idea and the mechanism is third, not first. So your course and the ideas you have for your courses, you can throw them all out. Okay. Because it doesn't matter what your course idea is, it matters who the customer is and what result they want.[00:30:56] Christina: [00:30:56] Okay.[00:30:56] dane: [00:30:56] Then your course is probably going to be pretty universal to get the result just in case you might have a gym under you. What sort of course ideas do you have right now.[00:31:05] Christina: [00:31:05] Well, it's like eating for the seasons, you know, eating for summer, spring, or, you know, eating for the different body types, you know, fire, earth, water, errands, space.[00:31:18] I don't know. That's the thing,[00:31:19] dane: [00:31:19] the benefits of eating for the seasons.[00:31:21] Christina: [00:31:21] Well, it creates balance in your body and it prevents illness. It gives you a stronger constitution in general so that you don't get sick. Like food, medicine,[00:31:31] dane: [00:31:31] you know, way better than eating for the seasons.[00:31:34] Christina: [00:31:34] Yeah. And also eating local foods more alive.[00:31:38] You know, they have higher enzyme content.[00:31:40] dane: [00:31:40] Man, I tell you what, you could do so well to put together this compelling content that says like the future belongs to those who take care of their health. Now, you can't get away with this forever. The person that takes care of their body now is going to clobber you in 10 years, and I'm saying this because you're in a competitive LA environment.[00:31:58] You want better skin, better [00:32:00] vitality, more focused, longer hours to work. You want to be stronger and faster and better than the next guy, but you can't. Go one day without taking care of your health.[00:32:09] Christina: [00:32:09] Honestly, I feel like I'm a living example. You know, I'm in my forties and people often think I'm much younger.[00:32:16] I'm in pretty good health.[00:32:17] dane: [00:32:17] Yeah. Doing an IRB to do yourself, but the thing is, it's not about you, okay? It's about the customer and the result they want. If you're an Ayurvedic chef, that's the mechanism, customer result mechanism. Okay. I hire out the mechanism. Christina. I don't fulfill the mechanism, I'll figure it out.[00:32:34] The customer, I'll figure out the result, and I hire out the mechanism. When I build software products or software companies, I figure out what the person wants. Then I hire the software developer. Okay. And then I structured the deal. So like we all share revenue or something, so I don't lose a risk money.[00:32:47] Like, you know, the person you hire, they just get 20% of whatever your catering revenue is, and then you don't have to worry about how many hours they work or this or that, and it's just a shared thing. So let's pick an actor as a clear customer, what result do you think they want?[00:33:02] Christina: [00:33:02] I don't know. Glowing skin.[00:33:05] dane: [00:33:05] Okay to look good on camera. Correct. How about to remember their lines? So let's say you help actors have a clear mind to remember their lines the first time they read them or some crazy like that, and they say, how do you do that? It's like, well, I teach you how to eat. And a specific way that your body's designed to your mind is free to remember.[00:33:29] Okay. Clear customer. Actors clear result, look good on camera, and remember their movie lines better than anybody else the first time they read them, et cetera. Now you plug in Ayurveda to that. Let's do another clear customer to the athlete. What result do they want.[00:33:46] Christina: [00:33:46] They want flexibility and strength and what do they[00:33:51] dane: [00:33:51] want?[00:33:52] They want to ask and win.[00:33:54] Christina: [00:33:54] Okay. They want to win. Great.[00:33:56] dane: [00:33:56] Right?[00:33:57] Christina: [00:33:57] Yes. I'm not thinking correctly about,[00:33:59] dane: [00:33:59] not [00:34:00] yet. It's like you believe in the human spirit. A little too much selfish, narcissistic. Like play to it, sell them stuff that they're happy buying, and then give them the stuff that you most desperately think they want.[00:34:13] They need, right? Like they want to look good on camera and remember their lines.[00:34:20] If you'd like to learn how to make money and you need a pass. To do it. Visit start from zero.com and you'll see a whole context of how you can actually get started. There's a three phase process that you can go through. If you're a beginner, intermediate, or advanced, go there. It'll tell you exactly what to do, where to go, and how to get started, and you don't need money for some of the options.[00:34:41] And if you do have money, you can buy some of the other options. It's all laid out for you with crystal clear clarity@startfromzero.com where do you go and what do you do. You'll find out there, but then they start doing this certain thing through Irv Veda and it clears their mind up and then they get opened up to this whole deeper spiritual wisdom and then you're able to really impact the world.[00:35:05] So I sold people how to build software companies, but then I work with them on their identity and their belief systems. Software was a Trojan horse, right? It was the allure in audio software. Then they get as they are, let's work on your self image. That's why I had so many success students. But if I said, Hey guys, come work on your self image.[00:35:24] So a clear customer, an athlete, what do they want. I want to win. Exactly. And probably get paid more when more games play more and get paid more. Okay. Imagine if you had an ad taken out. If you were able to take out ads towards magazines and newspapers and athletes read like you know the ESPN stuff.[00:35:44] Everybody's looking at each other's stats and your ad says, are you an athlete who wants to win more, play more, and make more? That all comes down to one fundamental thing. Your performance. Let me show you how to fine tune your performance using [00:36:00] 5,000 years of ancient science that none of your athlete friends know about[00:36:08] slaughter. With an ad like that you'd need, like you have an athlete in a trance. Do you want to win more games? I have more time off.[00:36:17] Christina: [00:36:17] Maybe.[00:36:17] dane: [00:36:17] Maybe if you're in like runner's magazine, you might want to talk about endurance. If you're talking to MMA fighters, you might say the greatest secret to winning MMA fights is to have more endurance than your opponent.[00:36:30] So when your opponent collapses, you can pound them. I don't know if that's true or not, but like that's what you find out. So now when you're creating your courses for either beta. If you want to approach a hundred grand per month territory, 50 grand per month territory, 25 grand per month territory, you need a very clear customer.[00:36:49] The very clear result. Okay. And the word I R Veda is at the bottom of the page. Yeah. So actors get more gigs by looking better on camera and remembering your lines. You do that by doing stuff that no other actors doing. Here's the stuff. No one else is doing. Bam, clear customer athletes. Would you like to win?[00:37:09] Play more and get paid more. That all comes down to one thing. Your performance, how do you fine tune your performance. There's a little known secret based on 5,000 years of ancient science. So these are what your courses are around. It's no longer about Ayurveda. Okay.[00:37:27] Christina: [00:37:27] It's very interesting cause I guess I always imagined that my customer as a technician, like the people I'm cooking for is a different audience than who I'm creating these courses for.[00:37:36] You know, I kind of envisioned the courses for like women that are, you know, kind of anti-aging kind of.[00:37:44] dane: [00:37:44] It's very good,[00:37:45] Christina: [00:37:45] but they're not necessarily these professional athletes,[00:37:48] dane: [00:37:48] but they're probably pain with aging. Do you just, you know, in the field of aging, you're going against some of those brilliant marketers in the world.[00:37:57] It's easy as pie to sell something, some aging thing [00:38:00] to someone. So everybody's in that, like a lot of people are in that niche. Aging, weight loss, dating, those niches are. Rather than with competition. But I would be curious to see how much you could make in a competitive niche. So let's do a clear customer, a woman, that's how old necessarily thinking about the impact aging has on them.[00:38:17] So what's their pain.[00:38:19] Christina: [00:38:19] They don't have as much energy. Perfect. That's[00:38:22] dane: [00:38:22] good. That's good. Simple. What result do they want?[00:38:26] Christina: [00:38:26] Okay, one more vitality. I mean, well, you don't like that word.[00:38:31] dane: [00:38:31] Well, it's not about what I like or don't like. I'm just being hard on you cause I know you have a little better. So what would a 40 year old woman say?[00:38:38] What do you want? What's your dream result? Well look, sexy as[00:38:43] Christina: [00:38:43] sexy. They want to,[00:38:45] dane: [00:38:45] I just remember what I was saying. No, they still got it. 25 year old men look at them.[00:38:51] Christina: [00:38:51] Well, I don't.[00:38:52] dane: [00:38:52] Okay. Maybe not. Maybe, maybe women don't like 25[00:38:56] Christina: [00:38:56] just saying that when I was approaching 40 things started to change, so I want to help those women with that transition, you know, your hormones are changing and you know it's easier to gain weight and your levels of energy change as well.[00:39:09] dane: [00:39:09] Are you approaching 40 have you noticed things are starting to change? Have you noticed it's easier to gain weight. Have you noticed it's harder to maintain energy just because you're entering through a special phase of life called blank, blank, blank. At this special phase of life, it's more important than ever to honor your body type.[00:39:25] You can't do it. Society is telling you you can't do what your friends are telling you and you can't even do what you think is best. And tell, you know, the one thing that will change everything and that is eating specifically for your body type and at this age you cannot mess up otherwise you feel it.[00:39:40] The good news is I have a course based on 5,000 years of ancient science that will show you. And these people already ate all the bad things. They already destroyed their body. They already tested everything for you. You can benefit from 5,000 years of research right now when you sign up for this course, and this course will teach you how to [00:40:00] eat specifically for the, your particular nervous system to keep yourself young, et cetera, et cetera, et cetera.[00:40:05] You may not even mention I aggravate until they buy. Yeah. Because it's not about[00:40:10] Christina: [00:40:10] what the mechanism.[00:40:12] dane: [00:40:12] Oh damn. Oh damn girl, what is it about.[00:40:17] Christina: [00:40:17] It's about the results and the customer.[00:40:20] dane: [00:40:20] Great. Okay, so what's your first step?[00:40:23] Christina: [00:40:23] Well, my first step is to make $5,000 a month. Great. So I'm going to go to LinkedIn sales navigator, and the other one, I can't remember[00:40:35] dane: [00:40:35] because they, there's probably an Edgar. What principles are at play there?[00:40:39] Christina: [00:40:39] Okay. Finding someone and giving them a compelling[00:40:42] dane: [00:40:42] message, the principles at play. So that's going to get you your five K per month business.[00:40:46] Christina: [00:40:46] Right. And that way when I start creating my equity, I'm not coming from a desperate place.[00:40:50] dane: [00:40:50] Oh[00:40:51] Christina: [00:40:51] yeah. I can totally understand all of that because I always try to create when I'm still making my ends meet. You know, the problem is I live in Venice beach, which I love and I don't regret, but it's, the cost of living here is high. Right. So I have to come up with a lot of money every month, you know, even just to pay rent.[00:41:07] But yeah, I like the idea of just having my basis covered first. You think it's cool that my niche audience for my programs are different than my customers?[00:41:19] dane: [00:41:19] The people that are paying you for private shift food probably don't want to spend time doing it.[00:41:23] Christina: [00:41:23] Well, that's what I was going to say. And even in the beginning, whenever you were suggesting that I, you know, ask my clients for.[00:41:31] Not necessarily mentorship. You know, when you were in the very beginning, like how did they create a kitchen like that? They're not food people. They just have this huge house with a big kitchen. You know, they don't use their kitchen[00:41:42] dane: [00:41:42] and you can learn from them.[00:41:44] Christina: [00:41:44] Oh, absolutely. I agree with that. But I guess my first reaction when you suggested I get personal with them is like, I don't know how appropriate that is in a professional environment.[00:41:53] You know,[00:41:54] dane: [00:41:54] you have to feel it out. You just want to say, I love the kitchen thing. Okay. I've always been doing a kitchen like this. It's [00:42:00] beautiful. Absolutely. Yeah. And you can feel into if you think they'd be generous enough to offer a mentorship.[00:42:05] Christina: [00:42:05] Absolutely. Okay. Got it. I love this. I love everything we've talked about.[00:42:10] dane: [00:42:10] Do you think you'll be able to do it? Yes. All right. Good job today. So for years, people have been asking me, what's the big secret? How do I do this? And the answer is simple. My life took off when I had mentors. Too many people try to do this stuff alone and get stuck and give up. Listen, if you haven't succeeded in business or entrepreneurship yet.[00:42:31] It's simple. You haven't failed enough yet. You haven't been around enough mentors yet. If you combine failure with mentorship, you will fly. I had someone say, why are so many people so more successful than me? How come I can't get this right? And they said, well, how many times have you failed? He's like, wow.[00:42:46] A lot of times I'm like, have you failed more than 10 times? He said, no. I said, you haven't failed enough yet. You haven't been around mentors enough yet. Failure is how you learn. Michael Jordan has missed so many game winning shots. You've got to get out there and fail and how are you going to do that if you're all by yourself?[00:43:01] All alone. Beating yourself up in your own thoughts. Listen, I'm going to give you access to my board of advisors, my board of advisors that I talk to sometimes every day. I'm going to give you access to them every month. Live free to ask questions and get your mindset on straight. They're going to ask you questions that are hard for you to answer.[00:43:19] Those are the kinds of people you want in your life. You're also going to get access to not only the board of advisors, but my entire community, the start from zero community, all the entrepreneurs that are practicing these things, building these. Because it says you'll get access to this community and miss board of advisors and much more with the new program we've launched called start from zero.com forward slash starters and you can see how you can get access to my board of advisors and ask them anything you want.[00:43:45] Monthly, you'll get automated accountability to stay focused. You get a community of other people all building businesses with a start from zero methodology. And guess what? You get kicked out of this community if you do not take action. So it is serious [00:44:00] people. If you'd like access to that information about that.[00:44:03] Go to start from zero.com forward slash starters and it's about time that we get together and strengthen each other and fail together and pick each other back up together and show each other each other's blind spots and ask the hard questions and drive each other to that golden finish line of a business that you don't have to work in a business that provides freedom.[00:44:23] So you can sit around on a Tuesday and watch HBO if you want. All right, start from zero.com forward slash. Starters. .

[00:01:12] So today I'm talking to Diana. Diana, where are you at in the world?[00:01:16] Diana: [00:01:16] I am in Austin, Texas.[00:01:18] dane: [00:01:18] So what's your big goal for the call today?[00:01:20] Diana: [00:01:20] My big goal is to get more clarity on my direction for 2020 and beyond.[00:01:24] dane: [00:01:24] And if you knew you couldn't fail, what would you do.[00:01:28] Diana: [00:01:28] Hosts the most badass retreats and events ever.[00:01:31] dane: [00:01:31] So what is there that you really need help with? That was pretty easy,[00:01:38] Diana: [00:01:38] right? I got a call done. I think it, it's really about figuring out the path forward, right? So like, I have this vision of hosting retreats. Locally, nationally, internationally, and having kind of like, I guess like tiered offerings. Right?[00:01:57] So there would be like monthly meetups, there'd be [00:02:00] bigger days.[00:02:01] dane: [00:02:01] Yeah. I'm going to explain a business lesson to you very briefly, and I'm going to have you retell me everything based on the new orientation that I give you. Okay. So very successful businesses, and I'm talking like extremely successful businesses, the ones that are like the envy.[00:02:16] I have three things very clear. Like crystal clear. Yeah, very clear customer. They have a very clear result defined the customer wants, and they have a very clear mechanism that gets the result. So this is the spine of a business customer result mechanism. Yeah. So what you were just doing as you were talking about the mechanism, which were your retreats, so clear customer, clear result, clear mechanism.[00:02:45] So let's switch. So who's your clear customer for these retreats?[00:02:51] Diana: [00:02:51] So my clear customer are the next level of seekers. The people who want to optimize their health and wellness, who want to connect in community. The people who are, you know, doing the personal development, doing the work. So mostly probably people in there, late twenties to mid forties[00:03:09] dane: [00:03:09] is it safe to say people very passionate about personal development?[00:03:14] Diana: [00:03:14] People? Very passionate about personal development.[00:03:16] dane: [00:03:16] Okay. That's clear. Yeah. People very passionate about personal, not people that have read Tony Robbins people. Very passionate. Right. They haven't just read like a book. Well, how do you get more clear on what kind of path? Like what very passionate means?[00:03:32] What do they typically done?[00:03:34] Diana: [00:03:34] Yeah, so there are people who've already read the books, right. Done that. And that was like maybe their entry level. How many got, how many books? I mean, I'd imagine they've read 10 plus books.[00:03:45] dane: [00:03:45] Okay. On what.[00:03:47] Diana: [00:03:47] On soft development.[00:03:49] dane: [00:03:49] What are some examples?[00:03:50] Diana: [00:03:50] So it'd be like maybe like a path with heart by Jack cornfield.[00:03:54] So like some spirituality components, like some of the, maybe you are a badass by [00:04:00] Jen Sincero. I really love Marie Forleo's. Everything is figure outable. So there would be like spiritual development, business development, and like relationship development. So maybe even they started old school, like how to win friends and influence people.[00:04:16] You know, like that might've been something that they read when they were a teenager or younger and then have just continued on. So stuff by, Oh my God, I can't believe I'm blanking on his name right now. The brain guy, what's his name?[00:04:29] dane: [00:04:29] Which one? Like this dispenser.[00:04:31] Diana: [00:04:31] It does then see, you knew exactly who I was talking about.[00:04:33] Dispenza. Yeah, exactly. Top of mind. So dispense maybe stuff by Bruce Lipton. Marianne Williamson, Bernie Brown. Kind of those like next level influencers?[00:04:46] dane: [00:04:46] What do you mean by next level?[00:04:47] Diana: [00:04:47] You know, I mean, there are people who are like on a particular platform, right? Like people would maybe consider like Kobe Bryan and influencer or like they would consider people who are making impacts in some realms, but I'm talking to people who like have global mission to have humanitarian efforts.[00:05:06] People who are usually doing like give back causes and stuff like that.[00:05:10] dane: [00:05:10] Okay. So now the first draft, you said my customer are next level type of personal development. So let me tell you what I'm hearing. We'll see if this is a clear customer, and imagine you're in a room full of 15 baller business dues.[00:05:26] They're all guys and they come to you and it's your turn to talk about your business. Now imagine you say we do retreats and this and this and this and this. Right? You just slipped into mechanism,[00:05:37] Diana: [00:05:37] right? Rookie, right. Cause that's not selling a vision. That's not talking about who it's for. There's, yeah.[00:05:43] dane: [00:05:43] And that's okay, but that's a rookie move and rookies not a bad thing. I'm not trying to mean it as a bad thing. I'm just saying it's like you haven't been trained. Right. So, okay, now it gets to you. For some reason, I'm wanting you to really picture, you're in a room with 15 baller business dues and you're in there.[00:05:58] Okay. Yeah. [00:06:00] Like are you in a high rise? Is there windows around? Tell me about the room.[00:06:04] Diana: [00:06:04] Yeah. I would think that it would be like a really. Nice setting. I wish had been to the Fairmont in Austin. It would be something like that. So like a rooftop patio is what I would envision outdoors. Yes. We're in Austin.[00:06:18] Everyone likes to be outside. The weather is perfect, you know, it's like not too hot, not too cold. People are wearing kind of business casual, so they're fancy, but they're not like suit and tie.[00:06:28] dane: [00:06:28] Great. Okay. So now you're in this environment and it's quiet enough where everybody can hear each other. And it comes to you.[00:06:34] And as they say, so Diana, tell us about your business. You say, well, our business, we target folks who are very passionate about personal development, who have global missions, who think globally. Who've read at least 10 books and the personal development realm, things like Bruce Lipton, things like Joe Dispenza, about 70% of our customer tends to be female, and then 30% of men who would probably identify as a little more sensitive than the average male.[00:06:58] Also, these are our customers. Does that capture it?[00:07:02] Diana: [00:07:02] Yeah. I feel like there's still a little bit of an explanation of like, okay, cause I mean, I know that our point is to get people to lean in more as like, what exactly are we doing? You know? Like I have this vision of creating these life changing and memorable experiences for people who are very passionate about personal.[00:07:18] dane: [00:07:18] We're part one clear customer. Now we're going to add in the clear result they want. So what's the clear result that these folks want?[00:07:26] Diana: [00:07:26] Transformation and recalibration. So it's like, not necessarily like, Oh, we're fixed and we need to be changed, but it's like we're always working on ourselves. We're always refining and we're ready to have those kinds of transformational experiences.[00:07:42] dane: [00:07:42] Is that the language that they use. Like they'll say, I want to buy a transformation.[00:07:47] Diana: [00:07:47] Well, so it's funny because there's a big shift right now, right? Like people are shifting out of like, well, I want to like change and I want to retreat and I want to reset, and they're shifting more into this. Like I want to [00:08:00] create, I want to collaborate, I want to transform.[00:08:03] I don't know if that's everywhere, but I know in Austin, those kinds of forbids are pretty popular and pretty common.[00:08:08] dane: [00:08:08] Okay, so here, listen to this as a clear result. People that want to create their missions around others and collaborate. Yeah. You see how it's very tangible. It's clear and transformation is kind of like, that's probably the bi-product.[00:08:23] Hmm. I mean, that offer gives me chills. What does it do for you?[00:08:28] Diana: [00:08:28] Yeah. I liked that. I'm writing it down, so it's like people that want to create their global missions through collaboration,[00:08:34] dane: [00:08:34] make sure you've put in there around others.[00:08:36] Diana: [00:08:36] Could it be for collaboration and community?[00:08:39] dane: [00:08:39] Well around others, through collaboration and community, but get around others in there.[00:08:44] Diana: [00:08:44] Can you tell me a little bit more about that?[00:08:46] dane: [00:08:46] The loneliness that people feel working on their missions. So if you have another way to articulate loneliness, because collaboration is somewhat hard to picture.[00:08:56] Diana: [00:08:56] Yeah.[00:08:57] dane: [00:08:57] What does that mean? You know? But when you say around others through collaboration, then I picture I'm around those in a room collaborating.[00:09:05] Diana: [00:09:05] Yeah. I don't know why there's something about like global missions around others. I don't know why that is not. There's something in my brain that it's not like I'm getting the point that you're saying that there's something that's not quite clicking for nice delivery.[00:09:19] dane: [00:09:19] Let's picture this. So picture you're sitting down in front of someone who's read Marie Forleo.[00:09:24] They've read Jensen, Sarah, and they've read Bruce Lipton. Yup. And let's say it's a woman and she's 27 and the result that she wants is what?[00:09:34] Diana: [00:09:34] The result that she wants. Well, yeah, I mean, connection is huge for sure. I think that you really touched on something with the loneliness of society right now.[00:09:42] People are really, really wanting to create deeper connections.[00:09:45] dane: [00:09:45] So imagine saying you could create your business and mission around others.[00:09:50] Diana: [00:09:50] Yeah, true. Community and collaboration.[00:09:52] dane: [00:09:52] Oh yeah. That's so good over here, but we want you to be congruent with it.[00:09:56] Diana: [00:09:56] Yeah. I guess now that I say it a couple more times, for some [00:10:00] reason it seems like it should be like with others or in community or something like that,[00:10:04] dane: [00:10:04] but.[00:10:04] If you'd like to get a free one on one with me and beyond this show, you can find out details@startfromzero.com slash podcast[00:10:15] Diana: [00:10:15] the result is creating a global mission around others through community and collaboration.[00:10:20] dane: [00:10:20] You know what's interesting, Diana, is it's really nice to be ordinary, especially with language.[00:10:29] You're going to be around people.[00:10:31] Diana: [00:10:31] Yeah.[00:10:31] dane: [00:10:31] You're going to be with people. Now, if you said create your mission around others. Who are slightly like on the fringe of crazy in terms of personal development and get to get and get to create your global mission with other people that are fanatic about personal development.[00:10:51] So now you have like the start of a Facebook ad, you have to start a letter and you've got your targeting all down. You're targeting women that like Marie Forleo, like Jensen, Sarah, like Bruce Lipton. Identify as entrepreneur. And now your ad targeting is all figured out. So now you got your Facebook ads running and your Facebook ad says, for those that are fanatic about personal development, how many things don't you say when you're talking to someone who isn't right?[00:11:15] And then for those of you fanatic about personal development. How would it feel to know that any book in any topic, in any road that you want to go down, the person will be excited when you bring it up. There's a special loneliness with those of us that are fanatic about personal development, and that's a very, very peculiar cut.[00:11:36] Of loneliness. So clear customer, clear result, create their global missions around others who are fanatic about personal development because they love growing. That's ordinary language, and then community and collaboration. For me, those are really heady words.[00:11:56] Diana: [00:11:56] Yeah.[00:11:56] dane: [00:11:56] So will it the ordinary, let yourself be [00:12:00] ordinary.[00:12:00] I had a friend of mine and he's this like men's coach and he's like, dude, the stuff that we do is like revolutionary. Like it transforms a man and like they're just never the same. And I was like, humor me for a second and try this. What we do is not very special. In fact, I imagine the Mayans did it 5,000 years ago.[00:12:20] You know what we do is very basic. Very simple. It's just what happens is the results are so profound. It makes it feel like magic, but ultimately what we're doing is really fundamentally simple stuff. You see how that's more ordinary?[00:12:34] Diana: [00:12:34] Yeah. I mean that really just like saying what we do is simple, really creates this power around it for people to relate[00:12:41] dane: [00:12:41] is humility too.[00:12:42] It's a lot of humility. It's like, you know, what we do is real basic and you know, I've got aspects of myself that identify as worthless, unconsciously, right? That's not who I am. Just these identities that things that identify and when those are unconscious and not noticed and not active. The stuff I do is the greatest thing in the world.[00:13:00] But then it's like my sense of value comes on and I get more present to it. It's like, you know, this stuff really means a lot to me and I'm just happy that it's basic.[00:13:08] Diana: [00:13:08] Yeah. I mean, and I think that the reach that you get doing something like that changes because you know, people, like you said, everything's like all this big transformation and this and that, and that kind of becomes diluted in a way where.[00:13:21] Everyone's like trying to sell the next big thing as opposed to saying, Hey, it's simple. It's like you don't need to be healed. The healing is within you. Like that concept of not trying to sell a problem or not trying to like make people feel broken and instead teaching them that you know, you are what you've been seeking the whole time.[00:13:38] dane: [00:13:38] You are what you've been seeking the whole time. So, I mean, if that was your outcome for your events, that people were able to leave and embody that and say that that's a cool outcome for an event. Now, it doesn't matter if you're three day, six day, five day, it doesn't matter if you're chanting or like you're clear on your outcome for the events if that's your outcome.[00:13:54] But you know, Jaco, maybe they leave with clarity of their global vision and blah, blah, blah, blah. But that's neither here nor there. That can sort [00:14:00] itself out and it will sort itself out when you have a clear customer and a clear result. So now let's go to back to this clear result. Create your global vision.[00:14:08] Around people that are fanatic with personal development, a group of people that are fanatic about personal development, creating their global missions together.[00:14:16] Diana: [00:14:16] Mmm.[00:14:19] dane: [00:14:19] So now you're just real basic and simple, and you know what? You're clear. And so people will respond and they'll probably come the ones that are right, and you might grow pretty big and you'll be letting ordinary words do the work for you.[00:14:35] Diana: [00:14:35] Is that personal development. They're global missions together,[00:14:40] dane: [00:14:40] and you might say, finding and creating their global missions together, and now you're like, do you know you have a global mission within you? You can feel it, but you don't know what it is. Do you know what your global mission is and you're just afraid to say it out loud.[00:14:51] We've got an experience that we'll call it forth. It's invite only. It's by application. We only let people in that are the perfect fit. If you're curious if you'd fit for this, we'll let you know apply here and then you can effectively turn people away. That would just kill the event.[00:15:08] Diana: [00:15:08] Right? There's always those people who you're like, Oh man, that was an energy suck.[00:15:13] dane: [00:15:13] Yeah, and that words you put in the ad too. The nice thing about these events is we filter every person, so no one's an energy suck. So now you've got your ad and you don't even have to worry about what the content of the retreat is. So tell me what you're thinking about.[00:15:26] Diana: [00:15:26] Yeah, I'm doing a little bit of writing on this.[00:15:29] Like we filter these events, so energy.[00:15:36] dane: [00:15:36] If you'd like to hang out with people reading the star from zero book, listening to the start from zero podcasts, listening to the book on tape and build businesses with them and do it with people together. Visit start from zero.com forward slash starters.[00:15:54] Diana: [00:15:54] Yeah. It's really interesting, like starting to kind of put this vision together because we're creating [00:16:00] already. We hosted a huge event this weekend. It was super, super successful. Everything just fell into place so easily. The event went off without a hitch. It was really incredible. And so now my team and I are talking about how do we move forward, like what do we create next?[00:16:15] How do we create structure. You know, and then like verbiage and branding and things like that are definitely top of mind. You know, like those things are top of mind of how do we create a delivery and a momentum around it. I think that probably I need to do some market research. Yeah. And like get some more of those words, you know, like create 10 or 15 questions and.[00:16:37] Create some of those words around like, you know, what are you looking for in your life right now? When you come to events like this, you know, what's your goal? What results would you like? Things like that. Just so we can get[00:16:47] dane: [00:16:47] well, how do you feel about only targeting people who feel they have global missions, whether they're looking forward or they found it.[00:16:54] Diana: [00:16:54] Well, that's the thing is like, I don't think it necessarily needs to be just a global mission. It's like people who have a mission in general, you know, ideally we want to encourage people to have a global mission, but I don't know if everyone necessarily would resonate on that level.[00:17:09] dane: [00:17:09] It depends on who do you want to work with.[00:17:11] Diana: [00:17:11] Yeah. I mean that is a hard question cause I also. I think that one of the things we've been talking about is helping people who don't even know they have a global mission yet.[00:17:21] dane: [00:17:21] Okay. That's clear. So you just throw out global, you know, we help people find and create their mission around people who are fanatic about personal development.[00:17:31] Diana: [00:17:31] I'm not[00:17:31] dane: [00:17:31] sure. Instead of global mission.[00:17:34] Diana: [00:17:34] It grew up with people who are personal development fanatics finding and creating their missions together. Yeah. I like that.[00:17:45] He just got fixed yesterday and I had my hot on it class for this, so he's just like, mom, pay attention to me. I'm like, dude. You know how this come,[00:17:56] dane: [00:17:56] what result does your dog want right now?[00:17:58] Diana: [00:17:58] He wants attention [00:18:00] and he wants to go to the park and he definitely wants this cone off of his head.[00:18:04] dane: [00:18:04] Can you feel how bad he wants the attention.[00:18:07] Diana: [00:18:07] Yeah, totally sweet guy.[00:18:10] dane: [00:18:10] Right? So can you tune that same energy to feeling how bad someone might want this result, what that result might be that might have a similar burn?[00:18:20] Diana: [00:18:20] It's people looking for something more to life. That's really big. Like people who have been searching for. Something more. I mean, we had people tell us that all weekend.[00:18:31] They're like, I've been looking for this. I've been trying to find this community. I've been trying to make these connections. I'm so glad you're doing this.[00:18:39] dane: [00:18:39] Something more. What does more mean?[00:18:41] Diana: [00:18:41] It means beyond where we're at now.[00:18:44] dane: [00:18:44] So are you looking for something beyond where you're at right now? Otherwise, if you say you're looking for something more, we've already heard that from landmark.[00:18:51] We've already heard that from so many people that. You might get away with it and you can easily find out by spending if you want our bucks on a Facebook ad. But you know, in terms of finding your clear customer and clear brand, we're close. And in terms of working with your team, if you make searching for your customer iterative instead of like definitive, then like that can be the discovery.[00:19:12] You know, the most dangerous word in business, and you have any ideas what that might be.[00:19:16] Diana: [00:19:16] Now[00:19:17] dane: [00:19:17] guessing,[00:19:21] guessing the customer. So, you know, interestingly thing like, you know, like we did this thing with, when I was doing music, when I was running ads anyway, you know, still expressing music or whatever. But when we were running ads, we ran a specific sort of advertising funnel. And we were able to identify that my cost to acquire a fan, a music fan was cheapest with Joshua rated listeners.[00:19:45] It was most expensive with ed Sheeran. Ah,[00:19:49] Diana: [00:19:49] wow.[00:19:50] dane: [00:19:50] Which is interesting cause I've had more people say, I sound like ed Sheeran than Joshua Raiden. Yeah. But you know as so big and global, and probably everybody's targeting it.[00:19:59] Diana: [00:19:59] Right.[00:20:00] [00:20:00] dane: [00:20:00] But my cost to acquire a fan was like. 75% cheaper. Wow. So I invested my resources in acquiring those fans.[00:20:10] Diana: [00:20:10] Yeah, sounds smart.[00:20:11] dane: [00:20:11] But we had like 10 or 15 art and Jack Johnson, ed Sheeran, Joshua Raiden, and I do actually, I deeply resonate with Joshua Raven's music.[00:20:20] Diana: [00:20:20] Right? But it's like, how would you have even known if you hadn't done that really valuable research to find out that those are the people who are most likely to.[00:20:30] dane: [00:20:30] Well for the cheapest cause I could get an insurance fan for a dollar 50 I could get a Joshua raving fan for 40 cents. Wow. So if you make searching for your customer iterative, then like you're like, Oh, this is why picking the customer so hard. Cause you know Dane hasn't told me this yet because you haven't learned this.[00:20:50] Like it's just that, I don't know why people say pick your target market, but I've never heard anybody say iterate your way to your target market. And that's really why. One of the many reasons why I think business can be so easy and fun is so the businesses that I've started where I am like, let's see what happens versus the businesses I start where I try and say what I want to happen.[00:21:11] The businesses that I start where I'm like, let's do this and see what happens. Work really, really well. The businesses that I try to like declare what they do. Who am I to say that? Because the Cardinal rule of successful entrepreneurship is that we don't get to decide what works.[00:21:27] Diana: [00:21:27] Yeah.[00:21:28] dane: [00:21:28] So with that, then we're like, okay, since we don't get to decide what works, we're not going to try to say what works.[00:21:32] We're going to find out. So now when you go to your team and you put together a system and be like, okay guys, we're going to put together five different retreat concepts as a promotion piece on Facebook, and we're going to target 12 different customer avatars, and we're going to create 10 different marketing messages.[00:21:49] We're going to spend $300 on each. So that'd be $3,600 if we did 12 and we're going to see what our most profitable demographic, profitable message [00:22:00] is to build our retreats with. Now you're a business.[00:22:03] Diana: [00:22:03] I mean, and that's really the goal, right? Is to create something that is super, super powerful.[00:22:10] dane: [00:22:10] You get to iterate your way there.[00:22:11] Yeah. And so then where's the risk in business? I'm so happy you're talking to me now as you're starting this, it's going to make a big difference.[00:22:19] Diana: [00:22:19] Yeah, it really is. I mean, that's gonna like set some groundwork for clarity for sure.[00:22:24] dane: [00:22:24] So tell me the three key spines of a business,[00:22:27] Diana: [00:22:27] clear customer, clear results and clear mechanism.[00:22:30] dane: [00:22:30] Hmm. You might want to throw ordinary language,[00:22:36] Diana: [00:22:36] right?[00:22:37] dane: [00:22:37] This is a struggle. Okay. Let me pull up something. I'll show you, for example, how I evolved. Okay. So this is a part of the podcast. So in terms of starting the podcast, I'm crazy excited about it. I'm super passionate. Everybody should listen. It's the greatest thing ever. You know all this crap. All right, so here's what I wrote for Roy.[00:22:52] One of my drafts, this podcast is for starting entrepreneurs, folks trying to create financial freedom while juggling families, marriages, kids, careers and bills. I bring guests on who are starting from scratch, and I showed them how to start making lots of money as new entrepreneurs. You can listen to the conversations and hear what I tell them.[00:23:09] We have 15 millionaire students and counting who followed the same lessons. Success is a pattern, and you'll get to see those patterns through each episode.[00:23:18] Diana: [00:23:18] It's[00:23:19] dane: [00:23:19] powerful. And you know, I like it. And as I was reading it, I was like, it's too many words. Cause I'm like, you know what, if an experienced entrepreneur listens to this and they got back to the basics, they can make lots of money by hearing this stuff.[00:23:32] Cause not many entrepreneurs are aligned on clear customer, clear result, clear mechanism when, when they are Holy crap. Right? So it's not just for starting entrepreneurs. And then, you know, it's not just for people juggling families, marriage, careers and bills. Cause you're not a starting entrepreneur.[00:23:45] You've had your own business for awhile. So I'm like really searching for this and I'm struggling to articulate. So here's what I ended up coming to. It's like two lines. Watch me mentor people and tell them how to make lots of money without [00:24:00] compromising who they are. Wow. We have over 15 million students in counting.[00:24:04] Wow. That's all it is now.[00:24:06] Diana: [00:24:06] Yeah. That's titrated down and precise yet broad. You know,[00:24:11] dane: [00:24:11] it took some work,[00:24:12] Diana: [00:24:12] I bet, because you had some really great verbiage in that first one, but yeah. How do you titrate down that message and make it[00:24:20] dane: [00:24:20] clear an ordinary. Yeah. Hey, lots of money without compromising who you are.[00:24:26] Cause you know, I had watched me mentor people and tell them how to make lots of money. I was like, that's awesome. I'd love it. I was like, wait, there's going to be some jaded people that don't really, I got to capture the folks that feel like they have to sell their soul to be successful. Yeah. So let me capture those.[00:24:40] Okay. Without compromising who they are and without compromising who they are. That's my most favorite part, cause it was the hardest thing to have to still down to like five words.[00:24:47] Diana: [00:24:47] Yeah. I really liked that because that applies to everyone and people feel like, Oh yeah, I can get this type of mentorship and still be me.[00:24:58] You know, like I've paid for business coaches that I've been into their boxes.[00:25:05] dane: [00:25:05] If you'd like to learn how to make money and you need a path to do it, visit start from zero.com and you'll see a whole context of how you can actually get started. There's a three phase process that you can go through. If you're a beginner, intermediate, or advanced, go there. It'll tell you exactly what to do, where to go, and how to get started, and you don't need money for some of the options.[00:25:27] And if you do have money, you can buy some of the other options. It's all laid out for you with crystal. Clear clarity@startfromzero.com where do you go and what do you do? You'll find out there,[00:25:42] Diana: [00:25:42] you know, and follow their ideals and like fit into who they are as opposed to it being who I am. Wow. That's[00:25:49] dane: [00:25:49] great. Well, yeah, it's a pleasure to serve you. It's a pleasure to feel listened to and heard and to feel like things are landing. So where are you at right now? What are you thinking about? What are your next steps?[00:26:00] [00:26:00] Diana: [00:26:00] Yeah, I mean, it's like, so how do I really like, now that I've got these concepts about, you know, a group of people who are personal development fanatics, finding, creating their missions together. Yeah. We're throwing around this idea of using true you. Cause that was our event was, you know, I'm like, I do not subscribe to the new year new you bullshit.[00:26:20] Like it's a new year. I am still me. Like, you know, I'm not compromising who I am just because it's a new year. And so we called it new year. True you. And true you has really stuck. So it's like, you know, you are the truth. You've been seeking and like I want to start figuring out ways to implement that into this kind of.[00:26:39] Simple, clear,[00:26:42] dane: [00:26:42] true. You could work for like a conference name is powerful, but that's like the mechanism name. Got it. Cause the result they want that people don't say, I want to be a true you. Right. They say[00:26:54] Diana: [00:26:54] a person development, they want the community, they want the[00:26:57] dane: [00:26:57] mission. I don't even know if people want personal development.[00:27:00] They might just want to feel better looking for the next person on development. Hi.[00:27:03] Diana: [00:27:03] Yeah. There is a lot of that. A lot of shelf help out there.[00:27:06] dane: [00:27:06] So like. I think what they would like is to be, you have to find out less lonely and around people that have the same language, they use[00:27:16] Diana: [00:27:16] people that get up.[00:27:16] dane: [00:27:16] So you have the people who are personal development fanatics working on their mission around each other.[00:27:21] And you might have that too. People who are personal development fanatics that feel like the odd ball out wherever they go. A place for us to get together and hang out. And you might actually find out that the thing they just want is connection.[00:27:35] Diana: [00:27:35] That's true. I mean, that I think is so far in all the events I've hosted what most people are really craving.[00:27:40] dane: [00:27:40] Yeah. So I think your next steps are probably realistically like, do you have to go fast with this or can you let it grow like a flower?[00:27:48] Diana: [00:27:48] Well, it's definitely going to be a blossoming experience, so we've created a goal on how to kind of move forward from here. We're going to start hosting a monthly meetups, [00:28:00] do another day long event in the spring.[00:28:04] And then likely we're going to call it like a little staycation or something like that because I just don't really lean into the retreat. It's like we're not retreating from anything. We're actually immersing ourselves and going inward. So our goal is to do one of those in the early summer.[00:28:16] dane: [00:28:16] How many people?[00:28:17] Diana: [00:28:17] We haven't made it that far yet. I would imagine our goal would probably be 50 people. Maybe last, maybe like 40 depending on how big of a center or a house we can find.[00:28:27] dane: [00:28:27] So yeah, if you start leasing like one ad every week or every two or three days and it's got a different demographic or has the same demographic, but it's a little bit of a different message.[00:28:36] But the funnel is essentially personal development, phonetics, working on their mission and or just coming together to just be in connection. And not everyone's invited cause there's no vampires kind of thing. And if you'd like to see if you're a good fit, not everybody is. We can schedule a call and chat.[00:28:53] And then you just talk to each person. Do you have a price for the event?[00:28:57] Diana: [00:28:57] Like I said, I mean, we literally just had our first event this last weekend, and so we did our de frag from that, and we have some planning meetings for the next week set up. Then we're kind of developing from there. Oh yeah. So we're, I mean, like I said, it's partnerships.[00:29:14] I really, we haven't even started any dev on that, on what it would be. I'd imagine our high would probably be in the five to 600 range. We might have some mid range tickets around, like, you know, three to four. And I don't know if we would go much different than that besides like having a couple of scholarship options and those would be scholarship or support.[00:29:33] So they would come in and they would support staff us and in that they would get the scholarship to be able to attend.[00:29:39] dane: [00:29:39] How would you feel the most recent event.[00:29:41] Diana: [00:29:41] Facebook and like networking, talking to people.[00:29:45] dane: [00:29:45] What do you mean by Facebook? What'd you do on[00:29:46] Diana: [00:29:46] Facebook? Like invited people on Facebook and then wrote to them and text message.[00:29:51] We didn't do any paid ads. We've put no money into marketing[00:29:54] dane: [00:29:54] and how many showed up?[00:29:55] Diana: [00:29:55] We had 30 people show up for the [00:30:00] mastermind and then we had another 50 people show up for the party. So we have party only option as well, which worked out really well.[00:30:07] dane: [00:30:07] How did you sell it? What result did you tell them to get?[00:30:10] Or how'd you talk about it that had them interested?[00:30:12] Diana: [00:30:12] Yeah, so besides, one thing we learned for sure was having like a schedule out way in advance. It was, you know, kind of what we're talking about now. Like, you know, it's the new year and what is your true, you could come out, we're not trying to change.[00:30:26] We're working on refining. I could look at our copy. It's like, imagine kicking off the new year with a group of 40 specially curated conscious leaders, visionaries and creators. At a beautiful mansion overlooking downtown Austin, connecting deeply with your future self, optimizing times past and aligned with what you're calling in as we embark on the first year of a new decade.[00:30:46] dane: [00:30:46] Connection with correctable and clarity and vision.[00:30:48] Diana: [00:30:48] Yep. You have a big vision for 2020 and none of us can do it alone.[00:30:53] dane: [00:30:53] So it's simple connection with people and clarity of vision. And that said really well. You know, the most famous Roman emperors are the ones that gave people food and fun.[00:31:03] Diana: [00:31:03] Yeah. Food and fun.[00:31:05] That's definitely what we did. Food fun.[00:31:08] dane: [00:31:08] And you know, that might be enough as well. Food and fun with personal development fanatics. No, I personally go to that. A low commitment night. So you could do food and fun with personal development fanatics. That's it. That's all you say. I'm like, I'm interested. I'm all drive.[00:31:22] I'll come as a free evening for a dinner. Or you just come to a dinner and then at the end of the dinner you say, Hey, if you guys like this, we're going to do this for three or four days in event this summer. And sometimes it takes while for the clarity of this stuff to emerge. But now if you were to run some pretty cool ads around the area.[00:31:39] And it was food and fun with personal development fanatics and you were to hold a free monthly dinner that people could come to. And at the middle of that dinner, you invite people either to some sort of monthly thing, weekly thing, live event. That's probably how I would run it. And then you don't even have to have people apply phone[00:31:57] Diana: [00:31:57] calls.[00:31:59] Yeah, I mean that's [00:32:00] definitely the own cause thing. That's like that extra followup was for sure one of our sticking points that was like, okay, this is a little bit of a challenge. She, you know, like following up with people and you know, like this bandwidth wise, that takes a lot. I mean, it still happened pretty authentically.[00:32:16] We had five more spots for our mastermind lasted, so that would have been nice to have those fall.[00:32:21] dane: [00:32:21] Good questions. Do you have,[00:32:22] Diana: [00:32:22] do you think that model seems pretty viable, like having three times a year, day long, one time of year, three day, and then three monthly meetups in between?[00:32:33] dane: [00:32:33] I hesitate to offer an opinion.[00:32:34] It doesn't seem like, no. I usually like to get my answers from the horses mouth. Like you don't want to ask your team that you don't want to ask your friends that the only person you want to ask that is the person that's attending your event.[00:32:48] Diana: [00:32:48] Yeah, I definitely feel like I need to do more market research[00:32:51] dane: [00:32:51] because otherwise you've got a bunch of people in a room guessing.[00:32:54] Yeah. Okay, so here's what happened with the call first. You mentioned the goal to get clarity. Then we set the context for if you couldn't fail, what would you do? You answered instantaneously, I want to do events. Then you started talking about the events. You were like, we'll do this events and these events and this, and it's very easy and fun and excited to get into the details of the event.[00:33:14] But what happened was you were in the world of mechanism, which doesn't move a business forward. It just helps you paint the room a little bit better. So we gave you context for the spine of a very successful business, which is a clear customer. A clear result and a clear mechanism. Then we spent most of the rest of time on this call on who your customer might be and the result they're looking for, and then of course, we would try those out to make sure that's all accurate.[00:33:42] We talked about iterating the Facebook ads to find the most profitable music fan or in this case person for you. Then. I was realizing that I was giving you a bunch of theories to try and so I asked you about the reality of what worked. How did you [00:34:00] get people 30 you just invited them by hand. Well, if you had 30 by hand, you'll probably be able to get 50 easy without having to do any paid ads.[00:34:07] If you only want 50. So we did is we actually went and looked at what worked. When we looked at what worked, we started figuring out and talking about more about the results of what people want. As we got more and more clear on the results were like, you know, food and fun is a big thing. We don't want to underestimate that that's ordinary.[00:34:23] It's like, Hey, come have food and fun, but at the same time, very compelling. We also got clear on the personal development fanatic language. That's a very, very nice differentiator that I think you'll have using that language. Then we looked at the kind of funnel that could fill this, and we are looking at a Facebook funnel, ideally with a video that tells people if they're personal development fanatics to come to the monthly thing, food and fun.[00:34:50] It's invite only request an invite, and then at those dinners you just sell people into the. Event, and if you did that well and went all in and promoted the dinners effectively and then have the upsell during like the middle of the dinner, you could potentially have like a 50 to 150 person event, but that's kind of the arc of the show.[00:35:10] Did I miss anything or anything you want to share to that?[00:35:13] Diana: [00:35:13] That sounds about right. Yeah, that was a really good recap.[00:35:16] dane: [00:35:16] Nice. I like how this has evolved. Yeah. I'm very excited and I definitely want to come to a food and fun personal development fanatic dinner.[00:35:25] Diana: [00:35:25] Yes, please. That would be awesome.[00:35:27] dane: [00:35:27] The retreats are a little bit too much of a commitment for me.[00:35:29] Being in the mastermind would be much, but like I would always be a contributor to the food and fun dinner evenings for sure.[00:35:35] Diana: [00:35:35] I love it. Yeah. Maybe you could come and do some music. Those are always some of my favorite experiences with you. For sure.[00:35:41] dane: [00:35:41] Thank you. Yeah, it can be pretty rad. Is there anything else.[00:35:44] Diana: [00:35:44] Yeah, I mean, that feels pretty in alignment. You know, it's just about really working on the backend and dev and not guessing. You know, getting to a point where we have clarity on what our target demo wants and you know who they are and where they're [00:36:00] at, and how we connect them and what we're offering them.[00:36:03] In the form of their results as opposed to that mechanism.[00:36:07] dane: [00:36:07] Whoa. Yes. You'll go up to legendary status. Like if you look at some super big businesses, they're generally really good about just being super clear on results. Yeah. They'll have like a picture of someone that's like lost a hundred pounds,[00:36:21] Diana: [00:36:21] right?[00:36:22] It's like nobody cares that you're eating a diet and you're doing this. They just care the a hundred pounds. Yeah. So true. Awesome. Yeah, this is a great session. Thank you for your guidance and your wisdom and insights. Really nice to just chat with you and reconnect again after all this[00:36:40] dane: [00:36:40] time. So for years, people have been asking me, what's the big secret?[00:36:44] How do I do this? And the answer is simple. My life took off when I had mentors. Too many people try to do this stuff alone and get stuck and give up. Listen, if you haven't succeeded in business or entrepreneurship yet, it's simple. You haven't failed enough yet. You haven't been around enough mentors yet.[00:37:01] If you combine failure with mentorship, you will fly. I had someone say, why are so many people so more successful than me? How come I can't get this right? And they said, well, how many times you failed? He's like, well, a lot of times I'm like, have you failed more than 10 times? He said, no. I was like, you haven't failed enough yet.[00:37:16] You haven't been around mentors enough. Yes, failure is how you learn. Michael Jordan has missed so many game winning shots. You've got to get out there and fail and how are you going to do that if you're all by yourself all alone? Beating yourself up in your own thoughts. Listen, I'm going to give you access to my board of advisors, my board of advisors that I talk to sometimes every day.[00:37:36] I'm going to give you access to them every month, live for you to ask questions and get your mindset on straight. They're going to ask you questions that are hard for you to answer. Those are the kinds of people you want in your life. You're also going to get access to not only the board of advisors, but my entire community, the start from zero community, all the entrepreneurs that are practicing these things, building these businesses.[00:37:57] You'll get access to this community and this board of [00:38:00] advisors and much more with the new program we've launched called start from zero.com for slash starters and you can see how you can get access to my board of advisors and ask them anything you want. Monthly, you'll get automated accountability to stay focused.[00:38:14] You get a community of other people all building businesses with a start from zero methodology. And guess what? You get kicked out of this community if you do not take action. So it is serious people. So if you'd like. Access to that information about that. Go to start from zero.com forward slash starters and it's about time that we get together and strengthen each other and fail together and pick each other back up together and show each other each other's blind spots and ask the hard questions and drive each other to that golden finish line of a business that you don't have to work in a business that provides freedom.[00:38:49] So you can sit around on a Tuesday and watch HBO if you want. All right, start from zero.com forward slash starter.

[00:01:12] So today I'm talking to Annie. Annie, where in the world are you.[00:01:16] annie: [00:01:16] I am in[00:01:17] dane: [00:01:17] Fort worth, Texas. And what's your big goal for this call[00:01:20] annie: [00:01:20] to get some actionable steps to help me get out of my current working situation.[00:01:27] dane: [00:01:27] How do you feel about your job?[00:01:28] annie: [00:01:28] I feel really apathetic. Like every day I'm like super anxious on my way in.[00:01:32] And then while I'm there, I'm feeling apathetic and neither of those are characteristics I've ever really had and it's really kind of bringing me down. So I'm ready to. Make some big changes.[00:01:42] dane: [00:01:42] You are feeling apathetic. That's an interesting word. I don't hear that often. What does that feel like for you?[00:01:49] annie: [00:01:49] Oh soul sucking cause I want to do well and it'd be helpful and be part of a team or whatever it is, but I don't feel like I'm valued and [00:02:00] so I kind of lose my drive to have my normal approach, I guess.[00:02:06] dane: [00:02:06] How's that for you to share?[00:02:09] annie: [00:02:09] It's fine. That's my reality at the moment.[00:02:12] dane: [00:02:12] You don't feel valued at your work?[00:02:14] What sort of situations create that feeling?[00:02:17] annie: [00:02:17] There's a new dynamic at work. There's a new chef.[00:02:20] dane: [00:02:20] It's a catering business. Okay.[00:02:23] annie: [00:02:23] And he and I have, I don't know, pretty different approaches when it comes to food. And I don't know. I have a master's degree in it. Not making food, but food studies, I'm feeling like they don't take any of my knowledge into consideration, and so I just want to remove myself from that place.[00:02:38] dane: [00:02:38] Thank you for sharing this, I think is important to be seen. How would it feel just for you to have a clear articulation around it? I do not feel respected for my competence or listened to for my knowledge at work. I see that impact on you pretty heavy. It might be really healing to say and get real clear, so it's.[00:02:58] A very clear dynamic. Do you want to try and put words to it? That land?[00:03:03] annie: [00:03:03] Yeah. Um, those that you just used pretty accurate.[00:03:06] dane: [00:03:06] Just for your own catharsis. Why don't you try and say it out loud so your own ears hear it so you can finally put words to what's been going on with clear language.[00:03:16] annie: [00:03:16] So I don't feel heard or respected at work and it makes me want to hide[00:03:21] dane: [00:03:21] how you're feeling safe, wise, sharing all this right now.[00:03:24] annie: [00:03:24] Yeah. I've done safe[00:03:25] dane: [00:03:25] try. I don't feel respected at work.[00:03:28] annie: [00:03:28] I don't feel respected at work.[00:03:30] dane: [00:03:30] Just let that land. Try and say it again. I don't feel respected at work.[00:03:35] annie: [00:03:35] I don't feel respected for work.[00:03:37] dane: [00:03:37] Your job, you stay with us, the tears will come, the tears will pass and then it'll just be like, yeah, I don't feel respected at work and you'll just be neutral.[00:03:43] You're like, but right now the emotions there and so we want to honor that. Let it be felt full. Let the trauma of not feeling respected at work. Yeah. I'm so sorry. Any,[00:03:53] annie: [00:03:53] it's so real. Cause they just came from there.[00:03:56] dane: [00:03:56] Good. I just came from work and I don't feel respected [00:04:00] there.[00:04:00] annie: [00:04:00] I don't feel respected. I don't feel like sharing or helping, and that's where the apathy comes in.[00:04:06] dane: [00:04:06] These feelings. I see them as a gift. The feelings you're feeling, they're very temporary, but they are very real right now. And if they feel permanent, then they feel permanent. But that's just right now. And I want you to just to let yourself just dive in, give yourself the experience. I mean, how long have you been working there?[00:04:24] annie: [00:04:24] About a year and a half.[00:04:25] dane: [00:04:25] Okay. So have you been allowing yourself to go into a place of work where you don't feel respected for a year and a half?[00:04:33] annie: [00:04:33] Definitely six months,[00:04:35] dane: [00:04:35] definitely six months, and just to let yourself connect with that. Yeah. Good. Many people go into places of work where they don't feel respect to Danny.[00:04:42] You're not alone. Many people do not feel respected at work. You're crying for you, you're crying for me. You're crying for many people right now, but the tears come. Let them see the light of day. There was a gentlemen on one of these calls. He wanted to be an entrepreneur because. He watched his parents get attacked and demeaned in the middle of the streets in Africa by their employers.[00:05:03] Is there anything you want to share?[00:05:05] annie: [00:05:05] Just mean hearing that and thinking about my situation, it's like I want to be a boss. That does not treat people that way.[00:05:12] dane: [00:05:12] I want to be a boss that does not treat people that way,[00:05:15] annie: [00:05:15] and maybe boss is not even the right word. I just want to be a leader. I[00:05:19] dane: [00:05:19] want to be in a position of authority so I can use it for good.[00:05:24] That hits hard for me. Yeah. I hate what authority figures told me personally, so try that. I want to be in a place of authority to use it for good and also say, I want to make sure. Everyone feels respected.[00:05:37] annie: [00:05:37] I want to be in a place of authority where people are respected. And what was the other part you said?[00:05:44] Like distracted by it?[00:05:46] dane: [00:05:46] A new thought.[00:05:47] annie: [00:05:47] I think saying I want to be in a place of authority is kind of a new place. Even though I am a manager. It feels different.[00:05:54] dane: [00:05:54] I want to be in the highest place of authority so that I can ensure everyone is kind, [00:06:00] listened to and respected.[00:06:02] annie: [00:06:02] I feel like I want to help look after people in a role like that.[00:06:05] dane: [00:06:05] What has you want to look after people.[00:06:08] annie: [00:06:08] I was just not wanting anyone to feel like I[00:06:09] dane: [00:06:09] do. And how do you feel?[00:06:12] annie: [00:06:12] Pretty important.[00:06:14] dane: [00:06:14] Just let that wash over you. It's very simple, unimportant.[00:06:19] annie: [00:06:19] Know that I am important, but I feel unimportant in that workspace. I don't wish that on anyone.[00:06:25] dane: [00:06:25] So let yourself swim in it cause it's there until it's not.[00:06:30] I feel unimportant and I want you to picture that chef feel small. You feel, feel the desire to hide, as you said, picture him and those listening you probably got bosses you don't like, or if you had situations where don't, you can easily join us. But in your case handy, you just picture the person and say, I see a lot important here.[00:06:52] annie: [00:06:52] Yeah. I feel an important here. It's not just the chef. There's the general manager that I guess I feel like the two of them have kind of boxed me out since they hired him and I'm the one talking to all the clients trying to sell the food, and I feel. So uninclined to try to sell his food. It's like, sorry, you can't say hello to me when you walk in in the morning and I say hello to you then why should I try to sell your food?[00:07:15] Sorry, I just don't feel any respect and I feel like with the other. Manager, she's seeing it happen, but not doing anything about it. And you feel apathetic, like, okay, good luck. You can find someone to replace me[00:07:31] dane: [00:07:31] and we want to get you to a place of that where it's. Not necessarily with anger, but you leave with kindness.[00:07:39] So there's not any subtle bridges that are kind of left, like you want to leave every place better than you found it. So you leave with kindness for yourself. So that dis becomes, I've decided. And I've been thinking about this for six months, did this time for me to move on, and I'm [00:08:00] happy to help you find a replacement[00:08:01] annie: [00:08:01] and train them[00:08:02] dane: [00:08:02] and train them.[00:08:04] But I know my time here is complete. And then when they say, why or how do you know? What would you say?[00:08:11] annie: [00:08:11] They don't feel respected? And[00:08:13] dane: [00:08:13] what if they listened to that and started respecting you what you want to stay. Okay. Right. So it's not true. That's not why you're leaving.[00:08:21] annie: [00:08:21] Okay. Well, I can't see myself on my bosses position.[00:08:24] I can't see myself on the owner's position, so there's no growth for me right[00:08:28] dane: [00:08:28] now. Clear. Done. Okay. And when you know, you know, you give them any sort of string or reason. No, I[00:08:37] annie: [00:08:37] don't want to do that.[00:08:39] dane: [00:08:39] Yeah. So walk me through how you'd say that.[00:08:44] annie: [00:08:44] I would probably start out by thanking them being gracious for the job and the opportunity that I have had with them, but them my time is that because I would like to grow and hopefully in another industry, not from beverage and yeah, that I'm.[00:09:02] More than happy to help them up until March 1st I'm going to give him a date. Can't drag me along any further to find someone and train them so I can be on my way.[00:09:12] dane: [00:09:12] So now here's where we're going to get really honest. We want to look at and see if you can touch and feel the area where you don't respect yourself.[00:09:21] annie: [00:09:21] Oh yeah.[00:09:22] dane: [00:09:22] And this is why we can't be too angry at them cause they're mirrors. They're just showing you. You're doing very good. Just all we need to do is you just be friend. That feeling, you feel that, just let it be here. Something shift that quick, something shifted there.[00:09:39] annie: [00:09:39] I know that I. Put in more. Okay.[00:09:42] So in October, specifically, my boss told me she wanted to hit me multiple times because she was frustrated with me and I was just trying to get my job done and get out of the way so I could go on about my life. She told me this in my year review with my boss, [00:10:00] the owner, like she's my friend or she was my friend, and instead of telling me like, I was really frustrated with you last week.[00:10:07] She told me in front of the owner in my yearly review that she wanted to hit me. And I don't ever want to be in a place where people even feel comfortable using those words. Cause that's not any of my personality to even say hurtful things like that. Let alone week have any motivation behind it. I mean, I understand that I probably was not approachable that week.[00:10:28] I had a gig that meant I had band practice. I was selling my jewelry on the weekend, so I had personal life things happening and I still showed up more than my 40 hours a week to do my job. And I got frustrated with the chef because he would just leave whenever he wanted and then the rest of us would have to carry his weight.[00:10:47] And it just felt like an extra burden. So I know that I was not particularly pleasant to be around, but that's because I want to make sure I'm doing my job the best that I can. And I don't let my coworkers down, totally. My people down and I show up for my band. I show up for myself, so in my jewelry and I don't, she said she wanted to hit me.[00:11:07] And I've closed off since then.[00:11:09] dane: [00:11:09] Yeah, I'm really sorry to hear that. That's completely unacceptable, and I think I said something about you can't be too angry at them because they're reflecting to you, but when it gets to that level of, I'm sorry if, I[00:11:22] annie: [00:11:22] mean, I think you're right. I don't want to leave angry.[00:11:25] They have provided me a lot. Opportunity and growth, and I am grateful for them, but I mean, at that point it made me realize that I don't want to be there anymore.[00:11:35] dane: [00:11:35] Yeah. So here's what I want you to hear. She said she wanted to hit you immediately. What I want to say, and I don't know if this is the right thing to say, but I'm not perfect, right?[00:11:44] I'm just, this is what I want to say is you are not a victim. You are not, and you don't need to be, and you don't need to be scared that she said she wanted to hit you. Because if she comes at you and tries to hit you, you could stiff arm her nose [00:12:00] with your hand.[00:12:01] annie: [00:12:01] I'm also like eight inches taller than her, so I'm not afraid of her.[00:12:06] And she's, you know, the boss, I told him right after that, and he was like, he made us sit down and have a talk the next morning. And she was like, it was a metaphor. I didn't, you know, I don't actually mean to hurt you, but that's not a metaphor[00:12:17] dane: [00:12:17] for us. She was condescending. No wonder it was[00:12:20] annie: [00:12:20] like, Oh, she says that sort of thing about the chefs are like the old chefs all the time, so he didn't think anything of it.[00:12:25] dane: [00:12:25] So I want you to do so. I want you to go back to that scene and I want you to picture you have self-respect. Now I want you to picture yourself respect, and I want you to look at them and I want you to say. Thank you. I am done here.[00:12:43] annie: [00:12:43] I feel like that's about all I'm really wanting to give them.[00:12:45] dane: [00:12:45] So go to the scene where they're like, she does this and she does this.[00:12:48] And I was a metaphor. This is a metaphor that that is absolutely unacceptable to someone who completely respects themselves. Once they learn self-respect, they won't even try to buy into what they say. You won't even try to explain, you won't, but this is this, and this is this, and this is this. You'll see, you'll see that they are just not capable at that time and may never be capable of actually accommodating or listening.[00:13:12] They're not flexible, they're arrogant, they're shut off, they're insensitive. And it's not a place for a heart like here's to grow. And none of those things would be very useful to say to them. Can you feel some self respect for yourself in this moment?[00:13:27] annie: [00:13:27] Yeah, I do that. I even feel respect for sticking around through the holidays cause I'm the person that talked to all the clients.[00:13:34] Like I respect the relationship I have with the clients and with my[00:13:37] dane: [00:13:37] coworkers. Good. Good luck. What I want to focus on with you. Unless you really feel you need to share that.[00:13:43] annie: [00:13:43] I feel like that was self-respect by respecting others that weren't hurting me,[00:13:47] dane: [00:13:47] in my opinion. It's a muddy area. It's their business, it's their customers that you're kind of like maybe codependently bonding yourself to and taking responsibility for whatever is going on, but like we want to get you in the [00:14:00] realm of radical self-respect, like radical self responsibility.[00:14:04] Like, you're not a victim, you're not. And if someone tries to hurt you, you can either hurt them back. You could defend yourself however you respond, like you don't hurt them back on purpose. But if they come at you and you have to some kind of force, maybe you learn jujitsu so you know how to like take them out without hurting them.[00:14:19] Too bad. Yeah. Where do you feel self respect for yourself in your nervous system right now?[00:14:26] annie: [00:14:26] Yeah, it's in my chest,[00:14:27] dane: [00:14:27] Jeff. All right, so now I want you to feel that. Got it. And I want you to let that say, when they say, she says this all the time, and she says this all the time, and that vibration in your chest probably says, this place is not for me.[00:14:41] So look them both in the eye and say that out loud. This place is not for me.[00:14:47] annie: [00:14:47] Yeah. This place is not for me.[00:14:49] dane: [00:14:49] Thank you. And goodbye. Go ahead,[00:14:52] annie: [00:14:52] Tanya. This place is not for me. I'm grateful for my time here, but. And moving on.[00:14:58] dane: [00:14:58] If you say, I'm grateful for my time here, followed by a, but is there a more honest phrase you might want to say there?[00:15:04] Like, you don't have to be perfect. You can, like, what's the vibration here want to say on the chest?[00:15:09] annie: [00:15:09] I still get the feeling that I'm grateful, but I'm moving on.[00:15:12] dane: [00:15:12] Cool. Okay. So, well, we want to just look at then is where you weren't respecting yourself. And if we're honest about that and which we were. And you're able to feel that you weren't respecting yourself.[00:15:23] You'll see how you created and then stayed in the situation. It was created by you and you stayed. And this is the level of responsibility that could get you punched in the face depending on who you're talking to. And it's something to be pretty gentle about because as soon as you're like, Oh crap, I chose to stay.[00:15:42] I chose to work there. I did create this. I did choose to do jewelry and band and all this, and so my performance suffer, but I still showed up. And so I did create anger in someone. There's no way she should ever threaten physical abuse, but like you can actually see, Whoa.[00:16:02] [00:16:00] If you'd like to hang out with people reading the start from zero book, listening to the start from zero podcasts, listening to the book on tape and build businesses with them and do it with people together. Visit start from zero.com forward slash starters.[00:16:21] And then when you actually see that and connect with it like I think you are right now, it's very likely to never happen again. Or if as soon as it does, you're like, Oh, I remember this. Okay, so now that we're kind of get you energetically articulated and growing, how does your heart feel in this moment compared to when we started.[00:16:38] annie: [00:16:38] A little more confidence. Stronger.[00:16:41] dane: [00:16:41] Wow. That's nice. It's a little more confident. Stronger. It's only been 30 minutes. Yeah. Well we did. We, you know, we just honored feelings and we got clear on dynamics. We put words to the dynamics. I don't feel respected at work. I don't feel safe.[00:16:59] annie: [00:16:59] I stayed too long. That was my choice.[00:17:02] dane: [00:17:02] That's a very, very empowering thing to see. It would be good to channel that into entrepreneurship. So what are some of the easiest, fastest ways you can make money right away? You to jewelry. What else?[00:17:15] annie: [00:17:15] I have some people that are interested in Facebook ads.[00:17:19] dane: [00:17:19] I stoke to good business[00:17:21] annie: [00:17:21] and I feel really called to it.[00:17:22] dane: [00:17:22] I was going to say that before the call even started, I was like, yeah, you should probably do. Digital Facebook advertising. Yeah.[00:17:28] annie: [00:17:28] I feel really called to it.[00:17:30] dane: [00:17:30] What's that feel like? How do you feel called to it?[00:17:31] annie: [00:17:31] It feels like freedom in a way, like being able to work from a computer, from anywhere. It's something that I've always wanted and I can see that in it, and I also can see that I'm competent and creative and I can execute.[00:17:44] dane: [00:17:44] Yeah. That's amazing. So let's explore some niche markets for you to go on Facebook and let's just revisit. The fundamental like spine of a business to work from. So it's, you know, a customer uses a mechanism to get [00:18:00] a result, and you could also evolve it to say a customer wants a result. So we use a mechanism.[00:18:05] Yeah. So are there any particular customer markets you're drawn to?[00:18:09] annie: [00:18:09] Yeah, real estate. Wholesale, real estate, housing flipping situations. I have a few people in my network that are interested in doing it though I'm a little cautious because I wonder should I be approaching people that are already doing it versus people that are trying to enter the market?[00:18:28] Do you have an opinion on that?[00:18:30] dane: [00:18:30] You want to approach people that are already doing it versus newbies. Yeah. Yeah. So, okay. A very good prerequisite. I'm really excited to tell you this is, you want to work with people that would be successful without you. Yeah, that's it.[00:18:44] annie: [00:18:44] Okay, cool.[00:18:45] dane: [00:18:45] And within that, there's people that have things, the things that are working, and there's people that have things that don't.[00:18:50] Most people in the business space where they teach people business. Try to help people in the starting phase and then they end up burning out and then they start working with businesses that are making 10 grand a month or more. Because if you find a business that's making 10 grand a month or more, they're past that really messy phase.[00:19:08] Figuring out something that works as soon as something works. There are some people that I know that if they found a $10,000 business in 60 days, they could probably make it a hundred thousand a month, you know, because they add a backend, they expand the lead sources. They add multiple products, whatever they do.[00:19:25] So pretty standard system, most difficult things to figure out are first getting attention, but then also getting something working. Fortunately, I think I've been able to figure that phase out. So I do like helping do like working with people that are starting right. Check this out though. So I've got the book coming out right.[00:19:43] And so it's called start from zero. Build a lucrative business. And it's wonderful for folks like yourself that are like, I don't feel respected at my job and I want to quit. But on some level, your identity identified still with being an employee. So there's an identification switch to [00:20:00] entrepreneur that can take years, can take weeks, could take however long it takes.[00:20:04] So if I give that book to a complete beginner, I'd say if they're absolutely green and they've never done entrepreneurship before, I'd say in two years they'd have the structures. These are people that entrepreneurship is not working for that same book. Start from zero. I could give to a business owner that doesn't love their business anymore, and they can apply to start from zero thinking and framework and reboot their business and probably fall in love with it in about 30 days.[00:20:29] Because you know, they're already identified as an entrepreneur. They don't have to make an identity shift. They've already got a business with customers that they just don't like serving. So they apply start from zero thinking to their existing customers. They're already identified as an entrepreneur in 30 days.[00:20:41] They go really fast. That's because things are already working, sort of. That's, that's basically the example. So those are like two markets that I look at with the book, helping people make the shift from identity and learning. So when people are asking you. You say, you know, you only work with people who've done their first three wholesale deals.[00:20:59] Right. You know, like I have requirements to work with being able to work with three to four or five wholesale deals. And you even say the reason for that is because there's so much education required into getting a deal work, and I'm specialized in helping experienced wholesalers get more leads flow.[00:21:12] Yeah. Cool. Okay. What other niches are there do you thinking about[00:21:16] annie: [00:21:16] farm guy that wants help, but I'm not really sure how. Lucrative. That would be[00:21:21] dane: [00:21:21] only one way to find out. Yeah, you want to acquire, someone told me this today from a successful company, their motto in third general ethos is to acquire wisdom, and they acquire wisdom through rapid failure.[00:21:36] Very hard to gain wisdom without failure. You could, you could read a book and get away with it, but you know, you get a lot of wisdom like that job you had where you didn't have the self-respect, so you stayed. You thought you respected yourself, but you really didn't. You were staying, and then you got honest about it.[00:21:51] Like that's a pretty Epic quote unquote lesson.[00:21:56] annie: [00:21:56] Yeah.[00:21:57] dane: [00:21:57] Yeah. That you're like, [00:22:00] ain't gonna walk down that road again, but you failed for that wisdom.[00:22:03] annie: [00:22:03] Yes.[00:22:04] dane: [00:22:04] So you want to rapidly fail and the failures have to look that big. It's like you run an ad that doesn't work. You find out in 48 hours. This isn't like your identity fails and you go back to being an employee.[00:22:15] It's like you run 10 ads, nine don't work, but you figured that out in a week.[00:22:19] annie: [00:22:19] That's cool.[00:22:20] dane: [00:22:20] Yeah, you might want to write this down and really reflect on it, but it's, I only have one chance to be successful and you might find where that beliefs presenting itself. I've only one chance for this ad to be successful.[00:22:33] I have only one chance for this client to be successful. I only have one chance for my intimate relationship to be successful. No one else will love me, you know, I only have one chance to blank, blank, blank.[00:22:44] annie: [00:22:44] That's so interesting cause I don't really feel that way. I understand my body. I know that I can just keep[00:22:49] dane: [00:22:49] doing it.[00:22:50] Good. Okay. If you ever find yourself having to be right the first time, or if it doesn't work, it's just remember it just in case. Okay. So urban farmer, you'll try for, you're going to find wholesale[00:23:01] annie: [00:23:01] not making a ton of money right now.[00:23:03] dane: [00:23:03] So that's a good first client. Is it okay? Yeah. Because you don't have any experience.[00:23:07] What does he make as an urban farmer?[00:23:09] annie: [00:23:09] Okay, so he's kinda got a couple of things. He builds gardens in people's houses, but do you know what a CSA is.[00:23:15] dane: [00:23:15] I've heard of it.[00:23:15] annie: [00:23:15] Community supported agriculture, so it's like a farmer grows vegetables and then weekly people in the neighborhood or whatever can go pick up their basket of vegetables.[00:23:24] They pay to have these organically grown vegetables in season. You know, all kinds of reasons. So in the past he's realized that the CSS have brought him good money, but he is kind of let that fall off the wagon and he wants to get more people in the CSA. So that's what I'm imagining trying to help him with.[00:23:42] dane: [00:23:42] Yeah. You don't need to knock it out of the park right away. I think he's a good client to practice with. If you don't make any money for him or you experience. If you do it, you get results. That's true. To share and like I would just work for him with trade. Like you have them give you some food and you'll do his ads.[00:23:58] annie: [00:23:58] Yeah. Okay, cool.[00:24:00] [00:24:00] dane: [00:24:00] Yeah, you go, what else you got?[00:24:03] annie: [00:24:03] I have a lot of friends that make jewelry or make products and they sell it markets, but you know, jumping to that next level is a little intimidating. I have a friend that grows herbs and makes them into oils and tinctures that she puts on your skin and whatever.[00:24:17] She's ready to take it to the next level, but I'm honestly a little nervous that like if I got her a bunch of people coming her way, would she be able to keep up with it? And is that my concern or not? I mean, he's my friend, so I do care, but should I try to use her as a[00:24:30] dane: [00:24:30] guest? Say it's only one way to find out there too.[00:24:32] Yeah. You know, like you paused the ads. If she can't do it, it's like if she can't handle the orders, you click pause on the ads.[00:24:39] annie: [00:24:39] That's cool. Yeah. Think about it that way.[00:24:42] dane: [00:24:42] Yeah. Try and break her. Be like, so how many orders day can you handle? She's like, 15 like, okay, 16 orders per day. We're going to[00:24:49] annie: [00:24:49] figure it[00:24:50] dane: [00:24:50] out.[00:24:51] You're like, all right. You asked for it. You asked to be wealthy and successful as a business owner, so I actually, I guess you can see you really don't want to do you. You just want to make your products. You don't actually care about being big and successful, you might find it. We'll see.[00:25:06] If you'd like to learn how to make money and you need a path to do it, visit start from zero.com and you'll see a whole context of how you can actually get started. There's a three phase process that you can go through. If you're a beginner, intermediate, or advanced, go there. It'll tell you exactly what to do, where to go, and how to get started, and you don't need money for some of the options.[00:25:28] And if you do have money. Combined some of the other options. It's all laid out for you with crystal clear clarity@startfromzero.com where do you go and what do you do? You'll find out there,[00:25:43] you know, a lot of technicians that are gifted at a craft think they want to be more successful than they end up making a hundred bottles a day or something, and then you're like, well, you outsourced the bottles. They're like, but that's really what I want to do. I want to make the thing, and then you're like, well, then keep going to your craft shows.[00:25:57] Or figure out if there's other ways to go. [00:26:00] So the thing with selling jewelry or oils is that it makes me nervous.[00:26:07] annie: [00:26:07] I know. It kinda makes me nervous too. I mean, the wholesale stuff, like I'm aware that those guys can make $20,000 on one deal. So that would be really easy to ask for money for my time. Right.[00:26:18] Whereas my friends that are selling smaller things,[00:26:21] dane: [00:26:21] honestly, we would stay away from him and you could find out through firsthand experience if you should or not, the guy. So what we'll do is we're going to try and run ads. I'm, we're gonna spend a hundred dollars on ads and we're going to see if we can sell any of your product.[00:26:33] If we can, we'll continue. If we can't, we'll, we won't. And then be good experience, right? Then you can say what, so ask them what their most popular and profitable product is and then just try to sell that. Don't try to sell anything else. There was one woman, she had a whole clothing line. All this fancy clothes that women could wear in her biggest, most profitable seller was leggings,[00:26:55] annie: [00:26:55] I believe,[00:26:56] dane: [00:26:56] black leggings, and she said she makes the most on them and sells the most.[00:27:00] She loves to make her fancy clothes. It's like, well, you could just sell leggings and make a lot more money and work a lot less.[00:27:10] annie: [00:27:10] Nope.[00:27:11] dane: [00:27:11] Okay. That's funny. I'm oversimplifying the dynamics. That may be a lot more things going on in that business. It's a good example of like, you work real hard on things and don't make a lot of money and you can work real little and make a lot.[00:27:24] Because you don't get to decide what works, you know? And that's a big lesson in my book that comes out soon as that we don't get to decide what works, Annie. So that's why we say there's only one way to find out. There was a guy that did a bunch of data and you found that takes 250 attempts to find a billion dollar unicorn[00:27:41] annie: [00:27:41] businesses or[00:27:43] dane: [00:27:43] products.[00:27:43] That's if you know what you're doing, like you have teams and you're successfully launching, you'll launch 250 to find your billion dollar unicorn. And he's like, and you can't guess, you really can't, and you try to, you'll probably be wrong. You just don't know. One and 250 so what does that mean? Rapidly fail and a hundred of those [00:28:00] 250 will succeed.[00:28:01] Like four out of 10 succeed. One out of 250 or a billion dollar unicorn, four out of 10 succeed. Four to 10 like you're making millions, like you're making a two to five X return at four to 10 but one and 250 make a 50 X return. Right? You don't know. So how would you ever figure that out?[00:28:19] annie: [00:28:19] You just keep trying.[00:28:20] Yes.[00:28:22] dane: [00:28:22] So customer wants results, you use mechanism. So what results do wholesalers want?[00:28:27] annie: [00:28:27] They want leads to people who want to get out of the house that they[00:28:29] dane: [00:28:29] own, but what would getting leads to a house that they want to own? Give them. They want more than leads. What's the real result they want? It's like a professional athlete.[00:28:39] What result does he want more than anything else? He wants flexibility, strength, speed. But those are all like Leeds. What does a professional athlete really, really want?[00:28:48] annie: [00:28:48] I have no[00:28:49] dane: [00:28:49] idea. I'll come on and think about it. You're a professional athlete[00:28:53] annie: [00:28:53] to win,[00:28:56] dane: [00:28:56] to win, done professional athlete. What do you want more than anything to compete and win?[00:29:02] You could ask them. They might have something different, but it's a safe assumption. Yeah. Okay. Very simple. Right? So the toasters don't really want leads, like you could actually innovate if you get this. What result is a wholesaler want?[00:29:15] annie: [00:29:15] Well, it seems like just well, money. I don't know.[00:29:18] dane: [00:29:18] Hey, yeah,[00:29:21] annie: [00:29:21] he's the money, which would be what they really want it for.[00:29:24] dane: [00:29:24] Yes. Oh my gosh. Now you're leaning into really innovative territory and you'll be one of the only marketers, believe it or not, other marketers don't know this. You'll be like, one of the only marketers that knows this is about their child's college tuition. You can charge more money when you get connected to deeper purposes like that and they want to pay it.[00:29:43] They're like, yeah, and then when they do pay it, they're more serious. You know? We found if we get our price up to $3,000 minimum, people do what we tell them to do. If we're under 3000 maybe, maybe they don't log in, maybe will, as soon as they get to 3000 [00:30:00] they're like. I had somebody look at one of our courses and they're were like, sorry, it's too much money for me, and I was like, okay, good.[00:30:05] Because I don't think he would have probably done it if the price set it up, you know, like the price is a very significant thing, like it does something. My buddy, I paid a thousand dollars to buy his course. He's a friend of mine, but I gave him a grant. I wanted to buy his course, support him, and I get a 10 minute call with him as part of the thousand dollars.[00:30:23] I milked that 10 minute call every second I could. At the end I said, I want to buy another call. How do I get one? He's like, I'll give you one for free. I missed it. I was late. He gave me another one. I was still late, but I came. And the best intentions, like, do give me your PayPal, I need to pay you. He's like, no.[00:30:37] It's like,[00:30:37] annie: [00:30:37] okay,[00:30:39] dane: [00:30:39] I missed it. If you paid a thousand dollars for a 10 minute phone call, would you make it? Yeah. Okay. So the wholesalers, what results do they want? Let's step it through and they get leads to do what? With?[00:30:50] annie: [00:30:50] To turn around and sell it to make more money.[00:30:53] dane: [00:30:53] So how's the process work? Wholesaling.[00:30:54] They buy a home that's almost foreclose and flip it.[00:30:57] annie: [00:30:57] Yeah. And they sell it to a wholesale or it's buying houses. So they're kind of like a middleman. At least the ones, the guys I know. And then they're selling it to a company that's actually going to go in and fix it up.[00:31:08] dane: [00:31:08] I can see why this would attract a lot of newbies.[00:31:10] The promise of easy money, all you gotta do is find it. Oh, well, that's actually the most difficult part. So finding the deal, that's actually where most of the money's probably at is like the person that has the biggest deal flow. Right. You know, so I mean, that's a group on was they were a billion dollar company for a while because they controlled the deal flow.[00:31:31] They didn't control fulfillment and they screwed their companies over. They charge exorbitant prices and they're no longer around because they were stupid. Well, they're not long run in the same capacity. What they tell you to do, 50% off, and then they take 50% of that. So you make 25% of what you usually make and then they pay wait like 30 60 days to pay you.[00:31:46] And I was like, and you're doing this, why as a business owner and you won't give me $300 to get you your own customers. All right. You're insane. I'm not going to work with you. Goodbye. People like wonders, like why is it so like there's [00:32:00] all businesses risky? It's really hard though. It's not. You do the basics, right?[00:32:04] You'll be successful. You do the basics right. You'll be head and shoulders above the irrational idiots that put a business on group on take 25% delay 30 or 60 days, and they won't use that same money to try and get their own customers. There's a guy down the street as a restaurant, he's always empty. I said, Hey, would you like some help?[00:32:20] A friend of mine does Facebook ads is like, no, no, thank you. I'm deeply saddened by this. So let's do real simple. So you want to figure out the results they want leads of homeowners that are going in foreclosure, and then they're going to get that signed to a deal and then turn around and flip it to somebody else who then rehabs it and sells it.[00:32:40] Yeah. So they want qualified leads to make money with, to live a life of freedom. Relaxation.[00:32:49] annie: [00:32:49] Yeah. There's one guy I'm talking to that wants to end up. Taking his business model and franchising it. So like he's got a bigger goal. But I think ultimately it's probably because of his family and his kids.[00:33:02] dane: [00:33:02] So good.[00:33:02] So this is how you do your advertising. Customer wants a result. So you use a mechanism. So you make no mistake in that Facebook ad. If you want to attract wholesalers, you say, have you ever thought about wholesaling? You probably think you want really good leads, but I know what you really want. I know you want a great lifestyle, so I know you don't just want any lead.[00:33:19] You want to leave this going to make you the most money. That way you can work less and make a lot more and spend time with your family. Yeah, that's a phenomenal app that's talking about results. It's not leads, it's only part of it. So let's talk about the urban farmer. What result does he want?[00:33:35] annie: [00:33:35] He wants to be able to pay his bills and stop working so hard as an old man.[00:33:39] dane: [00:33:39] So good. Annie, is it? Yes. Don't get bogged down in mechanisms. And. Half results and you stay clear on results. Like, I don't understand how significant this is. I've said this before. I'll say it one more time. So Dave Ramsey is like financial guru. He's got one [00:34:00] of the biggest shows on iTunes podcasts. His big result that he sells is getting people debt-free.[00:34:06] And if you go to his website, there's pictures of people being debt free. Results were very clear that pre, and it's not, so they can do other things. Like you could say, it's like do other things you want the result the person's really thinking about. So they might really think about, I need leads, I need leads.[00:34:20] Any leads. Then that's what you stay with. But you know, in the back of your mind it's more so, Dave Ramsey is one of the biggest financial gurus in the world, and he's very clear, debt-free. Here's all my results. Other financial gurus aren't as big as him. You'll see they don't have as much clarity of result.[00:34:37] Then if they do, then you start looking to Dave's marketing and how he like sold his course to churches, which was an under competitive market. Just like Facebook went to colleges, which is an under competitive market, and then they blew up. Like there's things that day that that was really genius, right?[00:34:51] So we get to marketing at a later time, but so customer wants results, you use mechanism. Your Facebook ad says this, you talk to their customers, the urban farmers, you're going to run those ads towards moms probably who want organic food. Because[00:35:08] annie: [00:35:08] at home moms probably.[00:35:09] dane: [00:35:09] Yup. And they want organic food. Why?[00:35:11] annie: [00:35:11] For their children's future health and future. Yeah.[00:35:14] dane: [00:35:14] Okay. This is hard to make the connection and you're doing it. No, no. It's really about the organic food, but no, it's really about these results. This will change your life. It really will listen for the result, right? Ads, you're working with a business here.[00:35:32] You're working with a customer over here. You do the same thing, and that's the fun. Good job today.[00:35:37] annie: [00:35:37] Thank you.[00:35:40] dane: [00:35:40] Yeah, my pleasure. So for years, people have been asking me, what's the big secret? How do I do this? And the answer is simple. My life took off when I had mentors. Too many people try to do this stuff alone and get stuck and give up.[00:35:54] Listen, if you haven't succeeded in business or entrepreneurship yet, it's simple. You haven't failed enough yet. [00:36:00] You haven't been around enough mentors yet. If you combine failure with mentorship, you will fly. I someone say, why are so many people so more success.  how come I can't get this right? And they said, well, how many times you failed?[00:36:12] He's like, wow. A lot of times I'm like, have you failed more than 10 times? He said, no. I was like, you haven't failed enough yet. You haven't been around. A mentor is enough. Yes, failure is how you learn. Michael Jordan has missed so many game winning shots. You've got to get out there and fail and how are you going to do that if you're all by yourself, all alone, beating yourself up in your own thoughts?[00:36:29] Listen, I'm going to give you access to my board of advisors, my board of advisors that I talked to sometimes every day I'm going to give you access to them. Every month live for you to ask questions and get your mindset on straight. They're going to ask you questions that are hard for you to answer.[00:36:45] Those are the kinds of people you want in your life. You're also going to get access to not only the board of advisors, but my entire community, the start from zero community, all the entrepreneurs that are practicing these things, building these businesses. You'll get access to this community and this board of advisors and much more with the new program we've launched called start from zero.com forward slash starters and you can see I use.[00:37:08] And get access to my board of advisors and ask them anything you want. Monthly, you get automated accountability to stay focused. You get a community of other people, all building businesses with the start from zero methodology. And guess what? You get kicked out of this community if you do not take action.[00:37:24] So it is serious people. So if you'd like access to that information about that, go to start from zero.com forward slash starters and it's about time that we get together and strengthen each other and fail together. And. Each other back up together and show each other each other's blind spots and ask the hard questions and drive each other to that golden finish line of a business that you don't have to work in a business that provides freedom.[00:37:49] So you can sit around on a Tuesday and watch HBO if you want. All right, start from zero.com forward slash starters. [00:38:00]

[00:01:12] So today I'm talking with Terry. Terry, where are you at in the world?[00:01:16] Terry: [00:01:16] I'm in the Northeast part of the country, not far from Philadelphia.[00:01:20] dane: [00:01:20] Okay, and what's your big goal for the call?[00:01:22] Terry: [00:01:22] I think my biggest goal for the call is I feel like as a woman that I had so much fear and to overcome some of that fear within business would be great.[00:01:32] You know, not feeling good enough or feeling judged. So I would love to get some insight from you as it relates to that.[00:01:39] dane: [00:01:39] So take a big old breath with me.[00:01:46] I want to say it's very brave in my opinion, for you to be talking about this. It doesn't sound like someone who is a frayed would ask about this. Right.[00:01:57] Terry: [00:01:57] Well, I think maybe because you know, I'm [00:02:00] behind a computer screen and nobody knows who I am asking about it, that I feel that freedom.[00:02:05] dane: [00:02:05] Oh, great. Did you say you wanted to share your social security number with people[00:02:10] on[00:02:10] Terry: [00:02:10] this as well as my date of birth and my American express card?[00:02:14] dane: [00:02:14] All good. Honestly, the expiration and the last four digits on the back, you know, so you have a sense of humor. This is great. So, okay. I'm going to tell you a couple of things. And I want you to hear them with your heart, and then we're going to go from there, okay? Okay. I believe women are especially hard wired to succeed in entrepreneurship.[00:02:39] You are naturally wired from an evolutionary perspective, like you actually as simple as breathing. You can succeed was entrepreneurship, and I will give you very specific reasons why. How is it to hear that before I do?[00:02:57] Terry: [00:02:57] It feels good. I don't know why, but I feel like I trust you. It feels like. You know as a mom, but I certainly have been the entrepreneur of our family as a single mom.[00:03:07] So[00:03:08] dane: [00:03:08] yeah, girl,[00:03:09] Terry: [00:03:09] I want to believe that.[00:03:11] dane: [00:03:11] Great. Let me show you how we can, the most successful businesses, the ones that do well and they sort of effortlessly grow are generally, not always, but generally around. A very deep, painful problem. These successful businesses that do very well also have very strong communities, a deep, painful problem, strong communities.[00:03:44] Women, as far as I can tell, are especially hard wired to see someone in pain and help them and build community. Just hypothetically, let's say you had a million dollar per month [00:04:00] business right now, and it's solving a very deep, painful problem. Customers love you, and there's a great community around it, and you've got a great team who all love you that you've hired to make up for every single one of your own deficiencies, because entrepreneurs are generally just as flawed, if not more flawed than the rest of us.[00:04:23] We just make up for it by hiring people to work in the areas that we're not good at. So if you were to pick two areas to obsess about, it would be about searching for a very deep pain and then building a community around it and learning how to sell and learning how to outsource. Tell me what's happening in your mind right now.[00:04:43] Terry: [00:04:43] I think the first thing that comes up for me, the deep problem is I feel like I'm great at building community, have a great community of friends. My background actually is sales. Not great without sourcing yet. Thank you. So I feel like one of the things that's held me back in life and entrepreneurship is I don't feel like anybody can do it the way that I want it done.[00:05:09] And I'm not willing to accept yet that someone may not be able to do it exactly the way that I want it done, but it would at least get done.[00:05:20] dane: [00:05:20] I like to do this often, but I'm gonna just let you bust this belief right away. There are a lot of people out there that can do it way better than you. Okay. Tell me why you laugh,[00:05:30] Terry: [00:05:30] because I know that's true.[00:05:32] So then my next limiting belief that pops up is like, how do I find them?[00:05:37] dane: [00:05:37] Right? So this is good. Let's just jump to the fear that asks that question. Okay. Are you able to connect with it being fear that asks that question?[00:05:47] Terry: [00:05:47] I think[00:05:48] dane: [00:05:48] yes. Tell me why.[00:05:50] Terry: [00:05:50] Because immediately when you said that the fear that pops into my mind is I'm not good enough.[00:05:54] Like I'm going to be exposed. Like somebody is going to figure it out that I'm not good enough, and then they'll leave.[00:06:00] [00:06:00] dane: [00:06:00] Thank you for being so open with me. I struggle with the same issue.[00:06:03] Terry: [00:06:03] Yeah. I feel like abandonment is a big issue,[00:06:06] dane: [00:06:06] so if I struggle with the same issue and I'm still able to start businesses, why do you think that is?[00:06:13] Terry: [00:06:13] I would say that you've probably found a way to overcome it. By proving to yourself that you can do it, or actually, I'm not sure.[00:06:22] dane: [00:06:22] Take a moment and really just reflect on this.[00:06:25] Terry: [00:06:25] Yeah, I'm not sure.[00:06:26] dane: [00:06:26] Lady Gaga, have you heard of that artist sold out Madison square garden before she goes on to sing. She looks at herself in the mirror and says, I still feel like the ugly bullied, not enough kid from school.[00:06:41] Looks at herself in the mirror, says that out loud in front of everyone and walks out and crushes an amazing show. You and lady Gaga both struggle with the same thing. What do you think the differences?[00:06:52] Terry: [00:06:52] I guess she's willing to admit it and do it anyway.[00:06:58] dane: [00:06:58] That's tons of pretty good. I think there's probably a handful of correct answers.[00:07:02] But the fact that your brain is making connections to make them right now is much more significant than a fight just assumed to tell you we're giving your brain a workout. So it's so fun because you know, and you're like, but how do I find them? Like you have this normal voice you talking, and then when your fear voice talks, it's like, but how do I bet up?[00:07:21] It has this whole identity and character to it. And the reason I don't answer it is because that same identity character is going to be like, well, then what about this? So that's why I stopped answering your questions. Okay, so let's leave this on the table for what makes the difference. We'll come back to it and it's such a pleasure to get to help you, by the way,[00:07:42] Terry: [00:07:42] and I am so appreciative of you being able to help me.[00:07:45] And you know, another intention that I have for this call is able to provide value to other people who might have the opportunity to listen to it, have the same fears and freak outs so that they might be helped as well.[00:08:00] [00:07:59] dane: [00:07:59] I'll get that. Oh, that's really beautiful to hear. I think that that is definitely going to be the case.[00:08:05] This is very exciting. So now let's go back to, but where do I find them? This person that's better than you. Okay. And you said, well, where do I find them? Do you remember? Yes. So let's have you rest in love instead of fear for just a moment. And this can be challenging because fear is kind of a default for you.[00:08:23] It's a very comfortable place. And what feels right. Is not right. Like I'm training very lightly with like yoga and jujitsu and I'm doing that because of past bullying stuff. And I've got my fight or flight triggered off in, and I just kinda like to relax so. I want to know that I can defend myself. So it's very scary.[00:08:52] And he sits there and we're doing yoga, and I say, what happens if I have a feeling come up? Should I like just buckle into it and feel it real quick and then get back into the posture? He's saying, don't let your feelings come, but stay in the posture. Is that, does that make sense? Like that doesn't make any sense.[00:09:05] Is it, you know, Dean, your first response is not always the right response. And I said, what do you mean? And he said, well, watch this. I'm sitting on my butt and he pushes me. He's like, watch when he pushes me and I fell straight on my back. If we were wrestling and jujitsu and I pushed you, your body naturally wants to fall straight on its back.[00:09:22] You would get crushed. If you did that in jujitsu, your first response is not the right response. Instead of being pushed back and falling on your back, you would fall to your side, right? Your first response is not always the right response. So you've got these first responses that you're kind of somehow implicitly trust, like, Oh, well what about this?[00:09:40] And what about that? Because that's what your first response is. So we want to take a breath, and this is difficult, and sometimes it's not. It's fine. I find it to be difficult. We're take a breath, we're going to create a new response for love to emerge. So let me know if you can connect to the feeling of love even in the slightest.[00:09:59] Where's it at in [00:10:00] your experience in your body? If you'd like to get a free one on one with me and beyond this show, you can find out details@startfromzero.com forward slash podcast. Actually[00:10:12] Terry: [00:10:12] it might face good.[00:10:14] dane: [00:10:14] Good. Okay. Some people, it's in their arms, you know, so face. Now let that feeling come through your whole body from your face.[00:10:24] No. When I tell you, you can hire people that are way better than you, what would love want to ask or say instead of fear?[00:10:32] Terry: [00:10:32] That's amazing.[00:10:33] dane: [00:10:33] Good. Take a breath there. Just take a breath into, that's amazing.[00:10:42] Can you feel how that's just more loving in general? Yes. Does love even have a question. Yeah.[00:10:50] Terry: [00:10:50] That's another response. How much free time?[00:10:55] dane: [00:10:55] Well, no. Right now you do, when you're starting a business and focused on finding pain and building community, you're going to have to outsource. I mean, what I just told you is a belief.[00:11:06] You don't have to. You might be able to figure out how to do it with just you and maybe one person. There's something called the four levels of entrepreneurial growth, and the first levels carry a tremendous amount of pride. The entrepreneur doesn't want to ask for help. The entrepreneur doesn't want to join a course or seek a mentor out.[00:11:25] The entrepreneur doesn't want to read a book. They don't want to hire anybody because they have a lot of pride. I can do it better. No one can do it better than me. I'm weak if I ask for help. Now you think about what someone's unconscious level of pride is, or unconscious level of humility, like on an unconscious level, how humble are you.[00:11:47] You can see how unconsciously humble you are based on statements like people are going to be able to do it the way I want them to.[00:11:54] Terry: [00:11:54] Oh,[00:11:54] dane: [00:11:54] interesting. Yeah. I'm glad this is landing and unconscious humility. If you have a [00:12:00] high level of humility and it's unconscious, you will default to seeking help. You won't resist it.[00:12:06] You won't resist hiring. You won't resist buying courses. You won't resist getting books. You won't resist mentorship. Cause you're like, you know what? I need help. And you just get it right away. And I tell you what, if you want to know how to quadruple or quintuple or 10 X the action you take, just imagine how much action you would take.[00:12:21] If you stop thinking and start acting, it's insane. It's absolutely insane how much action you could take. And so it's a nice idea. How do you get there? Well, we work with the unconscious. So what you need to know is we work partially with the unconscious. We also build structures and ways to orient the brain correctly.[00:12:39] Unconscious humility is one of them. So Elan Musk, he wants to go to Mars, right?[00:12:44] Terry: [00:12:44] Yes. I[00:12:45] dane: [00:12:45] think he's going to need help.[00:12:46] Terry: [00:12:46] Absolutely.[00:12:47] dane: [00:12:47] He's building Tesla. Do you think he needs help with that?[00:12:50] Terry: [00:12:50] Absolutely.[00:12:51] dane: [00:12:51] Yeah. I think I mentioned this on a couple of episodes, but it's just worth mentioning again, somebody reached out, they're doing $10 million a year.[00:12:58] He said, you know what, Dane? My business is capped out at 10 million. I'm stuck here. I want to get into software as a service because I know that could scale way past 10 million a year, and I know that, you know, software as a service. I said, okay, great. Yeah, I think I could help you out. So we talked about.[00:13:14] Me mentoring him personally on how to start a software as a service business to get past 10 million a year. And I was like, Oh yeah, that's very possible you could do that. And he said, you know, Dan, the reason that I needed is cause I know I'm going to need help to get where I need to go. Just plain out says it.[00:13:29] And he's making 10 million a year. You're not making anything. Right yet. And you're not even willing to give up the pride. And that's okay because you probably haven't seen it until now. You probably haven't known this is what's going on. Cause fear will probably create pride. It's a good chance. So do you think his attitude of, I'm gonna need help to get to where I need to go?[00:13:53] Got him to 10 million in the first place.[00:13:56] Terry: [00:13:56] Yes.[00:13:57] dane: [00:13:57] Why?[00:13:58] Terry: [00:13:58] I guess because I feel like she was [00:14:00] thinking on a larger scale and maybe that's wrong.[00:14:04] dane: [00:14:04] Well, it's okay. You know my favorite thing about entrepreneurship, Terry, is we can be wrong a hundred times, if that's my favorite thing about it.[00:14:12] Terry: [00:14:12] And I guess he started somewhere, so maybe that maybe,[00:14:16] dane: [00:14:16] what if he knew he needed help right away and what if he saw help right away?[00:14:20] Right? You want to know how we have these like 1617 1819 2020 year old millionaires, 22 year old millionaires that do it so quickly. My guess is that they get help quick. They read books quick, they buy courses quick, they find mentors quick. I am pretty much nothing more. Then the collection of the mentors.[00:14:43] I've had. The people I reached out to to ask for help and the books I've read, the failures that I've gone through, I sit here in front of you being able to counsel, advise and consult and whatever I'm doing because I failed more than you. I've asked for help more than you. I've screwed up way more than you.[00:15:01] Tell me what you're thinking about.[00:15:03] Terry: [00:15:03] Actually thinking about a couple of things. First thing. I guess that my mind is kind of blown because[00:15:11] dane: [00:15:11] I[00:15:12] Terry: [00:15:12] feel like I would call myself extremely humble and I just realized that realistically, I'm extremely prideful and that pride may well have been standing in my way of going where I want to go.[00:15:33] dane: [00:15:33] Well, I think it takes quite a bit of humility to admit that. Would you outsource your laundry?[00:15:38] Terry: [00:15:38] Absolutely.[00:15:42] dane: [00:15:42] I had one of my guy friends over here, he's like doing 200 grand a year as a email marketing consultant. I referenced him often and he's over here and he's like, I'm not going to house. Where's my laundry?[00:15:53] And then he sees me put my laundry in a laundry basket, drive it to a fluff and fold, drop it off.[00:16:03] [00:16:00] If you'd like to hang out with people reading the star from zero book, listening to the start from zero podcast, listening to the book on tape and build businesses with them and do it with people together. Visit start from zero.com forward slash starters.[00:16:21] Pick it up later. It's all fresh and folded, and he's like, Ooh, that is awesome. He's like, I'm gonna outsource my laundry. My girlfriend says it's a product of Midwest conditioning. God, do everything yourself.[00:16:33] Terry: [00:16:33] Originally I am from the Midwest area and I would agree. We grew up like everything. One of the first businesses that I started when my children were really young was cleaning houses.[00:16:45] And so the people would have me clean their house. They would have someone else cut their grass, they would have somebody water their indoor plants, and I remember thinking to myself, do these people do anything? And now I know they're doing things that. Create more value for them to make money or whatever, spending time with their families, then doing those particular things did for them.[00:17:12] dane: [00:17:12] That's wonderful. So finding a deep pain building community around it. What would love have to ask or say about that?[00:17:21] Terry: [00:17:21] I feel like love has to say that you can do it. You just have to open your eyes for the pain around you. But fear is standing right back there saying,[00:17:33] dane: [00:17:33] so let's go back to the lady Gaga. Me feeling not enough, and yet we've built stuff.[00:17:40] I think the difference, it's a couple of things. One. We don't really ever suffer our direct experience, what we feel directly. We really suffer how we feel about what we feel. On a spiritual perspective. You'd say how you identify that feeling. So [00:18:00] fear comes up and then there's another identity of fear that fear is bad and fear needs to be quiet and fear needs to not be there because fear is bad and that's bad.[00:18:10] And fear means something about who I am. When you actually see that you're identifying fear with all your opinions. When fear is just fear by itself and it's not all that bad to feel when you just feel it directly. It's like, Oh, fear. Welcome the friend of fear all by itself. It's all right, but when you have all these identifications about what it means about you and all this and that, then it didn't stop you in its tracks.[00:18:32] So one is how you feel about how you're feeling. How do you identify it? So you struggle with feeling not enough. Then how do you feel about that? Well, does that make you, are you a martyr or are you a victim? Does it make you less than, because you're feeling that? Does it make you feel isolate? Like that one's intense.[00:18:52] That'll shut the brain off right away. And it's important to work with these things in an extremely effective way so they don't perpetuate an addiction of staying with them. And you also don't try to bite conquer it. Like if you watch like YouTube videos about motivation to succeed and achieve, you'll see like Gary V and like, he'll be like the whole cost.[00:19:14] So like you got to get out there and you go to F and this and F and that. You do it, just do it. Just do it, just do it. And then before long you can see that he's got a fear that he's learned how to strangle and be stronger than, but there's another way. That actually is full of wellbeing, and that is to be friend of the fear.[00:19:34] Look at the identification of the fear, allow it to be there as a friend, and then take action. Anyway, so twofold. One is how you feel about it. And then two is I think with the lady Gaga in my instance where we will feel this and we do it anyway, is you believe the voice. We just notice it. Notice verse belief real but not true.[00:19:58] Notice instead of [00:20:00] belief. Real but not true. You don't have to believe that voice, Terry. In fact, so much of the world is taught. It's conditioned in that that's a bad you, you, you believe you're not enough. Let's fix it. Let's change it. Let's correct it. Let's get rid of it. All of those lack love, all of those lack compassion because love is unconditional acceptance.[00:20:21] So we're being taught to change, fix, cover up. Correct. These identities. Guess what happens when we do that? It reinforces that the identity is bad. It reinforces that that identity or character is unwelcome. The fastest way that I've been taught to do this is to find the worst thing. And the worst form of suffering, the worst form of fear, the worst form of I'm not enough.[00:20:45] And make friends with it. If you make friends at the worst aspect of your mind, so linchpin, the other stuff seems to go with it. So let's just experientially try it. And if you can't do it, that's perfectly okay. See what it's like to become like best friends with this feeling of not being enough like a best friend.[00:21:02] It's okay that it's, there really is because it's not who you are. It's. Only a thought. It's a really deep thought. It's only a feeling. It's a very strong feeling, but it's truly only a thought and feeling. It's definitely not who you are. You're way more than this thought. So because you're way more than this thought, you don't need to believe it.[00:21:22] Just become best friends with it.[00:21:24] Terry: [00:21:24] So what does that look like? How does one get from where I am currently? The fear?[00:21:32] dane: [00:21:32] What do you start to feel when you think about that? What's here in this moment?[00:21:36] Terry: [00:21:36] Literally the thoughts that come up for me is I don't know how to do that. I don't know what that means,[00:21:42] dane: [00:21:42] so become best friends with that.[00:21:44] Literally just become friends with, I don't know how to do that. Do you feel the thought and the vibration and the feeling that comes with, I don't know how to do that, like the confusion and uncertainty? Yes. Become friends with that and let me know when you feel like your friend did it.[00:21:59] Terry: [00:21:59] Okay.[00:22:00] [00:22:00] dane: [00:22:00] What's happening?[00:22:00] What's it like. So[00:22:01] Terry: [00:22:01] in my mind, I just created it like it's standing next to me just talking to it, saying, Hey, how you doing? Walk together next to each other, but you're not me[00:22:13] dane: [00:22:13] and you're my friend[00:22:14] Terry: [00:22:14] and you're my friend.[00:22:16] dane: [00:22:16] And how does it feel to be friend, your uncertainty?[00:22:19] Terry: [00:22:19] I just literally felt like I just took a deep breath and that's the feeling that I got a pontoon.[00:22:27] dane: [00:22:27] So it almost switched your body out of survival and into a state of regeneration.[00:22:32] Terry: [00:22:32] It really did. It was like as if I could, because I'm a real obsessor so it was like as if I could let that go and it just didn't have as much power.[00:22:42] dane: [00:22:42] This is how you do it. You be friend, like the worst thing we make friends with the obsessor.[00:22:48] You know, I was taught this for a year before I got it. So you're only on like 20 minutes in here. You're doing really good. I was taught this for a year and then I was so blown away by this guys, step by step system to making friends with your mind that we turned it into a course and we're selling it and we're helping entrepreneurs become friends with their own mind.[00:23:11] They probably quadruple the action they take. Wow. Just by becoming friends with their own mind. The mind is not the enemy. It can feel that way. The mind can feel like the enemy when you haven't been taught how to place your attention. So you just opened a door from survival under regeneration, you kind of feel a greater sense of wellbeing.[00:23:29] Yes. Imagine taking action from that place.[00:23:33] Terry: [00:23:33] That'll be amazing. I feel like I spent so much time in that fight or flight.[00:23:38] dane: [00:23:38] Just open your eyes and look for your own pain and to be friended. So when you open your eyes and kind of like reflect on stuff and look around, what sort of pains do you see through that come to you that you've noticed over the last little while?[00:23:53] Terry: [00:23:53] Honestly, I don't see it yet.[00:23:55] dane: [00:23:55] What's good for you? Even through the word yet on there. So there's a five [00:24:00] question framework that is going to be in the book, and here are those five questions you could ask anybody really these five questions. The first one is what is your most present and consistent problem?[00:24:14] Number two is how do you go about solving that? Problem number three is what happens if you don't solve that problem? Number four is what would be your dream solution or magic wand solution? And number five is would that be worth paying for? If so, how much? So let's try it on. Let's, I'll try it out on you.[00:24:34] Okay. Okay. So Terry, what's been your most consistent and present problem. Income. And how are you going about solving that right now?[00:24:42] Terry: [00:24:42] I do not have a consistent way to follow that right now.[00:24:45] dane: [00:24:45] Are you actually trying to solve it?[00:24:47] Terry: [00:24:47] I am. I mean, my primary weakness is really freight, not providing what I want.[00:24:54] So I am definitely trying to figure out other avenues to create more income.[00:25:00] dane: [00:25:00] Okay, good. That's great.[00:25:05] If you'd like to learn how to make money and you need a path to do it, visit start from zero.com and you'll see a whole context of how you can actually get started. There's a three phase process that you can go through. If you're a beginner, intermediate, or advanced, go there. It'll tell you exactly what to do, where to go, and how to get started, and you don't need money for some of the options.[00:25:26] And if you do have money, you can buy some of the other options. It's all laid out for you with crystal. Clear clarity@startfromzero.com where do you go and what do you do? You'll find out there,[00:25:42] so you are engaged in trying to solve this problem. So what happens if you don't fix this problem?[00:25:47] Terry: [00:25:47] I will continue to be where I am now. It's just going to be difficult. And[00:25:53] dane: [00:25:53] yeah. And what would your magic wand solution be?[00:25:57] Terry: [00:25:57] My magic wand solution would be that [00:26:00] I would find something where I can provide great value to people and feel good about.[00:26:08] What I'm doing make lot of money in the process.[00:26:13] dane: [00:26:13] That sounds beautiful. Let me repeat it. So you provide a lot of value, feel good about what you're doing, and make a lot of money in the process. Is that right? Yes. How does that feel to hear reflected back? Does that sound like it captures it. Yes. Good. So question four is, you know, a wave, magic wand solution.[00:26:30] Everybody listening. So she said it. So just to be sure I heard it, cause it was pretty cool. I made sure I heard it. I made sure I clarified on every point and I also made sure it was complete for her after I said it. Kind of a nice thing to do. Question four. So if you had a magic wand solution, you're providing value, you felt good about it, and you were also making a lot of money, would that be worth paying for?[00:26:49] Absolutely. How much?[00:26:52] Terry: [00:26:52] I don't know. I don't know how to answer that question as much as I could afford.[00:26:56] dane: [00:26:56] Can you tell me more what you mean by that?[00:26:58] Terry: [00:26:58] I feel like it's almost like if I need medicine for something, how much would you pay for it? I would pay almost anything for it as long as I could pay it.[00:27:08] dane: [00:27:08] Is there a dollar amount that you have in mind that you'd like to make.[00:27:12] Terry: [00:27:12] I would like to make[00:27:13] dane: [00:27:13] you say make a lot of money. What does that mean to you?[00:27:16] Terry: [00:27:16] I would be so happy if I could make 400 a year,[00:27:20] dane: [00:27:20] 400,000 and that's the so happy number. What's the unhappy number? Moderately happy and so happy. What's your range?[00:27:29] Terry: [00:27:29] 75 and maybe one 75.[00:27:34] dane: [00:27:34] Okay. And have you ever been very close to 400 I have not.[00:27:38] Okay. So how would it feel if you were around 400 a year?[00:27:42] Terry: [00:27:42] Oh my gosh.[00:27:44] dane: [00:27:44] So I can see how you, if you were anywhere close to that, that would be worth paying for, is that right? Yes. So now the next thing we would do is research different business models. That you can [00:28:00] create different mechanisms to help you achieve that result.[00:28:03] So I'm not responsible for the mechanism that you learn to make 400,000 I'm responsible for finding you and finding your pain and finding your dream outcome. Then I find experts who would know how to get that outcome that you're looking for. Matter of fact, we have a program actually that I think you'd really like.[00:28:24] But the way it worked is I was talking to somebody and I asked them what their dream outcome was, and they said if they were able to quit their job, I want to quit my job. So I found a guy who makes $20,000 a month on bad months, and sometimes he makes as much as $87,000 in a single month. He works from home, he's around his family.[00:28:44] He goes to Disney world on Friday with his kids, and. He has a very repeatable process that anybody could use to build the same business. So I contacted him, asked him if he'd like to teach it, and they exchange for a profit split of 20% profit. All he has to do is show up and teach, and we handle everything else.[00:29:05] We put the course together, we interview him, we structure the content, we do customer acquisition, we do customer support. We do advertising. Yeah. The whole nine yards. He shows up and provides the mechanism. We give them a 20% profit. We sell everything else and it's a good business model.[00:29:21] Terry: [00:29:21] Sounds[00:29:22] dane: [00:29:22] like it.[00:29:22] And so right now we charge at the low end. Because the program's just getting started. But we'll probably raise the price soon as we get more and more students in, and more and more students get results. But right now we charge around $3,000 for that course. So if someone pays $3,000 and they learn how to build a $240,000 per year business, huge value.[00:29:43] So I'm providing a lot of value. I feel really good about it. Students who are really good about it, and we make a lot of money. Everybody wins, right? So tell me what you're thinking about. What's going on in your mind right now.[00:29:55] Terry: [00:29:55] Like, I would love to do something like that. Something that speaks to all my bad.[00:29:59] It's just [00:30:00] like you said, so you have found somebody that you're doing that has the mechanism. And then you're providing to your students and at the same time, everyone is making money.[00:30:12] dane: [00:30:12] Yeah. Everyone gets rich. So how's that fear doing that? You talked about the beginning of the show. Yep. Just like lady Gaga before she plays Madison square garden.[00:30:26] Right. Are you wanting that fear to be gone and go away?[00:30:30] Terry: [00:30:30] No, I feel like it's like off to the side enough that I can see it out of peripheral vision, but it's not taking over.[00:30:38] dane: [00:30:38] What happens if you walk all the way over to your peripheral vision and ask it and become friends with it? It's funny.[00:30:44] Terry: [00:30:44] In my mind, it turns away from me[00:30:46] dane: [00:30:46] probably because you've been turning away from it in subtle ways, but how do I do that?[00:30:51] That's kind of your way of turning away from it. The fears, like, Hey, Hey. You're like, no, no. I'm gonna figure this out. So what happens if you become friends with it turning away from you?[00:31:01] Terry: [00:31:01] I'm almost consoling it.[00:31:03] dane: [00:31:03] Wow. Best stay with that. What's happening now?[00:31:07] Terry: [00:31:07] Yeah, let's just, there were just next to each other and it's[00:31:10] dane: [00:31:10] done.[00:31:11] So you become friends with all aspects of your experience. You go over to the fear, it turns away. You become friends with that. Now it turns back here together. Now you're friends with that. There's nothing that you don't be friend. If you don't want to be friended, you be friend that if you don't want to do this, you'd be friend.[00:31:31] That if you're overwhelmed, you be friend, that if you can't do this anymore, you be friend that. Every thought, every feeling you has have experienced that you can be friend and hold every single one even. I don't want to do this even of overwhelmed. Those are the, especially the ones that you can hold.[00:31:46] It's wild. I don't want to meditate. Be friend to that feeling of not wanting to meditate. While you meditate. So in order to do this, Terry, what you need to build as metacognition, and you can look at metacognition on Google. It's a [00:32:00] significantly powerful word. It's pretty much the primary skill to building freedom over your mind.[00:32:07] With metacognition, you can see that you're not your thoughts. You're not your feelings, you're not your experiences, because you can see them all clearly. You can watch them all. You can see how. You have the feeling of fear come up and you can see six different identifications of fear of fire off all at once cause you've got really good metacognition without metacognition.[00:32:24] You get like bound down, trapped down, et cetera. And we have a course for this that helps you build metacognition mindset, help for entrepreneurs. It's a start from zero.com forward slash DJP difficult judgement pattern. Start from zero to a conference last DJP and it's very affordable. You can scroll and see if you think you'd be a good fit[00:32:43] for[00:32:43] Terry: [00:32:43] it.[00:32:44] Should I do that now[00:32:46] dane: [00:32:46] whenever you want. I mean, it would behoove me if we were engaged in a kind of a sales process on that program to see if it would be a fit is to let you look through it now and have you look through it and then have you ask questions about it. It would help me improve that page and make it better for other people.[00:33:03] Okay. But why don't you, maybe we'll squeeze two minutes in cause we can show people, cause if you've got products, if you've got websites, if you've got things you're selling and you've got people that are curious, you can have them look at it while they're on the phone with you. And it can really help you dial in your communication.[00:33:18] So if you pull up, start from zero.com forward slash DJP[00:33:22] Terry: [00:33:22] okay,[00:33:22] I'm[00:33:22] dane: [00:33:22] here. Yeah. And just look through that and tell me if you have any questions. Now, I'm intentionally not directing you because I'm seeing if the site will do it, and if you probably go to the ask, what do you notice first? What are you looking at right now?[00:33:35] Terry: [00:33:35] I'm just scrolling down. Obviously I noticed the green book with the DJP framework. Ferris. Good. Then I kind of just scrolled through how much more you could do with a clear mind. Here are a few examples, reading through the examples.[00:33:52] dane: [00:33:52] Does the page speak to you?[00:33:53] Terry: [00:33:53] From what standpoint would I take the action?[00:33:56] dane: [00:33:56] Yeah.[00:33:57] Terry: [00:33:57] Yes. I definitely, like if we weren't on this call, I [00:34:00] definitely would have clicked already.[00:34:02] dane: [00:34:02] Oh good. Okay, good. Cause if it didn't speak to you, I would know that I'm missing the Mark and I would need to correct that. So what you can do is click on or go through that green book. It's completely free.[00:34:14] And then if you like that process. And you see it being effective. You can take it to like astronomically powerful levels, like towards levels of wellbeing where there are places, Terry, that you can access within your mind. That feels so good. That the concept of not enough vanishes, like it won't even make sense.[00:34:37] Like there are places you can access within your mind that when the story of not enough comes up, your brain won't even be able to compute what is looking at it. It'll be irrelevant because you know what's interesting is so you're not enough. So what then you might be trying to do is become enough.[00:34:53] Right? Right. But that's an identity. Trying to fix an identity. There's a whole nother game. Where you can go to a place of infinite potential. And in the field of infinite potential, there's hardly any label at all. And so when you get to the field of infinite potential, then you've got not enough comes up and it doesn't make sense to you.[00:35:13] And not only that, but then the story of being enough or being worthy, that doesn't even make sense because it's still a story. It's crazy. It's absolutely amazing. And that's the place you can access. If you buy the program's like 300 bucks, but that's all you need. And then you can work with Brian, who's my mentor on this, and then you access this place of infinite potentiality where there's literally.[00:35:39] The is just like, they don't make sense. Like they come in and you're like, what does that, what is it not enough? What does it even mean to me? It doesn't make sense worthy. Yeah, I guess, I mean, I don't know. I feel infinitely worthy. I don't understand what they're talking about. It's crazy. Cool[00:35:55] Terry: [00:35:55] program.[00:35:55] dane: [00:35:55] Yes, yes, yes.[00:35:57] Terry: [00:35:57] Awesome. I think I'm going to take advantage of,[00:35:59] dane: [00:35:59] I'm really excited. If [00:36:00] you do, we'll be with you every step of the way and you get to meet Brian, which is one of my favorite humans. Well, I'm honored. You'd look at it. I'm honored you check it out and just know that like whether you do that program or not.[00:36:11] Everybody listening to modus, how I sold it. You can look at the site and see if it would be a fit for you. Amazing way to sell something, because if it's not a fit, I'm not gonna force that. Right? Is it a fit? Is it a fit? Sales is about finding a fit, not about selling your product. So that's a big distinction.[00:36:28] So that was what I did then. And then also I wanted to paint you a picture of what's possible with the mind. I'm so excited for you to get introduced to it. The way that you get there, Terry is by just friend. Every experience that comes up until every experience is held. And then you'll start to pop into that field of infinite potentiality.[00:36:48] But it takes time to build the metacognition cause it's a muscle, but then you have it. So good work today. Thank you. What do you think your next steps are?[00:36:56] Terry: [00:36:56] I think I am definitely going to search for a deep problem that I feel like I can solve and then take the other steps. Trying to build a strong community, sell and outsource, and even within my current business is I'm going to look to be less prideful and more humble and outsource the things that need to be outsourced and not be such a micromanager.[00:37:22] dane: [00:37:22] Sounds good. Good job today.[00:37:24] Terry: [00:37:24] Thanks Dan. I appreciate it. Thanks for your time.[00:37:26] dane: [00:37:26] So for years, people have been asking me, what's the big secret? How do I do this? And the answer is simple. My life took off when I had mentors. Too many people try to do this stuff alone and get stuck and give up. Listen, if you haven't succeeded in business or entrepreneurship yet, it's simple.[00:37:43] You haven't failed enough yet. You haven't been around enough mentors yet. If you combine failure with mentorship, you will fly. I had someone say, why are so many people so more success? Still the knee. How come I can't get this right? And they said, well, how many times you failed? He's like, wow. A lot of times I'm like, have you failed more than 10 times?[00:37:59] He [00:38:00] said, no. I was like, you haven't failed enough yet. You haven't been around mentors enough yet. Failure is how you learn. Michael Jordan has missed so many game winning shots. You've got to get out there and fail and how are you going to do that if you're all by yourself, all alone, beating yourself up in your own thoughts?[00:38:14] Listen, I'm going to give you access to my board of advisors, my board of advisors that I talked to sometimes every day I'm going to give you access to them. Every month. Live free to ask questions and get your mindset on straight. They're going to ask you questions that are hard for you to answer. Those are the kinds of people you want in your life.[00:38:32] You're also going to get access to not only the board of advisors, but my entire community, the start from zero community, all the entrepreneurs that are practicing these things, building these businesses. You'll get access to this community and this board of advisors and much more with the new program we've launched called start from zero.com forward slash, starters and you can see it.[00:38:53] And get access to my board of advisors and ask them anything you want. Monthly, you'll get automated accountability to stay focused. You get a community of other people all building businesses with the start from zero methodology. And guess what? You get kicked out of this community if you do not take action.[00:39:09] So it is serious people. So if you'd like access to that information about that, go to start from zero.com forward slash starters and it's about time that we get together and strengthen each other and fail together. Each other back up together and show each other each other's blind spots and ask the hard questions and drive each other to that golden finish line of a business that you don't have to work in a business that provides freedom.[00:39:34] So you can sit around on a Tuesday and watch HBO if you want. All right, start from zero.com forward slash starters.

[00:01:12] So today I'm talking to Sarah. Sarah, where are you at in the world?[00:01:15] sarah: [00:01:15] I am in Jupiter, Florida.[00:01:17] dane: [00:01:17] Whoa. Jupiter's like 3 billion miles away, isn't it?[00:01:23] sarah: [00:01:23] The planet?[00:01:26] dane: [00:01:26] It's crazy. Like Mars. There's 130 million miles Jupiter, 3 billion.[00:01:32] sarah: [00:01:32] 3 billion at that same bar. Jupiter, Florida seems like that far away from things.[00:01:40] Well,[00:01:40] dane: [00:01:40] I just think how far away Mars is and how long it takes to get to, and then it's like, okay, just to break your brain, here's something like 30 times farther away[00:01:49] sarah: [00:01:49] and grasp that comes up to, to tell you the truth.[00:01:51] dane: [00:01:51] Yeah. So I was fascinated with it. Clearly. What's your big goal for the call today?[00:01:55] sarah: [00:01:55] Just a little perspective.[00:01:57] I think I'm really just getting started on [00:02:00] front of being able to finally do something for myself or as a family. We're making changes in order for us to be able to build our own business. I have kind of a direction, but I really just would love all the expertise that I can get from folks that know better than a more.[00:02:15] dane: [00:02:15] That's wonderful. So what's your goal with having a business? What are you ultimately after.[00:02:20] sarah: [00:02:20] Ultimately I want to be able to provide value to people while also being able to provide for my family. You know, first and foremost, I want to be able to do something that allows me to spend time with my family.[00:02:35] I think that's what a lot of our goals are. We want to be able to travel, and I want to do it in an honest way. I've done a lot of things. I've done nonprofit, I've done sales, and I just want to do something. That speaks my truth and provides value to customers and to clients. Kind of like a mutual thing that everyone kind of feel good about.[00:02:54] That makes sense.[00:02:55] dane: [00:02:55] Yeah, that sounds wonderful. How is it to share that?[00:02:58] sarah: [00:02:58] I mean, it's great. Like I've done a lot of work for other people and I've always wanted to work for myself and my own business and I've always been held back because of, you know what? If you fail and you know you have to worry about this, and it feels really good to finally be pursuing that.[00:03:14] And I have kind of like a. I guess a starting point and I want to see where that can expand and how I can really further on that. Cause I'm actually going back to working in financial services and getting my insurance license again. But I think that there's so much more to it than selling products.[00:03:29] There's so much more to it than just that. And I think that I can provide real value if I can find a niche in that market and be able to provide, you know, something great for clients.[00:03:39] dane: [00:03:39] Okay. So are you wanting to focus on the insurance business.[00:03:42] sarah: [00:03:42] Yeah. That's where I want to do financial planning and life insurance is kind of what the core of my business is going to be.[00:03:49] I'd like to look at coaching, maybe videos. My focus is on women and women owned businesses and families is, it's not really focused on a lot by financial people. It's a [00:04:00] very male dominated organ industry. You know, a lot of times it's like, Hey, your husband should get a million dollars in license insurance and your wife can get 500,000 even though she's,[00:04:09] dane: [00:04:09] yeah, sure.[00:04:09] So I want to tell you a couple of things and I just want to see what the impact is. Yeah, so let's see how clear this is on its own. Okay. A technician with expertise trades time for money, no matter if they're an employee or anyone else. An entrepreneur trades time for freedom. That is a technical term called equity.[00:04:33] So technicians trade time for money. Entrepreneurs. Trade time for equity. Technicians get licenses, certifications, degrees, become neurosurgeons, become astrophysicists, entrepreneurs, learn about humans, what results these humans want, and then hire teams that have the licenses to build the result that the people want.[00:05:00] So your orientation of business at this present time is for you to build a level of expertise with some technical craft to then offer your time for money that would get you a home more, but your income is somewhat tied to, if not all, but tied to how much time you spent. Yeah. Tell me what starts happening and all the things happening in your brain hearing this.[00:05:25] sarah: [00:05:25] So what's funny is in preparation for this today, I was kind of perusing the foundation websites and the videos that I've watched or remembered, kind of just to refresh my memory and I watched the marketing levels that you did, is so funny. I was just thinking about this with what I'd like to do, and it's.[00:05:43] I think I have this claim to safety, even though, again, like I said, we're arranging our lives kind of so that we can take this risk and I know that their safety, at least in a short term, and doing it that way and how, you know, I have my feet on both sides of the aisle. I guess I want [00:06:00] to try to have that.[00:06:01] Okay. How can I start as a technician but make it into an entrepreneurship? And I'm not sure. Maybe I can't. Maybe I have to look[00:06:06] dane: [00:06:06] at it. Well, it's good that you're asking the question. Yeah, and I'm going to say something that could be risky for me to say. Entrepreneurship is not a risky, it's, in my opinion, it is so much safer than being a technician and so much safer than being an employee.[00:06:25] It is the knowledge and the orientation that you hold that makes it risky. Entrepreneurship itself isn't actually the risk. It's what you know. And what your orientation is.[00:06:39] sarah: [00:06:39] Cause I always, I know I have the faith in myself and I have a bad habit of listening to other people tell me to be careful.[00:06:48] dane: [00:06:48] Oh, sure.[00:06:49] So I'll tell you, when I was 22 I decided I wanted to go into business for myself. And so I started telling people and they all told me the same things that people are telling you. I just didn't listen to them, but the only reason I didn't listen to them, it's because I had books that I trusted. What happened is instead of listening to the world, I listened to the books.[00:07:11] I didn't care what anybody's told me. I mean, especially if they don't have any results to speak of, like if they're not living a result that I want, then bike there. There's some part of my body, it just wouldn't even believe it. But where I think why I want to go with you on this, and this is a completely anonymous, people just really know your first name, so it's a good place to be vulnerable and look at the stuff that really needs to be seen.[00:07:34] Because if we don't believe in ourselves, it'd be very easy for someone to sway us off course. They might not even have to say anything. They could just breathe on us, but if we don't believe in ourselves, it's going to look like it's them stopping us. It's going to look like they're scaring us out of it.[00:07:52] There's something crazy that my mentor said to me and he said, you know, Dana, at first we think our emotional reactions are [00:08:00] coming from other people. We think our fear is coming from the other people saying it to us, but what they're really doing. Is waking up the fear that's already inside of you[00:08:11] sarah: [00:08:11] and a therapist tell me something very similar.[00:08:13] dane: [00:08:13] That's good. Who are the similar territory? So there's almost always good news. And the good news about this is that if we don't believe in ourself, that in and of itself is only a thought. Try and say out loud, I believe in myself and see what happens.[00:08:32] sarah: [00:08:32] I believe in myself. I know it still feels weird. I did this exercise again with the therapist that I worked with for awhile, and I know it's some thing that both reading daily and I haven't entered it into my practice and it's, you know, just one of those others.[00:08:47] Got to do it. Gotta do it.[00:08:49] dane: [00:08:49] So is your mind racing a little bit? So we want to slow that mind down by just letting it race without buying into it racing. So there is a linchpin that I feel with you. That if we look at and focus on, see, I've got like 30 other podcasts episodes now that you'll be able to listen to, that will all give you the business knowledge that you need.[00:09:15] You'll get all of them over time, but they won't be effective without us looking at this linchpin. And the linchpin is this thing. When you pull it out, everything else falls in. All we need to do is get you connected to feeling that you actually don't believe or haven't been believing in yourself as the root thought that it has actually been guiding everything this whole time.[00:09:43] It's why you didn't go into business when you wanted to. It's why you're doing it the way you're doing it now. It's why it's taken so long and this is a perfectly normal thing. There are many, many people, myself included, all struggled to believe in ourselves. It's a very [00:10:00] human thing. If you'd like to get a free one on one with me and beyond this show, you can find out details@startfromzero.com forward slash podcast.[00:10:11] And if we can just get you connected to the experience, like, Oh, it's that simple. I didn't believe in myself. And would you say it's somewhat true that this looks true and reflection and also that you're just now starting to, which is why you're looking at business again?[00:10:29] sarah: [00:10:29] No, you're right on track. I think for the first time in my life, I've actually sought out mentors, and it's been a really interesting experience because that's the resounding thought from them, from a therapist that I worked with.[00:10:44] You know, you have to believe in your abilities, and they do. I work with someone right now.[00:10:50] dane: [00:10:50] Yeah. You don't have to believe, Sarah. If you think you have to believe and you don't believe this creates an internal conflict, what you need is to honor that you don't believe, because the thing that notices this, there's an aspect of you that has to be watching.[00:11:10] There's something in you that can see that you don't believe otherwise. You wouldn't be able to see it and talk about it. That part of you is way beyond believing. It's like, yeah, I believe in myself and more. I don't even understand the concept of belief. It's just inherent. There's a part of you that's beyond belief.[00:11:26] You're like, yeah, just life works. This works. Everything's fine. That part of you doesn't need any convincing. It already is there. What needs to happen and what most people don't know. Even licensed therapists don't know. Is that the experience of not believing in yourself that does not need fixing. It does not need healing.[00:11:46] It does not need changing. It does not need correcting. It does not need mantras. It does not need successful examples. It just needs to be felt. And scene and loved. [00:12:00] So you just allow yourself to feel, Oh, I guess I don't believe in myself and don't try to do anything about it and let the part of you that does hold it without doing anything.[00:12:11] And just to try that for like a minute. It could be a pretty profound experience, like as you're doing it, you could feel your brain like sluggish. You might feel your chest get tight. You might want to run away. Actually, is there a part of you that wants to maybe run away right now. Yeah.[00:12:29] sarah: [00:12:29] It's a little bit of that, you know, Sperling feeling you get sometimes for sure, but it definitely just very much resounded with me very strongly, what you just said and yeah, I definitely moved and it's hitting me.[00:12:43] dane: [00:12:43] Good. Your voice is much deeper and even more relaxed. Just allow yourself to not believe. There's nothing wrong with not believing in yourself. It's just an experience.[00:12:56] sarah: [00:12:56] We get so bogged down on that.[00:13:02] Oh,[00:13:06] dane: [00:13:06] so why didn't you just read books and listen to those instead of other people? Why didn't you start sooner? Well, people scared you all. You got married. Oh, you had a kid. These things are all lies, all lies. That seems so true that you might even be angry at me for saying you're like, no, this is definitely why.[00:13:28] When really you could have done it this whole time, but it's okay that you didn't, it's just good to see that you could have done it this whole time. Somewhere out there, there is a woman who. God married, had a kid that's two years old, had people tell her to be careful, and she still started a business.[00:13:45] And this might be hard to hear, but this is the kind of stuff that will turn your warrior spirit on where you're like, dammit. And it is actually one of the most difficult things in my life and for people or for us to be extremely brutally honest, like total [00:14:00] radical responsibility. Yeah, I hate me at all.[00:14:03] sarah: [00:14:03] No, not at all. You know, it's so, life is so funny. You have an, you make all these excuses and I hate excuses, and I always think of. Hey, this is my reason as an excuse, is it? Whatever. Cause also had heart surgery and I couldn't apply for insurance. Like there's all these other factors, right? That I use to forgive myself for not doing those things.[00:14:26] And so the first thing in the first place my mind goes to is, well, you couldn't because of X, Y, Z, and that's fine. And now you're here and it, you know, let's not think about that. Let's just go forward. But it's true. If you just kind of. If you don't acknowledge what's already been and where maybe you did fail and that's not a problem, how are you going to move forward and how are you gonna do better?[00:14:46] dane: [00:14:46] Oh, did you say where you did fail? Does it feel like you have failed[00:14:50] sarah: [00:14:50] sometimes? Not always. I think, and the only reason I even use the word failures because I feel like there were so many opportunities where I let my circumstances control what I did and how I chose, instead of really speaking my own truth and doing what I know, what it made me happier and more successful.[00:15:09] So it does feel like a failure in some way, but I don't, you know, failure is a dirty word to a lot of people, but I don't feel like it's necessarily,[00:15:15] dane: [00:15:15] you're not beating yourself up with it.[00:15:17] sarah: [00:15:17] Not beating myself up over it,[00:15:19] dane: [00:15:19] honestly. Objectively. Well, I failed to actualize my potential in that circumstance.[00:15:23] sarah: [00:15:23] I think I've been doing that a lot.[00:15:25] I have a hard time letting my light shine. I got taken down notches by people all through life because I was too bright. I did too. You know, whatever. And so it's one of those things that's something that I struggle with. I'm very, I'm kind of impasse, like I'm one of those people that just feels things.[00:15:44] I'm a feeler, so, yeah. But I mean, I, I hear you and it's really like, it's very much touching me and making me see things a little bit differently.[00:15:54] dane: [00:15:54] I'm grateful to hear that cause I was like, Oh, has my head going to get ripped off here at any moment? Because I had a coach [00:16:00] like three years ago.[00:16:04] If you'd like to hang out with people reading the star from zero book, listening to the start from zero podcasts, listening to the book on tape and build businesses with them and do it with people together, visit start from zero.com forward slash starters.[00:16:22] And she just looked me straight in the eye and she says, Dane, you struggle with worthlessness issues. You don't feel worthy. And I was like, screw this woman. And I was going to like rip her face off because clearly I struggled with those. But it's still like, you know, if you're not ready to hear it, you can't.[00:16:40] But so it's good. I'm happy to hear that. So now let's just sit with, I have trouble letting my light shine and without trying to shine your light without trying to fix that. Let that shine. Let all of you shine, including the difficulty that you have shining. Can you feel that you're here for a big purpose?[00:17:02] Yeah. Just let yourself connect to that. Like the ache of what being here for a big purpose and the way that you've been trying to fix or counteract or build up confidence is it all needs to change, in my opinion, and there's a realm that you can live in where this stuff becomes effortless. By doing the difficult work of allowing, especially what you don't want to allow.[00:17:25] Sure. But I mean, over here on this side, I can feel the size of your mission. I can feel like the karmic size of it.[00:17:33] sarah: [00:17:33] Yeah.[00:17:34] dane: [00:17:34] Yeah. I can feel it over here.[00:17:35] sarah: [00:17:35] Yeah. It's definitely, it's heavy and light at the same time.[00:17:41] dane: [00:17:41] Yeah. I can only imagine mother Teresa's experience. Not that you'd have to bear that and maybe it's on that level, but there is no ego in the karmic mission that you have. If you guys feel as they don't believe in karma, it's fine. The God given mission. I don't want my words affect your belief systems and then not listen.[00:18:00] [00:18:00] Just whatever the universe, God, spirit, what you were born with to do. Sarah has no ego in it and it just so happens to be of a size that might make it think that there is ego in it. But there is no ego and wanting to be an entrepreneur. There's no ego in wanting to be rich. There's no ego in wanting financial freedom.[00:18:23] Being rich means you take great care of your family. It means you don't look at gas prices every day. It means you don't look at prices of anything. It means you have maids and assistance and focus on your children experiencing joy and learning responsibility and cultivating discipline and spending time building homes in third world countries and whatever it is.[00:18:44] There's no ego in the desire to be rich. If it's really in you, it's like, you know, I just really want to be rich.[00:18:51] sarah: [00:18:51] Yeah.[00:18:51] dane: [00:18:51] You know, I want to be rich because I love money. I really love money. And you know, they say like, so love of money is the root of all evil. That's not love. That's attachment.[00:19:03] sarah: [00:19:03] Yeah.[00:19:03] dane: [00:19:03] Love of money means you're okay if it comes and you're okay.[00:19:07] If it goes, I love money, I'm okay with it coming into my life and I'm okay with it going out of my life. I love it, and I love having it. I love what it can do for me. Yeah, that's awesome. That inner congruence.[00:19:25] sarah: [00:19:25] Yeah. There's so much shame and guilt around money, and I think I grew up with not a lot of it, so I have a lot of that kind of like trauma, money-related trauma and, but no, every, that has always been a deep desire of mine.[00:19:39] And it's. Giving yourself permission to admit that and seek it, feeling it, and writing it down.[00:19:46] dane: [00:19:46] So there is a place that you can access that is beyond permission. It can be really tricky to find, but at a certain layer, it's like, okay, I love money. Okay, that's difficult to mention. I've got conditioning around money, [00:20:00] so I need to give myself permission.[00:20:02] Well, that's if you're trying to fix the current feeling of it being difficult, if you just allow. It to be difficult. Try it right now. So you say you love money and that's difficult without trying to give permission or fix or change that feeling. Just hold it fully. Hold it as full as you can, as real, a very real feeling, but not true.[00:20:23] Real, but not true to you. Just give that a moment. Try it[00:20:25] sarah: [00:20:25] out. It's funny because as students even started down that path, I'm like, it's the same thing as we were just talking about with the belief system. CNO[00:20:34] dane: [00:20:34] hold is real but not true. What happens is you do like the difficulty you hold is real but not true.[00:20:40] sarah: [00:20:40] It feels less true.[00:20:41] dane: [00:20:41] And then how about that desire to try to give yourself more permission. Ah,[00:20:49] so it's a good to notice this cause we have it. We have these experiences that we try to change, fix, correct. Control that. Just want a little attention. My mentor says our thoughts or feelings do not want us to believe them. They just want us to notice, see, and love them. Like, you know, if you had a child crying, you wouldn't like buy into it, but you'd love it and hold it.[00:21:08] Same thing.[00:21:09] sarah: [00:21:09] Yeah.[00:21:09] dane: [00:21:09] Well, why difficult money? Difficult money. Okay, I need to give myself more permission. That's ignoring the crying child inside of you. Just hold it and all of a sudden permission is like, you're like, wait, what was I doing? So let's try and go back to it. Just try and say, you know what? I love money too.[00:21:25] sarah: [00:21:25] I see love money.[00:21:27] dane: [00:21:27] It may not be immediate, but does it feel a little different than it did before?[00:21:31] sarah: [00:21:31] It does. It does.[00:21:32] dane: [00:21:32] Tell me the difference[00:21:34] sarah: [00:21:34] in, and there's like an edge to your words when they, for whatever reason, don't ring true and it has less of an[00:21:40] dane: [00:21:40] edge. Yeah. You still feel a little uncomfortable.[00:21:43] sarah: [00:21:43] Sure.[00:21:44] dane: [00:21:44] There was a little chuckle after it. I love money and then I'll ha[00:21:47] sarah: [00:21:47] yeah,[00:21:48] dane: [00:21:48] right. Cause we're rebuilding something. I think so. It was like the first rep, your arms are shaky with the weight. That's cool.[00:21:58] sarah: [00:21:58] Try it again. I love [00:22:00] money. I really do love everything that it brings me and my family and what it can do for the world.[00:22:07] dane: [00:22:07] How much do you believe yourself?[00:22:09] sarah: [00:22:09] When I cut those qualifiers in it, it helps a lot. I know that it's going to take a little work.[00:22:14] dane: [00:22:14] And what kind of work will it take? No, no. You know, like it takes working with the unconscious feelings, so it takes feeling the difficulty, not just repetition. So we say, man, I love money.[00:22:32] It's so nice when it comes in. Oh, I feel so good when people give me money. Oh, Nope. I was good up until when people give me money, as soon as I say, when people give me money, I felt my heart close, so I let my heart flows and I'd be with the heart close and then I hear a voice, you're too worthless. Dane.[00:22:52] So then as a thought, I hold that and now I start to feel the desire to weak, and I hold that now my belly is actually swirling my mouth. I just want you to saliva coming into it, and I allow that now. My heart's starting to want to break open. I allow that now. I feel overwhelmed and resistant. And I allow that now.[00:23:16] I feel shocked that anyone would ever want to give me money. No, no, I don't. I just feel why is the money being given to me? What's going on? And I hold that. I feel a desire to fix it. No, no danger giving value. I feel a desire to try to correct it. So instead of actually trying to correct it, I just hold the desire to correct it without acting on it.[00:23:36] And I hold that and now all of a sudden I just popped into his face of more relaxation. I love it when people give me money. Ooh, I feel a thorn in my heart instead of my heart closing, I allow the thorn. I hear a voice that says, you're sharing too much on this episode. I hold that. I don't want anyone to know.[00:23:55] I struggle. My heart really starts to hurt. No, I [00:24:00] call it hurt. I'm panicking. I'm panicking a lot. I hold that. I hear the words, you're an idiot. You're an idiot. Oh, all that. And I hold it real, but not true. Real, but not true. My back heats up. I hold that.[00:24:26] It all passes. I come into calm, I feel thank God, and I hold that and I go back, Oh, I pop into a space of like, I'm buzzing. I'm clear. I hold that every experience I can hold every thought I can hold. And now I say I love it when people give me money. Whoa. Hey, now be careful saying stuff like that. Whoa, Whoa, Whoa, Whoa.[00:24:56] Don't let anybody see you taking money. Hi, hold that.[00:25:05] If you'd like to learn how to make money and you need a path to do it, visit start from zero.com and you'll see a whole context of how you can actually get started. There's a three phase process that you can go through. If you're a beginner, intermediate, or advanced, go there. It'll tell you exactly what to do, where to go, and how to get started, and you don't need money for some of the options.[00:25:26] And if you do have money, you can buy some of the other options. It's all laid out for you with crystal clear clarity@startfromzero.com where do you go and what do you do? You'll find out there.[00:25:42] Then I feel the earnest desire, but I want to take money and you can feel my voice getting younger and I hold that. If I take money, then I can give it away. I wonder if I'm trying to present myself as a good person. I hold that. I feel a desire to rush and get through this exercise. I [00:26:00] hold that. I feel confused what I'm even doing.[00:26:05] I hold that. I can feel I'm trying to fix something. I hold that my heartaches, there's a lot of money I've rejected in my life, Sarah, a lot. I've made millions of dollars and I gave and spent a lot on teams. I didn't hold it very well cause you know what? I don't love when money comes in. I struggle when money comes in.[00:26:29] So I put a break on it and I stopped growing my company. It seems impressive to other people. Oh, a million dollars. Want you to know is inside struggle. So I hold that so my hearts Tinder. So that was all very real. And now the next time I receive money, it's going to be a whole new experience.[00:26:49] sarah: [00:26:49] That's really powerful.[00:26:51] dane: [00:26:51] Oh God. I was so worried of being judged and you know what I can do with that is hold that.[00:26:55] sarah: [00:26:55] Not at all. I was right there. Oh,[00:26:57] dane: [00:26:57] thank you. Yeah. I have a heart too. I built a very strong intellect because of, well, who cares? I built a strong intellect. This to me, what I just embodied, it takes a practice and it takes skill.[00:27:12] It's not like, cause you're going to bump into things that you really don't want to allow, and so you just practice allowing the, not allowing. And before long, you realize you could hold every experience when your problems really do start disappearing. Like they vanish and then you're like, wait, I better create some problems.[00:27:35] There's no promise here. Hold on, let me start a fight with my girlfriend,[00:27:38] sarah: [00:27:38] whatever. Whenever there's not a problem, I start panicking. I'm like, wait, everything's perfect.[00:27:42] dane: [00:27:42] Try this. Try saying this, whenever there's a problem, an aspect of my identity starts to panic, but deep down I'm still okay. Try say something like that.[00:27:53] Try and start to dissociate it from being you.[00:27:55] sarah: [00:27:55] Whenever there's not a problem, some part of who I am always [00:28:00] panics or tries to panic, throw a linchpin in something or makes me find law, or what I'm really big into unfortunately is going through all of the things that could go wrong and we playing those over and over.[00:28:19] dane: [00:28:19] And that's another part of you. It's not, you know, it's an identity. You hold a character you have within you that does that, but that is not you. So try and say an aspect of myself. Does that.[00:28:30] sarah: [00:28:30] An aspect of myself constantly goes through worst case scenarios.[00:28:36] dane: [00:28:36] What's happening in your brain as you say that?[00:28:38] sarah: [00:28:38] You know, it's funny, as I always, it's never felt like a real part of me. What happens though is I know it's me, it's part of me, but it always feels separate from me, and I think that. Acknowledging that holding that pushes that further. I don't know. It makes it, it just makes sense.[00:28:59] dane: [00:28:59] Do you want to welcome that part of you in like the best fast way to do this is a shortcut is to find the worst thing and make friends with it because then all the other ones are like much easier.[00:29:11] What's the worst thing that you could make friends with right now?[00:29:14] sarah: [00:29:14] I think the doubt that leads to an action. So it's really that whole[00:29:18] dane: [00:29:18] pause. Let's keep it simple. The doubt that leads to an action. Make friends with that doubt, right? No,[00:29:26] sarah: [00:29:26] it's been my constant companion for a long time. Sober acquaintance.[00:29:31] dane: [00:29:31] What's it like to actually be friended instead of let it run the show, or if it wants to run the show, be friend at while it's running the show, but like, what's it like to actually meet it like a friend instead of try to. Get a license or a certification or designation or gain business knowledge to deal with the doubt, instead of trying to fix the doubt.[00:29:50] What is it like to just allow it to be friended? Good job,[00:29:57] sarah: [00:29:57] and I don't know that I feel apprehensive necessarily. It's just, [00:30:00] it's scary. More than gear. Is that a thing?[00:30:02] dane: [00:30:02] Yes. Yes. Your experience is perfectly real. So you're having sorts of scary and then you're right there. You were having an experience of questioning if it was the right experience, you're like scary.[00:30:12] And so then you're like, wait, is this fearful, scary hold that that you're questioning whether you're having the right experience. She's not wild[00:30:20] sarah: [00:30:20] a tendency or an aspect of myself. That's a tendency to question everything. I think now.[00:30:25] dane: [00:30:25] You better be careful. You're going to rip into freedom a lot quicker[00:30:29] sarah: [00:30:29] and things ring true.[00:30:30] They catch on quick with me usually.[00:30:33] dane: [00:30:33] That's good. So go back to this doubt and like friend it feel the scary feel that you're questioning if it's the right experience. Hold it all as a friend.[00:30:42] sarah: [00:30:42] My heart's definitely been racing, but it's been racing since. I think I kind of traveled with you through your experience too.[00:30:48] dane: [00:30:48] Wonderful. Be with, yeah, allow. Be with[00:30:52] sarah: [00:30:52] me. Big thing that keeps coming through is just expression. And I think, you know, all these things that we've discussed have been sort of inside, and I don't, you know, that whole idea of permission, I didn't feel like I had permission to let me explore and me do the things that I want to do.[00:31:07] So in the doubt, you probably[00:31:08] dane: [00:31:08] haven't had that permission because that's probably a very tender part of your conditioning that you'll need to give permission to now. By allowing the experience, give permission to the experience, even if you don't want to, I don't want to get permission to it. Then just give permission to the, no,[00:31:25] sarah: [00:31:25] I got my Palm setting[00:31:27] dane: [00:31:27] as welcome.[00:31:30] You give yourself permission and you do it by giving permission to the experience you're feeling, even if you don't want to. Then you just give permission to the know. Next time you feel doubt, permission hello and feel it, and now consider something radical. Your desire to fix the doubt is not a problem.[00:31:49] It's okay. In fact, it's very human. It's like, Oh, there's doubt. Let's try to read a book. But now, you know, is to correct doubt. And now when you know you're trying to correct a feeling that you can [00:32:00] back up and be friend, the feeling. So when you started to befriend doubt, do you notice how it started to feel scary?[00:32:06] Okay. Consider that that feeling was so uncomfortable that you didn't want to actually feel the doubt. So you tried to fix it. So fixing the doubt you think will actually fix it. But what it's doing is it's preventing you from actually feeling the discomfort of it. Very innocent. Your mind hasn't been taught and trained.[00:32:26] Actually, it knows. It knows how to, as a child, you feel something. You have no judgment of it. You feel it, you're done. But now you've been trained against yourself.[00:32:34] sarah: [00:32:34] Yeah. We learned on these little coping mechanisms.[00:32:36] dane: [00:32:36] Yeah. So now we retrain your brain to just allow the every experience, especially the, no, it feels like I'm missing something.[00:32:43] I just want to say that.[00:32:45] sarah: [00:32:45] I don't know. I mean, I think that's coming into this, I was curious to know where we would go and how this would, where this the lead, and this is definitely not wet. I was prepared or expected, but in a very positive way. But I think it's good. I think it's what I needed as I approached this next spot.[00:33:02] I think I still need to a lot of work and decisions that still need to get made, but I do feel like I can be more confident in with them with some of these tools.[00:33:16] dane: [00:33:16] Yes, and there's really plenty of other episodes on the podcast. You can listen to it and get the business knowledge. I had a guest that your questions were coming from a certain place that if I answered.[00:33:27] The thing that was asking wouldn't be resolved fully. So now like your palms are getting sweaty and like you're working with these energies now, when you learn this business knowledge, it's going to be for the beauty of the expression of your soul.[00:33:42] sarah: [00:33:42] Yeah. You're like a really speaking to what? I think it's always just been what I, that's what I want.[00:33:47] I feel like there's a bigger purpose and I feel like it's interesting that you use the word ache to describe, you know, the bigger purpose. Cause I think so many people call it a calling or a yearning, but it's always felt kind of an like an [00:34:00] ache to me. Just seeing the ease that way. I think that comes from not doing it.[00:34:04] I think the ache, you know, continued.[00:34:10] dane: [00:34:10] Well, there's a quote that's very powerful. It says, if you do not bring forth what is within you, what you do not bring forth will destroy you.[00:34:18] sarah: [00:34:18] It makes so much sense.[00:34:22] dane: [00:34:22] Yeah. That's from a book called the great work of your life as a phenomenal book work of your life. Yeah. I'll put a link to it and there's a page and he goes, start from zero.com forward slash, all N, a.[00:34:33] L, L. I. N. I'll get you the link to the correct book on that page. I've got a list of all the good books to read on that page. All the good courses that you could buy if you need to, and all the good software tools that you want to learn to become acquainted with and. If you were all in, like if you stop looking for one book, one course, one method, one means of success, and just went all in, what would that look like?[00:34:54] And that's what that page demonstrates. And so I'll, I'll put that book on there as a important read because it turns on the soul in a way that can't turn off. I[00:35:02] sarah: [00:35:02] think that's actually a book on the list of things when you're looking at discernment, if you want to go into priesthood, because I think I've seen it before.[00:35:12] dane: [00:35:12] It's a work of art. The books, a work of art. Good job today. Do you have anything else? Any other questions?[00:35:18] sarah: [00:35:18] No. Thank you and thank you for being vulnerable with me. I feel really honored to have been a part of that and I appreciate you taking the time with me today. I think it was really powerful.[00:35:27] dane: [00:35:27] You're welcome.[00:35:27] I completely believe in you.[00:35:29] sarah: [00:35:29] Okay. Good[00:35:31] dane: [00:35:31] job. So for years people have been asking me, what's the big secret? How do I do this? And the answer is simple. My life took off when I had mentors. Too many people try to do this stuff alone and get stuck and give up. Listen, if you haven't succeeded in business or entrepreneurship yet, it's simple.[00:35:48] You haven't failed enough yet. You haven't been around enough mentors yet. If you combine failure with mentorship, you will fly. I someone say, why are so many people so more successful than me? How come [00:36:00] I can't get this right? And they said, well, how many times you failed? He's like, wow. A lot of times I'm like, have you failed more than 10 times?[00:36:05] He said, no. I was like, you haven't failed enough yet. You haven't been around mentors enough. Yes, failure is how you learn. Michael Jordan has missed so many game winning shots. You've got to get out there and fail and how are you going to do that if you're all by yourself, all alone, beating yourself up in your own thoughts?[00:36:20] Listen, I'm going to give you access to my board of advisors, my board of advisors that I talk to sometimes every day. I'm going to give you access to them every month. Live free to ask questions and get your mindset on straight. They're going to ask you questions that are hard for you to answer. Those are the kinds of people you want in your life.[00:36:37] You're also gonna get access to not only the board of advisors, but my entire community, the start from zero community, all the entrepreneurs that are practicing these things, building these businesses. You'll get access to this community and miss board of advisors and much more with the new program we've launched called start from zero.com forward slash starters and you can see how you can get access to it.[00:36:59] My board of advisors and ask them anything you want monthly, you'll get automated accountability to stay focused. You get a community of other people, all building businesses with the start from zero methodology. And guess what? You get kicked out of this community if you do not take action. So it is serious people.[00:37:16] So if you'd like access to that information about that, go to start from zero.com forward slash starters and it's about time that we get together and strengthen each other and fail together and pick each other back up to. Together and show each other each other's blind spots and ask the hard questions and drive each other to that golden finish line of a business that you don't have to work in a business that provides freedom.[00:37:40] So you can sit around on a Tuesday and watch HBO if you want. All right, start from zero.com forward slash starters. [00:38:00]

[00:01:12] So today I'm talking to Chelsea. Chelsea, where in the world are you?[00:01:15] Chelsea: [00:01:15] I'm in Los Angeles, California.[00:01:18] dane: [00:01:18] What's your big goal today for this call?[00:01:20] Chelsea: [00:01:20] A big goal today is to help me zero in on becoming more visible.[00:01:26] dane: [00:01:26] How do you feel when you say that?[00:01:28] Chelsea: [00:01:28] I feel nervous. I should give you a little bit of a background on me is that I am an actor.[00:01:34] I have been an actor for a long time. I've been a performer and a dancer and a standup comedian and dance company owner and traveled all over the world. And then the thing, and. When I went through my different cycles of awakening for the last seven years, being a part of that industry and I was successful, I had a lot of success.[00:01:57] I did it really well, and going into [00:02:00] those rooms started to feel really toxic, like on my actual skin. Like it started to just not feel good. There's so much comparison and competition and blaming and shaming and wow. And in those rooms, it was just too challenging while I was negotiating with so much internally and spiritually to show up like that.[00:02:20] And so I have my own. New relationship to discover with being seen, and I'm very aware that in the last five years specifically as I've been really working with people really end up me really putting myself out there hasn't really happened because I believe I have this interesting block with putting my creations out in the public.[00:02:41] I have had a lot of luck with energetic marketing, so I haven't needed to really happen[00:02:48] dane: [00:02:48] and energetic marketing. Well, look,[00:02:52] Chelsea: [00:02:52] it's also vibrational alignment to just receive clients that are in vibrational alignment. So I haven't needed to like make Facebook ads or feel like I need to be posting every day or doing Facebook lives like I did when I first started doing this work, and then I fell out of it because it felt so inauthentic.[00:03:08] It started to feel way too coachy for me personally in a stereotypical sense. No offense, but like it just started to feel. Not authentic. So I dropped out of that. And then since then, as I've been allowing spaciousness for me to really feel what is authentic for me and really come home as I keep having these different pops and layers of pier, I call them pups and different layers of awakening or however you want to phrase that or look at that.[00:03:32] And as those have been churning and I've been allowing time for integration and for me to be really present with my clients and with myself and really feel that and do my deeper work, it hasn't felt appropriate for me to be like, Oh, and like, by the way, by living by the moon and I don't have a way yet to do that.[00:03:49] That feels really good. Yet I have the strong desire to be seen and to be using my creativity. I'm also like a painter and I want to be dancing and I channel when I dance and [00:04:00] I want to be sharing that and I have this resistance and I know that it's coming from an old paradigm, an old framework of relating to showing up in that way from a place of like, look at me coming from a place of, I can do this.[00:04:14] Rather than a place of sharing, offering, just being present too. And it is as easy as me just doing it and I know that, but I'm still having this resist, like it's an interesting mental loop. I catch myself and it's not often that I have this much trouble pulling myself into another house.[00:04:35] dane: [00:04:35] Do you feel willing and able to kind of go down a little bit more of a vulnerable trajectory.[00:04:40] Chelsea: [00:04:40] That's how I live. Let's go.[00:04:43] dane: [00:04:43] What felt inauthentic about the Facebook posts[00:04:47] Chelsea: [00:04:47] at the time, I was dating like a bigger coach, and that was as I was starting to come into this work, like leaving acting, and so I had such limited reference points. For that entire world of like the healer and the coach and all of that, that I really took on a lot of his tools, which aren't bad at all, but I took them on as like, Oh, this is the way you do it.[00:05:09] I was also young and naive in a lot of ways, and so I just was like, okay, cool. Like I'm just going to do it like this now because that's the way we do it.[00:05:18] dane: [00:05:18] So long ago,[00:05:20] Chelsea: [00:05:20] this is seven years ago.[00:05:21] dane: [00:05:21] So you got into coaching seven years ago,[00:05:23] Chelsea: [00:05:23] ish. Yeah.[00:05:24] dane: [00:05:24] Okay, so your big goal is more visibility in a way that is authentic.[00:05:30] Do you have revenue goals in mind?[00:05:32] Chelsea: [00:05:32] Yeah.[00:05:33] dane: [00:05:33] What are those?[00:05:34] Chelsea: [00:05:34] I love to be making minimum $20,000 a month from my healing work.[00:05:40] dane: [00:05:40] And how close are we? Where do we have to go to get there?[00:05:43] Chelsea: [00:05:43] Or half[00:05:45] dane: [00:05:45] halfway. Okay. And that's through the just natural organic process. So I have a book coming out next year, and one of the first things I teach in that book is that we don't get to decide what works.[00:05:59] It's [00:06:00] really important to teach this first because right now what you're doing is working and it's working without you even really working it. Hmm. So when I say we don't get to decide what works, it's almost like what works. Works without us. So if this is possible to remember, it's the difference between having a few balloons and why don't you just go and it blows up completely and then it just goes a full, it's off in the sky.[00:06:26] That's how good it is. There's one that you have to for awhile to blow it up, and then it just stays there and then the next day you gotta come back and, and that's what most people have. And then there's these balloons that you go and then the wind goes out right away. So then you're exhausted all the time trying to do it.[00:06:47] And there's an energetic response testing, if you will, like use dip your finger and then see if it goes boom. You know, you'd put a drop of water on something and see if it fills a glass. It's the same thing as a metaphor. So right now you have the blows up and goes off and works without you, and you did not get to decide that.[00:07:08] It's like what? That goes deep as possible. Like you did not get the choice in that. I mean, maybe you do great work and your clients refer, but you don't get to decide what works. Chelsea, so often what works is staring at us right in front of the face. And all we need to do is listen to see it. There is a danger because now you're like, okay, I want more visibility.[00:07:30] So yeah, Facebook ads, cause that's what everyone else is doing. I'll do billboards. Stillbirth definitely work. Oh, you know what? I'll write little mini adverts in the back of Cosmo magazine. Oh, you know what? I'm going to target people. Inside of Gmail because Gmail has advertisements around it. And any emails that talk about anything that has anything related to do with me, I'll have an ad show up for, which is actually a great idea, you know, or you know, all have YouTube videos that are 60 seconds.[00:08:00] [00:08:00] That talk about the struggle someone has and then tells a story of one of my favorite clients and invites people to have a discovery call with me and I'll have a YouTube video and it'll play at the beginning of other people's videos that I think if they're watching it, they'd be a good fit for me.[00:08:14] And I mean, you can do that in a day. You could pull up your iPhone from your car and be like, yo, like, what's one of the biggest, most unique issues that you help people with? Something kind of[00:08:24] Chelsea: [00:08:24] niche. I mean, I help people move out of their minds and limited belief systems into their bodies and breathing.[00:08:32] dane: [00:08:32] So that's an expert language. That's your language. What's their language? So there's an extra language in their language.[00:08:41] Chelsea: [00:08:41] Their language is I get out of my monkey mind and I feel and believe in myself and I can take action in my life.[00:08:49] dane: [00:08:49] So I'll give you example one a woman I talked to, a very similar, she's hypnotherapy, not very similar, but you know, she helps people stop smoking.[00:08:56] She helps people get over their fear of public speaking. She helps people leave the house. She helps people build habits to lose weight. So what are some specific problems that people come to you with?[00:09:08] Chelsea: [00:09:08] I'm really good with gas lighting. No gaslighting is so gaslighting. I mean, it's a pretty common psychological term these days.[00:09:16] There's like a trillion articles about it. It's kind of like a taught topic word now. I've been studying this for years, but now it's starting to be a thing. I don't know if that's a good thing or a bad thing, but gaslighting is. When someone pretty much denies your entire experience. So I would say like, Hey, you know, that woman just looked at me weird.[00:09:35] Anything from that small? And you'd be like, no, she didn't too, like felt really uncomfortable when we were just in that room. It'd be like, no, it didn't. So[00:09:44] dane: [00:09:44] yeah. So how many clients are you working with right now? Six. Okay. And what's one of their problems?[00:09:50] Chelsea: [00:09:50] One of them. A compulsive data.[00:09:53] dane: [00:09:53] Okay, great. Another one,[00:09:54] Chelsea: [00:09:54] self sabotaging their creativity.[00:09:57] dane: [00:09:57] Better explanation than that, maybe what result are [00:10:00] they not able to get on their own?[00:10:01] Chelsea: [00:10:01] Do their art.[00:10:03] dane: [00:10:03] Oh, their blogs. Creating their art. Thank you. Yeah. Next one.[00:10:07] Chelsea: [00:10:07] An ability to authentically connect to themselves and communicate and show up in any type of interpersonal relationship.[00:10:14] dane: [00:10:14] Try again.[00:10:14] Chelsea: [00:10:14] So lack of intimacy, lack of being able to create intimacy with self and other[00:10:19] dane: [00:10:19] closer, there's no way they would probably say that I'm looking to create an intimacy with myself.[00:10:24] Right? If you get a 5% chance,[00:10:27] Chelsea: [00:10:27] they are struggling with finding connection with anyone.[00:10:31] dane: [00:10:31] Okay. So sabotaging connection.[00:10:34] Chelsea: [00:10:34] Yeah, that's a big one.[00:10:35] dane: [00:10:35] What's another one?[00:10:36] Chelsea: [00:10:36] Yeah. Not access to feelings, like feeling completely numb.[00:10:40] dane: [00:10:40] Perfect. And the last one,[00:10:44] Chelsea: [00:10:44] self hatred.[00:10:45] dane: [00:10:45] Okay. So we're going to build a couple structures in your brain for all this stuff to rest in.[00:10:52] So most of the people that come to me that need help are what you would call a technician. Technicians very rarely have a passive or scalable or residual income because they're technicians. They get paid when they spend their time. The skill of a technician and technicians could be anything from a neurosurgeon to construction engineer.[00:11:15] If you'd like to get a free one on one with me and beyond this show, you can find out details@startfromzero.com slash podcast to a musician. And they're beautiful. It's not a negative connotation. Technician technicians have not yet built the structures of the brain to really create any sense of freedom and their business, and the way that they get the freedom is by starting to build the brain of an owner.[00:11:48] Or even you could say, entrepreneur. So the brain of the entrepreneur is obsessed with results and specifics. So self-sabotaging connection, [00:12:00] compulsive dating. Numb to your feelings. That's very attractive. If you wanted to be a billionaire or like even like a 10 millionaire, a hundred millionaire, the way you would get there is first by understanding the spinal cord of a business.[00:12:16] People that are listed as podcasts probably got this down Pat now, cause I say the same things in every episode. I really do. The same principles in the way of real business fundamental. The spinal cord is a customer that uses some kind of mechanism created by a technician to get a result. Now, I just told you, entrepreneurs are generally, the free ones are generally not in the technician role, so they're hiring technicians.[00:12:44] So that means they spend their time looking for customers and talking to them about results and putting technicians in place. So we could use an example of something I haven't done before. An avocado farmer, if you asked an avocado farmer what dream result they would want, they'd probably say a full, ripe harvest full of the best avocados without any waste, whether it's possible or not.[00:13:10] Similar story, dream result. So now I'm an entrepreneur. Since I've got this built so deep into my structure, immediately I would go to work, how to grow avocado, farm expert, avocado, farmers, expert, avocado scientists, avocado science, avocado, experiment, avocado, this, avocado that, and I start to put together a roadmap for how the mechanism could be created.[00:13:31] I'd hire the best genetic engineers of avocados. I'd figure out. I put this whole team together and I'm sitting here obsessed with the avocado farmer having a full ripe avocado farm. A recent business that I built. So I was tired of seeing people struggle to take action. So I built a business that helps people quickly unblock themselves by working with the deeper identity to then allow action to be almost effortless instead of having [00:14:00] friction.[00:14:00] But I'm not an expert at this really. I mean, I could say I'm close, but I don't have the training and I don't have, it's not my profession. So I hired a technician. Who has a metacognitive noticing practice that is the best I've ever seen. Anyway, I hired this whole technician and he created the content I give him.[00:14:21] In this instance, because of the work, he's doing a net 20% of profit and I take 80% I put the course together, I put the information out of him, I record it, I compile it, I organize it, I acquire the customers, I support the customers. I support the brand and all they do is the tech mission part. That's how I approach it.[00:14:43] I'm doing that very same thing with another model right now where we have, I talked to a one-on-one podcast actually, and I said, what's your dream result? What would make this irresistible to buy? So what I asked and he said, well, if I could quit my job, sure. And I said. Are you sure that easy? That simple?[00:14:59] He's like, yep. I was like, are you positive? He's like, absolutely. So now I started talking to people about, here's how you can quit your job. I found a guy who's quit his job, who works at home with his family and makes 20 grand a month on his bad months. His high months make 87,000 I'll make it a month.[00:15:14] And so I give him anywhere between a 10 to 20% profit depending on how much work I'm doing and how much work he's doing and he's teaching that. I found customer, I found result. I hired technician. Yeah. If you want to grow to the 10 million or 1,000,010 million billion, you have to stop being the technician.[00:15:35] You don't have to. It's possible. Like if you wanted to be a technician, you could build a YouTube channel, right. And get advertising for the new. But now, since your passion is working with people on their deepest trauma, as you said before, we recorded this call. I mean, being in a technician role, you still keep technician, but now you are really obsessed about customer end result.[00:15:56] So you got a customer, someone who compulsively dates.[00:16:02] [00:16:00] If you'd like to hang out with people reading the start from zero book, listening to the start from zero podcasts, listening to the book on tape and build businesses with them and do it with people together. Visit start from zero.com forward slash starters.[00:16:21] What result were they wanting?[00:16:22] Chelsea: [00:16:22] They were wanting to have self-respect and find one partner that really honors them and they feel that that relationship,[00:16:32] dane: [00:16:32] that's a good result. It's clear, right? Self-respect and an a partner that meets them all the way. Yeah. So now you put together iPhone videos and you hold your iPhone in your car and we'll give you some scripts, templates to follow.[00:16:48] But you could just as simply Google effective video advertising templates and look for them and plug your thing in. Cause once you understand the entrepreneur's mind is customer result and then mechanism can be learned outsourced. You just figure out what the mechanism is and learn it and then you're just like so abundant.[00:17:05] And this is a very felt sense of massive abundance because. You're no longer limited to your skill of expertise. So you've got a video and it says, are you a compulsive data? Right? Cause you're scared of someone seeing who you really are and you're actually compulsively dating when you really want to find one crate.[00:17:27] Girl. Well, I've identified actually three things that if you remember focused on and doing build, you can stop compulsively dating all together and I wanted to teach them to you for free on the phone. If you qualify to talk to me, click on this link to schedule a time with me and I'll be happy to serve you.[00:17:45] Now that's a YouTube video. And you've recorded on your iPhone, you log into YouTube, you Google how to run a YouTube ad. You figure that out. I said, I don't actually know how to run a Google YouTube ad. I would figure it out as I go. So [00:18:00] now you've got customer and result and these three things that we just made up in the video, right?[00:18:04] The three things to fix compulsive dating. Now you've got to run that ad and you're going to run it right in front of the pickup artist videos on YouTube. You're going to run them in how to sleep with women videos. You're going to run them and how to pick up girls at the bar, and you're going to wake up a few guys out of their trance to earn approval through sleeping with women and stuff, and maybe that's their path.[00:18:30] But you'll probably wake up a few of these men to speak with you. What's going on in your head? I was just landing.[00:18:36] Chelsea: [00:18:36] I mean, I know what you're saying. It's not like I haven't thought about that. Right. And this is part of like maybe a per more personal thing for me in like this current structure of life that I live at the bottom of the ocean.[00:18:49] So I think what, anything, what you've shared with me today. Is you're helping me understand that I actually have to, if I want to be more visible and I want to be able to get clients and that kind of wavelength, I need to shift the way that I hold what I do in terms of vocabulary, in terms of the way that I talk about it.[00:19:10] Because you're right, the expert language is actually the thing that's keeping me in a box that's not allowing me to actually connect with potential clients. In a deeper way, and it's also limiting me. And it's also an excuse I've used.[00:19:23] dane: [00:19:23] What's the one thing, if you would only pick one, that you'd want to talk to them about the clients, the clients you speak with when you speak with them instead of expert language, what would you talk to them about?[00:19:32] Like what do they care about?[00:19:34] Chelsea: [00:19:34] Effectiveness,[00:19:35] dane: [00:19:35] results, results. They don't really care about something effective. I mean, they would, if it gets a result like[00:19:40] Chelsea: [00:19:40] you want to be for me is the same thing. But I understand what you're saying. Yeah.[00:19:43] dane: [00:19:43] Results. Okay. Well, it may not be the same for a customer, right? I mean, effective and then you use it.[00:19:50] If it is, you use it because I'm more interested in what works and making sure you use results or effectiveness. But in terms of customer mechanism result.[00:20:00] [00:20:00] Chelsea: [00:20:00] Yeah, that is a three part system that I like. It's interesting. I know intuitively, but because you're actually putting labels on it and I can see it in a format and all of a sudden I'm like, Oh yeah, that makes sense.[00:20:11] It's very fascinating to me. I come from two parents that are CEOs. Like it's not a foreign concept for me to go into business land, but that is so simple that my very artistic mind is even like, Oh yeah, we can do that. Like, why haven't we done that?[00:20:28] dane: [00:20:28] That's so cool. Next thing is, so you have six segments now you have, so you have customer mechanism result.[00:20:36] Now you have customer pain solution mechanism offer. So compulsive datings customer pain is low self-respect, empty shallow connections on fulfilling relationships. Solution is high quality women. They can connect with mechanism, whatever that is, offer three months coaching at X price. Customer pain solution mechanism offer.[00:21:08] So let's do it for one of them because. We just created one advertising campaign on YouTube based on customer result. Right? You could do one for each and really, really grow your visibility, and you might have to try five to 10 different ads for one to land. Yeah. Cool. So what's one of the ones that speaks to your heart that you'd like to run through?[00:21:31] The example.[00:21:35] If you'd like to learn how to make money and you need a path to do it, visit start from zero.com and you'll see a whole context of how you can actually get started. There's a three phase process that you can go through. If you're a beginner, intermediate, or advanced, go there. It'll tell you exactly what to do, where to go, and how to get started, and you don't need money for some of the options.[00:21:57] And if you do have money, you can buy some of the other [00:22:00] options. It's all laid out for you with crystal. Clear clarity@startfromzero.com where do you go and what do you do? You'll find out there,[00:22:12] Chelsea: [00:22:12] I mean the one that keeps glaring at me is self hatred, just because that is actually a big one for a lot of people.[00:22:19] dane: [00:22:19] Great self hatred. I resonated with struggling with self hatred, so customer. Who's the customer demographic that this person is.[00:22:28] Chelsea: [00:22:28] He is 40 to 50 very successful and like knows that he can be and quote unquote should be accessing deep levels of joy and feeling and connection and is completely numbed out as no idea who he really is and just kind of goes through the every day wondering when it's going to[00:22:50] dane: [00:22:50] change.[00:22:51] So you just spoke your ad great. And it was recorded. So and keep that customer because they've got money. They're not going to waste your time. They're already successful. So they know how to take action with things. There's a lot of things embedded in that person that make them a great customer.[00:23:09] Successful with money is a very good customer cause you know, they take action, you know, they value their time. And you know, they're willing to spend. If someone's on successful and they don't have money, unfortunately, there's probably more to look at. It's a different pill to swallow. Oh yeah. So their pain, you mentioned.[00:23:27] So what's the solution?[00:23:28] Chelsea: [00:23:28] The solution is to move from the head into the body, which for me includes a lot of somatic work that includes working actually with establishing a connection to breath. That includes establishing a connection to source whatever they deem that to be. Whether that's[00:23:48] dane: [00:23:48] almost in mechanism.[00:23:49] Okay, what is solution?[00:23:51] Chelsea: [00:23:51] Solution is connection to self.[00:23:55] dane: [00:23:55] Good. So let's stay here. Being able to smile when they look at themselves in the mirror,[00:24:00] [00:24:00] Chelsea: [00:24:00] being able to smile. Period.[00:24:01] dane: [00:24:01] Customer, 40 50 successful pain, numb to life, self hatred. Don't know who they are. Disillusioned because they've achieved all this. And that solution is to be able to sincerely and wholeheartedly smile at their own image in the mirror at their own life they've created.[00:24:20] You can talk to your client and ask him, I say, what's his dream result? What does he want more than anything? And he might just say, I just want to feel my life again.[00:24:28] Chelsea: [00:24:28] Yeah. He wants to feel[00:24:30] dane: [00:24:30] it's a great solution. Be able to feel, so we went to the customer to find this out. We don't get to decide what works.[00:24:36] We just let what works work.[00:24:38] Chelsea: [00:24:38] It's like reverse psychology of the whole system. I see what you're doing. It's super cool. I just hadn't never thought about approaching it that way. I'm sure you're aware of.[00:24:49] dane: [00:24:49] I know. Yeah. We have over 15 millionaires that I've taught. They did it in like four years time, and a lot of them were employees, you know, and those are 15 that I can count.[00:24:59] I think there's more now and they're off doing their own thing. They're hard to get ahold of, but it's so free. They can't speak with me. And it only takes like these initial seeds to kind of like let them take off. It seems to be the missing thing. It is a big shock that I would have ever had anything to do with something like that and that I would have ever done something this with how much I doubted myself and how much I was scared when I was starting to be in this situation.[00:25:24] Now, I do often feel sort of unworthy of. The greatness that kind of comes through me, that I give to the world. Oh man, this is who am I to give this? And at the same time, it hardly stops me. There are elements that does, but our voices don't have to stop us is what I'm saying. I'm kind of saying this with listeners, so, so much for you, and I might actually be dodging your compliment.[00:25:48] I'll receive your compliment.[00:25:53] Chelsea: [00:25:53] Okay. Okay.[00:25:57] dane: [00:25:57] Took my well throughout, I was doing[00:26:01] [00:26:00] receiving compliments. You saw it here, folks. You saw what it's like to avoid one, so customer pain solution, be able to feel life again. Mechanism. Now you can do. I'll try and do it for you. So keep it simple and you see what you think mechanism is to use breaths, reestablish a connection with the body, and to stay with the body until it's free to live again.[00:26:24] Chelsea: [00:26:24] Well said.[00:26:25] dane: [00:26:25] Okay. And the offer, three months coaching.[00:26:28] Chelsea: [00:26:28] Yeah. Yay. There'll be more, but yeah, for now.[00:26:31] dane: [00:26:31] Well, I mean, it could be less. It could be two month coaching with five people at once.[00:26:34] Chelsea: [00:26:34] Yeah. But I found that at least the way that I work, three months is the minimum that I need to be able to have results as we were discussing results.[00:26:42] dane: [00:26:42] So when you said it could be more, what were you referencing?[00:26:44] Chelsea: [00:26:44] I was referencing that for, I mean, the amount of different containers that could come through that I can feel into that could be possible are many. So I mean, for the sake of this call, yes, that's currently where I'm operating, but that could be six months.[00:26:58] There could be years.[00:27:00] dane: [00:27:00] Cool. So this new customer is going to be another video. I'm picking video for you because you did acting. Comfortable on camera and you'll have a good presence with these videos. But if someone else wasn't like naturally, like someone want to be on camera, I might have them do like Facebook stories, like written stories on Facebook, but that's why I'm recommending this for you.[00:27:21] So it's not like, Oh, everybody go to YouTube videos. It's like. If you have an inclination to be on camera, do it. If you don't, don't, unless it's part of your mission and get over it to what you need to do to, you know,[00:27:32] Chelsea: [00:27:32] call me,[00:27:33] dane: [00:27:33] call Chelsea called folks. I help with this kind of thing. Okay, so now the video, it comes on and it's you like looking like you're talking to someone and it's like, okay.[00:27:43] You know, the great disillusion that with men and society today is to think that once they've achieved, once they've built the life, then things will get better. Then they'll feel. But what happens is we often are leaving our men behind because they ended up building these remarkable lives, but then they can't feel them.[00:27:57] And what's one of the hardest thing for a man to [00:28:00] realize. Is that underneath all the success there might be the smallest tinge of self hatred and self hatred can be at the root of a lot of things. And so I just have a compassion to wake up men to how beautiful they are. And if this speaks to you and you're ready to feel your life again, and you're ready to feel all the success you've built, I'd love to speak with you.[00:28:16] Click on this link to schedule a call with me. That's your YouTube ad. Yeah. Cool. But that one's a little bit different. It's like, I mean, you could do that straight on the camera speaking straight to it. That'd be a little easier with the iPhone. You could do it.[00:28:31] Chelsea: [00:28:31] That visual actually feels a lot better to me.[00:28:34] dane: [00:28:34] Yeah, sure it does. And if you wanted to test it with an iPhone and looking at it first cause it's quick, and then that works, and then you can beef it up and do the other one first. So you're optimizing for speed. Cool. Now, you mentioned at the beginning of the call block, maybe a block with this, and I asked if you wanted to get vulnerable and you said yes.[00:28:53] And then I actually felt that might not be needed to do some work with a block, but give you something so specific that you were able to take action with,[00:29:02] Chelsea: [00:29:02] dear. Right. It's not a block as much as it's lack of clarity on steps, which is what you just gave me.[00:29:08] dane: [00:29:08] That's good cause I was like, Oh, we're going to have to be vulnerable.[00:29:10] But then[00:29:11] Chelsea: [00:29:11] yeah, the vulnerable bits are already done. I feel for me, we're unraveled in here. It's just the actual tangible 3d like, Oh, this is how we live. Cool.[00:29:21] dane: [00:29:21] Good. Do you have any questions for me?[00:29:22] Chelsea: [00:29:22] No. I'm really excited to listen to this back, like reap all of this and to really put it into action. So thank you so much.[00:29:31] That simplicity is. Such a welcomed breath of fresh air. And especially for someone like me who does consider themselves way more of a healer. A lot of this stuff feels stuffy and doesn't feel like heart-centered. And even though I'm aware that as a business woman, I can't just like live in that like pushy Mimi space.[00:29:49] I need to like. Go in and do my work. The simplicity of that I keep saying, but it provides a platform for me to exist on that feels authentic, yet supports my business.[00:29:59] dane: [00:29:59] Wow. [00:30:00] Wonderful is all you're welcome. Good job today. So for years, people have been asking me, what's the big secret? How do I do this? And the answer is simple.[00:30:08] My life took off when I had mentors. Too many people try to do this stuff alone and get stuck and give up. Listen, if you haven't succeeded in business or entrepreneurship yet, it's simple. You haven't. Failed enough yet you haven't been around enough mentors yet. If you combine failure with mentorship, you will fly.[00:30:26] I had someone say, why are so many people so more successful than me? How come I can't get this right? And they said, well, how many times you failed? He's like, wow. A lot of times I'm like, have you failed more than 10 times? He said, no. I was like, you haven't failed enough yet. You haven't been around. A mentor is enough.[00:30:39] Yes, failure is how you learn. Michael Jordan has missed so many game winning shots. You've got to get out there and fail and how are you going to do that if you're all by yourself all alone, beating yourself. In your own thoughts. Listen, I'm going to give you access to my board of advisors, my board of advisors that I talk to sometimes every day.[00:30:57] I'm going to give you access to them every month, live for you to ask questions and get your mindset on straight. They're going to ask you questions that are hard for you to answer. Those are the kinds of people you want in your life. You're also going to get access to not only the board of advisors, but my entire community, the start from zero community, all the entrepreneurs that are practicing these things, building these businesses, you'll get access to.[00:31:19] That this community and this board of advisors and much more with the new program we launched called start from zero.com forward slash starters and you can see how you can get access to my board of advisors and ask them anything you want. Monthly, you'll get automated accountability to stay focused.[00:31:35] You get a community of other people all building businesses with the start from zero methodology. And guess what? You get kicked out of this community if you do not take action. So it is serious people. So if you'd like access to that. Information about that. Go to start from zero.com forward slash starters and it's about time that we get together and strengthen each other and fail together and pick each other back up together and [00:32:00] show each other each other's blind spots and ask the hard questions and drive each other to that golden finish line of a business that you don't have to work in a business that provides freedom.[00:32:10] So you can sit around on a Tuesday and watch HBO if you want. All right, start from zero.com forward slash starters.

[00:01:12] So today I'm talking to Kathy. Kathy, where in the world are you?[00:01:15] Kathy: [00:01:15] I am in beautiful Sarasota, Florida.[00:01:18] dane: [00:01:18] All right, well, this little human there in Sarasota.[00:01:21] Kathy: [00:01:21] I don't care how good it is. It was a blessing to live here. I've been here 25 years. I grew up in Rhode Island. I don't like snow or cold.[00:01:31] dane: [00:01:31] Good. And you're, you know that and you have no guilt or shame about it.[00:01:35] You're live where you live. That's right. That's very important. When you find that authentic voice that's just so honest and you're like, yep, I no longer care what people think. This is what I want. That's a special woman. And there's also something pretty special about this podcast. Can you tell folks that are listening, how we know each other?[00:01:51] Kathy: [00:01:51] I knew of you when I first heard about paperless pipeline and myself and my assistant at the time. We were [00:02:00] beta testers for paperless pipeline. So we were very involved in the building process of it and then utilized it for years afterwards.[00:02:09] dane: [00:02:09] So that's wonderful. And so I didn't know this. People listening as she got on, she said, I know you because I was a beta tester for your software product.[00:02:18] PayPal is pipeline, which has passed its 10th year anniversary. It's still going along nice. And so it's an honor to have you here. And also just for folks listening. For you to hear how happy one of my customers was in working with me. Did you feel cared for Kathy?[00:02:36] Kathy: [00:02:36] I have to say that my perception assessment and the reason why I even continued to follow you all the years after pipeline was that.[00:02:46] You were brilliant. You had a way of, even as you grew your[00:02:50] dane: [00:02:50] product,[00:02:51] Kathy: [00:02:51] making your end users still feel like you matter and you are important. Many people as they grow, lose that.[00:03:01] dane: [00:03:01] Well, I did lose it a little bit and it came rushing back when I got hit in the face.[00:03:05] Kathy: [00:03:05] I don't know. In my mind, I'm like, whatever Dane touches, I want to know what it[00:03:10] dane: [00:03:10] is.[00:03:12] That's so sweet. Thank you. Thank you. You know, when I say I lost, I probably still had it in comparison to others, but to the degree, like. I care so much about the people that I work with. I had one of my very first customers was a real estate broker in Texas. He's one of my first 50 customers, and you know what?[00:03:31] I called him the other day just to say hi after not talking for eight years, and it had been 12 years since we worked together and I called them to say hi and say thank you. And to say thank you for believing in me. Thank you for buying my product when I was so young. Thank you for referring me to the customers you did.[00:03:47] I still think of you. I think if you fondly and get even emotional as I talk about it, just thank you for believing in me. Like an entrepreneur's first. Customers are almost like a first boyfriend or girlfriend, you know, we know them by name. We're [00:04:00] so grateful they take a chance on us. So I called him to tell him that after like 10 years, just to say thank you.[00:04:04] And it felt so good. And you know, he had had some doubts in his life and he had questioned a few decisions that he made and he was having a human moment where he's questioning if what he did mattered. And it just meant so much to him to hear from me, to say thank you and. That's the kind of connection that if you have with people, makes your businesses so much fun to run.[00:04:24] Kathy: [00:04:24] And that's exactly how I feel about each person that I have helped buy or sell a home as you would just talking. That's how I feel about everyone I've worked with. To me, that's the rewarding part. It truly is. And to hear them come back to me and say. We wouldn't be in this house if it wasn't for you, Cathy, or that's what makes it all worthwhile.[00:04:46] I'm celebrating my 20th year in real estate. It doesn't seem like 20 years.[00:04:52] dane: [00:04:52] Wow. So what's your big goal for the call today?[00:04:55] Kathy: [00:04:55] Honestly, when you put this out there, I'm like, yeah, anything you do I want to learn, I want to be a part of. And I'm like, what do I want to do? Do I want it? I have ideas for going in a different direction with my real estate, but I also have ideas for different business I want to do.[00:05:09] So.[00:05:10] dane: [00:05:10] So you knew there was something you wanted with this call and you're willing to book it to see what might happen? Yes. Okay. If you knew you couldn't fail and there was something that excited you to no end, you're like, wow, I could get to do that. Do you know what that would be this year? Yes,[00:05:31] Kathy: [00:05:31] and I now have a look at anything like, I'm going to fail.[00:05:34] dane: [00:05:34] Okay.[00:05:35] Kathy: [00:05:35] I don't fail. Failure is not an option. So one of my passions has been nutrition and simple nutrition because I've lived it myself. And then I found myself stumbling into it with other people and helping them just to understand basics and make it easy and dumb it down to them and say, maybe you want to switch this for this.[00:05:55] And I'm like, is there any way I can turn this into a business? I'm passionate about [00:06:00] this because. I lived it and I enjoy that. I helped my niece who had high blood pressure, cholesterol, diabetes. Just give her ideas, but different ways to make things so it helped make her healthier. I think what I'm learning from people is.[00:06:17] We have a lot of information throughout. We are definitely in the information, like throw it all at us in our heads, spin 5,000 miles an hour, but something simple and say, okay, great. You like to eat this. Why don't you try this instead? Because you're going to feel[00:06:30] dane: [00:06:30] better. Okay, perfect. This will be a wonderful call.[00:06:35] So I'll give you a way to start this from zero effectively, and I can't wait to teach you about this, like really fundamental business principle that. I call it the spine of a business. And if you get this right, you can pretty much build anything you want on top of it. It also insulates you from your business failing because you can change and iterate it, and it's just one of the most harmonious ways.[00:07:02] And when I say harmony, I mean like a full on rich cord and all of its beauty ways to build a business. And I'll give you some examples, and since I've talked about this in so many other episodes, I'm going to just introduce it a little differently again so people can get a different flavor for it. You can build a business at light speed, like really fast, like days, weeks, like if you just focus on the things that make a business a business.[00:07:28] And a business becomes a business. The moment you get your first paying customer, not the moment you get the idea. Not the moment you buy the domain, not the moment you make a logo, not even the moment you buy your first location and move your furniture in, not the moment you declare you are a corporation.[00:07:44] A business exists in my view of the world. As soon as you have that first customer paying for it, so you'd be surprised. Customers will pay for things that have no names, no business names, no branded email addresses. I built my software company to probably [00:08:00] half a million a year in revenue off my personal Gmail address because I was so intentionally lazy and not getting a branded email.[00:08:07] Cause I knew people did. It didn't matter because I, that's a real estate broker said, Hey, do you care if my email is a Gmail or a branded email or do you care if you get a great result. Like, I really just want a result, Dane, I don't care what your email looks like. If a business begins when the customer pays, then this can eliminate all the anxiety around business because now what we do is we reduce ourselves down to zero and make our customer up to a hundred and so we don't exist.[00:08:33] The customer exists at a hundred and then we just listened to them. And then with that listening, we use discernment. But you'd be surprised in areas that you're not listening where you think you are, because there's usually a spot. And the unfortunate truth that I've come to realize is that. If there's an area that you're being talked to and you're not listening, it's generally fear and likely unconscious pride.[00:08:57] Like you don't know. You're too proud to listen, but you just don't. And once you address unconscious pride, you look at it, you're like, ah, you realize it's really uncomfortable. They listened to probably what they're saying because it's either too simple or you don't want to do it. Or like the truth of the matter is, I've got this advanced sort of level of technical knowledge and building software companies and this advanced level of business knowledge.[00:09:19] But I could probably make a hundred million a year if I wanted teaching senior citizens how to use the internet. You know, like how to type in a domain. What happens when you forget your password. Like my friend has a website and his literal most popular page on his website is forgot my MSN password.[00:09:40] That forgot password is below the login button and senior citizen folks that use MSN or whatever demographic uses MSN is generally tech illiterate. So you open up a tab and search what to do if I forgot my MSN password. So he makes loads of money on advertising by solving this real simple problem because he's [00:10:00] listening.[00:10:00] If you'd like to get a free one on one with me and beyond this show, you can find out details@startfromzero.com slash podcast. So now notice, watch this. If you think that, Oh my gosh, they don't know the forgot passwords below the login button, or they have to go and search if you have any judgments or you think they're stupid, that is your unconscious pride.[00:10:24] That's your unconscious arrogance judging another human for not being where you are and that is your loss of wealth. You just lost all that wealth. I've actually got a friend, he, well, he's not a friend, he was in a mastermind group and he was one of the first guys that made all these advanced flash games, flashes, sold technologies like Coca Cola would contact him, pay him like 50 to a hundred grand to make these cool interactive.[00:10:49] Advertisements with flashy, click the button and shoot Coke into a basketball hoop and whatever. And he makes his passive income off of a little book that does teaching your citizens how to use an iPad. But he was so frustrated by that cause it doesn't actualize his intelligence that high. But what people want with something so simple.[00:11:07] So what's a state? This again? Someone forgets their MSN password, the forgot passwords below the login button. They don't see it. They go type in, you have judgments of that person. That's your lost wealth. That's your lost income. And I have this happen to me. I'm human. People ask me for things. I'm like, that's stupid.[00:11:24] And then I see a business built around it later and I'm like, Oh crap. I wasn't listening. I wasn't listening. So if a business begins when the customer is found and pays for, then all we need to do is find your first few customers. The next thing now customer has. And it's very important. So you have customer is the result that they want, and it's only that.[00:11:45] It's really only that yes, you're a positive experience while they get the results. So it's more than only. Like if you could transform how you want to think about business overnight, you want to think of it as customer and result. And now the spine, the way you build it at light speed, as [00:12:00] you have clear customer, clearly defined customer, and then you have clearly defined result.[00:12:05] These are the two elements. Not your name, not your logo, not your brand, not your website, not your incorporation, not your team, not your employees. Clear customer clear result, you're aligned to that. Those take up 95% of your mental bandwidth. Right now you're talking about a nutrition thing and the nutrition thing is likely taking up a lot of bandwidth in the mind.[00:12:25] Like that's what you're thinking of. How do I turn this into a business? How do I use my ideas? How do I use my food stuff for nutrition stuff to start something? And so naturally the brain just automatically starts to grow all this mental real estate when it's not about nutrition. It's about a clear customer that wants a clear result, which is they want to lose weight, they want to feel better, they want to have more energy.[00:12:44] These are the things that they're thinking about. But your thinking about nutrition. So what happens is you start now aligning nutrition to result and you become very ordinary about talking about result. Like, Hey, you'll lose 10 pounds in a month. It's more ordinary than like 1500 calories to 1100 calories from this to no carbohydrate to like this.[00:13:04] So like these fatty acid, like all these things are. So tantalizing. But then you just say, yeah, you lose 10 pounds in a month. It's so clear. Customer clear result. Then once you have a clear customer defined and you know the result they want, then you bring in a very clear mechanism to deliver the result.[00:13:24] So where you become entrepreneurial, where you really start to blow up your impact and wealth and excitement is when you realize that as an entrepreneur you focus on clear customer clear result. Then once you have those two, you bring in experts to create your mechanisms for you. Elon Musk isn't building his cars.[00:13:42] Elon Musk is in building his spaceships to go to outer space. He's like, I want to go to Mars hires team to do it. I want to build cars, hires team to do it. And so this massive leap, it can happen in entrepreneurship when you're like, okay, customer result, higher out mechanism, because what you're doing right [00:14:00] now is not wrong.[00:14:00] In fact, it's very natural. You're looking to your skill and expertise to create a business from what you've done for 20 years. You sell real estate. This is my level of expertise. Well, how did I get into software at 22 years old and build software products for real estate brokers to recruit agents and build transaction management software that was so successful without ever running a real estate office?[00:14:20] How I do that. I was 22 they're like, we'll solve your own problem. I don't have any problems. I'm 22 well, use your experience. I don't have any experience. What did I do? I obsessed with the customer. I obsessed with the result I hired mechanism. That's how I go into spaces and that's why business is one of the most exciting things in the world because now you're not limited to your expertise.[00:14:39] You're limited to how well you can listen to help people. So it's so fun. Like it's so fun. Like I sit with my pregnant girlfriend and who's no longer pregnant. I am officially a father. Right. But so, yeah. Thank you. And I sit with her and I asked her about, you know, what is her most present problem? She talks about her nausea and I go through a five question process.[00:15:01] To pull through and we get to a result that she wants, which is a little droplet she can take to help with her nausea. Now I've got a whole business. I could start clear customer, pregnant woman, clear result, cure nausea. Now I can go hire acupuncturist. I can hire a naturopathic doctors to create some concoction to help with nausea.[00:15:17] I'm not an expert at nausea. So the thing is, and I'm starting to say this more often, but I want it to be said again here. Is that what you are right now is generally you're a technician. You're expert in gift. That's something you could be a brain surgeon and still be a technician because you're trading time for money in some fashion.[00:15:33] You use your technical skills to trade time for money. Well, if you're a technician, you happen to write a book. Now you've got a little equity. You've got a little passive income because it's a book that works without you, but you're still operating a technician capacity. So the reason I have so much wealth and freedom is because I'm not a technician, but I had to rewire my nervous system around this.[00:15:52] And so what happens is, so technician will trade time for money and entrepreneur. They trade time for freedom. That [00:16:00] freedom is a technical term called equity. So every single day I build equity. And so at the end of each day when I lay down and go to bed, I asked myself like, you know, was I happy? Did I'd love, you know, these things are things.[00:16:11] And also I asked, did I build equity? And if I answer no, I get very sad because every single day I want to be building equity in something. So right now I'm recording this podcast with you. This podcast will go on. Someone will listen to it. It's equity. It works without me. Equity is something you work to build that can work without you.[00:16:28] Equity is ownership in something. Equity is much easier to build than you think. So equity could be a blog post that you write at the end of the day. It's something that you create that lives without you or someone you hire an expert to create that you own because you hired out mechanism. So technician to entrepreneur, entrepreneurs, clear customer, clear result, hire mechanism.[00:16:47] Technician is, what's my area of expertise? How can I help someone in this area of expertise? No real thought to customer, no real thought to result. So before we go on to making this business a reality, that's part of our starting point, and this is when entrepreneurship has this playground that's easy and fun and nourishing.[00:17:08] Got[00:17:08] Kathy: [00:17:08] it. You don't have to have all the knowledge if you feel it that you are a technician.[00:17:13] dane: [00:17:13] Got it. Yeah. Having the knowledge, it can be a disadvantage cause it makes your brain automatically jumped to details that don't move a business forward. If you're an optometrist, you think about how the retina works before you think about a clear customer and how to get them a clear result.[00:17:26] People want to see they don't care about their retina. I want to see clear. Tell me what's going on with your mind right now[00:17:32] Kathy: [00:17:32] because I'm just realizing that. It really has nothing to do with exactly what I even began talking about. It's like it doesn't matter that you had this. It's like it's really about, okay, finding out what is it that people are saying they need or want[00:17:48] dane: [00:17:48] or[00:17:49] Kathy: [00:17:49] and fulfilling that.[00:17:51] I don't have to know a darn thing about whatever it is. I just have to know how to get the right people to put it all together and make it happen.[00:18:00] [00:18:00] dane: [00:18:00] Yep.[00:18:00] Kathy: [00:18:00] That's all it is. I don't have to be the[00:18:02] dane: [00:18:02] expert. No thanks. It hurts you if you are hurts[00:18:07] Kathy: [00:18:07] me. If I am the expert,[00:18:08] dane: [00:18:08] I can. It's more likely[00:18:11] Kathy: [00:18:11] because you tend to, yeah.[00:18:13] You start taking it too personal and saying, no, it needs to be like this and. This is my vision, and you remove all of that. Okay. I like[00:18:22] dane: [00:18:22] this. What do you like about it?[00:18:24] Kathy: [00:18:24] I could have 50 bits of[00:18:29] dane: [00:18:29] what I like. Because your heart is to help people. Yeah. I[00:18:33] Kathy: [00:18:33] want to create my freedom. I need to create my financial freedom.[00:18:38] dane: [00:18:38] And you do that by building what, yes, you're doing good. And you know, at the end of every day you asked, did I build equity today?[00:18:46] Kathy: [00:18:46] Okay. I just have to put the pieces together. It's really what it is.[00:18:50] dane: [00:18:50] Yes. It really helps to have the proper orientation of business, you know? And people think that when they're a technician, they can finally be in business. But you can finally be in business when you're actually able to generate a result for someone. And you don't have to be the one. You have to have a paying[00:19:06] Kathy: [00:19:06] customer.[00:19:08] You have a paying customer.[00:19:09] dane: [00:19:09] Yeah. That's in your business. You're officially in business. So this can be really difficult and it will probably become increasingly difficult for younger generations that are really uncomfortable with human to human intimacy because they're on Snapchat or Facebook. And. And I've been someone who struggles with human to human intimacy.[00:19:25] I do really, really well at the beginning. I'm really nice and really open and excited. And then as people get to know me, like I notice unconsciously I start to close down and I get all this fear. And so I work on that with, you know, coaches or therapists and things like that, so I can stay in intimacy with people.[00:19:39] So, you know, the technician comes up with the idea. Oh, this is my idea. This is my cool thing. And the entrepreneur looks at customers and what results they want and hires technicians to create ideas. So like for example, if you're now going to move to entrepreneur realm and start talking with folks, that's going to require intimacy, that's going to require a human to human [00:20:00] contact.[00:20:00] If you find human to human contact, difficult. I recommend hiring therapists and coaches.[00:20:09] If you'd like to hang out with people reading the start from zero book, listening to the start from zero podcast, listening to the book on tape and build businesses with them and do it with people together. Visit start from zero.com forward slash starters.[00:20:27] And I find that actually using a therapist. For business issues. Is it ridiculously high ROI? For example, people have this asinine belief that they can't hire someone because they'll take money from them or they won't do as good of a job, or they'll have to micromanage them, et cetera, et cetera. So they have trust issues and they can go to a therapist about hiring an employee.[00:20:51] If you were going to a therapist and get help with your blocks or on hiring people. You can build a multi, multimillion dollar business because you have teams and you're like, Oh, teens are going to have to babysit people and manage people. It's like that's all BS in your head. I have employees I don't even ever talk to cause I hire such wonderful people that they just do stuff without any guidance at all.[00:21:10] Right? So it's an example of how you use the higher therapist. So people listen to, if you feel fear of talking with folks, if you have social anxieties and things like that. Get into therapy, get into a coach, get heal with that. So you can sit with someone, cause the joy of being next to someone and finding out what their pain is and then hearing what result they want and having it be so clear and so ordinary compared to whatever you're thinking.[00:21:30] Like it's so liberating. So here's what we do now. And real estate, if you had a clear customer and you were clear on the result they wanted and it was more general than what they want, a home, you know, or you know, you ask an agent, who is your customer? Like my customer is anyone that wants to buy and sell a home.[00:21:46] Right? It's like, well, okay, you probably barely eat by a hundred grand a year with that niche, if at all. So then you come to another realtor and you see what's your clear customer? They're like, actually. I'm a realtor for dog owners. I specialize [00:22:00] in helping find homes that are dog friendly, that have yards that are already fenced in, that lend themselves to having a dog in them over years.[00:22:06] Or the family's still happy because there's a lot of different considerations for a home when there's a dog. So because they have a clear customer now, they can go on Facebook and they can run advertisements to anybody that likes anything about dog food that anybody ever uploads a dog with and say, I'm the official realtor.[00:22:23] And they probably would have a dog as well if they love dogs as much, but they don't have to. You don't have to have a dog. But I love dogs and I love helping homeowners with dogs. In fact, I've actually written a little five page book on how to find the perfect home that keeps you and phyto happy, you know?[00:22:37] And it's called keeping you in Fido. Happy the five questions you asked before you ever buy a home with your dog. And then like, that's a little free book. And so the realtor now advertises towards anybody on Facebook that has a dog in the area, and then they advertise to how to make sure you and fight over happy with your home.[00:22:53] And now all of these people are now requesting this book. When they go in and request the book, it's all about the customer. So the customer says, what kind of a dog do you have? Cause the person loves to talk about their dog, you know, Oh, what's your dog's name? Right? It puts the name in the lead capture form.[00:23:06] What kind of dog breed? Type it in. What's the dog's name? How old, you know, what color is it? Underscore? I just want to know about your dogs. It's so fun. Like that's listed on the form. And then say, what's your timeframe to purchase a home? Three months, six months, nine months, a year, two years. They can fill it out so.[00:23:22] They know, and they don't have to be pushy because most realtors and most leads are like nine months out from purchase or something like this, but you get buying intent and then you have their name and email and say, where can we send this free book to? And they send this book to, and then it's a five page book.[00:23:38] And then if they say three months or six months or nine months, the sequence has at two months in, you send an email and said, Hey, you told me that you were thinking about buying a home in about three months. And so it's about 30 days out from that. I just wanted to check and see if that's still right for you.[00:23:51] If it is, hit me up. And that's all the email says. If it's six months, five months out, you say, Hey, and now it's all about the customer, and this would absolutely [00:24:00] swatter in real estate. It would do so well. And so like if you're running advertisements, let's say you get like you get the advertising somewhat effective and so you're at $5 a lead.[00:24:10] So for $500 you get a hundred leads, a hundred people buying and reading your book out of a hundred leads. You'd probably have zero to five close in a year. A hundred leads, zero to five clothes. And so if zero to five close, that's anywhere between $500 to get a sale, or if five leads close a hundred dollars to get a sale.[00:24:29] Meanwhile, your full business is automated. You don't even have like a brand logo website. It's a Facebook ad to an ebook and you're off to the races. So how many times could you spend $500 to get a sale? $500 to get a sale on the worst case. Maybe a hundred dollars per sale on the best case, and now I could go into real estate and do very well.[00:24:49] My first year out of the gate, I'd probably be one of the top realtors in the area, not because I'm a good technical realtor because I'm a good entrepreneur and marketer. That's more marketing than entrepreneurship, but I sort of blend the two.[00:25:01] Kathy: [00:25:01] Interesting. It's just finding the need of filling up. Yeah,[00:25:04] dane: [00:25:04] that's it.[00:25:05] And being able to feel that in your bones when you do it. But that's a fun real estate niche. And I actually know of realtors that do kind of position themselves as that. But you would do very well with just that one thing alone, probably as a realtor. So now with clear customer, clear result, clear mechanism.[00:25:21] Now let's roll out your business. So you have a passion for nutrition. So tell me about the customers that you've had in this that have gotten the best results. Like what kind of a demographic are they and what result did they get?[00:25:34] Kathy: [00:25:34] It's really been close friends, family. So it's far as demographic from, you know, a senior citizen to a millennial.[00:25:44] Just by my own son. I taught him just basics that he was able to take and run with it, and he dropped over a hundred pounds. He didn't exercise. He just changed how he ate every day. Wasn't starving himself, but he made different [00:26:00] choices. Again, and then my niece, the situation with her, I had someone else, just different choices, help them.[00:26:08] They was so excited and came back to me and thanked me because their cholesterol was now in better shape than it was before. They made just changes in what they were eating with their diet. I think that's it, and it was a conversation I had with an endocrinologist who said to me. The majority of people that have appointments with me and come in here and complain about aches and pains in their bodies are all food related.[00:26:35] That just made me say, so that's a big deal. People just don't understand what they're eating.[00:26:42] dane: [00:26:42] What were the content of the book be? If you wrote one or like a 10 minute YouTube video that was teaching, what would the content be. I think the[00:26:49] Kathy: [00:26:49] content would be just to understand the basics of maybe processed foods versus natural sugars versus not.[00:26:57] It's something I need to dumb it down for people. I know that it needs to be done[00:27:02] dane: [00:27:02] good. So let's apply mechanisms result thinking. So my brain checks out when you say. Sugars and this like my unconscious response, I can't help, but I'm just like, I just go.[00:27:14] Kathy: [00:27:14] So it's just giving an example. My thought was if someone says.[00:27:19] Well, I like to eat donuts. Okay, so let's find a food that can be, it's not going to be the same as you doing it, but in place of, or I might even be able to hook you up with a recipe that could be almost like it, but whatever. It's just finding something that'll satisfy you like the donut. Well, I think as far as dumbing it down for them, I kind of almost call it a flip into something else.[00:27:44] dane: [00:27:44] But what I'm wanting you to do.[00:27:50] So the content of the video would be, you mentioned three things, something about sugars and what were the three things again?[00:27:57] Kathy: [00:27:57] Okay. I think the biggest issue people have is with sugars. [00:28:00] Cause that's what makes it[00:28:02] dane: [00:28:02] so you just mentioned the result of sugar. It makes your body hurt. I don't care about sugar.[00:28:08] I care about the result of sugar that makes my body hurt. So what you want to do is flip your technician mind and put entrepreneur first. So when I asked the content of your video, I want you to try and say something like, well first we get your body to stop hurting by showing you the root cause of it and how to easily change it.[00:28:29] And you don't even have to mention sugar best if you don't, because people are so addicted to sugar, you're going to get them running for the Hills. If you mentioned no sugar or if you mentioned sugar causes hurt, I don't hurt bad enough. I think I'll keep you just sugar. So when I talk about listening, here's what happens.[00:28:43] You've got to listen. Sometimes that means not even hearing what they say. So if you say, you know, first no sugar or first we gotta talk about sugar and this, and you watch the person check out. What happens is usually you try to talk more or talk harder or try to convince, but that's not listening. You listened by seeing, they're checked out.[00:28:59] She say, Oh, what's happening for you? And they're like, well, I really like eating my chocolate and I don't want to give up my chocolate. And you see how sad they are. And immediately you try and go and fix it and you're like, well we don't have to get your chocolate. You could do dah, dah, dah. We, you're still, you're not listening cause you don't have an agenda.[00:29:15] You have an agenda to get them to agree with your value system. So let's try and do a mock example. So I mentioned like a brief teaching on sugar to me for 30 seconds. Nice.[00:29:24] Kathy: [00:29:24] So if you like to eat a lot of foods, like donuts, pastries, potatoes, rice, those are the things that have in turn into a lot of sugar in your body.[00:29:36] You wouldn't think it, but it does. So you can trade it off for other things that'll still give you sugar but different kind so that you won't feel the aches and pains from the other types of foods you've been eating.[00:29:51] dane: [00:29:51] Now as someone who's interested in listening, I think you should probably say something like that to make sure that I'm actually being a good [00:30:00] communicator.[00:30:03] If you'd like to learn how to make money and you need a path to do it, visit start from zero.com and you'll see a whole context of how you can actually get started. There's a three phase process that you can go through. If you're a beginner, intermediate, or advanced, go there. It'll tell you exactly what to do.[00:30:20] Where to go and how to get started, and you don't need money for some of the options. And if you do have money, you can buy some of the other options. It's all laid out for you with crystal clear clarity@startfromzero.com where do you go and what do you do? You'll find out there,[00:30:40] can you reflect back to me what you heard so I can be sure that I was clear. Try asking me that and I'll reflect back to you what I heard.[00:30:47] Kathy: [00:30:47] So to make sure I'm a good communicator. Could you back to me what you heard?[00:30:53] dane: [00:30:53] Yeah, I heard that stuff. I thought it was good for me. It could be turning into sugar like potatoes and rice, but I'm unclear on what that actually means and.[00:31:03] As soon as you said that, I couldn't really pay attention to much of anything else cause I was so worried about the things that I was eating. How was that for you to hear her?[00:31:12] Kathy: [00:31:12] That's I understand because it's true. We all receive things differently. I learned that over the years in my own business, so I get that everybody's totally different how they receive everything.[00:31:24] And it's all about how it's communicated to them.[00:31:27] dane: [00:31:27] I can give you a little bit more articulate distinctions on this. Let me explain something. So I felt a subtle break in rapport when you made an assumption about everybody receives things differently. Like for some reason, like I went numb. I was like, she's assuming everyone's experience and everyone's different.[00:31:44] It might actually be like 30 30 30 it might be 10 10 10 10 10 but not everybody, every single person was different. So like part of my brain was like, I don't, I didn't trust what you were saying. I've spent a significant amount of time in this space, so. Basically what I've learned is that when [00:32:00] people speak, it goes into your ear.[00:32:01] When it goes into your ear, it goes first into your emotional brain. The emotional brain is where the self image is stored. Then once it goes past the emotional brain, the self image, then it comes up to the intellect to be processed. So by the time it reaches the intellect, it's been tainted by the self image and the emotional brain.[00:32:19] So if I say being an employee is risky and being an entrepreneur is really safe but employee's risky, it's going to go into your brain. And if you have a belief that employees safe, it's going to be, it's not going to work cause it hits that first. So I would encourage you to think about it that way instead of everybody receives things differently.[00:32:40] So, and when you're communicating, like, you know, like if someone says something and you get triggered, you don't want to be triggered and you can't help it. Yeah. That's why partly why it goes in and hits your self image. You know, I had a friend of mine, he doesn't usually go to the bar. He was out as for this, John stay at the bar and a guy started hitting on his girl and like Pete was very kind about stopping it and then the guy started attacking him and saying, there's no way you could take care of a woman like that.[00:33:05] It was like attacking his masculinity and my friend is amazing. He knows who he is, really knows who he is. So he's just as an unfazed. He's like, Oh, okay. Cause when it went into his ear, his self image was clear. But if he had sexual performance issues, if he had, I'm not worthy of taking care of a woman issues.[00:33:25] If any of that, he woulda got triggered and probably got in a fight with that guy. Yeah. So when you're speaking with people. Like, I've got another friend of mine, he wants to cause a revolution in the fitness world as well, cause he says, we're eating food that's not engineered for our bodies and it's making us sick.[00:33:40] So we got him clear on his customer. He's actually one of the first few calls on this podcast, but he's going to go after people that are suffering with diabetes. Clear customer, clear pain, clear result. They don't want to be affected by diabetes. Well, it's true. So when he was talking to me and another person, he's like, yeah, I don't eat carbs.[00:33:57] And that changed my life and I looked down on my plate. I was like, [00:34:00] Oh, I saw, I felt guilty. I felt like, God, I don't want to get rid of my carbs. There are parts of my body, I do want to still keep asleep. This was at the time, and I've made quite a bit of changes since then. Thankfully, the guy next to me was just challenged down on a burger and I got him to get out of his head a little bit and into his heart.[00:34:18] The guy that's passionate about no carbs, and I got him talking with this other guy and the guy. I was able to create a vulnerableness face for the gentlemen to say. I am really scared of giving up carbs because they create a lot of comfort for me. So he says, eating carbs is really what created a lot of health for me.[00:34:35] That goes into this guy's ear, hits his belief system, threatens his safety, comes up to his brain and his intellect says, Oh, this is a bad idea. And then if he's not conscious, he believes the giving up carbs is probably a bad idea. It's not. It's probably good, but it's because it goes through. So once you understand that.[00:34:54] He ain't really here and stuff, but through your self image, it can be a lot more objective. Wow. This will help with a lot of the persuasion because there are frameworks for persuasion, but in order to be effective with persuasion, I think the foundation of it is listening because you want to always be aware of the impact of your communication.[00:35:12] So you just ask, so what did you hear.[00:35:14] Kathy: [00:35:14] That's a big learning curve for me right there to ask. Yes and everything,[00:35:19] dane: [00:35:19] and also listening doesn't just mean hearing them talk. It means when you see them checking out, you're like, Oh, what's going on for you? So you have to clear customers, for example, and you have a general methodology of nutrition that can rapidly transform someone's body just by making a few simple changes.[00:35:37] When you were talking about your son, you were actually doing a great job selling. You said, I had my son do a few things. They're really simple. He lost a hundred pounds. That is a huge clear result. And then you even said, and he didn't even have to go to the gym, he just changed what he ate. You're going to have a lot of people's attention.[00:35:56] And you haven't mentioned anything about mechanism. It's all the end result. [00:36:00] So if you wanted to really wrap this in a nice package, what I recommend is creating a really simple book you've probably got before and after pictures of your son and he's going to be on the cover. You're going to say how my son lost a hundred pounds without going to the gym, how my son lost a hundred pounds without working out.[00:36:19] Then the surprising truth. The food industry does not want you to know the surprising truth food manufacturers keep from you, and then you've got a picture of him, a hundred pounds heavier and a hundred pounds lighter. Why do we put that on the cover? Visual as a good visual, but what is it also selling or demonstrating results?[00:36:39] Yes. Yeah. You don't put a picture of a meal plan on there. You don't put a picture of a kitchen on there. You don't put a picture of food on there, but that's what we do. If you humor yourself and just go to weightwatchers.com you'll see nothing but results. Right? Jenny lost 42 pounds in eight weeks. One of my favorite new examples I went through the other day was Dave Ramsey.[00:37:02] So Dave Ramsey has like the top podcast on iTunes. What's Dave Ramsey's big results that he sells? Do you know by chance[00:37:09] Kathy: [00:37:09] to teach people their finances and how to get out of debt[00:37:13] dane: [00:37:13] debt free, get out of debt? What do they learn their finances for, for the result of getting out of debt? That's his market.[00:37:22] Hmm. So if you have someone who's pretty comfortable and you try to teach them financial prosperity, but they're comfortable, they might not be that. But someone who's 50 grand in debt and feels that every day of their life and it's a miserable pain. It's way easy to sell, to become debt free to them.[00:37:36] They're very motivated. One of my favorite examples of a real estate agent who was doing deals, his customer was so clear, he said, he only works with people that do 10 31 exchanges. So for those listening, 10 31 exchange, that's really cool. Real estate law. It makes me wonder if the tax code was written by real estate people because real estate has all these amazing tax benefits.[00:37:57] So 10 31 exchange means you could [00:38:00] sell a property, not pay any taxes on it. If you roll the earnings into a new property, is it within 90 days? Yes. Okay. So in 90 days, so if you sell a $5 million property and you have 5 million in profit, if you buy a new property in 90 days, you don't get taxed on that.[00:38:15] So you can keep your gains growing tax free until you sell eventually one day, however you have 90 days to buy. Otherwise you have a $2 million tax bill. So he said there were like my favorite clients in the world because he never asked to call him. They're always calling him cause there's so much pain and so much urgency with that customer.[00:38:32] Clear customer. Clear result, knock at tax mechanism is who cares? Just get the money into a better deal that's more money, which is surprisingly difficult to match. But working with people at 10 31 exchanges. What a great niche for real estate. So people that are debt free, so if you go to Dave ramsey.com you'll see it.[00:38:52] If you're going to weightwatchers.com it's a picture of a person with a result. If you go to Dave Ramsey, it's a picture of a couple holding a banner that says. $40,000 debt free in 23 months. It's a result in a period of time. If you really want to dress up, result, put a period of time in there. There are some savvy realtors that do this.[00:39:11] Your home sold in 90 days or all buy it result time period. Guarantee Domino's hot fresh pizza in 30 minutes or it's free. Result time period. Guarantee. Realtors do it. Result time period. Guarantee. I did it with selling real estate. Recruit two agents a week without cold calling or rejection, right? So result of time period address, objection, offer guarantee.[00:39:35] So this book sells a result. Dave Ramsey's number one show, he's got a clear result debt free. Why is he number one? His mechanisms are pretty plain. You know, Oh, that's no ball. Pay off the highest interest rate credit card first, or however it works. Like they're like the most ordinary on innovative. It's tired.[00:39:55] Financial advice you could find in a hundred of the books on Amazon. Why is Dave number [00:40:00] one, he's a beast with the results.[00:40:04] Kathy: [00:40:04] Is that what it is? It's almost like a cult of[00:40:07] dane: [00:40:07] sorts. Yeah, he's got it. So you know, people kind of worry about competition, but like from one of my mentors perspectives, there could be five people that say the same thing and they'll all attract different people that just need that person to say the same thing.[00:40:19] That's just how it works. Like we need competition because some people just going to resonate with, we can all say, live your greatness, live your Destiny's purpose. Tony Robbins says that Lewis house says that unable to attract different people, they attract the people that need that frequency. So you can stand and say your thing and know that the people that need to come to you will, I mean, Dave would take more assessment than to saying, Oh, he's a beast with results.[00:40:42] But that's certainly helps because if you look at the other folks, they're really heavy on being technicians. They're really heavy on their technical process. Dave is really heavy about a result. You could probably say with a safe amount of certainty. I mean, is there any wonder WeightWatchers is almost a billion, if not a billion dollar company, and they have pictures of results.[00:41:00] And then Dave Ramsey is huge number one on iTunes and he's got pictures of results. Yeah. So you see a guy lost a hundred pounds on the cover and you say, without working out, you have my full attention. So now your next step is when you're working with your clients for selling your homes, you're going to do a soft pitch to them.[00:41:20] You say, how passionate are you about nutrition and fitness as it relates to longevity and having good energy? Like I know we're buying a home, but how passionate are you in general about like nutrition, fitness, and having good energy. Like if they say really interested, not so interested at all. I don't really think about it.[00:41:38] Do not mention your book. But if they say, you know, it's a big passion of mine, and you say, you know, my son lost a hundred pounds without working out because of a few fundamental shifts in what he eats. So I put that into a book. I'm actually looking for feedback on it. Does that sound compelling to read?[00:41:55] And they say no. He said, okay, that's totally fine. Dang, it didn't work, but that's fine. And [00:42:00] they'll probably say yes. So then you start getting some feedback on your book. It's a real simple, like it's a Google doc. You say it's not printed yet. I'll send you a link to a Google doc to skim. So they skim it.[00:42:09] They give you feedback. After you show it to four or five people, they ask questions, they offer your feedback. It starts getting flushed out into a book. Now it becomes a PDF. So now you offer the book for free, right? You say, Hey, I've got this thing. You know, my son lost a hundred pounds. I didn't want to keep it a secret.[00:42:24] He didn't even have to work out. Would you like to know how he did it? Like, yes. You don't tell them, how do you say, I share how with this book, I could email it to you if you like, and you just give it out free for awhile, you know? And then maybe at the end of the book you say, if you want any help with this, I'm happy to coach you.[00:42:39] One session is $300 and you'll have all you need. So you just. Free book to one on one coaching. And if you just keep offering it to the real estate clients who have a passion for nutrition and energy, and maybe you find used nutrition and no one's really saying yes to that. So then you're like, find ways to gauge interest.[00:42:56] And then when they express interest, share the book for free, get feedback, offer it into one on one coaching. It'll evolve to the point where it becomes a book you could sell on Amazon. That you have coaching on the back end. It's just this kind of side thing, and then you might find a certain niche of customers really resonates with you, but I think a lot of people are gonna want to know how to lose a hundred pounds without going to the gym.[00:43:16] Kathy: [00:43:16] Yeah, that's true. That's the key. And this has just opened my mind to other things where now I'm like, Oh my gosh.[00:43:23] dane: [00:43:23] Like what?[00:43:24] Kathy: [00:43:24] I, just things that I had just running to in my business with people and my customer is the boomer[00:43:33] dane: [00:43:33] boomers. Good customers too. Yeah,[00:43:36] Kathy: [00:43:36] I mean, I've got a great referral business and it's boomers that I work with and we are all, I say we because I'm one of them now.[00:43:45] Everybody's going through the same things emotionally right now as far as their thought process of. Time to sell a bigger house, time to make a move and simplifying their lives. And I see a [00:44:00] pattern happening here with everybody. So now I'm going to be thinking about that.[00:44:05] dane: [00:44:05] Very good. All good work today, and that'll be a really useful book or a really useful guide.[00:44:11] And you'll be much more than a realtor.[00:44:12] Kathy: [00:44:12] Exactly. Awesome.[00:44:14] dane: [00:44:14] Good work today.[00:44:17] So for years, people have been asking me, what's the big secret? How do I do this? And the answer is simple. My life took off when I had mentors. Too many people try to do this stuff alone and get stuck and give up. Listen, if you haven't succeeded in business or entrepreneurship yet, it's simple.[00:44:34] You haven't failed enough yet. You haven't been around enough mentors yet. If you combine failure with mentorship. You will fly. I had someone say, why are so many people so more successful than me? How come I can't get this right? And they said, well, how many times you failed? He's like, wow. A lot of times I'm like, have you failed more than 10 times?[00:44:50] He said, no. I was like, you haven't failed enough yet. You haven't been around mentors enough yet. Failure is how you learn. Michael Jordan has missed so many game winning shots. You've got to get out there and fail and how are you going to do that if you're all by yourself, all alone, beating yourself up in your own thoughts?[00:45:05] Listen, I'm going to give you access to my board of advisors, my board of advisors. That I talk to sometimes every day. I'm going to give you access to them every month, live for you to ask questions and get your mind set on straight. They're going to ask you questions that are hard for you to answer.[00:45:21] Those are the kinds of people you want in your life. You're also going to get access to not only the board of advisors, but my entire community, the start from zero community, all the entrepreneurs that are practicing these things, building these businesses. You'll get access to this community and this board of advisors and much more with the new program we've launched called startup.[00:45:40] From xero.com forward slash starters and you can see how you can get access to my board of advisors and ask them anything you want. Monthly, you get automated accountability to stay focused. You get a community of other people all building businesses with a start from zero methodology. And guess what?[00:45:56] You get kicked out of this community if you do [00:46:00] not take action. So it is serious people. So if you'd like access to that information about that, go to start from zero.com forward slash starters and it's about time. We get together and strengthen each other and fail together and pick each other back up together and show each other each other's blind spots and ask the hard questions and drive each other to that golden finish line of a business that you don't have to work in a business that provides freedom.[00:46:25] So you can sit around on a Tuesday and watch HBO if you want. All right, start from zero.com forward slash starters.

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She learns how to break down business and find her voice in the process.

The only difference between the wealthy and you is how they answer this single question every single day.

Mark learns how to model the framework of super hero's to become magnetic in his niche. He also learns the difference between blasting a message out and connecting with people.

There are only two skills an entrepreneur needs to be successful. Just two. Most people don't have them. In fact, most people avoid them. Those that master them earn their own freedom. Listen to see what they are!

Kimberly was worried about competition, and how to get her idea built. Listen to what I told her to do. She was shocked at what I said.

Dave was stuck until he learned the only 3 things he needed to focus on to find an endless source of potential product ideas. 

Arthur was thinking about selling filters, until I taught him how to see a profitable business correctly.

Let's get started.