Podcast appearances and mentions of josh don

4:55 Functioning Alcoholic 9:40 More Traumatic Than Getting Shot At 14:17 World Began To Fall Apart 17:09 The Place With One Stop Light 18:48 The Accident 22:00 The Angel And The Power Grid 24:30 Teen Challenge 28:55 "Josh Don't Screw This Up" 33:00 The Good Part 37:42 The Hurt Of Transparency

➢ Message “Birthday promo” to IG @ ColossusFit to apply for our challengeWelcome to Motivation Monday, where every Monday we answer all of your questions and have some real talks about life & fitness & get you fired up for the week! In this episode we talk about......Josh quote (17:12) : “Big things start small.”Kyle quote (18:51): “Talented people do more reps than untalented people. The reps make them talented."What has us excited or intrigued:Josh:-Don't fall into the trap of mourning a life you can still live.-It's never too late.Kyle:repetition is key . Steph curry, 500 shots a dayClient shoutout (25:57) : SarahWhere we're at in our journey?:Links Discussed in episode:Weekly questions:Question 1 (02:39) - I want to get ultra lean for this upcoming summer. I'm 176lbs, and want to lose about 30lbs, but do it sustainably. I workout 4x a week and eat healthy. What action steps do you recommend I take?nutritiontrainingaccountabilityQuestion 2 (27:33) - I've got a family member that's been consistent with the gym, but only cardio machines. How should I explain to them the benefits of strength training?2 main reasons people chose cardio instead of strength:Not sure how to do itNot aware of the benefitsFind a reason to motivate them. what will resonate with them?Main benefits:Stronger Bones, better joint healthHeart HealthFat loss, etcPeople who engage in regular strength training have lower risks of:heart diseasestrokecancerdiabetesfalls and fractures as they age.Question 3 (33:00) - How long should a cut be? And is it better to do it all in one long shot, or do mini cuts?Really depends on how much you have to lose and a ton more variablesThanks for listening! We genuinely appreciate every single one of you listening.➢Follow us on instagram @colossusfit➢Apply to get your Polished Physique: https://colossusfitness.com/

Josh Herzig-Marx, founder of Knect, discusses the latest developments in his startup journey since his last appearance on the show. He emphasizes the program's value in helping founders like himself refine ideas and strategies. He particularly notes the program's effectiveness in addressing challenges unique to startups, such as managing professional networks and dealing with the rapid growth of online presence. The conversation also delves into AI's technical aspects and potential applications and the practicalities and ethical considerations of using it in professional networking. Josh and Jordyn explore various AI use cases, distinguishing between beneficial applications and those they deem undesirable. Transcript: LINDSEY: We are back for our Incubator update with Josh Herzig-Marx and his startup, Knect. I'm Lindsey Christensen. I do marketing things at thoughtbot. We are also joined by Jordyn Bonds, who runs our incubator and does product strategy for thoughtbot. And today, we're going to be catching up with Josh and learn what's new since last we checked in. But before we get to that, we have an exciting incubator update: our application window has just reopened. JORDYN: Yes. LINDSEY: You could be the next Josh. JORDYN: You could. JOSH: Don't be me. You should join the incubator. [laughter] JORDYN: Go to thoughtbot.com/incubator and apply. It's just that easy. The application doesn't take long, even though it's in Typeform, and we have gotten some feedback, including from Josh, that it's challenging to plan your application efforts because, as you all probably know, Typeform just gives you one question at a time. So, sorry, maybe we'll update that. But it won't take you very long. It's a pretty brief application. And we are looking for pre-product folks, so you don't have to have a lot. Don't worry about what you do or don't have. Just apply. LINDSEY: Pre-product founder trying to figure out, is this problem worth solving? Who is it for? Jordyn and the team can help you out. thoughtbot.com/incubator. JOSH: And me. LINDSEY: And Josh. JOSH: And if, for some reason, you want to ask somebody about the program who isn't directly affiliated with thoughtbot, you should reach out to me. I'd be happy to talk about my experience. LINDSEY: You should. JOSH: I'd be happy to tell you what I think would be some reasons to join and some reasons that it might not be a good fit for you. And I'd be happy to chat about any of those things. It'd be my pleasure, in fact. LINDSEY: That is a great offer. JORDYN: It is a great offer. You all should take Josh up on that offer. He is an excellent sounding board and mentor. And additionally, if you get into the incubator, you'll just be in a Slack channel with Josh for the rest of time, inside of thoughtbot's Slack. So, that's another [crosstalk 02:05] JOSH: Statistically, there's a good chance you already are. [laughter] JORDYN: You mean in a slack with you. That's true. Josh is in a lot of Slacks, not [crosstalk 02:14]. LINDSEY: Yeah. Once you go through the incubator, you're family for life. JORDYN: You're family. You're here. You're with us. You can't get rid of us. LINDSEY: And you're able to hit us up with the questions, talk to the other founders, so that's another great benefit of participating. All right, but topic of the hour, Josh, hey, how are you? How you doing? JOSH: Lindsey, I am floating right now. We had our end of incubator session last official meeting. And we reviewed how we started, what we hope to accomplish, what we actually did accomplish, and next steps, and it feels really awesome. LINDSEY: It does. That's so great to hear. And can you, at the top here, maybe remind folks who haven't listened before, you know, what was that beginning point that you came in the incubator or the problem that you were looking to solve? JOSH: So, I had this Josh problem, which is that I am overwhelmed by the number of places that I am online and by the rapid increase in my professional network, professional social network, I guess you could say, but in my professional network, you know, see that comment a few minutes ago about how we're probably already in multiple Slacks together, whoever you happen to be online. Plus, if you're on LinkedIn, we're probably at least secondary connections on LinkedIn. Like, there's an awful lot of people, and it's growing really, really fast. And as somebody with a whopping case of ADD, which just feels like making an excuse, as somebody in, like, this modern world, I was feeling overwhelmed, and I felt like I was dropping the ball. And my problem was somebody must have a solution to this. I cannot be the only one. I could not find a solution myself. And I thought, well, maybe if there is no existing solution, maybe we should just go ahead and build it. And that was the genesis of my application to the thoughtbot incubator, which was that even though I've done this once before, I had never done this alone. I don't want to do this alone. And I thought that, you know, because of my experience with thoughtbot in the past and my understanding of, like, thoughtbot's unique organizational skills and capacities, this would be a particularly good fit for the thing that I wanted to figure out. And when I say figure it out, there was really four things I was hoping to get from this program. Let's see if I can remember them all in order. Number one, is this a Josh problem, or is this a broader problem affecting more people? Number two, this is, like, a ladder of problems, right? Like a cascading set. Number two thing I was trying to figure out: if this isn't just a Josh problem, is there at least one identifiable and addressable set of people who think about this problem in a similar way with whom I could engage? Number three, if there is such a group, are they willing, ready, and able to, like, spend money on solving this problem? And then number four, which I guess is kind of orthogonal to the other ones, it's kind of alongside, is this thing to solve even technically feasible, right? Because you can have this, like, amazing opportunity, but you just can't build it. And, you know, is this a thing that we could build or that I could get built within the resources that I might have? And I came in with some hypotheses, with some ideas. It's not like I had never done any research in this at all. But coming out of it, we have four pretty good answers. And I would not have been able to reach those answers with the same level of confidence, certainly not within eight weeks, if I hadn't gone through the incubator, and it's a really nice way to end the year. LINDSEY: With a bow on it. The last time we talked, you had narrowed in, I think, on your starting target market. And you had also recently introduced a prototype into the mix. How has the prototype evolved? JOSH: It's...and this is going to be no surprise to either of you or anybody who's listening. But, like, the difference between, like, talking about something in the abstract and actually having, like, a thing in your hand is night and day. So, the prototype actually evolved pretty rapidly. You know, it allowed us to try using it, like, to put on our own empathetic user analog hats and try it ourselves and be like, "Well, this doesn't quite make sense." This doesn't actually flow right. And it allowed us to show it to a lot of people. I'll say, we are, by far, our own strongest critics, which is good. Mostly, when we showed it to people, people are like, "This is amazing." And they would ask us, like, really specific, weird questions like, "Where's, you know, your about page? Could I see your privacy policy?" which is, like, a really, really good thing to hear. Because if the only thing...one way to interpret that is the only thing keeping them from maybe, like, diving in and using it right now, besides it doesn't actually exist as a product, is, like, some questions around privacy because it seems maybe too good to be true. Like, that's a pretty good buy sign. You know, we were expecting, like, "The screen makes no sense. Why are we swiping here? Where does this data come from? Is this really complete?" They're like, "No, I'm pretty much ready to go." So, that was good, helpful feedback, though we evolved it ourselves a lot internally. It's really nice having a thing. Do we use the term Pinocchio prototype or Pinocchio test [crosstalk 06:58]? LINDSEY: Yes, I did hear that. JOSH: Yeah, I like that. If this was like, you know, this wooden toy wanted to be a real boy, like, two weeks ago, it really, really wants...I don't know, Lindsey, we should, you know, get you in front of it. You're going to be like, "Why can't I use this today?" [laughter] JORDYN: That's definitely what we're hearing from people. JOSH: And my answer would be, "Well, you can't, but maybe in a couple of weeks." [laughs] JORDYN: Yeah, exactly. I will say I want to say for anyone listening in, though, that that was not, getting to what Josh just described where folks weren't really...they didn't have any hang-ups about the functionality or the value prop. They were basically just like, "What's your privacy policy? And when is it going to be ready for me to use?" It's not like the first draft of this prototype that was what we jumped to. I want to be clear. The first time we showed someone, there was this interesting problem, which is that we were still talking to the wrong people, somewhat. And the prototype hadn't evolved to be the slam dunk that it is now. So, at first, it was like, we'd have these kinds of muddled conversations where people were like, "Well, I don't really understand what this is supposed to be, and I'm not sure about that. And this seems interesting," but then their interpretation of what that thing was would be, like, wildly off from what it was intended to be. I just want to make it clear: this was work and effort. And the team did a really great job of iterating quickly based on, like, every time we talked to someone and showed it to them, we'd come back and say, "Here's what I heard." And it really pushed our thinking forward. Like Josh said, like, we are our toughest critics, so, like, every new version unlocked some new insights in ourselves about what it was we were actually driving toward. Really, just there's nothing like having a thing to look at and bang on to, like, clarify your thinking. LINDSEY: There's nothing like having a thing. Jordyn, you touched on you were talking to the wrong people, maybe. How has that exploration of the core market evolved? Is it still the startup enthusiasts? Are you even more narrow in that? What are the updates there as our chief market focus get everyone thinking about this all the time, officer? JORDYN: Yes. So, you know, startup enthusiasts is still the umbrella. What you're looking for with this is that you can guarantee pretty much every time you talk to someone in a segment or a sub-segment you will know how the conversation is going to go. And we've gotten there with two sub-segments of startup enthusiasts, which is repeat founders, key, key kind of nuance there. Founders, sure, but repeat founders really have this problem, for reasons we could talk about, and then chiefs of staff at startups, which is a relatively new role that's sort of emerged over the last sort of several years. But those folks are really the people that you ask them about this pain point, and they immediately are, like, yes. They use the same words to talk about the pain point. That's another really strong signal. When folks are using the same vocabulary, and they say the same sentences in the same order, and you start to feel a little bit creeped out, like, you're like, "Did you see these questions before I...? What? Did someone pay you to say that?" is, like, how you start to feel [laughs] [crosstalk 09:59] LINDSEY: Also, a marketer's dream. Oh my gosh, here comes the messaging, right? JORDYN: Exactly. LINDSEY: [inaudible 10:04] JORDYN: It feels like a cheat code because you just get to reflect their language back to them. You don't have to write copy. They wrote the copy. You just show them it, and they're like, yes. And everyone's like, "Yes," and it works. LINDSEY: Any thoughts to add to that, Josh? JOSH: It's really good. I would say the bummer or the good thing about this point is we're getting diminishing returns from testing everything other than the actual product, which is good that we got there in eight weeks. But we're not going to learn, you know, keep on adjusting the prototype and making little tweaks and more user research. But the truth is, we're not going to get anything substantial until we get this into some users' hands. JORDYN: Like you say, this is sort of bad news, but it's good news. JOSH: Right. JORDYN: It's how you know, right? When you get to the point where the thing is so clear, and the way to talk about it with folks is so clear that you're not learning as much anymore, diminishing returns is the right way to frame it. You really just need people to get in there and use it. That's the only way you're going to keep learning. That's the moment to build. Hey, everyone out there, don't build before that. That's when you build. And then you really build the smallest thing you can conceive of building, and then whatever that thing is that you've conceived of building that's very small, scope it back by 50% [laughs]. Do it. JOSH: And it's a little humbling as someone who considers himself a founder but who had reasonable success as a founder and who has had pretty good success as, like a very, very early-stage, you know, zero to one and 1 to 10 product leader, has done this a bunch of times and actually coaches people in doing this, and came in with, I'm not going to lie, a pretty good vision in my head for how this stuff was supposed to work together. And it's so much better now. Going through a process actually makes things better. This wasn't just, like, wasting time. Like, going through a process, a thoughtful process actually makes us much better. Like, the thing we're talking about building is much more likely to be successful than the thing I was originally thinking about building, right, Jordyn? JORDYN: Yes. I guess it bears sort of diving into that a little bit, which is, you know, for all the founders out there or folks with a product idea kicking around your head, you're apt to have a little bit of everything we've talked about already. You have an idea of the solution you want to build. You have an idea of who it's for. You have an idea of what their pain points are. And you might be sitting there thinking to yourself, I don't need to do eight weeks of discovery. I already know the answers to all of these questions. And it's possible Josh felt that way coming into the incubator, but doing the work, gathering the data, talking to a ton of people, what you can't understand before doing that is how much more confident and at ease you will feel once you have done it and how much clarity you'll have about what it is you need to build first because likely, you're sitting there with a vision in your head for this product that is fully featured, fully formed. It is the 18th month. We just went into a hidey hole and built a really complex thing, thing. Cool, don't throw that out. But you got to begin somewhere, and you got to begin somewhere meaningful and valuable. And it's really hard to know where to begin without this discovery, without focusing on a specific person, talking to as many of those folks as you can. And really, it sort of writes itself. It does feel easy. But you've got to set aside the time and the effort to do the research, market research, whatever we call this, customer discovery. And it thrills me to no end, Josh, to hear that that is how it felt for you, that you probably felt like you already knew the answer. But it just feels different, having talked to, I mean, how many people, 100-plus people? We were looking at the stats. JOSH: Well over 100. LINDSEY: Josh was talking to a bunch of people before he came to the incubator, and all the founders that we accept have been doing that. Like, we want to know that you've been doing that research. But then, I guess, coming into the incubator, you're continuing that process and maybe in a more structured or a differently structured way where the thoughtbot team is helping you, maybe zero in far deeper on the segment. Is that accurate to say? Just kind of the difference between, like, maybe some of the pre-research and then the thoughtbot-specific user interviews that happen. JOSH: Yeah. I think they were more focused. They're both more focused from the audience, but also more focused from if it's not just you doing it; it forces you to have a more clear, here's the questions we're asking, and here's what we're trying to learn, all these conversations. It's also really nice to have some diversity in who's asking the questions. As good or bad as I am at user research and user discovery, I am only one person. And having people with different backgrounds professionally, who live in different countries, who have different feelings about social media, basically, who are not me in a variety of really interesting ways, I think, made the entire process more interesting. Caro, who is our lead designer on the project, handed off basically the summary document of, like, everything we learned, and she pulled out, like, little snippets from the interviews. First of all, that is not something I would have done had it been just me, like, let's be very, very clear. This is an incredibly valuable document, particularly as we consider adding additional people onto this project to be able to, like, translate insights. But also, like, this is, like, summarized in a way that, like, takes some real expertise. And I would have walked away with vibes, and instead, we walked away with like, structured learning. LINDSEY: Awesome. So, the last time we checked in, also, you were very excited because you had just maybe started a technical spike and were starting to dig into the, okay, like, how technically feasible is this product? And I think, at that point, you all were looking at circling around this target market. Here are the main tools they use to communicate. What does it even look like to connect with those APIs? How possible is it? Can you give us an update on some of that work? JOSH: The way that I framed the question in the very beginning was, is this a science project, or is this going to be engineering? And, for the most part, the answer is, it's going to be engineering, right? Some are a little bit easier; some are a little bit harder. But it isn't, like, reinventing new stuff, with one exception, and that is connecting up with iMessages, which has been in the news a little bit. And I honestly just hope the ghost of Steve Jobs comes back and haunts, you know, the Apple headquarters at Cupertino because, come on, guys, interoperability is sort of the future, and you're ruining it for everybody. But other than that, I think we have a pretty clear path. I'd like to test out some of these. Like, you don't really know until you do it. I think that's kind of the next step of what we're doing is to, like, demonstrate that it is possible for a person to connect up a couple of different accounts. It is possible for us to extract data and turn that into information and insights in the kinds of ways we thought we could and then present that back in a meaningful way. I think that would be the next step for us to do. Mostly, everything seems feasible, except for iMessages. LINDSEY: I've also, I think, heard some whispers of artificial intelligence for Knect. Is that true? Have you all looked at, you know, what AI's role could be in the solution? And how does that research look? JORDYN: We assume it will be part of the mix. That said, I don't know how to frame it exactly. It's not like it's not an essential ingredient. I think the work with large language models and the democratization of that work recently is absolutely going to make this product way better than it would have otherwise been. But there are a lot of heuristics we've, like, been able to, you know, draw out and come up with that are, frankly, algorithmic, and they're not AI necessarily. Now, the line between big data plus an algorithm and AI in the popular lexicon, like, there's a big difference between those two things. But, like, as people talk about it, yeah, where does one end and the other begin? But we definitely will be making use of a lot of the newest technologies, and we've dabbled in them. I've dabbled in them. I know, Josh, you've been playing around with some of them, too, to the point where we're like, okay, yeah, we can make use of this stuff. It will be a valuable kind of tool in our toolkit, but it will not be the sole basis of value. I guess that's the sort of nuanced answer. But maybe Josh has a more bite-sized hype machine answer to this. Yeah, AI to the moon, right? JOSH: Um, no. My only answer would be more cynical. Would anybody rightfully start a company in 2023 without having AI in there someplace? Maybe I'll say something different. One of the things that we've wondered is, there's more than a handful of companies that are adjacent to what we're doing that are definitely looking at similar kinds of problems and that aren't building the solution that, clearly, some market is, like, desperate for. And these are not, like, wildly successful companies that have grown astronomically and changed the market. And, like, trying to figure out, like, why is that? And one of the reasons is...I sound like a tech bro, right? There has been a paradigm shift in the technology world, but there really has been. What do, you know, publicly available LLMs like, you know, OpenAI's ChatGPT, like, what have they done? They have taken a whole set of problems that were once really, really complicated and allowed you to do a reasonable job of solving them much more easily than you ever could before. And it takes some amount of imagination, to realize that, to realize that these things are more than just, I mean, every product I have on my computer has some kind of OpenAI ChatGPT-style thing in there, right? It's, like, 16 different variations on give me a prompt, and I'll write your essay for you, and they all kind of suck. But those aren't the really exciting uses that I've seen. It's the more subtle things. There's a company called Booklet, which tries to replace, like, noisy email lists or noisy communities to something more calm. And one of its features is it'll send you a summary of what's been going on in the community since, like, the last time you checked in. And it gives you, like, two paragraphs to read, and they're really chill and really informative, and they don't make you feel FOMO. They don't make you feel stressed up. Like, okay, stuff's happened in the community. This is really neat. And it's all powered by OpenAI's APIs. And it's really kind of magical. And, like, you have to have a slightly different perspective to imagine these kinds of magical moments. So, that's what I'm excited about. There's a set of things that we would have had to do with, like, terrible, complicated queries and, like, pattern matching, and freaking grep, or whatever old-school tools we would have had, you know, for doing things in the past. And now you just get to, like, shove text in one end, and say how you want the results structured and get the results back in the other end. And it doesn't have to be perfect, but that's okay. Like, we're talking about human relationships, which are inherently imperfect. So, I'm fine with this. And it's kind of exciting. But we'll see in, you know, if we end up continuing going down this path. Like, that's the goal of the next stage is to be, like, okay, what are the easy things which we can generate out of this? Is there an intersection between, like, easy and meaningful? And if there is, this is pretty exciting. JORDYN: Can I add something to that? Which is that the problem Knect is trying to solve and the way that we're trying to solve it, the way we've thought of solving it that's differentiated, lends itself really well to the current landscape of AI tools in that, and you were kind of getting at this, Josh, but I feel like it bears drilling into a little bit, in that what we are proposing here is not a set of deterministic things. We're not going to give you a to-do list. It's not, like, a linear...deterministic is really the right word. Like, there's a to-do list. There are things that make the cut. You got to go address them, et cetera. We're way more trying to approximate the way a slightly more put-together person with more time would approach nurturing their relationships, which is just to remember more of it more of the time. It doesn't mean we need to remember all of it every time. That's not the kind of task this is, which makes it a really good task for the place that AI is at right now. And I think where folks have failed in the past is that they've either tried to turn it into a deterministic set of tasks, which then just feels like another to-do list, another inbox in a series of to-do lists and inboxes that you have in your life that just make you feel guilty and inadequate. That doesn't seem fun to us. We don't think you need another one of those. Or other places we've seen this fall down, which is that it takes the current sort of state of AI and tries to actually do the deterministic thing for you, but it doesn't do a good enough job right now. But where we've kind of landed in the middle is that, again, what we're trying to solve for is solvable in a way more probabilistic way. Like, can we get more of this accomplished more easily for you? It's never going to, like, completely, you know, do the task in this perfect deterministic way. But it is going to make you feel more confident and more relaxed à la Booklet, it sounds like, how to do that for this particular problem, which is a different bar and one we think we can clear. And that really does provide value. People are really longing for this. LINDSEY: Jordyn and Josh, building on those descriptions of, like, kind of maybe bad AI use case, good AI use case, could you give some specific examples of, like, what that might look like for Knect, like, how AI could be used in a good way or maybe what you're trying to avoid, more specifically? JOSH: Yeah. First, I'm going to start with what I want to avoid, which is, there are tools out there, and these may be interesting to some people listening, and if so, go find them. Good luck. But there are tools out there that say things like, "Keep in touch with your network at scale." And will use AI to write a message which you can send out to people without you ever having to, like, review it. That seems like creepy, futuristic sort of, you know, there's, like, a Black Mirror episode about that. Like, the whole point of having, like, a professional network of people who you care about is actually interacting with them. And having some service, like, write some prompt, maybe in its own voice, maybe if it's really good in your voice to, like, let them know that you care about them, let them know that you're thinking about them is, like, that's just bad. I think that's bad. And we don't have any plans to do that kind of thing, even though most uses for AI in the products that I use are writing three or four paragraphs in response to, like, a prompt. So, certainly, that's the common use case. It's not very appealing to us, and, frankly, in the people we were talking to, that wasn't one of the things that anybody ever suggested. It's obvious, but as far as we can tell, uninteresting, right? Just because it's obvious and just because it's straightforward doesn't mean it's interesting. The things we're imagining, for example, is, talk about Jordyn. Jordyn and I have known each other since 2020, I think. And we have, like, a whole history of text messages going back and forth, which, by the way, we actually could integrate because we both have Android phones, you know, shout-out for Open Internet. It might be interesting to, you know, summarize some of that, like, I know Jordyn pretty well, but other people who I might have not talked with in a while, sure, you could present me with a whole timeline of our communication. But that isn't necessarily useful. I'll have to read every bit of it. Why not, like, take all that and summarize, here's things you guys talk about. Here's things that, like, prompted your past few conversations: job change, got laid off, started a company, got a cat. Whatever those topics happen to be like, share some of those things. Bring me up to speed a little bit faster without having to literally review every word that could have been going back multiple years. That's a pretty good use of it. If you think about the way that messages work, right? Like, my kids are now at the age where they have phones, and I can now text my kids during the day. I will just tell you, like, this is, like, an incredibly joyful thing for me to be able to send, like, stupid memes to my kids or, like, what's exactly the right emoji to, like, send to them or for them to send to me. If every one of these things were, like, pushed to some kind of timeline, and I'm like, "What's going on with my kids?" Like, that's just, like, going back and reading through, like, your WhatsApp thread, which is something that isn't interesting necessarily, at least not from, like, a professional perspective. And there's, like, thousands of these things. Like, why do I want, like, a record in my, like, database of people who I talk to that says, "OMG," or "K," or "lol," or those sorts of things? Like, that's, like, a phrase. It isn't a conversation. And we could use an LLM to go summarize what the conversation was all about, which is, by the way, a way more interesting thing to persist over time than, like, my daughter typing "JK, JK, JK," which I think is 15-year-old for laughing at me, but I'm not entirely sure. LINDSEY: [laughs] Okay, so as you are...you mentioned wrapping up, and you did your last meeting, and you've got your kind of takeaway docs. You know, one, I'm curious, like, if there's, for your last, you know, days, hours of the program, if there's any final morsels you're trying to get out of it, and then how that kind of leads you into, like, what's next. What are you planning? JOSH: Let's do another one of these things in two weeks. [laughter] LINDSEY: Oh, okay. JOSH: Yeah. I'm inviting myself back on your show. We have one more day of school then, like so many folks, we get in a plane or get in a car and go do some travel and try to disconnect a little bit from our professional networks. So, I'm consciously not trying to say what's going to happen next. I would love to have this conversation again, maybe in two weeks, in the new year, about what comes next. I don't know that I could have a meaningful one right now. JORDYN: I will say what we are trying to send Josh off with into his R&R is what's it going to take to get to a viable MVP, not merely viable, but actually viable? Given what we know, given all this, you know, work that we've done in the last eight weeks, we now have, you know, the ability to envision what version one of something might be. And so, making that kind of argument: here's why it is what we're imagining it to be; here's what it is; here's what it would take to build that thing, gives Josh a lot of stuff to think about in the meantime in terms of how to accomplish that. And the thing that will happen in two weeks is understanding a little bit more about, like, the actual, okay, here's the actual plan. But the ingredients are there, which is super valuable and is a thing we have done every time at the end of every incubator we've done. It's essentially a...it is that what's next plan and why, why that thing. What's the ultimate upside of pursuing this product, and what's the near-term upside? And what's it going to take to get there? Because that's often a thing that founders, especially for some founders, which Josh is not, but what they often can't get their heads around is there's this little feeling if you've got this big vision over here, and you've got, like, the set of things you could do tomorrow, really tasky things really, like, operational things, oh, I need to, like, set up a C Corp, but I need to...whatever those things are, right? What's in between? What's that near-term path that's going to directionally head in the direction of that big vision? It's, so far, always, what we have sent founders off with. LINDSEY: So, if you weren't here at the very beginning of our session, we mentioned that the applications are now open for session 1 of 2024. I'm curious, Josh, what kind of founders would you recommend for the thoughtbot incubator? What's the profile of someone you might send our way? JOSH: I'm going to say something, and I don't think I match that profile, which is interesting, and folks should think about that, what that means. But I would say that if I had to, like, pick a profile, having gone through this, I would say somebody with an idea, of course; ideally, it's one that they have some connection to. They have some personal passion for but, not just because it's an abstract idea but a personal passion that comes from their own experience. And it's really great for somebody who hasn't been inside of a tech company before, at least on the tech, half the business. Tech companies have three halves: one half is, you know, the product building side of bit of it or the tech half, which is engineers, and product designers, and product managers. And the other half of that is the go-to-market side, like sales, and marketing, and customer success. And the third half would be, like, operations like HR and finance. So, if you have experience in, like, the sales, or the marketing, or the customer success side, or the HR, or the finance, or corporate operations or that part of it, and, you know, you're familiar with tech coming from that perspective but maybe haven't been on the actually building stuff side of them before, this is a really, really good process. Because what does thoughtbot do? It does the building in tech side of things: designers, product managers, and especially engineers. And it has this, like, legacy and this history and expertise, therefore, with, like, the journeyman program where they help, like, level people up in those areas and now are applying this to founders. Because as the founder, you do need to develop some ability to converse around engineering and technical stuff. And you really, really, really, really need to get good at the discovery side, especially of, like, product design and product management. And those are the things you're going to get to do and you're going to get to do with people who are themselves really, really good at it. And that's awesome. The flip side is if you're, you know, a founder who is super attached to every bit of your vision, and you think you have the strategy all laid out and you're just looking for, like, warm bodies to build it, I mean, is it the insight team? What's the right level at thoughtbot? I forget the names of things, but, like, thoughtbot has, like, a startup program where you can give thoughtbot money, and they will build things for you. And they're also really, really good at that, but that's not the incubator program. The incubator program is probably a step earlier. So, I think it is worth thinking, are you at the I'm so confident of my vision; I'm so confident in my strategy that I just want to get this thing built, then maybe don't sign up for the Incubator. But if you're at the stage of I think this is a problem; I'm pretty sure this is a problem; I really want it to get solved; I have some vision, but I know it's going to change, then I think the incubator is really ideal, especially if you're looking to upskill yourself, too, because you're going to walk away with the ability to be conversant around the technology stuff. And you're going to walk away with a crap ton of experience with the discovery, qualitative discovery, like user interviews, quantitative discovery, like, you know, running ads, and landing pages, and all that stuff. Like, you're going to be really solid with that stuff after eight weeks because you will have done it. LINDSEY: Jordyn, any thoughts? JORDYN: I love all that. I think it's accurate. I would only say to those of you sitting out there who are thinking, I'm in that other camp; I'm very confident about what it is I want to build; I would ask you to do a little soul-searching as to whether that's actually true. Like, what evidence do you have? If you needed to stand up in court and defend your conclusions and your vision, could you? And I say that as the person who, as a first-time founder, was deluded in that way. I thought I knew exactly what I was doing and for whom and why. And, boy, howdy, could I have used a program like this to actually get me to sit down and, like, talk to people, listen to them, figure out what was valuable and what wasn't, what a valuable, you know, initial market offering was going to be like. Ah, I wish really, really badly that I'd had something like this because I was pretty deluded. I don't even know, like, what the right word is. I just didn't know what I didn't know. So, like the way you described it, Josh, I know Jordyn of 2017 would have been like, "That's me. I know this thing that I need to do. LINDSEY: [laughs] JORDYN: So, I don't need to apply to this program because I don't need to do any of that discovery work." But I was wrong [laughs]. I was absolutely wrong. I was wrong to the tune of, you know, two years and $150,000 of angel investment. So, consider, it is not idly that I say this to you, person sitting out there who feels very confident in your vision right now. Perhaps you have done all those things already; in that case, [inaudible 33:43] you don't need this. And you just need to [inaudible 33:46] with the thing you already know to be true. But ask yourself, how do you know what you know? LINDSEY: Yeah, even if you...we can help you build the thing. But we're probably, also, still going to push you on [laughs] some of those things we [crosstalk 34:01]. JORDYN: Yeah, we're still going to ask. We're going to ask to see the receipts. LINDSEY: Yeah [laughs]. JORDYN: And maybe you have the receipts, which is great, but we're still going to ask you for them, I guess, is my point. Every team at thoughtbot will ask you for the receipts, by the way, not just mine [laughs]. LINDSEY: The other interesting thing you touched on, Josh, was, I think, where we kind of started the incubator was with that target profile that you just described, which is, like, the less technical founder, and maybe even, like, a first-time founder. And then over time and seeing, like, applications, we broadened that as we saw, like, oh, you know, actually, also, technical founders and repeat founders do still need, like, help with this and can use guidance. So, we've expanded a bit, and maybe that is still, like, the person who gets the most value at the end of the day is the non-technical who hasn't really done this before. But yeah, we've kind of expanded to those other profiles as well. JOSH: There's a reason that repeat founders are no more successful on average than first-time founders, and it's something really important that Jordyn said, which is, you may think you've done all this, but we're going to ask you for the receipts. Just because you've done this before doesn't mean you're going to be good at it. Chances are, if you've done this before, it's mostly because you got really, really lucky; ask me how I know. So, it's nice to have. I mean, I described a profile, and I said that wasn't me. But I'll just tell you, as somebody who, like, spent his entire career, almost his entire career, in the tech side of tech companies, and I think I'm pretty good at it, I'm certainly not the worst at it, thinks I'm pretty good at it, it's still really nice to have a team backing you up in this early moment. It's really nice to have a team. JORDYN: Yeah, I will say another thing that we've heard from every founder we've worked with is just how much more real and actionable their idea feels when they have a team sitting there with them taking them seriously, which is another thing, you know, I really would have benefited from is, like, suddenly, when you've got three or more industry professionals sitting there in a Zoom call with you, like, okay, what are we doing? Why are we doing this? How do we know? The feeling of being taken seriously in that way and then having a bunch of people working full-time with you for eight weeks, they're in it with you; they're asking the questions; they're talking to people; they're coming back and saying, "I just had the most amazing conversation with someone. Here's what I learned," it just takes your project to a different level of reality. Like, we're humans. We're social beings. We create reality together. And when you're working alone, you know, through force of will, you can do a lot, but with a group, it really feels like you're creating something together. And, like Josh said, having those other brains with other experiences in other contexts percolating on your idea it's like bringing a team to bear on something. There's just nothing quite like it, and it's a huge value of the program. Like, we can give you the programming and, in fact, you can go run the programming. It is published in our handbook. The things that we do together you can go do, but it is a whole other matter to do them with a team. It just feels different. LINDSEY: Great. Well, I think that's where we're going to end today. I mean, Josh is leaving us hanging a little bit. So, we might need to...we're going to figure out a way to get your final thoughts, conclusions in a few weeks because I know everyone would love to hear what the plan is for Knect. Josh and Jordyn, as always, thank you so much. Any final thoughts or farewells from you today? JOSH: I've really enjoyed it. I'm going to miss these folks. Though, apparently, I get to hang out in a special Slack channel forever. LINDSEY: Yeah, you get to hang out. JOSH: Which is nice. LINDSEY: Exactly. You can't get rid of us just yet. JOSH: Good. I wouldn't want to. LINDSEY: All right. Thanks, y'all. And thanks, everyone, for tuning in. Special Guest: Josh Herzig-Marx .

Are you living & working in a transactional way? Or are you building a Pipeline for Life? In this episode, the Host of the Love Selling, Hate Sales Podcast, Sales Executive & Career Entrepreneur, Josh Wagner shares his story of how he got into the world of Sales in addition to how he acted like an entrepreneur within his corporate career journey. We dive deep into the art & science of Sales Mastery garnered from Josh's personal experience & the 90 plus interviews he's done with top Sales & Marketing Professionals.  We also cover other empowering topics like building credibility, navigating your work/career when starting out, how to live a Fit Rich Life, & more!  No matter your current career, Sales is an integral skill to be proactively developed to empower many areas of life so tune in to this Episode to Level-Up! Key Highlights: [00:01 - 12:50] Opening Segment How Josh ended up in the world of sales Going to Broadcast School His sales internship at a radio station Learning the value of consultative selling [12:51 - 22:42] Growth and Success as a Salesperson  Josh's experience in the medical/pharmaceutical sales industry The LeadMD Company Justin shares a little bit of his sales journey [22:43 - 31:50] Understanding How Businesses Works How mentors played a role in Josh's journey The business side of sales Why sales is a fundamental skill Josh breaks down what consultative selling is [31:51 - 47:30] A Crazy Good Door Opener Why Josh started his podcast -  Love Selling Hate Sales Elevating the profession of sales  How he came up with the name of the podcast Josh's advice for people who are looking to improve their sales game What a pipeline for life means [47:31- 59:12] A Good Mix of Younger and Older People It's key to learning how businesses work and how they make money  The best way to learn is by making mistakes The innovation period vs the wisdom age What Josh would tell a younger version of himself [59:13 - 1:11:07] Hypergrowth Your Career Go after the riskier things when you're young The fit after 40 concept Looking good feels good [1:11:07 - 1:22:15] Life Is Done Through Communication What Josh does to be a great father and husband Focusing on the things that actually matter What a Fit Rich life looks like for Josh Don't be afraid of investing energetically and financially in your fitness [1:22:15 - 1:29:49] Closing Segment How to proactively design and live your best life The importance of navigating your relationship Connect with Josh on LinkedIn. Resources Mentioned: The Talent Code - Daniel Coyle P90X Key Quotes: “Don't be afraid to lean into relationships, that's what they're there for and nurture them even earlier,” -  Josh Wagner “If you think about every conversation you have that you're building a pipeline for life versus building a pipeline for your next paycheck it's going to fundamentally change how you approach that conversation.” - Josh Wagner “Treat humans like humans instead of a transaction that you're trying to close.” - Justin David Carl WANT TO LEARN MORE? Follow my personal website: https://alchemizelife.com/ Follow my Instagram, LinkedIn, Facebook, Youtube, & Twitter Show Notes: www.alchemizelife.com/podcast/ Sponsors: Are you ready to get in the best shape of your life, double your income, and 10x your savings/investments? I'm incredibly passionate about fitness & money and have reached a strong degree of mastery in these domains and built an incredible coaching program to help you. Head to www.fitrichvegan.com, sign up for a Free Consultation, or DM me on Instagram with the words "Fit Rich Vegan" to discover if it'd be a good fit for you! For something like you've never had before and to get into an almost euphoric state of Focused Flow & Productivity, try Feel Free by Botanic Tonics! Go to www.botanictonics.com and use code DRAGON to save 40% off your first order! If you desire to lead a happy, healthy, fit life, go to www.vedgenutrition.com/dragon, and grab all of your key supplements. Use the code DRAGON and get 15% off! I often get asked what my favorite Vegan Protein Bars are for when I'm on the go and without a doubt they are the No Cow Protein Bars which have THE BEST MACROS out there -- High Protein with great amount of Fiber to keep you feeling full & Low-Fat (most protein bars & actually Fat Bars in disguise). The newly released "Dipped" Now Cow Protein Bars taste so good! Use code DRAGON to save 15% on all of your orders. Thanks for tuning in!   If you liked my show, LEAVE A 5-STAR REVIEW, like, share, and subscribe!

Truly, this is an episode that would have been better served as a video. Josh Don and Kelsey get to watch Rubin's head explode in person, you can only listen. Not much to say beyond the title. Though, Don did get the date he will be out of town wrong, it Will be two weeks from now.

Russell and Josh reveal the 2 biggest biohack, supplements, diets, brain food, focus & marketing. Hit me up on IG! @russellbrunson Text Me! 208-231-3797 Join my newsletter at marketingsecrets.com ClubHouseWithRussell.com Magnetic Marketing ---Transcript--- Russell Brunson: What's up everybody? This is Russell, welcome back to Marketing Secrets podcast. Today's episode we are going to get into a little bit of some biohacks and some things, diet, energy, supplements, what we do to be able to have our brains stronger so we can be better entrepreneurs. This was a really fun conversation, I think you're going to love it. You're going to see some of the weirdness happening in my brain, what I do, why I do it. And hopefully it gives you guys a place to start when you start looking at how do you change your health to be able to have more success in business. So hopefully you enjoy this conversation. Also, at the end of it, Josh pitches his new podcast, which is coming out here in a couple weeks, couple months. And I think I'm episode number one, so I'm sitting down with him for a two hour conversation here in the near future. Make sure you get on the waiting list for his podcast it is JoshForti.com/coming soon. And again, he'll do a little pitch for it at the end. But anyway, I hope you guys enjoyed this conversation about biohacking, supplements, health, and how it relates to you as an entrepreneur. Welcome back everyone to the Marketing Secrets podcast. We're about to move into the third topic, I don't know what it is, but I'm pumped to find out. So what's the third topic? Let's go. Josh Forti: All right, Russell, so here's the ding. You're this dude who you've got this super, super successful company, but anybody that has followed you that knows you a little bit, right? All the newbies out there might not. But you're a wrestler and you to be successful in all areas of life, which is really cool, it's one of the reasons I follow you is because you're not just... I'm going to throw rocks to Grant Cardone here, Grant we love you, but also all you care about is money. So get a life. All right? But anyway, so you have more of this complete picture, this more complete thing that you're trying to go through and do. And so for me, one of the things that I've been focusing on a lot, and it's always interesting because whatever I focus on, I share on social media. And then when I share it on social media, people start giving me ideas back, and half the time it's really great ideas, and then half the time people just hate me for no reason. They're like, you're so dumb. I'm like, oh my gosh. Okay. But anyway, for me, right now, one of the things I've been really focused on is health and fitness. Right? And I remember, I don't know, it was a year ago or whenever it was that you were freaking out about bone broth. Right? And you were like bone broth is going to be the greatest thing. Oh my God. Or whatever it is, it's going to be so cool. And it's going to help me cure cancer and not get it or whatever. And I'm like, you're so weird, dude. I don't even understand. Because I wasn't in it, right? I didn't understand it. And then I got married and my wife is a yoga instructor and so she's super, super fit. And now I'm at this point in my life where I'm like, man, my brain feels foggy a lot of days and I want it to be clear. And I'm like, oh crap, there's Russell over there talking about bone broth that one time, he was talking about brain health and all these different things. I'm like, I got to go figure this all out now. And so I hired the Shockley's. Do you know the Shockley's by the way? Kelly and Jay Shockley? They've been in Steve's MasterMind and stuff for a while. They're students of mine now, they're awesome. They live here and they do total body mastery. And it's basically, they come in, they take 15 different blood samples and hair analysis, urinalysis, all this stuff. And they go and test every single different level of your body, and they basically tell you if you're going to die or not. It's pretty great. And so I went and did that and I geeked out and came back and I'm like, there's so much here. And so I'm curious, and I think a lot of people that are, they reach a certain phase in their journey of entrepreneurship and marketing where they're like, okay, I've made some money now. So now I'm not worried about if I'm going to be able to pay the bills or pay off the credit card. And now I've got some money in the bank. And so now they start thinking about more important things. And one of the biggest things that comes up is their health, right? It's, how do I take care of my brain? How do I take care of my body? How am I going to make sure there's longevity? How do I make better decisions? Anybody that's ever studied personal development knows your brain is like this, it takes 80% of the energy in your body every day. It's like something stupid. Right? So I guess let's start with, how do you go and figure out what you're going to focus on? And what's your routine for health? What are the areas that you focus on and how did you figure out that those were the areas you should be focused on? Russell: Yeah. Great questions. It's funny because I think everyone goes through cycles where, remember I used to make fun of the people who were like me. I'll call them hippies. Like, "Oh they're such hippies." And now I'm like, "Dude, I love the hippies, they got all the good stuff. I love these people." You know? But yeah, I think the biggest thing is... It was tough for me because I was a wrestler my whole life, so I always consider myself an athlete. I thought I was in good shape. I thought... And I was. I thought I understood nutrition, I did not. I wish I could go back and compete knowing now what I know now. And so it was weird, I got done with wrestling and then my wife got pregnant with twins, literally during my last wrestling term, she was on fertility. But I wrestled in my last tournament and we found out a week later we're pregnant of twins. And then we were excited, and I wasn't wrestling or competing or working out. She was eating for three. I was eating for three or four as well. And I gained I think about, my senior year I wrestled 165. When I came back to go wrestle the next year after I graduated with the new team, I was so big, they made me wrestle the heavy weights. So I'd gained probably conservatively 60 to probably almost 80 pounds while my wife was pregnant. Josh: Oh my gosh. Russell: And then one day she had twins and lost 60 pounds overnight and I had 80 pounds on Russell. But it's weird because you don't see it. I didn't see it. I remember going back to wrestle at Boise State, and I walked through the door and Ben Cherrington, who's actually Gaethje's wrestling coach, I walked in and Cherrington is like, "Dude, your face is so fat." I'm like, "What?" He's like, "What happened to you?" I'm like, "I don't know what you're talking about." I couldn't see it. You know? And it was just weird. And anyway, so for the next seven or eight years I was in business and I didn't think about it. I was like, I had so much energy here and focus there, I didn't think about it. And eight years into my business is the very first time I remember feeling, I think I was on stage or something. And I used to wear a tie, and the tie wouldn't fit around my neck anymore. It was all this stuff and I was just like, oh, I just felt crappy. And finally I was like, okay, I have to figure this out. So I hired a trainer, got on a plan, and in seven or eight months I went from, I don't know, whatever, 26, 28% body fat down to 12% body fat. And that was cool and I felt better by myself. But the thing that I noticed the most was that I could get more done during the day. And that's when I was like, oh my God, health actually matters, not just... Like for me, if you look at my disc profile, my number one value is economics. So if I don't see the ROI of something, I won't do it, which is why I sucked at school. That's why I suck at a lot of things is because if I don't see an ROI, I would rather die than do the thing. And all of a sudden I saw the ROI of health, I was like, okay. I was like, by shifting my health, I was able to get two to three times more stuff done every single day. ROI of that is I'm getting three years worth of work done every year, which means I'm going to crush everybody else. Therefore, I'm going to go deep on this. And so that was the thing that sold me on it was just, I saw the ROI and then I became obsessed. And so I'll take you through my journey because there's different levels of things I've learned. And again, I could probably someday will write a 5,000 page book on this because it excites me. But there's the things that are the big lever, like the big levers had the biggest impact. So I'll talk about those. Josh: Yeah. Russell: The first one I understood- Josh: Can I just say a quick side note? Russell: Yeah. Josh: I love how you're coughing as we're talking about health. LOL. That's funny. Russell: I know the one time I've been sick in a decade and it's right now. Yeah it's weird, I have a stuffy noses and a... Anyway, I'm in a season of my life where there's not much sleep because my kids are wrestling. And so I leave every day at 2:30 to go to wrestling practice, and then they're cutting weight at night, and then there's tournaments, and I still got to do all the stuff I got to do. So I'm up every morning earlier than normal. Josh: It's like you're busy Russell. Geez. Russell: Yeah. It's a lot, so my health is suffering a little bit right now, which is why I am spending more time on health stuff right now because I'm losing sleep so I got to make up for it in other places. By the way, sleep though is the number one performance drug you can do. In fact, it's interesting if you study all the biohackers, the two or three biggest things is sleeping more and more sunlight, like going outside with your shirt off, getting natural vitamin D, those help more than almost any biohack you can dream, any supplement, anything. It's sleep and sunlight are the two biggest biohacks. And so, anyway, we should all spend more time outside and we should sleep more. But those are hard sometimes where, nowadays we're not sleeping and we're in an office, so those are the things. So okay, I'll step back. So the first big thing I noticed when I started the health journey back now, it's been probably 14, 15 years ago now... Maybe not that long, maybe 10 years. Anyway, whatever it was, is I went through different diets. Right? So I did a bodybuilding high protein diet, which had lower carbs. I also went through the ketogenic diet because I spent a lot of time with Pruvit when the keto movement was starting, helping them launch that. So I was trying to understand, and I went to through that. But the biggest thing I started learning is how carbs affected my brain. If I eat carbs, it made me tired, faster. You know after post Thanksgiving dinner, you eat and then all of a sudden you can't keep your eyes open. People say, it's the tryptophan in Turkey, I don't believe that, it's the mashed potatoes. Josh: I don't believe that either. I just found out this Thanksgiving that apparently Turkey makes you sleepy. I'm like, that is not the case. It is just food in general. I eat any amount of food that much, I'm sleepy. Russell: Yeah, well it's not just food, it's the carbs. The carbs make your brain tired, at least for me. And so I started realizing that, I was like, I don't want to not eat carbs because the carbs have a very important role. I did the whole keto thing for a long time where I just only ate fats, and that I don't think is right either. So your body needs all the things, but I time my day based on those things now because I know that when I introduce carbs, I'm going to be tired. So I don't introduce carbs early in the day. I don't typically eat breakfast, when I'm eating lunch it's usually high fats and high proteins. And then when I do carbs it's at night, when I do actually want my body to start falling asleep. And so if you notice, like if you look at my eating cycles, I'm still eating the same things most people are eating, but I'm eating them in different orders. Right? Like my lunch, if I'm ordering lunch today off Uber Eats, it's going to be a poke bowl and it's going to come with no bass. So no rice, no nothing, but I'm going to have fish, I'm going to have five different fish in there. Right? Because the fish has high protein plus high fat content, which affects your brain. So I'm going to eat that fish, that's going to be my brain food. But I'm not eating carbs because I don't want carbs yet. I need carbs in my diet, I need it in my body, but I don't want it until I want my body to naturally fall asleep anyway. Right? So dinner time, usually I'll be lower on carbs and as it gets closer to bedtime, then I'll go and have my rice or whatever my carbs are going to be. And because I'm like, okay, I want my brain to shut down anyway. It's like, that's when I'll introduce those things into my diet. And so for me, it's like the timing of food has been really, really big because I would normally, back in the day I eat breakfast, I have cereal for breakfast or something and I'm wrecked for the day. Or I would skip breakfast, I eat lunch and then lunch I'd go order something and it'd be a sandwich. Right? And I eat the sandwich and all the bread and I'd lose the last half of the day. So I'm very, very sensitive on how I'm timing, where I'm introducing the carbs in the day so that I can keep my focus as much as possible during the windows where I need my brain sharp and fast and ready. So that's the first phase of it for me, that's been the big thing, because that brain fog is the worst. You're like- Josh: Is the worst. Russell: I need to be... And you can cover it with caffeine. And so you kind of have it, but it's not the same. You don't have the same sharpness when you have the brain fog and caffeine. It's like going into a bathroom where it stinks and they spray Poo Pourri. It's like, now it smells like Poo Pourri flavored poop. You know what I mean? They're both there. Josh: Right, right. Russell: It's like, it's not actually clean in here. You know what I mean? Josh: Yeah. Do you use Nootropics or anything at all? Joe Rogan has that Alpha... Or I don't know if it's his, but he does that Alpha BRAIN or whatever. I use that and that... I mean, I don't use it all the time, but whenever I need to be focused, because I usually take Adderall and- Russell: The hardcore stuff. Josh: Don't take Adderall people. It's the best ever, but it is straight up... Alex Sharfin did something on it one time. And once I learned what was in Adderall, I was like, "Oh, all right. So if I take that long term, I'm basically on crystal meth basically." I mean, not, but it's like the same thing. So Adderall's great, but it's not a long term sustainable thing. So I did Alpha BRAIN and stuff, which is much healthier. Do you use anything like that? Russell: Yeah. So there's a range in this stuff, because a lot my friends are the hardcore biohackers, and there's a range. And there's, for me there's a cutoff line of where I feel comfortable. And most of my friends go way beyond that cutoff line, where I don't feel comfortable. So it's tough, you get in the Nootropic world, I feel like you got to have your, this is as far as I'll go, because if you're not careful, I have friends who pushed it all the way to the spot where there's stuff that I think they're crazy for because man, you mess up your brain you are screwed. You know what I mean? And it's not worth sometimes the increasing of, oh I'm going to get more focus here. But there's a potential of damage. So yeah. So Alpha BRAIN's great, Alpha BRAIN's definitely on the left hand side of, I can take this stuff, I feel comfortable. I love ketones, I'm still a big ketones' believer. I'm trying to think off the top of my head. There's different ones that are good. Right? For me, when you start getting into the racetams, there's a whole family of race, that's where I start freaking out. For me, my cutoff line is right before that and I don't go there because the racetams stuff and then after that, then there's the more hardcore stuff and there's microdosing on things, then there's like- Josh: Psychedelics. Yeah. Russell: Crazier and crazier, and I do not cross that line because my brain, I'd rather have... People that want the last 10% from these crazy things is not worth the potential death. Josh: But is that also a religious thing for you? Or is that? Russell: For sure. Josh: Yeah, okay. Russell: 100% religious. Josh: Yeah. Russell: Definitely religious belief, but even more so, for me it's... I don't know. I've had so many friends who... And I don't want to get political on all the different drugs and things like that. I could, if people want to, but- Josh: You can come on my show, we'll talk about it there. Russell: But honestly, I have so many friends who smoke weed because it makes them more creative. I've had friends who the brain shuts off because of it. So the potential, I might be more creative, but I could lose my brain, is not worth any amount of, that's a risk I will not ever take. Alcohol is the same thing. People are like, oh, I do this because it relaxes me. But I've seen the opposite side of that. It's like, I don't know. Yeah, I have my line, I think everyone should have a line. But there are some really good Nootropics out- Josh: I want to talk to you about that more. We'll do it on my show, because I'm super curious to know your thoughts on that too, because I smoke weed sometimes too. Russell: That's why you want to bring me on that. You're from Colorado, I know. I'm not against it- Josh: Yeah, it's legal here people. Russell: I wouldn't touch that with a 10 foot pole, no matter what of positive benefits might be on one side. So there's that. Josh: We can talk about that more at another time. But anyway, back to the- Russell: So the Nootropics stuff, so that's good. But supplementation as a whole, I used to just go and randomly buy every supplement that had a good sales pitch, because I'm a good sales guy and I love getting sold. I remember Anthony DiClementi came to my house one time and he saw my supplements and he was like, "You're taking everything, which is good." But also he's like, "There's crossover because a lot of supplements, they want a marketing pitch, they'll put 12 things in it." And all of a sudden I'm taking 30 pills and all 30 of them have this crossover, and all of a sudden I'm taking unhealthy levels of whatever this ingredient, because there's a little bit in 40 different things. Right? And so I started getting more strategic. In fact, Braven, who spoke at Funnel Hacking Live, his dad has been doing these really cool things. I'm trying to figure out, he's coming out next week actually to do some more work with me. But I'm trying to figure out how to help turn that into a business that I can introduce to entrepreneurs, but basically comes and tests your blood. And basically your blood testing is like, Hey, instead of just randomly taking stuff because you think so, it's like, here's where your markers are at, and then they create custom supplements based on that. They get all these- Josh: That's literally what the Shockley's did for me. That's 100%. I have this whole long list, like this long of every single different level of every nutrient in my body. It's crazy. Russell: Those are really powerful because then you're not just guessing and you can get in trouble when you're guessing. I've seen people who've had issues because they've shotgun approached it, which I've done for years in the past. And so I'm a big believer in that now, where you're taking stuff, and so to make sure you're optimized is a big thing. And one of the fascinating things, I've heard people talk a lot about gut health in the past, but I didn't understand gut health until I did this because he was showing me that the amount of fats and proteins I'm taking aren't being digested enough based on my blood levels. And he's like, the biggest thing that I need to do is start focusing more on my gut. And so I didn't really know what that meant, so this has been a big, huge thing for me now that has had a huge impact, is understanding gut health and how to do things like that. So a couple things. Number one, I have this on my desk here in my house, this is... What are these things called? These are the digestive enzymes. Right? These are actually Braven's, if you go to GainesinBulk.com you can buy them, but these are the digestive enzymes. So before I eat anything now, I pound a handful of digestive enzymes, just consistently, because it helps you digest your food. If you've got lactose intolerance, if you've got, which I do, I'm lactose intolerant on some things, it helps your body digest those things so you don't have the same issues. You have less gash, you have less bloating, less annoyance when you eat. So I pound these before every single meal. That's my first tier is digestive enzymes, I'm sold on those. I carry a little pouch to me when I travel, every I go, and before I eat anything, I pound enzymes, and that's been a big gut health thing. Number two is, every society outside of America, they eat fermented food with every meal, but Americans don't. So in Germany they eat Sauerkraut, in China it's kimchi, there's different things like that. And so that was a big thing, he's like, "Your proteins aren't being digested because you don't have anything fermented in your stomach at any given time." And so now I buy a jar of Sauerkraut and every night at dinner, when I'm eating my bigger meal, I eat Sauerkraut with the meal because it's getting those things in there. And I used to hate Sauerkraut, there's some really good ones actually nowadays that are insanely good. So I eat Sauerkraut a lot. Kombucha, I used to make fun of that. And some kombucha scared me, because they're really high alcohol content, but- Josh: Oh really? I didn't know that. Russell: Yeah. So for me it's like, but there's some kombucha, the kombucha, however you say it, they'll actually pull the alcohol content out of it. There's some that taste like, I don't have it right here, but there's these ones, there's a whole company. There's a company that made kombucha's that taste like Coke and Dr. Pepper and Mountain Dew. And it literally tastes exactly like Coke and Dr. Pepper, and Mountain Dew, and it's kombucha. Josh: No way. Russell: Insanely good. So those are- Josh: Okay, you got to send me a link to that. I got to try that. Russell: Yeah, they're awesome. And then this is my new obsession, it's called Alive, GTs puts it out, and it's a mushroom Root Beer and it's got reishi, chaga, and turkey tail. I drink two of these a day, they deliver to my house from Whole Foods. I am obsessed, these are my favorite thing in the world. And it's all gut health stuff. So it's figuring those things out. The first tier of gut health is digestive enzymes, the second is fermented food while you're eating, then third is adding in kombucha's and things like that, it just helps your body break down stuff, digest it, and it gets... Because I don't know about you, but for years I'd eat stuff and I'd just get digested and bloated and then you don't feel good. You don't want to do things. Josh: Yeah. Russell: And now I don't have those problems like I used to. And that's been a huge... Anyway, so those are some of the tiers of things. Like for me, it's timing my food, taking supplements, like Nootropics and things to a certain level to help increase your mind. Josh: Right. Russell: And then the gut stuff is, your gut and your mind. There's studies I've read, I don't know how, I don't understand it all, but they say when you're an embryo your brain and your gut are connected, and then they separate and there's this brain gut thing. And so when your gut's not doing well, it affects your brain and vice versa. So it's like those two organs are the ones to really focus on the most. Josh: Yeah. My mom was big, so my sister, when she was, oh gosh, I think it was five years old, had epilepsy. Like seizures every eight minutes, like full out seizures, completely. And we took her to the number one child epilepsy doctor in the whole world that was over in the Cleveland Clinic. And they like looked at my parents and were like, "We have no idea what's wrong with your daughter. She's just going to have seizures for the rest of her life." And my mom went on this whole thing and cured her through diet. And that's when she discovered the whole gut thing and everything like that. And so ever since then, my mom's... I always tell my mom, I'm like, "Mom I love you to absolute death, obviously when you die it's going to be the worst thing ever." And I'm like, "One of the biggest things I'm going to miss when you're gone is whenever I have a problem, whenever I'm sick, whenever I don't feel well, whatever, I just call my mom." And I'm like, "Mom, what do I do?" And she knows, and it's always the natural thing. I haven't been to the doctor in probably 10 years because anything that's wrong, I just call her so- Russell: Natural is good. Josh: Yeah. She's all about that. Russell: Natural stuff is fascinating. Like again, I used to make fun of people and say they're hippies, but man, I got a Natural Path here in town I go to. Before Funnel Hacking Live I was like, I can't get COVID. And so he came in and hooked me up to IVs and things and all these. It's crazy. They do muscle testing, what things your body needs. I don't know. Again, all this stuff I used to think was like crazy, woo-woo, weird stuff. And the more I get into it, the more I'm just like, man, this stuff's amazing. I think everyone should find a Natural Path, find something that's good. As a first line of defense it's preventative, but also when you do get sick, looking at those options, because they don't wreak havoc on your body like some of the... And there's a time and a place for all those things, right? There's time to play- Josh: Yeah, for sure. For sure. Russell: You need traditional medicine, but man, there's this non-traditional side that's based off of thousands of years of people doing this stuff that is amazing. And it's looked down upon here in America unfortunately, I think it's gaining more and more popularity. But man, it's fascinating and important to, I think for all of us to understand and to be willing to look at. Josh: Yeah, for sure. Well, I appreciate you sharing more about that. I'm sure that you could talk about that for a long time. Last question on that and then we can wrap it up here. What are the things that you just absolutely stay away from in your diet? I mean, obviously for you, there's some faith elements in there too, so feel free to talk about that. We already talked about hard drugs and things like that, but diet related. Do you drink soda? Or are there certain things that you absolutely stay away from and you just don't do for health reasons? Russell: Yeah. So really decide, as a Mormon, it's alcohol, tobacco, coffee, and tea, those are just chopped off. And then anything worse than that obviously like- Josh: And tea? Russell: Yeah. I think- Josh: I didn't know tea was- Russell: We can have green teas, but not like the... Or something. I don't know. I don't even know. Josh: I don't like tea, but that's super interesting. I didn't realize tea. I knew alcohol, tobacco and coffee. Russell: Yeah. Then on the other side, then it's like, as I was trying to master and understand really diet and stuff, when all is said done calories... And again, I'm friends with all the health influencers, so I see the wars online, calories versus that and all that stuff. But calories do matter, but the type of calories matter as well, right? You can lose weight on a Twinkie diet, if you're eating 1500 calories a day of Twinkie, but you're got to feel like crap. Right? So I'm very conscious of that, so I do not drink soda, for a lot of reasons, but the biggest one is if I'm going to waste calories on something, I am not going to drink a soda, I'm going to eat ice cream. Right? I'm all for- Josh: Right. Russell: It, but I would never waste it on something like that because I feel like you're just drinking pure. So I'm not perfect, I'll go off on binges and eat stuff I want, but I would never drink pop, like I just don't. I would rather spend my calories somewhere else. Josh: It's soda Russell, it's soda. Russell: Soda. Yeah. In Utah, we called it Pop. But yeah, I think in the rest of the world it's soda. Anyway, so I don't do those kind of things. Josh: It is soda, Pop's not a thing. Russell: I'm also thinking, I'll go somewhere and there's a dessert, so I'm like, oh. And I'll try something and I'll take the first bite, and I judge, is this worth the calories? And if it's, yes, then I'll go pound the rest of it. If it's not I'll throw it away. Right? Like for example, cookie dough. If my wife brings home a tub of cookie dough or something, I eat it. And its worth the calories, I don't care what it is, that's so good I will eat that and I'll deal with the consequences later. Right? But then I'll eat something like a Pop Tart, and it's like, oh, this is not worth the calories. The soda or whatever, not worth the calories. Have you had those Mochi ice creams before? Josh: Mm-mm (negative). Russell: Oh my gosh, they're Chinese things. Anyway, they're the most amazing, I'll eat 4,000 calories of that because it's worth it. It's worth any extra effort I have to have because it's that good. And so for me, it's just like, I judge everything, is this worth the calories? If not, I just throw it away and I won't eat it. I won't put in my mouth. You know what I mean? Josh: Yeah. You ruined me with Crumbl Cookie. Russell: Oh yeah, those are worth the calories. Josh: Dude. Freaking, you're the one that I saw it on your Instagram story, you opened it up and you're like, "These are the most amazing things ever." I was like, what are those? And I looked it up and there's one five minutes from my house. And so now we go there all the time and I'm like, they're so good. Right? Russell: They're worth the calories. Josh: And people don't get it until you have one. And you're just like, oh. So we try to limit our consumption of that. But you're the one that got me on that and now we're... I hate you and I love you at the same time for them because they're so good. Russell: Yeah. I'll judge that. So let's say I need to eat something, it's like is it Crumbl Cookies or Subway? I would not eat it subway because it's not worth the calories for this nasty bread and all these things. You know? But I will definitely sacrifice it for a Crumbl Cookie. So anyway, that's my Litmus test. I don't think most biohackers would live by that model but for me, it's like, I eat pretty much the same thing 99% of the time. But when I'm going to mess up, I want to mess up with the best stuff and not stuff like, oh, I ate that thing and now I feel like, that wasn't even good, why did I do that? I want to make sure I'm doubling down and if I'm going to mess up, then I'm going deep on something that's worth it. Josh: Yep. Yep. All right. Well thank you for sharing Russell, I appreciate it. This was, I think it was a good batch of three episodes for us. Knock it out. Russell: That awesome. Hope you guys enjoyed this. If you like conversations like this, that aren't necessarily marketing related, but based on all the other weird stuff going on in my head, and Josh's head, let us know and we'll do more of these. And thanks man for doing this, I appreciate it. And we'll see you guys on the next episode of the Marketing Secrets podcast.

In this second installment of this special interview, Russell and Josh go super deep on ‘the master story' and the attractive character…and what happens when you have tons of followers and NO ONE buys! Hit me up on IG! @russellbrunson Text Me! 208-231-3797 Join my newsletter at marketingsecrets.com ClubHouseWithRussell.com Magnetic Marketing ---Transcript--- Russell Brunson: What's up, everybody? This is Russell Brunson. Welcome back to the Marketing Secrets Podcast. So, today's episode is probably from most of my conversations with Josh, might have been one of my favorites. It was really, really fun. We started talking about expert secrets and storytelling and how they work, and attractive character profiles, which one you should be using, and how they work, and can you change them? And then also he started going into his concept of the master story, which is something I talk about in Perfect Webinar, but he goes really, really deep in it. And anyway, we geeked out. This was a really fun episode. I hope you enjoy it. With that said, let me cue up the theme song. When we get back, you'll have a chance to listen to this exciting conversation with me and Josh talking about story and attractive character, and a bunch of other really cool things. JoshForti: I got to ask this. Are you not on Twitter? Like I see you on Twitter a lot, and I see you posting stuff on Twitter. But is it not you that's engaging on Twitter? Russell: No, I don't know how to tweet. Josh: You don't know how to tweet? Russell, I tweeted you a lot. Or not a lot, but I tweeted you quite a bit. Russell: Oh, hey. Josh: And then sometimes you like my tweets. Dang it. Russell: I do like all your tweets. They're awesome. Josh: Yeah. Oh, man. Russell: I personally, I enjoy Instagram, probably my favorite. And then Facebook's probably number two. But that's the two social platforms I spend my personal time on the most. So, if it's from either of those two platforms, it's usually me. If it's other places... Josh: Do you have it like broken up? Like are you like, "Instagram, I do this type of content and stuff on. And Facebook, I do this type of content on." Or is it kind of like a mixture of both? Or... Russell: Um. Josh: For you personally. I know your team posts stuff, but... Russell: The only place I really post/do stuff typically is Instagram, like stories. That's where I kind of, like me personally, do stuff. And then Facebook and my personal page, probably once, every once in a while, I drop stuff there. And everything else, that's my team. Josh: Yeah, that's rare though, not often. Russell: Yeah. Josh: You're not like me who's like, "What? It's been 48 hours without some form of controversy? What can I say? Oh my God." All right. Well, actually, I kind of want to talk about that though. Not so much controversy, but creating content specifically around storytelling, because I think this is probably one of the biggest... Let me give backstory, a little context around this. I came into the world completely backwards of what most people do, right? So I was the guy that came into the world, and most people have no following and no followers, and they can't get leads to happen. Right? And they don't get anybody to show up to their webinar. And then they're super depressed because nobody showed up and nobody bought. I had the exact opposite problem. I had everybody show up and nobody bought. And let me tell you, that's way more depressing. You know why? Because when everybody shows up and nobody buys, you're like, "Crap. Now I really am screwed because I have no idea what's going on." Right? Russell: It was me, and not the… whatever, yeah. Josh: Right. It's not because nobody's hearing it. It's because I actually suck. And I remember the first time I ever did a webinar, we actually... I don't know if you remember this or not. I actually sent you a Snapchat. This is right when you first got Snapchat. This is way, way back in the day. I've told this story before. And I went and I was like, "Russell, what's up, man? I'm trying to build this webinar. How much would you charge me to build out a webinar for me or whatever?" Right? And you sent me a little video, a Snapchat video back. You're in the Jeep, and you were like, "Man, I don't really do that. I don't really do that anymore." So I like snapped you back, and then you snapped me back, and you're like, "It'd probably be like $250,000 or something like that. But I don't really do that." I'm like, "Man, I really wish I would've hired you for 250 grand." But anyway, so I go and we do this huge webinar, and everyone told us... We were like, "We're going to have all these people sign up." And everyone's like, "No. No, you're not. Nobody gets people to their webinar that easy. You maybe have a hundred registrants." We had 2000 people register, and we had a thousand people... We maxed out the room with a thousand people on live. At the pitch, there was like 982 people in the room. I go through, I do my pitch. No one buys, not a single person. And then we hung up, and like an hour goes by, and one person had bought. And most miserable, depressing... Russell: That's the worst because then you're like, "Crap. I thought there was no sound or something. Maybe they didn't hear me." Josh: Right, right, right. But I sat there and it was a bad webinar. We had like dozens, probably hundreds of emails and comments of like, "Can I have my money back for a free webinar? This totally sucks. Worst experience ever." It was awful, right? And what was interesting is that really scarred me for a while, from doing presentations and from doing anything where I pitched live. And so I basically went and I just did sales from that point on. I did lots of presentations. I did lots of content. But I did not actually go and pitch because really, it was like PTSD almost. Right? It was like, "I don't want to go back there." And what was interesting is I went and I would do sales, and I got good at sales, but sales is hard, man. Sales is just a different game. It's just like pushing and pushing and pushing and pushing. Right? And then my brother died, and out of just sheer not knowing what to do, I just started sharing my story because at that point you're like, "What do you do? My whole life is messed up at this point. I'm so confused." And so I just start sharing what I was going through, and I start sharing things of like the emotions and what I'm learning and what I'm going through. And I remember people just started buying, and it was like the weirdest thing, because I wasn't selling anything. Right? But I would go through and I'd be like, "I'm super grateful and thankful to have an audience right now because I'm able to go through and have a business that allows me to go and like be mobile and go to my brother's funeral or whatever." And then people started buying my programs. And I was like, "What in the world?" And then I would share other things, and then people would start buying. And I'm like, "I'm not actually selling these things. I'm just talking about my life." And what was interesting is I went back eventually later that year, and I went back to all these different people, and I was like, "Why did you buy this product?" And they're like, "Well, because you told such and such a story." Oh, that's interesting. So then I went over here and I was like, "Why did you buy that product?" And they're like, "Well, you guys told such and such story." And it was a completely different story. And it was like they were buying because they would hear a story, and they would associate that story with a product that I was selling, and they would go buy it. And so I had all these different products and all these different stories, and I was like, "Okay, well, I got to figure out what's the one story that I want people to figure out?" Right? So I could sell the one product. And so that's what I've really been focused on recently. But that lesson taught me that storytelling was everything, because I had heard that from you a million times. Right? Russell: Yeah. You didn't believe it. Josh: Story, story, story, story. Right? And I'm like, "I'm telling stories, Russell. What more do you want me to do?" But I wasn't. I was telling facts and I was going out there and trying to sound smart. And when I just let go of it all and was like, "This is the story, like the real, the raw, the genuine. I'm not trying to sell you anything. This is legitimately what's going on in my life." I made more money and more sales than I had before. And so I would love for you to talk about... Like I know in Expert Seekers you go through like storytelling and all the different, the core four stories, and the change of false beliefs. But what's the key? And maybe that's it, like going back through that. And that's fine. But like what's the key to telling a good story? Because I think not only do people... And there's a follow-up question to this, which I'm not going to tell you what it is yet. But what are the elements that make a good story? What actually makes a story work? And how do you tell one effectively? Russell: Yeah. First off, it's fascinating because I went through a very similar journey when I got in this world too. I remember going to my very first event. I saw people selling from stage, and seeing the numbers and doing the math, I was just like, "This is crazy. There's no way this actually works." And then I remember getting invited to speak at a seminar, and it was different because webinars are painful, but man, standing on stage and doing a pitch, and then it bombing was even worse. Because it's just like all these people, nobody moved, and it was just like... In fact, I remember I was like, "I'll never, after the first one, I'll never do this again." That was the worst experience ever. And that's when I joined the Dan Kennedy world, and they had this public speaking course. It was like 40 CDs. I remember the pack was like this thick of CDs. And I bought it because I was like, "I want to figure this thing out." I started listening to him. And I don't remember the course at all, other than this feeling of just like it's not teaching. Teaching is not what gets people to buy when you're on stage. It's telling these stories that connect with people. And it shifted my mindset, and so it shifted to the point where I went and tried again. And the next time I tried, I tried to weed these things in, and I got like six sales, a thousand bucks apiece. And I was like, "Oh, okay." Like I got the reward of like this actually worked. And then I was like, "Okay, do it again and do it again." And then you start getting obsessed with it. And then for me, most of my education for the next five years... Because there wasn't a lot of people that had courses on public speaking or things like that. There were a couple, but there wasn't a lot. I just went... And from a timeline, it was before the big 2000 whatever, the big crash in 2008 or whatever. And so there were events happening every single weekend. So I'd go to an event every weekend, and I would sit there and I would just watch the people speak. And I would watch what they were doing and then see how people would buy at the end. And people, the ones that had the big table rushes and stuff, I was like, "Okay, what did they just do? What'd they do to me? How did they do it? What did they say?" And I was like trying to dissect what they were doing. And then I would model that for my presentations. I'd be like, "Oh, I like how they did that part, how they told the story or how they got emotional." Sort of like just studying. McCall Jones calls it charisma hacking. I didn't know that's what it was at the time. But I was just watching how they did stuff and how it made me feel. And it wasn't just like selling from stage. I started watching religion people as well. Like some of the best presenters in the world are preachers and pastors and things like that. And I was watching just people speak and how they got me to feel and move, and how they told stories in a way that was exciting. And then so that's like this study I started going on. Then I met Michael Hague. I started learning about story structure. I was like, "This isn't just made up. There's actual structures and there's things in place. And this guy's way easier," because now I'm not just guessing. There's actually a pathway. Anyway, so that's kind of my history with it too, but it's fascinating. But I think that if I was to break it down into something for people to understand that's not complex but simple... Because you can go to the Expert Secrets book and it can get really complex. But the simplest form is that if somebody's coming to you, it's because they're looking for something different, right? They want change. They want more. There's some result. And I always think about this like on a mountain because Dan Kennedy used to talk about this. He's like, "You need to become the guru on the mountain. And people are going to come to the base of the mountain, and the closer they get to you up the mountain, the more they're going to pay." Right? So, the base of the mountain, they're paying a hundred bucks a month for a newsletter. And then they want to get closer, they pay 500 bucks a month, then a thousand bucks a month. And for whatever, for 50 grand, they can sit at your feet and talk to you." And he used to always talk about that guru on the mountain thing. And back when I was first studying this, the way people sold was different. It was much more like that. It was more of a status play like, "This is how successful and why you should come up here. And if you want to be like me, you got to come to me, pay me more money." And I never really resonated with that, partially because I'm awkward and I always felt awkward like positioning myself. So I never liked that, and so I started learning about story structure. It was cool because I realized that the positioning of you on the mountain, it's essential, right? But it's not like you sell from the top of the mountain, yelling down to the people. It's like people see you on the top of the mountain, and they're down here like, "I want to be up there." You're like, "Cool." And then it's you coming down off the mountain, running down to where they're at, and being like, "Okay, I know exactly where you're at. Let me tell you my story, because I was in your same spot at one time." Right? And that's the power. So, if you look at the way I do my presentations, I usually drop like one slide or one thing like, "Hey, this is the thing you want." Right? Like, "Cool, I've made whatever." Like I'll do my quick posturing just so they know that I've been to the top of the mountain they're trying to get to. But then I don't stay there. But again, if you watch the old-time speakers from the nineties and early 2000s, they would spend the 90-minute presentation talking about them on top of the mountain the whole time. And I just hate it. So I drop real quick, so you know that I know I've been where we're trying to get to, but I got to come back very, very quickly. And the story I'm telling you is the story, my story, of them. Right? I have to put myself in their spot. Like where was I when I went through the same thing? Because all of us, if you got to the top of the mountain, somewhere you had to start hiking. And you went through that journey to be the guru on the top. Right? And so it's like coming back and remembering where are they at or where were you at, telling your story. And if you tell it the way that they connect, they're like, "Oh my gosh, they are me. I was Russell. Russell went through this. He understands." And there's empathy. Then they trust you. Then they want to go on that journey with you. That's like when you came out and you started telling your story, it wasn't you posturing a position of how great you were. But it's like, "Hey, I've done this thing you're trying to figure out. But let me tell you my story and how I'm struggling, how I'm still struggling, the struggles I went through, and the pain and the fear." And all of sudden they're like, "Oh, I feel that too. I feel the pain. I feel the fear. I understand those things. This person understands me. I can trust them to take me on this journey because he's not going to be the person who's just positioning how great they are. It's someone who I have empathy with. They understand me." And that's the key. Because if they feel like you understand them, then they're going to go on that journey with you. And you do that by telling the story, like your version of their story. Because they're living it right now, and you've lived it the past. You've got to tell that in a way where they connect and now they're going to want to go on that journey with you. And that's kind of the key to it all. Josh: That's super, super interesting. Yeah. Because when I think about story structure, because I've like tried to simplify things down in my own head... Because it's always interesting, because I'll watch everything that you do, and so it's funny whenever I do presentations, people are like, "You're a mini Russell." I'm like, "Well, that makes sense actually. Right?" Like I've watched all this stuff, right? So, but for me, man, going through Expert Secrets, I don't know, it was probably the third or fourth or maybe even fifth time through before I finally actually was like, "Oh yeah, you actually do know what you're talking about." Because every step of the way I'd be like, "But my story doesn't fit in. That doesn't work." Or like, "Mine doesn't have that." Or like, "It's not that systematic." Or, "Russell, it's too much of a science. There's more of an art to it." And then I'd read about it and I'd be like, "This is so scientific." And then I'd watch you do it and I'm like, "That's so artistic." And I'm like, "But they're the same." Right? And so I would try to figure out ways to simplify it down to a way I can understand it. And then once I would understand it, I would plug it into yours, and then it would work. Right? And so for me, it was always like, okay, there's four parts. It's, "How did I get here?" Right? That's backstory. Like, "How did I get to right here right now?" That's like that. And then it's, "Where am I going?" Right? So, the goal, the desire. And then it's, "How am I going to get there?" New vehicle, new opportunity, right? And then it's, "What's it going to look like?" The vision, like what's it going to look like in the process of all that, so we can paint this thing and we get people emotionally attached? And so for me, in my brain... And they don't always happen in that sequential order. Like sometimes you start with the desire, and then you go back, but it has to have all four of those parts. And then I would take that and I would go, and then I would apply it to the Expert Secrets, and then it would start working. Right? I was like, "Oh my gosh, that's what Russell's doing here and here and here." And then you actually have this whole framework out about it, right? And I think one of the things for me is I always go... Because we've done book clubs on Expert Secrets. I teach stories in marketing. I teach stories in personal development. Like stories and storytelling is a big part of what I do now, especially over the last six months and moving forward. One of the questions that continues to come up is... Well, there's two parts. Let me start with the first one. "Hey, Russell, that's all great, but I'm not a leader. I'm not the attractive character that's the leader." Right? "I'm not the person that figured it out and am living my customer's journey." And there's actually a lot more of those people than I thought. I thought most people were leaders because that's what I was when I first got started. So my question is, do you tell this story a different way? Or how is the story different, how is it positioned differently, if you are not the leader? Because I know you're not in your story. You're the reluctant hero, right? And so I tell people, I'm like, "Before you start figuring out your story, you got to figure out what attractive character you're going to be." Right? And we go through the four inside of Expert Secrets. It's like there's the leader, there's the adventurer, there's the reporter, and then there's the reluctant hero. And what's interesting is early on in my journey, I was the hero. Right? I was the one, I was like, "Guys..." I was literally this broke kid, freaking living in a $500-a-month apartment with duct tape windows. And now I'm not, right? And Instagram was the thing, and social media, and here we go. Right? But as I evolved, then the podcast came. And without even realizing it, I became the reporter. Right? And so how does, based on your attractive character, how does that change the story or how you tell it? Russell: Yeah. And it's funny because mine's transformed, not only just throughout time, but in different situations as well. Right? Like sometimes I'm the attractive... You know, when I got started, say when I was an interviewer, so I interviewed people. So I was a reporter for a long time. But then I transitioned to like a reluctant hero. But there's other times, like if I'm on Hockey Live, I'm not the reluctant hero, right? At that time I've got to be the hero. Like I'm coming in and I'm setting authority because I've got a whole group of alphas in the room. And if I don't come there as like the head alpha, they will run me over. If you're like in a situation with Tony Adib, like if I'm that situation, I'm transitioning more back to reporter because I'm leveraging Tony's expertise and things like that. And so I'm going back as a reporter. Same thing with Dan Kennedy right now. You look at... It's fascinating. Like we just bought Dan Kennedy's company, right? We just launched the first Dan Kennedy new offer. By the way, if you're listening, go to NoBSLetter.com and go sign up. But yeah, like... Josh: By the way, make sure you go through my link. Russell: Yeah. But look at like how I've... It's /JoshForti, yeah. Josh: Yeah. Russell: But if you look at like how I'm positioning this offer, it's not me coming as like Russell's the alpha. Right? I'm coming back here as like, "This is my mentor. Boom. And I had this chance to acquire, but I'm going to go through 40 years of his stuff, and I'm bringing it back to you." And I'm pulling these things out, and this is what I learned from Dan and what I learned from Dan here." Right? And it's me coming back in a reporter role with my mentor, and that's how I'm introducing the world to him. So, it shifts, right? It shifts based on the story and the situation. Like what are you using it for? Right? Like I could've come in and be like... Because there's different posturing. Like I could've come in and been the hero and like, "I bought Dan's company. We bringing it back from the dead. Da, da, da." Like put it on me. But that story, first off, didn't feel good. But second off, it's not the story that needs to get people to move. The stories to get people to move is me giving homage to this guy who's changed my life, and now I'm going to be having the chance to bring these things back to you. Like me becoming the reporter back in that phase, in that business and that side, is a more powerful story to use. Right? And so it's all coming down to figuring out what's going to be the best story, right, in this situation and where you're at, and thinking through that. Because right now you're in a reporter role, but other times I still see you, you shift back over where you're running different things. So it's just trying to figure out what's... Again, these are all tools. I was talking to the Two Comma Club X members this week. And part of the group's doing challenges, part are doing webinars, part are doing different things. And they're like, "Which one should I do? Which one's the best?" I'm like, "No, it's not which one's best. These are tools. Like this is a hammer, this is a saw, and different jobs and different tools." And so it's like if I'm coming in here, I want a hammer, but over here I want a saw, and here I want a hammer and a saw, because I'm going to do this thing. Right? And same thing with stories, understanding that. Like your attractive character can shift. Mine's shifted more throughout time, but also situationally it shifts where it's like, okay, this is the role I need to be here, and it's okay to shift back to reporter. I've seen people, in fact... Well, can I drop names? Yeah. Who cares? So like Grant Cardone's a good example. I love Grant. Grant is like the leader, right? And at 10X, after we set all these sales records, Grant was going to shift to the interviewer and he was going to interview me. And it would've been a really fascinating thing for him to pick my brain and ask. And we sat down and we got in the thing, and he sat there for a second, and all of a sudden he was like, he didn't want to. He thought like shifting to the interviewer was a decrease in status. And he literally stopped before he started and said, "Actually I don't want to interview you. I'm going to have somebody else do it." And he got off the little thing, had somebody else come in, and that person interviewed me. And I was like, "Ah, dang it." It would've been so powerful for him. Josh: Come on, Grant. Russell: It would been so powerful for him, for his positioning, for people to connect with him better, if he would've come off like, "I'm Grant Cardone." You know, trade, come down for a second, and done the reporter, and been excited. Because he genuinely was excited. He, backstage, was freaking out. He was like, "I've never seen what you just did. That was amazing." Like it was this cool thing. And it humanized him for a minute. And he could have had that moment where he did it, and he didn't. Whereas me right now with Kennedy, I'm paying all homage to Dan. He's amazing. And it, first off, makes the offer better, makes the story better, but it also makes me more... People connect because now it's like they're the same thing. Like, "Oh my gosh. I have mentors. I can be excited about what they're learning." I don't have to posture all the time where I'm the only person. You know what I mean? Josh: Yeah. Well, it's super interesting that you say that because studying influencers has been something that I've kind of geeked out about. And one of the things you talk about in there, in Expert Secrets or whatever, is the attractive character has flaws. Right? And when the attractive character owns those flaws, it actually makes their supporters love them more. And what's interesting is that I've looked at people like Trump, and we're not trying to get political here in any way, shape or form, but one of the big criticisms of Trump, even from his own people, and I being one of those, is he never admits when he's wrong. He never will step down and even give the idea that somebody else could be right. And because of that, that actually hurts him a lot more in the long run than in the short, than it gains him in the short term. Right? And so it's that same concept. And then I look at someone like a Dave Portnoy, right? And do you follow Dave at all? Dave Portnoy? Okay. So he's the founder of Barstool Sports, and he's the one that did the Barstool Fund and everything like that or whatever. Here's a dude who, I mean, his fan base is not as large as Trump's, but as far as like fans and fans, people love Portnoy. Right? Like, I mean, there's his fans. But he makes fun of himself constantly, right? And he's constantly coming back and being like, "Yeah, I messed up." All of his bets are public because he owns like a gambling or a sports betting company. So you go to his Twitter and it's nothing but all of his wins and then all of his losses. Right? And so you can see both, and people just love it. And anytime people are trying to bash up on him, all of his supporters come and they're like, "Yeah, we know he's an idiot. Right? But he's an amazing idiot. Yeah." Right? And so it's like when you show that other side, people connect to you even better. And it's such a fascinating concept because it's opposite of what our brains think. You know what I mean? Russell: A hundred percent. It's counterintuitive. Like we want to always posture position, thinking that's the... It's just like the guru on the mountain we talked about, right? Like in the eighties, nineties, every expert wanted to be the person, the infallible expert up here at the top. But man, that's not what gets people to connect. It's the coming down and like, "Dude, I struggle too. I remember the pain. I remember the pressure, the fear, the scare, like all those things." And that's what connects people. People crave connection now. Maybe there was a time in history where people just wanted the other thing. But nowadays it's not that way. People connect with vulnerability. But it's hard, it's scary, because it's like... In fact, Natalie Hodson, I think she quoted Brene Brown, but she's the one that told me this. She's like, "When you're vulnerable, you feel small, but people looking at it, it feels makes you feel big to them." So it's a weird thing where you're like, "I feel horrible," but it makes them look at you and like, "Oh my gosh, this person's willing to say things I'm thinking in my head and I don't dare to talk about because of my own fear and anxiety and status, and all those kind of things." And it gives them that thing, and that's what gets people to connect with you. It's really fascinating. Josh: Yeah, for sure. For sure. Okay. Last piece on this, which will take up the rest of the time for sure, is the number one question that I get hands down when it comes to stories... I'm sure you've heard this a million times, but in the odd case that you haven't, Russell, your people want to know this. Okay? The number one question is: How do I know which story to tell? Russell: Ooh, that's good. Josh: Right? It's the hardest thing because people are like... And it's always hilarious because I'll sit down and I'll be like, "Well, what story are you trying to tell?" And they're like, "I don't know." And I'm like, "Well, here's your life story." And I will tell them because I'm like their coach and I've been around them for six weeks or whatever it is. And I'll go, "Here's your story. Boom, boom, boom." And I'll summarize their entire life in 30 seconds. And they're like, "How did you do that?" And I'm like, "Because it..." Well, anyway, I want to know the answer to their question. How do you know what story to tell? Because everybody has these. We're so close, right? And for me, I'm about to turn 28, right? My 28th birthday, we'll do a big birthday bash. Russ is coming on. It's going to be great. We're going to want to do podcasts. It's going to be so cool. Right? But it's like I've got 28 years worth of experiences. How do I know what to tell? Russell: Yeah. It's fascinating. When I wrote the first version of the Expert Secrets, I didn't know that was the question people had. I didn't even know how to answer. It never crossed my mind. And anyway, I wrote the second version of the Expert Secrets and I'd seen it, so I'd updated it. But no one ever commented. And it wasn't until... Actually, you came to it. You came to the most recent FHAT event I did, right? The expert one? Yes, okay. Josh: Yeah, not the e-com one, but yeah. Russell: Yeah. So the first time I shared that publicly was at that event, and I remember it was fascinating because Steven Larson is probably one of the people that have studied me the most. And he raised his hand like, "Oh my gosh." He's like, "I finally understand what story I'm supposed to tell." And that was coming from Steven who like... And I was like, "Interesting." So, this is the problem I think that... And I always tell people, "Tell your backstory. Tell the origin story." So they're like, "Okay. I was born in Provo, Utah, March 8th, 1980. It was a cold night." And they, they go back to there, right? Because they think that's the story, because I tell them, "Tell your origin story." And it wasn't until at that event... Again, I think, I'm pretty sure in the second version, the hardbound version of DotCom Secrets, it's in there. But it was that event where I really said, "The story you're telling is not like your origin story. It's your origin story of how you came upon or created or figured out your framework. It's your interaction with the framework you're sharing." That's the key, right? So, when I'm talking about the perfect webinar, for example, the origin story I'm telling is not my origin story. It's my origin story discovering this framework. So, for example, I went to Armand Morin's event and I saw people speaking on stage. I did the math, and then I spoke on stage, and I looked like an idiot. And I went back home, and then I bought Dan Kennedy's course. I realized it was wrong, and then I went through the thing. And so it's that story, it's how I learned or I earned this framework. Like how did I come up with... What was the things I went through to discover this gem that I'm bringing now from the top of the mountain down to them, saying like, "This is the thing I found out, and this is the story about how I found it. Let me share it with you." And be like, "Ooh, I want that gem. I want that gold nugget." And then they come with you on the journey to go and get that with you. So, that's the most simple way I've figured out how to explain it. I'm curious on your side, because you've explained versions of this as well, would you add to that or change it? Or what are kind of your thoughts on it? Josh: Well, so let me start by telling you the biggest struggle that I had. Like I'm talking for over a year of reading Expert Secrets, I struggled with one specific thing that I could not figure out, and it was the question that I wanted to ask you for the longest time. And then like right before we got an interview, I figured it out. I was like, "Oh my gosh." But it was I didn't understand the difference between the backstory and secret number one. And what I meant mean by that is like, to me, I'm like, "First you discover funnels, and then you teach them the framework for funnels. It's the same thing." But then you would say they're different. And I'm like, "How?" Right? Like I don't understand the difference between those two things. Now, at first I didn't understand it at all. And then kind of my first epiphany or my first breakthrough was, "Oh, wait, wait, wait, wait. First the backstory introduces the thing. And then secret number one has the framework for the thing." Right? And so then that was kind of my first realization of like, "Okay, these are separate. It's one, it's the thing. And then the framework for the thing." But then I would look at your webinar and I would go, "Russell, Russell, what's your framework? Like what's the framework to build a funnel?" I'm like, "It's hook, story, offer." That's what I thought, right? I'm like, "In order to build a good funnel, it's hook, story, offer." And then I was like, "Well, maybe that's not the framework. Maybe it's add all the upsells and break the beliefs, and then go through." And I was like... But no matter what it was, it was never... Like the framework for building a successful funnel was never to go and model somebody else's funnel, and then build all the up. I'm like, that's a thing, but that's not the parts of a funnel. Right? And so I got confused because I thought the framework that I was supposed to teach in secret number one was the parts of the thing, not the framework for how to build the thing. Right? And so I think one of the biggest 'aha' moments for me is like each part of the webinar that you're doing is its own separate section, and they build off of one another, but they're also each standalone. Right? And so I thought that the backstory or that the story that I told in the backstory was the story through the entire webinar, and it's not. Right? And so whenever I would hear you say, "Well, tell the backstory about how you learned it and how you earned it," I thought it was like that was the story for the webinar, and then I had to go through and tell each thing. And then I realized that there's a separate story for each thing. Right? There was a separate story for the backstory. And by the time you're done with the backstory... And I think it was you that said it. I go back and forth. I really like how Dan Henry explained some of the things specifically when selling courses, because that was the other problem, was you were selling a software and I was like, "Well, what happens if I'm not selling a software? Oh, crap. Where does it fit in?" Right? But I think it was you that said by the time you're done with the backstory, there's a percentage of your people that are ready to buy. And I'm like, "Whoa. That's the story that I've got to figure out." And so for me, I was like, "What is the story that I have to tell, that if I were not allowed to tell secret one, secret two or secret three, people just took me at my word that what I said was the solution to their problem? What's that story that I have to tell that people would go and buy?" And I became obsessed with that, and that's what I call a master story. Because I'm like, to me... And that's why I was telling you where I was geeking out about it. I'm like, to me, once I figure out that, and I've gone through and taught all these students how to teach stories, if I focus all of my time on the three secrets, we never get anywhere. Like literally. It's ridiculous. We'll spend so much time, and then they'll do the presentation and it won't work. But if I spend 80% of my time on just the backstory and we get that right, they basically figure out the other three secrets like that. And I spend 20% of my time in the other three secrets. Russell: That's fascinating. Josh: Yeah. Russell: Because I spend both of my time doing the three secrets, because that's where people get stuck on my side. But man, the way you frame that's really cool, because I always think about... There's different markets I go after, right? So if I'm going after like a beginner market, my first thing is telling the potato gun story, because it's like, "I had a potato gun, we had an upsell, da, da, da." And for beginner, like... Josh: Which 100%, by the way, 100% of what I've done... The last like six, three months I've been doing sales calls like crazy. Whenever I mention the master story, I go, "Hey guys, do you know Russell?" They're like, "What's the master story?" I'm like, "Do you know who Russell Brunson is?" They're like, "Yeah." I'm like, "Do you know the potato gun story?" 100% of the people say yes, every single time. There's not been a single person... I'm like, "That's his master story when it comes to funnels." Anyway. Russell: That's always interests me because I have a different master story if I'm going over like a more advanced audience, which is the master story of no VCs. Right? So it's like, "We're competing against InfusionSoft and all these things. They had a hundred million dollars in funding. We didn't have any money. We were broke. And so we put this thing together. Da, da, da." And they're like, "Now we get customers for free, and then they buy software." And that master story is what sells it to more of like the corporate, like the business owners who think through the world of like investing. So, that's story that I lead... If I talk about potato guns with them, they're lost, right? So again, it's like, people are like, "But I only have a story." It's like, "No, you have different stories. What are the stories that fit the audience?" Dan Kennedy 101, message to market match. Like how do you connect these things? Right? It's like here's the market I'm talking to. In fact, I think you know this. We bought Doodly.com and we bought like Brad Callen's whole company. And these people, I didn't realize at the time, I thought they were internet marketers using software to make sales videos. But no, they were actually course creators who don't know anything about marketing. And so I went and did my webinar pitch to these people and it bombed, and it was like the worst thing ever. And I was like, "What?" And it was like, "Oh my gosh. I didn't understand the market." And so I had to change. So we rewrote it, changed the story, changed the thing to match the market we're going after. And now it's converted really well. But it was like, it's just understanding that in every situation, like figuring out, "Okay, who am I actually speaking to? So there's the market. And what's the message, the story I think I have that's going to match that to then bring them into our world?" Because I'm selling the same product, no matter what, but there's different stories that's going to hit different markets as you go through. You'll probably hear me quote a lot more Dan Kennedy in your future, as I'm going through all his courses again right now, and having the time of my life with it. So... Josh: Yeah. Well, it's just interesting, just going back to that one concept of like the first core story, the master story, the backstory of it all. I think one of the big problems that I know I ran into this is, once again, I thought the whole webinar was designed to teach and educate. Like that's when I would introduce and teach it, the whole entire process. But it's not. Like secret one, secret two, secret three are designed to educate on the thing that you introduce in the backstory. Right? And for me, with the people I work with on a pretty consistent basis, it's like they don't understand that either. And so when I go in and I'm like, "No, no, no, no, no. Forget about teaching them about it. You have to teach them what it is, why it's so important." And I always go back to that story when you were like no one was buying it and then you're like, "Do you understand what I went through then?" I'm like, "That! That's what you're trying to create." It's like forget the framework for it. Forget how it works. Forget why it worked for them. Forget the external objections for a second or whatever. Like what do you have to do that, if you didn't get to do anything like that, how would you convince somebody that this is the most greatest, amazing thing, and then be like, "And just take my word for it that it's going to work for you." Like, what's that story that you would tell? And for me, once I identified that was what it was, and I started working on my students with that, all the rest of the webinars and find new challenges and everything became easy. Whether it was Catherine Jones when we worked with her, whether it was Brad Gibbon, casual tactics, like all of them, it was like, once we figured out that, then all the rest of the things fell into place. Russell: Yeah. It's fascinating because the reason why I bombed when I first started versus why I started studying dance stuff, is that realization of just like, "They haven't bought into the fact that they want to funnel yet or that they want weight loss or whatever the thing is." Like your only goal during the webinar or the challenge or whatever is to convince them that this is the vehicle that's going to be the most likely successful to get up on that mountain and get the result that they've been looking for. Because they've been looking for the result for a long time, right? I think Katlyn said the average woman goes on eight diets a year. Right? So it's like, now that they're like, "Oh my gosh, I'm going to lose weight." It's not like this, "Oh my gosh, I'm going to make money. Oh my gosh, I'm going to..." Like, they already want the result. They tried three or four other things. You're trying to convince them that your presentation or your challenge or whatever is to convince them that of all the different potential opportunities, that your new opportunity is the one that's most likely to get them success. And if they buy into that, then you can take them on the journey. But you start teaching around the gate. You're trying to take them on this journey, and they're like, "Wait, but there's like 10 other options. I don't think you're the right... I don't even know if you're the right option. I have no idea." So your job and your role is 100% only there to convince them that this is the most likely thing that's going to give them the success they're looking for. And yeah, then you won. Then you can bring them into world. Now you can serve them. Now you can change their life. But until you've sold them on the fact that your vehicle is the one that is most likely to give success, you can't serve them. You can't change their life. You can't do anything. And so that's what we got to become really good at is that transition. So, anyway, so fun. Josh: All right. Well, that'll wrap up the story episode there. I think that was really, really good. I think we got a lot accomplished. Russell: We should go, another time, or next time you're a voice, we should do like a half-day live with everybody on like the master story. That'd be fascinating to go deeper just on that, without the context of having to have all the rest of the webinar things. I'd love to geek out with you deeper on that. So, there's the thought. If you guys want more of that, you got to let me and Josh know, and maybe next time we're around some UFC fight or some fake YouTube boxing fight, we'll plan something fun like that. Because that'd be really cool to go deep on that. Josh: That fake YouTube boxer fight, that's 5 and 0, right? Oh, man. All right. Russell: All right. Thanks, you guys, for listening. If you enjoyed this, please let us know. Tag us on social. Tweet us out. Instagram us. YouTube... I don't know. All the different places. Josh: Don't tweet us. Russell won't tweet at you. He'll just fake like your tweets. Instagram? Instagram. Russell: Tweet at Josh, and then I'll share it. Josh: Yeah. Russell: My team will share it. Anyhow, let us know. We're enjoying doing these, and hopefully you guys love them as well. And the last way, if you want to help grow this podcast, please just tell other people about it. And yeah, that's all I got. Thanks, everyone. Thanks, Josh.

Josh is back in a hotel this week so he's decided to read Logan some one-star hotel reviews that all contain some strange twists! There's mysterious movements, old men acting as signs, and broken...everything. Logan also ruins gumbo for Josh and the mailbag section kicks off Pumpkin Spice Coffee Creamer Season! This week's Joke from Josh: "Don't Know Who I Am" from the 2021 Comedy Central special #(Hashtag) Follow us! Josh - Instagram: https://www.instagram.com/joshjohnsoncomedy/ Twitter: https://twitter.com/JoshJohnson Facebook: https://www.facebook.com/JoshJComedy Youtube: https://www.youtube.com/joshjohnsoncomedy Logan - Instagram: https://www.instagram.com/loganmnielsen/ Email us at joshjohnsonshow@gmail.com Music by Brad Kemp http://www.secondbedroomstudio.com

My conversation today is with Josh Carey, co-founder of PodMAX.co, an event that happens about every 6 weeks where business people and/or entrepreneurs are matched up with podcast hosts where they do 3 interviews in one day while also attending an event where there is networking, education and keynote speakers. Josh explains in this interview how this event that they hold quite frequently, is like speed dating for podcast guests and hosts alike. It's an efficient way for hosts to get 3 interviews in the can in one day and for business people and/or enterpreneurs,to get out there and promote themselves, their businesses and tell their story 3 times in one day on 3 different podcasts. This is an interesting interview with Josh as he shares his own journey to exposing himself and his talents and now helping others to do the same. As always, thanks for listening! Joe Get 30% off at The Healthy Place by using code "costello" Josh Carey Co-founder - PodMAX.co Website: https://podmax.co Instagram: https://www.instagram.com/onairbrands/ Facebook: https://www.facebook.com/onairbrandsLIVE/ LinkedIn: https://www.linkedin.com/company/onairbrands/ Email: josh@podmax.co Podcast Music By: Andy Galore, Album: "Out and About", Song: "Chicken & Scotch" 2014 Andy's Links: http://andygalore.com/ https://www.facebook.com/andygalorebass If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts/iTunes? It takes less than 60 seconds, and it really makes a difference in helping to convince hard-to-get guests. For show notes and past guests, please visit: https://joecostelloglobal.libsyn.com Subscribe, Rate & Review: I would love if you could subscribe to the podcast and leave an honest rating & review. This will encourage other people to listen and allow us to grow as a community. The bigger we get as a community, the bigger the impact we can have on the world. Sign up for Joe's email newsletter at: https://joecostelloglobal.com/#signup For transcripts of episodes, go to: https://joecostelloglobal.lybsyn.com Follow Joe: https://linktr.ee/joecostello Transcript Joe: Hey, Josh, welcome to the show. I'm very excited to have you. Josh: Likewise, Joe. Pleasure to be here. Thanks. Joe: Yeah, so this obviously as a podcast or this hits home for me, having someone unlike you that has this this business, if you will, called Pod Max. Right. I guess it's it's also an event. Right. So I need you're going to help me understand Josh: Yeah, Joe: It. Josh: I shall. Joe: I've watched a bunch of different videos and I watched the testimonial video, but I still want clarification. I think you hit it on the head when you said it's like speed dating for podcasters. And that was Josh: Hmm. Joe: That totally was a very clear thing for me. At least brought me to a point where I said, oh, this is really sort of different, but this is what I do with all my guests. So you'll have to you'll have to suffer through this part. Josh: I shall suffer. Joe: We because my audience is mainly entrepreneurs and it's it's me trying to help educate Josh: Mm hmm. Joe: Them as much as possible. I always like them to know the back story of my guests. I want to know Josh: Hmm. Joe: Where you came from, where you came from as far back as you want to go, because it doesn't Josh: Mm Joe: It Josh: Hmm. Joe: Doesn't matter to me. It's exciting to figure out the how you develop to who you are today and how you are doing what you're doing today and what was all in between to make this happen. And then from there, we'll get into the depths of tiebacks. Josh: I love it. I shall take you down that journey, then Joe: Perfect. Josh: We'll start we'll start with Current Day. Today, I'm known as the Hidden Entrepreneur, and that's because I spent 40 plus years of my life hiding. I literally showed up in every situation, hiding all of my true talent and ability. Everything that I was really capable of doing remained hidden because I was so desperate to seek the approval of others. Now, what really sucked about this is behind closed doors. I knew darn well what I was capable of doing. So this created a lot of anger, frustration, resentment, jealousy, all that stuff. And the bigger thing is that not only did I want to seek your approval, I was scared so much by the fact that if I were to come forward with something quite good, right. Impressive, even in any regard, you might feel so insecure about your accomplishments and talent and scale, what you may or may not be doing. Right, because we're all just a mirror and a reflection of each other that what it might make you a little upset by what you're seeing and then you might retaliate against me in some form. And I knew my whole life that I just didn't feel strong enough to stick up and stand up for myself. Josh: So all of that made for this recipe of living life that way cut to today. I'm the proud father of two adoring children. I have an eight year old daughter, a six year old son who are my absolute everything. I love playing the role of father. I love being their dad. And early on in their young lives, I realize that I see what's happening here. I'm the child in this circle and I'm the one who has work to do. So I said, guys, keep doing what you're doing. I get it. I can't continue to be this miserable kind of person and have them watch me that way their whole lives. It wouldn't end well. And fast forwarding to, you know, seeing an empty nester. Now, if I was 20 years down the road and they just grew up with that type of father, they'd naturally become that type of person. And in that scenario, there'd be nothing I can do and I wouldn't be able to live with myself. So I said, that's all I need to say. Right. I'm Joe: Yeah. Josh: Going to make them prouder. I'm going to make me proud or I'm going to do what needs to happen. And I started just taking inventory, replacing some of my bad non serving habits with slightly better ones and slowly but surely seeing the positive result in effect of that. And here we are. I just keep stacking those on each other and I've come a long way and still have a long way to go. But I'm very happy and proud with where I am today. Joe: And so what did you do in your past life, let's say that you're now doing what you do. I mean, what was your what was all these things you were doing while you're hiding from the world? Josh: So I got in in eighth grade, I got bit by the acting bug, right? I found that in there was a school audition taking place and I felt like I should audition to see what this was about. And I did. And it was a a drug awareness program, whatever it was. And I got a cast as the comic relief of all things. So I was bumbling around on stage and hundreds of my right, hundreds of my classmates were laughing at me from what I was doing on stage. Now, I knew that they were in fact laughing at me. Right. They weren't laughing with me, but I was I was OK with that because I was getting the attention I was so desperately seeking. So I thought, wow, I will continue to seek out this attention, hopefully thinking this is what I need to fill this emotional void. Right. This external approval is exactly what I need now. Doesn't work that way. It took me a few decades to realize that, but I set out on a path to become an actor and said, I'm going to dedicate my life to this because if I could just get this daily, my life sucked. So I pursued that dream. I wound up spending 15 years in New York as a working actor and filmmaker. Great credits, wonderful era of my life. But again, it didn't really, you know, fill the void. You know, when the curtain comes down, I'm still miserable and alone in the corner, often crying and trying to figure out where my life went so wrong. Josh: So I did that for a while. I had some, you know, day jobs to pay the bills. I taught myself webdesign to keep myself busy when the Internet started rising up in the nineties. And slowly but surely, I just became somewhat of an entrepreneur, not realizing at the time that that's what it was. But I was just trying to make ends meet while I was pursuing my passion. And then I found myself running my own digital marketing agency where I was building websites for an industry and all this stuff. Ten years later, this industry became just like any other toxic relationship we might find ourselves in personally. But this was my business and the industry taking full responsibility. It was on me because I was showing up that way, which is why I was attracting those very people. So I knew that something needed to change. This correlated with the time where me and my children had the talk, where I was the child, and I said, I get it. I know it has to be done. This relationship with the industry and my my work here, it can't continue. It's part of the problem. Let me rip the Band-Aid off. I said I don't know what's next, but I'm going to seek something. I'm going to figure it out. And just like if you're in a bad relationship, you don't necessarily wait until you have another relationship. Josh: You get out and figure it out. And that's what I did. I got out. I said, let me take a few months. Let me take some time, figure out what I want to do, where I want to go and be true to myself for one of the first times in my life. And I said podcasting. I think I felt that I would be good at it and I would enjoy it. And it would create opportunity and I would connect with people because, God, that's all I ever wanted in my life. I said, well, if I do it honestly and authentically, I might finally attract the right kind of people instead of attracting the miserable and getting what I don't want because you focus on it. So I created a brand called The Hidden Entrepreneur and then became that became the podcast. And I started interviewing people. And slowly but surely I started feeling good about it and getting a good response. And it just kept building the confidence. And I was told I was half decent and I certainly started feeling that way, still replacing a lot of my bad habits with better ones, trying to live wonderfully for my children. It all came together. And now here we are. I'm doing some some some really interesting things in the podcast space because of those moments that that got me here. Joe: Right. And that's what's important. That's why I wanted to ask, because, you know, as much as everyone can say, their life went on a certain path and certain things did not go right Josh: Uh. Joe: Or whatever, they all build the person you are today. And so I think probably whatever you're doing with Pod Max now, you're leaning on some of your marketing and, you know, Josh: Exactly. Joe: Your and all the stuff that you did earlier in Josh: All Joe: Your entrepreneurial Josh: Of it. Joe: Life. Right. So it's like you can't throw the baby out with the bathwater. That's this. This is all created to help to create who you are now, to make this next portion of your life excel even more. Josh: Sometimes in the moment, we don't and can't recognize that a lot of acts in retrospect that the game is being able in real time when there's a little bit of a glitch or a detour that you're forced to take or something that's happening that you didn't quite see coming wasn't as you planned. You have to realize, wow, this is probably going to work out for the best. And as you're seeing everything I've spelled out, even my acting and film days to this very moment, I pull a lot from those days how to how to communicate, how to perform, how to create, how to talk on the mic, how to write. All of that is acting and film. And then, like you said, the marketing from the digital marketing, knowing what you don't want on a grand scale to know exactly what you do want. It's all relevant and quite perfect. Joe: Yeah, and it's funny, and you gave it away already, but I was going to ask you where you from? And I was like, he's got to be from New York. I can recognize and I'm from New York. So he's like, he's got to be from New York. And then you said it. You're like. Josh: What did I say, oh, that I spent time there Joe: Yeah, Josh: In New York. Joe: Yeah, and so did I and I and my background is I went to school for music and I Josh: Yeah. Joe: And I landed in New York. I lived two hours north of the city where I grew up. But then I landed Josh: Mayor. Joe: In New York as to be my big time career break Josh: As Joe: In. Josh: A drummer, Joe: Yeah, Josh: Yeah. Joe: Right. And so and at the same time, we all have to go find jobs. And then and then you sort of get steered off a path because you start making money and going, OK, how much do I want to suffer living in this one bedroom apartment and eating mac and cheese every night where Josh: True. Joe: It's just whatever, whatever developed over that time. But we had the same sort of path. So it's Josh: Yeah. Joe: Interesting to hear your story. Josh: Mm hmm. Joe: Ok, so you started podcasting and you have a podcast called The Hidden Entrepreneur. How did you make the jump from that to come to being the coach? When I heard you say you're actually a co-founder of God Macs. So where did this idea come from? How did we get to where we are today with that? Josh: In twenty eighteen is when I created The Hidden Entrepreneur Show, and it's still running strong today, over 200 episodes and I in the summer of 2019, I had the opportunity to record episodes of my show at an event. And one of the one of the people that I was interviewing didn't know him prior to this event was Eric Cabral, who's now my co founding partner in Pod Max. I interviewed him for my show and we hit it off and we connected. And after the interview, he said, you know, we're both from Jersey. I have. Which is where I live Joe: Mm Josh: Now. Joe: Hmm. Josh: He said, I have a I have a studio in in Jersey. Once you come out and check it out one day and, you know, we'll see we'll see what's possible. And I said, OK. And then it turns out I never left. Now, what I like to point out is that what what I did just, you know, basically, yes. By design, but subconsciously during that first interview where he was on my show when we didn't know each other prior, was I was already leaning into my full potential, which was quite different from what I did the first 40 plus years of my life, where I spoke about I showed up really small, didn't want to rock the boat, didn't want to make you feel insecure. So I just took a back seat. But then in twenty eighteen, I started figuring out how can I come to the table with the ability that again, I've always known darn well I'm more than capable of doing. And really I believe we're all in that same boat. We all know what we are capable of doing. We just adjust and alter that for so many reasons inappropriately, so more often than not. So I said, I'm going to just start coming out, you know, strongly with what I'm capable of and miraculously, quote unquote, I started attracting the very people who understood that, who liked it, who appreciated it, respected it. Ironically, all the things I wanted my whole life, Joe: Mm Josh: Just Joe: Hmm. Josh: Somebody to appreciate me. How can anybody appreciate when you're being, you know, a weak man, Joe: Yeah. Josh: Which I was. So I thought that if I were to come out powerfully doing what I'm capable of, everybody is going to retaliate against me. And oh, no, I don't even see those people. I only see people like you, like Eric, like people who are like, wow, you know, like attracts like, of Joe: Mm Josh: Course. Joe: Hmm. Josh: So that's that's the amazing thing. So all that to say, I was already able to do what I was doing to get in front of somebody like Eric, for him to recognize something within me because I had already appeared that way. So you have to sort of do the work first instead of like me hoping that somebody can see a glimmer of potential in me and then anoint me capable and relevant to the masses. You know, that doesn't happen. Joe: Right. Josh: So it only happens when you are first putting it out there to attract the good back. So Eric and I started talking and hanging out and we had a very similar vibe and connection, a lot of similar goals. He also came from the podcast space. He has and had his own show. And we just started talking about this idea Pod Max, which started in person in twenty nineteen. It started as a live in person event. We had the studio in North Jersey where we figured we do this one day kind of hybrid event where it's part conference, part workshop and part podcast recordings. So we set up makeshift like a dozen different studios like like little mini areas where hosts can record with guests. And we invited about a dozen show hosts in, sold tickets to the event to high level entrepreneurs and thought leaders who wanted to get their message out by recording on shows we would match them. Thus the speed dating for the podcast industry. And over the course of that day, each hour they would rotate into a new studio area and record as a guest on a different show. And in between those recordings, we would provide a catered lunch, we would provide networking, we would provide training and education, and we would provide a high level keynote. So we had the conference, the workshop feel the retreat and the podcast recordings. We did that a few times and then twenty twenty happened. So we're like, OK, well this is crazy because we're a live events company. What happens now? We had no idea, so he said, can this work virtually? There was only one way to find out. We took that agenda, that format. We sort of reworked what needed to be worked into a virtual format. And since May of 20, 20, which was our first pod, Max Virtual, we've never looked back. We're about to do our 14th 14th virtual event in August. And it's you know, it's one of those things that we we couldn't have seen that coming. Right. We wouldn't Joe: Yep, Josh: Have even looked virtual. Joe: Correct. Josh: So so now it's an eight hour event, which people who don't really know our style will say eight hours virtual. That's crazy. But we hear all the time that it flies by because we've sort of been able to really hone in on making all of those minutes per hour the best they can be. Joe: Right. Josh: And then the entrepreneurs get to record still on multiple shows. We have a keynote. We have training and education. So we know prior to the event we work with the thought leaders to help them further identify, practice and fine tune their message. So when they get to the recording, they feel confident and ready to go. Joe: It's so cool, so how many of these do you do? Josh: We do them about every six weeks. Joe: Wow, and how Josh: Yeah. Joe: Did you figure out the logistics, like I attended a couple virtual conferences and logistically it's very cool because you you don't really miss anything because a lot of stuff is is recorded to playback later and you're not wasting a lot of time on a showroom floor. You're going exactly what you want Josh: Exactly. Joe: Without having to walk around it. But how did you guys figure that out? Josh: Well, it came from the live, and then we we sort of transferred that virtually and we fill the eight hours, it's single track, right, to everybody's in the room going to the same places, Joe: Ok, Josh: Doing the same things. Joe: Ok, Josh: Yeah, Joe: And Josh: It. Joe: What's the number of attendees that you've gotten up to? Josh: We get about 50. Joe: That's amazing. Josh: Now. Joe: It's really cool, and I wasn't sure when so when when we talked about this being sort of like the speed dating for podcasting, there's a lot of podcasters out there who either are looking for gas or they want to be guest on podcast. And Josh: Mm hmm. Joe: I think they need to understand how iPod, Max, differs from those services that are out there, whether it's someone you get this connection with someone and they start feeding you gas or Josh: Yeah. Joe: You get this connection with someone and they keep putting you on different podcasts. Josh: Mm hmm. Joe: I think the important thing is that as a podcast for myself, I get I Josh: All Joe: Haven't Josh: The Joe: Been Josh: Time. Joe: On a podcast, which is kind of funny, but I haven't. Josh: Wow. Joe: But I get a lot of requests either from an agency that that Josh: Mm hmm. Joe: Said, hey, we want to work with you with really great guests or just people that find my podcasts and reach out and say, hey, I think you would really like this person. And I have to sort of filter through Josh: Yeah. Joe: What I think fits my audience. I'm not going to accept everyone because Josh: That's right. Joe: It's not fair to the listeners. Josh: Mm Joe: It's Josh: Hmm. Joe: A selfish endeavor for me. And you kind of hit upon it yourself. It makes it allows me to connect with people like you. It allows me to learn so much. But at the same time, I need to make sure that I'm servicing my audience and educating them on what they came here in the first place to see. Josh: That's right. Joe: So when you do iPod, Max, how do you do this matchmaking? How do you figure out that this guest is going to go and sit with this person and do recording and it fits the mold of their podcast or they're the right person? How does that all happen? Josh: Well, we've been lucky enough to do it for a while, and we have a lot turned out to be a core group of show hosts, like the vast majority of the show hosts return over and over again. Joe: Ok. Josh: Why? There's a lot of winwin. There's a lot of benefit. It's really cool for them to get to record three episodes in one day Joe: Mm hmm. Josh: In three different hours, which is a great thing. They also get to network with a lot of high level entrepreneurs and the other show hosts. They get to be right in the room with. We bring three now virtually we bring three keynotes in at a very high level of keynote. So they get to leverage that relationship off. Often they'll reach out to the keynote and then welcome them on their show. So it's just a really great vibe. There's a lot of a lot of personal growth and development built in to the day that you almost don't see coming until you're on the back end of it and you're like, oh, my gosh, it's just amazing. So they keep returning and through that then they become like family, right? Joe: Mm Josh: Like Joe: Hmm. Josh: At every event, the chats, everybody's just excited to see each other again. And it's sort of like old home week. So to answer your question, we've gotten to really know a good core group of the show hosts, knowing who they are, what their businesses are, what their shows are, what their goals are. And with that, we can then do our job. That takes a lot of the matching difficulty out because we know exactly who's coming through that they'd be perfectly matched for and because of the reputation where we've done such a good job prepping the entrepreneurs and attracting the right level of entrepreneurs and training them. Well, we hear all the time from the hosts that they don't even they don't even worry who they're going to be matched with. Joe: Right. Josh: You know, the week prior, you get you know, you get all the contact and bio information, but they're like, I don't even need to worry because I know whoever comes through, whoever you match me time and time again is going to be a home run. So then we we ask the entrepreneur coming through to fill out a somewhat detailed, extensive profile so we get to know them so we can properly match them. Then we just take the two sides and we have a few team members who are specifically dedicated to the matchmaking process because it's you know, it's got to be done right, takes a little bit of time, but we do it and then everybody seems to be happy on the other side of it. Joe: That's really cool, so when I saw on the website there was a apply to be a host, Josh: Mm hmm. Mm Joe: Correct? Josh: Hmm. Mm hmm. Joe: Is that the is that where the people that are going to do these interviews go to become part of TotEx? Josh: Correct, Joe: Ok. Josh: We're always, always open to meeting new potential show hosts for our event. Basically, you fill that out and the most important thing is we have to make sure because we we can't anticipate prior who's going to come through the event. But generally, our show hosts fill a category that can be broad enough in nature where it's an entrepreneur, it's a business show, it's about success, struggles, failures, life stories, growth mindset, that whole concept. A lot of categories fit into that. So as long as you're as long as you could, as long as you welcome guests that fit that, we could most likely start the conversation. And then we have a few other criteria just to make sure that you're relevant to to our whole brand and audience. Joe: So that was you actually hit upon one of my questions, which was what is the variety of hopes that you have at Cognex? Like, I would just give you an example off the top of my head. Would you Josh: Mm hmm. Joe: Ever have a. And it sounds like no, the answer is no based on what you just gave me, but that you at this moment there, it's more about entrepreneurial stuff. It's about success. It's about business. It's about things like that's not like you have one of these host who has a cooking podcast. Josh: It's so funny because Joe: Ok. Josh: To know well, yesterday, in fact, it's very strange you said cooking because yesterday a show we received an application from a potential new show host and it was, in fact, a cooking podcast. Joe: Unbelievable. Josh: That's the most yeah, it's the most amazing thing. But I think that to his credit, I think that there was an entrepreneurial spin. Like it's like he says like like I'll welcome chefs and cooks and entrepreneurs. I don't know. So Joe: Restaurant Josh: So there was Joe: Owners Josh: I mean. Joe: Were Josh: Yeah, Joe: Given Josh: Now Joe: A. Josh: Now something like that is going to be a little too niche for us because we can't fulfill. Right. Joe: Yeah. Josh: We don't get that kind of people, Joe: Now. Josh: But we are we do have the in the near future, we're going to start niching these out like pod max invest. Right. Joe: Oh, Josh: And then Joe: Cool. Josh: Every show is about investing in real estate and whatever. And then the people who come through or their pod max health and wellness. And then every show is that and then the audience supports that. But right now it's the first thing. It's entrepreneurial, it's business, it's growth, it's success. It's a life story. It's struggles, wins, failures, which we find a lot of people, even if they fit a specific niche, we help them extract. Let's get your life story out. And that's in. That's how we work with them prior to the event, to really fit a bigger a bigger audience here. Joe: Yeah, it's funny because my life partner, Joellen, and I have a YouTube channel that kind of morphed, we started it when covid hit and it sort of morphed over the year to now be really concentrated on travel. Our goal is to eventually have that the you know, Josh: A Joe: We're Josh: Travel log. Joe: Not young, so we're trying to inspire people of our age to go out and just do whatever you want to do and what's what's your excuse? Right. So we were talking about how some of these YouTube channels are lucky because they are they deal with things that are very current. So these guys that have these Krypto YouTube channels, they can't get out videos fast enough because that things Josh: Mm. Joe: Are changing so quickly. So it'd be interesting if you have a crypto pod, Max, someday and Josh: That's Joe: You could Josh: Right. Joe: Have like 12 crypto experts or I mean host Josh: Yeah. Joe: Having these people on because it's this new frontier. It's just crazy. But it's true that the things that are current, it's easy for those people. That's not so easy for people like us who are just in the trenches every day. Josh: Yes. Joe: But we're in New Jersey. Did you hold this just because. My own curiosity, because I live there as well. Josh: Trenton. Joe: Trenton OK, OK. I lived in Montclair, Upper Montclair, Josh: Oh. Joe: West Orange, even Newark, Josh: Of course, Joe: Even Newark Josh: One Joe: As Josh: Fifth Joe: It when it was starting Josh: Well. Joe: To grow. So. Yeah. Josh: 153 B, I went to Montclair State for a year. Joe: Oh, Josh: Yeah, Joe: That's so cool. Josh: You Joe: Yeah, Josh: Were by Joe: So, Josh: The campus, I imagine. Joe: Yeah, I was I was right there Josh: Yeah. Joe: Trumpet's the jazz club. You remember Josh: Yes, Joe: That? Yes. Josh: Of course, Joe: Ok, Josh: So funny Joe: I know. Josh: Jersey taqiyya. Joe: That's right. So talk to me about the people. So you have the application online for the host and you're obviously looking for those all the time to expand Josh: Mm Joe: Because Josh: Hmm. Joe: What is it? Each each host gets three interviews during that eight hour day. Josh: That's right. Joe: Ok, and then the people that want to attend Pod Max are potentially people that want to be guests be matched up with one or Josh: That's Joe: Two Josh: Right. Joe: Or any of Josh: Mm Joe: Those Josh: Hmm. Joe: Hosts. Josh: Three Joe: Three, three, three. Josh: Up to three Joe: Right, Josh: Up. Joe: Right. And then on the website I saw there was a button to buy. Is it is it to purchase a ticket for the next five max in August? Josh: That is correct. Joe: Ok. Josh: So the revenue and the and the tickets are from the entrepreneur side who want to be guests on the shows, Joe: Got Josh: They Joe: It. Josh: Come in, we train them, we work with them, we put them and match them on the show. So they record. We then, you know, they're in the room for the keynotes and the networking and everybody's happy. Joe: So explain to me, when you say we train them, what does that mean? Josh: We have so we when we first started virtual, we didn't have any sort of built in training, we just saw people coming to the event and the day the event happened and that was that. Then we had some people coming to us that said, you know what, I want to attend because they saw this as a great way to basically click a button, buy a ticket, and they'll be a guest on three shows. Right. How how else can that happen so quickly? And so guarantee that you're going to record in the course of a day and it's done now. You got three under your belt Joe: Mm hmm. Josh: More. We started getting people who in their own right were successful business people, six, seven, eight figure business people at everything from the C Suite on down. But they're coming to us saying, I've never been on a show before, but I want to or I've been on some. But I'm not that good. I need more confidence. I need more need more skill. And we thought, oh, my gosh, we're attracting a wide variety of successful business people who are now trying to break into podcasts, guesting. So we said, well, let's hold a prevent training where prior to the event, which is what we do now, we hold a 90 minute session with all the attendees prior to the event where we work with them in small groups. So they get one on one attention with Eric and me where we really get them going with their story, their message. We we listen to it, we prompt them, we give them feedback. We have them do it again. We give them notes. We say you're missing the bigger point. This is actually your sound bite. This is your message. This is what I'm hearing. And we just poke and prod until they're ready to go. And then they take the week prior to the event to get comfortable and practice and rehearse. And we do that kind of training. Joe: Well, that's very cool, and I think what I found as a as a host is I run into those people when they've written a book Josh: Mm Joe: And now Josh: Hmm. Joe: They want to promote the book. And Josh: Ok. Joe: They know that a really good way to promote the book is to get on as many podcasts as you can to get the message out Josh: Ok. Joe: That they've never been on one. So Josh: There you go. Joe: There you can see that they're a little awkward in having to talk to a camera and you know what I mean? So I find that that's that's a that's a big spot for me. When I get someone contacts me about, hey, we want to have so-and-so on. He's just written this great book and it's going to be released on Amazon in a month. And we'd like to get some sales. And Josh: Uh. Joe: And then you get that person and you can tell that they're just sort of wet behind Josh: Now. Joe: The ears in regards to being a guest. Josh: Yeah. Joe: So. Josh: Right, whether it's a host or a guest, you know, you said you have guests, but certainly, you know, as a host, it's not often as easy as it looks, right. Just because somebody is in front of a camera and has a mic, once you start doing it and then you put and then you're like, OK, this is a podcast. There's a lot of moving parts that you didn't anticipate. You have no clue what to do. And then there's so many things that you don't even know what you don't know until it's too late. And you're like, wait, what am I missing here? Same thing on the guest side. Everybody thinks like, no, I just talk to me, ask me some questions, I'll answer them. No way. Because there's two parts here. There's the technical and then the technique. Right. The technical is all this stuff, how you're framed, how you look, the lighting, the earphones, the microphone. Right. All very deliberate. And then there's the technique. What are your stories? How long are you answering? What's your energy and persona like? What are your sound bytes? Joe: Please, Josh: And we teach Joe: Please Josh: All that. Joe: Tell me that when you do some of this training with these new guests that you actually talk about equipment. Josh: Oh, my gosh, you have to, Joe: It's Josh: Of Joe: Just Josh: Course. Yeah, Joe: A. Josh: Thank you for observing that, because we don't want them showing up to the event because they're representing us and our brand. And it's all right. The next events that are better, they are they'll look good to the hosts and vice versa. Right. So we always require great professional level of host because we want a great host to represent the guests. And that's what makes it so well. So hosts nine times out of ten will already have, especially if they're working with us, they're professional. This is part of their business model and they're in it for the long run. They have a growth mindset. They get it. They're up and running guests. So you're right. Even like the ones that you would expect, like C suite level or quote unquote known famous company executives and employees, it's like they not ever you could assume, but they don't know. Joe: Yeah, Josh: A lot of them just don't know. So, Joe: That's. Josh: Yeah, we we do talk about that. Like you can't use your computer. Might stop with the window behind you, stop with that terrible green screen because half of your face is, you know, see through and it just doesn't work. Yeah. Joe: Yeah, I think the most brutal thing for me is when they have my voice coming out of their speaker and it keeps it keeps wiping out what right instead of it coming in headphones or in ears like I have, it just keeps Josh: Yeah, Joe: Hammering Josh: Uh. Joe: Over whatever when we're talking because it's the feet, it's the loop coming back through the mic. It's just Josh: Yeah, Joe: Brutal. Josh: Yeah, and even the angle, you got the perfect angle, you know, that that's, you know, are you too high, too low? It's it's all right. The technical and the technique, we cover it all. Joe: That's very cool. Well, that's that Josh: Thanks. Joe: Makes me so happy the more we can do that with guess, Josh: At. Joe: The better it will be. Josh: We're doing our part. Joe: So when is Permax? In August. Josh: August twenty seventh, we always have it on a Friday, it started that way and then we continued that way because one of the reasons it makes so much sense now to have it on a Friday, especially virtual, you spend eight hours from 9:00 to 5:00 Eastern again. Believe me, it will fly by. That's my promise. That's the way we make it happen. It's going to fly by no matter if you're a guest or a host. But you've still spent eight hours in the room absorbing everything and recording everything. So we just thought it was it was quite perfect to almost accidentally do it on a Friday, but then keep it it because let's take the weekend to sort of decompress and let it all process. Joe: Sure. Let me ask you the more of a personal question in regards to Josh: Sure. Joe: You with the hidden entrepreneur and you as a host and then as a guest, are you busy being a guest on other podcasts? And are you when you are a guest or are you talking about your show and what you've done as an entrepreneur? Are you talking more about, let's say, Pod Max and what you're doing with that? Josh: So I'm I'm a guest here and now in real time, Joe: Yeah. Josh: So you're so you're asking Joe: Do Josh: When Joe: You do a lot Josh: I'm Joe: Of these? Josh: Out. Joe: Do you do Josh: Oh yeah. Joe: You are you a guest? A lot on Josh: Yes, Joe: A lot of. Josh: Yeah, you ask a good question, though, what we what I do and really what we teach and promote is it's less about what you do and more about who you are, because that's what I think people are going to be attracted to. So I've spent time really honing in on and perfecting and continuing to perfect my story, my messaging, my communication, my positioning. A it's what I do on the business side. Right. So you sort of have to show that you can do what you're claiming to teach. Right. Which I think a lot of people Joe: Right, Josh: Don't Joe: What Josh: Do. Joe: You're asking others to do, right? Josh: Right. So if I can sort of show an example through me and be somewhat good at it, you're going to have more confidence coming along with what product or service I have. So it's in my best interest for a variety of reasons also because I still have some of that. I want the external validation right now. I don't need it, but it always feels good just as confirmation that you're doing something people value. Right. How else do you get that? But the feedback. So by doing something like this, it gives me feedback, my personal feedback and others. So I continue to hone and craft my story and message because it's what I teach and it'll help get my brand and message and story and business out there. Further, I, I talk about where I came from and my struggles, upbringing, and like we touched upon here, how I spent all the time hiding and all of those years led to creating what became the hidden entrepreneur, which then helped lead me into a career deep in the podcast space. But really it's about communication because you can apply it anywhere. You can apply it to your social media videos, to your emails, you know, to your sales calls, to all these stories and messaging still become relevant. So it's all encompassing. Joe: So for the entrepreneurs, again, that would be listening to my show, when you decided to do your podcast called The Hidden Entrepreneur. What was your main reasoning behind that? Josh: Great question, the reason out of the gate was I felt like I needed something to do right. I left that 10 year career running my own digital marketing agency, and I said, OK, what do I want to do with myself now? I didn't have all the answers. This is the important part. I didn't have all the answers. I just got the next answer, which I felt it clearly podcasting. And I said, I'm going to try it. I'm going to do it. I want to do it. I'm motivated to do it. And I think I'd be good at it. Meaning I think that I'll stick with it. And I think that this can really turn into something. I think that I can create this show and then around that show, parlay that into some sort of product or service in some regard that will put me on a path to success that I can live with and support myself with. That's really all I knew. And I knew that the show would give me confidence, right. Just by doing it and showing up each day, I knew that it would give me connection to each individual person. And lo and behold, it's it's it's literally has given me life. Joe: And the guests that you have on that show are entrepreneurs of all walks of life, but are Josh: Correct. Joe: So it's not that you are talking specifically to entrepreneurs who, like yourself, broke out of a shell and decided to do something. Josh: No, Joe: It's just Josh: No. Joe: It's just the name of it. It's something that speaks Josh: Correct? Joe: To your heart because that's Josh: Mm hmm. Joe: How you felt for a long time. And now it's just sort of like my show where we have great guests who are running their own businesses that have gone through the struggles are going through the struggles, have Josh: There Joe: Survived Josh: You go. Joe: 20, 20, all of those things. Josh: Absolutely, yes. Joe: Ok, cool, so then when let me ask you this question that when you are a guest, because I think all of this helps not only all the entrepreneurs that are listening, Josh: Mm hmm. Joe: That I don't have a podcast that don't go on podcasts that don't listen to whatever it might be, Josh: Right. Joe: Which is hard for you and I to understand, because, like, I was at the gym and I constantly having a podcast in my years. But when you are a guest, how do you figure out what your story is? Because you are this you led this life like I did, Josh: The. Joe: Right, with all of these things. And that's sort of like this is a selfish question, because I'm asking because Josh: Sure. Joe: If I was to be a guest on a podcast, Josh: Mm Joe: I'm Josh: Hmm. Joe: Not sure what Joe Costello would show up for that, because I don't there's so much that has happened. But it's not like I like I had Shaun Spawner on my show who summited all of the summits, like the they Josh: Right, Joe: Call Josh: Right, Joe: It the Josh: Right, Joe: I forget Josh: Right. Joe: What it's called anyhow. But he was amazing. He went to Everest, he went to the North Pole, South Pole, did all the summits. And so he has a story to tell and he has a short film that they did. There's people who come on and they have books. And so they've written a book on something very special. And Josh: Yeah, yeah. Joe: What's the story that you tell when you are on a show as a guest? Josh: The past forty six minutes will answer that. But in all seriousness, I I have over time you develop a library of stories that you have at the ready that encompass you and who you are, what you stand for, how you want to stand, why you want to stand for that, how you want to be perceived and positioned in your in your world. So I have a variety of stories that come about that I could explore based on the conversation I'm having. But they all wind up having an overarching theme, a core message, a core value, core stance that I deliver based on the hidden entrepeneur and where I've been and who I am and where I'm going. So you could learn about me so you can relate to me. So maybe you can like me enough to say, I want to I want to get to know this person more, see what else he does, Joe: Mm Josh: See Joe: Hmm. Josh: What he's about, and then we can explore each other's worlds together. So that takes a little bit of time to do, but that's sort of what we do. So if you're asking which I think you're asking, like, how would somebody like you who doesn't yet go on shows, where do you begin? Is that sort of what you're asking? Joe: Yeah, Josh: Like Joe: I mean, I Josh: Maybe Joe: Think. Josh: Right now? Everybody has a story where you you had a a life affirming or confirming incident that we can all write like I don't think I did necessarily, but I have enough of a story to make it interesting, relatable, compelling write. These are all things that are learnable skills, but they do start somewhere. Joe: All right. Josh: So you I read your website. So I know generally about you wanting growing up. You wanted to be a drummer, Joe: Mm hmm. Josh: Right, for the Stones or with the Stones. And so so broadly speaking, even if you started there with like a dream lost, never fulfilled yet, you know, where was the struggle there? I could spend five minutes and really dig into how painful did that get? What were some of the the turn how close did you get if if at all? What were some of those moments when you were behind closed doors in your own head? And then where are you today and how did it all go? Right. How did it all lead? OK, that could be a very compelling story that people can relate to. Of course, not everybody wanted to be a drummer for the Stones, but we all have our own version of that. So that's all you're tapping into, making it intriguing, making it compelling. And everybody has fascinating stories that they can put pieces together with and share them with the people who want to hear it. Joe: Yeah, that's great, I it's just that you think about it and you go and I think a lot of people feel this way, right? They're like, Josh: Nothing happened, right? Joe: My my story is not that interesting. Why should I tell it? And I don't necessarily feel that way. I've gone through a lot of iterations Josh: Right. Joe: And I have a lot of experience. And besides podcasting and our YouTube channel, you know, I run a seven figure booking agency here in Phoenix and Scottsdale. So I'm a successful entrepreneur. But again, this is the selfish thing for me is like I Josh: Yeah. Joe: Like meeting people like you and learning these kinds of things and sharing them before you. And I can help one entrepreneur out there with our show or what Josh: Yeah. Joe: You do with Cognex. That's a great thing, right? If it's just about and that's what I loved about this interview with you, is that you were very vulnerable and the way you spoke about yourself and it and it's refreshing to have someone to do that and not come and go. Oh, yeah. Well, yeah, I ran I did this and I was running these huge corporations. And then I had all this money and I figured I didn't need any more money. So I decided to start a fight or whatever. I mean, it's just it's nice to hear that you and I went sort of through the same kind of thing Josh: Mm Joe: And Josh: Hmm. Joe: It was refreshing to hear. So I appreciate you doing that. I wanted to say thank you earlier when you were doing it, but the momentum was going. But it was very, very cool that Josh: Great. Joe: You were that real about all of that stuff. So thank you. Josh: You're very welcome. Joe. Joe: So what is the cost for the August next? Josh: We have three ticket levels that you could you could explore on the site generally there between under a thousand, up to two thousand. Joe: Ok, and. Josh: Depending on how you want the experience to go. Joe: Got it and all of that up there, they click on that button and they'll have those choices there. Josh: Mm hmm. Joe: Is there a deadline? Josh: Yes, one week prior to the event, tickets, clothes, whatever, whenever you're hearing this, if it's one week prior to the very next event, tickets, clothes, because that's when we have to do the match ups and get all the information out to the attendees. Joe: What's the date and August again? Josh: August 27. Joe: Twenty seven. OK, is there anything else that I missed that you wanted to touch upon? Josh: No, you've Joe: Wow, Josh: Been thoroughly thorough. Joe: That's beautiful. OK, great. So the links that you got work for you in order for people to either contact you in regards to the hidden entrepreneur, contact you in regards to Pod Max, what's the website, you URL, all of that stuff so we can make sure and then I'll have it all in the notes anyhow. But if anybody's listening, I want to I want Josh: Mm hmm. Joe: Them to hear it. Josh: That's great. Well, the business side is Pod Max Dot CEO, and then on the personal side, which will lead you to all kinds of forks in the road that you could explore. It's Josh Carey Dotcom. Joe: Perfect. OK, well, this is been great, man, I really appreciate it. I was excited to hear about Max. I will also check out The Hidden Entrepreneur. I appreciate you coming on here and sharing this with the audience. And hopefully we'll get a bunch of people that will attend and maybe some new host and guest will come out of all of this. But I appreciate your time today, and it's very, very nice to meet you and very interesting to hear what's going on with Max. Josh: Likewise, I appreciate it greatly. Thanks so much. Joe: Thank you, man. I'll talk to you soon.

The Bynums live in the St. Louis area, raising two boys, a girl, show chickens and show lambs. Josh works for Bayer and Katie for Fearless Women. Both are passionate about their family, leadership, and their faith. Listen in to hear their story, some funny real life moments and many valuable lessons along the way. The Bynums are an inspirational couple. They've been married 20 years - over half their lives! You don’t have to be married to enjoy this conversation. But if you’re dating, newly engaged, or married for multiple years, grab your partner and listen together. You just might be encouraged (or challenged) by their story and relationship principles.Discover more about our guests:Follow Katie on Facebook https://www.facebook.com/katie.b.bynumFollow Katie on Instagram https://www.instagram.com/katiecbynumFavorite quotes from the episode:“I wanna dance with you.” - Josh on seeing Katie the first timeJosh: “I can assure you - quality time with your spouse, with kids in the house, will not happen without intentionality.”Josh: “Don’t have an expectation things will change just because you put a ring on it.”Katie: “Ladies and men are so different. We don’t see things the same way. Talk about it instead of erupting.”Josh: “Disappointment is (expectations - reality).”Josh: “Life decisions happen with a lot of prayer.”Katie: “If you are dating, and you are not on the same page, heed that very carefully.”Katie: “Study your children, your partner, your friends. Figure out what they like and don’t like.”Josh: “Marriage was designed by God. Marriage is a tool that God uses to bring glory and honor to Him.Fun things from the episode:You can mail order chickens!The Bynums have a secret to raising show sheep!Katie is Vice President of Fearless WomenThey met at Western-style dance hall called Midnight Rodeo in Amarillo, TexasJosh shared Ephesians 5:25, the ultimate act of unselfishnessJosh and Katie recommend the 5 Love Languages by Gary Chapman https://amzn.to/3p7cNjXThe Goods and Bynums highly recommend pre-marital counselingView this episode on YouTube: https://youtu.be/dEbypieGHZk Follow Now That's Something Good: Instagram | Facebook | YouTubeShare your thoughts: podcast@sarahgood.comNow That's Something Good Podcast by Sarah Good is licensed under CC BY-NC-SA 4.0Show notes may contain affiliate links. This is at no extra cost to you but does help support telling more stories that bring more good. Now that is something good! Thank you for your kind support.

Keeping Your Business Sane With Brad Bulow Josh: G’day everyone out there in podcast land. I've got Brad Bulow here and he's an account advisor from Summit Villa and he's here to talk to us about some of the cool things that you can be doing with your books to make sure that you're keeping your mind sane. The last thing I'm going be doing is going insane in the membrane. There's lots of ways to do that with all these different things that are punching out with the government with job keep, the job seeker, all these other different things that are going on it can be lost in in translation, absolutely without having someone there to translate it for you. Learn more on keeping your business sane at dorksdelivered.com.au So Brad, tell me what have you found to be the biggest nightmare when it comes to this COVID crisis? Brad: Josh, what I have found, and thanks for that introduction and trying to make a camping thing sexy might. What I have found with the COVID-19 crisis, Josh is that clients live in Today, they're not living for the future. They're lacking some planes. They're lacking some clarity. They don't have that board chair. So there is panic. It is a tough time for business, but those that are resilient and those that have the foresight and can move and be agile, will survive and will thrive. But I think it's the also the way the government has been, it's been great the government have released some stimulus packages that are there, an asset to help businesses, but I think it's just the understanding of these packages, what's the eligibility criteria. Am I in, am I out, will be eligible in a few months time, I think that's what's created the most, the biggest uncertainty and for our clients, it's just, I suppose, leaning on someone to trust and hopefully, at some of the other that's been our function, we have developed a package and a probably to help clients through the job keeping process. and I suppose it's for a client, it's for a small fee. It's a massive value add that they can receive. So I think it's just all the information, all the propaganda, all the noise, all the noise is really just creating a massive disruption for businesses. But stimulus is there, it's there for short term bridging gap. It's something that we can't rely on forever. And I think the good businesses will still thrive and come and still be around post COVID. Those that probably were precarious pre COVID-19 one, maybe see it through, which is sad, but which is reality. Brad: It's about three weeks of saving Josh, and that's the average Australian I suppose if you're a wage employee or whether you do run your business, it is quite scary. And I think, you know, there's a lot of … I think the first industry to really be hit with, so the hospitality, accommodation, restaurant type businesses and who do employ the tourists, a lot of casual workers, I think within days there were a lot of screams in that sector of people that would not be able to pay rent, would not be able to feed their kids. That is scary. But I think that comes down to sort of the financial literacy education that we probably need to be diving more into at schools and even at adult level as well. But it is quite scary and businesses don't have the ability to sort of see it through if the client doesn't pay the bill, or something bad happens. Josh: We don't know, you don't know. What you said there about learning things at school. Oh, my God, if I'd learnt half of what I learned at school, but swap that out for half of what I've learned after school, I would have been in a significantly better spot. People aren't taught anything about money, economics, how things work, the fractional reserve, how and why banks exists, how and why debt exists, how and how things work, what inflation is, no one knows anything. All I know is that thing over there is nice and shiny. It's got a iPhone with a new number, the other end of it, so let's grab that. Even the other ones kind of maybe nearly working, let's just grab that Brad: Definitely Justin, I can't recall too much of those triggered normal trail calculus sessions I had in grade 12. And I don’t think I deal well in all of them but yeah, right. It's about a textbook and I they don’t tell you so much, a little bit loaded the stuff you get to sort of went on the run. And I think the fundamentals of accounting, and debits and credits, I think it is lost than children and even young adults in business today, you know, the foundations of what makes a good business, what makes a bad business and not living just today, but living for tomorrow as well it’s important. My brother has a business called umbilical tronic college, which is an RTO, which offers program cert twos and threes for in schools in business. And he's got he has his programs running in about 100 schools in Queensland. And I think a lot of those more of those type of courses, a lot of those sort of practical skills. And I think even going back to the Masters I think is the people doing masters, I think which was notoriously known as the veggie mess as opposed to being messy, they probably learned more. So we're dealing in basic maths and dealing currency and money and stuff. Those are people that have the common sense and are probably doing okay. But yeah, understanding in numbers is really important because I can tell a story about your finances and about you how you're tracking. Josh: I was one of those suckers that did math to be messy. So I can tell you all about it as the same parabolic equation matrices and, and shit that no one cares about. Brad: Exactly, not not a few bad. Yeah, bad results in those days as well. Josh: We deal with businesses from all from all walks of life, and we deal with some really, really smart, poor people, and some really, really stupid rich people. And now I've said that I can't say anything about what they do. But know that it comes down to your drive and action to whatever the carrot is at the end. I didn't do well at school either, I get Op 19 so anyone that's listening outside of Australia, that's 19 out of 25, one being the best. Not great. A couple of years later though, I did one of those after education material entry point, uni exam things I came up with OP two. It's a good improvement. huge improvement. Right? So, that's, that's great, but you can't always like hold on to those numbers for any of our younger listeners and shit, okay, I didn't do what I wanted to do and now where I'm at. But what I've learned being in businesses, you need to know where you're if you're a high risk or a low risk investor and how you sit with your finances. Make sure you're very very in love with your cash flow is really important. Make sure you understand your numbers, your forecasts, how long do you have until the day when you're selling something of your own or something like that just to keep your business alive? If your business isn't … you're not meant to be feeding your business your business is meant to be feeding you, and I think it's going to be a big wake up call to the COVID thing with heaps people that are going to be going shit okay we we had a great business and now it's just turn to shit either because the industry's changed because commercial real estate stropping or will be significantly older remote workers. I think it's going to be a lot of people waking up to situation Brad: Yeah, I think you're spot on there, Josh. To me, I think it with businesses and it's often not what this is as far as often an opposite bad businesses, it's cause the people running them and I have you know, we will have clients that might be in maybe lower sort of socio economic jobs right now they might be gardeners or have a lawn mowing business where their earning capacity is probably a lot lower than someone who might be a medical specialists or someone who sells properties on the coast. It comes down I think a lot of the times is personal budgeting as well. You know, I could see and working out what is success and what is wealth to the individual. Is it more time with a family? Is it more money in their pocket, is it more time to exercise? Is it you know, having a having a fleet having a having a bit of bulge in the stomach. But it comes in how you define success obviously some of the happiest people aren't the most wealthiest people but they feel fulfilled because the kids are they've sending the kids to school the kids are doing well sportingly they're living happy lives and I do see some of the more some of the sometimes more miserable people or those that are earning great money but not in careers that they like. Yeah, so I think it's really comes down to fundamentally gone back to those pieces that fall is know your limits. Know your earning capacity. If you if you want to if you need to earn 200 grand a year, don’t buy franchise that cleans windows or scrubs carpet, don't buy into the drinks it's not going to work out for you. But also going back to your point to Josh it's about not throwing all your eggs in one basket as well. It's about diversifying, If you're in a business have a backup plane, if something goes wrong with your core function. Similarly our business we do have a similar accounting and taxation is like bread and butter, but there will be there is the threat of offshoring. There is the automation, there is sort of the risk of AML Compliance fees reducing but it's about having a back up plan. For us that was Yeah, we can help clients more holistically and other consultancy services. We have an HR company, we have a well planning business. It's about if something goes wrong with something I've got a backup plan and the same thing comes to those people invest. If you've got a million dollars to invest, don’t throw it all into stocks. Yeah, yeah. When maybe you bought a property, maybe you diversify your share before it cross 2025 blue chip stocks. Don't put your house that you've worked your whole life to own outright, don't put it on the line to buy that restaurant. Because it feels like a good idea. Josh: Don’t do anything on feelings. Brad: Exactly. And also the gut tells you can't can tell you whether something is right or wrong. But yeah, seek advice and know who to trust about these things. But don't Yeah, I think it just comes down to one know your limitations from a skills and qualifications perspective. And from a financial perspective and to disdain for on the line for one little idea that you think might workout. I agree with you Josh as you said earlier you worked hard when you're young you built some discipline, you've bought a few properties at a young age which gave you a good base to grow and take opportunities and risk when they come. I think that's the same in life today. Don't leave it all to luck. Don't stop focusing on your wealth when your days are numbered when you can't work as hard or as as agile as you once did. I think it's all about planning and it's all about having a back up plan and that's the biggest thing about this COVID-19, which I think it's rise today. Have a back up plan that had that war chest had that ability to to change direction Josh: T he time is now absolutely if you want to action something action and now like you have Ray Kroc started investing and really turned over some dollars when he was 55 that doesn't mean waiting for your 55 and be like something awesome is going to happen. But are you familiar with Parkinson's Law. Brad: Not hundred percent but if give me a 15 second Crash Course. Josh: So Parkinson's Law is the amount of time and I'm probably quoting this terribly now. But the amount of time you have available will pretty much become elastic with the amount of work that you absolutely have to complete. So if you have the assignment due the day before, and you've been used to being been sitting on the desk for six weeks, and you go, shit, I'm going to create this in, you're guaranteed to get it done with the time that you've got available. But if you started six weeks ago, it would have also taken you six weeks. So it's just fills up your valuable time. And I think when you look at time, what I like to the way I look at money, and my time is I look at whatever the action is about to take, is it saving money? Is it creating money? Or is it saving time? And if it doesn't tick any of those boxes, it's not a task that I do. There's a caveat there. Brad: 100%. You got to look at yourself and your own well being. And that's one of those things my bill I think the old saying is they're busy people get things done It's 100% you’re right. And then you write if you sent yourself an hour to, to do that one thing you will take it for later. But if you gotta get four things down now you'll fit it all in. Yep. I think planning is important on one Oh, yeah, go to my desk and there are the post it notes there is the paper frittering all over the place, doesn't mean I'm not playing and I don't know where things are, but it's still not obviously a great safety bloke. But I think have you three things that you want to do on a day in take them off. Everyone loves a sense of accomplishment now that they've gone to work and they've got a few things off the desk even if only takes an hour You know, it's done. Josh: And I think literally taking or putting a line through it is more important than having it written on your computer Notepad or wherever else and then deleting it. Seeing that you had some progress I'll go through books that I like a business plans from like that every two years. I've revisit the business plan like every business owner, yeah. Brad: Yeah, hundred percent is basically one page but have it Josh: Yeah, exactly. You just have a SWOT analysis, your mission statement, it's enough. And I looked through, I achieved all those goals. I've achieved all those goals and I have a look Regional goals are like far out they've morphed and that's what it's about like again talking before we jumped on onto the podcast about setting your plans and knowing that you needed sort of just hit the ground running, don't wait until it's perfect. Brad: If you sit around and wait for the perfect you'll never it'll never get off the ground you know and it is about me in business myself I will sign earlier Josh that you know, I know I've made plenty mistakes or have learned from them. I've made some of those mistakes a couple times but yeah, my biggest priority is probably you know, having a great idea or having a what I think is a good plan but not having the right people steering that ship or working with you to achieve that ultimate goals and it's about communicating to the people that matter what those got that goal is as well so they can all go on the journey with you but everything, you need to plan for anything in life, you know, when you wake up tomorrow and go this I've got to take on a hot stock, it might go okay, but it may well not. Like most things that work out well, you got a long term perspective, a long term plan, anything that seems nice and shiny and apparently guaranteed quick win often doesn't work out. So 100% right, Josh, it's about planning. It's about giving yourself time. But it's not waiting for that perfect day, that perfect storm because opportunity presents itself and you've, you know, sometimes you got to think on your feet and take it. Josh: Anyone in business that's getting out in business today and goes, I'm going to be a millionaire in 12 months. Just stop what you're doing right now. And don't quit your job. Don't quit your job. That's something I've seen so many times that comes to us. Okay, we need to get website, online presence. I want 200 leads coming in a week Brad: And I want to see another cryptocurrency overnight success as well, because that's where I've sort of fallen low false, doing that. Yeah, it can't be easy ways to make to make money. And look, some people are fortunate that there's a lot of people that fall into that trap. Josh: Absolutely. Oh, what I was saying about the Parkinson's Law just circling back a little bit. You have this amount of time. So Parkinson's Law is more about time, but I think it applies just the same to money. I think that people that have more money that comes in somehow find a way to spend more money. And people that are living on a lower income, somehow managed to still get by and sometimes have nicer things than that's a higher income. So if you have someone down the coast property developer that's bringing in $200,000, $400,000 a year for themselves, and then they've got this car and it seems like they seem to somehow have nearly the same parity in expenses. And then if something goes wrong with them, they fall hard as opposed to someone who's like owning, I don't know, 50,000? Brad: Yeah, I think early 60,000 is the average median. Josh: Yeah. So early, early 60s to the early 60s. Seems like those people are still getting along. Still going fine enough. You know, I'm saying from no evidence, no citations perspective, just he said the pub talk but you see people's books and you see what people do. Would you say that that kind of correlates Brad: I think it 100% does, Josh. Now when it comes down to people's personalities and their profiles, how they are raises children, but I think the younger populace of today are a lot more into the consumable spin. They want that first house to be the house that their parents have worked their whole life in to retire in. I think people visit and we do have constant you know that modern collectively a couple modern $300,000 $400,000 a year and have no savings have no have nothing to really show for show for their hard work and their toil because they are living in the moment. I think a lot of it comes down to discipline. Maybe it might need yet man you gotta have multiple bank accounts or different investments where a percentage of pay falls into each week. Brad: But you're right earlier Josh said you gotta hold don't leave things to light when it comes to investing. The whole power of compounding, you have does work out that direction. $10 in you know, $10 invested today reinvested over, you know, over the next you know, 30, 40 years. I'm not smart enough to work it well that will be but more than $10 it will. It's about discipline. It's about making that little bit of sacrifice, and I think people can quite easily do that. Whether they sell a shock, forcing into superannuation, any discipline is better than a discipline, even if, yeah, worst case scenario, we're putting that X amount of dollars into that term deposit. Wanna do 1.6% right now. And yeah, which might only sort of match inflation. So I'm not saying that's an investment strategy worth adopting, but it's better than doing nothing. And in time, that might mean it might turn into a managed fund, it might turn into a deposit or a property, it might turn into a chair portfolio might turn into an investment in the business. It's about discipline, and if you get it right, yeah, I mean, if you can, that in any set 10% you save can become 15%, can become 20% that you actually recycling and putting into investments your return will be a lot much better. Yeah. When you get to that age, and if you sort of leaving in the last five years to make things work Josh: A couple of things actually on that, what do you think about the government's super pullout scheme? Brad: I'm not obviously not a fan. I think you're just stealing for yourself, I think it should be a last resort, superannuation is there for retirement I think they had made some of the conditions to loosen easy for people and tempting for people to take. But the flip side of that from a social conscious perspective understand there are people out there who can't feed their children or really don't know where the next dollar is coming from. Well, I get that from a hardship provision it's better than taking that money than the nasty fallout which could happen on that side. I'm not a fan. I would much rather see our clients in particular use other sort of stimulus measures that are out there whether it be job sake, a job keeper. The cash flow boost is a lot. There's a lot of stuff out there, which hasn't hit every button but I'm hoping most people have had some sort of financial support, but I am, I think the superannuation one was a necessity, but I'm not obviously a fan of that because that's somebody that you’ve worked for, and you're going to be paying and you are technically paying for Josh: That's completely fair enough. I agree completely unless you absolutely have to. It's better just to sort of keep doing thing. Brad: And I don't think it's also just to it's an education around super, I think not many people look at their superannuation funds as a real investment until they do get closer to that retirement age as well. And I, you know, obviously, I do have a wealth planning business, I will not declare conflict here, but I think it's about acknowledging supers for a lot of people. superannuation will be the biggest asset that they will build outside of their house and it sort of their personal successes and triumphs. So something we spoke about compounding before and the difference that you might get from a standard fund that might give you a 6% return of a life. Yeah, well for the investment as opposed to maybe the average IC return which is either 9% it will make a difference in retirement as well. So I think there needs to be better education around superannuation. It's not just something that employers putting on habits in doing and not care about, yeah, it is an actual real asset and you're only taxed 15% on money that is invested in superannuation, contributions, early tax of 15% going in as well. It's a good low tax environment and it's something we shouldn't be playing with because it is it is that that is your rainy day investments. And when you do retire, we don't want to be living on a $400 a week government pension. So if it's still around, jury's out on that, if you want that goal of being self funded bowl, yeah, treat that super as a real asset and try not to touch it Josh: Will government give me like advantages to chucking additional coin in there you could put 1000 in a match 500 or something like that? Brad: There is the government co contribution it has it used to be 1000 4000 entities, it is probably phasing and in terms of the monetary benefit, and it does only apply to people who will sort of allow middle income salary but yeah, the government is obviously has made superannuation enticing investment vehicle due to the low tax rates and, and I you know, when in saying that I have been disappointed in a lot of us that they have sort of reduced the concessional contributions capped at $25,000, where it used to be a hell of a lot more. So it is harder to get money into super so you haven't, once again, I sort of get into back into that argument that yeah, if you can avoid dragging money at a super please do so. I'd much rather someone borrow some money from a family member to get them through this little crisis than draw money in which they had no intention of contributing into. Josh: This is this is a different problem. This is this is a money problem than a business problem. The problem that I've had for many, many, many years is I've looked at what I've been earning and I've been benchmarking what I've been earning against what I had been earning, or what I've been saving against what I had been saving, not knowing at all if I was sitting in a good position because I'm cashflow positive, or what the average spreaker is doing around the place. Is it sensible for a business to be sitting cashflow positive? Sounds like a stupid question, but I'm sure many businesses out there are not. And is it sensible for a business to be borrowing money or investing your own money and is it, I guess that comes down to the risk assessment? What are you what you're investing into? Brad: Josh, it comes down to borrowing, borrowing can be a powerful tool, if you're obviously using that borrowed money to invest in the right type of asset. Also, you don't want to have high interest bearing debt, things like credit cards, pawnbroking lines. Withdrawals once again, can work. But once again, it depends on what you're using that withdrawal for. If you're going to get a return on that investment, whether it be bought, you know, use net redraw to buy a property comes into that investment. Positively good, can be good, and generally it’s good I'd rather possibly deed property than negatively geared property, even though your tax benefits might be less, you're hopefully still going to be ahead but also comes down to what is that asset as well. You might have a positive geared property that you might be getting a 5% return on investment on and have minimal debt on that is actually ground value as well. That comes down to what is the income return? Yes. But is there a capital growth return on that investment as well? And some people might tell me the last 10 to 12 years Depending where you're investing your money in terms of property, there probably has been a flat property market. Brad: I think we're talking earlier, Josh about our first properties that we bought and I bought my first property when I was 21 in the sleepy town of Brasil, Ipswich and paid 83 grand for my parents … my wife. Now Carly and I were crazy. doing such a thing. Yeah, like spending that hundred $50 a week on the loan repayment. We were out in probably earning, I don't know, $100 could bond but it was the best decision we ever made because what it created and the property market moved. We've built some equity and build a good foundation where we can sort of continue our investment journey as well. So I think although we're not going to get the massive jumps in property prices once again, it comes down to discipline, but it comes down to using debt for the right reasons. And the end of the day, Josh using redrawn on your timeline to keep pouring money into a business which isn't growing, which is stagnating is going backwards. I don't think it's a sensible thing to do. Speak to your advisor and work out well. Is it worth putting good money after bad as well? Sometimes borrowing can be good, but it's a case by case scenario. Josh: So if you if you're in a position where you had a business and it's a no we're talking about low margin businesses stuff if you're turning over 100K and you see it's good and it's after all your expenses, maintenance and all your equipment. And I'm just using this is a nice simple example. But if you have $100,000 business and you Okay, cool, it's sitting there positive everything's good. You're more than capable to go to the bank and go and grab five more lawn mowers, five more right on zero 10s hedge, yep whippersnappers, whatever you whatever you got to get, and you could then have stopped with five and then you have the debt but you got your short term debt to then grow the business obviously you do it more organically and just smash on 500% increase in your business. But if you go okay, it's already working. It's already good. Does that come down to like the risk per se Brad: Yeah. And I'm speaking to earlier today, just before we got caught up and I'm a massive advocate for behaviour profiling. We as a business off of that too. Well, cons as well and I think it's worked amazingly well for me as a decided and I myself personally what my behaviours and my personality profile is what things motivate me, what things stress me. I think it does come down to the individual but it also comes down to what you want and aspirations are as well. But for some people not employing staff and working to your own you know working to your own accord not having any risk in life. You can still be happy and earn hundred thousand dollars a year and you know me obviously hopefully they structured in a company or somewhere where they're paying minimal tax on that hundred thousand dollars, Josh, but at the same time they people do want to grow they've got an expanding family they want to you know, get the kids into a job or a business they and their wife might not work so they need to sort of put some additional funds into the family budget, maybe on another you know, on another round or on another machine might be a smart thing to do but I think a lot of it comes down to as I said before an area where I've sort of you know probably have fallen in the past is putting too much faith in people. Or not telling me to put in pretty much faith or trust in people's is picking the wrong person for the job, you know. Brad: So there might be another area you want to invest in, there might be another sideline component you want to add to the business, but have the right person, have a person who has a complementary style to you, has the same ethics and morals as you and someone who's not going to create just more headaches and more problems as well. So I think a lot of it comes down to having the investment. Is it the right investment for me, is it part of my values? Is it part of my overarching plan, but secondly, is that person someone of credibility and someone I can work with, and trust. Most often, I've seen people expand a business and the business goes south pretty quickly, because we've got people who don't have the same values as them and people who are, I suppose, not loyal and not sticking to the business but sticking to themselves and just, yeah, and then let that business down. So it often depends on the person depends on what their goals are. But often there's someone in as you mentioned before someone's earning 100 grand a year with minimal fuss and minimal complications. Feels a bit wrong to say but often they'll probably be better off sticking to that, sticking to that plan and, and a country is full of successful self employed people or people might only have one extra additional employee. why have the stress? Why complicate it Josh: I completely agree I learned many, many years ago, they're all going have the biggest IT company in Australia. I don't want that. I don't want that. Cool to say to pub, I guess. Brad: Yeah, it feels good for a minute, but not good for your blood pressure. Probably not good for any relationship you're in as well. But we define success differently. A number of great businesses that have grand or normal size and normal scale and almost reputation, but often they've had good people. And you can't get there just on your own. Josh: No, and even if you've got good people I think that you can have if you're really great at mowing lawns, it does not mean that you're really great at managing people. You could have a high IQ and a terrible EQ, and then you're not going to get a mission understand people's problems, and that then means that you might have the best business but not the best person Brad: Hundred percent Josh like said it's often use the old trading scenario they do even a fourth year finish they tried ploy works out there. Yeah, they're too expensive so they got to go around and become a contractor and then they got to around GST registration, they got to start watching their own bears, you got to start keeping an accounting file. They got to start sourcing their own insurance, they need to need to work out what's the best mobile phone deal? What software do I need to run my database? It’s all these conversations come to us and you start to think about technology. You start to think about mobile phone technicians you start to think about bookkeeping support, accountants, insurance companies, it's messy and who do you trust? Who do you turn to? What referrals do you take on board? You can complicate your life pretty quickly and look, anyone is a massively successful and created a huge wealth has probably gone through these complications and thrive, but some people just haven't got it and they make up and they set up. And I think it's important that one, know yourself and know your limitations before you sort of go on a journey that could end in tears Josh: Think of that way you're going to be and you're going to enjoy that work. And if you're not, probably don't walk that road. Brad: Know yourself, know your limitations, know what type what it takes for you to burn out, and we will have our limits and we're all wired differently, doesn't mean you're a failure it just means that you're better at other things than the person next to you. Josh: Albert Einstein said if you measure the success of a fish's ability to climb a tree, you'll think fish is stupid forever. It's been great talking with you. And yeah, it's been it's been great having on the show, and if anyone is interested in talking to Brad, we'll Chuck a link in here to his website so that you can see a bit more information, maybe get your books, and maybe make sure that you're doing the video that you should be doing. And the last question I've got for you is if they had to read something to put them in business stance after they've just had this whiplash from COVID, what would you say they should be reading? Doesn't have to be an exact book, but what should they, what resources should they be utilising? Brad: There's a lot of resources out there, Josh, and I'm not I'm not going to stick into one book in particular. But for me, it's about anything that makes you unique or different. And I know as an accountant, I'm not going to go and read textbooks on accounting or tax but I'm going to read other books that might help me in other areas that I think might be beneficial clients and give me a competitive edge. So might be around things like leadership, how to influence people, different types of selling strategies. So I'm not a massive reader, or do you like yeah, my little quote, so little bursts of inspiration. So I think it's just about knowing you as a person and just being an interesting person to converse with and just learn about the world. Read the paper, buy the fin review, just read different this read different things on myself if I'm like three kids at home and I work long hours, so it's often fall asleep after five minutes. Well, so I think, right things that inspire you, read things that motivate you. But yeah, I think just be aware, just be aware, just be aware of what's going on in the world. Josh: But just don't use Facebook as a source. Brad: No, exactly right and just yet, just be someone who's buried and has multiple interests on it. It just means you're going be able to relate to a lot more people and make life a lot more interesting. Josh: So well, Brad, it's been great talking to you. And if anyone out there would like to jump across to iTunes, leave us some love. Give us a review and any feedback you have. That'd be great. Otherwise, stay healthy out there in the COVID crisis and look forward to tuning in soon. Brad: Thanks Josh.

Happy April everyone! With all the things swirling both physically and mentally around COVID-19 we all could use a few IDEAS on just how to better thrive as a community during this time, which is our April theme! Be encouraged and inspired by our special guest by community activist, teacher and non profit leader Josh Nadzam. Josh Nadzam is the co-founder and director of On The Move Art Studio and an instructor at the UK College of Social Work. He escaped a tragic childhood and went on to run Track and Field at the University of Kentucky and ultimately earned a master's degree in social work. Since then, he has been involved in and led many community initiatives around social justice and community building. Recent honors include: 2016 Lexington Leadership Foundation Social Entrepreneur of the Year Award, 2017 880 Cities Emerging Cities Champion and 2019 Lauren K. Weinberg Humanitarian of the Year Award. Welcome to the show Josh! Show Notes: “How can we reach communities with social distancing?” - Josh “Don’t replace one thing with another thing, take a pause.” - Josh “We’re all essentially a product of our environment.” - Josh “I get today.” - Josh Two common responses from leaving a rough environment: Empathy or Resentment. -Josh Sit outside and meditate. “Our brains have to have moments when we’re bored.” - Josh “Leap and the net will appear but don’t be reckless.” - Josh “There’s no way to actually fail.” - Josh “Communication is a continuum.” - Josh --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/mtg-more-than-graphics/support

Dinner with Schmucks - Episode 98.5 “A Pretty Good Representation So Far” As we are just about ready to hit Episode 100, we wanted to take an opportunity to look/listen back to some of our favorite clips from the Dinner with Schmucks Podcast. This episode features 25 clips, feature a wide cast of characters! Enjoy! 1- Special K Makes a Fire (Ep 64, Chris, Kris, Dan, Junior, Josh) 2- Go Fund Yo Self (Ep 13, Chris, Yajaira, Lisa, Josh) 3- Tentacle Porn (Ep 47, Chris, Lisa, Kris, Edith, Buford) 4- Kitty Carpet (Ep 92, Chris, Yajaira, Dieter, Jo, Kristi) 5- Connecticut (Ep 15, Chris, Yajaira, Lisa, Josh) 6- David Bowie (Ep 63, Chris, Yajaira, Lisa, Kris, Junior, Edith, Buford) 7- Yelching (Ep 94.5, Chris, Yajaira, Dieter, Marc) 8- Kool Ranch Krunk (Ep 32, Chris, Yajaira, Lisa, Kris) 9- And Now Some Sausage (Ep 18, Chris, Yajaira, Dan, Matt) 10- Whiskey Choke (Ep 53, Chris, Yajaira, Lisa) 11- The Office (Ep 85, Chris, Yajaira, Dieter, Ryan) 12- Buford White (Ep 95, Chris, Yajaira, Lisa, Kris, Junior, Edith, Buford) 13- Special K’s Date (Ep 39, Chris, Yajaira, Lisa, Kris, Dan) 14- Crazy Sex Stories (Ep 25, Yajaira, Lisa, Jenna, Jackie, Tirrah, Chelsey, Karen) 15- 5 Questions (Ep 56.5, Chris, Dan, Rookie of the Year, The Victory Drive, A Brilliant Lie, Oklahoma Stackhouse) 16- We Need a Sponsor (Ep 62, Chris, Lisa, Kris, Junior, Buford) 17- WESS Gets a Woody (Ep 96, Chris, Yajaira, Dieter, Rob) 18- Lupus (Ep 67, Chris, Matt) 19- Pay Yo Light Bill (Ep 77, Chris, Yajaira, Dieter) 20- K Cars (Ep 80, Chris, Yajaira, Dieter) 21- Pizza Hut (Ep 84, Chris, Yajaira, Dieter) 22- Yoga (Ep 89, Chris, Yajaira, Dieter, Jo) 23- Ready for Use (Ep 70, Chris, Marc) 24- Chris & Yajaira (Ep 90, Yajaira, Lisa, Charmaine, Nancy, Kristin) 25- Dancing Bear (Ep 40, Chris, Yajaira, Lisa, Kris, Josh) Don’t forget we also have our live 99th episode from the Marketplace at Steamtown on Dec. 6th, and our live 100th episode from Stalter’s Cafe, in Scranton, PA, on Dec. 15th. Check our Facebook page for details on both! We’d like to thank and welcome a new sponsor to the Podcast! Bani Bands! Bani Bands are simply the best headband for working out, hanging out, playing hard, and looking good! Made in the USA, and is a Female Veteran owned business. Check them out at www.BaniBands.com Bani Bands - Create the Moment As always, thanks for listening, and enjoy the episode. Just remember, we will be your best friends if you leave us a 5 Star rating and review on Apple Podcasts! Wanna rock some Dinner with Schmucks SWAG??? You know you do! dinnerwithschmucks.threadless.com is the official Dinner with Schmucks shop! We’re growing our YouTube channel, and we need you to subscribe today! http://bit.ly/DWSYouTube Check out our Facebook, Instagram & Twitter feeds Facebook - http://bit.ly/Facebook_DWS 
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Phil’s guest on this episode of the IT Career Energizer podcast is Josh Doody. He helps software developers to get more high-quality job offers and negotiate higher salaries.  He is also the author of the book “Fearless Salary Negotiation”, a step-by-step guide to getting paid what you’re worth.   In this episode, Phil and Josh discuss the right way to negotiate high salaries. He shows the audience how a few simple language changes will turn you into a better negotiator and self advocate.   Josh explains how to avoid weakening your negotiation position by using a number when answering the question, how much do you want to make? He also reveals the IT sector in which his highest paid coaching clients are involved and explains why you may want to switch career direction.   KEY TAKEAWAYS: (3.09) TOP CAREER TIP Always re-negotiate job offers, even if you think the offer is a really good one. Usually, you will have underestimated your value to that firm. They know this is likely to be the case. So, most firms, will only offer you what you consider to be a good salary, rather than what you are actually worth to them.   Josh also shares the best way to leverage the power you to get properly paid throughout your career. That includes when you move to new roles within a firm.  He also explains how to get your direct manager on your side.   (6.44) WORST CAREER MOMENT While Josh was still working for other people, he spent a year under a manager who had poor management skills. His manager had simply been promoted to the point where his salary level demanded that he had people report to him directly. This despite the fact he was not suitable for that role.   It was a situation that resulted in a very poor working environment. But, good came out of it. Josh realised that even if he left that firm, he could potentially find himself in the same situation again. It made him rethink his career and realise that he needed to find a way to work for himself.   (8.06) CAREER HIGHLIGHT At one point in his career, Josh got heavily involved in developing HR talent management and development software. This work was a highlight of his career.   He really enjoyed the creative process. Working on blue sky ideas, building systems people were actually able to use was engaging and exciting. Josh particularly liked being able to combine using his existing skills to the full while learning new ones.   (9.40) THE FUTURE OF CAREERS IN I.T Machine learning and AI are the top fields to work in. That will be the case for many years to come. Unsurprisingly, the people who have this type of experience are being extremely well paid, right now.   The future for IT is bright and very exciting. Over the past year, more of Josh’s clients have started to receive multiple work offers. Many have taken advantage of this fact and chosen to do the work that looks to be the most interesting and fulfilling. The role that offers the most opportunities for the future.   (13.37) THE REVEAL What first attracted you to a career in I.T.? – The first time Josh used a DOS computer; he saw the magic and was immediately hooked. What’s the best career advice you received? – His first boss taught him to be more purposeful about the way he approached his work. Not to just focus on the financial reward. What’s the worst career advice you received? – Slow down, you are progressing too fast. What would you do if you started your career now? – Josh would focus on machine learning and AI. The work is fascinating and Josh’s clients who work in that field are earning big. What are your current career objectives? – In the short term, Josh’s focus is on offering good coaching services. But, he is an entrepreneur, so expects to, switch focus, at some point. What’s your number one non-technical skill? – Diplomatic communication. This skill enables Josh to stand up for himself and his ideas without putting the other party off. During the podcast, he shares a clever language trick he uses to do that. How do you keep your own career energized? – Experimenting and trying new things in his business. Josh is not afraid to take risks. What do you do away from technology? – Josh has a close group of friends that he spends a lot of time with. He is also active in his community.   (23.39) FINAL CAREER TIP When a prospective employer asks you how much you expect to make, if they were to offer you the job, never reply with a number. Josh explains what to say instead, so you do not alienate the other person or weaken your negotiating position.   BEST MOMENTS (3.13) – Josh - “Always negotiate job offers, even if you think the offer is really good.” (3.52) – Josh - “Get your pay as high as you can at the beginning, using tactful negotiation techniques.” (16.57) – Josh - “Of the people I coach, the ones involved in AI are the ones that are making the big money.” (17.07) – Josh - “For the next 20 or 30 years, AI is going to be huge.” (24.39) – Josh - “Don’t be the one to name the first number in wage negotiation.” (24.41) – Josh - “The wage negotiation process starts in the interview. Not, when you are offered the job. ”   ABOUT THE HOST – PHIL BURGESS Phil Burgess is an independent IT consultant who has spent the last 20 years helping organisations to design, develop and implement software solutions.  Phil has always had an interest in helping others to develop and advance their careers.  And in 2017 Phil started the I.T. Career Energizer podcast to try to help as many people as possible to learn from the career advice and experiences of those that have been, and still are, on that same career journey.   CONTACT THE HOST – PHIL BURGESS Phil can be contacted through the following Social Media platforms:   Twitter: https://twitter.com/philtechcareer LinkedIn: https://uk.linkedin.com/in/philburgess Facebook: https://facebook.com/philtechcareer Instagram: https://instagram.com/philtechcareer Website: https://itcareerenergizer.com/contact   Phil is also reachable by email at phil@itcareerenergizer.com and via the podcast’s website, https://itcareerenergizer.com Join the I.T. Career Energizer Community on Facebook - https://www.facebook.com/groups/ITCareerEnergizer   ABOUT THE GUEST – JOSH DOODY My guest on today’s show helps software developers to get more high-quality job offers and negotiate higher salaries.  He is also the author of the book “Fearless Salary Negotiation”, a step-by-step guide to getting paid what you’re worth.   CONTACT THE GUEST – JOSH DOODY Josh Doody can be contacted through the following Social Media platforms:   Twitter: https://twitter.com/JoshDoody LinkedIn: https://www.linkedin.com/in/joshdoody/ Personal Website: https://www.joshdoody.com Company Website: https://fearlesssalarynegotiation.com/ Coaching Page: https://fearlesssalarynegotiation.com/coach Article: https://fearlesssalarynegotiation.com/the-dreaded-salary-question/

0:15 We’re live. Josh ask if Mani was standing at his desk. Josh says he has runner knee. Mani and Josh talk about standing and actively standing and working.  John talks about the intensity of running and being on a call at a treadmill. More talks about exercise and working at the same time. Mani talks about listening a being at a stationary bike. 4:00 Mani talks about draw.ioand automation work. John talks about the work they are doing a the blogging course. More talk about up selling on products. John talks about milking the sale of a of product. EntreProgrammer talk about marketing strategies on up sales. 10:00 John talks about converting your audience and gaining sales. Mani and Josh talks about the percentages and sales on cart values. John talks about the opinion on up sales on course.  More talks about strategically pricing a product and up selling later on. 15:00 Mani talks about selling a product without discounts. Josh says with will no work. Josh says the time limit and scarcity make the sale. John says you have to have scarcity to sell the product. Josh says you will get clicks but not sales without discounts and scarcity. Josh talk about when people will become a customer. 19:00 Josh talks about working on ways to not have to keep on doing the up sales. Josh says you can take the up sales to the bank. EntreProgrammer continue to talk about the Meditation Course as an up sales in Mani’s sales cart. 23:00 Mani jumping into talking about membership and how it changing the game. John talks about kicking ass this week and waking up 6 am and hitting the Pomodoros. John talks about doing the Bull Dog Mindset  and logo design. John talks about the quiz for the Bull Dog Mindset. 27:00 Mani talks about how John should do a live video on YouTube once a month. John talks about charging 5 dollars a month for the membership. John talks about hopping on a coaching call and making 1500 dollars for one hour. John talks about how he only want to make a live stream for just the members. John talks about his content syndication plan. 34:00 John talks about recording  audio for The Stop Being Lazy book. Mani ask about the book sales. John give to numbers on sales and revenue.  John think he is making 5 sales a day. John talks about doing the audio and adding more content because it was not written by him. Josh talks about doing the audio first then the book can be written. Mani talks about how Gary V. and others ad lib the book. 40:00 John talks about hiring a cheap audio editor for the book. Entreprogrammer talk about reading an audiobook and doing a great job. Mani talks about natural sounding reading and emphasis in audiobook. More talk about audio books and professional readers vs. authors reading the book. 46:00 John talks about the subscribers for the Bulldog Mindset emails. John talks about the clicks on the Mental Toughness emails.  John shares his email for the Bulldog Mindset coaching. John says he has 57 opens and several clicks. John talks about only having 5 slots. 53:00 Josh talks out wrapping up the course and workflow with Jason. Josh talk about doing a membership push with John help with creating a video for the offers. Josh says he is not changing the offer. Mani jokes about firing John if he does not move the needle forward on the business. Some talk about WordPress generated passwords. 1:00:00 Josh talks about making a mistake with custom field and APIs. John talks about after this month they are going to do themed months and content. Josh talks about doing a split test with emails with half with Johns name on it. Josh talks about doing a membership enrollment with increase price if John’s name brings in more people. 1:05:00 EntreProgrammer talk about doing a Getting Over Your Fears course. Josh and Mani discuss which course might do better with sales. EntreProgrammer discuss which topic will do better, Metal Toughness or Getting Over Your Fears. Mani talks about a keyword research on controlling emotions vs. controlling anger. 1:15:00 More talk on keyword research. John talks about how these keywords fit into how the audience is looking to change. EntreProgrammer research the top hitting keyword to further their reach on course topics. EntreProgrammer make jokes about keyword for drunk driving. Thoughts for the week! John - Don't underestimate hard work Josh - Don’t drive drunk Mani - Cutting off work at a certain time.

I’ve got the man Josh Weidman on the show today. He’s a turnkey investor who’s working the real estate scene up in Philadelphia. Josh got his start in wholesaling, but what he’s really passionate about right now is turnkey investments. He knows to buy when the market is ripe, and he’s sharing tips on how to recognize market patterns in the neighborhoods around you so you can cash in at the perfect time. Finding that sweet spot in your real estate investment strategy relies on your ability to think long-term. Turnkey investments aren’t your typical fix-and-flip, and you’re going to be working with this property for quite a while. Josh’s secret to success is looking past the income he’s bringing in and focusing on what made those deals or properties so successful (or what didn’t). When you can think bigger than what’s right in front of you, it’s much easier to see the whole picture. And thinking big when it comes to real estate is really the only way to go. But Josh is talking about more than just his real estate investment strategy today. This is a guy with a real passion for this business, and he shares how he stays so optimistic and energized about his career. Josh is the kind of guy who lives with a purpose and he goes beyond the paycheck to find his motivation. This is a trick he learned from his mentors and coaches over the years. Hiring a coach will help you keep your eye on the prize, and it’s only one of the many nuggets of knowledge Josh is sharing today. Tune in now to catch them all. MINUTE MARKERS 2:20 - Meet Josh Weidman! 2:53 - What’s Josh’s area of expertise? 3:42 - Josh got into real estate investing when he was 16 4:59 - Josh’s biggest influence might surprise you 6:07 - Josh used to sell water purifiers door-to-door (yikes!) 7:44 - Josh breaks down his real estate investment strategy 11:15 - How to make a six-figure mistake 12:20 - How to lose $30,000 15:21 - The single greatest lesson Josh ever learned 16:22 - Advice for all the new investors 19:13 - Josh’s favorite motivational quote 21:34 - Josh’s favorite book of all time 24:24 - Josh’s philosophy on mobile apps 26:41 - Does Josh get 8 hours of sleep at night? 31:13 - Josh knows what people really want 32:07 - Josh’s tips for a productive morning 35:10 - What is Josh most grateful for? 36:21 - Josh’s favorite special on Netflix 37:17 - The best time to hire a mentor 40:50 - Josh’s secret to lifelong positivity 44:05 - How to get in touch with Josh 45:20 - What’s Josh doing right now in real estate? QUOTES I dove into this thing. I was so hot and ready to go and I was 16 with no money. - Josh Don’t fix problems. Think about how they can be and go towards that ideal. - Josh Links and Resources realestatetheeasyway.com facebook.com/TCSInvestments, joshw@tcsmgt.com Carelton Sheets Vena Jones-Cox Jason Fried Tony Robbins – I Am Not Your Guru The Checklist Manifesto by Atul Gawande Outliers by Malcolm Gladwell Atlas Shrugged by Ayn Rand Rework by Jason Fried and David Heinemeier Hansson Basecamp Ask Cory A Question Want to get in touch with Cory and ask him your most burning Real Estate Investing question?  We’ve made it super easy for you.  Just head over to our Ask Cory A Question page and start recording.  Cory will play your question live on an upcoming show and answer it personally. Who Do You Want To Hear From? Name some folks I should get on the show! Hit me up:support@realestateinvestingprofits.com and I’ll do my best to get them on. Did You Get Your FREE Investing Guide? TEXT the word PROFIT (38470) to immediately sent Your FREE Investing Quick Start Guide! JOIN The Elite Real Estate Investor’s Board of Directors http://JoinMyMastermind.com Connect Here Please check out our website, realestateinvestingprofits.com for the “Down and Dirty” Ultimate Real Estate Investing Quick Start Guide download.   And don’t forget to get involved with the REIP coaching program at coryscoaching.com or realestateinvestingprofits.com/coachingapplication or click on the “Coaching” tab on our website!

0:15 Josh mentions that he finally got his new monitor. Some talk on monitors and tech. John says on a wimp, he sign up to run a half marathon. Wow. Rome by night. John talks about all the regulations before he can participate in the run.  John talks about he EKG test and the doctor's remarks.  8:00 Chuck talks but a new sponsor coming soon. Big news, and Chuck talks about how the routine follow ups worked. Persistence. Chuck talks about reading the Secrets of the Millionaire Mind again, and a few others that gave Chuck a paradigm shift.  12:00 John talks about being internally ready to receive. John says he like Joe Dispenza. Chuck talks about how most people are only set up for being comfortable. John talks about quantum physics and how thoughts work as far as shaping your own reality.  17:00 John ask if you know a successful person who is a pessimist. Chuck talks about a friend who has the means to continually be successfully because that is just who he is as a person. Chuck talks about manifesting other event and thing in his current situation.  23:00 Chuck says there is a power in the things that we want to do and we can make it happen for ourselves. John says that it is all in the mind set. Josh ask Chuck how many time he follows up with people. Chuck talks about his messaging and the opportunities he looks for to break the ice.  31:00 John says his sends everyone to Josh when people are looking for sponsoring. John talks about some of these prospects can be good for the company.  35:00 Johns mention that he is helping guys videos on plural sight, by sending traffic to it videos. The Entreprogrammers talk about helping courses and video with sending traffic to the area. John talks about visiting the Sistine Chapel.  43:00 Josh again, talks about dealing with the workman’s compensation stuff. John talks about how to fix the situation. John talks about running a business and have certain kinds of insurance.  50:00 Chuck talks about making changes, gaining traffic, and redesigning the website. John talks about some details to looking into. Chuck says he wants to grow the podcast audience.  John talks about text to join features to gain an audience.  Thoughts for the Week Chuck - Getting up early John -  Be willing to go further Josh - Don’t try to hack this on your own.

Episode 158 “Hookers and Green M&Ms” 0:15 John and Josh in the same room. John and Josh talk about getting help with the book launch. John thinks that they will have a successful book launch, and are hoping to take the number one spot in all of Amazon. Josh talks about the pre-sale strategy for Amazon.  4:30 Josh talks about working with Tom in the book launch and the tasks he is doing for the book. John describe the book review process.  6:00 Chuck talks about his week and getting his Get A Job product out. Chuck talks about the questions he is often asked about getting a first developer job or getting a  better developer job. Chuck talks about he process for acquiring information for his new product.  10:00 John and Chuck talk about the process of “Stalking.” Chuck is trying to get people into his funnel. Also, Chuck is doing the JS conference this week.  13:00 Chuck talks about getting a logo job out on Fivrr, for his short videos. Chuck discuss his plans for his next product. Chuck mention his plans for doing a Kickstarter. John explains how it is important on planning how to exit. Chuck talks about his plans for the various podcasts on his channels.  23:00 Chuck talks she doing press kits for some of his podcasts, possible for sponsorship slots. Josh gives some feedback on how Chuck should handle the sponsors or ad slots for various companies.  25:00  John suggests that Chuck should do a partnership with a company that wanted to buy Simple Programmer. John says this would broaden the reach.  28:00 Chuck says this plan is blowing up his brain. Chuck says in a couple with he is going to be at a retreat with Jamie Masters.  30:00 Josh explains what he saw a the Traffic and Conversion conference. Chuck compare this to using the Amazon Echo.  35:00 Chuck talks about sending out email for a 17Hats account. Chuck has discovered that 17Hats does not have and API. John talks about google collaborative group boxes.  39:00 Josh talk about building the perfect tool, and how every tool can talk to one another. Chuck ask if the Rails Conference is worth going too. Chuck talks about wearing a pole to stranded out. John says he wants to invite himself hang out with Chuck to hang out with book authors.  47:00 Chuck mentions that he is building a new PC. John is excited about how everyone is going back to PC. The EntreProgrammers talk about the computer setups.  Thoughts for the Week Chuck - Just get out and do it.  John - Putting some changes it place . Josh - Don’t let yourself off the hook.