Podcasts about right same

Addictions come in many forms. When you think of drug addiction, what comes to mind? Right? Same here. But few consider the addition to completely legal drugs. A few very close to me have been addicted to various legal pain killers and other legal drugs. The same is true about illegal drugs. Today's feature guest shares his struggle and how he has kicked his addiction for a life of true Abundance. Meet our Feature Guest For the past few years Daniel has been running a seven figure company that helps business owners with self directed retirement accounts. He is 30 years old and overcame a drug addiction to Oxycontin pills earlier in his life. Aside from being a CEO, he is married to his elementary school sweetheart, has a 10 year old daughter and is a board member of two non profits. Connect with our guest https://www.yourquest.com/ (YourQuest.com) LIKE and Share our Facebook Fan Pagehttps://www.facebook.com/menofabundance (Facebook.com/MenOfAbundance) Business Coach Needed Now!https://menofabundance.com/wp-content/uploads/2020/09/Screen-Shot-2020-09-18-at-1.08.10-PM.png ()I need another Business Coach on my team to help me handle the exploding demand for business coaching services. I’m willing to train [at my expense] the right individual with a passion for wanting to help small business owners become successful. NO travel required. If you or someone you know is interested, https://cp.wallycarmichael.com (click here) and a 9 minute video will explain it all.     https://menofabundance.com/wp-content/uploads/2020/01/Copy-of-Your-Offer-should-NOT-be-your-product-or-Service.-Change-My-Mind.png ()Business Owner Growth PodcastWhen You Grow, Your Business Grows. Discover business and marketing strategies no one else is sharing with you. Get subscribed to https://anchor.fm/businessownergrowth (Business Owner Growth podcast) Support this podcast

  Sleep is absolutely critical to being healthy. But do you know how to get your best sleep? Answering that question and SO much more is my dear friend and business partner, Matt Gallant. We start the show by talking about how he got interested in the topic of sleep. When he was in his mid-20s he wanted to do it all: he wanted to record an album, learn all about marketing, work out at the gym and he had a full-time job. So he decided he would cut back on sleep. And he took the resistance training approach by doing it in small increments. He shaved off 15 minutes at a time and thought his body would adjust if he did this gradually. He eventually got down to 5 hours of sleep and experienced some side effects when he did: he had to be pristine with the food he was eating and keeping himself hydrated or his body would completely crash. Matt also shares another story about his experiences with sleep that showed him it's the quality of sleep we get more so than the quantity. We explore that story, plus Matt’s best sleep hacks. At night, Matt recommends wearing glasses from True Dark or Swannies about 2 hours before bed to help your body block out any type of light that might keep you awake. He also recommends using a program called f.lux on your computer, which lessens the amount of blue light emitted by your computer. Iris is a similar program that Matt likes best. As far as actual sleep, you want to keep your bedroom cool at night (16-18 degrees C or 60-64 degrees Fahrenheit). But you also want to keep your mattress cool because otherwise your body heat gets trapped underneath you and you will sweat. The sweat will dehydrate you which leads to poorer sleep and waking up tired. Matt gives us his specific tech recommendations for greater sleep on today’s show before we dive into which supplements can enhance your sleep, and how they work plus the reason 15 minutes of meditation before bed can help you fall asleep faster. You’re going to hear those fascinating topics, and you’ll hear Matt explain why he’s not a fan of melatonin. Join us for this illuminating discussion on sleep. Resources: True Dark glasses Swannies glasses f.lux Iris chili pad Tim Ferriss The Ooler sleep pad EMF shielding tech Faraday cage Oura ring Dreem headband Delta sleeper EarthPulse Dream Tea from Anima Mundi Magnesium Breakthrough Read the Episode Transcript : Wade Lightheart: Good afternoon. Good morning and good evening. It's Wade T Lightheart at the Awesome Health Podcast and I got my good friend, buddy, business partner and co experimenter Matty G. How's it going today at the biOptimizers extreme lab? Matt Gallant: It's going great man. Always, you know, I always love talking about health with you and I think we're going to be sharing some more deep gold today. Wade Lightheart: So I'm excited about today's podcast because we're going to talk about something that we've been in I think a circuitous conversation for I think almost the entire time that we've known each other for around 20 years, certainly 15 very deep. And that is sleep. And for those who don't know the statistics and what's happening, sleep issues is one of the biggest issues in America today and is expanding worldwide. And there's a variety of reasons for that, why that is. We're gonna dive into that. If you're struggling for sleep, you definitely want to listen to this podcast because of all the people I've met in the health industry, I don't know anybody that has gone as deep in sleep is Matty G and we've had a lot of discussions about it's, I'm a guy that wants to sleep the the, you know, for years I was like, if I could just throw sleep away, I'd be, I'd be happy. Wade Lightheart: When we started out, Matt was like, no, you need us. Like he wanted to get as much sleep as possible. But now we've both come for circle on this where we're kind of in what is the optimal sleep amount? How do you get there? Why are we in trouble for sleeping? How important is sleep and where does sleep play as far as hormone optimization, brain functioning, recovery from training. What are the hacks? What are the tricks? What are the tips? And Matty G, if he doesn't know all of them, he knows everybody who does know all of them and he's probably tried more of them than anybody on the planet. So Matty G, Mr sleep, where are we going? What are we doing? How are we, what, what's happening today? Matt Gallant: I will start with the story of how I really started to understand the need for sleep and the importance of it. So at the time I was 25 years old, maybe 24, I was living in Moncton were Wade and I are from, and you know, I had the same mentality that you have. I'm like, you know what, I, I want to work like a hundred hours a week. I want to record an album, I want to learn marketing, I want to work, you know, literally 80 hours in the gym. I don't really have time for sleep. So, so again, like little, I was working 80 hours at the gym at a four 40 hour job, plus 40 hours of personal training clients. I'm recording a hard rock album in the studio and then I'm spending about 15 to 20 hours learning about marketing. So I did the math. It was like a hundred to 105 hours plus I was training twice a day. Matt Gallant: So in order to do all of that, I'm like, okay, I got it. I started cutting sleep. At the time I was probably sleeping, you know, normal seven hours. I'm like, okay, here's the plan. I'm going to start cutting my sleep by the 15 minutes slices and keep going down. My body will adapt. I was thinking like like resistance training and all adapt to the, to the stress, so you know things were going decently. When I got to about five hours, there's an interesting oxide effects that started happening. One of them was my hypersensitivity to water and food, so literally that's how I really got into water because if I was dehydrated like a micro amount, like I had to literally like be drinking water all the time. If I dehydrated even like a little bit, I immediately just kind of crash. Right? Same thing with food, it's like any food that my body wasn't really happy with. Matt Gallant: I would crash so I had to eat like flawlessly and be drinking water all the time. It otherwise it just crash. Then I kept going and then I finally crashed and burned at around like I think four hours or three hours and 45 minutes. You know, I, I just pulled the plug on the experiment and then I read a book called power sleep, which, you know, started educating myself about the need of it and the power of it and then kind of went the other way. It took me about two months to recover, you know, it was like nervous. It was pretty deep nervous system burnout and I was sleeping eight, nine hours now. So for the longest of time I was the kinda guy that, you know, needed eight, nine hours and whatnot and I didn't understand the quality of sleep is really what matters, which is what we're going to be talking about today. Matt Gallant: Not, you know, everybody's heard you gotta sleep eight in a seven to nine hours, which may be true for some of you, but I think in my opinion, the quality's really the key. So another story four and a half years ago, I, I crashed in a different way. I went on a big European tour for business, came back my testosterone at crashed an all time low and my body fat was at the highest that I've recorded it on a DEXA. And I realized right then that my S and I, and I've got an oura ring. So it was kind of like this, this convergence of all these events. And on the oura ring I was getting zero to 15 minutes of deep sleep at night. Like I was basically having no deep sleep. So that's when I realized that my sleep was garbage. Matt Gallant: You know, typically I would wake up at that time in the morning, I'd be really tired and you know, dehydrated. And even though was sleeping like eight and a half, nine hours, I felt like I've slept for, and of course the oura ring validated the, the the data, the experience. So that was the turning point and I realized, you know what, in terms of up leveling me as a human being, probably the number one thing, like the one thing that would improve my body fat composition, improve my brain, improved my ability as a, as a businessman improve myself in relationships was sleep. Like I realized right then it was a huge kind of revelation that if I slept better like every part of my life would improve and it has. So for me sleep is, you know, very close. It's hard to say which one is number one, a number two, but I'm going to make this bold statement. The top two things in my opinion you can do to buy, to biologically optimize yourself as a human being is high quality sleep and resistance training. I think those two, you know, in terms of improving across the board are the top two things. I'm just a lot of other things you can do, but if you sleep well, do resistance training, I think your quality of life, your health span and probably your lifespan will, will have a big impact. Wade Lightheart: You know that you make a couple of interesting observations with that conclusion. If you look with the advent of electricity and the advent of technology, particularly computers, digital screens, television and blue light, and the shifting of circadian rhythms, which is plays a big point in that this is the one area of humanity where we've have, I'd say civilization has throttled the endocrine system or the normal patterns. It's not normal for all this light to be present at night and over, you know, literally billions of years. Every creature is, is running on a circadian rhythm that is related to a light cycle, which there's a hormone cascade, there's an energy cascade, there's an awareness cap, there's this, there's just so many things that are tied to that. And so all of a sudden with the civilization, we've accelerated that curve. And then the other part of that is over the last, particularly the last hundred years and even more so, maybe the last 50 with, I would say with the beginning of the remote control in cars, we really don't push our physicalities that much. I mean, if you'll think back to the great statues in history, the Greeks and the Romans have these, you know, really idealistic bodybuilder type bodies. It's obvious that people were walking around looking like that to be the Wade Lightheart: Inspiration for those artists to develop those Herculean like qualities. And if you look at the population today, Herculean qualities is something that's only reserved for Olympic athletes, for professional athletes and the general population is anything but so based on all that what have you learned? What are the big, what are the things that mess people up first? Let's start there. What are the big don'ts or the things that people might not think of that are really affecting their quality of sleep and their quality of their life? Matt Gallant: I'm going to get into that, but I just want to answer the why first. It was really quick. No, why is sleep so critical? So first of all, let's look at it from a physical level. So your growth hormone, all you're, you're this, there's a whole prolactin cycle. That's where your GH gets released. Thus when most of your testosterone gets produced prolactin. Matt Gallant: Yeah. So it's this whole cascade that starts with the melatonin and then it triggers your prolactin is another hormone in the body. So, but what matters is the healing hormones though, the fat burning hormones, the muscle building hormones all getting released in that cycle. So if you're having no deep sleep or not enough, you're basically not producing these really powerful anabolic healing, anti aging hormones that you know we want. It's critical. So that's the first piece. The second thing, which gets produced typically during REM sleep, which is the end of your sleep cycle, the bulk of it is your neurotransmitters. So that's what allows you to feel good, to be happy for your brain, to function, for you to think that's when that happens. Then there's also memory consolidation. You know, when you're moving things from short term memory to long term memory, a lot of that also happens during the, the light sleep cycles as well as during your REM. Matt Gallant: So basically, and then let's talk about weight gain. You know, let's and grill in, all of these things get thrown out. So if you have a bad night's sleep, your hunger is going to be typically out of control. So the odds that you're going to snack and cheat, you know, your blood glucose is going to go up. So like literally if you, if you want to gain fat, like if your goal is to gain fat as easily as possible, if you have bad sleep, that's the formula. So, and I really feel that, you know, the weight gain, the fat gain epidemic that we have in around the world, a lot of it is being driven by poor sleep. And, and that's just again, just, it's just a physiological reality. So if we just look at all of these and pretty much every part of your body gets negatively affected, even your DNA. Matt Gallant: I read some recent research like a month ago where one night of bad sleep like four hours, you know, affected all of these epigenetics. So, eh, the, the consequences are extreme. Now let's the shift over to the fundamentals of how to maximize sleep quality. And it's really about eliminating the five sleep disturbances. If, if you just eliminate these disturbances, your sleep quality is going to transform. So the first one is light. You mentioned light. So let's just explain a little bit why light is so critical and there's so many components to light. We'll get deeper into it. But the big picture is as, as you said, that we're not programmed. Like I've got this massive light shining in my eye right now. Plus I've got two computer screens, plus I've got this other light. So I've got like four sources of blue light that are completely unnatural hitting my eyes. Matt Gallant: It's, and it's hitting my brain. So, and this is fine at this time of the day, but if I, let's say I had all of these things on and it's 11:00 PM, I'm going to be wired. And like I know I think a lot of night hours, you know, and, and I'm one of them right in the chronotype call them, call us wolves. We are hypersensitive I think to blue light more than other people cause I used to be able to like, you know, work on the computer till three, 4:00 AM and it's like I just wouldn't get tired. And I think this, the light is just stimulating my brain. So that is telling my brain that it's still daytime. Right. And like you were saying back in the day where it was candles or no, you know, just no light. As soon as it would get dark, our brains, it's like okay let's start shutting things down. Matt Gallant: Let's start priming the melatonin and then you'd get tired and go to bed, prolactin cycle, all of these things. So light is probably one of the biggest disturbances. Now let's talk about the basics, which is managing light during sleep. So you want your room like pitch, pitch black, dark as possible, you know, and if you're living in a city, it's even more important now for those of us. And I used to wear a sleep mask and then I found out that your skin has these photo receptors. In other words, when you're, when the light hits your skin, it will disrupt your melatonin production. So even having a mask, even those protecting your eyes and it does help, it's not going to be as good as a pitch black room. So that's light. Now that's not enough. We'll get back to light in a second and just want to cover the other four. Matt Gallant: So second is heat and this is very well researched. I mean I read that in power sleep back a long time ago. We sleep best in a cold room, especially our, it's important that our heads get. And then there can be heat disturbances where your is touching the mattress. And I'll talk about that in a second. The third one is blood flow restriction. That's another one. This is where a bad mattress comes to play because if you're lying on your side, like I'm a side sleeper. If you're a back sleeper, this is not as critical. But if you're a slide size sleeper and you have let's say wide shoulders and you don't have a good mattress, the blood flow gets trapped in your shoulder, in your arms, and then your body's going to toss and turn because your body knows, okay, there's not enough blood flow, it's time to move and you're going to move. Matt Gallant: So, and you can track that with a lot of these apps that'll tell you how many times you've tossed and turned. Fourth is noise, noise will disrupt your sleep. And you know, of course there's ways to mitigate that. And fifth is electrical magnetic disturbances. So wifi signal, cell phone signals, Bluetooth, all of these waves that are flying all over the place as we speak will disrupt your sleep. So what our goal is to, to use technology and tools to minimize the disturbances of those five things. The more we can do that, the better sleep gets. Wade Lightheart: You bring up something really important there about, I mean, there was really no way out of the technological advancement that's going in. Of course there's a lot of concerns with things like 5g being rolled out across the world and how that's going to have profound effects perhaps on our, on our biology. And there's a lot of people in the area that are concerned about it. Some people say it's unwarranted, some people say it's the worst thing for humanity coming. What are some of the things that you do specifically to mitigate these areas of your life? Like what, or like, okay, we've got the five main things. What can a person today go out and do in regards to that? And then we'll kind of get into some of the more advanced tax after that. So what are, what are the go-tos for, for Matty G. Matt Gallant: All right, so let's start with each one and I'll give you kind of my list of hacks. So let's start with light. Wade Lightheart: Get a pen and paper. Folks are gonna want it. You're going to want to write fast and furious cause Matt, by the way, Mat, how much money have you spent in total on your sleep systems? Matt Gallant: It's, it's around 30 grand. I mean, and I could add a couple of more devices on top of that movie, which would take people over 40 so, and you think it's one of the more valuable things that you've spent money on for sure. Right? Yeah. Like I, you know, if again, the way I look at it is if I'm 10% more effective, which, which I feel a more than 10%, but if I was 10% more effective, it's an incredible ROI. If my health span improves 10% or my lifespan improves. Like if I look at it from any of those three perspectives, it's a no brainer ROI. You know, people spend so much money on cars and these, these deep dish, the right appreciating assets where I think in this case it's like it's a compound health benefits. So your number one asset is health. Matt Gallant: And again, to me this and resistance training on the top two things. So speaking of lights, the first thing is let's talk when you wake up. Okay. So our bodies had these circadian rhythms. And one of the things that surprised me how effective it is is when you wake up, and this is a really huge travel tip to this, so we'll talk about how to reset your circadian rhythm when you travel. But this is the first thing that you do. So you wake up, you want to blast your eyes with blue light. Now you have two options. One, you can go outside and you know, go stare at the sun but get sun hitting your eyes. That's the natural organic way. And for those of us that live in, you know, one day or it's winter time and you don't want to do that. Matt Gallant: There's a device called re timer. It's not Australian company and he's these, it's kind of like these white glasses that literally blast your eyeballs with blue light. There's also the human charger, which are these EarPods like earbuds that blasts your brain with light. So the best time to use that is in the morning. Like, as soon as you wake up and let's say you want to start waking up earlier, if you wake up and okay, the first time's going to be tough, but if you wake up and blast yourself with light, like it's amazing how tired you get around, you know, 16 hours later. It's like, it tells your body this is the beginning of the day. So in terms of hacking your circadian rhythm, whether you're traveling or you want to just kind of start shifting your, your, your wake up time, I think it's incredible. It's very, very impactful. Matt Gallant: Now let's shift to the end of the night. So before you go to bed, probably around two hours is probably optimal. So as you want to go to bed until 11 was around 9:00 PM, you would put on blue light blockers. I'm a fan of the, the probably the most intense ones. The best ones is true dark. The, the red ones. This is a company that Dave Asprey's invested in great glasses. I mean, they're the most intense. The only thing is you're going to watch TV. It's like if they're so intense, it's hard to read. The more stylish ones, I would probably start the Swannies from James, my friend James Swanwick. And those are really good for like going out and you know, the block most of the pool. So that makes a big difference. That is, especially if you're using technology like TV or computers or your phone or your iPad, those will have an impact. Matt Gallant: Now if you're using your phone or your computer, you know, I use something called the, it's called, there's flux, which is really good, but I use a nuts by the way, is a, is a computer program that will actually change the screen color so you're not getting as much blue light. Yep. Now there's another one called Iris, which I think is better. It's a little more, a little more control and a little more aggressive. He's got all, all kinds of options. So I use that. So either flux or Iris and, and on your phone there's also built in like it'll start shifting and you can hack your phone where I'll show you what it looks like. So you see my phone, if I triple click, it becomes red. So this is more aggressive and, and you know, you can search on how to create tense in your phone and then you can control it with the home button. Matt Gallant: So those are all the things I do to, to manage, mitigate light in my room. I had double blackout curtains cause one was still literally the light coming here and there. I just put two layers of 'em and it solved the problem. So that's the light equation. Second is heat. You know, obviously if you're living in, if it's winter time in Canada, you don't need to worry too much, you know, it's going to be pretty chilly. But for those of us that are in summer or in hot climates, I live in Panama. You know, AC is mandatory, but that's not enough because going back to when I used to wake up tired, I was, I was sleeping in AC, I was losing around four to five pounds of water from going to bed to wake up. Like I would weigh myself for bed and wake myself. That's a lot. Wade Lightheart: I think a lot of people don't realize how dehydrated they can become sleeping. It's not, I mean, I watched that fluctuation as a way to monitor my own health to see how much water I lose in a particular leaving. For me, it's somewhere between two and three pounds is generally where I'm at from breathing. But if you go beyond that, I know that I've got some, there's some, there's some challenges. Matt Gallant: Well, you're going to wake up dehydrated if you're dehydrated, you're tired. Right? I mean, you know, you know any top water experts in the planet, he knows, he knows. He knows this as much or more than anyone else. I mean, you know, your brain, everything drops. You're dehydrated. So the answer is the chilly pad and you know, God blessed Tim Ferriss for talking about this on think it was you know, eight or tools of Titans is in that book. Matt Gallant: You gotta love Timmy. Yeah. Tim. Tim delivers the chilly pad is this machine and then they got a new version called the OOLER that they just released. So it's this machine that you put distilled water in it and it cools the water and then pushes the water in this thin layer, a thin mattress that you put underneath your bed sheets. So all that heat that would typically get trapped because again, the room can be 16 degrees Celsius, which this is pretty much what I sleep in. But you're still sweating where your body's touching the mattress, your body's trapping the heat, the chilly pad or the OOLER solves that issue cause it's getting, you know, you can control the temperature, you put it where you're comfortable and it'll prevent the sweat from happening. So now I'm losing like one to one and a half pounds of water while I'm sleeping. So that's a big reason why I'm not as dehydrate. Wade Lightheart: Quick, quick question on the chilling effect and it's power. Cause I, I grew up in as we both did in freezing cold new Brunswick. And when I was a kid, there used to be frost on my bed sheets on certain mornings and, and, and, and I, I can recall that the total label being frozen, going to the bathroom. So extreme cold. Is there an optimal level of cold? Like have they done research on, on how cold is optimal? Like is there a point where there's a benefit and a point where there's a liability? Do we know what that is? Are people doing Wim Hof sleeping? What's the, what's the deal? Matt Gallant: Um yeah, it's between you want your room to be between 16 and 18 degrees Celsius. That's, that's optimal. Cause your head needs to be above one degree core than the rest of your body. Matt Gallant: And it'll, it'll do that. So here's a trick too. Like I go in my room, I turn on my AC about four hours before I go to bed. So I walk in my bedroom, it's just super cold. Cause if, you know, if I go to bed and I turn on my AC at that point, I mean it, you know what I mean? It's gotta be still warm for about another hour. So if you want to fall asleep faster, that's one of the things now and another, does that change? Wade Lightheart: Just a quick question on that, cause that's the thing is important, but you live in Panama, which your base temperature on any given day is in the, in the high 20s or you know, low 25 celcius here with, with, yeah. With high humidity though as well on top of that. So if you're living in a colder climate, does that variance differ for people? Do we know, uh, is there any cause, is it the, is it the absolute temperature that's important? Or is it the variance from kind of your waking state energy? Matt Gallant: It's the absolute temperature. Now the difference is your metabolic rate, you know, and I'll give you an example. So I do a massive reef eat on Sundays, on Sundays. My body temperature is one to one and a half degrees hotter than if I'm fasting. Fasting like my second day of fasting. Like my body's dropped one degree. So second, you know, at that point probably go like more like 17 degrees or 18 degrees and I'll adjust chilly pad versus on spike day it's 16 degrees and I dropped my chilly pad down to like 14 cause otherwise to counteract that thermic effect. Correct. And you know, like men typically run a little hotter. You know, if you have a really fast metabolism, the more food you eat, women tend to run a little cooler. Matt Gallant: So there, there is those adjustments and that's the cool thing with the chilly pad. You know, if you're, if you're a couple you can get a couple versions so you can control her side and your side so you can adjust the temperature accordingly. But as far as what the research has shown, it's 16 to 18 degrees in the room regardless of where you're at is optimal temperature. Got it. One more thing too that I experimented with. It was kind of an accident. So I had these, these ice best, okay. There's these cool fat burning vests. You know, we'd be, we do a whole episode on, you know, we're in fat loss hack, so I was using it for fat loss. And, and you know, this is a well researched thing where you lose body heat with, you know, eater cryo or ice baths, but use these vests that you could wear that have you put them in the freezer and you put them on and it's really cold. Matt Gallant: So you know, you lose some body temperature. So when I use those, and I have even this cryo helmet that you also put in the freezer and it was recommended by our friend Katrine and you put these on. So when I was wearing these my deep sleep went up a pretty significant amount. So when I do that, I don't do it every night just cause you know, it's a little bit of a hassle. But when I do do it, my deep sleep goes up. It's almost like it's priming my body. It's like the, the, the temperature drop before bed would probably kicked start the prolactin cycle again. I don't know the exact science. All I can tell you is that the ring the data said, yeah, it's improving your deep sleep. Wade Lightheart: So, so what a cheap hack would be to take some bags of frozen peas and strap them together, a duct tape and kind of create a little helmet. Would that be the cheap, would that be the cheap, the cheap pack versus the cryo helmet Matt Gallant: And then the cool vest? Yeah, and I've seen what's interesting too, I've seen recently they did a research where like a hot bath also improved. So it seems that you're kind of, and that's more of a relaxation thing. So I think it's hitting different mechanisms like the heat. It's probably relaxing your nervous system. Wade Lightheart: Well also if you're doing a hot bath with magnesium as a big fashion term, we'll get into magnesium in an upcoming podcast. Cause I know we're going to go deep on that. But maybe the most important mineral to mankind is magnesium. So let's, but anyways, I'm diverting of course. Matt Gallant: So yeah, so that's the heat components. Next is the blood flow restriction. So that's really the mattress. Now I, I spent like months doing research on mattresses and the conclusion is you want up, especially if you're a side sleeper, you really want a memory foam because you want even weight distribution. Let me explain. If you have a hard mattress and you're a side sleeper and like let's say you have like wide shoulders or you're a woman wide hips, what's going to happen first of all is you're going to sleep like this, right? Cause I'm not going to sink in enough and it's going to tilt my body. So you're gonna have a spine curve which you don't want. And second of all, it's gonna really trap the blood in my shoulder. So it's a multitude of issues. Plus some people say that Springs are creating other sets of problems because of the waves and it's hitting this praying. Matt Gallant: So anyways, I'm not going to get too deep in the spring problems, but the point is you want to kind of sink in and how perfect with distribution. Now the rule of thumb is if you're, if you're really tall and you're light, then you don't need to sink in that much. If the heavier you are the diff, the softer you want your phone, right? So there's a company called Essentia, Canadian company. They're available in the States as well and they make a memory foam mattress out of a tree sap. Now you know there's other mattress companies like Tempur-Pedic but they're using oil based materials to make the mattress. And there's pretty significant offgassing that happens for petroleum based products is what you're meaning is petroleum base oil base. So for the first six to 12 months there's a pretty significant offgassing that happens, which you know, I wasn't interested in. Matt Gallant: Plus they tend to trap heat a little more. So that's why I went with Essentia. Now send you has all these different grades of softness or you can get a custom made mattress, which I did cost about 10 grand. And what's cool with the custom made is, you know, my wife got her side optimized for her shape and weight and I got mine optimized. So you know, personally, certainly improved and minded as well. So that's the blood flow component. Next is noise. Now you kind of have two options here. Either you go with white noise, which is what I do, which is not the best, but you know, if you're sleeping in a city, for example, I'm in Panama, you know, we'd notice how noisy you can get here. You know, it's the only alternative. So I had the AC running, I have an air purifier running and I had the chilly pad running. Matt Gallant: So it kind of creates this ocean of white noise, you know, cause all three of them, I mean kind of produce level of white noise and there's white noise machines that you can buy as well. And they do a good job of kind of hiding background noise, I think optimal. And when I go back to my parents' house, it's like there's no noise. And I think that makes a big difference. Right? Does ignore cars, there's no nothing, no technology earplugs can help a lot. I think your plugs have another set of benefits where you're hearing your breath and when you hear your breath, it has this calming, hypnotizing, a brain swelling effect. And we know that from meditation, just, you know, classic meditation, just focus on your breath and we have earplugs like you're hearing yourself breathe. And I think that that has a big impact on latency, which is how fast you fall asleep as well as cutting off the noise. Matt Gallant: So when I travel and I don't have all my gadgets, I, I'll, I'll use earplugs. And by the way, as far as the earplugs, my favorite ones, they're like almost like a wax based thing. So you don't put it inside the canal. Yeah, put, it's like a put that you put on top and you just smash it in again. That was another Tim Ferris. Not with a hammer by the way. You just, with your thumb, your thumb, you just kind of press it in and it does the same effect without kind of, sometimes you'll push the wax in or whatever and I don't like those, those old school cheap foam ones. So yeah, those, that's the noise component. Now electromagnetic disturbances is the last one. That your only option if you're living in technology is a fair day cage, which I, which I have one. So there's a website called less emf.com and they sell EMF shielding materials. Matt Gallant: So they have one that looks like a mosquito net. It looks pretty cool. It was a little worried when I bought it. I'm like, is this going to look really bad? But it looks like those, you know, African mosquito nets and it blocks, you know, all the waves from hitting, you know, hitting your body cause they're gonna I'm in a penthouse, you know, if I pull up my phone I think there's like 15 wifi I can find on my phone. So all of these are hitting me, you know, plus all the other waves that you know, self waves. And that said you got 5g coming. So sleeping in a Faraday cage cage, probably a smart move. Now for those of you that live out in the countryside and you can shut all your technology down in your house, I mean that would be the ultimate, you know, or if you're building a house from scratch. And when I, when I do build, you know, my next house or build the house, you, you can actually put all the shielding in the walls so you can actually build like a Faraday cage, you know, in the walls themselves. It's just absorbing all of the waves. Uwhich would probably be the, the ultimate. Wade Lightheart: That's great. I think that's really important of course. If you're living in a city and so for example, I spent a few months last year in Venice, California, which is like just an electromagnetic crazy zone. I think the leveraging technology yeah. Is really, really important. Or if you're, you're in a city, I think also there's just a subjecting to light light and noise is usually pretty significant. So putting in some of these little even little things is, is really key. So one of the things I think is important to reveal to people is what are the key components, cause I know you're a real data component. I think one of your stains is data shapes destinies. And you've literally tested all of the sleep technology. What are you using for data collection? What do you think of the best data collection devices about monitoring your sleep so that you get out of the realm of out of the realm of opinions and theories as you like to say? And where does someone get that or what should they look for for S for these types of things? Matt Gallant: Yeah, so probably the most popular one is the oura ring, which I'm wearing right now. So it's, it's a, you know, three to 400 bucks depending on which model you get. That's the one I started this journey with around four years ago. I bought it as soon as it came out. And you know, it's really, it was really good data. Now, about a year ago I bought was called dream D R E M and we'll get all this stuff in the show notes. Yeah. It's a headband that is measuring the EEG. So I used to wear the zeal. Kendra was a predecessor, like a great product way back in the day, right? Even in a business or whatever. Right. So the dream is kind of new version of it. And the thing is with sleep, like the oura ring, and I think they've done as good a job as you can using what I would call secondary metrics. So the primary metric would sleep is your brain waves, right? That's how you directly measure your, your sleep. Now the oura is using heart rate, heart rate variability, motion, body temperature. So those, what I mean by secondary metrics, the primary metric is your brainwaves. The dream measures all of the secondary plus the primary. So you, you know the oura. As much as I like it, it cannot match the accuracy of a dream in terms of the precise sleep cycles. Here's what I can tell you. The oura. And I, and I've talked to other people that have compared the data and actually look at sleep labs as well. Matt Gallant: The oura ring will actually be accurate at tracking the overall deep and REM. So let's say your overall combination of the two is four hours. Now the, the oral might say, okay, you had two and a half hours of REM and 90 minutes of deep. Okay. Now on the dream is going to also give you a say four hours of the two, but typically the oura is under measuring deep sleep and over measuring rep versus the dream. It will be more accurate on, on the, on the deep sleep. Now the one thing I love about the aura that you don't get from the dream is your readiness score. So your readiness score is basically how fried you are, is giving you a really good, accurate measurement of your nervous system. And you know, it's really powerful. I'll give you an example. Like recently my heart rate went up like 10 to 15 beats. Matt Gallant: My heart rate variability crashed and I knew there was something going on. So, you know, I, I hired Katrine who's one of the people we've worked with for health. And you know, I, I had had an infection, so I had had an issue that I had to deal with. So it's really good for that. It's good for measuring. If you're over-trained, you know, and you know, classically the two measure over training, if your heart rate goes up 10 beats per minute over three days you're over-trained that was the classic tool. But now with their, where the oura ring, we can really see, you know, a lot faster when that happens. And you can adjust your training accordingly. You know, just maybe take it easy. It doesn't mean you don't train, but you might not go do squats and dead lifts and sprints that day. Matt Gallant: You'll, you'll do more of an active recovery type of workout. So those are the tools to, to measure sleep. And you know, all the things that I've done have improved. Now don't forget things compounds. So you might do one thing and improves your deep sleep like 20%. You do another thing that's another 20%. No, you had 44%, you do another 20%. Now you know, you're, you're at 70 ish percent. So keeps compounding. And that's how, you know, an average now went from like zero to 15 minutes of deep to probably like 75 to 90 minutes. And then my REM is usually like two to three hours. So that's what I've found. Now I'd like to shift over and talk about other techs to improve and, and hack your sleep. So the first one is the nano V. The nano V is a machine that you put distilled water in it and hits the water with a very precise signal. Matt Gallant: You breathe that water in and it starts repairing your DNA. Okay. It's improving, scald the protein folding in your body. Now for sleep, what I've noticed is if I use it for like 90 minutes, my HRV will will go up significantly. It'll actually improve it by, you know, 15, 10 to 20 measurements on the HRV, which is pretty significant. So in terms of of restfulness and quality of sleep, it definitely makes an impact. Then I use what's called the Delta sleeper every night. You put this on your carotid artery, you can actually put it on your forehead as well, and it's sending the Delta pulse for like 20 minutes and it shuts off. So in terms of falling asleep or shifting you into Delta faster, it's a great little, you know, one else thing. And if you wake up during the night, you just hit the button and then you'll fall asleep faster. Matt Gallant: So I'm a big fan of the Delta sleeper. The next one is the earth pulse. So it's another PEMF device and you put these under your bed and you can control the, the frequency. So you gotta be careful. This thing is really potent, is very powerful. You know, when I first got it, like has like four built in programs and a level one program one and two completely wreck my sleep program. Three and four were great. So four is like just pure Delta and you know, three kind of brings you down and brings you back up and you gotta you know, you gotta control, you can control the, the strength of it, you know, for me, you know, I'm kind of a maximalist in nature and extremists. I started really high, but I found that, you know, dropping it to like 30 to 50% work better than like 80 to a hundred are going. Matt Gallant: It's a really strong, it creates a pretty strong field. So I like that. The vice, it's a good one. Then. what else do I use tech wise? That's pretty much it on the tech side. We can shift over to supplements unless you have any other thoughts. Let's, let's talk about supplements because I think you've kind of cracked the code on some powerful integrations around that. Okay. So first, you know, it's all about controlling brainwaves and your transmitters for the most part. So lavender oil pills are really powerful to increase alpha. So lavender oil and L-Theanine have been scientifically shown to increase alpha, which means that you're going to slow your brain waves down for those and listen to our other podcasts that when I just did around your nervous system. We talk a lot about this stuff and the issue is a lot of people are kind of stuck in beta and for the people that had a hard time falling asleep, that's what's going on. Your brain is just stuck in beta, which is a high fast brain wave and then it takes you a long time to shift it down. Wade Lightheart: For people are listening. That's like if you're the type of person that can't shut the brain off at night, the thoughts are still into this and that and the other thing, chances are that means you're, you're in a, in a, in a high beta state. Matt Gallant: Yeah. Your brain is kind of stuck there. Yeah. It's kind of like the beach ball of death that comes up on your computer just keeps spinning and spinning and you know, you can't get that, you know, that conversation in your head or that, that deadline that you have or that that conversation or relationship issue. Matt Gallant: Now you can hack that with meditation. I mean, which is a great pre bed ritual is you know, meditate for like 15-20 minutes, which slows your brain waves down. Then you go to bed. So that, that's a really good, good tip. But as far as supplements go, the lavender oil and the L-Theanine will both hack that and L-Theanine is probably one of my favorite supplements for sleep dosage wise. I would start at 200 milligrams and if, you know, I'll go up to like 600 sometimes. If I want a plane, I'll tell you about my plane stack. Right now it's 800 milligrams of L-Theanine and about 50 to a hundred milligrams of CBD. If it's legal where I am, I'll pass out like, you know, and you can dose a little bit of melatonin with that. I'll talk about melts on a second cause I'm not a huge fan of melatonin but that, you know, and I don't sleep easily on planes. Matt Gallant: I usually just pass out with that dose. Now typically though, it's more like two to 400 milligrams of both evening and around one or two Lavela oils. So if you're GABA deficient, GABA supplementation can be powerful. You can use, you know, GABA doesn't absorb that well, but it's an option. There is a Philippian route which also hits the GABA pathways. That is another option. And you know, I want to try injectable GABA so I'm, I'm the stream and the extreme optimizer here at BiOptimizers and I haven't tried it yet, but it is on my agenda to, to experiment with actually injecting GABA straight in. Cause when you take it orally, the absorption rate is really low. Wade Lightheart: I think for people just as a commentary,uif you're a coffee drinker, caffeine drinker, I think theming is a great, you're probably going to get even more benefits. It seems to be really works counter counter counter balances. The caffeine like L-Theanine is present in a lot of teas and not so much things like coffees or some of the more darker caffeinated and I'm a big tea fan. I'm going to get a topic about that one day. Umhe other thing is I think holy basil, if you're GABA deficient the L-Theanine, holy basil. Umhe Athenian holy basil combo is, is great to, to throw in there with, with your CBD. And a lot of people get a lot of power out of that. Matt Gallant: Yeah. yeah, I have not tried to obey as well. I'll, I'll add that to my experimentalists. Now. CBD works well the, for most people will disrupt your sleep. So, you know, personally Wade Lightheart: It'll make you dopey in a lot of cases, but not improve your sleep. And there's a difference there. It's kind of like if you're, and that, I think that's a difference between pharmaceutical sleeping, pharmaceutically enhanced sleeping, which you pass out and go out. But the quality of that sleep is often countering. And of course we w in on the extreme cases, I think it's Roseanne Barr, and when she kind of went on that crazy street, she was on a heavy tranquilizer called Ambien, which a lot of people use for sleeping, which has all sorts of serious negative consequences about what happens when you don't sleep properly. So I think that's the difference between chemicalized nation asleep, which is just looking at the sleep as an overall result as opposed to optimization sleep, which is what you're into by using elements that are natural and indigenous to our bodies and using those in a constructive optimized way. Matt Gallant: Yeah. Now I'm really excited about CBG and CBN. I actually ordered some, and this should be arriving any day cause for sleep. They're supposed to be even way more effective than CBD. So you know, we'll, we'll talk about in a future podcast. Haven't tried it, read the research. I'm excited we're come back. Some other things ashwagandha, a gram of that can work really well. One to two grams of reishi can work really well, but one of my favorites and you know, we are really excited and pumped to be releasing this product is two to four caps of Magnesium Breakthrough. So one to two grams of a blend of magnesium. So like the glycinate is a great one to help trigger sleep and improve sleep. The L-Threonate will actually be really good for your brain. So we have this seven magnesium blend that releasing very, very soon in the next couple of weeks. And you know, we've been experimenting with it. So two to four caps of that should move the needle on your sleep. Wade Lightheart: Especially well, especially if you're deficient. So you know, it's the most common mineral deficiency in the world and magnesium's responsible for 350 different known chemical reactions and it's one of the things that they put Epson salts for example, or actually magnesium salts in are used to calm and tone and magnesium is essential for relaxing muscle tissue both stride at muscle and smooth muscle has a very powerful effect. And if you're deficient in it and almost every North American is because it's a ratio between calcium and magnesium, magnesium is the control on a two to one ratio. You have two parts, calcium, one part magnesium. And we have a very high calcium, a component in her diet. And it's interesting, it's like when you have high calcium in your diet, it actually creates bone loss. It creates muscle cramping. It creates dis balances in the chemical processes. Wade Lightheart: And I've seen literally dozens and dozens of my clients who had trouble sleeping. We just add magnesium to their diet and that's it. All of a sudden, or people who suffer from cramping. And that's other big issues, particularly people get older in combination with dehydration. They cramp at night time. They wake up, they're very stiff because they're not only dehydrated but their D, magnesium and magnesium. And I used to use the word, so you want to not just, you don't want to be de magged, you want to be defragged. So the bottom line is, is a magnesium is super, super powerful for people. It's one of the reasons we've done so much research on. I mean, there's like 30 different types of magnesiums. We found the seven best, which we'll talk about in another podcast as you said. So I carry on with this Matt Gallant: Yes, we're ready. We're here the last 90 seconds. I'm gonna go rapid fire. There's a great tea called Dream Tea from a company called Anima Mundi. It's a blend of herbs, really big fan of that. Put your pajamas on. Ah, let me talk about melatonin really fast. Melatonin is a hormone folks like to me, I look at melatonin as seriously as I do testosterone, you know, and like in Canada for an example, like you can't, you can't buy that. And, and that's true for a lot of countries. So melatonin, I only use it when I travel. If I want to reset my circadian rhythm, that's the only time. And when you do you want to microdose like people will wreck their melatonin production by just going to crazy dosages. And what we found is that microdosing melatonin, if you go to use melatonin, like 0.3 milligrams is all you need is kinda like a little kickstart. Matt Gallant: And again, I'm not a fan of it. I only use it when I travel or when I want to reset my circadian rhythm. Otherwise I strongly recommend you stay away from it. Next thing is five HTP that hits the serotonin pathway that can have a positive impact on sleep. Some people. And the last thing I will share is a human growth hormone product or secretagogue you want to use before sleep. I have not experimented with these yet, but a lot of people report much improved deep sleep. I am planning on experimenting with a growth hormone, secretagogue very soon. Wade and I at BiOptimizers several years ago we did have a growth hormone releasing supplement. And I mean the, the dream, like it was affecting sleep. I didn't have the tools to measure it back then. But man, the visibility boost is a great product. It's insane. They shut the labs down. Unfortunately we couldn't find the sources of the, of the ingredients, so we had to stop it. But that, that was powerful. It was very interesting, very interesting product. So anyways, so I think that summarizes all the sleep things and again, you know, he, brain physiology is very unique and you need to experiment and find what works for you. And that's where the data comes in with the dream or the aura. So you know, you've got to try things one at a time and see what works. Wade Lightheart: So what we're going to do, folks is we're going to actually put this all together in a little book for you at the BiOptimizers sleep optimization handbook, which will be put together with all of these components, these hacks, we will be upgrading it, but you're going to be able to get a copy of that in the very near future. If we don't have it right here on the show notes, you'll be able to go to the BiOptimizers site. Check that out, download it as part of your biological optimization program. I want to thank you for joining us. Check out the show notes. Come back to the podcast, hit your comments, hit the likes. We love to hear that it helps us get the message out about biological optimization. I want to thank our guest today, the radical edge biological optimization maximization experimenter himself, fresh in the labs and Panama, Matty G. Thanks for being here and I'm delighted that you're coming onto the show more often because you're very knowledgeable in a course. A, if it's bleeding and it's the edge, you're there Matt Gallant: Awesome. A great, great fun. We'll be back soon talking about some more great stuff. So have a great day. Everybody.

Hello and welcome to warrior divas real talk for real women. This is your host, Angie Leigh Monroe, and I am super excited about getting to talk with you again this week. It's one of the highlights of my week is putting this podcast together and getting an opportunity to connect with you on another level. Many of you know we have our magazine out that you can go online and and read about we have our upcoming conference where you can meet us up close and personal and have some connection time with us. And and we've got our blogs up and going again. And we've got more people writing and guest writing for a magazine and for our blogs. And we always are welcoming all of you to be a part of that. But each week when I come together and I put these, these podcasts together, I'm really just looking at what is it that I'm hearing from the women that that we're interacting with? What is it that they need to hear on a more broader scale. And so that's why I'm super excited about coming in and doing the podcast and those of you that are watching on video, maybe noticing a little bit of a different scenery behind us we've we've made some strategic changes to be able to continue to add more to what we're doing for our women. And if you don't even know that we have a video version of it, it is on YouTube, we have a warrior divas podcast you can find on YouTube. And you can go click and subscribe and listen and engage with us. And we would totally love to just have another platform to engage with you on. Sometimes it's easy to put a face with a name and listen to somebody watching them for a little bit kind of get to know him a little bit better. So you'll see me and all my beautiful glory. I try and put makeup on. So fair warning there. But I try not to be inauthentic. One of the things is kind of a take me as I am kind of girl, it doesn't mean that it that I don't struggle with putting on airs for people as they say, does that mean that there's times that I don't go, Well, I know I could be better this than this, or I know I am better than this. So I'm just going to fake it till I make it I've had some of those too. I know. I know there are some of you out there feel like you're in that fake it till you make it stage. And then there's times that I am way more than I'm giving myself credit for. And I'm kind of dumb it myself down so that other people will find me more palatable. And that's a rough thing to, to realize and to, to embrace for yourself. Like I said, we've got our conference coming up in October. And if you want to know anything about what we're doing, where we're going all that stuff, you can find all that information out at divas in pack.com. And you can listen to podcasts, Watch the YouTube, subscribe to the magazine, submit blogs, read blogs, you can do all that on our site there. But what I'm finding lately is I have a lot of women coming to me, and they're looking for a pace that they should be running at, they're not quite sure. They don't want to come in and seem too intimidating. And that blows my mind. I know. It's something that I myself dealt with early on. And I'm if you haven't been able to tell by now I have a fairly strong personality. And it can be a little off putting I have been told sometimes in words that are not as nice as off putting. But in that, it's mainly that I have a strong sense of self confidence that if I'm going to accept a task, I believe that I have the ability and the skill set and the right people with me that we're going to accomplish that task. And so there's a certain confidence that comes with that. It's not something that we really put our finger on, it's not something that we even really realize I was talking with a good friend. And just the other day about this. There's some women that walk in a room and they wait to be seen. And then there's some women that walk in a room, and they're looking to see other people. Well, this friend and I are those ones that walk in a room looking to see other people. And I'm not talking about the big names in the room, I'm looking to see the woman that sitting by herself. I'm looking to see a woman I haven't connected with yet. I'm looking to see that friend of mine that's walking in the door that looks a little beat up from today's function and trying to get to where we're at, I'm looking at beyond what most people are looking for, like, years ago, I would sit in a church service and and we'd have what we call a prophetic service. And it just meant that they were giving words of encouragement. And a lot of times it was pastors sometimes lay leaders that were giving them words of encouragement to different people, just something God had placed on their heart. And I remember there would be times, I would sit in that service just hungry for word for myself. And you know, you had to sit up on the stat sheet on the seat a little better, you straighten up, you lean in, you press in, you're trying to without jumping up and down and raising your hand, you're trying to let them know that you are wanting a word. Well, here's the deal. When I go to networking events, when I go to women's events, when I go to speak at church, or at even corporate training offices and things like that, I can normally tell by the body language of the woman in the room, which one needs somebody to pay attention to them. See, we all have a desire to be seen, accepted and heard. And I don't know that we are all very good at helping others be seen, accepted and heard. I'm definitely not the best of it. I am not typically known as a relational type of person. But I approached my relationship building kind of as a task because I'm a test person. And I made that as as a task for myself. So I didn't use it as an excuse of I'm not a relational person. So I don't have to do that. I made it something that I could wrap my brain around to know the importance and why it's important in my life. See, it was 2000 I think was 2009. I had gotten an invitation 2008 I'd gotten an invitation to be a part of a Bible study at our church offices. We had already had a problem that there weren't many life groups for women that met at night. And so those of us that work during the day really didn't have a place to go. So are we had a Bible study that we met in the morning before work started. And it was in that Bible study that morning, that one of the women's pastors came up to me and asked me if I would be a part of a new group they were forming called Wild women in leadership development. And more than just wanting to be a part of that group. The most impactful moment of all of that was that somebody saw me as a person, somebody that had value as somebody that was worth being invited to things. They said, We know you're busy. We know your schedules demanding with your work. But if you and your boss can work out the hours, we'd love for you to be a part of it. Well, the working with the boss took a little finagling and things like that. But we got it done. And I was able to attend women in leadership development, which is where the seeds for divas impact now warrior divas podcast, and our magazine and the blog and all of that came out of that what women and leadership development course that that I went to. But here's the other thing. A lot of people look at me and tell me you're too busy. Or I didn't invite you because I thought you'd be too busy. I want to make it very clear that I have heard this said to pastor, I've heard this said to strong business women. I've heard this said to moms that volunteer in their community. I've heard this said to many, many, many women. And here's, here's the the truth of the matter is yes, we are busy, a lot of us are doing them a myriad of things. We're about juggling home, and health, and family and spirituality, and all of that stuff. And we need an outlet for somebody to just see us see us as worthy of spending time with without wanting anything from us, and just to be invited and accepted. So when I worked as a assistant for a pastor, I realized how many things were happening that they weren't inviting the pastor to. Because they assumed he was too busy. And so one of the things I started doing was I started praying for my pastor, I started praying friendships in my pastor, I started praying relationships. And for my pastor, I started praying relationships and friendships him for his wife, so that she would get people that they couples they could go and do things with. And then somebody said something very empowering to me. And she said, You know, I used to be the one that always had parties always did things and never invited anybody, any of the busy people in my life to it always invited those of us that were just always hanging around. And she served realize that her circle of friends was getting stale. You know, there was no, everybody was starting to agree about the same things. There was no friction and friction is not bad. It's a really good thing. It's just having healthy boundaries to have that friction, right. So she started to realize that there were more people she wanted to get to know and wanting to invite in. And so she started challenging other people in her group to start inviting people in. And one of the people that she finally asked, she goes, I know you're super busy, I know you probably can't come. But I wanted to invite you to this. And the lady goes, you know, I've been watching the stories about your group meetings and all your girlfriends getting together. And I've been jealous that nobody has ever invited me to be a part of something like that. And my friend told her said, Well, I just assumed you were always too busy. And she says I am busy. But I also need friendship. I also need companionship, I also need to build relationships with other people and take time for me. So if you're okay to ask the question, knowing that I may not be able to come every time, but I'm going to try my best to come as many times as I can, and not be afraid of me rejected you by saying I can't make it this time, then I will absolutely be there every time I possibly can. This totally blew my friends mind. My friend was like, it really wasn't about me thinking they were too busy. It was about me thinking that they may judge me for not being busy enough. I want you to catch that. It wasn't about my friend thinking this other lady was so busy that she couldn't be a part of it is about how she thought that lady was going to think about her at a conversation earlier this week with another podcaster. And we're going to be on each other shows here soon. But she was talking about making a transition. And she had worked in the school systems and as a teacher and school administrator for many years. And even though she she's taking two years to make the transition, she stepped away from that in May of this year. And there were some things that she shared, that were just inspiring to me, she said there was it wasn't so much what other people thought of her. But what she thought other people would think of her. See, that's what we call a self limiting belief. You are giving yourself I know you're giving yourself a limitation you are holding yourself back from something without ever posing the question out loud. Because we're doing a battle within our brain. We're battling between our ears, what never gets articulated. So I told you about the women in leadership development class, you know, that led to more that led to me being included in more things and being involved in more things and engaging with more people and building more relationships and serving our women's ministry helping out with the the events throughout the year and things like that. And when it was time to put that down. There was a a sense of will they even remember me? Was my impact big enough? See, I never did it for people to know who I was feel important, self important, any of that stuff. But as I was stepping out of it, all of a sudden, I was worried, you know, Will people know that I left of my own accord did will people remember the good things that I did here. And that did I set a set a bar a standard for others to come behind me and meet and excel at, and all those conflicting things came at me. And then it was just Angie, rest. So that's what I had to do that into an 18 month sabbatical that I went on, of just resting of just hearing myself and believing in myself and knowing who I am and what I was created for. And as where I thought I had dealt with stuff. Over the years, what I'd really done was I had stuffed and suppressed. And I use that term quite often when I'm talking with women is we go in and it's kind of like the old cartoon where they sweep the dirt underneath the rug, right? Why it swept the dirt underneath the rug so much that now the rug was taller than I was. And I just assumed that I always get back to that I always get back to that kind of the same way we throw things in the junk drawer and said will always come back to that right. And we never do that stuff in the junk drawer. There's stuff that's been there for 20 years, we've never touched it never used it. But we still have it in the junk drawer. Right? Same with the Stephen suppressed method. So with this, what I'm trying to bring about in you, what I'm trying to help you to realize is sometimes we get addicted to busy. My friend and former colleague, Brady Boyd wrote a book called addicted to busy, we get so busy doing things and we're doing them not so much to make ourselves look good or do good. A lot of times we're doing it because we're running away from dealing with the things we had slipped swept under the rug the stuff and suppress stuff we did. So in that 18 months that I took time off, things that I thought I dealt with years and years and years before, I still hadn't really dealt with just because it was out of sight didn't mean it was out of forming my thoughts, my opinions, my heart, my heart decisions, my mind decisions around things. There were fears that were brought up that I didn't quite understand why I had those fears. But they were attributed to things that happened 20 years earlier. There were there's going to be continual hurts and things that come up in life. But your reaction to them may be magnified. Because you haven't dealt with the previous ones, right. So earlier this week, I was sitting with Kim Slater, she's the one that puts our magazine together our beautiful magazine that we have. And she and I were talking about working with a couple of different people on some projects and all this stuff. And and I had some anxiety building up. Now. I've been doing this for 10 years, I've been doing business consulting, nonprofit consulting, launching books, all that stuff for 10 years. All right. So it's not like it's something new to me, it's not like, I'm going out for the first time trying to sell this project or, or coach this client or any of that stuff. I'm good there. That's not the problem. But some of the verbiage that had been used, whether it was intentional or not, brought up some anxiety in me, mainly because it was tied back to the way I had been treated by a previous client, a previous nonprofit I'd worked with just something that didn't end well, right. And so when things don't end well, and you feel like you've been devalued you feel like you've been used up and abused and all these things. If you don't deal with that, the very next thing you come up against, you're going to feel the same thing. So as I'm recording this today, I am in the season right now of identifying what are those things? How did I set myself up for failure in this? How did I set myself up for success in this in the past, and in the present? There are so many ways that we limit ourselves and we hide and we tried to be the girl that's got our whole thing together when quite frankly, we're put out there in words that I'm good. I'm awesome. I'm perfectly fine. When really we're just a straight up hot mess, right? So somebody asked me the other day about our SMS conference. And they're like, Well, my wife doesn't wear a mask. I'm like, okay, that's great. Can she help other women that maybe are wearing masks, I said, but if she's like most women, I bet you there's some areas in our life, that she hides even from herself. So here's, here's some of the things that I'm just going to share again, being transparent, and authentic with you about myself where I, I, at times, hide behind a mask. And it's a daily progression of just stepping out and trusting and believing that God's going to bring me to the places I need to be brought to. So telling my husband, my husband coming in and asking the question, I know none of you women out here, do this. I know nobody ever does this. I'm the only one. And yes, I'm being sarcastic. But here's the deal. When your husband asks, What's wrong with you? And you say nothing, I'm fine. That's a mask. Because you're not fine. You're livid about something, you you're upset about something you're hurt about something? No, you're not fine. I used to use the phrase you I'm an open book, you can ask me anything. And I would hold my arms out and signal to everybody and make sure they knew that I was a warm and inviting person, right? This was before my sabbatical. But what I realized I was doing during my sabbatical, I went through all my healing was, I was really saying, I'm an open book and I, in mentally, My hands were up in front of me. They were defending me, they were holding people back, because my mindset was, but if you knew me, you wouldn't have had to ask that question. Right. So sometimes the mask is there, not to hide who you are so much, but to hide from people what you don't want them to know about you. See, there's some people that have gotten healing about things. But they know that the audience that they're speaking to, may not be receptive to that. The woman that's had an abortion, and is speaking into a church audience is going to have a little bit deeper of a hill to climb than a woman that's had an abortion speaking on a main stage in a secular world. A woman that's married to a man that they're unequally yoked, or he's an alcoholic, or he's got porn addiction, or maybe she has porn, addiction, those are all things that they don't just bring up in the Bible studies anymore. These are the things that we look at. And we address and we talk about at this unmasked conference we're going to be doing, but these are the things that we look at and talk about every day, in, in my small groups, and in my coaching with women, we want to see you You be the best version of yourself. Excuse me, I'm still getting over a cold. It's been lagging for about a month now. But here's the deal. I want each and every woman to be able to walk boldly and confidently in the belief that they are the best woman for the moment of the life that they are living right now. And the only way we can do that is if we're being honest and open with ourselves, and surrounding ourselves with other women who will be open and honest with us. So it's my hope that you'll engage more with us whether you're listening to the podcast, reading the magazine, being part of our divas making an impact group coming to the mask conference, but not so much so that we can pour into you but the cheer life lessons can help another woman. Because that's the other mask we hide behind. A lot of times we say we've been through this. But we don't ever reach out and help others that are in the thick of it right now. Walk out of it. See, we've already been there. We've already been battered, we've already been bruised, we've already been there. We've already done that. We may have a closet full of T shirts. But until we're ready to turn around and help another woman with our story. Then why did we even accept going through it in the first place. There's a couple of books out there that a couple of other authors and podcasters and stuff that have different approaches is to thank you for raping me, or thank you for my part or my part in the rain or different things like that. And, and those are hard, hard things to accept, you know, they are very hard things to accept. But there's a lesson in everything we go through. It may not be an easy lesson, it may be a very difficult lesson. It may be a brutally honest, gut wrenching tear you up from one side to another lesson you have to learn. But the good that can come out of it to help somebody else is magnificent. And I want to challenge each and every one of you that have had some yuck in your life that maybe have swept it under the the carpet, maybe have ignored, stuffed and suppressed. I want you to just embrace the the suck, right? I want you to realize that there are times in our life that things happen, that suck, I'm just gonna say it, they suck. But if we can embrace the lessons that can come out of that about how much stronger we've become, how much more powerful we become, how we can help others not to put themselves in the rights into dangerous situations how to help themselves to see danger before it comes, how to help them defend themselves, how to help them see that there is far more out there for them than living held captive by the things that have happened to them, then all of what I've been through, makes it so much worthwhile. I don't say that I wish I had had my sexual assault, I absolutely do not. But if I had to endure it, I would want the enduring to happen so that I could benefit somebody else and help them know not to put themselves in the situation that I had myself. Now, I'm not blaming a victim, I'm not accepting blame for a victim, the person that perpetrated me was the wrong person. He did that he was the one that did that. But on the other side of it, some of us are victim of words. Some of us are victim of actions. And until those of us that have been through the suck of life, and embrace the lessons from it, are able to turn around and help those others that are stuck in the mire of the suck and the moment. Then everything we went through was for nothing. So I'm going to talk about today's everyday diva. Because a few years ago, I went through a training class it was called mending the soul. And this was during the time that I was doing my sabbatical. And and I really didn't know what I was getting into. I kind of asked her about the class that she had. And she goes, Okay, you're in my group. That's it. And so I show up this group and the very first meeting at six people in a room and, and I'm told that it's like chemotherapy for the first five weeks. Here's the deal. I've never had cancer. I don't ever want to have cancer, I'd seen people walk through it. But if I had ever had cancer, I would imagine that's what that first five to six weeks were. There were things that I wrote down in that book, there were things that I revealed to myself there was healing that went on inside myself, called mending the soul, where I really did not want to admit. But this leader walked us through ever so graciously non judgmental, non confronting, just kept asking the right questions in the right way to help us have self realization of where we've been and where we're going. And that everyday diva is Janet man or Janet mer manner is a woman who she's small, and she's petite. But she stands 10 foot tall. She is a wife of former Air Force guy who worked as a pilot and just retired they are living the life in Kansas now. And has three children that serve our country, in the armed services and, and she is a force to be reckoned with in the industry spiritual realm. And so she really helped facilitate the journey it took me through to be able to see that the things that happened to me in my past didn't have to hold me captive today. And the things that happened in my past could actually be a launching board for helping other people and not out of a chip on my shoulder. Not out of a I'm a victim mindset. But out of a I have found victory on the other side of the situation mindset. And I am so honored and so excited to name her today is everyday RD everyday divas. And I cannot wait for you to learn more about her. She has a group called real evolution. And she is just an amazing, dynamic woman. And you'll be seeing her more in our divas impact making a divas making an impact group on Facebook if you're a part of that group because what she does and and how she inspires and encourages women is done so with such a tempered hand of firmness, but of grace, and I am so excited to honor her today. So thank you so much for listening this week. Remember, you can nominate your own everyday divas you can submit articles for the magazine. We're always looking for guests to be on our show as we expand our show out to more episodes. And we are looking forward to our time with you next time so until then, have a blessed week.

Click above to listen in iTunes... Crazy, I've never had to thing about this stuff before. WOO!!! Hey. What's going on everyone? It's Steve Larsen. You're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business, using today's best internet sales funnels. Now, here's your host, Steve Larsen. How you guys doing? Have you guys ever seen those oxygen restriction masks? Those things are nuts. I bought one. This morning I went on this run and it was so much harder than I ever anticipated it being. I used to backpack a lot. I know I talked about that a couple times. When I was backpacking there was this time we climbed Pikes Peak. If you know what that is, it's very famous mountain in Colorado. It's funny because there's a tram that takes you up to the top. It's above 14,000 feet. When you get that high, I mean, walking just takes the breath out of you. It feels like you're exercising when you're just walking. We climbed it though. We started super early in the morning, we start climbing up this thing. It's so funny, when you start getting above tree line, which is usually around 11,000 feet, meaning it's so high that trees can't grow anymore, so it's above tree line, you start getting really deliberate in the steps that you take. It was funny because ... That was a very challenging hike actually. I liked it a lot. It was funny because, I started feeling like that this morning when I just put this mask on. If I run down to the street light, that's just a street light and back, that's two miles. Almost on the dot...  It's funny it took me an extra five, ten minutes than it normally would because I was just sucking wind. I even had it on the lowest setting. I was like, "Good grief." I forgot my high altitude lungs are just gone. Anyway. Anyway. Hey, I've been listening to and re-listening to all of the old funnel hacking live speeches. All of them. It's been a lot of fun. I'm almost done with the 2016 replays. I'll go back to the 2015 replays soon, then I'll go to 2017. I don't really know why I started in that order but I did. It's been a lot of fun to go back through and do that. It's fascinating to remember, "Oh yeah, remember when I had that aha, that was at this event here. Or I remember this personal development growth piece, this happened here or there or whatever." What's interesting is to go back and listen to all the things and I'm like, "How come I never heard them say that the first time?" Right? I think it's the reason why, I mean, my two year old and my four year old I still have to say the same things to them over and over and over again. "Hey, stop hitting your sister. Hey, be nice. Hey, be nice. Hey, hey, hey." You know what I mean? It's just human nature we all have to hear things a million times before we actually hear it. Which I think is kind of fascinating when you think of it like that. That's why I always laugh when someone's like, "I already read the book Expert Secrets." I'm like, "That is one of the most core marketing books that is in existence today. You've only read it once?" Right? I just re-read 108 Split Tests. I did. Okay? Why? Because there's all these things that you continue to get from it over and over and over again. Right? When they are the classics, when they're the things that change the way a market behaves, why would you not study them like crazy? Right? I listen to an awesome course. It's by Perry Belcher. If you can't handle swearing don't listen to it. It's by Perry Belcher and it's ... Oh my gosh. Is it the Secret Selling System? I think that's what it is. That course is freaking amazing. It's like 18 hours but that is fantastic. I'm going to go back and re-listen to that here shortly I think 'cause man that was incredible. Anyway. I keep going back to the greats. I keep going back ... What's funny is that there's so much new material around me at all times that I have not even begun to dive into because I feel like I've not mastered some of the simple things that are right in front of me. Do you know what I mean? I only like to learn things for a purpose. Even all the DISC tests and all the 16 personalities tests, all that stuff, that even says so in there. Right? I only like to listen and learn and study from things that I will use right now. I am not a good general learner, which has turned out to be a big blessing because I don't get distracted by all this other garbage that frankly it doesn't matter that I'm on or not. Right? Anyway. One of the things I was picking up today and I was kind of refreshing my mind on was a book that I read in college. It's funny when you read things the first time and when you're brand new ... Not brand new. When you're not as experienced in an industry and you start reading the books from that industry, it's funny how the first few books or courses you take is just like mind blowing. You're like, "Oh my gosh. Oh my gosh that's so crazy. What? You automate your emails out and to think all the soap opera series?" Right, that's like the most basic thing on the planet. Right? Especially for our world and what we do right? So, what I think is interesting about this is I went through and I picked up this book that I read in college and at the time I was like, "It was really good. I really enjoyed the first half of it." It's a book called Visionary Business by Mark Allen. I'll be honest. The first half of the book I got some good things from it. The second half got a little weird. It was talking about how the business has a soul and stuff like that. I was like, "Ah, I don't know about that." That business has a value ladder. That business has a really cool offer. Right? A sexy offer. Some false beliefs. I don't think it has a soul. Anyway. I don't know, maybe I'm just not open minded enough or something like that. I don't know. It's fascinating though, 'cause one of the realizations I had, and this is where I'm trying to take this episode just so you know, one of the realizations that I had as I ... It was probably about three or four years ago, was that I was studying areas of business that did not apply to where I was at the time. Okay? I know I've talked about this before as well, right? Just in time learning, stuff like that. I believe it's good in phases. You know what I mean? Every once in a while you got to just drink deeply and I can tell. I can tell. I'm not exactly sure when but I can tell that sometime soon I'm going to go through a really, really, really deep learning phase and it's going to be me primarily focusing on the seven to eight figure area. I think that my webinar's going to hit a million bucks probably summer to the latter part of the year. Somewhere in there. I think that's when I'll hit it. Then, primarily where I've been focusing is the zero to one figure area, right? 'Cause that's where my personal thing is on right now. While I've made a million bucks for a lot of other people many times, this one of my own, that's what I've been focusing on obviously. What I realized though is three, four years ago I was studying these areas of business that I was not in. It was just general learning and therefore I was a distraction and I was literally getting nowhere. It's fascinating 'cause I picked this book up again this morning, Visionary Business, and I start looking through the book and I start reading through it again. I was looking at just ... My habit is that if something's really, really amazing I will fold the bottom corner of the page so next time I pick the book back up again I'll look at the key points. If you look at all my books that's one of the reasons it takes me so long to read them, but the reason why is because I can come back later and I just look at all the corners of the pages that are folded up on the bottom and I can read just that part again. I'm like, "Oh yeah, that was like the core thing of this part. Oh yeah, that was like the core idea of this one." Right? I can pick back up really quickly and refresh what I need to. It works well. Anyways. I was doing that and I picked up Visionary Business and I started looking through and I was looking through all the little turned up corners on the bottom page and it was fascinating because there's some really interesting ... I liked some of the key parts that it teaches about management. I don't know why the heck I was studying management when I had no one to manage. Right? You know, I saw it, just barely launched the hiring funnel. Thank you to those of you guys who are applying. I appreciate that a lot actually. Those of you guys who want to work with me, that really means a lot. If you did not hear that episode it's like two episodes before this one it's called My Hiring Funnel. You can back up and just listen to those. Anyway. Awesome stuff... I was looking this up again and there's these two different styles of management that it goes through. This is what it says. Okay? It was on page 68. It says, "There are two styles of management. Management by crisis, and management by goals. Those caught in the management by crisis trap are always working in the business and never have time to work on the business. Their vision of the future is lost." I think that's fascinating. It's very much a ... You know, we should all react to crisis obviously well and try and move on but I totally understand, I totally get that. Right? Management by crisis, management by crisis. Right? Oh my gosh. We're going to have this bad thing happen and this bad thing happen and this bad thing will happen. You almost bring to fruition your fears, rather than focusing on what the goals are and that's what you bring to fruition. Right? That's what you should actually bring to the present now and actually make happen... I thought that was kind of interesting. The only reason I'm bringing this up is because I'm hiring people now. Right? I have actual employees. Number one, I'm an actual employee of my own business. That's how we structured it. Pretty soon my wife probably will be also and things like that, and that's great. But I have an actual employee now. You know? Now I look at this and I'm like, "Management by crisis. Huh." I've had a ton of VA's, right? But this is my first real employee. W2 employee. Actual employee, right? I'm excited. It's going to be so fun, right? He's not starting for a little bit here but I'm super excited to have him. You guys will all know who he is. I'll introduce him. He's the man. I wouldn't have hired him otherwise obviously. We actually have quite the history together, which is kind of cool. It's funny that that's how that's turning out. We're getting back together, getting the band back together man it's going to be awesome... Anyway. It's going to be a lot of fun. What I'm doing though is I'm looking through and I'm thinking management by crisis. That's fascinating. How do I avoid a management by crisis scenario and instead, how do I manage by vision, by goals, right? Obviously there's times for both. But how do I primarily stay in the management by goals area? Anyway. I thought that was kind of interesting. I can't remember, I was at a fad event or I don't know, I was coaching someone I can't remember who it was but they were asking, "How do I find good people? How do I find good people?" I know I talked about this a little bit in the hiring episode but this is the phase I'm in so I'm just kind of documenting my stuff as I'm going through here, right? Anyway. It was fascinating 'cause I was watching Russell and I was listening to Russell and he said, "Hey, I always hire from within." That's what he said that time when ... I mean, he sent out a whole bunch of emails. I've watched him do a lot of things like that where he hires from within. He hires from within the culture, which is why it's important to build it. Right? Expert Secrets talks about that. You build the culture. As you're building the culture you're actually having these true believers come out of the woodwork. Right? Me. Right? It's safe to say that I'm a click funnels fanatic. People know that and he knows that and everyone knows that and that's fine and they should. It's great. But his ability to create culture is what allowed him to hire from within and that's what I'm trying to say is start thinking through hey what's your management style and things like that, but so much of it will already be dictated by how your culture has been set. Right? Russell had to spend zero time indoctrinating me. When he hired me. He had to spend zero time teaching me click funnels. Zero time. You know what I mean? It's because I was so into it already. That's all I've been doing is looking for the individuals who are so into what I do. Right? I always say, you guys are going to get like 10% of the people who follow you to just be like the fanatics. The people that are crazy, right? I'm sure I'll throw some kind of event. I'm sure I'll throw some kind of my own inner circle summit or some kind of coaching. Something in the future of my own, right? It'll be 10% of you that are really, really, really Steve Larson fanatics and would love to come hang out, and would love to learn the next piece, and would love to ... That's exactly what happened at the last Mastermind that we through, right? That's exactly it. You have to understand that's the natural progression but I did not worry about that or focus on it until now. Right? Meaning I've been building the culture. I've been building all that stuff but I'm not studying management til I need it. Right? Then again, I'm not even really studying it because they're already indoctrinated into what my vision is. Right? I want to change the world. I don't exactly know how yet but I know I do. Right? It took me a long time to have the cojones to say that kind of thing. I always thought that was kind of weird, like, "Oh yeah I want to change the world ha ha ha. Oh ha ha." Right? I don't know why I was always timid about saying that kind of thing but not anymore. Right? I'm trying to find other individuals who are also like that. It's been kind of fun because I know those of you guys that have been applying to work with me, whether as a funnel builder, an assistant, a support person, a high ticket salesman, you understand where I'm trying to drive the ship. That's the benefit of doing it that way, which is kind of fun. It's really fun actually. Anyways. That's all I really want to say in this episode. Start building culture because when it comes time to actually hire, you've got to be able to have that culture that's already there so that you can hire from people who are already indoctrinated. Anyway. There's another cool quote, I was looking at another one of the turned pages in this book Visionary Business. Again, I really like the first half of this book. The second half for me got a little woo woo. I don't mind woo woo but in a business? There's nothing innately spiritual in my business itself. My logo is not speaking to me, you know? I'm the one driving it. You know what I mean? If anything it's the woo woo in me. Anyway. We can go on a whole other topic there. I'm going to pack up. This last half of the book was a little bit weird for me but it was on page 92 about halfway down, it says, "Hire people who are passionate about their jobs and who have the suitable personality for the job. Hire a technician for a technician's job and a manager for a manager's job." I think that's so true. Gosh, that's so true. Understand what you are innately geared to do and it's one of the reasons why I have people take the DISC test. It's one of the reasons why I have people take that 16 personalities test, why I have them film a video. If you can't film a video and put it on YouTube and give me the link, you are already not suited to work with my stuff. You know what I mean? That makes sense. I know you all know to do that but that's the reason why I do that. Anyway. It's been kind of fun to go through that and start looking at these different management styles, make sure I'm not managing by crisis. Make sure I'm managing through goals. It's like, "Hey, let's go here. Let's drive there." I'm trying to do it in a way where I'm not babysitting. Right? Not that I need to. Not that I'm going to have to with this guy. He's the man. I know I'm not going to have to. Right? He's the man. But you know when you were growing up, I'm sure we all did this to a degree. We're all growing up, mom and dad give you a task right? Or whoever. Your guardian, whatever it was. Whenever you were younger somebody gave you a task. It could be a teacher, right? You were given a task. The moment that individual walked away you had such a less fire in the gut to get that activity done. Right? Same thing when I was in the army you guys, which by the way I'm finally finishing up the paperwork. I'll be out of the army here very shortly, which is very, very exciting actually. But anyway. In the army, right? A commander or a first sergeant or someone of authority would come up and give some kind of task and everyone would be like, "Roger. Oh yeah, I'll get it done." As soon as they leave sometimes it'd be like, "Oh, okay we have like three hours to do that thing. We really need like 30 minutes. Okay, well we're all just going to hangout for a little while and [inaudible 00:16:14]." Right? Then that person comes back and everyone acts busy again. Right? That's not the management style or scenario or culture that you want inside your business. Right? What's so awesome is the people that I'm hiring, especially this guy, I'm so excited for him to come in because I already know that his culture and my culture together match and mix and we do well. I am not babysitting. I am not managing by crisis. I am not managing as a babysitter. Right? I'm setting the goals, I'm saying, "Let's do this. Let's do this over here. Let's take that mountain. Let's do it." I don't have to be in the room for those things to be done. I'm so thankful for that because I can quote so many jobs and I'm sure you can as well, where that was the culture. Where as soon as the individual left, right? As soon as the individual left nothing happened. Nothing happened. That was management by force. Right? Management by crisis. Terrible management style to be a part of that. Anyway. Those are the things kind of going through my head with this and hopefully that's helpful somehow. Understand, again, I didn't worry about any of this stuff until I needed it. I don't know if worry is the right word either but I'm not concerning myself with it until I need it. I really don't need it that hard anyway because the people that I'm hiring and bringing on are already indoctrinated. I think it almost negates some of the things that are in this book is also kind of what I'm saying. You don't have to do all those pieces so deeply. Right? That a lot of these other management books will talk when you have a strong culture in the business and when you hire from within. That's the main key. That's all I'm trying to say in this. It's kind of a long winded way to say it but anyways guys. Hopefully that's helpful. Thanks so much for being a listener and we are well past 100,000 downloads now. I just have not had time to actually go and create the new intro music, which I'm very excited to do. There's something special with it that I'm trying to put in it so anyway, it will be done hopefully shortly. Alright guys, talk to you later. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best interest sales funnels for free? Go to salesfunnelbroker.com/freefunnels to download your prebuilt sales funnel today.

What's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio. So here's the real mystery. How do real MLMers like us, who didn't cheat and only bug family members and friends, who wanna grow a profitable home business ... How do we recruit 'A' players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. All right you guys. Hey, recently I was on stage for several days. And I was teaching. And everyone in the room had paid anywhere from 15 to 25 grand per seat to be in the room. And ... a lot of fun. It's a part of my job. I absolutely love it. It's probably one of my favorite aspects of my job and what I do. And I was on stage, and I was teaching and a lot of marketers in the room, almost all of 'em are marketers, and you know business owners, of course. And everyone was ... anyway it was really fun, having a good time. There was a lady though, who stood up and I think she'd be okay if I share this. She stood up and she started telling us this story and we were on a certain subject here. And she stood up and we were all kind of sharing and stuff. And she stood up, and she started telling this story of when she was pregnant. Now she is in kind of like the mommy weight loss industry. She helps women basically get the results that they want without ... I'm sorry, after being a bit ... you know, giving birth, without giving up their bodies. It's a huge, huge industry obviously. This is something that isn't talked about that much. And she's sitting there, and she's talking to us about an experience she had while she's on camera. The camera was up and running. She was teaching. And she was showing a particular ... she was showing some exercises. And at this time, she was trying to just be as vulnerable as she could. She was trying to just be 100 percent herself, no fluff, no strings attached. And she leaned over, and she had lifted up her shirt just a little bit to show her stomach. And she leaned over, and she ... you know, she was showing all the skin from the stretching, from being pregnant. There was all this skin there. Right? And she'd stand up straight, and there was like a six pack. Then she'd lean straight over again, and there'd be all this extra skin. And she's like ... "It's weird. These are things that women don't talk about at all when they're with pregnancy and such." And all of a sudden, while she's doing ... Now, think of that. First of all. Just right off the bat. Amazing courage to do that on camera. Right? Just to do that, when most people are out there so busy posturing, and most people are out there going crazy about all the things that they need to be doing to make it look like they're professional and stuff like that, she's lifting up ... you know, showing her labs and then leaning over and showing all the actual saggy skin and stretch marks from her pregnancy. Number one, crazy amazing props. Absolutely incredible. All right. Then, she stands back up and the abs come back. And she was talking about, "Hey these are things that most women don't ever talk about. It's not really something in the industry that much." And while she's doing it, she pees her pants. After women give birth, the pelvic floor isn't as strong anymore. It just ... it's really easy for women to do that. [inaudible 00:03:31] it's kind of weird that I'm talking about this, but there's a whole point behind it. Okay? And she kept the camera running. And instead of getting freaked out and running around, she had no control over it, she pointed it out. And she goes, "Women. This is exactly what I'm talking about. I wanna teach you how to reclaim the body after you have something ... you know, after you have child birth happen to you. You don't have to give up." And she posted the video. And the video got passed around like crazy. And she ... that event that she was at, that I was helping to run, that was only a couple months ago. And on a $37 product, she has made over one point, I think three million dollars, something like that. Over a million bucks on a $37 product. You think about it, that's over 40,000 customers that have to come through. Let's think about this. That's ridiculous, first of all. Now, typically I teach people how to sell more hi ticket things, and she did it on a $37 product. And she got out there and just did it and posted it. Number one, ridiculous mad props. I just ... I'm so ... oh my gosh. Like I'm so ... I feel so blessed to even, that she was in there and telling us this story. And it all revolves around what I call and we call "the attractive character" and this notion of vulnerability. The attractive character is something that is ... it's how we speak. It's how we interact with people. It's the stories we tell. It's our parables. It's the things we like, the things we don't like. Right? It's our ability to tell our own backstory and where we came from. Right? It's our voice. And what's funny is that when you think about, "Hey. Let's go get into business. Let's go get into MLM. Let's go get into this. Let's go get into that," whatever it is. The tendency is to jump out and start putting on a freaking tie, and go to the dry cleaner, and get my suit dry cleaned, and get starch put in there, and go look all postured, and try to make myself look like I'm better than I am, look like I'm farther than I am, look like I'm different than I am. And what sucks about that is you end up cutting out so many people, who may have otherwise followed you. Does that make sense? When we start to posture ourselves, and we try to act like we're something that we're not, we end up cutting out part of the market. I realized this early on, not just in MLM, in other industries as well. I was doing these different ... you know, I'm a funnel builder. I build internet sales funnels as a living, and put all the pages together, and all the automation, and all this stuff. You know that's ... and I love it. It's a lot of fun. But I remember I was putting these products out there, and I was doing this fun stuff. And it was awesome. And I was really enjoying it. But these people started coming back to me and saying, "Gosh Steven, I'm so happy that you can go do X and Y and Z, but I just can't." And I realized that I had been posturing myself too much. There was a site that I launched first, not first ... there was a site that I launched about a year and a half ago called Sales Funnel Broker, and it's still up right now. I have not had a chance to go back and change it. But it's with me wearing a shirt and a tie. And I was like hey ... anyone to give me some feedback on this, I just want to see if it's set. I gotta go switch it right now. I probably will after I do this episode. But it was me wearing a shirt and tie and ... I had a buddy reach out to me, really quickly, and he goes, "Dude. Site looks great. Love all the stuff you're doing. Love the value your giving out there." He said, "Just one piece of feedback though." He said, "You're not really a shirt and a tie guy." I was like, "Well, I like to wear 'em." He was like, "Yeah. But your personality, the way you market, the way you put yourself out there, your voice is not really shirt and tie crap. You're more of like just kind of tell it how it is a little bit." I was like, "You know, that's really interesting feedback." And I thought that's actually really valuable feedback. Thank you very much and I started going ... I started podcasting like crazy on a different show that I have. And I was out there, and I was doing all this stuff. And I realized, quickly, as I started finding my voice, that more people were resonating with me as I would talk about the things I like, as I would talk about things I didn't like, as I would talk about my failures, as I would talk about ... and anyway I could get vulnerable. The game for me became so much less about how to actually look like I'm being professional. I'm a good funnel builder, you know. And I know that the stuff that I do is world class, you know. And I know that. And that's okay to know that, and it's okay to know what you're good at and I know that I'm good at it. But when I come off in a way that is too ... what's the word? How we say, "starch in your shirt." When I come off looking too professional, and when I come off looking too like I'm trying to posture myself and looking up like ... you know what I'm saying? It actually pushes people away. And it's the same thing for your MLM businesses. Guys, I promise you if you want to have success in this faster, stop acting like you're a pro if you're not. Even if you are a pro, stop acting like ... people are not attracted to that, because I believe that I have to be on your level just to learn from you. If you start acting like you're all professional, and talking ... if you're not vulnerable with your people, if your attractive character is too high up, people don't think they're good enough to even get near you. Does that make sense? They start comparing themselves. And the question is no longer, hey that guy is awesome, or that woman is amazing, or ... they're not, that's not the question in their head. The question in their head is, "Oh my gosh. Do I even have a shot at looking like that? Do I even have a shot of going from I am to where Steve Larsen is. Or from where, whoever, Natalie Hobson is, or for whoever ..." You know what I mean? Wherever you guys are right now, even if you're killing it, even if you're doing ... I've got several messages coming back from you guys. It's been a lot of fun, learned more about who you guys are who are listening to this show, which I love. I've learned more about ... and there's a lot of you. It's a lot of fun. The show's blown up a lot faster than the other one did, which is a lot of fun. This is a huge need. I know it is in the industry. But I've been very careful to not position myself as someone, or somebody, or my brand as Mister Steve Larsen, Commodore Steve Larsen ... you know what I mean? Like some kind of like Commander Steve like ... no. My name's Steve Larsen. I'm from Littleton Colorado. I'm living in Boise Idaho, potato land right now because that's where my full time job is. And while I know that I could leave and be fine. I love my job, so I'm staying at it. And it's a lot of fun, and I really enjoy it, and I build internet sales funnels. And I know that I, you know, the work that I do, both MLM style and funnel building changes lives. And it's very motivating for me. And it's a lot of fun. And there's this sense of the walls drop as soon as you become real. And that's what Natalie Hobson had figured out. And she figured it out in ... I'm not kidding guys, it's only been a couple months. And on a very cheap product she made a crap ton of money. Right? It's because of her ability to be vulnerable that made her sharable. And if you're not talkable, if the brand isn't talkable. Let's think about it. So let's think about you and your MLM right now. You're literally the exact same as everybody else out of the box. Right? I've pounded that point like crazy in this podcast. MLM is broken as soon as you get it. Right? Same scripts, same everything, same products, you're literally competing with your upline. Okay? It's like a red, red, red, red, really freaking bloody red ocean. Does that make sense? And if it's that red and you don't do anything different, there's no reason [inaudible 00:11:17] gonna join you. So one of the easiest ways to start setting yourself apart, besides creating additional products and actually making new offer, and all that kind of stuff, is just to highlight your actual difference. There's a great book ... I cannot remember the title of it. I actually only read the back, which is a lot of you guys are gonna laugh about, but that's me being vulnerable. I only read the back of the book, but it hit me so hard, I've never gotten the line out of my head. And it said, "Stop highlighting your strengths. Don't focus on your strengths." It said, "You need to highlight your differences." How are you different than everybody else around you. If you start focusing on what you're different at, and you actually make that the loud piece rather than the strength ... someone's always gonna be stronger than you. Someone's always gonna be bigger, faster, better, you know whatever it is. But only you are you. And you've got differences. What makes you different than everybody else. Right? Now go highlight that. Be really, really, really vulnerable. Now the first time I ever shot videos, and I put 'em out there, they were freaking awful. The reason I don't go update them is because if I go out ... now, the content's amazing, actually the delivery's not that bad either. But I'm really boring in the videos. You know what I mean? I think so anyways. The content is incredible. And the things that I'm teaching are amazing. But like ... and every time someone watches the five video series, it's the MLM Masters Pack, if you guys go to SecretMLMHacksRadio.com there's a five day master pack. Anytime anyone watches that, they always ask to know more, or join the down line, or whatever it is. Then that's the reason I did that. I could go back and update it. I made those videos years ago. But the reason I don't is because I don't want to come off as like all ... too professional. You know? And it's fine if the stuff that you use, and the members areas, and all this stuff that ... the other products that I create, yeah, they're more professional looking. But man, all those front end videos, all the products and everything that's way out into more of the cold market, man, I do not make it look pro. And I do it on purpose. So, that's my invitation to you. I want you to ask the question to yourself right now, is there a place inside your MLM where you're acting too professional? Where you're acting like someone you're not? And if that's the case, I'm begging ya, I'm asking ya, for the good of the people who you could run into and help change their lives, stop acting professional like that. Start acting like you. Actually, it's funny, the same as in marriage. You know my wife and I have been married almost six years now. We've got two kids and a lot of fun. And I made the mistake, when we first got married, that I had to start losing parts of my identity. I had to actually become an adult, you know. Get my responsibilities in order. You know what I mean? That kind of thing. Or it was like, oh, there's no more fun for me. You know what I mean? It was almost like this mentality that I felt like I had to take on, because that's what society was telling me. The problem is that sucks. You become someone that you weren't. And you become someone that the other person didn't fall in love with. That was the other person, you, your real self. You know? It's the same thing with your customers. Especially if you've never done anything in business before ever, a lot of what happens is there's this persona that Hollywood puts out that all meetings are in suits, that you have to have meetings. I hate meetings. Meetings are dumb. Maybe I go to one, one hour meeting a week. That's it. Max. And I barely have anything to do in it, because ... and I run a big organization. I'm not at all ... I hate meetings. But I thought I had needed it, and I thought I needed my business card. And what's my logo? And all this garbage that has nothing to do with actual sales, or business, or making money. Right? It's all this posturing crap that ... the personas of Hollywood and all the stuff start to put into our heads. And it's the same thing ... and I realized, luckily, even in the marriage and everything. Didn't mean to relate it to that, and was not planning on that in this episode, but it's true. The more I remembered who I am internally, and spoke to those things more loudly, you guys, that's where a lot of the attractive character came from. That's where a lot of finding my voice came from. That's where a lot of confidence in what I'm trying to say in my messages ... that's where a lot of it came from. When I'm just more true to myself, and it's true for you in your MLM as well. Anyway, it's kind of a deep episode. My gosh. But hey, I hope that you guys enjoyed it. Go be vulnerable. Find places to be vulnerable. Stop worrying. You know, I would go get on Facebook Live and I would just start talking. Do it every day. And you do that every day ... if you publish every single day for a year, you will change your life before a year's even up. It's just the formula. It happens every time. Every time I tell someone to go publish or whatever ... it's happened many times now. A lot of my buddies, a lot of friends, a lot of people I've coached, a lot of my students ... they go out and they go start publishing, and the ones that are vulnerable have success very quickly, because they are being them. And it's sort of attracting like minded people. But if it's too professional and you're speaking like you're writing a freaking essay in college, no one cares about that. Talk like you're talking to a sibling. You know? Talk like you're talking to ... and do that to your MLM people, do that to your upline, your down line, just be a very loud version of you. And I promise, that's gonna pull a lot of the attractive character out and people are gonna start loving that. They'll like to be around you. Take off the dang suit if it's not you. Right? Stop doing that. I gotta go change that picture. I just still haven't ... it's been a really busy year. Anyway. Hey guys, hope this was helpful, a little bit of a rant there. But I just hope that it was something that you guys can really use and apply in your MLM right now, because that is ... it's one of the keys that I feel like most people focus on the product, which is good. You have to have the product, or the message, or the marketing and that's good. You have to have that as well. But there's this underlying piece when it comes to recurring buying, and brand building, and the ability to communicate your message, and your confidence, and the speed that you move will highly be dependent on you as a person, as the leader, as the attractive character and your vulnerability with that. Anyway. Hopefully, it's been helpful guys. I really appreciate all of you. Love the engagement back and forth. I've really enjoyed that a lot. And I'll chat with y'all later. Bye. Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at SecretMLMHacksRadio.com.

In Episode #10, Wilco answers the question that he got asked a lot, listen as he discuss what he’ll do if he has to start all over again from scratch and what kind of business will he start. Time Stamped Show Notes: 02:29: What would my wife start something online? 03:10: Formulated the business model for my wife if she will do this. 04:08: What would be my model, exactly? 04:04: Pick a market you know, that there is money to be spent. 04:32: People buy on emotions. 07:15: Look what other brands and people are doing. 07:25: connectio.io/blog/, Spy tools for Facebook Ads. 08:25: look in Alibaba/Aliexpress 09:50: Start driving Facebook Ads, see which ones works best. 10:10: I really suggest to go for just one product first, make as simple as possible. 10:59: Add a recurring element on the backend. 13:40: I would create my own brand. 15:52: Bulletproof coffee, they are not selling their product, what they sell is productivity. 16:22: One actual product at the front end, one recurring element on the backend, and one high ticket item. 16:52: Octopus funnel. Transcription: Hey, it’s me Wilco de Kreij here, back with you again. Today, I’m going to answer a question that I get asked a lot and I usually really, really don’t want to answer this question. The question is, “Hey, what would you do if you had to start all over from scratch again?” Or, “What kind of business should I start?” A lot of people ask me that and the reason why I think they ask me that is because at this point they don’t have a business yet and they want to sort of know the pathway from zero to hero. They sort of want to know, “Hey, what should I do in order to become successful online?” I think that’s just an impossible question to ask. It’s way, way too broad. It’s pretty much like if I were to ask someone, “Hey, how do I build a house?” There’s so many things you could mean with that. Do you mean on the planning side? Do you mean how to buy it? Do you mean what kind of stones to pick, the constructional side? What do you mean? How do I start a business is not really a question that can be answered. Right? Over the last weekend, something very interesting, and a lot of fun in the process as well, happened. Because like every Saturday morning, my wife and I we do our grocery shopping for the whole week. While doing that, we always take down a nice lunch for Saturday afternoon. Right? Same thing this weekend, so we sat down at noon for our Saturday lunch at home. We were talking, we started talking, and one of the things we sort of run into … Not really run into, but some of the things we talk about is that I’m an entrepreneur and I can work from wherever I want. It doesn’t really matter whether I’m here in the Netherlands or whether I’m traveling. I can work from pretty much wherever. She’s, more or less, the career type, so she has a job and she’s not an entrepreneur, she’s not a marketer, she doesn’t do anything online. She’s just like, she goes to her job and she comes back. There’s not really much room for traveling, except for when she has time off which is kind of limited every year obviously. We started talking and she’s like, “What if I would start something online?” Right? “What if I would have my own thing as well?” Right? She’s not really much of the online type. Like I said, she doesn’t know anything about marketing and at the same time she also doesn’t want to rely on just online stuff. She wants to actually, if she would start something, she would want to have a physical product for example, something like e-commerce. She wants to actually see the product. She doesn’t want just have a digital product like I do, for example, with software. What happened was we started this conversation at 12, at noon, and we didn’t get up from our table until 5:30, which is kind of crazy, we spent roughly five, five and a half hours on this conversation. We just kept talking and talking, and brainstorming on things we could do. Looking backwards, what I realized is we sort of formulated the business model that she would be able to start if she would do this. I’m not sure if she would, she’s really focused at her job, and there’s a lot of other stuff she wants to do as well like sports and friends and all of that. I’m not sure if she actually would, maybe, maybe not. We’ll see. Regardless of that, like what came out of this conversation is actually pretty interesting, I think, for you guys. For all of my audience that maybe is on the pathway to start something. I figured I’m just going to record an episode on basically what the model is that I think, that I definitely would start if I would be her. Personally I’m really much focused on the software side, and I love the digital products, but let’s say I want to start a more physical business with an online, obviously online based, but like an e-commerce or anything like that, what my model would be exactly. The first thing I would consider in picking a niche or picking a market would be to pick a market where you know there is money to be spent. It needs to be something that, for example, pretty much all B2B, business to business markets that would be the case, but there’s a lot of business to consumer markets as well. I mean if people are pregnant there’s a lot of money in that. People buy on emotions. People buy on things like that, and you can more easily charge something without people actually knowing what it is. Basically the market needs to be something that where people spend money on, and it should not be a commodity, because a commodity, that’s pretty much a race to the bottom. People know how much they spend, for example, on coffee. Obviously you can increase the value of that a bit by making it all healthy, or making up like you get all coffee from all parts of the world, but still there’s no way people are going to pay $80, for example, a bag of coffee beans. It should not be a commodity, it should be something where people are willing to spend money on. It should be something where people buy on emotions. That’s what I like, because when that happens, when people buy on emotions you can more easily create your own brand and then charge whatever you want, in a way. Obviously there’s a limit to that, but if you market it right you’re in more control of your pricing, and because of that you’re more in control of your margins as well. That’s really what I’m interested in. Without really solid margins it’s really hard to advertise. That margins are not even there just to make a profit, but the margins are there to be able to advertise on the line, and still make a profit. I see a lot of people struggle with that. In fact, my wife she actually did one project before, and that’s why I brought up the coffee example, because in the past she started a web-shop for a subscription-based coffee bean shop. The problem with that was that there was really, almost no margin. There was like a 10% margin, or something like that. The only way she could drive traffic into that web-shop was if she would be able to send free traffic. There’s obviously a lot of limit to that. Either it takes a lot of time, and even then it’s sort of limited. Going back to what I would do if I would have to start over all again, I would pick a market where people spend money, where people buy on emotion, and it’s not a commodity. That way you’re able to find something where you can put your own price tag on it, and go for a good margin on your product. What I would do next is inside that market is I would start looking, this would be a shop in the Netherlands. What I would do in this case. This goes also if you go for an English-spoken market, but I would basically look at what other products are doing, or what other people are doing. For example, if I see any Facebook ads inside that market, and there’s obviously some tools out there, we’ve covered some on our Connect IO blog, at ConnectIO/blog you’ll find some tools. If you look for spy tools or something like that you’ll find various sites where you can find basically tools where you can find existing Facebook ads to go through. If I could find any ads to similar products, and see if they have a lot of likes, or a lot of shares. If they get a lot of likes, for example, we did some research and we saw some ads that had like 20,000 likes on the actual post that I know for a fact that that person who is running that advertisement has been running it for awhile, and there’s no way that person would keep on running that specific Facebook ad without making a profit. Now I know that that person is targeting that Facebook ad to a specific product while making a profit. I know, hey, that’s a good start. I would start inside that market, I would start looking for various products which are all really cheap to get. I would go for physical products that are roughly, if you check them out on Alibaba or Ali-express, which is one of the sites that you can buy stuff on in China, ideally stuff that you would be able to buy for between $3 and $5, $3 and $6. Something like that. Like really cheap, but these have to be things that people don’t really … It’s not a commodity, and you have your own, you put your own swing to it, and you can really solve a problem with that. That way you could … You think you’ll be able to charge, for example, $15 or $20 for that. You’ll be paying, for example, $5, and you’ll be charging $20. What I would do is i would try to find, roughly, let’s say three, four products of these. Like not more than that. Just three or four, that will be your best bet. That’s the first phase of what I would start. I would start advertising that. I would see which one of those products I would be able to make to get the best return on. It doesn’t even have to be profitable at this point, even if it’s just break even that would be perfect. Let’s say if I would be spending $5, and I would get $20 back, that would leave so like $15 for overhead cost plus advertising cost. I would start testing it all out, I would start driving, in my case mainly Facebook ads. All these three or four products, see which one works best, I would then cut off all the others that are not working, and I would just pick one of those products. Just super easy, because one of the things when first starting something like this is also your motivation. I know that for my wife, for example, she’s not someone who’s going to be super passionate, super motivated, who is going to be working for months and months and months before getting results. I really suggest to go for just one product first. Make it as simple as possible so that you’re going to stay motivated as well. You’re going to pick three or four products, see which one you can get work on, spend, for example, $100, $200 on ads on every one of those products, which might seem a lot, but that’s the amount of money that you need to put into this in order to fully test to see what happens. Pick the one that’s working best for you. That’s the one that you’re going to go for. Then you’re going to optimize. You’re going try to see maybe a couple different sales pages for example, different ads, and see if you can get to better. That will be your front-end product. Once you’ve got that running, right after what I would do is I would add a recurring element on the back-end, which means that after they purchase that first product, I would try to get them into a recurring subscription style business. That could be for example an online course, or an online membership, which would be my preference, because I’m all about online. If it’s all online then you’ll only have fixed cost to create it. For example, if it will be a membership with like videos and all of that, you would have to spend money on making those videos, maybe, but there’s no cost of actually sending the products out, which means there’s a lot of margin on that. This could even be a low-ticket, a really cheap recurring subscription. Could even be like $10, $20 a month, for example. Obviously it starts to add up, because that’s really what we want. We don’t want to just keep on selling, selling, selling in order to grow, but if you have a recurring element the every single month you’re going to get more people into that membership, and into that subscription style business, and that way it starts to grow. Even if your sales are flat. Even if your sales are the same every single month. I’d be doing that. I’d be adding a recurring element, and in case of my wife, like I said before she’s really into the physical products and she really likes doing that, so maybe for her it would be better to go for a subscription box. In a lot of niches and a lot of markets you have these boxes where every single month you send something their way. Well I just told you about the coffee business that she sort of started, which is like that web-shop, and I think she only had like seven or eight customers, like not a lot. That was for a subscription-based for coffee. The thing is, and that’s actually what raffled me. I think she had like a total of seven customers, which is not a lot, once again, but she started that roughly two and a half years ago. Two of their customers who started right from the start are still a customer, so every single month, they still receive coffee from my wife’s business, and they still every single month they pay for it. That’s the power of recurring. Like even two, two and a half years after they’re still a customer, that’s really why I would want to add a recurring element into that business. That would be my second phase. I wouldn’t start it off creating that recurring element right away, because initially I don’t even know whether this business works. I don’t even know whether that front-end product is going to [inaudible 00:13:06], but once I do know that, that’s when I right away, I start adding a recurring back-end offer. Now, one thing I would also do is instead of just shipping out products from China or whatever, that’s what I would initially do, right. I would initially just buy products from China. Keep it super low-key, keep it really easy to get started and don’t over complicate it. Right after I prove the concept, I would actually create my own brand. I would hire a designer, I would create my own brand name, I would create my own logo, and all of that. Every single product that I would sell would have that exact same branding. I would change the packaging, it could be the exact same product, but I would change the packaging so that it’s actually … It all adds up to the brand. Let’s take an example, if something is a brand you become exclusive. There’s nothing else that could offer that. I mean if you would sell, for example coffee beans, there’s a lot of other coffee beans. Let’s say, this is a silly example, you would have the brand Coolio Coffee, whatever. There’s no other place where you can buy Coolio Coffee. Obviously you’re not selling coffee, then you would be selling something like a new, exploring new tastes of the world. Whatever your hook is. Like, you’re not selling the actual product, you’re selling them an emotion. Of course coffee might not be the best example, but in most businesses you don’t really sell what product you’re actually selling. I don’t know if you guys know from Bulletproof Coffee, they’re not really selling their coffee. What they sell is productivity and high-performance. That’s what they really sell. It’s just delivered in the form of something else. That thing that you’re actually selling them, that emotion that you’re actually selling them to, that’s what you want to have in your brand all the way through. Going back to, so like wrapping it up. What I would do is I would, once again, I would pick a couple of products, front-line products, physical products, all low cost products like $3, $4, $5. Sell them for like roughly $20 or so. Start driving Facebook ads to them. See if any of those actually converge. Once it does and actually proves the concept, I would start creating a brand, I would also create a recurring element on the back-end, so right after someone purchases it I would actually say, “Hey, you know what, you’ve now joined this membership.” Get them into that recurring membership, and then the next phase would be to add a higher-ticket item. Something like, especially, once again, this is from my wife’s perspective. She wants to also work one-on-one with people. tHat’s what she likes to do. If that’s what you like to do that’s awesome. In that case I would ideally add also a higher-ticket item on the back-end for, for example, $5,000. Where people get to work with her, like workshops or whatever, the market she would be in. More or less a one-on-one or one-to-group kind of level. That would be a third product in the line. At this point it’s a pretty simple business. We would end up with one actual product on the front-end. We would have one recurring element on the back-end, and we would have one high-ticket item afterwards that as well. All of that is in the same brand, and obviously everything you do, if you start a blog, or if you do any outreach or anything like that. Everything adds up to that single brand. Once you got it running obviously you want to add multiple front-end products. I mean I sort of see that as an octopus funnel where all these kinds of products all lead into the same bucket that you have in the middle, which is that recurring element. That’s pretty much in simplified way what I would do if I had to start all over from scratch if I would not go for a fully digital business. Honestly I’m a geek. I love all this online stuff. I would probably go for something that’s 100% digital, because there’s just a lot more margin, and because of that it’s easier to advertise and scale up. If I would be like my wife, or maybe you’re the same as well, who just wants to have a physical product, who wants to see what they’re selling, who wants it to be actual real in the real world, then this is definitely what I would do. Perhaps maybe this is something that my wife actually is going to execute on. We’re going to see if she does. I’m obviously more than happy to help her out along the way. If we do that I’ll definitely report back on this podcast. If you are listening to this, let me know if this inspired you, or if this helped you. I’d really love to hear that. That having said, I think I’m going to stop recording now, and I’ll talk to you all soon.