Watch Richard, Ryan, Paul, Maisie, & Marcus Get Help
Watch Richard, Ryan, Paul, Maisie, & Marcus Get Help
Dane:
Hey guys, and welcome to season three Start from Zero.
Speaker 2:
Thumbs up, let's do this. (singing)
Dane:
You're about to watch multiple people at a time get coached on how to start a business from zero. Some people need emotional support, they're overwhelmed and they've had past failures. Some need strategy, they're beating their head against the wall. Some need tactics, they want to know what to say or do. These episodes are unique, they're vulnerable, they're weird. Many times, people come to me with a question, but they need something entirely different. In these episodes, you'll see me combine my 15 or so years of business experience with a little intuition, and mindset training, to help shape these folks into powerful and confident entrepreneurs. Now, we've had 15 millionaire students, and counting, so we know this stuff works. Now, make sure you're sending these folks love while you listen, because that stuff matters. We're becoming more sensitive as a society and we can feel these things even if we don't know it. Let's get to the episode.
Dane:
So in this episode, I'm talking to Richard, Ryan, Paul, Maisie, and Marcus. Maisie, did I get your name right?
Maisie:
Yeah, yeah, perfect.
Dane:
Wonderful, and why don't we just start with you, Maisie. What's your big goal for the call today?
Maisie:
I want to figure out how to get my business of the ground and how to get some customers, really. That's my main thing.
Dane:
Okay, and you have a business with an idea, all that right now?
Maisie:
Yeah, I've got something that I've been doing alongside my full-time job for the past year or so, but it's only been the past six months that I've really been putting a bit more effort into it, and energy into it.
Dane:
Wonderful, cool. We'll get to that in a moment. Ryan, how about you? What's your big goal for the call?
Ryan:
My biggest thing is just moving forward. I've already owned several businesses, so it's not new to me, but the part that I'm having... I just went through a lot of family stuff and personal stuff a year ago. I'm just having a hard time shedding all that crap and moving forward again, I'm just kind of stuck. I don't know, it's driving me insane.
Dane:
Well, thank you for being here, man. I look forward to serving you here.
Ryan:
Appreciate it.
Dane:
It's a pleasure to have you and a pleasure to have someone so honest. Paul, how about you man? What's your big goal for the call?
Paul:
So I am building a safety based travel app for the student travel industry, but because of COVID kind of knocking that out, there won't be any travel anytime soon. Probably through the year, is my guess. So I'm thinking I need to rethink about maybe moving into more of a business to consumer type of methodology, as far as marketing. The app is almost done, I say that because I'm going into a testing phase on both iOS and Android. I was planning on getting into schools and tour operators, but tour operators are not doing anything and schools certainly won't be traveling. I'm thinking maybe I need to market to families, it's a safety based app where, basically, it connects students to their chaperones and group leaders vie their cell phones. So geo-location, messaging, voice, and so it's just a platform that gives peace of mind to parents at home, knowing their kids are connected when they're on that over night school trip or field trip.
Dane:
Okay, wonderful. I look forward to helping you there, too. Then Marcus, how about you? What's your goal for the call?
Marcus:
To get some clarity about the sales strategy that I'm going to implement going into the market in about three weeks.
Dane:
Okay, great. Then Richard, how about you?
Richard:
Just really, I feel like this call would be a stepping stone for me to get to the next level. I'm always stressed about... I work a full-time job, I'm comfortable, I'm fine, we can provide for my family, but I just hate the fact that there's the capacity that I can bring my family to the next level. I have a side hustle that I'm trying to make into my full-time and I want to change my family tree, I don't want to just be middle-class and comfortable. I just don't know how to kick myself into gear to get to that level, I don't want my wife, or my mom, or anybody to stress about money anymore. I don't want to trade my time for money, either. That's what I want to get out of the call.
Dane:
That's amazing, let's start right here. You mind if we just dive deep right away?
Richard:
Sure.
Dane:
Do you have a free hand you can place on your heart?
Richard:
Yeah.
Dane:
Whichever hand you like, just put it right there on your heart. Nice breath, nice breath. Let the heart reign supreme for you. Let this be healthy, it's a very healthy thing, if this is in fact real. Let's just work with the emotional system, so the mind can have a clear field to work with. With your hand on your heart, you can relax your hand, relax the muscles in your hand. Everybody else, if you want to join, this is very useful. See how relaxed you can get your hand on your heart, notice there might even be small tensions in your hand. Then relax the chest that connects to your hand. Why don't you just say this out loud, Richard, just fill in the blank. "I feel" and then let that answer come and let it be remarkably vulnerable and honest. I feel.
Richard:
I feel scared.
Dane:
Scared. Thank you, thank you for telling me. I feel extremely connected to that, and you, right now. Do your hands feel cold?
Richard:
They feel more relaxed, when I... At first, I was clenching, I was pushing my hand against my chest. I was really pushing hard, I didn't notice that.
Dane:
Yeah, you and me both, man. My hand was tense, too. Let's try that again, I feel fear.
Richard:
I feel fear.
Dane:
Yeah. Take the other hand, if you can't, just imagine it, but put it on your throat. I get the sense that you have a lot to say, man. Not like a novel of words, but... With your hand on your throat and hand on your heart, what would you like to be honest about right now?
Richard:
I just feel emotion, I feel like there's just so much going on and I have to be the strong one, the foundation for our family.
Dane:
So let me hold, if you would allow, let me, another brother, another man, hold your heart right now. You don't have to have anything together for the next three minutes. You can be a mess, you don't have to make any sense, just let another man hold your heart. I've got you fiercely, just let that move. Keep that hand relaxed, you can do whatever you want with your hands. Just feel another man holding you. Where are you now?
Richard:
I feel better, I feel a little more supported, but it's not a feeling that I know.
Dane:
You feel more supported, but it's not a feeling that you know?
Richard:
Yeah.
Dane:
Try saying this out loud, "I do not know what it's like to feel supported."
Richard:
I do not know what it's like to feel supported.
Dane:
Was that doing anything for you when you say it?
Richard:
It feels weird to confront it and say it out loud, [crosstalk 00:08:30].
Dane:
Right, try it again.
Richard:
I'm not familiar with feeling supported.
Dane:
You said this is a... Your family line, you want to change your family tree.
Richard:
Yeah. [crosstalk 00:08:30] I want my freedom for my family.
Dane:
You want my freedom for my family. Would you say that it feels like it's in the familial blood or the familial mind or the familial belief system to not know what it's like to feel supported?
Richard:
I think so.
Dane:
Okay. So you want to be the first, one of the first, to have your family know support.
Richard:
Yeah.
Dane:
Yeah, try and let that out. Say it in the way that resonates for you.
Richard:
I want my family to feel support from here on, not just have to survive and do whatever they can to survive, even getting at each other.
Dane:
Are you in your car or anything like that?
Richard:
Yeah.
Dane:
Is there a sound you'd like to let out? It's not personal, it's just a sound. It's all wrapped up in there, and it's like. Is that there for you?
Richard:
Not really any burst of energy that wants to come out.
Dane:
Good, okay good. Good, I misread that, then. So the familial thing, I want my family to know support. Is there anything around I want to be the first to show my familial line support? Is there anything around the word first? Is that for you at all?
Richard:
It would be, if I was the first to... So that nobody had to worry about money anymore, I feel like money is the root. I could just change that for us and my mom can live out the rest of her life not having to worry about getting tenants, or getting this, or getting that. My dad, he's not around, he's [inaudible 00:09:49].
Dane:
So the fear that you're articulating, and the unique flavor to you, is it's important to articulate- If you'd like to get a free one on one with me and be on the show, you can find out details at startfromzero.com/podcast. Because most of us, myself included, we have these different large, irrational fears that if we don't presence and give voice to, they can end up making us very angry, very blind, to what would actually work and it just generally makes for a pretty unenjoyable, unpleasurable process, building wealth. You just cling to anything that has a semblance of hope that it would work, versus this relaxed confidence that is available to all of us when we realize the heart of epic profit is to just completely surrender and listen to what the customer is saying. Your struggle with wealth, and your whole family's struggle with wealth and everything, can end in a moment, like this, and start to shift dramatically when we realize that real profit lies in the ability to deeply, deeply hear our customer. I see you have an acupuncture board exam course.
Richard:
Yeah, I'm still working on it.
Dane:
Have you sold that to anybody yet, by chance?
Richard:
No, I've only done one on one tutoring and I just offer a bunch of free videos. Just trying to get growth.
Dane:
Great, what's the result that the exam course provides?
Richard:
It gets them their acupuncture national license, so that they can work full-time. They can have a business of their own and...
Dane:
Okay, great. This seems like it should be a fairly straight forward sale. Can you stop working on it and try selling it?
Richard:
Okay.
Dane:
It might terrify you to do.
Richard:
It does.
Dane:
Kind of like the first time you would do a handstand, or something.
Richard:
Right.
Dane:
But you just got to throw the handstand.
Richard:
Yeah, it almost feels like I'm scared to just fall or scared that no one will want to get it.
Dane:
Right, so you got to remember this. Unfortunately, no shame here, that is a very selfish thought you just mentioned. The heart of entrepreneurship is about being of service, so if they don't want it, you're not being of service, move on to something that would be of service. But, if we have fear at the center and we've got this acupuncture thing, and there's all this potential financial freedom, and there's $100,000 months that'd be available to us, and this is the only thing that we have, and we don't have anything else, and we don't understand how to really listen to find other ideas, and we don't really deeply understand that there's so much abundance of problems that could be solved in any moment, and you're just one five question framework away from finding a new problem to solve. We don't have that so we cling, so the terror of selling, not only maybe fear of rejection, maybe you don't feel comfortable selling, but then if they don't like the idea, then your dreams are shattered. Permission to be terrified. Just deep breath and get it out of the way.
Richard:
I give myself permission to be terrified.
Dane:
Yes, absolutely. Then just go back to every one of the people that you tutored, you say, "Hey, I'm thinking about building an acupuncture board exam course that allows you to blah, blah, blah result blah, blah, blah result, have your own business [inaudible 00:13:46]" I'm curious, can I try to pitch it to you and see what you think?
Richard:
Okay.
Dane:
That ought to be a very gentle sale, because they're people that know, like, and trust you, and you're going to try and pitch it to them and see what they think. When you pitch it to them, they may end up wanting to buy. Now you're good to go. As you're listening to the other one on ones here, I want you to pay attention to your heart the rest of this time that we're all together. Keep your hand on your heart relaxed, and realize that, if you can stay in the center of your heart and surrender, surrender, surrender, surrender, until profit windfalls on top of you. Just see if you can't stay with that visualization, okay? I'll ask you how you're doing at the end, all right?
Richard:
All right, thank you so much.
Dane:
You bet, brother. I really believe in you and I think you're going to do great things. So Marcus, let's move to you.
Marcus:
Yes. I had an idea this spring to serve the unemployment market here in Sweden. I had several meetings with companies that serve the unemployment market. Basically what they do is they coach unemployed people for 12 weeks, but basically they do nothing. They have one on one meeting with them and then, they do nothing. So my idea was to serve those people with an online course, and I had several people and they were really interested. I have spent the last couple of months building the course and the platform for these companies. I'm just about to launch on the 21st of September, and I've been doing quite a lot of sales B to C, but I'm struggling a little bit building the sales campaign to the B to B market. I have around 200 companies, so it's a limited market and they serve about 60,000 people. They get paid from the government, so it's quite a lot of money involved, as well.
Dane:
All right. I've got fantastic news for you.
Marcus:
Yeah?
Dane:
In B to C, you're selling to humans, right?
Marcus:
Yeah.
Dane:
And B to B, are they still humans?
Marcus:
Yes, they are.
Dane:
That same stuff works and then people be like, "No, no it does not." In fact, it actually works even better. Because other people are like, "Corporate innovation, synergistic" And then you come in and you talk to them just like a human.
Marcus:
Yeah, I think I've been spinning my head around a little bit too much, doing value propositions, and doing lots of things. I feel confident in myself and-
Dane:
Let me interrupt you for a sec, just because time's of the essence. So you said you have about 200 companies to sell to and they get paid about 80 million USD yearly to take care of the people. With my product, they can take care of more people, with less resource, and they will get better results.
Marcus:
Yes.
Dane:
Yeah, if you can't sell that trifecta, you should probably just take up shop and quit.
Marcus:
True, true, true.
Dane:
More people, less money, better results.
Marcus:
Yeah.
Dane:
I say that tongue in cheek. Let's say you're at a table, you're at lunch, and you've got three of these 200 companies sitting across the table. You're just having a conversation with them, what would you say to them to have them riveted to your every word?
Marcus:
I would say that, first of all, the unemployed people that you serve... One, yes the goal is to get them work, but also you want them to leave as better humans after the 12 weeks that you've been serving them. With this online course, they will get 17 hours of personal development material, which will help them grow and also, you will save time and resources because you can help more people. Because you have an online platform which will help you to see which people need extra help, which are doing great-
Dane:
All right, so pause. Okay, good. Are you familiar with the customer wants a result, so we use a mechanism framework?
Marcus:
No.
Dane:
Have you read any of my book, Start from Zero?
Marcus:
No, I just ordered Start from Zero.
Dane:
Okay, when you get that book, you'll know it like the back of your hand. Customer wants a result, so we use a mechanism. So you got the 200 companies, they want a result, and that result is what? Not the result you want them to want, not personal development, not better humans, what result do they want?
Marcus:
They want to serve more people and make more money.
Dane:
Okay. They want to serve more people and make more money. Could you imagine, if you had the balls to say that across the table? "So, hey guys, I know you want to serve more people and make more money." You just set it straight. "Would you like to hear an idea I have on how to do that?"
Marcus:
Yes, please.
Dane:
Hey man, you could almost feed people their own lunch. You could sit across from someone you've never met before, and let's say I do it with a real estate company owner and I've never met him before, and I say, "What's the most predominate thought in your mind?" They're like blah, duh, duh, duh. "What's the biggest desire you have for your business?" Duh, duh, duh, duh "What's the number one way to get there?" And they're like, "Duh, duh, duh, duh." And that number one way is by recruiting real estate agents. They recruit more agents, their business grows. You say, "So you have a desire to recruit more real estate agents?" They say, "Yes." And you say, "Would you be open to hearing some ideas I have on that?" You never met them before, and they might say, "Yes, what ideas do you have?" And you're like, "Well, that's a good point. Why don't I talk to other real estate brokers, I'll find the best ideas I can and I'll share those with you. How's that sound?"
Dane:
Now you've just done facilitation. In a matter of two minutes, you now have a potential business. That's what I'm saying with Richard, you have no idea. Our brains are so habituate to scarcity and fear that we think we have one shot to do this. We don't have one shot to do this, we have hundreds and hundreds of chances to do this. Especially if we take the time to build our internal self-esteem and our internal skillset, anyway. So you've got three people sitting across the table from you, you say, "Can I ask you a question and make an assumption?" And they're going to say, "Yes." "Is it true that you want to serve more people and make more money?" They'll say, "Yes." And you say, "Would you like to hear an idea I have on how to do that?" They say, "Yes." Now that they've said yes, give me another pitch. Try again. What's the idea to serve more people and make more money?
Marcus:
With our app reach and flow-
Dane:
Nope. No, you're beginning with the mechanism. You're beginning with your features, you're beginning with your technology. As soon as you say app, my eyes glaze over. I don't care about an app, I want to make more money and serve more people. I don't want an app. Try again.
Marcus:
Do you want the how? Or-
Dane:
Try anything you want, just make mistakes. It's good to make mistakes.
Marcus:
With our platform, you will be able to serve more people and make more money, and work more efficiently. Do you want me to show you how?
Dane:
First part, fantastic, man. You're doing great. Then the "do you want me to show you how?" Sure, would you like to see how it works?
Marcus:
Yeah, yeah. Better.
Dane:
Okay, so yes, I would like to see how it works.
Marcus:
Excellent, then I will basically do the demo and show them the platform and-
Dane:
No, no. Come back to their goals. Your number one goal is to serve more people and make more money. You only have so many resources to do it. In addition, one of your other goals that may not be as explicitly stated is that you want people to leave your programs being better humans, so they have amazing things to say about their experience with you. What we've done is we've actually developed a curriculum that you can send all of your members through, it's automated, automatic, and doesn't cost you anything to deliver the curriculum and you have it as a part of your program. You'll serve more people and make more money.
Marcus:
That's great, that's really great.
Dane:
Yes, and so we have it recorded, you can use it. Was there a mention of an app?
Marcus:
Yeah, it's an app.
Dane:
No, no, no. Did I mention an app in that pitch?
Marcus:
No, no, no, no.
Dane:
No. Did I mention software?
Marcus:
No, nothing.
Dane:
No. You mention app, you mention software, for most people they're like burden, burden, burden. Burden, drain, everything, burden.
Marcus:
Yeah.
Dane:
You just want to stay away from those. I got a lot of students, they're like, "Dane, can you teach me how to make software? Software's going to make me rich." I'm like... I did, I made millions of dollars, I think we did $5 million dollars selling people how to build software. What ended up happening is 90% of them didn't build software, but they used the skills to build multi-million dollar companies. They realized it's not the software, but I can hook, line, and sinker "Hey, it's the software, the way I'll get you guys rich." It's not. It's not, it's sales around assets that don't require your time, that's what provides rich. This is your pitch.
Dane:
So now, what I want you to do in the meantime, I'm going to give you an assignment. First off, congratulations on the idea, sounds amazing. For people that are in unemployment, to have a personal development curriculum of some kind, would probably be life changing for them, it could even be one of the moments they remember for the rest of their life. The unemployment could end up being one of the best things that happens to them, if your personal development program reaches their heart in some way, it's a vulnerable time to receive the help. So that's cool.
Dane:
My assignment for you is to work on writing out another pitch, as if they're sitting across the dining room table. Knowing that those same words that you say across the dining room table, can be the headline on your website, the subject lines of your emails, and all of your online communication. All your online communication, if you want to zing right to the heart, just pretend like you're sitting across the table from them and say it to them. Then imagine, watch their eyes as you say it in your mind and see if you lose their interest. Just use your own mind to guide the way there. Assignment is write another pitch and I'm going to revisit to you. Please don't try to be perfect, let yourself make a mistake. You don't have to be perfect here. I intentionally was like inviting you to safely fail so that you would learn more, everybody would get to learn more. So thank you.
Marcus:
Got it, yes.
Dane:
[crosstalk 00:23:51] I'll come back to you at the end. Maisie, let's come to you.
Maisie:
Okay, hi.
Dane:
Hi, Maisie. I see you have a program that... Can I mention what it is?
Maisie:
Yeah, yeah. Go for it.
Dane:
So it's for new moms, pregnant moms, to have help with their emotional wellbeing.
Maisie:
Yeah.
Dane:
How many clients have you worked with so far?
Maisie:
In my-
Dane:
Have you worked with at least one?
Maisie:
Yeah, I've worked with at least one. Yeah.
Dane:
Okay, and have you gotten at least one a result?
Maisie:
Yes.
Dane:
What result did you get them?
Maisie:
I helped them recover from a traumatic birth. They basically scaled their birth at a 10, trauma wise, right before I started working with them. It'd gone down to a four by the time we'd finished working together.
Dane:
How many other clients have you got results for? Do you have three?
Maisie:
Yeah, more than three. Yeah.
Dane:
Okay, so the most amazing thing that you can ever do for your marketing and growth... Congratulations, too. It's awesome, very touching business. You don't have to talk about yourself to get clients, you just need to become a story teller. You just tell stories of your clients results and transformations, change their name, don't use their photo, that kind of thing. You just tell stories-
Dane:
If you'd like to get a blueprint to my brain, I have it in a 302 page book. Start from Zero, and you can get a free chapter. You actually get my best chapter for free on that book right now at startfromzero.com. Go check it out.
Dane:
Results, then you say at the end, "If this story resonates with you and you'd like to get the help that this person received, hit me up. I'm here." That's really all you need to do. Don't talk about yourself, don't talk about your credentials, don't talk about your passions, don't talk about your purpose. You could a little, but we don't care about your purpose, we care that you helped a woman recover from a traumatic birth. So there are storytelling frameworks you can use. I'm going to give you an assignment, so there's a before, during, and after framework for storytelling. I want you to take your favorite client, the one you're like, "Oh my God, it was such a dream to work with her. This result was amazing." Like you're juiced to be alive. I want you to try and write out a story of her before you, during working with you, and after, what her life is like. I'm going to come back and we're going to have you read that story.
Maisie:
Okay, cool.
Dane:
Awesome, I'm excited.
Maisie:
Thank you.
Dane:
Yeah, you're welcome. Let's go to Ryan, leave it.
Ryan:
Hello.
Dane:
Hey, man. What was your big goal again? Oh yes, let go of trauma and move forward.
Ryan:
Yes, sir.
Dane:
Right. How was it hearing about Richard? What did that do for you?
Ryan:
I don't know, man. I'm in this place in my life where I'm confused, I feel like I don't even know myself. I don't know, I just feel lost, I guess.
Dane:
You know, the good news is you know enough to say that. Most people don't even know enough to say that, man.
Ryan:
All right.
Dane:
You know a heck lot more of yourself that most people by saying, "I don't know myself." Can you see how saying that is you kind of knowing yourself?
Ryan:
Yeah, I do. I just-
Dane:
Just a little, just a little. Not as much as you want, but a little.
Ryan:
Yeah.
Dane:
Okay. You said you're confused, though. How old are you right now?
Ryan:
32.
Dane:
Okay. What were you disillusioned by? If anything.
Ryan:
What do you mean?
Dane:
Did you have some goal, then you crushed it and found out you were disappointed? Was there anything that happened that disillusioned you?
Ryan:
Yeah, I had a full on reset last year. July of last year, a lot of stuff happened. I owned a business back then, and I just literally shut down. Not just the business, but me personally. I just shut down. I wasn't able to handle everything, I just got stuck. I went to start another business... I took six months off, I didn't even leave my house, and it was the beginning of this year, I was like, "All right, I got to start moving again." I went to start another business, it was just like, "I can't even mentally talk about starting a business right now." So-
Dane:
Can I interrupt you?
Ryan:
Yes.
Dane:
Okay, thanks. When your eyes look out at the world, what do they see?
Ryan:
I don't know.
Dane:
What do you see right in front of you right now?
Ryan:
A mountain.
Dane:
A mountain, okay. What color is it?
Ryan:
Brown.
Dane:
What else do you see?
Ryan:
Cars driving by, I guess.
Dane:
And everybody else, join me when we do this. Place all your attention on your toes, and then look out at the world, and just answer this question. The easiest, fastest answer that comes up. When your eyes look out at the world, what do they see? It doesn't have to make any sense at all.
Ryan:
Opportunities? I don't know.
Dane:
Say something that you do know. When your eyes look at the world, what do they see? There's no wrong answer, it's your eyes, what they see. Feel something and say something that you just know. This is not easy, by the way. I'm not asking you to do something easy. I think your perception is jacked up.
Ryan:
I'd agree with that.
Dane:
I mean, understandably, right? Did you get blindsided?
Ryan:
Yeah.
Dane:
Can you try to say that, "I was blindsided."
Ryan:
I was blindsided.
Dane:
I'm right here with you, man. Does it break your heart?
Ryan:
Yeah.
Dane:
I'm right here. We can do this right now. Kind of weird for another man to say that, given COVID and everything, and also just male constructs. I wish I could hold you. You're doing great. Try to the I was blindsided and it broke my heart.
Ryan:
I was blindsided and it broke my heart.
Dane:
Right here, dude. Right here. Just move your fingers a little, just ever so gently, slowly and give it another pass. What we're doing is we're just giving voice to the trauma in your emotional system. We're doing a perfectly normal human thing right now. Give that sentence another shot.
Ryan:
I was blindsided and it broke my heart.
Dane:
Now see if you can go a little deeper than your throat, see if you can center your attention on your heart.
Ryan:
I was blindsided and it broke my heart.
Dane:
But I will take care of my heart now.
Ryan:
But I will take care of my heart now.
Dane:
And I will be extra discerning on who to trust.
Ryan:
And I will be extra discerning on who to trust.
Dane:
Is there any hatred?
Ryan:
Yeah.
Dane:
Understandable. Let's let that be okay. Let the hatred give voice to that, with vulnerability. I feel hatred.
Ryan:
I feel hatred.
Dane:
Does that capture it? How would you say it?
Ryan:
What do you mean?
Dane:
Does it resonate when you say it?
Ryan:
Yeah.
Dane:
Take a breath into your belly. Is this too much for you right now?
Ryan:
I'm doing okay.
Dane:
Okay, I'm really happy that you came on. I like doing this stuff more than business, just so you know. You have full permission to be here.
Ryan:
Thank you.
Dane:
Yeah, and you got this. Try my heart will recover.
Ryan:
My heart will recover.
Dane:
Let that one sink in. Say that again.
Ryan:
My heart will recover.
Dane:
So do you feel connected to any anger?
Ryan:
Yeah.
Dane:
If you wouldn't mind, take a hand over your mouth and I want to, in a gentle way, let anger be okay. I'm going to show you the sound of anger, I'll try and do it in a way that doesn't frighten you. Also, try and do it in a way that it's connected, but just knowing that anger is very healthy. You were betrayed and blindsided and violated, in a way, is what it sounds like. Does that sound accurate?
Ryan:
Yeah.
Dane:
Anger is very healthy and normal, so I'm going to make this sound and then I want to see if you want to just try it as one or two times, so my left hand goes over my mouth, and here's my best shot at it. Anger's been difficult for me so I'll give it my best shot here at it, so here goes... Something like that. Did you try it or did I lose you?
Ryan:
No, I'm here.
Dane:
Did you give it a shot?
Ryan:
No, I didn't.
Dane:
Okay, I feel a lot better. Kind of scary for about 10 seconds, but I come out, I'm like, "Dang, I feel quite a bit better. I guess I had some anger in there." Would you like to try for 10 seconds?
Ryan:
Sure.
Dane:
Hand on mouth, so it's very respectful of those around you and connect to that tender spot, just one 10 second pass at it. That's all we'll need to do for now. Try that one more time if you can, very good. How was that?
Ryan:
I actually do feel better.
Dane:
You sound like a hippo farting over here. The air is sneaking through you fingers. That'll be one for the record books, man. You feel better?
Ryan:
Yeah.
Dane:
Try this, "I gave voice to my anger."
Ryan:
I gave voice to my anger.
Dane:
See if you can say this, "That's all it was, I gave voice to my anger."
Ryan:
That's all that it was, I gave voice to my anger.
Dane:
Does that capture it? Something else you'd want to say there?
Ryan:
I don't know, I've never done anything like this. It's a little different, I guess.
Dane:
Do you know, this is very normal? Our society is so disassociated and disconnected that this is somehow awkward, but this is very normal. Anger, what's a lion do if it's angry? Roars. It roars and then it's good to go. I hope for us all to understand, this just becomes a new normal. I dream of walking down the street in a world where, if a man is crippled by something, he can curl up into a ball and cry for two minutes and a man can come up and put his hand on his back and say, "I'm here, I got you. Go ahead." Then, two minutes passes, he gets his sadness out, they don't even know each others name, they don't say another word, they're good to go and they leave. Just spontaneous, instantaneous emotional expression, as it's needed. I think that would transform the planet. I'm not comfortable crying in a ball on a corner of a street, but I hope one day that we're in a world where emotional expression can be seen as very standard normal. So I have tremendous respect for you, for doing this right now. From the bottom of my heart, thank you for doing that.
Ryan:
Thank you.
Dane:
Just try saying, "My heart will recover."
Ryan:
My heart will recover.
Dane:
My heart is recovering.
Ryan:
My heart is recovering.
Dane:
Take a nice, deep breath in. So there's nothing wrong with you, if it feels like there's something wrong with you, even that is a feeling you can hold because nothing's actually wrong with you. Does that kind of blow your mind?
Ryan:
Yeah.
Dane:
It does mine, anyway. Your assignment is, now I come back, I want you to see what's shifted when you look out at the world, what do your eyes see. I want you to write on it and I'll come back to you and ask.
Ryan:
Okay.
Dane:
Because if your eyes start seeing things... Honest, you don't want to force anything or trick anything or fake anything. What do your eyes see right now, because you want to honor, deeply, deeply honor exactly where your eyes are. As soon as your perception, emotions will shift a perception. So as soon as your emotional state gets processed and clear, your perception becomes more clear and, when your perception becomes more clear, well you read books easier, you take courses easier, you study mentors easier, you build businesses easier, because your perception is just kind of chill.
Ryan:
Yeah.
Dane:
All right, do that and we'll come back to you. Then, we're onto Paul. Is that right, Paul? You're up next?
Paul:
Yes, that would be me.
Dane:
All right, man. So 51 years old.
Paul:
Yep.
Dane:
Oh yeah, your app with the geo-location stuff.
Paul:
Yes.
Dane:
Have you tried selling that one?
Paul:
I've been to a bunch of trade shows and presented the idea to a bunch of tour operators, tour operators are companies that put trips together for schools, whether it's the eighth grade trip to Washington D.C. and New York or it could even be a university swim team going out for different tournaments or whatever. A bunch of them said, "Yeah, I love that whole idea. It's a great idea." I went to a bunch of trade shows, I have a stack of business cards, and various levels of interest. Now that COVID has hit, I'm like, "Ugh man, I think I have to go more to a consumer market to at least get some revenue generated sooner than later, from the parents." Because parents really, ultimately are the ones that would like to have this. I went to tour operators originally because those were the companies, 2 or 3,000 tour operators in America, they handle 30 million school kids on trips versus going to schools or parents. Where there's millions of them, I figured I'd just go to the source, tour operators and market to them, but now it's kind of changing in the sense that no tour operators are doing any business and schools aren't planning trips. I'm thinking maybe of changing to a consumer model.
Dane:
Why did you book the call?
Paul:
I want to know where to focus my energies, because the development is almost done. I'm going into some testing of it, but I'm wondering, should I go to a consumer model and try to sell it in the app store for families? Or should I stick with my original plan and go after tour operators, schools, and universities?
Dane:
Do you know what has you asking me versus consulting your own intuition? Because I get the sense that you've got a pretty brilliant intuition.
Paul:
I think I have a brilliant idea and my execution is just horrible because this is four years in the making and I'm a 100,000 into it. I've got to get some revenue, my wife's looking at me funny.
Dane:
I'm going to tell you a short story. One of my top business mentors decided he wanted to build a in-home garden product. It was a really classy looking thing that you plant in, they would grow carrots and you'd literally have live food growing in your kitchen. It was really stylish, it would sell for five grand and provide the nutrients, the soil, everything in there. So he contacts an industrial design firm and he spent a lot more than 100, he's in it three to four years in. Just when the product gets working, he realizes he didn't account for different products take different soil, nutrients. Like carrots pull different soil nutrients than tomatoes, and all that needs to be accounted for and it's like a nightmare to figure out. Then he realized he had to do testing and get the electrical safety, all this testing. So he asked the industrial design firm, he's like, "Hey guys, how much more is this going to take?" And they say, "Probably another year and a half." They charge him like 100 grand to 200 grand a month. Some crazy number.
Dane:
So he cuts his loss, he calls it quits at three or four years in. Lost quite a bit of money, he didn't keep pushing something when it didn't work. Now, he contacted a competitor that actually solved the problem he was trying to solve, and asked if they would even buy his design. He tried to sell his failed invention to a competition, which I thought was brilliant. They said, "You know, we love that thing, but it's just not in our product focus. We already got our product scoped, sorry." But then, that same company opened up for a seed round of investments. He put a 100 grand of investment into that business, so when that thing goes public, he will have made his money back. [crosstalk 00:41:34] He literally bought into his competition, so when they go public he still makes money on that niche in some way.
Dane:
Basically, what I'm trying to tell you with that story, is not like it's an epic story for anybody to hear because it's so unique and rare, I've never heard anything like it. You have more options in front of you than the ones you're looking at.
Paul:
I can agree with that.
Dane:
So do you do parents or do you do tour guide? Well, fastest path to the cash, where's the cash live? You go there. Parents.
Paul:
Right now, that would be the case, yes.
Dane:
One of my other mentors, some guy. I've never really considered him a mentor, but he has a picture on his wall above his computer, what's the fastest path to the cash? And he does that retrain his mind to not build a product for three or four years, or to not build an acupuncture product without selling it, or any myriad things. I wouldn't beat yourself up over it, either because I would use this as a learning. Talk to parents right away, and then use it as a learning to execute again. Do another idea, but don't put money into it. Sell it first, use customers money to build it. Build the first version in 12 weeks or less, find a problem that's really simple. You don't have to hold on to a bad relationship and you do not have to hold on to a bad idea.
Paul:
No, and that's the thing. I think it's such a great idea, it's just right now the timings horrible because nobody is traveling. At any given time, pre-COVID, if you would've asked any parent anywhere that's sending their seventh grader to Washington D.C., would they want them to be tracked to their chaperone. The answer is yes, of course I'd do that and how much would I pay for that? I've gotten anywhere from $5 to $20 on an individual basis. You as a parent, you're fairly new, but when your kid goes away would you want them connected to the chaperone? Yes, you'd pay for something like that. So the idea, I think is brilliant, but I think it's been my being the CEO, the chief everything officer, I think just mucks it all up to this point. Going through several different developers, not listening and not getting another co-founder, so to speak. I am beating myself in that sense, and I feel like I need to hurry up to get it somewhere. So I'm just thinking, do I need redirection or just continue on and be patient?
Dane:
First, I apologize, I did poor articulation, bad idea. Great idea, bad timing. So I just wanted to get clear on that, I'm sorry if I let you believe that. The other thing is, what's your intuition say?
Paul:
Certainly to keep going because I'm so deep into it financially, and I do want to prove the people wrong who have been like, "Where's the app? Where's the app?" I do have that little chip on my shoulder, and I do think it's a great idea that I can make happen, I don't know that I'll be the guy-
Dane:
Let me interrupt you for a sec. Where's the most loving place in your body? Where do you feel the most love right now? Some people, it's their hands, arms, legs, heart.
Paul:
My soul, if you're asking for a physical thing it'd be my heart, but my soul.
Dane:
You physically feel it in your heart?
Paul:
Yeah.
Dane:
Let that love expand through your entire body and let me know when you feel love your whole body. Love is very wise.
Paul:
I'm finding this difficult, even listening to the previous people because I feel very tense and anxious about this kind of thing. I'm looking at my left leg and it's bouncing up and down right now, I have so much anxiety.
Dane:
Thank you for telling me. I just feel compassion for you when I hear that.
Paul:
It's avoidance, I tend to avoid situations, as much as possible and that goes deep back when I was a teenager for some troubles. Parents dying early, a big accident I was in, so there's a lot of deep stuff there that I've found, the older I get, the more I avoid. I'll get an email, I won't even open the email if for two hours because I just think this is going to suck. It's like a, "Hey Paul, what's up" business type of email.
Dane:
I'd like to tie your business endeavor into this avoidance, would you like to explore it for a minute or two?
Paul:
Sure.
Dane:
In some ways I don't feel like I have any business even encroaching on this because I don't even understand the horror of losing my parents in an accident like that, so use this a grain salt. I guess what I would do, instead of getting into it here is, if you haven't done it yet, there is likely a deeply held belief of bad things are going to happen when I least expect it.
Paul:
That's definitely the case.
Dane:
And that's held in place likely by a deep, deep sorrow, emotion, trauma and I would highly recommend find a somatic based therapist or emotional freedom technique therapist, and with a laser focus, tell them you want to work on the belief bad and horrific things are going to happen to me at any moment.
Paul:
Okay.
Dane:
Just stay right there with them and stay there, man. I'm so sorry for what happened to you, and you have every right to tap your knee and every right to be anxious and every right to be avoidant, those are all perfectly understandable and okay that those are there. I sense that there's a beauty in your heart that will begin to emerge and it will beam so bright, that it will give you a great path forward with your idea. Right now, when I asked what your intuition said, you said it says definitely do it and then you gave a list of reasons that didn't necessarily sound like intuition. I'm already this deep, I've already got this much money, I want to prove people wrong, and these instances, doing things for those reasons historically have not really made me the happiest.
Paul:
Yeah, I can definitely see that and, from things that I've listened to, that's totally concurs.
Dane:
There's an alternative that's in front of you that likely is not being seen because of the blinding belief that bad and horrific things are going to happen to me at a moments notice. If you can work on that, I'd probably just do a very easy emotional freedom technique coach, you can just go to Google and type in emotional freedom technique coach, EFT coach. It'd probably be good enough, and if not that'll get you on a road towards a somatic based therapist. Man, I just have tremendous love for you, and this idea if you really want to go ham for 60 days. Just say, "Dude, I'm going to do anything I can to talk to three parents a day for the next 60 days, and I'm going to do everything I can in the next 60 days, no matter what happens. One parent, somewhere, is using this app."
Paul:
Yeah.
Dane:
And you just freaking burn.
Paul:
I'm down for that, and I'm jonesing for it to really happen once this development and testing through the stores is done.
Dane:
You need fleas to work on that belief.
Paul:
Yeah, the belief of success you mean?
Dane:
No.
Paul:
Or the emotional freedom?
Dane:
The bad things will happen to me at a moments notice.
Paul:
Okay.
Dane:
Do you see how you maybe it wasn't top of mind when I mentioned it? And then I just said it out loud again, and you were kind of like, "Oh, okay." That's generally a sign that it maybe too soon to work on because your unconscious is so blocking it out that you don't even quite recall. Anyway, man, gentleness and sensitivity, but if you do not work on that belief, you probably should not keep trying to build a business. You will have hell knocking at your door everyday.
Paul:
Yeah, and that's kind of how I feel generally.
Dane:
What's the belief that I'm ask you to on with a licensed person?
Paul:
Just to really drill down and see what is holding me back from an emotional standpoint, I don't feel as though I'm... Because it's been so long, four years in trying to build this out that my execution's been not there and indecision. So I think I have a lot of emotional baggage to figure out and it probably comes with a lot of... I don't know, I can't call it self-hatred, but certainly not the confidence that I can make this happen. If I could just flip this, I would, put it that way.
Dane:
What do you mean, flip it? Sell it to someone?
Paul:
Yeah, yeah. Once I got some revenues, I'd flip it because I'm not the guy to run this. My patience is not good.
Dane:
Yeah, so I'm going to repeat back to my original advice and I'm going to say it again because I don't think you're going to hear it anywhere else. Hire someone to work on one belief, bad things will happen to me at a moments notice. That's it, don't do anything else, don't do emotional baggage stuff, don't rehash, just work on that single belief. Once that belief has been seen, loved, unwound, untouched, and you're like, "Oh, sometimes bad things happen, but for the most part, they don't and I guess that I can see that I'll probably still be okay." Then, all of the sudden, with that out, your mind unwound, then you can start walking forward with your app, if at all.
Paul:
Okay. Now, when you said a semantic... Did you say semantic? Like S-E-M-A-N-T-I-C therapist?
Dane:
Somatic, somatic.
Paul:
Somatic. S-O-M-A-T-I-C?
Dane:
Yes, somatic therapy. Google it up.
Paul:
Yeah.
Dane:
I use therapists all the time for business, I don't know anybody else that does it, but I do. I love it, the highest ROI.
Paul:
Okay.
Dane:
I go to my therapist, I'm like, "Hey guys, I'm working on this new SASS project, I'm paralyzed by it." And, then at the end of the hour, I've got more movement. I use therapy for my business issues. It's so good.
Paul:
Yeah, I'll give it a try.
Dane:
So that's what I'd recommend. I think you have a brilliant heart that has a brilliance to it, that you are neglecting and it can be shifted, not by unconsciously trying to shift it, but by doing the recommendation I gave. When I asked, I said, "Do you know what has you asking me, instead of consulting your intuition?" It was because my sense was you've either avoided or abandoned yourself long ago on it, and you're looking to others to guide the way because you're in so much pain with the project.
Paul:
Yeah, true statement.
Dane:
So you'll just perpetuate more pain with the project by abandoning and asking others.
Paul:
Yeah.
Dane:
This is your demon, dragon to slay. You created it, you solve it. You grow, you become a king.
Paul:
Okay.
Dane:
Yours to do.
Paul:
Done.
Dane:
See if that works, say, "This is mine to do."
Paul:
This is mine to do.
Dane:
Yes, I created it, I will solve it.
Paul:
I created it, I will solve it.
Dane:
And I'll give my wife a lot of back massages for all of the trouble.
Paul:
Constantly, as many as she needs.
Dane:
Do you see the sense of responsibility that comes when you're like, "Oh, you know what? This is my thing to do."
Paul:
Oh, totally. $100,000 will do that to people.
Dane:
Yeah, and don't stop creating. Just create with the Start from Zero book in mind.
Paul:
Okay.
Dane:
If you create from the Start from Zero book, I just launched a new software, we have our second paying customer. Built it in 10 weeks, I think, I didn't spend any money to build it and I give the developer 35% equity. No risk, I could do that 100 times. I have done projects that are more along the lines of yours, I just didn't give up after they failed.
Paul:
Yeah.
Dane:
So don't stop creating, you're meant to create.
Paul:
Yes, good.
Dane:
All right, man. Have we done all five? I hope so. You guys have been all very patient, so Richard we've done you. Paul, I know we've done you. Marcus, Maisie, and Ryan. So Richard, let's go through and rip through the assignments. What did I ask you to do?
Richard:
You asked me to see how my heart felt as you were going through all the other attendees.
Dane:
Yes, tell me about it.
Richard:
When you first talked to the other guy, I felt like kind of enlightened. I felt motivated by hearing you talk to everyone else, but then in the back of my head, crept in that imposter syndrome type. Also sort of like a jealousy that I'm not as good, but then it kind of shifted as you were speaking to others. I kind of realized, my purpose needs to be serving other people. When you were talking about, when we're trying to sell to someone, what do they want? What do they want out of this? So that kind of made me feel better, I have to realize there's nothing wrong with me. Like you were talking to the other gentleman, there's nothing wrong with me. I know I'm good, I teach at a school, every student always says, "You're the best teacher we had, I hope you teach next year again. I hope you teach this class, as well."
Richard:
When it's just me standing on the ground at the school, but if I'm not at the school and I'm just trying to build something on my own, that's the part that gets me and I think my heart just needs to realize there's nothing wrong with me. I hope I can just hold onto the feeling, but [inaudible 00:55:32]
Dane:
Thank you. It's interesting, my mind did this fantasy thing when you were mentioning imposter syndrome, I was like, "I think he might be calling me an imposter." It was innocent, I was like, "Well, if he did, if you did think that I was the imposter here." My mind was like, "Well yeah, I could see how I could have that thought or feeling." But I'm not thinking about whether I have imposter syndrome or not, I'm thinking about whether or not we can get results together.
Richard:
I'm not unique-
Dane:
I know, Richard.
Richard:
Yeah.
Dane:
I understand, but I wanted to drill that thought down because I was showing you how I sort through if I were to have that imposter syndrome.
Richard:
Got it.
Dane:
It doesn't matter what you feel, it matters if you can get a result. It doesn't matter what you think about yourself, it matters if you can get a result. In terms of, ideally you're thinking good of yourself and you're getting results. I've never necessarily thought about am I an imposter or not? That was never my question. My question was can I get a result or not.
Richard:
Yeah, you mentioned it before, what's the fastest path to cash? Why build an acu product without selling it? That's just straight logic.
Dane:
Well, it is after you got your face kicked in the dirt. Very good. Maisie, how'd your story go?
Maisie:
Yeah, I've got a story.
Dane:
Let's hear it.
Maisie:
Before Carrie started working with me, she was overwhelmed with negative emotions that she associated with her birth. Her marriage was suffering and she was too anxious to take her children to the park. When she thought about her birth, she felt shame, fear, anger, and sadness, and she rated her negative feelings associated with the memory of the event as 10 out of 10. We worked together and Carrie shared her story with me, I shared a simple relaxation technique with Carrie and I supported her to view and process her birth from that relaxed state. After two sessions, Carrie was able to think about her birth without feeling shame, anger, or sadness. She'd rated her memory of her birth a four, and she was also amazed with the result because she'd struggled to believe that the technique would work. She was so happy and grateful that such a gentle technique could make such a difference to her life.
Dane:
Sign me up. It's really good, what do you think?
Maisie:
Yeah, I like it. It's good, yeah. Thank you, that was really a helpful exercise.
Dane:
Yeah, you don't got to say a darn thing about how cool you are. Show it, results are king, queen in this case. You did a good job with that story, too. I'm very excited, keep doing that and those can be Facebook ads. You're off to the races.
Maisie:
Cool, thank you.
Dane:
All right, Ryan. How'd you do?
Ryan:
I'm here.
Dane:
What assignment did I give you?
Ryan:
My assignment was to look out at the world and just tell you what I see.
Dane:
Yes, yes.
Ryan:
I've moved since then, but when I was looking at the mountain, I saw a ton of different paths on the mountain. Some of them were straight up the mountain, and some of them were gradual trails that go up the mountain, and then some of them go halfway and they just stop. I see I'm at a point where I just got to make a decision on what I want to do, and then choose that path.
Dane:
Yeah, and it also sounds like you're more aware to more of the details.
Ryan:
Yes.
Dane:
The details create a lot of success. It's those tiny details, really, really matter. I got a gentleman who was trying to sell hearing aids, for example, but hey come buy my hearing aids wasn't working. 50% off hearing aids wasn't working, improve your hearing wasn't working, crystal clear hearing wasn't working. What he found was that men didn't want to admit that their body was dying on them and get hearing aids, at least their hearing was dying on them not their body. Men didn't want to admit defeat. So he switched it to come try a free hearing study, people would come in, they'd put the hearing aid in and try the study. They'd rate if they heard better with or without, and then once the hearing aids were in they thought it was brilliant. They'd walk out with $4,000 hearing aids. All because of that one tiny detail.
Dane:
That's the tiny detail that you earn by failing. You're seeing those details on the mountain, you're seeing those slopes and with your perspective being able to see details and paths on a mountain, you'll probably start to pick up the details that are right in front of you through failure. The things that we earn through failure are worth millions and millions and millions of dollars. Wonderful job. Really cool to hear what you saw. Now, Marcus, let's go to you. Let's hear your sales pitch.
Marcus:
So I wrote down this. With our platform we will support you to save a lot of time and make more money with less resources. At the same time, we give your students a digital course that not only will help them to keep looking for a job, but to grow as humans and let their difficult time be the start of something beautiful and feel that the time they spent with you was a great time that they will remember for the rest of their life.
Dane:
Very good, just switch course with framework or methodology.
Marcus:
Okay.
Dane:
And you say, "By the way, we deliver this all online." Then, if they ask, you can mention it's a course.
Marcus:
Okay.
Dane:
Sick. Good job, dude. I was like, "Oh man, he's got it. He's got it, more money, less time, the trifecta."
Marcus:
I really appreciate it. I got out from my head and all this thinking too much and really to the core again. So thank you very, very much.
Dane:
Yes, it sucks, but who gives a darn about your mechanism. What's the result? Look at my app, my app is the coolest. Okay. Good job, good job. All right, so coming back to Mr. Paul, I think right?
Paul:
Yeah, so it wasn't so much an assignment as to look into the emotional freedom aspect of things with the somatic therapist.
Dane:
Right, I didn't give you an assignment, did I?
Paul:
Not necessarily, no.
Dane:
Okay, well what assignment have you given yourself?
Paul:
Definitely to see this through to it's completion, I'm not going to give up. That's for sure. Still unclear as to where, if I should stick with the same business idea, going to tour operators or whether I should move this-
Dane:
No, you just need to listen to this episode again.
Paul:
Yeah.
Dane:
Because I already told you the answer.
Paul:
I know, it was to find cash, wherever the cash is.
Dane:
Nope, I didn't even say that. You just listen to the episode again and realize that, it's probably triggering to be on here, maybe triggered anxiety, it may be hard to listen, but you'll have this episode soon enough. Reminder, it's to go to the parents and suffer like crazy for 60 days.
Paul:
Yeah, yeah, yeah.
Dane:
Just listen again when you're not putting your heart in a giant spotlight for everyone to listen to.
Paul:
Okay.
Dane:
You'll have more space to listen. All right guys, before we end, this is the longest one I've done. I appreciate your patience, let's just go through each one of you and say what's the number one thing you learned today? And let's start with Maisie.
Maisie:
I just learned that I've been selling things all wrong, so I learned that. That's the number one thing.
Dane:
It's like, oh I just realized my underwear's been on backwards my whole life.
Maisie:
Basically.
Dane:
My shoes have been on the wrong feet, no wonder this sucked. Very good, pleasure to have you on. How about you, Marcus? What's the number one thing you learned?
Marcus:
People, they don't buy the future, they buy the emotion, the feelings and how we help them.
Dane:
Yes, and even the smartest entrepreneurs we... The magic wand for an entrepreneur is consistent sales every month and that's the feeling of certainty.
Marcus:
Yeah.
Dane:
Very good, dude. You don't forget that, you'll be set. Then, how about you, Ryan? What's the number one thing you learned?
Ryan:
Yeah, I don't know, to be honest, man.
Dane:
Look at mountains, man. That's all you got to do.
Ryan:
Yeah, look at the mountains.
Dane:
Take a moment, take it in. Number one thing you learned.
Ryan:
I don't know if it's something we really talked about, but I just feel like I got to take a step back from things and just relax a little bit.
Dane:
That's incredible. So powerful and simple and incredible. Then, Richard, have we gotten to you? Number one thing you learned?
Richard:
A lot. I learned that I can change my family tree, I have to stop being selfish and just serve others. Thank you.
Dane:
Well, you're welcome and all the people that you're going to serve are going to thank you, too.
Richard:
Yeah.
Dane:
I've made the joke before, people have broken leg and you're trying to sell them a glove. No, forget about your broken leg, try my glove on. It's insanity in a way. Once you see, once you see it. Find the acute pain, find where the pain is acute, serve there. Money is effortless, people are grateful. They're upset if they can't pay you, they're like, "No, I have to pay you for this." It's incredible. Very good, and then Paul, I think we're left with you. What's the number one thing you learned?
Paul:
I think I just need to pay more attention to the emotional side of my life, I think if there is some hurdles there that I need to get over. I just have to recognize what they are and move beyond them.
Dane:
Couldn't have said it better myself, man. That's the juice. It'll help a lot, it'll clear the brain. Good job, everybody. If you'd like to know the number one thing that kills people from being successful in entrepreneurship, it's really simple. It's them trying to do it alone, trying to do it without mentorship, trying to do it without accountability, trying to do it without a way to focus, trying to do it without somebody helping you along the way to get your mind straight. Right now, I'm running a yearly mentoring, accountability, and focus community called Starters, and you can learn more about Starters and join a community of amazing entrepreneurs all practicing and living the principles from this podcast and this book. How do you get good at this stuff? Practice. How do you get even better? Being around others that practice. How do you become unstoppable and just move no matter what? Community, community, community and not just any community, but community of people that don't shame you for wanting freedom. A community of people that don't look at you weird for saying you want more. You can find that community at Starters.
Dane:
If you go to startfromzero.com, you'll see our products up top and then you can go and find the Starters program. We would love to have you, and we also have a good fit quiz that you can take on that page, because not everybody's a good fit for Starters. So, if you go look at the starters page, take the good fit quiz, and it'll tell you if you'll be a good fit for that program. Listen, we don't accept everyone because we're obviously not for everyone, but we are for certain people. If you'd like to see if that person is you, go to startfromzero.com, look at products, find Starters and then fill out that quiz. We look forward to supporting you and mentoring you on your journey. (music)