morning morning good morning one more time to make sure I have everyone it has this attention good morning there we go my name is Paulette zapatti and on behalf of all of us here at the strategic coach a very very warm welcome if you were to search the world over looking for the top entrepreneurial coaching organization all arrows would point to this very spot for over 45 years Dan Sullivan has worked with some of the most successful brightest entrepreneurs from various different industries and they all remark on his tremendous ability to understand their own personal unique challenges to offer strategies that create breakthroughs make no mistake dan jump inside your brain swim around and they're a little bit and he's going to leave you a different person than when you first came I have been fortunate enough to have the Dan's friend for 27 years and there is no question that he has that wit and the humor that is going to again be everlasting from this moment so warm welcome for Dan if you could put your hands together right [Applause] raise your hand if you hope this is actually gonna be good me hi I hope I hope it's really good anyway the whole purpose of strategic coach is to expand your freedom and there is four freedoms that really are possible for entrepreneurs that generally aren't continually possible and one of them is freedom of time actually the main currency for all change and entrepreneurial life is getting back time so the second freedom is freedom of money that with freed up time you can actually produce better money and more money okay how many with you so far free freedom of time and money and then the third freedom is actually freedom of relationship and that would include who you work with inside your company and the type of clients and customers you have outside of your company and I always say that one of the freedoms that I notice in the program is when a person gets to the point where their biggest check the biggest check they're getting is from somebody they don't really like and they fired them and that's a tremendous freedom that you could fire the top cash flow planning customer and so there's little checkoff points where I can see the increased freedom in entrepreneurs lives and then the fourth freedom is freedom of purpose and what I've noticed is that as you go along you begin to realize you haven't just created a business for yourself you've created a vehicle for accomplishing everything else in your life okay and that becomes your purpose and all this these four freedoms work together so just to look at this and I'm going to take you through the concepts that really underlie the whole program so I'm going to give you sort of the math and then I have five entrepreneurs here who are at various stages of strategic coach and they're going to fill in the territory they're going to show how these concepts actually work but first thought is there I want to give you the eight reasons why small businesses stay small okay and just as a statistical point of view if you take all the incorporated businesses in North America and you include the US and you include Canada and then we're also in the UK so I would include the UK as 75% of entrepreneurs the moment created a job for themselves they used to work for some jerk for 40 hours a week and then they created their business so that they can work for some jerk for 60 hours a week it's just a job and it's not really a business and really all the power being in entrepreneurs to actually have a business that will eventually become self managing business so you get freed up and then becomes a self multiplying business okay so that you're continually freed up to do the things that you love doing as an entrepreneur and doing entirely new kinds of projects all the time and that's really our goal and so I started as one-on-one coach in August 15th of this year I just entered my 45th year coaching and the program last Tuesday Tuesday of last week November 13th is the start of our 30th year of the 30th year of the program and it's just grown and grown and grown and essentially we get high on our own supply you know in other words that we practice what we preach and it's really this amazing conversation that I personally in our entire coach organization has had entrepreneurs about what works what doesn't work if you were doing something kind of the same next time how would you do it better and I've got a great belief I just want to share a thought with you all of you right now are operating at a hundred percent of capability everybody in the room is operating at a hundred percent of capability and I have a firm belief that there is no room for improvement but any improvement you wanna make creates more room okay so there isn't some ideal that you're supposed to get to in fact the way you are today is actually ideal for today but you may have some ideas for new improvements for tomorrow so I just want to get that across none of you in this room are failures none of you in this room are disappointments okay you've been successful long before you came to us this morning I just want to indicate a path that will actually allow you to see new improvements out there but whatever you do you'll always be a hundred percent capability even if your capability ten years from now is ten times what it is today all on the way you should be very very happy with your progress ok so I'm just going to show you something here and I'm going to show you why the 75% of entrepreneurs who are small small businesses will stay small businesses and the first one is if you take a look at whether they have a mindset of scarcity or a mindset of abundance they're mostly concerned about scarcity obviously concerned about scarcity there isn't enough of this there's enough opportunity there's not a minute enough good people that could actually be part of my team worried about the economy so rather than seeing the world as abundance they see the world as scarcity the second thing is that they're more taken up with what didn't happen in the past and what could happen in the future okay the third one is they're in a business where it's strictly transactional they've got something to sell and somebody has some money to buy it and they make they the transaction is made but there isn't any growth and actually transforming what they're doing in the marketplace it's all transactions and what that does that really drives you towards price having lowest price you have to bid on everything and you're always worried that somebody might have a better price than you do because you're in a transactional world not a transformational world the next one is that you're more concerned with security than opportunity okay and so in some ways in becoming a small business person who's basically just a kind of a job you've you've actually ended up with the worst of both worlds and that is you you aren't guaranteed your security but there's no safety net for you there's no safety net for you and this is kind of when you see scarcity past transaction security the other thing is you're worried about competition and not opportunity for security and collaboration and the other thing it's about getting to a point where you have status and not growth so one of the things I find that you don't have to worry about status have if you have your mind on growth growth creates its own status but status does not create its own growth does that make sense what we're saying and the other thing is that the emphasis is on ego and you know you know I'm number one I'm the smartest guy in the world in the room rather than just focusing on capability and the other thing is every dollar you spend you see it in terms of cost but you don't see it in terms of investment okay I'm just pointing that out too because I've been coaching for 45 years kept track of the mindsets of entrepreneurs those people who grow and those people don't grow and if you go you have someone like this you've gotten almost none of the benefits of being an entrepreneur but you've gotten all the punishments of being an entrepreneur okay so I don't know if you believe in the afterlife but you don't need hell in the afterlife if you got if you've got this in this life all right so I've got to show you a single concept that really changes this and this is almost like the microchip that is underneath Neath all the growth in strategic coach it's the it's a single thought process and you're going to get it in about five minutes okay you will be a changed person five minutes from now and I'm just going to show you what it looks like so this is you okay and you have goals and you see in the future things that are bigger and better how many of you right now are listening to me with a half brain and you're listening half to what I have that it might be possible but what's really on your mind is a bigger and better that you have in a lot of different areas of your life business life personal life you have bigger and better how many of you have a bigger and better in your mind that you walked in the room here this morning and what it means there's a future you that you have a very clear picture of and intellectually you've totally engaged with this but emotionally you're also committed to it but you're frustrated because you're not getting there how many of you have that yeah yeah you have this okay I have this okay all humans have this seven point seven billion now that is and so what I'm describing is not something that's peculiar to entrepreneurs it's everybody all humans are born with a drive I think it's DNA inside human beings to become more capable how many of you ever since you can remember you wanted to become more capable and that means that you have to have this ability to actually actually see into the future see yourself and you can measure a difference so there's a measurement to it there's there's a timeframe to it and also life is better when you have that because more things become more capable so everybody's pretty clear so far now here's where all the trouble comes in when you have a bigger and better goal you immediately say now how am I going to do that and this is where all the trouble in the world starts and the reason is that the educational system from age four I understand now that junior kid at kindergarten they have crimes you know at the end of junior kindergarten four years old really wealthy kindergardens they go to Paris on a class trip but from four years old to let's say twenty one years old some people twenty five years old I had a classmate at college where I went to college had thirty four he was still working on advanced degrees and he had he had four PhDs before he ever went into the marketplace because he was worried that he wouldn't know how to do things when he got into the actual marketplace so the entire educational system that we have today was mostly despite mostly created for a factory based bureaucracy based economy which has more or less ceased to exist where you were graded on you doing the how and getting really really good at a particular type of how how many of you can remember that and if you asked to actually work with someone else that was called cheating so can I take my test where so on self that's cheating can someone else help me with my paper that's cheating when you come to do everything so all on for the first 20 years for everybody's lives it's about learning how to do something and then you get into the marketplace and you hope that the how that you've learned actually will be paid for out in the marketplace so the big shift that we make in strategic coach instead when you do bigger and better you say to yourself had how but who who can do my house how many of you if you look at your actual success as an entrepreneur it's where you refrain from asking how am I going to do this but you say who is that who's going to do this for me how many of you your biggest breakers I'd go back 10 years 15 years how many of you all your breakers have come when you've refrained from you being the person who did the house and you actually identify to who who can do the house well that's it we have coffee afterwards and we are I mean is great okay so I've got five friends here and I'm going to call I'm Paul bourbon air first so Bert Paul started working with me as his coach in July of 1987 and I've seen him every quarter for 31 years okay so Paul the whole concept of applying this over 31 years what does it actually do and just stand so everybody can see you already probably one of the biggest breakthroughs that as all the breakthroughs that I've experienced over the years and there have been many and it's it's interesting that you almost develop a habit of creating breakthroughs so they don't quite have the impact until you Chronicle them in retrospect and I think that's one of the strengths of the program is that quarterly won't call it being accountable but I'll call it being appreciative or have some gratitude as to what really is going on and so certainly in my case I I've grown the team over the years and that's not coincidental with when the growth has happened is when you when you find who's they don't necessarily have to be part of your organization it can be arm's length away you know sort of dotted lines if you will but as soon as you relinquish the concept that I have to learn more be better fix my sleep missus when you free yourself up from that and realize that there are other people that are dying to do exactly what you need to have done and all you have to do is reach out to those people that's an extremely powerful business model if you will yes it actually predates social media by about twenty years because that's exactly what's going on today is what we were doing in the eighties I don't know how you knew that and why we aren't worth fifty billion dollars but no but I think that's that's the keys it takes the pressure off of success yeah yeah so the thing that I want to talk about here is that our training from childhood is not to do who not have our training is to become better and better at the how but as we can see with automation and with technology a lot of the house that can be described actually disappear over time they're not there the value isn't there what we have here is that if you follow the how basis in life I'm going to get better and better and I'm going to get smarted as an individual what's going to happening as your life is going to be mostly as you go along irritating and okay at best it'll be okay at worst will be irritating and how many of you feel certain irritations and you'd like to actually free yourself up from irritating on ok because at a certain point you're going to want to retire because you wake up on January 1st and you look ahead 365 days and you'll say to yourself this is never going to change this is never going to get any better and a lot of people are feeling that ok and I'm going to have Kate I'm going to have Kate talk because Cait met somebody that we have worked with in the line of a supermarket and she liked the message that came across in the supermarket so how many years now 2015 15 yeah but when we first met you I think it was about 15 or 16 years yeah so talk about what who not how has done for you okay and today I'm okay yeah so my my business is law so I'm very much trained in the how that is how I came to like very good at school but when we're talking about the irritating and okay that was my business I liked it very much but there were lots of irritating things I have found the engagement in coach well it's doubled my income twice and the reason why it's doubled my income one of those reasons was to do with the who so the who just even having my own personal assistant doubled my income because in law we each share in law firms you share and when I was able to create my own business to create my own team and have I have changed businesses a few times since being in coach the who piece has really radically changed my income first of all doubled it but the amount of excitement and the tasks that I do are radically different from when I started so I am completely free to do the work I love you know in even explaining today about what I do there are very few lawyers who can look you in the eye and say because I don't feel like I I'm putting up barriers for my clients I am able to now transform it's not transactional it's very much transformational what I'm doing within my work so the who in my team the who in my interactions with my clients the groups with whom I partner I'm now even coaching other lawyers so my who is I've made my you know my competitors my customers which is something I learned stay tuned it's a good one that piece has really again changed really everything about what I do so and if I remember Kate the first time we met you while we are having a discussion you were putting an average 65 70 hours a week yeah and one of the things could you talk about the impact on personal life every aspect of my personal life has changed but the yeah so at the beginning I was really good at working 12-hour days excellent at it billable I worked 8 to 8 every day often 8 to 11 really good at that my hours now I work 9:30 to about 6:00 and I never work in the evenings and I don't work on the weekends I was 8 so when I was first working in law my ability to meet people involved getting on an elevator and hoping somebody I could meet someone romantic partner option in the elevator well you found that you met us in the supermarket buy to be challenging sorry single for a really long time and ultimately met someone on a trip to Copenhagen romantic story and because I you know over time I started to really invest in myself what I wanted to do and I really loved traveling and so that's ultimately once I had more control over my own life in my own business I was able to really know who I am so it's clear about what I really wanted and a life partner and was able to go on a trip so meeting someone in an elevator was expand into options available in the world so I mean yeah so strategic coach can guarantee you a life partner no but can really I mean I think one of the things I really love about coach is it doesn't separate your personal and your professional experiences there are it is so integrated it's who you are who you want to be in the world because when you try to separate it out it creates these false these false walls and it really is about who you want to be in the world yeah yeah so so anyway the thing is that what who not how does is actually make the future about your future okay so I don't know the goals that people have because that's really unique to you and so everybody in the room here is working on a unique future but if you do it how it's not unique it's like everybody else but if it's who there's no limit to the who's that you can actually bring into your life as your goals get bigger every bigger goal triggers new who's some of those are inside your company we now have virtual companies we now have ways that you can connect around the world some people our clients work with people in India they work with people in Vietnam they work with people in the Philippines and this is just part of their team which they can do because of electronics and micro technology now let's go the other so what happens is that there's a fatigue factor and and so just to I did not I did the audio portion so the new book called who not how comes in next Tuesday and I was talking about that all my greatest breakthroughs that were enjoying right now happened after I was 70 so I'm 74 and my productivity is easily 10 times in my 74th year than it was in my 70th year okay and I was good I mean I was good can I talk about the single most important moment of my life can I talk to you Babs would you stand up yeah so Babs for her birthday last year we made t-shirts for everybody and says no Babs no coach coach because without Babs I'm just a smart drunk worried about the ranch ok so I met her in 1982 and were just a perfect kind of partnership both in our personal life and also in our business life and she was the who who made all the house that we have in strategic coach possible it's the teamwork with them so I just widened a minder a dresser yeah all right so that's fatigue and I was getting fatigued ok because all those you know transaction scarcity I was living in that world now what I'd like to show you is what happens when you go the other direction you don't do the how you do the who who does the how and they do the how better than you could do the house and that's the whole point here is that there's something that you're uniquely good at and in the program we talk about a concept of unique ability there is an area of activity that you absolutely love doing it's actually what attracted you to go out as an entrepreneur in the first place it's actually when you have winds in your life you're actually operating according to an activity that Earth's a series of activities that really are energizing to you so it's very fascinating motivating that one you once you switch over to the who not how concept and what happens is that your life just energizes you and what happens then and I'm really noticing it that one of the first things that we do in your first day when you come to strategic coach almost within the first two hours we ask you a question at what age are you to die and when I was a kid people said well you know something nobody knows and that's what when they're going to die and yet I've asked the question 20,000 people and everybody knows when they're going to die and it's very very interesting okay so my goal is by the way I should tell you as 1:56 okay and it happened in 1987 and I was noticing that there was a lot of talk about the end of the century okay so we were approaching the end of the century but we were also approaching the end of the millennium and everybody was interviewing all the newspapers all the TV were interviewing people who had boomer born in 1900 to ask them what their experience had been for the first 87 years of the 20th century a very fascinating I mean lots of changes you know they've gone through you know they were born when mostly there wasn't telephone there wasn't electricity I grew up on a farm I was born in 1944 and our farm had only had electricity for 16 years you know there weren't tractors there weren't movies there wasn't radio and yet these people had lived very full lives and I found it very very interesting and I said boy it'd be neat to live an entire calendar year century so you start in the first day of the century new live so I said I missed the 20th I was born in 1944 I missed the 20th century so I said I'm just going to take the 56 from the 20th century I'm going to add a hundred in the 21st century so I've been thinking this thought for 31 years and that for after about year three I went and woman I thought about my life the number 156 comes in so I'm not even halfway as a matter of fact in 2022 I'm going to have a party which is called my halftime party and that's that's when I'm 78 which in United States and Canada is the prediction when most men are going to die 78 and I said I'm going to go to 156 now a lot of people say why I just think you're setting yourself up for disappointment and I said well not me I'm gone you know it's like it's like it's it's the people who have to clean up my messes afterwards is really the disappointed people but I'm gonna ask Rahul because Rahul is actually what your of the program finished the fourth year of the program so talk about the experience so far stand and yeah so so I believe he's kind of a rookie here it's all your gear for yes I just finished up my fourth year and it's been it's been quite a quite a journey and an experience come what you do yeah so I have my own construction company commercial and residential so I just finished my fourth year my wife actually just joined who I work with don't recommend what if you have to go wait there are ways around it and that through coach we figured out a way to properly work together while segregating up personal life as much as we can the concept of three days has been instrumental in just still being married today mm-hmm to be perfectly instead of always talking about work but through the four four years much like thing we we've actually grown twice in sales twice and profit in four years it's it's definitely to do with the who once I came to that realization that I can't be everywhere and do everything and still provide the quality of service once I had that breakthrough it was actually a game changer for me I also went through Dan spoke about the unique ability actually went through the process and I figured out my unique ability and it is very true when you work in that in that space that just comes naturally to you it is the mode it does not feel like work there's no feel like a job for me it's engaging with people could be my team my clients could be my friends when I engage with them it comes naturally my team is really happy to be part of the company part of the whole framework and it's just brought us a lot of success and freedoms like you for freedom's yeah yeah I'm going to show you what this looks like over a 50-year career okay and I actually have this in your folder there's actually a diagram that really shows this whole model so I'm just going to use a 50 your framework okay so you're you extend your life out over 50 years and so let's say 20s to 70s and if you do how and your life is completely about how you know it's about just what you do from a transactional basis in the marketplace is what your life looks like it looks like how and gradually you go out you'll be really successful 20 30 s and then 40s you start losing the juice and then you say the magic R word retirement and it's an email to the universe for death to come and get the body time to recycle recycle the parts recycle the parts and I've just seen it over and over and over again and that's why you don't want to have status as your gold because the moment that you think you're going to have a status in your life you will stop growing the moment that it's you know I've now got the house I'm in the right neighborhood my kids are in the right schools I belong to the right clubs I got more than one house that's status that's that's not an entrepreneurial goal that's a goal for everybody else the real goal is to constantly find ways that every decades you live things are more fascinating and motivating okay and so this is what it looks like if you focus on who usually you have to live on your house when you first get out of school and you get in from workplace you have to live on your house but as quickly as you can you want to make the transition to who and then when this person is you know at happy acres playing bingo you're taking off like at 70 it's just unbelievable the opportunity the excitement and I'd like actually Darrin to talk about this because Darrin has really moved around the world done all sorts of things and I'd like you to talk about your the transition from being a great how and you had great house skills but then you moved to who so yep so and tell everybody what you do uh-huh I'm Darrin I'm four years in the coach and I've been doing lately oh that's right insurance lots of insurance so 21 years global insurance trust me insurance sucks awful horrible business what do you do is you go to someone say I don't have to pay tax and you're gonna die so there you go so that's been kind of fun so what we did was kind of try to get away from that so it sold a lot of insurance over the years Tokyo five years in New York five years London Sydney to to Kyoto one which is a little strange but Kyoto is good too so anyway so do a lot of how South Africa South Africa yes South after 17 years so that makes me a total of 42 so a lot of how eight years of mathematics and I just how the living out of myself for literally 20 years so that was fun until I realized who so now we don't do anymore how so now thankfully I have a lots of extras and other very very small people that do all the how and all I do is the hoot so I started in 10x like I said four years ago and it was a bit of a journey very difficult to relinquish control of the house especially when you have a pocket protector and you're heavy and math right so we had to throw the pocket protector odd start again so going in from 10x and - game changer which I'm sure Daniel Alou tube is where you change not only the company and your purpose but in industry and global outlook and what you do so that's been really really instrumental so if you leave with one phrase and one phrase only you gotta leave with my I'm gonna steal this from you Seamus t is you got to get hood up right who'd up like not hold up but I like what your mind is you got to get food up you got to get your food up pretty good alright cuz if everyone does the who's right you do the hooting huh okay you got to get that so get it up real quick and then come join us in this fabulous fabulous community enjoy thank you thank you alright so you're getting the impact of this and if you interviewed a thousand of our Coach clients we have 3000 in the program we're in ten cities were in three countries in addition to myself there are fifteen other coaches ninety percent of all the workshops that are done in strategic coach are handled by the other other coaches so my job every five or six years is create a new higher level of strategic coach and what that does it pulls the entire organization forward but I always want to be out front of the most ambitious of our clients so in other words I want to be useful and when can you talk about that because you've you've got a really much larger organization than most of the coach clients but can you talk about that in terms of you as someone who's traded really great business network here in Toronto but also in other parts of the world yeah so I'm my Glen McWeeny I started I've been in way longer than you guys five years and when I started coach we had about a hundred and eighty brokers I have a I had a real estate brokerage in Toronto now five years later we have three brokerages we have 500 brokers and we've also had the opportunity to buy the master franchise rights for Romania so which is exciting because I'm not Romanian don't speak Romanian I've never been to Romania so what could go wrong if you really think about it but the opportunity that I've big opportunity I think I've got from coach is just going back to your other diagram here which is getting out of doing everything doing all the house and really living most of my life and irritating and okay and now I've got a great team of people who we've lined up in their unique abilities where they get to do what they love to do 80% of the time and as a result you know they're self managed and self motivated and what it does for me is it just gives me more time to stay in fascinating and motivating which is where all my creativity that's right so I get to think more and do less it is a little awkward right now in this room because we have about 10 or 15 of our brokers who are members and I've got about four or five of them here so I don't really feel comfortable saying this but I really do nothing no oh really I used to do everything what I do nothing no but in fairness you have to compare it with who you were five years ago absolutely compared to who you were five years ago and what you were doing then you're not doing any of that absolutely yeah yeah thanks yeah yeah so no now now here's the thing there's two things that you have to take seriously about this that it's only about your dreams okay so it's not about other people's dreams for you it's not what other people say dreams are possible it's just about your dreams and then it's zeroing in on what you actually love doing and what you're really great at and anytime that you can focus just of what you love that love doing and what you're really great it creates enormous attractive energy that other people with skills want to actually be around you okay if you're just dealing with the complexity of how nobody wants to work with you because you look a bit like a downer okay and so a lot of entrepreneurs say you know where do you find the good people I can't find any good people and I said well the problem is there's great people out there they're just not looking for you because you don't have any energy you don't look like you love doing what you do so it's kind of like having a great party the number-one rule for having a great party is make sure the host has a good time and it's the same thing in business the great way of treating a great company is just make it look like the owners having a great time and you just attract attract people anyway so this is the the big view now what I'm going to do is I'm going to show you I'm going to show you what the program looks like so this is what your life can look like what I want to show you is what the program looks like okay and just to check yourself out I'm not going to go through this but these this mindset score cards that I've created right here for who not how you can do on your own and you can see that as you move from the left to the right your mindsets get better and your mindsets naturally translate into behavior that's very attractive to other people your appearance is very attractive and our program what we have is a different kind of time frame so the time frame that I tell everybody operate in when they come into strategic coach is 25 years so take your present age and add 25 okay so when I was 70 I did this again I had already done it once 25 years where I went from age 45 to 70 then when I was 70 I put a new 25 year plan that takes me to 95 and which means I still after that have another 225 year plans to get to 156 and I have to tell you if the medical technology in health science gets me to 155 I can probably renegotiate the 156 when I get there by the way the world's record is 122 and a half so we don't have that capability yet but the the whole point is oh and another thing I said if you're thinking about competing with your peers in other words people are your same age wait till you're 70 in your 70s they're easy they're they're really easy but these are eight mindsets and what we're going to do when the new book comes in next Tuesday on who not how you'll see the entire structure of this is in book form we have a two-hour audio and we have a probably about a 40 minute video and we'll send you the eBook version with a complete link to the audio so we'll send that out next week when it comes in and this you'll see the mindset scorecard will totally correspond to the book okay okay so you just look at numbers and you do it now I'm going to show you how the program actually works so we have three levels okay the first level is called signature levels the second levels count called 10 times ambition and as Darrin talked about he talked about the third level that we now have this game-changer but the entire program from start to finish is about you changing your game okay even though the top level is called the game changer the game changing actually happens probably today actually how many of you to a certain extent you've changed your game just in terms of what's been talked about so far you can't you're starting to say you know I could and the thing is you only change the game that's available to you and then when you change the game your capability goes up new goal and you change what's available to you so it's not a no if I had this ability if I had this ability nothing like that all the pieces if you have the who not how mindset all of a sudden these things show up okay so I'm going to show you the first level and this is called the signature level okay and what we're doing right now we've really experimented with a lot of concepts but we now have it down that each level of the program there's 12 game-changing structures concepts and tools ok 12 and each of them relates to who not house so this is who not how when you come in and the first thing you do when we get there is we change your personal game okay you change your personal game okay so Kate actually really did a great job for us talking about the game that she was playing before she came into the program and the first thing she really had to change was her personal game she had to change she was you know she was really heading for that downward how you know I mean she was really really she had no time she had no time you know she was just stay actually you were just a highly-paid factory worker and not that highly paid yeah and she had no personal life and if you don't have a personal life your professional careers of failure okay if you can't achieve in your personal life what what you know you have aspirations to and just how you lead your personal life and so the signature program as you master these concepts these twelve concepts your income will double personal income I'm not talking about company revenue I'm talking about your personal company and with extra personal income you can buy time ok the other thing so two times income and you also get two times whatever your personal time is now so for some of you that would go from one day to two days okay so the whole point is and all of a sudden you start feeling flexibility in your I've gots I've got maneuverability and that frees you up to identify the who's who actually can help you and that allows you to change your teamwork game and even if it's one person for ten hours a week and you shift things that you're doing you have ten hours of how's that switch to another person that gives you ten hours back okay and you begin seeing you know kind of the way I'm making money is I'm spending an awful lot of time with people who aren't worth it okay okay they kind of fired you quite a while ago but you haven't fired them yet okay so what happens is that your checks get bigger your checks get bigger and they get more profitable so what we see is that your there's about a two x better better clientele and what they're responding to is you're increasing fascination and mobile and motivation with what you're doing so it's all attractive but mean it all starts with you and this is what I'm saying is that what the world responds to is excitement and energy and when you show up excited and energetic you attract people who are looking for excitement and energy okay how many of you really got some of the flavor of this when we had our five our five entrepreneurs talked about that that there's this Casson increase and they're just doing activities that fascinating motivate them and they have this very powerful confidence that comes from having a self managing team by the time you get to this level and there isn't a timeframe for actually mastering the tools you'll master the tools when you master the tools okay and we have a higher level than the signature program and you'll tell us when you're ready to go into the ten times ambition program but the big thing is that you'll be operating 80 percent of your time in in your unique ability because you have a team a you a team okay and one of the things you begin to realize that you've done as much as you can do on your own doing your house you've got you've kind of hit the ceiling you've kind of hit the ceiling you know you can't you can't get any farther by doubling down and what you're really good at you have to surround yourself with people who and 80% of what you're doing they're actually better than you okay if it was a competition for eight hours on one day you could probably beat them but you can't beat them every day and they work every day they operate every day mmm so Babs and I started with Babs of me okay and Babs said you know most of what you're doing you shouldn't be doing now we have a hundred and thirty five team members we have fifteen other coaches and it's been probably thirty five little jumps where Dan we're going to take away some what you're doing you're not good at that we're going to have someone else do that okay so you know from a smart drunk worried about the rent too literally I would say 95% of my time every day I just do what I love doing okay which is creating new higher levels so this is the first one so this is the signature level and Paulette will give you the complete explanation of what's available right now but now we're going to go to the ten times ambition level so I have ten times ambition here and this is where you've developed such freedom in terms of your personal life and also your business life just doing what you love now you can think ten times okay and people said ten times how does the world normally yeah equate you going ten times what's it usually mean working harder and working longer and we said no no no you got to the point where you could think of ten times because you actually freed yourself up you know you doubled your free time and you doubled your income okay and that's because you just get to show up excited and interesting every day it's not a grind it's not like working in a factory so in the 10 times ambition we now take your personal freedom and the team and we start talking about changing your company game so let's talk about this a little bit Paul the changeover from the signature program to the ten times program well it started with the realization that it's a lot easier to grow ten times than two times and in an era where we talked about lower rates of growth and you talked in terms of percentages which are actually less than one to tackle ten times it frees you up it frees up your thinking and then it was a realization that it didn't have to be ten times everything like I didn't need to have 10 times more computers in the office I didn't need ten times more client meetings in a day but what there were a couple of things that I knew that if I got ten times and those two specific areas that wonderful numbers would happen and there'd be other 10 times and I might even do another 10 times on the first 10 times so I think that there's this idea that as I say first of all incremental growth is much more stultifying because you're just improving what's already there sometimes you're going to go in and blow something up and start over and that's what thinking in terms of 10 times so going into the 10 times program I've been there now for I'm on my second year is you have the tools to even think about that like normally when you're thinking about how am I going to grow the business because I need an extra dollar number or an extra percentage rate of growth that's what you think about is I got to do more how and I've got to do it just a little bit harder in the better numbers will fall or you know I'll change accountants or something other than blowing it up and saying I've got a fundamentally what was really interesting is our VP operations her first name sue I said sue if we were to be ten times our size today what would we look like and I thought that'd keep her busy for weeks she came back that afternoon with the model so you know what sometimes your team members are further along and are actually the energy there'll be a tailwind and you don't have to destroy things to blow things up and sometimes you have to knock them out of the way so it'd be interesting if the program was 50 times because then some really interesting things would happen little later yeah so the big framework here is the 25 years so I I say to a lot of people I want you to take the best year you've ever had multiplied by 10 and there's cheap I I don't know if I have enough time for that and I said well I'll give you 25 years oh I could do it in 25 years thanks Edgar Lee how long they take it on 15 I said in that great you get 10 times growth and you get ten years change there are no unreasonable goals for entrepreneurs there's just unreasonable deadlines hijra nurse don't freak themselves out because of their goals they freaked themselves out because of their deadlines so I give you 25 nobody thinks in 25 years most people you know if you can fake a quarter ahead and I said let's think 25 years so if we were you I gave you a hundred quarters because that's really what 25 years is and every quarter you just had to make change your game in five ways in collaboration with your team and you get to do that a hundred times but you don't really have to think too much further than the next 90 days just take your capability up there it compounds it starts compounding it's like compound interest and the whole point is make changes over the next 25 years that once you have established them they'll multiply in terms of their value every other quarter after that and you'll be able to think bigger you'll be able to see much more possibilities and what what you'll notice is that you're you differentiate yourself from everybody in your industry differentiate differentiate from everybody else in the industry who's focused on how so you're you're thinking only about who now and your constant progress is who's the next who who will free me up from even more how and then how can I free the people who are freeing me up from their house so that they can jump ok so talk about we'll start there and talk about first of all freeing yourself up but then freeing up the people who free you up sure so the first thing was I freed up my myself with the time management system so stopped working seven days a week where my son couldn't pick me out of a one-man police lineup so that was tricky so now we're down to three days so choosing Wednesday Thursday ultra focus Mondays and fighters are buffer days so Monday with the team Friday go to movies Saturday Sunday with a folk with the folks at home so that led me to sort of opening up the mindset big shift in person capacity in personal growth which then led me into changing my company which ultimately changed the marketplace in Canada for selling insurance so every year since I joined coach we've had four hundred percent growth every single year for four years four hundred percent every single you're not going to test to that strangely last year dan said to me so what's next and I said I have no idea so he said well wouldn't you like to go 50 times so I said I'll try so he came to me with an idea with Peter Diamandis and said why don't you take every single life insurance agent in the country and make them your client so collaborate with everyone and I was like well how do you do that it's kind of a competitive landscape up there so what we did is we came up with a very interesting direct-to-consumer model which now will completely revolutionize the life insurance industry in Canada and that's where the game changer came in and that collaboration was instrumental in moving us up and into the next level so 10x was great so we've been there done that and now we're doing 50 times so that capability came through free myself up mentally from all the nonsense so the first 12 things at signature and in the second 12 things that ambition and then now we literally take one capability that I have another capability that Dan and Pete adeimantus have we then blend those together and come up with a third capability which was impossible for us to do in silos but together we can get that very capably which is completely democratizing dematerializing and dissing democratizing the life insurance business so I had no idea to how to do that Dan's not in that business but together we came up with the idea which will rewrite the history books because of the game changer yeah I have a client and the game changer who on January sold one of his company for 1 billion dollars it's a high tech he can fast prototype almost any kind of industrial machine part in a six week period what normally can't be done in six months ok and so I told them you know he was offered a big check and I said well does it free you up does it give you freedom no the requirement was he'd have to work three years for somebody else and I said we can't have that and have that and I said and what about the money does the money come in all at once he said no no the money stretched out over three years and I said well that's not freedom of money and I said what about freedom of relationship what's going to be like working for people you don't like working for after you've been an entrepreneur all your life and he says yeah but he says you know it's a billion dollars I said yeah but you're giving up your freedom of relationship so it's a step back and he did and so I had him I sit on a single sheet of paper write down everything the way it's got to be if you were the buyers see he thought he was the seller but he's actually the buyer and I said make sure that the deal actually increases your freedom of time money relationship and purpose so he put it down the other side said no way no way understand how things are done he says no but I understand how they're going to be done for me and then he had to nervous weeks but he I said stick to your guns you'll regret it if you don't stick your guns and the company came back and said okay you can have it so he got a billion dollars one check next day he wasn't there and he the other thing he refused to sign was a non-compete no non-compete non-compete and he came back and he said I said see youth it was a really good deal for a seller but it wasn't a good deal for a buyer you're the buyer here and I would say this to everybody in the room you're actually the buyer you've already paid the price of being out on your own okay very few people do that so you have the right to be a buyer more and more every step of the way how much personal time do I want I want that mount of personal time what do I just want to do every day instead of doing a lot of stuff I don't like I just want that that's what you're buying you're you're getting the payoff for actually being an entrepreneur okay it's not what the world will give you it's what you actually wanted to create for yourself so one of the big things here is that you're 10 times capability you get a 10 times capability so when you reach the end of the signature program now I should say this that we have a lot of people are way ahead of the game when they come into coach so what we do is say we move them into 10 times for the first day they come for 2 days and the second day they get the signature program ok so we give them both levels at once I have a new group that just started three weeks ago 65 started and they come in and they get the 10 times with me and then I have a team that teaches them the signature program I have another group that's starting in April and we're already filling that up because they want to do that but 10 times capability but the big thing is that you become the thought leader for your industry okay and everybody in your industry as Darren was talking come to you and you say what are you doing I can't understand how you're doing it because they're thinking in terms of how but you're not doing how you're doing who not how and they they just don't see how you can pull this off and I said well the talents all around you it's your mindset that has to change it's not it's not your capabilities or how capabilities are any better it's just that you you're looking at the world in a totally different way okay and I would say the the next one is when you get there you have the ability now to think a hundred times bigger but you're seeing that as easier you say I'm not doing it easy enough yet to go a hundred times I haven't gotten back to can you talk about that because you're in an industry which is largely seen as hard labor seen as you know price enormous ly price sensitive so can you talk about what you're seeing he's not in the ten times program times but we have had a little bit a little glimpse of what the 10x could be and it's very interesting when I use some of those tools to project but could be sales number of people revenue but I just do it in terms of sales and then I bring that to my team and the first time the first time I did that they were like we're not going to accomplish this in in six years because my time frame was six years but when I went back to them and I said what is your growth plan how do you want to grow with the company so we can grow to that 10x plan and once I gave them the tools for them and empower them to take that next step and freed me from trying to pick and choose okay you got to take this course you got to take this course they took it upon themselves through that directly we've actually already gone once 10 times in the four years yes and who knows what the future will have yeah but the the thing is that there's a formulator here actually he doesn't think have to think any more than the next 90 days and five improvements you know five improvements that he's gonna make he and his team so because what happens now it's not just you doing the thinking it's your whole team doing their thinking and they have caught the you know they've caught the bug of saying you know you're from now I don't want to be doing this house so can you bring someone in to free me up because you can free me up I can free you up even more okay so it's this constant expansion of freedom of time money relationship and purpose that goes into your team okay so I one thing I never call the people who work here employees because employees means that their house who just do what you're told to do I look at them as all potential who's in their whole life and their role modeling me they're watching what I'm doing so I always have to be freeing myself up because it sets a good example throughout the company well you free yourself up to okay but we have to produce greater results so we can pay for the increased freedom of time and relationship you know and we you know when I look back thirty years ago when we started you know my criteria for someone being eligible for the program was the mirror test you know you put a mirror under the nostril if it fogs up there are prospect how many of you can remember the days when when you did that and and what you do is you start really raising your standards of what's acceptable because you're the buyer so the big thing if you're operating query according to who not how and you run into a how they're the seller you're the buyer okay they don't have the magic they don't have the magic formula okay all right so you get ten times bigger and what you start having here is a self multiplying company in other words you can be off creating new futures for the company and the company mobilize when you're not there how many of you that would be kind of neat that would be kind of neat yeah and that's a real reward for being an entrepreneur you know so self model playing cell phone to playing companies so we have self self managing company it takes care of everything that already exists and then it becomes a self multiplying company that were even when I'm off doing new things the company is multiplying and you get a sense of total cash confidence about that you know total cash confidence is a wonderful feeling and you get a sense of total operational confidence to that the operations actually moving okay but again as I said it all depends upon you just picturing yourself 90 days from now bigger and better than you are now working on five things as much as possible the things are being worked on is unique ability teamwork to do it okay so the last one I'm going to talk about here a little bit and this we just started this in April of this past year and I have 40 you have to spend at least a year in ten times program to do the game-changer and so this what I notice is as you change your company game and you change a do it green change your market game okay so you're not looking at the market really really this way and I'm going to tell you a great example okay so I go to the next level which is the game changer level and each of them has 12 thinking concepts so there's 36 concepts in the entire program and we are constantly testing these to see whether they actually deserve to be there but it's and it's all who not how so the center of this every one of these concepts is a dimension of who not have so I started this program and I had a man who's a cosmetic surgeon in Detroit and he 10 years ago was a staff surgeon in a large Hospital and he got really good at something and he created his own entrepreneurial company and three years ago he developed a very serious injury in his upper back which was vertebra and he was paralyzed for three months and he came through and he was a horse I mean he he was just a surgery factory workers ok knockdown very very highly profitable and he said you know this may be the end and fortunately found a good surgeon who does that kind of work and he was able but he had sort of a real transformation for 3 months about what he was going to do and I'll tell you what it is very very interesting so varicose veins ok this is actually in the cosmetic surgery field they can get rid of cosmetic or varicose veins completely from a beauty standpoint they're not there anymore and it's a huge business because you know to have varicose veins you don't want to show up with their lights you know because it doesn't look good but he said you know there's more serious problems with this and there's a condition of varicose veins where they keep progressing Lee get worse and they actually break the surface of the skin and they become open wounds and he thought about this and he said I bet if we just take our laser treatment that actually gets rid of them from a cosmetic standpoint went further I bet we could get rid of the actual condition completely in other words he could cure it he could actually cure this and it's never been cured okay 1892 the treatment that they had for 1892 and still an operation in all the major hospitals okay and the average cost for a person who actually goes through just to have it maintained its 96 thousand dollars okay but it's a technique that was available in 1892 there's been no improvement and part of the reason why there's no cure to it it's the cash flow is really good so he came up through his ingenuity with a technique that in three months for $5,000 she could completely cure it so he would go to these large hospitals and large clinics and he says the thing that you're getting paid ninety six thousand dollars before we can actually do it in five thousand dollars when they said who are you I mean do you know what this would do to our cash flow cure there's no cure there's disease management we're a public company we get paid for more and more disease management so what he did has he had one clinic and he developed two other clinics and they just went through the roof so you have to understand that he was really great at what he did and he did he did signature everything in signature and he did everything in ten times in one year ten times ambition and he said I've got this really really interesting innovation so here's how smart he was he said I'm going to make the technology company that actually produces all the equipment to do this I'm gonna make them into my ambition partner and I'm gonna go to them and say I don't want any money for this I don't want any of your money but you have 800 sales people and I want you to find me practices out in the marketplace that they would be open to having a cure rather than a disease management and they were usually cosmetic surgeons who were quite adventurous when it came to technology and this company had 471 market errors areas and they figured out exactly how many clients he could have and it's in the hundreds of thousands so he took over a practice in South Carolina another one in Tennessee another one in Kentucky this is in the last seven months okay the first one that he took over has done seven times revenues since he took it over so what he does he goes to the doctor who usually in their 50s and 60s and he said you got two problems you hate what you do every day when you you go to work because of all the compliance issues and everything else so so you hate your work and you don't know if you're going to get any value from your practice am i right or am i right and the guy said yeah he says well we have one of the big auditing firms actually tell you what your practice it's worth at the best and I'm gonna offer you 20% more than the best price you could get and I'm going to give it to you now but you can practice for as long as you want and your name can stay on the company I'm just going to take over the inner workings the inner workings so the first one he's done seven times in seven months and the others are like three or four he says I I'm going to pay for all my purchase of these companies in the first year well the technology company's been flat in this area and all of a sudden they're getting this big boost in technology so all their salespeople are competing to find practices that he can buy out and put this new technology he said in two years I'll have a hundred and fifty practices across the United States okay so he's created a new technology he's collaborating with the technology company it's very interesting I had never seen this and I'm seeing it all over at the game-changer that entrepreneurs are picking a particular individual in a and a corporation who's got career aspirations so corporate people don't have companies they have careers and a lot of them treat their career like it's an entrepreneurial company so he went to the guy and he said I can boost your sales and the guy says I don't want the rest of the corporation to know what we're doing here so it's just a handshake so what we're finding because he had done signature who not how he had done 10 times everything was who not how now and now communities across the country are asking if he can bring his technique into their community okay and Holly does every quarter five five new improvements okay he said in and this is all covered by Medicare by the way in the United States so the the old methods covered by Medicare there and he said in five years will save the US taxpayers ten billion dollars that's a game-changer so what he's doing is said he's changing the industry change the industry game and we'll go further than that Kate can you reflect on this and what you're seeing in law because law is really interesting okay how many of you think lawyers are kind of scum but not your own lawyer yeah so lawyers are really crucial we're living in a very complex society there's a lot of things that you just have to know of making a move anywhere so can you talk about what you're seeing from the standpoint of law now compared to 15 years ago sure so in in every industry artificial intelligence is being put forward as the panacea solution and so I go to all these conferences and all these lawyers are panicking because they do contract review and now now computers can do the same contract review that lots of flairs can do but you cannot replace the human connection of experience knowing what your clients worry about knowing what they need to solve so there and you can use all this new technology in ways that promotes that part of your brain and practice so this is it's a huge game-changer in law getting technology now to support what what you do I'm using game Chan changer concepts to take transactional legal services and make them in so I teach now more than I actually do legal services and I help the so I do a lot of privacy law most of my clients I do health care law my clients or hospitals they work in youth mental health centers I do primary care practice work and one of my client groups are privacy officers and one of the things I used to do was was answer their questions but now I teach them to know what the questions are I teach them so that they feel confident in what they're doing and I think from a legal perspective we trade in fear we trade in knowledge hoarding knowledge to ourselves and with the democratization of laws and legal practice and computers can answer those legal questions for you I think we have to as lawyers change our own games to think of we now we can help you feel more confident answering those questions directly and get involved in more complex deals the the run-of-the-mill issues that no lawyer really likes to do anyway can be done by artificial intelligence yeah Glenn because you've seen massive change in the real estate market hmm kind of resonant with what Kate's talking about in the legal industry well yeah we're seeing a really big movement right now - anywhere from a concept called the eye buyer where these people will just buy directly from consumers bypassing the agent completely they're usually investors who are buying at a discount we're also seeing a really big competitor called Zillow in the United States which is really now bought it has the app it has the all 65% of the appraisals in the u.s. it has 70% of the home inspections it has a mortgage company a loan company a rental company a property management company like it's you can just see what they're doing together around it so you know our goal that we talk about with our HS all the time is like your whole job is just to keep adding value constantly to the consumer that's the mode that you build around your business isn't is how much more value can you be heading and the higher the value is the deeper your moats going to be yeah so the thing that I'm seeing so I've been at coaching for forty five years and I've really paid attention to technology and my and I'm just making a statement here that I believe that the single most important industry of the 21st century like management was in the 20th century is coaching okay we do Darrin would you say you're much more of a coach today than when you were before absolutely so I definitely think that cochise is for sure the the next step in the entrepreneurial journey so ever in sort of the entrepreneur is the vanguard of society we are the Knights of society running around sort of doing the best we can but coaching is the next step above that and when I stopped housing and went to the hooing I also stopped doing so it literally hooing rose on high oh so pretty much like Glen I pretty much do nothing except run around and coach people how to do better and how to do sort of certain solutions better so your coaching is 100% pretty much the next step in your entrepreneurial journey and if you're going to be a game changer all you're doing is being a coach yeah yeah so the the key here is that you will meet people every day who are bogged down in their how and as you master who not how in strategic coach you will translate that into the language of your particular industry and you'll be the person who can show someone who's bogged down and how how they can find the hoos to actually do that and that's real wisdom that's not data that's not information that's not knowledge that's wisdom and in order to coach someone you have to be totally totally interested in what their life plan is okay their unique life plan okay and artificial intelligence cannot do that artificial intelligence can do repetitive activity at levels that we can't even comprehend okay but we don't understand electricity but we use it so if you free yourself and you're constantly growing for the rest of your life I'm really talking about the rest of your life here because if you're like me and you're 74 and this is the most exciting time you've ever had in your life you're just going to be involved in creating value for the rest of your life and then one day I test pattern you know you're finished but think about leaving your whole life with no retirement okay and you wouldn't retire because the next quarter is going to be more exciting than this quarter and that's a capability to always have a bigger future in the next quarter then you during the past quarter okay and it's just a set of mindset so what you do and we're noticing that if you can do it for a whole industry you say well I do a whole industry in my own country but I can do I can go to other countries with this so it's it's really interesting but it's always just what you're going to do the next quarter yes go ahead just wanted to add that the the biggest breakthrough out that I think most of us have got a coach is resetting every 90 days and in addition to that you're in a room full of entrepreneurs who get you you know it's very lonely for many of you to be an entrepreneur because most people don't get you don't understand you you're totally different from everyone else and you don't have a community around you and what they want to talk about usually finding totally boring because you're very much into growth then and building and all was growing and I find that when we're here in this room every 90 days and you know a lot of us go out for dinner beforehand or go for dinner afterwards but you sit around the table and everyone's sharing what their five goals are from the next 90 days and it just you know it you know pushes you to even set bigger goals and your excitement absolutely you learn from it so Mike a lot of people their goal is to be the smartest person in the room my goal is to be in a room where everybody's getting smugger okay because that expands my mind okay I've got good intelligence it's good enough anyway but it's not going to get much bigger just thinking about my own intelligence it's my ability to tap into other people's intelligence that's really the key so and really my goal is global domination without having to do any of the work global domination makes total sense if you can take more free time off and but the so this is industry transforming and you don't have to worry about it what I find is because I seen more and more you become industry transforming and you take them tons of free time you're only doing what you love doing and this is a progression that's why you need 25 years but every quarter is better than the last quarter every year is better than the last year and there's no limits in sight as long as you stick to who not how one last thing I'm going to go back and I'm going to go back to the I don't know if I can find this yes I can't so I started with why small businesses stay small and I gave you all the negatives but then as you go through the program you begin to see that there's more and more abundance if you do who not how your future keeps getting bigger if you do who not how your work goes from transactional to transformational who not how there's more and more bigger opportunity who not how collaboration more and more collaboration who not how growth who not how capability who not how investment rather than cost who not how and saved me 45 years to work through I put in about 50 60 thousand hours as the coach over 45 years and I've come to I said for everybody on the planet it's just who not how and let the machines do the rest of it okay thank you thank you Dan and to our panelists