I moved to San Francisco because I wanted to understand how these 20-year-olds built billion dollar companies and I meet a guy named nval robicon remember I was talking to him once about leverage the best entrepreneurs have the biggest output for unit of time time multiplied by leverage equals output and this is what I learned the ball taught me this there's only four Master skills to creating leverage once I understood this I understood I only had four things to go become world class at and I could have anything I want in my life most entrepreneurs when they're growing their business it doesn't matter if it's their first 100K or 300K or million they get to a place where growing is painful and in that spot they usually do one to three things they either stall okay they say to themselves this year I made more money last year than this year I'd rather slow down right and um and and just not grow the problem with that is that the Market's growing right gross domestic product grows your customers will demand more from you this year than last year and the the worst part is your top people if you don't create a future that's big enough for them then they will go find somebody else can do that does that Mak sense your dreams right this sound your dreams have to be bigger than everybody else on your team's dreams and goals write it down so that's St number two sabotage this one's fascinating some of you guys don't even know you're doing this I have a friend of mine Tracy business was going through some challenges 6 months of Hell we've all been there it's tough and in that storm Tracy tells herself I need to give myself a break and she decides to take a 4-we sabatical do you think a company that's struggling the CEO of the company should take a four-week sabatical yes or yes no perfect you guys are on the same page this great but she didn't realize she was sabotaging her success she had opportunity to keep growing because when we're going through the worst just so you know this when we go through the worst we're actually developing our skills to get to the next level huge okay so understand when you're challenged you should say thank you wey opponent this is going to shakee me to become the person I need to become to get to the next level instead Tracy went on to sabatical she missed the opportunity to grow the third is sell my buddy Jason calls me one day and he's like hey man I think I'm going to sell my company he has an agency 2 million in Revenue been doing it for about seven or eight years and it just became really tough and I said Jason write down all the stuff that you don't like about your business today and he made me a list and I said if those things weren't true would you sell the business he's like no I said well let me invite you to consider a different perspective I know you want to go do something else you think the grass is greener here's what I know you've just hit your new complex it ceiling we all have them write down complexity ceiling complexity ceiling anytime it gets hard I want you to look at that term I said it doesn't matter if you solve it now or you leave and start something else you will hit the same level of complexity where you decide I don't want to grow anymore it's your pain line so what I want to share with you today are three strategies to overcome that pain line the first principle that I want to share with you and it's a universal principle it's the buyback principle we don't hire people to grow our business we hire people to buy back our time it's a calendar over a capacity strategy see most entrepreneurs when they're growing they go well now I need to hire another logo designer I need to hire another real estate agent I need to hire another um you know electrician and I would say no you start with your calendar first because here's the deal if you do the second you get the first but if you do the first you definitely don't get the second most entrepreneurs get to about 1.2 million about 12 employees where their life starts to get really painful that pain line is screaming at them every day because they violated this rule this is the framework draw this Loop okay it's a loop you need to go through these three steps to move forward so every time I hit a pain line okay today I own dozens of companies and my calendar completely shifts two or three times a year so I'm going to teach you the exact same thoughts of how I look at my calendar every time I hit my pain line first step is we got to audit we got to audit our calendar for time and energy it's not enough to just look at what we're doing that we could pay somebody else to do it's what are we doing that sucks our energy what I call green or red stuff if we can replace that with green we will transform Our Lives then transfer is the ability to give what we're doing today the work to somebody else but check this out without taking any extra time using the camcorder method and then the third the problem with Phil is most people get to the first and second step and then they decide to do a 4-Hour Work week I ain't here to do a 4-Hour Work Week okay I'm here to teach you guys all how to create an empire and that word might scare some of you but let me share with you my definition of empire you want to write this down a life of unlimited creation you never have to retire from a life of unlimited creation you never have to retire from that is an Empire if we fill properly that new found time then we continue upward if we don't know what to focus on when we find that extra time then we will just repeat that cycle and some of you guys have been in that spot you grow you go down you grow you go down maybe not you maybe the people out there maybe somebody you know out there right up down up down they oscillate if you follow the buyback Loop you'll continue to grow and that's what we're here for today million-dollar companies were not built off $10 tasks write it down this is math 101 there's not enough hours in the week for you to grow if you're doing $10 task and we have a lot of mindset monsters and beliefs that just won't support us to actually scale the first key strategy I want to teach you about is the replacement ladder so I want to ask everybody to write down if you are starting from scratch today and you had the ability to hire your first employee who would they be write down the answer who would you hire first I want everybody to write it down who would you hire first that lower go all right we're going to start over here I want to hear some answers what do you guys gotes sales anybody else what do we got copyrighting cool sheet metal roofing so somebody can do sheet metal roofing perfect and anybody else VA anybody else cold callers assistant anybody secretary recruiter I love those here's here's the fun part is uh I can tell the maturity of your business Acumen by the hire yeah they're Versa and it's because I've been doing this for 25 years there is a strategy that I learned from this guy Richard Branson okay now here's the cool thing about Richard Richard's the billionaire every billionaire wants to be like it's just true he whatever you think he is how he is is exactly who he is in 2016 or 15 I got a I got a cold email from my buddy out of the blue hey Den um I'm getting together with Richard Branson in verbi Switzerland do you want to join hm let me look at my schedule yeah clear of course I want to join like I grew up reading his books it was so funny cuz it was I got the email in May and I thought it was an April Fool's joke but I'm like it's May it's not April like and it honestly it wasn't until I was in Switzerland at his house AKA Lodge 16 bedrooms 20 staff massive in that living room sitting in that couch and Richard comes out from the back and actually comes in and says hi to everybody blah blah blah that I actually believed he was showing up like you guys got to understand you want to talk about impostor syndrome it was so strong in that group of people was Tim Ferris the the founder of square you guys know Brian Johnson the blueprint guy right now he's doing all those like weird life hacking stuff he was there he just sold brain tree for 600 million and there's this Canadian kid that I got invited because some guy that invited to a dinner liked what I was building at the time and said you want want to join and I was just like Dan just don't say anything stupid it's you can only go downhill from here you made it in the house don't get kicked out so I just I just shut up and paid attention and I'll be honest you all I was looking for I wanted to understand how does a guy some of you may not realize this Richard Branson has 400 companies in the Virgin group of businesses that virgin group of businesses that hold Co has two CEOs I wanted to understand how he thought about scale and leverage and I just watched I watched how he interacted with his staff I watch how he manages time and this is what I saw that I didn't expect at the time I had a virtual assistant I had assistant over the years right we've all had them what was different was watching Richard essentially anything that came into his life went through his assistant Helen and every morning for breakfast they would sit there for 60 to 90 minutes depending on what was on Helen's list she would review only the things that she didn't know how to deal with she didn't know how to route she thought Richard would want to know about and they just had breakfast they talked and then the rest of the day he came skiing with us that's how he ran 400 companies do you guys want to learn the other stuff that I learned from Richard yes or yes perfect this is the replacement ladder we start at the bottom we work our way up why let me tell you two different things one it's the lowest cost to pay somebody to do the work for the biggest time purchase back in your life if you do it right so that's why there's the outcomes so level one you might be feeling stuck in your business is because you don't have somebody to support you on your account and your your in your admin work but the key is to do like Richard did and give your inbox and calendar to your assistant some of you guys are getting a little you guys does that make you nervous a little bit anybody no you guys are all good just giving up your inbox and your calendar to somebody else and letting them figure it out and hopefully you show up at the right meeting at the right time does that make you nervous anybody trust me my assistant laughs all the time she's like Dan I could tell you to show up at the edge of a cliff and write in the description jump and you would do it I go well don't do that but I mean I trust you and it's because I realize that if I can give up the the inbound your inbox is nothing more than a public to-do list of other people's goals on your time write that down your inbox your email is nothing more than a public to-do list of other people strangers request on your time and you allow yourself to be addicted to that so Step One is admin number two is your customer success your fulfillment this is where you have somebody that helps you but the key is you got to give away your support and onboarding so when I enroll somebody in any of my companies okay now I have CEOs at run them but when I was doing it the first first hire after admin would be somebody to help me take the deal that I just closed and move it forward in real estate is a transaction coordinator right like you need somebody that'll that'll work with the customer and do all the stuff you can still be the specialist but give that to somebody else level three is marketing right now you want to start building and designing a Playbook to generate leads okay because if you don't do this I'll tell you what happen sales is four because you as a CEO will always be able to sell better than anybody else you hire and you know it you know it some of you guys are world class sales people 70 80% win rates nobody's going to ever be able to to sell like that and the challenge if you hire too quick and you don't have the systems underneath what happens in 6 months is you either fire them because they're not performing because they don't have enough reps and they don't have enough deals or they quit because they're not making any money anybody resonate with that anybody have yeah exactly it's literally the six-month Mark depending how much they like you four months if they they like you six months and the highest level is the elt write this down executive leadership team some of you guys call call them leaders and managers here's my rule do they come with playbooks do they come with process if you hire people or or you know promote people up that has no experience then you're just create more work for yourself so when I say at that level everybody else the first hire in marketing and those are all people you can hire train Etc because you're going to give them a play but when you start hiring leadership they should come into the company with knowledge okay that's the replacement ladder and if you follow these five steps some of my clients that I coach they'll get there in 45 days they see this they go got it and they execute admin free up their time sell make Revenue next hire success business is starting to grow they hire somebody to support the success buy back that time out of their cter reinvest that now into marketing they build a marketing strategy they hire somebody execute the strategy generates leads every day consistently then they hire they do the sales then they hire a salesperson that person comes in goes through the scripts that they've built or the calls that they've already done they've recorded give it to the salesperson now they're coaching the team so you can do this in 45 days or some people are a bit slower and they'll take years right because they try to skip levels you know what happens if you go straight to the top how many people have you heard say I need to hire a [Music] COO you don't even have an Executive Admin that's the silliest thing in the world if you can't even work with your admin you are not going to work with the COO you need to start at the bottom and build the capacity and know how to move up here's my philosophy if you don't have an assistant you are one I know it stigs right I'm GNA I'm going to take the dagger and just a little bit more the other parts of this is you're overpaid and you kind of suck okay a great executive ad admin they're worth their weighting gold okay so if you don't have one you are the person and you're overpaid you're not very good at your job so what do we do with that I want to talk about leadership and I'll tell you why I know CEOs and entrepreneurs are crazy you guys agree yes or yes we're nuts think about it the reason why we're in business in the first place is cuz we're able to deal with a level of risk that most people would puke on themselves and pass out like you do understand this so just admit to it and then try to develop the leadership skills and protect your team from you some of you guys expect your team to show up like you and that's just silly they aren't you and if they were guess what they'd be building their own company so what happens is the way we lead our teams have to shift okay so I moved to San Francisco in 2008 this is after selling my first company I became a multi-millionaire at 27 and I it crushed me like I I worked easily 100 hours a week for four years first two companies failed when I got out of rehab tried my first company failed after two years did another one was 21 failed after that it wasn't until it was 24 that I gave it another shot and my dad would beg me even though I grew up and had a very colorful childhood he would just beg me to get a normal job it's like Dad I can't do it I'd rather you know as long as I'm not in prison and I didn't relapse like you should be really proud of me like I'm doing something I know I'm not making any money but I think I'll figure it out and it wasn't until I was you know almost in my early 30s that I figured it out so I moved to San Francisco because I wanted to understand how these 20-year-olds built billion dollar companies does that ever make you wonder these Tech entrepreneur you read about them on the news like how do they do this how do they convince these old white guys to give them hundreds of millions of dollars to build these Tech platforms to you know and they're like barely old enough to drive like it fascinated me just real talk right I grew up in east coast of Canada so that world was foreign to me even though I was in software and I built a big company that world was fascinating as an outsider and I get there and in the first few days I get invited to a party and I meet a guy named nval rant this is 2008 nval today has been on Joe Rogan he's an incredible like just philosopher honestly but I met him earlier on and he kind of became a a mentor of mine I I call him one he would never say that but I share that because I remember I was talking to him once about leverage so you got to understand in business the best entrepreneurs have the biggest output for unit of time so if you think of the the qu question okay write this down okay time multiplied by leverage equals output and output could be money resources Etc but time multiplied by leverage equals output so I want to ask you guys all a question what are ways that we can create leverage write it down if I say what are the tools to creating leverage write it down I want you guys to answer that just one idea the number one tool for creating Leverage is is write down the answer I want to hear from everybody all right let's hear from over here what do you guys got raising money 8020 I like that anybody else social media AI delegation yeah leverage people I like that anybody else automation what else what I can't hear you system systems oo I love systems do you know what systems stands for save yourself time energy and money write that down systems equals save yourself time energy and money here's the fun fact everybody's answer was relatively correct and this is what I learned the all taught me this there's only four I call them Master skills to creating leverage okay write these down the four system the four Master skills are number one Capital if I have money I have incredible leverage okay takes money to make money it really doesn't but it takes res resourcefulness all you guys in this room have to be more resourceful okay what do you guys need to be more resourceful doesn't take money but money creates opportunity okay so capital is one number two is code some of you guys said Automation and AI that fits in that bucket code software three is content somebody's talked about I think podcast and social media content I can create a system an sop and it takes me an hour to create and if I have 100 employees that one system can train 100 people without extra effort from me does that make sense yes or yes the fourth is collaboration it's people okay so the four C's write them down once I understood this I understood I only had four things to go become world class at and I could have anything I want in my life code Capital content collaboration so specifically I want to talk to you about how to lead people the collaboration side most entrepreneurs go on the left side transactional leadership they tell people what to do they check that they got it done and then they they tell them what to do next that sounds pretty straightforward yes or yes yeah everybody that's I did that for 15 years 15 years of starting companies at 17 till I finally made some money at 28 I mean not 15 but a lot of lot of time I just thought that's how you did it the problem with that is around 10 to 12 direct reports you wake up in the morning with all the pissing vinegar in the world I'm going to dominate the day I've got my list of projects and we're going to have a productive day anybody ever wake up that way you're like I'm going to kill it today yes okay the first thing you do is you check your email and there's fire fire fire fire crap then you think oh I wonder if Bob Jade Mary is is working on that right thing so you start calling people on your team you tell hey are you doing this are you doing that did you think of this and then there's like fires and issues and all that stuff and it's not till 7:00 at night that you finally sit down to start doing the work anybody relate with that yeah that's how it works if you have a half dozen people work for you anybody body and you tell them what to do check what they got done you tell them what to do next this will become your reality that's why I call it the pain line the opposite of that is transformational leadership okay so I'm going to explain it to you but I want you to think of an example in your life that's tough for you right now and apply this principle to that situation that person so the first thing when I hire somebody let's say my assistant okay the first day I talked to her about a few principles but the first one is you are the CEO of my inboxing calendar who's the CEO of my inboxing calendar you are my assistant exactly and I I don't mean to be a ding-dong but I will actually ask her to repeat it back who's the CEO I'm the CEO who's the CEO I'm the CEO you're the CEO yay yay what does that mean and I asked them to describe to me what does it mean to be the CEO of my inboxing calendar is it my responsibility to put stuff in my calendar or yours mine yay we're wi you know like it sounds foolish but I'm trying to make a little entertaining for all of you guys keep you awake and focused but I'm not it's not that far off when I hire people I look them in the eyes and I said I hired you to create this outcome I don't tell them what to do I hired you to create this outcome and then I describe the outcome so I got to tell them what does a 10 out of 10 look like my calendar has everything in there it's structured in the description is this everybody's confirmed like my this is what a 10 out of 10 my my travel schedule's figured out all my flights are booked International 6 weeks domestic 2 weeks whatever it is right and I get really clear at describing the Mountaintop that's the way I think about it some of us hire people and we don't think about telling them what it's going to look like at the Mountaintop right we just say hey can you start climbing this mountain they're like okay where's where's the path you're like I don't know it's over there it's in the corner and they go over this way they call you the next morning I couldn't find that path yesterday I'm like what are you doing no you say that's the mountain top see it right there that's Mountain Top you figure out how to get there what resources would you need so then we measure okay so then I explained to the person I hired I gave them the outcome I said here's how we're going to measure your progress every person in all my companies have a number my social media person has a number my CFO has a number my Coos have a number my CEO have a number they have one number how many numbers one number now do they use other numbers to understand if they're making good decisions yes but there's one number that we've all agreed on if you're in the automotive space the number is called the absorption absorption rate I'm a software guy and I know this stuff because I love I love nerd not on business absorption rate it's the number that tells you the ratio of of the service department and parts covering the overhead of the the car dealership and that number tells you how efficient it is okay so there's different aspects into it if I'm in the hotel space it's the uh the average night of a room you know booking right that tells me how efficient the hotel is so once I tell my assistant the the way I'm going to measure them okay which is response time that's the number how quick do you respond to people okay and it's a simple tool you put in your email and they respond then when I have issues somebody asked me this today what do you do when you have issues with people on your team anybody else run into that issues with people on your team there are humans they're supposed to have issues some of you guys expect people to be robots like I just can we okay some entrepreneurs are expectations for their people are up here can we just pull it down a little bit can we all realize that they have lives that don't revolve around us and that's okay and awesome can we show up with a little bit more empathy 100% so what happens is anytime I see something that isn't great I ask I write it down okay on my phone all my direct reports I have a Google doc okay and it says at Agenda it's got all their names and I just write down a bullet once a week for most of my direct reports every two weeks at minimum I sit down with them guess what's the first agenda item in that meeting guess review my list literally the other person's meeting or one-on one's is review Dan's list so I pull up my phone because I forget what I wrote in there and I pull it out literally every meeting I have a daily meeting with my assistant an guess what she's like hey Dan what's on your list and I open it up because I I forget I like to just write stuff down let me pull it up here discuss podcast when traveling to optimize flights example Charleston podcast that's the first item on the thing I just wrote it down now here's the kicker though coach the way you coach somebody isn't to tell them what they did wrong and tell them how to do it right which is what most of us do the way I coach is is number one I ask myself what is the principle that was violated what expectation do I have and what is that principle most often times with leaders why you I want to teach you to become a transformational leader is I want to teach you the process of um creating other leaders okay and the way we create other leaders is by coaching them up but most of us have never trained other people or know what a coach does I'm going to give you the three steps first step write this down we go to principle what is the principle they violated okay so in that situation for an one of the one of the um there's five core S so my Sops or things it's called North Stars actually you guys just want the Google Doc that I work with for my assistant would that be helpful all right here's the deal just cuz you guys are friends of Carlos follow me on Instagram Dam Martell TW Martell write it down at Dam Martell or you can pull out your phone do it now and then message me Freedom EA and that'll tell me to give you that document okay because I'm not giving it to anybody else and if you're watching the recording it's not for you just for you guys in this room cool yes or yes awesome in there you'll see I have Northstar principles damn Martell is my name in case you guys are the Northstar principal one of them is that the calendar is a work of art incomplete and always uh optimizing for Revenue that's my calendar okay and that is one of the things that was kind of violated she may not have known I got to coach her up so the first thing I said the thing I want to talk about is the fact that my calendar wasn't at 100% the second part to that is a story that's why I always write down examples okay give them a story of when you learn that principle okay so if you let's take something simple people have to show up on time that does that bug anybody else when people will show up late for meetings perfect okay principle if you're on time you're you're late does that make sense that's my principle you may not even know you have these un unexpressed expectations so we got to document them we got to codify them if you're on time you're late so if you're late you're super late that's the principle I learned this the hard way I had a client I was supposed to meet them I didn't show up on time and as soon as I showed up they said you missed the deal I'm going with your vendor nobody's late for meetings ever again and I embarrassed myself you tell your personal story okay you can do a two-minute story you can do a 10-minute story so depending on the executive I might tell a 10-minute story to really make it land and at the end this is the third part so first part is principal second part is story third part is takeaway I'll ask them what did you take away from that story what did you learn and they'll say to me in that example if I'm not 3 minutes early I'm late that's awesome then commitment will you make a commitment that in the future it'll always be on time yes if I did that with somebody what's the probability that you think they're going to be late in the future low because they understand that it comes from my heart and that I learned this the hard way and I don't want to have you learn this right now it's low stakes we just start working together I need you to know most people don't follow this process for coaching okay so this is the transformational leadership we start with the outcome where are we going then we go to measure what is the one number and then we coach them whenever we see them violate anything and we teach them our thoughts and our stories our experience anybody's had a great leader in their life a great boss anybody have a great boss I had this guy Darcy who was just awesome exactly they probably did this to you and you didn't even realize they were doing this that's what made them great here's my big belief delegate the outcome not the task write it down delegate the outcome not the task stop telling people what to do start telling people where we're going and let them figure out how to get there and Coach them along the process and that's how we build people that's how we coach up the third and final hot principle is the 131 rule this will absolutely transform your life anybody that has a team of people and you're frustrated that your phone is always blown up and they're always calling you and they're always emailing you and they don't seem to know how to figure anything out I'm going to solve this for the rest of your life do you want to learn how to do that yes or yes awesome here's how it works you know why they call it a bottleneck cuz it's at the top so you think the problems your person on your team I'm telling you it's the person you're looking at when you look in the mirror so you've taught people this and I'm going to teach you how to unte them this okay so few years ago I the 131 Rule and I'll tell you how it works is culture in all my companies like you won't meet anybody at any area of the business that doesn't understand what it is because we use it as language and I remember I had this uh director of HR this recruiter on the team and he he messages me he's like hey we got a problem I was like what's going on dude he goes we need to hire a a 12 people in the next 30 days I go yeah he goes well I don't know how to do that wow well what do you think I should do oh I don't know well I've never done it I said I said Adam I mean I hired you the director of HR I hired you to do that job I I don't know how to do that job out of both of us who do you think should learn how to do that job and he's like well I mean do you have any ideas and I said what's your 131 and he goes oh man I don't know like I don't have time for this and I said I I don't I don't know how to help you okay write this down if you want to be rich be lazy if you want to be wealthy be incompetent okay if you want to be rich be lazy if you want to be wealthy be incompetent I said Adam I didn't hire you to tell you how to do your job I hired you to tell me me what to do does that make sense Steve Jobs said this he said it's easy to hire other people tell them what to do it's hard to hire people and have them tell you what to do so I said what's your 131 he said I don't know I said how long will it take to figure out he goes give me give me a day so how about the same time tomorrow we meet up and we review goes that sounds great it was like 4:00 that day next morning 10: a.m. he texts me I'm good duh like and I'll I'll share with you why here's how the framework works one specific challenge when somebody comes to you with problems okay and I love you women but you're the worst you guys I love okay I love you most of my team are executive are women but you guys come to me with a hurricane of stuff it's like a tornado I love it it's creative and then but I'm like what are we talking about and they're like this is wrong and this is wrong I'm like one thing at a time so one specific problem what are your three viable options that you've considered I want to hear them tell me how you research them and then give me your one specific recommendation if you teach everybody in your team the 131 rules I'll tell you what will happen one you'll start having your front uh Frontline people solve problems that never make it up to your attention okay you will teach people this is another big idea that we teach people how to treat us okay we teach people how to treat us so if we teach people every time they have a problem they come to us guess what they're going to do when they have a problem come to us so that's why it's a bottleneck cuz it's at the top cuz you taught them how to do this this is how we fix it so 98% of the time somebody comes to me with 131 they recommendation is what we should do and over time they build their confidence and I push down all the big decision making to the front line okay and I've got time I'm going to give you guys you guys want to know the ultimate hack this is this is like the I don't sh share this often Frontline workers I give them a $50 budget to fix any problem they see as and all they have to do is tell me about it after it's called 50 to fix it so anybody in my company at the front line they can solve any problem they see if it's less than $50 without getting anybody permission the Only Rule is they have to tell their leader within the next seven days okay so they can spend their credit card expense it it's always approved they get to tell their leader next 7even days so they can coach against it leaders managers it's $500 directors it's $5,000 and for my executive leadership team my CEOs my C my Coos is $50,000 what did I just do I just created a framework to push decisions and issue problem solving down to the front line so we can move faster I'm all about leverage all about speed all about growth most of you guys are walking over dollars to save pennies it's hilarious let your people solve the problem and then Coach them up that's how we unlock the 131 rule in a more tactical level so here's my philosophy this is how we scale companies doesn't matter if you're a company of one or two we build the people the people build the business we build the person the person builds a business we build a team the team builds a business when you shift your lens on your role in the company as a people Builder it will unlock massive growth okay this is how I do it so with that this is my book buy back your time bestselling book continue to sell more copies every week here's the movement I'm trying to create I want to rid the world of companies failing because the CEO builds a business they grow to hate does that make sense I think most businesses get built to a place where the entrepreneur grows to hate it and then they want to do something else I want to get rid of that as being the reason the companies fail and I want to end with this big idea for every person in the world for human for entrepreneurs for sure but everybody I think we're all here to not only buy back our time to grow our business and we do that through the strategies I tell you with the buyback Loop and the 131 and the transformational leadership that's all awesome that will create resources and wealth for you fun I think we're here to do two things one become the person we needed most in our darkest days become the person you needed most in your darkest days every day you wake up and try to create that person that would have had the opportunity to speak to that kid for me to have the character and the resourcefulness to talk to the 15-year-old version of Dan and then well while you're doing that every day this is the second part is share that person with the world give that person to the world and your world may be your kids your world may be your community your church your CrossFit gym I don't care if maybe social media and I think that would be the best place because I think that if you wake up every day to become that person and share that person that you will create a life of fulfillment that you can't even imagine to feel so with that everybody thanks for having me you guys are awesome than you thank you