{"version":"1.0.0","segments":[{"speaker":"Unknown","startTime":0.0,"endTime":1.86,"body":"There are all kinds of"},{"speaker":"Unknown","startTime":0.0,"endTime":1.86,"body":"great ideas that they hadn't"},{"speaker":"Unknown","startTime":1.86,"endTime":5.28,"body":"even implemented all kinds of"},{"speaker":"Unknown","startTime":1.86,"endTime":5.28,"body":"systems programs on their shelf."},{"speaker":"Unknown","startTime":5.28,"endTime":8.22,"body":"And it didn't matter whether"},{"speaker":"Unknown","startTime":5.28,"endTime":8.22,"body":"they were a solopreneur had a"},{"speaker":"Unknown","startTime":8.22,"endTime":11.19,"body":"large company. And so I said,"},{"speaker":"Unknown","startTime":8.22,"endTime":11.19,"body":"Look, what they really need is"},{"speaker":"Unknown","startTime":11.19,"endTime":13.92,"body":"an execution system. Because if"},{"speaker":"Unknown","startTime":11.19,"endTime":13.92,"body":"they just did more of what they"},{"speaker":"Unknown","startTime":13.92,"endTime":16.17,"body":"know, they'd be more successful."},{"speaker":"Unknown","startTime":13.92,"endTime":16.17,"body":"It's true for everyone. If you"},{"speaker":"Unknown","startTime":16.17,"endTime":18.6,"body":"did more of what you know, you'd"},{"speaker":"Unknown","startTime":16.17,"endTime":18.6,"body":"be happier, you'd be healthier,"},{"speaker":"Unknown","startTime":18.6,"endTime":19.68,"body":"you'd make a lot more money."},{"speaker":"Unknown","startTime":20.73,"endTime":25.5,"body":"Welcome to the action Academy"},{"speaker":"Unknown","startTime":20.73,"endTime":25.5,"body":"podcast stand back. 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This is a must do"},{"speaker":"Unknown","startTime":176.37,"endTime":178.59,"body":"for all of you that are"},{"speaker":"Unknown","startTime":176.37,"endTime":178.59,"body":"listening to the show every"},{"speaker":"Unknown","startTime":178.59,"endTime":181.65,"body":"single Thursday, I'm going to"},{"speaker":"Unknown","startTime":178.59,"endTime":181.65,"body":"send the top recaps that I have"},{"speaker":"Unknown","startTime":181.65,"endTime":185.01,"body":"both on mic and Off mic with the"},{"speaker":"Unknown","startTime":181.65,"endTime":185.01,"body":"seven and nine figure"},{"speaker":"Unknown","startTime":185.01,"endTime":187.56,"body":"entrepreneurs along with"},{"speaker":"Unknown","startTime":185.01,"endTime":187.56,"body":"exclusive resources that they"},{"speaker":"Unknown","startTime":187.56,"endTime":191.07,"body":"have also going to include a"},{"speaker":"Unknown","startTime":187.56,"endTime":191.07,"body":"free ebook on how I left"},{"speaker":"Unknown","startTime":191.07,"endTime":194.13,"body":"corporate America and the wealth"},{"speaker":"Unknown","startTime":191.07,"endTime":194.13,"body":"tracker and net worth tracker"},{"speaker":"Unknown","startTime":194.13,"endTime":196.8,"body":"that I've been using for the"},{"speaker":"Unknown","startTime":194.13,"endTime":196.8,"body":"last three months. All of that"},{"speaker":"Unknown","startTime":196.86,"endTime":201.21,"body":"free, free, free, free free. Go"},{"speaker":"Unknown","startTime":196.86,"endTime":201.21,"body":"and join the newsletter. It's"},{"speaker":"Unknown","startTime":201.21,"endTime":204.12,"body":"going to be a game changer. And"},{"speaker":"Unknown","startTime":201.21,"endTime":204.12,"body":"we're gonna have 10,000 people"},{"speaker":"Unknown","startTime":204.15,"endTime":207.72,"body":"on that newsletter by July 6."},{"speaker":"Unknown","startTime":204.15,"endTime":207.72,"body":"You heard it here first now."},{"speaker":"Unknown","startTime":208.23,"endTime":214.14,"body":"This is my 12 week year baby."},{"speaker":"Unknown","startTime":208.23,"endTime":214.14,"body":"Brian Moran. Brian Moran."},{"speaker":"Unknown","startTime":214.53,"endTime":215.85,"body":"Welcome, sir. How are you?"},{"speaker":"Unknown","startTime":216.0,"endTime":217.95,"body":"I'm good. Thanks for having me."},{"speaker":"Unknown","startTime":216.0,"endTime":217.95,"body":"Right."},{"speaker":"Unknown","startTime":218.16,"endTime":223.77,"body":"First off, strong name. Love."},{"speaker":"Unknown","startTime":218.16,"endTime":223.77,"body":"You spelled properly to write"},{"speaker":"Unknown","startTime":223.77,"endTime":228.84,"body":"spelled properly. just laid out"},{"speaker":"Unknown","startTime":223.77,"endTime":228.84,"body":"pure and simple. It's just the"},{"speaker":"Unknown","startTime":228.84,"endTime":231.84,"body":"name of strong, capable men."},{"speaker":"Unknown","startTime":228.84,"endTime":231.84,"body":"That's what the name Brian"},{"speaker":"Unknown","startTime":231.84,"endTime":235.47,"body":"represents. There you go. Brian,"},{"speaker":"Unknown","startTime":231.84,"endTime":235.47,"body":"for people listening, you know"},{"speaker":"Unknown","startTime":235.47,"endTime":238.23,"body":"that it's been a long time"},{"speaker":"Unknown","startTime":235.47,"endTime":238.23,"body":"coming for Mr. Brian Moran here"},{"speaker":"Unknown","startTime":238.23,"endTime":242.07,"body":"to be on the show. And I was"},{"speaker":"Unknown","startTime":238.23,"endTime":242.07,"body":"just telling him off camera that"},{"speaker":"Unknown","startTime":242.28,"endTime":248.49,"body":"I made this happen out of thin"},{"speaker":"Unknown","startTime":242.28,"endTime":248.49,"body":"air. I was driving down filling"},{"speaker":"Unknown","startTime":248.49,"endTime":251.55,"body":"out a bucket list item driving"},{"speaker":"Unknown","startTime":248.49,"endTime":251.55,"body":"from San Francisco to San Diego."},{"speaker":"Unknown","startTime":251.85,"endTime":255.66,"body":"And I saw that he had an"},{"speaker":"Unknown","startTime":251.85,"endTime":255.66,"body":"interview with me today. And I"},{"speaker":"Unknown","startTime":255.66,"endTime":259.62,"body":"was like, oh my god, I gotta"},{"speaker":"Unknown","startTime":255.66,"endTime":259.62,"body":"have a proper studio for Brian"},{"speaker":"Unknown","startTime":259.62,"endTime":263.49,"body":"Moran. So I went to three"},{"speaker":"Unknown","startTime":259.62,"endTime":263.49,"body":"different hotels I found in"},{"speaker":"Unknown","startTime":263.49,"endTime":266.73,"body":"Hampton Inn that would let me"},{"speaker":"Unknown","startTime":263.49,"endTime":266.73,"body":"use their conference room. And"},{"speaker":"Unknown","startTime":266.73,"endTime":270.39,"body":"now I'm in here are about to"},{"speaker":"Unknown","startTime":266.73,"endTime":270.39,"body":"have a fantastic conversation."},{"speaker":"Unknown","startTime":270.42,"endTime":272.37,"body":"Because whenever you need to"},{"speaker":"Unknown","startTime":270.42,"endTime":272.37,"body":"make it happen, you make it"},{"speaker":"Unknown","startTime":272.37,"endTime":272.79,"body":"happen."},{"speaker":"Unknown","startTime":272.91,"endTime":276.09,"body":"Yeah, yeah. I love it. I love"},{"speaker":"Unknown","startTime":272.91,"endTime":276.09,"body":"it. That's the can do attitude."},{"speaker":"Unknown","startTime":276.3,"endTime":277.02,"body":"Yes, sir."},{"speaker":"Unknown","startTime":277.2,"endTime":281.7,"body":"So let's kick it off and start"},{"speaker":"Unknown","startTime":277.2,"endTime":281.7,"body":"with your background. So"},{"speaker":"Unknown","startTime":281.73,"endTime":285.18,"body":"introduce yourself to the people"},{"speaker":"Unknown","startTime":281.73,"endTime":285.18,"body":"about who you are what you do."},{"speaker":"Unknown","startTime":285.21,"endTime":285.72,"body":"Yeah, so"},{"speaker":"Unknown","startTime":285.81,"endTime":288.57,"body":"I grew up in Michigan, very"},{"speaker":"Unknown","startTime":285.81,"endTime":288.57,"body":"middle class, I had an"},{"speaker":"Unknown","startTime":288.57,"endTime":291.3,"body":"opportunity. I was paying my way"},{"speaker":"Unknown","startTime":288.57,"endTime":291.3,"body":"through college at Michigan"},{"speaker":"Unknown","startTime":291.3,"endTime":296.07,"body":"State University. 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And they had offered"},{"speaker":"Unknown","startTime":309.18,"endTime":312.21,"body":"me a promotion into management"},{"speaker":"Unknown","startTime":309.18,"endTime":312.21,"body":"to supervise that operation. I"},{"speaker":"Unknown","startTime":312.21,"endTime":314.46,"body":"was getting a degree in"},{"speaker":"Unknown","startTime":312.21,"endTime":314.46,"body":"physiology, the strength coach,"},{"speaker":"Unknown","startTime":314.46,"endTime":317.31,"body":"and I thought, I don't think so."},{"speaker":"Unknown","startTime":314.46,"endTime":317.31,"body":"But I thought about I thought,"},{"speaker":"Unknown","startTime":317.31,"endTime":321.15,"body":"why not. It's less, it's seemed"},{"speaker":"Unknown","startTime":317.31,"endTime":321.15,"body":"like less work, less physical"},{"speaker":"Unknown","startTime":321.15,"endTime":324.87,"body":"work anyways, and even better"},{"speaker":"Unknown","startTime":321.15,"endTime":324.87,"body":"pay. So I took the job. 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And"},{"speaker":"Unknown","startTime":356.85,"endTime":360.75,"body":"to fast forward to today?"},{"speaker":"Unknown","startTime":360.75,"endTime":363.18,"body":"Everything we do at my company"},{"speaker":"Unknown","startTime":360.75,"endTime":363.18,"body":"is really designed around that?"},{"speaker":"Unknown","startTime":363.18,"endTime":366.3,"body":"How do we help our clients get"},{"speaker":"Unknown","startTime":363.18,"endTime":366.3,"body":"more of what they want, faster?"},{"speaker":"Unknown","startTime":366.63,"endTime":368.67,"body":"So that's what we do. That's"},{"speaker":"Unknown","startTime":366.63,"endTime":368.67,"body":"kind of a little bit of"},{"speaker":"Unknown","startTime":368.67,"endTime":369.18,"body":"background."},{"speaker":"Unknown","startTime":370.29,"endTime":373.86,"body":"We'll get into the book,"},{"speaker":"Unknown","startTime":370.29,"endTime":373.86,"body":"obviously, because this is my"},{"speaker":"Unknown","startTime":373.86,"endTime":377.07,"body":"bread and butter. This is the"},{"speaker":"Unknown","startTime":373.86,"endTime":377.07,"body":"book that I recommend. It's this"},{"speaker":"Unknown","startTime":377.07,"endTime":380.52,"body":"and The One Thing by Gary Keller"},{"speaker":"Unknown","startTime":377.07,"endTime":380.52,"body":"that I recommend, always to"},{"speaker":"Unknown","startTime":380.52,"endTime":383.28,"body":"everybody that's starting out"},{"speaker":"Unknown","startTime":380.52,"endTime":383.28,"body":"whether they're starting out, or"},{"speaker":"Unknown","startTime":383.28,"endTime":386.04,"body":"they're intermediate to advanced"},{"speaker":"Unknown","startTime":383.28,"endTime":386.04,"body":"level, I always recommend it."},{"speaker":"Unknown","startTime":386.58,"endTime":391.62,"body":"I'm curious about the"},{"speaker":"Unknown","startTime":386.58,"endTime":391.62,"body":"origination of the concept. 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And we were"},{"speaker":"Unknown","startTime":456.93,"endTime":459.57,"body":"operating with those in the"},{"speaker":"Unknown","startTime":456.93,"endTime":459.57,"body":"context of an annual environment"},{"speaker":"Unknown","startTime":459.57,"endTime":462.27,"body":"like everybody does, right? We"},{"speaker":"Unknown","startTime":459.57,"endTime":462.27,"body":"had our clients, set annual"},{"speaker":"Unknown","startTime":462.27,"endTime":465.27,"body":"goals, build annual plans,"},{"speaker":"Unknown","startTime":462.27,"endTime":465.27,"body":"broken quarterly, monthly and"},{"speaker":"Unknown","startTime":465.27,"endTime":469.08,"body":"weekly. But really kind of felt"},{"speaker":"Unknown","startTime":465.27,"endTime":469.08,"body":"like we weren't getting what"},{"speaker":"Unknown","startTime":469.08,"endTime":471.03,"body":"they were capable, we're getting"},{"speaker":"Unknown","startTime":469.08,"endTime":471.03,"body":"great results. But now what"},{"speaker":"Unknown","startTime":471.03,"endTime":474.66,"body":"they're capable of in one of our"},{"speaker":"Unknown","startTime":471.03,"endTime":474.66,"body":"clients was in the cycling at"},{"speaker":"Unknown","startTime":474.66,"endTime":477.27,"body":"the time, and came to me and"},{"speaker":"Unknown","startTime":474.66,"endTime":477.27,"body":"said, Hey, familiar with this"},{"speaker":"Unknown","startTime":477.27,"endTime":481.02,"body":"concept called periodization."},{"speaker":"Unknown","startTime":477.27,"endTime":481.02,"body":"And I remember it from college"},{"speaker":"Unknown","startTime":481.02,"endTime":484.95,"body":"bodybuilding days. So Michael, I"},{"speaker":"Unknown","startTime":481.02,"endTime":484.95,"body":"took a look at that, it had some"},{"speaker":"Unknown","startTime":484.95,"endTime":487.77,"body":"applicability. And that's really"},{"speaker":"Unknown","startTime":484.95,"endTime":487.77,"body":"where the 12 week year was"},{"speaker":"Unknown","startTime":487.77,"endTime":490.92,"body":"created, what we realized was"},{"speaker":"Unknown","startTime":487.77,"endTime":490.92,"body":"that an annual cycle, Tolman"},{"speaker":"Unknown","startTime":490.92,"endTime":494.19,"body":"cycle was just too long of"},{"speaker":"Unknown","startTime":490.92,"endTime":494.19,"body":"timeframe that it was easy to"},{"speaker":"Unknown","startTime":494.19,"endTime":497.46,"body":"put things off, especially for"},{"speaker":"Unknown","startTime":494.19,"endTime":497.46,"body":"the first 910 months of the"},{"speaker":"Unknown","startTime":497.46,"endTime":502.17,"body":"year. And then people kind of"},{"speaker":"Unknown","startTime":497.46,"endTime":502.17,"body":"cram at the end, which is not a"},{"speaker":"Unknown","startTime":502.17,"endTime":505.2,"body":"good way to work, right? It's"},{"speaker":"Unknown","startTime":502.17,"endTime":505.2,"body":"very stressful, and you"},{"speaker":"Unknown","startTime":505.2,"endTime":508.41,"body":"sacrifice a lot of things. One"},{"speaker":"Unknown","startTime":505.2,"endTime":508.41,"body":"of the things you sacrifice all"},{"speaker":"Unknown","startTime":508.41,"endTime":511.65,"body":"this capacity that was left on"},{"speaker":"Unknown","startTime":508.41,"endTime":511.65,"body":"the table earlier in the year."},{"speaker":"Unknown","startTime":511.65,"endTime":515.07,"body":"And so that's where the 12 week"},{"speaker":"Unknown","startTime":511.65,"endTime":515.07,"body":"year was born. And from reading"},{"speaker":"Unknown","startTime":515.07,"endTime":518.22,"body":"the book, our clients operate in"},{"speaker":"Unknown","startTime":515.07,"endTime":518.22,"body":"the context of every 12 weeks as"},{"speaker":"Unknown","startTime":518.22,"endTime":520.23,"body":"the year and there are four of"},{"speaker":"Unknown","startTime":518.22,"endTime":520.23,"body":"those in the year that's"},{"speaker":"Unknown","startTime":520.23,"endTime":523.32,"body":"annualized. There's just this 12"},{"speaker":"Unknown","startTime":520.23,"endTime":523.32,"body":"week here, followed by the next,"},{"speaker":"Unknown","startTime":523.68,"endTime":526.41,"body":"and so on. And so we apply the"},{"speaker":"Unknown","startTime":523.68,"endTime":526.41,"body":"set of disciplines and"},{"speaker":"Unknown","startTime":526.41,"endTime":530.52,"body":"principles within that context,"},{"speaker":"Unknown","startTime":526.41,"endTime":530.52,"body":"which drives more consistent"},{"speaker":"Unknown","startTime":530.52,"endTime":532.11,"body":"action and higher results."},{"speaker":"Unknown","startTime":533.1,"endTime":536.97,"body":"Yeah, and this was when you were"},{"speaker":"Unknown","startTime":533.1,"endTime":536.97,"body":"originating, this was before the"},{"speaker":"Unknown","startTime":536.97,"endTime":540.69,"body":"systems and processes game was"},{"speaker":"Unknown","startTime":536.97,"endTime":540.69,"body":"sexy, right? Because now it's"},{"speaker":"Unknown","startTime":540.75,"endTime":544.08,"body":"it's openly talked about, but"},{"speaker":"Unknown","startTime":540.75,"endTime":544.08,"body":"back then I don't think anybody"},{"speaker":"Unknown","startTime":544.08,"endTime":545.07,"body":"was talking about it, right?"},{"speaker":"Unknown","startTime":545.73,"endTime":548.28,"body":"No, and they still most of them"},{"speaker":"Unknown","startTime":545.73,"endTime":548.28,"body":"still don't realize the one"},{"speaker":"Unknown","startTime":548.28,"endTime":550.35,"body":"system they lacked is an"},{"speaker":"Unknown","startTime":548.28,"endTime":550.35,"body":"execution system. And that's"},{"speaker":"Unknown","startTime":550.35,"endTime":554.28,"body":"true for individuals. It's true"},{"speaker":"Unknown","startTime":550.35,"endTime":554.28,"body":"for most companies, even we work"},{"speaker":"Unknown","startTime":554.28,"endTime":555.99,"body":"with multibillion dollar"},{"speaker":"Unknown","startTime":554.28,"endTime":555.99,"body":"companies, they don't have an"},{"speaker":"Unknown","startTime":555.99,"endTime":559.89,"body":"execution system, which runs all"},{"speaker":"Unknown","startTime":555.99,"endTime":559.89,"body":"the rest of them, right? It"},{"speaker":"Unknown","startTime":559.89,"endTime":563.16,"body":"optimizes everything else. So"},{"speaker":"Unknown","startTime":559.89,"endTime":563.16,"body":"they spent all time effort and"},{"speaker":"Unknown","startTime":563.16,"endTime":567.57,"body":"energy on selling systems and"},{"speaker":"Unknown","startTime":563.16,"endTime":567.57,"body":"marketing systems and HR and"},{"speaker":"Unknown","startTime":567.57,"endTime":570.84,"body":"servicing and all of that, and"},{"speaker":"Unknown","startTime":567.57,"endTime":570.84,"body":"they missed the one system that"},{"speaker":"Unknown","startTime":570.84,"endTime":571.5,"body":"drives everything."},{"speaker":"Unknown","startTime":572.37,"endTime":575.16,"body":"And a perfect example of this"},{"speaker":"Unknown","startTime":572.37,"endTime":575.16,"body":"that's applicable to everyone."},{"speaker":"Unknown","startTime":575.16,"endTime":578.49,"body":"If you think back to college,"},{"speaker":"Unknown","startTime":575.16,"endTime":578.49,"body":"and I don't remember if you had"},{"speaker":"Unknown","startTime":578.49,"endTime":580.8,"body":"this in the book you may have,"},{"speaker":"Unknown","startTime":578.49,"endTime":580.8,"body":"but when you think back to"},{"speaker":"Unknown","startTime":580.8,"endTime":583.65,"body":"college years, and you think"},{"speaker":"Unknown","startTime":580.8,"endTime":583.65,"body":"back to that assignment that was"},{"speaker":"Unknown","startTime":583.65,"endTime":587.22,"body":"due at the end of the class, and"},{"speaker":"Unknown","startTime":583.65,"endTime":587.22,"body":"everyone you knew that the"},{"speaker":"Unknown","startTime":587.22,"endTime":590.04,"body":"assignment was coming, you knew"},{"speaker":"Unknown","startTime":587.22,"endTime":590.04,"body":"was coming. You knew when it was"},{"speaker":"Unknown","startTime":590.04,"endTime":592.44,"body":"due, you knew the amount of work"},{"speaker":"Unknown","startTime":590.04,"endTime":592.44,"body":"that you needed to put every"},{"speaker":"Unknown","startTime":592.44,"endTime":595.92,"body":"single week to be able to get it"},{"speaker":"Unknown","startTime":592.44,"endTime":595.92,"body":"done. What did we all do? Even"},{"speaker":"Unknown","startTime":595.92,"endTime":598.47,"body":"the high performers we all"},{"speaker":"Unknown","startTime":595.92,"endTime":598.47,"body":"waited to the last week or the"},{"speaker":"Unknown","startTime":598.47,"endTime":602.46,"body":"last day to cry You know, the"},{"speaker":"Unknown","startTime":598.47,"endTime":602.46,"body":"entire assignment. And the rest"},{"speaker":"Unknown","startTime":602.46,"endTime":605.28,"body":"of the time we spent stressing"},{"speaker":"Unknown","startTime":602.46,"endTime":605.28,"body":"about it. Right? Right. Right."},{"speaker":"Unknown","startTime":605.28,"endTime":609.15,"body":"That's right with that sense of"},{"speaker":"Unknown","startTime":605.28,"endTime":609.15,"body":"foreboding, right. And so that's"},{"speaker":"Unknown","startTime":609.15,"endTime":612.03,"body":"why I love that's why I love the"},{"speaker":"Unknown","startTime":609.15,"endTime":612.03,"body":"operating system that you have"},{"speaker":"Unknown","startTime":612.03,"endTime":616.02,"body":"because it brings things front"},{"speaker":"Unknown","startTime":612.03,"endTime":616.02,"body":"of mind, you're not looking off"},{"speaker":"Unknown","startTime":616.02,"endTime":618.6,"body":"at the coast, you're not looking"},{"speaker":"Unknown","startTime":616.02,"endTime":618.6,"body":"off in the distance is right in"},{"speaker":"Unknown","startTime":618.6,"endTime":624.96,"body":"front of your face. So was there"},{"speaker":"Unknown","startTime":618.6,"endTime":624.96,"body":"a glass shattering moment where"},{"speaker":"Unknown","startTime":624.96,"endTime":630.63,"body":"you realized what you went from"},{"speaker":"Unknown","startTime":624.96,"endTime":630.63,"body":"the conceptualization of this to"},{"speaker":"Unknown","startTime":630.63,"endTime":634.23,"body":"actualization, where you're"},{"speaker":"Unknown","startTime":630.63,"endTime":634.23,"body":"like, Hey, Michael, I like this"},{"speaker":"Unknown","startTime":634.23,"endTime":637.8,"body":"idea, this whole concept that"},{"speaker":"Unknown","startTime":634.23,"endTime":637.8,"body":"we've got going on, let's put"},{"speaker":"Unknown","startTime":637.8,"endTime":640.77,"body":"this thing to the test and see"},{"speaker":"Unknown","startTime":637.8,"endTime":640.77,"body":"if it works."},{"speaker":"Unknown","startTime":641.82,"endTime":644.25,"body":"Yeah, so we had been working"},{"speaker":"Unknown","startTime":641.82,"endTime":644.25,"body":"with the concepts, the"},{"speaker":"Unknown","startTime":644.25,"endTime":648.51,"body":"disciplines and principles, and,"},{"speaker":"Unknown","startTime":644.25,"endTime":648.51,"body":"and again, very effective with"},{"speaker":"Unknown","startTime":648.51,"endTime":651.87,"body":"it. 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Because the focus narrowed"},{"speaker":"Unknown","startTime":656.88,"endTime":660.96,"body":"from 12 months to 12 weeks,"},{"speaker":"Unknown","startTime":660.96,"endTime":666.12,"body":"which meant there was a sense of"},{"speaker":"Unknown","startTime":660.96,"endTime":666.12,"body":"urgency, a healthy urgency that"},{"speaker":"Unknown","startTime":666.12,"endTime":669.06,"body":"just doesn't exist in a 12 month"},{"speaker":"Unknown","startTime":666.12,"endTime":669.06,"body":"cycle until the very end, and"},{"speaker":"Unknown","startTime":669.06,"endTime":673.47,"body":"then it stressed out urgency, so"},{"speaker":"Unknown","startTime":669.06,"endTime":673.47,"body":"you could see it immediately."},{"speaker":"Unknown","startTime":673.62,"endTime":676.14,"body":"The more people embrace the 12"},{"speaker":"Unknown","startTime":673.62,"endTime":676.14,"body":"weeks as a year, the greater"},{"speaker":"Unknown","startTime":676.14,"endTime":679.47,"body":"that sense of urgency is and so"},{"speaker":"Unknown","startTime":676.14,"endTime":679.47,"body":"the more consistent they are"},{"speaker":"Unknown","startTime":679.47,"endTime":683.1,"body":"with their actions. 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And we've"},{"speaker":"Unknown","startTime":695.19,"endTime":697.32,"body":"been thinking about writing a"},{"speaker":"Unknown","startTime":695.19,"endTime":697.32,"body":"book, and I just said, Mike,"},{"speaker":"Unknown","startTime":697.32,"endTime":699.42,"body":"let's just read a short format"},{"speaker":"Unknown","startTime":697.32,"endTime":699.42,"body":"book, let's leave out all the"},{"speaker":"Unknown","startTime":699.42,"endTime":701.76,"body":"fluff. And we wrote a book"},{"speaker":"Unknown","startTime":699.42,"endTime":701.76,"body":"called periodization, 12 weeks"},{"speaker":"Unknown","startTime":701.76,"endTime":704.85,"body":"to break through, went down to"},{"speaker":"Unknown","startTime":701.76,"endTime":704.85,"body":"Kinko's and self published,"},{"speaker":"Unknown","startTime":705.84,"endTime":709.59,"body":"printed 100 copies, went to the"},{"speaker":"Unknown","startTime":705.84,"endTime":709.59,"body":"conference, sold them for 10"},{"speaker":"Unknown","startTime":709.59,"endTime":712.14,"body":"bucks. And from that sold a"},{"speaker":"Unknown","startTime":709.59,"endTime":712.14,"body":"couple 100,000 copies of that"},{"speaker":"Unknown","startTime":712.14,"endTime":715.68,"body":"book. We wrote that thing in 12"},{"speaker":"Unknown","startTime":712.14,"endTime":715.68,"body":"weeks, and it literally changed"},{"speaker":"Unknown","startTime":715.68,"endTime":720.81,"body":"changed our life. It was just"},{"speaker":"Unknown","startTime":715.68,"endTime":720.81,"body":"documenting what we had done. So"},{"speaker":"Unknown","startTime":720.81,"endTime":723.33,"body":"we knew the concept worked,"},{"speaker":"Unknown","startTime":720.81,"endTime":723.33,"body":"because we had tested it with"},{"speaker":"Unknown","startTime":723.33,"endTime":725.22,"body":"clients tested it in our own"},{"speaker":"Unknown","startTime":723.33,"endTime":725.22,"body":"business."},{"speaker":"Unknown","startTime":725.97,"endTime":728.94,"body":"Did you add did you actually"},{"speaker":"Unknown","startTime":725.97,"endTime":728.94,"body":"write this thing in 1212? wrote,"},{"speaker":"Unknown","startTime":729.21,"endTime":731.73,"body":"who wrote it in 12 weeks? Yeah,"},{"speaker":"Unknown","startTime":731.82,"endTime":732.63,"body":"I got"},{"speaker":"Unknown","startTime":732.66,"endTime":735.15,"body":"by design because we had that's"},{"speaker":"Unknown","startTime":732.66,"endTime":735.15,"body":"when the conference happened to"},{"speaker":"Unknown","startTime":735.15,"endTime":736.95,"body":"be it happened to be three"},{"speaker":"Unknown","startTime":735.15,"endTime":736.95,"body":"months out. And we're like,"},{"speaker":"Unknown","startTime":736.95,"endTime":740.91,"body":"okay, here we go. Yeah,"},{"speaker":"Unknown","startTime":736.95,"endTime":740.91,"body":"occasionally, you'll see those"},{"speaker":"Unknown","startTime":740.91,"endTime":742.26,"body":"on eBay for sale. Still."},{"speaker":"Unknown","startTime":743.61,"endTime":747.69,"body":"I love it, before we get into an"},{"speaker":"Unknown","startTime":743.61,"endTime":747.69,"body":"actual breakdown for those,"},{"speaker":"Unknown","startTime":747.84,"endTime":750.42,"body":"because the audience is probably"},{"speaker":"Unknown","startTime":747.84,"endTime":750.42,"body":"split in half or half of them"},{"speaker":"Unknown","startTime":750.42,"endTime":752.88,"body":"are very familiar with the book"},{"speaker":"Unknown","startTime":750.42,"endTime":752.88,"body":"and the other half are not"},{"speaker":"Unknown","startTime":752.88,"endTime":755.1,"body":"familiar with the book, and they"},{"speaker":"Unknown","startTime":752.88,"endTime":755.1,"body":"understand the concepts that"},{"speaker":"Unknown","startTime":755.1,"endTime":758.1,"body":"we're saying, but we can dive"},{"speaker":"Unknown","startTime":755.1,"endTime":758.1,"body":"in. But before we do that, just"},{"speaker":"Unknown","startTime":758.1,"endTime":761.34,"body":"submit what you're about to say"},{"speaker":"Unknown","startTime":758.1,"endTime":761.34,"body":"and submit the value. Do you"},{"speaker":"Unknown","startTime":761.34,"endTime":763.5,"body":"have any data that you can"},{"speaker":"Unknown","startTime":761.34,"endTime":763.5,"body":"remember off the top of your"},{"speaker":"Unknown","startTime":763.5,"endTime":766.98,"body":"head, about companies that"},{"speaker":"Unknown","startTime":763.5,"endTime":766.98,"body":"you've taken or individuals that"},{"speaker":"Unknown","startTime":766.98,"endTime":769.62,"body":"have also used this to where"},{"speaker":"Unknown","startTime":766.98,"endTime":769.62,"body":"you're like, here, they were at"},{"speaker":"Unknown","startTime":769.62,"endTime":773.37,"body":"point A implemented? Here's the"},{"speaker":"Unknown","startTime":769.62,"endTime":773.37,"body":"point B."},{"speaker":"Unknown","startTime":774.63,"endTime":778.83,"body":"Yeah, it's, it varies from a"},{"speaker":"Unknown","startTime":774.63,"endTime":778.83,"body":"decent improvement to crazy"},{"speaker":"Unknown","startTime":778.83,"endTime":782.4,"body":"improvement. So the average"},{"speaker":"Unknown","startTime":778.83,"endTime":782.4,"body":"salesperson, which is great to"},{"speaker":"Unknown","startTime":782.43,"endTime":785.07,"body":"use, because you can really"},{"speaker":"Unknown","startTime":782.43,"endTime":785.07,"body":"measure the impact, right? The"},{"speaker":"Unknown","startTime":785.07,"endTime":788.25,"body":"average salesperson has a 15 to"},{"speaker":"Unknown","startTime":785.07,"endTime":788.25,"body":"30% bump in their first 12"},{"speaker":"Unknown","startTime":788.25,"endTime":792.3,"body":"weeks, we have 1000s and 1000s"},{"speaker":"Unknown","startTime":788.25,"endTime":792.3,"body":"that have 100 200 304%"},{"speaker":"Unknown","startTime":792.3,"endTime":795.63,"body":"increases, right? 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And"},{"speaker":"Unknown","startTime":809.58,"endTime":812.85,"body":"to what degree are you executing"},{"speaker":"Unknown","startTime":812.85,"endTime":816.33,"body":"on it? But you know, we've got"},{"speaker":"Unknown","startTime":812.85,"endTime":816.33,"body":"tons of data that shows it"},{"speaker":"Unknown","startTime":816.33,"endTime":820.17,"body":"works. Are you guys listening"},{"speaker":"Unknown","startTime":816.33,"endTime":820.17,"body":"yet? Are you guys listening yet?"},{"speaker":"Unknown","startTime":820.44,"endTime":826.14,"body":"Would you like to increase your"},{"speaker":"Unknown","startTime":820.44,"endTime":826.14,"body":"productivity by by 30% 300%?"},{"speaker":"Unknown","startTime":826.17,"endTime":829.08,"body":"Because it's possible. I'll tell"},{"speaker":"Unknown","startTime":826.17,"endTime":829.08,"body":"you how I did it. And then we'll"},{"speaker":"Unknown","startTime":829.08,"endTime":832.92,"body":"get into we'll get into the"},{"speaker":"Unknown","startTime":829.08,"endTime":832.92,"body":"actual concepts here. But for"},{"speaker":"Unknown","startTime":832.92,"endTime":836.07,"body":"people listening, when I was a"},{"speaker":"Unknown","startTime":832.92,"endTime":836.07,"body":"sales professional, I had a"},{"speaker":"Unknown","startTime":836.07,"endTime":841.59,"body":"quota, let's call it $15,000,"},{"speaker":"Unknown","startTime":836.07,"endTime":841.59,"body":"weekly recurring revenue. And"},{"speaker":"Unknown","startTime":841.59,"endTime":846.06,"body":"that was the yearly quota. So"},{"speaker":"Unknown","startTime":841.59,"endTime":846.06,"body":"the level that you perform at"},{"speaker":"Unknown","startTime":846.09,"endTime":849.45,"body":"it's all based off of the level"},{"speaker":"Unknown","startTime":846.09,"endTime":849.45,"body":"of questions that you're asking,"},{"speaker":"Unknown","startTime":849.45,"endTime":854.07,"body":"right? So instead of asking, How"},{"speaker":"Unknown","startTime":849.45,"endTime":854.07,"body":"do I get 15,000 in a year, then"},{"speaker":"Unknown","startTime":854.07,"endTime":856.65,"body":"you can be added? Once you"},{"speaker":"Unknown","startTime":854.07,"endTime":856.65,"body":"change that question. That's not"},{"speaker":"Unknown","startTime":856.65,"endTime":859.71,"body":"that huge of a question. Maybe"},{"speaker":"Unknown","startTime":856.65,"endTime":859.71,"body":"that would get you in the top"},{"speaker":"Unknown","startTime":859.71,"endTime":862.14,"body":"30% of the company. But if you"},{"speaker":"Unknown","startTime":859.71,"endTime":862.14,"body":"bring it down, how do I get"},{"speaker":"Unknown","startTime":862.14,"endTime":868.32,"body":"15,012 weeks? That's a big"},{"speaker":"Unknown","startTime":862.14,"endTime":868.32,"body":"question. And what your system"},{"speaker":"Unknown","startTime":868.32,"endTime":871.68,"body":"allowed for me to do is take the"},{"speaker":"Unknown","startTime":868.32,"endTime":871.68,"body":"emotion out of it, right?"},{"speaker":"Unknown","startTime":871.92,"endTime":875.37,"body":"Because now it's not an"},{"speaker":"Unknown","startTime":871.92,"endTime":875.37,"body":"emotional. It's not an emotional"},{"speaker":"Unknown","startTime":875.37,"endTime":879.63,"body":"process. Now it's okay, here's"},{"speaker":"Unknown","startTime":875.37,"endTime":879.63,"body":"the 12 week goal. And then it's"},{"speaker":"Unknown","startTime":879.63,"endTime":883.08,"body":"broken down into three mini"},{"speaker":"Unknown","startTime":879.63,"endTime":883.08,"body":"goals that I'm actually taking"},{"speaker":"Unknown","startTime":883.11,"endTime":885.78,"body":"action on and tracking and"},{"speaker":"Unknown","startTime":883.11,"endTime":885.78,"body":"making my tick marks on to get"},{"speaker":"Unknown","startTime":885.78,"endTime":889.47,"body":"that 80% hit every single week."},{"speaker":"Unknown","startTime":885.78,"endTime":889.47,"body":"There's no emotional reaction."},{"speaker":"Unknown","startTime":889.47,"endTime":893.79,"body":"I'm just doing my process and lo"},{"speaker":"Unknown","startTime":889.47,"endTime":893.79,"body":"and behold, what did I do? I hit"},{"speaker":"Unknown","startTime":893.79,"endTime":897.03,"body":"it in 12 weeks, and then the"},{"speaker":"Unknown","startTime":893.79,"endTime":897.03,"body":"rest and then became the number."},{"speaker":"Unknown","startTime":897.18,"endTime":900.9,"body":"I think I was the number nine"},{"speaker":"Unknown","startTime":897.18,"endTime":900.9,"body":"and guy out of 5000 And then 79,"},{"speaker":"Unknown","startTime":900.93,"endTime":905.16,"body":"fortune 500 sales organization,"},{"speaker":"Unknown","startTime":900.93,"endTime":905.16,"body":"it works. It worked for me. So"},{"speaker":"Unknown","startTime":905.16,"endTime":907.38,"body":"there you go, you can add that"},{"speaker":"Unknown","startTime":905.16,"endTime":907.38,"body":"to the back of your book."},{"speaker":"Unknown","startTime":908.13,"endTime":911.76,"body":"Yeah, yeah. But that's it's"},{"speaker":"Unknown","startTime":908.13,"endTime":911.76,"body":"simple. It's not complicated."},{"speaker":"Unknown","startTime":911.76,"endTime":914.13,"body":"But it's not easy either, right."},{"speaker":"Unknown","startTime":911.76,"endTime":914.13,"body":"But one of those you have to"},{"speaker":"Unknown","startTime":914.13,"endTime":916.53,"body":"recognize is you don't control"},{"speaker":"Unknown","startTime":914.13,"endTime":916.53,"body":"the outcomes. The goals are"},{"speaker":"Unknown","startTime":916.53,"endTime":919.11,"body":"always the outcome, what I"},{"speaker":"Unknown","startTime":916.53,"endTime":919.11,"body":"control are the actions. And so"},{"speaker":"Unknown","startTime":919.44,"endTime":921.9,"body":"that's what the system is"},{"speaker":"Unknown","startTime":919.44,"endTime":921.9,"body":"designed to do is help you focus"},{"speaker":"Unknown","startTime":921.9,"endTime":925.23,"body":"on the actions and take those"},{"speaker":"Unknown","startTime":921.9,"endTime":925.23,"body":"actions more consistently. And"},{"speaker":"Unknown","startTime":925.23,"endTime":927.9,"body":"the results come online. It's"},{"speaker":"Unknown","startTime":925.23,"endTime":927.9,"body":"not complicated,"},{"speaker":"Unknown","startTime":928.14,"endTime":931.95,"body":"perfect. So people listening"},{"speaker":"Unknown","startTime":928.14,"endTime":931.95,"body":"that are not familiar with the"},{"speaker":"Unknown","startTime":931.95,"endTime":935.01,"body":"book are now familiar with the"},{"speaker":"Unknown","startTime":931.95,"endTime":935.01,"body":"concept of 12 week, year to"},{"speaker":"Unknown","startTime":935.01,"endTime":938.46,"body":"where you're taking your big,"},{"speaker":"Unknown","startTime":935.01,"endTime":938.46,"body":"hairy, audacious goals. And"},{"speaker":"Unknown","startTime":938.46,"endTime":942.06,"body":"instead of annualizing them, and"},{"speaker":"Unknown","startTime":938.46,"endTime":942.06,"body":"then chopping them up into that"},{"speaker":"Unknown","startTime":942.06,"endTime":946.05,"body":"annual goal, then breaking it"},{"speaker":"Unknown","startTime":942.06,"endTime":946.05,"body":"down into monthly, quarterly,"},{"speaker":"Unknown","startTime":946.14,"endTime":949.98,"body":"weekly goals. You're taking that"},{"speaker":"Unknown","startTime":946.14,"endTime":949.98,"body":"annual goal, and you're putting"},{"speaker":"Unknown","startTime":949.98,"endTime":952.89,"body":"it into a 12 week frame. And"},{"speaker":"Unknown","startTime":949.98,"endTime":952.89,"body":"you're saying literally, hey,"},{"speaker":"Unknown","startTime":952.89,"endTime":956.64,"body":"how do I accomplish this in 12"},{"speaker":"Unknown","startTime":952.89,"endTime":956.64,"body":"weeks? So they know that to that"},{"speaker":"Unknown","startTime":956.64,"endTime":959.34,"body":"extent, about the 12 week year,"},{"speaker":"Unknown","startTime":956.64,"endTime":959.34,"body":"can you talk about the others,"},{"speaker":"Unknown","startTime":959.76,"endTime":962.61,"body":"the other concepts and methods"},{"speaker":"Unknown","startTime":959.76,"endTime":962.61,"body":"in the book that you use to"},{"speaker":"Unknown","startTime":962.61,"endTime":963.81,"body":"implement for this?"},{"speaker":"Unknown","startTime":964.2,"endTime":966.54,"body":"Yeah, before I do there, let me"},{"speaker":"Unknown","startTime":964.2,"endTime":966.54,"body":"just comment on that. Because it"},{"speaker":"Unknown","startTime":966.54,"endTime":969.36,"body":"isn't always about taking the"},{"speaker":"Unknown","startTime":966.54,"endTime":969.36,"body":"annual goal and setting that as"},{"speaker":"Unknown","startTime":969.36,"endTime":972.18,"body":"a 12 week goal. Right? That may"},{"speaker":"Unknown","startTime":969.36,"endTime":972.18,"body":"be too big a stretch, that may"},{"speaker":"Unknown","startTime":972.18,"endTime":974.94,"body":"not be possible, but it's really"},{"speaker":"Unknown","startTime":972.18,"endTime":974.94,"body":"looking at the 12 weeks as the"},{"speaker":"Unknown","startTime":974.94,"endTime":977.85,"body":"year because the big thing is"},{"speaker":"Unknown","startTime":974.94,"endTime":977.85,"body":"the 12 week here, if it's"},{"speaker":"Unknown","startTime":977.85,"endTime":982.41,"body":"anything is a mindset shift."},{"speaker":"Unknown","startTime":977.85,"endTime":982.41,"body":"It's a thinking shift. It's"},{"speaker":"Unknown","startTime":982.41,"endTime":985.29,"body":"getting out of that annual"},{"speaker":"Unknown","startTime":982.41,"endTime":985.29,"body":"environment, because people say"},{"speaker":"Unknown","startTime":985.29,"endTime":987.36,"body":"what's the difference between"},{"speaker":"Unknown","startTime":985.29,"endTime":987.36,"body":"that and quarterly planning"},{"speaker":"Unknown","startTime":987.36,"endTime":990.24,"body":"quarterly goal setting? Well,"},{"speaker":"Unknown","startTime":987.36,"endTime":990.24,"body":"quarter is part of a whole, it's"},{"speaker":"Unknown","startTime":990.24,"endTime":994.89,"body":"1/4 of a hole, the 12 week year"},{"speaker":"Unknown","startTime":990.24,"endTime":994.89,"body":"is the hole. So whatever I set"},{"speaker":"Unknown","startTime":994.89,"endTime":997.41,"body":"for my goal, whether it's what I"},{"speaker":"Unknown","startTime":994.89,"endTime":997.41,"body":"used to do annually, or it's a"},{"speaker":"Unknown","startTime":997.41,"endTime":1000.8,"body":"portion of that will be"},{"speaker":"Unknown","startTime":997.41,"endTime":1000.8,"body":"determined every 12 weeks. But"},{"speaker":"Unknown","startTime":1000.8,"endTime":1004.82,"body":"once I set that I'm locked in."},{"speaker":"Unknown","startTime":1000.8,"endTime":1004.82,"body":"And when I realized that I don't"},{"speaker":"Unknown","startTime":1004.82,"endTime":1008.27,"body":"control the outcomes, it does"},{"speaker":"Unknown","startTime":1004.82,"endTime":1008.27,"body":"give me more freedom to stretch"},{"speaker":"Unknown","startTime":1008.27,"endTime":1011.06,"body":"in terms of my goals. But I"},{"speaker":"Unknown","startTime":1008.27,"endTime":1011.06,"body":"don't want your listeners"},{"speaker":"Unknown","startTime":1011.06,"endTime":1013.49,"body":"thinking I just automatically"},{"speaker":"Unknown","startTime":1011.06,"endTime":1013.49,"body":"take the annual goal and make it"},{"speaker":"Unknown","startTime":1013.49,"endTime":1017.06,"body":"a 12 week goal. We have people"},{"speaker":"Unknown","startTime":1013.49,"endTime":1017.06,"body":"that would be limiting. Right?"},{"speaker":"Unknown","startTime":1017.06,"endTime":1020.33,"body":"Sure you have others that's too"},{"speaker":"Unknown","startTime":1017.06,"endTime":1020.33,"body":"much of a stretch. So it really"},{"speaker":"Unknown","startTime":1020.33,"endTime":1023.66,"body":"depends on your situation. Over"},{"speaker":"Unknown","startTime":1020.33,"endTime":1023.66,"body":"time, though what'll happen is"},{"speaker":"Unknown","startTime":1023.66,"endTime":1027.38,"body":"you'll basically tweak your"},{"speaker":"Unknown","startTime":1023.66,"endTime":1027.38,"body":"goals more on 12, your trends,"},{"speaker":"Unknown","startTime":1027.59,"endTime":1029.33,"body":"then you will on any annualized"},{"speaker":"Unknown","startTime":1027.59,"endTime":1029.33,"body":"number."},{"speaker":"Unknown","startTime":1030.68,"endTime":1035.3,"body":"Got it? Do you have any advice?"},{"speaker":"Unknown","startTime":1030.68,"endTime":1035.3,"body":"Any, to add some extra color to"},{"speaker":"Unknown","startTime":1035.3,"endTime":1038.36,"body":"that? Do you have any advice"},{"speaker":"Unknown","startTime":1035.3,"endTime":1038.36,"body":"about the process of goal"},{"speaker":"Unknown","startTime":1038.36,"endTime":1042.74,"body":"setting when it comes to setting"},{"speaker":"Unknown","startTime":1038.36,"endTime":1042.74,"body":"your actual 12? Week? 12 week"},{"speaker":"Unknown","startTime":1042.74,"endTime":1043.13,"body":"goal?"},{"speaker":"Unknown","startTime":1043.91,"endTime":1048.02,"body":"Yeah, one is it needs to be tied"},{"speaker":"Unknown","startTime":1043.91,"endTime":1048.02,"body":"to a longer term vision. So we"},{"speaker":"Unknown","startTime":1048.02,"endTime":1050.33,"body":"talk about the five disciplines"},{"speaker":"Unknown","startTime":1048.02,"endTime":1050.33,"body":"of this what we do the first"},{"speaker":"Unknown","startTime":1050.33,"endTime":1053.09,"body":"starts with vision, because"},{"speaker":"Unknown","startTime":1050.33,"endTime":1053.09,"body":"that's your why. And so what do"},{"speaker":"Unknown","startTime":1053.09,"endTime":1055.52,"body":"you want your life to look like"},{"speaker":"Unknown","startTime":1053.09,"endTime":1055.52,"body":"three years from now, five years"},{"speaker":"Unknown","startTime":1055.52,"endTime":1058.88,"body":"from now, 10 years from now. And"},{"speaker":"Unknown","startTime":1055.52,"endTime":1058.88,"body":"what does great look like not"},{"speaker":"Unknown","startTime":1058.88,"endTime":1061.64,"body":"good, but great, God willing,"},{"speaker":"Unknown","startTime":1058.88,"endTime":1061.64,"body":"you're gonna be here. And then"},{"speaker":"Unknown","startTime":1061.64,"endTime":1065.45,"body":"we aligned the 12 week goals"},{"speaker":"Unknown","startTime":1061.64,"endTime":1065.45,"body":"with that. So that is is a big"},{"speaker":"Unknown","startTime":1065.45,"endTime":1068.21,"body":"piece of determining what that"},{"speaker":"Unknown","startTime":1065.45,"endTime":1068.21,"body":"12 week goal should be. The"},{"speaker":"Unknown","startTime":1068.21,"endTime":1072.2,"body":"other thing would be, often"},{"speaker":"Unknown","startTime":1068.21,"endTime":1072.2,"body":"because people have been"},{"speaker":"Unknown","startTime":1072.2,"endTime":1074.33,"body":"annualized, they're gonna have"},{"speaker":"Unknown","startTime":1072.2,"endTime":1074.33,"body":"to take that annual goal as one"},{"speaker":"Unknown","startTime":1074.33,"endTime":1077.78,"body":"data point. And the tendency"},{"speaker":"Unknown","startTime":1074.33,"endTime":1077.78,"body":"more than setting that as the"},{"speaker":"Unknown","startTime":1077.78,"endTime":1081.08,"body":"entire 12 week goal is divided"},{"speaker":"Unknown","startTime":1077.78,"endTime":1081.08,"body":"by four, which is really"},{"speaker":"Unknown","startTime":1081.08,"endTime":1084.89,"body":"limiting. So what it is a data"},{"speaker":"Unknown","startTime":1081.08,"endTime":1084.89,"body":"point, right, and then looking"},{"speaker":"Unknown","startTime":1084.89,"endTime":1087.98,"body":"at what's the best 12 weeks I've"},{"speaker":"Unknown","startTime":1084.89,"endTime":1087.98,"body":"ever had, what would be a great"},{"speaker":"Unknown","startTime":1087.98,"endTime":1091.37,"body":"12 week, year in and of itself,"},{"speaker":"Unknown","startTime":1087.98,"endTime":1091.37,"body":"what things do I have working in"},{"speaker":"Unknown","startTime":1091.37,"endTime":1095.84,"body":"my favor? What headwinds Am I"},{"speaker":"Unknown","startTime":1091.37,"endTime":1095.84,"body":"facing? So it's really about"},{"speaker":"Unknown","startTime":1095.84,"endTime":1099.5,"body":"really analyzing where you're"},{"speaker":"Unknown","startTime":1095.84,"endTime":1099.5,"body":"at, and stretching on what you"},{"speaker":"Unknown","startTime":1099.5,"endTime":1102.8,"body":"think you're capable of. And to"},{"speaker":"Unknown","startTime":1099.5,"endTime":1102.8,"body":"some degree, the degree of"},{"speaker":"Unknown","startTime":1102.8,"endTime":1105.77,"body":"stretch at the goal is"},{"speaker":"Unknown","startTime":1102.8,"endTime":1105.77,"body":"predicated on am I willing to do"},{"speaker":"Unknown","startTime":1105.77,"endTime":1108.77,"body":"the heavy lifting? Am I willing"},{"speaker":"Unknown","startTime":1105.77,"endTime":1108.77,"body":"to do the actions that it takes"},{"speaker":"Unknown","startTime":1108.77,"endTime":1111.65,"body":"to hit that goal and do them"},{"speaker":"Unknown","startTime":1108.77,"endTime":1111.65,"body":"consistently? Because that's the"},{"speaker":"Unknown","startTime":1111.65,"endTime":1112.19,"body":"key to it?"},{"speaker":"Unknown","startTime":1113.54,"endTime":1117.47,"body":"And I know, that's one of the"},{"speaker":"Unknown","startTime":1113.54,"endTime":1117.47,"body":"key concepts. But can you hit on"},{"speaker":"Unknown","startTime":1117.47,"endTime":1120.11,"body":"the actions part? Because if I"},{"speaker":"Unknown","startTime":1117.47,"endTime":1120.11,"body":"remember correctly, you said to"},{"speaker":"Unknown","startTime":1120.11,"endTime":1122.42,"body":"focus on specifically, two to"},{"speaker":"Unknown","startTime":1120.11,"endTime":1122.42,"body":"three?"},{"speaker":"Unknown","startTime":1123.53,"endTime":1127.22,"body":"Yeah, we would say the critical"},{"speaker":"Unknown","startTime":1123.53,"endTime":1127.22,"body":"few, Brian. So what that means"},{"speaker":"Unknown","startTime":1127.22,"endTime":1130.13,"body":"is the least number of actions"},{"speaker":"Unknown","startTime":1127.22,"endTime":1130.13,"body":"to hit the goal? It might be"},{"speaker":"Unknown","startTime":1130.13,"endTime":1133.31,"body":"three, it might be 13, it might"},{"speaker":"Unknown","startTime":1130.13,"endTime":1133.31,"body":"be 23. I don't know, right? It's"},{"speaker":"Unknown","startTime":1133.31,"endTime":1137.66,"body":"the the marketplace is going to,"},{"speaker":"Unknown","startTime":1133.31,"endTime":1137.66,"body":"to some degree to determine what"},{"speaker":"Unknown","startTime":1137.66,"endTime":1141.71,"body":"actions it takes to accomplish"},{"speaker":"Unknown","startTime":1137.66,"endTime":1141.71,"body":"the goal. And so your job is"},{"speaker":"Unknown","startTime":1141.71,"endTime":1144.86,"body":"just figure out what that is."},{"speaker":"Unknown","startTime":1141.71,"endTime":1144.86,"body":"And if you have some experience,"},{"speaker":"Unknown","startTime":1144.86,"endTime":1147.8,"body":"then you use that. If not, then"},{"speaker":"Unknown","startTime":1144.86,"endTime":1147.8,"body":"you're going to have to guess at"},{"speaker":"Unknown","startTime":1147.8,"endTime":1151.1,"body":"it right a little bit, and then"},{"speaker":"Unknown","startTime":1147.8,"endTime":1151.1,"body":"go out and fail faster and dial"},{"speaker":"Unknown","startTime":1151.1,"endTime":1154.07,"body":"it in that way. But it's all"},{"speaker":"Unknown","startTime":1151.1,"endTime":1154.07,"body":"it's about the critical few"},{"speaker":"Unknown","startTime":1154.07,"endTime":1157.37,"body":"meaning. I don't put everything"},{"speaker":"Unknown","startTime":1154.07,"endTime":1157.37,"body":"I can think of in the plan. I'm"},{"speaker":"Unknown","startTime":1157.37,"endTime":1159.47,"body":"going to sort through it and"},{"speaker":"Unknown","startTime":1157.37,"endTime":1159.47,"body":"say, Boy, if there was only one"},{"speaker":"Unknown","startTime":1159.47,"endTime":1162.38,"body":"thing I could do from an action"},{"speaker":"Unknown","startTime":1159.47,"endTime":1162.38,"body":"standpoint, what would have the"},{"speaker":"Unknown","startTime":1162.38,"endTime":1165.35,"body":"biggest impact? That's my first"},{"speaker":"Unknown","startTime":1162.38,"endTime":1165.35,"body":"tack. If there's only one more"},{"speaker":"Unknown","startTime":1165.35,"endTime":1167.87,"body":"thing, and I'm gonna go through"},{"speaker":"Unknown","startTime":1165.35,"endTime":1167.87,"body":"that process until I figure"},{"speaker":"Unknown","startTime":1168.08,"endTime":1171.17,"body":"like, I've got enough of the"},{"speaker":"Unknown","startTime":1168.08,"endTime":1171.17,"body":"right actions to accomplish the"},{"speaker":"Unknown","startTime":1171.17,"endTime":1173.57,"body":"goal. And wherever that ends up"},{"speaker":"Unknown","startTime":1171.17,"endTime":1173.57,"body":"is where it ends up."},{"speaker":"Unknown","startTime":1174.8,"endTime":1177.02,"body":"And then so that's like the"},{"speaker":"Unknown","startTime":1174.8,"endTime":1177.02,"body":"Pareto Principle, right? It's"},{"speaker":"Unknown","startTime":1177.02,"endTime":1179.75,"body":"like the 20% that you have 80%"},{"speaker":"Unknown","startTime":1177.02,"endTime":1179.75,"body":"of the result."},{"speaker":"Unknown","startTime":1180.23,"endTime":1183.17,"body":"What are the high payoff"},{"speaker":"Unknown","startTime":1180.23,"endTime":1183.17,"body":"activities, right, so not, I'm"},{"speaker":"Unknown","startTime":1183.17,"endTime":1186.32,"body":"not getting all caught up in all"},{"speaker":"Unknown","startTime":1183.17,"endTime":1186.32,"body":"the busy work and all the low"},{"speaker":"Unknown","startTime":1186.32,"endTime":1188.81,"body":"level activities and really"},{"speaker":"Unknown","startTime":1186.32,"endTime":1188.81,"body":"focused on the high payoff"},{"speaker":"Unknown","startTime":1188.81,"endTime":1192.14,"body":"activities that are really going"},{"speaker":"Unknown","startTime":1188.81,"endTime":1192.14,"body":"to drive the accomplishment of"},{"speaker":"Unknown","startTime":1192.14,"endTime":1192.8,"body":"what I'm after."},{"speaker":"Unknown","startTime":1193.76,"endTime":1197.36,"body":"An example of this for and I"},{"speaker":"Unknown","startTime":1193.76,"endTime":1197.36,"body":"liked that you said that and I"},{"speaker":"Unknown","startTime":1197.36,"endTime":1202.07,"body":"wanted to hit on that because"},{"speaker":"Unknown","startTime":1197.36,"endTime":1202.07,"body":"I've done And I've also failed"},{"speaker":"Unknown","startTime":1202.07,"endTime":1205.31,"body":"at 12 week years because of"},{"speaker":"Unknown","startTime":1202.07,"endTime":1205.31,"body":"because I put too much. Yeah, I"},{"speaker":"Unknown","startTime":1205.31,"endTime":1208.79,"body":"put, it wasn't that it wasn't"},{"speaker":"Unknown","startTime":1205.31,"endTime":1208.79,"body":"that the goal was too big it was"},{"speaker":"Unknown","startTime":1208.79,"endTime":1211.97,"body":"that there were too many goals."},{"speaker":"Unknown","startTime":1208.79,"endTime":1211.97,"body":"That was it. There's too many."},{"speaker":"Unknown","startTime":1212.24,"endTime":1217.4,"body":"So it was like I had a weight"},{"speaker":"Unknown","startTime":1212.24,"endTime":1217.4,"body":"loss one, I was trying to learn"},{"speaker":"Unknown","startTime":1217.43,"endTime":1220.28,"body":"Portuguese. And I was trying to"},{"speaker":"Unknown","startTime":1217.43,"endTime":1220.28,"body":"be like the"},{"speaker":"Unknown","startTime":1220.73,"endTime":1223.61,"body":"barber, our book is in"},{"speaker":"Unknown","startTime":1220.73,"endTime":1223.61,"body":"Portuguese. So just so you know,"},{"speaker":"Unknown","startTime":1223.61,"endTime":1226.97,"body":"so that, you can get that and"},{"speaker":"Unknown","startTime":1223.61,"endTime":1226.97,"body":"read it in Portuguese."},{"speaker":"Unknown","startTime":1227.12,"endTime":1232.58,"body":"There we go with the BAM. There"},{"speaker":"Unknown","startTime":1227.12,"endTime":1232.58,"body":"we go. That's"},{"speaker":"Unknown","startTime":1232.58,"endTime":1235.52,"body":"a common mistake, right? Partly"},{"speaker":"Unknown","startTime":1232.58,"endTime":1235.52,"body":"because you're used to planning"},{"speaker":"Unknown","startTime":1235.52,"endTime":1238.34,"body":"annually and 12 months seems"},{"speaker":"Unknown","startTime":1235.52,"endTime":1238.34,"body":"like a long time that you can"},{"speaker":"Unknown","startTime":1238.34,"endTime":1241.58,"body":"have a ton of goals. But the"},{"speaker":"Unknown","startTime":1238.34,"endTime":1241.58,"body":"truth of the matter is, whether"},{"speaker":"Unknown","startTime":1241.58,"endTime":1244.58,"body":"you're planning, annualized,"},{"speaker":"Unknown","startTime":1241.58,"endTime":1244.58,"body":"you're planning 12 week year, we"},{"speaker":"Unknown","startTime":1244.58,"endTime":1246.83,"body":"all have limited capacity, we"},{"speaker":"Unknown","startTime":1244.58,"endTime":1246.83,"body":"have limited time, we have"},{"speaker":"Unknown","startTime":1246.83,"endTime":1248.84,"body":"limited energy, limited"},{"speaker":"Unknown","startTime":1246.83,"endTime":1248.84,"body":"intellect. And that's not a"},{"speaker":"Unknown","startTime":1248.84,"endTime":1251.72,"body":"slam, it's just the reality. And"},{"speaker":"Unknown","startTime":1248.84,"endTime":1251.72,"body":"so every time we take on one"},{"speaker":"Unknown","startTime":1251.72,"endTime":1255.35,"body":"more thing, it reduces the"},{"speaker":"Unknown","startTime":1251.72,"endTime":1255.35,"body":"probability of his being great"},{"speaker":"Unknown","startTime":1255.35,"endTime":1259.73,"body":"at any of it pretty"},{"speaker":"Unknown","startTime":1255.35,"endTime":1259.73,"body":"significantly. So just like at"},{"speaker":"Unknown","startTime":1259.73,"endTime":1262.64,"body":"the tactic level, at the goal"},{"speaker":"Unknown","startTime":1259.73,"endTime":1262.64,"body":"level is where it first starts,"},{"speaker":"Unknown","startTime":1262.97,"endTime":1267.11,"body":"is let's focus in, let's pick"},{"speaker":"Unknown","startTime":1262.97,"endTime":1267.11,"body":"one, maybe two goals for the 12"},{"speaker":"Unknown","startTime":1267.11,"endTime":1269.36,"body":"week year, what are the two most"},{"speaker":"Unknown","startTime":1267.11,"endTime":1269.36,"body":"important things that if you"},{"speaker":"Unknown","startTime":1269.36,"endTime":1272.78,"body":"really nail them, this 12 weeks"},{"speaker":"Unknown","startTime":1269.36,"endTime":1272.78,"body":"would be business life changing"},{"speaker":"Unknown","startTime":1272.78,"endTime":1275.24,"body":"for you now let's do that the"},{"speaker":"Unknown","startTime":1272.78,"endTime":1275.24,"body":"next 12 weeks, then the next 12"},{"speaker":"Unknown","startTime":1275.24,"endTime":1277.94,"body":"weeks, and very quickly, that"},{"speaker":"Unknown","startTime":1275.24,"endTime":1277.94,"body":"becomes life changing."},{"speaker":"Unknown","startTime":1279.02,"endTime":1282.26,"body":"So let's continue to hit let's"},{"speaker":"Unknown","startTime":1279.02,"endTime":1282.26,"body":"continue to hit on the goals"},{"speaker":"Unknown","startTime":1282.26,"endTime":1285.05,"body":"here. So we can really drive"},{"speaker":"Unknown","startTime":1282.26,"endTime":1285.05,"body":"this point home because Yeah, as"},{"speaker":"Unknown","startTime":1285.05,"endTime":1288.59,"body":"soon as I did that, then out,"},{"speaker":"Unknown","startTime":1285.05,"endTime":1288.59,"body":"that's when I was able to take"},{"speaker":"Unknown","startTime":1288.59,"endTime":1291.44,"body":"off and my wife took all the"},{"speaker":"Unknown","startTime":1288.59,"endTime":1291.44,"body":"rest of that off. And I was"},{"speaker":"Unknown","startTime":1291.44,"endTime":1295.79,"body":"like, okay, cool my 12 week"},{"speaker":"Unknown","startTime":1291.44,"endTime":1295.79,"body":"years, just this output as a"},{"speaker":"Unknown","startTime":1295.79,"endTime":1299.39,"body":"sales professional. This is what"},{"speaker":"Unknown","startTime":1295.79,"endTime":1299.39,"body":"my focus is right now. And now"},{"speaker":"Unknown","startTime":1299.39,"endTime":1302.57,"body":"it's with the podcast. So now my"},{"speaker":"Unknown","startTime":1299.39,"endTime":1302.57,"body":"12 week years all around the"},{"speaker":"Unknown","startTime":1302.57,"endTime":1305.0,"body":"podcast and grown the show and"},{"speaker":"Unknown","startTime":1302.57,"endTime":1305.0,"body":"grow in this. So I've got"},{"speaker":"Unknown","startTime":1305.0,"endTime":1308.27,"body":"metrics. And then one of my"},{"speaker":"Unknown","startTime":1305.0,"endTime":1308.27,"body":"metrics was the amount of cold"},{"speaker":"Unknown","startTime":1308.27,"endTime":1311.48,"body":"calls per day. And then the"},{"speaker":"Unknown","startTime":1308.27,"endTime":1311.48,"body":"amount of door knocks per day,"},{"speaker":"Unknown","startTime":1311.54,"endTime":1314.48,"body":"the amount of false tactics in"},{"speaker":"Unknown","startTime":1311.54,"endTime":1314.48,"body":"your plan as well, right? What"},{"speaker":"Unknown","startTime":1314.48,"endTime":1317.45,"body":"are the tactics in my plan? So"},{"speaker":"Unknown","startTime":1314.48,"endTime":1317.45,"body":"those are the tactics to hit my"},{"speaker":"Unknown","startTime":1317.45,"endTime":1320.63,"body":"one goal. And then once I put"},{"speaker":"Unknown","startTime":1317.45,"endTime":1320.63,"body":"all of my eggs into that basket,"},{"speaker":"Unknown","startTime":1320.66,"endTime":1322.91,"body":"then that's when I started"},{"speaker":"Unknown","startTime":1320.66,"endTime":1322.91,"body":"seeing traction, I started"},{"speaker":"Unknown","startTime":1322.91,"endTime":1327.38,"body":"seeing progress. So can you"},{"speaker":"Unknown","startTime":1322.91,"endTime":1327.38,"body":"speak on? Can we keep hitting on"},{"speaker":"Unknown","startTime":1327.38,"endTime":1331.61,"body":"about maybe some mistakes, some"},{"speaker":"Unknown","startTime":1327.38,"endTime":1331.61,"body":"other common mistakes that you"},{"speaker":"Unknown","startTime":1331.61,"endTime":1337.07,"body":"see with people that are"},{"speaker":"Unknown","startTime":1331.61,"endTime":1337.07,"body":"creating their 12 week plan in"},{"speaker":"Unknown","startTime":1337.07,"endTime":1340.04,"body":"general, like maybe some common"},{"speaker":"Unknown","startTime":1337.07,"endTime":1340.04,"body":"mistakes, and then we can get"},{"speaker":"Unknown","startTime":1340.04,"endTime":1342.08,"body":"into the tactics and your"},{"speaker":"Unknown","startTime":1340.04,"endTime":1342.08,"body":"strategies around that?"},{"speaker":"Unknown","startTime":1342.71,"endTime":1345.17,"body":"Yeah, one is, the first one is"},{"speaker":"Unknown","startTime":1342.71,"endTime":1345.17,"body":"what you mentioned, they put too"},{"speaker":"Unknown","startTime":1345.17,"endTime":1349.01,"body":"much in it, because they used to"},{"speaker":"Unknown","startTime":1345.17,"endTime":1349.01,"body":"planning annually. Another is we"},{"speaker":"Unknown","startTime":1349.01,"endTime":1352.97,"body":"don't get really clear on the"},{"speaker":"Unknown","startTime":1349.01,"endTime":1352.97,"body":"outcome. Right? It's kind of so"},{"speaker":"Unknown","startTime":1352.97,"endTime":1355.91,"body":"getting really specific, where"},{"speaker":"Unknown","startTime":1352.97,"endTime":1355.91,"body":"if we can't quantify, we have to"},{"speaker":"Unknown","startTime":1355.91,"endTime":1358.43,"body":"qualify what's different 12"},{"speaker":"Unknown","startTime":1355.91,"endTime":1358.43,"body":"weeks from today? How will I"},{"speaker":"Unknown","startTime":1358.43,"endTime":1361.73,"body":"know it? Because if you can't"},{"speaker":"Unknown","startTime":1358.43,"endTime":1361.73,"body":"define there, you can't build a"},{"speaker":"Unknown","startTime":1361.73,"endTime":1365.69,"body":"plan. So really getting clear on"},{"speaker":"Unknown","startTime":1361.73,"endTime":1365.69,"body":"what do I want different 12"},{"speaker":"Unknown","startTime":1365.69,"endTime":1368.66,"body":"weeks from today, either"},{"speaker":"Unknown","startTime":1365.69,"endTime":1368.66,"body":"quantify it, if it's sales or"},{"speaker":"Unknown","startTime":1368.66,"endTime":1370.79,"body":"building revenue for your"},{"speaker":"Unknown","startTime":1368.66,"endTime":1370.79,"body":"business or something like"},{"speaker":"Unknown","startTime":1370.88,"endTime":1374.0,"body":"that's easy to quantify if it's"},{"speaker":"Unknown","startTime":1370.88,"endTime":1374.0,"body":"improving a relationship or"},{"speaker":"Unknown","startTime":1374.0,"endTime":1377.12,"body":"something like that, that may be"},{"speaker":"Unknown","startTime":1374.0,"endTime":1377.12,"body":"a little more difficult. And"},{"speaker":"Unknown","startTime":1377.12,"endTime":1382.52,"body":"then another piece is making"},{"speaker":"Unknown","startTime":1377.12,"endTime":1382.52,"body":"sure that at the tactic level we"},{"speaker":"Unknown","startTime":1382.52,"endTime":1386.0,"body":"spell out we get very granular."},{"speaker":"Unknown","startTime":1382.52,"endTime":1386.0,"body":"In other words, we get down to"},{"speaker":"Unknown","startTime":1386.0,"endTime":1390.2,"body":"discrete actions. Things like"},{"speaker":"Unknown","startTime":1386.0,"endTime":1390.2,"body":"conduct a conduct a workshop,"},{"speaker":"Unknown","startTime":1390.2,"endTime":1393.05,"body":"conduct a seminar, conduct a"},{"speaker":"Unknown","startTime":1390.2,"endTime":1393.05,"body":"podcast is way too broad."},{"speaker":"Unknown","startTime":1393.32,"endTime":1396.2,"body":"There's a series of steps that"},{"speaker":"Unknown","startTime":1393.32,"endTime":1396.2,"body":"lead up to conducting a"},{"speaker":"Unknown","startTime":1396.2,"endTime":1399.77,"body":"successful workshop or podcast,"},{"speaker":"Unknown","startTime":1396.2,"endTime":1399.77,"body":"what are those, I mean, we got"},{"speaker":"Unknown","startTime":1399.77,"endTime":1402.74,"body":"to get very granular, which most"},{"speaker":"Unknown","startTime":1399.77,"endTime":1402.74,"body":"people aren't used to planning"},{"speaker":"Unknown","startTime":1402.74,"endTime":1405.44,"body":"that way they're used to"},{"speaker":"Unknown","startTime":1402.74,"endTime":1405.44,"body":"planning conceptually. And the"},{"speaker":"Unknown","startTime":1405.44,"endTime":1408.26,"body":"problem with conceptual planning"},{"speaker":"Unknown","startTime":1405.44,"endTime":1408.26,"body":"is twofold. One, you can't"},{"speaker":"Unknown","startTime":1408.26,"endTime":1412.25,"body":"execute concepts. And two,"},{"speaker":"Unknown","startTime":1408.26,"endTime":1412.25,"body":"because you can't execute and"},{"speaker":"Unknown","startTime":1412.25,"endTime":1414.11,"body":"because they're broad, you don't"},{"speaker":"Unknown","startTime":1412.25,"endTime":1414.11,"body":"know what worked and what didn't"},{"speaker":"Unknown","startTime":1414.11,"endTime":1417.56,"body":"work. So we get tactical, your"},{"speaker":"Unknown","startTime":1414.11,"endTime":1417.56,"body":"plan leaves a breadcrumb trail,"},{"speaker":"Unknown","startTime":1417.56,"endTime":1419.51,"body":"you're going to know"},{"speaker":"Unknown","startTime":1417.56,"endTime":1419.51,"body":"specifically what got done, what"},{"speaker":"Unknown","startTime":1419.51,"endTime":1422.57,"body":"didn't get done, what worked,"},{"speaker":"Unknown","startTime":1419.51,"endTime":1422.57,"body":"what didn't work. And honestly,"},{"speaker":"Unknown","startTime":1422.57,"endTime":1424.76,"body":"Brian, that's how our clients"},{"speaker":"Unknown","startTime":1422.57,"endTime":1424.76,"body":"dial it in. That's how our"},{"speaker":"Unknown","startTime":1424.76,"endTime":1427.85,"body":"clients feel accomplished more"},{"speaker":"Unknown","startTime":1424.76,"endTime":1427.85,"body":"in 12 weeks, the most in 12"},{"speaker":"Unknown","startTime":1427.85,"endTime":1430.43,"body":"months, it's not about doing"},{"speaker":"Unknown","startTime":1427.85,"endTime":1430.43,"body":"more, it's not about taking"},{"speaker":"Unknown","startTime":1430.43,"endTime":1432.44,"body":"everything you do in 12 months"},{"speaker":"Unknown","startTime":1430.43,"endTime":1432.44,"body":"and trying to cram it into 12"},{"speaker":"Unknown","startTime":1432.44,"endTime":1435.8,"body":"weeks, it's about being more"},{"speaker":"Unknown","startTime":1432.44,"endTime":1435.8,"body":"consistent with the things that"},{"speaker":"Unknown","startTime":1435.8,"endTime":1436.88,"body":"really move the needle,"},{"speaker":"Unknown","startTime":1437.27,"endTime":1440.6,"body":"dollar productive activities."},{"speaker":"Unknown","startTime":1437.27,"endTime":1440.6,"body":"Can you give an example even if"},{"speaker":"Unknown","startTime":1440.6,"endTime":1445.16,"body":"it's made up about this entire"},{"speaker":"Unknown","startTime":1440.6,"endTime":1445.16,"body":"process in general, so maybe"},{"speaker":"Unknown","startTime":1445.16,"endTime":1449.0,"body":"come up with fictitious, okay,"},{"speaker":"Unknown","startTime":1445.16,"endTime":1449.0,"body":"so here to be an example of what"},{"speaker":"Unknown","startTime":1449.03,"endTime":1452.6,"body":"a 12 week goal, a good 12 week"},{"speaker":"Unknown","startTime":1449.03,"endTime":1452.6,"body":"goal would be? Here's an example"},{"speaker":"Unknown","startTime":1452.6,"endTime":1456.41,"body":"of what the tactics could be for"},{"speaker":"Unknown","startTime":1452.6,"endTime":1456.41,"body":"that accomplishment, or that"},{"speaker":"Unknown","startTime":1456.41,"endTime":1458.96,"body":"goal that would fit really well"},{"speaker":"Unknown","startTime":1456.41,"endTime":1458.96,"body":"within the framework can be a"},{"speaker":"Unknown","startTime":1458.96,"endTime":1461.48,"body":"very tight, achievable process"},{"speaker":"Unknown","startTime":1458.96,"endTime":1461.48,"body":"to follow."},{"speaker":"Unknown","startTime":1462.71,"endTime":1465.35,"body":"So there's some examples in our"},{"speaker":"Unknown","startTime":1462.71,"endTime":1465.35,"body":"book I'm gonna give you we have"},{"speaker":"Unknown","startTime":1465.35,"endTime":1468.62,"body":"a FREE Getting Started course to"},{"speaker":"Unknown","startTime":1465.35,"endTime":1468.62,"body":"there'll be more samples there,"},{"speaker":"Unknown","startTime":1468.89,"endTime":1472.22,"body":"perfect. But if you go to Toby"},{"speaker":"Unknown","startTime":1468.89,"endTime":1472.22,"body":"here.com, Ford slash getting"},{"speaker":"Unknown","startTime":1472.22,"endTime":1475.61,"body":"started, and just drop in your"},{"speaker":"Unknown","startTime":1472.22,"endTime":1475.61,"body":"name and email, you'll get three"},{"speaker":"Unknown","startTime":1475.61,"endTime":1477.98,"body":"different emails from me. But a"},{"speaker":"Unknown","startTime":1475.61,"endTime":1477.98,"body":"great example would be just,"},{"speaker":"Unknown","startTime":1478.16,"endTime":1482.09,"body":"let's say I had a sales goal of"},{"speaker":"Unknown","startTime":1478.16,"endTime":1482.09,"body":"120,000 or 120 million really"},{"speaker":"Unknown","startTime":1482.09,"endTime":1484.79,"body":"doesn't matter. But let's say"},{"speaker":"Unknown","startTime":1482.09,"endTime":1484.79,"body":"I'm an individual sales rep and"},{"speaker":"Unknown","startTime":1484.79,"endTime":1488.21,"body":"I got a sales goal of 120,000"},{"speaker":"Unknown","startTime":1484.79,"endTime":1488.21,"body":"for the next 12 weeks. That's my"},{"speaker":"Unknown","startTime":1488.21,"endTime":1491.12,"body":"goal. It's an outcome. It's very"},{"speaker":"Unknown","startTime":1488.21,"endTime":1491.12,"body":"measurable, right? I know where"},{"speaker":"Unknown","startTime":1491.12,"endTime":1496.34,"body":"there is, if I hit 119, I didn't"},{"speaker":"Unknown","startTime":1491.12,"endTime":1496.34,"body":"make it. Right. So some tactics"},{"speaker":"Unknown","startTime":1496.34,"endTime":1499.55,"body":"might be to develop a list of"},{"speaker":"Unknown","startTime":1496.34,"endTime":1499.55,"body":"centers of influence 12"},{"speaker":"Unknown","startTime":1499.55,"endTime":1502.07,"body":"Different set have an influence"},{"speaker":"Unknown","startTime":1499.55,"endTime":1502.07,"body":"another tactic might be to meet"},{"speaker":"Unknown","startTime":1502.07,"endTime":1504.83,"body":"with one center of influence"},{"speaker":"Unknown","startTime":1502.07,"endTime":1504.83,"body":"each week to get three"},{"speaker":"Unknown","startTime":1504.83,"endTime":1509.0,"body":"referrals. Another one might be"},{"speaker":"Unknown","startTime":1504.83,"endTime":1509.0,"body":"to block out time each day to"},{"speaker":"Unknown","startTime":1509.0,"endTime":1512.06,"body":"make calls. Another one might be"},{"speaker":"Unknown","startTime":1509.0,"endTime":1512.06,"body":"to schedule 10 appointments per"},{"speaker":"Unknown","startTime":1512.06,"endTime":1514.61,"body":"week another might be to conduct"},{"speaker":"Unknown","startTime":1512.06,"endTime":1514.61,"body":"eight appointments per week,"},{"speaker":"Unknown","startTime":1514.61,"endTime":1517.58,"body":"right? You get the feel for"},{"speaker":"Unknown","startTime":1514.61,"endTime":1517.58,"body":"that. I'm just giving you it's"},{"speaker":"Unknown","startTime":1517.58,"endTime":1521.09,"body":"real general. But you can see"},{"speaker":"Unknown","startTime":1517.58,"endTime":1521.09,"body":"how that flows together. And"},{"speaker":"Unknown","startTime":1521.09,"endTime":1524.72,"body":"again, what I'm looking for are"},{"speaker":"Unknown","startTime":1521.09,"endTime":1524.72,"body":"the critical few tactics. One"},{"speaker":"Unknown","startTime":1524.72,"endTime":1528.95,"body":"tactic might be to ask for a"},{"speaker":"Unknown","startTime":1524.72,"endTime":1528.95,"body":"referral three times a day. Very"},{"speaker":"Unknown","startTime":1528.95,"endTime":1532.22,"body":"specific action, I'm going to"},{"speaker":"Unknown","startTime":1528.95,"endTime":1532.22,"body":"know each week whether I've done"},{"speaker":"Unknown","startTime":1532.22,"endTime":1534.05,"body":"that or not. And I'm going to"},{"speaker":"Unknown","startTime":1532.22,"endTime":1534.05,"body":"know whether or not it's"},{"speaker":"Unknown","startTime":1534.05,"endTime":1540.44,"body":"producing. So it those the plan"},{"speaker":"Unknown","startTime":1534.05,"endTime":1540.44,"body":"itself is very granular. Right,"},{"speaker":"Unknown","startTime":1540.44,"endTime":1543.95,"body":"so that we know the magnitude of"},{"speaker":"Unknown","startTime":1540.44,"endTime":1543.95,"body":"the work. We know what matters"},{"speaker":"Unknown","startTime":1543.95,"endTime":1546.29,"body":"most. And we know whether or not"},{"speaker":"Unknown","startTime":1543.95,"endTime":1546.29,"body":"it worked. That leaves a"},{"speaker":"Unknown","startTime":1546.29,"endTime":1549.92,"body":"breadcrumb trail, as I said,"},{"speaker":"Unknown","startTime":1546.29,"endTime":1549.92,"body":"where a conceptual plan would be"},{"speaker":"Unknown","startTime":1550.19,"endTime":1554.93,"body":"podcast, right run podcast, it"},{"speaker":"Unknown","startTime":1550.19,"endTime":1554.93,"body":"would be get referrals, it would"},{"speaker":"Unknown","startTime":1554.93,"endTime":1558.92,"body":"be going appointments, right?"},{"speaker":"Unknown","startTime":1554.93,"endTime":1558.92,"body":"That's that's just to show that"},{"speaker":"Unknown","startTime":1558.92,"endTime":1560.3,"body":"you can execute that stuff."},{"speaker":"Unknown","startTime":1561.08,"endTime":1563.69,"body":"I love it. And if I'm"},{"speaker":"Unknown","startTime":1561.08,"endTime":1563.69,"body":"remembering correctly, correct"},{"speaker":"Unknown","startTime":1563.69,"endTime":1566.06,"body":"me if I'm wrong, but I believe"},{"speaker":"Unknown","startTime":1563.69,"endTime":1566.06,"body":"that there was a part of the"},{"speaker":"Unknown","startTime":1566.06,"endTime":1570.2,"body":"book where it was talking about"},{"speaker":"Unknown","startTime":1566.06,"endTime":1570.2,"body":"hitting 80% of those tactics."},{"speaker":"Unknown","startTime":1570.74,"endTime":1573.41,"body":"Yeah, so from an execution"},{"speaker":"Unknown","startTime":1570.74,"endTime":1573.41,"body":"standpoint, what we found is"},{"speaker":"Unknown","startTime":1573.41,"endTime":1576.98,"body":"that, if you're around 80%, or"},{"speaker":"Unknown","startTime":1573.41,"endTime":1576.98,"body":"higher, week in and week out, in"},{"speaker":"Unknown","startTime":1576.98,"endTime":1580.01,"body":"most cases, you're gonna hit the"},{"speaker":"Unknown","startTime":1576.98,"endTime":1580.01,"body":"goal, which I think is really"},{"speaker":"Unknown","startTime":1580.01,"endTime":1582.98,"body":"encouraging, because none of us"},{"speaker":"Unknown","startTime":1580.01,"endTime":1582.98,"body":"are perfect. And what it says"},{"speaker":"Unknown","startTime":1582.98,"endTime":1585.86,"body":"you don't have to be perfect. In"},{"speaker":"Unknown","startTime":1582.98,"endTime":1585.86,"body":"fact, we have people that"},{"speaker":"Unknown","startTime":1586.43,"endTime":1590.18,"body":"execute a 50% hit the goal, it's"},{"speaker":"Unknown","startTime":1586.43,"endTime":1590.18,"body":"just the probability of it is so"},{"speaker":"Unknown","startTime":1590.18,"endTime":1593.72,"body":"much lower. We've got the just"},{"speaker":"Unknown","startTime":1590.18,"endTime":1593.72,"body":"tons and tons of data on the"},{"speaker":"Unknown","startTime":1593.72,"endTime":1596.66,"body":"correlation between 80 plus"},{"speaker":"Unknown","startTime":1593.72,"endTime":1596.66,"body":"percent and hitting the goal,"},{"speaker":"Unknown","startTime":1596.69,"endTime":1598.97,"body":"either individually or"},{"speaker":"Unknown","startTime":1596.69,"endTime":1598.97,"body":"collectively as a team."},{"speaker":"Unknown","startTime":1600.17,"endTime":1603.14,"body":"Yeah, and I love that because"},{"speaker":"Unknown","startTime":1600.17,"endTime":1603.14,"body":"yeah, it does humanize it. And"},{"speaker":"Unknown","startTime":1603.14,"endTime":1607.16,"body":"it helps whenever you do make"},{"speaker":"Unknown","startTime":1603.14,"endTime":1607.16,"body":"mistakes by for me even to put"},{"speaker":"Unknown","startTime":1607.16,"endTime":1610.04,"body":"the context back. No, Jim. So if"},{"speaker":"Unknown","startTime":1607.16,"endTime":1610.04,"body":"you were to do a 12 week year"},{"speaker":"Unknown","startTime":1610.04,"endTime":1613.49,"body":"for the gym, it'd be oh, I want"},{"speaker":"Unknown","startTime":1610.04,"endTime":1613.49,"body":"to lose, maybe we'll call it 12"},{"speaker":"Unknown","startTime":1613.49,"endTime":1617.78,"body":"pounds, 12 pounds, 12 weeks. And"},{"speaker":"Unknown","startTime":1613.49,"endTime":1617.78,"body":"then if you were to not hit"},{"speaker":"Unknown","startTime":1617.78,"endTime":1620.51,"body":"maybe your goals, five gym"},{"speaker":"Unknown","startTime":1617.78,"endTime":1620.51,"body":"sessions per week, if you were"},{"speaker":"Unknown","startTime":1620.51,"endTime":1623.18,"body":"to hit four gym sessions, you"},{"speaker":"Unknown","startTime":1620.51,"endTime":1623.18,"body":"can't you wouldn't have to beat"},{"speaker":"Unknown","startTime":1623.18,"endTime":1626.69,"body":"yourself up, because you're"},{"speaker":"Unknown","startTime":1623.18,"endTime":1626.69,"body":"still hitting your mark. But I"},{"speaker":"Unknown","startTime":1626.69,"endTime":1630.74,"body":"love that little bit of human"},{"speaker":"Unknown","startTime":1626.69,"endTime":1630.74,"body":"wiggle room there. Like that's,"},{"speaker":"Unknown","startTime":1630.77,"endTime":1631.85,"body":"that's perfect, because"},{"speaker":"Unknown","startTime":1632.9,"endTime":1635.75,"body":"because you don't need to be"},{"speaker":"Unknown","startTime":1632.9,"endTime":1635.75,"body":"perfect. To be great. You're not"},{"speaker":"Unknown","startTime":1635.75,"endTime":1638.48,"body":"going to be perfect. But just to"},{"speaker":"Unknown","startTime":1635.75,"endTime":1638.48,"body":"clarify, one thing we would talk"},{"speaker":"Unknown","startTime":1638.48,"endTime":1641.3,"body":"about the goal is the outcome."},{"speaker":"Unknown","startTime":1638.48,"endTime":1641.3,"body":"Would you talk about his weekly"},{"speaker":"Unknown","startTime":1641.3,"endTime":1644.87,"body":"goals, we would call tactics,"},{"speaker":"Unknown","startTime":1641.3,"endTime":1644.87,"body":"the actions or tactics. And the"},{"speaker":"Unknown","startTime":1644.87,"endTime":1647.33,"body":"reason that's important, Brian"},{"speaker":"Unknown","startTime":1644.87,"endTime":1647.33,"body":"is because oftentimes people"},{"speaker":"Unknown","startTime":1647.33,"endTime":1650.66,"body":"will set up an action as a goal."},{"speaker":"Unknown","startTime":1647.33,"endTime":1650.66,"body":"You mentioned weight loss, we'll"},{"speaker":"Unknown","startTime":1650.66,"endTime":1654.5,"body":"see people set a goal of working"},{"speaker":"Unknown","startTime":1650.66,"endTime":1654.5,"body":"out four times a week. The"},{"speaker":"Unknown","startTime":1654.5,"endTime":1656.78,"body":"problem with that as a goal,"},{"speaker":"Unknown","startTime":1654.5,"endTime":1656.78,"body":"it's not a goal, it's an action."},{"speaker":"Unknown","startTime":1657.83,"endTime":1660.14,"body":"And it needs to be tied to"},{"speaker":"Unknown","startTime":1657.83,"endTime":1660.14,"body":"something more aspirational,"},{"speaker":"Unknown","startTime":1660.14,"endTime":1664.61,"body":"like losing 12 pounds, right?"},{"speaker":"Unknown","startTime":1660.14,"endTime":1664.61,"body":"Why do I want to work out? Let's"},{"speaker":"Unknown","startTime":1664.64,"endTime":1668.39,"body":"that's the goal. The answer to"},{"speaker":"Unknown","startTime":1664.64,"endTime":1668.39,"body":"the why is to lose 12 pounds."},{"speaker":"Unknown","startTime":1668.39,"endTime":1671.81,"body":"The why is to 10% body fat, the"},{"speaker":"Unknown","startTime":1668.39,"endTime":1671.81,"body":"why is the lower blood pressure,"},{"speaker":"Unknown","startTime":1671.81,"endTime":1675.47,"body":"whatever that may be. That's the"},{"speaker":"Unknown","startTime":1671.81,"endTime":1675.47,"body":"goal. That's the outcome. The"},{"speaker":"Unknown","startTime":1675.47,"endTime":1678.41,"body":"working out is part of the"},{"speaker":"Unknown","startTime":1675.47,"endTime":1678.41,"body":"tactical plan."},{"speaker":"Unknown","startTime":1678.98,"endTime":1681.23,"body":"Yep. Yep. That would be part of"},{"speaker":"Unknown","startTime":1678.98,"endTime":1681.23,"body":"the tactics where you're like"},{"speaker":"Unknown","startTime":1681.23,"endTime":1683.93,"body":"one of the tactics would be"},{"speaker":"Unknown","startTime":1681.23,"endTime":1683.93,"body":"going to the gym five times a"},{"speaker":"Unknown","startTime":1683.93,"endTime":1686.18,"body":"week, right? That'd be one of"},{"speaker":"Unknown","startTime":1683.93,"endTime":1686.18,"body":"the tactics that's always talked"},{"speaker":"Unknown","startTime":1686.18,"endTime":1693.29,"body":"about with the four. Yep. Okay,"},{"speaker":"Unknown","startTime":1686.18,"endTime":1693.29,"body":"perfect. So do you notice? Is"},{"speaker":"Unknown","startTime":1693.29,"endTime":1696.08,"body":"there any difference that you've"},{"speaker":"Unknown","startTime":1693.29,"endTime":1696.08,"body":"seen with people because now"},{"speaker":"Unknown","startTime":1696.08,"endTime":1700.16,"body":"you've run so many 1000s of"},{"speaker":"Unknown","startTime":1696.08,"endTime":1700.16,"body":"people through this? Is there"},{"speaker":"Unknown","startTime":1700.16,"endTime":1704.27,"body":"any different differentiators"},{"speaker":"Unknown","startTime":1700.16,"endTime":1704.27,"body":"between ones that that either"},{"speaker":"Unknown","startTime":1704.27,"endTime":1707.81,"body":"like really get it, or they"},{"speaker":"Unknown","startTime":1704.27,"endTime":1707.81,"body":"don't, or ones that you see that"},{"speaker":"Unknown","startTime":1707.81,"endTime":1710.87,"body":"are skyrocketing with this"},{"speaker":"Unknown","startTime":1707.81,"endTime":1710.87,"body":"program versus ones that are"},{"speaker":"Unknown","startTime":1710.87,"endTime":1714.32,"body":"just they're doing all right,"},{"speaker":"Unknown","startTime":1710.87,"endTime":1714.32,"body":"but they're not really killing"},{"speaker":"Unknown","startTime":1714.32,"endTime":1717.56,"body":"it? Is it just a matter of"},{"speaker":"Unknown","startTime":1714.32,"endTime":1717.56,"body":"commitment? Or what do you say?"},{"speaker":"Unknown","startTime":1718.1,"endTime":1720.95,"body":"Yeah, it ties to commitment,"},{"speaker":"Unknown","startTime":1718.1,"endTime":1720.95,"body":"right? It's really though, the"},{"speaker":"Unknown","startTime":1720.95,"endTime":1723.56,"body":"willingness to do the heavy"},{"speaker":"Unknown","startTime":1720.95,"endTime":1723.56,"body":"lifting to do the actions"},{"speaker":"Unknown","startTime":1723.56,"endTime":1726.74,"body":"because sometimes I think people"},{"speaker":"Unknown","startTime":1723.56,"endTime":1726.74,"body":"think the 12 week year is going"},{"speaker":"Unknown","startTime":1726.74,"endTime":1729.95,"body":"to be this magic system. By just"},{"speaker":"Unknown","startTime":1726.74,"endTime":1729.95,"body":"by, it's like buying the"},{"speaker":"Unknown","startTime":1729.95,"endTime":1732.29,"body":"NordicTrack, I'm going to lose"},{"speaker":"Unknown","startTime":1729.95,"endTime":1732.29,"body":"weight. No, you got to get on"},{"speaker":"Unknown","startTime":1732.29,"endTime":1735.77,"body":"the damn thing, right? You got"},{"speaker":"Unknown","startTime":1732.29,"endTime":1735.77,"body":"to, whether it's the peloton or"},{"speaker":"Unknown","startTime":1735.77,"endTime":1738.17,"body":"whatever. And it's the same"},{"speaker":"Unknown","startTime":1735.77,"endTime":1738.17,"body":"thing with the 12 week gear, the"},{"speaker":"Unknown","startTime":1738.17,"endTime":1741.2,"body":"12 week gear is going to create"},{"speaker":"Unknown","startTime":1738.17,"endTime":1741.2,"body":"the structures for you. And it's"},{"speaker":"Unknown","startTime":1741.2,"endTime":1743.9,"body":"going to do everything it can to"},{"speaker":"Unknown","startTime":1741.2,"endTime":1743.9,"body":"help you but you've got to be"},{"speaker":"Unknown","startTime":1743.9,"endTime":1747.11,"body":"willing to do the action. And"},{"speaker":"Unknown","startTime":1743.9,"endTime":1747.11,"body":"the number one reason people"},{"speaker":"Unknown","startTime":1747.11,"endTime":1749.81,"body":"struggle with the 12 week gear"},{"speaker":"Unknown","startTime":1747.11,"endTime":1749.81,"body":"is because they're not willing"},{"speaker":"Unknown","startTime":1749.81,"endTime":1753.29,"body":"to take the action and the 12"},{"speaker":"Unknown","startTime":1749.81,"endTime":1753.29,"body":"week gear makes them forces them"},{"speaker":"Unknown","startTime":1753.29,"endTime":1756.98,"body":"to look at it every and so they"},{"speaker":"Unknown","startTime":1753.29,"endTime":1756.98,"body":"either step up or they drop out."},{"speaker":"Unknown","startTime":1756.98,"endTime":1758.93,"body":"But there's a number of them"},{"speaker":"Unknown","startTime":1756.98,"endTime":1758.93,"body":"that drop out because they're"},{"speaker":"Unknown","startTime":1758.93,"endTime":1762.59,"body":"just not willing to do what it"},{"speaker":"Unknown","startTime":1758.93,"endTime":1762.59,"body":"takes. And so we would say"},{"speaker":"Unknown","startTime":1762.59,"endTime":1766.25,"body":"that's okay. But then you have"},{"speaker":"Unknown","startTime":1762.59,"endTime":1766.25,"body":"to go adjust your vision and"},{"speaker":"Unknown","startTime":1766.25,"endTime":1769.67,"body":"settle for less than life."},{"speaker":"Unknown","startTime":1766.25,"endTime":1769.67,"body":"Because if you continue to think"},{"speaker":"Unknown","startTime":1769.67,"endTime":1771.68,"body":"you're going to live this life,"},{"speaker":"Unknown","startTime":1769.67,"endTime":1771.68,"body":"but you're not willing to do"},{"speaker":"Unknown","startTime":1771.68,"endTime":1777.14,"body":"this. You're delusional because"},{"speaker":"Unknown","startTime":1771.68,"endTime":1777.14,"body":"anything worthwhile in life"},{"speaker":"Unknown","startTime":1777.14,"endTime":1780.29,"body":"takes effort. And if you said"},{"speaker":"Unknown","startTime":1777.14,"endTime":1780.29,"body":"this is the effort it takes to"},{"speaker":"Unknown","startTime":1780.29,"endTime":1783.38,"body":"create these goals and live this"},{"speaker":"Unknown","startTime":1780.29,"endTime":1783.38,"body":"life but I'll do it later. Come"},{"speaker":"Unknown","startTime":1783.38,"endTime":1786.05,"body":"on, man, Let's confront that."},{"speaker":"Unknown","startTime":1783.38,"endTime":1786.05,"body":"Let's either decide you're"},{"speaker":"Unknown","startTime":1786.05,"endTime":1788.9,"body":"willing to pay the price and do"},{"speaker":"Unknown","startTime":1786.05,"endTime":1788.9,"body":"the work or you're not and if"},{"speaker":"Unknown","startTime":1788.9,"endTime":1791.3,"body":"you're not, let's quit kidding"},{"speaker":"Unknown","startTime":1788.9,"endTime":1791.3,"body":"yourself that you're going to"},{"speaker":"Unknown","startTime":1791.3,"endTime":1792.83,"body":"have the kind of lifestyle you"},{"speaker":"Unknown","startTime":1791.3,"endTime":1792.83,"body":"want."},{"speaker":"Unknown","startTime":1794.39,"endTime":1797.96,"body":"Yeah, and that's what makes it"},{"speaker":"Unknown","startTime":1794.39,"endTime":1797.96,"body":"worthwhile. Is the work if it"},{"speaker":"Unknown","startTime":1797.96,"endTime":1800.3,"body":"just came to you for free, it"},{"speaker":"Unknown","startTime":1797.96,"endTime":1800.3,"body":"wouldn't be worth it. Wow."},{"speaker":"Unknown","startTime":1801.77,"endTime":1802.43,"body":"Exactly,"},{"speaker":"Unknown","startTime":1802.91,"endTime":1805.76,"body":"yeah, but that's the stumbling"},{"speaker":"Unknown","startTime":1802.91,"endTime":1805.76,"body":"block for everyone. And the"},{"speaker":"Unknown","startTime":1805.76,"endTime":1808.16,"body":"biggest bugaboo for everyone"},{"speaker":"Unknown","startTime":1805.76,"endTime":1808.16,"body":"accomplishing what they're"},{"speaker":"Unknown","startTime":1808.16,"endTime":1811.85,"body":"capable of is that internally,"},{"speaker":"Unknown","startTime":1808.16,"endTime":1811.85,"body":"we're wired for comfort. That's"},{"speaker":"Unknown","startTime":1811.85,"endTime":1815.24,"body":"what we seek we seek comfort we"},{"speaker":"Unknown","startTime":1811.85,"endTime":1815.24,"body":"seek, look at the highest paid"},{"speaker":"Unknown","startTime":1815.81,"endTime":1818.06,"body":"professionals, they're"},{"speaker":"Unknown","startTime":1815.81,"endTime":1818.06,"body":"entertainers or athletes. Why is"},{"speaker":"Unknown","startTime":1818.06,"endTime":1821.33,"body":"that because we can just sit on"},{"speaker":"Unknown","startTime":1818.06,"endTime":1821.33,"body":"our butt and watch that. Right?"},{"speaker":"Unknown","startTime":1821.33,"endTime":1825.41,"body":"It takes no effort to engage"},{"speaker":"Unknown","startTime":1821.33,"endTime":1825.41,"body":"with that. And so we are wired"},{"speaker":"Unknown","startTime":1825.41,"endTime":1827.39,"body":"for comfort, if you're going to"},{"speaker":"Unknown","startTime":1825.41,"endTime":1827.39,"body":"be great in any area of your"},{"speaker":"Unknown","startTime":1827.39,"endTime":1829.52,"body":"life, you're going to have to"},{"speaker":"Unknown","startTime":1827.39,"endTime":1829.52,"body":"sacrifice that comfort, you're"},{"speaker":"Unknown","startTime":1829.52,"endTime":1832.55,"body":"going to have to get out there"},{"speaker":"Unknown","startTime":1829.52,"endTime":1832.55,"body":"and do the things that it takes"},{"speaker":"Unknown","startTime":1833.6,"endTime":1834.35,"body":"to be great."},{"speaker":"Unknown","startTime":1835.73,"endTime":1838.64,"body":"And I love that you're tying it"},{"speaker":"Unknown","startTime":1835.73,"endTime":1838.64,"body":"all back into vision, and you"},{"speaker":"Unknown","startTime":1838.64,"endTime":1842.27,"body":"start and end with vision."},{"speaker":"Unknown","startTime":1838.64,"endTime":1842.27,"body":"That's the differentiator,"},{"speaker":"Unknown","startTime":1842.33,"endTime":1846.2,"body":"because a lot of people,"},{"speaker":"Unknown","startTime":1842.33,"endTime":1846.2,"body":"especially in business, they get"},{"speaker":"Unknown","startTime":1846.2,"endTime":1848.33,"body":"so lost in the dollars and"},{"speaker":"Unknown","startTime":1846.2,"endTime":1848.33,"body":"cents, and they forget about the"},{"speaker":"Unknown","startTime":1848.33,"endTime":1850.76,"body":"actual why behind it. Right?"},{"speaker":"Unknown","startTime":1850.97,"endTime":1853.88,"body":"Yeah, or the vision is just for"},{"speaker":"Unknown","startTime":1850.97,"endTime":1853.88,"body":"the business. Well, business is"},{"speaker":"Unknown","startTime":1853.88,"endTime":1857.0,"body":"part of life. So so if I get my"},{"speaker":"Unknown","startTime":1853.88,"endTime":1857.0,"body":"business to this level, what"},{"speaker":"Unknown","startTime":1857.0,"endTime":1859.16,"body":"does that allow me to do in my"},{"speaker":"Unknown","startTime":1857.0,"endTime":1859.16,"body":"personal life? What does that"},{"speaker":"Unknown","startTime":1859.16,"endTime":1862.25,"body":"enable for me, because that's"},{"speaker":"Unknown","startTime":1859.16,"endTime":1862.25,"body":"the true why everything from my"},{"speaker":"Unknown","startTime":1862.25,"endTime":1865.88,"body":"self esteem, my self image, my"},{"speaker":"Unknown","startTime":1862.25,"endTime":1865.88,"body":"confidence, to what the"},{"speaker":"Unknown","startTime":1865.91,"endTime":1869.09,"body":"financial success can do for me,"},{"speaker":"Unknown","startTime":1865.91,"endTime":1869.09,"body":"and what I can do, in terms of"},{"speaker":"Unknown","startTime":1869.09,"endTime":1872.27,"body":"generosity, in terms of my"},{"speaker":"Unknown","startTime":1869.09,"endTime":1872.27,"body":"family, in terms of multiple"},{"speaker":"Unknown","startTime":1872.27,"endTime":1875.3,"body":"generations are whatever,"},{"speaker":"Unknown","startTime":1872.27,"endTime":1875.3,"body":"whatever is meaningful to you."},{"speaker":"Unknown","startTime":1875.3,"endTime":1878.21,"body":"But making sure you're connected"},{"speaker":"Unknown","startTime":1875.3,"endTime":1878.21,"body":"to that, because that's part of"},{"speaker":"Unknown","startTime":1878.63,"endTime":1881.87,"body":"what gives me the motivation on"},{"speaker":"Unknown","startTime":1878.63,"endTime":1881.87,"body":"a weekly basis to do that heavy"},{"speaker":"Unknown","startTime":1881.87,"endTime":1883.25,"body":"lifting to take the action."},{"speaker":"Unknown","startTime":1884.93,"endTime":1888.98,"body":"I love that. And that kind of"},{"speaker":"Unknown","startTime":1884.93,"endTime":1888.98,"body":"goes along with my wife. So it's"},{"speaker":"Unknown","startTime":1888.98,"endTime":1891.86,"body":"like, every day I wake up, and I"},{"speaker":"Unknown","startTime":1888.98,"endTime":1891.86,"body":"asked myself, what would the"},{"speaker":"Unknown","startTime":1891.89,"endTime":1895.97,"body":"eight figure version of me do?"},{"speaker":"Unknown","startTime":1891.89,"endTime":1895.97,"body":"And that's kind of my framework"},{"speaker":"Unknown","startTime":1895.97,"endTime":1900.77,"body":"that I use to set my goals and"},{"speaker":"Unknown","startTime":1895.97,"endTime":1900.77,"body":"set the tactics as well. Because"},{"speaker":"Unknown","startTime":1901.34,"endTime":1904.46,"body":"I almost personify this separate"},{"speaker":"Unknown","startTime":1901.34,"endTime":1904.46,"body":"version of myself, which it is"},{"speaker":"Unknown","startTime":1904.46,"endTime":1909.05,"body":"me. But for me, this is just how"},{"speaker":"Unknown","startTime":1904.46,"endTime":1909.05,"body":"it works is I'm like, anytime"},{"speaker":"Unknown","startTime":1909.05,"endTime":1912.11,"body":"that I'm on my phone, and maybe"},{"speaker":"Unknown","startTime":1909.05,"endTime":1912.11,"body":"I'm getting caught up in social"},{"speaker":"Unknown","startTime":1912.11,"endTime":1915.56,"body":"media. I said, Hey, what the"},{"speaker":"Unknown","startTime":1912.11,"endTime":1915.56,"body":"eight figure version of you be"},{"speaker":"Unknown","startTime":1915.56,"endTime":1919.97,"body":"scrolling through Tik Tok for"},{"speaker":"Unknown","startTime":1915.56,"endTime":1919.97,"body":"going on our two now? No, hell"},{"speaker":"Unknown","startTime":1919.97,"endTime":1923.72,"body":"no, no, that guy's and I can"},{"speaker":"Unknown","startTime":1919.97,"endTime":1923.72,"body":"almost see that version of me"},{"speaker":"Unknown","startTime":1923.72,"endTime":1926.72,"body":"standing there with his arms"},{"speaker":"Unknown","startTime":1923.72,"endTime":1926.72,"body":"crossed, just give me the bird"},{"speaker":"Unknown","startTime":1926.75,"endTime":1929.99,"body":"for me the bird like, it's not"},{"speaker":"Unknown","startTime":1926.75,"endTime":1929.99,"body":"gonna get the ball down the"},{"speaker":"Unknown","startTime":1929.99,"endTime":1933.44,"body":"field. And so I'll literally"},{"speaker":"Unknown","startTime":1929.99,"endTime":1933.44,"body":"say, Hey, Brian, stop it. And"},{"speaker":"Unknown","startTime":1933.44,"endTime":1936.29,"body":"I'll get back to what I got to"},{"speaker":"Unknown","startTime":1933.44,"endTime":1936.29,"body":"get done. Because it all goes"},{"speaker":"Unknown","startTime":1936.29,"endTime":1942.17,"body":"back to the 20%. And I love that"},{"speaker":"Unknown","startTime":1936.29,"endTime":1942.17,"body":"you said, the sitting there and"},{"speaker":"Unknown","startTime":1942.17,"endTime":1948.8,"body":"feeling the pain of, hey, maybe"},{"speaker":"Unknown","startTime":1942.17,"endTime":1948.8,"body":"because I'm not hitting these"},{"speaker":"Unknown","startTime":1948.8,"endTime":1953.48,"body":"goals every single time. I'm now"},{"speaker":"Unknown","startTime":1948.8,"endTime":1953.48,"body":"aware that this ideal in my head"},{"speaker":"Unknown","startTime":1953.51,"endTime":1957.44,"body":"that I think I'm about to do. I"},{"speaker":"Unknown","startTime":1953.51,"endTime":1957.44,"body":"need to adjust that if I'm not"},{"speaker":"Unknown","startTime":1957.44,"endTime":1959.6,"body":"willing to put the work in"},{"speaker":"Unknown","startTime":1957.44,"endTime":1959.6,"body":"because it's impossible. It's"},{"speaker":"Unknown","startTime":1959.6,"endTime":1963.53,"body":"not going to happen. And then"},{"speaker":"Unknown","startTime":1959.6,"endTime":1963.53,"body":"confronting that reality. Yeah,"},{"speaker":"Unknown","startTime":1963.56,"endTime":1969.08,"body":"that is huge. So for you right"},{"speaker":"Unknown","startTime":1963.56,"endTime":1969.08,"body":"now, what are some things that"},{"speaker":"Unknown","startTime":1969.08,"endTime":1971.96,"body":"you're implementing currently?"},{"speaker":"Unknown","startTime":1969.08,"endTime":1971.96,"body":"And you're on your personal 12?"},{"speaker":"Unknown","startTime":1971.96,"endTime":1973.73,"body":"Week here? What's next for you?"},{"speaker":"Unknown","startTime":1975.08,"endTime":1977.93,"body":"Yeah, we're, we wrote a new book"},{"speaker":"Unknown","startTime":1975.08,"endTime":1977.93,"body":"came out the end of December"},{"speaker":"Unknown","startTime":1977.93,"endTime":1981.02,"body":"called uncommon accountability."},{"speaker":"Unknown","startTime":1977.93,"endTime":1981.02,"body":"Really, because you know,"},{"speaker":"Unknown","startTime":1981.02,"endTime":1983.54,"body":"there's two chapters in the 12,"},{"speaker":"Unknown","startTime":1981.02,"endTime":1983.54,"body":"week, year on accountability."},{"speaker":"Unknown","startTime":1983.54,"endTime":1985.88,"body":"And we've worked with that"},{"speaker":"Unknown","startTime":1983.54,"endTime":1985.88,"body":"concept for a couple decades."},{"speaker":"Unknown","startTime":1985.88,"endTime":1988.61,"body":"Now. We have a very, very"},{"speaker":"Unknown","startTime":1985.88,"endTime":1988.61,"body":"different view. And it's really"},{"speaker":"Unknown","startTime":1988.61,"endTime":1992.3,"body":"powerful. So people wanted more,"},{"speaker":"Unknown","startTime":1988.61,"endTime":1992.3,"body":"we had more to say. So that came"},{"speaker":"Unknown","startTime":1992.3,"endTime":1996.38,"body":"out. So we're launching"},{"speaker":"Unknown","startTime":1992.3,"endTime":1996.38,"body":"accountability groups, because"},{"speaker":"Unknown","startTime":1996.38,"endTime":1999.26,"body":"as you were saying, right, that,"},{"speaker":"Unknown","startTime":1996.38,"endTime":1999.26,"body":"even if I'm connected my vision,"},{"speaker":"Unknown","startTime":1999.56,"endTime":2001.45,"body":"I'm still going to be more"},{"speaker":"Unknown","startTime":1999.56,"endTime":2001.45,"body":"effective if there's some sort"},{"speaker":"Unknown","startTime":2001.45,"endTime":2004.96,"body":"of peer support involved. And so"},{"speaker":"Unknown","startTime":2001.45,"endTime":2004.96,"body":"accountability groups are really"},{"speaker":"Unknown","startTime":2004.96,"endTime":2007.93,"body":"powerful. If you understand what"},{"speaker":"Unknown","startTime":2004.96,"endTime":2007.93,"body":"accountability truly is, if"},{"speaker":"Unknown","startTime":2007.93,"endTime":2010.33,"body":"you're looking for someone to"},{"speaker":"Unknown","startTime":2007.93,"endTime":2010.33,"body":"hold you accountable, I would"},{"speaker":"Unknown","startTime":2010.33,"endTime":2013.57,"body":"say that's a that's a"},{"speaker":"Unknown","startTime":2010.33,"endTime":2013.57,"body":"codependent relationship. That's"},{"speaker":"Unknown","startTime":2013.57,"endTime":2016.9,"body":"not healthy. But if you're"},{"speaker":"Unknown","startTime":2013.57,"endTime":2016.9,"body":"looking to be accountable, and"},{"speaker":"Unknown","startTime":2016.9,"endTime":2020.41,"body":"you're looking for people to"},{"speaker":"Unknown","startTime":2016.9,"endTime":2020.41,"body":"support, that's what we're"},{"speaker":"Unknown","startTime":2020.56,"endTime":2022.66,"body":"that's what we're doing now with"},{"speaker":"Unknown","startTime":2020.56,"endTime":2022.66,"body":"the accountability groups."},{"speaker":"Unknown","startTime":2022.9,"endTime":2024.61,"body":"Say more on that. What do you"},{"speaker":"Unknown","startTime":2022.9,"endTime":2024.61,"body":"mean by that?"},{"speaker":"Unknown","startTime":2025.51,"endTime":2027.49,"body":"Well, so our view of"},{"speaker":"Unknown","startTime":2025.51,"endTime":2027.49,"body":"accountability, most people"},{"speaker":"Unknown","startTime":2027.49,"endTime":2030.49,"body":"experienced accountability is"},{"speaker":"Unknown","startTime":2027.49,"endTime":2030.49,"body":"consequences. That's how it's"},{"speaker":"Unknown","startTime":2030.49,"endTime":2034.72,"body":"applied in life. Right? You"},{"speaker":"Unknown","startTime":2030.49,"endTime":2034.72,"body":"listen to the news any day of"},{"speaker":"Unknown","startTime":2034.72,"endTime":2037.18,"body":"the week, and you hear someone"},{"speaker":"Unknown","startTime":2034.72,"endTime":2037.18,"body":"talk about someone who's done"},{"speaker":"Unknown","startTime":2037.18,"endTime":2039.16,"body":"something wrong, and they're"},{"speaker":"Unknown","startTime":2037.18,"endTime":2039.16,"body":"going to hold them accountable,"},{"speaker":"Unknown","startTime":2039.52,"endTime":2042.19,"body":"which means what we're going to"},{"speaker":"Unknown","startTime":2039.52,"endTime":2042.19,"body":"punish them. And so that's how"},{"speaker":"Unknown","startTime":2042.19,"endTime":2044.23,"body":"people experience"},{"speaker":"Unknown","startTime":2042.19,"endTime":2044.23,"body":"accountability. And yet"},{"speaker":"Unknown","startTime":2044.23,"endTime":2047.08,"body":"intuitively, I think people know"},{"speaker":"Unknown","startTime":2044.23,"endTime":2047.08,"body":"that to be successful, you got"},{"speaker":"Unknown","startTime":2047.08,"endTime":2049.84,"body":"to be accountable. So there's"},{"speaker":"Unknown","startTime":2047.08,"endTime":2049.84,"body":"this big disconnect. And so in"},{"speaker":"Unknown","startTime":2049.84,"endTime":2051.97,"body":"the 12, week, year, we talked"},{"speaker":"Unknown","startTime":2049.84,"endTime":2051.97,"body":"about accountability, not as"},{"speaker":"Unknown","startTime":2051.97,"endTime":2056.11,"body":"consequences, but as ownership"},{"speaker":"Unknown","startTime":2051.97,"endTime":2056.11,"body":"based on freewill choice. And so"},{"speaker":"Unknown","startTime":2056.11,"endTime":2057.88,"body":"how you think about"},{"speaker":"Unknown","startTime":2056.11,"endTime":2057.88,"body":"accountability affects"},{"speaker":"Unknown","startTime":2057.91,"endTime":2060.85,"body":"everything in your life, from"},{"speaker":"Unknown","startTime":2057.91,"endTime":2060.85,"body":"your health, your relationships,"},{"speaker":"Unknown","startTime":2060.85,"endTime":2064.3,"body":"your income, your fulfillment."},{"speaker":"Unknown","startTime":2060.85,"endTime":2064.3,"body":"And so just helping people"},{"speaker":"Unknown","startTime":2064.3,"endTime":2067.06,"body":"really understand accountability"},{"speaker":"Unknown","startTime":2064.3,"endTime":2067.06,"body":"for what it is and what it"},{"speaker":"Unknown","startTime":2067.06,"endTime":2070.75,"body":"isn't. Ultimately, I think it's"},{"speaker":"Unknown","startTime":2067.06,"endTime":2070.75,"body":"the most empowering concept. You"},{"speaker":"Unknown","startTime":2070.75,"endTime":2073.66,"body":"have to live the life you want"},{"speaker":"Unknown","startTime":2070.75,"endTime":2073.66,"body":"to live. And so, so that new"},{"speaker":"Unknown","startTime":2073.66,"endTime":2077.29,"body":"books called uncommon"},{"speaker":"Unknown","startTime":2073.66,"endTime":2077.29,"body":"accountability. And so our big"},{"speaker":"Unknown","startTime":2077.29,"endTime":2079.81,"body":"thing right now is we're all in"},{"speaker":"Unknown","startTime":2077.29,"endTime":2079.81,"body":"on these accountability groups"},{"speaker":"Unknown","startTime":2079.81,"endTime":2081.67,"body":"because of the impact they can"},{"speaker":"Unknown","startTime":2079.81,"endTime":2081.67,"body":"have."},{"speaker":"Unknown","startTime":2082.48,"endTime":2085.81,"body":"I love that you say that because"},{"speaker":"Unknown","startTime":2082.48,"endTime":2085.81,"body":"I just did an interview with one"},{"speaker":"Unknown","startTime":2085.81,"endTime":2089.86,"body":"of one of my friends that I'm in"},{"speaker":"Unknown","startTime":2085.81,"endTime":2089.86,"body":"business with and he said, we"},{"speaker":"Unknown","startTime":2089.86,"endTime":2093.76,"body":"were talking about the concept"},{"speaker":"Unknown","startTime":2089.86,"endTime":2093.76,"body":"of partnerships. And he said,"},{"speaker":"Unknown","startTime":2094.81,"endTime":2098.38,"body":"and we were talking about advice"},{"speaker":"Unknown","startTime":2094.81,"endTime":2098.38,"body":"on finding good partnerships."},{"speaker":"Unknown","startTime":2098.59,"endTime":2102.22,"body":"And one of my questions to him"},{"speaker":"Unknown","startTime":2098.59,"endTime":2102.22,"body":"was okay, cool. What do you do"},{"speaker":"Unknown","startTime":2102.4,"endTime":2105.37,"body":"to find partnerships? Like what"},{"speaker":"Unknown","startTime":2102.4,"endTime":2105.37,"body":"do you do to find good"},{"speaker":"Unknown","startTime":2105.37,"endTime":2107.44,"body":"partnerships, good"},{"speaker":"Unknown","startTime":2105.37,"endTime":2107.44,"body":"relationships? He said, You're"},{"speaker":"Unknown","startTime":2107.44,"endTime":2109.9,"body":"asking the wrong question. I"},{"speaker":"Unknown","startTime":2107.44,"endTime":2109.9,"body":"said, Okay, what questions"},{"speaker":"Unknown","startTime":2109.9,"endTime":2112.36,"body":"should I be asking? And he said,"},{"speaker":"Unknown","startTime":2109.9,"endTime":2112.36,"body":"the question you should be"},{"speaker":"Unknown","startTime":2112.36,"endTime":2118.33,"body":"asking is, how do I be such a"},{"speaker":"Unknown","startTime":2112.36,"endTime":2118.33,"body":"good partner myself, that the"},{"speaker":"Unknown","startTime":2118.36,"endTime":2122.74,"body":"other quality partners are"},{"speaker":"Unknown","startTime":2118.36,"endTime":2122.74,"body":"attracted to me? So I feel like"},{"speaker":"Unknown","startTime":2122.74,"endTime":2125.83,"body":"that's exactly what you're"},{"speaker":"Unknown","startTime":2122.74,"endTime":2125.83,"body":"saying here. Where if you're"},{"speaker":"Unknown","startTime":2125.83,"endTime":2130.87,"body":"looking for people to hold you"},{"speaker":"Unknown","startTime":2125.83,"endTime":2130.87,"body":"accountable, instead of asking"},{"speaker":"Unknown","startTime":2130.87,"endTime":2133.24,"body":"you because instead of seeking"},{"speaker":"Unknown","startTime":2130.87,"endTime":2133.24,"body":"that codependence, you're"},{"speaker":"Unknown","startTime":2133.24,"endTime":2137.5,"body":"seeking How do I become the"},{"speaker":"Unknown","startTime":2133.24,"endTime":2137.5,"body":"Accountable person that maybe"},{"speaker":"Unknown","startTime":2137.53,"endTime":2140.8,"body":"helps hold other people"},{"speaker":"Unknown","startTime":2137.53,"endTime":2140.8,"body":"accountable, and then all of a"},{"speaker":"Unknown","startTime":2140.8,"endTime":2143.08,"body":"sudden, is a reciprocal"},{"speaker":"Unknown","startTime":2140.8,"endTime":2143.08,"body":"relationship? Is that kind of"},{"speaker":"Unknown","startTime":2143.08,"endTime":2143.74,"body":"what you're getting at?"},{"speaker":"Unknown","startTime":2144.58,"endTime":2146.41,"body":"Yeah, the only kind of"},{"speaker":"Unknown","startTime":2144.58,"endTime":2146.41,"body":"accountability, there is self"},{"speaker":"Unknown","startTime":2146.41,"endTime":2149.2,"body":"accountability, and you can have"},{"speaker":"Unknown","startTime":2146.41,"endTime":2149.2,"body":"people support you in that. But"},{"speaker":"Unknown","startTime":2149.2,"endTime":2151.78,"body":"if you're looking for someone to"},{"speaker":"Unknown","startTime":2149.2,"endTime":2151.78,"body":"hold you accountable, you're"},{"speaker":"Unknown","startTime":2151.78,"endTime":2154.48,"body":"trying to transfer the burden of"},{"speaker":"Unknown","startTime":2151.78,"endTime":2154.48,"body":"perform off of you on to"},{"speaker":"Unknown","startTime":2154.48,"endTime":2155.35,"body":"somebody else."},{"speaker":"Unknown","startTime":2156.52,"endTime":2159.82,"body":"And then it goes back out of"},{"speaker":"Unknown","startTime":2156.52,"endTime":2159.82,"body":"your internal locus of control."},{"speaker":"Unknown","startTime":2159.82,"endTime":2162.52,"body":"And now you're shifting the"},{"speaker":"Unknown","startTime":2159.82,"endTime":2162.52,"body":"blame back out into"},{"speaker":"Unknown","startTime":2162.64,"endTime":2166.36,"body":"mindset, right? If, and"},{"speaker":"Unknown","startTime":2162.64,"endTime":2166.36,"body":"typically, if there's an error"},{"speaker":"Unknown","startTime":2166.36,"endTime":2168.64,"body":"you're struggling in, whether"},{"speaker":"Unknown","startTime":2166.36,"endTime":2168.64,"body":"it's business or relationship,"},{"speaker":"Unknown","startTime":2168.64,"endTime":2171.22,"body":"there's a lack of ownership"},{"speaker":"Unknown","startTime":2168.64,"endTime":2171.22,"body":"there, right, you're waiting for"},{"speaker":"Unknown","startTime":2171.22,"endTime":2173.74,"body":"someone or something to change,"},{"speaker":"Unknown","startTime":2171.22,"endTime":2173.74,"body":"when you take ownership of it,"},{"speaker":"Unknown","startTime":2173.77,"endTime":2177.1,"body":"it changes doesn't guarantee,"},{"speaker":"Unknown","startTime":2173.77,"endTime":2177.1,"body":"you're going to make happen,"},{"speaker":"Unknown","startTime":2177.1,"endTime":2179.74,"body":"what you want to happen. But it"},{"speaker":"Unknown","startTime":2177.1,"endTime":2179.74,"body":"guarantees you're going to bring"},{"speaker":"Unknown","startTime":2179.74,"endTime":2183.52,"body":"everything you can to make in"},{"speaker":"Unknown","startTime":2179.74,"endTime":2183.52,"body":"that outcome happen. That's all"},{"speaker":"Unknown","startTime":2183.52,"endTime":2184.36,"body":"you can do in life."},{"speaker":"Unknown","startTime":2185.17,"endTime":2190.63,"body":"And then you're still following"},{"speaker":"Unknown","startTime":2185.17,"endTime":2190.63,"body":"your, your own actions, you're"},{"speaker":"Unknown","startTime":2190.63,"endTime":2193.09,"body":"still following your"},{"speaker":"Unknown","startTime":2190.63,"endTime":2193.09,"body":"controllables, you're still"},{"speaker":"Unknown","startTime":2193.09,"endTime":2196.3,"body":"following your process. And"},{"speaker":"Unknown","startTime":2193.09,"endTime":2196.3,"body":"you're focusing on your lead"},{"speaker":"Unknown","startTime":2196.3,"endTime":2199.54,"body":"measures, not your lag measures."},{"speaker":"Unknown","startTime":2196.3,"endTime":2199.54,"body":"I love that you said that too."},{"speaker":"Unknown","startTime":2199.72,"endTime":2203.41,"body":"And then also, I want to circle"},{"speaker":"Unknown","startTime":2199.72,"endTime":2203.41,"body":"back on this about the actual"},{"speaker":"Unknown","startTime":2203.41,"endTime":2207.58,"body":"tracking of the tactics. So we"},{"speaker":"Unknown","startTime":2203.41,"endTime":2207.58,"body":"have our goals set, we have our"},{"speaker":"Unknown","startTime":2207.58,"endTime":2211.24,"body":"habits, we have our tactics that"},{"speaker":"Unknown","startTime":2207.58,"endTime":2211.24,"body":"were ticking off. I was"},{"speaker":"Unknown","startTime":2211.24,"endTime":2214.57,"body":"literally ticking them off every"},{"speaker":"Unknown","startTime":2211.24,"endTime":2214.57,"body":"single day. Is there any"},{"speaker":"Unknown","startTime":2214.57,"endTime":2218.68,"body":"specific ways that you see that"},{"speaker":"Unknown","startTime":2214.57,"endTime":2218.68,"body":"give an extra edge when you're"},{"speaker":"Unknown","startTime":2218.68,"endTime":2220.78,"body":"tracking your tactics?"},{"speaker":"Unknown","startTime":2221.68,"endTime":2225.7,"body":"No. So couple things here, we"},{"speaker":"Unknown","startTime":2221.68,"endTime":2225.7,"body":"track the results. Lead and"},{"speaker":"Unknown","startTime":2225.7,"endTime":2230.92,"body":"legs, we score the execution. So"},{"speaker":"Unknown","startTime":2225.7,"endTime":2230.92,"body":"the easiest way to do it is we"},{"speaker":"Unknown","startTime":2230.92,"endTime":2233.11,"body":"have software available called"},{"speaker":"Unknown","startTime":2230.92,"endTime":2233.11,"body":"the cheap, it's really"},{"speaker":"Unknown","startTime":2233.11,"endTime":2236.95,"body":"inexpensive 250 bucks a year."},{"speaker":"Unknown","startTime":2233.11,"endTime":2236.95,"body":"But it puts you put your plan in"},{"speaker":"Unknown","startTime":2236.95,"endTime":2239.2,"body":"there creates a weekly plan"},{"speaker":"Unknown","startTime":2236.95,"endTime":2239.2,"body":"creates a scorecard, you'll go"},{"speaker":"Unknown","startTime":2239.2,"endTime":2242.11,"body":"in and check off what got done,"},{"speaker":"Unknown","startTime":2239.2,"endTime":2242.11,"body":"it'll calculate a score between"},{"speaker":"Unknown","startTime":2242.11,"endTime":2247.18,"body":"zero 100%. So so how you track"},{"speaker":"Unknown","startTime":2242.11,"endTime":2247.18,"body":"your results doesn't matter,"},{"speaker":"Unknown","startTime":2247.18,"endTime":2251.59,"body":"just track. Right, the lead and"},{"speaker":"Unknown","startTime":2247.18,"endTime":2251.59,"body":"lag indicators. But the missing"},{"speaker":"Unknown","startTime":2251.59,"endTime":2254.47,"body":"piece for most people is that"},{"speaker":"Unknown","startTime":2251.59,"endTime":2254.47,"body":"scoring of the execution. And"},{"speaker":"Unknown","startTime":2254.47,"endTime":2258.22,"body":"that's the most powerful"},{"speaker":"Unknown","startTime":2254.47,"endTime":2258.22,"body":"indicator you have. Because we"},{"speaker":"Unknown","startTime":2258.22,"endTime":2261.37,"body":"control the actions, not the"},{"speaker":"Unknown","startTime":2258.22,"endTime":2261.37,"body":"outcomes, that if you want to"},{"speaker":"Unknown","startTime":2261.37,"endTime":2264.76,"body":"predict the future look, do your"},{"speaker":"Unknown","startTime":2261.37,"endTime":2264.76,"body":"daily actions. And that's why"},{"speaker":"Unknown","startTime":2264.76,"endTime":2268.54,"body":"the toolbar here is focused on"},{"speaker":"Unknown","startTime":2264.76,"endTime":2268.54,"body":"that. So So whether you do it on"},{"speaker":"Unknown","startTime":2268.54,"endTime":2271.63,"body":"a spreadsheet, or you use our"},{"speaker":"Unknown","startTime":2268.54,"endTime":2271.63,"body":"software, it's really about"},{"speaker":"Unknown","startTime":2271.63,"endTime":2275.68,"body":"scoring your execution, tracking"},{"speaker":"Unknown","startTime":2271.63,"endTime":2275.68,"body":"your results in in those two"},{"speaker":"Unknown","startTime":2275.68,"endTime":2278.53,"body":"sets of numbers, everything's"},{"speaker":"Unknown","startTime":2275.68,"endTime":2278.53,"body":"told there. Because there's only"},{"speaker":"Unknown","startTime":2278.53,"endTime":2283.51,"body":"four scenarios you can have in"},{"speaker":"Unknown","startTime":2278.53,"endTime":2283.51,"body":"those in at any point in time."},{"speaker":"Unknown","startTime":2283.51,"endTime":2285.67,"body":"And so you'll know where the"},{"speaker":"Unknown","startTime":2283.51,"endTime":2285.67,"body":"breakdown is, you'll know if"},{"speaker":"Unknown","startTime":2285.67,"endTime":2288.7,"body":"it's in your plan, or you'll"},{"speaker":"Unknown","startTime":2285.67,"endTime":2288.7,"body":"know if it's in your execution."},{"speaker":"Unknown","startTime":2288.7,"endTime":2291.46,"body":"By the way, most of the time,"},{"speaker":"Unknown","startTime":2288.7,"endTime":2291.46,"body":"it's the execution. But it's"},{"speaker":"Unknown","startTime":2291.46,"endTime":2293.8,"body":"important that you know which it"},{"speaker":"Unknown","startTime":2291.46,"endTime":2293.8,"body":"is because most people when"},{"speaker":"Unknown","startTime":2293.8,"endTime":2296.89,"body":"they're not hitting the goal,"},{"speaker":"Unknown","startTime":2293.8,"endTime":2296.89,"body":"change the plan yet because it's"},{"speaker":"Unknown","startTime":2296.89,"endTime":2298.81,"body":"easier, and because they don't"},{"speaker":"Unknown","startTime":2296.89,"endTime":2298.81,"body":"have a way to pinpoint the"},{"speaker":"Unknown","startTime":2298.81,"endTime":2301.84,"body":"breakdown. So with the 12 week"},{"speaker":"Unknown","startTime":2298.81,"endTime":2301.84,"body":"gear, if you're scoring your"},{"speaker":"Unknown","startTime":2301.84,"endTime":2304.21,"body":"execution and you're tracking"},{"speaker":"Unknown","startTime":2301.84,"endTime":2304.21,"body":"the outcomes, you'll know."},{"speaker":"Unknown","startTime":2304.839,"endTime":2308.079,"body":"So as long as you're hitting"},{"speaker":"Unknown","startTime":2304.839,"endTime":2308.079,"body":"that 80% Every single week, you"},{"speaker":"Unknown","startTime":2308.079,"endTime":2310.929,"body":"could look at that scorecard on"},{"speaker":"Unknown","startTime":2308.079,"endTime":2310.929,"body":"Sunday and say okay, what kind"},{"speaker":"Unknown","startTime":2310.929,"endTime":2315.699,"body":"of week did I have? I had a 40%"},{"speaker":"Unknown","startTime":2310.929,"endTime":2315.699,"body":"week, then you can't bitch about"},{"speaker":"Unknown","startTime":2315.699,"endTime":2316.209,"body":"the result."},{"speaker":"Unknown","startTime":2317.77,"endTime":2320.26,"body":"Right. All right. Very right."},{"speaker":"Unknown","startTime":2317.77,"endTime":2320.26,"body":"The breakdown isn't you got a"},{"speaker":"Unknown","startTime":2320.26,"endTime":2323.08,"body":"bad plan. Where's the breakdown?"},{"speaker":"Unknown","startTime":2320.26,"endTime":2323.08,"body":"It's I'm not doing enough of"},{"speaker":"Unknown","startTime":2323.08,"endTime":2327.28,"body":"what's in the plan. Yep. Right."},{"speaker":"Unknown","startTime":2323.08,"endTime":2327.28,"body":"What's it going to take for me"},{"speaker":"Unknown","startTime":2327.28,"endTime":2330.88,"body":"this week? Don't worry about the"},{"speaker":"Unknown","startTime":2327.28,"endTime":2330.88,"body":"next 67 Just this week to work"},{"speaker":"Unknown","startTime":2330.88,"endTime":2334.96,"body":"the plan. What am I choosing to"},{"speaker":"Unknown","startTime":2330.88,"endTime":2334.96,"body":"do that's not in the plan, sit"},{"speaker":"Unknown","startTime":2334.96,"endTime":2337.42,"body":"on social media for two hours?"},{"speaker":"Unknown","startTime":2334.96,"endTime":2337.42,"body":"Why am I choosing that over?"},{"speaker":"Unknown","startTime":2337.42,"endTime":2339.55,"body":"What's in the plan? What's it"},{"speaker":"Unknown","startTime":2337.42,"endTime":2339.55,"body":"going to take for me to do"},{"speaker":"Unknown","startTime":2339.55,"endTime":2344.62,"body":"what's in the plan this week? We"},{"speaker":"Unknown","startTime":2339.55,"endTime":2344.62,"body":"button next week. And then you"},{"speaker":"Unknown","startTime":2344.62,"endTime":2345.43,"body":"can we get better."},{"speaker":"Unknown","startTime":2346.03,"endTime":2349.9,"body":"And then all of a sudden now"},{"speaker":"Unknown","startTime":2346.03,"endTime":2349.9,"body":"improvement is even more"},{"speaker":"Unknown","startTime":2349.9,"endTime":2352.84,"body":"measurable. Because now you can"},{"speaker":"Unknown","startTime":2349.9,"endTime":2352.84,"body":"look and you can keep metrics"},{"speaker":"Unknown","startTime":2352.84,"endTime":2355.36,"body":"about every single week and say,"},{"speaker":"Unknown","startTime":2352.84,"endTime":2355.36,"body":"okay, cool here in the"},{"speaker":"Unknown","startTime":2355.36,"endTime":2359.62,"body":"beginning, I was having 60 70%"},{"speaker":"Unknown","startTime":2355.36,"endTime":2359.62,"body":"weeks, but now I've improved and"},{"speaker":"Unknown","startTime":2359.62,"endTime":2365.11,"body":"now I'm having 8090 95% weeks."},{"speaker":"Unknown","startTime":2359.62,"endTime":2365.11,"body":"And now that's improvement. And"},{"speaker":"Unknown","startTime":2365.11,"endTime":2367.87,"body":"then that's the game that we can"},{"speaker":"Unknown","startTime":2365.11,"endTime":2367.87,"body":"control. And then that's a win"},{"speaker":"Unknown","startTime":2367.9,"endTime":2370.54,"body":"that we can control through our"},{"speaker":"Unknown","startTime":2367.9,"endTime":2370.54,"body":"lead measures. Right?"},{"speaker":"Unknown","startTime":2370.57,"endTime":2373.66,"body":"Yeah, that and you've got"},{"speaker":"Unknown","startTime":2370.57,"endTime":2373.66,"body":"confidence that the results are"},{"speaker":"Unknown","startTime":2373.66,"endTime":2376.69,"body":"going to come online. Right. So"},{"speaker":"Unknown","startTime":2373.66,"endTime":2376.69,"body":"oftentimes people start down a"},{"speaker":"Unknown","startTime":2376.69,"endTime":2379.51,"body":"path and three or four weeks in,"},{"speaker":"Unknown","startTime":2376.69,"endTime":2379.51,"body":"the result hasn't happened so"},{"speaker":"Unknown","startTime":2379.51,"endTime":2383.62,"body":"they bail. Well, results are"},{"speaker":"Unknown","startTime":2379.51,"endTime":2383.62,"body":"always lag. So this way, I know"},{"speaker":"Unknown","startTime":2383.95,"endTime":2388.27,"body":"if I'm at least scoring well"},{"speaker":"Unknown","startTime":2383.95,"endTime":2388.27,"body":"with my execution. I can I know"},{"speaker":"Unknown","startTime":2388.27,"endTime":2391.9,"body":"that at some point. The results"},{"speaker":"Unknown","startTime":2388.27,"endTime":2391.9,"body":"are coming online. It may be"},{"speaker":"Unknown","startTime":2391.9,"endTime":2393.88,"body":"longer than what I thought"},{"speaker":"Unknown","startTime":2391.9,"endTime":2393.88,"body":"because there may be more"},{"speaker":"Unknown","startTime":2393.88,"endTime":2397.72,"body":"gestation between the action and"},{"speaker":"Unknown","startTime":2393.88,"endTime":2397.72,"body":"the outcome. But I can do have"},{"speaker":"Unknown","startTime":2397.72,"endTime":2401.68,"body":"confidence that look I am on"},{"speaker":"Unknown","startTime":2397.72,"endTime":2401.68,"body":"track But I don't have to veer"},{"speaker":"Unknown","startTime":2401.68,"endTime":2404.5,"body":"right now because the results"},{"speaker":"Unknown","startTime":2401.68,"endTime":2404.5,"body":"aren't showing. I know from my"},{"speaker":"Unknown","startTime":2404.5,"endTime":2409.72,"body":"execution scores, that each week"},{"speaker":"Unknown","startTime":2404.5,"endTime":2409.72,"body":"I'm slaying it, whether, again,"},{"speaker":"Unknown","startTime":2409.72,"endTime":2412.12,"body":"whether I've sold the thing that"},{"speaker":"Unknown","startTime":2409.72,"endTime":2412.12,"body":"I could be in sales haven't made"},{"speaker":"Unknown","startTime":2412.12,"endTime":2416.02,"body":"a sale yet. Yeah, no. Great."},{"speaker":"Unknown","startTime":2412.12,"endTime":2416.02,"body":"Why? Because I'm taking the"},{"speaker":"Unknown","startTime":2416.02,"endTime":2419.2,"body":"actions. And if I take enough of"},{"speaker":"Unknown","startTime":2416.02,"endTime":2419.2,"body":"the right actions, the sales"},{"speaker":"Unknown","startTime":2419.2,"endTime":2419.47,"body":"calm."},{"speaker":"Unknown","startTime":2419.95,"endTime":2422.56,"body":"Yeah, I was about to say that"},{"speaker":"Unknown","startTime":2419.95,"endTime":2422.56,"body":"what happens, Brian, then all of"},{"speaker":"Unknown","startTime":2422.56,"endTime":2424.87,"body":"a sudden, it's that last week of"},{"speaker":"Unknown","startTime":2422.56,"endTime":2424.87,"body":"the quarter, and then that"},{"speaker":"Unknown","startTime":2424.87,"endTime":2428.8,"body":"massive account pops out of"},{"speaker":"Unknown","startTime":2424.87,"endTime":2428.8,"body":"nowhere. It's always the one to"},{"speaker":"Unknown","startTime":2428.8,"endTime":2431.35,"body":"that you're not even actively"},{"speaker":"Unknown","startTime":2428.8,"endTime":2431.35,"body":"working. It's you're putting in,"},{"speaker":"Unknown","startTime":2431.5,"endTime":2435.19,"body":"I call it sales karma. You're"},{"speaker":"Unknown","startTime":2431.5,"endTime":2435.19,"body":"putting all your work in. And"},{"speaker":"Unknown","startTime":2435.19,"endTime":2437.56,"body":"then you're talking to these 40."},{"speaker":"Unknown","startTime":2435.19,"endTime":2437.56,"body":"Other accounts. And all of a"},{"speaker":"Unknown","startTime":2437.56,"endTime":2439.69,"body":"sudden, that one account that"},{"speaker":"Unknown","startTime":2437.56,"endTime":2439.69,"body":"you followed up with a quarter"},{"speaker":"Unknown","startTime":2439.69,"endTime":2442.57,"body":"ago that said they were ready to"},{"speaker":"Unknown","startTime":2439.69,"endTime":2442.57,"body":"go, awesome, they pop off"},{"speaker":"Unknown","startTime":2442.6,"endTime":2445.12,"body":"great, because you're constantly"},{"speaker":"Unknown","startTime":2442.6,"endTime":2445.12,"body":"filling the pipeline with more"},{"speaker":"Unknown","startTime":2445.12,"endTime":2449.26,"body":"you're not, you're right, you're"},{"speaker":"Unknown","startTime":2445.12,"endTime":2449.26,"body":"not dead. It's like circling the"},{"speaker":"Unknown","startTime":2449.26,"endTime":2453.31,"body":"bases versus hitting the Grand"},{"speaker":"Unknown","startTime":2449.26,"endTime":2453.31,"body":"Slam, right? Just Just a lot of"},{"speaker":"Unknown","startTime":2453.31,"endTime":2456.79,"body":"singles and doubles and get on"},{"speaker":"Unknown","startTime":2453.31,"endTime":2456.79,"body":"base and keep it moving. And"},{"speaker":"Unknown","startTime":2456.79,"endTime":2459.28,"body":"that stuff piles up to the point"},{"speaker":"Unknown","startTime":2456.79,"endTime":2459.28,"body":"where it's like compound"},{"speaker":"Unknown","startTime":2459.28,"endTime":2462.13,"body":"interest rate a couple days, a"},{"speaker":"Unknown","startTime":2459.28,"endTime":2462.13,"body":"couple of weeks that no big"},{"speaker":"Unknown","startTime":2462.13,"endTime":2466.0,"body":"deal, but day after day, week,"},{"speaker":"Unknown","startTime":2462.13,"endTime":2466.0,"body":"after week after week. 12 short"},{"speaker":"Unknown","startTime":2466.0,"endTime":2469.0,"body":"weeks can make a big difference."},{"speaker":"Unknown","startTime":2466.0,"endTime":2469.0,"body":"Now you multiply that over"},{"speaker":"Unknown","startTime":2469.0,"endTime":2471.28,"body":"number 12. We gears and that's"},{"speaker":"Unknown","startTime":2469.0,"endTime":2471.28,"body":"where it gets crazy fun."},{"speaker":"Unknown","startTime":2472.12,"endTime":2473.68,"body":"Talk about the 13th week."},{"speaker":"Unknown","startTime":2474.85,"endTime":2478.78,"body":"Yeah, so we work in a lot of big"},{"speaker":"Unknown","startTime":2474.85,"endTime":2478.78,"body":"corporations. So they are"},{"speaker":"Unknown","startTime":2478.78,"endTime":2482.05,"body":"annualized to some degree, we're"},{"speaker":"Unknown","startTime":2478.78,"endTime":2482.05,"body":"never going to get away from"},{"speaker":"Unknown","startTime":2482.05,"endTime":2484.96,"body":"that. That's what the public"},{"speaker":"Unknown","startTime":2482.05,"endTime":2484.96,"body":"accounting companies want and"},{"speaker":"Unknown","startTime":2484.96,"endTime":2488.38,"body":"things such as public public"},{"speaker":"Unknown","startTime":2484.96,"endTime":2488.38,"body":"companies. Yeah, but but we got"},{"speaker":"Unknown","startTime":2488.38,"endTime":2491.2,"body":"to get out of that mindset of"},{"speaker":"Unknown","startTime":2488.38,"endTime":2491.2,"body":"the annual environment. So if"},{"speaker":"Unknown","startTime":2491.2,"endTime":2493.72,"body":"you look at your look at it on"},{"speaker":"Unknown","startTime":2491.2,"endTime":2493.72,"body":"an annual basis, there's four"},{"speaker":"Unknown","startTime":2493.72,"endTime":2497.05,"body":"extra weeks, and that's the 13th"},{"speaker":"Unknown","startTime":2493.72,"endTime":2497.05,"body":"week. So the 13th week is a flex"},{"speaker":"Unknown","startTime":2497.05,"endTime":2500.53,"body":"week. It's the week where we"},{"speaker":"Unknown","startTime":2497.05,"endTime":2500.53,"body":"stop the world assess the last"},{"speaker":"Unknown","startTime":2500.53,"endTime":2502.9,"body":"12 weeks, what's worked, what"},{"speaker":"Unknown","startTime":2500.53,"endTime":2502.9,"body":"hasn't worked, what can we learn"},{"speaker":"Unknown","startTime":2502.9,"endTime":2506.35,"body":"from that. And then we lock and"},{"speaker":"Unknown","startTime":2502.9,"endTime":2506.35,"body":"load for the next 12. It's also"},{"speaker":"Unknown","startTime":2506.35,"endTime":2509.53,"body":"the week where we celebrate."},{"speaker":"Unknown","startTime":2506.35,"endTime":2509.53,"body":"That's huge. Had a great 12 week"},{"speaker":"Unknown","startTime":2509.53,"endTime":2511.96,"body":"here, I might take the whole"},{"speaker":"Unknown","startTime":2509.53,"endTime":2511.96,"body":"week off. If we haven't had a"},{"speaker":"Unknown","startTime":2511.96,"endTime":2514.87,"body":"great 12 week here. I might take"},{"speaker":"Unknown","startTime":2511.96,"endTime":2514.87,"body":"a day to celebrate. But it's"},{"speaker":"Unknown","startTime":2514.87,"endTime":2518.23,"body":"always an opportunity to"},{"speaker":"Unknown","startTime":2514.87,"endTime":2518.23,"body":"celebrate, if not outcomes, and"},{"speaker":"Unknown","startTime":2518.23,"endTime":2521.62,"body":"success is certainly progress."},{"speaker":"Unknown","startTime":2518.23,"endTime":2521.62,"body":"And that matters. Because that"},{"speaker":"Unknown","startTime":2521.62,"endTime":2524.23,"body":"creates energy. It creates"},{"speaker":"Unknown","startTime":2521.62,"endTime":2524.23,"body":"focus, it creates culture, it's"},{"speaker":"Unknown","startTime":2524.23,"endTime":2524.92,"body":"really important."},{"speaker":"Unknown","startTime":2525.759,"endTime":2529.359,"body":"And people forget people. And"},{"speaker":"Unknown","startTime":2525.759,"endTime":2529.359,"body":"that's another that's a whole"},{"speaker":"Unknown","startTime":2529.359,"endTime":2534.069,"body":"other thing is people celebrate"},{"speaker":"Unknown","startTime":2529.359,"endTime":2534.069,"body":"the lag measures. And people"},{"speaker":"Unknown","startTime":2534.069,"endTime":2540.279,"body":"have these ideas that the only"},{"speaker":"Unknown","startTime":2534.069,"endTime":2540.279,"body":"way that they win is with the"},{"speaker":"Unknown","startTime":2540.279,"endTime":2543.729,"body":"lag with the end result. But for"},{"speaker":"Unknown","startTime":2540.279,"endTime":2543.729,"body":"me, I started shifting my"},{"speaker":"Unknown","startTime":2543.729,"endTime":2547.899,"body":"celebrations on the 13th week to"},{"speaker":"Unknown","startTime":2543.729,"endTime":2547.899,"body":"hey, I hit 80% every single week"},{"speaker":"Unknown","startTime":2547.899,"endTime":2551.529,"body":"and I have a 12 week year why I"},{"speaker":"Unknown","startTime":2547.899,"endTime":2551.529,"body":"didn't even hit my goal. And but"},{"speaker":"Unknown","startTime":2551.529,"endTime":2556.269,"body":"I had ad over and over again."},{"speaker":"Unknown","startTime":2551.529,"endTime":2556.269,"body":"And then that week that 13 week"},{"speaker":"Unknown","startTime":2556.329,"endTime":2560.769,"body":"13th week I hit me because I was"},{"speaker":"Unknown","startTime":2556.329,"endTime":2560.769,"body":"still celebrated. I was like And"},{"speaker":"Unknown","startTime":2560.769,"endTime":2565.479,"body":"for me, it could be anything"},{"speaker":"Unknown","startTime":2560.769,"endTime":2565.479,"body":"from a trip. Traveling. I love"},{"speaker":"Unknown","startTime":2565.479,"endTime":2568.749,"body":"traveling to buying, buying"},{"speaker":"Unknown","startTime":2565.479,"endTime":2568.749,"body":"something that I really want."},{"speaker":"Unknown","startTime":2568.749,"endTime":2571.509,"body":"That's expensive. So for me it"},{"speaker":"Unknown","startTime":2568.749,"endTime":2571.509,"body":"was buying a new set of golf"},{"speaker":"Unknown","startTime":2571.509,"endTime":2574.989,"body":"clubs. I was like, okay, cool. I"},{"speaker":"Unknown","startTime":2571.509,"endTime":2574.989,"body":"want to get this set of golf"},{"speaker":"Unknown","startTime":2574.989,"endTime":2578.259,"body":"clubs. That's gonna be my"},{"speaker":"Unknown","startTime":2574.989,"endTime":2578.259,"body":"celebration for hitting. If I"},{"speaker":"Unknown","startTime":2578.259,"endTime":2581.889,"body":"hit 80% every single week and my"},{"speaker":"Unknown","startTime":2578.259,"endTime":2581.889,"body":"tactics that I know that I can"},{"speaker":"Unknown","startTime":2581.889,"endTime":2583.719,"body":"buy those golf clubs. If not,"},{"speaker":"Unknown","startTime":2581.889,"endTime":2583.719,"body":"I'm not getting them."},{"speaker":"Unknown","startTime":2584.02,"endTime":2586.99,"body":"Yeah, I did that only mine was a"},{"speaker":"Unknown","startTime":2584.02,"endTime":2586.99,"body":"Bentley."},{"speaker":"Unknown","startTime":2590.08,"endTime":2594.19,"body":"Bentley of golf clubs, man, my"},{"speaker":"Unknown","startTime":2590.08,"endTime":2594.19,"body":"Pebble Beach hat on. I just left"},{"speaker":"Unknown","startTime":2594.19,"endTime":2596.83,"body":"Pebble Beach. I was up there. I"},{"speaker":"Unknown","startTime":2594.19,"endTime":2596.83,"body":"was up there yesterday. I stayed"},{"speaker":"Unknown","startTime":2596.83,"endTime":2601.03,"body":"there. Yeah. Nice. Yeah, I loved"},{"speaker":"Unknown","startTime":2596.83,"endTime":2601.03,"body":"it. But I'm curious. As we were,"},{"speaker":"Unknown","startTime":2601.03,"endTime":2604.84,"body":"as we finish this up as we wrap"},{"speaker":"Unknown","startTime":2601.03,"endTime":2604.84,"body":"this up. I have a lot of authors"},{"speaker":"Unknown","startTime":2604.84,"endTime":2609.16,"body":"on here. And they talk about the"},{"speaker":"Unknown","startTime":2604.84,"endTime":2609.16,"body":"absolute pain in the tail it is"},{"speaker":"Unknown","startTime":2609.16,"endTime":2613.45,"body":"to release a book and do all the"},{"speaker":"Unknown","startTime":2609.16,"endTime":2613.45,"body":"press and PR and marketing for"},{"speaker":"Unknown","startTime":2613.45,"endTime":2617.41,"body":"it because that's the grind."},{"speaker":"Unknown","startTime":2613.45,"endTime":2617.41,"body":"Curious about what your"},{"speaker":"Unknown","startTime":2617.44,"endTime":2620.35,"body":"execution strategy was your What"},{"speaker":"Unknown","startTime":2617.44,"endTime":2620.35,"body":"was your 12 week year for"},{"speaker":"Unknown","startTime":2620.35,"endTime":2623.83,"body":"releasing the 12 week year? I'm"},{"speaker":"Unknown","startTime":2620.35,"endTime":2623.83,"body":"curious to see what your tactics"},{"speaker":"Unknown","startTime":2623.83,"endTime":2627.16,"body":"were to now with the New York"},{"speaker":"Unknown","startTime":2623.83,"endTime":2627.16,"body":"Times best seller seller?"},{"speaker":"Unknown","startTime":2627.19,"endTime":2630.79,"body":"Yeah. So we had a lot of we had"},{"speaker":"Unknown","startTime":2627.19,"endTime":2630.79,"body":"a lot of experience with that"},{"speaker":"Unknown","startTime":2630.79,"endTime":2633.34,"body":"book before we wrote it because"},{"speaker":"Unknown","startTime":2630.79,"endTime":2633.34,"body":"we had done the self published"},{"speaker":"Unknown","startTime":2633.34,"endTime":2637.42,"body":"version. So we had quite a"},{"speaker":"Unknown","startTime":2633.34,"endTime":2637.42,"body":"following. And so when that one"},{"speaker":"Unknown","startTime":2637.42,"endTime":2640.42,"body":"launched, I mean, we had clients"},{"speaker":"Unknown","startTime":2637.42,"endTime":2640.42,"body":"like all state but 12,000 of"},{"speaker":"Unknown","startTime":2640.42,"endTime":2643.57,"body":"them mass mutual bought 60,"},{"speaker":"Unknown","startTime":2640.42,"endTime":2643.57,"body":"right. We had clients that just"},{"speaker":"Unknown","startTime":2643.6,"endTime":2646.33,"body":"bought a bunch of them, and"},{"speaker":"Unknown","startTime":2643.6,"endTime":2646.33,"body":"continue to buy them. It's that"},{"speaker":"Unknown","startTime":2646.33,"endTime":2648.91,"body":"books a bit of an anomaly, Brian"},{"speaker":"Unknown","startTime":2646.33,"endTime":2648.91,"body":"and that every year it sells"},{"speaker":"Unknown","startTime":2648.91,"endTime":2652.84,"body":"more than it did the prior year."},{"speaker":"Unknown","startTime":2648.91,"endTime":2652.84,"body":"And really, and we're, what nine"},{"speaker":"Unknown","startTime":2652.87,"endTime":2656.47,"body":"years into it. It's in 15"},{"speaker":"Unknown","startTime":2652.87,"endTime":2656.47,"body":"languages now. And so our"},{"speaker":"Unknown","startTime":2656.47,"endTime":2660.01,"body":"promotion with that primarily is"},{"speaker":"Unknown","startTime":2656.47,"endTime":2660.01,"body":"word of mouth and podcasts."},{"speaker":"Unknown","startTime":2660.91,"endTime":2664.21,"body":"Hey, action Academy is gonna"},{"speaker":"Unknown","startTime":2660.91,"endTime":2664.21,"body":"help you with the 10th year"},{"speaker":"Unknown","startTime":2664.21,"endTime":2668.2,"body":"strong baby girl. Yeah, and"},{"speaker":"Unknown","startTime":2664.21,"endTime":2668.2,"body":"those Brazilians Manos"},{"speaker":"Unknown","startTime":2668.2,"endTime":2671.71,"body":"Brazilians are eating it up down"},{"speaker":"Unknown","startTime":2668.2,"endTime":2671.71,"body":"with the Portuguese. Yeah, there"},{"speaker":"Unknown","startTime":2671.71,"endTime":2676.75,"body":"you go. I love it. I love it."},{"speaker":"Unknown","startTime":2671.71,"endTime":2676.75,"body":"Man. This has been an absolute"},{"speaker":"Unknown","startTime":2676.75,"endTime":2680.41,"body":"pleasure and it's been awesome."},{"speaker":"Unknown","startTime":2676.75,"endTime":2680.41,"body":"hearing it from you and hearing"},{"speaker":"Unknown","startTime":2680.41,"endTime":2684.28,"body":"your perspectives. One final"},{"speaker":"Unknown","startTime":2680.41,"endTime":2684.28,"body":"question that I have well first"},{"speaker":"Unknown","startTime":2684.46,"endTime":2687.52,"body":"plug the new book again. Where"},{"speaker":"Unknown","startTime":2684.46,"endTime":2687.52,"body":"can people find it and then also"},{"speaker":"Unknown","startTime":2687.52,"endTime":2690.1,"body":"plug the software that you're"},{"speaker":"Unknown","startTime":2687.52,"endTime":2690.1,"body":"discussing? 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Yeah, and if"},{"speaker":"Unknown","startTime":2704.98,"endTime":2708.82,"body":"we can help in any way, take a"},{"speaker":"Unknown","startTime":2708.82,"endTime":2711.28,"body":"look at these accountability"},{"speaker":"Unknown","startTime":2708.82,"endTime":2711.28,"body":"groups, they're powerful. We've"},{"speaker":"Unknown","startTime":2711.28,"endTime":2715.81,"body":"been testing them. And we think"},{"speaker":"Unknown","startTime":2711.28,"endTime":2715.81,"body":"we've got a really great product"},{"speaker":"Unknown","startTime":2715.81,"endTime":2718.36,"body":"there. That is making a"},{"speaker":"Unknown","startTime":2715.81,"endTime":2718.36,"body":"difference for the people that"},{"speaker":"Unknown","startTime":2718.36,"endTime":2718.99,"body":"are enrolled."},{"speaker":"Unknown","startTime":2720.01,"endTime":2723.4,"body":"I love that. And we do that we"},{"speaker":"Unknown","startTime":2720.01,"endTime":2723.4,"body":"do that in our mastermind go"},{"speaker":"Unknown","startTime":2723.4,"endTime":2726.97,"body":"abundance, we have groups of six"},{"speaker":"Unknown","startTime":2723.4,"endTime":2726.97,"body":"accountability partner, we meet"},{"speaker":"Unknown","startTime":2726.97,"endTime":2729.73,"body":"with weekly and then we have all"},{"speaker":"Unknown","startTime":2726.97,"endTime":2729.73,"body":"of our goals that were kind of"},{"speaker":"Unknown","startTime":2729.73,"endTime":2732.43,"body":"operating 12 week, years down,"},{"speaker":"Unknown","startTime":2729.73,"endTime":2732.43,"body":"we check them off, and we hold"},{"speaker":"Unknown","startTime":2732.43,"endTime":2734.65,"body":"each other to it to where we"},{"speaker":"Unknown","startTime":2732.43,"endTime":2734.65,"body":"would literally be like, Hey,"},{"speaker":"Unknown","startTime":2734.95,"endTime":2738.19,"body":"you are really dropped the ball"},{"speaker":"Unknown","startTime":2734.95,"endTime":2738.19,"body":"here. What are you doing? What's"},{"speaker":"Unknown","startTime":2738.19,"endTime":2741.31,"body":"going on? Yeah. And then you"},{"speaker":"Unknown","startTime":2738.19,"endTime":2741.31,"body":"have to look him in the eyes and"},{"speaker":"Unknown","startTime":2741.31,"endTime":2746.62,"body":"say, Hey, like, I was lazy this"},{"speaker":"Unknown","startTime":2741.31,"endTime":2746.62,"body":"week. Your version of me wasn't"},{"speaker":"Unknown","startTime":2746.62,"endTime":2752.35,"body":"talking. That guy was passed out"},{"speaker":"Unknown","startTime":2746.62,"endTime":2752.35,"body":"drunk. The last question I have"},{"speaker":"Unknown","startTime":2752.35,"endTime":2755.26,"body":"for you is the same that I asked"},{"speaker":"Unknown","startTime":2752.35,"endTime":2755.26,"body":"and all these episodes now,"},{"speaker":"Unknown","startTime":2755.26,"endTime":2760.6,"body":"which is it's fun for me. Always"},{"speaker":"Unknown","startTime":2755.26,"endTime":2760.6,"body":"ask What is one thing about you"},{"speaker":"Unknown","startTime":2760.63,"endTime":2765.13,"body":"that you're very proud of in"},{"speaker":"Unknown","startTime":2760.63,"endTime":2765.13,"body":"your life or your business that"},{"speaker":"Unknown","startTime":2765.13,"endTime":2766.6,"body":"most people don't know about"},{"speaker":"Unknown","startTime":2765.13,"endTime":2766.6,"body":"you?"},{"speaker":"Unknown","startTime":2770.02,"endTime":2772.54,"body":"I don't if you don't know me, if"},{"speaker":"Unknown","startTime":2770.02,"endTime":2772.54,"body":"you know me, well, you know"},{"speaker":"Unknown","startTime":2772.54,"endTime":2776.41,"body":"this, but I'm proud of being"},{"speaker":"Unknown","startTime":2772.54,"endTime":2776.41,"body":"being an awesome father. I have"},{"speaker":"Unknown","startTime":2776.41,"endTime":2780.43,"body":"two girls, being a dad is"},{"speaker":"Unknown","startTime":2776.41,"endTime":2780.43,"body":"probably the biggest blessing I"},{"speaker":"Unknown","startTime":2780.43,"endTime":2783.52,"body":"have in my life. And, and that's"},{"speaker":"Unknown","startTime":2780.43,"endTime":2783.52,"body":"a life of tremendous blessing."},{"speaker":"Unknown","startTime":2783.52,"endTime":2787.93,"body":"So I love that. My goal and my"},{"speaker":"Unknown","startTime":2783.52,"endTime":2787.93,"body":"wife's goal has always been to"},{"speaker":"Unknown","startTime":2787.93,"endTime":2791.32,"body":"be the number one influence on"},{"speaker":"Unknown","startTime":2787.93,"endTime":2791.32,"body":"our girls. And so that means"},{"speaker":"Unknown","startTime":2791.32,"endTime":2794.5,"body":"spending a lot of time spend in"},{"speaker":"Unknown","startTime":2791.32,"endTime":2794.5,"body":"quantity time as well as quality"},{"speaker":"Unknown","startTime":2794.5,"endTime":2798.94,"body":"time. And so we're big on family"},{"speaker":"Unknown","startTime":2794.5,"endTime":2798.94,"body":"identity. I love who my girls"},{"speaker":"Unknown","startTime":2798.94,"endTime":2803.56,"body":"are, and very proud of who they"},{"speaker":"Unknown","startTime":2798.94,"endTime":2803.56,"body":"are. And yeah, I think I'm a"},{"speaker":"Unknown","startTime":2803.56,"endTime":2804.13,"body":"great dad."},{"speaker":"Unknown","startTime":2805.3,"endTime":2811.0,"body":"I love it, brother. I love it."},{"speaker":"Unknown","startTime":2805.3,"endTime":2811.0,"body":"So 12 gear.com is where people"},{"speaker":"Unknown","startTime":2811.0,"endTime":2811.48,"body":"find you."},{"speaker":"Unknown","startTime":2811.93,"endTime":2815.38,"body":"Yep, and uncommon."},{"speaker":"Unknown","startTime":2811.93,"endTime":2815.38,"body":"accountability.com 12 week"},{"speaker":"Unknown","startTime":2815.38,"endTime":2816.01,"body":"gear.com"},{"speaker":"Unknown","startTime":2816.01,"endTime":2820.66,"body":"and uncommon accountability.com."},{"speaker":"Unknown","startTime":2816.01,"endTime":2820.66,"body":"I love it. And then you also had"},{"speaker":"Unknown","startTime":2820.69,"endTime":2824.32,"body":"your and then 12 week gear, you"},{"speaker":"Unknown","startTime":2820.69,"endTime":2824.32,"body":"could go on and get the examples"},{"speaker":"Unknown","startTime":2824.32,"endTime":2825.4,"body":"and resources."},{"speaker":"Unknown","startTime":2825.43,"endTime":2828.46,"body":"Yeah, true.com forward slash"},{"speaker":"Unknown","startTime":2825.43,"endTime":2828.46,"body":"Getting started is where you can"},{"speaker":"Unknown","startTime":2828.46,"endTime":2831.91,"body":"get some samples on on the 12"},{"speaker":"Unknown","startTime":2828.46,"endTime":2831.91,"body":"week gear."},{"speaker":"Unknown","startTime":2832.75,"endTime":2836.41,"body":"Perfect. And then also on our"},{"speaker":"Unknown","startTime":2832.75,"endTime":2836.41,"body":"end, we're going to include all"},{"speaker":"Unknown","startTime":2836.41,"endTime":2839.11,"body":"of this, and we're gonna shoot"},{"speaker":"Unknown","startTime":2836.41,"endTime":2839.11,"body":"this out in our email list to"},{"speaker":"Unknown","startTime":2839.11,"endTime":2843.04,"body":"all of you as well. So join both"},{"speaker":"Unknown","startTime":2839.11,"endTime":2843.04,"body":"Brian's email list here, because"},{"speaker":"Unknown","startTime":2843.43,"endTime":2846.82,"body":"we both are stand up, guys. But"},{"speaker":"Unknown","startTime":2843.43,"endTime":2846.82,"body":"they're both great guys. Great"},{"speaker":"Unknown","startTime":2846.82,"endTime":2850.15,"body":"names, bold names, strong names."},{"speaker":"Unknown","startTime":2846.82,"endTime":2850.15,"body":"And so you want to be on our"},{"speaker":"Unknown","startTime":2850.15,"endTime":2853.09,"body":"email list. We send good ones."},{"speaker":"Unknown","startTime":2850.15,"endTime":2853.09,"body":"So I will include all this in"},{"speaker":"Unknown","startTime":2853.09,"endTime":2855.79,"body":"the show description. And you"},{"speaker":"Unknown","startTime":2853.09,"endTime":2855.79,"body":"will get that everyone in your"},{"speaker":"Unknown","startTime":2855.79,"endTime":2859.33,"body":"inbox to all these links to 12"},{"speaker":"Unknown","startTime":2855.79,"endTime":2859.33,"body":"week here on Thursday. So,"},{"speaker":"Unknown","startTime":2859.75,"endTime":2863.23,"body":"Brian, greatly appreciate you my"},{"speaker":"Unknown","startTime":2859.75,"endTime":2863.23,"body":"friend. Thank you for coming on."},{"speaker":"Unknown","startTime":2863.29,"endTime":2866.32,"body":"And it's been a pleasure. Yeah."},{"speaker":"Unknown","startTime":2863.29,"endTime":2866.32,"body":"Thanks for having me. All right."},{"speaker":"Unknown","startTime":2866.32,"endTime":2867.04,"body":"Thank you, sir."},{"speaker":"Unknown","startTime":2867.94,"endTime":2872.05,"body":"You've been listening to the"},{"speaker":"Unknown","startTime":2867.94,"endTime":2872.05,"body":"action Academy podcast helping"},{"speaker":"Unknown","startTime":2872.05,"endTime":2876.91,"body":"you to choose what you want with"},{"speaker":"Unknown","startTime":2872.05,"endTime":2876.91,"body":"who you want. When you want"},{"speaker":"Unknown","startTime":2876.91,"endTime":2879.16,"body":"you've been given the gift of"},{"speaker":"Unknown","startTime":2876.91,"endTime":2879.16,"body":"freedom. Don't turn your back on"},{"speaker":"Unknown","startTime":2879.16,"endTime":2883.12,"body":"that. We hope you've enjoyed the"},{"speaker":"Unknown","startTime":2879.16,"endTime":2883.12,"body":"show. And we hope you've gotten"},{"speaker":"Unknown","startTime":2883.12,"endTime":2886.66,"body":"some practical and useful"},{"speaker":"Unknown","startTime":2883.12,"endTime":2886.66,"body":"information make sure to like"},{"speaker":"Unknown","startTime":2886.69,"endTime":2889.75,"body":"rate and review the show. We'll"},{"speaker":"Unknown","startTime":2886.69,"endTime":2889.75,"body":"be back soon. But in the"},{"speaker":"Unknown","startTime":2889.75,"endTime":2893.74,"body":"meantime, hook up with us on"},{"speaker":"Unknown","startTime":2889.75,"endTime":2893.74,"body":"social media. Remember financial"},{"speaker":"Unknown","startTime":2893.74,"endTime":2898.33,"body":"independence is freedom. Flags"},{"speaker":"Unknown","startTime":2893.74,"endTime":2898.33,"body":"of freedom fly"}]}