{"version":"1.0.0","segments":[{"startTime":0.16,"endTime":4.0,"body":"It's been just over a year now since I left my job to start"},{"startTime":4.0,"endTime":7.6,"body":"my own business full-time. So how's it been going? What have I been"},{"startTime":7.6,"endTime":11.44,"body":"doing since then? To celebrate episode 200, we're pulling"},{"startTime":11.44,"endTime":15.044,"body":"back the curtain and I'm going to show you just what it's like to start"},{"startTime":15.044,"endTime":18.824,"body":"out on your own. I'm Jeremy Cline, and this is Change Work Life."},{"startTime":34.54,"endTime":38.3,"body":"Hello and welcome to Change Work Life, the podcast that's all about beating"},{"startTime":38.3,"endTime":41.98,"body":"the Sunday evening blues and enjoying Mondays again. I'm a career coach"},{"startTime":41.98,"endTime":45.684,"body":"and in each episode my guests and I bring you tips, strategies and stories"},{"startTime":45.684,"endTime":49.225,"body":"to help you enjoy a more satisfying and fulfilling working life."},{"startTime":49.445,"endTime":53.225,"body":"This is episode 200, and to mark the occasion"},{"startTime":53.285,"endTime":57.125,"body":"we're going to do things a little bit differently. Some of you will know"},{"startTime":57.125,"endTime":60.51,"body":"that at the end of 2023 I left my job to become a"},{"startTime":60.51,"endTime":64.27,"body":"full-time career coach. But what's happened since then? How has"},{"startTime":64.27,"endTime":68.03,"body":"it been going? And what have I learned? To help me unpack all"},{"startTime":68.03,"endTime":71.55,"body":"of this, I'm delighted to be joined by someone who has been a"},{"startTime":71.55,"endTime":75.115,"body":"very important part of my journey so far. If"},{"startTime":75.115,"endTime":78.795,"body":"you're a subscriber to my email newsletter, you'll have seen me"},{"startTime":78.795,"endTime":82.494,"body":"make somewhat cryptic references to my business mentor."},{"startTime":83.034,"endTime":86.795,"body":"Well, in good old-fashioned Scooby Doo style, it's time to pull off"},{"startTime":86.795,"endTime":90.255,"body":"the mask and welcome Al Elliott back to the podcast."},{"startTime":91.01,"endTime":94.85,"body":"You may remember Al from episode 178 when he and his wife,"},{"startTime":94.85,"endTime":98.69,"body":"Leanne, came on to talk about burnout. Well, since then, Al"},{"startTime":98.69,"endTime":102.13,"body":"has been helping me figure out what I really want to offer as a coach"},{"startTime":102.13,"endTime":105.945,"body":"and how to make that happen. Welcome back to the podcast. Well, thank"},{"startTime":105.945,"endTime":109.704,"body":"you for having me, and I'm very honoured to be called a mentor. I'm not"},{"startTime":109.704,"endTime":112.744,"body":"sure many people call me a mentor. I've been called lots of names before, but"},{"startTime":112.744,"endTime":116.505,"body":"mentor is not not usually one of them. Well, it's"},{"startTime":116.505,"endTime":120.265,"body":"definitely appropriate here. Why don't you start by reintroducing yourself to the"},{"startTime":120.265,"endTime":123.97,"body":"audience? Yeah. I'm Al Elliott. I'm the cohost of the Truth,"},{"startTime":123.97,"endTime":127.57,"body":"Lies \u0026 Work podcast, which is the number one work podcast in the"},{"startTime":127.57,"endTime":131.009,"body":"UK, and we're working on America. So, I will hopefully be able to say that"},{"startTime":131.009,"endTime":133.385,"body":"soon. And I suppose I'm a"},{"startTime":133.385,"endTime":137.225,"body":"full-time tinkerer. I've had several businesses, some of which"},{"startTime":137.225,"endTime":140.425,"body":"have worked very well, some of which have not worked well at all. And so"},{"startTime":140.425,"endTime":144.185,"body":"I quite like just mucking about with things, hence where the podcast came from. Just"},{"startTime":144.185,"endTime":147.95,"body":"taught myself how to podcast, and that's that. So I don't really have a"},{"startTime":147.95,"endTime":151.31,"body":"job title, I suppose, really. People refer to me as the cohost, which I'm"},{"startTime":151.31,"endTime":155.15,"body":"not even that because my wife is the expert in the podcast. She's"},{"startTime":155.15,"endTime":158.67,"body":"a business psychologist and Chartered and all the fancy letters after her name, so she's"},{"startTime":158.67,"endTime":162.415,"body":"the actual expert in the podcast. I feel like you're doing yourself a disservice there."},{"startTime":162.415,"endTime":165.955,"body":"I feel like people get an awful lot out of you, as well as Leanne."},{"startTime":167.055,"endTime":170.895,"body":"The intention is that Al and I are going to ask each"},{"startTime":170.895,"endTime":174.27,"body":"other questions, and it's going to be quite conversational. It's a bit, different from"},{"startTime":174.75,"endTime":178.51,"body":"my usual interview style. So to kick us off, Al, you and I"},{"startTime":178.51,"endTime":182.35,"body":"started working together on my business around, I think, it was May or June 2024."},{"startTime":182.35,"endTime":185.71,"body":"What questions do you have for me to"},{"startTime":185.71,"endTime":189.325,"body":"help the audience understand a bit about what I was doing"},{"startTime":189.325,"endTime":193.165,"body":"between leaving my job and you and me starting to work together?"},{"startTime":194.765,"endTime":197.405,"body":"Yeah. I think it's probably going to be quite useful for listeners because they'll have"},{"startTime":197.405,"endTime":201.245,"body":"heard your podcast, and generally, in your podcast, you take the interview role, so you"},{"startTime":201.245,"endTime":204.8,"body":"don't often talk a huge amount about what you do. So I think what would"},{"startTime":204.8,"endTime":207.84,"body":"be really useful is just to establish a timeline. There was a point at which"},{"startTime":207.84,"endTime":210.56,"body":"you left your job, which I think first of all is important just to remind"},{"startTime":210.56,"endTime":213.86,"body":"people what you did, and secondly, just give us an idea of the timeline of"},{"startTime":214.16,"endTime":217.825,"body":"when you started when you went out on your own and what the plan"},{"startTime":217.825,"endTime":221.285,"body":"was when you did that. Yeah. So"},{"startTime":221.345,"endTime":224.864,"body":"I was a lawyer. I was what's known as a private client"},{"startTime":224.864,"endTime":228.465,"body":"lawyer, so I tended to act for very high net"},{"startTime":228.465,"endTime":232.25,"body":"worth individuals and families, a lot of tax advice, and"},{"startTime":232.25,"endTime":235.93,"body":"various other things related to that. I left"},{"startTime":235.93,"endTime":238.59,"body":"my job just before Christmas"},{"startTime":238.89,"endTime":242.33,"body":"2023, so I gave myself a couple of weeks off"},{"startTime":242.33,"endTime":246.155,"body":"over Christmas before starting in January"},{"startTime":246.155,"endTime":249.825,"body":"2024 as, I think I described myself as either"},{"startTime":249.825,"endTime":253.665,"body":"self-employed or unemployed depending on how my mood was at the start of"},{"startTime":253.665,"endTime":257.425,"body":"the day. The question as to what the plan was at the start of the"},{"startTime":257.425,"endTime":261.12,"body":"year, pretty undefined and unclear is"},{"startTime":261.66,"endTime":265.26,"body":"a good way of describing it. I had"},{"startTime":265.26,"endTime":269.02,"body":"decided at that point that I wanted it to involve"},{"startTime":269.02,"endTime":271.76,"body":"coaching because I was enjoying that."},{"startTime":272.695,"endTime":276.535,"body":"But the question of who I was going to coach, what I was going"},{"startTime":276.535,"endTime":280.135,"body":"to coach them on, where my niche was going to be was"},{"startTime":280.135,"endTime":283.815,"body":"all a little bit undefined. And one of the first"},{"startTime":283.815,"endTime":287.115,"body":"things I did work on was to"},{"startTime":288.09,"endTime":291.85,"body":"almost do like a kind of"},{"startTime":291.85,"endTime":295.69,"body":"mini analysis of the various areas that"},{"startTime":295.69,"endTime":296.169,"body":"I could go"},{"startTime":296.169,"endTime":300.675,"body":"into,"},{"startTime":369.639,"endTime":373.24,"body":"Well, let's get into the tinkering in just a second. I think what would be"},{"startTime":373.24,"endTime":377.0,"body":"useful for someone listening who perhaps has gone through a similar situation might"},{"startTime":377.0,"endTime":380.68,"body":"be, how did you feel? So you left your job. You said you described yourself"},{"startTime":380.68,"endTime":384.385,"body":"as some days unemployed, some days self employed, which I know was a joke,"},{"startTime":384.385,"endTime":387.825,"body":"but a lot of these sort of flippant remarks do sort of come from deep"},{"startTime":387.825,"endTime":391.585,"body":"seated fear or worry or whatever. How did"},{"startTime":391.585,"endTime":395.425,"body":"you tell me about that first thirty days of you waking up, not"},{"startTime":395.425,"endTime":399.15,"body":"going to your job. How did you feel each morning? A"},{"startTime":399.15,"endTime":402.69,"body":"mixture of excited and"},{"startTime":403.07,"endTime":406.91,"body":"scared. I kept myself busy. I mean,"},{"startTime":406.91,"endTime":410.75,"body":"that was one thing. Certainly, the first month or so, I"},{"startTime":410.75,"endTime":414.435,"body":"actually felt like I was really busy. Part of that was"},{"startTime":414.435,"endTime":418.115,"body":"because one of the benefits I got when I"},{"startTime":418.115,"endTime":421.875,"body":"left was access to outplacement support. And"},{"startTime":421.875,"endTime":425.469,"body":"what that looks like is, I had some one-to-one"},{"startTime":425.469,"endTime":429.31,"body":"sessions with an outplacement counselor to help me to figure out what I"},{"startTime":429.31,"endTime":432.99,"body":"wanted to do, so kind of like a coach stroke counselor. But"},{"startTime":432.99,"endTime":436.37,"body":"also, the organisation had a huge"},{"startTime":436.669,"endTime":440.164,"body":"raft of webinars that you could do. So there"},{"startTime":440.164,"endTime":443.604,"body":"were three different ones on LinkedIn, there was"},{"startTime":443.604,"endTime":447.145,"body":"one on becoming, like a"},{"startTime":447.925,"endTime":451.47,"body":"freelance consultant, there were things"},{"startTime":451.47,"endTime":455.23,"body":"on brushing up your CV, you name it, related"},{"startTime":455.23,"endTime":458.77,"body":"to careers, they had all sorts of things. And I"},{"startTime":459.07,"endTime":462.69,"body":"probably signed up to most of them. So that took up"},{"startTime":462.885,"endTime":466.245,"body":"a good part of my day. I was still keeping going with the podcast, so"},{"startTime":466.245,"endTime":470.005,"body":"there was that. And one of my"},{"startTime":470.005,"endTime":473.845,"body":"early, I'll call it strategies, my"},{"startTime":473.845,"endTime":477.38,"body":"early activities was to offer"},{"startTime":478.08,"endTime":481.919,"body":"free coaching sessions within certain communities, so like"},{"startTime":481.919,"endTime":485.22,"body":"an online business community I'm a member of. I went in there and"},{"startTime":485.68,"endTime":489.52,"body":"said, 'Hi, I'm a member. The part of the support"},{"startTime":489.52,"endTime":493.355,"body":"of this community has been getting me to this position. I would really like to"},{"startTime":493.355,"endTime":496.655,"body":"offer free coaching.' And I got quite a few"},{"startTime":497.035,"endTime":500.475,"body":"coaching sessions through that. I think one of the"},{"startTime":500.475,"endTime":504.175,"body":"important things for me to do early on was to verify"},{"startTime":504.395,"endTime":508.22,"body":"that I did really want to do coaching, that it"},{"startTime":508.22,"endTime":511.9,"body":"wasn't just something I thought, yeah, I like it, and then suddenly when"},{"startTime":511.9,"endTime":515.6,"body":"it's your thing, when it's the thing that you're doing all the time,"},{"startTime":516.14,"endTime":519.895,"body":"that I suddenly discover, oh, crikey, am I really going to be doing this"},{"startTime":519.895,"endTime":523.735,"body":"day in and day out? I don't fancy that. So getting that verification"},{"startTime":525.175,"endTime":528.935,"body":"that it was something that I wanted to do"},{"startTime":528.935,"endTime":532.29,"body":"was quite important. And I've not really answered the question"},{"startTime":532.29,"endTime":535.91,"body":"about how I felt. Kind of optimistic. I"},{"startTime":536.77,"endTime":540.29,"body":"felt like it was okay to allow myself"},{"startTime":540.29,"endTime":543.67,"body":"to explore, and I think it was, but"},{"startTime":544.125,"endTime":547.965,"body":"it became apparent that all the exploration wasn't actually"},{"startTime":547.965,"endTime":551.725,"body":"getting me that much further because it"},{"startTime":551.725,"endTime":552.385,"body":"was quite"},{"startTime":553.325,"endTime":556.35,"body":"bitty,"},{"startTime":556.35,"endTime":560.11,"body":"a bit of shiny object syndrome. Oh, see this, oh, let's"},{"startTime":560.11,"endTime":563.87,"body":"try that. Oh, see this, let's try that. And I suppose"},{"startTime":563.87,"endTime":567.23,"body":"there was a frustration that I didn't feel like I"},{"startTime":567.23,"endTime":570.785,"body":"was getting very far. Maybe that frustration"},{"startTime":570.845,"endTime":574.305,"body":"came in a bit later than the first thirty days,"},{"startTime":574.365,"endTime":577.965,"body":"but I certainly didn't have a feeling, oh, what am I going to do now?"},{"startTime":577.965,"endTime":581.565,"body":"I felt busy, not necessarily strategically busy,"},{"startTime":581.565,"endTime":585.149,"body":"but busy. And the"},{"startTime":585.61,"endTime":589.449,"body":"freedom and flexibility, that's something which, I"},{"startTime":589.449,"endTime":592.43,"body":"mean, that was one of the reasons I went down this route, and that's"},{"startTime":592.97,"endTime":596.41,"body":"still something which I really like. I"},{"startTime":596.41,"endTime":600.005,"body":"do try to keep structure to my days, so I do"},{"startTime":600.465,"endTime":604.305,"body":"make sure that I'm at my desk, and I'm usually working by about nine"},{"startTime":604.305,"endTime":608.145,"body":"o'clock, and I usually finish by about five o'clock. But in that time,"},{"startTime":608.145,"endTime":611.825,"body":"I can go into town and meet someone for a coffee or have a day"},{"startTime":611.825,"endTime":614.83,"body":"in London meeting people. So,"},{"startTime":616.09,"endTime":619.69,"body":"I'm enjoying that aspect that I can just go, 'Oh, yeah,"},{"startTime":619.69,"endTime":623.37,"body":"no, I'll do that.' I can take time off to go to"},{"startTime":623.37,"endTime":626.954,"body":"my daughter's assembly without feeling guilty that I'm taking"},{"startTime":626.954,"endTime":630.795,"body":"time off work. Or if I'm feeling guilty, I'm only feeling guilty to"},{"startTime":630.795,"endTime":634.634,"body":"me rather than I'm somehow abusing company"},{"startTime":634.634,"endTime":638.014,"body":"time. So that aspect of it has been"},{"startTime":638.555,"endTime":642.01,"body":"really positive, and I've enjoyed that. So it's"},{"startTime":642.01,"endTime":645.69,"body":"definitely been, yeah, mood swings. There"},{"startTime":645.69,"endTime":649.53,"body":"are days where I thought, 'What am I doing? I can't do this. I"},{"startTime":649.53,"endTime":653.37,"body":"can't be a business owner. I can't make a living by myself.'"},{"startTime":653.37,"endTime":657.025,"body":"And then there would be other days when I'd be"},{"startTime":657.025,"endTime":660.785,"body":"thinking, 'No, I can do this. I can do this. Other people do"},{"startTime":660.785,"endTime":664.545,"body":"this.' Maybe I had had a success that day,"},{"startTime":664.545,"endTime":668.065,"body":"and it had given me enough encouragement. Trouble is that kind of encouragement"},{"startTime":668.065,"endTime":671.76,"body":"that doesn't then last all that long. You kind of get a buzz for"},{"startTime":671.76,"endTime":675.279,"body":"about a day or so, and then you go back into the, 'Oh, well, I"},{"startTime":675.279,"endTime":678.56,"body":"had that, but there's been nothing since then.' And so, can I really do it?"},{"startTime":678.56,"endTime":682.16,"body":"So it's definitely been quite a lot of up and down. I have a"},{"startTime":682.16,"endTime":685.865,"body":"question. The question is going to be, what would Jeremy"},{"startTime":685.865,"endTime":689.545,"body":"January 2025, what advice would he have"},{"startTime":689.545,"endTime":693.225,"body":"for Jeremy January 2024? But just before we go on to that, I think"},{"startTime":693.225,"endTime":697.0,"body":"this is a really important thing you've brought up here, particularly if someone"},{"startTime":697.0,"endTime":700.84,"body":"is just moving into being self-employed or just moving into doing their own"},{"startTime":700.84,"endTime":704.68,"body":"thing, and they feel the ups and downs, some mornings you wake up and"},{"startTime":704.68,"endTime":707.32,"body":"you're like, 'Yes, this is going well', other mornings you're like, 'This is going really"},{"startTime":707.32,"endTime":710.36,"body":"badly', some mornings you wake up and go, 'I can't do this. What am I"},{"startTime":710.36,"endTime":714.115,"body":"even pretending?' that happens whether you are successful or not."},{"startTime":714.175,"endTime":717.855,"body":"One of my most successful businesses, which, being frank, set me"},{"startTime":717.855,"endTime":721.615,"body":"and Leanne up for life in terms of money, even on the best days, there"},{"startTime":721.615,"endTime":723.146,"body":"were still days I'm going, 'Oh my god. What am I doing? I can't do"},{"startTime":723.147,"endTime":723.171,"body":"this.' And I think it's important for anyone to know that if they are going"},{"startTime":723.172,"endTime":723.196,"body":"to start, that doesn't go away. Mark Randolph, the CEO of Netflix, I'm sure he"},{"startTime":723.197,"endTime":723.214,"body":"wakes up some mornings in a cold sweat going, 'Oh my god, I can't do"},{"startTime":723.214,"endTime":723.214,"body":"this.' So I think that's a really, really important thing. But that was a little"},{"startTime":723.214,"endTime":725.224,"body":"aside. People didn't tell me that when I was starting out, and I"},{"startTime":725.225,"endTime":727.235,"body":"felt"},{"startTime":727.236,"endTime":729.749,"body":"like I"},{"startTime":729.75,"endTime":732.263,"body":"had to"},{"startTime":732.264,"endTime":735.782,"body":"have all"},{"startTime":735.783,"endTime":737.29,"body":"the"},{"startTime":737.291,"endTime":741.311,"body":"answers."},{"startTime":741.312,"endTime":744.327,"body":"And you"},{"startTime":744.328,"endTime":747.343,"body":"don't."},{"startTime":747.344,"endTime":751.165,"body":"You will always have bad days, and you will always have good"},{"startTime":751.165,"endTime":754.925,"body":"days. And hopefully, you will always have fear that you're not you can't do it"},{"startTime":754.925,"endTime":758.44,"body":"because then that drives you to be better. And then that's really, really important."},{"startTime":758.44,"endTime":762.12,"body":"The day where you think I've got it sorted is the day that things"},{"startTime":762.12,"endTime":765.08,"body":"start going downhill. I know lots of people who, the worst thing that can happen"},{"startTime":765.08,"endTime":768.2,"body":"to an entrepreneur is to have success in their first business because then they go,"},{"startTime":768.2,"endTime":771.16,"body":"oh, look at me. I'm really good at this. Rather than I was lucky, I"},{"startTime":771.16,"endTime":773.835,"body":"was at a particular point in time, and I'm going to have to spend the"},{"startTime":773.835,"endTime":776.395,"body":"rest of my life trying to chase that look again, and it's probably not going"},{"startTime":776.395,"endTime":780.235,"body":"to happen. So, anyway, slight aside from that. The question"},{"startTime":780.235,"endTime":783.675,"body":"I had, long way around to get to that question, January"},{"startTime":783.675,"endTime":787.115,"body":"2025 Jeremy, versus January 2024 Jeremy, is there any"},{"startTime":787.115,"endTime":790.52,"body":"advice that you would love to have given yourself a year ago when you first"},{"startTime":790.52,"endTime":794.22,"body":"started this? In summary, I think it's"},{"startTime":794.92,"endTime":798.3,"body":"it's get focused sooner than I did"},{"startTime":799.08,"endTime":802.3,"body":"and get help with getting that focus."},{"startTime":802.935,"endTime":806.375,"body":"So I think it was okay to"},{"startTime":806.375,"endTime":809.515,"body":"allow for a bit of exploration time."},{"startTime":810.855,"endTime":814.695,"body":"Maybe what I would like to"},{"startTime":814.695,"endTime":818.16,"body":"have thought I'd have done in hindsight is put"},{"startTime":818.16,"endTime":821.92,"body":"a, like, a time limit on that. So, you"},{"startTime":821.92,"endTime":825.6,"body":"know, put put a date in the calendar. Okay. By this date, you would need"},{"startTime":825.6,"endTime":829.14,"body":"to have made a decision on where to focus"},{"startTime":829.935,"endTime":833.235,"body":"in the business. So I think I've probably"},{"startTime":833.775,"endTime":837.555,"body":"allowed that to drift a while and"},{"startTime":838.095,"endTime":841.775,"body":"also get support in"},{"startTime":841.775,"endTime":844.82,"body":"doing that. It's kind of a weird thing."},{"startTime":844.88,"endTime":848.64,"body":"I don't know if it's just me or whether this is common, but there's"},{"startTime":848.64,"endTime":852.1,"body":"this element of resistance to"},{"startTime":852.8,"endTime":856.48,"body":"getting help. I don't know if it's a feeling that you should be able to"},{"startTime":856.48,"endTime":860.084,"body":"do it all by yourself anyway. But"},{"startTime":860.225,"endTime":863.985,"body":"the times when I have made most progress have been the times"},{"startTime":863.985,"endTime":867.824,"body":"where I've had one-to-one support. So I've"},{"startTime":867.824,"endTime":871.41,"body":"been a member of business masterminds"},{"startTime":872.11,"endTime":875.81,"body":"where you've got five or six people you meet regularly, and you"},{"startTime":876.03,"endTime":879.65,"body":"help each other out. So there's one where"},{"startTime":880.27,"endTime":883.63,"body":"every, say, ten weeks, I'm in the hot seat. I'm the one who says to"},{"startTime":883.63,"endTime":886.325,"body":"the others, 'Okay, tThis is the thing that I really need some help with at"},{"startTime":886.325,"endTime":888.565,"body":"the moment. Open to ideas.' And everyone chips in."},{"startTime":889.685,"endTime":893.285,"body":"That has been great, and I've been part of one"},{"startTime":893.285,"endTime":896.964,"body":"group for four years. They are an amazing bunch, and"},{"startTime":896.964,"endTime":900.41,"body":"they've definitely helped me. But there's something"},{"startTime":900.63,"endTime":903.85,"body":"about one-to-one individual"},{"startTime":904.149,"endTime":907.29,"body":"support that just gives me a kick start."},{"startTime":907.51,"endTime":911.19,"body":"So getting that to help figure out"},{"startTime":911.19,"endTime":914.805,"body":"the focus and then move on from the focus, I think,"},{"startTime":914.964,"endTime":918.585,"body":"in hindsight, I wish I'd done that sooner."},{"startTime":919.605,"endTime":923.125,"body":"And it's something... What's the"},{"startTime":923.125,"endTime":926.964,"body":"expression? The good thing about making mistakes is you recognise when you're making them again"},{"startTime":926.964,"endTime":930.7,"body":"in the future, or something like that. But it's something I"},{"startTime":930.7,"endTime":934.46,"body":"want to take forward and remember"},{"startTime":934.46,"endTime":938.14,"body":"that, if there's something that I want to do, and I'm finding"},{"startTime":938.14,"endTime":941.58,"body":"it harder, I'm finding that it's taking longer than I want to, then"},{"startTime":941.58,"endTime":944.875,"body":"getting help with that, whether that's coaching, mentoring,"},{"startTime":945.575,"endTime":949.335,"body":"whatever, it's almost certainly going to"},{"startTime":949.335,"endTime":953.175,"body":"help me to kick things off. So I do"},{"startTime":953.175,"endTime":956.555,"body":"want to get into this idea of you choosing your niche. Because I"},{"startTime":957.23,"endTime":961.07,"body":"call it the empty car park syndrome. We've talked about it before. We use"},{"startTime":961.07,"endTime":963.47,"body":"it in terms of, we live in Europe, my wife and I live in Europe,"},{"startTime":963.47,"endTime":967.23,"body":"and we can live anywhere in theory. And so that makes it really difficult"},{"startTime":967.23,"endTime":970.53,"body":"to decide which country or even which town you want to live in. When"},{"startTime":970.925,"endTime":973.644,"body":"you are in a situation where you can do anything, you are in a situation"},{"startTime":973.644,"endTime":977.485,"body":"where you were looking at all kinds of different ideas, you almost feel like,"},{"startTime":977.485,"endTime":981.084,"body":"well, I could be a Bitcoin guy, I could be a mining guy, a"},{"startTime":981.084,"endTime":984.045,"body":"Bitcoin mining guy, I could be a coach,"},{"startTime":1000.375,"endTime":1004.135,"body":"Well, the time when that happened was the"},{"startTime":1004.135,"endTime":1007.815,"body":"point when you started to take an interest in my"},{"startTime":1007.815,"endTime":1011.175,"body":"business. So let's just talk about that to set the scene. Because"},{"startTime":1011.175,"endTime":1014.395,"body":"I'm curious as to"},{"startTime":1015.27,"endTime":1018.87,"body":"what it was that led you to start asking me"},{"startTime":1018.87,"endTime":1022.39,"body":"some pretty pointed questions about my"},{"startTime":1022.39,"endTime":1025.69,"body":"business, in a very supportive way,"},{"startTime":1026.069,"endTime":1029.525,"body":"and now we've been meeting fairly regularly for"},{"startTime":1030.085,"endTime":1033.765,"body":"a few months. Because you and I stayed in contact after you and"},{"startTime":1033.765,"endTime":1037.605,"body":"Leanne came on the podcast. We talked a bit about some of the things"},{"startTime":1037.605,"endTime":1041.385,"body":"that you were working on, so the RX seven,"},{"startTime":1042.14,"endTime":1045.78,"body":"I'm going to really butcher explaining what that is, so maybe I'll leave that to"},{"startTime":1045.78,"endTime":1049.24,"body":"you, but an offering that you and Leanne"},{"startTime":1049.54,"endTime":1051.38,"body":"were working on. But yeah, I'm"},{"startTime":1051.38,"endTime":1054.855,"body":"interested from your"},{"startTime":1054.855,"endTime":1058.135,"body":"side what it was that made you go, 'Hey, you know what? This"},{"startTime":1058.135,"endTime":1061.654,"body":"guy, he's all over the place. I'm going to start asking him some questions"},{"startTime":1061.654,"endTime":1065.335,"body":"about that.' So, yeah, where were you when that happened?"},{"startTime":1067.09,"endTime":1070.77,"body":"Well, I suppose just to give a little context, I love asking questions and listening"},{"startTime":1070.77,"endTime":1074.61,"body":"to people. And my wife and I, we actually met at Samaritans, which"},{"startTime":1074.61,"endTime":1078.05,"body":"is a listening service in the UK, for those people who haven't heard of it."},{"startTime":1078.05,"endTime":1081.17,"body":"And we learned, we had the best training ever on how to actively listen and"},{"startTime":1081.17,"endTime":1084.245,"body":"how to be a good listener. And that has really helped because then when we"},{"startTime":1084.245,"endTime":1087.605,"body":"do interviews and stuff, I'm curious, genuinely curious about why did you make that"},{"startTime":1087.605,"endTime":1091.445,"body":"decision. And business always fascinates me. I describe myself as a tinkerer, and it is,"},{"startTime":1091.445,"endTime":1094.725,"body":"I just love getting into someone's mind going, 'Right, okay, where is the commercial application?'"},{"startTime":1094.726,"endTime":1094.746,"body":"And I suppose I was intrigued about someone who had come from a professional background,"},{"startTime":1094.747,"endTime":1094.767,"body":"someone who essentially sold out his day in five-minute sections, because that's the way that"},{"startTime":1094.768,"endTime":1094.784,"body":"lawyers work, isn't it, you record how much time and then you tot it up"},{"startTime":1094.785,"endTime":1094.804,"body":"and say, 'That's the bill', going into something which is a very different field, which"},{"startTime":1094.805,"endTime":1094.823,"body":"at the time you were talking about coaching, whatever you were doing it seemed to"},{"startTime":1094.824,"endTime":1094.842,"body":"be this underpinning of coaching, and I was like, 'Huh, I wonder where this is"},{"startTime":1094.843,"endTime":1094.861,"body":"going to turn out.' And there may be a little of macabre in there, because"},{"startTime":1094.862,"endTime":1094.878,"body":"I'm like, well, if it doesn't turn out, it will still be a fun journey"},{"startTime":1094.879,"endTime":1094.884,"body":"to be on and see what happens. Now I don't mean that that was the"},{"startTime":1094.884,"endTime":1094.884,"body":"reason why I'm involved, but I think I'm just interested in why other people make"},{"startTime":1094.884,"endTime":1094.884,"body":"decisions. I love waking up and going, 'Oh, wouldn't it be cool if this was"},{"startTime":1094.884,"endTime":1094.884,"body":"in the world?' And so by listening to someone who actually wants to put something"},{"startTime":1094.884,"endTime":1094.884,"body":"into the world that either doesn't exist or exists but could be better, it's a"},{"startTime":1094.884,"endTime":1094.884,"body":"fascinating thing for me. I just really like asking questions. And I get such a"},{"startTime":1094.884,"endTime":1094.884,"body":"buzz when someone goes, 'I've had a breakthrough.' And I know you and I had"},{"startTime":1094.884,"endTime":1094.884,"body":"a bit of a breakthrough, maybe about session three or four or five. And I"},{"startTime":1094.884,"endTime":1094.884,"body":"remember there was a bit like, 'Oh', and there was a Japanese word, I've forgotten"},{"startTime":1094.884,"endTime":1094.884,"body":"what it is, I know you'll tell me."},{"startTime":1158.22,"endTime":1166.7,"body":"Ikigai,"},{"startTime":1166.7,"endTime":1171.525,"body":"yeah."},{"startTime":1171.525,"endTime":1175.045,"body":"That's the one, which was really interesting. And I had heard the concept and never"},{"startTime":1175.045,"endTime":1178.805,"body":"really seen it in practice. So I suppose it was more, I"},{"startTime":1178.805,"endTime":1182.005,"body":"wonder where this is going to go. I'm lucky and fortunate enough to have a"},{"startTime":1182.005,"endTime":1184.805,"body":"bit of spare time that I can go, 'Right. Cool. Well, let's do this.' I"},{"startTime":1184.805,"endTime":1188.46,"body":"don't need to charge for it. Let's do this and see where we go.' And"},{"startTime":1188.46,"endTime":1191.68,"body":"it was really that. And the more I got into"},{"startTime":1192.14,"endTime":1195.9,"body":"your mind, the way it worked and what you could potentially bring into the world,"},{"startTime":1195.9,"endTime":1199.74,"body":"the more excited me that, yeah, this guy really could make a"},{"startTime":1199.74,"endTime":1203.355,"body":"difference, could bring something into the world. And as"},{"startTime":1203.355,"endTime":1205.435,"body":"you know, you've only got a certain number of hours in the day. If you're"},{"startTime":1205.435,"endTime":1209.115,"body":"a bit lazy like me, you've got even fewer. So I don't want to start"},{"startTime":1209.115,"endTime":1211.835,"body":"another business, but, god, it's exciting being on the"},{"startTime":1212.315,"endTime":1215.054,"body":"journey of someone else starting another business."},{"startTime":1216.07,"endTime":1219.45,"body":"So when we had that first conversation where you"},{"startTime":1219.59,"endTime":1222.89,"body":"started to ask me questions, and you suggested that we"},{"startTime":1223.35,"endTime":1227.13,"body":"chat again in a few weeks' time, were you"},{"startTime":1227.35,"endTime":1229.27,"body":"envisaging that this could be, and I know"},{"startTime":1229.27,"endTime":1232.995,"body":"the word mentor didn't quite"},{"startTime":1232.995,"endTime":1236.275,"body":"resonate with you at that point, did you think that this was going to be"},{"startTime":1236.275,"endTime":1240.035,"body":"like a thing which would go on for several months, or what"},{"startTime":1240.035,"endTime":1243.795,"body":"were your expectations at the time? I don't know that"},{"startTime":1243.795,"endTime":1247.33,"body":"I necessarily had any expectations or any thoughts about the future. I think it was"},{"startTime":1247.33,"endTime":1250.929,"body":"more like, if I can help, because I know you had"},{"startTime":1250.929,"endTime":1254.289,"body":"supported the pod, and you've always been a big fan of ours,"},{"startTime":1254.289,"endTime":1258.135,"body":"and you've been sharing our stuff, which is fantastic, and it was more like,"},{"startTime":1258.135,"endTime":1261.975,"body":"well, I have some time, I enjoy talking about this, let's just see if"},{"startTime":1261.975,"endTime":1265.735,"body":"we chat another couple of times, or it might be a more regular thing. I"},{"startTime":1265.735,"endTime":1268.375,"body":"don't think at any point in time was I looking and saying, right, let's see"},{"startTime":1268.375,"endTime":1271.915,"body":"if we can turn this into a commercial agreement. Most of the"},{"startTime":1272.409,"endTime":1275.71,"body":"successful ventures I've had in the past have started this way."},{"startTime":1346.455,"endTime":1349.755,"body":"That's interesting. Because something that I've got involved with is"},{"startTime":1349.815,"endTime":1353.47,"body":"mentoring at University of Westminster, they run a programme,"},{"startTime":1353.47,"endTime":1357.11,"body":"and it was something that I got into through my last"},{"startTime":1357.11,"endTime":1360.95,"body":"job. They were, I don't know, corporate members or something like that. But"},{"startTime":1360.95,"endTime":1364.55,"body":"I found, talking to undergraduate law"},{"startTime":1364.55,"endTime":1368.115,"body":"students who are trying to figure out what they want to do when they"},{"startTime":1368.115,"endTime":1371.155,"body":"graduate, I'm really enjoying it. I feel like I've got"},{"startTime":1371.155,"endTime":1374.535,"body":"extra"},{"startTime":1374.915,"endTime":1378.675,"body":"experience that I can offer, not just from having been a solicitor for twenty"},{"startTime":1378.675,"endTime":1382.45,"body":"years, but also having gone through this career change process"},{"startTime":1382.45,"endTime":1385.67,"body":"and having learned so much through my podcast"},{"startTime":1386.13,"endTime":1389.59,"body":"and other podcasts about the world of work and interviews"},{"startTime":1389.65,"endTime":1393.455,"body":"and that kind of thing. So I kind of feel like I've got a"},{"startTime":1393.455,"endTime":1397.295,"body":"few dimensions that I can offer, and there is something"},{"startTime":1397.575,"endTime":1401.054,"body":"very satisfying about being able to offer"},{"startTime":1401.054,"endTime":1404.414,"body":"that. So I mean, genuinely, I"},{"startTime":1404.414,"endTime":1407.88,"body":"still can't believe my luck in terms of the fact that, you know, the work"},{"startTime":1407.88,"endTime":1411.639,"body":"that we've done together, I suppose, it's kind of like, what am I"},{"startTime":1411.639,"endTime":1415.48,"body":"trying to say, that yes, I can see it from having had"},{"startTime":1415.48,"endTime":1419.174,"body":"that experience myself that it's something that"},{"startTime":1419.174,"endTime":1421.815,"body":"I get a lot out of, even if,"},{"startTime":1421.815,"endTime":1424.934,"body":"but it's still being like a"},{"startTime":1424.934,"endTime":1428.475,"body":"voluntary thing in a way of supporting others. So that"},{"startTime":1429.095,"endTime":1432.554,"body":"is interesting. Let's talk about"},{"startTime":1432.669,"endTime":1436.429,"body":"niching, because that was how we came on to this. I"},{"startTime":1436.429,"endTime":1440.11,"body":"feel that it was when we had that first conversation that you"},{"startTime":1440.11,"endTime":1443.73,"body":"laid bare the fact that"},{"startTime":1443.87,"endTime":1447.695,"body":"I was in an empty coaching car park, that"},{"startTime":1447.695,"endTime":1451.394,"body":"I knew I wanted to coach, but I didn't know which space"},{"startTime":1451.455,"endTime":1454.894,"body":"to go into. And we had a couple"},{"startTime":1454.894,"endTime":1458.575,"body":"of false starts. So there was one point"},{"startTime":1458.575,"endTime":1462.22,"body":"where I was going to focus solely on lawyers,"},{"startTime":1462.22,"endTime":1465.899,"body":"not necessarily with the same specialism as me, but a"},{"startTime":1465.899,"endTime":1468.379,"body":"particular segment of the"},{"startTime":1468.379,"endTime":1472.22,"body":"legal market in the UK, which"},{"startTime":1472.22,"endTime":1475.705,"body":"led to me doing a bit of coding with ChatGPT's help. That"},{"startTime":1476.505,"endTime":1480.105,"body":"was an unexpected thing to try out, but it was"},{"startTime":1480.105,"endTime":1483.885,"body":"quite a fun project that never actually went somewhere."},{"startTime":1484.025,"endTime":1487.78,"body":"But it was when, I think, you said, 'Okay, the next"},{"startTime":1487.78,"endTime":1491.62,"body":"conversation, we are going to decide on your niche.' Because even at that point, having"},{"startTime":1491.62,"endTime":1495.3,"body":"done all that work, I was still a bit ambivalent about whether that"},{"startTime":1495.3,"endTime":1498.04,"body":"was going to be the thing that I worked on."},{"startTime":1499.085,"endTime":1502.925,"body":"And it was knowing that I had that conversation coming"},{"startTime":1502.925,"endTime":1506.605,"body":"up, I think, that started to turn the"},{"startTime":1506.605,"endTime":1509.585,"body":"cogs in my brain. And I don't know"},{"startTime":1510.62,"endTime":1514.16,"body":"why it needed that push, but that was"},{"startTime":1514.38,"endTime":1518.22,"body":"what made me go, 'Hang on, why aren't I going back"},{"startTime":1518.22,"endTime":1521.58,"body":"into the private wealth world that I"},{"startTime":1521.58,"endTime":1524.665,"body":"spent twenty years working in?' So not just"},{"startTime":1524.965,"endTime":1528.745,"body":"private client lawyers, but that whole branch"},{"startTime":1528.965,"endTime":1532.105,"body":"of professions whose job is to"},{"startTime":1532.645,"endTime":1536.325,"body":"support the needs of the very wealthy. Because they"},{"startTime":1536.325,"endTime":1539.98,"body":"need all sorts of professional services. And I"},{"startTime":1539.98,"endTime":1543.36,"body":"don't think I'd actually included that when I did my initial"},{"startTime":1544.3,"endTime":1547.12,"body":"sector analysis, way back in"},{"startTime":1547.66,"endTime":1551.42,"body":"January 24. I hadn't really added that, and I don't know"},{"startTime":1551.42,"endTime":1555.235,"body":"why. But something sparked in my"},{"startTime":1555.235,"endTime":1558.434,"body":"brain. I kind of went, 'Oh, yeah. Why don't I go back into that?' So"},{"startTime":1558.434,"endTime":1561.735,"body":"knowing we had this conversation coming up,"},{"startTime":1562.755,"endTime":1566.195,"body":"I kind of pretty much set on the niche or thought, yeah, this is a"},{"startTime":1566.195,"endTime":1569.809,"body":"niche I could get behind. And so then the question"},{"startTime":1569.809,"endTime":1573.49,"body":"was, okay, so that's a niche, but what do I actually"},{"startTime":1573.49,"endTime":1577.25,"body":"want to do in that niche? What do I want"},{"startTime":1577.25,"endTime":1580.55,"body":"to offer to the private wealth professions"},{"startTime":1581.33,"endTime":1584.815,"body":"market? And so what I did before"},{"startTime":1585.195,"endTime":1588.415,"body":"we spoke, you mentioned it, this concept"},{"startTime":1588.555,"endTime":1592.235,"body":"of ikigai. ChatGPT is something which I've"},{"startTime":1592.235,"endTime":1595.78,"body":"been using increasingly since"},{"startTime":1595.78,"endTime":1599.62,"body":"I went self-employed. There are times when"},{"startTime":1599.62,"endTime":1602.74,"body":"metaphorically I want to throw it out the window because it just acts like a"},{"startTime":1602.74,"endTime":1606.58,"body":"childish six-year-old and doesn't do what I want it to, despite"},{"startTime":1606.58,"endTime":1610.145,"body":"me giving it specific instructions. But when it works, it's"},{"startTime":1610.145,"endTime":1611.845,"body":"amazing. And"},{"startTime":1614.145,"endTime":1617.585,"body":"I asked ChatGPT, first of all, I wanted to check we were on the same"},{"startTime":1617.585,"endTime":1621.125,"body":"page, and so I asked it about this concept of ikigai,"},{"startTime":1621.86,"endTime":1625.4,"body":"which is s like a"},{"startTime":1625.7,"endTime":1629.16,"body":"four-circle Venn diagram. So you're looking at the intersections"},{"startTime":1629.3,"endTime":1632.98,"body":"between four circles. Let's see if I can actually remember what they are. It's something"},{"startTime":1632.98,"endTime":1636.505,"body":"like what the world needs, what you enjoy"},{"startTime":1636.505,"endTime":1640.184,"body":"doing, what you're good at, and what you can be"},{"startTime":1640.184,"endTime":1643.945,"body":"paid for. I think that's right. And if you can"},{"startTime":1643.945,"endTime":1647.625,"body":"find something which meets all of those, and that's"},{"startTime":1647.625,"endTime":1651.35,"body":"your ikigai, and I can't actually remember what the word means, but that's kind of"},{"startTime":1651.35,"endTime":1654.95,"body":"like the nirvana, the epicenter. So if you"},{"startTime":1654.95,"endTime":1658.57,"body":"can find that, you're set up."},{"startTime":1659.35,"endTime":1662.49,"body":"And so what I did with ChatGPT"},{"startTime":1663.03,"endTime":1665.885,"body":"was, I said, 'Okay, well, here are some of the things that I've liked doing,"},{"startTime":1665.885,"endTime":1668.925,"body":"here's the things that I'm good at, and so on and so forth, help me"},{"startTime":1668.925,"endTime":1672.685,"body":"find my ikigai.' And it did. And"},{"startTime":1672.685,"endTime":1676.285,"body":"it identified the fact that bringing"},{"startTime":1676.285,"endTime":1679.965,"body":"people together, community, groups, is"},{"startTime":1679.965,"endTime":1683.7,"body":"something that has always been a common thread going through my life"},{"startTime":1683.7,"endTime":1687.24,"body":"as something that I enjoy doing. And so that,"},{"startTime":1687.7,"endTime":1691.3,"body":"in this niche, through some kind of a coaching lens, was"},{"startTime":1691.3,"endTime":1694.82,"body":"probably going to fit the bill for the thing that I"},{"startTime":1694.82,"endTime":1698.365,"body":"might enjoy doing. And it got me"},{"startTime":1698.365,"endTime":1702.045,"body":"so far, but it was when I discussed that with"},{"startTime":1702.045,"endTime":1705.645,"body":"you at our next meeting that"},{"startTime":1705.645,"endTime":1709.36,"body":"you suddenly came up with, 'Oh, yeah. Well, you know,"},{"startTime":1709.36,"endTime":1713.119,"body":"this kind of thing exists in other spheres.' So, I mean, do you want to"},{"startTime":1713.119,"endTime":1716.899,"body":"talk a bit more about that? Yeah. And I think that the ikigai,"},{"startTime":1716.96,"endTime":1720.64,"body":"I had heard the term, I had never actually done the exercise, and I think"},{"startTime":1720.64,"endTime":1724.115,"body":"it's really cool, and I think it does give you some direction. But I always"},{"startTime":1724.115,"endTime":1727.875,"body":"like to keep things simple, and I always go, right, you"},{"startTime":1727.875,"endTime":1731.315,"body":"need to be solving an expensive and painful"},{"startTime":1731.315,"endTime":1735.095,"body":"problem. And basically, the ikigai does all that,"},{"startTime":1735.73,"endTime":1739.33,"body":"but my Venn diagram is just two things. It's expensive, painful"},{"startTime":1739.33,"endTime":1742.316,"body":"problems, and then problems you can solve, and in that little ellipse in the middle,"},{"startTime":1742.317,"endTime":1742.463,"body":"I'm drawing in the air, I know this is an audio podcast, in that bit"},{"startTime":1742.464,"endTime":1742.53,"body":"in the middle is the things you can sell. And the ikigai, I think, is"},{"startTime":1742.53,"endTime":1742.53,"body":"really good, because it gives you a lot more nuanced version of that. But what"},{"startTime":1742.53,"endTime":1742.53,"body":"I really wanted to get to was... Okay, so there's two parts of this. First"},{"startTime":1742.53,"endTime":1742.53,"body":"of all, what's the expensive painful problem? Because a lot of people say, 'I'm going"},{"startTime":1742.53,"endTime":1742.53,"body":"to be an artist for dogs, I'm going to draw people's dogs and paint them"},{"startTime":1742.53,"endTime":1742.53,"body":"and send them off.' Okay. Lovely. Brilliant. Is that an expensive and painful problem that"},{"startTime":1742.53,"endTime":1742.53,"body":"people have? No, it's probably more nice to have. You can make some all right"},{"startTime":1742.53,"endTime":1742.53,"body":"money from it. But that's not expensive and painful. Whereas if you think about your"},{"startTime":1742.53,"endTime":1742.53,"body":"private wealth, high net worth individuals that you were dealing with in your previous life,"},{"startTime":1742.53,"endTime":1742.53,"body":"and potentially some of your clients do now, their expensive potential problems are tax, you"},{"startTime":1742.53,"endTime":1742.53,"body":"know, I've got a problem with a lease, that's an expensive, painful problem. And so"},{"startTime":1742.53,"endTime":1742.53,"body":"that's where the real money is. Now I'm not saying that everyone should go out"},{"startTime":1742.53,"endTime":1742.53,"body":"there and say, 'Right, I'm going to go and build a business that's going to"},{"startTime":1742.53,"endTime":1742.53,"body":"make lots and lots of money.' That's fine if you don't want to. Abolutely fine."},{"startTime":1742.53,"endTime":1742.53,"body":"But the easiest and quickest way to get yourself to that 10 grand a month"},{"startTime":1742.53,"endTime":1742.53,"body":"is to be the expert in one specific problem. Now what painful, expensive problem? Now"},{"startTime":1742.53,"endTime":1742.53,"body":"where, I suppose, I brought something to the table a little bit was that I"},{"startTime":1742.53,"endTime":1742.53,"body":"am genuinely interested in business and in offers and in niches. So where some people"},{"startTime":1742.53,"endTime":1742.53,"body":"would sit on a Saturday afternoon and watch football, I like football, but I wouldn't"},{"startTime":1742.53,"endTime":1742.53,"body":"go on to Twitter then and start conversations who's going to win. What I do"},{"startTime":1742.53,"endTime":1742.53,"body":"do on a Saturday afternoon, and almost every single day, I probably spend an hour"},{"startTime":1742.53,"endTime":1742.53,"body":"on Twitter looking what people are doing, following certain people and going, 'I wonder what"},{"startTime":1742.53,"endTime":1742.53,"body":"they're doing next', listening or reading their take on things, so I get exposed to"},{"startTime":1742.53,"endTime":1742.53,"body":"probably 10 to 20 different business ideas a day, and some of them I follow"},{"startTime":1742.53,"endTime":1742.53,"body":"down a little rabbit hole and go, 'I wonder how they make money from that."},{"startTime":1742.53,"endTime":1742.53,"body":"I wonder how they actually generate leads for that', try and think how I would"},{"startTime":1742.53,"endTime":1742.53,"body":"do that. And then when it came to your specific situation, I knew there was"},{"startTime":1742.53,"endTime":1742.53,"body":"something called the Hampton, which is by a guy called Sam Parr, he's one half"},{"startTime":1742.53,"endTime":1742.53,"body":"of My First Million, another podcast on the Hubspot podcast network, the audio destination for"},{"startTime":1742.53,"endTime":1742.53,"body":"business professionals, but it is a genuinely good podcast. And they're two interesting guys who"},{"startTime":1742.53,"endTime":1742.53,"body":"are doing interesting things. And so I happened to know about him doing the Hampton"},{"startTime":1742.53,"endTime":1742.53,"body":"thing, looked in his website, tried to work how he was doing it. And then"},{"startTime":1742.53,"endTime":1742.53,"body":"when you were explaining what potentially your ikigai was, I was like, 'Oh, well, that"},{"startTime":1742.53,"endTime":1742.53,"body":"sounds like Hamptons, but for this.' And that is such a great thought process for"},{"startTime":1742.53,"endTime":1742.53,"body":"anyone who is looking to start their own gig, or perhaps niche down a little"},{"startTime":1742.53,"endTime":1742.53,"body":"bit more, is go, 'Can you be the X for Y?' Can you be the"},{"startTime":1742.53,"endTime":1742.53,"body":"Netflix for lawyers? Can you be the Hamptons, which is a private members club, for"},{"startTime":1742.53,"endTime":1742.53,"body":"badminton players? And so if you can get that, then you already have this structure,"},{"startTime":1742.53,"endTime":1742.53,"body":"you already know that Hamptons, first of all, exists, secondly, is very expensive, thirdly, is"},{"startTime":1742.53,"endTime":1742.53,"body":"obviously... Well, I say obviously very succesful, I'm guessing it is, because it's 25 grand"},{"startTime":1742.53,"endTime":1742.53,"body":"for each person to join, and I think they've got about 200 or 300 members."},{"startTime":1742.53,"endTime":1742.53,"body":"So I'm guessing that's a fair seven-figure business. So by using patterns of what people"},{"startTime":1742.53,"endTime":1742.53,"body":"had already done, that's such a great way to hone what it is that you're"},{"startTime":1742.53,"endTime":1742.53,"body":"actually going to do. So be the X for Y. And I think that is"},{"startTime":1742.53,"endTime":1742.53,"body":"such a good starting point. Does that make sense? From your point of view, does"},{"startTime":1742.53,"endTime":1742.53,"body":"that sound like it was what I was doing? Or was I doing something different?"},{"startTime":1967.899,"endTime":1971.5,"body":"That does completely make sense. I think the fact"},{"startTime":1971.5,"endTime":1975.285,"body":"that you were aware of Hamptons, this organisation"},{"startTime":1975.345,"endTime":1979.185,"body":"where they get together small groups of entrepreneurs, business"},{"startTime":1979.185,"endTime":1982.965,"body":"owners, and you identified that as being adjacent"},{"startTime":1983.265,"endTime":1986.705,"body":"to something that would fit for me, I mean, that"},{"startTime":1986.705,"endTime":1990.36,"body":"was a massive breakthrough moment, and we'll come on to"},{"startTime":1990.36,"endTime":1994.2,"body":"that. There's something I wanted to pick up earlier. It was a concept which"},{"startTime":1994.2,"endTime":1998.039,"body":"you introduced to me, which you touched on, the difference"},{"startTime":1998.039,"endTime":2000.38,"body":"between painkillers and vitamins."},{"startTime":2001.645,"endTime":2005.325,"body":"Now vitamins, they're nice to have,"},{"startTime":2005.325,"endTime":2009.085,"body":"you probably should do them. You're not likely to see the effects of them"},{"startTime":2009.085,"endTime":2011.825,"body":"in any short time frame."},{"startTime":2012.525,"endTime":2016.24,"body":"Versus the, I have"},{"startTime":2016.24,"endTime":2020.0,"body":"a problem, I need this solving now, help. I"},{"startTime":2020.0,"endTime":2023.6,"body":"don't really care what it costs. Just make this problem go"},{"startTime":2023.6,"endTime":2027.06,"body":"away. And trying to focus"},{"startTime":2027.36,"endTime":2030.865,"body":"more on that side of things, the painkiller side of"},{"startTime":2030.865,"endTime":2034.005,"body":"things, rather than the nice to have"},{"startTime":2034.385,"endTime":2038.144,"body":"things. So that was a really valuable thought"},{"startTime":2038.144,"endTime":2040.404,"body":"process. I think"},{"startTime":2041.679,"endTime":2045.299,"body":"where I thought the ikigai"},{"startTime":2045.6,"endTime":2049.359,"body":"process was valuable was the"},{"startTime":2049.359,"endTime":2052.9,"body":"risk of starting something"},{"startTime":2053.199,"endTime":2057.015,"body":"which solved a problem, but"},{"startTime":2057.015,"endTime":2060.775,"body":"then it turned out that you just didn't enjoy solving that"},{"startTime":2060.775,"endTime":2064.455,"body":"problem in a particular way. And this was something I did have first-hand"},{"startTime":2064.455,"endTime":2068.055,"body":"experience of. Because it was"},{"startTime":2068.055,"endTime":2070.955,"body":"actually during the early days of the COVID pandemic,"},{"startTime":2072.36,"endTime":2075.82,"body":"I had identified that one of the hot topics"},{"startTime":2076.679,"endTime":2080.38,"body":"for podcasters was producing transcripts."},{"startTime":2080.84,"endTime":2084.28,"body":"And the options were either you got a human"},{"startTime":2084.28,"endTime":2087.895,"body":"transcriptionist, which was quite expensive, or"},{"startTime":2087.954,"endTime":2091.635,"body":"you got an AI transcription, which was a"},{"startTime":2091.635,"endTime":2095.155,"body":"lot cheaper and also gave you something which wasn't"},{"startTime":2095.155,"endTime":2096.135,"body":"terribly readable. It wasn't"},{"startTime":2223.69,"endTime":2227.15,"body":"Okay. So you're now going to meet, for the second or third time only, mean"},{"startTime":2227.21,"endTime":2230.835,"body":"uncle Al. Because I am going to be mean to you"},{"startTime":2231.375,"endTime":2234.755,"body":"and say, it is not your business to enjoy your business"},{"startTime":2235.775,"endTime":2239.615,"body":"till you get to a 100 grand a year,"},{"startTime":2239.615,"endTime":2242.859,"body":"200 grand a year, 300 grand a year. It is a bonus if you enjoy"},{"startTime":2242.859,"endTime":2245.5,"body":"it, but you've got to put your own gas mask on first."},{"startTime":2245.5,"endTime":2249.019,"body":"Most people have a runway, and when I say runway, it's the"},{"startTime":2249.019,"endTime":2252.779,"body":"nerdy talk for you've got this amount of money to last"},{"startTime":2252.779,"endTime":2256.355,"body":"you, and when that's gone, that's gone. So most businesses have that. Most people who"},{"startTime":2256.355,"endTime":2259.235,"body":"start a business, they go, 'Right, I've got a year to get this to work.'"},{"startTime":2259.235,"endTime":2262.595,"body":"And then I think a lot of people will spend the first three or four"},{"startTime":2262.595,"endTime":2265.715,"body":"months going, 'Well, I really like painting, so I wonder if I could do a"},{"startTime":2265.715,"endTime":2266.195,"body":"painting thing."},{"startTime":2476.525,"endTime":2480.225,"body":"I think the thing I would be concerned about would be sustainability."},{"startTime":2481.405,"endTime":2485.005,"body":"So when you say the like, you know, taking your"},{"startTime":2485.005,"endTime":2488.225,"body":"hobby, taking your passion, and making a business out of that, I completely"},{"startTime":2488.445,"endTime":2492.19,"body":"agree with what you say there. You know,"},{"startTime":2492.19,"endTime":2495.95,"body":"I'm I'm an amateur musician. The idea of doing"},{"startTime":2495.95,"endTime":2499.71,"body":"that to a professional level where I have to do it, where, you know,"},{"startTime":2499.71,"endTime":2503.31,"body":"the the pressure is on and all that kind of thing, absolutely no"},{"startTime":2503.31,"endTime":2507.055,"body":"way. There's no way I would do that. It's it's it's a hobby. It's"},{"startTime":2507.055,"endTime":2510.755,"body":"something I do on the side. It opens up a different part of my brain."},{"startTime":2511.375,"endTime":2514.835,"body":"So I agree that"},{"startTime":2516.095,"endTime":2519.68,"body":"the first business needs to be a painkiller"},{"startTime":2520.06,"endTime":2522.8,"body":"business, that it needs to solve a problem."},{"startTime":2524.38,"endTime":2527.98,"body":"Where I get or or where are"},{"startTime":2528.38,"endTime":2531.9,"body":"and I feel like there could be a bit of nuance, interested to hear your"},{"startTime":2531.9,"endTime":2535.555,"body":"viewpoint, is whether it's"},{"startTime":2535.555,"endTime":2539.395,"body":"still got to be something it's not a doing what you love, but it's kind"},{"startTime":2539.395,"endTime":2542.455,"body":"of loving or at least enjoying what you do."},{"startTime":2542.755,"endTime":2546.375,"body":"So I don't know. Maybe you have identified"},{"startTime":2546.595,"endTime":2550.21,"body":"that there is a real problem with, I don't know,"},{"startTime":2551.49,"endTime":2554.79,"body":"clearing dog mess off the pavements, you know."},{"startTime":2555.17,"endTime":2558.79,"body":"And some you you have identified that people will actually pay you"},{"startTime":2559.089,"endTime":2562.849,"body":"to do this, but you just, you know, you do"},{"startTime":2562.849,"endTime":2566.505,"body":"it and you are miserable. You can feel your life"},{"startTime":2566.724,"endTime":2570.484,"body":"draining away as you're doing it. Yeah. You're getting paid, but you're"},{"startTime":2570.484,"endTime":2574.325,"body":"just it's sucking the soul out of you, which"},{"startTime":2574.325,"endTime":2577.285,"body":"is kind of I may maybe I didn't give it long enough, but it was"},{"startTime":2577.285,"endTime":2580.53,"body":"kind of how I felt with the transcription side. It"},{"startTime":2580.91,"endTime":2584.67,"body":"it it solved a problem, but it"},{"startTime":2584.67,"endTime":2588.29,"body":"didn't excite me at the same time. And so I I"},{"startTime":2588.75,"endTime":2591.41,"body":"I did I don't think that I would have had the"},{"startTime":2592.35,"endTime":2595.734,"body":"drive to keep it going because it was"},{"startTime":2596.115,"endTime":2598.855,"body":"yes. The money part absolutely was important,"},{"startTime":2599.635,"endTime":2602.775,"body":"but it was just, you know, demotivating."},{"startTime":2603.155,"endTime":2606.915,"body":"Whereas we'll come on to talk about sort of what the my idea looks"},{"startTime":2606.915,"endTime":2610.055,"body":"like now. It is something that as well as hopefully"},{"startTime":2610.84,"endTime":2614.44,"body":"solving a a a painful expensive problem, it's also"},{"startTime":2614.44,"endTime":2618.173,"body":"something which lights me up, which makes me go, yeah. And I think I'm going"},{"startTime":2618.174,"endTime":2621.26,"body":"to be good at this, and I think I'm going to enjoy this. And I"},{"startTime":2622.2,"endTime":2625.655,"body":"who knows? You know, maybe that's not realistic. But I I just yeah."},{"startTime":2625.974,"endTime":2629.655,"body":"I I worry that just doing something because you know"},{"startTime":2629.655,"endTime":2632.155,"body":"that there's a problem you can solve,"},{"startTime":2633.175,"endTime":2636.855,"body":"if it doesn't engage you, then it's just going to be"},{"startTime":2636.855,"endTime":2640.34,"body":"really, really hard and quite soul sucking to do it."},{"startTime":2640.34,"endTime":2644.02,"body":"Over to you. Am I being too nice? No."},{"startTime":2644.02,"endTime":2647.38,"body":"That's that's a really, really good point and a good elaboration on my"},{"startTime":2647.38,"endTime":2651.0,"body":"point. So dog muck off the pavements. Yes."},{"startTime":2651.06,"endTime":2654.565,"body":"That's a great example of something which you wouldn't enjoy doing. I"},{"startTime":2654.565,"endTime":2658.405,"body":"think that you if you're going to create if"},{"startTime":2658.565,"endTime":2660.924,"body":"you're going to solve an expensive painful problem, then you first will have to have"},{"startTime":2660.924,"endTime":2664.565,"body":"respect for the person you're solving it for. So if you are, you know,"},{"startTime":2664.565,"endTime":2668.38,"body":"socialist and you're like, nope, labor, this is what"},{"startTime":2668.38,"endTime":2671.74,"body":"I voted. I don't believe in extreme wealth, and then you try and start a"},{"startTime":2671.74,"endTime":2674.859,"body":"business to help beat the ultra wealthy, that's not going to work because it goes"},{"startTime":2674.859,"endTime":2678.619,"body":"against your belief. So you're not going to enjoy that. So you gotta have respect"},{"startTime":2678.619,"endTime":2681.795,"body":"for the person that the person who you're solving the problem for, and you've gotta"},{"startTime":2681.795,"endTime":2685.635,"body":"be you've gotta at least tolerate to enjoy, like, on"},{"startTime":2685.635,"endTime":2689.315,"body":"that scale of of a scale of hate to love, tolerate in the middle. You've"},{"startTime":2689.315,"endTime":2692.915,"body":"gotta be definitely right of the tolerate because it's gotta be something"},{"startTime":2692.915,"endTime":2696.66,"body":"that you actually enjoy doing. If I I think there's there's two type"},{"startTime":2696.66,"endTime":2700.42,"body":"like, there's there's several ways that people approach starting a a venture,"},{"startTime":2700.42,"endTime":2704.099,"body":"a gig, a business, whatever. And I think a lot of people go, right. I"},{"startTime":2704.099,"endTime":2707.299,"body":"need to do something that I'm going to enjoy because I'll be doing this for,"},{"startTime":2707.299,"endTime":2710.934,"body":"you know, the foreseeable future. Cool. What they're"},{"startTime":2710.934,"endTime":2714.375,"body":"starting is a lifestyle business where they are essentially"},{"startTime":2714.375,"endTime":2717.734,"body":"doing somewhere between 50 and a % of the work,"},{"startTime":2717.734,"endTime":2721.434,"body":"and they want to enjoy their day. Cool."},{"startTime":2722.05,"endTime":2724.29,"body":"Then there are other people who look and say, right. I'm going to start a"},{"startTime":2724.29,"endTime":2727.49,"body":"business, but it's a mechanism. It's like investing. I invest in property in The UK"},{"startTime":2727.49,"endTime":2731.09,"body":"property. I've got a few houses. I don't some of those houses haven't been in"},{"startTime":2731.09,"endTime":2734.93,"body":"for fifteen, twenty years. I don't care about the house. One of them burnt"},{"startTime":2734.93,"endTime":2737.365,"body":"down. I was like, well, how much is it going to cost me? No one"},{"startTime":2737.365,"endTime":2740.725,"body":"was hurt. You know? It's like but I see them as a box to make"},{"startTime":2740.725,"endTime":2744.405,"body":"money. Whereas, I think a lot of people would go in and certainly first"},{"startTime":2744.405,"endTime":2747.925,"body":"or second time landlords, if I can continue this this this analogy for a second,"},{"startTime":2747.925,"endTime":2751.57,"body":"will go, oh my god. The tenants have left, and they've wrecked that beautiful"},{"startTime":2751.57,"endTime":2755.33,"body":"fireplace that me and my, me and my partner built. And how am I going"},{"startTime":2755.33,"endTime":2757.65,"body":"to get it back to how it was? You shouldn't have put the fireplace in"},{"startTime":2757.65,"endTime":2760.53,"body":"the first place because it was a box to make money. So I think that"},{"startTime":2760.53,"endTime":2763.01,"body":"there's two ways of looking at business. Are you if you're going to be like,"},{"startTime":2763.01,"endTime":2766.715,"body":"I'm going to be doing the work myself. Cool. Yes. You're right."},{"startTime":2766.715,"endTime":2770.075,"body":"You can't have something that you don't like. You you probably won't like it some"},{"startTime":2770.075,"endTime":2773.515,"body":"days, and some days you'll love it. Or you look at it and go, right."},{"startTime":2773.515,"endTime":2775.275,"body":"I'm going to start a business to make money. And this I'm going to create"},{"startTime":2775.275,"endTime":2777.675,"body":"instead of a box to rent out, I'm going to create a system that will"},{"startTime":2777.675,"endTime":2781.455,"body":"that will turn one pound into four pounds or $1 into"},{"startTime":2781.65,"endTime":2785.41,"body":"$4. And there's two different ways of looking at it. And I think that"},{"startTime":2785.41,"endTime":2788.05,"body":"it's really important to know what it is you're going to start. A lifestyle business"},{"startTime":2788.05,"endTime":2791.59,"body":"could evolve into a systematized business that's actually a a thing. Rarely"},{"startTime":2792.77,"endTime":2796.37,"body":"would a systematized business revolve into a lifestyle business because you're actually"},{"startTime":2796.37,"endTime":2799.155,"body":"looking at it from an investment point of view. So I think that's the first"},{"startTime":2799.155,"endTime":2802.675,"body":"thing. The second thing is that, yes, I think if you if if you intend"},{"startTime":2802.675,"endTime":2806.515,"body":"to be I think they call it, I see individual contributor. Is that the right"},{"startTime":2806.515,"endTime":2810.275,"body":"term? If you intend to be the deliverer of the service,"},{"startTime":2810.275,"endTime":2814.01,"body":"then, yes, you're right. You definitely need to be certainly"},{"startTime":2814.01,"endTime":2817.05,"body":"near the I love this side of it."},{"startTime":2818.25,"endTime":2822.089,"body":"But the podcast transcription, you had an AI you had a"},{"startTime":2822.089,"endTime":2825.63,"body":"v VA to do it. You had AI who did the basis of it, and"},{"startTime":2826.215,"endTime":2829.975,"body":"I don't think it's an expensive, painful problem for podcasters because most podcasters don't have"},{"startTime":2829.975,"endTime":2833.655,"body":"money. But it could be like, okay. Well, I'm going to do it for the"},{"startTime":2833.655,"endTime":2837.015,"body":"top 5% of podcast who do make, like, hundred grand a year. For them, where"},{"startTime":2837.015,"endTime":2839.415,"body":"a grand a month would be like, oh, yeah. Okay. That's worth it because I'm"},{"startTime":2839.415,"endTime":2842.75,"body":"going to get a really good transcription from it. You could still start that business"},{"startTime":2842.75,"endTime":2846.109,"body":"because you all you have to do is essentially put add one more customer a"},{"startTime":2846.109,"endTime":2849.89,"body":"month. So five phone calls, one of those will buy."},{"startTime":2850.109,"endTime":2853.71,"body":"That's five phone calls a month. Your VA takes care of everything else. Your AI"},{"startTime":2853.71,"endTime":2856.914,"body":"takes care of everything. So that's a system ties business that you don't necessarily have"},{"startTime":2856.914,"endTime":2859.494,"body":"to love, but it's bringing you in $10 a month."},{"startTime":2860.355,"endTime":2863.795,"body":"So I know I've come at this from a probably an angle that we didn't"},{"startTime":2863.795,"endTime":2867.474,"body":"expect or you might not expect to go down because I do respect what you've"},{"startTime":2867.474,"endTime":2870.055,"body":"done with the icky, what's the word again?"},{"startTime":2871.08,"endTime":2874.92,"body":"Ikigai. I do respect you've done that, and I think that's great. I just want"},{"startTime":2874.92,"endTime":2878.76,"body":"to underline that you people starting out on venture have got two choices, and"},{"startTime":2878.76,"endTime":2881.64,"body":"one of them is to do something which they're going to love. And the other"},{"startTime":2881.64,"endTime":2884.36,"body":"one is you don't necessarily have to do it. You don't necessarily have to love"},{"startTime":2884.36,"endTime":2887.474,"body":"making sandwiches, but you could easily go and get a Subway franchise and make yourself"},{"startTime":2887.535,"endTime":2891.295,"body":"a nice bit of money, which will allow you to spend time doing the stuff"},{"startTime":2891.295,"endTime":2895.135,"body":"you do love. Back to you. Yeah. And"},{"startTime":2895.135,"endTime":2898.894,"body":"and this is something that I've kind of reflected on the the"},{"startTime":2898.894,"endTime":2901.555,"body":"difference between lifestyle business and"},{"startTime":2902.589,"endTime":2906.19,"body":"sort of scalable, you're not working in the business, you're working on the"},{"startTime":2906.19,"endTime":2909.25,"body":"business kind of thing. And I I I wonder whether"},{"startTime":2910.589,"endTime":2914.19,"body":"it is helpful if you are someone"},{"startTime":2914.19,"endTime":2917.825,"body":"who will enjoy creating a"},{"startTime":2917.964,"endTime":2920.625,"body":"scalable business. So, you know, there are people who"},{"startTime":2921.805,"endTime":2924.865,"body":"it kind of doesn't really matter what the business is."},{"startTime":2925.645,"endTime":2928.785,"body":"They want to figure out the way of scaling it and systematizing"},{"startTime":2929.244,"endTime":2932.579,"body":"it and eventually selling it. And it could be"},{"startTime":2933.599,"endTime":2937.359,"body":"turning one small sandwich shop into a franchise or it"},{"startTime":2937.359,"endTime":2941.039,"body":"could be, you know, manufacturing widgets or it could"},{"startTime":2941.039,"endTime":2944.88,"body":"be goodness knows what. And it's just it's that, you know,"},{"startTime":2944.88,"endTime":2948.654,"body":"it's that it's the process of of of doing that,"},{"startTime":2948.654,"endTime":2952.414,"body":"of understanding the business. So I wonder whether there's if you're"},{"startTime":2952.414,"endTime":2955.954,"body":"going to do that kind of thing, then it helps"},{"startTime":2956.015,"endTime":2959.68,"body":"to have a propensity to want to do"},{"startTime":2959.68,"endTime":2963.44,"body":"that, to to be excited by that. Because I'm I'm"},{"startTime":2963.44,"endTime":2967.28,"body":"conscious that if I'm what I'm working on does take off"},{"startTime":2967.28,"endTime":2971.119,"body":"then, it could scale. Yeah. Absolutely could scale. I could see a path"},{"startTime":2971.119,"endTime":2974.825,"body":"to that. But at least for the first couple of years, it is"},{"startTime":2974.825,"endTime":2977.885,"body":"likely to be more of a lifestyle thing where I am doing"},{"startTime":2978.825,"endTime":2981.725,"body":"most of it myself. And having"},{"startTime":2982.345,"endTime":2986.105,"body":"believed what I'd read that, oh, no. You've got to scale it. You've gotta take"},{"startTime":2986.105,"endTime":2989.41,"body":"yourself out of the business, you know, almost lifestyle business"},{"startTime":2989.73,"endTime":2993.569,"body":"bad. I've kind of come around to thinking, well, as"},{"startTime":2993.569,"endTime":2997.329,"body":"long as it works and I'm enjoying what I'm doing"},{"startTime":2997.329,"endTime":3001.17,"body":"in it, I'm kind of okay with that for the time"},{"startTime":3001.17,"endTime":3003.589,"body":"being and see see where it goes."},{"startTime":3004.53,"endTime":3007.905,"body":"So that's I think that's a really, really important"},{"startTime":3008.045,"endTime":3011.825,"body":"distinction to think about why you're starting a a business."},{"startTime":3012.525,"endTime":3015.905,"body":"And if you are a 22 year old and you don't mind"},{"startTime":3016.045,"endTime":3019.4,"body":"working twenty hours a because you got the energy to work twenty hours a day"},{"startTime":3019.4,"endTime":3021.48,"body":"and all you want to do is be a millionaire by the time you're 30,"},{"startTime":3021.48,"endTime":3025.0,"body":"then that's a different business to when you are perhaps"},{"startTime":3025.0,"endTime":3028.839,"body":"our age. And you're like, well, I don't either don't have or don't want"},{"startTime":3028.839,"endTime":3031.98,"body":"to spend, you know, most of my time on this. Cool."},{"startTime":3032.484,"endTime":3035.125,"body":"And I think that if you watch Dragon's Den, a lot of you'll you'll have"},{"startTime":3035.125,"endTime":3038.645,"body":"this idea that a lifestyle business is a bad thing. You know, quite often they'll"},{"startTime":3038.645,"endTime":3042.345,"body":"go, well, this is just a lifestyle business. You know? And it's like, fine. Because"},{"startTime":3042.724,"endTime":3046.349,"body":"that's beautiful. If you want a lifestyle business, that's your"},{"startTime":3046.41,"endTime":3050.19,"body":"that's your business. Have it. I think they are very much looking and going,"},{"startTime":3050.329,"endTime":3054.089,"body":"the whole idea of me getting room boxes that I can rent out, that's the"},{"startTime":3054.089,"endTime":3057.69,"body":"way they look at businesses. How do I turn my one pound into four pounds?"},{"startTime":3057.69,"endTime":3061.39,"body":"Or in Levi Root's case, my one pound into 400 pounds."},{"startTime":3061.905,"endTime":3064.945,"body":"That's they've got a different way of looking at it. So Dragon's Den is fun"},{"startTime":3064.945,"endTime":3068.085,"body":"to watch, but it's not something you should be emulating unless you are"},{"startTime":3068.705,"endTime":3072.385,"body":"you desperately want to make money or you desperately want to or not desperately, but"},{"startTime":3072.385,"endTime":3075.525,"body":"you want to increase the cash you've got in on hand."},{"startTime":3076.119,"endTime":3079.64,"body":"Fine. If that's that, go and start a systematized business. Most"},{"startTime":3079.64,"endTime":3083.48,"body":"people want certainly at our age, they want to start something which they're"},{"startTime":3083.48,"endTime":3087.32,"body":"going to wake up and enjoy. And you've made that decision, and that's cool. And"},{"startTime":3087.32,"endTime":3090.76,"body":"the reason why Me Now came out was because I wanted people to hear"},{"startTime":3090.76,"endTime":3094.435,"body":"that you don't always have to love what you do if your"},{"startTime":3094.435,"endTime":3098.275,"body":"priority is to make money. And the other thing is that if you"},{"startTime":3098.275,"endTime":3100.915,"body":"are running out of runway, which I know you're not, but if you are running"},{"startTime":3100.915,"endTime":3104.755,"body":"out of runway, you may need to do that. You may"},{"startTime":3104.755,"endTime":3108.16,"body":"need to do something. I know there's there's a guy, called Chris"},{"startTime":3108.16,"endTime":3111.92,"body":"Cardell. He was maybe about fifteen years ago. He's quite famous. He used to do"},{"startTime":3111.92,"endTime":3115.76,"body":"all the online, like, workshops and stuff, marketing, etcetera. And when he"},{"startTime":3115.76,"endTime":3119.36,"body":"started his business, he wanted to do workshops and sell media. He's one of the"},{"startTime":3119.36,"endTime":3123.145,"body":"OGs of the selling content. He wants to do that, but what he did"},{"startTime":3123.145,"endTime":3126.345,"body":"was he did consultancy on the side for companies he didn't really want to do"},{"startTime":3126.345,"endTime":3129.704,"body":"consultancy for because that paid the bills to allow him to work in evenings on"},{"startTime":3129.704,"endTime":3133.145,"body":"the other thing. And I just want I think I want people to your listeners"},{"startTime":3133.145,"endTime":3136.36,"body":"to understand that it's not all you"},{"startTime":3136.76,"endTime":3140.6,"body":"don't very few people say I'm going to start a business, and then in"},{"startTime":3140.6,"endTime":3143.64,"body":"month three, they're going, it's going really well. I made a hundred grand this year."},{"startTime":3143.64,"endTime":3147.48,"body":"Most people spend the first twelve months making no money, and that's"},{"startTime":3147.48,"endTime":3150.845,"body":"when they give up because they have to or they don't see a"},{"startTime":3150.845,"endTime":3154.525,"body":"a route to it. Just do something on the side to make money."},{"startTime":3155.005,"endTime":3158.605,"body":"You'll put that oxygen mask on first. The foot the most important thing for"},{"startTime":3158.605,"endTime":3162.35,"body":"you is to have as much runway as you need. Because let's be honest, a"},{"startTime":3162.35,"endTime":3164.35,"body":"lot of people don't necessarily want to be rich. They just want to be able"},{"startTime":3164.35,"endTime":3166.59,"body":"to go to the cash machine and take £50 out whenever they want."},{"startTime":3168.27,"endTime":3171.87,"body":"And what you just said there about the first twelve months, you probably"},{"startTime":3171.87,"endTime":3175.655,"body":"won't make any money, I think that's something that people need"},{"startTime":3175.655,"endTime":3179.335,"body":"to hear, and I've heard somewhere that someone say that"},{"startTime":3179.335,"endTime":3183.015,"body":"eighteen months is probably a a good period of time that what you're looking like"},{"startTime":3183.015,"endTime":3186.795,"body":"before you're going to be making any money. And"},{"startTime":3187.735,"endTime":3191.47,"body":"you can find lots of stories around social media"},{"startTime":3191.47,"endTime":3195.309,"body":"of people who have managed to shorten that time"},{"startTime":3195.309,"endTime":3198.369,"body":"period, but they're probably going to be the exceptions. That's"},{"startTime":3199.309,"endTime":3202.905,"body":"why there's a story around them. So, you know, x y zed"},{"startTime":3202.905,"endTime":3206.745,"body":"had nothing, and then three months later, he was making his first million."},{"startTime":3206.745,"endTime":3210.425,"body":"That's unusual. On the one"},{"startTime":3210.425,"endTime":3214.045,"body":"hand, okay, someone has done it, so why can't you? Well, yes."},{"startTime":3214.185,"endTime":3217.97,"body":"And they are probably still an outlier. And"},{"startTime":3218.03,"endTime":3221.09,"body":"so whilst it might work out that way for you, chances"},{"startTime":3221.79,"endTime":3225.23,"body":"are it won't. And so it's it's kind of"},{"startTime":3225.23,"endTime":3228.99,"body":"tinging this, idealism with a pretty healthy"},{"startTime":3228.99,"endTime":3232.805,"body":"slug of reality as well. Exactly. They are noteworthy"},{"startTime":3233.025,"endTime":3236.865,"body":"because they are, as you say, the outlier. And I think"},{"startTime":3236.865,"endTime":3240.385,"body":"that the other part of that, which is which is quite"},{"startTime":3240.385,"endTime":3244.145,"body":"damaging really, is that if you go on Twitter, you see particularly if you get"},{"startTime":3244.305,"endTime":3247.9,"body":"you know, the algorithm starts sending you stuff up that I see, then you'll see,"},{"startTime":3247.9,"endTime":3251.02,"body":"like, oh, I made $10 this month, and I started it last month, and it's"},{"startTime":3251.02,"endTime":3254.7,"body":"an AI rapper. And, it was brilliant. And you go, yeah."},{"startTime":3254.7,"endTime":3258.54,"body":"Cool. But what you haven't seen is there's a great guy called Mark"},{"startTime":3258.54,"endTime":3262.244,"body":"Lovino. Love them. He's a French guy. And what you"},{"startTime":3262.244,"endTime":3266.005,"body":"don't see is the nine other AI rappers they started over the last five years"},{"startTime":3266.005,"endTime":3269.765,"body":"that made absolutely nothing. And so the I think the"},{"startTime":3269.765,"endTime":3273.045,"body":"first lesson is you're right. Don't take everything at face value. If it's noteworthy because"},{"startTime":3273.045,"endTime":3276.005,"body":"they made money, then it's noteworthy for a reason. It's newsworthy because it's the it's"},{"startTime":3276.005,"endTime":3279.74,"body":"the outlier. Secondly, you don't understand what's going"},{"startTime":3279.74,"endTime":3283.42,"body":"on, the the sort of the ten year overnight success. Most people who are"},{"startTime":3283.42,"endTime":3286.86,"body":"successful have been at it for ten years. I was bankrupt. I"},{"startTime":3286.86,"endTime":3290.46,"body":"lost I lost everything. I got my car repossessed, and I had two houses"},{"startTime":3290.46,"endTime":3294.205,"body":"repossessed, when I went bankrupt, back in 02/2005."},{"startTime":3294.205,"endTime":3297.965,"body":"And then 02/2007, that's when I started that's when my"},{"startTime":3297.965,"endTime":3301.645,"body":"my second or third business went really well, which is in the property and"},{"startTime":3301.645,"endTime":3305.405,"body":"built some wealth. But had you seen me in 02/2005 not being able to"},{"startTime":3305.405,"endTime":3308.29,"body":"pay my rent, having no car, I need to get the bus everywhere because my"},{"startTime":3308.29,"endTime":3311.73,"body":"car had been repossessed, that would have been a different story. And then if you"},{"startTime":3311.73,"endTime":3315.49,"body":"just take an, oh, well, he got into property at the right time in"},{"startTime":3315.49,"endTime":3319.089,"body":"02/2006, and, look, he built x amount in eighteen"},{"startTime":3319.089,"endTime":3322.775,"body":"months. Yes. We did, but that's because I got bankrupt. That's because I"},{"startTime":3322.775,"endTime":3326.535,"body":"got repossessed. Because I entered the repossession, I also started two other business before"},{"startTime":3326.535,"endTime":3330.055,"body":"that. They didn't work either. So, really, it's the journey was from, like,"},{"startTime":3330.055,"endTime":3333.894,"body":"February to 02/2006. Rubbish. Really"},{"startTime":3333.894,"endTime":3337.58,"body":"bad. Negative bank balance. 2,006, 2 thousand and"},{"startTime":3337.82,"endTime":3341.58,"body":"mid two thousand seven, very nice. Thank you very much."},{"startTime":3341.58,"endTime":3345.42,"body":"But don't judge me based on those eighteen months, nineteen months. Judge"},{"startTime":3345.42,"endTime":3349.195,"body":"me based on the entire eight year period. Yeah. Completely."},{"startTime":3350.295,"endTime":3352.775,"body":"Feel like I went off on a rant there. We need to, at least pull"},{"startTime":3352.775,"endTime":3355.815,"body":"this back to you because I started to do it myself. No. I I think"},{"startTime":3355.815,"endTime":3359.575,"body":"that was a a really valuable diversion. I think"},{"startTime":3359.575,"endTime":3363.41,"body":"it's something that people will benefit from hearing. I think"},{"startTime":3363.41,"endTime":3367.01,"body":"it's something that I probably need to remember more"},{"startTime":3367.01,"endTime":3370.71,"body":"often than I don't. So I I think that is definitely a a that was"},{"startTime":3371.17,"endTime":3375.01,"body":"a a a well worth tangent dive to dive into. Let's talk about"},{"startTime":3375.01,"endTime":3378.145,"body":"research and development because we had"},{"startTime":3379.165,"endTime":3383.005,"body":"had this thing. So you had said there's this thing called Hampton. You"},{"startTime":3383.005,"endTime":3385.585,"body":"could do something similar in the private world space."},{"startTime":3386.685,"endTime":3390.305,"body":"And I still had some doubts about whether"},{"startTime":3390.97,"endTime":3394.41,"body":"it was it was going to be a painkiller rather than a a"},{"startTime":3394.41,"endTime":3398.25,"body":"vitamin. You know? Oh, yeah. This this private member's club and so, you know,"},{"startTime":3398.25,"endTime":3402.01,"body":"it kind of sound sounds nice without necessarily solving a"},{"startTime":3402.01,"endTime":3405.85,"body":"problem. And I also knew enough about business at that point"},{"startTime":3405.85,"endTime":3409.485,"body":"that build it and they will come does not work."},{"startTime":3409.945,"endTime":3413.385,"body":"You need to do a lot more sort"},{"startTime":3413.385,"endTime":3417.145,"body":"of research on figuring out what you are going"},{"startTime":3417.145,"endTime":3420.599,"body":"to offer. So, yes, did you want to talk a little bit more about you"},{"startTime":3420.599,"endTime":3424.22,"body":"know, we'd we'd had this conversation about, okay, this is a a possibility"},{"startTime":3425.24,"endTime":3429.0,"body":"next step to finding out whether or not it or indeed"},{"startTime":3429.0,"endTime":3432.839,"body":"something else is is the thing which effectively becomes my"},{"startTime":3432.839,"endTime":3436.655,"body":"first offer. Yes. And this is something I get really"},{"startTime":3436.655,"endTime":3440.495,"body":"passionate about. I'm really excited about. And the reason one of the key things"},{"startTime":3440.495,"endTime":3443.615,"body":"that I I tried to get across early on and and you picked up on"},{"startTime":3443.615,"endTime":3447.055,"body":"straight away was that what we're doing here is is we are testing"},{"startTime":3447.055,"endTime":3450.89,"body":"hypotheses. What's the the plural of hypotheses? Hypothesi? I don't know."},{"startTime":3450.89,"endTime":3454.65,"body":"So you're testing hypotheses here. So don't what we"},{"startTime":3454.65,"endTime":3458.01,"body":"don't want to do is come and say, right. My beautiful business idea, I want"},{"startTime":3458.01,"endTime":3460.623,"body":"you to sign an NDA before I even tell you it, and it's going to"},{"startTime":3460.624,"endTime":3464.115,"body":"be brilliant. And you go out and you go, right. And now let's"},{"startTime":3464.115,"endTime":3467.955,"body":"launch it, and then nobody comes because then you've got your ego wrapped"},{"startTime":3467.955,"endTime":3471.475,"body":"up and all your dreams and everything wrapped up in this in this"},{"startTime":3471.475,"endTime":3474.675,"body":"beautiful business. Instead, we treat it like a lab, you and I. We were like,"},{"startTime":3474.675,"endTime":3478.3,"body":"okay. We got a lab. Hypothesis is that private people in the"},{"startTime":3478.3,"endTime":3481.42,"body":"private wealth space, this isn't necessarily the clients. This is just the people who work"},{"startTime":3481.42,"endTime":3485.18,"body":"there. So we're talking accountants. We're talking tax advisers, that kind of"},{"startTime":3485.18,"endTime":3488.94,"body":"thing, estate managers. Our hypothesis was that"},{"startTime":3488.94,"endTime":3491.695,"body":"those people would want to meet"},{"startTime":3492.395,"endTime":3496.075,"body":"regularly. And, again, we're not don't forget, we're not putting, like, a monthly or weekly"},{"startTime":3496.075,"endTime":3499.915,"body":"or quarterly. We're just saying regularly with"},{"startTime":3499.915,"endTime":3503.53,"body":"other people in their industry so that they can"},{"startTime":3503.53,"endTime":3507.369,"body":"chat through their problems potentially network, and they're going to pay for"},{"startTime":3507.369,"endTime":3510.01,"body":"it. And that was our hypothesis. And it kind of, like, had four sort of"},{"startTime":3510.01,"endTime":3513.45,"body":"elements. Will they pay for it? Do they want to even do it? I forget"},{"startTime":3513.45,"endTime":3517.049,"body":"what the other two were, but there was there was essentially parts to it that"},{"startTime":3517.049,"endTime":3520.785,"body":"we were ticking off. And our idea was that we're going to go out and"},{"startTime":3520.785,"endTime":3524.465,"body":"try this. And if it doesn't work, then one of those"},{"startTime":3524.625,"endTime":3528.385,"body":"one or all of those things are off. So it might be that"},{"startTime":3528.385,"endTime":3532.145,"body":"people want this. They need it. They love it,"},{"startTime":3532.145,"endTime":3535.88,"body":"but they're not willing to pay for it. Okay? So that's still a"},{"startTime":3535.88,"endTime":3539.64,"body":"decent idea, but is there some kind of can can"},{"startTime":3539.64,"endTime":3541.72,"body":"you look at it from a different point of view? Oh, I wonder if we"},{"startTime":3541.72,"endTime":3545.4,"body":"could get it sponsored by someone. Would that be interesting? Barclays wealth manager, would they"},{"startTime":3545.4,"endTime":3548.795,"body":"sponsor your events for you? So you start thinking a bit outside your box as"},{"startTime":3548.795,"endTime":3552.315,"body":"opposed to having this concrete idea going, well, it's got to work because I've"},{"startTime":3552.315,"endTime":3555.994,"body":"now got all the business parts printed. I've done the website for it. I think"},{"startTime":3555.994,"endTime":3559.63,"body":"that's an important thing to remember actually. At this point, am I right in"},{"startTime":3559.63,"endTime":3562.75,"body":"thinking at this point when we're going out there and we're actually testing the hypothesis,"},{"startTime":3562.75,"endTime":3566.51,"body":"you had no website, no business cards, nothing, no"},{"startTime":3566.51,"endTime":3570.29,"body":"business plan for this. Is that right? Yeah. That's absolutely"},{"startTime":3570.43,"endTime":3573.675,"body":"right. And I'd say the the exercise"},{"startTime":3573.815,"endTime":3576.954,"body":"that I did next was it was almost"},{"startTime":3577.815,"endTime":3581.494,"body":"it was kind of part of testing the hypothesis, but it was almost like the"},{"startTime":3581.494,"endTime":3584.875,"body":"sort of the the bit before even testing the hypothesis."},{"startTime":3585.895,"endTime":3589.609,"body":"So what what you had me"},{"startTime":3589.609,"endTime":3591.95,"body":"do, essentially, what I did was"},{"startTime":3593.45,"endTime":3596.89,"body":"arrange lots of conversations with people who are new in the"},{"startTime":3596.89,"endTime":3600.43,"body":"sector, so old colleagues, old contacts, that kind of thing."},{"startTime":3601.13,"endTime":3604.715,"body":"And I did mention the idea, but I didn't"},{"startTime":3604.715,"endTime":3608.475,"body":"mention it first. So I planned the"},{"startTime":3608.475,"endTime":3612.095,"body":"the sorts of conversations I was going to have, these sorts of informational"},{"startTime":3612.315,"endTime":3616.155,"body":"interviews. And originally, I was going to say, look, I've I've got"},{"startTime":3616.155,"endTime":3619.319,"body":"this idea and I'd like to talk you through it. You know, what do you"},{"startTime":3619.319,"endTime":3622.2,"body":"like about this idea? What don't you like about this idea? What would you need"},{"startTime":3622.2,"endTime":3625.9,"body":"to see to make this a a no brainer for you? That kind of thing."},{"startTime":3626.119,"endTime":3629.42,"body":"But it was actually from, one of my mastermind"},{"startTime":3629.559,"endTime":3633.255,"body":"groups when I mentioned, the idea"},{"startTime":3633.255,"endTime":3636.855,"body":"to them. They said, well, what about making that the second part of the"},{"startTime":3636.855,"endTime":3640.234,"body":"conversation? Why don't you, in the first part of the conversation,"},{"startTime":3640.295,"endTime":3643.915,"body":"just open with some really broad questions"},{"startTime":3644.455,"endTime":3648.12,"body":"like, what are the biggest challenges that you face"},{"startTime":3648.9,"endTime":3652.66,"body":"in your job? Start out with that. So don't go in"},{"startTime":3652.66,"endTime":3656.5,"body":"with any presupposition about where you want"},{"startTime":3656.5,"endTime":3660.165,"body":"to lead people. It was really hard for me because even by"},{"startTime":3660.165,"endTime":3663.305,"body":"that stage, I was quite invested in the idea. I really liked it."},{"startTime":3663.845,"endTime":3667.285,"body":"But I was I could feel myself just I had to sort of pull"},{"startTime":3667.285,"endTime":3670.645,"body":"myself back and ask"},{"startTime":3670.645,"endTime":3674.105,"body":"these open non leading questions to find out"},{"startTime":3674.88,"endTime":3678.4,"body":"what people thought. And then if the"},{"startTime":3678.4,"endTime":3682.16,"body":"responses to that made me think, okay, they could be interested"},{"startTime":3682.16,"endTime":3686.0,"body":"in them, then bring in the idea and ask them what they thought"},{"startTime":3686.0,"endTime":3689.825,"body":"of it. And I'm so glad that I did"},{"startTime":3689.825,"endTime":3692.725,"body":"it that way. One, because"},{"startTime":3693.905,"endTime":3697.744,"body":"it meant that people were just really"},{"startTime":3697.744,"endTime":3701.52,"body":"open about answering my questions and saying"},{"startTime":3701.52,"endTime":3705.06,"body":"what the biggest challenges were. Side note here, I was"},{"startTime":3705.52,"endTime":3709.28,"body":"pleasantly surprised about how open people were. I mean, there"},{"startTime":3709.28,"endTime":3712.96,"body":"were plenty of people who either didn't respond to my email requesting a"},{"startTime":3712.96,"endTime":3716.684,"body":"conversation or who said no. But there"},{"startTime":3716.684,"endTime":3720.065,"body":"were lots of people who said yes, and"},{"startTime":3720.684,"endTime":3724.224,"body":"for the most part, they were very open and frank and"},{"startTime":3724.365,"endTime":3727.98,"body":"honest about what were the the difficult"},{"startTime":3727.98,"endTime":3731.6,"body":"bits in their job, which was all incredibly valuable."},{"startTime":3732.06,"endTime":3735.66,"body":"And it also effectively, like, wrote my copy for"},{"startTime":3735.66,"endTime":3739.02,"body":"me. I mean, I could just there there were regular themes"},{"startTime":3739.02,"endTime":3742.795,"body":"which came out which I could then draw out when it came to"},{"startTime":3742.795,"endTime":3746.234,"body":"sort of putting a a document together explaining what the offering"},{"startTime":3746.234,"endTime":3749.035,"body":"was. So I did that first and then it was in the second part of"},{"startTime":3749.035,"endTime":3752.85,"body":"the conversation where I said, look, this is an idea I've got. What do"},{"startTime":3752.85,"endTime":3756.55,"body":"you think of it? And I made sure that it was framed"},{"startTime":3756.69,"endTime":3760.47,"body":"in terms of this is an idea. I'm asking for your advice"},{"startTime":3760.69,"endTime":3764.37,"body":"on the idea. I don't actually have anything to sell and, you know,"},{"startTime":3764.37,"endTime":3768.15,"body":"and the conversation was it you cannot keep you posted on"},{"startTime":3768.305,"endTime":3772.065,"body":"how things go, and then that would help inform me whether it it"},{"startTime":3772.065,"endTime":3775.825,"body":"would be someone who I would follow-up with later if they"},{"startTime":3775.825,"endTime":3779.665,"body":"thought it sounded interesting. There were a few people who said, I"},{"startTime":3779.665,"endTime":3783.26,"body":"think it's a great idea, but for me, I can't imagine doing anything worse than"},{"startTime":3783.26,"endTime":3786.94,"body":"going into these groups and, you know, sharing my problems with them. Whereas other people"},{"startTime":3786.94,"endTime":3790.54,"body":"were like, yeah. This is a neat idea, and I don't"},{"startTime":3790.54,"endTime":3794.22,"body":"think that anything exists like this already. So, yeah, no."},{"startTime":3794.22,"endTime":3797.98,"body":"Do do keep me posted. But I I remember after I did that, you and"},{"startTime":3797.98,"endTime":3801.795,"body":"I had a conversation where I was"},{"startTime":3801.795,"endTime":3804.455,"body":"still doubtful about whether"},{"startTime":3805.555,"endTime":3808.055,"body":"the the idea, you know, having this"},{"startTime":3808.915,"endTime":3812.295,"body":"offering where I offered to facilitate these groups together,"},{"startTime":3812.73,"endTime":3816.51,"body":"whether that was sort of still a painkiller, whether it was actually solving"},{"startTime":3816.57,"endTime":3820.17,"body":"these particular problems for people. And then that was when I think you"},{"startTime":3820.17,"endTime":3823.53,"body":"said, look, Jeremy, this is a science experiment. You're the"},{"startTime":3823.53,"endTime":3826.985,"body":"scientist here. Your job, Now you've got"},{"startTime":3826.985,"endTime":3830.825,"body":"this. Now you've got a really good understanding about"},{"startTime":3830.825,"endTime":3834.205,"body":"what people's pain points are. We did some work on"},{"startTime":3834.905,"endTime":3838.345,"body":"turning that into effectively a sales document. Now"},{"startTime":3838.345,"endTime":3841.81,"body":"it's your job to go out there and see"},{"startTime":3842.19,"endTime":3845.57,"body":"whether on the back of the conversations you've had with people, this is something that"},{"startTime":3845.95,"endTime":3849.79,"body":"someone is willing to pay for. Yes. And I think"},{"startTime":3849.79,"endTime":3853.63,"body":"what what was really impressed me about this, because I I was I've been"},{"startTime":3853.63,"endTime":3856.555,"body":"really honest. I was skeptical whether you're actually going to do this because it was"},{"startTime":3856.555,"endTime":3858.635,"body":"painful. And I could see it in your face when I was saying you need"},{"startTime":3858.635,"endTime":3861.995,"body":"to go out there and talk to people. You're a bit like, oh, is there"},{"startTime":3861.995,"endTime":3865.275,"body":"not another way? Can I not just ask chat chat GPT, or can I just"},{"startTime":3865.275,"endTime":3868.875,"body":"email them or send them a survey or something? But to your credit, like, you"},{"startTime":3868.875,"endTime":3871.515,"body":"you'd send me a message, I think, two weeks after going, right. Okay. Or maybe"},{"startTime":3871.515,"endTime":3875.25,"body":"even two days after saying, right. Okay. I've I've emailed 40 people. I've"},{"startTime":3875.25,"endTime":3879.009,"body":"got 30 calls booked. I'm like, not yeah. That's brilliant, mate. That's absolutely"},{"startTime":3879.009,"endTime":3882.769,"body":"brilliant. And I didn't think that you would do as much of"},{"startTime":3882.769,"endTime":3886.595,"body":"it as as you did, and you did, and it was phenomenal. I think this"},{"startTime":3886.595,"endTime":3890.355,"body":"is the most important thing that you need to do. That's sort of"},{"startTime":3890.355,"endTime":3894.194,"body":"like, I've just made up an idea of the three stages of"},{"startTime":3894.194,"endTime":3897.075,"body":"business where you start off with the scientist, and that's the bit you're doing now."},{"startTime":3897.075,"endTime":3900.78,"body":"So that's working out hypothesis, testing hypothesis with the market. Then you become"},{"startTime":3900.78,"endTime":3904.54,"body":"the artist. That's when you actually create your offer and you take it to market"},{"startTime":3904.54,"endTime":3907.34,"body":"and you design all what is going to look like. You design the whole thing."},{"startTime":3907.34,"endTime":3910.3,"body":"Then there's capitalist and that's the bit where you you essentially say, can I put"},{"startTime":3910.3,"endTime":3913.095,"body":"one pound in this and get four pound out? And those are sort of like"},{"startTime":3913.095,"endTime":3915.895,"body":"your three stages, which sounds to me like I should write a book on this"},{"startTime":3915.895,"endTime":3919.575,"body":"called called the SAC method or something in self coaching or whatever."},{"startTime":3919.575,"endTime":3923.335,"body":"Anyway, I I jest, obviously. What you were talking"},{"startTime":3923.335,"endTime":3926.775,"body":"about there with the scientist phase was something based on the book called the mom"},{"startTime":3926.775,"endTime":3929.81,"body":"test, m o m, because it's American. I forget who it's by."},{"startTime":3930.69,"endTime":3934.37,"body":"Definitely, definitely worth reading. And he's he's talking about, when he's creating"},{"startTime":3934.37,"endTime":3938.05,"body":"software. And he says, if you go to your mom and you say,"},{"startTime":3938.05,"endTime":3941.775,"body":"I've got a great idea for this piece of software, What do you"},{"startTime":3941.775,"endTime":3945.214,"body":"think? She's going to go, oh, love. That sounds brilliant. Yeah. Yeah. I'll bet you'll"},{"startTime":3945.214,"endTime":3948.734,"body":"be a millionaire from that. And if you go to your friends and you ask"},{"startTime":3948.734,"endTime":3951.214,"body":"them what you think about this piece of software, they're going to say the same"},{"startTime":3951.214,"endTime":3954.655,"body":"thing because they want to support you. What you did was what"},{"startTime":3954.655,"endTime":3958.18,"body":"he advocates, which is go in there and start a conversation and"},{"startTime":3958.18,"endTime":3960.9,"body":"say, one of the best things you can do with software is say, what are"},{"startTime":3960.9,"endTime":3964.579,"body":"you currently using Excel for that is"},{"startTime":3964.579,"endTime":3968.099,"body":"really cumbersome? Because that on that uncovers so"},{"startTime":3968.099,"endTime":3971.825,"body":"many niche software opportunities that could be"},{"startTime":3971.825,"endTime":3975.185,"body":"built now with Cursor AI, with them, wind wind"},{"startTime":3976.065,"endTime":3979.345,"body":"I can't remember what it's called. There's lots of them out there, Bolt. So you"},{"startTime":3979.345,"endTime":3982.945,"body":"can uncover that. So what you did there was go out there and"},{"startTime":3982.945,"endTime":3986.59,"body":"essentially say, what do you use Excel for? But"},{"startTime":3986.59,"endTime":3989.31,"body":"in your world, you know, what are you doing manually? What are you what's your"},{"startTime":3989.31,"endTime":3992.61,"body":"biggest problem? What really annoys you? What's cumbersome?"},{"startTime":3993.55,"endTime":3996.99,"body":"Now that's that's from the mom test, and it's definitely well worth reading for anyone"},{"startTime":3996.99,"endTime":3999.985,"body":"who's listening to this. Got stop now, pause, go and buy that if you're in"},{"startTime":3999.985,"endTime":4002.424,"body":"this stage because I think you're going to love it. Second book, which is a"},{"startTime":4002.424,"endTime":4005.525,"body":"bit OG, is by a guy called Ryan Levesque, called Ask, and"},{"startTime":4006.305,"endTime":4009.665,"body":"that one is more about surveys. That's worth reading,"},{"startTime":4009.665,"endTime":4012.5,"body":"but he seems to suggest that all you have to do is send out a"},{"startTime":4012.5,"endTime":4015.86,"body":"survey and you get all the responses and then you get essentially, you can build"},{"startTime":4015.86,"endTime":4019.7,"body":"your product. It's not like that. You need to have these one to"},{"startTime":4019.7,"endTime":4023.54,"body":"one conversations that you had. And I think, first of all, well"},{"startTime":4023.54,"endTime":4027.375,"body":"done, dude. You did it. You did the hard work. You uncovered some problems."},{"startTime":4027.375,"endTime":4031.075,"body":"Secondly, well done because you went in it not trying to validate an idea,"},{"startTime":4031.454,"endTime":4035.135,"body":"but more like trying to test a hypothesis with the with the idea that you"},{"startTime":4035.135,"endTime":4038.815,"body":"will change it if it doesn't come back with results, which I think is cool"},{"startTime":4038.815,"endTime":4042.38,"body":"and why you're on the roads to success so quickly as you are,"},{"startTime":4042.52,"endTime":4046.04,"body":"whereas most people would be like, no. I I think I think Facebook for dogs"},{"startTime":4046.04,"endTime":4048.7,"body":"is definitely we're going to call it dog book. I've read you the domain, which"},{"startTime":4048.84,"endTime":4051.26,"body":"is great. You know?"},{"startTime":4052.615,"endTime":4056.455,"body":"Yeah. And the idea of having these conversations, it"},{"startTime":4056.455,"endTime":4059.734,"body":"was one I was already aware of. You know, you and I are both aware"},{"startTime":4059.734,"endTime":4063.275,"body":"of Pat Flynn's smart passive income, and he was someone who"},{"startTime":4064.04,"endTime":4067.88,"body":"is always saying that. And, yes, so I was kind of aware"},{"startTime":4067.88,"endTime":4071.02,"body":"of the idea, but again, it was one of these things. Okay. Yes."},{"startTime":4071.56,"endTime":4075.4,"body":"Alright. I need to do it now. And you're right. I was"},{"startTime":4075.4,"endTime":4078.78,"body":"terrified of the idea. It's it's one of these things"},{"startTime":4078.92,"endTime":4082.625,"body":"where it felt really uncomfortable and it probably took me two"},{"startTime":4082.625,"endTime":4086.305,"body":"days to send the first email just because I just met this huge massive"},{"startTime":4086.305,"endTime":4089.985,"body":"resistance. You know, maybe draft the email and it's like, oh, no. Let's"},{"startTime":4089.985,"endTime":4093.505,"body":"just see what's going on Twitter or or, you know, whatever it is."},{"startTime":4093.505,"endTime":4097.34,"body":"But something that I've learned is that when I break the"},{"startTime":4097.34,"endTime":4101.18,"body":"seal on it, so to speak, I it it kind of"},{"startTime":4101.18,"endTime":4104.939,"body":"gets its own momentum when you realize that it's not that scary, especially when"},{"startTime":4104.939,"endTime":4108.62,"body":"people come back to you and say, yeah. Sure. And"},{"startTime":4108.62,"endTime":4112.274,"body":"it it kind of it it generates a bit of a flywheel. And"},{"startTime":4112.274,"endTime":4115.975,"body":"I'm I'm sure I found this in loads of situations."},{"startTime":4116.035,"endTime":4119.715,"body":"Like, when I started the podcast that those first few emails to"},{"startTime":4119.715,"endTime":4123.175,"body":"people saying, would you like to be a guest? It just feels"},{"startTime":4123.475,"endTime":4127.21,"body":"really, difficult and you start questioning it. Who am I to"},{"startTime":4127.21,"endTime":4130.67,"body":"ask this person to be a guest or to have a conversation?"},{"startTime":4131.13,"endTime":4134.91,"body":"But I think, like like anything, it just comes with practice."},{"startTime":4135.37,"endTime":4138.905,"body":"And the coaching like, the coach"},{"startTime":4138.905,"endTime":4142.745,"body":"training that I did definitely helped because I know the value of"},{"startTime":4142.745,"endTime":4146.445,"body":"asking open questions and making sure"},{"startTime":4146.825,"endTime":4150.55,"body":"if someone says, oh, well, I don't like this idea because of this, I"},{"startTime":4150.55,"endTime":4154.31,"body":"don't come back with a, you know, effectively in the last possible way saying, well,"},{"startTime":4154.31,"endTime":4158.069,"body":"you know, you're wrong because but asking them instead, okay. So what what makes you"},{"startTime":4158.069,"endTime":4161.37,"body":"say that, and how would you answer that question? So that's"},{"startTime":4162.229,"endTime":4165.944,"body":"that's valuable. But just doing it,"},{"startTime":4166.244,"endTime":4169.864,"body":"just starting the process. And I'm starting to recognize"},{"startTime":4170.164,"endTime":4174.005,"body":"those feelings of resistance. So I'm now at the stage where I'm having"},{"startTime":4174.005,"endTime":4177.704,"body":"conversations with people to see whether they would like to"},{"startTime":4178.04,"endTime":4181.579,"body":"participate in my offering. And when that started, again,"},{"startTime":4182.04,"endTime":4185.639,"body":"I was meeting the the same resistance even more so because I wasn't just"},{"startTime":4185.639,"endTime":4189.02,"body":"asking people for a conversation, but I was asking potential"},{"startTime":4189.079,"endTime":4192.699,"body":"customers to pay me for something, which is"},{"startTime":4193.764,"endTime":4196.824,"body":"really you know, doing it when it's something"},{"startTime":4197.445,"endTime":4201.045,"body":"for myself rather than in a business. It just felt really,"},{"startTime":4201.045,"endTime":4204.804,"body":"really uncomfortable. But I guess it's one of these things once if it's a"},{"startTime":4204.804,"endTime":4208.405,"body":"muscle that you've never exercised before, then, yeah, of course, it feels"},{"startTime":4208.405,"endTime":4212.219,"body":"uncomfortable. It's not surprising, but the more you do it, the the"},{"startTime":4212.219,"endTime":4216.06,"body":"more comfortable it starts to feel. %. I think we're going to go on to"},{"startTime":4216.06,"endTime":4219.624,"body":"that the artist stage in my little, my new my new paradigm that I'm going"},{"startTime":4219.625,"endTime":4223.315,"body":"to be copywriting before you put this out. But, we're going to the artist in"},{"startTime":4223.315,"endTime":4226.915,"body":"a second. But just going back to the scientist thing, there's a reason why"},{"startTime":4226.915,"endTime":4230.675,"body":"most academics and most intelligent people are not good at"},{"startTime":4230.675,"endTime":4234.515,"body":"starting businesses because they are so used to having all the answers,"},{"startTime":4234.515,"endTime":4238.1,"body":"and they're so used to being right. And they hate someone saying"},{"startTime":4238.1,"endTime":4241.86,"body":"no to them or they disagree. Whereas the people who"},{"startTime":4241.86,"endTime":4245.24,"body":"still start businesses are the ones who don't care whether someone"},{"startTime":4245.7,"endTime":4249.38,"body":"says yes or no because the fact is that most won't."},{"startTime":4249.38,"endTime":4252.82,"body":"You see you see lots of people going, well, if I could just get 4%"},{"startTime":4252.82,"endTime":4256.655,"body":"of the people who wear shoes to buy my to to"},{"startTime":4257.835,"endTime":4260.875,"body":"buy my shoes, then god, I'm a billionaire. It's like most won't."},{"startTime":4261.835,"endTime":4265.275,"body":"You're talking about naught point naught naught 1% of people you potentially get to buy"},{"startTime":4265.275,"endTime":4267.835,"body":"your shoes unless you're Nike or I did this or something. You really got an"},{"startTime":4267.835,"endTime":4271.449,"body":"established market. The basis of almost"},{"startTime":4271.75,"endTime":4275.59,"body":"every business is foundational blocks built on the number"},{"startTime":4275.59,"endTime":4279.349,"body":"of times they said no. So if you can imagine that you're building a house,"},{"startTime":4279.349,"endTime":4282.949,"body":"the foundations of the house and most of the walls, well, every"},{"startTime":4282.949,"endTime":4286.665,"body":"block represents a no Because you have to now that"},{"startTime":4286.745,"endTime":4290.185,"body":"I'm slightly contradicting myself in a second, but I'll I'll I'll expand on that in"},{"startTime":4290.185,"endTime":4293.225,"body":"a second. But when you ask when you get to the point where asking people"},{"startTime":4293.225,"endTime":4296.985,"body":"to meet up with you, the majority of people will say no. Not"},{"startTime":4296.985,"endTime":4299.865,"body":"because they don't want to meet up with you, although that's true for some of"},{"startTime":4299.865,"endTime":4302.11,"body":"them, but most of them because they've got so much in the day, they're like,"},{"startTime":4302.11,"endTime":4305.07,"body":"I just haven't got the time. I can't be bothered. When you send out hundred"},{"startTime":4305.07,"endTime":4308.83,"body":"emails, personalize those hundred emails, you might go, I've just spent two days"},{"startTime":4308.83,"endTime":4311.73,"body":"personalizing these emails. So every single one of them is perfect."},{"startTime":4312.19,"endTime":4315.965,"body":"And you'll notice that probably 60% of them don't even get a reply."},{"startTime":4315.965,"endTime":4319.805,"body":"They're probably not even opened. But the fact is,"},{"startTime":4319.805,"endTime":4323.565,"body":"you've had to send out hundred to get 20 replies to get 10"},{"startTime":4323.565,"endTime":4327.41,"body":"calls. You've had to do that. You can't just send"},{"startTime":4327.41,"endTime":4331.09,"body":"a better email to get those 20 calls and send 20 emails"},{"startTime":4331.09,"endTime":4334.77,"body":"out. You have to go hundred. So you start off with a, you know,"},{"startTime":4334.77,"endTime":4338.53,"body":"hundred people you contact, 20 people reply, 10 of them get"},{"startTime":4338.53,"endTime":4342.355,"body":"on a call with you, five say they'll buy, three will actually"},{"startTime":4342.355,"endTime":4346.114,"body":"pay you some money. That's the universal way of human nature."},{"startTime":4346.114,"endTime":4349.954,"body":"It's the way that you sell anything, even Apple. You think"},{"startTime":4349.954,"endTime":4353.175,"body":"Apple one of the most successful companies on the planet. Yet, overall,"},{"startTime":4353.474,"endTime":4357.15,"body":"in most countries, they most people don't have"},{"startTime":4357.15,"endTime":4360.989,"body":"Apples, Apple phones. Most people have Android. You know?"},{"startTime":4360.989,"endTime":4364.51,"body":"So even the most valuable company in the world only has a 30%"},{"startTime":4364.51,"endTime":4368.255,"body":"worldwide share of the smartphone market. And you think, god,"},{"startTime":4368.255,"endTime":4371.215,"body":"well, Apple, they they can do no wrong. Well, seven out of 10 people decide"},{"startTime":4371.215,"endTime":4375.054,"body":"they don't want an Apple phone. So I think it's really important to understand that"},{"startTime":4375.054,"endTime":4377.054,"body":"there are a lot of people sit there and go, well, if I write the"},{"startTime":4377.054,"endTime":4380.735,"body":"perfect email, then everyone will reply. No. You could write the perfect"},{"startTime":4380.735,"endTime":4384.07,"body":"email, and still 40% of people will never even open"},{"startTime":4384.69,"endTime":4388.53,"body":"it. Yeah. And I think one point that's worth adding to"},{"startTime":4388.53,"endTime":4392.37,"body":"that is it's it's another Pat Flynnism where he says the the riches are"},{"startTime":4392.37,"endTime":4396.145,"body":"in the niches and the fortune is in the follow-up. So"},{"startTime":4396.445,"endTime":4400.204,"body":"you send an email, you don't get a reply, and then a week later, you"},{"startTime":4400.204,"endTime":4403.804,"body":"send a follow-up. You know? Just saying if you've got that email, I'd love"},{"startTime":4403.804,"endTime":4406.945,"body":"to have that conversation or something like that, something short."},{"startTime":4407.889,"endTime":4411.489,"body":"The number of times that that second email converted was quite"},{"startTime":4411.489,"endTime":4415.329,"body":"telling that made me think, yes, it's worth doing. And"},{"startTime":4415.329,"endTime":4418.61,"body":"there's there was part of me which was like, oh, god. Now I've got to"},{"startTime":4418.61,"endTime":4421.11,"body":"chase him. Oh, no. Now I've got to chase him again."},{"startTime":4422.784,"endTime":4426.385,"body":"But you get results that way. Sometimes you just need that extra"},{"startTime":4426.385,"endTime":4430.145,"body":"touch point. And so I I I would have that, you"},{"startTime":4430.145,"endTime":4433.824,"body":"know, the fortune is is in the follow-up going through my head every time I"},{"startTime":4433.824,"endTime":4437.6,"body":"thought, no. They're not interested. I'm not going to send it because it's not my"},{"startTime":4437.6,"endTime":4440.8,"body":"job to know whether or not they're not interested or whether it was just the"},{"startTime":4440.8,"endTime":4444.24,"body":"wrong time or whether an extra nudge means they're going to, get back to me."},{"startTime":4444.24,"endTime":4448.08,"body":"So that was that was really important, actually, I think. Yes. And"},{"startTime":4448.08,"endTime":4451.2,"body":"I think that's something which a lot of people miss because, again, that fear of"},{"startTime":4451.2,"endTime":4454.905,"body":"no, that fear of saying no, of getting someone rep right"},{"startTime":4454.985,"endTime":4458.665,"body":"replying back with some kind of expletive or someone saying,"},{"startTime":4458.665,"endTime":4462.365,"body":"please never contact me again. It's hurtful. It's not nice,"},{"startTime":4462.585,"endTime":4466.07,"body":"but you have to you have to get to the point where you follow-up"},{"startTime":4466.07,"endTime":4469.53,"body":"people respectfully because you are going to get a few Foxtrot"},{"startTime":4470.63,"endTime":4474.39,"body":"Oscars, and you're going to get a few people who say, yes. Okay. And"},{"startTime":4474.39,"endTime":4478.07,"body":"I think just just as a little story, when I had my property company,"},{"startTime":4478.07,"endTime":4481.915,"body":"essentially we did sell and rent back. So we would buy people's houses who"},{"startTime":4481.915,"endTime":4484.395,"body":"were getting repossessed. We'd buy them and rent it back to them on a hundred"},{"startTime":4484.395,"endTime":4487.995,"body":"year lease. So we tried to be the most ethical way we could do"},{"startTime":4487.995,"endTime":4491.755,"body":"it, but we were giving them 20 75% of what the house was worth."},{"startTime":4491.755,"endTime":4494.51,"body":"That was what was in it for us. Then we gave them an option to"},{"startTime":4494.51,"endTime":4497.47,"body":"buy it back. And we tried to be as as like, you know, as as"},{"startTime":4497.47,"endTime":4501.15,"body":"as whilst making sure we had we made money, we tried to be the"},{"startTime":4501.15,"endTime":4504.13,"body":"best in the industry, and we were the best in the industry for our offer,"},{"startTime":4504.27,"endTime":4506.955,"body":"which brings us onto the offer in a second. But one of the things I"},{"startTime":4506.955,"endTime":4509.835,"body":"used to do was every Monday, I'd sit there and I print out I wrote"},{"startTime":4509.835,"endTime":4513.515,"body":"a a bit of software that would essentially track where people were up to, and"},{"startTime":4513.515,"endTime":4517.195,"body":"they had seven letters that went in the post. So this this database would"},{"startTime":4517.195,"endTime":4520.81,"body":"essentially track who who needed what letter, and then it would print out a"},{"startTime":4520.81,"endTime":4523.53,"body":"load of letters for me. I'd fold them, put them in envelopes, probably took me"},{"startTime":4523.53,"endTime":4525.93,"body":"more most of the morning, put them in envelopes, put them in the in the"},{"startTime":4525.93,"endTime":4529.69,"body":"post. Knowing that if we're sending out a hundred of these a"},{"startTime":4529.69,"endTime":4533.225,"body":"week, almost nothing happened. But then occasionally,"},{"startTime":4533.285,"endTime":4536.245,"body":"once a month, we get someone ringing up and going, yeah. Okay. Look. Can can"},{"startTime":4536.245,"endTime":4539.605,"body":"we come around and chat to you? You saw us back in April. I've I'm"},{"startTime":4539.765,"endTime":4542.325,"body":"I thought I was back on top. I'm not. Can you come in? We want"},{"startTime":4542.325,"endTime":4545.925,"body":"to talk to you. And almost all of them said, the reason why I chose"},{"startTime":4545.925,"endTime":4549.19,"body":"you is because you kept writing to me."},{"startTime":4549.65,"endTime":4553.43,"body":"Everybody else came down, made me a lower lowball offer. When I said no,"},{"startTime":4553.73,"endTime":4557.489,"body":"they took that, you know, they took that stuff and went off home. And those"},{"startTime":4557.489,"endTime":4561.09,"body":"were worth hundreds of thousands of pounds, those"},{"startTime":4561.09,"endTime":4564.405,"body":"those those letters, because they brought in those people who"},{"startTime":4564.865,"endTime":4568.625,"body":"everyone else had given up on. Yeah. Let's talk about"},{"startTime":4568.625,"endTime":4571.985,"body":"the office stage or the, the artistry stage in the,"},{"startTime":4572.225,"endTime":4574.965,"body":"patent pending, Al Elyot business framework."},{"startTime":4576.62,"endTime":4580.08,"body":"Yes. Let's talk about one of my favorites. So"},{"startTime":4581.02,"endTime":4584.4,"body":"I had these nearly 50 conversations."},{"startTime":4585.179,"endTime":4588.4,"body":"I was identifying some patterns. I had some"},{"startTime":4589.179,"endTime":4592.305,"body":"great copy thing yeah. Quotes I could use."},{"startTime":4593.405,"endTime":4596.625,"body":"I now had to turn this into"},{"startTime":4597.645,"endTime":4601.085,"body":"some kind of an offer, and I still had the, you know, the the the"},{"startTime":4601.085,"endTime":4604.84,"body":"doubts about whether what I was going to offer was"},{"startTime":4604.9,"endTime":4607.96,"body":"the, the the the group membership"},{"startTime":4608.66,"endTime":4612.5,"body":"program. And Yes. Before you go on, I think it's sorry"},{"startTime":4612.5,"endTime":4616.02,"body":"to interrupt, but I think it's probably important just to add just to establish. When"},{"startTime":4616.02,"endTime":4619.815,"body":"we say offer, we're not talking about a special offer. We're talking"},{"startTime":4619.815,"endTime":4623.175,"body":"about what we're going to actually go to market with, what the actual product or"},{"startTime":4623.175,"endTime":4626.614,"body":"service is going to be offering. And I think it's just important because some people"},{"startTime":4626.614,"endTime":4630.375,"body":"listen to go offers, and that's their only concept is a buy one, get one"},{"startTime":4630.375,"endTime":4633.98,"body":"free. That's not what we're talking about here. Sorry. Carry on. No. No. No. Quite."},{"startTime":4633.98,"endTime":4637.5,"body":"That's really important. So then we"},{"startTime":4637.659,"endTime":4641.36,"body":"you you brought to my attention the book hundred million dollar offers"},{"startTime":4641.5,"endTime":4644.8,"body":"by Alex Pelosi. One of the exercises"},{"startTime":4645.995,"endTime":4649.755,"body":"he mentions in that book is going through"},{"startTime":4649.755,"endTime":4653.215,"body":"all the problems that and challenges that people mention"},{"startTime":4654.635,"endTime":4658.175,"body":"and figuring out what would be the solutions"},{"startTime":4658.555,"endTime":4662.08,"body":"that you could offer. And he encourages you to be"},{"startTime":4662.54,"endTime":4666.32,"body":"as creative as possible even to the point of ridiculousness."},{"startTime":4666.86,"endTime":4670.7,"body":"So if a challenge that someone has is they don't have time to go"},{"startTime":4670.7,"endTime":4674.22,"body":"and shop healthily, then you could provide a personal"},{"startTime":4674.22,"endTime":4677.835,"body":"shopping service. Clearly, it's not scalable, and it"},{"startTime":4677.835,"endTime":4681.515,"body":"probably wouldn't work as a business idea, but he he he says don't discount"},{"startTime":4681.515,"endTime":4685.275,"body":"that. So remember, that was kind of the the next"},{"startTime":4685.275,"endTime":4688.715,"body":"phase was going through that exercise. Is is there anything you'd"},{"startTime":4688.715,"endTime":4692.48,"body":"like to add to that? Plenty. Plenty. First of all, go"},{"startTime":4692.48,"endTime":4696.0,"body":"and buy Alex and Moses' book. I'm not on commission, obviously. Alex doesn't even think"},{"startTime":4696.0,"endTime":4699.76,"body":"about me at all. But the the book is phenomenal, and"},{"startTime":4699.76,"endTime":4703.605,"body":"it just it's nothing brand new. Sorry, Alex. There's nothing in"},{"startTime":4703.605,"endTime":4707.445,"body":"there that's new. It just consolidates all the existing knowledge into so into, a, as"},{"startTime":4707.445,"endTime":4710.804,"body":"the first part of the story, which is cool, and, b, he just puts it"},{"startTime":4710.804,"endTime":4714.185,"body":"into into a formula, which I wish I could remember. But, essentially,"},{"startTime":4714.565,"endTime":4717.22,"body":"he's like, how in fact, you know, I'm not going to spoil it. Go and"},{"startTime":4717.22,"endTime":4720.5,"body":"look at the book, and you'll see the formula about a third a third to"},{"startTime":4720.5,"endTime":4724.2,"body":"two thirds of the way through this entire chapter on this formula. Follow that, and"},{"startTime":4724.5,"endTime":4727.64,"body":"you will come up with a hundred million dollar offer, guaranteed. What"},{"startTime":4728.18,"endTime":4731.945,"body":"I think is cool about this, though, is you didn't just go, alright,"},{"startTime":4731.945,"endTime":4735.785,"body":"this is my idea. Let's go through the book and let's craft it"},{"startTime":4735.785,"endTime":4738.905,"body":"according to that, which you could have done. But what you've actually done is all"},{"startTime":4738.905,"endTime":4742.345,"body":"these, what, probably twenty to forty hours worth of conversations"},{"startTime":4742.345,"endTime":4746.19,"body":"you got with people that you've logged, you've transcribed, you've kept you've added in"},{"startTime":4746.19,"endTime":4749.87,"body":"chat g p t to sort of analyze and whatever. They're all"},{"startTime":4749.87,"endTime":4753.63,"body":"add ons like you've said. So you could"},{"startTime":4753.63,"endTime":4756.75,"body":"look at it and go, right. Well, my biggest problem let's imagine the biggest problem"},{"startTime":4756.75,"endTime":4759.645,"body":"is time. That's That's going to be the biggest problem for everyone. I haven't got"},{"startTime":4759.645,"endTime":4762.125,"body":"time. You go, well, I can't really do too much about that. What we can"},{"startTime":4762.125,"endTime":4765.085,"body":"do is we can have a time management course on this, or we can have"},{"startTime":4765.085,"endTime":4768.685,"body":"a time management speaker coming in, or we can talk about what about if we"},{"startTime":4768.685,"endTime":4771.42,"body":"talked about the types of software that could be used? What happens if we actually"},{"startTime":4771.42,"endTime":4774.54,"body":"went to a software house and we've got a load of clients here. You write"},{"startTime":4774.54,"endTime":4778.219,"body":"software. Their problem is this. They're using Excel for this. Why don't you create"},{"startTime":4778.219,"endTime":4781.659,"body":"something, and we'll sell it, and I'll take a percentage of it. It opens up"},{"startTime":4781.659,"endTime":4785.335,"body":"all these ideas. But also what it does is"},{"startTime":4785.335,"endTime":4788.795,"body":"it answers the question, what else"},{"startTime":4789.095,"endTime":4792.635,"body":"could I, a, sell or b, give away that would make this"},{"startTime":4792.935,"endTime":4796.7,"body":"the a no brainer offer, make this something people would feel"},{"startTime":4796.78,"endTime":4800.56,"body":"stupid saying no, which I think is Alex's actual actual terminology."},{"startTime":4802.54,"endTime":4806.38,"body":"And that's where this qualitative research"},{"startTime":4806.46,"endTime":4809.98,"body":"is that right is that the right word or quantitative? Anyway, asking people. That's where"},{"startTime":4809.98,"endTime":4813.635,"body":"that comes into it because you have all the answers. You have all these transcripts,"},{"startTime":4813.635,"endTime":4817.315,"body":"these, you know, hundreds of hours or or scores of hours of of"},{"startTime":4817.315,"endTime":4820.755,"body":"where people have told you exactly what they want and"},{"startTime":4820.755,"endTime":4824.275,"body":"exactly how your offer needs to look for them to go, well, I'd be"},{"startTime":4824.275,"endTime":4827.98,"body":"stupid to say no. And that's where I think they"},{"startTime":4828.62,"endTime":4832.3,"body":"it all comes in with the whole scientist, artist, and then you go capitalist. I"},{"startTime":4832.3,"endTime":4835.66,"body":"think these the artist is so much better when you've spent that time being a"},{"startTime":4835.66,"endTime":4839.415,"body":"scientist because you you have all the information, And"},{"startTime":4839.415,"endTime":4842.775,"body":"it's difficult to get, and it's more exciting to go to the offer and create"},{"startTime":4842.775,"endTime":4846.535,"body":"an offer. But, man, you did it the right"},{"startTime":4846.535,"endTime":4850.295,"body":"way, and you did it beautifully. And now even if this"},{"startTime":4850.295,"endTime":4853.655,"body":"idea doesn't resonate as well as you think it does, you still have enough data"},{"startTime":4853.655,"endTime":4856.9,"body":"to go back and go, right. What will? How do I tweak it? Oh, do"},{"startTime":4856.9,"endTime":4860.02,"body":"you know what's interesting? A lot of people seem to say that this was a"},{"startTime":4860.02,"endTime":4863.54,"body":"big problem, like meeting other or talking to other accountants who deal"},{"startTime":4863.54,"endTime":4867.22,"body":"with high net worth individuals. That's a very small subset. But if you"},{"startTime":4867.22,"endTime":4871.045,"body":"have 80% of those people on in The UK in your"},{"startTime":4871.045,"endTime":4874.645,"body":"database, you suddenly become one of the most, you know, one of the most sought"},{"startTime":4874.645,"endTime":4878.245,"body":"after people in The UK because you can connect Dave with"},{"startTime":4878.245,"endTime":4881.78,"body":"Judy. It does make sense. Yeah."},{"startTime":4881.78,"endTime":4885.38,"body":"Yeah. So I think this kind of brings us up to date"},{"startTime":4885.38,"endTime":4888.42,"body":"with where I am now. So we're recording this just at the"},{"startTime":4888.42,"endTime":4892.1,"body":"February 2025, where I've"},{"startTime":4892.1,"endTime":4895.545,"body":"now started to go out into the world and"},{"startTime":4895.545,"endTime":4899.304,"body":"say, largely to people who I've already spoken"},{"startTime":4899.304,"endTime":4903.145,"body":"to, following that conversation, this"},{"startTime":4903.145,"endTime":4906.9,"body":"is where I've got to. And I'm still"},{"startTime":4906.9,"endTime":4910.66,"body":"largely framing it in terms of what do you think. There's been a few"},{"startTime":4910.66,"endTime":4914.5,"body":"people who have said, I'd like to invite you to this to"},{"startTime":4914.5,"endTime":4918.18,"body":"be the, you know, to be a a beta member, become a member of the"},{"startTime":4918.18,"endTime":4921.16,"body":"first group. And I still feel like I am in"},{"startTime":4921.995,"endTime":4925.835,"body":"experimentation phase. So I've had well, there"},{"startTime":4925.835,"endTime":4929.535,"body":"have been people who have said yes, which"},{"startTime":4929.755,"endTime":4932.875,"body":"I don't know why I should be surprised at that, but but I was a"},{"startTime":4932.875,"endTime":4936.57,"body":"bit. And I think what I'm looking to do is to"},{"startTime":4936.57,"endTime":4940.17,"body":"see whether enough people say yes that I can at least"},{"startTime":4940.17,"endTime":4943.929,"body":"get the the first group going. And that's that's"},{"startTime":4943.929,"endTime":4947.53,"body":"also, I think, been quite important is to focus on the the"},{"startTime":4947.53,"endTime":4951.195,"body":"what's next because my mind has been"},{"startTime":4951.195,"endTime":4954.575,"body":"expanding with all the ways that I could grow this. So"},{"startTime":4954.955,"endTime":4957.935,"body":"multiple grow multiple groups groups aimed"},{"startTime":4958.715,"endTime":4962.475,"body":"at different types of people at different levels of seniority, bringing in"},{"startTime":4962.475,"endTime":4965.8,"body":"guest speakers, having annual dinners, offering"},{"startTime":4967.62,"endTime":4971.3,"body":"extra things which I don't know what they are yet, but, you know, there's there's"},{"startTime":4971.3,"endTime":4974.9,"body":"all sorts of things that I could add on in the"},{"startTime":4974.9,"endTime":4978.58,"body":"future. But one of the things that I've been"},{"startTime":4978.58,"endTime":4981.945,"body":"saying is, yes and that's all that that's that's all great."},{"startTime":4982.805,"endTime":4986.165,"body":"But the most important thing you do now is to get this first group"},{"startTime":4986.165,"endTime":4989.845,"body":"together. Get six people, maybe even four"},{"startTime":4989.845,"endTime":4992.825,"body":"people, four to six people who say,"},{"startTime":4993.74,"endTime":4997.1,"body":"yes. I am prepared to be a guinea"},{"startTime":4997.1,"endTime":4999.84,"body":"pig in your beta group and"},{"startTime":5001.26,"endTime":5004.72,"body":"to try you out. That's that's the thing that I'm now"},{"startTime":5004.78,"endTime":5008.554,"body":"focusing on above all else and trying"},{"startTime":5008.554,"endTime":5012.315,"body":"desperately not to get stranded by anything else. Well, that seems"},{"startTime":5012.315,"endTime":5016.155,"body":"like a really good point to start talking about sort of, like, lessons and stuff"},{"startTime":5016.155,"endTime":5019.614,"body":"that we that we've both learned from this process."},{"startTime":5019.835,"endTime":5023.58,"body":"So do you want to I mean, if if you were to summarize because there's"},{"startTime":5023.58,"endTime":5026.46,"body":"a lot to summarize, and we were speaking for an hour and twenty. But if"},{"startTime":5026.46,"endTime":5029.58,"body":"you were to summarize it, what what's what would you say were the top three"},{"startTime":5029.58,"endTime":5033.42,"body":"lessons for someone listening that you've learned whilst you've been down this"},{"startTime":5033.42,"endTime":5037.204,"body":"this route? Number one,"},{"startTime":5038.945,"endTime":5042.485,"body":"finding a niche. Finding that"},{"startTime":5042.704,"endTime":5046.145,"body":"focus. So that was something that you said in one of our"},{"startTime":5046.145,"endTime":5049.844,"body":"conversations. When you have that niche and have that focus,"},{"startTime":5050.33,"endTime":5054.01,"body":"you know what you're going to do when you get up the following morning rather"},{"startTime":5054.01,"endTime":5057.61,"body":"than getting to your desk and thinking, oh, crikey. What am I going to do"},{"startTime":5057.61,"endTime":5061.21,"body":"now? Because you've just got so many different ideas. Number two,"},{"startTime":5061.21,"endTime":5064.73,"body":"which, again, we touched on earlier, for me,"},{"startTime":5064.73,"endTime":5068.425,"body":"definitely getting that help and support,"},{"startTime":5068.425,"endTime":5072.265,"body":"it's I can't tell you how much difference"},{"startTime":5072.265,"endTime":5076.025,"body":"it's made. I genuinely sort of, you know, count my lucky stars that"},{"startTime":5076.025,"endTime":5079.385,"body":"you decided to take an interest in me. I mean, goodness knows what I would"},{"startTime":5079.385,"endTime":5083.16,"body":"have been doing at this stage had we not started"},{"startTime":5083.16,"endTime":5087.0,"body":"working together. But it's it's something I I I"},{"startTime":5087.0,"endTime":5090.84,"body":"need to whenever I, I don't know, feel the resistance too, I"},{"startTime":5090.84,"endTime":5094.52,"body":"could just figure it out myself. I know that I I really"},{"startTime":5094.52,"endTime":5098.025,"body":"do need to get someone else involved. So that's probably the second most"},{"startTime":5098.025,"endTime":5101.625,"body":"important lesson. What am I going to put in my number"},{"startTime":5101.625,"endTime":5104.765,"body":"three slot? I think it's this idea"},{"startTime":5105.225,"endTime":5108.985,"body":"of recognizing and acknowledging the"},{"startTime":5108.985,"endTime":5111.909,"body":"discomfort. So even saying to myself,"},{"startTime":5113.25,"endTime":5116.929,"body":"I am scared about doing this. I'm nervous about doing"},{"startTime":5116.929,"endTime":5120.69,"body":"this. Having the awareness of"},{"startTime":5120.69,"endTime":5124.13,"body":"that but doing it anyway, I"},{"startTime":5124.13,"endTime":5127.845,"body":"think that's that's also been an"},{"startTime":5127.845,"endTime":5130.745,"body":"important awareness. So when I feel myself"},{"startTime":5131.205,"endTime":5134.645,"body":"procrastinating and I might even go to myself, Jeremy, you're"},{"startTime":5134.645,"endTime":5138.325,"body":"procrastinating. Okay. You're going to allow yourself to procrastinate for the next ten minutes"},{"startTime":5138.325,"endTime":5142.03,"body":"and look at Twitter. But then after that, you are going to do"},{"startTime":5142.03,"endTime":5145.87,"body":"this. It's having the awareness that once you get through that fear"},{"startTime":5145.87,"endTime":5149.55,"body":"and do it, break that seal, that"},{"startTime":5149.55,"endTime":5153.145,"body":"that's where the you know, it's it's that that old"},{"startTime":5153.145,"endTime":5156.585,"body":"cliche about, you know, the comfort zone and where the growth happens. You"},{"startTime":5156.585,"endTime":5160.425,"body":"genuinely do need to get out of the comfort zone in"},{"startTime":5160.425,"endTime":5164.184,"body":"order to make that growth happen. And what I'm just going to add on"},{"startTime":5164.184,"endTime":5167.989,"body":"to that is that there are ways to make that"},{"startTime":5167.989,"endTime":5171.67,"body":"easier. I remember crikey, it must have been"},{"startTime":5171.67,"endTime":5175.449,"body":"thirty years ago going to The US and going to, like"},{"startTime":5176.07,"endTime":5178.969,"body":"the aerospace museum on the mall in Washington. And"},{"startTime":5179.825,"endTime":5183.345,"body":"they had a great big cinematic thing about air force"},{"startTime":5183.345,"endTime":5187.185,"body":"pilot training, and they said, you know, it takes"},{"startTime":5187.185,"endTime":5191.025,"body":"so many hundreds of hours of air combat before you're, you know,"},{"startTime":5191.025,"endTime":5194.809,"body":"you're you're basically good enough and basically likely to survive"},{"startTime":5194.809,"endTime":5198.25,"body":"your first engagement. And the way they give"},{"startTime":5198.25,"endTime":5201.789,"body":"you that experience is by doing a load of dummy exercises."},{"startTime":5202.01,"endTime":5205.805,"body":"They make it as close as possible, but they, you know, they they"},{"startTime":5205.805,"endTime":5209.645,"body":"give you that experience through this training. And"},{"startTime":5209.645,"endTime":5213.025,"body":"that's something that I have incorporated"},{"startTime":5214.045,"endTime":5217.745,"body":"using AI. So, like, using the chat g p t"},{"startTime":5217.99,"endTime":5221.59,"body":"voice function, I have told"},{"startTime":5221.59,"endTime":5225.19,"body":"it I've told chat ChatGPT who I want it to be and I have"},{"startTime":5225.19,"endTime":5228.89,"body":"practiced some of these conversations. So, like, the the first conversation,"},{"startTime":5229.43,"endTime":5233.21,"body":"you know, these informational interviews where I was asking people their problems and challenges."},{"startTime":5233.805,"endTime":5237.405,"body":"I practiced that with ChatGPT first, and just the act of doing it and"},{"startTime":5237.405,"endTime":5241.005,"body":"actually saying it out loud and responding to what the"},{"startTime":5241.005,"endTime":5244.605,"body":"AI was sending back to me was really,"},{"startTime":5244.605,"endTime":5248.239,"body":"really valuable. And then, again, I've, practiced subsequent"},{"startTime":5248.62,"endTime":5252.38,"body":"conversations. So just sort of doing that just"},{"startTime":5252.38,"endTime":5256.14,"body":"to, you know, get used to hearing the sound of your own voice"},{"startTime":5256.14,"endTime":5259.679,"body":"and doing something a bit different, that's actually been really"},{"startTime":5259.98,"endTime":5263.675,"body":"helpful in kind of breaking that fear. So those"},{"startTime":5263.675,"endTime":5267.195,"body":"are my top three lessons. And I love this one about the,"},{"startTime":5267.355,"endTime":5270.635,"body":"about chat gbt. I think what a lot of people probably not your listeners because"},{"startTime":5270.635,"endTime":5274.155,"body":"they're probably already into chat gbt, but bear in mind that we are a very"},{"startTime":5274.155,"endTime":5277.995,"body":"small, subsegment subsegment of the population who understand"},{"startTime":5277.995,"endTime":5281.83,"body":"chat ChatChippity and know how to make it work. You know, the majority of people"},{"startTime":5281.83,"endTime":5284.07,"body":"have never even heard of it, or they've heard of it and don't know what"},{"startTime":5284.07,"endTime":5287.27,"body":"it is. They think it's some computer in the sky. The one thing that I"},{"startTime":5287.27,"endTime":5290.87,"body":"think is people don't understand or don't use ChatChippity properly enough for"},{"startTime":5290.87,"endTime":5294.415,"body":"is exactly that. Treat them like a child or as my my"},{"startTime":5294.415,"endTime":5298.035,"body":"business partner in the property thing rather unfairly says, like a lawyer"},{"startTime":5298.575,"endTime":5302.335,"body":"in that they are incredibly intelligent, but you"},{"startTime":5302.335,"endTime":5305.715,"body":"have to tell them specifically what to do."},{"startTime":5306.54,"endTime":5309.9,"body":"Because a lawyer is not their their job is not to be"},{"startTime":5309.9,"endTime":5313.66,"body":"creative. Their job is to is to protect you and solve problems, and"},{"startTime":5313.66,"endTime":5317.02,"body":"you need to tell them, right, this is exactly the scenario I'm trying to protect"},{"startTime":5317.02,"endTime":5319.98,"body":"against, and the lawyer will be incredible. And go through all kind of things you"},{"startTime":5319.98,"endTime":5323.805,"body":"never would have thought of, but you can't just say make me a contract"},{"startTime":5323.805,"endTime":5326.205,"body":"because they'd be like, well, I need to know a lot more. Same with chat"},{"startTime":5326.205,"endTime":5329.085,"body":"GPT. I think you that's the first thing is that don't expect them to be"},{"startTime":5329.085,"endTime":5332.785,"body":"a magic box. They are incredibly incredibly intelligent,"},{"startTime":5333.085,"endTime":5336.87,"body":"but you have to tell them what you want. And secondly, there's something that you've"},{"startTime":5336.87,"endTime":5340.71,"body":"done is you can create actual, chats, and you can give custom"},{"startTime":5340.71,"endTime":5343.61,"body":"instructions to say, right. You are now a customer,"},{"startTime":5344.47,"endTime":5348.235,"body":"potential customer. You're you're a lawyer. You do this. You do this."},{"startTime":5348.315,"endTime":5350.554,"body":"I am going to pitch you on this, and I want you to make the"},{"startTime":5350.554,"endTime":5354.155,"body":"pitch difficult for me. And then use a voice, and they'll push back with objections"},{"startTime":5354.155,"endTime":5356.715,"body":"that you probably wouldn't have come up with and go, oh, bloody hell. How do"},{"startTime":5356.715,"endTime":5359.835,"body":"I say that? Well, how do I deal with that? But then that's the kind"},{"startTime":5359.835,"endTime":5363.679,"body":"of thing which is we we yeah. I think ChatGPT is incredible when you know"},{"startTime":5363.679,"endTime":5367.119,"body":"how to use it and treat it like a like a very intelligent but petulant"},{"startTime":5367.119,"endTime":5370.88,"body":"child. They will not do what it's what it's told until you"},{"startTime":5370.88,"endTime":5374.32,"body":"very specifically tell it what it's told. One cool thing I'll learn to fact I"},{"startTime":5374.4,"endTime":5378.215,"body":"used Claude more than ChatGPT now, but is just to is just to"},{"startTime":5378.215,"endTime":5381.095,"body":"reply to whatever they're giving you and say, this is great, but do you think"},{"startTime":5381.095,"endTime":5384.455,"body":"you can do better? What would you improve? And, Jen, I mean, I think you"},{"startTime":5384.455,"endTime":5386.775,"body":"and I have talked about you may have even given me the phrase to do"},{"startTime":5386.775,"endTime":5390.455,"body":"that, and the the resulting output is usually twice to three times"},{"startTime":5390.455,"endTime":5394.15,"body":"as good. Yeah. A friend of mine said something similar. He"},{"startTime":5394.15,"endTime":5397.59,"body":"he responds to almost everything with, I don't think that's right. Try"},{"startTime":5397.59,"endTime":5401.21,"body":"again. And that that seems to get results. So those"},{"startTime":5401.43,"endTime":5404.49,"body":"are my kind of three biggest takeaways."},{"startTime":5404.87,"endTime":5408.685,"body":"I'm curious to know and slightly fearful of asking the question, but"},{"startTime":5408.685,"endTime":5412.445,"body":"curious to know what you've seen from the outside. As"},{"startTime":5412.445,"endTime":5416.285,"body":"we've been working together, what's the kind of things where you've thought, how should we"},{"startTime":5416.285,"endTime":5419.245,"body":"put this? Things I've done well, things I could do better, things I need to"},{"startTime":5419.245,"endTime":5422.4,"body":"do more of, so, yeah, something like that. Pick pick a framework, whatever feels good"},{"startTime":5422.4,"endTime":5425.86,"body":"for you. I think what I really have"},{"startTime":5425.92,"endTime":5429.36,"body":"liked seeing is you taking action on some of the"},{"startTime":5429.36,"endTime":5433.199,"body":"difficult things. Because for most people, the thing you put off is"},{"startTime":5433.199,"endTime":5436.785,"body":"a thing that you really should be doing. And whether that's"},{"startTime":5437.565,"endTime":5441.245,"body":"exercising, whether that's sales, whether it's whatever, the thing that you go, I really"},{"startTime":5441.245,"endTime":5444.625,"body":"don't want to do that, is probably the most impactful thing. And to"},{"startTime":5445.005,"endTime":5448.605,"body":"begin with, I felt that you were I didn't push you much because I didn't"},{"startTime":5448.605,"endTime":5452.18,"body":"even know what relationship we had at the beginning. But then"},{"startTime":5452.18,"endTime":5455.94,"body":"latterly, I did push you and go, this is the most important thing. And I"},{"startTime":5455.94,"endTime":5458.58,"body":"can see your face going, I don't want to do this. But then you did"},{"startTime":5458.58,"endTime":5462.34,"body":"it anyway. And that the first time you did that, that actually surprised me that"},{"startTime":5462.34,"endTime":5464.9,"body":"you did it because I was expecting to come on the call and you went,"},{"startTime":5464.9,"endTime":5467.625,"body":"yeah. I tried a couple of those emails. Didn't really work. So I've got a"},{"startTime":5467.625,"endTime":5471.325,"body":"new idea. And you didn't. You went, no. I've done it. And that was fantastic."},{"startTime":5472.185,"endTime":5475.385,"body":"I think I made a couple of notes as you were talking there. I think"},{"startTime":5475.385,"endTime":5478.84,"body":"the second thing that I've really enjoyed watching"},{"startTime":5478.84,"endTime":5482.52,"body":"your thinking develop, and, I mean, being a coach, I'm sure you come"},{"startTime":5482.52,"endTime":5486.28,"body":"across Jim Rohn. If listeners haven't come across Jim Rohn, he's the guy who I"},{"startTime":5486.28,"endTime":5490.12,"body":"think was Tony Robbins' mentor, and Tony Robbins learned everything from Jim Rohn."},{"startTime":5490.12,"endTime":5493.855,"body":"I think that's right. Please don't sue me, Tony, if that's not right. But he"},{"startTime":5493.855,"endTime":5497.215,"body":"said something like, in order to get what you want, help others get what they"},{"startTime":5497.215,"endTime":5500.434,"body":"want. And that was something which you you almost"},{"startTime":5500.735,"endTime":5504.574,"body":"innately had, and that was cool. When you were when you were sitting down, you"},{"startTime":5504.574,"endTime":5508.38,"body":"weren't going, how do I make loads of money? How do I sell this thing?"},{"startTime":5508.38,"endTime":5512.219,"body":"You were like, okay. How do I help people to live a"},{"startTime":5512.219,"endTime":5515.84,"body":"better life? And that was cool, and I thought that was brilliant."},{"startTime":5516.46,"endTime":5520.195,"body":"The third thing, which I can almost, like, mute my bedroom again, is that"},{"startTime":5520.195,"endTime":5523.635,"body":"you are the sum of the five people spend most time around, and you"},{"startTime":5523.635,"endTime":5527.395,"body":"recognize that. And also what's interesting is that you've referenced it"},{"startTime":5527.395,"endTime":5531.155,"body":"three or four times in this chat that you needed to"},{"startTime":5531.155,"endTime":5534.695,"body":"be around people who are willing to push you a bit more."},{"startTime":5535.39,"endTime":5539.15,"body":"It's the temptation is when you start a business to find someone who"},{"startTime":5539.15,"endTime":5542.909,"body":"is like you and go, right, let's go into business together. And in fact,"},{"startTime":5542.909,"endTime":5545.55,"body":"you should do find someone who's completely opposite who you're going to argue with all"},{"startTime":5545.55,"endTime":5548.75,"body":"the time. Because if they have the same skills you've got and the same outlook"},{"startTime":5548.75,"endTime":5552.364,"body":"as you've got, then you're you're only one part of an"},{"startTime":5552.364,"endTime":5556.125,"body":"entire organ of of of the of the trifecta you need to create"},{"startTime":5556.125,"endTime":5559.745,"body":"a great business. So I think there's that. I think, actually, you"},{"startTime":5560.205,"endTime":5563.965,"body":"were pushing for, like, yes. I'm ready to talk to you now because I've done"},{"startTime":5563.965,"endTime":5567.69,"body":"my work. That was cool. So I think for anyone who wants"},{"startTime":5567.69,"endTime":5570.97,"body":"to who wants to have a great relationship where they're going to get lots of"},{"startTime":5570.97,"endTime":5574.81,"body":"effort and success out of coaching, the top three things that"},{"startTime":5574.81,"endTime":5578.09,"body":"you've done well is come with a very open mind. When I talked about being"},{"startTime":5578.09,"endTime":5581.305,"body":"a scientist, it clicked with you. You went, okay. Yep. Got it. Alright. I'm not"},{"startTime":5581.305,"endTime":5584.844,"body":"in love with my idea. I'm in love with helping people. Secondly,"},{"startTime":5585.145,"endTime":5588.445,"body":"take action on that most most unreasonable and"},{"startTime":5588.745,"endTime":5591.805,"body":"uncomfortable thing that you need to do. And thirdly,"},{"startTime":5592.505,"endTime":5596.19,"body":"whether it's whether it's just accountability, whether it's actually getting"},{"startTime":5596.19,"endTime":5599.95,"body":"advice from someone like me, I don't know. I suspect that it's more the"},{"startTime":5599.95,"endTime":5603.63,"body":"accountability than it is that my experience. I don't know. But"},{"startTime":5603.63,"endTime":5607.39,"body":"just be accountable to someone. And whether that's don't find someone"},{"startTime":5607.39,"endTime":5610.295,"body":"who's like you a bit, not like you, Jeremy, but like you, if you're a"},{"startTime":5610.295,"endTime":5613.735,"body":"bit flaky, don't find someone who's also flaky. Find someone who's actually going to go"},{"startTime":5613.735,"endTime":5617.415,"body":"to you. You didn't do that. Why not? And then stop"},{"startTime":5617.415,"endTime":5621.175,"body":"talking. Because then you have to justify all of the reasons why you"},{"startTime":5621.175,"endTime":5624.33,"body":"didn't do what you said you were going to do, which is very uncomfortable. So"},{"startTime":5624.469,"endTime":5628.09,"body":"that's kinda my thoughts on it. Yeah. And I think"},{"startTime":5628.23,"endTime":5631.21,"body":"learning humility is really"},{"startTime":5631.59,"endTime":5635.27,"body":"important. Being able to except, you know, fortunately,"},{"startTime":5635.27,"endTime":5639.084,"body":"most of the people that I've worked with have you know, they will"},{"startTime":5639.084,"endTime":5642.803,"body":"usually say things in a nice way, but it can it's"},{"startTime":5642.803,"endTime":5646.522,"body":"it's still you know, there's there's a point to this. So,"},{"startTime":5646.522,"endTime":5650.24,"body":"you know, there's a friend of mine who will say something like,"},{"startTime":5650.24,"endTime":5653.95,"body":"I say this with love, but and then you, you know,"},{"startTime":5653.95,"endTime":5657.65,"body":"you you know the fist is coming. And it's"},{"startTime":5658.51,"endTime":5662.35,"body":"it's something that I've definitely had to work"},{"startTime":5662.35,"endTime":5665.855,"body":"on is accepting that. And, I"},{"startTime":5665.855,"endTime":5669.614,"body":"mean, just for me, personally, that was, I suppose, a"},{"startTime":5669.614,"endTime":5673.375,"body":"bit of a challenge because, you know, historically, I was like, you know, the"},{"startTime":5673.375,"endTime":5676.735,"body":"the school's sort of very academic used to get things right. And so"},{"startTime":5676.735,"endTime":5680.255,"body":"consequently god. I could probably go back into childhood a bit here, but, you"},{"startTime":5680.255,"endTime":5683.54,"body":"know, criticism could feel hard, could feel"},{"startTime":5683.68,"endTime":5687.14,"body":"uncomfortable, and so wanted to avoid that. Whereas now, I'm like,"},{"startTime":5687.6,"endTime":5691.06,"body":"no. This is someone who's trying to help me."},{"startTime":5691.52,"endTime":5695.304,"body":"They've got valid points. I need to be open to that"},{"startTime":5695.364,"endTime":5699.045,"body":"and to accept that. And it takes a lot of"},{"startTime":5699.045,"endTime":5702.585,"body":"work, but I've I'm finding that that's"},{"startTime":5704.085,"endTime":5707.81,"body":"it's a more successful mindset doing it that way. Totally"},{"startTime":5707.81,"endTime":5711.09,"body":"agree. And I think it's interesting you're saying that you were the SWOT, you were"},{"startTime":5711.09,"endTime":5714.93,"body":"get you were right. I kind of have, yeah, another idea for a book in"},{"startTime":5714.93,"endTime":5717.97,"body":"my head, be rich, not right. And I think the idea is I don't think"},{"startTime":5717.97,"endTime":5721.815,"body":"you can be both. I think you have to get it wrong a lot in"},{"startTime":5721.815,"endTime":5725.575,"body":"order to make money because, let's be honest, if you're day trading,"},{"startTime":5725.575,"endTime":5729.415,"body":"90% of your trades won't work, but the 10% will more than account for"},{"startTime":5729.415,"endTime":5733.146,"body":"those 90% of losses. I think I feel like I'm going to"},{"startTime":5733.147,"endTime":5735.92,"body":"take charge here, but I know we've only got a couple of seconds left. But"},{"startTime":5735.92,"endTime":5739.46,"body":"I do want to hear from you what what you're most excited about for"},{"startTime":5740.08,"endTime":5743.36,"body":"this this venture and maybe what you might be scared about."},{"startTime":5745.265,"endTime":5748.645,"body":"I think it's two sides of the same coin. I'm excited"},{"startTime":5749.265,"endTime":5751.905,"body":"about what it could look like if it does work, and I'm scared that it"},{"startTime":5751.905,"endTime":5755.365,"body":"won't. So it it really is"},{"startTime":5755.665,"endTime":5759.429,"body":"something that lands with me. So, you"},{"startTime":5759.429,"endTime":5763.05,"body":"know, the idea of me being in groups,"},{"startTime":5763.51,"endTime":5766.41,"body":"facilitating groups, doing a bit of group coaching"},{"startTime":5766.95,"endTime":5770.71,"body":"maybe with all these people that I kind of you know, I"},{"startTime":5770.71,"endTime":5773.61,"body":"I I know their backgrounds. I I used to work with some of them."},{"startTime":5774.175,"endTime":5777.935,"body":"Creating this space and, you know, and if"},{"startTime":5777.935,"endTime":5781.135,"body":"it works and people are getting a lot out of it and they want to"},{"startTime":5781.135,"endTime":5784.494,"body":"renew and, you know, be part of it for another year and that kind of"},{"startTime":5784.494,"endTime":5788.0,"body":"thing, just the idea of creating that thing and it"},{"startTime":5788.0,"endTime":5791.78,"body":"working really excites me. I I I you know, saying,"},{"startTime":5792.08,"endTime":5795.84,"body":"you know, take a step back and go, I can't believe that I've I've I've"},{"startTime":5795.84,"endTime":5799.52,"body":"made this and people are loving it. That the idea of that"},{"startTime":5799.52,"endTime":5803.345,"body":"really excites me. The idea of it failing"},{"startTime":5803.805,"endTime":5807.485,"body":"and it not being the thing, and then I know that I'm not"},{"startTime":5807.485,"endTime":5810.364,"body":"going to go back to square one for the reasons that you said about the"},{"startTime":5810.364,"endTime":5813.725,"body":"fact that I had these conversations with people and so I've already got a lot"},{"startTime":5813.725,"endTime":5817.54,"body":"of background information. But there is a big part of"},{"startTime":5817.54,"endTime":5821.3,"body":"me that's tries I might not get invested in this"},{"startTime":5821.3,"endTime":5825.06,"body":"idea. It is still a really cool idea that I really like, and so"},{"startTime":5825.06,"endTime":5828.82,"body":"there's part of the but what happens if it flops? What happens"},{"startTime":5828.82,"endTime":5831.805,"body":"if it doesn't work? What the hell do I do then? What what happens is"},{"startTime":5831.805,"endTime":5835.645,"body":"that the end of that runway comes closer and closer. So that's"},{"startTime":5835.645,"endTime":5839.485,"body":"probably the thing that I'm most scared of, and I guess my way"},{"startTime":5839.485,"endTime":5842.97,"body":"of dealing with that at the moment is just to keep going"},{"startTime":5843.03,"endTime":5846.87,"body":"and see what happens. I love that. I love that."},{"startTime":5846.87,"endTime":5850.63,"body":"And a very amazing honestly there, I think. The key thing"},{"startTime":5850.79,"endTime":5853.99,"body":"I think the key the key takeaway I'd love, if anyone listened to this entire"},{"startTime":5854.23,"endTime":5856.71,"body":"well, obviously, people will listen to this. But if if there was one thing that"},{"startTime":5856.71,"endTime":5860.465,"body":"we're taking away from it is that what where I think you'll succeed"},{"startTime":5860.764,"endTime":5864.525,"body":"is that you're still in scientist mode, and you're"},{"startTime":5864.525,"endTime":5868.364,"body":"not going to move to artist mode until you actually have a working hypothesis."},{"startTime":5868.364,"endTime":5872.205,"body":"And the fact is that you say I'm worried that people are not"},{"startTime":5872.205,"endTime":5875.78,"body":"going to like what I'm doing. Some of it, they won't. Some of the some"},{"startTime":5875.78,"endTime":5878.5,"body":"of the events you'll put on, you'll do this and and people go like, why"},{"startTime":5878.5,"endTime":5881.62,"body":"have you done that? That's a waste of time. I really don't like that. But"},{"startTime":5881.62,"endTime":5883.94,"body":"if you keep asking them, how can I make it better? What did you not"},{"startTime":5883.94,"endTime":5886.705,"body":"like about today's session? What did you love about today's session? You're going to start"},{"startTime":5886.705,"endTime":5890.545,"body":"to tease out all that stuff that people actually love, and you double down on"},{"startTime":5890.545,"endTime":5893.905,"body":"that. And, again, it's the whole point is being rich, not right. You don't have"},{"startTime":5893.905,"endTime":5896.225,"body":"to get it right first time. You won't get it right first time. But if"},{"startTime":5896.225,"endTime":5899.345,"body":"you expect you will, I think you're going to you're going to end up with"},{"startTime":5899.345,"endTime":5901.61,"body":"being very disappointed and probably very poor."},{"startTime":5904.09,"endTime":5907.849,"body":"Oh, I absolutely love this conversation. So grateful for you, well, for everything that you've"},{"startTime":5907.849,"endTime":5911.309,"body":"done, but, obviously, for coming on today. Give some people some links"},{"startTime":5911.449,"endTime":5915.225,"body":"for where you'd, like them to find you. Cool. Yeah. I think the"},{"startTime":5915.225,"endTime":5918.105,"body":"best thing to do is if you wanted if you like this and you want"},{"startTime":5918.105,"endTime":5921.945,"body":"a conversation with me, then go to chat with owl.com. I can book"},{"startTime":5921.945,"endTime":5924.825,"body":"a call me. If you just want to help us and you'd support us, then"},{"startTime":5924.825,"endTime":5928.32,"body":"go and maybe just download a, download an episode of"},{"startTime":5928.54,"endTime":5931.5,"body":"Truth lies and try it out, see what you think because we're very proud of"},{"startTime":5931.5,"endTime":5934.78,"body":"it, and we think it's great. And, we have some fabulous guests on it. That"},{"startTime":5934.78,"endTime":5938.139,"body":"would be the best way, I think. So truthliesandwork.com or just search your podcast"},{"startTime":5938.139,"endTime":5941.645,"body":"app for Truth lies and work. And I"},{"startTime":5941.645,"endTime":5945.185,"body":"will emphasize that truth lies and work is a fantastic"},{"startTime":5945.245,"endTime":5948.925,"body":"podcast. I think I've almost gone back through the entire back"},{"startTime":5948.925,"endTime":5952.445,"body":"catalog and thoroughly enjoyed it. So it's been, great. Al,"},{"startTime":5953.405,"endTime":5956.385,"body":"thank you so much for coming on. Thank you for having me."},{"startTime":5957.8,"endTime":5961.18,"body":"Okay. Hope you enjoyed that conversation with Al Elliott."},{"startTime":5961.56,"endTime":5965.4,"body":"Big shout out to Al, not just for coming on the podcast and being part"},{"startTime":5965.4,"endTime":5969.08,"body":"of a conversation that I really enjoyed there, but for all the help that"},{"startTime":5969.08,"endTime":5972.715,"body":"he's given me over the past few months. Something I"},{"startTime":5972.715,"endTime":5976.495,"body":"would like to draw out from that conversation which we didn't really touch on."},{"startTime":5976.715,"endTime":5980.495,"body":"Now I recognize that I have been incredibly lucky"},{"startTime":5980.715,"endTime":5984.554,"body":"to have someone like Al giving up their time and helping"},{"startTime":5984.554,"endTime":5988.12,"body":"me out with my own business. I absolutely meant what I"},{"startTime":5988.12,"endTime":5991.34,"body":"said when I mentioned that I just couldn't believe my luck."},{"startTime":5991.96,"endTime":5995.72,"body":"Having said that, the opportunity wouldn't have arisen had"},{"startTime":5995.72,"endTime":5999.48,"body":"I not met Al in the first place. The way I met Al was"},{"startTime":5999.48,"endTime":6002.62,"body":"to invite him and his wife Lianne onto my podcast."},{"startTime":6003.295,"endTime":6006.974,"body":"At the end of the interview, I had some questions for them about the work"},{"startTime":6006.974,"endTime":6010.815,"body":"that they did and how I could potentially get involved in that kind of"},{"startTime":6010.815,"endTime":6014.494,"body":"work because it really did interest me. And so that then led"},{"startTime":6014.494,"endTime":6018.159,"body":"to further conversations which then eventually led to"},{"startTime":6018.159,"endTime":6021.78,"body":"outgoing, come on let's take a look at your business. Opportunities"},{"startTime":6022.32,"endTime":6026.02,"body":"arise when you put yourself out there. You don't necessarily"},{"startTime":6026.079,"endTime":6029.86,"body":"know what's going to come from a particular relationship or a conversation,"},{"startTime":6030.645,"endTime":6034.405,"body":"But you'll never know if you don't instigate it in the first place. I'm"},{"startTime":6034.405,"endTime":6038.164,"body":"an introvert by nature and certainly to begin with and"},{"startTime":6038.164,"endTime":6041.844,"body":"still to some extent I find it pretty tough to reach out to"},{"startTime":6041.844,"endTime":6045.63,"body":"random strangers to ask their advice. And when you don't get"},{"startTime":6045.63,"endTime":6049.469,"body":"a reply it can be pretty disheartening. But I've learned that"},{"startTime":6049.469,"endTime":6053.15,"body":"when you do get that positive reply, when someone goes, yeah sure I'll have a"},{"startTime":6053.15,"endTime":6056.685,"body":"conversation with you, something is going to come out of it."},{"startTime":6056.685,"endTime":6060.385,"body":"You'll learn something or that person will have another connection"},{"startTime":6061.005,"endTime":6064.845,"body":"that they can introduce to you which might help you or you may have a"},{"startTime":6064.845,"endTime":6068.605,"body":"connection for them that you can introduce to help them. We're kind of"},{"startTime":6068.605,"endTime":6072.27,"body":"at this weird point where technology makes it both"},{"startTime":6072.27,"endTime":6075.81,"body":"really easy to connect with people on the other side of the globe,"},{"startTime":6076.03,"endTime":6079.87,"body":"but there seems to be less willingness to have conversations. And"},{"startTime":6079.87,"endTime":6083.265,"body":"I mean conversations where you're talking to one another, not just exchanges"},{"startTime":6083.265,"endTime":6086.725,"body":"of emails or exchanges of WhatsApp messages or whatever."},{"startTime":6087.425,"endTime":6091.025,"body":"For me it's those interactions whether on screen or in"},{"startTime":6091.025,"endTime":6094.865,"body":"person where magic really can happen. So if there's just"},{"startTime":6094.865,"endTime":6098.4,"body":"one thing I'd like to leave you with is that look for those"},{"startTime":6098.4,"endTime":6101.86,"body":"opportunities to have conversations and I mean those conversations"},{"startTime":6102.08,"endTime":6105.68,"body":"where you are opposite that person whether on screen or in"},{"startTime":6105.68,"endTime":6109.06,"body":"real life in real time talking to one another."},{"startTime":6109.695,"endTime":6112.495,"body":"I'll put the show notes for this episode on the website at"},{"startTime":6112.495,"endTime":6115.375,"body":"changewithlife.com/2hundred. That's"},{"startTime":6115.375,"endTime":6119.215,"body":"changewithlife.com/2hundred. And wow,"},{"startTime":6119.215,"endTime":6122.895,"body":"it does sound a little bit strange saying that number. 200 does feel"},{"startTime":6122.895,"endTime":6126.559,"body":"like quite a lot of episodes actually. And this one was a bit"},{"startTime":6126.559,"endTime":6130.239,"body":"different. Perhaps it was a bit more business focused although I think there's an"},{"startTime":6130.239,"endTime":6133.3,"body":"awful lot in there that you can also take into a work situation."},{"startTime":6134.079,"endTime":6137.46,"body":"When I'm coaching around job applications or interviews,"},{"startTime":6137.865,"endTime":6141.385,"body":"it often comes up that people hire because they have a"},{"startTime":6141.385,"endTime":6145.225,"body":"problem to solve. They've got work which needs doing and they don't have the"},{"startTime":6145.225,"endTime":6149.005,"body":"capacity to do that work. So you are a potential solution"},{"startTime":6149.145,"endTime":6152.83,"body":"to that expensive painful problem. But what I'd really"},{"startTime":6152.83,"endTime":6156.43,"body":"like to know from you is what did you think of this episode? It was"},{"startTime":6156.43,"endTime":6159.87,"body":"a bit different. Did you prefer the format? Do you prefer my"},{"startTime":6159.87,"endTime":6163.09,"body":"usual interview format? Did you like the topic?"},{"startTime":6163.47,"endTime":6166.855,"body":"Any and all feedback will be welcome And you can send me a"},{"startTime":6166.855,"endTime":6170.695,"body":"message using the contact form on my website at changeablelife.com"},{"startTime":6170.695,"endTime":6174.455,"body":"forward slash contact. So thank you for making it this"},{"startTime":6174.455,"endTime":6178.054,"body":"far. If this is the first episode you've listened to or if you're a"},{"startTime":6178.054,"endTime":6181.36,"body":"regular listener, thank you for being part of my journey to"},{"startTime":6181.36,"endTime":6184.8,"body":"200 podcast episodes. And guess what? I'm not"},{"startTime":6184.8,"endTime":6188.48,"body":"stopping. There's more great interviews and great episodes coming your"},{"startTime":6188.48,"endTime":6191.84,"body":"way so if you haven't subscribed to the show make sure you"},{"startTime":6191.84,"endTime":6195.445,"body":"do because there's going to be another great interview in two weeks time and I"},{"startTime":6195.445,"endTime":6198.184,"body":"can't wait to see you then. Cheers. Bye."}]}