How To Go From $0 To $100M In 55 Minutes
Summary
TLDRThe speaker shares his journey from homelessness at 15 to selling a company for a fortune, emphasizing the importance of starting with no money and a strong vision. He outlines a four-part framework for building a successful business: establishing a business philosophy, starting a basic business, scaling to an intermediate level, and finally creating a multi-million pound enterprise. The speaker stresses the significance of patience, purpose, and practical steps, advocating for starting small, learning from every task, and gradually scaling up. He also highlights the importance of building a personal brand, community, and mastering sales to achieve business success and make a meaningful impact.
Takeaways
- 🚀 **Start with a Vision**: The speaker emphasizes the importance of visualizing your dream business and having a clear purpose as the foundation for any venture.
- 💡 **Identify Your End Goal**: Setting a clear end goal is crucial, and it should be something more inspiring than just retirement; it should be something that excites you and drives you to take action.
- 🌟 **Name Your Dream**: Giving a name to your end dream makes it real and tangible. It helps in focusing your efforts and gives a direction to your aspirations.
- 🤑 **Think Small to Get Big**: Often, the path to a big dream starts with small, seemingly不起眼的 jobs. These can provide the necessary foundation and skills for future success.
- 💼 **Understand the Business Basics**: Learning the basics of business, such as sales, marketing, and hiring, is essential, regardless of the size or type of business you start with.
- 💰 **Charge Wisely**: Implementing a 50% rule for upfront payments is a strategy to ensure cash flow and cover costs, which is vital for businesses with limited capital.
- 👫 **Build Relationships**: Establishing a strong client relationship is key to creating a loyal customer base and a scalable business.
- 📈 **Scale Up Gradually**: Scaling a business involves moving from generalists to specialists and understanding the different sections of the business to manage growth effectively.
- 🔄 **Reinvest and Grow**: Selling a business can provide capital to reinvest in something more scalable and aligned with your long-term goals, rather than settling for passive income through traditional investments like real estate.
- 🌐 **Expand Your Network**: Building a network is crucial for business growth. It can be achieved by engaging with the right people and asking the right questions.
- 🌟 **Share Your Story**: As you progress, sharing your personal story and journey can help in manifesting your dreams and connecting with others on a deeper level.
Q & A
What is the main message the speaker is trying to convey in the video?
-The speaker is sharing his journey from being homeless at 15 to selling his company for a significant amount of money. He emphasizes the importance of having a clear purpose, visualizing one's dream business, and taking a step-by-step approach to achieve it without relying solely on luck or mentors.
What does the speaker mean by 'the philosophy of business'?
-The 'philosophy of business' refers to the foundational mindset and principles one must have to succeed in business. This includes understanding the purpose behind the business, the end goal, and the step-by-step process to build a successful enterprise.
Why does the speaker suggest not making retirement the end goal?
-The speaker advises against making retirement the end goal because it implies a mindset of waiting to enjoy life rather than making a difference in the present. Retirement is portrayed as a trap that keeps people on a treadmill they never get off, whereas the speaker encourages finding purpose and excitement in one's work.
What is the significance of naming one's end dream according to the speaker?
-Naming one's end dream is significant because it gives a concrete identity to the abstract idea of success. It makes the dream feel more real and tangible, which can motivate and guide actions towards achieving it.
Why does the speaker recommend picking a role model instead of seeking a mentor?
-The speaker suggests picking a role model because many successful people may not have the time to be mentors. By observing and learning from someone who inspires you, you can gain insights and knowledge without the direct commitment a mentor-mentee relationship requires.
What is the 'think small' strategy the speaker talks about?
-The 'think small' strategy involves starting with a small-scale business or task that can generate income and knowledge. This approach allows individuals to build foundational skills, gain experience, and accumulate capital without being overwhelmed by the scale or complexity of a larger venture.
How does the speaker define 'end game' in the context of business?
-In the context of business, 'end game' refers to the ultimate goal or vision of success that an individual has for their business. It's what they aim to achieve and what they consider as the definition of success, which could be different for everyone.
What is the '50% rule' the speaker mentions for managing cash flow in a business?
-The '50% rule' is a financial strategy where the speaker suggests charging clients 50% upfront as a deposit for the services provided. This ensures that the cost of delivering the service is covered, and the remaining 50% received upon completion becomes the profit.
What does the speaker mean by 'vertical thinking' in business?
-Vertical thinking in business means exploring additional ways to generate income from the existing business operations. It involves looking for opportunities to expand or diversify revenue streams beyond the primary service or product offering.
Why does the speaker emphasize the importance of owning the client relationship?
-Owning the client relationship is crucial because it builds trust and loyalty with the customers. It ensures that the business has a direct connection with its clients, which can lead to repeat business, referrals, and a stronger brand.
What advice does the speaker give for scaling a business?
-The speaker advises hiring the right people with a strong sense of purpose, moving from generalists to specialists, and breaking down the business into sections to scale effectively. He also suggests selling the business if it doesn't align with the long-term vision.
What is the speaker's view on selling a company?
-The speaker sees selling a company as a stepping stone to something bigger. He believes that the money and experience gained from selling a business should be reinvested into the next venture rather than being used for short-term gains like buying property.
Why does the speaker suggest investing in oneself rather than stocks or property?
-The speaker suggests investing in oneself because it leads to personal growth and development, which are essential for achieving long-term success. Stocks and property may offer passive income but do not provide the same learning opportunities and potential for significant impact.
What is the importance of sharing one's story according to the speaker?
-Sharing one's story is important because it helps to build credibility, connect with others on a personal level, and manifest one's dreams. It also allows others to understand and resonate with the mission and vision behind the business.
What does the speaker mean by 'go big or go home'?
-'Go big or go home' refers to the final stage of building a dream business where one should aim for significant success without the need for substantial financial investment. It's about leveraging the knowledge, skills, and experience gained from previous stages to create a meaningful and impactful business.
Why does the speaker recommend acting as if one has no money even when they do?
-Acting as if one has no money helps maintain the hunger and drive necessary for building a successful business. It also encourages careful financial management and strategic planning, which are crucial for long-term success.
What is the significance of becoming a specialist in building a big business?
-Becoming a specialist allows one to develop deep expertise in a specific area, which commands respect and credibility. It also helps in building a personal brand and leveraging it to achieve business goals.
Why is building a community important for a big business?
-Building a community is important because it creates a network of supporters and stakeholders who are engaged with and invested in the business's mission. This engagement helps in growing the business and achieving its goals.
What is the speaker's advice on selling when building a big business?
-The speaker advises learning to sell effectively, making the sale personal, and selling the vision rather than the product or service itself. He emphasizes the importance of storytelling and connecting with the audience on an emotional level.
Why does the speaker suggest not wanting to sell the business when negotiating?
-Not wanting to sell the business when negotiating can lead to better value because it shows confidence in the business's potential and mission. It also prevents the focus from being on short-term gains and keeps the emphasis on long-term impact.
Outlines
🚀 Entrepreneurial Journey and Business Framework
The speaker shares their personal journey from homelessness at 15 to selling a company for a significant amount, emphasizing the importance of a clear business framework. They outline a four-part plan: establishing a business philosophy, starting a business with no money, scaling to an intermediate level, and finally achieving a multi-million pound business. The focus is on identifying one's end goal, visualizing the dream business, and understanding the purpose behind it. The speaker encourages viewers to think beyond traditional retirement goals and to find excitement and meaning in their entrepreneurial ventures.
🤔 Reflecting on Goals and Starting Small
This paragraph delves into the importance of setting personal end goals and the philosophy of starting small to achieve big dreams. The speaker advises against aiming for retirement as an end goal, suggesting it represents a trap of the existing system. They propose visualizing one's dream business without limitations and identifying personal purpose. The speaker also introduces the concept of 'thinking small' as a practical strategy to start a business, recommending humble beginnings like a gardening or car washing service to build foundational skills and capital.
🛠 Building a Business with No Money
The speaker provides practical advice on starting a business with no money, emphasizing the importance of patience and step-by-step progress. They share personal anecdotes, such as buying a staircase as a symbol of climbing to success one step at a time. The speaker encourages viewers to subscribe for more content, highlighting the value of the philosophy shared. The focus shifts to the 'think small' strategy, where the speaker discusses the importance of selecting a small-scale business that can generate income and knowledge, suggesting that starting with a service company is a viable option.
🌱 Overcoming Obstacles and Generating Ideas
In this paragraph, the speaker discusses overcoming objections and generating business ideas. They suggest using the customer's equipment as a starting point and emphasize the importance of mindset over material resources. The speaker encourages taking action, such as knocking on doors to offer services, and highlights the need to charge upfront for services rendered. They also touch on the importance of understanding how money works, specifically the strategy of charging 50% upfront as a deposit to cover costs and ensure profit.
💼 Equity, Employment, and Entrepreneurial Mindset
The speaker explores the concept of equity and its role in business, advocating for giving equity to team members where it's earned. They share a personal story about an employee who is working towards launching a clothing brand while helping the speaker's content creation. The speaker advises getting a job that aligns with one's dream, being honest about one's entrepreneurial intentions in job interviews, and using employment as a stepping stone to learn and grow. They also discuss the importance of vertical thinking in business, suggesting ways to generate income beyond the primary service or product.
🔄 Scaling Up and the Middle Ground
The speaker discusses the challenges and strategies of scaling a business, referring to the 'Middle Ground' as a critical phase. They emphasize the importance of having a clear end goal and distinguishing between horizontal and vertical business growth. The speaker advises against becoming the most important person in the business and instead focuses on hiring the right people to manage different aspects of the business. They also suggest selling the business if it's not scalable and using the capital for further growth or investment in scalable ventures.
🤝 Building Networks and Equity Investments
In this paragraph, the speaker focuses on the importance of networking and equity investments in business growth. They suggest buying into businesses that align with one's interests and passions as a way to gain valuable experience and build a network. The speaker also highlights the power of sharing personal stories and linking them to one's end goals, emphasizing the infectious nature of purpose and the importance of surrounding oneself with like-minded individuals who share the same mission.
🌐 Travel, Education, and Growth
The speaker encourages travel as a means of education and growth, sharing their own experience of traveling to Hong Kong and gaining valuable insights. They suggest that travel can provide a broader perspective and understanding of global markets, which can lead to new business opportunities. The speaker also discusses the importance of investing in oneself through experiences that contribute to personal and professional development, rather than solely focusing on material investments like property or stocks.
🎯 Purpose and the 'Go Big or Go Home' Stage
The speaker introduces the 'Go Big or Go Home' stage, emphasizing the importance of purpose and the accumulation of knowledge and experience from previous stages. They argue that having a big idea doesn't necessarily require significant financial resources if it's validated and well-executed. The speaker shares their personal story of selling a company and using the proceeds to invest in scalable businesses, highlighting the importance of acting as if one has no money to maintain focus and drive.
🏆 Becoming a Specialist and Building a Personal Brand
In this paragraph, the speaker advises transitioning from a generalist to a specialist in one's field of expertise. They discuss the importance of developing a deep skill set that is difficult for AI to replicate, such as marketing. The speaker also stresses the significance of building a personal brand to leverage for business growth. They suggest documenting one's journey and sharing it through various formats to connect with an audience and establish credibility.
🤼♂️ The Power of Advisors, Community, and Branding
The speaker highlights the importance of building a board of advisers to gain knowledge and credibility in areas where one might be lacking. They also emphasize the need to build a community around the business, as it provides support and engagement that can contribute to its growth. Additionally, the speaker discusses the power of branding and the need to create a brand that resonates with people's values and beliefs, which can lead to trust and loyalty.
💬 Mastering Sales and the Art of Storytelling
In this final paragraph, the speaker underscores the importance of sales in building a successful business. They argue that sales skills can be taught and are essential for everyone, regardless of their personality type. The speaker also discusses the power of storytelling in sales, suggesting that making the sale personal and connecting with the audience on an emotional level can lead to greater success. They advise against selling the company and instead focus on building a business that creates value and impact.
Mindmap
Keywords
💡Framework
💡Visualization
💡Purpose
💡End Game
💡Role Model
💡Luck
💡Think Small
💡Vertical Thinking
💡Middle Ground
💡Personal Brand
💡Go Big or Go Home
💡Sales
💡Community
💡Branding
💡Advisors
Highlights
From homelessness at 15 to selling a company for an undisclosed large sum in 2016, the speaker outlines their journey and the framework they will share for building a successful business.
The importance of having a clear end goal that goes beyond the concept of retirement, which is often a trap set by societal norms.
The emphasis on visualizing your dream business and its purpose as the first step in creating a business from scratch.
Defining 'end game' as a success metric that should be something you're excited about, rather than simply retiring.
The strategy of naming your end dream to give it a sense of reality and to help work towards it actively.
The role of luck in business and how to be prepared to take advantage of it when it presents itself.
Selecting a role model instead of a mentor to learn from and be inspired by their journey and success.
The significance of asking the right questions to break down a large idea into manageable parts.
The step-by-step approach to building a business and the importance of patience and persistence.
The 'think small' strategy for starting a business, which involves doing what no one else wants to do to build a foundation.
The idea of charging 50% upfront for services as a way to manage cash flow and ensure profitability.
The concept of equity and how it can be used as an incentive and a tool for team members to feel ownership.
The suggestion to get a job at a place that aligns with your mission to learn and grow towards your end goal.
The importance of owning the client relationship and the vertical integration in business for scalability.
The transition from a small to a medium-sized business, focusing on hiring the right people and managing for purpose.
The potential of selling a company as a stepping stone to invest in something more scalable and aligned with long-term goals.
The value of building a network and gaining equity in businesses to expand opportunities and influence.
The power of sharing personal stories and linking them to your mission to inspire and connect with others.
The concept of 'wax on, wax off' as a metaphor for the necessary groundwork and gradual progression towards expertise.
The necessity of becoming a specialist in a particular field to build respect and a strong personal brand.
The importance of building a board of advisors to gain knowledge, credibility, and to help scale the business.
The significance of building a community to support and grow the business, creating a network of engaged individuals.
The focus on branding as a means to establish trust and recognition, which is vital for a large-scale business.
The art of sales as a critical skill for driving a business forward and the importance of making the sale personal.
The final stage advice of building a business with the intention to make a difference in the world, not just for profit.
Transcripts
I went from homelose at 15 to selling my
company in 2016 to price waterhous
Cooper for more money than I'll ever
need and I did it all with no money and
the knowledge I'm about to give you free
today I'm going to give you the exact
framework to come up with a million
dooll business idea if you can't sit
down for 5 minutes and learn what I'm
about to teach you I've got some news
for you you're probably not going to
make it I've spent 30 Years Learning
this knowledge and I'm going to give it
to you for free sit down learn it
today's video will really be broken into
four parts the first is the philosophy
of business the structure the foundation
you need to make it work the second step
is a business anybody can start how to
start it what could it be how you going
to make money the third is an
intermediate business a business that
takes you from no money to having some
money to the fourth stage which is a
multi-million pound business those are
the four stages we're going to go
through so let's get started first up I
want you to identify what your end goal
is and don't make it retirement please
don't make it retirement that is exactly
the Trap that the existing system wants
you to fall into if you think about
retirement as the time you can enjoy
your life you are because that is a
system a treadmill you will never get
off so where do you really start where
should you really focus I want you to
visualize your dream business now I
don't care how crazy the idea is I don't
care how much money the idea is going to
cost it's absolutely possible so
start visualizing
first step to building any business with
no money that you love is visualize the
business what is its purpose now I went
into purpose in my previous video so I'm
not going to go deep on purpose and how
to find purpose I put that all in the
other video today is about how to get it
going how to make it work and how to get
where you want to go but you still need
purpose at the beginning everything
starts with purpose it's not a woo woo
word the deliverly don't teach you at
school learn what it means start asking
yourself what is your purpose purpose
that's the first second is
end
game what is success for you what is it
is it having spare time right okay what
are you going to do with that spare time
I think spare time when people say
that's their end game to be retired is
because what they're doing presently
doesn't excite them so we have to make
sure what your end goal is is something
you're excited about so you don't want
to retire because retirement is for
those that hate what they do and this
video is here to help you love what you
do and have the skills to get there so
figure out what your endgame is and try
to not make it sitting on some beach
doing nothing because that is not what
life's about I think it's about making a
difference in this world the third step
is name your end dream whatever it is so
my end dream is a business called free
Humanity when I was younger I thought
about all the people that are trapped
like I was and I thought that's not
right and I had this idea in my head
free Humanity name it name where you're
going that I did it I've done it this is
how I got where I am today from nothing
to multimillionaire because I named my
dream I named it I made it real so name
it there's a few ways to make this
business happen really quick and one of
them is luck I always tell people try
your luck once you know what you're
trying to do you know what your vision
is you have a name for it you might get
stuck in a lift with a millionaire very
soon you might end up walking somewhere
and suddenly bumping into Elon musk be
ready try your luck you can pitch this
now you have this framework instantly
now I'm I'm pretty sure the luck element
of this idea will not click in I don't
like to rely on luck we can hack luck
I'm going to talk about that in depth a
little bit later but the ultimate thing
here is be ready for luck luck often
happens when you're prepared so be ready
try your
luck okay but I'm pretty sure
that luck piece is random and cannot be
predicted I want to give you practical
ways of getting there and this luck
piece right now at this stage is Not
Practical enough for me so the fifth
step is pick a role model not a mentor
too many people think they need a mentor
you ask someone to be a mentor most
people haven't got time especially the
good ones stop asking for people to be
your Mentor instead pick a role model
and if you see people out there doing
something that inspires you doing
something that you admire follow them
learn everything about them get deep and
maybe even look to see if you can work
with them pick a role
model now I'm going to get to the juicy
bits in a minute how to actually start a
business with no money how to grow a
business with no money how to make lots
of money I know you guys want to hear
that but this groundwork I'm giving you
now is so vital number six think about
the questions you need to ask to get the
answers to this big idea this big idea
might be so big it's like a mountain you
can't move a mountain right but you can
move a mountain in by moving one small
rock at a time one small question at a
time what do you need to ask and who do
you need to ask it of get a notepad
write down every day you're going to
come up with a new question how do I
manufacture my product where do I get it
checked to make sure that it's safe how
can I sell it where do I sell it what
price should I sell it for all the
questions you can think of write them
down and then you're going to find
people I'm going to help you find people
that can answer those questions number
seven everything is step by step be
patient I know you want to get there
quickly I want you to get there quickly
I wanted to get there quickly but it's a
step-by-step process you have to be
patient think about the steps visualize
them manifest them but just be patient
and remember it's step by step I bought
a staircase in Twickenham to symbolize
this it is so important one step at a
time and that's what I'm going to talk
through with this video today what are
the steps steps you might have yourself
already a few steps ahead so that's
great we'll get to where you are where
you are in your steps but getting
anywhere is a step-by-step process and
I'm so pleased I am where I am today I
didn't want to get here quicker either
because if you go up too quick you come
down too quick you see anybody famous
they become suddenly famous and I I see
them fall just as quick right do it step
by step build the foundations enjoy the
journey in this step-by-step process
learn to breathe in and breathe out and
enjoy the journey step by step if you're
getting any value from this video I ask
you to subscribe I know you get sick and
tired of people asking you to do that on
these videos but I'm asking you to do it
because the more people that subscribe
the more people I can help and the more
people that subscribe the more dreams
come true now we've got the philosophy
in lock you know exactly what you need
to do there's some homework for you to
do there let's move on to what I call
think small now in a think small
strategy for starting a business the way
you need to think about it is where can
you get the money and knowledge to start
your big dream and I think often it lies
in what I did which is I started a
Service Company a gardening company now
at the time it was not glamorous people
my age teasing me it was not easy to do
a gardening business because no one
wanted to do a gardening business
everyone wanted to go get a fancy job
sound cool from a young age I dug in
literally and built a gardening company
and I want you to think small I want you
to put aside image and peer pressure and
just think about your life later if you
do the thing that no one else wants to
do right now at one point I was picking
strawberries all day long certainly not
sitting on YouTube getting millions of
views as I am today you have to think
small to get big and I know it's painful
and I know it's hard but if you can
reset your mind and think it's step by
step you can change everything so what
you have to ask yourself is what are you
good at I know right now you might not
think you're good at anything stop
thinking that way you can pick
strawberries now I know it's not
glamorous I know it you're not going to
make it if you can't change this mindset
you've got to do the things when you're
younger in particular you've got to do
the things to build the foundation to do
great things you've got to take a step
back drop your ego and figure out how
can you build something that you own
that you control you're in control of
the day build a brand not a business
you've got to do this by starting small
now it might not be a gardening company
it could be a car washing company it
could be a window cleaning business I
want to give you something more
glamorous I want to say you can start
selling your own products you can you
can do all of these things you just got
to start don't make it the end goal
don't think it has to be the big idea it
has to be the most special thing in the
world think small do something I know
you don't get many people giving you
this advice I know it's the truth though
it's how I did it I started with a
gardening company that gardening company
gave me the ability to learn all the
skills I'm about to go through with you
sales marketing hiring people you get
all these skills by doing something and
if you're lucky and you do something I
was luck definitely plays a role you can
actually make money out of it now the
second thing you need to do once you've
accepted you're willing to do something
is pick that thing and start executing
on it so let's say it's a gardening
company now as soon as you start
thinking right I'm going to do a
gardening company I know what's going to
through your mind straight away like
well I don't have any money for the
equipment and I don't have time cuz I've
got a job right now so how am I going to
do it right first step is believing
you're going to do it the second step is
selling it to someone it's that simple
right selling it to potential people
that come help you do it selling it to
people that would let you take care of
their Gardens I just think people don't
realize that you create your own reality
and literally and maybe you should just
do this as an exercise walk up to a
house with a big garden and knock on the
door do it today and say hi my name's
John and I've got a gardening company
would you let me take care of your
garden if they tell you to S off or they
say no you've lost nothing it's a great
training exercise to go into the real
world because I might go through all
this stuff in this video with you but we
all know you memorize things by doing
them so I want you to go knock on the
door today and ask someone if you can
clean their Windows this is what's going
to happen they're going to say yes or
they're going to say no or they're going
to do the buying sign and ask you how
much have a price ready pick a number it
doesn't really matter how much let's say
50 Quid let's say 100 quid don't
underprice it by the way CU then they'll
be scared you're not actually going to
do a good job so try to price it fair
and then you're going to say to me Simon
I don't have the equipment to clean the
windows I don't have the equipment to do
the gardening use the equipment of the
customer you just asked give them a
discount if they let you use their
bucket use their water use their
cleaning materials of course have some
backup I mean you probably can afford
surely five quids worth of window
cleaning materials come on
loser I'm joking you're not a loser I
just did that to make Callum laugh the
point I'm trying to make here is don't
make excuses okay your mind will always
tell you not to do things CU you're lazy
humans are naturally lazy these jobs
will initially sound hard I have clean
windows I have dug up Gardens I'm
telling you right now it was more fun
than I thought it was going to be did I
want to do it forever of course not did
I have to do it yes this is the first
step you need to take to make your dream
happen you need to make your want and
need you need to stop saying to yourself
you want to be success uccessful because
if you're saying to yourself you want to
be successful it's not going to happen
you know why cuz you don't need it you
need to start saying if I don't make it
happened
I'm I know with all my heart the reason
I'm successful today is not because I'm
smart it's not because I had any money I
can't even read the reason I'm
successful is because I had no choice
there was no backup plan I couldn't stay
in my mom's spare room she kicked me out
I had nobody I had nothing it was a good
thing I want you to experience this
because it drives you to knock on that
door and push through your monkey brain
that tells you not to do it I need you
to need it for this to work for the rest
of this video won't work unless you need
it I've seen people in their 30s get
really unfit and they want to go to the
gym they're always telling me they want
to go to the gym and then one day they
go to the doctor and the doctor says
you're about to get diabetes you're
about to get very sick the next day
they're in the gym and they don't look
back that's what you need to do you need
to think you're going to die if you
don't make it happen it's traumatic and
extreme but it works you've got to
believe if you don't go and clean that
window today in that house for that
amount of money if you don't need it if
you don't say to yourself you're going
to die if you don't do it you probably
won't do it tell your mind you're going
to die if you don't do it I know it
sounds extreme but it works now the
fourth
step I've touched on a little bit
already but I want to dig into it the
idea generation
now when I say the word idea you might
think this goes back to what are you
good at it definitely has a parallel if
you're good at something ideally you
enjoy it like I actually didn't mind
doing gardening definitely got sick of
it and brought other people in to do it
in the end but I think that idea try to
make even this stage something you enjoy
right so for example bring your friends
in work with your mates it's fine then
you can have a laugh while you're
building something together you know
like make it fun and I think that word
fun is not used enough in business I
don't hear anybody talking about the
word fun and honestly the only reason
I've kept going most of the time because
I went from want to need and now I don't
need it so how did I keep going CU it
was fun and later I'll get into how you
build a big business because that's a
whole different philosophy but I'm
telling you now make it fun give
yourself that why not why can't these
jobs be fun you will talk about this
with your mates later how you started
this amazing business by building
businesses at the beginning right so
make the idea something you are actually
enjoying ideally something you find
interesting and make it fun the next
step is understanding something I've
always hated myself something that will
help you start all of these things with
no money and that is how money Works
accounting is the official terminology
the biggest hack I ever learned in
building all the businesses that I've
built is learn to charge people 50%
Upfront for the service so if it's a
gardening company a graphic design
company a consultancy a dog Walking
Company all of them when you've got no
money start with a simple accounts
philosophy I charge everybody 50% in
advance as a deposit that 50% covers all
of your costs including your living
costs to do the work that I'm talking
about then when you get paid the
remaining 50% when you walk that dog and
the dog got back safe you get the final
50% at the end of each month that's your
profit it's a simple structure that
nobody seems to follow that guarantees
you that your cost of living are covered
and your profit is just a matter of time
now you'll get a lot of push back from
people some people will say I won't pay
50% forget those customers don't work
with them pick and choose your customers
I haven't gone into that much today at
this point actually you should pick and
choose your customers don't let these
people determine whether or not your
business works if people won't pay your
terms find someone else there's plenty
of people have dirty Windows there's
plenty of people that need a garden that
needs taken care of there's plenty of
people need their dog walking if people
don't accept your payment terms then
move on from those people is a good way
of also filtering out these idiots I
call this the 50% rule lock it in be
confident sell the 50% rule or do not
work with these people it will manage
your cash flow and ensure your business
with no money Works number
six slightly controversial this point
and I've been thinking about how to
explain this because it's actually quite
complicated and almost sounds like I'm
going against the very thing I'm telling
you to do right but hear me out
everybody in my company generally has
Equity I believe in giving Equity to the
team well they've earned it in fairness
but I believe people should have Equity
where they work right so I'm not a
hypocrite and people get Equity where
they work including where they work for
me but there is one person who right now
doesn't have Equity I won't name them
because they might be imp
past but they've done a very clever
thing that I think you should also
consider so he's come to work with me
and he works hard and diligently helping
us make content like
this but he has a dream to launch a
clothing brand so what he's doing is
he's helping me to build what I'm doing
to help him with a clothing brand he
wants to do one day now I will be a
shareholder in that Future clothing
brand what I'm going to say to you now
might go against everything you've ever
heard me say get a job somewhere but not
just anywhere get a job at a place that
can support you to do your dream
bizarrely in the interview tell them
when they say where do you see yourself
in 5 years or some bull like that don't
tell them what they want to hear don't
tell them sitting in this chair in your
office working for this company that's
what you want to say that's the truth
that they want to hear don't say that
don't say that don't say that tell them
the truth say if you go work for example
at gym shark tell Ben Francis who I've
interviewed in my podcast by the way
tell him I want to open up my own
clothing brand one day and I'm coming
here to learn how to do it I promise you
you're more likely to get the job if you
say this and you're setting the
relationship up with your employer
honestly and straightforwardly from day
one why would anyone want to go work in
a job and be stuck there for the rest of
their life tell the person who's
interviewing you the truth two things
happen when you do this first of all
well maybe three things happen if you
tell them this let's do the two
positives first the first is the person
interviewing you will probably laugh and
that person interviewing you will
probably resonate cuz they're probably
doing a job they hate so they're
probably suddenly going to relate to you
a little bit more and like the honesty
the second thing is they probably give
you a job to help you get there so in a
department that links to what you're
trying to do so you might say I want to
learn how manufacturing works well let's
get you a job in the manufacturing
sourcing side of the business I want to
learn how retail works well let's get
you a job on the front line of retail
then once you know what your trying to
achieve maybe they'll help you and I've
seen this happen this has happened with
me when people have told me what they
really want I've been able to help them
do it right the third option is they
don't give you the job well good them
they were never going to help you anyway
so it's good you just filtered out a job
so I'm going to write this down it goes
against my grain get a job I never write
that down but remember not just any job
one that aligns with your mission and
your purpose I don't particularly like
this option but I understand when you've
got no money and you want to get
somewhere in life it can be a stepping
stone just don't get trapped there
salary is a drug that will trap you
forever don't start buying as soon as
you get a salary then then mean every
first of the month you need that money
cuz nothing I'm going to tell you now
will ever happened in the next stage if
you get addicted to that salary now in
this think small strategy there's a
couple of side points you may have a
business that's doing gardening great
you may now have a client paying you 50%
up front brilliant you might even be
building a brand of value you can sell
this brand later to someone else that
wants to do a gardening company you can
bring someone else in to run this
business later I'm going to talk about
this in a minute but the most important
thing is you also think not just what we
call horizontal business which is the
actual business the business is
gardening right you've also got to think
vertically so vertical thinking in
business is where you think right how
else can I make money out of the
business that's hard work right because
cleaning windows doing Gardens all of
these jobs is hard work how else can you
make money a good example of this is the
guys that clean swimming pools you've
probably seen them around right they're
just cleaning swimming pools who wants
to clean simol but they video before and
after and those videos have blown up you
might have seen Mack a group these are
two twins that we're helping right now
they're basically cleaning up areas in
London and they're videoing it they have
a cleaning company no one really wants
to clean right but they have a cleaning
company now they're cool cuz their
videos have blown up on the Internet
they actually pictured our doorbell and
they clean my staircase they did the
thing they put it up online it got
millions of views they make money from
the videos right I make money from this
video right I give this money away to
fund people's dreams and build
infrastructure to help people for free
but I'm making content that I enjoy and
it doesn't sound cool does it to sit in
a Cold podcast Studio CU it is cold
today right on a whiteboard for 6 hours
sharing knowledge revie doesn't sound
like fun right as I said earlier you got
to make it fun you've got to think about
the long term and use vertical thinking
to make some extra money one of the keys
to Vertical income is owning the client
relationship this is why I don't really
like MLM type businesses and I'm not a
big fan of some elements of Drop
Shipping because there's two ends you
need to make a business work today and
for your future self these future things
I'm about to tell you you need the
relationship with the product supplier
ideally you own the product whatever
that is so for example in window
cleaning eventually really you want your
own window cleaning products right
that's a vertical that's scalable you
want to own the products and then you
want to own the client relationship so
you're the person that goes to the house
initially and has that client
relationship but eventually hopefully a
scalable business that client feels
loyal to you if someone else turns up
and says hi I would like to clean your
windows you say no don't worry I've
already got Simon script doing it why
would I get anyone else to do it he's
brilliant and he helps me pick up my
kids from school sometimes and sometimes
he does this sometimes does that now
it's not scalable initially
relationships initially are not scalable
don't think about a relationship as a
commodity think about a relationship as
an organic growing thing as you build a
brand the people will trust a brand
doesn't have to be you we're going to
come into brand building a bit later
because it's key to scale but initially
you are the brand just accept it and if
you can make a relationship with the
client eventually bizar I'm going to
talk about it later these people could
be your investors in your future
business these people could be your your
clients I had a business that sold
coasters with ads on them that same
person who bought that coaster also
ended up buying my agency Services also
ended up being an investor with me in
businesses and also ended up investing
in the business I run today help
bank.com and it all started with them
buying a coaster with an ad on it I did
15 years ago right next up I'm going to
teach you the middle ground this is not
the end goal this is not your dream
business this is you've started a
business now you're going to have a
middle ground business we're going to
get into it and then you're going to get
the million plus Dollar business that
you want patience Middle Ground let me
teach you how this works this stage is
where most people fall over there's a
couple of reasons why people can't do
the middle ground one is they've
actually got stuck in the stage I've
just taught you about and you make
yourself the most important person in
the business we just created and that's
a big mistake you have to enjoy the
business lean into it definitely at the
beginning get your hands dirty for
example clean the windows but we need to
scale up and that's what this stage is
about but a lot of people get trapped in
the earlier stage now the middle ground
business is where you start compounding
what you've leared building the previous
business it is is is actually I'm going
to come to a much harder stage which of
course is turning into a multi-million
pound business but this stage
ironically is the stage I got stuck at
myself for quite a long time so when I
built my agency business the problem is
I enjoyed it too much and I made myself
the only person who could sell for the
longest time and the business didn't
have a strong enough purpose so in
Middle Ground the first step to
conquering Middle Ground is remind
yourself where you want to go what I
said at the beginning of the video right
remember your end
goal
now a lot of people who don't make it
into Middle Ground scale-ups have fall
into the same trap that a job traps you
into you've got just enough to get by
you've got kind of an okay life you've
got used to cleaning windows and you
quite like it and you kind of got
trapped and you have to remind yourself
your own goal right write it on the wall
write it on your hand tattoo it on your
arm whatever you need to do remember the
end goal right it's easier to run a big
company than a small company despite
what you've been told all these bosses
you have make you think running a big
company is hard it's not when my company
was big I was on the golf course all day
cuz I could afford middle management I
could afford people to run the dayto day
I want you to get this clear in your
head running a small business does not
mean an easier life it's not true I've
run small businesses and I've run huge
businesses and I'm so glad I ran the
huge businesses to learn this now I want
to get you there but you have to know
this to be true otherwise you won't get
there you'll get trapped just like you
did in a job just like you will with a
small business don't get trapped Middle
Ground is about framing it to understand
the truth the very thing you haven't
been taught that owning a big business
is easier than owning a small business
mindset it's easy to run a big business
than a small business now I didn't know
it back then but what I did notice is
every time I hired someone good my life
got a little easier right so you have to
learn to hire people in the middle
ground and this is is where everything
starts to inter link the end stage I'm
going to go into later this stage and
what I've just told you all inter link
if you want to hire people right most
people make a big mistake when they hire
people they hire people to do a job do
the gardening they don't hire people
with this idea of what I call purpose
right because if you hire people right
you don't have to manage people you
manage purpose I've said it in a
previous video I'm going to keep saying
the same stuff because it's all interl
when you hire someone and it's key this
Middle Ground you have to hire people
you cannot grow you cannot scale so for
example you might hire someone to run
your window cleaning business and now
you're just going to take 50% of the
profit instead of 100% but you're free
and you've got compound you've got
client relationships maybe you've
learned how to build a brand but you
need to hire people you need to hire
people to replace you part of that
hiring process is you need to move often
from what I call uh generalists people
that can do anything to Specialists so
in the window cleaning example you might
have additionally just hire people that
clean windows great now you need hire
people that do just sales all day and
knock on doors and then you need to hire
people that are specialist in cleaning
windows and they do it the fastest and
they do it the best and then you need to
hire an account system to manage it you
need to hire an upsell service operator
someone that goes and upsales to these
clients perhaps you also need to start
getting a finance department to raise
money to buy Vans so you now need a
Finance Management and upgrade
Department you need a vehicle management
specialist you need to start thinking
about the business in sections to scale
it now you existing business that you
built might still have that feeling of
being a business you don't want so
here's another option instead of hiring
people that business and go into the
middle ground sell the company that's
what I
did I sold the first two businesses I
ever built for next to nothing but the
good thing about that whole process is I
built something up I learned how I did
it and I sold it and make a little bit
of money more money back into the kitty
to allow you to do something else it
gives you confidence and it gives you a
little bit of Capital now my first
business I sold for £50,000 and I am
going to try and teach you how to sell a
company later in the video and how I
sold businesses is actually art in
itself that you can learn this Middle
Ground stage I really want to make sure
that you don't make a classic mistake at
this stage when I sold that company
everybody told me put the money into
property so I looked at property I
almost did it so glad I didn't I looked
a property and I could have bought a
house and I could have put this £50,000
into that house right so then what well
that house might triple over the next 3
years 5 years 10 years fine right buy a
house change the locks rent it out I
learned nothing with that £50,000
nothing except how to buy property and
change the lock on the door right
instead what I did so I took that money
and I put it into something scalable I
was willing to risk it all and I put it
into something scalable and I know it
sounds crazy cuz buying a property is
safe buy five properties buy 10
properties but you won't have this end
goal life that you want if you do this
in my opinion A lot of people are going
to disagree with me in the comments
buying property passive income blah blah
blah it's a business it's an evil
business that side it won't teach you
what you need to know to get where you
need to go see this money that you make
from potentially selling your company as
the stepping stone to something much
bigger much more exciting buying a
property and renting it out is just like
getting a job just like staying in a
business you don't love don't let these
things own you that's what happens when
your own a property someone will ring
you up at 3:00 in the morning wanting
you to fix their washing machine is this
what you want to be doing for the rest
of your life is this a purpose
overcharging a nurse for a house so you
can get the maximum yield out of it no
do what I did take this money and apply
it to the next stage of your development
invest in yourself not stocks and shares
not a property in yourself I'm going to
talk about how to sell a company a bit
later cuz it actually quite a detailed
subject but I want you to get this in
your head one way to go to the middle
ground is high people one way to go to
this Middle Ground is sell a company but
it all requires you to have the right
mindset a long-term mindset don't take
short-term gains don't tell I bought a
property I'm renting it out and don't be
proud of that right that is not a thing
that's not business that's not real
business in my opinion the middle ground
stage is all about getting access to a
bigger Network they always say your
network is your netw worth I kind of
hate that saying cuz I had no network
when I left home I had no network when I
left school you build a network by
asking the right people the right
question I talked about this earlier you
don't need to have the right network but
one way to get the right network is to
do this Buy in to businesses you love
now when I say Buy in you might be like
Well Middle Ground have I got any money
maybe if you sold a company you have
maybe if you've hired someone to run
your business you've got some income
coming in now but even if you've got no
money think about getting equity in a
business that you like this is what I
did I I actually helped someone else
start their business
and I gave them support and advice and
in return they gave me Equity this
Equity became very valuable right get
equity in businesses not stocks and
shares you have no influence over buying
Tesla or buying Apple you can't make
that business more successful with your
influence with what you just learned
through this video you can't you can't
make any difference to the stock market
price but if you own equity in an actual
company let's say for example it's the
corner shop which you may just judge
right now go buy equity in that corner
shop and then you can help them get more
customers you can help that shop be
cooler you can perhaps bring a product
into that shop your own product maybe
even later and sell it in that shop see
how consumers interacts and you can make
money having a percentage in someone
else's dream helping someone else with
their dream own
Equity
where you
work and own Equity where you put your
energy
by the way at this stage I'm a little
bit conscious that this might be getting
complicated and you might be thinking
well I haven't even done stage one yet
Simon so why am I getting into this
stage too you kind of need to know all
the stages to be able to make it so you
need to know the whole story arc of how
this works so the beginning bit works so
as much as I told you earlier go knock
on doors you have to know the whole
process to to reverse engineer it when
you start if you start and you don't
know the full process that I'm trying to
Des describe to you now you won't know
when you see it the holes in the ground
you can fall into when trying to build
this all out right you might sell the
business and put it into pocket and fall
in a hole back to
like okay so you need to watch all of
this to get the full story arc and and
I'm going to I just mentioned earlier I
was going to throw some big names out of
people that have done this when I say
these names you're going be like well
they're famous now they've got lots of
money
they all started this process is exactly
the same they have done for example Mr
Beast he has done this you know what he
did you know you know what his skill is
you know I said earlier what is your
skill and apply it he could he could
basically count he could read the
dictionary so he read the dictionary on
a live stream and what did that turn
into one of the biggest YouTubers in the
world right he didn't have any money he
sat in his bedroom and read out the
dictionary and so everybody Gary ve you
know what he did he went and got a job
with his dad right and what did he do
when he was working with his dad well he
did a little video channel called Wine
Library wasn't that popular and he just
drank wine he was good at drinking wine
you could tell what good wine was and
what turned into probably one of the
biggest entrepreneur media brands in the
world today second only to mine of
course point I'm making if you actually
dig into anybody that's built a big
business you'll discover they started
off following this exact process that
I'm telling you now so number six in
Middle Ground that you have to learn and
you have to do this is the time where
you start sharing your story by this
point you should have built up some
credibility you built up hopefully a
freedom machine some that's how I
describe it you've learned how to make
money you've learned how to get a
business going you've got to business
but it's
working now is the time to really start
sharing your dream manifesting it you
have to start telling everybody body
what your end goal is including the
people you hire including the people you
meet
everybody and I believe you should try
to ground that story in a personal story
linked to you right the number one thing
in sales that no one ever teaches you is
sales is actually a very personal thing
it's exactly the same when it comes to
selling yourself ideally you think about
things very differently to how School
taught you right School teaches you to
think about what job you'll do when you
grow up it's a mistake they ask you what
will you do when you grow up young man
traps you into thinking about a job the
right way to think I've said it before
and I'll say it again in case you didn't
watch my previous video is you've got to
think what problem will I solve when I
grow up what problem will you solve so
for example with me why am I doing all
this free content why am I so obsessed
with helping people for free it's
because at 15 years old when I started a
business no one helped me this video
didn't exist I struggled I had pain I
found it hard I almost went bankrupt
quite a few times I had depression
I was sick all because I didn't have the
knowledge to get me where I wanted to go
right it motivates me today you need
that you need that motivation and if you
don't have it right now you can hack it
by hanging out with someone that's got
it so this is the sick Point share your
story try to link what you want to do in
the end hopefully by now you figured it
out to that story and then finally work
with people who have purpose bring
purpose into your life in every way you
can ideally bring people into the
business this next stage who have the
same Mission as you care about the same
problems as you right and at the same
time go work with in any way you can
people you see who have purpose because
it's infectious a lot of people don't
know what purpose looks like cuz they're
only really looking at I don't know
someone walking around smoking a cigar
talking about all their fancy cars and
then try to sell you a course they're
not necessarily purposeful they have a
mission to sell you a course right and
have a fancy lifestyle for themselves do
you really want to hang around with
someone like that you want to hang
around with someone that's actually
making a difference in my opinion I
don't know who that might be for you it
might be someone out there that you
admire go hang out with
them this is the hard bit for the middle
ground if you want to go and hang out
with people with purpose it might be
that you have to do free stuff for those
people I don't like people doing
anything for free in fact I find it
really hard to ask for help and get
anything for free myself but you need to
start investing in this next stage this
Middle Ground stage and do more stuff
for free which may sound
counterintuitive to everything you've
ever heard when it comes to business but
I made my middle ground stage of my life
work because I started off a gardening
company and it was but I made some money
right I then took that money and I
started a job initially weirdly in a
hotel as a consultant and then in that
hotel I noticed something the hotel was
taking phone calls from people and
saying sorry we're full the hotel was
full and the receptionist would slam the
phone down and I thought that's that's a
waste of a lead we spent a lot of money
getting that person to ring the hotel
the hotel's full the happily putting the
phone down the receptionist are smiling
how fool sorry bye what a waste so I had
an idea why don't we help that person
who's ringing up find them another hotel
room instead of just hang the phone up
on them it's better customer service as
well right so that's what we started
doing we started for free helping these
people we're full today but there's a
hotel down the road the Four Seasons um
it's not as good as us ha but we can try
and get you a room there if that will
help and they went oh sure thanks that's
amazing we'll call you back so customer
service for free and then we realized
well when we made a booking with another
hotel they pay us a 15% commission so
now we're making 15% on that person we
were hanging up on before right so by
doing something free by perhaps taking a
step back like I actually got this kind
of consultancy job type thing after
having a successful business of my own
it gave me insight and access to a whole
new idea
now there was another way to do it which
I didn't do back then but I wish I had
done and that is and this is quite
extreme you sold your company made a bit
of money or you've got some income from
your existing business
travel see the world I went to Hong Kong
at 23 years old it blew my mind I used
to think England was special it had
roads and and and policed and I don't
know why I thought it was special but it
was in my mind this special democracy
and then I went and lived in other
cities and I realized just how much
England had lacking now that's both good
and bad it humbled me but it also gave
me insight into how the world works
there's always Arbitrage between what
one country has and what a another
country has and you can learn through
Arbitrage I can talk about Arbitrage
later in the video but Arbitrage will
help you understand you need to
understand the world to understand
Arbitrage if you don't know what's
happening in Hong Kong or Australia and
what the difference between where you
are now and this other country is you're
missing out on huge opportunities huge
don't care what business it is you're
missing out on huge opportunities so if
you can it doesn't sound very busy but
travel now the way I traveled is I got
work consultancy work in Hong Kong so
someone offered me a consultancy gig in
Hong Kong for six months I went there
for that that paid for everything for me
to get there plus I just made some money
from my company so I took that money
when I got to Hong Kong it blew my mind
I went there in 1997 when everyone was
leaving Hong Kong because Hong Kong is
being handed back to the Chinese and
what I noticed as everyone left was all
these great creative service providers
graphic designers web designers all
English people living in Hong Kong were
leaving because they thought communist
China's coming right nothing changed by
the way initially when Hong Kong handed
back to the Chinese but I digress the
point I'm trying to make here is that I
built a huge business by taking money I
made and having a holiday by taking the
money I made and traveling by going
somewhere new educating myself on the
world because this Middle Ground if I
was to sum it up is about education and
growth it is painful it is hard it might
seem like you're wasting the money you
just made doing the work you didn't want
to do but it's not it's an investment in
you that's the best investment you can
ever make don't buy a house it's not an
investment in you at this stage don't
buy stocks and shares it's not an
investment in you at this stage go out
there see the world it's possible if you
believe it's possible I stepped on a
friend's couch in Hong Kong I didn't go
spend all the money as soon as I got
there then I saw this market cap and
that's when I moved into the final stage
I want to teach you
today go big or go
home now we're going to build your dream
business and even if you don't know what
your dream is yet this framework will
help you build anything now the good
news is if we've done the previous
stages correctly and you built the
framework you actually have a lot of
options in some respects too many
options you need to make sure you
remember some of the early principles
that we talked about what is success for
you not everybody wants to be a
billionaire you should know what success
is and once you know it we can move into
this stage and get it for you the best
way for me to tell you this stage and I
struggle with trying to explain the
inquis of it is maybe from my own story
so I've done stage one and two I sold my
company fluid to price waterhous Cooper
for more Mone I ever need I'm liquid
which may seem so far away from where
you are now I will just say one thing
you don't need to have sold your company
for a lot of money at this stage to
actually still make
it why here's the irony this go big or
go home stage if it's big enough you
don't need money to do it either now I
have money and here's the weird thing I
pretend like I don't have it why because
I probably wouldn't be sitting in this
studio today recording this video for
the whole day if I knew what I could
actually be doing all the money I've got
in the bank right I could be sitting in
barley on the beach right so part of
this stage really strangely and you
might have to come back and watch this
later in your life to see that I'm right
you got to act like you got no money
here's the irony which is exactly the
opposite it's probably everything you
ever thought about when it comes to
making something really huge
happen an example of this you may have
heard recently that wew works founder
Adam Newman raised a load of money for a
new business this is a guy that worth a
billion dollars from the scam that is
Wei works and
today he ra raised a load of money to
start a new
business he actually acts like he's got
no money because he has to go out and
raise money why because if you've got a
big idea and you've got a big dream you
need to validate it I have done the same
I can fund the business I've got today
with the money I've got in the bank
forever but I've still gone out there
and kept the cost down of the business I
thought about how to build a business
step by step not like all those morons
that go build a business throw loads of
money at it and their business collapses
right 23 and me was a good example
recently for example go Google it they
raised loads of money big hype and then
they died right the world is lited with
businesses like this follow this rule
build slowly act like you've got no
money and by acting like you've got no
money but having all that knowledge
which is priceless all this compound
experience if you're winning to dig up
Gardens and clean windows you're willing
to build a business like no one else is
willing to build a business so
ironically this final stage you don't
need money to do it you don't need money
to build a 100 million pound business
I'm I'm doing it today I've done it
today this isn't something I'm telling
you in retrospect or as a theory as a
23y old with an idea I'm telling you
I've done it I'm dyslexic I left school
not able to read and write I was
homeless I had no money I had no help I
had no skills and I have made it and so
can you but when you get to this stage
you need to know you don't need money
you need what we've just learned if you
have money you're likely to fail at this
stage a lot of people start at this
stage without doing the previous two
stages you have a competitive Advantage
if you start with nothing and you have a
competitive advantage to go big and go
home if you've got the compound
knowledge I've just taught you and
you're at this stage you've got to act
like you've got no money so if you're
watching this video 6 years from now
and you've made a load of money watch
out it can make you lazy it can trap you
it can make you lose your hunger for
life this stage the most important
thing is you have a
purpose everything I told you at the
beginning of this video this stage is
about purpose you're here now do not
think you need money to be
here the second stage to go big or go
home this is what I call wax on wax off
I don't if you've ever seen Karate Kid
but in that movie and I don't want to
ruin it for you if you haven't seen it
but a young kid wants to learn karate so
the teacher makes him paint fences and
the teacher makes him clean cars and the
guy who's learning he getting upset it's
like I don't want to be painting your
fence or cleaning your cars I don't want
to do any of this I want to learn karate
teach me karate but of course painting
your fence is up and down cleaning car
is Round and Round right and what do you
do in karate up and down around and
around right I've just taught you to
paint fences and clean cars because now
you're going to be a karate expert but
you have to step up and believe it right
so wax
on wax off is about you realizing how
far you've come now you might be
actually at this stage now right you
might actually have the skills to do it
to do your idea you got no money it's
great you've learned to wax on and wax
off and not let anyone judge you for
painting fences and cleaning cars right
now you're ready to be Karate Kid it's a
movie by the way the first one's good
the old one the new one's no good don't
watch the new one watch the old one the
third step in go big or go home is
crucial you personally need to move from
a generalist to a specialist so when I
started out in my career I was a
generalist I would do the gardens I
would do the sales I would do everything
to make that business work now it's good
to have that groundwork but now you need
to be a specialist so what are you going
to be really good at and what are you
going to focus on so some leaders of
companies all they do is hire people I'm
a marketing person I love marketing so I
want to do everything around the
marketing stuff yeah of any business
that I'm involved in become a specialist
not a generalist dig in and I don't know
where you are in this journey like how
many years it's taken you to get to
where I'm talking about now maybe you're
already there but like learn a
particularly deep skill now ideally
something that AI cannot replace or
replicate that's why I love marketing AI
can come up with loads of marketing
ideas but AI doesn't how to implement
marketing ideas right now right still
requires us to implement them so I love
marketing because I think even when AI
comes along now ai is a tool I can use
in marketing right there's no technology
can disrupt The Specialist skill I've
developed so become a specialist because
if you're going to build a big business
people need to have respect for you in
that field I easily raise money for help
Bank
I easily built that business out because
I am a specialist in marketing and
everybody knows it most people in
they're building a business have to
spend Millions to get people to sign up
to their platform I didn't need to do
that and people respected me for that
they know me for that when you're not in
the room what do people say about you
because another really important part of
being a specialist is also building a
personal
brand now hopefully if you followed what
I said earlier and you're cleaning
swimming pools and you made viral videos
and I'm picking marketing as an example
it could also be similar in accounts or
any other part of business structure but
you've become a personal brand and you
can leverage this personal brand to
build anything that's why when I said
earlier even if you're cleaning windows
document it show a process that makes
you vertical income right now you need
to double down on personal brand you
need to invest in personal brand in
whatever format it takes for you you
don't have to make videos like I'm doing
you can write blogs you can write deep
content that gives people insight into
your knowledge and your world you can
share your journey sometimes it's as
simple as that so people can resonate
and connect to your personal brand right
you don't need to have a lot of
experience to share your journey that
will build your personal brand that will
create you vertical income that I
mentioned earlier and allow you whatever
product You're Building to get those
products sold fre in one this stage is
about cementing all this knowledge and
going big or not bothering
right the fourth thing you need to do I
think you need to build a board of
advisers so you need to get on board
people that have knowledge you don't
have or can bring credibility you don't
have because credibility can be brought
in and finally I think with a board of
advisors you can get the knowledge that
you need now I can go into the strategy
of how to get advis on board it's
actually quite simple because it links
to what I've been talking about the
basics are align your purpose to the
advisor's purpose so for example I want
to fix the education system so for me to
get advisors people that also want to
fix the education system that are
involved in the education system at
Stanford or what I can do it because
they have the same Mission as me they I
have a personal brand they
respect and I'm doing the work myself
cuz I'm acting like I've got no money
and I've got the wax on wax off skills
to make it all happen so a board of
advisors can help you get to the next
level because they can bring the
credibility in the area perhaps you
don't have and if your mission is
aligned with them they'll come on board
there are different Financial economic
models you can operate for Board of
advisor some advisors want being want to
be paid cash some want Equity some just
want to do it to make the world a better
place um I can get into that perhaps
another time um but Board of advisor I
think is a really good way of getting
the business to go big number five in
building any business that can go big in
my opinion is build a community it's an
old word but today more relevant than
ever I would argue the reason what I'm
doing today is working is because I
built a community I've got 4.5 million
people that follow me across all my
channels and those people care about the
problem I'm trying to solve so they're
engaged and they're helping they're
lifting up the business they're lifting
up what I'm trying to do if you want to
build something big something meaningful
you cannot do it on your own anyone that
says self-made millionaire in their bio
is aing idiot no one can do on their own
no one is self-made it's impossible
build a community hopefully in the
Middle Ground stage I told you earlier
you've already started that journey by
documenting what you're doing build a
community is key to a big
business number
six is
brand when I say to you do not sell time
buy time I'm also talking about building
a brand of value people will buy from a
brand they Trust people don't realize
how powerful a brand is despite probably
every single purchase you've made today
is a brand-based purchase you have some
affiliation to either the founder of the
company or what that brand stands for
from a quality point of view or a
mission point of view work on branding
when you're building a big company
you've got to make sure that branding
resonates with people and finally
probably the biggest thing you need to
learn when building a big business is SA
it's not glamorous it's not exciting
it's not sexy but this word will drive
everything you need to sell yourself and
your mission and what you're trying to
achieve to investors to the team that
you bring on board to potential clients
to the media you've got to learn to sell
now selling is a very very detailed
thing it can be taught you are a salesp
person I don't care if you're an
introvert or an extrovert you are a
sales person I'm going to make a whole
video about sales it's a long process
huge video about sales I'm going to drop
but I'm going to give you one tip
because you might not have time to watch
that video right now make the sale
personal dig in sell the vision sell to
everybody the vision do not not sell
right A lot of people especially in
England anyway scared to sell sell learn
to love it if you're solving a big
problem you're going to sell leaning to
sales but there's one
caveat don't ever want to sell your
company I've sold many companies many
times and the the best value I've ever
got for a business is when I didn't want
to sell it build a business you love
make the sale personal you might be
shocked how much you can sell by making
the sale personal so for example my book
just released we got number one on
Amazon bestseller list the day it
released without anyone having ever read
it without anyone having ever reviewed
it how do we get bestseller on Amazon
because I told the story of what the
book is there to do not what the book
contains book is there to help people
learn give without take not give and
take the book is there to help people
realize that if you give without take
you earn more you get more and people
buy the book to support the mission then
it's time we helped each other thousands
and thousands of people bought the book
based on that idea now I don't want you
to sell your business build this stage
make this business something you never
need to sell I built help Bank to help
people forever I'm not building it to
sell it to LinkedIn or any of these
other companies I will beat them I will
compete with them now don't get me wrong
if a big company came along and said
they could help us with our mission I'm
not saying I wouldn't consider it I'm
saying the best value I'm ever going to
get out of this business this big
business is not one to sell it right no
none of your employees or your customers
want to hear how you look forward to
selling this company one day right they
want to hear about how you're going to
change the world build this business
without ever thinking about how much
money you can make from selling it build
this business to change the world and
you will all right time for me to go and
eat some chicken thanks everybody
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