How To Go From $0 To $100M In 55 Minutes

Summary

The 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

00:00

🚀 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.

05:01

🤔 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.

10:01

🛠 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.

15:03

🌱 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.

20:04

💼 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.

25:06

🔄 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.

30:07

🤝 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.

35:08

🌐 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.

40:10

🎯 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.

45:11

🏆 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.

50:14

🤼‍♂️ 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.

55:15

💬 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.

Keywords

💡Framework

A framework in this context refers to a structured set of concepts or rules that serves as a guide to understanding or solving a problem. The video's theme revolves around providing a framework for creating a successful business idea from scratch. The speaker outlines a step-by-step process, beginning with identifying one's purpose and culminating in building a multi-million pound business.

💡Visualization

Visualization is the act of forming a mental image or picture of something. In the video, the speaker emphasizes the importance of visualizing one's dream business as the first step in the business creation process. It's about imagining the business's purpose and what success looks like, which helps in setting clear goals and creating a roadmap to achieve them.

💡Purpose

Purpose, as discussed in the video, is the fundamental reason for which something exists or is done. It is the driving force behind any venture. The speaker mentions that everything starts with purpose, which is not just a motivational term but a critical component in the business framework that guides the entrepreneur's decisions and actions.

💡End Game

End game refers to the final outcome or the ultimate goal one aims to achieve. The video suggests that one should define their end game in terms of what success means to them, beyond just financial gain. It's about finding something that excites and motivates the individual, thereby avoiding the trap of retiring from a job they dislike.

💡Role Model

A role model is someone who serves as an example, whose behavior is emulated by others. In the script, the speaker advises choosing a role model instead of seeking a mentor. This involves learning from people who inspire and admiring their achievements, which can be a powerful motivator and educational tool in one's entrepreneurial journey.

💡Luck

Luck is the chance occurrence of events, especially fortunate ones. The speaker acknowledges that luck can play a role in success but emphasizes the importance of being prepared for it. The concept of 'hacking luck' suggests that while luck might be random, one can increase their chances of success by being proactive and prepared for opportunities.

💡Think Small

Think small is a strategy that encourages starting with a modest, manageable business venture. The video script mentions this as a practical approach to gaining experience and building a foundation before scaling up. It's about putting aside image and peer pressure to focus on learning and growth, which can eventually lead to bigger opportunities.

💡Vertical Thinking

Vertical thinking in the context of the video refers to the process of exploring ways to generate income from multiple angles within the same business. It is about finding additional revenue streams and maximizing the potential of the business beyond its core offerings. An example given is cleaning swimming pools and then leveraging the before-and-after videos for online engagement and profit.

💡Middle Ground

Middle Ground is a phase in the business growth process where an entrepreneur starts to scale up from their initial small business. The video describes this as a challenging stage where one must transition from being a generalist to a specialist, learn to delegate, and continue to grow the business towards a larger scale while maintaining their original vision and purpose.

💡Personal Brand

Personal brand is the unique image or impression that an individual projects, particularly in a professional context. The speaker highlights the importance of building a personal brand as a means to establish credibility, authority, and influence in one's field. This can help in various aspects of business, from attracting investors to gaining customers' trust.

💡Go Big or Go Home

The phrase 'go big or go home' encapsulates the spirit of taking bold actions and committing fully to one's goals. In the video, it represents the final stage of business development where the entrepreneur leverages their learned skills, experiences, and networks to build a significant, impactful business venture or pursue their ultimate dream.

💡Sales

Sales is the process of persuading someone to buy a product or service. The speaker in the video underscores the importance of sales skills in building a successful business. It's not just about selling products, but also about selling one's vision and mission to various stakeholders, which is crucial for the growth and success of the business.

💡Community

Community refers to a group of people who share common interests or goals. The video emphasizes building a community as a key strategy for creating a successful business. It's about engaging with people who resonate with the business's mission and values, creating a supportive network that can help drive the business forward.

💡Branding

Branding is the process of creating a unique name, symbol, or design that identifies and differentiates a product or service. In the context of the video, branding is crucial for creating a business that people trust and connect with. A strong brand can significantly influence consumer behavior and is a critical component of a successful business strategy.

💡Advisors

Advisors are experts who provide guidance and advice, often in a specific field. The speaker mentions the importance of having a board of advisors to bring in knowledge and credibility that the entrepreneur may lack. This can be invaluable in navigating the complexities of building a large-scale business and achieving the desired impact.

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