How to Win (At ANYTHING)

Summary

This thought-provoking presentation delves into the principles of success, challenging the audience to redefine their approach to winning. The speaker emphasizes the importance of operationalizing desired traits into actionable steps, breaking complex concepts into manageable tasks that anyone can understand and execute. By inverting common perspectives, the speaker encourages the audience to focus on the activities that guarantee failure, then flip those to identify the actions that lead to success. Throughout the presentation, the speaker drives home the message that true learning occurs when the same conditions elicit new behaviors, and that winning is a continuous process of outlasting rather than a one-time achievement. With a blend of humor, storytelling, and practical advice, the speaker motivates the audience to take control of their destiny by making decisions they can fully control, ultimately becoming the future version of themselves they aspire to be.

Takeaways

• 😀 Focus on impressing your future self, not others around you. Compare yourself to the person you want to become.
• 🤔 Identify the actions that guarantee you will lose, and do the opposite. Break down these behaviors into specific, actionable steps.
• 🧠 Learning happens when you change your behavior in response to the same situation. Intelligence is the speed at which you change your behavior.
• 🎯 Confidence comes from proving to yourself that you can consistently perform a skill. Practice until it becomes second nature.
• 🌍 Your environment shapes your behavior and standards. Surround yourself with people who are where you want to be.
• 😩 Motivation comes from feeling deprived of something you want. Compare yourself to those who have what you desire to create a gap.
• 🔄 Your identity is determined by your repeated actions, not the other way around. Behave like the person you want to become, and the identity will follow.
• 💪 The best time to start a new habit is when you are busiest. If you can do it during the hardest times, it will stick.
• 🚀 Getting started is more important than perfection. Break tasks down into smaller, actionable steps until you understand how to execute them.
• 🏆 Hard times are opportunities to prove your resilience. Winning means outlasting challenges and consistently taking the right actions.

Q & A

What is the main purpose of the presentation?

The main purpose of the presentation is to show the audience how to win and impress their future selves, not the people around them.

What are the five things the speaker covers in the presentation?

The speaker covers five things: what to do to win, how to do it, why to do it, who you need to become to do it, and when to start.

How does the speaker define winning?

The speaker defines winning as impressing the future version of yourself, not the people around you or on stage.

What is the process the speaker suggests for identifying what to do to win?

The speaker suggests inverting the process, first identifying what would guarantee failure and then doing the opposite of those things to win.

How does the speaker explain learning and intelligence?

The speaker defines learning as responding differently under the same conditions, and intelligence as the rate at which someone changes their behavior in the same situation.

What is the connection between confidence and proof?

The speaker suggests that confidence comes from the past, not the present, and is domain-specific. Confidence increases as you get more proof through repeated practice of a skill or behavior.

What are the external and internal conditions that may prevent people from doing what they should?

External conditions include opportunity hopping and not sticking with things long enough. Internal conditions involve comparing oneself to the wrong people and not creating enough internal motivation or deprivation.

How does the speaker explain the concept of becoming someone?

The speaker suggests that becoming someone is not about identity but about doing the same things that the person you want to become would do, and that your identity will then follow from your actions.

What is the speaker's advice on when to start making changes?

The speaker advises to start making changes immediately, as the moment you start doing the things that your future self would do, you become that person, even though it may take time for the proof to show up.

What is the speaker's final reminder to the audience?

The speaker's final reminder is that if the audience does not change their behavior after attending the event, they have not learned, and that they should make a list of things they will do differently and change their behavior when they return to the same conditions.

Outlines

00:00

🌟 Introduction to Winning for Future You

The speaker introduces the concept of winning not by competing with others, but by impressing and surpassing the future version of oneself. The presentation aims to offer a new perspective on success, applicable across various aspects of life like health, relationships, and business. By focusing on what to do, how to do it, why it's important, who you need to become, and when to start, the speaker sets the stage for a comprehensive guide on achieving personal success.

05:02

🔄 The Power of Inversion in Achieving Success

The speaker discusses a strategy called 'verion' (likely a typo for 'inversion'), attributed to Albert Einstein and Charlie Munger, emphasizing its utility in problem-solving. By inverting the approach to focus on what not to do, the audience is encouraged to identify behaviors that guarantee failure. This list of negative behaviors, once identified, can be flipped to understand what actions should be taken to ensure success, thus making the process of achieving goals more tangible and actionable.

10:02

🔍 Breaking Down Success into Actionable Steps

This section delves into the importance of breaking down abstract goals into specific, actionable steps to facilitate understanding and execution. The speaker illustrates how varying skill levels impact one's ability to comprehend and execute tasks, stressing that tasks must be sufficiently detailed for individuals at all skill levels. The narrative underscores the significance of detail in instruction and the necessity of possessing pre-requisite skills for successful task completion.

15:02

🛠 Operationalizing Traits for Success

The speaker explores the concept of operationalizing desirable traits, such as being charismatic, by breaking them down into observable actions. This approach demystifies the process of acquiring seemingly intangible qualities and emphasizes that skills, including those contributing to one's charisma, can be learned and taught. The message is empowering: anyone can develop the traits needed for success by focusing on specific, measurable actions rather than abstract qualities.

20:05

🧠 Understanding Learning, Intelligence, and Confidence

Focusing on the foundational aspects of personal development, the speaker defines learning as the ability to change behavior in response to the same condition, and intelligence as the rate of this behavioral change. Confidence is described as a function of repeated successful actions, suggesting that mastery and self-assurance are built through practice. This segment highlights the intrinsic link between action, skill development, and self-perception.

25:05

🎯 External and Internal Conditions for Success

The speaker addresses both external conditions, like economic factors, and internal conditions, such as motivation and self-comparison, that influence success. Through discussing the stages of opportunity hopping and the psychological aspects of motivation, the narrative reveals how persistence and the right mindset are crucial for overcoming obstacles and achieving long-term success. The emphasis is on the importance of enduring through challenges and setting personal standards based on one's aspirations.

30:05

💡 Shifting Identity Through Action

This part argues against the common 'be, do, have' paradigm, suggesting that identity and success are primarily the results of actions (doing) rather than inherent qualities (being). By focusing on actionable behaviors and the outcomes they produce, individuals can shape their identities and achieve their goals. The speaker encourages the audience to embrace a pragmatic approach to personal development, where consistent action leads to the desired transformation.

35:06

⏰ The Right Time to Start is Now

The speaker tackles common excuses for inaction, such as waiting for the 'right' time, being too busy, or lacking resources. By debunking these excuses and advocating for immediate action regardless of circumstances, the narrative motivates individuals to start working towards their goals without delay. The message is clear: the best time to start is now, as procrastination and waiting for perfect conditions only hinder progress.

40:08

🚀 Embracing the Journey of Continuous Improvement

In the concluding segment, the speaker reiterates the importance of action in the pursuit of success, emphasizing that enduring hardships and staying committed to one's goals are part of the journey. By accepting challenges as opportunities for growth and focusing on the process rather than immediate outcomes, individuals can gradually become the best versions of themselves. The presentation ends with a powerful call to action, urging the audience to start implementing the discussed strategies in their lives.

Keywords

💡Winning

Winning refers to achieving success or achieving one's goals. In the context of the video, it is the central theme and the speaker emphasizes the importance of impressing and becoming the future version of oneself in order to 'win.' Examples from the script include 'what I want to do is show you how to win,' and 'how to win so I'm going to cover five things what to do how to do it why to do it who you need to become to do it then finally when to start.'

💡Inversion

Inversion is a strategy or technique of looking at a problem or challenge from the opposite perspective, often to gain new insights or solutions. The speaker discusses the concept of 'vershun' (inverting), which involves thinking about what one should not do in order to determine what they should do. For example, 'imagine the least successful version of you, loser what does that person do or not do, to guarantee that you won't win.'

💡Operationalization

Operationalization refers to the process of breaking down abstract concepts or ideas into concrete, observable actions or behaviors. The speaker emphasizes the importance of operationalizing traits or skills, so that they can be practiced and learned. For instance, instead of just saying 'be charismatic,' one should break it down into specific actions like 'smile when people walk in, change emphasis and tonality when you're talking, remember people's names,' etc.

💡Learning

Learning is defined as exhibiting new behavior in response to the same condition or situation. The speaker emphasizes that true learning occurs when one changes their behavior in the same environment, rather than just acquiring knowledge. An example from the script is: 'learning simply means same condition new Behavior so the same thing happens and then you respond differently that's learning.'

💡Intelligence

Intelligence is described as the rate or speed at which one changes their behavior in response to the same situation. The speaker contrasts intelligence with learning, stating that intelligence is about how quickly one can adapt and change their behavior, not just whether they change or not. An example from the script is: 'intelligence is rate of learning speed of learning so Dumber, phone rings no script phone rings no script phone rings no script never changes Dumber liing how complex this is smarter phone rings no script phone rings read script changes faster smarter.'

💡Confidence

Confidence is the likelihood or certainty that something will happen, and it is described as domain-specific. The speaker explains that confidence can be increased by repeatedly practicing a skill or behavior in the specific context where it will be performed. This creates proof and familiarity, leading to higher confidence. An example from the script is: 'do it enough times that you get bored of it so like you can complete the sentences you can do it while you're driving you can do it in any situation you want because guess what that's when you'll be performing the script.'

💡Deprivation

Deprivation refers to the lack or absence of something, which can create motivation to obtain or achieve it. The speaker discusses how feeling deprived or perceiving a gap between one's current state and desired state can be a source of motivation. For instance, 'you only feel poor if you perceive a large gap between Where You Are and where you really want to be.' Comparing oneself to those with more can also create a sense of deprivation and motivation.

💡Identity

Identity refers to the traits or characteristics that define who someone is. However, the speaker argues that identity is not an inherent quality, but rather a description of one's actions and behaviors. Therefore, to adopt a certain identity, one must engage in the actions and behaviors associated with that identity. For example, 'being and identities become descriptions of what we do and so little Aristotle little ancient Greek we are what we repeatedly do.'

💡Opportunity

Opportunity is used to refer to both favorable circumstances and the chance to prove oneself or develop skills. The speaker discusses how difficult economic conditions or 'hard times' can provide opportunities for those who persevere to gain proof of their capabilities and stand out from the competition. For example, 'wealth is made during the hard times because because the largest percentage of the market transfers to the few left standing.'

💡Hard

In the context of the video, 'hard' refers to the challenges, difficulties, and uncertainties that come with pursuing one's goals or achieving success. The speaker emphasizes that 'hard' should be expected and embraced as part of the process, rather than a reason to give up. Examples from the script include: 'you're going to lose sleep you'll doubt whether it'll work you'll stress to make ends meet you won't finish your to-do list you'll wonder if you made the right call and you'll have no way to know for years but this is what hard feels like and this is what you signed up for.'

Highlights

Winning is about impressing your future self, not others around you.

The process to win can be applied to various areas: health, relationships, business, and more.

Five key steps to winning: What to do, how to do it, why to do it, who you need to become, and when to start.

To identify what not to do, invert your approach to highlight potential failures and then avoid them.

Our brains are better at identifying problems than solutions, a trait rooted in survival instincts.

Visualizing the least successful version of yourself can help clarify what actions to avoid.

Effective learning involves breaking down complex commands into simpler, actionable steps.

Skills acquisition is crucial: the more skilled you are, the more general commands you can successfully execute.

Operationalizing tasks by breaking them into observable actions enhances learning and execution.

Confidence comes from past achievements and is domain-specific, enhancing performance in familiar contexts.

Motivation is tied to perceived deprivation; feeling deprived in relation to your goals can drive ambition.

Changing who you compare yourself to can significantly impact your motivation levels.

Identity is shaped by consistent actions; you become what you repeatedly do.

The right time to start new behaviors is when you're busiest, ensuring the changes are sustainable.

If you don't change your behavior despite knowing what to do, you haven't truly learned.

Being successful in challenging times sets a strong foundation for future achievements.

Transcripts

what I want to do is show you how to win

and impress the only person that really

matters which is future you not the

person next to you not the person in

front of you not the person on stage not

your mom future you the point of this

presentation is to give you a different

way to think

about this process so you can make it

easier to

win and the nice thing is is that the

process I'm going to show you is how you

can win at anything and it works for

winning at Health relationships

advertising sales real estate business

investing in anything else where you

have to do things to get stuff

cool awesome all right so with that

being said let's begin how to

win so I'm going to cover five

things what to do how to do it why to do

it who you need to become to do it then

finally when to start so let's start

with number one said simply what do you

need to do to win AKA impress the future

version of you and the reason I Define

winning this way is that for those of

you guys who are at the top and you guys

know who you are you can't compare

yourself to everyone that you're already

better than and I say that from a

success like objective measurement

perspective not as a human being

everyone's a wonderful snowflake but you

can't compare yourself to people that

you're beating because you'll just get

complacent you know that for those you

guys who are the winners

here for those you guys not at the top

or who are on the

climb you can only control what you can

control and you only know what that is

and so there might be advantages or

disadvantages that you might have been

born with it also doesn't matter no one

cares the only people who like excuses

are the ones giving them right and so

let's start with an activity to prove to

you that you already know what not to do

so this is a process I call verion and I

use this a hilarious amount probably too

much and so this uh I think at least I

will attribute this to Albert Einstein

Charlie merer talks about it a lot um

invert always invert when you have a

tough problem and so I use this and we

use this as a as a very strong tool

because it's easier for our brains to

find problems and solutions so we had to

think earlier just now like let's think

of things for gratitude did anyone for a

split second be like [ __ ] right anyone

anyone else do that cuz I heard it

backstage and I was like right you're

about to be on stage that you could be

grateful for that right I was just

thinking about that but like but if I

said hey can you think of a problem I

could be like I can give you 20 right

now right right off the top of my head

is like my my knee kind of hurts a

little bit right like I can start giving

you problems really easily but that's

because we're programmed to survive not

Thrive right our brains are programmed

to find threats to make sure we live to

see another day not so that we enjoy to

day and so we actually have much

stronger problem finding skills than

solution finding and so what I want to

do is use our anxiety-driven threat

finding brain for something

good and so here's the activity I want

you to imagine the least successful

version of you

loser what does that person do or not do

to guarantee that you won't win how do

they guarantee that you lose all right

so shout some of these out just like

what does that person do to

lose Netflix okay I heard that

one drugs drugs okay we're going way

deeper and darker than I was

thinking he's like a heroin addiction

I'm like

okay yes

understood I thought you guys were going

to say something like

[Laughter]

[Applause]

this being impatient show up late be

unprepared not confident hair heroin we

can throw that up

there being transactional rather than

relational with your clients and

customers uh don't follow up someone's

like hey I've been thinking about

selling my house and you're like awesome

and then you just never call

them I've got a friend who uh might be

interested in your services and you're

like that's a damn

shame don't advertise don't ask for

referrals right these are probably some

things that would guarantee that you

won't be successful right and there's

probably more we could add this list and

so I would encourage you though if you

really think about this to really put

these things down because this is

genuinely the process that I think about

when I want to grow a business when I

want to get into a new Endeavor I think

how could I guarantee that I would lose

like what would I in the fewest moves I

could possibly make what are the fewest

things I could do to absolutely

guarantee that I lose and actually the

smaller the list you can make the more

potent those things are like if there's

just one thing that you can do to

guarantee that you lose that usually

becomes the north star of how you win

so how do we use these things that our

brains came up with to win right we

invert it we flip it and so this is what

that would look like so from patient

goes to sorry impatient goes to patient

showing late is to always being on time

being unprepared to being always

prepared or overprepared not confident

to confident transactional to relational

doesn't follow up to always follows up

to doesn't advertise to advertises

constantly to not asking for referrals

to always doing so quick story on this

uh one of our companies had one sales

guy who was outperforming the previous

top salesperson by 2X and so I wanted to

know what this guy was doing so I hopped

on the phone which he was like right and

so I was like what are you doing man and

uh he's like after I sell someone I just

asked if they want to bring somebody

else and I was like yeah and then I

looked at the sales director I was is

that not in the [ __ ] script

already he's like no no it is and I was

like why are we not enforcing it he was

like we we are

now and so simple [ __ ] right and so a

lot of you guys already know how to win

because you know how to

lose so flip it so after all that I

guess everybody here does know what to

do to win

right but maybe you just don't know how

to do it so let's talk about that so

most times we don't know we don't do

things because we haven't broen them

down to the most basic form all right

the more skilled you are the more

General a command can be and you can

follow it so someone can go shiron can

be like hey you want to jv on this

company with me and he'd be like can you

grow it and I would say sure very

general Command right can you grow this

business

sure if you go to a toddler and say grow

this business they're going to be like

what does that mean but the thing is is

that we're not so dissimilar for from

Toddlers it's just that our egos grew up

but not our abilities and so you might

say to the CEO go

advertise the less skilled you are the

more broken down the command must be in

order to follow it so if I were to tell

the toddler genuinely how to grow the

business it might start with hit the

button then wait until the light comes

on then click the blue circle then type

in facebook.com hit enter you guys

catching

this so what's the difference the level

of detail in the

instructions and this is why two people

can go through the same training or

event and get wildly different

results results come down to the number

of skills the person has and the number

of skills required to understand and

execute this is how Learning

Happens so skills for winter coming into

this event today might be they already

know how to email Market they already

have Charisma uh they know how to speak

they they know how to follow up they

have these skills the other person here

might have no skills and they could

attend this event and then nothing would

happen was it the event or was it the

person it's just that there are

requisites just like in college you've

got requisites to do something you have

to have former skills to advance to the

next

level and unfortunately and this really

applies to those of you who have teams

and if you are a teammate you can think

about this in Reverse if you have one

broken Link in the chain of commands or

instruction that someone does not

understand they get stuck and then they

do not complete the task and you're like

why are you so incompetent and it might

just be because they don't understand

one

step and so for example let's say that

you need you hear go advertise right

skilled guy says on

it the less skilled person says but how

now compare that to turn on your

computer do you think everybody in your

team can do that right so that means

that everybody here here can be

successful if you literally just break

it down to a level that you cannot fail

that you understand every step does that

make

sense that I can

do so you need to break things down to

their most basic level so that everyone

can learn them and when you do that you

make it easier for more skilled people

and you make it possible for Less

skilled

people and so for example I said earlier

on purpose be more charismatic right can

we agree that if someone's more

charismatic they might do better in this

field in general yeah cool what does

that

mean it means smile when people walk in

change emphasis and tality when you're

talking remember people's names ask

people about themselves nod multiple

times and then respond when people are

talking keep eye contact address

everyone in the room when you enter and

exit

we might then say that person's

charismatic but if someone says to you

be charismatic you might be like

okay but if someone said do these six

things do you think you could do that

yes you have to break it down and so the

this is the essence of good teaching and

training and learning how to learn will

make you better at teaching yourself and

then by extension your

team so here's the writer Downer if you

can learn it it is a skill and if it's a

skill you can teach it which is why I

wholeheartedly reject the concept of

people being born a certain way they

might have physical attributes that

Orient the environment to reinforce

certain

behaviors but if they became that way

they were taught to be that way either

formally or informally but they learned

that because it was reinforced at some

part in their lives which means right

now if you're like I'm not naturally

charismatic

neither are children they learn and if

you can Pock your ego you can

too which means that these traits

everyone says the best are born with are

simply buckets of smaller skills that we

group together into a single larger term

to save time when we're

communicating we we don't say hey

Johnny's such a good realtor because he

smiles when everyone walks in the door

he remembers everyone's name he changes

his tonality when when he speaks he's

you know he he always addresses everyone

ins inside and out when he enters and

exits we don't say that we just say he's

charismatic but that shorthand in

language is a source of confusion and

remember at the beginning I said this is

going to be Mr Miyagi thing don't worry

it'll come

back and the thing is is we know how to

teach toddlers but it's also how adults

learn our egos are just too sensitive to

allow it and so what I want you to do is

operationalize the list of actions that

we figured out together earlier right we

had this big list of all the ways that

you know you can lose we flip those into

how we can win and then we take those

words like be patient be charismatic

always be on time we say how do I

operationalize that what do I actually

do turn on the button turn the computer

on hit enter how do we do that and so if

you're like what does operationalize

mean explain using actions or behaviors

you can see with your

eyes someone being charismatic I can't

see with my eyes did they smile when

they walked in the door I can observe

that did they call someone by their name

I can observe that did they whatever the

other things on my list were

right no it's not feelings thoughts

intentions Impressions manifestations

affirmations or psychology none of those

things belong in

instructions why because you have no

idea what anyone else is

thinking all we know is that as a group

when people follow this process more

people buy and here's the cool part

that's all we need to know we don't need

to test the science of the psychology we

just know that when we greet people we

look them in the eyes we shake them we

remember their hand and then we and then

we follow up on this Cadence it works

that's it it's all we needed to know and

then do it and so we know that if we do

these things you get this

outcome and that makes learning and

teaching a lot simpler we deal with only

what we can measure and observe and I

promise you if you can look at the world

this way one 90% of the content you in

your newsfeed you will just be able to

ignore his noise cuz people are like

it's the manifestation of the internal

Trauma from child just just smile and

shake their [ __ ] hand like just stop

stop

stop so let me give you another example

and this is one that I actually

struggled with so I I spent a lot of my

time trying to operationalize words

because it just helps me understand the

world better because I don't feel like I

understand much at all and that's and I

just share that stuff in my content

because I share the stuff as I figure it

out or at least as I figure it out for

me and so I have always been somebody

who identified as being an impatient

person and I figured if I was going to

be an investor patience would probably

be a very important character trait to

have and I was like what how do I do

that if someone's like be patient you're

like now what right so what does that

mean so patience means figuring out what

to do in the

meantime that's it AKA doing anything

besides doing the thing you're avoiding

including doing nothing at all this is

why some of these dictionary definitions

are very difficult to actually do

anything with it's not the capacity to

accept or tolerate delay trouble

suffering without getting angry or

upset just figure out what to do in the

meantime that's being patient so quick

question who here has Investments this

isn't like a big Flex question okay cool

now right now provided you literally

aren't on Robin Hood selling your [ __ ]

you are being patient by just being here

like right now your Investments are

moving in One Direction or another and

you're being patient because you figured

out something to do in the

meantime huh not so

hard in other words right yeah I wrote

this there we

go which brings me to my next howo

binaries and continuums real quick if

you it's not that you are patient or not

and the reason I'm emphasizing this is

because sometimes it can feel

unrealistic to trying to team these

traits it's like well it's so hard for

me to be charismatic or you know not

softspoken or patient right but it's not

about being it or not being it the

question is how patient are you which

means that it's not a binary it's a

Continuum it's can I move myself slowly

in this direction by taking actions all

right which makes every skill you work

on

improvable and so every do everything

that we do to impress our future selves

is another proof point that we Act more

times than not in this

way until eventually we begin to

describe ourselves as patient or detail

oriented or

charismatic and this allows us to see

progress with these quote traits which

are really just buckets of larger skills

that we do shorthand with so we can

communicate and so now that we covered

that I can finally Define three terms

that I think will matter for everyone in

this room and cement the how learning

intelligence and

confidence so let's start with learning

learning simply means same condition new

Behavior so the same thing happens and

then you respond

differently that's learning so if I show

you a red

card and then I slap

you like wow that sucked and I put it

back in my pocket and then I bring out

my red card again and then I slap

you then I bring out my my red card

again you

duck you

learned the phone

rings hello no script phone

rings

hi phone

rings read the script you

learned same condition new Behavior

learning so please remember this because

I'm going to hit on this multiple times

throughout learning means same condition

to behavior if you're presented with the

same situation and you do not change how

you behave you have not

learned so that's learning

intelligence how fast you change what

you do in the same situation

intelligence is rate of learning speed

of

learning so Dumber

phone rings no script phone rings no

script phone rings no script never

changes

Dumber liing how complex this

is

smarter phone rings no script phone

rings read script changes faster

smarter everyone wants to think they're

smart but many of you will leave this

event go back to the same environment

and not change your

behavior so if that's you which one of

these two are you below

Dumber everyone's

like or

[Music]

smarter so you may not have ever thought

that you were smart but if you change

your behavior you can beat even the

quote smartest person which is why you

need to be Delta you need to be a

triangle change instead of an L7 weeny a

square right that's why triangles win

because we change so that's intelligence

which is simply rate of learning how

quickly you change your behavior under

the same

conditions so how can we tie that to

confidence cuz I think could we agree

that a realtor who's more confident

would probably do better in this field

than one who isn't

okay awesome the percentage likelihood

that's something happens in statistics

you have a confidence metric how

confident we are are we that something's

going to happen and confidence is domain

specific so you can be a confident

realtor and a not so confident parent

kind of

interesting so how do you increase your

confidence

percentage with

proof well how do you create proof you

do it a lot of

times and how can you make sure you have

a high percentage likelihood that the

script comes out the way you want it

with a client you do it in the exact

situation a lot of times because

confidence is domain specific there's

some people who practice their speech in

the mirror but when they get on stage

they freeze they're like but I practiced

this thing you didn't practice in front

of a crowd it becomes domain

specific you sound so certain here's how

you do that do it enough times that you

get bored of it so like you can complete

the sentences you can do it while you're

driving you can do it in any situation

you want because guess what that's when

you'll be performing the

script so here's a writer Downer

confidence comes from the past not the

present if your plan requires luck it's

a bad plan if you need to get lucky in

order to win in this game you will not

win so you can prepare and you do that

in the past before you need the skill

you dig the well before you're thirsty

so now that we covered the what you guys

all know the big list of things that you

should be

doing and you can break it down into an

operationalized little basic nugget of I

can actually do this with the how let's

talk about why you should but

aren't so I'm going to talk about two

things within my little y category

external conditions and internal

conditions so I'll start here that's

supposed to be like the economy I I

don't know if that the little visual

looks economic but I liked it okay

so here's why you might not be doing

it I call this the five stages of

opportunity hopping so you go from Step

One uninformed optimism you're like man

in this low interest rate environment my

cousin's making a killing in real

estate must be amazing I could do that

too then you hop in you go to step two

which is informed pessimism huh this is

not as easy as I originally thought

people aren't just coming to give me

their homes to

sell well G goly

and then you keep going you keep going

and you reach this third point where

you're like the valley of Despair what

is life is this really what I want to do

am I passionate about real

estate you know I really do love being a

family person you know I just and then

you start justifying reasons not to do

something right and this is what most

people do is they get to the valley of

Despair and then they jump because in

the beginning there you saw your cousin

who doing well at real and you're like

I'm going to jump in but you were doing

something before that that you were just

in the valy to spare of that thing and

so all you do is or not you but all many

people do is that they just uninformed

optimism informed pessimism value of

Despair uninformed optimism informed

pessimism value of Despair uninformed

optimism if it sounds repetitive some of

you have lived this thing 10 [ __ ]

times

and so many of you guys are here right

now it's a tougher climate than it was

24 months

ago but here's what it looks like when

it's right you go to stage four which is

informed optimism which is you know what

there is a process that when I got into

this I didn't understand but now I do

understand it and I've broken it down

into into actions that I can do and

perform on a regular basis and I have a

feedback cycle so that I can learn how

to get better and I will measure myself

on the progress that I do to the things

that I've committed

to I know how to

win and then you do that stuff and you

get to step five which is you win and

then you question why life is

meaningless to begin with but you know

whatever we'll get to that later

so so we get more for what we put in

when we stick with things you get

compounding returns when you stick with

things longer and so wealth is made

during the hard times because because

the largest percentage of the market

transfers to the few left

standing that guy work

out the more you do anything the better

you get at it and the more environments

you do it in the better you get at it in

more environments especially considering

a macre environment right now right so

the question is who would you trust more

to sell your house the agent who's been

through three recessions and never left

the profession rhym didn't mean to do

that but sounds that's

cool or the agent who juggles three

opportunities and hops in and out when

it's

convenient oh some of you were like

that's

me right and you wonder why you don't

win and so your clients feel that way

too and so even if the people who see

you right now aren't in the market

they're always deciding who they're

going to go with when they

do and so people including future you

will be watching what you do and how you

you act and so you need to do three

times the work for the same outcome

today but 10 times the eyes are on

you and so if you close deals when times

are hard they'll know you can close

their deal when times are

easy so tldr down times is when

Champions are made it's when skills are

sharpened if you can win now when the

economy turn turns around you will crush

I love this quote a smooth sea never

made a skilled sailor who here to be

[ __ ]

great then we should [ __ ] wish for

storms because if you want to be a

skilled sailor then you need you cannot

be great unless you have something to

test yourself against you can't claim

that you were loyal until someone if

you're married if until somebody comes

up to you and you say I'm good you can

just claim loyalty all day but until you

test it you don't have the skill because

you have no proof today these times are

are opportunities to give our ourselves

proof of who we really are and I think

that is one of the most motivating

things of hard times is that these are

the stories that you will someday tell

about

yourself so here's the writer down what

makes you extraordinary isn't what you

do it's how long you're willing to do it

for there's nothing extraordinary about

saying someone's name and shaking their

hand I mean it's great but is it

extraordinary I don't know but if you do

it every single time for the rest of

your life is that extraordinary

something as simple as that that yes it

is so it's not what you do it's how long

you're willing to do it for and so I

said I was going to talk about two

things external conditions did that now

I'm going to talk about this internal

conditions for why you're not doing

something that you should be doing so

where does motivation come

from I don't know right childhood trauma

I didn't get hugged enough whatever

right motivation comes from deprivation

let going to get dark for a second it'll

be

fun this person for example is very

motivated to

breathe you going to agree on that okay

next

Point unmotivated to have

sex they might be who knows some of you

guys are wild all right I don't want to

breathe all right calm down okay

so don't worry I'm moving on I know that

yeah yeah I'm moving on I'm moving on

so let me explain so when are you more

motivated to eat drink water

sleep when you're hungry thirsty and

tired that's when you're the most

motivated have you ever finished a big

meal and been like man I could go for

another Pizza probably

not have you drank a big gallon of water

and been like I don't want any more

fluids of course not because you're not

deprived and so when you're full you

don't want it anymore after you finish

Thanksgiving to dessert you're stuffed

are you still hungry no have you drink a

bunch of water do you want more no so

what does this have to do with

motivation to win and make money I told

you I'll wrap it I I'll move it right

because by this logic wouldn't all poor

people be motivated since they're

deprived of money right that would make

sense but we know that's not the case

because the people who make the most

money are the ones who keep wanting to

make more

huh so here's why you know when you're

tired hungry hry or thirsty you perceive

a

gap and your motivation is proportional

to your deprivation how much you don't

have right very hung like this guy is

much hungrier than the person who's just

like maybe I'll have dinner on the way

home and so here's why money motivation

is more complicated than hunger or

thirst or being sleepy with money

deprivation is not

physiological it's

psychological you only feel poor if you

perceive a large gap between Where You

Are

and where you really want to be so let

me show you this visually so let's say

you're at $5,000 a month in income and

your desire is to get to $10,000 a month

fair enough

cool now let's say this guy is doing a

million a month in income but he wants

to get to 10 million a month in

income relative to their goal one guy is

closer he's only half of his goal the

other guy's one tenth of his goal who's

more

deprived

huh hang around five people with 10

times the net worth that you have and

you'll feel poorer than you ever did

when you were poor around poorer people

than

you that'll be a horos family uh tongue

twister for my children um AKA changing

your minimum standard which I stole from

Shon the number one predictor of wealth

is an IQ gender race and this one

startled me it's the ZIP code you're

born

in kind of [ __ ] with you a little bit

you're like huh it's not about race it's

not about gender it's not even about IQ

it's just where you're

born which means it's the things that we

compare ourselves to because your

environment sets your standards if you

change the environment you change your

behavior this is why networks like this

are so valuable like you can basically

get someone to do anything if you Orient

the en arm in the right way I can get

everyone here to take off their clothes

if I make this 150° in this

room I

could you could if you change the

environment you can change Behavior if I

told you to to like hey everybody get

naked be like I'm good Alex fair enough

crank this thing to 150 people start

stripping I didn't need to say anything

the environment changed your behavior

more than I ever could

this is why the places like this and

networks like this are so

valuable and so if you want to feel more

motivated change who you compare

yourself

to our environment stretches the Gap and

you experience the deprivation rich

people are more deprived of money than

poor people because they compare

themselves to richer people than poor

people

do and so consider this extreme example

you've got the guy with a bag on his

back nothing else he needs I have

everything I need two I need

everything who's more

deprived so you might be like huh this

seems kind of dark is there a clean way

to make this comparison without focusing

on other people because that's what I

would be asking yes compare yourself to

the person you generally want to

become that's how you can create the

Gap so here's the writer Downer if you

want to change what you do change who

you compare yourself to

so we covered external conditions that

might be stopping you from the doing the

what opportunity hopping and sticking it

out right and now we cover the internal

conditions that might have preventing

been preventing you who you compare

yourself to and your internal levels of

motivation and

deprivation so now that we covered the

what and we covered the how we covered

the why internal and external now let's

talk about who you have to become to do

that so how do we become someone with

certain traits well contrary to popular

opinion and the Instagram people I don't

think it has to be do with becoming at

all so when we describe who someone is

what do we

do we describe how they behave and what

they

do being and identities become

descriptions of what we do and so little

Aristotle little ancient Greek we are

what we repeatedly

do and that's why I think this whole

thing that has been very popularized by

the the the the fluff people hopefully

no one else said this earlier on this

stage that would suck

um B do have is

BS so let me

explain we describe someone identity we

say hey he's honest he's hardworking

he's a real estate agent that's how we

describe

them so let's translate those he's

honest he States the facts he's

hardworking you complete tasks as fast

or faster than expectations you agree to

there a real estate agent someone who

represents buyers and or sellers in real

estate transactions all right that's the

identity but everything that we use to

describe the identity are things the

person

does note that being has 100% to do with

doing so if you want to be a certain

type of person then you need to do what

that certain type of person

does and when you do those certain

things then you get the results of those

actions which means you can summarize

the entire thing of B do have to just

do cuz by doing you be and by doing you

get just

do this makes the person that you want

to become the actions you take that we

later describe as identity 100% under

your control which I think is very

inspiring which is why one of my

favorite sayings of all time is here's a

writer Downer the work works on you more

than you work on

it and so I'll tell you a little story

so I was at Sephora with my

wife uh it's a makeup store um it's

where they sell paint for ladies anyways

so we're there and I'm standing against

the wall like this and Lila's doing

whatever and I see these two little

girls super excited and the lady in the

smok comes up to them and she's like

okay this is eyeliner and this is

lipstick I learned those terms um and

you need to start budging for this now

cuz they they're probably like this

height is agewise and they were so

excited and they're like because now

that you're grown up and your guys are

women like you have to start budgeting

for this every month because you need to

start spending it and I thought it was

such a cute little story and the girls

were so excited but she basically said

that with a new identity comes new

priorities you're going to shift how you

allocate resources based on the person

you want to become these girls want to

become women and so she said great you

need to change how

behave and so for many of you being

number one in winning simply comes down

to doing what the number one person does

or would do or the number one version of

yourself and then if you do those things

people will eventually describe you that

way when the evidence catches

up so we talked about now we've talked

about who you have to become which is

just a reminder of just doing what

future version of you does for a long

enough period that you would describe

yourself that way all right so finally

let's talk about the when you should

start so when do you start this stuff

because you might be like you know what

Alex this all sounds great the little

hand thing with the fingers cool but I'm

busy now it's not a good time maybe in

the

future so let's put it up there I think

there's three things about time that I

find interesting so you can have a

reason not to do something because

season-wise economically or timing in

the season of your life isn't good we

can think about hour by hour you're like

literally I don't have the time in the

day to get this stuff done that would

make me number one or you can use

something that I like to call the when

then fallacy so let's break it

down so if you're

busy that's actually the best time to

change your

behavior why because you guys want this

to last right if you're going to change

your behavior you want your behavior

change to last

correct then if you only wait until

you're not busy then you assume that you

will be not busy again in the future

because if it's contingent on you being

not busy then the moment you get busy

again you'll

stop so start when you're the busiest so

that when you get busy again you already

know how to do it and that you can stick

with it does that make sense cool did

anyone get one of their reasons crushed

great so if you're waiting till you're

less busy to start a new habit or

program it assumes that you get busy

again you'll stop if you want enduring

change the best time to start is when

you're busy learn how to make it work in

the worst condition and it'll stick in

the

best now is the best

time let's go hour by hour so I used to

say the same thing to my wife of like I

just don't have time to do all these

things and you know what she did she

grabbed my phone she looked at my time

usage and she was like huh here's four

hours every day you spend on not

work I guess I found you some

time anyone want to look at their phone

right now probably not

the other way to think about this is

like do you think that there's someone

on Earth who had less make it happen yes

of

course if they can you can too right

everyone is the same 24 hours it's about

how you allocate them and the nice thing

is is that if you're doing a lot of

stuff right now and you're not getting

to where you want to go you're doing the

wrong stuff and so the first thing when

you when you course correct is actually

elimination not addition cuz most of

stuff you're doing right now is not

working so then change what you do and

you'll have way more

time smart busy broke can't be all three

you got to pick two you can be smart and

busy but you won't be broke you can be

busy and broke but you're not smart you

can be smart and broke but you're not

busy super real talk if you're working

all the time and you're not making

progress you're doing the wrong stuff

right people who achieve goals faster

don't actually move faster they achieve

more with every step this is the basis

of Leverage they get more for what they

put in if you're not moving as fast as

you want you're doing the wrong stuff

okay so consider the alternative because

some of you are still like holding on to

this and you're like but I really don't

have time it's like okay you're right

and you'll never achieve the success you

want and it's not your

fault that feel

better right didn't think so so let's

assume that you've got the time and

you're spending it the wrong

way so that's number two let's go to the

one then FY always a fun one so this one

kept me stuck for years basically you

think when I have more time I'll do it

it's like saying I'll save money when I

have more money or like I'll get healthy

before I go to the hospital or I'll I'll

get a I'll go to the gym once I have a

six-pack you invert the sequence you're

getting this you're getting the order

wrong right you do the stuff now to get

the thing

later you do and then you get you don't

get in order to

do so that's number

three so when do you start answer the

moment you want to be the future version

of yourself AKA

when so when do you want to become the

future you or when do you become the

future you when you do what they do

because if identity is based in action

then the moment you start doing the

things that future you does you are that

person it just takes time for the proof

to show up but you are that person

already and that is enough for

you so we talked about what how when who

and when you should start so you're like

now what well [ __ ] I don't

know so the name of the presentation was

how to win remember the whole

intelligence and learning

thing the longer it takes you to start

doing the things you know what to do and

how to do the less intelligent you

are and whenever you get Stu stuck break

things down that you need to do into

continually smaller chunks until you

understand how to do them so whenever

you get stuck just think oh there are

terms or words here that I don't

understand I just need to break it down

more don't let your ego get involved if

you're like someone says you need to

advertise more you got to be like okay

what does that mean and you break it

down okay it just means post this many

okay I get that okay it means you have

to do 100 DMS okay I got that so the

reminder is you guys know how to win

better than I could ever tell you

so take the inverted list from earlier

write out the things that would

guarantee that you lose flip them to

what you would do to win and then break

down those terms into the action steps

of what it takes to be that trait or

have that

skill traits are just

skills and then practice it until it

becomes second

nature and then Chunk Up So in the

beginning you just have to talk about

doing 100 DMS once you know how to do

that you know how to do cold calls and

Outreach and door knocking and and ads

and all this stuff then you can just say

advertise you can chunk it up because

you have more

skills and then you measure your success

by whether you completed the actions

that would make it unreasonable that you

will not fail and then you succeed by

default so what would I have to do to

make it unreasonable that I don't become

number

one list those do those and you will get

there but you measure yourself on

whether you did the thing that's it yes

or no very simple and so all the

greatest games in life that I found

marriage health business you never

actually win you don't win at marriage

the point is to stay married you don't

win at Health the point is to stay

healthy you don't win at business the

point is to stay in

business and so it shifts the game from

winning to outlasting and that means

winning comes down to making a decision

that you can 100%

control which I think is

cool and so I'll tell you a little

story back in the day I pledged the

fraternity and

two weeks in my whole pledge class

revolted we were like this sucks this is

what we signed up for this is not fun in

parties and girls it's like yeah no

[ __ ] but it wasn't what our expectations

were so they sat us down they gave us a

pep talk and we got over it and then

when I was on the other side I actually

found out that every single pledge class

every single year would Revolt between

day 10 and day

16 every year and so I ended up becoming

president of that fraternity and it was

my turn to give that talk and so I go

into this this freshman dorm room

there's 20 of these guys they're

outnumbering me right they're like we

don't like you anymore like and so I

said I get it guys I said who here

thought that this would be

easy no one raised it like who here

thought it would be hard they raised

their hands I was like this right now I

was like this is what heart feels like

you just didn't know what heart felt

like this is what it feels like make

sense we just just reset reality this is

what hard feels like you said you expect

it to be hard this is

hard they all came back and so right now

you may be at that point in your career

and the Heart can be different for

different people it might be stuck at a

certain level of income it might be just

getting started it might be being number

two and wanting to be number one

everyone's hard's different but this is

what it feels like there's a level of

uncertainty of not knowing whether your

actions are going to yield the results

that you want but doing them anyways not

knowing if you're going to get credit

from the market or on your on your on

your check at the end of the month and

whether this is really the thing that

you want to do for the rest of your life

everyone thinks these questions but the

people who win just continue to do the

actions regardless which is why I say

focus on the activities not on the not

on the inside your ears you can feel

terrible and still

win so that's what hard feels like so

this is one of my favorite Chinese

Proverbs everything must be hard before

it can be

easy what makes things hard is in

complexity it's consistent consy as

boring as it gets sometimes you just

have to keep doing it before you get

anything back hard times or

opportunities to give yourself proof

that even this couldn't stop

you you're going to lose sleep you'll

doubt whether it'll work you'll stress

to make ends meet you won't finish your

to-do list you'll wonder if you made the

right call and you'll have no way to

know for years but this is what hard

feels like and this is what you signed

up for and that's what makes it worth it

and that is

okay so in closing said a little Mr

Miyagi

everyone here knows what to do to

win do all those things that you wrote

down make them

positive cool figure out those ways to

lose and do the

opposite you know how to do it remember

you take those things chunk them

down break it down so small that anyone

could do it even a child you know why

you should be doing it you have these

opportunities that keep presenting

themselves you keep looking at shiny

objects but we get more for what we put

in when we stick with

things wealth is made during the hard

times the few people left standing get

the most of it you create Motivation by

changing your environment and who you

compare yourself to so you know why you

should be doing it because you get

outsized returns for sticking to

things and you already know how to

become the person you can

win how do we do

that by

doing do who means do it's the easiest

thing who do I want to become what does

that person do I'll do

that and you know when you should

start which is if it's not not you're

really busy right now in this season

it's the best time to start if you don't

have time you're spending it on the

wrong stuff and if you think you need to

get in order to do you have it

backwards so when do you

start the moment you want to be the

first future version of

you so here's my final reminder if you

take

one thing from this

presentation if you do not change you

did not

learn and everyone here has things that

they've written down from many of the

talks of things that you want to do or

want to think about or whatever I would

encourage you to make that a list of

things that you will do and then when

you go back to the same condition your

same home your same house your same

Market your same whatever you change

your behavior and then that will show

that you learned and you took one step

to becoming the person that you

ultimately want to be thank you