WEBVTT 00:00:07.580 --> 00:00:11.119 Welcome to the Business Abundance Podcast, providing 00:00:11.119 --> 00:00:13.599 the tools and knowledge to help small business 00:00:13.599 --> 00:00:16.920 owners succeed. For additional resources, visit 00:00:16.920 --> 00:00:21.879 www .businessabundance .online. Hello, welcome 00:00:21.879 --> 00:00:24.839 back to the Business Abundance Podcast. I'm Zee 00:00:24.839 --> 00:00:28.420 and I'm here with Rowan and Ian. And today we're 00:00:28.420 --> 00:00:32.259 going to be chatting about why most advice doesn't 00:00:32.259 --> 00:00:35.500 work and why business owners keep buying it. 00:00:36.150 --> 00:00:40.009 I see a lot of Instagramers, I guess, coming 00:00:40.009 --> 00:00:43.270 up with advice, sitting from their Lamborghinis, 00:00:43.390 --> 00:00:46.009 looking pretty. Did they just go up to someone 00:00:46.009 --> 00:00:47.729 on the street and say, that's a nice Lamborghini, 00:00:47.789 --> 00:00:50.649 can I take a photo in front of it? Maybe. But 00:00:50.649 --> 00:00:53.270 they might actually own it. I mean, I can't just 00:00:53.270 --> 00:00:55.369 bring them down. I think Instagram is possibly 00:00:55.369 --> 00:00:58.649 the richest place on earth, just based on Instagram 00:00:58.649 --> 00:01:01.310 posts. What, from the amount of money they're 00:01:01.310 --> 00:01:03.590 having? Just the perception, yeah. Everyone's 00:01:03.590 --> 00:01:06.689 so successful. It is. But you're, so you have 00:01:06.689 --> 00:01:09.069 to be careful when you look through the information 00:01:09.069 --> 00:01:12.109 that you're being fed through Instagram or TikTok 00:01:12.109 --> 00:01:14.689 or wherever it might be. I mean, that's for everything, 00:01:14.769 --> 00:01:17.829 isn't it? You got to filter the advice. Yeah, 00:01:18.590 --> 00:01:23.390 literally. Trust the podcast. This is not legally 00:01:23.390 --> 00:01:26.010 binding advice for businesses. But there's a 00:01:26.010 --> 00:01:31.010 guru for everyone. So how are we meant to sift 00:01:31.010 --> 00:01:33.390 through the information and figure out who is 00:01:33.390 --> 00:01:36.349 actually giving advice that is relevant to you. 00:01:36.629 --> 00:01:39.569 That's, I guess, the real question. And how can 00:01:39.569 --> 00:01:41.909 you implement that in your business so that it 00:01:41.909 --> 00:01:44.450 works? I mean, you can watch a video and in 30 00:01:44.450 --> 00:01:46.969 seconds, they can give you seven tips to increase 00:01:46.969 --> 00:01:50.969 your business's value by $1 million. And that's 00:01:50.969 --> 00:01:53.549 30 seconds of information and you've got to take 00:01:53.549 --> 00:01:55.409 that home and try and do something about it. 00:01:55.609 --> 00:01:58.390 Now you're on their email list. I like just like 00:01:58.390 --> 00:02:01.349 the title, why most advice doesn't work and why 00:02:01.349 --> 00:02:03.650 business owners keep buying it. Which is an interesting 00:02:03.650 --> 00:02:05.189 one because a lot of people don't even buy the 00:02:05.189 --> 00:02:07.769 advice. They'll sign up for the email and then 00:02:07.769 --> 00:02:10.189 get the initial PDF sent to them. And they'll 00:02:10.189 --> 00:02:12.030 ask everyone questions about what they should 00:02:12.030 --> 00:02:14.590 do. Yeah. But they won't buy the advice. I think. 00:02:14.629 --> 00:02:15.949 So they're still getting the advice, I guess. 00:02:16.289 --> 00:02:18.550 I think when you're drowning, you'll reach out 00:02:18.550 --> 00:02:22.150 to any hand, if that makes sense. So a lot of 00:02:22.150 --> 00:02:25.770 businesses could be doing better. Some might 00:02:25.770 --> 00:02:28.250 feel like they're drowning. Some are probably 00:02:28.250 --> 00:02:30.789 going really well and just want to top up, but. 00:02:31.099 --> 00:02:33.879 it'll always come across your algorithm on whatever 00:02:33.879 --> 00:02:35.900 social media you're on or you'll have a cold 00:02:35.900 --> 00:02:39.159 call or you'll have something. I saw into a new 00:02:39.159 --> 00:02:42.740 client's admin person. They're explaining all 00:02:42.740 --> 00:02:44.800 the issues that the business had and what they'd 00:02:44.800 --> 00:02:47.219 noticed through the years and whose fault was 00:02:47.219 --> 00:02:50.039 particular things. The opinions seemed pretty 00:02:50.039 --> 00:02:52.879 sensible explaining the reasons why. Dangerous 00:02:52.879 --> 00:02:55.939 phrase whose fault it is. Yeah well yes and no 00:02:55.939 --> 00:02:59.780 but really talking about lot of things that we 00:02:59.780 --> 00:03:02.280 talked about with the client. Anyway, the admin 00:03:02.280 --> 00:03:03.639 person over the course of an hour and a half, 00:03:03.639 --> 00:03:06.319 I think it was, basically said that everything 00:03:06.319 --> 00:03:08.120 that was in the plan that we're going to do for 00:03:08.120 --> 00:03:10.139 them seemed sensible and she can back up a lot 00:03:10.139 --> 00:03:13.599 of that and has seen the issues it caused and 00:03:13.599 --> 00:03:16.979 then made the comment, which I hear often, I've 00:03:16.979 --> 00:03:18.639 said all these things through the years but he 00:03:18.639 --> 00:03:21.659 never listens to me. And I say to everyone here 00:03:21.659 --> 00:03:24.319 that does advise clients that the clients always 00:03:24.319 --> 00:03:26.719 know what they need to do. So you don't have 00:03:26.719 --> 00:03:28.759 to be an expert in everything, but they don't 00:03:28.759 --> 00:03:31.439 know, sorry, a lot of the time they don't want 00:03:31.439 --> 00:03:35.479 to pull the trigger, I guess. The admin person 00:03:35.479 --> 00:03:38.680 showed frustration that they've been trying to 00:03:38.680 --> 00:03:41.719 help and sort of given up because blah, blah, 00:03:41.719 --> 00:03:44.620 blah, never listens and thinks maybe if they 00:03:44.620 --> 00:03:47.139 were a professional or different color of hair, 00:03:47.360 --> 00:03:50.240 they get listened to, but they're not taken seriously. 00:03:50.860 --> 00:03:53.819 I said it's very different. Someone is paying 00:03:53.819 --> 00:03:56.639 for advice. paying a good amount for advice from 00:03:56.639 --> 00:03:59.120 someone they think is professional and respectable 00:03:59.120 --> 00:04:01.979 and doesn't mean they're going to listen to it 00:04:01.979 --> 00:04:05.419 and stop. It's not so much the advice that's 00:04:05.419 --> 00:04:07.439 important or what to do, it's the ability to 00:04:07.439 --> 00:04:09.400 communicate that that's what they should do. 00:04:10.379 --> 00:04:13.620 So most people get advice or they ask their friends 00:04:13.620 --> 00:04:17.160 or they look on social media but they don't do 00:04:17.160 --> 00:04:19.740 anything with it. Like and then they might have 00:04:19.740 --> 00:04:21.459 got 10 different opinions and then one of those 00:04:21.459 --> 00:04:22.579 might have been right they did in the future 00:04:22.579 --> 00:04:24.779 and they're like I told you so. Why don't you 00:04:24.779 --> 00:04:26.860 listen to me? So that's easy to say what people 00:04:26.860 --> 00:04:29.860 should do. But another thing is that people won't 00:04:29.860 --> 00:04:34.480 do it. And most advice doesn't work because people 00:04:34.480 --> 00:04:36.360 take the advice because they've got a problem 00:04:36.360 --> 00:04:39.500 and they want help and they want to throw money 00:04:39.500 --> 00:04:41.319 at it or throw someone else at it, make it their 00:04:41.319 --> 00:04:43.459 problem and hope it goes away. Yeah, blame it 00:04:43.459 --> 00:04:45.759 on someone else. Yeah. But if they don't take 00:04:45.759 --> 00:04:49.399 the advice and then run with it, nothing changes. 00:04:49.699 --> 00:04:52.040 I think sporting there like you can get. get 00:04:52.040 --> 00:04:54.420 some tips on how to improve as an athlete or 00:04:54.420 --> 00:04:56.480 whatever and then you don't actually go and practice 00:04:56.480 --> 00:04:58.220 it or take it on board or figure out how it works 00:04:58.220 --> 00:05:00.800 for you, nothing changes. With the advice, like 00:05:00.800 --> 00:05:03.220 you look at the generic advice and going back 00:05:03.220 --> 00:05:06.100 to... Places that you get it you look at would 00:05:06.100 --> 00:05:08.720 like like where don't say the words like on blog 00:05:08.720 --> 00:05:15.160 posts But you get the the advice that sounds 00:05:15.160 --> 00:05:17.860 something like systemize everything yeah seven 00:05:17.860 --> 00:05:21.240 steps to People or things going wrong if you 00:05:21.240 --> 00:05:23.500 had systems for everything would you post more 00:05:23.500 --> 00:05:29.379 content like it's it's so Incomplete well, it 00:05:29.379 --> 00:05:32.839 doesn't have context. Yeah, you don't Advice 00:05:32.839 --> 00:05:34.480 without context, it's just noise. Yeah, it doesn't 00:05:34.480 --> 00:05:36.540 take into account the stage of your business, 00:05:36.759 --> 00:05:39.839 your cash flow, what your team's capable of, 00:05:40.759 --> 00:05:43.980 your risk tolerance. It's fast food, basically. 00:05:44.839 --> 00:05:48.040 Did you go looking for the advice or did you 00:05:48.040 --> 00:05:50.779 come across the advice? If someone called you 00:05:50.779 --> 00:05:53.759 up and said, have I got a deal for you? It's 00:05:53.759 --> 00:05:55.660 the fast food of the industry. Whereas if you 00:05:55.660 --> 00:05:58.699 know your specific pain points and you went seeking 00:05:58.699 --> 00:06:00.899 a business abundance, for instance, for advice. 00:06:01.539 --> 00:06:03.519 then you've come to them with direction, you've 00:06:03.519 --> 00:06:05.860 come to them with context. It's not just a happy 00:06:05.860 --> 00:06:08.920 meal. And a lot of the time, I think, back in 00:06:08.920 --> 00:06:12.300 the days of cold calling as a, say, a radio executive, 00:06:12.339 --> 00:06:13.920 you're going out trying to sell advertising and 00:06:13.920 --> 00:06:15.579 you're trying to sell people the idea of advertising 00:06:15.579 --> 00:06:17.980 and that's your advice. You should advertise 00:06:17.980 --> 00:06:20.939 more on our radio station for $12 ,000 a month 00:06:20.939 --> 00:06:22.639 and we'll get you here, here and here and here 00:06:22.639 --> 00:06:25.180 and we'll have a non -compete clause. That's 00:06:25.180 --> 00:06:26.800 the advice we're going to give you. Whereas if 00:06:26.800 --> 00:06:29.850 you went searching for advertising, you would 00:06:29.850 --> 00:06:31.910 be a bit more pinpoint, you'd have a plan, you'd 00:06:31.910 --> 00:06:34.149 have a strategy in place. So same with advice, 00:06:34.730 --> 00:06:39.629 if you know what you need, probably don't need 00:06:39.629 --> 00:06:42.410 the advice to be honest, in this day and age 00:06:42.410 --> 00:06:43.769 you just - Well, no, you do. If you know what 00:06:43.769 --> 00:06:45.629 you need, you still need advice sometimes. But 00:06:45.629 --> 00:06:48.750 you might not need to pay for it. But going back 00:06:48.750 --> 00:06:53.209 to what Rowan was saying, they often know what 00:06:53.209 --> 00:06:56.800 they need. maybe they just get the generic advice, 00:06:56.819 --> 00:06:59.019 which feels like that's what I need. They just 00:06:59.019 --> 00:07:01.860 don't know how to get there. Just take business 00:07:01.860 --> 00:07:05.620 out of the thought. So life, I've got a problem 00:07:05.620 --> 00:07:08.740 with this person, my friend, what do I do? It's 00:07:08.740 --> 00:07:11.100 no different. You're being in different opinions. 00:07:11.540 --> 00:07:13.500 You know what you need to do, but you'll find 00:07:13.500 --> 00:07:16.759 about 20 reasons not to do it. And then suddenly 00:07:16.759 --> 00:07:18.839 you've got all these options and it just drags 00:07:18.839 --> 00:07:21.819 on and drags on, drags on. Insert anyone's problem 00:07:21.819 --> 00:07:25.110 there. And then yeah you get some advice and 00:07:25.110 --> 00:07:27.649 you might listen you might not but someone's 00:07:27.649 --> 00:07:29.649 eventually going to convince you that's the most 00:07:29.649 --> 00:07:31.490 sensible thing to do or slap you around enough 00:07:31.490 --> 00:07:33.629 or my grandmother used to get three different 00:07:33.629 --> 00:07:36.029 newspapers and read the horoscope for her herself 00:07:36.029 --> 00:07:37.490 and choose the one she liked choose the one she 00:07:37.490 --> 00:07:41.269 liked yeah i don't know who i'm saying this to 00:07:41.269 --> 00:07:43.110 but i say this all the time sometimes people 00:07:43.110 --> 00:07:44.629 pay us just because they want us to tell them 00:07:44.629 --> 00:07:47.029 that they're right yep But maybe that's all they 00:07:47.029 --> 00:07:49.569 need. Some of my closer clients, they'll know, 00:07:49.709 --> 00:07:50.829 they'll ring me and they're like, oh, so I'm 00:07:50.829 --> 00:07:52.230 thinking about this. I just want to get your 00:07:52.230 --> 00:07:54.949 opinion. No, no, hang on. Let's rephrase it. 00:07:54.949 --> 00:07:57.930 You want me to agree with you. So tell me what 00:07:57.930 --> 00:08:01.050 you want to do. Yep. That's all. They're only 00:08:01.050 --> 00:08:02.750 ringing me to say, hey, yeah, I've got a great 00:08:02.750 --> 00:08:04.970 idea. Rowan's going to tell me it's a great idea 00:08:04.970 --> 00:08:07.970 and I'm going to do it. I must be a really, really 00:08:07.970 --> 00:08:11.209 close client because you go, no, that's stupid. 00:08:11.750 --> 00:08:14.230 Just don't be an idiot. I think I never said 00:08:14.230 --> 00:08:18.050 that to you. That's the one. There's so much 00:08:18.050 --> 00:08:22.990 advice out there that I think it's good to put 00:08:22.990 --> 00:08:26.110 a bit or understand how we think. If you can 00:08:26.110 --> 00:08:27.490 understand as a person, we're always getting 00:08:27.490 --> 00:08:29.490 advice. We always have problems and we can't 00:08:29.490 --> 00:08:31.189 decide what to do even though we know we need 00:08:31.189 --> 00:08:33.830 to. I know I need to follow that person, but 00:08:33.830 --> 00:08:36.230 I can't do it. You know, drags on and on. Okay. 00:08:36.950 --> 00:08:39.649 So, you know, the good advisors not only can 00:08:39.649 --> 00:08:43.789 give the advice, but they can show the before 00:08:43.789 --> 00:08:45.639 and after. they can show what happens if you 00:08:45.639 --> 00:08:47.159 don't do it. They can show what happens if you 00:08:47.159 --> 00:08:50.179 do it. They can make the sale as to why it's 00:08:50.179 --> 00:08:53.659 a great idea and get you to the point where you 00:08:53.659 --> 00:08:56.559 are comfortable making that decision. And going 00:08:56.559 --> 00:08:58.440 back to the story about the admin person, it's 00:08:58.440 --> 00:09:00.320 very different than someone just saying, hey, 00:09:00.320 --> 00:09:03.139 you should do this. Because if I do that and 00:09:03.139 --> 00:09:05.700 my business fails, what happens then? We're not 00:09:05.700 --> 00:09:09.320 covering those things. But I still think with 00:09:09.320 --> 00:09:11.039 the advice that you get, you have to sort of 00:09:11.039 --> 00:09:15.700 discern if it's for a $3 million business or 00:09:15.700 --> 00:09:18.539 if it's for a $300 ,000 business. Yeah, you need 00:09:18.539 --> 00:09:20.019 some perspective and you need to know what's 00:09:20.019 --> 00:09:21.399 going on and you need to be comfortable making 00:09:21.399 --> 00:09:23.519 a decision. I think when there's so much advice 00:09:23.519 --> 00:09:27.039 out there now with the internet and social media 00:09:27.039 --> 00:09:32.379 and AI and chat, GPT, et cetera. So the fact 00:09:32.379 --> 00:09:34.919 is that most of those people, their business 00:09:34.919 --> 00:09:38.139 is getting you to subscribe to something or it 00:09:38.139 --> 00:09:39.659 is getting you to listen to their videos because 00:09:39.659 --> 00:09:42.320 they get ads. One of our clients was talking 00:09:42.320 --> 00:09:45.559 to me. And I said, Oh, you really like this guy 00:09:45.559 --> 00:09:47.320 I'm listening to at the moment. And he told me 00:09:47.320 --> 00:09:49.559 all about him. And he goes, Oh, I just really 00:09:49.559 --> 00:09:51.539 changed my business. Like I've signed up to his 00:09:51.539 --> 00:09:53.500 thing. It's $200 a month and I'm getting these 00:09:53.500 --> 00:09:58.539 right tips and man, cool. Good on you. And then 00:09:58.539 --> 00:10:00.539 I was like, do you know what his business is? 00:10:00.559 --> 00:10:02.220 Oh, no, he's doing it. Like you can charge more 00:10:02.220 --> 00:10:03.860 for this, but he's, he's doing for that because 00:10:03.860 --> 00:10:05.879 he doesn't need the money as a billionaire. Now 00:10:05.879 --> 00:10:08.100 what's their business? Yeah. The business is 00:10:08.100 --> 00:10:10.059 getting you to subscribe and that's what's made 00:10:10.059 --> 00:10:12.080 making them a billionaire, you know? Absolutely. 00:10:12.240 --> 00:10:14.840 Cause once you've. passed over your credit card 00:10:14.840 --> 00:10:17.980 details once for $200 a month, next month we've 00:10:17.980 --> 00:10:21.600 got a sale on the next level. But I think that's 00:10:21.600 --> 00:10:24.600 where that advice can be really good because 00:10:24.600 --> 00:10:26.740 you can learn things and then some people have 00:10:26.740 --> 00:10:29.240 the ability to go and apply that or try it and 00:10:29.240 --> 00:10:31.700 mix that up and do it but a lot of people don't 00:10:31.700 --> 00:10:35.129 and that's probably the second reason why. most 00:10:35.129 --> 00:10:38.090 advice doesn't work is because people watch all 00:10:38.090 --> 00:10:39.409 the different people, they read all the different 00:10:39.409 --> 00:10:41.549 books, they've tried all the different systems, 00:10:42.110 --> 00:10:46.149 they get advice from everyone and it hasn't changed 00:10:46.149 --> 00:10:49.730 anything and it's probably that's too much advice. 00:10:50.389 --> 00:10:52.429 In my opinion, and this is purely my opinion, 00:10:52.649 --> 00:10:56.929 every business help book or get rich quick scheme 00:10:56.929 --> 00:10:59.990 book that's been released in the last 50 years 00:10:59.990 --> 00:11:02.830 is just a paraphrasing of Think and Grow Rich 00:11:02.830 --> 00:11:05.259 by Napoleon Hill. and people have just put their 00:11:05.259 --> 00:11:09.519 own spin on it and people keep buying because 00:11:09.519 --> 00:11:12.580 people might like some of the stuff from Think 00:11:12.580 --> 00:11:14.500 and Grow Rich but some of it's quite difficult 00:11:14.500 --> 00:11:18.059 and this person might have an easier way and 00:11:18.059 --> 00:11:19.860 so I'll buy his book as well and then I'll sign 00:11:19.860 --> 00:11:21.940 up to his newsletter and I'll watch his podcast 00:11:21.940 --> 00:11:25.120 and I'll watch him on YouTube and I'll follow 00:11:25.120 --> 00:11:26.759 that guy for a while until he says something 00:11:26.759 --> 00:11:28.419 that's a little bit difficult and then I'll find 00:11:28.419 --> 00:11:30.039 someone else who says they're going to make it 00:11:30.039 --> 00:11:33.389 easier. Humans are inherently lazy. We all are. 00:11:33.490 --> 00:11:35.750 We'll always take the path of least resistance. 00:11:36.450 --> 00:11:39.649 And I think that's why the 1 % are the 1 % because 00:11:39.649 --> 00:11:42.710 they do what 99 % of people won't do. But how 00:11:42.710 --> 00:11:45.190 many people forget the information? I'm just 00:11:45.190 --> 00:11:47.070 reflecting on what I do. Like I'll read a book 00:11:47.070 --> 00:11:49.250 and I'll be like, totally forgot that seven step 00:11:49.250 --> 00:11:51.750 process that they just told me. Yeah. Totally 00:11:51.750 --> 00:11:53.370 forgot it. Forget the seven step process. It's 00:11:53.370 --> 00:11:54.929 just when you come across something, something 00:11:54.929 --> 00:11:56.669 triggers you to think about something. That's 00:11:56.669 --> 00:11:59.480 what I find. Like it's all... you know, sometimes 00:11:59.480 --> 00:12:01.580 you read it and you forget it. Sometimes you 00:12:01.580 --> 00:12:03.139 read it and you remember, oh, where was that? 00:12:03.279 --> 00:12:04.879 Go look that up again. Sometimes you'll just 00:12:04.879 --> 00:12:07.080 think of an idea and you won't know how you thought 00:12:07.080 --> 00:12:09.580 of it, but it will be something like you've read 00:12:09.580 --> 00:12:12.639 in the past helps you get there. I could probably 00:12:12.639 --> 00:12:14.919 have entire conversations that are cliches from 00:12:14.919 --> 00:12:16.720 books that I've read, but I wouldn't be able 00:12:16.720 --> 00:12:19.139 to reference them. You reference a lot though. 00:12:19.980 --> 00:12:21.379 Zee, when you're talking about the advice for 00:12:21.379 --> 00:12:24.500 different size businesses, not being the same, 00:12:24.820 --> 00:12:26.539 but a lot of advice sort of assumes everything's 00:12:26.539 --> 00:12:28.409 the same. That's, I guess, what I touched on 00:12:28.409 --> 00:12:32.730 in the Lamborghini incident where you have someone 00:12:32.730 --> 00:12:35.990 sitting in a Lamborghini and let's just say, 00:12:36.129 --> 00:12:38.210 for argument's sake, their business is a multi 00:12:38.210 --> 00:12:39.690 -million dollar business. Yeah, I scarred I've 00:12:39.690 --> 00:12:42.549 got 2 ,000 employees now dominating. Set and 00:12:42.549 --> 00:12:45.409 forget. This is how I do it and I just hire on 00:12:45.409 --> 00:12:47.750 tap and it has nothing and these are the criteria 00:12:47.750 --> 00:12:50.269 and that sort of thing. It's totally different 00:12:50.269 --> 00:12:52.929 to someone who lives in a rural area, has five 00:12:52.929 --> 00:12:57.330 employees and is isolated from large communities, 00:12:57.509 --> 00:12:59.470 not smack bang in the middle of New York City. 00:12:59.750 --> 00:13:02.570 I think that does have to be considered when 00:13:02.570 --> 00:13:05.169 you are taking on their advice. And I know that 00:13:05.169 --> 00:13:07.309 when I look at those sort of Instagram things, 00:13:07.730 --> 00:13:11.450 I always go, I'm such a skeptic with these sort 00:13:11.450 --> 00:13:12.870 of things. I just look at them, I'm like, oh 00:13:12.870 --> 00:13:15.750 my goodness. A lot of it's true. Oh, totally 00:13:15.750 --> 00:13:18.570 fair. But does that apply to you? But yeah, if 00:13:18.570 --> 00:13:21.190 you're saying, oh, we'll just hire more employees 00:13:21.190 --> 00:13:25.320 and someone who is in crisis in their business 00:13:25.320 --> 00:13:27.059 is hearing that and they're just like I need 00:13:27.059 --> 00:13:28.779 to hire more employees because then I can take 00:13:28.779 --> 00:13:29.820 on more work. It's not actually the problem. 00:13:29.820 --> 00:13:31.740 Imagine if your pricing wasn't quite right and 00:13:31.740 --> 00:13:33.559 then you employed another 10 people to do more 00:13:33.559 --> 00:13:38.059 of it. It's so much worse. And so I have, what's 00:13:38.059 --> 00:13:42.059 the word, guru fatigue. Guru fatigue. You've 00:13:42.059 --> 00:13:44.899 consumed too much advice and not enough thinking. 00:13:45.519 --> 00:13:48.200 Yeah, well now I'm thinking. Well, always thinking 00:13:48.200 --> 00:13:53.519 but it's just a... You just really need to take 00:13:53.519 --> 00:13:57.639 that advice carefully. And I kind of get to the 00:13:57.639 --> 00:13:59.399 point where I only take advice from the people 00:13:59.399 --> 00:14:02.460 that I trust the most. I won't take advice from, 00:14:02.679 --> 00:14:06.399 if I look at a, I enjoy the gym. So if I look 00:14:06.399 --> 00:14:09.039 at someone who has a workout routine and they 00:14:09.039 --> 00:14:11.299 just put it on Instagram, I'm not going to follow 00:14:11.299 --> 00:14:14.019 that. I'll go to my PT and say, is this a good 00:14:14.019 --> 00:14:16.440 idea instead? What they are telling me might 00:14:16.440 --> 00:14:18.980 be right on Instagram, might be a really good 00:14:18.980 --> 00:14:22.309 split, but. it doesn't necessarily mean it's 00:14:22.309 --> 00:14:25.629 right. So I need that person who can sift through 00:14:25.629 --> 00:14:28.070 all of it and tell me if it's right or wrong. 00:14:28.450 --> 00:14:30.330 Yeah. I think you was talking about something 00:14:30.330 --> 00:14:32.789 before and it relates, it all relates, ties together, 00:14:32.789 --> 00:14:34.850 but people are looking for that advice because 00:14:34.850 --> 00:14:38.649 they want the shortcut. So a lot of advice is 00:14:38.649 --> 00:14:39.669 like, this is going to be quick, it's going to 00:14:39.669 --> 00:14:42.129 be exact and it's confidence. And to be honest, 00:14:42.330 --> 00:14:44.830 like that's, that is something that advisors 00:14:44.830 --> 00:14:47.230 need to sell. Like it's much better to have advice 00:14:47.230 --> 00:14:51.789 that works quickly and they can trust. I've been 00:14:51.789 --> 00:14:54.409 to whole events, two main events that I remember 00:14:54.409 --> 00:14:56.809 clearly was one where the keynote speaker was 00:14:56.809 --> 00:14:58.529 Richard Branson and then there was a whole heap 00:14:58.529 --> 00:15:00.190 of speakers before that during the day and they 00:15:00.190 --> 00:15:02.230 were all selling something, they were all selling 00:15:02.230 --> 00:15:06.070 advice but you got there because Richard Branson 00:15:06.070 --> 00:15:08.690 was there and another one was in Auckland with 00:15:08.690 --> 00:15:11.169 Gary Vaynerchuk and again he's the keynote speaker 00:15:11.169 --> 00:15:12.690 and the first thing he did when he walked out 00:15:12.690 --> 00:15:15.070 was said unlike some of these speakers I'm not 00:15:15.070 --> 00:15:17.710 going to try and sell you anything and then he 00:15:17.710 --> 00:15:23.629 just did what Gary Vee does. But I remember the 00:15:23.629 --> 00:15:28.889 one guy, a real estate guru in Australia, and 00:15:28.889 --> 00:15:30.409 he was talking in Auckland, and he was talking 00:15:30.409 --> 00:15:32.730 about being the number one real estate guru and 00:15:32.730 --> 00:15:36.110 mortgage broker in Australia, who I hadn't heard 00:15:36.110 --> 00:15:38.750 of being an Australian, and money advisor as 00:15:38.750 --> 00:15:40.809 well, financial advisor. And I'm thinking, well, 00:15:40.809 --> 00:15:42.950 you didn't write the Barefoot Investor, so you're 00:15:42.950 --> 00:15:45.409 probably not number one in most people's eyes. 00:15:45.740 --> 00:15:48.159 And then he went on to talk about how he reduces 00:15:48.159 --> 00:15:50.980 your mortgage by 20 years. And if you sign up 00:15:50.980 --> 00:15:54.980 to my $2 ,000 a month program, you'll be able 00:15:54.980 --> 00:15:58.779 to invest in property easily. And a lot of advice 00:15:58.779 --> 00:16:01.379 that you could get from your local financial 00:16:01.379 --> 00:16:04.379 advisor for a fraction of the cost. And it was 00:16:04.379 --> 00:16:06.980 these sorts of perceived value offerings throughout 00:16:06.980 --> 00:16:10.360 the entire schedule at both events, but they 00:16:10.360 --> 00:16:12.720 had an audience. And a lot of the audience that 00:16:12.720 --> 00:16:14.889 were there to see Richard Branson at one and 00:16:14.889 --> 00:16:16.909 Gary Vaynerchuk. So you know what they're there 00:16:16.909 --> 00:16:18.830 for. They're here to learn from some of the best 00:16:18.830 --> 00:16:22.669 captive audience have eyeballs on your offer, 00:16:23.029 --> 00:16:25.090 guaranteed eyeballs on your offer. And now it's 00:16:25.090 --> 00:16:27.929 a pitch off. Grant Cardone was a minor speaker 00:16:27.929 --> 00:16:30.789 at one of them as well. And if there's anyone 00:16:30.789 --> 00:16:33.330 who can speak really well, he spoke well. He's 00:16:33.330 --> 00:16:36.070 up there. Yeah. And like the 10X theory that 00:16:36.070 --> 00:16:38.049 he's written. Got some good stuff. Yeah, it's 00:16:38.049 --> 00:16:40.029 brilliant stuff. But again, he's a salesman. 00:16:40.049 --> 00:16:42.149 And for me, it was awesome just to sit there 00:16:42.149 --> 00:16:45.799 and watch him. do his thing and watch how he 00:16:45.799 --> 00:16:49.500 crafted this offer over 45 minutes of his presentation 00:16:49.500 --> 00:16:53.519 to then here's the pitch and build up the perceived 00:16:53.519 --> 00:16:56.539 value. And I think that's what a lot of people 00:16:56.539 --> 00:17:01.879 in various businesses succumb to is that sounds 00:17:01.879 --> 00:17:03.840 too good to be true, but what if it is true? 00:17:04.009 --> 00:17:07.470 Yeah, it's much easier to pay someone to feel 00:17:07.470 --> 00:17:09.230 like you're doing something to not do anything. 00:17:09.869 --> 00:17:13.170 A good framework for thinking is to think why 00:17:13.170 --> 00:17:15.170 is someone doing something and then you go one 00:17:15.170 --> 00:17:17.569 level is what were they thinking when they decided 00:17:17.569 --> 00:17:20.789 to do that. Which I actually got from some guy 00:17:20.789 --> 00:17:24.970 from France who owned a gallery and donated it. 00:17:25.130 --> 00:17:27.589 It's an older guy and his partner and they were 00:17:27.589 --> 00:17:30.829 looking at murals in Sheffield locally here and 00:17:30.829 --> 00:17:32.769 I went past one and had some nice colourful... 00:17:33.250 --> 00:17:35.809 aquatic life. I loved it. It was great. He walked 00:17:35.809 --> 00:17:38.309 straight past it. Anyway, after three or four 00:17:38.309 --> 00:17:40.150 and he stopped the one I asked and said, what 00:17:40.150 --> 00:17:42.670 do you like about this one? And he goes, oh, 00:17:43.029 --> 00:17:44.910 this one's nice, but you know, like some of them 00:17:44.910 --> 00:17:48.450 are drawn well, but there's no nothing to it. 00:17:48.490 --> 00:17:49.910 Some of them are something to it, but they're 00:17:49.910 --> 00:17:52.670 not drawn well. He's like, this one's got, you 00:17:52.670 --> 00:17:54.910 know. And I'm like, oh, so with art, are you 00:17:54.910 --> 00:17:57.170 just trying to, what's the artist trying to communicate? 00:17:57.269 --> 00:17:59.769 Like, that's pretty much art, isn't it? And he's 00:17:59.769 --> 00:18:04.380 like, no, no. So what is it? He goes, I always 00:18:04.380 --> 00:18:06.599 look at the art. What was the artist's thinking? 00:18:07.940 --> 00:18:09.200 I'm like, oh, that's different. It's not what 00:18:09.200 --> 00:18:10.960 I was trying to communicate. What is the artist 00:18:10.960 --> 00:18:13.180 thinking when they did this? And then it became 00:18:13.180 --> 00:18:16.119 quite interesting. I haven't quite a tickle there, 00:18:16.220 --> 00:18:17.259 but if you look at something and you go, what 00:18:17.259 --> 00:18:19.160 was the artist thinking at the time? It's actually 00:18:19.160 --> 00:18:22.599 quite interesting then. And I do, when people 00:18:22.599 --> 00:18:24.380 are talking to me now, or advising me to do something, 00:18:24.619 --> 00:18:26.920 or they want you to do something, I say, well, 00:18:26.920 --> 00:18:29.519 what are they thinking? So they're desperate 00:18:29.519 --> 00:18:31.880 because of something. They're trying to. So we 00:18:31.880 --> 00:18:34.099 have a lot of advisors and everyone, every advisor 00:18:34.099 --> 00:18:36.740 has to make a sale. So is this advice or is this 00:18:36.740 --> 00:18:41.140 a sale? Am I income or am I, you know, but they're 00:18:41.140 --> 00:18:42.980 allowed to do that because it's their job, right? 00:18:42.980 --> 00:18:45.380 There's a market for it as well. I think, you 00:18:45.380 --> 00:18:48.180 know, you've got to then be able to go, what's 00:18:48.180 --> 00:18:50.339 one that's where we're giving you all the promises 00:18:50.339 --> 00:18:52.950 for the sale. but then we've also got to balance 00:18:52.950 --> 00:18:54.789 it with you saying the silver bullet before you 00:18:54.789 --> 00:18:57.190 didn't say silver bullet but that result. Perceived 00:18:57.190 --> 00:18:59.549 value versus real value. I'm constantly, part 00:18:59.549 --> 00:19:02.670 of my job day to day is slowing people down. 00:19:02.670 --> 00:19:05.450 Yep. So you've got to be patient. We've done 00:19:05.450 --> 00:19:07.710 a few changes, let's just let it sit for a few 00:19:07.710 --> 00:19:09.569 months, see what happens. So you mean if I don't 00:19:09.569 --> 00:19:11.410 just do these seven steps I'm not going to instantly 00:19:11.410 --> 00:19:14.190 be a millionaire? No, let's do this way. Keep 00:19:14.190 --> 00:19:15.549 doing the right thing, you know. Do the boring 00:19:15.549 --> 00:19:17.930 stuff, business is boring, right? So why is your 00:19:17.930 --> 00:19:20.559 business dominating your life? Because you you're 00:19:20.559 --> 00:19:21.900 doing everything all the time, you're constantly 00:19:21.900 --> 00:19:24.299 changing it and, you know, well, let's just sit 00:19:24.299 --> 00:19:26.000 and forget and see what happens and then make 00:19:26.000 --> 00:19:28.720 some changes. So, you know, we need patient, 00:19:28.799 --> 00:19:30.480 we need judgment, we need trade -offs. So if 00:19:30.480 --> 00:19:32.240 we do this, that's not going to work as well, 00:19:32.259 --> 00:19:33.720 but this is going to work better, right? There's 00:19:33.720 --> 00:19:37.480 always this flow. So I think why people love 00:19:37.480 --> 00:19:39.740 buying the advice is that it means they're doing 00:19:39.740 --> 00:19:43.240 something, but in reality, we also need to. why 00:19:43.240 --> 00:19:44.779 it doesn't work is because they think it's a 00:19:44.779 --> 00:19:46.279 quick fix and they go do it and then they take 00:19:46.279 --> 00:19:47.599 on the next bit of advice and as soon as they're 00:19:47.599 --> 00:19:49.480 not doing something it's more advice when in 00:19:49.480 --> 00:19:51.140 reality though sometimes you need to be patient 00:19:51.140 --> 00:19:54.599 do the right things well but what it comes down 00:19:54.599 --> 00:19:56.980 to people just don't want to think true story 00:19:56.980 --> 00:19:59.400 that yeah don't want to be totally responsible 00:19:59.400 --> 00:20:02.460 don't want to think um turns why do people basis 00:20:02.460 --> 00:20:05.460 of marketing right there why do we keep like 00:20:05.460 --> 00:20:07.980 why do people keep getting the advice. So watching 00:20:07.980 --> 00:20:10.240 it on the TikToks, you know, we've got the reels, 00:20:10.680 --> 00:20:11.799 where everyone's doing it. You're in the gym, 00:20:12.019 --> 00:20:14.640 you're looking at things, asking your PT. So 00:20:14.640 --> 00:20:16.960 why does everyone keep buying advice when they're 00:20:16.960 --> 00:20:18.980 not actually making the changes? Because someone's 00:20:18.980 --> 00:20:22.559 going to make it more comfortable, easier. Yeah. 00:20:23.880 --> 00:20:26.299 More hope without risk. It's easier now. Obviously, 00:20:26.519 --> 00:20:29.079 you've got more exposure, easier exposure in 00:20:29.079 --> 00:20:34.599 the pocket in your phone. But it hasn't changed. 00:20:35.180 --> 00:20:38.740 In the 1940s and 50s, it was newspapers, billboards. 00:20:39.640 --> 00:20:41.619 Then the advent of television made it even easier, 00:20:41.640 --> 00:20:44.339 so you had to recraft your message. But they 00:20:44.339 --> 00:20:46.599 were always still selling advice. I mean, at 00:20:46.599 --> 00:20:48.940 the end of the day, Napoleon Hill went, I'm going 00:20:48.940 --> 00:20:53.160 to write a book. And here's what I found. And 00:20:53.160 --> 00:20:56.380 probably the Bible for advice in the history 00:20:56.380 --> 00:21:00.339 of mankind. But why is there a market for so 00:21:00.339 --> 00:21:03.849 many spin -offs? Why do you have your Simon Sinek's 00:21:03.849 --> 00:21:05.529 of the world being able to stand in front of 00:21:05.529 --> 00:21:08.490 a stage at TEDx and practically say the same 00:21:08.490 --> 00:21:10.769 thing, just paraphrased and slightly different, 00:21:11.309 --> 00:21:14.349 but get a massive audience? Because I think it 00:21:14.349 --> 00:21:18.269 stems back from what Z said, I trust him more. 00:21:18.730 --> 00:21:20.589 The same thing with the admin person I said before. 00:21:20.990 --> 00:21:23.049 I heard it from there, but if I hear it from 00:21:23.049 --> 00:21:24.769 you, I trust you so I can do something. Which 00:21:24.769 --> 00:21:26.710 makes it effective advice, doesn't it? Absolutely. 00:21:27.069 --> 00:21:31.619 So how do you as a business owner then hack that, 00:21:31.660 --> 00:21:33.819 I suppose, for want of a better word, hack sounds 00:21:33.819 --> 00:21:37.779 nasty, but hack it in a beneficial way to go, 00:21:38.299 --> 00:21:41.119 how do I get my audience to trust me and want 00:21:41.119 --> 00:21:43.500 to buy from me? Maybe that's the key conversation. 00:21:44.039 --> 00:21:45.680 Or looking at it from the different perspective 00:21:45.680 --> 00:21:48.420 of receiving the advice and what Zee said, you 00:21:48.420 --> 00:21:50.779 know, that's good. She's listening to a few people 00:21:50.779 --> 00:21:52.420 that she trusts to get that advice and she's 00:21:52.420 --> 00:21:55.859 cutting out the rest. That's taking. that fatigue 00:21:55.859 --> 00:21:58.500 out of things or the uncertainty. Very important 00:21:58.500 --> 00:22:00.880 point. I think why people keep getting the advice, 00:22:00.920 --> 00:22:03.500 though, is it makes them feel better. So it's 00:22:03.500 --> 00:22:06.539 safer than going, oh, I'm doing the wrong thing 00:22:06.539 --> 00:22:08.220 or I know I could be doing better. Yeah, but 00:22:08.220 --> 00:22:09.920 I've got some advice. It's easier than making 00:22:09.920 --> 00:22:12.000 the decision. And if they're feeling uncertain 00:22:12.000 --> 00:22:14.599 about something, it makes them comfortable. I 00:22:14.599 --> 00:22:17.799 mean, in the most, like, brutal way of putting 00:22:17.799 --> 00:22:20.220 it, it just transfers blame to someone else, 00:22:20.640 --> 00:22:22.839 doesn't it? It's just someone else's fault if 00:22:22.839 --> 00:22:24.640 it doesn't go right. Yeah. Well sometimes you've 00:22:24.640 --> 00:22:26.440 got to take the thorns with the roses and I think 00:22:26.440 --> 00:22:28.579 that's a good way to put it. We've had meetings 00:22:28.579 --> 00:22:30.500 with people that might have made sense at the 00:22:30.500 --> 00:22:32.640 time and who are taking the advice and how are 00:22:32.640 --> 00:22:34.700 you just saying yes because we're giving you 00:22:34.700 --> 00:22:35.920 the advice and you're playing for it making you 00:22:35.920 --> 00:22:37.619 feel better. Like you've actually got to go do 00:22:37.619 --> 00:22:40.970 it. Might not work, you know. Well, that's chat 00:22:40.970 --> 00:22:44.029 GPT. If you don't train your GPT to be critical 00:22:44.029 --> 00:22:45.950 of your ideas, it's just going to sit there and 00:22:45.950 --> 00:22:48.609 go, that's a great idea, Ian. Well done. Yes. 00:22:48.609 --> 00:22:50.210 It's not even that, but people ask for the advice. 00:22:50.250 --> 00:22:51.589 They get the advice and then they sit there and 00:22:51.589 --> 00:22:52.509 they're like, oh, no, I've done something now. 00:22:52.630 --> 00:22:55.230 No, you haven't. You've asked, you've paid, you've 00:22:55.230 --> 00:22:57.009 received the advice. Now you have to implement 00:22:57.009 --> 00:22:58.890 it. That's not our job, that's yours. Yep. But 00:22:58.890 --> 00:23:00.490 you can see when people aren't actually going 00:23:00.490 --> 00:23:02.710 to do it. And I've had clients two years later 00:23:02.710 --> 00:23:04.849 go, oh, remember you telling me this two years 00:23:04.849 --> 00:23:06.990 ago? And I'm like, yeah, yeah, yeah, yeah, yeah. 00:23:07.269 --> 00:23:10.500 And the back of my head, I was like... Nah Well, 00:23:10.500 --> 00:23:12.779 I work like you're an idiot. You should have 00:23:12.779 --> 00:23:15.180 said nah, and we could have talked about it It 00:23:15.180 --> 00:23:16.420 still could have been the arts could have been 00:23:16.420 --> 00:23:18.960 no But then now you two years later going I really 00:23:18.960 --> 00:23:20.460 need to do that and I'm glad I've done it now 00:23:20.460 --> 00:23:22.740 But I waste two years like what's the point? 00:23:23.039 --> 00:23:24.940 I worked with it was comfortable that she had 00:23:24.940 --> 00:23:29.259 helped many years ago that sought advice from 00:23:29.259 --> 00:23:33.960 you actually in a different world and I was the 00:23:33.960 --> 00:23:36.259 person who was nominated to go to these seminars 00:23:36.259 --> 00:23:40.059 and bring the information back and and brilliant 00:23:40.059 --> 00:23:43.400 advice just to pump your tires up mate and then 00:23:43.400 --> 00:23:47.400 bringing it back one owner was very very on board 00:23:47.400 --> 00:23:50.059 another owner was skeptical and then the general 00:23:50.059 --> 00:23:51.980 manager was there's no way we will implement 00:23:51.980 --> 00:23:53.940 that here because we've always done it this way 00:23:53.940 --> 00:23:56.119 and so then you have to have a look at your team 00:23:56.119 --> 00:23:58.960 and go well is everyone on the same page it was 00:23:58.960 --> 00:24:00.500 literally like running headfirst into a brick 00:24:00.500 --> 00:24:03.519 wall bringing this you could see the plan you 00:24:03.519 --> 00:24:06.660 could see where the business could be And not 00:24:06.660 --> 00:24:09.359 being a key decision maker, just being a marketing 00:24:09.359 --> 00:24:13.400 person, not having any real influence, but then 00:24:13.400 --> 00:24:15.559 disseminating the knowledge, knowing full well 00:24:15.559 --> 00:24:18.319 that if we do this, this, this and this, we're 00:24:18.319 --> 00:24:21.059 going to go from being a $10 million a year business 00:24:21.059 --> 00:24:24.799 to hundreds. And that person over there doesn't 00:24:24.799 --> 00:24:27.059 want to do it, so we're going to fail. Yep. And 00:24:27.059 --> 00:24:29.680 I think that's the last part about why people 00:24:29.680 --> 00:24:32.059 keep getting it is advice often fails because 00:24:32.059 --> 00:24:35.259 no one has ownership over it. Yeah, I was just 00:24:35.259 --> 00:24:39.960 thinking they get the information, go, that's 00:24:39.960 --> 00:24:42.220 a great idea. And then they kind of think about 00:24:42.220 --> 00:24:43.819 it and they go, oh, I don't have time for it. 00:24:43.920 --> 00:24:47.160 And then another video shows up. And then they're 00:24:47.160 --> 00:24:49.519 like, oh. Can't do that. I don't like that step 00:24:49.519 --> 00:24:51.819 there. So the whole lot of it is garbage. Yeah. 00:24:51.900 --> 00:24:54.779 And then they go. And it didn't work. That advice 00:24:54.779 --> 00:24:57.500 wasn't good. So I'm still fine. It wasn't me 00:24:57.500 --> 00:24:59.779 who failed. Yeah. Oh, now I actually need to 00:24:59.779 --> 00:25:01.539 fix my time management. That's more important. 00:25:01.559 --> 00:25:03.319 And then someone says something about time management. 00:25:03.440 --> 00:25:05.680 I can't do that. So then I got to figure something 00:25:05.680 --> 00:25:08.349 out. And that's why they keep. The people that 00:25:08.349 --> 00:25:11.289 you probably trust more, it's a bit easier but 00:25:11.289 --> 00:25:13.809 what you find with advice and coaching, coaching 00:25:13.809 --> 00:25:16.630 is a different topic to advice but the coaching 00:25:16.630 --> 00:25:19.049 is how do you help someone get somewhere and 00:25:19.049 --> 00:25:21.269 it's not just about giving the advice but it's 00:25:21.269 --> 00:25:23.990 with them figuring out how are they happy to 00:25:23.990 --> 00:25:26.069 do something to get to a point and that might 00:25:26.069 --> 00:25:28.589 not be the gold standard, it might not be the 00:25:28.589 --> 00:25:30.170 platinum standard, it might be the silver standard 00:25:30.170 --> 00:25:32.619 but that's the one they're happy to do. So I 00:25:32.619 --> 00:25:35.440 think just understanding that people keep assuming 00:25:35.440 --> 00:25:38.240 advice because it's also an excuse if something 00:25:38.240 --> 00:25:40.519 doesn't go wrong, sorry, if something doesn't 00:25:40.519 --> 00:25:43.400 go right, they can blame the advice and it's 00:25:43.400 --> 00:25:45.140 their problem that they've already got, it's 00:25:45.140 --> 00:25:47.160 not their fault. It's almost like the worst advice 00:25:47.160 --> 00:25:50.119 is advice. If you want a good advisor, you probably 00:25:50.119 --> 00:25:52.099 get someone you get along with, someone that 00:25:52.099 --> 00:25:54.279 understands where they're at. If only there was 00:25:54.279 --> 00:25:56.980 a team that had a group of people where you could 00:25:56.980 --> 00:25:58.299 find... Here comes the sales pitch. It's not 00:25:58.299 --> 00:26:01.319 a sales pitch. If only there was a team where 00:26:01.319 --> 00:26:03.579 you could find someone within the team who you 00:26:03.579 --> 00:26:05.259 would get along with, because there's so many 00:26:05.259 --> 00:26:06.759 different personalities in your team, Rowan. 00:26:06.799 --> 00:26:08.220 Just for all the listeners, Ian only does this 00:26:08.220 --> 00:26:12.700 because it annoys me. But yeah, get an advisor 00:26:12.700 --> 00:26:13.880 that understands what you're going through and 00:26:13.880 --> 00:26:16.660 you get along with and can help you think because 00:26:16.660 --> 00:26:18.940 it's not the advice, it's how you consume it 00:26:18.940 --> 00:26:21.000 and how you adapt that for yourself. And then 00:26:21.000 --> 00:26:23.940 the last thing is that it's good to not just 00:26:23.940 --> 00:26:25.299 get some off the internet and when it doesn't 00:26:25.299 --> 00:26:27.380 work, throw it away. Like if you're going to 00:26:27.380 --> 00:26:29.099 get advice, get someone that when you're implementing 00:26:29.099 --> 00:26:31.299 it doesn't work, talk to them again. And like 00:26:31.299 --> 00:26:34.420 how do we fix this? It doesn't matter what advice 00:26:34.420 --> 00:26:36.200 you get, it matters what gets executed and what 00:26:36.200 --> 00:26:38.680 the outcomes are. And the best advisors will 00:26:38.680 --> 00:26:41.289 help you get that income. that outcome, sorry, 00:26:41.390 --> 00:26:46.009 which creates the income. And that's what they 00:26:46.009 --> 00:26:47.549 sort of, they stand by. You know, there might 00:26:47.549 --> 00:26:50.650 be five failures along the way, but they'll get 00:26:50.650 --> 00:26:53.710 the outcome in the end. Business abundance will 00:26:53.710 --> 00:26:59.450 get the outcome. At the end of the day, most 00:26:59.450 --> 00:27:02.289 people aren't failing because they lack the information. 00:27:02.329 --> 00:27:05.369 It's because they're outsourcing it. They don't 00:27:05.369 --> 00:27:09.289 want to think. Yeah. Well, thinking's hard. Look, 00:27:09.769 --> 00:27:12.029 if something isn't working in your business, 00:27:12.509 --> 00:27:16.630 the answer is usually not more advice. Just start 00:27:16.630 --> 00:27:19.289 discerning. Keep it simple. And keep it simple. 00:27:19.910 --> 00:27:21.609 On that note, we'll leave it there everyone. 00:27:22.210 --> 00:27:25.309 Have a good afternoon wherever you are. Morning, 00:27:25.450 --> 00:27:28.089 whatever you're doing. Driving. Night. Good night. 00:27:28.509 --> 00:27:29.730 Podcasting. They could be listening at any time. 00:27:30.190 --> 00:27:30.289 Exactly.