Master call week 4 tủ tài liệu bách khoa

A lot of people flew in from different cities, and different countries, and we really had an interesting time learning how to make messages even more concise and really communicate in a

I;M$hi

Welcome, welcome, welcome Welcome to our Zero to Launch Master Call This is Ramit Sethi

I have been speaking for about 18 hours straight I just finished a two day intensive conference,

which was actually for experienced speakers who wanted to get even better And I met a lot of

interesting people It was hosted here in New York City A lot of people flew in from different

cities, and different countries, and we really had an interesting time learning how to make

messages even more concise and really communicate in a great way, so I'll be sharing some of

those things with you, the I Will Teach You To Be Rich community, over the next few months

One thing I really loved was people who are already good focusing on improving themselves

to be even better There were some people that were extremely experienced, like you've seen

them on TV And so, when they would go and do a two minute speech, we would all critique

them right there And, for these people, they're almost the best in the business, so you're really

picking out the most minor of issues It's like critiquing an Olympian You're saying, "Well, I

notice that on that fourth time that you swam that lap, your right hand fluttered when you were

halfway down the whatever."

Okay, so that's kind of critiquing You're really in the weeds at that point, but the most

fascinating thing was those were the very people who wanted to know those things, because

they're so good that even the smallest difference makes a huge change for them, right?

Compare to that, say, the beginner, who's wondering, "What do I do with my hands?" That's

just a very beginner question, and that's fine There were some of those people as well

But, it's very important to know that as you get more and more advanced, you will actively seek

out even your smallest vulnerabilities, because you want to know how to improve those I just

thought I would pass that along as a pretty interesting behind the scenes story of some of the

things that I did today

Now, here's what we're going to do We're going to cover some great questions we have and if we

have extra time, we're going to actually take any questions live here on tonight's call, so if you

have a question but you didn't have a chance to ask it, or if as you're listening tonight you come

up with a question, no problem Open up Notepad on your computer, write it down and when

the time comes, and if we have time tonight, I will give you a chance to ask it If we don't have

time, don't worry You can just save it and submit it next week

Alright? So we're going to start off with we're going to go to Jenny L Jenny, are you there?

Really going through the videos, just kind of being able to recognize further details of the

concept, I would say

l@fuill

What does that mean?

i!JWfi

Like just being able to go deeper, understand some of the things that maybe I did intuitively,

so that moving forward, I can be more strategic and deliberate about my steps, about my

movements

•MM"

Good Alright, so in other words, you were doing some things unconsciously, but now you have

a framework or a strategy around them, so you can be conscious about them going forward Is

that what you mean?

+I@W'

Yeah, yeah Being able to make smarter decisions, because before, I would kind of just do stuff

and understand it after, and now I'm kind of getting to the point where I can do it a little bit

more in the moment, and be a little bit more strategic going forward

+;UM+

Perfect That's a powerful moment Alright, so you've got a very long question I would like for

you to make it concise for us so that we have plenty of time to tackle it tonight How can I help?

+mmra

Basically, I have my site and I've immersed myself and my audience for quite some time and

I'm really struggling with being able to wrap up my message in a very concise statement So, my

site is Never North and my mission, my "why," is to design a better tomorrow So it's to design

conscious creatives to kind of train them in everything they need to know to work for conscious

entrepreneurs

And, I feel that there's a lot of really good entrepreneurs out there that need help with designers,

but designers are moving from print to web, so they don't really understand how to help these

people

So, I kind of want to create this training ground for them, in the sense of giving a mission to

design a better tomorrow One thing is that, my community, they feel alone They're kind

oflike the weirdos, the creative people and they kind ofbelieve in this kind of conscious

movement But they're feel very, very alone So basically, like I said, I'm really having a struggle

wrapping it up in a small, concise statement what the site really is I could sit here and talk

about it for hours

I;U$111

Okay, alright, well let's tackle it Let's spend a few minutes on this thing First of all, you have a

website already, and do you have people going to this site?

+I@W'

Yeah, I just launched on April 12th I launch with a post called, "How To Build A Brand And

Excellent! Okay So this is a highly engaged list? Very good

il@:fi

Yeah but it's very small It's very a very small army though

That's okay I started off at zero Okay? And my list was highly engaged from day one, but I have

to tell you the truth, I also made a critical mistake I let my list atrophy I would go six months

at a time without em ailing them It was one of the biggest mistakes I ever made So, to get 8o

plus comments out of 250 is astonishing! It's great! It means you've got a very engaged audience

Now, I took a look at your question And I took a look at your site as well I want to give you

a little bit of feedback on the purpose, the mission, and the copy But I want to make sure I

answer your specific question, so, in one sentence, what is your question?

ll@hi

I guess how can I re-frame my message to be snappy and concise?

l@.t,jii

Alright, good Well, good job on asking that because the way you wrote the question it was about

10,000 words I was like, "Print this out, print this out and send it to me! I'm going to have to sit

down and relax in my recliner while I digest it."

"3*ii

You said to give you the backstory

l@.t,jii

The backstory I didn't know I'd have to put a word limit on it Alright, so, you said you want to

design a better tomorrow

ii@hi

Yes

•MM"

Okay So, let's talk about the different people who design a better tomorrow The designers of

Pringle's chips, who design a better taste; the designers of the toilet paper I use; the designers

of this chair that I am sitting on It's a million different things Therefore it means nothing

Okay?

+mmr•

Okay

'¥'*"' What I'm hearing from you is that you want to help certain kinds of entrepreneurs grow If I'm

also hearing you right, you talk about conscious creatives In other words, people who don't just

want to make money but they also want to improve the world Am I reading those two things

Surrounding the whole site I really want to make it a very strong community, in a sense of

belonging, like a tribe It's a main point now, but

'MM"

Okay Let's start again and let's rank them in order Which is the most important I'm going to

give your three in no particular order Community, help entrepreneurs grow their businesses

Honestly, no, I think community is the number one important thing Because when I talk to my

audience, the biggest thing that the resonate with is the feeling of not really being alone But,

the reason I say conscious creativity is because that's really the "why" that they resonate with

•MM"

Okay, hold on, hold on, hold on You're going way off on a tangent I want to stay focused We're

talking about one, two and three So you're saying that you believe community is the most

important thing to your audience Is that correct?

And that's really my problem here, is that I'm so close to all of these things, that I can no longer

really see the hierarchy, so it's just a big mess of confusing for me

•MM"

Okay, so first of all, don't feel alone, because that's the reason you're here, not just in the

program but the master program So, you and I are here talking, and you have access to

thousands of people who will help you get some perspective, so you're doing the right thing The

first step is just to brain dump it, which you certainly did, and the next step is to really sort

through it and start to understand what your audience cares about, not what you care about, so

we put them first and we put you second

So, when you say that community comes first, let's play that out So if indeed community comes

first, you could theoretically create a community site and just say you could create a forum,

"Welcome to this forum for entrepreneurs, for conscious entrepreneurs, I'm going to help you

build your business." You think your forum will take off like wildfire, is that true?

"*'~"

No, it's not just about the community it's about building something meaningful It's about kind

of taking control of their own lives and

~!1.~ on't want to go off on these tangents We talked about three things that were important

Wh ~ re those three things, again? Read them back to me

~mun~ conscious entrepreneurs, and the conscious creativity are growing

•MM"

Okay, entrepreneurs to grow their business So what I notice is that every time we try to focus

on one of these things you're going off on a totally separate tangent, do you notice that?

So, good! Now we know the problem, so we can come up with 20 different solutions! Okay, it's

just like creating a product We know our problem, which in this case is, you tend to go off all of

these other tangents because you have so many things you feel you have to say So, what is one

solution? In fact, you already mentioned it in your first sentence You said, "I have a structure

so I can organize my thoughts and go forward," right?

So we started off this call by creating a structure of the three arguably most important points

to our audience, right? So if we agree with that, and any new thing we come up with we're just

going to put it under an other category, but it's probably not as important as one of those three

things Do you see what I'm doing?

Okay, I'm going to tell you my opinion on this !think if they just want a community, there's a

million other communities that are bigger than your community will ever be I'm just speaking

statistically, it's nothing personal If they just want a community, there's Freelance Switch,

there's Freelancers Union, there's a million different other

ii@hi

But they don't like those

'MM''

What's that?

Because they speak to them like they're some high level, high horse designer speaking down to

them, and they don't go into detail about stuff They talk about this like a process Their advice

sucks, they say, "Oh, take everything Be a jack of all trades," and it's really bad advice

•MM"

Okay, let me give you another framework to look through Do you want this to be a hobby or is

this a business for you?

Well, okay I mean, obviously you want to help people, in my business, I want to help people

too, that's why g8 percent of my stuff is free But I also make very important, tough decisions

because I need to generate revenue Okay? So for example, ifi wanted to help even more people

I could give away all of my stuff for free, but it actually wouldn't help that many more people

because nobody would use it

So the point here is that you could build a community of a bunch of people and none of them

would ever buy Have you heard me say the phrase, "It's very difficult to turn aD student into an

A student."

i!JWij

No

i@f.iii

Okay, well it is And the blunt truth about a lot of these creatives, not all, not all by any means

I work with some amazing creative people But a lot of creatives struggle with their business

You, yourself said they're some of the most disorganized people on earth And it will be almost

impossible to take aD student and turn them into an A student Do you see what I'm saying?

ll@hi

Yes

So, your first challenge is to identify the people who really want to help themselves, who are

willing to invest in themselves That's why out of those three pillars we talked about, I would

strongly suggest that you focus on how to help them grow their business Because if you focus

on the people who want to grow their business, what does that imply? Number one, they

already have a business Okay? So, they've immediately separated themselves Out of 100

creative people that come to the site, maybe one is going to already have a business That's your

target market Okay? Not people who are thinking about it Let them go

I forget the word, but there's this thing in the dating world where like some women will say, "I

don't want to be his first girlfriend I don't want to have to train him." Have you ever heard

that?

"3*ii

Yes

•MM"

Okay You don't want to have to train them Let them train with someone else, and then when

they're ready, they can come to you, where you are serious Okay? I'm strongly recommending

this to you

Now, the second thing is when they come to you, and they're going to want to grow their

business because they already have a business Maybe they're doing $20 and hour, $50 an hour,

$5000 a month, whatever, and you can help them and you say, "I'm not here for everyone I'm

focused on people who want to make an impact So, I only accept people who show me that

they're doing more than just money Also, as part of it, we're not just It's not just me from on

top of the mountain I'm actually introducing you to a community of other creative conscious

people, or consciously creative people, that are going to help us all move in the right direction."

But the umbrella is people who want to grow their business Do you see what I'm saying?

You are right You are right, and then I do want to focus on growing their business because

that's really what's going to get them to find the balance that they want For a long time, I was

very stagnant in my own business until I kind of started making big, bold changes So, I also

have kind of done one of the things that you said, in that kind of eliminating kind of the people

that are not right and that I focused on people that want to learn and grow, especially when I've

been responding to comments and emails and things like that

So, a lot of that Some of it aligns with where I was going, but I definitely see more clarity about

going after the growing the business part That was part of some of the headlines that I tested

The ones that talked about being alone are the ones that actually performed better So, that's

kind of where I went more towards the community

i;hf.iii

Yeah, but let me give you some feedback on that, okay? So, first of all, I love what you're saying

I mean, you're validating a lot of what we just talked about, which is once you started getting

serious about your business, good things started happening Any time, and listen closely,

everyone who's listening to this call Any time I write an email about fear, my open rates and

everything goes through the roof Why? Why does that happen? Because

i!JWij

They can connect to it

i@f.iii

Yeah, they can connect to it It's relatable But also, guess what? It's like a comedian making a

poop joke It's a cheap laugh Okay? It lets you connect with people, but here's the problem You

start talking about fear too much, and you start getting people who love to talk about fear They

don't actually want to do anything They just want to talk about how afraid they are Okay?

Now, you will notice this particularly in the life coach market, where they love to talk about

fear I was so afraid I walked into a room I couldn't conquer my confidence Blah, blah, blah

Listen, I'm not making fun of that It is relatable, and it is true We all have our own fears I

have my fears, just like you have your fears But there's a point where you go a little too far, and

you start tipping it and only talking about fears and not actually talking about the positive

Why do you think my business has grown? Because I'm very careful about who I select I focus

on, once in a while, I'll write apostaboutwhat I'm afraid of, what were my problems, I was a

skinny dude, blah, blah blah But also, a lot of the time I'm talking about, "Hey, we want to

be the best Look at this awesome tactic Look at these cool strategies." And I'm focusing on

being the best Guess who buys? Guess who actually reads? The people who only respond to fear,

which are, by the way, a lot of the people who open that email you sent? They are the people who

are going to say, "Thanks for the daily motivation I really needed that." And then they're going

to close the window and go do that to ten different blogs and go and do nothing

So be very careful Fear is an extremely powerful strategy that some people use, and you can

use it effectively to be relevant and to relate to people But if you only go by the numbers and the

metrics, you'll see your open rates go up, but you will get the worse audience in the world Okay?

i!JWii

Understood

i@f.iii

So, great questions today What I would like for you to do is I'd like for you to go back, redo

some of your copy and your positioning I'd like for you to re-submit it to us next week because

I want to take a look at it again But I want a quick turnaround, okay? What's going to happen

is you're going to shut off this call tonight, you're gonna think about it, and you're going to wake

up tomorrow and say, "yeah, but yeah but this, yeah but that" blah blah blah Stop Just for one

week, focus on just improving the opt-in based on what we talked about tonight, put it up, and

come back and show us what you did next week Okay?

'4-MUM

That I got immediate results in everything Just with all your material, I paid off a bunch of

debt, I just made a lot of positive changes in the way that I do business, and I'm making more

money with the clients that I have now These are all very great things

Okay, well I'm a lawyer I handle bankruptcy, tax, criminal defense, and business law

Sometimes I get calls from people who don't quite need a lawyer, but they need somebody to

help them with the legal process Maybe it's something practical, maybe it's representing

yourself, or maybe it's something simple So I wanted to create products that could help them

do that

I had two ideas One was geared more toward small business owners and areas in tax and

business, and then the other is kind of a catch-all guide, you know, how to not make a fool out

of yourself in court, how to handle your small claims case and things like that My research

so far has been with current clients, people from legal clinics, people who are not lawyers, and

Amazon But I have not had the balls to go on Reddit and post an article

I took down my website, I did all these other things, so I'm not sure how go about with the

online research and I'm not sure if I'm doing enough So, where do I draw the line with my

research? And how do I do online research and post articles when I've taken down my website,

and I don't really have any web presence at this time?

•MM"

Well, okay, first of all, I think this is very interesting You have a unique niche because lawyers

love to talk about how bad non-lawyers advice is If you ever crawl Reddit, personal finance

or legal or anything, people are always giving this legal advice, which is totally insane It's

like, "Get off of Reddit and go see a lawyer." So you already are in a privileged position to be

able to say, "I am a lawyer Here's what the law says." And it instantly separates you from most

other people The other good news is that most lawyers don't know how to create information

products, so you have a pretty good opportunity here Is that what your basic reasoning was for

going into this market?

i;t.HMII

For creating products specifically or for being an attorney? Oh, for creating products, I like to

make things simple and easy to understand I connect well with people that are not lawyers So,

that's it I just want to help people and not be an asshole, basically Because some lawyers really

are

i;hfuiii

No kidding, I know a lot of them Alright, so, you said you have done live research with you

clients and your non-paying clients, etc

M+WM

Yes

i;UMII

But you haven't done anything online Now, one other thing we know about lawyers, is they're

petrified of the internet Is that true for you as well?

M·MUM

No No, I just want to have my website in place and have it not look stupid Because ifi do really

well and they say, "Oh, let me look this person up." And then they've got some like, you know,

fifty-cent website that looks like it was put together by a toddler They're going to laugh, so, uh

That's been keeping me from answering questions on Avoo, Just Answer, all these lawyer

websites where people get advice I don't know that

i;h.t,jli

Alright, so, let me challenge your assumption I'm going to challenge your assumption and

then I'm just going to give you the answer Okay? So, first of all, you would be surprised when

people have a problem? Let's say if you give a great answer And you say, "Hey, if you interested,

I'm putting together a website here right now You can go here to sign up." And they go to

this site, all it has is an opt-in form It says, "Enter your name and email and I'll send you my

monthly updates on getting out of a traffic ticket," or whatever

They're not going to care For the most part, they will not care Because you're not asking them

to buy something When you're asking someone to pull out their wallet and buy something?

Then, they really start looking for credibility markers But really to get them to opt in, if you

have connected with them, they're going to give you their email People are pretty promiscuous

with their email address Does that make sense?

i;i.PWM

Oh,yeah

i;hfuiii

Alright So that's number one Number two, and as I said, I will just tell you the answer If you

choose to set up with ZTL Accelerator, you can have your website set up before the weekend

Okay Alright So, that's one option If you choose it, great If not, that's fine But you can have

your website set up in less than one day And it looks great It's really beautiful premier talent

I'm not pushing it, but this is exactly what you need

1;1-t.J:IM

No, it's practical and useful I guess my other question is too, is that, okay, so there's issues with

unauthorized practice of law; making people or condoning people to practice law and they're

not lawyers, but

i;h.t,jli

Yeah

'4-MUM

I would want to have my professional website and then also have an information product

website, maybe I could link the two together But it may have to be two separate sites So,

there's decisions, then there's procrastination, honestly There's a little bit of fear, but, mostly

procrastination

i@f.iii

I think it is mostly procrastination because, frankly, look, you can get all those things up but

they don't all have to be done at once It's just like people who say to me, Ramit, "I need to get

all my ducks in a row before I start investing." Or more interestingly they say, "I don't have

any money to start investing That's for rich people." When ironically the way you get rich is

through investing So, I think that you could set up an information product website in about 24

hours, literally one day

Then you could set up your professional website, whenever Okay? So keep that in mind

Because really, what I want you to do is, I want you to keep the momentum going And you've

got all these dependencies It's like you want to do online research, but you can't because you

don't have a website You can't have a website because you have blah, blah, blah Just knock

down those things one-by-one Don't worry about getting it all done at the same time Does that

make sense?

+;l+i*"

Yeah, it does And I think that's a great idea

l@f.lil

So you had a question Should you determine your target market for online research or from

in-person research My answer is yes and yes You want to do both

Okay

l@f.lil

So don't make things mutually exclusive where they don't have to be You absolutely are doing

an awesome thing my talking to people in person, but I want to see you going online Because

my guess is, that with this business, the majority of your customers are going to come from

online People searching for things like, how do I get out of a traffic ticket, or bankruptcy or

whatever the case may be

'4-MUM

How to stop a federal investigation What to do when agents are taking all your shit You know,

your computers and all your other stuff

i@§iii

Yes! Yes! Nice Very good, okay very good So you had a couple more questions Let's take three

to five more minutes What else?

i;l-}ii!~"

Okay, so, I guess where do I draw the line with my researchers saying keep going And do

you think it's okay to go on Reddit even with no web processing You think I should have two

separate sites? Do the info product first, and then work on the professional one, whenever So

there's two ideas, one is geared basically towards the public It's all these things that have come

up in Civil and Criminal law just everyday And the second one is geared more towards tax and

business Making it simple

So one covers basically all kinds of people, in all walks of life The second one is geared more

specifically towards small business owners and people with tax issues So I've done research

My clients obviously come from both areas and both are viable ideas Do I concentrate on one,

or do I combine them into something very broad where I just create guides and articles for all of

Five are customers that are interested in buying, and they've purchased several things from

me They've also had me create customized templates for certain records in their business and

certain things So I know that they would pay And other people have tried to pay and I said,

"No, I can't take any money until I get everything set up."

•MM"

Alright so let's put it this way, eight is not validated, especially when five people were already

coming to you, okay?

+;l+i*"

That's true Yeah

+;t-W"

This is a very important point I want everyone listening to pay attention You have to be

absolutely, critically careful of selection bias and biasing during the research process This is

one of the most common things I see with first time business owners in this area They come

up with this majestic idea, and they go out to the market, and they literally ask the most leading

questions of all They say, "wouldn't it be great if" or, "what kind of joy would you experience

if dot, dot, dot, insert solution here?" And it's like, "hey dude, are you trying to confirm or

disconfirm your idea?" And the answer is, you should be trying to disconfirm your idea at this

stage

In other words, you're not trying to sell, you're trying to listen You're trying to poke all the

holes you can in the idea before you end up getting committed and spending a ton of money and

time on this idea So it's almost like these companies that hire security agencies to try to break

into them They'll say, "Try to penetrate our bank, and we'll pay you." And they're literally

saying, "Please, find the holes in our organization." You want to be doing the same thing

And I'm guessing, right now, that you're doing a little selection bias, because you're counting

five of eight are clients Of course, they already paid you, right?

Yeah So even the people that call in for consultation and they have not paid me and I ask them,

"What would be something that would be helpful to you?" Is that a leading question?

I;U§ili

'4-MUM

Yeah, that's true

i@f.iii

It's like walking into a restaurant They want to give you money, you know what I mean? They

want to pay And that's great, but your biggest customers are not going to be the people who

are already knocking on your door They're like snowballs, they already just fell in your lap

You need to go out and find the people who are kind of on the fence, because that market is one

million times more vast than the number of people calling you, okay?

+;l+ii!M

You're right, absolutely

Finally, let me give you one final piece of feedback as we wrap up this part here, I really like

your idea for business owners I like it because it's a specific market, it could be more specific,

but it's, in general, a good specific market I like that this market has money, they have needs,

and they are used to paying for value I like that a lot

I think it's hard to create a hodgepodge guide, and it's especially hard to do that for consumers

However, I will say one thing I think we can improve the position I'll ask you this: do you

think small business owners really want a comprehensive guide to tax and business law?

+;l+ii!M

No, what they want is somebody to give them guidance and to help them get out of their tax

problems and maximize their profits And that could be in the formation of the business, the

business entity, or other potential litigation stopping it before it starts

•MM"

Good So yes, I like that So of course you can focus on getting them more, or preventing them

from something bad, right? So make them feel good, or prevent them from something bad So

one very simple tagline would be, "Top lawyer tells you how to save $5,000 a year in taxes."

That's super cheesy, but it's very compelling, too So you can put that in your own language But

of course, every business owner wants to know how to save s,ooo dollars a year in taxes, right?

Yeah

•MM"

Okay So then finally, you asked a question about articles, guides, consultations, and in Zero

To Launch, we have one example of a really terrific business model, that a very similar analog

did It was a management consulting training business They trained students who wanted to

become management consultants, how to ace the interview So, it's exactly a very close analog

to you, because not only do they have a vault of questions which is basically an eBook or a

product like yours would be the "should you do the C Corp or S Corp?" or whatever But they

also had services, like the "48 hour turnaround interview consultation with our expert coach."

The equivalent for you, is talk to a real attorney Does that make sense?

So, I want you to make sure that you look at that, as well as the vault, because we cover those

models in that material

l;t.JOii@l

Sure

'¥'*'" But you have a lot of amazing opportunities here, not just with products, but if someone buys a

product, for, let's say, 100 bucks, couple hundred bucks, whatever it may be, and then they say,

"Oh, this is really complicated I just want to talk to her, and let her figure it out for me How

much is that going to cost?" You can "productize" your services Does that make sense?

'4+1W"

Yes, it does

Alright A lot of stuff to digest here

Yeah

But first things first, get that website up, okay?

Okay

+;t.W"

You can start doing research without it, but I'd like for your website to be up by next week You

can definitely do that, okay?

1@$111

Thanks a lot Alright Beautiful, beautiful, very nice, love that By the way, notice how open she

was with she has challenges, just like all of us She's very open with, "Okay Here's where I

am." She had a bit of a mental barrier around that website, so I said, "Look, just break it down

Do this, do that You don't need to have it all done at once." And she said, "Okay I'm going to do

that." That's what I like to hear, because we're all going to face challenges, all of us, okay? Let's

say you start at ZTL, you have no idea what to do at all Let's say, you're listening right now, you

still don't have an idea That's okay, because we're here, not just for a month, not just for two

months, we're going to be here, for years and years to come, okay?

So, other people, as you get more advanced, you're going to have other kinds of challenges,

okay? "What about my website?" or "Oh, I'm really not that good at copywriting," or "oh my

God, this e-mail stuff, I don't know how to write goode-mails." We're going to learn that

too I learned all this stuff, step-by-step I remember when I used be a little bit smaller in my

business, and I saw people doing webinars I was, like, "What? How do they do these webinars?

This is crazy!"

And I just couldn't fathom all the logistics involved in a webinar First of all, that means I have

to have people on an e-maillist, and I have to email them I have to set up some kind of webinar

thing, who sends the reminder And I don't even know how to perform, and I have to get this

camera, and now, I do them all the time, okay? So, just as we get more advanced from being

children, to being adolescents, to taking on more responsibility as adults, and then parents,

you will do the same in your business So, just keep the approach in mind, like, "Yeah, every

week, I'm going to have a new challenge Not a problem, not a frustration, it's a new challenge,

Of course I picked you, I've been waiting all night to pick you

Well, I had started EarmK, and I completed that, and I liked that course But if you know, I'm

in the military, so it's hard to like freelance, when you're in the middle of the ocean So, I knew

that your stuff works, but I was just surprised at how much everything made sense, just, it's

going to take awhile, it's going to take time to make this work And I've actually been surprised

at myself, at how calm I've been, with regards to realizing my first idea didn't work, and now

it's okay It's okay if the first idea doesn't work, it's okay if the fifth idea doesn't work, just keep

trying it So, I've been amazed at how many things you've answered, before I've had a chance to

ask them myself

So I was surprised I came up, I was surprised I could come up with a question I've written six

of these questions, and I've answered them, just by writing out the question So, this is like the

seventh question that I had, that I couldn't answer myself

I;M$111

Okay And this is what I love to hear, and before we jump into your question, I want to

compliment you on really staying calm, deliberate, and methodical because for many of us, we

have never gone through the challenge of finding an idea of something that we could potentially

sell to people I mean, it doesn't come natural to any of us Let's be honest And then to realize

that the idea isn't good, it can feel very personal How did it feel the first time when you realized

that your first idea wasn't going to work?