Feb. 7, 2026
987. "Momentum Is An Art." ~ Michael Ovitz
Send us a text In this episode, I want to change the way you look at momentum. Most people think momentum is either luck or a formula—but it’s neither. Momentum is an art. And once you see it that way, you realize it’s controllable, even though it’s built on a lot of intangibles you can’t always measure or explain. In this conversation, I break down how momentum is something you shape and create over time—and why that mindset keeps you out of a victim mentality. Because momentum is deceptive:...
In this episode, I want to change the way you look at momentum.
Most people think momentum is either luck or a formula—but it’s neither. Momentum is an art. And once you see it that way, you realize it’s controllable, even though it’s built on a lot of intangibles you can’t always measure or explain.
In this conversation, I break down how momentum is something you shape and create over time—and why that mindset keeps you out of a victim mentality. Because momentum is deceptive: you don’t know when it’s going to kick in and start working for you, and by the time you realize you’ve lost it, it’s already been gone for a while.
If you’ve ever felt stuck, frustrated, or like things should be working by now, this episode will help you see momentum—and your role in it—completely differently.
Enjoy the full conversation of Shane Parrish & Michael Ovitz https://fs.blog/knowledge-project-podcast/
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Keep it simple. Keep it moving. Never settle. Stay tough.
WEBVTT
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All right.
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3, 2, 1. Let's get it.
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I wanna share with you a piece that I heard from the conversation with Shane Parrish and Michael Ovitz.
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Michael Ovitz is a powerful deal maker.
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Uh, he's got a great book, who is Michael Ovitz?
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And he was, he was the who's who in Hollywood.
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With, uh, he represented, he had an agency, uh, that represented filmmakers and actors and just a really standup guy, very feared guy too.
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And he was recently owned Shane Parrish's podcast, the Knowledge Project.
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And I don't know, it was probably right around the.
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Hour and 18 minute mark.
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This is why I'm, you know, this is why I think you should listen to podcasts all the way through, because I can't tell you how many times I have been listening and thought I pretty much got the meat of the message.
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And then they say something at the very end and this was, you know, there wasn't, I don't know, it was probably 20 minutes left in the podcast and.
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Shane Parrish, like out of the blue, asked Michael Ovitz about how he thought about momentum and being in sales and also in life.
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I, I, I really, I really believe in momentum.
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And momentum is, you know, it's, it's a deceiving thing because when you, when you have it.
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You think it's gonna stay there forever.
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When you don't have it and you realize you don't have it, it's too late.
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You, you, you, you've lost it.
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I mean, think about that.
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When the times that you've lost momentum, you don't realize it's leaking the whole time.
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And then when you, when that tank is completely empty, that momentum tank, you're like, oh my God.
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And it takes what?
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It takes weeks.
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And so much mental and physical and emotional effort to get that thing going again, that is so much easier to just keep it going than get it going.
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So for context, let me read to you what Shane Parrish asked him.
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He said, if you're gonna teach someone how to get momentum, what would you tell 'em?
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And Ovid said something that just made me like, oh, I gotta share this.
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I gotta unpack this first and then I gotta share it.
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He said, I don't think of momentum as science.
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I think of momentum more so as an art form.
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And when I got to thinking about this, like when you think of momentum, like.
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As some sort of science or, you know, it's a formula.
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You do this, step one, step two, step three, and you'll get this.
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It, it, it doesn't work that way.
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Momentum truly is an art form because there are so many tangibles, or I'm sorry, there are so many intangibles to it that have to pull from so many areas.
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To re that, that, that, that's why it's called Creating an Art.
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And I think, you know, I got to thinking about this.
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I think when you look at momentum, more so as an art form instead of some ritual or formula, whatever you wanna call it, you know, paint by the numbers.
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I, I think when you look at it with some sort of formula and it doesn't work, then you blame someone else or you become this victim.
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But when you look at it more so as an art form, momentum is an art form.
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It's really going to change not only your approach.
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But also your involvement in it as you go along the way.
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Momentum is not something you can teach.
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You only learn from experience, and that's what's tough.
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Like one of my guys can just be at the bottom of the barrel.
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I I can't do it for you.
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I can't get your sales back going again.
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I can only tell you of some things that you need to pull in, but the rest you gotta experience.
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You gotta go through it because when you're building momentum, there is some uncontrollables to this thing.
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There are some intangibles to this thing in the form of like.
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Acceptance.
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You have to accept acceptance.
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Doesn't mean you're okay with the situation.
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It's just you identify with the situa.
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Okay?
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So there is, especially when you're building momentum and you have like none, you know, it's like, it's like the world starts to fuck with you a little bit.
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It's like your industry really starts to just kind of kick you while you're down.
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You're like, bro, are you kidding me?
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And so there's a form of acceptance that comes.
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With momentum.
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There is, there is surrender to that.
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Like you really have to like surrender.
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And I, again, I don't mean, I don't mean surrendering the fact that it is what it is.
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I'm not saying that it's more so you have an acceptance.
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Okay?
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You acknowledge it, you surrender to it.
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Look, it can't stay this way forever.
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That's what I mean by surrender.
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But it also requires momentum.
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Does it Requires extreme focus, concentration.
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And while you're doing that, you have to have the patience.
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My God, that's so hard.
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You gotta have the patience that it's going to come together when it comes together.
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And that's the thing about momentum.
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You don't know when it's gonna kick back in.
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You have no idea.
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You don't know when it's gonna slingshot for you.
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And so many times, if you think about it, I, I wish we had little momentum needles on our chest.
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Like I could walk up to somebody who's just having a down or myself.
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I could just look in the mirror and be like, alright, man, we're almost in the green.
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You don't know.
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And so, bro, sometimes it's like you're doing 35 things and.
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Not getting anything.
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You're doing 50 things and it's like, oh my God.
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But you have to stay on course.
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You don't get erratic.
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You don't swing for the fences.
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You accept, you surrender.
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You have focus.
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You stay in alignment.
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You're patient, and then you have faith.
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Faith that while I exercise this curiosity and creativity.
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I gotta shape this thing along the way.
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And I do believe, like when you look at this as an art form, think about when you're creating art, when you're creating something, a work of art.
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I think when I write is.
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Is a form of art.
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I don't know where it's going.
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There are things that I have started off with hell, I've done episodes like this.
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It has start hell, this one's going like this.
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So I have a general thought of where I'm going with this.
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But then the art is you just, it is the acceptance.
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It is the surrender.
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You just, you just go with the flow and you shape it.
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Along the way, I believe the aspects of momentum, I think momentum's, controllable, there's a lot of intangibles, but you can control it.
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And what I mean by that is you can shape it, you can feed it, you can work it, those things you can actually control.
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So Ovid said there are, there are some aspects of momentum.
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When you look at it as an art form that you have to, you have to participate.
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Momentum's not gonna just come to you.
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She's not interested.
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As a matter of fact, you can go to her, you can beg her.
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She ain't coming to you until you're just relentless.
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You're focused, and you're just like a dog on a bone with this thing and be like, I'm staying with this thing.
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See, because momentum tries to head fake you.
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She tries to say, oh, oh, you want to get back in these pearly gates again?
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Well, I gave it to you before and you lost it, so I'm not gonna give it to you.
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So easy this time, and you gotta work hard for it.
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This is why I say the, it's not a one-to-one ratio.
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It's not linear, it's not a straight shot, bro.
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It's just like, and it really shakes your confidence.
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And it really is like, oh my God, really?
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And it's like, sometimes it gets worse before it finally gets better, but will you stay the course?
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And he said, Ovitz did.
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He said, number one, you gotta understand that momentum when you're building it.
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It takes hard, industrious work.
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I, I like that.
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Those three words right there, hard.
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Industrious work.
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You gotta knuckle up mentally, emotionally, creatively.
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It's, it's not easy.
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The doorway, you could see the door, you could be at the doorstep.
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The door ain't opening.
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That's, that's why I say momentum fucks with you.
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She does, but once she opens up.
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Yeah, you gotta, like it says in the Bible, keep knocking and you'll eventually get in.
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I'm paraphrasing, of course, but you gotta knock.
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And I, maybe that's what the Bible was saying.
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Maybe the Bible was talking about momentum.
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You gotta keep knocking.
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Are you persistent?
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Will you keep coming to momentum's door knocking, applying the effort, the focus, the concentration, keeping your big lips.
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Not pouting and just, and just put in the work because when she opens up that door, it's so much easier to keep momentum going than get it going.
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And that's what's crazy.
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It's like, why do we, why do we let ourselves get back into these holes again?
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It's like, dude, there's so many times like, oh my God, you realize how hard it was to get to this spot and you.
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You just, you let your focus up.
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You, you, you got complacent and you just let up and you gave it back.
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This is why you gotta feed Big Mo every day, man.
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She's constantly hungry.
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So anyway, so he, he said, number one, it takes hard industrious work.
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Number two, building your momentum.
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It takes deep education in your field.
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Deep education in your field.
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And I like that because you gotta get outta this wing it stage.
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Leave the wings to Buffalo Wild Wings, okay?
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Leave that to the appetizers.
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You cannot wing it in your field.
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And maybe that's what you've been doing, so you've had some luck.
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And because of a little bit of the luck and your experience, you kinda lean on that.
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But bro, you can't just lean on your experience because your experience is only going to take you so far.
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You've got to get some new skills, adaptive skills, to things that are constantly changing.
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Again, it's an art, how you get there and how you.
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How you achieve the deep education in your field, bro, that's up to you how you do it.
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The offline hours, the online hours, like whatever, there's, I, I could, I could, I would love to sit down with you and tell you, like, this is why I tell salespeople, like, I can't, I can teach you the mechanics of sales, but the art form of sales.
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I can't teach that.
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I could tell you what I did along the way.
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But you gotta figure out your own path.
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There's no, everybody's way is different.
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Same thing with momentum.
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Same way with deep education in your field.
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So you gotta ask yourself like, what am I shying, shying away from?
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What am, what do I not know as well as I should?
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Like you delegate that, are you Tap dance around it, like the momentum leaks when you stop learning.
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It does, and it's, you just have to imagine like, it's like it's this big leak.
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So look at it like this.
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Look at momentum as like a big balloon.
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And so initially when you have no momentum, that balloon is flat, right?
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But every day you show up, you put in the effort, you put in the reps, you confront nothing.
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Everything counts.
00:14:26.955 --> 00:14:27.884
Everything counts.
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You may not see the results, but everything counts good or bad.
00:14:31.845 --> 00:14:38.384
So when you're doing this, the effort, the focus, the concentration, the surrender, you're keeping your mouth shut.
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You have the acceptance, you have the faith.
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You're doing these things.
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Every time you're putting a little bit more air in that balloon, that momentum's building, and then one day.
00:14:56.460 --> 00:15:05.490
You reach this tipping point and all the results, all that stored up effort cascades out.
00:15:06.029 --> 00:15:10.950
And so what started off as a 50 to one ratio, I'm doing 50 things, getting one time.
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The results, it flips the other way you go, you do one thing and get 50 times the results and it's like opportunities and, and.
00:15:23.159 --> 00:15:24.179
In circumstance.
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I mean, they just like, bro, you're just, you're on a hot, you're on a hot streak.
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But the problem is you believe you're own bullshit.
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You, you believe that it's gonna stay this way.
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Everything that you're achieving right now.
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When it's good is not as a result of today.
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It's everything that you've done up to that day and it finally reached this tipping point.
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And that's the tricky part because let's go back to the balloon.
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The effort, you're blowing up that balloon when it comes to momentum, and that balloon is a momentum balloon.
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You don't realize that balloon will always have a tiny pinhole in it.
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Momentum never stays full.
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It's always seeping.
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That's what he's doing.
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And so you're putting in the effort, but because you're so consistent in that focus and you're on track and you're just boom, boom, boom, boom, boom, even though there's a tiny pinhole that is seeping out because you're feeding it every day, you don't realize it, you, you don't realize it until you believe your own bullshit.
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And you stop feeding the momentum.
00:16:47.219 --> 00:16:49.109
And what was a pinhole?
00:16:50.669 --> 00:17:10.078
Actually, that hole opens up in all of your effort, all of your progress, most of your results, if not all, and then some, you gave it back, and by the time you realize it, it's too late.
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You gotta start all over again.
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So get it back Hard industrious work deep education in your field.
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The third part of its talks about is it takes deep education in the peripheries.
00:17:31.980 --> 00:17:34.319
I was, I was sure, hoping I was gonna say that word right?
00:17:34.380 --> 00:17:37.079
Peripheries of your field.
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The peripheries are like, think about your peripheral vision.
00:17:41.759 --> 00:17:42.960
It's stuff from the side.
00:17:42.990 --> 00:17:45.480
You're not really looking at it, but you can see it.
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Like something comes flying up at you in your periphery.
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Boom.
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You take notice.
00:17:50.880 --> 00:17:56.400
So I, I find that interesting that he said the peripheries of your field.
00:17:57.210 --> 00:17:58.980
And so these are the edges.
00:17:59.924 --> 00:18:10.335
The outliers, the uncomfortable zones, these things, you know, most people, if you think about it, most people kind of stay in the safe lane.
00:18:10.724 --> 00:18:11.174
Right.
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You stay, you stay in the right hand lane in life.
00:18:14.865 --> 00:18:17.534
You got some, you got some success going.
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Everything's okay.
00:18:19.664 --> 00:18:20.503
I'm fine.
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Go back to listen to that episode a few episodes ago.
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I'm fine.
00:18:23.865 --> 00:18:26.894
You're, you're in the fine zone, but you have it redefined the fine.
00:18:27.404 --> 00:18:27.585
Okay?
00:18:27.585 --> 00:18:34.934
So you're in this fine zone and what happens is, is you just, your momentum's just quietly dying out.
00:18:35.474 --> 00:18:36.704
So when you, when.
00:18:37.164 --> 00:18:44.605
When you deeply learn in the peripheries of your field too, you're going to areas that aren't mandated necessarily.
00:18:44.605 --> 00:18:51.775
Like you can get through a day, you're experienced enough, you can tap dance through, but you're willing to do these things.
00:18:51.775 --> 00:18:58.255
And, and let me tell you this, there of low consequence too in most parts because they're voluntary.
00:18:58.525 --> 00:19:01.750
So if you start pushing you, you play in those outer bands a little bit.
00:19:03.285 --> 00:19:08.714
You play in the edges a little bit, but good news is you can come quickly back to your safe zone when you need to.
00:19:09.164 --> 00:19:23.805
But I would say just a beat or two longer stay out there, whether it's you're trying something different, whether you're learning something different, whatever that is, remember, this is all the toolkit that you need for building momentum.
00:19:24.015 --> 00:19:26.115
Hard industrious work, okay?
00:19:26.234 --> 00:19:29.714
So going to the peripheries of your field is hard.
00:19:30.148 --> 00:19:33.359
It is, it tries to jack with your confidence.
00:19:33.599 --> 00:19:35.878
It tells you that fight or flight kicks in.
00:19:36.180 --> 00:19:40.289
You ain't fighting, you're fighting, you're turning back and going to the safe zone.
00:19:40.289 --> 00:19:40.619
Nope.
00:19:40.710 --> 00:19:42.359
I'm gonna stay here for another beat or two.
00:19:42.779 --> 00:19:44.609
I'm gonna stay here for another three calls.
00:19:44.819 --> 00:19:47.309
I'm gonna stay here for another 10 minutes, whatever.
00:19:47.579 --> 00:19:59.670
And this will deepen your focus and this will actually open up your peripheries and when you have a wider landscape.
00:20:01.710 --> 00:20:04.710
You have mo more momentum as well.
00:20:05.160 --> 00:20:12.390
And then the last part he talks about is, um, knowing your numbers.
00:20:13.289 --> 00:20:18.424
He said it a little bit different where he said it's asking a question to yourself like, who's beating me?
00:20:19.319 --> 00:20:21.029
And I think that takes, that takes.
00:20:22.214 --> 00:20:26.835
That takes confronting, that takes some honesty to yourself.
00:20:26.835 --> 00:20:46.065
Like you can sit here and explain away like the economy or the banks or, uh, you know, your boss or coworkers or like, you can, you know, unfairness like you can, Hey, that's all that's all explained and it's, you know what, it's probably all true, yet it's not true.
00:20:46.125 --> 00:20:47.204
It doesn't help you.
00:20:50.430 --> 00:20:58.740
So that last part where he's saying to ask the question like, who's beating me?
00:20:59.670 --> 00:21:01.019
This is where you confront the numbers.
00:21:01.019 --> 00:21:03.720
Like, what am I not doing enough of?
00:21:04.559 --> 00:21:05.819
What have I stopped doing?
00:21:06.299 --> 00:21:07.529
What was I once doing?
00:21:08.069 --> 00:21:09.059
Go back to basics.
00:21:09.059 --> 00:21:10.710
Go to the episode right before this.
00:21:11.490 --> 00:21:15.089
That was what, 9 85 about the basics.
00:21:15.180 --> 00:21:16.559
Going back to the basics.
00:21:18.089 --> 00:21:19.109
That's what I'm talking about.
00:21:19.769 --> 00:21:21.480
So what are you not doing enough of?
00:21:21.480 --> 00:21:22.470
What are you avoiding?
00:21:23.190 --> 00:21:24.869
What are you stopping short of?
00:21:24.900 --> 00:21:26.130
What are you not confronting?
00:21:26.130 --> 00:21:27.539
What are you not challenging?
00:21:28.019 --> 00:21:29.400
What have you stopped pushing?
00:21:30.240 --> 00:21:30.630
Okay.
00:21:32.160 --> 00:21:37.799
This is, this is the part where you, you, you've gotta, you've gotta build the momentum.
00:21:37.890 --> 00:21:43.440
But what I'm trying to really emphasize on is you want to sustain momentum.
00:21:43.829 --> 00:21:46.410
Now, there's another piece that he did not talk about.
00:21:46.819 --> 00:21:50.628
But I do want to add, you've gotta suspend judgment when you're building momentum.
00:21:51.079 --> 00:21:54.470
Actually, I would tell you, you need to suspend judgment from here on out.
00:21:55.009 --> 00:22:01.039
And bro, I get it, especially in sales, that is very, very hard to do, especially in entrepreneurship.
00:22:01.039 --> 00:22:05.299
It's very, very hard to do, and this is why you should.
00:22:06.240 --> 00:22:16.974
Practice the creativity and the curiosity aspect every day, like the curiosity, just quick little games with yourself instead of making a statement, turning into a question without judgment.
00:22:17.355 --> 00:22:23.684
I really open, I mean like teach me something and then the, the creativity.
00:22:23.684 --> 00:22:26.144
What do you have when you lack the resources?
00:22:26.535 --> 00:22:27.795
Can you get resourceful?
00:22:27.795 --> 00:22:30.105
Like just play within that field?
00:22:30.555 --> 00:22:42.224
This will help suspend that judgment because a lot of times we judge what we do or don't have and we use that judgment and we try to swing for the fences.
00:22:42.224 --> 00:22:45.795
Especially like think about when you're trying to build momentum.
00:22:47.670 --> 00:22:50.039
You wanna hurry up and get it back, right?
00:22:50.519 --> 00:22:53.730
I mean, let's get outside of the sales realm for a second.
00:22:53.730 --> 00:22:56.009
Let's go into what we all want.
00:22:56.009 --> 00:23:01.440
You wanna be a little skinnier, you wanna lose weight, you lost momentum.
00:23:01.769 --> 00:23:04.470
I mean, think about when you had it going on, you were going to.
00:23:05.159 --> 00:23:12.329
Uh, you were going, uh, you know, every day at 5:00 AM you were there at the gym or you were doing CrossFit or you were doing all kind of shit.
00:23:12.809 --> 00:23:13.079
Okay?
00:23:13.079 --> 00:23:14.250
Now you're not doing it anymore.
00:23:14.250 --> 00:23:15.059
You lost momentum.
00:23:15.059 --> 00:23:15.750
What do you try to do?
00:23:15.750 --> 00:23:21.388
You try to get it back in one fatal weekend and you blow your shit out.
00:23:21.960 --> 00:23:23.549
No, but you try to get it back.
00:23:24.104 --> 00:23:26.564
So you, you, you swing for the fences.
00:23:26.924 --> 00:23:29.503
And bro, this, this goes across all kind.
00:23:29.503 --> 00:23:34.424
I mean, this goes across our faith, this goes across our relationships.
00:23:34.424 --> 00:23:36.674
This goes across our finances.
00:23:37.064 --> 00:23:38.894
Again, the, the fitness.
00:23:38.894 --> 00:23:43.484
It goes in our jot, like we have these swing for the fence kind of moments.
00:23:44.220 --> 00:23:50.069
And let me tell you this, there are occasions very rare, but we've all experienced it.
00:23:50.099 --> 00:23:59.069
Where in a certain field, your faith, your family, your fitness, your finances, your fulfillment, one of those areas, many of those areas you can get lucky.
00:23:59.069 --> 00:23:59.099
Uh.
00:23:59.984 --> 00:24:02.085
It is possible to get luck.
00:24:02.535 --> 00:24:02.954
Okay?
00:24:03.075 --> 00:24:05.805
And so you have this swing for the fence moment.
00:24:06.224 --> 00:24:08.085
Okay, well, I'm working with this customer.
00:24:08.085 --> 00:24:10.095
I'm just like, I ain't got shit.
00:24:10.454 --> 00:24:11.835
I'm gonna throw it out there.
00:24:11.984 --> 00:24:17.384
And you zing it and it actually worked and you're like, oh my God, I made the biggest commission ever.
00:24:17.775 --> 00:24:19.095
Wow, that works.
00:24:19.095 --> 00:24:20.115
No, you were lucky.
00:24:20.565 --> 00:24:25.845
But the thing about luck is you cannot sustain luck.
00:24:27.299 --> 00:24:31.230
You can't not like that when you're building the momentum.
00:24:32.130 --> 00:24:36.630
Luck is a part of that, but luck is an accelerant.
00:24:37.680 --> 00:24:38.730
It's a byproduct.
00:24:38.730 --> 00:24:40.349
It's a bonus that you get.
00:24:40.710 --> 00:24:42.359
You can't depend on luck.
00:24:42.690 --> 00:24:49.259
Luck is gonna show up when it shows up, but she only shows up if you sustain.
00:24:50.430 --> 00:24:50.759
Okay?
00:24:50.849 --> 00:24:51.960
I don't depend on luck.
00:24:51.990 --> 00:24:55.829
Luck is not a part of my success.
00:24:57.134 --> 00:24:58.815
It's not, it's an accelerant.
00:24:59.503 --> 00:25:04.305
It can, it can speed me up, but I'm not waiting for it to show up.
00:25:04.305 --> 00:25:07.994
She's gonna show up whenever the hell she shows up.
00:25:08.055 --> 00:25:10.875
That means you gotta do the hard industrious work.
00:25:11.234 --> 00:25:12.825
You gotta deeply learn your field.
00:25:12.974 --> 00:25:15.795
You gotta deeply know the peripheries of your field.
00:25:16.424 --> 00:25:21.075
You gotta suspend your judgment and then you gotta confront.
00:25:21.285 --> 00:25:22.724
You gotta ask the hard questions.
00:25:25.394 --> 00:25:28.454
Momentum does not disappear overnight.
00:25:28.575 --> 00:25:29.595
You think it did?
00:25:29.625 --> 00:25:30.255
It doesn't.
00:25:30.914 --> 00:25:33.855
If you think about it, it comes from two different things.
00:25:33.944 --> 00:25:41.099
Momentum, the loss of momentum comes from complexity and complacency.
00:25:41.460 --> 00:25:44.490
I. Yeah, we talked about complacency earlier.
00:25:44.490 --> 00:25:45.628
You got it going on.
00:25:45.869 --> 00:25:49.949
Then all of a sudden you, you let your guard down, you sleep in a little bit more.
00:25:50.309 --> 00:25:53.609
You come in a little later, you leave a little earlier.
00:25:53.669 --> 00:25:57.449
You like, there's things you and it is just seeping out or go back to the balloon.
00:25:58.204 --> 00:25:59.794
Can you hear your balloon hissing?
00:26:01.474 --> 00:26:04.894
So there's the complacency, but then there's also the complexity.
00:26:04.894 --> 00:26:06.484
I wanna pull on that thread real quick.
00:26:06.904 --> 00:26:08.884
The complexity also sabotages you.
00:26:09.634 --> 00:26:09.994
Okay?
00:26:10.174 --> 00:26:17.644
So that that disrupts your momentum as well, because you get too fancy because you feel like you've gotten efficient.
00:26:18.034 --> 00:26:23.944
And why is it with efficiency that we feel like that we have to do like more of it?
00:26:25.244 --> 00:26:30.404
So we, we get things streamlined where we actually have some free time.
00:26:30.404 --> 00:26:34.394
Why do we feel like we have to free with any extra time?
00:26:34.394 --> 00:26:35.924
We have to fill that void.
00:26:36.284 --> 00:26:36.944
Why?
00:26:38.294 --> 00:26:41.263
We don't, and all hands raised.
00:26:41.355 --> 00:26:41.804
Okay?
00:26:42.494 --> 00:26:49.034
But the complexity is sabotages you, which is why people gotta go back to the basics again.
00:26:49.335 --> 00:26:51.434
Go back and listen to episode 9 85.
00:26:51.855 --> 00:26:53.204
This really ties in.
00:26:53.969 --> 00:27:02.459
Well with this one, 'cause you get with the complexity, you get too fancy, you add too much, you believe in your own headlines, like all this stuff.
00:27:03.029 --> 00:27:04.709
Just keep these things simple.
00:27:04.919 --> 00:27:06.059
It's gonna take hard work.
00:27:06.719 --> 00:27:11.099
I'm gonna constantly study my field this's, why I'm a fan of random reading every single day.
00:27:11.640 --> 00:27:15.180
Because it keeps me learned and keeps me primed.
00:27:15.569 --> 00:27:25.559
It's a, it's a small commitment of 15 minutes of reading, 15 minutes of writing, unpacking those thoughts, and then boom, go live it off to the races.
00:27:25.559 --> 00:27:29.279
It's not that, it's not that, it's not that difficult.
00:27:29.519 --> 00:27:30.630
It's very simple.
00:27:30.630 --> 00:27:33.690
We just, we make things way too complex.
00:27:35.130 --> 00:27:36.750
So let me bring this home.
00:27:36.750 --> 00:27:39.299
Momentum is always working.
00:27:39.779 --> 00:27:40.470
It is.
00:27:40.799 --> 00:27:43.619
It's either working for you or it's working against you.
00:27:44.398 --> 00:27:46.799
And momentum has zero to do with luck.
00:27:48.089 --> 00:27:49.200
It's not science.
00:27:49.410 --> 00:27:50.339
It is an art form.
00:27:50.339 --> 00:27:54.480
And when you look at it as an art form, this will keep you out of this victim mindset.
00:27:54.960 --> 00:27:55.138
Okay?
00:27:55.138 --> 00:27:58.500
You look at it as art form, it's yours, okay?
00:27:58.500 --> 00:28:00.720
It does take a lot of effort.
00:28:00.720 --> 00:28:03.210
It does take an investment in learning.
00:28:03.628 --> 00:28:06.960
It does take going to the uncomfortable zones.
00:28:07.305 --> 00:28:11.295
The outliers, the peripheries of your field.
00:28:11.505 --> 00:28:12.525
It does take that.
00:28:13.904 --> 00:28:15.765
When's the last time you did something for the first time?
00:28:16.394 --> 00:28:16.724
Okay.
00:28:16.785 --> 00:28:19.365
And then it takes the confronting, like, why am I getting beat?
00:28:19.545 --> 00:28:21.315
Why is this, why am I not don't?
00:28:21.404 --> 00:28:22.934
And it, it's all ownership.
00:28:23.325 --> 00:28:25.634
It can't lay the blame on like, what?
00:28:25.634 --> 00:28:28.664
When I ask that question, it's gotta do with me.
00:28:29.085 --> 00:28:29.444
Okay?
00:28:29.474 --> 00:28:31.664
Control the controllable shape this thing.
00:28:32.085 --> 00:28:36.464
And if you do that, it's gonna all come together.
00:28:37.200 --> 00:28:38.250
Gotta surrender to it.
00:28:38.250 --> 00:28:46.829
You gotta have acceptance, you gotta have focus, you gotta have concentration, you gotta have faith, and it's gonna come together.
00:28:46.980 --> 00:28:48.240
We've all experienced it.
00:28:48.509 --> 00:28:49.859
We've all lost momentum.
00:28:49.950 --> 00:28:51.299
We've all gained momentum.
00:28:52.109 --> 00:28:56.940
It's more sustainable than what we think, but sometimes we just, that's the point of this.
00:28:57.150 --> 00:29:00.539
I'm gonna put the, the, um, the episode link.
00:29:01.950 --> 00:29:13.769
To the, that, it's a great conversation and it may, uh, with Shane Parrish and Michael Ovitz, it, it may stimulate you to by the book, who is Michael Ovitz?
00:29:14.250 --> 00:29:15.630
Um, it's a good book.
00:29:16.079 --> 00:29:20.400
Um, and it really, he, he, he's really just.
00:29:21.569 --> 00:29:29.549
I mean, you, we, it's the who's who, like, who his personal friends are, you know, but it's a, it's a, it's a great appetizer.
00:29:29.638 --> 00:29:33.750
Uh, Shane Parrish and Michael Ovis, his conversation, it's great appetizer.
00:29:34.500 --> 00:29:40.049
Um, that kind of sets the table so that way you may want to read further, so that way in your random reading.
00:29:40.664 --> 00:29:42.134
You can add that to your list.
00:29:42.194 --> 00:29:43.244
Alright, let's get outta here.
00:29:43.244 --> 00:29:45.974
Thanks so much for being a part of What's your problem?
00:29:45.974 --> 00:29:46.845
The podcast.
00:29:46.845 --> 00:29:51.224
Please help get the show out, share it with someone else, someone needs this message.
00:29:51.315 --> 00:29:55.785
Alright, if I can help you with anything, you can go to my website, marsh spice.com.
00:29:56.144 --> 00:29:57.914
Bottom right is a mic from you to me.
00:29:58.545 --> 00:29:59.924
Leave me a a message.
00:30:00.164 --> 00:30:01.724
Let me know what's going on in your world.
00:30:01.724 --> 00:30:02.740
No hair but.
00:30:03.569 --> 00:30:04.410
I'm all ears.
00:30:04.529 --> 00:30:05.430
Love to hear from you.
00:30:05.430 --> 00:30:09.869
Also, you can, on some of your podcast app, you can actually send me a text message.
00:30:09.869 --> 00:30:11.640
It comes directly to my cell phone.
00:30:12.150 --> 00:30:14.670
Um, and so I'd love to hear from you as well.
00:30:14.670 --> 00:30:17.130
Leave me your email address'cause I can't text back.
00:30:17.640 --> 00:30:19.200
It doesn't give me that ability.
00:30:19.589 --> 00:30:22.019
Uh, but leave me an email message.
00:30:22.019 --> 00:30:24.869
I'll be sure that I, um, I shout you out.
00:30:25.109 --> 00:30:26.670
Alright with that.
00:30:26.700 --> 00:30:28.230
Remember, keep it simple, keep it moving.
00:30:28.230 --> 00:30:28.799
Never settle.
00:30:28.799 --> 00:30:29.369
Stay tough.
00:30:29.369 --> 00:30:29.789
Peace.
00:00:00.750 --> 00:00:01.050
All right.
00:00:01.050 --> 00:00:02.189
3, 2, 1. Let's get it.
00:00:02.580 --> 00:00:14.310
I wanna share with you a piece that I heard from the conversation with Shane Parrish and Michael Ovitz.
00:00:14.640 --> 00:00:20.609
Michael Ovitz is a powerful deal maker.
00:00:21.030 --> 00:00:23.609
Uh, he's got a great book, who is Michael Ovitz?
00:00:24.000 --> 00:00:27.839
And he was, he was the who's who in Hollywood.
00:00:28.469 --> 00:00:42.630
With, uh, he represented, he had an agency, uh, that represented filmmakers and actors and just a really standup guy, very feared guy too.
00:00:43.590 --> 00:00:51.990
And he was recently owned Shane Parrish's podcast, the Knowledge Project.
00:00:52.799 --> 00:00:55.530
And I don't know, it was probably right around the.
00:00:56.130 --> 00:00:58.500
Hour and 18 minute mark.
00:00:59.159 --> 00:01:13.890
This is why I'm, you know, this is why I think you should listen to podcasts all the way through, because I can't tell you how many times I have been listening and thought I pretty much got the meat of the message.
00:01:14.849 --> 00:01:25.319
And then they say something at the very end and this was, you know, there wasn't, I don't know, it was probably 20 minutes left in the podcast and.
00:01:26.519 --> 00:01:39.539
Shane Parrish, like out of the blue, asked Michael Ovitz about how he thought about momentum and being in sales and also in life.
00:01:40.965 --> 00:01:44.250
I, I, I really, I really believe in momentum.
00:01:45.239 --> 00:01:54.569
And momentum is, you know, it's, it's a deceiving thing because when you, when you have it.
00:01:55.665 --> 00:01:57.644
You think it's gonna stay there forever.
00:01:58.754 --> 00:02:03.045
When you don't have it and you realize you don't have it, it's too late.
00:02:03.760 --> 00:02:05.444
You, you, you, you've lost it.
00:02:05.864 --> 00:02:06.734
I mean, think about that.
00:02:06.734 --> 00:02:11.895
When the times that you've lost momentum, you don't realize it's leaking the whole time.
00:02:12.824 --> 00:02:18.495
And then when you, when that tank is completely empty, that momentum tank, you're like, oh my God.
00:02:18.495 --> 00:02:19.544
And it takes what?
00:02:19.544 --> 00:02:20.715
It takes weeks.
00:02:21.764 --> 00:02:35.955
And so much mental and physical and emotional effort to get that thing going again, that is so much easier to just keep it going than get it going.
00:02:37.155 --> 00:02:43.965
So for context, let me read to you what Shane Parrish asked him.
00:02:44.025 --> 00:02:49.360
He said, if you're gonna teach someone how to get momentum, what would you tell 'em?
00:02:51.090 --> 00:02:55.949
And Ovid said something that just made me like, oh, I gotta share this.
00:02:56.039 --> 00:02:59.280
I gotta unpack this first and then I gotta share it.
00:02:59.430 --> 00:03:02.669
He said, I don't think of momentum as science.
00:03:03.840 --> 00:03:07.530
I think of momentum more so as an art form.
00:03:09.090 --> 00:03:13.949
And when I got to thinking about this, like when you think of momentum, like.
00:03:14.474 --> 00:03:17.985
As some sort of science or, you know, it's a formula.
00:03:17.985 --> 00:03:21.344
You do this, step one, step two, step three, and you'll get this.
00:03:21.344 --> 00:03:23.055
It, it, it doesn't work that way.
00:03:23.055 --> 00:03:41.564
Momentum truly is an art form because there are so many tangibles, or I'm sorry, there are so many intangibles to it that have to pull from so many areas.
00:03:44.175 --> 00:03:47.324
To re that, that, that, that's why it's called Creating an Art.
00:03:47.354 --> 00:03:49.905
And I think, you know, I got to thinking about this.
00:03:49.905 --> 00:04:05.055
I think when you look at momentum, more so as an art form instead of some ritual or formula, whatever you wanna call it, you know, paint by the numbers.
00:04:06.074 --> 00:04:15.344
I, I think when you look at it with some sort of formula and it doesn't work, then you blame someone else or you become this victim.
00:04:16.394 --> 00:04:25.754
But when you look at it more so as an art form, momentum is an art form.
00:04:27.014 --> 00:04:32.413
It's really going to change not only your approach.
00:04:35.279 --> 00:04:40.589
But also your involvement in it as you go along the way.
00:04:41.939 --> 00:04:45.509
Momentum is not something you can teach.
00:04:47.100 --> 00:04:50.759
You only learn from experience, and that's what's tough.
00:04:51.389 --> 00:04:56.550
Like one of my guys can just be at the bottom of the barrel.
00:04:58.620 --> 00:05:00.269
I I can't do it for you.
00:05:00.449 --> 00:05:03.000
I can't get your sales back going again.
00:05:03.884 --> 00:05:12.134
I can only tell you of some things that you need to pull in, but the rest you gotta experience.
00:05:12.134 --> 00:05:25.665
You gotta go through it because when you're building momentum, there is some uncontrollables to this thing.
00:05:26.024 --> 00:05:29.865
There are some intangibles to this thing in the form of like.
00:05:30.884 --> 00:05:31.875
Acceptance.
00:05:32.504 --> 00:05:34.334
You have to accept acceptance.
00:05:34.334 --> 00:05:37.305
Doesn't mean you're okay with the situation.
00:05:37.305 --> 00:05:39.824
It's just you identify with the situa.
00:05:39.855 --> 00:05:40.305
Okay?
00:05:40.935 --> 00:05:48.824
So there is, especially when you're building momentum and you have like none, you know, it's like, it's like the world starts to fuck with you a little bit.
00:05:48.824 --> 00:05:52.845
It's like your industry really starts to just kind of kick you while you're down.
00:05:52.845 --> 00:05:54.165
You're like, bro, are you kidding me?
00:05:54.615 --> 00:05:59.415
And so there's a form of acceptance that comes.
00:06:00.959 --> 00:06:01.920
With momentum.
00:06:02.250 --> 00:06:05.189
There is, there is surrender to that.
00:06:05.189 --> 00:06:08.158
Like you really have to like surrender.
00:06:08.158 --> 00:06:15.569
And I, again, I don't mean, I don't mean surrendering the fact that it is what it is.
00:06:15.569 --> 00:06:18.839
I'm not saying that it's more so you have an acceptance.
00:06:18.870 --> 00:06:19.408
Okay?
00:06:20.399 --> 00:06:23.339
You acknowledge it, you surrender to it.
00:06:23.370 --> 00:06:25.408
Look, it can't stay this way forever.
00:06:25.589 --> 00:06:26.908
That's what I mean by surrender.
00:06:28.363 --> 00:06:30.494
But it also requires momentum.
00:06:30.494 --> 00:06:37.783
Does it Requires extreme focus, concentration.
00:06:39.194 --> 00:06:42.283
And while you're doing that, you have to have the patience.
00:06:42.853 --> 00:06:44.173
My God, that's so hard.
00:06:44.413 --> 00:06:49.394
You gotta have the patience that it's going to come together when it comes together.
00:06:49.394 --> 00:06:50.593
And that's the thing about momentum.
00:06:50.834 --> 00:06:52.603
You don't know when it's gonna kick back in.
00:06:53.113 --> 00:06:54.134
You have no idea.
00:06:54.343 --> 00:06:56.564
You don't know when it's gonna slingshot for you.
00:06:57.375 --> 00:07:04.125
And so many times, if you think about it, I, I wish we had little momentum needles on our chest.
00:07:04.125 --> 00:07:08.324
Like I could walk up to somebody who's just having a down or myself.
00:07:08.324 --> 00:07:12.043
I could just look in the mirror and be like, alright, man, we're almost in the green.
00:07:12.464 --> 00:07:13.363
You don't know.
00:07:13.843 --> 00:07:19.964
And so, bro, sometimes it's like you're doing 35 things and.
00:07:20.639 --> 00:07:21.810
Not getting anything.
00:07:21.810 --> 00:07:24.569
You're doing 50 things and it's like, oh my God.
00:07:25.079 --> 00:07:26.850
But you have to stay on course.
00:07:26.850 --> 00:07:28.019
You don't get erratic.
00:07:28.350 --> 00:07:29.970
You don't swing for the fences.
00:07:30.269 --> 00:07:31.949
You accept, you surrender.
00:07:31.949 --> 00:07:33.120
You have focus.
00:07:34.019 --> 00:07:35.310
You stay in alignment.
00:07:36.060 --> 00:07:40.319
You're patient, and then you have faith.
00:07:41.730 --> 00:07:46.860
Faith that while I exercise this curiosity and creativity.
00:07:49.829 --> 00:07:52.019
I gotta shape this thing along the way.
00:07:54.720 --> 00:08:06.449
And I do believe, like when you look at this as an art form, think about when you're creating art, when you're creating something, a work of art.
00:08:07.350 --> 00:08:08.699
I think when I write is.
00:08:09.360 --> 00:08:11.009
Is a form of art.
00:08:11.100 --> 00:08:12.180
I don't know where it's going.
00:08:12.689 --> 00:08:16.170
There are things that I have started off with hell, I've done episodes like this.
00:08:16.439 --> 00:08:18.870
It has start hell, this one's going like this.
00:08:20.519 --> 00:08:24.660
So I have a general thought of where I'm going with this.
00:08:24.660 --> 00:08:31.889
But then the art is you just, it is the acceptance.
00:08:31.889 --> 00:08:32.879
It is the surrender.
00:08:32.879 --> 00:08:36.418
You just, you just go with the flow and you shape it.
00:08:38.220 --> 00:08:48.568
Along the way, I believe the aspects of momentum, I think momentum's, controllable, there's a lot of intangibles, but you can control it.
00:08:48.568 --> 00:08:57.809
And what I mean by that is you can shape it, you can feed it, you can work it, those things you can actually control.
00:08:58.710 --> 00:09:03.360
So Ovid said there are, there are some aspects of momentum.
00:09:05.654 --> 00:09:09.794
When you look at it as an art form that you have to, you have to participate.
00:09:10.004 --> 00:09:12.073
Momentum's not gonna just come to you.
00:09:12.434 --> 00:09:13.573
She's not interested.
00:09:13.964 --> 00:09:17.144
As a matter of fact, you can go to her, you can beg her.
00:09:17.714 --> 00:09:22.453
She ain't coming to you until you're just relentless.
00:09:22.453 --> 00:09:29.174
You're focused, and you're just like a dog on a bone with this thing and be like, I'm staying with this thing.
00:09:29.625 --> 00:09:32.054
See, because momentum tries to head fake you.
00:09:32.865 --> 00:09:36.764
She tries to say, oh, oh, you want to get back in these pearly gates again?
00:09:37.424 --> 00:09:41.985
Well, I gave it to you before and you lost it, so I'm not gonna give it to you.
00:09:41.985 --> 00:09:44.924
So easy this time, and you gotta work hard for it.
00:09:45.225 --> 00:09:47.565
This is why I say the, it's not a one-to-one ratio.
00:09:47.565 --> 00:09:50.235
It's not linear, it's not a straight shot, bro.
00:09:50.235 --> 00:09:53.250
It's just like, and it really shakes your confidence.
00:09:54.090 --> 00:09:56.940
And it really is like, oh my God, really?
00:09:57.149 --> 00:10:04.019
And it's like, sometimes it gets worse before it finally gets better, but will you stay the course?
00:10:05.190 --> 00:10:07.139
And he said, Ovitz did.
00:10:07.139 --> 00:10:13.620
He said, number one, you gotta understand that momentum when you're building it.
00:10:14.580 --> 00:10:17.100
It takes hard, industrious work.
00:10:17.940 --> 00:10:18.990
I, I like that.
00:10:18.990 --> 00:10:20.820
Those three words right there, hard.
00:10:21.509 --> 00:10:23.820
Industrious work.
00:10:24.240 --> 00:10:29.190
You gotta knuckle up mentally, emotionally, creatively.
00:10:30.450 --> 00:10:31.649
It's, it's not easy.
00:10:31.980 --> 00:10:36.899
The doorway, you could see the door, you could be at the doorstep.
00:10:36.929 --> 00:10:38.009
The door ain't opening.
00:10:39.389 --> 00:10:41.580
That's, that's why I say momentum fucks with you.
00:10:42.000 --> 00:10:47.370
She does, but once she opens up.
00:10:47.429 --> 00:10:53.759
Yeah, you gotta, like it says in the Bible, keep knocking and you'll eventually get in.
00:10:54.000 --> 00:10:56.909
I'm paraphrasing, of course, but you gotta knock.
00:10:57.239 --> 00:10:59.789
And I, maybe that's what the Bible was saying.
00:10:59.789 --> 00:11:01.979
Maybe the Bible was talking about momentum.
00:11:02.698 --> 00:11:03.659
You gotta keep knocking.
00:11:03.659 --> 00:11:04.948
Are you persistent?
00:11:05.309 --> 00:11:15.029
Will you keep coming to momentum's door knocking, applying the effort, the focus, the concentration, keeping your big lips.
00:11:16.424 --> 00:11:29.144
Not pouting and just, and just put in the work because when she opens up that door, it's so much easier to keep momentum going than get it going.
00:11:29.205 --> 00:11:30.315
And that's what's crazy.
00:11:30.315 --> 00:11:34.965
It's like, why do we, why do we let ourselves get back into these holes again?
00:11:35.144 --> 00:11:43.095
It's like, dude, there's so many times like, oh my God, you realize how hard it was to get to this spot and you.
00:11:43.484 --> 00:11:45.823
You just, you let your focus up.
00:11:46.509 --> 00:11:54.614
You, you, you got complacent and you just let up and you gave it back.
00:11:56.144 --> 00:11:59.083
This is why you gotta feed Big Mo every day, man.
00:12:00.134 --> 00:12:01.784
She's constantly hungry.
00:12:02.144 --> 00:12:06.193
So anyway, so he, he said, number one, it takes hard industrious work.
00:12:06.375 --> 00:12:08.024
Number two, building your momentum.
00:12:08.024 --> 00:12:10.364
It takes deep education in your field.
00:12:11.129 --> 00:12:12.809
Deep education in your field.
00:12:13.948 --> 00:12:17.850
And I like that because you gotta get outta this wing it stage.
00:12:18.179 --> 00:12:21.870
Leave the wings to Buffalo Wild Wings, okay?
00:12:22.139 --> 00:12:23.818
Leave that to the appetizers.
00:12:24.809 --> 00:12:27.360
You cannot wing it in your field.
00:12:27.839 --> 00:12:33.554
And maybe that's what you've been doing, so you've had some luck.
00:12:38.190 --> 00:12:42.929
And because of a little bit of the luck and your experience, you kinda lean on that.
00:12:43.919 --> 00:12:50.100
But bro, you can't just lean on your experience because your experience is only going to take you so far.
00:12:50.820 --> 00:13:00.330
You've got to get some new skills, adaptive skills, to things that are constantly changing.
00:13:01.049 --> 00:13:04.049
Again, it's an art, how you get there and how you.
00:13:05.039 --> 00:13:10.139
How you achieve the deep education in your field, bro, that's up to you how you do it.
00:13:10.139 --> 00:13:25.830
The offline hours, the online hours, like whatever, there's, I, I could, I could, I would love to sit down with you and tell you, like, this is why I tell salespeople, like, I can't, I can teach you the mechanics of sales, but the art form of sales.
00:13:25.830 --> 00:13:26.730
I can't teach that.
00:13:27.389 --> 00:13:28.980
I could tell you what I did along the way.
00:13:29.818 --> 00:13:31.740
But you gotta figure out your own path.
00:13:31.740 --> 00:13:34.169
There's no, everybody's way is different.
00:13:34.169 --> 00:13:35.250
Same thing with momentum.
00:13:35.250 --> 00:13:38.339
Same way with deep education in your field.
00:13:38.850 --> 00:13:42.000
So you gotta ask yourself like, what am I shying, shying away from?
00:13:42.958 --> 00:13:46.470
What am, what do I not know as well as I should?
00:13:46.470 --> 00:13:57.600
Like you delegate that, are you Tap dance around it, like the momentum leaks when you stop learning.
00:13:59.565 --> 00:14:05.054
It does, and it's, you just have to imagine like, it's like it's this big leak.
00:14:05.235 --> 00:14:06.884
So look at it like this.
00:14:07.995 --> 00:14:11.294
Look at momentum as like a big balloon.
00:14:12.465 --> 00:14:16.004
And so initially when you have no momentum, that balloon is flat, right?
00:14:16.725 --> 00:14:25.215
But every day you show up, you put in the effort, you put in the reps, you confront nothing.
00:14:25.215 --> 00:14:25.754
Everything counts.
00:14:26.955 --> 00:14:27.884
Everything counts.
00:14:27.975 --> 00:14:31.095
You may not see the results, but everything counts good or bad.
00:14:31.845 --> 00:14:38.384
So when you're doing this, the effort, the focus, the concentration, the surrender, you're keeping your mouth shut.
00:14:39.345 --> 00:14:41.835
You have the acceptance, you have the faith.
00:14:41.924 --> 00:14:43.125
You're doing these things.
00:14:46.304 --> 00:14:55.455
Every time you're putting a little bit more air in that balloon, that momentum's building, and then one day.
00:14:56.460 --> 00:15:05.490
You reach this tipping point and all the results, all that stored up effort cascades out.
00:15:06.029 --> 00:15:10.950
And so what started off as a 50 to one ratio, I'm doing 50 things, getting one time.
00:15:10.950 --> 00:15:20.909
The results, it flips the other way you go, you do one thing and get 50 times the results and it's like opportunities and, and.
00:15:23.159 --> 00:15:24.179
In circumstance.
00:15:24.179 --> 00:15:27.958
I mean, they just like, bro, you're just, you're on a hot, you're on a hot streak.
00:15:28.500 --> 00:15:30.839
But the problem is you believe you're own bullshit.
00:15:31.799 --> 00:15:34.559
You, you believe that it's gonna stay this way.
00:15:34.679 --> 00:15:36.364
Everything that you're achieving right now.
00:15:38.144 --> 00:15:41.684
When it's good is not as a result of today.
00:15:42.193 --> 00:15:47.894
It's everything that you've done up to that day and it finally reached this tipping point.
00:15:48.734 --> 00:15:52.184
And that's the tricky part because let's go back to the balloon.
00:15:52.813 --> 00:16:00.734
The effort, you're blowing up that balloon when it comes to momentum, and that balloon is a momentum balloon.
00:16:02.894 --> 00:16:08.203
You don't realize that balloon will always have a tiny pinhole in it.
00:16:08.774 --> 00:16:10.335
Momentum never stays full.
00:16:11.174 --> 00:16:13.184
It's always seeping.
00:16:16.019 --> 00:16:16.769
That's what he's doing.
00:16:17.730 --> 00:16:42.720
And so you're putting in the effort, but because you're so consistent in that focus and you're on track and you're just boom, boom, boom, boom, boom, even though there's a tiny pinhole that is seeping out because you're feeding it every day, you don't realize it, you, you don't realize it until you believe your own bullshit.
00:16:43.289 --> 00:16:45.389
And you stop feeding the momentum.
00:16:47.219 --> 00:16:49.109
And what was a pinhole?
00:16:50.669 --> 00:17:10.078
Actually, that hole opens up in all of your effort, all of your progress, most of your results, if not all, and then some, you gave it back, and by the time you realize it, it's too late.
00:17:10.980 --> 00:17:12.240
You gotta start all over again.
00:17:15.358 --> 00:17:23.009
So get it back Hard industrious work deep education in your field.
00:17:24.690 --> 00:17:31.319
The third part of its talks about is it takes deep education in the peripheries.
00:17:31.980 --> 00:17:34.319
I was, I was sure, hoping I was gonna say that word right?
00:17:34.380 --> 00:17:37.079
Peripheries of your field.
00:17:37.079 --> 00:17:41.609
The peripheries are like, think about your peripheral vision.
00:17:41.759 --> 00:17:42.960
It's stuff from the side.
00:17:42.990 --> 00:17:45.480
You're not really looking at it, but you can see it.
00:17:46.200 --> 00:17:48.900
Like something comes flying up at you in your periphery.
00:17:49.559 --> 00:17:50.009
Boom.
00:17:50.069 --> 00:17:50.880
You take notice.
00:17:50.880 --> 00:17:56.400
So I, I find that interesting that he said the peripheries of your field.
00:17:57.210 --> 00:17:58.980
And so these are the edges.
00:17:59.924 --> 00:18:10.335
The outliers, the uncomfortable zones, these things, you know, most people, if you think about it, most people kind of stay in the safe lane.
00:18:10.724 --> 00:18:11.174
Right.
00:18:11.503 --> 00:18:14.595
You stay, you stay in the right hand lane in life.
00:18:14.865 --> 00:18:17.534
You got some, you got some success going.
00:18:17.954 --> 00:18:19.513
Everything's okay.
00:18:19.664 --> 00:18:20.503
I'm fine.
00:18:20.503 --> 00:18:23.263
Go back to listen to that episode a few episodes ago.
00:18:23.263 --> 00:18:23.865
I'm fine.
00:18:23.865 --> 00:18:26.894
You're, you're in the fine zone, but you have it redefined the fine.
00:18:27.404 --> 00:18:27.585
Okay?
00:18:27.585 --> 00:18:34.934
So you're in this fine zone and what happens is, is you just, your momentum's just quietly dying out.
00:18:35.474 --> 00:18:36.704
So when you, when.
00:18:37.164 --> 00:18:44.605
When you deeply learn in the peripheries of your field too, you're going to areas that aren't mandated necessarily.
00:18:44.605 --> 00:18:51.775
Like you can get through a day, you're experienced enough, you can tap dance through, but you're willing to do these things.
00:18:51.775 --> 00:18:58.255
And, and let me tell you this, there of low consequence too in most parts because they're voluntary.
00:18:58.525 --> 00:19:01.750
So if you start pushing you, you play in those outer bands a little bit.
00:19:03.285 --> 00:19:08.714
You play in the edges a little bit, but good news is you can come quickly back to your safe zone when you need to.
00:19:09.164 --> 00:19:23.805
But I would say just a beat or two longer stay out there, whether it's you're trying something different, whether you're learning something different, whatever that is, remember, this is all the toolkit that you need for building momentum.
00:19:24.015 --> 00:19:26.115
Hard industrious work, okay?
00:19:26.234 --> 00:19:29.714
So going to the peripheries of your field is hard.
00:19:30.148 --> 00:19:33.359
It is, it tries to jack with your confidence.
00:19:33.599 --> 00:19:35.878
It tells you that fight or flight kicks in.
00:19:36.180 --> 00:19:40.289
You ain't fighting, you're fighting, you're turning back and going to the safe zone.
00:19:40.289 --> 00:19:40.619
Nope.
00:19:40.710 --> 00:19:42.359
I'm gonna stay here for another beat or two.
00:19:42.779 --> 00:19:44.609
I'm gonna stay here for another three calls.
00:19:44.819 --> 00:19:47.309
I'm gonna stay here for another 10 minutes, whatever.
00:19:47.579 --> 00:19:59.670
And this will deepen your focus and this will actually open up your peripheries and when you have a wider landscape.
00:20:01.710 --> 00:20:04.710
You have mo more momentum as well.
00:20:05.160 --> 00:20:12.390
And then the last part he talks about is, um, knowing your numbers.
00:20:13.289 --> 00:20:18.424
He said it a little bit different where he said it's asking a question to yourself like, who's beating me?
00:20:19.319 --> 00:20:21.029
And I think that takes, that takes.
00:20:22.214 --> 00:20:26.835
That takes confronting, that takes some honesty to yourself.
00:20:26.835 --> 00:20:46.065
Like you can sit here and explain away like the economy or the banks or, uh, you know, your boss or coworkers or like, you can, you know, unfairness like you can, Hey, that's all that's all explained and it's, you know what, it's probably all true, yet it's not true.
00:20:46.125 --> 00:20:47.204
It doesn't help you.
00:20:50.430 --> 00:20:58.740
So that last part where he's saying to ask the question like, who's beating me?
00:20:59.670 --> 00:21:01.019
This is where you confront the numbers.
00:21:01.019 --> 00:21:03.720
Like, what am I not doing enough of?
00:21:04.559 --> 00:21:05.819
What have I stopped doing?
00:21:06.299 --> 00:21:07.529
What was I once doing?
00:21:08.069 --> 00:21:09.059
Go back to basics.
00:21:09.059 --> 00:21:10.710
Go to the episode right before this.
00:21:11.490 --> 00:21:15.089
That was what, 9 85 about the basics.
00:21:15.180 --> 00:21:16.559
Going back to the basics.
00:21:18.089 --> 00:21:19.109
That's what I'm talking about.
00:21:19.769 --> 00:21:21.480
So what are you not doing enough of?
00:21:21.480 --> 00:21:22.470
What are you avoiding?
00:21:23.190 --> 00:21:24.869
What are you stopping short of?
00:21:24.900 --> 00:21:26.130
What are you not confronting?
00:21:26.130 --> 00:21:27.539
What are you not challenging?
00:21:28.019 --> 00:21:29.400
What have you stopped pushing?
00:21:30.240 --> 00:21:30.630
Okay.
00:21:32.160 --> 00:21:37.799
This is, this is the part where you, you, you've gotta, you've gotta build the momentum.
00:21:37.890 --> 00:21:43.440
But what I'm trying to really emphasize on is you want to sustain momentum.
00:21:43.829 --> 00:21:46.410
Now, there's another piece that he did not talk about.
00:21:46.819 --> 00:21:50.628
But I do want to add, you've gotta suspend judgment when you're building momentum.
00:21:51.079 --> 00:21:54.470
Actually, I would tell you, you need to suspend judgment from here on out.
00:21:55.009 --> 00:22:01.039
And bro, I get it, especially in sales, that is very, very hard to do, especially in entrepreneurship.
00:22:01.039 --> 00:22:05.299
It's very, very hard to do, and this is why you should.
00:22:06.240 --> 00:22:16.974
Practice the creativity and the curiosity aspect every day, like the curiosity, just quick little games with yourself instead of making a statement, turning into a question without judgment.
00:22:17.355 --> 00:22:23.684
I really open, I mean like teach me something and then the, the creativity.
00:22:23.684 --> 00:22:26.144
What do you have when you lack the resources?
00:22:26.535 --> 00:22:27.795
Can you get resourceful?
00:22:27.795 --> 00:22:30.105
Like just play within that field?
00:22:30.555 --> 00:22:42.224
This will help suspend that judgment because a lot of times we judge what we do or don't have and we use that judgment and we try to swing for the fences.
00:22:42.224 --> 00:22:45.795
Especially like think about when you're trying to build momentum.
00:22:47.670 --> 00:22:50.039
You wanna hurry up and get it back, right?
00:22:50.519 --> 00:22:53.730
I mean, let's get outside of the sales realm for a second.
00:22:53.730 --> 00:22:56.009
Let's go into what we all want.
00:22:56.009 --> 00:23:01.440
You wanna be a little skinnier, you wanna lose weight, you lost momentum.
00:23:01.769 --> 00:23:04.470
I mean, think about when you had it going on, you were going to.
00:23:05.159 --> 00:23:12.329
Uh, you were going, uh, you know, every day at 5:00 AM you were there at the gym or you were doing CrossFit or you were doing all kind of shit.
00:23:12.809 --> 00:23:13.079
Okay?
00:23:13.079 --> 00:23:14.250
Now you're not doing it anymore.
00:23:14.250 --> 00:23:15.059
You lost momentum.
00:23:15.059 --> 00:23:15.750
What do you try to do?
00:23:15.750 --> 00:23:21.388
You try to get it back in one fatal weekend and you blow your shit out.
00:23:21.960 --> 00:23:23.549
No, but you try to get it back.
00:23:24.104 --> 00:23:26.564
So you, you, you swing for the fences.
00:23:26.924 --> 00:23:29.503
And bro, this, this goes across all kind.
00:23:29.503 --> 00:23:34.424
I mean, this goes across our faith, this goes across our relationships.
00:23:34.424 --> 00:23:36.674
This goes across our finances.
00:23:37.064 --> 00:23:38.894
Again, the, the fitness.
00:23:38.894 --> 00:23:43.484
It goes in our jot, like we have these swing for the fence kind of moments.
00:23:44.220 --> 00:23:50.069
And let me tell you this, there are occasions very rare, but we've all experienced it.
00:23:50.099 --> 00:23:59.069
Where in a certain field, your faith, your family, your fitness, your finances, your fulfillment, one of those areas, many of those areas you can get lucky.
00:23:59.069 --> 00:23:59.099
Uh.
00:23:59.984 --> 00:24:02.085
It is possible to get luck.
00:24:02.535 --> 00:24:02.954
Okay?
00:24:03.075 --> 00:24:05.805
And so you have this swing for the fence moment.
00:24:06.224 --> 00:24:08.085
Okay, well, I'm working with this customer.
00:24:08.085 --> 00:24:10.095
I'm just like, I ain't got shit.
00:24:10.454 --> 00:24:11.835
I'm gonna throw it out there.
00:24:11.984 --> 00:24:17.384
And you zing it and it actually worked and you're like, oh my God, I made the biggest commission ever.
00:24:17.775 --> 00:24:19.095
Wow, that works.
00:24:19.095 --> 00:24:20.115
No, you were lucky.
00:24:20.565 --> 00:24:25.845
But the thing about luck is you cannot sustain luck.
00:24:27.299 --> 00:24:31.230
You can't not like that when you're building the momentum.
00:24:32.130 --> 00:24:36.630
Luck is a part of that, but luck is an accelerant.
00:24:37.680 --> 00:24:38.730
It's a byproduct.
00:24:38.730 --> 00:24:40.349
It's a bonus that you get.
00:24:40.710 --> 00:24:42.359
You can't depend on luck.
00:24:42.690 --> 00:24:49.259
Luck is gonna show up when it shows up, but she only shows up if you sustain.
00:24:50.430 --> 00:24:50.759
Okay?
00:24:50.849 --> 00:24:51.960
I don't depend on luck.
00:24:51.990 --> 00:24:55.829
Luck is not a part of my success.
00:24:57.134 --> 00:24:58.815
It's not, it's an accelerant.
00:24:59.503 --> 00:25:04.305
It can, it can speed me up, but I'm not waiting for it to show up.
00:25:04.305 --> 00:25:07.994
She's gonna show up whenever the hell she shows up.
00:25:08.055 --> 00:25:10.875
That means you gotta do the hard industrious work.
00:25:11.234 --> 00:25:12.825
You gotta deeply learn your field.
00:25:12.974 --> 00:25:15.795
You gotta deeply know the peripheries of your field.
00:25:16.424 --> 00:25:21.075
You gotta suspend your judgment and then you gotta confront.
00:25:21.285 --> 00:25:22.724
You gotta ask the hard questions.
00:25:25.394 --> 00:25:28.454
Momentum does not disappear overnight.
00:25:28.575 --> 00:25:29.595
You think it did?
00:25:29.625 --> 00:25:30.255
It doesn't.
00:25:30.914 --> 00:25:33.855
If you think about it, it comes from two different things.
00:25:33.944 --> 00:25:41.099
Momentum, the loss of momentum comes from complexity and complacency.
00:25:41.460 --> 00:25:44.490
I. Yeah, we talked about complacency earlier.
00:25:44.490 --> 00:25:45.628
You got it going on.
00:25:45.869 --> 00:25:49.949
Then all of a sudden you, you let your guard down, you sleep in a little bit more.
00:25:50.309 --> 00:25:53.609
You come in a little later, you leave a little earlier.
00:25:53.669 --> 00:25:57.449
You like, there's things you and it is just seeping out or go back to the balloon.
00:25:58.204 --> 00:25:59.794
Can you hear your balloon hissing?
00:26:01.474 --> 00:26:04.894
So there's the complacency, but then there's also the complexity.
00:26:04.894 --> 00:26:06.484
I wanna pull on that thread real quick.
00:26:06.904 --> 00:26:08.884
The complexity also sabotages you.
00:26:09.634 --> 00:26:09.994
Okay?
00:26:10.174 --> 00:26:17.644
So that that disrupts your momentum as well, because you get too fancy because you feel like you've gotten efficient.
00:26:18.034 --> 00:26:23.944
And why is it with efficiency that we feel like that we have to do like more of it?
00:26:25.244 --> 00:26:30.404
So we, we get things streamlined where we actually have some free time.
00:26:30.404 --> 00:26:34.394
Why do we feel like we have to free with any extra time?
00:26:34.394 --> 00:26:35.924
We have to fill that void.
00:26:36.284 --> 00:26:36.944
Why?
00:26:38.294 --> 00:26:41.263
We don't, and all hands raised.
00:26:41.355 --> 00:26:41.804
Okay?
00:26:42.494 --> 00:26:49.034
But the complexity is sabotages you, which is why people gotta go back to the basics again.
00:26:49.335 --> 00:26:51.434
Go back and listen to episode 9 85.
00:26:51.855 --> 00:26:53.204
This really ties in.
00:26:53.969 --> 00:27:02.459
Well with this one, 'cause you get with the complexity, you get too fancy, you add too much, you believe in your own headlines, like all this stuff.
00:27:03.029 --> 00:27:04.709
Just keep these things simple.
00:27:04.919 --> 00:27:06.059
It's gonna take hard work.
00:27:06.719 --> 00:27:11.099
I'm gonna constantly study my field this's, why I'm a fan of random reading every single day.
00:27:11.640 --> 00:27:15.180
Because it keeps me learned and keeps me primed.
00:27:15.569 --> 00:27:25.559
It's a, it's a small commitment of 15 minutes of reading, 15 minutes of writing, unpacking those thoughts, and then boom, go live it off to the races.
00:27:25.559 --> 00:27:29.279
It's not that, it's not that, it's not that difficult.
00:27:29.519 --> 00:27:30.630
It's very simple.
00:27:30.630 --> 00:27:33.690
We just, we make things way too complex.
00:27:35.130 --> 00:27:36.750
So let me bring this home.
00:27:36.750 --> 00:27:39.299
Momentum is always working.
00:27:39.779 --> 00:27:40.470
It is.
00:27:40.799 --> 00:27:43.619
It's either working for you or it's working against you.
00:27:44.398 --> 00:27:46.799
And momentum has zero to do with luck.
00:27:48.089 --> 00:27:49.200
It's not science.
00:27:49.410 --> 00:27:50.339
It is an art form.
00:27:50.339 --> 00:27:54.480
And when you look at it as an art form, this will keep you out of this victim mindset.
00:27:54.960 --> 00:27:55.138
Okay?
00:27:55.138 --> 00:27:58.500
You look at it as art form, it's yours, okay?
00:27:58.500 --> 00:28:00.720
It does take a lot of effort.
00:28:00.720 --> 00:28:03.210
It does take an investment in learning.
00:28:03.628 --> 00:28:06.960
It does take going to the uncomfortable zones.
00:28:07.305 --> 00:28:11.295
The outliers, the peripheries of your field.
00:28:11.505 --> 00:28:12.525
It does take that.
00:28:13.904 --> 00:28:15.765
When's the last time you did something for the first time?
00:28:16.394 --> 00:28:16.724
Okay.
00:28:16.785 --> 00:28:19.365
And then it takes the confronting, like, why am I getting beat?
00:28:19.545 --> 00:28:21.315
Why is this, why am I not don't?
00:28:21.404 --> 00:28:22.934
And it, it's all ownership.
00:28:23.325 --> 00:28:25.634
It can't lay the blame on like, what?
00:28:25.634 --> 00:28:28.664
When I ask that question, it's gotta do with me.
00:28:29.085 --> 00:28:29.444
Okay?
00:28:29.474 --> 00:28:31.664
Control the controllable shape this thing.
00:28:32.085 --> 00:28:36.464
And if you do that, it's gonna all come together.
00:28:37.200 --> 00:28:38.250
Gotta surrender to it.
00:28:38.250 --> 00:28:46.829
You gotta have acceptance, you gotta have focus, you gotta have concentration, you gotta have faith, and it's gonna come together.
00:28:46.980 --> 00:28:48.240
We've all experienced it.
00:28:48.509 --> 00:28:49.859
We've all lost momentum.
00:28:49.950 --> 00:28:51.299
We've all gained momentum.
00:28:52.109 --> 00:28:56.940
It's more sustainable than what we think, but sometimes we just, that's the point of this.
00:28:57.150 --> 00:29:00.539
I'm gonna put the, the, um, the episode link.
00:29:01.950 --> 00:29:13.769
To the, that, it's a great conversation and it may, uh, with Shane Parrish and Michael Ovitz, it, it may stimulate you to by the book, who is Michael Ovitz?
00:29:14.250 --> 00:29:15.630
Um, it's a good book.
00:29:16.079 --> 00:29:20.400
Um, and it really, he, he, he's really just.
00:29:21.569 --> 00:29:29.549
I mean, you, we, it's the who's who, like, who his personal friends are, you know, but it's a, it's a, it's a great appetizer.
00:29:29.638 --> 00:29:33.750
Uh, Shane Parrish and Michael Ovis, his conversation, it's great appetizer.
00:29:34.500 --> 00:29:40.049
Um, that kind of sets the table so that way you may want to read further, so that way in your random reading.
00:29:40.664 --> 00:29:42.134
You can add that to your list.
00:29:42.194 --> 00:29:43.244
Alright, let's get outta here.
00:29:43.244 --> 00:29:45.974
Thanks so much for being a part of What's your problem?
00:29:45.974 --> 00:29:46.845
The podcast.
00:29:46.845 --> 00:29:51.224
Please help get the show out, share it with someone else, someone needs this message.
00:29:51.315 --> 00:29:55.785
Alright, if I can help you with anything, you can go to my website, marsh spice.com.
00:29:56.144 --> 00:29:57.914
Bottom right is a mic from you to me.
00:29:58.545 --> 00:29:59.924
Leave me a a message.
00:30:00.164 --> 00:30:01.724
Let me know what's going on in your world.
00:30:01.724 --> 00:30:02.740
No hair but.
00:30:03.569 --> 00:30:04.410
I'm all ears.
00:30:04.529 --> 00:30:05.430
Love to hear from you.
00:30:05.430 --> 00:30:09.869
Also, you can, on some of your podcast app, you can actually send me a text message.
00:30:09.869 --> 00:30:11.640
It comes directly to my cell phone.
00:30:12.150 --> 00:30:14.670
Um, and so I'd love to hear from you as well.
00:30:14.670 --> 00:30:17.130
Leave me your email address'cause I can't text back.
00:30:17.640 --> 00:30:19.200
It doesn't give me that ability.
00:30:19.589 --> 00:30:22.019
Uh, but leave me an email message.
00:30:22.019 --> 00:30:24.869
I'll be sure that I, um, I shout you out.
00:30:25.109 --> 00:30:26.670
Alright with that.
00:30:26.700 --> 00:30:28.230
Remember, keep it simple, keep it moving.
00:30:28.230 --> 00:30:28.799
Never settle.
00:30:28.799 --> 00:30:29.369
Stay tough.
00:30:29.369 --> 00:30:29.789
Peace.