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"Why Is Business So Hard, and How Do You Actually Win?" — Transcript

by MoreMozi · 3,209 words · 452 segments · language en · Watch on YouTube

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0:01I before we hopped on the chat was
0:04frozen because we have this like screen
0:06thing that I can see the chat, right? Um
0:09and there was like six chats from the
0:11last time that were like frozen on the
0:12screen. And one of the guys said, um,
0:16I've got $1,000 and 800 old contacts.
0:20What would you do if you were me
0:22starting a real estate business?
0:25And I
0:27read that and I've basically been
0:28thinking about it this entire time while
0:30I've been making those two other videos.
0:32And so I wanted to talk to it because it
0:34kind of moved me a little bit.
0:37What I want to like what I want to
0:40explain is it's it's so [ __ ] hard.
0:46And
0:48when I say it, I'm saying like when you
0:51start out in business, it's unbelievably
0:55hard.
0:56And the reason that business owners at
0:59the highest levels get compensated the
1:01way they do is because they were able to
1:04make it through that period. They earn
1:07the right to earn above average. They
1:11earn the right to earn more in a day
1:14than people earn in their lifetimes.
1:17And I think there's a sort of spiritual
1:20strengthening. And that's probably words
1:21you wouldn't normally say. So maybe I'll
1:23use my behavior frame, which is that you
1:25have to learn how to behave in hard
1:29circumstances so that you can continue
1:32to make it through the hardships that
1:34will inevitably come as you grow. And
1:38growth comes from a deficiency between
1:41your current and desired or your current
1:44and required. You need to be here and
1:47you're here. And that stretch hurts
1:50because you're inadequate. You have to
1:52look at yourself in the mirror and be
1:53like, I'm not good enough. And they call
1:56them growing pains for a reason. And so
1:58if you're like, man, I wish I could grow
2:00really fast. You're actually wishing for
2:01a tremendous amount of pain for an
2:03extended period of time. And then when
2:05people don't have their they hit their
2:07first pain, they're somehow surprised
2:09that it hurts. And the thing of the pain
2:11of business is it's not just like this
2:13this visceral physical pain. Of course,
2:15you have those from time to time, but a
2:17lot of the pain of being in business is
2:19not knowing the [ __ ] you're doing and
2:20feeling like an idiot being like, why am
2:22I not good enough? Why do these other
2:25people why are they doing so much better
2:26than me? Like what what conclusions can
2:29I drive derive from that? There's only
2:31one of two paths. Either I have
2:32something outside of my my control that
2:34I can cast my blame to. Or I have to
2:36take the punch to my ego and say, "I'm
2:38just not that good. That guy is better
2:40because he's unethical." Okay, sure. If
2:43that's what makes you feel better, and
2:45now what?
2:47And so the things that make it hard is
2:49that one, you have to accept that you're
2:51not good. And you have to do it over and
2:52over and over again. Right? When you
2:54think you're good again, you pro like
2:55the world proves to you that you're not
2:57as good as you think you are. And and
3:00this happens at all levels of business.
3:02And you get like the same thing is when
3:03you have those plateaus. It's been a
3:05year, it's been 2 years, it's been 3
3:06years, right? And you've been stuck in
3:08this in this gear like it means that you
3:11haven't changed. You've behaved the
3:13same. And so you're getting the same
3:14outputs. And the change is painful. And
3:17sometimes the the painful change means
3:19that you actually have to take two steps
3:21back. And your ego not only has to get
3:23hurt, but hurt even more because you
3:25have to realize that you built your
3:26thing wrong. You hired the wrong leader.
3:28You have the wrong team culture within a
3:30department. What do you do? Well, you
3:32either leave it there and stay stay
3:34perpetually under your potential because
3:36you weren't willing to confront the
3:38difficulty of the inconveniences that
3:40are going to come to you as a result of
3:42making the changes that you know you
3:43need to make but aren't making.
3:46And so I I bring this up because like
3:49everyone humans like we're so
3:52interesting in that we believe that
3:53we're the first people to ever love the
3:55way you've loved. To feel the pain that
3:57you felt. To feel ignorant. To feel
4:00unwanted. To feel not enough. Like we
4:03feel like we're the only people who
4:04experience this. Like our our pain is
4:06more than other people's. Our love is
4:07deeper than other people's.
4:10But when we do that, we rob ourselves of
4:12the ability to learn from others that
4:14came before us. the other people who
4:16already learned what this is like,
4:18who've described the pain. And listen,
4:20even if you even if you try to take as
4:22much advice as you possibly can, you're
4:23still going to get burned. It's still
4:25going to hurt. And in the earlier days,
4:28like I have yet to see somebody who who
4:30who takes again, and I'm talking about
4:33I'm talking about homo sapiens. I'm not
4:34talking about Elon Musk, all right? I'm
4:37not talking about Mark Zuckerberg, you
4:38know? I'm not talking about Bezos. I'm
4:40talking about homo sapiens. I'm talking
4:42about flesh and blood, people who are
4:43made of of the of of normal folks. All
4:46right?
4:50I have yet to see someone
4:54really start figuring out what's going
4:55on in less than five years. And I'm
4:57saying five years of being in the game.
4:59Not five years of I have an idea. I'm
5:01really passionate about this. I've been
5:03reading stuff on the side. I work on the
5:05weekends. I'm saying I'm allin for five
5:08years.
5:09And you just start. you just begin to
5:12get a grasp of what it takes to to be
5:16good at business. And the difficulty is
5:18that it's so hard to teach business in
5:21school because it changes so much. The
5:24principles remain the same, but the game
5:27changes, right? And I'll say I'll say
5:30one of my one of my favorite quotes from
5:31The Wire. Um, Cuddy, who is a uh, you
5:34know, who was muscle for one of the
5:36gangs, comes out after like doing a
5:37murder hit taking a murder charge. Um
5:41anyway gets out gets out, you know, 15
5:4315 years later, whatever. Um and he goes
5:45back and he's right back on the street
5:46and he went back to the gang and he's
5:49like, "Man," he's talking to the other,
5:51you know, the other guy who's muscle
5:53before they're about to go, you know,
5:54shoot some guys or whatever. And he
5:55says, he's like, "Man," he's like, "The
5:58game changed." And Slim Charles says
6:01back to him right as they're like
6:02putting their gloves on about to like
6:03[ __ ] their gun, he's like, "No, man."
6:05He's like, "The game the same, just more
6:08fierce.
6:10And so it's like the level of game
6:14always continues to rise because the
6:15players get better. Business is an
6:17infinite game. And I think that we judge
6:19ourselves because we somehow believe
6:21that we're behind other people. It's one
6:23of the most painful things that we can
6:24do is that we just obviously you compare
6:26yourself and then after making the
6:28comparison there's nothing wrong with
6:29comparing yourself to other people.
6:30That's how you figure out discrepancies.
6:32But then you label then you say and I
6:35suck as a result and I'm worthless and
6:37I'm not never going to be good enough.
6:39Right? But it's the first part is
6:40valuable. That guy's better at ads than
6:42me. What is he doing that I'm not doing?
6:44I should learn that. Right? Not that
6:46guy's better than me at ads and
6:47therefore I suck as a human being and
6:49will never win. So what label do we
6:51ascribe to that discrepancy?
6:54And so if we see if we make that
6:55comparison, right, then we can learn the
6:57steps to get better. Fine. But if we
7:00zoom all the way out and really think
7:02about this because this is a little bit
7:03trippy.
7:05The game of business
7:08has been going on since the dawn of
7:11time. There were merchants in ancient
7:13Egypt 5,000 years ago that were in the
7:15game of business.
7:18And the game of business will never end.
7:20It's an infinite game. Who was the
7:23number one merchant in Egypt 5,000 years
7:24ago? No idea. Who was the number one
7:27merchant 4,000, 2,000, 1,000 years ago,
7:31200 years ago? No one knows. And so we
7:36have this idea that we're somehow going
7:37to become number one. But I'm like, at
7:39what? At net worth. And then eventually
7:42your kids become trust fund kids. And
7:45then that gets divided up 10 more ways
7:47cuz no one's got game like you. And
7:50eventually you just you've got, you
7:51know, eight family members on the Forbes
7:53list, okay? And none of them are the
7:56ones that actually made it and none of
7:57them know how to multiply because they
7:58aren't in the game. They never learned
8:00the skills of the game. Like if you see
8:02the game as constant, only thing that
8:04changes is the players.
8:07So my mom used to say this thing which
8:09was um and this I doubt this is her
8:11quote but um
8:15the news is always the same
8:19only the names change.
8:21So think about that. So you look at the
8:24headlines, right? It's like bankers get
8:27greedy.
8:29Sounds does that sound like it sound
8:30like new news? No, they just changed the
8:32names. You know, jealous husband kills
8:36wife then self.
8:40Same same news. It's not even news. It's
8:43just humans being human. And so business
8:47news is also the same way. Hot new
8:50technology comes out, grows really fast,
8:54find out actually not good, crashes
8:57quickly. investors lose millions. This
9:00stuff is the same. It's the same. Like
9:04boy learns how to sell. Boy learns how
9:07to advertise. Boy learns how to make
9:09product. Boy eventually makes lots of
9:11money. Boy eventually gets old. Tries
9:14to, you know, give back to a certain
9:15degree. Becomes a philanthropist. Old in
9:18his age. Uh retreats a little bit. The
9:21next kin comes in line. Not as good as
9:24that person. Maintains. third generation
9:26destroys.
9:29It's just humans doing human [ __ ]
9:31right? And so I say this because a lot
9:33of the hardship of business is is
9:35comparing yourself and labeling that
9:37comparison and saying that I'm not
9:38better or worse than these people, but
9:40all the players on the board are going
9:41to get swapped in a hundred years. All
9:44the players, the whole board gets wiped.
9:47The game still goes on, but the players
9:49change.
9:51And so I think like if you can, and it's
9:54not easy. I want to be clear, it's not
9:56easy. Humans, you know, we're we're
9:57we're status driven beings. U and that's
9:59kind of built into how we how we uh how
10:01we procreate. Um but to the degree that
10:04you can, if you can, if you can actually
10:07give yourself a pat on the back, as long
10:10as you do one thing, which is that you
10:12stay in the game,
10:14you keep playing, you keep rolling the
10:16dice.
10:19Do you have my offers book? No. Can you
10:21Is that Is that open? Is there an open
10:23on that somewhere? Let's see if I can
10:26grab it. Hold on. Oh, my leg I did legs
10:28this morning. Hold on.
10:32I'll read this to you guys because I
10:34think you guys some of you guys may have
10:36heard this, but some of you guys may not
10:37have.
10:39So, I'm going to read this to you
10:40because I think it's cool.
10:45Oh, you know what? I think it's I think
10:47it's the lead's book. I should know. I'm
10:49the one who wrote the book, right?
10:53By the way, if you haven't read these
10:54books, you should totally check them
10:55out.
10:57[sighs] Where is it? Anyone Do you know
11:00which one has the dice the dice one in
11:02it? Is that the offers book?
11:06I think it's the offers book. The
11:08manysided dice.
11:13Where's the manysided dice?
11:18Where's the many sided dice? Do you guys
11:20know which book it is? It's the offers
11:21book.
11:27Where is it? I want to read this. It's
11:29gonna It's gonna like It's gonna It's
11:30gonna be perfect. It's perfect thing
11:32that I want to keep saying here.
11:34>> What is it?
11:37>> It's leads.
11:39I should know this, right? I wrote the
11:41damn book. Here it is. Wow. I literally
11:43turned to it. Hold. All right. Cameras
11:45can confirm that. I literally turned to
11:46it. Wow. Dude, it was me. Dude, the the
11:49spirit's moving. The spirit's moving.
11:52All right, so someone besides me wanted
11:54you guys to hear this. So,
11:58this is the story of the many sided die.
12:00So, I wrote this. I didn't hear this.
12:01This was just like a concept I wanted to
12:03uh to share. [snorts]
12:05So, imagine you and a friend play a dice
12:08rolling game. You're each given one die.
12:11One of the die has 20 sides, the other
12:14has 200. On each die, only one side is
12:17green and the rest are red. The point of
12:21the game is simple. Roll green as many
12:23times as you can.
12:26The rule, sorry, the point of the game
12:27is simple. The rules of the game are as
12:29follows. You can't see how many sides
12:32you have. You can only see if you roll
12:34red or green. If you roll green, one of
12:37your sides turns, your red sides turns
12:38green, and you get to roll again. If you
12:41roll red, nothing happens and you get to
12:44roll again. The game ends when you stop
12:46rolling. And if you stop rolling, you
12:48lose. So what do you do? You roll.
12:53When you roll red, you pick up the dice
12:55and roll again. When others roll green,
12:58you pick up your dye and roll again.
13:00When you roll green, you pick up the dye
13:03and roll again. You keep telling
13:05yourself one thing. The more I roll, the
13:07more greens I get. At first, you roll
13:10green once in a while. But as more red
13:13sides turn green, the green happens
13:15more. With enough rolls, hitting green
13:18becomes the rule rather than the
13:19exception.
13:21So what does your friend do? He rolls a
13:24few times and hits red each time. He
13:26sees you roll a green and complains that
13:28you must have a die with fewer sides. He
13:31reasons, "It's the only way you could
13:33have rolled green before him. And
13:35although you did, you also rolled many
13:37more times. So which is it?" In either
13:40case, he rolls a few more times in
13:42frustration and hits a green. But then
13:44he complains about how long it took. He
13:46spent more time watching you and
13:48complaining than actually playing.
13:50Meanwhile, you've hit your green streak.
13:52It's so much easier for you. He tells
13:54himself. You get greens every time. This
13:56game is rigged, so what's the point? And
13:58he quits. So, who got the die with the
14:0120 sides? Who got the die with the 200
14:04sides? If you get the game, then you see
14:07that once you roll enough times, the die
14:09you're given doesn't matter. The die
14:12with fewer sides might roll green
14:14sooner. The die with more sides might
14:16roll green later. But a die with a green
14:19side always has a chance of rolling
14:22green if you roll it. Every die hits its
14:26green streak when rolled enough times.
14:29All of us get a many-sided die. and
14:31looking at the other players, you have
14:33no idea if it's their hundth role or
14:35their 100th,000th.
14:37You don't know how good other players
14:40are when you start. You can only see how
14:42well they do now. But if you understand
14:46the game, you also know it doesn't
14:48matter. A few begin playing early,
14:51others begin much later, the rest sit on
14:53the sidelines complaining about how
14:55lucky the players are. I guess so. But
14:59they're luckier because they play. And
15:01when they hit red, which they do, they
15:04didn't quit. They rolled again. Learning
15:07how to advertise is a lot like the game
15:08of the benny side of die.
15:11You don't know if it's going to work
15:14until you try. And
15:17no matter how many players there are or
15:19the number of sides on the die you're
15:20given, you start to see the only two
15:23guarantees that the games will give.
15:25Number one, the more times you roll, the
15:28better you get. And number two, if you
15:30quit, you lose. So I I I read that story
15:34because that's obviously a story of an
15:36infinite game. You and your buddy get
15:38given two die. One of you has a
15:4020-sided, the other has a 200 sided die.
15:43You don't know who has which. They're
15:45all, you know, you don't know how many
15:46have reds, how many have greens, and
15:49there's one green on each. you roll it
15:52and if uh if you hit the red uh nothing
15:54happens. If you hit green, you get one
15:56of your many sides that turns green and
15:58you get to roll again. And the only
16:00statistical probability there is that if
16:02you keep rolling enough times, all of
16:03the sides will turn green on both die
16:05eventually. But you just don't know how
16:07many sides the die that you're given has
16:09on it that are red, which means you just
16:12don't know how many shots you're going
16:13to have to take in order to win. And
16:16that's why having high frustration
16:18tolerance, having high fortitude,
16:21having low or high resiliency and high
16:25adaptability, those skills of mental
16:27toughness are what allow you to stay in
16:30the game of business. It's what allows
16:31you to keep rolling the dice even when
16:33you get smacked 20 times in a row as
16:35Reds. Because maybe you have a 2,000
16:38sided die, but if you know that the one
16:40fact of this game is that if you keep
16:42rolling, you keep playing. And if you
16:44keep playing, it means you're in the
16:45game. And if you're in the game, it
16:47means you've won. Because in infinite
16:49games, there are no winners and losers.
16:50There is only players and quitters.
16:55And so I think that it took me a very
16:57long time to learn that. And so when you
17:00are starting out, you are just early.
17:02You were just you have more reds left to
17:04roll. You just got to get them out of
17:06the way. You got to get the failures
17:08out. It's the only way you figure out
17:09how to play.
17:12You just don't want to lose so bad that
17:14you die. But as long as you don't die,
17:16you can keep playing.
17:19And I feel like that actually is a
17:20pretty hopeful message despite my
17:22relatively aggressive demeanor.

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