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you'll win at business as soon as you do this — Transcript

by Tom Youngs · 4,139 words · 566 segments · language en · Watch on YouTube

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0:00Right team, I have one question for you
0:02and that is what are your laws? What are
0:06the laws in which you are building your
0:08business? These are mine. These are my
0:10laws. And in today's video, we're going
0:12to talk about why I have them. We're
0:13going to talk about why I think you
0:15should have them. And we're also going
0:16to talk about why if you don't currently
0:18have laws, this could be the single
0:21reason why you're not growing. So, let's
0:25get into it. My name's Tom, by the If
0:28you're new here, hey, I run Scale 20. We
0:30are a consulting and advisory firm. We
0:32help sixf figureure online experts,
0:34business coaches, and mentors scale to
0:36seven figures per year. It's the journey
0:38that I've been on over the past few
0:39years. Uh, if you want to know how I do
0:42things, there is a link down below in
0:44the description box. It'll take you to
0:45my free email miniourse called Six to
0:47Seven Figures in 7 Days. It is
0:49everything that I've done into your
0:51inbox in just a simple threeinut daily
0:53read. It's probably the best value
0:56exchange I could ever come up with. So,
0:59let's get into this. Like I said, these
1:01are my laws. Let's see if you could
1:02maybe if the the camera can Who knows if
1:06it can? Who knows? I don't know. We'll
1:08find out in post-production. Okay,
1:09that's the fun part of this stuff.
1:12The laws. Why do I have laws? Why do I
1:15think you should have laws? And what are
1:17mine and how to create yours?
1:21So these laws are the framework from
1:25within which I am building my business.
1:27One of the most common mistakes that
1:29I've seen helping hundreds of multi6 and
1:33seven figure online experts over the
1:34past few years is that they end up
1:38trying to copy someone else's business.
1:41And what they end up doing is they end
1:43up building a prison because they
1:46haven't built it based on the things
1:48that they actually value. So what this
1:51is, this is a list of six rules that I
1:53have which are essentially linked to my
1:56core values as a human. And what that
1:58means is that the business that I am
2:00currently building ends up being
2:02something that is aligned with my core
2:05values. Hopefully this kind of makes
2:07sense and is like a little bit logical.
2:08But the problem is, this is the catch 22
2:11with things like mentorship and
2:13consulting, business coaching, is that
2:16we're looking for help. We're looking
2:17for support and guidance, but then what
2:19ends up happening is that we end up just
2:22trying to copy or end up just
2:24inadvertently copying someone else's
2:27version of a business. I see this all
2:29the time. So, this has happened a bunch
2:31over the last couple years with clients
2:33that I've helped is that they've gone
2:35and they've worked with a mentor. They
2:37followed their model to a tea. They've
2:39built the thing that they thought they
2:41needed to build, but what ends up
2:44happening is they've ended up building
2:46something that feels like [ __ ] I'll
2:47give you an example of this. So, a
2:50couple of my clients, uh, Annie and Ben.
2:53So, these are folks who have been around
2:55for a while. They're no, they're not
2:58newbies. They have built businesses
3:00before. Annie had built a business up to
3:01$200,000 a month. She ended up having a
3:05team of like 15 people, like something
3:09crazy, like 10 plus coaches. And she had
3:12a sales team. She had all of these
3:14things. And when she built this thing,
3:19she realized it was an absolute headache
3:21to manage. She was having to churn
3:23through team members all the time,
3:25having to replace them all the time. Her
3:27clients weren't getting the best results
3:29that they could have got. and it just
3:33became this like giant slowmoving beast
3:36that was like low profit and it wasn't
3:38it just wasn't the thing that she
3:40wanted. So for the last like nine months
3:43I've helped her transition to a business
3:45which is lean, fun, extremely
3:49profitable. She doesn't have a big team
3:51anymore. She has now finally validated
3:54her model where she did her first month
3:57without a single sales call which is
3:59insane.
4:01and she's now making less money, but
4:04she's now making more profit. And the
4:06most important thing is she now loves
4:09her business. Now, when she started
4:11working with me, instead of me telling
4:14her, "Hey, Annie, you want to do what
4:17I'm doing," which is ba basically all of
4:19those things. Instead of me saying,
4:21"Just copy what I'm doing," and telling
4:24her, "Hey, here's all of the stuff that
4:26we're going to implement together.
4:28Go and implement them." I said to her, I
4:31said, "This business has to be built
4:35under your laws." Okay, my job is to
4:40provide guard rails. So, I give the
4:43always give the analogy during
4:44onboarding of when we'd go and do like
4:4710 pin bowling as a kid, right? You
4:49know, you'd get a big heavy ball, you'd
4:50bowl it down the alley, and when we were
4:52kids, we were [ __ ] And so we would have
4:56the rails so the boarding go in the
4:59gutters, right? Like hopefully you've
5:01experienced this. And I say to all of my
5:04members who join me in scale 20 when
5:05they start in the onboarding workshop, I
5:07say to them, "Hey, my job is to provide
5:10the guard rails.
5:12Your job is to [ __ ] around and find out
5:17what works for you within those
5:20guardrails." And so I don't tell them to
5:23copy everything that I do. I tell tell
5:26them to take inspiration from the things
5:28and the projects that I help them
5:30implement, but then ultimately choose
5:32which are the ones they are going to
5:34implement into their business based on
5:36their preferences and their core values.
5:39So that's one example of why it's
5:43important not to follow someone else's
5:45laws and to create your own. So, let's
5:49talk about mine and we'll talk about
5:51actually where people go wrong with
5:53starting to to create their laws.
5:56You won't be able to see it. You might
5:57be able to see it. Let's see if I can
5:58get my eyes out the way so this focuses.
6:00But the laws start with a goal, with an
6:03outcome. Like I said at the beginning of
6:05this, I think a lot of people feel like
6:09things are really hard for them and that
6:13for whatever reason, all of these things
6:14that they try, these projects they
6:16implement, all of this stuff, these
6:18tactics, these tools, these coaches that
6:20they work with, nothing ends up working
6:21or everything feels really hard. And
6:25when I ask people like, "Okay, great.
6:27What's the goal here?" They don't have a
6:30[ __ ] clue. They are not able to like
6:35that give it to me like on a plate in a
6:39single line what they are actually
6:41trying to achieve. They're like they go
6:45in this kind of like mind cycle of like
6:46you can see their eyes moving around
6:48like flicking from side to side trying
6:49to like think of something. So we keep
6:52it really simple. What are you trying to
6:54build? What's the outcome? For me my
6:56goal is really clear. A couple of years
6:58ago, I watched a video with Sam Ovenson
7:01and he was talking about how the most
7:03fun that he had in business was when he
7:05had a lean team of five and they were
7:08doing 500 grand a month in
7:10consulting.com.
7:11And so for me, my goal right now where
7:15the next goal for me with my business is
7:18to get to that milestone of 500 grand a
7:22month
7:24every single month. And as you will see
7:26down here, maybe you'll be able to see
7:27it, maybe you can't. It says with a team
7:29of five max.
7:32So I have set the law of my business.
7:35The constraint is that we are going to
7:38get to this outcome but with the
7:41constraint of only having five full-time
7:44employees.
7:46Having constraints and giving yourself
7:48constraints is the best forcing function
7:51to make sure that you are making the
7:53right moves. and specifically the right
7:55moves for you. So for me, guess what? I
8:00don't want a team of 10, 15, 20, 30, 40.
8:04Unlike Sam, I don't have that thing in
8:07my side my head that is pulling me
8:09towards being a billionaire. For me, I
8:12want to have a business that is
8:15fulfilling, has flexibility and freedom,
8:18which means I can go work wherever I
8:19want, whenever I want.
8:22And fundamentally it has to be fun as
8:24[ __ ] So when he's there saying like his
8:28favorite
8:29the most fun he had in business was 500
8:32grand a month despite him you know he at
8:34the time he was would talk about how he
8:36wanted to be a billionaire and he had
8:38aspirations for that. But for me I'm
8:42optimizing for fun. If I was optimizing
8:44for a billion
8:46I couldn't do that with a team of five.
8:48There are some people that would make
8:49the claim now that with AI you could do
8:51that. Uh I think uh
8:56yeah I I I don't think we've seen actual
8:59evidence of that. There will be some
9:00people who say there are some some
9:02examples where we've got where we've
9:04either had that or we've got close. Um
9:08yeah there are many pe many businesses
9:09on the S&P 500 that are uh have a
9:13valuation over a billion and have a team
9:15of five or less. So for me team of five
9:18goal 500 grand a month. So what are my
9:20laws? My laws are then based around some
9:24of the values that I hold as a human.
9:29One of my values, my core driving values
9:32of building my business is based around
9:35my distinct lack of
9:42let's not call it distinct lag.
9:46I'm trying to I'm trying to come up with
9:47a better way of saying my hatred for
9:49authority, but I can't. So, let's just
9:51say my hate my hatred for authority.
9:54I used to be a dentist. If you if you
9:56you may or may not know this, but 10 it
9:58was 12 years ago, I used to be a
10:00dentist. Qualified as a dentist. I did
10:01seven years of university. In my first
10:04year of being a dentist, I told my boss
10:06to [ __ ] off after she asked me to do
10:09something unethical. She asked me to
10:11overtreat patients and I literally saw
10:14red and I told her to [ __ ] off and I
10:16nearly got basically struck off as a
10:18dentist in my first year because she had
10:21authority over me and she it was her
10:24word against mine and so I was there
10:26saying to like the university and or
10:28whoever I was in
10:31the people who did all the the
10:32rulemakings around there and and they
10:34were like Tom like it's her word versus
10:36yours and I was like I realized I was
10:38[ __ ] So I fortunately I managed I
10:41apologized I managed to get through that
10:43year and then I decided I was like nah
10:45okay I'm not being a dentist anymore.
10:47But this has been a theme across my
10:49entire life is that bosses have
10:51typically been told to [ __ ] off by me at
10:54some point. That wasn't the only one.
10:56And so what for whatever reason I have a
11:02disliking towards being told what to do.
11:04I don't like being told what to do. So
11:07for me the the thing that I am
11:10optimizing for in my business is a blank
11:14canvas is an empty calendar is a
11:17completely clear diary. That is the
11:19thing that I am most aligned with from
11:23my like core values. My core values is
11:25like I want to have a free diary. So
11:28there are a number of laws that I have
11:31which are based around that.
11:34The first is that
11:38I am not going to do any sales calls.
11:41So, I'm very fortunate in the for the
11:43past two years, we are now coming up to
11:45a week away from my 2-year anniversary
11:48for my final ever sales call. And it's
11:50mad to think I've made like nearly just
11:53just shy of $2 million since then
11:55without sales calls, which is nuts. And
12:00that was the big rule that I set, my
12:02law, the law that I set for myself two
12:04years ago was that I'm not going to do a
12:05sales call again. I occasionally get
12:07people who are like, "Oh, Tommy, you
12:08cool for you just hop on a quick call?"
12:10And I'm like, "No,
12:13I'm not cool with that." And so I say no
12:16all the time to people who want to jump
12:18on calls with me. The third rule that I
12:22have here is related to this. So it's
12:24six hours of Zoom calls max per week.
12:27So there's no getting away from it. Like
12:30as a digital business owner, the way I
12:33converse with people and communicate
12:35with people is through Zoom. It
12:37typically whether it's with clients,
12:39whether it's um with my team, it's going
12:42to be through Zoom. So I have a remote
12:43team and my clients are are all over the
12:46world. I think we're over in like 33
12:48different countries now. We just signed
12:50our first Korean South Korean uh member.
12:54So YJ Park who joined uh is a uh Pilates
12:59studio business coach which is super
13:01super cool. So we are really now a very
13:04very global business and so I I can only
13:07communicate people with people through
13:09Zoom. But something that I realized a
13:11few years ago like two three years ago
13:13when I was doing like
13:1515 20 sales calls a week was that Zoom
13:19calls would absolutely kill my energy.
13:22they would soak my battery down to zero
13:25really fast. And what that meant is that
13:28the quality of my work elsewhere
13:30suffered. So I very quickly realized I
13:32was like there's only a certain amount
13:34of time I can spend on Zoom calls. Now
13:38let me give you an example of where this
13:41is my rule. But I have a client called
13:43David, David Jacob who recently started
13:45working with me. He is the opposite to
13:48me. Zoom calls give him energy. So, we
13:52just like spoke about this the other
13:54day. We were on our master class called
13:56scale 20 and he was talking about how he
13:58is launching his new offer and he's
14:01going to have 20 one-on-one clients,
14:04which means that he's going to have 10
14:05hours per week of one-on-one calls,
14:08which for me is like a bit of a
14:11nightmare, but for him, he loves it. So,
14:13for him, Zoom calls aren't work. They
14:16give him energy. He loves having
14:17conversations with people. That's his
14:19that's his zone of genius.
14:22So despite me and him working together
14:25because I'm helping him grow his
14:26business, the rules in which he is
14:28building his business h are completely
14:30different to mine. They're completely
14:32different. So it's another example of
14:35like where I'm helping him implement
14:38certain systems into his business but
14:41fundamentally there has to be a
14:43different way in which he is managing
14:46his time because he has a different
14:48preference into how he wants to manage
14:50the relationships with his clients. So
14:53for me my rules are to minimize Zoom
14:56calls, no sales calls and minimum of
14:59maximum of six hours of Zoom calls per
15:02week.
15:03And so those are my kind of like two
15:05rules around keeping the diary free. Now
15:08the third rule around keeping the diary
15:09free is around optimizing for the [ __ ]
15:11that I love doing. So number five, the
15:14rule number five is Fridays are for the
15:16golf. You may have heard of this, you
15:18know, Fridays are for the Saturdays are
15:20for the boys. Well, for me, Fridays are
15:22for the golf. So, Friday Fridays are for
15:24me a day where I've gotten to the end of
15:26the week, and typically by that point,
15:28I've done a lot of work. I kind of want
15:30to spend some time outside with some
15:33friends. I got to do that yesterday. So,
15:35I went and played golf on Friday with my
15:38brother, my cousin, and Max. And had an
15:42awesome day out. Full day out on the
15:44golf course. Luckily, the weather was
15:46great for us, even though it's supposed
15:47to be raining. And had a great day out.
15:49Now, here's the thing.
15:51I'm currently not nailing that rule. So
15:54yesterday, Fridays are for the golf.
15:56I've been managing to do
15:59uh like 70% of Fridays this summer. I've
16:02managed to get out on the golf course,
16:04but it's not 100%. So this is something
16:06that I'm aiming towards. These laws
16:08don't have to be just like something
16:09that is happening right now. These can
16:11be laws that you can build towards. So,
16:14another example of this is number four
16:17is no work past 6 p.m. So, this week was
16:24the second week or was the first week of
16:26the quarter. So, first week of Q4. And
16:29the reality is I did a really poor job
16:31of finishing up the projects, the main
16:33projects that I was working on in Q3.
16:36So, this week I came in to this week and
16:38I was like, I'm just going to get these
16:40[ __ ] projects done. I had chipped
16:41away at a couple of them over the course
16:44of Q3, but I hadn't completed them. So,
16:46on Monday, I worked until 1000 p.m. And
16:50that broke one of my laws. One of my
16:53laws is not working past 6 p.m., which I
16:55I'd actually
16:58generally do really, really well. So,
17:02this is where it's like these laws are
17:05can there's they're not designed, you
17:07know, you're not going to go to jail for
17:08breaking your laws, right? But the
17:10problem is is if you break these laws
17:12consistently, that's when things start
17:15to fall apart. So I'm absolutely happy
17:18to break a law once every, you know,
17:20once in a while to get, you know, to be
17:24flexible. I think that's the thing with
17:26these is that like these laws are there
17:28to provide the guard rails. They're not
17:31there to basically put you in jail.
17:34Okay? You don't want to be in like a
17:36life jail. You want to actually have fun
17:37with your life. So, these are about
17:38being flexible. So, my no work, no work
17:41past 6 p.m., I failed on Monday this
17:45week. I worked till 10 p.m. to try and
17:46get what our main project or one of our
17:49main projects, project glass box. I
17:52worked till 10 p.m. on Monday and
17:55but I woke up on Tuesday and I was
17:58stoked because I had completed that
18:00project and it was a huge thing that I
18:01needed to complete. I also completed I
18:04worked over on Tuesday and Wednesday.
18:06Didn't work past 6 p.m. on Tuesdays when
18:08Wednesday and Thursday and I got the
18:12rest of these projects complete this
18:14week. A lot of work, a lot of deep work
18:16needed to get these projects done, but I
18:18got them done. But I broke I broke a
18:21law.
18:23So these are my laws. The goal 500 grand
18:26per month,
18:28no sales calls, dream clients only. This
18:31is the final piece that I haven't spoken
18:33about yet. Six hours on Zoom calls. Six
18:36hours on Zoom max. No work past 6 PM.
18:41Fridays are for the golf and a team of
18:43five max. So let's talk about the final
18:46one. So dream clients only. I'm very
18:47fortunate that by following these rules,
18:51what has happened is number two, which
18:53is dream clients only, has just
18:56has just happened. I don't have to worry
18:58about this anymore. So by having the
19:01rule of no sales calls,
19:05what it has forced me to do, it has been
19:07a forcing function to change the way I
19:10acquire clients. And so instead of
19:13getting on calls with people who maybe
19:14don't know who I am, who don't
19:16understand how I do things, who aren't
19:19familiar with everything that we do in
19:21scale 20, aren't familiar with the
19:22people that we help, what makes a great
19:25member or client to work with me. What
19:27I've done is I have built
19:30a bank of assets on YouTube across these
19:35two channels that I have that do all of
19:38the selling for me. So what happens is
19:42not only are the people who are
19:44interested in working with me completely
19:47aligned with everything that I stand for
19:49because they've consumed so much of my
19:50content that they're like they fully
19:52understand and trust who I am and they
19:55understand what are like what working
19:57with me entails. They understand that
19:59I'm going to drop a few fbombs. They
20:02understand that I have extremely high
20:04standards. They understand that my model
20:07isn't about building a big big team, low
20:11profits, stressful
20:13type of business. They understand
20:15through all of the assets that I've put
20:17out onto my long form channels, they
20:20understand what I'm about. So, what
20:22happens is instead of me having to
20:24convince people to try and work with me,
20:28my audience end up being presold on the
20:32value of working with me. And what that
20:34does is that that means my laws of dream
20:37clients only
20:39takes care of itself. Now, the reason
20:41it's still there as a law and it's not
20:43just like a goal or an outcome is that
20:48dream clients only doesn't have to be
20:50your law. So, it may sound like like
20:56counterintuitive, but there are
20:58definitely some people out there who
21:00they don't give a [ __ ] about whether
21:03they work with dream clients or not.
21:05This is absolutely the case for me. It's
21:08the number one along with how to get
21:10them. It's the number one biggest thing.
21:11Dream clients only. But there are people
21:13out there where the money matters more
21:17than the people who they work with and
21:19the quality of people who they work
21:20with. And frankly, the online kind of
21:23education space is full of people like
21:25that. Full of people who just frankly
21:26they don't give a they don't give a [ __ ]
21:28about other people. They just care about
21:30money hitting their bank account. Now,
21:33the truth is I'm not there to judge
21:36that.
21:37I have no problem with
21:40as long as they're getting clients
21:42results, I'm cool with that. But for me,
21:44it's not just about getting clients
21:46results. It's about working with the
21:47right people. Because if I work with the
21:49wrong people, it negatively impacts my
21:51mental energy and my mental state, which
21:53then negatively impacts the way I can
21:54help the right people. So for me, dream
21:57clients only is about making sure that
22:00my energy is protected so that my
22:02clients get the best version of me at
22:04all times. So these are my laws and my
22:09recommendation to you is to have yours,
22:13to build yours. So here's my little
22:15challenge to you. Go get a card, piece
22:17of paper, get your notebook, get a pen,
22:20and you need to spend five, 10 minutes
22:23writing down what your laws are. Now,
22:25once you've done that, tell me about it.
22:28Just go literally just drop them in the
22:30comments. These are like five lines.
22:31Please drop them in the comments. I'd
22:33love to see genuinely, this is not me
22:35trying to do engagement bait. That kind
22:37of [ __ ] doesn't [ __ ] do anything, by
22:39the way. I genuinely just want to know
22:41what are the things that are driving
22:43you. I would love to know what your laws
22:46are. So, please go drop that below. If
22:49you haven't subscribed already,
22:50subscribe. Why the hell not? And um
22:54yeah, I spoke about this more when I did
22:56my Q3 business review and Q3 life
22:59review. It was an hourong video where I
23:01literally
23:03tore apart my business, showed you all
23:05of the numbers of how my business is
23:06running, growing, all the projects that
23:08I'm working on. And I think it's cool
23:11cuz I haven't seen anyone do it like
23:13that. Um, if you want to go watch that
23:14video, I'm going to send you up to that
23:16video next. Right, that was sick. Go get
23:18your laws in and I will see you in the
23:20next one.

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