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Your Mind Is Programmed To Stay Poor (Here’s How To Rewrite It) — Transcript

by Lewis Howes · 13,970 words · 1,959 segments · language en · Watch on YouTube

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0:00If you feel stuck when it comes to
0:01making and keeping enough money, it's
0:04not because you're lazy. It's not
0:05[music] because you're bad with numbers.
0:08It's because 99% of people have been
0:10programmed in a way that makes it almost
0:13impossible to break through with money.
0:16You didn't choose that programming that
0:18you have. You inherited it. And it shows
0:22up as a set of beliefs about [music]
0:23money that you have been carrying since
0:25you were a young kid without ever
0:28[music] once choosing these beliefs. And
0:31that's why you can read the books, you
0:33can watch the videos, you can make a
0:35budget, you can promise yourself that
0:37this is your year, and after 12 months
0:40later, you're still standing in the same
0:43spot struggling trying to see why is
0:46this happening to me over and over
0:48again. the same number, the same amount
0:50of stress, that same tight feeling
0:52inside your chest when rent is due or
0:55bills need to be paid. I know that
0:58feeling. It's not fun. I also know the
1:01feeling when I started to make money and
1:03I didn't understand it where it felt
1:05like someone was clenching my throat and
1:07it felt even more scary. Now, this is
1:11not a discipline problem. This is a
1:13wiring problem. So, in this video, we're
1:16going through the five money beliefs
1:19that you have to let go of if you want
1:21any of this to change in your life and
1:24exactly how to replace each one so you
1:26can actually start building toward your
1:29next level of wealth. And I want to be
1:31specific with you today because most
1:34conversations about money mindset stop
1:36at the mindset. And this is something
1:38I've talked about for a long time. The
1:41mindset around money. This is an
1:42important and essential element. But if
1:46that's all you think about, then it
1:48makes you feel something for a few
1:51moments, maybe even for a few hours, and
1:53then you close the app and nothing in
1:56your account moves. So, every belief we
1:58cover today, everything that we're
2:00talking about comes with a number that
2:03you have to go find or a sentence that
2:06you have to say out loud to somebody.
2:09So, this is not just a feeling or a
2:11feel-good video with some insights. This
2:14is an assignment that I want you to take
2:16on today. This means you have to
2:19actually show up and do something
2:21differently. I'm going to give you some
2:23core things throughout this video, but
2:25at the very end, I'm going to tell you
2:26specifically what you need to do to
2:29unlock these new beliefs. So, it's not
2:32just feel-good ideas, but actual actions
2:35you take to create the momentum that
2:37you're looking for around money and
2:40wealth. And I've spent over a decade
2:43sitting across from billionaires,
2:45self-made millionaires, investors,
2:47founders, mega entrepreneurs, people who
2:49have built something out of nothing.
2:51people who had an idea, a concept, an a
2:55thought, some type of imagination around
2:58something they wanted to make that
3:01wasn't already in the world. The action
3:03they wanted to take that hadn't been
3:04taken yet. a an idea that matured into
3:08conversations, actions, creations that
3:12then were sold, whether it be with
3:14services or products, software, events.
3:17And they put this idea into the world
3:19and they enrolled people in this belief
3:22and vision. And through an exchange of
3:25services, goods or ideas, they were able
3:29to capitalize with a currency that
3:32created abundance. And for years, I was
3:35waiting for one of them to slip to give
3:37me the exact tactic or the loophole. And
3:41I wanted to learn the thing that they
3:42knew that I didn't. The challenge is it
3:45never really came. What came instead was
3:47a lot more uncomfortable cuz I wanted it
3:50to be easier. I didn't want to stress
3:52anymore. I didn't want to struggle
3:54anymore around money. You know, sleeping
3:56on your sister's couch is something that
3:58I did for a year and a half. And it
4:00wasn't enjoyable. It didn't feel
4:02fulfilling. It didn't feel like I was
4:05responsible. It didn't feel like I was a
4:07a grown adult even though I was in my
4:09mid20s. It felt like I was suffocating
4:12and I didn't know how to get out. The
4:15thing is they didn't have better
4:17strategies. The mega billionaires and
4:19millionaires that I sat across from for
4:21the last decade plus, they didn't have
4:24better strategies. They had different
4:26beliefs. And this is the thing that you
4:29need to understand. that if your beliefs
4:32are limited based on inheriting them
4:35throughout your entire life up until
4:37now, this is not your fault that you
4:40inherited these. But if you have certain
4:43beliefs that have limited you to earn
4:45more or constantly see a progression in
4:48your earning capabilities, then it's
4:51something you need to change. And what
4:54they believed about money was so
4:56different from what I believed
4:58personally around money that we were
5:00basically playing two different games.
5:04And if you feel like you've been
5:05financially stuck, you've been playing
5:08the wrong game. And I remember sitting
5:12across from someone who was early in my
5:1620s when I was trying to figure out how
5:17to make money. I had a meeting with a
5:19guy who was making multiple six figures.
5:22And for me at that time, I was like,
5:23"This is a whole another level because I
5:26was barely making a couple hundred
5:27dollars a week." And so multiple six
5:29figures in my early 20s, I was like,
5:31"How is this person doing it?" I
5:33remember I begged him to sit down with
5:36me. We went to a Starbucks coffee shop
5:39uh in Columbus, Ohio, and I had about an
5:42hour with this guy, and I said, "What is
5:45the secret? Like, I just don't know how
5:48you even get someone to pay you that
5:50much money." And I remember he literally
5:53stood up and he said, "If you want to
5:56create more wealth, you have to tap into
5:59being so uncomfortable within you to
6:02overcome those beliefs and that takes a
6:04consistency of courage." And he was
6:07like, "What is the biggest fear you have
6:08right now within yourself?" And I was
6:11like, "You mean around making money?" He
6:12goes, "No, just around you as a
6:14personality." And I said, "To be honest,
6:16speaking in public was my biggest fear,
6:18my biggest concern at the time." And he
6:21said, "That is the place that's holding
6:23you back from creating more wealth in
6:25your life." And if you want to earn more
6:27money, if you want to become financially
6:28free, I don't care if you're speaking in
6:30front of tens of thousands of people on
6:32stages or you're speaking in a in a
6:34group of people in a boardroom at a
6:36company, you need to have the ability
6:39and the skill set to enroll people in
6:42you, to enroll them in your vision, your
6:46desires, your dreams, your wants, what
6:48you want to create in the world. Whether
6:49you're looking for an investor, you're
6:50looking for a customer, you're looking
6:52for someone to hire you, you're looking
6:54for a sale, whatever it is, you need to
6:57have the courage to be able to
6:58communicate your vision clearly and
7:00enroll people in you that you're capable
7:04of actually doing the thing that you
7:06want to do.
7:08And at that point, I was like, well, I'm
7:10screwed because I can't speak in front
7:12of five people without stuttering and
7:14stumbling and having no idea where to
7:16take them. and he said, "Okay, I'm going
7:18to give you a challenge. Every week for
7:20the next year, this is your goal. And by
7:23the end of the year, if you don't see
7:25yourself creating more financial
7:27opportunities for yourself, then let me
7:29know. But every single week, if you show
7:31up and do a speech every week for a
7:34year, you'll start seeing your financial
7:37capacity increasing to new levels." And
7:40I was so terrified. I was so scared that
7:44I knew that's exactly what I needed to
7:47do. It's the thing I didn't want to do
7:49at all. It's the thing I resisted the
7:51most in school. But I was like, "Okay,
7:54here's a guy who has a different belief
7:57that he learned how to communicate and
7:59then was making hundreds of thousands of
8:00dollars a year speaking all around the
8:02country." And I said, "Okay, where do I
8:05go?" He said, "Go to a place called
8:06Toast Masters. You can find them all
8:09over the world. Find one in your local
8:10city." And I signed up that week and I
8:14went every week and I gave a speech
8:16every week for a year. I didn't care if
8:18it was 2 minutes or 20 minutes. I showed
8:21up and I spoke. And that ability by the
8:24end of that first year, I was making
8:26$5,000 a speech. I wasn't even making
8:29$5,000 in six months when I started this
8:33action. And I started overcoming this
8:35belief that I wasn't able to do
8:37something. And it changed my life
8:40because I started to shift my beliefs by
8:43going all in on these insecurities,
8:46these fears that were blocking me and
8:48holding me back from developing myself
8:52to have more skills that were more
8:55valuable in the marketplace and in any
8:58industry that I stepped into after that.
9:01And so you got to be thinking about what
9:02is the thing that is holding you back
9:04the most? What is the belief? What is
9:05the fear, the insecurity that is holding
9:07you back the most? You need to start
9:10going all in on that. And this is where
9:14I started. I started with no money, with
9:16no plan, with no income. And I was
9:19absolutely certain that my problem was
9:21that I had no money. And I was like, if
9:23someone would just give me some money,
9:25it would solve all of my problems
9:27because I don't have any. And yet, it
9:29took me years to figure out that my
9:31problem was every belief that I'd
9:34inherited about money. It wasn't that I
9:37didn't have it. It was the beliefs I had
9:39around money. And I want to get into
9:42these five core beliefs right now. So,
9:45let's get into these five beliefs right
9:47here. And I want you to notice something
9:49as I talk about each one of these. I'm
9:51going to share some examples around each
9:52one. They won't sound like beliefs to
9:55you. You're going to be like, "Louis,
9:56huh? Is that a belief? They're just
9:59going to sound like facts to you, like
10:01just how things are in your life. And if
10:04you've already come to this video,
10:07you've come to this episode, then this
10:09is going to sound like a lot of your
10:11life. This is exactly why they've lasted
10:14this long. You'll recognize at least
10:17three of them that I'm going to talk
10:19about for you specifically. And I want
10:21you to comment after the one that speaks
10:24to you the most. And after each one, I'm
10:27going to share with you how to catch it
10:29in the act when that belief comes up to
10:31you and exactly what to do this week to
10:35break that belief. Because a lot of
10:37people come and they'll consume
10:39something or they'll read a book and
10:40it's just a feel good. They don't take
10:42the actions. And I'm telling you, when I
10:45met with this early mentor in my early
10:4820s who was making hundreds of thousands
10:51of dollars a year, for me it it might as
10:53well have been a hund00 million because
10:54I had nothing sleeping on my sister's
10:56couch. It shook [snorts] me and I had a
11:00choice to make. I could have said, "Nah,
11:03that's too uncomfortable to do. That's
11:04too much. I can't go give a speech every
11:06single week to strangers. That's just
11:09too embarrassing. What if I fail? What
11:11if they make fun of me?" I had a choice
11:13to make. I could have let my fear, my
11:16insecurities, and my beliefs hold me
11:18back and keep me playing small forever.
11:23And thank God, my younger self didn't do
11:25that because I went all in. And it gave
11:28me a level of courage. It gave me a
11:30level of skill set, a level of
11:31knowledge, and a level of experience
11:34that created a personal credibility with
11:36myself. And because I had personal
11:39credibility with myself, I knew how to
11:42navigate certain situations that were
11:45comfortable or uncomfortable. I knew how
11:47to speak in front of billionaires in
11:50small private rooms behind the scenes. I
11:53knew how to speak in front of teenage
11:55students in a classroom who were
11:58distracted. I knew how to speak in front
11:59of 10,000 people at once who wanted to
12:02get motivated, inspired. I knew how to
12:04speak to individuals one by one around
12:06an idea that I had around a goal or a
12:09vision and because I developed that
12:12skill early on and I dismantled the
12:16belief that I was not good at speaking
12:19and therefore I would never amount to
12:21anything or never create financial
12:23abundance without that. It unlocked so
12:27many other things that I was able to do
12:30because I went all in on that
12:31insecurity. Now it doesn't mean this was
12:33easy. It doesn't mean it was fun. It
12:35doesn't mean it was enjoyable. And in
12:37fact, the first few months were pretty
12:39miserable. But it has created a lifetime
12:42of freedom and a credibility within
12:44myself that has therefore created a
12:47reputation of who I've been able to get
12:50results for others and therefore created
12:52more opportunities for myself from
12:54others as well. So throughout this
12:56entire episode, I want you to grab
12:58something to write with. You're gonna
13:00need it because the number one money
13:03belief
13:04is that people like me don't make more
13:08money than this.
13:11People like me don't make more money
13:13than this. And this is what a lot of
13:16people when I ask questions to about
13:18what's them holding them back from
13:19making money. People talk about that
13:21there's like a limit to how much you
13:23think you're able to make. And
13:27I want you to think about what that is
13:30for you. Why do people who suddenly
13:33start making more so often end up right
13:37back where they started? Sometimes a few
13:40people break through and then they fall
13:43back. Why is that? Why do people fall
13:47back to a certain level of comfort? Why
13:49do people sabotage? Why is that? because
13:53there's a number in your head that you
13:56have quietly decided is what someone
13:59like you makes. Maybe it's just because
14:03you've picked up on it
14:06on accident because you didn't pick it
14:08up on purpose. It got set by what your
14:11family earned, by what your friends
14:13earned, or what people talked about in
14:15your sphere of influence, and by what
14:18the first good job you ever had pay you,
14:21gave you, whatever it might be. It
14:23didn't get set by logic. It get set by
14:26emotion, by your nervous system feeling
14:30this is what it's supposed to be. You
14:32watched a room go quiet when maybe the
14:35mail came in and there was a certain
14:37amount of either bills or checks that
14:40came in or didn't come in. You heard an
14:42argument through the wall. I knew
14:43growing up I heard a lot of arguments
14:45and it was almost like what wasn't said
14:48was the thing that I picked up more than
14:50the arguments and what was said. It was
14:53like what was said was scary by parents
14:56and things like that, but it was almost
14:58like the tension and the energy of my
15:01parents
15:03when they didn't speak, but we all knew
15:06something is off and they're not happy
15:08and it doesn't feel safe. You saw
15:11someone's face change at a register or
15:14when a check came in, whatever it might
15:15be. When you see the interactions and
15:18the emotions of the people who are
15:21responsible for your life and you picked
15:24that up based on that, nobody sat you
15:27down and taught you to be afraid of
15:28money necessarily. You just absorbed it
15:31and then you built a ceiling out of it.
15:34This is something that I did. This is
15:35something we all do. This is not a make
15:38wrong or this is you're a bad person
15:39because this is something that's
15:41happened to you. This is just a part of
15:43human nature. And unfortunately, some
15:47people have been instilled in this
15:49energy and these beliefs and others
15:53didn't have that. And I felt like I
15:55needed to overcome constantly myself, my
15:59own limiting beliefs on what I
16:01experienced from my sphere of influence,
16:04which was originally my parents and
16:06therefore then kids in my class and
16:09therefore their parents and picking up
16:10on all these nuances around what is safe
16:13and what is not safe in my nervous
16:15system around a belief around money. And
16:18here's the part that messes people up.
16:20Let me know if this has messed you up.
16:22your mind will defend that ceiling like
16:24it's protecting you. And so when you go
16:27above it and you earn more and something
16:29pulls you back down, it's like, okay,
16:33your car breaks, some type of deal falls
16:35through, maybe you didn't get the job
16:36when you thought you were almost about
16:38to get it, and you start spending your
16:41money on something that you didn't need,
16:42whatever it might be. you stop doing the
16:45one thing that was actually working and
16:47you call it bad luck or you call it, oh
16:50man, this happened in my life and I got
16:53pushed back down to a certain level that
16:56I'm comfortable with. And this isn't
16:58about luck. It's a thermostat. Your mind
17:02would rather be broke and familiar than
17:05wealthy and unrecognizable to yourself.
17:09Because unrecognizable and unfamiliar
17:12can be very scary. Even if it's
17:15something that you desire and want, it's
17:18hard to get to that place if you don't
17:21believe you deserve it. So, here's the
17:24tell to know if this is something that's
17:28running your life. It's not always being
17:32broke. That's the obvious version.
17:34Sometimes it's making good money. It's
17:36actually like, "Oh, I'm making good
17:37money." And still opening your banking
17:39app with one eye closed. Or maybe you
17:42don't even want to check your banking
17:43app cuz you're like too scared to see
17:47how much you're making or much maybe how
17:50much credit card debt you're still in
17:52that you don't want to pay off.
17:53Sometimes it's quoting a number and
17:55immediately discounting it before the
17:58other person even responds. So you say,
18:00"Okay, here's how much I'm going to
18:01charge, but actually I'm going to give
18:02you a little bit off because of this,
18:03this, this, and I'm going to go down
18:05here." And it's before seeing how
18:08someone responds to what you're offering
18:09them. Sometimes it might be the money
18:12showing up and then disappearing because
18:14holding it makes you anxious, hoarding
18:17it also makes you anxious, and spending
18:19it makes the anxiety stop for a few
18:22hours, whatever it is. And listen for
18:25the sentences. You know, what are the
18:27things that comes out of your mouth?
18:30Is it I've always been bad with money? I
18:33don't understand money. Someone else
18:35handles the money for me. I'm just not a
18:37numbers person. I'm not really a money
18:39person. I don't really know too much
18:41about investing. So, it's not my thing.
18:42I'm just going to keep my money here.
18:45This is not my world. It's not my
18:46industry.
18:48Every one of those sentences is a
18:52ceiling with a nice voice.
18:55You're a good person. You're a nice
18:57person. You work hard. If you're here,
18:59you want to personally grow. You want to
19:01develop yourself. You're a good human
19:03being if you're here watching this right
19:05now listening to this.
19:07But maybe this is something you've said
19:09in the past. Listen, this is something I
19:11I said every one of these and more when
19:14I was growing up. And even when I
19:15started to earn money, I was afraid of
19:17it. I was afraid of feeling bad or I was
19:21afraid of, oh, I'm making more than
19:23other people. maybe I shouldn't talk
19:24about this. Whatever it might be,
19:27there's a ceiling
19:30with each one of these conversations.
19:32You believe and speak out loud.
19:35And here's the good thing. There's a
19:38thing that you can do right now, a
19:40rewiring that you can do today, this
19:43week, that will support you in
19:45overcoming this. I don't want you to
19:47just feel seen right now. I want you to
19:50go find your ceiling. It takes about a
19:54few minutes and when you find it, it's
19:57going to give you clarity on how to
19:59break through that ceiling. So, step
20:00one, I want you to write down a number
20:03for me. I want you to write this down.
20:05You don't have to put it in the
20:05comments. I want you to write it down
20:07for yourself. Write down the most money
20:10you have ever held in your bank account
20:14for more than 30 days without spending
20:16it. So, what is that number that you've
20:18ever had in your bank account at one
20:20time that you're like, "Wow, I've got
20:22$1,000 or $500 and $10,000 or $500,000,
20:27a million, whatever that is for you."
20:29Put that number down. Just circle it and
20:33have that number for yourself.
20:35Not necessarily your best month, but the
20:38most you've ever let sit in your bank
20:40account or in cash if you keep all your
20:42money in cash for some reason. That
20:45number is not your earning limit. That's
20:47your comfort limit. That's your ceiling
20:50number. Now, most people find out their
20:52problem was never income. It was that
20:55every time the number got too high, they
20:59got uncomfortable and they found
21:01something urgent to spend it on. At
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22:12and pro plans. So step two, I want you
22:15to write down what you do if your income
22:19doubled tomorrow. So overnight, boom,
22:22double the income comes in or double the
22:24sales or double the revenue wherever
22:27you're at in your in your career or as
22:29an owner of a business, whatever it
22:31might be. If you're a freelancer, if it
22:33doubled tomorrow, what would you do if
22:36your income doubled specifically? Where
22:38does that extra go? Does it just sit in
22:40a bank account? Do you just hold it in
22:42the bank? Do you go spend it on a bunch
22:44of things? Do you put it in multiple
22:46accounts? Do you invest it? Do you buy a
22:47car? Do you buy watches? Do you buy
22:49purses?
22:51If you can't answer that in the next few
22:54minutes,
22:55then a raise wouldn't change your life
22:57or doubling your income wouldn't change
22:59your life. it would just disappear
23:01faster. Money without a destination
23:03always finds one. So, I need you to
23:06start thinking ahead of time. And this
23:08is what wealthy people do around their
23:10beliefs.
23:12When they have money coming in, they
23:14specifically know where the money's
23:15going. I have a vision for how I want my
23:19money to work for me, for this business,
23:22for the charities that I support, all
23:24the different things for the future as
23:26well. And therefore, I feel more
23:28comfortable and more at ease when
23:30money's coming in because I know exactly
23:32where it's going. Whereas earlier in my
23:34career when I started when I was poor
23:37for a few years starting in this
23:38industry, I just wish someone would pay
23:41me because I was broke on my sister's
23:43couch. And the first few years as I
23:46started to earn money, it was more money
23:48than I could ever imagine, right? And I
23:51remember the first time I made $20,000
23:53in a month, I go, I'm like the richest
23:54man in the world. That's how it felt. It
23:56was like this new level of adrenaline
23:58and excitement that I never even
24:00imagined cuz I was like, I never want to
24:02be poor and broke and living on my
24:04sister's couch ever again. That feeling
24:07doesn't feel good. So, I was earning
24:10based out of a scarcity. And I never
24:13learned how to rewire that feeling in
24:15the first few years. It took years of
24:18pain and frustration and burning myself
24:22out because I was so afraid to go back
24:25and that's not a healthy way of earning.
24:28So step three is I want you to raise one
24:31number by 20% this week. So what does
24:35that look like? One price, one rate, one
24:39ask. And when you say it, stop talking.
24:42So, if this is something like you're a
24:44coach and you're trying to sell
24:46something, I want you to
24:49raise the number of your service by 20%
24:52this week. And when you say the number,
24:56don't explain it. Don't justify it.
24:58Don't fill the silence. The silence
25:00after your number is where the old
25:03belief lives. Sit in on it one time and
25:07something permanent changes. This is
25:09very uncomfortable. I remember when I
25:11was starting out in this industry, in
25:13this in this business, and someone I
25:16offered to do a consulting session for
25:20someone at the time. It was around
25:21social media back in 2009.
25:24And I offered to do some a session for
25:26someone that I knew for free. I said,
25:28"Let me come in and show you how to use
25:29social media to help you in in your
25:32goals for your business at that time."
25:34and I just wanted to do it for free to
25:36show him what I was capable of doing and
25:38trying to show him some results quickly.
25:41At the end of this session, maybe it was
25:42two hours, he went into the other room
25:46and he came back and he wrote me a check
25:48and handed it to me and it was for $100.
25:51And at the time I was like, "Wow." I go,
25:53I was just happy to do this for free
25:55because I wanted to help this person and
25:56I thought maybe I could help him improve
25:59with his business. And he was like,
26:01"This is going to help me so much. you
26:03have no clue. Here's $100. And I
26:06remember being so blown away that
26:07someone would pay me $100 to do some
26:10consulting and coaching for a couple
26:12hours. It was like mindblowing. $100
26:15that I can teach you something, help you
26:18with something, give you value, and
26:20you'll exchange, give me $100 in two
26:22hours. It blew me away. Now, I started
26:24saying, "Okay, well, let me what if I
26:26try to do this every week with someone?"
26:28And so I started marketing my services
26:30back in 2009 for $100 for a session to
26:33help people with their their social
26:35media at that time. And it started
26:37working and I got a bunch of people to
26:39do this for me. And I was like, "Oh,
26:41wow. They're all getting results." And I
26:44remember thinking, "Okay, let me try
26:46$150.
26:48Let me try $200, $250." I remember that
26:51$300. And I remember thinking, "Oh my
26:53gosh, this is powerful. If I'm able to
26:57show results for someone, if I'm able to
27:00build credibility within what I'm
27:02capable of doing for others, give them
27:04results,
27:06they refer me to other people.
27:10If I feel like it's valuable enough
27:11that, you know, they gave me $100 and I
27:13helped them make $10,000, then surely
27:16$200 is still a good uh service exchange
27:20for service. $300. Okay, they're still
27:23making a lot more money than the
27:24exchange for this. and it's saving them
27:26time, energy, and taking them out of a
27:29frustration. Long story short, for the
27:31next five years, I kept doing this. I
27:34did this exercise and I would increase
27:36my rates whenever I felt like I had
27:39delivered the value for that time and I
27:42got them value based on the money they
27:44were spending me, based on what I was
27:46charging, I just kept saying, "Okay, how
27:48can I be more uncomfortable with my
27:50ask?" And it went from $100 in a session
27:54to $10,000 in an hour for coaching at
27:57one point. And I remember I stopped
27:58doing it after $10,000 an hour. I was
28:00like, "Okay, this is interesting. I
28:03wonder how much I could charge for
28:05someone." This was probably 10 years ago
28:08when I charged $10,000 in an hour for a
28:10coaching call. And I remember doing this
28:12one coaching call for an hour. It wasn't
28:14even over Zoom or anything. It was just
28:16a an audio call. And the person said,
28:18"This is some of the best money I've
28:19ever spent. Thank you." what you taught
28:21me here is going to help me make a lot
28:23more money. And so if I can charge
28:2610,000 and someone can make a h 100,000
28:28or they can make 500,000 from a taking a
28:30few simple changes in their business,
28:33for me that was worth it. But you've got
28:36to practice this. And the first time I
28:39did it, I was not sure if someone's
28:40going to pay me more than $100. So the
28:43more you practice this, the better it
28:46will be. The first time you charge for
28:49something that felt too high to say out
28:52loud, you know, does it feel
28:54uncomfortable? You need to have the
28:55courage to back the results you can get.
28:58And it doesn't mean everyone's going to
29:00actually say yes to you. Some people
29:02might say no. In fact, a lot of people
29:05try to book me for speaking today and I
29:07give them my number and they say it's
29:09too much and I just say that's okay. I
29:11don't need to speak at your conference
29:12or at your event. So, you need to know
29:14what your your number is for you. And
29:17maybe I would take less if I wasn't
29:19earning the money that I had now uh
29:21based on what the market was willing to
29:22offer me. But you have to be thinking
29:24about that for yourself because people
29:27like me don't make more than this as a
29:31belief is holding you back. And that's
29:33something that was holding me back for
29:35years until I learned to have the
29:37courage to develop certain skills,
29:40overcome the insecurities and the the
29:43fear of rejection and embarrassment by
29:46going allin in developing credibility
29:48for myself. Money belief number two, if
29:52it didn't hurt, I didn't earn it. So why
29:56do so many people work themselves into
29:59the ground and still never build
30:02anything that lasts? You know, I have a
30:03few friends that um you know, their
30:07parents worked very hard for 30, 35, 40
30:10years in a career in an industry
30:14hoping that they would have some type of
30:16retirement at the end of the day. And
30:19sometimes that doesn't always work out
30:21and it always makes me sad to hear. And
30:23it's because they either spent too much
30:25constantly, they didn't know what to do
30:26with their money, whatever it might be.
30:28And sometimes people just overwork
30:31themselves, they burn themselves out
30:33because you weren't taught that money is
30:35a payment for pain, not payment for
30:39value. And that's what you were taught
30:41is that money is a payment for pain, not
30:44payment for value. Payment for pain
30:48is challenging. And this is what a lot
30:51of us heard growing up.
30:53Look at the language of of what every
30:56one of us heard growing up. If you're
30:58watching this, you probably heard people
31:00say, you know, if you want to earn
31:01money, it takes blood, sweat, and tears.
31:04It's hard earned money. Nothing worth
31:06nothing worth having comes easy. None of
31:09those phrases are about value that you
31:11heard growing up. Now, I'm not saying,
31:13listen, I work extremely hard, but I
31:15also make sure that I have some type of
31:17harmony in my life where I'm not burning
31:19myself out constantly because that's not
31:22a rich life in my mind. And that's a
31:25belief system that just makes me get
31:27sick and hurts the people around me. So,
31:31there are phases and seasons and times
31:34where I put in extremely hard work, but
31:37I also know when to pull back and to
31:40recalibrate. And it's thinking about how
31:43can I add more value, not how can I work
31:46harder. There's a difference there.
31:48Every single one of us or every single
31:50one of these is about suffering. Get
31:52these kind of beliefs that we heard
31:54growing up. You know, money doesn't grow
31:56on trees. You've got to work extremely
31:59hard to earn more money. So your
32:01subconscious starts to run the math when
32:03you hear these things that more money
32:07must require more suffering. Or you
32:10might have heard people who make a lot
32:13of money are greedy, evil, and bad. And
32:16you're a good person. So why would you
32:18want to earn more money if you're going
32:20to be associated with everyone else in
32:23your life that you are greedy, evil, and
32:26bad? You don't want that. Your belief
32:29system, your nervous system does not
32:31want people around you, your friends,
32:34your family, the people that make you
32:35feel safe to say, "Oh,
32:39now you are unsafe because you're
32:41earning more money. You must have done
32:42something bad to get it." And since
32:46you're already maxed out, more money
32:48must not be available to you. If you're
32:51already burning yourself and working
32:52yourself extremely hard, you're
32:54thinking, "I can't work any harder, so I
32:56can't earn anymore." And that's the
32:57trap. And you notice what it does to
33:00you. It doesn't make you lazy. It just
33:02makes you more busy. More busy. More
33:03busy. More busy. It makes you pick the
33:06harder path on purpose because the easy
33:08path feels like you're getting away with
33:11something. Like you tricked people, like
33:13it wasn't supposed to be this easy. And
33:16here's the tell for you. You know this
33:18belief is running in your mind. When you
33:20feel guilty taking a Saturday off or a
33:23Sunday off, you build the complicated
33:26version when the simple one would also
33:28sell. If you're a business owner and you
33:30feel like, oh, I have to do all these
33:32extra steps and make it so challenging
33:35to show proof that I worked really hard.
33:38It's almost like in school they teach
33:40you to like show the proof constantly of
33:43how you got to the result instead of
33:45just here's the answer. I never liked
33:47that where it's like you had to show
33:49it's almost you had to work harder to
33:51show the evidence and the proof of how
33:54you got the answer to the teachers than
33:56just saying here's the result. I I just
33:58learned it. I memorized it. I understood
34:01it. I read it. Whatever it might be. I
34:02heard you say it in class. Here's the
34:04result.
34:05And we've been conditioned through all
34:08these different areas of our lives to to
34:11prove
34:13the results instead of just no, I got
34:16you the result. Here's how I did it. And
34:18so you take the client that you knew on
34:20the first call would be a nightmare
34:22because they ask every question. They
34:25try to ask for every discount. They try
34:27to make your life so hard. And instead
34:30of just saying, "Yes, I'm willing to pay
34:32for the price and here's what I expect
34:34in return." Awesome. You describe your
34:37week by how tired you are, when Monday
34:40starts and you say, "I'm exhausted from
34:42last week." Um, not by what you actually
34:46move forward in your life or what you're
34:47excited about. These are all tells. And
34:50when something goes well without a lot
34:52of struggle, you just don't quite quite
34:54trust it. You're like, "Huh, what's the
34:56catch?
34:57Why was this so easy? And this is
35:00something I lived for for years when I
35:02started out. I was the guy who was up
35:04till 2 or 3:00 a.m. every single night,
35:077 days a week. And it was just like, I
35:10have to work harder. I have to work
35:12harder. I have to show people that I'm
35:14getting little sleep for some reason to
35:17like prove that I'm doing something. It
35:19was like prove that I'm working harder
35:21for getting these results. And I felt
35:25like I was
35:27had to prove this in every room that I
35:29walked into. It's like I had to explain
35:31it. And this is one of the reasons why I
35:34was still stuck. Sure, I was earning
35:35more, but I was getting more and more
35:37physically tired. I was exhausted and I
35:41was getting irritable. Like emotionally,
35:44I was getting more irritable because
35:47discipline pointed in the wrong
35:48direction.
35:50When it's pointed in the wrong
35:51direction, it just gets you to the wrong
35:53places faster. That's what happens when
35:55you are doing the wrong things. So that
35:59first four or five years, that first
36:03season of my business experience, I was
36:06just exhausted trying to and really I
36:09think I was trying to prove to like
36:11mentors and thought leaders in the
36:14industry that I was deserving or worthy
36:16of kind of being in this world uh and
36:19being accepted in this kind of space, I
36:21guess. And instead of just showing like,
36:25hey, I can get results and I don't have
36:27to burn myself on every end. And I think
36:30when I was starting out, it just felt
36:31like everyone was doing that. So maybe I
36:33was surrounding myself with other people
36:35that also had these limiting beliefs and
36:37they're like, I have to prove this. So
36:39the rewire is something I want you to do
36:42this week. This is the action. Money
36:45doesn't follow effort. Money follows
36:48value. And when you can imprint that in
36:52your nervous system and in your mind
36:53that money doesn't follow effort, money
36:56follows value, you can start to apply
37:00this in different ways. And listen, I
37:03think it doesn't mean you're not going
37:05to have moments where you're not working
37:08hard and you're not giving effort. That
37:10is still true. You're still going to
37:12need to work hard at different times and
37:14give effort, but it follows value. And
37:18sometimes that can be effortless.
37:21And most people have never once
37:24checked which one that they're selling.
37:27So here's the assignment for a few
37:30minutes.
37:31It's going to sting a little bit, but I
37:34want you to think about this. This is
37:35step one of this assignment. I want you
37:37to find your real hourly number.
37:41Take what you earned last month,
37:44divide it by the hours you actually
37:46worked in the month, not the contract
37:49hours, but the real ones. And you know,
37:52if you were working late at night or if
37:54you were working all weekends or if you
37:56were doing calls on Sunday to catch up
37:59or calls in the car, whatever it was,
38:01um, most people never do this math. And
38:05so the number is always a little bit
38:07lower than people expected. So think
38:09about the amount you made last month and
38:10the hours you put in.
38:13And step two is to split last week into
38:15two columns. Column one, hours somebody
38:19would have happily paid for and column
38:21two is hours you spent because you felt
38:24like you should be working. And be
38:26honest because no one's going to read
38:27this. You don't have to put this in the
38:28comments below. For most people, column
38:30two is bigger. And that gap is your
38:33entire income problem sitting on one
38:35page. And step three, move one hour from
38:39column two into column one. One hour
38:41this week, that's it. That's the whole
38:44move. Because once you do it and watch
38:46it work, you'll never again really be
38:48confused being busy with being valuable.
38:51And one more thing on this is when
38:54something comes easy to you, stop
38:57discounting it. Stop saying like, "Oh,
38:59this was actually pretty easy for me. I
39:00just made a phone call and I got the
39:02result. I just did this thing online and
39:04boom, it worked pretty quickly. The
39:06skill you don't even count as a skill
39:09because it's just how your brain works.
39:12That's actually the most valuable thing
39:14that you own. You can't see it because
39:16it's normal to you and you feel like,
39:18oh, everyone should be able to do this,
39:20but the thing that you do best that's so
39:22effortless, that's the thing to lean
39:24into. And
39:27I remember this for me. For me, it was
39:29like building relationships
39:32and connecting people. I just felt like
39:35it was so easy for me to ask questions
39:38early on in the business world. I would
39:40get into rooms that I didn't feel like I
39:42was supposed to be in or other people my
39:44age weren't in these rooms. I would
39:46somehow get in these rooms and I would
39:48just be so excited to be meeting people
39:50and asking them questions about how they
39:52succeeded and the challenges they had to
39:54overcome. And I I just so curious and
39:57excited that people wanted to share with
39:59me. And it's like they would just give
40:01me all the answers on how they became
40:03successful just because I was curious
40:05and excited about them. And when I would
40:07ask them you what's your biggest
40:09challenge right now that would help you
40:11accomplish your goals that you're trying
40:13to accomplish right now? They would tell
40:15me, you know, I'm looking for someone I
40:17can hire here. I'm looking for an agency
40:20that can help me with this. And I'd be
40:22like, oh, I know the perfect person. And
40:24I would call them right then and put
40:27them on the phone with that person and
40:29say, "Hey, I think you guys could be
40:30good for each other. Why don't you tell
40:32them what you're struggling with and if
40:33this is something you can offer value
40:35in, I'm going to follow up with an email
40:37and connect you both." And that just
40:40became something that was natural to me.
40:42And I just assumed everyone was a giver
40:45and generous in that way. And everyone
40:48had a network like this. And people were
40:52just like so thankful that they would
40:54say, "How can I help you in return?" And
40:56the more I did that, every year I just
40:59added goodwill and added value to so
41:02many people that business came back to
41:04me, opportunities came back to me. So
41:07think about those that thing that comes
41:09so effortless to you. That is a skill
41:12that could be earning you so much more
41:14money if you go all in on it. So, end of
41:16money belief number two, if it didn't
41:19hurt, I didn't earn it. The School of
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41:26favorite parts of travel is when a trip
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41:29plan for. You're walking through a new
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41:33coffee, you're talking to someone local,
41:35and suddenly the place feels a little
41:37bit more familiar. These are the moments
41:39that stay with me. They're the things
41:41that I crave. Not just the photos, but
41:44the feeling of being somewhere new and
41:46still finding meaningful connection. And
41:49that's what I love about Airbnb. When
41:51you're away having your own adventure,
41:53your home doesn't have to just sit empty
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41:58Airbnb and give another traveler a
42:00chance to fall in love with your city
42:02the way that you fall in love with the
42:04places that you visit. And maybe there's
42:06a big game coming up or maybe people are
42:08coming in for a once-in-a-lifetime
42:10concert. They need a place that feels
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42:25Money belief number three. Wanting even
42:28more makes me a bad person. Wanting more
42:31money makes me a bad person. Why do so
42:33many good-hearted people feel guilty the
42:37second things start going well?
42:41This is a challenge because again when
42:45you start doing things better than your
42:49friend group or you start earning more
42:51than your friend group or maybe one day
42:53you start earning more than your parents
42:55ever earned.
42:57It starts to be a different dynamic.
42:59There starts to be a different dynamic
43:01in your school, in your friend group, in
43:04your community, in your family, and all
43:07of a sudden people look at you
43:09differently because somewhere along the
43:11line you got handed a lie that money and
43:15being a good person pull in opposite
43:18directions. We've seen this in movies.
43:22We've seen this, you know, in your
43:24community. You've seen this on the news
43:26that anyone with a lot must have had it
43:30taken from somewhere else. Like they
43:33must have taken it from somebody. They
43:35must have stolen it. They must have been
43:37fraudulent. Whatever it might be, that
43:40wanting more means you're ungrateful for
43:42what you have. And you should appreciate
43:45what you have and not want more. And if
43:47you believe that even a little bit, your
43:49mind and your nervous system
43:53will never let you become the thing that
43:55you judge. This is challenging. So if
43:58you've just felt this, if there was just
43:59an energy growing up that your parents
44:01said these things about other people
44:03that weren't them, ah that person
44:05probably did this to get there. Oh, that
44:07person did this bad thing and they have
44:08a lot of money. uh what whatever it
44:10might be, it just builds in your your
44:12your wiring in your mindset, your wiring
44:16in your nervous system. And you don't
44:18want to be judged as one of those people
44:22who earn more and did it the wrong way
44:25and is even associated with that world.
44:28It just doesn't feel good because more
44:30than what you want, you want to be a
44:33good person. Sure, you might want to
44:35make more money, but more than that, you
44:37want to be a good person. And your mind
44:40thinks it has to pick one. You're like,
44:42I want to be a good person, so therefore
44:44I can't be earning this much more money.
44:46So, it picks broke and moral every time
44:51or picks, okay, I'm comfortable with
44:53this amount of money because this is
44:55acceptable within my friend group or
44:57within my family or this is what you're
44:58supposed to be earning and I'm a good
45:01person. You'd rather have that. This is
45:03something I I think everyone wants to
45:06feel like they're a good person or most
45:08people. I want to feel like I'm a good
45:11person, right? But I also know I want to
45:13earn more so that I can give more.
45:15Here's the tell is like one hides better
45:18than the other because it looks like
45:21humility. You start hiding it because it
45:23looks like humility. You start to
45:24discount anyone
45:26when they ask you to or when they don't
45:29ask you to. You start to discount
45:30people. You apologize for your own
45:32prices. You you you say the thing went
45:36fine when it was like incredible. You
45:39try to like discount how good something
45:41went. When somebody compliments you and
45:44you you you hand the credit to timing or
45:48I got lucky, right? It wasn't that big
45:50of a deal. Whatever it is that you like
45:52to say, I was in the right place at the
45:55right time. It's not that's not modesty.
45:57That's you making yourself smaller so
46:00nobody else feels bad. And your bank
46:02account is listening. Your your
46:04connection to your
46:07emotional, psychological, and nervous
46:10system is is connected to your bank
46:14account in some ways. So, here's the
46:16rewire. I want you to try this this
46:18week. Here's what I had to learn. It
46:19took me a little bit of while. Money
46:21doesn't make you anything. It magnifies
46:24already what's inside of you. So if
46:27you're a generous person with more
46:30money, it gives you more to give. A
46:32selfish person with more money, that
46:35person's going to take more or going to
46:37be less generous. The money didn't
46:40decide, the person did. Who you are
46:43decides. But knowing that doesn't kill
46:46the guilt that's inside of you. And you
46:48know what kills the guilt? It's giving
46:50the money a job before it ever arrives.
46:54So, here's the assignment. I want you to
46:56pick your percentage today. Not when you
46:59start making more money or when I make
47:01this then I'll start doing this. I want
47:04you to pick it today. And whatever you
47:06currently make, 1%, 5%, 10%, whatever
47:10the percent is for you, a quarter
47:11percent. The number matters less than
47:14the decision. Write down who or what it
47:17goes to. then automate it so you never
47:20have to decide that again. So, here's
47:22why this beats any affirmation you could
47:25say in the mirror. And I'm all about
47:27like being positive and having positive
47:29mantras and affirmations, but when you
47:31automate things, it sets things up for
47:35greater opportunities in the future. So,
47:37once a percentage of every dollar is
47:40already spoken for, making more stops
47:43feeling like taking. It starts feeling
47:46like funding. It starts feeling like
47:50investing. It starts feeling like
47:52generating for someone else or yourself
47:55in the future, whatever it might be. And
47:57the part nobody warns you about is your
47:59ambition actually goes up. It doesn't go
48:01down. Because now a bigger year isn't
48:04about you. So stop asking whether it's
48:07okay to want more. Start asking what you
48:10do with that money. And when you start
48:14to see clearly that, okay, when I make a
48:17certain amount of money every month, I'm
48:20going to put a certain amount away for
48:22these different things. I don't care if
48:24it's for a charity, for a side project,
48:26for your future investments, whatever it
48:28is, start doing that now. That way when
48:32you earn more, it's automatically going
48:35into the future of what you want to
48:38create instead of, well, I don't know
48:41what I want to create with this this
48:42money, so I'm just going to hoard it in
48:44my bank account and stash it and one day
48:48I'll figure this out.
48:50Who could you take care of with a little
48:52bit more money or putting a little bit
48:54of money away every single month? What
48:56would you fund that you care about? What
48:58is a cause that inspires you? What is a
49:01pain that you experienced as a kid, as a
49:04teenager, as a young adult that you wish
49:07no one ever has to feel this pain ever
49:10again? What is the thing you've had to
49:12overcome that you want to eliminate?
49:16There's got to be a cause. There's got
49:18to be something that you could be of
49:21service to with just a little bit every
49:23month, a small percentage. And when you
49:26earn more, just think of the impact that
49:28percentage could do every single month
49:31in the future. What problem could you
49:33solve instead of just feeling bad about
49:36instead of just complaining about
49:37instead of just talking about or
49:38criticizing about online? Instead of
49:41judging the government for what they're
49:43not doing or what they're doing right
49:44and wrong or judging people who have
49:47money of what they should be doing with
49:48their money or judging your friends or
49:51family for wasting my money, whatever it
49:52is, what can you take ownership and
49:55responsibility of that you're not doing
49:58yet that will then empower you to make a
50:01difference in that pain for someone
50:03else. You're not chasing money at that
50:06point. You're building capacity and
50:10there's nothing to apologize
50:13in that. This is a key. When I started
50:16earning more money early on, I remember
50:17thinking to myself, okay,
50:20I've made a good amount of money. I
50:23wasn't like, you know, millions in the
50:25bank or something, but I had made a good
50:26amount of money where I was like, all
50:27right, I'm not on my sister's couch. I
50:29can pay for an apartment. I'm going to
50:31be if I make no more money for the next
50:33two years, I'll be okay and I can
50:35survive. And I remember thinking to
50:37myself, okay, but now what? Now that I'm
50:41out of survival mode,
50:44what do I want to do with my life, with
50:46my time, with my money? And I went
50:49through this process. This was probably
50:5015, 16 years ago. And I was really like,
50:54you know, I suffered in school. Every
50:58day was miserable. I don't think I
51:01remember having one good day unless it
51:03was like we were on a field trip all day
51:05and it wasn't in a classroom. That was
51:07maybe the only time I enjoyed school or
51:09that one hour a day where we're in gym
51:12class. That was like, you know, I just
51:15remember being in the back of every
51:16class, watching the clock tick every
51:20single second for hours every day,
51:24waiting for 2:30 or 3:00 or 3:30 or
51:26whatever the the the school day ended
51:29and just dreading it. Every single day
51:32was dread until the clock was like the
51:36final bell where I could get out there
51:37and play some sports.
51:39But as an adult, I remember thinking,
51:43"Oh my gosh, the way that I got off my
51:45sister's couch was through education,
51:48was through wisdom, was through
51:50knowledge from mentors that I had access
51:52to, essentially teachers of life. And
51:56these teachers gave me the information
51:58and the challenges to go take action, to
52:01develop the skills, to develop the
52:03value, to therefore go earn money. And
52:06without those individuals, without that
52:09school of greatness that I was getting
52:12before I launched the school of
52:13greatness, I wouldn't be where I was at.
52:16And I said, most people in most kids in
52:19the world don't even have access to
52:20schools. I at least had access. And so
52:24early on, I said, let me find a charity
52:27or charities that help kids around the
52:29world who don't have school, that don't
52:31have the ability to even dream because
52:33they don't have a place to go to learn.
52:35And that's why for the last 14 maybe 15
52:38years we've been investing in Pencils of
52:40Promise. Myself personally, my company,
52:43we invest every year in helping build
52:45schools, fund education for kids all
52:47over the world. And it's something that
52:50excites me to know that some of the
52:53money, a percentage of the money is
52:54going towards other people who we can
52:58really make a difference in their lives.
53:00So, the end of money belief number three
53:02is wanting more makes me a bad person. I
53:06want you to eliminate that, but you
53:08eliminate it by making sure you're doing
53:10things to help others and serve people
53:12with your money as well. Money belief
53:15number four. I need people to see that
53:17I'm doing okay. I need people to see
53:20that I'm doing okay. Spending to prove
53:23instead of spending to build.
53:26Why do so many people who look rich have
53:30almost nothing behind it?
53:34Because the spending was never
53:36financial. It was emotional. And most
53:38people aren't buying things. They're
53:40buying a feeling. You know, we've all
53:43been We've all done this before. You
53:46know, I've bought things in the past
53:48because I'm like, "Wow, this is going to
53:49feel amazing." And it does feel amazing
53:51for a period of time. And maybe those
53:54new clothes or those new shoes or
53:56whatever, buying a watch or a car makes
53:58you feel like, "Yeah, I earned this.
54:01Look at me. I feel good. There's an
54:03upgrade." All these different things. I
54:04don't think there's anything wrong with
54:06buying something nice for yourself for a
54:08feeling. But most people aren't buying
54:11things. They're buying a feeling. The
54:13feeling of finally being somebody. The
54:16feeling of being taken seriously. The
54:18feeling of not being the kid who had
54:20less than everyone else. I know that's
54:22how I felt. And when the belief running
54:25your mind is, I need to prove I'm
54:28enough. Then every dollar gets put into
54:31that fight before it ever has a chance
54:35to become anything. You're thinking,
54:38when I make this money, I'm going to go
54:40buy this thing. And it's just tied to
54:42that belief system. And I've watched the
54:44difference up close for years. People
54:47who look wealthy buy things that lose
54:51value. They're trying to look rich.
54:54People who are wealthy buy things that
54:58make value. One group buys the car, the
55:02other group buys the thing that pays for
55:04the car. And the second group is almost
55:07always quieter about it. So here's the
55:10tell. You'll feel this one in the in the
55:13timing. The urge to buy gets strongest
55:17right after something makes you feel
55:19small.
55:20A meeting that didn't go your way. You
55:23didn't get the job opportunity. You got
55:25rejected by a potential client. An old
55:28classmate posting the vacation that they
55:30just went on and the trip of the
55:32lifetime to Europe. Uh a comment that
55:34you can't stop thinking about, a
55:36negative review,
55:38and then the purchase arrives and the
55:40feeling lasts for a few days, right?
55:41It's like, okay, this feels good. I feel
55:43better about me because I got this thing
55:45because I didn't get this thing this
55:47feeling in another way. The wild part is
55:50the people you're trying to impress
55:51aren't really thinking about you that
55:52much. Maybe there's a few critics here
55:54and there. Maybe there's a few people
55:55talking behind your back for a moment,
55:58but they're busy most likely trying to
56:00impress someone else or trying to look
56:02good in front of you or look good in
56:04front of others. And it's a whole
56:06economy built around a wound, an old
56:09wound that holds people back. So, the
56:12rewire, the thing that I want you to do
56:14this week is I'm not going to tell you
56:17to never enjoy your money. I really
56:19think that money should be something
56:21that you use to enrich your life. If you
56:25want to buy anything nice, buy it.
56:27That's your right. It's your money. I
56:29enjoy mine and that's part of the point
56:31of building it because what's the point
56:33of working hard, working and adding
56:36value to others to to generate an
56:38income, saving it all in the bank and
56:41never using it to experience life. This
56:43is not what this is about. I have nice
56:46things. I have, you know, nice trips.
56:48Um, but for 15 years, I lived in a
56:52two-bedroom apartment, and I was fine
56:54with that as well. I didn't need a
56:57house. I didn't need a car for many
56:59years. I didn't have a car and I walked
57:01everywhere. So, I've lived in both
57:04scenarios. But you have to know which
57:06one you're doing right now. So, put the
57:09put two things between you and the next
57:12big purchase. One is the 72hour rule.
57:17So, if you were like, I really want to
57:18buy this purse or these shoes or these
57:20glasses or whatever this thing is, this
57:21watch, this jewelry, this car, give
57:24yourself a 72-hour rule. Anything
57:26significant
57:28waits three days. No exceptions. None.
57:31If you're buying food, that's different.
57:33But if you're trying to buy some big
57:34purchase, give yourself three days. And
57:37in those three days, ask one question.
57:39Am I buying this to feel something? Or
57:42am I buying this to build something?
57:45Again, am I buying this to feel worthy
57:47or enough or like I made it? Or am I
57:50doing this to build something? The
57:52purchases that are really about proving
57:55something almost never survive 72 hours
57:58if you give yourself a few days. And
58:00it's not about willpower. That's the
58:02feeling wearing off before you've ever
58:05paid for it. Step two is learn to see
58:08the second price tag. Now, this is a big
58:10one. Every purchase has two prices. What
58:14it costs today and what that money could
58:18have become. So, here's a rough shortcut
58:21you can run in your head. Historically,
58:23money invested around 7% has tended to
58:27roughly double about every 10 years.
58:30That's an average. It's not a promise.
58:33No uh no year looks like the average,
58:35but it's close enough to think with as
58:38this model. So, $1,000 today isn't just
58:41$1,000. Over 20 years, it's closer to
58:45four. I'm not saying that to make you
58:47feel guilty about spending. I'm saying
58:49it so you see both prices before you
58:52choose on what you buy. Most people only
58:55ever see one price. I'm going to buy
58:58this thing. Here's how much it costs.
59:00And then do one last thing this month.
59:03Make a purchase that no one will ever
59:05see. An investment of course, a skill, a
59:09share of something small, whatever it
59:11might be. Make an investment on
59:13something that you're going to invest in
59:15yourself that will support you.
59:17something that will never get a single
59:19compliment. What is that thing? It could
59:20be an investment in yourself. Again, a
59:22training, a course, whatever it might
59:23be, uh a share of something, whatever.
59:26That's how you'll know that you finally
59:28am building for yourself and not for an
59:30audience that's even watching. That's
59:33end of money belief number four, that I
59:35need people to see that I'm doing okay.
59:39And money belief number five, you don't
59:41talk about money. the silence that keeps
59:44every other belief alive. Why do people
59:48make real progress with money and then
59:51slide all the way back? Because the one
59:54belief no one ever says out loud. We
59:57don't talk about money. We don't talk
1:00:01about Brun. No. Isn't that a song? We
1:00:03don't talk about money. That should be a
1:00:05new song that most people have. But we
1:00:07need to break that belief. It's rude.
1:00:11It's private. It's bragging. When I talk
1:00:13about money, it makes people
1:00:15uncomfortable. So, everyone stays quiet.
1:00:16We don't talk about it. We never talked
1:00:18about money growing up. My parents
1:00:19didn't talk about it. My siblings don't
1:00:21talk about how much they make in their
1:00:23careers. We don't talk about money. We
1:00:25stay quiet. And here's what that silence
1:00:27actually is costing you. You have no
1:00:30idea what anyone actually makes. You
1:00:33have no idea what anything should cost.
1:00:36You have no idea how the person ahead of
1:00:39you got there because you've never been
1:00:41allowed to ask. You've never been able
1:00:43to talk about it. It's been taboo. So,
1:00:46you learn money the same way that you
1:00:48learned it as a kid by guessing, by
1:00:51watching, by mimicking, by absorbing
1:00:54whatever is in the room, whatever the
1:00:55energy is. Okay, I don't want to ruffle
1:00:57any feathers. Secrecy is how bad money
1:01:01beliefs survive.
1:01:04Secrecy is how bad money beliefs
1:01:06survive. Nobody challenges them because
1:01:09nobody says them out loud. And it starts
1:01:12with your own numbers. Most people can't
1:01:15tell you what they spent last month.
1:01:17They have no clue how much they spent
1:01:20last month, how much they've saved, how
1:01:22much they're investing, how much debt
1:01:24they have. They have no clue because
1:01:26they're afraid to look at it. They're
1:01:27afraid to talk about it. They're afraid
1:01:29that you know about it for judging them
1:01:32because you're farther ahead, for
1:01:34judging them because you're behind,
1:01:36whatever it might be. They can't tell
1:01:38you what they owe or what they own. Not
1:01:41because they're responsible, because
1:01:42looking feels worse than not looking. I
1:01:46know this feeling.
1:01:48When I was living off three credit
1:01:50cards, I didn't want to look at how much
1:01:53interest I was paying every single month
1:01:55because I felt ashamed. I felt guilty. I
1:01:59felt bad. I felt less than. I felt like
1:02:02I'm failing every single day, every
1:02:04single month. I haven't paid off my
1:02:07credit cards. I am failing. And
1:02:09therefore, I just wanted to go spend
1:02:13money on something to feel better about
1:02:15me, to fulfill the hole that I was
1:02:18lacking. For me, I never like buying
1:02:21things was not like a thing. I didn't
1:02:22want to go buy clothes or watches. Like
1:02:24I could care less about those things.
1:02:25For me, it was like, I want to go buy
1:02:27some food. I want to go buy some sugar.
1:02:29I want to buy some pizza, some ice cream
1:02:31that's got to make me feel good because
1:02:33I have this hole inside of me that says
1:02:34I'm not enough. That says I'm I'm
1:02:37behind. That says I'm lacking. That says
1:02:38I'm a loser. And no one wants to feel
1:02:42bad or wrong. We don't want to feel that
1:02:45way. So, we will do anything we can to
1:02:48take that pain away. Think about who you
1:02:51talk to about money right now. Do you
1:02:54talk to anyone about money? Do you share
1:02:56everything? Do you not share everything?
1:02:58Do you tell your friends everything? Do
1:03:01you not talk to them? Do you tell your
1:03:03partner, your girlfriend, your
1:03:04boyfriend, your spouse, how much you
1:03:07make, how much debt you have, the
1:03:10financial mistakes you've made? Are you
1:03:12married and do you not know how much
1:03:14your spouse makes? Like just and think
1:03:17about this for now. It doesn't mean
1:03:18there's a right or wrong, good or bad.
1:03:20It just means there's a belief and these
1:03:22beliefs either serve you or they hold
1:03:24you back. For most people, the honest
1:03:26answer is nobody. You don't talk about
1:03:28money with nobody. We don't talk about
1:03:31money. Do and the conversations they do
1:03:34have are all kind of like compliments or
1:03:36surface level or whatever it might be.
1:03:39Or they compliment you on wow that's so
1:03:41expensive that you got that. You know
1:03:43how the rig how the system might be
1:03:45rigged. It's all against you. You know
1:03:47the government is rigged. Corporate
1:03:48America is rigged. I hate all of this.
1:03:51The taxes is rigged. Whatever it might
1:03:53be, rich people are rigged. They're
1:03:55stealing everything. Whatever it might
1:03:56be, whatever the belief is, how we're
1:03:59all just trying to get by. You know,
1:04:01that's not a money conversation. That's
1:04:03a group argument to stay exactly where
1:04:07you are. And it's really a group
1:04:09agreement to stay exactly where you are,
1:04:12arguing about things that you just don't
1:04:13like in the world. And here's where you
1:04:15got to rewire things. I want you to do
1:04:17this this week. There's two assignments.
1:04:19One with yourself and one with somebody
1:04:21else. First, go learn your four numbers.
1:04:25What came in last month? What went out
1:04:28last month? How much did you spend? How
1:04:29much did you bring in? What you owe? And
1:04:32what you own. That's it. Four numbers.
1:04:35What came in, what came out last month,
1:04:38what you own, and what you owe. Maybe
1:04:40you don't own anything right now except
1:04:42for some clothes and a little bit of
1:04:43jewelry or something or a car. Um, but
1:04:47just take inventory of everything you
1:04:48own and everything you owe. Do you have
1:04:51debt? Do you have loans? Do you have uh
1:04:54receipts you still haven't paid to
1:04:55friends? Whatever it might be. Four
1:04:57numbers. It takes about
1:04:5930 minutes to get this information and
1:05:02it's done. And I'll tell you what
1:05:04happens when you do this. The anxiety
1:05:06doesn't go up. It starts to go down.
1:05:08It's just because you have the knowledge
1:05:12of what you've been spending, what
1:05:14you've been bringing in, what you own,
1:05:15and what you owe. Just that knowledge.
1:05:18Maybe you don't like seeing it right
1:05:20away, but at least it gives you clarity
1:05:23because vague fear is always bigger than
1:05:25a real number. And when you have clarity
1:05:28of these numbers, now you can create a
1:05:30game plan. And you cannot negotiate with
1:05:33a feeling. You can absolutely work with
1:05:35a number. It may be challenging to
1:05:38overcome, but at least you can start to
1:05:40work with it with a real game plan. And
1:05:43second is I want you to have a real
1:05:45conversation this week with someone.
1:05:48Find someone further along than you and
1:05:52ask them these three things. What would
1:05:55you do if you were me right now? That
1:05:57means you got to share where you're at.
1:05:59What did that actually cost you?
1:06:03And what's the mistake you'd undo if you
1:06:05could? So, what would you do if you were
1:06:07me right now? What did something that
1:06:10they have actually cost you? That car,
1:06:12that watch, that nice thing, that home,
1:06:14what did that cost you? And what's the
1:06:16mistake you could undo if you could
1:06:19notice that none of those are what's
1:06:23your advice? Right? They're specific
1:06:25enough that people answer them honestly.
1:06:28And most people will tell you that
1:06:31they've just never been asked. You know,
1:06:33most people don't ask these things. And
1:06:35while you're at it, go find out what
1:06:38your
1:06:39work pays somewhere else. So, the job
1:06:42you're at right now, if you're at a job,
1:06:44if you're a business owner, this is
1:06:45something different. But if you're at a
1:06:46career or work, go ask where this job
1:06:49may pay you somewhere else. Like how
1:06:51much it pays for the role you're in at
1:06:53another company. The same role, the same
1:06:55service, but maybe a different market.
1:06:58People stay underpaid for years for a
1:07:02number of reasons, but one of them is no
1:07:03one ever told them the number like
1:07:05here's how much you can actually make
1:07:07somewhere else or in this space. Now, it
1:07:10all depends on the job market. Um, you
1:07:13know, what you've created, how many
1:07:15years you're in right now, but you can
1:07:16ask in other places like, hey, how much
1:07:18are you making? Ask your friends who are
1:07:20at the same level of career that you're
1:07:22at, how much are you making here? just
1:07:23to get a better understanding and that
1:07:26will give you more knowledge, more
1:07:28wisdom and more information to be able
1:07:30to hopefully take action on certain
1:07:32things in your life right now. And
1:07:33that's the end of money belief number
1:07:35five. You don't talk about money. For
1:07:38me, money is something that I like to
1:07:40talk about often. And I almost like to
1:07:42make people uncomfortable by asking
1:07:44these questions. I don't know why. Maybe
1:07:45it's just more my personality, but I
1:07:47like to ask people to see like how
1:07:48comfortable they are. And maybe because
1:07:50I've been an entrepreneur for so long
1:07:52and the entrepreneurial community talks
1:07:55about numbers more than the non-
1:07:57entrepreneurial community. So I invest
1:08:00in masterminds, I invest in coaches, I
1:08:02go to business conferences and people
1:08:05are sharing the numbers in these circles
1:08:08and in these spaces. So I've just felt
1:08:10more comfortable because it's something
1:08:12I've been a part of and invested in
1:08:14learning about for a long time. But I
1:08:17want to give you a 30-day challenge,
1:08:20one number a week. So if you're sitting
1:08:22there right now and you're feeling all
1:08:24of this, if you're feeling like, "Okay,
1:08:26where do I actually start?" Louis, I'm
1:08:28not going to give you a list of things
1:08:29to feel for the next 30 days. You're
1:08:32going to get four numbers, one a week.
1:08:35That's the whole challenge. Because
1:08:36every belief we talked about today
1:08:39survives on you not looking.
1:08:43Week one, what you actually keep. So,
1:08:47what came in, what went out and what's
1:08:50left, what you actually keep. Now, what
1:08:53you earn, excuse me, not what you earn,
1:08:56but what you keep at the end of the day.
1:08:58Because you might earn a certain amount,
1:08:59but then you spend so much that you
1:09:01actually don't keep any. Those are two
1:09:03completely different numbers. And only
1:09:05one of them builds anything. So, that's
1:09:08week number one. what you actually keep
1:09:12after what you bring in and the expenses
1:09:15that go out. Week number two, your real
1:09:18hourly earnings. So last month's income
1:09:21divided by the the hours that you
1:09:23actually worked. Then ask whether you're
1:09:26being paid for effort or being paid for
1:09:28value. And value is the results that you
1:09:30get more so than the effort. Week three,
1:09:33what you're worth somewhere else. So
1:09:36find out what your role or your service
1:09:38if you're a business owner pays in
1:09:40another market. So if you're at a
1:09:42career, you can ask around your friends,
1:09:44hey, how much you making? You know,
1:09:46maybe that's just an uncomfortable
1:09:48conversation that just gets you
1:09:49open-minded to exploring that. Now, it
1:09:51doesn't mean you're going to go
1:09:52necessarily make that right away. Maybe
1:09:54another company hires you, maybe not.
1:09:56But it's just to see where other people
1:09:58are at in your space, at your age range
1:10:01or your experience or your value and
1:10:03what they're making. If you're a
1:10:04business owner in an industry, maybe
1:10:06you're in an industry right now that's
1:10:08just not paying you well for your
1:10:10services. Maybe there's a different
1:10:12industry that if you were in sales in
1:10:15one industry and it's not paying that
1:10:17well, but a different industry, it could
1:10:19pay you double if you were a salesperson
1:10:22with a higher ticket price offering. You
1:10:25might be able to earn more in a
1:10:26different industry. Now, jumping from
1:10:28one industry to the next, maybe it's
1:10:30easy, but maybe you need to learn a
1:10:32certain set of skills in order to be
1:10:33able to move over there and transfer
1:10:35those skills. Maybe you need to develop
1:10:36relationships, whatever it might be. But
1:10:38it gives you information of what could
1:10:40be possible somewhere else. And week
1:10:43four, your ceiling, the most you've ever
1:10:46let sit in your bank account for 30
1:10:49days. What is that number? That's the
1:10:51number your mind has been defending this
1:10:53whole time. the mind feeling like, "Wow,
1:10:56that's so much. I don't know if I could
1:10:58ever go beyond that." Now you know what
1:11:01you're up what you're actually up
1:11:03against. Four numbers, 30 days. And one
1:11:07thing running underneath it all
1:11:11every week, say one of those numbers out
1:11:14loud to another human being. It's the
1:11:16fear. It's the insecurity. It's what are
1:11:18people going to think of me? That's
1:11:20actually the part that breaks the
1:11:23programming. You learning to have
1:11:26courage to be able to speak up and be
1:11:29seen by others about where you currently
1:11:33are. This will change the game. When you
1:11:36stop feeling guilty and insecure and
1:11:38embarrassed and not enough and a loser
1:11:40for where you're at, and you start
1:11:42feeling comfortable with where you're
1:11:44at, maybe you don't enjoy it, but you're
1:11:46comfortable to talk about it. That gives
1:11:48you a place to grow. You're not hiding
1:11:50anymore. You're actually saying, "All
1:11:52right, now I can create a game plan to
1:11:55allow me to start building from where
1:11:57I'm at now." When I was on my sister's
1:11:59couch for a year and a half, living off
1:12:02three credit cards, I didn't feel
1:12:05worthy. I didn't feel enough. I felt
1:12:07like a loser every single day. But it at
1:12:10least it didn't keep me from putting
1:12:13myself out there and asking people who
1:12:16were 10 years ahead of me, 20 years
1:12:18ahead of me, who had earned and overcome
1:12:20those challenges. I asked them
1:12:22questions. I shared with them where I'm
1:12:24at. I talked about where I was
1:12:26struggling financially. I was willing to
1:12:29reveal myself. It didn't feel good in
1:12:32the beginning, but it gave me a game
1:12:34plan. It showed me where I am and where
1:12:37others were and where I wanted to be.
1:12:40And by getting the wisdom and experience
1:12:42and the knowledge from others and having
1:12:44the comfort level to communicate these
1:12:46things, it didn't make making more
1:12:50scarier. It made it something easier.
1:12:53And that's what I want for you. And it
1:12:55doesn't mean it always happens
1:12:56overnight. You know, it took me some
1:12:57years to figure these things out and
1:12:59start building. I had to overcome
1:13:00myself. I had to develop more skills. I
1:13:02had to learn how to add way more value.
1:13:04and get much bigger results for people.
1:13:07I had to learn all these different
1:13:08things that took time. When you do this
1:13:11day over day, it's going to be able to
1:13:13bring more to your life. And you'll be
1:13:15making decisions with information
1:13:17instead of fear. Because when you don't
1:13:20talk about something, it probably means
1:13:22you're afraid of it. And when you make
1:13:24decisions based on something you're
1:13:26afraid of instead of something you have
1:13:29knowledge around, you're probably going
1:13:31to be living in scarcity much more
1:13:33because of that fear. And everything
1:13:36downstream of that fear changes. So I
1:13:40want to leave you with this. You're not
1:13:43behind because you're lazy or not
1:13:45motivated.
1:13:47And you're not stuck because you aren't
1:13:49smart enough. I'm telling you right now,
1:13:52I was in the bottom of my class and I
1:13:54felt like I was one of the dumbest
1:13:56people that I was always around.
1:13:58I guarantee you, you watching this right
1:14:01now, you're probably way smarter than
1:14:04you think. And you can probably beat me
1:14:06on every school test that there is. So,
1:14:08I know you're smarter than me in a lot
1:14:10of ways.
1:14:12It's not about being smart. It's about
1:14:14having courage to overcome the emotional
1:14:16fears that are holding you back. and you
1:14:19didn't fail some test uh of wanting it
1:14:23badly enough.
1:14:25I know you want something bad. You've
1:14:28been carrying beliefs that you never
1:14:30agreed to. These are just things that
1:14:33have been passed down and it's never
1:14:35something you wanted. It's just
1:14:36something that became a part of your
1:14:40emotional nervous system. And the only
1:14:42reason that they've held up this long is
1:14:44that nobody ever read them back to you.
1:14:47Well, now
1:14:49hopefully this has hopefully this
1:14:51experience, this moment, this
1:14:52conversation, I'm reading these things
1:14:54back to you. I'm saying these things
1:14:56back to you that you've probably
1:14:57experienced or felt some of these
1:14:59because the people I've met with real
1:15:01wealth and with peace in their heart. I
1:15:04am telling you right now, they aren't
1:15:06necessarily more smarter or more
1:15:08talented than you. Some of them are.
1:15:10Some of them are actually really smart
1:15:12and really talented. But I'm telling
1:15:13you, a majority of people that I've met
1:15:15who have a lot more wealth. They're not
1:15:19smarter or more talented. Again, there's
1:15:22a few, but not all of them are like way
1:15:24smarter and more talented than you. I
1:15:26guarantee I'm not. But I have developed
1:15:29a skill set that has allowed me to
1:15:31believe I'm capable of earning more. And
1:15:35that is the difference. There's people
1:15:37who are going to be so much smarter than
1:15:39me that could out debate me on
1:15:40everything, that could out, you know,
1:15:42test me on everything, that could be way
1:15:46more talented in a lot of things. But if
1:15:48there is an emotional belief that is
1:15:50holding them back, that has a ceiling of
1:15:52what they believe they're deserving of
1:15:54earning, then it just means they're
1:15:56going to be limited on what that
1:15:57financial ability is. And most of them
1:16:01aren't even working harder than you. I
1:16:03guarantee you're working your butt off.
1:16:05I know you are. They just stopped
1:16:08guessing. They know their numbers. They
1:16:11say them out loud. They write them down.
1:16:13They're clear on what they bring in,
1:16:16what's going out, what their goals for
1:16:18the future are. They ask the questions
1:16:20the rest of us are maybe too polite to
1:16:23ask, or they don't want to ruffle any
1:16:25feathers with their friends or their
1:16:27family or their community. And that's
1:16:29something that you can start today. You
1:16:31don't have to wait to feel confident to
1:16:34ask questions or to learn your numbers.
1:16:37Not with a windfall, not with a perfect
1:16:39plan. You don't you don't need to have
1:16:41everything perfect to start today with
1:16:44one number you've been avoiding and one
1:16:47belief you finally put down. If you want
1:16:49to go deeper on everything we've
1:16:51covered, I wrote a book about this
1:16:55because this is the book that I wish I
1:16:57had when I was in my early 20s when I
1:17:00was suffering emotionally and
1:17:01psychologically and in my nervous system
1:17:03around money. And the book is called
1:17:05Make Money Easy. The link is in the
1:17:07description right below. And if one of
1:17:11these five beliefs hit a little too
1:17:14close, then tell me which number in the
1:17:16comments, cuz I like reading as many of
1:17:18these comments and commenting as well,
1:17:21because the moment you can see the
1:17:22belief, you are no longer the one being
1:17:26run by the belief. And that's where all
1:17:29of this starts. Again, the book is
1:17:31called Make Money Easy. This is the book
1:17:34that I wish I had where it helps you
1:17:36identify your money style. It helps you
1:17:38develop a powerful money mindset so you
1:17:41can earn more. It helps you create a
1:17:43money map to reach clear financial
1:17:46goals. It helps you appreciate your
1:17:48value and discover your hidden skills
1:17:51for greater earning potential. And it
1:17:53helps you find money mentors
1:17:56to support you in believing what's
1:18:00possible for the future. So when you
1:18:02change your mindset around money, your
1:18:04entire life becomes richer. So the link
1:18:07is in the description or you can go
1:18:09online and get it. Make money easy. It's
1:18:11also translated in a lot of different
1:18:13languages, Spanish, Portuguese, many
1:18:15other languages. Check out the book if
1:18:17you feel like this has added value. This
1:18:19has supported you. This book goes deeper
1:18:22in helping you break down the beliefs
1:18:25that are holding you back and setting
1:18:27you up for financial freedom. I hope
1:18:29you've enjoyed this episode. Let me know
1:18:33the belief that has held you back the
1:18:35most below.
1:18:36Start taking action because you're
1:18:39worthy and deserving [music]
1:18:40of earning more. What if everything you
1:18:42were taught about building wealth was
1:18:44designed to keep you broke? The people
1:18:47who often talk [music] about money
1:18:49around you have never actually built
1:18:51wealth themselves. Think about it. Your
1:18:54parents taught you what [music] they
1:18:55knew. Society taught you to get a job,
1:18:58save a little when you can, retire
1:18:59someday if you're lucky.

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