There Is No Such Thing as Talent

0:00Right here, Alex. >> Yeah, whoever has the talk. >> All right, got a question. Your point number two, overextension, don't know how to train. So, how do you train for like a specialized skill set? Like I need to somehow train people to review tax returns really well. >> Mhm. >> Yeah, so just curious how to how to do that effectively. >> You break it into smaller pieces. It's how you train everything. So, I want to limit like I want to give you a frame that I see the world that has been extremely valuable to me, which is that there is no magic.

0:30Like everything is trainable. Everything that you do is a skill that you learned. And so, we have these larger bucketed terms like influence, charisma, attention to detail. These are just large bucketed terms that really just mean many smaller behaviors that we describe with one series of words. And by doing it that way, if I say, "Hey, this guy's charismatic." If I say, "Be charismatic." You can't do anything with that. But if I say, "Smile when people walk in the room. Say their name. Nod when people are talking." Like uh increase the tone of your voice at the beginning of your sentences. Right? You give more individual things that someone can immediately do from an activity perspective, then you can train the skill.

1:09And so, if you have this very specialized skill, it just means that there's many small skills that are included within it. And so, when you analyze your own behavior, which is the first step of this, which is you document what you do, then like if you don't do this, by the way, like this is how you can train anything is you write down all the steps of you doing it. >> Cuz you can record yourself doing it. Cuz then you can watch >> recording me like, "Oop, I missed that. Oh, I missed that step. Oop, missed that step." Then you have a very You have a checklist essentially of of either a decision tree or steps that you follow in order to make a decision or do some task. Then you hand it to somebody else.

1:43Now, meanwhile, they'll have watched you do it. So, I do it. I document I watch my recording to make sure I have a full documentation. Somebody else watches me do it. Now, I watch them do it with my checklist, then Then can do it on their own. And if they don't do it correctly, then it means the checklist is wrong. So, I have to fix the checklist and then give it back to them. And so, fundamentally, what you want to train when you're training anyone is adherence to a process. And so, if someone follows your process per- process perfectly, so this goes for sales training, for any training, if someone follows your script and they don't close that well, fix the script.

2:18If some people go off script in order to close, your script is wrong. I would rather get everybody following a script and closing a bad percentage because I've trained them more important skill, which is script adherence. Then I can change the script and watch my entire team go up. And so, fundamentally, if you want to train anybody on anything, the first thing you have to do is teach them how to learn. Which is you need to be able to follow these steps. And if they don't work, that's all me, not you. And so, they get a completely absolved of responsibility if they follow the process. If you don't follow the process and you win, you're still wrong.

2:49Because there's a reason that I don't do it that way. And if they happen to do something that's better, great, change the process. Make sense? You just have to break it into small parts. >> If you are a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly, where they got stuck and how they got past it. And so, we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so, no matter what you're struggling with, someone else has already struggled with it and solved it. And so, I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstruct the business and you're trying to scale, we'd love to help you out. On the thank you page, you can just book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.