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0:00Having an epic story is about asking the girl, about shooting the shot, about launching the business, about running the ad, about knocking on the door, quitting the job, taking the risk. When you're 85 years old and on your deathbed, you're not going to wish [music] you had fewer crazy stories. You're going to wish you had taken more shots. Don't build confidence, build evidence. Confidence [music] comes as a result of evidence, not the other way around. Confidence without evidence is a delusion. It's you beating your chest, looking yourself in the mirror, trying to pretend you're something you're not.

0:27Do it so you get the confidence, but don't think you need confidence to do it. So the whole idea of fake it till you make it should switch to walk it before you talk it, right? Prove it to yourself so you don't need to prove it to other people. And let your path do your talking for you. Until you win, effort always goes unnoticed. Get used to it. If you aren't willing to suck, you're never going to get good. Losers stay losers because they aren't willing to lose. Confidence is also domain specific. So you can be really good at public presentations and really bad at talking to girls. It takes a lot [music] for a skill to transfer between domains.

1:00And so if you want to get good at the thing, don't try and do something to the left of it. Just do the thing. The first sales consult I ever took, I didn't [music] close. And I say that because everyone just imagines that Mosey just came in just slinging credit cards and stacking bodies, right? It didn't work that way. I came in, it was five in a conversation, the girl was like, "I need to go get my card from home." And I said, "Oh yeah, okay, go do that." And she walked away and I went to my boss. He's like, "How did it go?" I said, "Oh, I closed her." And he was like, "Oh, that's awesome."

1:26He's like, "You got the credit card?" I said, "Oh no, she's going to come back with the card." He literally stopped what he was doing with six other guys around him and they all non-stop laughed for a a minute straight. Like they couldn't breathe cuz they saw how stupid what I had just said was. But I had no idea. And so that was my first ever experience in sales. I'm known for sales now and I wouldn't even say I'm confident in sales. It's just more like this is [music] what works and has worked for me. Take it or leave it. And so people perceive that as confidence, but it's simply just based on experience. [music] And confidence comes from experience.

2:02What it really is is a prediction, what you think is going to happen will happen. And so, even in statistics, [music] what is your confidence metric? This is 0.7, 0.8. It's literally just what the percentage likelihood that what you think is going to happen is going to happen. And so, how do you increase the likelihood that what you think is going to happen is going to happen? Have it have happened already. I could have either spent 30 minutes every day looking at myself in the mirror and telling myself I was going to be a great sales guy, or I [music] could have reviewed the [ __ ] script. Which one do you think would get make me a better salesperson?

2:29Reviewing the script. [music] You can take all the time that you're trying to spend psyching yourself up, and you'll feel significantly more confident not having done that and simply knowing what you're going to say, which you [music] get from practice. Real quick, 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 dollar scaling road map, 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 in 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 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.