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0:00So, I'm a big proponent of something I call the rule of 100, and I'm not the one who invented this, but it's basically 100 primary actions. So, I talk about this within the context of advertising. So, you make 100 minutes of content, you do 100 outreach if you're doing outbound, you do you spend $100 a day on ads, you or and if you've already spent the money on ads, then you're doing 100 100 minutes a day of writing ad copy, looking at other people's ads, looking for hooks, and then trying to create more advertisements for your business. And the rule of 100 for most people takes about 4 hours a day, ish.

0:28And the thing is is that's pure inputs, not output. But, I've already taken the time to define what those inputs are that create the outputs. But, later on in the book, 100 million dollar leads, um I talk about the rule of 100 on steroids, which is something that I learned from uh guy who owned 13 or 14 really successful gyms, and he called it open to goal. And he said, "Yeah, yeah, yeah." He said, "My managers work open to goal."

0:53And I was like, "What does that mean?" It's like, "So, they work open until they hit their goal." And so, sometimes that means they hit their goal by noon, and they can cut out. Or that means that they have to go from 5:00 a.m. until midnight that night, cuz that's how long it took them to hit the goal. And so, I've seen this across a lot of high achievers across domains. So, like, I'll keep shooting free shots until I hit 100 free free shots. I will uh run until this happens. I will practice my presentation until I do zero mess-ups, right? Or whatever that that output is that you want for quality or quantity.

1:29And I think that you have to first figure out what the input is that most closely correlates or tracks with the output you want, and then you jam as much as you possibly can into inputs. Because if I said, "Hey, go get me 10 customers." Somebody Yeah, exactly. You freeze, because it's like, "Well, what do I do?" And so, then normally people start they skew, like behavior skews. So, it's all over the place, it's scattered, it's shotguns, sprays.

1:58And then they eventually figure out one thing that works. And then it's like once you hit that, then you just jam that button as hard as you possibly can. And I think that I've been disproportionately successful in different domains in my life by ruthlessly focusing on one input. I mean, even when I was a kid, when I played video games, it's like if you find a a spawn point for zombies right before the end of the level, I would just sit there for like 8 hours and just wait for the troll to come up and just slice them again and get my my little diamonds and put it in. And I would just do that for hours cuz I was like, "Oh, I got to level up my avatar."

2:31Um but I think I play the game of business the exact same way. Andy Grove says there are so many people working so hard and achieving so little. And that's the lack of correlation between inputs and outputs. Yeah. I think the vast majority of business I'm obviously I come from the business perspective. The last vast majority of business owners um work a fair amount. They just work on the wrong stuff. And they do it the wrong way. And so they get so little for their effort that they wonder when they're at home empty-handed in bed, "Why isn't this working when I am working?" But if you define work, at least the way I do, which is um output, so I define work by output. And in order to get output, it's volume times leverage. So how many times you do the thing times how much you get for each time you do it. And so that is the Do you work smart or do you work hard? It's you do both. You do as many reps as you possibly can. And you were you do it with the most leverage possible. So if I make 100 phone calls, the leverage that I can have there would be how skilled I am. So if I make 100 calls, I might get 10 times more. And so I worked more, I had more output than somebody who has less skill. But the only way you get skilled is by doing more inputs, by working more. And so it's this virtuous cycle of doing more and getting better. And then you get more for what you do. Real quick, if you are a business owner and you are not growing as fast as you 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 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.

4:26And 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 de-constrain 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.