Warum Experten mehr Wege zum Gewinnen finden

0:00But the difference between experts and beginners is that experts have more ways to reward themselves in a given condition. And so, if you think about an expert salesman, there are so many interactions they can have that they are good at that they can find rewarding and positively reinforcing. And so, the goal is to develop enough skill that your external environment and conditions can deliver enough positive feedback that it can become self-sustaining. Give me a tangible example. So, if you're an editor and you edit videos for a living, in the beginning, you have to, you know, you watch a video and then you try the thing and if it doesn't work, there's no there's no I mean there is a feedback loop, it's null.

0:42Um and then you go back, you try it again and then you do get a positive feedback. Oh, I made that transition happen. I made that color grading occur, whatever. I'm talking out of You get the idea. There are some roles like sales and editing where there's a lot of people who are music where people become passionate because there's enough fast feedback loops in the beginning where they can try something and then get good. A master musician can pick up any instrument and have positive feedback loops everywhere. And so, the more you master any skill, the more ways you can win.

1:16And so, it allow and that's ultimately what makes the rich get richer is that because everything is so positively reinforcing, because they start to develop skills, then they do more and more of it and as they do more of it, the rich get richer, the better get better, the better become best and then everyone who's starting out is like, how on God's earth does this guy have this work ethic? But it's really that he has high levels of skill. And all right, I'm going to go on a tangent here, but I think it's going to be worth it. So, I think about everything in terms of skills.

1:48And I have more or less divorced myself from the words like feelings, psychology, uh intuition, whatever. I've just I've just taken it out of my vocabulary and simp character traits and tried to focus ruthlessly on what are the actions that I can take to become patient. And if you say, "Hey, be patient." What does someone do? Right? They have to figure out what to do in the meantime. That's the definition of patience. If you say, "Hey, be more charismatic."

2:21The problem with that directive is that it's a bundled term. And so I say charismatic, but it what it really means is 12 skills underneath of it that means that when you walk into a room, stand up straight. When you walk into a room, look everyone in the eyes. When you walk into a room, announce yourself. Speak louder. Shake people's hands and look at them while they're talking. When someone talks, nod your head.

2:46If you do all of these 12 behaviors or 15 behaviors, people will begin to describe you as charismatic. And in the path of personal development, we want to become more of these things, but we haven't chunked down the bundled term into the series of behaviors that create the description that people will then call us later.

3:12And I think by breaking things down, then it's not like, "Oh, I'm just not that insert character trait." It's really, "Oh, I have not mastered these 12 skills." And so by doing that, it demystifies >> Much more precise. Exactly. This is from a business perspective also really good for training employees. So like for example, on our team, I was like, Caleb was the first person who did video with me that I ever enjoyed. And so I was like, "Why?" And then somebody else came in and I was like, "I'm not having as much fun in these sessions." And I I'd like to recreate the conditions of success.

3:43And so how can I make it so that I >> Operationalize fun. Exactly. The most Alex Hormozi thing I've ever heard. Hey, hey guys, let's operationalize fun for a moment. And so, we had to But then the This is the part that everyone misses is that you then have to look with a microscope and say, "What are all the little things that Caleb does that other ones other people don't do?" And so, it turned out when he was behind the camera, he would be nodding his head. And if I said a banger line, he would he would stick his thumb out. And so, I'd get these many positive reinforcement loops while I was recording. And then as soon as I was done, he would come over and be like, "Dude, that was fire." And then he would take out his phone and have all of these really interesting follow-ups because I could see that he was actively listening and he had thoughts. And so, then when we retrain the team, we said, "Hey, when Alex is is talking, nod your head slowly so he sees that you're actively listening. If he says something cool, do one of these, give him a thumbs up." And then all of a sudden, my recording sessions without Caleb became as good as my recording sessions with Caleb, and we operationalized Calebism. Right? And so, I could say, "I just need you to be more like Caleb." But that's not helpful to somebody. But if I said, "I need you to do all these things," then I can operationalize that. The reason I'm hitting on this so hard is because this has been such a core change in how I see the world, and it has been so useful in terms of making bending reality to what I would like it to be because there's this huge disconnect between what people want, how they describe what they want, and what it takes for that to occur.

5:09And by by being able to look with detail about the character traits or the things that people who are better than you at a certain thing do, you can then stop being like, "Man, people think I'm a dick." It's like, well, if someone says, "Stop being a dick," not helpful. I mean, good to know that whatever I'm doing is not working, but doesn't give me any active directions. And so, we just try to break down adacquisition.com, but in general and for myself, what are all What is the 18 things that I have to do?" And often times, it's significantly more things, but they're also much easier than you think.

5:48If I just said, "I need you to nod your head while you're going on camera." it's not that complicated to understand. And so, when you break it down that way, all of a sudden it become you wrap your arms around it and you're like, "Oh, so this is what it takes in order for me to be an exceptional videographer. This is what it takes for me to be an exceptional podcaster." I'm sure and we call it like this is why I love living by checklists, but right now, if you were to if I were to say, "Hey, what makes a good podcast?" you'd be like, "Probably about 128 things or more, right?"

6:16But everyone on the outside says, "You're just so you're so natural on camera. You ask such thought-provoking questions. Like, man, you just get the best guests, right?" And you're like, "Sure." >> [laughter] >> And so, this is but the thing is is I think this is the mysticism. This is the unknown that the beginners or the people who are at the very beginning of their path don't understand is that there is no magic. There is no mysticism. There is no spirituality around this.

6:41Everything comes down to behavior. And and by doing that, you can take out all of the the hullabaloo, all of the the voodoo that unfortunately is so prevalent on social media. And so, when you hear the the podcast clips and whatever of people saying you just need to be more this, if they haven't described it by a behavior, it is useless. And so, this has allowed me to also separate signal from noise when I'm consuming content in general or if I want to learn something, I'm immediately thinking, "Well, what does this mean that I have to do?" And if someone can't break it down into the behaviors, then they don't know either.

7:19And they may be very good at the thing, but they may be very bad at teaching it. And being able to separate those two skills because those are skills, too. Being able to transfer a skill is a skill. Will allow you to audit who you're listening to so that you can get the highest return on your effort because then you know that you're doing activities that lead to the the that you want. Real quick, if you're 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 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.

7:59And 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.

8:39You have this big nebulous term of anything, let's call it confidence. And then there's these component parts that confidence is made up of and only by defining those can you actually bring it closer to you. Yeah, I think, you know, in terms of getting people past the paralysis of be confident, like what the [ __ ] does that even mean? Where do I start? What are the component parts of confidence? And yeah, I, you know, breaking down any big thing into small manageable steps is kind of the key to achieving large goals.

9:07Breaking down nebulous concepts into high-resolution, very tangible, very obvious individual skills. I I really like that. I really like that. I think it may be the single source of single's tough, one of the largest correlates to what has worked for me in my life because a lot of this obsession around this and you probably know more about it off camera than people can hear on camera has come from me fundamentally not understanding the world.

9:44And so I put so much effort into trying to understand when people would say do like stop being that way or you're you're really cocky or you're really arrogant and I was like how do I not be that? And are you really distractible? Are you really you know you're scattered. And these are all things that like you know it hurts when you hear these things but you're like okay, but what do I do? And so I would encourage you if you have either negative traits that you're trying to get rid of or positive traits that you're trying to accrue or become more like to simply demystify it by breaking it down into the behaviors and when you do that you'll realize that though there may be many variables in that there are lots of little things that it takes they're usually not nearly as complex as you'd think. And so then you just start looking at it as a checklist and saying okay people think I'm arrogant when I begin my conver begin talking to them about how much money I make. Okay, so I have two options. I can either be around people who like talking about money and don't see it as arrogant or when I'm around people who I think have a high likelihood of that and I care about their opinion for some reason then I won't begin that way. And then all of a sudden fewer and fewer people begin to describe you as arrogant. Now you are still the same but people would describe you less in those terms. And so I'll give you a different example it's completely off the wall here. So one that was really helpful for me was defining love.

11:10And so the problem with the English or all languages is that there's many words that mean the same thing. And so we can look up web you know Webster's dictionary or whatever but if you actually look at the definitions I think most words are actually poorly defined because if you just define them by what someone has to do then most definitions fall short and many of them if you will find online are circular right? But like likingness and loving to me are a continuum. It's not like I like this person, I love this person. Just it just exists on this uh I hate to I really like. Cool.

11:38Now, if I were to say I love you, what does that mean operationally? So, for me I define love by what I'm willing to give up to maintain my relationship with something or someone. And so, by using that definition, I was able to see, "Huh, maybe I don't love my family as much as I thought because I'm actually not willing to give up very much in order to maintain this relationship. And I might actually love my friend or I may love my co-workers a lot more than I love my family if we use the definition of what I'm willing to give up in order to keep it. And then, the more I thought about it, I was like, "Oh, I love my goals more than I love anyone."

12:21I'm not willing to give up my goals in order to maintain a relationship. And so, I actually when I realized this, I sat down with Layla and I was like, "Hey, I think I love my goals more than I love you." How did that go down? Great. Because she was like, "My whole goal in life has been to help you accomplish your goals. And I think the reason that we've had such an aligned relationship is that both of us want to help the other person achieve their goals. And in so doing, then you're aligned and it's like, 'Wow, I I would give up everything to maintain peace of because if Layla is the person on Earth that helps me accomplish my goals more than anyone else and my goals mean more to me than any anything else, Layla is now the conduit between the two. Yeah, she's like inception mind [ __ ] you into Yeah, yeah, yeah.

13:08>> And now, some people get really uncomfortable by me saying that. But It sounds transactional in some ways. And it is and I believe but I believe in transactions in relationships in general. But when we sat like for some reason in marriage, it sounds weird, but on a first date, the first thing you share is these are my goals, this is what I want to do. Like, is that at all interesting to you because if it's not, if you're not aligned with where I'm trying to go, then maybe we shouldn't walk in this path together. But for some reason later that no longer applies. I believe what you apply on first date should also apply on 10 years in. At least that's what's worked for us and if there's ever been a moment where we're like, "Hey, we feel off kilter here.

13:43This feels like it's conflicting with what we are earlier agreement." Then we reconcile it, right? And so I bring this up because there are so many terms like loyalty, trust, and I spend a lot of time trying to define these terms so that I can say not do I trust this person, but how much do I trust this person? This person is honest or not? No, how honest is this person? And the only way that you can know someone is honest if is if they have had the opportunity to lie.

14:10>> Mhm. Where it's not socially where it's not socially socially um beneficial for them. Where they lose status by still being integris and saying what really occurred. And so I have this massive list on my phone. It's got all the all the terms that I refer to frequently. Um but I would encourage you to define them by what behavior you have to do. Have you got your phone on you now? Yeah. Can you pull up uh one and give us a give us a term that you like to look at? I'll give you a fun one. I've tons.

14:38This is fun. What's words? And that's one of the things that uh I appreciate is anybody that spends enough time crafting words and thinking about them precisely ends up having a very accurate view of the world because all of the fluffiness that comes about we we mediate our experience through language. And then well, you've got a shit-eating grin on your face. >> I've just got so many. Okay. Well, what pick pick one of your favorite. I'll do I'll do I'll do two three of them.

15:07Two of them that are unrelated then a different and then a third one. All right. So this will be really good this will this will be nasty for the people who are listening at home. So learning means same condition, new behavior. So, phone rings, you answer the phone, you say ABC. I say, "Cool.

15:30Read this script instead that says DEF." Phone rings, same condition, you say DEF, you have learned. Same condition, new behavior. Intelligence is rate of learning. It's speed. It's a measurement of speed. And so, it means how many times do you need to exposed to the same condition in order to change your behavior? If I teach someone something, that script, and then on the first try they say DEF, and someone else it takes five tries for them to say DEF, they are not as intelligent as the first person. Here's why this is interesting.

16:06Every person who's listening to this right now has listened to a thousand [ __ ] podcasts, and they're in the exact same condition, and yet they have not changed their behavior, which means one, they have not learned, and two, they are dumb. Which also means that if you can control your behavior, you can also control how intelligent you are. And so, if you want to be a smart cookie, then it means that you just decrease the amount of times that you do not change your behavior under the same conditions. And so, when I think about this, when I teach my team, when I teach anyone, I think in these conditions, and so, every time you watch or you consume a piece of content or you read a book, if you think, "What behavior am going am I going to change as a result of this?"

16:46If the answer is nothing, you wasted your time, and you pretended to be learning, but you were really entertaining yourself. And so, that frame has been incredibly helpful for me to speed up how quickly I take action because I don't want to be a dodo bird. So, that's two two different ones, learning and intelligence. One that I've been thinking a lot about with Dr. K and I, we go back and forth, is motivation.

17:15So, I'll tell you a story and then I'll I'll bring it up I'll bring it around. So, I had a I was at an event and a young lady said, "Alex, can you just give me 60 seconds of motivation?" And of course, it's like, you know, dance monkey dance. And so, I I you know, I took a deep breath and I was like, "Define motivation." And you know, she just like melted. She had no idea, right? I was like, "So, you're you want me to answer a question or make a statement about something that you can't even define. And so, how would you have any idea of whether or not I actually did it?"

17:52And so, then I probably gave her the answer she really wanted, which was let me define motivation for you. So, motivation is the equal opposite of deprivation. So, we are we are most motivated when we are deprived of something. I'm most motivated to sleep when I'm sleep deprived. I'm most motivated to eat when I'm deprived of food. I'm most motivated to have sex when I haven't had sex in a while. Now, that logic carries for physiological needs.

18:18But then you want to get into psychological things or or intangible constructs. So, like let's think about money. By that same logic, you'd think, "Oh, poor people should be more motivated because they're deprived of money." But that we don't see that in reality. Many poor people are not that motivated. So, it would then follow and I've seen some incredibly rich people who are wildly hungry for money. And so, then it would follow that the deprivation comes from our reference point because money's intangible. And so, it's how much do we perceive our deprivation around money?

18:49And so, if all of my friends are billionaires and I'm worth a hundred million dollars, then I have a nine hundred million dollar deficit that I have to come up. I'm nine hundred million dollars poorer than the person who just is at five thousand a month who wants to make ten thousand dollars a month. I'm more motivated to make money than they are because I'm more deprived of it. And so, in thinking about this, I then think, "Okay, what am I deprived of?"

19:16That motivates me to go get it. And also, when I want to try and judge the behavior of others or predict their behavior, I think, "What things are they deprived of?" Because they'll have a much stronger predictive power than trying to say, "How do I motivate this person?" Look at what they lack. It's a much more accurate way to predict the things that people are going to chase after.

19:42>> Operationalized. What do they do? 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 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.