Latest / Clinician to CEO : Export Your Medical Device With Confidence By Overcoming Go To Market Roadblocks For Medtech Growth / #201 | Why Most MedTech Companies Stay Busy But Never Grow (For Clinicians Trying to Export)

Transcript

#201 | Why Most MedTech Companies Stay Busy But Never Grow (For Clinicians Trying to Export) · Clinician to CEO : Export Your Medical Device With Confidence By Overcoming Go To Market Roadblocks For Medtech Growth

• 0:00
  Hakeem: So
• 0:00
  Hakeem: today,
• 0:00
  Hakeem: you'll
• 0:01
  Hakeem: learn
• 0:01
  Hakeem: the
• 0:01
  Hakeem: difference
• 0:01
  Hakeem: between
• 0:02
  Hakeem: strategy,
• 0:02
  Hakeem: planning,
• 0:03
  Hakeem: and
• 0:03
  Hakeem: execution,
• 0:04
  Hakeem: and
• 0:04
  Hakeem: why
• 0:04
  Hakeem: confusing
• 0:05
  Hakeem: the
• 0:05
  Hakeem: three
• 0:06
  Hakeem: is
• 0:06
  Hakeem: one
• 0:06
  Hakeem: of
• 0:06
  Hakeem: the
• 0:06
  Hakeem: biggest
• 0:07
  Hakeem: reasons
• 0:07
  Hakeem: why
• 0:08
  Hakeem: med
• 0:08
  Hakeem: tech
• 0:08
  Hakeem: companies
• 0:09
  Hakeem: struggle
• 0:09
  Hakeem: to
• 0:10
  Hakeem: grow.
• 0:10
  Welcome
• 0:11
  to
• 0:11
  Clinician
• 0:11
  to
• 0:12
  CEO,
• 0:13
  the
• 0:13
  podcast
• 0:13
  helping
• 0:14
  clinicians
• 0:14
  simplify
• 0:15
  your
• 0:15
  go
• 0:15
  to
• 0:16
  market
• 0:16
  strategy
• 0:17
  so
• 0:17
  that
• 0:17
  you
• 0:17
  can
• 0:17
  stop
• 0:17
  guessing
• 0:18
  and
• 0:19
  turn
• 0:19
  your
• 0:19
  working
• 0:20
  prototypes
• 0:20
  into
• 0:21
  international
• 0:21
  MedTech
• 0:22
  businesses.
• 0:22
  i'm
• 0:23
  your
• 0:23
  host,
• 0:23
  Hakeem
• 0:23
  Aade.
• 0:24
  Let's
• 0:25
  get
• 0:25
  started.
• 0:26
  Hakeem: Three
• 0:26
  Hakeem: things
• 0:26
  Hakeem: that
• 0:26
  Hakeem: you're
• 0:27
  Hakeem: gonna
• 0:27
  Hakeem: discover
• 0:27
  Hakeem: in
• 0:28
  Hakeem: this
• 0:28
  Hakeem: episode
• 0:29
  Hakeem: is,
• 0:29
  Hakeem: number
• 0:29
  Hakeem: one,
• 0:29
  Hakeem: why
• 0:30
  Hakeem: being
• 0:30
  Hakeem: busy
• 0:30
  Hakeem: isn't
• 0:31
  Hakeem: the
• 0:31
  Hakeem: same
• 0:31
  Hakeem: as
• 0:31
  Hakeem: making
• 0:31
  Hakeem: progress.
• 0:32
  Hakeem: Number
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  Hakeem: two,
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  Hakeem: the
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  Hakeem: difference
• 0:33
  Hakeem: between
• 0:34
  Hakeem: strategy,
• 0:34
  Hakeem: planning,
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  Hakeem: and
• 0:35
  Hakeem: execution.
• 0:36
  Hakeem: And
• 0:36
  Hakeem: number
• 0:36
  Hakeem: three,
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  Hakeem: a
• 0:37
  Hakeem: practical
• 0:38
  Hakeem: framework
• 0:38
  Hakeem: that
• 0:38
  Hakeem: you
• 0:38
  Hakeem: can
• 0:39
  Hakeem: use
• 0:39
  Hakeem: to
• 0:39
  Hakeem: turn
• 0:39
  Hakeem: a
• 0:39
  Hakeem: business
• 0:40
  Hakeem: challenge
• 0:40
  Hakeem: into
• 0:40
  Hakeem: meaningful
• 0:41
  Hakeem: action
• 0:42
  Hakeem: so
• 0:42
  Hakeem: Have
• 0:43
  Hakeem: you
• 0:43
  Hakeem: ever
• 0:43
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• 0:43
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• 0:43
  Hakeem: end
• 0:43
  Hakeem: of
• 0:43
  Hakeem: the
• 0:44
  Hakeem: week
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  Hakeem: and
• 0:44
  Hakeem: thought
• 0:44
  Hakeem: to
• 0:44
  Hakeem: yourself,
• 0:45
  Hakeem: "I
• 0:45
  Hakeem: haven't
• 0:45
  Hakeem: stopped
• 0:46
  Hakeem: all
• 0:46
  Hakeem: week,
• 0:46
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• 0:47
  Hakeem: I'm
• 0:47
  Hakeem: not
• 0:47
  Hakeem: sure
• 0:48
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• 0:48
  Hakeem: I've
• 0:48
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• 0:49
  Hakeem: moved
• 0:49
  Hakeem: forward"?
• 0:50
  Hakeem: 'Cause
• 0:50
  Hakeem: I
• 0:50
  Hakeem: know
• 0:50
  Hakeem: I
• 0:50
  Hakeem: definitely
• 0:51
  Hakeem: have,
• 0:51
  Hakeem: and
• 0:51
  Hakeem: I
• 0:51
  Hakeem: know
• 0:51
  Hakeem: I've
• 0:51
  Hakeem: seen
• 0:51
  Hakeem: lots
• 0:52
  Hakeem: of
• 0:52
  Hakeem: other
• 0:52
  Hakeem: companies
• 0:53
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• 0:53
  Hakeem: that
• 0:53
  Hakeem: same
• 0:53
  Hakeem: position.
• 0:54
  Hakeem: Because
• 0:55
  Hakeem: you
• 0:55
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• 0:55
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• 0:55
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• 0:55
  Hakeem: lots
• 0:55
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• 0:56
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• 0:56
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• 0:56
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• 0:56
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• 0:56
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• 0:57
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• 0:57
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• 0:57
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• 0:57
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• 0:58
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• 0:58
  Hakeem: with
• 0:58
  Hakeem: distributors,
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  Hakeem: worked
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  Hakeem: on
• 0:59
  Hakeem: the
• 0:59
  Hakeem: website,
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  Hakeem: reviewed
• 1:00
  Hakeem: marketing,
• 1:01
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  Hakeem: investors,
• 1:02
  Hakeem: attended
• 1:03
  Hakeem: events,
• 1:03
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• 1:04
  Hakeem: all
• 1:04
  Hakeem: the
• 1:04
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• 1:05
  Hakeem: Maybe
• 1:06
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• 1:06
  Hakeem: even
• 1:06
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• 1:07
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• 1:07
  Hakeem: the
• 1:07
  Hakeem: weekend.
• 1:07
  Hakeem: That's
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• 1:08
  Hakeem: unusual,
• 1:08
  Hakeem: is
• 1:08
  Hakeem: it?
• 1:08
  Hakeem: I
• 1:08
  Hakeem: think
• 1:09
  Hakeem: you
• 1:09
  Hakeem: all
• 1:09
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• 1:09
  Hakeem: that.
• 1:10
  Hakeem: Yet
• 1:10
  Hakeem: if
• 1:10
  Hakeem: somebody
• 1:10
  Hakeem: asked
• 1:11
  Hakeem: you,
• 1:11
  Hakeem: what's
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  Hakeem: the
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  Hakeem: biggest
• 1:12
  Hakeem: single
• 1:12
  Hakeem: thing
• 1:12
  Hakeem: holding
• 1:13
  Hakeem: your
• 1:13
  Hakeem: business
• 1:13
  Hakeem: back
• 1:13
  Hakeem: right
• 1:14
  Hakeem: now?
• 1:14
  Hakeem: Would
• 1:14
  Hakeem: you
• 1:14
  Hakeem: have
• 1:14
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• 1:15
  Hakeem: answer?
• 1:15
  Hakeem: And
• 1:15
  Hakeem: if
• 1:15
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• 1:16
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• 1:16
  Hakeem: would
• 1:16
  Hakeem: you
• 1:16
  Hakeem: have
• 1:17
  Hakeem: a
• 1:17
  Hakeem: clear
• 1:17
  Hakeem: answer
• 1:18
  Hakeem: or
• 1:18
  Hakeem: would
• 1:18
  Hakeem: you
• 1:18
  Hakeem: have
• 1:19
  Hakeem: five
• 1:19
  Hakeem: because
• 1:19
  Hakeem: you're
• 1:19
  Hakeem: juggling
• 1:20
  Hakeem: so
• 1:20
  Hakeem: many
• 1:20
  Hakeem: things?
• 1:21
  Hakeem: Now,
• 1:21
  Hakeem: if
• 1:21
  Hakeem: that
• 1:21
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• 1:22
  Hakeem: familiar,
• 1:22
  Hakeem: 'cause
• 1:22
  Hakeem: I
• 1:22
  Hakeem: know
• 1:22
  Hakeem: it
• 1:23
  Hakeem: definitely
• 1:23
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• 1:23
  Hakeem: to
• 1:23
  Hakeem: me,
• 1:24
  Hakeem: today's
• 1:24
  Hakeem: episode
• 1:25
  Hakeem: is
• 1:26
  Hakeem: for
• 1:26
  Hakeem: you.
• 1:26
  Hakeem: Because
• 1:27
  Hakeem: in
• 1:27
  Hakeem: my
• 1:27
  Hakeem: experience,
• 1:28
  Hakeem: the
• 1:28
  Hakeem: reason
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  Hakeem: many
• 1:29
  Hakeem: businesses
• 1:29
  Hakeem: feel
• 1:30
  Hakeem: stuck
• 1:30
  Hakeem: isn't
• 1:30
  Hakeem: because
• 1:31
  Hakeem: they're
• 1:31
  Hakeem: not
• 1:31
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• 1:31
  Hakeem: hard,
• 1:32
  Hakeem: it's
• 1:32
  Hakeem: because
• 1:32
  Hakeem: they've
• 1:32
  Hakeem: confused
• 1:33
  Hakeem: activity,
• 1:34
  Hakeem: planning,
• 1:34
  Hakeem: and
• 1:34
  Hakeem: execution
• 1:35
  Hakeem: with
• 1:36
  Hakeem: strategy.
• 1:36
  Hakeem: And
• 1:37
  Hakeem: when
• 1:37
  Hakeem: that
• 1:37
  Hakeem: happens,
• 1:37
  Hakeem: people
• 1:38
  Hakeem: get
• 1:38
  Hakeem: busy.
• 1:39
  Hakeem: Very
• 1:39
  Hakeem: busy.
• 1:40
  Hakeem: But
• 1:40
  Hakeem: they
• 1:40
  Hakeem: don't
• 1:40
  Hakeem: necessarily
• 1:41
  Hakeem: move
• 1:41
  Hakeem: forward.
• 1:42
  Hakeem: So
• 1:42
  Hakeem: today,
• 1:42
  Hakeem: I
• 1:42
  Hakeem: wanna
• 1:43
  Hakeem: show
• 1:43
  Hakeem: you
• 1:43
  Hakeem: a
• 1:43
  Hakeem: simple
• 1:44
  Hakeem: four-step
• 1:44
  Hakeem: framework
• 1:45
  Hakeem: that
• 1:45
  Hakeem: will
• 1:45
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• 1:46
  Hakeem: you
• 1:46
  Hakeem: separate
• 1:46
  Hakeem: strategy
• 1:47
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• 1:47
  Hakeem: planning
• 1:48
  Hakeem: and
• 1:48
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• 1:49
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• 1:49
  Hakeem: execution
• 1:50
  Hakeem: So
• 1:50
  Hakeem: step
• 1:50
  Hakeem: one
• 1:50
  Hakeem: is
• 1:51
  Hakeem: understanding
• 1:51
  Hakeem: the
• 1:52
  Hakeem: problem.
• 1:52
  Hakeem: before
• 1:53
  Hakeem: you
• 1:53
  Hakeem: can
• 1:53
  Hakeem: have
• 1:54
  Hakeem: any
• 1:54
  Hakeem: kind
• 1:54
  Hakeem: of
• 1:54
  Hakeem: strategy,
• 1:55
  Hakeem: you
• 1:55
  Hakeem: need
• 1:56
  Hakeem: to
• 1:56
  Hakeem: understand
• 1:57
  Hakeem: the
• 1:57
  Hakeem: problem
• 1:57
  Hakeem: you're
• 1:57
  Hakeem: trying
• 1:58
  Hakeem: to
• 1:58
  Hakeem: solve.
• 1:58
  Hakeem: And
• 1:58
  Hakeem: I
• 1:58
  Hakeem: know
• 1:58
  Hakeem: it
• 1:58
  Hakeem: sounds
• 1:59
  Hakeem: very
• 1:59
  Hakeem: obvious,
• 2:00
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• 2:00
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• 2:00
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• 2:01
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• 2:01
  Hakeem: often
• 2:02
  Hakeem: the
• 2:02
  Hakeem: obvious
• 2:03
  Hakeem: isn't
• 2:03
  Hakeem: implemented
• 2:04
  Hakeem: and
• 2:04
  Hakeem: how
• 2:04
  Hakeem: many
• 2:04
  Hakeem: businesses
• 2:05
  Hakeem: skip
• 2:05
  Hakeem: this
• 2:05
  Hakeem: step
• 2:06
  Hakeem: because
• 2:06
  Hakeem: instead
• 2:07
  Hakeem: they
• 2:08
  Hakeem: identify
• 2:08
  Hakeem: what
• 2:08
  Hakeem: they
• 2:08
  Hakeem: think
• 2:08
  Hakeem: is
• 2:09
  Hakeem: a
• 2:09
  Hakeem: problem,
• 2:09
  Hakeem: and
• 2:09
  Hakeem: they
• 2:09
  Hakeem: just
• 2:10
  Hakeem: jump
• 2:10
  Hakeem: straight
• 2:10
  Hakeem: into
• 2:10
  Hakeem: solutions.
• 2:11
  Hakeem: We
• 2:11
  Hakeem: need
• 2:11
  Hakeem: more
• 2:11
  Hakeem: distributors,
• 2:12
  Hakeem: salespeople,
• 2:13
  Hakeem: marketing,
• 2:14
  Hakeem: more
• 2:14
  Hakeem: awareness,
• 2:15
  Hakeem: and
• 2:15
  Hakeem: they
• 2:15
  Hakeem: may
• 2:15
  Hakeem: or
• 2:16
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• 2:16
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• 2:16
  Hakeem: be
• 2:16
  Hakeem: correct.
• 2:17
  Hakeem: So
• 2:17
  Hakeem: before
• 2:18
  Hakeem: we
• 2:18
  Hakeem: go
• 2:18
  Hakeem: any
• 2:18
  Hakeem: further,
• 2:18
  Hakeem: I
• 2:18
  Hakeem: have
• 2:19
  Hakeem: a
• 2:19
  Hakeem: challenge
• 2:19
  Hakeem: for
• 2:19
  Hakeem: you.
• 2:20
  Hakeem: What
• 2:20
  Hakeem: I
• 2:20
  Hakeem: want
• 2:20
  Hakeem: you
• 2:20
  Hakeem: to
• 2:20
  Hakeem: do
• 2:21
  Hakeem: is
• 2:21
  Hakeem: write
• 2:21
  Hakeem: down
• 2:22
  Hakeem: the
• 2:22
  Hakeem: three
• 2:23
  Hakeem: biggest
• 2:23
  Hakeem: obstacles
• 2:24
  Hakeem: stopping
• 2:24
  Hakeem: your
• 2:24
  Hakeem: business
• 2:25
  Hakeem: from
• 2:25
  Hakeem: growing.
• 2:26
  Hakeem: So
• 2:26
  Hakeem: maybe
• 2:27
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• 2:27
  Hakeem: slow
• 2:27
  Hakeem: adoption,
• 2:27
  Hakeem: poor
• 2:28
  Hakeem: distributor
• 2:29
  Hakeem: performance,
• 2:29
  Hakeem: or
• 2:30
  Hakeem: lack
• 2:30
  Hakeem: of
• 2:30
  Hakeem: clinical
• 2:30
  Hakeem: evidence,
• 2:31
  Hakeem: or,
• 2:31
  Hakeem: I'm
• 2:31
  Hakeem: just
• 2:31
  Hakeem: throwing
• 2:32
  Hakeem: out
• 2:32
  Hakeem: some
• 2:32
  Hakeem: things
• 2:32
  Hakeem: here.
• 2:32
  Hakeem: It
• 2:33
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• 2:33
  Hakeem: be
• 2:33
  Hakeem: funding,
• 2:33
  Hakeem: it
• 2:33
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• 2:34
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• 2:34
  Hakeem: limited
• 2:34
  Hakeem: sales,
• 2:34
  Hakeem: it
• 2:34
  Hakeem: may
• 2:35
  Hakeem: be
• 2:35
  Hakeem: difficulty
• 2:35
  Hakeem: accessing
• 2:36
  Hakeem: decision
• 2:36
  Hakeem: makers.,
• 2:37
  Hakeem: So
• 2:37
  Hakeem: once
• 2:37
  Hakeem: you've
• 2:37
  Hakeem: written
• 2:38
  Hakeem: down
• 2:38
  Hakeem: what
• 2:38
  Hakeem: you
• 2:39
  Hakeem: think
• 2:39
  Hakeem: are
• 2:39
  Hakeem: the
• 2:39
  Hakeem: three
• 2:39
  Hakeem: biggest
• 2:40
  Hakeem: obstacles
• 2:40
  Hakeem: stopping
• 2:40
  Hakeem: your
• 2:41
  Hakeem: business
• 2:41
  Hakeem: from
• 2:41
  Hakeem: growing,
• 2:41
  Hakeem: then
• 2:42
  Hakeem: I
• 2:42
  Hakeem: want
• 2:42
  Hakeem: you
• 2:42
  Hakeem: to
• 2:42
  Hakeem: circle
• 2:43
  Hakeem: the
• 2:43
  Hakeem: one
• 2:43
  Hakeem: you
• 2:43
  Hakeem: believe
• 2:44
  Hakeem: is
• 2:44
  Hakeem: having
• 2:44
  Hakeem: the
• 2:44
  Hakeem: biggest
• 2:45
  Hakeem: impact
• 2:45
  Hakeem: on
• 2:46
  Hakeem: the
• 2:46
  Hakeem: business
• 2:47
  Hakeem: right
• 2:47
  Hakeem: now.
• 2:47
  Hakeem: So
• 2:48
  Hakeem: here's
• 2:48
  Hakeem: the
• 2:48
  Hakeem: important
• 2:48
  Hakeem: point.
• 2:49
  Hakeem: The
• 2:49
  Hakeem: challenge
• 2:49
  Hakeem: you've
• 2:49
  Hakeem: circled,
• 2:50
  Hakeem: is
• 2:51
  Hakeem: often
• 2:51
  Hakeem: not
• 2:51
  Hakeem: the
• 2:51
  Hakeem: full
• 2:51
  Hakeem: story.
• 2:52
  Hakeem: Doesn't
• 2:52
  Hakeem: mean
• 2:52
  Hakeem: it's
• 2:52
  Hakeem: wrong,
• 2:53
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• 2:54
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• 2:54
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• 2:54
  Hakeem: well
• 2:55
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• 2:55
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• 2:55
  Hakeem: because
• 2:56
  Hakeem: what
• 2:56
  Hakeem: you're
• 2:57
  Hakeem: usually
• 2:57
  Hakeem: describing,
• 2:58
  Hakeem: and
• 2:58
  Hakeem: I
• 2:58
  Hakeem: can't
• 2:58
  Hakeem: see
• 2:59
  Hakeem: your
• 2:59
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• 2:59
  Hakeem: of
• 2:59
  Hakeem: paper,
• 2:59
  Hakeem: but
• 2:59
  Hakeem: what
• 3:00
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• 3:00
  Hakeem: usually
• 3:00
  Hakeem: describing
• 3:01
  Hakeem: is
• 3:01
  Hakeem: a
• 3:01
  Hakeem: symptom
• 3:02
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• 3:02
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• 3:02
  Hakeem: the
• 3:02
  Hakeem: cause.
• 3:03
  Hakeem: So
• 3:03
  Hakeem: for
• 3:03
  Hakeem: example,
• 3:04
  Hakeem: when
• 3:04
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• 3:04
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• 3:05
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• 3:05
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• 3:05
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• 3:06
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• 3:06
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• 3:06
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• 3:10
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• 3:11
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• 3:11
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• 3:12
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• 3:12
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• 3:12
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• 3:13
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• 3:13
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• 3:14
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• 3:14
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• 3:14
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• 3:15
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• 3:15
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• 3:15
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• 3:16
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• 3:17
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• 3:20
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• 3:21
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• 3:21
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• 3:22
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• 3:23
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• 3:27
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• 3:31
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• 3:32
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• 3:33
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• 3:33
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• 3:34
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• 3:37
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• 3:37
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• 3:38
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• 3:39
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• 3:41
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• 3:49
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• 3:55
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• 3:55
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• 3:56
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• 3:57
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• 3:59
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• 4:00
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• 4:00
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• 4:01
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• 4:01
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• 4:08
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• 4:08
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• 4:09
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• 4:09
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• 4:10
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• 4:12
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• 4:13
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• 4:15
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• 4:15
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• 4:17
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• 4:18
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• 4:21
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• 4:21
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• 4:25
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• 4:25
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• 4:26
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• 4:27
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• 4:27
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• 4:27
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• 4:28
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• 4:29
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• 4:33
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• 4:34
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• 4:34
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• 4:35
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• 4:38
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• 4:42
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• 4:42
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• 4:43
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• 4:55
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• 4:56
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• 4:56
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• 4:58
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• 4:58
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• 4:58
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• 4:58
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• 4:58
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• 4:59
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• 4:59
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• 5:00
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• 5:01
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• 5:02
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• 5:02
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• 5:03
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• 5:03
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• 5:04
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• 5:04
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• 5:04
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• 5:04
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• 5:05
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• 5:05
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• 5:06
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• 5:06
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• 5:07
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• 5:07
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• 5:08
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• 5:08
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• 5:08
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• 5:09
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• 5:09
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• 5:10
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• 5:10
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• 5:10
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• 5:11
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• 5:11
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• 5:11
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• 5:11
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• 5:11
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• 5:12
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• 5:12
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• 5:12
  Hakeem: creating
• 5:13
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• 5:14
  Hakeem: strategy
• 5:14
  And
• 5:14
  this
• 5:14
  is
• 5:15
  where
• 5:15
  a
• 5:15
  lot
• 5:15
  of
• 5:15
  businesses
• 5:16
  get
• 5:16
  confused
• 5:17
  because
• 5:17
  they
• 5:18
  think
• 5:18
  that
• 5:18
  having
• 5:18
  a
• 5:18
  business
• 5:19
  plan
• 5:19
  is
• 5:20
  a
• 5:20
  strategy,
• 5:20
  and
• 5:20
  it's
• 5:20
  not.
• 5:21
  A
• 5:21
  strategy
• 5:22
  isn't
• 5:22
  a
• 5:22
  forecast,
• 5:23
  a
• 5:23
  strategy
• 5:23
  isn't
• 5:24
  a
• 5:24
  list
• 5:24
  of
• 5:24
  activity.
• 5:24
  The
• 5:25
  strategy,
• 5:25
  in
• 5:26
  my
• 5:26
  humble
• 5:26
  opinion,
• 5:27
  is
• 5:27
  a
• 5:27
  set
• 5:28
  of
• 5:28
  choices.
• 5:29
  It's
• 5:29
  a
• 5:29
  decision
• 5:30
  about
• 5:30
  where
• 5:31
  you're
• 5:31
  going
• 5:31
  focus
• 5:32
  and
• 5:32
  how
• 5:33
  you're
• 5:33
  going
• 5:33
  to
• 5:33
  win.
• 5:34
  So
• 5:34
  in
• 5:35
  simple
• 5:35
  terms,
• 5:35
  'cause
• 5:35
  I'm
• 5:35
  a
• 5:35
  simple
• 5:36
  guy,
• 5:36
  strategy
• 5:37
  answers
• 5:38
  the
• 5:38
  following
• 5:38
  question:
• 5:40
  Given
• 5:40
  the
• 5:40
  challenges
• 5:40
  that
• 5:41
  we
• 5:41
  face,
• 5:42
  where
• 5:42
  are
• 5:42
  we
• 5:42
  going
• 5:43
  to
• 5:43
  focus
• 5:43
  and
• 5:44
  how
• 5:44
  are
• 5:44
  we
• 5:44
  gonna
• 5:44
  solve
• 5:45
  it?
• 5:45
  So
• 5:46
  let's
• 5:46
  go
• 5:46
  back
• 5:46
  to
• 5:46
  our
• 5:47
  distributor
• 5:47
  example
• 5:47
  that
• 5:48
  just
• 5:48
  came
• 5:48
  in
• 5:48
  step
• 5:48
  one.
• 5:49
  And
• 5:49
  as
• 5:49
  we
• 5:49
  said,
• 5:50
  your
• 5:50
  five
• 5:50
  why
• 5:51
  is
• 5:51
  this
• 5:52
  happening
• 5:52
  questions
• 5:52
  reveal
• 5:53
  that
• 5:53
  the
• 5:53
  real
• 5:53
  issue
• 5:54
  isn't
• 5:54
  distributor
• 5:55
  performance,
• 5:56
  it's
• 5:56
  weak
• 5:56
  distributor
• 5:57
  onboarding.
• 5:58
  So
• 5:58
  ask
• 5:58
  yourself,
• 5:59
  how
• 6:00
  are
• 6:00
  you
• 6:00
  gonna
• 6:00
  solve
• 6:01
  that?
• 6:01
  And
• 6:01
  you
• 6:01
  might
• 6:02
  decide
• 6:02
  that
• 6:02
  you
• 6:02
  believe
• 6:03
  the
• 6:03
  fastest
• 6:04
  way
• 6:04
  to
• 6:04
  improve
• 6:04
  distributor
• 6:05
  performance
• 6:06
  is
• 6:06
  to
• 6:06
  focus
• 6:06
  our
• 6:07
  resources
• 6:08
  on
• 6:08
  developing
• 6:08
  three
• 6:09
  strategic
• 6:09
  distributors
• 6:10
  and
• 6:10
  building
• 6:11
  a
• 6:11
  world-class
• 6:12
  onboarding
• 6:12
  program
• 6:13
  rather
• 6:13
  than
• 6:14
  recruiting
• 6:14
  10
• 6:15
  more
• 6:15
  distributors.
• 6:16
  Now
• 6:16
  that's
• 6:16
  a
• 6:16
  strategy,
• 6:17
  and
• 6:17
  you
• 6:17
  might
• 6:17
  ask
• 6:17
  yourself,
• 6:18
  "Okay,
• 6:18
  so
• 6:18
  why
• 6:18
  is
• 6:18
  that
• 6:19
  a
• 6:19
  strategy?"
• 6:19
  Because
• 6:20
  you
• 6:20
  made
• 6:20
  the
• 6:20
  choice.
• 6:21
  You've
• 6:21
  decided
• 6:22
  where
• 6:22
  you're
• 6:22
  gonna
• 6:23
  focus,
• 6:23
  i.e.,
• 6:24
  on,
• 6:24
  building
• 6:24
  three
• 6:25
  world-class
• 6:26
  distributors.
• 6:27
  But
• 6:27
  just
• 6:28
  as
• 6:28
  importantly,
• 6:29
  you've
• 6:29
  decided
• 6:29
  what
• 6:29
  you're
• 6:29
  not
• 6:30
  gonna
• 6:30
  focus
• 6:30
  on,
• 6:30
  i.e.,
• 6:31
  you're
• 6:31
  not
• 6:31
  gonna
• 6:31
  focus
• 6:31
  on
• 6:32
  recruiting
• 6:32
  more
• 6:32
  distributors
• 6:33
  and
• 6:33
  having
• 6:33
  lots
• 6:33
  and
• 6:33
  lots
• 6:34
  of
• 6:34
  distributors.
• 6:35
  Now,
• 6:35
  most
• 6:35
  businesses
• 6:36
  don't
• 6:37
  lack
• 6:37
  opportunities.
• 6:38
  What
• 6:38
  they
• 6:38
  do
• 6:38
  lack
• 6:39
  is
• 6:39
  focus,
• 6:40
  and
• 6:40
  that's
• 6:40
  why
• 6:41
  so
• 6:41
  many
• 6:41
  businesses,
• 6:42
  as
• 6:42
  we
• 6:42
  said
• 6:42
  right
• 6:43
  at
• 6:43
  the
• 6:43
  outset,
• 6:43
  feel
• 6:43
  busy
• 6:44
  but
• 6:45
  don't
• 6:45
  feel
• 6:45
  they're
• 6:45
  making
• 6:46
  progress
• 6:46
  because
• 6:47
  they're
• 6:47
  not
• 6:48
  making
• 6:48
  the
• 6:48
  choices
• 6:49
  that
• 6:49
  give
• 6:49
  them
• 6:49
  the
• 6:50
  focus
• 6:50
  to
• 6:50
  deliver
• 6:51
  that
• 6:51
  progress
• 6:52
  And
• 6:52
  what
• 6:52
  strategy
• 6:53
  does
• 6:54
  is
• 6:54
  it
• 6:54
  helps
• 6:54
  you
• 6:54
  decide
• 6:55
  what
• 6:55
  matters
• 6:56
  most.
• 6:56
  So
• 6:57
  now
• 6:57
  over
• 6:58
  to
• 6:58
  you,
• 6:58
  a
• 6:58
  bit
• 6:58
  of
• 6:58
  work.
• 6:59
  Complete
• 6:59
  these
• 7:00
  two
• 7:00
  sentences.
• 7:01
  Number
• 7:01
  one,
• 7:02
  to
• 7:02
  solve
• 7:02
  this
• 7:02
  challenge,
• 7:03
  we
• 7:04
  will
• 7:04
  focus
• 7:04
  on
• 7:05
  Dot,
• 7:05
  dot,
• 7:05
  dot.
• 7:05
  And
• 7:06
  obviously
• 7:06
  fill
• 7:06
  in
• 7:06
  the
• 7:06
  blanks.
• 7:07
  And
• 7:07
  then
• 7:08
  number
• 7:08
  two,
• 7:09
  to
• 7:09
  make
• 7:09
  that
• 7:10
  happen,
• 7:11
  we
• 7:11
  will
• 7:11
  stop
• 7:11
  focusing
• 7:12
  on
• 7:12
  Dot,
• 7:13
  dot,
• 7:13
  dot.
• 7:13
  And
• 7:13
  you
• 7:14
  fill
• 7:14
  in
• 7:14
  the
• 7:14
  blanks
• 7:15
  'cause
• 7:15
  I'm
• 7:15
  hoping
• 7:15
  that
• 7:15
  you're
• 7:15
  coming
• 7:16
  along
• 7:16
  with
• 7:16
  me,
• 7:16
  and
• 7:16
  you're
• 7:17
  doing
• 7:17
  this
• 7:17
  as
• 7:17
  you
• 7:17
  go
• 7:17
  along.
• 7:18
  Now
• 7:19
  keep
• 7:19
  it
• 7:19
  simple.
• 7:20
  One
• 7:20
  clear
• 7:21
  choice,
• 7:22
  one
• 7:22
  clear
• 7:22
  direction.
• 7:23
  And
• 7:23
  if
• 7:23
  you
• 7:23
  can't
• 7:24
  explain
• 7:25
  that
• 7:25
  strategy
• 7:25
  that
• 7:25
  comes
• 7:26
  out
• 7:26
  of
• 7:26
  that
• 7:26
  in
• 7:26
  one
• 7:26
  or
• 7:27
  two
• 7:27
  sentences,
• 7:28
  then
• 7:28
  it's
• 7:28
  not
• 7:28
  a
• 7:28
  strategy
• 7:29
  yet.
• 7:30
  So
• 7:30
  you
• 7:30
  need
• 7:30
  to
• 7:30
  go
• 7:30
  back
• 7:30
  to
• 7:31
  it.
• 7:31
  Until
• 7:31
  you
• 7:31
  can
• 7:32
  explain
• 7:32
  it
• 7:32
  clearly
• 7:33
  in
• 7:33
  one
• 7:34
  or
• 7:34
  two
• 7:34
  sentences
• 7:34
  like
• 7:35
  I
• 7:35
  did
• 7:35
  when
• 7:35
  I
• 7:35
  was
• 7:35
  talking
• 7:36
  about
• 7:37
  the
• 7:37
  focusing
• 7:38
  on
• 7:38
  developing
• 7:39
  three
• 7:39
  strategic
• 7:40
  distributors.
• 7:41
  So
• 7:41
  that's
• 7:41
  step
• 7:41
  two,
• 7:42
  define
• 7:42
  a
• 7:42
  strategy
• 7:43
  which
• 7:44
  gives
• 7:44
  you
• 7:45
  focus
• 7:46
  and
• 7:46
  forces
• 7:47
  you
• 7:47
  to
• 7:47
  make
• 7:47
  decisions
• 7:48
  on
• 7:48
  what
• 7:48
  to
• 7:48
  do
• 7:48
  and
• 7:49
  more
• 7:49
  importantly,
• 7:50
  what
• 7:50
  not
• 7:50
  to
• 7:50
  do
• 7:51
  So
• 7:51
  now
• 7:51
  onto
• 7:52
  step
• 7:52
  three.
• 7:53
  We
• 7:53
  wanna
• 7:53
  turn
• 7:54
  the
• 7:54
  strategy
• 7:55
  into
• 7:56
  a
• 7:56
  plan
• 7:56
  And
• 7:56
  this
• 7:57
  is
• 7:57
  a
• 7:57
  really
• 7:57
  interesting
• 7:58
  one
• 7:58
  because
• 7:59
  I
• 7:59
  see
• 7:59
  lots
• 7:59
  of
• 7:59
  businesses
• 8:01
  getting
• 8:01
  strategy
• 8:02
  and
• 8:02
  plan
• 8:03
  mixed
• 8:03
  up
• 8:03
  the
• 8:04
  strategy
• 8:04
  is
• 8:05
  the
• 8:05
  choice
• 8:05
  that
• 8:05
  we've
• 8:05
  just
• 8:06
  discussed,
• 8:06
  and
• 8:07
  the
• 8:07
  plan
• 8:07
  is
• 8:07
  how
• 8:07
  you
• 8:08
  deliver
• 8:08
  it.
• 8:08
  So
• 8:09
  let's
• 8:09
  continue
• 8:09
  on
• 8:09
  with
• 8:10
  the
• 8:10
  example
• 8:10
  we've
• 8:10
  been
• 8:10
  using
• 8:11
  about
• 8:11
  poor
• 8:12
  distributor
• 8:13
  performance.
• 8:14
  The
• 8:14
  root
• 8:14
  cause,
• 8:15
  as
• 8:15
  we
• 8:15
  identified
• 8:16
  in
• 8:16
  step
• 8:16
  one,
• 8:16
  was
• 8:17
  weak
• 8:17
  onboarding,
• 8:18
  and
• 8:18
  the
• 8:18
  strategy
• 8:19
  was
• 8:19
  to
• 8:19
  focus
• 8:19
  on
• 8:20
  developing
• 8:20
  three
• 8:21
  strategic
• 8:21
  distributors
• 8:22
  rather
• 8:22
  than
• 8:22
  recruiting
• 8:23
  ten
• 8:23
  more.
• 8:24
  Now
• 8:24
  we
• 8:24
  need
• 8:24
  a
• 8:24
  plan,
• 8:25
  and
• 8:25
  the
• 8:25
  plan
• 8:26
  may
• 8:26
  well
• 8:26
  include
• 8:27
  building
• 8:28
  an
• 8:28
  onboarding
• 8:28
  program,
• 8:29
  creating
• 8:30
  distributor
• 8:30
  scorecards,
• 8:31
  conducting
• 8:32
  quarterly
• 8:32
  reviews,
• 8:33
  developing
• 8:33
  training
• 8:34
  materials,
• 8:35
  implementing
• 8:35
  performance
• 8:36
  metrics.
• 8:36
  That's
• 8:37
  the
• 8:37
  plan.
• 8:37
  And
• 8:37
  hopefully
• 8:38
  the
• 8:38
  difference
• 8:38
  is
• 8:38
  quite
• 8:39
  clear
• 8:39
  there
• 8:40
  because
• 8:40
  the
• 8:40
  strategy
• 8:40
  tells
• 8:41
  us
• 8:41
  where
• 8:41
  we're
• 8:41
  going
• 8:42
  to
• 8:42
  focus
• 8:42
  and
• 8:43
  our
• 8:43
  direction
• 8:44
  and
• 8:44
  the
• 8:44
  plan
• 8:44
  then
• 8:44
  tells
• 8:45
  us
• 8:45
  what
• 8:45
  are
• 8:45
  the
• 8:45
  activities
• 8:46
  that
• 8:46
  need
• 8:46
  to
• 8:46
  happen
• 8:47
  to
• 8:47
  achieve
• 8:48
  that
• 8:48
  strategy.
• 8:49
  So
• 8:49
  the
• 8:49
  strategy
• 8:50
  is
• 8:50
  the
• 8:50
  choice
• 8:51
  and
• 8:51
  the
• 8:51
  plan
• 8:52
  is
• 8:52
  the
• 8:52
  actions.
• 8:53
  And
• 8:53
  confusing
• 8:54
  those
• 8:54
  two
• 8:54
  is
• 8:54
  one
• 8:54
  of
• 8:54
  the
• 8:54
  biggest
• 8:55
  reasons
• 8:55
  businesses
• 8:56
  struggle
• 8:56
  to
• 8:56
  execute
• 8:57
  effectively.
• 8:58
  Now
• 8:58
  Back
• 8:58
  over
• 8:59
  to
• 8:59
  you.
• 9:00
  Take
• 9:00
  that
• 9:00
  strategy
• 9:01
  statement
• 9:01
  that
• 9:01
  you
• 9:01
  just
• 9:02
  wrote
• 9:02
  down.
• 9:03
  And
• 9:03
  list
• 9:04
  the
• 9:04
  three
• 9:05
  to
• 9:05
  five
• 9:05
  actions
• 9:06
  required
• 9:06
  to
• 9:06
  make
• 9:07
  that
• 9:07
  happen.
• 9:08
  Not
• 9:08
  twenty,
• 9:09
  not
• 9:09
  fifty,
• 9:10
  but
• 9:10
  the
• 9:11
  critical
• 9:12
  few.
• 9:12
  And
• 9:12
  then
• 9:12
  ask
• 9:13
  yourself,
• 9:13
  if
• 9:14
  those
• 9:14
  actions
• 9:14
  were
• 9:14
  completed
• 9:15
  successfully,
• 9:16
  would
• 9:16
  your
• 9:17
  strategy
• 9:17
  move
• 9:17
  forward?
• 9:18
  If
• 9:18
  the
• 9:18
  answer
• 9:19
  is
• 9:19
  yes,
• 9:19
  then
• 9:19
  you've
• 9:19
  got
• 9:20
  the
• 9:20
  beginnings
• 9:20
  of
• 9:20
  a
• 9:20
  plan.
• 9:21
  If
• 9:21
  the
• 9:21
  answer
• 9:21
  is
• 9:21
  no,
• 9:22
  then
• 9:22
  remove
• 9:23
  those
• 9:23
  and
• 9:23
  rewrite
• 9:24
  it
• 9:24
  until
• 9:24
  you've
• 9:25
  got
• 9:25
  three
• 9:26
  to
• 9:26
  five
• 9:26
  actions
• 9:27
  which
• 9:27
  will
• 9:28
  make
• 9:28
  that
• 9:28
  strategy
• 9:29
  move
• 9:29
  forward
• 9:30
  So
• 9:30
  now
• 9:31
  moving
• 9:31
  on
• 9:31
  to
• 9:32
  step
• 9:32
  four,
• 9:33
  the
• 9:33
  execution.
• 9:35
  And
• 9:35
  This
• 9:35
  is
• 9:35
  where
• 9:36
  everything
• 9:36
  becomes
• 9:37
  real
• 9:38
  because
• 9:39
  a
• 9:39
  brilliant
• 9:39
  strategy
• 9:40
  that
• 9:40
  isn't
• 9:40
  executed
• 9:41
  is
• 9:41
  worthless
• 9:42
  and
• 9:42
  a
• 9:42
  plan
• 9:43
  that
• 9:43
  sits
• 9:43
  in
• 9:43
  a
• 9:43
  drawer
• 9:44
  is
• 9:44
  also
• 9:44
  worthless.
• 9:45
  And
• 9:46
  I've
• 9:46
  definitely
• 9:46
  seen
• 9:46
  that
• 9:46
  hundreds
• 9:47
  of
• 9:47
  times.
• 9:48
  Execution
• 9:49
  is
• 9:49
  where
• 9:49
  value
• 9:49
  is
• 9:50
  created
• 9:50
  A
• 9:50
  friend
• 9:51
  of
• 9:51
  mine
• 9:51
  once
• 9:52
  said
• 9:52
  that
• 9:52
  a
• 9:53
  subpar
• 9:53
  strategy
• 9:54
  executed
• 9:54
  is
• 9:54
  better
• 9:55
  than
• 9:55
  Hakeem: an
• 9:55
  optimal
• 9:56
  strategy
• 9:56
  that
• 9:57
  isn't
• 9:57
  executed
• 9:57
  Ideally
• 9:58
  you
• 9:58
  want
• 9:58
  both,
• 9:59
  but
• 9:59
  you
• 9:59
  definitely
• 9:59
  want
• 10:00
  execution.
• 10:00
  That's
• 10:01
  where
• 10:01
  the
• 10:01
  value
• 10:01
  is
• 10:02
  created.
• 10:02
  And
• 10:02
  this
• 10:02
  is
• 10:03
  where
• 10:03
  accountability
• 10:03
  matters,
• 10:04
  ownership
• 10:05
  of
• 10:05
  the
• 10:05
  task
• 10:05
  and
• 10:05
  the
• 10:06
  activities
• 10:06
  matter,
• 10:07
  measurement
• 10:08
  definitely
• 10:08
  matters,
• 10:08
  deadlines
• 10:09
  also
• 10:09
  matter.
• 10:10
  So
• 10:10
  let's
• 10:10
  go
• 10:10
  back
• 10:10
  to
• 10:10
  our
• 10:11
  example.
• 10:11
  You
• 10:12
  now
• 10:12
  have
• 10:12
  a
• 10:12
  strategy,
• 10:13
  you
• 10:13
  have
• 10:13
  a
• 10:13
  plan.
• 10:14
  So
• 10:14
  the
• 10:14
  four
• 10:14
  questions
• 10:15
  that
• 10:15
  you
• 10:15
  now
• 10:15
  need
• 10:16
  to
• 10:16
  ask
• 10:16
  are
• 10:17
  number
• 10:17
  one,
• 10:17
  who
• 10:18
  owns
• 10:18
  each
• 10:18
  action?
• 10:19
  Number
• 10:19
  two,
• 10:20
  what
• 10:20
  needs
• 10:20
  to
• 10:20
  happen
• 10:20
  in
• 10:21
  the
• 10:21
  next
• 10:21
  90
• 10:21
  days
• 10:22
  for
• 10:22
  that
• 10:22
  strategy
• 10:23
  to
• 10:23
  be
• 10:23
  implemented?
• 10:24
  Number
• 10:24
  three,
• 10:25
  how
• 10:26
  will
• 10:26
  we
• 10:26
  measure
• 10:26
  success?
• 10:27
  And
• 10:27
  number
• 10:28
  four,
• 10:28
  how
• 10:28
  often
• 10:29
  will
• 10:29
  we
• 10:29
  review
• 10:29
  progress?
• 10:30
  That's
• 10:30
  execution,
• 10:31
  and
• 10:32
  this
• 10:32
  is
• 10:32
  where
• 10:32
  lots
• 10:33
  of
• 10:33
  businesses
• 10:34
  fall
• 10:34
  down
• 10:34
  because
• 10:35
  they
• 10:35
  may
• 10:35
  have
• 10:35
  all
• 10:35
  of
• 10:36
  the
• 10:36
  strategy,
• 10:37
  they
• 10:37
  may
• 10:37
  have
• 10:37
  a
• 10:37
  plan,
• 10:38
  but
• 10:38
  they
• 10:38
  haven't
• 10:38
  got
• 10:38
  those
• 10:38
  key
• 10:39
  elements
• 10:40
  to
• 10:40
  make
• 10:40
  sure
• 10:40
  that
• 10:40
  you
• 10:41
  execute
• 10:42
  that
• 10:42
  plan.
• 10:42
  And
• 10:43
  it's
• 10:43
  not
• 10:43
  because
• 10:44
  they
• 10:44
  lack
• 10:44
  intelligence
• 10:45
  or
• 10:45
  ambition
• 10:46
  it's
• 10:46
  because
• 10:47
  they
• 10:47
  lack
• 10:47
  a
• 10:47
  consistency.
• 10:49
  Because
• 10:49
  success
• 10:50
  generally
• 10:50
  comes
• 10:51
  from
• 10:52
  doing
• 10:53
  small,
• 10:54
  consistent
• 10:54
  actions
• 10:55
  rather
• 10:56
  than
• 10:56
  one
• 10:56
  massive
• 10:57
  big
• 10:57
  action.
• 10:57
  So
• 10:58
  your
• 10:58
  last
• 10:58
  little
• 10:58
  exercise
• 10:59
  I
• 10:59
  want
• 10:59
  you
• 10:59
  to
• 10:59
  do
• 10:59
  here
• 11:00
  is
• 11:00
  complete
• 11:01
  this
• 11:01
  following
• 11:02
  sentence.
• 11:02
  Over
• 11:02
  the
• 11:03
  next
• 11:03
  90
• 11:03
  days,
• 11:04
  the
• 11:04
  single
• 11:05
  most
• 11:05
  important
• 11:06
  thing
• 11:06
  that
• 11:06
  we
• 11:06
  will
• 11:06
  achieve
• 11:07
  is
• 11:07
  Dot,
• 11:08
  dot,
• 11:08
  dot..
• 11:08
  So
• 11:08
  Make
• 11:09
  sure
• 11:09
  it's
• 11:09
  measurable,
• 11:10
  make
• 11:10
  sure
• 11:10
  it's
• 11:10
  specific,
• 11:11
  and
• 11:11
  definitely
• 11:12
  assign
• 11:12
  ownership
• 11:13
  so
• 11:13
  that
• 11:13
  you
• 11:13
  make
• 11:14
  sure
• 11:14
  who's
• 11:15
  held
• 11:15
  accountable
• 11:16
  if
• 11:16
  it's
• 11:16
  not
• 11:16
  done.
• 11:17
  Now,
• 11:17
  whether
• 11:17
  that's
• 11:18
  you
• 11:18
  a
• 11:18
  co-founder
• 11:19
  or
• 11:19
  a
• 11:19
  member
• 11:20
  of
• 11:20
  your
• 11:20
  team,
• 11:20
  it
• 11:20
  doesn't
• 11:20
  matter,
• 11:21
  but
• 11:21
  you
• 11:21
  need
• 11:21
  to
• 11:21
  have
• 11:22
  ownership
• 11:22
  because
• 11:23
  what
• 11:23
  gets
• 11:24
  measured,
• 11:24
  as
• 11:24
  they
• 11:24
  say,
• 11:25
  gets
• 11:25
  managed,
• 11:26
  and
• 11:26
  what
• 11:26
  gets
• 11:26
  managed
• 11:27
  usually
• 11:28
  gets
• 11:29
  done.
• 11:29
  So
• 11:29
  those
• 11:30
  are
• 11:30
  the
• 11:30
  four
• 11:30
  simple
• 11:31
  steps
• 11:31
  which
• 11:31
  take
• 11:31
  you
• 11:32
  from
• 11:32
  strategy
• 11:33
  through
• 11:33
  planning
• 11:34
  to
• 11:34
  the
• 11:34
  most
• 11:35
  important
• 11:35
  thing,
• 11:36
  execution.
• 11:37
  So
• 11:37
  hopefully
• 11:37
  that's
• 11:37
  been
• 11:37
  helpful,
• 11:38
  and
• 11:38
  let's
• 11:38
  go
• 11:38
  back
• 11:39
  to
• 11:39
  where
• 11:39
  we
• 11:39
  started.
• 11:40
  It's
• 11:40
  a
• 11:40
  Friday
• 11:41
  afternoon,
• 11:41
  you've
• 11:41
  had
• 11:42
  a
• 11:42
  busy
• 11:42
  work
• 11:42
  week,
• 11:43
  a
• 11:43
  really
• 11:44
  busy
• 11:44
  week.
• 11:45
  The
• 11:45
  question
• 11:45
  isn't
• 11:46
  have
• 11:46
  you
• 11:46
  been
• 11:47
  busy,
• 11:47
  the
• 11:48
  question
• 11:48
  is,
• 11:48
  have
• 11:49
  you
• 11:49
  made
• 11:49
  progress?
• 11:50
  Because
• 11:50
  being
• 11:51
  busy
• 11:51
  and
• 11:51
  making
• 11:51
  progress,
• 11:52
  as
• 11:52
  I
• 11:52
  said,
• 11:52
  are
• 11:52
  not
• 11:53
  the
• 11:53
  same
• 11:53
  thing.
• 11:54
  And
• 11:54
  often
• 11:54
  the
• 11:54
  reason
• 11:55
  businesses
• 11:55
  feel
• 11:55
  stuck
• 11:56
  isn't
• 11:56
  because
• 11:56
  they're
• 11:56
  working
• 11:57
  too
• 11:57
  little,
• 11:58
  it's
• 11:58
  because
• 11:58
  they've
• 11:58
  confused
• 11:59
  strategy,
• 11:59
  planning,
• 12:00
  and
• 12:00
  execution.
• 12:01
  So
• 12:01
  remember,
• 12:02
  the
• 12:02
  challenge
• 12:03
  tells
• 12:03
  you
• 12:03
  what
• 12:03
  needs
• 12:03
  fixing.
• 12:04
  The
• 12:04
  strategy
• 12:05
  tells
• 12:06
  you
• 12:06
  where
• 12:06
  you'll
• 12:07
  focus
• 12:07
  and
• 12:07
  how
• 12:07
  you'll
• 12:08
  win.
• 12:08
  The
• 12:08
  plan
• 12:09
  tells
• 12:09
  you
• 12:10
  what
• 12:10
  needs
• 12:10
  to
• 12:10
  happen.
• 12:11
  Execution
• 12:12
  is
• 12:13
  doing
• 12:13
  that
• 12:13
  consistently
• 12:14
  if
• 12:14
  you
• 12:14
  get
• 12:14
  those
• 12:15
  four
• 12:15
  things
• 12:15
  aligned,
• 12:15
  then
• 12:16
  progress
• 12:16
  becomes
• 12:17
  much
• 12:17
  easier.
• 12:18
  So
• 12:18
  before
• 12:18
  you
• 12:18
  finish
• 12:19
  listening,
• 12:19
  look
• 12:20
  at
• 12:20
  the
• 12:20
  notes
• 12:20
  you've
• 12:20
  made,
• 12:21
  and
• 12:21
  if
• 12:21
  you
• 12:21
  haven't
• 12:21
  taken
• 12:21
  notes,
• 12:22
  wait
• 12:22
  till
• 12:22
  you
• 12:22
  get
• 12:22
  home
• 12:22
  and
• 12:22
  then
• 12:23
  go
• 12:23
  through
• 12:23
  it
• 12:23
  again
• 12:24
  and
• 12:24
  make
• 12:24
  those
• 12:24
  notes.
• 12:25
  You've
• 12:25
  identified
• 12:25
  a
• 12:25
  challenge,
• 12:26
  you've
• 12:26
  uncovered
• 12:26
  the
• 12:26
  root
• 12:27
  cause,
• 12:27
  you've
• 12:27
  created
• 12:27
  a
• 12:28
  strategy,
• 12:28
  you've
• 12:28
  built
• 12:29
  a
• 12:29
  plan,
• 12:29
  and
• 12:29
  you've
• 12:30
  identified
• 12:30
  what
• 12:31
  execution
• 12:31
  looks
• 12:31
  like
• 12:32
  over
• 12:32
  the
• 12:32
  next
• 12:32
  90
• 12:32
  days.
• 12:33
  That's
• 12:33
  progress,
• 12:34
  and
• 12:34
  that's
• 12:34
  how
• 12:34
  businesses
• 12:35
  move
• 12:35
  forward
• 12:36
  with
• 12:36
  purpose
• 12:37
  rather
• 12:37
  than
• 12:37
  simply
• 12:38
  staying
• 12:38
  busy.
• 12:39
  And
• 12:39
  If
• 12:39
  you
• 12:39
  wanna
• 12:39
  get
• 12:39
  access
• 12:40
  to
• 12:40
  my
• 12:40
  Hakeem: 90-day
• 12:41
  strategy
• 12:42
  planning
• 12:42
  execution
• 12:43
  template,
• 12:43
  then
• 12:44
  just
• 12:44
  drop
• 12:44
  me
• 12:44
  a
• 12:44
  line
• 12:45
  using
• 12:45
  the
• 12:45
  LinkedIn
• 12:46
  link
• 12:46
  in
• 12:46
  the
• 12:47
  show
• 12:47
  notes
• 12:47
  and
• 12:47
  just
• 12:48
  put
• 12:48
  in
• 12:48
  the
• 12:48
  message
• 12:49
  Hakeem: 90-day
• 12:50
  template,
• 12:50
  please
• 12:51
  Hakeem: Thanks
• 12:51
  Hakeem: for
• 12:51
  Hakeem: tuning
• 12:52
  Hakeem: in.
• 12:52
  Hakeem: Until
• 12:52
  Hakeem: next
• 12:53
  Hakeem: time,
• 12:53
  Hakeem: thanks
• 12:53
  Hakeem: for
• 12:54
  Hakeem: listening.
• 12:54
  Hakeem: Keep
• 12:54
  Hakeem: challenging
• 12:55
  Hakeem: your
• 12:55
  Hakeem: assumptions
• 12:56
  Hakeem: and
• 12:56
  Hakeem: keep
• 12:56
  Hakeem: growing.