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What Counts as a Rep: The Number You've Been Measuring Wrong · New Era Reseller

• 0:00
  Robin Joy: Vincent Van Gogh made more than twenty one hundred pieces of art.
• 0:06
  Robin Joy: He died thinking that he had totally failed.
• 0:10
  Robin Joy: Frank Sinatra recorded well over a thousand songs, but only 209 of them ever touched a chart.
• 0:20
  Robin Joy: James Dyson built 5,126 vacuum cleaners that did not work.
• 0:31
  Brian Olson: And we've all heard of these people.
• 0:33
  Robin Joy: Yeah.
• 0:33
  Robin Joy: Yeah.
• 0:34
  Robin Joy: So here's a question.
• 0:36
  Robin Joy: Here's what I want people to do.
• 0:37
  Robin Joy: I want everybody to answer this question for themselves.
• 0:41
  Robin Joy: What if the way we've been keeping score was on the wrong number the whole time?
• 0:47
  Robin Joy: Our whole life.
• 0:48
  Robin Joy: The goal maybe was never the hit rate.
• 0:53
  Robin Joy: Maybe it was the attempt rate.
• 0:57
  Brian Olson: Interesting.
• 0:58
  Brian Olson: Now I'll just try and be honest with you about something right here about these next 30 minutes, the way they're gonna go for the listeners, because I don't want to lose you in the middle.
• 1:08
  Brian Olson: Okay.
• 1:09
  Brian Olson: The first 10 minutes or so we're gonna talk through some of these famous people and some of those big numbers, right?
• 1:15
  Brian Olson: And it's fun and it's true, and it's not the reason that we're here.
• 1:20
  Brian Olson: Okay, the reason that we're here shows up around the 15-minute mark.
• 1:23
  Brian Olson: So stick with us, okay?
• 1:24
  Brian Olson: And when we share the actual reason why we built the three-step check, it's not the reason that you think.
• 1:31
  Brian Olson: And if you've ever stared at a lead for three days and you couldn't pull the trigger, uh, then that part is gonna be for you.
• 1:37
  Brian Olson: So stick around.
• 1:38
  Brian Olson: Because everything on this show comes back to one idea, which is becoming undeniable.
• 1:44
  Brian Olson: Not getting lucky, not getting picked, but being undeniable.
• 1:48
  Brian Olson: Welcome back to the Modern Builders Network.
• 1:53
  Brian Olson: We are the official Olson's.
• 1:54
  Brian Olson: I'm Brian.
• 1:55
  Brian Olson: And I'm Robin Joy.
• 1:56
  Brian Olson: And this is the New Era Reseller.
• 2:00
  Robin Joy: We are all in the business of becoming undeniable.
• 2:04
  Brian Olson: Yeah.
• 2:05
  Brian Olson: All right.
• 2:06
  Brian Olson: Well, get us back into this, Robin.
• 2:08
  Robin Joy: All right.
• 2:08
  Robin Joy: Let's go back to Frank Sinatra.
• 2:10
  Brian Olson: Yeah.
• 2:10
  Robin Joy: Over 1,000 songs.
• 2:12
  Robin Joy: Wow.
• 2:13
  Robin Joy: 1,000 songs.
• 2:14
  Robin Joy: That's a lot of songs.
• 2:15
  Robin Joy: But only 209 of them hit a chart, right?
• 2:19
  Robin Joy: The Billboard pop charts.
• 2:21
  Robin Joy: Only 209 of them.
• 2:23
  Robin Joy: That's the biggest voice in America for four decades.
• 2:27
  Brian Olson: 40 years.
• 2:28
  Robin Joy: 40 years.
• 2:29
  Brian Olson: Wow, that's a long time.
• 2:30
  Robin Joy: And most of what he made, nobody remembers if they ever heard it.
• 2:35
  Brian Olson: And then I love this Dyson one, right?
• 2:37
  Brian Olson: Yeah.
• 2:37
  Brian Olson: 5,120 something prototypes.
• 2:40
  Brian Olson: Oh, 27, 5,127.
• 2:42
  Brian Olson: And the first 51,026 didn't work.
• 2:47
  Brian Olson: Say those numbers again.
• 2:48
  Brian Olson: You said them wrong.
• 2:49
  Brian Olson: Did I?
• 2:49
  Brian Olson: 5,127 prototypes.
• 2:52
  Brian Olson: Yes.
• 2:52
  Brian Olson: And the first 5,126 of them didn't work.
• 2:56
  Brian Olson: Correct.
• 2:57
  Brian Olson: Okay.
• 2:57
  Brian Olson: So his actual success rate, two one hundredths of one percent.
• 3:04
  Brian Olson: Holy smokes.
• 3:06
  Robin Joy: This one reminds me of uh, you know, we all know about the light bulb at Thomas Edison, right?
• 3:11
  Brian Olson: Edison, yeah.
• 3:12
  Robin Joy: Pablo Picasso.
• 3:13
  Robin Joy: Around 50,000 works.
• 3:18
  Robin Joy: 50,000 works.
• 3:20
  Brian Olson: Wow.
• 3:20
  Brian Olson: I mean, that's talk about being prolific.
• 3:23
  Robin Joy: That's prolific.
• 3:23
  Robin Joy: Like he was he was not to be denied, right?
• 3:27
  Brian Olson: I was trying to do the uh the math on this.
• 3:28
  Brian Olson: Is I mean, there's only 300 days in a year, 365 days in a year.
• 3:33
  Brian Olson: Yeah.
• 3:34
  Brian Olson: I don't think he could just do one a day in his lifetime.
• 3:37
  Brian Olson: He had to be doing multiple per day.
• 3:39
  Brian Olson: Booking.
• 3:40
  Brian Olson: Yeah.
• 3:40
  Brian Olson: Right?
• 3:40
  Brian Olson: Booking.
• 3:42
  Brian Olson: There's a word I haven't heard in a while.
• 3:44
  Robin Joy: Welcome back to the 1900s.
• 3:46
  Robin Joy: Anyway, well under 1% are considered masterpieces.
• 3:51
  Robin Joy: He did not paint 50,000 masterpieces.
• 3:54
  Robin Joy: He painted 50,000 times.
• 3:57
  Brian Olson: Uh-huh.
• 3:58
  Brian Olson: And then there's always the Michael Jordan one, right?
• 4:01
  Brian Olson: In his career on the court as a professional, he missed more than 12,000 shots.
• 4:10
  Robin Joy: Wow.
• 4:10
  Robin Joy: He took 12,000 shots that he didn't make.
• 4:13
  Brian Olson: And on the Nike commercial he did while he was still playing, he led with the misses, which at that time were around 9,000.
• 4:20
  Robin Joy: Uh-huh.
• 4:21
  Brian Olson: And that's the number that he wanted you to know.
• 4:22
  Brian Olson: And I think the message, people, it didn't land, right?
• 4:25
  Brian Olson: The message is you got to take the shot.
• 4:28
  Robin Joy: You got to take the shot.
• 4:29
  Robin Joy: Vincent Van Gogh, let's go back to him.
• 4:31
  Robin Joy: More than 2,100 works, sold almost nothing while he was alive.
• 4:35
  Robin Joy: So he never knew he had any success, really.
• 4:38
  Robin Joy: He never found out.
• 4:40
  Robin Joy: And that's the part that kind of gets to me.
• 4:42
  Robin Joy: He's a kind of a sad guy, and it's really too bad that he never realized how important he would be to the art world.
• 4:49
  Brian Olson: Yeah, I know.
• 4:50
  Brian Olson: Um, and then there's the Beatles, and I got a little bit of trivia on this Beatles one too.
• 4:54
  Brian Olson: But did you know?
• 4:55
  Brian Olson: I didn't know this part, that they did around 1,200 live performances before anybody knew who they were.
• 5:03
  Robin Joy: Oh, before anybody knew who they were.
• 5:05
  Brian Olson: Yeah.
• 5:06
  Brian Olson: 1,200?
• 5:08
  Robin Joy: Wow.
• 5:09
  Brian Olson: I mean, again, you're probably doing multiple shows per day on the weekend anyway.
• 5:13
  Robin Joy: Nobody no wonder nobody knows how I how many who I am.
• 5:17
  Brian Olson: I know, right?
• 5:17
  Robin Joy: I haven't done anywhere near that many performances.
• 5:20
  Brian Olson: So that's like, you know, 12, let's say if it was one a night, 1200 nights and playing to rooms that didn't care, nobody knew your name, um, nobody was counting.
• 5:30
  Brian Olson: Uh, and they were the whole thing.
• 5:32
  Brian Olson: And here's the little trivia part about it.
• 5:34
  Brian Olson: Everyone knows uh Red Rock's Amphitheater.
• 5:38
  Brian Olson: It's a it's a Denver, I it's kind of a countrywide icon.
• 5:42
  Brian Olson: Like it's the coolest place to go play.
• 5:44
  Robin Joy: Just natural amphitheater.
• 5:46
  Brian Olson: Yeah, listen to a show, and uh I've never been.
• 5:49
  Brian Olson: U2 um was there and recorded like Bloody Sunday.
• 5:53
  Brian Olson: They did a whole concert, but the Bloody Sunday video was was recorded there.
• 5:57
  Brian Olson: Just electric energy.
• 5:58
  Brian Olson: I did see uh I did go there a couple times, really cool kind of place.
• 6:03
  Brian Olson: Anyway, the Beatles were there obviously in the 60s, and you know they didn't sell the place out.
• 6:08
  Robin Joy: It's a very small venue.
• 6:09
  Robin Joy: It is, yeah.
• 6:10
  Robin Joy: It's not oh my goodness.
• 6:12
  Brian Olson: Yeah, they didn't sell it out.
• 6:13
  Brian Olson: This is when they were still, you know, yeah, nobody really cared.
• 6:16
  Brian Olson: This is one of the 1200 performances, probably.
• 6:19
  Robin Joy: Right, wow.
• 6:19
  Robin Joy: Yeah, wow.
• 6:20
  Robin Joy: Okay.
• 6:21
  Robin Joy: Most of those are makers, they make things or they they accomplish things.
• 6:25
  Robin Joy: Now, what about the people who compete for a living?
• 6:28
  Robin Joy: Uh right, like Babe Ruth.
• 6:30
  Brian Olson: Oh, yeah.
• 6:30
  Robin Joy: Yeah.
• 6:31
  Robin Joy: 714 home runs.
• 6:34
  Robin Joy: Okay, wait for it.
• 6:36
  Robin Joy: 1,330 strikeouts.
• 6:40
  Brian Olson: Almost twice as many fails as home runs.
• 6:44
  Brian Olson: Yeah.
• 6:45
  Robin Joy: As almost as twice as many strikeouts.
• 6:47
  Robin Joy: That that doesn't count.
• 6:49
  Robin Joy: You know, the at bats were even more than that because he some of them were not home runs.
• 6:53
  Brian Olson: Right.
• 6:54
  Robin Joy: He led the American League in strikeouts, in strikeouts five times.
• 6:59
  Robin Joy: You gotta be the best at strikeouts because you've tried so many times in order to be the best at the at the home runs, right?
• 7:06
  Robin Joy: And every single one of those five years, he also led the league in home runs.
• 7:11
  Brian Olson: Yep.
• 7:11
  Robin Joy: You think there's a correlation there, maybe?
• 7:13
  Robin Joy: Same seasons, same swing, right?
• 7:16
  Robin Joy: Every he said this, Babe Ruth, every strike brings me closer to the next home run.
• 7:23
  Robin Joy: I love that.
• 7:24
  Robin Joy: I'm gonna make that on a plaque.
• 7:26
  Brian Olson: That's great.
• 7:27
  Brian Olson: Um, and then one of my personal faves, John Elway.
• 7:31
  Brian Olson: Um only uh one quarterback has more Super Bowl appearances, and he I think won all six of them, um, if I remember right.
• 7:40
  Brian Olson: His name is Tom Brady.
• 7:41
  Brian Olson: How could you forget that guy?
• 7:42
  Brian Olson: But John Elway went to five Super Bowls.
• 7:45
  Brian Olson: Five.
• 7:45
  Brian Olson: Five.
• 7:46
  Brian Olson: And he lost three of them.
• 7:48
  Robin Joy: Yeah.
• 7:48
  Robin Joy: More than half of them were losses.
• 7:51
  Brian Olson: How many times do you think he thought about hanging it up?
• 7:54
  Robin Joy: Oh gosh.
• 7:55
  Robin Joy: You know he did.
• 7:56
  Robin Joy: I mean, they talked about it every year.
• 7:57
  Robin Joy: They did.
• 7:58
  Robin Joy: Fans called for it sometimes, some years.
• 8:01
  Robin Joy: I I remember saying before the first Super Bowl win, I remember saying this to you.
• 8:06
  Robin Joy: I am so tired of going to the Super Bowl and losing.
• 8:08
  Robin Joy: If we're gonna lose, let's just don't go to the Super Bowl.
• 8:11
  Brian Olson: Let's just don't go to the Super Bowl, yeah.
• 8:12
  Robin Joy: And they they won that year.
• 8:14
  Brian Olson: Uh-huh.
• 8:14
  Brian Olson: I know.
• 8:14
  Brian Olson: We had a real shock.
• 8:15
  Brian Olson: Yeah.
• 8:19
  Robin Joy: All right.
• 8:19
  Robin Joy: How about Dan Marino?
• 8:21
  Robin Joy: Another football quarterback.
• 8:22
  Robin Joy: 17 seasons.
• 8:24
  Robin Joy: Wow.
• 8:25
  Brian Olson: Oh my God.
• 8:25
  Brian Olson: That's a long time.
• 8:26
  Brian Olson: I mean, even for a quarterback.
• 8:27
  Brian Olson: Gives him a pretty long time.
• 8:29
  Robin Joy: Pass attempts he hit.
• 8:30
  Robin Joy: Attempts, pass attempts.
• 8:32
  Robin Joy: 8,358.
• 8:34
  Robin Joy: The most in NFL history by the time he retired.
• 8:38
  Brian Olson: He was the most prolific passer of the team.
• 8:40
  Brian Olson: He was prolific.
• 8:42
  Robin Joy: 3,391 of those passes hit nobody at all.
• 8:46
  Robin Joy: Hit the ground or they were drops, right?
• 8:48
  Robin Joy: They were not in the numbers.
• 8:50
  Robin Joy: And another 252 hit the wrong guy.
• 8:54
  Robin Joy: That would be called an interception.
• 8:56
  Robin Joy: Yeah.
• 8:57
  Robin Joy: And those are never good.
• 8:58
  Robin Joy: But man, he did a lot of attempts.
• 9:01
  Robin Joy: Yeah.
• 9:01
  Robin Joy: And that's what made him famous.
• 9:03
  Robin Joy: The man who never won a Super Bowl holds the record for the most time he tried one Super Bowl and lost it.
• 9:12
  Brian Olson: And guess what?
• 9:13
  Brian Olson: Still in the Hall of Fame, I'm almost certain.
• 9:15
  Brian Olson: I'd be shocked if he didn't get in on the first ballot.
• 9:18
  Robin Joy: It's not the one win that makes you, it's the career of attempts.
• 9:23
  Brian Olson: You know, we talk about longevity in this business all the time, and there's a great example of longevity, right?
• 9:29
  Robin Joy: He stayed long enough that what he was doing mattered.
• 9:31
  Brian Olson: Yeah.
• 9:32
  Brian Olson: Well, and then there's the guy that Marino passed to actually take that record, who also never won a Super Bowl.
• 9:40
  Brian Olson: He played 18 seasons.
• 9:42
  Brian Olson: Eight.
• 9:43
  Robin Joy: 18 seasons.
• 9:44
  Robin Joy: Well, back yeah.
• 9:46
  Brian Olson: And back then, right?
• 9:47
  Brian Olson: They didn't have any rules to protect the quarterback.
• 9:50
  Robin Joy: Oh my gosh.
• 9:51
  Robin Joy: Comparatively speaking, no.
• 9:52
  Robin Joy: Yeah, their helmets were completely low tech.
• 9:55
  Robin Joy: Yeah.
• 9:55
  Robin Joy: Okay, who was it?
• 9:57
  Brian Olson: Oh, I thought I already said that.
• 9:58
  Brian Olson: I don't think you did.
• 9:59
  Brian Olson: It's Fran Tarkenton.
• 10:00
  Brian Olson: Fran Tarkenton.
• 10:01
  Brian Olson: Okay.
• 10:01
  Brian Olson: Fran Tarkenton is the guy who had the record 6,467 pass attempts, 266 interceptions, and he was throwing in an era, like I said, that was not built for the throwing, for the passing game, right?
• 10:14
  Robin Joy: Yeah, the West Coast offense, that whole thing, nobody heard of it back.
• 10:18
  Brian Olson: He got smashed.
• 10:19
  Brian Olson: I remember seeing highlights of how many times he would got crushed as a quarterback because they just didn't have the same kind of rules in place.
• 10:26
  Brian Olson: And he still played 18 seasons.
• 10:28
  Robin Joy: This is during a time when I think of, I think of boxers, right?
• 10:30
  Robin Joy: Every time you throw a punch, you're exposing yourself.
• 10:33
  Robin Joy: In this day and a that we're talking about with Fran Tarkenton, every time you throw a pass, you're exposing yourself.
• 10:39
  Robin Joy: You're putting yourself in danger every single time.
• 10:43
  Robin Joy: And he did that, he did it 6,400 times more than.
• 10:48
  Brian Olson: He also went to three Super Bowls.
• 10:50
  Robin Joy: Three Super Bowls?
• 10:50
  Brian Olson: Yeah, he lost all three.
• 10:52
  Robin Joy: Oh.
• 10:52
  Brian Olson: Okay.
• 10:53
  Brian Olson: And the two men who held the record for the most times that they've that they had tried have zero rings between them.
• 11:00
  Robin Joy: Wow.
• 11:01
  Brian Olson: I'll have to look up who they are.
• 11:02
  Brian Olson: I'm not exactly sure.
• 11:05
  Robin Joy: Wow.
• 11:06
  Robin Joy: That's interesting.
• 11:08
  Robin Joy: All right, how about Joe Namath?
• 11:09
  Robin Joy: Remember Broadway Joe?
• 11:11
  Brian Olson: No, I remember Broadway Joe.
• 11:12
  Brian Olson: I kind of thought he was a flashing pan, but 13 seasons.
• 11:16
  Brian Olson: Okay.
• 11:17
  Robin Joy: 3,762 attempts, and he complete he completed barely half of them.
• 11:22
  Robin Joy: 222 interceptions against 173 touchdowns.
• 11:28
  Robin Joy: So it had more interceptions than touchdowns.
• 11:31
  Robin Joy: He threw more picks than touchdowns, and he was in the Hall of Fame.
• 11:36
  Brian Olson: He is in the Hall of Fame.
• 11:37
  Robin Joy: He is in the Hall of Fame.
• 11:38
  Robin Joy: Even though he threw more picks than touchdowns.
• 11:42
  Brian Olson: It was.
• 11:43
  Robin Joy: He was never known as the accurate thrower.
• 11:46
  Brian Olson: Yep.
• 11:47
  Robin Joy: He just never stopped throwing.
• 11:48
  Robin Joy: That's right.
• 11:49
  Robin Joy: Again, this was in an era when throwing was not the like he was one of the one of the quarterbacks that really made throwing passes to get the ball down the field.
• 12:01
  Robin Joy: Important.
• 12:03
  Brian Olson: And the one that comes to mind for me in terms of not winning Super Bowls, but going a lot is Jim Kelly.
• 12:08
  Brian Olson: He went to four Super Bowls, and not just four, but four straight Super Bowls.
• 12:14
  Brian Olson: As as uh a Broncos fan, I think we did three in four four years or three and five years, and that's really tough to do and lose everyone.
• 12:22
  Brian Olson: And he went four John Elway, too.
• 12:24
  Brian Olson: Straight time.
• 12:25
  Brian Olson: Yeah, you're right.
• 12:26
  Brian Olson: Yeah.
• 12:26
  Brian Olson: Four straight times and didn't lose.
• 12:29
  Brian Olson: And there isn't a person today who wouldn't say that he wasn't a great quarterback, right?
• 12:34
  Brian Olson: Jim Kelly?
• 12:35
  Brian Olson: Oh, shoot, yeah.
• 12:36
  Brian Olson: Absolutely.
• 12:37
  Brian Olson: And but the here's the part that you gotta realize the greatness wasn't ever in the win column.
• 12:44
  Brian Olson: It's not in the win column for him in terms of Super Bowls.
• 12:46
  Brian Olson: It was that he persevered.
• 12:49
  Brian Olson: He kept getting there.
• 12:50
  Brian Olson: He he attempted, he attempted way more attempts than successes, way more failures than successes.
• 12:56
  Robin Joy: He never quit trying.
• 12:58
  Brian Olson: Pretty sure also a first team, first ballot Hall of Famer.
• 13:01
  Brian Olson: Like you nobody questions his great.
• 13:03
  Robin Joy: Yeah, right?
• 13:04
  Robin Joy: Nobody.
• 13:05
  Brian Olson: Nobody ever.
• 13:05
  Brian Olson: Okay, well, we got a lot of football players on there.
• 13:07
  Brian Olson: I'm sure we could do the same thing with baseball, but I don't just I just don't watch as much baseball.
• 13:12
  Robin Joy: All right.
• 13:12
  Robin Joy: So let's just settle it here.
• 13:14
  Robin Joy: Do you believe that these people, all these people that we've talked about, were successful?
• 13:19
  Robin Joy: No question.
• 13:20
  Robin Joy: No question.
• 13:21
  Robin Joy: And do you believe that they got there by being right more than anybody else?
• 13:26
  Robin Joy: Or by taking more chances?
• 13:28
  Brian Olson: Yeah, it's obviously by taking more chances.
• 13:30
  Robin Joy: Obviously.
• 13:31
  Brian Olson: Yeah.
• 13:32
  Robin Joy: Especially when you consider more interceptions than touchdowns, things like that.
• 13:36
  Robin Joy: There's there'sn't leading the league in strikeouts at the same time you're leading the league in home runs.
• 13:43
  Brian Olson: If you're measuring those two, you know, being right, being successful, and um uh or taking more swings and not hitting them as a failure, those are the only options you have.
• 13:53
  Brian Olson: Really?
• 13:54
  Brian Olson: Yeah.
• 13:54
  Brian Olson: Right?
• 13:54
  Brian Olson: That's why we talked about 12 different people instead of one or two.
• 13:58
  Brian Olson: Okay.
• 13:58
  Brian Olson: So hold on to that because in about five minutes, I'm gonna turn this number into something that you can actually do this weekend, that you can take action on this weekend.
• 14:08
  Robin Joy: Okay.
• 14:08
  Brian Olson: Okay.
• 14:10
  Robin Joy: All right.
• 14:10
  Robin Joy: Curry, Steph Curry.
• 14:12
  Brian Olson: Yeah.
• 14:13
  Robin Joy: Basketball player.
• 14:14
  Robin Joy: After practice routine, where he runs 300 to 500 attempts every time.
• 14:22
  Robin Joy: Every single day, since he was a kid.
• 14:25
  Robin Joy: Every day.
• 14:26
  Robin Joy: Wow.
• 14:26
  Robin Joy: His shooting coach counted him for years.
• 14:29
  Robin Joy: Okay.
• 14:30
  Robin Joy: One practice he hit 105 three-point shots in a row.
• 14:35
  Robin Joy: 105.
• 14:37
  Brian Olson: I also read that and I'm like, wow, how long did it take?
• 14:40
  Brian Olson: It must have taken him forever to shoot 105 shots, but he actually did it in like five minutes or something.
• 14:46
  Robin Joy: Well, he did he did that many in in a row because he did this so much.
• 14:51
  Robin Joy: More than five minutes without a miss.
• 14:53
  Robin Joy: That's incredible.
• 14:54
  Robin Joy: Yeah.
• 14:54
  Robin Joy: That's and it was just in practice, but that's incredible.
• 14:56
  Robin Joy: Yeah.
• 14:57
  Robin Joy: What shows up in the game is two or three so shots that we remember, right?
• 15:01
  Robin Joy: Those came out of that 500 that he did yesterday or this morning, right?
• 15:07
  Robin Joy: He didn't get better at what everybody else was really good at.
• 15:12
  Robin Joy: He went and stood where nobody else stood.
• 15:16
  Robin Joy: Okay.
• 15:16
  Robin Joy: And he said, What happens if I stand out here?
• 15:20
  Robin Joy: Oh, everybody's trying to get in there in the in the key and try to make their basket and get out of there.
• 15:25
  Robin Joy: Everybody does the layups and the and those shots that are right near the, you know, jump shots at the basket.
• 15:31
  Robin Joy: Not many people take shots out here unless they have to, out in the three-point range.
• 15:36
  Robin Joy: And he did.
• 15:37
  Robin Joy: He said, What happens if I do this more than anybody else?
• 15:42
  Robin Joy: Can I be that guy that does the three-point?
• 15:45
  Brian Olson: When I think of Steph Curry, I think uh like how does that apply to our business?
• 15:49
  Brian Olson: The lane in basketball, to me, is like the buy box.
• 15:54
  Robin Joy: Yeah.
• 15:54
  Brian Olson: It is super crowded.
• 15:55
  Brian Olson: There's a lot of forces working against you there, and there's a lot of big guys blocking your shots, stuffing you, making layups really, really difficult to do.
• 16:06
  Brian Olson: And let's be clear, like Steph still makes layups.
• 16:09
  Brian Olson: Oh, yeah.
• 16:09
  Robin Joy: You know, and he still gets in the keys.
• 16:11
  Brian Olson: He still gets in the lane.
• 16:12
  Brian Olson: He does all of that too.
• 16:13
  Brian Olson: He does that too.
• 16:15
  Brian Olson: But he really, I'll say, perfected the outside shot.
• 16:19
  Brian Olson: And that's a lot of what we try to do with our business as well.
• 16:24
  Robin Joy: Yeah.
• 16:25
  Robin Joy: Find where nobody else is going and see if he can't do something special with that.
• 16:30
  Robin Joy: That's what undeniable looks like.
• 16:32
  Robin Joy: That's what it is up close.
• 16:34
  Robin Joy: More shots that nobody sees.
• 16:38
  Brian Olson: Yes.
• 16:38
  Robin Joy: More times, more attempts.
• 16:41
  Robin Joy: It's not the moment, it's the 500 and day until nobody can argue that you're one of the best players ever.
• 16:49
  Brian Olson: Because you make yourself undeniable.
• 16:53
  Brian Olson: So let's bring this back to the business now.
• 16:55
  Brian Olson: Okay.
• 16:55
  Brian Olson: This is the part I promised you.
• 16:56
  Brian Olson: Okay.
• 16:58
  Brian Olson: This is fun stuff.
• 16:59
  Brian Olson: Let's keep in mind what a rep is when it comes to this business.
• 17:03
  Brian Olson: Okay.
• 17:04
  Brian Olson: To me, a rep is not necessarily a lead that you looked at.
• 17:09
  Brian Olson: Okay.
• 17:09
  Brian Olson: A rep is a test buy that goes in and completes the test cycle.
• 17:13
  Brian Olson: Okay.
• 17:14
  Brian Olson: So let's just break that down for a minute.
• 17:15
  Brian Olson: I'm not going to get lost in the details here.
• 17:17
  Brian Olson: But when you take a vetted ASIN plus a vetted source with a known cost, okay, that becomes your viable ASIN.
• 17:27
  Brian Olson: Viable ASIN.
• 17:28
  Brian Olson: That can actually go in the database.
• 17:31
  Robin Joy: Okay.
• 17:31
  Brian Olson: Okay.
• 17:31
  Brian Olson: And but that getting it into possibilities is not a rep.
• 17:35
  Brian Olson: But viable is one that clears all three steps of the three-step check.
• 17:39
  Brian Olson: You mean testable?
• 17:40
  Brian Olson: A testable, sorry.
• 17:42
  Brian Olson: So what we're looking for here is a viable ASIN that we can turn into a testable ASIN.
• 17:45
  Brian Olson: How do we do that?
• 17:46
  Brian Olson: We're looking for ASINs that pass a three-step check.
• 17:48
  Brian Olson: And I'm not going to break that, get into the details of what that is.
• 17:51
  Brian Olson: And also passes pre-flight inspections, so you're making sure you're not putting yourself in harm's way.
• 17:56
  Brian Olson: And then testable means that you can buy a small quantity and run the four-week test.
• 18:02
  Brian Olson: That becomes the rep, not the lead.
• 18:07
  Robin Joy: So when you actually test the lead, that's when it's a rep.
• 18:12
  Robin Joy: That's the rep.
• 18:13
  Robin Joy: That's the rep.
• 18:13
  Robin Joy: Not when you look at the weight on the shelf or you pick it up and put it in your area.
• 18:18
  Robin Joy: When you actually lift it one time, that's a rep.
• 18:21
  Robin Joy: When you test it, that's a rep.
• 18:23
  Robin Joy: So when somebody says they worked hard on sourcing all week, which they do.
• 18:28
  Robin Joy: I mean, that's the honest question though that I want to ask them is no matter how many you looked at, how many actually got sent in?
• 18:37
  Robin Joy: How many started the rep?
• 18:39
  Brian Olson: Well, that's why I love the way you are focusing on something that a lot of people don't focus on, which is the conversion rate.
• 18:45
  Brian Olson: Now, the in order to get a conversion rate, you have to test.
• 18:48
  Brian Olson: There's just no, and at the end of the day, you know, of two one hundredths of one percent, the conversion rate maybe not that important after all.
• 18:55
  Brian Olson: But the point is, have something that you can measure.
• 18:58
  Brian Olson: So, anyway, testable doesn't mean maybe testable means you gotta test it, right?
• 19:02
  Brian Olson: You already did the deciding the way you went through all this pre-flight and three-step check.
• 19:07
  Brian Olson: So, but I gotta own something here before we really go any further because I am actually describing a mistake that I made for years, at least five, five and a half years of this business, um, which was that I was a staunch manual sourcing guy.
• 19:23
  Brian Olson: And I still don't hate manual sourcing.
• 19:25
  Brian Olson: I mean, I found a way to fall in love with it, and I that was my mantra for a long time.
• 19:29
  Brian Olson: I love sourcing.
• 19:30
  Robin Joy: I when I does create a bit of a moat in in some ways.
• 19:33
  Brian Olson: Yep, yep.
• 19:34
  Brian Olson: But it really was one product at a time, right?
• 19:37
  Brian Olson: Hunt it down, Google it, find a source.
• 19:40
  Brian Olson: And I taught it that way on this microphone because I believe that was the skill, right?
• 19:45
  Brian Olson: The skill was in finding one.
• 19:47
  Brian Olson: But I got off that bat off of that about a year and a half ago.
• 19:51
  Brian Olson: And it wasn't because manual sourcing stopped working, because it didn't, it still works to this day, right?
• 19:56
  Brian Olson: But because I finally sat down and commented how many ASINs, counted how many ASINs that I was actually touching in a week.
• 20:03
  Brian Olson: Okay.
• 20:03
  Brian Olson: And the number was embarrassingly low, like way too low.
• 20:08
  Brian Olson: So I had spent years teaching you to be a better picker when I should have been teaching or I could have been teaching you how to be a higher volume tester.
• 20:16
  Robin Joy: Yeah.
• 20:16
  Brian Olson: And that is really where I think we've made a correction.
• 20:19
  Brian Olson: If that's where you are and I put you there, let's let me help you get out of that.
• 20:22
  Brian Olson: Okay.
• 20:23
  Brian Olson: Yeah.
• 20:23
  Robin Joy: And and I was right there with you, but we have found that you you get this the same or better results, plus a whole lot more information when you become undeniable.
• 20:35
  Robin Joy: Somebody heard the Dyson number and thought, great.
• 20:38
  Robin Joy: So I have 5,000 ASINs to find, two.
• 20:42
  Robin Joy: Yeah, right, right.
• 20:42
  Robin Joy: I gotta do 5,000 ASINs and I'll get two.
• 20:45
  Robin Joy: Yeah.
• 20:45
  Robin Joy: Okay.
• 20:45
  Robin Joy: I have good news.
• 20:46
  Robin Joy: Okay, good.
• 20:47
  Robin Joy: It doesn't take 5,000.
• 20:48
  Robin Joy: It doesn't even take 500.
• 20:50
  Robin Joy: Uh okay.
• 20:51
  Robin Joy: But it does take all of them.
• 20:52
  Robin Joy: Okay.
• 20:53
  Robin Joy: Okay.
• 20:53
  Robin Joy: Every single one that is test worthy every week, as long as you can fund them, you should test them.
• 21:01
  Robin Joy: All of them.
• 21:02
  Robin Joy: Which however many there are.
• 21:04
  Robin Joy: If there are there, there won't be 500, but if there are 20, test 20.
• 21:08
  Robin Joy: However, if you if you can fund them every single week.
• 21:13
  Brian Olson: Say that one more time.
• 21:15
  Robin Joy: Not just every week.
• 21:17
  Robin Joy: Every single week.
• 21:20
  Brian Olson: Every period.
• 21:20
  Brian Olson: Single period.
• 21:21
  Brian Olson: Week period, right?
• 21:23
  Brian Olson: Because why?
• 21:24
  Brian Olson: Consistency key.
• 21:26
  Robin Joy: Consistency key.
• 21:27
  Brian Olson: Yeah.
• 21:27
  Brian Olson: You guys know what that is.
• 21:28
  Brian Olson: Well, and just here, let me try and just straighten this up a little bit, okay?
• 21:33
  Brian Olson: Because what you just described is a ceiling, and most of us and most people are probably standing or and looking at the floor.
• 21:40
  Brian Olson: So if you've got 40 testable ASINs and $5,000, I have said before, and I just want to clear that up, don't go test 40 this week.
• 21:48
  Brian Olson: Okay.
• 21:48
  Brian Olson: This really becomes a math problem and a systems problem that we don't want to have to deal with later on.
• 21:54
  Brian Olson: So my my my guidance, my suggestions is don't test everything.
• 21:58
  Brian Olson: Okay.
• 22:00
  Robin Joy: At once.
• 22:00
  Brian Olson: At once.
• 22:01
  Brian Olson: Yes.
• 22:02
  Robin Joy: Yes, test everything.
• 22:03
  Robin Joy: Test them, all of them.
• 22:05
  Brian Olson: Yeah.
• 22:05
  Robin Joy: You just don't have to test them all at once.
• 22:07
  Brian Olson: You clearly define what it is that you're going to spend on testing every week and then spend all of it.
• 22:13
  Brian Olson: Like don't not spend the money, right?
• 22:16
  Brian Olson: Don't chicken out.
• 22:17
  Brian Olson: Um, and spread it across as many different nations as you can that the money will cover so you can maintain your diversity and learn more.
• 22:24
  Brian Olson: And the second half of that is what a lot of people miss, I think, because if you've got $400 to test and you got 40 testable leads, don't put 400 into the one lead that you like best.
• 22:35
  Brian Olson: And I think that's what a lot of people do.
• 22:36
  Brian Olson: I think so too.
• 22:37
  Brian Olson: Right?
• 22:37
  Brian Olson: Because that's only one rep, right?
• 22:39
  Brian Olson: So if you spread it out, you can get five or eight or maybe 10, right?
• 22:43
  Brian Olson: So it's the same money, but eight times the number of shots.
• 22:46
  Brian Olson: And that's what we're looking for.
• 22:47
  Robin Joy: Yeah.
• 22:48
  Robin Joy: You already picked the three-step check picked for you.
• 22:52
  Robin Joy: It was an easy pick.
• 22:54
  Robin Joy: So go order those.
• 22:56
  Robin Joy: Stop shopping yourself.
• 22:58
  Robin Joy: Stop trying to, oh, this one might be better.
• 23:02
  Robin Joy: This one.
• 23:02
  Robin Joy: The whole point is it's a test.
• 23:03
  Robin Joy: We don't know which one's better yet.
• 23:04
  Robin Joy: Exactly.
• 23:05
  Robin Joy: Test them all.
• 23:06
  Robin Joy: You'll be surprised.
• 23:10
  Brian Olson: You said just the three-step check told you.
• 23:12
  Brian Olson: Let's be clear.
• 23:12
  Brian Olson: You define what's in the three-step check.
• 23:14
  Brian Olson: So you already told yourself.
• 23:15
  Brian Olson: It's basically the same thing.
• 23:16
  Robin Joy: You already made the decisions of what becomes a testable AC.
• 23:20
  Brian Olson: Whatever number that it is that you pick, whether it's eight tests, three tests, or even one test a week.
• 23:24
  Brian Olson: You know, because the you there's no problem in testing a low number as long as you're doing it consistently.
• 23:30
  Brian Olson: A problem is when you end the week with your weekly budget being not completely spent.
• 23:38
  Brian Olson: Yeah.
• 23:38
  Brian Olson: Right?
• 23:39
  Robin Joy: And that clears up the problem with, well, I only found one because I didn't work as long and I didn't.
• 23:45
  Robin Joy: So I did I only tested one.
• 23:47
  Robin Joy: That's not a reason to only test one.
• 23:49
  Brian Olson: Yeah.
• 23:49
  Robin Joy: A reason to only test one is I ran out of money.
• 23:52
  Brian Olson: Yeah, yeah, yeah, yeah, for sure.
• 23:53
  Brian Olson: Or I'm starting with a small budget, right?
• 23:54
  Robin Joy: Don't give yourself the chance to have more to test.
• 23:58
  Brian Olson: And so this is what I see a lot of times.
• 23:59
  Brian Olson: Somebody will be sitting on 30, 40, 50, 60.
• 24:02
  Brian Olson: One person had 700 testable ASINs, right?
• 24:04
  Brian Olson: Yeah.
• 24:05
  Brian Olson: Not that same person.
• 24:06
  Brian Olson: None of these people, by the way.
• 24:07
  Brian Olson: But if that happens to be you, you got to test more than four a month.
• 24:10
  Robin Joy: Yeah.
• 24:11
  Brian Olson: Right?
• 24:11
  Brian Olson: And a lot of people I see doing that, they do test a small number, and it ain't because they ran out of money.
• 24:16
  Brian Olson: It's because they ran out of nerve, right?
• 24:19
  Brian Olson: They couldn't make the decision and they get hung up in this analysis paralysis thing.
• 24:24
  Brian Olson: Yeah.
• 24:24
  Brian Olson: Okay.
• 24:25
  Brian Olson: It's real.
• 24:26
  Brian Olson: It's real.
• 24:26
  Brian Olson: So let's talk about what does missing so many shots actually mean?
• 24:32
  Brian Olson: Okay.
• 24:33
  Brian Olson: Okay.
• 24:33
  Brian Olson: So the the frameworks.
• 24:36
  Brian Olson: Why do we make the frameworks this way?
• 24:38
  Brian Olson: The frameworks are shaped the way they are because we don't think that we've ever said it in this order.
• 24:43
  Brian Olson: So let me clear it up.
• 24:45
  Brian Olson: Okay.
• 24:45
  Brian Olson: We have the pre-flight inspection, and this exists so that you're not burning a rep on a known bad listing.
• 24:52
  Brian Olson: Yeah.
• 24:52
  Robin Joy: Like, oh shoot, that was a and putting yourself at risk of getting in trouble over it.
• 24:57
  Brian Olson: That was a waste, right?
• 24:58
  Brian Olson: We want to check brand accuracy.
• 24:59
  Brian Olson: Can we supply everything that is included in the listing?
• 25:03
  Brian Olson: Would a buyer be confused?
• 25:05
  Brian Olson: You know, like I still hear it to this day.
• 25:08
  Brian Olson: The number one reason that people get IP complaints and get their accounts suspended is because they're selling on misbranded listings.
• 25:13
  Brian Olson: It's the e one of the easiest things to fix, right?
• 25:16
  Brian Olson: To avoid, I should say.
• 25:18
  Brian Olson: The second thing is capital protection, right?
• 25:20
  Brian Olson: That capital protection piece is inside of the three-step check.
• 25:23
  Brian Olson: And this is the most important piece.
• 25:25
  Brian Olson: And you've said it before too.
• 25:27
  Brian Olson: I don't even care if it has velocity or even potential profit unless I'm I mean, there's reasons to have those.
• 25:33
  Brian Olson: Yeah.
• 25:33
  Brian Olson: But as long as you've got capital protection.
• 25:36
  Robin Joy: What's the worst thing that can happen?
• 25:37
  Robin Joy: I do think velocity is important there because even if I don't lose my money, I need my money back in a certain amount of time.
• 25:43
  Brian Olson: So that you can take more shots.
• 25:44
  Robin Joy: But there's a reason.
• 25:45
  Robin Joy: This this explains a reason we put the steps in the three-step check.
• 25:49
  Robin Joy: Not because it's going to give you the best ASINs, but it's going to give you the best chance to come out of it unscathed, right?
• 25:57
  Brian Olson: That's the line.
• 25:58
  Brian Olson: That's everything.
• 25:59
  Brian Olson: That is the uh when I started thinking about this, and you're always the turn it upside down person, but we didn't build these to make it so that you were right.
• 26:09
  Brian Olson: Right?
• 26:10
  Brian Olson: So that you would be 100% sure.
• 26:12
  Brian Olson: Because if you were sure, it wouldn't be a test.
• 26:14
  Brian Olson: Right.
• 26:14
  Brian Olson: We built them so that if you were wrong, you could get out relatively unscathed because we know it's about the shots, right?
• 26:23
  Brian Olson: You the more tests, the more reps you can take.
• 26:26
  Brian Olson: So if you think about it that way, it's not about telling you what's a winner, it's about protecting you, right?
• 26:32
  Brian Olson: And you define what those variables uh are when you're defining the three-step check.
• 26:37
  Brian Olson: You're protecting yourself.
• 26:39
  Robin Joy: So in this case, wrong has to be survivable.
• 26:41
  Robin Joy: And if it is, wow, go for it, right?
• 26:45
  Robin Joy: So somebody's gonna say, well, I tested it and it didn't test out.
• 26:48
  Robin Joy: All I got was one sale.
• 26:49
  Robin Joy: All I got was a sale.
• 26:51
  Robin Joy: Oh, here we go.
• 26:52
  Robin Joy: Do not tell me all I got was a sale.
• 26:54
  Robin Joy: How many people do I sit across from every week and they say, Oh, I'm not approved to sell anything I want to sell.
• 27:03
  Robin Joy: You know, there is one thing that gets you more approvals.
• 27:07
  Robin Joy: One thing, more sales, more successful transactions.
• 27:11
  Robin Joy: Amazon's clear about that.
• 27:12
  Robin Joy: We see it happening all the time.
• 27:15
  Robin Joy: So don't tell me the sale's not good enough.
• 27:18
  Robin Joy: The sale's good enough for a lot of people.
• 27:20
  Robin Joy: Don't skip past that, okay?
• 27:22
  Robin Joy: But secondly, of course, most of them don't hit.
• 27:27
  Brian Olson: As babe Ruth.
• 27:28
  Robin Joy: As Babe Ruth.
• 27:29
  Robin Joy: Exactly.
• 27:30
  Robin Joy: We just gave you several examples of why that's great.
• 27:33
  Robin Joy: That that testing is not failing.
• 27:38
  Robin Joy: The test that doesn't become replenishable is not a failure.
• 27:41
  Robin Joy: That's the model working exactly as it worked for Sinatra, for Picasso, for every single name we just named.
• 27:50
  Brian Olson: Yep, that's a good idea.
• 27:50
  Brian Olson: That's how it works.
• 27:51
  Brian Olson: Now, one more thing, or I will have done some real damage today, just to clear it up.
• 27:57
  Brian Olson: Okay.
• 27:57
  Brian Olson: Testing for us, the way we like to look at it, and hopefully this will frame it up for you in a good way, too, is it's RD.
• 28:04
  Brian Olson: It's your research and development, right?
• 28:06
  Brian Olson: That is a cost center.
• 28:07
  Brian Olson: There's absolutely no two ways about that.
• 28:10
  Brian Olson: You cannot make testing be a profit center.
• 28:14
  Brian Olson: Replenishables are the profit center.
• 28:16
  Brian Olson: Yes.
• 28:17
  Brian Olson: So the whole point is you have to spend money on this, but you want to spend the least amount possible and get it back.
• 28:22
  Brian Olson: And you will, because you're stacking the deck in your favor, right?
• 28:26
  Brian Olson: And you're also going to have some winners in there that should offset that.
• 28:30
  Brian Olson: And then when you do find those ones that become replenishable, that is what is going to make you money.
• 28:36
  Brian Olson: Okay.
• 28:37
  Robin Joy: Yeah, exactly.
• 28:38
  Brian Olson: So if you test 40 this quarter and you restock none of them, you're not really running a business, right?
• 28:46
  Brian Olson: You're running a survey.
• 28:47
  Brian Olson: And we and we have worked with clients like this before.
• 28:49
  Brian Olson: But yeah, which is there's no profit in that.
• 28:52
  Robin Joy: There's value in that in that profit.
• 28:54
  Brian Olson: I don't restock, I just keep finding new things to send in.
• 28:57
  Robin Joy: Yeah.
• 28:57
  Brian Olson: And that's the whole thrill of the chase versus the, you know.
• 29:00
  Robin Joy: Yeah, we've done podcasts on that before.
• 29:02
  Robin Joy: Yeah, you gotta protect both sides of that.
• 29:04
  Brian Olson: That's right.
• 29:05
  Robin Joy: All right.
• 29:06
  Robin Joy: Now I have to say the other half are all have done damage too.
• 29:12
  Robin Joy: Okay.
• 29:12
  Robin Joy: On the basketball court.
• 29:14
  Robin Joy: Miss a three-point shot, nobody really cares.
• 29:17
  Robin Joy: Unless it's the last shot of the game.
• 29:19
  Robin Joy: Yeah, well, yeah.
• 29:20
  Robin Joy: But even then, nobody really expects you to make that shot most of the time.
• 29:25
  Brian Olson: Right.
• 29:26
  Robin Joy: Nobody does.
• 29:26
  Robin Joy: Miss a free throw.
• 29:28
  Brian Olson: Oh, yeah.
• 29:29
  Robin Joy: And that's different.
• 29:30
  Robin Joy: Right?
• 29:30
  Robin Joy: That's one of the basic fundamentals of a basketball game.
• 29:34
  Robin Joy: Shaq O'Neal.
• 29:36
  Robin Joy: Shaquille O'Neal.
• 29:38
  Robin Joy: Uh what did they call it a shack?
• 29:40
  Robin Joy: Hack a shack, because they knew that if they fouled him, they were the he was the one they wanted to do a pre uh free throw.
• 29:47
  Robin Joy: He sucked at free throws.
• 29:48
  Robin Joy: He sucked at free throws.
• 29:50
  Robin Joy: He just sucked.
• 29:51
  Robin Joy: I mean, he made free throws, sure, but he was known for missing free throws.
• 29:57
  Robin Joy: And that's what he had an incredible career.
• 30:02
  Robin Joy: He was an amazing basketball player, dominant.
• 30:06
  Robin Joy: But how differently he's remembered as the great basketball player that couldn't hit free throws.
• 30:12
  Brian Olson: Hit free throws.
• 30:13
  Brian Olson: Well, it's like uh same thing with Elway, right?
• 30:15
  Brian Olson: Before he ever threw any passes that mattered, of course, it helped that his dad was a coach.
• 30:21
  Brian Olson: He had thrown it tens of thousands of times where nobody was watching.
• 30:25
  Brian Olson: Because what are you working on?
• 30:26
  Brian Olson: You're working on your footwork.
• 30:28
  Robin Joy: Yeah.
• 30:28
  Brian Olson: Um, you're working on your throwing motion, uh, then the reps that, you know, and then finally the game.
• 30:34
  Brian Olson: Yeah.
• 30:34
  Brian Olson: And I'm gonna go off script a little bit here because I think about, you know, a lot of times we are pivoting in our business to something.
• 30:40
  Brian Olson: Uh we're either adding a new strategy, we're changing things up because the marketplace forces us to do so, or we're making that change in our business with a plan most of the time.
• 30:50
  Brian Olson: Um how many times did Tiger Woods have uh debut a new swing in his career?
• 30:56
  Brian Olson: Yeah, right.
• 30:57
  Brian Olson: Right.
• 30:58
  Brian Olson: How many times does a quarterback get new footwork?
• 31:00
  Brian Olson: Every time there's a new quarterback's coach, he wants to do it a different way of doing it.
• 31:04
  Robin Joy: New technology in his gloves and exactly, right?
• 31:07
  Brian Olson: Um shoes.
• 31:08
  Brian Olson: Or even the the type of balls that he's throwing, right?
• 31:12
  Brian Olson: So depending on the whole uh uh design of the offense.
• 31:14
  Brian Olson: Yeah.
• 31:15
  Brian Olson: So you don't it's not that you just like get one thing, and I bet you, how many uh that guy who painted uh so many thousands and thousands of paintings?
• 31:24
  Brian Olson: Picasso.
• 31:25
  Brian Olson: Was it Picasso?
• 31:27
  Brian Olson: Mm-hmm.
• 31:27
  Brian Olson: Okay.
• 31:28
  Robin Joy: 50,000 pieces.
• 31:29
  Brian Olson: 50,000 pieces.
• 31:29
  Brian Olson: Do you think he painted all in the same style?
• 31:32
  Robin Joy: Oh no.
• 31:32
  Brian Olson: You think he tried some things out along the way?
• 31:34
  Robin Joy: No, he's known for specific style.
• 31:36
  Brian Olson: Exactly.
• 31:37
  Robin Joy: But yeah, I'll bet that developed over time.
• 31:40
  Brian Olson: Yeah.
• 31:41
  Robin Joy: So our basics are not exciting.
• 31:44
  Robin Joy: Yeah.
• 31:44
  Robin Joy: Okay, you know how I said where you th they throw a three-pointer and if they miss it, yeah, we're okay with that.
• 31:51
  Robin Joy: We're not gonna get upset with that.
• 31:53
  Robin Joy: But if they throw a free throw and they miss it, we expect the free throw.
• 31:58
  Robin Joy: We expect that one to go in most of the time.
• 32:01
  Robin Joy: That's the basics.
• 32:02
  Robin Joy: We gotta get good at the basics.
• 32:05
  Robin Joy: It's not exciting.
• 32:06
  Robin Joy: That's not the most exciting stuff, the free throw.
• 32:09
  Robin Joy: A vetted source, a correct brand, breaking even under a price that held, restock that worked.
• 32:17
  Robin Joy: We do them so many times that they stop being decisions.
• 32:22
  Robin Joy: But that's the boring part.
• 32:24
  Robin Joy: And we have to make it so many times that we don't have to, you know.
• 32:28
  Robin Joy: Now we say to people, you know, yeah, it's a big thing right now, and we want to go get this down, this, this.
• 32:34
  Robin Joy: And we want to do it so many times that next next time you do it, that's just Tuesday.
• 32:39
  Robin Joy: That's just what we do, right?
• 32:40
  Robin Joy: So then we'll not have to worry about whether we have replenishable ASINs if we do that.
• 32:46
  Robin Joy: Because if we do enough testing and make enough attempts, we will get replenishable ASINs out of that.
• 32:53
  Robin Joy: They come automatically.
• 32:55
  Brian Olson: This is all part of becoming undeniable, right?
• 32:57
  Brian Olson: That's right.
• 32:58
  Brian Olson: This is the whole premise of this show, and it's why we named it what we named it, right?
• 33:02
  Brian Olson: The new era resellers is not the one with the best tools.
• 33:07
  Brian Olson: No.
• 33:07
  Brian Olson: Okay.
• 33:08
  Brian Olson: Or the one who can afford to do the most.
• 33:10
  Brian Olson: It's the one who can't be argued with anymore, right?
• 33:14
  Brian Olson: Right.
• 33:14
  Brian Olson: Like there's no question.
• 33:17
  Robin Joy: Eventually, you'll be in the position where you can't be denied.
• 33:21
  Robin Joy: You just have to hang in there long enough to get enough reps in, that happens for you.
• 33:26
  Robin Joy: And then everything else will fall into place.
• 33:29
  Brian Olson: Yep.
• 33:29
  Brian Olson: Brian, do you have a quote for us today?
• 33:32
  Brian Olson: I do have a quote for us.
• 33:33
  Brian Olson: Interesting quote today from Annie Dillard.
• 33:36
  Brian Olson: Haven't heard of her before.
• 33:37
  Brian Olson: How we spend our days is, of course, how we spend our lives.
• 33:42
  Robin Joy: So if you're the kind of guy who's undeniable, it's also the kind of thing that you're going to do on a daily basis.
• 33:47
  Robin Joy: 500 shots a day is not a basketball statistic.
• 33:51
  Robin Joy: It's a description of somebody's life.
• 33:53
  Brian Olson: That's right.
• 33:54
  Robin Joy: Nobody decides to be undeniable.
• 33:56
  Robin Joy: You just spend enough weeks in a row putting tests in, and one day somebody looks up and they say, I can't argue.
• 34:05
  Robin Joy: You've done enough, you've done enough that there's no way you couldn't have won.
• 34:10
  Brian Olson: I think we have decided.
• 34:11
  Brian Olson: We have to have decided to become undeniable.
• 34:14
  Brian Olson: I think so too.
• 34:15
  Brian Olson: I think just we do.
• 34:17
  Brian Olson: I think you're right.
• 34:18
  Robin Joy: I think you're right.
• 34:19
  Brian Olson: All right.
• 34:19
  Robin Joy: Some don't, but if you do, even better, right?
• 34:22
  Brian Olson: Yeah.
• 34:23
  Brian Olson: When you're sitting there with a stack of leads that have already passed the pre-flight inspection three-step check, and you're going through them one last time to figure out which one's going to be the best one.
• 34:33
  Brian Olson: You know, like here's that.
• 34:34
  Brian Olson: Test more ASINs.
• 34:37
  Brian Olson: Hey everyone.
• 34:39
  Brian Olson: Uh, this is a new launch podcast for us.
• 34:41
  Brian Olson: Yes, we're going to say test more ASINs.
• 34:42
  Brian Olson: But also just want to say send this to someone you know who's been sitting back afraid to pull that trigger for three weeks.
• 34:50
  Brian Olson: Okay.
• 34:50
  Brian Olson: Thank you all.
• 34:51
  Brian Olson: We'll see you soon.
• 34:52
  Robin Joy: Talk to you soon.