Latest / New Era Reseller / 7 Steps to Undeniability

Transcript

7 Steps to Undeniability · New Era Reseller

• 0:00
  Brian Olson: So I had two coaching sessions this week, back to back.
• 0:03
  Brian Olson: Okay.
• 0:04
  Brian Olson: And I spent an hour with each person.
• 0:07
  Brian Olson: Um, so different students, same me, right?
• 0:11
  Brian Olson: Both people paid the same price to be there.
• 0:13
  Brian Olson: Okay.
• 0:14
  Brian Olson: One of them was worth about half of what the other one was worth.
• 0:17
  Brian Olson: I'm talking about the co the value of the coaching s coaching session.
• 0:20
  Robin Joy: Oh.
• 0:20
  Robin Joy: And it didn't have any So you only gave one of them half half of No, I'll let me explain.
• 0:26
  Brian Olson: But didn't have anything to do with how smart the guy was or the girl was, right?
• 0:30
  Brian Olson: In the first session, we spent the first 10, 15 minutes trying to figure out the two-factor authentication so they get logged into their seller central and then um couldn't figure out how to share the screen, and then uh the audio was not working and all these sorts of things, right?
• 0:46
  Brian Olson: Um, then we had to log into Keepa.
• 0:48
  Brian Olson: It was all these, seriously, like 15 minutes of an hour that they're never going to get back.
• 0:55
  Brian Olson: And when you divide it, like we have an hour together when we're doing this, that's one quarter of their session spent on the technological things that, in my opinion, should have been handled in advance.
• 1:09
  Robin Joy: one?
• 1:09
  Brian Olson: The second one I joined, they were all ready.
• 1:11
  Brian Olson: Like everything was logged in, had three tabs open with ASINs that we were gonna review, right?
• 1:16
  Brian Olson: Um, and uh had their questions written down.
• 1:19
  Brian Olson: We went through them one by one by one, right?
• 1:22
  Brian Olson: Um, and then in 10 minutes, we had already answered questions and and we were moving on to new concepts.
• 1:28
  Brian Olson: I love it.
• 1:29
  Brian Olson: Yeah.
• 1:30
  Brian Olson: So there are two different types of coaching sessions.
• 1:33
  Brian Olson: Today we're gonna talk about how to be the second person.
• 1:37
  Robin Joy: Okay.
• 1:37
  Robin Joy: That sounds right.
• 1:40
  Brian Olson: We've all been there.
• 1:41
  Robin Joy: Ask me how I know.
• 1:43
  Brian Olson: Stack the deck in your paper.
• 1:44
  Robin Joy: Stack the deck in your paper.
• 1:44
  Robin Joy: That's what you say.
• 1:45
  Brian Olson: What can cure that?
• 1:46
  Robin Joy: We've got to turn it upside down.
• 1:47
  Robin Joy: I love turning it upside down.
• 1:49
  Brian Olson: You know what cures that?
• 1:50
  Robin Joy: Ask me how I know.
• 1:51
  Brian Olson: Amazon is a logistics company.
• 1:52
  Brian Olson: Go test more ASINs.
• 1:54
  Brian Olson: Test more ASINs.
• 1:55
  Brian Olson: Test more ASINs.
• 1:56
  Brian Olson: Let's go test more ASINs.
• 1:59
  Brian Olson: Welcome back to the Modern Builders Network.
• 2:03
  Brian Olson: We are the Official Olsons.
• 2:04
  Brian Olson: I'm Brian.
• 2:05
  Brian Olson: And I'm Robin Joy.
• 2:06
  Brian Olson: And this is the New Era Reseller.
• 2:11
  Robin Joy: are all in the business of becoming undeniable.
• 2:13
  Robin Joy: Hey everybody.
• 2:19
  Robin Joy: How are you doing this week, Brian?
• 2:22
  Brian Olson: I'm doing pretty good.
• 2:22
  Brian Olson: I'm uh on a fast, so this is not coffee, unfortunately.
• 2:26
  Brian Olson: If I'm if my eyes are propped open with toothpicks, you know why, right?
• 2:31
  Robin Joy: That's okay.
• 2:32
  Robin Joy: Ask me how I'm doing.
• 2:34
  Brian Olson: How are you doing, Robin?
• 2:35
  Robin Joy: I'm doing great.
• 2:36
  Robin Joy: Every day keeps getting better than the day before.
• 2:39
  Robin Joy: I love our life.
• 2:41
  Brian Olson: Uh-huh.
• 2:42
  Robin Joy: I love what we do.
• 2:43
  Robin Joy: I love that we do it together.
• 2:45
  Robin Joy: Yeah.
• 2:45
  Robin Joy: And I love becoming undeniable.
• 2:48
  Brian Olson: Undeniable.
• 2:48
  Brian Olson: Yeah.
• 2:49
  Brian Olson: I mean, part of that is like even what we're doing here today.
• 2:52
  Brian Olson: I it was so easy to just uh I could have easily skipped this session.
• 2:57
  Brian Olson: I'm not really up for it today.
• 2:59
  Brian Olson: And I'm I'm obviously I'm gonna be super glad as soon as we hit the record button.
• 3:04
  Brian Olson: I'm super glad we did do that, right?
• 3:07
  Robin Joy: But people depend on you.
• 3:08
  Robin Joy: They're waiting to hear from you.
• 3:09
  Brian Olson: They want to know more importantly, I depend on me.
• 3:12
  Robin Joy: Yeah.
• 3:13
  Brian Olson: what I mean?
• 3:13
  Robin Joy: And it makes a difference.
• 3:14
  Brian Olson: It does make a difference.
• 3:15
  Brian Olson: So anyway, everyone's in Q4 prep, right?
• 3:18
  Brian Olson: Yeah.
• 3:19
  Robin Joy: Um we're about mid-September.
• 3:22
  Brian Olson: And so if you are not already shopping, um, you're gonna be shopping soon.
• 3:26
  Brian Olson: The goal is to get your stuff into Amazon before the rush.
• 3:29
  Brian Olson: Because if you're trying to get your stuff in in November, good luck with that, right?
• 3:34
  Brian Olson: It's gonna be gonna be a challenge.
• 3:35
  Brian Olson: You're gonna be left with the left over.
• 3:38
  Robin Joy: It doesn't mean stop shipping in November because after Christmas stuff sells just as well as it did before.
• 3:44
  Brian Olson: Yep.
• 3:44
  Brian Olson: Right.
• 3:45
  Brian Olson: So, anyway, um, we are actually doing a Q4 session more about like how things go throughout Q4 and post Q4 um in our webinar a little bit later today, which will be put up on YouTube um and be part of our Modern Builders Network community, which folks can go find out.
• 4:05
  Brian Olson: Yeah, the recording can.
• 4:06
  Brian Olson: Yeah.
• 4:07
  Brian Olson: And there's actually a live session tonight, too, for those who can attend.
• 4:10
  Robin Joy: There is a live session, but by the time this posts, it will have been over.
• 4:14
  Brian Olson: Yeah, just letting you know if you're a part of the community, you can attend live too.
• 4:17
  Robin Joy: So we do those every Tuesday evening at uh seven Eastern time.
• 4:22
  Robin Joy: So uh come join us at the Modern Builders Network.
• 4:25
  Brian Olson: Yeah.
• 4:25
  Brian Olson: All right, let's go back and unpack these two coaching sessions.
• 4:28
  Brian Olson: Okay, okay.
• 4:28
  Brian Olson: I was going through them and I'm like, I really feel like I want to make this list of things that you should have done and ready by the time that you know you are going to meet with your coach.
• 4:38
  Brian Olson: How do you feel about that, Robin?
• 4:41
  Robin Joy: I have actually uh sometimes put it in emails, in follow-up emails.
• 4:47
  Brian Olson: Uh-huh.
• 4:48
  Robin Joy: Next time, make sure you're logged in.
• 4:50
  Robin Joy: You know, I put a a list of um things to be ready because you're right, it takes up so much time, and we have very little time as it is, and so much to get through.
• 5:02
  Brian Olson: We, as people in general, right?
• 5:04
  Brian Olson: You are building this on the side, right?
• 5:07
  Brian Olson: And so um, it's not necessarily about my time, it's about your time, right?
• 5:12
  Brian Olson: And number one on this list, I'm gonna make I'm gonna go through this list of things that I made.
• 5:17
  Brian Olson: Okay, at the risk of sounding like eight rules to date my daughter or whatever it's called, right?
• 5:22
  Brian Olson: That's not what this is really about, but really it's more about how you treat yourself.
• 5:26
  Robin Joy: Yeah, and that's and you don't have a daughter, so there's And
• 5:29
  Brian Olson: I don't have a daughter, yeah.
• 5:31
  Brian Olson: So number one on the list, be early, right?
• 5:33
  Brian Olson: If you are on time, you're late, right?
• 5:35
  Brian Olson: Don't be early.
• 5:37
  Robin Joy: Yeah, and so we're gonna assume this is talking to anybody who has a coach, not us as a coach necessarily.
• 5:42
  Robin Joy: How to treat your coaching.
• 5:45
  Robin Joy: If you have a if you're a plumber and you have got a business coach, if you're a person and you have life coach, get there early.
• 5:53
  Robin Joy: Don't be late.
• 5:54
  Robin Joy: Don't make your coach wait on you.
• 5:57
  Robin Joy: You're paying for time that you're not using.
• 5:59
  Brian Olson: Again, again, it's not about making your coach wait.
• 6:02
  Brian Olson: It's about the message that you're sending to yourself yourself, yeah.
• 6:05
  Brian Olson: Right?
• 6:05
  Brian Olson: Yeah, you're saying it's not important.
• 6:07
  Brian Olson: It's not at the top of my priority list.
• 6:10
  Brian Olson: And uh, I want to be really careful because uh, you know, this whole thing could come off as this big fat lecture.
• 6:16
  Robin Joy: Yeah, yeah.
• 6:17
  Brian Olson: And um, that's not really what it is.
• 6:18
  Brian Olson: It's more about a self-care talk more than anything else, right?
• 6:20
  Brian Olson: I get life happens.
• 6:22
  Brian Olson: Oh, a shift runs long, somebody gets sick, traffic is, you know, a snarl, mess, whatever, right?
• 6:28
  Robin Joy: Sometimes, as you know today, just showing up is is the the accomplishment, right?
• 6:33
  Brian Olson: Running a few minutes behind for a legit reason is not a problem, right?
• 6:37
  Brian Olson: But just not saying anything about it and like, oh yeah, sorry, as as soon as I could get here, yeah.
• 6:44
  Robin Joy: Um like you like you're doing your coach a favor.
• 6:47
  Robin Joy: Exactly.
• 6:48
  Brian Olson: Yeah.
• 6:48
  Brian Olson: I mean, just a quick heads up would would cover almost all of that for both yourself and for your coach, right?
• 6:54
  Robin Joy: Yeah, I agree.
• 6:55
  Robin Joy: So what's the difference between that and the person who's late time?
• 7:00
  Brian Olson: I think two different, it's totally uh two totally different things.
• 7:02
  Brian Olson: One is a pattern, one's uh uh an exception, right?
• 7:06
  Brian Olson: Okay, so when you're late every time, that's not a traffic problem anymore.
• 7:10
  Brian Olson: That is really more of a planning problem.
• 7:12
  Brian Olson: That's your business telling you where it sits on your priority list, right?
• 7:17
  Brian Olson: Yeah.
• 7:17
  Brian Olson: And I know um on the whole, you're actually hurting yourself.
• 7:23
  Brian Olson: I I think I hate about I hate this part of the conversation because I think back to these uh lectures I got from my teachers.
• 7:30
  Brian Olson: You're only hurting yourself when you're not doing your homework or whatever, right?
• 7:34
  Brian Olson: And it's not that, but let's see, you know, the uh because it then it felt like you know, a teacher, a parent, you know, scolding me.
• 7:42
  Brian Olson: Um now I've come to realize it's not that.
• 7:44
  Brian Olson: It's not about that, it's about me.
• 7:46
  Robin Joy: Like showing up for yourself.
• 7:48
  Brian Olson: Showing up for yourself, exactly right, right.
• 7:51
  Brian Olson: All right.
• 7:52
  Brian Olson: Um, session starts on time, session ends on time.
• 7:56
  Brian Olson: Yes, right.
• 7:56
  Brian Olson: That's a respect for someone else's time.
• 7:58
  Brian Olson: That part of it.
• 7:59
  Robin Joy: I'm stickler about that.
• 8:00
  Robin Joy: Yeah.
• 8:01
  Brian Olson: Yeah.
• 8:01
  Brian Olson: So what happens when you're late is you don't get more time on the end.
• 8:05
  Robin Joy: It just because there's somebody right behind you in most cases.
• 8:08
  Brian Olson: Turns out to be a shorter session, yeah.
• 8:09
  Brian Olson: Right.
• 8:13
  Brian Olson: two, keeping track here, number two.
• 8:16
  Robin Joy: Be prepared.
• 8:17
  Brian Olson: Right?
• 8:17
  Brian Olson: Be prepared.
• 8:18
  Brian Olson: Be prepared.
• 8:19
  Brian Olson: Now I gotta say, I was in a session last night and both attendees were early, like five minutes early.
• 8:24
  Robin Joy: Okay, good.
• 8:25
  Brian Olson: And and had questions prepared in advance, and it it's it just flows so much better that way.
• 8:31
  Brian Olson: But anyway, make sure you're logged into your seller central because we all know, like, I didn't have to log into Seller Central for like six weeks, and then sure enough, this morning I had to log in.
• 8:39
  Brian Olson: What?
• 8:40
  Brian Olson: You never know.
• 8:41
  Brian Olson: I had to log in again.
• 8:42
  Brian Olson: Yeah.
• 8:42
  Brian Olson: So get your screen set up, get your tabs open, you know, get your questions written down.
• 8:48
  Robin Joy: Figure out which screen you're gonna share and how that's gonna work.
• 8:51
  Brian Olson: So that we're not burning time in the beginning of your session for you're trying to, you know, scrounge up your notes from somewhere and you can't remember things, right?
• 8:59
  Robin Joy: And let me just say, uh, I don't know if this is just a setup I have, but know that even though you have yourself unmuted when you get into the session, as soon as you as soon as it comes on for some reason lately, you go mute again.
• 9:14
  Robin Joy: So check that mute again as soon as you come on.
• 9:17
  Robin Joy: Yeah.
• 9:18
  Robin Joy: Um, because you usually I have so many people who are just muted and it takes five minutes to realize I'm muted and I said all these things and then I you didn't hear any of them.
• 9:26
  Brian Olson: Right.
• 9:26
  Brian Olson: And get good at Zoom.
• 9:27
  Brian Olson: Like you're if you're or whatever the platform is that your coach is using.
• 9:31
  Brian Olson: Yeah.
• 9:31
  Brian Olson: Right.
• 9:31
  Brian Olson: If it's Zoom, get good at Zoom.
• 9:32
  Brian Olson: If it's uh Teams or Google or you know, whatever, get good at those things so that when you get in there, you're not spending five minutes looking for the share button.
• 9:41
  Robin Joy: Get the most of what you've you've put on your plate here.
• 9:45
  Brian Olson: Uh I'll say it one more time.
• 9:46
  Brian Olson: If you're spending 10, 15 minutes on all this prep work at the beginning of your session, that's a sixth to a quarter of your time together.
• 9:52
  Brian Olson: And that's money you already paid.
• 9:56
  Robin Joy: Yeah.
• 9:56
  Robin Joy: And I do 50-minute sessions and 10 minutes follow-up.
• 9:59
  Robin Joy: So that you know, it's even less if you're with me.
• 10:03
  Brian Olson: Yeah, same here.
• 10:03
  Brian Olson: Uh yeah, we're not quite as bad as like psychologists or whatever.
• 10:07
  Brian Olson: It's in a one hour, it's a it's a 90-minute session that goes an hour and 15 minutes or whatever, right?
• 10:14
  Brian Olson: Yeah.
• 10:15
  Brian Olson: Well, I gotta take notes.
• 10:16
  Brian Olson: Yeah.
• 10:16
  Brian Olson: Anyway.
• 10:18
  Robin Joy: Um sometimes you need a bio break in between.
• 10:20
  Robin Joy: This is true.
• 10:22
  Brian Olson: Yes, yeah.
• 10:22
  Brian Olson: Anyway, and this I think goes applies to more than just your coaching sessions.
• 10:26
  Brian Olson: Okay.
• 10:27
  Brian Olson: Think about when you sit down to source.
• 10:29
  Brian Olson: How much time are you wasting on the front side of that because you're not logged in and doing all the things and all that sort of stuff, right?
• 10:35
  Robin Joy: Right.
• 10:35
  Robin Joy: Right.
• 10:36
  Brian Olson: And again, this is about respect for your own time.
• 10:39
  Robin Joy: And for your business.
• 10:41
  Brian Olson: Yeah.
• 10:41
  Brian Olson: If you're spending the first 15 minutes trying to track down your stuff, get everything logged, there's time that has to happen to get that done, but don't count that as your sourcing time.
• 10:52
  Robin Joy: Right.
• 10:53
  Robin Joy: Right.
• 10:53
  Robin Joy: So uh I heard a story, I I read it somewhere, I can't find it where it is.
• 10:59
  Robin Joy: But the story of the person who s went to his college professor and said, Oh, I worked all night last night and you still didn't pass me on this paper.
• 11:10
  Robin Joy: I worked on it all night last night.
• 11:11
  Robin Joy: And this professor said, Oh, did you um what time did you start?
• 11:16
  Robin Joy: Well, I started at, you know, six o'clock right after class.
• 11:20
  Robin Joy: Whatever after dinner, whatever.
• 11:22
  Robin Joy: Well, what did you do during that time?
• 11:24
  Robin Joy: Did you ha take any tests?
• 11:26
  Robin Joy: Did you answer any texts?
• 11:27
  Robin Joy: Did you take any texts?
• 11:29
  Robin Joy: Did you answer any phone calls?
• 11:31
  Robin Joy: Did did you have your computer open before six o'clock?
• 11:34
  Robin Joy: Did you, you know, oh, well, how many times did you go to the bathroom?
• 11:39
  Robin Joy: How many times did you stop and go, oh, I got a text?
• 11:41
  Robin Joy: Let's see.
• 11:42
  Robin Joy: Oh, there's a news article, let me just check this out.
• 11:45
  Robin Joy: That all, whether we wanted to or not, it takes out of the time.
• 11:50
  Robin Joy: So I'm not saying you should keep your head down and never look up.
• 11:54
  Robin Joy: In fact, I'm a everybody knows I'm a huge fan of the Pomodoro method, but don't count it as work time.
• 12:02
  Robin Joy: Don't tell me work 10 hours if you didn't work 10 hours.
• 12:05
  Robin Joy: Don't tell yourself that you worked 10 hours if you didn't work 10 hours.
• 12:09
  Robin Joy: Listening to this podcast is not part of sourcing.
• 12:12
  Brian Olson: That's right.
• 12:13
  Robin Joy: That's not sourcing time.
• 12:14
  Robin Joy: Unless you're sourcing while you're listening to it in the background.
• 12:17
  Brian Olson: I used to try and do that, but it was really a distraction.
• 12:19
  Brian Olson: I had to focus.
• 12:20
  Brian Olson: It's like even now, um, if I need to have some sort of background noise on it, can't be any songs with words.
• 12:27
  Brian Olson: It has to be like mindless sound, music, whatever.
• 12:31
  Robin Joy: And I like like rain in the background.
• 12:33
  Brian Olson: So anyway.
• 12:36
  Robin Joy: When I used to um prep, that's a great time to listen to podcasts because you don't have to, you know, focus on any other words time.
• 12:48
  Brian Olson: So anyway, every minute counts.
• 12:49
  Brian Olson: This is number three.
• 12:50
  Brian Olson: Okay.
• 12:51
  Brian Olson: Okay.
• 12:51
  Brian Olson: Every minute counts.
• 12:52
  Brian Olson: Tick-tock, right?
• 12:54
  Brian Olson: Yeah.
• 12:54
  Brian Olson: Tick, and I don't mean TikTok the app.
• 12:56
  Brian Olson: I mean tick-tock.
• 12:57
  Brian Olson: Like, look at the watch.
• 12:59
  Brian Olson: Like, we don't have that kind of time, right?
• 13:01
  Brian Olson: You build your life in your nine to five, and you build your business in the five to nine.
• 13:05
  Brian Olson: And your five to nine is not really four hours when you finish doing all of this stuff, right?
• 13:12
  Robin Joy: Well, that's the five to nine that you have for everything else.
• 13:15
  Robin Joy: Your family, your food, your, you know, whatever other things are going on, your pet.
• 13:23
  Brian Olson: Now, this is not a lifetime commitment.
• 13:24
  Brian Olson: Right.
• 13:25
  Brian Olson: This is for a focused period of time.
• 13:28
  Brian Olson: So if you can do anything, if you're one of those people that says, Well, I can do anything for a limit limited amount of time, then that is.
• 13:34
  Robin Joy: Most of us can.
• 13:35
  Robin Joy: Yeah.
• 13:35
  Brian Olson: So get those two hours protected.
• 13:37
  Brian Olson: Um, and don't try to avoid all any of that busy work within that two hours and make sure that you're focused on the concentration and the concentrated effort of doing whatever that task is.
• 13:48
  Brian Olson: Exactly.
• 13:49
  Robin Joy: Yeah.
• 13:50
  Brian Olson: And one of the other things I like to say is, well, you know, I love to say this.
• 13:54
  Brian Olson: Make a plan because as much as you can, it's not a plan, right?
• 13:58
  Brian Olson: So yeah, I know.
• 14:00
  Brian Olson: Yeah.
• 14:01
  Robin Joy: Yeah.
• 14:01
  Brian Olson: So uh so you know That's right.
• 14:04
  Robin Joy: And if if you don't have a plan when you sit down, that's your plan.
• 14:07
  Robin Joy: Yeah.
• 14:08
  Robin Joy: Making a plan.
• 14:09
  Brian Olson: Yeah, that's exactly right.
• 14:10
  Robin Joy: So all three of these have have to happen before you ever look at a single product.
• 14:15
  Brian Olson: I think so.
• 14:16
  Brian Olson: Yeah.
• 14:16
  Brian Olson: I mean, why wouldn't you?
• 14:18
  Robin Joy: Nobody here is getting more hours than they have out of a day.
• 14:23
  Brian Olson: Ever.
• 14:24
  Robin Joy: But undeniable starts with what you do inside the hours that you already actually have.
• 14:31
  Brian Olson: Yeah.
• 14:31
  Brian Olson: Yeah.
• 14:31
  Brian Olson: Yeah, that's that's good.
• 14:34
  Brian Olson: I like that.
• 14:34
  Brian Olson: The other thing I would say is time travel.
• 14:39
  Robin Joy: Time travel.
• 14:39
  Brian Olson: While we are not going to get any more hours in the day, we can sort of time travel by shrinking some of those tasks down to take up less time so that we have more time for the things that need to get done.
• 14:49
  Robin Joy: And you know what?
• 14:50
  Robin Joy: Since you brought it up, as much as you can is not a plan.
• 14:54
  Robin Joy: Uh-huh.
• 14:54
  Robin Joy: And plan for preparedness.
• 14:58
  Brian Olson: Yeah.
• 14:58
  Robin Joy: That needs to be an SOP in itself.
• 15:00
  Robin Joy: I'm sourcing.
• 15:01
  Robin Joy: This is my two hours of sourcing.
• 15:03
  Robin Joy: Sit down.
• 15:04
  Robin Joy: This is what's required.
• 15:05
  Robin Joy: This is what I need to do.
• 15:06
  Robin Joy: I need to log into Seller Central.
• 15:08
  Robin Joy: I need to have my right browser with the you know discount codes or whatever on it.
• 15:13
  Robin Joy: I need to have my um logged into Keepa, whatever it is.
• 15:18
  Robin Joy: Have that as an SOP so that you know when you're starting.
• 15:22
  Robin Joy: And that's one of the things that can help you get started and stay focused more efficiently and make that time less.
• 15:31
  Brian Olson: moving into number four here.
• 15:32
  Brian Olson: Okay.
• 15:32
  Brian Olson: Getting halfway through the list.
• 15:33
  Brian Olson: I know people are going, how many things are on this list?
• 15:37
  Robin Joy: Brian's on a roll.
• 15:39
  Brian Olson: Number four, tests undeniably.
• 15:41
  Brian Olson: What does this mean?
• 15:43
  Brian Olson: I'm going to give you my definition of what this means for the first three months of your business.
• 15:47
  Brian Olson: I need you, you need you to send at least five test ASINs per week.
• 15:55
  Brian Olson: Minimum.
• 15:55
  Brian Olson: For twelve straight weeks.
• 15:57
  Brian Olson: No excuses.
• 15:59
  Brian Olson: Okay?
• 16:00
  Brian Olson: Five for twelve weeks.
• 16:03
  Brian Olson: What's the math on that, Robin?
• 16:04
  Brian Olson: You can do the math on that.
• 16:05
  Brian Olson: So you will have tests.
• 16:12
  Brian Olson: Okay?
• 16:12
  Brian Olson: So do that.
• 16:14
  Brian Olson: And I promise you, this is the other thing I love to say.
• 16:16
  Brian Olson: I know you never say it.
• 16:18
  Brian Olson: I promise you that we're going to be having a very different conversation at the end of those 12 weeks than we're having today.
• 16:26
  Brian Olson: It's going to look completely different for you, for me, for your outlook on life.
• 16:31
  Brian Olson: Everything is going to be different, right?
• 16:33
  Brian Olson: Yeah.
• 16:34
  Robin Joy: So five weeks might seem like a lot for some.
• 16:38
  Brian Olson: Five a week.
• 16:38
  Robin Joy: I mean, five a week.
• 16:39
  Robin Joy: Sorry.
• 16:40
  Robin Joy: Five a week for twelve weeks.
• 16:41
  Robin Joy: It might seem a lot for somebody who has a day job, you know, and has to fit it in.
• 16:46
  Robin Joy: So tell us what you actually mean by test.
• 16:49
  Robin Joy: So I think people are picturing something that's a way bigger thing than what you mean.
• 16:54
  Brian Olson: So, for example, last night I'm working with um uh a couple of guys, brothers, and uh we do a quick scan of a certain section of a retail store.
• 17:04
  Brian Olson: We do a custom scan in Arbasaurce and take it over to Proper Zone's bulk ASIN analyzer, load them up there, and like six ASINs pop out at the bottom of that thing that are testable.
• 17:16
  Brian Olson: And all we scanned were like 450 ASINs.
• 17:18
  Brian Olson: It wasn't that many.
• 17:19
  Brian Olson: And I'm not saying that every scan is gonna be like that.
• 17:21
  Brian Olson: That was one scan.
• 17:23
  Robin Joy: Yes.
• 17:23
  Brian Olson: Um, but you're gonna have sessions like that too.
• 17:25
  Brian Olson: And then you have other sessions where you gotta run the scan five, six times to get your five, right?
• 17:30
  Brian Olson: The point is you will find your five tests, the five ASINs that you want to test in a few hours max.
• 17:37
  Brian Olson: Okay, it really doesn't take that kind of time.
• 17:40
  Robin Joy: Yeah.
• 17:41
  Brian Olson: Okay, then what?
• 17:42
  Brian Olson: Then you buy three to five units of each one, okay, prep them, pack them, ship them in.
• 17:48
  Brian Olson: Okay.
• 17:49
  Brian Olson: Okay.
• 17:50
  Brian Olson: That's five tests.
• 17:52
  Brian Olson: So five different ASINs, three to five units a piece of them.
• 17:56
  Robin Joy: So you're not talking about deciding whether we think they're gonna be profitable or looking at every every one of 150 different data points, or yeah, I don't think so.
• 18:09
  Brian Olson: What I mean, uh you I know you agree with me on this.
• 18:11
  Brian Olson: This is why we made the pre-flight inspection and the three-step check.
• 18:14
  Robin Joy: Yeah.
• 18:15
  Brian Olson: That's it.
• 18:15
  Brian Olson: Like, if there are maybe bigger decisions to be made when you're going to replenish that ASIN, but in order to give it a test, it's only a test.
• 18:24
  Robin Joy: Get those tests in the test.
• 18:26
  Robin Joy: Undeniably.
• 18:26
  Robin Joy: Like five a week is a minimum.
• 18:29
  Brian Olson: Yeah.
• 18:30
  Brian Olson: What are we talking about here?
• 18:30
  Brian Olson: Let me ask you a question.
• 18:32
  Brian Olson: Would you I'll just paint a picture for you here.
• 18:35
  Brian Olson: Let's say that you're getting your test from the dollar store.
• 18:37
  Robin Joy: Yep.
• 18:38
  Brian Olson: The dollar fifty store, as it is.
• 18:39
  Brian Olson: Yeah.
• 18:40
  Brian Olson: Right?
• 18:40
  Robin Joy: Is it a dollar fifty now?
• 18:41
  Robin Joy: I thought it was a dollar twenty five.
• 18:43
  Brian Olson: Well, I mean, whatever it is.
• 18:43
  Brian Olson: Okay.
• 18:44
  Brian Olson: And um, you're buying here.
• 18:46
  Brian Olson: I am gonna do math on camera.
• 18:47
  Brian Olson: You're doing five units of each one.
• 18:49
  Brian Olson: Okay, that's five, seven dollars and fifty cents for five units.
• 18:54
  Brian Olson: Okay.
• 18:54
  Brian Olson: If that test goes sideways, is that gonna break the bank?
• 18:59
  Robin Joy: I I'm thinking not.
• 19:00
  Robin Joy: I'm thinking it should not.
• 19:02
  Brian Olson: Multiply that times five.
• 19:03
  Brian Olson: We'll call it 40 bucks.
• 19:04
  Brian Olson: Yeah.
• 19:04
  Brian Olson: Would you pay $40 to learn how to do this business?
• 19:07
  Brian Olson: I already know you paid far more than that.
• 19:09
  Brian Olson: Yeah.
• 19:09
  Brian Olson: Right?
• 19:10
  Brian Olson: Right.
• 19:10
  Brian Olson: Right.
• 19:11
  Brian Olson: So we're talking about inconsequential things that are not even rounding errors in your uh bit in in the way that you're approaching your business.
• 19:19
  Robin Joy: Well, and here's the beauty, Brian.
• 19:20
  Robin Joy: Not only uh is is it just a test.
• 19:24
  Robin Joy: Calm down, it's just a test.
• 19:26
  Robin Joy: I'm not sure.
• 19:26
  Robin Joy: I mean, just send it in.
• 19:28
  Robin Joy: Uh-huh.
• 19:28
  Robin Joy: If it's passes the pre-flight inspection and it's not gonna get you in trouble, uh-huh, and you have a reason to send it, find reason to send it in, send it in.
• 19:37
  Robin Joy: It's just a test.
• 19:38
  Brian Olson: Yeah.
• 19:38
  Robin Joy: But the beauty is if you use a three-step check, likely you're gonna at least get your money back.
• 19:44
  Robin Joy: You're not lighting $20 bills on fire.
• 19:47
  Brian Olson: Right.
• 19:48
  Brian Olson: I'm saying, even worst case, if you none of your money backers,$40.
• 19:51
  Brian Olson: Worst case.
• 19:52
  Brian Olson: Yeah.
• 19:52
  Brian Olson: But it's possible.
• 19:53
  Brian Olson: But if you're gonna skip the test and you just say, well, I'm just gonna buy 40 of these guys and I'm gonna send them in because it looks good, okay, and you don't have any idea what you're doing yet.
• 20:02
  Robin Joy: Oh, I see people think that all the time.
• 20:05
  Brian Olson: Then every single one of those 40 units has a problem.
• 20:09
  Brian Olson: Whereas if you just sent three to five, it hardly, you don't even notice it, right?
• 20:14
  Brian Olson: Oh shoot, yeah, that was a mis-source, or oh, I got the wrong size, or you know, whatever it was.
• 20:19
  Brian Olson: Like close the listing, you know, destroy the inventory.
• 20:22
  Brian Olson: It's not even worth sending them back, you know.
• 20:24
  Robin Joy: Now we are not talking about once you decide it's a replenishable.
• 20:27
  Robin Joy: That is a different system and a different purpose.
• 20:29
  Brian Olson: That's a different one.
• 20:30
  Robin Joy: Yeah, testing is testing.
• 20:31
  Robin Joy: It's your RD, it's your finding out what's going to be replenishable.
• 20:34
  Robin Joy: Exactly.
• 20:35
  Robin Joy: And most of the tests are not.
• 20:37
  Robin Joy: Just get used to that.
• 20:38
  Robin Joy: Yeah, that's okay.
• 20:40
  Brian Olson: Now, here's where uh where I know you like to say this is where we have to slow down to go fast.
• 20:46
  Robin Joy: See, that one's yours.
• 20:47
  Robin Joy: I know.
• 20:47
  Brian Olson: I'm flipping this morning.
• 20:49
  Robin Joy: Yeah.
• 20:50
  Brian Olson: Uh no, slow down to go fast.
• 20:51
  Brian Olson: What is it?
• 20:51
  Brian Olson: Yeah.
• 20:52
  Brian Olson: This is where this comes in, right?
• 20:54
  Brian Olson: Like it can, it does really pay to spend a bit of time up front.
• 20:58
  Brian Olson: Make sure you're passing the pre-flight, because the last thing you want to do and tell me, I mean, just don't even ask me how many people who have heard this a thousand times and still do it.
• 21:06
  Brian Olson: Um, send in something on the wrong brand.
• 21:09
  Robin Joy: Yeah.
• 21:09
  Brian Olson: Right.
• 21:09
  Brian Olson: So pre-flight brand.
• 21:11
  Brian Olson: Pre-flight check that thing.
• 21:13
  Brian Olson: And then uh um run the three-step check.
• 21:17
  Brian Olson: That's really it.
• 21:18
  Brian Olson: It doesn't take that kind of time, but make sure that you have your cost of goods right in whatever system that you're tracking so that when we start to go back and evaluate the breakdown, like what did we learn from this, we actually have useful, accurate data, right?
• 21:29
  Robin Joy: And if there's anybody who doesn't understand the terms that we're using or or um where to find this information, uh officialolson's dot com is a link to all of it, and that's all O's, no E's.
• 21:42
  Brian Olson: Yep.
• 21:43
  Robin Joy: All right.
• 21:43
  Robin Joy: So five a week for 12 weeks.
• 21:46
  Brian Olson: Yes, no excuses.
• 21:47
  Brian Olson: We're having a totally different conversation.
• 21:49
  Robin Joy: All right, and then we sit down and we have a whole different conversation, just like you said.
• 21:52
  Brian Olson: Yeah.
• 21:53
  Robin Joy: So um if we can I I find people say, Oh yeah, I'm gonna do that, and then they don't do it.
• 21:59
  Robin Joy: But they expect the same the results as if they did Yeah, well, this isn't working.
• 22:04
  Robin Joy: It's not working because you didn't do it.
• 22:06
  Brian Olson: Yeah.
• 22:06
  Brian Olson: Yeah.
• 22:07
  Robin Joy: So when we do the challenge, the six week challenge for the seven core competencies, I tell 'em, if you miss one week and you didn't get it done, you gotta start over.
• 22:15
  Robin Joy: You can't count six weeks in a row.
• 22:17
  Robin Joy: You gotta start over this one.
• 22:20
  Brian Olson: But it doesn't mean that all the work that you did is thrown out.
• 22:23
  Robin Joy: No, it just means you don't have the consistency built yet.
• 22:26
  Brian Olson: It's like you you you manage to go to the gym four days a week, every week for four straight weeks, and then you miss your next two workouts, and you're like, oh, well, that didn't work.
• 22:36
  Brian Olson: No.
• 22:36
  Brian Olson: No, of course it worked.
• 22:37
  Brian Olson: Give yourself a little bit of grace, right?
• 22:39
  Brian Olson: Hop back in it, right?
• 22:40
  Brian Olson: Just like with this, hop back in it, start your count over, but you still have things to learn from there, and you still have things that are working in the business.
• 22:48
  Robin Joy: And the only time it doesn't work is when you let it stop you and you don't hop back in.
• 22:53
  Brian Olson: That's right.
• 22:53
  Brian Olson: Right?
• 22:54
  Brian Olson: Yeah.
• 22:55
  Robin Joy: All right.
• 22:56
  Brian Olson: number five.
• 22:56
  Brian Olson: Okay, we're starting to get undeniable.
• 22:58
  Brian Olson: All right.
• 22:59
  Brian Olson: Right.
• 22:59
  Brian Olson: Um, be undeniable in your attitude.
• 23:02
  Brian Olson: Bring your best effort and your best attitude, right?
• 23:06
  Brian Olson: Nobody has to be excited about reviewing a returns report.
• 23:09
  Brian Olson: Trust me, these things are the driest things ever, right?
• 23:12
  Brian Olson: Right.
• 23:13
  Brian Olson: Um, I mean, other than it gets you a little worked up, like, why would they return that?
• 23:16
  Brian Olson: Yeah.
• 23:16
  Brian Olson: But but other than that, right?
• 23:18
  Brian Olson: But the seller who says that this is hard and I'm doing it anyway, is gonna get a lot further than the one who says, Well, I already know how to do that.
• 23:26
  Brian Olson: Or yeah, I know.
• 23:28
  Brian Olson: I know.
• 23:28
  Brian Olson: Remember, remember our grandson had the I know I knows for a long time.
• 23:33
  Robin Joy: Yeah, he was nine and ten.
• 23:34
  Robin Joy: He'd say, Yeah, that that's uh you need to pick that up off the floor.
• 23:39
  Robin Joy: I know.
• 23:40
  Robin Joy: Oh, that's that's something that you um put in this, this bu- bucket.
• 23:46
  Brian Olson: Yeah, I know, yeah.
• 23:48
  Robin Joy: He knew everything.
• 23:49
  Brian Olson: Yeah, he knew everything.
• 23:49
  Brian Olson: Yeah.
• 23:50
  Brian Olson: Um, and you know, you your mind wants to tell you that too.
• 23:53
  Brian Olson: Like, yeah, I know that because you don't want to feel like you're making a mistake, like you hit a failure point or whatever.
• 23:59
  Brian Olson: But the truth is, yeah, don't know.
• 24:01
  Brian Olson: But also, I don't know is not a great self-talk thing.
• 24:06
  Brian Olson: How about let me find out, right?
• 24:08
  Robin Joy: Yeah, we've got to learn to become honest with ourselves.
• 24:12
  Brian Olson: Yeah.
• 24:13
  Robin Joy: And when you're in a coaching session or you're looking at your business, you be honest with yourself.
• 24:18
  Robin Joy: You're not having to impress anybody.
• 24:20
  Robin Joy: You it won't it won't help to pretend.
• 24:24
  Robin Joy: Okay.
• 24:26
  Brian Olson: Yeah.
• 24:27
  Robin Joy: what makes this so much easier, and we've said this since the beginning, don't be denied.
• 24:35
  Robin Joy: Do so much that you cannot be denied.
• 24:38
  Robin Joy: If you test so many tests, you will get replenishables.
• 24:43
  Robin Joy: I promise you, if you test appropriately, you will get replenishables.
• 24:48
  Robin Joy: Give yourself and the universe no other option but for it to come true, come true.
• 24:56
  Brian Olson: That's right.
• 24:56
  Brian Olson: Well, uh, that is Robin's line, and that's where this whole show really comes from, is be undeniable.
• 25:02
  Brian Olson: Because look, the excuses are real.
• 25:05
  Brian Olson: We've all got them, right?
• 25:07
  Brian Olson: And I'm not pretending that what happens in your life isn't isn't a real thing.
• 25:11
  Brian Olson: We have, we all have these things, right?
• 25:13
  Brian Olson: Um But so is what's on the other side of those excuses.
• 25:17
  Brian Olson: And at the end of the day, um one of them is going to happen and one of them is not.
• 25:23
  Brian Olson: Or one of them's gonna happen in spite of the other one, right?
• 25:26
  Brian Olson: So which path are you going to choose?
• 25:29
  Brian Olson: Okay.
• 25:30
  Brian Olson: Right, number six.
• 25:32
  Brian Olson: Number six.
• 25:33
  Brian Olson: Be coachable.
• 25:34
  Brian Olson: Yeah.
• 25:36
  Brian Olson: And this doesn't mean just be a yes person.
• 25:38
  Brian Olson: Like, don't just be agreeable.
• 25:40
  Brian Olson: Don't just agree with everything I say, right?
• 25:43
  Brian Olson: Disagree all day long.
• 25:44
  Brian Olson: I love that stuff, right?
• 25:46
  Brian Olson: Right.
• 25:46
  Brian Olson: Um, but run the test first, get your data, and then come back and disagree with me.
• 25:52
  Brian Olson: Because I can guarantee you right now I have far more data than you do.
• 25:55
  Robin Joy: Yeah.
• 25:55
  Brian Olson: I have a lot more experience than you do.
• 25:56
  Brian Olson: And I'm not saying I'm better than you by any stretch.
• 25:59
  Brian Olson: I'm just saying trust me a little bit on this, especially in the beginning.
• 26:04
  Robin Joy: Yeah.
• 26:04
  Robin Joy: Well, and I know that you feel like intuitively you've got the answers.
• 26:11
  Robin Joy: This is the way it should work.
• 26:13
  Robin Joy: But you don't have a coach because your intuition tells you what to do.
• 26:18
  Robin Joy: Right.
• 26:18
  Robin Joy: Talk it over with somebody and use the the um recommendations first and then adjust from there.
• 26:27
  Robin Joy: All right.
• 26:28
  Robin Joy: But I'm gonna I'm gonna push just a little bit on the coachable one.
• 26:31
  Brian Olson: Okay.
• 26:32
  Robin Joy: All right.
• 26:32
  Brian Olson: Yeah.
• 26:33
  Robin Joy: Don't be so coachable that you just want your coach to make all your decisions for you.
• 26:39
  Robin Joy: Yeah.
• 26:39
  Robin Joy: Right?
• 26:39
  Robin Joy: They are teaching you to make your decisions.
• 26:43
  Robin Joy: They're helping you find your own comfort level.
• 26:47
  Robin Joy: Now, yeah, you're probably gonna go with their recommendations to start with, but there's gonna come a time when you got to stand up and say, okay, how is this gonna move forward with me?
• 26:56
  Robin Joy: We're not gonna take you all the way and make every decision for you.
• 27:01
  Robin Joy: You have to learn to make decisions and not just wait for the next instruction.
• 27:06
  Brian Olson: Yeah, and I think that line is sort of drawn there when um it's who is making that decision.
• 27:12
  Brian Olson: Yeah.
• 27:12
  Brian Olson: Is it either the is it your coach making that decision?
• 27:14
  Brian Olson: Is it you making that decision?
• 27:16
  Brian Olson: So coachable means you're taking the input, and then you're the one who's ultimately deciding, right?
• 27:21
  Brian Olson: Helpless is waiting for permission to actually do it, right?
• 27:24
  Brian Olson: But at the end of the day, this is your business.
• 27:26
  Brian Olson: It's your call.
• 27:27
  Brian Olson: Nobody's coming to save you, nobody's coming to build this business for you.
• 27:31
  Brian Olson: And honestly, we would be doing you a disservice if we told you that was going to be the case.
• 27:36
  Brian Olson: Yeah.
• 27:37
  Brian Olson: Right?
• 27:38
  Robin Joy: And, you know, um running by, you know, having new ideas and and getting new things started doesn't mean you shouldn't run it by your advisor and see if there's anything they can see that you're not seeing to help you stay out of trouble for sure.
• 27:54
  Brian Olson: Okay, we've reached the last one.
• 27:56
  Robin Joy: Okay.
• 27:57
  Brian Olson: Only seven.
• 27:58
  Robin Joy: That's a lot.
• 27:59
  Brian Olson: Only seven.
• 27:59
  Brian Olson: Uh constantly look for ways to get better.
• 28:03
  Brian Olson: Okay.
• 28:04
  Brian Olson: This doesn't mean like constantly rebuild something.
• 28:08
  Brian Olson: Like, well, that didn't, you know, I this is good, but I'm gonna tear it down and rebuild the whole thing.
• 28:12
  Brian Olson: That's not what that's what my brother used to do.
• 28:14
  Brian Olson: That's not good enough.
• 28:16
  Brian Olson: Let me tear it apart and start over, and then it was always in pieces.
• 28:18
  Brian Olson: It was never finished, right?
• 28:20
  Brian Olson: Right.
• 28:20
  Brian Olson: What I mean by this is do your talking about when you were kids.
• 28:25
  Brian Olson: Yeah, yeah, when we were kids.
• 28:26
  Robin Joy: Yeah.
• 28:27
  Brian Olson: What I'm talking about is do this evaluation on yourself and on your own processes and your own results.
• 28:31
  Brian Olson: Yeah.
• 28:33
  Brian Olson: know, um, one of the things that I'm responsible for in my corporate job is what we call net promoter score.
• 28:40
  Brian Olson: And um, we survey our clients every quarter for how, you know, would they recommend us?
• 28:45
  Brian Olson: You've all probably seen it.
• 28:46
  Brian Olson: It's the zero to 10 rate uh rating, and and then we want you to leave comments, and it turns out to be like thankfully, we only ask one question.
• 28:54
  Brian Olson: Um, and then you're gonna be able to do that.
• 28:55
  Robin Joy: Well, on the customer side too, because man, some of those things
• 28:58
  Brian Olson: I'm Oh no, I know that's what I mean.
• 28:59
  Brian Olson: Like on the customer side is like you, I, I gave you the feedback and then you want 40 more questions from me like I don't have time.
• 29:04
  Robin Joy: I don't have time for that name.
• 29:06
  Brian Olson: But anyway, that NPS score is like it's always great when we get good feedback, and we get a lot of good feedback.
• 29:12
  Brian Olson: Okay.
• 29:12
  Brian Olson: But the stuff that makes us better is the feedback that's not so good.
• 29:18
  Brian Olson: And that's what we're looking for in our business, too.
• 29:20
  Brian Olson: What is it that can we can take away from the things that went well?
• 29:24
  Brian Olson: There's always something to be learned from those too, but you learn the most on the things that didn't go according to plan or didn't go the way that you thought they were going to go.
• 29:34
  Brian Olson: And so I think it's worth your time.
• 29:37
  Brian Olson: You will make much faster improvements in your business and your continual service improvement cycle will be shorter and shorter and shorter when you are willing to look in the mirror on everything that you have going on in your business and say, What can I learn from this?
• 29:52
  Robin Joy: Yeah, I agree.
• 29:53
  Robin Joy: And and part of your plan, in my opinion, should be making time for checking that stuff out.
• 30:02
  Robin Joy: How many times do you get in the middle of something and you go, Oh, I I should have done this.
• 30:06
  Robin Joy: I need to get a process with it.
• 30:08
  Robin Joy: Jot that down.
• 30:09
  Robin Joy: And then when your time in your plan is for improvement, go check that out and see if you can't make it better for the next time.
• 30:15
  Brian Olson: Right.
• 30:16
  Brian Olson: All right.
• 30:16
  Brian Olson: One of the things that uh I've encouraged people to do is build your cost structure into your into your SKU somehow.
• 30:23
  Brian Olson: And you can put it in a secret language if you want.
• 30:27
  Robin Joy: It doesn't matter.
• 30:27
  Robin Joy: You're the only one who ever sees it.
• 30:29
  Brian Olson: Yeah, you're the only one who ever sees it.
• 30:30
  Brian Olson: And I used to think, well, I don't want Amazon to know how much I pay, but now you pretty much have to provide how much you pay if you want to be reimbursed correctly.
• 30:36
  Brian Olson: So um anyway, uh, and you can use decimal points or not.
• 30:41
  Brian Olson: Like you'll come up with your own system.
• 30:43
  Brian Olson: But trust me, when you're going to enter your cogs into any other system when that time comes, having your SKU, you're almost always showing your screw- SKU right next to how much your cost of goods are will make it so much easier for you to go back and save time.
• 30:56
  Brian Olson: And this is a lessons learned.
• 30:58
  Brian Olson: Ask me how many, ask me how I know, right?
• 31:00
  Brian Olson: How many coaching sessions have I been through where uh, or how many times when I was trying to determine whether we we were profitable, now we have it baked in everything, but in the early days, like, did we make any money on this?
• 31:11
  Brian Olson: How would I know?
• 31:12
  Brian Olson: I have to go back and search 14 different places to find out, right?
• 31:16
  Brian Olson: So, anyway.
• 31:18
  Robin Joy: All right.
• 31:18
  Robin Joy: So what we talked about today is attitude, which gets you in the room.
• 31:25
  Brian Olson: That's right.
• 31:27
  Robin Joy: Coachable, be coachable.
• 31:28
  Robin Joy: That keeps you in the room, right?
• 31:30
  Robin Joy: And getting better is that part that you have to do on your own when nobody's watching, and nobody would know if you skipped it except you.
• 31:42
  Robin Joy: And you gotta be honest with yourself about this, or you're not going to be improving in my opinion.
• 31:48
  Brian Olson: You know, uh, we talk about that this is a marathon, not a sprint.
• 31:50
  Brian Olson: Actually, this is far more than a marathon.
• 31:52
  Brian Olson: It never ends, right?
• 31:54
  Robin Joy: No, we don't want we don't want it to end.
• 31:56
  Brian Olson: Yeah, you're always going to be working on this or some business because that's just people.
• 32:00
  Brian Olson: That's who entrepreneurs, that's what they do, right?
• 32:02
  Brian Olson: Um, so think about think about training for a marathon, right?
• 32:10
  Brian Olson: A training plan, if you go look one up in in any running book or online or whatever, even AI will tell you, it's usually like in the 16-week range.
• 32:18
  Brian Olson: You train for a marathon for four months to get ready for a marathon, okay?
• 32:22
  Brian Olson: But none of it, none of that uh preparation is the marathon.
• 32:28
  Brian Olson: Okay, right.
• 32:29
  Brian Olson: It's just a calendar of the runs, and and most of them are like are forgettable, right?
• 32:34
  Brian Olson: Four miles on a Tuesday when it's drizzling outside.
• 32:37
  Brian Olson: Like, yeah, who cares?
• 32:38
  Brian Olson: Nobody get nobody was standing there at the end giving you claps when you finished up your race, right?
• 32:42
  Brian Olson: Nope.
• 32:42
  Robin Joy: You're the only one who knows.
• 32:43
  Brian Olson: And nobody is finishing the marathon on race day.
• 32:48
  Brian Olson: Trust me, you finished it.
• 32:50
  Brian Olson: They finished it in the 16 weeks before.
• 32:54
  Robin Joy: Right.
• 32:54
  Brian Olson: This was just the actual race day, it was a pure um uh just we just need to make it official, you know, right?
• 33:00
  Brian Olson: Just just for the books because the work was already done.
• 33:03
  Brian Olson: The marathon is already run, right?
• 33:06
  Brian Olson: Now we're just gonna get it in the books.
• 33:09
  Robin Joy: So you're saying the 12 weeks of testing is just the training blocks.
• 33:14
  Brian Olson: Yeah.
• 33:14
  Robin Joy: And all the things that that people want to talk about and you hear people talking about and you get jealous of, that's the that's the good month that they had after the 12 weeks of training.
• 33:23
  Robin Joy: And they don't they don't talk about that as much.
• 33:26
  Robin Joy: They talk about how great it is now.
• 33:28
  Brian Olson: Yeah.
• 33:28
  Robin Joy: When, you know, which you do, and you will too, if you're not there yet.
• 33:32
  Brian Olson: Yeah.
• 33:32
  Robin Joy: But um, that's just like race day.
• 33:35
  Brian Olson: That's right.
• 33:35
  Robin Joy: You've already put in the work, you've already done everything it takes to get that good month.
• 33:41
  Brian Olson: so glad that you connected the dots on that.
• 33:42
  Brian Olson: That really lands with me um today, this morning, as we're recording this, because that's what we often hear on podcasts, the shiny, the the look at how awesome my business is story.
• 33:52
  Brian Olson: What you don't see are the four four mile runs in the rain.
• 33:56
  Brian Olson: Right.
• 33:56
  Brian Olson: Right.
• 33:57
  Brian Olson: And you are gonna have those.
• 33:58
  Brian Olson: We all do.
• 33:59
  Brian Olson: There's no way to avoid that.
• 34:01
  Brian Olson: You have to go through all of that to get to race day.
• 34:05
  Robin Joy: Yeah.
• 34:05
  Robin Joy: And I'm this is something that I tell people all the time, you know, oh, it looks like they did it.
• 34:11
  Robin Joy: They were, you know, interviewed and they were said that they six months they had $20,000 a month.
• 34:17
  Robin Joy: And I said, Yeah, I'll tell them some of those people I personally worked with.
• 34:22
  Robin Joy: And they don't tell you about the four and a half months where they didn't make a profit at all.
• 34:28
  Robin Joy: Yeah.
• 34:28
  Robin Joy: But it pops.
• 34:29
  Robin Joy: If you put in all that work and and you won't make profit during the time, it'll pop for you.
• 34:34
  Robin Joy: And then all of a sudden you're working on how do I increase my profits?
• 34:38
  Robin Joy: How do I make my profits larger and and more efficient?
• 34:43
  Brian Olson: Yeah.
• 34:44
  Brian Olson: All right.
• 34:44
  Robin Joy: Do you have a quote for us today, Brian?
• 34:46
  Brian Olson: Of course.
• 34:47
  Brian Olson: So the quote comes to us today from Will Durant, famously often misquoted to Aristotle.
• 34:54
  Brian Olson: Okay.
• 34:55
  Brian Olson: Quote, we are what we repeatedly do.
• 34:58
  Brian Olson: Excellence then is not an act, but a habit.
• 35:06
  Robin Joy: So every one of these things is a habit.
• 35:09
  Robin Joy: They are habits.
• 35:10
  Robin Joy: Not the event.
• 35:12
  Brian Olson: Right.
• 35:13
  Robin Joy: Right?
• 35:13
  Robin Joy: Not one of them is something that you pull off on the big day.
• 35:17
  Robin Joy: You had one real strong Saturday and you could get a whole bunch done.
• 35:21
  Robin Joy: It's the things that we do every week, every week, consistently on an ordinary Tuesday.
• 35:29
  Brian Olson: Yeah.
• 35:30
  Robin Joy: Whether whether we want to or not, right?
• 35:33
  Brian Olson: Yeah.
• 35:34
  Brian Olson: So let's just review the list again real quick before we wrap this up.
• 35:37
  Brian Olson: Okay.
• 35:37
  Brian Olson: Be early, be ready.
• 35:39
  Brian Olson: Okay.
• 35:40
  Brian Olson: Be protective of the hours, right?
• 35:43
  Brian Olson: Do five tests a week.
• 35:44
  Brian Olson: Have a good attitude, be coachable, and always looking for that next improvement.
• 35:49
  Brian Olson: Just those seven things.
• 35:50
  Brian Olson: That's it, right?
• 35:51
  Brian Olson: And funny, these are not the seven core competencies.
• 35:54
  Brian Olson: They are not.
• 35:56
  Robin Joy: But they sure help with the seven core competencies.
• 35:58
  Brian Olson: Oh, they actually, yeah, they support the seven core competencies for sure, right?
• 36:01
  Brian Olson: So you don't have to become that person today.
• 36:04
  Brian Olson: You just have to be that person on Tuesday and again the next Tuesday.
• 36:08
  Brian Olson: And, you know, it starts building.
• 36:11
  Brian Olson: You start building the snowball effort, right?
• 36:13
  Brian Olson: And that's the difference between my two sessions this week.
• 36:17
  Brian Olson: One of those sellers had made a habit of being ready, getting ready.
• 36:22
  Brian Olson: And the other one meant to.
• 36:24
  Brian Olson: Okay.
• 36:24
  Brian Olson: So, like I said, same hour on the calendar, but one of them got far more out of that session than the other one.
• 36:33
  Robin Joy: Yeah.
• 36:34
  Brian Olson: So when you look at your week and you can't honestly say that you were early, you were ready, and you did the tests and you did all the things, right?
• 36:41
  Robin Joy: So, you know what we do.
• 36:43
  Brian Olson: What we do, yeah.
• 36:44
  Brian Olson: We go undeniable.
• 36:47
  Brian Olson: Yes.
• 36:48
  Brian Olson: Let's go be undeniable.
• 36:50
  Robin Joy: Let's not be denied.
• 36:52
  Brian Olson: See you soon, everyone.
• 36:53
  Robin Joy: Take care.