Ninja Selling Podcast

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

The Guiding Lights in Life and Business Dec 27, 2021

Show notes

In today's episode, Matt and Garrett are all about core values – a topic they have chosen since they have seen a lot of companies seemingly lacking them. They explain that core values could be something as simple as your belief system and, while many companies have core values, they may not be sharing them in a way that ensures the actual people of the company are hearing them. Our hosts insist that core values should be used as a guiding light in terms of how you interact with your agents or potential clients.

They begin by discussing why it's important to stick to your core values, why a lot of people and companies struggle with developing them, and a good way to start developing and defining these core values. Matt and Garrett also explain how core values can perform for you daily, especially if you walk in alignment with them, because when it comes down to hard decisions, those without them will choose money as the decision point versus service, resulting in agents who start to go for whoever will pay them the most. Matt recommends Delivering Happiness, a book by Tony Hsieh that explores the importance of core values, and the episode finishes up with inspiring stories about Zappos and Tim Ferriss – bringing to a close yet another Ninja Selling podcast of infinite value to all listeners.

Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.

Episode Highlights:

The lack of core values
The definition of core values could be something as simple as your belief system
Why you should stick to your core values
How clear are the organization's core values being given to the actual people that are the agents of the company?
Why do a lot of people and companies struggle with developing core values
The core values of Cadillac
A good way to start defining core values
How core values can perform for you daily
Walking in alignment with your core values
Service versus Money
Delivering Happiness by Tony Hsieh

Quotes:

"The definition of core values could be something as simple as your belief system."

"If you're a leader of a company, have these core values to make sure that you're using them as a guiding light, in terms of how you interact with your agents, with potential recruits, and your staff and everybody."

"I think one thing you have to understand is that there is going to be a certain amount of dissonance that's going to happen between your conscious and you're nonconscious when you start exploring core values."

"When it comes to me working as a business, my real core value is to help people achieve their goals and build the life of their dream."

"We all have fears, but we do not let them stand in the way of our achievements for ourselves and others."

"Consistency is showing up and doing the things that you say you're going to do for others."

"You can use a core value as an analogy of the bumpers in the bowling alley. When you're steering, heading towards the gutter, and you have a choice to make, you can use your core value as a bumper to set you back on track."

"If today is your last day on Earth, and everything that you've done, to create a legacy is gone, any teachings, writings, all those things, they're gone, and you have nothing left. However, you have a pen and paper with you. And you can write down three truths, three things that you know, to be true, that you want people to know, what would they be?"

"Understand that energy is contagious, and the energy that you put off is absorbed by others, and vice versa."

"When I look at core values, it's a foundation that everything is built off of."

"You need core values so that when things like a global pandemic arrive, your core values help you keep your ship on the right path, and it helps you make the hard decisions."

"Instead of just running, have a conversation with them, because you might find that the core values still are there."

"The best way to explore core values is: one - through self-reflection, then second - through those open conversations with your current leadership, because they might surprise you. And you might surprise them, and you might be able to go down a wonderful path together."

Links

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Planning for Expenses Dec 23, 2021

Show notes

Matt and Garrett are particularly excited about today's podcast because they are going to talk all about expenses. They have been asked numerous times about what normal expenses in running a Ninja business are, and they have realized that there are a lot of variables around this question, so that's what they are bringing to you all today.

In this episode's discussion about expenses and scalability in the real estate business, Matt explores in detail the value of hiring a good assistant as your business scales and Garrett speaks of how the best assistants are integral to the real estate business and are seen as partners, not just subordinates. The two go on to share how having a great assistant is pivotal to your business, even if it means paying more. Matt delves into how investing in each person in your database creates exponential growth and recommends spending $3 per person in the database. A case in point is Tami Spaulding spending $30,000 a year sending postcards to people in her database and making $700,000. In essence, today, the hosts show how investing one's expenses in maintaining and building quality relationships trumps lead generation tools in creating referrals, and offer their valuable advice about how you can achieve this in your business.

Episode Highlights:

What percentage of income should be spent on expenses in business
Why hiring a good assistant is a good idea, even if it means paying more
A case in point of a great expense is Tami Spaulding spending $30,000 a year in postcards and making $700,000.
Though not easily measured, maintaining and building long-term business relationships creates exponential growth.
Expenses to invest in for a long-term return on investment
Understanding the value you offer
You can look at each component of your expense as business partners even though they may be services or products and not people
Investing in each person in your database spirals into exponential growth

Quotes

"Let's say your expenses are 5% of your total revenue, which gives you a gross margin of 95%, which is crazy, right? But you might also be working your butt off. You may not be taking a vacation. The hours of work might be absolutely astronomical, whereas somebody else running 20% expenses has more time."

"You have to figure out what you value and where you are and where that marries together."

"The best assistant I've seen is when the agent looks at the assistant, and instead of being like, 'This is my assistant below me,' he's like, 'This is an integral business partner that I have that is specialized in taking care of this part of my world and this part of my business.'"

"If a component is making your business run more efficiently over the course of a year and making you more money and more life at the end of the year, then that was a great investment. If not, you need to rethink that."

"Exponential, that's the thing a lot of people don't understand. Every single person you add in adds an exponential growth."

"If you invest your expenses into things that help you maintain and build quality relationships, it's going to be very hard to measure the ROI, but you're going to see the results in revenue growth from that entirety of the investment."

"It's nice to know those numbers. That's comforting. But it's also not as scalable because you can't all of a sudden invest more into that lead generation tool and have those leads that are generated create referrals for you."

"The real return, which is very difficult to measure, comes from investing in things that help you build, maintain, and be in front of those relationships you already have."

"Anything that gets you having conversations can be your highest rate of return per dollar output."

Links

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Planning for Small, Simple, but Frequent Events Dec 20, 2021

Show notes

Today Matt and Garrett talk about what you need to consider when planning events. They advise you to analyze the goal of the events and tailor your plan accordingly. They encourage breaking down the plan and paying attention to the people you're going to invite, how to invite them, whether you should call, mail, text, video, or email, the photography at the event, follow-up after the event, and other aspects. In addition, they share stories from life experiences about event planning. What stands out of the discussion today is that the small and frequent events are more intimate and valuable in attracting and connecting with clients and referrals from a business point of view.

Garrett kicks off today's discussion by observing how people today don't look forward to events because they take a lot of work to execute well. Matt then connects this tendency to today's trend where people are scaling down the size of events but increasing their frequency. They highlight how not everybody's comfortable being in massive groups of people and how their decision on whether or not to attend an event is dependent on who else is invited. Matt and Garrett encourage simple, small, but frequent events as these are intimate, easy to organize and repeat from one quarter to another. They spell out that you can make it as simple as scheduling quarterly wine tasting at the wine bar down the street, going bowling, or ax throwing. The hosts finish up by discussing why you need to break down your events planning and emphasize the essence of making an invite phone call and RSVP.

Episode Highlights:

The perks of small, simple, and frequent events
The baggage with a big event
Event planning trends
Planning out your live flow versus only your auto flow
Deciding who to invite
Keeping events simple – even as simple as quarterly wine tasting
Inviting different groups
The core smaller group
Deciding how to invite
Why you ought to invite by phone call
Don't forget the RSVP. It's as vital.

Quotes:

"You definitely want to do the wine party the day before you do the tequila party."

"I want to have these smaller groups. I want to make it more intimate. I want to be able to spend more time with these people. That is what people want right now."

"When I say event, I don't necessarily mean there's going to be some grand invitation and catering things, but like taking a group of people ax-throwing four times a year or going to do bowling a couple of times a year."

"We talk about events, and I look at the society that we're in right now. There's a wine bar right down the street. If I was selling real estate locally in town right now, I would take advantage of that. Wine tastings are going on all the time."

"Some people think the larger databases are better. And we've found more often than not that it's actually a big database is great, but it's the core smaller group that we get to spend more time with that's typically what's gonna make or break a business."

"When you have that smaller group, you get that chance to ask the deeper questions."

"What we need to keep in mind right now is coming out of this time that we've been in the last two years, there's a lot of power in the smaller events instead of just one big bash."

"Maybe you should think about inviting one person in the household of one of your clients instead of the entire household to get them a little jealous."

"One event can turn into several touches, which means multiple events turn into a lot of touches. And your flow is handled for the year pretty much."

"Don't miss the opportunity to make the invite phone call."

"This is sales 101 here, folks. If you call, you're more likely to make the sale."

"Frequency of interaction by picking up the phone is where you're going to unlock referrals. These small events, again, allow you to unlock the phone."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Time of Possession Dec 16, 2021

Show notes

On today's episode, Matt and Garrett chat about 'time of possession', an important concept in communication about which there seems to be some confusion these days. It appears that a lot of people don't understand that, when it comes to building relationships, building a database, and building a business, this concept is really a fundamental piece of communication. So to clarify this for everyone today, our hosts discuss just what the term 'time of possession' actually means, as well as its importance and why asking questions is crucial.

They explain why many find it difficult to grasp the concept of 'time of possession' and how many make the mistake of failing to keep conversations going simply because they fail to ask questions. They touch on the subject of one-uppers who are all about stealing the 'time of possession', and discuss why you should master the skill of asking better questions as this makes all the difference in conversations. They end with a discussion on how to get solid answers instead of one-word replies from your audience - simply ask better questions.

Episode Highlights:

Defining 'time of possession' in terms of communication
Learn to ask better questions
Are you a one-upper?
Avoid stealing the time of possession
Questions, questions, and more questions!
The benefits you get from asking questions
Here is why you keep getting one-word replies
Your job as a ninja is to ask more questions

Quotes:

"People that love to talk, go start a podcast, you can get it all out of your system."

"If you have a similar experience with somebody, it gives you the opportunity to ask more and better questions"

"What you should be aiming for is making sure that the person you're talking with has more 'time of possession' than you do."

"It's okay to talk, but when you're going to talk, talk in the form of questions."

"The person who's enjoying the conversation the most is the one who's doing the talking."

"Your job as a Ninja is to keep them talking."

"Everybody's saying what's on their mind, but very few are asking people 'What's on your mind?'"

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Ninja Coaching Book Study

Planning to Enjoy the Journey Dec 13, 2021

Show notes

Today's topic is a timely one as everyone has been working on their business plans with the end of the year approaching and the new year just around the corner. Matt and Garrett once again highlight the importance of making this plan, and want to add one particular piece to apply to it, and that is to plan for a business journey that you will actually enjoy. One insight that Garrett's father made that has really stuck with him over time is that a lot of people build a plan that they don't really necessarily enjoy, and that's what our hosts want to remedy here today.

Garret begins with the poignant story about that conversation with his dad while he was battling lung cancer, the biggest takeaway for Garret from this conversation, and his disappointment in people beating themselves up for not achieving a goal. Our hosts then delve deeper into how many people are planning a business to enjoy the journey to the goal, the power of that mindset, increasing your income per hour to have the life you want, and the questions to ask yourself when developing your plan. You are in charge of your planning, and you know the quality of life you want to achieve, so don't stop believing in creating a plan for a journey you'll actually enjoy, and not one that will end up being as, let's say, 'unsettling' as listening to Matt singing Journey!

Episode Highlights:

Build a plan that allows you to enjoy the journey.
The power of the mindset.
Time and work.
Ninja's biggest goal.
Making decisions based on how you want your lifestyle to be.
How much you are supposed to raise your goal.
The biggest mindset challenges.
Where do you see yourself in five years?
Money doesn't buy happiness.
Creating an enjoyable path in making business plans/goals.
The story of the guided missile.
Often evaluate your business goals.

Quotes:

"If you build a path that you can enjoy the journey, you never fail on the goal."

"I need to take a look at not so much pushing the goal, but maybe really focusing on how I adjust my day-to-day relationship with my business so that I'm enjoying this path that I'm on."

"Money doesn't buy happiness."

"I want you to put the big goals out, and I want you to find drive and passion to go after and accomplish those."

"There's nothing in this world that you have to do. You just have to accept the results of the things that you do."

"They're not perfectly correlated in that, well, if the goal gets bigger, that means the enjoyment of the journey has to go down - not the case. In fact, they can ride together, upward.

"Human beings and guided missiles are very similar - they need a couple of pieces of information to hit goals."

"What the guided-missile doesn't do that people do is people care where we were launched from, the guided-missile doesn't."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

What Next After You've Met your Security? Dec 09, 2021

Show notes

In today's episode, Matt and Garrett chat about a time in business where people get stagnant in their goal setting, especially when it comes to money. The hosts discuss that knowing your goal and driving its purpose is essential, and that, when people have met their security, they suddenly lose value, power, and cause to set income goals.

They explain that security is a big part of where income goals come from and insist that the motivation to do more, serve more, and make more has to come from somewhere and that you need to be clear about why you want to do what you want to do. They also discuss that even when people are comfortable in their financial security, there's always some stress. Matt and Garrett also emphasize the need to have a 'why' that truly motivates you, followed by figuring out the tools that can make that happen while still having the freedoms and the life you want to have. They finish up by clarifying what is 'more', and what you should consider if you want to grow.

Episode Highlights:

What to do when goal setting is stagnant.
Knowing what's driving the purpose behind your goal is essential.
When it comes down to income goals, are your securities met?
Security is a big part of making income goals.
Find the 'why' behind the motivation to do more, serve more, and make more.
Even with the comfort of financial security, stress is prevalent.
Wealthy people have a clear understanding of what they are doing and why they are doing it.
Sometimes people want the more important goal but do not want to work harder. They need to have the right tools in place.
Hard work still needs to happen; you just have to change your definition of hard work.
What is more?
A good 'why' should bring you to tears.

Quotes:

"Security is a big part of where income goals come from."

"Peak earning years for most people is between 40 to 60 years old. Because about 40 years old, you have a midlife crisis, and you start looking around and going like, I don't have X amount of earning years in front of me."

"Decide what you want to create, the life that you're looking for, not what you think you can have. And that for a lot of people, I think that's what drives them."

"There's a certain point where the wealth is just a byproduct of creating something."

"There is natural scalability that can happen is if you're running a good operation."

"Being in better flow, identifying your vital few and a clear way up in your autoflow. All of those things can help. But operationally, things need to change too."

"There's no correlation between how hard you work and the amount of money you make."

"I want to be clear that hard work still needs to happen. You just need to change your definition of hard work. And most people define hard work as I'm out there grinding and hustling and putting in the hours and writing contracts at 11 pm."

"Being smart about how you structure your operations, how you stay true to your core values and expectations that are set, that's also working hard. It's just not part of time worked."

"In life, when you find something that is a 'why', that's big enough, there are no obstacles for me getting to this place that I want to get to."

"If you want to grow, you need to get clear. You need to step back and ask yourself, 'What are the moving parts around this?'"

"There's a good chance when you find the right 'why' it could bring up a lot of emotion internally for you."

"If you're setting financial goals, ask yourself why you're setting that certain financial goal and where are you at in your security as it relates to your finances. Because if you're overreaching a financial goal just to have a higher income goal, and it exceeds your security, you may have an issue with the motivation of achieving it."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Reading Beyond the "Buyers' Regret" Headlines Dec 06, 2021

Show notes

On today's episode, Matt and Garrett talk about regrets and not just any kind of regrets, home buying regrets. The discussion is inspired by an article regarding a study that reported 64% of millennial homeowners who've bought a home during COVID have regrets. This is an article where you have to really dig down into the details, rather than just accept the headline, and that's precisely what our hosts do here today.

They begin by looking at the actual reasons for the regret, and then highlight the need for that all important buyer interview process right at the start. Matt and Garrett also delve into the 80/20 rule, the importance of narrowing down what is truly important to the buyer, and the differing levels of regret among different generations. Overall, they highlight the fact that if you focus on your relationships and stay in good quality flow with your people, you will be able to have plenty of business, whether people regret some element of their home or not.

Episode Highlights:

64% of millennial homeowners who've bought a home during COVID have regrets.
Understanding where the regrets are coming from.
How do we mitigate these regrets?
The pros and cons of rental and homeownership.
Talking to clients about the 80% perfect home as opposed to 100%.
The buyer interview process.
The evolution of what comes along with homeownership.
The highest category across the board

Quotes

"You're going to make some compromises, even if you have unlimited funds because you also are dealing with whatever is currently available. Your dream home may be down the street, but somebody is kind of living in it. So you can't really kick them out and take over."

"People are more likely to find 50% of what they're looking at right now. But really, the 80% rule, that idea is just putting that concept in their mind that finding the 100% home is probably not what's going to happen."

"Everyone has a regret of something that they did or how this home works for them. As an agent, we need to understand that we're not going out to find somebody a perfect house."

"For your clients, you're giving them the ability and the confidence to buy a home and love it."

"And that's the beauty of the two pieces of paper, really brings to light what are the things that are really important because that allows you to search for the right stuff, not everything that they've dumped on you and told you about."

"They highlight that homeownership still ranks at the top of the list in terms of being a part of the American dream."

"It gets interesting how data can be twisted, how the messages can be twisted. If you're going to be educated on sharing this type of information, you need to go and read into it further and not just look at headlines."

"If you're jumping from this headline to that headline and adjusting your business based on that, you're going to wear yourself out. Focus on the relationships, have fun with the headlines, enjoy them, read the articles, and read more into the data."

"I want you to go from the life you have and go to that life you're looking to have, that you dream about, and make sure that we are keeping our search focused, so you don't miss out on anything."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Getting Rid of the Baggage of Past Home Valuations Dec 02, 2021

Show notes

On today's episode, Matt and Garrett discuss a very timely topic that Garrett brought up, and it's all about home prices, where they've been, where they are now, and where they may be headed. There's a lot of looking to past valuations going on out there, and our hosts are here today to share that it's time to throw off the baggage of past home prices, come to terms with current value of homes, and use these current valuations to make decisions in your real estate practice.

Garrett kicks off the episode by telling a story of a client narrating a shocking valuation of a house in Seattle. He explains that home prices have drastically changed, and you need to let the baggage of how homes were priced in the past go and get with the times. Matt then describes the different perspectives of home pricing, laying out that as a guide, we should not confuse the home buyer with past valuations of homes. Together, they go on to offer a reminder of your fiduciary responsibility, caution about not breaching this responsibility by putting your need to be right about pricing ahead of the client's interest of purchasing or selling a home, and presenting information to your client objectively, detaching yourself from the outcome. Living in the past is not going to serve you well these days – it's time to rid yourself of that baggage, acknowledge where we're at now, and keep moving forward to further success.

Episode Highlights:

Contrasting home prices today and in the past.
Throwing out the baggage (beliefs and mindsets carried from historic home valuations).
The different perspectives to thinking about the baggage.
Our role, as guides, is to bring all the information and make sure the clients are making intelligent decisions.
Your fiduciary responsibility to your clients.
Breach of fiduciary
Staying objective.
A snapshot of the marketplace and the future of what could happen with pricing.
How to have the pricing conversation with clients.
How to help people in business stay in the moment when it comes to interest rates, pricing, and releasing that baggage.
Letting go of the past baggage helps you negotiate better deals for your clients.
Detaching yourself from the outcome and remaining objective with your clients.

Quotes:

"We do have to let the baggage of prior pricing and future pricing go so that we can work with what the pricing is today. What do we need to do to compete today?"

"We control the process; they control the decisions."

"A lot of times when we bring too much of our own stuff into it, we can get into that world of working in that decision side."

"I don't think we need to forget the history of what's happened with marketplaces, but when it comes down to me being a guide for the people in this market right now, that information is not useful anymore."

"You can negotiate better deals for your clients when you get rid of that baggage because you don't have a fog over your face."

"I'm going to help them get this house. We're going to position them into a situation where that's going to make sure that they can be successful moving forward."

"Staying detached from the outcome, acting as that guide, I think, is going to be the way to lay the foundation of staying out of that baggage mode and staying in the moment."

"Stay focused on what your clients are saying and listen to what they're saying about their qualifications and their comfort level because that will also help you be in a protection mode if you need to be as well."

"It's the subconscious stuff that comes out through little comments and little things that we kind of drop little easter eggs when having conversations with people."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Incorporating Health into Your Business Planning Nov 29, 2021

Show notes

On today's episode, Matt and Garrett are concluding business planning month by discussing a topic Matt is passionate about – health. Planning for your business is, as we all know, so incredibly important, but how many of us put as much effort into planning to achieve and maintain good health? This episode analyzes the need to include eating a healthy diet, a good night's sleep, and regular exercising into your business plan and everyday routine, and the positive impact this will have on your business overall.

Our hosts begin by discussing the ways in which your health impacts how you perform in your business and the importance of working routines around eating, exercising and sleeping. They share convenient ways of keeping your body and mind in a good state, including having your groceries delivered, hiring a chef, investing in a personal trainer, and investing in home gym equipment like a Peloton, Tonal, or Mirror. In addition, Garrett shares his vision about keeping healthy to spend quality time with his kids as they grow up, and Matt explains the importance of sleep in his household and how it enables him to bring a lot of energy to each and every day. A healthy body and a healthy business go hand in hand, and today Matt and Garrett demonstrate how working on the former can generate even greater success in the latter.

Episode Highlights:

How your health impacts how you perform in your business.
Setting a routine in advance for sleep, exercise, and eating healthy.
Including health as a part of your business plan this year.
The plan to have your groceries delivered.
The plan to hire a chef.
Investing in a personal trainer.
Investing in home gym equipment like a Peloton, Tonal, or Mirror.
How investing in your health saves quality time.
Keeping healthy for your family.
Celebrating the steps you take to keep healthy, for example, putting that $20 beer money in a jar to save for a Peloton.
The need to have adequate sleep.
Putting bedtime in your business plan.

Quotes:

"We get to see a lot of business plans - a lot. In looking at people's business plans, health is one area that's left off almost every single time people look at their business."

"When you really bring health into the equation, what you need to understand is that you are the vehicle that gets to allow all of this stuff to happen. And without your health, without your mind in a great place, it just deteriorates every single thing you have around you."

"The busier I see people get, the less water they have."

"As the focus on health decreases in businesses at a certain level, all of a sudden burnout starts to appear physically and mentally, not because you're busy, but because now we're getting sleep that's not as good."

"If you're taking care of yourself at the best possible level that you can, or at least trending in that direction, you're going to be able to serve at a higher level."

"You can spend some of the money upfront and take care of yourself, or you can spend the money in the later years trying to take care of yourself."

"Years ago, I had an affirmation, or it was on my vision board, that as my kids grow up, I want to make sure I'm the person that when they say, 'Dad, you want to go run in the backyard and play tag?', my answer is always 'Yes', with no hesitation."

"Getting higher quality sleep by eating better nutrition can be a complete gamechanger."

"Sleep is very, very valuable in our household. To ensure that I get the best sleep that I possibly can, I want to make sure I'm eating right. And what's amazing is the nights that I get four-and-a-half hours of sleep, yes, I'm a little tired, but I'm still able to bring a lot of energy through the day."

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