TAS 629: ADVICE from Successful Sellers (If Starting Over TODAY)

Do you ever wish you could go back and give your younger self some critical advice? What if you could get valuable insight from successful business leaders as they look back on their journey? On this episode of The Amazing Seller, you’ll hear from Scott and his team as they reflect on the themes that were discussed at the recent TAS Inner Circle gathering. In their conversation, they talk about why it’s important to challenge yourself, some common myths about success and money, why you shouldn’t let the fear of failure hold you back, and much more!

If you aren’t growing, you are dying.

When you get into a room with successful business leaders, a common theme that comes up is the drive to grow and invest in personal development. As Tony Robbins teaches, “If you aren’t growing, you are dying.” What are you doing to grow as a leader? How are you moving your ecommerce business forward? Don’t let moderate success, lull you into complacency – you’ve got to keep challenging yourself if you have any hope for long term success. To hear more about this important topic, make sure to listen to this episode of The Amazing Seller!

Don’t let the fear of failure hold you back.

Too often business leaders will get their business off of the ground and then throttle their efforts back because they are afraid of losing it all. If you let fear of failure dictate your business plans you’ll never get anywhere! Remember, you can always pivot and go back to a 9 to 5 job if you have to. Don’t let the fear of failure shape your plans for the future! What are you going to do to keep fear in its place? How will you press forward in your business? Listen to this helpful episode of The Amazing Seller as Scott and his team dive deep into this subject!

If you work hard, you deserve your success.

Have you ever felt guilty about your level of success? Did you grow up with a skeptical view of business leaders and entrepreneurs who build their business from the ground up? Many business leaders find themselves having to unlearn a negative mindset around money and making a profit. Scott encourages sellers like you to take a hard look at the mindset you have about money and make sure you are giving yourself permission to enjoy the success that your hard work has brought you. To hear more, make sure to listen to this episode of The Amazing Seller!

Is it a good idea to enter into a business partnership?

Have you considered going into business with someone else to form a partnership? What are some of your concerns about entering into a business partnership? While Scott and his team don’t discourage sellers from going into a business partnership, they stress extreme caution. In many ways, a business partnership is like a marriage. You need to be certain that the person you are merging your future with is a good fit not just on paper but relationally as well. Don’t miss this episode of The Amazing Seller as Scott and his team go over this topic and much more!

OUTLINE OF THIS EPISODE OF THE AMAZING SELLER

  • [0:03] Scott’s introduction to this episode of the podcast!
  • [2:40] Joel talks about his reaction to hearing from other business leaders.
  • [4:40] Angel give her take on the inner circle discussion.
  • [7:20] Chris talks about why it’s important to challenge yourself.
  • [10:30] Why you shouldn’t let the fear of failure hold you back.
  • [13:30] Don’t feel bad about your success!
  • [16:30] If you do things the right way, money will follow.
  • [20:40] It is better to go after market share rather than products.
  • [22:40] Is it a good idea to start a business partnership?
  • [24:40] Why focusing on market share is so important.
  • [30:30] How success can open up a whole new avenue of opportunities.
  • [33:00] Think bigger and be optimistic!
  • [35:15] If you are not growing you’re dying.
  • [37:15] Closing thoughts from Scott.

 

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TRANSCRIPT TAS 629

TAS 629: ADVICE from Successful Sellers (If Starting Over TODAY)

 

[INTRODUCTION]

[00:00:02] Scott: Hey, hey, what’s up, everyone? Welcome back to another episode of The Amazing Seller Podcast. This is Episode #629 and today we are going to be talking all about what we would do if…

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…we were going to give ourselves advice going back from when we start or at least we’re going to reflect on what we just heard from some business owners that we asked this question to and those business owners are pretty darn successful. And we just wrapped up our Inner Circle meeting here in North Carolina in a beautiful lake house and it was amazing and I’m here accompanied by my team and I’ve got Angel.

[00:00:44] Angel: Hello.

[00:00:45] Scott: I’ve got Joel.

[00:00:46] Joel: Yes.

[00:00:48] Scott: And we’ve got Mr. Chris Schaffer.

[00:00:50] Chris: Hey, hey, hey.

[00:00:53] Scott: And we have not been drinking so this is going to be us real.

[00:00:57] Joel: Just tired.

[00:00:59] Chris: Delirious but not drunk.

[EPISODE]

[00:01:02] Scott: Yes, that is true. Now, so I wanted to, well, we had talked about maybe doing this the following day and I said, “You know what, let’s just maybe jump in as soon as everyone leaves and while it’s fresh and we did just ask this question probably about an hour-and-a-half ago after we had got done breaking some bread and having some dinner, enjoying some conversation and I said, “You know what, let’s just ask the question. Everyone here has been at it for probably close to three or four years, maybe even a little bit more and successful in so many different levels building serious businesses but are looking to build it even bigger but also maybe even just trying to figure out where they should go next with the business. One gentleman wants to sell $4 million or $5 million and we built a roadmap to get there and someone else wants to give more to their charity for up to $50,000 maybe or more. What did she give like? $12,000 or $13,000 this past year.

So, yes, so it’s pretty cool but anyway, I’m excited, tired, but excited and we’re sitting here in a beautiful home and I just wanted to kind of go around the table here and kind of share what our takeaways are from what we heard. So, Joel, I’m going to start with you. Generally, you’re pretty good at getting things started, adding a little humor, but also making some good points so why don’t you kick things off, my friend?

[00:02:32] Joel: Excellent. I will try to do both, the humor and the good points.

[00:02:37] Scott: No pressure. No pressure.

[00:02:38] Joel: No pressure. Okay. Let me just stretch a little. Okay. We’re good. Yeah. It was really incredible to hear what everyone said during that event because it was like one of those questions. We’re just trying to get people to recap on their knowledge and maybe that would be a cool thing to offer them a show like this and I was really blown away with the level of what they took and we didn’t hear things like, “Oh, I would’ve told myself to be more serious about the money or the goals.” It was more of like, “I had been more clear that I can do it that it’s possible that I can make it happen that it should be difficult. That’s part of the journey and we should embrace that, not hide from it.” But it was really amazing because I felt like I was suddenly surrounded by like motivational speakers. It’s like they’re at it for 15 years, but no, they were just – these are the things they had to come to on their own to get to the level of success they’re at now.

So, that’s really a firm thing I believe is like all my success came when I changed my beliefs, not when good things happen to me and my business. It’s when I decided I could do it and I started doing the work to do it and then opportunities open themselves up and that was what I heard in that room was, “I changed me. Everything changed.”

[00:03:53] Scott:  Yeah. Yeah. Yeah. Angel, I want to hear like you, you know, Angel thinks a lot and she’s very smart and I just dropped the actual mic so hopefully, that’s still going to be cool. It looks like it’s okay. We’re still running here. Live. It’s a success. So, we’re just going to set that baby right there. So, Angel is brilliant but does listen a lot and so I want to just hear your take. You sat there and you took that all in. hat’s a few things that you could give to the listener from what we just heard? Because I think it’s helpful to hear where people came from, what their struggles were, and what they would’ve told themselves if they could say, “Hey, here’s a little advice before you get started there. This is the advice I’ll give you,” what would you take away from that? Like I said, Angel is thinking.

[00:04:49] Angel: That experience has taught them that taking risks is great and has led them along the right path to where they would like, to where they are now, I don’t know if that came out correctly, and to think bigger. They were thinking small when they started and they wished they had thought bigger at the time because it can be so much bigger and they know that it can be even bigger now and, yeah, a lot of them are really fired up and really excited about their own life, their personal life, their family life and that gets reflected in how they do their business and it was really awesome to see how excited they were.

[00:05:38] Scott: I want to call up the one that comes to mind, now that you brought that up because that kind of retriggered like Stefan. The guy’s amazing, doing some incredible things, incredible numbers, and here’s a guy that’s built a multi-seven-figure, possibly eight-figures, right? Yeah. All over the globe and so the big thing that I thought was really interesting with him was he was like, “I was doing an experiment and I just wanted to try this thing and I didn’t really, I actually kind of looked down on people selling products and I didn’t want to be a trading company and like all of this stuff,” and he’s like, “But it was this interesting. I was like interested in the process and so I decided to just kind of put something together and I kind of knew a little bit of a supplier that I could kind of get some things and I kind of put it in a box. I labeled it with some stickers and I sent it. My wife comes to town and she says, ‘What the hell are you doing?’ And I’m just going to try this thing. I’m going to experiment with it.”

And he did and that’s what changed it for him because it made him say like, “Wow. This is interesting. What if I actually took this seriously?” And now he’s built two companies, major companies like incredible. So, I thought I wasn’t expecting that from him.

[00:06:52] Joel: Yeah. It was really cool. He said, “The whole thing that was driving me was to be curious.” He wanted to know how the mechanics of it all worked. Everybody goes, “I’m going to make $1 million. I’m going to get my Lambo,” and he was like, “I know there’s something here. How does it work? How does it work?” and then after he realized it works, it’s like, “Oh, this will work.”

[00:07:15] Scott: Yeah. Chris, what did you take away? I mean, is there anything that just pops into your head from just the conversations and that we heard just now?

[00:07:23] Chris: Yeah. I think the Stefan example is a really good one and it’s always be curious, always be challenging or always be challenging yourself is really what that comes down to. Like, he had preconceived notions about what selling physical products was and the types of people that did it and the types of income realistically that it could bring in, and now those have all been shattered because he had a little bit of experience with it. And going back to what Angel said, one of the things that was kind of a running theme through it was, one, not thinking big enough. But to me, that’s not necessarily the true lesson that we need to take away from. It’s we need to ask ourselves different questions, right? We need to be curious, but the trap that’s a lot of people fall into and it’s a question, Scott, that you and I get twice a week if not twice a day is, “What happens if it doesn’t work? I did all of these things. I looked at 10 x 10 x 1. I can do that. That’s not a problem. This product should work. But what if it fails?”

And we immediately as human beings go to, “I’m going to lose my house. I’m going to lose everything,” which in reality is not going to happen but we always go to the negative and the much better way to think about it and the way that all of these guys and gals are thinking about it and the way that we all should be thinking about it is what happens if completely by accident, this explodes in the good direction, right? What happens if I put 500 units in and they sell out tomorrow? We’re not asking ourselves that question. And that’s the question and it was something we talked about yesterday I believe, okay, I want to make $1 million this year. That’s my goal or whatever it is. The business that you will build to get that is completely different from the business that you need to build to take that from $1 million to $5 million or $10 million. And if we approach everything that we do from the mindset of, “Holy crap, this thing would make me $10 million if I did these things.”

[00:09:24] Chris: Even if we don’t get to $10 million, we might get to six or seven but we can never achieve that level of success without that level of thinking. Does that make sense?

[00:09:34] Scott:  Yeah.

[00:09:35] Chris: So, it comes back to something, Joel, that you kind of repeat all the time which is ask a different question, get a different answer, right? Frame the question differently. And a lot of us even the four of us constantly go to, “Well, this thing’s going to fail. How do I stop this thing from failing?” instead of, “What can I do to ensure that this thing is not just successful but wildly successful?” And, yes, we’re not going to have a team of 100 people behind us to take this to a $10 million business overnight, but what are the things I need to be doing? What are the core pillars that I need to put in place in this business to make sure that as I grow, I can continue to grow, and I can continue to be successful and scale this thing as far as it has the legs to go? Rather than putting the limiting belief on ourselves that I can only get to $1 million or the real limiting belief that we all put on ourselves, this is going to fail, which is all how we approach everything from the start.

[00:10:30] Joel: I was thinking that was really interesting you said, okay, so we see like it could go bad and then immediately I lose my house and I always find when I get into those conversations, I go, “Okay. Well, take me through that.” Really tell me you’re going to send $6,000 to get some product to come in and then you’re going to try to sell that in Amazon. If that doesn’t sell, you immediately have to sell your house or you lose it. That doesn’t make sense. Let’s really talk about what’s going to happen. And so, people like say that failure thing. Failure is like all of the bad things ever without actually answering for what it really is or that you don’t really know how it’s going to happen. So, I actually do run the scenario every once in a while, when I find myself in that place, what is really the worst that’s going to happen? I have, whatever skills I have, I have whatever talents. Scott brings up all the time, “Well, if this all goes to hell, I can go get a job if I have to because I’m going to be there and take care of my family.”

Now, in Scott’s standards, that’s no longer an option, but he would do it too to take care of his family, period. So, we all have those standards. We all have that level of life that we are determined to have no matter what. We aren’t going to lose everything. We aren’t going to look like failures or whatever the things that we think unless we tell ourselves that we are. We’re really just going to learn something. We’re going to get a bit of hiccup in our business and then we’re going to have to go ask better questions which why that happened? How can I do it better? How I can get there fast? What are the ways am I to take? And then you can get to a new place. So, really, I guess the thing I’m saying is like when you say it’s going to go bad or I’m going to fail, answer for what it really is, look at it in its face, and you’ll see it wasn’t that bad. It’s not that big of a thing. We just stop and go, “Well, if this happens and I fail, bad.” Is it really failing is the question? No, and it’s not.

[00:12:21] Angel: If you learn anything, you win.

[00:12:23] Scott: Yeah. I agree with that. Yeah. That was in the corner of the ring there.

[00:12:30] Joel: You had to speed that mic to mouth.

[00:12:34] Scott: Yeah. I just want to say like the thread that I heard was and from really smart people and people that you would look at and go, “That person is super smart. They’re going to be confident,” and I look at that and I’m like you’re hearing, “I didn’t believe in myself because my family didn’t really raise me to believe that business owners were successful people. They were just people that didn’t want to get a job or people that were just self-employed were never really secure.”

[00:13:08] Chris: Or they’re taking it from everybody else.

[00:13:09] Scott: Or they’re taking it from everybody else. That was a good one to recall that because that’s exactly what he said and it is. It’s kind of how we’re programmed. It’s the stories we tell ourselves and that was kind of hurting him in a sense. I want to bring one other thing up too, just random, just because it’s coming to the top my head, but Rachel in our group, on her way out tonight, she said, “There was one thing that you said to me that really impacted me and I’m not going to really forget and that’s going to change like just the way I think,” was that the reason why she’s not at the number she wants to be at is because she didn’t think that she should be, that she didn’t think that she should be at that number because to her, a large number – her cause is her mission and to be able to go out there and make more money allows her to contribute to that mission and to that charity but in her mind, making money was bad in a sense because that’s kind of like taking from people.

[00:14:21] Chris:  It made you a bad person.

[00:14:22] Scott: Yes. It makes you a bad person but once you reframe that, and say, “Wait a minute here. If you’re selling a great product and you believe in that product then that’s actually a good thing that you’re doing and the more people that get it are going to be happy but then also you’re helping people because every single thing that you sell is going to help to your charity and she was like, “That made a huge difference for me and my thought process,” and the reason why you didn’t get to that number is because you didn’t allow yourself to get to that number because you just kind of throttle it back. Does that make sense?

[00:14:53] Chris: Yeah.

[00:14:54] Scott: Anybody?

[00:14:58] Joel: It definitely makes sense, Scott.

[00:15:01] Chris: No, I think it makes complete sense and that’s the whole money myth thing is something that we’ve all grown up with, right, in one way or another. I mean, I came from a family that was not entrepreneurial. The very first thing that and would probably still say it if she was listening to this that my mother said to me when she found out that I quit my job years ago was, “But what about health insurance? What about stability?” Well, it turns out that your 9-to-5 job, not that stable either. You could lose that at any minute and we had a couple conversations about layoffs and all those things this week just in the context of large companies and everything that’s going on in the world news and that kind of stuff right now. And it’s funny because we all have this perception that or at least “society” has this perception that, one, self-employed people are not stable, not like mentally unstable, but not stable financially.

Like, somehow that this business that you have 100% control over is less stable than any job that you have 0% control over because you’re writing the check with the actual effort that you put in versus someone else just handing you free money. And, Scott, you and I have talked about this in the past like if you want guaranteed money with zero stability, go get a job. If you want 100% stability with no guarantee of money, become an entrepreneur. But if you do things the right way, the money will follow. And you have a product, and I think that’s key, you have a product that you believe in and you’re truly putting something out into the market that, one, has an actual audience of people that want to buy it and, two, serves a purpose and helps people do something with their lives. Even as simple as filter their water, as long as you truly believe in that product and you’re helping people do anything a little bit better or a little bit easier, the money will follow that.

[00:17:00] Chris: And the other part that you touched on that I think is really important is like the other half of that myth is that all business is evil. Every time somebody makes money, someone loses something. Businesses take money from people. When’s the last time you walked into somewhere and they were like, “We’re not letting you leave until you buy something. We’re going to keep your kids here until you buy something.” That has never happened.

[00:17:25] Scott: For the one time.

[00:17:26] Chris: Right. Just once.

[00:17:27] Scott: I got out of there with my kids.

[00:17:30] Chris: But in reality, every time somebody buys something, two people win. You win as the buyer because you get something you valued enough to pay for and the company wins because you thought they were valuable enough to pay. And it’s really hard, especially growing up in a family that’s not entrepreneurial like one of the guys in the group and hearing that over and over again because that’s just the mindset that you have and so you’re like even in Rachel’s case, right? Money is evil. Money is not evil. Money is not good. Money is simply a multiplier of exactly who you are as a person. If you’re a terrible person, more money generally does not make you a good person. It makes you more terrible of a person or least a terrible person with more resources.

[00:18:20] Joel: You can carry out the terrible acts you’ve been planning if you have the resources.

[00:18:23] Chris: If you’re a good person, you’re then a good person with resources who can multiply the good things that you have been doing, regardless of what those things are, regardless of the causes that you support, regardless of what anybody else thinks of that, the only thing that money brings to that equation is a multiplication effect. That’s all it is. And when we start to realize, one, that we need to think a little bit more clearly, we need to rationalize some of the negative things that we all think, that we all feel, that we also go through every single time we launch a product that’s clearly going to fail even though we have an email list that has never let us down. We have all of the sales history. We have of all of these buyers. We have all of the numbers. We’ve done it. It’s still absolutely going to explode as soon as it lands in the Amazon warehouses and we’re never going to sell any of it. What’s our plan to get rid of it when it fails? As opposed to, “How long does it take us to get more of this product because it’s going to sell out on day one?” That’s a much higher quality problem to have and we can start answer for those things. We can start to answer for some of the other things.

But when we get the money and we see the effect that it can have on other people, that’s when that stuff starts to become real and that I think for Rachel especially being able to see the effect that that can have versus just the money that’s coming in on the front end of the business, seeing the multiplication effect that she can have by selling more stuff to people who find her and her company and her mission valuable enough to hand over the money, that clicks, and that makes sense.

[00:19:48] Scott: Yes, it makes sense.

[00:19:50] Joel: Yes, Chris, that makes sense.

[00:19:53] Scott: That right there was a delay because we’re sharing mic so I go, “Yes, that makes sense,” and I brought the mic over.

[00:19:59] Joel: Scott is using his sexy voice so we’re hitting into the good stuff now.

[00:20:04] Scott: I didn’t tell you guys that Joel is our comedian on staff and he’s also a psychologist.

[00:20:12] Chris: So, what you’re saying is he’s messed up in the head?

[00:20:15] Scott: Yes, yes, very much, very much.

[00:20:17] Joel: That’s how I understand the inner workings of your mind is mine’s kind of screwing you and I can see yours.

[00:20:21] Scott: Exactly.

[00:20:23] Chris: It makes sense.

[00:20:24] Joel: Yeah. It’s solid.

[00:20:25] Scott: Makes sense?

[00:20:26] Chris: Yes, Scott. It makes sense.

[00:20:30] Scott: Okay. You can tell we’re a little delirious after this weekend or this week. It’s been a long week but a fun week. The other thing I wanted to kind of bring up that was interesting was hearing I believe it was Stefan once again who said, “Going after market share, not products.” I think that’s something that we should talk about.

[00:20:58] Chris: Yeah. It’s really interesting because as he was saying it, I kind of got the picture of what was going on is like everybody starts in and goes, “I hope I can sell something. I hope I can make a little bit of money,” and he’s like, “What if I’m a dominant force in this market and I can actually start taking share from companies who have been in it forever?” and I was like, “Oh, that’s cool.”

[00:21:16] Joel: That’s really interesting and, yeah, if we had started that way, you’d be answering different questions and almost like just by asking that level of question, you are already kind of skipping over all the little fears. You’re not asking, “Oh, can I launch a product? Or can I figure this out? Or what if it doesn’t work?” because you’re already asking, “How do I take serious market share here? How do I come in at my level and start to make waves, how to really kick things up?” and that’s a much better question to answer and it’s interesting when that’s one of the powerful things of thinking really big. It makes all the little like petty stuff that’s way at the beginning of that seemed insignificant and that’s what I heard when I heard him say that I was like, “That is really cool.” He’s like, “How do I get market share?” Not, “I hope I can sell something.”

[00:22:04] Scott: Yeah. Did you want to say something, Chris? You got your hand ready. He’s like, “Pass it off man.”

[00:22:09] Chris: I would just jump in on that mic. I mean, I’m not shy.

[00:22:13] Joel: Get on my lap.

[00:22:16] Chris: It’s not going to be the last time.

[00:22:20] Scott: Let’s take it out on the edit.

[00:22:23] Chris: This is something that’s kind of funny. It’s another theme but remind me about market share. You know, it’s funny because we were talking about some of the things that we’re grateful for and I noticed that in some of the other pairs, some of the other business partners that were here, people ask us all the time and I said this and people asks us all the time like, “Oh, should I get a business partner? Should I find somebody that balances out my weaknesses?” And my answer is usually, “Hell, no.” Unless you can find the right person, don’t just jump into it. It’s like a marriage. You don’t really want to get married on your first date unless you’re on that TLC show.

[00:22:56] Scott: It’ll work out.

[00:22:57] Chris: Yeah. I’m sure they all do. It’s just one of those things that like you have to find the right people and at least to me, it feels like with the four of us and some of the other people here that like Jamie, it feels much more like a family than a business and we screw around with each other. We joke, we laugh, and then we have 10 minutes of serious conversation where all of the work gets done. And if you don’t have that kind of a relationship and I’m not saying that’s the only kind of business partnership that can function but like if you want to have somebody in your business, make sure it’s somebody you actually want to spend time with not talking business stuff because we would murder each other in like a week and a half if it took that long. The four of us would just not exist if we didn’t have that type of relationship, to begin with.

[00:23:55] Joel: And this leads into market share through the inverse property of…

[00:24:02] Chris: It’s actually tangential geometry, but whatever.

[00:24:04] Joel: I knew it.

[00:24:06] Chris: No, that was something else that I thought was important to point out but the market share is really important. It’s funny because like for the first time in world history, I’m the one that’s being serious. Everybody else is laughing. Market share I think that thinking about it from that perspective, one, that’s already that 10X thinking that we’re just talking about instead of, “I think I can make $1 million,” it’s, “I know I can make $10 million. How do I get there?” But it’s also the exact opposite of the I’m going to launch a product approach. Scott, you and I have been talking for a long time about you need to pick markets, not products. But I think that that statement really encapsulated that because when you’re thinking about taking market share, just think about taking 1% of the fishing market. Well, it doesn’t matter if your lure fails because 1% of the fishing market means your tackle box is going to be successful. It means your fishing pole is going to be successful. It means all these other things.

We still have hundreds of opportunities rather than trying to take product share where each and every time something doesn’t go right, you are 100% incorrect. You’re not 1 degree off, you’re completely wrong, and that’s the only thing that you can see. And that kind of ties back into the looking at failure versus looking at success. When you have one shot, you’re the guy standing at half-court for the $5 million halftime shot, you got one shot to make $5 million and you miss, it sucks. They give you 20 basketballs. You might make one and that’s all you need. And when you have one product and that’s the thing that you’re depending on, that’s the thing that you’re betting on versus having 20 opportunities, you can really run into an issue. Focusing on taking 10 sales out of one product on the market is not where you need to look. You need to look at taking 10% of everything that you could possibly sell in that market.

[00:26:06] Chris: It makes product selection infinitely easier. It makes customer list building infinitely easier. It makes doing real business stuff, the stuff we talk about in PACE, the stuff we’ve talked about on this podcast, the things you need to do to build a real business cannot happen if you’re focused on taking product share.

[00:26:23] Joel: ECOM Business Formula, you might want to mention that.

[00:26:28] Chris: I’ll let you mention that. Those things only happen, if only there was a way I could do this myself, Scott, those things only happen when we focus on taking market share because that’s the only way you can see enough of the opportunities that are out there to actually do those things.

[00:26:49] Scott: That was actually pretty solid and, you know, the one example you use which I’m probably going to use again was that the half-court shot because I mean you could totally visualize that. It’s like we have one basketball half-court and one basket rim that we can shoot it through. One shot. We could make it, but there’s a chance we might not. There’s probably a better chance we’re not but out of 20 shots, there’s a better chance that we can and that makes so much sense when we’re looking at like a business and a market and how many shots that we actually get. And to me, you have unlimited shots and when you go after a market, you just have to know that that market is allowing you to have these chances. And here’s the thing, I just laughed because Joel still is being funny over here. We’re being serious, man.

[00:27:42] Chris:  That’s just his face here.

[00:27:43] Scott: The comedy thing is off right now. But on a serious note, I mean, this is exactly what we talked about and I’m just so glad that Stefan brought it like full circle for us because like everything we talk about in ECOM Business Formula is really this process like how to find the market that allows us to sell products through validation of are there ways that we can go out there and get attention and build assets that can bring people back to our brand so we can eventually sell products? And if we can do that and we can scale out that product line, we have more chances to make the basket at half-court.

[00:28:24] Chris: Well, I wanted to clarify that basketball analogy a little bit more for you, Scott, just in case you want to use it in the future. When you’re looking at market share versus product share, it’s not just 20 shots from half-court. It’s a couple shots from half-court, a couple shots from the three-point line, a couple shots from the free-throw line, a couple layups and a couple shots from the corner. We’re getting five from each of those places and if we make any of them, you get $5 million after halftime. That’s the thing. Some of the products are going to be bigger gambles for us. That’s going to be your half-court shot. Some of the products are going to be easy layups. They alone might not get us to our goal. We might miss a layup. That’s fine. But we have opportunities that are of various scale, of various size, and of various difficulty. When you’re looking at a single product, the only opportunity you have to make the $5 million shot is from half-court. It’s the biggest struggle you’re going to have and there’s no way around it.

[00:29:26] Scott: It’s good stuff, really good stuff. Joel, do you want to throw a little joke in there?

[00:29:30] Joel:  I’m living the metaphor. I just like…

[00:29:33] Chris: Joel is like, “What is a basketball?”

[00:29:34] Joel: Yeah. I was like, “We play sports here?” Okay. Good. It’s really cool like when you bring things full-circle like that and, I mean, yeah, you’re taking it from that product to that market but it’s the same expansion. You’re changing your level of thinking and the problem seemed different and so, yeah, there’s less of those earlier problems seemed less fearful. They seemed less like, “Oh, this is everything and I’m going totally screw up,” because you’re like, “I have all these opportunities, I have these other assets, I built something, and I have experiences in I can run contest and I can build email lists and I can put a listing together and I can run ads.” And even if the product flops, those experiences, those skills don’t go away, and those are what’s inching you towards it. And so, and that’s what Chris is saying like, yeah, they think it’s 100% like, “Okay. I did all these things but now I have nothing.”

Now, you have all those things. You just have to get better at them and if you keep getting better, eventually, you’re one of the best at them and you can launch products over and over again and you can launch markets over and over again and you can start to have so much clarity or likability to carry out what you want that you can start asking what you really want and I think it’s when the business gets exciting and that’s what I heard that table as they started realizing as they got more successful, there is another question. What do I really want with this? What was I really trying to do? And if it wasn’t just fear if I was going to have enough or if I didn’t want to be in a job my whole life, what else is it about? And people got really clear on like growing and becoming better and being there for your family and it was just it is really cool to hear that the right people that they can get the success and it actually wakes them up to do better for the world, to do better for their lives, to give more to their family. And we live in a very cynical world when we think that’s not what people want. When they get money, that we think it’s this other thing.

[00:31:33] Scott:  Yeah. Right.

[00:31:34] Joel: At the very least, I mean, I know I’m sure there’s people out there that as they get wealthier and have more opportunities and resource they go, “Ha, now I can screw more people,” but it was nice to see this entire group here there was a lot of hope for the world for like that things can get better that we can go after more in our lives. And even if it’s just our little corner of the planet, it’s going to get better.

[00:31:58] Scott: Yeah. I love it. I love it. You know, again, I want to wrap it up. I want to ask Angel here in a minute so get ready. I am going to ask you a question. You are going to have some time to process but she’s been processing everything we’ve been saying and usually, she has like about 18 pages of notes of what we actually say in a meeting. So, I do want to get your thoughts before we wrap up just like the overall theme of what you feel like for people to move themselves forward with whatever they want. Like, getting out of their own way like what did you hear from – what did you hear from us just now that makes the most sense so this way here, someone can walk away from this episode and go, “Okay. I get it. I heard a lot from Joel. He makes some really silly jokes.”

[00:32:51] Joel: Thanks, guys.

[00:32:53] Scott: And Chris is very serious and loud.

[00:32:56] Chris: Just today.

[00:32:56] Scott: Just today.

[00:32:57] Joel: Now, I’m loud all the time.

[00:33:00] Scott: But seriously, I mean, just but seriously, no, seriously, Angel, you’re on the mic.

[00:33:08] Angel: Think bigger and be optimistic for your future. If you’re finding yourself getting trapped by your fears, ask yourself seriously, what’s the worst that’s actually going to happen and what would I do in that situation? And it’ll come – [expletive] Sorry.

[00:31:29] Scott: Uh-oh. We don’t usually swear in this episode.

[00:33:33] Angel:  It’ll come to you right back.

[00:33:34] Scott: We will bleep that one out but that’s a beep. Angel, family show. This is why she doesn’t talk.

[00:33:45] Joel: It was in her notes. I’m sorry.

[00:33:56] Angel: And, yeah, one of those is when you think bigger, you start thinking in terms of the market versus the product and in terms of what is really aligned with you and what you really want out of the business and for your family and for yourself and very quickly, you find yourself getting more and more excited but more and more into the business because it becomes more of a passion for you than just a way to make money.

[CLOSING]

[00:32:24] Scott: Yeah. And the last thing that I’ll leave with on that note, I love it how you wrapped that all up, mine is the curse which we will bleep out. But it’s already been bleeped. I really honestly believe this and I said this to everybody there. I’m like when it came to my turn to say like, “You know, what would I tell myself?” I was like, “I’m not going to go back to my 23-year-old self that decided to leave my father’s company.” I think I was older than that. I think I was like 25. I figured when it was but it was actually, I think it was 2002 I think it was. Anyway, I’m not going to go back that far because I could’ve told myself a whole bunch of other things but I wouldn’t have gotten to where I am today. But even in the past three-and-a-half, four years since the podcast, things have changed for me and they just pivoted and now I’m here and then it’s like, “Oh my gosh, like I’m feeling like a new pivot,” and like, “Oh my gosh, I have to embrace this.”

So, I just really wanted to convey to anyone listening, you’re going to evolve, you’re going to change, you’re going to pivot. Listen to your gut. You’re still going to have fears at new levels and what Tony Robbins always says, if you’re not growing, you’re dying and I totally believe in that. And I think we all we want the sense of we’re building something, we’re creating something, we’re entrepreneurs. It’s what we do. We want that excitement but also, we want the fear and that’s kind what drives us and I personally, I’m right there with everyone like there’s new things that we’re doing, this new event, Brand Accelerator Live. If you haven’t got a ticket yet, head over to BrandAcceleratorLive.com. Okay. A little plug there.

[00:35:58] Joel: Nice.

[00:36:00] Scott: Joel was giving me the cue card. He was saying, “No, plug that. No, plug that.” Yeah. I’ll get a review that’ll say, “Scott, you just did this podcast episode because you want to plug your one time of Brand Accelerator Live.”

[00:36:16] Chris: Probably mine.

[00:36:20] Scott:  So, anyway, I do believe that everything that we’re doing right now is teaching us for our next chapter, our next thing so everything that you’re doing, whether it’s a total success, whether it’s a slam-dunk or whether it’s a 50 or – I was going to say a 50-yard line shot. No, a half-court shot.

[00:36:38] Joel: 65-yard field goal.

[00:36:39] Scott: Yeah. Either way, same kind of idea to be able to go out there and understand that there are going to be things that you’re learning along the way and it’s not a failure. It’s just a learning experience to set you up for the next thing and I guarantee, I guarantee if you go through this process, if you build a business whether it’s a $50,000 a year business or if it’s a $5 million a year business, you are learning something that will take you to the next thing and you’ll know when that time is. Just don’t stop along the way. So, that’s all I got. I was going to wrap this up. Are you ready? Are we good to good here?

[00:37:18] Chris: We are ready.

[00:37:19] Angel: So ready.

[00:37:20] Scott: Are we ready to say some take action because we’re going to do this all together in the room.

[00:37:23] Chris: Yes.

[00:37:24] Scott: Chris is getting really super close to me right now.

[00:37:27] Joel: The lap thing is happening.

[00:37:28] Scott: I’ll hold the mic away so you don’t have to get really close to my lips. So…

[00:37:34] Chris: I just want to make sure I picked it up, Scott.

[00:37:37] Scott: All right, guys. Show notes to this episode if you wanted to download them or if you want to read the transcript, they can be found at TheAmazingSeller.com/629 and then ECOM Business Formula we are going to be opening up that class here very soon. If you want to get more information about that and it’s really the framework of what we’re doing right here with these businesses and everyone that we’re teaching about this, you can head over to TheAmazingSeller.com/EBF and you can get all the details over there. All right, guys, are we ready?

[00:38:08] Chris: Yes.

[00:38:08] Joel: Yes.

[00:38:08] Angel: Ready.

[00:38:10] Scott: All right, guys, remember, I’m here for you, I believe in you, and I am rooting for you, but you have to, you have to, come on, say it with me, say it loud, say it proud, on the count of three, one, two, three…

[00:38:24] All: Take action!

[00:38:26] Scott: Have an awesome amazing day! And I’ll see you right back here on the next episode.

[00:38:33] Joel: And that’s a wrap.

[END]

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