the problem is if you have the greatest hammer and the greatest screwdriver and
the greatest wrench the greatest in front of you if you don't use them
properly you will lose right if there's a nail that I have to put in that ground
but I take the wrench and I hit it when the hammer was right there it still
comes down to the practitioner mm-hmm and you have to be good at your craft
and you have to love your if you don't love sales if you don't love it you have
no chance because it's so hard it's so painful there's so much rejection right
so those are the things I think about so technology's clearly enablers you
just said there that the person is equally important and more important
right and going back to I just apologize for jumping in but let me make it
perfectly straight if I go play Roger Federer right now in tennis and I've the
greatest tennis racket ever made like from taken from the Mars is new
like resources right and he took a John McEnroe 1974 tennis racquet he would
whip my like I'm crushing sales people that have every sales force every one of
your competitors 37 features upgraded went to every pro conference watching
this I would Peterson sales every day of the week there is another level the only
reason you keep seeing there isn't as you feel so exhausted about where you
are but life the universe or God is just testing you because there is another
level if this is good giant jump to excellence Giants start
good poor to good to excellence there's a level where all your dreams are
realized there's a level that you've always dreamed that it is real it has
not gone away but it takes that extra burst when you think there's nothing
left there's no way you've tried everything ten million times and you
keep going it's almost like God is saying if you keep hitting this wall
enough times I will see that you will not stop that you were filled with that
level of determination of faith and courage and then the door opens and you
get to that next level but most people don't know is the next level is just two
millimeters above and it's called outstanding ladies and gentlemen
outstanding what's it called what's it called what's it called
outstanding magnificent unstoppable extraordinary not excellent it's a
different level it's a level where you are not one of the best you are the best
you know what's amazing you only have to be to millions more than everybody else
and you get everything you get the joy the last day the fun in the family the
passion the economics the freedom the spirit it's all there what Jerry Maguire
called the quad baby all of it and it's just to
milanese above and most excellent people give up because they're exhausted and
there's some people go the harder I hit it the more I hit it sooner or later
it's going down I'm not stopping and when you do that enough it pops oh it's
broke do you understand I was broke when I was 25 dead broke I'm not talking
about financially broke let me tell you something no I didn't have any money in
my pocket I didn't have any credit cards nobody would give me credit okay didn't
have a driver's license okay 1970 Ford Maverick had a 1970 Ford Maverick no air
no heat no door handles the freakin floor was rusted okay
I lived in a 275 square foot apartment maybe 300 sqft if you count the little step out in the front door
paid 275 a month and I was late almost every month so don't tell me about your money
problems man okay don't tell me about where you were born don't tell me about
your bad breaks don't tell me about what your daddy did or your uncle felt you up
or something did some kind of weird thing too you know I'll ruin your head
or your sister abused you or whatever okay look we all got problems you got to
fix your problems now you got to get your money right so 25 years old I'm
like I'm getting my money right I'm done no more excuses no more crybaby no more
blame I'm getting my freaking money right if you want to be an inventor of
any kind of inventing and new you know a new service offering for customers or a
new product or anything the being an inventor requires because the world is
so complicated you have to be a domain expert I mean in a way even if even if
you're not the beginning you have to learn learn learn learn
learn enough so that you become a domain expert but the danger is once you've
become a domain expert you can be trapped by that knowledge and so
inventors have this paradoxical ability to have that you know ten thousand hours
of practice and be a real domain expert and have that beginner's mind have that
that look at it freshly even though they know so much about the domain and that's
the key to inventing you have to have both and I think that is intentional I
think all of us have that inside of us and we can all do it but you have to be
intentional about it you have to say yeah I am gonna become an expert and I'm
gonna keep my beginner's mind here's how you develop a passion it starts as a
minor area of interest you gain areas of interest by encountering a lot of stuff
so if you have encountered a lot of things in your life go out there and
encounter stuff go sailing go take a dance class go study neuroscience like
whatever it is just encounter a whole bunch of very broad diverse things from
that you're gonna get sparks of interest like oh I actually found that
interesting I want to learn more dive deep through engagement not through
pondering through engagement you're going to realize whether something is
gonna turn into an area fascination so as you go deeper into it you're gonna
either become fascinated or you're not if you're not fascinated move on if you
are fascinated then that's an area where you gonna ask yourself one very simple
question do I want to become the best in the world out of that thing if you do if
you want to become truly extraordinary in that thing then go down the path of
gaining mastery now the reason I think that it's wise to ask that question
going in is when you frame it up I'm gonna become the best in the world at
this immediately people understand the amount of time energy and wait that it
would take to become truly great at that thing and I don't think that passion can
happen unless you're becoming truly great at that thing that's part of
passion I don't think people are deeply passionate about something that they
really suck at and I'll give you an example I love video games I absolutely
love playing first-person shooters I learn a lot from them I get a lot out of
them I really just intrinsically enjoy the time it has
both that sense of eating a cake because it's just fun in the moment and it I
pulled from it life lessons business lessons I practice getting out of the
sympathetic nervous system into the parasympathetic nervous system it's
literally gamified so I'm getting better I have points I can you know have my
improvement turned into metrics it's all of it I really really enjoy but I won't
say that I'm deeply passionate about it I'm just not that good at it so it's one
of those things if I really wanted to develop a deep passion for video video
games and put it at the center of my life that then I would set down that
path of really practicing now this is like this is the most important thing
that passion will do for you which is it's gonna pull you through boredom it's
gonna pull you through the hard times and that's why it's really got to be
something that you just are prepared to become great at because when you're
prepared to become great there's just these insane moments of boredom
repetition and all of that and if you have this burgeoning passion coming out
of that that's what's going to give you the energy to get through it so it's
this symbiotic relationship between a developing passion and how hard it is to
actually really get great at something so the things you get great at need to
be something that is this developing passion so there you have it that's how
you do it and then that's why you do it my counterintuitive advice is just the
power of brute force and I mean that I think that it's always about
intellectualizing and thoughtfulness and listening to more podcast and reading
more books and all that I think at the end of the day like it is it is brute
force it is hard work it is an absolute unwillingness to to accept failure to
accept no and that's true with fundraising and that's true with
ideation and that's true with making a youtube video and you know in the home
of my 36 and the 18 years of my career I found that to be the one sort of
consistent the one constant through everything that in any in any version of
success it's been because of an absolute reluctance and of that sort of brute
force I will not stop moving until I achieve what I wanted to see and what I
want to achieve and every time where that identify as a failure it was
because of a lack of that or questioning of that
I think beam 1.0 is a very good example like our product failed but the company
succeeded and I think a lot of that comes back to sort of that absolute
relentless relentlessness 18 I think it was and I don't know if this was a
milestone or not but you I believe this is when he jumped a turnstile done some
trouble for that yeah did you tell people I was doing I was doing magic in
restaurants and it started as a waiter where I would do magic and then I people
want to come back and just see me doing magic so started walking up and down
Park Avenue I'm trying to get different fancy restaurants to hire not hire me
let me do magic to the people that were dining and then they would tip me as I
started doing that I started getting hired by wealthy New Yorkers to do their
parties and things like that one night I was I jumped over a turnstile and that's
when Giuliani was sweeping everybody so I I got locked up but as I was going
there I kept breaking out of the cuffs for the cops so they liked it loved that
by the way I'm Dana big actually they did it yeah yeah so
you're like hey guys these aren't working I'm Eeva how do they respond to
that yeah no no they're all good I don't I
think they know that I'm not really a threat but I don't you know so it's good
there's anyways they know they just have to go through the motions yeah so I get
put in central booking and central booking is crazy it's like everybody's
in and out of Riker's so it's like a tough room and you're being moved from
one cell to another and there's like 40 guys in there and I'm like man I'm gonna
get my ass kicked so they're the four biggest guys are sitting on the ground
playing spades so I walk up to them and grab the deck of cards from them I'm
like let me show you some like the you know they're they're ready to really
kill me ya and I start doing magic and then what happened was they started to
go crazy and these are the toughest guys in the cell so then the whole cell is
around me you know thirty guys or 20-some guys all going crazy and then
the guards come in and the everybody was reacting to me doing that like they were
all going crazy again I was like whoa so these people on Park Avenue be super
powerful people and then in prison these guys the reactions are so amazing and so
similar I want to show that so that became the impetus for the first TV show
which was called Street magic
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