The Secret to 10x Growth

Summary

• Intro to 10x thinking. 0:00

  • Episode 74, 10x thinking and rewiring your life circumstances.

  • Four c's to implement tx thinking.

• Introduction to today’s episode. 1:16

  • Introduction to the topic of 10x thinking.

  • The difference between 10x and linear thinking.

  • What got you here won't get you there.

  • Cognitive behavioral therapy, cognitive behavioral therapy.

• The pareto principle of growth. 7:18

  • The four year old's perspective of the world.

  • 10x thinking and 10x perspective.

  • The first thing to consider when thinking about 10x growth.

  • The 80/20 rule.

• The pareto principle in your life. 11:23

  • The pareto principle and how it can be applied to your life.

  • Personal unique value proposition.

• How to get customers to answer your phone? 13:46

  • My home was struck by lightning a couple of months ago.

  • Service-based businesses don't answer the phone.

  • A unique value proposition is a combination of three things.

  • Your value proposition changes every day.

• How to look at your unique value proposition. 17:52

  • My unique value proposition.

  • My personal value proposition and how it relates to my business.

  • Evaluate what values, skills and beliefs are.

  • The 10x thinking approach to continuous growth.

• What do you believe is possible? 22:52

  • The third factor, the beliefs.

  • What it feels like to have nailed your unique value proposition.

• How do you develop 10x thinking? 25:21

  • Developing 10x thinking starts with you.

  • What got you here will keep you here.

  • Transformational relationships exist when there are no losers.

  • Transactional to transformational relationships.

• What does it mean to think 10x. 29:24

  • What it means to think 10x.

  • Lack vs abundance when it comes to finances.

  • Say it out loud, yes, it's possible.

  • Other places in life where 10x has happened.

  • Find a time in life when you made a 10x change.

  • Connect the dots.

• How to define your future self. 35:55

  • The four steps to success, clarity, commitment, competency and consistency.

  • The first step is clarity.

  • Second commitment, continue the process the next day.

  • Third commitment, consistency.

Episode Transcript

0:00 You're listening to the ship work Podcast, episode 74. Today is about 10x thinking and how you can activate your brain and rewire your life circumstances so that you can become the 2.0 version of yourself. If you're not yet familiar with 10x Thinking buckle up, because today is going to be transformative in the way that you view what's possible for you. I'll share with you my four C's that are a must for you to be able to implement your TEDx thinking. So stay tuned. Hi, I'm Luke layman. And you're listening to the only podcast for high growth entrepreneurs rooted in business strategy and tactics as we discover the habits of high performance leaders and dive deep into brain science. With over two decades leading high performance teams, from fighter pilot to CEO, I'm excited to join you in your entrepreneurial journey. shift the mindset needed to build your empire, keep more money in your pocket and enjoy every day of the journey. Welcome to shift work. Hey, my friends, welcome back to another episode of the shift work podcast. I'm your host, Luke layman. And I am excited to be back here today with you on a solo episode. We've had a few amazing guests over the last few weeks. But I really am just feeling super inspired to be back here today with you and to share a really important conversation about TEDx thinking, which for me was a very hard concept to grasp in the very beginning because I always thought that 10x Thinking meant that it was an exchange of more of my time. And when I broke that paradigm, the breakthroughs that came came exponentially, they came much more rapidly. And 10x thinking is about shortening the time that the TEDx events can happen. But before we get into it, today, I just, I have an immense amount of gratitude for you, as the listener and for the community that embraced the building resilience book, the past few weeks have been phenomenal. Going on a journey with my co authors, and then having a few amazing guests on the show, that have really opened my way of thinking but to reflect back on the book launch and the process of being involved with the co authors of building resilience. It was as much about the process for me to be able to articulate what growth looked like to be able to have a better understanding of how I processed information and to be more articulate with what my own growth and journey looked like. And then to be able to be vulnerable and to share with you what that journey looked like. And what's interesting about it for me, as I begin to tell the story better is that I spend more time making things be more true. When I slow down, I think about what would make this story have more accuracy. What would make it have more impact? What reflection do I need to be able to apply to it myself so that I can learn more from the event. And in the coming weeks, we're going to be talking about some truly transformational components as you level up your life. And as you become the version 2.0 of yourself. And today is one of those events as we talk about 10x thinking now 10x thinking if you have followed Grant Cardone wrote a book about it. I guess it's a in vogue type discussion, but you have to draw the delineation between what is not 10x thinking 10x thinking is exponential. And the opposite is linear. If 10x Thinking takes you on a growth, that you can greatly amplify your life, to x thinking or linear thinking is doing the same thing, but doing more of it. And the phrase, What Got You Here Won't Get You There constantly comes to mind when you take a critical, deep dive and an analysis of the things that you do in your life that no longer benefit you. So making the adjustment into a 10x thinking is as much about what you're not going to do. It's the things that you need to shed so that you can become the 2.0 version of yourself. And I know that concept is new to some of you from a product development or a software development, we often talk about a version control of it. So we talk about version 1.0 being the release and then we go a little bit better, a little bit better, little bit better version 1.1 1.1 to 1.13. And then eventually we say there's going to be a breakthrough and we're going to create version 2.0 But today might be about creating version 10.0. And I would invite you to think back about the evolution of the iPhone. Think back about version one of the iPhone as it compared to version 10. About the capacity to store to process to access information. It's an exponential shift. So for us to be able to think about 10x thinking, we have to let go of transactional thinking. And we have to become transformational in the way that we process problems and the way that we think about what our future looks like. And I want to give you a disclaimer, before we get into this episode that this might not be for you. Not everyone is cut out for 10x growth. As a matter of fact, many people in this world are quite comfortable being linear thinkers or transactional thinkers. And there's a little bit of jealousy for me in that type of thinking. Because when you think about that, and you watch their level of happiness and their contentedness, there's got to be some goodness associated with not always wanting to level up your life. But then there's you, that does want to level up your life that is making the commitment to being the next best version of yourself. And thinking in a 10x capacity is one of those things that will light the afterburner for you will open up the opportunity for you in a mechanism that you have never thought possible. But to dispel one of the common beliefs is that in order to do more, you actually need to do less. It's not about stacking up new items on your plate, it's not about a little bit better a little bit more often. It's about a shift, and the way that you used to think about challenges the way that you used to face problems in your life, and applying a new dynamic for that one of the impetus of this show and the backstory on it is the study of brain science. And there's an interesting level of therapy that I I am in tune with, and I watch called cognitive behavioral therapy, and you go back into version of yourself in the past, and you revisit some of those instances in your own life. And I was coaching a very high performer this week. And he was expressing to me a little bit of remorse, and shame associated with an interaction with his child. Namely, when the child was a little bit younger, he took responsibility for yelling, and basically continuing with the child until the child cried. And as he looked back on it, he goes, I'm not sure why I did that. The point was already made long before the child shed tears. And as we talked about what was interesting about it, I helped to relate to him that the perception, the way that we view the world is limited only by the eyes that we can see the world through when we saw the event. So this four year old, having an interchange with his father may very well have had a market moment, he may very well have had an anchoring point, it'd be something great that he can tell his therapist about down the road. But what really happened was that this four year old was viewing the world through the lens of a four year old I. And the beauty of it is that my friend didn't have to let that moment stand alone. Because he could go back and he could revisit that moment with his child. And he said, Do you remember when do you remember what you felt like? And if you were to apply your own thinking now it's 789 1013 22 years old, what would you say now? How might you view that differently? So as we discussed, 10x thinking 10x thinking is about changing the way that we view the problem with the resources that we have available today. It's about changing the perspective and looking perhaps you see a six on the ground and ICD nine. And we can say that we're both correct, but how might we be able to zoom out and see that more broadly and see what's happening in the world around us? So the first thing that we have to consider when thinking about 10x growth is what needs to come off our plate.

9:39 The Pareto principle is one that describes an 8020 rule. Perhaps you've heard of it, where 20% of the efforts get 80% of the results. But when you think about it in your own life, what 20% has the most incremental impact, what has the most exponential impact when you do something in your life, what do you get a high return on that investment for. And that's where we start the conversation about 10x thinking is about how you remove the 80% of chaff and garbage in your life that isn't lifting you up to help you become a better version of yourself. And I'm not saying it's all bad. I do advocate for rest and recovery, but knowing that that rest and recovery and a specific spurt feeds me, it gives me the energy to be able to go out and do the next thing. I'm not saying be lazy, and to sit around and do nothing. Matter of fact, that's quite linear thinking that's quite transactional thinking. And it might even be allowing you to decay and to retrograde into portions of your life that were not super effective. So as you take the look at what that 8020 rule is, what's the 20% of your activities that give you the highest impact with so my highest tier clients, what I do is I go through an exercise where we analyze the activities that recur over a quarter, some things can happen on a daily basis. But what I'm trying to do is I'm trying to remove the emotional rollercoaster associated with daily highs or daily lows or weekly highs or weekly lows. Because over a quarter, you can watch the behaviors, you can watch your knowledge and your skills and your attitudes. And you can see which behaviors had the highest return on investment? Did you go to the gym every single day? Did you eat three square meals every single day? Did you smoke weed? Did you drink booze? Did you look at pornography? What behaviors did you do on a daily basis? And which of those behaviors contributed to you? 2.0? Or you 10.0. So becoming familiar with the Pareto principle and looking at it in our own life, I mean, it's easy for you to see, in your professional world, you can see which value is derived from which activities. If you do this one thing, what do you get in return? The name of the game is a creative thinking for us to be able to find a process where the whole is greater than the sum of its parts. You can oftentimes think about these activities that you know, are high reward activities or high return on investment activities, because you can describe them as being in flow. And if you don't know what that means, being in flow is that natural sensation when shit is just working for you. When everything seems to be falling in your favor when the workflow is easy. When the life flow is easy. Flow can also be defined as the absence of resistance. When you take away the things that cause you to consternation in your life, you know, those moments of flow because you call and you tell your friends, I've had a great day you tell your spouse, I've got a lot of good energy right now I'm happy. You check in with those around you because things are going your way. So we want to find those activities that create those moments for you that have high ROI. But let's take it one step further today. And let's talk about your personal unique value proposition. Again, one of the exercises that we do when we look at a business accelerator opportunity when I either go in and I coach you or I make an investment into your business, one of the things that I'm looking at in your professional world is what your unique value proposition is. I had a conversation this week with someone that was lamenting that service based businesses don't even answer the phone. Little bit of side story here. And it's a little bit funny. Some of you may know that my home was struck by lightning a couple of months ago. And I'm continuing to find the demons associated with it. The first was a gas meter that went out. I thought it was the hot water heater. But it turns out that it was the electrical component of the gas meter. A garage door opener went out. I lost a TV outside, but one of the funniest little demons in this. So I came home I had flown that night and came home around 11 o'clock. And the first sign that the house had been struck by lightning was that I sat down, poured myself a scotch and I was gonna watch a little bit of TV before I went to bed and the Wi Fi didn't work. So I'm like, Ah, fuck it. I'll just wake up tomorrow morning and figure it out. And when I came down, I noticed that the lights in the kitchen didn't work. Okay, so that starts to be the second domino to fall. And then the third was obviously hot water heaters. I figured out that I didn't have any hot water. But what was interesting about this was that I went outside and I began to survey the environment. Okay, what's going on? I noticed that my sprinklers were on, no problem. It was morning time, that was a normal thing for irrigation system to be watering the ground. I don't even know when this was earlier this spring at some point. And I continued, I went talk to a neighbor and I came back on McMahon and sprinklers still on. And when I walked over, I realized that it was literally flooding. It had been on not for moments or minutes, it had been on probably for hours. And it turns out as I go and do some troubleshooting and figure this thing out, it turns out that when the lightning struck the control head, that it caused one of the sectors to fail to the on position. So the system was technically off, it wasn't supposed to be running, but this one sector was dumping water out, because it had failed to the on position. Now that's a demon. So I guess that's electricity running through my house. But a few weeks later, I was out front and I noticed a landscaping company there. But it wasn't the normal weed eaters and lawn mowers and blowers. It was like an electrical truck, a lot of fittings and I went and talked to the guy and I said, I see that you're a landscape company. But what are you doing? He said, I'm here to work on someone's irrigation system. And I obviously said, Hey, I got this issue with my thing. He said, I don't have time. But if you call the number on the van, they'll take care of you. Friends, I have called that number no less than three times and left three separate messages to not hear any response. So when we talk about a unique value proposition, it might simply be that you have a plan to answer the damn phone. Can you imagine that? If you just called someone and said, Here's my issue and go yep, yep, sir. Yep, Mr. layman, it got you right here. We'll have you set up. It'd be a technician there tomorrow morning. The unique value proposition doesn't have to be the 32 consecutive things that you do. As a matter of fact, what makes a unique value proposition is very simple. It's the combination of three things. If I said, Hey, do you answer your phone? And you go, yeah, we answer our phone. Okay, that's great. That's one thing. Do you offer warranty support? Yes, that's two, will you offer me 24 hours of on call support? Sure,

17:12 That's three and I could go on and on for 567 10, you might do 32 things. But when you combine the three highest value things together, I guarantee you that if you did 24 hour support, provided warranty and answered the phone every single time you would be lightyears ahead of the businesses inside your industry. But today, I'm not talking about your professional value proposition. I'm talking about your personal, unique value proposition. And here's what's interesting about that your value proposition changes. It likely changes every single day of your life. But we would get so mired down in the details trying to figure out what changed what changed what changed, that we would spend all our time doing that. So instead, what we really need to do is we need to come back and look at it on an annual basis or every couple of years and to say what changed for me, what is my unique value proposition, I'm gonna give you a tool here in just a second and show you how to connect the dots. But in my unique value proposition, if you backed my life up 15 or 20 years, I was a damn good fighter pilot. I had the ability to teach coach mentor other fighter pilots and to make them good aviators. And that was one of my skills that I brought to the world. I wasn't yet a parent. So I really didn't have a whole lot of expertise. And my unique value proposition didn't involve being apparent. It wasn't something that I brought to this world. But what is it now what is my personal unique value proposition? I believe that I have the ability to encourage others to teach you and to help you and to coach you and to mentor you into being the best version of you. And it doesn't come with a matter of hubris because I know that I'm only on the journey for myself. And I'm simply asking you, if you'd like to come along on this journey with me as well. I also happen to know that I'm very good at making money in businesses, that's my jam. And if you want to make money in your business as well, I would be a good person to hitch your wagon to as well. Because when we go into this business venture together, we're going to grow together. So if I have the ability to help you be a 2.0 version of yourself, to live with intentional alignment to live with fulfillment, and I have the ability to help you grow your business. What's my unique value proposition number three, perhaps I'm just fun. Perhaps I'm just a good dude to be around and it doesn't have to be crazy. Maybe I'm just simply easy going and I enjoy good company good wine, good food. That might be the simple necessities of your unique value. proposition but let me help you go a little bit deeper. In your process of continuous change and continuous growth, you need to constantly evaluate what your values, what your skills, and what your beliefs are. And I'll say that one more time, your values, your skills, and beliefs. When we talk about values, what is it that's important to you, if I ask an 18 year old, what's important to them versus 2838 5898 years old, their values change as they get closer to death, their values change, many of us have mid life experiences where we have our own near death experiences where we experienced the loss of a loved one. And it changes things, it puts things into focus for us, that helps us to better understand the world around us. One time in my life, it was very important for me, it was a value of mine to be the best fighter pilot, I don't give any shits about my skill in an airplane anymore. But at one point, it was a high value to me. Today, I measure my success, about how I show up for my children, how I'm creative, how I encourage others, how I'm peaceful. Those are values that are extremely important to me. And then skills, what changes. And this is part of what makes your unique value proposition different and why we need to make this constant analysis of this. And when we continue to make these 10x breakthroughs is because we gain new skills and are learned and lived experiences to help us be a better version of ourselves. And the beauty of this is that we don't lose those skills. We might not practice them anymore, but we didn't lose them. When I was 14 years old, I opened a lawn care business, I was really good at mowing straight lines. And 14 years old, I took a lot of pride in my ability to look at the symmetry where you would go one direction and cut one row of grass and then come back the other direction the line be straight. And I had little techniques for how I would correct. So I would take little bit of angles off when I realized that one line wasn't straight, I wouldn't correct it on the next pass, because that would make a very skinny, narrow line. So I would make little changes, little changes, little changes. And I got really good at that. And I had a skill. But that's not my greatest skill today. So when you constantly analyze what your skills are, you need to go back into this 10x thinking and you go which of these 8020 effects which of these behaviors which of these skills, which of these attitudes do I have? That gives me the highest return I guarantee you that mowing yards right now is not the highest ROI for me, which we'll come back to about how you leverage the growth. And then finally, value skills and beliefs. The third is the beliefs. What do you believe is possible for you, at 18 years old, there was likely not much that you believe was possible. When you looked at the road ahead, you probably thought I can go get a job or I can go to school, maybe you had a relationship? Maybe not. But the beliefs changed. And here's what makes the beliefs change, when you have anecdotal evidence that it will work for you. You believe in yourself more you create agency for yourself, you become self aware about what your own capabilities are, and your own limitations, and you look for ways to overcome those challenges. So by taking a constant inventory, if I were to look at the 8020 rule now and I would say what is the 20% that has the highest impact on my own life. It's different today at 40, almost two years old than it was when I was 38 or 36, or 25. And a lot of that has changed. But here's what's also important about your own unique value proposition is what does it feel like for you. Because if you found yourself in a career, in a job, even as an entrepreneur where you are no longer aligned with the mission, what you set out to do on a daily basis. When you find yourself out of alignment out of flow, you know what it's wrong. But what does it feel like when you're nailing your unique value proposition? It's unique. It's creative, there's depth to it, you can go down in layers, and you can understand that there's more to it. And the more that you study and the more that you learn, the more curious you become. It's exactly what I do with this show. This exact level of curiosity is I understand more about brain science and the heuristics in the way that we solve problems. My level of curiosity goes deep, and then so does my knowledge. And the second component of that is breath. It's great to go deep, but can you go wide as well? What do you also explore? Yeah, we talked about brain science. As Yes, we talk about behavior. Yes, we talk about business strategy and tactics. Yes, we talk about leadership, but as much about it on this show is that we talk about being a better damn human, a 2.0 version of yourself. It's deep and it's wide. What does it feel like when you know that you've nailed your unique value proposition, it excites you. It requires you to change, it leaves you uncomfortable. And in that discomfort, you're able to find curiosity and in turn, then find comfort. So when you're developing 10x thinking, it starts with you. It's an analysis of your own life of which behaviors do I need to shed which ones are no longer serving me, which ones are the things that I used to do out of necessity, or out of a curiosity or out of a want or a desire that no longer serves me and I need to shed. So once you've done that analysis, I want you to now focus on the Hoos, because the Hoos are going to be what creates this breakthrough for you. What you can't do is you can't stop doing the things that you were supposed to do today, that got you to where you are today.

26:19 Remember that what got you here won't get you there. But what got you here will keep you here. If you continue to focus on the mundane tasks, the $5 tasks, the $10 tasks, the $15 tasks, then you can expect to continue to be compensated. And we're going to talk in a moment about why 10x thinking isn't only monetary. But once you've shared the 80% that no longer serve you and aren't helping you be the best version of you. And you're focusing on that 20%, you now need to find the Who's that are going to fill in the gap for you, who's going to be the ones responsible to help you reach that 10x goal. And I'll give you an example. I love school, frankly, because I can leverage somebody else's decade of expertise, and they can focus their time and energy onto my kids. Now, you've also probably heard me say that I don't actually like the public school system, largely because I don't think there's a lot of value in the wasted time of getting in line and going to the bathroom and learning to whatever they do. I think it's actually three hours of school crammed into a seven hour workday. But I still love the concept of a teacher who shows up and they take their 30 years of knowledge and they say I'm gonna focus my energy and effort on you that's 10x thinking, I'm going to leverage that person to be able to do that. I leverage housekeepers I leverage my lawn service, I leveraged my pool service. But it doesn't have to mean that you leverage them in a lose lose relationship, which is the next pillar of TEDx thinking is that transformational relationships exist when there are no losers. You see, oftentimes, we get stuck in this 2x thinking or this linear thinking, where we think that there has to be a loser. In order for me to win someone else has to lose. And let's just go back to that a housekeeper is that person losing because I've afforded them the opportunity to come clean my house? No, because their unique value proposition isn't mine. They don't have the learned and lived experiences that's part of their journey. And if they decide that they want to be transformational, if they decide that they want to be exponential, they can go on that same journey. But there doesn't have to be a lose lose relationship, or a win lose relationship, which we've talked about on this show. Transformational relationships exists when there are no losers, your job in 10x thinking is to figure out how to create Win Win propositions in your life. And if you surround yourself with people who feel like they're winning, they will stay with you forever. It's when they feel like they're losing, it's when the temperature in the hot tub gets too hot or too cold. And they say I gotta get out that they leave. But as long as they're winning with you, they stay, because that's transformational. And as we move from transactional to transformational, we're going to surround ourselves with a who's, they're going to lift us up, and they're going to support us on our journey. And you're going to support them on their journey as well. And I want to walk you down and exercise right now. And I want to take this out of a little bit of heaviness and into some practicality because I want you to understand what it means to think 10x There's all kinds of 10x breakthroughs that you've had in your life. The easiest one, the starting point, and the most disappointing of 10x is when we think about finances, and I'm going to talk a little bit about lack versus abundance today. If you take your current income right now, annualized, and you take 10% of that, when did that uh occur for you. For me, if I take that I was probably, oh man, 2021 years old. But what changed from 20 or 21 years old and the 20 years that progressed for me to be able to 10x my income? It took me 20 years to 10x my income. The question when thinking 10x thinking is, how do I shorten that path? Does it really need to take another 20 years for me to have another 10x? Breakthrough? So finances is an easy starting point, but it's also chickenshit. And what ends up happening is we get stuck and lack and scarcity. Because we don't believe it's possible for us when I say I want you to think about what a 10x income, the number of dollars that show up in your checking account on a daily, weekly, monthly yearly basis? What would it take to 10x, that in if right now, if you literally can't imagine what that would be like you are operating from lack and scarcity. And what's physically happening in your body as the cortisol is beginning to pump, it's that negative energy. And when that cortisol begins to pump through your body, you begin to use your body's natural resources to fight for your own limitations. And I won't do that for you today. When you think 10x You think in abundance? If I tell you to think about your salary or your earned income that's going to happen? 10x From now, can it be possible the only thing that I need to hear from you right now is yes. Literally say it out? Yell? Yes, it's possible, say it now say it out loud? Yes, it's possible. And from there, you can open yourself to an opportunity of 10x. Here's some other places in my life where 10x has happened. Learning to walk, can you imagine if I were trying to crawl around for the remainder of my life, at some point, that transition, it took less than one year for me to be able to learn to walk to go from crawl to walk? Really, it only took less than a couple of minutes, how about learning to speak less than two years less than three years for some to be able to gain articulation and control of your language such that you can communicate with others, you can be expressive, you can have deeper emotional relations. completing college was 10 Acts when you look at what my life looked like at 18 years old, and the transformation that I went through with relationships with my own growth, my own knowledge, I was a 10x thinker in college, and then pilot training, how about having children, my level of empathy and depth of curiosity into how I can be a better person is manifest in is alive and my desire to be a better version of myself for my children. It's 10x thinking, and it happened overnight. So my question for you is right now, are you operating in lack? Or abundance, scarcity? Or abundance? Do you believe it's possible for you? And that's the only thing that you need to decide right now is, is it possible for you? And if you can open your mind to Yes, because you said yes. Then all we're going to do now is go figure it out. And I'm going to give you some practical tools to be able to do that. When you go back. Now, I want you to find a time in your life that you can recall that you made a 10x transition. Probably learning to walk and learning to speak maybe a little bit far back. But what about quitting your job? What about making the entrepreneurial jump? What about making a decision to enter a relationship or leave your relationship and to open opportunities for yourself? When did you make a 10x change in your life? When was a time that you stopped accepting linear transactions, that today is going to be a little bit better a little bit different and you said today is going to be a lot better. I'm going to stop accepting the circumstances that happened to me today. And I'm going to live better. I'm going to chase fulfillment, I'm going to chase energy enriching activities. I'm going to chase joy, I'm going to laugh, I'm gonna experience happiness. When did you make that change? Because that's what I want to look at. And now what I want you to do is I want you to go back and I want you to connect the dots because you cannot connect your dots in the future. You can only connect the dots in the past. What changed? If I go back and I do a debrief with you, I would ask you what was the physical thing that you experienced in your life? How did you see it? If I asked the camera to capture it? What did they see? What did the camera put on the lens and into your screen that could show me what you had in your environment? And then I want to know what's behind that? What chain For you, in your behavior, in your skills, what changed for you and your values? What changed for you and your identity? How did you change I talk often about when I became a fighter pilot, I write about it, I talk about it. When did I become a fighter pilot, I became a fighter pilot, when I said that I was a fighter pilot, when I made the conscious decision, that I was good enough to be a fighter pilot, that I was already embodying that. And then after I made the identity shift, then the behaviors came, then the skills changed. And when I can go back, and I can have an understanding of how I changed, now I can find the roadmap for that. But one of the easiest ways for you to find 10x thinking is to simply find someone else who's already done it and ask them, what changed for you. And here's how you have to do it. These are the ingredients of success. The name of the game for 10x thinking is to shorten the path to 10x growth. And when you put these ingredients for success in, it's almost foolproof. First, most people operate backwards, they think about the have do B mentality. And instead you need to think about the B do have.

36:22 Yes, it's good for you to start with the end in mind, what do you want to have in your environment? And then when you back that up? Who do you need to become an on the way? What will you do? So it looks like this first? What will the person look like? Who has the things that I want? And does the things that I desire in my life do in their life? And I'm not talking about the Bezos. And I'm not talking about the Musk's. I'm talking about the people in your life, who are living a life of fulfillment, who are already experiencing the things that you want to experience. What about them? Do you want to emulate? Are they clear with their choices? Do they prioritize their time? Do they guard their energy? Do they accept nothing? That's not lifting them up? Do they look for their 20%? That is going to have the highest ROI? Are they positive affable energy enriching? Are they curious? Are they creative? Are they self sacrificial? What are the behaviors that you would want of the person that you want to become. And when you follow this B do have mentality, you now begin to work from the end in mind. And you can make that change today to say this is the type of person that I need to become, I know that I need to get rid of this 80% That doesn't serve me because I need to focus on the 20% that does. Finally, there's a few more steps, defining your future self. And thinking about that person, with clarity. With the ability to articulate exactly what you want in the future. disassociate yourself with the time it doesn't matter right now, the time we'll fix later. But for you to be able to say this is the type of person that I want to come. Here's the four C's that you need, clarity, commitment, competency, and consistency. And I'll go through them. As we wrap this show up clarity, it can be no more clear for anyone else than it is for you. How can you ask someone to go along on a journey with you that you can't tell me what the end state looks like? I want to take my kids to Florida and I can be super specific with how I want to get there. What I want to do when we get there, the experiences that I want the levels of joy and excitement that I like to feel I can be super specific with it. And when I tell other people, I can help them understand how they can support me along the way. So the first is clarity, how clear Are you in your desired in state this future version of yourself? Second, commitment. This is a little bit of the harder one, because you simply need to start the process. But then the next day you need to continue the process. And the next day you need to continue the process you need to remain committed to the journey that you're on. And the third, competency, what skills we've talked a lot about today, what skills knowledge behaviors do you need? What do you need to become competent in? If you're going to become a real estate investor? What do you need to know? If you're going to become an investor in businesses like me? What do you need to know? If you're going to become deeper in relationships? And you're going to find more love and fulfillment in your own life? What do you need to know what do you need to become competent in? And then finally, is your consistency. This has to be the most unrelenting journey that you go on, you have to have a level of consistency that matches your commitment that says, This is the version of me that I'm going to become. So my question for you is, what's the TEDx look like for you? I do get an enormous amount of value when you send me messages when you hit me on Instagram Instagrams, my favorite, I like that platform, you can send a message to me on LinkedIn, or Facebook or whatever it is, but Instagrams, my favorite. I want to hear what that TEDx journey looks like for you. When you've said yes. What's the level of 10x that you're defining for you? Is that a health goal? A wealth goal, a relationship goal? What do you need to do to be able to change your life to living that 2.0 version of yourself? I'll be your accountability partner. I love hearing from you. So tell me what that 10x looks like, and what that next version of you looks like. And once you're clear, and you make a commitment, you develop the competencies that you need to support you on your journey. And then you show me the level of consistency that you're willing to enact, to have in your life what you want. You're now on the road to greatness. This stuff is so exciting for me, because you can open your mind to what's possible. It's just a different way of thinking. And if you would have asked me at 21 years old, would it have been possible to 10x my income? I'd have told you no way. And I'm not even sure that I would have wanted it. Because at that point, all I wanted to do was fly jets. Probably wasn't even in a relationship for that matter. But my values changed. My beliefs changed. I changed. And the 10x version of me is for sure. 10 times better than that version. Keep winning my friends. Have a great week, and I'll see you right back here for another episode of The shiftwork podcast.