Transkript

1 10Hour

2 3 The10-Hour 6 A10-WeekSkilsProgresion 8 WeekOne:1Hour CONTENT WeekTwo:2Hours WeekThree:3Hours WeekFour:4Hours WeekFive:5Hours WeekSix:6Hours WeekSeven:7Hours WeekEight:8Hours WeekNine:9Hours WeekTen:10Hours WeekEleven:10Hours WeeklyPlanSchedule

3 THE10-HOUR Themostcommonmythinentrepreneurshipisthis: IfI m realygreatatmyservice,mybusinesswilbesuccessful. It snottrue. MichaelGerber sbook,thee-myth,wasthefirsttomakearealdiferenceinmy business.thebookpivotsonthissentence,inwhichthenaratorsaystothe fictionalmaincharacter: Ifyourbusinessdependsonyou,youdon townabusiness youhavea job.andit stheworstjobintheworldbecauseyou reworkingfora lunatic! Mostfirst-timeownersofsmalbusinessaren tentrepreneurs notyet.they ve simplyboughtthemselvesajob. Anentrepreneurismorethanabusinessowner.Anentrepreneurbuildsa sustainablebusinessthatdoesn tdependontheirpresence.anentrepreneuris freetoinnovateandpractice,becausedailyoperationsareautomatedbyhighly trainedspecialists. Themarkoftheprofessionalentrepreneurisnottheabilitytodigdeeper,butto detach.it sthewilingnesstosacrifice good for better. Andtoavoidanywork doneforitsownsake.trueentrepreneursknowthat thehustle and thegrind cansimplybeacamouflageforstruggle. Theyintoxicatethemselveswithworksotheywon tseehow theyrealy are. AldousHuxley Onthefirstdayofbusinessintheserviceindustry,mostofuswerepractitioners: wedidthethingwesel.wecoachedes,ordidpersonaltraining.wedelivered ourservice,justaswewouldifemployedbysomeoneelse.butatsomepoint,we realizedthatcoachingmorewouldn tsatisfyourentrepreneurialdreams.andsowe pursuedbusinessgrowth.westartedto levelup. 3

4 ThePathtoBusiness JOY SERVICE CULTURE CONSISTENCY Thisisthepointwheremostofussoughtmentorship:toguideusthroughbuilding consistentpractices,thenbuildingculture,andperfectingourservice. Inthisstageof levelingup,it scriticaltoadoptthemindsetof.youmustsit inthe chair;drinkfrom the cup.youmustweartheroleof likeafine suit. Tobecomeatrueentrepreneur,youmustfirstbecomethe ofyourbusiness. Then,ifyoulike,youcanreplaceyourselfeveninTHATroleandworkonthenext business orjusttakeabreak Here sthewaywedefinetheroleof. The ofyourgym isresponsibleforsettingthevision;planninglong-term objectives;creatingtheprocessestoreplacehimself;andfindingareplacement. The dreamsupnew programsandrevenuestreams,andwhenthey'redialed in,hehandsthem oftoamanager. The triesnew marketing,thenhandsofhisidea. The attendsmeetings,writescontracts,formspartnerships.he'sincharge ofideas.othersareinchargeoffulfilment. The rolerequires10hoursofwork.permonth.evenlessthantim Feris' Four-HourWorkweek.Feriscreatedstreamsofrevenue(whichhecaled"muses," andical"assets")andthenspentaboutfourhourseachweekas,watchinghis systemsworkontheirown. 4

5 Inyourgym,the rolewilchangeovertime.atfirst,those10hourspermonth wilbespentsolidifyingyourfoundation(orsimplybuildingone.)thesame10wil eventualybeusedforcreatingapricingstructure,andthenlongterm planningfor staf,andthenmarketing.asthosetasksaresystemized,the movesontoseek newopportunities:asecondlocation,aneventoranentirelydiferentrevenue stream. Tenhours,setasideeachmonthforgrowingyourbusiness,isalittakes.Whenwe startanewclientthroughthementoringprogram,thosetenhoursareusualyspent doingthehomeworkiassign.thetasksaremoreremedial,andinvolvemoremath andformality.butthosetasksareonlydoneonce;youwon'tneedanewstaf handbookeverymonth,forexample. Asthementoringclientprogresses,thesametenhoursaresetasideforhigher valueroles.whenthosecanbepassedon,theyare.andtheladderefectcontinues: thegym ownermasterseachrole,thenmovestothenext,"promoting"herselfuntil shereachesher"perfectday." The10Hoursneverend.Evenwithmultiplebusinessesrunningthemselves,Ialways spendatleast10hourseverymonthinthe chair,pursuingnewassetsand developingnewavenues.idon'tsmokeacigar,butit'sstilfun. 5

6 THE10-HOUR: A10-WEEKSKILLSPROGRESSION Asgym owners,we'reusedtoprogressiveresistance.we'reusedtoworkoutswithanendinmind.and we'reusedtohavingourloadslaidout forus.planthework,worktheplan. Manyreadingthisbookwilseeopportunitieseverywhereandtrytoimplement everythingatonce.otherswilskip aheadtothemarketingsections.andfar morewilbecomeparalyzedbythe volumeofinformationhere.they'lask, "ButwheredoISTART?!?" Fairquestion.One-on-onementoring,likeone-on-onecoaching,providesthe optimum progressionandsolutionforanindividualgym.butgym ownerscan STARTwithatemplate.Folowingthe"Good-Better-Best"principle: Good:Readthisbook.Folowthetemplate.Getworkdone. Better:GaincontextoneachtopicanddoBETTERworkintheTwoBrainmodules. Best:Beguidedstepbysteptooptimizeresults. Unacceptable:donothing. Ifyoufinishthisbook,andhaven'tmadeanychangesorsoughthelpafterseven days,you'vewastedmoney.ideaswithoutactionarewishes.asmygrandfather usedtotelme,"youcanwishinonehandandpeeintheotherandseewhich getsfulfaster." Momentum isthegreatestforceinnature.gravityusedtoholdthattitle,untilwe foundacatalystforexplosionandpunchedthroughtothemoon.solet'sstart withalitlecatalystofourown:a10-weekprogressionto10-hour. 6

7 Skilsforeachweekarelisted,andbrokendowninthisbookaswelas "TwoBrainBusiness"and"HelpFirst." Timeisliteral:onehourmeanspreciselyoneuninteruptedhour.Setaclock(Iknow youhaveabigone.)ifthetasktakeslonger,stopanywayandrestartatthenext hour.ifthetaskistooeasy,scaleuptothenexttask. Intensity:don'tshootforperfection.Aim forcompletioninstead.youcanalways comebacklaterandaddaglossycover.getwordsonpaper. Consistency:Irecommendschedulingthesametimeeveryweekforwork.Make appointmentswithyourself.setalarms.ifyou"book"anhourintoyourscheduling softwareorgooglecalendar,bestrict:youareyourownmostimportantclient Thetemplatebelowisbasedonanowner'sschedulewhocoachesearlymorning es.it'soptimizedforcreativepowerandprocessingspeed;theimportantwork isfront-loadedintheweekbecausestress,fatigueandcognitiveloadmakesusless eficientattheendoftheweek.afteralmost20yearsofcoaching,idon'trequire thesamebrainpowertoleadaclientasidotothinkcreativelyaboutbusiness. Coachingisrelaxinganddoesn'tfatigueme,nomaterhowmuchI'm requiredto yelorhopupanddowntomotivateclients. Ifthisisdiferentfrom yourschedule,that'sfine:plugthetasksfrom your Timelineintoyourowncalendar. Progressions:"to-do"itemsareasspecificaspossible,andfolowthegeneral progressionfrom solidifyingyourbusinessfoundationtofixingyourretentionsystem torecruitingnewmemberstobuildingassets.buttacticswildiferfrom gym togym, aswilpaceandschedule.makeadjustmentstoworkflowasnecessary. 7

8 Sunday Saturday Friday Thurday Wednesday Tuesday Monday 8:00PM 7:00PM 6:00PM 5:00PM 4:00PM 3:00PM 2:00PM 1:00PM 12:00AM 11:00AM 10:00AM 9:00AM 8:00AM 7:00AM 6:00AM Week Session1:Identify"low-hangingfruit"onTargetMarket/Servicessheet.Whichcan beeasilyimplementedwiththeresourcesyoucurentlyhave?whichwouldyourcurrentclientsgreetwithopenarms?whatchangesarenecessarytoimplement?what materialsarenecessarytoprepareforlaunch? Session2:Stafmeeting.Outlinenewopportunitiesforservicesandnoncoaching roles.getstafmembersthinkingaboutcareers.brainstorm ideaswithoutformalizing anything.cuestafontheneedfor"bestpractices"andconsistencytocreatethe bestpossibleopportunitiesforthem.noteeagernessandpreparetoprioritizestaf forlargerroles. WEEKTWO:2HOURS Sunday Saturday Friday Thurday Wednesday Tuesday Monday 8:00PM 7:00PM 6:00PM 5:00PM 4:00PM 3:00PM 2:00PM 1:00PM 12:00AM 11:00AM 10:00AM 9:00AM 8:00AM 7:00AM 6:00AM Week Complete"PerfectDay"exercise.StartworkonTargetMarket/Servicesidentificationworksheet.Schedulestafmeetingtoreviewopportunities. WEEKONE:1HOUR 8

9 Sunday Saturday Friday Thurday Wednesday Tuesday Monday 8:00PM 7:00PM 6:00PM 5:00PM 4:00PM 3:00PM 2:00PM 1:00PM 12:00AM 11:00AM 10:00AM 9:00AM 8:00AM 7:00AM 6:00AM Week Session2:UsetheRolesandTaskstocreatejobdescriptions(justbuletpoints.) Duplicatethesetobuildcontractsforexistingstaf,andcopythesametocreate evaluations.setanevaluationcalendarforthenextyear(oneevaluationperrole every3months.) Session3:C Session3:CreateonlineinfrastructureforthetopMarket/Serviceopportunity (justbuletpoints.)you'renotcurentlydoingoroptimizing.walkyourselfthrough theprocessinreverse:buildaclickable"paynow"linkinyourbooking/bilingsoftware.writea blogpostoutliningthebenefitsoftheservice.assignstafschedules. Launchifready. Session1:StafRolesandTasks. Breakdownevery"hat"youwear intoitsownrole(seetheabove sectiononrolesandtasks.) Shootfor12-14roleswith10-12 tasksassignedtoeach. WEEKTHREE:3HOURS 9

10 Sunday Saturday Friday Thurday Wednesday Tuesday Monday 8:00PM 7:00PM 6:00PM 5:00PM 4:00PM 3:00PM 2:00PM 1:00PM 12:00AM 11:00AM 10:00AM 9:00AM 8:00AM 7:00AM 6:00AM Week Session3:Invite2-3clientsto"tryout"thefirstnew serviceyou'relaunching. Forexample:"Mary,you'vebeensuchagreatclient,andIknowyou'reworkinghard onthosepul-ups.we'reabouttokickofournewskilsessionsservice,andirealy respectyourfeedback.wouldyouliketotrya30-minutesessiononme?we'lfocus ongetingyouclosertothatpulup,andyoucantelmehowyoulikeditafterward. OK?" Session4:Evaluatestafone-on-one.Schedulenextstafmeeting.Providetwo choicesformee choicesformeetingtime,andletthem choose;don'ttrytoworkaroundevery schedule.plantorecordthemeetingbutmakeitas"mandatory"aspossible. Session1:Beginconsolidationof "bestpractices"inyourgym How shouldarun,minute-by-minute? HowshouldaPTsessionberun? Createthesimplechecklists:opening, closing,cleaning. Session2:Finalizecontractsforsta Session2:Finalizecontractsforstaf, includingrolebreakdowns.schedule appointmentsforreview.schedules. Launchifready. WEEKFOUR:4HOURS 10

11 WEEKFIVE:5HOURS Session1:DownloadCashFlow Forecastertoolfrom thetwobrain modules.filinfixedcosts(including yourownwage)andvariablerevenues memberships,ptsales,etc.) Session2:StafEvaluations (ifnecessary.) Session3:Client"trial"ofnew service. Writenotesonfeedback,executionand price Session4:StartStafHandbook.Includechecklists,samplestafevaluations,best practices,pricingandpolicies.downloadanincidentreportform from AfiliateGuard.info.Writea"tableofcontents"asalistofotherthingstoinclude (thisisbrokendownintwo-brainbusiness.) Session5:StafMeeting.Introducenew serviceandbrainstorm others. Highlightbrightspotsinevaluations.Chooseone"pointofimprovement"across theboardforfocusoverthenextmonth,basedonweaknessesiluminatedin evaluations.thenintroduceonetopicforcontinuinged. Example: "Guys,we'realverystrongatstartingesontime.Greatjob.This month,we'regoingtoworktoward100% check-ins:everyclientwho atendseverygetscheckedin.whatarethebarierstoachieving 100% check-ins?next,we'regoingtobestudyingmacronutrientsthis month.here'ssomematerialtoreadtogetstarted." Week 6:00AM 7:00AM 8:00AM 9:00AM 10:00AM 11:00AM 12:00AM 1:00PM 2:00PM 3:00PM 4:00PM 5:00PM 6:00PM 7:00PM 8:00PM Monday Tuesday Wednesday Thurday Friday Saturday Sunday 1

12 Sunday Saturday Friday Thurday Wednesday Tuesday Monday 8:00PM 7:00PM 6:00PM 5:00PM 4:00PM 3:00PM 2:00PM 1:00PM 12:00AM 11:00AM 10:00AM 9:00AM 8:00AM 7:00AM 6:00AM Week THEJOYGIRL Session4:Changeyourintakeprocess.Review"BrightSpots"andwriteanintake interview/folowupprocess.walkthroughtheprocessintheincubatormodules. Session5:Workbackwardthroughtheclient'sbookingprocess.Buildclickable linkstoyourschedule.postlinksoneverypageofyourwebsite. Session6:Identifyyour"JoyGirl"(clientretentionperson)andmakethem anofer for2hours'workeachweek.writetheircontractandevaluationform.startatrackingsheetforcals,brokenupbyintake,prsandretentioncals. Session1:Finalizestafhandbook.Print. Session2:Promotionof"new"service. Blogpost, linkstoclientswhomight beinterested.mentiononwodposts, mentionsin,linkinnewsleters,etc. Session3:CashFlow Fo Session3:CashFlow Forecaster:CalculateARM andleg.forecastimprovementstoarm withadd-onservices (justthrownumbersatthewal:"whatif onepersonboughtonepackageof10 PersonalTrainingsessionseverymonth? Whatiftwopeopledid?") ForecastchangestoLEG ("whatifwe improvedouryear-over-yearretentionby 10%?Whatifwekeptpeople3months longer?") WEEKSIX:6HOURS 12

13 Sunday Saturday Friday Thurday Wednesday Tuesday Monday 8:00PM 7:00PM 6:00PM 5:00PM 4:00PM 3:00PM 2:00PM 1:00PM 12:00AM 11:00AM 10:00AM 9:00AM 8:00AM 7:00AM 6:00AM Week Session5:Schedulethenextservice.FindaspecialistthatfitsyourTarget Market/Serviceschart;proposea4/9shareofgrossrevenues,andlooselyschedulea startdate. Session6:Signupfornewslettersoftware.Buildageneraltemplate.Test-send toyourself. Session7:PublishfirstClientStory,withlinkstoyourintakeprocess.Shareon socialme socialmedia,taggingtheclient Session3:Identifyseasonalhighs andlowsinrevenuehistory. Whichmonthswerehighest? Lowest?Beginwhiteboarding specialtygroupsandeventsto pushweakestmonthshigher. Session4: Session4:WriteyourCorporate IntroLetter,andcreateaGift CertificateforonefreePersonal Trainingsession.Leaveablank spotforanexpirydate!you'luse thesesoon. Session1:IdentifythreeMavens.Sendthem interviewquestions,orsetupa cameraforquickinterviewswhenthey'reinthegym.writedownwhoeach Mavenliveswith,workswithandrecreateswith. Session2:Setupa"PR"boardandfilingsystem forbrightspots.meetwithjoy Girltoreviewtheprocessforcals, sandtexts(pre-write sandtexts.) WEEKSEVEN:7HOURS 13

14 Sunday Saturday Friday Thurday Wednesday Tuesday Monday 8:00PM 7:00PM 6:00PM 5:00PM 4:00PM 3:00PM 2:00PM 1:00PM 12:00AM 11:00AM 10:00AM 9:00AM 8:00AM 7:00AM 6:00AM Week Session4:ApproachMavenswithideastothankthem forhelpingwithyour business.o fertohelptheirspouses,workplacesorfriends(oneapproachper maven.) Session5:ExecuteoneachMavenapproach.Sendcorporateintroleters,share giftcertificates,scheduleateam-buildingsessionortrainingforthemaven's family,friendsorcoworkers. Session6:Identifyth Session6:Identifythreeclientswhoworkintheservicefield:realestateagents, accountants,hairdressers,salesmen. eachandofertoposttheirbusinesscard ona"referalboard"atyourgym. Session7:BuildyourfirstnewsletterwithClientStoriesandlinkstoregisterfor specificservices. Session8:StafMeeting.Review stafhandbook.alowroom forfeedback,but alstafshouldcommittofolowingitverbatim bytheendoftheone-hourmeeting. Includeasignaturespageformorepsychologicalbuy-in. Session1:Recordrevenuesandupdate CashFlow Calculator.Prepareother reportsforbookkeeper. Session2:PublishsecondMavenstory, andsetupthirdtoauto-publishnextweek. Session3:Identifyseasonalhighsand lowsin lowsinrevenuehistory.whichmonths werehighest?lowest?beginwhiteboarding specialtygroupsandeventstopushweakest monthshigher. WEEKEIGHT:8HOURS 14

15 Sunday Saturday Friday Thurday Wednesday Tuesday Monday 8:00PM 7:00PM 6:00PM 5:00PM 4:00PM 3:00PM 2:00PM 1:00PM 12:00AM 11:00AM 10:00AM 9:00AM 8:00AM 7:00AM 6:00AM Week Session5:ReadaboutourAdvancedTheoryCoursestrategyfortraining coaches.writedownyourmostinfluentialsourcesofinformation.whatshoulda newcoachknow beforestandinginfrontofyourclientsforthefirsttime? Session6:Approachthreeserviceindustryprofessionalsandoferthem "reward"couponsfortheirclients. Session7:Schedulethestartofyournew OnRampprogram launch.breakdown thecuriculum intothenumberofsessionsrequired. Session8:Createpricingfornew OnRampprogram (orduplicateptprices.) Createclickablelinksforthosewhowanttojumprightin. Session9:Beginplanningonelarger-scaleevent. Forexample,a"Murph Chalenge,""WODandWine,""CorporateTeam-BuildingChalenge"or"Catalyst Games." Session2:Sendyournewsletter Onegeneralgroupfornow Session3:Brainstorm 3moreMavens Askeachforaninterview,inpersonorvia .starta"brandaction"tracking sheettorecordtheclientsyouhighlight. Session4:Hi Session4:Hireareplacementforyourself inyourlowest-valuerole.writea3month contract,agreeonprice,andstartbefore nextweek. Session1:Builda"referralboard"andmountitnearyourfrontentrance.Post onyourblogaboutit,invitingalclientswhoareserviceprofessionalstopintheir cardtotheboard.reinforcethe"communityoftrust"inyourgym. WEEKNINE:9HOURS 15

16 Sunday Saturday Friday Thurday Wednesday Tuesday Monday 8:00PM 7:00PM 6:00PM 5:00PM 4:00PM 3:00PM 2:00PM 1:00PM 12:00AM 11:00AM 10:00AM 9:00AM 8:00AM 7:00AM 6:00AM Week Session2:Pultogetherequipmenttofilm eachmovementinyouronramp program.choosemovementsinadvance.schedulestaftohelp,where necessary.startayoutube,vimeoorwistiachannel. Session3:Film asmanymovementdemonstrationsaspossiblein60minutes. Session4:SendthreemoreCorporateIntroLetters. Session5:Committoadate. Session6: Session6:Videoediting.UseiMovieorCorelVideoStudioPro(onaPC)or somethingsimilar. Session1:Plantoremoveyourselffrom thenextlower-levelrole.enterstafing costsincashflowcalculator.decidehow you'lspendthetimeinawaytoincrease totalrevenues(andwealth.)schedulea startingdate. WEEKTEN:10HOURS 16

17 WEEKELEVEN:10HOURS StafMeeting.Chooseonenew"areaofimprovement."Folowthe"How To RunAStafMeeting"sectioninthisbook.Assignfirstpiecesofcontent. LaunchnewOnRampwithanintroductoryblogpost. CreateFacebookgroupforcoaches.LinktonewOnRampcuriculum. Encourageuploadsofmarketingcontent. UpdateyourBrandActionworksheetwithmarketingplansforthemonth. UpdateyourCashFlowforecasterwithdatafrom thecurentmonth. Createan"OnBoarding"charttotrackclientengagementintheAwareness, Desire,IntegrationandRetentionstages..andon,alwaysmovingforward. Asyou'lnotice,theplanmovesfrom verybasic(buildingbusinesssystems)toward themorecomplex(seekingopportunitiestohelpmorepeople.)intwobrain Business,Iwroteaboutthelevelsofemployeesidealforeachrole,from analogto binaryandalthewaytoentrepreneurial.inweekten,manyinitiativesarestilbeing doneforthefirsttime,andshouldbekeptasthe'sresponsibilitiesuntilthey're mastered.forexample,whenthecorporateapproachhasbeenmasteredtothe pointofeasyteachabilityandreplicability,itcanbehandedoftosomeoneelse.the thenmovesontothenextinitiative. 17

18 Attheten-weekmark,the isn'tsavinganytime;infact,they'reprobably spendingmoretimethanwhentheystarted.butsheddingroleswilcreatea1:1 tradefortime,anda1:2tradeforvalue,atminimum.thesearethebabysteps towardwealth.they'renecessary,andmomentum wilbuildrapidly,butthey'renot theflashieststeps.luckily,mostwon'tneedrepeatingforatleastadecade.my2010 StafHandbookisstil90% intact,withafewsmalchanges(mostlytoaccommodate newtechnology.) Anotherprogressionmostnewsnoticeisanarowingofstaf.Ifagym isbeing coachedbysixpart-timers,eachleadingtwoesperweek,itwilprobablybe necessarytomovetowardasmalernumberofhighly-motivatedprofessionals.these coacheswilbebuildingtowardacareerinfitness,andwilbethecornerstoneof wealth.intime,somewilmoveuptowardpartnershipinnewventures.butthat'sa longwayfrom WeekTen Thetenweeksaren'tcomplete,ofcourse:the stilhasn'tbuiltastaftraining program,orrunanevent,orevendonemostofthemarketingtacticsiteach.but thesestepsmustbecompletedfirst,andinathirty-yearbusiness,thesetenare negligiblefortimebuthugelyproductiveforactivity.considerthisyouronramp: youalreadyknowwhattodo,buttheaboveisatemplateforlearninginthe corectorder. MyGeneralManagerdoeseveryday-to-daytaskatthegym;Ihaveamanaging partneratignitegym.otherassetsrequireverylitletimepermonthtomanage (lessthananhour.) timeisreservedforhelpingothergym owners.though mytypicaldaybeginsat4am (wheni m mostproductive,)iendby5pm andspend theeveningswithfamilyorcoachingkids sports.othergym timeisspentfilmingor writingcontent,recordingpodcastsorchatingwithmembers Themostimportantthinginthechartisitsflexibility.Withenoughstafinplace, andtherevenuetopaythem,theweeklyscheduleiscompletelyplastic.butit changesonmyterms,noteverytimesomeoneyels, FIRE! 18

19 copyright2019twobraingroup,llc htps:/twobrainbusiness.com/free-cal-form/

20 copyright2019twobraingroup,llc htps:/twobrainbusiness.com/free-cal-form/

21 Haveyoueverread"OnceARunner"byJohnL.Parker?Probablynot.I'ltelyou thestory:boyrunsalot.doesokay.findsamentor.mentorsays,"runalotmore." Boyrunshislegsof.Breaksthefour-minute-milemark. It'sabeautifuly-writenbookbyanauthorwhoneverranafour-minutemile. Unfortunately,manyrunnersreadthebookasatrainingmanual.Theybelievethe waytorunfasterissimplytorunmore.it'snottrue. Thesecrettorunningafour-minute-mile,asdescribedbyRogerBannister(thefirst mantoactualyrun afour-minutemile)isintervaltraining.bannisterransetsof400s totrain,keepinghisintensityup,spendinghisenergywisely. Iworkwithhundredsofgym owners.everyoneisahardworker:theyexpecttoget upearlyandworkuntildark.theyembracethework.mostbelieve(asioncedid) thatsimplyoutworkingeveryoneelsewilbringsuccess. It'snottrue. Thehustleisn'tthegoal. Moretimeofisthegoal.Payingofyourhouseisthegoal.Playingwithyourkidsis thegoal. What'swrongwithastrongworkethic?Nothing.unlessitstopsyoufrom achieving what'srealyimportant.inotherwords,sacrificingintensityforvolume. LetmegiveyouanexamplethatIhearaltoooften: "Icoacheighteseveryday.I'm atthegym from 5am until8pm.butidon'thave timetodowhatyou'retelingmetodo!andidon'thavethemoneytopayanyone tohelpme." 21

22 Afterwecalculatethevalueofthegym owner'stime,it'sclearthey'reworkingtoo muchfortoolitle.insomecases,they'rerunningesfor2-3clients.forlessthan they'dearnatmcdonald's.sometimesthey'repayingacoach$20foraworth $15. Inthatexample-fartoocommon-thegym ownerisrealygym-owned.they'ddo betertoworkatwal-martandrunfreeworkoutsintheparkontheweekends! "Embracingthehustle"canbeaharmfulstrategy,becauseitcanpreventyoufrom doingthethingsyoushouldbedoing.it'seasytofoolourselvesintobelieving "morework"isthesameas"betterwork,"thatvolume=intensity.it'snottrue. Doyourbathroomsneedtobeclean?Yes.Cleanedbyyou?No.You'reprobably holdingyourbusiness,yourstafandyourclientsbackifyou'reperformingevery litleroleinthebox. Workexpandstofilthetimealocatedtoit.Stopwastingthattime. 22