← Success Story with Scott D. Clary
Success Story with Scott D. Clary
Lessons - $100M Across 16 Businesses by Doing the One Thing Nobody Teaches You | Mike Zeller - Entrepreneur Mentor & Forbes Contributor
00:13:03
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- [00:00]
A
HubSpot is a success story, partner. Now think about listening to this podcast. Right now you are probably multitasking. You are probably catching maybe 70 to 80% of what I'm saying. Now flip that and imagine catching only 20%. It's not a good use of your time. That'd be insane, right? But this is the reality for most businesses. Most businesses only use 20% of their data. That's like reading a book with 80% of the pages torn out. You are making decisions with a fraction of the picture. All the important details that get buried in the call logs and the emails and the transcripts and the chat messages, and it's just floating around doing nothing for you. Unless you use HubSpot. Their customer platform brings all that unstructured data together and turns it into insights that actually help you grow your business. Because when you know more, you grow more. And when you're running a business on a hundred percent of your data instead of 20, the decisions get a lot easier. Visit HubSpot.com to get the full picture today in. In this lessons episode, explore how identifying a personal zone of genius creates the foundation for lasting business success. Discover why strategic positioning matters more than hard work alone. Learn how focusing on high value decisions can create exponential results. And uncover why self leadership and clarity are the first steps toward building an extraordinary career and life. So that it's all about again, it comes back to also what gives you energy. So all these, all these areas, these are not mutually exclusive. They all basically create just a really healthy, strong Persona that you are self aware of that you can sort of take into. And that sort of brings me to my next question. How do you build a business knowing your zone of genius that is built on these four key areas? Because that must be the best. That's, that's why they hire you, right?
- [01:51]
B
Yeah, it is, it is. You're right. And, and, and, but it also look, look at people who do extraordinary things. What's in common with them? They put themselves in extraordinarily right positions. Are, are you a sports fan? Yeah. Yeah.
- [02:08]
A
It depends which sport though. Like, I'm more hockey than, than football, but I, I, I don't mind the Steelers. They're okay. They haven't won my hockey team. Well, none of my hockey teams have won in a long time because I'm Canadian, so it doesn't matter.
- [02:22]
B
True. Yeah, you guys have had a suffering route. But, but the Toronto Raptors you mentioned earlier, from Toronto, right? Well, a few years ago they won the NBA championship. So how did they win The NBA championship. Kawhi Leonard, he was in the right position, right time. Warriors get injured. Klay Thompson and Kevin Durant go down, they're hobbled. Extraordinary results come from people putting themselves in extraordinarily right opportunities with. So if you look in business, Richard Branson hits the timing, right? Amazon hits the timing right with riding the wave of the Internet. They were the, you know, they wanted to be. They just want to sell books initially. Now, Bezos had a bigger vision, but we've, at the time, people were afraid of buying things on the online when Amazon started. Now we're like, no big deal. Buy whatever you want online. So you have to think, am I riding the right wave? Some of us have been right. I realized I was riding some waves that were dying. Like I was in a socially minded car dealership. That was a dinosaur industry. If you look at the diffusion of innovations, what is it a laggard business? Is it, you know, late majority? Is it about to go out of business or the industry is about to be majorly disrupted? Do I want to be a dis. Do I want to be the disrupted or do I want to be the disruptor? So now, you know, part of the reason I'm in the thought leader space, hey, that's a early stage venture still. And there's a lot of innovation, a lot of opportunities within that biohacking. I'm launching a new biohacking venture because that industry is going to go from a $12 billion industry to a $54 billion industry from 2019 to 2027. So I'm jumping into that space and I'm doing it in a way that I'm aligned with my genius. I get to create, I get to architect the business and I get to put people in their zones of genius and attract people that I'm attracting a dream team. I know I'm not a great operating partner, so this time I'm not freaking starting the business without a great operating partner.
- [04:37]
A
No, you. So I, I love this. So what the last thing I wanted to touch on, and I think it's just interesting because you mentioned, you mentioned a good point. Like, so you know what your zone of genius is? You, you want to be, you know, like, you have certain industries that you can disrupt so that you're, you're not, you don't want, you want to be disrupted, not disrupted. And that's sort of where you position yourself. One thing that you've spoke about before is a $10,000 per hour activity. So, so my question, I think that's an interesting point because just even like just saying it just sounds like funny, just like a funny sentence. So it's somebody who wants to. Somebody who wants to start a non service based business. Cause I can understand as a coach, if you want to be a coach, this makes a lot of sense. You're trying to up your billables and you have to create more value. And these are, and there's things you can do to up your value when you position yourself to your customers. But this is more like a mindset I find, than just like a truly $10,000 per hour activity. So what does that actually mean for somebody who is somebody who wants to start a dog walking business, somebody who wants to start a software or a SaaS business? What does that actually mean and how do you find that?
- [05:51]
B
So most of us come from a middle class mindset. What's a middle class mindset? Hey, if you want a job done right, do it yourself, right? That's, that's middle class mindset. Billionaire mindset. If you want a job done right, what do you. What's a billionaire do, Scott?
- [06:09]
A
Pay someone else to do it. Find the, find the best person to do it for you. Yeah, exactly.
- [06:13]
B
Find the best person to do it for you. Because the billionaire knows that what the biggest amount of value that he creates is. Smart decisions, strategic decision basis. Jeff Bezos I listen to this great podcast series about Amazon versus Walmart and on it it said that Bezos has one goal every day, to make two smart strategic decisions. So that's his goal. He's not trying to do things, he's trying to decide things. So $10,000 per hour activities, they are not the doing of things. Even the very best attorneys in the world maybe get 500 to $1,000 an hour for billable hours. So your, your income is capped there. Me, when I was in real estate, I calculated that my average hour, if I was setting up the deal and would spend one hour with a potential client, get them on board as a client, hand them off to one of my junior agents to, to work with them and close the deal, that was a $5,000 an hour activity is what I would average. That's still limited, right? $10,000 an hour activities are massive strategic positioning, offer decisions, leadership decisions. Sometimes it's who you hire, who you bring on as a partner. It's your offer. If you craft an irresistible offer that goes gangbusters. Cool thing about business, you know, if I hit in baseball, I played college baseball. If I hit a grand slam, the most runs I can score is 4. In business, if I had a grand slam, I can score a thousand runs from that right now. I might, you know, crafting an offer. This is where maturity comes into play too. I gotta know that 9 out of 10 offers are probably gonna strike out or not do that. Great. But if I get to that 10th offer and I keep learning and kicking butt, man, I could do, I could hit a massive home run and get that $10,000 an hour activity. So $10,000 an hour activities are usually longer term strategic elements than the short
- [08:26]
A
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- [11:22]
B
Yeah. And so let's. Let's think about it like this too. I have friends that charge, you know, 25, $50,000 for speech. So what is, you know, they step on stage for an hour. That's $25,000 an hour. But how did they get to that $25,000 an hour activity? Oh, they had to write a book or they had to do these other business things. Now, writing a book, do they have to wr word and design the COVID and proofread and all that? No, they can outsource that to $20, $50, $100 an hour type team members. But then that book positions them to get a $25,000 an hour activity.
- [12:01]
A
Understood. It makes sense if you like. So if you had, like, imparting words of wisdom, it could be from your book. Because what I want to do, I want to do a couple rapid fire at the end just to pull it some insights and parting word words of wisdom for young entrepreneurs. From your book or just, you know, from your life experience. What would those final thoughts be? If somebody wants to start their own business, move, you know, upskill, new job, new promotion, just level up in life.
- [12:30]
B
Yeah. So in my book, Genius Within, I broke down a lot of these things that we've been talking about, including the $10,000 an hour activities. And, and when you have know your genius, where you're one of the best in the world at, like, man, you know, Michael Jordan putting his name On Jordan sneakers that did really well.
- [12:52]
A
It didn't do bad at all.
- [12:54]
B
I'm wearing Jordan still because his name, right? And the brand is great. So you figure out your zone of genius. You leverage your zone of genius. Be very, very intentional about it. Most of us are happy. Most of us don't have enough clarity about our zone of genius. That's why it's the first domino to fall. You got five Cs, and the first C is clarity. If you get more clarity, guess what? You're going to show up with more confidence. If I show up with more confidence, guess what? I'm going to show up with Also more courage. And because of the greater courage that I show up with, I'm also going to lead and make decisions and act with greater conviction. And then when I have greater conviction, my commitment level is going to rise. But the first domino to fall, the first C is clarity. That's why Socrates said, to know thyself is the beginning of all wisdom. To know thyself is the beginning of all wisdom. So you want to be a great leader and want to build a great business. Know yourself, know yourself better than anyone else because then you can put yourself in extraordinarily right positions. So go back to another guy, one of the oldest guys I've ever talked to, but still bright and brilliant. Dee Hawk. Do you know who Dee Hawk is?
- [14:10]
A
I actually don't know. You mentioned a couple that I know. I know Drucker, but I don't know who Dee Hawk is.
- [14:14]
B
Yeah, most people don't know him, but most have used one of his products. Do you have a Visa card?
- [14:21]
A
I do.
- [14:22]
B
All right, so he's the creator of Visa.
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A
Really?
- [14:25]
B
Founder of Visa. Yeah, so I talked to him last year. He was 98 years old at the time. He founded a little company called Visa, as in Visa credit cards. And after he retired and sold his equity and Visa, he started writing for Harvard and writing for all these other publications about leadership. And one of the things he found over and over and over again with the very best leaders in the world, they did something that ordinary leaders did not do, which was they focus more than 50% of their leadership energy on leading themselves. So we think of, oh, where's my best leadership energy? Leading others, Leading up, leading down, leading sideways. Nope. Leading myself. Emotional leadership. Putting myself in emotional self made, you know, self management. Studying myself, putting myself in the right position, leading my company in the right way, having that self reflective moments. That's where the best people in the world do. Tom Brady goes to Tampa Bay wins the Super Bowl. First year with no training camp. COVID pandemic. New team, new playbook. Everything's going wrong. They suffer. He. He screws up a couple times in a public way and can't get in sync, right? But then they have a bye week last year, bye week. He gets everybody right? And he had enough determination, enough confidence, enough self leadership that he's like, we'll figure this out, guys. We will. And they did. So self leadership.
- [16:04]
A
Thanks for tuning in. If you found this valuable, don't forget to hit that subscribe button so you never miss an episode. And if you want to dive deeper into this conversation, check out the links in the description to watch the full episode. See you in the next one.