Transcription
Right team, welcome back to the channel. My name is Tom Youngs. This is the whiteboard of truth. And in today's video, I need you to forget everything that you think you know about time management and productivity. Because in this video, I'm taking you through the one, two, three, four, five principles that I've used to take my business from $0 three years ago when I started it to making $1 million a year now in 2026, doing it without any sales calls. And if I hadn't have used these principles, this wouldn't have happened. Because if you're an online expert like me, you may think that you just need some more tactics. You may need some more strategy. You might need to change change something up in your business. When the reality is, if you show me your calendar, I will show you your future. So that's what we're talking about in today's video.
Okay. So before we do this, as always, welcome to the channel. If you're new here, we need to crack a fresh bottle of South Downs Natural Mineral Sparkling Water. That is who uh is the de facto sponsor of this video, of this channel. Um, they don't know it, but um, I'm hoping at some point they're going to give me equity. Awesome. As always, I have a gift for you. So, if you're new here, welcome. Um, I have a consulting business where we help six-figure educators and experts scale to seven figures per year. And I've got a simple free miniourse for you that you can just access by going and clicking the link below in the description. And over the next seven days, I'm basically giving you everything that I've learned, how to scale my business over the last few years doing this. It's going to go straight into your inbox for a daily three minute read. It's called six to seven figures in seven days. It's arguably the best gift I could ever give you. All of my mind juice into your mind for free. What an exchange of value. Let's get into it.
Okay, so show me your calendar and I will show you your future. What does that mean? I actually don't know who said this, but I remember hearing it was in I think in one of those like AI videos with Jim Ran talking about this. You know, it was the old dude back in the day, the personal development guy that Tony Robbins learned from. And maybe a few years ago, I probably didn't understand this. I didn't understand this saying, but now I definitely do. And when when you finally kind of install these principles into your business and life like I've done over the next over the last few years, things are going to really start to motiv because the truth is I've basically 10xed the size of my business over the past couple of years. So, you would have thought that in order for me to do that, I would have had to 10x the amount of time that I'm spending in my business. When the reality is, um, I'm not spending any more time than I was 3 years ago when I was making zero dollars. And in fact, in September last year, I inadvertently completed the 4-hour work week. You know, the book by Tim Ferrris. I first read it in 2011 when I was in dental school. And by the way, I'm not a dentist anymore, but I used to be. And I read it in my second year of dental school. And it was the first first time I'd read anything that really managed to make me question this idea of time. And it was this whole idea that time is our most precious asset, our most valuable asset. And I kind of truly believe that. I think how you respect time, how you treat time and how you use time frankly is just a reflection of like how you respect your life. And if you disrespect your life, then you will disrespect time and you will disrespect the way you manage time. The cool thing is is like I think it's like so 2011 it's now 20 26 so that's technically 15 years I think that's the math yes 15 years after re or 14 years because it was last year in September I ended up completing the 4-hour work week and it was under circumstances that were suboptimal. So my girlfriend has been struggling with some chronic health challenges over the past couple of years and we needed to go to Munich in Germany for her to get a bunch of treatment. And so I was with her in Munich for a full month whilst she had all of this invasive treatment. So I had to spend most of my days in a clinic with her whilst she was getting this treatment. So I didn't have time to do work because I had to literally be by her bedside while she was getting this super invasive treatment. And somehow at the end of the month, I looked back and I was like, "Holy [ __ ] I managed to keep my business going by only doing about 4 hours of work per week because I could only manage like one hour per day. We were doing a lot of traveling. Every single weekend, we'd have to travel travel somewhere. So, it was we just I just didn't have any time. But I still managed to keep my business going, which was insane. And it's because I've implemented all of these principles today. So this is actually stuff taken from a session that I did with my Scale 20 members a few days ago. So every week we do a a weekly master class on a deep dive of a subject. And so we're going to kind of like vaguely cover the stuff that we spoke about. Um, so let's get into it.
Okay. So number one, your current calendar is your current identity. Now I'm going to read this out. Your calendar today is a reflection of your skills, beliefs, and self-image today. Now, if you've ever read this book, actually, not this book. Let me go get this book. Where is this book? One sec. Let me dig it out. Here it is. This book. I grabbed the wrong book earlier. This book. So, if you have read this book, then you will know that this is all about the self- image. So this is psychocybernetics by Maxwell Maxwell Moltz. This is one of the mandatory reading books when uh folks come and work with me in scale 20. And this is all about the idea that the way you see yourself is a reflection of your current reality. So what this looks like in you know realistic terms like what does this actually manifest as? So this is kind of what my calendar looked like 3 years ago in July 2023 and this is what my calendar looks like today. So, um, when I drew out this box that's supposed to look like a calendar, I got the lines wrong. So, there's six there's six days where we all we all know there's actually seven days in a week. Um, I think we all hopefully we can all agree. So, in the green is the Sunday. So, Sunday, so Monday, Tuesday, Wednesday, Thursday, Friday. So, three years ago, um, when I started my consulting business, um, you can see these red dots. Um, for about like 3 or 4 weeks, I got on calls with dozens of people a day. Um, and this was to essentially sell people to join me in my beta launch of my original program. Um, and I got on must been 60 plus calls in about a 3 week span. But my calendar looked like this because this is what I needed to be doing at that stage of my business. I needed to be having loads of conversations with people. I needed to be understanding what were what they were struggling with. Needed to be gathering data around their problems, pains, frustrations, desires, limiting beliefs, and being able to to spend one-on-one time with people without an assumption that I'm going to work with them. So, I spent all this time with them. And this was the foundational work that I I needed to do to eventually three years later be able to have a calendar where you can see most of my days are free and I never do any calls with leads or prospects anymore. I haven't done for nearly two years now. And so that's kind of impressive because it means I've I've managed to build a business where I'm not relying on my time spent trying to convince something. Now that like the reason why I'm able to do that is out of scope of today's episode. At the end of this video, I will link you to a video where where it'll talk you through my methodology for being able to sell high ticket without any sales calls. But as you can see, my calendar today looks diff completely different. So the my calendar today, I have calls in just two blocks on the in the week. So I realized about a year and a half ago that Zoom calls absolutely kill my energy. So, there are some people, we're going to talk about this later on when it comes to knowing your zone of genius. Some people get get energy from being on Zoom calls. I know some people um some mentors I've had get they get energized. So, when they at the end of the day after they've been on 10 hours of Zoom calls, they are buzzing and they they get energy from it. For me, it's the opposite. You know, a couple of hours on a Zoom call is going to nuke me. By by the end of it, I am completely flomade. I can't think about anything at that point. So for me, I understood that the um this is what we'll get to in the second principle is that I needed blank space in my calendar and to minimize the amount of time that I have on calls. So for me, my calendar, I only have calls on Tuesday afternoons and Wednesday late afternoon. So 400 p.m. to 6 p.m. is when I have a masterclass call with all of my clients. Um, and then on Tuesdays is when I have calls with my team. Now, here's the thing. In July 2023, I had no team. It was just me. And uh two years ago and a year ago, I I moved away from just having calls whenever. So my diary would basically be whenever someone else is free, I would be free to only having calls on Tuesday afternoons. So I'll move over here. So Tuesday afternoons and Thursday afternoons. So that's what my that's what my diary that's what my calendar looked like in 2024 and 2025. I just had two blocks. So, it meant the rest of my my days were free. Um, but now I've condensed it even more and what I've done is instead of having calls with clients, which I was doing in 2024 and 2025, I've now swapped that to I now have calls with my team on Tuesday afternoons. So, it is not that my uh my calendar is like completely different, but the way I'm spending time within my calendar is different. And so this comes back to this idea that my calendar today is a reflection of my current skills, my beliefs, and my self-image. And so the migration that I've had to go through or the evolution that I've had to go through from 2023 to 2026 is I've had to make the transition from being a soloreneur a solo oper operator which is the vehicle that you need to go when you are going on the journey from being a 9-to-f5 which I was back here before 2023 to being a full-time entrepreneur which is the that's the ultimate destination because soloreneurship this phase or at the beginning And before getting to become an entrepreneur, it's not the end goal because soloreneurship, if you're solo consulting, you're solo whatever, solo, it's in the name. You're just self-employed. You just have a highpaying job. And so if you have a high paying job, you don't have any leverage and you just have a job. So I think this idea of being a soloreneur is the most utter [ __ ] idea in the whole of the entrepreneurship space. And so I'm going to be here and I help people make this transition and evolution from being a solarreneur which is a vehicle to actually being an entrepreneur which is the destination. And so my calendar now represents and reflects me being an entrepreneur. Whereas a year ago, two years ago, three years ago, my calendar reflected a time when I was a soloreneur.
Okay. Number two, blank space is the best friend of scale. So what do I mean by that? As you can see, my calendar back in 2023 was full all the time. It was calls calls calls calls calls. Now in July 2026, my calendar is blank. That is absolutely [ __ ] all in it. And what that means is that I get to spend time operating in proactive mode rather than reactive mode. So in your if you're an expert like me, um, then there really are only a few things that we need to be doing in our businesses. Okay. So the number one is quite clearly uh we want to help your clients to win. That's that needs to be job number one. Job numero unumo is uno is helping your clients win. Job numero uno is helping your clients win. Okay. The second thing that you need to be doing if you're an online expert and you you work in the type of business that I do is you need to be creating content. Creating content for your clients. So, this could be playbooks, worksheets, um creating custom GPTs, creating skills. This is what you need to be doing for your clients. And then you also need to be doing things like this, creating content for your audience. Now, if you're smart like me, you you create content for your clients and then you also create content for your audience without having to double up on stuff, which is an example of what we're doing today. So, my point with blank space is the best friend of scale is the more blank space you have, the more you can act in proacti proactive mode. rather than reactive mode. Let me say that again. So the more blank space that you have in your calendar, the more you can spend time being proactive rather than reactive. Reactive, that's things like responding to DMs, responding to messages on WhatsApp message. Anywhere that someone can grab your attention and take your attention away from something and then you are focused on responding to that, that is being in reactive mode. Now reactive mode is not how you scale a business like ours. A business like ours requires space for you to think, for you to research, for you to do ideation, for you to do strategy, for you to do writing. [ __ ] hell. Let me say that again. Um, a business like ours is there for you to do things like research, ideation, strategy, and writing. Okay? We need space to do those creative outputs. And if you spend your time being reactive, then you are taking your mental energy and power. And the imagine imagine your brain is just like a battery, right? Your battery has a finite amount of energy per day. You want to be maximizing the amount of time you're spent in proactive mode. And then what you want to do is you want to take the rest of that energy and then put it to reactive tasks. So this is how I do it. I make sure that in the mornings, my mornings are always proactive work first. So how does this how does this actually work in um in kind of like real terms? So on my phone I have an app called Opal. So it means uh it's an app that blocks any messaging app. So blocks any apps that you want. So before 11:00 a.m. So I wake up at say 6:00 a.m. in the morning. So from 6:00 am to 11:00 am I don't have access to apps like WhatsApp school where people can message me Instagram um Slack I don't have I literally cannot get on those apps on my phone and so what that means is I am forced I have a forcing function for me to maximize the my time in the morning being proactive. So that means the mornings are dedicated to basically building leverage into my business. And leverage means creating content. Creating content for your clients, creating content for your audience. And so this is what I prioritize in the mornings. Now then what what happens is that I go to the gym at 11:00 a.m. and I have two hours at the gym, get my workout done, and then Opal has unlocked. And then in the afternoon because I have done my proactive work, I am absolutely cool with letting people grab my attention in the afternoon. So then I flip into reactive mode. And the cool thing is like being in reactive mode actually takes less energy. But the problem is is it's the difference between being focused and unfocused. Reactive work requires you to be unfocused. It requires lots of task switching and it means that like you can get you can't really build a deep flow state when you are in reactive mode. But in proactive mode, that's when you get into a deep flow state and you can really punt things forward because you can get hyperfocused on one single task. So that's number one. Blank space is the best friend of scale. Make sure that you are prioritizing proactive work before reactive work. And the way I do it, super simple. No one can contact me in the mornings. Simple as [ __ ] Okay, just have a simple rule. No one can contact me in the mornings before I've done my practice work. I've been doing this for like three years now. I would say arguably this is the most important thing that you can focus on. If you do nothing else in this video rather than if you do nothing else in this video other than just this, make blank space your best friend. Okay? And focus on proactive work rather than reactive work. Okay?
On to number three. Number three, subtraction not addition. Growth and scale is found when you subtract not add. Scissors are the best tool for scaling. So blank space is the best friend of scale. Scissors are the best tool for scale. What do I mean? Most experts have a common kind of like a common mistake that they make. Common mistake that experts make is they think in order to make this transition, this evolution from being a soloreneur to an entrepreneur, they need to add things into their calendar. They think the answer is more. I need to add more things into my calendar. I need to be doing doing more things. There are tasks that I'm not doing now that I need to be doing. So, I need to fill my calendar. This is a common mistake that people make is they fill their calendar. They fill their calendar. they fill their calendar, it gets heavier and heavier and heavier and at the end of a month they are burnt out to [ __ ] because what they've done is they haven't done the thing that they need to do which is subtract first. So as we kind of talked about here, what has happened over this this evolution? So this transition from solarreneurship to entrepreneurship, you can see that what what's happened is I've subtracted I've taken scissors and I've cut out sales calls. So calls with prospects and clients, prospects and leads have been cut out of my calendar. What that did was that then allowed me to have room for calls, one-on-one calls with my clients. That was this middle phase here where I spent my time with my clients helping them one-on-one. Then in the last like year and a half when I've I made the full transition to be an entrepreneur, I have now moved away from having one-on-one calls with my clients to now having one-on-one calls with my team. So before instead of just adding in calls with my team, I actually subtracted calls with my clients to make room for calls with my team. Hopefully that makes sense. But you can see there's a very simple simple kind of analogy here. I was once doing calls with prospects and leads. I had I stopped doing those so that I could make room for doing calls with my clients. I then stopped doing calls with my clients to make room for doing calls with my team. That's as simple as it's going to get. So don't make the mistake of trying to add stuff into your calendar before you add something. Before a task goes in, before a project goes in, before anything goes in, you have to ask yourself, what can you take away? Now, there's really frankly only one way that you can figure out how to do this, and that's by doing a time study or a time audit. This is something that I'm taking my members in scale 20 through over the next couple of weeks is we're literally analyzing. We're getting them to do an audit of their time where every single hour we've got a custom GPT that they can speak into and just voice note and just say, "Hey, I've been doing this for the last hour." We used to have to do these things on spreadsheets and it was a [ __ ] nightmare. I had to do my first one a couple of years ago um on a spreadsheet. every 15 minutes I'd have to go into the spreadsheet, type it. I was just doing this sucks. Now, super simple. We've got a custom GPT that people can access just on chap GPT and they can go in and and essentially every hour for the next 5 days, they tell it what they've been doing. At the end of it, it spits them out a CSV file and then we analyze it. We run it through our systems and we analyze it and we help them identify where there are opportunities and gaps in their time, where they're wasting time and where they can actually uh look at moving moving tasks around either eliminating, delegating, automating and actually getting back leverage. So, we're helping people, we're helping our members do that over the next couple of weeks. If you're interested in doing that, just send me a DM on Instagram. There's a video down below here if you want to know how Scale 20 works. Um, if you're This is for six figure educators and experts only. So we don't work with beginners at this stage.
Okay. So number four, maximizing time in your zone of genius. This is this actually comes from this book that I've read here. I've talked about this a lot on my channels. This is the millionaire master plan. A bit of an underground book in the entrepreneurship space because space because Roger Hamilton isn't a bigname entrepreneur, right? He's not like a bigname guy. You also can't get this on Amazon. You have to get this through some independent publishers or um online stockets. But I have been following this this plan this master plan for the last few years and it has been scary how accurate it has been in helping me every single year. I basically um make the transition to the next chapter and follow the guidance in the next chapter which is really cool. So I'm about here on this this plan right now which is super sick. But in this it talks about different archetypes. So you understanding what type what type of entrepreneur you are. Now in simplistic in really simplistic terms uh there are kind of really two core archetypes here. There's the maker or the manager. The best way for me to explain this is by using the uh using the the common reference of the Hormosis. So, we have Alex Hormosi, who I'm sure you'll know, and Leila Horoszi, his wife, who I'm sure you'll also know. Now, um, you, if you follow them, you probably know this already, but they operate two very different roles in acquisition.com in their business, and they have been for years. Alex is a maker, so he loves writing. He's got his books. He loves writing. He loves spending time just locked in writing. I'm pretty sure he said that if he could just literally just be locked in his cupboard writing all day, that's all he'd like to do. He is similar to me doesn't like being on calls. Doesn't like being on calls and like and having to spend time uh on calls. He likes making creating. That's what he loves. On the flip side, you've got Ila who is the kind of like essentially the operations side of the business. She is the manager. So, so as far as I understand, I'm not sure if this has changed, but at least a year or two ago, this was she was having she spends a lot of time managing her team. such as spending a lot of time on Zoom calls. And so fundamentally there are these two big broad archetypes. And I think like you will know you have to ask yourself am I a creative or am I the people person? It's as simple as that. Creative or the people person maker or manager. For me I'm very much the maker. Okay. Now in this book the millionaire master plan it breaks it down even further into four kind of like entrepreneur archetypes. And it's really important to understand which one you are. Now, the cool thing about this book is um they've got a website. I've I've got no [ __ ] affiliation to this whatsoever. I literally just used this a couple of years ago. Um, it's called like Genius U, I think. But if you It's essentially it's a free test that takes one minute. It's literally just a it's a free free thing. It's got [ __ ] all to do with me. I ran my members through it the other day. It was it was super useful just for them to find out which one they are. If you go search it, you might be able you can take it yourself. I got like I said got nothing to do with it. I'm not even going to put the link down below. Okay. So, it's got no affiliation to me. Takes 2 minutes to do. Okay. Um, and all it will do is help you highlight which archetype you are. So, there's four. Blaze, Dynamo, Tempo, and Steel. So, Blaze archetypes. This is all about people who are about the who. These are people like Oprah Branson. These are people who are great at pulling people together, the right people together. It comes back to this idea of being the kind of manager archetype. The second is the dynamo genius. So, this is Steve Jobs. This is Elon Musk. This is uh Albert Einstein. This is the people who are the vision. This is the visionaries. The people who are like the what. This is like the what the [ __ ] are we doing? Like where are we heading? Okay. This is the what and where. So these are the people who've got the big picture. Now for me, I'm definitely uh a dynamo mixed with a uh mixed with a blaze. So I'm kind of like um a mix of these. And so I think with with this is understanding that it's you're not just like one or the other. There is a blend. It's similar to the MyersBriggs test. Tempo. This is people like Gandhi and Mandela. This is the when. These are the people that have that p picture of like okay there's there is a timing element to what we have to do. We need to make sure that we are let we are lining up all of our things so this makes sense for the big picture. Then we have the steel geniuses. This is people like Tim Cook, Warren Buffett. These are the how. So this is the the Cook and Steve Jobs difference is actually quite interesting because Steve Jobs was the person that got Apple off the ground, right? So he was the person the the founder of Apple that had this vision this vision of them building this business that was completely different to the typical IT uh businesses at the time. So they wanted to be different to businesses like Microsoft. They wanted to have a uh a closed system that they could have complete control over the user experience on which is the Apple ecosystem that we have now. And that flew against all common convention at the time, which was we're going to build these operating systems that are open source, people can build on them, and then you have all of the different in in the kind of PC world, you have it's a completely different ecosystem. Um, I'm a I'm an Apple guy. It's like once you go Apple, you never go back. Uh, but it's just the truth. It is [ __ ] way better. Um, so Steve was the guy that had the vision for the business and Tim Cook over the past like 10 years, 10 to 15 years I guess um has essentially taken the vision of Apple and he's put his operational his operational um expertise behind it and he's turned them into a ex an extremely robust business which when Steve Jobs was kind of there like 1015 years ago it was definitely kind of like you know he could ever he could sink the ship at any time. But then Tim Cook came in and he's done an incredible job at making Apple the business that it is today. So understand your genius archetype. And then the second part to this, so that's the first part, understanding your genius. The second part is setting your boundaries. So with my business, I have a bunch of rules. An example of one of those rules is going back to over here, which is I don't do reactive work in the mornings. So that's no calls, no DMs, nothing in the mornings. I'm just purely in a proactive mode where I'm punting my business forward by building leverage into it. I also have a couple of rules. So, I don't work past 6 p.m. So, when the clock pass goes past 6, I try my best to shut my laptop. There are times when I'm like I forget and I just like it's like 6:30 or 7 or whatever, but I'm like I try 6:00 to 7:00 p.m. down and then I have the evenings completely off just to chill, watch some [ __ ] show on TV or whatever. Um, and yeah, I I it's having those rules in place is what allows you to have a forcing function to get work done. It's using the part it's using Parkinson's law. We're going to talk about Parkinson's law in a second now. Okay. So, that's setting your boundaries, setting rules, and then the final one is having making sure that you make the move from chaos, operating in chaos to operating in cadence. So, here's how we do this. And I would say this is probably one of the biggest, if not the biggest benefit of working in with me, frankly. So our members in scale 20, I help them go from operating in chaos where they're feeling like they're spinning loads of plates. They don't know when they're doing stuff. They don't know what they're doing. They don't know what KPIs to track. They don't know, it's just a [ __ ] [ __ ] show. And what I do is I give them an operating cadence. I give them an entrepreneur operating cadence. And I give it to them um it it kind of like actually four different levels. annual, quarterly, monthly, and weekly. So, give you just some examples of this. So, at at a weekly cadence, um I help them run run through a process that we call the 1 hour marketing map. So, it's essentially it's just a set of steps that we give them. It's just a template set set of steps they can walk through to help map out their marketing for the week and also they can also do it for the month. So, we get them to do the one-hour marketing month, one hour marketing map once a month and also once a week. So, there's two levels to it. There's the monthly and then there's the weekly. Monthly then we give a cadence where I call it net worth and numbers day. So once a month I have a complete Friday where I all I'm doing is I'm catching up on my KPIs. I'm in inputting my KPIs into our app. So our KPIs from all of our different uh sources and then I'm also tracking my net worth at that point. So those are the two things that I'm doing at a monthly cadence. Again, this is stuff that most people just will never they will just put off. they will never do like if if you're wondering like okay why is my business not going it's because you do not have a cadence to operate within then quarterly now this is something that we're just starting right now because it's the start of Q3 um so the process that I'm walking through my uh my clients over the next 12 weeks during the quarter looks like this is set into three different phases so each quarter this is month one month two month three has three phases the first phase is the rest and recovery phase this is the first two weeks of the quarter. So we are in it's the 7th of July right now. So we have at the start of week two. So this is the second week of the rest and recovery phase of our quarter. So for me for example, this is where we're taking the foot off the gas. We're trying to get more perspective in the business. Uh for me, I'm going on holiday this weekend. So I'm going for a long holiday to really just be out in the sun, take some time away from the business. And this is where I try to get my members to do the same. The second phase is the third and fourth week of the quarter. This is the review and realignment phase. So this is a process that I I'll talk to you talk you through in a second that I take them through which helps them audit their business so they can find out where their constraints in their business because what we want to do is over the next uh the next two months we're going to h we're going to focus on projects to unblock those constraints. So what we're looking for is we're looking for one constraint that we can fix to make the business better. So this is getting better results for your clients. And then we're looking for one constraint to fix that's going to make the business bigger, grow your business, make more revenue. It comes back to this book, the one thing, the one thing by Gary Keller. So this is the this is the book that really helps uh has defined how we take our clients through this um this quarterly, monthly, weekly and annual cadence. The key to this is setting a deadline. So as I explained Parkinson's law, this is uh the work work will expand to fill the time allotted to it. So if you do not set a deadline for a project, we call them side quests, then your work will just it will just expand until it gets eventually done. What we do is we have a we literally have a forcing function there to make sure that the work gets done. So the final two months of the quarter, we call it the side quest sprint cycle. So what we've done is we go through a quarterly audit. So we do a quarterly scorecard and a flywheel audit. This is the work that I'm I'm taking my members through this week. uh over the next two weeks is this is what we're we're walking them through. And then what they get the opportunity to do over these next two weeks or the final two weeks of month one is review where they're currently at and realign based on their goals for the next couple of months. So I get them to commit to goals. So how many more clients do you want? How much more money do you want to be making? How much more MR do you want to be um do you want to be bagging? Like getting really granular and clear on what the goals are. And so then when we set the deadline, we've got a clear eightweek sprint for our members to get the [ __ ] after it. And they know, here's the cool thing. They know at the end of the sprint, they've got two weeks, actually four weeks essentially, to take the foot off the gas and be able to get some perspective again so that they can really like just get cranking. So the last thing is chaos to cadence. So the five principles that I've used to take my business from zero to a million dollars. The first one, your current calendar is your current identity. Your calendar today is a reflection of your skills, beliefs, and self-image today. Number two, blank space is the friend of is your best friend. It's the best friend of scale. Help your clients win. Create content for your clients and your audience. You want to be working in proactive mode rather than reactive mode. Number three, subtract before add. Scissors are the best tool for scaling. So before you add something into your calendar, make sure you take something out. The example of me moving from sales calls to client calls to team calls, taking one out each single year as I've scaled my business. This is how it's allowed me to get to this point. Number four, maximizing time in your zone of genius. Part one, understand which genius type you are. Are you a maker or are you a manager? Understand which genius zone you stand stand in. Are you a who? Are you a what? Are you a when? are are you a how type of entrepreneur? Then set your rules and boundaries of where you're going to operate in. Number five, you need to have a cadence so that you stop operating in chaos. If you do these things, you're going to scale, too. You're going to have a lot of fun with it. As I said at the beginning or kind of in the middle of this video, I've managed to grow my business with zero sales calls. How have I done that? I have a blueprint. It's called the Micro Cult brand blueprint. If you go watch this video next, you'll be able to install it in your business, too. Okay, that was sick. I'll see you in the next one.