Secrets to Achieving your Life Goals, Rabbi Issamar Ginzberg

hi everybody welcome to tonight's year tonight's year is sheer number 93 with let's get real coach monachem and like i started off every week telling everybody thank you for coming and being part of it again the platform was really growing and exploding to all the people that watch it every week and post it and email people about it and telling people about the program please tell your family and friends um we have an amazing lineup coming and there's so many amazing shrimp that are that are we're just imagine blown away by you know the the what's what we see in store starting with tonight tonight's the the bomb but uh you know it's going to be unbelievable and like i said another show is for everybody but pass it around let people know about it and um people and uh it's definitely wrong with a lot of people um again if anybody wants to join join the what's ups chat statuses every sunday send that to shiram uh you can whatsapp me at 848.525.0066 save my number your phone and uh every sunday you'll get the flyer if not you could also go to banach on bernfield's website from berenfeld.com and he has an email sign up over there you could sign up over there for the emails and every sunday you can get the flyers with the replays and allah i want to talk again if anybody's watching this show on the on the youtube replay please click on the like button for coaching and subscribe so every monday morning on time three or four o'clock in the morning when we upload the videos you get a notice that the video went up go watch it on shimmer afterwards not everybody is actually going to come live people catch you later um again i want to start of first thanking our advertising sponsors at the lakewood school for promoting us here in lakewood for robbing your neighborhood us on kazakh channels special thank you to kyla california shmuel summer from jcn for joining us on all the jewish digital platforms jewish content network we really appreciate it and uh from coach menachem shows collaborating with okay clarity to bring greater health and wellness to the jewish community around the globe okay clarity is the online platform for mental health support in the jewish community okay clarity to find the best therapists coaches nutritionists engage in forms and stay inspired links will be sent out after the show so uh please look forward to that will be transcript into the book we uh we're trying to do book one and two together every 40 years we're trying to make a summary and put together a book i mean how many free copies do i get we got a hundred every every show we do you get another book so you know just to update you search as of now you share 93 you get 93 copies much hashem and uh i'm not gonna send out the email and people could help and be mistaken we're trying to put together a few dollars to cost money to transcribe it and to put it in the order it's gonna be much published by feldheim so we're looking forward again if anybody's here the first time every sunday night at 9 30 p.m every sunday night at 9 30 p.m we have the share we have different abundant therapists people come from all different places so um tonight we have uh swimmer which is from all sides tonight we again we apologize we usually always do this on a on a sunday night but uh me menachem had uh kenzugan what are you gonna say we couldn't make it when we uh we went on a trip together the whole school went together so we came back late last night we were in europe and um it was a tremendous opportunity we davin's for everybody for our families for some people to come for the share so it was a tremendous thing and uh it was the first time ever we have the project every summer being a sport about it and uh coming monday night tuesday morning okay so next week next week sunday march 6th we have an amazing show with shulam usha tauber he's a he's uh zero tower son he's he's unbelievable guys i'm sure and um he's going to be speaking about a very interesting topic we never really really discussed this this topic it's really setting boundaries for younger children a guide to raising healthy families he's focusing on really younger younger children literally from the ages 2 and up um he has omaha for the system and it's seems to be very successful and um should be a very powerful deep program please join tell people to join it should be something really really special and tonight we have this host and the honor of having world famous everyone ginsburg live from america's scroll 4 30 a.m fresh fire tugs to to make an amazing event here tonight i'm not trying to be much thousands of people that'll watch this before we get there we always do a gamatrio so the gematria for tonight's chair 93 is sadie gimmel what does the game stand for this is worse we didn't discuss this before and you can't put surprises like that i think nothing's discussed beforehand it's sad the goddess so that's that's russian tables i'm not saying anything more santa goddell you could you could put it together how you want it to be that's what i could say okay that's exactly what it is again so let's start off tonight before we get there let's look at the opening of coach coach from open it up knock our trip and all our spa is our inspiration what are we talking about tonight what does the swimmer come to talk about thank you thank you very much for opening up thank you for rabbi ginsberg for being with us tuesday morning which should be covered and tonight really is when people hear the word goals sometimes people get scared but the truth is what is our goal and could be in life what are we looking for where are we going what do we want it could be a deep question which a lot of people don't want to discuss even you know leave me alone let things go the way it is you know it's pretty good and that's it and then others do try to figure out do you think and uh maybe put down some goals try to try it out some achieve some don't some feel like failure because they tried once twice and they give up and then um not really interested so there's everybody different types out there some live without goals at all you know what do i need goals for uh you know i do what i need to do i darven i learn i have a job take care of the kids cook clean the house whatever it is isn't that what hashem wants for me why do i need to think what's the goal am i achieving my goals so that's a good question and i guess we'll talk about it then there are others who might have too many goals and the whenever you talk to them this every day could be sometimes every day some a different goal and uh they might need somebody to help them out a little bit to focus to know what they really want because for sure they want to conquer the world if only they would be able to and every day you talk to them they oh they wish they could do that that and they want to do this and it's unbelievable you know how long can you go on like that with the all the things that you want to do and not get to them so bakshon we have tonight with us robert ginsberg who can help us out a little bit well i guess we'll start from the beginning just a basic you know what's a goal why do i need a goal um if i do have goals how do i get there uh what's the fastest way because we all want to get to the goal today now and um and then when i achieve my goals that's when i'll be happy right that's what we think and many times we we do get to the goal look around and say wait a second is this where i wanted to get to i'm like oops i guess i want to get somewhere else so that's what's the topic tonight and it's hashem you'll have the opportunity to ask your questions to see if your goals are on the right you know on the right track if you have goals or if you don't how to start having goals so thank you very much for being for being again before we get into it uh again ginsberg i know for many many years personally on a personal level i hold this bach he says we're going to argue about it later i think if you want to claim and we're also related other ways but i know for many many years and he's a very sought after speaker he's a tremendous tremendous person i'm going to read his bio but uh i i i'm since i posted that he's coming on everybody from all i've said this guy is unbelievable he's murdered such a vast knowledge and uh very entertaining so we're looking forward to rita's bio so i want to tell you something if you over promote it if you over hype it it's problematic because then you set people's expectations so high that i'm bound to uh you know not meet them so let's keep it nice and low-key my goal is to over promote so there's two kinds of speakers there are speakers let me read the bible one second let me read the bible wait wait we're gonna go to it so let me get this because the caffeine european remember somebody gives birth to sought after speaker and advisor particularly in your areas of business advice strategy and psychology he's spoken for audiences as varied as google to the kid of tony and they're both very big companies the jewish national fund and many others he's been interviewed and mentioned or written in dozens of publications including the intranepar magazine the washington post fox hamadia and the most famous one you ready i read it all the time the kuwait times and the reader's dodgers his base mattress is located in lion every summer is supposed to happen for mexico please tell us give us your opening first of all said the gimbal has 300 goals the ultimate goal is the gold sedic um i want to start by saying the following i once heard many years ago taped from by my friends and it was a tape about parenting i think it was a book i don't know how i ended up with that tape but anyway and he said i don't want anyone to think that the fact that i'm speaking on the topic apparent of parenting means that i'm a paragon of perfect parenting so it's about the message not about the messenger the fact we're talking about goals tonight doesn't mean that i have achieved all my goals or anything anything of this sort it's a it's a conversation and seattle is the goal is to be helpful to people giving them tools that both i use in my own life to leave with the many people that hashem involved with and uh i just don't want anyone to think that i have some magic ability to achieve all my goals because that wouldn't be true or fair i recently heard a story from i don't know who said the story um but i recently heard a story about somebody who was going from let's say muncie to brooklyn i don't remember the destination or the the people who have already heard this story will say yeah yeah that story and the people who haven't doesn't matter which what the the destination was and the person said um you know can you drive me can i get a hitch with you he's like it's on the way tell me i'll take you he's like no it's not on the way make a long story short he says if my goal is my house you're not on the way if my goal is gonna then it's on the way the question is what the goals of somebody is and that will very much change how they perceive the things that happen to them as they go through life so as i was saying before there's two kinds of speakers there are speakers who are content speakers they have to give good content and then there are speakers who are very amazing speakers in the way they deliver what they have to say so if you go to a speech because you want inspiration and the person's there speaking in a very low voice and without any energy you're not going to be very happy when you leave however if you're going to a medical conference for the latest uh diabetes information and the doctor was an old fellow with a tahoe and he sort of sat there and mumbled as long as you got the information you were looking for you wouldn't really care about the delivery style if he delivers it in anything better than a monotone that's hakareva so when it comes to before when it comes to before when we were discussing about what people expect to get out of this and then an amazing speaker hopefully the delivery won't be too bad hopefully the content at least will be amazing some of you want to jump into the questions you want to you want to give a little opening about goals um there's a famous myself reprimsky that somebody asked him out of the story is true or not but the story tell a good story somebody asked him if you'd like to play basketball in shabbos and he asked was it his basketball they explained to him and he said it's better to put the ball on that before shabbos now just like in in in the hockey for example it's called scoring a goal so the person could have perfect hand-to-eye coordination but at the end of the day if the puck doesn't get into the net it's not a goal so it's interesting when people refer to goals what are goals and what are aspirations meaning people say goals are a dream with a deadline but if i as an example this is the life insurance example that they sometimes use in business advice so if you have a goal i'm going to sell a million dollar policy today you're asking for failure because i have news for you you don't control if you will or will not sell a million dollar or a 10 million or a ten dollar policy today if you set yourself a goal to make 100 phone calls today you're much more likely to achieve that goal because it's a goal that you control so as soon as you pick a goal that's within your power to reach you're that much more likely not to be disappointed and to actually hit that goal because it's within your power to reach when someone sets a goal like i'm going to live to 105 i'm not so sure that's a goal you control you can say i have a goal to eat healthy because i want to live a long happy life but to actually pick a goal that's not in your power is not a goal i'm ready for questions and each question i'll probably end up going off on a tangent but go ahead okay it's the opening i really want to get into goals and there's obviously a lot of goals that people have people have financial goals people have personal goals and people don't even know what goals are and i think we should discuss tonight what our goals we'll get into that so let's let's take a poll let's get some let's see what they're holding and then we'll jump into then we'll jump into questions okay sure okay here we go okay hope everybody can see it here we go the question tonight is what do you think they will likely happen to most people's goals after this watching the shirt and i mean they're going to watch this year tonight we're going to talk about goals what goals are what do you think is going to happen with people do you think that a people will confirm that their goals are correct and they're on the right track we're just guessing what's going to happen tonight option a option b realizing their goals are not realistic and try to rethink their goals or option c realizing now that they never really had goals in the first place those are the three options what do you think well after tonight's show what are we going to get out of it that's option a option b and this is a tough one and uh this was a this is my personal question i thought it's a very good question i hope everybody can answer honestly what are your real financial goals be honest with yourself three options you ready a living comfortable and paying your bills debt-free is that your financial goal you just want to pay your bills live debt-free option b is acquire millions of dollars for personal safety not to show it off that means you live the same lifestyle but you make millions and millions of dollars to put it away our options he would love to make millions dollars to be powerful and respected so you want the money because you want to have that power that comes with it what's your real financial though try to be honest i'm choosing number three so i'm just trying honestly um okay let's go for ten seconds five seconds and re-answer it and then we'll share with everybody no more yep okay okay five four three two one it'll share it and then we're gonna jump into questions okay okay the first question what do you think will likely happen tonight for most people want goals after watching the show tonight twenty percent of people say they feel that they will confirm their goals are correct on the right track thirty eight percent of people feel realizing their goals are not realistic i need to rethink them 41 percent of people realizing now that they never really had goals in the first place those are the three options so it seems like most people are going to realize they never really had goals in christmas that's what people think tonight okay the second question it's a good question what are your real financial goals be honest with yourself 68 percent of people who someone said they just want to live that free pay the bills they're happy check to check living comfortable they're good with that 29 of people want to acquire millions dollars for personal safety not to show it off but just you know to have you know cash in the bank and three percent want to make lots of money to be powerful and respected so that's that's the results here if someone is looking at them what do you think of the results i'm not surprised that most people realize they never had goals in the first place okay let's jump into the questions we'll have another one sure okay before we do the questions um again over here we have swimming ginsburg he speaks for companies and he's a tremendous speaker and if you have any questions text me usher partners and we'll make a line of people that want to ask live and uh we'll ask them questions and we have a bunch of questions that came in we're going to go through them now why don't you start the questions first get into it the questions that came in all right so lose two seconds here we go so this is a guy who has a business on amazon so he writes that he's been doing amazon for a while and it's been good but now it's pretty much status quo and he wants to know where to take it i guess he wants to know what kind of goal he should have or what would be his next step okay first of all uh that question about amazon i know this is about personal growth i don't want to take it off too much into the world of business but it's kadai to at least for a minute or two or three discuss the business aspect of it now we can come back to the um self-improvement aspect of it amazon is a platform where has everybody listening probably if anyone doesn't know what amazon is i want to broker from you my name is amazon is a platform where you can buy things and sell things now amazon started by being a seller of books became a seller of everything and then they also opened it that not only are they selling stuff but other people can sell stuff on their platform which means there's two businesses in amazon one is amazon buys from you the other is you sell kind of like ebay you sell to the amazon customer uh the only difference between amazon and ebay essentially is they don't tell you who your customer is they don't give you the customer information they essentially take care of the uh sending the product to the customer especially when they do when they're doing the fulfillment they don't want to get into that nakuda but essentially when hazel tell and the third and hard assets the reason why is telling us to do that it's not just like it's not like it's not some kind of it's because a person has to be diversified in what they do just like a house has multiple pillars and the reason why in these multiple pillars is if it has four pillars and a car hospital crashes into the corner of a house the house won't collapse because it still has three pillars holding up the second floor even though obviously the house would be damaged so when people sell on amazon if when someone says sell on amazon what that means is i sell in one place and that's amazon then is it a business well it's more of a business than it used to be especially since there are now companies you know non-jewish and jewish companies which are now buying popular amazon selling brands so therefore there is a way to exit that business and make money but is it a business in the traditional sense which is if you have a business that only has one customer what happens if that customer goes away what happens if amazon shuts you down it's nice and behold when i spoke at the ed rosenberg's event a couple of years ago people were upset when i when like you know when i came down saying you bring a guy to speak at an amazon conference and he tells us to watch art from amazon it's not that i'm the world's biggest genius it's just pretty obvious to me that amazon was going to start competing and using all the information and jeff business was actually saying that he would be taking all the information he would gain from all the sellers then he would decide essentially how to best use that information which for the most part means unless you're selling thread sweaters for people with three hands which amazon's not going to get into that business because it's not a big enough market for it any business that's big enough for amazon to succeed they have enough money they have enough they have everything they need to go into that business and to compete with the people that are selling on that on their platform and from whom they're getting all the data as to what sells and what's what's good and so on and so forth and they can work on lower margins than you besides the fact that they have more money and more buying power they also don't have to pay amazon they don't have to pay themselves for selling so as far as is amazon a business i'll leave that question to the viewers you can make that another poll question if you want is it is it not a business but it's certainly not a business that is a safe business in the sense that whatever you're selling are you selling it on other platforms do you have a way to get your customer to reach out to you that's why all these companies are offering extended warranties or prizes if you fill out a um you know give them five stars all that kind of stuff whether or not amazon allows it is not point to this conversation the point is that if you are selling if you are diversified in what you're selling how you're selling or at least you understand that amazon is not there for the long term it's a way to get customers you could bring them to your own website your own brand to buy from you long term amazon is an amazing tool is it a business well let the other one decide okay let's jump into this question it's a general question i'm looking to go into business after being in coyote as the first guy coming he's first fresh gotcha going to the business world think of doing some type of online business please explain to me what a real business is and how it works just a general what is it what is a business what's a functioning business subscribe to us okay great question favorite example for this is someone tells me okay business i say what is a business let's use a dentist as an example so a successful dentist his name is my dentist when i was a kid his name was dr jenko on 14th avenue on 55th street approximately italian guy very nice guy and he has a business right he's a successful dentist he has his receptionist and his hygiene whatever they call the hygiene hygienist and he has a wonderful busy dental practice here's the question one day you or i come into the dentist and we're greeted by the secretary who says by the way your dentist today is dr smith and some guy who you never met before says hi come yeah i'm going to be your dentist today here would be another good poll question would you sit down in the chair and go ah would you say i'm sorry i asked for dr jenker you're giving me dr smith it's not what i signed up for what's the difference between those two things if you won't go to dr smith this is not a business to dental practice he may be making a nice living but a business how can the doctor turn his practice into a business to make it actually have a value of its own well number one is when he turns old enough that he starts thinking about retirement he doesn't retire from one day to the next he brings in another dentist and he has that dentist and himself working one alongside the other so that everyone in the office gets comfortable with the other dentist and therefore over time he can essentially transfer the goodwill that he has with his patients over to the next dentist and then that practice has a value in fact many times when practices are sold they're sold by the amount of patients that will come back for a second visit by the new dentist which means it's not about how many people will accept dr smith the first time it's how many people will actually come back to dr smith a second time which shows that the patient has transferred totally from his previous dentist to this dentist so now when someone says what is a business the business consists of multiple components number one there is a difference between a job even a good paying job even a job that you own your own job so if you'll if you are self-employed do you have a business or do you have a job from which you cannot be fired chinese people are willing to spend more money than jewish people buying a business because if you go out and buy a business to buy a restaurant you look at okay how much money will i make if i buy the restaurants the chinese guy looks at the business and says okay i want a job with job security i can never be fired from it makes me a nice living therefore his expectations of that business are much lower than yours and therefore he can afford to spend much more for that same business next point of what a business is if you have a i'll call it a business just for argument's sake if you have a business that can hire people and pay the people and the business is left with more profit than it had before it hired the person then yes it is a business because the business is actually a a it's actually a platform which can grow beyond the amount of hours that the business owner or let's call him possibly self-employed well-meaning uh well-earning person who thinks he has a business but doesn't the differentiation point between those two would be what shows if it's a business or not is if the business can make money when the business owner is not there when he's on a plane if he hires more people and the business can therefore make more money so therefore what would decide if it's a business or not is if the business actually makes money above and beyond and without the owner of that business i shouldn't say that sort of businesses i should say that's with successful businesses okay mariota because we have a bunch of live questions can we get some live questions sure okay first one live you're on yeah hi i guess this segues into what you were talking about i have been working for many years i'm close to retirement i am a therapist i've been doing some private on the side i'm thinking of trying to do only private i'm not very assertive like i'm i'm worried about how i'm gonna make my fee um what happens when people cancel what happens if they keep me on the phone and i'm not charging how do i set up those limits i don't know that i want somebody working for me i'm not sure i really want to grow a business but i definitely want to have a good income okay very good question um i'll start with a story which may not be directly relevant to what you said uh for you but i think it's something that will give you insight and all the rest of the question of people uh watching and listening i have a client who is a certain kind of therapist and a lot of their work is done with the government so they go to for arguments like a school and they're paid by the government to go and speak in that school or work in that school what have you now in that particular case the reason why they reached out to me was because the government in their in their particular field uh caps the amount that the therapist can be paid so let's say i don't know if this is true in your case but let's say in this in this uh scenario this uh therapist was only able to charge a hundred dollars per per client now in private practice this same therapist is in very high demand in a very niche area and is able to command fifteen hundred dollars or two thousand or five thousand dollars in fees a day much more than they can make when they're doing the work in the schools the problem is that when they're working when they're not working the schools is a big part of the business and they weren't so sure that they could survive without having that business even though the money they were getting for those sessions was much slower what i came up with for them seattle ishmael was i said ask the schools if they have a budget for educational materials and they did and we created a workbook for this therapist that every time this therapist came to a school they said okay how many people will i be speaking to a hundred okay so in addition to my fee of x whatever the government cap was at that point for this particular thing you'll also need a hundred workbooks for your 100 students since that money was for materials which came from a different budget they were able to achieve both getting the fee without violating the cap the government was willing to pay and at the same time on their end make much more money because they had something else to offer now if you don't want to be constantly giving dollars for hours then growing beyond that could mean hiring an employee it could also mean doing webinars seminars cds books um leveraging instead of one-on-one therapy group therapy which in in which case you can make much more money because even though everyone's paying less if you have five or ten or twenty people they're all together it's much more than you'd be getting if you're doing one person at a time so the shorter the shorter answer to your question is not necessarily you have to hire an employee or employees but you do have to think and figure out ways in which you can profit which would not involve you doing what you've been doing till now but doing something different either personally or um you know by publishing a book as an example okay thank you let's go we have tons of questions over the other ones to ask you questions let's go guys how are you on next oh hi hi i am having a problem i think um you know i think long-term goals versus short term i've always kind of drifted a lot of my younger days but i um you know broke hashem i feel more grounded in certain things but i still find it easier to set maybe shorter term you know uh you know clean my you know what you know clean my room and do us a certain project but whenever i do it you know try to set a long-term goal it seems that i get a lot of curveballs uh it's like the same god man man plans and god laughs i don't know if you know if it you know by better off just sticking to short-term goals i mean how do you how how can you you know how do you how are you able to stick to a long-term without you know without distractions you know things you know there seems to be a lot of impediments in the real in the outside world the real world hello okay very good question so two points number one is is that the famous question how do you eat an elephant i mean obviously an openstack question how do you know yeah yeah right so when a person is making goals they should always be trying to make those goals essentially divide those goals into sub goals and sub sub goals until they're by size and when they're bite-sized they're easy to do and easy to cross off the list which makes them much more likely to happen there's huge goals um people have aspirational goals and these big goals they want to achieve but especially when the goal is too big it's unachievable because it's just people just fail along the way they don't get there because the goal is too big the other point is that many people have too many goals and in that case a tip i once read someplace which i found extremely helpful was that a person should take all their make a long list of all the goals they want to achieve and after they have that list they should make numbers next to each one so for example the first one is number one the second one is number so as they go down the list the first one is number one the tenth thing on the list is number two right so they keep scanning the list and making numbers number you know in numbers one three four five what their goals are and then when they're finished they should rewrite that page to have the first five goals that are on that list on that page and that is your to-do list the rest of the goals are on your two don't list because if you have too many things to do none of them really get done if you have a shorter number of goals it's much easier to accomplish those goals and once you get one of those five crosstalk you can then add one from the two don't list onto the to-do list okay thanks let's jump to the next one this is hold on a second okay you're on yeah hi good evening thank you i was just wondering when someone has a nice well-paying job how do you decide when to move on and open your own okay very good question amazing question um i'm gonna give a longer answer for this one i'm sure there's many people have a same or similar question either they were planning to ask it or in their heads there are many different first of all some people are good at starting businesses some people are not good at starting businesses but they'd be great at buying a business different people are good at different phases of a business by the same token some people are better employees than they would be bosses some people are better bosses than the employees they wouldn't manage as an employee one day without getting fired maybe one day they would fine um sometimes there's a guy who's working for a business and then the boss wants to retire and sell and he buys the business even though he wasn't planning to own a business suddenly he does there's a guy who owns a business and the business next door which is a different type of business is for sale so he goes and he buys that business and ten years later he owns four stores in that same shopping center um because that's just the way that i was certainly gonna fit that's where opportunity led him that is different from a jeweler who has a jewelry store and then he finds that a jewelry store the next town is for sale and a jewelry store crosstown is for sale fast forward 20 years and he has 50 jewelry stores across the united states it's coming each time from a very different angle so first of all when asking when is the time for a person to go on their own is a little bit of a tricky question because not always is there a time to go on your own sometimes a person should not go on their own and at the same time it's not always a matter of leaving what you're doing now to do something on your own sometimes it's not necessarily a bright idea to give up something you got especially if it's paying well to go do something else now i'll grant that if somebody's in a job where he's not making ends meet and he gives up that job even though he's giving up the little bit of lifeline that he has and again i'm not advocating everyone uh give give notice even now while they're listening at least wait till the end of the end of this webinar to submit your resignation but a person can find the time to do something especially in this world where people do so many things online and all over the world i'm just like i can live in our stroll and run hashem an american based business and a public company and a whole lot more things while living in shillingbuckshome and having a show the opportunities out there today do not require you to give up something especially something while paying without first seeing testing that what you're thinking of doing actually has a good shot seattle ishmael having atloha i apologize for for moving i'm in a uh office chair which moves um and next time luna do you have me on if that's a goal i should have from being on your on your uh on coach monachem show here and we need to remind me next time not to take a chair that has wheels go ahead um so first of all you answered my question primarily um i as well i'm a therapist i'm very busy i'm in my own practice um i in in the long term i don't see myself um having associates working under me or doing groups type of stuff is there a viable conservative way to sort of attempt to create a sort of another business whether it's real estate or something of that nature where i can slowly put put aside is that something in the long term to be able to lessen my need to clock so many hours okay great question two points one is is that real estate is an investment not a business now of course a person can be in the real estate business which is you know managing the state and the other but first of all to have an investment outside of what you do and put away money someplace is certainly a good idea and it's certainly something you can do while having a practice that's not a steer in any way the second part of the answer is is that every person who i mean using yourself as an example i don't know if you you didn't mention your question that i mentioned previously something like doing a product or a service based on what you do or something catering to your current but there's certainly something you have over myself or over the next guy which is that you have an audience that you know that needs things whether or not it's your uh um whether or not it's therapy or whether or not it's a as an example a product you create or even whether it's something else but you happen to know that the people that you service have a need for that product and i'll give you an example my grandfather i remember when i was a bachelor he was in the hospital he had his voice box removed he was aggressive and they told him he had something in his voice box and he had a choice of basically chemo or taking out his voice box he said listen the levium used to uh you know give the irish to their avoider until a certain age and then it was over and i'm uh you know okay i i was a baltimore for many years now i'm gonna i'm gonna give it up basically so he went to the hospital he had his voice box taken out and they had the first thing he was in the hospital i came to him and he wanted to talk but he couldn't talk after the surgery so he would take a pen and paper he would say bring he showed me the pen and paper and then he start writing me messages and i would ask him and he would write another message anyway within a couple of minutes we used i kept going to the nurse's station for more and more paper because every time he wanted to say something you know every few conversations basically we used up all the paper that we had taken the next day i came to the hospital and they brought him a magic slate now a magic slate is something that you're you know the um i don't know how to describe it exactly maybe a picture could be pulled up but basically it's a it's a white uh sh it's a white like plastic malamute sheet or something covered with like a pink very flexible plastic kind of like a fruit roll-up i guess and then you ride on it and then you pick it up it erases and you can put it back down and write something else so you know you know you know what i'm referring to right if you understand probably other people listening and watching also understand make a long story short it never occurred to me that some that a hospital would be buying in bulk for non-children magic slates but once i know that the hospital is buying magic slates then i can go so so now there are ways to look at as for example on amazon any product to see what other products people are looking for so as an example kosher food jewish books are probably linked even though they're in different categories you would not expect people who are buying magic slates to also be buying whatever whatever people of you know 80 years of age buy but when you start being just just like online you can link those two and i remember the top of my head the there's a site that i sometimes give out i don't remember the name of my head if anyone wants it uh email me blina there rabbi summer gmail.com r-e-b-b-i-i-s-s-a-m-a-r gmail.com i'll say it again at the end and then i'll send it to you i just forgot i think it's yasiv why sib.com remember correctly but in any case that will show you as an example two products that have nothing to do with each other but they're linked by the fact that the same person is buying both okay now while that example is not directly related to you you can think about what the people that you currently serve need or are a good market for that you can service that market which is much better a much better idea than just randomly going into another business so that you can make money without just working clocking as many hours as you can so the question is what do you have either people come to me they say you know i want to do this that and the other what business should i go into and i say what does your father do what does yeshware do and people are like i don't want to work with my father what doesn't matter just tell me what he does it tells me about how you grew up it tells me about what knowledge you might have in other areas besides what you do for besides you know for example you yourself i don't know what what what how you grew up or what your mushbach around you did at the end of the day every person ends up with unique insights and connections that can help them move forward even if it wasn't something that they thought of before thank you you're welcome before i take the next question i want to say a more of a general story which is that i once had a client come to me and say um i want you to help me with a business anyway i said what is it what do you do till now the guy was in his probably his 40s what did you tell now and he said it doesn't matter i don't want to tell you i'm like okay don't tell me we're still discussing what he wants to do we finished the whole conversation but as hashem said we said we're going to work for it together i created a plan for him what we're gonna do next and i said just out of curiosity i won't charge you just tell me what did you tell now he says okay i didn't want to spend time on it on the clock but if you want to hear i'll tell you he said i invented the first computerized system to tell if people are stealing from their companies or not so for example before walmart hires an employee some employees that are hired by walmart end up stealing it's called shrinkage or breakage uh you know stealing stuff from the stores so what can the company do to try to eliminate theft so he invented a computerized way which he felt would be able to identify if someone was likely to steal or not if they were hired how does walmart test if such a program works or not well very simple you give it to a certain percentage let's say half the employees just a second please excuse me you give it the halfling employees and not to the other half and then you wait a year and you see who is fired for stealing and then you match if they were more likely to have stolen if they were hired without having them taken the computerized test or if they're more likely to have stolen if they meaning if they did it did not how did that affect um the percentage of people who were stealing and surprisable surprises people who did not take his test meaning say people who he identified as being likely to steal were ten thousand percent more likely to steal than people who he did not identify as people likely to steal i said okay thank you for telling me that i want to explain to you that even though you don't you didn't see that it had anything to do with the new business you want to do which in his case was actually he wanted to go into the field of risk management and i won't go into now where risk management is but it's not it's not exactly what he was doing till now i said but now you gave me that piece of information i can actually write you a linkedin profile i can actually help you create a brochure in a website that doesn't make you brand new in this field that you're doing it takes what you've done till now and it says i was the person to create the first computerized test for theft which is using companies around the world i think some of his clients actually were i remember correctly it's been a while osim gap and super farm we're three of his customers and now i've gone from dealing with one little tiny piece of a business to doing risk management from the top down for the entire business and hashem that worked it just dovetails with the previous point about what you've done till now and what you grew up with your family business is even though it may have nothing to do with what you do it really lends a lot to say other things you can do to make money and decide to build your backstory which helps you become more successful at what you actually do next question i'm ready okay you're on so i have a question i'm actually in financial services in the advisory world and you work with the financial pharmacy with the firm in florida and i'm curious your take on this when we evaluate a business the business owner right the biggest ways we help out a business is identifying free cash flow and especially when it comes to a person you know we have taking on a new client the guy makes two hundred thousand dollars right i sat with many people this past week already um you know today's only monday and the guy's sitting in front of me he makes 200 000 unbelievable right pretty pretty nice income but he's spending as a household hundred eight hundred and ninety so his free cash flow was garbage so it comes to evaluating his assets investing long-term retirement if he doesn't have free cash flow he's not going to make it there so we identify as one of the greatest assets the person could have and we work towards is building free cash flows that business is a as a person individually and so on what is your take do you believe as well i don't know from tata or not whatever or your business mind that free cash flow is in the top 10 ways of really making sure the business is strong also you know in the public world public companies is that number one number two what is your where do you put significance on free cash flow okay very good question um i'm gonna answer it probably a little bit differently than you might think i would first of all just for the benefit of everybody listening every person's expenses manage to magically grow faster than their income if every single person listening got a hundred thousand dollar raise tomorrow when they walked in as much as they think to be able to save that hundred thousand or most of the hundred thousand they would easily suddenly be spending more than a hundred thousand more than they're making now some of the reasons for that is because when somebody doesn't have money as much as they need and then suddenly they get an amount of money they didn't have before what happens is is that they say oh you don't really have to take care of x or buy a new car or this or that and suddenly the money's all gone obviously it's very important for a person especially someone who's not disciplined which is most of us including myself to do things that will force them to be disciplined about it as an example um uh even this uh the fact that i'm speaking here tonight same thing with all my clients people want an appointment i give them a link to my calendar seattle if it's on my calendar i show up if you ask me when do you have time i'd rather push you off a week because by nature that's you know that that's how i am so what a person always wants to do in the in a money situation is you want to pay yourself first you want to do things even though and i'm going to get some flight for this but i could kill us life insurance is not a good investment but if the reason you're buying life insurance i'm talking about whole life now as opposed to term by the way a person should have term that's not an investment that's simply protecting your family in case hospital and the unthinkable happens but whole life insurance as a general rule is a bad investment why do people do it and why is it kadai why do i have such a policy as an example because it forces me to put money into it and if i don't put the money there the money's going to go someplace else and get lost so it's a way to essentially keep me on the straight and narrow next uh nakuda of this of this of your question is that i don't think that i'm sorry for shaking free cash flow is very important um we're not going to get into the different ways of doing accounting anything like that a person or a business should have money to put aside and that money they put aside should not choke the business i know somebody who essentially pays let me see if his get this right he pays his mortgages every month with the money meaning to say he pays every month his mortgage with the money from the following month's rent so there was one month where he wanted a large amount of money and this happens in businesses all the time so he basically raided the kitty he took all that money instead of paying his mortgages and he took that money and did something else with it and now what he does is is he pays his mortgages late he pays a little late fee he pays every single month essentially one month late with the money that comes in the following month's mortgages i'm not i'm not an accountant and i'm not uh you know i'm not the greatest cop in uh even though as i said before hashem i i control a public company but i'm not as far as what as far as what a person should earn and what a person should spend a person should be should be trying to earn more than they spend and as a general rule i find it's easier to help a person earn more than try to help them spend less somebody once came to me a financial coach and he told me he was helping people that had money financial issues and i told them it sounds like a great idea for dhaka but it doesn't sound like a great idea for a business and time never proved me right because the people who were hiring him within a month or two or three didn't have any more than money to pay him because as the reason they came to him they were tight so it's kadaifa people and it's very possible for 99.9 of people to earn more in their business or in their job than they're earning right now and i can i can expand upon that if you like maybe we should maybe we should stop right there and i know there are a lot of people who are looking to just start off to figure out how they can they can um make more money than they spend and for some reason they don't manage month after month where where should somebody start you talk about young couple or even somebody in business for years but for some reason they spend more and you know logically make sense just don't spend so much revenue you know you know or something you know you know everybody we saw reisman he says it's google for our shares have you ever heard it let me hear you said that the guy is making a hundred thousand dollar income whatever you know is hitting his wife they have a bunch of kids make 150 000 it says one day gets a raise and the boat gives him a 50 huge race comes home he tells his wife hashem got this 50 000 raise said you know it's i think you know we didn't go to stroll in a long time i think now we have you know now for this we should make sure what it's just well said okay fine let's go to this row i said you know also besides our destroyers you know the kitchen we have we didn't do it in 20 years i think we should do a little facelift you know i mean and then and then she says by the way i didn't want to bring this up but now that you mention it we have to change the dining room delivering him to that his fifty thousand dollar raise turned into a hundred and twenty thousand dollar debts said the biggest school to become an osha shut your mouth okay but the the nakuda is very true which is when people get it right this now i wanna i wanna i wanna discuss something here for a second i went to an article for the jerusalem post years ago you could probably find it online it's called the mental buckets of business just google the mental buckets of business should come right up and in that article i essentially explained that when people get a tax refund check they spend it very differently than they spend their paycheck ah the money's coming from the same place in the sense that you essentially overpaid your taxes in order to get that big check at the end of the year it doesn't matter second people win the lottery when people see money differently because of how they got it they spend it very differently and when a person becomes aware like a lot of things in life and you become aware of the fact that that's how your mind is wired it becomes that much easier to actually um you know spend it properly now as the example you give to mr eisemann how about we take that fifty thousand dollar raise and we put it away and when next year's fifty thousand dollar raise we do all those things you just said okay let's get into it so many questions there's someone here we go by the way just by the way i don't think that the questions like the one before even though it was a good question about free cash flow if somebody else asks a question i want you to be the bad guy and i want you to essentially gently try and again focus tonight on the personal goals of your own personal financial your own personal whatever it is but your personal goals not detailed business questions okay slow me around um thank you for taking my question when a person has an option of investing in a business there is such as a called a seasonal business or as they call it opportunists people who go into the business of cover testing and such and such that's one kind of business then there is another thing of a person taking an opportunity for an example a conversation i had today with a friend of mine he's in the door industry and he says shipments are backed up and and there's no doors to be found in the industry so the whole construction industry is backed up investing for now jumping in and investing in a local manufacturing uh door manufacturing for an example is that a smart idea to do or rather focus on something that as you said before that my family is in something that i grew up with and something that i know better that it's going to you know bring out my character better but again the money is going to be of course that's your recording is your question more should i invest in something new that i'm not sure where it's going to go or something that i'm more comfortable with is that the question uh yes that's number one the question the second question is but i can't remember i can't remember both let's answer the first question first then we'll then we'll get the second question but you forgot the rule that i charge cousins double ah okay um so now let's say for let's pick over to testing it's a great example when covet started i didn't know if it was going to be a week a month for the rest of our lives nobody knew really so people who jumped in on something like that took advantage of an opportunity that presented itself which was on essentially in many ways a level playing field there is a very rich scottish guy his name is duncan banatine a very wealthy man and he made his fortune in nursing homes and he says i didn't have any secret information i didn't know anything different than anybody else i read in the newspaper that margaret thatcher who was then the prime minister of england was going to start paying like like medicaid kind of like section 8 was going to start paying for senior citizens to be to be taken care of in senior care homes so i went and i built a senior care home it was just a matter of seeing what everyone else saw but actually doing something about it now one of the miles of things on no bitcoin fan one of the milers of things like bitcoin or things like cover testing is the fact that instead of looking at something and saying oh this industry's already saturated you have an opportunity to jump on now does that mean i would go and spend a million dollars building such a thing no not necessarily when it comes to the question of the doors as an example would i go open a door manufacturer in the united states so there's two points to that number one is you might be aware of this is that there are many companies and organizations and federal government et cetera who have to buy american-made products therefore doing such a company assuming you're competitive with other manufacturers and assuming there are actually manufacturers out there who are um in the united states for example manufacturing those there's nobody doing doors i might be worried it might be more like a covert test the first day of covid opening a testing center but especially if there's other people out there doing it that means there's a market for it i mean that means that it's possible to do and succeed the fact that there's a backlog and shipping in china and the whole nine yards and tariffs and you name it means that yes that probably is a good business to go into if i could go into it without spending a fortune that i don't have would i borrow money from everyone i know to go do that i'm not so sure if i had the money or i had somebody wealthy i was willing to front the money knowing that it's a risky idea but if it works we'll make a lot of it i certainly would go ahead and do it i hope that answered the first question what's the second one i answered all the questions thank you cousin yeah i was i was afraid you're going to charge the double side okay let's go here we go next question you're on yeah i um i was wondering i'll miss college these days worth it because i see most people like mark zuckerberg other people didn't go to college like is it worth it ago or it's like a brochure of atonement okay that's a very good question um to be let's say a doctor you have to go to medical school even if you read a ton of books you can't actually go into an operating room with the with the you know with the white coat and the past that lets you pass the magnetic thing unless you're actually a doctor unless you have the piece of sheepskin or lambskin on your wall that says vuniversity of whatever that says you're a lawyer except in the state of california i believe you can't take the state the bar exam unless you went to law school therefore in those fields or any field which requires licensing you have to go through the schooling to get that license as far as is college kedai in general well it depends what you're looking to do with the college degree many companies will put an end to the paper saying looking to hire uh you know for whatever the position is must have master's degree or must have bachelor's degree or greater they don't care if your degree is in french literature or if your degree is in a bachelor of tomorrow but what they do need is they want to see that you actually have a degree why because most people at the age of let's just say stop retaining new information and that that just by the way one of the ways mikham that because you know look look at him do things eden are different in the sense that they're always hopefully gaining knowledge and new material even you go to bar mitzvah when you listen to some speeches you get new digital you get new things in your brain which you want to remember to see over at the shabbos table so there's that element of having of being able to retain information as an adult and by the way it's something called the retention pyramid which some people might want to google pyramid isn't the time the pyramid is yeah retention pyramid which is the more you do with information the more you remember it but back to the question when you are hired for a job the reason why they want to see that degree and again i care what the degree is about is because the degree shows that this person was able to retain and be tested on new information as an adult so if you're going to go and try to get any job like that you do need that degree because the degree is what gets you through the door even the degree itself doesn't help much if you're the kind of person who can uh who is a who's a uh or the doctor somebody who can learn on their own and likes to learn and likes and likes to to absorb new information the challenge you'll have is getting in the door the first time once you do that and you're successful you won't have a problem usually going up the ladder from there because people will judge you based on your results not based on your schooling therefore the question of the colleges we could die or not really depends on what you plan to do with it um and obviously we're talking about especially in the firm world today it's possible to get a college degree that every stepping into a college the only time i was ever in tel aviv university was when i spoke there um the only i could i say the same example of many other places that i don't they would have taken me as a student but once they accepted me as an expert it was no big deal to get in there what about like just regular glacier companies they they ask oh they want to be in this or this and that is the experience more harsher than the degree once they if you have the experience or not or the they're still going to go sometimes sometimes you get a question from somebody like a graphic designer and they'll say i can't get my first client how do i do this and the answer is not to go to people and say i have no clients i have no clients the answer is to either work for free okay fine but i don't like that answer so i'm gonna give you a better answer to go and make an entire portfolio of work for coca-cola as an example pick a famous company ikea coca-cola kedam whatever the company might be pick a company that people have heard of the people that you're dealing with have heard of and make a bunch of ads for that company and then when you go and you present to the company say this is the ads woman never hired me but coca-cola never hired me but if they would this is the kind of ad that would create for them why is that a good thing to do because first of all they can see your talent and they can see you know how to create ads and you have good copy and you have creative ideas and you're actually talented at polishing those ideas not showing things that look off or misspelled which is a conversation for itself but the other gain is is that the person sees the coca-cola logo on the advertisement even though you clearly told them coca-cola did not hire you it still gives you that respect because psychologically it's basking in reflected glory which means that they see you as having an affiliation with coca-cola even though you're telling them clearly you're not there's a certain element of having a famous brand on that ad that you don't get when you do work for much of hard store yeah yeah let's jump into the next question you're on so i want to know i have a um service-based business i do space planning and renovation consultant um so how do i raise my pricing meaning i feel like i'm definitely under charging and i have i have a client base that keeps coming back so that's number one how do i um how do i raise my pricing on my existing clients and how do i raise my pricing in general and figure out a structure that i can um that's sustainable um and even just figuring out how to structure a service-based business whether it's by the hour or by the job okay great question i think a lot of people have similar questions um i'm going to come at it from a couple of angles just a second okay first i want to say a story and uh it's not a story i've shared often but it's a story that when i started out was very helpful to me and has since been helpful by hashem for many many people over the years that have told the story to privately before i say the story though i am aware that whenever i say this type of advice people come and say it's against aloha or it's not fear so with that caveat ask your local orthodox rabbi if it's allowed in your industry based on who you are what you do but a lot of the reasons people are underpriced has to do with the fact that they don't realize that the competition is charging more so we all know that because of uh first covert now i'm sure in china you know now i'm sure the war in ukraine um so at the end of the day our expenses go up your gas bill went up your food bill went up your amazon prime membership bill went up why shouldn't you go up as well and what i mean to say by that is people feel like how can i go up was i remember you know you're going to your average pizza store and it says we are sorry due to the rise and price of cheese our slice will now be instead of 1.75 will now be two dollars a slice interestingly you never ever see a sign that says since cheese prices have come down by 10 cents we will now be lowering the price of a slice of pizza by 10 cents not only that when the price of cheese rises to them by 17 cents a slice they raise the price by 25 not by 17. part one part two is people are scared to go up in price and then when they do they're scared to go up in price too much and by the way if i forget to say the story by the time i'm done with this mcgill remind me it's a story about a cigar so first you don't go up and then you don't go up enough because you're scared to go up so first of all when you go up you have to go obviously when you go up you have to raise prices significantly if you want to grandfather old clients in that's fine if you could if you can't you can grandfather them until a certain date when i go up in prices for consulting i essentially say i want advance i'm going to go up in price and if people want to get the old price and they're entitled to buy now and use the hours later that's fine but essentially you warn them in advance you tell them what you're going to do and then you do it now it's also valuable when you can to try to detach the dollars for hours which goes back to some of the previous questions i got as well which is when you're selling an hour of your time for a certain price okay what is the price per hour how does that compare to the competition what are you offering what is the competition offering is it worth it isn't it worth it the second i offer something more than that the second i offer um as an example so you can buy a certain lecture that i've given on a certain topic and then you'll be smarter about that topic because you've heard a couple of hours worth of information about that specific topic and then if you come to me for a consultation you'll end up getting more i'm not i'm not doing this to plug myself i'm doing this to explain something and then what happens is when a client comes in such a situation they're gaining much more value because they have a lot of knowledge which means they're coming with better questions in the olden days a person went to a doctor who went to a lawyer they didn't have any information they went and they started from the ground up what should i do now people can go online they can research and after they research and they have much better questions then they can come to the lawyer but by that same token the lawyer can charge much more for that consultation because it's both sides gained from him charging more you gain from the fact you have to spend less hours being charged and they gain from the fact that they can charge more for those hours because of the information then advanced makes their service actually more valuable in the same way that a specialist can charge more than a general doctor now there's the story about the cigar so i know a guy his name is dan he must be 80 by now maybe older i don't insult him well i know i'll hear this uh he'll hear this um recording and when he was young he went to work for a lawyer who wasn't just a lawyer but who did big business who did big business deals and was a partner in the deal not just like a lawyer charge per hour hr grub of fees fat fees and this guy then noticed that every time he would sit with this lawyer and they were closing a big deal he would go into his office everyone would sit down in his office he would take a cigar a cuban havana cigar out of his humidor he would i hope i pronounced that right by the way uh he lit it he took a few good puffs and then he would say you know okay let's do this let's do that it's gonna cost a hundred ten thousand dollars and this is how we'll do it and then the deal closed people signed the dotted line shook hands drank lachaim and that was the end of that after seeing this one and two and three and four and five times dan went into the lawyer and said boss i love working here please don't take this the wrong way i don't want to be fired i'm telling you this i think it could be valuable to you but i don't want again i don't want to upset you was it okay what is it you know i won't fire you go ahead speak your mind he said i realize people don't like the stench people don't like the way your cigars smell it's really offensive to people why don't you go and sign on the deal and drink telekim and shake hands and then go on smoking your cigar why do you have to like make everybody you know nauseous from your cigar people don't like the smell so the lawyer took dan patted him on the shoulder and said dan you don't understand the reason i smoke the cigar is so that i can bite down on a jump down on it really hard so that i don't giggle when i quote my price good everybody can raise the price so the fact that you've been under charging for the last i don't know how long is only another reason to raise it it's not a reason not to raise it okay some of those i want to clarify the question how do you go about raising it do you just straight up front say these are my new pricing and this is what it is you say or you give an excuse or you just don't give an excuse do you have to say because no excuse it might be a reason but it's certainly not an excuse i'm saying you say these are a new race because hold on no no this is an important point it's not an excuse it's a reason meaning to say when you started in this in in this uh conversation and you said i want to apologize to everyone for doing it on monday night instead of on sunday nights right you didn't say apologize you said i'm sorry we're doing it on monday night i'm sorry means you did something wrong an apology means you're letting people know that you feel bad they were inconvenienced same thing true with language is very important that it makes a big difference in business and in life and in emails and all kinds of communication good communication you don't you never want to say uh you know you want to you want to say the reason i am going up in price is because and using the word reason will help people understand that there's actually a reason for it and you should say the reason of course again there's something that's a little hard to do to you know to just give everyone a wholesale example of how it works you want me to pick a specific example but again i don't want everyone to think they should just follow that example because it's really hard when the pizza store says we're going up in price to slice the two dollars people oh pizza stores when it says the price the cheese went up by 20 by seven but price of cheese went up everyone understands it well let's talk about hair cuts so you're talking about a service based business you can't say that the cheese went up you could say the world expenses went up how do you answer on a service business increased costs the rent went up it was increased the rent went up i own the bill increase cost person is doing the service where there's no rent oh i have no shade those in the house doesn't know what's more i would actually disagree with you on that i mean if you want to plug your wife's shittle business go ahead say the name and phone number adidas consulting consulting facility okay um but but every yes businesses can raise their prices if you have a reason good if you don't have a reason then do what you can do without a reason but one of if i can achieve tonight that all the people who listen now and are listening later i that's how inflation works people raise their prices then people raise prices on them we all understand that i'm not saying if you ate the prices last week raise it again just because i said so on this on this podcast but i am saying that many of us are being underpaid and we're worth more and yes if you've been doing this for x number of years you're actually worth more now than you were worth of those years ago and if you're not being paid more than you were paid then houston we have a problem okay let's jump to the next question you're on hi robbie ginsberg thanks for taking my question um this is more of a question of of looking at things outlook you know and pessimistic versus optimistic in financial matters you know let's say someone wants to buy a house or someone wants to go into or invest in a business or someone wants to take a job and you know there's obviously risks and dreams involved so you know if your dream is that if this business works you can make a lot but obviously there's a risk and the worst that could happen is x y and z and bankruptcy and whatever what is the proper attitude to go in how do you balance something properly in both having your dream and your good feeling that things will work out but also being aware and on the safe side this is one of the hardest things and just life i have with a lot of things you know we just we i i'm scared to be so optimistic because what if things go bad so i have to prepare enough for the worst so then i could start going for the for the being so optimistic but otherwise sometimes i just feel that this doesn't work i i never get one step up when i do that okay very good very valuable question so first of all i think i should give a little hug dom over here something called the risk reward ratio risk over ratio means that the reason why when you buy a building in manhattan you get a cap rate which means you're paying the amount of money you're going to be making every year on the amount the building costs you is very very low masha incan when you go to pick your bad neighborhood you know somewhere in philadelphia some terrible neighborhood in philadelphia you'll be able to get a much higher rate much higher cap rate essentially at a much higher interest rate on your investment everyone likes to look at how much they're going to make and within the building next twenty percent a year not five percent it makes twenty five percent of the years gevalvik but really what's happening is is developed the reason why there's they're paying so much more why the building can throw off so much more money when it's in a bad neighborhood in philadelphia as opposed to when it's a building in midtown manhattan is because the reward is greater in the bad neighborhood but the risk is greater in the bad neighborhood higher crime higher vacancies higher dead beats people who don't pay the rent that's just the way it is um therefore the the risk reward ratio will reflect the actual risk to the actual reward now there's four types of decisions people have to make in life okay um it's now by me almost six o'clock in the morning i don't want to get it wrong i'll just type i'll just write it down for a second um one second okay so this high risk high reward high risk low reward low risk high reward and low risk low reward again i wrote down a piece of paper just so i could shouldn't confuse myself when i repeat it now so if somebody comes to you and says buy a lottery ticket cost a dollar you can make 106 million dollars in the mega millions do you have to go and ask 16 of your friends 14 of your neighbors and three consultants if you should do that or not the answer is no because the risk is low so call number one when the risk is low people feel much better about taking that risk because if it goes wrong i lose a dollar i mean you don't actually lose a dollar when you don't win the lottery you lose the dollar as soon as you buy the lottery ticket but fine it's not a big risk i don't need to take a major machover in order to decide if in fact i want to buy a lottery ticket or not now when something is low risk low reward you probably shouldn't do it when something is low risk high reward you probably should do it when something is high risk low reward mister said right if you do it doesn't make any sense when something is high risk high reward that's where you really have to dig deep and ask obviously be mespau and and try to figure out if the high risk is worth the even higher reward again as we just discussed the risk reward ratio so some people are more optimistic some were pessimistic some people started optimistic and get pessimistic when things don't go the way they wanted some people started pessimist pessimistic and are pleasantly surprised when things look better than they wanted just like i tell people when they do a business plan do you need a business plan or not good question if the bank asks for it you need it should you have it for yourself so you can more clearly identify where you want to go and how often times yes but one thing you have to know i can guarantee you i'll bet you i'm not a betting guy but i'll bet you 200 shekel on it that the business will not go the way the plan says it might go better it might go worse but it's not going to go the way the plan says that's not just not the way things work when people have a failure and it's not really a failure oftentimes it's a learning experience on the road to success and i heard a recent quote from somebody that the average successful person feels like an absolute failure once a week and there's a lot of ms to that because a human being is a human being and a human being has ups and downs no matter what they're doing and where they are whether in life or in business or whatever you know they say someone who has no stress that means his heartbeat is just a straight line hospital is dead because stress means up down up down up down so don't get away when it goes down you know it goes up up and down up and down um it's so so essentially the shorter version of the of the answer to your question is is that should you take risk it depends what the risk is should you feel like everything is going to go magically well no if you think so you will then feel bad when things don't go the way you wanted but if you're ready for the challenges and you see them as challenges you see them as you read this you see them as speed bumps in the road or or or you know sometimes have you ever climate everest no is it possible to climb sure it is how do you know that because people have done it is mount everest up in a straight line no you go up then you have to climb down a little to go to a different place to go further up right so there's ups and downs if somebody gets depressed where life takes them part of it i'm not judging those extreme situations but part of it is simply they didn't think about it or weren't realistic enough about what it's going to take for them to get there when i started this thing about my company for example i thought it was easy as pie it was going to be done in you know most optimistic expectations things take time a lot gets learned a lot of value happens over that time you end up with something better than you would have had originally but ultimately that's the way life is i'm already thinking about ginsburg let's go we have so many more live you're on now hi hi um hi rebecca ginsberg um i'm 32 years old and i've been doing internships since i'm about and they've only been internships i want to be able to hold a job i am disabled physically and they consider me as a liability so how can i go about pursuing what i really want to do and not being labeled as a liability okay um i'll answer the question which may only be a partial answer i'm happy to try to fine tune it later but the first part of the question first part of the answer essentially uh i think is the following people do and again i'm going for more general answer because i want everyone who's listening to be able to to benefit from the answer people do all kinds of things because people tell them if you do this you'll get you'll eventually make money for example people say well um if you if you uh speak for me speak for my school speak for free or speak for a hundred dollars and the reason you should do it is because people will see that you're giving a speech at my school and then they're going to hire you and they'll pay you the big bucks so essentially people always get lulled into these into these like meshugna traps of of doing things that don't make money because other people are telling them that if you do this this will make you money but this will get you to the place where that will make you money and that doesn't work it works a little bit it works in the beginning but too many people most of the people listening probably who are not yet making money are stuck in this same uh you know i forgot what it's called when they when when when water goes down a waterfall and a whirlpool like they get like it's they're sucked under and they they're stuck they're stuck like in the uh you know under the under the floor under the current um so first of all i i think it's very good that you're taking internships because it's much better to work if a person can afford it it's much better to work for free than to work for low pay someone's gonna go speak for a school and they're not gonna get paid don't take a hundred dollars and don't feel you're worth a hundred dollars anything like that you speak for free and this is something you're doing as a for volunteer work you're doing it to build your resume you're doing it for whatever you know whatever reasons you're doing it but the goal is to go from there to highly paid so that's just part one of the question now as far as your question about disability it's a little hard for me to answer that question uh because obviously there's a lot of personal circumstances involved in that question but i would like to think in today's day and age i mean just as an example i happen to know an attorney who is a very disabled attorney who you know who makes a fortune doing what he doesn't i mean i haven't seen his bank account but it seems to me he makes a fortune doing what he does because he's very good at what he does and you know his his disability doesn't it doesn't affect his brain it doesn't affect him do the work if he was obviously an attorney he had to go to court and argue cases then his disability might make a jury as unfair as this might sound look at him uh actually may actually be the opposite they look at him favorably but it may help it all depends on how you know that's all personal circumstance but i would like to think that in this day and age it should be possible to even have a bet i mean it's funny to say it this way but to even be able to use this ability as a way of saying i can overcome challenges i am better than the fully uh able-bodied person and that kind of disability for example because look how far i look look what i've done with the you know with what i have as opposed to what somebody else might do if they uh didn't have the restrictions that i do sorry here isn't it here okay first thing you wanted to say go ahead well i'm saying isn't it today's generation which is have to cover like there's more remotes and more like you know types of opportunities than back in the day again what difference is there between me and the and the the the person who just asked that question as a meaning to say i'm an ancestral if i'm done work for you in america do you really know if i have all 10 of my fingers or not any work should i do but if i didn't would you know so of course covet okay everything every kind of technology as an example has a certain learning curve has a certain adoption curve which means at one point everyone had a computer a big bulky computer yeah the screen was bigger than my camera would allow me to show there wasn't a flat screen and it was a big bulky thing and it was a separate screen and it was a separate computer piece and then suddenly one day they came out with laptops and they weren't small right but today a laptop and then a tablet and then you know people who are both older people are starting to use technology news previously and since people are getting older as time passes more and more seniors for example using technology today they were using technology 20 years ago again two points in that one is because people who are seniors today who weren't seniors 20 years ago and the other is because people even if they're older adopt technology as they get older my great-grandmother um you know when she was born in 1901 had no technology she had a cow she told me that a robinson has a cow it'd be like that most ridiculous thing but she had a cow cause otherwise you didn't have milk and and when i was explaining to her how uh you know how email works it's a very far jump from having a cow in your backyard or you know in your barn i guess to having email so essentially there's that curve but what kova did is covert really sped up that curve because many people who would only talk to me in person even though i was doing uh you know sessions on skype before that suddenly it wasn't even a video but it was like a trilla so what does it matter where in the world i'm located with it located what time it is for me it doesn't matter as long as i'm work for example my calendar is an american schedule you know it doesn't matter where i am in the world as long as i'm doing the work at the time that's you know and that's one of the things technology also helps with obviously with making sure time zones don't become a problem with booking the wrong time zone but anyway i wanted to say a story which is negaya to uh to the previous question there was once i was getting trouble saying the story in ishida by the way so apologies if anyone's too fun to hear the story you can pull out your earphones for the next uh four minutes or so there was once a shagits who wanted to learn judo so he went to his daddy he said daddy i want to uh go to school i want to learn how to fight judo so daddy said shy gets long entire kent okay no problem and they called up the school looked in the yellow pages found the school spoke to the the the roshiva the sensei the hubble as he's called and uh okay he says next tuesday come for your first lesson so comes the next week tuesday and the father is taking plain shy gets little two of the lesson in judo and on the way in they have a terrible terrible car accident they both survive but klein is shy gets those hands gets crushed and they go into the ambulance they go to the hospital they tell the father and they tell the kid listen we're really sorry for this we have to amputate the hand of islam you're healthy you're fine in other ways other than the fact that you're about you know that the hand no longer is a hand they abandoned them they send them home they say we have nothing to do with you in the hospital i mean you don't need a heart machine you don't need you don't need anything you just missing his hand kid goes home sits home a couple of days and he mopes a week later he's feeling good enough to go back to school a week later he says dad yes jai get sol i want to go learn judo the father says my dish i get so i would be happy to take you for judo but you only have one hand how can i take you for judo that you said you're going to take him in judo we're on the way to judo and we had this accident i'm not taking no for an answer so the father says okay you know what i'll call the school i'll ask him i'll ask him if he can take a kid with one hand so they call the sensei and the sensei says yeah bring him in so he goes and he brings in the kid and the kid comes to the sense and senses listen first the first fighting move of judo i want you to learn is that i want you to learn a certain move and he shows them when that guy goes ha you go spends the entire hour of his session practicing and then the hours up and he goes home and he's very excited about finally learning judo a week later he comes back and the sensei says i want you to practice the same move that you did last week so he listens and he practices and he's practicing the move a second week and then a third week and then a fourth week at the end of five weeks he wants to move on he wants to practice another move he's waiting for the sensor to give him the second thing to practice and since he says practice the same moves okay he goes and he practices the move another week another week after 10 weeks he says he decides he's going to gather up his courage he's going to ask the sensei teach him something else comes week number 11 and he comes into the sensei and he says sensei i've been practicing the move for 10 weeks my sensei says practice it more sean he was already uh over on the on the aveira of approaching the sensei since the practice more he's going to practice more week 11 week 12 week 13 14 15 16 and 17. at the end of 17 weeks the guy knows another like 10 weeks is gonna be the championship he only knows this one very simple move he's feeling very frustrated he decides he's going to have to break again and violate the japanese code and he's going to have to tell the sensei that he has to know something else he can't just survive with this one move so he goes into the sensei and he says sensitive championship is in ten weeks and in a sense it says practice the move i taught you he has obviously i'm a vegeta he goes and he practices the move even further so it comes the championship and comes to the championship and he he knows he's very broken inside because he knows he's going to lose because he only knows one move and he gets on the mat and the buzzer goes off and he's fighting the guy across him and the guy goes who and he goes ha the guy flips on the floor stunned they count the ten i'm not familiar with the rules of judo exactly relationships they count to 10 and the guy's on the floor and they pronounce him he's the winner of the championship and they give him a nice looking judo medal made in china probably and he's the champion and everyone's cheering and clapping he has tears in his eyes his father has tears in his eyes the sensei stays in his eyes everyone's is mentioned he won the championship the father executed this ten seconds says sense11 how did you know my son win the championship with that move are you how could that be the sensei tells them the way to block that move is to grab your opponent's left hand and your son doesn't have one now had the guy when he got in and by the way whoever was the previous question i don't know if you still uh if they're still in the queue or they're nothing here okay um if not i was just telling them to email me afterwards i'm still here i'm here okay good good but essentially one second somebody i muted you i'm mute i'm sorry okay sorry i will just ask if you don't mind to keep every time people join the middle of the thing please click hitting admit because otherwise my screen gets blocked and i can't see anything besides sorry the people not the person the many many people asking to be admitted okay so first of all the story is a very good story for many reasons and i find it very helpful people to understand uh what a disability is and isn't and how sometimes something that seems like a disability could be not a disability even if it is a disability technically but more than that the person who was fighting them in the ring the other guy knew he knew the rules he knew that guy goes ah you go but he didn't bother thinking before this particular and every particular fight every particular competition if they have to change the rules they knew because the facts on the ground are different than they were the guy didn't think well this guy has one hand so therefore should it affect the way i fight with him they just went with the old rules they had in their head like the old price they had that they forgot there is okay are we so we ready for the next one keep going keep going okay you're on hi me yeah you oh hi thank you thank you thank you so much thank you rabbi ginsburg for taking the time to answer all our questions um um i have a question i was wondering if maybe you have an aids up for me um i am a divorced lady i am a social worker by profession i have a degree in social work um most of my experiences in the field of gerontology i was working in a hospital and geriatric psych unit i recently lost my job and due to the pandemic i really would like to find something to do from home now and something that hopefully if i can find something like that and if it's matsuyak i think it would also be wonderful so that hashem eventually if i'm able to eventually move to arizona that would also be a great way to be able to do it um so i'm wondering if you have any aces as to how i can go about finding something not counseling um because that's not really what i was doing but and it doesn't necessarily have to be you know specific to my field um but i'm just wondering if you have any aces for me as to something um in that realm or some way that i could find something in that realm please thank you so much okay good question um first of all i think it's important to discuss on a general level that uh there's a quote that i really like that i find helpful uh which is that the opportunity of a lifetime comes at you once a week i'm not sure where it's from i'm not taking credit for it but it's a very powerful idea to bear in mind every time something comes your way now um you have a tremendous amount of experience in whatever you've done till now and as i told a previous question as i answered your previous question there are many ways in which you can provide benefit to the people or the i mean as an example as the example that you gave i won't try to pronounce gen terentology because i'm probably pronouncing it wrong but um sometimes the person you're helping is not actually the person i'll be referring to it might be their child it might be again you know just as an example the person who you're marketing to when you're selling a pacifier is not the pacifier user dummy for those people in england uh um it's not the pacifier user you're marketing to hopefully it's their parents so it's just important to be in mind just like a radio station the cl the customer of the radio station is not the listener the listener is the product and the customer the advertiser so so this can be different especially in a field like yours but you certainly have a tremendous amount amount of value and experience to offer to the let's call it the financial buyer um of the people that you are helping whether it's them or somebody around them how to actually monetize that would depend but and depend on each circumstance but i'm i'm willing to go out and say that i guarantee that there is a way to do it i mean to say it's hard to say in each case exactly what i would do i i if i would speak to you if i'd speak to you for an hour i probably could come up with some ideas and then you might end up doing some of those ideas or those ideas might lead to brainstorming and you coming up you know eureka moment two weeks later with your own idea and things have to be tested and tried and tweaked but there is opportunity in based on your background and what you've done in order to do something else whether or not it's in that field or not something that links what you've done to something you could do and which immediately brands you as an expert in that thing that you're doing i should mention here that there's a famous book which i highly recommend i'm not giving a heck on it i'm just saying if if people are reading doisha books it's certainly a not less not more traits than a different geisha book it's called influence and the author of the book is a man by the name of dr robert cialdini c-i-a-l-d-i-n-i now i know rip that you're always looking for sponsors for this particular show so as a good idea you can do a different show would be that when a guest mentions something like i just did you immediately send that a link to the people listening live and an email to the people who are listening and that email would have a link to the amazon page for that book which would have an affiliate link which would cost the customer nothing more but would give you a a uh a commission on each book sold and that would be an another nice way to get a another way of getting money to keep going with this average back to the question uh just as an example if you have value to offer even if you didn't even if you would start for arguments like blogging or writing articles or using a website like harrow help a reporter to be mentioned in articles which is a discussion all of its own just wanted to mention it here in case somebody wants to take the time to look at that and see how it could be helpful to them the bottom line is is that you can do things like i just said with amazon with affiliate marketing and you can discuss which books or which products are helpful to people in that particular category and as you build traction you would start making money from affiliate commissions in addition to any other ways which might lead to consulting for you or other things or a new job and if you got a new job it might help you get the job and it might help you make additional income beside the job which you wouldn't have before okay thank you i was wondering do you know of anything in particular that comes to mind that i could do either online or on the phone or um something people-oriented or anything i'll ask you i'll ask you a pretty random question but if it doesn't help you might help somebody else listening okay did you have to write a thesis or anything like that in order to get what you the degree you have yes but i got my degree many years ago it doesn't matter take that and use it as a as a as a skeleton or whatever you want to call it as a basis for a book or a product i'd have to dig it out i don't even know if i even remember it or still have it i'm i'm older than i sound okay so then another thing i sometimes advise people to do is to uh sit down with somebody somebody who's curious about your field let's say a college student who's taking the who's going for the degree that you have from years ago sitting with them with a tape recorder running telling them everything you know your whole bag of tricks over an hour or two and then using that tape send that mp3 for transcription and then you'll have a basis for a product right there i mean i could take this i could take literally i could take this webinar separately from whatever coach menachem doesn't publish in the book and make a product around it that i could sell for a few hundred dollars and it would be the value is there meaning it wouldn't be overpriced because if a person would take something out of it that would almost instantly make them much more than they paid for it they would feel they got tremendous value and that leads to an interesting point which i think is good to discuss the hardest thing to get someone to do is to open their wallets if somebody opens their wallet to give you anything 99 cents ten dollars a penny once they actually open their wilder to take out that credit card it's very easy to get much more money from them as long as the value that they're getting is equal to or even better uh more than what they're paying so if somebody gives me for arguments like to buy this recording uh which is people listening should know that just because you you listen for free don't value it at that price point because you're doing yourself a big disservice and you won't actually follow the advice or do anything with it if you look at it that way excuse me it's even important for people when they check when they when they are not comfortable charging for something to say i'm going to be charging a hundred dollars for this course and the money will go to hatsawa as an example is much better than charging ten dollars for the course because if people will pay a hundred dollars they'll feel good about paying it because they've gone to a nonprofit and they feel it's worthy not perhaps to give money to but at the same time they will value your value at what you gave them at a higher dollar amount which makes it easier for you to get money from them for yourself going forward well what would you say um a person that put a lot of money into a business thousands and thousands of dollars and at the end it didn't work out they closed down now feels like a loser now any everything anything that comes up and it comes into his way that you know he should should be doing and he does have talent and he does have what it needs to build but he doesn't believe in himself anymore he just feels like a lawyer so whatever comes up he does he doesn't he doesn't even take the opportunities how could you help his mindset okay very good question first of all um when somebody drives and khasram has an accident many people will come out of the accident and say i'm never driving again that's it and they are told right now get into a car and drive around the block because if you don't drive now if you don't drive tonight you may never drive again because the fear and the paranoia and and and and the worry and the especially question if somebody got seriously hurt somebody else the guilt then they they need to do something now to to to remind themselves that they're normal and irregular and that this is not the end of everything uh most successful people did not succeed on their first try or second try i know i know of a gentleman who was a very very very wealthy man i believe i remember correctly it was his 19th business in which he was actually successful um you know one time before edison didn't make his light bulb he was still villain i once saw a cartoon which i haven't been able to find since i actually went online and had an artist drew me the same cartoon meaning looking very different but the same idea which had a guy with a science successes and failures and then he took he took a a piece of paper and covered with failures with learning experiences because ultimately it's not a failure it's a learning experience it's a bump on the road on the way to success now when you tell me a person put in so much money and didn't succeed i hope you're saying that he put in a little money and he succeeded and he put more money and he succeeded he put more into succeeded and then the world around him changed and he wasn't ready to pivot and that let's get right and he lost his money because if you're telling me a guy putting tons of money right away and didn't succeed then he's i mean i'm not trying to make the guy feel bad but ultimately he did a stickle avla by putting in so much money up front that he couldn't afford to lose now um something called mvp minimum viable product because when someone's testing something you can test it without spending a fortune today's day and age and then if it works you build upon that more and more amazon didn't start selling everything they started selling books and only they started selling books but they didn't actually have the books that they were selling they took them from third parties and i once did an interview from jeff bezos where he said that he figured out certain books that were out of stock by the publisher by the seller that he was buying from and he would make sure to order those books because since they had a minimum order of three books a minimum order of fifty dollars he would make sure to order the book that was ordered by somebody on amazon plus two additional books that he knew her out of stock from his research said he was able to buy only one book which was the the company wouldn't sell them only three books so he essentially figured out a way to spend as little as possible to get his business going because he didn't have the money just like he didn't have money for packing tables and was on the floor knee pads i don't know how many people listening to the story but if you sell on amazon you probably know about that type of mindset when he started in a garage with a table that said spray paint amazon around you know behind this uh on the wall now um obviously things change it was once upon a time a guy some people listening might even remember this maybe the previous caller said that they they're older than they sound remember i i don't think so but maybe they used to be ice boxes there used to be ice people who came around boro park and they brought you ice because you didn't have a freezer i mean you know the commercial freezers for for factories but in people's homes they had ice boxes and that's how you got your ice and then one day somebody meant to fit the home refrigerator and the price came down enough that people started buying refrigerators and freezers and once people had freezers at home no full to the ice box man he had his trucks he had his machine that made ice he had his roots he had his customers and everything fell apart should he have gone into the freezer business maybe maybe he should have realized when it came out that it's gonna people are gonna buy it and he should start selling it his customers at least will get some money out of his current customers because he has a relationship with them but he didn't and and he lost money and that happens over you know many times and many people every successful person will tell you about things that it didn't work out or or projects they had that fell um i i had an uncle the california singalani was left there about two years ago and he was you know he went to the holocaust and he didn't you know enough children he went to a very very very hard life but he was constantly trying new things many of them failed some of them are world famous and succeeded i know i know we're almost finished just could we speak for a minute just from switch to self-development talk about um even roger is the goal davening learning um you know why why we need them how we can implement how to break them down what are we looking for just for a few minutes before we finish okay um again as i said in the beginning the story is said about a friend in one of his tapes he's not a paragon of perfect parenting nobody should take this to mean or the bookshelf behind which looks very nice as a background to me that actually uh finished levi um but i once heard a vote from somebody that he had he doesn't have a library he has an on library because simply looking at all the books he has reminds him of how little he knows and how much more he has to go and that person told me who said there was a guy so alaskan and yiddish kite it goes much deeper than that let's pick the feyemi as an example if i use friend again he said that if i misquote and forgive me great is the enemy of the good which means if a person doesn't do one day if the person doesn't do one day then they you know they they lose they lose hey-chick and they don't do it but knowing for argument's sake if a person wants to do afghanistan but knows they can't do it on weekends that's friday shabbat sunday whatever they can't do it is it better to go one blood a day every day and then the next week continue and be off from the schedule of the the rest of the world or is it better to skip blots and go through the whole shot's missing block well i don't know if there's an if the answer is for everybody but for most people i would guess it's better to do the blood that the world is doing because that way you have the sh you know you don't have to be self uh self driven you have a share you go to monday through thursday that does a blot and the fact you don't do it on weekends um you know fine but you'll get the blood that you get you may ultimately decide at some point that you do want to start doing fridays or sundays or friday shows and sundays but the fact that you have the world around you motivating you is much better than trying to do just about a day and doing it by yourself with no one you know to keep you accountable at the same time there's something i think is very important to say which is which has been uh proven and it's counter-intuitive which is why it's so important to say many people will come up and they go chevelle especially uh you know december time they'll come up with their new year's resolutions and new year's resolutions i mean you don't have the most i once had a client call me up in matsuyam kippur matsuri he must talk to me immediately i'm like what's the matter he's like listen my kabbalah on the answers where i was ashamed my kabbalah was that i'm going to spend more time learning and therefore i need to give you more work because i need you to do more work for my company you don't tell me what i was doing myself and i'm giving it to you so look at that it's amazing but anyway people are busy with uh their goals for for new year's resolution what happens what happens is they tell their friends and neighbors my new year's resolution is i'm going to lose 25 pounds the problem is when you share with people you're actually less likely to actually accomplish it than when you don't share with people if you wait till people start complimenting you that you look better etc then you have a certain people keeping you going and pushing you because you're getting compliments but actually sharing it before you start is hurts your goal it doesn't help it i found many times when people buy products even my products and then they don't actually ever listen to them because the guy had a need he had a need that he had a problem in his business for example and he wanted to fill that need when he bought that product mentally he clicked the checklist he um when he clicked that checklist he clicked that you know the check mark okay i accomplished that even though he didn't listen yet and often what happens is he'll never he never ends up listening story relevant to that is there was once a mattress store that sold lots of mattresses and they had a neighbor who was a chiropractor and the chiropractor figured out if i'm looking for people who have back trouble let me go to my cover the mattress store and let me get him to give me his people mattresses and maybe they want to come to a chiropractor take a great idea worked beautifully he was able to convert 25 percent of all the people he got on this list to become his clients it's an amazing conversion rate if if one of your neighbors gives you a list of 100 people you get 25 of them to buy from you that's a pretty good rate i hope you're yawning does not imply because if your yawning implies that it's late at night i'll remind you at 6 27 in the morning for me okay i hope you forgive the uh yeah keep it entertaining you did say i was entertaining so i have to at least a little bit uh whistle and and hello avichap hello avicia okay yes for a shout out so we'll do that okay um so now one week the chiropractor gets his list of patients meaning to say that the chiropractor gets his list of mattress store of mattress buyers who are looking to buy mattresses and he converts 75 of it not 25 not 30 not 35 not 40 not 50. 75 to the list and he's like something's wrong this is not possible this is like a mathematical impossibility how can that possibly be so they start digging how could it be what's different about the list this week after a lot of digging they figured out that this week they have given him the list of people who had come into the mattress store but for one reason or another left without buying a mattress you know different size they need a different uh thickness a different uh high side how matches work but they needed something different and ultimately didn't buy a mattress and they realized that when someone's back hurts and they buy a mattress even if their back still hurts they don't worry about it because they know when a week or two or three it's going to stop hurting because i have a new mattress and the guy goes into the mattress store and walks out at a mattress his back still hurts and he didn't mentally take that checks back because he didn't solve the problem and therefore much more than we're able to convert so it's important when a person is selling goals to themselves be the yiddish kite or not yet it's very important for person to understand what they're trying to achieve how they're trying to achieve it and again eat the elephant the kosher elephant that after machiavelli push everything back which goes back to original thing about we're looking for the goyal civic as far as a goal but trying to do one bite at a time and not being discouraged realizing that that being discouraged or rather being disappointed is just part of the journey when i was a kid we used to have before game boys and game gears and all that kind of stuff all the stuff they have today xbox live we had these little timeout games yeah thanks two buttons with a start and a another some button sound i think sound on off and then a right in the left and there were a few games there was a one of the games was a game where you had a racing car and there were three lanes and you had to go middle lane left you had to avoid the cars the middle of the way i'm not talking about the fancy games with the steering wheel you put in quarters when the cam went to great adventures or something i'm talking about this little timeout that everyone had in camp but in any case sometimes the road is empty and sometimes the road is full of cars as it gets harder and harder and you have to maneuver between the cards to get to one thing to the other what happens when you get to the end when you get to the end of the game the game starts again but it's harder there's more difficulty there's more potholes or whatever more cars on the road so therefore when someone gets to the first level in round two of the game they don't feel discouraged or if they are back at level one they realize okay i achieved what i wanted to achieve originally with my having gotten to the end of the game and the fact that the game giving me more difficulty just means i'm acting the game it's not not the opposite two things i really want to try to cover if that's okay just another few minutes that okay you can keep going for another hour and a half brother i don't know if that's because because i don't okay you want to keep me all night this is a very basic question i got a few texts already tonight now but i think people can relate to this i don't know if there's an answer basically i'm i have a job i'm struggling to make it there's no growth i feel stuck what some first steps i could do while i'm in a job paying my bills to try to open up new doors of opportunity to make more money what could a person do and i'm sure i i saw today i got already like five ten of these in different versions what other person doing he has a job he's working nine to five he's he's putting all his credits there and you know what can he do to try to open up new doors or pronounce an opportunity for himself okay very very very good question it goes a little bit back to what i said previously about the opportunity of a lifetime comes once a week there is a tremendous amount of opportunity out there a person who has to be on the lookout for it okay every person who's listening to this heard things today that everybody else heard also and yet they could take a certain akuda that the next guy is not going to take and they can go and run with it person that reads the you know this week's hamodia same thing is true every person that comes across anything in their daily so it's just a matter of taking that and saying okay how can i do with that i wanted to tell you a quick story about a banana so what does what should writers do when they get stuck they have writer's block the answer is think of a banana why does the banana help because i'm really writing a story and i'm writing and the guy came and they heard you know there was a fight between russia and ukraine and uh and he came and he went and suddenly the door opened and and then he has writer's block oh what do i do now so the trick is a banana what with a banana he slipped on a banana a man dressed as a banana a man wearing clothing there was a color of a banana now once i actually do that i'm out of my rut and out of my writer's block then i could get rid of the banana and change the guy from a guy slipping on a banana to a guy dressed like an apple uh you know with a big bite taken out of the side but the point is you do something to get out of your rut now i don't really care even though this may not be so nice sounding if the person asking the question does something which doesn't really make them money but the point is it takes them in the direction of something that will make them money meaning to say can i guaran here's a random example i don't play violin world and ask me to play and the next time you have me on but i can play a few songs on a violin advanced mini to play a violin so instead of learning notes you just try to learn the tunes that you got to play now i bought i bought violin strings from somebody on ebay once or maybe an amazon doesn't matter ebay is probably easier for this example going back to one of the first the very first question i was asked and i got the violin strings i think with ten dollars i paid ten dollars i got the string shula maestro about a month later i got this huge catalog selling violins violent cases violence strings violin books violin magnets i don't know what they had a thick thing a thick catalog full of everything violin related there's actually a clock called the kit cat clock i remember my next-door neighbor had one growing up how do i explain it maybe you'll remember this also some people who know what i'm talking about remember is a clock in the shape of a cat that had a black tail and the eyes would go from side to side when the clock thing anyway when i was growing up that was like a zach and turns out there's a whole club called the kit cat clack club if you buy a kit kat clock they offer you membership and actually a card to carry in your wallet or purse but a kit kat clack club sounds like a tongue twister which ultimately they sell you everything because they know if you like that you like other things cat related and everything like that can be jumpstarted into a much bigger business that people might think of when they see the business some guys selling clocks there's a whole business behind it but anyway back to my violin story so i see that okay they know i have a violin how do they know they put strings so even if they lose money on the strings they break even on the strings at the end of the day they now have someone who might buy other things by when related very good potential prospect because if you bought violin strings chances are he doesn't play the saxophone so now um what i was thinking at the time i never ended up doing it but i was thinking at the time i just took a good example to show people how this works and i was thinking well my first name is summer so if i wanted i could open a brand called summer backwards ramasi r-a-m-a-s-s-i and what is this brand cell violin strings now i would actually buy this drink not i wouldn't if i wanted to go to china get a container of strings and pay three dollar string and then sell them for three dollars nobody could be cheaper than me really without losing money and the reason i'm doing it is not to make money it's it's just to get the customers don't make money on the other things they buy but i wouldn't even go that far i would simply buy string samples from amazon from from china let's say or buy samples from some guy who's buying it from them who's selling it locally and pay six dollars a piece and sell it for three dollars a piece but take it buy it take it out put it in my own envelope sell it and then when i sell 50 strings 100 strings 200 strings then i know that there's a potential business here and then i can start getting strings from china and waiting the time and paying the duties and doing all that but i can actually start and see if something works back the minimum viable product without spending a lot of money anyone can start something today in the current environment without spending a fortune to do so which is one of the reason the previous one of the previous questions about a person who spent hundreds of thousands of dollars and now feeling a little discouraged one of the big problems is he shouldn't have been doing that and i once had a person who came to me for business advice and they told me yeah i wanna i want business advice whatever i have a business that does business and the other and they described me their business was a very unique business i don't want to say what their business was let's just say for argument's sake let's pick an interesting thing they make air conditioners they sell air conditioners unique air conditioners so i'm asking questions then the other and after like 20 minutes of this i'm like not getting it i said how many customers do you have so the client tells me you're not going to believe me and in my head i was thinking the guy probably has 10 customers i'm ready to be shocked that he has like okay how many customers do you have he says zero so i'm like zero customers so what do you mean he says well i had to i had to sign up in his business with certain suppliers and have minimum orders to buy from them so i bought a ton of stuff no everyone who's listening and everyone is watching should please ignore his yawn and so it ended up happening was was he had to buy equipment from a bunch of companies they all have minimum order quantities so he spent two hundred thousand dollars in orders and he spent lots of money having one of his graphic designer people he was introduced to putting full page as muhammadiyah ted right whatever whatever whatever the particular responses are let's play subscribe to them okay um uh jcn and the there was what ended up i told them for me you already got the speech mrs kaufman what else i have to remember coach brown clarity clarity the past form uh and please please click on the link for the thousand books or whatever that was put in the comments earlier okay anyway so i told i told the gentleman i said listen here i'm i'm sorry to tell this to you but you don't have a business and and and i'm a big i'm not a big fan of people putting full page ads everywhere just because their friends think because they think if they don't that means they're not successful just like the people with the fancy cars don't necessarily have money to people with the old cars don't necessarily don't have money if you want to see if a business is successful looking last year's going to your local doctor's office pick up a mesh packaging two years ago and see how one of those businesses with full page ads are no longer around then you'll get the hints about if those full page ads actually are right for your particular business so i told the guys to listen you don't have a business you have lots of money you spend you don't actually have a business he's like what should i do now i spent all my money on my wedding money on borrowed money i have no money left he says even the money i just spent on your time i mama it's my last few dollars i said first of all obviously we both understand it's not my fault that you're coming to me now i mean not that i can always help everybody i'm not trying to insinuate that but diapers has a good future coming to me now so the only thing i could do for you is try to help you based on where you are now i said number two here's what i want you to do there's a local paper in bar park i believe it's called the paper that i told him at the time was called um the other paper which i told them to do the other paper reuben's paper um i want to give him a shout out but i have to remember the name of his paper that's pretty that's pretty terrible somebody please somebody who's messaging me on whatsapp while i'm doing this part because i'm going to send me the name of that paper um anyway so i told him i want you to put an ad there okay what should ad say i just say air conditioners and stole 99 dollars he's like yeah but i don't sell those cheap junk air conditioners for 99 i sell the high-end decorations for ten thousand dollars and those have a lot on my list that little one doesn't but but but um but but you know the economic finance is not part of my category i can't expand once a guy puts that in it's like a little window units thank you for helping me come up with the name coil okay um and liquid will be viva okay let's not get in look and and and where do i have a column of the week in you can tell i'm really tired you know a bunch and yazoori okay so anyway i told the gentleman i said listen here why do i want you to put in this ad as i explained earlier once you get a dollar from someone it's easier to get much more you put an ad that says you come and stolen ignition for 99 ah you don't sell them too bad buy them buy them retail for 100 and put them in for 99. lose money by going down there what do i want to gain from this i want you to go to people's houses and i want you to i want to go to people's houses and i want you to install their commissions for them some people will take the 99 one and some people when you're in their house you say listen give me 99 a window unit or if you want i can give you 5 000 another unit which is also basically just a window unit but if you choose to expand it in the future you can expand it into a huge huge system which has all kind of gadgets and contraptions and smart applications and whatever love selling right but you need to first get hold of the guy by the gargle because he's going to come for a 99 thing from an ad he's not going to come for a five thousand dollar thing and the and the person did it and barack hashem i was able to be able to help them get out of a pickle and and and turn that into something i could give you more stories i don't know if you want to hear them or not i'll give you one of them though just not even the whole story just a part of it i once had a client a couple they didn't call me they knew i knew that they had trouble in their business they didn't call me so i didn't i don't i have enough place to put my nose where people ask for it i don't have to stick my nose with people don't ask for it one day i get a phone call emergency if i compensate please meet them tonight i go meet them okay what's the thing our captain told us we have to close we've been in business for three years we're not making any money we must close down i'm like okay so we called you because we figured before we close we'll call you i said okay but you know and i know that we know that i know your business exists because of a certain you know like you say same kind of like you know friends you pick your friends not your relatives so be happy with friends you don't have to get to me but anyway so um i said i said why didn't you call me till now the thing oh because we don't like the way your ads look we need ads that are much classier than the kind of ads you like and then we didn't call you but now that our accountant says we have to close we're willing to try give it a shot your ads before we close so i'm like great if this works mazel tov if it doesn't work you'll blame me that i wasn't able to you know come to me like after the account says close i took a pen and paper it was a couple see this your couple and i feel funny saying the story here and you know in a video recording but i'll say it anyway because it's going to be helpful to people i took the i took i said there was pen and paper on the table i took the pen and paper a pad of paper and a pen i pushed it across the table towards the eden is sitting opposite and i said please do me a favor please write down the names of your ten best friends she looks at her husband husband looks at her like this guy fell off the wall he's coming to the business advice asking for the names of my best friends i said i'm not even going to read it just write down the name of your ten best friends she wrote down whatever ten ten random best friends were okay thank you i said now turn over the turnover turned over the pad of paper i took the pad of paper i pulled it to the middle of the table i said okay now i'm going to help you obscure with your business if you don't like something i do i'll do something different it's not a problem but there's one condition attached i'll only help you on condition that what these 10 people say doesn't matter and everyone could draw multiple of one of not multiple names from that story those people are not your potential clients and if they're gonna buy me they're gonna buy from you anyway and what's really happening is they're living vicariously through you if i would have a shoe store i would do this or that that's not how it works let the guy run his business let him talk to professionals you know what's this business that you take that cries i mean it's always in a christ but at least if you do it for a living or you do it for for many years you have a business for many years you can give someone else advice but just because you have to be someone's friend how does that qualify you to give advice on what they're doing for a living so today okay let's let's go to closing someone when we go to closing we're not going to wrap up then you're going to go let's really leave the physique with uh you know where to go from there some real take away material so i'm going to go through this uh closing over here again again waking up he was actually on early tonight with me she woke up the i don't know if he went to sleep yet but he was up here i didn't wake up i didn't wake up i dive in yesterday at a decent hour and i'm still up since then ah see you soon very good stay off for about 48 hours not bad maybe for one more day it'll be even better it's not 48 but whatever yeah for coming on and being all the people that we're here tonight we're showing the thousand people just for the record you're closing you're closing it not me i didn't send you a message on the side say please wrap up i'm happy to take another hundred questions you are closing the session no problem okay great it's me it's me closing the session all the warning is catching up you were in europe so you're a day late and you're closing the session go ahead i'm closing tuesday session um again i think this by the way is james which is tuesday every week tuesday i give a yiddish language here anybody wants to get to send me an email okay oh i want to get to that in a second one second okay we could do a part two next week we can do every monday you have every sunday somebody we could do every monday all right so sunday i coach one after my friends monday night we'll be swimming against regulation it's just a hacking cup bounced by coach menachem because we have that's right all right we have it's and we can feed off each other and market for each other okay again like i feel like we have a lot more to talk about what what i'm sorry what's the wife's business called again it's called adidas consulting services how should she raise the price to say because she has a very expensive coach and that's what she needs to cover the course with the shade very good very good very good okay again tonight's share share sadie gimmel right 93. um again we discussed it don't forget if anybody wants to join the whatsapp chat just whatsapp me at 848-525-0066 and every sunday i'll send you the flyers that are coming out that night and you post it let people know about it if you want to get it the email go to management.com sign up to his weekly emails again if anybody here the first time it's every sunday night i know that it doesn't add up but just tonight but every sunday night at 9 30 um eastern time we do we have tremendous next week which we're going to have march 6. an amazing show with shalom usher tauber um he's he's a real type of son and his sister is uh my wife just listens to share what's her name and writes a neustadt i think is her sister and they just they're tremendous and um he has a whole thing on on setting boundaries for younger children and guide to raising a healthy family um it's a very unique topic we've done obviously a lot about families and children and struggling children but he's really going after the young children just the foundations of how to set up a healthy home which we tremendous program which would be tremendous physic so please join tell people to come it'd be a tremendous thing again texted it out we're trying to write the book please join and help us raise the money together to put together the first two books or some of your share 93 so you're going to be in book three so hopefully by 2023 to come out another year or two i got a few problems with you just said number one you should be asking me to write down to the first book so i don't have to wait till book number three to the book fund so one percent of what they feel this year tonight was worth they should donate to the book from one percent of what the shares worth wow okay it's good i don't like the question i'm not here i'm literally not here tomorrow we're really here there's some amazing charge two hours not it's not about two hours because i charge more for a lecture than i would charge for personal consulting it's much harder so yes again you're gonna ask questions about free cash flow what are you talking about everything everything is recorded i'll give you guys if you have any questions please email coach matt from gmail.com again tonight shares 93 if anybody's listening on the phone will be uploaded tomorrow our phone number is eight four eight seven seven seven grow to listen to this jiren again to all our advertising sponsors of the lakewood scoop robin from jc and jewish county network force promoting us on all the jewish platforms and let's let's just go to the closing coach monaco you want to wrap up tonight what we spoke about and but i'll tell you before that besides people want to know how they can get in touch with you contact information website your your address your phone numbers or screen number whatever you want to give out people who are asking how to get it done okay so first of all you should know that social security numbers work by which state you were born and since i was born in new york state i have a low social security number it actually starts with 117. if your number starts with a zero or a one you're probably born in new york state unless you work for the railroad then you never would start with a nine or something but let's not go there in any case my social security number is one one seven six four i won't get the last phone numbers because some of my family members would have kindness i mean why i did that even though i'm not like really scared that someone's going to go in any case um so now what else do you ask me about my phone number no no any contact if you're not going to give a closing then you'll give the final closing people want to know if they have a website or something they want to get in touch with you or any anymore they should should they just email me i don't want to harass my nathan with all the thousands of emails he's going to be getting it whatever you want your email address my email address is rabbi summer gmail.com i'll spell it r-a-b-b-i that's rabbi then summer starts with an i also so it sounds complicated r-a-b-b-i-i-s-s-a-m-a-r because it's wrapasummer gmail.com someone's going to ask why that's why i don't use my domain i have a domain rabbi summer.com um which people can see as well why i use the gmail address well you have to ask me you'll email me and ask me that question i'll tell you why gmail.com i actually have a phone number as well i got a new one so i got to tell it to you because i don't know by heart 718-550-6600-7118 550 6600 it's really mostly a yiddish language hotline but there is a place to leave me a message as well um as a general and and if you want to whatsapp me my tablet is plus i mean if you if you pick an overseas number at least here you have to open a plus plus two five two nine five six nine o nine six again i'll say it a little slower by the way the good instructions tell people take a pen or write it down because then people actually do it otherwise they just hear it now plus nine seven two five two nine five six nine zero nine six okay coaching closing wrap up what we're here tonight leave the oil with physique with a story epis encapsulate tonight in in the closing that's not available i would say everybody should make a resolution what they're going to do now because from hearing all of these ideas to actually do it um can be a bridge like this from the head to the heart but perfectionism sometimes comes in the way um we've we've touched on it a little bit so people um they only do things when they know it's going to work out and who knows if it's going to work out before you do it and like we heard it could take many times until it works out so that's why many people don't do anything but about prices i would just want to leave with that is it would be a good idea if you speak to somebody about it there are many people who are observed and all they see is themselves and don't believe all they have to do is talk to somebody discuss it with somebody you know pay them a session or two so you can hear it from somebody else and that could help people raise the prices and with that i hope that everyone can find the right way that they can cover their bills and have some for savings and miss hashem have a lot of shmai in all their goals that they choose to let you know before you go to closing a lot of people text me tonight shows unbelievable when you're coming back again i got three full time 34. i'm only gonna i can't come back again if it's gonna take seven years for the book to come out because it's gonna be sheer number four hundred and thirty six so i have to have to talk about that are we or not i can think of work it out listen listen listen there's something in something in in life which they say it's called the uh i forgot the name of it again that is seven o'clock at 6 53 in the morning essentially it's the power of five which means you to anyone else in the world are connected through five people meaning there's only four people between you and kim jong-un if that makes you feel any better or you and putin because you know somebody who knows donald trump and if you don't know someone with donald trump you certainly know somebody who knows somebody or somebody who's donald trump and he met kim jong-un and putin so anyway you get the picture everyone's connected to everybody every jewish cousin i don't think there's any jew out there who's who's you know who's uh not a close cousin with not a decently close cousin with any other jew of similar genetic descent now i will say about about you said about raising prices before i want to say something when people pick when people talk about when people are too blank when someone says i need a job what kind of job any job it's very hard to help them find a job why because any job doesn't help me think if you say i'm looking for a job as a salesman okay now the next time someone says something about a salesman my ears could perk up okay maybe i know this guy's the right job the right fit for this job for a salesman when someone says any job you don't get that there always has to be something specific instead of saying do something well how about this think about tonight's recording and think about something anything you could take out doesn't mean something i said it could be something said that said doesn't have to be something i said but take something at even even even something that wasn't related directly just some random whatever that came up in a do something based on this particular last two hours or whatever it was that you spent listening to this do something with it so even if that doesn't end up being the thing that gets you to where you want to go it'll help you move in that direction so don't think big picture what should i do what kind of business should i go into go into violin strings it doesn't matter pick something pick up the pick up as you go through your kitchen or your house pick up the next thing that catches your fancy open refrigerator say maybe i should make my own homemade mayonnaise and sell and that may not be what you do but try to give yourself give your brain a place to start humming a tire younger mom who i'm kind of related to stickle in half different ways and he does it every week for claudius whoever you want tonight no no no you do this as a volunteer lunch with somebody if i don't if i got it right it's really the english was my father my wife's father it was left in a car here we go there we go so so then i would say essentially and we had a conversation with it and this is what we discussed then i would get all the things we discussed into the final genius encapsulating moment that you wanted that's not what i'm going to do i'm going to give you a story about the highlighter he said the earth is trembling because it knows who's going to be soon put into it and the next day of rosh hashanah there was another earthquake in vishnu where he lived and he said it's i did but maybe not slow enough or maybe you're just tired from your trip the earth is trembling because it knows who is so soon going to be placed within it the first earthquake he said second day earthquake he said i'll say in english the earth is trembling because it knows who's soon going to be put in it and yum kipper same thing again earthquake and he said because the earth is trembling you know he's going to be put in it the first day of circus and whatever said head of the abrasive machine the mids in the midst of aesthetic the ability to keep the torah he takes it out they could create herder and that's how he does the mitzvah of sikka that it has the mitzvah of meena and he was nifty the first day of circus it's a very nice serious story the people listening the english eden they jump into businesses without thinking twice and put the hundreds of thousands of dollars in because they just assumes the guys aren't get we could have a conversation about them and analyze how the place the person comes from how it affects how they do business in our third the third time i come on this podcast i mean maybe the fourth but in any case they like they hear the story beautiful the the the they're not really snug them but they're the indica from the snag them when they want to believe they must snag them hear the story they snicker they say listen this content for the first two hours was amazing the last five minutes he killed it that's fine too okay that's fine too but i have a cousin a closer cousin than you but not such a close cousin he's an attorney his name is your kapi laufer he lives in borough park on 16th street someplace and at that point in time um ukraine was not the country today nevertheless already being sliced but anyway in the years of remarks from the verna the city of bishdan was part of a country called hungary and he went and he went down or he wrote exactly the hungarian weather service and he asked them to please give him since the beginning of recording since the beginning of the time they started keeping records they could do in central park for the snow all earthquakes that took place in that general area uh he wants a list and they sent him a list and the list shows only three earthquakes but the garisha dates and if you match the gaussian days to the edition dates you see the first day of russian there's an earthquake secondly russian is an earthquake and kipper there was an earthquake of the year and much more very nifter so now once you see that and nobody bribed i assume the hungarian weather service to go forge historical records just to remarkable america's story should should be uh you know should have proof once you hear the proof when he published the proof and and the countries that he put out uh you know for more of the eurozone the proof suddenly it goes from being shamasa to something proven and i once wrote about the story in my column and ahmadiyya and i wrote till you heard the proof once you heard the proof think about it from a business perspective think about it from when you're trying to convince someone something as soon as you can prove it it's a whole nother game it takes a whole nother you can't argue with the story it's a proven fact proven by somebody who has no negis to the thing that's what i want to leave everybody with someone bigger figure out figure out the intention sometimes you give an insula and you kill the other the other contest people were able to develop from it because you spoon fed it to them maybe next time i come on you'll ask me if i remember having said it and you remember asking i'll give it to you then one of them one of the possibilities i'm working on okay i'm gonna see everybody next sunday night 9 30 from usher tower everybody for coming people liked it it's been recorded everyone will see me saying hey you welcome