Yous

Quit whatever job you have and work for this man whatever it takes I don’t care what you’re doing— get the fuck on this Not a promotion

Looking to hire 3 sales reps Home services offer $5-6k/month base salary All inbound leads East coast timezone preferred DM for more details if interested & if you know someone who can help source

Men fall first, women fall harder seems the ideal and natural sequence

@deritery1 - playing wrong game relative to your archetype (example - some are better suited for task based work, others for project based work) - bad opportunities with negative leverage that require heroics just to be average

@YousXPC Wdym positioning issue?

Always viewed willpower as a force multiplier & path stabilizer 1 To produce outsized returns (upside) 2 To weather the storms (downside) Perpetually needing willpower to engage in the basics and show up signals a positioning issue or a health issue

recent realization on gross margin is - What is hard to fulfill is easy to sell - What is easy to fulfill is hard to sell Easy to fulfill often need A LOT of sales & marketing B2B SaaS has been pushing heavy on “expanding” accounts. New logo is getting expensive

Blueprint for 20s - early & mid twenties assume absolutely everything is a skill issue This leads to developing super compensations, undeniable value & ability Late 20s start doing a 180. Refuse to participate in anything that does not recognize your value & abide by your terms Problem with “know your worth” is people try to play that card too early before developing undeniable value Value = leverage Leverage = options Options = power & freedom Say your career is in sales. Early 20s you have no value, no reputation, no track record, no experience, no skills The opportunities you get won’t be great. But if you refuse that make that excuse you’ll develop super compensations - learning how to sell in less than ideal conditions You then leverage that to get into a better opportunity. Inside that better opportunity is where your super compensations produce outsized returns Previously in the mediocre opportunity you needed to be incredible just to get by. Now in a better opportunity that incredible level of skill leads to legendary outcomes. 3x-10x the results of peers ^ this is the turning point. When you’ve produced a verifiable legendary outcome now you leverage that track record & evidence of immense value to dictate your own terms You have the leverage to draft up a proposal, for a custom build role how you see fit, at the absolute best companies by leveraging that track record ^ but that track record was only possible because of the super compensations. By assuming everything was a skill issue when you started out From this point now you do a 180 on that “everything is a skill issue” mentality, start looking outward with more scrutiny You dictate the terms of your role. Refuse to put up with anyone that isn’t on your wavelength and gives you the freedom to do your thing. Only working for the best organizations who you align with and get mutual respect from ^ if you attempt this too early in your career it won’t work. Not enough value, not enough leverage brought to the table This same model will apply to intimate relationships and social friendships If you play the crazy high standards card too early you’ll just end up inexperienced and socially underdeveloped “Know my worth” is so often made up ego cope rooted in nothing But if you choose not to cope and in the early stages constantly seek to improve and take full ownership of outcomes. You’ll get to a point where you have enough value to dictate terms (dictate terms sounds authoritarian but more so just means you don’t ever have to settle anymore and can choose to be with those on your wavelength) Refusing and totally uninterested in any relationship prospect that isn’t attractive and high interest This is the calibration adjustment to blank slate theory self improvement You look inward to develop initially. But past a certain threshold of value cultivated the switch must be flipped to the objective truth that most opportunities suck and you are worth better opportunities and not everything is a skill issue if you’ve already covered the bases on skill level The tide is more leveraged than the rower BUT first make sure you’re an elite rower before making that claim so you know you’ve done your part

It’s valid to wish things were a bit easier But absolute ease is a misguided wish. It’s mortifying how useless & fragile it makes people Ideal storyline is not great positioning at the start. Forcing growth in ability. Then later via luck or deliberate positioning a easier role “Better to be a warrior in a garden than a gardener in a war” Better to be a forged sales killer who then steps into a role where sales come easy. Those elite skills will yield outsized returns The guy who got lucky and had a easy order taking role from day 1 is pretty cooked Never needed to build sales skills “Necessity is the mother of invention” I was shocked how socially unimpressive some people who seem to have a ton of friends are Got lucky with proximity. Friend of a friend, and sort of drifted into that position But bro ultimately contributes zero value to the group. No personality, no aura, no humor, no initiative, no interesting conversations. Kinda just exists and is the guy that’s known everyone for a while Inversely it’s people who had to move a lot, or had very social jobs, whatever scenarios where acceptance to social groups was not a given default it was earned It’s these people who end up developing actual value-add social skills The underdeveloped ‘lucky’ archetype gets absolutely wrecked in layoffs & break-ups Totally lacking 0 to 1 ability. Merit, value, skills It’s a paradox. The advantage of disadvantage.

@jamesonhaslam curious how a 50/50 split for $ value past standard mark-up would play out For example, $50k project. Say the normal sales comp is 5% If the rep sells it for $54k they get their standard 5% That extra $4k is split 50% to the sales rep ($2000) and 50% to the business ($2000)

I have been studying sales comp for home services a fair bit and what I’ve seen here locally is that market is 4-6% of job value one person would need to sell $2M of decks to make $100k (I think one person could sell $4M of volume)

The highest ROI belief I hold, that’s mostly innate & unconscious but will attempt to articulate is: “What I’m doing in the present is practice for the upcoming bigger game” 1st job working front desk at a gym was not a job to me. It was a playground of thousands of social reps Would raise my hand and voluntarily choose to walk into the most hostile customer situations. Saw it as practice in conflict resolution (and ego boost when I pulled it off and attributed it to charisma. A positive feedback loop) It was almost a game. Thousands of repetitions learning to read people, understand behavior, and test social situations Believing and knowing this would absolutely benefit me later in life Attributing that massively magnified level of meaning to a seemingly small role leads to unconsciously & innately always being the top performer - light years beyond what was expected Taking it a step further, in future roles like sales The meaning to me, at least in my head was WAY bigger than the actual present sales role “I need a ludicrous track record of performance to leverage for whatever the next season ends up being” I wasn’t obsessively improving my sales ability to survive the job, but to thrive in the next one The company/client I am involved with benefits by proxy. To me the present game is a arena to crack the code, break through ceilings, develop my own proprietary systems to be leveraged for the next game and the next game is always perceived to be way bigger …but I also left it somewhat open to interpretation what that next game would be Perhaps I leverage those skills in the next role which is 2-3x the pay Perhaps I package and sell my systems and leverage my track record Perhaps I use them for my own business venture Knowing todays actions are REQUIRED for the next game with bigger upside practically injects with you a totally different energy Switched on, focused, aware, curious, obsessed with progressing and performing, high stamina Cant really unlock that energy with the smaller meaning of just surviving the day. Keeping the boss/client off my back. This is why “I’m not working hard to make someone else rich” types are cooked I don’t do it for them, I do it for me. Everyone else is just benefiting by proxy

Total opposite Extroversion* is mostly just PTSD from childhood neglect Being alone triggers PTSD from neglect. Need to constantly drown out the feeling by being around people constantly

Majority of people with homes over $2M are employed. Usually in finance, law, tech, medicine The average business owner makes $70k a year Biz ownership is not a silver bullet to millions of dollars & employment is not $50k a year emailing in a cubicle as Twitter rhetoric makes it seem I have no agenda or preference one way or the other. My stance has been: 1) Look at the game board and make the best move for you 2) Don’t fall victim to delusional twitter takes that don’t even remotely hold up in the real world

The social media experience shifts upon realizing many people giving ‘advice’ are not earnestly contributing to a body of knowledge They’re attempting to signal superiority or attempting to validate a idea via consensus (likes) Audience is aura liquidity/crash test dummies

The male pipe dream is way more delusional than women’s Guys on here cry women have fun in their 20’s and expect a husband at the end of it That’s WAY higher probability than guys blowing their 20s dabbling in fake online biz and expecting to be a millionaire at the end of it

‘Procrastination’ is more of a incongruent positioning issue Project based work vs task based work Made up timelines vs real deadlines “I’ll write a blog this week” = made up timeline 2PM in home sales appointment = real deadline Project based work = creating a landing page with long form sales copy for a client due in the next 3 weeks Task based work = attending 8 in home sales appointments this week already booked on the calendar Gotta completely ignore self improvement blank slate theory slop. Claiming everything is a willpower skill issue, mindset issues Also fade and ignore the optimizer types - “break things down into tasks!! Pomodoro method!!” If you’re not a project based, timelines, farmer cadence type of guy you’re wasting your time trying to force yourself to be that guy Step 1 - Know yourself Step 2 - Position yourself accordingly The rest mostly takes care of itself Self improvement preaches a different model Step 1 - transform yourself Step 2 - now you can go do anything because anyone can do anything Massive overhaul transformation has a time and place for those who are down horrendous. But even then positioning & congruence still eclipses willpower Willpower should be a force multiplier to seize maximum gains from the foundation of congruent positioning. Willpower should never be the sole foundation

Guys saying “sell to rich people” more so mean “don’t sell to broke people” The highest end of a market requires custom solutions & more resources to fulfill. Can easily cross into diminishing returns Sweet spot is the upper middle point. Still in the realm of what can be a productized repeatable deliverable, consistently fulfilled like clockwork High end bespoke/custom is a totally different business model, whole different game Applies for B2B and B2C Landscaping for upper middle class $1.5-3M homes in suburbs is pretty standardized and repeatable Landscaping for $9-20M+ estates? Practically a different business model at that point Can sell ready to go software as is to SMB and some mid-market. Once you cross into enterprise it’s totally different. Customizing the product, tweaking the deal, adjusting features, assigning dedicated account managers, etc Crosses into the realm of more overhead, complexity, and higher stakes in both the B2B & B2C example Something you’ll see especially in blue collar home services is their “high end biggest clients” commercial accounts/estates/etc ..they’re actually losing money on those accounts and can feel trapped fulfilling them until the contract is completed. Can get very messy

We’re in a era where a single individual can produce 2-10x the output of the roles expected baseline Yet may only get a 10-30% increase in pay for it This seems to force people into biz ownership or job stacking Highly fixed compensation seems antiquated. No matter how hard someone chose to work in a 1900s factory it wouldn’t really move the needle on overall profit/efficiency In todays world with technology, higher leverage job roles, and wider pools of talent a single individual can contribute more tangible value than a entire department of peers The 20% of people responsible for 80% of the production Many people are likely capable of this but are not activating it. If they wanted to they could, but if there’s 0 incentive to do so their angle becomes more downside mitigation rather than seizing up-side Meaning they’ll consolidate their job into 10-20 hours a week. Then take on more leisure activities and maybe a side hustle Employers often punish this by just moving the goal posts of the roles expected baseline. Failing to realize few people can actually yield that level of production consistently, it’s often not repeatable and hinges on things that can’t be replicated - raw intelligence, decision making speed, charisma, adaptability, technological aptitude, experience, etc If environments existed more abundantly where multiplier production leads to nearly matching that in compensation we’d see a lot of more brilliance coming out of companies From here there seems to be 2 paths: 1) The universal view of employment compensation shifts to be more meritocratic and designs custom roles for those types of people (unlikely) 2) We see larger numbers of people each year moving into - job stacking/contracting - creating ultra lean 1 person/small team high margin businesses

Problem with role models is it’s heavily over indexed for high visibility roles in the spotlight Way too many people trying to a founder, streamer, personal brand, etc No clue how incredible some lifestyles are for more behind the scenes guys you’ll never hear about

Higher difficulty gets mistaken as requiring higher skill I see sales guys say “it’s so hard selling to my type of prospects. takes elite skill” Maybe it does. Or maybe it just sucks more Digging ditches sucks more than installing water heaters. Doesn’t make it more skilled

@nw3 @Will_Schryver new construction (with the exception of high end custom builds) is not client facing can hire low skilled questionable characters at dirt cheap prices. client facing HVAC companies pay a premium for good technicians and other staff. Many spec builds won’t pay that premium

@Will_Schryver Why is new construction shunned?

Private Equity’s reaction to a residential HVAC company’s EBITDA margin. Pay attention owners.