March 25, 2025 • 47 mins
Education does NOT get you paid.
Knowledge is NOT power.
The only thing that matters in life (as it relates to your career success) is the value of the assets you produce.
Some might call this the application of your knowledge.
Right now, how do you feel about your renumeration in relation to your hard work?
That’s another little bugger.
Hard work does NOT equal pay just like knowledge itself is not value.
And don’t even get me started about that variable called “time” and the inertia it produces when it comes to capping your value and earning power for that matter.
If you’re trading your muscles for money, your capacity to increase your income is limited.
Even I trade my brain for money when I coach individuals, which caps my earning capacity because I can only coach one person during that one hour.
If you’re managing lots of people or I perform a group coaching session, our income capacity will still be handicapped in some way or another.
How ‘bout, today, I help you understand the limiters and accelerators when it comes to earning power?
We’ll tie together the relationship between your skills and money too.
Cool?
If you'd like to build a great career and lead a rewarding life, check out some of these other places where I share my teachings:
1. Check out the milewalk Academy, my coaching and training site, for freemiums and premiums.
2. I have hundreds of educational and inspirational videos on my YouTube Channel.
3. Grab any of my three books related to interviewing, hiring, and goal setting. All can be found on my Amazon Author Page.
4. Follow me on Instagram, LinkedIn, Twitter (X), TikTok, Threads, and Facebook.
5. Stay in touch with me in your email inbox by joining my newsletter here!
--Andy
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
today I want to talk about how your skills affect your earning power although I think this is going
to be a really fun talk because it's going to be much more than that it's I want you to think on
a grand scale not just about skills and skills you have and how they can affect your earning
power but how they affect the career choices you make or how the career choices you make affect
(00:21):
the skills you build that's for second thing the skills themselves and then the companies that you
work for how that affect FS your ability to build skills and earn so I think it's going to be a lot
of fun uh I a lot of the talks that I give you are ABC one two three do this first do this second
do this third this talk is not going to be like that this is a much more I want to say I opening
(00:46):
or I want to give you a perspective so that you understand how all of these influences contribute
to your ability to make money what are those skills that make you tens of thousands what are
those skills that make you hundreds of thousands what are those skills that make you Millions what
is the inertia that goes along with preventing you from being able to do that now I know money
(01:07):
is not everything but can we agree that more is better than less I would rather you have more and
figure out what to do with it than not have enough and you know foreclose on the house and can't pay
the mortgage or whatever it is can't put food on the table or send those kids to the Ivy League
schools that you want to so I don't want to have to say this every single time I make a point today
(01:30):
money is not everything and you do need to Define what success is for you but you can take the
emotional part and you could do the emotional reward today I want to talk to you about the
financial impacts cool great good good stuff all right now um I was trying to think because I know
(01:51):
a lot of you follow me for job searching and I do know a lot of you follow me for leadership
coaching and I've never discussed this type of topic with this group yes we've talked about you
know salary negotiation and how to get you paid more and all the fancy ways you can get paid but
today I I want to I want to talk about this in a little different fashion and I was trying to
(02:12):
think short of you know opening up my bank account or showing you the myok and myok Academy books so
that you know that I know what I'm talking about uh I'm going to try to give you a couple of points
here just to give you a frame of reference about why I think I'm I'm equipped to talk with you
about this and the the F the first the first thing is I was an employee just like you and I got the
(02:39):
salaries and the bonuses just like you so I earned in a in a in a fashion similar to the way that you
earn uh but but the one thing that I do want to tell you about when I was an employee which was
about half of my career half of my 36- year career that I believe I was paid in just about every
imaginable Financial format that employers ERS give you I had the salary I had the the bonuses I
(03:03):
was paid in management by objective bonuses I was paid in commissions I was paid in dividends I had
restricted stock units incentive stock options non-qualified options profit interest units
Phantom stock I had all that stuff L tips LS tips I had all kinds of compensation structures and I
looked at the relationship between how I was paid what I did the skills I had then I thought about
(03:30):
and I want you to appreciate me as a business owner I've run a Services business I've run a
products and services business that that you are familiar with myok and the myok academy but I have
real estate investment companies I have other businesses that I've built not to mention as
a an investor I've an angel invested in products companies products and services companies Services
(03:53):
only companies at every imaginable exotic way to make money I have tried them all I truly I truly
have and not only that as a business owner but even as an employee I had to build systems that
were efficient workflows that that created ways to make money save money and I looked at the skills
(04:14):
that it took me to to do that the other part about motivating people and managing people and skills
related to that and how that helped me earn money or not just as a corporate practitioner and an
employee but also as a coach who works and gains his outputs through you and the value through you
that I coach and so I looked back at all of that and I I I I I was trying to think about is there
(04:41):
a relationship between the skills themselves and so what are the skills and how do you learn them
is one question and if you want to learn a single skill a skill it's super easy to do that if you
want to be a better seller that's easy to find people who can teach you that there's books out
there there's blogs out there there's people out there there's TED Talks out there there's training
(05:03):
programs you can go to you want to be a better project manager easy peasy you want to be more
organized no problem and that's simple stuff and it's accessible to you and if you put the time in
you're going to become better at a skill but that wasn't good enough for me I don't want to teach
you a skill I challenged myself because I want to teach you all the skills that I think that you
(05:25):
need to build in order to live a maximum career that's most enjoyment reaching Highest Potential
maxing out everything that you have and I have been doing that since March of 2019 in different
modalities in my leadership coaching program some of you are familiar I meet every month with
members of that program to teach them my latest strategies and skills and tactics on the skills I
(05:50):
believe you need to build to become great at your career whatever your function is and not only that
I've I've given it to you in blogs I've given it in videos and I've given it to you in books
and so I really challenged myself to to develop a methodology that helps you in the in the in in
the best possible way because because long-term skill development it's freaking hard it's hard
(06:16):
why because you have attention span issues right we have life Interruption issues it's confusing to
say the least not only that you have lack of knoow issues it doesn't mean you're not smart it just
you haven't learned it yet you don't know I have to learn the skill how do I learn the skill what
do I need to do to actually learn the skill practice it and be better at it but add all
(06:38):
that nonsense up and all of those problems and in total they don't compare to the absolute
worst issue which is knowing which skills are going to give you the greatest Roi meaning what
skills should I learn first where the Dividends are going to compound what skills as it relates
to financial reward are the ones I should be building and how do I how do I how do I know
(07:04):
all that because I made all the same mistakes that everybody makes it's just I've been spending a lot
of time obsessing over this for decades and so I packaged it all up a lot of you I know are members
of my leadership program a really inexpensive way to grab these Concepts is in the zebra code book
uh step-by-step guide to mastering career skills that make you a standout professional if you like
(07:28):
what we're talking about today this is a really budget friendly way of of of of getting exposure
in more detail to what I'm going to be sharing with you today it's also the cheapest way to join
me tomorrow in my leadership coaching program I'll tell you more about that so who wants to
be rich give me an I want to be rich in the chat because I a kaching or one of those funny emojis
(07:51):
you know with the tongue sticking out with the dollar sign let's have it have at it in the chat
I'm going to run through a number of slides where I break this down so that you understand career
choices company choices skill choices function choices how does this affect my ability to earn
because if you think you're working hard and you don't think you're getting paid enough the
answer isn't what I'm about to tell you in the next I don't know 20 or 30 minutes or so cool
(08:17):
awesome Darcy's got it going on Dana's got it going on Magdalene has got it
going look at that that's right I want you to be rich I want you to be rich all right
so first thing you need to understand is that and I mentioned March 2019 and over these last nearly
six years I have been working with my leaders and members of that of leadership coaching program
(08:42):
to actually teach them this methodology help them understand the kind of skills they need to
build put their Career Development plans together that's something we're actually going to be doing
tomorrow but in order for this group to understand the relationship between function and dollars you
need to understand the way I see the world as it as it relates to you being able to progress
(09:02):
through your career so let me give you that very quickly here so you should be seeing me in the
corner and a in a leadership skill building road map this is my my proprietary methodology for how
somebody evolves as a white collar professional it doesn't matter what your function is okay number
one there's producer level skills and activities and I'm going to be very specific about what these
(09:28):
are but when you start your career however as you go through your entire career so in the beginning
and for every day throughout the rest of your life you need to maintain producer level skills
and what do I mean what do I mean when I say producer I mean that you can operate independently
(09:50):
being proficient at cranking out the widget and we'll get more specific here in a second but can
you all understand that right when I get out of school when I get into becoming an engineer or an
accountant or a developer or a coder or a marketer or a seller right we want to we want to be able to
(10:11):
be proficient at doing what we do now there are skills that are associated with this they're the
hardest skills to build and they take the long n the longest nurturing and they atrophy the fastest
if we don't keep at it so I'm going to talk about what those are then you become a communicator now
that's not to say you don't become a communicator the day you walk out of of college with your shiny
(10:35):
new degree but as you evolve and you become more proficient you start to learn communication skills
as it relates I want to be very specific here as it relates to building relationships with
others okay building relationships being a team player helping people achieve desired
outcomes their outcomes and then as you evolve it takes even more communication skills to actually
(11:01):
Influence People you could be influencing your team you can be influencing your customers you
can be influencing a body of people I influence my community I influence my customers through these
sessions like this and premium sessions as well but actually there's communicating understanding
how to communicate two-way communication there's written communication there's verbal communication
(11:23):
there's non-verbal communication there's email communication there's all kinds of stuff Social
Media communication but when it comes to inspiring others that requires even more skills because you
have to learn human psychology and behavior and patterns and understand the buttons you need to
push I mean that in a good way not a bad way but you get the idea those are even greater
(11:44):
skills that take longer to learn because you need more practice and more scenarios
at understanding because humans are so complex when it comes to communication that there are
so many things you need to know about how to do that effectively then as you evolve you get into
the development of people and the development of systems the motivation the being able to get the
(12:06):
group working as a team the ability to get the individual to reach their maximum potential or
the systems to reach their maximum potential and then you top out in the ideation the ideation
portion where you can create needle moving ideas that set the tone that set the market
that set the new product line that create and make break throughs whether that's internally in your
(12:31):
organizations externally with your communities or Partners or or globally with your customers
and so I see everybody evolve into the in across this kind of pyramid or rising up the Spectrum
now I want you to understand and I want to be really clear here a person who's 22 years old
(12:53):
who's an emerging professional and just getting started needs to build skills in the top tier
okay this is not I have to wait 30 years and be Andy's age to do this no you you still need to
generate ideas and there are skill sets and formulas to do that and if you practice them
you can start building those skills early but when you want to gain return on your investment
(13:18):
in alignment with where you are in your career I see you evolving this way it's not linear because
you're going to build skills in all of these in all of these levels throughout your entire life
so what does this mean like like let's get let's get a little bit a little bit more prescriptive
here so the way that I break down the skill sets just so you know what I mean when I say a producer
(13:43):
is these are the skills that I've identified that you need to build in order to be the best producer
possible so things like your ability to focus build good habits have willpower energy
confidence know how to plan run your day know how to have a good decision- making structure be
(14:06):
self-aware you get the idea now you're wondering probably why are some of those in red and why are
some of them in Black well in the zebra code in the book that I just flashed here that I know a
lot of you have purchased there we go um the red ones actually willpower should be red as well
(14:26):
but all of the ones that are in red actually have lessons inside the zebra code book so I
literally have a chapter or there's a conflation of skills that create a chapter like planning
and productivity as an example inside the zebra code so that's just for your reference if you're
interested in understanding what's inside the book when you become a communicator and again
(14:51):
this is something that you can start very early in your career because anybody who's empathetic
anybody who listens effectively anybody who speaks effectively or knows knows how to tell stories or
build trust or build relationships that's a good thing but this takes practice so it doesn't occur
as immediately and what else is different about in this case column one in column two if you notice
(15:17):
on the left the producer level skills what do you notice is common about them they require
no one else does that make sense they require no one else to help you build those but what about
column two while technically speaking if we really want to get specific building trust is something
(15:42):
I do with myself but really I'm talking about building trust in others well I can be empathetic
with myself but I'm really talking about being empathetic with someone else listening I should
be listening to myself but I'm really talking about listening to somebody else and speaking
I'm talking about speaking to somebody else you get the idea so the communicator level here is
(16:05):
going to require much more time and much more interaction with others it's going to take it's
going to take others in order for you to build and practice that skill same thing with influencer now
in order to influence somebody in order for me to influence you meaning in a positive way
to teach you and build trust I need to know what I'm doing and if you don't know what you're doing
(16:32):
when it comes to your trade no one's going to pay attention to you and so there's there's subject
matter expertise skills that need to be built so just for me to be knowledgeable on what I'm
doing doesn't mean I'm going to be and I'm going to have the skills to influence you in a positive
way to sell to you in a positive way but those are other skills and so in here we're talking about
(16:59):
being persuasive understanding how to present understanding how to facilitate collaborate
negotiate Network understanding how to elicit what you want and getting it from anybody at any time I
have lessons inside the leadership library on all of these in the leadership coaching program but
in the zebra code again the red the red skills are in the book and then developer we're talking about
(17:24):
managing people motivating people and so on and so forth promoting C managing change development of
the systems hiring building teams and then when we get into the Visionary level we're talking about
the idea generation and being creative and I'm not talking about artsy creative like pretty pictures
(17:46):
and pretty abstract paintings and pretty Graphics I'm talking about creative when it comes to ideas
there's a formulaic way for you to generate ideas I teach that as well so this gives you an idea of
what I mean and by the way all of these are available in my leadership coaching program I
(18:07):
teach on how to create an Innovative environment I teach on all of these things all of these things I
have detailed lessons in the program but now what I want to talk to you about is how companies work
so now that you have an idea of what I mean by each of the different tiers and all of you are
(18:29):
probably drawing a relationship between what you do and the type of tiers that I was just talking
about seeing the applicability of those skills but I want to talk to you about how all companies
operate it makes no difference what company you work for what the company creates what the company
(18:51):
does the service the company provides it makes no difference whether it creates a widget toothpaste
provides a service like consultant Consulting whether you're a lawyer a doctor or whatever
it makes no difference every single company has these three layers first layer the whats this
(19:14):
is what is it that we build what is it that we provide what's the service we provide and when
you're at the producer level and you are operating within the whats your earning capacity is limited
by what time it's limited by time the mechanic Who services my car and fixes the engine can only fix
(19:39):
so many engines in a 40-hour work week that person is trading their brain and their muscles for time
for money in time for money when I do a onetoone coaching session with you that is a widget or a
service that I provide my earning capacity as coach Andy doing a onetoone coaching session
(20:02):
is limited by time when I'm coaching somebody individually because I can only coach one person
at a time and there's only so many hours in the day you follow me I know this sounds basic but
when you wonder why you can't earn more money it all starts here and I'm going to show you
the entire picture but it all starts with you are limited by time that will never change ever the
(20:27):
next layer in an organization is the how this layer is usually reserved for the managers and
the teachers and the designers of the process where you are creating results through building
of something that is dependent on people okay the scale and the limiter here is you are limited by
(20:51):
the number of people or the Personnel or the number of customers so technically speaking
I could do a group coaching session but I'm still limited there's a still a limiter you could manage
a five-person team or a 50 person team but you're still going to be your outputs are going to be
limited by time and people and yes I can build a system that people do like I built a job search
(21:18):
coaching program and people can go and use that and that the teacher is teaching them the how and
my results and my output are still a function of anybody who takes that program so there's limiters
in this in the middle layer still by scalability but where you make real real money and you can't
(21:40):
make real real money unless you do the top tier and that's systematizing so this is systems that
generate the results without humans so I want you to imagine I can build something that is
completely inde dependent of me or people or Cara or anybody else in the myok academy because we
(22:05):
could drive results through automation that make us money while we sleep so as an example at the
bottom tier the what that's imagine coach Andy doing a onetoone coaching session because that's
a service that I provide or that's coach Andy sitting in his office creating a video that's
(22:27):
going to go inside one one of his programs that's still a widget and my earning capacity is really
limited if I do that if I go and I'm coach Andy and I start teaching groups I can make more money
but I'm still limited by the number of people in the group or the number of people on my team you
(22:48):
go into the top tier so what coach Andy does is coach Andy builds products that he can sell all
the time and a few uh many of you were at a job search challenge Workshop that I had a couple
weeks ago I was present and you were seeing me do it and deliver it live my capacity to earn
(23:08):
in that section of the year was limited by time and the number of people that were there because
I was delivering it to you in real time and there was no system that was actually manufacturing the
revenue for me I was doing that you follow me but some of you are familiar with the
(23:29):
fact that I have webinars that run 24x7 okay the webinar itself that runs all the time is
a system but the system that makes the money is not the webinar the system that makes the money
is the workflow that automates your ability to find the webinar watch the webinar and then for
(23:52):
us to facilitate dialogue with you after you've watched the webinar to en roll in a program and
all of that occurs while I sleep every morning I wake up I kid you not I check my bank account
and it better be bigger than it was when I went to sleep that's a system that creates a workflow
(24:14):
that does everything in automation that generates the revenue I only created the webinar once and
that webinar makes money every single day and I don't do a thing that's a system that drives
automated Revenue my ability to earn is unlimited does this make sense give me
(24:35):
a hey in the chat you following along you can't make real money until you get yourself out of the
equation industry pays big bucks for the top tier give me a hey in the chat tell
me your tracking so far then let's get let's get down to the details
(25:02):
all right I see the pink wavy hands all right now well how does all this relate to you that's
all great that that coach Andy's rich but how do I get rich too because you know you know nothing
Thrills me more than when I can do my part to make you rich okay all right next thing let's
go into the leadership or zebra tears so if I say my leadership methodology or my zebra methodology
(25:26):
I'm talking about the pyramid that I just that I just showed you okay first things first okay at
the producer tier at the producer tier operating independently building skills like Focus planning
productivity and what I just showed you on the previous slide these are generally speaking
individual contributors that self-manage that create the widget that account for the books
(25:52):
that build the semiconductors um low-level sales associates administrators accountants
get the idea now I'm not going to say this every time yes there are individual contributors that
earn more than $75,000 a year okay I'm trying to give you for illustrative purposes based on my 36
years of experience as a corporate practitioner an executive recruiter and a career coach who's
(26:17):
seen lots of salaries and and Associated the skills that people have with how much they earn
so that's that's the foundational tier then when you get this is also the whats when you
get into the communicator tier you're creating outputs of value and you're doing it with more
(26:38):
with Communications and I will never forget when I was 21 years old and I had an internship at sentel
which I think is now part of Sprint and I was an electrical engineer Communications sub major and
Bruce Becker the boss of the group I was in said to the entire group industry pays big bucks to
(26:59):
people who can manage people and even though we now not to not to talk out of the other side of
my mouth have ai systems that create systems and workflow systems and email Marketing Systems and
all the other things that Dear Old Coach Andy has learned since he was 21 years old um Bruce Becker
was right if you know how to handle people and you you can do that in a positive manner
(27:21):
there's absolutely you're you're you're dialing it up for Success you really are you really are
so I want you to be thinking about the skills that it takes not to influence the people but just to
get along with the people to understand to be a great team player but maybe you're a good customer
support person so the customer support person who sits on in the call center and answers the phone
(27:46):
calls when we call in or reads the email at the help desk and is going to use their communication
skills to help me Resolve my problem right they need to be empathetic nobody calls the customer
support line because they want to tell you what a great job you're doing they call the customer
support line because something's broken and they're hurting well the customer service
(28:07):
rep who's going to be better is going to be more empathetic is going to be more knowledgeable and
so that person is using communication skills but also subject matter expertise things that nature
but you can also be writing better marketing copy you could be the human resources person
who does a better job keeping employee morale up but there's going to be limits on what you can
(28:30):
do here because you're supporting the widget or the service so let's say you're between 50k and
100K again these are just general guidelines but I'm more than anything I'm I want you to
understand the meta analysis behind this and the relationship between skills and money then
when you get into the how layer oop sorry when you get into the how layer you've got the influencer
(28:58):
now the influencer is is the teacher is the system builder is the teacher teaches the other people
how to do what they need to do or optimizes it or builds the system for them so coach Andy is
an influencer in tier three here with the how because the results that I'm creating for you as
(29:20):
a coach I can build the system for you and I can teach you how to do it but if coach Andy was not
also the business owner required for setting up the infrastructure and the workflow and the
Automation in the top tier coach Andy would not be making as much money as coach Andy does okay
same kind of thing for you it doesn't matter to me that you have a 50 person team your your ability
(29:43):
to earn is still going to be capped and it also is a function of what it is you do with that 50% team
but you're going to need persuasion skills you're going to need presentation skills you're going to
need negotiation skills you're going to need un to understand how humans behave and in these in
these capacities you're talking about motivation through education your and sales Executives could
(30:08):
sell but if you are a seller even though you could earn millions and you could be off this page your
earning capacity is still kept you can't blow the lid off it if you're the best salesperson
in the world you still can't make zillions of dollars unless you're automating it because
(30:28):
cuz you are limited by you there's only one of you you can only sell so many widgets if
you're doing it in hand toand combat so you know you're in the 75 to 500,000 range maybe
higher depending on what you're selling but the point is that you are going to be limited by
(30:49):
time and Source or by customers there will be limiters to your earning capacity okay
and then if let's take it up or wrong the developer now this is the development of
people or the development of operations so project managers could could fall into this tier where
(31:12):
they're doing the running of the project and they're doing the teaching or you're running
a business unit or a practice right but you are going to be also capped by what number of bodies
number of widgets number of customers that you can generate you're still in the teaching phase
or the running phase or the management phase or the operational phase but this has not been
(31:36):
automated you with me so far so good so let's say you're up to 750,000 and if you want to earn the
millions you got to be able to come up with the needle moving ideas and not only that you need
to be able to automate the revenue you need to it doesn't matter how much money you save a company
(32:02):
even with brilliant ideas if you can't automate the revenue you your your earning capacity is
is is handicapped and that's wait hold on I do not misunderstand anything I'm saying today I want you
all to enjoy whatever you do and whatever capacity is and if you like solving cost cutting problems
(32:24):
more power to you but from an earning capacity I I'm going to pay more money to the person who
builds me a system that gives me unlimited money than the person who saves me a finite amount of
money even if that finite amount of money is a big number okay so this is really important so
(32:44):
you're talking about strategy here you're talking about idea generation you're talking about idea
implementation and you're talking about doing that in an automated fashion this is this is the
business owner the CEOs the top level Executives but by the way you could be a 30-year-old out of
(33:05):
school for 6 to eight years and figure out a way to come up with an automated system that
blows the lid off limits in your earning capacity so anybody could do this I'm just saying from a
traditional Evolution perspective this to me this to me is what's going to earn your Millions if
(33:29):
you can't do this it's harder to earn the millions so so this is the way I see the world now I'm not
saying any of that is absolute my point today so far is not to tell you that you can't earn a lot
of money doing something this way or that way I got attorneys that bill me by the project or Bill
(33:54):
Me by the hour I'm guessing they're making a good buck but their earning capacity is limited still
because they can only charge me so much I mean they could raise their rates right I could make
more money by charging you more for the coaching session but my point is I wanted to illustrate
this for you in how companies work in relation to what it is you do the skills you have and what
(34:21):
that means to you earning money and this I'm not gonna I'm not going to draw the conclusions all
the way to the end because somebody might say well Andy why the heck did I ever decide I wanted to
work for a consulting firm because now I'm limited by you know the dollar per hour that my company
charges for me and I can only make so much money that's right that's true and that's a good living
(34:45):
for a lot of people right or the seller who can sell can sell more widgets that's fine but what
happens you only have so much time to do the selling and so you have to build automated systems
that are not reliant on people to make money so somebody's asking me are automatic systems
(35:13):
always related to technological processes well if you can think of any way to create something
that does not require humans okay because if a human is in involved and needs to make it work
then it's not automatic wait so so wait so let's be really clear Lisa this because this is a great
(35:35):
question that okay Coach Andy has to create the webinar I created it and that in and of
itself is not a system that's coach Andy subject matter expertise coach Andy teaching okay that's
it I spent time an hour we create the webinar now the webinar is going to be available to everybody
(35:57):
but if I just say hey there's a webinar out there on my page that's not a system the webinar sits
there collects dust digital dust nobody watches it then I have to say well if Cara says hey
Andy I'll put a post out there and let them know there's a webinar that's not a system she has to
manually do that and it doesn't matter if we use a system to schedule it if she has to if if Cara
(36:21):
has to spend any time that's not a system I mean it's a system of sorts but it's not a money maker
system but if I paid for advertisement or this the social messages went out and you discovered that
there was a a a webinar and you could watch the webinar on your own time and then when the webinar
(36:44):
was done I sent you a message and said Lisa please buy this which is basically what happens right and
there's we have a conversation I'm not anywhere I'm not doing anything I'm sleeping that's an
automated system so that's what I'm talking about no humans involved no humans involved you cannot
become Limitless in your earnings if it's relied on people why we're limited by time and so that's
(37:13):
what I mean when I say an automatic system A system that workflows something is not automatic
it makes an automatic step is it a money M the answer to your question is if it makes money and
you do nothing thing that's an automatic system cool cool all right now I got a couple other
(37:34):
things for you so I just want to I just want I I have an act couple action items and then I have
a couple questions and a little challenge for you all right let's go back to this all right number
one I mentioned this earlier if you grab my buy one get one free of the zra code so you basically
(37:57):
pay for one hard cover you pay no shipping and I will send you two bucks anywhere in the world
if you do that and you are not a member of my leadership coaching program you can come tomorrow
where I'm going to be building helping my leaders build their career development plan for 2025 so
(38:18):
I'm going to teach you the career building plan part of the zebra code or you can grab an ebook
or audio book or a single hard cover if you want there is a free leadership and skills assessment
Cara can we give them the free booklet for the leadership uh and skill building road map so I
(38:38):
have a free booklet that you can grab that where you can take an assessment to see how your skills
stack up and then also use that free uh booklet or the zra code to actually outline your career
plan and think about it but I want but I have I have some some other I I have some other things
(38:58):
I want you to think about so those are some to-dos but I want you to I want you to just
Ponder these questions okay when it comes to your career anybody who's early in their career okay
anybody who's early in their career I want you to really think about what I just said meaning
that that that grid what kind of company do you want to join because a product company can make
(39:21):
a lot more money than a Services Company why I can sell more products than I can serve if
I'm a consultancy and I'm a Service Company the only way for me to make more money is what hire
more bodies and in order to hire more bodies I got to what incur more expense so I'm not
going to be as profitable as a product company that can effectively manufacture in an automated
(39:45):
Fashion unreliant on people follow me is that something you want to consider maybe maybe not
just think about your career think about what are the skills that I'm I'm lacking that I need
I had a session uh Monday with a young lady I don't know exactly how old she is but if
I had to take a gander I'd say she's maybe 30 maybe and we had a coaching session the subject
(40:11):
of her coaching session the goal was to help her understand that she's in a company she's
been working there for a handful of years she doesn't want to leave and I wouldn't recommend
that she does it's a great great company she's got a great role but she wants to understand
what are her Pathways what are the skills she needed to build what are other options if she
(40:33):
chose to go into a slightly different career within the organization she and I that's what our
primary discussion was on Monday and I was able to show her these skills mean this you're here if
you want to go this path these are the skills you need to build you want to go this path these are
the skills you need to build if you go to this path here's the plus pluses here's where you're
(40:53):
limiting yourself we went through all of that so I want you to think about it was awesome session
I love that I want you to do this with yourself you got to have some knowledge obviously of career
paths and and understanding of of what the future will look like if you choose a different route and
build particular skills but I want you to think about what are those skills and then I want you
to think about well what are the companies that that would enable me to build the skills I want or
(41:21):
companies that likely would be more financially stable because they're less reliant on is not
no problem with relying on humans for certain functions within companies but there is absolutely
no way I earn as much money as I do for the mile walk Academy if all I did was coach individuals I
(41:44):
just couldn't earn enough meaning I I could there meaning there would be a limit on what I could
earn even if my 40 hour a week schedule was booked every hour with a person no but I I I balance
what I do and each part of my business feeds other part of my businesses and I always weigh the cause
(42:05):
and effect let me give you an example because I I don't want you to think blindly about this all of
you and I I'm using myself as an example because I feel like you understand what I do so part of what
I do is I have online products that people can buy at any time and they can watch them on their
own I don't need to be there and everything's recorded and there's booklets I've created and and
(42:27):
and things of things of that nature okay well that is Limitless if I put a workflow together
that sells those programs and that's true and you might say well okay well if that's Limitless why
would you spend any time coaching individuals now I balance The Limited earning um functions
and capacities because when I coach individuals that keeps me sharp my teaching sharp it helps
(42:55):
me learn the environments the positions what these functions are what they mean in Germany or France
or or Korea or whatever and it's giving me data that makes the quality of my product that I sell
in an automated fashion better so I'm willing to sacrifice fin finances in one service I provide
(43:18):
to increase the quality of the product I create you follow me really important then that's one
example another example and this was this is kind of a silly one I I thought about this the other
day my wife has like $4,000 hair I don't even know what she pays I'm just kidding maybe not it's it's
(43:39):
expensive hair that's all I know right all your ladies out there right you got that expensive
hair right you go you know they they put the highlights and the coloring in and they do the
chopping and the cutting and the blow drying and the redoing it and whatever right it's it's like
it's like expensive okay I can't believe what she spend so the other day she said I'm running
(44:00):
an errand I where are you going she says well I'm going to this the place I told you about to get
my roots done she's going to get Dy her hair okay and this is really funny and the reason I'm using
this as an illustration is somebody was ingenious enough to come up with this business model women
(44:20):
I'm sure a lot of you can identify I can't because I just let the Grays go so my wife used to go to
the to to the to her stylist did she charge her th thousands of dollars or whatever to touch up
her roots or then she' do it at home with the box but there's this place that's all they do Roots
except they don't you don't pay to go and get your roots done you pay a subscription now the ladies
(44:46):
that that service the hair well there's only so many of those ladies and they can only take
so many appointments at one time but to take the lid off their earnings even though it's a services
business they create a subscription model this is a blend right because what happens is my wife
just pays a monthly fee and if she goes once it basically pays the monthly fee but if she
(45:08):
doesn't go then they packet the money or she can go a couple times it still pays the fee so
for them they're earning more money by only by by Trying to minimize the the limiting factor of time
and people so there's millions of ways to make money my point is that's a blended model where
(45:28):
there's no limit on how many people can have a subscription and and they know statistically that
not everybody's going to show up every month for their for their for their you know dying of the
hair and there's probably a limited number anyway I just want you to know you I really want you to
think about when you're looking at companies what do they do all right and the next thing I want to
(45:48):
say here to kind of cap this all off is I have a I have a a challenge for you then I'll clean up
the thing about the Z code um I want you think about this skill building is hard I told you
it's hard I told you it's confusing I told you you're going to have a tension span you're going
to issues you're going to have life Interruption issues right you're going to have I don't know
how to do- IT issues and you're going to you're going to have issues related to I'm not sure what
(46:12):
to do first what to do second what to do third or how they're going to pay off all right I've
packaged that for you some of it's free and some of it's paid but Any Which Way in whatever you
do I want you to think about this I wrote it down because I really want to drive this home
the my challenge is are you going to make time because the skills that you need that are going to
pay you a lot of money you're not going to develop between 9 and5 you won't you're going to need to
(46:36):
work harder and then will you put in the work so are you going to make the time A and B will you
put in the work all right I hope you enjoyed that if you're here with me live and you did make sure
to click the like button or if you're watching this on the recording make sure to click the like
button make sure you subscribe to the station if you are here with me live we're going to
go to the chat do some Q&A if you're watching this on the recording I'll see you next week
today I want to talk about how your skills affect your earning power although I think this is going
to be a really fun talk because it's going to be much more than that it's I want you to think on
a grand scale not just about skills and skills you have and how they can affect your earning
power but how they affect the career choices you make or how the career choices you make affect
(00:21):
the skills you build that's for second thing the skills themselves and then the companies that you
work for how that affect FS your ability to build skills and earn so I think it's going to be a lot
of fun uh I a lot of the talks that I give you are ABC one two three do this first do this second
do this third this talk is not going to be like that this is a much more I want to say I opening
(00:46):
or I want to give you a perspective so that you understand how all of these influences contribute
to your ability to make money what are those skills that make you tens of thousands what are
those skills that make you hundreds of thousands what are those skills that make you Millions what
is the inertia that goes along with preventing you from being able to do that now I know money
(01:07):
is not everything but can we agree that more is better than less I would rather you have more and
figure out what to do with it than not have enough and you know foreclose on the house and can't pay
the mortgage or whatever it is can't put food on the table or send those kids to the Ivy League
schools that you want to so I don't want to have to say this every single time I make a point today
(01:30):
money is not everything and you do need to Define what success is for you but you can take the
emotional part and you could do the emotional reward today I want to talk to you about the
financial impacts cool great good good stuff all right now um I was trying to think because I know
(01:51):
a lot of you follow me for job searching and I do know a lot of you follow me for leadership
coaching and I've never discussed this type of topic with this group yes we've talked about you
know salary negotiation and how to get you paid more and all the fancy ways you can get paid but
today I I want to I want to talk about this in a little different fashion and I was trying to
(02:12):
think short of you know opening up my bank account or showing you the myok and myok Academy books so
that you know that I know what I'm talking about uh I'm going to try to give you a couple of points
here just to give you a frame of reference about why I think I'm I'm equipped to talk with you
about this and the the F the first the first thing is I was an employee just like you and I got the
(02:39):
salaries and the bonuses just like you so I earned in a in a in a fashion similar to the way that you
earn uh but but the one thing that I do want to tell you about when I was an employee which was
about half of my career half of my 36- year career that I believe I was paid in just about every
imaginable Financial format that employers ERS give you I had the salary I had the the bonuses I
(03:03):
was paid in management by objective bonuses I was paid in commissions I was paid in dividends I had
restricted stock units incentive stock options non-qualified options profit interest units
Phantom stock I had all that stuff L tips LS tips I had all kinds of compensation structures and I
looked at the relationship between how I was paid what I did the skills I had then I thought about
(03:30):
and I want you to appreciate me as a business owner I've run a Services business I've run a
products and services business that that you are familiar with myok and the myok academy but I have
real estate investment companies I have other businesses that I've built not to mention as
a an investor I've an angel invested in products companies products and services companies Services
(03:53):
only companies at every imaginable exotic way to make money I have tried them all I truly I truly
have and not only that as a business owner but even as an employee I had to build systems that
were efficient workflows that that created ways to make money save money and I looked at the skills
(04:14):
that it took me to to do that the other part about motivating people and managing people and skills
related to that and how that helped me earn money or not just as a corporate practitioner and an
employee but also as a coach who works and gains his outputs through you and the value through you
that I coach and so I looked back at all of that and I I I I I was trying to think about is there
(04:41):
a relationship between the skills themselves and so what are the skills and how do you learn them
is one question and if you want to learn a single skill a skill it's super easy to do that if you
want to be a better seller that's easy to find people who can teach you that there's books out
there there's blogs out there there's people out there there's TED Talks out there there's training
(05:03):
programs you can go to you want to be a better project manager easy peasy you want to be more
organized no problem and that's simple stuff and it's accessible to you and if you put the time in
you're going to become better at a skill but that wasn't good enough for me I don't want to teach
you a skill I challenged myself because I want to teach you all the skills that I think that you
(05:25):
need to build in order to live a maximum career that's most enjoyment reaching Highest Potential
maxing out everything that you have and I have been doing that since March of 2019 in different
modalities in my leadership coaching program some of you are familiar I meet every month with
members of that program to teach them my latest strategies and skills and tactics on the skills I
(05:50):
believe you need to build to become great at your career whatever your function is and not only that
I've I've given it to you in blogs I've given it in videos and I've given it to you in books
and so I really challenged myself to to develop a methodology that helps you in the in the in in
the best possible way because because long-term skill development it's freaking hard it's hard
(06:16):
why because you have attention span issues right we have life Interruption issues it's confusing to
say the least not only that you have lack of knoow issues it doesn't mean you're not smart it just
you haven't learned it yet you don't know I have to learn the skill how do I learn the skill what
do I need to do to actually learn the skill practice it and be better at it but add all
(06:38):
that nonsense up and all of those problems and in total they don't compare to the absolute
worst issue which is knowing which skills are going to give you the greatest Roi meaning what
skills should I learn first where the Dividends are going to compound what skills as it relates
to financial reward are the ones I should be building and how do I how do I how do I know
(07:04):
all that because I made all the same mistakes that everybody makes it's just I've been spending a lot
of time obsessing over this for decades and so I packaged it all up a lot of you I know are members
of my leadership program a really inexpensive way to grab these Concepts is in the zebra code book
uh step-by-step guide to mastering career skills that make you a standout professional if you like
(07:28):
what we're talking about today this is a really budget friendly way of of of of getting exposure
in more detail to what I'm going to be sharing with you today it's also the cheapest way to join
me tomorrow in my leadership coaching program I'll tell you more about that so who wants to
be rich give me an I want to be rich in the chat because I a kaching or one of those funny emojis
(07:51):
you know with the tongue sticking out with the dollar sign let's have it have at it in the chat
I'm going to run through a number of slides where I break this down so that you understand career
choices company choices skill choices function choices how does this affect my ability to earn
because if you think you're working hard and you don't think you're getting paid enough the
answer isn't what I'm about to tell you in the next I don't know 20 or 30 minutes or so cool
(08:17):
awesome Darcy's got it going on Dana's got it going on Magdalene has got it
going look at that that's right I want you to be rich I want you to be rich all right
so first thing you need to understand is that and I mentioned March 2019 and over these last nearly
six years I have been working with my leaders and members of that of leadership coaching program
(08:42):
to actually teach them this methodology help them understand the kind of skills they need to
build put their Career Development plans together that's something we're actually going to be doing
tomorrow but in order for this group to understand the relationship between function and dollars you
need to understand the way I see the world as it as it relates to you being able to progress
(09:02):
through your career so let me give you that very quickly here so you should be seeing me in the
corner and a in a leadership skill building road map this is my my proprietary methodology for how
somebody evolves as a white collar professional it doesn't matter what your function is okay number
one there's producer level skills and activities and I'm going to be very specific about what these
(09:28):
are but when you start your career however as you go through your entire career so in the beginning
and for every day throughout the rest of your life you need to maintain producer level skills
and what do I mean what do I mean when I say producer I mean that you can operate independently
(09:50):
being proficient at cranking out the widget and we'll get more specific here in a second but can
you all understand that right when I get out of school when I get into becoming an engineer or an
accountant or a developer or a coder or a marketer or a seller right we want to we want to be able to
(10:11):
be proficient at doing what we do now there are skills that are associated with this they're the
hardest skills to build and they take the long n the longest nurturing and they atrophy the fastest
if we don't keep at it so I'm going to talk about what those are then you become a communicator now
that's not to say you don't become a communicator the day you walk out of of college with your shiny
(10:35):
new degree but as you evolve and you become more proficient you start to learn communication skills
as it relates I want to be very specific here as it relates to building relationships with
others okay building relationships being a team player helping people achieve desired
outcomes their outcomes and then as you evolve it takes even more communication skills to actually
(11:01):
Influence People you could be influencing your team you can be influencing your customers you
can be influencing a body of people I influence my community I influence my customers through these
sessions like this and premium sessions as well but actually there's communicating understanding
how to communicate two-way communication there's written communication there's verbal communication
(11:23):
there's non-verbal communication there's email communication there's all kinds of stuff Social
Media communication but when it comes to inspiring others that requires even more skills because you
have to learn human psychology and behavior and patterns and understand the buttons you need to
push I mean that in a good way not a bad way but you get the idea those are even greater
(11:44):
skills that take longer to learn because you need more practice and more scenarios
at understanding because humans are so complex when it comes to communication that there are
so many things you need to know about how to do that effectively then as you evolve you get into
the development of people and the development of systems the motivation the being able to get the
(12:06):
group working as a team the ability to get the individual to reach their maximum potential or
the systems to reach their maximum potential and then you top out in the ideation the ideation
portion where you can create needle moving ideas that set the tone that set the market
that set the new product line that create and make break throughs whether that's internally in your
(12:31):
organizations externally with your communities or Partners or or globally with your customers
and so I see everybody evolve into the in across this kind of pyramid or rising up the Spectrum
now I want you to understand and I want to be really clear here a person who's 22 years old
(12:53):
who's an emerging professional and just getting started needs to build skills in the top tier
okay this is not I have to wait 30 years and be Andy's age to do this no you you still need to
generate ideas and there are skill sets and formulas to do that and if you practice them
you can start building those skills early but when you want to gain return on your investment
(13:18):
in alignment with where you are in your career I see you evolving this way it's not linear because
you're going to build skills in all of these in all of these levels throughout your entire life
so what does this mean like like let's get let's get a little bit a little bit more prescriptive
here so the way that I break down the skill sets just so you know what I mean when I say a producer
(13:43):
is these are the skills that I've identified that you need to build in order to be the best producer
possible so things like your ability to focus build good habits have willpower energy
confidence know how to plan run your day know how to have a good decision- making structure be
(14:06):
self-aware you get the idea now you're wondering probably why are some of those in red and why are
some of them in Black well in the zebra code in the book that I just flashed here that I know a
lot of you have purchased there we go um the red ones actually willpower should be red as well
(14:26):
but all of the ones that are in red actually have lessons inside the zebra code book so I
literally have a chapter or there's a conflation of skills that create a chapter like planning
and productivity as an example inside the zebra code so that's just for your reference if you're
interested in understanding what's inside the book when you become a communicator and again
(14:51):
this is something that you can start very early in your career because anybody who's empathetic
anybody who listens effectively anybody who speaks effectively or knows knows how to tell stories or
build trust or build relationships that's a good thing but this takes practice so it doesn't occur
as immediately and what else is different about in this case column one in column two if you notice
(15:17):
on the left the producer level skills what do you notice is common about them they require
no one else does that make sense they require no one else to help you build those but what about
column two while technically speaking if we really want to get specific building trust is something
(15:42):
I do with myself but really I'm talking about building trust in others well I can be empathetic
with myself but I'm really talking about being empathetic with someone else listening I should
be listening to myself but I'm really talking about listening to somebody else and speaking
I'm talking about speaking to somebody else you get the idea so the communicator level here is
(16:05):
going to require much more time and much more interaction with others it's going to take it's
going to take others in order for you to build and practice that skill same thing with influencer now
in order to influence somebody in order for me to influence you meaning in a positive way
to teach you and build trust I need to know what I'm doing and if you don't know what you're doing
(16:32):
when it comes to your trade no one's going to pay attention to you and so there's there's subject
matter expertise skills that need to be built so just for me to be knowledgeable on what I'm
doing doesn't mean I'm going to be and I'm going to have the skills to influence you in a positive
way to sell to you in a positive way but those are other skills and so in here we're talking about
(16:59):
being persuasive understanding how to present understanding how to facilitate collaborate
negotiate Network understanding how to elicit what you want and getting it from anybody at any time I
have lessons inside the leadership library on all of these in the leadership coaching program but
in the zebra code again the red the red skills are in the book and then developer we're talking about
(17:24):
managing people motivating people and so on and so forth promoting C managing change development of
the systems hiring building teams and then when we get into the Visionary level we're talking about
the idea generation and being creative and I'm not talking about artsy creative like pretty pictures
(17:46):
and pretty abstract paintings and pretty Graphics I'm talking about creative when it comes to ideas
there's a formulaic way for you to generate ideas I teach that as well so this gives you an idea of
what I mean and by the way all of these are available in my leadership coaching program I
(18:07):
teach on how to create an Innovative environment I teach on all of these things all of these things I
have detailed lessons in the program but now what I want to talk to you about is how companies work
so now that you have an idea of what I mean by each of the different tiers and all of you are
(18:29):
probably drawing a relationship between what you do and the type of tiers that I was just talking
about seeing the applicability of those skills but I want to talk to you about how all companies
operate it makes no difference what company you work for what the company creates what the company
(18:51):
does the service the company provides it makes no difference whether it creates a widget toothpaste
provides a service like consultant Consulting whether you're a lawyer a doctor or whatever
it makes no difference every single company has these three layers first layer the whats this
(19:14):
is what is it that we build what is it that we provide what's the service we provide and when
you're at the producer level and you are operating within the whats your earning capacity is limited
by what time it's limited by time the mechanic Who services my car and fixes the engine can only fix
(19:39):
so many engines in a 40-hour work week that person is trading their brain and their muscles for time
for money in time for money when I do a onetoone coaching session with you that is a widget or a
service that I provide my earning capacity as coach Andy doing a onetoone coaching session
(20:02):
is limited by time when I'm coaching somebody individually because I can only coach one person
at a time and there's only so many hours in the day you follow me I know this sounds basic but
when you wonder why you can't earn more money it all starts here and I'm going to show you
the entire picture but it all starts with you are limited by time that will never change ever the
(20:27):
next layer in an organization is the how this layer is usually reserved for the managers and
the teachers and the designers of the process where you are creating results through building
of something that is dependent on people okay the scale and the limiter here is you are limited by
(20:51):
the number of people or the Personnel or the number of customers so technically speaking
I could do a group coaching session but I'm still limited there's a still a limiter you could manage
a five-person team or a 50 person team but you're still going to be your outputs are going to be
limited by time and people and yes I can build a system that people do like I built a job search
(21:18):
coaching program and people can go and use that and that the teacher is teaching them the how and
my results and my output are still a function of anybody who takes that program so there's limiters
in this in the middle layer still by scalability but where you make real real money and you can't
(21:40):
make real real money unless you do the top tier and that's systematizing so this is systems that
generate the results without humans so I want you to imagine I can build something that is
completely inde dependent of me or people or Cara or anybody else in the myok academy because we
(22:05):
could drive results through automation that make us money while we sleep so as an example at the
bottom tier the what that's imagine coach Andy doing a onetoone coaching session because that's
a service that I provide or that's coach Andy sitting in his office creating a video that's
(22:27):
going to go inside one one of his programs that's still a widget and my earning capacity is really
limited if I do that if I go and I'm coach Andy and I start teaching groups I can make more money
but I'm still limited by the number of people in the group or the number of people on my team you
(22:48):
go into the top tier so what coach Andy does is coach Andy builds products that he can sell all
the time and a few uh many of you were at a job search challenge Workshop that I had a couple
weeks ago I was present and you were seeing me do it and deliver it live my capacity to earn
(23:08):
in that section of the year was limited by time and the number of people that were there because
I was delivering it to you in real time and there was no system that was actually manufacturing the
revenue for me I was doing that you follow me but some of you are familiar with the
(23:29):
fact that I have webinars that run 24x7 okay the webinar itself that runs all the time is
a system but the system that makes the money is not the webinar the system that makes the money
is the workflow that automates your ability to find the webinar watch the webinar and then for
(23:52):
us to facilitate dialogue with you after you've watched the webinar to en roll in a program and
all of that occurs while I sleep every morning I wake up I kid you not I check my bank account
and it better be bigger than it was when I went to sleep that's a system that creates a workflow
(24:14):
that does everything in automation that generates the revenue I only created the webinar once and
that webinar makes money every single day and I don't do a thing that's a system that drives
automated Revenue my ability to earn is unlimited does this make sense give me
(24:35):
a hey in the chat you following along you can't make real money until you get yourself out of the
equation industry pays big bucks for the top tier give me a hey in the chat tell
me your tracking so far then let's get let's get down to the details
(25:02):
all right I see the pink wavy hands all right now well how does all this relate to you that's
all great that that coach Andy's rich but how do I get rich too because you know you know nothing
Thrills me more than when I can do my part to make you rich okay all right next thing let's
go into the leadership or zebra tears so if I say my leadership methodology or my zebra methodology
(25:26):
I'm talking about the pyramid that I just that I just showed you okay first things first okay at
the producer tier at the producer tier operating independently building skills like Focus planning
productivity and what I just showed you on the previous slide these are generally speaking
individual contributors that self-manage that create the widget that account for the books
(25:52):
that build the semiconductors um low-level sales associates administrators accountants
get the idea now I'm not going to say this every time yes there are individual contributors that
earn more than $75,000 a year okay I'm trying to give you for illustrative purposes based on my 36
years of experience as a corporate practitioner an executive recruiter and a career coach who's
(26:17):
seen lots of salaries and and Associated the skills that people have with how much they earn
so that's that's the foundational tier then when you get this is also the whats when you
get into the communicator tier you're creating outputs of value and you're doing it with more
(26:38):
with Communications and I will never forget when I was 21 years old and I had an internship at sentel
which I think is now part of Sprint and I was an electrical engineer Communications sub major and
Bruce Becker the boss of the group I was in said to the entire group industry pays big bucks to
(26:59):
people who can manage people and even though we now not to not to talk out of the other side of
my mouth have ai systems that create systems and workflow systems and email Marketing Systems and
all the other things that Dear Old Coach Andy has learned since he was 21 years old um Bruce Becker
was right if you know how to handle people and you you can do that in a positive manner
(27:21):
there's absolutely you're you're you're dialing it up for Success you really are you really are
so I want you to be thinking about the skills that it takes not to influence the people but just to
get along with the people to understand to be a great team player but maybe you're a good customer
support person so the customer support person who sits on in the call center and answers the phone
(27:46):
calls when we call in or reads the email at the help desk and is going to use their communication
skills to help me Resolve my problem right they need to be empathetic nobody calls the customer
support line because they want to tell you what a great job you're doing they call the customer
support line because something's broken and they're hurting well the customer service
(28:07):
rep who's going to be better is going to be more empathetic is going to be more knowledgeable and
so that person is using communication skills but also subject matter expertise things that nature
but you can also be writing better marketing copy you could be the human resources person
who does a better job keeping employee morale up but there's going to be limits on what you can
(28:30):
do here because you're supporting the widget or the service so let's say you're between 50k and
100K again these are just general guidelines but I'm more than anything I'm I want you to
understand the meta analysis behind this and the relationship between skills and money then
when you get into the how layer oop sorry when you get into the how layer you've got the influencer
(28:58):
now the influencer is is the teacher is the system builder is the teacher teaches the other people
how to do what they need to do or optimizes it or builds the system for them so coach Andy is
an influencer in tier three here with the how because the results that I'm creating for you as
(29:20):
a coach I can build the system for you and I can teach you how to do it but if coach Andy was not
also the business owner required for setting up the infrastructure and the workflow and the
Automation in the top tier coach Andy would not be making as much money as coach Andy does okay
same kind of thing for you it doesn't matter to me that you have a 50 person team your your ability
(29:43):
to earn is still going to be capped and it also is a function of what it is you do with that 50% team
but you're going to need persuasion skills you're going to need presentation skills you're going to
need negotiation skills you're going to need un to understand how humans behave and in these in
these capacities you're talking about motivation through education your and sales Executives could
(30:08):
sell but if you are a seller even though you could earn millions and you could be off this page your
earning capacity is still kept you can't blow the lid off it if you're the best salesperson
in the world you still can't make zillions of dollars unless you're automating it because
(30:28):
cuz you are limited by you there's only one of you you can only sell so many widgets if
you're doing it in hand toand combat so you know you're in the 75 to 500,000 range maybe
higher depending on what you're selling but the point is that you are going to be limited by
(30:49):
time and Source or by customers there will be limiters to your earning capacity okay
and then if let's take it up or wrong the developer now this is the development of
people or the development of operations so project managers could could fall into this tier where
(31:12):
they're doing the running of the project and they're doing the teaching or you're running
a business unit or a practice right but you are going to be also capped by what number of bodies
number of widgets number of customers that you can generate you're still in the teaching phase
or the running phase or the management phase or the operational phase but this has not been
(31:36):
automated you with me so far so good so let's say you're up to 750,000 and if you want to earn the
millions you got to be able to come up with the needle moving ideas and not only that you need
to be able to automate the revenue you need to it doesn't matter how much money you save a company
(32:02):
even with brilliant ideas if you can't automate the revenue you your your earning capacity is
is is handicapped and that's wait hold on I do not misunderstand anything I'm saying today I want you
all to enjoy whatever you do and whatever capacity is and if you like solving cost cutting problems
(32:24):
more power to you but from an earning capacity I I'm going to pay more money to the person who
builds me a system that gives me unlimited money than the person who saves me a finite amount of
money even if that finite amount of money is a big number okay so this is really important so
(32:44):
you're talking about strategy here you're talking about idea generation you're talking about idea
implementation and you're talking about doing that in an automated fashion this is this is the
business owner the CEOs the top level Executives but by the way you could be a 30-year-old out of
(33:05):
school for 6 to eight years and figure out a way to come up with an automated system that
blows the lid off limits in your earning capacity so anybody could do this I'm just saying from a
traditional Evolution perspective this to me this to me is what's going to earn your Millions if
(33:29):
you can't do this it's harder to earn the millions so so this is the way I see the world now I'm not
saying any of that is absolute my point today so far is not to tell you that you can't earn a lot
of money doing something this way or that way I got attorneys that bill me by the project or Bill
(33:54):
Me by the hour I'm guessing they're making a good buck but their earning capacity is limited still
because they can only charge me so much I mean they could raise their rates right I could make
more money by charging you more for the coaching session but my point is I wanted to illustrate
this for you in how companies work in relation to what it is you do the skills you have and what
(34:21):
that means to you earning money and this I'm not gonna I'm not going to draw the conclusions all
the way to the end because somebody might say well Andy why the heck did I ever decide I wanted to
work for a consulting firm because now I'm limited by you know the dollar per hour that my company
charges for me and I can only make so much money that's right that's true and that's a good living
(34:45):
for a lot of people right or the seller who can sell can sell more widgets that's fine but what
happens you only have so much time to do the selling and so you have to build automated systems
that are not reliant on people to make money so somebody's asking me are automatic systems
(35:13):
always related to technological processes well if you can think of any way to create something
that does not require humans okay because if a human is in involved and needs to make it work
then it's not automatic wait so so wait so let's be really clear Lisa this because this is a great
(35:35):
question that okay Coach Andy has to create the webinar I created it and that in and of
itself is not a system that's coach Andy subject matter expertise coach Andy teaching okay that's
it I spent time an hour we create the webinar now the webinar is going to be available to everybody
(35:57):
but if I just say hey there's a webinar out there on my page that's not a system the webinar sits
there collects dust digital dust nobody watches it then I have to say well if Cara says hey
Andy I'll put a post out there and let them know there's a webinar that's not a system she has to
manually do that and it doesn't matter if we use a system to schedule it if she has to if if Cara
(36:21):
has to spend any time that's not a system I mean it's a system of sorts but it's not a money maker
system but if I paid for advertisement or this the social messages went out and you discovered that
there was a a a webinar and you could watch the webinar on your own time and then when the webinar
(36:44):
was done I sent you a message and said Lisa please buy this which is basically what happens right and
there's we have a conversation I'm not anywhere I'm not doing anything I'm sleeping that's an
automated system so that's what I'm talking about no humans involved no humans involved you cannot
become Limitless in your earnings if it's relied on people why we're limited by time and so that's
(37:13):
what I mean when I say an automatic system A system that workflows something is not automatic
it makes an automatic step is it a money M the answer to your question is if it makes money and
you do nothing thing that's an automatic system cool cool all right now I got a couple other
(37:34):
things for you so I just want to I just want I I have an act couple action items and then I have
a couple questions and a little challenge for you all right let's go back to this all right number
one I mentioned this earlier if you grab my buy one get one free of the zra code so you basically
(37:57):
pay for one hard cover you pay no shipping and I will send you two bucks anywhere in the world
if you do that and you are not a member of my leadership coaching program you can come tomorrow
where I'm going to be building helping my leaders build their career development plan for 2025 so
(38:18):
I'm going to teach you the career building plan part of the zebra code or you can grab an ebook
or audio book or a single hard cover if you want there is a free leadership and skills assessment
Cara can we give them the free booklet for the leadership uh and skill building road map so I
(38:38):
have a free booklet that you can grab that where you can take an assessment to see how your skills
stack up and then also use that free uh booklet or the zra code to actually outline your career
plan and think about it but I want but I have I have some some other I I have some other things
(38:58):
I want you to think about so those are some to-dos but I want you to I want you to just
Ponder these questions okay when it comes to your career anybody who's early in their career okay
anybody who's early in their career I want you to really think about what I just said meaning
that that that grid what kind of company do you want to join because a product company can make
(39:21):
a lot more money than a Services Company why I can sell more products than I can serve if
I'm a consultancy and I'm a Service Company the only way for me to make more money is what hire
more bodies and in order to hire more bodies I got to what incur more expense so I'm not
going to be as profitable as a product company that can effectively manufacture in an automated
(39:45):
Fashion unreliant on people follow me is that something you want to consider maybe maybe not
just think about your career think about what are the skills that I'm I'm lacking that I need
I had a session uh Monday with a young lady I don't know exactly how old she is but if
I had to take a gander I'd say she's maybe 30 maybe and we had a coaching session the subject
(40:11):
of her coaching session the goal was to help her understand that she's in a company she's
been working there for a handful of years she doesn't want to leave and I wouldn't recommend
that she does it's a great great company she's got a great role but she wants to understand
what are her Pathways what are the skills she needed to build what are other options if she
(40:33):
chose to go into a slightly different career within the organization she and I that's what our
primary discussion was on Monday and I was able to show her these skills mean this you're here if
you want to go this path these are the skills you need to build you want to go this path these are
the skills you need to build if you go to this path here's the plus pluses here's where you're
(40:53):
limiting yourself we went through all of that so I want you to think about it was awesome session
I love that I want you to do this with yourself you got to have some knowledge obviously of career
paths and and understanding of of what the future will look like if you choose a different route and
build particular skills but I want you to think about what are those skills and then I want you
to think about well what are the companies that that would enable me to build the skills I want or
(41:21):
companies that likely would be more financially stable because they're less reliant on is not
no problem with relying on humans for certain functions within companies but there is absolutely
no way I earn as much money as I do for the mile walk Academy if all I did was coach individuals I
(41:44):
just couldn't earn enough meaning I I could there meaning there would be a limit on what I could
earn even if my 40 hour a week schedule was booked every hour with a person no but I I I balance
what I do and each part of my business feeds other part of my businesses and I always weigh the cause
(42:05):
and effect let me give you an example because I I don't want you to think blindly about this all of
you and I I'm using myself as an example because I feel like you understand what I do so part of what
I do is I have online products that people can buy at any time and they can watch them on their
own I don't need to be there and everything's recorded and there's booklets I've created and and
(42:27):
and things of things of that nature okay well that is Limitless if I put a workflow together
that sells those programs and that's true and you might say well okay well if that's Limitless why
would you spend any time coaching individuals now I balance The Limited earning um functions
and capacities because when I coach individuals that keeps me sharp my teaching sharp it helps
(42:55):
me learn the environments the positions what these functions are what they mean in Germany or France
or or Korea or whatever and it's giving me data that makes the quality of my product that I sell
in an automated fashion better so I'm willing to sacrifice fin finances in one service I provide
(43:18):
to increase the quality of the product I create you follow me really important then that's one
example another example and this was this is kind of a silly one I I thought about this the other
day my wife has like $4,000 hair I don't even know what she pays I'm just kidding maybe not it's it's
(43:39):
expensive hair that's all I know right all your ladies out there right you got that expensive
hair right you go you know they they put the highlights and the coloring in and they do the
chopping and the cutting and the blow drying and the redoing it and whatever right it's it's like
it's like expensive okay I can't believe what she spend so the other day she said I'm running
(44:00):
an errand I where are you going she says well I'm going to this the place I told you about to get
my roots done she's going to get Dy her hair okay and this is really funny and the reason I'm using
this as an illustration is somebody was ingenious enough to come up with this business model women
(44:20):
I'm sure a lot of you can identify I can't because I just let the Grays go so my wife used to go to
the to to the to her stylist did she charge her th thousands of dollars or whatever to touch up
her roots or then she' do it at home with the box but there's this place that's all they do Roots
except they don't you don't pay to go and get your roots done you pay a subscription now the ladies
(44:46):
that that service the hair well there's only so many of those ladies and they can only take
so many appointments at one time but to take the lid off their earnings even though it's a services
business they create a subscription model this is a blend right because what happens is my wife
just pays a monthly fee and if she goes once it basically pays the monthly fee but if she
(45:08):
doesn't go then they packet the money or she can go a couple times it still pays the fee so
for them they're earning more money by only by by Trying to minimize the the limiting factor of time
and people so there's millions of ways to make money my point is that's a blended model where
(45:28):
there's no limit on how many people can have a subscription and and they know statistically that
not everybody's going to show up every month for their for their for their you know dying of the
hair and there's probably a limited number anyway I just want you to know you I really want you to
think about when you're looking at companies what do they do all right and the next thing I want to
(45:48):
say here to kind of cap this all off is I have a I have a a challenge for you then I'll clean up
the thing about the Z code um I want you think about this skill building is hard I told you
it's hard I told you it's confusing I told you you're going to have a tension span you're going
to issues you're going to have life Interruption issues right you're going to have I don't know
how to do- IT issues and you're going to you're going to have issues related to I'm not sure what
(46:12):
to do first what to do second what to do third or how they're going to pay off all right I've
packaged that for you some of it's free and some of it's paid but Any Which Way in whatever you
do I want you to think about this I wrote it down because I really want to drive this home
the my challenge is are you going to make time because the skills that you need that are going to
pay you a lot of money you're not going to develop between 9 and5 you won't you're going to need to
(46:36):
work harder and then will you put in the work so are you going to make the time A and B will you
put in the work all right I hope you enjoyed that if you're here with me live and you did make sure
to click the like button or if you're watching this on the recording make sure to click the like
button make sure you subscribe to the station if you are here with me live we're going to
go to the chat do some Q&A if you're watching this on the recording I'll see you next week
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