62 - Why You’re Not Succeeding Yet | The Truth About Pain, Fear, and Growth

Welcome to the Impact Podcast. I'm Eddie Wilson, here to help you visualize what others cannot see, create opportunities where others have failed, and push you to build empires where once there was empty space. Let's embark on this journey together and make a difference in this world. Hey guys, Eddie Wilson here. Thanks so much for joining the Impact Podcast today. As always, this is my favorite time of the week because I get to teach you something. So many people reach out on social and ask for some help. And I always take the time each week to help on a podcast. And we're going to do that today. I've got a special guest today. This is Jonah, my special guest. And I appreciate Jonah for being on. Thanks so much for coming on today. Thank you for having me on here. So I always take a topic with our guest and kind of co-teach it with them. And just to kind of give some background. If you don't mind, give them a little bit of your background, what you're currently doing, and then we'll jump into what we're teaching today. Yeah. So originally, Grapin, Sioux Falls, South Dakota, a town of less than a thousand people. And growing up there, the average income there was $30,000 a year. So growing up, I thought if I could make a hundred grand, I'd be set and I'd be good. So that was really my goal growing up. And the only people I knew that did that were my parents' friends and family that were in their 40s and 50s that had climbed the corporate ladder. And growing up in South Dakota, out in the country, very isolated, my high school was in the middle of a cornfield. So I didn't even know what the word entrepreneur meant. And I didn't know of this world that we live in today. And so did that. And then one thing led to the next and then ended up figuring out about just got really at 19 years old, I got really into personal development and reading entrepreneur books and studying more about it. And then I'm reading all these books, I'm asking people, I'm like, well, what's the first step to be successful? And they said, we'll get into sales. And so I'm like, okay, well, and then I'm looking into all these different sales opportunities. And that's when God made led me into insurance. And so if I knew I wanted, I knew that if I wanted to be successful, I had to move out of my hometown. So I was like, all right, well, what's the next closest biggest city to me is Omaha and Minneapolis, which both of those cities suck. So I was like, all right, well, the next best one is Chicago, someone moved to Chicago. So I moved to Chicago at 20 years old, didn't know anybody when I moved there during move during the height of COVID, which is perfect. Because I moved to a spot downtown, downtown, they gave me three months free of rent. So I had to disperse throughout the entire lease. So I was able to live downtown for relatively cheap. And then I was just that Michigan Avenue was dead. It was a ghost town. But it worked out really good because all the bars were shut down, all the restaurants were shut down. So pretty much all I did was work and figure out sales. So built that up. And then eventually, first, first two years in insurance, I just immersed myself in sales and wanted to become a top producer, sell on a high level. So that was back when we were all in person. So every day I'm driving to Wisconsin, Indiana, all over Chicago, that whole area is my territory, just booking as many appointments as I could and just going as hard as I possibly could. I'd leave my house at 7, 7, 30 a.m. would get home at 9, 10 o'clock at night, do that six days a week, just really grinding and then opened an office in Chicago, started recruiting people locally. I ran an interesting model where when people were, everybody was giving up their office space during COVID, everybody's going remote while I doubled down. And I only hired people if they're willing to move to me and if they're willing to be in office. And so it actually worked out really good and it allowed us to build a really good culture and have really good retention on our reps because pretty much any other insurance company or other sales organizations were building it remotely. So we really built that family environment. And then now we still have our Chicago office. We've got our Tampa office, we've got a Scotts of Arizona office, which those guys are absolutely crushing it. They're on their fifth office in like a year and a half. That's awesome. I was out there two weeks ago, they had their grand opening and their office is already full. They're like, dude, we need a bigger space. And then we have a Sioux Falls South Dakota, which is my hometown. It's awesome. So you actually have an office in Sioux Falls? Yeah. Wow. Yeah. Very cool. Well, so obviously you went from, you know, early success. Now you're running multiple, multiple areas. Many of you guys know that if you've been a long time podcast listener, one of my big exits was insurance. And so I've got a passion for that space, not because I love insurance, but because of what it can do for you. You know, like that's great opportunity. I don't think anybody gets into insurance. You know, I, you know, I thought and sold a massive insurance company and never was licensed in insurance, you know, but it can, it's, it's just, it's something that everyone needs, right? Yes. And so what I want to jump into is now that they have some context for who you are. And you're obviously a very high performer, you very much are into self development. You know, like we've, we're literally still in Guadalajara, Mexico. He's down here with me on a trip and we're here serving orphans. And we just invested in some businesses together here in Guadalajara yesterday to get some young people some opportunity and super fun. But I want to back up because I heard a story one time, I was speaking on an insurance stage, one of your guys's big, big events, and I heard your story of perseverance. So what we're going to talk about today, and we're going to teach the principles of perseverance, because you don't get to where you are today. You're 24, 25, 26, 26, multi-million dollar producer running lots of teams, but you don't get there unless you go through the stage of perseverance, right? Yes. And there's a funny story about you on a sales call. And was it the hood that flipped up? What tell, tell me that story because that's a great, that's a great jump into this concept of perseverance. Absolutely. And I love that you said that because the way you define, not only necessarily an entrepreneur, but also as a man is where you define it, is not when you're in seasons of abundance, is when you're going through seasons of trials and tribulations, because that's what really determines your character and who you are as an individual. And so when I love the adversity, so when I when I moved to Chicago, it was basically just a leap of faith. And looking back, probably wasn't the smartest move, but had a little bit of money saved up, had a couple grand, about 3000 bucks and moved there. And then my licensing actually got delayed. Was working, getting my license in Illinois, it takes forever. So it turned out to be about a month, month and a half before I could actually get like, pass my exam, get licensed, contracted, go through that whole process, then buy leads. So I was like, I was kind of running a little bit low on funds at that point. And I definitely got humbled. I thought, I'm going to get into this. I'm going to crush it. That was not the case at all. I actually really struggled my first two weeks in sales. And first first, well, first three weeks, first month. And I was, you know, my, my, I was, so we buy leads and that's our model. So basically our model is you dial on Mondays, and then you book as many appointments as you can. And then Tuesday, Wednesday, you're running business out in the field in person. Then Thursday, your booking was for Friday, Saturday, then you were down in the field in person as well. So I bought these leads. And these were just digital leads that were just resold a million times and so on and so forth. And so I'm just hammering, hammering, hammering through these, trying to get appointments, trying to get appointments, trying to get appointments. And I'm just, I'm only getting a few appointments and I'm grinding all day. And the appointments I'm getting, they're no showing me or they're just, they're broke or whatever it is. And so I, I spent $1,000 in leads and didn't make a sale on my first week. But then my, my mentor is telling me, you know, $1,000, that was just the standard was $1,000 a week. And he's like, well, you know, so he told me again, I'm like, and I had faith, I saw these people in chat making sales. I'm like, well, if they can do it, I can do it. So I invested another $1,000 the second week, grinding through it, didn't make a sale. So I, at this point, I'm about, I had, I either add the option of either paying rent or investing my last $1,000 in leads. So I chose to, I'm like, well, I could pay rent, and then I'm going to be out of business. So I determined the smart decision was to invest that last $1,000 into a batch of leads. So I purchased those on Sunday night, Monday morning, it's cold, it's raining, broke up at 5am and got to work out in my goal is I was always wanting to get the office before eight. So I want to try to get there about seven, seven, 30. And this, this office that I was working out of was an hour outside of Chicago. So anyway, so I wake up and I drive there. And as I'm driving, and the interstate, I turn this corner and there's this car pile up. And so I slam on my brakes and the guy was slammed on his brakes in front of me and boom, I hit the car in front of me. I slide on the ice. So I get out and, you know, do the whole thing and, you know, make sure the car's okay and everything else and it's not, but it is what it is. I'm like, well, it's still running. So I'm just like, all right, then I show up to the office late and one of the guys is like, dude, what happened here? I'm just like, I don't want to talk about it. And I just go inside and I sit down and I'm trying to dial these leads. And I was able to get six appointments for the next day in person. And the first lady I go, I wake up and the first lady I had was on the Illinois Wisconsin border. And so I'm driving up there and in this smash car, yeah, in this smash car, like, well, as long as this thing drives, I'm gonna keep driving it. Yeah. Because I don't really have a choice. So I'm driving up there and then she calls me to cancel. I'm like, and then I call my men and I'm like, well, what do I do? He's like, oh, it happens all the time to show up anyway. Okay. So anyway, and so she called me saying, hey, don't come over or blah, blah, blah. And I'm still driving there. And then about 10 minutes after she calls to cancel, I'm driving on the road and nobody told me that when you get into a car accident, don't pop the hood open. And so as I'm driving the next day on the highway, all of a sudden the hood flies up, smashes the windshield. So I pull over and I'm on the side of the highway and now my thought process is, well, at this point, I'm just determined. Like, I don't have a choice. And so I'm like, well, do I kick out my windshield and keep driving or I drive with the smashed windshield? And so it was a bit colder that it was a bit colder outside. So I'm like, the side of the logical decision was to just keep the smash windshield. I don't know how I didn't get pulled over driving in this car. But then I show up to that lady's house and I was going to park down the street. So she didn't see I was pulling up in a smashed car. Yeah. It was shoes out in the country and there's a long driveway. So I was like, ah, so then I show up. She was definitely home. She definitely did not answer the door, which I don't blame her. Go to the second house. They know she showed me. Go to the third house. They porch me. And then I go to the fourth appointment. I'll never forget it. I sit down and it was a his and hers, wrote a life insurance policy on both of them, paid me a $3,000 commission, was able to get a rental car, got my car in the shop, got some extra leads, and worked my way from there. But that was that was my progression into insurance. Right down to zero. Yeah. It's awesome. I'll never forget that story. You know, I heard that story the first time. And to me, again, you don't classify people on their high days. You classify them on their low days. And when you told that story and you were inspiring other insurance agents with that story, I was like, okay, that that's somebody that understands what it really takes to be successful. Right. Yes. So the kind of the teaching process I want to go through is I'm going to teach what I call the perseverance continuum. And I want you to anchor into some of these things and help me teach it. So in life, I call it the perseverance continuum, there's four steps. Okay. So in two of them, you can control two of them, you can't control. Okay. So in every time, every time you get into business, per the kind of the perseverance continuum is number one, it starts with pain. And you don't know how much pain it's going to take to start a business, but there's always going to be some level of pain, right? Sometimes a little bit pain, sometimes it's a lot of pain. The next step is what I just call perseverance and it's the ability to stay under pressure. The next, the next step is what I call fear, right, which is just like the unknown, can I do it, right? And the last piece of this is success. So it goes pain, perseverance, fear, success. There's two things you can control and two things you can't control. One, you can't control how much pain you go through. It just is what it is, right? Like you don't know if your car is going to run into somebody on the way to work. You don't know if you're going to be able to close the lead. You do not know how much pain you're going to go through. The second thing is perseverance though, you can control. Perseverance is this, how long can I condition myself to stay under the weight, right? I can also control the third one, which is fear. The way that we, the way we overcome fear is knowledge, right? So the more understanding you have, the more information you have, the reason Mark Simone says know your numbers is because what it does, it pushes back fear. And then the fourth thing you can't control is success. You can't control pain. You can't control success. You never know when success is going to come. You didn't know if it's going to come that day, the next day, or a week down the road, right? Yes. The two things you can control is how long can you stand to the weight and how can you offset the fear that comes with trying to build something. When you think about this continuum, what do you do in your business or what instruction or what advice would you give to an entrepreneur of how to make sure they're ready to stay under the weight? How do they stay? Because there's one thing all successful entrepreneurs have in common, right? It's they just stayed under the weight longer than the last guy and they actually got there, right? Yes. So how do you stay under the weight? Today, you're carrying a much heavier weight than you did four or five years ago, right? How do you condition yourself to stay under the weight? Well, here's that I love this. Here's the economy of business, where if you're building a business, your thought process should be, all right, well, how can I get this business to a million dollars in income as quickly as possible? And the truth is that whatever business or realm you're in, if it was easier, more people would be doing it. And if more people would be doing it, it would be more saturated and it wouldn't pay as well. So when you have that perspective, the adversity of what however big or small you're dealing with is like, I'm glad I'm going through this. And then second piece to that is your story is going to help inspire other people. Because when I was going through that, I remember thinking like, this is sick. I like, I don't like part of it's probably because I'm partly crazy. And I just have delusional optimism. But I'm like, dude, this is like this, I'm going to be able to tell this story one day. This is perfect. I'm so glad this is happening. And no matter how, and since that day, every single bad thing that happens in my business, I go, this is perfect. No matter how big or small. And me and Joe, we were just Joe Basso, shout out to Joe Basso, we were just up till like 2am talking about like all the crap we've been through the past two years and building Pinnacle. But every single time it's, people love a great come up story. So think about if, yeah, Jonah got into insurance and yeah, like first day crushed it was off the bat and was a top producer within a month. It's like, well, nobody would care. That's a terrible story. They would chalk it up to good leads, whatever, but you know, yeah, exactly. And so what really defines you in either way, you have to look at it as a blessing, because I've learned so much more from the adversity and the things I've failed on, than the things that have gone right. So if you look at it as either way, I made money, where this is either a win or this is a lesson. But either way, I'm going to be okay and I'm going to be in a good spot. I like it. That's a great perspective. And actually, I don't want to add one more thing to it. Have you read Simon Sinek's book, The Infinite Game? Great book. So then if you have that perspective of so many people are like, Oh, I don't know what to do. What if I fail? What if it doesn't work out? Well, if you look at it from the game from an infinite game perspective, the only way that you fail is if you simply stop playing again. And so that's the biggest risk is simply not taking a risk at all, because that's guaranteeing that you are losing. I like it. I love that perspective. And I love the idea of the ultimate, what did you call ultimate optimism, infinite optimism, delusional optimism. I like that because how you put into perspective the adversity you're going through either becomes a catalyst for growth or a ceiling for future lack of success. If I'm the guy who anchors into that negative feeling of, well, it didn't go my way, I'm always going to be that guy. It's always going to be my story, right? And so delusional optimism says, this isn't going to define me. Everything past this point begins to define me. I like that. One thing I want to add to that is that most entrepreneurs, I'm going to go to the tactical side. So you want the mindset side, I'm going to go to the tactical side in the end where most small businesses fail, right? Like where you're going to fail is you're not going to give yourself enough of a timeline for success. Most people can't stay under the weight. And so what they do is they, it's like going, it's like, it's like, ah, well, I'm just going to throw it all in, right? It's like, and so what happens is it's like going to Vegas and it's like, well, you know, instead of making the right choice for today, like buying leads versus paying rent or, you know, and so many people have that story, it's like, they just get so wore out and so beat down with the adversity versus seeing as a positive that it's like, they just get to this place where they're just like, you know what, it's red or black, I'm going to put it all in red, put it all in black, whatever happens happens. And then they start building plan B, right? The moment you start building plan B, it's over. The moment you start saying, you know, I can always go back and get a job at corporate, I just go get a job at whatever, right? It's over. Like at that point, optimism is gone. And that's when perseverance turns into, into a lack of success, right? And so next you move into fear. Okay, so in every business, every venture, there's going to be some level of fear, right? We know that there's great, there's two really great emotions in the human experience, which is love or fear, right? Like you can boil every emotion we feel down to either love or fear, we're either passionately pursuing something or we're avoiding something, right? Fear is avoidance, passion, love is chasing, right? It's pursuing. So how do you overcome the fear of, am I going to be a good enough leader? Am I going to have enough money? Am I going to, whatever it is, how do you deal with fear when it comes to building a business? That's such a great question. And because the bigger bit, I had some wise man once told me, he said, Jonah, the bigger business you want to build, the more you need to be comfortable with stress. And I was like, Oh, that's perfect. So as soon as I heard that, I was like, a brain splinter, I'm like, all right, well, how can I, how can I get as much, you know, how can I, how can I, how can I load up my responsibility as much as possible to get to that next level? And you may disagree with this, but I'm a firm believer that being successful in business is 90% mindset, 10% skill set. And so it comes down to well, as long as I can have the right perspective, and as long as I can have the right, the right expectations on what I need to do, then I'm going to be okay. I think most people just don't, they don't understand or they don't have the right perspective. And in today's day and age, that's even, it's even worse. Because I go on Instagram, they look at these guys that are nine months in business, driving SVJs, and that's just, that's not realistic. You're not going to build a business and become a millionaire within a year or two years, for the most part, unless you get lucky in some crypto meme. And so if you can simply come in and for me, when I came into insurance, it's, I have this dichotomy of this balance of delusional optimism, but also being pleasantly surprised along the way and like underselling myself. And I oversell myself on how hard it is. So if you can over yourself yourself on how hard it is, and you can be pleasantly surprised by how quickly you, versus the other way around versus, so I had, I'll give you an example. I had somebody tell me, they're like, well, actually, my dad told me, he said, Jonah, if you're going to get into this, it's a 10 year run. And so I'm like, okay, well, if I get into insurance and, you know, I'm going to go all out of this for the next 10 years and work as hard as I can. And hopefully by the time I'm 30, I'll be making a million, couple million bucks a year. And luckily, I was able to get there in half the time. But that's, you know, that like having having that that balance has served me so well, because then also gives me a heart of gratitude. And gratitude is a superpower that not a lot of people talk enough about. Because if you're grateful, you can't be in a fear state, it's physically impossible, your brain isn't, isn't wired that way. So if you become fearful, fear, the fear is from the devil, the God does not want you to be fearful. And so if you can, if you catch yourself getting into a fear state, then reflect on a few things to be grateful for. And then thirdly, another thing that's helped me tremendously with not being fearful or not getting paranoid or just overthinking or what if this happens? Because, because we're all guilty of that to some degree, like if we're being honest, is only focusing on what's in my control. So whether I was selling, and when I first got into sales, and I wasn't getting success, I wasn't having success or making sales, I was like, I would come home every night. And I said, well, Jonah, did you give it 100%? Did you give it hell? And if I did, then great. If I would, I would rather give it my 100% and not make a sale, then give it my 75% and make a sale. So as long as I give it my 100% all day, and I just become maniacally focused on only like only focusing on what are what are my control and if something wrong happens, it's like, okay, what is what is the best course of action? Sure. And if you if you just get obsessed with with action and taking initiative, and focusing on what's in the control in the levers that you that you have, say over and moving those, then the things fall into play because really what is fear, fear is anxiety and what is anxiety, it's not knowing. So once you get clarity on knowing and what you need to do, that helps alleviate the fear. It's great. I think you just outlined a great equation to make sure that fear is removed. And I love the point on gratitude. But the other thing I really enjoyed what you said there about how, you know, when we actually look at when we look at fear, right, which is this negative, this negative kind of experience that we're going through, it is the anxiety, it is the unknown, that in that there are counterbalances and there are counterbalances that you can control. Most people do not take control of their own life. They don't take control of their own destiny. And the reason that most people become paralyzed, the most the reason that they don't take a step forward in faith is because they haven't taken the step that they can control, right, which is what you just talked about the knowing, right, like information knowing that that's knowledge, right, it's gratitude, you cannot be in a state of gratitude and a state of fear, right. And it's that. And then that last piece that I just want to hit for a second is the pleasantly surprised. I love that because what I find is is a lot of entrepreneurs, they're great salespeople. And so they paint a vision that's unrealistic. Well, it's great. It's great to paint a picture that's unrealistic and then like go for some crazy goal. But the fact of the matter is, if you oversell yourself on how hard it is, right, takes me 10 years. And then it only takes you five, you get to it's so much easier to live in that state of gratitude and knowing, right. Yes, most people they go, well, I think I probably do in four, you know, it's like, but then they always stay in this state of disappointment. And disappointment typically leads to fear of the next disappointment, which then leads to this like mindset problem, which is it's really hard to get back to gratitude because you're stuck in this position of disappointment, right. And so I love I love that I think you gave a great equation on how to actually overcome it. Alright, last last thing here is success, right. Everyone wants success. Most people do not define it. So they don't actually know what the end goal looks like. They just have this idea, it's an ideology, maybe it's an Instagram, you know, picture of what success looks like. How do you define success and how important is it for you to set a benchmark of success so that you're actually intentionally going towards something? It's an interesting economy of you always need to be in this development state, where the truth is, you're never going to outgrow your level of personal development. And your business will never outsee the success of your growth. And so if you if you get into the state where you get obsessed with developing yourself personally, the rest of the things fall into place. And I was just having a conversation with with one of my good buddies, and he's a successful entrepreneur, lives in Tampa, owns a few businesses. And he was like, we were asking that exact question where, well, what is success? And the way I would define success is, I see it in four categories. It's success in your your spiritual life. What is your relationship with God, our creator, first and foremost, and most importantly, what is your relationship with your family, whether your spouse, your kids, your friends, your relatives. And then what is your what is your success level in business? And then what is your success level in in your personal life, and your health? And how are you taking care of yourself? And I only consider somebody successful, they possess four out of the four. And the truth is, that's hard. That's hard. And you're going to go through seasons of life, where one of those things is going to be unbalanced. But as long as you're working on all four of those categories to some degree, if you can show me somebody that has a great relationship with God, has a great relationship with their wife and their kids, their business is succeeding, and they have a six pack, that's somebody I will define that's successful. I like it. So you're like the Andy Elliott, you like that you think the six pack matters? I think so. Very cool. I think so. Not only a six pack, but but also progression towards your health, because most people don't have a six pack. But if you're like Milo, like our buddy Milo, dude, dude's in great doesn't have a six pack, great shape, eats healthy, works out every day, right? Like you're healthy, you work out every day. So it's like, a six pack is in it is more so an analogy than literally like you literally need a six pack. It's not like, are you taking care of your body? Like, you're doing the son, you're working out, eating clean, all those different things. Yeah, it's good stuff. I love it. I think that again, anchoring into that success is really important because if you don't define it early, it becomes almost a definition to you later. I, you know, I sit with a lot of young guys that are very successful. And I say what's success. And to most of them, it's the Lambo, it's the private jet, and they want the selfie on the runway to show the world that they finally did it. And I tell oftentimes they tell them, well, be a hurry up and get there and get there as fat. I go opposite of what everybody else tells them. Everybody else tells them like, you don't need it. Don't worry about it. Never bring a happiness. I say, go get it. Because when you're standing on the runway, trying to take the selfie with the Lambo and the private jet is it's going to be the most unfulfilling moment of your entire life. And you realize like, oh, there's a mountaintop that's way bigger and now I got to go either go get the yacht and the bigger jet or realize like, oh, life matters. There's other things in life that matter, which then typically try to drive them right back to your four points, right? Which is then you start you start self centering and anchoring to the things that actually do matter, right? And so I love that. And so oftentimes I tell people, get to whatever you believe success is as fast as possible, even if I don't even I disagree with success looks like like success for me looks radically different than most people, right? And I say, add to that. Yeah, please do. Because I was just having a conversation on the flight here with Carson and we were talking about that exact topic where it's so funny because I don't know about you, but I assume pretty similar where before I had any of that stuff is I knew it wouldn't make me happy. And so many people, you know, my dad told me, you know, journal money, money's not going to make you happy driving, driving a supercar is not going to make you happy. And you hear this all the time. And I think every young person knows that. But for a lot of people and myself included, it was something like you and me, we bonded over cars, like I love supercars, we both like cars. And I get a lot of enjoyment from that. But that doesn't define me as a person. Right. And it's one of those things where almost like I almost had to go through it to get it in order to like, actually, fully realize and fully understand, Oh, this doesn't matter. Right. But then what happens is, is when you get it, then you go full out, just like it, here's the problems, most people will never sell out to their goal, their vision, their success they want. And so that's why I pushed so many young people at whatever it is, it's a roles on the runway, then go do it, right? Like if you got to have the private jet, you have the yacht, go do it, but do it fast, because go sell out to it, go so hard that nothing else matters. Because when you get there, and you realize it doesn't define, it doesn't give you happiness in the car, vacation, house, whatever. It's like, you'll take that same, that same work ethic, that same desire into what real purpose is, right? And then you become a world changer because you realize like, Oh, I can do that, I can have the same output, but with fulfillment this time, you know, and that that was that's my story, right? It's like, I had it all, I got it all. And I was depressed and unhappy, and realize like, Oh, there's another layer to this, if I just take the same application, the same passion, desire, work ethic into that, I can have a level of fulfillment that very few people get, right? And so it's a it's a game changer. So that's good. Any, any last thoughts? I've got a lot of young entrepreneurs, you're a young entrepreneur. What what piece of advice would you give a young entrepreneur that's listening today? One of my favorite quotes is conscience congruent living turns confusion into clarity. One more time. Conscience congruent living turns confusion into clarity. And so what that means is, I don't I think most people watching this podcast, they're not confused. And but they still have anxiety, or they still have these feelings of, Oh, I don't know what I should be doing. You do know what you should be doing. But the reason that you have anxiety, or you're in a fear state like it where you're talking about earlier is because, and this is where it gets dangerous because 85% of the way we operate is subconscious, you under you know, subconsciously, you're not putting in the work or putting in the activity or doing the things that you know, you need to do in order to get to where you want to be. So if both of those things are fully aligned, where you're like, Hey, this is the version of myself that I want to become. This is the business I want to be running. This is the wife one have this house want to be living in this is the life I want to be a pride from my family. Well, then you just simply reverse engineer it. You're like, All right, well, obviously, it's going to take time to get there. But if I can be doing this, this, this and this, and then you have small goals that you're checking off on a daily, weekly, monthly, yearly basis to get to that point, then you have you have major clarity on that. That's what's helped me tremendously. And that's how you get there even faster. And you enjoy the process along the way as well. It's awesome. Great advice. Thank you guys so much for listening to the impact podcast today. Don't forget the perseverance continuum. You don't know how much pain you have to go through. You can control how much perseverance, how much weight you can stay under, you can control that piece of fear, and then success will come. But make sure you define it and then get to a place where success actually brings fulfillment. Thanks so much for being a part of the podcast today. Jonah, thanks for being a part. Appreciate it. As always, you know, reach out, let me know what you think. And I'd like to hear more from you guys on the content that you'd like to hear more of. Have a great day. Thanks so much for being a part of the podcast and for listening today. Love to connect with you further. And you can connect with me on social media at Eddie Wilson official on any of the social media channels.