The Secret to Solution 8's Success: 17 Lessons in 17 Years

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So I just celebrated 17 years in business, which is so

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that I'm really proud of and also makes me feel really old.

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But we posted one of the social graphics online and somebody said, well, what

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have you learned over the last 17 years?

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And it was a really jarring question because it felt almost like a challenge.

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Cuz part of me feels like I'm still just as dumb and naive as

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I was when I first started out.

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and then, that's the imposter syndrome.

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Self-deprecating, self-loathing, facet of me.

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But then the other half goes like, Gosh, I really feel like

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I've picked up a lot on the way.

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I've learned a lot, I've had so many failures, but you learn

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from your failures way more than you learned from your successes.

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And so I took it as a challenge.

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I was like, what have I learned over the course of the last 17 years?

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And I wanted to come up with one really strong lesson a year.

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So I've got 17 things for you.

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17 things learned over the course of 17 years in business.

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Now the very first thing I'm gonna preface with is the 17 years is, an interesting.

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characterization of what has happened because I haven't had the

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exact same business for 17 years.

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Like most agencies, and I think most businesses, it's gone

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through a series of evolutions.

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And so while I've been in business for 17 years, and I don't wanna take

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that away from myself, it's been the same entity, the same phone number,

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the same address for most of it.

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the business model has evolved and I think that that's actually.

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My credit, it doesn't necessarily discredit the 17 year epoch.

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You know, I can't say, oh, I've been doing Google ads for 17 years.

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Although I was doing it for most of them, it wasn't a core part of the service.

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if that makes any sense.

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And that's actually gonna factor into the very first learning lesson that I'm

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gonna share with you, which is drum roll.

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entrepreneurship is not fulfillment.

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This is lesson number one.

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This is one of the most important lessons that I ever, ever had to learn.

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And it's something that I, I get more bullish with as I get older

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than, as I spin off more entities and get involved in more things.

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If you're gonna open a bakery, you shouldn't be the baker.

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If you're gonna open a mechanic shop.

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You shouldn't be the mechanic.

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If you're gonna open a gym, you shouldn't be the personal trainer.

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When I first.

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My entrepreneurial career, I thought I needed to do the

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things that I was selling.

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I could tinker on a computer, but I wasn't a software engineer by any means, but

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I was selling software, and so I went I tried to learn software development.

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I'm selling websites and I learn how to build websites, and I'm selling Google

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ads, and I learn how to do Google ads.

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And the issue with that is it puts you at a robust disadvantage because now,

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first of all, your limitation to scale is you, second of all, when you are.

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The fulfillment house.

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You begin operating your business from the paradigm of, the tactician

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and the tactician's paradigm is actually a paradigm of limitation.

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And it has to be.

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It has to be, this isn't an indictment on tacticians, but if you're the

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one doing the work, it's your job to manage the expectations and

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talk about all the reasons that.

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Isn't going to work or the limitations imposed on us, or how long it's gonna

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take or how much it's gonna cost.

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so when you're approaching business that way, it's a limiting view.

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But an entrepreneur should have an unlimited view, I feel very strongly.

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and if you are currently performing the fulfillment, that's okay.

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Go replace yourself in that role first before anything.

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So many entrepreneurs, when they start a business, if they're doing

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the fulfillment, they try to replace themselves with like finance or

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recruiting or legal or processor.

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No, replace yourself with fulfillment.

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If you own a website agency and you're building the websites, farm that out.

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and I'll tell you what I did.

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You know, solutions eight is the number one Google Ads agency on the planet.

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Here's what's really funny, fun little open air secret.

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When we started nicheing down into Google Ads, we didn't do

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fulfillment for Google Ads.

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We went and found the best agency we can find little agency outta

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Texas that ended up blowing up.

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And we just sold their services.

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We were just a sales engine.

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But it helped me with everything.

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It helped me with the messaging, the sales funnel, the

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conversations, client management.

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Cause we were still doing the client management piece,

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vendor expectation management.

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And I didn't have to do the really hard part, which was.

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Learn how to do the fulfillment.

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The fulfillment is available and accessible to you.

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So if you don't necessarily know how to get started, go white,

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label somebody else's stuff, go resell somebody else's stuff.

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the entrepreneurial piece is actually everything after the fulfillment.

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And that even includes improving upon the way that products for

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services are fulfilled upon.

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you may disagree with me, I don't care.

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This is my video.

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Entrepreneurship is not fulfillment.

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And if you want a really good read on this topic, I'd go check out

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Michael Gerber's EMyth Revisited.

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And in the EMyth Revisited, he says, basically the same thing.

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People get into most industries because they love doing, and I love to paint,

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so I'm gonna go teach children painting.

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Well, guess what you'll never do again.

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If you go teach children painting, you will never.

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and if you've done something, a labor of life, then you know

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that you've been privy to that.

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So entrepreneurship is not fulfillment.

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That's lesson than number one.

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Lesson than number two is.

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Get really good at systems.

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It's ironic that this is the lesson that came up is I couldn't toggle over inside

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of my little screen share thing here.

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Get really good at systems where entrepreneurship is not fulfillment,

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and I don't believe the entrepreneur should be doing most of what's

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happening inside an organization.

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I do think that.

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, if you were to take inventory of the tasks, of the skills

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of the proficiencies that an entrepreneurship should be good at.

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It's the systems piece because systems are what scale.

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And without systems, you actually don't have a business.

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You have a room of people who are willing to do what you tell 'em to do, but it's

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the systems that make things function.

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the systems are what?

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The business, an actual functional entity.

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You know, you often hear people refer to businesses as, you know,

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I really want a well-oiled machine.

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I've heard that analogy very, very often.

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I think the very first time I heard it was in a Franklin Cubby book.

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But it's turned into a cliche.

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We want a well-oiled machine.

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Well, the machine is nothing more than a collection of components.

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tethered together by systems and it's you, the entrepreneur that needs

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to get good at systems that doesn't even mean you need to build 'em.

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I don't build any of our automation here at Solutions Eight.

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I've got two people, Yvonne, our cto, Julianne, our director of

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automation, both of them brilliant, but I know systems really well.

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, I'd say it's one of my strongest skill sets I know systems well

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enough to know how to lead and direct the systems that I want.

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for our customer onboarding, I really want it so that when somebody fills out this

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form, goes to the finance team, this goes to the client management team, this goes

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to the strategy team, and this goes to the client manager, or excuse me, to the

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client and these ways for these reasons.

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So I've defined the system.

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You wanna get good at systems and.

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Doing so puts you in the position of unencumbering yourself, because

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what's nice about somebody who's good at systems is it forces you to

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view the entity from the outside.

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. And if you're ever within the entity, you've heard this all the time.

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work on your business side and your business.

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Well, getting good at systems, that's what that is, is working on your business.

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And so where entrepreneurship is not fulfillment, fulfillment would be

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working inside of your business where you're working on systems, that's

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when you're working on your business.

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Which leads me to number three.

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recruiter and a banker.

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This came from Ryan Dice.

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Ryan Dice, who Digital Marker.

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He's been a friend and a mentor of mine for a long, long time.

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And, I was kind of complaining to him actually at one point I was like, man,

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I don't do anything I like to do anymore and I'm just running around trying to find

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the best people and, managed the money.

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And he laughed and he goes, yeah, on a long enough timeline,

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everybody in business just turns into a recruiter and a banker.

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And I thought, Gosh, that makes so much sense.

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That makes so much sense.

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You are going to, as you scale, need people, which is one of the lessons that

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I wanna talk about here subsequently.

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And you're going to need to really understand the financial piece of

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business, which is another one of the lessons I wanna talk about.

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But really what I've handed you are the three roles maybe of entrepreneurship.

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Systems architect, recruit.

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Banker and either get really good at those roles or find somebody a

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partner or somebody you can delegate to that is really good at those roles.

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Which leads me to the next rule, which is delegation.

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If you can't delegate every task that takes place in your company, you

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don't own a business, you own a job.

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If you can't delegate every.

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that takes place in your company.

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You don't own a business.

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Everything that happens in your organization should be delegatable.

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And if you tell me like, oh, well gosh, I'm a high-end Salesforce

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consultant and I'm the only one that knows how to do these things, great.

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Well that's not a business.

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you can't walk away from that business for 30 days, come back, have it be

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more efficient and you'd be making more money cuz that would be a business.

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As you walk through your day, a really fun thought exercise is to

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look at your calendar or your task list, which should be the same thing.

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By the way, if your task list isn't your calendar, then there's

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just a whole bunch of list of stuff that's not gonna get done.

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Learn to time block, learn to bring your tasks under your calendar, and everything

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on your calendar should be delegatable.

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Every task you undertake should be delegatable and delegation

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is actually the last bastion.

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it's the last option.

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The first question, you and I learned this from Steve Napolitano.

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You ask yourself three questions anytime you're looking at any

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task or any any calendar event.

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Question number.

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Can I eliminate this?

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Do I actually have to do this?

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And as you get more sophisticated as an entrepreneur, you start to

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realize how often the answer is yes.

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Question number two, can I automate this?

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And that goes back to being good at systems.

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Can I automate this?

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And then question number three, if the answer's no to question

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one and two, can I delegate this?

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By the time you get to question number three, you should have

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nothing left on your task list.

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Your job is the entrepreneur, is to have margin, to have the ability to dream and

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grow and meet people and network and.

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read and just look at what's going on.

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You should not this whole hustle culture thing, which is, it's

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funny cuz you'll never not be busy cuz you're an entrepreneur.

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That's what you do.

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But you shouldn't be busy with other people's priorities.

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I love Brennan Bouchard says this, he says that your email inbox is

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just a list of other people's tasks.

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It's just other people's task lists.

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So stay.

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Other people's task list delegate everything inside of your business.

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The next rule, and this gets a little touchy-feely, but I'm gonna get a

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little touchy-feely, people are the most important part of business.

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People are so critically important on so many levels that it gets religious.

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obviously, right?

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Like obviously people are the most important thing in a positive way,

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and important in a negative way too.

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But it comes to the positive piece, and you know, I look

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at my business for example.

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All an agency has to offer, an agency can only sell three things

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or a combination of these things.

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Processes, programs, people, processes are easily commoditizable.

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You can get all my processes right now for free.

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Online, we've given 'em away a hundred million.

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Programs easily.

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Commoditizable SASS is the most scalable business in the whole wide world.

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Anybody can go build and sell software people.

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That's the key people.

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Really good, motivated, hardworking people that care.

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People that are well trained, people that live inside of a culture that they trust.

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People build your business around people, and it's really interesting because very

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often you build your business around the people that are your customers.

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I think that maybe you should build the business around the

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people that are your staff.

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You know, one member of my staff handles about 30 customers.

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that's, you don't wanna talk about scale.

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So do I want one customer to be able to influence a member of my staff

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negatively, who's now gonna go spread that across 29 other customers?

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No.

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No.

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I don't.

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so the whole customers always write mantra.

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It's not that we don't treat our customers with kindness and

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respect, we absolutely do, but hierarchically speaking, it's my staff.

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It's the people that are a part of Solutions Eight, that actually

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make solutions eight more than any other single customer.

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Find a way to find and cultivate amazing people.

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I've got almost a hundred employees and I'm so blown away

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by how amazing all of them are.

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They're just this group of rock stars, and I've got a really good hiring system.

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I've given it away online.

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You can have it.

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. So I have a system for finding these folks, but so much of it has to

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do with the fact that I just find people that are brilliant at what

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they do and I get outta their way cuz people are so, so, so important.

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Which leads me to the next one.

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You should be the dumbest person who works for you.

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And this sounds a lot like lip service.

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this sounds like something that people say from the stage or from the

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pulpit or whatever, and they don't necessarily mean it, it's one of

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those fun cliches that's, makes it's virtue signaling in a managerial.

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Here's why.

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It's true.

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Everybody that works for me is smarter than I am along the access

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of analysis for which they work.

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Does that make sense?

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That was a little flowery.

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I'll try again.

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Everybody who works for me is better at their job than I would be.

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who works for me is smarter than I am at the thing that they're doing, and

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if they're not, I'm actively working to train them to be smarter than I am.

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I hear so often from peers and even when I was doing a little bit of coaching,

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people would be like, ah, gosh, you know, it's so hard to find good people and if

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you want something done, do it yourself.

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Sounds like you've done this poorly.

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You want to go find people.

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And generally speaking, when I hear from people like that, what they've

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done is they've surrounded themselves with people that aren't as capable

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on purpose, and they don't even realize it because they're threatened.

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They're threatened, they don't wanna be around people that

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are competent or strong or.

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and we're better because then it means that they're gonna

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have to rely on those people.

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Well, actually, what a wonderful place to be.

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You're relying on these people, and as long as you trust those folks, like

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gosh, your business is gonna grow so much faster, so much better, so much,

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With more structural fortitude than if you try to do everything yourself.

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So go find people that are better than you at whatever it's that they're

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doing and put 'em in those positions.

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That's the other thing too.

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I love that quote.

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I think it's Einstein.

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If you judge a fish by its ability to climb a tree, it'll

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spend its whole life thinking.

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It's stupid.

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I've had employees that weren't good at stuff, but they were

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amazing at other things.

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Well, that's a real easy solution there.

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It's like art.

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I'm gonna take this off your plate and I'm gonna move you over here.

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My business partner's a good example.

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My business partner, John Moran, smartest Google ADSD guy in the

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whole world is the reason we're the number one rank Google Ads agency.

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He is a literal savant, literal genius.

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He was my employee before he was my business.

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. John has a real hard time with processes.

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the TCM reports, he just doesn't do 'em, just does not do 'em.

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And a petulant manager type would be like, oh, John's not doing his job.

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We're gonna fire him.

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Well, I just lost the best resource I've ever had in my entire life.

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Instead, , I decided, all right, John doesn't do these things,

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but he's massively valuable.

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So then I hired somebody to follow him around and do those things for him.

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So, you know, we have all these things that need to be updated inside of our

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system, and everything's run off of air table and, a myriad of managerial

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processes that John doesn't do.

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It's just not the way his head works.

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And, you wanna be right or do you wanna be successful?

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And so, surround yourself with people that are phenomenal and

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and then enable them to be.

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Equip them to be the best that they can possibly be.

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And sometimes that means getting outta their way and, don't have a

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quicksodic dedication to the rules.

Kasim: 00:12:57

Speaking of people only trust, only do business with people you trust on a

Kasim: 00:13:00

handshake, only do business with people you trust in a handshake, I'm almost 40

Kasim: 00:13:04

years old, I've been burned so many times.

Kasim: 00:13:07

and it's, interestingly, looking back, I usually kind of knew, you usually

Kasim: 00:13:11

go into it going like, man, this person's a little shady, or There's

Kasim: 00:13:14

something not right here, or I just don't have a right gut feeling.

Kasim: 00:13:16

Not always.

Kasim: 00:13:17

I've been snuck attacked too.

Kasim: 00:13:18

But if you don't feel right about somebody, anybody, vendor, client,

Kasim: 00:13:22

employee, partner, jump ship, life is too short and people are too important.

Kasim: 00:13:26

And the people you surround yourself with are gonna influence

Kasim: 00:13:28

you more than anybody else.

Kasim: 00:13:29

You spend more time at work than you do with your family.

Kasim: 00:13:31

So if you don't trust somebody, run, run, jumping and hide.

Kasim: 00:13:35

Now, that doesn't mean that you're silly.

Kasim: 00:13:38

Do business with people you would do business with on a handshake, but

Kasim: 00:13:40

paper up anyway, get it in writing.

Kasim: 00:13:43

Anyway, so, hey, I trust you.

Kasim: 00:13:45

I'm really excited about working with you.

Kasim: 00:13:46

Just to make sure you and I can manage expectations and we're on the same page.

Kasim: 00:13:49

Let's put it down in writing.

Kasim: 00:13:50

Doesn't have to be great.

Kasim: 00:13:51

Big legalese.

Kasim: 00:13:52

Everybody hires a lawyer.

Kasim: 00:13:52

Let's put an email together.

Kasim: 00:13:53

This is my understanding, this is your understanding.

Kasim: 00:13:55

Anybody who doesn't wanna do that or make sure, feel uncomfortable

Kasim: 00:13:57

doing that, run away from 'em.

Kasim: 00:13:58

I mentioned a, an agency that we outsourced our work to out of Texas.

Kasim: 00:14:01

Interesting thing about the, that agency is we were really good friends with them.

Kasim: 00:14:04

We'd go down to the city where they were and we'd have barbecue together.

Kasim: 00:14:08

And I was on the phone with the CEO every day for a year and a half.

Kasim: 00:14:11

He and I were either chatting back and forth, or talking back and forth.

Kasim: 00:14:14

I thought he was one of my best friends.

Kasim: 00:14:15

We ended up scaling outside of their abilities to

Kasim: 00:14:17

fulfill, caused some friction.

Kasim: 00:14:20

they have a whole side to their story, so maybe we didn't handle it properly

Kasim: 00:14:23

or whatever, but we basically sent over a letter saying, Hey, we need

Kasim: 00:14:26

y'all to be able to perform better.

Kasim: 00:14:27

If you can't, we're gonna find somebody else.

Kasim: 00:14:28

We gave them 180 days notice.

Kasim: 00:14:30

Or something close to that.

Kasim: 00:14:31

They turned around and they gave us a 30 day notice, which

Kasim: 00:14:33

is all we were contracted for.

Kasim: 00:14:35

So in 30 days, as I'm scaling up, I think I have, hundred clients at

Kasim: 00:14:38

this point or something close to it.

Kasim: 00:14:40

I'm gonna lose my only vendor and I have no contractual recourse and my very strong

Kasim: 00:14:45

opinion is in, maybe I can be forgiven.

Kasim: 00:14:48

Attempting to assume somebody's motivations, but I think they saw, oh,

Kasim: 00:14:51

we just created our biggest competitor.

Kasim: 00:14:52

Let's try to put them outta business.

Kasim: 00:14:53

And then I had to create an entire Google Ads agency, a fulfillment agency.

Kasim: 00:14:56

in 30 days.

Kasim: 00:14:57

So that whole piece, entrepreneurship isn't fulfillment.

Kasim: 00:15:00

Well, I'll make sure you have fulfillment covered.

Kasim: 00:15:01

And I didn't have a black backup plan and I didn't have that because

Kasim: 00:15:03

I thought I could trust these folks.

Kasim: 00:15:05

So do business with people that you feel like you can trust, but paper up anyway.

Kasim: 00:15:08

Cause if I had it in writing, Hey, if anything ever goes wrong, this is

Kasim: 00:15:10

how long we have the transition out.

Kasim: 00:15:12

they stole accounts that.

Kasim: 00:15:14

owned.

Kasim: 00:15:15

There were MCC accounts with my name on 'em.

Kasim: 00:15:17

They said Solutions eight, and they wouldn't hand them over.

Kasim: 00:15:19

They actually locked us out of 'em.

Kasim: 00:15:20

So, interesting things happen.

Kasim: 00:15:22

Trust, but verify paper up, get it in writing, and, and

Kasim: 00:15:25

that goes for a lot of things.

Kasim: 00:15:26

if you're hiring a vendor or an employee or a co.

Kasim: 00:15:29

Most of my employees, 90% of 'em are offshore somewhere in countries where

Kasim: 00:15:33

employment agreements aren't enforceable.

Kasim: 00:15:34

I have 'em signed one anyway, just to make sure we're on the same page and

Kasim: 00:15:37

we're all talking about the same thing.

Kasim: 00:15:38

Speaking of next lesson, life is too short to work with people who drain you.

Kasim: 00:15:41

So if you have somebody who's, and it doesn't matter, your biggest client.

Kasim: 00:15:45

Most amount of profitability.

Kasim: 00:15:47

Your best employee business partner that's just a rockstar salesperson.

Kasim: 00:15:51

If you get a knot in your stomach when they call you, that's the sign.

Kasim: 00:15:56

What's interesting is they're always costing you more than they're giving

Kasim: 00:15:59

you, and you just don't know it.

Kasim: 00:16:00

I had a business associate who was like this.

Kasim: 00:16:02

She she wasn't unkind to me, but she was.

Kasim: 00:16:04

, she took more than she gave when it came to, energy and discussions.

Kasim: 00:16:09

And it just always felt very combative.

Kasim: 00:16:11

And, even though we were friends and we were growing a business together,

Kasim: 00:16:14

I never felt like I was being fairly treated or getting the whole story, or it

Kasim: 00:16:18

always felt like I was being maneuvered.

Kasim: 00:16:19

And what I found was, is I actually avoid, I started avoiding her.

Kasim: 00:16:22

I started working later in the day.

Kasim: 00:16:24

and, Planning my time around when I knew she wasn't gonna be there.

Kasim: 00:16:27

Cause I just, constantly felt like I was under attack and

Kasim: 00:16:29

it, hurt my ability to perform.

Kasim: 00:16:30

It hurt the growth of our business.

Kasim: 00:16:31

And, even though she's bringing in all this business, it just wasn't worth it.

Kasim: 00:16:34

And when, finally made moves to resolve that situation, and I

Kasim: 00:16:38

don't want to mischaracterize her, she wasn't a bad person.

Kasim: 00:16:39

We just had personality types that just clashed.

Kasim: 00:16:42

They just didn't work together.

Kasim: 00:16:43

And I told my wife every day for a year and a half, I'm like,

Kasim: 00:16:45

man, I'm so glad I'm out of that.

Kasim: 00:16:47

But you don't realize it when you.

Kasim: 00:16:48

. So I'm trying to offer this to you now.

Kasim: 00:16:49

I wanna give you permission if there's somebody who drains you.

Kasim: 00:16:52

and that's the note for me, is if I see their name in an email or if

Kasim: 00:16:55

I see their name come up on a text message, or they call and I have a

Kasim: 00:16:57

negative response, that's when I know I need to not be in this relationship.

Kasim: 00:17:00

Little more tactical.

Kasim: 00:17:02

Next lesson niche down into excellence.

Kasim: 00:17:04

I've built four multimillion dollar agencies.

Kasim: 00:17:06

I've had two exits, and it's all come from nicheing down.

Kasim: 00:17:10

We had the highest performing real estate investment campaign

Kasim: 00:17:12

on the planet for seven years.

Kasim: 00:17:13

That's Google Ads for real estate investing like you wanna talk about.

Kasim: 00:17:15

You can't get more niche than that.

Kasim: 00:17:17

We've got an agency right now that serves Montessori schools.

Kasim: 00:17:19

There's only 4,000 or 4,500 accredited Montessori schools in the United States.

Kasim: 00:17:22

You can't get more niche than that.

Kasim: 00:17:23

Solutions eight started as a full funnel agency.

Kasim: 00:17:25

We were offering website development and graphic design and content creation.

Kasim: 00:17:28

and as I started cutting off services, I started making more money and scaling up.

Kasim: 00:17:31

And then it was John who decided, Hey, let's just be Google Ads specific.

Kasim: 00:17:34

And when we did that unbelievable growth we almost couldn't control it.

Kasim: 00:17:37

Now you'll notice that there's, there's.

Kasim: 00:17:39

Niche down into excellence.

Kasim: 00:17:42

Here's what this means.

Kasim: 00:17:43

Niche down, choose a niche.

Kasim: 00:17:44

And there's, there's two axis for nicheing by the way.

Kasim: 00:17:47

There's the x-axis is nicheing down into a service offering, and the Y

Kasim: 00:17:50

axis is nicheing down into an industry.

Kasim: 00:17:51

And so, example would be a Google Ads agency.

Kasim: 00:17:53

So I'm not just a marketing agency, I'm not a traffic agency,

Kasim: 00:17:56

I'm not a paid traffic agency.

Kasim: 00:17:57

I'm a Google ads agency.

Kasim: 00:17:58

Bam niche down into my service.

Kasim: 00:17:59

And then you might say, well, I only do Google ads for landscapers, or I

Kasim: 00:18:02

only do Google ads for e-commerce.

Kasim: 00:18:04

Which would be a broader niche.

Kasim: 00:18:06

You don't have to niche down into both.

Kasim: 00:18:07

But nicheing into both.

Kasim: 00:18:08

Like, when we do Google ads for Montessori schools or Google ads for real estate

Kasim: 00:18:11

investors, that's when you get to be better than anybody else has ever been.

Kasim: 00:18:15

Niche down.

Kasim: 00:18:16

Excellence.

Kasim: 00:18:17

We're the best Google Ads agency in the world.

Kasim: 00:18:18

Why?

Kasim: 00:18:19

Because all we do is Google Ads.

Kasim: 00:18:20

I actually don't know another agency.

Kasim: 00:18:22

I know a couple of freelancers and you know, let's say smaller organizations,

Kasim: 00:18:25

but like a group of people of let's say 10 or 15 or more, right?

Kasim: 00:18:28

Like a substantive size organization.

Kasim: 00:18:30

I don't know their, another agency that does only Google ads, all of them do paid.

Kasim: 00:18:35

, you know, Google Ads and Facebook and whatever, or Google Ads and Bing.

Kasim: 00:18:38

Or maybe they do Google ads and funnels, or, because we did only Google Ads,

Kasim: 00:18:41

it was so easy for us to get good.

Kasim: 00:18:43

It was all we were doing.

Kasim: 00:18:44

you know, it was Gary Keller's one thing niche down into excellence.

Kasim: 00:18:47

it's been the most important lesson I've ever learned in my entrepreneurial life.

Kasim: 00:18:50

Maybe it should have been first is finding your niche and there's

Kasim: 00:18:52

no niche that's too small.

Kasim: 00:18:54

and there's so many niches that are underserved.

Kasim: 00:18:55

I think there's gonna be an entrepreneurial gold rush

Kasim: 00:18:57

towards little, niche businesses.

Kasim: 00:18:58

And I go back and forth between niche and niche, by the way.

Kasim: 00:19:00

Cause I don't know how it's like, nobody wants to work for like a,

Kasim: 00:19:03

Italian restaurant for instance.

Kasim: 00:19:04

A little mom and pop, single location Italian restaurant gets

Kasim: 00:19:07

no love from marketing agencies.

Kasim: 00:19:09

They're all going after dentists and doctors and lawyers.

Kasim: 00:19:10

But what about nail salons or coffee shops or dry cleaners?

Kasim: 00:19:13

Nobody's going after 'em.

Kasim: 00:19:13

So there's this huge market, and if you were to create.

Kasim: 00:19:16

, real phenomenal collateral for them.

Kasim: 00:19:19

You'd have a blue ocean niche down into excellence.

Kasim: 00:19:22

Get really good at what you're doing, get really good at what you're offering,

Kasim: 00:19:25

and if you don't know what to do, The next lesson is the corridor principle.

Kasim: 00:19:27

I spent so much time as a young man who wanted to go into business for

Kasim: 00:19:31

myself, trying to figure out what I was going to do, trying to figure

Kasim: 00:19:34

out what the next move was, trying to figure out what the best idea was.

Kasim: 00:19:37

And the problem with that is you're, in the bleachers watching the game.

Kasim: 00:19:41

And until you're in the game, you don't know what the play's gonna look like.

Kasim: 00:19:44

And the corridor principle says that you are not going to discover

Kasim: 00:19:48

the real opportunity until after you've already entered the corridor.

Kasim: 00:19:51

if you don't know what to do, by the way, go drive an Uber.

Kasim: 00:19:52

I really mean that.

Kasim: 00:19:54

I really mean that if you don't know what to do, if you have no

Kasim: 00:19:57

idea where to go from a business perspective, go drive an Uber.

Kasim: 00:19:59

Uber drivers get to have more conversations with more interesting people

Kasim: 00:20:02

every day than I think anybody else.

Kasim: 00:20:04

or go work for, whatever, throw dart at a map and go work

Kasim: 00:20:07

for wherever that dart hits.

Kasim: 00:20:09

go work for a financial consulting firm, or go work at a manufacturing

Kasim: 00:20:12

plant to go work at Target, or go work at an Amazon fulfillment center.

Kasim: 00:20:15

Here's what's gonna happen.

Kasim: 00:20:16

You're in the corridor and all of a sudden you're.

Kasim: 00:20:18

Gosh, the way they stock these shelves is really inefficient.

Kasim: 00:20:21

Or the way this company's getting their leads is weird, or these

Kasim: 00:20:24

guys aren't answering their phone.

Kasim: 00:20:25

I wonder if I did a phone answering service for financial consultants

Kasim: 00:20:28

specifically if that's something they'd be willing to pay for,

Kasim: 00:20:30

especially if I could do the lead intake qualification and scheduling.

Kasim: 00:20:33

And they're actually paying to schedule.

Kasim: 00:20:34

Hmm.

Kasim: 00:20:35

The corridor principal says that you're gonna find all the opportunities

Kasim: 00:20:37

after you've entered the corridor, and that's been so true in my life.

Kasim: 00:20:40

It's comical.

Kasim: 00:20:40

I didn't know that a Google ad agency would be the most successful facet until I

Kasim: 00:20:43

was already running a full funnel agency.

Kasim: 00:20:45

So give yourself permission to start poorly.

Kasim: 00:20:47

Start without a.

Kasim: 00:20:48

You know, a fully formed plan.

Kasim: 00:20:49

Don't be stupid.

Kasim: 00:20:50

But just get out there and start playing.

Kasim: 00:20:52

And the odds that the corridor you enter is the corridor you stay in are very low.

Kasim: 00:20:56

That's okay.

Kasim: 00:20:56

Good.

Kasim: 00:20:57

in the very beginning I wanna outsource medical and legal

Kasim: 00:20:59

transcription, and somehow that led me to a Google Ads agency.

Kasim: 00:21:01

Like, what an evolution.

Kasim: 00:21:03

But I had to get out on the field before I was gonna learn that lesson.

Kasim: 00:21:06

So get into the corridor and then pay a.

Kasim: 00:21:08

and what you'll notice is when you're in the corridor, the

Kasim: 00:21:11

opportunities are problems.

Kasim: 00:21:12

So when you're in the corridor and you know you're at work or you're doing

Kasim: 00:21:15

whatever you're doing and you run into a problem, get excited about the problems,

Kasim: 00:21:18

get excited about problems, problems are.

Kasim: 00:21:22

The entrepreneur's fuel.

Kasim: 00:21:23

That's what brings the opportunity.

Kasim: 00:21:26

So when you, encounter problems, train yourself on a gut level, on a physical

Kasim: 00:21:29

level, pay attention to your body.

Kasim: 00:21:31

By the way, I think it's so important to, really, was talking about

Kasim: 00:21:33

earlier, if you get a And not in your stomach when somebody calls you.

Kasim: 00:21:35

Like those signs are, that's 2 trillion years of evolution at play.

Kasim: 00:21:39

it sounds so like hippy dippy, Sedona magic rock bullshit, but it's not.

Kasim: 00:21:42

It's like there's a reason that your body responds to things and it's because

Kasim: 00:21:45

we used to be chased by like bears and velociraptors, and we needed to have

Kasim: 00:21:49

the instincts in order to handle them.

Kasim: 00:21:50

And now we're ignoring those instincts and we shouldn't at all.

Kasim: 00:21:52

When you encounter a problem, train yourself, train your mind,

Kasim: 00:21:55

and train your body to get.

Kasim: 00:21:57

And then this is the most important part.

Kasim: 00:21:58

People naturally ignore problems.

Kasim: 00:22:00

I don't know why we, all of us, we procrastinate, we put it off, we hide it.

Kasim: 00:22:03

We try not to pay attention to it.

Kasim: 00:22:04

Train yourself to melt problems.

Kasim: 00:22:06

I've learned this from my friend Calvin Corelli.

Kasim: 00:22:07

Calvin is the CEO of Sinclair, phenomenal SaaS product.

Kasim: 00:22:10

I have three businesses built on the back of Sinclair.

Kasim: 00:22:12

It's an unbelievable piece of machinery.

Kasim: 00:22:14

And I worked with Calvin for about six months, maybe a

Kasim: 00:22:16

little bit longer than that.

Kasim: 00:22:17

I've never met a human who tackles problems with a vengeance, with a

Kasim: 00:22:20

hatred, but also with an excitement.

Kasim: 00:22:22

And what's funny is I would be looking at this problem, and for me it would

Kasim: 00:22:25

be this titanium cube that couldn't be opened, cracked dismantled.

Kasim: 00:22:29

And then, and Calvin would just sit there and, and I would watch

Kasim: 00:22:31

him in real time, just melted.

Kasim: 00:22:33

and it would just melt away into, vapor, into, into ether.

Kasim: 00:22:36

And it's because he just got obsessive.

Kasim: 00:22:37

He didn't know any more about the problem than I did.

Kasim: 00:22:39

maybe he's smarter than I am.

Kasim: 00:22:40

But all of a sudden he would start to Google it and he'd start to search and

Kasim: 00:22:43

he'd call people that had encountered it before and he'd ask em what they did.

Kasim: 00:22:45

And, he would just get obsessive with solving these problems.

Kasim: 00:22:48

And then once he solved a problem, guess what he has?

Kasim: 00:22:50

If he wants it, here's a business.

Kasim: 00:22:51

Every problem you solve is a.

Kasim: 00:22:53

Every problem you solve is a business.

Kasim: 00:22:54

So get excited about solving problems.

Kasim: 00:22:56

Next lesson.

Kasim: 00:22:57

Don't be the expert, be the guide.

Kasim: 00:22:59

I don't run Google ad campaigns.

Kasim: 00:23:01

I haven't run an end-to-end Google ad campaign.

Kasim: 00:23:04

since before we niche down into Google Ads and I don't pretend to, instead I position

Kasim: 00:23:09

myself as the perpetual student and then I present what it is that we're learning.

Kasim: 00:23:13

You know, I've got 200 clients and 80 some odd employees inside of Solutions.

Kasim: 00:23:17

Eight specifically, and we manage a hundred million dollars in ad spend.

Kasim: 00:23:20

And so I have a lot of information and I just present the information

Kasim: 00:23:22

distilled through the eyes and the lens of the experts.

Kasim: 00:23:25

, your imposter syndrome comes from the fact that you're probably an imposter.

Kasim: 00:23:28

And it's so, it's honesty and integrity.

Kasim: 00:23:30

that's showing itself.

Kasim: 00:23:32

And so all you have to do is be honest and integrous about

Kasim: 00:23:34

the way you present yourself.

Kasim: 00:23:34

I really love what Brene Brown said.

Kasim: 00:23:37

If you haven't read Daring Greatly, by the way, it's unbelievable.

Kasim: 00:23:39

But Brene Brown said, I'm a tenured map maker, but amateur traveler,

Kasim: 00:23:45

or maybe it's, I'm an expert map maker, but amateur traveler.

Kasim: 00:23:48

That's okay.

Kasim: 00:23:50

That's okay.

Kasim: 00:23:51

So you can be really good at kind of showing people how things are

Kasim: 00:23:54

done, but then when you go to do it yourself, you're still learning

Kasim: 00:23:57

as long as you present yourself.

Kasim: 00:23:58

That way, those people that are super polished and pretend like

Kasim: 00:24:01

everything's perfect and they've never failed, like those are the people.

Kasim: 00:24:04

Are going to crash and burn, and you kind of actually hope to see it a little bit.

Kasim: 00:24:07

But when you show up with authenticity and reality and truth and you're

Kasim: 00:24:10

just like, Hey, I kind of figured this thing out, and it's pretty cool.

Kasim: 00:24:12

Let me know if you have any questions.

Kasim: 00:24:13

I think people really resonate with that.

Kasim: 00:24:14

Next lesson, far more specific.

Kasim: 00:24:16

Focus on recurring revenue.

Kasim: 00:24:18

If you're building a business, it's as hard to sell a thousand

Kasim: 00:24:20

dollars one time as it is to sell a thousand dollars a month.

Kasim: 00:24:22

And that will always be true.

Kasim: 00:24:24

Focus on recurring revenue.

Kasim: 00:24:25

That's why you get multiples when you exit.

Kasim: 00:24:27

SaaS companies are trading at 50 x 5, 0 50 x ebitda.

Kasim: 00:24:31

It's unbelievable.

Kasim: 00:24:33

consumable, e-commerce specifically are trading it like, 10, 20, 30

Kasim: 00:24:36

x depending on how they're doing.

Kasim: 00:24:37

Agencies are now starting to.

Kasim: 00:24:39

6, 8, 10, 12, 13 x.

Kasim: 00:24:42

For larger agencies, it's because of, of recurring revenue,

Kasim: 00:24:45

build recurring revenue models.

Kasim: 00:24:47

It doesn't have to be the only thing you do, but make sure there's

Kasim: 00:24:48

a recurring revenue component to what you're doing, because I can

Kasim: 00:24:50

tell you he's a paid traffic guy.

Kasim: 00:24:51

Customer acquisition is the most expensive thing you'll ever do.

Kasim: 00:24:53

It's the most expensive thing you'll ever do.

Kasim: 00:24:55

It's more expensive than manufacturing.

Kasim: 00:24:56

It's more expensive than ideation r and d.

Kasim: 00:24:59

Like it's the most expensive thing you'll ever do.

Kasim: 00:25:01

In almost every business, in most businesses that we see,

Kasim: 00:25:05

customer acquisition is actually more expensive than cost of.

Kasim: 00:25:07

Wow.

Kasim: 00:25:08

So why wouldn't you put yourself in a position to where you only have

Kasim: 00:25:11

to pay that once and then you get the benefit every subsequent time?

Kasim: 00:25:15

Focus on recurring revenue.

Kasim: 00:25:16

Go find a recurring revenue business and get good at the game of money.

Kasim: 00:25:19

I can't tell you how many buddies I have that.

Kasim: 00:25:22

, they do really well.

Kasim: 00:25:23

I've been in business 17 years now, y'all, I've seen this where I've got buddies

Kasim: 00:25:26

are, that are making more than me, but they're spending more than they make or

Kasim: 00:25:29

they're spending very close to all of it.

Kasim: 00:25:31

And there's this game that you play, especially as a young person, young

Kasim: 00:25:34

men and women have to be really careful with this because it's so

Kasim: 00:25:36

tempting to want, you want people to know that you're successful.

Kasim: 00:25:38

And so you, and you get the Rolex, cuz Rolex had that whole thing

Kasim: 00:25:40

about climbing the mountain, right?

Kasim: 00:25:42

They had that ad that was brilliant.

Kasim: 00:25:43

There was like, you climbed Everest and you want people to.

Kasim: 00:25:46

by the Rolex, but there's a saying, my father's from Pakistani, he

Kasim: 00:25:49

has all these old folksy Pakistani sayings that, they're kind of

Kasim: 00:25:51

funny, but they make a lot of sense.

Kasim: 00:25:52

and one of the sayings he has is, if you're gonna have an elephant as a

Kasim: 00:25:54

pet, you have to have big doors, right?

Kasim: 00:25:57

. And I know that sounds kind of silly, but if you really think about

Kasim: 00:25:58

it, there's a lot of wisdom there.

Kasim: 00:25:59

If you're gonna have an elephant as a pet, you have to have a big door.

Kasim: 00:26:02

Well, if you need big doors, then you have to have high ceilings.

Kasim: 00:26:04

And if you have high ceilings, you have to have a big house.

Kasim: 00:26:05

And if you have a big house, you have.

Kasim: 00:26:06

Plot of land.

Kasim: 00:26:07

If you have big plot of land, you have to have a fence.

Kasim: 00:26:08

and you go all the way back to this elephant and your man, just

Kasim: 00:26:10

don't get the freaking elephant.

Kasim: 00:26:11

Right.

Kasim: 00:26:11

I had a buddy who hopefully never watches this video and he's got three or four

Kasim: 00:26:15

supercars, you know, he's got the Ferrari in the Lamborghini and the Audi a eight.

Kasim: 00:26:17

And he came out to dinner with us in San Diego and he spent 45 minutes trying to

Kasim: 00:26:21

figure out where to park cuz he didn't wanna park somewhere where his, you know,

Kasim: 00:26:24

million dollar car was gonna get dinged.

Kasim: 00:26:25

And I'm not wealth shaming, I'm just saying that until you can afford

Kasim: 00:26:29

to truly without concern or worry.

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It's really important that you realize that money is the fuel for

Kasim: 00:26:37

your entrepreneurial endeavors.

Kasim: 00:26:38

Don't be stupid with it.

Kasim: 00:26:39

There are two types of money.

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This is my rule, and you can make it your rule too if you want.

Kasim: 00:26:43

There are two types of money.

Kasim: 00:26:44

There's money that your time buys you, and there's money that your money buys.

Kasim: 00:26:48

You.

Kasim: 00:26:48

There's money that your time buys you, and there's money that your money buys you.

Kasim: 00:26:52

And the money for time trade is the most miserable trade you'll

Kasim: 00:26:54

ever make in your entire life.

Kasim: 00:26:56

And I'm saying this is somebody who's done it for a very, very long time.

Kasim: 00:26:58

What you wanna do is the money that your time buys.

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You can only be used for the absolute bare necessities of life.

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And then to purchase things that make you more.

Kasim: 00:27:09

. So this might be like a rental house or annuities or bonds or whatever it

Kasim: 00:27:12

is that you wanna invest in, right?

Kasim: 00:27:14

So the money that your time makes you used for the necessities, and I

Kasim: 00:27:17

mean the bare necessities by the way.

Kasim: 00:27:18

So if you want, the big house on the hill and the luxury

Kasim: 00:27:20

car, that's not a necessity.

Kasim: 00:27:21

It's a roof over your head, safe place to sleep.

Kasim: 00:27:23

if you want your kids go to school, organic food, necessities and then

Kasim: 00:27:27

value producing assets, which result.

Kasim: 00:27:30

, the money your money buys you.

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Cuz when you have businesses or assets or real estate, that's yielding money.

Kasim: 00:27:35

Now this money, what are you allowed to do without money?

Kasim: 00:27:38

Whatever you want.

Kasim: 00:27:40

You want a Ferrari, buy a Ferrari, that's great.

Kasim: 00:27:41

Buy seven of them, one for every day of the week.

Kasim: 00:27:43

Different colors.

Kasim: 00:27:44

Doesn't matter.

Kasim: 00:27:44

This is money that your money buys you, but you have to get good at

Kasim: 00:27:46

the money, the game of money first.

Kasim: 00:27:48

And I know that that's not fun, but this is how you accomplish financial freedom.

Kasim: 00:27:52

Speaking of don't get romantic about the way you make your.

Kasim: 00:27:55

. I'm a Google ads agency right now.

Kasim: 00:27:57

I can tell you that Google Ads is marching its way towards four

Kasim: 00:28:00

obsolescence at some point in the future.

Kasim: 00:28:02

And all that means to me is I'm gonna have to evolve.

Kasim: 00:28:04

Now, do I think Google Ads is going away?

Kasim: 00:28:07

No, I don't think that at all.

Kasim: 00:28:08

I think that the way that we run Google Ads is going to.

Kasim: 00:28:10

change, but I was an SEO agency before Google Ads and before seo

Kasim: 00:28:14

we were, heavy into software and before, so, you know what I mean?

Kasim: 00:28:16

Like, don't get romantic about the way you make your money, because especially

Kasim: 00:28:19

in this world, regardless of what industry you're in, it's going to evolve.

Kasim: 00:28:23

Blockbuster got real romantic about the way they made

Kasim: 00:28:25

their money, loved late fees.

Kasim: 00:28:27

Banks got real romantic about the way they made their money.

Kasim: 00:28:29

And, and they're being usurped on a number of levels.

Kasim: 00:28:31

Don't get romantic about the way you make your money, get romantic about serving

Kasim: 00:28:34

the people that you love to serve.

Kasim: 00:28:36

And what that will do is it will yield the subsequent opportunities, the direction

Kasim: 00:28:40

that you potentially need to go and.

Kasim: 00:28:41

That leads me to last lesson, which again is a little

Kasim: 00:28:44

touchy-feely, but I don't care.

Kasim: 00:28:45

It's love.

Kasim: 00:28:47

And I know that's a word that turns everybody off.

Kasim: 00:28:48

It's, you know, in our core values at Solutions eight, we have

Kasim: 00:28:50

truth, responsibility, and heart.

Kasim: 00:28:52

And I said heart because I'm a coward.

Kasim: 00:28:54

And I was afraid to put love because it felt like, oh God, we're gonna have

Kasim: 00:28:59

to put up with some, with this idiot.

Kasim: 00:29:00

But I I don't care as much anymore.

Kasim: 00:29:02

. I think love is so important.

Kasim: 00:29:03

it's what animates us.

Kasim: 00:29:05

you do things because you love them.

Kasim: 00:29:06

You play an instrument, you play piano cause you love piano.

Kasim: 00:29:08

You play with your kids cuz you love your kids.

Kasim: 00:29:10

You seek out your spouse cuz you love your spouse.

Kasim: 00:29:12

and when you do things well, you learn to love them.

Kasim: 00:29:14

Exercise, for instance, I didn't really like to exercise in the beginning,

Kasim: 00:29:16

but I found a way to love it.

Kasim: 00:29:17

Julio Giron has a quote that I.

Kasim: 00:29:19

And all my hiring, I ask people to tell me what it means to them.

Kasim: 00:29:22

And he says it's from the prophet, which is a really worthy read, by the way.

Kasim: 00:29:25

But the quotas work is love made visible.

Kasim: 00:29:28

Find a way to instill love in everything that you do.

Kasim: 00:29:32

And if you can't, you're doing the wrong thing.

Kasim: 00:29:33

and I'm not saying this as, judge, I'm telling you, this is somebody

Kasim: 00:29:35

who's been a victim of my own designs.

Kasim: 00:29:37

I have done things in the past that made a ton of money that I didn't.

Kasim: 00:29:42

I've had endeavors and entrepreneurial pursuits that did very well, but

Kasim: 00:29:46

they lacked the love component and they were at best neutral, but at

Kasim: 00:29:51

worst, very often soul sucking.

Kasim: 00:29:53

spending time with people that I don't like in rooms that I don't

Kasim: 00:29:55

like doing things that I don't like, and who cares how much money

Kasim: 00:29:58

you're making if you don't love it?

Kasim: 00:29:59

Find a way to love what you do.

Kasim: 00:30:00

Find a way to love the people you do it for.

Kasim: 00:30:02

Find a way to love the people you do it with.

Kasim: 00:30:04

Find people that you love to be around, like make.

Kasim: 00:30:07

essential theme.

Kasim: 00:30:08

Make it primary, make it foundational.

Kasim: 00:30:11

and then you can go after things like, financial success and growth and scale.

Kasim: 00:30:15

But it's okay to stop and say, you know what?

Kasim: 00:30:18

I really wanna love this.

Kasim: 00:30:19

I really wanna love my days.

Kasim: 00:30:21

For so often, I was just, I would torture myself, truly torture myself.

Kasim: 00:30:26

By forcing myself to do things that I didn't want to do cause

Kasim: 00:30:29

I wanted to be successful.

Kasim: 00:30:30

You, I wake up at four o'clock in the morning and I run through this

Kasim: 00:30:33

insane laundry list of habits, which actually, you know what's really

Kasim: 00:30:35

funny is I love waking up early.

Kasim: 00:30:36

Now I love waking up early, but I didn't used to because the things

Kasim: 00:30:39

that I made myself do, I didn't love them and I was doing 'em just because

Kasim: 00:30:43

I just wanted to be wealthy and.

Kasim: 00:30:45

, it cost me, and it actually cost me more than it earned me because there is you'll,

Kasim: 00:30:49

I mean, you'll have to wake up at four o'clock in the morning, work hard 12 hours

Kasim: 00:30:52

a day every day for your entire life.

Kasim: 00:30:53

You'll be successful for sure, but you'll be successful at a cost.

Kasim: 00:30:56

And it wasn't until I started integrating love into my daily themes

Kasim: 00:31:01

that the success I experienced.

Kasim: 00:31:03

. It wasn't just sweeter, it was actually more scalable cuz it

Kasim: 00:31:05

didn't fall off every time.

Kasim: 00:31:07

if the minute, if you're doing something you don't love, the

Kasim: 00:31:09

minute you lose motivation, you lose the ability to do that thing and

Kasim: 00:31:12

you lose motivation all the time.

Kasim: 00:31:14

Motivation is the most fickle master of any.

Kasim: 00:31:18

So find something that you love and focus on that.

Kasim: 00:31:20

And if you can't find, the thing you love to do, and this is my experience

Kasim: 00:31:23

generally especially, is when you're younger, it's hard to find the thing

Kasim: 00:31:26

you love to do because you're afraid.

Kasim: 00:31:27

. You ask a kid, what do you wanna be when you grow up?

Kasim: 00:31:29

And they have all these dreams and all of 'em are funny, right?

Kasim: 00:31:31

It's always like, oh, I wanna be an astronaut or a zookeeper.

Kasim: 00:31:33

And that's great.

Kasim: 00:31:34

but then as, people get a little bit older, Post pubescent, they

Kasim: 00:31:37

stop answering that question because they get fearful.

Kasim: 00:31:39

I used to, I didn't wanna put myself in a box.

Kasim: 00:31:41

It's like, ah, I don't wanna commit just yet.

Kasim: 00:31:43

So if you don't wanna commit to the service, that's fine.

Kasim: 00:31:44

Commit to a group of people.

Kasim: 00:31:46

Who do you love as people?

Kasim: 00:31:47

maybe you love athletes or you love, stay-at-home moms, or you

Kasim: 00:31:50

love Montessori schools, or you love people that are struggling.

Kasim: 00:31:53

Autism or who do you love?

Kasim: 00:31:54

And then find a way to serve them, but build love into your life.

Kasim: 00:31:57

Make it an ever-present, ongoing recurring theme and surround yourself

Kasim: 00:32:01

with people that you can love.

Kasim: 00:32:02

And that's really weird too.

Kasim: 00:32:04

You know, I don't tell my employees this often cause I don't want to get sued.

Kasim: 00:32:06

But God do I love these people.

Kasim: 00:32:08

Most of them, there's a couple that annoy me.

Kasim: 00:32:10

Hopefully they don't watch this.

Kasim: 00:32:11

They know who they are.

Kasim: 00:32:12

You know, I have nearly a hundred employees now, and it's just every

Kasim: 00:32:14

time I'm on the phone with one of 'em, every time I learn a little

Kasim: 00:32:16

bit more about what they're doing.

Kasim: 00:32:17

I was on the phone with a young man who's, he's making a movie, and it was

Kasim: 00:32:20

just so much fun to see him light up.

Kasim: 00:32:22

I'd done some film in the past and so he asked me to connect just for some advice,

Kasim: 00:32:25

and I didn't give him any good advice.

Kasim: 00:32:26

I didn't help him at all, but it was really fun for me to watch him.

Kasim: 00:32:29

do this thing that he really cared about.

Kasim: 00:32:31

it made our interaction on every other level.

Kasim: 00:32:34

Whenever they happen, it makes them more real.

Kasim: 00:32:36

Cause now I know you I know the things that you care about.

Kasim: 00:32:38

So find a way to surround yourself with people that you love.

Kasim: 00:32:40

find a way to, serve people that you love.

Kasim: 00:32:42

Find a way to do things that you love.

Kasim: 00:32:43

and they don't have to be sexy.

Kasim: 00:32:45

. You know what I mean?

Kasim: 00:32:45

Like, yeah, everybody wants to be an actor or everybody wants to paint,

Kasim: 00:32:48

or everybody wants to work with music or everybody wants to help kids.

Kasim: 00:32:51

Nobody wants to empty the garbage.

Kasim: 00:32:53

Nobody wants to clean out the gutters.

Kasim: 00:32:54

Nobody wants to, fix septic tanks.

Kasim: 00:32:56

But you can find love there.

Kasim: 00:32:59

You can find there's love in the septic tank.

Kasim: 00:33:01

You know what I mean?

Kasim: 00:33:01

Like, if you're an emergency plumber, whatever it is, there's

Kasim: 00:33:04

so many ways for you to find.

Kasim: 00:33:05

The love that exists within the confines of what you do because of the value

Kasim: 00:33:08

you're providing to other people.

Kasim: 00:33:10

So find a way to embed love into your life and and then I think

Kasim: 00:33:13

success really becomes inevitable.

Kasim: 00:33:14

Then it's just a matter of time because it's infectious.

Kasim: 00:33:16

People know, they can tell this went way longer than I thought it was.

Kasim: 00:33:20

I wanted to get one of these a minute.

Kasim: 00:33:21

I thought this was gonna be a 17 minute video.

Kasim: 00:33:23

I hope this is helpful.

Kasim: 00:33:24

I'd love to.

Kasim: 00:33:25

What you've learned on your journey through life and through business.

Kasim: 00:33:28

I gave you my 17 over 17 years.

Kasim: 00:33:30

What are the fun lessons that you have to offer me?

Kasim: 00:33:32

We can start a dialogue in the comments.

Kasim: 00:33:34

Other than that, I'll see you all tomorrow.