Christian Napier 00:13 - 00:23 Well, hello, everyone. Welcome to a special Friday edition of Teamwork, A Better Way. I'm Christian Napier, and I am joined, as always, by my better half, Spencer Horn. Spencer, how are Spencer Horn 00:23 - 00:26 you? Oh, man. Thank you. You always make me feel so good, Christian. Spencer Horn 00:27 - 00:36 So glad to be with you. And I feel the same way about you. I always feel completed when I get to be with my friend, Christian. So what's exciting, man? Spencer Horn 00:36 - 00:38 What's been going on with you? I haven't seen you in a minute. Christian Napier 00:40 - 00:51 Wow, just a lot of AI stuff, you know AI is kind of taking over my life and And I'm happy to succumb to my AI overlords. You mean like the Spencer Horn 00:52 - 00:58 The Superman where they where they put those AI bots to clog his lungs. Is that's how you're getting taken over. What's going on? I Christian Napier 01:00 - 01:15 Yes, hopefully our viewers and listeners have already seen the new Superman movie, and we haven't spoiled it inadvertently for them. But yes, yeah, I'm being consumed by AI. How are you doing? Great. Spencer Horn 01:15 - 01:28 Gosh, in the last eight days, I've been to the East Coast three times. A lot of traveling. Just taking a minute break until next Tuesday I hit the road again. So I've been doing a little bit of Christian Napier 01:28 - 01:42 traveling. Wow, well, I'm glad to have you back here. Even if it's just for a few days, great to have you. Our guest is joining us from a very long distance. Christian Napier 01:42 - 01:54 Oftentimes we have people that are just situated here within the United States or even here locally, but our guest is joining us from the other side of the world. Spencer, why don't you go ahead and introduce him? Spencer Horn 01:55 - 02:31 Absolutely. I'm really excited to introduce to all of you listening today Scott Allen, who's really the authority on bold execution for empire builders and creators. We're going to talk about what gets in the way of building our empires and creating things that we're excited to do. As I said, he's this authority on helping ambitious entrepreneurs and creators break through mental resistance and take massive action and scale with precision using a system, his signature system called the hard framework. Spencer Horn 02:31 - 03:10 He's written over 40 best-selling non-fiction books published Two decades of hands-on experience really, you know, he spent his career Engineering practical no fluff strategies that turn, you know vision into velocity for heaven's sakes He's Canadian and he lives in Japan for 27 years He's got it He's got the fluff eliminated from his life and I know this because how I met Scott is he is actually my writing coach as I've been writing my nonfiction book and doing his best to hold me accountable. We'll talk about that in a minute. But his trademark approach is do the hard things first. Spencer Horn 03:11 - 03:33 It's not motivational fluff. It's psychological operating system that teaches. creators to stop stalling, start executing, and build businesses that last. And so through books, challenges, courses, content, he's been able to reach millions and he really equips high performers with the tools to kind of beat procrastination through identity-based action. Spencer Horn 03:33 - 04:17 I'm excited to learn about create high leverage content and offers with speed, scale their businesses by doing those uncomfortable things that we never want to do and we always want to avoid, Christian. and build personal and financial freedom through bold daily action. He's an example of that, living his best life over there with family and friends in Japan. Whether you're listening to this as a solopreneur or you're scaling your first six-figure, seven-figure, you want to get to that seven-figure kingdom, he's a mentor that you want to have in your corner and really stop Uh, what's getting in your way and avoiding what you, what you want Spencer Horn 04:17 - 04:26 to start building with. So let's bring on Scott. My gosh, there he is to the right. Welcome Scott. Spencer Horn 04:26 - 04:26 Good to have you. Scott Allan 04:26 - 04:29 Well, it's great to be here. Thanks for having me on the show. Spencer Horn 04:30 - 04:48 So, so glad to have you. Now, I've known you for, it's been almost two years, about two years when you started coaching me on my book. It's finished, and you know, what's interesting, we were joking before about, you know, I never procrastinate. This book has been 10 years in the making. Spencer Horn 04:48 - 05:14 I have procrastinated so much, Scott, and you have certainly helped me, and I'll tell you one of the things that I noticed. When I had lack of clarity, and there's a hard thing to overcome, personally, this is just my experience, being an entrepreneur takes a lot of energy. Being a business owner takes a lot of energy. And I find myself procrastinating on the things that will drain my energy the most. Spencer Horn 05:15 - 05:40 And for me, it was getting over this, I didn't know how to create clarity of all this content that I'd written in a way that was formulating. And once you helped me figure that out, the energy came back, because I wasn't blocked by this thing that was sucking all my motivation out. And I found that very, very interesting. I don't know if that's part of the framework, because we didn't really talk about that when we were coaching. Spencer Horn 05:40 - 05:43 You were just helping me get through to our next step, right? Scott Allan 05:45 - 05:49 Yeah, yeah, for sure. I was, I was saving that for the end, just in case I had to pull out an extra card. Spencer Horn 05:50 - 06:05 No, we'll, we'll talk about that, but let's just get us started here. Where did this, you know, what's the core of, of the hard framework and what inspired you to create it? And was there something hard in your journey that, that, that really started it all off? Scott Allan 06:07 - 06:34 So I'll go back, yeah, well, probably everything. I think when I left my corporate job in 2019, it was just before COVID and I decided to, you know, get into the, I was already writing books and already had like, I don't know, 15 or 20 books that I think at that time. But I thought that I was ready to start my business, you know, dive in full time. And as it turns out that once I really got into it, I probably spent the first couple of years just really spinning my wheels, COVID aside and all that mess. Scott Allan 06:35 - 07:05 Um, what I recognized in myself after doing a deep dive into, uh, you know, the things that were holding me back, realized like I was spending 80 or 90% of my time on activities or tasks that were, yes, to your point, draining my energy. So I felt drained every day. Like I just, I thought that I was really busy and I probably was, but I was really busy doing a lot of things that weren't moving the needle. And, you know, if you think of the needle from zero to 100, I was probably between zero and 10 or 20, right? Scott Allan 07:05 - 07:05 And I think Christian Napier 07:05 - 07:05 a lot Scott Allan 07:06 - 07:23 of entrepreneurs and business like creators are in that situation where they're really busy. Maybe they're putting in 16, 18 hours a day doing a lot of hard work. So I think a lot of people work hard. It's just that they're working on a lot of things that makes them feel productive. Scott Allan 07:24 - 07:43 And the thing about the reason that I wrote, do the hard things first in the beginning, Um, when I came up with the concept and the hard framework actually came out a little bit later than the book, like I put the book out there and then later I thought, well, I need a framework to go with this. I need my miracle morning framework, you know, like by how that rod, he's got his framework for that. Whenever he talks about that book, he talks about his framework. Scott Allan 07:43 - 08:04 And I realized like that was the part that was missing. So I developed that a bit later, but once I started applying that to, um, pretty much everything in my life. If I was having an issue with my banking, it's like, well, what am I avoiding with my banking? If I had an issue in my relationships, you can really apply this framework to just about anything that you're struggling with. Scott Allan 08:04 - 08:32 But back to the business, I had to apply it to my business because, first of all, I was running out of cash, couldn't figure out why. I was making pretty decent money, but I was overspending because I wasn't tracking expenses and taxes and all this stuff. And those were the things that I was avoiding, which, you know, if you're trying to build a business as an entrepreneur, you probably shouldn't avoid where your money's going. And that was the one thing that was probably scaring me the most is actually knowing where it was going. Scott Allan 08:32 - 08:56 So I decided that I didn't want that to be my obstacle anymore. It got to the point where the pain of that got to be so bad that I thought, I know I need to come up with a way to actually get myself out of this. So that was when I realized I just need something that's going to be getting me started on doing the hard thing. First of all, identifying what is that hard thing that I'm avoiding, taking massive action towards it right away. Scott Allan 08:58 - 09:25 just repeating that, rinsing and repeating that for the next thing. And, uh, the last thing is like delaying the reward, you know, delaying, like, cause before I would flip it and I would, uh, go binge Netflix first. And then I would think about doing, you know, the hard thing, but I never got around to the hard thing. Cause there was always like, you know, I'm just using Netflix as an example, but there was always that next fun thing to do, you know, and it just developed into this, um, deeper level of, I'll call it chronic procrastination because, um, that's why I wrote the book because Scott Allan 09:25 - 09:33 I was really stuck in the middle of it, you know, At the very bottom, maybe. Spencer Horn 09:34 - 10:14 Christian, I have so much more, but one of the things that I was really questioning is the last thing you said is delay. gratification and there's this idea that's out there when you're actually trying to do hard things, you want to celebrate steps along the way. Are you suggesting not to do that or are you saying, listen, let's Let's make the reward connected to after we've, we've, we've made a commitment, right? Uh, because I, I, I see, I don't, I want people listening to this, say, you know, there's a lot of high performers out there that never celebrate or never reward. Spencer Horn 10:14 - 10:27 And I want to make sure that, that that's not what I'm hearing is, you know, delay the, the, the celebration or the reward. There's still a reward. Just make sure that it's tied to having after you've done the difficult thing. Is that what I'm hearing? Scott Allan 10:28 - 10:39 Yeah, let me clarify that a little bit too, because delaying gratification doesn't sound like a lot of fun. In fact, we want to have some fun. And that's actually what I'm promoting. So if we have, let's take a big project, right? Scott Allan 10:39 - 10:59 And if you take a project, you break it down into micro steps, right? And that's actually what this is designed to do is to break things down into microsteps. So if I have a project I'm working on, let's just say I'm building a new website, that requires days, weeks of work maybe, and a lot of hours to put in. But there's a lot of tasks in there. Scott Allan 10:59 - 11:30 So what I'll do is at the end of every task, I'll go through the hard process and identify what is the one thing that I'm avoiding here, attack it, rinse and repeat the next day. And then instead of delaying the gratification, Like, I'm actually delaying it until I'm finished that task. I don't have to finish the entire project because we do have to have fun and reward ourselves, right? So if I'm just using the project as an example, I will put off, and I'll actually make a note of it, like, you know, when I'm done this thing, I'm gonna go do, you know, I'm gonna have my fun. Scott Allan 11:30 - 11:50 And it doesn't, it can be whatever you want it to be. If you're into eating sweets and you wanna save your sweet until you're actually finished your hard thing, then that's what you should do. Put it on the counter, you know, just like, but don't touch it until you're done. And by the way, this hard thing that we're talking about doesn't have to take you like, it's not something that you have to work on for days or weeks. Scott Allan 11:50 - 12:15 In fact, what I do in little tippers, I have a little timer here, 10 minutes. I've got another one here for like 30 minutes, 60 minutes, and I'll just set it for 10 minutes. And I know the hard thing that I'm working on, because I have already identified what it is, wrote it down, and I'll set my timer, and I'll just dive in and start working on it. Here's the thing that the hardest thing about starting anything is starting anything. Scott Allan 12:15 - 12:32 Like that's really it, right? Getting going is the hardest thing. And I find like if you can get going past like the 10 or 15 minutes and just breaking it down into those micro actions, you're going to start to get some momentum happening. And then you can probably go for maybe 30 minutes or one hour, right? Scott Allan 12:33 - 12:59 I know there's the Pomodoro technique where it's like, go for 25 minutes and stop for five minutes. But I don't really use that technique I used to. But the thing is, if I'm going, going, going, and things are going really well, I don't want to have to force stop myself after 25 minutes and take a break that I don't need. So once momentum kicks in, if I'm working on that hard thing and it requires more focus, and I'm already in the groove and in the funnel, I'll just keep working on it. Scott Allan 12:59 - 13:25 But the thing is, you do have to identify what it is. You do have to start working on that thing. And eliminating the distractions is going to come once you have gotten into, we'll call it the workflow, right? Or the deep work, I think if, you know, which is something I like to, you know, that coin was not quite, that was, I'm using the reference to the book called Deep Work, one of my favorite books, but that's really what I'm going for is to, you know, Scott Allan 13:25 - 13:44 get that into that focus, right? I think where I'm going with this though is that once you start working on this hard thing, you want to dive into it right away. You want to rinse and repeat for the next thing that's on the list. And then yes, you can have your cookie or whatever it is at the end of the day or at the end of the hour. Spencer Horn 13:46 - 13:46 Oh, no. Christian Napier 13:49 - 13:58 Yeah, it's all right. We've got the dueling Spencers there. What I wanted to do is Spencer Horn 13:58 - 14:17 punctuate it with the song and I'm going to do it here. That was awesome. Christian Napier 14:17 - 14:38 OK. Since I've spent my entire life procrastinating, Scott, so this is really a topic near and dear to my heart. I kind of see myself in a few different situations when I kind of look at my own procrastination. There are things that I do not enjoy doing, so I put them off. Christian Napier 14:39 - 15:16 There are things that are hard to do, so I put them off. There are things that take a long time to do, I think, so I'm like, well, I don't have enough time to start this now because it's gonna take me a long period of time. And then there are things that are unknown, like they're outside my comfort, so I'm not really sure how to do, right? So I'm curious in your experience, as you look at these different rationales that one may, put like, oh, I don't like to do it. Christian Napier 15:16 - 15:35 It's too hard to do. I don't know really how to do it. I need to do it, but it's going to take too long. What techniques in the hard framework can be deployed to assuage the concerns that come from these various vectors? Scott Allan 15:37 - 16:01 You brought up a good point. So I'm going to start with, I think it was the last point there is like, There's something on my list that I need to do, something in my business that needs to be done. It requires a certain level of skill acquisition, so maybe it's a skill that I don't have. Now I'm gonna use an example of building a website, because probably most entrepreneurs either have a website, or they're thinking about building one, or they need one, or whatever it is. Scott Allan 16:01 - 16:25 Now I was in that situation for a long time. I always wanted to have a website. Not a big deal, and there's so many tools out there these days that it should be easy, but I waited for, a long time before actually getting what I would call a decent website up and live and running and actually making some money. But what was holding me back, like I procrastinated on this for years, and I used to beat myself up about it. Scott Allan 16:25 - 16:37 It's like, why can't I get this thing going? And when I actually looked at it, there were several reasons. First of all, it was kind of a big project. But secondly, I didn't feel confident in my skill sets to actually create the website. Scott Allan 16:39 - 16:55 Until I read a book, I think it was called Who Not How. You guys may have heard the book, and it's like, well, So I have to be the one to create the website. I have to have it done. It's essential because I'm going to be selling products from there, which means making money, which is something that, you know, if you're building a business, you need cash, right? Scott Allan 16:55 - 16:58 So I knew it had to be done. I thought, well, wait a Christian Napier 16:58 - 16:58 minute. Scott Allan 16:58 - 17:12 Maybe my hard thing isn't, and this is where the clarity came through. It was like, maybe the hard thing isn't me going in and actually starting on the websites. Actually, I did that. I started to build it and I got stuck and I, you know, just went away from it and said, no, I'll do it later. Scott Allan 17:13 - 17:27 Not really so much another name for procrastination. It was really just task avoidance, right? I was avoiding the hard thing because honestly I didn't want to do it, but I had to have it done and that's the thing so I Thought well, wait a minute. I could hire somebody to do it. Scott Allan 17:27 - 17:53 Maybe it might cost me a bit of money but what if I just went on to Upwork and hired someone for this and you know, it was that's what I did I went out there and I just outsourced it to somebody who came over and This is not a big mystery. I mean, lots of people I think probably outsource stuff, but there was something about this project that I had convinced myself I had to be the one to build it. When in fact, my goal was just to have it, like just have it as one of my assets, right? Scott Allan 17:53 - 18:02 You know, I wanted a website, that was it. But I didn't have to be the one to build it. So hired someone, brought them in. A few weeks later, I had my website. Scott Allan 18:02 - 18:19 And then, sure, there was maintenance afterwards and things like that. And that was it. So I thought, OK, well, what else am I putting off that I've convinced myself I need to build when, in fact, I just need to maybe outsource it? And as long as I have some cash coming in to pay for it, then it should probably pay for itself. Scott Allan 18:19 - 18:49 So that's part of the, again, like, The hard thing, if I were to apply it to that situation, is I highlighted the thing that I needed to get done, which was build a website. Instead of me attacking the project and going all in and trying to get it finished, which would have just taken me so much time, I couldn't have gotten anything else done in the business, I just went out there and hired somebody for it. And then I did the same thing whenever I came across, oh, I need a landing page built out. Maybe I can just hire someone for 50 bucks to do that for me. Scott Allan 18:49 - 19:04 So that became my, you know, like the who not, like, who can I hire to do this thing? It sounds like an obvious move. I mean, really, but you'd be surprised at how many people I talked to. And they're like, yeah, I just spent the last three days building a, you know, a landing page. Scott Allan 19:04 - 19:17 I'm like, well, you could have outsourced that for $40. And they're like, yeah, but you know, this is like a skill I really wanted to have. And that's like, but, but that's the thing is like doing a lot of these things that we think we should be doing. are not the needle movers. Scott Allan 19:18 - 19:29 This puts us in the 80% of things that we probably shouldn't be doing. So on top of that, I made a list. On the left side was all the things that I don't want to do anymore and probably shouldn't be doing. It was a long list. Scott Allan 19:30 - 19:44 And on the right side of the things, the needle movers that I should be working on. And it should be a shorter list than it was. It was maybe 40 things on the left, 10 things on the right. And once I had those 10 things on the right that were my priorities, I cut it in half again. Scott Allan 19:45 - 20:06 So I only had five of them. And I realized like, oh, those are the things I should be working on. So anytime I found myself over on the left side, And I had to keep this list handy, I still do, I have to keep it nearby because I drift off and I start checking email for the 10th time that day or working on something or tinkering around and you really have to be careful because it's a slippery slope. Scott Allan 20:06 - 20:43 And especially what drains a lot of energy and kills a lot of businesses actually is not always like you're short of cash or whatever it might be or employee problems, it's boredom, right? And Tom Bilyeu of Impact Theory has said this a lot. He's like, what kills most businesses is boredom. Or what kills most entrepreneurs is just getting bored of doing the repetitive tasks, when in fact, it is the repetitive tasks, if they're high-level tasks, are what actually, over the long term, doing these things consistently, that's how you build your business and start to put those pillars into Scott Allan 20:43 - 20:45 place. So yeah, I hope that all made sense. Spencer Horn 20:46 - 21:08 Well, one of the things I'll highlight there is I'm surprised and I'm not surprised when you say one of the things that kills business is boredom because I have found that one of the things that creates engagement with employees actually is one thing that causes people to love their work is a challenge. Christian Napier 21:09 - 21:09 Now, Spencer Horn 21:10 - 21:38 what's interesting, what may seem ironic is maybe making that landing page is the challenge, right? Really what the challenge is is getting that landing page up and going and seeing that operate and then. doing what you need to do to go out and make that work, not necessarily doing the mechanical things that you can outsource. I have a contrarian approach to the whole strengths-based leadership, and they say just focus on your strengths. Spencer Horn 21:39 - 22:22 I find that when it comes to utilizing your competencies, however, strengths are the way to go. But when it comes to your communication and your leadership style, work on those things that are your weakness. But in this case, what we're talking about is if I get to a place where I'm not motivated, I'm not excited, and that can happen, what I'm hearing you say, when we are using 80% of our energy doing things that are low-value activities, and we're not seeing a return, and we're not seeing the company grow or succeed, Now I'm losing motivation, and I'm losing my engagement to really take massive action to have my business succeed. Spencer Horn 22:22 - 22:25 So I've just shot myself in the foot. That's how I interpreted what you said. Scott Allan 22:25 - 22:36 Yeah, that's correct. Yeah. I mean, I found myself there in the last week or so just feeling bored, not challenged. And I started to look at the things like, what am I actually working on every day? Scott Allan 22:36 - 22:45 Am I waking up early enough, doing the things that I used to do that filled me with that energy? Excitement. Yeah, excitement and energy. Yeah, I was just missing. Scott Allan 22:45 - 22:45 Yeah. Spencer Horn 22:46 - 23:01 Right. And when you do those things, maybe that's the big picture. But you do say that entrepreneurs don't fail from a lack of strategy, but from avoiding one to two uncomfortable actions. And why do you think that's so common? Scott Allan 23:02 - 23:24 It's common because we're used to, I mean, I was used to just doing everything myself. So, and this was everything like formatting a book to doing keyword research to like doing things I could probably have outsourced really easily. I used to call it, I think I called it a strategy. It was like, it was my book publishing strategy when in fact, I was just filling out my calendar. Scott Allan 23:24 - 23:51 I don't even think I had a calendar. I just was waking up and hands on keyboard and I was just working on random tasks because It felt good, you know, it just felt like, well, it felt good. It doesn't mean like I was, I wasn't getting anywheres with it, right? It felt good for a few hours, but when actually, Here's the thing is like, you can always tell if you're getting ahead by, and I'm borrowing this probably from Alex Ramosi, I think he said like, if you want to know if you're doing well in your business, like Scott Allan 23:51 - 24:09 take a look at your bank account and ask yourself if you're satisfied with that. And I thought, hmm, okay, like am I struggling financially? And I kind of went through that, it's like, well my bank account could probably be bigger if I was working on things that were actually bringing in more money instead of, you know, like just using formatting a book as an example. It could be anything, right? Scott Allan 24:10 - 24:35 But that's when I realized like, Yeah, something definitely has to change because when I started working on a couple of things that were challenging, but were also bringing in money. selling things actually filled me with excitement. I really liked it when people clicked on that buy button and bought one of my books or my courses or something like that. So I thought, ah, I'm gonna do more of that. Scott Allan 24:35 - 24:57 So I started leaning harder into that. But that's the thing is like, we do get trapped in, again, just going back to like the 80-20, the 80% of those tasks. Well, first of all, a lot of the tasks on that list are comfortable, right? So, um, and I think we all like, we all gravitate towards comfort and we do live in a world where like comfort is, um, you know, celebrated, right? Scott Allan 24:57 - 25:19 You know, like, Hey, take it easy. Oh, you've been working for the last couple of hours, like take a rest. And I'm not saying we shouldn't take a rest or take it easy, but yeah. you know, it doesn't have to be like, you know, you have to, you don't have to be taking a rest like every hour, you know, and, uh, I just found that, uh, like that's kind of interesting where, like I had an entrepreneur once they were explaining where, uh, Scott Allan 25:19 - 25:36 you know, they came back from their vacation and then they had to take a break from their vacation and it's like, and they were missing out on work and stuff. And their, their vacation just extended into their work week and that work month. And, by the time they got back to work, it was like a real mess. And they didn't have anybody else working in their business, so he was the only person working in it. Scott Allan 25:36 - 26:17 So anyway, point is, you can imagine that situation where you have to be, if you're the only one working in your business, and a lot of people are, because maybe they've never hired anybody, maybe they can't afford to hire anybody yet, or part-time VA, full-time VA, but that's when things get real, I think, is that when you can actually hire at least one person to come in and help you out, then they get to take on those tasks that you no longer should be doing or want to be doing. I'm going to say should be doing, because a lot of the things on that list, I convinced myself that I should be doing them. But when I started handing them off to somebody else, I suddenly had this time on my hands where I was like, wow, like I honestly didn't know what to do. Scott Allan 26:17 - 26:37 Like when I had, I started offloading all these things that used to keep me really busy. I literally didn't know what to do. And that's when I realized like, oh, I don't think I was actually working on like the one or two core things that were driving the business. So I started working on those and they were hard because they were muscles that I hadn't really exercised, you know, so. Christian Napier 26:47 - 27:14 All right, I have some questions based on the bio that Spencer went through. He used some phrases or terms that I thought were quite interesting. One of those was psychological operating system. I am curious to hear what you mean by that, you know, this psychological operating system and how that comes into play when it comes to procrastination. Scott Allan 27:15 - 27:40 So the psychological operating system, so I think it's really just another term for an SOP, but the thing is is that, I operated for a very long time, and I still do some days. I get lost in the weeds like a lot of people do, but I operated for a long time without having any systems, right? And if you're building anything, like any company you look at, they probably have playbooks and systems. McDonald's has a system, right? Scott Allan 27:40 - 28:25 Let's use that as an example. If you suddenly took away their process for making cheeseburgers or whatever they do, you've got a bunch of people kind of running around in the kitchen not knowing what to do. But if you actually look at the process, like everybody, you know, so we all know what an SOP is, I think, but the psychological operating system is where, you know, the operating system actually, you know, it's one of the pillars of your business, right? Like, I mean, you have to know how everything is running smoothly from A to D to Z or whatever, you know, so, but not just as the, building, not just as the business builder, but once you have the system, then when you bring other people onto your team, Scott Allan 28:25 - 28:44 then you teach them that system as well. Right? And then you train that person to train other people. And that's kind of like, that's at the stage where I'm at where I'm And I call it a psychological operating system, I think, because the psychology just came from the fact that you have to understand the psychology behind why we do certain things and why we don't do Scott Allan 28:44 - 29:05 certain things. And those things are also listed in the, we'll call it the operating procedure as well. So it doesn't really have anything to do with psychology per se, and it might be just a fancy term that I coined, but it seemed to stick with people whenever we talk about it. in the back end, like when I'm talking to my VA about it, it's like, hey, did you have a look at the operating system or the SOP? Scott Allan 29:06 - 29:13 And she goes, oh, you mean that psychology thing you're talking about? Like, yeah, because you have to understand why we're applying it to the business and when it matters. Spencer Horn 29:15 - 29:34 Yeah, but you talk about, Scott, rewiring. And that's a psychological term, right? I mean, so when you talk about this hard framework, highlight, approach, rewire, and delay, rewiring is really working on the operating system. Why don't you talk a little bit about how that happens? Spencer Horn 29:34 - 29:48 I mean, I think you started to allude to that a minute ago when you're saying, hey, I started getting excited about doing these money-making activities, right? And so you started to lean into those more. I'm assuming that's a little bit of what you were talking about. Can you clarify that? Spencer Horn 29:48 - 29:53 How do you rewire to start focusing on those hard things that move the needle? Scott Allan 29:54 - 30:13 Yeah, so I had to rewire my, call them bad habits, right? A lot of my habits were, like a lot of people, gravitating towards what was comfortable, right? So I was wired for comfort, basically is what I'm saying. But that wasn't what was going to get me from here to there. Scott Allan 30:14 - 30:30 So let's just use the hard framework again. If we highlight the hard thing, we attack it, we do that thing, it's going to really sting when you first, it's going to hurt, actually, when you first, not physically, maybe, but I mean, it did mentally. It felt uncomfortable. We'll put it that way. Scott Allan 30:30 - 30:31 It was a very uncomfortable Spencer Horn 30:31 - 30:40 feeling. Yeah, I mean, you're looking at all the overspending, right? You talked about your bank account, all the things that you're spending money on that you don't want it. I wrote that down because I'm like, I need to do that. Spencer Horn 30:42 - 30:42 And Scott Allan 30:42 - 30:48 it's hard. Yeah, yeah. And that's actually a really good example. I'm going to go with that, because that's probably the number one thing that I avoided. Scott Allan 30:48 - 31:16 And to be honest with you, to this day, I have to have that on my calendar at the end of the month. If I don't have it in front of me that, hey, today's the last day of the month, I'm supposed to be printing out the credit card receipts and all these things. If I don't have it written down on a sticky note in front of my computer, even though I've been doing this for quite a few years, intentionally or maybe subconsciously just say, no, maybe I'll do it tomorrow. I still procrastinate on this thing because it is hard. Scott Allan 31:16 - 31:34 It is uncomfortable. But the thing is when I actually do it and here's the thing, when it gets done, when I'm actually, when I start to work on it and it maybe only takes me a few hours of the day, it's like, wow, okay. that wasn't actually that hard. And now I have clarity on where all my cash went. Scott Allan 31:34 - 32:06 And honestly, like until I actually started doing this thing. So the thing is like it actually, you know, it did rewire me for because it rewired me to the point where like if I didn't do it, I felt that the next day, it's like, okay, yesterday is supposed to be the day when I was supposed to look at all my statements and everything, because sure, I have an accountant and I have someone else who helps the accountant, because it's all in Japanese, so I need an interpreter for the accountant to talk about all the money stuff, but I still have to know at the end of the day, I have to know where things are going, because even the accountant's not gonna figure all that out. Scott Allan 32:07 - 32:51 But that was the thing, it was really uncomfortable for me to do that, because the reason is I spent a couple of decades, never had to do my taxes, always had a corporate job, never had a budget, would just spend money whenever, wasn't really building a business because my book, so-called, well it became a business later, but it was really more of a hobby until it started to make money. But the rewiring part of it came in where it became, I wouldn't say it became a habit that I enjoyed, When I got it done, I was able to relax afterwards and yeah, I could eat my donut or whatever. Like that was where, if I was delaying my gratification, it was like after that, I would treat myself to something nice. Scott Allan 32:51 - 33:12 But I think it's like, there are certain things where they just don't become natural habits, right? Unless maybe you're doing it every day. But I mean, I used to do this like at the end of the month and I mean, it's at the end of the week actually, is when I'll actually sit down, I'll go through the numbers at the end of the week. And now I'm getting into the habit of just doing it 10 minutes at the end of the day. Scott Allan 33:13 - 33:21 So I went from doing it at the end of the year. By the way, I used to cram my taxes. It was a mess. I mean, I'm telling you, I almost missed the deadline. Scott Allan 33:21 - 33:44 Talk about self-sabotage, because I would save everything towards just like our tax season here is, well, for our business, it's in November, and personal taxes is in March. So I used to file only personal taxes before I had my business. point is like I would just save everything until like the last few days and just not sleep at all for like three days and get it done. And I mean literally not sleep, right? Scott Allan 33:46 - 34:03 You don't want to be in that situation. But I did that continuously every year. And I had a whole year to work on you know, receipts and, but in my intention was at the end of the month to do this hard thing. And this is, by the way, leading back to why I wrote the book was probably because of that one situation that I never got in trouble with the tax. Scott Allan 34:03 - 34:20 I always paid my taxes and always somehow got them filed on time. But it was painful, right? And I thought, maybe I can help other people like avoid doing the same thing, you know, and just by coming up with a simple framework that works, that's, you know, not going to like take half their life away. So Christian Napier 34:22 - 34:52 Yeah. Well, the tax thing that hits me in the fields, we just went through that this week. Monday was the debt for people who filed extensions, which I always do. You know, folks with S corporations, uh... Christian Napier 34:52 - 35:13 how to get theirs done by monday the fifteenth of september and so i was doing exactly what you just described i have waited till the very end and then crammed everything in and uh... got the got the thing in the envelope and sent off about an hour before the post office closed. Here, you can't file the state ones electronically. You still have to mail them. Spencer Horn 35:15 - 35:18 I need to introduce you to my accountant, Christian. He Christian Napier 35:19 - 35:24 does a great job. I still do my own. There's another thing. It's like, maybe I should be paying somebody to do this. Christian Napier 35:24 - 35:29 We still do extensions. Even though I'm not a practicing accountant anymore, I'm like, I can do my own taxes. Spencer Horn 35:29 - 35:50 I have a suggestion, Christian. Why don't you write a book? But I think it's fascinating that what Scott, you know, when he finds that he has a challenge, like, okay, one of the ways that you figure out how to fix that is like, I need to study what I'm doing, and then you become an expert as to what you were doing wrong. Spencer Horn 35:50 - 35:59 I love that. And so it started with you, now transition. I think you alluded to that a second ago. How have you seen this help other people? Spencer Horn 36:00 - 36:08 I mean, let's take this to some, maybe a case study. beyond you to some of the people who've either you've coached or who have read this. Scott Allan 36:09 - 36:19 Yeah. Yeah. I was working, let me see now, because I worked with a lot of entrepreneurs over the years. Yeah, yeah. Scott Allan 36:19 - 36:46 Okay, yeah, yeah. So one person I was working with, they had a medical practice, and one of the things that they had to do was transfer all of their physical papers into digital papers, and it was like this big process, right? And it had to be done by a certain date, or else they were not going to get their license renewed, something like that. But the thing is, the CEO or the owner, only had a couple of other people working in their office, right? Scott Allan 36:46 - 37:08 So that meant she actually had to do it, right? And when we talked about it, it had to be done by a certain date. Every week we would meet once a week to have a coaching call and talk about, is this thing moving forward? And it wasn't moving forward and it had to move forward in order for her business to survive. Scott Allan 37:09 - 37:23 It's like, okay, well, we had to identify what was holding you back. First of all, it's like the fear of moving it from the physical to the digital, and there's just so many files. It's like, well, we can only do one file at a time. And this is one thing that's really important too. Scott Allan 37:24 - 37:32 If you have a big project or something like that, like a lot of people get overwhelmed. I mean, I think we all get there. Tax is another example, right? It's like very overwhelming. Scott Allan 37:33 - 38:04 And I think I got really good at just taking that big thing and just breaking it down into you know, one paper at a time, right? If I had to use David Allen as an example, I think he mentioned this in his book, getting what is like getting things done or something like that. Like he said, like, you know, just if once he moved a piece of paper from here to there, he didn't touch it again, right? So we had to develop a system where, you know, she was able to, first of all, put in one hour a day on this project. Scott Allan 38:05 - 38:17 She was just going to do like one paper at a time. It sounds very obvious because we can't really multitask very well. We can only do one thing at a time. But when you have the whole thing just kind of in your head, it lives there, right? Scott Allan 38:17 - 38:32 And if you're not taking action in the physical world, well, you just don't get it done. It's just a dream, right? So we had to break this down. Can't remember at the time if I actually had the hard framework or not, but I was actually using it whether I was aware of it or not. Scott Allan 38:33 - 38:46 So it's going back a few years, right? But yeah, we had the highlight like, okay, what's like the one thing you can do even right now while we're on the call that's going to take you 10 minutes to do? And she kind of looked around her office and she found it and she did that thing. And I'm like, great. Scott Allan 38:47 - 38:52 an hour for the call. It's like, okay, well, what's the next thing that you can do? It's like, you know, I'm not going anywhere. Go do that thing right now. Scott Allan 38:53 - 39:12 So we actually just started to execute on that right on the call. Whereas, uh, you know, when she was like kind of left to it, it's just like, you know, very smart doctor. I was like, had, you know, like six degrees and everything, but this one thing was just really holding it back. She didn't have a lot of help with it either, but she just needed a little bit of guidance to show her like, you know, let's just break this down one thing at a time. Scott Allan 39:12 - 39:23 You're going to do a 10 minutes at a time. You're going to start to, you know, you know, get this moving anyway. And that was the most important thing. Probably took a few weeks to get the whole project finished. Scott Allan 39:25 - 39:50 But she did, she got it, everything transferred from, you know, the physical data or the physical, physical papers were all in digital data. And then they had their new system, right? She brought in somebody else to build out the system like digitally, but But yeah, she had to like transfer all these, you know, the client's notes and everything into the computer. So anyway, that was a story, not the, you know, it was just, it was good to see it because she actually succeeded at getting it done. Scott Allan 39:50 - 40:03 I've seen other people who, you know, sometimes they just couldn't get the thing done. I mean, I'll use just one more quick example. Book writing is another one of them, right? I worked with a lot of people that, never even started their book, or they started it and they didn't finish it. Scott Allan 40:03 - 40:08 I mean, it only took you 10 years. That's good. I mean, at least you got it finished, right? Or two years or whatever, right? Scott Allan 40:08 - 40:13 So you got it done though. That's the important thing, right? But- Spencer Horn 40:13 - 40:21 Well, I'm still editing. I'm still having an editing issue. So I've got a few things. Yes, it's written, but I found some redundancies. Spencer Horn 40:21 - 40:33 And so I'm like, crap, I've got to fix, and I'm reading it and trying to fix all of that. So, It's, uh, cause I, I want to make sure that I like it when it goes out for sure. Yeah. Yeah. Spencer Horn 40:34 - 40:39 But what was the reward that she gave herself when she finished that, that big digitization, uh, probably she Scott Allan 40:39 - 40:43 went on vacation. I think they went to Disneyland or she took her kids to Disney. Spencer Horn 40:43 - 40:46 That's what I'm talking about for me. It's a Scott Allan 40:46 - 40:52 Florida. So they were like, they weren't in Orlando, but yeah, they were near enough to go there for the weekends. Spencer Horn 40:53 - 41:00 Hey, Christian, before we have a, another question, we do have a mentioned our sponsor. Oh, let's Christian Napier 41:00 - 41:00 do it. Spencer Horn 41:01 - 41:25 So we are fortunate enough to be sponsored by Team Coaching International. And Team Coaching International is a great, great organization that helps coaches and practitioners of team performance, which that's the whole focus of our program. podcast here is how do we get it more engagement? How do we get people producing? Spencer Horn 41:25 - 42:06 Teams exist to produce results. Well, one of the ways that team coaching does that is they've created an incredible diagnostic that helps you to identify seven productivity elements, where you're at with that with your team, with your organization, and then seven really cultural or what we call positivity elements that really help you to sustain that productivity. And so those two elements of the model, productivity, positivity, we help you identify where you're at so you can really target your training and development forces to do the hard thing that we've been talking about, right? Spencer Horn 42:06 - 42:22 Sometimes one of the things that most teams really struggle at, for example, is having productive conflict. They want to avoid conflict at all costs. But when you do it right, it's super helpful to the team. Well, this helps you to identify where the team is struggling. Spencer Horn 42:22 - 42:54 So if you are watching this and you scan the QR code, you will be able to register for a free version of the team diagnostic, which is called the Team Leader View. And we'll sit down with you and really go over that and show you how the process works. And so that's a great give that Team Coaching International is giving to our listeners for free. If you're listening to this, we'll have the show notes link that you can go to and get your team diagnostic. Spencer Horn 42:54 - 42:58 So thank you, both Christian and Scott, for letting me highlight that. Christian Napier 42:59 - 43:16 Well, thank you, Team Coaching International. Super great to have them on board. We appreciate their support very, very much. Scott, I want to come back to the bio once again that Spencer read because there was another term in there that kind of caught my attention. Christian Napier 43:17 - 43:23 That phrase was identity-based action and I'm really curious to learn more about what that means. Scott Allan 43:25 - 43:42 Okay, this is a good one. So for many years I called myself a procrastinator. I would literally just say it. I would say if there was something close in the corner, I'd just say, no, I'm not doing the laundry because I'm a procrastinator and I'll do it tomorrow. Scott Allan 43:42 - 43:58 I would literally just identify myself as that thing. And I think somebody had pointed it out to me, it's like, you've got to start labeling yourself something else. Like, start calling yourself an action taker, right? And I would actually push back, go, yeah, but I'm actually not. Scott Allan 43:58 - 44:17 I mean, sure, I was, yeah, I could write books and this and that, but there's other things that I had to get done that I wasn't doing. And so whenever, like, I don't know, it could be like, yeah, balancing the books or whatever, like doing taxes and all that. It's like, I would look at it, go, yeah, I'm not going to do it because, you know, I procrastinate. So that became my identity, right? Scott Allan 44:18 - 44:38 I realize though that identity is anything that when you take action on something, if you go to the gym, or don't go to the gym, right? I mean, that becomes your identity. But let's just say if you go to the gym three times a week, four times a week, once a week, and you call yourself a bodybuilder and you're like, yeah, I'm getting into shape. I mean, that becomes your identity. Scott Allan 44:38 - 45:06 Even if you may not believe it in the beginning, maybe you're just starting out and you haven't been to the gym before. you know, that, you know, how you talk to yourself, not just talking to yourself, like self labeling yourself with your self talk, but your your action, those two things combined, that becomes your identity. So you really have to be careful with how you are labeling yourself because I work with a lot of people and what they'll actually say is like, they're like, yeah, you know, um, I'm a procrastinator. It's like, no, you're not. Scott Allan 45:06 - 45:21 You actually, you practice the behavior of procrastinating, but that's all it is. It's just a behavior and you can turn that around, right? And we're going to turn around by doing this, you know? So I've changed my identity several times. Scott Allan 45:21 - 45:32 Like, um, uh, if I had to give another example, um, okay. I mean, I used to eat a lot of junk food. Like I would literally finish the night with like an ice cream and a chocolate bar. And I used to go to the gym and work out and stuff like that. Scott Allan 45:32 - 45:48 But I would literally like, like I would, you know, stuff myself full of sugar. And, um, I would just like when someone would like, I think a friend of mine said like, why do you eat all this junk all the time? If you're trying to stay so healthy, it's like, well, because you know, that's just, I love sugar. That's what I do. Scott Allan 45:48 - 46:11 And I realized like, I was just feeding into that belief that I had to do that. I had to, you know, eat all this sugar to support the identity that that's who I was. So that's what that means is like, you take action, you take action towards something that you feel, I'm going to use the word passionate, you feel really passionate about. It could be a goal, right? Scott Allan 46:11 - 46:21 You want to get into shape. You want to write a book, right? Look, when I was writing, when I published my first book or two, I didn't call myself an author or a writer. In fact, I didn't even tell anybody I had put a book out there. Scott Allan 46:22 - 46:34 And I used to call, you know, I used to say, yeah, it's just a hobby. You know, I just, I was just, you know, it just, I threw a couple of words on paper and put my books in there. I actually spent years writing, writing these books and I was actually a decent writer. Right. Scott Allan 46:34 - 46:55 But it took me like my third or fourth or fifth book to actually start to call myself a writer, believe it or not. because I was holding back that identity. I just didn't feel worthy, imposter syndrome. But when I started to actually say, I went from being an author to I'll call it a business builder to an entrepreneur. Scott Allan 46:55 - 47:10 That was really scary when I started calling myself that because I was like, well, wait a minute. Don't entrepreneurs have a lot of money? Don't they drive around in fancy cars and wear expensive suits like Elon Musk? I can't be, you know, I better just go better, you know, and I actually find myself like kind of reverting back to my old identity. Scott Allan 47:10 - 47:28 But I realized when I did that, I didn't want that identity anymore. I liked the new one. So I kept building on that new one. Um, so yeah, so that's what that basically is, is like, you know, you can build your new identity through this framework by taking definitive action towards the things that might scare you. Scott Allan 47:29 - 47:44 But that's where the real power is, is like doing the things that scare you. They're doing it scared. Um, that was one of my earlier titles that I, I put out way back in the day because, um, again, like I was afraid of doing a lot of things until I actually did them. And then when I did is like, wow, that wasn't too bad. Scott Allan 47:45 - 47:56 I mean, sometimes it was, sometimes it didn't always work out very well, but it doesn't matter whether you like, you know, like a lot of people are like afraid of failure, right? Sure. But I mean, I think the only way to fail is to not do anything, so. Spencer Horn 47:58 - 48:19 Oh, yeah. You know, it's interesting. Napoleon Hill and, you know, Think and Grow Rich said that the thoughts are things, right? And then you've got Gosh, you've got the Heisenberg principle with Niels Bohr and Werner Heisenberg, these two Dutch physicists that really become known in psychology as the expectancy theory, right? Spencer Horn 48:20 - 48:42 And it's the power of those labels and thoughts that we have. And so what I hear you say is when you use the word I'm an author or I'm a physicist, I'm a doer. Whatever it is that is the opposite of the behavior that you want to change, that's part of training your brain. You're programming yourself to start thinking that you are. Spencer Horn 48:43 - 48:53 Typically, we think we act because of how we think. That is absolutely true, but sometimes we think based on how we program ourselves or how we even talk to ourselves. Christian Napier 48:54 - 48:54 And I think Spencer Horn 48:54 - 49:13 you can take a conscious approach to say, I am a finisher. I am an author. I am an effective leader. Some people call that affirmations, but basically what you're doing is you're creating that repetition and programming that your brain needs for you to start acting that way. Spencer Horn 49:13 - 49:14 Is that what I'm hearing? Scott Allan 49:15 - 49:22 That's exactly it. And I love what you said, I'm a finisher. That's actually what I used when I realized, because I used to say I'm a procrastinator. It's like, no, I'm not. Scott Allan 49:22 - 49:28 I'm a finisher. I finish things. And when I started using it, yeah, it is an affirmation. Thing is, you say this over and over and over again. Scott Allan 49:29 - 49:36 I mean, enough times, it's like you try to go back to calling yourself that other thing. You're going to be like, it completely changes your belief system. Christian Napier 49:50 - 50:29 I think this conversation is fascinating. So you really emphasize this rewire with reps concept. It reminds me of so I'm not a musician but in a future life maybe but I have a huge respect and offer musicians and there's a drummer Mike Mangini, who was a former drummer of the Progressive Metal Band Dream Theater, I'm a big fan, who was a software developer and told himself that he could become a drummer because he writes code all day and he figured he could just write his own code. Christian Napier 50:29 - 50:45 And he basically programmed himself to become one of the elite drummers of the world. And this is what you're talking about. I can tell myself my story and I can determine who I want to be. This is incredibly empowering, right? Christian Napier 50:45 - 51:28 It's like for me who I feel like I just keep falling victim or falling into the victimhood of procrastination, what you're charting here is a real path out of it. And so I appreciate you coming on and spending already 51 minutes, I cannot believe the time has flown so quickly, talking about this really, really important topic. So I'm gonna basically leave my thoughts there, because Spencer, I know you've got questions, and we've got a lightning round to go to. I wanna respect Scott's time, because it's very late in the evening, early in the morning for him. Christian Napier 51:29 - 51:32 over there, so I'm gonna turn it over to you, Spencer. Spencer Horn 51:32 - 51:45 All right, so Scott, we're gonna do a little lightning round if that's all right. Sure, I'm ready. Okay, so number one, what's the hardest thing you've done before 10 a.m. this week? Scott Allan 51:48 - 51:51 Oh, the hardest thing I, okay, probably getting up before 6 a.m. Spencer Horn 51:54 - 52:01 was one thing you always procrastinate on even now. Sounds like, you know, the credit card reconciliation. Scott Allan 52:02 - 52:17 Yeah, yeah, it is. And probably getting to the gym, although I do, I go regularly, but like, I'll actually get to the parking lot and try to come up with every reason why I shouldn't go inside. And eventually I go inside, by the way. Yeah. Scott Allan 52:17 - 52:18 But, Spencer Horn 52:18 - 52:29 uh, you gotta have some conversations with yourself first. Come on. Um, your go-to pump up song before tackling something big. Scott Allan 52:30 - 52:37 Oh, you gotta love this one. Um, it's flash dance. Yeah, what a feeling. Oh, yeah. Scott Allan 52:37 - 52:47 Yeah, you play that. Yeah, I can pretty much do anything. I play that before I as I'm, I go boxing a few times a week. And that's the song I'm playing as I'm going to like driving towards the boxing club. Spencer Horn 52:47 - 52:56 Oh, yeah. Oh, that's great to see your gloves throwing water on you. Coffee, cold plunge or journaling. What's your first move in the morning? Scott Allan 52:58 - 53:15 If I could cold plunge I would actually have a cold shower not quite the same But I'm gonna say coffee with MCT oil in it with MCT oil. Okay. I don't know what that is It's like coconut oil and it's kind of like lights your brain on fire a table a spoon of that and you're good to go Yeah, Spencer Horn 53:16 - 53:21 nice One book you wish every entrepreneur would stop reading and start doing Scott Allan 53:24 - 53:41 Let's see What am I, okay, yeah, probably Buy Back Your Time. Yeah, Buy Back Your Time by Dan Martell. I don't know if they should stop reading it, but they should definitely apply everything that's in it. Or you know what, they should stop reading Dan's book and go watch his YouTube channel, that's also really Spencer Horn 53:41 - 53:49 good. There you go. Favorite fail forward moment that shaped your success? Fail forward moment, hmm. Scott Allan 53:53 - 54:07 Probably I'd written a book a while back and I did not trademark it and I should have. And I realized like, wow, whenever you come up with a really good title for a book or a concept for a business, you should at the very least, if you don't copyright it, you have to try and get it trademarked. Because Spencer Horn 54:07 - 54:10 if you don't- I see you doing that now. Somebody else will. Yes, Scott Allan 54:10 - 54:10 yes, Spencer Horn 54:10 - 54:16 yes. You learned your lesson, that's great. What's harder, writing your first book or building daily discipline? Scott Allan 54:19 - 54:24 building daily discipline. It's still really tough for me to nail down a daily ritual. Yeah. Spencer Horn 54:25 - 54:29 Most surprising result you've seen from someone applying the hard framework. Scott Allan 54:31 - 54:54 You know what? Probably here's one thing I'll mention really quickly and it'll actually answer this question is like the hard framework is it's sometimes misinterpreted as a like a more productivity, but it's not a productivity framework. It's more about, it's actually, if you follow it and you do the things that you're supposed to be doing, the hard things, you'll make a lot more money. And that's the thing. Scott Allan 54:54 - 55:09 And I've seen people actually make a lot more money by not doing all the other things and just doing the hard things first. That's the thing. And I think for entrepreneurs, that might be like a big wake up call. Imagine if you could double your income in the next three months, or six months, or even the next year. Spencer Horn 55:11 - 55:26 Well, that could lead to this next question. If you could tattoo one word on every entrepreneur's desk, what would it be? Finisher. Excellent. Spencer Horn 55:27 - 55:35 What's the reward you personally delay most often? Ah. Scott Allan 55:39 - 55:59 Hmm. I don't delay a lot because I tend to indulge, but I would say, um, let's see. Probably eating ice. I love ice cream, but that's the one thing that I will delay because I love it so much that if I don't delay it, I probably have my face buried in it every day. Spencer Horn 56:00 - 56:00 Probably first thing in Scott Allan 56:01 - 56:02 the morning, actually. Yeah. Spencer Horn 56:02 - 56:10 Yeah. So what's the, like, do you have a favorite Japanese treat? I mean, like Japanese pancakes. I mean, they have so many fun things there. Scott Allan 56:11 - 56:24 Yeah, well, they have the matcha, you know, the green tea, like that's really taken off. I think even they sell it all over the world now, like I think Starbucks has started selling it. So now there's like a shortage of it or something. But that ice cream is really good. Scott Allan 56:24 - 56:33 Yeah, so matcha ice cream, matcha ice cream, you can get matcha ice cream, matcha latte, like you name it matcha cake. It's Yeah, there's there's there's no limit to that. So Spencer Horn 56:34 - 56:36 you know, I like I like the ice cream with mochi in it. Scott Allan 56:37 - 56:39 Yeah, yeah, that is good. Spencer Horn 56:40 - 56:41 That's Christian Napier 56:41 - 56:55 it, Christian. Wow. Well, that takes us near to the conclusion, I guess, of this really, really important conversation. And so we're so grateful to have you join us. Christian Napier 56:56 - 57:07 Scott, if people want to learn more about the HARD Framework or they want to connect with you and learn how you can potentially help them, what's the best way for people to reach out and contact you? Scott Allan 57:08 - 57:25 Well, they could go to ScotlandBooks.com. We have the website there. I'm in the process of, or I should say somebody else in the process of building out a website for DoTheHardThingsFirst.io. It's not live yet, but it will be within the next couple of weeks because we're building the course and everything and getting it all set up on there. Scott Allan 57:25 - 57:44 I also have a 30-day challenge for DoTheHardThingsFirst that was launched maybe just last month. So they could always, we have that built on Stan's store, so they could always check that out. We can, yeah, they can probably check out the link in the notes and everything. So 30-day challenge course, if they wanna try that, they can go to scottilandbooks.com. Scott Allan 57:45 - 57:55 We sell the books directly there. Of course, they could always find my profiles on Amazon, and the do the hard things first is in audiobook, ebook, paperback, and hardcover. So. Christian Napier 57:56 - 58:11 All right, fantastic. We'll put all the relevant links into the show notes. Spencer, you've been helping organizations build high performing teams for decades. So how can people reach out and connect with you if they're interested in improving the performance of their teams? Spencer Horn 58:13 - 58:23 LinkedIn, just message me on LinkedIn and Christian solving the world's AI problems. I mean, Scott, he's winning awards for the great work that he does. How can they find you? Christian Napier 58:26 - 58:42 LinkedIn as well, you know, it's easy to find me there. Just look up Christian Napier, happy to connect. So thank you, Scott, for giving us an hour of your time at a very inconvenient time for you. Thank you listeners and viewers for joining us. Christian Napier 58:42 - 58:45 Please like and subscribe to our podcast and we'll catch you again soon.