Super cool thing I learned from Dan Sullivan at Genius K (The 100K Group) last night…

On this episode Russell talks about some things he learned at his 100k group. He explains the difference between the who and the how, and why he might start keeping a journal. Here are some of the interesting things you will hear in today's episode:

• What Dan Sullivan taught him about finding the who instead of figuring out the how.
• Why he is going to apply that to his own projects that he has been procrastinating on.
• And how Ethan Willis convinced him to start keeping a journal of how God touches his life.

So listen here to find out what kind of things Russell is learning in the 100k group.

---Transcript---

What's up everybody? This is Russell Brunson, welcome to the Marketing Secrets podcast. Today I am coming to you from my hotel bed in Arizona and I want to share with you something amazing I learned yesterday.

Alright everybody, I'm actually in Scottsdale, Arizona at Dean Graziosi's office for a group that I'm part of called the 100k group, meaning everybody in the group spent $100,000 to be in this room which is kind of ridiculous. But it gets you in to know some really amazing people and the filter of are you amazing enough to be in this room is can you write a check for $100,000? So that's the one cool thing, you know that everyone in here is doing big things because they can pass that filter of the ability to do that, which is kind of cool.

I just got here this morning and I gotta pack and shower and everything because I'm heading home tonight. But I had one really cool thing that I learned yesterday that I just wanted to share with you guys before I start that process. A lot of you guys know who Dan Sullivan is, if not Dan Sullivan is the owner of Strategic Coach, I think it's strategiccoach.com. I've never actually gone through coach, the strategic coach, but I bought all of Dan's book and gone through his trainings and there's a lot of amazing stuff.

Anyway, so he yesterday at the event, I did a training for about an hour on hook, story, offer, which I've shared with you guys some stuff about that. I also talked about how to reduce churn, which got me re-pumped about trying to reduce churn, so it was kind of fun. Then after I spoke, Dan Sullivan got up to speak and he's like, "I just need ten minutes. In ten minutes I'll blow everyone's minds and I'll change every entrepreneur in this group."

So I was like, alright this is going to be fun to see what Dan Sullivan has to share. So he gets up there on stage and he says, "Us entrepreneurs, we…" and he only works with entrepreneurs, similar to me, "Us entrepreneurs have a lot of character traits."I'll say traits not flaws, because they're also our super powers. But he says, "What happens is an entrepreneur will have a vision for something that's bigger and better." So he drew a big picture of a star.

"This is a vision of this bigger, better thing that you want." Which is why we do what we do. Like, I could make this thing better. There's always a thing that we're moving towards, a bigger, better thing. He says, "Then on the other side is you. You're moving towards this bigger, better thing and you to go and you want to get it, achieve it, create it, whatever." So what happens though, the first thing entrepreneurs do is we, the first thing we do is say, 'How can I do that? How do I, how can I get that big result? What's the process I need to go through? What's the how?"

So what happens as soon as we start thinking through the how, we start thinking through everything and then what happens for most of us, including I'm guessing, all of us. We don't know the how. No one ever, there's not a book that teaches us how to accomplish that crazy thing. So we start trying to figure out the how, and how can we figure out the how when we don't know the how already? Then we get stuck and we slip into this mode called procrastination, trying to figure it out, trying to figure it out, and we're just moving towards this bigger, brighter star, but then we can't figure out the how and we detour away from it into procrastination, because we don't know the how.

So that's where most entrepreneurs stop. We get lost in this, "How do I do it? How do I do it?" and it turns into procrastination and we're done. So think about it you guys, how many products have you started on, that you're excited and see the vision, and you love it, but then you procrastinate for some reason.

His argument, the reason why we're procrastinating is because we don't know the how and we're trying to figure out the how, and we're like, "Uh.." and we get stuck. If we knew how to do it, then we would just go do it. But we don't know how, that's what causes the procrastination, because we're trying to figure it out, there's tension, there's stuff keeping us from moving forward.

So that was the first thing. He said, "The question we need to start asking ourselves instead of how," So here's us moving towards this bigger, better vision of this thing we want to create, instead of saying "how do I do that?" Which if we don't know how and can't figure it out, it causes procrastination. Instead we need to say who. Who can do that thing? Who already knows the how?

It was interesting, because I had spoken, a couple of people had spoken and Dan got up and he's like, "I'm 74 years old right now, Russell talked about all this amazing stuff and I was listening because I was excited, but I didn't try to understand any of it, because I don't want to know the how, Russell does. But now I know the who. So if I ever want to do that thing that Russell talked about, I know the who and I'm going to go call him and pay him because he is the who, who already knows the how, so it's not going to cause this procrastination."

He says, "Us entrepreneurs have to stop trying to figure out the how, how, how, which is what our brains are wired to do, and start thinking who, who, who. So if you have this big, better vision, you never should be thinking, 'how do I do that?' you should be thinking, 'who already knows how to do this?' Figure out who already knows how to do it, and then they'll just go do the thing. Procrastination disappears instantly. And if they already know how to do the thing, they're just going to do it way faster, way easier."

So he starts talking about this, like when you have a vision for a company, or an idea, or whatever. The first thing you need to be thinking about is who. Who is it? Not, how am I going to do this? Because the how will cause procrastination, which makes the thing never happen. The who helps you open your mind. Who's that person that knows how to do this? You find that person and they know the how and then it just magically happens.

It's not that person is going to teach the how, it's they already know the how. So hire them, pay them, let them do the how and that will move you towards the whole thing. So the whole concept was re-wiring all of our brains to shift to the internal question of not how but who. I thought that was pretty dang cool.

So I'm sitting there in the meeting and I had this idea for a change in our coaching program, the big shiny thing for the Two Comma Club X, I'm like how, because I had this really weird thing in my head all the time, where it's like how can I serve my audience better, how can I serve these guys better, how can I serve them better? So I'm always thinking through that.

So with the Two Comma Club X people that joined at Funnel Hacking Live, I'm like, how do I serve them better? How do I serve them better? We keep adding cool things and sometimes adding things hurts more than it helps. I'm like, how, how, how? Then I heard this talk and it was like, who? So I consciously was like, okay, this time I'm not going to figure out the how, because it was stressing me out just thinking about all the pieces to figure out the how. I was like, okay who's the person who knows how to do this?

And instantly in my head I was like, I know exactly who it is. So I messaged that person while I'm sitting there, and 5 minutes later I get a message back from that person, who then introduced me to the other person, who's the who that this person went to for the who. And this morning I just voxed that who and that who is now running on this thing that I was trying to figure out the how on, that would have taken me another month, two months to implement. Now, my guess is by the time I land in Boise tonight, it's Friday night, but Monday by the time I get in the office, it's going to be pretty much done because I got the who, who knows how to do it and it's shifted everything. And it was interesting.

So I'm trying to start thinking through all my projects where I'm procrastinating. I'm looking at my to-do list, I'm looking at my Trello boards, all the stuff that's slowly irking forward. I'm looking at them all and I'm like, oh my gosh. All these ones it's because I'm trying to figure out how am I going to do that? How am I going to do that? I'm getting so stressed out because I don't know the how, and I'm angry because I'm like, I should know this. My brain, come on stupid brain, work better.

But it's like, no, my jobs not to figure out the how on everything. It's to figure out the who, who already knows the how. Figure out the who and then let them do it, and that's the key.

So it's this mindset shift we need to start having, it's not the how but the who. I think, we have a new project we're going to be rolling out here, well depending on the programmers. Stupid programmers take forever. Not my programmers, we're outsourcing this project because yeah. They said it would be between three and six months. I'm like, we built Clickfunnels in less time than that. It's frustrating.

But anyway, the whole g