The Dealer Playbook
The Dealer Playbook

Episode · 7 years ago

Rory Vaden: Procrastinate On Purpose

ABOUT THIS EPISODE

Our guest

Rory Vaden, MBA CSP is Cofounder of Southwestern Consulting, a Self-Discipline Strategist and an Internationally Renowned Speaker.

His first book Take the Stairs was a #1 Wall St Journal and #2 New York Times bestseller. His new book Procrastinate on Purpose is the first book ever to focus on the emotional side of productivity and it presents 5 methods to literally multiply your time.

Session Preview

- Why everything you have learned about time management is wrong.

- The difference between good and bad procrastination.

- How the most successful people multiply time

Links/Resources

Get an advanced copy Rory Vaden’s new book click here.

Rory Vaden's Website

Connect with Rory Vaden on Twitter  

Connect with Rory Vaden on Facebook

Rory Vaden YouTube Channel 

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You're dialed into the dealer playbook podcast, where it's all about winning auto dealer strategies that deliver proven results. And now your hosts, Robert Weissman and Michael Sirillo. Hey there, and thanks for listening to episode thirty five of the dealer playbook podcast. My name is Michael Serrillo. I'm joined with Y'all know them, Robert Weisman. How you friend? Hey, he's here. Awesome, we're we're super, super excited about today's episode. Actually really, really excited. Yeah, pumped. You know, we have an opportunity to sit down with a New York time best selling author, Mr Roy Vaden. You know you'll hear more about him in the upcoming segment, but you know he's really cool. He's written this book called procrastinate on purpose, and that sounds so weird at first listening, I guess, to hear that, but he you're going to hear him explain how, inside of your role at the dealership or whatever it is that you're wanting to accomplish in your life, how there are certain concepts that you need to be aware of that haven't been kind of traditionally talked about when it comes to time management. So we want to jump into our discussion with Rory Vaden. Thanks to Sean Bradley for the introduction. Certainly appreciate that. This was well worth it and we know that you're going to have just a ton of takeaways like we did. So let's do it. Let's jump right in. All right, our guest today is co founder of southwestern consulting. He's a selfdiscipline strategist and an internationally renowned speaker. His first book, titled Take The stairs, was Number One Wall Street Journal and Number Two New York time best seller, and his new book, procrastinate on purpose, is the first book ever to focus on the emotional side of productivity and it presents five methods to literally multiply your time. We're so glad to be joined by Mr Rory Veden. Thank you so much for being with us today. Hey, Robert and Michael, thanks for having me. It's good to be here. So so excited how this this kind of came together really quickly. We were talking pre show. We're grateful for the introduction by Sean Bradley, WHO's an associate of yours and ours, you know, but so glad to have you here and super intrigued by this new book procrastinate on purpose, because I think, you know, it really fits in well with some of the things that we talked about on the show, which is essentially just how to get more out of our business, how to get more out of our individual day to day business efforts so that we can see more profitability. But you know, from what I understand this, this book kind of came together unplanned and it really just kind of was an evolution from your previous book,...

...right. Yeah, you know, take the stairs, when it came out, really kind of tackled classic procrastination, and in Classic Procrastination is consciously delaying when you know you should be doing and so that's what the take the stairs book was all about. It it was about how to make selfdiscipline easier, how to overcome procrastination and how to do the things you know you should be doing when you don't feel like doing them. I take theirs. But there was a little couple paragraphs in the book that we talked about some new types of procrastination that we see really developing in a lot of our coaching clients, and one of them we called, we we coined this term priority dilution. And priority dilution is different than regular procrastination because it's it's it's like it's unconscious, and what happens is we get pulled. Unlike classic procrastination that affects kind of, you know, I might be somebody who's lazy or disengaged or whatever. Priority dilution affects somebody who is trying to be successful, they're trying to be a mover and shaker, but they get pulled in a lot of different directions than they have kind of urgent fires that consume their attention or in some cases, they'll create stuff for themselves to do so they can avoid doing the things they really need to do but that they don't want to do. Okay, so, and that almost kind of sounds like Superhero Syndrome where sometimes we read do everything all the time. Yeah, yeah, but it forces us to not focus on perhaps the things where our energy would be most useful. So there's like two sides. There's like the Jedi side of procrastination and then with our side there's good procrastination and bad. Right, there's two other there is there is that's that's a funny way I put it, because you know, obviously the first you know, take the series of about overcoming procrastination and then the title of the new book is procrastinate on purpose, and it's kind of like, well, isn't that a discneque will not really procrastinate on purpose. Is the Jedi side, and it's basically, how do you say no to the things that don't matter so that you can say yes to the things that do? And that's where you're kind of flipping it and using it as as an advantage to learn how to put off the insignificant things so that you can focus on the things that really really create the result that drive your business. Okay, so what I really like about this? You know, there's a sentence you talked about in the book. Everything you know about time management is wrong. Now we're big time management. We subscribe to the Stephen Cubby method of time management with the four quadrants. What what would you say is the biggest myth for those listening in today? What's the biggest myth? That people have an understanding time management? Well, there's a bunch of them. And and we didn't, you know, we subscribed previously to all the...

...things you know that you just mentioned. And and spend a lot of time reading. You know kind of what is out there. And but there's two really cool things and we'll probably be able to get into a little bit of both of them here on this but the first one that everything you read about time management is logical. It's all about calendars and checklist hips and tricks, tools and technology, the new APPS, you know, a better way of organizing your office, or flow charts to help manage you know, or plan your week out on Sunday with a letter by all of your most important tasks, right, and it's literally for decades. That is what has been said and written about time management. But time management today isn't just logical, it's emotional, because when you have more to do than you can ever get to, then the emotional dynamics start to play and right we have guilt. There is this this guilt that we feel in the tension between wanting to do a good job at work and maybe need to stay extra or work, you know, work on the weekends or whatever, and also being at home to root of the family. We have a fear of telling people know and sometimes we end up saying yes the things that we don't want to do just because we're afraid of saying no and we get stressed and we have anxiety and this, all of these emotions that have as much to do with the citing how we spend our time as anything. And yes, the human element of productivity has has been virtually ignored, completely ignored, and that is where the subtitle of this book the five permission to multiply your time. That's where permissions comes in. It's about how do the most effective people in the world. What we realized that is that they subconsciously right. They didn't, they didn't even know this, but after spending time and profiling then, and we coach about nine hundred people one on one actively right now in our country program and and we started to notice that they had developed certain sort of emotional strategies that enable them to do things and focus on things that others of us can't. And so a lot of times it's our emotions that pull us into the urgent, that pull us into the busyness, and there's there's almost like up feeling that we get from achieving trivial things. Here's a great, great example. If you've ever have you ever completed something that wasn't on your to do list, but then you wrote it on your to do list just so you could cross it off afterwards? No, not at all. And and we do that right because there's an emotional sense of accomplishment, and that's a that's an important thing to realize, is that there's there's a logical reason why we would do it right. It's emotional and and and so that's that's one of the major things...

...that has been completely ignored. Okay, so, and I love that you brought up the subtitle of the boat. Five permissions to multiply your time. This really intrigues me. How is it? I mean, how is it possible to multiply time? Okay, so, so, very good. So let's talk a little bit of Dr Cutty, since you guys are Dr Cubby guys, because obviously the late Dr Cubby, I mean one of the most brilliant thinkers of all time. Seven Habits of highly effective people literally changed the world. I mean twenty five million copies. It's got to be the most seminal work on productivity ever. And you know the four quadrants that he talks about, the four quadrants of time management in there, or the time management matrix is what he calls it. I don't think I've ever taken a productivity course where somebody hasn't ripped off like Dr Cunty for quadrant right and been teaching it, because it's so pervasive. But but here's something to think about. That book was written in one thousand nine hundred and eighty nine. Think about how different the world is today from one thousand nine hundred and eighty nine. I mean there's no real internet, it's like there's not cell phones, there's no social media. I mean the world has drastically changed and yet most of us are still trying to solve today's time management problems with yesterday's time management strategies and and Dr Cubby's, you know, the to you use, the time management matrix. He basically introduced, I feel see like single handedly he brought in this era of prioritizing your time so previous to him that if you kind of do like a little history lesson on time management theory, right in the S and six and the fifties and s is kind of where time management as a body of work kind of starts to develop. And it's all about one dimensional thinking, which is efficiency. That's all about managing your time by being more efficient. How can you fit more in by doing things faster? Well, and Dr Cony comes around. He shows us how to prioritize our time, which is basically how to score our task and wait our tasks based on urgency and importance in his case. And and so for the last three decades, well, two decades, I guess, the word we have thrown around, the word prioritize, as like the end all be all to the all time manage for problems. You know, we say, you just got to keep your priorities in order, or you know your priorities are out of line. And here's the thing. There's nothing wrong with prioritizing. Prioritizing is still as relevant and valuable as a skill today as ever before. But there is a massive limitation to prioritizing that nobody has ever talked about, which is that there's nothing about prioritizing that creates more time. So all prioritizing does is take out a number seven on your to do with and push it up to number...

...one. Yeah, so still have the whole list still waiting in the way. It's right. You still have a whole list and you haven't created any more time. It's more like you've borrowed time from the other activities to focus on that one first, which is which is good, assuming that that is the most important. But the way that you multiply time is different. Multiplying time is about creating time and and most people, they stay hear that phrase multiply time and they think it's sort of like a gimmick or something that is sensationalized, and there's nothing about it that we are stationalizing. Most people think of time as finite, and it is true. Inside of one day we all have the same amount of time in twenty four hours, fourteen hundred and forty minutes, eighty six thousand four hundred percent. But multipliers get outside of the constructor today and they sink longer turn they think about tomorrow and the next day and the next day and the next day and they make what we call the significance calculation. So if importance is how much does something matter, then urgency is a part of the importance calculation and urgency is how soon does this matter? But the significance calculation is a new third dimension. It's a third calculation which is how long is this going to matter? And so here in one sentence, is how you multiply time. You multiply your time by giving yourself the emotional permission to spend time on things today that create more time tomorrow. MMM. So it's all about how you use your time today. And most of us, I actually just wrote a blog a few days ago called it was like the dangers of using to do with. Most of us used to do list and we put them together by asking the question, you know, what is the most important thing I have to do today? And so what that does is it causes us to evaluate, how much time do I have available today? What are all the tasks that I could get done today, and which one is the most important to do? And it seems like that is is good thinking, and it is. There's not. It's not like that's wrong, but it's not the way that multipliers think. It's not the way that Richard Branson thinks. It's not the way that people who create explosive, exponential result they how they think. What they think is not what's the most important thing I have to do today? They ask the question, how can I use my time in a way today that creates more time or more scalable results tomorrow? I love this and it's a it's a huge different it's a subtle distinction in the question, but a huge, massive difference. This resonates with me because a lot of what we talked about when we consult with deal ships throughout North America and now actually globally we have some customers. A lot of what we talked about is a similar concept, where it's like,...

Hey, you can take actions today that will actually, you know, pay you kind of an automated dividend in the future. So it's Hey, what do you want to spend your time on? What do you want to spend your time on doing something today that's going to, you know, make the process moving forward so much easier for your streamline, for you, or do you want to just keep going day by day feeling like you're, you know, you've got a chainsaw in your hands with a big ice cube and no matter how much you shave off, it never looks like what you want it to look like. So I love this and I love this almost kind of leads into automation a little bit. Yeah, so there's there's a there's a huge number of applications here to dealership and automatically is a good one to sort of talk about because you know, if you look at a dealership and you go how do you multiply time and a dealership? Well, it's pretty simple. First of all, there's training, right, if it's giving yourself the permission to invest time into training somebody today so that tomorrow they can compete a task for you. You know, let's say you're the there the GM or you are, you're the you know, the dealer, you owner. It's and it's spending that time in training, whether it sales training or or back office training. But but the other one is systems. Right, it's to technology to manage to keep up with your client relations. Excuse me, it is. You know, how are you how are you placing, you know, your advertisements online? How are you tracking your social media engagement? All those, all of those different things inside of the constructor. Today you go, who has an extra three hours open in their calendar to sit around and and play a play on their youtube channel, and it's like right, we don't, we don't. But if we can, if we can spend some time to make that system, whatever it is, work, then tomorrow it's going to generate leads and incoming business that wouldn't have been there before. And it's working twenty four hours a day, seven days a week, out there capturing leads and bringing them into the dealership. Awesome. You. You know, speaking of automation, that that chapter in the book is quite powerful and you have an experience, a lesson that you learned inside of a coffee shop. Can You? Can you share that with us? Yeah, so I'm fitting with one of my one of my good buddies and probably one of the wealthier people that I know personally and have to have a real relationship with, and his names Darren Hardy's an author and he's a published the publisher of Success Magazine and Anyways, Great Guy. I'm sitting with Darren at this starbucks, if that card us by the sea, which is like San Diego. Areas close to where there and list and it dawns on me, you know, we're waiting at starbucks and it's like rolls, rolls, rolls, royces driving by and you know, Maserati's and it's like it's like a car show here at starbucks. And I I asked him, I sit in there,...

...what do you think is the difference between the richest people in the world when it comes to money and everybody else, and he basically goes on to tell me. He goes all Roy, there's these three different types of people in the world and if you could, if I could go into starbucks right here and I could hear the way that they were thinking, I could tell you which people would be rich in which one's wouldn't. He said. The first type of person, let's call them, they may probably reflect the lower middle class. They are people who are governed more by emotional impulses and they would walk in and they would say, you know, do I want this five dollar copy? Yes, and their question would be what do I have to do to get the copy, and they would fake for it. They might borrow money from someone, they steal the coffee, they put it on credit. They're just kind of a rational and governed by impulses. The middle class person would walk in and say do I want the size dollar copy yet, and then their second thought would be do I have five dollars? And I said, well, it seems fair enough, and it is, and that's very normal. But the way a wealthy person thinks is completely different, he said. A wealthy person thinks longer term and realizes that if they spend five dollars on this coffee. That's five dollars. They're not investing, and a wealthy person that's familiar with compounding in chers knows that five dollars invested today at say, ten percent for the next thirty years would be worth about fifty bucks. So a wealthy person walks in as it's what I want, this five dollar coffee. If the answer is yes, their second question is not, what do I have to do? Because coffee, and their second question is not do I have five dollars? Their second question is, is this five dollar coffee worth fifty to me thirty years from now? MMM, it's a completely different way of thinking and and and that is what multipliers do notice. That is the significance calculation. That's exactly a perfect example what we're talking about, about making the long term calculation over of how how does this play out over time? Well, anyways, you might be going, okay, we or why are we talking about and investing and money and compounding interests? What does this have to do with any well, here's the thing that hit me like a kind of bricks as I was typing the book, like literally, as I'm writing it out, it hits me automation is to your time exactly what compounding interest is to your money. Automation is to your time exactly what compounding interest is to your money. Anything you create a process for today save you time tomorrow. That's how it multiplies time. So automate is one of the five, the one of the flat permission in the book. But just like compounding interests, works twenty four hours a day, seven days a week. It never stops. It's always worth working. So does automation. So you may not have you might think yourself, I don't have the money just...

...to set up a new crn system, or I don't have the time to do it, but the reality is the people who say that are almost always in neglecting the significance calculation. It is true that you maybe don't have the time or the money, to the energy to set it up today, but when you factor in the long term, you go you you can't afford not to do that, because every day it's going to cost, going to be painful, little bit on the front and sure, but every day thereafter that that system is doing that work for you. You're you're getting a return on your time invested, or a return we call our OTI and that is like compounding interest in time. We say a lot that time is money, but time is not. Time is not money. Time is worth way more than money. Just like money makes itself into more money, automation makes time into more time. It literally multiplied. Okay, this is so powerful because, I mean, you know, in past episodes of the show we've talked to our guests about the importance of coming up with processes and, and really I mean that ties into this, that if you have a process in place, you know, it becomes that automation of time and then it leads you to the multi supplication of Time. But I know there's so many dealers, whether it's dealer principles, salespeople, managers, general managers, whoever, who are struggling today to know what they can do to automate their time or to get more out of their time. So I love this concept. You know, and from what I'm understanding here, roory, it really comes down to putting processes in place so that there is kind of that automation effect. Right, absolutely, absolutely, and some of them can be technology driven and some of them can just speak kind of, you know, a process that you have or how you follow up with each new customer, how you follow up with each new webbing query? Right, I mean it's just about having the process. Plus, if you have the process, it saves you thinking time tomorrow. You don't have to think about how to respond to that thing when it happens because you already you've already thought through it and you're going to repeat that process over and over right. I feel like this conversation with you is so timely because literally in the last Oh, I don't know, about month, where I felt like I was suffering from the worst Superhero Syndrome of my career, where I felt like I was the only one that could do certain things and I could not, you know, you find time to myself and I'm working from six am to two in the morning for, you know, the last ten years or thereabouts. I had a conversation actually with Sean and he talked about this concept and I'm guessing it's come from a well, I mean he's very, very, very well versed in this stuff, but I imagine he's had some conversations with you, because it sounds very, very similar. And that was, you know, putting processes in place so that you can...

...kind of take a step back and and you know, I can say for myself, you know, this whole concept of automating your time has really helped me personally, you know, be able to do so much more and actually focus my energy where it was more worthwhile. But this also leads into one of my my last few questions here for you, which was this big takeaway about delegation. And I know a lot of people listening in, just like me and just like the millions of other people out there, have problems with delegation. Can you, can you just talk to us a little bit about the emotional dynamics related to delegating as though, is a great one, because if you ask the average dealer principle, or just the average person, average business owner, anybody who's trying to, you know, achieve something that matters, if you ask them a question, you said, are there things that you're doing in your life, personally or professionally, that somebody else could be doing for you, that somebody else could be trained to do for you, do you think they would say yes or no? Most of US say yeah, right, don't say of course, and then and then you say, okay, why haven't you spent a time to do that? Why? Why aren't taught something to do it all? But the number one response that we would hearse people say, well, I just don't think they would be able to do it as well as I can. For the old classic, the old classic will by the time I show them how to do it, I could have did it four times over. Ding, Ding, Ding. That's me. And so here's the thing. When we say those things, either and they won't be able to do it as well, but I can, or in the time it would take me to train them, I could have already done it. That is the classic example of somebody who is absent the significance calculation. That's a difference between what keeps them stuck and kind of always repeating the same pattern of always trying to do things efficiently and trying to move faster and faster and faster, but never creating exponential result and a multiplier. And it comes down to their emotion. So the emotion that that is that play here is perfectionism and and most of us have this, this kind of this need to feel perfect in this need to control everything, and so it keeps us from delegating, because the reality is, if you delegate something to somebody. They might not be able to do it as well as you the first time, maybe the second time, maybe the first ten times, but pretty soon, when you make this significance calculation, you realize that sooner or later, not only are they going to be able to do it as well as you could, they're going to get to a place where they could do it better than you could, because they're going to be more special, is because they have fewer things going on than you do. Then you have delegated that to them. And so the permission here is the permission of the imperfect.

The permission with automate is is the permission to invest, and the permission with delegate is the permission of the imperfect, because the the the run the mask. This is a quick example. So let's say. Let's say it's a five minute task in in procrastinate on purpose. We talked about in the book something called the thirty ext rule and a thirty x rule says you should spend thirty times the amount of time it takes you to do the task yourself once training somebody else to do it. So here's what's crazy. If it takes you five minutes to do the task, the thirty x rule would say you should spend as much as a hundred and fifteen minutes too, almost two and a half hours. Right, thirty times five, a hundred and fifty minute, almost two and a half hours. Now, initially, when you first hear this, you might go rory. That is insane. Why would I spend two and a half hours training somebody to do a task that takes me five minutes? And the answer is significant. The answer is thinks like a multiplayer. Because if it takes you five minutes a day to do that task, let's say there's two hundred and fifty working days in a year. That means you're going to spend one two hundred and fifty minutes over the course of one year doing that five minute task. So instead of spending on twelve hundred fifty minutes doing it yourself, you're going to spend a hundred and fifty minutes training somebody. So you're going to have a gain of one hundred minute. Now, if you do this mathematically, you invest a hundred and fifty, you get back one hundred. That is a return on time invested of seven hundred and thirty three percent. And if I walked up to you and I said if I teach to you and I said, Hey, I have an investment opportunity where I can guarantee you a seven hundred thirty three percent return on investment, most people will go, you're crazy, you're scanning me to be to be true. Impossible, no way. And the reality is that with money that very often would be true. But I am telling you there are seven hundred and thirty three percent return on time investments all around you, but it's only the multipliers who see it, and it's because they live in a world that it's different from everybody else. They see what no one else sees. They are making the significance calculation and it is a great example of why the rich get richer and the people who are successful multiply exponentially and other people can't ever get out of that linear growth. wowsome. Yeah, I mean, there's so much here. I I feel like this was set up for you to just speak to me on on purpose, because I've had so many takeaways here. Just to kind of wind it down here with you, rory, what would your kind of final send off message for everyone that's listening...

...and be? If they're being exposed to this concept for the first time. Sure. Well, the first thing I would say is, I know this stuff is pretty radical. I mean, if it there's and we're just barely scratching the surface. I mean we explode a whole bunch of things that we used to believe. And so one of the things we've done is we put together a free Onehour Webinar and if people go to procrastinate on purposecom, they can. They can just registertain watch the Free Onehour Webinar. So it definitely encourage you to do that. And then there's also a special deal on pre ordering the book. If they want to do that. That's it. Progress. They on purposecom. But well, only the thing that I would say is this stuff is powerful, this stuff works, this is the stuff is different. This is just stufferly captures the way that multipliers think. But it does not do away with the necessity of the take the stairs message. It doesn't do away with the idea the even though the first book was about overcoming procrastination and this is called procrastinate on purpose, they actually have a very similar message, and the message is do the things you know you should be doing, even when you don't feel like doing them, and take two stairs was all about how to do that. This book for Prastingate on purpose is all about how to what to do with everything else so that you can get down to that, and that's what the focus funnel helps you kind of narrow down to those things. So for crafting on purpose isn't really the sequel to take the stairs, it's really more the Prequel, but the message is the same. It's doing the things you know you should be doing, even when you don't feel like doing them, and that is something that, no matter who you are, you have to keep doing because of something that we at southwestern often referred to as the rent axiom, the rent action of the quote from take the stairs and the rent acte and says that success is never owned, success is only rented and the rent is to every day. Wow, that's cool. That's really cool, very very, very very profound and now that I think of it, so profound that I think our our friend Lewis House actually posted that on his facebook page today or yesterday. It sounded so familiar. I'm like, where did I hear that before? That's so cool and and such a poignant message to those listening, and listen. You heard rory mention that there's a special offer waiting for you listening in on his website. Will Link to those that those links in the show notes. You also link up with his blog and is his social profiles. Rory, we certainly certainly appreciate your time with us today and encourage those listening into absolutely preorder this new...

...book coming out that will change the way you well live your life. Procrastinate it on purpose. When's the book actually come out? On? The book is released January sixth. Part of the pre order thing at procrastinate on Purposecom is that if you preorder it, we're going to send you. Will send you the hardcover when it comes out in January, but we're going to send you a pre release advanced media copy. It's a paperback coffee now, so you can get it now. You can. We send that bonus for ordering. You know, very good, very good. So absolutely check that out and again will link to it in the show notes. Once again, Mr Rory Vaden, thank you so much for being with us today. Oh It's my pleasure. Michael Robert, nice to meet you guys. Thanks so much for having me. Absolutely familion man, great work. Good luck, brother. The Ladies and gentlemen, there you have it. That was Mr Rory Vaden like well, I know you like that one man. That was right up your valley. I you know what you heard me say it. I felt like he was speaking directly at me because, I mean, you know, we work together, so you know that there are, you know, things about handing over the reins or teaching process that can be so difficult at time, at times, you know, having conversations with Sean and also, you know, there's another book that I was reading by a friend of ours, Chris Ducker, who's kind of the delegation master. Yeah, you know where a lot of what rory talked about. I haven't learned it in necessarily these terms were in this kind of concept, but just resonated so much with me and I have a feeling did the same for those listening, and it really should for anybody in a dealership. I mean here's something kind of you know how I looked at it and it's kind of a mini way of doing that. To me, it was like, once I started really getting dug in and started getting my you know, oh, clients coming in asking for me repeats and referrals, and I was calling you know, spending time calling my past customers and, you know, asking them refer referrals or seeing if any other people in the household might be ready for a new vehicle to be. That was more valuable than standing out there chasing after the fresh up, which they say is a twenty percent closing ratio. Instead, I was working on getting referrals and repeats that give you that sixty to seventy percent. Yep. So it's kind of thinking of alone those lines and other thing like our friend, Great Card Ode is always says that, like money, they're not run it out of they'll print more of it. If they run out, you can always make more money, regenerate money, but time, once you lose it, once you use it, you lose it. Yep, Yep.

It's a it's a precious commodity and I love just how he's he's introduced some you know what, it's forward thinking, it's different. You heard him say it. It's radical, but as I listen to it and as he explained it, it almost just sounded logical again. You know, you know what I mean. We kind of did a full circle back to just, while this is logical, let's multiply our time do things today that will buy us time tomorrow or allow us to more efficiently use our time. So for those of you listening in, certainly appreciate you being here. You heard this incredible offer that rory talked about where you're actually by pre ordering the new book, procrastinated on purpose, he's going to send you a paper bad has advance and advanced top you man. That's yeah, that's Im that's the insider club and you know, and I was looking at his pre order page and there's just a whole bundle of other really cool things that he's throwing in. So absolutely check that out by visiting triple W dot, the dealer playbookcom forward thirty five, where we will link you to that special offer in the show notes and will also link to a rory social profiles and stuff so you can get connected with him there. But until next time, thank you so much for listening in and we'll catch you next week. Thank yeah,.

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