This week on the show we have Daniel Marcos, the co-founder and CEO of Growth Institute, the leading online executive education company for C-level executives at fast-growing firms. He is a keynote speaker and a CEO Coach, with a mission to help 1 million entrepreneurs.
Daniel is a member of YPO and EO and is a certified coach in the Scaling Up methodology. He is a graduate of EO’s premiere CEO program, the “Birthing of Giants”, and he holds a BS in Industrial and Systems Engineering from ITESM (Monterrey Tech) and an MBA from Babson College.
In less than a decade, Growth Institute has been recognized twice among the top 5,000 fastest-growing companies in the USA, with over 40,000 members across 64 countries.
5:13 Everyone could use a coach
7:30 Get unstuck
8:20 Be a CEO
10:06 The million dollar mark
10:50 Keep the #1 thing being the #1 thing
13:54 Importance of niching down
16:57 One thing the firm owners should focus on
21:13 Someone has already gone through your problem, use that
24:00 What’s intelligence?
26:45 Three mindsets
Watch the interview here.
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Transcript: “Focus On Your #1 Thing” with Daniel Marcos
Unknown Speaker
Run your law firm the right way. This is the maximum liar, podcast, podcast, your hosts, Jim hacking and Tyson metrics. Let’s partner up and maximize your firm. Welcome to the show.
Jim Hacking
Welcome back to the maximum lawyer Podcast. I’m Jim hacking.
Tyson Mutrux
And I’m Ty Cedric’s What’s up, Jimmy?
Jim Hacking
Good morning, Jason. I just got back from vacation. It’s good to chat with you. We haven’t recorded an episode in a while. So and we’re recording to this week. We have Bob Berg on tomorrow. So that’ll be exciting. How are you man?
Tyson Mutrux
I’m doing well. I was I sort of teased you before I gave you a little teaser as to something I got. And I want to talk about it. I’m channeling my inner Lee Roseanne, and I’ve bought a works landroid. Wait for it robotic lawnmower, and it mowed my lawn last night. How awesome is that?
Jim Hacking
How did it do?
Tyson Mutrux
It does really well. It cuts with little razor blades and it cuts off a little bit at a time. So it knows one day on one day off one day on one day off. You can do whatever, whatever way you want to do it. But it is awesome. It was it was sort of a pain to set it up. But now it’s set up. I can fire the lawn people. It’s the lawn Blanca is cut by itself.
Jim Hacking
That’s amazing. Do you wanna go ahead and introduce our guests for today?
Tyson Mutrux
Yes, absolutely. So we have Daniel Mark Hassan. He’s the co founder and CEO of the Growth Institute. And I’m gonna read I don’t normally do this Daniel, but I’m gonna read your your actual bio. As a serial entrepreneur, Daniel quickly realized that CEOs are often the bottleneck of the company, Jim hacking, especially and me, in the same way that you can’t solve a problem without a first element of your mindset in business can’t evolve beyond what the CEO can handle. Daniel is on a mission to give executives the support and methodologies that he wishes he had in his entrepreneurial journey, being a good leader successfully scaling companies and maintaining high quality of life. Good morning, Daniel.
Daniel Marcos
How are you guys? Good. Good. Super excited to be here. Thank you for the invitation.
Tyson Mutrux
We’re so excited to have you.
Jim Hacking
Daniel, tell us a little bit about how you got started with gazelles with the Growth Institute and sort of your your origin story.
Daniel Marcos
So I was born in Monterrey, Mexico, I grew up in Mexico City. And I was the typical kid that told everything in the school, I was even called to the office. Because I was making money in school, I sold T shirts, I sold cards, I sold everything. In the US when I was like eight or nine, I divided my parents garage and build an aquarium. And they are people to buy to my aquarium in my garage every day. So I also intrapreneur. And then I graduate from college in social engineering, and went to work for the Mexican government in Hong Kong. My first job was in when when England when gave Hong Kong back to China. It was a really big year for Hong Kong. And there was a lot of World Bank meetings and all that I was hired to help with the delegation there. And then I came back to Mexico to build my first company. And we built kind of an E trade for the first trading platform for the Mexican market, and then immediately partner with people in Argentina and Brazil. And we build the biggest trading platform online trading platform for Latin America, we end up growing a company with 1200 employees offices in nine countries, we open three banks. And we build the first platform for financial trading in Latin America, user financial trading, and that just was a great learning experience really, really fast, very young. So I sold that company when I was 28. He was it was where the internet time just invented, allow young people to learn very, very fast. So that’s how it started. And from there, I by the way, I hired Vernon as my coach, I begin having a lot of growing pains. I began asking who was the best in the world about that. They told me about Harnish, I went to meet him at a program in MIT became good friends, he will significantly teach me how to be a CEO. And that helped me with exercises we have. And then I became a coach with him coaching other CEOs. And then the Growth Institute was a way to take the coaching services to a broader way. Just to give an example a typical coach charges between 60 $70,000 and 120 a year. We give you very similar services or the content for two to $3,000 online with coaching calls and everything that we do online. So it’s a great way to be able to help smaller firms, giving them a great service and methodologies and content in that price and format that makes sense for them.
Tyson Mutrux
Daniel what I would I just want to say what you will do is amazing actually have on my desk scaling book. Yeah. Great book. We We’ve gone through it as a firm, I think it’s fantastic. But sometimes people they give us a little bit of pushback on whether or not they need a coach. You know, I know what I didn’t need to do. I just need to do it. And you, you had successful companies, you were doing great. But you still needed a coach. Right? You You sought out, Vern. So what was it? Like? Why? Why would you say that you needed a coach, you were doing well, comparatively. I mean, so why did you need a coach.
Daniel Marcos
So some example I have. Today, I have three coaches. By the way, there’s three things that I need to do that I want to do and do better. I hired a YouTube coach. I’m trying to take my YouTube to the next level. And I’m not an expert in YouTube. I’m not an expert on messaging. I’m not an expert, all that. And I hired this girl that she’s amazing. Her traffic and her views is it’s exploding. And she teaches you how to do that. As an example, Friday, I have, we’re redoing our winning moves our three to five year goals, Dr. COVID, things are changing a lot. Online education is exploding. It’s advancing five years in three more weeks, or in three months. So I heard that scaling up coach to help me, coach me and my team on how to do it right. I cannot coach myself. And I’ll tell you this as the best example. There’s another coach in the cells, that he had some overweight problems. And he’s been like, kind of fat for many years. And one day I saw him and he had lost all this weight. And I go, wow, what do you do? I said, Hey, Daniel, I finally follow our formula. I hired the coach. And I heard this very beautiful nutritionist, that I have to go to her office every week. I agree on a plan. And then they follow the plan. And they have to every month they have to go to her office, wait myself, and tell her if I build a plan or follow the plan. And my eternally because I know I’m paying her I have to work every week, I have to measure myself, I am working way more discipline to get things done. So one is really understanding what’s the right food, but also the discipline of doing it. So the coach really helps you do two things First, helps you agree to a plan. That makes sense. And I’ve seen other people, they say, Yeah, I read the book, and I did this, and they went completely wrong. And I could give some examples of that. So one is to make sure you’re doing it right. And the second one is to help you get unstuck. The worst thing that you could do to someone whenever they’re doing something is get stuck. Whenever you’re losing weight, you lose a lot of weight, and then you kind of get stuck and you get like a plateau. And people get discouraged and begin eating. And then they go, whenever you’re a coach, same thing happens, they’re going to having great traction, something happens that they were not expecting, they lose excitement about what they’re doing. And they just drop it. And the coach is there to help you unstuck and tell you, hey, it’s normal. After you do this, whatever is going to happen. So the coach will allow you to make sure to do things right, and then get unstuck and keep the momentum and they focus on something.
Jim Hacking
That’s great. Daniel, getting back to when you first hired Vern, what would you say are the one or two best lessons that you learned from Vern Harnish? For those of you don’t know, we’re talking about Vern Harnish, the author of scaling up and many other good books.
Daniel Marcos
So Vern really teach me what is to be a CEO. No one really teaches you to be a CEO, whenever you’re building a company, you never think I’m going to be a CEO. You think about hey, what product I’m gonna I’m gonna do, what price who I’m gonna sell it, how I’m going to finance it. And then one day you wake up and you’re like, Wow, I’m a CEO. And no one really teaches you what you have to do as a CEO. And usually, you’re working in your business, not on your business. And people said, yeah, you have to work on your business. No, like, yeah, what is that? Well, that is building your long term vision, understanding your core values, writing your brand promise, like all these things that are really important. But you’d never spend the time varying, gave you a model called Scaling up, that obligates you first to write a one page strategic plan and obligates you to ask you these questions and really get the right answers. And then it gives you a system and procedure for you to be a CEO. And let me just walk you a little bit on this. So I go to a company and say show me your systems. And they show me their accounting system and their production system and customer support system and all the systems. And it’s a great show me your co system. And they’re committed what they mean. And I’m like, yeah, what’s your system to be a better CEO? What’s your system to take strategy? What’s your system to communicate your team? What’s your system to align your team? And everyone Ruggles no one has a co system. Vern gave us C’s CEO system. That’s why CEOs and leaders of companies love scaling up that much, because it gives us a mental framework to teach us and give us a format to what we have to do. So that’s that’s the first thing that we’re done. And the second thing that I learned from her. Once you pass the million dollar mark, you kind of know how to make money. Making money is not a problem. The problem is focusing on the right things and keeping the money. And there’s an article that I read recently in Harvard Business Review, that said, more opportunities die for too much opportunity than for lack of opportunity. You put your hands in too many cookie jars. So Vern said, hey, the most important thing about the CEO when they’re scaling, it’s really focusing the team, three to five priorities, and keeping the one thing but one thing having everyone alignment, but it’s important. And that’s what gets continually reinforced in scaling up.
Tyson Mutrux
So Daniel, I, this is a great segue, because I talked about, you know, the executive level mindset last week, in a in a presentation that I did, and one of the members basically said, and I’m paraphrasing, you know, it’s kind of easier said than done, you know, you’ve got your things you’re supposed to focus on every single day, but you know, life happens. And I’m just curious, like, what, like, what would your response be to that
Daniel Marcos
the best CEOs don’t allow life to happen. Like, they just don’t accept that. And they’re able to keep, and very busy saying, he said, the number one thing is to keep the number one thing being the number one thing. So let me give you an example, one of the most successful companies in the world. Cool, right? Whenever you go to google.com, what do you find? A search bar and a search button. That’s it. Imagine how many employees of Google want to put their bot on their their product? They’re like, how difficult is for Google to keep the website completely empty? That is the logo that they change. And they change in the search bar. That’s it. Like Apple, the first thing Steve Jobs did when he turned Apple around. He came to Apple data two by two, and said, What do we do? We serve consumers and companies, and we sell them laptops and desktops. Give me the number one laptop we have for consumers. Give me the number one desktop for consumers, the number one laptop for companies, and the number one desktop for companies, everything else. thorley and today, Apple is worth more than a trillion dollars. And you could have put all the SK use of Apple in one tape. That’s what makes companies successful, that they’re able to keep the one thing being the one thing
Unknown Speaker
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Jim Hacking
So Daniel, picking up on that we spend a lot of time with our members talking about the importance of niching down about how you know for lawyers who want to practice in multiple practice areas, we find that problematic. And we think that just like Apple, you need to try to be the best in your field. How How would you sort of advise us to talk to our, our lawyer clients about that.
Daniel Marcos
So if you understand that the people that make the most money in the world are artists, actors, people like sports people, people that train a lot. They are really really really, really good doing one thing. And one thing only, they don’t do anything else. Like if you go to baseball, there’s a guy that he’s the best first bass player. That’s it. He doesn’t don’t know how to do anything else. Just play first base like Babe Ruth. He was overweight. He run really slow. But what was Babe Ruth really good at homeruns That’s it. Nothing else. Like he was good in baseball in homeruns. Like, you think that he was good in baseball. He was good throwing and pitching? No. Just one thing, and that when we make him we pay him the big bucks. So the people that are that invest in one thing, even if it’s the smallest thing, they get paid the highest. So let’s talk about like thought leadership versus what is very good at how to help mid market companies scale faster. That’s it. That’s the only thing he does. And he’s known worldwide on how to do that correctly, and he gets paid big bucks just to do that. So whenever you talk about niches, hey, what’s niche that I could, it’s a niche that is big enough that it’s worth it to directly be the best in the world that and that I really like. And that’s the big hack. that’s those are the components of the behind. One of the things that you we teach at scaling up and you have to do when you want this done. So the other day, I was reading this article about a guy that he’s the best in the world to do doors for Catholic churches. That’s it. He just two doors for Catholic churches. He’s the best in the world. So when whatever city does a cathedral, what door? Are you going to put the door of this guy like you don’t give us? How much are you going to spend in building a cathedral or a church, right? Like, the door is the minimum thing, but you’re gonna get the best. That’s where people come in, where people take the picture. So this guy’s the best in the world to do that. Do you think he’s going to have ever any financial problem? Never. Right? So that’s what I call Nietzsche. The best people in the world, we pay them big bucks, because they train a lot. And they’re the best in doing just one thing. And one thing,
Tyson Mutrux
I’m loving this so much, Daniel, this is that this is great. But I have a question because I know that there’s probably some people listening right now, there, they run a law firm, they probably just dealt dealt with a technical issue with computer, they’ve got a client that’s pissed off at them. They’ve got an employee they wants off tomorrow. So think they’re thinking about all these different things. And so they’re like, Well, you know, this doesn’t apply to me, because I’ve got, I’ve got to do all these different things. So my question is this, what do you think the CEO? And in this case, it’d be the CEO would be the law firm owner, the person running the firm? Like, what’s the one thing that they should be focusing on? Like, what’s that one thing for them?
Daniel Marcos
So it really starts, I’m not gonna give the right answer, but each one has their own one thing. And the one thing changes, depending on trends, who you are the market, things like that. As an example, today, with COVID, and everything that is happening, there’s a lot of things that are changing dramatically in the world. Let’s talk about a really big trend as an example, globalization, everything was going sexual orientation. And we’ve been since World War Two, today, was everything about globalization, how can I make something and then replicated all over the world that end into the US Nike, we saw a huge trend in nationalism started with Trump with other prescient saying, Hey, I’m the president of my country, I’m not about the other one. And now with COVID, you’re seeing much more national tourism, you’re seeing all that. So a lot of people have their one thing being international. Another one thing changed dramatically, just because of COVID. So you have to have you one thing being focus in whatever is the right trends. And there’s some trends that are continue. And there’s some trends that are changing, you have to go on the right trend. Talking about the catalyst, and I’m going to go a little bit against me on the Catholic Church. How many countries or cities are building cathedrals today? Not very few, very, very many, right? What’s what what’s a religion that is growing in the world today? The Muslim religion is the fastest growing religion in the world today. So if I was going to make doors today, I will choose that these guys is 80s today, and he’s the the legend on Catholic churches, he did great in his life. But if I’m young today, and I’m going to pick a trend, and I’m going to pick something to be the best in the world, and I want to do doors, I’ll probably don’t choose Catholic doors. I will probably choose doors from Muslim mosque or whatever. Right. So you have to understand what are the trends? What are you really good at and then get your number one thing, get the main thing, the main thing?
Tyson Mutrux
That’s that’s a great response. Jimmy, before you ask your question. I’m curious, because Jim, you focus on immigration, and mostly, I think, with Muslim countries, is Did you see that trend coming? Is that why you chose that practice area? Jimmy?
Jim Hacking
Well, my wife’s from Egypt. So that made it sort of easy, and I became a Muslim 25 years ago, so that was just sort of a natural fit. But yeah, definitely the with immigration. And you know, right now we have a president who’s trying to solve that stuff down. But getting to my next question for Daniel Daniel. It looks like you have a book or two behind you in the funnel. Those of you listening only you can’t see Daniel has a very impressive 12345 level bookshelf that is just filled with books talk. There’s
Daniel Marcos
another one to the right.
Jim Hacking
I’m sure there is. No, no, I’m sure there is. Tell us tell us about your philosophy when it comes to finding nuggets and books or what, why? Why do you have so many books?
Daniel Marcos
So I realized very early in life, that, indeed, let me go back to one thing, and then I’ll come back to this. Remember, Malcolm Gladwell gave us a 10,000 hour rule. Malcolm Gladwell read a story, that you do something for 10,000 hours, you become great, I’m doing that. Reality is you have to do 10,000 hours, but have delivered practice, to do it better. I could run 10,000 hours, I feel wrong, run wrong, I need to have a coach that is guiding me on how to do it better. Every problem or opportunity I have in my life, someone already go through that, fix that or figure out how to do it, and wrote a book or a methodology on how to do it. So today, whenever I have a problem or an opportunity, the first question that I ask is who is the best in the world that already had that and figure out how to do it. And usually that person wrote a book, has a blog, has a podcast, where they explain how to fix that. And then I read it or see the course or go to the blog or whatever. And then they have a deliberate practice on how to implement that system and procedure. So that’s why I have all these books. And by the way, I probably read 60% of them. But the other ones I know they’re there. And I know where can I find what I need to find. And it’s it’s crazy how many times a day I go back to my bookcase, and get a book and reread something, or go through something that I know it’s there that I’m not an expert on. Or I’m not, I don’t know it by heart, and I go and review it. So I really believe books is the cheapest, best way to get into people’s mind and getting people to help you solve your things through deliberate practice.
Tyson Mutrux
Daniel, I think that’s fantastic. For my last question I, we talked about the importance of learning and training your people in your company to make sure that your your company grows.
Daniel Marcos
So I’m gonna, I’m gonna explain this in sales, but applies to everything. And then I’ll go to lawyers, usually, you get your best sales agent, and make them your best your sales manager. That’s a huge mistake, you lose your best agent, because now they don’t have time to sell. And they’re usually a lousy manager, because sales is all about them. And all of our talking manager is all about hearing and helping others right. Jack Daly says the role of the sales manager is not to grow sales is to grow sales agents in capacity. And what if I have 1000 sales agents, greatly trained with all the tools they need? Copy, whatever, they will sell a lot for my company. So my role is how can I grow more sales agents in Capacity and Quality? Same thing happens in service companies like law firms, their owner, job is not to practice law is how can I get more lawyers in my office working for me that they’re the best to do that. And if I train them and grow them, they’re going to do that. And I would like to close with the story about Henry Ford. I don’t know if you’ll remember this. I think they read this somewhere. Henry Ford one day he was attacked by a reporter that he was an unintelligent person. And he will send like to a court or something I don’t remember exactly. But the guy said, I’m going to prove that Henry Ford is a non intelligent person. And he asked her for 10 questions, who wrote the Odyssey, the book? And he reports that I have no idea. What is if the six digits of pi, and credit cards, I have no idea and then asking these 10 questions, and we’re heading for the data, any of the 10 questions. And the guy said, See, this guy’s an unintelligent person, and caring for itself. But let me explain for me what’s intelligence? And everyone’s looking like explain what you think. And the guy said in my office, I have a box with buttons. If I push button number one, the best engineer of the world comes running to my office. Sir, how can I help you? And if I ask him, What are the six decimal supply? He knows. If I push button number two, I get the best lawyer in the world. And if I tell him how to do something of law, he tells me how to do it. And if I push push on push button number three, I get the best accountant in the world and tells me how to finance my projects. So intelligence is to have the best people in the world working for you Coming run to your office to say, How can I help? If you want to know everything, you’re gonna say small. If you figure out how to get everyone working for you, being the best, you will be the best, because now you have everyone helping you. Same thing is with your team, how can I get the best lawyers train the best with the best tools to serve my clients, and that’s gonna grow my firm. And you might say you moving your hands really happy? Why, why the reaction?
Jim Hacking
I was cheering because we have this debate all the time. And I’m one of these people who really, really wants to sort of let other people do the legal work. And I want to sort of grow the firm. And so you’re, you’re preaching to me, but we get a lot of resistance from people. And I understand that people who really enjoy practicing law, but if they’re going to do that, they still have to find someone to be the CEO, if they want to just practice law.
Daniel Marcos
So go to read the E Myth, the book, E Myth, the E Myth says that the myth of the entrepreneur is that companies are built by entrepreneurs. No, most of the companies are started on built by technicians. So a lawyer works in a law firm and said, Hey, I’m really good lawyer. I’m going to make my my firm, and they go out and do their own firm, because they want to practice law. And they realize being an owner of a business is not about practicing law is about accounting, charging your clients finding your your clients, like there’s a lot of things, and they think they do the least is practice law. So every business has three mentalities, or mindsets. One is a technical mindset that does the work. One is the administration mindset that makes sure the company is alive and pays taxes and the payroll and all that. And then entrepreneurial mindset that makes right happen, goes out and get clients packages, all of that. So that most successful entrepreneurs, they know, they need to have the three mindsets in the company, they choose to do one, and they hire people or partner with people that do the other three. So if you want to practice law, and you’re the best lawyer, do not become an entrepreneur on your own and open your law practice. If you want to open your law practice, and you’re being another great partner with an intrapreneur partner with a manager, and then you charge you’re in charge of the last part. But without the other tool, you don’t have a look at great
Tyson Mutrux
stuff. All right, we’re at the stop it right there. But before I do, I want to remind everyone to go to the Facebook group get involved there. And if you don’t mind taking just a couple seconds. And while you’re listening to the end of this episode, to please leave us a five star review. Jimmy, what is your hack of the week.
Jim Hacking
So my hack of the week is that people need to tell their clients success stories a whole lot better, and a whole lot more often that, as we always talk about with marketing. Nobody wants to hear about us as boring old lawyers, but they love to hear stories of transformation. So if you can get in the habit of telling your tribe about the successes of the people that you’ve worked with, that’s going to be your greatest calling card that you know where we’re in that book storyboard where you’re the guide to your clients hero journey. I think that we forget that. But every time I do a marketing piece that is all about my client successes and very little about me, those are always the most well received
Tyson Mutrux
advice. Daniel, I want you to give us a tip or hack. But before I do, we you let people know how they can get in touch with you if they want to work with you.
Daniel Marcos
We have all our trainings our growth institute.com or scaling up.com. That’s that’s Verne’s website, but we teach things from birth. And we have any other any other faculty of growth discipline, we teach all practical things that mid market C level executives need. And I’ll also give you my my, my email is Daniel at Growth Institute dotcom happy to help anyone and the program that we have that usually people start with us. It’s called the edge and we’re helping you and your team. Go to the edge talking about being deliberate practice. It’s the best community that we have to help you and your team go to the edge and start taking better decisions and executing.
Tyson Mutrux
Fantastic. Alright, so my tip is actually something that I stole from Jim hacking. Jim motivated me last week because he was talking about how he had and it wasn’t on the podcast, I think it was in the guild. He had basically outsourced his email and here’s someone checking his email. So I got motivated, I got a little jealous, I got motivated. And so I now have someone that is doing my email. I instantly created a list of rules. And I spent a long time on my list just to make sure I had it right. And I found someone that was perfect on Upwork awesome. She’s not going out of the ballpark. So my tip is to go and have someone take care of your email, like, I’m saving so much time already, it’s already worth it. And my goal is to get to inbox zero. And I’m sure what I just said that a lot of you’re like, oh my gosh, that’d be so amazing to be at inbox zero. And I went on there, I will let everyone know because it’s gonna be a glorious, glorious day.
Daniel Marcos
I love what you say it plays on my I have an executive assistant living in Canada or Mexico. I see her if lucky, once a year on the Christmas party. And she loves Almena probably response 80%, the Ravens? And she’s amazing. This is like, you can’t imagine how much I adore her because of everything she does. And how great my clients feel, by the way. They call her directly or they email her directly, hey, I need to have lunch with Daniel or whatever they call me, Daniel, they don’t even call me. They know she’s so great that they just call her directly. It’s amazing.
Tyson Mutrux
That’s awesome. That is so good. And like, before I wrap up, I do want to like address something you just said, because you’re so right. You were actually whenever you do this, you are providing better service to your clients, because they’re getting a response faster. It’s not just an email sitting in your inbox without getting a response right away.
Daniel Marcos
So when you said you did all these rules and training, the one of the best things I’ve done with my wife is she always writes that, hey, I got this email first that Daniel, I hope you enjoy your first response. This is what you did, and just gives a solution. And people write and said like, Wow, thank you. That’s good. What’s your average speed of responding compared to the niche? Just like your assistant No, no. Like, how fast will she respond compared to you
Tyson Mutrux
right away? Like we will like it’ll be days, brother before I respond. So we’ve
Daniel Marcos
been in this podcast 40 minutes or 30 minutes. I will guarantee someone already wrote you and Sheree respond.
Tyson Mutrux
Yeah. You haven’t even seen your email? No, and I don’t plan on looking at it till this afternoon. Correct. Perfect.
Daniel Marcos
Remember, your inbox is full of emergencies or things other people need, not what you need to do. Your important things are not in your inbox.
Tyson Mutrux
Focus on the number one thing that you can do the number one, Daniel, thank you so much. I don’t want to take up any more your time. Thank you so much for coming on. This has been fantastic. We really do appreciate it.
