To Create Success in Your Career – Understand Your Industry – Really Understand Your Industry

Welcome to The Missing Secret Podcast. I'm Kelly Hatfield,

Hey and I am John Mitchell, totally envious of Kelly Hatfield and her Seattle Seahawks. Yeah, girl, they did it.

They did it. I knew it. I did not have a doubt.

Well, we know that's BS,

I was so anxious leading up. Well, I started to buy into, you know, so much of, like, the, you know, commentary that was going right build up the whole Super Bowl week, and they need to talk about it so they hit it from every angle. And I'm like, right, well, maybe, you know, so anyway, I'm thrilled over the moon. And, yeah, very excited.

Well, as a great thing for the city of Seattle. It's a great lesson on success in general, right to overcome adversity and and when you start doing things smart, good things happen.

Right? Absolutely. When are you going to when are you going to talk to Jerry about that?

Jerry and I are now off of speaking terms. But you know, the future is so bright because we've got his near to will son, who's never had a job, taking over when Jerry retires. You know, Jerry's at like 82 so we're fine. We'll be fine. Good, see, oh yeah, yeah, yeah. It's great to ask somebody that's never actually had a job right in the thing, yeah,

That's really good, great idea,

Yeah, yeah. Okay, so here's our topic today. To create success in your career, you have to understand your industry, and, I mean, really understand your industry. So let me share with sort of what, what I mean by this and, and I'll relate it to the success industry and and, and maybe also the teaching industry. And I'd like you to talk about the recruitment industry, but, but here's, here's what I mean, by by this, when I look back at the success industry, which, which I got into it, oh, about four year, four or five years before I met you and, and so this is like, Oh, I'm just thinking the years, you know, maybe 2013 I finally have enough money, so I had to work and I'm going to share this with the world. And I spent four or five years really figuring out, how am I going to bring this to the world? And I really it was evolving to the point where I'm like, I'm going to find a partner, partly because I, I I saw that, that I had always done things on my own, and I wanted a partner, and I just intuitively felt like that, that this was the right thing. And unfortunately, you, you come along when I was about five years into it. And of course, around that time, then we really start studying, well, how do you bring this to the to the world, and how do you also make money at it? Because anything that that is sustainable, you got to make money at it. And, and we're both entrepreneurs, so we're interested in making money. But Off we go and we we originally create an online course that, no doubt, we thought we were going to sell millions, didn't we?

We did, yeah,

You know, it's funny. I remember being in Iceland Right, right when we sort of launched Google ads for for that. And there are, you know, the ads are starting to click. And it seems like, you know, people are, are taking sup on it and and you and I were clueless about how to price it with, you know, is, is it $2,000 is it $200 we don't know. We're just figuring it out. And I guess where the mistake the first thing that we were naive about was we thought everybody wanted to be successful, and of course, they do want to be successful, but it's merely a preference for most of them. And like Darren Hardy pointed out, only 2% of people, is it a necessity? And and boy, boy, did we find that out? People, they want to talk about being successful, they're interested in being successful, but doing anything to actually be successful, God forbid they do that. And but then you find that interesting?

Yeah, yep, I did find that interesting. And, yeah, I think. And part of it too just comes from and bias isn't the right word, but there is a I didn't realize this until we got into. To the success business, because I surround myself with so many people that are also focused on growth, you know, I mean, and so I just kind of thought that everybody wanted to, you know, and was driven to to write, improve and to succeed into because those were kind of the spaces that I hung out in, you know, and then, you know, quickly began to understand that, like, oh, you know, not everybody has this kind of, I don't whether drive is the right word or not, but to your point where it is a necessity, you know, it's not a preference, or it's like, I've got big things that I want to accomplish, you know, yeah, I think that That was a fun I learned a lot about myself through that process because I came in with preconceived ideas based on my own experience, versus looking at it potentially from, you know, other people's perspectives and backgrounds and where they're coming from and how they were kind of made. And so it seems silly that I was thinking that simply about it, but it was kind of like, Oh, okay. Well, we're, you know, I'm understanding a lot more about humanity than I realized in my small, little bubble that I was in, right?

Well, and you know that, I think one of the things that really catches my attention is, is, why did it take you and me so long to figure it out. And I see that there's nobody in the success business, except Darren Hardy that would be as blind and as knowledgeable as he was, because everybody in the in the in the business is like, oh yeah. People want to learn and grow and and that it's so cool. No, they don't want to learn and grow by and large. Yeah, they have, they have a level of interest, but they really don't want to do anything which is interesting. Because if that's true, and I know it is true. How fried easy is it to be successful when most people just, you know, they talk a good game, but they don't do a good game. And I look back now, and only Darren Hardy has the, oh, I don't know, the wisdom and the blend is to say, Listen, I've been in the business 20 something years, and only 2% of people are serious about doing something. And again, I look at why did it take me so long to grasp it? And one of the things I then also saw was, okay, if you're going to be, going to be in the business and you're going to try and make money, you got to be charging a premium price. You can't, you can't charge like, like we were thinking, you know, $1,000 or $500 for a course, you're just not going to get enough people to write the check. They're just, you know, the math doesn't work when you look at from the lens that only 2% of people are serious about being successful, and then you go, Oh, I see it's you're going to have to charge them like $20,000 and coach them, and you got to have a high ticket program. And that that sort of hit, hit us and and soon we we do it, and we have success with clients, but we don't like doing it, right? I yeah,

I didn't it totally. It was the hand holding, you know, it's like, I don't want to babysit people, you know, you either get this or you don't kind of thing, yeah. And I think John, that was one of the things, too, that because what I had a hard time in my mind, like reconciling, was the fact that the growth business is bigger than ever. There are influencers in the growth space out there who are filling up, you know, who are selling lots of courses, who are filling up classes and but to Darren's point, the thing is, though, so there are people who want to, you know, who want to improve. But again, it goes back to it being a preference, you know, versus so they're, they're seeking, they're, they're seeking, they're trying to find that thing. They're wanting to grow and improve. And I kept thinking, Okay, well, our get a methodology, you know, helps install all the different stuff that they're learning, right? I kept thinking, Okay, well, there's a connection, you know, point here where they can install, you know, all the things they're learning. Because, to your point, all the people that are going to these, and I know anybody who's listening, you know, has gone to some kind of an event or purchase, some kind of course, you know, has has gone, gets super excited, and then comes back, implements a couple of the things. And after a week or two of your real you've gotten back to your real life after a conference. 90% or more of what you learned while you were there, you're not applying anymore, and sitting in the it's on your shelf. Gather. Wearing dust and the little binder from the conference that you went to never to be opened again, you know? And I think that that so I thought, Okay, well, I'm excited, because I think that this methodology, I know that this methodology, will help people actually then program in the things that they're learning, so that they'll do the stuff that they you know. Because that was always the disconnect for me

is like, I know that there's a want, and I know that there's a want, you know, and a need from people, if they can just get over, like, what this method, actual methodology, actually solves, which is the subconscious piece, right? And so where's the disconnect between, you know, helping them wrap their heads around that and then actually doing, you know, the methodology, and I know it was never okay. I didn't want to sell millions of dollars in courses, if nobody was actually going to do it me, maybe, like, I need to put my head down, you know, on my pillow at night and be able to sleep like a baby. And if I felt like, you know, we were just putting something out there to cash a check, you know, to cash it on the growth industry. I didn't even want to be part

Yeah, yeah. Well, you know, I think to you raise a very interesting point, people will go to a seminar, and they'll spend money and they'll do it, but whatever they learn there, they will not do it, because it takes an effort. It's, it's one thing to sort of intellectually go, I'm going to go to the seminar, I'm going to fly here, fly there, and I'm going to spend a day or two, and I'm going to do that, but whatever, the actual thing is, it makes you more successful. They will not do that. And that's, that's the really, the the essence of it, that I got out of it and and I think what the the thing that was very enlightening to both you and I was once we realized we didn't want to coach and that, that if you could really make it viable, you had to have a big ticket item. Everybody in the success business, every single one of them, has a big ticket back in program that that's where they make their money. And when you and I saw that, we didn't like doing that, didn't like pulling on people as great as our methodology is, we're like, okay, and that's when, in my case, I'm like, Oh, I'm getting, I'm seeing this. I like to teach, but I like to coach, yeah, and that's, that's what evolved me to to really getting serious about, you know, expanding my influence at the University of Texas and writing the book and but I guess the whole lesson from, from this is, whatever industry you're you're in, you got to really understand what is going on here, and maybe a lot of self reflection as well, but mainly what is going on here because, because a lot of times, people will not tell you what's going on, even people that are in the business, they won't tell you what's going on, because they don't really know what's going on, you know, I mean, I don't know. I guess the net effect on the success industry is that you sort of have this journey that we've been on has been so enlightening, and you almost have to learn it yourself and and and it, you know, if it

takes 10 or 12 years as as as it has, then that's what it takes. And of course, I'm more excited about being in the success businesses than I ever have, because I've more closely aligned what I really want to do, and I see the lives I'm I'm changing, and I still think that what I'm creating will impact lots of adults, because I'm got a way to hopefully get On really big podcast, which, in my opinion, is the only way to do it, because you're not going to see us or me going out on the internet and having that, you know, a big marketing campaign and all this. That's not going to happen. That's a waste of time. I've got, I've literally got to the point where I believe that no internet marketing at all works. None of it works because there's so much clutter in the marketplace. But even in the teaching field, one of the things I I see is that as I started, yeah, well, a little background as I got my class that teaches all of Tibby, it was sponsored by the athletic department, and because my relationship with the being the middle coach for the 18 head coaches, and so the athletic department sponsors my class and goes to the Macomb school of business, the business school. At UT and twist her arm to, you know, create this class, and it takes two years to get it approved. And I'm all excited about teaching to athletes. And in my first class, you know, there's, there was like, oh, about 40% of the the of the students were athletes, including arch Manning. And I'm like, Oh, that is so cool. And then I teach it a couple of times, and I'm like, you know, the athletes are really my favorite ones to teach. Because the reality is, of course, nobody's telling you this, but the athletes largely, well, I don't know. I want to be fair to the athletes. Some of them are very diligent. I mean, is it from a school standpoint, they're very and some of my best students have been the athletes. But there is, it seems like maybe this is more on the football team than that and

the basketball team, they have aspirations of playing in the NBA or the NFL, and they're just not that serious about school, and and, and so what he has evolved is, is the regular students typically are my favorite students to teach. Of course, I'm anybody that embraces my methodology, is my favorite student. And now the latest iteration is that I'm going to teach it to MBA students, because this is what's interesting today. My students in my undergraduate class are 20 years old, 20 to 21 well and, and, you know, I was, I was that age at one point, and I really don't remember how clueless or unclearless I was. I just, I remember when I was that age, I was making straight A's in college, and I thought that big things would happen in the future, because I was achieving in the little bubble I was in. Nobody explained to me that the real world is way different than the academic bubble. You know, the academic bubble is very, very very linear, and the real world is very non linear. And so, you know, just because you have success in school doesn't mean you can be successful in the real, real world. But compare that now to teaching MBAs. You know, to be in the MBA program, they have to leave school and go out in the real world for, technically, three or four years, and then they come back. So their average age is like 27 so you talk about the perfect group of students to be 27 years old. They've now gotten out in the real world. They've probably gotten kicked around a little. They see what the real world is, and all of a sudden they come back. And here's this guy teaching them a way of doing life that takes 12 minutes a day, that leverages them through science. Man, it couldn't be any better. Yeah, and so, so What? What? What will evolve now, I think is I'll teach one semester. You know, there's two semesters a year, one semester to the MBAs, and then one semester to the the undergraduates in a class of, I don't know, up to up to 90 students, whereas the MBAs

probably be a class of 25 way different experience between those two? Oh, yeah, but, but that's that's another example of of just understanding the industry. And I encourage our listeners to think about your industry and what don't you know, or who's been in the business. They can really tell you what's going on. Talk about the the recruitment industry.

Yeah, it's the same. I mean, I think that, you know, the advice that I would have would be a couple of different things. And the first is, you have got to, and I we talk about this nauseum, but you have to be scheduling time to think deeply about your if your business owner in your career, you know, you have to be thinking deeply about it, because having been out of the day to day, you know, and more at the you know, kind of strategy level, and now going back in, you know, and seeing things that I hadn't seen before, analyzing things a little bit more, you know, closely, and using that thinking time to do that, you know, because I think so many times, whether it's your career or whether it is, you know, your career as a business owner, you get stuck doing things the way that you've always done them. You know, where you right, without looking at, okay, well, what's changing? You know, either in the industry or, you know, you've got, obviously, your kids. API's and your numbers you're looking at, but there's a deeper analysis that needs to take place with that, you know. And I think one thing you know we talked about before and that I would recommend you just mentioned it, is there are people out there that are doing what you're doing really well, and so many people are open to helping, you know, into you do not have to reinvent the wheel. So go and seek the mentorship within the space that you're in. You know, start looking at, okay, what are the, you know, in my case, recruiting firms who are really successful, who had broken through that next, you know, like eight figure, you know, nine figure space. What are they doing that we're not doing, you know. And you know, how are they prioritize or and analyzing the jobs that they're taking in versus the jobs they're you know, they're leaving on the table, you know, what additional revenue streams are they doing the we're not currently doing? So I think that, you know, again, it's just about

asking, you know, again, the quality of your life, the quality of your business, the quality of your relationships, all comes down to the quality of the questions you ask yourself, yeah. Powerful, powerful. Say that again, yeah, yeah. So, the quality of your life, the quality of your relationships, the quality of your business, your career, everything comes down to the quality of questions you ask yourself, you know. And so I think that that would I'm in that question asking mode right now, getting really back involved in my business again and in because

You were just sitting around eating bonbons.

Well, I had somebody else running it for me in the day to day, and they're right, okay, you know, we lost some of the things that we used to do consistently, you know, again, being able to go and, you know, analyze and be like, Okay, well, what are the things that move the needle that we need to be doing more consistently, you know? And, you know, we talked about this too. It's like, How can I work with the team? Consistency is an issue. We know that there are these three things that we need to be doing, you know. How can I instill install this in them, you know? And it's, you know, taking a section of the life GPS and that methodology, and introducing it to them through their career portion, you know. And you know, to help them understand how the brain works and how you can train your subconscious. You know because, and I know before meeting you, John, that was one of the things that I we had talked about, and I think it was the plight into the plight of a lot of people who you know want to be successful, is the ability to do the right things consistently, right for a period of time to begin to see the results, you know, and get the momentum, you know. Then that's needed. And that was one of the area, again, you you know, you do, you're doing things consistently, and then something comes up and it throws you off that little routine that you had, you know. And then all of a sudden, three months go by, and you're like, Oh yeah, I was doing that. And it went like, you know, but three months have gone by, and so anyway, on off, I'm off track a little bit, but that's that would be like, what my advice is, and what I'm experiencing right now is I'm reanalyzing, you know, the recruiting business, and seeing it from a different perspective now that I'm back. It rolled up sleeves, rolled up and working a desk with the team again, right? Well, you know,

I hear that, and as I process that, I'm like, the difference between being highly successful and being moderately successful is just doing the key behaviors consistently well. 95% of the daily actions are unconscious. So if you're not taking control over your unconscious daily actions, inevitably, you're going to do them inconsistently, whereas if you do control your unconscious daily actions and understand how the human mind works and feed the repetition, which is how you influence the subconscious mind. That's how you move from doing those key actions, from being inconsistent to consistent. And I'm sort of curious. So over the last, say, three years, what is the biggest thing you've learned about the recruitment industry that you didn't know.

I've been doing this for 30 years. I think I'll answer this question a little bit differently, which is, technology is changing the way that the recruiting business over the course of the last three years, you know, as AI has come into the equation and other technology, it has absolutely, you know, changed the way that we're recruiting, the speed at which we can recruit, the efficiency which, like, you know, you're not having to do everything by hand, you know, right? Like you were before. There's so much that you can do to automate some of the, you know, stuff that's happening in the background, right? And so I think, you know, that's what I learned. Learning right now is like, Oh, we've only scratched the surface of, you know, the technology, and it's moving so fast, too. So that's what I'm learning new about the industry now, is how to leverage and utilize the different tools that are available without getting that tech debt, you know, and fatigue, because there's so much out there to, you know, to experiment with, you know, and it's easy to get distracted by it. So, you know, I think, you know, kind of finding that balance. That's, that's really what I'm in the process of discovering right now. That's new about this space.

And maybe that's really the takeaway from today's episode. Is because of AI. It all comes down to seeing how best to use it. That's that's a big change in everybody's business. And maybe the final thing to say, and you sort of mentioned it a minute ago, I see that that being successful in your career is you've got to figure it out. Nobody else is going to come and figure out your career for you. You got a man up or woman up and figure it out yourself, and that starts by setting aside time to think a couple times a week and have a ritual around using your conscious mind to figure out, okay, what it what is the business I'm in, what's my strategy for success, what are the key things I got to do on a daily basis to make this thing go? Where is it going? Where's my my where do I want my business to be three years from now? All that is conscious mind, and it's on you to figure it out. And then once you figure it out, and you've put it on our template, then the next phase, you start working the subconscious mind, by feeding that to your your subconscious mind, so that those actions you're defining actually happen consistently. And so, you know, I look at success. I'm like, man, if anybody told me that this it was this freaking easy, I wouldn't have believed it. But I see it as super easy, especially because most people are not going to do that. They're not going to do it. I'm like, and that's telling my classes just the other day, I'm like, it's so good that most people don't grow, and it's so good that most people are going to do this 12 minute day technique just makes success so much easier for those that do though. Anyway, we will see you next week.