Most people misunderstand what mentors are actually for. They treat mentors as people you either stay loyal to forever or people you eventually outgrow and discard once you pass them. A mentor is not someone you’re meant to compete with. They are someone who clears part of the path so you can move faster than they could. Their job is not to walk the entire journey with you, but to prepare you for the next stage of it. Think about how learning works in school. You don’t look back at your arithmetic teacher and call them incompetent because they didn’t teach you algebra. They taught you exactly what you needed at that point in time. Without that foundation, the next lesson wouldn’t have landed. Mentors work the same way. Just because someone taught you part of the journey doesn’t mean they were supposed to take you all the way. Passing a mentor means they succeeded. The mark of a great teacher is that students rise above them. Every generation is supposed to move faster than the one before it. They’re meant to have a head start. That’s what progress actually looks like, even though our egos don’t like admitting it. We all say we want our kids to have it better than we did, then quietly resent them when they do. Mentors clear trees so others don’t waste years hacking through the same forest. They point out the holes, the dead ends, the mistakes they paid for personally. When someone moves past them because of that guidance, the mission is accomplished. From the mentor’s side, at the end of your life, the people at your bedside won’t be the ones you beat. They’ll be the ones you helped. Your legacy isn’t built by hoarding secrets or staying ahead of everyone forever. It’s built by giving others a head start, even if it means they surpass you. From the mentee’s side, there’s responsibility too. Honour the shoulders you stood on, even if you’re younger now, even if you’re making more money, even if your life looks bigger on paper. You didn’t get there alone. Sometimes the most mature move you can make is sending a message that simply says:

I don't know where you're at right now, but the most valuable thing we have as entrepreneurs is not our time, but our attention. If we have all the time but a million things are going on, we are useless because we have no decision-making power. Because our attention units are being allocated to these uninformed, unfinalised decisions. We, as entrepreneurs, tend to accumulate these unmade decisions or unconfronted conversations. We know we should make them, and probably know what the right call is, but they just sit there unmade. And so, as we start accumulating these things, the amount of thinking power continues to decrease until it gets to the point where you're so reactive because you have no brain power. These can be life conversations with a spouse, parents, siblings, business partners, or employees. They can be decisions that must be made. You are only one decision away from changing your life. Just one decision. You can quit your job. That is one decision. You can start a business. That is one decision. These are decisions that we have to make at some point in our lives. Most people don't regret doing things. They regret NOT doing things. And so I know that when I die, I don't want to regret not having done things. I'd rather do things, then fail so that I do not have the regret, and I'll have the experience. You will have to suffer the pain of the consequences of those decisions, which is very hard for people to deal with. But you will have more attention and more bandwidth at your disposal. Because you'd have made the tough calls and started believing in yourself more. If you can make these tough calls, then you can do this next thing. Which is always easier than dealing with the stress of managing a million different decisions unmade and living a life resulting from inaction. What's ONE decision you know you need to make but have been avoiding? ⬇️

Most sales conversations fail because the seller is trying to move the prospect forward faster than the prospect’s own thinking can keep up. That creates resistance. The Socratic method flips this dynamic entirely. Instead of telling people what to think, you ask questions that force them to think for themselves. When someone arrives at a conclusion on their own, it feels true. And what feels true is defended. Calibrated questions are the modern, practical application of this. A calibrated question has no fixed answer. It cannot be replied to with “yes” or “no”. It requires the brain to slow down, disengage from autopilot, and actively generate meaning. This does two things at once; 1️⃣ It buys you time in the conversation 2️⃣ It gives the prospect the illusion of control while you guide the direction. “What” and “how” questions are powerful because they bypass rehearsed responses. There is no script for them. The brain has to enter creative mode to respond, and in doing so, the answer must be congruent with the person’s internal beliefs and experience. That’s why calibrated questions reveal truth faster than statements ever will. You can increase their impact even further by swapping “think” for “feel”. When you ask someone, "What do you think...?", you’re engaging logic. When you ask "What do you feel...?", you’re engaging emotion. And emotion is where decisions are actually made. Logic only shows up later to justify the choice. This is why prospects often say one thing logically, but behave in a completely different way emotionally. If you’re only questioning the logical layer, you’re missing the real driver. A well-placed calibrated question doesn’t push someone toward a decision. It creates a mirror. People begin to see the gap between where they are and where they want to be, without you needing to point it out. And the moment they articulate that gap themselves, the sale becomes a natural consequence, not a persuasion tactic. This is not manipulation. You’re not putting ideas into someone’s head. You’re helping them surface the ones that are already there.

DM's require just as much attention as a sales call. I see a lot of people giving them half-ass energy because either they don't see the people they're talking to as serious leads or they're just not confident about what to do next once they've got into the conversation. So, first tip is to have the DM's To Dollars course OPEN when you're doing DM's. Don't have a quick scan of some content and then try to wing it once you're inside. - You're not going to remember the 3 stages of enrolment. - You're not going to know the right questions. - You're not going to know how to handle objections. - You're not going to know how and when to follow up. Second, set dedicated time to sit and do DM's. No distractions. Don't half-ass this. @Simen Gulbrandsen and I were chatting about this last night. I directed him to watch this video again. A couple of minutes later, he had booked a call from having this open. DMs aren’t casual conversations. They are sales conversations without the structure most people rely on. When structure disappears, confidence disappears. And when confidence disappears, people hesitate, over-explain, or ghost the moment there’s resistance. That’s why most DMs die right after the first bit of interest. This is also why reading content about DMs and actually doing DMs are two very different things. You don’t build fluency by consuming. You build it by repetition, with the right frame open in front of you, while you’re in the conversation. Because you can't actually do content in sales. You’ve actually got to do skills in sales. Which brings me to this ⬇️ I’m thinking of running a 2–3 day DM workshop next week inside the community. Live. Real DMs. Real conversations. We’d: - Do live hot seats - Break down messages line by line - Decide what to say next and why - Handle objections as they come up - Turn active chats into booked calls

I learned this from a mentor years ago, and I still see it destroying quality coaches with real skill. The belief sounds like this: “I can’t make money because I’m a good person.” “If I charge more, upsell, or guide someone into a better option, I’m being unethical.” “If I stay moral, money will eventually show up.” It feels virtuous and safe. BUT... it keeps people broke. The reality is that this belief isn’t moral. It’s just unexamined. Only in certain industries do we pretend that helping someone buy more of what actually helps them is somehow wrong. Walk into a restaurant and you’ll be offered an entrée and dessert. Go to the movies and you’re offered popcorn and a drink. Rent a car and you’re offered insurance upgrades. No one calls that manipulation. It’s just business. Yet the moment someone opts into your world and you help them see a better path forward, people panic. Here’s what I feel like most people miss at the start of their business journey ⬇️ When someone first shows interest, they are almost always under-informed. They don’t know the real variables. They don’t know what will actually get them the outcome they want. So they default to the only question they know how to ask. “How much is it?” Your job as the expert isn’t to trap them in the first thing they clicked. Your job is to help them clarify: - What they actually want - Why they’ve failed before - What will realistically give them the highest chance of success - What level of support matches that outcome That conversation is not unethical. It’s the opposite. It’s guidance. Your job is to guide people to a decision that helps them solve a problem and experience a transformation they've put their hand up in saying they want. This is where the money story breaks people... If you believe money corrupts you, you will avoid asking. If you avoid asking, you will avoid offering. If you avoid offering, you will under-serve the very people you claim to want to help. And then you’ll tell yourself a story about being “values-driven” while quietly resenting the people who charge properly.