News just in, man delivers exciting announcement about stoicism. It's the second of May. Design your path to success. First, tell yourself what kind of person you want to be, but then do what you have to do. For in nearly every pursuit, we see this to be the case. Those in athletic pursuit first choose the sport they want and then do that work. Epictetus. And is he? He is.

Yes. So design your path to success. So I feel that everything in life, and I'm quite good at this. Life? No, maths. It boils down to an equation. Right. So everything in life is an equation. Okay. I'm going to give you something and you tell me what the equation is. Okay. These boots were made for walking. I really love them, but they've started to get holes in. Okay. Thing plus time equals where?

Wow. Wow. And a lot of people think you're not a very bright lad, but I was very impressed. over a long amount of time we were. We're all going to get old. We're all going to get sick. Guys, we're all going to die. And there it is. That's what we call full circle. Full circle Frimston. Keep on going. So we're talking about equations. And if you're in sales, that's kind of true for yourself. So Zach, I want you to imagine.

You're currently a salesperson. What might be something you want to achieve within the next five, 10 years? I'm channeling a salesperson. My ultimate dream.

I want to be a CRO. You want to... I don't know where that came from. I don't even where that came from. I never knew you went to a Tony Robbins conference. Wow. It was like usher was in the room. Stand up at the back. So you want to be a CRO. More than anything. I didn't realize. So let's work out what the equation is to becoming a CRO. it C plus R equals O? Whoa. Really good maths there. Let's say you're a salesperson. There's probably stepping zones that you need to get there. So let's find a previous CRO.

in a company and they probably went from SDR to account executive, then they might have been some kind of sales director and then they might go on to be a CRO and they might have done something along the way. So let's look at a CRO. Let's work out what skills they have. So it could be sales plus marketing plus leadership equals CRO. What else could go into a CRO? So you're always thinking what are the pieces of the puzzle that need to go into this and then reverse engineer it. What do I need to do? Well, if I

build up my skill set and I do the obvious thing which is close lots of deals, guide people into closing deals, lead a team, motivate others, work hard, show up on time, equals CRO. So you're just breaking it down of what are the obvious things that I can do consistently over the next five years. Go onto Indeed, go onto read.co.uk, the UK's number one job site, look at CRO job roles and find out what is required, what experience is required.

What do you need to do? What do you need to have done? Everything can be broken down to a simple equation. So when you think about like designing your path to success and like looking ahead and being like, right, okay, now how do I get there? What are some of the hacks or things that you can see? Well, that's how I see that question. Challenge me. From knowing the journey we've been on, if you were to do it again, what are the little hacks and things that you've spotted that you think?

I'd put them in again if we did it again. Great question. So I think consistency. ⁓ So let's just look at like there are two parts to any business. ⁓ New business, finding new clients and retention, keeping new clients. So one of them is going out and finding new clients. How do I find them? So I would consistently post on LinkedIn. I would consistently cold call.

Tell us one your posts that you might do, obviously they're all so different. Sometimes I might say that no one's ever died from a cold call before. Right. I might say like, remember you'll die or something like that. Well, that one you do, you just put no, no, no, no, no, no, no, no, no, no, yes, no, no, no, no, no, no, no, no, no. And I say just another week working in sales, remember you'll die. And everyone goes, I've never seen that one before. I'm not bitter. So I would say posting consistently on LinkedIn. Just anything.

No, the same thing over and over good stuff, right? Can we just do a fact check on my analytics versus Zach's? And then we'll start talking about copyrighting. Thank you. That's one thing consistently cold calling doing the bit over and over again and then the client retention piece is giving a good service and What is there anything standing out to you? I think it's the way you attach the dopamine isn't it?

If the dopamine is in the work and the likes on LinkedIn, perhaps that's what it is for you, mate. But I'm probably a bit more complex than you are. We know that. But if the dopamine is in the work rather than the outcome, you always get up and keep going because you'll just like what you're doing or at least feel like it's pushing you forward. I heard a really interesting thing the other day on a podcast with, forgot his name, was like he was a French economist, but he was talking about how

All the research that done into the brain basically indicates we're not wired for happiness as like the ultimate goal. We're wired for how can you get yourself to a place where you can work the hardest for the longest? That's what the dopamine centers for, it like wants to keep you going and finding. And it's the same reason why when you have certain kinds of food and that receptor kicks off, it goes, you must do eat as much of this as you can, cause you might not get it again.

The dopamine receptor just there to like keep pushing you forward and making you keep working rather than getting to this like ultimate happiness. Yeah. I think when you start to learn about dopamine and serotonin and all these different things. Serotonin, was she in the year below? She was two years below. Two years below her. Yeah. She was a friend with amygdala. But I think that once you understand those systems, then you can start to bring in processes and hack them a little bit to help you get to your path of success.

I've been Jack Frimston. I've been Zach Thomson. Remember you will die. Pete Sir.