Boom! What's going on everyone? It's Steve Larsen. This is Sales Funnel radio, and today I'm going to talk to you about how I found my VA's.   What's up, guys? Some people have asked, "Hey what's a VA?"  I'm talking about virtual assistance, I'm talking about how I found my team.   Now what's funny is, I remember sitting at a few events and I would watch these guys who had made 2 Commas through their sales funnels. And there was this interesting correlation that I saw as would watch these guys.   Someone would get up,  and they'd take the picture with the award "Yay!" (mine's over there.) And they'd take the 2 Comma Club picture and they'd be like, "Check it out! This is so cool!" And the next person would get up and they'd do it again. "Woo, what's up!" They'd take the picture; "I finally did it, yeah!" Which is really, really cool.   But I started noticing this very interesting thing about all of them - I can't help it, I'm kind of a pattern junkie.   I started looking and I was like, "What do each one of these people have? Like why is it that that guy can do that?" Right. "Why is it that that guy can do that?"   And I'm not trying to be like weird or whatever, but there's a lot of them that stand up and be like, "I think I can build a funnel better than that guy can in his own category, but he made a million bucks." Right. "Why didn't I?" You know what I mean. It's important to ask those questions.   And one of the things - amidst many of the things - one of the things I started realizing was that all these people had, (that I did not at the time), was a certain mentality. I was lacking in this area.   Growing up, I'll just tell you guys, this isn't to get all sad and sobby or whatever, but I didn't know what I was good at. And growing up, a lot of times entrepreneurs don't. They don't know what they're good at for a little while.   I always tease a few, but it's kind of like the X-men. Like you're still trying to figure out your powers. And I hate the mystic crap that people try to lace around entrepreneurship. It's not mystical, okay, it's business. It's giving value and getting paid for it.   Entrepreneurship is not mystic, you're not like a godsend to humanity to go bless, anyway. You know what I mean? You know the mentality I'm talking about? You see around a lot of times. That irks me a little bit, okay?   But anyway, right, I was young and I was like, "What am I good at? What am I good at?" And as I started getting a little bit older into my teens I started realizing that I had an ability to focus hard and go sell stuff.   I had a very intense fascination with the act of selling. And I started learning more, and there's a lot of self-discovery involved with entrepreneurship, I decided like, "Oh my gosh." I started learning how to learn and I got addicted to it.   I started saying things like, "Well I'm gonna learn that, and I'm gonna learn that, and I'm gonna learn that, I'm gonna learn that. And I'm gonna try and be the best at this, and the best at this, and the best at this, and the best at ..." And I like, "I'm gonna learn it all baby! Bring it on!"   And funnily enough, that's like the exact opposite of what each one of these entrepreneurs onstage were doing. And I was like, "Well what are they doing then? Like how does this actually work?" And I remember I was sitting next to some extremely successful people and one guy he leaned back and he goes, "Yeah. I have no idea how to drive Facebook ads."   And I was like, "Are you serious?"  I didn't know either, but it shocked me that the guy didn't know because that's where I saw most of his stuff. I was like, "Yeah," he's like, "Yeah I just outsource it." I was like, "Huh. That makes sense. You really have never done one ever though? wow. Hmm."   Even I have massively failed at least getting one out the door. And I was like, "What's the issue? Huh."   And then the next guy was like, "Yeah, I didn't write my own book. I want to make sure I actually write my book, I