Most entrepreneurs don’t love history or math, but when they understand this principle, it’ll make it really, really fun. On this episode Russell talks about knowing the history and math of your industry to be able to grow your business. Here are some awesome things he discusses in today’s episode: Why knowing the history of your industry will make it easier for you to market and grow your business. What it means to know the math of your business and why that helps it magically grow. And Why it’s important to remember that you are not entitled to success just because you worked hard. So listen here to find out why if you know the history and math of your industry, you are more likely to have success within it. ---Transcript--- Good morning everybody, this is Russell Brunson. I want to welcome you to the Marketing Secrets podcast. Today we’re going to be talking about marketing history and marketing math. Hey everyone, welcome back to today. I hope you guys are half as excited for the week as me. Monday here, and the sun is shining, fun stuff is happening and I cannot wait. This morning as I was studying, I was listening to Mr. Dan Kennedy, still one of my favorite people to study in this marketing world. And that was kind of fun, I was listening for the last 48 hours or so, and last night I listened to one of his courses, and in the middle of the course he starts talking about me. I was like, how cool that Dan Kennedy is talking about me at one of his events, his seminars. So anyway, that made my whole night and got me more excited to listen to him. And this morning he started talking about what his criteria to do a deal with somebody, to be in business with them or to work with them. There was a couple of fascinating things. One of them, obviously, was can you find three other people who have done at least one deal with that person, that would do a second deal? And I think that was a good one, he’s talking about, if someone’s been divorced once or twice, maybe there’s a reason, but if they’ve been divorced 9 times, there’s probably something wrong. It’s probably them, it’s probably not the other person at that point. It was kind of funny when he was talking about that. But then he talked about three criteria, so I will walk through those. So the number one criteria, he doesn’t want, he would never work with somebody who was entitled. When he was talking about entitlement, he was talking about, if you guys watch shark tank, he said he started tracking this over the last two or three years. In shark tank, they always have the little video before the person comes and presents their package or their product kind of telling about their business. And he said the entitlement is when they’re like, “We spent our whole life savings, I quit my job, I did all this stuff. I have to get a deal, the sharks have to give me money.” Where it’s out of a point of desperation or entitlement, “Because I sacrificed everything, I should get this thing.” He said, if you look at Shark Tank, the 48 people that he counted since he started counting, that their little package before their pitch happened, only 4 of those 48 ever got a deal, whereas the average, when you look at Shark Tank as a whole, 1 out of 3 get a deal. So coming at something where you think you should be successful because you worked hard or because you put forth the time, is not a good reason. It has nothing to do with it. That’s the entitlement of “I should be successful, I’ve been killing myself on this. I’ve been studying, I’ve been reading, I’ve been learning.” And it’s like, that does not entitle you to success.  That’s not the right thing. So that was number one. Number two, he said that you have understand intimately the history of the industry that you’re going in. For example if you were going to go and you wanted to be in the personal development success space, if the only thing you know about personal development going back was Think and Grow Rich, and that was as far bac