UltraGrowth

This week on our show we dive into one of my favourite topics…sales!

For this conversation, we have one of the world's most notable experts on the subject, Tony Hughes.

Tony is an international keynote speaker, best-selling author, professional selling educator, award-winning blogger, and the most-read LinkedIn Author globally on the topic of B2B sales leadership.
He is the co-founder of Sales IQ Global and ranked by Top Sales Magazine as the most influential person for professional selling in Asia-Pacific.

With 35 years of sales and business leadership experience, Tony is an experienced CEO and company director having served as Director of Sales for public corporations and as the Asia-pacific Managing Director for several tier-one global technology companies.

In our conversation, we cover our origins with selling, and how it transformed both of our lives, we move into the ancient truths of selling through to the cutting-edge approaches in a digitised world.

The message is selling isn’t dead, old truths are now radicalised through the digital era.

We go on to discuss, how to lead in creating a customer-centric culture, the future of selling in the fourth industrial revolution and the foundations of sales success in the age of empowered buyers.

Tony teaches 'modernized selling' within the MBA program at the University of Technology, Sydney and has taught at other universities, and we discuss how selling hasn’t been taught traditionally in universities as its fallen under the scope of marketing, but as many sellers and marketers know, they are different crafts, Tony shares his views on the future of this relationship too.

I have had the benefit of reading a couple of Tony's books and recommend The Joshua Principle to anyone that loves sales and connects to the Hero’s Journey, it’s a beautiful story of a novice seller and mentor and their combined journey.

His other book, Tech Powered Sales is a meeting point of Sci-Fi and Sales, it's radical and future-oriented as it connects Digital, AI, and selling into an ecosystem of connected sales engagement. It’s a remarkable read.

Notable moments in this episode:
(22:24) - What ineffective sales look like
(39:32) - How you can leverage technology to identify more trigger events to create more opportunity
(52:23) - Tony’s #1 habit to get better with sales

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Follow Tony:
Books: https://www.tonyhughes.com.au/publications
Facebook: https://www.facebook.com/tonyhughes.rsvpselling
Linkedin: https://www.linkedin.com/in/hughestony/
Twitter: https://twitter.com/TonyHughesAU
Website: https://www.tonyhughes.com.au/
YouTube: https://www.youtube.com/user/RSVPselling/playlists

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Facebook -

This week on the show we talk about fear and overwhelm at work.

How do you face your fears at work, and what are the skills that will help you deal with overwhelm in a productive way without spiralling into a full meltdown or losing it at one of your colleagues?

Rebecca Zucker is a partner at a firm called Next Step Partners whose mission is to move organizations and the world forward by creating the conditions for personal and systemic change.

Our conversation is focused on a recent Harvard Business Review article that deals with the phenomena of fear and overwhelms at work, what triggers us, and what can we as leaders do when it happens to ensure that we get perspective, create space for what we are feeling and most of all not react to others from this place. The costs can be extremely high and hard to come back from.

Rebecca believes that growth requires both vision and action and her clients rely on her intelligence, pragmatism, and unwavering professionalism to demystify the process of growth and achieve their goals. As an expert in executive coaching as well as leadership and career development, Rebecca coaches C-level executives and other senior leaders across the globe.

In addition to several venture-backed startups, her clients span multiple sectors, including technology, venture capital, private equity, financial services, law, consulting, consumer products, media, healthcare, biotech, education, and philanthropy.

She is a regular contributor to Harvard Business Review and Forbes.com and is frequently quoted in the press on career and leadership issues. Rebecca graduated as valedictorian from the Leonard N. Stern School of Business at NYU and later received her MBA from Stanford. She then worked as an investment banker for Goldman Sachs in New York and held leadership positions at Disney EMEA in Paris and at Robertson Stephens. She received her coaching training and certification from the Coaches Training Institute and from Minds at Work.


Notable moments in this episode:
(12:18) - How to get unstuck when in the thick of overwhelm
(26:42) - What happens to a positive team environment when an employee brings their incessant limiting beliefs?
(34:47) - Rebecca’s #1 habit on how to combat overwhelm

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Follow Rebecca:
Newsletter: https://nextsteppartners.com/rz-newsletter/
Linkedin: https://www.linkedin.com/in/rebecca-zucker-nsp/
Twitter: https://www.twitter.com/rszucker
Website: https://nextsteppartners.com/

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Follow & Subscribe to the Ultrahabits Journey:
Apple - podcasts.apple.com/podcast/the-ultra-habits-podcast/id1551339373
Spotify - open.spotify.com/show/0eWBOT8L1ShaRy5aoPxOHp
Facebook - facebook.com/ultrahabits
Instagram - instagram.com/ultra.habits/
LinkedIn - linkedin.com/in/rj-singh-801a0436/
Oberit - https://gr3f.co/c/50833/JYgMG
Strava - https://www.strava.com/athletes/32692468
YouTube - youtube.com/channel/UC6Wx-9NQ81K_4mZYCmoNGvQ
Website - ultrahabits.co/
Rate the podcast - https://ratethispodcast.com/ultrahabits

When your inner voice lies to you.

As humans our inner voice is one of the most precious instruments of truth we have. Or so we’re told. This talk lays out a specific approach for verifying what your inner voice says to you so simply that anyone could put it to use immediately.

Cheryl Strauss Einhorn founded Decisive, a decision sciences company that trains people and teams in complex problem solving and decision-making skills using the AREA Method. AREA is an evidence-based decision-making system that uniquely controls for and counters cognitive bias to expand knowledge while improving judgment. Cheryl developed AREA during her two decades as an award-winning investigative journalist writing for publications ranging from The New York Times and Foreign Policy Magazine to Barron’s and The Stanford Social Innovation Review.

Here are some benefits of the AREA method with respect to decision-making.

- The AREA Method guides you to gather information one perspective at a time to help you control your rush to judgement. The Exploitation chapter offers even more specific exercises to tackle this bias.
- By gathering information one perspective at a time and by beginning with information from the source itself, you ground yourself in perspectives other than your own. This keeps your data and your focus more objective.
- By following the AREA Method you will be using a source-based methodology that is structured to heighten your awareness of your own thinking limitations while focusing you on other people’s viewpoints.
- The AREA Method encourages you to do your own work, broken down into discrete and manageable research steps. Further, the AREA Method is structured so that you are always aware of the source(s) of your information. By being aware of your source, you put some distance between yourself and the herd.

Cheryl teaches at Cornell University and has authored two books Problem Solved, A Powerful System for Making Complex Decisions with Confidence and Conviction, about personal and professional decision-making, and Investing In Financial Research, A Decision-Making System for Better Results about financial and investment decisions.


Notable moments in this episode:
(06:46) - How to know if your inner voice is lying to you
(27:21) - How executives can use the AREA method to make better business decisions
(46:22) - Cheryl’s #1 habit to ensure you improve your decision making skills

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Follow Cheryl:
Facebook - https://m.facebook.com/profile.php?id=100052046686919&_rdr
Instagram - https://www.instagram.com/cbse/?hl=en
LinkedIn - https://www.linkedin.com/in/cheryl-strauss-einhorn-57353823/
Twitter - https://twitter.com/cheryleinhorn

***

Follow & Subscribe to the Ultrahabits Journey:
Apple - podcasts.apple.com/podcast/the-ultra-habits-podcast/id1551339373
Spotify - open.spotify.com/show/0eWBOT8L1ShaRy5aoPxOHp
Facebook - facebook.com/ultrahabits
Instagram - instagram.com/ultra.habits/
LinkedIn - linkedin.com/in/rj-singh-801a0436/
Oberit - https://gr3f.co/c/50833/JYgMG
Strava - https://www.strava.com/athletes/32692468
YouTube - youtube.com/channel/UC6Wx-9NQ81K_4mZYCmoNGvQ
Website - ultrahabits.co/
Rate the podcast - https://ratethispodcast.com/ultrahabits

Dominic’s career began when he initially studied to become a lawyer. After graduating and working in the corporate world, he came to the realisation that the idea of working for 20 years to “maybe” make a partner was not the route he wanted to take.


Notable moments in this episode:
(09:48) - How to deal with conflict with business partners
(38:00) - Why people have a poor relationship with money
(46:00) - Dominic’s #1 habit to maximise your life in 90-day cycles

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Follow Dominic:
Instagram - https://www.instagram.com/dommckenna
LinkedIn - https://www.linkedin.com/in/dominic-mckenna-763aa41b

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Follow & Subscribe to the Ultrahabits Journey:
Apple - podcasts.apple.com/podcast/the-ultra-habits-podcast/id1551339373
Spotify - open.spotify.com/show/0eWBOT8L1ShaRy5aoPxOHp
Facebook - facebook.com/ultrahabits
Instagram - instagram.com/ultra.habits/
LinkedIn - linkedin.com/in/rj-singh-801a0436/
Oberit - https://gr3f.co/c/50833/JYgMG
Strava - https://www.strava.com/athletes/32692468
YouTube - youtube.com/channel/UC6Wx-9NQ81K_4mZYCmoNGvQ
Website - ultrahabits.co/
Rate the podcast - https://ratethispodcast.com/ultrahabits

Owning his own business had always been in his mind. Having the advantage of being raised by parents who were well-established entrepreneurs, he decided within a year of working in law to quit his job and become self-employed in the area of marketing & advertising.

When Dominic was in his late teens/early 20's, he unwisely chose a career in law. Not long after, he took a fork in the road. This lead him to start building his own business and now running a mentorship program across 4 countries. That one decision has now led to a business throughout Australia, New Zealand and The U.K.

Former Navy SEAL and Founder of two nonprofit organizations benefitting Veterans and First Responders, is originally from Detroit, Michigan. Birdman enlisted in the Navy after watching the Twin Towers collapse on 9/11 and served eight years as a U.S. Navy SEAL attached to SEAL Team SEVEN, completing three combat tours to Iraq before being assigned to Advanced Training Command as an Instructor.

In 2005, while serving in Iraq, Birdman was riding atop a Humvee manning the gun turret in enemy territory, when his vehicle was hit by an improvised explosive device (IED), causing a detonation and throwing him from the Humvee. Birdman regained composure with his face and hands burned and witnessed his fellow team members suffer devastating burn and blast injuries. His entire team survived their injuries and went back to operate.

In 2012, Birdman established Sons of the Flag to help Veteran and First Responder burn survivors and their families find the help and medical attention they truly deserve. He recognized that burn care treatments and advancements had not been evolving as other forms of injuries, so he made it his mission to do something about it!

He is also the founder of the Birds Eye View Project, addressing the extreme needs of Veterans and First Responders through extreme sports.

In the midst of running two nonprofit organizations, Birdman also authored “Sons of the Flag: Real Accounts from the last 100 years of American Service”, a book dedicated to relaying a selection of real stories of American Heroes.

Then, Birdman had a special calling because of a teammate and dear friend he lost too soon. Now a sponsored athlete in the extreme sports arena, he has founded The Human Performance Project. This Human Performance Project will encompass taking a deeper dive into health and wellness giving our next generation a better understanding and roadmap on taking proper care of their bodies through physical, mental, emotional and spiritual guidance from world-renowned experts in their fields



Notable moments in this episode:
(25:40) - How much of Navy SEAL training is physical vs mental?
(30:29) - An Iraq deployment that led to an IED
(50:10) - Ryan’s #1 habit to set you up for the day

***

Follow Ryan:
LinkTree - https://linktr.ee/birdmanactual

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Follow & Subscribe to the Ultrahabits Journey:
Apple - podcasts.apple.com/podcast/the-ultra-habits-podcast/id1551339373
Spotify - open.spotify.com/show/0eWBOT8L1ShaRy5aoPxOHp
Facebook - facebook.com/ultrahabits
Instagram - instagram.com/ultra.habits/
LinkedIn - linkedin.com/in/rj-singh-801a0436/
Oberit - https://gr3f.co/c/50833/JYgMG
Strava - https://www.strava.com/athletes/32692468
YouTube - youtube.com/channel/UC6Wx-9NQ81K_4mZYCmoNGvQ
Website - ultrahabits.co/
Rate the podcast - https://ratethispodcast.com/ultrahabits

Most people think of mental toughness when they imagine a Navy SEAL. What they don’t expect is the thoughtful, yoga-innovating, joking and laughing, professor of leadership named Mark Divine.

This is our guest on this week's episode of the show!

At twenty-six he graduated as Honor Man (#1-ranked trainee) of SEAL BUD/S class number 170. Mark served for nine years total on active duty and eleven as a Reserve SEAL, retiring as Commander in 2011. His leadership of teams was so effective the government tasked him with creating a nationwide mentoring program for SEAL trainees. Not only did it increase the quality of SEAL candidates, but it also reduced the BUD/S attrition rate up to five percent.

His focus on more than just physical fitness made Mark's program so effective. He’d seen laughter conquer fatigue and bond teams at their BUD/S breaking point, intuition save his men during the hell of war and special ops missions. He knew he could form a fitness company that prepared civilians for the physical AND mental/emotional demands of a Navy SEAL-like lifestyle. So he started At the same time SEALFIT was beginning he co-founded Coronado Brewing Company, built www.NavySEALs.com, the leading website for SEAL gear and information, and launched US Tactical, a government contracting business. He also served as an adjunct professor of leadership at the University of San Diego before the Navy called him up for duty in the Iraq War.

Through Mark’s teaching, entrepreneurial endeavors and travel to foreign countries, he noticed the power of mental toughness, emotional resilience, intuitive leadership and a healthy spirit for anyone wanting breakthrough performance. They weren’t solely for combat or restricted to the business world or one culture. He’d watch them transform people's lives from every background, nation and belief system. So he wrote and self-published his first book, Unbeatable Mind, in 2011 and launched its at-home study program.


Notable moments in this episode:
(18:19) - How life unfolds when your upbringing has materialistic abundance but with a scarcity mindset
(35:31) - How famous Navy SEAL, David Goggins would have gone to that next level if he did this.
(54:13) - Mark’s #1 habit on mindset

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Follow Mark:
Books - https://markdivine.com/books/
Facebook - https://www.facebook.com/RealMarkDivine
Instagram - https://www.instagram.com/realmarkdivine/
LinkedIn - https://www.linkedin.com/in/markdivine/
Podcast - https://markdivine.com/podcast/
Twitter - https://twitter.com/MarkDivine
Website - https://markdivine.com/
YouTube - https://www.youtube.com/channel/UC2UsDsqUL6PpKcdNKk-XO1g

***

Follow & Subscribe to the Ultrahabits Journey:
Apple - podcasts.apple.com/podcast/the-ultra-habits-podcast/id1551339373
Spotify - open.spotify.com/show/0eWBOT8L1ShaRy5aoPxOHp
Facebook - facebook.com/ultrahabits
Instagram - instagram.com/ultra.habits/
LinkedIn - linkedin.com/in/rj-singh-801a0436/
Oberit - https://gr3f.co/c/50833/JYgMG
Strava - https://www.strava.com/athletes/32692468
YouTube -...

Matt is a Holistic High-Performance Coach, hailing from Sydney, Australia. A former professional surfer himself, Matt, now 45, has since coached World champions, and Australasian champions, published 2 best-sellers, and coached and lectured on performance to many leading executives and professional sporting groups worldwide. He had learned how to do things very well, but like most people, was starting to realise it was the being (state of mind) side of things that needed more attention. So he began to explore the inside world of the mind and the simple art of living, not just performing.

Driven by his personal fascination with spirituality and philosophy, Matt quit his job on the World Surfing Tour In 2008 and spent 4-5 years in quiet contemplation in the Royal National Park, just south of his home in Sydney. For half a day every day, Matt explored the nature of life, success, the detachment of suffering and how to live a life of high performance, without compromising yourself in the process. This, coupled with his experience in the world of elite performance, would become the inspiration for his programs around The Nature of Success.

Matt is also the director of the Kelee® Foundation Australia, a unique understanding and training of the mind via meditation that helps people detach from disharmonious thoughts and emotions and open their natural ability to its purist point.

Matt has a 360-degree view of performance, programs and methodologies that begin with self-awareness and enable his clients to go after what it is they feel most drawn to in life, with more awareness and less fear. Matt works with everyone from professional athletes to businessman. He lives in Cronulla with his wife Kate and two sons. When he is not teaching about the nature of the mind and performance, he can still be found in the Royal National park, or on his balcony at home, in deep contemplation, studying it himself.


Notable moments in this episode:
(10:17) - What is most people’s strategy for their pain?
(25:18) - How you as an executive can improve their performance and its consistency
(41:57) - Matt’s #1 habit to help you have the awareness to ‘know thyself’

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Follow Matt:
Book - https://www.amazon.com.au/Nature-Success-Holistic-Performance-Training/dp/B092P6ZKLR
LinkedIn - https://www.linkedin.com/in/matt-griggs-32030515/?originalSubdomain=au
Website - https://thenatureofsuccess.com.au/

***

Follow & Subscribe to the Ultrahabits Journey:
Apple - podcasts.apple.com/podcast/the-ultra-habits-podcast/id1551339373
Spotify - open.spotify.com/show/0eWBOT8L1ShaRy5aoPxOHp
Facebook - facebook.com/ultrahabits
Instagram - instagram.com/ultra.habits/
LinkedIn - linkedin.com/in/rj-singh-801a0436/
Oberit - https://gr3f.co/c/50833/JYgMG
Strava - https://www.strava.com/athletes/32692468
YouTube - youtube.com/channel/UC6Wx-9NQ81K_4mZYCmoNGvQ
Website - ultrahabits.co/
Rate the podcast - https://ratethispodcast.com/ultrahabits

Many of us witnessed personal transformations or have heard about stories of people embarking on tremendous change, this week we have Abbas Soukie on the show to unpack how he has been able to transform in a wholesale way in such a short space of time.

I came across Abbas through my personal network on Facebook, within my feeds there are no shortages of ultra-endurance events and people doing remarkable things with their bodies, but as I slowly started to learn more about Abbas, I started to understand how remarkable his story truly is.

Abbas is an attorney to some of the most notorious and well-known figures in Sydney, as a top-in-demand attorney, the lifestyle that came with it saw him become highly unhealthy. This all changed during a pivotal period in his life, and he decided to walk into a gym.

Within a year, he lost an incredible amount of weight, what started off as some light sessions in the gym, and some short runs have led him into the world of ultra-endurance sport.

You can now find Abbas on bike cycling across the different states in Australia or on a track attempting 24 hour runs, he is currently in the process of training for a world record cycling attempt.

Whilst the physical change and the continued push in the endurance space is a remarkable story, the real story is about the shift in identity and more so the habits that have enabled Abbas to sustain this.

We are talking about a transformation beyond the physical, this has been a shift of his whole mind, body, and spirit complex and this is a story that we felt had to be told.

Abbas has extensive experience in criminal law. He has played a crucial role in some of Australia’s most serious and highly publicised criminal prosecutions, including charges of murder, drug supply, drug importations, serious assaults, firearm and serious fraud-related matters.



Notable moments in this episode:
(12:30) - How to stay consistent after a dramatic lifestyle and shift
(24:00) - Abbas’ Guinness world bike attempt with minimal training
(34:59) - How loved ones can cope when you are making a massive transformation

***

Follow Abbas:
Facebook - https://www.facebook.com/abbas.soukie.50
Website - https://doylesguide.com/business-directory/abbas-soukie-hanna-legal/

***

Follow & Subscribe to the Ultrahabits Journey:
Apple - podcasts.apple.com/podcast/the-ultra-habits-podcast/id1551339373
Spotify - open.spotify.com/show/0eWBOT8L1ShaRy5aoPxOHp
Facebook - facebook.com/ultrahabits
Instagram - instagram.com/ultra.habits/
LinkedIn - linkedin.com/in/rj-singh-801a0436/
Oberit - https://gr3f.co/c/50833/JYgMG
Strava - https://www.strava.com/athletes/32692468
YouTube - youtube.com/channel/UC6Wx-9NQ81K_4mZYCmoNGvQ
Website - ultrahabits.co/
Rate the podcast - https://ratethispodcast.com/ultrahabits

Here we have Charlie Engle back for round 2!

After a decade-long addiction to crack cocaine and alcohol, Charlie Engle hit bottom with a near-fatal six-day binge that ended in a hail of bullets. As Engle got sober, he turned to running, which became his lifeline, his pastime, and his salvation.

He began with marathons, and when marathons weren't far enough, he began to take on ultramarathons, races that went for thirty-five, fifty, and sometimes hundreds of miles, traveling to some of the most unforgiving places on earth to race. The Matt Damon-produced documentary, Running the Sahara, followed Engle as he led a team on a harrowing, record breaking 4,500-mile run across the Sahara Desert, which helped raise millions of dollars for charity.

Charlie's growing notoriety led to an investigation and a subsequent unjust conviction for mortgage fraud. Engle would spend sixteen months in federal prison in Beckley, West Virginia. While in jail, he pounded the small prison track, running endlessly in circles. Soon his fellow inmates were joining him, struggling to keep their spirits up in dehumanizing circumstances.

In his book, Running Man, Charlie Engle tells the gripping, surprising, funny, emotional, and inspiring story of his life, detailing his setbacks and struggles--from coping with addiction to serving time in prison--and how he blazed a path to freedom by putting one foot in front of the other. This is a propulsive, raw, and triumphant story about finding the threshold of human endurance, and transcending it.



Notable moments in this episode:
(18:53) - how running became an antidote to substance abuse
(25:38) - why the 12 steps are so transformative
(39:58) - Charlie’s response when asked “can't you have a drink tomorrow after being sober for 30years?”

***

Follow Charlie:
Book - https://www.amazon.com.au/Running-Man-Charlie-Engle/dp/1476785783
Facebook - https://m.facebook.com/charlieengleruns
Instagram - https://www.instagram.com/charlieengle/
Twitter - https://twitter.com/charlieengle
Website - http://www.charlieengle.com/

***

Follow & Subscribe to the Ultrahabits Journey:
Apple - podcasts.apple.com/podcast/the-ultra-habits-podcast/id1551339373
Spotify - open.spotify.com/show/0eWBOT8L1ShaRy5aoPxOHp
Facebook - facebook.com/ultrahabits
Instagram - instagram.com/ultra.habits/
LinkedIn - linkedin.com/in/rj-singh-801a0436/
Oberit - https://gr3f.co/c/50833/JYgMG
Strava - https://www.strava.com/athletes/32692468
YouTube - youtube.com/channel/UC6Wx-9NQ81K_4mZYCmoNGvQ
Website - ultrahabits.co/
Rate the podcast - https://ratethispodcast.com/ultrahabits

Elizabeth Grace Saunders is the founder and CEO of Real Life E® a time management coaching and speaking company that partners with individuals on the journey from guilty, overwhelmed and frustrated to accomplishing more with peace and confidence.

All time management coaching is done virtually and can support you in managing your time and staying productive while working remotely.

McGraw Hill is the publisher of Elizabeth's first book: The 3 Secrets to Effective Time Investment: How to Achieve More Success With Less Stress. Harvard Business Review is the publisher of her second book: How to Invest Your Time Like Money. FaithWords is the publisher of her third book: Divine Time Management: The Joy of Trusting God's Loving Plans for You.

Elizabeth has appeared in Inc magazine, The Chicago Tribune, and on NBC, ABC, and CBS. She was selected as one of the Top 25 Amazing Women of the Year by Stiletto Woman.

Elizabeth’s time coaching clients have the opportunity to go through her exclusive Schedule Makeover life transformation process through phone coaching and custom action guides or in-person training.



Notable moments in this episode:
(22:16) - how to have better time management between work and family
(30:06) - a spiritual approach on time management to allow you to trust the process
(43:19) - Elizabeth’s #1 habit to better your time management

***

Follow Elizabeth:
Books - https://reallifee.com/wp/time-management-and-productivity-resources
Facebook - https://www.facebook.com/elizabethgsaunders
LinkedIn - https://www.linkedin.com/in/elizabethgracesaunders/
Twitter - https://twitter.com/RealLifeE
Website - https://reallifee.com/

***

Follow & Subscribe to the Ultrahabits Journey:
Apple - podcasts.apple.com/podcast/the-ultra-habits-podcast/id1551339373
Spotify - open.spotify.com/show/0eWBOT8L1ShaRy5aoPxOHp
Facebook - facebook.com/ultrahabits
Instagram - instagram.com/ultra.habits/
LinkedIn - linkedin.com/in/rj-singh-801a0436/
Oberit - https://gr3f.co/c/50833/JYgMG
Strava - https://www.strava.com/athletes/32692468
YouTube - youtube.com/channel/UC6Wx-9NQ81K_4mZYCmoNGvQ
Website - ultrahabits.co/
Rate the podcast - https://ratethispodcast.com/ultrahabits