10x Mastermind Call

• Jack and John discussed the need for Jack to update his camera. Mr. mentioned his progress with moving Crunchy Cottage into the TRC building and finishing up the AI branding tool. - PLAY @0:07
• John discussed his journey from failure to success in the sales industry, highlighting the importance of understanding customer pain points and leading them through the sales process. He emphasized the need for honesty, integrity, and enthusiasm in selling, as well as the significance of asking questions to uncover customer needs. - PLAY @7:00
• John discussed his approach to asking questions to buyers and sellers in order to understand their needs and preferences. He emphasized the importance of listening and using the information gathered to present a tailored solution, ultimately leading to successful sales outcomes. - PLAY @14:13
• John discussed the importance of role-playing presentations and proposals for better results in business. Jack asked about the use of different security frameworks in IT companies and how to present them effectively to clients. - PLAY @20:45
• John and Jack discussed the importance of understanding the needs and priorities of clients in order to effectively communicate and provide solutions. They emphasized the significance of asking relevant questions and having a clear understanding of when to use specific services or solutions. - PLAY @27:00
• John discussed how the duration of his IT solutions presentation varied depending on the personality type of the audience. He mentioned that presentations could range from 30 to 45 minutes for a group setting and 15 to 20 minutes for a one-on-one presentation, with the goal of presenting just enough for the audience to make a decision. - PLAY @33:49
• In the conversation, E and Mr. discussed the importance of shifting from traditional sales approaches to building genuine relationships with potential clients. They emphasized the use of pre-selling mechanisms, such as VSLs, to provide information and social proof upfront, saving time and ensuring that the prospects are already interested before engaging in sales conversations. - PLAY @39:48
• John and Mr. discussed the importance of keeping the sales process short and finding joy in what you're selling. They emphasized the need to be excited about waking up in the morning and talking to people about your business and services. - PLAY @45:30
• John and Mr. discussed the importance of genuinely helping clients and building relationships in sales. They emphasized the value of creating content based on customer questions and experiences to provide helpful information and establish trust. - PLAY @52:53

Here are a few key takeaways from the marketing mastermind discussion:

- Use AI tools like ChatGPT and Anthropic to generate content ideas, draft posts, emails, etc. Train the AI on your niche so it understands your brand voice.

- Take an education-based marketing approach - provide valuable content to attract and nurture leads. Books like Chet Holmes' The Ultimate Sales Machine provide this framework.

- Clearly define your target audience and ideal client avatar so you can create content specifically for them. Understand their needs, challenges, archetypes, etc.

- Be authentic and share real stories/struggles in your content. Ask questions to get audience engagement. Done is better than perfect when creating videos and content.

- Consistency is key - consider a 30-day challenge posting short videos on social media about health, wealth and relationships.

- Introduce clients to experts like Adrian to help with marketing so they grow, need more technology/support, and stay sticky. It's a win-win.

- Leverage AI, but customize and add your own spin. The technology saves time but you provide the strategic expertise.

- Document processes, frameworks, branding - if you get hit by a bus tomorrow, your knowledge is gone. Put it into systems.

Let me know if you need any clarification or have additional questions!

johnpyron.com or (916) 765-2596

Here are a few key takeaways on marketing and branding from the discussion:

- Be clear on your brand purpose and story. Your unique story is what differentiates you.

- Take an education-based marketing approach - provide valuable content to attract and nurture leads. Books like Chet Holmes' The Ultimate Sales Machine provide this framework.

- Know your target audience and ideal client avatar. Create content specifically for them.

- Be authentic and share real stories/struggles in your content. Ask questions to get audience engagement.

- Consistency is key - consider a 30-day challenge posting short videos on social media.

- Repetition and practice will help improve your content/video skills. Batch record videos to save time.

- Document your processes, frameworks, branding - if you get hit by a bus, your knowledge is gone without systems.

- Introduce clients to experts like Adrian for marketing so they grow, need more support, and stay sticky. It's a win-win.

- Leverage AI tools like ChatGPT and Anthropic, but customize and add your own spin.

Let me know if you need any clarification or have additional questions!

Go to johnpyron.com for more information..

Transcript: All right, welcome to this week's edition of the business owners not my call, John Pyron, the business stalker, your host, and several of you are going to be listening to the recording. So definitely want to should be here today, this is gonna be a fun call. And I want to remind everybody the format when you're here on the live call, you can talk about whatever you want. Okay, I'm going to talk about a very specific topic. In the first week is marketing. The second Monday is sales. The third Monday is operations, service delivery, which is what we're talking about today. And then the fourth one is administrative finance. So just FYI, for next week, I'm gonna be on vacation, but I'm gonna have Adrian lead the call again, except he's going to have a special guest, leading Madeline Ferguson, or the owner of the company, and they are my go to bookkeeping company. And so they're going to talk about admin and finance. And we are very action packed calls. So when you show up here, definitely write down your biggest business problems or challenges, anything you want to talk about, that you can use the group's help on. And so with that said, I'm gonna share my screen here real quick. And let me introduce you guys to a really cool tool. Where is screensharing? There it is. So so. So if you're not familiar with checked GPT, or GBT, or whatever it's called GPT check GPT. It's an AI tool. There's a lot of talk about chat, GBT, it's the top one in the market. But I'm like, I don't want to learn this, I want nothing to do with it, I would rather hire somebody and outsource it. And so you know, which is exactly what we're talking about today. At some point in your business, you're going to want to create processes and systems and things like that. So this specific mastermind that we're involved in here is you are not putting 100 grand in your pocket after all expenses. And everything else is said and done. You're not doing that yet. And so everything we talk about is geared towards that. So when you start getting into 250 400 $500,000, Business, operations and service delivery in systems and processes become extremely important and extremely valuable. What I want to let you know, after having built all these businesses and consulting a lot of business owners start the operations and service delivery process now, while you're small while you're the one doing everything. You want to have systems in place. By the time you get to the point where you have to outsource that skill because there's just not enough time in the week left for you. And thing I like about this like okay, what are the All I did was I went in there ago, what are the top 1010 challenges facing small business owners as it relates to operations and service delivery. And immediately it came back with this list right here. It says small business owners face a variety of challenges when it comes to operations and service delivery. These challenges can vary depending upon the industry location and the specific nature of the business. However, there are 10 common challenges that many small business owners may encounter. And I'm not going to read this whole thing. I'm just going to hit the highlights limited resources cashflow management, customer acquisition and retention, technology integration, compliance and regulation, staffing issues, inventory management, scalability, quality control and supply chain disruptions. And so these are the things that ultimately you have to solve. When you're first starting out, the limited resources and cashflow management, customer acquisition and retention are really I agree with this top three. You got to figure out how to get that dealt with. You're only one man show one or one man or one woman show. And so when it comes to tools, a tool like a chat GBT it's free. When you do the paid for version, I'm thinking this is only 20 bucks a month really? And you can type in whatever you want. Okay, so like yesterday I was talking to or last week I was talking to Kevin, right and Kevin's an awesome mortgage person. So I was just curious. I'm like, Okay, what are the top 10 The challenges mortgage lenders are going through right now. Right? What are the top 10 challenges facing mortgage lenders in 2023? Because Kevin, and I'm gonna give Kevin some props here, because his is now going to be coach Kevin. And so all of you that are going to listen to snippets of this, I, I am coaching, consulting Kevin on how to be a great coach and consultant in this space. So you can definitely count on the fact when you hire Kevin, as a coach, you're getting me to, okay, so, and I've consulted well over almost 800 business owners now 1000s of mortgage people, 1000s of realtors. And so working with Kevin, it's not just Kevin, you're getting a team associated with it. And so one of the biggest tips I gave him is you create a video on these top 10 things, right? And so it'd become, it becomes a system. So the first exercise, he's going to create 10 videos around the top 10 things facing his target market. And once he goes through the efforts of doing that, okay, how do I do the video? What do I say? How do I say it? Do I edit it? Do I cut all the things that are associated with creating 10 videos 10 Separate videos, it's going to become a process. And and you'll want to definitely document how you did it? What tools did you use? What were the results. And that way you have a process and a system that you can train somebody else on that. Okay, so when you're building a new business from scratch, or you're a small business owner, and you're not at a level where you can afford to hire somebody, or you can afford to outsource, at some point, you're going to want to outsource it. And the easiest place to start is document what you're doing right now. So there's a couple tools I want to give you today. Number one is see when number one is going to be let me get rid of this screen here. One of the tools that I want to encourage you to get is going to be a thing called Brain toss. B R A INTOSSK. Brain toss. Brain toss is an app that goes on your phone. And it allows you to take a photo, it allows you to do a quick voice memo, I think the max is 30 to 45 seconds. And then it has a place for you to text or do voice to text. And the moment you press send, it goes to your email. Now you could customize the backend to go wherever you want it to go. In my case, I have a folder setup called Brain toss. I have a rule in my inbox that says if you get any emails from this brain toss thing, automatically routed to this folder. So I've been doing that for well over two years. The reason this is going to become super valuable, is I think, double check something tomorrow morning. I am going to be talking with a guy named Andy Sharma, which I highly recommend at this point because I've vented their company heavily. Matt, he has a company called get virtual services is a huge team of people out of India. And I'm going to be doing a call from with him at 8am to 8:30am. Because I'm I'm at a point where I'm like Okay, kids back in school, gone through my three year hiatus of not purposely not growing and expanding. And now I want to grow and expand. The very first hire that I'm gonna make is an octopus is a personal assistant of virtual personal assistant. And my, my, I'm going to finalize what I'm looking for with him tomorrow. But essentially what I'm going to tell me tomorrow is I'm gonna say Listen, I need someone that I can have a either a a chat dialogue with, or a zoom call for about five about probably about 10 minutes at 8:30am. Monday through Friday. Okay, that's number one criteria, that person has to be available 8:30am Monday through Friday to do what's called a daily huddle. Right. You have a team of people or you got to be a daily huddles are was really that term was coined by John Rockefeller when he was building his competence and he called it the name and the value is i is I'm gonna go there I'm going to have all this stuff over the last 24 hours, that I have tossed into brain toss, okay, all the ideas, all the things I'm going to do, what I want to do this email that I want to send out, all these things that go through our heads as entrepreneurs, I use that tool to just toss it out of my head. It's why it's called Brain tossing, apparently, okay. 8:30am, what I'm going to train this person how to do is to organize my thoughts before our call, right? So when I talked to him, I'm like, I need someone who has a skill set, that I can, I can get on a phone call with that person, dump all the crap off of my plate onto their plate. And they have to figure out what to do with it. If I don't want to train them how to do anything, I don't want to train them to go do it, I want them to ask me very important questions, and I want them to be better than me. That's my number one criteria. So Andy, you need to find somebody that has at least a bachelor's degree in business, somebody who is organized, somebody who is resourceful, I'm going to assess them with an assessment to make sure that they have the skills. And then every Monday, every morning at 830, I'm going to show up. And before I even show up on the call, she is going to she or he is going to look at my brain toss folder, because I'm going to give him access to and they're going to add they're gonna write down all their questions. So when a three happens, I'm on Zoom, we hit record. And I'm gonna say, Hey, here's what I want you to do. Boom, boom, boom, boom, boom, boom, boom, she's gonna ask some clarification questions, I'm going to properly delegate to her. In other words, I'm only going to give her stuff I know, she can actually do. And I'm gonna say, hey, I want you to send this email, or I want you to create this social media post, or I want you to write this document, or I want you to take over this process. And and here's the folder where I have recorded over the years how I actually do that. I want you to master how I do it first. And then once you have mastered how I do it first, then you're going to show me that you know how to do it exactly how I've done it. That's the next step. And then from that point forward, you have my permission 100% to make it better, make it more streamlined. You own it from this point forward. Okay, I'm gonna take one thing at a time. So brain toss is a tool. The other one is fathom, like you're seeing right here since John Pyron, is recording his call this call for note taking purposes. And it's called fathom, it's free dot video, it's right there on the screen. Okay, highly recommend, it's actually part of the Zoom app stack, it's, you go to zoom and you look up apps, it's part of their stack. Now, you just add it to your zoom. And this thing takes notes, I can highlight certain sections of this call, it will tell me if I'm going on too long. Right? It has a monologue detector, okay. And, and so forth. So, but I'm going to take that tool, one would bring to us, and those are going to be and probably otter, I'm trying, I'm getting away from otter more and more, because they have gotten so proud of themselves that they've tripled the fee on that. So we're gonna get rid of that. But I'm gonna have these systems in place so that we when I do ultimately outsource to someone, which I'm doing, when I get back from vacation, I'm just going to interview for the person tomorrow. I already have a ton of stuff on my Google Drive, of how I've done lots of things. And it's going to make me onboarding her so much less stressful, and so much easier and faster, because I've collected how I do things over the years. So knowing that one day, this day is going to come. The other thing that I'm going to toss in here is a four list. If you go into your resources section and dropbox folder, look up for list, business systems audit. I'm going on vacation next week. So somebody else is going to run the call next week. But while I'm on vacation, I'm going to update my for list business systems on it. Because I'll be on a ship and there'll be plenty of downtime. And I'm going to update my list of all the crap I don't want to do no more. Yeah, when I get back, and I hired this person person and cost me $5.50 an hour when everything's said and done. It's cheap, guys, it's been it's been that on a Well, my thing might go to Starbucks thing is a is a grande vanilla latte with an extra shot. It's about $5.50. Okay, so, exactly. So I'm going to break it down, I'm going to get her for 20 hours a week. So we have 440 bucks a month. And once I get her dialed in on my stuff, and this is a tip for you, Kevin, once I get her dialed in on my stuff, then I'm going to turn around and have her do stuff for my clients, and I'm going to charge my clients $25 an hour. So I'm gonna have certain clients, not you guys, obviously, you're a part of this, because you already know this trick, I'm gonna hire that person, and I'm going to build them out to somebody else. So I'm gonna make about 20 bucks an hour off this lady. I want once I have that nailed down, give her up to 40 hours a week, and I'm gonna go find four or five more. Why? Because why not? So when I have a business owner plant, there's all kinds of things that they they pay 20 to $25 an hour for those challenges. They have to put them on payroll. And, and they have to cover workers comp, and all this other stuff. And I can go into business or go let your let me have my VA worklog work for you for 10 hours a week. Yeah. So knowing that getting your four lists down will tell you what is the next step who is the next skill set that you should hire? Right. So I hope that's been valuable for you. I'm gonna open it up for q&a. Kevin, you were here first. So would you like some coaching? You want to comment on anything we've talked about? Or would you like some coaching on some other stuff? For your VA, your setup, I assume that you just the price is based on a flat fee, so much per so many hours for the month kind of thing. They want me to commit to 20 hours minimum per week. Okay? It's $5.50 an hour. It's month to month, so there's no long term contract there. I actually got it. I've worked with a lot of VAs like this, I had an entire team going before COVID. And I just had to put it all on home. So times 20 hours a week. And it's 110 a week, times 4.3 weeks in a month. So that's gonna cost me about 475 bucks a month. But this person is dedicated to me. And I'm sure this agreement comes my employee. Okay. And before COVID I had Sonia, she was costing me $10.50 an hour. But she, she ran the show on a lot of things in my business like she ran it, because over time she really learns Yeah. But the guy that was the the Jedi Master of this is Tim Ferriss, he wrote a book called Four Hour Workweek. Sure, and that's where this whole VA craze started going very well the key to vas. And the key word I told Andy is I need someone who talks perfect English, and understands perfect English, right? Because this person is going to be responsible for all the other VAs that I'm going to hire. Okay, I only want one person to manage. And that is my assistant, she's going to find the videographer, she's going to find the content editor, she's going to find all these people that are going to be you know, speak her language, I don't care if they talk English or not. Right? I want her to be able to talk to them. Right? Because I've learned the hard way trying to manage VAs myself, it's it drives me crazy. So I just won't do it. So if I can't find somebody in his organization to be that person, I'll find somebody right here in the United States to be that person. Right? But I'm gonna fight I'm gonna find somebody that can give me an hour a day of doing nothing but managing John Pyron. And getting all the stuff John wants to get done through other people. So the difference is the between a 2x jump in the business versus a 10x jump in the business, which you have the book and you know, what I'm talking about is I'm looking at okay, how do I make that 10x leap? Not that 2x leap and there's about 80% of the stuff I do right now that's gotta be outsourced, delegating, automated or go by the wayside. In reference, to get to that next level and so clarifying question. Yeah, I was more just, I mean, I have other questions about vas, but I can come back to those. It's really around logistics and more compliance things. So it's a little more specific. That's really all I had. I don't have much about it. I I'm kind of in that place where I still need to be better at documenting what it is I do that there is for brand new small business owners. I just had this conversation with another client this morning. Michael Gerber used to be the go to guy for that space. He's now at an age where he's going to retire not producing the more books. his protege David Jennings, who he hired to for six months to promote his last book. Michael Gerber wrote the foreword to the new book called system ology. System. ology is by David Jenny's. And it's, it's kind of Michael Gerber's work. We engineer for startup businesses. And there's a whole system online about it. But I love the work that the guy has done. He's basically taking Gerber's work. There's a lot of Gerber's work, because you're already established, right? You have a big business, and you know, but there's that gap between startup and having a team that this guy fills that spot. And, and so I would highly endorse, you're looking to build systems, and you've never gone through the process of building systems. Definitely get that resource. And that's going to help you a lot. Okay, Lisa, any comments, feedback? Questions about the topic that we've talked about? Yes. So how did you find this VA? Would you care to share them? Or? I mean, because I'm looking for vas. And it just seems like there's so many out there, and it's hard to find one that actually syncs, you know, and also like, they're in Philippines, or they're in the Pakistan, or they're in India, and it's kind of like, hard for me to, to like, trust them, if I don't have, like a referral that's had already worked with them, because I don't know, you know, like, where, or whom do I pull the trigger? So I'm gonna put his contact info in the chat window. Tell him I referred you. I've vetted him and about five other companies. And references and also their stuff. And they're legit. So it's, it's secured through contracts. Companies like this, I hire a company versus an individual. Because the company, they have lots and lots of US based clients. And so what I ended up doing for this with this guy is I had him give me five references of USPS people that have used his services. And then I called each one of them and had conversations with them about him and his company, man, and it's legit, so they're in business to increase their hours with you. That is why they're in business. And so depending on the type of like, in your case, neither one of you have these types of regulations. But if I'm like, an IT company, or I'm dealing with sensitive data type stuff, then I have to get my clients permission to use somebody like this. Because there is a potential exposure to a foreign content. country with data. Okay. In this case, having known for companies, I have a really good security in place with Google Drive. And now I have my Google Drive setup, that they don't need to do jack without my approval. Yep. So and they would be slicing their own throat, if they did something with my stuff. So where people go wrong is they'll get somebody that they really like with a company like this. And they'll go hey, how about we just work directly together? Yeah, only trying to bypass the company. But it happens. challenges when you're dealing with a company, they have insurances, they have cybersecurity insurances, they have all the stuff that protects you, their customer. And you're going directly with an individual. Again, you don't know it's not like I can sue them in small claims court. Yeah. Right now, I think I'm very careful on what I give them access to. And I never give them the keys to the kingdom. So that makes sense. Yeah. Okay. All right, before we get to you guys's individual needs us or anything else that you guys like to talk about on this topic. Nope. Okay. So Kevin, what can what can we help you out with today? I mean, I, not much I need just be more in action. So I, there's not much you can help me to. Yeah, I mean, I got plenty to do today. And I don't know that there's much to figure out about it. It's more just doing it. Right. So do you have your the two videos you just sent me? Do you have them on your computer? On my phone, okay. Feel free to send it, put it up in in their Facebook group. And that way you can get feedback from everybody. Okay, yeah. Do you want feedback from everybody? Kevin? I don't, but I really need it. So. Right. Absolutely. Because this is your target. So getting feedback from from the group is just going to help improve it all. So yes, I agree. You got this natural speaking ability, which is really cool. And it's just gonna get better, the more you do it. Thank you, Lisa, what can we help you out with today? Well, I like scaling my business, how do I like break out of this mold of just working with like, my current status quo. And like, you know, I'm thinking about making a leap of just doing more commercial and bigger deals. So how do I make that leap? I know like the market right now. It's kind of like a scare mentality, right? Or that, you know, market it's tight. Interest rate is crazy. No one can afford anything. And so it's like, you know, what, what is like a good precision for me, just like stepped out at this moment is like, you know, yeah, work on the bigger things are bigger deals. You want to do more commercial, right? Yes. And so thank you. I'm just I have a client named Maggie Capitano. And she's in Yuba City of Marysville. And one of the strategies that we went through last week is because of what farmers is doing to the insurance industry in California, she's going to have to diversify. And now farmers is requiring 1818 minimum, either commercial or life insurance policies per quarter. Okay, for all farmers agencies, they want more and more life insurance, and they want more and more commercial insurance because they get they're getting decimated in the state with their residential stuff. Right. So her thing is exactly what you're talking about us, okay, how do I go after commercial? Successful because it's a bigger sale. Right? There should be, unless you tell me differently, there should be a lot more inventory in the commercial space, then because a lot of you aren't coming back to work. And so it's relationship driven, that that space right there is very, very, very relationship driven. So the very first thing I would do is make a list of potential poi relationships. Making some notes here. person of influence relationships have. So let's say who would be the person of influence relationships, give me a second. I'm gonna pull up the data. They get a great list here. See if I can pull it up on some of the screen and I'll share it while I'm finding this So, there is an organization in Sacramento called BOMA, which stands for business owners Management Association or building owners Management Association and they have a Sacramento Chapter so you know, hang out where this building owners and management organizations hang out if you want to get access to those people talk with the categories commercial say that again, have you done commercial before? Yes, I have a little or a lot and what kind? Well, I'm, I'm you know, I do like the smaller owner user kind of commercial like I did a couple retail strip did a couple of come mean commercial residential stuff. mixed use properties. Yeah. Yeah. wherever they come from. sphere of influence. Cool. So go ahead, John. Sorry. Categories LIS, right. Definitely, you want a commercial lender? Someone that when Kevin can do commercial lending, but what you're looking for is somebody who's only focused on commercial bank. That's all they do. They don't want to they're anxious in or in residential, Nebraska, wants somebody who has insurance and commercial lending. And I'm just making some notes here for you. I have a few and commercial lending, they're actually even better because they can pay you a referral fee. Absolutely. Yeah. Somebody who specializes in commercial insurance, specifically commercial insurance. Right out the gate. Let me refer you to is a huge presence in the San Francisco market. He just moved here three years ago, and he has only focused in life is commercial. And so his name is Dimitri Golodryga. Alright, I just texted you his cell number contact info everything. He's got a connection for you because he's been wanting more and more to expand the into the Sacramento region. He lives in Rockland. You've got eight or nine people that work for him. So he's an agency like he's got 1000s of commercial properties and commercial businesses that he does insurance for. Yeah, I don't know if he has a realtor in this market that is specifically focused on that space. A good commercial banker business banker my go to business banker is Renae Anderson, the tri Counties Bank. She moved up here from LA and this woman has been able to get more stuff done with business owners I've referred her to then all these other documents referred to their own well they can't get them they can't get it done. She doesn't take that tactic. She was like hey once once you once she has she is clenched like I if I can't get it done, I got lots of resources help me get whatever you want done business. commercial lending buying buildings things like that. Good solid CPA that specifically focuses on companies that are 1 million and over a business attorney so make a list here for you It managed services bank card services I'm gonna land the plane here in just a second just helping you build your network here remodeling contractor signs and banners are printer what can you keep react as long as they're focused on like the bookkeeper I refer to she's going to be here next Monday. Their main focus is one to 1 million plus businesses and $1 million a year revenue. So that's that's their go to don't take everybody. But when it comes to their focused marketing, it's going to be that business that is between one and $5 million and security systems now, this is 1-234-567-8910 11 I'll scroll snapshot this to you, I'll snapshot this and text it to you. But the strategy is this we need to find people in this space that are vetted that you enjoy talking to that can become what's called poi for you you only really going to need for to get to your goals quickly. For people and my goat my requirements are listen I have that five part video series in the Google Drive called poi you just look it up follow it to the tee but I look forward to I like them are they actually act? What is their say? Are they actually out constantly, you know going after new business in aside I'm going to put a star next to to a couple of things here so insurance banker CPA, it managed services bookkeeper, security systems. I'm specifically looking for an employee II in that space, not the owner of the company. Okay, now the reason this that is is because I'm looking for the salesperson that has a quota on their head that they have to hit every month with new business. Okay, so I'm looking for a commercial insurance broker who has an employee that's a commercial sales rep that I can develop a relationship with because that employee is required to hit certain numbers every month. They're very active in their sales approach a cabling company just started a couple other people cabling company, office furniture you follow the money trail. When I buy a building, or at least a building. I'm going to use a commercial real estate versus commercial leasing agent commercial real estate versus all those buildings. Okay, we're gonna need ti work. They're gonna be cabling infrastructure. They're gonna need office furniture and we blinds and shades and, and all this all the stuff that these commercial spaces do. That's why BOMA is probably a really good organization to join. If you're going to go after the space because you get access to all the vendors that are BOMA members. Then it comes down to relationships. Who who going through this list now there's 13 on this list, all you need is for you is finding somebody in each one of these spaces here, that can be your go to person, when it comes to a commercial person, so you meet Joe Smith, Joe comes to you, he wants to buy a building. Or Joe Smith comes to you, and he wants to lease a building. And you're like, hey, let's talk. So all of a sudden, you, he agrees that you're going to be his real. So you're going to meet, okay, this is what you're looking for, this is the exact spatial or go forward, this is a square footage, if it's a lease, this is the terms of the lease that you're looking for. And once that all happens, and Joe goes, Great, let me sign the lease, let me you know, I'm gonna buy this building. And you get to that point, so you either hook him up with the banker, or the commercial lender, or, you know, you get them to sign the lease. And now you need all you need any relationships and all these other spaces. Because you want to have your IT company in there, you want to have your model, contracting your contract, when they're remodeling, you're gonna want signs and banners, you're gonna want security systems, cabling, office furniture, all these things that go into buying a building, or leasing a commercial space. And if a word gets out that you're the go to person to make a move easy, you're gonna get a reputation. Okay? So it's taking, usually, if it's a big company, when they're looking for 20,000 square feet, or 30,000 square feet, you're usually dealing with the office manager at that point that first right? I would imagine that with MLS or any other systems that you guys have access to, you can get a list of all the leases that are coming up for renewal. Yeah, these people probably are tired of leasing and they want to buy it's a great time to buy. You see I'm saying so if you're wanting to break into that space, you've developed relationships with people that already have the middle like the cabling company. Typically the it cabling the cabling company are usually or the the banker are usually the first people to know that I'm interested in moving around interested in buying because that's the infrastructure that has to be done. So, your homework will be to take this list and create for poi relationships in the space take a picture of this and these are all people that you want to develop a relationship with overtime. So now you become the go to commercial realtor from them. So and you build this team, and and this, this system, if you will, to buy a commercial building this commercial space. That's how to even turn it into a system. So Am I answering your question? Am I Am I the academy any feedback here? I was gonna ask you, John, did you start at the new love tip? Chapter were you able to? Wow We're starting to win in Marysville. Oh, Marysville. Okay. I'm still that's not going to happen till October. I'm still looking for someone that wants to start one in where you're at. Oh, Grover, wherever you're at. Elk Grove southern Park. This if you look at this screen here, these top uz it's the top four here, the top four or you can go look at any of the tip chapters across the country. Usually the top four categories here, or even the top 10 but mainly the top four are the people that usually start these because once once they have the group, those categories have never opened ever again for a long time. You know, Bill hoagie is the founder of the tip of Carmichael. They've been around for 36 years. And he's built his company. He's got about 12 people on staff and about 85% of his businesses come through. That's it. Millions and millions, millions doors. So he didn't leave anytime soon. That category will not be open until he retires or dies. Yeah. And then gonna probably have an employee ticker. So, but yeah, you want to be the go to person to start tip chapter. You said oh growth? Yeah, self Sacco growth? Yeah, I mean, that's no growth is an untapped market. And, and I'd be more than happy to help you build it. And so all the homework, I would give you same homework, I gave Maggie Capitano. Open Marysville is getting the top 10 list here, you probably know somebody in there and just go out and say, Hey, we're thinking about starting leave a tip chapter, you know, growth. You're the you're the mortgage person that I know, you're the financial advisor. I know, you're the property and casualty insurance person I know. Would you like to have a conversation with John Pyron, about what that entails? And while you say yes or no, either way, if you decide you're going to start it, there's going to be a line out the door with certain categories here. Because I'm gonna go, I could all I got to do is to do a couple of social media posts. And listen, I'm starting with Chapter Millgrove. And it's first come first serve your property casualty insurance company, you want to get a spot because what's taking stake in those categories get fed a lot of business. So the only commitment that you actually have to make is I want to start with and because I'm going to do the lion's share of the work for the first three or four months to build out this chapter. And the tip is excited that I decided to do this. Because I want to speak at the convention in April. What's the annual fee for the tip 440 to join, that can be split out at $200 a month to $200 down 125 a month. And then the annual renewal is $360. That's up directly to the tip. Work. If you bring in two people or if you bring in six people into the tip anywhere in the country, you never clear any. And once you get to where you brought in 25 members into the tip, you have what's called a gold badge, which is what I am because I I wouldn't go back because I never wanted to pay the tip and never die. So once you hit 25 members, your lifetime member you'll never pay another dime. Yeah. The only fee only reoccurring fee that you have is each chapter has their own chapter dues, which covers either breakfast or lunch, whether it is whether it's a lunch chapter or a morning chapter in your case, because you're wanting residential, or you're wanting to real estate type connections. It needs to be a morning in the morning group that started about seven o'clock, till about 830. The reason morning groups are successful is because a lot of contractor type people. Once they're once they leave the meeting, they're not coming back to the lunchmeat. There's not many successful contractor real estate center groups that are lunch means there are mostly afternoon means and if you want to check it out in real time. Carmichael Lipton of Carmichael is the best example in the region of a real estate based chapter. They meet 7am North Ridge Country Club in Carmichael. And like I said, Chad has been around for 36 years. If you want to attend, I just got to let them know that you're a realtor, you're gonna come and attend as a guest just to see how the chapter runs because you're thinking about starting your own shop. And they'll be okay. You just won't be able to get a commercial as a realtor in that. In that group meeting. You just fly on the wall to see how the meeting ends. Yeah, I joined the one in West sac last month. It was eye opening. It was an impressive West SAC is a yeah, this in West SAC, you know with who was it a duck Coville and oh, you join the chapter. I mean, I didn't join them. I did a visit. Okay, okay. She did the Sakhalin champ. Yes. Was that one goal? Second Chapter. Oh, that is the Sacramento Chapter. Okay. Yeah. With Want to say what's her name? Oops. I can't hear you now. No, I'm still here. I'm just pulling up some. Okay. Yeah. So if you go chapters, Northern California, Sakhalin was the largest chapter. region. And the nice thing is, is once you're part of the team, you get access to all this nationwide. So they meet Tuesdays seven o'clock. And they're president is keep Kamala, she's the bank. Yeah. But this chapter has been around for 20 years, they said, Yeah. See that? The oldest member in the group is John and Troy and COVID. So you guys are real here. Financial Advisor, mortgage loans and residential real estate. Yep. And then since 1992, okay, those chapters, those categories have not been opened. So, whenever will be so long as these people are alive. So but yeah, it wouldn't be hard at all to duplicate this in your so f4 at 25 members of group averages about $1.5 million in shared business. At 30 people, they average about $2 million in shared business amongst themselves. If 44 members there, that group probably averaging about $4 million in shared revenue per year, shared commissions, because they're realtors, they don't report the value of the sale, they report their commission. So, but the nice thing is, is and how the only reason I actually joined looks it is let me share my screen. is I want to I wanted to go to my client and say yes. And so they wouldn't say okay, do you know, they like had somebody recently? It's like, Hey, do you know of a family law attorney? Absolutely. All I do is I go here and I go, attorney. Family Law was 28 of them. With guns 28. searched by the area here. And a man in Northern California, all the way home. He called me. Yes, sir. We have two family law attorneys in my backyard. So I just click on Dominic. And I happen to know Dominic, not from experience just being their manager. And I'm just going to pick up the phone and I'm gonna call Dominic, the one person that's the hardest to get a hold of on this planet as an attorney. But when I call their office, their receptionist is going to answer. Can I tell him he was calling? I'm gonna say yes. It's John Pyron. From the tip. Hold on. Just a second, sir. Yes, let me pass you through. Okay, I actually get to talk to the guy. And and he'll actually returned my call. Because I haven't I mean, no tip. And then I'll say, Hey, I got this person looking for a family law attorney. Are you are you taking new clients yet? Let me do a referral to them. So now I go here. And I'm going to give him the defaults to my chapter, which is the one I'm a part of. And all you got to do is take this filter off. And I'm going to look up Dominic. And here he is, I'm gonna send him this is also on my phone too. I can do this on my phone. And I have personal contact company name, phone number, email address, where the details are, I'm actually marked as a private tip because if it's a family law attorney, it's probably a personal thing. Right? And I'm going to hit submit, it's going to give an email and a text that I just gave him a referral. We only pass warm referrals here. We only have passed a referral where I've actually had the conversation with the person I would refer him said, Hey, I talked to Dominic, he's open to talking to you do you want me to refer him to absolutely is a warm referral So and I have access to everybody nationwide. There's 4900 members nationwide to earn 12 chapters. So I can meet my client's needs anywhere. Where this comes into strategy for both of you. Right? Is there's only one other business consultant in this whole region. Her name is Gina macaroons, socialism tip of Carmichael. And I don't think there is a business coach, there used to be a business coach in the Sacramento Chapter, but he retired. So the business coach and business consultant category is wide open anywhere in this region set for my chapter in Carmichael. But once you join, now you get access to all these people nationwide and where your categories not represented. You can talk to the people in that group, about you and your services, and so forth. So as a commercial realtor, if you join, if you start your own chapter, you're gonna get access to this. And now you're gonna build your network of vetted resources, you're gonna go in there, though, who's who's the electrical contractor, who's the business, commercial number, who's this and you've ever looked at the categories and call them and say, Hey, I just joined the tip, I'm going to be going after a lot of commercial business, and I'm looking for go to partners to refer my clients to your in luck tip, I'm gonna tip love to have loved to have a phone conversation, I will do a phone conversation. Too many people want to have a coffee and a meet and greet, no lunch and all this other stuff. And it's a waste of time. Until you know you like the person. So that's how I would approach that. And like I said, if you want to start your own chapter, just let me know. Because Celerina just paperwork. We don't even you don't even sign up on anything until you go, I want to do it. And then we'll say, Okay, three weeks from now, we're going to have a meeting. And our goal between now in that meeting is to find five other people just like you that want to join, we have a meeting. Here's what we're thinking about doing. Here's what we're going to do. And you have a meeting of the people that would be a part of that initial group. And everybody says, Yep, we're going to, we're going to, we're going to do it. Okay, so everybody signs up, the tip sends you the kit, I come down there once a week help you run the meeting until you can learn on your own. And I'm gonna add a bunch of people to the group. So that's how you do it. How many hours do you think you have to spend on on this like a week or dedicated to your case, probably, while the meeting time, obviously, which is going to drive to the meeting, I don't know, hours, yeah, I would, I would obviously, select a location close to your home, since you're the one store, you get to control all these decisions. Close to the freeway is the best, you know, easy access. And, and so once you decide on that, then the meeting time, you know traveled to and from the meeting time and the meeting time itself, and then probably an extra hour to two hours a week at the most. Because those those two hours are going to be spent building your own power base in that group. So we're not just going to add members, we're going to add people that can keep you business up to everybody else to add people that will feed them business. But we're going to be very selfish in the beginning. And which is definitely what I've recommended everybody is you're going to add people that can feed your business and you can feed them business. Just fine. Turn the Fill box. So yeah, wouldn't Would I be able to say okay, I'll take the real estate category, both residential and commercial, one category, each category is represented by one member, and conflicts of interest are disallowed. Okay? If you want both categories, then you sign up for a company membership under the real estate residential. And you have somebody else in your company come to the same meeting and they sign up as a real estate commercial company name now you both are part of the group. So like Kevin has Michael working with him under his broker's license, and Kevin wanted to be the realtor or the mortgage person in the group? both commercial and residential? Yeah, man MicroPen join under the same company name. The benefit of doing the company membership versus the personal membership. There's no cost difference it's the company owns the membership, not the person So if Michael and Kevin part ways, Kevin keeps the membership and just find somebody else to represent. So, that's how that works. So, alright guys, I've just noticed the time. So have a blessed day. And I will see you in two weeks. Adrian boisdale will be leading the call next Monday. And let me ask you two questions real quick. Someone put it out is Adrian and I are thinking about teaming up on this mastermind call. Because both of us have massive networks. And we're thinking about just blowing this thing up. So would you guys find it more valuable? Having more and more people on this call? Or do you like it small and intimate like this? I think we can invite more people. Well, yeah. All right. Well have a blessed day. All right. Thank you. You guys said

Transcript: All right, welcome to this week's edition of the 10x business owners mastermind group call John Pyron. Your host, the business doctor, and this is the third Monday of the month. So we're talking about operations and service delivery. And prior to starting call me and the group of people that are on here live, when we're talking about networking groups, specifically the tip, which is very similar to BNI, and specifically about this guy on the East Coast, that really has nailed down a mentoring process. And so it fits right into our topic today, because there's 212 chapters nationwide, almost 5000 members, and this guy has seemed to crack the code in attracting people giving them to a meeting and converting them into new members. And it's a process, it is a system. And so when you look at business processes, usually when you're first starting out in business, you just want to survive, you want to create money, and, and you don't care how much out how many hours it takes to do it, you want to create money and and that is your number one goal is to survive. Once you've gotten your income needs, that could vary to be $60,000 a year, it could be $150,000 a year, it's whatever that business owner has decided this is the income that I need to have to where I never have to go back to work for someone else. That's usually the first milestone. The next step is operations and service delivery. It's okay now that I know how to create money now that I know how to market my business now that I know how to generate leads and convert those leads. I have proven to myself that if I get a lead, I can walk them through a process and get them to give me money no matter what type of business you have. Okay. gratulations if that's you, because you have figured out the number one problem that most business owners have, the number one reason that 85% of all small businesses fail in the first five years is they can't figure that piece out. And they run through their savings. They run through the money. I have a guy that we're closing escrow on the sale of his business this Friday. He started this business in June of last year, took us two mines hired me to help them start the business been working with him ever since. And but he didn't he didn't want to he only wanted me to help him in sales. They want to help me, let me help him in any other area of the business. Which he's now looking back and going that was a huge mistake. Because he invested well over $250,000 and we're finalizing the sale on that business for $150,000 This week, because the wife said I'm retiring. Moving on going now. Now, he's hired me to sell it in some getting into the melon, oh man, you know, this is this right here, this right here, this right here, this right here, this right here really needed to be fixed and done correctly. This is well over $55,000 a month. But by the because of the inefficiencies of his processes of his systems. The net profit on that is extremely low. And so there's some things that you'll want to as you grow your business to remember that some day unless your whole goal and there's and I want to preface what I'm about to say there is nothing wrong with being a sole proprietor, a solo entrepreneur for the rest of your life. Okay, just just so I'm clear, okay. Challenges if something happens to you. The music stops Okay, so I have a very dear friend of mine, I'm not going to get into the name in but he has been in very high level ICT D for many, many years. I personally mentored him and coached him as a salesperson when I used to train salespeople. I turned into him into a badass sales engineer. Okay, he worked for an IT comp it managed service company. He was an engineer. He wanted to learn sales because you can either make money fixing computers or you can not only fix computers, but you can make even more money If you know how to sell, so I taught him how to sell, which ultimately made him number one in the company, which ultimately led Cisco to come and completely recruited his butt away. And then ultimately, Salesforce. But I kept telling him along the way, you need to get all this stuff out of your head, as to what you do when you give a lead, what you do, how you contact them, what you do, when you set the appointment, how you set the appointment, what you say, what the process that prospect goes through, to ultimately say yes, and the easiest way, if you have been in business, is to go back and look at the last 10 to 15 customers that you have, that you would like that you want more of, and reverse engineer from right now all the way to the back to the point where they they discovered who you are. Okay. And it's gonna leave a fingerprint. This is this works. This is like the number one strategy for real estate and mortgage is you have a buyer fingerprint. So an example would be if I got a lead, somebody wants to buy a home, somebody wants to sell a home, somebody wants to get a mortgage. My very first question, if I'm a realtor is tell me about the last home you bought. Tell me about the home that you bought. I mean, you're in a four bedroom, two and a half bath house two stories on a half an acre lot. Tell me about that process? What made you buy this home? What did you like about that home? You know, and I'm going to have them explain to me exactly what the process they went through to buy that home, because they're going to tell me exactly how to sell to them. Okay, how to walk them through the process, because they are have already been through that process, they obviously liked the process because they bought same thing with it. Same thing with the handyman, is you go back and you look at all your clients you've ever had, and reverse engineer the process. And the nice thing is, is if you just take this one little system, this little system will make you a ton of money. Okay, because every single time you get a client, you just reverse engineer that process. And you're gonna find that as you grow as you change over time, your process and your system is going to get tighter and tighter and more converting. The more you do this, is once you have the code once you know what the code is. So okay, how many people can I add to this, I was talking to my counterpart, Nancy, who by the way, is volunteered to be a guest on next week's call. And I'm going, I trained her to go from being real estate attorney to business consulting. And so next week, and in very specific niche, like she is a genius when it comes to operations systems. But more importantly, now that I'm the business owner, now that I actually have money, how do I maximize that money? And how do I keep that money. So she's going to do a whole training on business finance. So you definitely don't want to miss that. Definitely listen to the recording, but it's a process and it's a system. And so every single thing that you do in your business, always be thinking if I get hit by a bus, I get hit by a bus. If I went away for three weeks, if I went to Vacation for three weeks, you know, is it what aspects of my business has to run without me? Otherwise, if you stop the music stops, right? So personal story that I'm opening up for live q&a, as I've been on the hunt, specifically for one or two business partners, not employees, business partners. I've had three very actually 1234 Very successful partnerships. And so I'm like, why am I going to reinvent the wheel I can I can implement this funnel. It's on my wall here by myself, me myself and I with some employees and subcontractors, and at the end of the day own 100% of it. And I've been totally fine. What I found for me personally, is that's been on that wall for two since prior to COVID. Okay, and And I was already going down the road of implementing it COVID Hit and I'm like, I don't need the I really don't need to implement. But I am well, fully were aware of this. If I leave this house, something happens to me, all the music stops. Okay. And to me, that's unacceptable. This is the first business I've ever had in the last 25 years that completely depends on me. And so I'm like, You know what? Preston's back in school kids are back in school, that to foreign exchange students, they're back in school. Now's the time. So when found two business partners, I've been talking to him for a while we're forming a new company this week. And we're gonna build that funnel. By the time that funnel is said and done to me about 25 to 50, coaches, and consultants in all different disciplines where nothing depends on me or any of the other partners. The reason I'm bringing on partners, and here's the system, by the way, I will bust my ass a whole lot more. Okay, and do things that I really don't want to do, if I have a good solid business partner that I have respect for. Okay, the only other flip side is if I go out and hire a W two employee that will put a fire undermined by as well. But I would rather do it with a business partner. Because Adrian has incredible digital marketing skills. Chris is the other partner he's as incredible operational skills and getting things done. The three of us combined the Dream Team, when it comes to this type of consulting business. In the real estate business, right, there's a couple of ways you can do it. There is a you can duplicate yourself through other agents, if you're relatively nice is going to start your own brokerage. And so you can recruit other agents, you can also go and maybe become an exp realtor, build your own group, Kevin and Michael work together. So you can go and find another mortgage person, there's so many different ways that you could partner and, and really leverage each other. Right. And so I'm just one of those systems that I've used for years is divvying up the work responsibility. So that way, a year from now, which alone is going to probably only going to take six months to a year to have the business in such a way where if I am gone for three weeks, one, or both of my business partners who show up to this call, and rocket, like you guys will get a tremendous amount of value out of both of those guys, because they're both serial entrepreneurs, and they're both very successful at what they do. Okay. And so that's my, my two cents for today, as far as operations and systems is look at, okay, what is the next thing that needs to be duplicated in your business that will give you the most leverage and increase in revenue without you actually having to do all the work? Okay. So with that said, Any questions, comments, suggestions about what we've talked about? Or do you have something specific nonrelated? Go ahead, Josiah, do you want to talk about today? Hey, yes, just I have no more handyman of the group here. And I was just thinking about the the ways for myself specifically, to get ahead, in that respect of what you were just talking about. In my mind, I would either need to train someone, like my partner who I can do some like medium sized projects with how to do my quotes, because I have a specific way that I run everything from, you know, what I've found in my district to, you know, the not just the sales tax here, but my overhead and what I need to, you know, accomplish and Loomis and then the discounts that I can offer to my clients for multiple kinds of projects. So there's a lot that kind of goes in, you know, like you would know, like, you know, you know, building any business when you're starting from the beginning, how do I maybe not feel like I'm just kind of starting from scratch trying to get someone else up to date on everything that I've had to learn, so that, you know, I can maybe have them, put in some quotes and schedule them out and maybe I go on vacation for, you know, a week or something like that is there. Yes. Great question. So, if you pull this straight out of McCalla Watts his book called clockwork especially The big one, the one that just got revised. In that as a handyman, I would be investing in like a GoPro. Okay? And part of the agreement that you have a customer sign before you start work is releasing, you know, giving you authorization to use that GoPro when doing your work for them. Okay, now obviously, you want to wipe out any personally identifying parts of that video, right? So getting a good solid video person is gonna be key. But now all of a sudden you you're able to train, you're able to video you doing the actual work and walking people through, you know, walking yourself through the process, you're basically creating a training module, if you will for your company. So that's one thing. The other thing is using an app like otter, right, OTT II are using an app called Brain toss. And then having a Zoom account. Now, unless it's going to be longer than 40 minutes, a free Zoom account will suffice. And so when you're sitting down to do your estimates, you're sharing your screen. And with yourself, you're hitting a record, and you're walking through the process of doing an estimate. You're walking through the process of doing a quote, okay, it'd be a big pain in the beginning. But once you get the process down, you're done. Next process done. Next process done, there's only so many processes or systems that you're going to need. Put it in a Google Drive folder categorized in the four key areas of business marketing, sales, operations, service delivery, admin, and finance, start dropping that content in there. Don't worry about editing that, right. The only thing that you really need to edit is going to be the GoPro video stuff that you do. Okay, so now down the road, when you do want to bring on an apprentice. You already have all that stuff done. Okay. The flip side, okay, and there's there's actually a really solid book out there written by David Ginny's called system ology. So a whole culture that got released last year. Because Michael Gerber is his mentor, and the E Myth is really geared towards an established business. It's been around for a while. system, ology takes it from startup, like brand new. I just started my business just got my business license, to the point of being completely independent of your business, or your business, being completely independent of you is worksheets and all that stuff in there. But really, if I was there, give you a revert night, a lot of everybody on here, except for maybe Jack is old enough to remember, let me give you the Reader's Digest version. Right. And that is, well, maybe Michael is not old enough. Hey, I still had those. I know what those are. Yeah, back in the day, it was the Reader's Digest version of, of the book. And that is document as you go, especially when you're in startup mode. Because one day, you're gonna want to have somebody do that. And the thing that the number one problem that gets in the way of an a solo entrepreneur hiring somebody is there, they usually don't hire until they're completely maxed out. Until they're working 5060 hours a week, and then just the thought of bringing on somebody becomes a few let me get this straight, dude. Do I have a root canal today? Or do I have open heart surgery? I mean, either one sounds good. But I'm kind of stuck now. Right? Don't wait. Right? Do it now. Get your processes and systems done now one of the time. And when you do go to hire somebody, it's not this big pain in the butt. That you think oh my god, I have to take out now how am I going to do all the work and keep the business going and make the money and now I'm responsible for an employee and I gotta take my time to train them. And I already work 65 hours a week, 70 hours a week. I might as well just do it myself because nobody can do it better than me. Right? That's the big trap. So that would be my answer as their seniors. Okay, different things that you want to implement. And before anything else on that one before we want to jack Thank you, Jack. Song along the lines that I did a big project. This is kind of Not this is one I raise my hand for. But that's funny. So I did a project I had probably a dozen people have a mother in law's house yesterday. So my dad owns a property. So I grew up pretty handy. I didn't need to do a lot of housework. So I divvied up people based on their skill level and what they could do. And so I tried to put people unfortunately, what I knew I can fix too. So if I had someone who wasn't skilled enough, they could do most of the way, right, it wasn't so wrong, that I can fix something. So I went and redid the whole basement floor over the day and a half. So, which was a lot of fun to do actually enjoyed that project. And then, you know, I see like some little small things that are missed upstairs. I'm like, You know what, that's what I get, you know, they're good enough. And I could, I tried to not beat him up. Why did you put the dropcloth down? No, I just kind of go the other way and say, Hey, listen, this might help you next time. So I have some of these things. So try not to beat up people on projects. And one thing I was also taught, was never be afraid to teach someone to become better than you at something. And you might show someone something. And they're like, like I like I'm really good with spackle. But there's this one guy I met who was almost a surgeon, and I was doing liquidation. And we had to do, we had to repair the whole building this is in. This is going back 10 years. And I want to say we were in Hamilton or something. And we had to patch every single hole in the wall. And I showed this guy a little bit of what I was doing. He was a machine, he was perfect. He's about four feet tall. So he needed a ladder. But he was absolutely great with everything he did. The other so mad enough, though, and actually thought this is interesting, because I've been listening to this recently to is when you're talking about also the people that you're able to work with, with these processes. What's important is Respect, respect and trust. It's not just that you like someone, when it comes to professional, you don't want to not like someone but respect and trust and to be a much more fundamental and higher on the list of priorities than whether or not you'd like someone, are they able to do the job without it becoming a problem is the system in place, you know, maybe maybe they are too sarcastic for you, but you don't care, they get the job done. But respect and trust is really important when it comes to systems. Do you trust that they can go through this system? And I do actually no, you said E Myth might be a little advanced. But I do think about the E Myth all the time about am I doing something that can be replicated to so if I find something that works really well. Even the other day I do with literally everything, whether it be work personal life, if I'm doing something more than one time, I'm gonna look at can I improve this every single time I put down a floor and I was trying to see is there a better way to get these tiles in place than what I was doing and continue to improve on the process? Even for something I've done before? Is there a new tool? Is there something that makes my life easier? Both ways? I just look at that every way. And I think as I just talked about, I think I actually got this from as a kid playing video games. Because you know, when you couldn't save a video game, you had to figure how to finish it. So you have to figure out which pattern you things you can do. So I do still know readers that I just grew up with a basic Nintendo at least. Not quite Atari. I know what it is. But I didn't have one. It wasn't the newest, newest, greatest thing. But that was my two cents. Trust. Weird transition age, I kind of had a typewriter too, when I was a kid, and then, you know, obviously that went away very quickly. Yeah. Any anybody else have anything they would like to go over today? How's everybody's business plans going? Okay, me actually questions that you can ask yourself is ask yourself this, are you on track with the action items in your plan for this month. Remember, action items in the one page plan or monthly strategies or quarterly objectives or annual mission very rarely changes. It's just what you do. Vision gets updated every year. Because it's a three to five year vision or 10 year vision. Even if it was a 10 year vision, like I have a client that's been able four and a half years together now they've hit every single objective they've ever set. Because every week I hold them accountable to their action items and their plan. Every quarter we adjust their strategies. Every year we adjust your objectives. They've gotten so confident now that they set a tenure objective for 102 employees and multiple locations. So you can see that far out well. Every year. It goes from a tenure plan to an nine year plan to an eight year plan to you know, so forth. Once it gets down to a five year that we reset and we add backup five more years. So the question comes down to I'll ask you guys the same question I asked every single one of my one on one clients is number one, are you still committed to your vision statement? And the answer is yes. or it's no. Now. Most of the time they say yes. So my next question to them is okay. Are you on track with completing your action plans? And your one page plan this month? Well, no, I'm not. Okay. So let me go back and ask the question, when are you 100% committed to your vision statement? Yes, then two things, one or two things has to happen. Either that vision statement has to change and lower itself to match your activity. Or your activity has to rise to a different level to match your vision. But and I tell him this, when I'm in a one on one situation with him, I go, I don't want my job is to prevent you from lying to yourself. Okay, so if you can't get your activity have to match your vision statement that we need to lower the vision statement to match your activity. Okay, so how about this? How about we just draw a line in the sand today and call it a clean slate and between Now in our next meeting next week, you get your activity up to match what you say you want. Okay, and so when in a one on one setting, that's what I do now. The reason I'm sharing this with you is, take a look at each one of you over this next week. Take a look at your one page plans. Next Monday is our final meeting of the month before we go into September. So now's a good time to get your plan updated and come prepared next Tuesday. To ask questions you are more than welcome to ask any question you want on this call about your one page plan and get mastermind you know, information from multiple people on this call about your plan. Right that's the advantage that you guys have over what my own one on one clients don't have. Okay, so go for Jack. So one question while I'm working my plan and continue to find that I was wondering what would you say if you want to if I want to keep reaching for bigger and higher clients, so bigger size clients? What are some ways that you can because I heard an interesting thing recently that a client had a one of his clients made up 50% of his business when he first signed him up that this point that guy same client only makes up 5% So keep searching for for Wales because the situation of ours is hard to reverse engineer or the owner ran into when the craps table decade plus ago. And they had 12 people now that just blew up. So it's hard to replicate that one unless I have a gambling problem. But for other ones trying to find larger clients how do you keep looking and searching and keep trying to jump up to the next level? So I'm going to open up a whiteboard here. And while it's opening I am going to and actually this applies Yeah, this would apply to everybody here. So hold on just a second here. So in your case we're talking now actually probably your level let's just say 10 to 50 users will be considered small business. And this is relative to everybody. Okay. This would be this in your case is going to be we're still sticking to what Microsoft's definition is going to be this right here like this whole whiteboard thing All right, anyways, you get the gist? All right, then we're talking, let's get up here. This is going to be large, which is going to be 250. Plus. The difference here is this small business. That was a quick, fast sale cycle. Okay? So in the real estate business as long as I can get somebody qualified, if I'm bernisa, and I find somebody a mate, that's a renter, my conversation is going to be like, Hey, how would you like to actually own your own home at some point? Oh, yeah, we just don't, most people don't even know how to even do that. Right? Or they don't think they qualify, or, you know, something's happened. It's like, you know, I've only connected with Michael or Kevin, hey, there were friends of mine during the mortgage business, let me just have you meet with them, and have them get you pre qualified, once they get you pre qualified that we can talk about your buying, but it might take a year for you to get pre qualified, I don't know. There might go to guys, right. And, and that can happen like that. Once you get to pre qualifying now I'm going to go and sell them a home. Because there are first time homebuyer and they're probably not going to go after a 500,700 50,000 $1 million home. Okay, the larger the deal, the longer the sales cycle. But in the meantime, I gotta pay bills. Okay, so if I'm trying to pay bills, and I'm in the mortgage industry, or the real estate industry, in the IT industry, I'm going after the smallest client, I can find the smallest job I can find some cash in right now. So the small business owner tend to fit to users, there's a ton of them. I like that space, just simply because they're too big to not have an IT person, they're too small to hire an IT person, they are outsourcing to a competitor. So in your case, Jack, I'm going to leverage all the information you didn't learn about business on this mastermind call or any other call and your whole focus is okay, Mr. Small business owner, what's your biggest problem that you have? How can I solve that problem so I can earn the right to talk to you about your it because I guarantee your current IT company ain't talking to you about how to build your business. Okay. So that's a shorter sales cycle, I could meet somebody today, I could have been on site meeting with them and their office manager tomorrow, I can have them signed up on a managed service agreement by this Friday. Okay, just boom, boom, medium sized company, typically going to have a CFO, typically going to have an office manager, typically going to have maybe a part time person or definitely a long term relationship with an IP company. Between that 51 and 100. user space, definitely going to have an IT company, once it gets 75 users and above, probably going to hire somebody internally that has screwed up their network to a point where it cannot operate without that individual, and he knows it or she knows it. And they think it's job protection. Okay. So those setup sales cycles could take anywhere from two weeks to six months. Okay? The large enterprise space in the payoffs bigger when it happens, right? The large enterprise space could take anywhere from six months to two years. Okay, so when I'm building an IT company, or consulting anybody in the IT space, I'm drawing this pyramid out, and we're setting goals on how we're going to go after all of this at the same time. This thing, I'm gonna send this to Jack, it should be a part of the recording. But I used to have this diagram on my wall. When I owned it companies, I knew exactly how many prospects and clients I had in small business space and medium business space, a large business space. The reason I built this like this jack, is on September 18 2008, Lehman Brothers announced that they're going bankrupt. Okay. One year prior September of 2007. I converted every single client from break fix to a managed service flat rate service agreement. Bunch of people in these different areas so when the economy collapsed the following year, I kicked me Karl politic kicked everybody's ass in this town. Right? And it's not. Now we just did is we converted our businesses to to protect the downside. So if I'm a handyman, right, I I'm going to have a ton of, you know, small jobs. Okay. I'm going to have a ton of small homeowners who give me little small jobs here and there. Okay, my medium size clients. I'm gonna start targeting more professional class homeowners. Okay? husband works. wife works. Both busy. Both make a shit ton of money, right? They don't want to be doing their own lawn on a Saturday. Okay? Because I'm a handyman. Well, well, your handyman, you're not a lawn guy. I know. But I'm a handyman. I'm your property management company. Okay, without you having to hire a property management company. You let me worry about how the lawn gets molded. You let me worry about how the pool gets cleaned up. Let me worry about how the HVAC gets maintained. I'm basically switching my hat from being the handyman doing the actual work to being the project manager and Property Management dude. Having my vendors in there doing all the damn work. Okay. And okay, clarify your grades ticket now. Go ahead. So, how do I get paid to organize that? I am charging a fee for that. So what I'm doing with a medium sized client like that, and then what then again, in your space, medium sized client, husband and wife work? Both professionals both make a boatload of money. Okay, both can pay me. Okay. So I'm going to come up with a package that basically says, Hey, any one or to our job, aside from materials cost, okay. Any one to two hour job? At least twice a month. I will just come in and do. Okay? Because you're going to be on my quarterly bi annual yearly subscription. Okay, now, this is advanced ship because no handyman does this stuff. Okay. But I'm going to create a package that says, Hey, pay me 250 bucks a month. And I'm, I'm your property manager. Okay, any little minor jobs that are one to two hours, I'll just take care of right now. Any blonde stuff, any things like that? I'm not doing the work. But I'm going to coordinate the vendor to do the work and make sure they do the good job. Now, I'm just throwing out numbers here. This is not this is something you're going to want to look at and go okay, is it 250 bucks a month is a tuner $95 a month. You know, if I have a husband and wife, and they're both combined total income, probably $150,000 a year, divide that by 2000. At each hour of their time is were $72 An hour 72 point 12 times four hours a month is $288. Okay, $280 is how much time they're gonna spend trying to find somebody to do something that you already have a network of people that know how to do it. You see, I'm saying? So I'm gonna get myself into a reoccurring revenue model. And, I mean, I did this with a carpet cleaning did, I did this with scrap monkey, I did this with who was that client? Epic, he has a handyman, and he does pressure washing. Okay. And so we created these packages, that once somebody does a job with you once, all you got to do is have a conversation with them and go, Hey, you're probably going to have other stuff that breaks or other stuff that needs to be done. Do you really want to take your time and go and find the right person and vet them and make sure they're licensed? No, I liked the plan. I just it sounds also like, it has a lot more steps that may include doing something like you know, trying to build a plan like that or trying to you know, sell a package like that to someone like I work with, you know, property management companies, and I'm thinking they might be a particular side of the medium size type projects, especially since I get paid, at least like two weeks out from them usually. So now I think that's a great plan now but just someone thinking that I'm doing all of this by myself. Like when I mean, I guess I imagine you with these plans, you have to just build a plan that works to do it step by step, you know, to eat that elephant one bite at a time, right? Yeah. So, you know, once you do the math on this, it's like, let's just say that, let's just say it's 295 bucks, right? States $295, you know, a month, or if you pay the whole year in advance, I'll give you two months for free. So 2950, okay. And depending on the homeowner, not, it's not going to be a problem. Okay, but let's just say it's 295. And you get 10 of those people, that's 29 $150 a month, I can realistically hire a subcontract stay at home mom to coordinate everything, for a third of that cost. And so I'm no longer even having to do that shit. So it's back to operations and service delivery in my business, right? When I'm beginning, I'm the guy wearing all the hats on the guy doing all the work. My goal is to max is to create enough of that work, where I can hire a contractor or an employee to do the work. Then you build it one at a time. So my client, engineering client, a client of mine, than the other four and a half years of hiring their 11th employee, now, hey, we've averaged 1.5 to two employees per year, like clockwork, is every time we hire an employee, the owner goes back to work in that position and maxes himself out again. And then we hire the next one, then we max out again, then we hire next one. Now we've gotten to a point where we max out this employee we hired the next. Right, but each employee along the way is profit. So if we just hired the employee, he wouldn't play golf. Yeah. So, but it's how can I create leverage with my time, if I'm Kevin, if I'm Michael, if I'm Lisa, if any of you, I want to look at that for list exercise is shared with you guys. I think last month, go back and listen, go back and look at it. It's labeled for list exercise. Okay, under the recorded calls, I want to keep track of that. Because once I have a certain task, or a combination of tasks added, added more than 10 hours a week of my time, I'm gonna go hire somebody to do that shit. I'm gonna have to hire an employee. Now, I'm gonna go hire somebody to do that. Because now I've got 10 hours a week for my time back, etc. Now, if you're in mortgage real estate, I just had a conversation with Nancy, she's like, oh, man, nothing's happening here on the East Coast. And we, you know, we're not gonna we're not having, you know, the market is slowing down. Right, the market is slowing down. Alex has ever heard that my life and the market slowing now. I'm like, freaking badass man. What do you mean, I know, when the market slows down, all the non professionals retreat to the hills. Okay, they they they retreat. The ones that make the money are the ones that face that storm and drive right into it and go, Okay, I'm going to up my game from a sales from a content standpoint, I'm going to reach out to more people on the call more people on connect with more people, because your competitor is going back and getting a job somewhere. Because the easy mortgage or the easy refinance is gone. Or the easy house sale or listing or buyer is gone. Right? But go back and talk to anybody that was in real estate in 1980 81 and 82. When mortgage rates were 21% and ask them how many homes got sold that year, and I guarantee a bunch of homes got sold. Right? Why? Because all the people that were amateurs went back and got a job somewhere. That professional said, Okay, this is a huge opportunity for me. I'm just gonna go and plow, right? It's like, oh, it's upstairs in chapter I think chapter seven of the 10x rule book it talks about four levels of four degrees of action. Okay, and the third degree is the most dangerous which is normal levels of action. Yeah, comfort, love comfort zone. Comfort level. Need to be at a massive action level at all times is especially when the markets getting ready to switch Which in the real estate market is getting ready to switch in a big way? From everybody I've talked to, and everybody I know. And so most of your competition is going to head to the hills. They're going to reach. Press in. You're like, man, well, I know you'll get a job now. And so yeah, go go make your ends meet. But I'd be freaking taken every waking hour, sharpening my axe, sharpening my skills contacting more people, because nobody else is going to be doing it. Everybody else is gone. Yeah. So same thing as a handyman. No digital AI robot is going to come in and replace a bathroom showerhead. Okay, I've got a frickin you know, up in my, in my house here, all you have to do is pick up the phone and hack harass my wife. Okay. And because I already let you know, already said, Hey, man, I got work to do around here. Right? But I'm not gonna follow up with you. Because I'm busy. Right? And how many more people out there like me. They have a lot of crap to get done. But it's like, okay, well, shit. Yeah, the only reason I took apart that I'm looking out my window here, the only reason I took apart that damn bed is because I waited till the very last damn minute before that, check, check. Exchange Student Well, right here the other night. Now, I should have what I should have done. If you would have been harassing my wife, I wish and I just have to cycle over do the shit. I don't want to do this took me two hours to do that damn thing. Because the bolts were strapped and all this other crap. And I'm like, I'm like, I can go down to my garage and get my grinder and go to town. But I'm like, I just, I was gonna resell the thing. I'm screwed. I destroyed the thing. Because I got pissed when I could have sold the thing for a couple of 180 300 bucks and paid you 100 bucks to take it apart. You know? But, and then I wasted two hours of my time. Okay, so the point is, is in each one of your businesses talk to prospective prospects and ask them how can I help you? Okay, how, how often would you check back with people after you give them a quote? or speak with them initially? If I give you a quote, If I if you give somebody a quote? Yeah. Jack, let me ask you answer that question. So when somebody you give somebody a quote, what's your process Jack I start with trying to find the mute button, which is quite elusive at that point. So when I give someone a quote, If I don't leave with a signature, I'm leaving with a follow up step of when I'm doing the next step of talking to them. So and if it's needed to do a second presentation. So like, for some clients, I'll do a presentation put a quote in front of that, I know that there's more people involved in the decision making process, and I don't trust the telephone game. And I give them a story of how it's okay, you know, so and so client, I actually present the to each one of them. So instead of you trying to remember the whole thing I just went through, I'll just do it again, for them. You don't have to sit there and two, when's a good time for them to sit down. So if there's not this decision maker, I scheduled that same same thing scheduled appointment, don't wait for them to hear back from you. Always leave scheduling the next step. Because if you don't, it'll fall by this this undefined wait time, which you might not catch back up on. And again, like sales cycles are all gonna be different per person, per industry per every variable. It could be something simple, but if you I also start off before I get to the contract part, one of the first things I do my presentation is tell them to walk me through their buying process, whether they're buying a car or buying it services, they usually have well, you know, I kind of like to sit on a quote for a little bit, see how I feel about it, whether someone's like, Hey, this looks great. I'm firing away on it, because I know it solves a problem for me. So start in the beginning how they buy a product, whatever your product is, if you were to buy a new shower for a year, well, what do you would think, what's your process of buying a shower, they don't have one. You can give them examples. And you can see if one feels closer to them, you're trying to see if the you know, putting the right size shoe on their foot there. But so it starts in the beginning at the entry level. That's another step of what are you doing next. And I also took this thing from someone else that because I know a lot of times and I'm quoting and they're gonna go and get several quotes like everyone else. You're gonna shop up and they say, Hey, listen to your site. Can you just do me one favor? I know you're gonna look at a couple other companies here. So can we just say either way have a conversation at the end just so we can see where we stand on things to, even if we aren't your favorite war fits there? Or can be, hey, that we love what you put in front of us. What are next steps, we could start right away most of the time, it's what are next steps. I had a client who actually came back gave me my competitors quotes, which I hold on to because now I know more of my competitors in the industry near me. And we were we were actually the most expensive one. So they weren't shopping our price. They're shopping on the value and everything else I gave them. But I found that out by what they gave me. So I just told them that either way, have another conversation them because I told them how to read my clients contracts and look for the fine print and where they're going to lose their money. And appreciate that. Only you send them a quote. I mean, if you're sitting next to him, the best way to close deals presented, right? So hey, can I go over this with you? Right? If you can't do that, then send them a quote, I send them a text going, Hey, I just sent you a quote. Hey, got a couple of spots open this afternoon. Let's talk about it. If I don't hear from him, and you know, text always gets read. If I don't hear from him with it, by the end of the day, I'm picking up the phone and I'm calling him he gets a quote. Any questions? Are you ready to roll on this? Okay. Well, let me think about it. Okay. What do you need to think about? Okay, how about today is Monday? What do you think about it between now and 5pm? Tomorrow? And let me know what you think. Okay. Now the thing that works is put a put a expiration date on the quote, squats, Smith, told Friday. Like some guy booked a strategy session with me last week, he happens to be an old client of mine was scheduled for tomorrow. I told him I said, Hey, you got by Friday to pay that bill? And if you don't pay it, then it's gonna get rescheduled? Well, he didn't pay it. So I'm gonna send an email, basically canceling the appointment. Okay, and saying, Hey, if you want to reschedule, here's the link to my calendar to go to reschedule. And if you don't reschedule by the end of today, the price is going up if you do want to reschedule because I don't really care. Now, the reason you could do that is when you have a big old pipeline business. Right? A big pipeline. You can say stuff like that, because you don't need one person. Right, Kevin, you got a question? Or just gonna comment on kind of what y'all are talking about. For me, I'm a little softer than that most of my business is referred. And so I can pretty, I can stay on people pretty tight with the excuse that he listened. Steve referred me to you. I want to make sure I get back to Steve about how we're doing. Because the biggest problem people have is the job they want to get done. Doesn't ring. Friday night, they go back, I'm back on it. Should I need to do that? That pipe out in the back? Yeah. Okay. I'll call somebody on Monday. And they go on with their, their day, right? So he doesn't ring. And that's what I tell them. I say, Listen, I know that doesn't ring. So I'm going to bring your phone to make sure that you get done what you want to get done. And to I'm going to have I want to get back to Steve and tell him how I did. Because it's important to me that he knows I'm doing a great job following up with you. Otherwise, you won't be continuing for a business. Absolutely. So I want to go at the same pace you want to go. Like I want to follow up with you as fast as you want me to. But at the same time, I want to make sure I can report back to Steve, because I want to make sure that relationship is more importantly, honestly than me doing business with you today. I mean way but I say the way they understand. And the other thing I'm trying to do is see them for referring the business. Yeah, absolutely. Keep them informed and so forth. So very, very important. Very, very good stuff. So that's a great way to close out our call is solely refers you business. The most important thing I got from this and Thanks for the reminder, Kevin is the most important person in the referral process. Is the person referring you the business, not the referral itself? I liked that. That's a great quote. I'm gonna steal it. So there you go. All right, guys. Have a blessed day, man. Call me or text me if you need anything. I'll be going

Transcript: Good afternoon. Either one, I can just get the time change. I was just in Ohio as I'm still trying to figure out what time it is. I just forget every time I visit my friend he's just barely over that timezone like line. Like, so he is maybe like 45 minutes away from that line and you're traveling and you have that weird timezone change where you like, I feel like when I drove across the country I expected but like when I get to where he lives I'm like this doesn't make any sense to me. It's like oz. Gone, gentlemen, good. How are you? I'm just swell. talk amongst ourselves with recordings on. Quite sure I feel free to talk at my leisure for the recording is that where they said that? Yeah, the note taker in there too. So I have a call I do with my marketing company. And the note taker, or the recording agent that they have starts the meeting beforehand. So I always think I'm late to the meeting. That's already there already in the room. I'm missing it. And I get there, just me and a bot. I was like, This is worse, like at least like you would hear we have other people but I'm sitting there with just one thing. Like, I can't hit the mute button fast enough, because I don't know I'm gonna sit down with technicians. And obviously here I'm not in on this call yet. It's a it's a bit of a funny spot to be. Worked out some sort of like, go to a chat TV team come up with a script, and then just start reading it and see what it comes up with in the interpretation. Right? Because lot of times when I'm doing bot recordings. Yeah. It doesn't really get it right. Depending on what it is and how I'm saying what I'm saying. Sounds you there Jack. I always feel like any recording thinks I have marbles in my mouth. And I just I can't do voice of text that can't be voiced anything. And I think I'm understandable but it does not it never has. And I I've seen people who mumble much worse than me be impossible to be translated as good. I'm actually a keep tweaking my presentation because we added one more security suite options for people. But I don't want to make my presentation too long. Because I want to show people Option A and Option B is I don't want to do them a disservice. I'm only showing everyone one solution. But the problem is it when I when I added the other one in my my PowerPoint went up to I think it was it was at 37 slides. So this is your presentation. It was only about a half an hour. So now I gotta get back and contribute things things back out of it too, because some of them are today I've actually cut out a couple other slides. So I'm down to 33. Now it's one of the last ones just like the thank you in the beans the intro So I've cut down a lot on it. Right? Like a one slide I was walking through our ticketing system and showing them all the stuff now I'm like that's more of an onboarding thing. They don't need to know some of these things in here like how to use this icon. It's just taking up space in here so well and time and really you're right. They don't even know that doesn't that doesn't even matter. Until they're Yes. Yep. I didn't have one they updated today. They really liked it was the GPT slides that were so we have a including one of our security stacks, they get the password manager so you know how people have it on their phone and have the thing that stores all the passwords we have. One that we include, and certainly as a point of I thought this was an interesting fact that in 2020, if you had a character password that was 11 characters, with numbers, letters, capitals, symbols, it would be safe for 400 years. Now in 2023, with Chad's UBT, it's down with four days. So the amount that it actually changed how safe passwords were is just, it's ridiculous. And so I kind of showed the generations of that password manager. So I have that little n Have you ever seen it's like little, little chart where it shows like, okay, four characters here, a teens here and a little like, little chart for you to see how safe your password is? No. Is it a chart? When you say that though? It reminds me of the amortization schedule? Is it a flat graph? Or is it a chart that moves? It's, I'm trying to think with it, it's what's the word? I'm thinking almost like if you have four quadrants of something like so you can see, you know, safest to most like, most secure to least secure, right? And it shows you based off of how many characters and how many other variables you have, how safe so I'm trying to remember the name of that chart is ahead. But you know, what would be cool with that? Have you seen like, ECM on Facebook a lot, where it's, it talks about things over time. That's why do something like that, like the population of the United or the, you know, top 10 countries of the world, right, or number one saw our highest selling artists, and then they'll go from like, you know, 60 to 21. And it'll just, you'll see people move up and down calling off the chart. I wonder what it would look like to have a chart like that, that talked about security? And overlap the last 10 years? I don't, I'm able to channel able to share my screen. Yeah, I think I was open to where anybody can share. And so maybe I can get some feedback on this one then too, because I just, I just changed this. Good morning, everybody. Morning. Come on, Jack. We're all waiting. Yeah, no pressure. Stop yelling at me in front of my friends. So you see in this, yeah, looks great. So this was 2020. And this is again, how safe a password was. And when you switch this. So it goes from 2020 skips over 2021 for whatever reason. So you can see how this chart had this, this red is actually going farther down. In 23, here's where it is. And then here's now with using GPT. So this is where people used to think their stuff was safe. So that's where you go from that 400 years to four days and show the different years and how the point of using a password managers 100% of their r&d is on encryption and password management. That's what everything they do. It's very different than your business where you're working on whatever you are unless you are a password manager. And I think they said they blame that almost 80% of breaches on just weak passwords nowadays, and weak passwords has changed a lot over time where people used to think, you know, weak was 12345. Weak is changed a lot in the last couple of years. So Right. I would my I would reverse the graph. Yeah. Yeah, I want to see that. What I what I'm doing is getting worse. Right, that graph almost. And I'm not sure that that's what I would think do I want to see what I'm doing is getting worse. So if I have a seven digit password, I would be looking at that, because I probably have the same, you know, same seven digit password, which is, you know, for the last three years, right, or not the same password, but I change it but it's, you know, the same amount, which is why if you look at almost all things that require a password, they've gone from six to eight to 11 to 15 to 24 characters are characters. So that says this, and I show I show what it used to be and what it is and actually does get worse as you keep going. So what was saved was not saved. Right. And I do have the ability to just scroll back like I use the little Senator on dialer, to roll forwards and backwards to show that 400 years and that four days, and I made sure that the lines lined up the same. So if someone's eyes were in the same spot, when I got to the last page, they're still looking at that same location, because they might think, well I use that patch. What's my address cat's name and how big of that how much of your business is the manager of passwords? How big is that of the whole piece of the pie what we do of what you're trying to sell it? That's a small part of this of the second security stack. So it's a very small All piece is a part that I recommend people have. Absolutely, yes. But then consider that in your proportion of slides and time. Yeah, I did. That's why I think it's one slide and one rolling thing. And they're gonna go right through it. And one piece of one portion of that time, right? If it's 5%, that of my 30 minute presentation, it gets 5% of that piece. I think I have this as like a 32nd. Slide. So I have some of these that have time that look, it's worth a mention. It's not the whole thing. We're talking about cybersecurity, and it has an industry I spend much more time on that one too. Because that's the bigger thing of what we focus on. Good. It's good thought, though. Thank you. But But the great thing about it is it's something everybody understands. Yeah, that's something I mean, if you're giving a 30 minute presentation, I would think you have, you know, 1015 slides, because I don't want you watching the slide, I want you to pay attention to what I'm saying. The slide when we talk about presentations, the slide is to remind me of where I'm going next. Yeah, right. And then I'll give you the slide deck later, or send you more information or answer your questions. But I want you with me, because really, the sales conversation isn't about the product, the sales conversation is about your needs. You're getting clear that I hear your needs, understand your needs, and can solve your needs. And then be our relationship. So you trust my knowledge, and feel comfortable moving forward with me. Right, I know that you're like a sales person. So yeah, but I'm just saying too much information. Usually, it's like, like picking choices, right? It's like getting somebody like you have to now it's like the people will give you five choices. You got your homework and come back and talk to me. Yep. So that's why I keep trimming things down. And I have couple more interactive questions in here too. So like when I asked like these to show how people could get support, and I instead say, Hey, Kevin, how would you like to reach your IT company? Because they might say, hey, I want to email you. That's great. You know, a lot of companies do that. But we have we have four different ways they can send something in, but I want to see how someone wants to interact with us. And so I do that as a question in that part. You know, it's definitely the first questions I ask people in my business, because I want to know how best to support you. If you're a person who texts and I send you emails. Right, we're gonna do this. Or if your personal emails and I send you text and you'll look at your phone all day. Yeah, that's smart. And like I said, you kind of have this new with my pin out, Jack, you know what's up? I'm taking notes. So do understand. I'm still young, so I'm still figuring a lot of stuff out. But like to think I do a lot of potential power trying to improve my craft. Yeah, absolutely. It's impressive. All right, John. Sorry. We just probably talking amongst ourselves without you. No worries. So what, what have you guys covered so far? today? We're talking about Jack's slides. He's got 37 slides and a half an hour presentation. And he's wheedling it down. And he showed us one that was really cool about that he thought was interesting, little fun fact about password that used to take 400 years to crack with chat TBT now thanks for days. Got it. Because I returned that same question for you, Jack. Because you know, I trained speakers. Is that what you would like some coaching on today? I wouldn't mind it. Because I've been, I've been looking at changing phrasings and how I go through this whole thing I actually finished so one of the books we had, where we did fix this next, he also is referring to the storytelling brand. So let me let me stop you there real quick. So I'll make a list here some jack and talk about presentation. Sure. Because we can do today's fourth, Monday, we can do administrative and finance. Or we go around the room and go okay, what is the thing you would like to work on today? Okay, so, Jack presentation and Mike. Any specific thing you'd like to work on today? No, nothing specific. I I need to go through the I forget what it's called the, the 20 contacts eight weeks. I need to go through that. You'll go through those modules go through those trainings, kind of burn that out. And then the other thing I want to do is I've been texting agents once a week of intense texting about 200 agents once a week, industry updates. And I want to try to go to each of their offices and try to meet them in person so they know who's sending the text. That's the other thing I want to do. But other than that, no nothing specific I just need to need to get some business back. Kevin, I would like to create a $7,500 a month coaching program in 90 days right Vanessa, yes, I need to finish my business plan for my new business Okay, so let's start with who you Jack. So the presentation who is the target audience this is my slide deck for for any target audience. But the the addition of the time was I we added an advanced security suite in response to compliance and cyber insurance. And it had added on a couple of products that were probably necessary. But again, I'm trying to condense the time because it is hard to shorten up some of the items in that actual slide going through DNS, spam filter, sock, MFA, play check. So each thing I try not to talk too much on, but kind of give a value proposition to that item. Right? So the reason I asked who the intended audience is, is if you're talking to a group of engineers, this is awesome. Right? Like this is like, yeah, it's gonna be unbelievably great for them. Okay, if you're talking to a small business owner, like myself, like Kevin, like the neasa, like, Michael, I'm going to want to hear more stories. And I'm not going to want to hear too much technical stuff, I'm going to want to hear, what's the problem? How's it affect me? I want you to dig as much as you can into that pain. So I can now relate. And then I want you to give me a solution. That's that's the way you're talking to the audience or when you're crafting a talk, right? Or you're crafting any type of social media message? Who's the target audience? Knowing that first, what's the intended outcome of the post of the presentation? What is the outcome, like any of you guys can attend this webinar that I'm doing with Adrian boy sell at 12pm, today is going to be a two hour. It's not even really a webinar, it's going to be like a dialogue between two business owners, because we're launching a $10,000 a month, guaranteed revenue program. And we're charging 10 grand for it. But you're gonna see how we banter back and forth. Because right now, I think there's 2530 people registered for the thing. We decided we're not going to do this long drawn out PowerPoint presentation. And we're just going to have a dialogue, we may share some of the shoot a few things on the screen, but it's going to be very, very packed. So when we were planning this, and this mon bring this home to you when we were planning this, because Adrian hasn't done as much of this as I have. Okay. I just point blank said, What is the ultimate outcome here? Where do you want to lead this audience to at the end of your talk? And that determines how the talk goes, right? So if your slide deck is for informing other engineers, then you got to look at okay, can I split this up into three talks? part one, part two, part three? Okay. Is the audience business owners, small business owners to educate them on the importance of password management? Right? And in that case, I'll tell you what my mentors always told me is, every single slide in there gets deleted, and it has to find its way back to the presentation. If it's not absolutely necessary, then it doesn't get put on there. Right. And especially if you're talking to for business owners, no more than three or four bullet points per slide. Okay, cuz you want them listening to you, not reading the slide. So I want to talk about something and talk about it in I want to add the bullet point. Okay, so I'm going to give you a resource. I'll just, I'll just drop this in the Dropbox folder for everybody's benefit. The number one PowerPoint, instructor, present presentation guru that worked for Microsoft created a talk on how to deliver a PowerPoint presentation slide deck. Okay. And I have the recording. And so I'm going to put that in the in the deal. Ad. PowerPoint. slide deck. Okay. So are you wanting them to buy something at the end? Are you wanting them to contact you? What is your ultimate outcome of your talk? Sign the contract, are no neck or no next steps. In some cases where I know I'm gonna be doing several presentations, because I might do one for the office manager first and then get to the C suite depends on the company and size, like you said, Sure. I think my biggest client, I think I had to do like a dozen presentations for every VP and everyone in the C suite. Sure. And so I'm in the in the C suite, office manager level. The format is I would do like intro outcomes. Chunk one, chunk two, is a 30 minute deal. Call to action, right? If you got 45 minutes to an hour, it's intro outcomes, chunk one chunk to chunk three call to action. Okay. And so an intro no more than two to three minutes, and its credibility building. Okay, here's who I am. Here's what I've done. Here's what we've done. Here is the reason you should listen to me my favorite thing, and I discovered this years ago, when I was giving lots and lots and lots of talks, is I came up with this thing called three questions. Okay. And all three of you are in this talk that I did, which is how you landed up in this program. Right? So when I first started that talk, I said, there's basically three questions somebody has when when, you know, when they're listening to somebody speak number one, who is this dude? Number two, what's, you know, why should I listen to him? And number three, what's in it for me? Is that a fair statement? Everybody in the room went? Yes. Right? Same thing here, if you're giving a presentation, but it's one on one, okay? You want to craft your talk in such a way where you're giving it to an audience, and then it's easier to take out the stuff that doesn't apply when you're doing a one on one thing? Right? So in this case, is if it's the office manager, and you've never spoken to, they're not an existing client. Okay. Same three questions. Who are you agreeing to take the meeting for a reason? Okay. Why should I listen to you? And what's in it for me? Okay. So, by answering those three questions will help craft this talk. Again, if I'm sitting with a bunch of engineers, I'm going to have some pretty darn technical slides. Okay, for them to geek out on, right? If I'm talking to an office manager, I'm going to paint a real world scenario of, you know, Joe Smith, new employee coming in and setting up their account and using a weak password. And later on, coming to work and get an email from somebody that says click here and he goes ahead and clicks. Okay, next thing, you know, I get a virus spreading around my entire office. Okay, next thing you know, I'm in the office manager running around, like a chicken with my head cut off trying to fix everything I'm calling the IT person, I'm panicky, because, you know, we're getting attacked here. Does that sound familiar? Yes. Okay. So what we do at outsource my it is we prevent that nightmare from ever happening to you as an office manager. Z. I didn't talk about anything technical. Okay, what I did do with the owner, and the office manager and the C level people unless they're a computer engineer, I'm going to talk about pain. I'm going to talk about the fact that if there is a computer problem, if somebody actually hacks the password, it's going to take down the whole network and because you are networked, it's going to it's going to allow that person to grow have anything that's on that computer network, because once they hack into the domain, they have control over everything. And now like, you know that that spreadsheet that you guys did that you guys, you know, you had multiple people in your company work on for over 100 hours times all the employees all that's now gone. That's going to scare the living hell out of them to the point where they're not going to be open to a solution. Okay. So, again with your talk is who what is the ultimate outcome? Who is the intended audience? Okay, you put it together. And then you create one master talk. If you look at Tony Robbins, if you look at Les Brown, if you look at myself, if you look at any unique speaker, there's usually about two to three signature talks that they have. Okay, and their full blown talks. But now because I'm talking to you, I'm taking out this slide, I'm taking out this slide, I'm taking out this slide, I'm taking out this slide. And I'm whittling it down directly to my audience. Okay, so I'll give you some advanced training. If you really want to nail down this talk thing. I'll give you some advanced training that I've done with other coaches, or other people on speaking and, and really nail it down on how to do the talk. Okay, yeah, yes. That the other company I trained with originally was with HR tech to their original presentation, and they trained me on was an hour long, like, at least and I'm thinking, hey, I'm sorry, but you don't understand what jerseys like, like, not people don't give you an hour here, especially even for a sales presentation. Like, we're an hour. You haven't, we have to break this up. So I took a lot of what they originally did. And like you said, I had to start what I do, instead of deleting the slides, I would I would hide them and then revisit, do I need that? Can I add add that add that somewhere else do I need that graphic? And that's a lot of what I've been doing. So HR Tech Academy, because I know Alex Rogers personally. I was there when they started shark sec. Okay, when was Buck 25% Shark sec. I was actually in Alex's office when that happened. So I have a lot of their stuff. And and so again, it's the full talk, but whittle it down to whoever the audience is the least amount of slides the better. I agree, talking to an audience the least amount of slides, the better. Because stories are what sells like when you when you this afternoon between 12 and 2pm. When as Adrienne and I are talking the one thing you will notice if you're there, we're going to record it I'll give you as a recording, we are going to do a tremendous amount of storytelling. Like most of our time is going to be telling story after story after story after story after story. Because we're going to create an evergreen situation where that's going to be promoted out for the next week on an automated webinar type thing. Okay, but it's the stories that are going to sell any questions? Mike, marketing type system. So do you have questions about the actual system? No, don't have questions about the system. I understand the system. It's just a matter of me kind of coming up with things to touch points to use. I know Kevin and I've talked about it before and Toastmasters is one of them, you know inviting them to Toastmasters. And I just I haven't been going to toastmasters for the last month. So I haven't, I haven't wanted to invite anybody. So now that things are starting to calm down with my wife, and I know I'm gonna start going again so that y'all have that to add. So I don't really have questions on it. It's just a matter of me, you know, creating the content and then doing it. So with we go to this and I'm going to share the screen here. Now while you're doing that you and maybe Jack can answer this. You said there are four things I wrote down, who's the audience? What's the outcome? Like? There are a couple other things that I didn't write down. Remember that Jack? What was he saying? I wrote who? Why? And what's in it for them too as the three questions for that, too. Okay. Who is this? Why should I listen to him? What's in it for me? He also, there's one thing that you also said to that I, I'm gonna guess his right out QPS, or question based selling, that's what we talked about, the order of solutions that you want to do with people is problem, alternate solutions, which is also important. And that's a lot of what I think about my slides. Because a lot of times people start with, here's my solution, then they give you a problem. And they showed what you were using as an alternate, but the buying process and your brain is wired a little differently. So if you start with a problem, give the alternate and then show the solution to so you're showing kind of a different direction of those things to they would call it pass versus spa thinking on that one to say that, again, you've said when you're whether it's on the overall presentation, or on the short parts of the slides, when in the book, question based selling time for us talks about doing you go with the problem, the ultimate, the solution, not leading with your solution first, where people start a lot of times with the solution. And that's the easiest order of operations. When you say the alternate you mean, what they're doing now. Use the alternate is more of just the pivot step. That's your transition part two, right? It's how do you do that. But sometimes people put the transition that comparison part at the end to so they have problem solution, or they'll do solution problem. And then in the at the end, and they say well, here's the verses, here's this versus that. So they do comparison at the end of it instead of so here's your problem. Here's what some of those things, here's how you would solve these problems. Here is the solution that does solve those problems, too. So ultimately, I don't know if it's always the best word, but it's usually just your pivot, pivot step about one two. That makes sense. I'm just trying to understand what you said alternate was almost like, obviously, you know, the problem is, is obviously, efficiently at first, right? Because we have a problem, the solution, you know, and we start talk about the solution. First, it gets me thinking about the solution, as opposed to feeling the pain of the problem, and not fixing the solution. I don't have the pain yet. Yeah. So if I said, Hey, we specialize in a Kevin, we specialize in cybersecurity, here's why we're so great at cybersecurity, you might actually have passwords that are out there, and then start going through how to do it. It's just a different order of operations, instead of talking about, hey, a lot of people have, you know, at companies have reached out there because the passwords aren't very strong. So that's the problem. You know, the ultimate is just visually how do you pivot from one to the other, but tactically, and you don't say words like but are things that can be seen more combative, by nature? verbiage? Hey, I know you like this, but because you want people to insinuate that the wrongs Hey, I know you've been doing this for a while at the same time, can I show you how this could be a solution that can save time for you and make your company more safe, you know, something that's not combative. Alright, so on the screen, I just now uploaded this to the folder and didn't find it in the Dropbox folder. Okay, so this is in this folder right here, where it's appointment setting, because I teach the marketing tech system on video, but I actually have a step by step document for you to follow. And in pretty much it's laid out, boom, boom, boom. So the only time you actually have to get creative is twice a month. Okay? So you need one piece of content, it could be, you know, the top 10 things in real estate, the top 10 things and mortgage it can be a sales tip, it can be, you know, if you're going after realtors, you want to solve the number one problem they have. Okay, and that is getting leads. Okay, the number one problem realtors have is leads. The number one problem realtors have is consistency. Okay, now I'm talking new realtors. I'm not talking about seasoned veterans. Okay. So seasoned veterans have all different products like in the VSAs case, she's a seasoned veteran. Okay, her number one problem right now is starting her own brokerage. Getting her business plan up to date, she already has a massive following of people relationships, etc. And her her actual next big move, okay. In fact, all of you should I have let me go and find the actual name of this thing because the number one realtor In the world at the time, I learned from Dan Sullivan wrote a book called Well, him and his buddy have a book called 10x is easier than 2x. Very, very powerful book, I got it on the audio audio version, but she, she told, he told the story of this realtor who did not even want to get in real estate. And next thing, you know, became the number one realtor in Keller Williams nationwide. Okay, they millions and millions of millions of dollars in commission income. Okay. And he goes through exactly how you do it, he goes, okay. It's the I'm not gonna get into that. It's just, it's a squirrel long rabbit hole right there. But this is the marketing Touch system right here. You just follow it step by step once you have about 12 pieces of content, usually recycling, recycling. So what I tell people, hey, you know what your group number one. And let's just say you only have 50 leads, well, now you got two groups to start with. And over the next week, you're going to, you know, maybe you take the 50 leads, and you divide them up into eight groups that you got maybe 10 people in each group or less than that, your job is to grow it to 200 qualified leads. Okay, once you have two under qualified leads, if you follow this system to the tee, the fastest I've been able to get the email sent down is nine minutes and 36 seconds. Okay. And on average, about 10 and a half minutes. And but if you use the system, as I've laid it out here, it's very, very productive, and it's very consistent creates a consistency. Right? You get one new piece of content again, what is the number one thing challenging a realtor? Now one thing, challenges in a realtor most Realtors is I need to lead. You know, I need to be introduced. Okay, I need a relationship. I learned this from Marguerite Chris Villa when I was working with her, and even how to go and as long as it's like too many people chase active listings. You know, to me, people want to time a listing, when we're in reality, they just need to go out and develop a couple of new relationships per day. Over time, they have enough people, where somebody is going to start referring them to somebody that they just heard in the wants to list their home. He knows but you know, I remember Brent telling me this when I trained his team, he goes, he goes and I look back at my real estate career. The only thing I've done is I've gone out and made friends consistently. I've gone out on I've added new friends to my database, every single day I go on, I meet people, I cannot get become a rock star stain in the office, I go out and like meet people, I shake their hand. Yeah, I get I get a contact, I need a contact, I need a warm body. And then I need to determine if I like them or not. And then I need to figure out how I can help them and keep in touch with them in a systematic way. So when they do know of somebody, or they themselves are interested in real estate, I'm the first person they think about. Yeah. And ultimately, you can outsource and have an assistant do all that stuff. But this marketing type system, you do it yourself first. And the five times I've implemented this to start my companies, I get it to the point where I'm too buried to do this anymore, and then I hire an assistant to do it. So that's how it's laid out right there. And feel free to add me to your marketing type system treat me as a prospect, add me to group number one. So that way, you're sending me a piece of content, you can add me to every group, if you want just practice on me every day, I don't care. Okay, you send me a marketing touch and then you follow up with a phone call. So what that's how the system works is you can add whatever content you want here. Right, but the key is, is consistency. So in real estate, you need a warm body as a connection, and even the mortgage, you need a warm body as a connection. The other thing that the two of you can do as a mortgage company, is you can host a webinar, you can say, Hey, come here, John Pyron for 45 minutes talk about referral systems. Right? You promote it out to every realtor that you know. And you set up a time where you want me to be a speaker for you for free. Right, this is what I used to do. I used to go around the mortgage companies and I used to go around the real estate companies. Why? Because they have a meeting every say A week and they always have a guest speaker and I was a guest speaker every week like clockwork somewhere at some place in this town. Okay. So if you go to my YouTube channel and you'll see many talks up there Coldwell Banker there's all kinds of places I've gone and spoken to. The number one requested talk is my talk on how to 10x your referrals that resonates with every mortgage person, every realtor like clockwork and it works. Yeah. And you guys can be the people that host it. And it's just going to be a magnet. Yeah, so that's an idea. Okay, any questions about that? No. All right, Kevin, created a 770 $500 per month coaching business in 90 days and you want to coach you real estate mortgage real estate mortgage. So you want to be a real estate mortgage coach and be able to create $7,500 in 90 days per month Yes sir. Right there's two ways to go about it number one, you need content you see my screen still yes Right. Actually, you know what we do this the benefits of being a part of this group is. That, honestly give it all to you guys. In a six month mentorship program, teaching Coaches and Consultants how to make 100 grand as a coaching consultant, okay. And in order to graduate from the program, you had to create a six figure income and in six months, Okay, step by step, I recorded everything. workbook templates, everything. Okay? So I'm just going to give it to all of you, if you have an ambition of wanting to do that, because it is laid out, boom, boom, boom, workbook everything. Okay? So workbook right here. I paid I don't know, I take pain, Steve Knoppix on $75,000 to learn this. Okay. And with his permission, I just duplicate because I love training coaches and consultants and they've done a lot of that. So this is one path. The other path, you and I are going to have a one on one conversation about how to work together and I can get you there 1015 times faster. So because $7,500 a month and 90 days is a lot of work. I've done it, I can help you do it. It's entirely up to you. Okay, but if I was going to if you want to do a self paced type thing, just follow this workbook step by step. Okay, and all the recordings 12 People in this mastermind that I did for six months, I made the mistake of giving to, to, to the spots to to friends and didn't make make or pay for. And of course, they dropped out. As you know, they didn't have any skin in the game. How did the other remaining 10, eight of them graduated meaning eight of them creating a six figure coaching consulting business in less than six months. Okay, and but I didn't leave anything out, this is exactly what they paid for it. They all the calls are here, step by step speaker training, all that stuff. And you all have access to it now. But really for to make it simple. It's figuring out who do you want to coach real estate and mortgage people? If I put you on a stage right now, and said, Hey, here's a bunch of real estate mortgage people, what are the top 10 Things you can share with them right now? That would have the biggest impact on their business? Here's the mic. That's your first 10 pieces of content you really need to create. Because when you're building a coaching, consulting business, content is everything. Having enough content out there to show that you are an expert and having some success stories, okay. So in your case, if it's coaching real estate and mortgage people, you got Mike, who's worked with you, he's your first call client. Okay? And treat him like he's paying you a lot of money. Okay, and you mentor him for free, because he's already on your team. But you do it on Zoom, so you guys can record your conversations, and that becomes training content. Okay, then you go out and you find a couple other realtors to do the same thing. You put social media posts out there, what's the biggest challenge you have as a realtor? The biggest number one problem you have as a mortgage first. You can even ask a couple of people, what is your number one problem ago, you created a little survey going out of lead generation, at least four areas of business, marketing, sales, lead generation, whatever those bullet points are, what is your biggest challenge that you have as a realtor? And whatever they give you you teach content on that. Because it's the content, it's your talking and I did a lot of training in there on that about that. But it's your your content that is gonna attract people to you. And you go from there. So a classic example here, let me go here Stephanie shell are here, same thing came to me and said, Hey, I want to be a coach. I want to be a speaker. I want to be a consultant. Okay. And it took me three and a half months of working with her one on one to get her to fire her boss, which she did. Now, if you go through any of her stuff here, well, best selling author of 12 books. She has a workshop that we designed. I designed it because I wanted to be an attendee of a great workshop. So we designed it. It's coming up in January. It's called the rare retreat. It's usually in San Antonio. And, but now she has does well over a million dollars a year as the author, speaker trainer, coach that a whole team, etc. Right. We worked together for seven years. And but it was just step by step lumbo She wanted to get she's one of the stories I'm going to be telling between 12 and two today is probably one of the going to be the one one of the stories that resonates the most is she tried for four months to hit 10k a month. And you know there's a video up there called how to give yourself a clean slate. That is a direct result of Stephanie shower. There she calls me up February 9 that says hey, I I'm not going to hit it again. I know you are why it's February 9 Steph what? Well I did the numbers I use see what I have my A pipeline and I just don't see how many hit it today and you'll win. Do you want to hit it? Yeah. Do you really want to hit it? Yeah, you're gonna do exactly what I tell you to do. Yeah, great. Okay, here's what you're gonna do. And I gave her that clean slate strategy. Within seven days, she passed 10k a month. And I said, you're not done. You got another eight or nine days, I forget what the what the actual number is on the video. But she ultimately came in at $14,865. Because it was a mental breakthrough that she needed. She had to how to exact how to give you to get to $7,500 a month, which actually can go a whole lot faster now, because of the amount of people I've done this with now. You know, it works. And the format is this. I give elite. I've got enough content to convict me at what I do as a consultant, or coach, I send you an email. My signature has enough information there for you to be curious enough to go and click OK. Then I have an appointment link on there. You're going to set a 10 minute phone call with me. I'm going to do a 10 minute phone call mash you three things. Number one, what's your big goal that you're trying to hit by the end of this current year? You're gonna tell me, I'm gonna say okay, you'd like to hit it by the end of the year. Yeah. Okay, let's just say you're there and you're, you're achieved it. And I'm gonna walk you through a two minute phone call. The questions I'm gonna ask them the dialogue I'm gonna ask. The most important thing is, is mastering that 10 minute call, she was stubborn as hell about. Right, and she kept failing and failing and failing and failing for about three weeks in a row. She finally calls me ever says this, there's something wrong, I'm not succeeding with this 10 minute call thing. And she was given away 45 minutes to 60 minutes of her time with every prospect and it's just not sustainable. And so I went and we roleplay and she treated me like a prospect says stuff you're not following the 10 minute sprint. Follow 10 minute script over the next week. Verbatim. Don't add live. Stop being stubborn and do it. Can you do that? Yeah. Well, we hold it work. And the rest is history. I'm going to call it a strategy session which led to a ticket to the garage reader which led to a ticket to a workshop which led to a ticket to speaking engagements. And he is having a funnel like I have here on the wall that you can have touch points with them all over the place. So once you have that process and system down is just duplication it's it's it's repetition over and over and over again. Okay, so take a look at the resources that I've shared here. Okay, and and then if you want to talk you know about working together one on one to get you there quicker just let me know you're more than happy to start in the resources huh? You shared when I look when you shared it because there's quite a bit there where do I start and those resources just starting the beginning? Or is there a start creating content because I feel like content seems like the key content is the key. And as a content outline, I would start with this workbook and walk you through step by step how to get your content based started. Because and humor Oh. Sales foundation sales message sales voice This is a funnel, right and this whole workbook walks you through step by step how to create that. Okay. Lisa English business plan. Yes. Do you need there? Where are you stuck? I am stuck at how big I want to go. How what? How big do I want to go or how small do I want to keep my my practice or my my brokerage? So like, I'm thinking okay, do I'm just going to be on my own do this for a year or two? Or should I just you know, just start like hiring people. I go I go back and forth. Sure. Did you get your business plan done? No. Okay. You follow the one page PLAN strategy? Are you doing a full blown 1520 page business plan? I'm actually I'm going back and forth. I tried to do the one foot one page, and then I get distracted, and then start, you know, going through through my mission and objectives. And then I come back down. And, you know, try to do that again. So, yeah. So it starts off with I mean, it's, it's easier to go after a bigger role. And Miss, versus going after a smaller goal. I mean, smaller goals don't really motivate us. Yeah. Yeah. Well, you want something that's, that's like, unrealistic, that you feel like there's just no way I can hit that. Okay. Because the person you're, you don't want to build a business, or set a vision, that doesn't require you to change. Because nothing's gotten your hit the goal, it would be very easy to hit the goal, you're going to be the same in the process, and your targets are going to be set low. And it's going to be easy to not do it. Yeah. So when you set an intention, you know, you're starting a real estate company from scratch. And, you know, what's it going to be like to have, you know, 50 agents. As a real jerk, you're, you're going to be the person that is going to be the Rainmaker in the beginning. And I can tell you beyond a shadow of a doubt, the very first hire you're going to hire is going to be an assistant. Yeah, take all that stuff off your plate that you don't want to do. Right? And then even then you might need a second assistant before you hire your first agent. Right? If you get that book 10x is easier than to X. entire chapter one is about a realtor, I forget her name. But she started from nothing. And, and she followed that model, he laid it out step by step how she went from nothing to a million dollars in commission. I mean, step by step. And she built it in increments, big, big leaps. Okay, so out of the 12, out of the 100% of the work that I do 80% of it needs to be given to somebody else. So I can make room for the 20%, which is going to give me the biggest leap, and the biggest jump, and he walks through the psychology of the growth of that. So when you set small goals, you show up in a small level, when you set big goals, you have to grow into that because you don't have the skill set to hit it right now. So the first thing I would do is, is get your business plan done, you don't need unless you're gonna go out and get investor dollars. A one page plan is going to be just fine. Okay, first milestone, how do I get to how do I get to $8,333 a month? How do I get to a six figure income consistently in my new business? And if that doesn't motivate you, to under 50,000? You know, how do I get there? And it'll become very apparent of what you need to do. You can always bring it here and go, Hey, can we look at the plant and they can we can we talk about it? Any questions about that? I mean, the other thing we can do if you if you want is we can schedule a strategy session between the two of us and we can just get it done. Okay, okay. It's always an option for every one of you. There are going to be times where you're going to want to make these big leaps. And there's not enough time on this call to get it done. And any of you can book a strategy session with me, obviously, I'm not going to do it for free. But doesn't mean you have to work with me one on one. Maybe you just need two hours, four hours of one on one time. It's totally fine. You have that option. Okay, because once we get that plan done, then all you got to do is show up here. Here's where I'm at. There's one that hold me accountable here. Hold me Hello there, what's the next step here? What's the next step there? Okay. But I would get that one page plan done first. So you know exactly what that next step is. Because each day that goes by that you don't have it is lost opportunity. Does that make sense? Yeah. Cool. Anybody else have anything else that they want to discuss? Alright guys, I gotta run. And if you want to be a part of this deal here at 12 to two, I will send you a link on that. Just let me know. So all right, I gotta run. I'll see you guys. Can you send me that John? Yes, I will. Talk to you guys later.

Transcript: Alright, so welcome to this week's edition of attenex business owners mastermind group call. And this is the what is this? The second? Yeah, the second? Monday. All right, yeah. second Monday of the month. But no this. Yeah, second Monday of the month. Correct. And so this week, our topic is sales. And so both of you have been on this call for a while. So we've already gone through a bunch of sales processes and systems and strategies. So let's just talk about sales. What? Where would you guys like to spend our time today on this particular topic? Or maybe you have a whole nother topic you want to talk about? Or maybe you got to a sales opportunity or a sales challenge or whatever? I think it's more of like a sales challenge. Yeah. No, I was. I saw one of grant cardones webinar. And he was, you know, selling this webinar, or, you know, this system to sell it like how to do a webinar how to sell and, you know, on webinars, that's kind of interesting. I don't know, have you seen one of his Vargas, who was my mentor and speaker trainer? Did that webinar with him? So CARDONE got his start in webinars, I think about want to say six years ago. And it was like pulling teeth just to get him to do one. Because he didn't want to do one. But his very first one is how to make millions on the phone. And Lewis house swore up and down, Hey, you, you won't regret it. It will be the best thing you ever did. And even his team was like, Dude, it's the it's the Holy Grail man. And he's like, Nah, I want to spend my time doing a webinar. Well, he did one. And the rest is history. I mean, he's done webinar after webinar. He's got a formula down for webinars, that is just ridiculous. And so when he first did it, he only I think there was only because I was on that webinar. There was only like a couple of 100 people on there, like maybe two or 30 250 people because he really promoted heart. Now when he does webinars got 15 16,000 people on the webinar. Yeah. And it's turned into Jared shared the numbers, I think about three or four inner circle calls ago, about $35 million in income just for webinars. Yeah, he said that, we're gonna do 300 million. And, you know, it's crazy. It's crazy. So. So the formula is one of the things I've watched it evolve into now is, if you go back to the original webinar that he did, and where it's evolved to, is, pick a topic and then date promote it heavy for about 30 to 45 days. On every platform, they talk about it, they register for it, they do a huge promotion about it. He promises two hours, pay, he never delivers on two hours, it's always four hours, or five, that four or five hours. He used to charge $49. Now it's free. And you register and then it's $40 million for the workbook. And then it's $249 for the recording and all the other stuff. So he's got upsells in that funnel, then you show up and starts it on time. Everything goes great. And about every if you could clock in about every 35 to 40 minutes, he will pitch what he's pitching that day. Okay. And it's always gonna be $997. And, and then he goes and teaches some more and then he pitches again. Then he teaches some morning pitches again, and then he teaches some more, they'll pitch it about seven or eight times in the four hours and they'll make millions and millions of dollars off of that. Then everybody that registers and buys it, he throws it in he's got a sales to him about 160 salespeople, and they throw it to those people and a lot of that money is made on the follow up. Then the recording is put in this in the hands of his video and audio no editing people, and they edit out all the pitches. And then they segment it down. And they put it on Kajabi as an online university program. And if you have card on you, or you bought the webinar, then that's how the recording gets distributed to you get the workbook, the workbook is actually the PowerPoint. It's not a workbook, it's just the PowerPoint. That is now technically a workbook. And you get the recording for free. And then for about six months online, it will sell for $497. Right. And then come Thanksgiving, every single one of those webinars is going to get dropped to 49 to $97 for a Black Friday sale. And, and you just use follow model. I mean, it's a very successful model. And Pete Vargas, I bought the recording, and I'm like, I've learned I've learned from sitting through bunches of them that I'm going to buy it. And I'm going to do the upsell. And then I'll catch the recording. Already no showing up live I'm gonna sit there for two and a half to four hours. And about if you add up all the time, about an hour of the time as a pitch. And so I'll wait for the recording. I'll go through this stuff. And then I can I can I can do but good stuff really good stuff. But, and Pete Vargas is a master at teaching you how to how to do talks from the front of the room. Okay, there's a whole whole entire year, I bought, I think I spent, I don't know, almost five grand on Tineke stages. And so my card on you and it's it's an entire program that you go through, when it originally got sold, it was only 100 people that were allowed to buy it. And and then we had a speaker off to be to audition to be the speaker for next year is growth Khan. This was in 2019. And, and so but I love all the stuff that he puts out. And the key is is is taken action on it. Right? So if you go into, like you guys paid for the whole year in advance. Okay, so restart this real quick. Okay, go ahead and ask the question again. You know, in the interest of time blocking, you know how I have a challenge with that. I'm just thinking, you know, with all the things we have to learn and distractions and all like, how much time do you do you allocate yourself on stuff like this? Half hour a day. So, yeah. And for me, it's a morning routine. I think I've shared this with you guys before, but I'll pop it up here again, real quick. And actually, it's a good opportunity for me to share I just hired a personal trainer. So I've had to rearrange my morning routine again. But you're right, if I don't time block, you know, my wife and I were just having a conversation about there's some things I need to be doing for my son. And I'm like, unless it's less than scheduled for me it will not get done. It just won't get done. That's just Yeah. But how is your what I do is I have a set time I get up in the morning, okay? Because it took on this workout routine. I'm having to get up, you know, for 15 now, because I'm unwilling to sacrifice my morning routine. Every time I sacrifice my morning routine, I paid dearly for it. Okay, if I was to show you how I how I decipher this. Okay, I have a whole nother Google Drive. Google Calendar. Okay. It's been a while since I've used this because I usually just modified on my live schedule now. But when I'm actually strategically planning the year I'll use this layout right here. And I'm time blocking what I what what does a perfect day a perfect week look like? Right? Because it's never going to be perfect. But I lay out exactly where I'm going to take care of things and back. And I think this was last modified in December of last year when I was doing my annual planning big rocks were all these things that I was going to do. Now where I'm at, because I bought a fight this year, and I look at, okay, is what I'm doing working. If not, I need to tweak it because I'm not just going to continue to do something that's not working. Right. So I know I've got a rocks, I got it down to a science now I actually, I feel lost if I don't do it. Yeah, so I wake up at 530, I got a good hour with God and planning the day and reading, I do a bunch of reading and meditation during this hour. And then my most important work is what I do here. And this is where I'll digest about a half hour of training. Okay, and depending on what I'm doing at that time, okay, but I have my most important work here. The other thing I have I open up disappointment, is I have completed the most important tasks of the day, I had five new contacts in my database, I had five new contacts to my email list, and I run my marketing Touch system. Okay. And then I have about a half hour left to do some reading. That's why it's an hour and a half. I just made this modification that Monday, Wednesday, Friday, so I'm going to give that a go this week and see how it actually works. If it's successful, then I'll keep it like it is. If it's not successful, then I will make the adjustment next Monday, but I'm gonna give it this week, I am think I can get stuff done in an hour, I think I can consistently get up at 415 If I get to bed at the right time. But if I find that it's negative in, here's my energies in my world, if I find that it's a negative energy drain, it's not worth it. Okay, if I can't be positive about it, then it's not worth it. Right? Because it's meant to gear me up towards a successful day. If it doesn't work, then the trainer is going to have to adjust to me or I'm gonna have to use a different train. Because I will go back to what has been working for a while now. The 530 slot Works has been working so beautifully for me that I haven't had to. It's I've been unable to get a lot of stuff done and close a lot of business. But in your case where you're you've got all kinds of things that you're juggling, right. Try it for, you know, get a schedule that you can be consistent with. Okay. And, but you have to make time for the education and the training and, and truth be told, you don't really need more than a half hour. It really you're looking for one thing. One thing I can implement. Yeah, one thing and that's it. You know, it wisdom comes with age. So when I was in my 20s, we hope. I mean, I've been I've been my very first introduction to personal growth was October 28 1990, from a guy named Jim cuccia. Okay, he was in the Amway business, and he's the first person to tell me, Hey, five years from now will be determined by the books you read. The people you associate with the audios at the time the audios that you listen to, which now it's audios that you listen to or videos that you that you watch. And he goes, if you can get yourself to read 10 pages a day, digest one audio tape a day, because there was a tape back then. And it was always about 45 minutes. And he says you don't have to pay attention just at the time there's a Walkman, right. But the earbuds in your thing, or listen to it while you drive and your commute. But if you can digest one audio a day, 10 pages a day and associated with somebody of that that is at your ambition level or above. And then later on it got your social economic level and ambition level or above. Okay, if you can get yourself to do those three things just consistent. Everything else in life takes care of itself. It's been true. Yeah. The only biggest difference I've learned from age is it's not about reading 50 books a year. It's about if I if I had the choice, I would take you know, 10 books and read them five times or take five books and read them 10 times. Yeah, because if you think about it, if you can just implement one thing per week, great if it's per day, but if you can implement one thing per week, that's 52 new things per year. times all those years in a row? Yeah. Say we're talking about sales here today, right. And I can tell you, in the last three years that I've been in sales, there are some principles that are timeless. There's practices that are timely, the principle is I still need to contact people on a daily basis. That has never changed. And if I was to call my my original sales mentor, Dave Vanie, right now he's got to be at 69 or 70 years old now. Still make 7580 grand a month as a salesperson because he loves it. But he, he, he has a way of cutting straight to the heart of the matter. And that is, Did you hit your number that you wanted to hit last month? And I go, Yeah, he goes, great. But there are times where did you hit your number? No. Why not? Well, this happened this and he just sits there patiently. This happened, this happened. The cat had diarrhea. You know, Jupiter didn't line up with Mars. My wife and I got into an argument or a fight. Things didn't go right with my kid, my car broke down. I mean, blah, blah, blah. And he was like, okay, that, yeah. Alright, so let's be honest, the reason you didn't hit your number last month, is because you didn't run enough appointments, where you can have a conversation with the prospect about your service. The reason you didn't run enough appointments, is because you didn't contact enough people to set those appointments. The reason you didn't contact people to set those appointments is either you didn't have the leads, or you just didn't make it a priority. So you can have whatever excuse you want, John, but there's 168 hours in a week, 24 hours a day. And last time I checked, you're averaging about seven to seven and a half hours asleep, which means that you got another, you know, 1617 hours to make it happen. So now, why didn't you hit your sales number? Because I've been contacted a febrile because even I would say, Hey, why didn't I you know, I ran the appointments. You know, he goes, Yeah, you have no control over whether somebody shows up to an appointment. You have no control over whether they say yes or no, all you can do is show up yourself and do the best presentation you can. And if you're tracking your numbers, that's all you can do. The one thing that is going to have to adjust depending on the economy, depending on if there's a recession, depending on if there's this or this is the number of people you're going to have to contact. The only thing you have control of in the entire sales process is how many people you contact. So if you get to the end of the month, and you didn't earn the income you want it, it's very simple. Draw a line, give yourself a clean slate. You can't go back and learn, you know, change anything that happened. There is no value in beating your own ass. Okay, because nobody can do it better than you. The only thing that you can do is go, I'm starting at zero again. And I contacted 56 People last month. So now I'm going to contact 85 people this month. So you can do to do you can cry over it all you want. But at the end of the day, if you're not tracking the amount of people you contact every day, and you're not tracking the amount of appointments, you run and you're not tracking your sales volume. You cannot have a predictable sales future. Because you can put all the other fancy stuff you want him into you can have a CRM, you can have marketing campaigns, you can have all this fancy stuff. He says but I get why make more money with this flip phone and this yellow notepad than you and all your buddies combined. The truth hurts, right? Yes. But it's true. Yeah. Oh, it's like because again, the lessons that I really want to pass on today's for myself as well. Is we It's great that we have a choice. We don't have to wait till the end of the month. You guys can get off today's call and go, You know what, I'm gonna contact five people today. And tomorrow, I'm gonna contact five people. And the next day, I'm gonna contact five people. Next thing you know, you're contacting 25 people a week consistently. Tracking, what are the results? All of a sudden, you show up to this call next week and go, Hey, I did what you said I contacted five people a day and I only ran two appointments. Well, now we actually have something to talk about. Because we can we can mastermind on this Congo. Hey, tell me about your contacts. How many people do you contact? Well, I contacted 25. Okay, let's roleplay What do you say in? Okay? Because if you're contacting 25 People now Now keep in mind a contact means you had a conversation with doesn't mean you pick up the phone and dial 25 people. That's not a contact. Contact is the answer the phone, you talk to them? You had a conversation? They said yes or no, or take me off your list or leave me alone. Okay, but you actually have a conversation. That's what I'm talking about. When I say five contacts a day, you may have to call 1015 people to get five people on the phone. Okay, but if you track your contacts, then you could show up to this call and go, Hey, I contacted 25 B. I only set two appointments. Okay, well, I know instantly how to fix that. Because we just I just need to hear what you're saying. When they answer the phone. Yeah. And then we roleplay it, we could tweak the script. So now this week, when you contact 25 people, you set 10 appointments. And then next week, you show up and you go by contact 25 people and only set four appointments, okay, well, we need to tweak the script a little bit more. And we need to tweak the script a little bit more. And we need to treat the script a little bit more. Okay, because it is an actual science. And so in my business right now, out of every 10 People I actually contact that I actually have a conversation, I will set eight appointments, if not more, because I have it down. Right. Now if I was to go and become a realtor today, or a mortgage person today, I would have to start all over back at zero. And I would have to go okay, what am I trying to do here? Who's my prospect? What is my sales process with that person? What's my first step? Okay, well, if I leave a voicemail, and they don't call me back, nothing happened. Okay, so I've got to figure out as a real as a new realtor or as a new mortgage person. How do I get an actual conversation with the person? I need a 10 minute phone call? What is going to incentivize that homeowner, or that renter, or that realtor or that mortgage person to give me 10 minutes of their time? Well, let me think about this. I gotta make that 10 minutes valuable for them. What's in it for them? For Green? Give me 10 minutes of their time. Okay, so hey, let me let me find a card here off my desk here. Because I did I went into the restaurant and I pulled these cards off the rack there. So let's just say we find somebody that would actually Oh, here we go. This guy does workers compensation business liability, home auto and life. He's a broker. Okay, lives up in Auburn named Sam key. No idea where I got this card. But if I was calling Sam Kane and I was a realtor, obviously, Hey, Sam, John Pyron. You and I don't know one another. But I leave I picked up your card at Granite Rock grill. And I see that you do auto home in life. I happen to be a realtor. In fact, I'm a very busy realtor. And I'm constantly looking for people like you to refer my clients to want to find out if you've got time to spend 10 minutes on the phone with me this week. I really would like to get a chance to know you better and see if you might be somebody I would refer some people to and vice versa. Do you have time this week for a 10 minute phone call or maybe next week? He's gonna say yes. Okay. Then I want to get him on the phone. And from there, I want to find out about him. Right? Hey, tell me about your business says your card specifically says workers compensation and business liability. And I'm a residential realtor. Okay, so do you do residential insurance? Yeah. But it's really not our bread and butter. So mainly it's business business insurance, right? Yeah. Are you looking for any clients right now? Yeah. So tell me if you were to spend a lot of money right now on marketing? What would be the business owner you would be looking for? The reason I'm asking you, Sam is because I don't know you. Okay, and you don't know me. But I have a pretty big network. And to earn an opportunity for you and I to sit down and actually talk about each other's business. I want to go out and find your referral right now. Right? What type of business are you looking for? Well, I'm looking for this, this and this and the right on the back of his card. Okay. And then I'm gonna go out and find that person. Now, the reason I'm gonna do that, twofold. Because he's agreed to do that I as a realtor now have two prospects. Okay. Now follow me on this, because it's where it's the same thing for mortgage as well. Now, two prospects, Sam, has talked to me, Sam has agreed to let me go find him a referral. Okay. It is going to be so easy to find Sam a referral because I'm going to call business owners not about me, but about Sam. Okay. And I'm going to call up some business owners either in my first place I would start is I'm going to open up my cell phone here. And I'm going to say, hey, who here is a business owner that I know. And I'm going to call him up, like Sean Jackson just sent me. I am on the call right now. But I definitely want to talk to you today about this and something else that can I call you at 11:30am? Question mark. So now what I'm gonna do is I'm going to call him and I'm going to say, hey, talk to him about whatever it is he wants to talk to me about, but he's a business owner, guy, and I'm gonna say, Hey, man, I'm evaluating this guy named Sam. Okay, I might want to refer some clients to Sam, you're a business owner. It looks like he specializes in workers comp and business liability. And I promised I would get him somebody that would go through his process to because I want to see if you like him, Shawn, because you've been a client of mine for four and a half years and I trust your judgment. Okay, well, you meet with him when you go through stuff, buy his stuff, don't buy his stuff. Let me know. Right. Okay. By the way, while I got you on the phone, it's been a while since I've sat down with you and your wife and talk to you guys about your real estate needs. Again, I'm coming from a place of being a realtor Okay, by the way while I got you on the phone it's been a while since I've sat down with you and your wife about your your loan needs and is there a time this week or next week where we can sit down and have a conversation because see as a mortgage person or even as a real estate person? You're already my client. I want to know what else what other real estate I can sell you I want to know what other loans I can get you I want to know what other property I can you start getting your pre qualifying for that you need to have as an investment property. Okay, and I have a reason to call you because I'm looking for Sam for a prospect. So now I'm going to call Sam back. I'm gonna go Hey, Sam, I just had a conversation with my clients, Sean Jackson. He and Frank sands on Jackson sands engineering out of Chico and Grass Valley. I had a conversation with him about your services. He is a client of mine. Right. You know, I have asked him to meet with you. He says he is open to it. I've asked him to give you his workers comp policy, his business policy and every other business insurance he has, so that you can review it and see if you can help him out. Or at least validate that he's got the best coverage. I'm gonna do email interrupts the two of you give me a favor to meet so that way I can do it right. I will either send me an email with the exact introduction you want me to copy and paste. I'll tweak it a little bit if I feel like I need to, but I'll just want to be able to copy and paste and say, Shawn, meet Sam, Sam, meet Sean. Can you do that? He's gonna say yes. And I'm gonna send that email. And once I send the email, then I'm going to set an alarm for 48 to 72 hours. Okay, 48 hours, ideally, I'm going to call up, Shawn. Hey, did Sam reach out to you? Yes, he did. Great. Or no, he didn't. Well, now, I know a little bit about Sam. Sam doesn't take referrals series. Okay. So or Sam did take the referral seriously. And I'm gonna call Sam. I'm gonna say hey, did you get a chance to chat with chat with Sean and Frank? Yes. And we have an appointment for this coming Wednesday. vantastic. So hey, I want to sit down with you. Okay, by the time you meet with Sean, everything, let's you and I set an appointment for Thursday or Friday, I want to meet with you. And I want to talk to you about your business. I want to talk to you about your, you know, like I told you, I'm in real estate. Okay, I have some ideas that might be able to help you make money in real estate. Okay, I can't promise you anything. I don't even know if it'd be a fit. I'd love to sit down and talk to you about the ideas that I have. You have time this Thursday or Friday? Absolutely. He's gonna see absolutely, because I just gave him a referral. Right now, I didn't just invent this stuff. Okay, back in 1998, I went through a professional course called networking with millionaires. Okay. It was taught by I forget who taught it but it was I think it was Microsoft. Okay. And the entire course is called networking with millionaires. There's a guy that wrote a book called networking with millionaires who taught this course. And he said, If you want to go after high influential people, okay. And you want access to their rolodexes at the time we call it rolodexes. Okay, if you want access to their network, then you have to serve them first. And do all the work up front. And then once you have proven that you have earned the right, they will open the floodgates to their networks and introduce you to people you will never get access to. And so from 1998 to actually know that it hadn't been 1999 because it was before the year 2000. And I had already been with that company for a year. But from 1999 to 2003, I added an additional four and a half million dollars a year in reoccurring revenue. And that was the only thing I actually did is I learned how to network and get referrals. And this is very advanced level stuff, especially for UVA nieces realtor, and for you Kevin as a mortgage person. These people that you see in the more in the real estate and mortgage industry that you're like, how do they do that? You know, how do they do that many transactions in a year and still have a life. You know? And, and the the the key is, is they did it first themselves, and then they taught it to other people. Because it's not about 30 transactions a year. It's about 30 transactions at a higher number every year. You see? And so you take the time to develop these networks of trusted resources. So that way anybody that you meet, you can honestly say hey, I don't care if you need a microwave oven men call me first. So the people that are you know, I can call 100 people on my phone right now and they will all tell you the same thing. If I need anything I go to John he's my first person I call chances are the dude knows somebody and if I don't, it's a huge opportunity for me to add that person to my network. Okay, the number one rule that I want to convey today is this The salesperson that serves the best makes the most money. Okay. And so let's put this into some practicality that you guys can actually implement today in this week is you go back and make a list of every single person that you've had as a client and reengage them. I gave you both two scripts today that you guys can use as a realtor and a mortgage person. Hey, Joe, it's been a while since we've talked, lots changed in the real estate game. Love to catch up with you and Sally, over a cup of coffee I'm buying. See how I can help you today? Know you're happy in the home that I sold you a couple of years ago. But I want to talk about what else I can help you out with, since the last time we talked them and able to build this pretty big network of resources. But more importantly, I just want to catch up. See how we can help one another out in time this week or next week, either for a phone call or blood to just get together in person for a cup of coffee. Save same thing in the mortgage space. Right. And so to turn this into a system, pick your number. You're going to contact one person today like that one, one past customer. Maybe it's five a day. Okay. But whatever that number is, it's the it's being consistent is what makes it successful. Any questions? No. So time blocking vinyasa, it's just you tweak it. Especially when you have to have kids, right. So like, you know, I couldn't run this schedule. If Preston was not 16 years old. didn't run the schedule. Okay, actually take it back. If I wasn't married, I couldn't run that sketch. Okay. But, you know, everybody has their own unique circumstance, and you are more than welcome. Every single week, or even in between meetings, or send me an email going, Hey, here's my current success schedule. What do you think? You can always bring it here. It's my current success schedule. What do you think? What would you advise me on how to tweak it, modify it? Can we go back and look at your schedule again. Because what I've been struggling with is I sit down and I map out a brilliant stroke schedule and a color coded it's really pretty. And then the shit just doesn't happen. And what I feel like I want to do is put my schedule together where I end up spending about half my time on a schedule, and leave the other half the time open for what comes up. Yep. And it's a perfect, perfect segue. Let me let me describe how my date actually went. So far. Okay. So 415 I actually got out Yeah, 415 I got out of bed about four. I woke up early though, man, I woke up at like three, then I woke up at 330 Then I think around for food between 415 Somewhere around there. Well, let me time out this morning during my time is when I made the modification. So the modification knew I had to get up early because I had to go workout till it was the first day with a trainer. Okay, so I didn't get up early. I didn't go through all of this stuff. I did hit the gym. I was there seven to eight. Okay. What interrupted my morning is I had to go and get my kid. And I had to transport his butt to school because they have a orientation for you know, he's brand new to this particular school. So he's going through orientation from many into 1pm. Okay. Then, by the time I got all that taken care of, I did make myself breakfast. And then I hopped on this national leadership call Well, 10 minutes and 15 minutes into this leadership call. My wife comes in and says, Hey, I want to talk. This is a call that you absolutely have to be on. I'm like, no, they're recording it. So I got off that call sit there and chatted with my wife until 1028 and 30 seconds. I'm like, Hey, we got to I gotta take a break because I got to start this mastermind group. I have no choice because I am the host then and so anyway, I am in this call, I'm showing up 100%. After this probably going to go and resume the conversation with with my wife. And then this morning when I got up, I'm like, okay, my mindset how my mindset works kind of give you an idea as I look at. I don't deal with these other days here. Typically, I deal with today. Is there anything on today that can be rescheduled or moved? So what got moved around was, this right here was not here. Okay. But I was informed by his mother. Okay. I moved back, I was informed by his mother that she has to work today, and she can't drop him off at work. So now I'm having to drop them off at work. Well, this was already here. Okay, so I had to move this to here, because that's not with a client. This is work I gotta do for this client. Okay. This was something I've looked at. I'm like, okay, can this be moved? So I opened up the appointment, I'm like, and now that's the money and said, we generated an opportunity, which is green. Pat Walsh, not going to move that that's huge opportunity. Got to pick up the kid here. So I had to add that kept that. This ultimately it was originally scheduled for for him, I can just can't do it. Until seven. So I moved it here to seven. So that's how I rearranged my day to work. Right? I needed to leave these open slots in between these appointments, just in case I gotta return a call. You know, excuse I got to do something someplace, I gotta eat somewhere. Yeah, right. But this is going to be the rest of the day. Now when I get to tomorrow. Same thing, when I wake up at 530 do this time, when I finished my because I use the Bible app, I go routine that I go through, and I have some reading that I'm doing and the book that I'm following. So right around the 650 mark. Okay, I will open it, I will my computer doesn't even come on until about the 650. Mark. I'm going to look I'm now going to look at the state goes there. Look at my task list and all the things I have to get done today. I'm like, Okay, do I have enough time to get all the stuff done? Okay, if I don't wanna go, Okay, can I move? Can I move this? If I Can I move it? Can I move this? If I Can I move it. And where I get this idea from, by the way, let me show you where you get this idea. I have one other question. While you're doing that, and pizza, you run a task list also. Yeah, and you use Google for a task list or to use something else I use to do list to do is T. Okay? And so this is kind of the mindset that I have when I look at my calendar, and I look at my task list. Okay, it's a there's an actual book called procrastinate on purpose, which is where this book came from, which is where this formula came from. And that is I look at my calendar. Okay. Let me get this out of the way here. So I look at this focus funnel. And I asked myself, can I eliminate it? If I can't, I can't. Can I automate it? If I can, I said, schedule a time to do it. Can I delegate? If so then do it. If not, it has to be done by me. So do I have to do it now? Or today? Or not? I procrastinate on it on purpose. So usually, I'm only left with about six things that absolutely have to get done today. Not 25 things well, I'd say I've taken the same mentality that that's specifically geared towards a task list or taking the same mentality towards my calendar. I look at my day like this wakeup routine time with God and planning the day. Most important work these three things are unbelievable. Okay, shower breakfast can be moved. Good I can do it depends on like I have a physical impersonal appointment where I have to be showered, shaved dressed to the T, okay, so this is not going to get moved. Okay. The only thing that this might be might happen with this is it might get moved to here. Right? Okay. But either way, I'm, I'm the president of this group and I'm running the meeting so I'm gonna change and be ready to go. Okay. And so, you you wonder do you use Alder freight? Or do you use all Google use Outlook at all? I have Outlook, but I moved John pyron.com to Google workspace and my domain everything is on Google. And when did you do that? And why did you do that? I did that Back in 2000, December of 2013, because I had sold my IT company, and I no longer needed to be on Microsoft's platform. So when I opened it company, I was on Outlook. SharePoint, I was a straight up Microsoft guy because everything I interacted with was integrated with Outlook. Right? And I was an anti Gmail dude. Back then, but technology has evolved in such a way now. Where what was the biggest tipping point for me was I took on a cybersecurity company, as a client company called me in VIA solutions out of Folsom. And they do they're one of the top cybersecurity agencies in the country. They do a lot of work with FBI, DOJ, NSA, and Srini, the owner, the why the wife's husband got all up in my grill one day, and he goes, You need to be using Chrome. Okay, you need to be using Google Drive. It's way more secure than outlook and Microsoft really can hack into that. I can hack into your outlook at any point. Okay. I'm like, I've always been told the other way did so right. Then he goes, he goes, Well, if you're on a public Wi Fi, then anything can be. He goes, But Google's security that they have built into Gmail is far superior than ours. I'm like, Okay, well, yeah. I mean, I haven't personally checked it out. But he had no reason to lie to me. And you know, the fruits on the tree. I mean, the FBI trust the guy. Yeah. So they did they do have application level cybersecurity? Okay. Well, I mean, like I said, I have to Google for the functionality of like, it functions so much smoother and easier than outlook. I liked the look of Outlook better. But I have a partner who likes Google. And so I'm letting him pull me into Google, basically, right? Because I've used Outlook all along. Yeah. And actually, if I go back, now, I'm really putting the pieces together. So I sold my IT company, June 1 2013. I'm still an outlook guy. And then I took on a contract, a big contract of building out a national multi level marketing company. Brandon heights, you may have heard of him. He's all over the internet now. But he was a big Google Docs die, right? The whole Google infrastructure drove me nuts. I'm like, I have no idea how any of this works. Right. And, and I was just, he and I butted heads for months. And then I finally said, You know what? I'm going to wonder if I can transfer my email, Jay Pyron to John pyron.com. I wonder if I can transfer my John Pyron domain to be hosted at Google? And yes, I can. And so I migrated. And I'm talking, I had 15 years of Outlook data. And it was a, I would hire professional now, knowing what I know now, because I tried to do it on my own. And I lost some stuff in the process that could have been prevented. Because I didn't know any better. Right? Well, I mean, I don't, he's got a VA that he uses, and blah, blah, blah. And I think I just, I have so much, it's so much easier, cleaner, unless you're part of a corporation. So and I was no longer part of a corporation, right? And Corporation. Okay, so you use a to do list, and you use this basic funnel Elimination System. And that's how you look at your calendar and look at it every day. You do it all on Google. So I assume your calendars always on your phone. Yep. Google integrates with everything. Right. And then your task list is also on your phone. Yeah, to do this is an app that you can get on your phone, your tablet, your computer. It integrates seamlessly with, it'll integrate seamlessly with Outlook integrates seamlessly with Google. So you don't write things anymore. You don't write notes down for yourself. Typically not I have I use a 10x. Planner. Yeah. So I use my 10x. I'll show you real quick, let me get my screen setup here. Hold on. Look, the TEDx planner, and it didn't do anything for me. I've written I've used a Franklin planner for 30 years. Probably After we finished shooting on, what were you saying? Denisa? Good luck. I think it's good that you use something. So like, you know, this is my Kleenex plant. Right? Right. Where it starts is the biggest thing I like, the only thing I really like about this thing is the hardcover. Right. Okay. The other thing I like is, is I write my goals, and my quote, and my targets daily, daily, okay, every every day. And then I actually have a thing of white out here. You are old in because I don't use this thing for my calendar. Okay, so over here, it says date. And it has these time blocks. And I'm OCD a little bit, so I wiped out all this stuff. Okay. And I wiped out that I keep the date only this because my notetaking. Interesting. Okay, so you do handwriting notes, like from conversations or meetings? Absolutely. But I've gotten to the point now, where I only need one page a day for it. Because I'm all integrated with other things. Right? Yeah. But really, it's just like a journal with a date on the top journal. I mainly use this for a journal. Okay. i At some point, you know, like, I bought the real estate thing, right. Part of the real estate thing isn't paid. I think $297 for the webinar, or whatever. And by doing that, he used to give me a tuner $97 credit in his store. So I just bought a whole stack of 10x planners. And but the thing, if I can get this thing, none of these days, I'll maybe spend the money to get it branded and duplicate it. I actually had a client do that. But I liked the size. But I like more importantly, this cardboard. I agree with you. I see. I hear I use a planner. Right. And so I use a planner and a journal. Yeah. And I feel like too much crap, right? And then I've got some and then I try and put it in my computer a little bit a laugh of my messy office, but so like, I have like a planner. So I'll write a bunch of things that I want to get done. I write my schedule, right, and then I look back, I'm going, Dude, you're not gonna get shit done. Now, the other thing I look at is I am extremely consistent with writing out my goals, my quote for the day and my targets. Tell me about that. I am not consistent, okay. With the bottom part of it here, where it's right out my successes and my goals at night. I just have never been able to be consistent with that. So when you say write out your goals, you mean your goals for the day? Or do you write your goals every day? The one year. Now the Goals section of this planner works and how that system actually works is during my meditation, and like I haven't for me, I used to do it right away. But now I have a routine that I go through where I do my scripture of the day, my Bible study portion of it my time with God. And then I sit there and I go, Okay, what do I want? The first thing that comes to mind is what I write down. Okay, as if it's already happened. Okay, I don't argue it. I don't figure it out. I don't set a date to it. I just allow my case god, my brain, my humaneness to feed me what I what I'm excited about what I what I what I want in life. You know. And so one of the things I wrote down here is we have passive assets that exceed our needs. Many, many times over the last several years. I wrote that differently. But the one thing I've been getting very resonated in my heart about what God is. I will supply all your needs, not your wants. Okay, I want you to be content with your needs being met and knowing that they're done Have you met? And it just resonated with me that morning. Yeah. And the other one is like we help struggling couples restore their marriages just came to me, I was like, my wife and I've been through a tremendous amount of struggle as a blended family remarried couple. We truth be told one of the killing each other, you know, but the amount of restoration that we've gone through and the amount of impact that we, you know, the relationship we have now and the impact that we can, that we have on other couples is just it's such a blessing. And so just came to me one morning, I'm like, wow. The other thing came up recently is I delivered to front of the room talks each month, I'm getting back to that's becoming a forefront thing for me to get back to speaking. And then this just came to mind is I have 1 million follower 1 million plus followers on all my social media accounts. Like, okay, like, Okay, what's my quote for today? What am I going to stand for today? And the one thing that came to me is, if God is with me, who can be against me? Yeah. And so if I go to yesterday, or it was like, this was really cool. I was like, that would be really cool. It's like, you know, I give away more money than I currently make in a year. Like, where'd that come from? Like, that actually sounds really cool. You know, suddenly, I make this amount of money this year. And one day, I want to be in a position where I give away that amount of money. Right would be really, really cool. Oh, the other one, the one that came up that was really motivating was like, I am living a life worth repeating. Like, wow. And so in that I can go back year after year, there's a couple of things that that show up every single time. And they're just at the forefront. And what's interesting is every year I've seen progress towards that goal. They're big, massive goals. And and it's gives me energy keeps me motivated when keeps me up in the morning. Yeah. And so this is something that we started off the conversation with Tony Robbins, some that Tony Robbins used to, I've learned from Tony Robbins over the years is keep a wins journal. You don't keep a journal of all your wins. So when you're in a funk, or in a slump, you just go back to start reading your your wins. My case, that's what this writing my goals out everyday has done is I just go back and I read and journal, I get stacks of completed journals up there so I can go back. And it's like, you know, it's interesting is going back and reading stuff that you wrote a year ago, I actually accomplished that shit. Because what happens is you program your mind. Right? The mind doesn't know the difference. And if you see you want something your mind goes to work and goes to town on it. Any question you ask? Yeah. And so when it comes to business, it's, you know, ask yourself, Okay, what kind of mortgage company do I want? Yeah, what kind of real estate agent do I want to be? Or more importantly, is what do I want? Now? How can my business get me to there? Yeah. And so. Yeah, like, I wrote down this goal, this is on. What is the date today, the 14th. It was interesting. As I wrote this goal down, I have 1 million for 1 million plus followers on all social accounts, I have no idea how that's gonna happen. And then all of a sudden, I get into a situation where I'm asked to be a 10 or 12%, partner of one of the top AI Legion or even social media influencing companies around and I'm like, Okay, well, if anybody can get me to a million followers, it's this. This group of guys, I'm like, shit. You just don't know where it's gonna go. Right? But you got to find what motivates what's going to get you to do the things you don't want to do when it comes to sales, and, and it's got to be an enjoyable process. Yeah. So, but that's my that's my advice. It's been a good call today and you guys have helped me out a lot because it's a lot of trips down memory lane. And this is just stuff that I've been doing for 2530 years and it's still the same today. You can't contact enough people to contact enough people, you run enough appointments, you run appointments, you make enough sales, relationship selling. Yeah. And you keep them in the CRM and you go back and you follow up with. So cool. Well have a wonderful rest of the week. Yes, you too. Thank you very much, sir. You bet guys. Have a great one. All right. We'll see you soon. Have a good day. Have a nice day.

Transcript - All right, welcome to this week's edition 10x business owners mastermind group call. This is the first Monday. And so we are talking about marketing today. And as always teach some principles for 510 15 minutes and then open it up for live q&a. But this is the one thing, the one area that I can just tell you just from working with hundreds of business owners now it's the weakest area most business owners hands down beyond a shadow of a doubt, probably 90% of the business owners that come to me and get referred to me your strategy session. Marketing is unless they're a marketing company, obviously, this is one of the weakest areas. Because it's a mystery. To understand marketing. Now, the one thing about marketing is this, it's all about attention, it's really all marketing is getting attention. And the more attention you can get, the better. So it's a quick story as I was in my locker, and a brand new member that had joined our low tip group. Advertising specialties they make stuff well he, he himself is full time in the Air Force, he's going to be in the Air Force for another seven years, okay, his wife is full time in the business. And after talking with them, and doing the strategy session with them. I just told him, he goes, he goes, let me refer you to some three of my friends. So he refers me to these three guys in England. And I do a strategy session with them yesterday. And one of the things that we talked about is marketing, okay, you're starting a business from scratch, okay. And right out of the gate, you understand you got to get attention. The reason you need attention is because if I don't know you, I can't give you money. And in today's society, you're not going to get the attention that you need with one post a week on social media. Okay, you're not going to, you're not going to get the attention that you need to grow your business, if you're contacting one person a day. Okay? Until you are, I'll tell you what my mentor told me a long time ago, and it's something I continue to do myself, every time I start a company or every time I help a company start until you are absolutely 100% buried in business. You're the marketer. Okay? So you have to make it a habit of getting attention for your business every single day. Because your business operates on, you know, it's just like a human being the human being operates on oxygen and air marketing to a business is like areas to a human being. Without it, you don't achieve anything else. It's the top part of the funnel. Nothing happens until you get the attention that you need. So with that said, let me give you some step by step stuff that you can take action on starting today within the next hour right after you get off this call. And that can become a system for you. Two things, okay, the number one way to get attention without spending a dime, okay, is called power base if you're a part of this mastermind group, so if you go to the Dropbox folder under the folder called resources, you're gonna see a folder called power base strategy. And my client back in Sonya Benson who is on the east coast, Jack knows Sonia. She paid paid me for a strategy session. So I did a strategy session with her. And I taught her power, she had 853 active clients, or 853 clients are gonna last two years. And I said, What are you doing to keep in touch with those clients? She goes, Well, you know, I'll call some of them. I know we need to get a system in place to contact these people. So I said there's two things that we're going to do. Number one is we're going to run a power based strategy on them. And then we once I get rid of this This spring thing, we're gonna run a power base strategy on them. And so I says, she calls me back about a week later she goes, I think I need more coaching on this power base thing as it relates to clients, because there's there's couple different power bases, you got your family, friends, colleagues, people that they can be high school, people, college people, you know the person that beats you up in school, okay, that is part of your power base that was on the personal side, on the business side, its customers, past customers and prospects, in her case, the fastest path to cash. And in your case, every single one of you on this call, the fastest path to cash is your business power base. So I basically said, Hey, I will, I will give you another strategy session, but I'm gonna give it to you for free this time, because we only need about an hour. But you're, here's what I'll do. Let me record it. I'll send you the recording. And then I get to use it, to give to future clients to train them on this process. Because you have 150 Something clients, she said, absolutely. So when you go into the resource section of the Dropbox folder, and look up power base, watch that thing. Download this transcript, there's otter transcript, lip sync the crap out of that thing. And until you have until you have mastered that, now, here's why I want you to do that. Anything you want, in life, anything you want, in your business. First, decide what you want. Go and touch it, get a picture of it, feel it, it's a car, go test drive it, okay? Make it real. Once you really are clear, hey, I want this item. Or I want this lifestyle or I want this trip or I want, you know this, whatever. Okay? The more real you can make it visually for yourself where you can visualize you being there, doing that thing, driving that car, being in that house, being in that relationship, whatever that is for you. Getting clear on the vision first, that's what marketing is. Marketing is helping a process a prospective customer, visualize doing business with me. Okay, visualize solving their problem. Okay. So once you have that down, once you once you really are clear on what you want, the next thing is, is you need to go find someone to pay for it. And I'm going to go ahead and mute everyone real quick. Because occasionally, there's a little background noise. You go and find somebody to pay for it. And from now on in your business, if you operate that way, your business is always going to be profitable. Okay. And the strategy I'm sharing with you the power base strategy is the answer to that question. Okay, I sit down when I was setting out my August goals. I have we're going on a cruise sometime on the 24th of September. Okay. And I totally forgot about it. I'm like, Oh, okay. So she goes, we got to make the final payment for the cruise. Because I guess we booked this cruise back in January. Yeah. And my wife goes, we need to make the final payment for the crew that was only like, the final payment was only 400 some bucks or something like that. And I go right, can you EP Are you gonna go we're gonna find somebody to pay for it. Right? Cuz that's, that's how my wife and I that's one thing I taught my wife when I met her is like, I don't pay for Jack out of my existing money. I just don't. Okay, because otherwise it becomes easy not to stretch. And so I went out and found somebody to pay for it. And then she actually no, she went out and found somebody to pay for it because she ended up booking a booty call in a day of coordinator thing. Okay for weddings, because that's what she's doing right now. And so she's like, okay, great. So, but here's what she did. All she did was powerbase she's picked up the phone called a friend of hers. Hey, how's it going? You know, do you know anybody that is is considering getting married. Do you know anybody that has a wedding party plan? And, you know, and she went to her Facebook group and started helping you know, she's there's a thing called brides on a budget, I guess it's a Facebook group started adding a ton of value there. Okay? But ultimately she landed the deal. Okay. So your business power base makes it even easier. And so if you go and I'm not going to take up too much time on today's call, because I did an unbelievably excellent job doing this with Sonia and she roleplayed it perfectly. Okay, but just go watch that video exactly how I told her to approach her existing customers and her past customers. And if like Michael, the nisa, Josiah, Kevin, all of your power base people, okay, all of you can feed each other business. So I would highly recommend you learn this principle together and roleplay on one another. Okay, leverage the power of roleplay. And Jack, you and I will roleplay this as well. Okay, and so, but practice that before you go call your customer. And I don't call your customer cool, by the way. Don't practice on your customer. Okay. So if I wanted a referral this week, because I just had a client meeting this morning, and he goes, he goes, Hey, I got the the other two businesses are going really great. And just third company that you're helping me build, I want to put that on pause for 30 days, and like, okay, no problem. But what that's going to do is it's going to open up a slot in my coaching program, because I only work with 12 people at one time. Okay. And this customer, I gave a strategy to Session Two, Yesterday, I talked about hold a slot until Tuesday at 5pm. They will make the decision about the contract. Tuesday at 5pm. That window close. Okay. Now this is the benefit of doing great marketing because I have a full pipeline. Okay, I lose a customer, I can replace that person in 24 hours. Okay. And that's why marketing is so important. Even if it's just a little drip. Okay, so important. And so basically, he's not going to have it open, but I was sitting already going through my mind. I'm like, Okay, who am I going to call? Where's my cart? What did I do with that thing? So I sit down. And fortunately, I did it anyways. Because I started thinking of it in my head. And I'm like, Okay, well, obviously, I'm gonna have an open slot and I need to replace it. I just gave myself a raise, because that guy is $3,000 a month, and my new rates $4,500 a month. And so I'm like, I'm getting myself a raise right now. Because he's going to open up a slot. And so Okay, well, I gotta market. I gotta market i, okay, what's the easiest, most fastest effective way for me to get another client? It's my power base. It's contacting existing customers, past customers and POS. So I make a list of 1234567 eighths. 910 1112 Jack, you're on this list. So I made a list of 12 people that I know, have my client, or they No, my client, my potential client. And all I was gonna do if you go to my calendar, I booked a time a slot now. Because already booked and I'm gonna keep it anyways, even though he's here he is secure in the spot. But between 330 and 4:30pm I am making those calls. You get back to my screen here. And all I'm gonna do is I'm gonna call it Jack. Yeah. Jack, do you want to roleplay this with me real quick. So we have an audio recording in this group session so people can ask questions. Sure. Okay. So I've already laid out the scenario. Okay. You're answering the phone. I'm calling you. Because I'm first I'm going to text you hey, I need about 10 minutes of your time. And Jack is gonna say yes. And Jack is on the east coast. So at 330 I'm calling Jack at about 7:30pm right now jack that is available earlier than I'm gonna call but basically go ahead and answer the phone. Hey, John, how you doing? You know, dude, I'm great, man. How about yourself? Any better? I'd be twins. Here you go, buddy. Hey, you got a quick second. Yeah. Okay. So hey, I had a client of mine this morning. They're going to do a 30 day pause on working with me. And that's just going to leave Have an open slot in my coaching program. And so I'm calling you I'm calling a bunch of the people that deal with business owners. And so just out of curiosity, who you don't know me, you know my personality. Okay? Who do you know, in your group? That if you said, hey, you need to talk to John, that they would consider it a value if I actually reached out to all right, my personality, you only because you know me, you know, I'm going to help them whether they work with me or not, I'm going to give them a bunch of stuff for free. Who do you who in your client base can you think of that would benefit from just a conversation with me? Sure, I got I got a couple of yours that come to mind. Probably gonna, I could reach out to them and see, just like you said, you know, I've sat and I got a couple people I think might be of a like mind with you that can sit down with you. Just give me an example. What's the first name? You haven't seen the last name or company name that you Sure? I think my buddy Craig. I know he's still getting started in his current business. But I think you'd benefit more from little more coaching. himself a little too busy. It was quick do it he says a financial kind of financial advisor, but for people who want to do it themselves to kind of guide them along that. Okay, cool. I've had some success there. And why do you think Craig would be a fit for me? Cuz I think he's got big goals and he wants to move on to being a manager of another area. And I think that to get there, he needs some some guidance on how to go from where he is to where he's gonna go. And as much as books and audios are good. I think when you get another person, I think that's a little better for some people. Okay, so I'm gonna go off script for just a second. I'll give you guys some hacks, some expert tips here. Okay. My next question is going to be very important. Okay. So you don't quit for how long? We'll call it 10 years, I think they might be longer actually. Kind of 15 years, I guess. So I can have an idea of how to talk to him and how to approach him see more of an outgoing person or an introverted person is definitely an outgoing person. Knowing, okay, when he walks into the room of any networking event, you probably have been around him when he's in a group environment. Is he flashy? Is he like the person that likes a lot of attention? Or is he more like one on one with someone? I'd say more flashy, but he knows how to pull it back. He actually spent a lot of time in the liquor industry and did really well. No reason he left there's just wasn't a long term life like schedule that he wants to live through. So he would show up to events in a red suit. I mean, you can see the guy from space and but he but he knew how he can confidently walk around in that too. So I think he really knows where you can draw attention, but he's really good at pulling some aside and have a candid one to one. So the two of you were in the room, just yourselves. Who would you consider more successful? Mentally? Way more successful? Hmm, I don't know. Maybe myself, but I don't know by a longshot here because he really is very ambitious. Never settled kind of guy. He likes to go after big goals and big things, right? Yeah. Okay. We're both chasing pretty high goals. We actually talked about some of that. So now I know that this guy is going to be a high D or high personality, okay? Most likely going to be high. And the flashiness, the red suit, things like that. You know, I'm gonna approach this guy in a certain way, when I talk to him, I'm gonna pay attention to his energy level. Pay attention to how he talks. Real quick question, Jack. Does he talk fast? Or does he think before he talks? I'm gonna say talks fast. It does think but I mean, one stories. Yeah, he's a story guy. He's He's a jersey guy, though. So he's ready to jump into the conversation at any part and see where he can relate and come in. So now I know he's a high. It's not a high beams man is not icy? Because high eyes talk a lot. High Ds are outgoing, but they're straight to the point. Okay, they're more telling, not storytelling. Okay. So now that I know this, okay, and let me make some homework for myself. I'm going to drop a bunch of advanced I'm going to create a whole new folder called TTI training in our Dropbox X folder. And I'm gonna give you guys the entire farm, I'm going to give you guys some advanced training of this stuff. This is how you go from a 40% close ratio to a 90 plus percent close ratio. It's all about understanding the personality type of the person, which tells me how to communicate with them, how to approach them, how not to communicate, okay? And when I can connect with them, and speak the same language, that conversation can go anywhere, they can either become a customer, or they can lead me to customer. Okay, so now the only thing I would do with Jack is to close that go, hey, well do me a huge favor, if you can, calling. The gesture offers, okay. It's not just me. Looking for a new client to work with. And he's interviewing clients right now. Yeah, John, you froze for a second there. So I think a couple of missed the last 15 seconds. What he said is my internet connection was unstable. So what I would do is I would contact Craig and say, hey, my mentor, John Pyron. I'm in a mastermind group with him. Let me know this morning, that your case this afternoon, that he is got an open slot coming up in his coaching program. Okay, he's actively looking for somebody to work with. And I thought he asked me if I knew of somebody that would resonate with him that he would be able to help hit their big goals. And I thought to you, okay, I talked to him about you, and he's open to meeting you. Do you mind? If I do an email introduction to the two of you? He's gonna say yes. Okay. And then I'll just take it from there. Okay, so, but that go back when you guys get the recording, okay, and you get the transcripts. Okay? The reason I do that SOS fluid, is because I've done it hundreds, probably 1000s of times, anytime I want a customer. Okay. I go to my power base first, that is the first place I go. And right now, I would say probably 100% of the time this year, I haven't had to do any other strategies. Okay. And because the more you do it, the more you you master the deal when you're in real estate, or your handyman service or you're in it, the Holy Grail is adding contacts to your database every single day. And you do that with marketing. Okay, I want the contacts in your phone. Okay, I want the contacts that my friend has that my associate has? Because they know people I don't know. And so if you use the script that I just did the roleplay I just did with Jack. Right. And I have to think back when I was starting the business I have now I started from nothing. Right? And literally, you know, brand new business brand new industry went from the IT industry to the coaching completely separate businesses. Okay. And, number one, I worked with a mentor. Okay, that's always going to be my number one. Number two, is I laid out a plan and I go, Okay, from eight to five, Monday through Friday, that's when my customer is going to be available. My potential customer. I am going to protect that time. I talked to my wife. I talked to my kid, which we'll see he's six teams, so he was five and a half at the time. Now try to control a five and a half year old. That's interesting, but I told him flat out I said, when this door to my office is close. You don't knock on the door. Okay, under any circumstances. Unless the house is burning down. You go talk to mom, or you call 911. Okay, because if I don't focus, we don't eat. Okay? If I don't focus, we don't succeed as a family. Okay? And that's just the mind, the mindset I've raised my kid with. And so as a result, you know, he did it a couple of times, obviously. And then I had the overtime he understood because I started saying, when Daddy gets a new customer, Preston gets to get a goal that he puts on the fridge. Okay, so once I started having him put his own pictures of his own goals on the fridge, he left My daughter loves. Okay. So, and it taught him a very important skill. But there was all that was the only way. Because I could yell at him all I want. Yeah. But all he's basically saying is something else is more important than him. And I didn't want to instill that into his head. But once I tied it to his needs, okay, he's like, Hey, how many? How many appointments Did you set today? Oh, he calls did you have a, Hey, when are we going to Disneyland, you know, and so, but it all comes down to marketing. So when you're starting off, or you don't have customers, or you're not completely maxed out, you've got to do it in the structure. And its revenue producing activities. What are the revenue producing activities, taking care of an existing customer, that's number one. Number two, taking care of a prospect that I have an appointment with. Number three, setting an appointment to talk to a prospect about my business. Number four, if I don't have enough leads, it's going to be marketing and generating leads. Once I have enough leads, you only need 200 qualified leads. Okay, in the Dropbox folder, there is a section called sales process training. There's a sub folder in there called appointment setting, there's a system in there that I have used, I invented in 2003, because I didn't want to make cold calls. And it basically creates a crock pot that 200 leads, it's called a marketing Touch system. It is the number one system i i is my go to system, every time I started a business, if I was going to become a mortgage person, I would do that system, if I was going to become a real estate person, I would do that system. If I was a handyman, I would do that system. Definitely the it spaces I built for businesses in the millions of dollars with that system. Okay, and I can't work 1000 leads successfully, I can work 225 a day for eight business days cycles, and then rinse and repeat. Okay, and I lay it out step by step in there and how to do it. That is the best marketing and appointment setting system I've ever used. And, and will continue to use if I ever started another business. Okay, so power base, here's the homework, go through power basics, call each other and roleplay with one another. What's gonna be funny as heck is what you guys talk about next week, when we show up to this call, because Michael is going to call Josiah Josiah is going to call Michael or Vanessa, the four of you, some of you are going to feed each other referrals this week. And it's going to be funny because Josiah is a very popular handyman and he's damn good. And I guarantee you he can introduce the two of you, the realtor the two mortgage people to someone this week. I guarantee you, the two mortgage people and the real estate person, okay, because I'm doing this for the recording because we got a couple other people are gonna listen to recording are going to be able to feed joke business. And then all of a sudden, it's going to go back and forth and back and forth, and back and forth. And every single week you guys are going to feed business back and forth. Right? Because even though Joe is in a networking group with me, okay, unless the mortgage person or real estate person in that group is doing the same thing with Josiah, he's probably going to do it with the person that gives him the most business. Okay, so, go for it. Jack and I are going to do this this week. And we're gonna come back next week and we're gonna report on the results. But this strategy for marketing will create everybody referrals this week also how to go and contact your customers. Okay, so I hope that's been helpful. I'm going to open it up for q&a. And if you want to talk about this, you need clarification. Or you just want to talk about something else because it's a mastermind group. First come first serve who wants to go first. So I always thought this is a funny thought I had use years earlier when I was a young professional that I had the comfort and competence saying that if I had to move out from any of the companies that I was with when I was younger, I had no problem or worried that I'd be able to move somewhere and start over again. And friends family Oh, how can you do that? You're so young, what are you going to do? And I said I know the relationships I know the network I've built I know that I can start there and build up from there so it didn't matter to me and I genuinely wasn't nervous that if one door closed that I couldn't open or start or create my own door to open for next part but it really does come to power base and every time I rethink this and rewrite this list I think at first something and okay I've got I've gotten you know six people on this power base then thing that's that that's not enough. I need to increase this because I need to find more people that'd be can be a reoccurring parts of this that can sit down with and I have started to get more frequent on scheduling those and making sure that I'm having reoccurring conversations with these people too. And just if if I don't hear from more for a while, some of these people, I might just stop in and just drop into their office, because that's the kind of person I am. And that's also what you can get with jersey, just hey, I'm here, you want to sit down I had a client of ours, showed up to and I heard him for a while. And he said, man, just so busy, it's like, Well, sounds like you still do lunch, right? You got you got to some time to eat. And him and I went out and found out that he actually needs a lot of help with a lot of it compliances too. So he was busy and too busy, too busy to reach out to me. But when I showed up there was happy took that took things off his plate. And I actually found a way to earn that time. Because now he wants to sit down with me the next time I reach out to him because it's not just self serving, it's not just me trying to pitch something to him, he knows that we're able to benefit each other. And that's another part that was one of happen if I didn't feel like at some point, just kind of show up there for that one. But again, this base is really important to know that you can take your your skills and transfer them. That's why you can do it for doing again and again. And it Yeah, it's uh, it's amazing. Like, I went out and had breakfast with a client of mine this morning. And what's funny is I'm brokering the sale of my other clients business to this client. And so it's kind of having to walk that tightrope between the two, because I have to represent both sides. And it's kind of interesting. And so when I get out of the meeting, I'm coming here, and I call my other client who's selling and he goes, Hey, what's the sale goes through this new job that I landed, is like the, the my dream job, like, it's a big fortune 500 company. And, you know, they brought me in at the top pay scale because of my background, but I got a commission component to my deal. And so, you know, I'm gonna want to, you know, do a strategy session with you. And, and I was very fired up with him, because I've worked with him now for two years. And I'm like, Dude, it's, if you want to get a head, start on that, just make your power base list, create your poi list, we'll get together, we'll take your compensation plan, we'll put it in an Excel spreadsheet, you need to decide how much money you want to earn. And then we're going to reverse engineer it. And you're going to know what to do every single day, every single week, every single month, and you're gonna hit the goal. I said, it's no different than what we've done before. Because like he just started the business he's selling a year ago and is now having to sell it, but it's the same for all of us. You decide what you want. Now, if you want, you know, if you're already super, super profitable in your business, that could also be a detriment. Grant Cardone released a book called The Millionaire booklet. He wrote it in like two hours, got all inspired one day, and came back from a fundraiser and nobody could meet helped meet the goals. So he had to write a million dollar check to help them meet the goal. And he's like, I cannot believe people. It's so easy to become millionaire. So he sat down, he wrote a book called The Millionaire booklet. Well, one of the things from the millionaire booklet is, keep yourself broke. When money comes in, take the money, funds, your business funds, your personal lifestyle, the rest of it goes into a sacred account is no longer allowed to be touched and now you're broke again. Okay. And and that is going to force you to hustle. Right? And so, I think it was yesterday. No, it was this morning this morning. I'm like, one of my clients was supposed to pay their bill. And they didn't pack and he's like, man, you gotta give me cell Friday and blah blah blah or whatever. Right? I don't care. Yeah. And my like I said, my number one rule is like I don't go and grab existing money man, I stay broke. CARDONE taught me this and I have made it so much more money sense. And, and so I'm like, Well, shit, it would be easy for me just go to the bank. Transfer the money. not miss a beat. Now, but I'm like, You know what? Because for me, I make clients pay for shit. Okay, like, this guy that was supposed to pay me that that is supposed to pay certain bills because I am paying those bills. He's paid. Okay. And I'm like, You know what? Mike Sasser, you told me a long time ago. Your income is not allowed to ever go down ever. Okay. And the Grant Cardone taught me how to be broke, and actually be okay with it because I have some serious trouble childhood trauma from being poor and broke. It took some emotional growth to be able to actually make the strategy work for me. But I'm like, Okay, well, let me do it. You talk to God, I'm like, You're responsible for it, not me. I'm just gonna show up and do the work. So I made my list. I got my list right here. Yeah. And I'm going to call these people. And I'm gonna, I'm gonna not only land some new sales and some new clients, but Mr. client that didn't pay me on time might not be a client anymore. Okay, so. So here's the point of the thing. When you know how to do power base, when you know how to do poi, when you know how to do the marketing type system that hitting believe I haven't even shared that with you guys. The marketing type system is the holy grail man, when it comes to marketing. It creates a marketing consistency in your business. It would like I have taught it to 1000s of real estate people. Okay, 1000s of mortgage people. Okay. I taught this to exp when exp first started. Okay. Me and Steve Harper developed the first training program for exp. Okay, I trained Brent goes team on this system. I trained Marguerite crystals team on the system, I trained Tom Dave's and his team on the system. And all of you locally know who I'm talking about. Okay. So this system implemented, you get to show up here on this mastermind or text me in between and go is my system set up? Right? Okay, but I promise you this, you do this system, and you'll have more more freaking business. You even know what to do with the challenge of this system is is I I've had to shut it off many times because it creates too much business. And I didn't want to hire somebody. Okay. But now, yeah, well, Sonia, Sonia out of the Philippines used to manage the system for me. Yeah, because I didn't want to do it either. But COVID Hit internet script. Now, I think I'm gonna relaunch it again. But do the system as its laid out. Okay. And again, it's in the Resources folder, under sales process training, appointment setting, okay. And you can I use less annoying CRM for it. Because when I was doing it, personally, I needed to get the entire first part of it done in nine minutes. I didn't want to spend a half hour doing this crap every day. And so I chose a CRM, that's not my primary CRM, but it works for this system. Let me show you. Let me go into drive real quick that we have it on the recording here and show you exactly what I'm talking about. Get my screen set up and I'm gonna share my screen share your screen to boom, guy, and under business owners mastermind group which you all have access to. And you go to Resources. And you go down here to number seven sales process training by John Pyron. Under appointment setting, how to set up your marketing tech system step by step video how to actually do the marketing Touch system. Okay, step by step, okay? If you find because I'm sure they updated their systems since 2015, I still use that CRM, even today. It's gonna be if there's anything that's changed about it, and you would like me to walk you through setting up your own system, and you allow me to record it and use it like I did. My grant, my buddy grant Perry, back in 2015 wanted me to set the system up for him. And I said, I get to record it. And I get to train 1000s of people for however long I want. He said okay, so that's that video is me setting up his system from scratch. Okay, and then how to how to implement, okay, so there's no reason you can't succeed here. If you find that you get stuck, let me know I'd be more than happy to hop on a call with you and I get to record it and I get to use it as a training module. But at least you get the system set up the way you want it. It's a win, right? But what's the System Setup? Dude, I swear, do you have an ISA sorry about that, what's a system setup dudes and dudettes, okay, then you just implement this thing. And it's the consistency of the marketing, the appointment setting, all the stuff that will produce that predictable result. Okay, marketing is all about consistency. Who's next? Had one other thought it also deals with that power base, it's also important to realize, and this is a conversation we had the other day, when someone's not trying to be a part of that parent base, I sat down with a person who could write cyber insurance. And it was apparent to me after sitting down with them, that they were only looking for it to be a one way street. So your power base, learn to know that you can play hardball with some people, but if it's only going one way, especially for your industry to for anything, real estate, it's only going one way and they're not trying to, you can let them know there's someone else, there's, there's always someone else who does the same thing you want to relationship, and you want to be something where we both benefit it but if it gets to where you try it out, and it doesn't come back to you, you can let that person know you're going to move on and find someone else that will reciprocate and they'll lose out on their own business as part of that. salutely Any comments, feedback questions about what Jeff just said? Any one other thing was Mario case, we talked about power base talked about poi and talked about marketing type systems. When it comes to marketing, and literally make getting, if you don't have your name as a domain, I would get it. Okay. So Lisa lam.com Give it a go because you can redirect it to wherever you want. And but you never know down the road where you're gonna want to use that. Okay. And you know, if you go to 10x Consulting Group inc.com, which is my corporation, it forwards to John pyron.com. And, you know, any other any of the other companies, so, having your branding down, having a good solid call to action on your website is going to be very important.On the CRM, you just use this less annoying CRM just for this one strategy or use it for everything. Mostly for it's just that system. Now I've used it for pipeline management, I've used it because it snaps it snaps in seamlessly with MailChimp. Okay. And so when I was using doing email marketing, I use MailChimp in it all seamlessly works. But when I was building my business from scratch, I needed the fastest path to success, and the least amount of expense. So if you use the affiliate code, actually, I think I have a new affiliate code, then you get it for free for 60 days. And then it's like 10 bucks a month afterwards. Give me one second, I'm gonna I'm gonna post the affiliate link in there. But yeah, I used to, I used to use it every single day. And built built, built businesses very quick. Every every client I've taken on it doesn't have a CRM and I work with one on one. I started them out with this year's another CRM in addition to this, currently, where do you use just now I still have less annoying CRM. And I have a digital marketing agency that's out sourced that does all of my blogs and newsletters and email blasts and they use Constant Contact, they don't use MailChimp, or they don't use. So I've had to carve off a list of them. But I personally have I don't I'm not very active in listening serum right now. Because the referral systems I have in place, I get more referrals every week than I can even get to. Okay, I get an average of three to five referrals a week, like clockwork. So a lot of that should go into my CRM. And one of these days it will get put in there. But I'm too busy meeting clients and closing business right now that I don't really care if everything crashed, if I decided to start a new business right now, or for whatever reason, you know, half my client base just fell off the planet. You know, something major happened. My very first thing I would do is go back to my database relaunch my systems and go, I've been through I've been through three economic disasters the.com bomb, the 2008 crash and COVID. And every single time I relaunched that system right away. Oh, like clockwork, yeah. I relaunched power base poi and marketing type system, and I don't do anything else. I cancel everything else. And unlike a machine, and I'm like, oh, and so and it works every time. So when COVID hit this was the number one strategy I read. One of my clients went through only had one client go out of business, when they were brand new client and 90% of their, their clients closed their doors. So they went out of business. But all my other clients We got the power base poi and marketing dispatch system. And every single one of them grew during COVID. Because it's a high touch, it's high touch, high touch, high touch, high touch. And it's referral based marketing. And it's, it's a big, it literally takes the law of sowing and reaping, and puts it on steroids. Because if you follow the system's how I've taught it and how I've laid it out, you're the biggest server you're calling me on Hey, Kevin, what's going on, man? John Pyron? How can I help you, man? What is the biggest challenge you have right now? How can I help you? Okay. Well, if you can find somebody to come out and pick up the dog poop out of my yard, you can help me Hey, man, if I bite know somebody that does that, would you want me to referral? Absolutely. Now that they've helped you, I'm gonna be able to ask you for your help. Okay, and if you can help me great, if not, you probably know somebody, you know. But that's why that system works. The less annoying CRM The reason I like that is because it's simple to manage. It integrates with Google, it integrates with Outlook and integrates with any system out there. And it's just simple. Okay, that's why they call it less annoying. CRM. Yeah. And so there is a think the affiliate link is still good on the one that I shared with everybody. You see, refer friend, where's that refer a friend, here we go. Boom, copy, chat. I promise you this. And it's easy to it's easy to migrate, like I could take context of my Outlook, I can take it out. And whatever system I have, I can throw them in here just specifically for the marketing type system, and nothing else. And and be successful. The reason I went with this system is I've tried Salesforce, I've tried Goldmine, I tried. Zoho, I tried all kinds of other systems is just too many clicks. To get it done. And the fastest, I've been able to send out 25 emails. Without it being an email marketing system is nine minutes and 36 seconds. Because it's already pre is just how the system is set up. So it creates a simplified system that you're allowed to be consistent with. And the key is being consistent. Yeah, and adding a tremendous amount of value. And you'll see what I'm talking about once you go through the training. And if you guys want to spend time on next week, or, you know, if enough you go hey, man, you know, I need some more clarification, we'll set up a different call outside of this, I want you guys to be successful with this because this this is a money printing machine. This solved my problem in 2003 from having to make 300 cold calls a week, I hated that freakin activity more than I'd rather go get a root canal. Okay, and I'm a high D personality, and I'm a master sales trainer. And I hate cold calling with a passion. Okay, nothing pisses me off more than wasting time. Okay. And so, if you look in that folder, there's a training in there called the deck of cards distinction. Because in order for me to psychologically get through making cold calls, I had to have a deck of cards in front of me, and I had to shuffle them constantly. And I had to constantly remind myself, I cannot find the ace in here without flipping over all the cards. But there are four aces in here and I have no idea where they're at. All I can do and all I can control is picking up the phone and dialing the phone number. Okay, I can get I can get a person on the line. Or I can flip over a card and it's a jack of spades and I can sit there and argue with that card all I want and try to turn it into an ace of spades and no matter how much beg try, it's not going to become an ace of spades. Okay, it's better for me to identify it's not an ace of spades as quickly as possible. Turn the next card over. Here's a serious here's the analogy. It's easier for me to identify the person I'm talking to is not a fit for me and hang up the phone and dial the next number in it is for me to try to convert that person into being the right person. Okay, and so and cold calling is not sales, okay? People confuse that cold calling is marketing. Okay, so marketing is that are getting attention once they say yes, I agree to have a 10 minute phone call with you. Yes, I agree. Now sales kicks in. Okay, so if I'm in marketing if I'm in or if I'm in mortgage if I'm in real estate if I'm a handyman if I'm in it all roads lead to a 10 minute phone call. If I had to pick one thing I've learned while Steve Melbourne is on top to me, May 17 2015. The number one thing I learned from that guy is stop spending time with people that are not a prospect. Okay, give them 10 minutes, but no more than that. Okay, qualifier. So, even in the mortgage person Hey, Joe, this is Michael, well, mortgage person I got your information from Joe or Sally Smith. I was at Granite Rock grill, I saw your card there, I wanted to get a hold of you. And I see that you're a landscape company. I'm in I'm in the mortgage industry. I might have some people that can refer you to and vice versa. Do you have time this week or next week for a 10 minute phone call? I'd love to get a chance to know you better and see if there's anybody in my network that can benefit from your products and services and vice versa. Do you have time this week or next week for 10 minute call? That is going to convert it 91% Because you if he says no. I've now verified he's stupid. And I don't want to spend any more time with him anyways. Okay. He is going to say yes, because oh, there might be something in it for me. Okay, so I get him on the phone. If I can't get 10 minutes of a person's time, I can't get to know okay, they can't get to know me and I know that this is going to work for all of you because nobody else is doing so and all of you can succeed with this. So role playing this with one another. Okay, I see that Jack had a drop off because he's got another appointment but the four of you are power partners. Like the four of you should literally get together on a regular basis and roleplay was one of them. Yeah, sharpen each other skills you both all of you will refer business every week back and forth. So all right Jack, this chat window Yep, though 230 Gotta go by great okay, yep, I'm gonna go to so hope this has been valuable we're gonna have to have the recording chopped up because I a little bit because they shared a bunch of CARDONE stuff in there that I don't want to out there anyways, have a great week guys, I'll talk to you later. All right, well the recording before I let you go the recording of this call will be put in the Dropbox folder for you guys regardless. Okay, in the part on the on the cardinal stuff will be there. But personal do it later on today. So, alright, I'll talk to you guys later. Thank you. Bye

Transcript: All right, so today we are, this is our fifth Monday of the month. So this is gonna be more of a quarterly business review, mastermind group, Strategy Session, etc, I got a very specific couple of things that I'm going to go over. And then we're going to open it up for live q&a, we'll stay on this call, I've got our normal hours set aside, but also got room beyond that. Everybody wants to stay on and strategize for their quarter. But that's our agenda for today. And so let me get my screen set up here. And go ahead and mute you guys. Okay, all right. So the Okay, so every single calendar quarter. For as long as I can remember, I've got a process that I go through. And I like the last. You know, it's different for everybody. Like, for me, it is the last day of every single actual calendar quarter that I do this. And so but for the sake of this group, we are reserving the fifth, Friday, or the fifth Monday, the fifth, you know, when there's a fifth meeting of the month, or the end of our calendar quarter. Okay, so it's, I plan on doing this group for probably another 1520 years. As I'm probably going to even switch my own planning that before the, you know, this particular cycle, because there's a very specific thing that I go through. And it has served me well, I learned this. Actually, I do you know, when I started this, this was in April of 2009. I had built my IT company to a point of doing $1 million a year in revenue. And there was an organization back then called Heartland Technology Group. The original group, the original founders were Arlen Sorensen. Arnie billini, who was the founder of ConnectWise, managed services and ultimately ConnectWise, the PFA tool, Eric Simpson was a part of that group who founded the MSP University. And I think there were two other people and they started HTG. So Armand Sorensen's one ticket, turned it into business, grew it to 37 mastermind groups, and I think 16 countries at the time, and I was part of HTG 08. And so that's how the structure was. And the thing I really wanted to do with this maximum I group is kind of take a lot of the stuff I've learned from that mastermind group and bring it to this group. And so some of these forms that you're gonna see things like that are things that I learned and I got through there, in order to even join that group, you had to be a million dollar business had to be at the time a managed service company, largest one in the group of 18 and a half million, the average MSP was $4.5 million. So the association alone was, was stellar. I mean, I, I, there's so many things I got out of the group. But really, the association was number one, being able to associate with successful people, upwardly mobile people, and that's one of the things so a lot of you are going to be listening to this recording. And so that's one of the things it's like, when people join this group, you know, we're maxing this particular group of 12. And the only way a spot once it gets to 12, my goal is to get it to 12 by the end of the month. And, and so I want to get there by the end of the month, because why not? I haven't even really focused on doing it. But it's, we've got a second mastermind group, we want to start in September, and that is going to be okay, you're already at $100,000 in personal income, that means that your business revenue is income in your pocket after taxes, everything. Once you hit that level, then the next group that we're starting is, is you're at that level and you want to get to a million dollars a year and top line revenue. And so we want to we're going to start that probably September one and I say we because I'm finalizing a partnership with one of the top AI companies, digital marketing agencies pretty much in the country, he and I have decided that we're going to actually form a business together. And so you're in the area of Aneesa. So, Adrian Boyle, he runs Adrian agency. And he has Lee Butler, and he is digital manager for content at scale. So he and I share very similar values, and that we want to help small business owners. Both of us came from very humble backgrounds, we both have made lots and lots of money, but lots of businesses and had it all crumble, and they had to rebuild it. So we have very similar values. But the skill sets with the two of us combined, just gonna make this call even more valuable. So my goal for this is to help everybody here really take their business to whatever level they want. But every single quarter, it's important to take the time out. Important to come in and, and really look at things. And so in the Dropbox folder, I uploaded there this morning, a thing called a quarterly business review template. Feel free, you know, in your case, Jack or the other people that you're listening to this call, feel free to take this document and make it your own, do your own quarterly business review with your own clients. And feel free to use whatever you want here. And so really, when you're coming to the table, this is what we were required to do every single quarter that we came together. And for us, it was two days, we had to fly in the night before it was a welcome dinner and then two full days. Well, one full day, from 8am till 8pm. At night. The only breaks we really got was to check our email and go you know, change but it was a working lunch working breakfast working dinner, Happy Hour was mandatory, etc. And you get to know somebody in that timeframe. The second day, we went until about 4pm. And then at the end of the quarter, the end of the two and a half days or two full days if you math. They handed out flips MLS sheet of paper and had every single business in the room, they Max they met. It was a max of 12 business owners and they had a facilitator in this group, it's going to be an acts of troll business owners. I'm the facilitator. And so for two full days, they deep dove into this and they went around the room. And they said okay, based off of what you heard over the last two days, if you own stock, I'll just use my own company, for example, Intelligent Business Network Solutions if you own stock, and IBM s John Pyron. Lee and the President, would you buy more? Based off of what you've heard over the last few days? Or would you hold your stock and give him another calendar quarter to implement what this group has given him? Or would you sell and get out while the getting's good? Well, if the majority of the room sold, you were kicked out. You're, you're done. You're out. Okay? If it wasn't. So that's how important a group was. Okay. And so over time, we want to get a culture of everybody in the group showing up playing at a higher level, hitting their goals hitting their targets, I mean, it just creates a culture that we have here, that is going to elevate everybody's business. So this is what we did, we did a quarterly business review, we would come to the table, this is all be filled out before we even got here. So we're just gonna go through it this time. So that way, the next quarter, everybody's prepare, okay, and it'll be in place before we get there next time, but highly recommend you go and download this. And each one of you can bring this than that to the group, send it to me, whatever. I'll give you feedback. What areas do you need assistance? What are the items that you need help with in the next 60 minutes? Okay, what is the biggest crisis on your hands? And then we go into the quarter, we want to baseline strategy the quarter. So for those of you that are not familiar with baseline, baseline is let's just take money to say we're going to measure money here. Let's say you look back, so the homework is this. We're at the end of August. So August, July in June. So in June, wait, we're at the end of July. So May June July, right. What are the numbers? Okay, let me give you some numbers here. That are probably important. Okay. Total probably line revenue. Total boss Have goods sold. So if you're not familiar with cost of goods sold cost of goods sold is I sell a pair of sunglasses, or a pair of reading glasses, or $1. Okay? My cost of goods sold is how much labor, Arts Etc went into making this pair of glasses. And let's just say it's $8.80. So my total cost of goods sold in that example would be 80 cents. My revenue was $1. So my profit is going to be 20. That's nice. So the next line item is going to be total gross. Profit. Total, what's called S G, the ampersand sign and a census. That's insurance, that cell phone bill that's administrative stuff that's office supplies, that insurance. That's gas, it's not being billed to client. It's all the other expenses that have nothing to do with delivering the product or service. So you have your total SGN expenses and then you have your total net profit which is called permit you're gonna want to know EB i t da, your total EBITA. Okay, which stands for earnings before interest, taxes, depreciation and amortization. Okay, so earnings before interest, taxes, depreciation and amortization, part of your SG and a expense and I'm going to give you this secret, while you all are still young in your business life when you start enjoying the fruits of being a business owner, meaning I pay my cell phone bill, okay, and because my son is 16 and he's over zero, because the tax thing in 2017 allows me to do this and because I am married, my wife's cell phone bill, her Apple Watch, line, my son's cell phone bill, my Apple Watch line my iPad, everything is all on one Verizon bill and it's all paid for by my business 100% legal etc. Because it is a company expense. Here's the point when under scna since find a way to categorize owner senses Okay, your salary, the insurance, payroll taxes associated with you health care coverage home office reimbursement expenses, your cell phone bill your car, you have two cars, one of them should be sold to your company. Bank One um should be used for business purposes only if you're a sole proprietor should have two separate checking accounts personal checking accounts are fine, okay. The only tip I'll give you as a sole proprietor that's very important is go to the IRS website and type in SSH for and do an EIN for your personal sole proprietorship. So you don't have to give out your personal social security number. Okay? So go there even if you're a sole proprietor, it all is going to come on to your personal return under a Schedule C. So you'll want to get your own EIN number so when somebody is having you give them a W nine you're not giving your own personal social security number. When you go to the bank and you open up a checking account, you can open up a personal checking account, it does not have to be a business account. Those things don't charge a fee for personal accounts. He is is have one for business and one for personal and don't mingle funds. Okay? You're gonna take money out of if you're a sole proprietor and you're gonna pay yourself write a check or transfer from the business account to your personal account that way it's clean. But if you start tracking your SG and a expenses and separating out all your own personal expenses when it comes time to sell the business or comes time to properly evaluate the business, it's easy for someone like me to pull out if I got rid of the owner, how much EBIT are actually exists? Right so I have a client. He owns an insurance company the the 300 almost four $100,000 a year in commissions, she's got a staff of five people. She is employee number five, escort. She's been at it for 29 years. And we've worked together for the last two and a half years for the sole purpose of giving the business to the point where she can disappear for an entire month and not have to worry about the business. So she's coming back from Alaska, I think today, she's been gone all month. Well, while she was gone, some guy reached out to her and said, hey, I'm interested in buying your insurance business. He said, No. Cash Machine. No. And then she slept on it. And she goes, Wait, everything's for sale. I wonder what I wonder what I can get. So she calls back, the guy says, Yeah, I'd be open for the right price. And so she calls me up. And I said, Well, it's outside of the purview of my normal coaching arrangement with you, but I will do it. And that's X amount of money. And so I will facilitate the whole deal. So when I went to measure the EBIT, or when I went to actually do the valuation of the business, first thing out of my mouth is I need the last three years of tax returns, I need the last three years of profit and loss statements balance sheet and the year to date, statements as well. And then when I got on the phone with her bookkeeper, she had so many different hidden expenses in the profit and loss, it took about an hour to drill down to go okay, that's a that's an expense to legitimate, but it's, it would be considered personal in nature. In other words, when she goes bye, bye from the business, that expense goes bye bye. And that's what I needed to capture. Welcome to find out after $400 in annual revenues, she's bringing in about $205,000 into her pocket and only make only 4000 a month and his payroll rest of it's just legal, legitimate business expenses that she can write off as a business owner, okay, but when she goes by by all that gets added back, okay? So that's when I calculated the EBIT. Aw. And because it's an insurance company, you can times that by three or four of the top line revenue, so we're able to sell that business for about 1.2 to $1.4 million, while the investor, the guy that wants to buy it once all that break down, okay, I have to now spend two hours of my time on the phone with the dude explaining where those things are buried. When in reality, if she just had the one category set aside for business owner expenses, I would just be able to print the report and go, here you go. When it comes to printing the report for the IRS, I'm going to take that that geo code and I'm gonna hide it and it's going to go up to the next level. And that's the one I give to the IRS. Okay. So totally legal, nothing I'm saying here is a Shamy or anything, it's what is allowed as a business owner. So baseline, always measure your baseline every single quarter if you keep track of these numbers, you track these things, okay? And you measure them but is measured will improve. Okay? And the numbers are what they are don't fudge them don't do anything else. Just top line revenue, cost of goods sold gross profit SG and a expenses, total net profit. Next, what I would track when it comes to baseline is how many total clients in this past quarter. Okay, break it down by revenue or client. And total number of transactions be the reason you want to do that is I can take the total revenue, I can divide it by the number of transactions and I can get my average transaction amount. I'm going to show you what to do with that here in a minute because once I know that number, right, I now can plan and increase that number but if I don't know the number very makes it very difficult to plan. Next is how many new clients in this past quarter meaning they were not clients of yours before. Again, we're going to break it down by revenue and total number of transactions This is very helpful in the MSP sales space. Okay, it's very helpful even in the real estate space because of the number zero, the number zero. But here's the deal. Whatever the number is, we can net we now know what the number is, right? We can we can set goals now. Okay? And so how many returning? or recurring clients? Right? Yeah, revenue Total Transactions put this calculator in place you can you can always do this on a report in QuickBooks or you can just print it. Okay. How many new client appointments are actually not you sale appointments? Meaning Did you run? Okay, me? Went there. I might have this might have been my first appointment, it might have been my fifth appointment. We're only going to count the appointment where I presented. I asked them to buy and they got an opportunity to say yes or no. And that number is is very, very important. Okay. Lastly, or maybe Lastly, depends on your business is Ada base inventory the number of suspects you need, I haven't contacted them. I don't know if they're qualified for me. So now in queue L which stands for marketing qualified leads have a suspect I qualified them. They they have identified that I should market to them. Okay. They subscribed to my newsletter, they they went through a funnel. They I talked to them on the phone. I said, okay, yes, they are qualified, they fit my target. Okay. Next is going to be SQL, which is sales qualified. Leads. Marketing has done their part. They said yes. They're interested in having a conversation with you, Jack. Yes, they are interested in having a conversation with you visa. Now they are a sales qualified lead, we're handing them off from marketing to sales. Okay. So prospects, I contacted them, I'm in sales, I contacted them, we set our initial appointment, they are now in my proposal pipeline, okay. And why it's past clients? And bosses, okay, those are all eight different tags, or eight different categories, I would segment your database into you can have all kinds of other stuff. But once you have these tags in place over time, this I'm going to be selling my clients database for it's going to be about $450,000 of the transaction. Okay, because she has it segmented properly. And it's because value your database, no matter what industry, you're in 20 years from now, 30 years from now, whether you're employed for somebody or you're not, okay. Your personal database is one of the most valuable assets you have in this lifetime in the world when it comes to business. Okay. I wished I would have learned this lesson prior to 2012. The Garrick law firm pounding this into my head to realize the value of a contract. Because there are people in my database. If I launch a new product or service, or Jack calls me up and says, Hey, who do you have? That would be a candidate for my services. All I got to do is go to my database and I can instantly give him probably 50 to 60 contacts. And he said because she's in real estate, because the person in my little tip group is in real estate and she won't call me up and she won't say hey, let's go to lunch. I'm buying, let's go to coffee. I'm buying, I want to sit down and talk to you about your database. John, if she did that, and I gave her the strategy, if she did that, she would walk away from every sit down with me with 10 referrals every single freaking time like clockwork. Okay, and they wouldn't be like, Oh, I think they might be interested in your services. Now, it'd be 10 people, you call them say, Hey, man, John Pyron told me to call you, I'm a real estate person. You know, he tells me that you're a good person, he wants me they wanted to introduce me to you. Now, I always go beyond that I was make a call myself and set you up. But that's the reason you want to have a database that segment because I used to do nothing but train realtors, and mortgage people. And I have a massive network. And it's all segmented out. And, you know, that's what you want, because you become a valuable resource for somebody. Okay? So when it comes to baseline, these are some of the things that you want to measure. And then you pick the other stuff you can put in here health, you can put in there, like I'm having a sit down with my own wife this afternoon. 530 Okay. 430 Okay. So, and I'm basically running this, we run this strategy, we're gonna run it on our marriage, our health, our fitness, our finance, our relationship, our kids. And we're gonna go, okay. And we do over the last three months. What are our goals for the next three months? But if we don't measure it? Now, I mean, we might need some counseling after today. No, I'm just kidding. But you know, but at the end of the day, we want to go into this next quarter, knowing exactly what we're going to do and what our goals are. Because life becomes more fun when you're consistently hitting your goals and objectives. What strategies were used this last quarter, right? So baseline, right, so let's just pick money, let's just say we're going to target money. And this is a strategy. So I just want to go over the strategy, and then we're going to open it up for q&a. Okay. So let's just say you did $15,000 In total revenue over this last three months. Okay, so the baseline is 15,000. Part of that baseline is okay, how much cost of goods sold? were associated with that, and how much was the profit? How much was were my expenses? How much was my net profit? How many total clients all these questions? Okay, if I have the answer these questions, great. If not, and I want to, if you want to do the work fine. Okay. But if you start tracking this going forward, when the next quarter comes around, you will have the numbers if you want to be ambitious, and go back and recreate the wheel, knock yourself out. Okay? But we're gonna measure what is the baseline, what worked, what did not work? Then we're gonna go into the rest of this, this questionnaire here, key facts, it breaks it down. Okay, year to date, revenues. How much of an increase over last quarter operating expenses? How much of an increase or decrease over last quarter EBIT? Ah, how much of an increase or decrease over the last quarter? How much cash? Okay, if I'm doing if I'm like, in Jack's type of business where I have accrual based accounting, I probably do my taxes on cash base. Okay. I want to know, how many cash transactions income expense and net operating income happened over this last quarter and on the accrual as well? What were the key issues that I faced over this last quarter? I want to update all my business objectives for that I have for the year. Where am I at year today? We're finishing up in July. So if I have a revenue number, I'm going to divide that by seven. That's my average monthly revenue, I'm going to times that by five more months. And that's if I don't do anything different. That's where I'm probably going to end up by the end of the year. Strategies, what were the strategies that you actually used in this last quarter? And be honest, man, if you didn't use a strategy? If you can't say, Hey, man, I did whatever it takes with that strategy. Don't just don't lie to yourself. Just say, I didn't even freaking try. That'll be fun. While I was doing a mastermind group, we had a green red and green yellow red. Green means I knocked it out of the park. I use the strategy freaking rock and roll. Yellow means that kind of used it but it didn't quite get it done. Red means I didn't even try. know if there was objectives that are looking at my forward looking metrics is what is my strength or strategy for the next year. Now I know what my baseline is. What are some things I can add to my baseline or subtract or modifying improve? Because all I'm going to do is I'm going to keep doing the same thing I've been doing because it gives me a result. Add modifier some tracks to my baseline going into the quarter. What were my major wins or losses for the quarter? Okay, notable items in the in the quarter pipeline, new clients prospects, etc. That's that listing at a time. Okay. What were the results of this quarter? What were the top three or four goals for the quarter? Where do you need help? Your leadership plan? Thank you And here we're going to upload a leadership plan. It's not in here. But I will we're I will upload it in here. It's a life plan, leadership plan life plan. I'll put it in here legacy plan I'll put in here as well. We'll evaluate your personal life. Okay, your work life balance, or the market conditions and trends right now? What are the conditions of the market? Okay. These are all things to look at when you're looking at you're planning out your quarter. You want to look at okay, what can I set as a goal for this next quarter? What is my top line revenues are going to going to be let's talk about business because all the other stuff is personal. Once you know this, these results of this past quarter. All these results right here from top line revenue all the way down. Then it becomes Okay, what do I want those numbers to look like? Three months from now. And so it's August. So September, October, November is the 30th, I believe is going to be a Monday. And that's going to be the fifth Monday. So those are the things stop sharing here real quick. I'm gonna go and verify that between now and November 30. No, that is incorrect. between now and October 30. August, September, October, yeah. Okay, so between now and October 30 is the next time you do this. So if you just put these things in place right now, and you measure them between now and the end of October. The nice thing is you're going to have things that you have measured. Don't allow us to set your 2024 plan a lot more accurate. Okay, because you're gonna have actual numbers. All right. So that's the lesson for today is to go through the quarterly business, review your baseline, dialed in your database updated and set your targets for the next quarter. And bring those things to the next meeting if you want or don't come to me via email and go here's my goals. Here's what I expect for the next quarter if you want me to give you some feedback on that, right. I'm gonna open it up real quick. Any questions about this first? And if not, then is there something that you would like to get dive into on this week's call? With Lisa I don't have any questions. I was just getting ready to speak No, I don't have any questions. Anything that you would like some feedback or help on today? Yeah, I have a bunch of stuff. I don't really even know where to start. Yeah, good. Yeah. So yeah, I'm taking my business kind of like on my own leaving REMAX. And so I have, you know, like when I started with my, with my, you know, II and Oh, my file system, all that kind of stuff. Alright. So are you looking to using their database right now? Obviously. Well, their file system Yeah. Your file system, their database, etc? Because you're at a broker's place, right? And you're gonna be a broker yourself? Yes. gratulations thanks. All the paperwork, you're, you're a broker now. Well, I've been a broker, but I just haven't started my own business. My license has always been a broker. Not always, you know, eight years of the 20. Yeah. Got it. And so what? So this is something that you're, you're at a point where you're considering going out on your own You're gonna run your own show. And the question is, okay, where do you start? Yeah, that's what I'm hearing. Yeah. And, and so I would say it starts with a one page plan. And treat it as it's not going to be much different than what you already have just that there's certain eyes that need to be dotted, and t's that need to be crossed when you're going to go out on your own. And looking at it and making sure that you're making the move at the right time. And that you're teed up and set up for success, right? Because you look at okay, what do I have by having my license with REMAX or it can be with you know, exp can be with whatever, right? Just use where you're at, okay? Because I have my license with REMAX, here's what I get. I pull my license, and I hang my own shingle. Okay, what am I not going to get? Thank you, what am I now going to have to figure out and once you have that list down, then and you have your one page plan, then you can either bring it to this call, we can strategize on that here. Or you can do a one on one strategy session with me if you want. And I will walk you through step by step exactly what you need. So but congratulations, that's a big step. A lot of freedom associated with that, and a lot of maneuvers you can make that are a lot more freedom, that's for sure. And you close a whole lot more deals and a whole lot more transactions. So one of the quickest way is I will go back and evaluate because you can pull this list go back and evaluate all the deals that you brought in and closed over the last three years. And list them all out. And then look could I have done these deals without REMAX? And, and you know, being a part of REMAX of that influence are closing these deals and put a checkbox next to the ones that probably could not have done it without that. You'll be able to do the math on that and go, Okay, why? Let's just say there's four deals that you really got, because you're a REMAX realtor. What can you do to make up for that? So just knowing the numbers and everything. I know personally a lot of mortgage brokers that I helped fire their broker very successful. But that was that was a you went from I have nothing and not sure where to start. That's great. That's exciting. That's fun stuff to share on these calls. Thank you. I had a real estate question for you. And I don't know where to start with this one either. So I'm just gonna fire from the hip here. So if someone is let's say if someone's quarter, for whatever level of it. Now I'm asking for a friend of a friend or a friend at this point, we'll call them like six degrees of separation from actually I've never seen the house. But they said hey, listen to me. That talks like that. But it's actually them. Yeah. Very close. You know, it's, it's funny. My so my dad, my dad was awful about this. And my mom was laughing with me that the other day she goes, Thank God you didn't get that gene, but your brother definitely did. And it's not for him. It's for someone else though. That's not directly family, but my dad absolutely was. And my brother 1,000% is a hoarder. And I'm like, I don't know how you live like this. So either follow suit or swing the other way. I'm like, I throw out stuff all the time. My wife's like, I look at my closet. And I'm like, I should probably donate clothes again. She's like, What are you going to wear my Kayani like three shirts. I have all my work shirts. And then what? What do I need stuff to work out and that's it. We'll need other clothes. So I'm trying to figure out more about the situation because there might be an opportunity for someone else but they said, you know, the house isn't really something that really staged the person has too much stuff in the way and I kind of want to be like now I've seen real bad hoarders and I've seen okay, this is a mess. But what would you say? What would you suggest to someone to make it so if they want to present the house like that because it's too much house they need to get out of? Do they need that? Does it need to get cleaned up first like You can't show it without that, or where would someone start on something like that? Speaking of not knowing where to start, I don't want to, right. So you're saying this person lives in the house and they don't stand a chance for them. They're they're having trouble keeping up on the bills, you know, was good back in the day. It's it's the house that she raised her kids and her husband passed away years ago. So now it's just one woman and her house is too big and she's retired, doesn't have money and still has, I think 100,000 Maybe less that that they owe on the house. And as I actually said, it's probably and I told my sister, because she's already told my story, this person, it's probably a great time for them to try and sell. But the problem is they have a lot of stuff. And I'm like, What's a lot of stuff like jackets everywhere? And I said, Okay, well, that's probably more of a challenge, because it's devaluing what you're showing, to some extent, right? Because you can't truly show an empty room. If say, Hey, if you just imagine all these clothes aren't here, this dresser. And you're like, but I thought this was the dining room? You're like, yeah, yeah. And I've seen some horrible situations. Where would you tell someone like that's a start? Well, I just noticed people who are hoarders really have a lot of emotional attachment to their stuff. And what when they're really ready to sell my measuring stick is, are you ready to move. So I would say move out and have the place clean as if your house has already sold. You know, that's the only way you can get the potential of looking at the house like you know, people coming in and take a look at the house and they were able to see it would none of her stuff there. Because if any of her personal item is there, people wouldn't give his full value because they can't imagine themselves in the house. And that's the biggest price tag is if somebody is able to imagine themselves in that house. Yep. That's kind of why I was thinking somewhere along those lines. I'm a little again, I'm very minimalistic. And I said so I'm going through something halfway similar right now. I'm moving into my in laws house. So when they're not looking good, we're gonna move in with my mother in law because my father in law's health isn't isn't great. So he's not able to medically probably never going to be able to come home. So clearing up stuff I'm like, I told my wife I said, Hey, I'm sorry, if I come off as instead of consensus provide my thoughts always, well, if you don't need it brought the eff out. Like we had we did a VA donation. So we didn't just like throw stuff out. And you know, try to be like, but I can't say I'm always more sensitive with this stuff. Because I've grown up just my dad owned 10 property. So when someone wasn't in the property, it wasn't emotional. It was objective, it was this this space needs to be empty, pulled the dump trailers, let me rip out what I need to rip out. But I never was connected to the person then. There was never so I try to be 1% more thoughtful. Someone I can actually still talk to someone. We're going through the same thing in my house. My father in law just moved out from you know, our house. And so we're decluttering my husband throws away everything he does his favorite things to do is go throw stuff away. The one thing I want some I kept my dad's wallet and wedding ring. It's only things I want it so my wedding ring was my dad's wedding ring. I didn't want anything else in the Kipper. Like, do you want this? I'm like, I have my dad's Michigan State jacket. And they're like, do you want this? I'm like, No, I didn't go there. I don't want this jacket. Throw it out. But he went there. It's like, yeah, he went there decades ago. That's great. It was nice. Yeah, I'm never going to where it doesn't fit me and I never went there. Yeah, so yeah, I have like, I don't know how many pieces of paper across my desk right now to because after our conversation the other day, John, I hit the ground running. Especially with some of the power partners I'm sitting down with. I also have like, I have a cyber insurance quote, I'm holding in my back pocket that for both those people that I want to sit down with tomorrow stuff to cyber insurance companies that, hey, listen, I've got some officers looking for this quote, you know, but, you know, I've given you a couple of quotes now at this point. And I've given them to more than one person sometimes I'll say, Hey, listen, John, let me introduce you to two people. And you can see who fits better for personality and coverage for you. Because I know that's important when it comes to the insurance too, because I've had people have had different experiences with that. And I do those one or two things. So if I have two people that I've worked with, and they've both done a good job. I even let the client know like Hey, I use this one like for websites they use one person who actually helps me with my nonprofit. And I have another one who does he's a more complete shop. He does the social media that on top of this the website SEO. So I say Well, which one do you need? This one's more I'd say inexpensive but not cheap and quality, but does less things. Here's a more complete thing. You can still get whatever you need, which one fits and I'll let you when you pull for them, so I've used them both. But with the cyber insurance, you know, I haven't seen reciprocation for those two. So when a meeting, actually the two of them tomorrow, I'm going to hold that that client that needs a quote in my back pocket, as I'm gonna be with a lot of the surveillance because I'm just kind of like people auditing their auto insurance, cyber insurance is getting out of control. I mean, our MSPs feels like we're taking on an extra salary per year, just just for our cyber insurance, it's 10s, if you want to throw numbers, see how much that is like, what are we talking about? It, I would say, by the end of the year, because we also our insurance is always higher, because we have to account for all of our endpoints, all the other things by by proxy of what we're connected to. So we're just looking to change our insurance to one an insurance through a company called Casaya, which is probably my my arch nemesis at this point, but they're the necessary evil in my life. But our insurance is dropping down to about I think $17,000 a year, but it was it was probably almost double or triple that actually was almost triple that. So so when you're when you're paying, you know, again, another person's salary, just an insurance just to do that, you have to think about that, like we're talking about all these costs here. You know, that's, that's somebody who's think for the business too, and not for any benefit, or additional coverage. And they're always reasonably qualified for this other program is, a lot of the solutions we bought, that we use. There's a company called Datto, which we absolutely love to say it was a company that had a breach three, four years ago. But what they did is they instead started to buy up competition, because they had so much money, they actually like the Miami Heat plays at the Casaya center. So they now own the company that we use, and we're like, oh, we thought we got away from just like, I know, you said connect wise actually have my little coffee cup here. So this is their network assessment tool. So also, they know I live off coffee, like most people know that about me. So yeah, that's one real quick before we should move on to that. Denise, is there anything else on your side that you want to talk about as far as what to do? This calendar quarter? Um, no, I mean, I yeah, I think I pretty much you know, kind of got it i It's like a similar system that I was taught before used. So let's do a one page plan. Part of the one page planning process is you're gonna list there will be a list of all the things that you need to get done. That will be a part of that plan. And then we can review it and see what help you need and just rock and roll. Yeah, there you go. And then Jack, what's on your mind man? I do like that list though. Talking about the so the Automate delegate and whatever. Really, those are the two main things or if I'm still doing it myself, automate delegate or outsource. Yep. Or is this this network partner concerned? You're familiar with the poi strategy that I've shared and taught. Right. And, and so part of that whole process is betting that person in the very beginning I give them the lead for referral. And I want to circle back and see how that referral went. And if it went well, I call personally referred them too and vice versa. But if they don't refer me somebody in return, that is part of my next conversation with and conversation kind of goes like this. It's like I wrote you know, if I was I had referred you if you and I Jack had agreed to become a POA. Right. And, you know, I did my part I refer somebody to you walk them through the process and give him a quote proposal and and here we are, we're at the agreed and agreed upon follow up time. That so it's a, it's a sandwich approach. It's very easy. And I just say, Hey, I just talked to my client a couple of days ago and the one I referred you to and he said he really enjoyed how you engaged with them. enjoyed walking through the process. I understand he didn't buy but he is considering you in the future. But the thing I liked about what he shared with music you were Professional, you contacted him you did every single thing that you said you were gonna do. And so he needed a great big thumbs up. So any feedback that you like how I referred you? Yeah, I like how you proved me right when antastic Alright, let's talk about the referral that you were that you committed to give to me. Now shut up. Let's talk about that referral that you're gonna give me. And it's a very awkward silence. Oh, yeah, shit, I've totally forgot that I was supposed to give you some money. So I go, Yeah, go ahead. I want to I know, we only have a couple minutes here. I want to ask one question about also, like I said, I'll stay on as long as you need me to go for it. I think we have our office meeting in four minutes if they're holding too because we pushed it back because I said I was on here till at least 230. Did you ever find benefit in cross training or visiting other MSPs or visiting people that are in your industry? Or is it just from networking events and other things that you continue to grow and train and hone your skills? So I have a couple that I liked that are friendly that I thought about visiting? Some might not necessarily be in the state. But I want to see that I want to see the $10 million MSP and how they operate. Absolutely, man. If they got no issues and they play nice in the sandbox and I would say go for it. Are you a part of the IT MSP users group on Facebook? No. So I see it and MSP Business Owners Group Okay. So let me invite you to it real quick. 20,000 members doesn't invite funniest one I'm in is called a tech degenerates I got invited to I thought was the funniest thing. So it was the inner circle of the people from that. That it somewhere I was at. But my God, they text like a teenager who just figured out how to use a cell phone it is I haven't looked at it. And since it's been seven days since I've looked at it, there's 2000 messages in it. So that's one I want to be a part of ever back when I had an IT company the other one is it and MSP marketing with my buddy Chris Weiser one of the top marketers in Yeah, he actually archive this group and now it's the ITM MSP business owners group. Okay, that's the new group. But yeah, I mean, he Yeah, yeah, that's right. He, he archive it is created this group. So this group 1000 people. And there are people in here that have 25 $30 million IT companies and there's people here in startup. So and just follow the rules group. Chris is an amazing guy. If you want to meet the guy got a small number. He's a good friend of mine. I'll probably take you up on that. Because I think one thing I learned was there's the old one of my favorite lines is the older I get, the less I know. And I think it's a it's a phrase that served me well, knowing that there's a lot of people out there that know a lot more than I do. And the more I open up and to learn from people, I like to be also a jack of most and master of none. As I know there's always someone who is a specialty and an expert in any given field. So I think my competitive advantage this is the Steve Jobs effect of knowing that I don't have to be the smartest guy in the room. It's sociation reading and audios and videos and if you manage those three things, always socially with people that are better than you you'll you'll always grow so I know you gotta run and you have people looking at you probably beating down your door when you're going to join the meeting. So feel free to jump off if you need to. And but Lisa, you got any more stuff you want to talk about? Are you good to go for today? Um Thank you guys. I probably want to pick up a couple of things. Sure. Yeah, go for it. Yeah, so um what your ex wife or something will in? Yeah, so do you want me to keep the recording going? Or do you want me to stop recording is just a conversation between us? Yeah, just stop the recording is conversation between you and I Okay all right yeah

Transscript: This meeting is being recorded. All right. Fantastic. Here we are today, it is our fourth meeting of the month. And so that means our agenda today is admin and Finance Administration in finance. Sure, a couple of things real quick, and then open it up for q&a. And obviously on this call every week, you can ask any question you want. But before we get started, then let me do this. Let me pause, recording. Alright, so admin, the finance, these are two very important things when it comes to building a small business. And in the Dropbox folder, under Resources, you will see a a thing called for list business systems exercise, I highly recommend you access that download the template, customize it, make it your own, go through the video. It's one of those things that you'll do pretty much for the rest of your business life. There's going to be things that you do. And when you're first starting out, you're everything you are the you know, Chief Financial Officer, you are the administrative assistant, the salesperson, the marketing person, the service delivery person, you hold every role in the company. Over time, you're gonna get to a point if you ever want to grow and expand where you're going to need to either automate, delegate or outsource certain things that you do and that for this exercise will be the place that you want to reference. So a couple other resources is I would access and this and subscribe to system ology and put this in chat window. I'm gonna copy paste the link. Let me actually do this. Let me go to share my screen here. This is being recorded. So go to System ology.com. Okay, so as long as you.com David Jennings wrote a book called system ology used to be for well over 40 years. Well, I can't say that for a fact. I've only known Michael Gerber for 23 years. But the E Myth was the Holy Grail as far as business processes and systems for many, many, many years. Okay. Michael Gerber wrote the book called The E Myth and then ultimately the book E Myth revisited. David Jennings was a protege of his and has released a system last year called system ology Michael Gerber actually wrote the foreword to it. But the difference between the two is E Myth is really geared towards companies that are multimillion dollar companies. And you know, beyond this homology the way he wrote it is really designed for a startup business all the way through multimillion dollar companies. So he has some real practical exercises in his book and his systems, highly recommend this guy, and follow his stuff when it comes to creating your business processes and systems. The person I know personally personally wrote a book called clockwork is a guy named Mike McCalla wits. excellent book, I use that with multiple clients of mine. And multiple clients of mine have gotten their businesses to the point where it runs like clockwork without them. Okay, so those are two really good resources. Once you once you feel like you're at a point where hey, I might need a virtual assistant then I'm going to refer you to my buddy Andy Sharma. Okay, let me stop sharing real quick. Um, I'm gonna put this in the chat window. And his name is Andy Sharma is the founder of a service called get virtual services. Okay, so I'm gonna put his email in here. Services virtual while it correctly services.com got a tremendous amount of VAs in India gives you pretty much any VA that you want for five to $5.50 an hour. The reason you want to start off with the foremost exercise you're gonna find is there certain things that you're just gonna not want to do anymore. Answer email, respond to email, do market research of, you know, maintain your CRM. I mean, there's so many different things Ultimately, you're gonna want to outsource, you're gonna want to have somebody else to do it, it doesn't justify the cost of a, a full time w two employee. Now, once you find that you're getting to a point where you need a lot of interaction, you need a lot of control, you need instant access to someone, that's when you want to start looking at hiring a W two employee. But before you even get there, if you use the for list exercise, if you use the systems outlined in system ology, and clockwork, when you're ready for that time, then you already have all the training and all the systems and everything done before you even need it. Okay, and that's one of the things that I would recommend. Now we're also talking about finance and there's two things that I want to give you today about finance every single small business in my opinion should be on profits first by Mike McCalla wits Okay, so if you're not familiar with it, go to profits first to see if profits first bye bye mic on this and I can probably access the mic countless here we go profits first Mike McCalla wits Thank you share my screen in just a second Okay, so let me share my screen here. I recommend you connect with go to Mike McCalla wits.com. Okay, and click on profits first aid here and go up here, click on this down to tools. First, horses thing is not going popups on this frickin site free resources. Every one of his books has a access to the resources here. So profits first is right here. And you'll want to access this get the book I highly recommend you use the book, my clients, Jackson sands, I'll just use them as an example. We've worked with them for four years now. Four and a half years actually, they want to put them on province first followed it to the tee, their engineering firm civil engineering firm. They followed it to the letter they have followed it to the letter from day one. And as a result of business has always been profitable. They always have to pay their taxes on time, they always have a nest egg set aside for any type of downturn any type of opportunity to buy another company or hire an employee. Just it's a great way to do business finances. So their testimony and I have every client every client that works with me one on one is nonprofits first. It is a great great system and will keep you out of trouble with the IRS and the s and will always make sure that you're profitable and that you make smart investments into your business, and so forth. Now, the other thing that I run across is most business owners, they don't know how to read financial statements. They just don't, most people don't. So I would highly recommend you getting subscription to parental labs. And one of the best courses I've ever seen to explain how to read financial statements for small business owners. They have a module in here called How to read financial statements. So again, forever labs.com pparetolabs.com You could do a free trial go in there and watch the course and then not sign up for it pricing like $9 and something cents a month and it's got great educational modules for small business owners. But I used to refer to other things that our reading base this is the first one I have found that literally nails it and it makes it simple to understand for small business owners. So our lesson for today as far as finance Getting profits first by Mike McCalla wits go through the systems implemented in your business. Also go to Peretta labs.com. And watch the How to read financial statements. I can tell you from personal experience from coaching lots and lots of people and even new clients that have come on board recently, that had been a bit I got a claim to come on board recently, he's been in business for almost 20 years well over $1.5 million a year in revenue and does not know how to read a financial statement. Okay. So you can get to the point where you're making hundreds of 1000s of dollars a year and millions of dollars a year in revenue and not know how to read a financial statement. But the consequence of this person not knowing how to read a financial statement is he followed the advice of the bookkeeper, as far as taxes are concerned and overpaid his taxes by $94,685. Last year. Okay, so huge mistake. And so now he knows how to read the financial statement and will never be taken advantage of ever again. So these are a couple of different resources, highly recommend them. And there you go. So let's want to open it up. And if you want to be heard, either unmute yourself, tell us who you are. And you can either talk about what we've talked about today, as far as admin and finance. And Joe, since you're new here today, it's a mastermind group. So keep in mind this is being recorded, can it be accessed by everybody that's a part of the group. So keep that in mind when you're asking questions is your you know, we're here to help you. Everybody here is going to help one another. Everybody in here has probably got some ideas about your problem, challenge, opportunity, whatever. You can comment or talk about what we've talked about today as far as admin and finance, or you can ask whatever question you want, or any business challenge that you have or opportunity. And we're gonna mastermind on that together. So with that said, I'll open it up to first come first serve who wants to go first today? Go ahead. And Jack. Hey. So one thing I was looking at with finances recently, too, so I just attended a an ITE summit down in Florida for a couple days. And they had an interesting stat that. So we're a managed service provider. So again, essentially, we're an outsourced IT department for someone, they had a stat from a company scale pad that 31% of MSPs weren't profitable in q1 of this year. And that blew my mind that the number is so high. Now, I'm glad we're not there. But also, the other issue becomes with some of these people is understanding when you, like you said, if you're trying to be smart financially to when you are getting vendor fatigue, and when you're actually improving your solution to because that number was like astounding to me to see that that many people are I like think if one out of three is losing control of that, that's a bad looks at two and cybersecurity becoming more involved. So you need to do your homework to make sure you're educated enough to that you because if you go out of business, you don't do your clients or their businesses any favors that point to so looking at a lot of the community, I try and see what are best practices. And I also look at, he's a bad example here. A lot of times when my brother grown up, I knew I could look at what he did to see what not to do. And it was a really good way for me to not in trouble or not get injured or do a lot of things. It was like one after another like a bad like, stories character like alright, just don't do what Jeff does. So I look at a lot of vendors that I could see where they would fall into that. And I try and get away from that. Like, it's a constant reminder to stay away from that 31%. So I learned a lot what I don't like but yeah, the vendor, have the right amount, but not too much the point where it's a detriment to you or your clients at that point. I mean, it's amazing how many small business owners don't pay attention to their financial statements. And don't understand how to read them and make decisions based off of the bank balance. And they get themselves in trouble. And so my recommendation for all small business owners is especially when you're first getting started, is set aside my dates. I like the fifth and unlike the 20th. So when I'm first starting any company, and I'm on my seventh now, I always set aside the fifth and the 20th of the month for one solid hour. And that's when I do my bookkeeping, and I do my accounting, okay. You don't need you know, you should probably use QuickBooks. I mean there's all kinds The financial systems out there, but it's like it, right like Jackson. I mean, I, when I own the four different IT companies I have clients all the time going well, what about? What about this type of firewall? You know, this type of firewall is a lot less expensive than SonicWALL. Or it's less expensive than Cisco. And I go, Yeah, you're absolutely right. Now, biggest challenge that you're gonna have, is finding support for that when you actually need it. Now, and so it's not about what it costs you today, it's about what it costs you down the road to own it and support it. QuickBooks does the same thing. There's all kinds of different accounting systems out there. But when you start getting off the beaten path from the go to accounting system, which is QuickBooks in the business world, no problem, you can do that. But then you don't have to find a bookkeeper that's willing to help you and support you. Okay. And, you know, when 85 to 90% of the world, small business owners are on QuickBooks. Probably should stick with that. So that would be my suggestion there. But you set aside, you know, the fifth and the 20th of the year on bookkeeping. No, I'm not going to get into bookkeeping or ease out here. If you go back to last month's recording, when I had Francesco on she gave us a lot of really good information on how to do bookkeeping in your business in the beginning, and how to transition to a bookkeeper, ultimately once you need it. But really, it's not understanding financial statements and understanding bookkeeping, not understanding how to read those and then they make financial decisions. The other thing that Mike McCalla wits points out in his book is a most small business owners take 100% of their profits and they put it back into the business and as a result 1015 years down the road they're still doing that and then they wonder why everybody else in the company seems to have a life and a vacation and is enjoying the fruits of the business but the owner is not known because it's a trap. And so that's why I would highly recommend it. Good input man. Who would like to go next you're gonna need to unmute yourself press star six on your phone you're still on mute go on mute There you go. There we go out turn it down on the are you there hanging up on the phone actually we can hear you through the computer all right. Gotcha All right. What's up what's on your mind by Are you there yep Can you hear me okay? Are you okay can hear you can you hear us? Entry Door mute. Your or your reconnecting to audio? Who else has something you want to go over? Microphone Kevin. No, I don't really have anything to go over. How's business? It's good. I'm started last week. So I had an agent a while ago asked me to send him rate updates twice a week, Monday and Friday. And so I decided to just start sending that to everybody. So I have probably 250 300 agents that I'm starting to send that to. So my goal is to, I was trying to do 20 a day. But my goal is to do, I'm going to try to do all of them today, and then maybe hit them again, towards the end of the week. You go, how's the did you connect with Jeff? I understand you connected with Jeff or not on the Uber stuff, right? Yes, I did connect with him. He gave Yeah, he gave me some ideas. I'm still not quite making the money that he is. But it could be I didn't ask him, it could be the kind of the tear that he's at. But you know, I did some of the things that he said I was already doing. And then he gave me some other other things to do. And then my wife and I just sent her a bought a hybrid. So I can stop hoovering in my truck soon. So that will help bring in a lot more money there. And feel free to be a super, super helpful guy. Feel free to reach out to him if you have any more questions or clarification. Yeah, that's kind of that's what kind of well, that's one of the things that sparked me with, you know, reaching out to so many agents, because because I don't want to have to keep doing that. I want I'd like to be able to do that just have additional money, but I don't want to have to rely on that. And so much of my time, is kind of revolved around hoovering at this point. So I'm just I need to do whatever I need to do to get away from that. Yeah, I mean, one of the things that you and Kevin may want to consider is starting your own love tip group, or even your own BNI group. Those groups are typically started by a mortgage person, or an insurance person or a realtor, because once the group starts, those three slots are always taken, they're never available. Yeah, very rarely do they ever come open. And it's almost like you that's how a lot of these groups got started. is from a realtor or mortgage person or property and casualty insurance person that could not find an open slot and somebody else's group. Yeah. The other one is you guys can start your own group. Okay, so there is a there is a mortgage person, she I think she's a realtor. And instead of starting her own BNI group or her own whatever, she started her own networking type group and you know, they meet the hybrid model they meet in person once a month in LinkedIn and then they meet via zoom or phone on the other week so they actually only physically meet in person once a month she brings in a speaker but she's grown that group now to 15 members but those types of groups work very well for for your you guys this category because there's lots of handyman out there there's lots of home services out there and you know once you get them in your network because you guys feed each other business saya you're back on your phone press star six let's see if that works this time airmen so on your on your phone let's see how do we solve this problem 30 Your speakers down all the way on your computer then unmute yourself on your phone right Kevin, do anything you want to go over one just is figuring that out I understand. I've looked at profit first read the book. Maybe it listened to the book. Either way I've been through it, where I'm challenged. Honestly, is that the markets a little slower than it was last year? And so we're trying to kind of pare back on expenses and things like that. So I don't feel like the planning, like I have the slush fund I had last year to plan with. So I'm not quite sure how you make more money out of less money. No, I get we've seen one of the things that the bookkeeper firm, the Francesca had mentioned last last month when we're talking about profits first, right? Is she doesn't have any of our clients open up multiple accounts, isn't doing it at all. Right? She has them basically have two accounts, one called savings and one is the main checking account. And though in the savings account, she breaks it out in the spreadsheet, so that we only have one account to reconcile, and which makes total sense. Right, so I personally followed her advice and got rid of three accounts and got rid of the other two or the other, the other bank and like, makes so much more sense, I don't need to be spending all this extra money on banks bank fees, when all I really need is two accounts in the spreadsheet. So it worked out really, really well. As far as making money. With the economy being soft is especially in the mortgage place, mortgage industry is all about lots and lots and lots and lots and lots of contacts. You know, getting your hustle one that other mortgage people are not going to do not gonna do but still comes down to relationships, contacts, meeting new people, keeping your expenses as low as possible, looking for any angle to develop relationships with like, a pest control person, a landscape person, all these different places and say, hey, if I refer you into my client, if I if I go out and get you a client for landscaping, right, you're gonna charge a monthly fee? How much of that you're going to give me? How much of that? Are you gonna give me? Or you're gonna have to give me a qualified referral? I don't I don't believe in the Give me but I do believe in the referring me somebody? I think we're reciprocity I think makes sense. Oh, yeah, yeah. And I manage both types of relationships in place. But I've been through three economic downturns. And the first one, burn me really hard. And I learned it's like, wait, I have this massive network. I'm gonna continue to go out and get new clients, regardless, I'm going to have go out and hustle and sell and clothes and, and so forth. And I'm in a position to refer people to my clients, because they have a know, like, and trust factor there. And so the networking relationships I've developed over the years is a reciprocal referral relationship is one. You know, and if you can't do that, that's not a problem. But if I refer your business in there, then I'm going to want to pursue a charge. Otherwise, I got plenty of other people out there in the market that will play ball in that in that way. Yeah. And that's just me. My wife will never do that. This is not in her DNA. It's not in her model. T will refer the, you know, people all day long and not care about anything in return. No. And and that's her. And I have a high resourceful driving force. And that's, that's my DNA, you know, and so you got to look at okay, what can you do? Like, I also refer a ton of stuff where I don't get anything in return, nor do I expect it. Now, my thing is, I just wanted to be able to get my client's needs met. That's, and that's, I, that's, I'm in line with that. And I also want you to refer me not because I'm going to give you 100 bucks or 500 bucks, I want you to refer me because I'm the best person for your client. Actually, exactly. So I mean, people that refer me to a client I always give them a referral fee and a percentage of the ongoing revenue I just do that just because that's who I am. No, I would not have gotten the the sale otherwise I would not have gotten a new client otherwise. Yeah, sure. And so but Uh, you know, if I can't reciprocate a referral to them, then I am going to reciprocate money to them. No, but I want people to get rewarded for referring the business, that's just how I've always operated my entire business career. I don't ever put myself in a situation where I'm gonna refer you in to my client, because there's a back end deal for me, or not a fit for my client I'm not referring in, that's just all I wrote. Like, if you're gonna take care, you know, it's like the Gary's a guy in my, in my lap timber. And he holds category of life insurance. And, like, hey, you know, you should go and talk to every single person in this group, and at least sit down and review their life insurance policy with them. And, you know, explain to them what they actually have, and what is going on, you know, what's gonna happen in the event of a death or whatever, if there's anything there for you great, but at least they're going to have an experience of what it's like to work with, you know, and I said, start with me, man, I said, I'm actively looking to get a different policy on myself and my son, okay? And I says, but I'm not gonna chase you to sit down to have you sell me life insurance, you're gonna have to reach out to me and walk me through your process. The benefit is, is I get to walk through your process. And I get to understand, you know, what, my own referral, you know, if I refer you a friend, a colleague, a client, or whatever, I get to see firsthand what they're going to go through, which is going to help me actually refer you more business. That was January. Right? Right. Now we're getting ready to go into the month of August. He's attempted to sit down with me, I think, two times. Now. And you know, two of the times I'm like I had to reschedule but it wasn't a sense of urgency to reschedule. So finally, my client, who is in the insurance industry, reaches out to me and says, Hey, man, I've got to get two life insurance policies done by the end of June to hit this bonus with farmers. You know, let me review you and, you know, who can you refer me to? I go, I happen to be in the market to do that. And so she said, Well, let's hop on a call. And she took down all my information and, and, you know, ran me through the process, and we did it all. Next thing, you know, a week later, she needs me to sit down with her and go over them and make a decision on which policy I want and get my bank information and submit it. And I'm like, so I scheduled meetings, candidly, I had to cancel it, she she pursued me like a freakin Bulldog for a week. You know, like, she wouldn't let go. And so I finally said, okay, okay, Maggie, I'll take the time, right. So I get on the call. And we finish up the process. She gets the banking information, and I got two life insurance policies, and she hit her goal. Now, what's the difference between the two? The difference between the two is I would have bought from you the one. Okay. I like both people. Right. But I gave this guy literally a bird in the hand. And the follow up, I wouldn't want my client to go through that follow up process at all. Yeah, I didn't feel pursued, I didn't feel special, I didn't feel wanted or needed as a potential customer. You know, and as a result, he didn't get the business. I select the guy, but I probably won't refer the guy now. And so it's important when you get a referral, to take really, really good care of them and consistently follow up. And so the mortgage and the real estate business where it's at as an industry as a whole, every single relationship you've ever had in your entire life. All you got to do is right, how can I help? How can I help? How can I help? How can I help? How can I help? How can I help somebody who's got somebody somewhere has got a need that you can probably connect somebody to to help them and you're going to be at the top line with them on how they can help you know, property insurance, mortgage real estate, nothing's new under the sun there when mortgage rates were 22% in the in the in the 80s, early 80s People still sold and bought homes. But they there wasn't that many people around that understood. Hey, I Got to beef up my relationship. Activity, I need to go out and talk to more and more people and see how I can serve more people. Because the more you serve in your industry, the more is going to come back. And it's that way in every industry. No, you people that get that get the most are the ones that give the most. And so, meeting new people every day, it's like everybody that you transport. For you, Michael, every person you meet on Uber, you know, making their ride with you super special. Getting into a conversation with them if they want to. And then, you know, let them know that, hey, you have a network. Like every single one of you, who was on the live call, or listening to the recording between myself, Jack and everybody else here. We all have every single need covered from anybody that ever asked us for. They'll be you know, some you know a guy if you know a gal, you know this person, do you know that person? I know if I don't know I can reach out to Kevin I can reach out to Jack I can reach out to Michael I can reach out to just I can reach out to anybody in this mastermind group or anybody in my network and find somebody to meet that mean. And what has served me very well in the.com, bomb guy. That was in early 2000s, the 2008 crash during the COVID thing, the only thing that really saved my butt through all of that was I got back to power base networking. All of you have access to in the Dropbox folder. It is the Holy Grail in anything. Relationships. Oh, to help Kevin. Yeah. What I'm taking from what you said is look deeper into my network. And what my notes were, were to go deeper in what my network might need. So that's what I that's my notes. So thank you. That means some action items for both you and Mike and Jack. And Josiah. Is any of you can set up a zoom call with me or go and say, Hey, let's meet for coffee, or let's go have lunch and sit down and say, Hey, let's talk about your network. John, who in your cell phone right now, who in your network do you think would be a good fit for you to introduce me. And because I'm there at the appointment at that time for that specific purpose, I will without my cell phone and I'll go through how you should call this person who should call this person call this first call this versus call this person should call this person should call this person now. And you'll walk away with a bunch of people to call. I told that to every single person in my leftover salmon how I met both of you. Right Stephanie Evans referred me to Cam villa. Cam Villa hired me to speak at that event that you guys attended, which is how I met both of you. Until this exact same strategy to Stephanie Emmons and Deputy Emma's and I meet every single Tuesday in love tip, but she has yet to call me up and sit me down to access my network and go through who I think she can refer me to. So as a result, how many referrals do I give Stephanie? None. I can I sit down and think about it. But I'm busy just like she is, um, definitely gives her it's like my VIP group. I had my client Alan Reeves in that group for eight once. I've worked with him for seven years. We meet every week as a client at the time. He's in a in the business of it. And you know how many people were referred to each other? Figure out why we've never sat down and actually focused on it. No, if my group I have a banker, her name is Serena Anderson. And we once a month over lunch. And you know how many referrals we give each other on about an average about four or five months. If we did not meet for lunch probably wouldn't give each other referrals because we're both freaking busy as shit. No. And so there's a lesson there. Right? All you need is for power partners with one a week. Invest in that relationship and you will Get a lot, as many referrals as you want. So that's just my two cents for that. And, and all of us can do that this week. Now, in fact, let's see here, it gets messages here. I'll have to let you figure it's a bit far from Jersey. But you know what, we can always hop on a zoom Call, man. Yeah. You and I should talk anyways, because I in my youth group over the weekend, Don gartman who has been in it for probably longer than I've been alive, well know where he and I are about the same age. He wants to really blow up as it business, he knows that I own four previous IT companies. And he's a super engineer. And I'm like, You know what, I might be open to that. Now, I never thought I'd ever build another IT company. But I'm going to be in a partner with him. Which means that we're going to need a superstar like you and your company to so there's all kinds of opportunity there. Sure. So I had a I guess a power base question. And what are what are some things or suggestions you do? So this recurring call doesn't fall into stagnation or something where someone finds the two other than the easy answer providing value? Are there things that you say that that if you were to teach someone else to do a power partner base or power partner launch or something like that? What are some some things you tell them? Hey, listen, it's not just the first time you sit there and try and see how we can help each other. But how do you make it so it's a reoccurring This is why we sit down? What are some some tips you'd give for avoiding that falling into just another thing on the calendar? But great question, great question. Um, in the Dropbox folder, there is a folder called poi, there's a folder called power base strategy. Our base strategy is a must, I'll just be honest, unless you turn it into an actual system. It will only it will only be valuable when you actually need it. Right. And so, power base is one of those things where if you can find a way to create a system out of it, which good system that I've used for years is I put it on my list to contact one person in my power base every day. One keep it's gotta keep it simple, right? One person and in my CRM, I have a group called power base. And so I purposely systematically add people to now power base in its purest form it's simply the me take off my field background I also had a fun trivia question while I looked at that I don't know if you know the answer this one a new one the Gino in the first record cyber crime attack was first recorded cyber cyber crime attack no 1962 per se no Well, fun fact that I know you know, military's had the the internet around for way longer than we had access to it. So power base in its purest form. And I go back to March. He was like the second party in March. Definitely after March 13 2020. Because March 13 2020 is when COVID hit everybody got locked down everything just you know, really started getting locked down at that point. Grant Cardone led a an emergency meeting the following week. And he says the number the only thing that's going to work at this point is power base strategy. And the your marketing. Anything that you do want to be wise is not going to work because you cannot compete against this virus in the presidential election. You just don't have enough money. So here's power base in its in its purest form. I go to my phone get my phone, right click on contacts, right, go to contacts. Come my contacts. Okay. I start scrolling until I hit somebody I actually know in this case is going to be Shawn Abercrombie. Okay. Unfortunately, in his contact on my phone, I don't have his cell number. So I'm gonna go on to the next one. And it's going to be the same guy that was there three years ago when I did this, Ryan Akerlund. I know him. Okay, I used to be a CEO for the company he worked for. So when I did this strategy three years ago, because I grant told me to do it, so I did it. I just press dial. I didn't have a script. Didn't have any, any pre planned pitch. Okay. I just called up Brian. I said, Hey, man, Ryan. What's going on? John? Pyron. He goes, Hey, what's up, John? It's been a long time I go. Yeah, well, 2020 I stopped working with this company. 2016. Okay, so it's been four years. So yeah, man. It's been a long time, dude. Hey, I was just going through my phone contacts here. And your name came up. And I felt like give me a call and see. How's it How are things with you, man? How's it going? Man are doing great, man. I'm working at this place. Now. I got gotten married. I got a kid now. My really? Wow. He goes yeah, now I'm actually I got a higher level of certification. And it I'm having a really, really good time. I know you guys still live down in Stockton? Yeah, we still live down in Stockton. antastic, man, so how'd you and your wife meet? You know, after I think about two more questions. And what I'm after here is he's going to ultimately ask about me. Okay, so catch me up to you, John, how's it going? Man, it's going great. Right now, the number one rule here is everything's going to be positive when it comes to my side of the fence. Thanks. Everything's going great man. I got married since the last time we talked. You know, literally married. You know, I prayed about this, this person to come into my life. I broke up with her seven times before marrying her because I wasn't sure that she was for one. And I want us to women girls standing up to me until you talk back to me. And we started laughing then I go, but I'm married, I married a very strong woman who is become one of my really good friends. And I said, the other thing I'm really excited about is my business. And here's what I'm doing now. You know, like back then I was doing that when you and I last talk. And where I have have grown it to is this. I said out of curiosity? Do you know anybody that you think would be a good fit for me? My personality type? You know how I talk? You know me? Is there anybody that I can connect with? They don't have to have an actual need. Just somebody I can connect with to say, Hey, Ryan, tells me you're a good person. And Ryan likes you. And I thought you might be a fit there. Anybody knows? Now, I really don't know anybody off the top of my head. But let me think about it. I'm like, Okay, fantastic. Here's what I'm gonna do. I'm gonna send you an email. Let me get your current email. So he gave me his current email. And, and I said, if I want to send you something in the mail, what's your what's your current mailing address? So I got his all his updated information, gave him my updated information. And I sent him an email. And hey, it was great talking to you. Great catching up. Here's some of the information link to my website. And love to reconnect. Next week, I'm going to be thinking about anybody that I can refer you just let me know who or what you're looking for. If there's any need that you have. I have a pretty big network now. And then here's my referral form. If you think of anybody that can benefit from my services, let me know. Boom, done. Right? Conversation, probably 510 minutes at the most. Next week, I followed up with him. caught up with him. He had a deed I referred him to somebody in Stockton and got his deed, Matt, I never got anything in return. Right? But I kept doing that process. And lo and behold, within about five conversations, I got a referral. And that's it may never come out of my connection with Ryan, but I can call him up at anytime now. At anytime, and just catch up with me. Right? That's power base in its purest form. Okay. Now if I wanted to create a system out of it, and this is what I learned by coaching other clients through COVID, Dax and Sam's was one of them. They grew during COVID. Okay, even though the world was falling apart, their business their competition got crushed. But the only thing that Shana Frank did is they agreed to call one person on their power base every single day during COVID. That's how their business grew. Okay, everybody else was shutting down. Because no new homes were a lot of construction people got got hit hard, not them. They invested in their power base. It's all they did. So there's train You know, in their, how they recommend you go through the training in the Dropbox folder on power base, it will work. Anytime you work it actually, what I've discovered with power base over the many years I've been doing it, it works whenever I work it. And if I'm getting too many referrals, I can always stop. Okay. As far as poi is concerned, that's a whole different animal. All if you follow the five part video series and put it in there, because I've taught it that 1000s of people, and you actually execute on that, and you turn it into a system, it will take you from start to momentum about 30 to 60 days. But once it's in place, don't miss it be with one poi every week, same time, same bat channel, every time you do it, the relationship gets better. It's better, it's better. It's better, you get more and more referrals. And so here's what poi is not getting ready to let go of somebody who wants to be who wanted to be OPI for me, okay, marketing guy, I gave him two people. Okay, he followed up with them, walk them through this process. And now he's gonna follow up with them. And he reached out to me this morning wanting me to see if there's anybody else that I can introduce him to. And I go, we need to talk. Because you haven't referred me to anybody. And that's, that's part of what a POA is, I sit down with a very specific purpose, I'm going to refer you business, you're going to refer me business. But we're at a stage and this is a brand new potential POA relationship I love the guy went through all the process with him, I think I would enjoy actually just hanging out with the dude. But when it comes to business, he's not going to refer me, I'm not going to give them another referral, we're not going to continue the relationship. And I will need a digital marketer in my referral network, because that's a strategic relationship. So the land the plane, is you sit down and you look at, okay, who are the four people that every single time I get a client, it's a client for them. In the same four people every time they get a client, it's a client for me. Okay, you're kind of symbiotically tied together. And that's how that relationship that POA network works very, very, very well. Right? If they very rarely, I don't think I've ever had a situation where I've exchanged money back and forth with the poi have never just don't do that for a pli. It's a reciprocal referral relationship is my choice. Because these people I meet with yours. Once I have one in place, I nurture the crap out of that relationship. And it'll serve you for many, many years. No. So in the mortgage space. Looking for a rock star, like in this case, Josiah, is in this area where you and Kevin and Michael are. And he's wondering as hungry and wanting to grow his business? Well, that means he's going to be in a new home at least 789 10 times a week. About 10 new customers a week. And if you guys have a POI relationship with Him, very easy for him to say, hey, oh, the chandelier looks good. You like how it got put up? Hey, by the way, you have a relationship with a good mortgage person. Because I got a really good relationship with the mortgage person I just like to give you his carton. No. And over time you guys develop that relationship in that's just an example of how a powerful poi network will work for you. That answer your question Jack. It answered a lot of questions. John. Can you hear? Okay, we are at the end of our time. So hopefully this call is valuable next week. I'll be sending out an agenda for next week because next week is our fifth Monday. And I'm going to block out probably a couple hours. You can be there for the old meaning you can drop in it's going to be a deep dive mastermind. We're going to talk about whatever problem challenge, plan opportunity that you want to talk about. And I'm going to spend as much time as you guys need on that Hall giving all of you coaching and consulting okay so be on the lookout for that I'll send you guys a coordinating plan document oh thanks Joe all right guys