Transcript: All right. Welcome to this week's edition of the 10x business owners mastermind group call. My name is John Pyron. The business doctor and I'm your host, and I've got several members on here we got Craig, how do you pronounce your last name? Craig? Scheidler, Shiloh, Shiloh, Shiloh, Michael, NARC, Kurt and his darker. Yeah, Jack Watkinson and Vanessa lamb. And so today, because this is the third Monday of the month, kind of catch Craig up, we've got a format to this call. And that is on the first Monday of the month, we talked about sales. Second, or actually, when talking about marketing, the second Monday of the month talking about sales, third Monday of the month talking about operations and service delivery. The fourth Monday of the month, we talk about administrative and finance and the four times a year where it is a Monday, we do kind of mini bootcamp. Okay, so the meetings a little bit longer. And we go deep dive into a lot of different things. So once a quarter, I'll be we got our first one coming up, I believe, this month. And so let me double check some tech here. There are five. No, yeah, there are five Mondays in July. So on the 31st, two weeks from today, I'll be sending everyone some templates. And so one of the things that you'll want to do, there's two things, I'm gonna send each one of you a nondisclosure agreement, because once we get into that deep dive boot camp, there are some things that are going to be shared amongst ourselves that is confidential in nature, and we want everybody under a nondisclosure agreement. Number two is, that's going to be the first time for all of you to have that type of meeting. And so there is a quarterly format that I'll be sending out. And basically the way that I have always shown up to a quarterly, I used to belong to a business owners mastermind group that you had to be a million dollar company in order to join, and I was the smallest one in the room. And the biggest one was 18 and a half million, with the average being six point 5,000,001 of the things we met once a quarter we met for two full days. And in basically the way to look at it and there was no look at this one is when you show up here, especially in a quarterly situation, feel free to this is what I did. And this is how I got the most value out of it as I treated this as my board of directors for my business. So I had a report that I had to give once a quarter on goals and things that you know the results of the quarter and pretty much anything I wanted help from the group on. And that went from 2009 to 2013 when I sold the business, so very valuable. And I've got all those templates, all those formats, I'm going to customize it to us, because this business owners mastermind group is really geared towards until you get your business to a point where it is consistently producing $100,000 a year in personal income, that's after all the business expenses we're paying for etc. If you work for somebody, what that means is once you have $100,000 a year in reoccurring revenue, or you don't have to go out and sell your new stuff every month, that's the qualifier there. But everything you're going to learn here is geared towards you being a successful business owner. If you have commission component to your compensation, you are a business owner. And if you take the stuff that we talked about here and implement it, the one thing I will guarantee you is you go as far as you want. There's not a problem that you probably can't bring to this group that the group alone can get solved for you. Okay, so for Greg, I'll usually talk for about 1010 to 15 minutes. Occasionally we'll have a guest expert on here, and usually about 10 minutes on that specific topic. And then we ended up for live q&a, you can stick to the topic, you can talk about whatever you want, but it's really geared towards you being able to get live coaching and masterminding from other business owners. So with that said, let's talk about operations and service delivery in the Google Drive folder that I have shared with everybody is a collection of resources that I have developed for years and continue to update it with does everybody see my screen? Yeah, okay. So every one of you have access to this folder. in there, it's called the, in your Dropbox, oh 12023 10x B OMG. And here there are our weekly live call recordings, and feel free to download them. It's broken out in sorted by date and the topic of what we discussed on that call. Within there, you're going to find the audio and video recordings and the complete AI narrated text. And so it's all here for you as a resource. The other thing, which I want to draw your attention to today, since we're talking about operations, and service delivery is under this tab called resources. These are lots and lots of resources that have developed over the years, that have helped me build multiple companies myself, and they've helped me help hundreds of other business owners be successful in building businesses. The one thing we're gonna focus on today is for list business systems audit. This is one of those things even no matter if you're in startup mode, or if you're a multimillion dollar company. This one thing right here, too, takes the end in mind, and helps you reverse engineer it down to okay, what is my next resource that I either need to outsource to that what other what system do I need to automate, or delegate? And it lets you know gives you the feedback that you need to determine is that a virtual assistant? Is it some AI technology? Is it some automation technology? Is it an employee, and this is the system that I take every single one of my one on one clients through. And so I'm gonna, right here I have it set up where you need one. So I'm gonna get rid of this message here, I have it narrated detailed out step by step, here's exactly what you do. Here's a blank template. Class, customize it however you want. But definitely download that save this as a favorite in your Google Drive folder on your desktop, or wherever you keep your data and constantly update this. And so this right here, is geared towards how do you what is the next system or the next process I need to create in my business. And usually when you get this filled out, some of you are going to be more analytical with this, you're going to literally track your time throughout the week, and get a very accurate count of how much time you actually spend on each category. And there's nothing wrong with that. For someone like myself with the type of personality type I have, I will never do that. ever in my life. I'm gonna guesstimate how much time it takes. Now, if you need a tool for tracking time, there's a good app out there called Time Doctor, there's another good app out there called Harvest. There's all kinds of apps that you can put on your computer that will track your time, I highly recommend that if that's important to you to be accurate, then get that tool and track your time. But essentially, you're gonna list that item, how much time a week you spend on it, whether you like it or not. And when you can outsource automated or delegated. And when you're going to do it now it lets you know, hey, at some point, I'm going to delegate this at some point, I'm going to automate this at some point, I'm going to outsource this. And what I will caution you on after having built a lot of companies and having coached a lot of businesses, don't wait till you need to get it together. Because by that time, you're overwhelmed and you're very. And the thing that stops business owners from hiring either an employee or outsourcing to a virtual assistant, is by the time they get to the point where they need to they're like, I don't even have any freaking time to figure out what to do. Yeah, I mean, I gotta train the person. So don't let me you. So this is the one thing that I've got for you today when it comes to operations and service delivery, and is the foundation of getting your processes and your systems in place where they are consistent. The thing is, if you got hit by a bus, is there audit, you know, is there training is there step by step how to that somebody can step in that role? And, you know, fulfill your spot. Now for those of you that work for somebody. I learned this back in I didn't learn it in the first business As I helped build, I helped build that company from 500,000 to six and a half million in four and a half years as an IT managed service company. And made lots and lots and lots and lots of money. The one thing I did not do is treat my role as a business owner. And I found out in one phone call, I'll never forget, man, I was driving on Sunrise, I was driving on highway 50 between sunrise and Zinfandel. So if you live in this area, you know exactly what I'm talking about. I was heading from sunrise towards Zinfandel. And I'm talking to the owner of the company. And he says your compensation plan has screwed up. And like what are you talking about? Money goes because I was a partner and I made a percentage 2%. So I made didn't make a salary didn't make anything else. 100% Straight up, eat what I kill. And he goes with the company lost money in the fourth quarter and you made a boatload. Now I'd taken the last two weeks off, but the bottom line is if I made a boatload You really made a boatload being carried on the majority of the business, is I'm changing your comp plan. I took the new comp plan, applied it to the old numbers, and I would have made 29% Less under the new Complan. Now that pissed me off. Obviously I wanted to throw my phone out the window. I was I cannot tell you how how gut wrenching that is. If you work for somebody, mark my words, there's going to be come a day where you're going to part ways that companies are on good terms or bad terms. It's entirely up to you. Okay, but everything that you do, you keep track of how you do it, what you do, and at some point, because at some point, you may want to transition starting your own business. Lots of people do. Lots of people don't. Okay, depends on your own personal goal. Let me tell you from personal experience, when the moment hit me, it was December 15, at 1235 in the afternoon, 2000. What was it 2005. Because I thought, well, I'll just go work for number one competitor, which I did, and took them from 1.2 million to eight and a half me because I was pissed. And they changed the game rules on me too. And I'm like, I'm done. I'm just done. So I went off and started my own business. And the rest is history. Now. The one thing that I learned from that experience is, from that point forward, I started training salespeople, I started training other people and the thing I told them is like, they can't take this away from you. Okay, so the best thing to do is to create all these processes and systems for your current employer, as if you own the company, because you get paid to practice on their dime, it's gonna make you look great, it's gonna make you the best employee they have, they're gonna make a lot of money off of you. And that's fine. And at some, if they constantly appreciate you for the rest of your life, great. But at any point in time, if they want to change game rules on you, or you're tired of playing baseball on the team, you can pack your bat and ball and go and play you're on your own team. But what I don't want to do want to caution you with is don't wait till your heart indicates he said danger well before you're thirsty. And don't wait for that day. Okay? So two things, get the formula systems audit, download it, do it in your current role. Treat it as if it's your own business, whether you own the company or not. Run it like that you I promise you this, you will make a whole lot more money, having systems and processes in place that can be repeatable and duplicatable than you will winging it or trying to figure it out all the time. Okay, so with that said, I'm going to open it up for any commentary, q&a, anything who else would like to add some value to the current discussion? Or if you have a question that you want to mastermind on today? I do agree. Go ahead. Alright, let's go ahead we're gonna use the tools on Zoom to go ahead and and then I'll call him in the order that the hands go up so Michael seems like he yelled at the floor you jack so you go first and then Michael next. Hi quick to I just thought it really makes it thanks up like I know we talked about books and other resources to a lot of stuff like if you look at Tim Ferriss four hour workweek and the ability to kind of take a similar structure to you know, keep that reoccurring revenue going and taking things off the plate too. So I like the I did write down the creating systems so it's like getting paid to play cuz I'm not gonna tell Craig story here. But I know his old company too. He got to a point where matter he gave in and the value we got back really changed a lot to on that side. too so. And I'm making sure I know I downloaded parts of that Dropbox, I'm going to make sure I get the whole thing so I can have it wherever I am. Yep. One thing that I will encourage everyone to do. And let me share my screen. And for those of you that are going to be listening to the audio thing I'm showing on the screen right now is a website called system ology. So that's why it's just system ology. So system ology.com. This guy right here. Literally set at the feet, Michael Gerber. Okay, so his name is David Jenny's. And when this book first I was privileged to get the pre launch of this book, and the service, but Michael Gerber is considered the grandfather, the godfather of systems in business, were in a book called The E Myth back in this 80s, I think I first read that book, I think in 1918, e 1990 91. and E Myth revisited, or in 40, other books, his very last book, he had this guy, launch it, this guy literally left his business and worked for Mike river for three months with no pay, no nothing. And when he wrote this book, Michael Gerber wrote the foreword to it, endorsing this guy as as his, his, it's almost like he handed off the baton to this guy and says, This is your new guru for this generation. And I've gone through the book, I've gone through the stuff, unbelievable, unbelievable. He was able to walk away from his business. And this is one of the things he says he was able to walk away for three to six months, and not have to worry about the profitability or growth of his business for an opportunity to work one on one with his his his idle. Yeah. And he says, If your business is not in place to be able to do that, then you don't you need to do that. And he wrote an entire book about it has a great website about it. This is like, man, you know, I'm glad this resource exists now. Because if you start with this in mind, this is going to change everything for you. Okay. And so I highly recommend that for everyone. All right, who's, who's next? Oh, Michael. Just had a question on kind of what you were discussing what? The difference between outsourcing and delegating? Are those intermediate they sound similar, or are those kind of seen as similar? Great question. So my website, design and management, I outsource that, right. My social media marketing. I outsourced that they're not a virtual assistant of mine, right there, they have a service that I outsource that to, I don't want to do a newsletter, I don't want to write a blog article. I don't want to do three social media posts every week, I found a company that does an excellent job of doing that. Okay. And so that would be a you know, I'm going to outsource a certain aspect of my business. What made my IT company were seven times its value, when I sold it in 2013. Is I outsource every single aspect of that business over a nine month period of time I had I didn't have any infrastructure. I didn't have an office, I went from 12 full time employees with I don't know $350,000 payroll burden, down to premier it in LA, they have 27 engineers, and my agreement was 15,000 a month. So I went from an overhead that was stupid, down to this, outsource to level one. Level two, every single aspect of it is that one full time employee here in Sacramento managing the outsourced resource. Because I didn't even want to do that crap. Okay, which led me to get my business to the point where I only had to keep a pulse on it about five hours a week, and maybe one run run one sales call a week. And then I ultimately sold it to the outsourced IT company. So that would be an existing need to have a virtual assistant and keep them when the Tim Ferriss model. There's great assistants in the Philippines, Colombia, India, I have two very solid vetted virtual assistant companies that I can outsource any skill set that I want without hiring a full time employee. My rule of thumb is once I have about 30 to 30 to 35 hours of outsourcing to a VA, probably going to look for a part time employee to bring some of that back in so I can have a bigger control of it. Okay? Because it will cost me more money to do so. But when I am looking at hiring a part time assistant, and you can hire COVID Did the biggest favor on the planet, everybody got locked down. A lot of people didn't go back to work. A lot of people started their own businesses, I know a ton of people that they're so launch, we're nurse, okay. And they're never gonna go back to work. Okay, we wonder why the unemployment rate is so low. Okay, no, it didn't matter what your politics are. At the bottom line is there's a ton of people that are not coming back to the office. Okay, they have found that they don't have to, and they're gonna work for themselves, I know a ton of and then make good money. And they enjoy that that work life balance that they now have. And you can outsource to them, you can delegate to them. There's not a single thing you write down on this for this exercise here that you can't outsource. And if you've been on previous calls, you know where I'm going with this, which is ultimately, you want your business to where you only have one to three things that you're responsible for in the business. Everything else is outsourced. Okay. Like the company I've been hired to actually sell I'm like, right in the middle of of negotiating with a buyer to buy my clients business. But because now he did this in less than a year, he created an asset that was worth zero. to Now we're selling it for half a million bucks because of the systems and processes that he has put in place. So we hired an independent valuation company, they gave him an extra two times value because of the processes and systems that he has in place. And so so that hopefully clarifies the difference between outsourcing and delegating. Any other questions about that? Okay, there is a book out there called the art of delegation. Okay, so really good book. works for a lot of people does not work for me. I am a 97 D personality. And if you all of you should have taken the assessment if you haven't, let me know and I'll give you a link to take the assessment. But it's important to figure out what your personality type is and understand what your strengths and weaknesses are. And one of my weaknesses is I don't I'm a terrible delegator. Okay, if I hire somebody, that's a great delegator. Okay, so my current assistant, I told her flat out, you seen the movie Iron Man? Yep. You know, pepper pots. Yeah, that's your job. Okay. I'm just gonna fly in every morning at 830, I'm gonna dump a bunch of shit on your plate for the lack of a better word, and I'm flying out. I don't want to figure out how to do it. I don't want to figure out how to get it done. I don't want to know how you get it done. Okay, all I know is I want it done. Okay, because that has my personality type. Other people here. And I know a lot of you all of you guys's personality type, you're going to need a little bit more control to feel comfortable with that. And there's nothing wrong with that. And so that's why symptom ology is going to help you out in the form of exercises. Okay? Who's next? I guess I'll go. If you're new on to a team, and you notice that, you know, you, you're in a sales position, you're noticing that the people around you get a lot of inbound leads. And that's where they're generating a lot of their business. And you want to be able to contribute to that, but they're not giving that to you. And you feel like you're being held back a little bit. How do you handle that with upper management to be able to treat this more like a business so that way you can kind of thrive in your kind of personality. And you took the assessment, right? Yes. i It's actually, ironically, right here. Yeah, I'm just gonna look at it real quick. Because I can literally look at just the graphs So in your case, you're adapting your behavior now to quadrants over, which means that you're probably being stretched to do stuff that's not plays to your strengths, you're more of a relationship salesperson, okay? And getting you to operate in that manner better is going to help you the other thing is I mean, look at your driving forces graph here. Highly intellectuals a tough driving force, you'd like to learn new things. Number two is commanding which means you want to be in control. And you probably got some competitiveness and you potentials number one, in order for them to get more out anybody to get more out of you, they you got to know why. Okay, if you're going to help others, and objective, so you and I have like 1233 driving forces in common. And so from a motivation standpoint, when you're looking to get the attention of upper management results in actions speak louder than words. Okay, so if I was you, I mean, like, okay. There's there's a movie called Blink Glengarry Glen Ross, I highly recommend you go watch it. Because the whole thing centers around the Glengarry leads, Kay, these, these are these magical leads that are somehow if I got my hands on them, they're gonna close, okay? And all movies about how these leads get ripped off, and you know, from the people that are not producing, okay? Meanwhile, the top producers across the street hidden and he didn't even come to the sales meeting. He's like, I gotta go waste my time. In some BS sales meeting, I'm gonna go over and create my own lead and close my own deal, because I'm winning the number one spot he does, you know. So at the end of the day, if you find that other people are getting liens, and they're holding you back, then my thing is, is like, you know what, the, I learned this in sales a long time ago, unless I'm the lead dog, and you should get your sled dog. Sled team, sled dogs, right. Unless you're the lead dog, the view is always the same. When you're looking at some of the dogs, but you're the lead dog, you're out there looking, you're setting the pace, you're looking at it out there, right. So I'm gonna want to take my comp plan. And this is what I've done, every single time, I'm going to put it into Excel, I'm going to decide ahead of time, who's the number one guy or gal and I'm setting a plan to knock them off their perch, okay, because I'm going to be the number one guy, because the one thing I have is 168 hours, and most people don't know how to use 168 hours. And most guys that have gotten to number one, ultimately get comfortable. Okay, they get lazy, because nobody's challenging them. And so I'm gonna figure out, okay, if this is my income number, this is what I do for every single business owner. Before we even talk about your business plan, before we even talk about what you're going to do in your business, I ask every single client, how much money do you want to put in your pocket this year? I don't care if you got no employees, or you got 20 You know, 200 employees. You as the owner, how much money do you want in your pocket? Okay, once I know that, then I can set the business to deliver that. Okay, so it all starts with you decided, Okay? What is driving for me? It pissed me off. That Steve Sheltie on June 16. Yeah, June 16 9998. I've been $54,000 the previous year and I've told him, Hey, he knows how much money you want to earn this year. I go, I want to make a six figure income. Okay. He goes, You will never do that. I'm like, Okay, it's salary plus commission, right? Yeah. Well, why do you see that? Well, nobody's ever done that. Well, that pissed me off. I didn't care about the 100 Grand. I now have a reason to get the 100 Grand. Now here's what I'm saying. It's one thing to set to go for. 100 grand 200 grand 300 grand 400 grand 500 grand. But if I don't have a motivator of why I want it, probably not going to do the work. Because he challenged me and told me I couldn't do it. drove me. And it just it just drove me. I can't even explain it. I was, I would wake up at 435 in the morning, and I wouldn't go to bed till 10 o'clock at night. I told my, my family at the time, I had been priorities, faith, myself, my family, my job, my business, and then my friends. Okay. Now notice I said job and business all to separate columns. Because the moment I started working for somebody, I was in business, at some point, I don't want somebody else controlling me. Okay. And so what that allowed me to do is I go, okay, eight to five, Monday through Friday is when my clients are there. That's my game time. All my prep work out of that all my practice all my lead generation, all my making my list of who I'm going to call the training that I do, the roleplay I do, it's done outside of that game time. Okay, so, in this case, where you're at, I'm gonna create my own leads. Okay? If you go into a Google Drive folder, I've got some sick, sales, training and lead generation training, I it's in there, okay, if you don't find that you need that, I'll give you access to my full blown CARDONE University. Because now I'm playing in my game where I'll be, I'll be biggest. I'd love to knock the number one guy on your team out, put you there. And I know the two people on this team here are gonna rally behind you as well. Okay, so the way you get your boss's attention, is you go out and show him you don't need him to get a result. Okay, you spend outside of work time finding new leads, you go into each day with 25 to 35 people that you are going to call five times that day, if you have to. Say why people I mean, I made 255 calls today, man, I'm a badass. Well, if you call 255 separate people. Yeah, that's good. But it's kind of stupid. Okay, I'd rather take 50 people and call them five times that day and make 250 calls because I'm gonna get in conversations with all of them. They're going to be something I'm curious, who keeps calling, they're not leaving a message. That at some point, they're going to answer the phone, because we're all humans. We're like curiosity, in this case works. Okay. So you set your game certain game plan, your game strategy, you create, okay, how many contacts do I need to make today? Contact me and I have a conversation. Okay? How many people do I convert to a, an interest call, or a discovery call or whatever that language is in your industry? Okay, where I get to qualify them that, you know, in no discovery, a point where I can ask them to buy and become a customer and give them the opportunity to say yes or no. And then follow up calls and want to track those numbers. Okay, you're doing sales, you're tracking the numbers. At the end of 90 days of consistently tracking your numbers. What's gonna happen is you're gonna know the ratio that is yours and yours alone. And now I can go okay, I made $30,000 Over the last 90 days. I made this many contacts or in this many appointments closes many deals. Now I want to earn 200 Well, I just do the math. I know exactly how many contacts and how many appointments to get run, how many closes, and I can improve my close ratio. So does that make sense? Yeah. So that's what I do, man is, I'd be like, no problem. You guys don't want to help me. I get it. I'm the new kid on the block. But now you're about to find out why I'm going to be the superstar. See, Okay, who's next? Thank you. You bet. Jack. I also always like to find out like, whatever the best someone else did not my position because like, like, Yeah, I'm very motivated by challenges and beating people not very just money motivated as much as that's a great byproduct. But I like I've always been competitive and wanted to beat people. And if I have if I don't have someone from me, I find a reason to put someone there. I think Jordan or Brady on one of those guys were talking about how at some point you're chasing ghosts, so you got to find a way to find something to give yourself to compare against but originally it was being the best salesperson here and adding the most new clients and now it's well I want to I want to add more clients in this entire company has ever had to. So I'm looking at setting my own competition versus it's me versus the entire company now versus where it was originally. Me versus the previous salespersons. I kept checking them off my list of because I know all their names, I knew who they added. And I looked at, alright, well, I'm, I'm better than them than them. Now. I'm better than this one, because I always enjoyed that. And if that's great to be kinda like that kind of sick, like, well, I'm better than every one of these ones. And now it's the next slide I have is how do I beat the entire overall clients that we have to because now I've 24? About a quarter of all of ours, or something that I brought in, and I want to be like, alright, well, how do I match everything that we actually have? That's my next milestone. So creating my own Goal, goal lines and wise to do some of that stuff. Because again, then I'm competing against my, my favorite person. Me. Yeah. I mean, it's, you study any of the greatest athletes out there. The most successful people, they don't compete against other people. Okay, they compete against themselves. There's a lot of joy that comes from that, because at some point, you really don't care what other people think. Because you're playing at a whole different level, you know, and, and so it's competing against yourself every single day, that makes the next day even more exciting. Especially if you like, I got this idea from Tony Robbins, one time he goes, creating wins, journal, okay, you only put down your big wins in there. And every single day, you make an entry in there of your wins for that day. And each day going forward, you see progress, because you're competing against yesterday's you, you know, if you ever get discouraged, you just whip out your wins journal, and you get back on track relatively quick. You know, you're on track, if it's tough. If you're being challenged, if everything's just going smooth, and it's just like, Man, this is just like a piece of cake. That is the calm before the storm. Okay, because you're either growing or more, you're going backwards. And growth is always painful. It's always work. We learn our best lessons, the more emotional impact it has on us. The people of human nature, we'd like to avoid pain. But the true growth is in the pain. Yeah. So Lisa, how you doing? I'm just gonna call on you. Yes, I'm good. I think right now I'm probably in the stage of the calm before the storm. I I have a couple of things that I I mean, I'm very, almost say complacent. And that's not good. And I have a few things that I want to change. So I mean, in my business, um, I think that the biggest challenge I have is, how do I keep my raving fans to be close to me, you know, like, you know, to get, like, I feel like sometimes I'm so busy doing my own stuff that I forget to keep them you know, or to reach out and, you know, so when you're very high, in fact, all of us are in a very high relationship business. And so in this a perfect call to ask this question, because it comes down to a process and a system. And so there's a guy named Jesse Cole Algor, highly recommend you. He is the owner of the savannah bananas, minor league baseball team out of Savannah, Georgia. And, you know, he's a great speaker. I've spoken on stage with him a couple of times. Actually, one time because you're not allowed to speak at that conference more than twice. And so the second time I spoke there, he was there, had a chance to talk to him but one of the things I really admired about him is he has developed a habit of sending out one thank you card a day, mailing, putting a stamp on it, putting it in the mail, handwriting it, right. And so he literally just sits down with an order box and ultimately he branded it right Have you gotten a bunch of his own thank you cards. But when he was first starting out, he just went to the dollar store and bought a box of thank you cards. And each day he sent out a thank you card to either a customer or a friend or family member or somebody, you know, an author of a book. Yeah, he didn't care. He just wrote a thank and put a heartfelt message in there, of why he is thanking them and he and why he has gratitude towards them. So what that's done for him over many many years now is it's given him connections to people that he would normally not ever have access to. A is sowing a gratitude, you know, thing out to you know, the universe God, whatever your faith and belief system is, is. And people really, really appreciate him. So if you think about it, He does this every day except Sunday. And so you minus all the Sundays, it's over 300 cards a year 300 people's lives he's touching. And as a result, he has a reputed his his and they they are the only minor league baseball team and all the United States that is sells out every single game every single sees. And it's a minor league hometowns like the Lincoln Potter's over here, right. We're hope we're housing Lincoln Potter's player in our home this season. And you know, the stadiums probably 45 to 50% filled, this guy sells out every single game. Okay, because he has paid attention to other people and what they want. And it's not even about the baseball game. It's about the show that they put on during the baseball game. Okay, because he has gotten into a habit of sending out thank you. And he tells it in this talk. I like to point to one thing that is the thing that has made everything about me and my brand and my business is that dang thank you card. I have gotten actual New York Times bestselling authors call me because nobody sends a card anymore. Right? They try to automate it with like a Send Out Cards thing or, or they send an email or a text. But there's something interesting. When an actual thank you card shows up in the mail that's handwritten, that's handled dressed. And it's heartfelt that you develop a relationship with an individual and you don't know who they know. Right? You don't know who they're connected. Now it's like my friend Jeff Lemke. He was a he was now retired. He's a project manager for train, right? The air conditioning company, right. Talking to him, normal guy, he and I were in a competitive barbecue team. What I did not know until I got to know him very well is him and his family trust owns the bar where the movie Top Gun was filmed the on the Great Balls of Fire scene and Tommy, you know, they own that place. That whole building it burned down. They had to rebuild it. But he owns a ton of real estate in San Diego, apparently. Okay, he's got connections to Tom Cruise and all these people because when the building burned down, all the people original people from the movie got a lot of their own personal memorabilia from the filming of that movie and repopulated that bar. You know, and but you just don't know, I would never have known Jeff has those kinds of connections would not, right. Same for all of us. There are some there's something unique about every single one of us. But as a realtor, as a mortgage person as an IT person. Doesn't matter what business you're in. If you reach out and touch someone and create a system out of it, then that's great. Now, I want to caution you on this because Jim Rohn used to give this talk back in the 50s and 60s 60s and, and 70s. And he was like me like you know what, it's been scientifically proven that an apple a day is healthy for you. And you know what, it's so easy to just eat an apple a day. But you know what, it's so easy not to eat an apple a day. It's very easy to sit down and write out a thank you card every single day. But it's just as equally easy not to do it. Now I spoke on stage with Jesse He called, I know the guy personally, I was there when he gave the damn talk. But am I sending out a thank you card every single day? No. But what I would do, what I should do, what I couldn't do is put a reminder in my phone or set an appointment with myself and make it a priority. And now, if I'm a realtor or mortgage person, and I want to my business is completely driven by relationships and connections, and referrals, then I'm going to do things that drive and build relationships. Right? So I want to send a thank you card. That's a great idea. The other thing is, is one of my clients mostly frustrated about okay, maybe I start a neighborhood, I develop a list of go to services, network partners landscape, pest control, pool service, roofer, handyman, all this list of services, and I develop relationships with these people. I go, Okay, I've now got a reason to go back in touch every single client I've ever had since I've been in real estate. Okay, because now I have a reason to go back and talk to him. Yeah. And, and yes, you can give them their your list of vetted resources. They all they all have a problem. Yeah. Like I have this frickin irrigation problem, that it's a problem with the sprinkler. Okay, but I've been busy. Meanwhile, my backyard is dying. Right? So then putting the link in Facebook neighborhood, that they're a sprinkler expert. Okay, and are looking for more clients? Well, twofold. Number one, I have a lead generation group doula tip, and I'm looking to add somebody like that to the group. Next, the person that said, Hey, you should contact this person, you know, I'm like, Oh, crap, I have an active need. Now, here's a real experiment. And there's a mortgage person maker. Okay. And all they had to do was have a resource for landscaping and networking that they gave me a flyer on I would have called their guy. But this guy is who I call these come in here Wednesday. Yeah, everybody has a problem. And the way you get to them is you help them solve their problem, and then they'll they'll remember that. But this is what separates professionals, from non professionals, is you make something like this a system, right. Any questions? No. Kevin on here, Michael, Kevin, you have anything you want to add? Or talk about? Not Not quite yet. How often do you think you do that exercise? Or how the Excel sheet of things you do every week? How often do you say that you revisit that? Or tell your clients that you're coaching to revisit that? Because every time you feel like you're stuck? Yeah, personally, for my clients, it's once it's twice a year. Okay? Okay. It's like the newer clients that I have that haven't done this for a while, once a quarter. But once they really got a handle on it, once or twice a year, you could do it as often as you want. That's always wonder what's the effective time because if I do it every day, I might not necessarily learn something I didn't know yesterday, but also measuring things like performance measured performance gain, kinda like also like the baseline exercise we did. So by studying and left that I can create that same base but also I didn't know what you thought was an effective like I like again, maybe in the billions Monthly Minute maybe it moves to quarterly then moves to Bi Bi yearly, but whatever times that people don't get stuck in the sand and think that they're they're doing the same thing. Yeah, let me look real quick. So I have a a document that I give my one on one clients, and it's a list of things that we go through Every single quarter. And I'm trying to recall if this is a quarterly thing or a bi and because I have a biannual process and a quarterly process, in particular care real quick. Short, quarterly or is that a shutdown and annual planning quarterly business review, here we go. I'll share my screen here to share screen. If you want this, just let me know, oh, grew up this in the Google Drive folder, or the Dropbox folder. But every quarter we go through a quarterly business review. We do an executive update. Revenues, I break it down by income expense in Li both on cash basis and accrual races, we can see the change revenues. We go over the objectives in the business plans, strategies, major wins losses for the quarter notable items for the quarter results of the quarters goals. The next goals for the next quarter report on leading the leadership plan update for per quarter, quarterly report life plan, update, Legacy plan update, work life balance, family news, trends, opportunities challenges. So I'll I'll put this in a grab some of these resources and drop them into the Dropbox folder. So you guys have them. And but until you get like, really nailed down, the initial thing is to do it and get a baseline. Okay, here's all the stuff that I do. Tell you till you have, I would say until you have a personal assistant. Whether it's part time, full time, or an outsourced VA, I would probably visit this once a quarter. Because you'll end up having stuff creep onto your plate that really can be done by somebody else. Okay. And so, when you look at, let's just say full time, for example. And let's just say, for example sake, you're making 150,000 a year, okay, you're gonna divide that by 2080 hours, which is 40 hours a week, that means your time is $72.12 an hour. Well, I have VAs right now that are for the lack of a better word badass, and a lot of things I'm not. And I can get them for five anywhere from $5.50 an hour to 12 bucks an hour, either through the Philippines or Colombia or India. I have a couple of companies that I use for that. But I if if I'm making $72 an hour, and I can have somebody else do work. I'm gonna do it all day long. The trick is, and I learned this when Don Wildman changed my game plan on me. I'm gonna I'm gonna wait for him to hire me and assistant. Okay. I'm like, You know what, you just changed my comp plan 29% haircut. And I pulled my sales team together and for salespeople in one assistant and one business development manager, I said, listen, here's what happened. Buying comm is not gonna change one damn dime. Okay, so I'm going to work my butt off for the next 30 days for every single one of you. And we're growing and grow sales so fast and so quick. Because my income, my income is not going to change. Okay. And I went and hired my own damn VA at the time. And it paid off. Yeah. But I don't let somebody else tell me what my income is going to be. I decide what my income is going to be because that's what I do as a business owner. And then I go out and find somebody to pay for it. Yeah. So my wife one of one way to go on this cruise in. We're going in February of 2025. So it's a combination of my son's 18th Birthday cruise and his best friend's 18th birthday and our wedding anniversary. And I'm like, okay, comes, I think it comes out to be like 7500 bucks. Okay? And she's like, well, we got to put 250 down. And I'm like, Okay, well, then you go out and find somebody give me 250 bucks. Well, why can't we just do it? I'm like, that's my, that's our number one rule as a couple. Okay, we never use the term around here, we can't afford it. We figure out who's gonna pay for it. And then we want somebody to pay for it. Okay, because I can easily put my card you know, easily cash, debit card, whatever, pay 250 bucks. But what that means is, it's a lot more fun to put yourself under the gun. Okay. And it's like Grant cardones taught me over the years stay broke. Okay, when money comes in, it goes to the sacred account, it goes to this account, you do this yourself. And now you're broke again. So if any new opportunity comes up, you got to go out and find the money now, and it's a lot more fun. Yeah. Do you ever read who not how the what? Do you ever read the book? Who not? How didn't even know existed? Now? I do. It's a good amount into the book. And it's pretty enjoyable. I talked about that. When you go to reach next levels and goals. It's not, how do I do that? It's Who do I need to accomplish that and talks about, you know, Jordan and some of the other things and it gives non sports examples as well, too. But yeah, it's a good one. And that's one I'm actually reading while I'm doing the audios for the other ones. Yeah. It's remember my buddy Jeff Applebaum. And I was only in my 20s when I heard him share this. And I was like, I don't know that I have that kind of discipline, but that I do now. But back then in my 20s. I was like, he wanted this certain Jaguar. Yeah, it was when the ex Jas Trump came out, convertible. And I mean, he was already wealthy. Yeah. But he's like, he set a goal to hit. And his reward for the goal. Was this Jaguar. Yeah. And just motivating. Yeah. And so he went down. And so he said, Okay, I have to find something to motivate me, because this jaguar is not motivating me. Okay. And but he went down, he bought the jack, he put it in his garage, and he was not allowed to drive it. And it still didn't motivate. So what he did he say, I crave and love McDonald's french fries. And until I hit this goal, I'm not having McDonald's french fries. Okay, so it motivated the crap out of him to hit the goal quick, so he can have his damn fries and drivers are gonna find what works for you, man. So but it's, it's, once you figure out what it is, then the other thing is find somebody to pay for it. Yeah, especially if you're in a business in business need to find somebody that you know, is gonna pay for it. So I am looking forward to this book. It's gonna be good. So alright, guys, we're out of time today. But the recording will be uploaded to this folder later on. And if you know of anybody else out there in the business community that could benefit from this call, let us know we will be capping this group at no more than 12 business owners. Okay. So once it's 12, and it's closed. Okay. So if you know somebody out there that you think would be a great addition? Let us know or let me know. And we'll go from there. I'll be sending out the information for the bootcamp. And all it means is we're going to go longer on that Monday. Okay, and I'm going to send out some questionnaires ahead of time. And that way you, you'll be prepared and you'll be able to show up and get the most out of it. Okay. Have a blessed day, everybody. Thanks.

Transcript: Okay, so here we are the first Monday of the month. And today is a couple of things. Number one, we're beginning a new quarter. Today, we're beginning a new second half of the year. And it's the first Monday of the month. So we're gonna hit on putting the final touches on our one page plan for the rest of the quarter, or the rest of the year, answer any questions that you guys have there. We'll talk about some marketing strategies, because the first Monday we'll talk about some marketing strategies that you can implement into this second, or third quarter. And obviously, live q&a. So who wants to go first? Let's start with you guys and your needs first. Right? And then we'll get into the topics. So Mike, we got anything that you want to talk about strategize on, you know, questions about frustrations, etc. No, no, it's, you know, nothing, nothing specific. It's, it's just a matter of me doing the things that I need to be doing for my business. I mean, that's all it comes down to is, you know, having the discipline and I want to say the drive, but not worrying about rejection, and just doing what I need to be doing. You know, it's, it's also a little, you know, it's also a little bit difficult right now, because with my wife being injured and not working as much, I'm trying to make make up for that. And obviously, that would be a lot easier if I could, you know, get some leads and close to loans. But I am spending a lot of time obering right now. So I, you know, I, that's taking up a lot of my time at this point. So, you know, it's just a matter of me doing doing the things that you need to do to, you know, to get my mortgage business growing. So, you know, nothing I need to do right now. It's just really all internal at this point, and, you know, just being disciplined enough to do it. And that's why, you know, I, I started making calls this morning, just to, you know, I just needed to do it. So, nothing, you know, really nothing, I need, nothing that I need, it's just all kind of, on my own all myself. Sure. What, what time of the day, do you do Uber. So it's, it's so and that's kind of made a little bit difficult to, you know, my goal would be to do it early in the morning, because I'm the kind of person that I like to, I just like to, if I have something to do, I'd like to get it done early. So you know, I'd rather make it especially, you know, my goal is $500 a week. So I'd like to make, you know, like start out as early as possible, get as much, you know, make as much money as I can, it makes a little bit difficult, because I'm driving my wife to work at 630. So then that kind of cuts into it. And then we go to the gym at 6pm. So, you know, I'm starting again, if I don't do it in the morning, or if I don't make as much as I'd like to, I'm starting again at like 7:38pm and then just driving till whenever I have to. So you know, I've been trying to follow kind of more of a strict schedule of, you know, getting up at 530. Unfortunately, my wife does not like to work out in the morning, so I prefer that, but she doesn't like it. So we do 6pm Typically, but you'll get up at 530 Water, my flowers, just kind of maybe work in the yard a little bit, and then take her to work, start hoovering and then come home and start making calls. That would be kind of that's my that would be my ultimate goal. And that's kind of what I did. You know, I'm bad with the snooze, I snooze a lot. So, you know, trying to be disciplined and get away from snoozing. And once my alarm goes off at 530 actually get up and get out of bed and get my day started. So, you know I don't Yeah, I either drive. I would either dry first thing in the morning or typically after seven o'clock I prefer to ask God but I was just going to say I prefer the evenings just because I typically can get more airport ride. Flights don't arrive started riding till like 715 to the airport. And me driving a truck. I prefer to do airport rides because they pay more and they're more on the highway. So So I mean, typically to do that I have to do it later in the in the evening. Got it? Okay. The reason I ask is I have a client of mine who does whatever, but he's also building the business. And he's got he's figured out a system where he brings in about $250 a day. And but it also it's a balancing act. Right. So I think he gets all verified today. But I think he gets started at like, 3am. Yeah. And he gets a crap ton of airport writes, yeah, no. But you know, he goes to bed earlier, obviously. Right? So he gets started at 3am. And he's done typically the verify with what have you done, typically around eight or 9am? And, and he gets to two $50 a day. So it's about 1200 50 a week. And, you know, comes home takes care of his wife, his wife's dependent upon him. And they only have one car. Yeah. And yeah, but he's bringing in, you know, over what 45, about 5000 a month is giving him the cash flow to funnel into his business. And he's got the rest of the day, I think he goes down to sleep probably at seven, seven or eight o'clock at night, something like that. But it's just it's a rearranging of the schedule ticking two and a half weeks to get used to that schedule. Yeah. allottee anyways. But it works out. And because most of his business is open, you know, in order to, for him to do his business, he has to be available. Typically between 10 and five. Yeah. So that's something to consider is given a different schedule setup, where you can, if you ever transport your wife to work, you can be in that area. Yeah. By the time she needs to get transported to work, but you've already knocked out three, you know, three or four hours of work. Yeah. Yeah. And his thing is, he doesn't have a set hours. He just says, Once I hit 250, for the day, I'm done. Yeah. I, if it takes two hours, great. takes three hours. Great. I mean, the dudes done, I don't know. 15 20,000 Uber rides. Yeah. So and, but it's a system. And so with that, you know, he's also taken. So what he's also done is not only is he building his business, and taking the money to fund the business, and taking care of all the family assets, his wife doesn't work. But he's taken a bunch of that extra money. He's completely debt free now. Like he's paid off all the debt as of like, a week or two ago. And he's like, Dude, my expenses are so low now. Because I've gotten rid of the debt that I'm going to save up about three or four months of war chest. Three or four months of expenses, and then I'm dropping nuber doing full time in my business. Yeah. That's so that's what I'm working towards, like my wife, my wife, and I budgeted a little bit more strictly last week, or last month, and we spent $3,000 More than we brought in, which is not good. So so. So those are one area to target. The other is like, and I do this once a month to go in, look at okay, what are my results last month? What are my goals for this month? And what is my plan? Is my strategy. And when you're starting out in a business, and that business is not sustaining you yet, and it becomes a surgical procedure day and what I mean by that is there's 168 hours in a week. And the one thing I've learned, probably about four or five months into being a business owner is I gotta throw away the clock. There is no clock, there's 20 477 days a week. I've got seven days 168 hours to make crap happen. And how fast do I want to get this thing running to where I don't have to work so hard? I got a very low tolerance for pain. Yeah, and, and so on. Um, you know, I look at my calendar, I go and I slice and dice the heck out of it. And I ended up looking at my calendar this week. I'm like, okay, in order for me to make everything happen this week, my preference is to get up and going, because I switched it up. I targeted now 530. I wanted to stay up later. And so I had to move the wakeup time later. Yeah, I'm finding that the hardest thing I experienced in the third in the second quarter when I tried this 4:30am Wake up, but it was still going to bed at 10 3011 o'clock at night, and I'm just killing myself. Yeah, this is not working for me. I am like an evening person. Yeah. And I am going to stop fighting that. And so. Okay, I'm going to attend. And I had to move the wakeup time to 530. Because I've discovered that getting the most important thing done for me in the morning is very important. And it just sets the tone for the rest of the day. Yeah. So I had to look at my calendar, and I had the time block. So in your case, like, Okay, I need to do Uber to make ends meet right now. But I also need to be available. Insane and awake. And and it was energy during the day. No. And so you know, that you have to come up with what's going to work for you there. Yeah, you know, Uber is just a temporary thing, nothing to be embarrassed about nothing to be any of that you're building a frickin business. Yeah. And, you know, whether it's Uber, whether it's two other jobs or three other jobs, whatever you got to do to make ends meet the best way to draw this out. And I wish I knew how to use these online tools with Zoom now because they have oh, they actually have a whiteboard. I wonder if I could figure out how to actually use it. Boards No date collaborating, presenting meeting participants are granted via that permission meeting just to do this open. Yeah, I mean, I mean, learn how to do a whiteboard right now. You just want to draw, that's all I want to do. X. Fine. You guys see my screen? Yes. With this tool is draw. There we go. Okay. So looking at a tee. If you click Explore new tools box, so it goes off. I think it'll make your screen brighter. Press. Click what? Kevin, I think you have to do that. I just did it. And the screen was brighter. Done. Thank you. I just read it. I couldn't control anything, because I wasn't doing it. But I yeah, that was kind of weird. But. So John, FYI, if you're using the whiteboard, the people who are watching have a little box that comes up. That's trying to tell us about using the whiteboard, I think probably because we've never used it. And it makes the screen gray. We can see it but it's gray. If we click off that box off, it'll turn white. And the reason I tell you that so when you do it again, with rookies like us, you can tell us to do it. And we'll be up to speed. Oh, yeah, it's the first time I've ever done it. I did. I'm like, Okay, this is actually powerful. Because I like this, I just gotta learn how to use the mouse when I'm typing. It looks like it should have been something that was on your end, but it was on our end, for some reason. I came out with all these powerful tools about two months ago, I'm like one of these days, and we'll take time to learn how to use them. I have no idea what's you know what they are. And so this right over here is the system that I have used for many, many, many, many, many, many, many years and helped a lot of clients that have a job trying to start a business. So there's 168 hours in a week. And what you have to figure out is okay, how many hours a week there you're going to do your job, let's just say it's 40. And I'm just going to do this in general. Normally I'd be just one on one with somebody but this is personal use. I'm not going to do that because it's being recorded. So let's just say work 40 hours a week, okay, let's just say from this job. Okay. You're earning 5000 A month alright. 1000 Okay. Question You got to ask yourself is okay, what is my monthly requirement? And over here, you put your wife job, etc, etc. So let's just say your your, your monthly requirement is 7500. Okay? So there's a $2,500 discrepancy there. Okay? Now, the number at the very bottom 7500 is what is the income needed to come into the home where you have no stress, I'm not talking about your dream income, I'm not talking about any of that stuff, I'm talking about the income that needs to come through that door where you don't stress out, all the ins are met food, shelter, clothing, etc. Again, it's not your dream income right over here once you figured out the difference, so right now there is a $2,500 a month difference. And I'm just using this as an example. I need to focus on getting my business to the point where you know, obviously my immediate need is to fulfill my current income needs. First go on my business now, over here over here, you're gonna be till out okay, how many hours do I need for my family obligations I probably just do cursive and then I don't have to do the print. Okay. If you hit if you hit the T I think you can do text I can just type very low. Okay, so now we'll go family see that fitness that nests I have a miscellaneous block in there too. Because everything is never perfect. A family fitness sleep you know and excetera Okay, and that's going to equal so we do the math and let's say okay, I'm going to sleep about an hour a day for my wife. So that's gonna be seven. All right, our day for God. So that's another seven carve out an hour day for working out. Okay, so that's that's then I'm going to carve out assembly and healthy sleep and that's going to be eight eight times seven that's 56 So now I'm at 77 Okay and maybe five hours a week for fun 82 plus 40 122 Okay, so the thing to put in here is that equals 122 Now the math is this I've got 168 hours oh I for almost forgot I gotta put in eating time. Thanks. I got bread breakfast, lunch and dinner are about three hours a day for that three times. Seven equals 20 143 hours that are taken up underneath 68 hours NS three 525 hours divided by is a week, five hours a day. We're here my business wouldn't do five hours per day out do you want to do more? You just got to take more from over here but oh, five hours per day. So any other business now we've seen prospect or an existing client? That would be the order. So when I was rebuilding my business that I currently have the whole thing thing fell apart. Thursday before Thanksgiving 2013 December 2 2013, I made an important decision that I am not going to go back and get a job. Turned down $125,000 base salary plus car plus expense account I'm use about a $225,000 opportunity. I turned it down $600 a month. My wife, my wife at the time, thought I was insane. Everybody else on the planet would have thought I was insane too. But I'm like, I just I can't do it. I just can't go back to work or somebody's not going to do it. I don't give a shit. If I lose everything and die trying. I'm just not going to do it. Well, now it's better to it was the better decision. And it put a complete fire under my butt. I did not sleep hours, eight hours a day I slept for either. I had to not only borrow money from friends and do all kinds of side hustles for four months, stuff that I would never do to make ends meet while I was rebuilding my business. And I had to come up with okay. Yeah, I remember, you know, coming in and I told my family and my kid at the time. Especially this is 2013 30. Preston was five. No, Preston was six years old. And you know, six years old, I'm working from home. I just I had a habit now. I'm like, Hey, from from 8am until 7pm At night, that door is closed, you do not go knock on that door. Unless the house is on fire. You do not knock on that door. I promise you daddy will spend time with you today and I will spend time with you my wife and I will make myself available for food. But when that's that doors close, you leave me alone. Isn't is it and I told my ex wife this. I said if you don't want to have to go back to work. I care it right. If you don't want to have to go back to work, you'll leave me alone. Because I have to rebuild this thing and take care of everything. And I cannot be interrupted period. And so I would come and I would tap that door. And as I walked in the door, I would say all of my problems, all of my stress, all of my worry, all of my doubt. All of my fear has to stay outside of this room. It's not allowed in. These problems will be waiting for me when I'm done at the end of today. I had to mentally physically consciously do it because I was scared to death. I was maxing out credit cards. I was maxing out debt. I was borrowing from people. I mean, it was the most humbling time in my entire professional career. I had already built $3 million companies, but I was stupid with the money back then. Not smart. Okay. And so, you know it was a very humbling and ultimately rewarding experience because is now set up for a time such as this where I can help somebody do the exact thing. And so when I came through that door, this was my priority. I dealt with any client stuff I had to deal with right away. By, then I got into, okay, do I have enough leads to call on today, if not, I made my list, I whipped out my note sheet and I made a list of every single person I was going to call went into my database. For me, I operate better off of a checklist, not sitting there in front of my computer doing a database thing. Other people, they'd like the database thing, you got to figure out what works for you. But unlike, I've got to generate leads, if I don't have them. And then once I know I got my call list, hop on the phone, start making calls. And I made calls. And because I was I was very specific, I knew that I was going to be able to call on that list, at least three times today. So the first round, I didn't leave a message. Second round, I didn't leave a message. Third round, I left a message. So there's an actual YouTube video that I completed in 2014. After I had rebuilt everything, I started to smoke a babble on me when I created that video. And, and literally I broke my day up into four quarters. Okay, so eight to 10 was one quarter took a break 1015 to 1215 was another quarter, I took a half hour for lunch, I walked the dog and ate and drank apple cider vinegar, I lost 34 pounds during this this period of time, that could not work out, it could not go to the gym, I couldn't do anything. I put a crap ton of stuff on hold. And then I came back and the third quarter began, then I took a break in the fourth quarter begin. Once the fourth quarter was done, I was done for the day, I sat down and that's when I did my marketing. That's when I did my lead generation, that's when I did my planning my operations. But during eight to five, Monday through Friday, or however the quarters broke down, back then it was all about revenue generating activity and revenue generating activities, client stuff, making phone calls, running prospect appointments and closing. And once I got done, I repeated the cycle, repeated the cycle, repeat the cycle, repeat the cycle. As a result, I built 100 got to $9,000 a month in less than four months. Because I had no choice, I had to make it happen. So I don't have family. I don't have any of that stuff at that time. And so when you're looking at your day over here in the life of of this is anybody, right? Anybody that wants to build a business from scratch that has a job right now, or the business is not producing the income they want. You know, the first goal that you have is giving 2500 on this side of the aisle, once you get 2500 over here. Now you want to get you free from here. Once you get free from here, and your business is producing the income. Now it's in your best interest to walk and do it full time. So now I'm going to be quiet. Is there any questions about this? No. But if you want to lay this out for yourself, okay, it's interesting the screen year over there and my cameras right there. Okay. Hey, do you want to lay this out for yourself? And you want me to review it and guide you, I will gladly do it. Because this is personal in nature to you. I will make the time today even tomorrow on Fourth of July. I don't care. Because I know what it's like to be in your position. I know 100% Personally what it's like to be in your in your situation. You may want to get some sleep at night, but it sucks. And it's stressful. And then you don't have to go out of it alone. Cool. Cool. All right. So here we go. All right, Kevin, what's on your mind I'm actually kind of revamping my one page business plan. I wasn't very specific. I just started kind of reviewing some numbers and I kind of threw out like what my vision was right as opposed to being more specific on some what I really want it to look like and what I what the numbers look like. I think that I'm in a kind of a weird spot right where I just and we've spoken to this where I need to kind of grow the company to a spot At Work it can be, I can hire the support I need. So that I can go, I can pan on that hamster wheel, right, where I'm running around, do all kinds of stuff, you know, trying to make sure that the, you know, the the VA logins are correct, you know, it's like everybody calls me for these things that I vaguely remember how to do. So I have to go do homework to figure it out, it takes me a lot more time. And if I had a system where I was ahead of it, and an admin that really focused on that, and because of that, I'm not really growing kind of both sides of it, whether whether it's my personal business, or us as a company. So I, I treading water, and not really going very far. And I'm it's not that I don't want to it's not that I know, I'm grateful for the position I'm in. But I don't have to put as much into it, and it keeps moving. But I also feel like I've gotten a little bit lazy. And I'm not driving on, you know, many facets of life, from working out to whatever. So, point is that for the one page business plan, I kind of came into it. And I didn't do it right off right in the beginning of the year. So I feel like six months does make sense to kind of reset, and recreate. And so I really want to get the numbers, right. Yeah, I'm not sure. I'm not sure that really makes sense to you in my head, it makes perfect sense. That makes total sense. Like, the nice thing about the one page plan, and the process of the one page plan is based on a three to five year vision. Okay, where you want to be three to five years from now. So you can choose you can just take this year as a half a year, Headstart, Sprint, whatever you can say, Okay, I'm not even going to count this year, I'm gonna, that's gonna give me a six month Headstart. And so you can go okay, 2425 26. So by the end of 2026, this is what my business looks like. It's like kind of meets the criteria for one page plan, right? Because now you got a three year vision. Three and a half years from now, that's three year vision, right? You get to determine what that is gonna be three years, five years, four years, five years, okay, typically three to five years. And when you start looking into a 10 year goal, that's more of the EOS system. And your business really needs to be at a certain level before you start thinking 10 years. But three to five years very short period of time. Right. And it's foreseeable. Now, and so you can go okay, by the end of 2026. This is where this is what my business looks like, this is how many employees I have. I'm going to be licensed in 10 states. I'm going to have, you know, 10 loan officers working for me three originators, an assistant, a business development manager, a team of vas, I'm going to be on talk shows, I'm going to be I mean, you just make when I'm creating my vision statement is a better week, week to week process. And I'm just making a bullet list where and I just add, you know, it's called imagining, I'm like, I spent time that I met, okay, man, if money was not an issue, you know, if time was not an issue, if I have great health. And I had a magic wand, you know, three years from now, where do I Where would I like to be? You know, where, where would I travel what I have, you know, a home here and a home there. You know, and I just allow my brain to free flow. And to give myself a deadline. You know, it's like, Okay, I'm gonna complete this mental process by this Friday, or by two Fridays from now, which frees me up to just brainstorm. At the end of the day, this is the most important exercise you could do for your business. Doesn't matter if it gets done today. It ultimately needs to get done. But don't skimp on it. You know, give yourself hey, I'm gonna I'm gonna let I want to get my plan finalized. By this day in this time. Yeah. And so you get this whole laundry list of stuff. And then you start looking at okay. whittle it down to a vision statement in order to have this lifestyle. What is the math that has to work? No. Like I got a very specific lifestyle I want and There's a very specific number that has to come into this home free and clear of taxes, and everything. I've got it in the spreadsheet, I've already done the math, I know how much I'm going to be tithing, I'm going to know how much I'm going to be reserving and paying for taxes. You know, and I know the number actually turned out to be bigger than I thought it was going to be. Because I have certain charities and certain things I want to do with that money. But my net income has to mean this. In order to do this, though, once I got clear on what you know, either you had a very specific house that I want to live in a very specific car that I want to drive. I think in this particular plan, there's seven vacations I want to do every year. Yeah, I want to have a very specific home in a hot climate and a warm climate, or a hot climate and a cold, you know, I want to be able to stay in warm weather. Not hot weather, not cold weather year round. Cool, right. But it Jacks me up. You know, because I can point to all kinds of people in this world that have that lifestyle. So the only difference between me and them is they have different information and they take different actions and I am taking it. Right. I put my pants on every day they put their pants on every day. I wake up in the morning, first thing I do is dream that dream my bladder, they have to do the same thing. Okay. They eat breakfast, I eat breakfast. I mean, I couldn't different. Totally. You see I'm saying? Yeah. And so you spend time going, Okay, here's where don't worry about where you're at. This is where I want to go. I'm going through this with my 16 and a half year old son right now. He is stressing out to the maximum. He doesn't know what he wants to be. I did you're only 16 and a half now, but let's get clear. What are you already, you know, you want to drive? He wants to drive an Audi Ra. Now, and then we started drinking brainstorming. And so he's got these specific goals. And I've been able to tie it down to Okay, well, these are this is the reward. This is what you need to do to get there. And you know, we got a year and a half. So what's realistic? Yeah. So what's realistic is what you want to do from a work standpoint. Once I know what your work ethic is going to be and that you can commit to it, then I can tell you what's realistic and what's not. And so that's what I would do with your vision statement is if you need more time with it, then give yourself more time. Nothing wrong with it. But definitely set yourself a deadline. Say, Hey, I want to get this done by then. Well, I guess it's interesting, what you're saying is to dream a little more. And I tend to want to just sit down and start planning. Without the dreaming. I think that probably my biggest detriment is that I'm comfortable. Right. And so I look at that, and I kind of like a vacation when I want to vacation. But I don't really want to right now. So I don't. And the reality is if I had an extra, you know, half a million dollars, I would vacation more. As the only reason I'm going through the 75 hard program and begin with is I am comfortable. Right? No, I don't I don't have to go out and do much anymore. I really don't know. And that drives me freaking nuts. Right? Because if I'm not growing I'm actually going backwards. Right? You don't stay in one spot. And so I'm like I have become undisciplined and so this program has forced me to because every day I argue with myself God dang man, I gotta go it's an argument every day. Now and and, and but in reading the book 75 heart and listening to some of those podcasts. I realize what I'm going through is normal in that program your your mind is the biggest challenge that you overcome. And that 75 Day Program is not the physical shit. Not the diets not the water. It's not any of that stuff. It is talking yourself out of doing what needs to be done even when you don't want to do it. Right now and and my goal my my reward is completely rewiring my subconscious mind to love the tough stuff, to love discipline. Because I've lost that over the years by hitting big goals and you know, the in cotton getting myself to a comfortable place. So, you know, maybe you find something like that. But there's got to be it comes down to here's a good exercise for you is taking the biggest ticket chapter of the cardones book and it's like write your write your top five goals in the morning write your top five goals at night. It's not goals that you think of us like, Okay, what do I want, you just write down whatever comes to mind. Do it twice, once a night once in the morning. For the next two or three weeks, you're gonna be very clear on what you want. It will make itself known when you say that you mean top five big goals or top five goals for the day. Oh, if you go to put the URL in the chat window. My screen, I put the link in the chat window. Okay. Buy the planner don't buy the planner. That's not important. What's important is watch this video. Watch the video he breaks it down. I read about it, but he actually breaks it down the psychology behind it everything. I think it's like a five or six, maybe four or five minute video or whatever. How long is three minutes or 55 seconds? Okay. So but the one thing that you want to grab from it is the power writing out your goals twice a day. And he explains what he's talking about. Talking about big goals here. Not small goals. Not Hey, something I want to get done this week sometime I want to get done. Very, we're talking big, hairy, audacious goals. So and it's an exercise where you allow your brain God the universe, whatever your belief system is. You imagine, okay, if if time and money were not a problem, were not an issue. Okay. What do I want? What is important to me? What? What What if I, what would motivate me to just freakin wake up every morning fired up. Now, here's the test. If your current goals aren't giving you that energy, then they're probably the wrong goals. They still need to be accomplished. certain goals need to be accomplished. But there needs to be something that's going to jack you know. And I remember when I hit the fastest growing companies list for the first time 2000 789 were the years that they measured? Or no 2006 Seven and eight those years they measure I was number 10. I wanted to make that list. really did. I just It drove me down. Because in order to make the list, you know, you have to do some pretty incredible stuff. Now, and then I saw my buddy was the featured the center page article. So I remember calling up the Business Journal going hey, how do I get that spot? Yeah. And she told me what the criteria had to do you have to have the biggest percentage increase over any other business. Because it's all percentage based. It's not dollar based. No. Yeah. And I'm like, okay, so that drove me well guess what? They came to my office they interviewed me and I was the center page article the next year. The economy was collapsing. But that just drove me I don't even know what the reward was other than an ego boost. But it was the amount of crap I had to go through the amount of personal growth I had to go through the amount of sack If I had to go through, it just motivated the hell out of me. No. One reason I'm doing this, the 75 hard program was like, I want that reward at the end of being having my subconscious rewired and chiseled to where? You know, I have a discipline about me again, that I've lost a one that back now in my life, and, and it's tough. Yeah, yes. But I'm thinking about where John's gonna be at that point. And it's the one thing I can do that's going to impact every single area of my life. That will impact every Yeah. And so. But it's, it's different for everybody. Yeah, like, what caused me to go from zero to a million dollars in 2006, seven and eight, wasn't about being in the Business Journal. It was about showing my ex business partner and basically flipping him off. That anger drove me. It wasn't a drove anybody else. It has to be personal to you. So if you go through this 10x that video, he explains what he's talking about when he's talking about right now your goals. Okay, so just try that for the next two weeks. And two weeks from now, I'll check back in with you. But if you do it consistently, every day, it takes about five minutes in the morning, five minutes a night. And but you I promise you this, you will be more a lot more clear, at least with two or three of those goals that will motivate you and Jack you up where you're like, Okay, I don't care what I got to do to get there. I'm fired up. Obviously, you don't need as much sleep. Now all of a sudden, certain things aren't aren't a priority anymore. Yeah. Certain things B, it puts a lot of stuff into perspective, when you're very clear on what you want to do. And so going into this quarter, if you can give yourself the space to do this. And make it happen. This could be the best second half of the year. So next quarter that you've ever had, as you're going into with a whole different mindset. Okay. Yeah, no, I agree. I think that, you know, having a clear goal that falls to me, is something I've been lacking for a while, like I kind of just been cruising along last several years. So I mean, the one thing you too could feel might want to consider is creating a, I don't know if you're familiar with BNI, or a tip or anything like that, okay, but create your own group, you have a Toastmasters group, right? So create your own lead generation group doesn't have to be rich, it doesn't have to be BNI. It can be if you want it to be, but you can start your own. Now. So if you look at the categories that the two of you would need, right? Is, and you can, you can allow what would be really cool. And I see that there's this lady. She's in real estate, and the mortgage person in this group is from Big Valley mortgage, and they call it a bar is what the acronym stands for, but they meet once a month in Lincoln. And they have like 12 or 13 people as part of the group now, but one of the things they've decided is to allow two people in the same category in the group. One person for one category that makes both people show up in a big way. Because there's competition in the group. And so what they have is, same thing, you go out and find the property and casualty insurance person. You find the people that are feeders in your category, title person, pest control, you can start your own breakfast group with whatever rules you want. Okay. But I would do knowing knowing this industry and how this works, it would need to be a morning group, just simply because once once the plumber, the landscape guy once all the tradesmen are gone for the day, they're not coming back for lunch group. And you want those you want those relationships and I have an entire categories Those that are power partners for your type of business. So if you guys want to consider starting that you can't do it let's IT group because there's a mortgage person and a real estate person, every other group in this region. So for you guys to actually do this to start your own VIP group, which that's what you want to do, I can definitely show you how to do that. But because you can start at your own little chapter, you don't have to have you get the access of all of the tip and you start your own BNI chapter, you don't have to do anything fancy to start it. It's usually started by a mortgage person or real estate person or property and casualty person, typically the three categories and started because they can't get into any other group. Because once those categories are filled in those other groups, they never are vacant, right? Like Stephanie Ammons is the mortgage person in our group. And that category was held over 10 years the pit Miller and it wasn't until pit left and open the category that we had like four people auditioning for the spot Yeah, so But that's something that you guys could consider that can be a huge lead generator or your or for the both of you. And power base marketing right going in and and let me see if I can find this real quick is even if you don't start a group, I would start building out your arsenal of our base partners. And it gives you a lever an edge in the let's use you an edge market because now you go and you have a network of people right nice this is the top 50 Categories list and leave I can just share it with you guys is your email Mike at ABS mg that's that and then so, when the tip hire me to expand this region, I put together business plan and grow every single group and region to a total of 700. And I created these five power base groups that are proven nationwide. So if I add these these categories to these groups, this group produces about close to almost a million and a half a year. But the people these are the categories that are the best producing referral groups in the in the whole nation. And so I broke it down by science because they hired me they wanted me to grow the region. I'm like, Okay, well, I'm not doing this without a plan. And so, you know, whether it's elliptic curve or your own private group, you know, just let me know if that's something you guys want to do. And I'll just give you step by step. Now of a sudden you got a referral business owners referral group that YouTube show up to you guys can actually because you're with the same company, right? You too can tag team one person shows up one week one person shows up the next week. However you guys want to do it right. But you have the categories and it becomes a lead feeder for your business. Yeah, and then the thing I like about this group in on Lincoln, is he bringing a guest speaker once a month, not somebody from the group. And I was the guest speaker at this last one. And I was like, That is a brilliant idea lead group. Well, you guys do your referrals and leads. But once a month you bring in an outside speaker. Like that kind of flavors of that. So cool. All right. Well, this has been a great call today. And one thing I want to share with you guys, before I go and get your feedback, let me get my screen where it needs to ask your opinion about this. All right, so I want to start incorporating some questions that are valuable. This is something I do with it every one every one that is a one on one client of mine. Every other week, I give them this agenda before we talk. And they answer these questions. Okay, what do you want to achieve? By the end of our session today? Ask them very specific one page business plan questions. What's the biggest wins setbacks and lessons since our last strategy session? And then I check in with them on the key areas of their life. Okay. Anything they're putting off or avoiding? biggest win from today? Is there anything missing from our consulting relationship cetera, and then there's action items. So this is every other week. During the between the strategy calls, I have what's called a checking call template, this is all centered around the both of these are centered around the one page plan and maximizing and making the one place plan. Very effective. I send them this email. Okay, and the checking call is very short. What would you like to have achieved by our call today? Are you on track with the action? We don't strategize on the plan? Do you think they're on track to the action items? Or they're not? Not? Why not? Even you're currently putting off a void, and we're, we're on and off the phone. Okay. So what I'm thinking about doing for this group to make it more valuable, is to create a structure questions like this, that you guys as participants can come to the meeting, and be able to get your needs met very clearly before you get here. Okay. And that way, you walk away getting your needs met every week, knowing exactly what you need to go do between now and next week. And then you hit your goals, every client that I have that goes through this, the one thing about my clients that are one on one, they always hit their goals, every single freaking one of them. Because we don't wait till the end of the year going, Oh, where are we at with our goal? Now, they literally twice a month, they update their numbers where they're at? Are they on track? Or are they not? No. And then between the weeks on the checking call, they either are doing what they need to be done. So the further they get off track is when we as a result, every client hits their goal by the end of the year, they just do now, if I didn't do that for them, they wouldn't hit their goal. No, my mentors wouldn't do that. For me, there's no way in heck, I'd hit my goal because life is comes up. Right? So be thinking about all of them ask if you guys I'm gonna send both the template to both of you. And what we want is okay, maybe the first and actually maybe the second and the fourth Monday of the month, we we have the participants fill out the check the strategy questions, right. And the first and third Monday of the month, we do the check ins, you know, questions, okay. And as a group, we can start we create a culture where the group becomes an accountability partner for you. And that just makes it more valuable. So I'll send that to you. I'm gonna send it to everybody in the group and kind of summarizing it but any feedback that you guys can give me the better. I really appreciate it. So alright guys have a have a wonderful Fourth of July. You too. All right. Take care, guys. Yeah, be safe. Be cool. Yeah, exactly. Alright. Have a great

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