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Right. We got it. Good, good. Welcome, welcome. What's happening? Some of you I haven't seen

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for a while. Good to see you. What's up, Tiffany? Tori Beverly. I don't know who iPhone 98 is.

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Hope you're well. Awesome. Rebecca, you want to pray a son? Yeah, I'd love to.

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Yeah. Heavenly Father, thank you for your presence today, Lord. Thank you for new mercies and

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joy that comes in the morning for the joy in you that is our strength, Lord. We're grateful.

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Thank you for the invitation we have to partner with you. And thank you for each member on the

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call today, Lord. We pray that you would guide and direct this time just to be a rich, uplifting

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session that's full of fruit and takeaways that reflect your voice and your will, Lord.

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Thank you for your plans to prosper us and not harm us. And I pray that you'll help us partner

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with you and agree with all your plans concerning our business today and where you want to take us,

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Lord. We're yours and we're honored to be held in your hands. We love you and give you praise.

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We seal these things in Jesus name. Amen. Amen. Yes. All right. So I don't know if any of you were

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in on the 10X sales challenge I've been doing, but we had something really cool today. So at the end

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of the All Access Pass, there was five or six people in queue and I took the last two.

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And then the last guy, he was a guy named Mahmood. He said, Ray, I've been following you for a long

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time. I'm ready to accept Jesus. I'm like, nice. And so just in front of the group, he accepted

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Jesus. It was great. It was really fun. And so, yeah. I don't know that there's

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much else. I mean, we got we got a lot going on. We got the 10X sales challenge.

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A lot of people are enjoying that. I specifically named it that way to

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challenge me. It's interesting how God's showing up there. So he woke me up at 3 a.m. today to work

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the content for today. And he asked me, you know, praying around each day on what content I'm

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covering, which is fun. Keeps it interesting. We have next month, I have a speaking event in

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Dallas, my friend Mark's event that I think is September 12th through 14th, I believe.

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And then we have I know some of you are coming to the sales evolution workshop,

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which that's that's really exciting. That's going to be in Mark Harbor. That's in Fort Myers.

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That's September 20th. So that's going to be super cool. And I think that's about it to share with

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you. But let's let's dive in. Let's focus in on what you got going on. And so, Tiffany got her

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hand raised. Very nice. How you been? I've been good. Good. OK, so Aaron will hopefully be up

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in just a little bit. All right. So we've kind of been a little M.I.A., but I'm going to talk

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about why and then we really need help figuring out how to bring it all together. Hopefully the

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paint on my hand shows a little bit of what we're doing. But OK, so right now we have just really

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decided that we worked super hard to have the house and the cars and, you know, the stability

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of just one big homestead to realize it takes a whole lot of time for maintenance and it's taking

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away from what we really want, because when you get what you think you want it, then you have to

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think about what do I really want? And ultimately, our kids are between 7 and 17. So we have one that's

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about to be leaving high school and going off into his adult journey. And honestly, I spent my entire

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his entire life working hard to build businesses and I didn't spend time with him the way I wanted.

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And there's a lot of regret behind that. And now it's caused a lot of

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just strife between him and I. And so our relationship isn't as good as I wish it was.

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Not that I regret going after my business adventures, but I do wish I would have done

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things differently. So now we have from 7 to 13 and we're.

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Linden. So we're going to sell our house and literally live in

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a camper and have experiences with our kids. And so we're

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going to go from 4000 square feet to 500 square feet. And

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we've been looking at campers, we've taken the kids to look

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and they're so very excited. And so what, like, so what my

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question is, is we're transitioning the house, we're

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getting ready to flip it, we actually had an amazing I mean,

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you're in real estate. So we bought the house. Within the

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first six months, they did an assessment of our entire

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neighborhood because it had not been done in 20 years. And

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within six months of owning it, we got 100,000 equity in the

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house immediately, because everyone's property values went

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up. So then on top of that, we had about 1000 square feet that

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was unfinished in the house. So we're building extra bedrooms

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and finishing out square footage. So we have forced value

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that's going into our home because we're finishing out

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square footage. Then on top of that, we're updating the house,

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which will make it worth more. So we're struggling because we

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have businesses that we want to grow but haven't really seemed

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like they've been taking off. We have the house that we're

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trying to flip, we're still trying to figure out time

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with our kids. And Aaron's ex wife has us in court. And so

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it's like, we're in a great position, even though it seems

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crazy. But I do know having outside perspective and people

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who can walk through all these things with us as we're getting

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rising salons. You know, where does that fit in? And what do I

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actually want to do with that? Do I want to coach people one on

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one? Or do I started looking through all my courses, and

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they're not they don't have anything to do with business. It

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doesn't have anything to do with business. And so it's

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really important that you have a mindset that then helps you get

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unstuck. So then you can move into whatever your next phase of

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life is, because what God's really been showing me is what

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you think about determines the way you show up, and how you

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show up determines the direction of your life and how people will

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interact and treat you. And so if you want to change your

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life, you have to make the changes that you make. And you

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have to have a mindset that in all circumstances and

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situations determines how you're going to present yourself, which

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determines how people will react and interact with you. And so I

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love helping people overcome. And I love helping people move

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forward. But I don't know that I necessarily want to help them

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with their day to day business. So that's rising salons, our

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so it's just like, as we're moving through this, how do we

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manage all these different moving components? We'll take

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any real estate suggestions, thoughts and ideas of how to

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flip our finished flipping our house, getting it finished and

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ready to go. Yeah, we kind of wisdom or thoughts that come to

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you while you're talking with us. And same with you, Rebecca.

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Yeah. So the first thing is, you know, there's no, what's up,

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Aaron? How are you? So, so first of all, any kind of, I feel

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really bad about this or that, you know, just take take your

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own medicine, right? How you think about something, you got

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to change the way you think about it. So, you know, God's a

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and redemption isn't restoration. I think a lot of

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people think that means the same. Redemption means you'll be

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as if you never stumbled. So when it comes to, you know, I

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had a period of time where my oldest son didn't talk to me for

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six months, wouldn't return my text messages. When he was a

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kid, all I did was work. I thought that was my job. I

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thought like my job was work. And you know, his mom can, you

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know, that's what I thought my dad never did anything with me.

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So I just, you know, I just was ignorant. And, and so I used to

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beat myself up about that. Which he later confided in me really

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annoyed him. So people, I think sometimes we think that, well,

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if I if I openly portray how bad I feel about it, then I'll make

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them feel it actually makes them feel worse. Like, like, get over

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it. And, and we now have a tighter relationship than we've

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had our entire lives. His whole life as a 28 year old, I we have

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a tighter relationship now.

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than we've ever had.

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I was just up in Follywood, hung out with him,

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it was awesome.

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And so I just, there is no,

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let me continue to beat myself up

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because I get some form of payoff on it.

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Just eradicate that.

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There's no condemnation of Christ.

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The joy set before him and him enduring the cross

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wasn't so that you would beat yourself up.

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And so that's step one, is eliminate that.

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You know, yes, work on,

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which I do with my little ones here.

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You know, how can I be better

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at spending more quality time with them?

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I pray about that.

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You know, what are the things we can do together?

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Constantly looking for, you know,

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ways to have a better relationship with them and all that.

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So you continue to work on the good,

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continue to work on, you know,

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what can I do to help the situation?

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But there is zero value in the beating yourself up.

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Just no, no value.

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As far, I mean, as far as real estate,

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I mean, Jess is the, you know,

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she's the one to talk to.

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Where are you guys at again?

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We're in the Wisconsin Dells area.

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So why don't you,

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why don't you send like your address and stuff

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and everything, send that to Rebecca

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and Rebecca, get that to Jess.

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You know, if you have like a Zillow or Pitchers

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or something like that, you know,

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like that's what she does all day, every day.

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And she may have some, you know, some advice.

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Sometimes we'll have friends that'll reach out

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and ask that kind of question.

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So if we send over, it's not on the market,

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we're getting it ready for the market.

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We actually had some neighborhood people

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who came over and looked at it yesterday

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because it's an amazing neighborhood.

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We just want to learn from our past

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and spend more time with our kids

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than picking sticks up out of the yard

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and fixing the house and whatever else it takes to keep.

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I know people that have done that.

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I don't know one person that ever regretted it.

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Yeah.

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I don't know one person that ever got in an RV

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or a camper or whatever.

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And then back, man, we really screwed up

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selling that house.

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Like, I don't know one person.

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I know several, I mean, I don't know a lot,

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but I know, you know, probably four or five people

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that have done that.

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I mean, you know, we've even considered that,

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but I don't know anyone that's ever actually done it

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and regretted it.

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And so, you know, if you're feeling called to do that,

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then, you know, go for it.

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And I do think that it's important to,

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I can absolutely fall prey to this

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where I have so many things going on

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that I look at the many things and I get overwhelmed.

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I'm like, ah, right?

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And so there's a meme out there.

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It's like, I have so much to do,

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so I just spent the day on the couch, right?

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You probably resonate with that, right?

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Cause you look at it and go, ah, I got, ah.

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And what I found is I'm just like, okay,

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and I'll pray on, all right, what am I to do today?

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And usually when I pray that, I'm given too much.

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And I'm like, I can't get all that done.

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Like, I can't go there and do this and da, da, da, da, da,

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but I always am able to.

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And I'm like, ah, and it may happen so many times

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that I now I'm at least hesitant to say,

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I can't do all that.

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I'm just like, okay, he's proved me wrong too many times,

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but the time, the mental, you know,

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what's the word I'm gonna look for?

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The mental procrastination, I guess,

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you know, like I got so much to do

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but not actually going and just doing it.

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It's like a shutdown.

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It's like, you get so consumed

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and I've got a thousand things to do

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that you get physically exhausted to where then you're like,

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okay, well now I'm mentally not capable.

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And so now you're even further behind.

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So just don't do that is what I'm like.

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Just, you know, be like, okay, there's a lot to do.

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Let me tackle it.

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I'll do that, Aaron.

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I just always, I'm gonna get her some blinders,

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like some horse blinders.

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And now she doesn't look around the house

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and look at every other project.

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I've literally been repainting our trim.

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Well, when you've got all this space,

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it's like, that's a lot of trim to paint.

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So we just haven't done it in two years.

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So I finally was like, okay, I'm gonna do this,

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this section of the living room.

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So at least it looks done.

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And then I'm gonna do this section of the entryway.

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And then I'm gonna do this section of the kitchen.

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And then I'm gonna do this window.

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And then I'm gonna do, so like,

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We're getting ready to hire people to also come in so we can expedite the process, but we just

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built this crazy bedroom downstairs. That's where he was at and I just came up from and

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then we're going to build a second one, but it's like we just feel like the yard needs stuff and

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we've got this house that has so much potential that we could almost double our money that we

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if we do it right, but then we also don't want to outprice ourselves.

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One psychological trigger that I created for myself back in 2009 is anytime,

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and you could create this for anything, but anytime I thought about how bad life was,

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I had to prospect someone and so I was like Pavlov's dog and so I'd be like, I'd like

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reminiscing. I'm like, ding, you know, I pick up my phone or prospect someone and eventually

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that behavior was worked out of me where I just don't do that anymore.

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And so I would just, you know, spend time doing what you need to do. Obviously,

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don't spend time in overwhelm. Overwhelm is actually an advanced version of procrastination

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because if you have the ability to say I'm overwhelmed, you have the ability to work

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on that thing that you're claiming to be overwhelmed by. And I would just,

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you know, for me, I would pray on what's the priority, what's the timing, you know,

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how should I be handling this? You know, so that's not procrastination. Praying for wisdom,

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I don't see as procrastination. Feeling bad about how much I got to do is not going to serve you

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as you know, but sometimes you just need someone to tell you.

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Thank you, Lord, for all this opportunity.

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Yep. What do you have?

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247
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Ready to work?

248
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Yeah. As far as, you know, you asked, you said, Hey, I don't know that I'm supposed to be coaching

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people. And that's the thing with coaching. You make your own rules, you know, like you can choose

250
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to coach whoever for whatever or not, you know, you can just choose, you know, okay. I don't want

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to coach this type of person, but this type of person really lights me up. I love coaching that

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type of person. And so, you know, that's, you get to make the rules, you know, there is no,

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nope, you're stuck forever. You must coach people in this particular way. You make the rules.

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You know, like I like this format. I like sales and marketing mentorship. You know, people come

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in, we work primarily on three things, sabotage your brand and execution. You know, I like it for

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me. It's not, I don't dread these calls. I look forward to them. And so I do something similar

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because I've learned. So what, I guess maybe it'd be helpful. What don't I like?

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I'm not sure. I mean, I guess I've, I guess I've crafted my like onboarding process to be,

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I don't, I just don't typically coach people I don't really want to coach.

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And so it's hard. I don't think I, I can't really think of an example. I mean, I don't like,

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okay, I'll give you an example. So I had a guy, he, this was a few years ago. He came on board

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back when we had something called a diamond package. It was $50,000. And he came on board,

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paid the 50 and two things that he was doing that I did not like one for some people. And for him,

264
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he felt at a license to mistreat my, the people that work with me. And so he was like, you know,

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I think I'm pretty sure it was before Rebecca's time, but there were other people that worked

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with me and he'd be like, Hey, I need to raise things. You know, he would just like order them

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around and stuff. Didn't like that. And then he just had this pattern. And back then I wasn't

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equipped. I wasn't, you know, I didn't have prayer. I didn't, you know, there was a lot

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I didn't have back then, but almost every meeting he'd be like, you know what Ray,

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I really need a plan. And I'm like, okay, the last meeting I gave you a full plan. Did you do it? No.

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you know, the reason, you know, and so like every week is like groundhog's day.

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And it was, which I could, I could, I could stomach,

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I could put up with. Um,

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but it was the treating of the staff that kind of pushed me over the edge.

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And so I just, one day I'm like, Hey man,

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I'm going to give you your money back. And he's like, what? And I'm like, yeah,

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man, I'm sorry. You know, I just don't feel like there were a right fit for you,

278
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but you know, I'm definitely rooting for you and wishing you the best.

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And it was actually really helpful for him.

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Because he said, he goes, listen, I know I'm a pain in the ass.

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And, and I said, you know, I was just like, yeah. And, uh,

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he said, but no one has ever like kicked me out.

283
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No one's ever like refunded me and like giving me my money back. He, I,

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so we do.

285
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And he actually gives me a testimonial video and,

286
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and he's like, you know, I'm just very impressed with Ray. And, you know,

287
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it's one of the best coaches I've ever had. Like it was, it was really funny,

288
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but I did fire him. And so, um, you know,

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you can make coaching, whatever you want, you know,

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it can be whatever parameters you think makes sense.

291
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And if someone's not working out, you know, you always have the option of saying,

292
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Hey, I mean, I'm feeling like this isn't working out and they can either change

293
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their behavior or, you know, or you can fire them.

294
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I think that it was the exhaustion. Cause I got to a point to where I was just,

295
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I was struggling in all areas of my life because I was spending so much time and

296
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effort trying to get that up and going. So it was all the videos,

297
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all the editing, all the emails, all the texting, all like,

298
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it was just all this stuff that I wasn't fulfilling to me. And then I was,

299
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I still wasn't getting the clients and it's like, okay,

300
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so I'm doing all this stuff that I don't like, and it's not fruitful.

301
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So I was like, God, like, am I just supposed to set this down for right now?

302
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Like is now not the right time because like,

303
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so I did and peace started coming back and joy started coming back and I started

304
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taking my thoughts captive about the circumstances that weren't going well,

305
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like all around me and that all of that started turning around. So now I'm like,

306
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okay, when I went into hair, I loved being with my clients.

307
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I loved being behind my chair. I loved conversation.

308
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I was really good at what I did. And it's like,

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I have all these things that I loved. And, and so I flourished at it.

310
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It didn't feel like.

311
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Did you ever read the e-myth? Cause that's, I mean, that's,

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you know, a lot of,

313
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just because someone's good at something doesn't mean they should have a

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business around that thing.

315
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I told her that I said, you know,

316
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maybe you should consider being an entrepreneur and, you know,

317
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being a coach and somebody else's platform just to see if you enjoy the work.

318
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Um, you know,

319
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and then start with that rather than building up all the infrastructure and then

320
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realizing it, you know,

321
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we literally invested so much into getting rising salons

322
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going. And then it was all the stuff around what I thought I wanted to do,

323
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which was coaching.

324
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Cause there's a, there's a flip side to that in that, you know,

325
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there's, um, one of the Proverbs, I forget which one, but it's in all labor,

326
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there's profit. And you know, some people hear that and be like, well,

327
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I didn't profit. No, actually in all labor, there's profit.

328
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So what you may have figured out, Thomas Edison talked about this. Um, you know,

329
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I've, I found 10,000 ways not to make a light bulb and all labor,

330
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there's profit. So there's a, cause there's a flip side.

331
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There may be a piece of you that if you didn't go and do all of that,

332
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you would wonder, man, I wonder if I would have went hard.

333
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I wonder if I would have created courses and stuff.

334
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I wonder if I would have, you know, and then now you're, you're that guy,

335
00:23:55.260 --> 00:23:57.740
you know, that's, you know, 50 years later, just wondering,

336
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I wonder if I would have gone all in while you did.

337
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And, uh, you learned that that may not be the path for you. And,

338
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and so that's, that's a benefit.

339
00:24:09.960 --> 00:24:13.120
Yeah. I think I'm just like, for me,

340
00:24:13.420 --> 00:24:16.140
it's hard because since I was 15,

341
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I was going to become a hairstylist and I was going to own my own salon.

342
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And then I was gonna, you know,

343
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and I had all these goals and dreams and then I did it and then I did them all.

344
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And then I was praying for a husband. I was a single mom for 13 years.

345
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And then God brings me Aaron and moves me halfway across the country and I sold

346
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my salon and I quit being behind my chair. And so like the,

347
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the current thing is I'm 42 and I'm 25 if anyone else asks.

348
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So don't, don't go saying the numbers, but you know,

349
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I'm in my forties now and now I'm refiguring out like without the hair and

350
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without the business and without the stature in the community and without all

351
00:24:56.680 --> 00:24:58.820
these things, then who is left over?

352
00:24:59.060 --> 00:24:59.980
And I think

353
00:25:00.000 --> 00:25:05.100
The part of my journey is going to be part of what God's going to have me do because how many people

354
00:25:05.320 --> 00:25:11.580
Have to start over in life or how many people are in the same circumstance where they're older and they thought well gosh

355
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I'll just figure out what i'm going to be when I grow up and now you're grown up and you're still figuring out who am

356
00:25:16.420 --> 00:25:22.240
I going to be and I know that it's through the journey that God has me on that the answer i'm sure will come

357
00:25:22.380 --> 00:25:24.480
But it's a part of right now

358
00:25:24.600 --> 00:25:29.760
You know, we are in a life shift. So if I had tons of clients, what would I even do right now?

359
00:25:30.000 --> 00:25:30.440
well

360
00:25:30.840 --> 00:25:31.380
exactly

361
00:25:32.020 --> 00:25:38.060
I I couldn't be a support to my husband or I couldn't be emotionally available to my kids because I would be behind my

362
00:25:38.060 --> 00:25:39.880
computer working all the time

363
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Whereas right now it hasn't panned out the way I was hoping but now I have the time and emotional availability

364
00:25:46.640 --> 00:25:51.140
To get stuff done around the house to make sure things are picked up to help with kids

365
00:25:51.520 --> 00:25:54.080
dude, so it's like

366
00:25:54.180 --> 00:25:59.380
Um, so just focus on that, you know focus on the good not the yeah, but

367
00:26:00.000 --> 00:26:04.400
We you know, we can all have a tendency of yeah, but you know, yeah, but I am not doing this over here

368
00:26:04.400 --> 00:26:04.840
Yeah, but

369
00:26:05.340 --> 00:26:10.860
And so just focus on you know, what this timing is perfect. God's not surprised by any of my circumstances

370
00:26:10.860 --> 00:26:15.080
He's not surprised by what did work what didn't work and this is wonderful

371
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And so just just walk in that and I do like what I don't know if you saw what rebecca posted

372
00:26:19.680 --> 00:26:21.520
Uh, but she posted something for you

373
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Yeah, and so send over the real estate thing. I'll ask jess to take a look at it

374
00:26:26.900 --> 00:26:27.640
and um

375
00:26:28.500 --> 00:26:35.420
Because we've done all the upgrades but it there's nothing that will show what we've done. It'll just show what we purchased

376
00:26:35.760 --> 00:26:41.200
Like we may need to do a video walk. Yeah, we need to send pictures. Yeah. Yeah, that's fine. Yeah pictures

377
00:26:41.200 --> 00:26:43.000
Yeah, get some get some pictures. I mean

378
00:26:43.560 --> 00:26:48.220
You know, she'll she'll tell you it's kitchens and bathrooms. That's what makes the most money, you know

379
00:26:48.220 --> 00:26:52.580
And we we had it come to us by realtor. So I mean we can send all the data. Yeah, that's fine

380
00:26:52.580 --> 00:26:55.000
We can get out kitchens and bathrooms

381
00:26:55.000 --> 00:26:57.820
You spend the money it's a it's a pretty good return

382
00:26:58.420 --> 00:27:03.920
We went to this real estate investment class and one of the things that they were talking about is, you know

383
00:27:04.040 --> 00:27:08.800
Don't let life pass you by and you have these gifts and god wants to use them

384
00:27:08.800 --> 00:27:16.080
so let's go and get out there and like and i'm like i'm literally trying like I want to go like I just

385
00:27:16.600 --> 00:27:21.660
God's saying not right now and then I feel like i'm not living up to my potential or i'm wasting

386
00:27:21.660 --> 00:27:28.140
My time that god wants me to be doing so i i've struggled for me personally not surprised by any of that

387
00:27:28.820 --> 00:27:29.720
No, that's surprising

388
00:27:30.400 --> 00:27:37.060
He's got you, you know, I I did. Um, I was at a mastermind this this weekend in atlanta

389
00:27:38.320 --> 00:27:38.800
um

390
00:27:38.800 --> 00:27:42.660
Pretty pretty cool story. Um, so this guy comes in he's got a ball cap

391
00:27:42.920 --> 00:27:48.600
And a polo jeans and he's like, hey, your water should be up here shortly and we're like, oh, okay

392
00:27:48.600 --> 00:27:50.100
You know like a maintenance guy or something

393
00:27:50.740 --> 00:27:55.660
Well, that was dan. Kathy the head of chick-fil-a is worth about 10 billion dollars

394
00:27:56.180 --> 00:28:01.060
And uh, he actually built the town of trilleth, georgia

395
00:28:01.060 --> 00:28:06.740
Which is now the number one studio in north america for shooting movies. They shoot more movies there than in

396
00:28:08.120 --> 00:28:13.400
uh hollywood and um, and so he's just he's just there hanging out and like hey guys and

397
00:28:15.320 --> 00:28:16.840
Um, and so

398
00:28:17.140 --> 00:28:19.180
You know, it's but in prayer

399
00:28:19.180 --> 00:28:22.000
Uh, there was one thing I had not heard

400
00:28:22.220 --> 00:28:26.840
I mean makes sense, but there's one thing and we did this prayer exercise. It was like 90 minutes

401
00:28:27.920 --> 00:28:28.880
and um

402
00:28:28.880 --> 00:28:31.700
One thing that I that I heard that I thought was really really cool

403
00:28:32.120 --> 00:28:37.360
Is you know, I was asking something like, you know, lord, uh, what's your heart in my situation?

404
00:28:38.120 --> 00:28:40.380
And it was I have you right where I want you

405
00:28:41.800 --> 00:28:43.920
He has you right where he where he wants you

406
00:28:44.240 --> 00:28:45.400
He's the initiator

407
00:28:46.220 --> 00:28:52.620
And and so it's it's not oh you blew it or oh man, you really too bad you can't go back in time

408
00:28:52.940 --> 00:28:55.320
It's he's got you right where you want where he wants you

409
00:28:55.320 --> 00:29:01.340
We just are you know, part of our job is just the awareness of how are we speaking and thinking?

410
00:29:02.500 --> 00:29:07.460
um, how are we moving in step with the spirit, but he's not surprised by when we make a wrong move or

411
00:29:07.660 --> 00:29:11.320
Or we feel like we make a wrong move or something like that. We're just not to beat ourselves up about it

412
00:29:12.120 --> 00:29:18.080
But send the real estate stuff let me jump on with tori here and um, and I hope that's that's helpful

413
00:29:18.260 --> 00:29:19.080
Yeah, it was

414
00:29:22.200 --> 00:29:22.680
Tori

415
00:29:23.580 --> 00:29:27.220
What's happening? Oh, there we go. Hey afternoon, I guess

416
00:29:27.700 --> 00:29:28.180
Yeah

417
00:29:29.040 --> 00:29:29.520
um

418
00:29:30.040 --> 00:29:34.940
Number one and also I I mean they kind of shared. Um,

419
00:29:35.120 --> 00:29:38.840
What's uh, what's a win? I always like to ask that what's what's a win since the last time we talked

420
00:29:39.700 --> 00:29:43.560
um, well when was um actually went to uh,

421
00:29:44.160 --> 00:29:45.320
meeting in

422
00:29:45.340 --> 00:29:49.420
Denver which is about six hour five six hours from where I live

423
00:29:49.680 --> 00:29:55.720
um this last weekend and I had two business partners join me, which was awesome and

424
00:29:55.940 --> 00:29:59.980
They actually kind of got the vision. So that was that's

425
00:30:00.000 --> 00:30:09.500
really exciting and it was just a great great day. I am struggling right now and

426
00:30:09.840 --> 00:30:18.840
I don't know how or why or what to do about it but I I'm just yesterday and

427
00:30:18.840 --> 00:30:25.080
then even more so today I am exhausted I mean and I'm not doing anything you know

428
00:30:25.080 --> 00:30:31.240
it's not like I'm you know packing or moving or anything it's just I'm just

429
00:30:31.240 --> 00:30:39.800
absolutely so tired I can hardly stand it and I'm trying to I've gotten a lot

430
00:30:39.800 --> 00:30:44.660
of clients which I'm very grateful for that because I've been doing my business

431
00:30:44.660 --> 00:30:52.120
now for about a year and a half or so and I want to transition from actually

432
00:30:52.120 --> 00:30:58.440
having the clients to do the work for to building a team and I've been thinking

433
00:30:58.440 --> 00:31:02.740
about this for a while but it's just it's becoming more and more evident that

434
00:31:02.740 --> 00:31:08.580
that's what I need and want to do and I don't know how to do that because I've

435
00:31:08.900 --> 00:31:14.560
gotten so many I mean even if I was just doing the work for the clients which of

436
00:31:14.560 --> 00:31:21.160
a travel agent there's too much I can't do it all I mean even just if I did that

437
00:31:21.160 --> 00:31:27.420
full-time all the time that I have too much to do so anyway I'm struggling with

438
00:31:27.420 --> 00:31:32.800
that and just but just the the absolutely being so tired I can't even

439
00:31:32.800 --> 00:31:39.620
stand it see straight whatever I don't know if you can pray give me a word tell

440
00:31:39.620 --> 00:31:44.920
me if I'm being you know if I'm under attack or what's going on

441
00:31:44.920 --> 00:31:56.980
I mean I I take the signal of if I'm you know if I'm really tired I should take a

442
00:31:57.940 --> 00:32:00.620
nap I don't I don't have a problem taking a

443
00:32:00.620 --> 00:32:09.500
nap and you know I don't you know my sleep has always been weird you know this

444
00:32:09.500 --> 00:32:12.700
morning so we're you know we're doing this 10x sales challenge and you know

445
00:32:12.700 --> 00:32:18.260
this morning I wake up at 3 work for like an hour and go back to you know

446
00:32:18.260 --> 00:32:25.320
back to bed for a little bit but I just you know in the past I would share all

447
00:32:25.320 --> 00:32:30.500
these different things you could do to get yourself pumped up and you know and

448
00:32:31.240 --> 00:32:36.580
you know some of those things you know work I just think that sometimes you

449
00:32:36.580 --> 00:32:45.660
just need to rest and some of my best ideas you know like for example I was in

450
00:32:46.860 --> 00:32:50.900
in Omaha and actually now that I now that I think about the story I now

451
00:32:50.900 --> 00:32:55.380
remember it more clearly so I was in Omaha and I had a little bit of time

452
00:32:55.380 --> 00:32:59.660
before I was gonna be on this podcast and and I just felt like it was a good

453
00:32:59.660 --> 00:33:03.900
time to take a nap and so I'm like you know take a nap sure you know 22 minutes

454
00:33:03.900 --> 00:33:14.980
11 minutes you know and so I set my phone lay down and right before my timer

455
00:33:14.980 --> 00:33:23.320
goes off whammy I get the most amazing book idea guy just gives me he gives me

456
00:33:23.320 --> 00:33:29.280
the title of this book and the title alone I'm like whoa and Rebecca did you

457
00:33:29.280 --> 00:33:33.840
like that she knows the title would you like the title I love it yeah and so I've

458
00:33:33.840 --> 00:33:36.840
told like you know I told the team and I've told a couple other people and

459
00:33:37.500 --> 00:33:43.600
they're like whoa that is a great title and it's just so timely it's just so

460
00:33:43.600 --> 00:33:51.760
perfect I can't believe no one's said it and so that day I go and I meet with cap

461
00:33:51.760 --> 00:33:55.920
and I'm on his podcast and he goes on and on and on about how much he likes

462
00:33:55.920 --> 00:33:59.920
his publisher and so I'm like maybe I'm supposed to work with them so I pray I

463
00:33:59.920 --> 00:34:06.160
get a yes so I meet with the publisher I share with them the idea they fall out

464
00:34:06.160 --> 00:34:10.480
of their chairs they're like oh my goodness that's amazing and they get me

465
00:34:10.480 --> 00:34:17.020
back a proposal they offer me in advance and you know we're moving forward and so

466
00:34:17.020 --> 00:34:22.260
all that to say is sometimes some of my best ideas come from taking it easy not

467
00:34:22.260 --> 00:34:28.780
trying to push and I think there's a a lot of people that later in life have

468
00:34:28.780 --> 00:34:35.480
had major medical problems and had you know throughout their life felt the

469
00:34:35.480 --> 00:34:40.760
nudge to slow down but just refused I won't slow down and you know God has to

470
00:34:40.760 --> 00:34:45.480
slow him down a different way and so I would you know I mean if you're feeling

471
00:34:45.840 --> 00:34:50.659
exhausted try taking a nap I know that's kind of an obvious answer but I do it

472
00:34:50.659 --> 00:34:58.760
and I almost always feel better and you know I've just not stressed that oh my

473
00:34:58.760 --> 00:34:59.980
god I'm doing something there's always

474
00:35:00.000 --> 00:35:06.700
stuff to do. There's always going to be stuff to do. And so, I would suggest that. And just,

475
00:35:06.960 --> 00:35:10.820
you know, before, you know, set an intention. Lord, thank you for giving me some wisdom,

476
00:35:11.220 --> 00:35:15.820
you know, in this now. Thank you for guiding me. And see what happens.

477
00:35:17.680 --> 00:35:18.220
Okay.

478
00:35:18.720 --> 00:35:19.680
That's my advice.

479
00:35:20.700 --> 00:35:21.420
All right.

480
00:35:21.420 --> 00:35:27.900
As far as, you know, talking about building a team, you want to,

481
00:35:30.480 --> 00:35:33.300
you know, like, I like, you know, we were talking about the E-Myth.

482
00:35:34.600 --> 00:35:42.300
I think it's in the E-Myth Revisited, like the later version, where the author

483
00:35:44.380 --> 00:35:50.380
goes to a hotel and he's blown away at how well-ran the hotel is.

484
00:35:50.940 --> 00:35:54.800
I mean, just every detail, they're just nailing every detail they give him.

485
00:35:55.040 --> 00:35:58.200
He reads the New York Times. He's in California. They give him the New York Times. He's like,

486
00:35:58.180 --> 00:36:01.880
what? His favorite is, I guess, an old-fashioned or something like that.

487
00:36:01.900 --> 00:36:05.160
They have it ready for him in his room. Like, what? This is crazy.

488
00:36:05.660 --> 00:36:09.900
And he just noticed all these little details that they were just so perfect about.

489
00:36:09.900 --> 00:36:13.520
And so he goes to the manager because he wants, you know, he's a business guy.

490
00:36:13.560 --> 00:36:21.180
He wants to commend the manager. And he's like, man, you must have been in hotel management for

491
00:36:21.180 --> 00:36:24.320
a long time because everything just runs so perfect. And he's like, no, actually,

492
00:36:24.320 --> 00:36:28.480
this is the first hotel I've ever even stayed in. And he's like, huh?

493
00:36:28.840 --> 00:36:30.440
He's like, yeah, it was just this manual.

494
00:36:30.840 --> 00:36:36.160
And so he shows this manual that the owner had taken the time to put together of exactly

495
00:36:36.160 --> 00:36:42.460
step-by-step what to do, when to dim the lights, how to collect information before someone books,

496
00:36:42.500 --> 00:36:46.880
so you know what their favorite drink is and favorite newspaper is, what time should they

497
00:36:46.880 --> 00:36:54.140
turn the bed down, like all these just little nuances. And all this guy did, young guy,

498
00:36:54.380 --> 00:37:00.940
you just follow the manual. And so the best way to build a team is build a manual around

499
00:37:00.940 --> 00:37:07.240
what does that look like? And it also, it helps you too, because, you know, over the years,

500
00:37:07.240 --> 00:37:13.820
I've had a lot of different people work for me. And if we had to train each person from scratch,

501
00:37:13.820 --> 00:37:20.360
that is very arduous. But when someone comes on board, there's an existing set of processes

502
00:37:20.420 --> 00:37:28.940
that they can go through to know pretty much. Now, I will say we have been more diligent about

503
00:37:28.940 --> 00:37:36.960
that in the past. At one point, we had the processes so particular that anyone in the team

504
00:37:37.140 --> 00:37:45.100
could run any process. And we may not be that fine-tuned like we were at that point. But if

505
00:37:45.100 --> 00:37:50.220
I'm trying to get a team, then I want to be able to hand them a manual. I want to be able to hand

506
00:37:50.220 --> 00:37:57.300
them an onboarding processes. Here's what it looks like. Here's how to find the best deal, or here's

507
00:37:57.300 --> 00:38:05.200
to look for whatever. And so I would work on that system, that process, because you're going to do

508
00:38:05.240 --> 00:38:10.660
it anyway. It's just, will you have to constantly repeat it or will you do it one time and just

509
00:38:10.660 --> 00:38:16.840
tweak it? I was on a call last night with a pretty big group. There's about 300 of them.

510
00:38:18.100 --> 00:38:21.300
And the top earner in the company, I didn't even know she was going to be on there because this

511
00:38:21.300 --> 00:38:28.260
is one of her teams somewhere deep underneath her. And she shows up and she goes, hey, y'all,

512
00:38:28.260 --> 00:38:31.740
I just want to let you know that the reason where I'm at is because of raised systems and processes.

513
00:38:31.940 --> 00:38:38.120
And so she had hired me to help her with her processes. And she changed companies,

514
00:38:38.120 --> 00:38:44.180
but she took the processes and became a top earner over there because of the processes.

515
00:38:44.840 --> 00:38:50.760
And so if you want to build a team, just kind of reverse engineer it of,

516
00:38:51.280 --> 00:38:57.540
OK, what do they need to know and how can I show them what to do and how can it be duplicatable?

517
00:38:58.160 --> 00:39:01.320
And then if I slap this on the desk of five people that don't know anything,

518
00:39:01.700 --> 00:39:04.000
they could actually execute it, like the hotel manager.

519
00:39:06.760 --> 00:39:06.880
OK.

520
00:39:08.000 --> 00:39:11.300
Does that help? And if you want, if you want to start working on it,

521
00:39:11.300 --> 00:39:17.540
you could work on it, do the best you can. Come on here and share it and I'll go through it with you.

522
00:39:18.580 --> 00:39:18.740
OK.

523
00:39:18.820 --> 00:39:24.900
It's hard for me to do it for you from scratch, but I can look at your best effort and then

524
00:39:25.020 --> 00:39:31.900
make little tweaks. Usually one of the tweaks is we tend to use jargon. And so we'll say,

525
00:39:32.000 --> 00:39:38.200
yeah, just go get their IATA card or something. And people are like, what's that? So a lot of

526
00:39:38.200 --> 00:39:42.620
people will use insider jargon that the new person may not understand.

527
00:39:42.860 --> 00:39:46.260
So we want to just break down, you know, jargony kind of things.

528
00:39:47.380 --> 00:39:47.420
OK.

529
00:39:48.760 --> 00:39:49.680
Cool. Thank you.

530
00:39:50.100 --> 00:39:53.820
All right. You got it. Take a nap. You have our permission.

531
00:39:56.180 --> 00:39:59.080
All right. There she is. What's up, Rockstar?

532
00:40:00.000 --> 00:40:03.760
And help me, I'm so confused, is it Shana or Shana?

533
00:40:04.240 --> 00:40:04.240


534
00:40:04.640 --> 00:40:06.760
Shana, that's what I thought, okay.

535
00:40:07.040 --> 00:40:08.280
And International, what's happening?

536
00:40:09.200 --> 00:40:11.540
That's my win, you called me a rock star.

537
00:40:12.460 --> 00:40:15.600
No, the win is International and I

538
00:40:15.600 --> 00:40:16.440
are coming to Fort Myers.

539
00:40:16.880 --> 00:40:18.380
I know, I'm excited.

540
00:40:18.920 --> 00:40:21.260
Yeah, I am too, like extremely.

541
00:40:21.920 --> 00:40:23.220
Have you been here before or?

542
00:40:24.400 --> 00:40:27.160
I don't, I may have been to Fort Myers when I was a kid,

543
00:40:27.220 --> 00:40:28.960
but I don't think I've been there recently.

544
00:40:29.620 --> 00:40:34.060
Where's the nearest, where is it near to in Florida?

545
00:40:34.860 --> 00:40:37.560
I mean, there's Fort Myers, there's Naples.

546
00:40:37.980 --> 00:40:38.440
Naples is just.

547
00:40:38.620 --> 00:40:39.640
Okay, I've been to Naples recently.

548
00:40:40.300 --> 00:40:42.860
So Fort Myers and Naples are about two hours from Miami,

549
00:40:43.040 --> 00:40:43.800
two hours from Tampa.

550
00:40:44.120 --> 00:40:44.640
Okay.

551
00:40:44.760 --> 00:40:46.640
Like three, four hours from Orlando.

552
00:40:47.340 --> 00:40:47.800
Yeah.

553
00:40:47.800 --> 00:40:50.360
That's one of the best beaches I've ever seen, Ray,

554
00:40:50.460 --> 00:40:50.980
in Naples.

555
00:40:52.400 --> 00:40:52.720
Which one?

556
00:40:52.720 --> 00:40:54.700
They have some, I don't know which one,

557
00:40:54.700 --> 00:40:56.700
but there are a lot of expensive homes there.

558
00:40:57.080 --> 00:40:57.920
So, but it's.

559
00:40:57.920 --> 00:40:59.800
It's one of the nicest, what did you say?

560
00:41:00.420 --> 00:41:00.420


561
00:41:01.160 --> 00:41:01.160


562
00:41:03.640 --> 00:41:05.400
I know a certain realtor in Naples,

563
00:41:05.560 --> 00:41:08.740
if you're getting an itch, buy down here.

564
00:41:10.140 --> 00:41:14.100
Sold a $5 million home this week.

565
00:41:15.840 --> 00:41:16.660
So that is a win.

566
00:41:16.840 --> 00:41:20.160
And then also I feel very inspired,

567
00:41:20.340 --> 00:41:24.940
like even yesterday we had relationship coaching clients.

568
00:41:24.940 --> 00:41:28.260
Like one woman called me, had a challenge.

569
00:41:28.720 --> 00:41:30.380
In three minutes, I took that challenge,

570
00:41:30.560 --> 00:41:33.460
sort of wrote copy for a post, you know?

571
00:41:33.540 --> 00:41:35.480
So I feel like because of talking to you,

572
00:41:35.480 --> 00:41:38.280
it's just, it's getting to feel more fun.

573
00:41:38.300 --> 00:41:41.640
And we also scheduled with the two referrals

574
00:41:41.640 --> 00:41:44.620
that you gave us to like work on this YouTube

575
00:41:45.520 --> 00:41:46.480
testimonial videos.

576
00:41:47.260 --> 00:41:50.220
I'm scheduling with all the clients that we currently have.

577
00:41:50.220 --> 00:41:51.960
So that feels like a win too,

578
00:41:51.960 --> 00:41:53.240
is like going down that path

579
00:41:53.240 --> 00:41:57.960
and then seeing you soon to really see you in person

580
00:41:57.960 --> 00:42:01.620
and talk about how to formalize a lot of that stuff.

581
00:42:02.620 --> 00:42:05.740
That said, and it feels related to what just came in,

582
00:42:06.200 --> 00:42:07.740
because on a, I mean,

583
00:42:07.740 --> 00:42:10.600
I've been studying with International for a long time

584
00:42:10.600 --> 00:42:12.380
and he's taught me everything that he knows

585
00:42:12.380 --> 00:42:14.600
and we have done a significant amount

586
00:42:14.600 --> 00:42:15.700
of coaching work together.

587
00:42:17.140 --> 00:42:19.660
And now we're so focused on the relationship coaching,

588
00:42:19.660 --> 00:42:22.240
but we've also done a lot of work,

589
00:42:22.240 --> 00:42:24.620
like supporting entrepreneurs, for example.

590
00:42:25.800 --> 00:42:28.180
So, you know, even what you just shared about,

591
00:42:28.280 --> 00:42:32.120
I was supporting somebody like get a massage

592
00:42:32.580 --> 00:42:36.360
and he got a massage and he got a great idea for a book

593
00:42:36.540 --> 00:42:39.000
and not two or three days later,

594
00:42:39.000 --> 00:42:42.460
he got a high six figure advance for that very book idea.

595
00:42:43.280 --> 00:42:46.980
So we have this, we were doing it for a while,

596
00:42:46.980 --> 00:42:48.020
but we kind of stopped,

597
00:42:48.540 --> 00:42:51.580
but we started this like seed group of people to just,

598
00:42:51.580 --> 00:42:52.940
because they came and they're like,

599
00:42:52.940 --> 00:42:55.680
listen, could we just do that call

600
00:42:55.680 --> 00:42:57.320
to talk about our numbers?

601
00:42:57.520 --> 00:43:01.500
And they bring wins, they bring money goals every month,

602
00:43:01.500 --> 00:43:04.540
and then they bring like challenges or like what's coming up.

603
00:43:04.860 --> 00:43:10.000
It's like 30 minutes a week, but it's very successful.

604
00:43:10.780 --> 00:43:12.840
You know, even seeing people in a short amount of time

605
00:43:12.860 --> 00:43:14.880
increase their earnings by like, you know,

606
00:43:14.880 --> 00:43:18.980
from 15 to $20,000 a month in a short period of time.

607
00:43:18.980 --> 00:43:21.740
And so, and then it's like, oh, could that, you know,

608
00:43:21.740 --> 00:43:23.040
scale even farther, but there's,

609
00:43:23.400 --> 00:43:25.620
and it's so fun and it's so easy.

610
00:43:26.480 --> 00:43:30.820
And so I feel like what I wanted to bring today is,

611
00:43:31.940 --> 00:43:35.600
I mean, is that a distraction from this other stuff?

612
00:43:35.600 --> 00:43:37.820
Cause I see you putting out a lot of different things

613
00:43:37.820 --> 00:43:39.480
and I'm like very inspired by that.

614
00:43:39.480 --> 00:43:42.100
I'm like, and I've seen you in different places

615
00:43:42.100 --> 00:43:44.280
and I'm like, oh, Ray's really inspiring here

616
00:43:44.280 --> 00:43:45.620
and he's inspiring here.

617
00:43:45.800 --> 00:43:48.700
It's different, a different focus,

618
00:43:48.700 --> 00:43:50.620
but it's like equally like,

619
00:43:50.720 --> 00:43:52.960
oh, this is really great material.

620
00:43:53.080 --> 00:43:54.720
And I see its value with people.

621
00:43:55.040 --> 00:43:56.060
I see the conversions.

622
00:43:56.940 --> 00:43:59.720
And so is this something that we could,

623
00:44:00.600 --> 00:44:02.840
and it seems like something that we wouldn't have to like

624
00:44:02.840 --> 00:44:05.020
charge such a high amount of money.

625
00:44:05.080 --> 00:44:08.080
Like we could be like 49 or $99 a month

626
00:44:08.940 --> 00:44:14.200
for very small amount of time and just do, I don't know.

627
00:44:14.260 --> 00:44:15.400
So I wanted to bring that.

628
00:44:15.540 --> 00:44:18.140
I don't have much, would you want to add anything or?

629
00:44:20.580 --> 00:44:21.940
Do I want to add anything?

630
00:44:22.060 --> 00:44:22.600
Is that what you're asking?

631
00:44:22.600 --> 00:44:23.940
Yeah, yeah, before Ray says anything.

632
00:44:24.340 --> 00:44:25.660
Yeah, I mean, this is like a low,

633
00:44:25.880 --> 00:44:27.940
the potential for a low ticket item.

634
00:44:28.080 --> 00:44:30.820
We're kind of looking at it as almost like a bullpen

635
00:44:31.480 --> 00:44:34.200
where an initial group of people could come in

636
00:44:34.200 --> 00:44:36.180
and meet the work that we're doing.

637
00:44:36.260 --> 00:44:38.780
And then from there they could escalate

638
00:44:38.780 --> 00:44:40.420
and move into other experiences.

639
00:44:41.420 --> 00:44:44.440
So the way we're conceptualizing it potentially

640
00:44:44.700 --> 00:44:48.640
is for it to be connected to everything that we're doing

641
00:44:48.640 --> 00:44:51.140
but maybe like an initial experience

642
00:44:51.140 --> 00:44:56.920
that can go broader and wider and scale more easily.

643
00:44:58.800 --> 00:44:59.400
Yeah.

644
00:45:00.000 --> 00:45:03.980
So, several things there.

645
00:45:04.640 --> 00:45:12.880
One is, it's very rare if something's a distraction for it to feel so fun.

646
00:45:14.140 --> 00:45:19.740
I guess, you know, like a distraction is, this thing over here, you know, a distraction,

647
00:45:20.000 --> 00:45:23.980
here's where people mess up with this kind of scenario all the time,

648
00:45:23.980 --> 00:45:28.260
is they look at what will work, right?

649
00:45:28.260 --> 00:45:31.380
So, they're like, you know, what will work?

650
00:45:33.300 --> 00:45:39.060
People will say, you know what, I think a lot of people, so someone who has no interest

651
00:45:39.400 --> 00:45:43.860
in AI sees this insane amount of interest in AI and says, you know what,

652
00:45:43.880 --> 00:45:47.060
I bet if I sell AI stuff, I could, and they don't even like it.

653
00:45:47.640 --> 00:45:48.720
That's a distraction.

654
00:45:49.280 --> 00:45:50.240
You see what I mean?

655
00:45:51.360 --> 00:45:52.980
And so, that's just one thing.

656
00:45:53.000 --> 00:45:58.160
When something feels light, I just feel like that's God kind of blessing that.

657
00:45:58.160 --> 00:45:59.940
Okay, you know, this is fun and cool.

658
00:46:00.040 --> 00:46:01.300
Why can't you have both?

659
00:46:01.500 --> 00:46:02.340
Why can't you do that too?

660
00:46:03.060 --> 00:46:11.300
The one part that I would be careful of is, it's okay for it to be fun

661
00:46:11.300 --> 00:46:13.460
and light and extremely profitable.

662
00:46:16.100 --> 00:46:19.440
Don't just, well, this isn't our main thing, so let's just be low ticket.

663
00:46:20.080 --> 00:46:23.140
Okay, you just said that you've helped people get a six-figure book advance

664
00:46:23.140 --> 00:46:25.260
and add $15,000 to $20,000 a month.

665
00:46:26.800 --> 00:46:31.580
The problem you'll run into, and this is a weird thing, but I've seen it.

666
00:46:31.720 --> 00:46:36.400
A problem you'll run into if you view this as a low ticket kind of thing is,

667
00:46:36.620 --> 00:46:42.020
you'll go and get people massive amounts of profit and do what you're telling me

668
00:46:42.020 --> 00:46:46.940
you're doing, and eventually, they will seek someone who costs more.

669
00:46:47.880 --> 00:46:52.720
Because they'll think, well, you know, I mean, I'm paying them a few nickels.

670
00:46:53.280 --> 00:46:55.440
You know, that guy, he charges $100,000.

671
00:46:55.800 --> 00:46:57.620
Like, I'm going to, that guy's got to be better.

672
00:46:57.880 --> 00:46:58.960
It's just in our brain.

673
00:46:59.140 --> 00:47:00.640
Like, we just, we can't help it.

674
00:47:01.420 --> 00:47:07.060
And so, you know, I wouldn't assume that it has to be a low ticket kind of thing.

675
00:47:07.120 --> 00:47:07.720
It doesn't.

676
00:47:08.600 --> 00:47:13.980
And if you're getting, you know, amazing, incredible results, like, you know, I

677
00:47:13.980 --> 00:47:21.040
remember, you know, when I first started coaching this, you know, this, I had met

678
00:47:21.040 --> 00:47:27.560
this big earner at an event, and, you know, and I'd never, I don't, I think at

679
00:47:27.560 --> 00:47:31.700
that point, I think I'd coach one other person because they had like, begged me

680
00:47:31.700 --> 00:47:37.080
to coach him, you know, and so the guy asked me, he goes, well, how much for

681
00:47:37.080 --> 00:47:37.620
your coaching?

682
00:47:37.780 --> 00:47:40.140
And I'm like, $5,000.

683
00:47:40.280 --> 00:47:41.200
He goes, that's it?

684
00:47:41.260 --> 00:47:46.440
I'm like, you know, and I had that happen, you know, a couple of times, you know,

685
00:47:46.440 --> 00:47:46.840
that's it?

686
00:47:47.420 --> 00:47:47.820
Yeah.

687
00:47:48.340 --> 00:47:50.560
And so they were expecting to pay more.

688
00:47:51.280 --> 00:47:54.880
And so that's, you know, that's all I'll say about that.

689
00:47:54.900 --> 00:47:59.400
But I would, I would just don't assume just because it's not your main thing.

690
00:47:59.880 --> 00:48:02.800
So two other parts, two other things.

691
00:48:04.100 --> 00:48:06.580
One, do you know the story of Joe Polish?

692
00:48:07.000 --> 00:48:07.960
Do you know who that is?

693
00:48:08.580 --> 00:48:13.220
So Joe Polish, he runs a master, I mean, I think he still does.

694
00:48:13.380 --> 00:48:14.820
I mean, yeah, he definitely still does.

695
00:48:14.840 --> 00:48:15.500
Actually, what am I saying?

696
00:48:15.640 --> 00:48:18.300
He runs a mastermind called Genius Network.

697
00:48:18.820 --> 00:48:21.260
And at one point it was $25,000 a year.

698
00:48:21.500 --> 00:48:22.840
I don't, that was a few years ago.

699
00:48:22.840 --> 00:48:24.780
I was part of it for a year.

700
00:48:26.760 --> 00:48:33.320
And, but he started as a carpet cleaner and he was just very good at marketing.

701
00:48:33.700 --> 00:48:34.400
Very good.

702
00:48:34.880 --> 00:48:44.360
And so I forget his, I forget his, I think, I think his, I think his pitch was, I'll

703
00:48:44.360 --> 00:48:45.520
do one room for free.

704
00:48:46.380 --> 00:48:47.800
I think that was his pitch.

705
00:48:48.300 --> 00:48:49.740
Like, Hey, hire me.

706
00:48:49.820 --> 00:48:51.120
I'll come in and do one room for free.

707
00:48:51.200 --> 00:48:53.820
If you want to do the rest of the house, he'd give them a great deal and he would

708
00:48:53.820 --> 00:48:55.100
convert almost all of them.

709
00:48:55.180 --> 00:49:00.380
And, and so he became like, you know, super profitable carpet cleaning guy.

710
00:49:00.680 --> 00:49:02.340
And then he figured, you know what?

711
00:49:02.480 --> 00:49:04.100
There's a lot of carpet cleaning guys out there.

712
00:49:04.180 --> 00:49:08.720
And so he built a marketing machine to service carpet cleaning guys.

713
00:49:08.880 --> 00:49:13.200
And eventually he just came to the conclusion of actually, I just like talking

714
00:49:13.200 --> 00:49:13.780
about marketing.

715
00:49:14.300 --> 00:49:22.800
And so him and Dean Jackson launched the I love marketing podcast, which I don't

716
00:49:22.800 --> 00:49:22.980
know.

717
00:49:22.980 --> 00:49:24.220
I don't know if that's still around.

718
00:49:24.700 --> 00:49:29.600
It was, it was, you know, good, you know, when I listened to it, but so I'm saying

719
00:49:29.640 --> 00:49:35.120
went from really good, profitable carpet cleaning guy to serving carpet cleaners,

720
00:49:35.120 --> 00:49:39.860
to being one of the premier masterminds in the, in the business marketing world.

721
00:49:40.460 --> 00:49:47.340
And, and so if you, you know, it's okay, it's okay to, you know, to expand not

722
00:49:47.340 --> 00:49:50.260
because it'll work, but because you like it.

723
00:49:50.760 --> 00:49:52.840
And, and so keep that in mind.

724
00:49:52.900 --> 00:49:54.980
And then one last thing.

725
00:49:57.720 --> 00:49:59.940
So an insurance company hired me.

726
00:50:00.000 --> 00:50:03.180
years ago, and this insurance company,

727
00:50:03.640 --> 00:50:05.400
they really touted themselves

728
00:50:05.580 --> 00:50:07.420
because they did every type of insurance.

729
00:50:07.740 --> 00:50:09.100
You know, they had life insurance,

730
00:50:09.240 --> 00:50:10.820
house insurance, car insurance,

731
00:50:11.260 --> 00:50:12.960
volcano insurance, shoe insurance,

732
00:50:13.000 --> 00:50:14.160
like every type of insurance.

733
00:50:14.300 --> 00:50:16.260
And so they would send out all this marketing

734
00:50:16.560 --> 00:50:17.880
that was just terrible.

735
00:50:18.300 --> 00:50:19.600
And it was like, you know,

736
00:50:19.640 --> 00:50:21.620
hey, we do all these insurances.

737
00:50:21.980 --> 00:50:24.640
And so they look like, you know,

738
00:50:24.640 --> 00:50:26.780
the masters of none, right?

739
00:50:26.800 --> 00:50:28.900
Which that quote is actually incorrect.

740
00:50:29.740 --> 00:50:32.580
Benjamin Franklin says, you know,

741
00:50:32.580 --> 00:50:36.020
jack of all trades, master of one is actually his quote.

742
00:50:37.520 --> 00:50:39.860
And so you want to,

743
00:50:41.720 --> 00:50:46.660
it's okay, you may only offer, if you choose to,

744
00:50:47.020 --> 00:50:49.980
you may, what's tricky is if you have,

745
00:50:52.260 --> 00:50:54.340
if you're dedicating marketing,

746
00:50:55.080 --> 00:50:57.180
external marketing for multiple things.

747
00:50:58.900 --> 00:51:00.080
You follow me?

748
00:51:00.740 --> 00:51:04.180
And the best books on that were written in the 70s,

749
00:51:04.420 --> 00:51:08.280
Differentiate or Die and Positioning

750
00:51:08.280 --> 00:51:09.580
by Jack Trout and Al Ries.

751
00:51:10.780 --> 00:51:13.820
So what's difficult is, okay,

752
00:51:13.820 --> 00:51:15.480
I'm gonna market that I help couples

753
00:51:15.480 --> 00:51:16.300
with their relationships,

754
00:51:16.300 --> 00:51:18.180
and I'm gonna market that I help your business.

755
00:51:18.980 --> 00:51:20.880
That's difficult, right?

756
00:51:20.880 --> 00:51:24.200
You gotta think segmentation,

757
00:51:24.260 --> 00:51:25.580
you gotta have different channels.

758
00:51:26.460 --> 00:51:28.420
It becomes double your business.

759
00:51:29.340 --> 00:51:31.380
It's kind of like when some people will market,

760
00:51:31.500 --> 00:51:33.660
I know I've talked to a few of you about this,

761
00:51:33.920 --> 00:51:36.660
some will market health and wealth, very tricky,

762
00:51:36.680 --> 00:51:38.220
because you just don't look like,

763
00:51:38.900 --> 00:51:39.960
well, which one do you know better?

764
00:51:40.240 --> 00:51:41.180
You know, like neither,

765
00:51:41.500 --> 00:51:43.560
that's the conclusion that people draw.

766
00:51:44.380 --> 00:51:47.240
And so with the insurance company,

767
00:51:47.240 --> 00:51:48.880
I said, okay, what's your most profitable?

768
00:51:49.120 --> 00:51:51.420
And it was not shocking, life insurance.

769
00:51:51.600 --> 00:51:54.380
And so we changed their marketing

770
00:51:54.380 --> 00:51:55.880
to lead with life insurance

771
00:51:55.880 --> 00:51:57.600
and all their stats about life insurance.

772
00:51:57.600 --> 00:51:59.580
And when someone became a client,

773
00:51:59.740 --> 00:52:01.940
they said, hey, a lot of our clients

774
00:52:01.940 --> 00:52:03.720
decide to consolidate their bills

775
00:52:03.720 --> 00:52:05.140
by adding, you know, house insurance,

776
00:52:05.140 --> 00:52:06.900
we give you a discount and this and that.

777
00:52:07.060 --> 00:52:08.740
And so that's no problem

778
00:52:08.740 --> 00:52:10.060
because they're already in the door.

779
00:52:10.940 --> 00:52:12.160
You follow what I'm saying?

780
00:52:12.580 --> 00:52:12.980
Yes.

781
00:52:13.240 --> 00:52:16.580
And so you may decide to have this little

782
00:52:16.580 --> 00:52:18.500
inner circle business mastermind

783
00:52:18.820 --> 00:52:23.200
that only gets marketed to your couple clients, right?

784
00:52:23.200 --> 00:52:25.720
And so what that does for you

785
00:52:25.720 --> 00:52:28.000
is all it does is increase

786
00:52:28.000 --> 00:52:29.620
your lifetime value of customers.

787
00:52:30.080 --> 00:52:33.340
It doesn't increase your customer acquisition costs,

788
00:52:33.400 --> 00:52:34.560
which is the highest cost.

789
00:52:34.940 --> 00:52:37.380
It's always how much do I pay to acquire a customer

790
00:52:37.380 --> 00:52:39.340
is your biggest cost usually.

791
00:52:40.260 --> 00:52:41.780
You don't have any extra costs.

792
00:52:41.900 --> 00:52:43.180
All it'll do is just increase

793
00:52:43.180 --> 00:52:44.700
the lifetime value of that customer.

794
00:52:46.000 --> 00:52:49.280
And I also, this is something that was suggested to me

795
00:52:49.280 --> 00:52:50.580
many years ago,

796
00:52:50.720 --> 00:52:53.760
and I ignored it because of its complexity.

797
00:52:54.360 --> 00:52:58.400
But I've since learned it.

798
00:52:58.660 --> 00:52:59.760
And that is,

799
00:53:00.540 --> 00:53:02.400
there may be situations

800
00:53:02.400 --> 00:53:05.180
where you really resonate with someone's mission

801
00:53:05.180 --> 00:53:06.260
or their business.

802
00:53:06.620 --> 00:53:09.900
And instead of charging some monthly fee,

803
00:53:10.340 --> 00:53:14.860
you say, hey, what if I worked really close with you?

804
00:53:15.700 --> 00:53:17.800
You know, what if we decided, like I have

805
00:53:19.860 --> 00:53:21.420
four right now,

806
00:53:21.420 --> 00:53:23.140
four relationships with different companies

807
00:53:23.140 --> 00:53:25.640
that I get either a percentage of increase

808
00:53:25.640 --> 00:53:27.520
or I get a percentage of sales,

809
00:53:27.840 --> 00:53:29.180
or I have a partnership.

810
00:53:31.000 --> 00:53:34.420
And because at the end of the day,

811
00:53:34.560 --> 00:53:36.640
even if you're charging a few thousand a month

812
00:53:36.680 --> 00:53:37.800
for something,

813
00:53:39.920 --> 00:53:41.560
it's not that much.

814
00:53:42.720 --> 00:53:48.220
But if you help build a 10 million year company

815
00:53:48.640 --> 00:53:52.180
and you're getting even a small percentage of that,

816
00:53:52.180 --> 00:53:53.440
that can add up.

817
00:53:54.440 --> 00:53:55.580
And so, you know,

818
00:53:55.600 --> 00:53:58.480
I think that the major thing is let's upgrade your,

819
00:53:58.940 --> 00:54:00.100
this could be some little lower thing

820
00:54:00.100 --> 00:54:01.000
that we put in the corner.

821
00:54:01.360 --> 00:54:04.500
Like it may actually become an extremely profitable

822
00:54:04.900 --> 00:54:09.020
and most important fun part of your hire.

823
00:54:11.440 --> 00:54:13.120
I said a whole lot there.

824
00:54:14.500 --> 00:54:17.920
So questions or what's your thoughts on all that?

825
00:54:18.760 --> 00:54:19.600
Do you have a question, Shane?

826
00:54:19.600 --> 00:54:21.240
I definitely have something I could ask.

827
00:54:23.620 --> 00:54:25.340
It was all really great.

828
00:54:25.460 --> 00:54:26.860
The things that I miss were the,

829
00:54:27.160 --> 00:54:29.060
there's some like the 70s books.

830
00:54:29.200 --> 00:54:30.120
You said them really fast.

831
00:54:30.400 --> 00:54:31.320
I wanted to-

832
00:54:31.320 --> 00:54:32.900
Jack Trout and Al Ries,

833
00:54:34.060 --> 00:54:35.640
even, you know,

834
00:54:36.100 --> 00:54:39.540
they were just revolutionary.

835
00:54:40.120 --> 00:54:46.580
And so they wrote the 22 or one, I forget,

836
00:54:47.500 --> 00:54:48.900
probably 21, knowing them,

837
00:54:48.980 --> 00:54:51.420
but 21 Immutable Laws of Branding.

838
00:54:52.640 --> 00:54:53.680
Differentiate or Die.

839
00:54:54.380 --> 00:54:55.900
That might be their most popular one.

840
00:54:56.300 --> 00:54:57.100
And Positioning.

841
00:54:57.380 --> 00:54:58.660
But they all say the same thing.

842
00:54:58.920 --> 00:54:59.980
It's all like, you.

843
00:55:00.000 --> 00:55:02.340
you focused in on one thing.

844
00:55:02.860 --> 00:55:05.520
So like, for example, Gillette, right?

845
00:55:05.800 --> 00:55:07.100
Gillette understands this.

846
00:55:07.520 --> 00:55:09.520
Gillette owns, I mean, at least at one point,

847
00:55:09.540 --> 00:55:11.840
Gillette owned every razor you could possibly use,

848
00:55:11.840 --> 00:55:13.440
but they were different brands.

849
00:55:13.840 --> 00:55:15.620
You didn't know they were Gillette, right?

850
00:55:15.620 --> 00:55:17.540
It was this one or that one or this one.

851
00:55:17.840 --> 00:55:20.900
And so, you know, Sony did this too.

852
00:55:21.300 --> 00:55:24.660
Sony, they had Sony, they had Iowa, I think.

853
00:55:25.400 --> 00:55:28.240
And so they recognized that for different target markets,

854
00:55:28.240 --> 00:55:29.300
we need a different brand.

855
00:55:30.060 --> 00:55:34.380
And it's why tacos never really worked at McDonald's.

856
00:55:34.520 --> 00:55:36.500
It's why pizza never really worked at McDonald's

857
00:55:36.500 --> 00:55:38.740
because people just don't see it for that.

858
00:55:39.900 --> 00:55:41.920
And so they're great books,

859
00:55:41.920 --> 00:55:43.880
but they were written in the seventies and they're,

860
00:55:44.840 --> 00:55:46.980
I still think they're the best branding books out there.

861
00:55:47.840 --> 00:55:53.780
I mean, Blue Ocean's good, but without their groundwork,

862
00:55:55.080 --> 00:55:56.640
I think their books are great.

863
00:55:58.500 --> 00:55:59.280
That's awesome.

864
00:55:59.400 --> 00:56:01.380
And then I didn't realize that Ben Franklin thing,

865
00:56:01.380 --> 00:56:03.820
cause I've heard that it's jack of all trades,

866
00:56:04.080 --> 00:56:08.340
master of none, but oftentimes better than master of one.

867
00:56:09.880 --> 00:56:15.440
I heard it, I'm giving kudos to one of the smartest guys

868
00:56:15.440 --> 00:56:17.520
I've ever listened to, a guy named Chuck Misler,

869
00:56:18.380 --> 00:56:20.460
who's a quantum scientist and historian.

870
00:56:21.900 --> 00:56:23.800
That's what I heard him say.

871
00:56:23.860 --> 00:56:25.320
So I kind of took his word for that.

872
00:56:25.380 --> 00:56:26.580
Maybe he's lying, I don't know.

873
00:56:26.580 --> 00:56:31.640
But his point was you should really, really know one thing

874
00:56:32.220 --> 00:56:36.300
and have generalities about the weather and sports

875
00:56:36.300 --> 00:56:39.920
and whatever else, but like really know one thing.

876
00:56:40.220 --> 00:56:42.760
Like that was Chuck Misler's point at least.

877
00:56:43.660 --> 00:56:44.580
Love it, thanks.

878
00:56:44.720 --> 00:56:46.440
Here's what I want to ask you, Ray.

879
00:56:47.020 --> 00:56:50.560
Is it possible, if you think of like the yin yang symbol,

880
00:56:50.600 --> 00:56:52.580
right, and you have the two Paisleys,

881
00:56:52.660 --> 00:56:53.800
the black and the white,

882
00:56:54.440 --> 00:56:55.740
and if you're thinking just like,

883
00:56:55.740 --> 00:56:57.220
well, which Paisley do I sell?

884
00:56:57.360 --> 00:56:59.200
We want to focus on black or white,

885
00:56:59.200 --> 00:57:01.380
but what if we want to sell the circle?

886
00:57:01.860 --> 00:57:04.200
Which is kind of the way that I look at it.

887
00:57:04.360 --> 00:57:06.460
Like, which is, this is the complete experience

888
00:57:06.460 --> 00:57:09.100
we want to offer is fulfillment in love

889
00:57:09.180 --> 00:57:10.940
and fulfillment in finance.

890
00:57:11.240 --> 00:57:14.440
And that being an integrated experience.

891
00:57:15.580 --> 00:57:17.880
So is that possible to sell the circle

892
00:57:17.880 --> 00:57:19.560
instead of deciding on a Paisley?

893
00:57:21.020 --> 00:57:22.660
I get what you're saying.

894
00:57:28.020 --> 00:57:30.860
It's typically going to be more difficult.

895
00:57:31.300 --> 00:57:32.720
I'm not saying you can't.

896
00:57:33.960 --> 00:57:36.380
There are people that have reached that,

897
00:57:36.620 --> 00:57:38.580
Tony Robbins would probably be one of them.

898
00:57:38.760 --> 00:57:45.240
And so now, so if I see, okay, this company over here

899
00:57:45.540 --> 00:57:48.240
is they're absolute specialists in couples

900
00:57:48.240 --> 00:57:49.120
and relationships,

901
00:57:50.300 --> 00:57:53.300
and they have all these testimonials.

902
00:57:53.500 --> 00:57:56.160
I may now compare them to anyone else

903
00:57:56.160 --> 00:57:58.620
that I see as a specialist in couples and relationship

904
00:57:58.920 --> 00:58:01.460
and decide, okay, I think they're better.

905
00:58:02.520 --> 00:58:05.100
If I see someone who's experts

906
00:58:05.100 --> 00:58:07.340
in couples and relationships and finances,

907
00:58:07.720 --> 00:58:08.880
I'm like, okay,

908
00:58:08.880 --> 00:58:10.920
is there one that they're better at than others?

909
00:58:11.560 --> 00:58:13.700
Or, well, I need help with my couple,

910
00:58:13.800 --> 00:58:15.000
but I don't have a business.

911
00:58:15.560 --> 00:58:16.860
But you said finances,

912
00:58:16.860 --> 00:58:18.280
so maybe you don't mean business,

913
00:58:18.360 --> 00:58:19.520
maybe just mean money.

914
00:58:22.140 --> 00:58:26.620
So you look at one modern day example, Grant Cardone.

915
00:58:27.380 --> 00:58:30.020
So Grant, a few years ago,

916
00:58:30.080 --> 00:58:33.280
so I remember telling a buddy of mine who he owns,

917
00:58:33.720 --> 00:58:35.780
he sold one of them, but he owns a few car lots.

918
00:58:36.700 --> 00:58:39.400
And he saw me post about Grant Cardone,

919
00:58:39.520 --> 00:58:41.500
and he was like, oh, Grant, the car guy.

920
00:58:43.220 --> 00:58:44.980
So he knew Grant as the car guy,

921
00:58:44.980 --> 00:58:46.660
because that's how Grant started.

922
00:58:47.680 --> 00:58:49.080
Grant was the car sales guy.

923
00:58:49.160 --> 00:58:50.320
He taught car sales.

924
00:58:50.600 --> 00:58:51.580
That's all he did.

925
00:58:51.700 --> 00:58:52.540
He didn't do real estate.

926
00:58:52.640 --> 00:58:53.360
What are you talking about?

927
00:58:53.420 --> 00:58:55.300
He didn't do money events.

928
00:58:55.420 --> 00:58:58.680
He didn't have celebrities and stuff.

929
00:58:58.740 --> 00:58:59.840
He was the car sales guy.

930
00:58:59.880 --> 00:59:02.380
So he was the guy calling car sale lots

931
00:59:02.540 --> 00:59:04.760
to try to get in front of their salesmen

932
00:59:04.760 --> 00:59:07.120
to pitch them sales, to pitch them training.

933
00:59:07.700 --> 00:59:09.400
And so my guy knew him, he's like,

934
00:59:09.440 --> 00:59:10.480
oh, why are you working with him?

935
00:59:10.600 --> 00:59:13.440
And I'm like, well, he's no longer just a car sales guy.

936
00:59:14.240 --> 00:59:19.400
And so what is often typical is someone goes after a vertical

937
00:59:20.040 --> 00:59:23.320
and becomes really, really good at that thing, right?

938
00:59:23.320 --> 00:59:25.080
And becomes known for that thing.

939
00:59:25.080 --> 00:59:30.260
And they realize that, okay, I'm at a point, they decide,

940
00:59:30.360 --> 00:59:33.500
I'm at a point where I don't know that I could,

941
00:59:33.600 --> 00:59:34.220
in his example,

942
00:59:34.340 --> 00:59:36.840
I don't know that I could 10X my car sales company.

943
00:59:37.560 --> 00:59:39.820
So maybe I need to add on.

944
00:59:39.880 --> 00:59:42.480
And so he adds on sales in general,

945
00:59:43.160 --> 00:59:44.120
which is kind of what he did.

946
00:59:44.180 --> 00:59:45.500
Then he added in real estate.

947
00:59:46.440 --> 00:59:50.700
And so, it is common to do that,

948
00:59:50.880 --> 00:59:55.260
but the velocity of this is a specialist about one person

949
00:59:55.860 --> 00:59:58.340
is there's something to be said for that.

950
00:59:58.760 --> 00:59:59.980
One way that.

951
01:00:00.000 --> 01:00:03.180
So I got coaching from John Assaraf for a while

952
01:00:03.560 --> 01:00:06.480
and a super smart guy, super smart guy.

953
01:00:06.580 --> 01:00:10.520
He's one of the most system guys I've ever met.

954
01:00:11.080 --> 01:00:14.280
I mean, that guy, I can't quote where he's at now

955
01:00:14.280 --> 01:00:15.880
because I haven't talked to him in a couple of years

956
01:00:15.880 --> 01:00:17.360
at least about business.

957
01:00:19.040 --> 01:00:22.680
But he like created just a series of webinars

958
01:00:22.680 --> 01:00:25.040
that would generate him about $15 million a year.

959
01:00:25.040 --> 01:00:27.720
And he did that for years and years and years

960
01:00:27.720 --> 01:00:28.940
and years and years and years.

961
01:00:28.940 --> 01:00:33.220
And so when I was talking to him, he was like,

962
01:00:34.640 --> 01:00:37.380
cause I was like, at that point I didn't know,

963
01:00:37.700 --> 01:00:40.540
am I gonna expand outside of what I'm doing?

964
01:00:40.760 --> 01:00:45.380
And he's like, well, if you ask yourself the question,

965
01:00:45.920 --> 01:00:48.740
can I easily double my, is it?

966
01:00:49.360 --> 01:00:50.580
I forget, I don't know if he used the word easily.

967
01:00:50.840 --> 01:00:51.660
That might not be the right word,

968
01:00:51.740 --> 01:00:53.620
but can I double my business

969
01:00:53.620 --> 01:00:55.640
by staying in the same niche that I'm in?

970
01:00:55.640 --> 01:01:01.740
And if the answer is yes, it's silly for you to change.

971
01:01:02.060 --> 01:01:03.620
It's silly for you to change that

972
01:01:03.620 --> 01:01:05.480
at least as your base marketing model.

973
01:01:06.660 --> 01:01:07.500
You know what I mean?

974
01:01:08.260 --> 01:01:11.580
And so now if you're at a point where you're like,

975
01:01:12.380 --> 01:01:16.220
okay, I'm coaching all the major sales cars, lots,

976
01:01:16.220 --> 01:01:18.820
and I don't know where else to go.

977
01:01:19.000 --> 01:01:21.860
Okay, then that makes sense for you to expand.

978
01:01:22.980 --> 01:01:24.760
Obviously you can choose whatever you want.

979
01:01:25.440 --> 01:01:28.300
I'm just saying marketing wise,

980
01:01:28.560 --> 01:01:32.720
being the specialist does make attracting the person

981
01:01:32.720 --> 01:01:35.020
that doesn't know you a lot easier.

982
01:01:36.340 --> 01:01:40.040
And it does give you flexibility of those on the inside

983
01:01:40.040 --> 01:01:42.180
that know you and love you.

984
01:01:42.560 --> 01:01:45.560
Well, they'll also add that thing

985
01:01:45.560 --> 01:01:49.220
without you incurring any additional marketing,

986
01:01:50.160 --> 01:01:51.980
branding, acquisition costs.

987
01:01:52.980 --> 01:01:53.820
So just-

988
01:01:54.980 --> 01:01:56.920
Because like you look at Grant Cardone,

989
01:01:57.260 --> 01:02:00.600
how he actually got kind of less specific, right?

990
01:02:00.600 --> 01:02:03.100
Because first it's selling cars and then it's selling.

991
01:02:03.260 --> 01:02:05.180
He became more generalized.

992
01:02:06.560 --> 01:02:08.720
Once he had reached a point,

993
01:02:09.800 --> 01:02:13.360
don't quote me on this, but I mean, I think,

994
01:02:13.480 --> 01:02:15.920
I mean, I think he was around 20 mil a year

995
01:02:15.920 --> 01:02:17.480
when he'd made that move,

996
01:02:18.040 --> 01:02:20.140
20 mil a year sales training, I think.

997
01:02:20.140 --> 01:02:21.320
I don't know exactly,

998
01:02:21.440 --> 01:02:23.160
but it's probably a decent estimate.

999
01:02:25.680 --> 01:02:26.500
Let me ask you though,

1000
01:02:26.580 --> 01:02:29.100
like, cause we're just trying to conceptualize this.

1001
01:02:29.300 --> 01:02:30.780
It's helpful to talk about it.

1002
01:02:30.860 --> 01:02:34.420
But part of like, you could also look at what we're selling

1003
01:02:35.200 --> 01:02:38.500
as being part of a community experience

1004
01:02:38.760 --> 01:02:43.300
that is incredibly fulfilling and helps people meet needs,

1005
01:02:44.560 --> 01:02:47.120
multiple types of needs, right?

1006
01:02:47.120 --> 01:02:49.940
And that being fulfilled in the area of money

1007
01:02:49.940 --> 01:02:52.280
and being fulfilled in the area of romance

1008
01:02:52.280 --> 01:02:55.120
is collectively a very fulfilling experience.

1009
01:02:55.680 --> 01:02:58.220
So what about the idea of selling community

1010
01:02:58.220 --> 01:03:01.080
as the value proposition?

1011
01:03:04.780 --> 01:03:05.200
You can.

1012
01:03:08.020 --> 01:03:11.680
There's, so there's external marketing

1013
01:03:12.260 --> 01:03:15.500
and there's internal execution, right?

1014
01:03:15.500 --> 01:03:19.000
So having community internally, absolutely smart.

1015
01:03:19.000 --> 01:03:21.260
You almost need it, right?

1016
01:03:21.260 --> 01:03:22.960
It's smart for you to have.

1017
01:03:25.260 --> 01:03:27.040
Externally leading on community.

1018
01:03:27.280 --> 01:03:29.220
Now I'm comparing you with every other community.

1019
01:03:29.740 --> 01:03:32.120
I'm not comparing you with your accolades

1020
01:03:32.120 --> 01:03:33.180
and couples relationship.

1021
01:03:33.360 --> 01:03:34.860
I'm comparing you with every other community.

1022
01:03:35.260 --> 01:03:36.940
Do I like this community or that community?

1023
01:03:37.700 --> 01:03:40.200
And so this isn't saying,

1024
01:03:40.740 --> 01:03:43.800
hey, you should not be fulfilling the money side.

1025
01:03:44.040 --> 01:03:46.580
I'm just arguing the external marketing.

1026
01:03:46.580 --> 01:03:50.220
Should the external marketing be talking about things

1027
01:03:50.220 --> 01:03:54.020
other than the hyper focused thing that you've been doing?

1028
01:03:54.980 --> 01:03:56.520
I'm saying you can do all these things

1029
01:03:56.520 --> 01:03:58.360
that you're wanting to do on the inside.

1030
01:03:58.380 --> 01:04:00.080
It's like a bonus, like a surprise.

1031
01:04:00.460 --> 01:04:02.560
Hey, we also have community and we help you with money.

1032
01:04:03.580 --> 01:04:05.420
That's a really easy thing.

1033
01:04:06.220 --> 01:04:08.420
Harder is, okay, let me change my branding.

1034
01:04:08.540 --> 01:04:10.060
So now it's either community or money

1035
01:04:10.180 --> 01:04:11.620
and couples relationship.

1036
01:04:12.260 --> 01:04:16.220
That's where it gets a little different.

1037
01:04:16.820 --> 01:04:17.760
And so the question is,

1038
01:04:18.560 --> 01:04:22.420
could we, assuming the goals are financial,

1039
01:04:23.740 --> 01:04:27.340
could we double our business stand in this niche

1040
01:04:27.460 --> 01:04:29.400
in our external marketing?

1041
01:04:29.680 --> 01:04:32.540
And if that's the case, then that's a very,

1042
01:04:35.740 --> 01:04:37.400
that would not be a terrible decision.

1043
01:04:39.200 --> 01:04:40.720
Yeah, and one of the reasons

1044
01:04:40.720 --> 01:04:42.080
we're even having this dilemma

1045
01:04:42.080 --> 01:04:45.740
is because we really see selling Kengen

1046
01:04:45.820 --> 01:04:48.820
as viable for us, especially Shana.

1047
01:04:50.340 --> 01:04:52.300
And then we have that and the relationship.

1048
01:04:52.560 --> 01:04:54.300
So this is why we're trying to understand

1049
01:04:55.340 --> 01:04:57.060
how to marry the two.

1050
01:04:58.200 --> 01:04:59.980
So one of the, just to go back to what you were saying,

1051
01:04:59.980 --> 01:04:59.980


1052
01:05:00.000 --> 01:05:08.220
just kind of directions I guess is what I would call it.

1053
01:05:08.920 --> 01:05:11.260
So you don't have to lead with a thing

1054
01:05:11.260 --> 01:05:12.920
you're selling to sell it.

1055
01:05:13.640 --> 01:05:16.560
It's generate a lead, connect with a lead,

1056
01:05:17.200 --> 01:05:19.780
determine the need, three steps.

1057
01:05:20.280 --> 01:05:23.060
So I generate a lead, how will I best generate a lead?

1058
01:05:23.280 --> 01:05:25.460
Well, if I'm specific about something,

1059
01:05:25.980 --> 01:05:28.360
I'm more likely that that person will convert

1060
01:05:28.360 --> 01:05:31.180
into some kind of lead, connect with a lead.

1061
01:05:31.400 --> 01:05:31.920
Hey, how are you doing?

1062
01:05:31.980 --> 01:05:34.840
You opted in for the couples relationship or whatever,

1063
01:05:35.320 --> 01:05:36.180
determine the need.

1064
01:05:36.420 --> 01:05:38.040
Hey, I also need to make some extra money.

1065
01:05:38.120 --> 01:05:38.440
You know what?

1066
01:05:38.460 --> 01:05:40.460
We actually help a lot of our couples with that.

1067
01:05:40.960 --> 01:05:43.740
And so you can sell the heck out of something.

1068
01:05:43.800 --> 01:05:44.720
I'll give you one example.

1069
01:05:46.900 --> 01:05:48.900
While, I know this is a little different

1070
01:05:48.900 --> 01:05:49.800
than what you guys do,

1071
01:05:49.980 --> 01:05:52.880
but while I was the number one income earner

1072
01:05:53.980 --> 01:05:57.240
of a particular network marketing company,

1073
01:05:57.240 --> 01:05:59.860
I did a million dollars in an affiliate company

1074
01:05:59.920 --> 01:06:01.640
that I hardly ever promoted.

1075
01:06:02.860 --> 01:06:05.340
But what I would do is I would generate a lead,

1076
01:06:05.500 --> 01:06:06.500
I would connect with them.

1077
01:06:06.900 --> 01:06:10.040
And if they weren't a fit for my company, right?

1078
01:06:10.040 --> 01:06:13.220
So if I, this would be like with you,

1079
01:06:14.820 --> 01:06:15.900
well, it's a little different

1080
01:06:15.900 --> 01:06:16.880
because you got different angles,

1081
01:06:17.020 --> 01:06:22.780
but if someone's not a fit for the thing that's my primary

1082
01:06:22.780 --> 01:06:26.220
or the thing that even they opted into,

1083
01:06:26.220 --> 01:06:28.720
and I say, well, hey, how are you doing with this?

1084
01:06:29.440 --> 01:06:30.540
So my question,

1085
01:06:30.880 --> 01:06:33.580
cause it was an online, like a lead generation system.

1086
01:06:33.740 --> 01:06:36.760
So I would say, okay, cool.

1087
01:06:36.980 --> 01:06:38.460
Okay, this isn't a fit for you, got it.

1088
01:06:38.500 --> 01:06:40.020
How are you doing with generating leads online?

1089
01:06:40.360 --> 01:06:41.560
And they'd be like, well, not very good.

1090
01:06:41.580 --> 01:06:42.700
I'm like, well, go check this out.

1091
01:06:42.940 --> 01:06:44.680
And so I point them over there,

1092
01:06:44.820 --> 01:06:48.180
they'd opt into that system and it was very good at selling.

1093
01:06:48.580 --> 01:06:51.860
And that's how I, without hardly marketing at all,

1094
01:06:52.020 --> 01:06:54.220
I would take existing leads that connected with me,

1095
01:06:54.220 --> 01:06:56.340
made a million dollars on the side.

1096
01:06:59.380 --> 01:07:00.360
And so it seems different.

1097
01:07:00.980 --> 01:07:01.660
Yeah, go ahead.

1098
01:07:02.220 --> 01:07:02.700
You're not done.

1099
01:07:03.120 --> 01:07:04.620
And so I'm not shooting you down

1100
01:07:04.620 --> 01:07:06.440
from doing any of this stuff on the outside

1101
01:07:06.440 --> 01:07:07.840
or on the inside, I'm sorry.

1102
01:07:07.960 --> 01:07:11.340
But just like, what does the external marketing look like?

1103
01:07:11.560 --> 01:07:15.880
Can I, is it more likely that I generate

1104
01:07:15.880 --> 01:07:18.540
a hundred times more leads by being specific?

1105
01:07:19.540 --> 01:07:20.940
Yes, it is.

1106
01:07:21.400 --> 01:07:23.620
And if I have ways of connecting with them

1107
01:07:23.620 --> 01:07:25.900
and determining what it is that they're looking for,

1108
01:07:26.200 --> 01:07:28.460
are they a fit for my relationship consulting

1109
01:07:28.460 --> 01:07:31.920
or my course or Kangen or this?

1110
01:07:33.860 --> 01:07:36.460
So I'm just, what's gonna make lead generation,

1111
01:07:36.840 --> 01:07:39.000
customer acquisition, lowest cost, easiest,

1112
01:07:40.000 --> 01:07:41.860
being specific is that answer.

1113
01:07:42.980 --> 01:07:47.000
Not that you can't, but that is the answer.

1114
01:07:47.740 --> 01:07:50.020
Now, if you were, I don't know,

1115
01:07:50.300 --> 01:07:52.180
but if you were at a, hey Ray,

1116
01:07:52.180 --> 01:07:53.520
we've been doing this 20 years,

1117
01:07:54.300 --> 01:07:58.720
we run a 75 million a year couples consulting company.

1118
01:07:59.760 --> 01:08:03.020
Okay, you may be, either you need to think

1119
01:08:03.020 --> 01:08:04.900
about different ways of delivering

1120
01:08:05.260 --> 01:08:07.480
because you can only coach so many people

1121
01:08:10.220 --> 01:08:12.460
or just some different way of scaling

1122
01:08:12.460 --> 01:08:14.480
or hey, maybe it's time for you to expand.

1123
01:08:14.820 --> 01:08:17.260
Because if you have that kind of crazy notoriety,

1124
01:08:17.800 --> 01:08:21.399
then it actually, people will go right with you.

1125
01:08:22.279 --> 01:08:23.859
So that's kind of the thing.

1126
01:08:24.060 --> 01:08:26.819
Like a lot of car salespeople stuck with Grant,

1127
01:08:27.200 --> 01:08:29.540
even though he expanded, they knew him,

1128
01:08:29.760 --> 01:08:30.979
they'd known him for a long time

1129
01:08:30.979 --> 01:08:32.319
and they just kind of, okay,

1130
01:08:32.319 --> 01:08:33.540
I'll still go to a sales trainings.

1131
01:08:33.680 --> 01:08:35.560
They're not specific on cars, but I'll still go.

1132
01:08:36.040 --> 01:08:38.560
But he had built that very large,

1133
01:08:38.760 --> 01:08:40.880
decent sized brand at that point.

1134
01:08:42.500 --> 01:08:45.800
And that's for you to decide, what is it like to you?

1135
01:08:47.979 --> 01:08:49.960
I think we would probably lead

1136
01:08:49.960 --> 01:08:52.479
with the relationship coaching

1137
01:08:52.479 --> 01:08:54.100
because we've been doing it a long time

1138
01:08:54.100 --> 01:08:56.140
and we have expertise in that.

1139
01:08:56.300 --> 01:09:00.580
I think we could be perceived as experts in that area.

1140
01:09:01.120 --> 01:09:03.020
And so you think even marketing that,

1141
01:09:03.120 --> 01:09:04.779
you still think it's possible

1142
01:09:05.380 --> 01:09:08.340
to sell the Kenga machines, huh?

1143
01:09:08.920 --> 01:09:12.300
Yeah, you connect with them and you say,

1144
01:09:13.399 --> 01:09:15.779
two of the things that we find that,

1145
01:09:15.779 --> 01:09:18.800
can mess a family up is their health and their finances.

1146
01:09:19.439 --> 01:09:21.340
And some of our couples have chosen

1147
01:09:21.840 --> 01:09:23.819
to partner with us on this right here.

1148
01:09:23.840 --> 01:09:25.160
And if you'd like to learn more, great.

1149
01:09:25.160 --> 01:09:26.020
And if not, totally cool.

1150
01:09:26.319 --> 01:09:27.979
We're happy to help you either way.

1151
01:09:28.520 --> 01:09:31.080
That's exactly how I would say it.

1152
01:09:31.399 --> 01:09:33.819
Yeah, I wouldn't force them into some kind of pitch.

1153
01:09:34.000 --> 01:09:38.399
I would just see if they're open to that.

1154
01:09:38.399 --> 01:09:41.479
But I would say, here's why I'm suggesting this.

1155
01:09:41.740 --> 01:09:44.260
And if you would like to learn more about it,

1156
01:09:44.260 --> 01:09:46.939
I'm happy to, if not, totally fine, no biggie.

1157
01:09:48.500 --> 01:09:48.560
Right.

1158
01:09:49.680 --> 01:09:52.580
And I would have, if you have like,

1159
01:09:52.700 --> 01:09:53.520
well, you have a community.

1160
01:09:54.160 --> 01:09:57.900
So I would find ways from time to time

1161
01:09:57.900 --> 01:09:59.300
to give a little shout outs to,

1162
01:10:00.000 --> 01:10:02.840
to people to raise more curiosity, right?

1163
01:10:03.220 --> 01:10:07.000
Hey, congrats to this couple who sold their first machine,

1164
01:10:07.180 --> 01:10:08.760
way to go, you know, like I would have little,

1165
01:10:08.920 --> 01:10:11.120
you know, not too over the top,

1166
01:10:11.400 --> 01:10:13.020
I wouldn't make every post about it,

1167
01:10:13.020 --> 01:10:15.800
but I would have little things just to raise curiosity

1168
01:10:15.800 --> 01:10:17.820
on the inside of the community.

1169
01:10:22.080 --> 01:10:22.980
You're muted, Shannon.

1170
01:10:23.240 --> 01:10:25.180
Oh, this is great, it's so clear.

1171
01:10:25.780 --> 01:10:28.420
And even that, like, you know,

1172
01:10:28.420 --> 01:10:31.460
to want to get somebody in through the relationship coaching

1173
01:10:31.460 --> 01:10:33.720
to be like, oh, the two things that we see

1174
01:10:33.860 --> 01:10:35.960
that really mess up a relationship,

1175
01:10:36.160 --> 01:10:37.380
it's like money and wealth.

1176
01:10:37.480 --> 01:10:39.920
Yeah, maybe more, I just, I'm-

1177
01:10:39.920 --> 01:10:41.640
Yeah, but that's, yeah, but that resonates

1178
01:10:41.640 --> 01:10:43.740
with what we're, you know,

1179
01:10:43.740 --> 01:10:47.000
with all these different things that we're thinking about.

1180
01:10:47.400 --> 01:10:48.380
Yeah, it's super clear.

1181
01:10:49.120 --> 01:10:50.840
That was great, I'm so glad you asked,

1182
01:10:51.320 --> 01:10:53.400
I have brought that in, International, it just feels great.

1183
01:10:53.520 --> 01:10:57.720
And I really feel like you covered all the little tendrils

1184
01:10:57.720 --> 01:10:59.540
of like, okay, we're just being,

1185
01:11:00.100 --> 01:11:02.540
like, if we can stay in our lane for a little while,

1186
01:11:02.560 --> 01:11:04.960
because I don't feel, we're not the company that,

1187
01:11:05.320 --> 01:11:08.620
we haven't even marketed yet, so we don't even,

1188
01:11:08.840 --> 01:11:09.280
we haven't even seen-

1189
01:11:09.280 --> 01:11:11.260
Yeah, because you're still like word of mouth, so.

1190
01:11:11.460 --> 01:11:13.920
Exactly, so we haven't even seen the traction

1191
01:11:13.920 --> 01:11:16.280
that we can get with the relationship coaching.

1192
01:11:16.380 --> 01:11:18.600
So I think if we do that first,

1193
01:11:19.060 --> 01:11:23.380
and like somebody else said, like put some blinders on

1194
01:11:23.380 --> 01:11:27.280
for a second, then we can see where we can get to,

1195
01:11:27.800 --> 01:11:29.980
and then that gives us credibility.

1196
01:11:30.780 --> 01:11:34.220
I didn't think about, I didn't think about that.

1197
01:11:35.280 --> 01:11:37.580
Personally, I think it'd be absolutely insane

1198
01:11:37.580 --> 01:11:41.120
to diversify in your external marketing right now,

1199
01:11:41.640 --> 01:11:44.240
because you haven't actually marketed yet.

1200
01:11:44.600 --> 01:11:46.420
Like, I didn't even consider that,

1201
01:11:46.660 --> 01:11:48.340
I, you know, kind of forgot that fact,

1202
01:11:49.300 --> 01:11:56.660
because it should be very easy to 510X just by marketing,

1203
01:11:56.660 --> 01:12:00.620
you know, like that just shouldn't, that would be,

1204
01:12:00.980 --> 01:12:03.020
but if you expand,

1205
01:12:03.780 --> 01:12:05.560
that's actually gonna make it a whole lot harder,

1206
01:12:05.600 --> 01:12:07.300
because you don't have a history of marketing,

1207
01:12:07.400 --> 01:12:11.420
you don't have a history of, you know, at least,

1208
01:12:11.780 --> 01:12:15.200
because there's a benefit of your brand,

1209
01:12:15.200 --> 01:12:19.160
even with people who haven't bought from you.

1210
01:12:20.060 --> 01:12:22.300
But wait, so if you have a brand, like, you know,

1211
01:12:22.300 --> 01:12:24.900
our, you know, I don't know what it is right now,

1212
01:12:24.900 --> 01:12:27.560
but, you know, at one point it was 400,000 people,

1213
01:12:27.900 --> 01:12:32.500
and like, you know, 2% or 5% or something,

1214
01:12:33.280 --> 01:12:36.120
but there were, there's a benefit to people

1215
01:12:36.120 --> 01:12:38.340
who know your brand, but haven't yet bought.

1216
01:12:39.120 --> 01:12:40.980
You guys are known by who's bought,

1217
01:12:41.560 --> 01:12:43.740
and not known by anyone who hasn't.

1218
01:12:43.740 --> 01:12:46.500
And so there's a whole lot of those people

1219
01:12:46.840 --> 01:12:49.640
that don't know you yet, that should,

1220
01:12:50.240 --> 01:12:51.420
that may not buy your thing,

1221
01:12:51.900 --> 01:12:53.660
but they'll comment on your stuff,

1222
01:12:53.740 --> 01:12:54.900
they'll get value from your stuff.

1223
01:12:55.600 --> 01:12:57.400
And, you know, like one of, you know,

1224
01:12:57.400 --> 01:12:59.860
it'd be wild to not talk about this

1225
01:12:59.940 --> 01:13:01.820
in sales and marketing, you know, mentorship.

1226
01:13:03.020 --> 01:13:06.380
So a guy I met back in 2017, a guy named Alex Ramosi,

1227
01:13:06.460 --> 01:13:07.820
some of you have heard of him.

1228
01:13:08.160 --> 01:13:10.380
And, you know, he just did this, you know,

1229
01:13:10.380 --> 01:13:13.460
300 million plus, you know, live,

1230
01:13:14.060 --> 01:13:17.460
where he sold, you know, 3.3 million copies of his book

1231
01:13:17.460 --> 01:13:19.260
and broke the Guinness World Records.

1232
01:13:19.500 --> 01:13:24.540
But if you notice with him, that guy, you know,

1233
01:13:24.540 --> 01:13:25.620
I don't know if he's increased it,

1234
01:13:25.620 --> 01:13:26.560
but the last time I talked to him,

1235
01:13:26.560 --> 01:13:29.260
he was creating 270 pieces of content a week.

1236
01:13:30.540 --> 01:13:32.340
None of them selling anything.

1237
01:13:33.720 --> 01:13:35.200
None of them were like, hey, buy my ebook,

1238
01:13:35.220 --> 01:13:38.680
or do this or that, you know, all great content.

1239
01:13:38.680 --> 01:13:41.360
And so he spent, you know, since his last launch,

1240
01:13:41.520 --> 01:13:43.220
which was I think a year or so ago,

1241
01:13:43.240 --> 01:13:45.680
you know, he spent all this time and money and effort

1242
01:13:45.680 --> 01:13:49.000
to just value pump his brand out there.

1243
01:13:49.080 --> 01:13:50.900
That's how he did so much.

1244
01:13:51.560 --> 01:13:54.120
And so like, you know, people knowing your brand

1245
01:13:54.120 --> 01:13:56.220
but haven't yet bought is still valuable

1246
01:13:56.400 --> 01:13:59.700
for when you do extend that offer or you, you know,

1247
01:13:59.700 --> 01:14:01.460
they see you in, you know, in the marketplace

1248
01:14:01.460 --> 01:14:03.520
or you do decide to, you know, expand.

1249
01:14:03.980 --> 01:14:06.340
And so, yeah, I forgot that factor.

1250
01:14:06.420 --> 01:14:07.380
It's a very important factor.

1251
01:14:08.680 --> 01:14:10.260
Yeah, I would absolutely,

1252
01:14:10.360 --> 01:14:14.160
because you're gonna have to learn the same stuff.

1253
01:14:14.580 --> 01:14:15.880
It'll just be harder.

1254
01:14:17.620 --> 01:14:20.360
So you're gonna have to learn the same marketing stuff,

1255
01:14:20.960 --> 01:14:22.420
but with an extended brand,

1256
01:14:22.420 --> 01:14:23.800
it's just gonna be more difficult.

1257
01:14:24.580 --> 01:14:26.340
You know, if they pointed specific,

1258
01:14:26.680 --> 01:14:28.460
it's gonna be a lot easier.

1259
01:14:30.680 --> 01:14:30.920
Helpful?

1260
01:14:31.380 --> 01:14:32.760
This is great, thanks.

1261
01:14:32.960 --> 01:14:36.020
It's so hard that discipline to just focus on one thing.

1262
01:14:36.320 --> 01:14:38.180
I don't know if everybody goes through that,

1263
01:14:38.180 --> 01:14:40.760
but that for me, it's like really, it's really hard.

1264
01:14:41.400 --> 01:14:43.920
Like, I don't wanna focus on one thing.

1265
01:14:44.240 --> 01:14:44.760
What's that?

1266
01:14:44.800 --> 01:14:47.040
What do you think that resistance is?

1267
01:14:47.160 --> 01:14:47.760
What is that, Ray?

1268
01:14:51.560 --> 01:14:55.000
Part of it is like, well, what else am I gonna teach?

1269
01:14:55.740 --> 01:14:59.860
You know, I'm gonna run out of stuff to teach.

1270
01:15:00.000 --> 01:15:01.880
I've told all my stories

1271
01:15:02.240 --> 01:15:06.660
and it doesn't take into factor new people.

1272
01:15:07.360 --> 01:15:10.500
Every single day, I'm in front of new people.

1273
01:15:11.080 --> 01:15:11.560
Every day.

1274
01:15:11.680 --> 01:15:12.700
Not everyone's new.

1275
01:15:13.120 --> 01:15:14.440
You know, I have my regulars

1276
01:15:14.440 --> 01:15:16.360
that are there on a lot of my videos,

1277
01:15:17.700 --> 01:15:20.280
but every day I'm in front of new people

1278
01:15:20.280 --> 01:15:22.080
who have not heard any of my stories,

1279
01:15:22.260 --> 01:15:23.860
who have not heard any of my training

1280
01:15:24.080 --> 01:15:26.940
and so we have to think about that.

1281
01:15:27.000 --> 01:15:30.700
We have to think about providing value consistently

1282
01:15:30.700 --> 01:15:33.920
to people who've never experienced any of our stuff.

1283
01:15:34.200 --> 01:15:36.040
So if we look inward,

1284
01:15:36.340 --> 01:15:38.220
then we're like, oh, you know,

1285
01:15:38.220 --> 01:15:39.320
I'm kind of tired of doing this.

1286
01:15:41.080 --> 01:15:44.300
You know, we look outward and I love what,

1287
01:15:46.080 --> 01:15:47.280
I always forget this guy's name.

1288
01:15:53.340 --> 01:15:55.820
Forget Bob Proctor's mentor.

1289
01:15:57.000 --> 01:15:58.180
Oh, what's the guy's name?

1290
01:15:58.520 --> 01:15:59.640
Someone knows it on here.

1291
01:16:00.960 --> 01:16:02.320
It's not Nightingale.

1292
01:16:02.680 --> 01:16:06.000
It's not, I forget, whatever.

1293
01:16:06.400 --> 01:16:11.580
So I remember hearing Bob share about his mentor.

1294
01:16:11.760 --> 01:16:12.860
It's Earl Nightingale.

1295
01:16:14.660 --> 01:16:15.000
No?

1296
01:16:15.020 --> 01:16:16.520
I think he was referring to,

1297
01:16:16.520 --> 01:16:17.600
he was referring to,

1298
01:16:17.600 --> 01:16:19.000
he may have been a mentor,

1299
01:16:19.160 --> 01:16:21.200
but he was referring to,

1300
01:16:23.800 --> 01:16:25.820
I can see it,

1301
01:16:25.820 --> 01:16:27.420
but I can't, I can't think of it.

1302
01:16:27.960 --> 01:16:29.600
Well, he was referring to one of his mentors

1303
01:16:29.600 --> 01:16:32.820
and his mentor was super, super well off,

1304
01:16:33.220 --> 01:16:34.680
like plenty of money.

1305
01:16:35.360 --> 01:16:38.880
And he was like, you know, 80 something years old

1306
01:16:39.080 --> 01:16:42.600
and he was going out, you know, on the road.

1307
01:16:42.960 --> 01:16:44.560
He's like, all right, Bob, I'm going out on the road.

1308
01:16:44.700 --> 01:16:47.600
And he was like, dude, you got plenty of money.

1309
01:16:48.120 --> 01:16:49.880
Like you're going, you're going out on the road?

1310
01:16:50.140 --> 01:16:51.880
And he said, last time I checked people,

1311
01:16:51.960 --> 01:16:53.820
there were still people out there that needed help.

1312
01:16:55.820 --> 01:16:59.700
And what's cool about that story is Bob was sharing it

1313
01:16:59.780 --> 01:17:01.180
while on a stage.

1314
01:17:01.540 --> 01:17:02.640
And I think he was about 80.

1315
01:17:04.440 --> 01:17:06.220
I just think that's cool, right?

1316
01:17:06.220 --> 01:17:07.120
The last time I checked,

1317
01:17:07.160 --> 01:17:08.660
there were still people out there that needed help.

1318
01:17:09.660 --> 01:17:11.360
And so it was pretty cool.

1319
01:17:11.900 --> 01:17:12.520
That's awesome.

1320
01:17:13.540 --> 01:17:13.980
Yeah.

1321
01:17:14.820 --> 01:17:17.360
But yeah, everyone, we all were like,

1322
01:17:17.440 --> 01:17:18.680
oh, I want to do this.

1323
01:17:19.060 --> 01:17:22.160
But I found that I've had to learn this,

1324
01:17:22.180 --> 01:17:23.980
but I found like if I'm, if I'm,

1325
01:17:23.980 --> 01:17:25.340
if I focus in on one,

1326
01:17:25.540 --> 01:17:28.400
I can really be known for that thing.

1327
01:17:29.360 --> 01:17:31.080
And, you know, prayer helped me with that.

1328
01:17:31.460 --> 01:17:34.140
You know, with the new YouTube channel,

1329
01:17:34.200 --> 01:17:35.660
I just got sales.

1330
01:17:35.680 --> 01:17:36.680
I want you to talk about sales.

1331
01:17:36.880 --> 01:17:37.940
Okay. All right.

1332
01:17:39.580 --> 01:17:40.800
Oh, cool.

1333
01:17:41.100 --> 01:17:42.880
It also feels like it goes back

1334
01:17:42.880 --> 01:17:44.340
to like this genius thing you said,

1335
01:17:44.440 --> 01:17:47.120
which is overwhelm is an advanced form of procrastination.

1336
01:17:47.120 --> 01:17:49.140
I was like, wait, what?

1337
01:17:49.660 --> 01:17:52.840
But it almost seems like, oh, overwhelm is,

1338
01:17:53.520 --> 01:17:55.840
that's also the same thing as like overwhelm

1339
01:17:55.840 --> 01:17:59.320
is the resistance to being narrowly focused.

1340
01:18:00.560 --> 01:18:03.320
Because it's like boring or you feel like,

1341
01:18:03.540 --> 01:18:05.040
oh, I got to do all these other things,

1342
01:18:05.440 --> 01:18:08.840
but we get to do those things through that, the discipline.

1343
01:18:09.640 --> 01:18:10.960
And I just really value this.

1344
01:18:11.160 --> 01:18:12.800
Thanks. Thanks for the question again, International.

1345
01:18:13.420 --> 01:18:15.180
I'm getting so much out of your questions.

1346
01:18:15.900 --> 01:18:16.380
Thanks.

1347
01:18:16.980 --> 01:18:17.600
Thanks for the time.

1348
01:18:18.200 --> 01:18:19.180
You got it.

1349
01:18:19.240 --> 01:18:20.820
All right. We'll finish with Tony.

1350
01:18:21.060 --> 01:18:21.560
What's up, Tony?

1351
01:18:22.840 --> 01:18:24.640
What's a win for you?

1352
01:18:27.380 --> 01:18:28.080
Thanks for me.

1353
01:18:29.280 --> 01:18:32.240
So, in this end of my question, I just-

1354
01:18:32.240 --> 01:18:33.620
You're breaking up.

1355
01:18:33.920 --> 01:18:35.480
Oh, can you hear me?

1356
01:18:36.840 --> 01:18:37.780
A little bit.

1357
01:18:41.240 --> 01:18:43.160
Let me take this.

1358
01:18:43.220 --> 01:18:43.940
I'll take this off.

1359
01:18:43.940 --> 01:18:44.980
Maybe that'll help.

1360
01:18:45.220 --> 01:18:45.440
Sorry.

1361
01:18:48.320 --> 01:18:50.100
All right. Can you hear me better now?

1362
01:18:50.600 --> 01:18:50.980
Yes.

1363
01:18:51.660 --> 01:18:51.860
Awesome.

1364
01:18:51.860 --> 01:18:52.560
All right.

1365
01:18:53.040 --> 01:18:56.500
So, my win, I just,

1366
01:18:57.640 --> 01:18:59.420
I'm going to be acquiring a nutrition cafe

1367
01:18:59.420 --> 01:19:02.660
that's going to help with my network marketing business

1368
01:19:03.220 --> 01:19:04.280
September 1st.

1369
01:19:04.280 --> 01:19:06.840
And so, that kind of leads into my question.

1370
01:19:06.920 --> 01:19:09.960
In addition to building a brand online,

1371
01:19:11.460 --> 01:19:16.480
I'm going to be utilizing this nutrition cafe

1372
01:19:17.260 --> 01:19:21.200
to build my business.

1373
01:19:22.640 --> 01:19:24.840
The concept of the nutrition cafe

1374
01:19:25.940 --> 01:19:28.760
is all of our products are the products

1375
01:19:28.760 --> 01:19:30.060
of our network marketing company.

1376
01:19:30.440 --> 01:19:33.500
And so, we've got customers that come in every day

1377
01:19:33.960 --> 01:19:37.540
who get drinks on the go.

1378
01:19:39.880 --> 01:19:44.380
And so, they already like and enjoy the product,

1379
01:19:44.540 --> 01:19:47.700
but now I get to work with them face-to-face.

1380
01:19:47.760 --> 01:19:49.840
And I'm familiar with the structure.

1381
01:19:49.840 --> 01:19:51.980
I've worked here before,

1382
01:19:52.060 --> 01:19:54.860
but now I get to fully utilize it for my business.

1383
01:19:55.900 --> 01:19:58.640
And so, it's kind of a general question,

1384
01:19:59.160 --> 01:19:59.980
just kind of.

1385
01:20:01.940 --> 01:20:08.560
Thoughts you might have, particularly we've got a university 15 minutes away, we get a

1386
01:20:08.560 --> 01:20:18.080
lot of frequent college customers and I just your thoughts on on how to first drop people

1387
01:20:18.080 --> 01:20:23.340
in but also be intentional with people that come in to get them set up with products at

1388
01:20:23.340 --> 01:20:23.460
home.

1389
01:20:28.460 --> 01:20:37.240
So, one, is, you know, any, it's kind of like ads, any anytime that someone adds expenses,

1390
01:20:38.100 --> 01:20:48.960
it greatly increases your need for details, and your need to, because, you know, you just

1391
01:20:48.960 --> 01:20:56.020
I, you just want to be hyper detailed, okay, this is my not, this is my expenses, it's

1392
01:20:56.020 --> 01:21:03.140
what I got to cover, like, just know those numbers, how many how many, you know, smoothies

1393
01:21:03.140 --> 01:21:06.240
or whatever do I need to serve a day, like, what does that look like?

1394
01:21:07.680 --> 01:21:14.860
You know, just know that because what, you know, you just want to as powerfully as by

1395
01:21:14.860 --> 01:21:20.280
and what does this look like to my schedule, who else is going to work, just a lot, a lot

1396
01:21:20.640 --> 01:21:21.600
of stuff.

1397
01:21:23.180 --> 01:21:32.600
I would, assuming there's other people in the company that have successfully done this,

1398
01:21:33.280 --> 01:21:38.440
definitely would be worth a trip to, you know, hey, can I shadow you or can I take you to

1399
01:21:38.440 --> 01:21:38.740
lunch?

1400
01:21:38.780 --> 01:21:39.980
Can I ask you questions?

1401
01:21:39.980 --> 01:21:44.500
Like, you can't ask enough questions about this sort of endeavor.

1402
01:21:45.580 --> 01:21:46.840
Do you know your monthly overhead?

1403
01:21:47.260 --> 01:21:47.620
What it'll be?

1404
01:21:49.080 --> 01:21:49.220
Yeah.

1405
01:21:49.220 --> 01:21:51.940
So fixed, fixed is 2245.

1406
01:21:52.100 --> 01:21:54.160
I mean, it's a, it's a, it's a sweetheart deal.

1407
01:21:54.200 --> 01:21:55.300
Like it's already profitable.

1408
01:21:55.460 --> 01:21:57.200
It's just a matter of growing it.

1409
01:21:57.540 --> 01:21:57.960
Okay.

1410
01:21:57.960 --> 01:21:59.640
Well, that's, that's good.

1411
01:22:01.400 --> 01:22:02.000
2245?

1412
01:22:02.560 --> 01:22:02.780
Yeah.

1413
01:22:03.220 --> 01:22:03.820
Okay.

1414
01:22:03.820 --> 01:22:15.660
And keep an inventory and that kind of stuff you're looking at about 50% of is the cost

1415
01:22:15.660 --> 01:22:17.060
of goods sold.

1416
01:22:19.640 --> 01:22:21.880
So, so yeah, just, just know your numbers.

1417
01:22:21.920 --> 01:22:25.460
I mean, that's, that's the big thing anytime someone adds, you know, expenses.

1418
01:22:27.380 --> 01:22:31.220
And so I, I would, I would, I would.

1419
01:22:31.940 --> 01:22:38.960
So I remember hearing John Maxwell say this, and if you were at faith over fear with him,

1420
01:22:39.080 --> 01:22:40.400
no, no.

1421
01:22:40.700 --> 01:22:45.440
So, you know, he spoke at our event in 2023 and faith over fear.

1422
01:22:46.240 --> 01:22:55.120
And he was, when he was 25 years old, he saw an article on the 10 fastest growing churches.

1423
01:22:56.280 --> 01:23:01.440
And so he reached out to all 10 pastors and said, Hey, I'm a budding pastor.

1424
01:23:01.700 --> 01:23:04.280
And, you know, I'd love to, you know, can I come and take you to lunch?

1425
01:23:04.760 --> 01:23:10.380
He went to every pastor, took them to lunch and pick their brain at a, as a 20 year old

1426
01:23:11.040 --> 01:23:16.680
pastor and used their knowledge to grow one of the fastest growing churches in the country

1427
01:23:16.680 --> 01:23:17.240
at that time.

1428
01:23:18.040 --> 01:23:21.320
And, and so we, we want to do that.

1429
01:23:21.840 --> 01:23:25.680
You know, we want to find out who is absolutely killing this concept.

1430
01:23:25.940 --> 01:23:28.140
Who's already bought 10 locations?

1431
01:23:29.000 --> 01:23:29.840
What do they do?

1432
01:23:30.180 --> 01:23:31.100
What's the recommendations?

1433
01:23:31.980 --> 01:23:36.120
Some of it we could guess, but I would, I'd rather ask and, and know.

1434
01:23:36.760 --> 01:23:45.660
And so, and I wouldn't be, I wouldn't be afraid to either say, Hey, I'm happy to pay you or,

1435
01:23:45.900 --> 01:23:49.300
you know, take you to lunch or, you know, whatever, whatever needs to happen for me

1436
01:23:49.300 --> 01:23:50.160
to pick your brain.

1437
01:23:51.420 --> 01:23:52.740
Don't be afraid to do that.

1438
01:23:52.840 --> 01:23:55.040
Most people are, but don't be afraid to offer that.

1439
01:23:56.100 --> 01:24:02.820
So it'd be kind of the, you know, the first thing I, if I'm in that situation and I don't

1440
01:24:02.820 --> 01:24:09.540
have anyone that I can interview or ask questions of I would focus on lead generation and follow

1441
01:24:09.540 --> 01:24:09.920
up.

1442
01:24:09.920 --> 01:24:19.500
And so I would have different opportunities that they can, you know, scan this QR code

1443
01:24:19.500 --> 01:24:22.300
to get a dollar off, you know, and I would test it.

1444
01:24:22.300 --> 01:24:29.260
I would test and track it of does the dollar off work just as good as five bucks off or

1445
01:24:29.260 --> 01:24:31.040
by increasing it doesn't increase.

1446
01:24:31.120 --> 01:24:37.280
We assume it does, but a lot of times it doesn't same, same kind of, you know, I'm a frugal

1447
01:24:37.280 --> 01:24:37.600
guy.

1448
01:24:37.620 --> 01:24:40.820
I'd probably scan the dollar, you know, like, you know, whatever I'm going to say money.

1449
01:24:41.100 --> 01:24:41.340
Okay, cool.

1450
01:24:42.260 --> 01:24:47.640
And, and so, yeah, I would test things like that and take them through different sequences

1451
01:24:48.440 --> 01:24:54.140
of, you know, you know, Hey, here, answer this quick survey, you know, to get your coupon,

1452
01:24:54.760 --> 01:24:57.740
you know, are you looking, are you a full-time student?

1453
01:24:57.740 --> 01:24:59.380
Are you looking to make extra money?

1454
01:24:59.380 --> 01:24:59.980
Like, you know.

1455
01:25:02.240 --> 01:25:14.920
What is difficult and probably, obviously, again, get advice from the people that are successful at this, but you're probably not wanting to, okay, here's your smoothie. Have you ever considered making money from home?

1456
01:25:15.020 --> 01:25:23.060
You probably don't want to do that kind of approach because it's probably not going to go over well, but you do want to segment and follow up.

1457
01:25:24.420 --> 01:25:38.060
And yeah, kind of casually build it in a conversation like if I'm, as we're talking and I'm making something and, and I've like tried just about everything on the menu because I've, I've, I have worked behind the bar for a couple years so I'm familiar.

1458
01:25:39.960 --> 01:25:51.140
But yeah, just kind of like working in and asking, asking them and it's not, and the nice thing is you see some people on a regular basis so it's not like you have to feel like you got to go, go for like go for it all at once.

1459
01:25:51.180 --> 01:26:02.320
It just casually like, oh, do you ever make teas at home, you know, and sometimes they'll be like, no, I like I didn't know I could do that or, you know, sometimes they'll be like, yeah, I used to do it.

1460
01:26:02.320 --> 01:26:12.880
And then, you know, and that's not necessarily push the issue it just, you just kind of feed feed off them and see kind of based on kind of their response.

1461
01:26:14.160 --> 01:26:23.480
Yeah, I mean there's there's lots. I'm trying to think, because there's there's I mean I could just give you so many ideas that would be, you know, too much.

1462
01:26:32.320 --> 01:26:39.660
Trying to think if there's any books or anything I've read I mean customer appreciation reward points.

1463
01:26:43.080 --> 01:27:01.660
What, what I would, I would just want to figure out what is the process that's going to drive the most leads, and then from there, work on the conversion versus, I mean still do what you're doing right still do the casual conversation.

1464
01:27:02.670 --> 01:27:30.890
No brainer, sure. But I would, I would just want to have a process, because if I if I have a process that I can that I can track and is more predictable, then, you know, I may be able to say, hey, if I launched another one of these, you know, obviously make the first one profitable, but that's that's what I would be going for, you know, how do I get these people into, you know, how can I, you know, decide.

1465
01:27:32.890 --> 01:27:32.950
Okay.

1466
01:27:33.670 --> 01:27:48.110
You know, Wednesday night five to six we have a special performer, you know, like I would do things like that, make it interesting, have have this an attraction get them to invite people to come and and try to make it something really special.

1467
01:27:48.390 --> 01:27:52.950
So there's a newer restaurant in our area.

1468
01:27:54.070 --> 01:27:54.650
What's it called.

1469
01:27:59.870 --> 01:28:00.710
Sugar Shack.

1470
01:28:01.110 --> 01:28:06.570
I don't know, I don't know if these are everywhere or what, but these guys, they started.

1471
01:28:07.870 --> 01:28:24.630
I don't even know where Texas, maybe they started like a thing where they would have a, they had a back big backyard, and they would just do these, you know, dinners and have live music, and they grew it into a restaurant.

1472
01:28:25.670 --> 01:28:30.510
And so you go there, they have live music all the time, it is packed out the gills.

1473
01:28:31.270 --> 01:28:32.150
Food isn't that great.

1474
01:28:32.710 --> 01:28:40.650
But they're packed is just different, you know, so I, you know, I like what Sally hogshead says she says different is better than better.

1475
01:28:41.850 --> 01:28:52.790
And so, different. How can we be different, different stands out, you just saying you're better than some other smoothie or shake or coffee or whatever, you know, but different.

1476
01:28:52.790 --> 01:28:56.970
What do you do differently. What will you do that your competition won't do.

1477
01:28:58.450 --> 01:29:06.470
And so, like, you know, I think about that, you know, I think about that, what, you know, what can I do that my competition wouldn't do.

1478
01:29:07.390 --> 01:29:12.010
And, you know, how do we stand out, like I love I talked about this and rank makers.

1479
01:29:13.170 --> 01:29:24.190
I saw a video of this guy who owns a lawn service. I don't know if you saw the video but he goes he knocks he goes to this house and it's like way overgrown like you can't even see the sidewalk.

1480
01:29:24.550 --> 01:29:29.610
And he knocks on the door and he's like hey would it be helpful to you if I just, you know, cleaned up your yard for free.

1481
01:29:29.610 --> 01:29:47.670
And the guys are gonna do it for free. And so he does an immaculate amazing job films the whole thing doesn't doesn't film, you know, the owner and like look at this guy you know doesn't pick on the owner or anything, just like you know just shows his work and he's super kind about it, and it had 315,000 likes.

1482
01:29:48.470 --> 01:29:57.150
How many lawn care companies are out there. Oh, a bajillion. How many have ever done something like that. Probably not many. But if you're in his town.

1483
01:29:57.970 --> 01:29:59.970
Don't you feel like you might hire him.

1484
01:30:00.000 --> 01:30:03.840
them, right, just because like a good guy, like, you know, and

1485
01:30:03.840 --> 01:30:06.940
you see his work. So it's not just about being a good guy, but

1486
01:30:06.940 --> 01:30:11.160
you see his work, he did a great job. And so that's standing out,

1487
01:30:11.160 --> 01:30:16.740
that's different. And so how can we, how can we stand out, while

1488
01:30:16.740 --> 01:30:22.640
keeping in mind profit margin, you know, etc. expenses? Because

1489
01:30:22.640 --> 01:30:25.840
it's not, you know, I've, like, I see some smoothie places that

1490
01:30:25.840 --> 01:30:29.420
are new, like, they'll go to school and give out, you know,

1491
01:30:29.420 --> 01:30:32.140
free smoothies or something. I think people are thirsty,

1492
01:30:32.260 --> 01:30:35.300
they'll drink it. I don't know that that's going to drive them

1493
01:30:35.300 --> 01:30:38.860
to the place. But if you had something interesting going on,

1494
01:30:39.020 --> 01:30:42.200
you know, if there's, you know, may not be a band or something,

1495
01:30:42.280 --> 01:30:44.460
but you know, there's something interesting to have stand out,

1496
01:30:44.460 --> 01:30:47.640
that would be my biggest advice other than interview the people

1497
01:30:47.640 --> 01:30:48.480
that are really successful.

1498
01:30:50.800 --> 01:30:50.800


1499
01:30:51.360 --> 01:30:57.020
That helped. Yes. Oh, okay. I saw she raised her hand here.

1500
01:30:57.020 --> 01:31:00.800
Evangeline, how we doing? And we will end with you because I

1501
01:31:00.800 --> 01:31:02.800
do I do have to meet my kids at the bus stop.

1502
01:31:03.200 --> 01:31:05.080
Okay, I'll be real quick.

1503
01:31:05.400 --> 01:31:07.100
Doesn't have to be quick. Wait, we got time.

1504
01:31:08.080 --> 01:31:17.900
My win. I have been using Instagram and other platforms to

1505
01:31:18.160 --> 01:31:24.940
promote my book at the same time. I did I did use Pinterest.

1506
01:31:26.320 --> 01:31:31.020
And affiliate marketing, marketing through Amazon. So I'm

1507
01:31:31.020 --> 01:31:35.340
not just doing my book, but other products. So I learned how,

1508
01:31:35.340 --> 01:31:39.560
you know, I didn't have to go through those webinars and all

1509
01:31:39.560 --> 01:31:44.700
that stuff. I learned it my way. So I think I think it's gonna

1510
01:31:44.700 --> 01:31:51.100
work well. So hopefully I did it right. But my other one is the

1511
01:31:51.100 --> 01:31:57.300
executive order by President Trump, that said that the 401

1512
01:31:57.300 --> 01:32:05.920
case now are no longer limited to stocks and bonds. Okay. So

1513
01:32:06.820 --> 01:32:13.100
they're now into private equity, real estate, cryptocurrencies.

1514
01:32:14.100 --> 01:32:22.240
So having said that, life insurance, okay, will be harder

1515
01:32:22.240 --> 01:32:29.460
for us agents to approach business owners, or anybody with

1516
01:32:29.460 --> 01:32:37.440
a 401k, because now they can invest other stuff from their

1517
01:32:37.440 --> 01:32:44.360
401k. So it's not very, you know, favorable for the life

1518
01:32:44.360 --> 01:32:49.800
insurance business, unless insurance can come up with other

1519
01:32:51.020 --> 01:32:57.360
innovative measures to, you know, attract.

1520
01:32:58.360 --> 01:33:03.540
So this, this reminds me, and hey, listen, there, there may

1521
01:33:03.540 --> 01:33:07.040
be there may be some reality to it, there may be, but it

1522
01:33:07.040 --> 01:33:14.620
reminds me of Proverbs 26, it says, there's, there's a lion in

1523
01:33:14.620 --> 01:33:19.280
the street, a fierce lions in the road. And that reference is

1524
01:33:19.280 --> 01:33:24.120
that I see doom over there, but I'm not over there. And so

1525
01:33:24.500 --> 01:33:29.440
until I prospect 500 people, and have a great majority of them

1526
01:33:29.440 --> 01:33:32.240
saying, Oh, sorry, I was gonna do life insurance, but this new

1527
01:33:32.240 --> 01:33:36.580
401k deal, sorry, like until I have that experience, I'm not

1528
01:33:36.580 --> 01:33:39.740
going to build the lion, I'm not going to have the lion roaring

1529
01:33:39.740 --> 01:33:43.220
at me, and I haven't actually experienced it. And what I've

1530
01:33:43.220 --> 01:33:46.700
found with life insurance, I used to be licensed, is most

1531
01:33:46.700 --> 01:33:51.720
people are either or most people that absolutely love life

1532
01:33:52.000 --> 01:33:55.720
insurance, they tend to bash mutual funds and stocks and all

1533
01:33:55.720 --> 01:33:57.880
this other stuff. And most people that love stocks and

1534
01:33:57.880 --> 01:34:00.700
stuff, they tend to bash life insurance. And so I still think

1535
01:34:00.700 --> 01:34:04.280
there will be absolutely plenty of people that know life

1536
01:34:04.280 --> 01:34:10.740
insurance is for me, I believe in it. And so I, personally, I

1537
01:34:10.740 --> 01:34:14.520
would say, go and see if you experience it before you build

1538
01:34:14.520 --> 01:34:19.300
that line. You know, for example, there was a big lawsuit

1539
01:34:19.300 --> 01:34:22.800
in real estate, and, you know, the attorneys made $80 million.

1540
01:34:23.440 --> 01:34:26.420
So you know, way to go attorneys. But what it did was

1541
01:34:26.420 --> 01:34:29.920
it made it harder for every other realtor to sell any real

1542
01:34:29.920 --> 01:34:35.060
estate. So when Jess goes to share goes to show a home, she

1543
01:34:35.100 --> 01:34:38.900
cannot legally show them the home unless they sign a waiver

1544
01:34:38.900 --> 01:34:43.380
that says I will pay Jess. That's kind of awkward, right?

1545
01:34:43.380 --> 01:34:45.960
We're used to just driving around open homes and you know,

1546
01:34:46.140 --> 01:34:49.660
like, yeah, and now she's like, I'm sorry, but legally, I have

1547
01:34:49.660 --> 01:34:52.580
to have you sign this. And you know, and she tells them,

1548
01:34:52.820 --> 01:34:55.360
listen, I hold on to this. Obviously, if you don't buy it,

1549
01:34:55.360 --> 01:34:58.520
you know, you're not gonna be paying me anything. But for a

1550
01:34:58.620 --> 01:34:59.980
lot of when that came down.

1551
01:35:00.000 --> 01:35:02.920
everyone was saying the sky is falling,

1552
01:35:03.260 --> 01:35:04.680
Realtor is gonna be quitting like crazy.

1553
01:35:05.960 --> 01:35:10.220
And because of the media and certain people pushing that,

1554
01:35:10.540 --> 01:35:12.400
I don't doubt that that happened,

1555
01:35:12.760 --> 01:35:14.620
but it didn't need to happen.

1556
01:35:15.540 --> 01:35:17.200
Yeah, to her point, she's like,

1557
01:35:17.280 --> 01:35:18.760
yeah, the bad Realtors will quit.

1558
01:35:21.780 --> 01:35:24.480
The Realtor is too weak to ask the question, we'll quit.

1559
01:35:24.720 --> 01:35:26.980
That was her point, now she's tough.

1560
01:35:26.980 --> 01:35:31.440
And so she's just like, yeah, the weak ones will just leave.

1561
01:35:32.240 --> 01:35:36.660
And so it's, let's not build up this conclusion

1562
01:35:36.920 --> 01:35:39.340
that hasn't been your reality yet.

1563
01:35:39.680 --> 01:35:42.040
Now, again, you go out and you prospect 500 people

1564
01:35:42.040 --> 01:35:46.360
and 499 say, no, new 401k, sorry, sorry, Evangeline.

1565
01:35:46.980 --> 01:35:52.940
Then, okay, maybe this is the case, but I doubt it.

1566
01:35:52.940 --> 01:35:57.600
But I would not be surprised if there's a big hubbub

1567
01:35:57.720 --> 01:36:00.540
about life insurance people leaving the industry

1568
01:36:00.760 --> 01:36:02.740
because the same thing happened in real estate.

1569
01:36:03.620 --> 01:36:06.140
None of the people that we know

1570
01:36:06.140 --> 01:36:08.280
that are good at real estate left real estate.

1571
01:36:08.940 --> 01:36:09.840
They're all still there now.

1572
01:36:10.540 --> 01:36:14.620
So don't let the fear be bigger than your reality.

1573
01:36:15.300 --> 01:36:20.780
So don't look at it as if it's already there.

1574
01:36:20.780 --> 01:36:23.000
So it doesn't, it's not there yet.

1575
01:36:23.660 --> 01:36:24.520
So keep on going.

1576
01:36:25.160 --> 01:36:28.300
I'm not even saying, don't look at it as if it's not there.

1577
01:36:29.000 --> 01:36:32.380
Don't draw conclusions that you haven't experienced.

1578
01:36:32.760 --> 01:36:34.600
So let's say it is in place, whatever.

1579
01:36:35.140 --> 01:36:38.860
It may get in place and not affect you.

1580
01:36:39.560 --> 01:36:41.760
Because I just think some people are,

1581
01:36:42.180 --> 01:36:43.580
they like life insurance.

1582
01:36:43.920 --> 01:36:47.500
I like life insurance, I'm not, I don't,

1583
01:36:48.560 --> 01:36:50.660
yeah, I don't think I have a 401k anymore.

1584
01:36:51.040 --> 01:36:52.460
I think we changed something.

1585
01:36:53.180 --> 01:36:56.560
But we don't, that wouldn't affect me.

1586
01:36:56.780 --> 01:36:58.860
I would say, okay, cool, that's cool.

1587
01:36:58.980 --> 01:37:01.140
That may give me more flexibility in this thing,

1588
01:37:01.160 --> 01:37:03.020
but it's not gonna prevent me from doing life insurance.

1589
01:37:04.820 --> 01:37:08.080
Okay, my other question, how will I approach this

1590
01:37:08.140 --> 01:37:12.400
if a client says, well, it convinced me

1591
01:37:12.400 --> 01:37:14.960
that I need life insurance at this point

1592
01:37:14.960 --> 01:37:19.400
or I can invest in the 401k through other?

1593
01:37:19.760 --> 01:37:21.920
I would just say, are you, I would just say,

1594
01:37:21.960 --> 01:37:24.860
if you're the gambling type, then do the 401k.

1595
01:37:27.300 --> 01:37:28.160
What do you mean?

1596
01:37:28.560 --> 01:37:29.360
Well, I know a lot of people

1597
01:37:29.420 --> 01:37:30.920
that's lost their life savings in crypto,

1598
01:37:31.260 --> 01:37:34.360
but hey, you know, it might work out.

1599
01:37:35.300 --> 01:37:35.700
Yeah.

1600
01:37:37.380 --> 01:37:39.120
I'm telling you, you may think this is a joke.

1601
01:37:39.200 --> 01:37:40.980
That's exactly how I would say it.

1602
01:37:41.940 --> 01:37:43.540
I would say, hey, if you're the gambling type,

1603
01:37:44.060 --> 01:37:45.560
you guys are always exciting to be around.

1604
01:37:45.960 --> 01:37:47.880
Me, I like tried and true.

1605
01:37:48.160 --> 01:37:49.620
I like something that's been in place

1606
01:37:49.620 --> 01:37:50.600
for a couple of hundred years

1607
01:37:50.660 --> 01:37:53.060
that is guaranteed to produce a result.

1608
01:37:53.140 --> 01:37:54.800
That's just me, I'm a little wacky.

1609
01:37:55.140 --> 01:37:57.080
But you gambling types, I love hanging out with you.

1610
01:37:57.160 --> 01:37:57.920
You keep it interesting.

1611
01:37:59.300 --> 01:38:02.160
That's exactly how I would say it.

1612
01:38:02.540 --> 01:38:03.420
Okay, all right.

1613
01:38:03.900 --> 01:38:06.600
So you can't, don't be diminished

1614
01:38:06.860 --> 01:38:08.980
before you have any evidence of that.

1615
01:38:10.140 --> 01:38:10.680
Okay.

1616
01:38:11.580 --> 01:38:14.440
All right, that's all I want to know today.

1617
01:38:15.040 --> 01:38:15.040


1618
01:38:15.040 --> 01:38:15.160
Thank you.

1619
01:38:15.840 --> 01:38:17.980
All right, you got it.

1620
01:38:18.160 --> 01:38:19.000
Well, great session, guys.

1621
01:38:19.040 --> 01:38:20.620
Some amazing, amazing questions.

1622
01:38:20.740 --> 01:38:21.560
Really, really cool.

1623
01:38:22.460 --> 01:38:23.320
Appreciate you guys so much.

1624
01:38:23.520 --> 01:38:24.900
Thank you, Rebecca, for everything.

1625
01:38:25.360 --> 01:38:26.980
If there's anything that you guys need

1626
01:38:26.980 --> 01:38:28.120
or didn't get to ask,

1627
01:38:28.280 --> 01:38:30.140
feel free to reach out to Rebecca.

1628
01:38:30.320 --> 01:38:31.900
We'll help you out with that.

1629
01:38:31.980 --> 01:38:33.620
And just appreciate you guys.

1630
01:38:33.900 --> 01:38:37.220
So I'm off to get the kiddos from the hot sun.

1631
01:38:37.880 --> 01:38:39.560
Thanks for talking to us.

1632
01:38:39.880 --> 01:38:41.140
Yeah, appreciate you guys.

1633
01:38:41.900 --> 01:38:42.540
See ya.