Right. We got it. Good, good. Welcome, welcome. What's happening? Some of you I haven't seen
for a while. Good to see you. What's up, Tiffany? Tori Beverly. I don't know who iPhone 98 is.
Hope you're well. Awesome. Rebecca, you want to pray a son? Yeah, I'd love to.
Yeah. Heavenly Father, thank you for your presence today, Lord. Thank you for new mercies and
joy that comes in the morning for the joy in you that is our strength, Lord. We're grateful.
Thank you for the invitation we have to partner with you. And thank you for each member on the
call today, Lord. We pray that you would guide and direct this time just to be a rich, uplifting
session that's full of fruit and takeaways that reflect your voice and your will, Lord.
Thank you for your plans to prosper us and not harm us. And I pray that you'll help us partner
with you and agree with all your plans concerning our business today and where you want to take us,
Lord. We're yours and we're honored to be held in your hands. We love you and give you praise.
We seal these things in Jesus name. Amen. Amen. Yes. All right. So I don't know if any of you were
in on the 10X sales challenge I've been doing, but we had something really cool today. So at the end
of the All Access Pass, there was five or six people in queue and I took the last two.
And then the last guy, he was a guy named Mahmood. He said, Ray, I've been following you for a long
time. I'm ready to accept Jesus. I'm like, nice. And so just in front of the group, he accepted
Jesus. It was great. It was really fun. And so, yeah. I don't know that there's
much else. I mean, we got we got a lot going on. We got the 10X sales challenge.
A lot of people are enjoying that. I specifically named it that way to
challenge me. It's interesting how God's showing up there. So he woke me up at 3 a.m. today to work
the content for today. And he asked me, you know, praying around each day on what content I'm
covering, which is fun. Keeps it interesting. We have next month, I have a speaking event in
Dallas, my friend Mark's event that I think is September 12th through 14th, I believe.
And then we have I know some of you are coming to the sales evolution workshop,
which that's that's really exciting. That's going to be in Mark Harbor. That's in Fort Myers.
That's September 20th. So that's going to be super cool. And I think that's about it to share with
you. But let's let's dive in. Let's focus in on what you got going on. And so, Tiffany got her
hand raised. Very nice. How you been? I've been good. Good. OK, so Aaron will hopefully be up
in just a little bit. All right. So we've kind of been a little M.I.A., but I'm going to talk
about why and then we really need help figuring out how to bring it all together. Hopefully the
paint on my hand shows a little bit of what we're doing. But OK, so right now we have just really
decided that we worked super hard to have the house and the cars and, you know, the stability
of just one big homestead to realize it takes a whole lot of time for maintenance and it's taking
away from what we really want, because when you get what you think you want it, then you have to
think about what do I really want? And ultimately, our kids are between 7 and 17. So we have one that's
about to be leaving high school and going off into his adult journey. And honestly, I spent my entire
his entire life working hard to build businesses and I didn't spend time with him the way I wanted.
And there's a lot of regret behind that. And now it's caused a lot of
just strife between him and I. And so our relationship isn't as good as I wish it was.
Not that I regret going after my business adventures, but I do wish I would have done
things differently. So now we have from 7 to 13 and we're.
Linden. So we're going to sell our house and literally live in
a camper and have experiences with our kids. And so we're
going to go from 4000 square feet to 500 square feet. And
we've been looking at campers, we've taken the kids to look
and they're so very excited. And so what, like, so what my
question is, is we're transitioning the house, we're
getting ready to flip it, we actually had an amazing I mean,
you're in real estate. So we bought the house. Within the
first six months, they did an assessment of our entire
neighborhood because it had not been done in 20 years. And
within six months of owning it, we got 100,000 equity in the
house immediately, because everyone's property values went
up. So then on top of that, we had about 1000 square feet that
was unfinished in the house. So we're building extra bedrooms
and finishing out square footage. So we have forced value
that's going into our home because we're finishing out
square footage. Then on top of that, we're updating the house,
which will make it worth more. So we're struggling because we
have businesses that we want to grow but haven't really seemed
like they've been taking off. We have the house that we're
trying to flip, we're still trying to figure out time
with our kids. And Aaron's ex wife has us in court. And so
it's like, we're in a great position, even though it seems
crazy. But I do know having outside perspective and people
who can walk through all these things with us as we're getting
rising salons. You know, where does that fit in? And what do I
actually want to do with that? Do I want to coach people one on
one? Or do I started looking through all my courses, and
they're not they don't have anything to do with business. It
doesn't have anything to do with business. And so it's
really important that you have a mindset that then helps you get
unstuck. So then you can move into whatever your next phase of
life is, because what God's really been showing me is what
you think about determines the way you show up, and how you
show up determines the direction of your life and how people will
interact and treat you. And so if you want to change your
life, you have to make the changes that you make. And you
have to have a mindset that in all circumstances and
situations determines how you're going to present yourself, which
determines how people will react and interact with you. And so I
love helping people overcome. And I love helping people move
forward. But I don't know that I necessarily want to help them
with their day to day business. So that's rising salons, our
so it's just like, as we're moving through this, how do we
manage all these different moving components? We'll take
any real estate suggestions, thoughts and ideas of how to
flip our finished flipping our house, getting it finished and
ready to go. Yeah, we kind of wisdom or thoughts that come to
you while you're talking with us. And same with you, Rebecca.
Yeah. So the first thing is, you know, there's no, what's up,
Aaron? How are you? So, so first of all, any kind of, I feel
really bad about this or that, you know, just take take your
own medicine, right? How you think about something, you got
to change the way you think about it. So, you know, God's a
and redemption isn't restoration. I think a lot of
people think that means the same. Redemption means you'll be
as if you never stumbled. So when it comes to, you know, I
had a period of time where my oldest son didn't talk to me for
six months, wouldn't return my text messages. When he was a
kid, all I did was work. I thought that was my job. I
thought like my job was work. And you know, his mom can, you
know, that's what I thought my dad never did anything with me.
So I just, you know, I just was ignorant. And, and so I used to
beat myself up about that. Which he later confided in me really
annoyed him. So people, I think sometimes we think that, well,
if I if I openly portray how bad I feel about it, then I'll make
them feel it actually makes them feel worse. Like, like, get over
it. And, and we now have a tighter relationship than we've
had our entire lives. His whole life as a 28 year old, I we have
a tighter relationship now.
than we've ever had.
I was just up in Follywood, hung out with him,
it was awesome.
And so I just, there is no,
let me continue to beat myself up
because I get some form of payoff on it.
Just eradicate that.
There's no condemnation of Christ.
The joy set before him and him enduring the cross
wasn't so that you would beat yourself up.
And so that's step one, is eliminate that.
You know, yes, work on,
which I do with my little ones here.
You know, how can I be better
at spending more quality time with them?
I pray about that.
You know, what are the things we can do together?
Constantly looking for, you know,
ways to have a better relationship with them and all that.
So you continue to work on the good,
continue to work on, you know,
what can I do to help the situation?
But there is zero value in the beating yourself up.
Just no, no value.
As far, I mean, as far as real estate,
I mean, Jess is the, you know,
she's the one to talk to.
Where are you guys at again?
We're in the Wisconsin Dells area.
So why don't you,
why don't you send like your address and stuff
and everything, send that to Rebecca
and Rebecca, get that to Jess.
You know, if you have like a Zillow or Pitchers
or something like that, you know,
like that's what she does all day, every day.
And she may have some, you know, some advice.
Sometimes we'll have friends that'll reach out
and ask that kind of question.
So if we send over, it's not on the market,
we're getting it ready for the market.
We actually had some neighborhood people
who came over and looked at it yesterday
because it's an amazing neighborhood.
We just want to learn from our past
and spend more time with our kids
than picking sticks up out of the yard
and fixing the house and whatever else it takes to keep.
I know people that have done that.
I don't know one person that ever regretted it.
Yeah.
I don't know one person that ever got in an RV
or a camper or whatever.
And then back, man, we really screwed up
selling that house.
Like, I don't know one person.
I know several, I mean, I don't know a lot,
but I know, you know, probably four or five people
that have done that.
I mean, you know, we've even considered that,
but I don't know anyone that's ever actually done it
and regretted it.
And so, you know, if you're feeling called to do that,
then, you know, go for it.
And I do think that it's important to,
I can absolutely fall prey to this
where I have so many things going on
that I look at the many things and I get overwhelmed.
I'm like, ah, right?
And so there's a meme out there.
It's like, I have so much to do,
so I just spent the day on the couch, right?
You probably resonate with that, right?
Cause you look at it and go, ah, I got, ah.
And what I found is I'm just like, okay,
and I'll pray on, all right, what am I to do today?
And usually when I pray that, I'm given too much.
And I'm like, I can't get all that done.
Like, I can't go there and do this and da, da, da, da, da,
but I always am able to.
And I'm like, ah, and it may happen so many times
that I now I'm at least hesitant to say,
I can't do all that.
I'm just like, okay, he's proved me wrong too many times,
but the time, the mental, you know,
what's the word I'm gonna look for?
The mental procrastination, I guess,
you know, like I got so much to do
but not actually going and just doing it.
It's like a shutdown.
It's like, you get so consumed
and I've got a thousand things to do
that you get physically exhausted to where then you're like,
okay, well now I'm mentally not capable.
And so now you're even further behind.
So just don't do that is what I'm like.
Just, you know, be like, okay, there's a lot to do.
Let me tackle it.
I'll do that, Aaron.
I just always, I'm gonna get her some blinders,
like some horse blinders.
And now she doesn't look around the house
and look at every other project.
I've literally been repainting our trim.
Well, when you've got all this space,
it's like, that's a lot of trim to paint.
So we just haven't done it in two years.
So I finally was like, okay, I'm gonna do this,
this section of the living room.
So at least it looks done.
And then I'm gonna do this section of the entryway.
And then I'm gonna do this section of the kitchen.
And then I'm gonna do this window.
And then I'm gonna do, so like,
We're getting ready to hire people to also come in so we can expedite the process, but we just
built this crazy bedroom downstairs. That's where he was at and I just came up from and
then we're going to build a second one, but it's like we just feel like the yard needs stuff and
we've got this house that has so much potential that we could almost double our money that we
if we do it right, but then we also don't want to outprice ourselves.
One psychological trigger that I created for myself back in 2009 is anytime,
and you could create this for anything, but anytime I thought about how bad life was,
I had to prospect someone and so I was like Pavlov's dog and so I'd be like, I'd like
reminiscing. I'm like, ding, you know, I pick up my phone or prospect someone and eventually
that behavior was worked out of me where I just don't do that anymore.
And so I would just, you know, spend time doing what you need to do. Obviously,
don't spend time in overwhelm. Overwhelm is actually an advanced version of procrastination
because if you have the ability to say I'm overwhelmed, you have the ability to work
on that thing that you're claiming to be overwhelmed by. And I would just,
you know, for me, I would pray on what's the priority, what's the timing, you know,
how should I be handling this? You know, so that's not procrastination. Praying for wisdom,
I don't see as procrastination. Feeling bad about how much I got to do is not going to serve you
as you know, but sometimes you just need someone to tell you.
Thank you, Lord, for all this opportunity.
Yep. What do you have?
Ready to work?
Yeah. As far as, you know, you asked, you said, Hey, I don't know that I'm supposed to be coaching
people. And that's the thing with coaching. You make your own rules, you know, like you can choose
to coach whoever for whatever or not, you know, you can just choose, you know, okay. I don't want
to coach this type of person, but this type of person really lights me up. I love coaching that
type of person. And so, you know, that's, you get to make the rules, you know, there is no,
nope, you're stuck forever. You must coach people in this particular way. You make the rules.
You know, like I like this format. I like sales and marketing mentorship. You know, people come
in, we work primarily on three things, sabotage your brand and execution. You know, I like it for
me. It's not, I don't dread these calls. I look forward to them. And so I do something similar
because I've learned. So what, I guess maybe it'd be helpful. What don't I like?
I'm not sure. I mean, I guess I've, I guess I've crafted my like onboarding process to be,
I don't, I just don't typically coach people I don't really want to coach.
And so it's hard. I don't think I, I can't really think of an example. I mean, I don't like,
okay, I'll give you an example. So I had a guy, he, this was a few years ago. He came on board
back when we had something called a diamond package. It was $50,000. And he came on board,
paid the 50 and two things that he was doing that I did not like one for some people. And for him,
he felt at a license to mistreat my, the people that work with me. And so he was like, you know,
I think I'm pretty sure it was before Rebecca's time, but there were other people that worked
with me and he'd be like, Hey, I need to raise things. You know, he would just like order them
around and stuff. Didn't like that. And then he just had this pattern. And back then I wasn't
equipped. I wasn't, you know, I didn't have prayer. I didn't, you know, there was a lot
I didn't have back then, but almost every meeting he'd be like, you know what Ray,
I really need a plan. And I'm like, okay, the last meeting I gave you a full plan. Did you do it? No.
you know, the reason, you know, and so like every week is like groundhog's day.
And it was, which I could, I could, I could stomach,
I could put up with. Um,
but it was the treating of the staff that kind of pushed me over the edge.
And so I just, one day I'm like, Hey man,
I'm going to give you your money back. And he's like, what? And I'm like, yeah,
man, I'm sorry. You know, I just don't feel like there were a right fit for you,
but you know, I'm definitely rooting for you and wishing you the best.
And it was actually really helpful for him.
Because he said, he goes, listen, I know I'm a pain in the ass.
And, and I said, you know, I was just like, yeah. And, uh,
he said, but no one has ever like kicked me out.
No one's ever like refunded me and like giving me my money back. He, I,
so we do.
And he actually gives me a testimonial video and,
and he's like, you know, I'm just very impressed with Ray. And, you know,
it's one of the best coaches I've ever had. Like it was, it was really funny,
but I did fire him. And so, um, you know,
you can make coaching, whatever you want, you know,
it can be whatever parameters you think makes sense.
And if someone's not working out, you know, you always have the option of saying,
Hey, I mean, I'm feeling like this isn't working out and they can either change
their behavior or, you know, or you can fire them.
I think that it was the exhaustion. Cause I got to a point to where I was just,
I was struggling in all areas of my life because I was spending so much time and
effort trying to get that up and going. So it was all the videos,
all the editing, all the emails, all the texting, all like,
it was just all this stuff that I wasn't fulfilling to me. And then I was,
I still wasn't getting the clients and it's like, okay,
so I'm doing all this stuff that I don't like, and it's not fruitful.
So I was like, God, like, am I just supposed to set this down for right now?
Like is now not the right time because like,
so I did and peace started coming back and joy started coming back and I started
taking my thoughts captive about the circumstances that weren't going well,
like all around me and that all of that started turning around. So now I'm like,
okay, when I went into hair, I loved being with my clients.
I loved being behind my chair. I loved conversation.
I was really good at what I did. And it's like,
I have all these things that I loved. And, and so I flourished at it.
It didn't feel like.
Did you ever read the e-myth? Cause that's, I mean, that's,
you know, a lot of,
just because someone's good at something doesn't mean they should have a
business around that thing.
I told her that I said, you know,
maybe you should consider being an entrepreneur and, you know,
being a coach and somebody else's platform just to see if you enjoy the work.
Um, you know,
and then start with that rather than building up all the infrastructure and then
realizing it, you know,
we literally invested so much into getting rising salons
going. And then it was all the stuff around what I thought I wanted to do,
which was coaching.
Cause there's a, there's a flip side to that in that, you know,
there's, um, one of the Proverbs, I forget which one, but it's in all labor,
there's profit. And you know, some people hear that and be like, well,
I didn't profit. No, actually in all labor, there's profit.
So what you may have figured out, Thomas Edison talked about this. Um, you know,
I've, I found 10,000 ways not to make a light bulb and all labor,
there's profit. So there's a, cause there's a flip side.
There may be a piece of you that if you didn't go and do all of that,
you would wonder, man, I wonder if I would have went hard.
I wonder if I would have created courses and stuff.
I wonder if I would have, you know, and then now you're, you're that guy,
you know, that's, you know, 50 years later, just wondering,
I wonder if I would have gone all in while you did.
And, uh, you learned that that may not be the path for you. And,
and so that's, that's a benefit.
Yeah. I think I'm just like, for me,
it's hard because since I was 15,
I was going to become a hairstylist and I was going to own my own salon.
And then I was gonna, you know,
and I had all these goals and dreams and then I did it and then I did them all.
And then I was praying for a husband. I was a single mom for 13 years.
And then God brings me Aaron and moves me halfway across the country and I sold
my salon and I quit being behind my chair. And so like the,
the current thing is I'm 42 and I'm 25 if anyone else asks.
So don't, don't go saying the numbers, but you know,
I'm in my forties now and now I'm refiguring out like without the hair and
without the business and without the stature in the community and without all
these things, then who is left over?
And I think
The part of my journey is going to be part of what God's going to have me do because how many people
Have to start over in life or how many people are in the same circumstance where they're older and they thought well gosh
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
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
But it's a part of right now
You know, we are in a life shift. So if I had tons of clients, what would I even do right now?
well
exactly
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
computer working all the time
Whereas right now it hasn't panned out the way I was hoping but now I have the time and emotional availability
To get stuff done around the house to make sure things are picked up to help with kids
dude, so it's like
Um, so just focus on that, you know focus on the good not the yeah, but
We you know, we can all have a tendency of yeah, but you know, yeah, but I am not doing this over here
Yeah, but
And so just focus on you know, what this timing is perfect. God's not surprised by any of my circumstances
He's not surprised by what did work what didn't work and this is wonderful
And so just just walk in that and I do like what I don't know if you saw what rebecca posted
Uh, but she posted something for you
Yeah, and so send over the real estate thing. I'll ask jess to take a look at it
and um
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
Like we may need to do a video walk. Yeah, we need to send pictures. Yeah. Yeah, that's fine. Yeah pictures
Yeah, get some get some pictures. I mean
You know, she'll she'll tell you it's kitchens and bathrooms. That's what makes the most money, you know
And we we had it come to us by realtor. So I mean we can send all the data. Yeah, that's fine
We can get out kitchens and bathrooms
You spend the money it's a it's a pretty good return
We went to this real estate investment class and one of the things that they were talking about is, you know
Don't let life pass you by and you have these gifts and god wants to use them
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
God's saying not right now and then I feel like i'm not living up to my potential or i'm wasting
My time that god wants me to be doing so i i've struggled for me personally not surprised by any of that
No, that's surprising
He's got you, you know, I I did. Um, I was at a mastermind this this weekend in atlanta
um
Pretty pretty cool story. Um, so this guy comes in he's got a ball cap
And a polo jeans and he's like, hey, your water should be up here shortly and we're like, oh, okay
You know like a maintenance guy or something
Well, that was dan. Kathy the head of chick-fil-a is worth about 10 billion dollars
And uh, he actually built the town of trilleth, georgia
Which is now the number one studio in north america for shooting movies. They shoot more movies there than in
uh hollywood and um, and so he's just he's just there hanging out and like hey guys and
Um, and so
You know, it's but in prayer
Uh, there was one thing I had not heard
I mean makes sense, but there's one thing and we did this prayer exercise. It was like 90 minutes
and um
One thing that I that I heard that I thought was really really cool
Is you know, I was asking something like, you know, lord, uh, what's your heart in my situation?
And it was I have you right where I want you
He has you right where he where he wants you
He's the initiator
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
It's he's got you right where you want where he wants you
We just are you know, part of our job is just the awareness of how are we speaking and thinking?
um, how are we moving in step with the spirit, but he's not surprised by when we make a wrong move or
Or we feel like we make a wrong move or something like that. We're just not to beat ourselves up about it
But send the real estate stuff let me jump on with tori here and um, and I hope that's that's helpful
Yeah, it was
Tori
What's happening? Oh, there we go. Hey afternoon, I guess
Yeah
um
Number one and also I I mean they kind of shared. Um,
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
um, well when was um actually went to uh,
meeting in
Denver which is about six hour five six hours from where I live
um this last weekend and I had two business partners join me, which was awesome and
They actually kind of got the vision. So that was that's
really exciting and it was just a great great day. I am struggling right now and
I don't know how or why or what to do about it but I I'm just yesterday and
then even more so today I am exhausted I mean and I'm not doing anything you know
it's not like I'm you know packing or moving or anything it's just I'm just
absolutely so tired I can hardly stand it and I'm trying to I've gotten a lot
of clients which I'm very grateful for that because I've been doing my business
now for about a year and a half or so and I want to transition from actually
having the clients to do the work for to building a team and I've been thinking
about this for a while but it's just it's becoming more and more evident that
that's what I need and want to do and I don't know how to do that because I've
gotten so many I mean even if I was just doing the work for the clients which of
a travel agent there's too much I can't do it all I mean even just if I did that
full-time all the time that I have too much to do so anyway I'm struggling with
that and just but just the the absolutely being so tired I can't even
stand it see straight whatever I don't know if you can pray give me a word tell
me if I'm being you know if I'm under attack or what's going on
I mean I I take the signal of if I'm you know if I'm really tired I should take a
nap I don't I don't have a problem taking a
nap and you know I don't you know my sleep has always been weird you know this
morning so we're you know we're doing this 10x sales challenge and you know
this morning I wake up at 3 work for like an hour and go back to you know
back to bed for a little bit but I just you know in the past I would share all
these different things you could do to get yourself pumped up and you know and
you know some of those things you know work I just think that sometimes you
just need to rest and some of my best ideas you know like for example I was in
in Omaha and actually now that I now that I think about the story I now
remember it more clearly so I was in Omaha and I had a little bit of time
before I was gonna be on this podcast and and I just felt like it was a good
time to take a nap and so I'm like you know take a nap sure you know 22 minutes
11 minutes you know and so I set my phone lay down and right before my timer
goes off whammy I get the most amazing book idea guy just gives me he gives me
the title of this book and the title alone I'm like whoa and Rebecca did you
like that she knows the title would you like the title I love it yeah and so I've
told like you know I told the team and I've told a couple other people and
they're like whoa that is a great title and it's just so timely it's just so
perfect I can't believe no one's said it and so that day I go and I meet with cap
and I'm on his podcast and he goes on and on and on about how much he likes
his publisher and so I'm like maybe I'm supposed to work with them so I pray I
get a yes so I meet with the publisher I share with them the idea they fall out
of their chairs they're like oh my goodness that's amazing and they get me
back a proposal they offer me in advance and you know we're moving forward and so
all that to say is sometimes some of my best ideas come from taking it easy not
trying to push and I think there's a a lot of people that later in life have
had major medical problems and had you know throughout their life felt the
nudge to slow down but just refused I won't slow down and you know God has to
slow him down a different way and so I would you know I mean if you're feeling
exhausted try taking a nap I know that's kind of an obvious answer but I do it
and I almost always feel better and you know I've just not stressed that oh my
god I'm doing something there's always
stuff to do. There's always going to be stuff to do. And so, I would suggest that. And just,
you know, before, you know, set an intention. Lord, thank you for giving me some wisdom,
you know, in this now. Thank you for guiding me. And see what happens.
Okay.
That's my advice.
All right.
As far as, you know, talking about building a team, you want to,
you know, like, I like, you know, we were talking about the E-Myth.
I think it's in the E-Myth Revisited, like the later version, where the author
goes to a hotel and he's blown away at how well-ran the hotel is.
I mean, just every detail, they're just nailing every detail they give him.
He reads the New York Times. He's in California. They give him the New York Times. He's like,
what? His favorite is, I guess, an old-fashioned or something like that.
They have it ready for him in his room. Like, what? This is crazy.
And he just noticed all these little details that they were just so perfect about.
And so he goes to the manager because he wants, you know, he's a business guy.
He wants to commend the manager. And he's like, man, you must have been in hotel management for
a long time because everything just runs so perfect. And he's like, no, actually,
this is the first hotel I've ever even stayed in. And he's like, huh?
He's like, yeah, it was just this manual.
And so he shows this manual that the owner had taken the time to put together of exactly
step-by-step what to do, when to dim the lights, how to collect information before someone books,
so you know what their favorite drink is and favorite newspaper is, what time should they
turn the bed down, like all these just little nuances. And all this guy did, young guy,
you just follow the manual. And so the best way to build a team is build a manual around
what does that look like? And it also, it helps you too, because, you know, over the years,
I've had a lot of different people work for me. And if we had to train each person from scratch,
that is very arduous. But when someone comes on board, there's an existing set of processes
that they can go through to know pretty much. Now, I will say we have been more diligent about
that in the past. At one point, we had the processes so particular that anyone in the team
could run any process. And we may not be that fine-tuned like we were at that point. But if
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
them an onboarding processes. Here's what it looks like. Here's how to find the best deal, or here's
to look for whatever. And so I would work on that system, that process, because you're going to do
it anyway. It's just, will you have to constantly repeat it or will you do it one time and just
tweak it? I was on a call last night with a pretty big group. There's about 300 of them.
And the top earner in the company, I didn't even know she was going to be on there because this
is one of her teams somewhere deep underneath her. And she shows up and she goes, hey, y'all,
I just want to let you know that the reason where I'm at is because of raised systems and processes.
And so she had hired me to help her with her processes. And she changed companies,
but she took the processes and became a top earner over there because of the processes.
And so if you want to build a team, just kind of reverse engineer it of,
OK, what do they need to know and how can I show them what to do and how can it be duplicatable?
And then if I slap this on the desk of five people that don't know anything,
they could actually execute it, like the hotel manager.
OK.
Does that help? And if you want, if you want to start working on it,
you could work on it, do the best you can. Come on here and share it and I'll go through it with you.
OK.
It's hard for me to do it for you from scratch, but I can look at your best effort and then
make little tweaks. Usually one of the tweaks is we tend to use jargon. And so we'll say,
yeah, just go get their IATA card or something. And people are like, what's that? So a lot of
people will use insider jargon that the new person may not understand.
So we want to just break down, you know, jargony kind of things.
OK.
Cool. Thank you.
All right. You got it. Take a nap. You have our permission.
All right. There she is. What's up, Rockstar?
And help me, I'm so confused, is it Shana or Shana?
Shana, that's what I thought, okay.
And International, what's happening?
That's my win, you called me a rock star.
No, the win is International and I
are coming to Fort Myers.
I know, I'm excited.
Yeah, I am too, like extremely.
Have you been here before or?
I don't, I may have been to Fort Myers when I was a kid,
but I don't think I've been there recently.
Where's the nearest, where is it near to in Florida?
I mean, there's Fort Myers, there's Naples.
Naples is just.
Okay, I've been to Naples recently.
So Fort Myers and Naples are about two hours from Miami,
two hours from Tampa.
Okay.
Like three, four hours from Orlando.
Yeah.
That's one of the best beaches I've ever seen, Ray,
in Naples.
Which one?
They have some, I don't know which one,
but there are a lot of expensive homes there.
So, but it's.
It's one of the nicest, what did you say?
I know a certain realtor in Naples,
if you're getting an itch, buy down here.
Sold a $5 million home this week.
So that is a win.
And then also I feel very inspired,
like even yesterday we had relationship coaching clients.
Like one woman called me, had a challenge.
In three minutes, I took that challenge,
sort of wrote copy for a post, you know?
So I feel like because of talking to you,
it's just, it's getting to feel more fun.
And we also scheduled with the two referrals
that you gave us to like work on this YouTube
testimonial videos.
I'm scheduling with all the clients that we currently have.
So that feels like a win too,
is like going down that path
and then seeing you soon to really see you in person
and talk about how to formalize a lot of that stuff.
That said, and it feels related to what just came in,
because on a, I mean,
I've been studying with International for a long time
and he's taught me everything that he knows
and we have done a significant amount
of coaching work together.
And now we're so focused on the relationship coaching,
but we've also done a lot of work,
like supporting entrepreneurs, for example.
So, you know, even what you just shared about,
I was supporting somebody like get a massage
and he got a massage and he got a great idea for a book
and not two or three days later,
he got a high six figure advance for that very book idea.
So we have this, we were doing it for a while,
but we kind of stopped,
but we started this like seed group of people to just,
because they came and they're like,
listen, could we just do that call
to talk about our numbers?
And they bring wins, they bring money goals every month,
and then they bring like challenges or like what's coming up.
It's like 30 minutes a week, but it's very successful.
You know, even seeing people in a short amount of time
increase their earnings by like, you know,
from 15 to $20,000 a month in a short period of time.
And so, and then it's like, oh, could that, you know,
scale even farther, but there's,
and it's so fun and it's so easy.
And so I feel like what I wanted to bring today is,
I mean, is that a distraction from this other stuff?
Cause I see you putting out a lot of different things
and I'm like very inspired by that.
I'm like, and I've seen you in different places
and I'm like, oh, Ray's really inspiring here
and he's inspiring here.
It's different, a different focus,
but it's like equally like,
oh, this is really great material.
And I see its value with people.
I see the conversions.
And so is this something that we could,
and it seems like something that we wouldn't have to like
charge such a high amount of money.
Like we could be like 49 or $99 a month
for very small amount of time and just do, I don't know.
So I wanted to bring that.
I don't have much, would you want to add anything or?
Do I want to add anything?
Is that what you're asking?
Yeah, yeah, before Ray says anything.
Yeah, I mean, this is like a low,
the potential for a low ticket item.
We're kind of looking at it as almost like a bullpen
where an initial group of people could come in
and meet the work that we're doing.
And then from there they could escalate
and move into other experiences.
So the way we're conceptualizing it potentially
is for it to be connected to everything that we're doing
but maybe like an initial experience
that can go broader and wider and scale more easily.
Yeah.
So, several things there.
One is, it's very rare if something's a distraction for it to feel so fun.
I guess, you know, like a distraction is, this thing over here, you know, a distraction,
here's where people mess up with this kind of scenario all the time,
is they look at what will work, right?
So, they're like, you know, what will work?
People will say, you know what, I think a lot of people, so someone who has no interest
in AI sees this insane amount of interest in AI and says, you know what,
I bet if I sell AI stuff, I could, and they don't even like it.
That's a distraction.
You see what I mean?
And so, that's just one thing.
When something feels light, I just feel like that's God kind of blessing that.
Okay, you know, this is fun and cool.
Why can't you have both?
Why can't you do that too?
The one part that I would be careful of is, it's okay for it to be fun
and light and extremely profitable.
Don't just, well, this isn't our main thing, so let's just be low ticket.
Okay, you just said that you've helped people get a six-figure book advance
and add $15,000 to $20,000 a month.
The problem you'll run into, and this is a weird thing, but I've seen it.
A problem you'll run into if you view this as a low ticket kind of thing is,
you'll go and get people massive amounts of profit and do what you're telling me
you're doing, and eventually, they will seek someone who costs more.
Because they'll think, well, you know, I mean, I'm paying them a few nickels.
You know, that guy, he charges $100,000.
Like, I'm going to, that guy's got to be better.
It's just in our brain.
Like, we just, we can't help it.
And so, you know, I wouldn't assume that it has to be a low ticket kind of thing.
It doesn't.
And if you're getting, you know, amazing, incredible results, like, you know, I
remember, you know, when I first started coaching this, you know, this, I had met
this big earner at an event, and, you know, and I'd never, I don't, I think at
that point, I think I'd coach one other person because they had like, begged me
to coach him, you know, and so the guy asked me, he goes, well, how much for
your coaching?
And I'm like, $5,000.
He goes, that's it?
I'm like, you know, and I had that happen, you know, a couple of times, you know,
that's it?
Yeah.
And so they were expecting to pay more.
And so that's, you know, that's all I'll say about that.
But I would, I would just don't assume just because it's not your main thing.
So two other parts, two other things.
One, do you know the story of Joe Polish?
Do you know who that is?
So Joe Polish, he runs a master, I mean, I think he still does.
I mean, yeah, he definitely still does.
Actually, what am I saying?
He runs a mastermind called Genius Network.
And at one point it was $25,000 a year.
I don't, that was a few years ago.
I was part of it for a year.
And, but he started as a carpet cleaner and he was just very good at marketing.
Very good.
And so I forget his, I forget his, I think, I think his, I think his pitch was, I'll
do one room for free.
I think that was his pitch.
Like, Hey, hire me.
I'll come in and do one room for free.
If you want to do the rest of the house, he'd give them a great deal and he would
convert almost all of them.
And, and so he became like, you know, super profitable carpet cleaning guy.
And then he figured, you know what?
There's a lot of carpet cleaning guys out there.
And so he built a marketing machine to service carpet cleaning guys.
And eventually he just came to the conclusion of actually, I just like talking
about marketing.
And so him and Dean Jackson launched the I love marketing podcast, which I don't
know.
I don't know if that's still around.
It was, it was, you know, good, you know, when I listened to it, but so I'm saying
went from really good, profitable carpet cleaning guy to serving carpet cleaners,
to being one of the premier masterminds in the, in the business marketing world.
And, and so if you, you know, it's okay, it's okay to, you know, to expand not
because it'll work, but because you like it.
And, and so keep that in mind.
And then one last thing.
So an insurance company hired me.
years ago, and this insurance company,
they really touted themselves
because they did every type of insurance.
You know, they had life insurance,
house insurance, car insurance,
volcano insurance, shoe insurance,
like every type of insurance.
And so they would send out all this marketing
that was just terrible.
And it was like, you know,
hey, we do all these insurances.
And so they look like, you know,
the masters of none, right?
Which that quote is actually incorrect.
Benjamin Franklin says, you know,
jack of all trades, master of one is actually his quote.
And so you want to,
it's okay, you may only offer, if you choose to,
you may, what's tricky is if you have,
if you're dedicating marketing,
external marketing for multiple things.
You follow me?
And the best books on that were written in the 70s,
Differentiate or Die and Positioning
by Jack Trout and Al Ries.
So what's difficult is, okay,
I'm gonna market that I help couples
with their relationships,
and I'm gonna market that I help your business.
That's difficult, right?
You gotta think segmentation,
you gotta have different channels.
It becomes double your business.
It's kind of like when some people will market,
I know I've talked to a few of you about this,
some will market health and wealth, very tricky,
because you just don't look like,
well, which one do you know better?
You know, like neither,
that's the conclusion that people draw.
And so with the insurance company,
I said, okay, what's your most profitable?
And it was not shocking, life insurance.
And so we changed their marketing
to lead with life insurance
and all their stats about life insurance.
And when someone became a client,
they said, hey, a lot of our clients
decide to consolidate their bills
by adding, you know, house insurance,
we give you a discount and this and that.
And so that's no problem
because they're already in the door.
You follow what I'm saying?
Yes.
And so you may decide to have this little
inner circle business mastermind
that only gets marketed to your couple clients, right?
And so what that does for you
is all it does is increase
your lifetime value of customers.
It doesn't increase your customer acquisition costs,
which is the highest cost.
It's always how much do I pay to acquire a customer
is your biggest cost usually.
You don't have any extra costs.
All it'll do is just increase
the lifetime value of that customer.
And I also, this is something that was suggested to me
many years ago,
and I ignored it because of its complexity.
But I've since learned it.
And that is,
there may be situations
where you really resonate with someone's mission
or their business.
And instead of charging some monthly fee,
you say, hey, what if I worked really close with you?
You know, what if we decided, like I have
four right now,
four relationships with different companies
that I get either a percentage of increase
or I get a percentage of sales,
or I have a partnership.
And because at the end of the day,
even if you're charging a few thousand a month
for something,
it's not that much.
But if you help build a 10 million year company
and you're getting even a small percentage of that,
that can add up.
And so, you know,
I think that the major thing is let's upgrade your,
this could be some little lower thing
that we put in the corner.
Like it may actually become an extremely profitable
and most important fun part of your hire.
I said a whole lot there.
So questions or what's your thoughts on all that?
Do you have a question, Shane?
I definitely have something I could ask.
It was all really great.
The things that I miss were the,
there's some like the 70s books.
You said them really fast.
I wanted to-
Jack Trout and Al Ries,
even, you know,
they were just revolutionary.
And so they wrote the 22 or one, I forget,
probably 21, knowing them,
but 21 Immutable Laws of Branding.
Differentiate or Die.
That might be their most popular one.
And Positioning.
But they all say the same thing.
It's all like, you.
you focused in on one thing.
So like, for example, Gillette, right?
Gillette understands this.
Gillette owns, I mean, at least at one point,
Gillette owned every razor you could possibly use,
but they were different brands.
You didn't know they were Gillette, right?
It was this one or that one or this one.
And so, you know, Sony did this too.
Sony, they had Sony, they had Iowa, I think.
And so they recognized that for different target markets,
we need a different brand.
And it's why tacos never really worked at McDonald's.
It's why pizza never really worked at McDonald's
because people just don't see it for that.
And so they're great books,
but they were written in the seventies and they're,
I still think they're the best branding books out there.
I mean, Blue Ocean's good, but without their groundwork,
I think their books are great.
That's awesome.
And then I didn't realize that Ben Franklin thing,
cause I've heard that it's jack of all trades,
master of none, but oftentimes better than master of one.
I heard it, I'm giving kudos to one of the smartest guys
I've ever listened to, a guy named Chuck Misler,
who's a quantum scientist and historian.
That's what I heard him say.
So I kind of took his word for that.
Maybe he's lying, I don't know.
But his point was you should really, really know one thing
and have generalities about the weather and sports
and whatever else, but like really know one thing.
Like that was Chuck Misler's point at least.
Love it, thanks.
Here's what I want to ask you, Ray.
Is it possible, if you think of like the yin yang symbol,
right, and you have the two Paisleys,
the black and the white,
and if you're thinking just like,
well, which Paisley do I sell?
We want to focus on black or white,
but what if we want to sell the circle?
Which is kind of the way that I look at it.
Like, which is, this is the complete experience
we want to offer is fulfillment in love
and fulfillment in finance.
And that being an integrated experience.
So is that possible to sell the circle
instead of deciding on a Paisley?
I get what you're saying.
It's typically going to be more difficult.
I'm not saying you can't.
There are people that have reached that,
Tony Robbins would probably be one of them.
And so now, so if I see, okay, this company over here
is they're absolute specialists in couples
and relationships,
and they have all these testimonials.
I may now compare them to anyone else
that I see as a specialist in couples and relationship
and decide, okay, I think they're better.
If I see someone who's experts
in couples and relationships and finances,
I'm like, okay,
is there one that they're better at than others?
Or, well, I need help with my couple,
but I don't have a business.
But you said finances,
so maybe you don't mean business,
maybe just mean money.
So you look at one modern day example, Grant Cardone.
So Grant, a few years ago,
so I remember telling a buddy of mine who he owns,
he sold one of them, but he owns a few car lots.
And he saw me post about Grant Cardone,
and he was like, oh, Grant, the car guy.
So he knew Grant as the car guy,
because that's how Grant started.
Grant was the car sales guy.
He taught car sales.
That's all he did.
He didn't do real estate.
What are you talking about?
He didn't do money events.
He didn't have celebrities and stuff.
He was the car sales guy.
So he was the guy calling car sale lots
to try to get in front of their salesmen
to pitch them sales, to pitch them training.
And so my guy knew him, he's like,
oh, why are you working with him?
And I'm like, well, he's no longer just a car sales guy.
And so what is often typical is someone goes after a vertical
and becomes really, really good at that thing, right?
And becomes known for that thing.
And they realize that, okay, I'm at a point, they decide,
I'm at a point where I don't know that I could,
in his example,
I don't know that I could 10X my car sales company.
So maybe I need to add on.
And so he adds on sales in general,
which is kind of what he did.
Then he added in real estate.
And so, it is common to do that,
but the velocity of this is a specialist about one person
is there's something to be said for that.
One way that.
So I got coaching from John Assaraf for a while
and a super smart guy, super smart guy.
He's one of the most system guys I've ever met.
I mean, that guy, I can't quote where he's at now
because I haven't talked to him in a couple of years
at least about business.
But he like created just a series of webinars
that would generate him about $15 million a year.
And he did that for years and years and years
and years and years and years.
And so when I was talking to him, he was like,
cause I was like, at that point I didn't know,
am I gonna expand outside of what I'm doing?
And he's like, well, if you ask yourself the question,
can I easily double my, is it?
I forget, I don't know if he used the word easily.
That might not be the right word,
but can I double my business
by staying in the same niche that I'm in?
And if the answer is yes, it's silly for you to change.
It's silly for you to change that
at least as your base marketing model.
You know what I mean?
And so now if you're at a point where you're like,
okay, I'm coaching all the major sales cars, lots,
and I don't know where else to go.
Okay, then that makes sense for you to expand.
Obviously you can choose whatever you want.
I'm just saying marketing wise,
being the specialist does make attracting the person
that doesn't know you a lot easier.
And it does give you flexibility of those on the inside
that know you and love you.
Well, they'll also add that thing
without you incurring any additional marketing,
branding, acquisition costs.
So just-
Because like you look at Grant Cardone,
how he actually got kind of less specific, right?
Because first it's selling cars and then it's selling.
He became more generalized.
Once he had reached a point,
don't quote me on this, but I mean, I think,
I mean, I think he was around 20 mil a year
when he'd made that move,
20 mil a year sales training, I think.
I don't know exactly,
but it's probably a decent estimate.
Let me ask you though,
like, cause we're just trying to conceptualize this.
It's helpful to talk about it.
But part of like, you could also look at what we're selling
as being part of a community experience
that is incredibly fulfilling and helps people meet needs,
multiple types of needs, right?
And that being fulfilled in the area of money
and being fulfilled in the area of romance
is collectively a very fulfilling experience.
So what about the idea of selling community
as the value proposition?
You can.
There's, so there's external marketing
and there's internal execution, right?
So having community internally, absolutely smart.
You almost need it, right?
It's smart for you to have.
Externally leading on community.
Now I'm comparing you with every other community.
I'm not comparing you with your accolades
and couples relationship.
I'm comparing you with every other community.
Do I like this community or that community?
And so this isn't saying,
hey, you should not be fulfilling the money side.
I'm just arguing the external marketing.
Should the external marketing be talking about things
other than the hyper focused thing that you've been doing?
I'm saying you can do all these things
that you're wanting to do on the inside.
It's like a bonus, like a surprise.
Hey, we also have community and we help you with money.
That's a really easy thing.
Harder is, okay, let me change my branding.
So now it's either community or money
and couples relationship.
That's where it gets a little different.
And so the question is,
could we, assuming the goals are financial,
could we double our business stand in this niche
in our external marketing?
And if that's the case, then that's a very,
that would not be a terrible decision.
Yeah, and one of the reasons
we're even having this dilemma
is because we really see selling Kengen
as viable for us, especially Shana.
And then we have that and the relationship.
So this is why we're trying to understand
how to marry the two.
So one of the, just to go back to what you were saying,
just kind of directions I guess is what I would call it.
So you don't have to lead with a thing
you're selling to sell it.
It's generate a lead, connect with a lead,
determine the need, three steps.
So I generate a lead, how will I best generate a lead?
Well, if I'm specific about something,
I'm more likely that that person will convert
into some kind of lead, connect with a lead.
Hey, how are you doing?
You opted in for the couples relationship or whatever,
determine the need.
Hey, I also need to make some extra money.
You know what?
We actually help a lot of our couples with that.
And so you can sell the heck out of something.
I'll give you one example.
While, I know this is a little different
than what you guys do,
but while I was the number one income earner
of a particular network marketing company,
I did a million dollars in an affiliate company
that I hardly ever promoted.
But what I would do is I would generate a lead,
I would connect with them.
And if they weren't a fit for my company, right?
So if I, this would be like with you,
well, it's a little different
because you got different angles,
but if someone's not a fit for the thing that's my primary
or the thing that even they opted into,
and I say, well, hey, how are you doing with this?
So my question,
cause it was an online, like a lead generation system.
So I would say, okay, cool.
Okay, this isn't a fit for you, got it.
How are you doing with generating leads online?
And they'd be like, well, not very good.
I'm like, well, go check this out.
And so I point them over there,
they'd opt into that system and it was very good at selling.
And that's how I, without hardly marketing at all,
I would take existing leads that connected with me,
made a million dollars on the side.
And so it seems different.
Yeah, go ahead.
You're not done.
And so I'm not shooting you down
from doing any of this stuff on the outside
or on the inside, I'm sorry.
But just like, what does the external marketing look like?
Can I, is it more likely that I generate
a hundred times more leads by being specific?
Yes, it is.
And if I have ways of connecting with them
and determining what it is that they're looking for,
are they a fit for my relationship consulting
or my course or Kangen or this?
So I'm just, what's gonna make lead generation,
customer acquisition, lowest cost, easiest,
being specific is that answer.
Not that you can't, but that is the answer.
Now, if you were, I don't know,
but if you were at a, hey Ray,
we've been doing this 20 years,
we run a 75 million a year couples consulting company.
Okay, you may be, either you need to think
about different ways of delivering
because you can only coach so many people
or just some different way of scaling
or hey, maybe it's time for you to expand.
Because if you have that kind of crazy notoriety,
then it actually, people will go right with you.
So that's kind of the thing.
Like a lot of car salespeople stuck with Grant,
even though he expanded, they knew him,
they'd known him for a long time
and they just kind of, okay,
I'll still go to a sales trainings.
They're not specific on cars, but I'll still go.
But he had built that very large,
decent sized brand at that point.
And that's for you to decide, what is it like to you?
I think we would probably lead
with the relationship coaching
because we've been doing it a long time
and we have expertise in that.
I think we could be perceived as experts in that area.
And so you think even marketing that,
you still think it's possible
to sell the Kenga machines, huh?
Yeah, you connect with them and you say,
two of the things that we find that,
can mess a family up is their health and their finances.
And some of our couples have chosen
to partner with us on this right here.
And if you'd like to learn more, great.
And if not, totally cool.
We're happy to help you either way.
That's exactly how I would say it.
Yeah, I wouldn't force them into some kind of pitch.
I would just see if they're open to that.
But I would say, here's why I'm suggesting this.
And if you would like to learn more about it,
I'm happy to, if not, totally fine, no biggie.
Right.
And I would have, if you have like,
well, you have a community.
So I would find ways from time to time
to give a little shout outs to,
to people to raise more curiosity, right?
Hey, congrats to this couple who sold their first machine,
way to go, you know, like I would have little,
you know, not too over the top,
I wouldn't make every post about it,
but I would have little things just to raise curiosity
on the inside of the community.
You're muted, Shannon.
Oh, this is great, it's so clear.
And even that, like, you know,
to want to get somebody in through the relationship coaching
to be like, oh, the two things that we see
that really mess up a relationship,
it's like money and wealth.
Yeah, maybe more, I just, I'm-
Yeah, but that's, yeah, but that resonates
with what we're, you know,
with all these different things that we're thinking about.
Yeah, it's super clear.
That was great, I'm so glad you asked,
I have brought that in, International, it just feels great.
And I really feel like you covered all the little tendrils
of like, okay, we're just being,
like, if we can stay in our lane for a little while,
because I don't feel, we're not the company that,
we haven't even marketed yet, so we don't even,
we haven't even seen-
Yeah, because you're still like word of mouth, so.
Exactly, so we haven't even seen the traction
that we can get with the relationship coaching.
So I think if we do that first,
and like somebody else said, like put some blinders on
for a second, then we can see where we can get to,
and then that gives us credibility.
I didn't think about, I didn't think about that.
Personally, I think it'd be absolutely insane
to diversify in your external marketing right now,
because you haven't actually marketed yet.
Like, I didn't even consider that,
I, you know, kind of forgot that fact,
because it should be very easy to 510X just by marketing,
you know, like that just shouldn't, that would be,
but if you expand,
that's actually gonna make it a whole lot harder,
because you don't have a history of marketing,
you don't have a history of, you know, at least,
because there's a benefit of your brand,
even with people who haven't bought from you.
But wait, so if you have a brand, like, you know,
our, you know, I don't know what it is right now,
but, you know, at one point it was 400,000 people,
and like, you know, 2% or 5% or something,
but there were, there's a benefit to people
who know your brand, but haven't yet bought.
You guys are known by who's bought,
and not known by anyone who hasn't.
And so there's a whole lot of those people
that don't know you yet, that should,
that may not buy your thing,
but they'll comment on your stuff,
they'll get value from your stuff.
And, you know, like one of, you know,
it'd be wild to not talk about this
in sales and marketing, you know, mentorship.
So a guy I met back in 2017, a guy named Alex Ramosi,
some of you have heard of him.
And, you know, he just did this, you know,
300 million plus, you know, live,
where he sold, you know, 3.3 million copies of his book
and broke the Guinness World Records.
But if you notice with him, that guy, you know,
I don't know if he's increased it,
but the last time I talked to him,
he was creating 270 pieces of content a week.
None of them selling anything.
None of them were like, hey, buy my ebook,
or do this or that, you know, all great content.
And so he spent, you know, since his last launch,
which was I think a year or so ago,
you know, he spent all this time and money and effort
to just value pump his brand out there.
That's how he did so much.
And so like, you know, people knowing your brand
but haven't yet bought is still valuable
for when you do extend that offer or you, you know,
they see you in, you know, in the marketplace
or you do decide to, you know, expand.
And so, yeah, I forgot that factor.
It's a very important factor.
Yeah, I would absolutely,
because you're gonna have to learn the same stuff.
It'll just be harder.
So you're gonna have to learn the same marketing stuff,
but with an extended brand,
it's just gonna be more difficult.
You know, if they pointed specific,
it's gonna be a lot easier.
Helpful?
This is great, thanks.
It's so hard that discipline to just focus on one thing.
I don't know if everybody goes through that,
but that for me, it's like really, it's really hard.
Like, I don't wanna focus on one thing.
What's that?
What do you think that resistance is?
What is that, Ray?
Part of it is like, well, what else am I gonna teach?
You know, I'm gonna run out of stuff to teach.
I've told all my stories
and it doesn't take into factor new people.
Every single day, I'm in front of new people.
Every day.
Not everyone's new.
You know, I have my regulars
that are there on a lot of my videos,
but every day I'm in front of new people
who have not heard any of my stories,
who have not heard any of my training
and so we have to think about that.
We have to think about providing value consistently
to people who've never experienced any of our stuff.
So if we look inward,
then we're like, oh, you know,
I'm kind of tired of doing this.
You know, we look outward and I love what,
I always forget this guy's name.
Forget Bob Proctor's mentor.
Oh, what's the guy's name?
Someone knows it on here.
It's not Nightingale.
It's not, I forget, whatever.
So I remember hearing Bob share about his mentor.
It's Earl Nightingale.
No?
I think he was referring to,
he was referring to,
he may have been a mentor,
but he was referring to,
I can see it,
but I can't, I can't think of it.
Well, he was referring to one of his mentors
and his mentor was super, super well off,
like plenty of money.
And he was like, you know, 80 something years old
and he was going out, you know, on the road.
He's like, all right, Bob, I'm going out on the road.
And he was like, dude, you got plenty of money.
Like you're going, you're going out on the road?
And he said, last time I checked people,
there were still people out there that needed help.
And what's cool about that story is Bob was sharing it
while on a stage.
And I think he was about 80.
I just think that's cool, right?
The last time I checked,
there were still people out there that needed help.
And so it was pretty cool.
That's awesome.
Yeah.
But yeah, everyone, we all were like,
oh, I want to do this.
But I found that I've had to learn this,
but I found like if I'm, if I'm,
if I focus in on one,
I can really be known for that thing.
And, you know, prayer helped me with that.
You know, with the new YouTube channel,
I just got sales.
I want you to talk about sales.
Okay. All right.
Oh, cool.
It also feels like it goes back
to like this genius thing you said,
which is overwhelm is an advanced form of procrastination.
I was like, wait, what?
But it almost seems like, oh, overwhelm is,
that's also the same thing as like overwhelm
is the resistance to being narrowly focused.
Because it's like boring or you feel like,
oh, I got to do all these other things,
but we get to do those things through that, the discipline.
And I just really value this.
Thanks. Thanks for the question again, International.
I'm getting so much out of your questions.
Thanks.
Thanks for the time.
You got it.
All right. We'll finish with Tony.
What's up, Tony?
What's a win for you?
Thanks for me.
So, in this end of my question, I just-
You're breaking up.
Oh, can you hear me?
A little bit.
Let me take this.
I'll take this off.
Maybe that'll help.
Sorry.
All right. Can you hear me better now?
Yes.
Awesome.
All right.
So, my win, I just,
I'm going to be acquiring a nutrition cafe
that's going to help with my network marketing business
September 1st.
And so, that kind of leads into my question.
In addition to building a brand online,
I'm going to be utilizing this nutrition cafe
to build my business.
The concept of the nutrition cafe
is all of our products are the products
of our network marketing company.
And so, we've got customers that come in every day
who get drinks on the go.
And so, they already like and enjoy the product,
but now I get to work with them face-to-face.
And I'm familiar with the structure.
I've worked here before,
but now I get to fully utilize it for my business.
And so, it's kind of a general question,
just kind of.
Thoughts you might have, particularly we've got a university 15 minutes away, we get a
lot of frequent college customers and I just your thoughts on on how to first drop people
in but also be intentional with people that come in to get them set up with products at
home.
So, one, is, you know, any, it's kind of like ads, any anytime that someone adds expenses,
it greatly increases your need for details, and your need to, because, you know, you just
I, you just want to be hyper detailed, okay, this is my not, this is my expenses, it's
what I got to cover, like, just know those numbers, how many how many, you know, smoothies
or whatever do I need to serve a day, like, what does that look like?
You know, just know that because what, you know, you just want to as powerfully as by
and what does this look like to my schedule, who else is going to work, just a lot, a lot
of stuff.
I would, assuming there's other people in the company that have successfully done this,
definitely would be worth a trip to, you know, hey, can I shadow you or can I take you to
lunch?
Can I ask you questions?
Like, you can't ask enough questions about this sort of endeavor.
Do you know your monthly overhead?
What it'll be?
Yeah.
So fixed, fixed is 2245.
I mean, it's a, it's a, it's a sweetheart deal.
Like it's already profitable.
It's just a matter of growing it.
Okay.
Well, that's, that's good.
2245?
Yeah.
Okay.
And keep an inventory and that kind of stuff you're looking at about 50% of is the cost
of goods sold.
So, so yeah, just, just know your numbers.
I mean, that's, that's the big thing anytime someone adds, you know, expenses.
And so I, I would, I would, I would.
So I remember hearing John Maxwell say this, and if you were at faith over fear with him,
no, no.
So, you know, he spoke at our event in 2023 and faith over fear.
And he was, when he was 25 years old, he saw an article on the 10 fastest growing churches.
And so he reached out to all 10 pastors and said, Hey, I'm a budding pastor.
And, you know, I'd love to, you know, can I come and take you to lunch?
He went to every pastor, took them to lunch and pick their brain at a, as a 20 year old
pastor and used their knowledge to grow one of the fastest growing churches in the country
at that time.
And, and so we, we want to do that.
You know, we want to find out who is absolutely killing this concept.
Who's already bought 10 locations?
What do they do?
What's the recommendations?
Some of it we could guess, but I would, I'd rather ask and, and know.
And so, and I wouldn't be, I wouldn't be afraid to either say, Hey, I'm happy to pay you or,
you know, take you to lunch or, you know, whatever, whatever needs to happen for me
to pick your brain.
Don't be afraid to do that.
Most people are, but don't be afraid to offer that.
So it'd be kind of the, you know, the first thing I, if I'm in that situation and I don't
have anyone that I can interview or ask questions of I would focus on lead generation and follow
up.
And so I would have different opportunities that they can, you know, scan this QR code
to get a dollar off, you know, and I would test it.
I would test and track it of does the dollar off work just as good as five bucks off or
by increasing it doesn't increase.
We assume it does, but a lot of times it doesn't same, same kind of, you know, I'm a frugal
guy.
I'd probably scan the dollar, you know, like, you know, whatever I'm going to say money.
Okay, cool.
And, and so, yeah, I would test things like that and take them through different sequences
of, you know, you know, Hey, here, answer this quick survey, you know, to get your coupon,
you know, are you looking, are you a full-time student?
Are you looking to make extra money?
Like, you know.
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?
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.
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.
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.
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.
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.
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.
Trying to think if there's any books or anything I've read I mean customer appreciation reward points.
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.
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.
Okay.
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.
So there's a newer restaurant in our area.
What's it called.
Sugar Shack.
I don't know, I don't know if these are everywhere or what, but these guys, they started.
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.
And so you go there, they have live music all the time, it is packed out the gills.
Food isn't that great.
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.
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.
What do you do differently. What will you do that your competition won't do.
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.
And, you know, how do we stand out, like I love I talked about this and rank makers.
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.
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.
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.
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.
Don't you feel like you might hire him.
them, right, just because like a good guy, like, you know, and
you see his work. So it's not just about being a good guy, but
you see his work, he did a great job. And so that's standing out,
that's different. And so how can we, how can we stand out, while
keeping in mind profit margin, you know, etc. expenses? Because
it's not, you know, I've, like, I see some smoothie places that
are new, like, they'll go to school and give out, you know,
free smoothies or something. I think people are thirsty,
they'll drink it. I don't know that that's going to drive them
to the place. But if you had something interesting going on,
you know, if there's, you know, may not be a band or something,
but you know, there's something interesting to have stand out,
that would be my biggest advice other than interview the people
that are really successful.
That helped. Yes. Oh, okay. I saw she raised her hand here.
Evangeline, how we doing? And we will end with you because I
do I do have to meet my kids at the bus stop.
Okay, I'll be real quick.
Doesn't have to be quick. Wait, we got time.
My win. I have been using Instagram and other platforms to
promote my book at the same time. I did I did use Pinterest.
And affiliate marketing, marketing through Amazon. So I'm
not just doing my book, but other products. So I learned how,
you know, I didn't have to go through those webinars and all
that stuff. I learned it my way. So I think I think it's gonna
work well. So hopefully I did it right. But my other one is the
executive order by President Trump, that said that the 401
case now are no longer limited to stocks and bonds. Okay. So
they're now into private equity, real estate, cryptocurrencies.
So having said that, life insurance, okay, will be harder
for us agents to approach business owners, or anybody with
a 401k, because now they can invest other stuff from their
401k. So it's not very, you know, favorable for the life
insurance business, unless insurance can come up with other
innovative measures to, you know, attract.
So this, this reminds me, and hey, listen, there, there may
be there may be some reality to it, there may be, but it
reminds me of Proverbs 26, it says, there's, there's a lion in
the street, a fierce lions in the road. And that reference is
that I see doom over there, but I'm not over there. And so
until I prospect 500 people, and have a great majority of them
saying, Oh, sorry, I was gonna do life insurance, but this new
401k deal, sorry, like until I have that experience, I'm not
going to build the lion, I'm not going to have the lion roaring
at me, and I haven't actually experienced it. And what I've
found with life insurance, I used to be licensed, is most
people are either or most people that absolutely love life
insurance, they tend to bash mutual funds and stocks and all
this other stuff. And most people that love stocks and
stuff, they tend to bash life insurance. And so I still think
there will be absolutely plenty of people that know life
insurance is for me, I believe in it. And so I, personally, I
would say, go and see if you experience it before you build
that line. You know, for example, there was a big lawsuit
in real estate, and, you know, the attorneys made $80 million.
So you know, way to go attorneys. But what it did was
it made it harder for every other realtor to sell any real
estate. So when Jess goes to share goes to show a home, she
cannot legally show them the home unless they sign a waiver
that says I will pay Jess. That's kind of awkward, right?
We're used to just driving around open homes and you know,
like, yeah, and now she's like, I'm sorry, but legally, I have
to have you sign this. And you know, and she tells them,
listen, I hold on to this. Obviously, if you don't buy it,
you know, you're not gonna be paying me anything. But for a
lot of when that came down.
everyone was saying the sky is falling,
Realtor is gonna be quitting like crazy.
And because of the media and certain people pushing that,
I don't doubt that that happened,
but it didn't need to happen.
Yeah, to her point, she's like,
yeah, the bad Realtors will quit.
The Realtor is too weak to ask the question, we'll quit.
That was her point, now she's tough.
And so she's just like, yeah, the weak ones will just leave.
And so it's, let's not build up this conclusion
that hasn't been your reality yet.
Now, again, you go out and you prospect 500 people
and 499 say, no, new 401k, sorry, sorry, Evangeline.
Then, okay, maybe this is the case, but I doubt it.
But I would not be surprised if there's a big hubbub
about life insurance people leaving the industry
because the same thing happened in real estate.
None of the people that we know
that are good at real estate left real estate.
They're all still there now.
So don't let the fear be bigger than your reality.
So don't look at it as if it's already there.
So it doesn't, it's not there yet.
So keep on going.
I'm not even saying, don't look at it as if it's not there.
Don't draw conclusions that you haven't experienced.
So let's say it is in place, whatever.
It may get in place and not affect you.
Because I just think some people are,
they like life insurance.
I like life insurance, I'm not, I don't,
yeah, I don't think I have a 401k anymore.
I think we changed something.
But we don't, that wouldn't affect me.
I would say, okay, cool, that's cool.
That may give me more flexibility in this thing,
but it's not gonna prevent me from doing life insurance.
Okay, my other question, how will I approach this
if a client says, well, it convinced me
that I need life insurance at this point
or I can invest in the 401k through other?
I would just say, are you, I would just say,
if you're the gambling type, then do the 401k.
What do you mean?
Well, I know a lot of people
that's lost their life savings in crypto,
but hey, you know, it might work out.
Yeah.
I'm telling you, you may think this is a joke.
That's exactly how I would say it.
I would say, hey, if you're the gambling type,
you guys are always exciting to be around.
Me, I like tried and true.
I like something that's been in place
for a couple of hundred years
that is guaranteed to produce a result.
That's just me, I'm a little wacky.
But you gambling types, I love hanging out with you.
You keep it interesting.
That's exactly how I would say it.
Okay, all right.
So you can't, don't be diminished
before you have any evidence of that.
Okay.
All right, that's all I want to know today.
Thank you.
All right, you got it.
Well, great session, guys.
Some amazing, amazing questions.
Really, really cool.
Appreciate you guys so much.
Thank you, Rebecca, for everything.
If there's anything that you guys need
or didn't get to ask,
feel free to reach out to Rebecca.
We'll help you out with that.
And just appreciate you guys.
So I'm off to get the kiddos from the hot sun.
Thanks for talking to us.
Yeah, appreciate you guys.
See ya.