031 — Joe Perrone Focuses on Helping Entrepreneurs Enjoy What They Do Without Burning Out

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- Hey, busy business
people, I am here today

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with another Entrepreneur
Taking Action, Joe Perrone.

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He focuses on helping entrepreneurs

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enjoy what they do without burning out

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and I'm getting the
scoop on how he does it.

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(upbeat music)

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Okay, so to kick things off,

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what were you doing before you decided

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to start helping people, you
know, avoid getting burned out?

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- I had a big ego when
I was running around

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and busy all the time, Christina,

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stressing out, you know,

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virtually raise your hand
to audience, listeners,

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if you're busy and stressed
out and running around,

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you've been in the right spot.

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And it was everything being
everything to everyone.

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The run around with the
Superman, SM in my chest.

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I have to be the superhero to everyone

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and I have to do it all

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and I have to get all the things done.

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I have to check all the boxes

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and I have to fill out all the to-do lists

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and I have to fill my
schedule and just be busy.

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And it wasn't until in
afternoon back in 2014,

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when I got rushed to the emergency room

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'cause I had a panic attack
and an anxiety attack that

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kept reoccurring and reoccurring
and finally slowed me down.

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- Were you working at a job then

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or did you have your own business?

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- Yeah, I was in my own companies.

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I was in the automotive business.

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We're still in the automotive businesses.

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There about three hours per week now

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and it's focused the rest of my time

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on helping other business owners

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get away from that place of,

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I have to do everything,

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I have to touch every
widget in my business

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and I was running around.

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There were no boundaries saying yes,

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not taking on the clients that
I really wanted to work with,

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not being clear on my ideal clients.

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And, Christina, when you take
a ride to the emergency room,

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whether it's for something minor

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like an anxiety attack or a
panic attack or something worse,

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just the symbolism of that
is enough to slow you down

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and I realize that I
didn't want anybody else

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to have to go through that.

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And I really took that very
seriously into heart when I

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started working with other
business owners and helping them

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to kind of slow down more

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and get clear on what it
was that they were creating.

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- I know that's been kind of
an eye opener for me that,

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you know, I've met more and more people,

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especially since COVID that
are in other countries where

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like mindset and stuff's
a little bit different

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than it is here in the U.S
around like working hard.

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You know, the norm here
as an entrepreneur,

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it's like a badge of honor

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if you work a 60 to 80 hour week,

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like for some reason that's
something that we strive for,

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and we consider that to be like,

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oh, look at me, I'm an
awesome business owner,

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I'm working myself literally to death.

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For some reason over here we
think that that's a good thing,

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which is just totally backwards.

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So I definitely feel
where you're coming from

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on some of that.

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And I mean, I think I loved
one thing you said though too

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'cause you're like, you just
needed to do all of this stuff,

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you had to check all the
boxes, you had to be Superman.

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I had one person tell me once that

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women specifically want to be
in charge of so many things.

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Women feel like they have to like,

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they want to be everything for
everybody, and I'm like, no,

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that's not it at all, we have to be,

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we feel like we have to be

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because the consequences
of not being are so big.

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So it's like the way you phrase that,

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just triggered that in my
mind that it's like, you know,

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we feel like we have to be,

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that something terrible is
gonna happen if we don't.

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- And that's a good topic to
pull some threads on is that,

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you know, that's the operating
system that we're running on.

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That's the program that
we're running because

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no one has ever showed us another way.

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Our media does not show us that,

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television doesn't show us that,

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it's keeping up with the
jobs were materialistic

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more, more consumerism.

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And you could talk about
supply chain crisises,

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you could talk about any of that stuff.

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We buy too much stuff and
we buy into too much stuff

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because we're looking in the
one place where it's not,

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and that's outside of ourselves.

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We come back to us.

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What is it that we want?

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Not what is it that Christina wants?

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Not what is it that my neighbor wants?

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What does Joe want?

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What does Joe wanna have
happen right now in his life?

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And when we look to all
these other avenues,

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when we look to all this other stuff,

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these things to make
us happy, these ideas,

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that listen, social media
could be a great tool

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when used properly.

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It can be a devastating tool
when it's not used correctly.

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We're using that as comparison
for what we're lacking,

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because we're looking for
something that we're lacking,

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the ego will cause us to
look outside of ourselves

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and what's missing, what's
missing, what's missing.

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Well, nothing's missing.

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You know, I love Wayne Dyer.

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He said in one of his talks,

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he said for nine months
we didn't need anything.

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We were connected and
we didn't have to worry

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if we didn't have a nose yet,

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we didn't have to worry that
our ears weren't developed yet.

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We didn't have to worry about any of that.

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But then all of a sudden we were born

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and we said, well, nope, I got this.

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And we've run that program ever since.

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So when we get back to that place of,

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I have to touch everything,
I have to do everything,

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well, you didn't make your
grass grow this morning.

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You didn't make the sun pop up.

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You didn't plant, you planted those seeds,

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but you didn't physically
grow those crops.

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Didn't have to do that.

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But then we get on the ego tells us that

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you're creating all of this stuff.

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You have to do all this stuff.

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If you don't do it, it'll never get done.

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- Yep.

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And I think we chase like
the fixes all the time.

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Everybody's looking for
like that one magical thing

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that is gonna turn it all around.

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- And they look for it in the wrong place.

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It's out, they're looking outside.

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When you go back inside,
that's where it is.

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And it's such an amazing
shift to find that out.

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- Yeah, I mean, I think it's something

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that people been embedded in
business for a long, long time.

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They seem to have figured
that out and it's like,

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I've made it a point over
the last couple years

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to study them and kind of
figure out what did they do?

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How did they get there? What
was different in their mindset?

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What was different in the way
they approached their actions?

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And you see it over and over again

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that they just stop trying quite so hard.

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They get really focused on something

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and most of the time that
something isn't a dollar amount,

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it's a passion for helping
a certain type of people,

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or it's a passion for
creating certain things

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in their life that they
want to have happen.

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That there's just this final straw where,

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you know, that their spouse
or somebody has had enough

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and they've realized they've
missed too many baseball games

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or they've, you know,

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they've just missed out on
too many important things

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and they're like, enough is enough,

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I'm not doing that anymore.

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And there's some, you know,

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some straw that breaks the
camels back where it's just,

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they can't be this way.

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How can we change it?

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And then their whole business
transforms from that moment.

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It's just a fun thing to watch.

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They've all got that story.

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Like almost every single one
of 'em all your power speakers,

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they have that story, that moment

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where they put themselves first
and say this is what I want.

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I want to be happy, I
want this in my life.

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And it all changed from that moment,

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which is so, it's so transformative
when you think about it.

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And as you go talk to a bunch
of different business owners

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that are at different
stages in their business,

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and you can kind of almost tell

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based on what they think is
important in that moment,

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how long they've been in business.

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- And, you know, I know
your mission of this podcast

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is to help people get
something out of it right now

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that they can take
action on right now today

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after they listen to this

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or in the moment that they listen to this,

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there's something or a group of things

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that they can do today to
start turning this ship around,

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to start reducing that anxiety,

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to stop wearing that busyness
as that badge of honor

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as you so brilliantly said.

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And I have some tips I can share on

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doing exactly that if you'd like.

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- Yeah, absolutely.

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- So I wanna, first of
all, offer your listeners

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the five keys to time freedom.

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It's a free PDF that I created.

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And it was the exact steps

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that I used to go from
burnout to time freedom.

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And you know, the first key in that,

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the first freedom key is to slow down.

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So if you're listening to this right now

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and it just seems like it's
life is just coming at you

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and just flying at you.

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We wanna remember that
we're gonna slow down.

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And the purpose of slowing down

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is to acknowledge what's
going on right now,

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If you're driving at a
hundred miles an hour

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down the highway and the
gaslight goes on to E

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and you're not paying attention to that,

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you could run out of gas.

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And that's what most
people that face burnout

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have told me is that it
felt like I just ran out,

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I ran out of fuel,

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and there was nothing that I can do,

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no motivation, no inspiration

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could even bring me back from that point.

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I was just physically drained.

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So when we slow down, we
start to notice those signals,

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those markers and those
things that are warning us,

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you're going too fast,

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you're doing too many things.

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And you know, the second
thing that we need to do

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as we're slowing down is,

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as we're observing

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these things that are
going on in our life,

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get really clear on what it is we want.

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Most of us as business owners
know what we don't want.

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You don't want your business to shut down.

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You don't want a key employee to leave.

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You don't want a vendor

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to pick another business over yours

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and you get lost in the supply chain.

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Like we know as business
what we do not want.

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But oftentimes we forget
what we actually do want,

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what is so important to us and
why we started this business

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and why it got us to take
action to start the business.

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So getting clear, and
one of the best things

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that I've learned and
what I'd love to share is,

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right now your values,

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where you spend your money and
your time is what you value.

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So right now if what you're
spending your time on

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and what you're spending your money on

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is exactly what you value,

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then you should be on the right track.

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Most of us, that's not the case.

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Most people that are burned out

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or have gone through burnout,
take those two items.

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Where's my money going
and where's my time going?

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And when they look at that and they say,

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well, this is not even
close to what I value.

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00:12:53,950 --> 00:12:56,390
So getting clear on those values

252
00:12:56,390 --> 00:12:59,050
and those things that you really want,

253
00:12:59,050 --> 00:13:01,380
and if your dollars and your time

254
00:13:01,380 --> 00:13:03,533
aren't following those values,

255
00:13:04,770 --> 00:13:08,320
and to the degree of that
they're not following it,

256
00:13:08,320 --> 00:13:12,873
that's where need to work on first.

257
00:13:14,250 --> 00:13:16,110
- I think a really good
thing for people to do

258
00:13:16,110 --> 00:13:18,610
would be to actually sit
down and kind of make a list,

259
00:13:18,610 --> 00:13:20,400
you know, go print out your bank statement

260
00:13:20,400 --> 00:13:21,580
and go look at like,

261
00:13:21,580 --> 00:13:23,010
go look at what you've been buying,

262
00:13:23,010 --> 00:13:25,140
go look at your purchases, you know,

263
00:13:25,140 --> 00:13:28,260
and I think food is probably
gonna be the most revealing

264
00:13:28,260 --> 00:13:29,490
to how you're spending your days.

265
00:13:29,490 --> 00:13:31,850
I know it was for me when
I started looking at it,

266
00:13:31,850 --> 00:13:33,830
all of the food choices you make,

267
00:13:33,830 --> 00:13:36,620
because they're faster,
they're more convenient.

268
00:13:36,620 --> 00:13:39,010
The more you start
eating out and it's like,

269
00:13:39,010 --> 00:13:41,380
that may not be what you wanna do,

270
00:13:41,380 --> 00:13:43,210
but it's what you're forced into doing.

271
00:13:43,210 --> 00:13:45,710
So I would imagine that food
is gonna be very telling,

272
00:13:45,710 --> 00:13:47,200
I know it was for me.

273
00:13:47,200 --> 00:13:48,750
And then one thing I started doing

274
00:13:48,750 --> 00:13:50,920
as I really got focused on,

275
00:13:50,920 --> 00:13:52,820
I was going to scale my businesses,

276
00:13:52,820 --> 00:13:57,820
I was gonna make that exit
out of management and into,

277
00:13:58,000 --> 00:14:00,950
you know, CEO was

278
00:14:00,950 --> 00:14:02,610
to look at the things I was doing in a day

279
00:14:02,610 --> 00:14:04,170
that I didn't get joy from,

280
00:14:04,170 --> 00:14:06,850
the things that I did not like doing,

281
00:14:06,850 --> 00:14:11,130
or that I felt someone else
could do this better than me.

282
00:14:11,130 --> 00:14:12,703
And I started making a list.

283
00:14:13,670 --> 00:14:15,290
And that's been a big focus for me,

284
00:14:15,290 --> 00:14:17,330
especially over these last
couple of months to be like,

285
00:14:17,330 --> 00:14:19,660
okay, this is not my happy place,

286
00:14:19,660 --> 00:14:23,870
let me find someone who will
make this their happy place,

287
00:14:23,870 --> 00:14:25,620
you know, because there's
someone else in the world

288
00:14:25,620 --> 00:14:27,190
who's gonna take this, who's gonna own it,

289
00:14:27,190 --> 00:14:28,040
who's gonna love it.

290
00:14:28,040 --> 00:14:29,650
It's gonna be their baby.

291
00:14:29,650 --> 00:14:30,483
And in my case,

292
00:14:30,483 --> 00:14:32,290
I'm doing that with two entire companies

293
00:14:33,770 --> 00:14:36,560
because somebody else is
gonna love that company

294
00:14:36,560 --> 00:14:39,870
and love being in it every
day more than I will.

295
00:14:39,870 --> 00:14:42,090
And they're gonna do better for
the people that are in there

296
00:14:42,090 --> 00:14:44,110
as a client for the people that
are in there as an employee

297
00:14:44,110 --> 00:14:45,710
than I ever would.

298
00:14:45,710 --> 00:14:49,510
And so, like, I feel like that
was a huge eye opener for me

299
00:14:49,510 --> 00:14:53,470
and it immediately started
reclaiming a lot of my time,

300
00:14:53,470 --> 00:14:56,210
like I went to Scalable
Impact Live in Texas

301
00:14:56,210 --> 00:14:57,930
at the beginning of November,

302
00:14:57,930 --> 00:15:00,400
literally came back
and made massive shifts

303
00:15:00,400 --> 00:15:03,080
and reclaimed about 15 hours a week

304
00:15:03,960 --> 00:15:06,170
of my time with a few changes,

305
00:15:06,170 --> 00:15:07,720
they were a little bit painful,

306
00:15:08,670 --> 00:15:10,070
but they were necessary.

307
00:15:10,070 --> 00:15:12,200
Some of them were exciting,
some of them were painful,

308
00:15:12,200 --> 00:15:15,180
but, you know, I just looked
at where my time was going

309
00:15:15,180 --> 00:15:16,330
and what I enjoyed doing,

310
00:15:16,330 --> 00:15:19,480
it was just game changer to think about.

311
00:15:19,480 --> 00:15:21,850
So I love that fits
right in with your tips.

312
00:15:21,850 --> 00:15:25,560
- Yeah, that leads right
down to the third key

313
00:15:25,560 --> 00:15:28,453
which is do less to your point.

314
00:15:29,860 --> 00:15:31,598
And as you're going through the five keys,

315
00:15:31,598 --> 00:15:35,556
the third key of do
less, it's not do less,

316
00:15:35,556 --> 00:15:37,800
it's not sit on the couch,

317
00:15:37,800 --> 00:15:40,920
it's do less of the things

318
00:15:40,920 --> 00:15:44,100
that are unessential to
your value, to your goals,

319
00:15:44,100 --> 00:15:46,210
your desired outcome.

320
00:15:46,210 --> 00:15:49,500
And I borrowed that from Greg McKeown

321
00:15:49,500 --> 00:15:54,133
who wrote "Essentialism" and
a great book "Effortless"

322
00:15:55,640 --> 00:16:00,100
and it was exactly what
you said, Christina,

323
00:16:00,100 --> 00:16:03,800
I took a, the first iteration
of it was just a legal pad,

324
00:16:03,800 --> 00:16:08,800
I went 24 hours a day, seven days a week,

325
00:16:10,080 --> 00:16:12,413
what am I spending my time on?

326
00:16:14,610 --> 00:16:16,970
And you said it brilliantly
with the bank statement,

327
00:16:16,970 --> 00:16:19,850
that's a clear indicator, right?

328
00:16:19,850 --> 00:16:21,923
Do the same thing with your time.

329
00:16:23,462 --> 00:16:26,830
Things that I did on Monday, Tuesday,

330
00:16:26,830 --> 00:16:28,070
all the way through, right?

331
00:16:28,070 --> 00:16:29,730
And now as you're going through those,

332
00:16:29,730 --> 00:16:31,620
I took a green highlighter

333
00:16:31,620 --> 00:16:35,110
and I said, there was only two columns,

334
00:16:35,110 --> 00:16:38,053
things I enjoy doing,
things I didn't enjoy doing.

335
00:16:40,180 --> 00:16:42,910
Things I enjoy doing, let's keep those on,

336
00:16:42,910 --> 00:16:45,930
let's find out ways to replicate those,

337
00:16:45,930 --> 00:16:47,770
to do more of those things.

338
00:16:47,770 --> 00:16:48,962
That was easy.

339
00:16:48,962 --> 00:16:52,540
So if you're listening
and you want to take out

340
00:16:52,540 --> 00:16:56,750
a pad and a paper, a pad
and pencil and write down

341
00:16:56,750 --> 00:16:59,550
24 hours a day, seven days
a week, what'd you do?

342
00:16:59,550 --> 00:17:01,260
As Christina said, these
are your bank statements,

343
00:17:01,260 --> 00:17:03,273
these are your time bank statements.

344
00:17:04,478 --> 00:17:06,920
There's a format for it in the Five Keys

345
00:17:06,920 --> 00:17:08,270
which will be your free download

346
00:17:08,270 --> 00:17:12,223
and it'll be a link that
I'll send to you, Christina.

347
00:17:14,860 --> 00:17:18,160
Let's talk about the things
that you don't like doing

348
00:17:18,160 --> 00:17:19,910
'cause that's uncomfortable, right?

349
00:17:20,750 --> 00:17:22,130
- Yep.

350
00:17:22,130 --> 00:17:27,130
- And things that I do not enjoy doing.

351
00:17:27,280 --> 00:17:32,280
And I ask five questions of these things.

352
00:17:32,910 --> 00:17:34,230
Some of these are musts.

353
00:17:34,230 --> 00:17:36,310
Some of these are things
that we've told ourselves

354
00:17:36,310 --> 00:17:38,253
that we must do.

355
00:17:39,740 --> 00:17:41,230
Can I tell you a quick story about

356
00:17:41,230 --> 00:17:44,653
a must that one of my clients
had that we kind of shifted?

357
00:17:45,520 --> 00:17:46,590
- Yeah, absolutely.

358
00:17:46,590 --> 00:17:50,940
- So I had a client that
was on a school board

359
00:17:52,276 --> 00:17:54,320
and the school board was,

360
00:17:54,320 --> 00:17:57,930
you know, had her about
8 to 10 hours a week

361
00:17:57,930 --> 00:18:01,913
of valuable time, prime time in her week.

362
00:18:03,300 --> 00:18:05,883
And it was really stressing her out,

363
00:18:05,883 --> 00:18:07,810
I mean, she was getting physically,

364
00:18:07,810 --> 00:18:09,610
you know, physical reactions

365
00:18:09,610 --> 00:18:13,320
from the school board meetings
and the calls and the,

366
00:18:13,320 --> 00:18:18,320
all the, it was more of the
emails, the phone calls,

367
00:18:18,900 --> 00:18:21,990
the infighting, you know,
the little side texts

368
00:18:21,990 --> 00:18:24,573
and the side emails
between members, right?

369
00:18:26,090 --> 00:18:27,840
Physically draining all our energy.

370
00:18:30,120 --> 00:18:33,240
And I, you know, we talked about why she

371
00:18:33,240 --> 00:18:34,970
joined the school board
in the first place.

372
00:18:34,970 --> 00:18:37,230
What got you so, when they
called you up and said,

373
00:18:37,230 --> 00:18:38,900
hey, you're a member of the school board,

374
00:18:38,900 --> 00:18:40,940
you were really excited about that.

375
00:18:40,940 --> 00:18:43,500
What got you excited about
it in the first place?

376
00:18:43,500 --> 00:18:45,990
And she said, well, my
daughter goes to school

377
00:18:45,990 --> 00:18:50,247
and she, you know, I got to
spend a little bit of time,

378
00:18:50,247 --> 00:18:52,350
you know, once in a while I
get to have lunch with her

379
00:18:52,350 --> 00:18:54,100
and I got to know what's
going on with school

380
00:18:54,100 --> 00:18:56,240
and I kind of knew all the, you know,

381
00:18:56,240 --> 00:18:58,940
was part of the decision making
team for some of the areas

382
00:18:58,940 --> 00:19:01,503
of where the direction
the school is going.

383
00:19:02,632 --> 00:19:03,937
I said, okay, that's good.

384
00:19:03,937 --> 00:19:07,193
That's great, that is
a must. that's a must.

385
00:19:08,290 --> 00:19:13,290
Okay, well, does this
must still matter to you?

386
00:19:13,550 --> 00:19:14,480
That why,

387
00:19:14,480 --> 00:19:17,430
that reason why you're there
does that still matter to you?

388
00:19:18,270 --> 00:19:21,143
And she literally lean back on her chair,

389
00:19:22,860 --> 00:19:24,820
she goes, you know my daughter

390
00:19:24,820 --> 00:19:27,023
hasn't gone to that school in two years.

391
00:19:32,060 --> 00:19:37,060
Well, she knew what she had to do.

392
00:19:38,140 --> 00:19:39,550
She left the school board graciously.

393
00:19:39,550 --> 00:19:41,450
We taught her how to, you know,

394
00:19:41,450 --> 00:19:44,520
graciously say no more
of the school board.

395
00:19:44,520 --> 00:19:47,320
Now she took that time

396
00:19:47,320 --> 00:19:48,870
and she visits her daughter at college.

397
00:19:48,870 --> 00:19:52,110
That was her must, that was
her why, that was the reason.

398
00:19:52,110 --> 00:19:57,110
So things matter, things are musts for us.

399
00:19:57,410 --> 00:20:00,790
But if we go back and
replay the programming

400
00:20:00,790 --> 00:20:03,710
that we've conditioned ourselves too is

401
00:20:03,710 --> 00:20:05,650
can we reset that program?

402
00:20:05,650 --> 00:20:07,743
Does that program still serve us anymore?

403
00:20:08,770 --> 00:20:12,590
And then there's just things that we,

404
00:20:12,590 --> 00:20:14,530
you know, they do matter, they are must.

405
00:20:14,530 --> 00:20:15,860
And there's just things that we have do.

406
00:20:15,860 --> 00:20:18,190
So I say, can we change our attitude

407
00:20:18,190 --> 00:20:20,953
or the way that we go about doing it?

408
00:20:22,870 --> 00:20:23,760
- Yeah.

409
00:20:23,760 --> 00:20:27,080
- And just do a reframe

410
00:20:28,580 --> 00:20:30,170
of how we go about doing this.

411
00:20:30,170 --> 00:20:34,680
You know, I had to do this
with my own children with work,

412
00:20:34,680 --> 00:20:37,040
I was saying, I gotta go to work today,

413
00:20:37,040 --> 00:20:39,090
I own the business, but
I gotta go to work today,

414
00:20:39,090 --> 00:20:39,923
I gotta go to work today.

415
00:20:39,923 --> 00:20:42,050
And I kept saying it, programming.

416
00:20:42,050 --> 00:20:44,130
That's what my dad said, that's
my grandfather, you know,

417
00:20:44,130 --> 00:20:45,173
going to work.

418
00:20:46,579 --> 00:20:50,053
Let's pull that, let's
pull that sentence apart.

419
00:20:51,950 --> 00:20:53,210
What's work about it.

420
00:20:53,210 --> 00:20:54,830
When I got that job,

421
00:20:54,830 --> 00:20:56,580
when I bought that company,

422
00:20:56,580 --> 00:20:59,810
I was so excited about going to work.

423
00:20:59,810 --> 00:21:02,800
So what was it in that word

424
00:21:02,800 --> 00:21:04,790
what's change the word?

425
00:21:04,790 --> 00:21:06,590
What do I like doing when I'm there?

426
00:21:08,880 --> 00:21:10,480
I like serving people.

427
00:21:10,480 --> 00:21:15,410
I love the part of when
somebody got into a car accident

428
00:21:15,410 --> 00:21:18,690
and that's almost as bad as a medical.

429
00:21:18,690 --> 00:21:21,050
That's the next worst thing

430
00:21:21,050 --> 00:21:25,343
to a medical emergency is
the loss of your vehicle.

431
00:21:27,250 --> 00:21:30,040
And I found, and to pull it apart

432
00:21:30,040 --> 00:21:32,440
that I found a way to help people relax

433
00:21:32,440 --> 00:21:33,900
after their car accident.

434
00:21:33,900 --> 00:21:37,240
They left all of their
problems, all of their stress,

435
00:21:37,240 --> 00:21:41,260
all of it, they left it in
our office for us to handle.

436
00:21:41,260 --> 00:21:43,810
And then they went about their day.

437
00:21:43,810 --> 00:21:46,660
And I found I was really,
really good at that.

438
00:21:46,660 --> 00:21:48,983
So when I say to my children,

439
00:21:50,770 --> 00:21:52,235
you're gonna work today?

440
00:21:52,235 --> 00:21:53,510
No, I'm gonna go help people today.

441
00:21:53,510 --> 00:21:54,460
That's a big shift.

442
00:21:56,620 --> 00:21:59,840
So can I change my attitude
about it? You said it,

443
00:21:59,840 --> 00:22:01,497
can I outsource it? Who can I find?

444
00:22:01,497 --> 00:22:04,990
"Who not How" is a great
book by Dan Sullivan.

445
00:22:04,990 --> 00:22:07,660
I encourage every small
business owner and entrepreneur

446
00:22:07,660 --> 00:22:12,620
to grab that book and go
through it as like a textbook

447
00:22:14,940 --> 00:22:19,660
and find your whose, Christina,
you said it so brilliantly,

448
00:22:19,660 --> 00:22:22,810
those people that love
to do that one part,

449
00:22:22,810 --> 00:22:24,460
there's people in my organization

450
00:22:24,460 --> 00:22:26,800
that don't like feel customers,

451
00:22:26,800 --> 00:22:31,800
but the technical part,
they're better than anybody.

452
00:22:32,372 --> 00:22:33,205
And they love it.

453
00:22:33,205 --> 00:22:34,850
Time expands for them.

454
00:22:34,850 --> 00:22:37,363
They get into such a flow.

455
00:22:39,054 --> 00:22:41,300
- And I enjoy being able to create a space

456
00:22:41,300 --> 00:22:44,020
where they like what they do all day long.

457
00:22:44,020 --> 00:22:46,160
Like that gives me happy feelings.

458
00:22:46,160 --> 00:22:49,180
Like instead of me trudging head down,

459
00:22:49,180 --> 00:22:53,470
trying to get through
something that is just painful,

460
00:22:53,470 --> 00:22:55,110
like I would rather create a place

461
00:22:55,110 --> 00:22:57,340
where somebody who has fun with that,

462
00:22:57,340 --> 00:23:00,070
that is their happy place
can come to be happy,

463
00:23:00,070 --> 00:23:03,773
like I have created their
amusement park in my company.

464
00:23:05,240 --> 00:23:07,870
They come there every day, excited.

465
00:23:07,870 --> 00:23:09,880
They like being able to
get on the same rides

466
00:23:09,880 --> 00:23:10,780
over and over again,

467
00:23:10,780 --> 00:23:12,440
have some new rides pop up here and there,

468
00:23:12,440 --> 00:23:14,750
they have a blast, you know,

469
00:23:14,750 --> 00:23:16,900
it's like that to me is
just, it's so much fun.

470
00:23:16,900 --> 00:23:17,920
And I feel like,

471
00:23:17,920 --> 00:23:20,630
I think we think a lot of times that

472
00:23:20,630 --> 00:23:21,610
if somebody else does it,

473
00:23:21,610 --> 00:23:23,720
they won't do the right
thing for the client

474
00:23:23,720 --> 00:23:26,770
and what I've found time and
again is that's just not true

475
00:23:26,770 --> 00:23:29,300
if you put the energy into
finding the right people,

476
00:23:29,300 --> 00:23:31,710
you know, we have a limited
amount of mental calories

477
00:23:31,710 --> 00:23:33,550
that we can expend in a day.

478
00:23:33,550 --> 00:23:35,700
We have to choose where to spend them.

479
00:23:35,700 --> 00:23:38,230
I could choose to keep
doing the work myself,

480
00:23:38,230 --> 00:23:39,740
or I can put that, you know,

481
00:23:39,740 --> 00:23:42,340
energy into how do I find
the right person to do it,

482
00:23:43,550 --> 00:23:45,630
or I can learn something new or

483
00:23:45,630 --> 00:23:47,390
I can put that energy into

484
00:23:47,390 --> 00:23:50,810
how do I find the right person
to do the thing that I need.

485
00:23:50,810 --> 00:23:51,643
And then at the end of the day,

486
00:23:51,643 --> 00:23:53,890
the client gets a better end result.

487
00:23:53,890 --> 00:23:55,880
They get somebody who
actually cares about it,

488
00:23:55,880 --> 00:23:57,420
who makes it their thing.

489
00:23:57,420 --> 00:23:59,910
Who's there as a full-time
parent in this role

490
00:23:59,910 --> 00:24:02,770
where, you know, I was the evil stepmom,

491
00:24:02,770 --> 00:24:07,770
it doesn't work, you know,
so, I love it, I 100% agree.

492
00:24:08,320 --> 00:24:11,290
- And I wanna add to your point

493
00:24:11,290 --> 00:24:12,820
because it's such a great point.

494
00:24:12,820 --> 00:24:16,410
Finding those right
people when you are busy,

495
00:24:16,410 --> 00:24:17,730
when you are stressed out,

496
00:24:17,730 --> 00:24:19,150
when you are in the midst of the brown,

497
00:24:19,150 --> 00:24:21,790
you just need a body, you just need some,

498
00:24:21,790 --> 00:24:23,233
you just need a person.

499
00:24:24,350 --> 00:24:26,880
You're playing on your back foot,

500
00:24:26,880 --> 00:24:30,000
you cannot slow down long enough

501
00:24:30,000 --> 00:24:32,490
to qualify this person for your company,

502
00:24:32,490 --> 00:24:33,820
to get to know this person,

503
00:24:33,820 --> 00:24:37,713
get to know what they like
doing, to ask those questions,

504
00:24:38,700 --> 00:24:42,133
to hire that right person
to your great point.

505
00:24:43,020 --> 00:24:45,540
And when we're slowing down

506
00:24:45,540 --> 00:24:47,623
and getting clear on what we want,

507
00:24:48,570 --> 00:24:51,910
when that person comes
in, oh, my goodness,

508
00:24:51,910 --> 00:24:53,110
we know that you said it,

509
00:24:53,110 --> 00:24:55,570
we know that's the right
person for our company.

510
00:24:55,570 --> 00:24:56,850
We know that's the person

511
00:24:56,850 --> 00:24:59,000
that this is gonna be
their amusement park.

512
00:24:59,970 --> 00:25:02,180
You're like, there they're are,

513
00:25:02,180 --> 00:25:04,150
you're attracting that

514
00:25:04,150 --> 00:25:07,620
and you you've manifested
that perfect person

515
00:25:07,620 --> 00:25:10,406
because you've got clear
on what you wanted.

516
00:25:10,406 --> 00:25:12,900
You know, I love that
point and I just love that,

517
00:25:12,900 --> 00:25:15,840
you know, we're on the same
page with that about people

518
00:25:15,840 --> 00:25:19,910
and you know, it's just so important

519
00:25:19,910 --> 00:25:24,910
to building a great company and
your clients will just want,

520
00:25:25,103 --> 00:25:26,830
you know, just go even more
and validate that point

521
00:25:26,830 --> 00:25:30,140
is your clients will love it,
they will love the experience,

522
00:25:30,140 --> 00:25:33,090
'cause they're having such an interaction

523
00:25:33,090 --> 00:25:36,140
with the people that you've
brought into that organization

524
00:25:36,140 --> 00:25:39,510
and what they've brought
into the organization.

525
00:25:39,510 --> 00:25:42,310
And that's what your customers are buying,

526
00:25:42,310 --> 00:25:43,943
they're buying that outcome.

527
00:25:45,100 --> 00:25:47,520
- Great, and it doesn't make
you any less knowledgeable.

528
00:25:47,520 --> 00:25:50,670
I think we fear sometimes that
if we introduce our clients

529
00:25:50,670 --> 00:25:53,160
to other people who know more than we do,

530
00:25:53,160 --> 00:25:54,850
that they're gonna think less of us.

531
00:25:54,850 --> 00:25:58,060
And in my experience,
that hasn't been the case.

532
00:25:58,060 --> 00:26:00,670
Like I become the curator of
the people that they need.

533
00:26:00,670 --> 00:26:02,550
They see me as the ultimate expert.

534
00:26:02,550 --> 00:26:04,240
I'm the one who can bring
in the right people,

535
00:26:04,240 --> 00:26:05,700
who can introduce the right people,

536
00:26:05,700 --> 00:26:08,240
who has controlled like, hey,
this is what needs to happen

537
00:26:08,240 --> 00:26:12,080
and I've collected the
humans that make this happen.

538
00:26:12,080 --> 00:26:15,580
Like they know more than me
and that's what you want.

539
00:26:15,580 --> 00:26:18,923
And they have greater
respect for you, not less.

540
00:26:20,390 --> 00:26:22,000
- And to add to that point,

541
00:26:22,000 --> 00:26:26,880
because I love that point is
that it puts your personal,

542
00:26:26,880 --> 00:26:30,240
that's where your
personal brand, Christina,

543
00:26:30,240 --> 00:26:32,560
is so important because their,

544
00:26:32,560 --> 00:26:35,750
they came into your world because of you,

545
00:26:35,750 --> 00:26:37,653
they saw something in you,

546
00:26:39,020 --> 00:26:43,423
and now when you put 'em in
with somebody on your team,

547
00:26:44,800 --> 00:26:46,383
they already bought into you.

548
00:26:47,930 --> 00:26:52,600
And now once they see that
dealing with that next person

549
00:26:52,600 --> 00:26:56,667
is just a continuation of
dealing with Christina, right?

550
00:26:58,520 --> 00:27:03,180
It's so valuable subconsciously
with the client because now

551
00:27:03,180 --> 00:27:08,070
they know that this company has
a lot more bandwidth to deal

552
00:27:08,070 --> 00:27:09,800
with more of my problems.

553
00:27:09,800 --> 00:27:11,910
Now they feel more
comfortable trusting you

554
00:27:11,910 --> 00:27:15,500
with other things that they
might not have even known

555
00:27:15,500 --> 00:27:16,830
that they needed.

556
00:27:16,830 --> 00:27:18,580
And that's so valuable, Christina,

557
00:27:18,580 --> 00:27:20,900
I'm so glad you brought that point up

558
00:27:22,210 --> 00:27:23,930
and it goes with specialists

559
00:27:23,930 --> 00:27:25,840
and it goes with the
people that you've curated,

560
00:27:25,840 --> 00:27:27,550
because I would imagine that

561
00:27:27,550 --> 00:27:31,955
you are a go-to for a lot
of people in your sphere,

562
00:27:31,955 --> 00:27:32,923
in your world.

563
00:27:34,964 --> 00:27:35,797
- Definitely.

564
00:27:38,006 --> 00:27:39,727
- And so those things
that we don't like doing,

565
00:27:39,727 --> 00:27:44,360
you know, can we get some,
can we outsource this

566
00:27:44,360 --> 00:27:47,900
to somebody that's way
better on this than we are.

567
00:27:47,900 --> 00:27:49,940
The next thing is really hard because

568
00:27:49,940 --> 00:27:53,215
the program and the languaging as men,

569
00:27:53,215 --> 00:27:56,100
we don't ask for directions is

570
00:27:56,100 --> 00:27:57,960
can I ask for help with it?

571
00:27:57,960 --> 00:27:59,663
Ooh, that's so hard to do.

572
00:28:00,760 --> 00:28:03,640
- Women have it on the flip
side too, though, 'cause like,

573
00:28:03,640 --> 00:28:08,050
we are fighting against
being seen as knowledgeable,

574
00:28:08,050 --> 00:28:10,730
being seen as, you know, in control,

575
00:28:10,730 --> 00:28:12,290
being seen as in charge.

576
00:28:12,290 --> 00:28:14,400
And if we ask too many
questions and be too vulnerable,

577
00:28:14,400 --> 00:28:16,630
people are gonna think that
we're too much of a girl

578
00:28:16,630 --> 00:28:19,110
and we're not capable of handling their,

579
00:28:19,110 --> 00:28:21,150
what they need and being professional.

580
00:28:21,150 --> 00:28:23,600
And so we fight it from
the opposite thing,

581
00:28:23,600 --> 00:28:28,336
but the same problems occur
if I'm not asking for help.

582
00:28:28,336 --> 00:28:32,210
- And what I would tie the
last two points together

583
00:28:32,210 --> 00:28:35,440
when we become that trusted advisor

584
00:28:35,440 --> 00:28:39,200
and we become that trusted
person that is the go-to,

585
00:28:39,200 --> 00:28:44,060
and we've become a friend
first in our network,

586
00:28:44,060 --> 00:28:46,330
we've become the relationship builder,

587
00:28:46,330 --> 00:28:49,800
we've become the no like and trust

588
00:28:49,800 --> 00:28:51,563
as we said in the pre-interview.

589
00:28:52,630 --> 00:28:57,320
Now, if I ask you for help,

590
00:28:57,320 --> 00:29:00,683
you know what place I'm coming
from is asking for help.

591
00:29:02,890 --> 00:29:04,590
So asking for help

592
00:29:04,590 --> 00:29:07,210
and it's one of the hardest
things we do as entrepreneurs

593
00:29:07,210 --> 00:29:09,610
because we're the doers,
we're the, go-geters,

594
00:29:09,610 --> 00:29:12,513
we're the people that
make this stuff happen.

595
00:29:15,360 --> 00:29:16,610
- Afraid to be vulnerable.

596
00:29:16,610 --> 00:29:17,650
- Again that's ego.

597
00:29:17,650 --> 00:29:19,600
That's a clear marker,

598
00:29:19,600 --> 00:29:20,770
that ego slipping in,

599
00:29:20,770 --> 00:29:25,770
so go back to the place of who
can I ask for help with this?

600
00:29:25,920 --> 00:29:29,100
And if you, you know,
go through "Who Not How"

601
00:29:29,100 --> 00:29:32,593
that book is so mind shifting to say,

602
00:29:34,390 --> 00:29:35,410
is there a who for this?

603
00:29:35,410 --> 00:29:37,603
Is there a who in my network for this?

604
00:29:39,831 --> 00:29:42,360
- And I think one thing that
has helped me get people

605
00:29:42,360 --> 00:29:43,730
to be willing to ask for help

606
00:29:43,730 --> 00:29:45,903
is I tell them to look for a mentor.

607
00:29:46,960 --> 00:29:49,670
For some reason, when we say a mentor,

608
00:29:49,670 --> 00:29:51,550
oh, well, that's fine.

609
00:29:51,550 --> 00:29:53,570
But when we say go find
someone you can ask for help,

610
00:29:53,570 --> 00:29:56,720
they're like, eh, but like a mentor,

611
00:29:56,720 --> 00:29:58,530
like mentee relationship, oh, yeah,

612
00:29:58,530 --> 00:30:00,660
oh, that'd be great.

613
00:30:00,660 --> 00:30:01,780
Same thing.

614
00:30:01,780 --> 00:30:03,660
But for some reason,
like you said earlier,

615
00:30:03,660 --> 00:30:06,330
just reframing it in your mind,

616
00:30:06,330 --> 00:30:09,170
if you can say like I have
this very specific problem.

617
00:30:09,170 --> 00:30:11,910
And a lot of times we tend to
think of that problem as like,

618
00:30:11,910 --> 00:30:14,960
I'm really not good at X.

619
00:30:14,960 --> 00:30:16,590
Like, and I lived in this
world for a little while

620
00:30:16,590 --> 00:30:18,620
'cause I was like I'm
really not good with numbers

621
00:30:18,620 --> 00:30:20,690
and I don't know my business
numbers the way I should,

622
00:30:20,690 --> 00:30:23,240
you know, we watch Shark
Tank, we watch The Profit,

623
00:30:23,240 --> 00:30:24,380
and it's like these guys

624
00:30:24,380 --> 00:30:25,800
are just like numbers, numbers, numbers,

625
00:30:25,800 --> 00:30:27,080
I'm like, I can't be a good business owner

626
00:30:27,080 --> 00:30:28,750
'cause I don't know numbers.

627
00:30:28,750 --> 00:30:30,700
And then I interviewed
another lady on this podcast

628
00:30:30,700 --> 00:30:31,870
and she was like every woman,

629
00:30:31,870 --> 00:30:33,960
specifically who tell me

630
00:30:33,960 --> 00:30:35,833
that they don't know numbers,
they're not good at numbers,

631
00:30:35,833 --> 00:30:37,350
they're not good at math,

632
00:30:37,350 --> 00:30:38,860
I asked them what the last thing was

633
00:30:38,860 --> 00:30:39,893
they bought on sale.

634
00:30:41,450 --> 00:30:46,083
It's like, oh, I can do toilet paper math.

635
00:30:48,850 --> 00:30:49,847
You know, if you can do toilet paper math,

636
00:30:49,847 --> 00:30:52,090
you can do business math,
you know, down to like

637
00:30:52,090 --> 00:30:54,990
the squares and the sizes
and you know what I mean?

638
00:30:54,990 --> 00:30:56,540
And like 'cause we've all done it,

639
00:30:56,540 --> 00:30:58,750
you sit there at the
store and you're like,

640
00:30:58,750 --> 00:31:00,730
I'm pretty sure these
are all the same thing,

641
00:31:00,730 --> 00:31:02,460
but you find the right one, right?

642
00:31:02,460 --> 00:31:04,730
So it's like to reframe it
a little bit differently

643
00:31:04,730 --> 00:31:07,370
and say, okay, so it's
not that I'm bad at this,

644
00:31:07,370 --> 00:31:08,770
it's that I don't have experience

645
00:31:08,770 --> 00:31:11,540
in doing it the way I need
to do it in this moment.

646
00:31:11,540 --> 00:31:13,910
How can I go find the
mentor that can help me

647
00:31:13,910 --> 00:31:16,580
that can help me get past this one piece?

648
00:31:16,580 --> 00:31:18,080
And what I found really astounding for me

649
00:31:18,080 --> 00:31:20,860
was I had that person
in my company already

650
00:31:20,860 --> 00:31:22,260
and I just wasn't using her.

651
00:31:23,870 --> 00:31:25,970
So like I had her running
one part of my company

652
00:31:25,970 --> 00:31:27,830
and then coming to find out that

653
00:31:27,830 --> 00:31:30,480
she's an accountant on the side,

654
00:31:30,480 --> 00:31:32,820
she's like Zero certified,
QuickBook certified

655
00:31:32,820 --> 00:31:33,653
and it's like,

656
00:31:36,100 --> 00:31:37,500
but I had to be willing to be vulnerable,

657
00:31:37,500 --> 00:31:38,650
I had to be willing to say like, okay,

658
00:31:38,650 --> 00:31:40,930
I know you work here and
you think I'm amazing,

659
00:31:40,930 --> 00:31:42,063
but let me tell you,

660
00:31:43,890 --> 00:31:45,280
I need help.

661
00:31:45,280 --> 00:31:47,980
And you know, to be that kind
of vulnerable to somebody

662
00:31:47,980 --> 00:31:49,710
who looks up to you in a lot of ways

663
00:31:49,710 --> 00:31:51,250
and works for you and say like, hey,

664
00:31:51,250 --> 00:31:54,000
you know, that was a whole
new level in humbling,

665
00:31:54,000 --> 00:31:56,390
but I am so glad I did it.

666
00:31:56,390 --> 00:31:57,760
And it's just it's great.

667
00:31:57,760 --> 00:32:00,510
The things you can overcome if
you can find the right mentor

668
00:32:00,510 --> 00:32:03,550
to go help you even it's
just a small problem.

669
00:32:03,550 --> 00:32:04,670
And most people are willing to help,

670
00:32:04,670 --> 00:32:06,190
most people want to be helpful humans.

671
00:32:06,190 --> 00:32:07,290
It makes us feel good.

672
00:32:08,830 --> 00:32:11,540
- And I wanna add to your
point about your accountant

673
00:32:11,540 --> 00:32:13,407
and there's a business owner out there

674
00:32:13,407 --> 00:32:16,020
that's listening right now that says,

675
00:32:16,020 --> 00:32:19,820
I can never tell somebody that
they're good at something,

676
00:32:19,820 --> 00:32:22,820
or I can never tell somebody
that I'm not good at something.

677
00:32:24,100 --> 00:32:26,483
Shifting again, reframing,

678
00:32:30,790 --> 00:32:32,800
my commitment we'll have you make is

679
00:32:34,400 --> 00:32:38,590
Mr. and Mrs. Listener is
if you recognize somebody

680
00:32:38,590 --> 00:32:40,800
that's good at something in your company,

681
00:32:40,800 --> 00:32:44,092
just start acknowledging that
they're really good at that,

682
00:32:44,092 --> 00:32:47,293
just start acknowledging
that they're really good at,

683
00:32:47,293 --> 00:32:50,470
man, I noticed you're
really good at numbers, wow.

684
00:32:50,470 --> 00:32:52,960
Just do that for a week,
just prime that for a week.

685
00:32:52,960 --> 00:32:56,600
Prime that for a month before you say,

686
00:32:56,600 --> 00:32:59,270
hey, would you be interested
in taking a look at the,

687
00:32:59,270 --> 00:33:01,260
doing the books? Would that ever be?

688
00:33:01,260 --> 00:33:02,493
Oh, my God, yeah.

689
00:33:03,680 --> 00:33:07,620
But you've been priming
yourself in them for this,

690
00:33:07,620 --> 00:33:10,680
you've been acknowledging
what they're good at.

691
00:33:10,680 --> 00:33:13,470
And sometimes as business
owners, we just, you know,

692
00:33:13,470 --> 00:33:15,670
if you're in the midst of just this,

693
00:33:15,670 --> 00:33:18,070
this overwhelming where
you're just so busy and,

694
00:33:20,264 --> 00:33:22,460
like you said, you had
this person in your company

695
00:33:22,460 --> 00:33:24,053
when you slowed down,

696
00:33:24,980 --> 00:33:28,600
got clear on what it was
that you needed help with,

697
00:33:28,600 --> 00:33:30,630
the person appeared, oh, my goodness,

698
00:33:30,630 --> 00:33:32,500
this person's good at numbers.

699
00:33:32,500 --> 00:33:33,550
- Well, and to your point,

700
00:33:33,550 --> 00:33:36,310
I got back to what I really
was looking for, you know,

701
00:33:36,310 --> 00:33:38,780
like I wanted to scale a company,

702
00:33:38,780 --> 00:33:41,520
I never wanted to be in
the weeds doing the work.

703
00:33:41,520 --> 00:33:42,800
I wanted to do that exit.

704
00:33:42,800 --> 00:33:44,520
I didn't know the language.

705
00:33:44,520 --> 00:33:45,970
I didn't know what I was asking for

706
00:33:45,970 --> 00:33:48,607
until I started talking to
people who had done it, you know,

707
00:33:48,607 --> 00:33:50,820
and then, okay, now I know the language,

708
00:33:50,820 --> 00:33:52,880
now I know about the five exits,

709
00:33:52,880 --> 00:33:55,870
now I know about the different
ways you can be in a company

710
00:33:55,870 --> 00:33:56,930
and not in a company

711
00:33:56,930 --> 00:33:58,177
and how you can structure your companies.

712
00:33:58,177 --> 00:33:59,850
And like, I didn't know those things

713
00:33:59,850 --> 00:34:00,730
until I found the right people

714
00:34:00,730 --> 00:34:04,070
and I got the right kind of
advice and it's like, oh, okay,

715
00:34:04,070 --> 00:34:05,030
that makes a lot of sense,

716
00:34:05,030 --> 00:34:07,410
that's exactly what I wanted
to do this entire time.

717
00:34:07,410 --> 00:34:08,870
And I know I've heard this saying,

718
00:34:08,870 --> 00:34:09,703
I don't know how many times

719
00:34:09,703 --> 00:34:10,700
but entrepreneurs are the people

720
00:34:10,700 --> 00:34:13,640
that will trade one boss for 50, you know,

721
00:34:13,640 --> 00:34:15,720
and I think we don't think
about that sometimes,

722
00:34:15,720 --> 00:34:18,660
we don't really realize
what that does for us

723
00:34:18,660 --> 00:34:19,620
to have clients,

724
00:34:19,620 --> 00:34:22,420
so we have multiple
clients that are our bosses

725
00:34:22,420 --> 00:34:24,270
and we don't realize what we've done.

726
00:34:24,270 --> 00:34:25,380
And we go to work for people

727
00:34:25,380 --> 00:34:28,320
that we would never go to work
for if they offered us a job.

728
00:34:28,320 --> 00:34:30,017
And I know you said like
work mentioned that early on

729
00:34:30,017 --> 00:34:31,433
in the call like work for the people

730
00:34:31,433 --> 00:34:33,290
that you like working
with and things like that.

731
00:34:33,290 --> 00:34:35,370
And that's something we both
kind of share a passion for,

732
00:34:35,370 --> 00:34:37,010
you know, that's a real
thing you need to be doing.

733
00:34:37,010 --> 00:34:39,000
And I think if you look at
every client and you're like,

734
00:34:39,000 --> 00:34:42,170
if you offered me a job
when I come to work for you,

735
00:34:42,170 --> 00:34:44,450
it makes you again, reframe it.

736
00:34:44,450 --> 00:34:46,850
Think about it a little bit differently.

737
00:34:46,850 --> 00:34:49,213
And it's like, would you
still take that client?

738
00:34:50,260 --> 00:34:52,650
No, I wouldn't wanna
work with them every day,

739
00:34:52,650 --> 00:34:53,950
okay, well, why are you...

740
00:34:55,220 --> 00:34:56,053
And people are so afraid,

741
00:34:56,053 --> 00:34:58,010
I think we're afraid to turn down money.

742
00:34:58,010 --> 00:34:59,670
And I found time and time again

743
00:34:59,670 --> 00:35:02,110
that like two things happen
when we turn down money,

744
00:35:02,110 --> 00:35:04,150
one, we free up our time and our energy.

745
00:35:04,150 --> 00:35:05,610
Again, we've only got
so many mental calories

746
00:35:05,610 --> 00:35:07,902
and my one client who's
gonna suck up half of our,

747
00:35:07,902 --> 00:35:10,870
you know, mental calorie load
in a two hour conversation,

748
00:35:10,870 --> 00:35:11,770
not helpful,

749
00:35:11,770 --> 00:35:13,670
we don't have the energy to
put on the things that we need,

750
00:35:13,670 --> 00:35:15,710
it just taps you and you're done.

751
00:35:15,710 --> 00:35:17,890
And then, you know, two,

752
00:35:17,890 --> 00:35:19,490
you end up getting really good

753
00:35:20,430 --> 00:35:23,330
at serving the people that you do like

754
00:35:23,330 --> 00:35:25,700
because you spend more
of your time with them

755
00:35:25,700 --> 00:35:28,420
'cause when you have that
emotionally draining client,

756
00:35:28,420 --> 00:35:29,670
you don't have enough energy left

757
00:35:29,670 --> 00:35:31,510
to be present with your other clients.

758
00:35:31,510 --> 00:35:33,800
So you just kind of coast.

759
00:35:33,800 --> 00:35:35,323
You just do the best you can.

760
00:35:36,260 --> 00:35:38,470
And you know you're not
balancing this fairly

761
00:35:38,470 --> 00:35:40,660
because this person who's not somebody

762
00:35:40,660 --> 00:35:42,438
you should be working with is
taking so much of your time.

763
00:35:42,438 --> 00:35:43,710
These people you do like
working with are kind of,

764
00:35:43,710 --> 00:35:45,070
because they're not being needy

765
00:35:45,070 --> 00:35:46,470
and they're not staying on top of you

766
00:35:46,470 --> 00:35:48,270
they're getting kicked to the curve

767
00:35:48,270 --> 00:35:50,767
and you know you feel bad about
it but you're not fixing it.

768
00:35:50,767 --> 00:35:53,220
But when you really have
time for those people,

769
00:35:53,220 --> 00:35:55,420
then you start listening
and you start hearing

770
00:35:55,420 --> 00:35:57,000
and you start knowing what they want.

771
00:35:57,000 --> 00:35:58,560
And you're like, oh,

772
00:35:58,560 --> 00:36:00,420
well, yeah, that would be
a really simple change.

773
00:36:00,420 --> 00:36:02,960
It would actually save me
time and it would benefit you.

774
00:36:02,960 --> 00:36:04,920
Holy cow, let's do that, that's great.

775
00:36:04,920 --> 00:36:06,910
You know what I mean? So it's like it,

776
00:36:06,910 --> 00:36:09,130
some of these magical things happen

777
00:36:09,130 --> 00:36:11,160
if you just feel the
fear and do it anyway,

778
00:36:11,160 --> 00:36:12,300
and that's a quote from somebody else

779
00:36:12,300 --> 00:36:13,646
I interviewed on the podcast

780
00:36:13,646 --> 00:36:16,045
and I have totally stole
it and made 'em home.

781
00:36:16,045 --> 00:36:17,637
But you just feel the
fear and you do it anyway.

782
00:36:17,637 --> 00:36:18,550
'Cause it's like,

783
00:36:18,550 --> 00:36:20,030
oh, I don't wanna have
to turn down that client.

784
00:36:20,030 --> 00:36:20,880
It's so terrifying.

785
00:36:20,880 --> 00:36:22,170
Do it anyway.

786
00:36:22,170 --> 00:36:23,180
Every guru out there,

787
00:36:23,180 --> 00:36:25,060
everybody who's made it anywhere
in business will tell you,

788
00:36:25,060 --> 00:36:26,850
don't work with the clients
that you don't like,

789
00:36:26,850 --> 00:36:28,520
you know who they are, you know better

790
00:36:28,520 --> 00:36:29,925
and you do it anyway, I'm guilty of this,

791
00:36:29,925 --> 00:36:31,960
I just did it the other
day and I know better,

792
00:36:31,960 --> 00:36:32,853
they went poorly.

793
00:36:34,110 --> 00:36:37,250
It happened, but like feel
the fear, do it anyway.

794
00:36:37,250 --> 00:36:40,840
- And that, I mean ties in so perfectly

795
00:36:40,840 --> 00:36:44,250
with that last thing we talk about,

796
00:36:44,250 --> 00:36:45,730
you know, asking for help.

797
00:36:45,730 --> 00:36:49,860
But if asking you to
overcome, asking for help,

798
00:36:49,860 --> 00:36:50,803
you just said it,

799
00:36:51,680 --> 00:36:54,973
what would happen if I
just stopped doing this?

800
00:36:56,790 --> 00:36:58,160
Can I tell you a story about

801
00:36:58,160 --> 00:37:00,780
what happens when you stop doing things?

802
00:37:00,780 --> 00:37:01,820
- Of course.

803
00:37:01,820 --> 00:37:05,253
- So on our automotive
businesses, we had a client.

804
00:37:08,760 --> 00:37:13,760
Client was significant
revenue for us, 80-20 rule.

805
00:37:15,630 --> 00:37:18,503
It was 80% of our headaches.

806
00:37:20,180 --> 00:37:22,163
Good money, real good money.

807
00:37:23,450 --> 00:37:26,610
So great that on the 19th of every month,

808
00:37:26,610 --> 00:37:31,040
I knew exactly where to get a check from,

809
00:37:31,040 --> 00:37:32,800
that check paid for,

810
00:37:32,800 --> 00:37:36,900
basically, all of our payroll

811
00:37:36,900 --> 00:37:39,530
and most of our expenses
for the entire month.

812
00:37:39,530 --> 00:37:41,590
So on the 19th, go get a check

813
00:37:41,590 --> 00:37:44,843
and my whole month's paid for
just from this one client.

814
00:37:46,631 --> 00:37:47,600
The problem was

815
00:37:49,430 --> 00:37:50,880
my phone didn't stop ringing.

816
00:37:52,010 --> 00:37:54,220
If I went on vacation,
my phone would ring,

817
00:37:54,220 --> 00:37:56,113
my email inbox was always full.

818
00:37:57,070 --> 00:37:58,563
There was no escape.

819
00:38:00,970 --> 00:38:05,740
The person that was doing
this wasn't a bad person.

820
00:38:05,740 --> 00:38:07,440
They were under a lot of stress.

821
00:38:07,440 --> 00:38:10,490
Their company was under a lot of stress

822
00:38:10,490 --> 00:38:15,490
and the way that they
handled their customers,

823
00:38:15,540 --> 00:38:18,290
they expected us to handle them

824
00:38:18,290 --> 00:38:22,003
and give them that needy, needy attention,

825
00:38:22,940 --> 00:38:25,590
because that was the
clients they attracted,

826
00:38:25,590 --> 00:38:26,467
who called them every day

827
00:38:26,467 --> 00:38:27,930
and we were a subcontractor

828
00:38:27,930 --> 00:38:29,630
and then they called us every day.

829
00:38:31,705 --> 00:38:35,740
So now we're caught up
in this hamster wheel of,

830
00:38:35,740 --> 00:38:39,193
well, if we jump off, we're basically,

831
00:38:42,680 --> 00:38:43,513
that's it.

832
00:38:44,440 --> 00:38:46,600
And our mindset was, you know,

833
00:38:46,600 --> 00:38:49,250
we talked a lot about
refocusing and reframing

834
00:38:49,250 --> 00:38:50,333
in this episode.

835
00:38:52,840 --> 00:38:55,380
We were too close to that problem.

836
00:38:55,380 --> 00:38:59,110
We were way too close
to that problem, mentor,

837
00:38:59,110 --> 00:39:00,570
find a mentor.

838
00:39:00,570 --> 00:39:02,520
Who's a mentor that
only works with clients

839
00:39:02,520 --> 00:39:04,250
that they love to work with?

840
00:39:04,250 --> 00:39:06,590
Ooh, we found a mentor for that one.

841
00:39:06,590 --> 00:39:07,640
What did she tell me?

842
00:39:08,670 --> 00:39:11,660
She said, if there's
any bits of resistance,

843
00:39:11,660 --> 00:39:15,223
if there's friction, if
you feel that strongly,

844
00:39:17,130 --> 00:39:19,313
gracefully bow out of the relationship.

845
00:39:21,270 --> 00:39:24,090
That was one of the hardest things

846
00:39:24,090 --> 00:39:26,630
that it ever had to do
as a business owner.

847
00:39:26,630 --> 00:39:30,470
And you'll attest to
this when you turn down,

848
00:39:30,470 --> 00:39:32,453
it's turning down money,

849
00:39:33,880 --> 00:39:34,760
and as you said it,

850
00:39:34,760 --> 00:39:37,233
but it's also freeing up time and energy.

851
00:39:39,810 --> 00:39:44,810
And go back to the first key
of slowing down to realize it,

852
00:39:45,270 --> 00:39:48,550
go to the second key of
getting clear, okay, well,

853
00:39:48,550 --> 00:39:50,570
is money worth my time and energy?

854
00:39:50,570 --> 00:39:52,983
Is this money worth my time and energy?

855
00:39:53,900 --> 00:39:56,840
If it is a challenge

856
00:39:56,840 --> 00:39:58,320
and you can reframe it

857
00:39:58,320 --> 00:40:00,236
and you can go through all the other keys

858
00:40:00,236 --> 00:40:02,180
and you can go through
the other tip, then great.

859
00:40:02,180 --> 00:40:05,693
But if it's just not
working, then just say no.

860
00:40:07,680 --> 00:40:09,580
So can I tell you
something, you said magic.

861
00:40:09,580 --> 00:40:14,090
Can I tell you magic that
happens when you say no

862
00:40:14,090 --> 00:40:17,580
and when you do stay true
to your values and beliefs

863
00:40:17,580 --> 00:40:21,193
and honor your own time
and energy and space?

864
00:40:22,370 --> 00:40:24,170
Okay, we go into the meeting,

865
00:40:24,170 --> 00:40:27,363
we graciously bow out of the relationship,

866
00:40:29,610 --> 00:40:31,103
within two weeks,

867
00:40:32,270 --> 00:40:34,270
when you force things,

868
00:40:34,270 --> 00:40:37,143
when you're just
constantly forcing things,

869
00:40:38,890 --> 00:40:40,253
nothing can happen.

870
00:40:41,810 --> 00:40:44,000
Nothing could just be allowed to happen

871
00:40:44,000 --> 00:40:45,390
because you have to have control.

872
00:40:45,390 --> 00:40:46,500
Ego has to have control.

873
00:40:46,500 --> 00:40:51,500
I have to fix this problem,
I have to solve I, I, I, I,

874
00:40:52,780 --> 00:40:56,870
no, the grass didn't grow.

875
00:40:56,870 --> 00:40:58,980
You didn't make the
grass grow this morning.

876
00:40:58,980 --> 00:41:01,030
You didn't bring the sun up this morning.

877
00:41:02,210 --> 00:41:06,407
So Joe is not making any of this happen.

878
00:41:08,690 --> 00:41:12,990
Just go back to service,
you said it, be in service.

879
00:41:12,990 --> 00:41:16,300
What happens when you're
in service? Magic happens.

880
00:41:16,300 --> 00:41:17,373
Get a phone call.

881
00:41:18,211 --> 00:41:19,940
A client that I didn't even know existed,

882
00:41:19,940 --> 00:41:21,990
was not even on my prospect list,

883
00:41:21,990 --> 00:41:24,990
was not even in my realm of consciousness,

884
00:41:24,990 --> 00:41:27,623
was six minutes from my shop,

885
00:41:29,230 --> 00:41:33,030
calls me, I've never
knew about this client,

886
00:41:33,030 --> 00:41:36,180
I had to Google where their
address was and I said,

887
00:41:36,180 --> 00:41:41,093
oh, my God, their (indistinct)
called me and said,

888
00:41:42,330 --> 00:41:44,450
we have this account,
this is what we want.

889
00:41:44,450 --> 00:41:45,300
This is what we're looking for,

890
00:41:45,300 --> 00:41:46,850
this is what we're not getting.

891
00:41:48,738 --> 00:41:52,860
We Googled auto repair
shops and you were the,

892
00:41:52,860 --> 00:41:54,860
and boy, we've gone through

893
00:41:54,860 --> 00:41:57,453
and you just looked like
great people to deal with.

894
00:41:59,150 --> 00:41:59,983
Huh?

895
00:42:00,920 --> 00:42:02,303
I drove right over there.

896
00:42:03,490 --> 00:42:06,560
Just that first step,
they said, this is better,

897
00:42:06,560 --> 00:42:09,720
just this is better service.

898
00:42:09,720 --> 00:42:12,340
This is better service than we've received

899
00:42:12,340 --> 00:42:14,323
from any of our other vendors.

900
00:42:16,520 --> 00:42:18,937
As long as I've been here this is

901
00:42:18,937 --> 00:42:20,687
what the woman that called me said.

902
00:42:23,080 --> 00:42:25,630
Turned out to be double

903
00:42:27,540 --> 00:42:31,930
of what that client that we graciously

904
00:42:31,930 --> 00:42:34,500
bowed out of the relationship with,

905
00:42:34,500 --> 00:42:37,707
double the revenue of what they have.

906
00:42:38,640 --> 00:42:39,900
- Yeah, I mean, that's what happens

907
00:42:39,900 --> 00:42:41,793
when you get your energy back.

908
00:42:43,464 --> 00:42:45,402
- That works.

909
00:42:45,402 --> 00:42:47,290
- And I think people put so much focus on

910
00:42:47,290 --> 00:42:48,890
how can I reclaim my time

911
00:42:48,890 --> 00:42:52,010
that I think sometimes
we undervalue our energy.

912
00:42:52,010 --> 00:42:53,660
I mean, most people like
when you talk energy,

913
00:42:53,660 --> 00:42:54,810
they kinda like, oh, woo, woo

914
00:42:54,810 --> 00:42:56,360
and some people tune you out.

915
00:42:56,360 --> 00:42:57,440
But like I said,

916
00:42:57,440 --> 00:42:59,010
I like to think of it in mental calories.

917
00:42:59,010 --> 00:43:01,750
You only got so many in a
day where you gonna put 'em,

918
00:43:01,750 --> 00:43:03,670
you know, and if you let
somebody stress you out

919
00:43:03,670 --> 00:43:06,310
and take more of your calories
than they should take,

920
00:43:06,310 --> 00:43:09,110
you just don't have enough
left for the rest of the day.

921
00:43:10,220 --> 00:43:11,480
And it does add up.

922
00:43:11,480 --> 00:43:13,410
I mean like you might have 10 hours left

923
00:43:13,410 --> 00:43:14,243
in the end of your day,

924
00:43:14,243 --> 00:43:15,920
but if you only got two
hours worth of energy

925
00:43:15,920 --> 00:43:18,260
to use in that 10 hours,

926
00:43:18,260 --> 00:43:19,820
you're just not gonna be as productive.

927
00:43:19,820 --> 00:43:21,650
So, I mean, I think you
have to kind of treat

928
00:43:21,650 --> 00:43:24,730
each one equally, like time matters, yes.

929
00:43:24,730 --> 00:43:27,113
Energy matters maybe more so than time.

930
00:43:28,960 --> 00:43:31,560
- And perfect segue into the fourth key,

931
00:43:31,560 --> 00:43:34,340
which is scheduling time for yourself.

932
00:43:34,340 --> 00:43:37,444
And again, that's something
that we forget about.

933
00:43:37,444 --> 00:43:39,420
We'll book that client meeting,

934
00:43:39,420 --> 00:43:41,730
we'll book that call,
we'll book that podcast,

935
00:43:41,730 --> 00:43:43,557
we'll book all these things

936
00:43:43,557 --> 00:43:45,420
and we'll get everything on the calendar,

937
00:43:45,420 --> 00:43:48,213
we'll get it all, we'll
fill up that calendar.

938
00:43:49,660 --> 00:43:52,110
But there's one thing
missing from that calendar.

939
00:43:53,110 --> 00:43:58,110
It's the most important piece
of that calendar to you.

940
00:44:00,490 --> 00:44:02,890
If you are not at a hundred percent,

941
00:44:02,890 --> 00:44:05,897
let's use a cliche,
the old air mask story,

942
00:44:05,897 --> 00:44:06,730
you know, when you go on the plane,

943
00:44:06,730 --> 00:44:08,993
they tell you to put
your air mask on first.

944
00:44:10,190 --> 00:44:15,190
If you're at 60 or 70% and you
are just by the end of a day,

945
00:44:16,124 --> 00:44:18,280
you got nothing left,

946
00:44:18,280 --> 00:44:20,130
you got nothing to give your family,

947
00:44:20,130 --> 00:44:24,450
you got nothing to give
anybody that relies on you

948
00:44:24,450 --> 00:44:26,920
to be at a hundred percent.

949
00:44:26,920 --> 00:44:28,173
You have nothing left.

950
00:44:29,160 --> 00:44:31,280
And you take that into the next day.

951
00:44:31,280 --> 00:44:33,720
And you're just drained
by the end of a week,

952
00:44:33,720 --> 00:44:36,410
and you know, it's TGIF, right?

953
00:44:36,410 --> 00:44:37,880
You get to the end of the week,

954
00:44:37,880 --> 00:44:39,520
you get maybe one or two,

955
00:44:39,520 --> 00:44:42,650
a day and a half basically to recover.

956
00:44:42,650 --> 00:44:46,560
And by, you know, statistics show by 358

957
00:44:46,560 --> 00:44:49,483
on Sunday afternoon, you're
already thinking about Monday.

958
00:44:51,890 --> 00:44:56,120
So, you know, scheduling time for yourself

959
00:44:56,120 --> 00:44:58,260
and having that space in your calendar

960
00:44:58,260 --> 00:45:01,150
where you put yourself in that calendar,

961
00:45:01,150 --> 00:45:03,170
you put 30 minutes, you put 10 minutes,

962
00:45:03,170 --> 00:45:06,920
you put five minutes to
meditate or to reflect

963
00:45:06,920 --> 00:45:08,940
or to celebrate a big win,

964
00:45:08,940 --> 00:45:10,790
or just be thankful that you're here.

965
00:45:13,240 --> 00:45:15,320
I like just the simple exercise.

966
00:45:15,320 --> 00:45:17,920
I like simple things that
don't cost anything to do.

967
00:45:19,310 --> 00:45:21,824
Write down just five things
you're really grateful for.

968
00:45:21,824 --> 00:45:24,423
We're in the season of
Thanksgiving right now.

969
00:45:25,290 --> 00:45:27,210
It should be like that
every day of the week.

970
00:45:27,210 --> 00:45:28,870
It should be like that
every hour of your life,

971
00:45:28,870 --> 00:45:33,460
where you're thinking of one
thing that you can just say,

972
00:45:33,460 --> 00:45:36,102
you know, I know it might
not be going exactly the way

973
00:45:36,102 --> 00:45:39,650
I think it should be going
or just something might

974
00:45:39,650 --> 00:45:40,800
not be right.

975
00:45:40,800 --> 00:45:42,710
But you know what I'm really grateful for?

976
00:45:42,710 --> 00:45:44,190
These other five things.

977
00:45:44,190 --> 00:45:46,563
I'm grateful for the other 10 things.

978
00:45:48,240 --> 00:45:50,770
So scheduling that time for ourselves

979
00:45:50,770 --> 00:45:53,890
to actually go back inside and reflect

980
00:45:53,890 --> 00:45:56,023
on what's going so well.

981
00:45:57,150 --> 00:46:02,060
It's just so, so valuable
to our overall wellbeing

982
00:46:02,060 --> 00:46:05,680
and, you know, contributes
to that time freedom

983
00:46:05,680 --> 00:46:09,930
to where we feel like we got
something in for ourselves.

984
00:46:09,930 --> 00:46:12,100
It's not for everybody else

985
00:46:12,100 --> 00:46:14,560
because that's where resentment seeps in.

986
00:46:14,560 --> 00:46:16,810
And now after that all builds up,

987
00:46:16,810 --> 00:46:19,470
you start resenting that time

988
00:46:19,470 --> 00:46:20,303
that you spent in your business,

989
00:46:20,303 --> 00:46:23,223
you start resenting that very
thing that you're creating.

990
00:46:27,103 --> 00:46:28,310
- I have one like small change I made

991
00:46:28,310 --> 00:46:30,140
to give myself more time in my day.

992
00:46:30,140 --> 00:46:31,410
When, you know, again, I made,

993
00:46:31,410 --> 00:46:33,820
I realized all this and
started making shifts.

994
00:46:33,820 --> 00:46:36,180
A lot of like we're telling
people they need to do

995
00:46:36,180 --> 00:46:38,220
was I was gonna eat lunch every day

996
00:46:38,220 --> 00:46:39,140
'cause when you work from home,

997
00:46:39,140 --> 00:46:41,910
it's really easy for just the
clock to just, and it's gone.

998
00:46:41,910 --> 00:46:43,400
You don't even realize it.

999
00:46:43,400 --> 00:46:46,060
I make time for lunch every
day and while I'm eating lunch,

1000
00:46:46,060 --> 00:46:48,243
I do something not work related.

1001
00:46:49,110 --> 00:46:51,500
You know, 'cause I used to
watch like training videos

1002
00:46:51,500 --> 00:46:53,930
or I would read blogs or
I'd read a business book

1003
00:46:53,930 --> 00:46:55,880
or something like that
while I was eating lunch.

1004
00:46:55,880 --> 00:46:57,000
Seemed fine, why not?

1005
00:46:57,000 --> 00:46:58,410
It's a time to get caught up.

1006
00:46:58,410 --> 00:47:01,940
But making that simple change
to like watching some TV shows

1007
00:47:01,940 --> 00:47:03,970
that's utterly stupid that
I just wanna binge watch,

1008
00:47:03,970 --> 00:47:06,439
that's not work related or you know,

1009
00:47:06,439 --> 00:47:08,340
reading a book that's not work related

1010
00:47:08,340 --> 00:47:11,090
and doing that while I eat lunch.

1011
00:47:11,090 --> 00:47:12,880
It was amazing what kind of energy

1012
00:47:12,880 --> 00:47:15,510
that gave me for the
second half of my day.

1013
00:47:15,510 --> 00:47:16,583
- So valuable.

1014
00:47:17,720 --> 00:47:20,490
- And tiny steps, like they
don't have to be big ones.

1015
00:47:20,490 --> 00:47:24,310
They can be tiny ones,
but it helps, you know.

1016
00:47:25,520 --> 00:47:29,350
- And these little things that we do,

1017
00:47:29,350 --> 00:47:31,760
these little things that add up,

1018
00:47:31,760 --> 00:47:35,728
you know, if you're going to
go on a hundred mile journey,

1019
00:47:35,728 --> 00:47:38,460
you're just a half a degree off.

1020
00:47:38,460 --> 00:47:40,520
You're not gonna notice
it in the beginning,

1021
00:47:40,520 --> 00:47:42,500
you won't notice it.

1022
00:47:42,500 --> 00:47:44,033
But when you get to that
a hundred mile, you know,

1023
00:47:44,033 --> 00:47:47,280
when you get to that far
out destination, you know,

1024
00:47:47,280 --> 00:47:50,563
where you were supposed to
be here and now you're here,

1025
00:47:51,620 --> 00:47:52,837
you veered off, so, you know,

1026
00:47:52,837 --> 00:47:56,670
and it's just that those
little micro steps in a day,

1027
00:47:56,670 --> 00:48:00,670
in a week, in a year
that add up and you know,

1028
00:48:00,670 --> 00:48:04,830
the last key of this, the five keys

1029
00:48:04,830 --> 00:48:06,610
is that take daily action.

1030
00:48:06,610 --> 00:48:11,610
And one of my favorite things to discuss

1031
00:48:14,920 --> 00:48:16,000
with a business owner

1032
00:48:16,000 --> 00:48:19,150
are where are the
opportunities they have to give

1033
00:48:20,450 --> 00:48:24,170
that they might be missing
out on a daily basis.

1034
00:48:24,170 --> 00:48:26,410
And most times they're
thinking about giving

1035
00:48:26,410 --> 00:48:27,300
as like, you know,

1036
00:48:27,300 --> 00:48:29,600
writing a thousand dollars check or,

1037
00:48:29,600 --> 00:48:34,140
you know, giving something,
parting ways with an item

1038
00:48:34,140 --> 00:48:35,630
or giving somebody, you know.

1039
00:48:35,630 --> 00:48:38,710
- It can be as simple as
make someone smile today,

1040
00:48:38,710 --> 00:48:39,543
go out of your way

1041
00:48:39,543 --> 00:48:41,750
to intentionally make
someone smile every day.

1042
00:48:42,690 --> 00:48:47,690
- Yes, and I like to call
it giving outside of the box

1043
00:48:50,460 --> 00:48:52,870
and it's those simple
things that you could do.

1044
00:48:52,870 --> 00:48:55,130
I like give time and attention,

1045
00:48:55,130 --> 00:48:58,560
give people your attention
and your focused,

1046
00:48:58,560 --> 00:49:00,080
when you're on with that client.

1047
00:49:00,080 --> 00:49:02,350
When you're in the line
at the supermarket,

1048
00:49:02,350 --> 00:49:07,350
when you're driving with your friend,

1049
00:49:07,430 --> 00:49:11,370
focus on them, give them
attention, give them focus.

1050
00:49:11,370 --> 00:49:14,490
I have to tell you some
of the best conversations

1051
00:49:14,490 --> 00:49:17,820
and some of the deepest
conversations I've had

1052
00:49:17,820 --> 00:49:22,220
were when I was fully
present in that moment.

1053
00:49:22,220 --> 00:49:27,220
And I've had amazing ideas come from that,

1054
00:49:27,360 --> 00:49:31,120
I've been able to help
others develop ideas

1055
00:49:31,120 --> 00:49:36,120
with just attention, time
and focus costs nothing.

1056
00:49:36,810 --> 00:49:39,593
You said it, give a smile.

1057
00:49:39,593 --> 00:49:40,570
You know, when you smile,

1058
00:49:40,570 --> 00:49:42,723
the whole world smiles with you, right?

1059
00:49:45,130 --> 00:49:47,943
And smile.

1060
00:49:49,410 --> 00:49:51,080
- It's amazing what that does, you know,

1061
00:49:51,080 --> 00:49:52,450
'cause I mean, I tell people all the time,

1062
00:49:52,450 --> 00:49:53,800
you need to be a helpful human,

1063
00:49:53,800 --> 00:49:56,080
you need to think about how
you can help your customers.

1064
00:49:56,080 --> 00:49:57,396
You need to think about

1065
00:49:57,396 --> 00:49:58,700
how you can help the people in your life.

1066
00:49:58,700 --> 00:50:02,760
If you make it your mission
to make every customer smile,

1067
00:50:02,760 --> 00:50:04,550
like we're in a ton of
Zoom calls nowadays, right?

1068
00:50:04,550 --> 00:50:05,930
Like that's just the norm.

1069
00:50:05,930 --> 00:50:07,290
If you're in a Zoom call and you say,

1070
00:50:07,290 --> 00:50:08,570
I am not gonna leave this call

1071
00:50:08,570 --> 00:50:10,670
without making them smile about something,

1072
00:50:11,610 --> 00:50:13,733
you will see the relationship shift.

1073
00:50:14,780 --> 00:50:16,440
You know, you'll see that they start being

1074
00:50:16,440 --> 00:50:18,710
a lot more comfortable
and you stop dreading

1075
00:50:18,710 --> 00:50:20,300
these meetings as much,

1076
00:50:20,300 --> 00:50:22,400
you start looking forward to them because

1077
00:50:22,400 --> 00:50:25,030
they're gonna feed you energy back.

1078
00:50:25,030 --> 00:50:27,110
And we talked about energy,
making someone else smile,

1079
00:50:27,110 --> 00:50:28,570
making someone else happy,

1080
00:50:28,570 --> 00:50:29,940
making an impact on someone else

1081
00:50:29,940 --> 00:50:32,330
gives you back some of your energy,

1082
00:50:32,330 --> 00:50:35,336
you know, it gives you
back more than you put out.

1083
00:50:35,336 --> 00:50:37,640
- And you give compliments,
compliment people,

1084
00:50:37,640 --> 00:50:39,360
you know, go back to, you
know, you were saying,

1085
00:50:39,360 --> 00:50:42,150
going back to sometimes
we're afraid to be vulnerable

1086
00:50:42,150 --> 00:50:43,780
and give somebody that feedback

1087
00:50:43,780 --> 00:50:46,260
and that job well done.

1088
00:50:46,260 --> 00:50:47,960
Give our employees compliments,

1089
00:50:47,960 --> 00:50:51,220
give our clients compliments, you know,

1090
00:50:51,220 --> 00:50:53,977
client page on time, call them
up and give 'em a compliment.

1091
00:50:53,977 --> 00:50:57,190
You know, you always pay me right on time.

1092
00:50:57,190 --> 00:50:59,373
You always pay your bills right on time.

1093
00:51:02,970 --> 00:51:05,460
Business owner that is
listening out there,

1094
00:51:05,460 --> 00:51:07,530
entrepreneur that's listening out there.

1095
00:51:07,530 --> 00:51:09,990
You start giving compliments

1096
00:51:09,990 --> 00:51:13,570
to the people that you
work with on a daily basis.

1097
00:51:13,570 --> 00:51:17,690
Your business will be in a
different position one month,

1098
00:51:17,690 --> 00:51:20,450
three months, one year from now

1099
00:51:20,450 --> 00:51:22,030
if you just do that,

1100
00:51:22,030 --> 00:51:24,250
if you don't do anything else

1101
00:51:24,250 --> 00:51:29,250
other than just give people
compliments throughout your day,

1102
00:51:30,300 --> 00:51:33,070
one thing, I guarantee you,

1103
00:51:33,070 --> 00:51:37,100
your business will look
exponentially different

1104
00:51:37,100 --> 00:51:38,023
next quarter.

1105
00:51:39,230 --> 00:51:40,430
- Yep.

1106
00:51:40,430 --> 00:51:41,860
And it turns into referrals,

1107
00:51:41,860 --> 00:51:44,480
it turns into more
longevity with your clients.

1108
00:51:44,480 --> 00:51:46,040
It turns into better relationships

1109
00:51:46,040 --> 00:51:47,280
with the people in your life.

1110
00:51:47,280 --> 00:51:49,150
Like I feel like sometimes people are,

1111
00:51:49,150 --> 00:51:51,810
they struggle to understand the benefit.

1112
00:51:51,810 --> 00:51:53,970
So I just, I go back to that
feel if you're doing it anyway,

1113
00:51:53,970 --> 00:51:56,650
kind of thing like do it first.

1114
00:51:56,650 --> 00:51:58,450
What do you get to lose?

1115
00:51:58,450 --> 00:52:02,010
You'll understand why after
you've done it for a bit.

1116
00:52:02,010 --> 00:52:04,110
If you don't understand now, do it anyway.

1117
00:52:05,930 --> 00:52:08,500
I promise it'll kick in

1118
00:52:08,500 --> 00:52:09,500
and you'll figure it out

1119
00:52:09,500 --> 00:52:12,620
once you've done it for a
little bit, it just clicks.

1120
00:52:12,620 --> 00:52:15,080
- You said something before about mentors

1121
00:52:15,080 --> 00:52:17,140
and this point about, you know,

1122
00:52:17,140 --> 00:52:18,910
next point about giving

1123
00:52:18,910 --> 00:52:21,710
goes back to mentors because this is

1124
00:52:21,710 --> 00:52:26,025
often overlooked piece of giving

1125
00:52:26,025 --> 00:52:30,620
as it relates to mentors
is when you sit down,

1126
00:52:30,620 --> 00:52:32,320
when a mentor takes time with you,

1127
00:52:32,320 --> 00:52:34,860
especially when a mentor
doesn't, you know, you don't,

1128
00:52:34,860 --> 00:52:36,670
they don't charge you for any of this,

1129
00:52:36,670 --> 00:52:40,743
like you're actually gaining
and downloading information,

1130
00:52:43,150 --> 00:52:48,150
give them the honor that they
deserve for taking the time

1131
00:52:48,650 --> 00:52:51,750
to impart this wisdom on you.

1132
00:52:51,750 --> 00:52:55,000
And some of the ways that I've
learned to give honor back

1133
00:52:55,000 --> 00:52:59,370
is give them feedback on what
the advice that they give you,

1134
00:52:59,370 --> 00:53:02,313
give examples of how that
worked in your business.

1135
00:53:03,370 --> 00:53:06,450
Give them the feedback,

1136
00:53:06,450 --> 00:53:09,930
you have to tell them
how it worked for you,

1137
00:53:09,930 --> 00:53:13,223
because now as you're
giving that back to them,

1138
00:53:14,080 --> 00:53:17,340
first of all, it's validating for them,

1139
00:53:17,340 --> 00:53:21,383
plus it lets them know that
you are actually doing it.

1140
00:53:23,030 --> 00:53:24,563
- Well that's one of the
best ways you can give back

1141
00:53:24,563 --> 00:53:27,070
to a business is to give
them positive feedback

1142
00:53:27,070 --> 00:53:29,760
because and give them
permission to use it.

1143
00:53:29,760 --> 00:53:34,760
Do a video, do a written
testimonial, do something and say,

1144
00:53:34,830 --> 00:53:38,060
please feel free to use
this in your marketing

1145
00:53:38,060 --> 00:53:40,140
is my way of saying thank you.

1146
00:53:40,140 --> 00:53:43,434
Like you can totally give back
to businesses by doing that,

1147
00:53:43,434 --> 00:53:45,630
especially if you will go that next step

1148
00:53:45,630 --> 00:53:47,340
and you will give them video.

1149
00:53:47,340 --> 00:53:49,090
So it's like, one of
the things I like to do

1150
00:53:49,090 --> 00:53:51,230
is I'll give people short
video and a long video,

1151
00:53:51,230 --> 00:53:52,760
and then I'll give them
a short testimonial

1152
00:53:52,760 --> 00:53:53,940
and a long testimonial.

1153
00:53:53,940 --> 00:53:54,873
So like one that they can use,

1154
00:53:54,873 --> 00:53:56,343
like the longer one,

1155
00:53:56,343 --> 00:53:57,710
they can use it in their references list

1156
00:53:57,710 --> 00:53:58,660
and things along those lines

1157
00:53:58,660 --> 00:54:00,650
when they're going after bigger projects.

1158
00:54:00,650 --> 00:54:03,090
The short ones they can
put on their website

1159
00:54:03,090 --> 00:54:05,270
and they can use them in different
areas in their marketing.

1160
00:54:05,270 --> 00:54:07,320
And if somebody has really
given you a lot of value

1161
00:54:07,320 --> 00:54:09,290
and you can do those few
things back for them,

1162
00:54:09,290 --> 00:54:10,740
it really doesn't take you long.

1163
00:54:10,740 --> 00:54:12,670
There's like 30 minutes
to an hour of your life.

1164
00:54:12,670 --> 00:54:15,170
And you have given them some
of the best marketing tools

1165
00:54:15,170 --> 00:54:18,490
that they can use to help
get more clients like you,

1166
00:54:18,490 --> 00:54:20,290
even if you didn't have to pay them.

1167
00:54:21,528 --> 00:54:25,220
That's a great trade every time

1168
00:54:25,220 --> 00:54:26,150
'cause those are so hard to get,

1169
00:54:26,150 --> 00:54:27,290
I mean, we all know as a business owner,

1170
00:54:27,290 --> 00:54:30,500
it is so hard to get
like video testimonials.

1171
00:54:30,500 --> 00:54:32,590
So that can be a huge thing.

1172
00:54:32,590 --> 00:54:34,520
- And giving back to our mentors

1173
00:54:34,520 --> 00:54:36,380
that are imparting this wisdom on us,

1174
00:54:36,380 --> 00:54:41,270
just some technical things,
be on time for your mentor,

1175
00:54:41,270 --> 00:54:42,750
honor their time.

1176
00:54:42,750 --> 00:54:43,820
If they tell you that you're gonna

1177
00:54:43,820 --> 00:54:45,550
jump on a Zoom at nine o'clock,

1178
00:54:45,550 --> 00:54:47,720
be there five minutes early for them,

1179
00:54:47,720 --> 00:54:49,880
really honor their time.

1180
00:54:49,880 --> 00:54:50,730
Honor the commitment.

1181
00:54:50,730 --> 00:54:53,883
If you say you're gonna be
on, you know, once a week,

1182
00:54:54,810 --> 00:54:56,730
honor that commitment.

1183
00:54:56,730 --> 00:54:58,683
And if you, if something comes up,

1184
00:54:59,680 --> 00:55:01,770
let them know ahead of
time, honor their time,

1185
00:55:01,770 --> 00:55:04,070
honor the commitments that you make

1186
00:55:04,070 --> 00:55:07,160
when you get off of those
calls, honor your work.

1187
00:55:07,160 --> 00:55:10,190
Have you committed to in that call?

1188
00:55:10,190 --> 00:55:13,590
So giving honor back to your mentors

1189
00:55:13,590 --> 00:55:15,220
is one of the most valuable pieces.

1190
00:55:15,220 --> 00:55:18,650
And Christine, I can't tell
you how many times that

1191
00:55:18,650 --> 00:55:21,790
it's led to other mentoring
opportunities where

1192
00:55:21,790 --> 00:55:23,510
they've said, you know,

1193
00:55:23,510 --> 00:55:26,540
you were asking about this
problem, we were working on this.

1194
00:55:26,540 --> 00:55:29,177
I met somebody that would
really, really benefit

1195
00:55:29,177 --> 00:55:33,193
and you get so much access
through your mentors.

1196
00:55:36,550 --> 00:55:39,580
And there's more, you know, giving keys,

1197
00:55:39,580 --> 00:55:42,660
but the last one that I
really wanted to focus on

1198
00:55:42,660 --> 00:55:45,433
is giving other people hope.

1199
00:55:46,370 --> 00:55:48,998
You know, we live in a day
and age where the world,

1200
00:55:48,998 --> 00:55:51,170
if you watch the news which I don't,

1201
00:55:51,170 --> 00:55:52,870
if you listen to the bad social media,

1202
00:55:52,870 --> 00:55:57,150
if you listen to all the
stuff that's going on outside,

1203
00:55:57,150 --> 00:55:58,783
outside of ourselves,

1204
00:56:00,100 --> 00:56:03,570
it sounds like the world is
going a hell on a hand basket,

1205
00:56:03,570 --> 00:56:07,270
but there are people, Christina,

1206
00:56:07,270 --> 00:56:09,380
you're now one of, you know,

1207
00:56:09,380 --> 00:56:13,320
my people that I could say
this unequivocally about,

1208
00:56:13,320 --> 00:56:16,920
you're one of those people
that give hope, give hope,

1209
00:56:16,920 --> 00:56:18,203
that's the giving key,

1210
00:56:19,340 --> 00:56:20,754
give hope that this world

1211
00:56:20,754 --> 00:56:22,040
is not going to hell in a hand basket,

1212
00:56:22,040 --> 00:56:23,490
that there are people out there

1213
00:56:23,490 --> 00:56:28,330
that wanna help and empower
other people, business owners,

1214
00:56:28,330 --> 00:56:31,590
humans, just, they wanna make
this world a better place.

1215
00:56:31,590 --> 00:56:34,870
And I think that's one of
the most important things

1216
00:56:34,870 --> 00:56:38,120
that we can give each other is hope that

1217
00:56:38,120 --> 00:56:39,690
you're in this business, you're in it

1218
00:56:39,690 --> 00:56:44,440
to financially grow, you're
in it to personally grow,

1219
00:56:44,440 --> 00:56:48,070
you're in it to help other
people and other businesses grow.

1220
00:56:48,070 --> 00:56:49,763
And that gives hope.

1221
00:56:50,730 --> 00:56:52,900
And when you're doing
it at such a high level,

1222
00:56:52,900 --> 00:56:56,060
when you're serving it
at such a high level,

1223
00:56:56,060 --> 00:56:58,870
when you smile, when you
have a positive attitude,

1224
00:56:58,870 --> 00:57:01,800
when you're giving compliments,
when you're giving feedback.

1225
00:57:01,800 --> 00:57:04,863
And when you're just putting all that out,

1226
00:57:05,720 --> 00:57:06,650
you leave that call.

1227
00:57:06,650 --> 00:57:09,640
It's such a renewed energy that

1228
00:57:10,600 --> 00:57:13,110
the ripple will never know, Christina,

1229
00:57:13,110 --> 00:57:17,243
will never know how big that
ripple that we created is.

1230
00:57:18,730 --> 00:57:21,930
- Yep, it's why we like
motivational speakers, right?

1231
00:57:21,930 --> 00:57:25,650
We just absorb the positive
vibes that they're putting out

1232
00:57:25,650 --> 00:57:27,010
and it makes us feel good.

1233
00:57:27,010 --> 00:57:28,537
That's why so many people
watch these speakers

1234
00:57:28,537 --> 00:57:30,424
and they buy whatever they sell.

1235
00:57:30,424 --> 00:57:32,010
They don't even know what
it is most of the time,

1236
00:57:32,010 --> 00:57:34,553
they buy because they feel
good and they just want more.

1237
00:57:34,553 --> 00:57:37,460
They want to be in their world more.

1238
00:57:37,460 --> 00:57:39,007
We like being around
people that are positive.

1239
00:57:39,007 --> 00:57:40,390
And as a business owner,

1240
00:57:40,390 --> 00:57:43,020
that directly translates into revenue.

1241
00:57:43,020 --> 00:57:45,620
I mean, it just does
whether it's from referrals,

1242
00:57:45,620 --> 00:57:48,010
whether it's from
customers staying longer,

1243
00:57:48,010 --> 00:57:50,190
whether it's from a shortened sales cycle,

1244
00:57:50,190 --> 00:57:53,010
whatever you wanna put into
the marketing sales world,

1245
00:57:53,010 --> 00:57:55,350
being a helpful human
with a positive energy,

1246
00:57:55,350 --> 00:57:58,680
that's willing to help people
first and profit later,

1247
00:57:58,680 --> 00:58:01,622
it always generates
revenue, like there's like,

1248
00:58:01,622 --> 00:58:06,290
don't take bad clients,
you know, there is a line,

1249
00:58:06,290 --> 00:58:08,050
you know, but go out
there and help people,

1250
00:58:08,050 --> 00:58:09,917
go out there and help the
people that you wanna help

1251
00:58:09,917 --> 00:58:11,800
and that you can be that
positive force in their life for

1252
00:58:11,800 --> 00:58:14,040
and if you can't be a positive
force for these people

1253
00:58:14,040 --> 00:58:17,530
because you just don't get
along, don't work with them,

1254
00:58:17,530 --> 00:58:19,350
let them go with someone else
who they do get along with.

1255
00:58:19,350 --> 00:58:24,350
- And I like to just add to
that cause that's so brilliant.

1256
00:58:24,720 --> 00:58:28,806
Also being like, you're
a person that's a hub.

1257
00:58:28,806 --> 00:58:30,993
You've collected all these people.

1258
00:58:32,150 --> 00:58:33,610
They might not be a right fit for you,

1259
00:58:33,610 --> 00:58:35,830
but if you listen and
you've give them time,

1260
00:58:35,830 --> 00:58:39,580
focus and attention, you
know who in your network,

1261
00:58:39,580 --> 00:58:41,147
you can point them in the direction to,

1262
00:58:41,147 --> 00:58:44,610
and you could still be in
service to that person,

1263
00:58:44,610 --> 00:58:48,350
so you're still giving them value.

1264
00:58:48,350 --> 00:58:52,313
And now you're giving somebody
else value in your network.

1265
00:58:53,420 --> 00:58:55,470
- Yep, and now I have kept you

1266
00:58:55,470 --> 00:58:57,510
for like almost an entire hour

1267
00:58:57,510 --> 00:58:59,330
and I apologize for making it so long,

1268
00:58:59,330 --> 00:59:02,080
but I think this was so much good stuff.

1269
00:59:02,080 --> 00:59:05,460
So wrapping up, is there
any final advice or tips

1270
00:59:05,460 --> 00:59:07,510
and then like how can someone find you?

1271
00:59:07,510 --> 00:59:08,880
What do you do?

1272
00:59:08,880 --> 00:59:10,070
Who do you like to work with?

1273
00:59:10,070 --> 00:59:12,530
- I love working with
small business owners.

1274
00:59:12,530 --> 00:59:16,780
I love working with business
owners that wanna grow.

1275
00:59:16,780 --> 00:59:20,630
They want to feel more successful.

1276
00:59:20,630 --> 00:59:24,080
They to have that level of success

1277
00:59:24,080 --> 00:59:25,340
where they might be in business

1278
00:59:25,340 --> 00:59:27,000
and the revenue might be there,

1279
00:59:27,000 --> 00:59:30,340
they just, you know, it
doesn't feel successful.

1280
00:59:30,340 --> 00:59:32,670
And they've gotten to that point

1281
00:59:32,670 --> 00:59:34,880
where they're near burnout
and they feel like they just,

1282
00:59:34,880 --> 00:59:37,140
they have to touch
everything in their business.

1283
00:59:37,140 --> 00:59:39,430
And they're at that wall

1284
00:59:39,430 --> 00:59:42,260
where they can't take time
away from their business.

1285
00:59:42,260 --> 00:59:45,020
And it feels like the business runs them

1286
00:59:45,020 --> 00:59:47,450
and they do not run their own business.

1287
00:59:47,450 --> 00:59:49,490
And it's just a full time job for them.

1288
00:59:49,490 --> 00:59:53,660
I love, love, love, love
working with those people.

1289
00:59:53,660 --> 00:59:55,380
And it's just an honor

1290
00:59:55,380 --> 00:59:58,680
to have conversations
with people like that.

1291
00:59:58,680 --> 01:00:03,070
So on my website is Joeperrone.biz

1292
01:00:03,070 --> 01:00:05,070
and the five keys to time freedom,

1293
01:00:05,070 --> 01:00:07,123
you just do Joeperrone.biz/fivekeys,

1294
01:00:08,820 --> 01:00:12,120
you get a link, you put
your email in, I don't spam,

1295
01:00:12,120 --> 01:00:14,200
you'll get just some cool emails

1296
01:00:14,200 --> 01:00:17,110
that tie right back into the five keys.

1297
01:00:17,110 --> 01:00:19,760
And you can opt out at any time,

1298
01:00:19,760 --> 01:00:21,560
but get the Five Keys, it's free.

1299
01:00:21,560 --> 01:00:23,520
There's a time tracker with it.

1300
01:00:23,520 --> 01:00:25,830
And I would love for your
listeners to have it.

1301
01:00:25,830 --> 01:00:28,940
And just to be able to add
value to their businesses

1302
01:00:28,940 --> 01:00:33,023
just off that first entry
point would be so valuable.

1303
01:00:33,930 --> 01:00:35,700
- Awesome, and I'll make sure the link is

1304
01:00:35,700 --> 01:00:37,260
wherever you're watching this video at

1305
01:00:37,260 --> 01:00:38,890
'cause we put it all over the internet.

1306
01:00:38,890 --> 01:00:41,200
The link will be near it
somewhere on the page.

1307
01:00:41,200 --> 01:00:43,780
So look around for it,
it'll be there. Thank you.

1308
01:00:43,780 --> 01:00:45,470
This has been like absolutely amazing.

1309
01:00:45,470 --> 01:00:46,303
So I mean guys,

1310
01:00:46,303 --> 01:00:48,590
if you're telling yourself
I need to clone myself,

1311
01:00:48,590 --> 01:00:50,530
I need more hours in a day.

1312
01:00:50,530 --> 01:00:53,230
If you find yourself
apologizing to a spouse

1313
01:00:53,230 --> 01:00:54,120
or significant other,

1314
01:00:54,120 --> 01:00:55,250
if find yourself apologizing

1315
01:00:55,250 --> 01:00:57,400
to a kid for missing the one thing,

1316
01:00:57,400 --> 01:00:59,313
you probably need to go talk to Joe.

1317
01:01:01,660 --> 01:01:03,340
So thank you so much for coming on.

1318
01:01:03,340 --> 01:01:04,780
- Oh, Christina, it was my pleasure.

1319
01:01:04,780 --> 01:01:06,650
Thanks so much, I
enjoyed the conversation.

1320
01:01:06,650 --> 01:01:09,130
This hour flew by, it was awesome.

1321
01:01:09,130 --> 01:01:11,456
- I know it was so fast, I
just looked at the timer,

1322
01:01:11,456 --> 01:01:13,680
I was like, ah, okay.

1323
01:01:13,680 --> 01:01:16,210
So entrepreneurs, guys, this
is your call to take action.

1324
01:01:16,210 --> 01:01:18,140
like head over to etatoday.zone

1325
01:01:18,140 --> 01:01:19,200
and learn how to build a business

1326
01:01:19,200 --> 01:01:20,370
that enables your lifestyle

1327
01:01:20,370 --> 01:01:22,040
instead of taking over your life.

1328
01:01:22,040 --> 01:01:22,873
Until next time.

1329
01:01:25,724 --> 01:01:28,307
(upbeat music)