1 00:00:00,000 --> 00:00:02,440 Bob was being a virtual assistant. 2 00:00:02,440 --> 00:00:04,240 So I actually appreciate a lot. 3 00:00:04,240 --> 00:00:05,080 Nice. 4 00:00:05,080 --> 00:00:07,940 What it is and because of that, 5 00:00:07,940 --> 00:00:09,560 it helped me grow so much 6 00:00:09,560 --> 00:00:11,120 and just having that experience 7 00:00:11,120 --> 00:00:14,160 or that person that became an actual mentor. 8 00:00:14,160 --> 00:00:17,120 To me, that's something that's... 9 00:00:17,120 --> 00:00:18,280 They did it right. 10 00:00:19,800 --> 00:00:20,640 That's awesome, man. 11 00:00:20,640 --> 00:00:21,460 They did it right. 12 00:00:21,460 --> 00:00:22,440 A lot of times people don't 13 00:00:22,440 --> 00:00:23,760 and it's so important to do that. 14 00:00:23,760 --> 00:00:25,840 So yeah, how about... 15 00:00:25,840 --> 00:00:26,680 All right. 16 00:00:30,120 --> 00:00:33,280 Welcome in to Vision Pros Live. 17 00:00:33,280 --> 00:00:35,680 With Jackson Callum, I'm your show host. 18 00:00:35,680 --> 00:00:36,800 We'll be doing interviews 19 00:00:36,800 --> 00:00:40,000 for visionary entrepreneurs and guests, 20 00:00:40,000 --> 00:00:43,120 guest leaders who are building fantastic visions out there. 21 00:00:43,120 --> 00:00:46,360 Ultimately, I just wanna go through some of the things 22 00:00:46,360 --> 00:00:48,200 that might help you with your vision. 23 00:00:48,200 --> 00:00:50,240 So if you have a vision that you're pursuing, 24 00:00:50,240 --> 00:00:51,560 drop a link in the comments 25 00:00:51,560 --> 00:00:52,520 and let us know what that is. 26 00:00:52,520 --> 00:00:54,880 If that's a business or a brand, 27 00:00:54,880 --> 00:00:58,560 if it's a nonprofit that you run, 28 00:00:58,560 --> 00:01:01,080 be happy to promote it, be happy to talk to you about it. 29 00:01:01,080 --> 00:01:02,920 And if you'd like to apply to be on Vision Pros 30 00:01:02,920 --> 00:01:04,480 and be interviewed about that vision, 31 00:01:04,480 --> 00:01:25,440 by all means, feel free to reach out. 32 00:01:25,440 --> 00:01:26,520 Hey, hey, hey visionaries 33 00:01:26,520 --> 00:01:28,600 and welcome to Vision Pros Live. 34 00:01:28,600 --> 00:01:30,120 I'm your host, Jackson Callum, 35 00:01:30,120 --> 00:01:32,680 founder of First Class Business Co-Founder, 36 00:01:32,680 --> 00:01:34,760 Available Health CEO of Podbooker, 37 00:01:34,760 --> 00:01:36,400 and we're gonna be talking about 38 00:01:36,400 --> 00:01:38,520 the art of hiring virtual assistants 39 00:01:38,520 --> 00:01:40,400 and how to maximize your dollar 40 00:01:40,400 --> 00:01:43,240 by hiring outstanding VAs. 41 00:01:43,240 --> 00:01:46,040 There's several secrets that I'd like to share with you today. 42 00:01:46,040 --> 00:01:49,080 Some of them will, for some of you, seem like common sense, 43 00:01:49,080 --> 00:01:51,720 but others just haven't had the opportunity to do it. 44 00:01:51,720 --> 00:01:53,560 Plus, there's a lot of misunderstandings 45 00:01:53,560 --> 00:01:55,360 about what a virtual assistant is, 46 00:01:55,360 --> 00:01:58,800 what they're capable of doing, where they have to live, 47 00:01:58,800 --> 00:02:00,680 what's the difference between a virtual assistant 48 00:02:00,680 --> 00:02:04,440 and an employee versus a contractor? 49 00:02:04,440 --> 00:02:06,960 There's a lot to learn about the process. 50 00:02:06,960 --> 00:02:09,480 And if you go about learning about it the right way, 51 00:02:09,480 --> 00:02:12,680 then it can be a very valuable, fantastic experience. 52 00:02:12,680 --> 00:02:17,120 So if you're in the process of trying to find 53 00:02:17,120 --> 00:02:18,600 virtual assistants right now 54 00:02:18,600 --> 00:02:21,400 and trying to hire virtual assistants, 55 00:02:21,400 --> 00:02:23,800 then I'm gonna work on sharing some things 56 00:02:23,800 --> 00:02:26,240 that will help speed up the process, 57 00:02:26,240 --> 00:02:30,600 speed up the effectiveness of what it is you're hiring for, 58 00:02:30,600 --> 00:02:34,400 by actually asking you to take a step back probably 59 00:02:34,400 --> 00:02:38,200 and consider, are you ready to hire the virtual assistant? 60 00:02:38,200 --> 00:02:40,400 Do you have the systems in place 61 00:02:40,400 --> 00:02:43,720 in order to make their life and their role effective, 62 00:02:43,720 --> 00:02:46,160 or have you made assumptions 63 00:02:46,160 --> 00:02:48,440 about what they're capable of doing? 64 00:02:48,440 --> 00:02:50,160 That is one of the biggest mistakes 65 00:02:50,160 --> 00:02:51,560 that I see entrepreneurs make, 66 00:02:51,560 --> 00:02:54,920 is they assume that somebody else is going to be able to do 67 00:02:54,920 --> 00:02:56,600 whatever they're doing 68 00:02:56,600 --> 00:02:59,320 because of something called the curse of knowledge. 69 00:02:59,320 --> 00:03:00,400 What is the curse of knowledge? 70 00:03:00,400 --> 00:03:02,400 I wish I had a water bottle with me. 71 00:03:02,400 --> 00:03:06,440 The curse of knowledge is once you know how to do something, 72 00:03:06,440 --> 00:03:08,560 you assume that everybody else knows 73 00:03:08,560 --> 00:03:10,360 how to do that exact same thing. 74 00:03:10,360 --> 00:03:12,760 And so you have this attitude of condescension. 75 00:03:12,760 --> 00:03:14,520 And so when you hire a virtual assistant, 76 00:03:14,520 --> 00:03:16,760 you assume, oh, well, they'll be able to write emails for me, 77 00:03:16,760 --> 00:03:18,480 or they'll know how to make the phone calls, 78 00:03:18,480 --> 00:03:21,080 or they'll know how to use Gmail. 79 00:03:21,080 --> 00:03:23,720 No, that's not necessarily the case. 80 00:03:23,720 --> 00:03:26,960 And so you have to have a humility about you 81 00:03:26,960 --> 00:03:30,400 in order to train a virtual assistant and employee 82 00:03:30,400 --> 00:03:32,880 or an independent contractor on how to succeed. 83 00:03:32,880 --> 00:03:34,120 And again, there's ways to make sure 84 00:03:34,120 --> 00:03:35,920 that you map that out in advance 85 00:03:35,920 --> 00:03:38,000 so that you save yourself the hassle 86 00:03:38,000 --> 00:03:40,080 of having to let somebody go, 87 00:03:40,080 --> 00:03:42,680 or feeling like somebody took advantage of you, 88 00:03:42,680 --> 00:03:46,360 or getting to a point where you've now got somebody on payroll, 89 00:03:46,360 --> 00:03:49,240 but they're not effective at what they're doing, 90 00:03:49,240 --> 00:03:51,640 it's better to get those systems lined up first. 91 00:03:51,640 --> 00:03:53,960 So if you have any of your own insight 92 00:03:53,960 --> 00:03:55,920 that I don't happen to catch on this show, 93 00:03:55,920 --> 00:03:59,000 by all means, feel free to post it in the comments. 94 00:03:59,000 --> 00:04:01,040 There are so many different elements 95 00:04:01,040 --> 00:04:02,520 that need to be in place 96 00:04:02,520 --> 00:04:05,360 in order to make sure that your business is successful 97 00:04:05,360 --> 00:04:07,920 with any type of person that you hire. 98 00:04:07,920 --> 00:04:09,360 So without further ado, 99 00:04:09,360 --> 00:04:11,400 let's dive into one of the main questions. 100 00:04:11,400 --> 00:04:13,640 What is a virtual assistant 101 00:04:13,640 --> 00:04:17,040 according to Jackson at First Class Business? 102 00:04:17,040 --> 00:04:18,920 Well, a virtual assistant is synonymous 103 00:04:18,920 --> 00:04:21,040 with an employee and a contractor. 104 00:04:21,040 --> 00:04:23,320 It's just somebody that you hire to assist you 105 00:04:23,320 --> 00:04:26,000 with virtual means of doing business. 106 00:04:26,000 --> 00:04:29,080 So if you've got a social media page to manage, 107 00:04:29,080 --> 00:04:31,880 or you wanna be able to somebody to sort your emails 108 00:04:31,880 --> 00:04:34,080 because you get hit by 100 emails per day, 109 00:04:34,080 --> 00:04:35,600 and you wanna filter some of those out, 110 00:04:35,600 --> 00:04:37,560 that's something that a virtual assistant 111 00:04:37,560 --> 00:04:39,360 could potentially do. 112 00:04:39,360 --> 00:04:41,640 Web developers, technically, 113 00:04:41,640 --> 00:04:44,040 those contractors are all virtual assistants. 114 00:04:44,040 --> 00:04:47,400 They're assisting with work that's done in the virtual world. 115 00:04:47,400 --> 00:04:49,440 Now, a lot of business owners, 116 00:04:49,440 --> 00:04:51,240 especially smaller local business owners, 117 00:04:51,240 --> 00:04:53,000 will say, I only wanna deal locally, 118 00:04:53,000 --> 00:04:54,320 and that's fine. 119 00:04:54,320 --> 00:04:56,480 But if you really pull away the titles, 120 00:04:56,480 --> 00:05:01,080 virtual assistant, employee, independent contractor, 121 00:05:01,080 --> 00:05:04,760 business owner, there's one shared factor in common. 122 00:05:04,760 --> 00:05:07,560 And that's that we're all human beings, right? 123 00:05:07,560 --> 00:05:10,520 So really, for me, it doesn't matter 124 00:05:10,520 --> 00:05:14,600 if the person has the job and they live in Texas, 125 00:05:14,600 --> 00:05:18,320 or they happen to live in Peru or somewhere else, right? 126 00:05:18,320 --> 00:05:20,200 I'm looking for the person 127 00:05:20,200 --> 00:05:22,760 who's going to serve my clients best. 128 00:05:22,760 --> 00:05:26,080 And I'm not going to put any type of prejudice, right? 129 00:05:26,080 --> 00:05:30,640 Or pre-considered thought in terms of like, 130 00:05:30,640 --> 00:05:31,680 oh, I'm not gonna work with them 131 00:05:31,680 --> 00:05:35,520 because they're in this country or in this time zone, 132 00:05:35,520 --> 00:05:38,560 I'm gonna look at who can provide the value that we need, 133 00:05:38,560 --> 00:05:39,400 right? 134 00:05:39,400 --> 00:05:42,040 And the value that my prospects or my clients need, 135 00:05:42,040 --> 00:05:43,960 who's got the best capability of doing that? 136 00:05:43,960 --> 00:05:46,880 And I will say that time zone is one 137 00:05:46,880 --> 00:05:48,960 of the most important aspects for that 138 00:05:48,960 --> 00:05:51,880 when it comes to managing virtual assistant relationships. 139 00:05:51,880 --> 00:05:54,760 So whether the virtual assistant is in the Philippines, 140 00:05:54,760 --> 00:05:58,280 India, Pakistan, another country on the, 141 00:05:58,280 --> 00:05:59,840 or is that the eastern side of the world, 142 00:05:59,840 --> 00:06:02,880 or they're in Central or South America or Mexico, 143 00:06:02,880 --> 00:06:04,560 there are so many opportunities 144 00:06:04,560 --> 00:06:05,920 that can be very overwhelming. 145 00:06:05,920 --> 00:06:08,520 There's also different programs you can use to highlight, 146 00:06:08,520 --> 00:06:13,520 to hire them, such as the more common ones being Upwork, 147 00:06:13,760 --> 00:06:17,880 Upwork or Fiverr, and that's with two Rs. 148 00:06:17,880 --> 00:06:21,040 Another common place to hire virtual assistants 149 00:06:21,040 --> 00:06:22,800 is remote.co. 150 00:06:22,800 --> 00:06:24,440 And that's specifically a great one 151 00:06:24,440 --> 00:06:25,920 for if you're looking for people 152 00:06:25,920 --> 00:06:28,640 in Central, South America or Mexico. 153 00:06:28,640 --> 00:06:30,880 And I really, really like working with people 154 00:06:30,880 --> 00:06:32,000 on my own time zone. 155 00:06:32,000 --> 00:06:35,120 It just makes things a lot easier to move forward. 156 00:06:35,120 --> 00:06:37,120 I also speak Spanish fluently. 157 00:06:37,120 --> 00:06:41,880 So while I know that a lot of people in Pakistan 158 00:06:41,880 --> 00:06:44,480 and especially in India and the Philippines, 159 00:06:44,480 --> 00:06:47,240 they speak English as their predominant language, 160 00:06:47,240 --> 00:06:50,400 there's still cultural barriers to what you can understand 161 00:06:50,400 --> 00:06:51,840 and how you understand each other, 162 00:06:51,840 --> 00:06:54,880 whether it's because you don't understand sports 163 00:06:54,880 --> 00:06:57,920 or you have different holidays that you appreciate, 164 00:06:57,920 --> 00:07:00,160 the depth goes far and wide. 165 00:07:00,160 --> 00:07:03,440 You take a New Yorker and a Texan and put them together, 166 00:07:03,440 --> 00:07:05,680 you're going to run into communication issues, 167 00:07:05,680 --> 00:07:08,920 even though our dialects of English are far more similar 168 00:07:08,920 --> 00:07:11,840 than my dialect is with those who live in India. 169 00:07:11,840 --> 00:07:14,720 So you wanna be patient on that process too, 170 00:07:14,720 --> 00:07:18,960 as you understand, well, same thing is true in Spanish, 171 00:07:18,960 --> 00:07:20,360 there are a little bit of hiccups there 172 00:07:20,360 --> 00:07:22,560 where my Peruvian team members 173 00:07:22,560 --> 00:07:25,000 and Colombian team members, Mexico team members, 174 00:07:25,000 --> 00:07:27,080 they all speak slightly different, 175 00:07:27,080 --> 00:07:30,920 but there's still a bond that exists 176 00:07:30,920 --> 00:07:33,320 because of the depth of language 177 00:07:33,320 --> 00:07:34,720 that we all understand with each other. 178 00:07:34,720 --> 00:07:38,400 And I can't stress enough how important it is 179 00:07:38,400 --> 00:07:40,800 to also build that relationship, 180 00:07:40,800 --> 00:07:42,600 just because they're virtual, 181 00:07:42,600 --> 00:07:45,880 doesn't mean they don't value relationships, right? 182 00:07:45,880 --> 00:07:48,320 I often refer to virtual assistants. 183 00:07:48,320 --> 00:07:49,720 When I see it done wrong, 184 00:07:49,720 --> 00:07:51,720 I call it virtual abuse, right? 185 00:07:51,720 --> 00:07:53,640 When you're putting somebody into a job 186 00:07:53,640 --> 00:07:57,120 and you treat them like a pair of shoes 187 00:07:57,120 --> 00:07:58,520 that you bought at Payless, 188 00:07:59,800 --> 00:08:02,160 that's not a, you treat it like a transaction. 189 00:08:02,160 --> 00:08:04,720 And instead of worrying about who they are as a person 190 00:08:04,720 --> 00:08:06,000 and caring about them, 191 00:08:06,000 --> 00:08:08,240 if you treat it like a transaction, 192 00:08:08,240 --> 00:08:10,480 your relationship's not going to go very far 193 00:08:10,480 --> 00:08:11,960 and they're probably not gonna do a great job 194 00:08:11,960 --> 00:08:13,920 of representing you or building your brand. 195 00:08:13,920 --> 00:08:16,720 So it's very important that you begin 196 00:08:16,720 --> 00:08:19,920 the process of scaling and the process of hiring, 197 00:08:19,920 --> 00:08:23,080 thinking about how do I care about this person? 198 00:08:23,080 --> 00:08:24,720 Because my favorite quote, 199 00:08:24,720 --> 00:08:27,080 "'People don't care how much you know 200 00:08:27,080 --> 00:08:28,640 "'about your own business, about your own life, 201 00:08:28,640 --> 00:08:31,080 "'or anything else, until they know how much you care.'" 202 00:08:31,080 --> 00:08:33,920 Right, so while that person might want to paycheck from you, 203 00:08:33,920 --> 00:08:34,880 just because they want to paycheck 204 00:08:34,880 --> 00:08:37,720 doesn't mean they're ready to provide extreme value 205 00:08:37,720 --> 00:08:39,240 for you and your customers, right? 206 00:08:39,240 --> 00:08:42,440 You have to first care about them as an individual. 207 00:08:42,440 --> 00:08:43,920 And when you care about them and show them 208 00:08:43,920 --> 00:08:46,160 that they matter to your operation, 209 00:08:46,160 --> 00:08:49,080 that they matter, like what they're going to do matters, 210 00:08:49,080 --> 00:08:51,320 then they show up with a whole lot more appreciation 211 00:08:51,320 --> 00:08:53,400 for the work that you've provided. 212 00:08:53,400 --> 00:08:56,520 So what are the key advantages 213 00:08:56,520 --> 00:08:59,400 of hiring virtual assistants for businesses 214 00:08:59,400 --> 00:09:02,120 looking to scale their growth? 215 00:09:02,120 --> 00:09:04,480 One of the greatest advantages 216 00:09:04,480 --> 00:09:07,240 when it comes to hiring a virtual assistant is, 217 00:09:07,240 --> 00:09:09,800 let's just be frank, the pay, 218 00:09:09,800 --> 00:09:12,840 the amount that you are committed to paying 219 00:09:12,840 --> 00:09:17,840 to an individual who has a much different economy 220 00:09:18,880 --> 00:09:21,520 that they face than we face in the United States. 221 00:09:21,520 --> 00:09:24,960 In the United States, you also have to worry a whole lot more 222 00:09:24,960 --> 00:09:28,400 about wage claims and worker compensations 223 00:09:28,400 --> 00:09:30,320 and lawsuits and things like that. 224 00:09:30,320 --> 00:09:32,160 When you're working with virtual assistants, 225 00:09:32,160 --> 00:09:35,560 you don't have that level of threat that you're facing 226 00:09:35,560 --> 00:09:38,960 and allows you to show up with a lot less hesitation 227 00:09:38,960 --> 00:09:40,640 in the relationship. 228 00:09:40,640 --> 00:09:44,280 I feel that it empowers me to have a safer relationship 229 00:09:44,280 --> 00:09:46,080 with those that I work with. 230 00:09:46,080 --> 00:09:49,320 Granted, it does give me more control in the equation. 231 00:09:49,320 --> 00:09:51,680 And if you think about the word control 232 00:09:51,680 --> 00:09:53,520 and you think about the word power, 233 00:09:53,520 --> 00:09:56,280 I think about what is his name, Uncle Ben, 234 00:09:56,280 --> 00:09:57,280 in Spider-Man, where he says, 235 00:09:57,280 --> 00:10:00,720 with great power comes great responsibility. 236 00:10:00,720 --> 00:10:05,040 And I feel very responsible to provide a great path 237 00:10:05,040 --> 00:10:06,920 for my team members to level up. 238 00:10:06,920 --> 00:10:08,360 So if you got here thinking, oh man, 239 00:10:08,360 --> 00:10:09,480 he's going to teach me all the secrets 240 00:10:09,480 --> 00:10:12,720 to just hiring VA's fast and taking advantage of the market 241 00:10:12,720 --> 00:10:15,400 and all that, no, we're actually going to do the opposite. 242 00:10:15,400 --> 00:10:17,400 We're going to talk about how to bless the market 243 00:10:17,400 --> 00:10:21,120 and how to create a mutually beneficial, 244 00:10:21,120 --> 00:10:24,000 healthy relationship with that virtual assistant 245 00:10:24,000 --> 00:10:27,880 who is there to assist you in serving those you're supposed 246 00:10:27,880 --> 00:10:29,480 to be caring for most, right? 247 00:10:29,480 --> 00:10:31,960 The people that your clients, 248 00:10:31,960 --> 00:10:34,280 which empowers you to then raise your income 249 00:10:34,280 --> 00:10:37,360 and raise your ability to be there for those who you probably 250 00:10:37,360 --> 00:10:39,160 love the most, your family members, your friends, 251 00:10:39,160 --> 00:10:42,880 those who you want to spend your off hours with. 252 00:10:42,880 --> 00:10:46,800 So when it comes to key advantages, 253 00:10:47,920 --> 00:10:49,960 yeah, that pays a big factor on that. 254 00:10:49,960 --> 00:10:52,320 For instance, let's look at what you can hire 255 00:10:52,320 --> 00:10:55,240 a virtual assistant for, like what type of price range, 256 00:10:55,240 --> 00:10:57,080 then we might get into some of the activities 257 00:10:57,080 --> 00:10:59,080 you might hire somebody for, 258 00:10:59,080 --> 00:11:01,880 such as lead generation, setting appointments, 259 00:11:01,880 --> 00:11:02,920 managing email, et cetera. 260 00:11:02,920 --> 00:11:07,920 Well, if I want good quality work out of India, 261 00:11:09,720 --> 00:11:14,720 I'm probably going to pay close to $20 to $30 an hour 262 00:11:16,200 --> 00:11:18,960 for a lot of the types of things that I want to hire for, 263 00:11:18,960 --> 00:11:21,720 whether that's design work or web development, 264 00:11:21,720 --> 00:11:24,840 search engine optimization, Facebook ads management, 265 00:11:25,760 --> 00:11:27,800 again, some type of marketing component 266 00:11:27,800 --> 00:11:29,480 or operations component, 267 00:11:29,480 --> 00:11:31,960 that's more or less what I'm going to find 268 00:11:31,960 --> 00:11:35,000 on sites like Upwork and even Fiverr. 269 00:11:35,000 --> 00:11:37,480 I know Fiverr's got the $5 claim, 270 00:11:37,480 --> 00:11:39,720 but as a business owner, you get in there, 271 00:11:39,720 --> 00:11:42,080 you purchase a service for $5 you're about to, 272 00:11:42,080 --> 00:11:44,800 and you realize all the things you really need 273 00:11:44,800 --> 00:11:47,200 are baked into the upgraded packages. 274 00:11:47,200 --> 00:11:49,760 And so if you're at a business owner, 275 00:11:49,760 --> 00:11:51,560 if you're a business owner that's scaling, 276 00:11:51,560 --> 00:11:52,920 you're going to be paying quite a bit more money 277 00:11:52,920 --> 00:11:57,120 than what you see on the site when you first look at it. 278 00:11:57,120 --> 00:11:59,120 Now, on the Philippine side, same thing, 279 00:11:59,120 --> 00:12:03,160 you're going to see a cost per hour of between $20 280 00:12:03,160 --> 00:12:04,000 and $30 an hour. 281 00:12:04,000 --> 00:12:09,000 Now, again, you can find people who are at far less 282 00:12:09,480 --> 00:12:13,840 of a cost, you know, I'm talking $5 an hour, $3 an hour. 283 00:12:13,840 --> 00:12:15,640 My first virtual assistant that I hired 284 00:12:15,640 --> 00:12:17,760 was $3 and 33 cents an hour, 285 00:12:17,760 --> 00:12:20,320 and he was based out of India. 286 00:12:20,320 --> 00:12:25,320 And so if you are hiring people at a much lower cost, 287 00:12:26,280 --> 00:12:29,080 then just know that you're taking a far greater risk 288 00:12:29,080 --> 00:12:31,080 as well, that's something to consider, right? 289 00:12:31,080 --> 00:12:32,840 The less you pay somebody, 290 00:12:32,840 --> 00:12:34,680 the more likely they are to leave, 291 00:12:34,680 --> 00:12:36,760 the more likely they are to be disgruntled 292 00:12:36,760 --> 00:12:39,360 with the situation, the more likely they're going to, 293 00:12:39,360 --> 00:12:41,600 and they might even have agreed to it. 294 00:12:41,600 --> 00:12:42,800 I don't know about you, 295 00:12:42,800 --> 00:12:44,720 but if you've ever agreed to provide a service 296 00:12:44,720 --> 00:12:46,840 to somebody that you then regret later 297 00:12:46,840 --> 00:12:49,880 and are like, oh man, I shouldn't have done that, 298 00:12:49,880 --> 00:12:51,280 it leaves you in a situation 299 00:12:51,280 --> 00:12:54,280 where that relationship can become hostile and toxic. 300 00:12:54,280 --> 00:12:55,760 And sometimes, you know, 301 00:12:55,760 --> 00:12:58,240 you are the greater contributing factor to that, 302 00:12:58,240 --> 00:13:02,120 but in all reality, doesn't it take two to tango? 303 00:13:02,120 --> 00:13:04,440 Right, aren't there two people involved in the process? 304 00:13:04,440 --> 00:13:07,200 So as a business owner, you have a responsibility 305 00:13:07,200 --> 00:13:10,840 to think through, okay, did I put somebody in a position 306 00:13:10,840 --> 00:13:13,280 to where they want to take advantage of my business? 307 00:13:13,280 --> 00:13:14,480 Right, did I put somebody in a position 308 00:13:14,480 --> 00:13:15,840 where they do not trust me, 309 00:13:15,840 --> 00:13:16,680 and do they not think, 310 00:13:16,680 --> 00:13:19,040 they don't think that I have their best interest in mind? 311 00:13:19,040 --> 00:13:23,400 So again, it's so important to build your relationship 312 00:13:23,400 --> 00:13:25,040 with virtual assistants, 313 00:13:25,040 --> 00:13:26,800 no matter where on the planet they're from, 314 00:13:26,800 --> 00:13:29,000 even if they agree that they'll work different hours 315 00:13:29,000 --> 00:13:29,880 and they'll be just fine, 316 00:13:29,880 --> 00:13:31,960 like if you don't have that relationship, 317 00:13:31,960 --> 00:13:33,720 then I can almost guarantee you, 318 00:13:33,720 --> 00:13:35,840 they're not gonna show up the same way for the work 319 00:13:35,840 --> 00:13:37,920 and the job, the same dedication 320 00:13:37,920 --> 00:13:39,720 that a team member would who knows 321 00:13:39,720 --> 00:13:41,800 that you have their best interest at heart, 322 00:13:41,800 --> 00:13:44,040 you know who they are, you know when their birthday is, 323 00:13:44,040 --> 00:13:46,640 and you care about the successes that they have in life. 324 00:13:46,640 --> 00:13:48,440 It's amazing what people will do 325 00:13:48,440 --> 00:13:50,960 when they know that you have their back. 326 00:13:50,960 --> 00:13:55,000 So when you look at Central and South America, 327 00:13:55,000 --> 00:13:56,960 where I typically hire out of, 328 00:13:56,960 --> 00:14:00,320 the wage discrepancy goes down another level. 329 00:14:00,320 --> 00:14:02,320 My ex sister-in-law, for instance, 330 00:14:02,320 --> 00:14:05,200 she worked for Walmart and for Sam's Club, 331 00:14:05,200 --> 00:14:07,160 and working at both of those entities, 332 00:14:07,160 --> 00:14:09,520 I mean, those are great brands, 333 00:14:09,520 --> 00:14:12,160 especially in Central or South America, right? 334 00:14:12,160 --> 00:14:15,280 They really are, it's amazing that they're there. 335 00:14:15,280 --> 00:14:16,520 You can go and get a job there 336 00:14:16,520 --> 00:14:18,440 and choose a data analyst, 337 00:14:18,440 --> 00:14:20,560 or I'm sorry, a data entry specialist, 338 00:14:20,560 --> 00:14:22,960 and she made $1.33 an hour, 339 00:14:22,960 --> 00:14:27,320 a $1.33, can you imagine making that? 340 00:14:27,320 --> 00:14:29,880 You know, so you make $1.33 an hour 341 00:14:29,880 --> 00:14:32,960 at one of the top companies to work for in the country. 342 00:14:32,960 --> 00:14:37,000 I say one of, I take the top 1,000 companies probably, 343 00:14:37,000 --> 00:14:40,520 but unless you're working for Samsung or, 344 00:14:40,520 --> 00:14:42,240 I don't know, Exxon, I don't know what else exists 345 00:14:42,240 --> 00:14:44,960 down there, but that is mind blowing 346 00:14:44,960 --> 00:14:48,280 that one of the best jobs there only provides 347 00:14:48,280 --> 00:14:49,640 a salary of $1.33 an hour. 348 00:14:49,640 --> 00:14:53,640 And by the way, the more security an individual has 349 00:14:53,640 --> 00:14:57,560 in their workplace, the less the workplace has to pay, right? 350 00:14:57,560 --> 00:15:01,080 So when you've got so many people who want to work 351 00:15:01,080 --> 00:15:03,960 at your establishment, you don't have to pay a whole lot. 352 00:15:03,960 --> 00:15:06,000 So there's all these individuals out there 353 00:15:06,000 --> 00:15:09,040 who would love to have that type of a job, 354 00:15:09,040 --> 00:15:12,440 and you could get them hired as a virtual assistant 355 00:15:12,440 --> 00:15:14,880 making $3, $4, $5 an hour, 356 00:15:14,880 --> 00:15:17,560 and two, three Exx there, livelihood, 357 00:15:17,560 --> 00:15:20,040 while earning somebody who's got a phenomenal skillset 358 00:15:20,040 --> 00:15:21,040 to be able to help you. 359 00:15:21,040 --> 00:15:22,840 And again, you still have to know, 360 00:15:22,840 --> 00:15:24,720 how do I bring that person on board? 361 00:15:24,720 --> 00:15:25,880 How do I train them? 362 00:15:25,880 --> 00:15:27,840 How do I recognize people who are going to be consistent 363 00:15:27,840 --> 00:15:29,080 and reliable? 364 00:15:29,080 --> 00:15:31,040 What am I gonna do if they don't have the tools? 365 00:15:31,040 --> 00:15:33,720 They don't have the right internet speed, for instance, 366 00:15:33,720 --> 00:15:35,600 or they don't have the right computer. 367 00:15:35,600 --> 00:15:38,920 Well, is it worth investing and getting them the right camera 368 00:15:38,920 --> 00:15:40,200 and helping them buy them on Amazon 369 00:15:40,200 --> 00:15:43,320 or the right microphone or the right laptop 370 00:15:43,320 --> 00:15:45,560 or investing in the right virtual office? 371 00:15:45,560 --> 00:15:46,960 They have those down there too, 372 00:15:46,960 --> 00:15:47,800 where they can go and work. 373 00:15:47,800 --> 00:15:50,080 There's so many things that we can do 374 00:15:50,080 --> 00:15:53,000 to solve the problem of empowering the rest of the world 375 00:15:53,000 --> 00:15:58,000 to increase their ability to provide professional services 376 00:15:59,000 --> 00:16:01,320 to those of us who are fortunate to live 377 00:16:01,320 --> 00:16:02,920 in a first world country. 378 00:16:02,920 --> 00:16:06,640 So there's again, there's a lot of advantages there. 379 00:16:06,640 --> 00:16:07,960 Let's keep going to the next question. 380 00:16:07,960 --> 00:16:10,040 So what specific, and if you, again, 381 00:16:10,040 --> 00:16:12,840 if you think of an advantage on your end, 382 00:16:12,840 --> 00:16:14,760 you know, we'd love to hear it and feel free to again, 383 00:16:14,760 --> 00:16:17,160 provide your own answers on this, 384 00:16:17,160 --> 00:16:18,480 provide your own questions too. 385 00:16:18,480 --> 00:16:21,080 If you're considering the idea of bringing on 386 00:16:21,080 --> 00:16:23,320 a virtual assistant, what are you considering 387 00:16:23,320 --> 00:16:24,320 bringing them on for? 388 00:16:24,320 --> 00:16:27,000 You know, what are some of the types of tasks 389 00:16:27,000 --> 00:16:28,920 that you might want them to achieve? 390 00:16:28,920 --> 00:16:31,960 Most entrepreneurs I know of really only thought through 391 00:16:31,960 --> 00:16:33,440 some of the web development stuff, 392 00:16:33,440 --> 00:16:35,240 some of the data entry aspects, 393 00:16:35,240 --> 00:16:39,200 and some of the lead generation tactics that exist out there. 394 00:16:39,200 --> 00:16:41,880 I can tell you right now, that's one of the worst things. 395 00:16:41,880 --> 00:16:43,840 You can bring a virtual assistant on for. 396 00:16:43,840 --> 00:16:46,000 There's so much training that they need to go through 397 00:16:46,000 --> 00:16:48,680 in order to connect you with another human being 398 00:16:48,680 --> 00:16:49,600 and do that on your behalf. 399 00:16:49,600 --> 00:16:52,320 You know, the people, leaders in the world, 400 00:16:52,320 --> 00:16:55,160 you know, famous actors, presidents of countries, 401 00:16:55,160 --> 00:16:57,520 et cetera, that have somebody right speech 402 00:16:57,520 --> 00:16:59,720 or coach them on what they're doing, 403 00:16:59,720 --> 00:17:02,040 they don't hire some random virtual assistant 404 00:17:02,040 --> 00:17:03,360 to do that for them. 405 00:17:03,360 --> 00:17:05,480 They hire somebody with extreme accolades 406 00:17:05,480 --> 00:17:07,760 and fantastic communication skills 407 00:17:07,760 --> 00:17:10,000 that probably communicates in their own language, 408 00:17:10,000 --> 00:17:12,000 the language they want to communicate in, 409 00:17:12,000 --> 00:17:14,720 better than that leader is able to do. 410 00:17:14,720 --> 00:17:18,080 So if you're trying to outsource your voice 411 00:17:18,080 --> 00:17:21,840 to a virtual assistant with virtually no training, 412 00:17:21,840 --> 00:17:24,960 you are doing what a lot of people are doing out there, 413 00:17:24,960 --> 00:17:28,040 but I see 96% of people failing in business. 414 00:17:28,040 --> 00:17:30,520 So why are you following the trend? 415 00:17:30,520 --> 00:17:32,840 You know, that's a very dangerous game to do. 416 00:17:32,840 --> 00:17:35,760 So what specific qualities or skills 417 00:17:35,760 --> 00:17:38,360 should businesses look for when hiring virtual assistants? 418 00:17:38,360 --> 00:17:39,360 I'll share with you. 419 00:17:39,360 --> 00:17:41,000 In fact, I'll go to my screen. 420 00:17:41,000 --> 00:17:43,800 Hi, May, do you mind pulling up some of the, 421 00:17:45,000 --> 00:17:46,560 probably one of the presentations, 422 00:17:46,560 --> 00:17:47,680 the new client presentations, 423 00:17:47,680 --> 00:17:50,360 where we showcase when we're hiring, 424 00:17:50,360 --> 00:17:52,160 what do we look for in team members? 425 00:17:52,160 --> 00:17:54,800 There's several different images 426 00:17:54,800 --> 00:17:56,360 that I'd like for you guys to see, 427 00:17:56,360 --> 00:17:58,400 but I'll start with the virtues while he's pulling it up. 428 00:17:58,400 --> 00:18:01,840 So one, we build on a foundation of love. 429 00:18:01,840 --> 00:18:03,680 I mean, is that the people that I'm interviewing, 430 00:18:03,680 --> 00:18:05,680 I gotta have a way to detect 431 00:18:05,680 --> 00:18:08,000 that they also care about love in their life. 432 00:18:08,000 --> 00:18:10,240 I know that sounds kind of silly, but it really doesn't 433 00:18:10,240 --> 00:18:12,920 because there's the ability to receive love, 434 00:18:12,920 --> 00:18:15,080 but there's also the ability to provide and give love. 435 00:18:15,080 --> 00:18:17,000 And if they don't know how to provide and give love, 436 00:18:17,000 --> 00:18:18,040 then it's probably not a good idea 437 00:18:18,040 --> 00:18:19,640 that they represent our brand. 438 00:18:19,640 --> 00:18:24,280 Now, the four pillars are persistence, patience, 439 00:18:24,280 --> 00:18:26,480 reliability and consistency. 440 00:18:26,480 --> 00:18:29,480 And not necessarily in any given order, 441 00:18:29,480 --> 00:18:34,480 but there are easier ways to test somebody's patience. 442 00:18:35,040 --> 00:18:36,160 It's easier to test patients 443 00:18:36,160 --> 00:18:38,800 than it is to test somebody's reliability. 444 00:18:38,800 --> 00:18:42,040 Reliability and consistency tend to take place over time. 445 00:18:42,040 --> 00:18:44,760 Oh man, that looks freaking awesome. 446 00:18:44,760 --> 00:18:47,680 This is the latest design, I haven't even seen it yet. 447 00:18:47,680 --> 00:18:50,040 So this is something that Gabriela 448 00:18:50,040 --> 00:18:53,880 has been building with me to get this dynamic showcase of 449 00:18:53,880 --> 00:18:56,120 what we do to help businesses with growth. 450 00:18:56,120 --> 00:18:57,640 Oh my gosh, that's exciting. 451 00:18:57,640 --> 00:18:58,760 So we're gonna shift gears though 452 00:18:58,760 --> 00:19:01,320 over to the pillars of team building. 453 00:19:01,320 --> 00:19:02,240 So here they are. 454 00:19:02,240 --> 00:19:06,000 So number one, how can I test to see if somebody's patient? 455 00:19:06,000 --> 00:19:07,480 So there's lots of ways you can do this. 456 00:19:07,480 --> 00:19:09,720 One of the ways I used to do this, I don't now, 457 00:19:09,720 --> 00:19:12,120 but one of the ways I used to do this is 458 00:19:12,120 --> 00:19:15,040 for our interviews, for our sales team, 459 00:19:15,040 --> 00:19:19,000 we would literally on purpose miss the first interview. 460 00:19:19,000 --> 00:19:19,840 And I know people are like, 461 00:19:19,840 --> 00:19:21,480 well, I would never work for a company like that. 462 00:19:21,480 --> 00:19:23,040 That's the point. 463 00:19:23,040 --> 00:19:24,840 We don't want you. 464 00:19:24,840 --> 00:19:26,920 If you're not willing to be patient with brands, 465 00:19:26,920 --> 00:19:29,760 you're gonna have to be patient with prospects all the time. 466 00:19:29,760 --> 00:19:31,160 People who know shows. 467 00:19:31,160 --> 00:19:32,520 Some people call it ghosting. 468 00:19:32,520 --> 00:19:34,440 That's a very victim word, by the way. 469 00:19:34,440 --> 00:19:35,920 If you feel like people ghost you, 470 00:19:35,920 --> 00:19:37,080 you're more worried about yourself 471 00:19:37,080 --> 00:19:38,320 than you are about the person you're serving. 472 00:19:38,320 --> 00:19:41,080 So you might heat check yourself 473 00:19:41,080 --> 00:19:43,480 and pull that from your vocabulary. 474 00:19:43,480 --> 00:19:45,240 So there's that patience aspect. 475 00:19:45,240 --> 00:19:46,160 It's a virtue. 476 00:19:46,160 --> 00:19:49,160 We need to be patient, but the other virtue 477 00:19:49,160 --> 00:19:50,200 that goes hand in hand with that, 478 00:19:50,200 --> 00:19:53,160 which is kind of the opposite, is persistent. 479 00:19:53,160 --> 00:19:57,120 So if somebody, how can I be patient and persistent? 480 00:19:57,120 --> 00:19:59,520 Well, if I wanna work for a company, 481 00:19:59,520 --> 00:20:01,520 and this company's got a lot of things in their plate, 482 00:20:01,520 --> 00:20:03,160 and I'm one of a million people 483 00:20:03,160 --> 00:20:05,720 that's in the process of possibly being hired, 484 00:20:05,720 --> 00:20:07,760 then I gotta be persistent enough to reach out 485 00:20:07,760 --> 00:20:09,960 and say, hey, I hope you're doing well. 486 00:20:09,960 --> 00:20:11,240 I hope everything's okay. 487 00:20:12,440 --> 00:20:16,280 Could we get back on track with our interview? 488 00:20:16,280 --> 00:20:18,280 Later this afternoon, I can do it four, 489 00:20:18,280 --> 00:20:20,000 but I've got another interview at 5 p.m., 490 00:20:20,000 --> 00:20:22,400 so I could also do tomorrow at this time. 491 00:20:22,400 --> 00:20:24,600 And this is, by the way, a great interview strategy 492 00:20:24,600 --> 00:20:26,800 for looking for a job, because what I've done 493 00:20:26,800 --> 00:20:30,120 is I've planted a seed that I also am valuable on the market, 494 00:20:30,120 --> 00:20:31,960 and there's other places I might work, 495 00:20:31,960 --> 00:20:34,120 and I'm probably one of the few people 496 00:20:34,120 --> 00:20:37,800 who decided to persistently reach back out 497 00:20:37,800 --> 00:20:39,640 and say, hey, you know what, 498 00:20:39,640 --> 00:20:41,200 I really do wanna work with your company, 499 00:20:41,200 --> 00:20:42,720 and this means a lot to me. 500 00:20:42,720 --> 00:20:45,160 Now, what I'm not doing is I'm not giving them 501 00:20:45,160 --> 00:20:47,920 full control over my life, and saying, hey, 502 00:20:47,920 --> 00:20:50,560 I'm gonna work for you no matter what, 503 00:20:50,560 --> 00:20:52,320 I'm gonna bend over backwards and do everything you say, 504 00:20:52,320 --> 00:20:54,360 that's also not healthy, there's a balance there. 505 00:20:54,360 --> 00:20:57,000 But patience and persistence are two virtues 506 00:20:57,000 --> 00:20:58,600 that are incredibly important, 507 00:20:58,600 --> 00:21:01,120 and we do have other ways where we test that. 508 00:21:01,120 --> 00:21:03,280 Part of it is making sure that we have multiple interviews 509 00:21:03,280 --> 00:21:06,840 in the process, and we usually have at least three interviews 510 00:21:06,840 --> 00:21:10,200 in the process of moving somebody forward in our pipeline. 511 00:21:10,200 --> 00:21:12,600 If you're familiar with executive roles, 512 00:21:12,600 --> 00:21:15,200 then you know that that's something that's super necessary. 513 00:21:15,200 --> 00:21:17,440 Go back and watch the good old funny movie, 514 00:21:17,440 --> 00:21:18,600 What About Bob? 515 00:21:18,600 --> 00:21:21,040 And in What About Bob, you'll see that the interviews 516 00:21:21,040 --> 00:21:26,040 that the psychiatric guy, I don't know, psychiatrist had, 517 00:21:26,600 --> 00:21:27,880 they actually came to his house, 518 00:21:27,880 --> 00:21:29,520 wanted to get to his family before they did 519 00:21:29,520 --> 00:21:31,680 whatever interview they were doing. 520 00:21:31,680 --> 00:21:32,960 That's not an uncommon process, 521 00:21:32,960 --> 00:21:34,120 it's a very common process. 522 00:21:34,120 --> 00:21:35,720 The higher you get up on the totem pole 523 00:21:35,720 --> 00:21:39,080 of working in America or corporate America rather, 524 00:21:39,080 --> 00:21:42,400 and moving into positions of leadership, 525 00:21:42,400 --> 00:21:44,720 the more intense the interview process has become. 526 00:21:44,720 --> 00:21:48,520 It's not the same as being accepted to work 527 00:21:48,520 --> 00:21:52,360 at a snow cone stand, or trying to get involved 528 00:21:52,360 --> 00:21:54,000 at some entrance brokerage, 529 00:21:54,000 --> 00:21:56,240 where they'll pretty much take anybody 530 00:21:56,240 --> 00:21:57,760 who's willing, who's able to pass 531 00:21:57,760 --> 00:22:00,680 whatever criminal background check that they're doing. 532 00:22:00,680 --> 00:22:03,680 So patience and persistence, very important keys 533 00:22:03,680 --> 00:22:05,800 to test for with your virtual assistants. 534 00:22:05,800 --> 00:22:08,160 Consistency and reliability, 535 00:22:08,160 --> 00:22:10,360 how do you gauge for somebody 536 00:22:10,360 --> 00:22:12,160 who's consistent and reliable? 537 00:22:12,160 --> 00:22:14,880 Well, you can't do that perfectly upfront. 538 00:22:14,880 --> 00:22:18,200 What you can look at is, did they show up 539 00:22:18,200 --> 00:22:19,640 for the meeting on time? 540 00:22:19,640 --> 00:22:22,680 If they didn't, how do they handle that? 541 00:22:22,680 --> 00:22:24,000 Are they overly apologetic 542 00:22:24,000 --> 00:22:25,760 and they seem kind of superficial? 543 00:22:25,760 --> 00:22:28,320 Or do they seem on point? 544 00:22:28,320 --> 00:22:31,080 You can send them the interview information, 545 00:22:31,080 --> 00:22:34,120 but maybe send the Zoom link after the fact, right? 546 00:22:34,120 --> 00:22:37,040 To find out, are they diligent and do they come in, 547 00:22:37,040 --> 00:22:38,360 stressed and overwhelmed, 548 00:22:38,360 --> 00:22:40,480 or do they come in, prepared and centered? 549 00:22:40,480 --> 00:22:43,080 Right, that also has a lot to do with reliability. 550 00:22:43,080 --> 00:22:46,920 People who are solution oriented, not problem oriented, 551 00:22:46,920 --> 00:22:49,480 they'll find a solution to those problems, right? 552 00:22:49,480 --> 00:22:51,480 Whether that's reaching out, 553 00:22:51,480 --> 00:22:53,920 trying to find you on Facebook or on Skype, 554 00:22:53,920 --> 00:22:56,400 there's a lot of things that we can do 555 00:22:56,400 --> 00:22:59,680 as solution seekers to connect with somebody 556 00:22:59,680 --> 00:23:01,960 that may or may not have missed an appointment 557 00:23:01,960 --> 00:23:04,640 or experienced a hiccup and a hiring process. 558 00:23:04,640 --> 00:23:08,560 It's very important to assess how do your virtual assistants 559 00:23:08,560 --> 00:23:10,040 handle those types of scenarios 560 00:23:10,040 --> 00:23:11,520 because it will help you know 561 00:23:11,520 --> 00:23:13,920 if they are starting from scratch 562 00:23:13,920 --> 00:23:16,440 or if they're tier one, tier two, tier three, 563 00:23:16,440 --> 00:23:18,280 there's all sorts of different levels you can put on that, 564 00:23:18,280 --> 00:23:22,400 but ultimately your high end virtual assistants, 565 00:23:22,400 --> 00:23:23,800 they're gonna walk circles 566 00:23:23,800 --> 00:23:25,600 around other types of virtual assistants 567 00:23:25,600 --> 00:23:28,240 because they're prepared for engagements like that. 568 00:23:28,240 --> 00:23:30,960 They understand that it's a fight to get the job. 569 00:23:30,960 --> 00:23:35,440 I have to show up and present myself as a very strong worker 570 00:23:35,440 --> 00:23:39,040 in order to influence this hire, 571 00:23:39,040 --> 00:23:42,080 you know, this company that I'm working with. 572 00:23:42,080 --> 00:23:44,760 So let's go on and go to the next one, Jaime. 573 00:23:44,760 --> 00:23:47,760 We'll continue to look at these qualities and these skillsets. 574 00:23:47,760 --> 00:23:52,200 So the next slide in this sequence talks about 575 00:23:52,200 --> 00:23:53,880 the management game plan. 576 00:23:53,880 --> 00:23:57,600 You yourself have to be able to manage a team, right? 577 00:23:57,600 --> 00:23:59,800 And this is one of the easiest concepts. 578 00:23:59,800 --> 00:24:01,960 This comes from a book called 579 00:24:01,960 --> 00:24:04,440 The One-Minute Manager by Ken Blanchard. 580 00:24:04,440 --> 00:24:06,480 He's a phenomenal teacher. 581 00:24:06,480 --> 00:24:10,440 And ultimately the success of the One-Minute Manager plan 582 00:24:10,440 --> 00:24:13,600 is built on establishing clear goals, 583 00:24:13,600 --> 00:24:16,760 being accountable for the goals that you've established, 584 00:24:16,760 --> 00:24:19,440 right, and holding your team accountable for them. 585 00:24:19,440 --> 00:24:23,760 And it comprises both healthy praises and healthy reprimands. 586 00:24:23,760 --> 00:24:25,880 One request, Jaime, if you can make a note, 587 00:24:25,880 --> 00:24:29,760 I want to flip the order of that on this slide 588 00:24:29,760 --> 00:24:32,560 because praise is really where you start. 589 00:24:32,560 --> 00:24:34,160 When you have somebody who joins a company, 590 00:24:34,160 --> 00:24:37,360 there's really no reason to provide any reprimands, 591 00:24:37,360 --> 00:24:39,920 you know, until the relationship gets to a point 592 00:24:39,920 --> 00:24:43,240 where somebody has refused to do the work 593 00:24:43,240 --> 00:24:45,360 or they've had an attitude problem. 594 00:24:45,360 --> 00:24:47,840 And so when you study books like this, 595 00:24:47,840 --> 00:24:48,880 you know, The One-Minute Manager, 596 00:24:48,880 --> 00:24:50,600 and then you dedicate like we have, you know, 597 00:24:50,600 --> 00:24:54,040 this, we've designed our own view of how this process 598 00:24:54,040 --> 00:24:56,720 and workflow works, it allows you to be more centered 599 00:24:56,720 --> 00:24:58,920 as a leader and helping people level up. 600 00:24:58,920 --> 00:25:00,920 The point is not to crush people. 601 00:25:00,920 --> 00:25:03,840 The point is to help them know what's acceptable 602 00:25:03,840 --> 00:25:06,960 in the job environment, what's not, how to improve, 603 00:25:06,960 --> 00:25:09,200 and go back to re-establishing the goal 604 00:25:09,200 --> 00:25:11,320 or recommitting to the goal however is necessary. 605 00:25:11,320 --> 00:25:13,720 And if they win, celebrate with them, you know, 606 00:25:13,720 --> 00:25:15,480 like that's a big one, you know, you've got to be willing 607 00:25:15,480 --> 00:25:17,080 to celebrate with these virtual assistants. 608 00:25:17,080 --> 00:25:21,320 So those are some of the qualities again, 609 00:25:21,320 --> 00:25:23,520 some of the skill sets that you should develop 610 00:25:23,520 --> 00:25:25,840 on your end, the virtual assistant, 611 00:25:25,840 --> 00:25:29,120 if they're managing something like an email marketing campaign, 612 00:25:29,120 --> 00:25:31,200 then, you know, they're gonna need to send you 613 00:25:31,200 --> 00:25:32,080 some proof of that. 614 00:25:32,080 --> 00:25:35,000 And if you just take somebody's word for their proof, 615 00:25:35,000 --> 00:25:37,160 I'm so sorry, you're gonna get taken advantage 616 00:25:37,160 --> 00:25:40,040 of on occasion in life, you do have to be a wise steward 617 00:25:40,040 --> 00:25:40,880 of what you do. 618 00:25:40,880 --> 00:25:45,080 So keep in mind, they can go find any case study 619 00:25:45,080 --> 00:25:48,400 on the internet, adjust and change and manipulate it 620 00:25:48,400 --> 00:25:50,920 to look like it's work that they've done, by the way, 621 00:25:50,920 --> 00:25:53,240 employees do this too, you know, even people who look, 622 00:25:53,240 --> 00:25:55,080 you face to the face, shake your hand, 623 00:25:55,080 --> 00:25:57,000 they do the same types of things. 624 00:25:57,000 --> 00:26:00,320 You've got to have the discipline to know how to, 625 00:26:00,320 --> 00:26:03,120 and what it's, what was called in school was 626 00:26:03,120 --> 00:26:05,160 comprehensive reading, right? 627 00:26:05,160 --> 00:26:07,600 The better comprehensive reader you were, 628 00:26:07,600 --> 00:26:09,840 the more likely you're going to be great at hiring. 629 00:26:09,840 --> 00:26:11,840 If you were not good at comprehensive reading, 630 00:26:11,840 --> 00:26:14,600 it's very important to work with somebody who is, 631 00:26:14,600 --> 00:26:17,360 who can catch the little details that are overlooked 632 00:26:17,360 --> 00:26:20,080 and often consider nuances and annoying, 633 00:26:20,080 --> 00:26:22,800 but they're really the critical components 634 00:26:22,800 --> 00:26:25,640 that help you understand the character, 635 00:26:25,640 --> 00:26:27,320 the mindset, the strategy, 636 00:26:27,320 --> 00:26:28,840 and the way somebody presents themselves. 637 00:26:28,840 --> 00:26:31,680 So what you wanna do is on the beginning, 638 00:26:31,680 --> 00:26:34,440 you wanna provide some type of assessment or test 639 00:26:34,440 --> 00:26:37,080 that they have to pass, they have to do something 640 00:26:37,080 --> 00:26:39,560 in order to prove that, and by the way, 641 00:26:39,560 --> 00:26:41,760 if you want the secrets, like the full on secrets 642 00:26:41,760 --> 00:26:45,360 of how we utilize this, go to firstclassbusiness.io. 643 00:26:45,360 --> 00:26:47,520 We got a big old button, this is join our team, 644 00:26:47,520 --> 00:26:50,360 and go look at our pages for what we're hiring for, 645 00:26:50,360 --> 00:26:52,760 and go through the process, like submit an application, 646 00:26:52,760 --> 00:26:54,840 submit a fake one, er, all right, 647 00:26:54,840 --> 00:26:56,840 you submit a fake application, that's fine, 648 00:26:56,840 --> 00:26:58,280 it's not gonna waste their time, we'll see it, 649 00:26:58,280 --> 00:27:00,360 we'll let it go by, and then you'll be able to see, 650 00:27:00,360 --> 00:27:01,920 okay, now that I've applied, 651 00:27:01,920 --> 00:27:03,960 what's the next step it's asking me to go through? 652 00:27:03,960 --> 00:27:06,080 Well, if we're asking for those steps, 653 00:27:06,080 --> 00:27:08,960 it's because we're modeling companies like Home Depot, 654 00:27:08,960 --> 00:27:11,120 and Disney, and Google, and others who are doing 655 00:27:11,120 --> 00:27:14,120 the same thing, your business should probably be setting up 656 00:27:14,120 --> 00:27:16,400 the same type of funnel and ecosystem 657 00:27:16,400 --> 00:27:18,400 to attract who you want to work for you. 658 00:27:18,400 --> 00:27:20,000 If you were to go through our sales process, 659 00:27:20,000 --> 00:27:23,120 you'd see that we actually have ourselves people 660 00:27:23,120 --> 00:27:25,640 do two different types of loom videos, 661 00:27:25,640 --> 00:27:26,760 that's just a recording video, 662 00:27:26,760 --> 00:27:28,760 kind of like the software you're seeing me on now, 663 00:27:28,760 --> 00:27:31,520 and they have to present themselves in video fashion, right, 664 00:27:31,520 --> 00:27:36,480 and the next level is they have to sell our services 665 00:27:36,480 --> 00:27:40,720 in video form without having a prospect in front of them, 666 00:27:40,720 --> 00:27:43,320 it's not a role play that's live with somebody to help, 667 00:27:43,320 --> 00:27:46,200 you have to pretend to sell to somebody, 668 00:27:46,200 --> 00:27:48,760 it's one of the most genius things I'd ever seen, 669 00:27:48,760 --> 00:27:50,640 and I saw it over at Flow Research Collective, 670 00:27:50,640 --> 00:27:53,640 and I was like, wow, that was a brilliant move, 671 00:27:53,640 --> 00:27:55,640 that was back when they were hiring me 672 00:27:55,640 --> 00:27:57,080 to come on and represent their company, 673 00:27:57,080 --> 00:27:59,800 I had to do that, I had to sell to the camera, 674 00:27:59,800 --> 00:28:02,040 and imagine what would the questions be like, 675 00:28:02,040 --> 00:28:03,800 the prospect would ask me as I was doing that, 676 00:28:03,800 --> 00:28:05,040 it was super awesome, I was like, 677 00:28:05,040 --> 00:28:08,600 wow, that's elite level sales training experience right there, 678 00:28:08,600 --> 00:28:11,080 and they were able to learn a lot about me in the process, 679 00:28:11,080 --> 00:28:13,320 I recommend that everybody who's hiring for sales 680 00:28:13,320 --> 00:28:14,880 has a similar process in place, 681 00:28:14,880 --> 00:28:16,640 because what's also gonna happen 682 00:28:16,640 --> 00:28:18,360 is your less diligent workers, 683 00:28:18,360 --> 00:28:21,400 those who don't really want it, they're gonna disappear, 684 00:28:21,400 --> 00:28:22,600 they're gonna go away, 685 00:28:22,600 --> 00:28:25,160 they don't want to go through that process, 686 00:28:25,160 --> 00:28:28,120 so secrets and strategies for finding 687 00:28:28,120 --> 00:28:30,920 and attracting top-notch virtual assistants, 688 00:28:30,920 --> 00:28:33,040 one of the greatest obvious secrets in this is, 689 00:28:33,040 --> 00:28:36,320 be an attractive company, right, build your team, 690 00:28:36,320 --> 00:28:37,680 care about your team, you know, 691 00:28:37,680 --> 00:28:41,840 your team's gonna be a reflection of the environment 692 00:28:41,840 --> 00:28:43,880 that that person's gonna be coming into, right, 693 00:28:43,880 --> 00:28:46,080 and so you don't want them coming into, 694 00:28:46,080 --> 00:28:48,080 I think of that movie, Matilda, right, 695 00:28:48,080 --> 00:28:50,120 the school she goes to, and there's that awful principle, 696 00:28:50,120 --> 00:28:52,400 and all the kids feel like they're in jail, 697 00:28:52,400 --> 00:28:54,720 if that's the feeling that that's the person gets 698 00:28:54,720 --> 00:28:57,720 when they're coming into your work environment, 699 00:28:57,720 --> 00:28:58,720 how's that gonna go? 700 00:28:59,640 --> 00:29:02,200 How inspired are they gonna feel to perform super well, 701 00:29:02,200 --> 00:29:04,120 they might perform because they're scared, 702 00:29:04,120 --> 00:29:06,280 but I find that people who perform based on love 703 00:29:06,280 --> 00:29:08,720 and desire to build to do a lot better jobs, 704 00:29:08,720 --> 00:29:11,320 so when people come in and they're able to get to know 705 00:29:11,320 --> 00:29:14,400 what you stand for and who's working for your company, 706 00:29:14,400 --> 00:29:17,120 and they see you posting about people's birthdays 707 00:29:17,120 --> 00:29:19,400 or their anniversaries and things like that, 708 00:29:19,400 --> 00:29:22,560 it allows people to feel safe, and when people feel safe, 709 00:29:22,560 --> 00:29:25,680 like I said, they tend to unlock a new level of performance 710 00:29:25,680 --> 00:29:27,000 that they wouldn't have otherwise, 711 00:29:27,000 --> 00:29:31,160 so finding and attracting, encouraging team members 712 00:29:31,160 --> 00:29:33,320 to bring other team members on, 713 00:29:33,320 --> 00:29:36,120 I'm not encouraging nepotism, 714 00:29:36,120 --> 00:29:37,720 that's different, right, 715 00:29:37,720 --> 00:29:40,680 but can you have family members work in the same company? 716 00:29:40,680 --> 00:29:44,840 Absolutely, and can they even manage with each other? 717 00:29:44,840 --> 00:29:47,880 I mean, I guess you can go down the nepotism path 718 00:29:47,880 --> 00:29:50,600 a little bit, there's plenty of good companies out there 719 00:29:50,600 --> 00:29:54,200 who have familial relationships running things, 720 00:29:54,200 --> 00:29:56,520 but I'm talking about inspiring people 721 00:29:56,520 --> 00:29:58,600 who they used to work with at past companies too, 722 00:29:58,600 --> 00:30:02,200 or inviting people into, like we have a Facebook group 723 00:30:02,200 --> 00:30:05,400 called Operatelinais de Trabajo, part of Latinos, 724 00:30:05,400 --> 00:30:08,560 and what that is, opportunities for work for Latinos, 725 00:30:08,560 --> 00:30:11,920 and it's absolutely free, we bring people into that, 726 00:30:11,920 --> 00:30:14,120 they then go through the process of, 727 00:30:14,120 --> 00:30:15,480 they either exist in there, don't do anything, 728 00:30:15,480 --> 00:30:16,960 which is fine, or they go through, 729 00:30:16,960 --> 00:30:18,720 they start asking questions and getting involved 730 00:30:18,720 --> 00:30:20,360 in English learning classes that are free, 731 00:30:20,360 --> 00:30:23,280 or they want help on their resume, 732 00:30:23,280 --> 00:30:25,280 or they want to learn about job interviews, 733 00:30:25,280 --> 00:30:27,920 all of them are constantly pre-qualifying 734 00:30:27,920 --> 00:30:30,640 for working with our brand or our clients' brands, 735 00:30:30,640 --> 00:30:32,400 they're all going through the nurture process 736 00:30:32,400 --> 00:30:33,920 of building up their skill sets, 737 00:30:33,920 --> 00:30:37,440 in order to qualify to work with us and others. 738 00:30:37,440 --> 00:30:40,240 So it's a really cool pool of individuals 739 00:30:40,240 --> 00:30:42,680 that ultimately will allow first-class business 740 00:30:42,680 --> 00:30:44,640 as we get ready to launch that, 741 00:30:44,640 --> 00:30:46,520 to diversify our own income, 742 00:30:46,520 --> 00:30:49,960 and ultimately provide that pool of networking 743 00:30:49,960 --> 00:30:53,400 as a recruiting agency, so to speak, for others, 744 00:30:53,400 --> 00:30:57,440 be a virtual agency for businesses who want to hire, 745 00:30:57,440 --> 00:31:00,200 and I've worked with a lot of great virtual agencies, 746 00:31:00,200 --> 00:31:01,600 I can't remember the names, 747 00:31:01,600 --> 00:31:04,640 so one of the questions on here was what entities, 748 00:31:04,640 --> 00:31:09,640 the safest ones, again, remote.co, Upwork, and Fiverr, 749 00:31:09,680 --> 00:31:12,520 those are the three that I'd recommend 750 00:31:12,520 --> 00:31:15,480 getting your feet wet with and learning about, 751 00:31:15,480 --> 00:31:18,360 and if you want some advice from us, of course, 752 00:31:18,360 --> 00:31:20,160 we're happy to give further advice, 753 00:31:20,160 --> 00:31:22,360 so that attracting component, 754 00:31:22,360 --> 00:31:25,960 you have to be attractive to, attract, finding, 755 00:31:25,960 --> 00:31:28,520 again, encourage your team members to spread the word, 756 00:31:28,520 --> 00:31:31,160 and make sure that you have pages like we also shared, 757 00:31:31,160 --> 00:31:33,640 go to first-class business, you gotta join our team, 758 00:31:33,640 --> 00:31:37,040 you'll see the most common positions that we're hiring for, 759 00:31:37,040 --> 00:31:39,080 and we can promote those on LinkedIn, 760 00:31:39,080 --> 00:31:41,080 we can post about those out there and say, 761 00:31:41,080 --> 00:31:42,840 hey, we're looking for more alignment specialists, 762 00:31:42,840 --> 00:31:47,440 or hey, we're looking for more web developers and designers. 763 00:31:47,440 --> 00:31:50,920 Another key factor is you don't have to hire right away, 764 00:31:50,920 --> 00:31:52,600 right, when I went to Lifetime Fitness, 765 00:31:52,600 --> 00:31:54,800 I was hired right away because I'm tenacious, 766 00:31:54,800 --> 00:31:57,080 and I'm like persistent as a, yes, 767 00:31:57,080 --> 00:31:58,720 but most of the people who were hired, 768 00:31:58,720 --> 00:32:01,120 I asked them, how long did it take you to get hired? 769 00:32:01,120 --> 00:32:02,920 Most people, it took six months 770 00:32:02,920 --> 00:32:05,480 before they got a callback to get work, 771 00:32:05,480 --> 00:32:07,360 and I was like, oh man, 772 00:32:07,360 --> 00:32:10,920 I would have had like five jobs by then, 773 00:32:10,920 --> 00:32:13,800 or 50 job offers by then if I just stayed in that process 774 00:32:13,800 --> 00:32:16,280 because of my nature being so persistent, 775 00:32:16,280 --> 00:32:20,800 but the reality is, you're not doing somebody a disservice 776 00:32:20,800 --> 00:32:23,240 by giving them an opportunity, saying, hey, you know what, 777 00:32:23,240 --> 00:32:24,360 we really appreciate talking to you, 778 00:32:24,360 --> 00:32:25,320 this is not the time for us, 779 00:32:25,320 --> 00:32:26,840 but you mind if we reach back out in the future, 780 00:32:26,840 --> 00:32:28,920 if we have anything, if we have anything come up, 781 00:32:28,920 --> 00:32:31,840 you want to have supply and demand in your favor 782 00:32:31,840 --> 00:32:34,040 as a business, especially in terms of hiring, 783 00:32:34,040 --> 00:32:36,480 what if something happens to one of your coworkers 784 00:32:36,480 --> 00:32:39,360 who does something imperative for the company? 785 00:32:39,360 --> 00:32:42,120 You know, what if you have somebody who wants to just go 786 00:32:42,120 --> 00:32:43,640 on vacation for two weeks, right, 787 00:32:43,640 --> 00:32:45,520 and you've got somebody on deck who you trust 788 00:32:45,520 --> 00:32:47,560 to fill in some of those gaps perhaps, 789 00:32:47,560 --> 00:32:49,400 and maybe you do only hire them 790 00:32:49,400 --> 00:32:52,120 for the contracted work for those two weeks, right, 791 00:32:52,120 --> 00:32:54,520 and that's okay, you've got to realize 792 00:32:54,520 --> 00:32:58,320 that you can't give more than you have to give, 793 00:32:58,320 --> 00:33:01,320 but that even giving a little bit can be a blessing 794 00:33:01,320 --> 00:33:02,640 just because somebody else is like, 795 00:33:02,640 --> 00:33:04,040 no, how rude and disrespectful, 796 00:33:04,040 --> 00:33:05,920 I don't want to work for you part, well, you know, 797 00:33:05,920 --> 00:33:07,520 I get that, especially again, 798 00:33:07,520 --> 00:33:09,040 I'm going to pick on my own country, 799 00:33:09,040 --> 00:33:11,200 in America, a lot of people have that attitude, 800 00:33:11,200 --> 00:33:12,880 you know, where it's like, you know what, 801 00:33:12,880 --> 00:33:16,000 I better not even try to hire from this pool 802 00:33:16,000 --> 00:33:19,320 because people are so rude sometimes 803 00:33:19,320 --> 00:33:22,720 when things don't go their way, I'll be honest, 804 00:33:22,720 --> 00:33:24,640 you entrepreneurs out there, 805 00:33:24,640 --> 00:33:27,920 you have a very, very hard uphill battle 806 00:33:27,920 --> 00:33:30,520 if you're limited to only working with people 807 00:33:30,520 --> 00:33:33,880 who are local, your pool of performance is much smaller, 808 00:33:33,880 --> 00:33:35,240 you don't have access to billions, 809 00:33:35,240 --> 00:33:36,800 you have access to more like thousands 810 00:33:36,800 --> 00:33:40,280 or hundreds of people, so that said, 811 00:33:40,280 --> 00:33:44,520 it's also important as an American employee, right, 812 00:33:44,520 --> 00:33:46,120 somebody who wants to be on a team 813 00:33:46,120 --> 00:33:48,160 and doesn't want to create their own vision, 814 00:33:48,160 --> 00:33:49,680 we have to have the disciplines 815 00:33:49,680 --> 00:33:52,040 to be willing to be humble enough to get the job, right, 816 00:33:52,040 --> 00:33:54,000 and I can speak from experience on that, 817 00:33:54,000 --> 00:33:55,400 yes, I'm an entrepreneur, 818 00:33:55,400 --> 00:33:58,000 but I have to attract my clients as do my team members, 819 00:33:58,000 --> 00:34:01,280 we are constantly in the position of being hired, 820 00:34:01,280 --> 00:34:03,440 you know, and being in the interview process, 821 00:34:03,440 --> 00:34:06,280 and if I can't show them that I'm willing to go to work 822 00:34:06,280 --> 00:34:08,400 and then I'm willing to do what others aren't willing 823 00:34:08,400 --> 00:34:11,360 to do, then we also won't win our clients, 824 00:34:11,360 --> 00:34:13,840 so some entrepreneurs face the reality 825 00:34:13,840 --> 00:34:16,160 of constantly being in the job market 826 00:34:16,160 --> 00:34:18,040 based on what it is we do for work, 827 00:34:18,040 --> 00:34:21,000 so any thoughts or comments, 828 00:34:21,000 --> 00:34:21,920 I'm gonna slow down a little bit 829 00:34:21,920 --> 00:34:25,240 for another opportunity for you guys to contribute, 830 00:34:25,240 --> 00:34:26,280 you know, if this is helpful, 831 00:34:26,280 --> 00:34:28,280 give us a thumbs up or a like as well, 832 00:34:28,280 --> 00:34:31,240 I mean, if you've got challenging questions 833 00:34:31,240 --> 00:34:32,960 that you're facing in terms of growth 834 00:34:32,960 --> 00:34:35,320 or you're looking for a connection 835 00:34:35,320 --> 00:34:37,840 to somebody with a specific skill set, 836 00:34:37,840 --> 00:34:39,880 don't hesitate to ask, right, 837 00:34:39,880 --> 00:34:41,440 I'm a big fan of the scripture that says, 838 00:34:41,440 --> 00:34:43,200 ask and you shall receive, right, 839 00:34:43,200 --> 00:34:44,080 knock and shall be open to you, 840 00:34:44,080 --> 00:34:45,200 well, that doesn't just apply to God, 841 00:34:45,200 --> 00:34:46,640 that applies to everybody, right, 842 00:34:46,640 --> 00:34:48,280 if you're willing to ask others for help, 843 00:34:48,280 --> 00:34:49,880 it's amazing what type of help you can get, 844 00:34:49,880 --> 00:34:52,280 so don't hesitate, again, in the comments, 845 00:34:52,280 --> 00:34:55,720 to take me down a different direction 846 00:34:55,720 --> 00:34:57,240 for what you might wanna hear 847 00:34:57,240 --> 00:34:58,640 about maximizing your dollar 848 00:34:58,640 --> 00:35:01,240 by hiring outstanding virtual assistants 849 00:35:01,240 --> 00:35:03,600 and what secrets you want me to unveil, 850 00:35:03,600 --> 00:35:05,200 I'm just gonna keep going though, 851 00:35:05,200 --> 00:35:07,880 based on the secrets I have discovered 852 00:35:07,880 --> 00:35:09,120 from my years of experience 853 00:35:09,120 --> 00:35:10,360 and hiring virtual assistants 854 00:35:10,360 --> 00:35:12,080 and working with different companies for growth, 855 00:35:12,080 --> 00:35:15,880 so what are some of the best practices 856 00:35:15,880 --> 00:35:18,200 or tools for maintaining effective 857 00:35:18,200 --> 00:35:19,760 and efficient communication? 858 00:35:19,760 --> 00:35:22,000 One thing I would adjust, 859 00:35:22,000 --> 00:35:24,480 what are the hundreds of best practices? 860 00:35:24,480 --> 00:35:27,160 Let's not mince words here, 861 00:35:27,160 --> 00:35:28,560 you have a lot to learn 862 00:35:28,560 --> 00:35:30,680 when you're bringing somebody on and hiring 863 00:35:30,680 --> 00:35:33,600 and so some of the best practices are knowing, 864 00:35:33,600 --> 00:35:35,400 who do you trust for that guidance? 865 00:35:35,400 --> 00:35:39,200 So one, the books that I wish I had read 866 00:35:39,200 --> 00:35:40,440 in this particular order 867 00:35:40,440 --> 00:35:42,760 and I regret not reading some of them, 868 00:35:42,760 --> 00:35:44,360 I wish I had read, 869 00:35:44,360 --> 00:35:46,320 well, I read Rich Dad at Port Ad early on, 870 00:35:46,320 --> 00:35:48,360 that was a phenomenal important book for me, 871 00:35:48,360 --> 00:35:51,520 One Minute Manager, easy book to consume, 872 00:35:51,520 --> 00:35:53,640 super valuable, raving fans, 873 00:35:53,640 --> 00:35:55,760 also by Kim Blanchard, 874 00:35:55,760 --> 00:35:57,720 those are stepping stones 875 00:35:57,720 --> 00:35:59,680 that would unlock secrets for you, 876 00:35:59,680 --> 00:36:02,360 moving on to the EMIF. 877 00:36:02,360 --> 00:36:04,480 The EMIF is like one of the biggest books 878 00:36:04,480 --> 00:36:06,520 that I'm so disappointed in myself 879 00:36:06,520 --> 00:36:07,680 for not reading eight years ago 880 00:36:07,680 --> 00:36:09,000 when it first came across my desk, 881 00:36:09,000 --> 00:36:11,000 it would have saved me so much hassle, 882 00:36:11,000 --> 00:36:13,800 I highly recommend learning about the EMIF 883 00:36:13,800 --> 00:36:14,800 and why? 884 00:36:14,800 --> 00:36:16,680 Because he talks about prototyping, 885 00:36:16,680 --> 00:36:19,000 he talks about building out the descriptions 886 00:36:19,000 --> 00:36:21,960 of the tasks that you don't wanna do 887 00:36:21,960 --> 00:36:23,280 or that you need somebody else to do 888 00:36:23,280 --> 00:36:26,320 so that it's pretty easy for anybody to come in 889 00:36:26,320 --> 00:36:28,120 and fulfill those roles. 890 00:36:28,120 --> 00:36:31,160 So that also leads to watching the movie, 891 00:36:31,160 --> 00:36:33,920 the movie's kinda gritty, but founder, 892 00:36:33,920 --> 00:36:35,400 about McDonald's, 893 00:36:35,400 --> 00:36:38,360 I'm not condoning the lifestyle, 894 00:36:38,360 --> 00:36:40,880 I'm also not judging him, 895 00:36:40,880 --> 00:36:44,000 but there's certain things that irk me about that story 896 00:36:44,000 --> 00:36:46,360 and that rub me wrong at the same time, 897 00:36:46,360 --> 00:36:48,240 it's so phenomenal, it's so ingenious 898 00:36:48,240 --> 00:36:51,560 to see how the McDonald brothers and how Ray Kroc 899 00:36:51,560 --> 00:36:55,480 both contributed to creating systems and processes 900 00:36:55,480 --> 00:36:57,320 and pivoting that business model 901 00:36:57,320 --> 00:36:58,640 in order to become the McDonald's 902 00:36:58,640 --> 00:37:00,600 that we know it is today. 903 00:37:00,600 --> 00:37:02,760 Again, good or bad doesn't matter, they scaled. 904 00:37:02,760 --> 00:37:05,240 And that's what we're talking about is scaling 905 00:37:05,240 --> 00:37:06,800 and maximizing growth. 906 00:37:06,800 --> 00:37:10,160 So another book goes right behind that, 907 00:37:10,160 --> 00:37:11,920 The Five Dysfunctions of a Team 908 00:37:11,920 --> 00:37:14,760 by Patrick Lincione, phenomenal book. 909 00:37:14,760 --> 00:37:16,800 Read, listen to that one, that one's got like 910 00:37:16,800 --> 00:37:18,360 17 different personalities in it, 911 00:37:18,360 --> 00:37:20,800 it's built more like a story with a lot of moving parts. 912 00:37:20,800 --> 00:37:22,760 I highly recommend listening through it. 913 00:37:22,760 --> 00:37:25,280 My business partner Dean has now listened to it three times, 914 00:37:25,280 --> 00:37:26,600 he said he's on his third time right now, 915 00:37:26,600 --> 00:37:28,320 listening to it, it's so valuable one. 916 00:37:28,320 --> 00:37:30,040 I don't know how he does that, I read slow, 917 00:37:30,040 --> 00:37:31,520 I listen slow, I take a lot of notes. 918 00:37:31,520 --> 00:37:34,160 So I have a feeling when I do read a book, 919 00:37:34,160 --> 00:37:39,240 I read it far more thoroughly than most people do, 920 00:37:39,240 --> 00:37:41,320 but like I said, I take a long time 921 00:37:41,320 --> 00:37:43,000 to read any particular book because of it. 922 00:37:43,000 --> 00:37:45,520 So yeah, maintaining your knowledge, 923 00:37:45,520 --> 00:37:47,400 leveling up, asking other entrepreneurs 924 00:37:47,400 --> 00:37:49,440 to what they're doing, going and looking 925 00:37:49,440 --> 00:37:50,800 and seeing how they're hiring. 926 00:37:50,800 --> 00:37:54,040 If you see a company that has employees, 927 00:37:54,040 --> 00:37:55,520 that you're impressed with, 928 00:37:55,520 --> 00:37:59,280 find out about their hiring processes, that's key. 929 00:37:59,280 --> 00:38:00,840 Find out what they do. 930 00:38:00,840 --> 00:38:02,840 Topgolf is one where I made sure 931 00:38:02,840 --> 00:38:03,920 to ask a lot about that. 932 00:38:03,920 --> 00:38:05,400 I was like, guys, how do you do this? 933 00:38:05,400 --> 00:38:06,960 Like what are you doing? 934 00:38:06,960 --> 00:38:09,040 That everything I learned all about the process 935 00:38:09,040 --> 00:38:10,320 of the interviews they go through 936 00:38:10,320 --> 00:38:13,240 and they experience what they do, this thing called the X factor. 937 00:38:13,240 --> 00:38:15,160 They give you like 30 minutes to do it. 938 00:38:15,160 --> 00:38:17,240 And granted they're an entertainment company, 939 00:38:17,240 --> 00:38:20,880 they need people who are far more entertaining, 940 00:38:20,880 --> 00:38:22,560 willing to contribute to the positive vibe 941 00:38:22,560 --> 00:38:24,120 and environment in order to work this, 942 00:38:24,120 --> 00:38:25,320 really brilliant how they do that. 943 00:38:25,320 --> 00:38:27,120 But those same types of principles, 944 00:38:27,120 --> 00:38:29,880 they apply to the online world too. 945 00:38:29,880 --> 00:38:30,800 So if you know of companies 946 00:38:30,800 --> 00:38:33,120 that are working successfully with virtual assistants, 947 00:38:33,120 --> 00:38:36,080 then start going through their hiring process and seeing 948 00:38:36,080 --> 00:38:38,160 what does it look like, what can you learn from that? 949 00:38:38,160 --> 00:38:41,320 Or hire somebody who's crazy enough to do that. 950 00:38:41,320 --> 00:38:42,680 Yours truly. 951 00:38:42,680 --> 00:38:43,520 I love doing it. 952 00:38:43,520 --> 00:38:46,080 I love learning about what people are putting out there. 953 00:38:46,080 --> 00:38:50,000 So how can businesses effectively delegate 954 00:38:50,000 --> 00:38:52,200 and empower virtual assistants to contribute 955 00:38:52,200 --> 00:38:53,920 to growth and success? 956 00:38:53,920 --> 00:38:56,840 A lot of that goes down to, again, back to training, right? 957 00:38:56,840 --> 00:39:00,280 So one of my clients months ago asked me, 958 00:39:00,280 --> 00:39:02,440 Jackson, you just mesmerized by our team. 959 00:39:02,440 --> 00:39:04,000 We have a phenomenal team. 960 00:39:04,000 --> 00:39:07,520 Our team shows up and they produce super well. 961 00:39:07,520 --> 00:39:09,320 I absolutely love working with each person 962 00:39:09,320 --> 00:39:10,560 that's on our team. 963 00:39:10,560 --> 00:39:13,520 They all contribute to the cultivating our culture 964 00:39:13,520 --> 00:39:15,240 and moving our leadership forward. 965 00:39:15,240 --> 00:39:17,480 Jaime is a fantastic representation of that. 966 00:39:17,480 --> 00:39:20,160 He's the one who helps me with the dynamics 967 00:39:20,160 --> 00:39:23,880 of this streaming of this program. 968 00:39:23,880 --> 00:39:28,880 And when he asked me, when Dr. Seth Yates of Able Health 969 00:39:29,280 --> 00:39:32,020 asked me, said, Jackson, how do you find 970 00:39:33,240 --> 00:39:36,320 VAs like this, like this incredible? 971 00:39:36,320 --> 00:39:39,720 And I couldn't help but laugh and I was like, you know, 972 00:39:39,720 --> 00:39:41,160 they are great people. 973 00:39:41,160 --> 00:39:43,680 And that is a big part of it is you've got to find 974 00:39:43,680 --> 00:39:45,640 the great people, but what you're referencing 975 00:39:45,640 --> 00:39:48,200 in terms of what they're capable of doing, 976 00:39:48,200 --> 00:39:52,380 Seth, I train for two to four hours per day 977 00:39:52,380 --> 00:39:54,680 with my virtual assistant teams. 978 00:39:54,680 --> 00:39:56,760 I work, we're in the trenches working together 979 00:39:56,760 --> 00:39:59,280 and I'm training them how to train each other constantly 980 00:39:59,280 --> 00:40:00,940 and I'm creating videos for them. 981 00:40:00,940 --> 00:40:03,760 I'm highly invested in the success of our team 982 00:40:03,760 --> 00:40:05,420 and building out those prototypes. 983 00:40:05,420 --> 00:40:09,080 So it's not a matter of finding, only finding 984 00:40:09,080 --> 00:40:11,360 the type of person, it's also a matter 985 00:40:11,360 --> 00:40:12,880 of knowing how to support them 986 00:40:12,880 --> 00:40:15,080 and knowing how to teach them what you do. 987 00:40:15,080 --> 00:40:17,640 And when they fail at that, taking a step back, 988 00:40:17,640 --> 00:40:19,960 remembering that as I'm pointing my finger 989 00:40:19,960 --> 00:40:22,880 at them for failing, there are three giant fingers 990 00:40:22,880 --> 00:40:25,120 pointing right back at me. 991 00:40:25,120 --> 00:40:28,400 And so I have to take the personal assessment of 992 00:40:28,400 --> 00:40:33,400 what did I do wrong to get them off to a poor start? 993 00:40:33,560 --> 00:40:35,160 Right, what is it that I can do better? 994 00:40:35,160 --> 00:40:36,240 What clarity did I lack? 995 00:40:36,240 --> 00:40:38,240 But then I need to go to them and find out. 996 00:40:38,240 --> 00:40:39,200 You know, they're worried. 997 00:40:39,200 --> 00:40:40,760 Every virtual assistant when they're brand new 998 00:40:40,760 --> 00:40:44,160 to this company, they know the ax is coming. 999 00:40:44,160 --> 00:40:46,320 They know they're gonna get fired, not here. 1000 00:40:46,320 --> 00:40:47,880 That's not how it works, right? 1001 00:40:47,880 --> 00:40:50,360 Because we're not looking for instant results. 1002 00:40:50,360 --> 00:40:52,440 We're looking for long-term growth 1003 00:40:52,440 --> 00:40:55,280 and people who know how to provide tremendous value 1004 00:40:55,280 --> 00:40:57,600 and that's what leads to creating a team 1005 00:40:57,600 --> 00:40:59,960 where the long-term results get faster and faster 1006 00:40:59,960 --> 00:41:01,120 to produce, right? 1007 00:41:01,120 --> 00:41:04,280 So now I go in and I say, you know, all right, what happened? 1008 00:41:04,280 --> 00:41:08,200 You know, what did we not provide 1009 00:41:08,200 --> 00:41:10,520 in order to help you be successful? 1010 00:41:10,520 --> 00:41:13,720 Right, what elements can we improve about this? 1011 00:41:13,720 --> 00:41:14,560 What can we change? 1012 00:41:14,560 --> 00:41:15,400 And they're gonna be wrong. 1013 00:41:15,400 --> 00:41:18,480 Jaime knows, I'm the first to also get upset sometimes 1014 00:41:18,480 --> 00:41:20,320 and really go into people and be like, 1015 00:41:20,320 --> 00:41:22,360 yo, you really messed this up. 1016 00:41:22,360 --> 00:41:23,280 How did this happen? 1017 00:41:23,280 --> 00:41:25,240 You have the instructions over here. 1018 00:41:25,240 --> 00:41:27,840 Like, what's the problem, man? 1019 00:41:27,840 --> 00:41:28,760 Why can't you do this? 1020 00:41:28,760 --> 00:41:30,080 We need to move your roles or not. 1021 00:41:30,080 --> 00:41:32,520 So we will have hard conversations, 1022 00:41:32,520 --> 00:41:34,800 but those hard conversations also come 1023 00:41:34,800 --> 00:41:38,960 after having built an incredible foundation of trust, 1024 00:41:38,960 --> 00:41:41,160 which is developed by vulnerability 1025 00:41:41,160 --> 00:41:43,560 and me being willing to say, guys, 1026 00:41:43,560 --> 00:41:45,840 I know our systems aren't perfect, right? 1027 00:41:45,840 --> 00:41:47,480 We need to do our part on our end. 1028 00:41:47,480 --> 00:41:48,400 So what can I do? 1029 00:41:48,400 --> 00:41:50,560 What do I need to be doing to improve? 1030 00:41:50,560 --> 00:41:54,080 And what on your end do you need to be doing to improve? 1031 00:41:54,080 --> 00:41:55,440 I don't know if Jaime can come on right now. 1032 00:41:55,440 --> 00:41:56,520 His picture just came off. 1033 00:41:56,520 --> 00:41:59,840 Jaime, if you can come on and expose 1034 00:41:59,840 --> 00:42:02,480 even further transparency regarding that, 1035 00:42:02,480 --> 00:42:05,600 I'd be perfectly happy to see that and hear that. 1036 00:42:05,600 --> 00:42:07,240 So what else, man? 1037 00:42:07,240 --> 00:42:10,880 What else would you like to contribute so far 1038 00:42:10,880 --> 00:42:13,040 just based on what we've talked about? 1039 00:42:13,040 --> 00:42:16,720 I mean, everything that you said is pretty much on point. 1040 00:42:16,720 --> 00:42:20,120 I was actually ashamed before we came on my experience 1041 00:42:20,120 --> 00:42:24,640 as my big first employment or that I considered to be 1042 00:42:24,640 --> 00:42:27,560 in line with everything that I had done in my life, 1043 00:42:27,560 --> 00:42:29,640 meaning like studying and moving forward 1044 00:42:29,640 --> 00:42:31,720 was being a virtual assistant. 1045 00:42:31,720 --> 00:42:35,360 And getting here, it's a little bit different 1046 00:42:35,360 --> 00:42:36,600 because of the culture. 1047 00:42:36,600 --> 00:42:39,440 It's so important to always have that 1048 00:42:39,440 --> 00:42:42,560 where you have that open conflict. 1049 00:42:42,560 --> 00:42:44,160 You're basically in the company 1050 00:42:44,160 --> 00:42:46,360 and you don't feel like you're remote at all 1051 00:42:46,360 --> 00:42:51,360 because you are engaged constantly by your peers 1052 00:42:52,160 --> 00:42:55,240 and by also your superiors. 1053 00:42:55,240 --> 00:42:57,320 And you're being challenged and you're being taught 1054 00:42:57,320 --> 00:42:59,920 and it's a great working environment. 1055 00:42:59,920 --> 00:43:03,040 And that's how people should always look 1056 00:43:03,040 --> 00:43:08,040 at having that virtual office or that virtual space 1057 00:43:08,640 --> 00:43:10,320 where they have people. 1058 00:43:10,320 --> 00:43:13,720 It's having that same atmosphere 1059 00:43:13,720 --> 00:43:15,880 where you are in the same place 1060 00:43:15,880 --> 00:43:17,480 and you have to create that conflict. 1061 00:43:17,480 --> 00:43:21,960 You have to create that feeling of that 1062 00:43:21,960 --> 00:43:24,760 that you're always being pushed to be better 1063 00:43:24,760 --> 00:43:26,600 and that you're constantly learning, 1064 00:43:26,600 --> 00:43:29,280 you're gathering new skills, new abilities 1065 00:43:29,280 --> 00:43:32,680 and you yourself as let's say that virtual assistant 1066 00:43:32,680 --> 00:43:35,120 or that virtual remote position, 1067 00:43:35,120 --> 00:43:37,800 you're moving the company forward. 1068 00:43:37,800 --> 00:43:40,880 It doesn't even matter if you're remote 1069 00:43:40,880 --> 00:43:44,240 or if you're from that certain place. 1070 00:43:44,240 --> 00:43:46,320 It's you're moving with that company, 1071 00:43:46,320 --> 00:43:48,120 you're trying to get it to move forward 1072 00:43:48,120 --> 00:43:50,560 and get the results that are needed. 1073 00:43:50,560 --> 00:43:52,960 So that's as much as I want to. 1074 00:43:54,560 --> 00:43:58,760 That's like basically it as far as like being challenged 1075 00:43:58,760 --> 00:44:01,920 in this specific space. 1076 00:44:01,920 --> 00:44:04,280 And you're living legend 1077 00:44:04,280 --> 00:44:07,320 in the virtual assistant space by the way. 1078 00:44:07,320 --> 00:44:10,920 And when I was working at my first startup, 1079 00:44:11,800 --> 00:44:14,320 I was also technically a virtual assistant. 1080 00:44:14,320 --> 00:44:16,480 My job was as sales, right? 1081 00:44:16,480 --> 00:44:17,880 And then later it was as executive, 1082 00:44:17,880 --> 00:44:20,280 but I was still a virtual assistant 1083 00:44:20,280 --> 00:44:21,840 in many regards in what I did. 1084 00:44:21,840 --> 00:44:26,360 So there's far less limitations on it than people realize. 1085 00:44:26,360 --> 00:44:28,160 Some of the top tier companies 1086 00:44:28,160 --> 00:44:30,560 and I don't know many top tier companies in the world 1087 00:44:30,560 --> 00:44:32,440 that aren't working with virtual assistants. 1088 00:44:32,440 --> 00:44:33,920 That's another good indication 1089 00:44:33,920 --> 00:44:36,600 of the power and value that exists. 1090 00:44:36,600 --> 00:44:38,440 And as a business owner, 1091 00:44:38,440 --> 00:44:39,960 you're not doing yourself any favors 1092 00:44:39,960 --> 00:44:42,800 by hiring expensive talent locally, 1093 00:44:42,800 --> 00:44:44,680 throttling your ability to grow, 1094 00:44:44,680 --> 00:44:47,320 while you're in early growth stages 1095 00:44:47,320 --> 00:44:51,640 and basically cutting off other people 1096 00:44:51,640 --> 00:44:53,240 who could help you scale 1097 00:44:53,240 --> 00:44:56,240 with a better return on your investment. 1098 00:44:56,240 --> 00:44:58,200 If you create a better return on your investment 1099 00:44:58,200 --> 00:44:59,880 and you scale your revenues, 1100 00:44:59,880 --> 00:45:01,160 what that does is it positions you 1101 00:45:01,160 --> 00:45:03,400 to be able to have the revenues necessary 1102 00:45:03,400 --> 00:45:06,360 to then hire more people locally too, right? 1103 00:45:06,360 --> 00:45:08,440 You can have your cake and eat it too. 1104 00:45:08,440 --> 00:45:11,720 You're not limited to one or the other. 1105 00:45:11,720 --> 00:45:13,240 So some of the challenges 1106 00:45:13,240 --> 00:45:14,960 or pitfalls that businesses may encounter, 1107 00:45:14,960 --> 00:45:16,960 we've talked about quite a few of those, 1108 00:45:16,960 --> 00:45:20,040 I'll reiterate, not taking your time 1109 00:45:20,040 --> 00:45:21,720 and building the process out the right way, 1110 00:45:21,720 --> 00:45:23,360 but it's not just about time, 1111 00:45:23,360 --> 00:45:25,040 not knowing the strategy either 1112 00:45:25,040 --> 00:45:26,720 and being too prideful, 1113 00:45:26,720 --> 00:45:28,600 where you feel like you have to figure that out 1114 00:45:28,600 --> 00:45:29,920 on your own, you do not. 1115 00:45:29,920 --> 00:45:31,320 That's the hard way to figure it out. 1116 00:45:31,320 --> 00:45:35,400 You can work with companies, get advice, 1117 00:45:35,400 --> 00:45:37,160 then turn down the company, 1118 00:45:37,160 --> 00:45:39,640 meet with a recruiter and talk to them about their processes 1119 00:45:39,640 --> 00:45:40,960 and they say, well, are you ready to get started? 1120 00:45:40,960 --> 00:45:41,960 Tell them, no, thank you. 1121 00:45:41,960 --> 00:45:43,520 And I have more research to do 1122 00:45:43,520 --> 00:45:45,400 and then go and do your more research. 1123 00:45:45,400 --> 00:45:48,120 You're not stuck with making a decision 1124 00:45:48,120 --> 00:45:50,560 just because you explore the options 1125 00:45:50,560 --> 00:45:51,560 of bringing somebody in. 1126 00:45:51,560 --> 00:45:53,640 So with that said, 1127 00:45:53,640 --> 00:45:54,960 if you have any final questions, 1128 00:45:54,960 --> 00:45:57,360 throw them in the comments about virtual assistants. 1129 00:45:57,360 --> 00:46:00,320 We'll be happy to address them after the show. 1130 00:46:00,320 --> 00:46:03,320 We do have materials that we can give away with this. 1131 00:46:03,320 --> 00:46:05,720 In fact, Jaime, we have a book coming out 1132 00:46:06,680 --> 00:46:08,520 and I have the manuscript, 1133 00:46:08,520 --> 00:46:09,760 the first version of it done. 1134 00:46:09,760 --> 00:46:12,960 I will say that in my manuscript called 1135 00:46:12,960 --> 00:46:16,600 Breaking the Business Law by Jackson Callum, 1136 00:46:16,600 --> 00:46:21,120 it's got quite a bit of condescension in this book. 1137 00:46:21,120 --> 00:46:24,320 I wrote from a very passionate standpoint 1138 00:46:24,320 --> 00:46:27,600 of like, I just really want people to get this 1139 00:46:27,600 --> 00:46:28,440 and understand it. 1140 00:46:28,440 --> 00:46:33,440 But, and so I didn't write with a very soft voice, 1141 00:46:34,040 --> 00:46:36,960 but I highly recommend reading it 1142 00:46:36,960 --> 00:46:39,640 and going through that and understanding, okay, 1143 00:46:39,640 --> 00:46:40,640 what does it talk about? 1144 00:46:40,640 --> 00:46:42,920 It talks about determining your business budget 1145 00:46:42,920 --> 00:46:44,000 with confidence. 1146 00:46:44,000 --> 00:46:45,960 And while that's slightly different, 1147 00:46:45,960 --> 00:46:48,000 your budget is something that you should have prepared 1148 00:46:48,000 --> 00:46:49,680 before you're hiring, by the way. 1149 00:46:49,680 --> 00:46:50,920 Like it goes hand in hand. 1150 00:46:50,920 --> 00:46:52,200 You want to have the budget there, 1151 00:46:52,200 --> 00:46:55,080 that way you can hire effectively and appropriately. 1152 00:46:55,080 --> 00:46:58,080 We also have other resources like the, 1153 00:46:58,080 --> 00:47:00,600 I think it's called the 10 hiring truths. 1154 00:47:00,600 --> 00:47:01,800 That might be in the book. 1155 00:47:01,800 --> 00:47:03,040 I can't remember at this point. 1156 00:47:03,040 --> 00:47:05,440 They're both very big resources 1157 00:47:05,440 --> 00:47:07,560 that were right next to each other in my past. 1158 00:47:07,560 --> 00:47:10,040 And I recently recurated them 1159 00:47:10,040 --> 00:47:10,880 so we could get them out 1160 00:47:10,880 --> 00:47:13,000 as part of the first class business brand. 1161 00:47:13,000 --> 00:47:16,360 So feel free to download those aspects. 1162 00:47:16,360 --> 00:47:20,040 And we'd also be happy, Jaime, why not? 1163 00:47:20,040 --> 00:47:20,880 For this episode, 1164 00:47:20,880 --> 00:47:22,240 we'll go out and throw out another bonus. 1165 00:47:22,240 --> 00:47:25,240 We have the Revenue Growth Workbook, intensive. 1166 00:47:25,240 --> 00:47:28,040 It's a $99 package that includes a video 1167 00:47:28,040 --> 00:47:30,840 for me walking you through your irresistible offers. 1168 00:47:30,840 --> 00:47:32,160 You can also utilize that 1169 00:47:32,160 --> 00:47:35,400 to build your irresistible offer as an employer, right? 1170 00:47:35,400 --> 00:47:38,640 How is working for your company affect people? 1171 00:47:38,640 --> 00:47:40,840 Because again, the more demand you create 1172 00:47:40,840 --> 00:47:41,920 on people wanting to work for you, 1173 00:47:41,920 --> 00:47:45,080 the more likely you're going to attract top tier clients. 1174 00:47:45,080 --> 00:47:48,480 It's not an accident that the top people in basketball 1175 00:47:48,480 --> 00:47:49,800 want to play for the Lakers. 1176 00:47:49,800 --> 00:47:52,200 And the top professionals in baseball 1177 00:47:52,200 --> 00:47:53,520 want to play for the Yankees. 1178 00:47:53,520 --> 00:47:56,360 There's a reason why people are attracted to that. 1179 00:47:56,360 --> 00:47:58,320 You need to have a reason for top tier talent 1180 00:47:58,320 --> 00:48:00,440 to want to be attracted to working with you too. 1181 00:48:00,440 --> 00:48:02,160 And the Revenue Growth Workbook can help on that. 1182 00:48:02,160 --> 00:48:04,360 So it's $99, but we're going to go ahead 1183 00:48:04,360 --> 00:48:05,880 and send out the VIP link. 1184 00:48:05,880 --> 00:48:08,280 And the VIP link will allow you to download that 1185 00:48:08,280 --> 00:48:11,720 and go through that video training for $0. 1186 00:48:11,720 --> 00:48:13,560 It'll be completely discounted so you can use it. 1187 00:48:13,560 --> 00:48:16,880 So anyway, Vision Pros, we love having you. 1188 00:48:16,880 --> 00:48:18,600 We're happy to have hosted you. 1189 00:48:18,600 --> 00:48:20,920 If you need anything for your growth, don't hesitate to reach out. 1190 00:48:20,920 --> 00:48:24,120 And we will see you in tomorrow's episode. 1191 00:48:24,120 --> 00:48:25,600 Everybody have a good day. 1192 00:48:25,600 --> 00:48:28,720 Thanks, Jaime. 1193 00:48:28,720 --> 00:48:30,360 Thank you for being here today. 1194 00:48:30,360 --> 00:48:33,360 I'm really happy that you tuned in to Vision Pros Live. 1195 00:48:33,360 --> 00:48:38,320 I'm looking forward to seeing your reactions as these episodes 1196 00:48:38,320 --> 00:48:39,360 continue to move forward. 1197 00:48:39,360 --> 00:48:41,040 We optimize them as the months go by. 1198 00:48:41,040 --> 00:48:43,360 This is going to get more and more fun. 1199 00:48:43,360 --> 00:48:45,120 We'll have more and more engagement as well. 1200 00:48:45,120 --> 00:48:47,600 We'll invite people to participate in the show. 1201 00:48:47,600 --> 00:48:48,920 And thank you for...